 Yes, and we are back with some more wine in the morning as promised. My name is Barry Moses, or it's my name is Social Media Platform. And today is a special day for guys who are interested in cars, car dealership, car rejuvenation, car fixing, and everything about cars. Because the question on our Facebook is, do you think a car is important as at now, or it's an unnecessary expenditure? So head straight to our Facebook and tell us what you think about this particular story. As we talked to these two young gentlemen who graduated and found a passion in cars, Garibosa. Alright, so you'll introduce yourself. Maybe Trinna Zanzana, your camera is number four as we produce. Okay, thank you very much. Thank you for having me, having us out of speed key services. I am Dennis Eshure, and I'm the technician at that company. And we are working at our best to serve you and make your car great. Thank you very much. Your head of technical services? Technical services. You're pretty good at marketing as well. Alright, you can introduce yourself, but I'm former schoolboy. My name is Elijah Modito. We own the company with him. I'm an entrepreneur, so I was him. So we have been into this business with him, and we are pretty doing well. Alright, so auto... Auto speed. Auto speed, key services. Auto speed, key services. Alright, so if we can date back to 20 years ago, this particular line of business didn't exist. Yes. How did you find your vision of this? When we started, for example, we were in the same business. For example, me personally, I was having a car wash in the same location with him. So like for us, during the night hours, we could lose the keys to our customers. Now we could find it very, very hard to find the key or duplicate the key for the customer to have his car back. So it was usually a big problem for us. So now that is where the common interest came for both of us. Alright, so it came out of losing keys. Customers are losing keys. Sometimes you as a service provider, you lose the keys belonging to your customers. So this is a problem that recurred from time to time. So you figured, let's find a solution to this. Wonderful. Alright, so for every problem there's a business opportunity, we keep confirming this every single Tuesday. Alright, what happened next after you guys realized, okay, we can make this into a business? Yeah, once we realized that there's a problem, you see, someone told me that for every idea you think, it solves a problem. That's true. And you find that customers are willing to buy your products out there or service. But until you shape those last service or a product to meet their needs or desires, that's when you create some good revenues. So that's when we decided, since this is an idea and we have seen it with ourselves that we are losing keys and we don't have where to be able to go to ask, maybe like to look at a key is very expensive. Some cars are very expensive. So we decided, let's do some marketing research and understand this niche. This is a new niche. I've never done it myself. He has never done it himself. Only that he was a native guy. So some of the technical work, he had some clue. So that's how we decided to go and research about it. And we found a guy who is like a mentor to the business. And he has been doing as great things because he has helped us in one way or the other to be able to get into the market much easier than it would have taken us to review maybe those YouTube videos. All right. So you have a mentor. So a mentor really came through for you guys and market research also really came through for you guys. But maybe toward something. He never really came through as people think that mentors are just there waiting for people to maybe like to mentor people. How it was, this guy persisted day and day for almost like a week showing someone else's office and trying to show him that I have interest in this field. On the seventh day he asked him, I've seen your persistence and maybe it may help you. But I don't assure you that I will be like 100% into you. So you are the one who is going to be making some commitment. If I maybe have a job to go to do in Nyeri, you have to follow me. I don't care which means you're going to use, just follow me. And that's how he was able to follow up and be able to learn one or two things which have greatly impacted on our business. Wonderful. So persistence, persistence, persistence. All right. During this process that you're persisting in going to see this guy that is your potential mentor right there. What is running through your mind? Did you feel like giving up on the third day? At first I saw that the business was very, very much easy because he was making a lot of money. Because he could come and charge you, for example, if you have a Mercedes, he will charge you 20,000. Do you duplicate your key? What do you make your key? Yes, a key. And how long was it taken to do this? Almost 30 minutes. So it's never about the time spent in doing the work. It's about what is done. Yes, and how you do it. Yes, because I can come and mess up your car in that 20 minutes and that car can stall. Forever. Yeah. So we'll have to import some things, some parts for your car. All right. So these are some of the risks you run when opening up the programs in somebody's car and trying to close them back as you fix a car. Yes. Now you see there are components in the car where the car, if I can take a Toyota Smart, which if I can take premium, for example, 2010 model, for that, most of them, they have the push to start, the keyless entry key. So for that, the key usually communicates with some receiver. The receiver usually communicates with it. That's why when you enter into the car, you can start it without even putting the key there. So it communicates wirelessly. All right. The moment you have that chip in your pockets. Yes. When you have it in your pocket. The moment you spark the doors. Yes. Even you can see it usually has the keyless entry. It senses the key. There is a receiver that is input. It is most, you can say at the boot or at where the front row. So as we progress, as we proceed, we are going to be seeing more and more technology in cars. Yes. Cars are going to be more and more automated. Is this good business for you guys that cars are getting more and more automated? Well, I can say it's going to be great goes. You see, once they are automated, it means once you lose your key, my brother, you're going to struggle. You're not a nice person. You're not a good person. You see, there's always an opportunity. And even if they improve the circuit systems, you see, for you to lose, sometimes it's unfortunate that you lose your key. I mean, maybe you can go clubbing and stalling. Sometimes it can break. So you will have to get somebody who is good at it and you will have to charge some good money for the service. So in one way or the other, it's good for the business. All right. Another problem that we deal with as a country is counterfeit. So there's a lot of counterfeit going on from counterfeit goods to counterfeit software to counterfeit everything. All right. So how do you deal with such cases or such incidences? Because I'm guessing you get your goods from somewhere, you get your chips from somewhere, your raw materials from somewhere. How do you deal with the issue of counterfeit, which is affecting this country? For us, when we use a key that is not original, you will find that it will work maybe a month, then it will die completely. Or even sinking it with your car, it cannot. So that's how we usually detect. And that is why when we charge our customers, they usually think that we are very expensive, but they do not know that the quality of the keys that we have are usually very, very high and that we get them from dealers who supply us with the keys. So it is usually 100%. For example, for Toyota, if you want to know if your key is 100% original, when the battery dies, you cannot open the door, but you'll have to use the mechanical key to open. But now for the push to start, you'll just put the key closer to the button and now it will come on. It will now turn on. All right. He uses some form of waves. Yes. All right. So there is a picture on screen right there. That's a Ford that we are looking at. And we have two keys. We have two pieces of things. All right. So what is going on there? For this example, this is a Ford Ranger whereby this customer wanted a duplicate key. Now he did not come to us. He told me he went to someone I cannot remember specifically where, but now he could not be able to program the remote for central locking to open and lock the doors. But he has a key that can light the car. So for him, I told him we can do the central locking for you. So I did that. That's his original key. And we gave him a remote for opening to put to the other key. He had already a duplicate key. So this is for the duplicate key. Now, because now for him, the door had an issue. So he could not open manually. All right. So everything was all right except the center? The central locking. The central locking. Central locking. All right. So you just opened up and programmed the central locking right? Yes. And then closed it up nicely and gave it back to you. Yes. So what is basically there is a tablet, a programming device that does that. There is nothing that we usually open up. Yes. So maybe a case for where you lose your car key. That is where they are components that we usually remove and put it in machines. That process we usually call bench working. Yes. That is where we cannot work inside your car. I must remove and come and do it maybe in the office. All right. So there are some things you have to do at the office and things you can do on location. Like this is a good example. For this, this is a legacy before. For Subaru, it is pretty difficult to add a spare key. You must remove a smart box. A box that is called smart box that contains the data for the key. So when you remove the data. It's like the black box in your plate. Yes. So when you remove it, you access the data. The data is in a small chip. We call the EEPROM. All right. Yes. So you add the key now at the EEPROM. Now you come and put it in the car. Now first of all, you must be very careful. Because if these things usually, I can say they usually short. So if you do not place it where it is supposed to be, it will get damaged. All these things you know about cars, all these automation that is going on. When it comes to the mechanics, people will rush to take it to a traditional mechanic who maybe does not understand the software side of it. Would you advise somebody in this day and age to take his or a car to a mechanic who doesn't understand the software side of cars? Well, I would say no. Because nowadays you find that there are so many tools or gadgets that we are able to do what you call car diagnosis. You diagnose the car, you get a report. So once you are going to make, who maybe doesn't understand the software, he might know the codes or the interpreted codes from your car. So you don't have to womanize everything, trying to look here, there. So you have software for diagnostics. It's not like the old days where you open everything to try to find something that is a mess. Another thing I'd like to know, apart from key cutting, what is another thing that you guys are interested in or do or another service that you offer to car owners of them? Most of the time, recently we have imported, but it is just a service that is related to what we do. Because now when you diverse or when you go outside what you do, at times you are not focused. So like for us, we say first of all, let us stick to key programming and key cutting and other services we will do just a small, small... As you go into the business. This time that we call, I think we call Pareto role, that is 80-20. This guy said, you will find that 20% of your main activities generate 80% of your income. Therefore, our main focus was key programming, key cutting. Key programming is for the keyless, the push button. The key cutting is the one with the blade, so you cut. You have to cut those in the nose. This is something you sell to? Yes. So those are two services. Then you find that these what we call smart boxes, some cars maybe out of usage, sometimes you find that those smart boxes are failed. We do source them and sell them to customers. Also, alums and cutouts, we do install them. Those are just what we call extras. But the main business, I'm at the main focus. Electronics of the car. You mainly deal with it. For me to program a key to cut a key, it's much easier and it will generate more income unlike maybe installing over alums. Another challenge that young people are facing in this country is trust. The older generation doesn't trust us so much. Even how fellow youths don't trust us as much. It's very easy to trust an older person in the game than a younger person in the game. Is this a challenge you face? Yes, very much. Because now when someone brings a cut to us, he or she tends to look at what you're doing. So now you find that he or she is giving you pressure that is unnecessary to what you're doing. Now after you are done, that's how he realizes he says, wow, this is possible. I should have doubted this. Although sometimes you find that this trust issue comes from maybe location. Like while we are studying in Kasarani, you find that you get a client who is maybe from Gongrod and he's saying, why is Kasarani? Like, I can't come there. You see, so in one way or the other, I have to prove beyond doubt this customer is a safe place or I can do a mobile service to this customer where I have to repackage some of the machines, head to his destination, because you also find that this customer, maybe his work schedule is so tight so he can't afford some good time to come to Kasarani and he will not trust you to send his car without him being there to your location. So it's you to repackage yourself to his destination so he can trust what you're doing while he's there. So you've learned a lot from the business. This is a partnership, but you are running a sole proprietorship. What are some of the advantages that have come with you guys' partnering as we wrap this up? Give us some to and then some to from you. For us, through partnership, we are able to reduce time that I'm spending maybe on learning a certain issue in comparing that I was alone. You need to learn everything. So I'm able to tell him, let me concentrate on marketing and sales. For you, the tech part. All right, tell us an advantage that has come with it. An advantage is when you're incurring losses, you're not alone. Thank you very much. We'll end it on that. Losses are shared, not just the profit which has shared losses. How can we get you guys on social media and your physical location? Just look them straight into the eyes right there. Hi guys, we are at Kasarani, near Power Station Market. That's where we have an office. You can find us on Facebook. That is Autospeed Key Services. Both on IG and Facebook. Thank you very much. Another thing you'd like to add? I can say that we are mobile. We can come to your location. Thank you very much. Did you give them a phone number? No, I did not give them a phone number. Just give them the business phone number. Okay. You can do that. Our phone number is 0729-765670. Alright. Maybe a parting shot to the young entrepreneurs out there. We'll tell them that do your best. The opportunities are there. Kitambo used to say that funds are not available, but we have ideas and funds, but we don't sustain those businesses. So, work on your marketing and sales strategy. Then everything will be there for you. We sure very good that I can tell. Thank you very much, guys, for coming through. And thank you very much for the opportunities you're creating for the youth as well. I'm pretty sure very soon you're going to be employing a number of us. Alright. We have come to the end of this entrepreneurship Tuesday on Why In The Morning. And my name is By Mosses, or It's By Money. Every social media platform tomorrow is another day for Why In The Morning. And tomorrow is Queens Wednesday. Tomorrow we celebrate the Queens. You don't want to miss it. Don't go nowhere. Don't type that down because there's a lot lined up for you for the rest of the day as well.