 I'm going to be talking a little bit about adding alternative services to your float center. Of course, floating is our main business and we all love that, but adding alternative services can be a great way to increase revenue or bring in clients that you maybe wouldn't normally see in a float center. So I'll start out by telling you all a little bit about us. At Float, we opened in 2016, my wife Courtney and I opened our float center. Of course, we first experienced a float session and we're blown away and it took us about two years to finally get open, but we made that happen in 2016. As Stephen mentioned, I've been an entrepreneur most of my life from Moan Lawns when I was a 13-year-old until right up before I started floating and so I've always approached it from a love of floating but also a business mindset and I think that's really important. You want to put your culture and your ethics first, but it's always good to think about profitability and sustainability, especially right now. I also wanted to say I feel really blessed because we're in a situation where, and I'll talk about this a little bit, but we've been able to thrive and succeed, but I also want to come from a place of empathy and say float centers that are struggling right now, this is times like we've never seen before. This is the greatest economic disaster that we've ever seen in this country and we're all struggling to just manage our own mental health, but trying to run a business on top of that. I don't at all want this to feel negative for anybody. I understand that everybody has different scenarios. I'm going to talk about some of our successes, but I don't want that to feel like we're talking down to anyone because we have the blessing of being open for years and having that under our belt. I hope that this can be more of an array of light to show you maybe some ideas or ways that you can increase your profitability or help you make it through these times, but it's not at all intended to be superior to any other situation. Going from there, we've changed a lot over the years. This is kind of our journey. We opened in 2016 with just three float tanks. We did build out for four. We just didn't have the capital for a fourth tank initially. We had massage chairs and a lounge of course, but in 2017, fortunately, we were successful enough. We added our fourth float tank and we started offering massage therapy. That same year, we had three other float centers open on top of us and another one. We were in a city that went from zero to five float centers. That was an interesting challenge trying to figure out our place in that and move forward. We were really successful. In 2018, we decided to switch over one of our massage rooms to an infrared sauna. We had a lot of challenges with massage initially. That is a totally separate business model and we've kind of hacked that, but we had a lot of challenges with that initially in the way that we were managing, working with contractors and then switching over to employed massage therapists. That can be something we can talk about in the chat room afterwards. Adding the infrared sauna and adding that third service was kind of a light bulb moment for us because we started offering what we call spa day packages. I don't come from ... I'm not the type of person that would go to spas. I didn't really know what I was getting into, but I heard the terms spa day and I knew that it was something that was popular. We started offering our spa day, which was a infrared sauna session, a massage and a float, and that became instantly popular. That was the first time we started thinking, we should really expand our offerings as a way to bring in more people. In 2019, we started planning a physical expansion at our existing location. We're in a strip center and our neighbor moved out, so we had the opportunity to physically expand. We went from 2,000 square feet to 3,000 and we added four new rooms. We started construction in 2019 last year, which is always a challenge expanding while you're trying to run a float center. Then in February, we were able to open that expansion. Yeah, of course, we get our expansion open. We're bringing on a little bit extra overhead and then six weeks later, we had to shut down due to COVID, so it was really scary as it becomes, but fortunately, locally, we were only forced to stay close for two months, so we were able to get back open in May. With the new services, our full lineup includes, we added a fifth float tank, so we now have five float tanks. We've got three massage rooms, two of them are single massage rooms and then a couple's massage. We've got a three-person infrared sauna, which is great for two people. We do a lot of couples services. We added a salt cave or salt therapy and then we've got a few smaller, what I call add-on services like a light therapy. We use the Pandora Star. We've got massage chairs and Norma Tech compression boots, so I'll talk a little bit about some of these less expensive add-on services that you can add to your float center, where it may not necessarily require extra square footage. In the bottom left, we've got our couples massage room. We started having a lot of calls for couples massage and it turned out in our city there's obviously a lot of massage places, but there weren't a lot of places offering a couples massage, so I saw an opportunity there. Most places that offer it, it's a really high-end service where it could be over $200, so we saw a chance to do that, but we also wanted a larger room where we could offer guided meditation classes or yoga, so the nice thing about that couples massage room is we can break down those massage tables and use that for other services. At the same time, we saw an opportunity to offer some alternative massage services, so in the top left corner, we've got our therapist, Ninja, she's doing a Ashi Thai style barefoot massage and we've really doubled down on that lately. The barefoot massage is a really great massage if you've never tried it, but there are places that are offering it, so again, finding that niche has been really successful for us and we're basically booking out that barefoot massage room pretty much every day of the week now and we're blessed to have really good therapists, that's a huge part of it. And then the top right, that's a photo and actually the fake background here is our Salt Lounge and that's been a really cool add-on. It's something that I like to do after a float session and we just did a small four-person, I think it's a really good route. A lot of times with Salt Caves, you see a really large room where they can seat six, eight people. We've got a pretty small four-seater. It's only, I think, nine by 13, but we can seat up to once we're outside of COVID restrictions, four people in there every hour at $35 an hour, so that room has a lot of potential for revenue. And then the bottom right, the Pandora Star and we've got a picture of our infrared, so a lot of variety that we've got at our center, a lot of different packages that we can offer and something else that's really unique is bringing in guests for those services and showing them floating, so that would be something I'll talk about here in a little bit. So one of the main things we were looking at when we were expanding is maximizing revenue-generating space. What I mean by that is with our original build-out, only 40% of our space was actually generating income. And my business mind was always really bothered by that because it makes it hard to pay for all of the non-revenue-generating space. So with our expansion, that is 60% revenue-generating space. So we're able to make this center as a whole much more profitable and we're able to run this facility with the same staff at this time. Some days where it's busy, we'll have a third person on there, but we can run the same facility or with the same staff and so obviously that overhead is spread a little bit better. Also increasing the average ticket price is really important to us. So instead of just a $69 float, if we just add on a 40-minute infrared sauna session for $39, we've brought that ticket price up from $69 to $120. So even just adding a single additional service can be a way to allow your guests to spend a little bit more money in one session and also retail is a great way to do that. We'll talk a little bit about that as well. And then the last thing is introducing new guests to floating. I've noticed that we have a lot of success switching our clients that are coming in for massage or a salt cave or a sauna over to floating where they were kind of resistant but when we can show them in person, a float tank that cases in there, and I'm sure everyone's experienced this, doing a tour in person is much more effective than advertising online. So every time somebody comes in, no matter what service they're there for, we give them a tour of the entire facility and I was able to, the other day I had somebody coming in for a single salt cave session, which is 35 bucks at our facility. They ended up doing a full spa day because we had a therapist available and they were really interested in floating, so we brought that from $35 to $139. So you're able to take advantage of those type of opportunities, but most importantly, we can get more people to try floating by bringing in new guests that can see it in person. I also wanted to talk about adding services. If you don't have the ability to add square footage to your facility, there's some other services you can add that don't necessarily take up a lot of space or any space. You can use some of your, and there's a way to transform, say, a lounge, which is a non-revenue generating space into an area that can make you money. So for instance, a Pandora Star, Lucia Light, whatever works for you, they generally just come on a stand. So if you have got a comfortable chair where they can relax, that's a service that you could provide. Maybe you need to put a screen around it, but it's important to get creative with this. Right now, we're playing around with different places to try the Norma Tech compression boots. Those are really inexpensive. I actually bought a pair used on eBay. They looked brand new. It was 900 bucks for a pair of those, but we can charge 25 bucks for a 30 minute session. You don't require, it doesn't require any extra skills or a, you know, a trained staff, like a massage therapist. So those are the type of things that you can add on. Massage chairs, we've always had massage chairs. We used to do it as a free add-on with a float. So with the changes that we've made with COVID, we actually had to pivot the way that we're offering that. We took those offline because we weren't comfortable with the sanitation, but I found some covers that we can just put over the massage chair and we can launder those between guests. So we brought that back, but we're actually charging for that now because of the extra work that we're putting into sanitizing and trying to manage social distancing. So we're only charging 10 bucks for folks to add a 15 minute session before a float, but again, it's a great way to turn non-revenue generating space into revenue generating space. We use Osaki massage chairs, but I know Scott Adams is here. He's got another brand, Brio, that I've talked to him about that sounds very exciting, but they've been incredibly durable for us. We've had very few mechanical issues with them, and it's been something we've been using for three years. So I think massage chairs are a great pre-float atom. It starts to get guests into a relaxed state before they get into the float tank, and I noticed that people have a better float session when they have that opportunity to separate from their regular place. Oh, by the way, yeah, if you'll have any questions that Steven can ask, be sure and add that at the polling. We're getting toward the end of this section of it. And then lastly, other than services, a few other ideas. You just want to get creative with this. Of course, retail is an option. The top right picture is our lobby area. We used to have chairs there for folks to complete their waivers, but again, I didn't like the idea that there was space that wasn't being used for revenue. So we actually have our guests fill out the waiver in our lounge, and we turned that space into a larger retail area. So we've got salt lamps since we have the salt cave now, a few different salt products, spa products. We put together the gif cabinets, which you can see in the bottom left. We really haven't completely pushed the boundaries of retail. We're thinking about offering essential oils. We want to try and couple the add-on services that our massage therapists do to the products that we offer in our retail. So we're in the process of revamping that, but all of this stuff is trial and error. I'm not going to talk about the things that we've tried that haven't worked, but the important thing is that you try different things, see what resonates with your audience, and then move forward with that. And then one last idea in the top left. You know, if you've got a lounge or a large enough area where you can move the furniture, maybe you can offer guided meditation classes or yoga. We actually had somebody that was willing to offer guided meditation for us in exchange for float. So, like I said, get creative with it and just try and figure out ways where you can either bring in new guests to show them floating or you can, like I said, increase that ticket price. So that's basically just kind of a brief overview. I'm really looking forward to talking to everybody about the questions that you might have on those services or other ones.