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Speaker 1: Hey Hurdlers Emily about a year with episode eighty of

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Speaker 1: Hurdle Love Nice Round Numbers like that, a podcast that

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Speaker 1: drats to everyone from entrepreneurs to top CEOs and athletes

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Speaker 1: about how they've gotten through tough times hurdles of sorts

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Speaker 1: by leaning in to wellness. On today's episode, I'm going

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Speaker 1: to be chatting with ge Laud Jacobs. He is the

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Speaker 1: CEO of Normatech and we'll get into what that is.

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Speaker 1: And just a little bit before we do, shout out

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Speaker 1: get yours today, no code necessary. Another huge thank you

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Speaker 1: to today's sponsor, Whoop. I'm looking at my new Whoopstrap

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Speaker 1: way you train. All right, So, Gilad, as I mentioned,

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Speaker 1: he is the CEO of Boston based Norma Tech Industries.

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Speaker 1: They're a global leader in medical and sports recovery technology.

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Speaker 1: You have more than likely seen their compression boots, which

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Speaker 1: are my absolute favorite on the legs of everyone from

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Speaker 1: NBA and NFL athletes to Ironman triathletes to even Lady Gaga.

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Speaker 1: We have the opportunity to sit down when I was

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Speaker 1: up in Boston recently, and his story is really interesting.

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Speaker 1: You know today's episode, he talks to me about not

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Speaker 1: really feeling like he fit in entirely growing up. We

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Speaker 1: chat about the really special relationship he had with his

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Speaker 1: late mother, who actually as an MD, a PhD, a

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Speaker 1: bio engineer. She focused on helping her patients with poor

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Speaker 1: circulation and that is where the beginnings of Norma Tech

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Speaker 1: came from. Gee Love learned everything he could from his mother.

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Speaker 1: He followed in her footsteps and tells me today about

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Speaker 1: the hurdle moment of her passing and what that meant

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Speaker 1: for him coming into a new role in the company,

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Speaker 1: leading them forward and leaning into the business to get

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Speaker 1: through that tough time. You know the drill at Emily

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Speaker 1: a Body at Hurdle Podcast. If you have a hurdle

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Speaker 1: moment of your own to share, just want to say hi,

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Speaker 1: reach out to me. It's Emily at Hurdle US, hosting

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Speaker 1: a couple of fun events in the New York City

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Speaker 1: area this week and would love to see you. It

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Speaker 1: is my favorite time to be here. I'm so amped

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Speaker 1: to share on all the runners at next Sunday's new Marathon,

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Speaker 1: But first Wednesday night, Charlie Dark Live Hurdle recording at

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Speaker 1: Lululemon's Repair Lab down on Prince Street, as well as

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Speaker 1: on Friday, a panel put together by my friends and

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Speaker 1: you can with some other rock star female podcasters over

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Speaker 1: at the Marriott Marquee in Times Square. For all the

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Speaker 1: details on both of those events, click on over to

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Speaker 1: the link with the description to this episode. Come out,

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Speaker 1: say hi, let's hang and have a good time with that.

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Speaker 1: Let's get to hurdling today. I'm sitting down with Gie

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Speaker 1: lad Jacobs. His nickname is G. Have you always gone

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Speaker 1: by G?

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Speaker 2: After people started messing up the name pretty good, I

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Speaker 2: had to come up with something, so she.

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Speaker 1: Was an what's the origin of your name.

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Speaker 2: It's a Hebrew name. It's a mountain range in modern

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Speaker 2: day Jordan. My parents like the name, so that's that's

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Speaker 2: what I got.

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Speaker 1: Gilot is the CEO of Norma Tech. So first and foremost,

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Speaker 1: let's fill the hurdlers in on what Norma Tech is.

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Speaker 2: Norma Tech is a compression system that you hook up

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Speaker 2: to your legs, arms, and we also have hip attachments

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Speaker 2: that mobilizes air around your limbs to increase circulation and

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Speaker 2: enhance blood flow around the body, decrease soreness, and make

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Speaker 2: you feel terrific.

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Speaker 1: Wow, you've never said that before.

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Speaker 2: It's very apparent.

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Speaker 1: It's very apparent. Okay, So compression and this is something

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Speaker 1: that traditionally we think of in a lot of different ways.

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Speaker 1: I mean, people think of compression tights, they think of

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Speaker 1: compression socks. But this is an extra device that you

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Speaker 1: put on your body that helps compress in a way

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Speaker 1: that those things just don't do.

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Speaker 2: Yeah, I mean, compression has been around for a really

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Speaker 2: long time. Everyone rumbors a spandages growing up. And even

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Speaker 2: if you know you get hit with a soft ball

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Speaker 2: in the side of the leg, you're going to take

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Speaker 2: your arm and hand and kind of push on it

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Speaker 2: a little bit to help ease some of the soreness

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Speaker 2: and the pain that you're having in the acute minute.

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Speaker 2: But our big push was how can we be very dynamic?

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Speaker 2: We're very dynamic beings. In fact, the only time that

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Speaker 2: we're stagnant is when we're dead. So how can we

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Speaker 2: mimic what physiology is used to in terms of moving

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Speaker 2: stuff around the body in something that is convenient and effective?

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Speaker 1: All right, So I don't think that someone necessarily just

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Speaker 1: falls into being in a position like yours. So talk

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Speaker 1: to me about growing up. Where are you from?

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Speaker 2: I was born right outside Philadelphia, Okay, and most of

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Speaker 2: my years were there, and then moved to actually the

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Speaker 2: Middle East in Israel for high school. And it was

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Speaker 2: right around that time that my late mom started the

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Speaker 2: concept of what normatech would eventually come to. She started

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Speaker 2: out life as a medical physician and PhD bio engineer

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Speaker 2: and was really focused on helping patients, primarily women after

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Speaker 2: breast cancer surgery, with increasing fluid movement in the arm

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Speaker 2: after surgery, they would have something called lymphidema, and the

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Speaker 2: idea of helping patients was one that really drove her

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Speaker 2: to where she ended up and following her passions in

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Speaker 2: life and kind of growing up with that was really intriguing.

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Speaker 2: Being able to see a business start from the ground

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Speaker 2: up in our basement and go from there was really

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Speaker 2: cool and also very fun that every business card and

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Speaker 2: every meeting that I'm in and I see the word

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Speaker 2: Norma Tech. We named it after my late grandmother, Norma.

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Speaker 2: My little jokes, I'm just glad her name isn't Mildred

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Speaker 2: or Fife because fIF tech doesn't have the same kind

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Speaker 2: of ring to it. But being able to kind of

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Speaker 2: keep it in the family while we bring our story

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Speaker 2: in our technology to others has always been a cool thing.

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Speaker 1: What was it like being a teenager in Israel? Hot?

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Speaker 2: It's very hot. You got to have your air conditioning cranking.

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Speaker 2: It was awesome learning another language. I think the biggest

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Speaker 2: thing is moved there when I was like thirteen, and

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Speaker 2: being able to roll around and not have as much

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Speaker 2: parental supervision as you have here. There's a freedom that's

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Speaker 2: over there, learning a new culture, interacting with people from

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Speaker 2: all around the world. So definitely something that I consider

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Speaker 2: something that formed me for sure.

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Speaker 1: Growing up with a mother who is a physician or

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Speaker 1: things when it comes to health, like unlock in your household.

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Speaker 2: Health, but not the way that I think we use

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Speaker 2: the term health today.

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Speaker 1: Let me know what that means.

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Speaker 2: So it wasn't so much about the broccoli that's on

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Speaker 2: your plate or not on your plate for dinner. It

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Speaker 2: was more about like wearing your helmet before anybody else

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Speaker 2: knew you should be wearing a helmet. Skiing biking was

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Speaker 2: was kind of a thing back then, but roller skating

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Speaker 2: or ice skating. Imagine being like the ninth grader who

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Speaker 2: rolls into an ice skating rink and you have to

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Speaker 2: wear a bicycle helmet. So that was kind of challenging.

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Speaker 2: But as a rehab physician she saw the flip side

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Speaker 2: of that and understood what, you know, what can happen

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Speaker 2: if if you don't take care of yourself.

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Speaker 1: That's so interesting that she was so compelled to get

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Speaker 1: and did this specific sector of the practice. Like it's

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Speaker 1: like you hear about people doing certain specialties obviously, but

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Speaker 1: not something like this.

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Speaker 2: Yeah. Well, starting out life as a rehab doctor, her

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Speaker 2: real passion was continuing to help patients, and she started

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Speaker 2: seeing a trickle of patients coming to her as chief

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Speaker 2: of rehab at this huge hospital right outside Philadelphia, New Jersey,

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Speaker 2: where she would go to them and say, Okay, you

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Speaker 2: have this swalling in your arm. What happened while you

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Speaker 2: had breast cancer surgery? Okay, well did you talk to

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Speaker 2: your primary care physician? Well? Yeah, well what did he

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Speaker 2: or she say? He said, well, go to talk to

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Speaker 2: your surgeon. I didn't do the surgery. When they would

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Speaker 2: go to the surgeon, the surgeon would say, I just

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Speaker 2: saved your life. Lady, what do you worried about? Like?

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Speaker 2: You know, who cares if you have a swollen arm?

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Speaker 2: Wrap it and bandage it, maybe tie it up, you

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Speaker 2: know when you sleep at night to try to alleviate

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Speaker 2: some of that swalling through gravity. Who cares if it's swollen?

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Speaker 2: Go live your life. And there was really no quality

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Speaker 2: of life for a lot of these patients. So they

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Speaker 2: would come to her, and she recognized that the next

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Speaker 2: door that she could point them to is really the

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Speaker 2: parking lots. So it kind of stopped at rehab and

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Speaker 2: it just became that focus and that passion of her life.

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Speaker 1: I mean, I feel like from a young age you

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Speaker 1: probably didn't fully comprehend what her like, what she was

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Speaker 1: even doing so, When did you start to realize what

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Speaker 1: it was that she was focused on? And do you

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Speaker 1: remember being young and being like, mom, what are you

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Speaker 1: doing here? Like really like, this is what we're doing.

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Speaker 2: Yeah, you know, when you're younger, you don't always know

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Speaker 2: what your parents do, and even they come to school

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Speaker 2: and introduce it to the third grade class, you still

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Speaker 2: have no real concept of it. But I think, you know,

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Speaker 2: as I started to kind of grow up and be

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Speaker 2: a little bit more cognizant of what was going down.

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Speaker 2: I remember she never really wanted to start a company.

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Speaker 2: She just wanted to help her patients. And she literally

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Speaker 2: went around to all the different compression companies. Compression in

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Speaker 2: this form has been around actually since the sixties and seventies.

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Speaker 2: How you harness compression, well, that separates the technologies that

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Speaker 2: are out there, plus then you infuse the different technologies

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Speaker 2: that go into the actual compression systems. But she literally

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Speaker 2: would go around to these companies and say, let me

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Speaker 2: help you guys make a better mouse trap. And they

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Speaker 2: would look at her and say, you're just a doctor.

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Speaker 2: What do you you know? They would say, you're just

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Speaker 2: a woman doctor, what do you know about business? And

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Speaker 2: she literally came home one day and I remember, and

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Speaker 2: she said, they're messing with the wrong broad and she

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Speaker 2: quit her job. And I would come home after school

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Speaker 2: and literally machines would be in parts strewn across the

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Speaker 2: pool table in the basement, and she'd be tinkering and

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Speaker 2: figuring out, you know, what makes this widget, let you know,

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Speaker 2: work like this, and what makes this widget work like that?

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Speaker 2: And it really came down to it doesn't matter what

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Speaker 2: the device looks like. That's just kind of smart engineering

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Speaker 2: and design. It's how you're actually using that air to

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Speaker 2: improve circulation. So what she did is she kind of

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Speaker 2: was able to fuse both the medical and the PhD

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Speaker 2: discipline and bring it together where she was able to

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Speaker 2: focus air compression to harness what the body normally uses

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Speaker 2: to move fluids and use it very effectively to give

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Speaker 2: us the best chance possible to move the blood flow

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Speaker 2: in the right direction.

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Speaker 1: Okay, So when are you in Israel until.

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Speaker 2: Graduated early two thousands, about two thousand and one.

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Speaker 1: Yeah, and then you move back to the.

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Speaker 2: States and go University of Pittsburgh for college.

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Speaker 1: Okay, yeah, what is life like when you're in college?

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Speaker 1: A great question to ask anybody. I feel like it

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Speaker 1: always almost gets the same like immediate laughter response.

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Speaker 2: Definitely not the cool kid. Definitely just trying to figure

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Speaker 2: out where I fit in and definitely growth for me.

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Speaker 1: Why do you think that? Like, why do you think

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Speaker 1: you weren't the cool kid?

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Speaker 2: What do I know that I wasn't the cool kid?

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Speaker 1: Yeah, we could talk about that.

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Speaker 2: Why why do I know that I wasn't the cool kid?

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Speaker 2: I think it was just finding out who I really

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Speaker 2: was at that stage, and it's kind of hard, you know.

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Speaker 2: One way that I like to define cool is feeling

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Speaker 2: comfortable in any situation. And I think back then, as

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Speaker 2: I'm sure a lot of people felt high school and college,

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Speaker 2: it was finding my right crowd. I think lots of

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Speaker 2: people were in drinking and drugs, and I would always,

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Speaker 2: you know, be the guy that after school would go

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Speaker 2: for that you know, five mile run and try to

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Speaker 2: figure out, you know, what hell can I attack, you know,

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Speaker 2: on a climb versus you know, just sitting and drinking

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Speaker 2: a handle of vodka behind the the gas station where

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Speaker 2: the teachers weren't looking. But yeah, getting into college, he

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Speaker 2: was finding that right niche and finding out how I

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Speaker 2: could infuse, you know, infuse a little bit of the

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Speaker 2: academic side, which didn't come naturally to me, but understood

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Speaker 2: that and kind of have to put on my big

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Speaker 2: boy pants and figure out what's next for me in life.

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Speaker 1: Did you feel like living in Israel and coming back

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Speaker 1: made you just a little bit different than everybody else.

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Speaker 2: Yeah, it's an interesting way to put it, for sure.

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Speaker 2: I mean, knowing other language, having those experiences that most

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Speaker 2: kids don't have going through high school. At the same time,

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Speaker 2: I felt like maybe there were some things like I

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Speaker 2: never really had a prom because those don't really exist

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Speaker 2: over there the way that they do here. Such a

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Speaker 2: life change, such a life changing moment. But again, if

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Speaker 2: you don't have it, you don't have it. The grass

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Speaker 2: is always greener. So I think it really allowed me

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Speaker 2: to kind ofderstand that there's different walks of life, and

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Speaker 2: it was definitely influential in kind of creating who I

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Speaker 2: am today.

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Speaker 1: When you were in college, what was your major communications?

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Speaker 1: Did you know in college what you wanted to do

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Speaker 1: when you were going to get out? Nope? Okay, so

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Speaker 1: let's talk about senior year then, because this is how

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Speaker 1: it always happens, right. Did you have any internships in college?

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Speaker 2: Yes, but not in the classical sense. So even going

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Speaker 2: back to freshman year, my mom, she didn't realize it

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Speaker 2: at the time, but as she was starting the business,

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Speaker 2: she was starting to groom me to take over maybe

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Speaker 2: one day and I didn't realize it either, but she

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Speaker 2: would use me as a sounding board. So literally six

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Speaker 2: nights a week, we took Friday nights off, I would

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Speaker 2: be on the phone with her between anywhere from an

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Speaker 2: hour to two hours, and she would tell me about

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Speaker 2: this meeting that she had with this vendor, and this

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Speaker 2: patient interaction that she had, and the issues of manufacturing

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Speaker 2: and a sales opportunity that came up, and would kind

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Speaker 2: of help craft my understanding and my business acumen and

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Speaker 2: really help shape what I am today through that process.

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Speaker 2: So kind of working not only nightly with her, but

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Speaker 2: then during breaks and in between college years and being

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Speaker 2: able to focus on the business and trying out every

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Speaker 2: single job. It's kind of, I guess, cool in a

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Speaker 2: way when you can try everything out and see what works.

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Speaker 2: And going from secretary, you know, one summer in college,

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Speaker 2: to the guy in the line literally assembling our hoses

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Speaker 2: for another two years and then being our shipping clerk

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Speaker 2: and billing insurance for the patient's side with Medicare and

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Speaker 2: Blue Cross, Blue Shield and whatnot. So being able to

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Speaker 2: put all that stuff together was an experience for sure.

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Speaker 1: But I think that makes you at this point anyway,

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Speaker 1: and we're skipping a lot by being a CEO now.

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Speaker 1: I mean I sat down with a restaurant tour for

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Speaker 1: him from New York City. His name's Michael Trenow, and

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Speaker 1: he has literally done every single job in the restaurant business,

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Speaker 1: from bussing tables to cleaning dishes to you know, being

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Speaker 1: a cook to everything. And so for him now when

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Speaker 1: he works with his staff, it's such a different type

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Speaker 1: of relationship because he can truly sympathize and understand everything

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Speaker 1: that's going on, especially under the roof of his businesses.

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Speaker 1: So these days, I'm sure at least the people that

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Speaker 1: are sitting behind us in his office here in Boston

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Speaker 1: can understand and respect what you've.

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Speaker 2: Been through, for sure, I hope. So it does give

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Speaker 2: me an extra layer of understanding that I think some

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Speaker 2: people who haven't experienced its like anything else in life,

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Speaker 2: and that's powerful where I can understand, you know, the

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Speaker 2: guys down in our shipping department. People will see shipping

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Speaker 2: as kind of a necessary evil and just something that's

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Speaker 2: down there, And I'll go down there a couple times

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Speaker 2: a week and I'll pack boxes with them because I

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Speaker 2: want to know what issues are are they running into,

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Speaker 2: how can we make it more smooth, How does it affect,

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Speaker 2: you know, their day to day. So it's that's been fun.

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Speaker 1: So you're in college, you're maybe not so knowingly but

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Speaker 1: also kind of knowingly working with your mom a lot,

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Speaker 1: and the closer a good graduation, are you kind of

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Speaker 1: understanding that this is just where you're going to segue

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Speaker 1: full time?

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Speaker 2: Yeah, my mom would have this saying, she said, You'll

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Speaker 2: always have a job as long as I'm running the company.

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Speaker 2: But if it's a career you want, nepotism stops with

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Speaker 2: the opportunity, and if you want to kind of make

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Speaker 2: this your mission in life, then you're gonna have to

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Speaker 2: work harder than anybody else, if nothing else, just to

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Speaker 2: prove that you're not in this position because you're my kid.

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Speaker 2: And didn't really understand it at the time, but definitely

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Speaker 2: got a good understanding of that once I started coming out.

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Speaker 2: And when I came out the first two three years,

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Speaker 2: it really was just trying to keep the business going

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Speaker 2: on the medical side and doing every job possible as

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Speaker 2: an entrepreneur, you really have to. One day you're taking

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Speaker 2: out the trash, another day you're talking to the head

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Speaker 2: of a hospital and everything in between, depending on what

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Speaker 2: the moment calls for. But being able to really sit

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Speaker 2: down and understand how that all kind of interacted was

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Speaker 2: really important.

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Speaker 1: So you're talking about this still in the medical sense.

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Speaker 1: What year about does this kind of shift over from

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Speaker 1: being a medical situation to what it has eventually? I'm

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Speaker 1: sure much more now so then back then, but morphed

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Speaker 1: into being a product that can be for the regular consumer,

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Speaker 1: ranging from them to elite athletes.

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Speaker 2: Yeah. So we were always helping patients and I was

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Speaker 2: always a sports guy growing up and love watching the

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Speaker 2: Flyers and the Sixers. People ask me today, because we

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Speaker 2: work with all the sports team who your favorite team is,

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Speaker 2: and I go, whoever's buying the most that week? Right,

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Speaker 2: But really was into sports, but didn't understand that maybe

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Speaker 2: there was an application here and we had a personal connection.

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Speaker 2: We knew someone that worked down in student health at

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Speaker 2: the University of Florida and it's going back to like

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Speaker 2: seven eight, and she said, yeah, maybe I can get

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Speaker 2: you a meeting with someone on the training staff for

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Speaker 2: basketball and football, and anyone who's in the college sports

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Speaker 2: will know that Florida is always a powerhouse. Actually, about

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Speaker 2: ten twelve years ago, they were winning back to back

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Speaker 2: championships in basketball and football national championships and they were

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Speaker 2: just they were crushing it, and everybody wants to get

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Speaker 2: in front of these guys and gals. And we went

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Speaker 2: down there and I said, there's got to be an

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Speaker 2: application in sports. And my mom literally looked at me

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Speaker 2: and she goes, this is not my jam, kid. Here's

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Speaker 2: two machines and five grand sinker swim. And I guess,

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Speaker 2: not knowing what you know now, it allowed you to

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Speaker 2: kind of go out there and make moves that otherwise

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Speaker 2: maybe you wouldn't have.

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Speaker 1: Right, That's so interesting because you had to go in

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Speaker 1: there with such an overwhelming amount of knowledge to convince

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Speaker 1: these teams that weren't exposed to this non conventional type

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Speaker 1: of recovery that this was something that they were missing.

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Speaker 2: Right, and especially as a non clinician going in and

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Speaker 2: telling clinicians that maybe there's something they should be thinking about.

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Speaker 2: So I actually, I don't think that I did much

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Speaker 2: convincing those first few meetings, I think it was really

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Speaker 2: just teaching them how the problem work and then leaving

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Speaker 2: it in their hands, and they literally in the first year,

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Speaker 2: the standard response that I would get when the meeting

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Speaker 2: was breaking was don't call us, we'll call you. And

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Speaker 2: I was like, all right, well, I gave it my

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Speaker 2: best shot and we'll see what happens. And Florida University

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Speaker 2: of Florida called me up a couple weeks later, like, gee,

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Speaker 2: this thing is unbelievable. You need to bring us forward.

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Speaker 2: And it was at that moment where we started hearing

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Speaker 2: that over and over again. And at first it was

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Speaker 2: only to help athletes after an injury or surgery, where

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Speaker 2: you typically use these types of systems to relieve an

401
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Speaker 2: ankle sprain and reduce the swelling that's in there and

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Speaker 2: go ahead and help an athlete after an acl repair.

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Speaker 2: But being able to move that forward get that feedback

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Speaker 2: from them really allowed us to say, maybe there is

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Speaker 2: something here. Let's dig a little deeper.

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Speaker 1: What was really going on in your head when you'd

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Speaker 1: walk away from these meetings without really anything to come

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Speaker 1: back to mom and tell her it's like, well, I

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Speaker 1: left a couple devices there.

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Speaker 2: Yeah, you know again, literally two machines and excuse me,

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Speaker 2: five five thousand bucks. So the first couple of sales

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Speaker 2: allowed me to go to my next conference, and my

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Speaker 2: next show, and my next engagement. But I would leave thinking, Okay, well,

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Speaker 2: I don't know how much more runway I have here.

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Speaker 2: I mean, I can't do this all day. I can't

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Speaker 2: just give freebies away. At some point, this is either

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Speaker 2: going to click or I'm gonna have to start looking

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Speaker 2: for another job. And it just started to slowly. This

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Speaker 2: was not an overnight thing, but it started to slowly

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Speaker 2: come together and you could start seeing the pie kind

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Speaker 2: of forming.

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Speaker 1: Taking a break from today's episode to give my sponsor

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Speaker 1: Whoop some love. Now. One of the things that I

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Speaker 1: find really interesting about the Whoop strap is it tracks strain.

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Speaker 1: And of course this is applicable to your workouts, but

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Speaker 1: it's also applicable to the rest of your day. So

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Speaker 1: if you are the kind of person that has a

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Speaker 1: really strenuous job, if you're going in and out of meetings,

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Speaker 1: that counts right that you're putting strain on your body.

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Speaker 1: So someone that is standing up running around from point

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Speaker 1: A to point B, talking to people, doing things they

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Speaker 1: can find similar strain amounts as someone that might just

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Speaker 1: tackle one hour long workout that's intense and then chill

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Speaker 1: for the rest of their day. So, for me, what

435
00:22:19,080 --> 00:22:22,440
Speaker 1: I find really interesting and intriguing about the whoopstrap. Yes,

436
00:22:22,560 --> 00:22:25,960
Speaker 1: you see it on serious athletes, but it's also helpful

437
00:22:26,080 --> 00:22:29,120
Speaker 1: for the everyday person. It's helpful for all of us

438
00:22:29,280 --> 00:22:31,320
Speaker 1: that are just going out trying to be our best,

439
00:22:31,560 --> 00:22:34,679
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440
00:22:34,760 --> 00:22:39,320
Speaker 1: our bodies and better perform every single day. They are

441
00:22:39,359 --> 00:22:42,240
Speaker 1: offering hurdle listeners a really awesome deal. It's a free

442
00:22:42,320 --> 00:22:45,440
Speaker 1: Whoopstrap three point oh as well as fifteen percent off

443
00:22:45,720 --> 00:22:48,439
Speaker 1: any of the memberships on the site. Just head on

444
00:22:48,480 --> 00:22:52,840
Speaker 1: over to woop dot com that's whoop dot com and

445
00:22:52,920 --> 00:22:56,160
Speaker 1: use the code Hurdle at checkout for a free Whoopstrap

446
00:22:56,240 --> 00:22:59,760
Speaker 1: three point oh and fifteen percent off any membership. Again,

447
00:22:59,800 --> 00:23:03,960
Speaker 1: that's the code Hurdle at checkout to optimize the way

448
00:23:04,000 --> 00:23:12,760
Speaker 1: you train. Let's get back to it. It goes without

449
00:23:12,800 --> 00:23:17,960
Speaker 1: saying that a lot of young men and men don't

450
00:23:18,000 --> 00:23:21,760
Speaker 1: have the kind of relationship that you had the opportunity

451
00:23:21,840 --> 00:23:25,400
Speaker 1: to have with your mom. I mean, if I think

452
00:23:25,440 --> 00:23:28,359
Speaker 1: about my brother talking to my mother for two hours

453
00:23:28,400 --> 00:23:31,280
Speaker 1: on the phone. Blessed them both. I don't know, I

454
00:23:31,320 --> 00:23:34,080
Speaker 1: don't know what would go on. So the fact that

455
00:23:34,119 --> 00:23:37,280
Speaker 1: you guys were, you know, building this business together and

456
00:23:37,320 --> 00:23:41,160
Speaker 1: she had so much faith in you was really really special.

457
00:23:41,280 --> 00:23:45,919
Speaker 2: Very special. At the same time, it really changed up

458
00:23:45,960 --> 00:23:48,879
Speaker 2: our relationship because you're right thinking that your brother connecting

459
00:23:48,880 --> 00:23:52,040
Speaker 2: with your mom like that never happened. I think what

460
00:23:52,200 --> 00:23:54,800
Speaker 2: ended up happening is we became more business partners and

461
00:23:54,880 --> 00:23:58,119
Speaker 2: less connected in the mother son way. I mean, we

462
00:23:58,160 --> 00:24:00,960
Speaker 2: obviously were always connected that way, but every time we

463
00:24:01,000 --> 00:24:02,800
Speaker 2: would get together, even if it was just you know,

464
00:24:02,840 --> 00:24:06,520
Speaker 2: for dinner with dad and the sister or you know, holidays,

465
00:24:06,560 --> 00:24:08,960
Speaker 2: it would always lead back to business very quickly. And

466
00:24:09,040 --> 00:24:11,560
Speaker 2: I think it pissed off a lot of people that

467
00:24:11,600 --> 00:24:13,440
Speaker 2: were around us because like, oh, there they go again.

468
00:24:13,520 --> 00:24:15,239
Speaker 2: You know, they're just talking about business. But for us,

469
00:24:15,280 --> 00:24:18,440
Speaker 2: it was really everything and I wouldn't change it for,

470
00:24:19,520 --> 00:24:21,639
Speaker 2: you know, anything in this world. But it was a

471
00:24:21,720 --> 00:24:25,320
Speaker 2: really unbelievable experience in being able to see my mom

472
00:24:25,480 --> 00:24:26,680
Speaker 2: in that way and for her to be able to

473
00:24:26,720 --> 00:24:28,160
Speaker 2: see me was definitely very.

474
00:24:28,040 --> 00:24:30,880
Speaker 1: Special, and you obviously really wanted to show up for her.

475
00:24:32,000 --> 00:24:34,960
Speaker 1: So on that note, I mean you mentioned before we

476
00:24:35,000 --> 00:24:38,560
Speaker 1: started recording that about eight years ago now she passed

477
00:24:38,560 --> 00:24:42,480
Speaker 1: away from cancer. So when did you guys find out

478
00:24:42,480 --> 00:24:43,600
Speaker 1: that she had cancer?

479
00:24:43,920 --> 00:24:48,360
Speaker 2: Yeah, so literally eight years ago, basically to the week today,

480
00:24:48,440 --> 00:24:52,560
Speaker 2: we found out she was diagnosed. She was having some

481
00:24:52,560 --> 00:24:55,040
Speaker 2: some discomfort in her leg and it was a unfortunately,

482
00:24:55,160 --> 00:24:59,480
Speaker 2: is a quick, quick growing tumor that spread metastasized to

483
00:24:59,560 --> 00:25:01,560
Speaker 2: the lung, and that's what she ended up passing away from.

484
00:25:01,600 --> 00:25:05,159
Speaker 2: But three months from diagnosis to death. And at the time,

485
00:25:06,040 --> 00:25:08,560
Speaker 2: we were still in that phase of the company where

486
00:25:08,600 --> 00:25:12,200
Speaker 2: we were just trying to stay alive every day and

487
00:25:13,240 --> 00:25:16,639
Speaker 2: the idea that the founder of our company and the

488
00:25:16,680 --> 00:25:20,359
Speaker 2: person who was spearheading our initiatives was being taken out

489
00:25:20,400 --> 00:25:22,840
Speaker 2: of action. Back then, we didn't know what this meant.

490
00:25:23,320 --> 00:25:28,560
Speaker 2: Obviously every cancer story has a different trajectory, but we

491
00:25:28,560 --> 00:25:31,040
Speaker 2: didn't know if this was going to be a few

492
00:25:31,080 --> 00:25:32,960
Speaker 2: months the way that it ended up, unfortunately being or

493
00:25:33,000 --> 00:25:34,520
Speaker 2: if this was going to be a multi year or

494
00:25:34,560 --> 00:25:37,440
Speaker 2: maybe something that she could overcome and being able to

495
00:25:37,520 --> 00:25:40,399
Speaker 2: quickly go from I guess this was the engineer in

496
00:25:40,440 --> 00:25:43,000
Speaker 2: her she understood as a medical physician what she was

497
00:25:43,080 --> 00:25:45,040
Speaker 2: up against, and the engineer was like, Okay, let's work

498
00:25:45,080 --> 00:25:47,480
Speaker 2: the problem. There's got to be some kind of solution here.

499
00:25:47,480 --> 00:25:50,639
Speaker 2: It may not be me implementing the solution forever, but

500
00:25:50,880 --> 00:25:54,280
Speaker 2: what can we do? And I think that grooming got

501
00:25:54,280 --> 00:25:56,600
Speaker 2: me to the point where there was at least enough

502
00:25:56,600 --> 00:25:59,119
Speaker 2: confidence that I could keep the business going for at

503
00:25:59,160 --> 00:26:02,000
Speaker 2: least a couple of months after she passed, So three

504
00:26:02,040 --> 00:26:05,879
Speaker 2: months from diagnosis to death we transitioned. It was just

505
00:26:06,040 --> 00:26:08,600
Speaker 2: enough time. I don't know how people who have a

506
00:26:08,800 --> 00:26:12,359
Speaker 2: longer trajectory day in and day out deal with it

507
00:26:12,400 --> 00:26:14,119
Speaker 2: for months and years on end. It's got to be

508
00:26:14,359 --> 00:26:17,760
Speaker 2: unbelievably taxing to the family. We talk about it a

509
00:26:17,800 --> 00:26:22,040
Speaker 2: lot still as a family internally. We talk about if

510
00:26:22,080 --> 00:26:24,159
Speaker 2: you had to go, if mom had to go, you know,

511
00:26:24,560 --> 00:26:27,720
Speaker 2: cancer the way that she went three months versus multi

512
00:26:27,800 --> 00:26:31,240
Speaker 2: year kind of situation you're dealing with, or maybe heart

513
00:26:31,240 --> 00:26:33,280
Speaker 2: attack or get hit by a car or something like that.

514
00:26:34,480 --> 00:26:37,520
Speaker 2: And for me, I think we were the luckiest because

515
00:26:37,520 --> 00:26:38,960
Speaker 2: it was enough time to say or your byes and

516
00:26:39,000 --> 00:26:42,000
Speaker 2: put things in place for the future. But you know,

517
00:26:42,119 --> 00:26:44,840
Speaker 2: nothing that we had to deal with for years on end.

518
00:26:45,840 --> 00:26:47,960
Speaker 1: The thing is though, like when you say nothing that

519
00:26:48,000 --> 00:26:49,959
Speaker 1: we had to deal with for years on end, like

520
00:26:50,680 --> 00:26:53,159
Speaker 1: no matter if she had passed in the way that

521
00:26:53,240 --> 00:26:55,919
Speaker 1: she did or it was longer, I feel like, regardless,

522
00:26:55,960 --> 00:26:58,240
Speaker 1: you're still dealing with it for years on end for sure.

523
00:26:58,560 --> 00:27:02,520
Speaker 2: For sure, I mean it everybody in the family and friends,

524
00:27:02,640 --> 00:27:07,920
Speaker 2: And you know, the hardest day was hearing about her diagnosis.

525
00:27:08,000 --> 00:27:09,920
Speaker 2: I was actually just coming back from iron Man Hawaii

526
00:27:09,960 --> 00:27:13,480
Speaker 2: for the World Championships in Kona, and it was very

527
00:27:13,520 --> 00:27:15,399
Speaker 2: gorilla back then, where I would literally show up with

528
00:27:15,400 --> 00:27:17,240
Speaker 2: a device and didn't have enough money for booth space

529
00:27:17,280 --> 00:27:19,119
Speaker 2: and would just show up at a cafe in the

530
00:27:19,119 --> 00:27:21,680
Speaker 2: morning at seven am, find my seat before anyone else

531
00:27:21,680 --> 00:27:23,520
Speaker 2: got there, plug in because we didn't have a battery

532
00:27:23,560 --> 00:27:25,600
Speaker 2: and the device back in the day, and literally pump

533
00:27:25,600 --> 00:27:27,960
Speaker 2: all through breakfast, hand out business cards. People would say

534
00:27:27,960 --> 00:27:30,200
Speaker 2: what is this? Stay through lunch, and then they'd kicked

535
00:27:30,240 --> 00:27:32,200
Speaker 2: me out when they closed about seventy eight o'clock at night.

536
00:27:32,920 --> 00:27:34,840
Speaker 2: I did that for a couple of years, but coming

537
00:27:34,880 --> 00:27:36,840
Speaker 2: back and I was almost high, like, man, you know,

538
00:27:36,880 --> 00:27:39,600
Speaker 2: there's some good traction we got here, and then to

539
00:27:39,640 --> 00:27:44,160
Speaker 2: hear about that totally guts you. But at the same

540
00:27:44,240 --> 00:27:46,720
Speaker 2: time starting to think about that transition. And I was

541
00:27:46,720 --> 00:27:49,399
Speaker 2: twenty eight twenty nine at the time and taking over

542
00:27:49,440 --> 00:27:52,440
Speaker 2: the business, and we had some things good that were

543
00:27:52,440 --> 00:27:54,760
Speaker 2: going on, a lot of things that weren't great that

544
00:27:54,800 --> 00:27:56,800
Speaker 2: were going on. But what do you do when you

545
00:27:56,880 --> 00:27:59,080
Speaker 2: have thirty five employees? How do you look at them

546
00:27:59,119 --> 00:28:01,399
Speaker 2: and say, the person that you've been following all these

547
00:28:01,480 --> 00:28:04,119
Speaker 2: years who's been your leader is no longer going to

548
00:28:04,119 --> 00:28:06,679
Speaker 2: be the leader. She stepped down from the time she

549
00:28:06,720 --> 00:28:08,359
Speaker 2: was diagnosed. I think she was back in the office

550
00:28:09,040 --> 00:28:12,480
Speaker 2: once and then going through every single piece of paper

551
00:28:12,520 --> 00:28:16,040
Speaker 2: on her desk, in her drawers, on her computer drive

552
00:28:16,240 --> 00:28:19,680
Speaker 2: to familiarize myself with what was going on was really

553
00:28:19,720 --> 00:28:22,479
Speaker 2: really challenging. So I grew up real fast at that point.

554
00:28:22,680 --> 00:28:25,159
Speaker 1: I think it's interesting because I could ask you a

555
00:28:25,240 --> 00:28:28,840
Speaker 1: question right now, like were you ready for something like that?

556
00:28:28,880 --> 00:28:32,320
Speaker 1: But I think what we come to realize in these

557
00:28:32,400 --> 00:28:36,119
Speaker 1: unexpected situations is that the answer probably is I would

558
00:28:36,119 --> 00:28:37,640
Speaker 1: have never been ready for this.

559
00:28:38,280 --> 00:28:41,000
Speaker 2: I don't think anyone can be right. And I think

560
00:28:41,040 --> 00:28:43,800
Speaker 2: it really allowed me in hindsight, because you always my

561
00:28:43,840 --> 00:28:45,960
Speaker 2: mom would always have you know. Another favorite saying of

562
00:28:45,960 --> 00:28:48,800
Speaker 2: hers that obviously other people have heard of, but she

563
00:28:48,800 --> 00:28:51,960
Speaker 2: would use a lot is making lemonade of lemons, and

564
00:28:52,040 --> 00:28:53,920
Speaker 2: it's like, all right, well this is you know what

565
00:28:53,960 --> 00:28:55,600
Speaker 2: it is. It's shit, but you're going to do the

566
00:28:55,640 --> 00:28:58,320
Speaker 2: best you can with what you got. And being able

567
00:28:58,360 --> 00:29:01,600
Speaker 2: to say, I now know what I'm made of. I

568
00:29:01,640 --> 00:29:03,640
Speaker 2: don't know that I was ever pushed to my know

569
00:29:03,800 --> 00:29:06,120
Speaker 2: that I was never pushed to that point before where

570
00:29:06,120 --> 00:29:07,720
Speaker 2: I had to put up her shut up in a

571
00:29:07,720 --> 00:29:09,680
Speaker 2: big way. And it really allowed me to grow up

572
00:29:09,680 --> 00:29:12,720
Speaker 2: and understand who I am and allowed me to be

573
00:29:12,480 --> 00:29:15,200
Speaker 2: the person and the husband and father than I am today.

574
00:29:15,600 --> 00:29:19,080
Speaker 1: Do you remember what it was like coming back into

575
00:29:19,120 --> 00:29:20,440
Speaker 1: the office for the first time.

576
00:29:21,200 --> 00:29:23,680
Speaker 2: Yeah, that was tough. I had to figure out how

577
00:29:23,720 --> 00:29:26,160
Speaker 2: I was going to tell everybody and give them hope

578
00:29:26,200 --> 00:29:28,560
Speaker 2: at the time that maybe she'd beat this, because again

579
00:29:28,600 --> 00:29:31,920
Speaker 2: we didn't know, and not have them freak out because

580
00:29:31,960 --> 00:29:34,960
Speaker 2: whereas their mortgage payment going to come from and their

581
00:29:34,960 --> 00:29:37,400
Speaker 2: car payment and all the things that everyone thinks of

582
00:29:37,440 --> 00:29:41,000
Speaker 2: all the time in terms of my job situation. So

583
00:29:41,120 --> 00:29:44,280
Speaker 2: being able to study that and literally came up with

584
00:29:44,280 --> 00:29:46,960
Speaker 2: a plan. And I don't know where this came from,

585
00:29:46,960 --> 00:29:48,280
Speaker 2: but I just kind of popped in my head when

586
00:29:48,280 --> 00:29:52,640
Speaker 2: I took over, We're going to keep all the employees

587
00:29:52,640 --> 00:29:54,880
Speaker 2: that we have here. Even if maybe it was time

588
00:29:54,920 --> 00:29:57,560
Speaker 2: to release a couple of people and let them go

589
00:29:57,680 --> 00:30:00,680
Speaker 2: or fire them, it was more important for the optics

590
00:30:00,840 --> 00:30:03,560
Speaker 2: and for the team building aspect to keep all the

591
00:30:03,600 --> 00:30:06,480
Speaker 2: employees on board. So for an entire calendar year, didn't

592
00:30:06,480 --> 00:30:10,160
Speaker 2: make any personnel changes, and there were definitely some moves

593
00:30:10,160 --> 00:30:12,160
Speaker 2: that I maybe should have made in hindsight, but that

594
00:30:12,320 --> 00:30:15,800
Speaker 2: was one way that I was trying to commit to

595
00:30:15,840 --> 00:30:19,720
Speaker 2: our team, and because I knew that it's great that

596
00:30:19,760 --> 00:30:21,480
Speaker 2: you could be CEO of a company, but it's really

597
00:30:21,480 --> 00:30:24,240
Speaker 2: the team and your technology that's going to allow you

598
00:30:24,280 --> 00:30:26,880
Speaker 2: to succeed or not succeed, And the team had to

599
00:30:26,880 --> 00:30:30,200
Speaker 2: be robust and dialed in, and that was one way

600
00:30:30,200 --> 00:30:31,680
Speaker 2: that I attempted to do that.

601
00:30:32,480 --> 00:30:35,959
Speaker 1: What were you doing for yourself at this point? Because

602
00:30:36,000 --> 00:30:37,800
Speaker 1: I feel like what you hear from a lot of

603
00:30:37,960 --> 00:30:41,680
Speaker 1: entrepreneurs when things get really hard is that they just

604
00:30:41,800 --> 00:30:45,160
Speaker 1: completely dive into the business. Right It's like, what can

605
00:30:45,200 --> 00:30:47,720
Speaker 1: I do in every single moment of my day to

606
00:30:47,840 --> 00:30:50,160
Speaker 1: give to someone else, to not have to take any

607
00:30:50,240 --> 00:30:53,000
Speaker 1: time to focus on what's happening up here? And I'm

608
00:30:53,000 --> 00:30:54,840
Speaker 1: pointing to my head as if you can all see this,

609
00:30:55,240 --> 00:30:58,400
Speaker 1: So what were you doing of anything for yourself at

610
00:30:58,400 --> 00:31:00,960
Speaker 1: this point? Just to kind of get by and maybe

611
00:31:01,000 --> 00:31:03,880
Speaker 1: even process the fact that it's not just that you

612
00:31:03,960 --> 00:31:07,560
Speaker 1: need to take over this company because like someone stepped away,

613
00:31:07,640 --> 00:31:08,520
Speaker 1: like this is your mother.

614
00:31:09,400 --> 00:31:12,280
Speaker 2: Yeah, you know, if you ask my wife, sometimes she'll

615
00:31:12,280 --> 00:31:14,360
Speaker 2: say that maybe I still haven't dealt with it all.

616
00:31:14,840 --> 00:31:16,800
Speaker 2: I had to kind of throw myself into it because

617
00:31:16,960 --> 00:31:19,480
Speaker 2: just the sheer volume of the stuff that I was

618
00:31:19,480 --> 00:31:21,719
Speaker 2: doing before she was diagnosed, let alone taking over her

619
00:31:21,800 --> 00:31:24,479
Speaker 2: job and trying to be a quick study to get

620
00:31:24,560 --> 00:31:26,560
Speaker 2: up and running as fast as possible while we were

621
00:31:26,600 --> 00:31:28,920
Speaker 2: also navigating some of the real challenges at that time.

622
00:31:29,920 --> 00:31:31,880
Speaker 2: There just wasn't enough time in the day. So I

623
00:31:31,880 --> 00:31:35,080
Speaker 2: would literally go to work, and then for six months

624
00:31:35,120 --> 00:31:37,680
Speaker 2: after she passed, I would spend between seven pm at

625
00:31:37,760 --> 00:31:40,680
Speaker 2: night till about eleven twelve at night going through all

626
00:31:40,680 --> 00:31:43,960
Speaker 2: of her documents and filing and throwing away and scanning

627
00:31:44,000 --> 00:31:46,040
Speaker 2: and ever just to get a you know, an understanding

628
00:31:46,040 --> 00:31:48,760
Speaker 2: of what she has to you know, what she was

629
00:31:48,880 --> 00:31:51,000
Speaker 2: up to, what she was working on, where the business

630
00:31:51,040 --> 00:31:57,080
Speaker 2: is but that and I think it was just maybe

631
00:31:57,440 --> 00:31:59,640
Speaker 2: a technique and a tactic that I had to not

632
00:31:59,720 --> 00:32:01,280
Speaker 2: have to deal with it in that moment, was just

633
00:32:01,280 --> 00:32:02,920
Speaker 2: to throw myself in the work. I mean, you said,

634
00:32:02,920 --> 00:32:05,080
Speaker 2: you've heard it from a lot of people, even if

635
00:32:05,080 --> 00:32:08,200
Speaker 2: they haven't navigated something like death as it pertains to

636
00:32:08,240 --> 00:32:10,520
Speaker 2: their business before, but just in terms of being an entrepreneur.

637
00:32:10,600 --> 00:32:13,200
Speaker 2: So I think both of those created that perfect storm

638
00:32:13,240 --> 00:32:16,200
Speaker 2: of me just focusing on me less and the business more.

639
00:32:16,560 --> 00:32:19,960
Speaker 1: What do you do when you're not working, Well.

640
00:32:19,800 --> 00:32:24,720
Speaker 2: I'm always working in my head. So you know, I

641
00:32:24,760 --> 00:32:27,640
Speaker 2: have a great eighteen month old and my wife and

642
00:32:27,640 --> 00:32:32,360
Speaker 2: I really enjoy doing things with him. I have tapered

643
00:32:32,400 --> 00:32:34,080
Speaker 2: back a little bit for the first couple of years.

644
00:32:34,120 --> 00:32:36,920
Speaker 2: When I took over, I was traveling probably three weeks

645
00:32:36,920 --> 00:32:39,040
Speaker 2: out of the month for a number of years, going

646
00:32:39,080 --> 00:32:42,040
Speaker 2: to all these different events and meetings and touch and

647
00:32:42,080 --> 00:32:43,960
Speaker 2: base with people and really trying to put my face

648
00:32:44,000 --> 00:32:45,960
Speaker 2: forward as the head of the company. And we have

649
00:32:46,000 --> 00:32:48,120
Speaker 2: a tremendous staff that we've been able to build the

650
00:32:48,160 --> 00:32:51,640
Speaker 2: company around that can go out and last year, for example,

651
00:32:51,680 --> 00:32:54,080
Speaker 2: we did I think two hundred and twenty events. We're

652
00:32:54,160 --> 00:32:56,560
Speaker 2: very experiential product. I want people to be able to

653
00:32:57,840 --> 00:33:00,320
Speaker 2: learn about us, experience us, try the product out, and

654
00:33:00,520 --> 00:33:03,240
Speaker 2: ask questions face to face. So we do try to

655
00:33:03,240 --> 00:33:05,720
Speaker 2: go to a lot of those Iron Man events and

656
00:33:06,000 --> 00:33:08,320
Speaker 2: marathons in five k's to try to get out there.

657
00:33:08,360 --> 00:33:12,240
Speaker 2: But I think it just really comes down to trying

658
00:33:12,240 --> 00:33:14,920
Speaker 2: to reclaim you know, what are my interests now that

659
00:33:15,000 --> 00:33:18,479
Speaker 2: I'm thirty seven and for the last eight years or so,

660
00:33:18,520 --> 00:33:20,480
Speaker 2: I've just been doing this. I think I mentioned to

661
00:33:20,480 --> 00:33:22,840
Speaker 2: you before it kind of feels like running a marathon,

662
00:33:22,880 --> 00:33:26,480
Speaker 2: but at almost sprint speed this entire time, and it's taxing.

663
00:33:26,520 --> 00:33:27,920
Speaker 2: But then you turn back around you look at all

664
00:33:27,960 --> 00:33:29,440
Speaker 2: the great people you're working with and all the great

665
00:33:29,440 --> 00:33:31,920
Speaker 2: things that the company has been able to do, and

666
00:33:31,960 --> 00:33:34,960
Speaker 2: that really is a source of pride for me. For sure.

667
00:33:35,240 --> 00:33:37,880
Speaker 2: Do you run not as well as I used to?

668
00:33:39,520 --> 00:33:40,560
Speaker 2: Not as well as I used to?

669
00:33:41,200 --> 00:33:44,880
Speaker 1: What's that even mean? Well? You know, what do you define?

670
00:33:44,880 --> 00:33:45,920
Speaker 1: How do you define? Well?

671
00:33:49,200 --> 00:33:52,800
Speaker 2: My lungs definitely are hurting more as I'm getting into

672
00:33:52,800 --> 00:33:55,600
Speaker 2: my late thirties and in my early twenties. But I

673
00:33:55,600 --> 00:33:57,920
Speaker 2: think most people can can claim that I used to

674
00:33:57,920 --> 00:33:59,200
Speaker 2: be a big runner back in the day. And I

675
00:33:59,200 --> 00:34:01,720
Speaker 2: think just sitting behind a desk for you know, twelve

676
00:34:01,760 --> 00:34:04,080
Speaker 2: fourteen hours a day for you know, those first couple

677
00:34:04,120 --> 00:34:07,440
Speaker 2: of years, and then just continuing it's been a challenge,

678
00:34:07,440 --> 00:34:14,040
Speaker 2: and it's it's tough because you work with unbelievable employees

679
00:34:14,080 --> 00:34:16,279
Speaker 2: where a lot of them we have CrossFit coaches, and

680
00:34:16,320 --> 00:34:18,640
Speaker 2: we have marathoners and triathletes, and we have a cat

681
00:34:18,680 --> 00:34:21,160
Speaker 2: one cyclist that works here, and everyone's constantly We're doing

682
00:34:21,160 --> 00:34:24,040
Speaker 2: constant workouts around the office and yoga and everything else.

683
00:34:24,080 --> 00:34:26,520
Speaker 2: So we live in this environment of wellness and health

684
00:34:27,280 --> 00:34:30,279
Speaker 2: and it's not always the easiest thing to do. And

685
00:34:30,320 --> 00:34:32,680
Speaker 2: then you're hanging out with pro athletes of one sort

686
00:34:32,760 --> 00:34:35,960
Speaker 2: or another and you see what they're doing and you're like, wow,

687
00:34:36,040 --> 00:34:39,320
Speaker 2: there's you know, running a five k would be great,

688
00:34:39,360 --> 00:34:41,279
Speaker 2: but like, look, you know, he just broke the two

689
00:34:41,320 --> 00:34:43,839
Speaker 2: hour mark on the marathon for a human. I mean,

690
00:34:43,840 --> 00:34:47,240
Speaker 2: that's unbelievable. So being able to see all these different

691
00:34:47,239 --> 00:34:50,799
Speaker 2: athletes and everything else, it's on inspiring and intimidating at

692
00:34:50,800 --> 00:34:51,239
Speaker 2: the same time.

693
00:34:51,320 --> 00:34:58,640
Speaker 1: Sometimes taking a break from today's episode to talk about

694
00:34:58,719 --> 00:35:02,800
Speaker 1: athletic greens. All right now, I'm not breaking any news here,

695
00:35:02,840 --> 00:35:06,279
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696
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Speaker 1: if you're anything like me, then you're trying to do

697
00:35:09,040 --> 00:35:15,800
Speaker 1: absolutely everything and anything to prevent infection. For me, shaking

698
00:35:15,880 --> 00:35:19,080
Speaker 1: up Athleticgreens first thing in the morning is like an

699
00:35:19,160 --> 00:35:22,880
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700
00:35:22,920 --> 00:35:25,440
Speaker 1: when I'm heading out there into that cold It's got

701
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702
00:35:30,840 --> 00:35:34,279
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703
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Speaker 1: body absorb and synthesize what we're putting in there. Trust me,

704
00:35:37,640 --> 00:35:39,759
Speaker 1: this is exactly what you need all year round, but

705
00:35:40,000 --> 00:35:43,440
Speaker 1: especially in the chillier months. It's a building block for

706
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Speaker 1: a strong immune system. They are offering Hurdle listeners an

707
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708
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709
00:35:53,960 --> 00:35:58,080
Speaker 1: to Athleticgreens dot com slash Hurdle again. That's Athleticgreens dot

710
00:35:58,080 --> 00:36:04,839
Speaker 1: Com slash Hurdle yours today, No code necessary. Let's get

711
00:36:04,880 --> 00:36:13,080
Speaker 1: back to it soon after you take over. Though, it

712
00:36:13,200 --> 00:36:16,840
Speaker 1: seems that in the timeline of things, norma tech starts

713
00:36:16,840 --> 00:36:20,320
Speaker 1: to become a household name in a lot with a

714
00:36:20,360 --> 00:36:23,240
Speaker 1: lot of these teams that you had only recently started

715
00:36:23,280 --> 00:36:25,799
Speaker 1: speaking with. What was that transition like.

716
00:36:26,120 --> 00:36:28,040
Speaker 2: So we look at our customer base really as like

717
00:36:28,080 --> 00:36:30,279
Speaker 2: a pyramid, where the top one percent of the tip

718
00:36:30,320 --> 00:36:32,759
Speaker 2: of the pyramid. And we're talking about pro and top

719
00:36:32,800 --> 00:36:36,239
Speaker 2: college programs. We're talking about elite amateurs, those who are

720
00:36:36,280 --> 00:36:38,279
Speaker 2: training like pros but still maybe have a nine to

721
00:36:38,360 --> 00:36:40,720
Speaker 2: five and a family to take care of it home

722
00:36:41,719 --> 00:36:43,920
Speaker 2: and are waking up at four am to go biking

723
00:36:43,960 --> 00:36:46,160
Speaker 2: and are running, you know, during their lunch hour and

724
00:36:46,160 --> 00:36:53,839
Speaker 2: everything else. It it's been interesting, it's it's it's been

725
00:36:53,840 --> 00:36:57,920
Speaker 2: really interesting, and I think the technology has brought us

726
00:36:57,920 --> 00:37:00,319
Speaker 2: to where we've been, and then the passion and to

727
00:37:00,480 --> 00:37:04,160
Speaker 2: improve the technology and make it more accessible. We could

728
00:37:04,160 --> 00:37:06,960
Speaker 2: have sat back in our laurels, which some companies do,

729
00:37:07,000 --> 00:37:09,520
Speaker 2: and say, hey, we have this good product. It's too expensive,

730
00:37:09,560 --> 00:37:11,719
Speaker 2: it's a little bulky. It is what it is, you know,

731
00:37:11,800 --> 00:37:14,680
Speaker 2: but we're just going to keep selling it. We're constantly evolving,

732
00:37:14,719 --> 00:37:17,040
Speaker 2: and when we first got started, the machine was very expensive.

733
00:37:17,040 --> 00:37:19,319
Speaker 2: The technology one wasn't available. We had to create some

734
00:37:19,320 --> 00:37:22,720
Speaker 2: of the technology that's inside the Normatech. But In addition

735
00:37:22,760 --> 00:37:25,480
Speaker 2: to that, just technology in general. We think back to

736
00:37:25,560 --> 00:37:27,799
Speaker 2: TVs ten years ago, let alone where they are today,

737
00:37:27,880 --> 00:37:32,480
Speaker 2: let alone where they're about to go, and the machines

738
00:37:32,520 --> 00:37:34,760
Speaker 2: going from four to five thousand dollars was the retail

739
00:37:34,760 --> 00:37:37,440
Speaker 2: price point originally down to twelve ninety five, so just

740
00:37:37,480 --> 00:37:39,880
Speaker 2: over one thousand bucks now. To get the technology with

741
00:37:40,080 --> 00:37:42,440
Speaker 2: so much more packed inside of it, without losing any

742
00:37:42,440 --> 00:37:44,520
Speaker 2: of the ooph that the machine can give you and

743
00:37:44,600 --> 00:37:48,440
Speaker 2: the overall efficacy was really important.

744
00:37:48,760 --> 00:37:51,440
Speaker 1: Was it mind blowing when more and more people were

745
00:37:51,480 --> 00:37:55,080
Speaker 1: reaching out to you wanting your product versus you having

746
00:37:55,120 --> 00:37:59,600
Speaker 1: to show up there and convince them that they needed it.

747
00:37:59,600 --> 00:38:02,040
Speaker 2: It was on of mind blowing. I think there have

748
00:38:02,080 --> 00:38:04,399
Speaker 2: been a handful of things that I can come back

749
00:38:04,400 --> 00:38:08,040
Speaker 2: to certain moments that were pretty cool. Actually one from

750
00:38:08,080 --> 00:38:10,960
Speaker 2: Friday with Lady Gaga posting on her Instagram feed of

751
00:38:11,000 --> 00:38:14,480
Speaker 2: her in the Norma tech was always kind of cool

752
00:38:14,480 --> 00:38:17,400
Speaker 2: to see. But being able to go in and some

753
00:38:17,480 --> 00:38:19,800
Speaker 2: of my favorite things are when I'm talking to someone

754
00:38:19,840 --> 00:38:22,920
Speaker 2: and I don't tell them that I'm involved with the company,

755
00:38:22,960 --> 00:38:24,799
Speaker 2: and they're telling me about this great system that they

756
00:38:24,920 --> 00:38:27,279
Speaker 2: use for recovery. It could be a pro athlete, and

757
00:38:27,280 --> 00:38:28,799
Speaker 2: it could be an amateur someone I just meet, you know,

758
00:38:28,840 --> 00:38:31,799
Speaker 2: sitting at the airport, and it's just really cool to

759
00:38:31,800 --> 00:38:34,279
Speaker 2: see the impact that it's had on people's day to

760
00:38:34,360 --> 00:38:35,040
Speaker 2: day routine.

761
00:38:35,360 --> 00:38:37,600
Speaker 1: It's interesting that you brought up Lady Gagase. She's a

762
00:38:37,600 --> 00:38:41,640
Speaker 1: really good example of someone that might not be a

763
00:38:41,680 --> 00:38:44,880
Speaker 1: person that people think, oh, like, she would definitely be

764
00:38:45,040 --> 00:38:47,120
Speaker 1: using a norma tech, but the reality is that she

765
00:38:47,160 --> 00:38:51,000
Speaker 1: has chronic pain, so I'm sure that definitely helps her out,

766
00:38:51,120 --> 00:38:54,160
Speaker 1: and she's someone that's on her feet constantly. I like

767
00:38:54,320 --> 00:38:58,919
Speaker 1: to destigmatize what can be something that someone might think like, well,

768
00:38:59,000 --> 00:39:02,520
Speaker 1: I'm not a high athlete or I'm not a marathon

769
00:39:02,640 --> 00:39:04,600
Speaker 1: or like why would I get into this thing, and

770
00:39:04,600 --> 00:39:07,200
Speaker 1: bringing it back also then to its roots and how

771
00:39:07,200 --> 00:39:10,600
Speaker 1: it can be a recovery tactic for everyone.

772
00:39:10,920 --> 00:39:13,040
Speaker 2: Yeah, recovery is this new kind of thing. You know,

773
00:39:13,480 --> 00:39:15,600
Speaker 2: ten fifteen years ago, you said recovery to someone and

774
00:39:15,600 --> 00:39:17,880
Speaker 2: they would think drug or alcohol and then you say, no,

775
00:39:17,880 --> 00:39:20,000
Speaker 2: no athlete recovery and they would say, Okay, you're rehabbing

776
00:39:20,040 --> 00:39:23,640
Speaker 2: from something. There's a problem. But the idea of utilizing

777
00:39:23,920 --> 00:39:27,520
Speaker 2: certain techniques to enhance your performance in a legal way

778
00:39:28,000 --> 00:39:30,239
Speaker 2: is really that next pillar. We've all been focusing on

779
00:39:30,280 --> 00:39:34,120
Speaker 2: some element of coaching or training, nutrition or improving my

780
00:39:34,239 --> 00:39:38,000
Speaker 2: gear to increase my performance, and we've been very passive

781
00:39:38,040 --> 00:39:39,920
Speaker 2: about recovery up until now. It was, well, I'm going

782
00:39:39,960 --> 00:39:41,560
Speaker 2: to take a day off. I'm going to put my

783
00:39:41,600 --> 00:39:43,160
Speaker 2: legs up on the couch on a Sunday and watch

784
00:39:43,200 --> 00:39:45,320
Speaker 2: the game and not go out, you know, and hit

785
00:39:45,400 --> 00:39:48,200
Speaker 2: the road. Maybe I'll get a massage if I have

786
00:39:48,239 --> 00:39:50,360
Speaker 2: a ton of money and a ton of time, and

787
00:39:50,400 --> 00:39:52,239
Speaker 2: an ice bath is what the pros do. Maybe I'll

788
00:39:52,280 --> 00:39:54,120
Speaker 2: try that once or twice. Most people aren't doing that

789
00:39:54,120 --> 00:39:56,880
Speaker 2: on the regular. What else can I do? And being

790
00:39:56,880 --> 00:39:59,480
Speaker 2: able to look at your recovery as a means of

791
00:39:59,520 --> 00:40:02,920
Speaker 2: performing again is I think what more and more people

792
00:40:02,960 --> 00:40:04,560
Speaker 2: are kind of keying and on.

793
00:40:05,200 --> 00:40:08,320
Speaker 1: And when it comes to recovery efforts. I mean, obviously

794
00:40:08,400 --> 00:40:11,520
Speaker 1: you have one solution here, but have you found that

795
00:40:11,600 --> 00:40:14,640
Speaker 1: people are pairing what you have to offer with other

796
00:40:14,719 --> 00:40:16,960
Speaker 1: modalities more frequently than others?

797
00:40:17,000 --> 00:40:19,600
Speaker 2: For example, Yeah, so modalities are interesting. We like to

798
00:40:19,600 --> 00:40:21,480
Speaker 2: write it out on the whiteboard sometimes, so we list

799
00:40:21,520 --> 00:40:24,800
Speaker 2: all of the modalities that typically you'll see being thrown

800
00:40:24,840 --> 00:40:27,040
Speaker 2: in an athlete, whether it's an elite athlete or someone

801
00:40:27,040 --> 00:40:29,359
Speaker 2: who is just trying to get the maximum benefit out

802
00:40:29,400 --> 00:40:31,799
Speaker 2: of a workout for health and wellness. And then you

803
00:40:31,800 --> 00:40:33,960
Speaker 2: look at all the dimensions that matter, so you can

804
00:40:34,000 --> 00:40:38,480
Speaker 2: look at everything from cryo to phone rolling to NORMA

805
00:40:38,560 --> 00:40:41,000
Speaker 2: tech to massage, and then all the dimensions that matter.

806
00:40:41,080 --> 00:40:45,400
Speaker 2: So that could be everything from how effective is it post,

807
00:40:45,760 --> 00:40:51,040
Speaker 2: the experience while you're doing the intervention, cost percession, et cetera,

808
00:40:51,040 --> 00:40:53,920
Speaker 2: et cetera, and we seem to kind of hit that

809
00:40:54,960 --> 00:40:59,560
Speaker 2: perfect kind of place where it's very effective post as

810
00:40:59,560 --> 00:41:01,840
Speaker 2: well as let's say, massage is very effective POST. But

811
00:41:01,880 --> 00:41:04,239
Speaker 2: the cost percession is very low with Normatech, even though

812
00:41:04,280 --> 00:41:06,920
Speaker 2: it's over a thousand dollars for the equipment, when you

813
00:41:06,960 --> 00:41:08,880
Speaker 2: actually break it down, it's only like a buck or

814
00:41:08,920 --> 00:41:11,839
Speaker 2: two percession. And having your massage therapist at the ready

815
00:41:11,840 --> 00:41:13,920
Speaker 2: twenty four to seven is something that's going to be

816
00:41:14,000 --> 00:41:15,759
Speaker 2: less of a luxury and more of a how do

817
00:41:15,800 --> 00:41:18,160
Speaker 2: you not have that. It's something that we experience in

818
00:41:18,200 --> 00:41:20,360
Speaker 2: the pro world as well. When we first started, it

819
00:41:20,520 --> 00:41:23,359
Speaker 2: was a secret recovery tool, is what they would call it.

820
00:41:23,400 --> 00:41:25,360
Speaker 2: And now they look at each other and go, well,

821
00:41:25,400 --> 00:41:27,759
Speaker 2: if you're not Normatech, and like, what's going on, Like

822
00:41:27,840 --> 00:41:30,279
Speaker 2: you should be doing this, just like good nutrition is

823
00:41:30,600 --> 00:41:32,520
Speaker 2: kind of a guarantee, Like you have to assume that

824
00:41:32,520 --> 00:41:33,920
Speaker 2: someone is going to be eating right if they want

825
00:41:33,960 --> 00:41:37,960
Speaker 2: to perform at the best way possible. But one technology

826
00:41:38,000 --> 00:41:42,400
Speaker 2: that we see happen a lot in conjunction with the

827
00:41:42,440 --> 00:41:47,480
Speaker 2: Normatech is percussion and vibration. We work really closely with

828
00:41:47,480 --> 00:41:51,880
Speaker 2: our friends over at hyper Ice and with their Hyperbole technology.

829
00:41:51,920 --> 00:41:55,680
Speaker 2: Being able to sit down and kind of readying the

830
00:41:55,719 --> 00:41:58,520
Speaker 2: tissue and getting that area ready and then being able

831
00:41:58,520 --> 00:42:00,680
Speaker 2: to put the Normatech boots on and flush that out

832
00:42:01,120 --> 00:42:03,000
Speaker 2: seems to be a really nice one two punch.

833
00:42:03,040 --> 00:42:05,239
Speaker 1: I did for the first time the other day. The

834
00:42:05,360 --> 00:42:07,920
Speaker 1: hip sleeves. I feel like we should explain, like what

835
00:42:07,960 --> 00:42:10,719
Speaker 1: this really means. So we've already talked about like that

836
00:42:10,960 --> 00:42:14,680
Speaker 1: what Norman Tych is, but we should probably explain, like

837
00:42:14,840 --> 00:42:18,279
Speaker 1: what are the options in the portfolio. I'll leave it

838
00:42:18,360 --> 00:42:18,640
Speaker 1: up to you.

839
00:42:18,880 --> 00:42:23,040
Speaker 2: Awesome, So we have boots, we have arm sleeves, and

840
00:42:23,080 --> 00:42:23,680
Speaker 2: we have hips.

841
00:42:23,719 --> 00:42:24,839
Speaker 1: I've never done the arms.

842
00:42:24,960 --> 00:42:26,560
Speaker 2: Arms are awesome. I feel like you can look at

843
00:42:26,680 --> 00:42:28,759
Speaker 2: Lady Gaga, she was doing legs and arms at the

844
00:42:28,760 --> 00:42:33,000
Speaker 2: same time michelin Man. That's MC hammer pants and michelin

845
00:42:33,040 --> 00:42:36,040
Speaker 2: Man or something that we get a lot, Okay, But

846
00:42:36,480 --> 00:42:38,880
Speaker 2: it's like big boots that you put on your legs.

847
00:42:38,880 --> 00:42:40,480
Speaker 2: They go from your feet, you take your shoes off

848
00:42:40,480 --> 00:42:42,160
Speaker 2: all the way up your leg to your groin area.

849
00:42:42,280 --> 00:42:44,279
Speaker 2: Arm sleeves will go over your rotator cuff and chests

850
00:42:44,280 --> 00:42:46,800
Speaker 2: and scapulo all the way down your fingers. The hips

851
00:42:46,920 --> 00:42:48,960
Speaker 2: look like a pair of ice hockey pants, if you're

852
00:42:49,000 --> 00:42:51,279
Speaker 2: familiar with that. I was watching a Boston Bruins game

853
00:42:51,320 --> 00:42:53,000
Speaker 2: a number of years ago, and I said, if the

854
00:42:53,040 --> 00:42:55,839
Speaker 2: guys want to protect that area, they probably also want

855
00:42:55,880 --> 00:42:58,759
Speaker 2: to recover it, so maybe we can model it. That

856
00:42:58,840 --> 00:43:01,719
Speaker 2: was at least the genus of the concept. But you

857
00:43:01,760 --> 00:43:04,440
Speaker 2: can connect two boots or two arms or the hip

858
00:43:04,480 --> 00:43:09,160
Speaker 2: piece up to a machine at a single time, and

859
00:43:09,400 --> 00:43:11,840
Speaker 2: you would sit down from anywhere from fifteen twenty minutes

860
00:43:11,840 --> 00:43:14,799
Speaker 2: on the low end up to an hour plus. Most

861
00:43:14,800 --> 00:43:16,719
Speaker 2: people will do it while they're watching TV. It's kind

862
00:43:16,719 --> 00:43:19,400
Speaker 2: of cool because you can integrate it into your existing routine.

863
00:43:19,440 --> 00:43:21,760
Speaker 2: It's always tough. We're always trying to multitask in life.

864
00:43:21,880 --> 00:43:24,240
Speaker 2: There's never enough time in the day. But being able

865
00:43:24,280 --> 00:43:26,120
Speaker 2: to get back to emails while you got the TV

866
00:43:26,200 --> 00:43:29,040
Speaker 2: on the background while you're getting your recovery on seems

867
00:43:29,040 --> 00:43:33,239
Speaker 2: to be a pretty standard thing. Something else that's been

868
00:43:33,239 --> 00:43:36,359
Speaker 2: floating around I think there was a hashtag that people

869
00:43:36,440 --> 00:43:39,520
Speaker 2: were thrown around about a year ago is Netflix and Normatech,

870
00:43:40,719 --> 00:43:43,480
Speaker 2: which is kind of cool to see that we're getting

871
00:43:43,480 --> 00:43:46,600
Speaker 2: out there. But you put these boots on and they

872
00:43:46,640 --> 00:43:49,480
Speaker 2: have multiple zones in them that connect up via this

873
00:43:50,120 --> 00:43:52,560
Speaker 2: hose to the machine, which has gotten really small and

874
00:43:52,640 --> 00:43:54,840
Speaker 2: kind of sexy these days with a lot of technology

875
00:43:54,880 --> 00:43:57,719
Speaker 2: packed in, and it's going to inflate and deflate the

876
00:43:57,800 --> 00:44:00,799
Speaker 2: sections of the boots, arms, or hips around you in

877
00:44:00,840 --> 00:44:02,719
Speaker 2: a way that's going to promote better blood flow in

878
00:44:02,719 --> 00:44:03,120
Speaker 2: the body.

879
00:44:03,320 --> 00:44:06,799
Speaker 1: Okay, so you mentioned a couple of different scenarios of

880
00:44:06,840 --> 00:44:10,160
Speaker 1: you traveling to Iron Man and things like that. If

881
00:44:10,200 --> 00:44:14,960
Speaker 1: you have to think about the crazy breath of places

882
00:44:15,000 --> 00:44:17,920
Speaker 1: that you have been over the last you know, at

883
00:44:18,000 --> 00:44:20,399
Speaker 1: least the last eight years or so. Do you have

884
00:44:20,480 --> 00:44:22,360
Speaker 1: any favorites from the repertoire.

885
00:44:23,120 --> 00:44:25,239
Speaker 2: Yeah, so iron Man is always great. It's a little

886
00:44:25,280 --> 00:44:29,399
Speaker 2: human this time of year, but Hawaii is lovely love

887
00:44:29,440 --> 00:44:30,920
Speaker 2: going to France for the tour of France that was

888
00:44:31,000 --> 00:44:32,279
Speaker 2: kind of a cool thing. Did that for a number

889
00:44:32,320 --> 00:44:33,680
Speaker 2: of years, and we have a great crew that goes

890
00:44:33,719 --> 00:44:38,560
Speaker 2: out there and takes care of stuff and you know,

891
00:44:38,719 --> 00:44:40,560
Speaker 2: being able to get in And I think the other

892
00:44:40,600 --> 00:44:44,600
Speaker 2: cool thing is meeting both pro and amateur athletes getting

893
00:44:44,640 --> 00:44:47,480
Speaker 2: to know it's pretty amazing the people that sometimes you

894
00:44:47,480 --> 00:44:50,279
Speaker 2: think are cool or not, the people who sometimes you

895
00:44:50,320 --> 00:44:52,400
Speaker 2: don't know anything about end up being the coolest people.

896
00:44:53,080 --> 00:44:55,879
Speaker 2: And it's really just getting out there and putting personality

897
00:44:55,920 --> 00:44:59,080
Speaker 2: and a face to maybe a name that you've just

898
00:44:59,160 --> 00:45:03,759
Speaker 2: developed rapport with over the years has always just, I

899
00:45:03,800 --> 00:45:05,960
Speaker 2: think been one of the most fun aspects of the job.

900
00:45:06,440 --> 00:45:08,319
Speaker 1: I think it's kind of interesting you just kind of

901
00:45:08,320 --> 00:45:11,239
Speaker 1: triggered this in my mind. As someone who used to

902
00:45:11,360 --> 00:45:15,760
Speaker 1: view themselves as someone that wasn't cool at all, now

903
00:45:16,080 --> 00:45:19,000
Speaker 1: you have to have this presence to not only like

904
00:45:19,400 --> 00:45:22,760
Speaker 1: maintain a certain persona, but also be able to lead

905
00:45:22,840 --> 00:45:27,040
Speaker 1: a team. Do you ever find that maybe you're experiencing

906
00:45:27,080 --> 00:45:29,360
Speaker 1: a little bit of imposter syndrome at times?

907
00:45:29,360 --> 00:45:31,680
Speaker 2: Oh? For sure. I mean I think anyone who's trying

908
00:45:31,680 --> 00:45:33,680
Speaker 2: to make moves in life will feel that, hopefully at

909
00:45:33,719 --> 00:45:35,719
Speaker 2: one point or another, because I think that is a

910
00:45:35,760 --> 00:45:39,520
Speaker 2: way that we self check ourselves to some degree. But

911
00:45:40,160 --> 00:45:42,480
Speaker 2: you know, you have your core team around you, and

912
00:45:42,880 --> 00:45:44,840
Speaker 2: sometimes I'll look at them and say, can you believe

913
00:45:44,840 --> 00:45:47,120
Speaker 2: we're actually doing this? Can you believe that this person

914
00:45:47,200 --> 00:45:49,520
Speaker 2: just posted or we just got an order from the

915
00:45:49,600 --> 00:45:52,279
Speaker 2: US Olympic Committee for X y Z, or that you

916
00:45:52,320 --> 00:45:55,080
Speaker 2: know we're we're going into this opportunity, or we're creating

917
00:45:55,120 --> 00:45:58,680
Speaker 2: these norma tech branded recovery rooms at these pro teams,

918
00:46:00,120 --> 00:46:04,120
Speaker 2: And it's unbelievable. But at the same time, yeah, I mean,

919
00:46:05,440 --> 00:46:06,920
Speaker 2: who the hell am I to be doing this? Right?

920
00:46:07,200 --> 00:46:09,560
Speaker 1: Yeah, but it's pretty special that you are. If you

921
00:46:09,640 --> 00:46:13,160
Speaker 1: look back over the time that you have been CEO

922
00:46:13,239 --> 00:46:17,319
Speaker 1: of this company, you have the opportunity to stand in

923
00:46:17,360 --> 00:46:19,880
Speaker 1: front of this team and show up every day. But

924
00:46:20,160 --> 00:46:22,080
Speaker 1: when you think about the people that have offered you

925
00:46:22,120 --> 00:46:24,719
Speaker 1: some of the best advice in your career, what would

926
00:46:24,760 --> 00:46:27,200
Speaker 1: you say that has been That's.

927
00:46:27,080 --> 00:46:29,120
Speaker 2: A good question. I actually haven't gotten that one before.

928
00:46:30,480 --> 00:46:35,080
Speaker 2: I have a business mentor older gentleman who's seen Wall

929
00:46:35,120 --> 00:46:37,640
Speaker 2: Street over the years, retired now, and he looked at

930
00:46:37,640 --> 00:46:39,799
Speaker 2: me and he said, early on in my career, he said,

931
00:46:40,320 --> 00:46:42,520
Speaker 2: if you can do good things with good people and

932
00:46:42,600 --> 00:46:46,799
Speaker 2: make money. That's kind of the trifecta of awesomeness. And

933
00:46:46,840 --> 00:46:49,759
Speaker 2: it doesn't always work out that way. But if again

934
00:46:49,760 --> 00:46:51,399
Speaker 2: I'm a big believer, if you go out and try

935
00:46:51,440 --> 00:46:53,680
Speaker 2: to just chase the dollar, that's all you're going to

936
00:46:53,719 --> 00:46:55,839
Speaker 2: be doing, and that's very short lived. If you can

937
00:46:55,880 --> 00:46:57,920
Speaker 2: actually go out and say, how am I going to

938
00:46:58,120 --> 00:47:01,720
Speaker 2: fundamentally change behavior or how are we going to actually

939
00:47:01,760 --> 00:47:05,680
Speaker 2: improve the experience of an athlete, allow them to maybe

940
00:47:05,800 --> 00:47:09,319
Speaker 2: question what's possible, push the boundaries and do those cool

941
00:47:09,320 --> 00:47:12,160
Speaker 2: things while you're working with cool people. That for us

942
00:47:12,160 --> 00:47:14,000
Speaker 2: seems to be hitting a nail on the head.

943
00:47:14,160 --> 00:47:16,680
Speaker 1: You threw out Lady Gaga's name before. Who is someone

944
00:47:16,680 --> 00:47:20,600
Speaker 1: else that's really cool that you like think about constantly

945
00:47:20,760 --> 00:47:23,919
Speaker 1: as the pinch me, how did this even happen? Work

946
00:47:23,960 --> 00:47:24,600
Speaker 1: with me moment?

947
00:47:25,080 --> 00:47:28,439
Speaker 2: Oh man. We don't like throwing around names too much

948
00:47:29,760 --> 00:47:33,000
Speaker 2: because we have people in all spheres. But there's some

949
00:47:34,440 --> 00:47:36,879
Speaker 2: there's some football players and basketball players over the years

950
00:47:36,880 --> 00:47:38,719
Speaker 2: that I've been able to get in touch with, and

951
00:47:39,480 --> 00:47:46,680
Speaker 2: just unbelievable athletes of one sort or another that you know,

952
00:47:47,520 --> 00:47:49,920
Speaker 2: For me, it's not just about what you can do

953
00:47:50,000 --> 00:47:51,919
Speaker 2: on the quarter on the field, But it's also about

954
00:47:51,920 --> 00:47:53,640
Speaker 2: the kind of person when all of this is said

955
00:47:53,680 --> 00:47:57,239
Speaker 2: and done, when they're retired, when you know, you know,

956
00:47:57,320 --> 00:47:59,560
Speaker 2: I'm older and retired from Normatech, Am I still going

957
00:47:59,640 --> 00:48:01,000
Speaker 2: to be able to be in touch with some of

958
00:48:01,040 --> 00:48:02,520
Speaker 2: these people? Am I gonna want to be in touch

959
00:48:02,520 --> 00:48:05,240
Speaker 2: with some of these people? And those that you can say, yeah, definitely,

960
00:48:05,280 --> 00:48:07,600
Speaker 2: those are the ones that they're good eggs.

961
00:48:08,160 --> 00:48:10,120
Speaker 1: I feel that I feel like whenever I get to

962
00:48:10,160 --> 00:48:13,000
Speaker 1: sit down and record with someone, I don't always know

963
00:48:13,040 --> 00:48:14,920
Speaker 1: if they feel this way about me, but I like

964
00:48:15,080 --> 00:48:17,319
Speaker 1: leave and I feel this deep connection and I'm like,

965
00:48:17,480 --> 00:48:20,359
Speaker 1: whatever you need, like I've got you. You show up

966
00:48:20,360 --> 00:48:22,720
Speaker 1: in New York, you want to grab dinner, I'm there.

967
00:48:23,040 --> 00:48:25,080
Speaker 1: So I feel you. It's like you want to sit

968
00:48:25,160 --> 00:48:27,200
Speaker 1: down and get to work with people that you truly

969
00:48:27,360 --> 00:48:30,640
Speaker 1: value their experience and the person that they are.

970
00:48:30,880 --> 00:48:32,920
Speaker 2: Emily, You're a connector, and I think that's why people

971
00:48:32,960 --> 00:48:35,480
Speaker 2: listen to you, is because you know anyone can ask questions,

972
00:48:35,480 --> 00:48:38,160
Speaker 2: but being able to connect with the person you're interviewing.

973
00:48:38,160 --> 00:48:39,719
Speaker 2: I think that's one of the reasons why Howard Stern

974
00:48:39,880 --> 00:48:41,600
Speaker 2: is so damn good at what he does because he

975
00:48:41,600 --> 00:48:45,040
Speaker 2: really connects and understands and ask those questions that allowed

976
00:48:46,440 --> 00:48:49,000
Speaker 2: the interviewee to really kind of expose a little bit

977
00:48:49,040 --> 00:48:49,719
Speaker 2: more about them.

978
00:48:49,840 --> 00:48:53,120
Speaker 1: Yeah, yeah, yeah, I hear that. Thank you, I appreciate you.

979
00:48:53,120 --> 00:48:53,560
Speaker 2: You're welcome.

980
00:48:54,480 --> 00:48:57,040
Speaker 1: Okay, we're starting to wind down here. When you started

981
00:48:57,120 --> 00:49:00,000
Speaker 1: talking with all of the different colleges and athletic teams,

982
00:49:00,200 --> 00:49:02,279
Speaker 1: that was something that felt like at the time was

983
00:49:02,360 --> 00:49:06,040
Speaker 1: almost like you couldn't even touch it. Now, obviously we've

984
00:49:06,040 --> 00:49:08,719
Speaker 1: conquered that hurdle. So my question for you is what

985
00:49:09,080 --> 00:49:11,759
Speaker 1: is the next thing that you're excited about to do

986
00:49:11,840 --> 00:49:12,520
Speaker 1: with this company?

987
00:49:13,080 --> 00:49:16,360
Speaker 2: Good question. I think the biggest thing, and we're starting

988
00:49:16,400 --> 00:49:20,919
Speaker 2: to see this start to take form, is it's great

989
00:49:21,000 --> 00:49:22,480
Speaker 2: to work and again, if we look at our customer

990
00:49:22,480 --> 00:49:24,719
Speaker 2: base like a pyramid, it's great to be able to

991
00:49:24,760 --> 00:49:28,640
Speaker 2: work at the absolute pinnacle with the top of the perramid,

992
00:49:28,680 --> 00:49:31,399
Speaker 2: with the best athletes in the world. But our big

993
00:49:31,400 --> 00:49:33,120
Speaker 2: thing is how can we make the biggest impact on

994
00:49:33,200 --> 00:49:38,360
Speaker 2: lives in sport of all shapes and sizes, of different backgrounds,

995
00:49:38,360 --> 00:49:42,240
Speaker 2: of different genders, of different abilities, of everything from basketball

996
00:49:42,239 --> 00:49:46,239
Speaker 2: at football to squash and badminton and sports that maybe

997
00:49:46,239 --> 00:49:50,040
Speaker 2: you don't even know anyone actually participating in at the

998
00:49:50,080 --> 00:49:54,120
Speaker 2: amateur level because there's so many more amateurs obviously than

999
00:49:54,160 --> 00:49:57,080
Speaker 2: there are pros. And being able to bring the technology

1000
00:49:57,200 --> 00:50:00,120
Speaker 2: both to a price point and make the technology a

1001
00:50:00,239 --> 00:50:05,080
Speaker 2: piece of the conversation of where maybe counting your steps

1002
00:50:05,160 --> 00:50:06,480
Speaker 2: used to be the thing to do in the last

1003
00:50:06,480 --> 00:50:09,680
Speaker 2: eight or ten years, focusing on recovery is really that

1004
00:50:09,719 --> 00:50:15,280
Speaker 2: next big thing. Making compression the go to recovery option

1005
00:50:15,440 --> 00:50:18,359
Speaker 2: of choice, making Norma Tech the brand name that's out

1006
00:50:18,360 --> 00:50:22,480
Speaker 2: there that people are gravitating towards is really for us

1007
00:50:22,520 --> 00:50:24,840
Speaker 2: the most exciting thing because that's really then bringing the

1008
00:50:24,840 --> 00:50:27,279
Speaker 2: technology to the masses. And one of the things that

1009
00:50:27,280 --> 00:50:29,160
Speaker 2: happened a couple of months ago is we just launched

1010
00:50:29,160 --> 00:50:32,040
Speaker 2: this really cool partnership with best Buy. And you wouldn't

1011
00:50:32,080 --> 00:50:35,560
Speaker 2: think recovery Athlete, best Spy. You'd think, maybe, okay, they

1012
00:50:35,560 --> 00:50:37,400
Speaker 2: have some fitbits and some garments and some of that

1013
00:50:37,440 --> 00:50:39,640
Speaker 2: tech that they'll sell you. What's the deal. Usually you

1014
00:50:39,680 --> 00:50:42,600
Speaker 2: just rolling there and you're getting your TV and your BCR.

1015
00:50:42,680 --> 00:50:45,080
Speaker 2: If you're going back in the day, you know, right,

1016
00:50:46,680 --> 00:50:50,000
Speaker 2: But for them, they're seeing the writing on the wall

1017
00:50:50,040 --> 00:50:52,560
Speaker 2: where this health and wellness This is not like a fad,

1018
00:50:52,600 --> 00:50:54,560
Speaker 2: This is not a crazy This is actually something that

1019
00:50:54,920 --> 00:50:57,400
Speaker 2: is here to stay. And how do they get more involved?

1020
00:50:57,560 --> 00:51:00,680
Speaker 2: Connected health is really that next frontier. I mean, you're

1021
00:51:00,880 --> 00:51:03,239
Speaker 2: rocking your Apple watch right now, and you got all

1022
00:51:03,320 --> 00:51:05,040
Speaker 2: kinds of cool things in the next couple of years, and

1023
00:51:05,080 --> 00:51:06,680
Speaker 2: you got your Whoop there and we love whoop there.

1024
00:51:06,760 --> 00:51:09,839
Speaker 2: Good good bossing company. I know will really well. The

1025
00:51:09,880 --> 00:51:12,240
Speaker 2: technology is just going to become more and more integrated

1026
00:51:12,280 --> 00:51:14,040
Speaker 2: into your existing routine. You're gonna be able to pull

1027
00:51:14,040 --> 00:51:15,840
Speaker 2: out even more and more data. I mean, back in

1028
00:51:15,840 --> 00:51:18,040
Speaker 2: the day, it was a big deal just to have

1029
00:51:18,040 --> 00:51:21,279
Speaker 2: a heartreach strap around your chest and then the corresponding

1030
00:51:21,760 --> 00:51:23,520
Speaker 2: watch that you would have would be the size of

1031
00:51:23,560 --> 00:51:26,680
Speaker 2: like a small juice box. And it's amazing where technology

1032
00:51:26,680 --> 00:51:28,960
Speaker 2: has been. So best Buy I saw where this is going,

1033
00:51:29,000 --> 00:51:33,000
Speaker 2: and they're creating this Connected Health portal both online for

1034
00:51:33,080 --> 00:51:35,480
Speaker 2: sales where they got a whole bunch of products including Normatech,

1035
00:51:35,960 --> 00:51:38,200
Speaker 2: as well as carving out space at their actual store.

1036
00:51:38,239 --> 00:51:39,640
Speaker 2: So you're going to start seeing that more and more

1037
00:51:39,640 --> 00:51:40,719
Speaker 2: in the months and years to come.

1038
00:51:40,880 --> 00:51:43,839
Speaker 1: I think people just crave data now, they just want

1039
00:51:43,880 --> 00:51:45,759
Speaker 1: it and they want to know about everything they want

1040
00:51:45,760 --> 00:51:49,080
Speaker 1: to understand it. It's not just these elite level athletes.

1041
00:51:49,120 --> 00:51:51,560
Speaker 1: It's like the everyday person that just wants to learn

1042
00:51:51,680 --> 00:51:53,640
Speaker 1: about their body in a way that they weren't this

1043
00:51:53,840 --> 00:51:57,360
Speaker 1: curious about before, which is really special. I also feel

1044
00:51:57,360 --> 00:51:59,680
Speaker 1: compelled to tell you, and I wanted to say this

1045
00:51:59,719 --> 00:52:02,439
Speaker 1: before that I also felt like I was really cool

1046
00:52:02,440 --> 00:52:07,640
Speaker 1: in college and I was also dramatically overweight at the time.

1047
00:52:07,719 --> 00:52:10,319
Speaker 1: So when I think about that, and when I think

1048
00:52:10,320 --> 00:52:13,200
Speaker 1: about what I do now, I still every day like

1049
00:52:13,320 --> 00:52:17,160
Speaker 1: have a moment where I'm like, I'm helping empower people

1050
00:52:17,280 --> 00:52:20,200
Speaker 1: to be healthier and like to be happy, and they

1051
00:52:20,239 --> 00:52:23,480
Speaker 1: want advice from me, like what are we doing here?

1052
00:52:23,600 --> 00:52:25,440
Speaker 1: Like when did this start? When did this become a thing?

1053
00:52:25,600 --> 00:52:26,279
Speaker 1: I don't even know?

1054
00:52:26,800 --> 00:52:29,279
Speaker 2: Right between your first marathon and last week when you

1055
00:52:29,280 --> 00:52:30,000
Speaker 2: were in Chicago.

1056
00:52:30,239 --> 00:52:34,800
Speaker 1: Yeah, something like that. Okay, So the final question, unless

1057
00:52:34,880 --> 00:52:37,200
Speaker 1: do you have anything? Did you You're good?

1058
00:52:37,239 --> 00:52:37,479
Speaker 2: Okay?

1059
00:52:37,520 --> 00:52:41,040
Speaker 1: All right, So the final question. You have an opportunity

1060
00:52:41,280 --> 00:52:47,560
Speaker 1: right now to offer the g who recently lost his

1061
00:52:47,600 --> 00:52:51,879
Speaker 1: mom and is about to get into he doesn't really

1062
00:52:52,080 --> 00:52:56,319
Speaker 1: maybe fully understand a piece of advice looking back on

1063
00:52:56,400 --> 00:53:00,840
Speaker 1: that hurdle moment right now, what advice you get, just

1064
00:53:00,840 --> 00:53:01,160
Speaker 1: like one of.

1065
00:53:01,120 --> 00:53:03,840
Speaker 2: Those write a letter to yourself in high school or

1066
00:53:03,880 --> 00:53:05,480
Speaker 2: something like that, What would you tell yourself.

1067
00:53:05,520 --> 00:53:07,319
Speaker 1: I mean, we could, we could record as long as

1068
00:53:07,320 --> 00:53:08,640
Speaker 1: you want if you want to write a whole letter.

1069
00:53:08,680 --> 00:53:12,799
Speaker 2: I mean, geez, that's a really good question. And I

1070
00:53:12,840 --> 00:53:16,720
Speaker 2: think the answer is just keep pushing forward, don't stop

1071
00:53:16,800 --> 00:53:21,120
Speaker 2: no matter what, because when you have those moments, and

1072
00:53:21,160 --> 00:53:23,400
Speaker 2: everyone does, and it's tough with social media because everyone's

1073
00:53:23,400 --> 00:53:25,839
Speaker 2: looking at their highlight reel the other person's highlight reel

1074
00:53:25,840 --> 00:53:30,399
Speaker 2: against your dirty laundry, right, But when you have those

1075
00:53:30,440 --> 00:53:33,560
Speaker 2: moments when you're kind of in the pit of despair

1076
00:53:33,640 --> 00:53:36,279
Speaker 2: and you're feeling like, I don't know how I'm gonna make,

1077
00:53:36,320 --> 00:53:38,360
Speaker 2: you know, ends meet for the company next week, whatever

1078
00:53:38,400 --> 00:53:41,360
Speaker 2: it is, just keep pushing. And I like to say,

1079
00:53:42,200 --> 00:53:43,880
Speaker 2: I'm gonna keep going until they start taking out the

1080
00:53:43,920 --> 00:53:46,799
Speaker 2: furniture and shut the lights off. So there's nothing that's

1081
00:53:46,800 --> 00:53:49,399
Speaker 2: going to stop us. Everything that hasn't stopped us to

1082
00:53:49,400 --> 00:53:52,399
Speaker 2: this point. We've just become stronger as results. So I'd

1083
00:53:52,440 --> 00:53:56,640
Speaker 2: probably say to myself, don't stop and probably find my

1084
00:53:56,719 --> 00:53:59,000
Speaker 2: wife sooner and marry her sooner. That would be the

1085
00:53:59,000 --> 00:53:59,919
Speaker 2: other thing that I would find.

1086
00:54:00,120 --> 00:54:02,960
Speaker 1: Do you guys have any vacation plans on the docket

1087
00:54:03,000 --> 00:54:04,480
Speaker 1: for the next foreseeable future?

1088
00:54:04,520 --> 00:54:05,960
Speaker 2: Do we have any vacation Well, we took a little

1089
00:54:05,960 --> 00:54:08,120
Speaker 2: bit of time in Maine this summer, so that was

1090
00:54:08,160 --> 00:54:10,359
Speaker 2: a lot of fun. But she's pretty busy at all

1091
00:54:10,400 --> 00:54:13,040
Speaker 2: the things that she does, and with the kid, there's

1092
00:54:13,080 --> 00:54:15,960
Speaker 2: really never a vacation anymore, so it's a family trip

1093
00:54:15,960 --> 00:54:16,920
Speaker 2: now instead of a vacation.

1094
00:54:17,160 --> 00:54:19,040
Speaker 1: I love it. Well, thank you so much for sitting

1095
00:54:19,080 --> 00:54:21,800
Speaker 1: down with me. Please take a moment and leave a

1096
00:54:21,840 --> 00:54:24,160
Speaker 1: quick review of the podcast by clicking the link with

1097
00:54:24,200 --> 00:54:27,480
Speaker 1: the description to this episode. We all face multiple hurdles

1098
00:54:27,480 --> 00:54:29,600
Speaker 1: in life. I want to hear about yours. Reach out

1099
00:54:29,640 --> 00:54:32,239
Speaker 1: to me at Emily at Hurdle dot us. Connect with

1100
00:54:32,320 --> 00:54:36,560
Speaker 1: the podcast on Instagram and Twitter at Hurdle podcast. Gee,

1101
00:54:36,920 --> 00:54:39,239
Speaker 1: where do they find you? Where do they find Norma Tech?

1102
00:54:39,440 --> 00:54:41,400
Speaker 1: Give me the deep.

1103
00:54:41,400 --> 00:54:44,040
Speaker 2: Norma Tech Recovery dot com and our Instagram handle is

1104
00:54:44,160 --> 00:54:47,960
Speaker 2: nt recovery. Check us out. We got a really cool

1105
00:54:47,960 --> 00:54:49,759
Speaker 2: interactive map where you can find out where we're going

1106
00:54:49,800 --> 00:54:52,320
Speaker 2: to be both events and locations that have the Normatech

1107
00:54:52,320 --> 00:54:55,000
Speaker 2: to try, and we really encourage people if you have

1108
00:54:55,000 --> 00:54:57,759
Speaker 2: any questions, reach out via email or phone and ask

1109
00:54:57,800 --> 00:55:01,200
Speaker 2: the questions. Hopefully we can give you some directions, some answers,

1110
00:55:01,239 --> 00:55:04,200
Speaker 2: and maybe you'll uh, you'll enjoy your experience.

1111
00:55:04,440 --> 00:55:08,160
Speaker 1: I love it. Another hurdle conquered. Catch you guys next time.

1112
00:55:09,680 --> 00:55:18,640
Speaker 2: M hm m m m m m m mm hmmmmmmm