 Hey folks, welcome to the podcast. Today I had the pleasure of speaking to one of my good friends, Tabie Hanbury. We were at uni together and had a lot of interesting business conversations over the years and it's been great to see him and hear him talk about his journey from setting up a business in his parents' front bedroom to getting warehouse space and building a proper sustainable business which is awesome. We talked about that journey, we talked about his industry which is automated retail and selling healthy products and we talked about the good old uni days so hope you enjoy it. Boom! And we're live. Boom's my new tagline. I keep saying it all the time so I'm going to make sure I'm consistent and say it on every podcast now. Tabie? Chill. Boom backwards is the mood. That is true. That is true. And you? I do. And yours are much bigger than they were a few years ago. So you've not been eating your healthy snacks there? Maybe I eat too many of my healthy snacks. That is true. We were just saying, or fair, that we started uni together 20 years ago this year. 1999? Yeah, crazy. We should go back to Magaluf and have a... Is that where we first met? Yeah, I think so. Yes, it was before 1999. No, it was summer 1999. Yeah, before we started university. Crazy. Who thought we'd have been sitting doing a podcast together 20 years on? Who even thought of podcasts 20 years ago? Who even thought we'd have our own businesses 20 years ago? It's like a radio show actually. Yeah, the cool thing is that with technology now, you can literally just plug in. It costs nothing and the world can hear your thoughts and it's crazy. We started out using lapel mics. Right. But now, so we did the first few with lapel mics and then to upgrade and get better sound quality, we invested in this little mixer and these two cool mics with arms which you can swizzle and stuff. Brilliant. Which is great. It's a cool set up. Yeah, thanks. So when I was at a level, I realised that if you've got a pair of headphones and you plug them into the microphone jack of a radio, you spoke into one of the headphones, one of the earphones. It was a microphone. Really? Yeah. So I used to plug it into a little radio that I had. I used to broadcast my back garden and then I had my radio station. At uni in the first year, I really liked, well, I love hip hop and I wanted to be on the radio. So I don't know if you remember, but I managed to get the- Get your addition for the radio. Yeah. Right. I auditioned to go on the university, it was like hip hop hour was like, I think it was like 9pm until 11pm or something. And so the guy who was the DJ who was like third or fourth year, was like, yeah man, come in and stuff. And he was starting to grill me on all the hip hop music I knew, which I then realised I knew none. My audition lasted about five minutes and he was like, yeah, this might not be for you mate. He was like, go select your best tune and I was looking through the records and I just found like Snoop Dogg and Dr. Dre. And he was like, do you know anything else? I was like, not really. That was when my radio career started and ended. I have never listened to hip hop so. Fair enough. So you are an entrepreneur and how did you start? Thanks. The Healthy Vending Company. How did it come about? If you recall, I bought into a Healthy Vending franchise. Was it straight after university or how? No, after uni I was with UJS for the year and I moved on. I was once again food retail, food service. And I worked for a sandwich company, do you remember? Yeah, yeah, yeah. I was like, oh sandwich. Oh yeah, yeah. And I ran two of the outlets, which was really good fun. I enjoyed it, but it was hard work. And I decided and then after that I left and went traffic with Emma. Yeah. Who's had my life. So that was a good plan. And I sat around for a while, not doing very much. And back someone said to me goes, you're going nowhere fast. Can't remember who it was, but it was, I was sitting around. It was for a sandwich, it was a good bit of an R. It was probably Adam. It might have been my dad. Anyway, so I went to a franchise exhibition because what I really wanted was a dominoes or a subway. Nice. That would have been good. And franchises in the family. Yeah, my dad was a franchisee of Coolquid printed. Cool. So I think it was the first franchise, Coolquid franchisee in the UK. It used to be Quick Coffee in the US. I mean franchises are a great thing, but we're really far behind the US on that sort of thing. But I joined a healthy vending franchise. It was on the pulse at the time. Jeremy Oliver was going into all the schools and talking about healthy this and unhealthy that. But they turned out to not be very good people. Why not? I won't get into detail. They weren't very good people. And their model wasn't working. There wasn't any balancing. Back then there wasn't much product. I see. But the franchise model itself, though, was a good way for you to start to get all the infrastructure and... Yeah, I guess so. I mean, I probably had a good education in how not to do things. Perfect. Wait, so this is a vending machine franchise. Yeah. Fine. Effectively, they would have been better with the licensing model. Fine. What's the difference? Is there much of that? Similar. Similar. Yeah, they are similar, but it's not something that would be a vast difference. Fine, fine. And so what point did you... How long did you do the franchise for? We... It was about three or four years before I really got going with a healthy vending company. Fine, okay. So it gave you a nice runway to... We weren't really doing much business with the franchise. So we, I was looking to pull away, pulling away for a while. You did it on your own, so... And then starting again and getting going took quite a while. But back then I was doing it from my parents' garage. Awesome. Running the business from our... So it's Steve Jobs. What was the playroom in my parents' house when we were kids? It was the cable stop. A stop room. Amazing. So yeah, it was good fun. Yeah, yeah, yeah. She had some vending machines out. She had the product in your parents' house. And then you'd be filling, selling. I would be out in the morning, filling machines, back out, selling on the phone, just doing everything. But it was... There wasn't a lot of product. It was actually more difficult to find product than it was to do anything else. So why did you decide to do healthy rather than cake, chocolate and... As I said, because I'd started... Because of Jamie Oliver's staff and... Gone into a healthy vending franchise. And I had healthy vending machines out. Okay, fine, fine. So if I was going to put away from a franchise, I had to do healthy vending. So we called ourselves the Healthy Vending Company. Awesome. It wasn't taken. It wasn't taken. No one else was doing it. There's a few players in the market now. But as I say, you just couldn't get the product. There was a bit... Here is how we're going to fill these machines. And the difference now is that actually, we, day in, day out, new brands, new products, new innovation, exciting new things, different ways of producing snacks and drinks, using different ingredients. The most recent thing that's really quite fine is the Black Eyed Pea Puff Snacks Betts. Really? Is that made by the Black Eyed Peas? No, it's not made by the Black Eyed Peas. I don't think it's really made by the Black Eyed Peas. It's just a different example. What is it, a pink? They take a black... They take a black... You have to ask them how they make them. What is it, just like a... I'll ask them how they make them. Yeah, yeah, yeah. So on that, how do you select all these products? How do you find about them? Do they just send you... They tend to come to us. They send you samples, don't they? Yeah. Constantly receiving new products, new brands. And in essence, there's only finite space in the machines. Yeah, yeah. And there's only finite space in our ranges. And we could go to three or four hundred different products or skewns if we wanted to. So a big internal issue for us is how big should our product range be? Yeah, yeah. Yeah, and how diverse. I want to have more and more product, but it's a big process to have. So how many roughly do you have in each machine, then? Was it varied from site to site? Depends on the size of the location, how big the machine is that can fit through the door. So I tend to refer to vending machines in numbers. So you get a three and a six, which would be three selections on a crisp shelf. Oh, OK, right, right. And doing inverted commas because you don't always have crisps. Five. And, you know, with my fingers. So it'd be three on a crisp shelf, six bars or snacks on a stack shelf, and then the same for cans or drinks or bottles. Nice, nice. So you get three and six, a four and an eight, a five and a 10. The biggest ones now are a six and a 12. Oh, OK. And they are a cool piece of kit, but they have the huge machines. Yeah, yeah, massive. Touch screen, LCD. Oh, wow. Baskets. Touch cards or cash. All of our machines have cash or something. So no cash anymore. We're going about 65 to 70 percent of ourselves go through cashless every month. Oh, nice. Yeah. Really cool. It's just the way it is. Yeah. And it's a how do you, what is a healthy snack? What is not a healthy snack? What is not a healthy snack? Crisps, chocolate. Are they unhealthy if I have one of them? Or is it everything in moderation? Well, it's a good point. Probably everything in moderation, but I think it's probably university recognized that a pack of wine gums isn't healthy. But they're so good. Well, they are great. But the thing is about a pack of sweets is that you're not eating them to be healthy. You're eating them to be bad. I saw a guy this morning walking out of Watford Junction Station drinking LucasAid and eating Haribo at 10 to 9 in the morning. What was the first thought that went through your mind? I wish I could eat. I wish I could just think to think of eating that for breakfast. But at what point does that pop into someone's mind that they're going to have fantastic Haribo and LucasAid for breakfast? Amazing. Maybe it was the end of his night. That's a good point. Fair point. Thursday night, Friday morning. So what is a healthy snack? There are certain things that we don't like to put in the machines specifically. So we've got a spartan or a sussle-fane, K-free for artificial sweeteners. In general, I don't know. But a lot of the functional product that we work with, so if it's a gin or a fitness or a leisure center, it's difficult to get away from sucralose, for instance. Okay. How come are they in the LucasAid? A lot of the, let's say, the functional products, the protein shakes, they can use a sweetener like sucralose. Everything's moving a bit more towards stevia. I can't stand any sweetener. Stevia, sucralose, I can just taste it quite susceptible to it. And then, I guess the biggest issue I have is you get the kids' products. So you get fruit juice. Oh, yeah, yeah, yeah. Everyone thinks fruit juice is amazing. But it's sweetened with a sussle-fane, K-free and a spartan, and artificial sweeteners. And why do children even need a sweetener? For sure. Be in a drink. Why can't they just have fruit juice and water? Yeah. Do you don't sell those? No. No. Artificial sweeteners. Do you sell stuff for kids? We've got great ranges for kids. In fact, actually what we're working on at the moment is something I've been trying to work on for a couple of months, but we've had bigger projects to go out. But our parent and toddler vending machine will be a go-to location or a go-to venue at Westfield. Oh, nice, congrats. We will be launching a parent and toddler-focused vending machine. Amazing. And this is in Westfield? It will be in Westfield, London. Yeah, yeah. And what does that mean? It means that it won't be much different to our other vending machines, but there'll be more product for toddlers and children within the machine. Awesome. So yeah, it's cool. That's really cool. And so you've spent a lot of time developing the range and stuff for the kids? And I don't need to spend time developing the range. I just have to say these are cool brands. They're great for their great grandparents to be able to do all the stuff that we've, you know, there's like sweet corn rings and those carrot puffs. Yeah, yeah, yeah. Yeah, but it might be if we can, like to get something like an app to mill or a calendar gate and there as well. So why shouldn't this stuff be in a vending machine? No, definitely. And is it branded parents and toddler? It will be a healthy vending company machine powered by Touch Automated Retail. Fine. Automated retail. Yeah. Is that your kind of umbrella term now for the business? Yeah. So we began with the healthy vending company. Yeah. And then one of my clients said to me, can you do some unhealthy vending machines? Because, you know, you're giving us a good service, but I've got to get those chocolate machines out, because no one's been to fill them. And so, I'm a businessman. So I wanted to carry on growing my vending business. Yeah, yeah. So we created the classic vending company brand, still using the same visual imagery of our logo with the tags. So we have the classic vending company, and it enables us to give the customer a choice. Great. So we don't dictate to people what they should and shouldn't do. No, no, absolutely. We just give them a choice. So the classic vending company started to place machines in the same areas as the healthy vending company. But it was really difficult to be pigeonholed as a healthy vending company, because then, whilst it's great for business, we also find that our clients, our business and industry clients, so law firms and accountancy firms and consultancy firms, they're buying their coffee machines from other companies. They don't realise what we do, if that makes sense, because they think we're the healthy vending company. So, but we're just doing it. All right, I see. Yeah, so it's just, it's the difficult, it was a bit schizophrenic in terms of our brand strategy. Fine. So you wanted to do a vending solution, and depending on what the customer wants, you stock them with healthy or whatever else they want. I went to a public health Milton Keynes event for small enterprises, a bit of a networking thing, but just to show people what healthy vending was. And the only inquiry or the only real bit of business that came out of it was, we were asked if we could put e-cigarettes into vending machines. Oh, wow. Yeah. My first, my response was, I don't know if that's ethical. Fair enough. Or legal or moral, because, you know, e-cigarettes contain nicotine that's addictive. Yeah, yeah. But what we found out was there's a real problem within the NHS for the mental health sector, for the acute mental health trusts, because all of the canvases, all the hospitals are going, smoke-free. It's a massive drive on smoking cessation within the NHS. Interesting. So you can't smoke in and around the hospital or outside or what you do if you're an acute mental health patient and you're not allowed out. So what you do, you can't smoke. And we've been discussing, talking to some trusts that are spending between £5,000 and £10,000 a month on e-cigarettes. Wow. Wait, so they buy them in for there? They have to buy them to give them to the patients. Wow. So what we've done is we've created a smoking cessation vending machine. So for us, it's not just stacking the machine full of e-cigs. It's where we can, where we're able to. It's sugar-free sweets, fiddle toys, stress balls. Amazing. We started with e-cigs and we're gradually bringing in these other items and working with the trusts that we work with. We now work with two NHS trusts, two NHS. Wow. So these vending machines are in a hospital and vending e-cigarettes plus stress relief. Yeah, so a couple of, one of the trusts have e-cigarettes and healthy products. Great. Healthy snacks and drinks. And the other trusts will have, they go live next week and they will just have e-cigarettes to start with and then we will bring in the smoking cessation and ciliary items as we record. But we can't do that until the healthy vending company under the classic vending company. So Touch AR, Touch Automated Retail, is our new umbrella brand. Great. But we also have our Vend IT model. Which is? Which is? When we were asked could you do SIM cards? Can you do calculators in the University Library? And the answer is yes, there's no reason why not. We just buy in a new SKU, goes on a different shelf, gets a different product code and the guys at the warehouse just pick and pack it as the machines require. Amazing. So now really the focus is automated retail and you don't really mind what products the customers you're placing the vending machines in wants to vend from it. Bye. Like as the shops on the High Street close, you open another vending machine. That would be nice because there's a lot of shops closing. But it's true. I mean I think they were like when they, I'm sure in China they were vending cars, weren't they? I think like you do your biometrics and then depending on your on your credit rating or the scoring that they give you, they'll like open the doors to your car and then you can test drive it. In the broadest sense, yeah, technically it is vending. Yeah. The Latin word for to sell is bendy, bendy. Right. Right, so any sale is a bend, right? Doesn't matter where you are. I don't, it's a bendy. I don't know. Yeah, definitely. I mean you've got like just low cost way of selling stuff. Like not always low cost though because sometimes you know the machines, the machines can be quite expensive. Yeah, but it's cheaper than a human. Yeah. And rent on Oxford Street. And you know, I mean if you wanted to like, if you wanted to sell the healthy products, healthy snacks on Oxford Street, it's much cheaper to stick a vending machine there than it's great. I think it's, you know, I think you're going to see more and more. Who do I speak to about the vending machine on Oxford Street? That'd be cool. Stick it out, you know, like also the tick offices are closing or they will probably close in all the main stations. So like what's going on in there? It's space. It's space, yeah, where you can stick a computer with any machine and products that people want, which is great. I think you're going to see this more and more as time gets on. People have, the way I see it is, yeah, we're a vending company, right? Yes, we do business and industry led vending solutions. We do snacks and drinks. We do coffee machines, water coolers, hot taps, all the things you'd want in your office space. But the conversation more and more is how we can give people solutions to their problems. And I've always said, I said to clients all the time, we're solutions driven. If you've got a problem with anything, let's get to a solution. Every business should be. Yeah, I see. Right. We are the more people we speak to. There's always an issue with retail, the business. We're talking to a couple of universities at the moment where they're catering outlets are really struggling. They're catering. Catering outlets are struggling in certain areas of the university. They have to have fresh food. They have to have some hot food, but they can't afford the staff. Do they want to spend money on redoing the kitchen? The kitchen is breaking. So, and this is similar to what we did on the Jamie Oliver show. What did you do? It's called Friday on Feast, right? Fine. What did you do on that? We created a vending machine. I didn't create the vending machine. We used an existing solution. And we created a machine for them that vended hot fresh food. And fresh food comes out of the machine and then the consumer can go and microwave it. Perfect. It's a very nice food. It was good. And so that is what made on the day by whoever... It was made by Jamie Oliver. Fine. So, in the show they did, he went in and they talked to the guys who only had chocolates and crisps at night because it's a cool centre. Right, right. And they want fresh food, but the fresh food stops being served at 2.30, 3 o'clock because the cafe or county closes. Yeah. They have a kitchen on site. It's the same with this university. Fine. That was two universities. Right. They have a kitchen. Yeah. Right. They're producing fresh food from 10 a.m. till 2 p.m. There's no reason that they can't make that same fresh food, put it into an ice, buy the gradable compostable cardboard box, stick it up and stock it in the vending machine. Nice. The beauty of the machines, this is the cool bit, is that the chef makes the food and knows that it's going to take two minutes and 50 seconds to microwave that product. So if you program the machine, which has got a built-on microwave tower, to when someone buys selection 11, it operates the microwave for two minutes and 50 seconds. So you buy selection 11, the bucket goes up, collects the product, comes down, you take it out, and the microwave pings, and the door opens for you to put it in. And that microwave is timed for two minutes and 50 seconds. Amazing. That's fresh food, automated retail. And then they've got, is that like a fridge? The machine is refrigerated. Amazing. And they stock it daily. Wow. They don't need a third-party company to come in and give them. So they just, so you deliver the tech, the vending machine, and it's their responsibility to develop and make the products. It's all programmable and customizable. If they want to, if they want to make the food on site, box it up, pack it up, and put it in the machine, they can do that. Otherwise, there are plenty of quality providers of delivery, all over London who would jump at the chance. Yeah, there's quite a lot of like these fresh, farm-produced, or like what, farm-to-fork type food delivery things. That's really cool. And so you're going to roll that out with a couple of unis, and then if that goes well, the rest of them. It's just an indicator of the interesting consequences that are taking place and the way in which the market is moving. Yeah, now that it's great. It's not always snacks and cold drinks. It doesn't have to be snacks or cold drinks. No, no, no, no. So you can, yeah, you can vend anything. Interesting, because then you can start, yeah, serving the food 24 hours, increase sales. 24-7. Love that. Is that the biggest kind of trend you've, is that how like? I think there's a big, I think there'll be a big, big growth in that sector, a big shift. For the heated food, the food specific. I don't see any reason why there shouldn't be. The technology's there. And people are making fresh food everywhere, so why not? No, absolutely. Absolutely. We should stick one in here, it's true. Although I'd probably eat more, though, if it was readily available. But anyway, I might not. Discipline. What's been like the biggest challenge you found running your own business, growing it, reacting to all these different trends and business opportunities? Probably similar to the problems that you have running your business, I would suspect. Finance, people. Every service. Everything. Yeah. There's like, they don't call it business for nothing. That's true. That's true. There's good busy and bad busy. Yeah, that's true. However busy you are for good busy, you're always, always bad busy. I mean, we're dealing with having to change our vehicles because of the ultra low emissions zones and, you know, it's just managing all of the stuff that comes with running a distribution business. Yeah, absolutely. I mean, someone tried to break into one of the vans a couple of weeks ago, so you've got to get the van off the road, you've got to hire a van, deal with the insurance company. Then you've got to think, well, okay, then we've got to get the, if we get the door replaced, then we've got to get the, it's got to be a resign written. Yeah, it's all like peripheral nonsense that's stopped. True, true. It takes your focus off what you really want to be doing. You've got some good support around you, right? I've got a great team, I've got a really great team. And I guess, I mean, you know my business quite well, and I know your business quite well because we speak well. And actually, not many of our friends or our peers run their own businesses, which is quite interesting. There's only a handful of us. Yeah, absolutely. So one of the best things I, the best things that I ever did was start with joining a network group. And I extracted myself from being on my own most of the week. When you started, you mean? Yeah, going into a room full of 50 other people, 50 other businesses, using their services, using their skills, their knowledge, their services, where necessary, but also just like having a sounding board. No, true, because when you start a business, I was the same, you start on your own and you're like Janitor, the finance guy, the sales guy, the HR guy, like you're literally everything until you start to identify jobs that you can outsource to other people. And then you can start building a business. And then the great thing about the networking stuff and also just having friends that also have their own businesses. Should look like calling you or you're calling me and be like, hey, I had this issue or what do you think about this or an employee's done that or how should I do with this client? It's quite, it's really useful. So yeah, I think it's important to have people that you can share your experiences with. The most common thing I say to my friends or my peers who have their own businesses and they tell me they've had a problem you've had a problem, just make sure it doesn't happen again. You just learn from it. We're not learning. Absolutely. The contract doesn't say this, but okay, now you know, the contract should say this. Yeah, yeah, yeah. It's also the mindset because nothing goes perfectly and it's all just a journey. And as long as you're evolving and getting better every day, it's great and you're moving forward and you have the right kind of, if you have the right mentality about these things, it becomes, it de-stresses a lot of the stuff that people get stressed about when they're running businesses. I know, so the key for me is that the client never sees what's going on in the background. As long as the client's getting the best service. Absolutely, yeah, yeah. It doesn't matter what's going on in the background. No. Because every business, every business that you're interacting with there's something going on that you wouldn't want to know about. Well, it's just, you know, it's just the trials and tribulations of running a company. You know, whether it's like getting the product from A to B and something's happened in between or... Have you heard what I mean? McDonald's, the issues they're having on the menu. McDonald's? Yeah. No, you go. So they've introduced about, I don't know how many weeks ago, it must have been four, five, six, two weeks ago, this vegetarian wrap. Right. I've got these vegetarian tofu pieces all over the country. People are being served chicken wraps instead of a vegetarian tofu wrap. Yeah, because the pieces of tofu look like chicken, and they can't get there. They have... I mean, this is a business with, like, serious systems in place. Of everything they do. Have tofu wrap sales then gone off the roof? I know two people have had a chicken wrap or a vegetarian since I read it in the newspaper. And they've never become vegetarian again. Well, they're not best pleased about it. No, no, no, no. But yeah, it's a point. And also, this links back to what we were talking about when we first started, which, if you watch The Founder, which is an excellent film, have you seen it? No, I haven't watched it. Brilliant film. The success of the franchise is in the same thing happening each and every time. Turkey's solution. Yeah, yeah, yeah. It's fascinating. Repeatable, reliable. Yeah. Good quality processes. Yeah. They do sell fried chicken now. Or dolls. They've always sold fried chicken, haven't they? Watch the film. Really? Five piece chicken silhouette. No, it's interesting. Do you have a mentor? Like someone to... Yeah, I have a couple of mentors. Have you always had a mentor? No. Yes, I have always had a mentor. My dad, he's a very good mentor. An excellent mentor, if you think. And because he went through 30, 40 years of businesses, lots of different businesses, but mainly retail businesses. And then I think my dad started with drug stores in South London. South London? He started with drug stores and then he went into Coolquip. And I have Tim, who you know. Yeah. Business coach. But then I would say being in my networking group, I have up to 15 contours. Yeah, yeah. I've got... There are loads of different people who I can sound off for different things and I do it all the time. It's so important. Yeah, because you could get quite lonely being like the entrepreneur or the founder of the business. And a lot of people don't like sharing their problems and experiences with others, you find. But being able to do that is it's really awesome. Well, I guess one of my mentors or one of my sounding boards was always Alan. Yeah. My good mate Alan Beth who joined that, who joined me in the business and is now in my business as well. Yeah, yeah. So we're really fortunate that one, we both know each other very well. Yeah. We both know each other's strengths and faults. Which means that we can have a really good row and then carry on for the rest of the day. We'll just go home and carry on the next day. Great. But the fact that we we used to mentor each other when Alan had his own business. Okay. A lot used to phone each other. Yeah, yeah. What's going on this is happening. Yeah, yeah. And actually we have differing opinions quite a lot which means that on most things that need to be done we end up meeting in the middle or we get to the correct solution quite quickly. Perfect. Yeah, that's perfect. And that's been a recent, like the last year or two. I think it's all, I think it's just over three years. It's three years of my talent. Wow. And so if you found it really helpful, obviously, because you were the only guy before, have you found it really useful to delegate some of these responsibilities to someone that you trust and you know well? Has that helped you to then focus on what's important? Yeah, absolutely. And I think at first it was quite difficult but then our business has changed so much. The processors and the systems in place and we've got some really, for what we are, we've got some really big name clients and when you draw up a list of them it's actually quite exciting. Yeah, it's great. It's really nice clients. But we've been able to do that by having systems in place. So one of the first things I did when I was filling machines on my own from my parents' garage and I had 13 bending machines or something and I was running around London and I was like, this is ridiculous. I had no idea what to put, what to take out to put in these machines or even if it's worth going out just because I just didn't know if the machine was empty or not. No, so we re-invested in telemetry which was a little box in the machine, connects to the motherboard of the machine, SIM card in the aerial on antenna and it would audit the machine a certain number of times a day and tell us what we needed for the machine if someone had switched the machine off. Turning up to a machine has been switched off and you don't know it's been switched off. Because the client doesn't make it off. All the client has switched it off or clean has switched it off. But with the telemetry tell you it's off? It's off. Yeah, we'd get a power down report. So I'd phone the site and say, could you switch the machine back on? Awesome. Or we'd go in and we'd fix it or do whatever. And then really early on we'd said the same thing about cashless. So we put, I think it was about five years ago I say we, it was I at the time. I said, all right, I'm a cashless reader on every machine. So we are 100% cashless and have been for five years. Great. Did you find that cash was getting stolen or stuff like that? It's like risky to have cash in your machines overnight. Again, as soon as I employed somebody else to fill the machines, I invested in lockable cash. Was that risky? Yeah, yeah. So we put lockable cash bags on the machine. So once the bag comes off the machine, it locks. Would it destroy the bag to get to the money? Fine. But now you've got with the cards and all the telemetry. I mean, you can really target, I guess, what sells, what doesn't. All works well in different locations. It's like a plethora. You must have loads of data. Amazing. It's an asset. Yeah. Crazy. Awesome. That was really good chat. Thank you very much. I hope it continues to go well. And I look forward to vending machine in our office. That sounds good. I'll send you some prices. I thought we'd get a trial. Send the prices over. Send the prices over. And what are you going to do a switch on this? You're going to get someone to podcast with you or the other way around. Talk about your business. Have you done that? Well, I haven't done that yet. No, but we do the recruitment show. So we've done two so far. So maybe once a month we're going to be doing some advice or talk about recruitment-related topics soft skills, flexible working. Stuff like that. Key trends that are going on in work and in the workforce. Because it's all changing so quickly now. AI, robotics, automation. There's really, really interesting. So yeah, we're going to start doing that a bit more. And then maybe we might switch the mic up and see what happens. But yeah, no, we'll do that. Excellent. Thank you very much. Pleasure. See ya. Hey, folks. Thanks for listening. Don't forget to subscribe in all the usual places.