Buying a Wide Moat in a Consolidating Industry

And, and, and these are in public spaces. So in hotels and, and schools and.

Hospitals or whatever, transit systems, grocery stores, your place of work. We do a lot of businesses, a lot of big businesses, small businesses. So really anywhere that the public congregates outside of your house, you should have.

Yeah, so we sell the actual aed, but then we actually service and maintain them. So that's the biggest piece of our business is the actual on site service and maintenance. So we come out and we inspect the defibrillators, we run them through tests, we cover all consumable parts.

So AEDs have pads and batteries that require replacements. AEDs need to be run through self tests and you know, we do software updates as well, we do emergency services. So if somebody uses their aed, we'll be right out there as soon as we can after notification and we'll get the AED back up to working condition and get it back out for them.

So that is the biggest piece of what, what we do. And there are a lot of folks who, when we first talk to them about it, they think we're selling them like some software subscription package that we hope that they'll forget about and like just continue charging them for forever. We all have those, but it's really different.

I can't tell you how many people come back to us after a period of time and they're like, you guys weren't lying about this service plan. This is, we need this. We just had an incident.

Thank God everybody's okay. But it made us realize that we weren't actually properly maintaining this device and this is like a very valuable resource.

Well, right, Ania. And so we're going to hear like why the business model is so compelling. But if I Had to, if I had to press on a weakness of it, it would just be the awareness of aed. Yes. I didn't really know what they know. Not that I didn't really, I didn't know what they are.

And so the idea that know a lot of people aren't even going to know what they are, let alone what they do, let alone think they need to buy one, let alone, you know, then you buy one and you forget about it or you know, somebody in the, you know, the janitorial staff bought one some point sometime it just seems like a lot of people are going to feel like this is a nice to have, not a need to have…

But that this is the value of buying an existing business. The proof is in the pudding. There's already millions of dollars of revenue here.

So obviously there are institutions that buy this and use this and need the service and so on. It's one of those where it's like, because it already exists as a business, it's an, seems like an incredible opportunity. If some startup brought me this idea I'd be like, there's not going to be enough demand for that. No way.