[0:01] Christopher Buell: transportation companies in in uh LA.
[0:05] Christopher Buell: Okay, maybe I'm exaggerating, but there's a lot.
[0:07] Christopher Buell: Okay, there's a bunch of them.
[0:08] Christopher Buell: And I said to this particular case manager, how often, how many times a week, how many times a month do you have a guy like me that comes by and drops off brochures?
[0:17] Nirav Chheda: Probably zero. as usual, a very special guest with me today, my buddy Chris Buell.
[0:41] Nirav Chheda: Chris is extremely experienced in NEMT.
[0:45] Nirav Chheda: He ran his own NEMT businesses for decades and now he helps other NEMT businesses to win private pay work in addition to helping them with dispatching operations as well.
[0:59] Nirav Chheda: Chris, my man, how you doing?
[1:01] Christopher Buell: Doing great. Happy to be here.
[1:02] Christopher Buell: Very excited. And believe me, I was bragging I'm gonna be interviewed today.
[1:12] Christopher Buell: So yeah, very excited to be here.
[1:14] Nirav Chheda: Well, I had a great time uh getting interviewed by you for your channel the other month, so happy to have you on to the Bambi podcast finally.
[1:23] Nirav Chheda: Um Chris, can you just give the audience a quick background about you and your experiences in NEMT?
[1:32] Christopher Buell: Yeah. So, I have been in the industry for maybe more than a couple of decades, but I haven't owned and operated it for for, you know, basically I owned and operated a non-emergency transportation company in Phoenix, Arizona.
[1:46] Christopher Buell: And I did sell it and I sold it successfully.
[1:48] Christopher Buell: And I think it's like the second or third largest today non-emergency transportation company there now.
[1:54] Christopher Buell: And then I opened up from scratch another one in uh in Little Rock and I ended up just shutting that one down.
[2:02] Christopher Buell: And what I did after that is I started what I'm doing now, which is the uh NEMT Solutions Center.
[2:09] Christopher Buell: And basically from my experience of having owned and operated non-emergency transportation companies, I knew where my pain points were and I wanted to create a company that filled the gap in on those pain points.
[2:22] Christopher Buell: What are the pain points? Well, the biggest part of my business today is doing private pay sales and I also on occasion will do uh dispatching.
[2:34] Christopher Buell: But frankly, I I'm open to doing a lot doing collections, doing recruiting, doing addressing the pain points of whatever that part is.
[2:47] Christopher Buell: before you and I started this interview, like we had a little conversation that our our job is to deliver value to the viewers.
[2:56] Christopher Buell: And so I don't want it to be a big sales pitch on what my company does.
[3:01] Christopher Buell: Um I I but I will say like we've got a lot of different programs on our website and I'll let it go at that if you want to check it out.
[3:12] Nirav Chheda: Yeah. So Chris's website is discussion on what you primarily do now, which is help NEMT businesses to win private pay work.
[3:29] Nirav Chheda: So an NEMT company can be in any part of the country.
[3:32] Nirav Chheda: you remotely will basically find all the facilities in their area and you have a process for calling up these facilities and selling into them and selling the NEMT businesses services to those facilities and winning these private pay Can
[3:51] Nirav Chheda: you give us some insights Chris on like what are the main sort of pain points that NEMT businesses face when starting up and trying to win private pay work?
[4:02] Nirav Chheda: um and how you sort of overcome those pain points.
[4:09] Christopher Buell: Okay, the biggest pain point is it doesn't happen right away.
[4:15] Christopher Buell: I will say this uh you if you own a non-emergency transportation company, you 100% um don't need to hire my team or my company to build your business.
[4:29] Christopher Buell: it will make it easier. But uh again in my philosophy is it's our job as business owners to to go after all of the work.
[4:43] Christopher Buell: And I always say this, never prejudge where the business is coming from.
[4:48] Christopher Buell: I happen to have owned and operated two companies where the majority of my revenue was private pay.
[4:54] Christopher Buell: I didn't even know what a broker was for a long time.
[4:57] Christopher Buell: And I kind of was pretty uh for reasons.
[5:02] Christopher Buell: We could talk about it, we could not talk about it.
[5:05] Christopher Buell: But uh for example, if you were to hire my company, I would create a prospect list.
[5:09] Christopher Buell: That prospect list would have no less than a thousand uh private pay customers as well as an extensive broker list.
[5:18] Christopher Buell: And um again, like I will go after brokers.
[5:22] Christopher Buell: I will go after private pay if I were to start this today.
[5:25] Christopher Buell: I mean, that's what I would do.
[5:25] Christopher Buell: I would go after I always like to tell the story that when I started my second business in Little Rock, um I hit everything you can think of, the hospitals, the nursing homes, whatever.
[5:40] Christopher Buell: And I got no business. And I mean zero.
[5:43] Christopher Buell: And I was freaking out to be honest.
[5:45] Christopher Buell: I borrowed some money. I was too old to be borrowing money.
[5:49] Christopher Buell: And I borrowed money. And I I was dying on the inside because I had no business.
[5:55] Christopher Buell: And I ended up getting a job doing telemarketing for a carpet cleaning company.
[6:02] Christopher Buell: And the only reason I did that job was to give me something to do so my mind didn't freak out in the meantime.
[6:08] Christopher Buell: If I had to do things over today, I would have spent more time going after brokers.
[6:15] Christopher Buell: Uh even if you just need to use them to get you by until you can bridge the gap.
[6:20] Christopher Buell: And that's the answer to your question.
[6:21] Christopher Buell: What's the biggest pain point? So for me the very first run that I got after opening my doors the second time was uh like something like two and a half months.
[6:32] Christopher Buell: After two and a half months I got a a hospital discharge and it was on the exact day I didn't want to call.
[6:39] Christopher Buell: I was at my son's birthday.
[6:40] Christopher Buell: I was an hour and a half away.
[6:41] Christopher Buell: I remember to this day I had to leave my son's birthday and I went into this run.
[6:46] Christopher Buell: It wasn't a particularly easy run.
[6:49] Christopher Buell: And by the second time they they gave me my second order, it was months down the road.
[6:56] Christopher Buell: In the meantime, I found other businesses that gave me other work.
[7:01] Christopher Buell: And by the time I closed my doors, that hospital happened to be Baptist Hospital in Little Rock.
[7:07] Christopher Buell: I had every single Baptist hospital in Little Rock under my under uh, you know, using me.
[7:12] Christopher Buell: So like again, it worked. It worked well, but it didn't happen right away.
[7:18] Christopher Buell: Um it did I think I was profitable three months in I mean but those first those first two months I was scared I didn't have any business.
[7:30] Nirav Chheda: So what was it that like you know when you were first trying to win those private pay it wasn't working but then a couple of months in you were able to win I tell everybody my clients this is
[7:44] Christopher Buell: this is good advice. It's free advice.
[7:47] Christopher Buell: They don't need you. They don't need me.
[7:49] Christopher Buell: They're getting by. Okay? And it's our job as business owners to bother the client and let them know we're available.
[7:58] Christopher Buell: And there's a there's a correct way to do that because there is such a thing as bothering to the point of like they're not going to call you.
[8:05] Christopher Buell: And then there's sweetly reminding them we're here, you know, and you got to fine-tune that.
[8:11] Christopher Buell: You have to do it in a way that they remember your name when they have a need.
[8:16] Christopher Buell: But right now they they're they've everybody's got away.
[8:19] Christopher Buell: They're using someone else or doing something else.
[8:22] Nirav Chheda: Um so yeah, I mean it's uh it's our job to bother the fine line between bothering them too much that like they're like, "Oh my god, forget these guys." Or not bothering them enough that they, you know, don't
[8:43] Christopher Buell: even bother with you. I can give you an answer and I don't know if it's going to satisfy.
[8:51] Christopher Buell: I think every aspect of owning and operating a business requires you to listen to your gut.
[9:01] Christopher Buell: If if you feel this is going to bother them, you should pay attention.
[9:08] Christopher Buell: again. You know, I will tell you that I can't tell you how many times I get people that say, "Thank you.
[9:16] Christopher Buell: Thank you for letting me know about this particular non-emergency transportation." You know, so I make calls on behalf of non-emergency companies today, and I'm telling you, it happens all the time where they're like, "Thank you.
[9:27] Christopher Buell: Thank you for the information." They want the information.
[9:30] Christopher Buell: And I I'll give you my secret.
[9:32] Christopher Buell: My secret ingredient is this. I pick up the phone and let's say we're calling a hospital.
[9:37] Christopher Buell: I will ask for case management and generally they put me right through to case management.
[9:43] Christopher Buell: A lot of times I get the voicemail and so I got to call every day until somebody finally picks up and that's sort of the part of the job that sucks is the boring work.
[9:53] Christopher Buell: But finally they'll answer the phone and I'll say, "Hey, I you know my company provides non-emergency transportation.
[9:59] Christopher Buell: Can I send you an email uh just to make sure you guys are aware of us?" They never say no.
[10:05] Christopher Buell: So, I send them an email and um before I let them go, I'll say, "Do you care if I follow up in a couple days just to see if you got it?
[10:14] Christopher Buell: See if you have any questions." I call it the yes snowball because they already said yes to the email.
[10:21] Christopher Buell: They they they'll say, "Yeah, you can follow up.
[10:25] Christopher Buell: That's fine." So, I call them.
[10:28] Christopher Buell: I send the email. I do the follow-up call.
[10:31] Christopher Buell: And then on the follow-up call, I say, "If we're ever in the area, do you care if I drop off brochures or just introduce ourselves?" They never say no to that.
[10:39] Christopher Buell: And so then I I have a tab on my list and I'll put it on customers to visit and I'll let my, you know, client know, "Hey man, you need to go by there." Again, you don't need to
[10:48] Christopher Buell: hire me. And I always recommend if you have one or two vans, you really don't need to hire me.
[10:52] Christopher Buell: Just do it yourself. Um but but then you go by and you visit and again like we've really moved this relationship where they've heard from the company a bunch of times that they're familiar.
[11:06] Christopher Buell: I might depending on how that conversation goes, I might follow up in a week depending on what we discussed.
[11:13] Christopher Buell: And if it was straight up cold, I just might send them an email in a month.
[11:17] Christopher Buell: Do you know what I'm saying?
[11:18] Christopher Buell: Like it's not going to bother them to get an email once a month.
[11:21] Christopher Buell: Oh yeah. So again, you just kind of got to go off how your gut feels about the situation.
[11:28] Nirav Chheda: You know, Chris, it's interesting. In the two years that I've been doing Bambi, I haven't come across anyone like you who does this particular thing, which is focus on helping NEMT businesses win private pay work.
[11:42] Nirav Chheda: Like this is like your sort of unique selling point, like the unique niche thing that you do.
[11:49] Nirav Chheda: um you have a ton of experience in it and one of the things that I remember you know we were talking like some months ago and you were telling me and I remember you because the way you phrase
[11:59] Nirav Chheda: this like you said putting in the effort for me is effortless in doing this kind of thing like so like when you say you know the boring stuff of calling them up every day doing this like you sort
[12:14] Nirav Chheda: of gotten it down to like a machine in your head about like here's how I approach a facility here's sort of the sequence of steps I do and like it's just this like sort of ingrained sort of motion
[12:25] Nirav Chheda: that you've built in yourself and it's like you know second nature to you.
[12:28] Nirav Chheda: Is that is that sort of right?
[12:31] Christopher Buell: Yeah, I think that's fair. I mean that's fair.
[12:33] Christopher Buell: I will tell you like my little YouTube channel I occasionally have just students people call me up and they want advice.
[12:41] Christopher Buell: One of the best pieces of advice that I give and I'm gonna give it away for free today here.
[12:48] Christopher Buell: If you're just starting off, don't start calling on non-emergency transportation business that you want close to you.
[12:59] Christopher Buell: Focus on the part of town where you don't want the work.
[13:02] Christopher Buell: Go practice because you're going to be nervous and you're going to suck at it.
[13:06] Christopher Buell: But after you do it a few times, you know, it'll be second nature to you.
[13:09] Christopher Buell: So again, I like the secret ingredient is most people are too lazy to pick up the phone and sell.
[13:17] Christopher Buell: They're too lazy to go down there.
[13:19] Christopher Buell: You know, they they nobody wants to sell.
[13:22] Christopher Buell: There's something about that that's embedded in American society that makes you afraid.
[13:27] Christopher Buell: And you know what? I get it.
[13:29] Christopher Buell: Frankly, when you go to a nursing home and there's a sign out there that says no solicitors, like I don't want to break the law.
[13:37] Christopher Buell: I don't want to break in.
[13:38] Christopher Buell: I don't want to start off on the wrong foot.
[13:40] Christopher Buell: But that's why my technique is I pick up the phone and I get a name and I say, "Hey, can I uh can I drop off brochures and introduce myself?" And then you got your in.
[13:48] Christopher Buell: You go in and I spoke with Sandy last week.
[13:50] Christopher Buell: She said I could drop these off.
[13:51] Christopher Buell: By the way, is she available?
[13:52] Christopher Buell: Can I say hi? So, I'll I'll tell you.
[14:00] Christopher Buell: I was in uh uh I have different packages and one of my packages I will go to you once a quarter and so I had a client at the time and I would go once a quarter to uh
[14:11] Christopher Buell: Los Angeles and um I went to a hospital there and I had I had built a relationship up with this case manager.
[14:18] Christopher Buell: There are 10,000 non-emergency transportation companies in in uh LA.
[14:23] Christopher Buell: Okay, maybe I'm exaggerating, but there's a lot.
[14:25] Christopher Buell: Okay, there's a bunch of them.
[14:26] Christopher Buell: And I said to this particular case manager, how often, how many times a week, how many times a month do you have a guy like me that comes by and drops off real?
[14:36] Christopher Buell: What was his answer? Probably zero.
[14:39] Christopher Buell: Zero. Yeah. You know there you remember the book uh Blue Ocean like you know do you remember that that blue like you want to find the blue water.
[14:50] Christopher Buell: So the whole it was a business book and it was a little bit popular and the theory was you don't want to be in the red ocean.
[14:55] Christopher Buell: And the red ocean is full of blood because there's sharks in there.
[14:59] Christopher Buell: You want to go to the blue ocean where there's no sharks again.
[15:02] Christopher Buell: Like all you got to do is pick is go introduce yourself and most people won't.
[15:15] Nirav Chheda: going to a part of town where you don't want to do trips and trying to sell to facilities there is the idea that like hey practice in an area that is low stakes for you so that when you
[15:28] Nirav Chheda: get into the motion of like selling and you figure out how to do it well then you go to the area you know the facilities that are nearby you that you actually want to sell to and you're already
[15:37] Christopher Buell: good at Yeah. You know, and even with me, even doing it, I will tell you like about say a month ago, a I got a call from a workers' compensation lawyer wanting rates.
[15:55] Christopher Buell: Okay, I have never called on a workers' compensation lawyer in my life.
[16:02] Christopher Buell: They called me or you know they called one of my clients and they wanted rates and I said to them I bet I said something like why am I not calling on businesses like you and she said I
[16:14] Christopher Buell: don't know but you should. So you know what I did?
[16:17] Christopher Buell: I went out and I ordered a bunch of workers compensation lawyers for every single one of my clients and I started calling on them and you know I had this little this little I was nervous because I've never
[16:31] Christopher Buell: called on them and that's what I'm saying like like it takes a little while to kind of get your your settling legs and feeling good.
[16:39] Christopher Buell: I mean so and that's why I say call on the part of town where you don't want business.
[16:43] Christopher Buell: Go make your mistakes where you don't want the business anyways.
[16:52] Nirav Chheda: Right. Right. about like clients that you've worked with and like, you know, help them really turn around the makeup of the rise they're getting from whatever it was before to like prime time private pay work in their area
[17:14] Christopher Buell: that paid well. has agreed to come on my channel and when I first started this my very first student and he said Christopher you're insane you need to start charging.
[17:43] Christopher Buell: anyways, this particular guy I I always tell everybody this listen you people are successful because of that they themselves you know again like I will help but you will not be successful because of me you will be successful
[18:01] Christopher Buell: because of yourself you will also be a failure because of yourself you know again like I'm telling you I have stu I have people that hire me and I will get them 20 different companies for them to go
[18:15] Christopher Buell: visit and they visit none of them you know like man I did all the hard work all you got to do do is go by and be the good guy so again I just want to make that clear
[18:26] Christopher Buell: this guy is not successful because of me he's successful because of himself and but he did tell me like like we worked together close in the beginning and then we had a little distance and then we kind of
[18:40] Christopher Buell: came back and you know I checked in with him and he would say that first phone call got me this particular you know whatever broker and I've made x amount of dollars from that and like he sort of
[18:57] Christopher Buell: modeled his business he took every piece of advice that I gave and he went from one van to four vans in one year and and I'm not really impressed by the number of vans anybody has because it doesn't really
[19:12] Christopher Buell: matter. What matters is how much money you make.
[19:15] Christopher Buell: And this particular guy there were ways he understood the business better than me.
[19:23] Christopher Buell: I mean, and he he said I he's in California.
[19:32] Christopher Buell: He's paying his guys 18 bucks an hour or whatever it He ended up I'm trying I'm trying to be careful with my words because I don't want to reveal too much, but let's just say he got a client
[19:45] Christopher Buell: that he he he kept uh people available in the afternoons for hospital discharges.
[19:52] Christopher Buell: Okay? And I'm always a believer in hospitals that hospitals are a good one to get.
[19:56] Christopher Buell: And he would pay a guy 18 bucks an hour to sit for four hours specifically to be available in the afternoons for these hospital discharges.
[20:07] Christopher Buell: and being available in turn made him man and it was something it was a big number was 25,000 in 3 months or something like that and he didn't work these guys every day but the days that they were
[20:22] Christopher Buell: available they did these hospital discharges I feel as though in in some ways that's like the that's the pinnacle of what I can do but it really really and truly have less to do with me and more to
[20:36] Christopher Buell: do with the guy's own initiative, his own drive, but I hope so.
[20:43] Nirav Chheda: Yeah. So, basically like if an NEMT business genuinely wants to win private pay work and they just don't have the knowhow of how to do it, they can get your help.
[20:56] Nirav Chheda: You'll line up the prospects for them.
[20:58] Nirav Chheda: Here are the facilities in your area.
[21:00] Nirav Chheda: You'll have called them. You'll have primed them.
[21:03] Nirav Chheda: and you'll tell the N&T business, look, these are the facilities that are ready.
[21:07] Nirav Chheda: You just got to walk in, meet this person, hand them this brochure, you can win these contracts.
[21:12] Nirav Chheda: Like, that's how it works best.
[21:14] Christopher Buell: You know, I always I always say that stop the madness.
[21:20] Christopher Buell: Nobody is going to pick up the phone and slam someone into buying a product.
[21:25] Christopher Buell: Like, it doesn't work that way.
[21:26] Christopher Buell: You know, I don't have a golden tongue.
[21:28] Christopher Buell: That's not going to happen. What can happen is if you approach people in the right way, they will look at that email.
[21:35] Christopher Buell: If your prices are right and you remind them in the correct amount of times, in the correct way, you know, why wouldn't they hire you?
[21:44] Christopher Buell: Everybody loves an underdog's story. And I'm telling you, there were so many times people are like proud, man.
[21:53] Christopher Buell: I was with Christopher when he had one van.
[21:55] Christopher Buell: You know, I knew him when he had one van.
[21:57] Christopher Buell: Like I do you know what I'm saying?
[21:58] Christopher Buell: they are rooting for you. If you go in there humble and like again I always think that like the ideal client for me is a guy with five vans within five vans, six vans, something like that.
[22:14] Christopher Buell: You know, my rates are fantastic and it it I will I will do the they're running the business and I will do the boring part.
[22:23] Christopher Buell: I'll get past the gatekeeper. I'll do that.
[22:25] Christopher Buell: I'll set it, you know, I'll do that stuff.
[22:28] Christopher Buell: And I always say that like I'm planting seeds and I'll plant those seeds every day of the week.
[22:32] Christopher Buell: You just manage your business. But when you know, I don't know who your ideal viewer is.
[22:36] Christopher Buell: If it's a guy with one or two vans, he doesn't need me.
[22:40] Christopher Buell: And I'm telling you, the secret ingredient is called working.
[22:44] Christopher Buell: And you know, you you can pay me and I'll accept it and I'll get you the best prospect list.
[22:52] Christopher Buell: I'll get you a broker list.
[22:53] Christopher Buell: I'll do all this. I'll help you.
[22:55] Christopher Buell: You don't need to. Just you just need to put yourself out there.
[23:00] Nirav Chheda: Put yourself out there is the overarching theme.
[23:04] Christopher Buell: Yeah. You know what? Don't be lazy.
[23:06] Christopher Buell: That's it. And again, like I I was telling, you know, I tell anybody who will listen to me, if you own a non-emergency transportation company and you have one van, you're either taking a patient or you're doing sales
[23:23] Christopher Buell: and that's it. But most people won't do sales.
[23:28] Nirav Chheda: So, you touched on this a bit earlier, but like where do brokers come into this?
[23:32] Nirav Chheda: Let's say you have one or two vans, you're just starting up, you want to get going.
[23:37] Nirav Chheda: Like, what would you recommend in terms of like the go and spend your time winning private paywork for facilities versus going and trying to get work from brokers or both?
[23:50] Christopher Buell: Both. Again, if it's if it's my you need to work as many hours in the day as you possibly can.
[24:01] Christopher Buell: And what I mean by that is during the day, you do daytime work.
[24:07] Christopher Buell: What is daytime work? Daytime work is either taking a patient or it's picking up the phone and making the sales calls or going down there and visiting them.
[24:16] Christopher Buell: In the evenings, you're filling out broker paperwork.
[24:34] Christopher Buell: Yeah. No, honestly, it is. I mean, I again, like [clears throat] I I could have a conversation about the pros and cons of owning and operating a non-emergency transportation company, and there's plenty there's plenty of pros, there's plenty
[24:52] Christopher Buell: of cons, but um yeah, I mean, honestly, I it what I'll tell you what I like about this business.
[25:01] Christopher Buell: A lot of it is going to be uh man, they got to take your call.
[25:06] Christopher Buell: They got to deal with you, you know?
[25:08] Christopher Buell: I mean, it's business to business.
[25:11] Christopher Buell: And again, you go about it in the right way.
[25:16] Christopher Buell: They're not going to say no.
[25:18] Christopher Buell: They're not going to say no to the information.
[25:20] Christopher Buell: They may say no to not hiring you, but but yeah, again, I mean, the secret ingredient is working hard.
[25:28] Christopher Buell: So yeah, during the daytime you're doing private pay, making private pay phone calls, sending out private pay information, and then at night, yeah, go ahead and fill out the broker information.
[25:39] Nirav Chheda: So the skill set that you have, it's pretty specialized.
[25:44] Nirav Chheda: Like you don't sell, you know, any kind of business's services to anyone.
[25:48] Nirav Chheda: You specialize in non-emergency medical transport where you have decades of experience.
[25:53] Nirav Chheda: You focus on selling NEMT services to facilities and hospitals and like you probably do that better than anyone, right?
[26:03] Christopher Buell: I would say probably so. I mean, probably.
[26:05] Christopher Buell: So, I have But but what is the truth?
[26:10] Christopher Buell: The truth is I could do it better than anyone because I've been doing it the longest.
[26:15] Christopher Buell: But I don't think I am particularly special.
[26:19] Christopher Buell: I've just been doing it longer.
[26:21] Christopher Buell: again like uh I know I could sell I I can and do on occasion sell other products for other people that come my way.
[26:30] Christopher Buell: I mean it happens all the time like where a non-emergency transportation owner says, "Okay, I do own a non-emergency company, but I also own this other company, Christopher.
[26:38] Christopher Buell: Can you do that?" So it's not like I don't have experience.
[26:41] Christopher Buell: You know, my dad was um he was a salesman his whole life and he so he kind of raised me a little bit to be marinated in this industry.
[26:53] Christopher Buell: And like he used to tell me about you don't got to be that good to sell.
[26:59] Christopher Buell: You just got to do it.
[27:01] Christopher Buell: And like again, I would love to tell you that I've got this golden tongue and I'm super gifted and but that'd be a lie.
[27:08] Christopher Buell: I'm not afraid to pick up the phone and that's what makes me a good salesperson.
[27:12] Christopher Buell: And again, for the guy that is watching your video that has no experience selling, I'm telling you, you can be a good salesperson.
[27:19] Christopher Buell: And like I said, we're not going to slam anyone like we're going to make them, you know, you present information and treat them with dignity and not you know, nobody wants to be on the receiving end of a
[27:29] Christopher Buell: telemarketing call where they're just rambling on.
[27:31] Christopher Buell: And again, I call in such a way that I let the uh prospective client know I'm not going to bully them into a phone call they don't want to with dignity, present the information, and let them buy if
[27:49] Nirav Chheda: your product is I like how simple you you make it out to be, which it is.
[27:57] Nirav Chheda: Um and you're genuine about it.
[27:59] Christopher Buell: Run, Bambi, run. By the way, I really and truly um I work with people that work with Bambi and I I I'm telling you, I've never heard anything other than the highest level of praise for the software.
[28:11] Nirav Chheda: So, run Bambi run. Awesome. Thanks, Chris.
