October 17, 2022 • 46 mins
Running the Bases today with Garrett Baird, from The Neat Company. The Neat Company is reinventing bookkeeping for small business owners. Leveraging their legacy in document scanning and storage, they are making the mundane (but necessary!) steps to manage your company's books and prepare to file taxes simple - nice and Neat.
Our Guest today is the former President and CEO at The Neat Company in Philadelphia. He graduated from Cornell and dove into the Web Development and Product Management arenas. Eventually starting his own firm Walletron - after several years he exited and moved to lead the charge at The Neat Company.
We explore Garrett’s early jaunts in entrepreneurialism and what it takes to pivot an existing company into a new endeavor in a competitive niche.
By 2025, finance and accounting firms will lose 60% of their outsourcing contracts. Outsourced bookkeeping is on the decline because it takes control out of the hands of entrepreneurs. Instead, they should try automated bookkeeping to get a front-row view of their business’s financial health - in comes Neat!
To learn more about Garrett and The Neat Company visit: www.neat.com
The Neat Mobile App is now available for download from the Apple Store.
The Neat financial management platform can be tried for free for 14 days
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Randy (00:01):
I'm Randy Rohde and I'm fascinated with entrepreneurs
and small business owners.
Plus, I love baseball.
Every show I sit down with a smallbusiness owner and we discuss their
running the bases of Entrepre show.
We throw the ball around on strategy,management, execution, and innovation.
(00:24):
Plus a little fun baseball.
Hey, thanks for joining us today.
Settle in, grab your crackerjacks, and you know what they say.
Play ball, and it's agreat day for a ball game.
And this is Randy Rohde on runningthe bases with small businesses,
and our guest today is the Presidentand CEO at the NEAT Company.
(00:47):
Based in Philadelphia.
He graduated from Cornell Universityand dove straight into web development
and product management arenas.
Eventually starting his own firm Tron,interesting name, and after several
years he exited there and is currentlyleading the charge at the Neat Company
and we're gonna learn all about that.
(01:08):
Welcome to the show, Garrett Baird.
Garrett, glad to have you.
Great to be with you, Randy.
Yeah, very fun.
Hey, our research team always doesa fabulous job and, uh, prepares
the show for us, and they alwaysdig up the most interesting tidbits
of information on our guests.
And this one, I, I was, whenI saw this the other day, I'm
(01:29):
like, Wow, that's very cool.
And I have to ask you about this.
This is dating back to.
A New York Times article that shefound, uh, and I think the title of
it is from Fraternity President toCaptain of Summer . And, and the gist
(01:50):
of it is, so I'll tell to the listenershere, is that you essentially kind of.
Were the, the head or leader or I don'tknow what title you'd wanna give yourself,
um, but for a number of different, ofsummers, you essentially managed houses
for kind of co-sharing on the Jersey Shorefor like eight to 17 people, evidently.
(02:15):
And, uh, there's so many questions Ihave just around that, what you probably
do just to show on that subject.
But I, How did you get into that?
Tell us about.
Oh
Garrett (02:24):
man.
So, uh, that cracker jack researchthere, by the way, to your team.
So, thoughts, I, I can see my,my wife's space getting red
downstairs where she is right now.
Cause uh, that was literallythe time when, uh, when we
were first getting together.
So for years, yeah, I was, you know,just putting together a fun the summer.
(02:49):
House for a group of kind of, youknow, rowdy 20 somethings who wanted
to go, uh, go get some sunburn onthe weekend after, you know, working,
working hard during the week.
And you always needed somebody who waskind of, kind of put it together, make
sure everybody paid, figured out what thepolicies were gonna be about guests, which
(03:11):
was always a weird, controversial thing.
Yeah.
Uh, and I, I was always happy to do.
It was good fun, but, uh, eventually,you know, life takes over and, uh, you
know, uh, I met somebody very special.
Uh, we've been married now for,for 12 years, Uh, three kids later.
(03:32):
Those, uh, uh, I, I do missthose days though sometimes,
but, uh, the summer happens Fun.
Beach fund takes on a verydifferent form now, Randy.
Randy (03:40):
Yes it does.
Believe me, I, that Iknow as well with kids.
So the Jersey Shore, I don't knowif I've ever spent any time actually
on the Jersey shore, but I'm justimagining, you know, it's beach and
uh, and your experience is interesting.
So, When I was in college, I lived ina house with, you know, we always had
people coming and going, um, duringthe summers in college like that.
(04:03):
But you, what you're describing,you're were like kind of, I'll
call them young professionals.
I mean, these are people who actuallyhad some money and who had jobs and
they're like, Hey, we wanna live outon the Jersey shore for the summer.
And just had some, I'm guessing, Probablyhave some very fun summer stories.
Uh, probably some you, you, youcan't share, but, uh, precisely.
(04:28):
Yeah.
, Garrett (04:30):
yes.
But, uh, I remember the, you know,that kind of Memorial Day weekend
getting down there to get everythingorganized and, uh, you know, I.
Couple of, uh, couple of the people in theshore house making that big trip to Costco
and figuring out, uh, what we were gonnastock the house with and get ready for a
(04:50):
great summer was, uh, it was just bring,brings back somebody.
Fun.
How did you bring the people together?
I mean, so this was, had to be like,some probably you knew, but I'm
guessing as well there were justsome that you just met or something.
Friends,
Garrett (05:04):
acquaintances, and, you know, sometimes when we.
Yeah, we'd get these, these homes with,you know, four and five, uh, bedrooms
and you, you'd sleep kind of maybe twoor three people to a bedroom depending on
who was gonna be around whatever weekend.
These were just fr friends, and thenwe of course, had to recruit people at
times to come in and make sure that wecould make, make the, the financials meet
(05:29):
and make it affordable for everybody.
But you had to do that in the wintertime.
Yeah.
Before you committed to a full summerin, you know, a particular house.
So this was, this was like monthsof planning in the making to make it
all work, but always so, so worth it.
So many like amazing memories withOh, with good friends, you know,
(05:50):
all of whom we still stay in touch.
So you were the guy though.
You know, so many have just goneon to their own lives and families
that you just, you do kind of,uh, grow up out of this org, this
Randy (06:04):
Eventually, eventually we do grow up.
Yes.
So, but you were like thebusiness head of this, I guess.
I, I don't know if you.
Had a title or not, but you know, whenyou start talking about, you know,
we had to make the financials work.
I mean, you're talking like a realbusiness guy here around this,
Ga (06:23):
this is the, it was, I mean, between rules and spreadsheets, uh,
to, you know, collecting the, themoney, making sure every, every,
uh, buddy was, was, uh, on par.
Uh, if.
Things got outta control.
Who, who's it gonna fall backon to get things in order?
That, that was me.
Randy (06:43):
Good.
Good experience for you.
Yeah.
So as you move from, was a greatexperience as you move from that business
management, , I guess, to your currentrole as CEO of a, of a very large company.
Quite a transition.
So tell us a little bit about, uh,the neat company, what it is that
you guys do, uh, product servicesthat you offer, how you support
(07:05):
small businesses and entrepreneurs.
Garrett (07:08):
Yeah, so the, the neat companies, especially a 20 year old
business, uh, I've, uh, I've been withthe organization for just about two and
a half years, and I, I came to the, I,I've known the business for a long time,
been based in Philadelphia like I am.
And many people will remember the neatcompany for, uh, for our scanners.
(07:31):
Uh, so the NEAT Receipt Scanner was verypopular with, uh, Road Warriors and, uh,
small business owners in their home todo quick scanning of receipts, invoices,
uh, any other kinds of documents.
and the company eventually coupled thatwith a fantastic cloud backup service.
(07:52):
One of the first of its kind, uh,that had a monthly subscription to it.
So, you know, we started buildingrelationships with our customers
that were, you know, morethan just a one time purchase.
It was, uh, an ongoing relationshipwith their customer and the value
of being all your data will bethere accessible from any kind of
device, but still with the amazing.
(08:14):
Full data parsing that.
We've always been really good at that.
That's always one ofthe surprising things.
Um, after somebody scans in say areceipt or a, a customer contract,
uh, or you know, their organizationaldocuments, uh, if they're formed in,
you know, an LLC or something like that,they see the PDF that gets produced
(08:37):
and they're like, Wait a minute, Ican like highlight the text on this.
and I can search theentire contents of this.
So we have always been amazingly strong,uh, at parsing documents, uh, and
helping our customers organize them.
And we knew, you know, fast forwarding tothree years ago, Uh, that we always wanted
(08:59):
to expand, uh, on that capability andcontinue to serve small business owners,
uh, in new and even more valuable ways.
Uh, and so that's when we looked atthings like, Oh, alright, you know,
we're, we're pretty heavy into.
Uh, capturing receipts.
Uh, so maybe so, you know, just basicexpense management and reporting,
(09:21):
kind of like the expense five of theworld at the time, or, uh, concur, but
then decided to take it a step evenfurther and take a fresh, simplified
approach to basic accounting.
For very small business owners and, youknow, while the, you know, QuickBooks,
FreshBooks, waves of the world are outthere, we found that most people in
(09:44):
our niche are either operating their,you know, financial metrics out of a
spreadsheet, oftentimes a template thatthey've just downloaded from the internet
and kind of created their own system outof, or they're literally running their
business out of their online banking.
In an account that has, you know,mingled personal transactions and
(10:07):
their business transactions andthey're just kind of kinda winging it.
Cuz as, as you can probably appreciate,Randy, nobody started their business
to become an accounting and bookkeepingexpert unless you started an accounting or
Randy (10:21):
bookkeeping company.
Yeah, it was, Unlessthat's your love, but yeah.
That is.
Uh, so we have
now moved into, uh, this spaceto make, uh, you know, overall financial
organization so easy for our customers.
Whether you are literally a sidehustler, just kind of getting, uh,
(10:42):
uh, supplementing your income ontop of your day job, uh, or all
the way up to, you know, you're.
Uh, you know, multi person business,um, whether that's, um, whether
that's as a, as a creative, uh, soyou're, you know, serving clients
or, uh, you are out doing, uh, doinggreat work, uh, in the world, cutting
(11:02):
lawn, cutting hair, whatever it is.
Uh, our system gives, you know,we really wanted to focus on.
Neat as not just a company name, but theexperience itself, getting financially
organized and doing it easily withouthaving to know, or for even to matter.
(11:24):
What's a journal entry, right?
What's the general ledger?
What is, um, how do I depreciate an asset?
For most of our customers who arejust concerned about their cash flow,
what are my, you know, ins and outs?
Can I go and, you know,take on a new client?
Can I hire an employee?
(11:44):
Those things don't matter.
And so we, we, we havemade it super simple.
To manage the cash into your business,the cash outta your business, and your
reporting obligations to the government.
And then in between, we wannamake it super easy for you to
see the health of your business
right along the way.
Right?
That's it.
(12:04):
Oh.
I will say that as one of those people,like I didn't start a business so that I
could run accounting because I hate foryears I have hated, and I would stack
up literally like the year's worth of.
Uh, journal entries because Ihate, And then I would like,
(12:26):
Oh, I would hate the time.
I have to spend likethree days just focused.
That's all I did was journal entry.
And finally I just like,I'm done with this.
And we brought in, or essentially Ishould say we outsourced all of that
bookkeeping and, um, all of that because.
Exactly.
(12:46):
I'm, I don't wanna be an accountantand that's not, and I hate doing it.
I'd much rather focus on clientsand, uh, and our services that we do.
And I've gotta imagine that most smallbusiness owners are in the same position.
I mean, there's so many other thingsthat we're always end up dealing
with, uh, that accounting is justone of the, the last aspects of it.
(13:08):
But I will tell you.
Even for me, as much as I deplored it, Ialways had this reluctance still about it,
kind of these objections, and I'm gonnathrow out some of them to you and maybe
you can address them to assuage the, uh,reticence of some of our listeners who are
thinking like, ah, do I, do I wanna, youknow, I did this probably for two years,
(13:30):
like, do I wanna outsource this or not?
One of those was like, So outsourcebookkeeping services are too expensive.
So
Ga (13:40):
going back to something that you said, you know, while people, you
know are allowed to be doing theiraccounting, We've found from our,
you know, just serving our customers,they are very interested, however,
in what it can tell them right.
About their business.
And so we wanna bridge thatgap as easily as we can.
(14:00):
And Sure.
Does it cost money to, uh, get this going?
Yes.
But we try to keep our fees very.
There are some digital accountingsolutions where you'll pay, you
know, hundreds of dollars a monthand they'll get, you know, the,
uh, here, everything's done.
And we've, we've had many of our customerssay, Well, no, I don't want it all done.
(14:21):
I'm, you know, happy to do thecategorization and the customer billing.
In fact, I've.
You know, that's, if you can make thateasy for me by making the workflow
simple, uh, making sure that I can dothe same thing on the, uh, on the web as
I can in your mobile app, I'm happy todo all, all that work myself because I'm
interested in, in what it can tell me.
(14:43):
So when it, when itcomes to the, the value.
We keep our costs very low.
You know, you look at, you can goright to neat.com and see that our
solution, for example, we've, youknow, kept that very simple as well.
One single price, 24 bucks amonth for an annual subscription.
And we've, we've actually introducedsomething very interesting
(15:03):
that this show would be one of.
First, uh, introductions, uh,of this, which is for years
the payment fees that have beenassociated with electronic invoices.
And so we, you know, we enable ourcustomers to right, build their customers.
And we've seen, you know,many, uh, of our customers our.
Selling and billing for their time,whether they're, you know, creatives,
(15:27):
uh, or they independent consultants,web designers, web developers.
But anyway, they have in common is they'rebilling for their time and when they send
an electronic invoice to their customers,so many, uh, still are kind of doing that
attached Word document and waiting for thepaper check to arrive, uh, in the mail.
And we digitize that entire process.
(15:50):
Others do.
And for years, the bank transactions.
So, you know, customers, how areclients have a choice, All right?
Do you want to allow your customers topay you with a credit card or debit card,
or do you want to do a bank transaction?
And they've always hadfees associated with them.
You know, the card fees are are standard.
So you know, Visa, MasterCard kindof never let you get away with.
(16:11):
Uh, you know, paying anything belowthe, the industry standard there.
But the bank transactions have always beeninteresting to me, cuz, uh, my background
has been in, in billing and paymentsfor years in the software business.
Mostly, mostly in the enterprise, butwhen we look at bank transactions,
the going rate of 1% has always been,you know, the, just the industry
(16:32):
standard in digital accounting.
We, we wanna turn that on.
Its.
So we, we are introducing and have justintroduced no fee, uh, ACH transactions,
bank transactions into the market.
So literally, if you are somebodywho's a creative and perhaps
you're, you know, billing ahandful of customers, a thousand,
$2,000 a month, those can add up.
(16:54):
Yeah.
Uh, pretty quickly.
And it gets to the point where, Oursubscription can actually pay for itself
if you've been using, if you've beenusing a solution, another solution to
collect those payments electronically.
Uh, so we're delighted with thatand that makes the expense equation
very favorable to our clients,uh, which we're happy, Happy.
(17:16):
Very happy
Randy (17:17):
about.
Well, and so as you kind ofmapped out like your pricing
structure, like 25 bucks a month,basically, and this is what I did.
It was like, so if I was spending,if I'm gonna spend $300 a month
or a a, a year, So I went back andI'm like, Well, what is my time?
How much, how much timehave I been spending?
(17:38):
And it was an easy, easy calculation.
Like, Oh my gosh, my time is wellworth more than, uh, what I would be
paying from a, an outsourced expense.
So I, I cleared that hurdle.
The other hurdle that ittook me a minute to get over
though, was I just always have.
Paranoia about security, right?
(17:59):
So the security risk of my own financialinformation and then as well for
my clients as well and their data.
How did you guys address that?
What do you guys do?
Garrett (18:09):
Yeah, so with need, you know, given our history in scanning
and storing sensitive data, thishas always been top of mind for us.
So we have always implementedinto our technology stack.
The, uh, all of the, uh, latest.
Security, uh, technology, you'lloften see the phrase, and we use
it too because it's, uh, it's, it'sthe right way to think about it.
(18:32):
Bank level security that weprovide to our customers.
And we've been doing thatfor, you know, 20 years.
So we are, this is not new tous, uh, implementing all of these
security best practices, uh, thatour customers have come to expect.
And yeah, when, when you see.
Things like, Hey, connecting,connect up your bank account
(18:56):
and stream in your transactions.
Many of our customers do adouble take on that for sure.
So we want to, you know, always bereassuring them that we don't store
your bank credentials on our side.
This data is, uh, highlyencrypted and, uh, it's, it's
not, you know, not, not at risk.
That being said, Somestill hesitate to that.
(19:18):
So we, we've actually introducedsomething into our product that just
lets you do a full demo test driveof test transactions in there so you
can see what the experience is likewithout having to make that connection.
And it becomes obvious, uh, thenfor many of our customers, Oh,
that's, What happens with the data.
Got it.
Mm-hmm.
and, uh, that will often clear
Randy (19:40):
the hurdle for them.
Nice.
I'm gonna ask you, do you guyshave, and I'm almost embarrassed
because I didn't look at thismyself before we started talking.
Do you have an online integration,meaning a website backend integration?
So for people that are doing eCommerce or.
Selling things so that essentially it's a,uh, a transaction front end, uh, process.
Garrett (20:06):
We've been primarily focused on service based businesses.
Okay.
But for those that are selling goods,if you've got a PayPal account,
for example, uh, that is, you know,kind of your main source of where.
Sales are being made.
Uh, yes, you can absolutelyconnect that in as well.
So we've got kind of a selectnumber of, uh, integrations that
(20:29):
we have that have out of the box.
But you'll see, you know, many of,most of our customers are kind of in
that freelancer independent consultant.
So entrepreneur.
Yeah.
Uh, Own.
And so they're very interested in beingable to quickly and easily build their
customers for their time, get the handfulof expenses that they have organized,
(20:50):
feel prepared for taxes, and also getthose insights like, am I in a position
where I can take on that next big project?
Can I hire somebody else into my.
So those are the kinds of insightsthat we're able to provide
Randy (21:04):
to those customers.
Yeah, that's nice.
I, we'll have to, uh, explore, uh, someof your, uh, solutions because we build
a lot of different websites for variousclients that have some form of eCommerce
at times, and they're typically areintegrating things like WooCommerce
or BigCommerce and then utilizingeither PayPal or Stripe as a process.
(21:29):
And, uh, so we'll see.
We'll look at that on our end.
It's like, wow, this could bea, a nice offering potentially
for some of our clients as well.
I'm gonna let you celebratesomething here as uh, as well.
So you just recently, cuz I got thepress release actually, which was
great, that NEAT launches mobile.
(21:50):
That puts total financial managementinto the hands of small business owners.
So this was just literally afew days ago actually, that you
announced the launch of this.
You wanna talk about that?
Yeah, something
we're absolutely delighted about.
So we have been investingheavily in our mobile experience.
So me traditionally has been, um, Youknow, it's a web based experience.
(22:12):
We've always had a a mobile app thatwas kind of a companion to your need
experience, but we wanted to get to aposition where we felt a customer who
was finding us, finding us in the appstore could sign up, subscribe, and have
their entire need experience in the app.
And so that's, uh, that'sthe point that we're at now.
(22:34):
We, we couldn't be more excited about it.
Again, whether you, your preferenceis operating from your mobile app.
So I love, you know, you want to beable to invoice your customers on
the go, send them a reminder, seeyour latest, uh, bank transactions.
Even, even, this is alwaysan amazing one to me, Randy,
somebody will go into the need.
(22:54):
and they've connected, you know, theirbank account, their kind of their core
checking for their business, theircredit card, and maybe, you know,
one of these kind of PayPal accounts.
They see them together for the first timeand realize, Oh my goodness, I don't have
to like log into Bank of America and WellsFargo and American Express, and PayPal.
To figure out what's, um, , what'swhat about right, about my expenses.
(23:19):
Um, and so we have consolidated allof that into one single app experience
and so that's what we were super
excited to announce.
Wow.
Well, congratulations on that.
Now, I do have to ask, becauseI'm an Android user, when is
the Android version coming?
So we,
Garrett (23:34):
we have an Android version of the app.
It's just, uh, we are catchingup on the whole sign up and
subscription process Okay.
With the Google
Randy (23:43):
Play Store.
All right.
In the coming weeks.
All right.
So I'll look, look forward to it then.
All right.
So it's available on the Apple store.
And is it just the, it'scalled the NEAT Mobile app.
Is that what they should search for?
If there
Garrett (23:56):
are, yes.
You could search forSearch for Neat in the.
Uh, in the app store, you willfind us, uh, very quickly and, uh,
definitely encourage you to take,
Randy (24:06):
take a test drive right through the app itself.
Yeah.
And I understand you got a 14 day freetrial on it, so that's always fun.
I like free, so I'mall, I'm all in it free.
Yeah.
Uh, very good.
Alright, so Garrett, we've talkedabout the seventh inning stretch.
Here it comes.
Are you ready?
And it's
Garrett (24:24):
time for the seventh inning Stretch.
Randy (24:29):
All right, Gary, so this is the point in the show.
I gotta ask you a little bit about,uh, I don't know, some baseball
trivia stuff, just for the fun.
Um, are you a baseball fan by chance?
Living out in Philly?
I am a baseball fan.
Garrett (24:44):
All right.
Randy (24:44):
Uh, but I, I would say
Garr (24:46):
I've, for whatever reason, the city of Philadelphia in the last
many years, transforming into a larger
Randy (24:53):
football fan.
Oh, sure.
Baseball.
Yeah.
Gar (24:56):
You know, however, You know that kid who grew up collecting baseball
cards, sticker books, all of that.
So if you've got any, you knowwho, who, you know, who led the
league in, uh, triples in 1986.
I, you know, I can tell youWillie Wilson was your guy from
the Kansas City Royals, but
Randy (25:15):
that's nice.
Nice.
That's, that's some couldhold history right there.
That's a good, that's some good data.
I'm not gonna reach it back that far.
Sorry, brother, by the way.
I Did you happen to catch, uh,Phil's Cub series that just
happened over the last weekend.
I did not,
Garrett (25:32):
unfortunately.
Yeah, we've, uh, we, we've been, youknow, excited about the Phil's prospects
since, uh, Gerardi departure, but, uh,
Randy (25:40):
no, I missed it.
Yeah, well, I, it was the Cubsswept the Phillies there in
Philadelphia the first time.
I don't know, 20 some odd yearsand, which is crazy cuz the Cubs are
challenged this year we will say at best.
So anyway, so we're gonna talkabout, kinda a little bit about the
business in baseball to kinda tieinto your niche a little bit and
(26:06):
really about the business of managing.
Season tickets.
All right.
Season people buy season tickets.
I don't know if you'veever had season tickets.
I used to be a season ticket holder.
Sometimes I'm like, What the heckdo I do with all of these tickets?
I, there's no way I cango to all of these games.
My wife wouldn't put up with it.
And so we used to give 'em away tolike employees, like, Here's staff.
(26:28):
Go have fun.
Give 'em to clients.
I still would end up havinga bunch of tickets left.
So there's a whole business around this.
Before we get into this, before it, yourmain question though, I've got a few
run up kind of little tidbits for you.
So season ticket holder, who doyou think is uh uh, the top price
(26:50):
IST stadium for season ticket?
Probably not that difficult tofigure this one out, but just,
G (26:55):
uh, I probably, I would guess Fenway Park just because of lower capacity
and, you know, very big, big payroll team.
Lots of
Randy (27:07):
revenue.
That's very logical.
I, I will have to applaud youfor that, maybe on a seat basis.
Yeah, it's, it's actually the Yankee.
Up to $17,000 for one season ticket.
That's their, one of their,ah, their top premium ticket.
But yeah,
Garrett (27:24):
it's very comfy looking seats you see behind home plate,
Randy (27:27):
I would imagine.
But very similar, right?
You've got a high, uh, payroll team, sothey gotta generate some money for that.
Uh, here's another little run up.
So MLB ranks their kind of in demandfor tickets, um, throughout, uh,
the, the seasons and, and such.
So thus far through the 2022 season,top 10 in demand MLB teams in their.
(27:53):
Tickets, You can imagine, you know,probably wouldn't be too difficult
to rattle off the number one.
I was a little surprisedby my fan favorites.
The Cubs, uh, were numberseven on this list.
Philly number nine on the list.
That actually did kinda surprise me.
Nothing against Philadelphia,but , number one, have any idea.
(28:16):
This wouldn't surprised me.
This was not one of like, you wouldthink the Yankees or the Red Sox number.
In demand.
In demand in demand.
Season ticket.
I'm
Garrett (28:25):
gonna, I'm gonna guess the last place.
Washington Nationals.
Randy (28:32):
That would be something.
Uh, the Atlanta Braves.
Now, nothing against the brands.
I mean, they're popular.
Beautiful stadium.
Yeah.
Beautiful, beautiful stadium,you know, World Series winners.
In my mind, when you always hear, youknow, the top 10, who has the most, I'm
always thinking Yankees are the Red Sox.
It's always gotta be right.
One of those.
You can't almost lose withguessing one of those people.
(28:53):
But yeah.
And the most.
On demand or in demand home openerfor this season was Red Ack versus the
Yankees on April 7th to open it up.
So, you know, Crazy.
So here's your, so we talked aboutseason tickets, so, and there's a whole.
You know, kind of business outthere in regards to season tickets.
(29:16):
So, and this is where my researchteam says, Well, you guided
from like summer shares, right?
So you're summer housing sharing, uh,business to season ticket sharing.
Okay.
You got the make, making a stretchon a connection there, but we're
trying, trying to get that.
Oh, no.
Then, all right, so here's your question.
What percent of season ticketholders share or sell their
(29:42):
tickets on third party platform?
I mean, it'sgotta be a huge number.
Uh, just, I mean, 95%, Imean, it's gotta be huge.
It, it is big.
It's bigger.
Um, it is big, less than what I thought.
And I think this will surprise me.
I mean, 80%
gains is, is a lot to commit to.
(30:05):
Yeah.
Unless you're a rabbit.
Fan of the
Garrett (30:08):
team.
Okay, maybe there
Randy (30:10):
70, 70%, uh, can you imagine 70, 70%?
So saying then that 30% ofthe people don't share or,
Garrett (30:21):
or sell or they've got their go to.
Friends that they split it up with.
Right.
That's what I was just thinking.
Who, Who needs a third party platform?
Randy (30:29):
Right?
Yeah.
So crazy.
But that's a good number, but, wow.
All right.
Well see.
That wasn't so bad, Garrett.
We, we rattled off some funbaseball facts and all that kinda
stuff, so You did well my friend.
You did well,.
Garrett (30:43):
I don't know about that.
All right, let's get back into it.
Play.
All right.
So Garrett, so you mentioned, I wannatalk a little bit more about just your
management experience, your president,your CEO of this great company right now.
You came in as you shared, really, rightat the beginning of the pandemic, right?
(31:03):
Like in May of twenties, Ithink when you That's right.
Came into the company.
I'm like, Oh my gosh, I don'teven, I can't even imagine.
Entering a new large company in that kindof a climate, uh, extremely difficult
time to start any job, I think, um,let alone be the new leader, ceo.
(31:24):
What did that look like for youand how did you begin to tackle,
I guess, the, the challenges ofthe business environment at that?
Garret (31:34):
I mean, literally one of the first things that we had to
do was figure out how to migratefrom a, what was a very office
centric culture to a remote culture.
Sure.
And I, you know, Startingit was the easy part.
We closed the office . Um, but then gogoing from there to realize that, oh my
(31:57):
goodness, we need an entirely new set ofpolicies, um, and procedures for our team.
We need to understand the implicationsof not seeing our, our colleagues.
I mean, it's, it's fascinating.
Randy.
We, we've got, you know, our second half.
Uh, kickoff meeting with theteam in person for the first
(32:20):
time next, literally next week.
And there are many members of ourteam that I've not met in person Wow.
Yet that I'm just eager to, to do so.
Uh, and you know, here, here we aretwo, two and a half years later.
And so what we found, we, I thinkwe were very fortunate that one, our
business was not heavily impacted.
(32:42):
Covid.
And two, our team really embracedthe, uh, remote, remote first working
environment and adapted very quicklyto the point where we saw, you know,
productivity, you know, even rise.
Uh, cause you know, you think abouteliminated commutes, uh, and other,
(33:02):
uh, aspects, uh, like that of, uh,How workers are doing their jobs
and yeah, it's, it's been very.
Good for the neat company, uh, overall.
Now granted there's, you know, thereare a few things for, you know, for
me, the walking around the office andbeing able to just kind of do a quick
(33:23):
check in with people kind of goes away.
And of course if you schedule ameeting with somebody, you're like,
Oh, what does he want to talk about? And I don't want or like to do.
Uh, and, and so that's, youknow, something that I certainly
miss, uh, being able to do.
But we were very fortunate that, uh,our team adapted and, and it really,
(33:45):
I really chalk it up to our leaders.
Um, and I'm sure as you, you know,talk about a lot on, on the show,
having a great team, uh, around youis just absolutely everything, uh,
in a business like the need company.
And we've been fortunate to have areally strong crop of, of leaders.
That are here.
And you know, when I came into thebusiness it was, um, you know, we were, we
(34:09):
were on the, the brink of this, you know,introducing this new holistic version of
our product that was doing so much more.
And it really required amazingleadership from our team to navigate
both that and a pandemic at the same.
Randy (34:25):
The, I, I can't even imagine the struggles with that.
You just mentioned something, One ofthe things in previous lives I worked
and was a leader in a, in a, in alarge company and I loved it just
to kind of walk around and go touchbase with the team and just like walk
in to their, Hey, how's it going?
You know, just that touch base,informal kind of create, um,
(34:48):
uh, some of that connection.
You know, when the office is closed,you know, it's very difficult to do
that, you know, and it, there is alittle bit more of a, uh, formality
if I, if you end up having to justpick up the phone and call, you know,
if I got the call from, well, Mr.
Perry just called me.
Oh my gosh, what's he want?
You know, like they're just, insteadof the, Hey, what's going on?
(35:11):
Good to see you today.
How, how's your day going?
Right.
That, that, you know, much more informal.
Yeah.
Garrett (35:17):
Right.
Cuz today's version of thatis Oh, the, the Slack message.
Yes.
From Garrett or the Requested, you know,the calendar appointment for a zoom call.
Randy (35:28):
Yeah.
. Yeah.
All of a sudden that, that doesn'tquite have the same easy, carefree
feel to it is just gonna do a drop by.
I
Garrett (35:36):
just want to know how your need experience is going.
No big deal.
Yeah, exactly.
and it's hard to through all that, right?
You're like all here to makethings amazing together.
That's, uh, yeah, that'swhat I want to talk about.
Randy (35:48):
So how, how does that, so you, you made that transition kind
of working at home, as you say.
I love how you say, well,we just closed the office.
How does that.
Today, because I know in so much, andyou read so much in the headlines and
talking about, uh, remote work and,uh, how people value and what they
prefer and all of this kind of stuff.
How, what does it look like at NEAT Today?
(36:10):
Um, and I should say, how, howmany employees do you have at Neat.
As a whole, we're, it's, we're rightaround 40, uh, 40, 40 employees.
So what does that look like today in thesense of, I don't wanna say necessarily
percentage, but um, you know, you have anumber of people still working remotely,
or is everybody back in the building?
What's, uh, how, how's that make up?
(36:32):
Yeah, so
Garrett (36:33):
we, we really embraced, uh, a remote first environment.
So we, uh, we wound up notreopening our office to daily work.
You know, we, we.
We got gathered a ton of feedback fromour team members, from our, the, the
leaders that, uh, work, uh, work with us.
(36:54):
And the response was overwhelming thatpeople really did, uh, want to continue
to be remote and embrace the, thenew levels of productivity that they.
Felt strongly were a result of that.
So what we decided to do, and we'rejust just in the process of implementing
this cuz our office lease is expiringthat literally in a matter of days.
(37:20):
We did, however, pick up a sharedspace so that we can gather together.
Either as small teams or for kindof a, you know, quarterly get
together where we have the space.
But we've got tremendous flexibilitywith the arrangement that we put together
to, uh, have small teams come together,have our full team come together, but
(37:41):
primarily remain, uh, remote and continue.
To accrue the benefits thatwe've seen out of that.
Now that's, you know, I think there'ssomething particular about obviously being
a software company to be able to do that.
Uh, cuz certainly if we were, you know,working on, you know, intense projects,
you know, to drawing blueprints,things that really require you.
(38:05):
In person interaction that, youknow, a, a Zoom or a Google meet
or a a, you know, a mural boardcouldn't really bring together.
We may have made a differentdecision, but yeah, we, um, we're
very excited about the, the situationthat we have and look to continue.
Well, it
Randy (38:23):
certainly gives you a tremendous amount of flexibility.
I think clearly, justas you even outlined.
Your office space.
So I'm assuming you've let go of the,probably the larger space and have
acquired something that gives you alot more flexibility as you outlined.
That's it.
And it, it
Garrett (38:38):
let us open the talent pool as well.
Yes.
So that's, you know, we were veryoriented to Southeast Pennsylvania
and so Jersey, Delaware.
Yeah.
But you know, we've, we've brought onteam members from Illinois, Atlanta.
Right.
Um, You know, contractors in,uh, even, even in Brazil, there's
(38:59):
some super talented people Right.
Um, that are on our, onour same exact time zone.
Right.
Uh, and are super talentedcoders, uh, that we, we identified
again during the, during
Randy (39:10):
the pandemic.
Yeah.
So it really does.
I, That's the other asra.
I was like, Hey, so all of this issue.
Staffing shortages and such.
You instead of being in a muchmore regionalized area, it
allowed you to really expand.
Um, and we're similar.
All of my staff is all remote,so we used to have a much larger
(39:31):
office pandemic hit a few monthslater we did the exact same thing.
We downsized our office and now it'sjust me in the office basically.
And then everybody else isremote and dials in and we,
That's kind of fun, I guess.
So.
Good for you.
So what do you see aroundthe corner for need?
So you just released this great new.
You got other stuff, othertricks up your sleeve there, Mr.
(39:53):
President?
Well, we do.
So we've
Garrett (39:55):
released the new app.
Uh, we've announced this, you know, I,I think very exciting differentiator
in, uh, in payment fees, uh, that the, Ithink it will, um, Uh, you know, really
position us, uh, well in the industry,particularly for those that are, you know,
billing, billing primarily for their time.
Uh, so consultants, freelancers,uh, side hustlers, et et cetera.
(40:19):
And, uh, we, we plan to just continueto reach into those marketplaces
and tell our story and let them knowthat, you know, whether you are.
You know, just getting your business goingand you're trying to figure out what, what
does it mean to be financially organized?
Uh, or you've kind of built a,a, a system of your own that
Randy (40:42):
might be working
Garrett (40:43):
for you, but you know, maybe you've, maybe an, an
error caught you by surprise.
Uh, that it's, it's amazing when wehear our customers talk about, We
resolved errors for them and that morethan paid for the subscription itself.
But we we're just gonna continue to, uh,bring our message into the marketplace,
(41:05):
serve more and more outstanding, uh, smallbusiness owners, uh, and continue to, um,
build upon the, the awesome experiencethat is, uh, the neat platform, right.
Randy (41:17):
Nice.
I loved as well.
I'm gonna go back, You mentioned howyou referred to your, uh, team members,
Needers . I loved, I love that.
That was great.
So I wanna remind our folks somany of our listeners are small
business owners, entrepreneurs.
Uh, they can find the neat companyand their product services@neat.com.
(41:42):
And we'll have these links aswell down in the show notes.
Uh, also don't forgetthe new app that's out.
Go to the apple.
App store, look forneat and sign up there.
14 day free trial with that.
Very fun.
Okay, Garrett, so here we are,we're at the bottom of the ninth
and this is where I have fun.
I get to ask, uh, what advice doyou have for rookies in the game?
(42:06):
So you're this, uh, old grizzled,uh, veteran managing business and
finances since the Jersey Shore days.
What, what kind of advice do you have forbusinesses who are just starting out in
the game or maybe who are already havetheir business and are just looking for
some, some words of wisdom, some guidance.
(42:27):
Yes.
Number one always
Garre (42:28):
is, uh, health, a healthy obsession with your customers, uh,
and how they interact with you andwhat their needs and interests are.
I've found whether I'm working witha very large enterprise or a very,
even a smallest of business owners,Things, challenges happen and it's
how you respond to those challengesthat make all the difference.
(42:53):
You can, uh, you know, make mistakes,uh, have errors that things, things
happen, but it's, uh, how you respond.
Uh, that shows that your customer,your, your true grit and that they,
uh, appreciate and that's whatbuilds a long lasting relationships.
Uh, and.
Tell them, tell themwhat's, what's happening.
Uh, they appreciate absolute openness,uh, candor, honesty, et cetera.
(43:18):
And then, you know, back to thatconcept of team, team members,
teammates, needers in our case.
Surrounding yourself, would the thebest people that you can find, uh, makes
all the difference, uh, in business?
In, in my experience, and I've beenfortunate to have so many great
people that have been colleagues andpartners and customers, uh, over time
(43:41):
has been very, Very fulfilling forme and, uh, hopefully for them too.
Randy (43:46):
Yeah.
Yeah.
Well, obviously it's working.
It's great advice and uh, it's aformula that's been working for you
and your experiences and with Neatover the last, uh, number of years.
So that is, uh, Terrific.
I loved your first point on that,I think, which was, you know,
I hate challenges happening.
It's all about how you respond tothat and that continues to solidify
(44:08):
the relationship with your clients.
And I think that is so, so true.
Um, and almost regardlessof industry, uh, that.
Relationship with the clientis so critical and, uh,
continuing to maintain that.
So good lessons.
Well, thank you Garrett,for being on the show.
Been a lot of fun, learning aboutneat and things that you guys
(44:28):
do, and it helps support smallbusinesses and entrepreneurs.
So you taught me something aboutproperty management as well, so
Garrett (44:37):
fantastic.
All right.
Yeah, yeah, very.
Some somewhat disheveled versionof property management looking
back, but we made it work.
A lot of
Randy (44:46):
people had a lot of fun.
All right, Well, good for you.
Well, thanks again for being on the show.
And folks, that's the ball game.
Thanks for joining us today.
And if you like your show, please tellyour friends, subscribe and review,
and we'll see you around the ballpark.
Running the bases with small businessesis brought to you by, 38 Digital Market,
(45:08):
a digital marketing agency committedto client growth with lead generation,
higher conversions, and increased sales.
Connect with us today at38 digital market.com.
I'm Randy Rohde and I'm fascinated with entrepreneurs
and small business owners.
Plus, I love baseball.
Every show I sit down with a smallbusiness owner and we discuss their
running the bases of Entrepre show.
We throw the ball around on strategy,management, execution, and innovation.
(00:24):
Plus a little fun baseball.
Hey, thanks for joining us today.
Settle in, grab your crackerjacks, and you know what they say.
Play ball, and it's agreat day for a ball game.
And this is Randy Rohde on runningthe bases with small businesses,
and our guest today is the Presidentand CEO at the NEAT Company.
(00:47):
Based in Philadelphia.
He graduated from Cornell Universityand dove straight into web development
and product management arenas.
Eventually starting his own firm Tron,interesting name, and after several
years he exited there and is currentlyleading the charge at the Neat Company
and we're gonna learn all about that.
(01:08):
Welcome to the show, Garrett Baird.
Garrett, glad to have you.
Great to be with you, Randy.
Yeah, very fun.
Hey, our research team always doesa fabulous job and, uh, prepares
the show for us, and they alwaysdig up the most interesting tidbits
of information on our guests.
And this one, I, I was, whenI saw this the other day, I'm
(01:29):
like, Wow, that's very cool.
And I have to ask you about this.
This is dating back to.
A New York Times article that shefound, uh, and I think the title of
it is from Fraternity President toCaptain of Summer . And, and the gist
(01:50):
of it is, so I'll tell to the listenershere, is that you essentially kind of.
Were the, the head or leader or I don'tknow what title you'd wanna give yourself,
um, but for a number of different, ofsummers, you essentially managed houses
for kind of co-sharing on the Jersey Shorefor like eight to 17 people, evidently.
(02:15):
And, uh, there's so many questions Ihave just around that, what you probably
do just to show on that subject.
But I, How did you get into that?
Tell us about.
Oh
Garrett (02:24):
man.
So, uh, that cracker jack researchthere, by the way, to your team.
So, thoughts, I, I can see my,my wife's space getting red
downstairs where she is right now.
Cause uh, that was literallythe time when, uh, when we
were first getting together.
So for years, yeah, I was, you know,just putting together a fun the summer.
(02:49):
House for a group of kind of, youknow, rowdy 20 somethings who wanted
to go, uh, go get some sunburn onthe weekend after, you know, working,
working hard during the week.
And you always needed somebody who waskind of, kind of put it together, make
sure everybody paid, figured out what thepolicies were gonna be about guests, which
(03:11):
was always a weird, controversial thing.
Yeah.
Uh, and I, I was always happy to do.
It was good fun, but, uh, eventually,you know, life takes over and, uh, you
know, uh, I met somebody very special.
Uh, we've been married now for,for 12 years, Uh, three kids later.
(03:32):
Those, uh, uh, I, I do missthose days though sometimes,
but, uh, the summer happens Fun.
Beach fund takes on a verydifferent form now, Randy.
Randy (03:40):
Yes it does.
Believe me, I, that Iknow as well with kids.
So the Jersey Shore, I don't knowif I've ever spent any time actually
on the Jersey shore, but I'm justimagining, you know, it's beach and
uh, and your experience is interesting.
So, When I was in college, I lived ina house with, you know, we always had
people coming and going, um, duringthe summers in college like that.
(04:03):
But you, what you're describing,you're were like kind of, I'll
call them young professionals.
I mean, these are people who actuallyhad some money and who had jobs and
they're like, Hey, we wanna live outon the Jersey shore for the summer.
And just had some, I'm guessing, Probablyhave some very fun summer stories.
Uh, probably some you, you, youcan't share, but, uh, precisely.
(04:28):
Yeah.
, Garrett (04:30):
yes.
But, uh, I remember the, you know,that kind of Memorial Day weekend
getting down there to get everythingorganized and, uh, you know, I.
Couple of, uh, couple of the people in theshore house making that big trip to Costco
and figuring out, uh, what we were gonnastock the house with and get ready for a
(04:50):
great summer was, uh, it was just bring,brings back somebody.
Fun.
How did you bring the people together?
I mean, so this was, had to be like,some probably you knew, but I'm
guessing as well there were justsome that you just met or something.
Friends,
Garrett (05:04):
acquaintances, and, you know, sometimes when we.
Yeah, we'd get these, these homes with,you know, four and five, uh, bedrooms
and you, you'd sleep kind of maybe twoor three people to a bedroom depending on
who was gonna be around whatever weekend.
These were just fr friends, and thenwe of course, had to recruit people at
times to come in and make sure that wecould make, make the, the financials meet
(05:29):
and make it affordable for everybody.
But you had to do that in the wintertime.
Yeah.
Before you committed to a full summerin, you know, a particular house.
So this was, this was like monthsof planning in the making to make it
all work, but always so, so worth it.
So many like amazing memories withOh, with good friends, you know,
(05:50):
all of whom we still stay in touch.
So you were the guy though.
You know, so many have just goneon to their own lives and families
that you just, you do kind of,uh, grow up out of this org, this
Randy (06:04):
Eventually, eventually we do grow up.
Yes.
So, but you were like thebusiness head of this, I guess.
I, I don't know if you.
Had a title or not, but you know, whenyou start talking about, you know,
we had to make the financials work.
I mean, you're talking like a realbusiness guy here around this,
Ga (06:23):
this is the, it was, I mean, between rules and spreadsheets, uh,
to, you know, collecting the, themoney, making sure every, every,
uh, buddy was, was, uh, on par.
Uh, if.
Things got outta control.
Who, who's it gonna fall backon to get things in order?
That, that was me.
Randy (06:43):
Good.
Good experience for you.
Yeah.
So as you move from, was a greatexperience as you move from that business
management, , I guess, to your currentrole as CEO of a, of a very large company.
Quite a transition.
So tell us a little bit about, uh,the neat company, what it is that
you guys do, uh, product servicesthat you offer, how you support
(07:05):
small businesses and entrepreneurs.
Garrett (07:08):
Yeah, so the, the neat companies, especially a 20 year old
business, uh, I've, uh, I've been withthe organization for just about two and
a half years, and I, I came to the, I,I've known the business for a long time,
been based in Philadelphia like I am.
And many people will remember the neatcompany for, uh, for our scanners.
(07:31):
Uh, so the NEAT Receipt Scanner was verypopular with, uh, Road Warriors and, uh,
small business owners in their home todo quick scanning of receipts, invoices,
uh, any other kinds of documents.
and the company eventually coupled thatwith a fantastic cloud backup service.
(07:52):
One of the first of its kind, uh,that had a monthly subscription to it.
So, you know, we started buildingrelationships with our customers
that were, you know, morethan just a one time purchase.
It was, uh, an ongoing relationshipwith their customer and the value
of being all your data will bethere accessible from any kind of
device, but still with the amazing.
(08:14):
Full data parsing that.
We've always been really good at that.
That's always one ofthe surprising things.
Um, after somebody scans in say areceipt or a, a customer contract,
uh, or you know, their organizationaldocuments, uh, if they're formed in,
you know, an LLC or something like that,they see the PDF that gets produced
(08:37):
and they're like, Wait a minute, Ican like highlight the text on this.
and I can search theentire contents of this.
So we have always been amazingly strong,uh, at parsing documents, uh, and
helping our customers organize them.
And we knew, you know, fast forwarding tothree years ago, Uh, that we always wanted
(08:59):
to expand, uh, on that capability andcontinue to serve small business owners,
uh, in new and even more valuable ways.
Uh, and so that's when we looked atthings like, Oh, alright, you know,
we're, we're pretty heavy into.
Uh, capturing receipts.
Uh, so maybe so, you know, just basicexpense management and reporting,
(09:21):
kind of like the expense five of theworld at the time, or, uh, concur, but
then decided to take it a step evenfurther and take a fresh, simplified
approach to basic accounting.
For very small business owners and, youknow, while the, you know, QuickBooks,
FreshBooks, waves of the world are outthere, we found that most people in
(09:44):
our niche are either operating their,you know, financial metrics out of a
spreadsheet, oftentimes a template thatthey've just downloaded from the internet
and kind of created their own system outof, or they're literally running their
business out of their online banking.
In an account that has, you know,mingled personal transactions and
(10:07):
their business transactions andthey're just kind of kinda winging it.
Cuz as, as you can probably appreciate,Randy, nobody started their business
to become an accounting and bookkeepingexpert unless you started an accounting or
Randy (10:21):
bookkeeping company.
Yeah, it was, Unlessthat's your love, but yeah.
That is.
Uh, so we have
now moved into, uh, this spaceto make, uh, you know, overall financial
organization so easy for our customers.
Whether you are literally a sidehustler, just kind of getting, uh,
(10:42):
uh, supplementing your income ontop of your day job, uh, or all
the way up to, you know, you're.
Uh, you know, multi person business,um, whether that's, um, whether
that's as a, as a creative, uh, soyou're, you know, serving clients
or, uh, you are out doing, uh, doinggreat work, uh, in the world, cutting
(11:02):
lawn, cutting hair, whatever it is.
Uh, our system gives, you know,we really wanted to focus on.
Neat as not just a company name, but theexperience itself, getting financially
organized and doing it easily withouthaving to know, or for even to matter.
(11:24):
What's a journal entry, right?
What's the general ledger?
What is, um, how do I depreciate an asset?
For most of our customers who arejust concerned about their cash flow,
what are my, you know, ins and outs?
Can I go and, you know,take on a new client?
Can I hire an employee?
(11:44):
Those things don't matter.
And so we, we, we havemade it super simple.
To manage the cash into your business,the cash outta your business, and your
reporting obligations to the government.
And then in between, we wannamake it super easy for you to
see the health of your business
right along the way.
Right?
That's it.
(12:04):
Oh.
I will say that as one of those people,like I didn't start a business so that I
could run accounting because I hate foryears I have hated, and I would stack
up literally like the year's worth of.
Uh, journal entries because Ihate, And then I would like,
(12:26):
Oh, I would hate the time.
I have to spend likethree days just focused.
That's all I did was journal entry.
And finally I just like,I'm done with this.
And we brought in, or essentially Ishould say we outsourced all of that
bookkeeping and, um, all of that because.
Exactly.
(12:46):
I'm, I don't wanna be an accountantand that's not, and I hate doing it.
I'd much rather focus on clientsand, uh, and our services that we do.
And I've gotta imagine that most smallbusiness owners are in the same position.
I mean, there's so many other thingsthat we're always end up dealing
with, uh, that accounting is justone of the, the last aspects of it.
(13:08):
But I will tell you.
Even for me, as much as I deplored it, Ialways had this reluctance still about it,
kind of these objections, and I'm gonnathrow out some of them to you and maybe
you can address them to assuage the, uh,reticence of some of our listeners who are
thinking like, ah, do I, do I wanna, youknow, I did this probably for two years,
(13:30):
like, do I wanna outsource this or not?
One of those was like, So outsourcebookkeeping services are too expensive.
So
Ga (13:40):
going back to something that you said, you know, while people, you
know are allowed to be doing theiraccounting, We've found from our,
you know, just serving our customers,they are very interested, however,
in what it can tell them right.
About their business.
And so we wanna bridge thatgap as easily as we can.
(14:00):
And Sure.
Does it cost money to, uh, get this going?
Yes.
But we try to keep our fees very.
There are some digital accountingsolutions where you'll pay, you
know, hundreds of dollars a monthand they'll get, you know, the,
uh, here, everything's done.
And we've, we've had many of our customerssay, Well, no, I don't want it all done.
(14:21):
I'm, you know, happy to do thecategorization and the customer billing.
In fact, I've.
You know, that's, if you can make thateasy for me by making the workflow
simple, uh, making sure that I can dothe same thing on the, uh, on the web as
I can in your mobile app, I'm happy todo all, all that work myself because I'm
interested in, in what it can tell me.
(14:43):
So when it, when itcomes to the, the value.
We keep our costs very low.
You know, you look at, you can goright to neat.com and see that our
solution, for example, we've, youknow, kept that very simple as well.
One single price, 24 bucks amonth for an annual subscription.
And we've, we've actually introducedsomething very interesting
(15:03):
that this show would be one of.
First, uh, introductions, uh,of this, which is for years
the payment fees that have beenassociated with electronic invoices.
And so we, you know, we enable ourcustomers to right, build their customers.
And we've seen, you know,many, uh, of our customers our.
Selling and billing for their time,whether they're, you know, creatives,
(15:27):
uh, or they independent consultants,web designers, web developers.
But anyway, they have in common is they'rebilling for their time and when they send
an electronic invoice to their customers,so many, uh, still are kind of doing that
attached Word document and waiting for thepaper check to arrive, uh, in the mail.
And we digitize that entire process.
(15:50):
Others do.
And for years, the bank transactions.
So, you know, customers, how areclients have a choice, All right?
Do you want to allow your customers topay you with a credit card or debit card,
or do you want to do a bank transaction?
And they've always hadfees associated with them.
You know, the card fees are are standard.
So you know, Visa, MasterCard kindof never let you get away with.
(16:11):
Uh, you know, paying anything belowthe, the industry standard there.
But the bank transactions have always beeninteresting to me, cuz, uh, my background
has been in, in billing and paymentsfor years in the software business.
Mostly, mostly in the enterprise, butwhen we look at bank transactions,
the going rate of 1% has always been,you know, the, just the industry
(16:32):
standard in digital accounting.
We, we wanna turn that on.
Its.
So we, we are introducing and have justintroduced no fee, uh, ACH transactions,
bank transactions into the market.
So literally, if you are somebodywho's a creative and perhaps
you're, you know, billing ahandful of customers, a thousand,
$2,000 a month, those can add up.
(16:54):
Yeah.
Uh, pretty quickly.
And it gets to the point where, Oursubscription can actually pay for itself
if you've been using, if you've beenusing a solution, another solution to
collect those payments electronically.
Uh, so we're delighted with thatand that makes the expense equation
very favorable to our clients,uh, which we're happy, Happy.
(17:16):
Very happy
Randy (17:17):
about.
Well, and so as you kind ofmapped out like your pricing
structure, like 25 bucks a month,basically, and this is what I did.
It was like, so if I was spending,if I'm gonna spend $300 a month
or a a, a year, So I went back andI'm like, Well, what is my time?
How much, how much timehave I been spending?
(17:38):
And it was an easy, easy calculation.
Like, Oh my gosh, my time is wellworth more than, uh, what I would be
paying from a, an outsourced expense.
So I, I cleared that hurdle.
The other hurdle that ittook me a minute to get over
though, was I just always have.
Paranoia about security, right?
(17:59):
So the security risk of my own financialinformation and then as well for
my clients as well and their data.
How did you guys address that?
What do you guys do?
Garrett (18:09):
Yeah, so with need, you know, given our history in scanning
and storing sensitive data, thishas always been top of mind for us.
So we have always implementedinto our technology stack.
The, uh, all of the, uh, latest.
Security, uh, technology, you'lloften see the phrase, and we use
it too because it's, uh, it's, it'sthe right way to think about it.
(18:32):
Bank level security that weprovide to our customers.
And we've been doing thatfor, you know, 20 years.
So we are, this is not new tous, uh, implementing all of these
security best practices, uh, thatour customers have come to expect.
And yeah, when, when you see.
Things like, Hey, connecting,connect up your bank account
(18:56):
and stream in your transactions.
Many of our customers do adouble take on that for sure.
So we want to, you know, always bereassuring them that we don't store
your bank credentials on our side.
This data is, uh, highlyencrypted and, uh, it's, it's
not, you know, not, not at risk.
That being said, Somestill hesitate to that.
(19:18):
So we, we've actually introducedsomething into our product that just
lets you do a full demo test driveof test transactions in there so you
can see what the experience is likewithout having to make that connection.
And it becomes obvious, uh, thenfor many of our customers, Oh,
that's, What happens with the data.
Got it.
Mm-hmm.
and, uh, that will often clear
Randy (19:40):
the hurdle for them.
Nice.
I'm gonna ask you, do you guyshave, and I'm almost embarrassed
because I didn't look at thismyself before we started talking.
Do you have an online integration,meaning a website backend integration?
So for people that are doing eCommerce or.
Selling things so that essentially it's a,uh, a transaction front end, uh, process.
Garrett (20:06):
We've been primarily focused on service based businesses.
Okay.
But for those that are selling goods,if you've got a PayPal account,
for example, uh, that is, you know,kind of your main source of where.
Sales are being made.
Uh, yes, you can absolutelyconnect that in as well.
So we've got kind of a selectnumber of, uh, integrations that
(20:29):
we have that have out of the box.
But you'll see, you know, many of,most of our customers are kind of in
that freelancer independent consultant.
So entrepreneur.
Yeah.
Uh, Own.
And so they're very interested in beingable to quickly and easily build their
customers for their time, get the handfulof expenses that they have organized,
(20:50):
feel prepared for taxes, and also getthose insights like, am I in a position
where I can take on that next big project?
Can I hire somebody else into my.
So those are the kinds of insightsthat we're able to provide
Randy (21:04):
to those customers.
Yeah, that's nice.
I, we'll have to, uh, explore, uh, someof your, uh, solutions because we build
a lot of different websites for variousclients that have some form of eCommerce
at times, and they're typically areintegrating things like WooCommerce
or BigCommerce and then utilizingeither PayPal or Stripe as a process.
(21:29):
And, uh, so we'll see.
We'll look at that on our end.
It's like, wow, this could bea, a nice offering potentially
for some of our clients as well.
I'm gonna let you celebratesomething here as uh, as well.
So you just recently, cuz I got thepress release actually, which was
great, that NEAT launches mobile.
(21:50):
That puts total financial managementinto the hands of small business owners.
So this was just literally afew days ago actually, that you
announced the launch of this.
You wanna talk about that?
Yeah, something
we're absolutely delighted about.
So we have been investingheavily in our mobile experience.
So me traditionally has been, um, Youknow, it's a web based experience.
(22:12):
We've always had a a mobile app thatwas kind of a companion to your need
experience, but we wanted to get to aposition where we felt a customer who
was finding us, finding us in the appstore could sign up, subscribe, and have
their entire need experience in the app.
And so that's, uh, that'sthe point that we're at now.
(22:34):
We, we couldn't be more excited about it.
Again, whether you, your preferenceis operating from your mobile app.
So I love, you know, you want to beable to invoice your customers on
the go, send them a reminder, seeyour latest, uh, bank transactions.
Even, even, this is alwaysan amazing one to me, Randy,
somebody will go into the need.
(22:54):
and they've connected, you know, theirbank account, their kind of their core
checking for their business, theircredit card, and maybe, you know,
one of these kind of PayPal accounts.
They see them together for the first timeand realize, Oh my goodness, I don't have
to like log into Bank of America and WellsFargo and American Express, and PayPal.
To figure out what's, um, , what'swhat about right, about my expenses.
(23:19):
Um, and so we have consolidated allof that into one single app experience
and so that's what we were super
excited to announce.
Wow.
Well, congratulations on that.
Now, I do have to ask, becauseI'm an Android user, when is
the Android version coming?
So we,
Garrett (23:34):
we have an Android version of the app.
It's just, uh, we are catchingup on the whole sign up and
subscription process Okay.
With the Google
Randy (23:43):
Play Store.
All right.
In the coming weeks.
All right.
So I'll look, look forward to it then.
All right.
So it's available on the Apple store.
And is it just the, it'scalled the NEAT Mobile app.
Is that what they should search for?
If there
Garrett (23:56):
are, yes.
You could search forSearch for Neat in the.
Uh, in the app store, you willfind us, uh, very quickly and, uh,
definitely encourage you to take,
Randy (24:06):
take a test drive right through the app itself.
Yeah.
And I understand you got a 14 day freetrial on it, so that's always fun.
I like free, so I'mall, I'm all in it free.
Yeah.
Uh, very good.
Alright, so Garrett, we've talkedabout the seventh inning stretch.
Here it comes.
Are you ready?
And it's
Garrett (24:24):
time for the seventh inning Stretch.
Randy (24:29):
All right, Gary, so this is the point in the show.
I gotta ask you a little bit about,uh, I don't know, some baseball
trivia stuff, just for the fun.
Um, are you a baseball fan by chance?
Living out in Philly?
I am a baseball fan.
Garrett (24:44):
All right.
Randy (24:44):
Uh, but I, I would say
Garr (24:46):
I've, for whatever reason, the city of Philadelphia in the last
many years, transforming into a larger
Randy (24:53):
football fan.
Oh, sure.
Baseball.
Yeah.
Gar (24:56):
You know, however, You know that kid who grew up collecting baseball
cards, sticker books, all of that.
So if you've got any, you knowwho, who, you know, who led the
league in, uh, triples in 1986.
I, you know, I can tell youWillie Wilson was your guy from
the Kansas City Royals, but
Randy (25:15):
that's nice.
Nice.
That's, that's some couldhold history right there.
That's a good, that's some good data.
I'm not gonna reach it back that far.
Sorry, brother, by the way.
I Did you happen to catch, uh,Phil's Cub series that just
happened over the last weekend.
I did not,
Garrett (25:32):
unfortunately.
Yeah, we've, uh, we, we've been, youknow, excited about the Phil's prospects
since, uh, Gerardi departure, but, uh,
Randy (25:40):
no, I missed it.
Yeah, well, I, it was the Cubsswept the Phillies there in
Philadelphia the first time.
I don't know, 20 some odd yearsand, which is crazy cuz the Cubs are
challenged this year we will say at best.
So anyway, so we're gonna talkabout, kinda a little bit about the
business in baseball to kinda tieinto your niche a little bit and
(26:06):
really about the business of managing.
Season tickets.
All right.
Season people buy season tickets.
I don't know if you'veever had season tickets.
I used to be a season ticket holder.
Sometimes I'm like, What the heckdo I do with all of these tickets?
I, there's no way I cango to all of these games.
My wife wouldn't put up with it.
And so we used to give 'em away tolike employees, like, Here's staff.
(26:28):
Go have fun.
Give 'em to clients.
I still would end up havinga bunch of tickets left.
So there's a whole business around this.
Before we get into this, before it, yourmain question though, I've got a few
run up kind of little tidbits for you.
So season ticket holder, who doyou think is uh uh, the top price
(26:50):
IST stadium for season ticket?
Probably not that difficult tofigure this one out, but just,
G (26:55):
uh, I probably, I would guess Fenway Park just because of lower capacity
and, you know, very big, big payroll team.
Lots of
Randy (27:07):
revenue.
That's very logical.
I, I will have to applaud youfor that, maybe on a seat basis.
Yeah, it's, it's actually the Yankee.
Up to $17,000 for one season ticket.
That's their, one of their,ah, their top premium ticket.
But yeah,
Garrett (27:24):
it's very comfy looking seats you see behind home plate,
Randy (27:27):
I would imagine.
But very similar, right?
You've got a high, uh, payroll team, sothey gotta generate some money for that.
Uh, here's another little run up.
So MLB ranks their kind of in demandfor tickets, um, throughout, uh,
the, the seasons and, and such.
So thus far through the 2022 season,top 10 in demand MLB teams in their.
(27:53):
Tickets, You can imagine, you know,probably wouldn't be too difficult
to rattle off the number one.
I was a little surprisedby my fan favorites.
The Cubs, uh, were numberseven on this list.
Philly number nine on the list.
That actually did kinda surprise me.
Nothing against Philadelphia,but , number one, have any idea.
(28:16):
This wouldn't surprised me.
This was not one of like, you wouldthink the Yankees or the Red Sox number.
In demand.
In demand in demand.
Season ticket.
I'm
Garrett (28:25):
gonna, I'm gonna guess the last place.
Washington Nationals.
Randy (28:32):
That would be something.
Uh, the Atlanta Braves.
Now, nothing against the brands.
I mean, they're popular.
Beautiful stadium.
Yeah.
Beautiful, beautiful stadium,you know, World Series winners.
In my mind, when you always hear, youknow, the top 10, who has the most, I'm
always thinking Yankees are the Red Sox.
It's always gotta be right.
One of those.
You can't almost lose withguessing one of those people.
(28:53):
But yeah.
And the most.
On demand or in demand home openerfor this season was Red Ack versus the
Yankees on April 7th to open it up.
So, you know, Crazy.
So here's your, so we talked aboutseason tickets, so, and there's a whole.
You know, kind of business outthere in regards to season tickets.
(29:16):
So, and this is where my researchteam says, Well, you guided
from like summer shares, right?
So you're summer housing sharing, uh,business to season ticket sharing.
Okay.
You got the make, making a stretchon a connection there, but we're
trying, trying to get that.
Oh, no.
Then, all right, so here's your question.
What percent of season ticketholders share or sell their
(29:42):
tickets on third party platform?
I mean, it'sgotta be a huge number.
Uh, just, I mean, 95%, Imean, it's gotta be huge.
It, it is big.
It's bigger.
Um, it is big, less than what I thought.
And I think this will surprise me.
I mean, 80%
gains is, is a lot to commit to.
(30:05):
Yeah.
Unless you're a rabbit.
Fan of the
Garrett (30:08):
team.
Okay, maybe there
Randy (30:10):
70, 70%, uh, can you imagine 70, 70%?
So saying then that 30% ofthe people don't share or,
Garrett (30:21):
or sell or they've got their go to.
Friends that they split it up with.
Right.
That's what I was just thinking.
Who, Who needs a third party platform?
Randy (30:29):
Right?
Yeah.
So crazy.
But that's a good number, but, wow.
All right.
Well see.
That wasn't so bad, Garrett.
We, we rattled off some funbaseball facts and all that kinda
stuff, so You did well my friend.
You did well,.
Garrett (30:43):
I don't know about that.
All right, let's get back into it.
Play.
All right.
So Garrett, so you mentioned, I wannatalk a little bit more about just your
management experience, your president,your CEO of this great company right now.
You came in as you shared, really, rightat the beginning of the pandemic, right?
(31:03):
Like in May of twenties, Ithink when you That's right.
Came into the company.
I'm like, Oh my gosh, I don'teven, I can't even imagine.
Entering a new large company in that kindof a climate, uh, extremely difficult
time to start any job, I think, um,let alone be the new leader, ceo.
(31:24):
What did that look like for youand how did you begin to tackle,
I guess, the, the challenges ofthe business environment at that?
Garret (31:34):
I mean, literally one of the first things that we had to
do was figure out how to migratefrom a, what was a very office
centric culture to a remote culture.
Sure.
And I, you know, Startingit was the easy part.
We closed the office . Um, but then gogoing from there to realize that, oh my
(31:57):
goodness, we need an entirely new set ofpolicies, um, and procedures for our team.
We need to understand the implicationsof not seeing our, our colleagues.
I mean, it's, it's fascinating.
Randy.
We, we've got, you know, our second half.
Uh, kickoff meeting with theteam in person for the first
(32:20):
time next, literally next week.
And there are many members of ourteam that I've not met in person Wow.
Yet that I'm just eager to, to do so.
Uh, and you know, here, here we aretwo, two and a half years later.
And so what we found, we, I thinkwe were very fortunate that one, our
business was not heavily impacted.
(32:42):
Covid.
And two, our team really embracedthe, uh, remote, remote first working
environment and adapted very quicklyto the point where we saw, you know,
productivity, you know, even rise.
Uh, cause you know, you think abouteliminated commutes, uh, and other,
(33:02):
uh, aspects, uh, like that of, uh,How workers are doing their jobs
and yeah, it's, it's been very.
Good for the neat company, uh, overall.
Now granted there's, you know, thereare a few things for, you know, for
me, the walking around the office andbeing able to just kind of do a quick
(33:23):
check in with people kind of goes away.
And of course if you schedule ameeting with somebody, you're like,
Oh, what does he want to talk about? And I don't want or like to do.
Uh, and, and so that's, youknow, something that I certainly
miss, uh, being able to do.
But we were very fortunate that, uh,our team adapted and, and it really,
(33:45):
I really chalk it up to our leaders.
Um, and I'm sure as you, you know,talk about a lot on, on the show,
having a great team, uh, around youis just absolutely everything, uh,
in a business like the need company.
And we've been fortunate to have areally strong crop of, of leaders.
That are here.
And you know, when I came into thebusiness it was, um, you know, we were, we
(34:09):
were on the, the brink of this, you know,introducing this new holistic version of
our product that was doing so much more.
And it really required amazingleadership from our team to navigate
both that and a pandemic at the same.
Randy (34:25):
The, I, I can't even imagine the struggles with that.
You just mentioned something, One ofthe things in previous lives I worked
and was a leader in a, in a, in alarge company and I loved it just
to kind of walk around and go touchbase with the team and just like walk
in to their, Hey, how's it going?
You know, just that touch base,informal kind of create, um,
(34:48):
uh, some of that connection.
You know, when the office is closed,you know, it's very difficult to do
that, you know, and it, there is alittle bit more of a, uh, formality
if I, if you end up having to justpick up the phone and call, you know,
if I got the call from, well, Mr.
Perry just called me.
Oh my gosh, what's he want?
You know, like they're just, insteadof the, Hey, what's going on?
(35:11):
Good to see you today.
How, how's your day going?
Right.
That, that, you know, much more informal.
Yeah.
Garrett (35:17):
Right.
Cuz today's version of thatis Oh, the, the Slack message.
Yes.
From Garrett or the Requested, you know,the calendar appointment for a zoom call.
Randy (35:28):
Yeah.
. Yeah.
All of a sudden that, that doesn'tquite have the same easy, carefree
feel to it is just gonna do a drop by.
I
Garrett (35:36):
just want to know how your need experience is going.
No big deal.
Yeah, exactly.
and it's hard to through all that, right?
You're like all here to makethings amazing together.
That's, uh, yeah, that'swhat I want to talk about.
Randy (35:48):
So how, how does that, so you, you made that transition kind
of working at home, as you say.
I love how you say, well,we just closed the office.
How does that.
Today, because I know in so much, andyou read so much in the headlines and
talking about, uh, remote work and,uh, how people value and what they
prefer and all of this kind of stuff.
How, what does it look like at NEAT Today?
(36:10):
Um, and I should say, how, howmany employees do you have at Neat.
As a whole, we're, it's, we're rightaround 40, uh, 40, 40 employees.
So what does that look like today in thesense of, I don't wanna say necessarily
percentage, but um, you know, you have anumber of people still working remotely,
or is everybody back in the building?
What's, uh, how, how's that make up?
(36:32):
Yeah, so
Garrett (36:33):
we, we really embraced, uh, a remote first environment.
So we, uh, we wound up notreopening our office to daily work.
You know, we, we.
We got gathered a ton of feedback fromour team members, from our, the, the
leaders that, uh, work, uh, work with us.
(36:54):
And the response was overwhelming thatpeople really did, uh, want to continue
to be remote and embrace the, thenew levels of productivity that they.
Felt strongly were a result of that.
So what we decided to do, and we'rejust just in the process of implementing
this cuz our office lease is expiringthat literally in a matter of days.
(37:20):
We did, however, pick up a sharedspace so that we can gather together.
Either as small teams or for kindof a, you know, quarterly get
together where we have the space.
But we've got tremendous flexibilitywith the arrangement that we put together
to, uh, have small teams come together,have our full team come together, but
(37:41):
primarily remain, uh, remote and continue.
To accrue the benefits thatwe've seen out of that.
Now that's, you know, I think there'ssomething particular about obviously being
a software company to be able to do that.
Uh, cuz certainly if we were, you know,working on, you know, intense projects,
you know, to drawing blueprints,things that really require you.
(38:05):
In person interaction that, youknow, a, a Zoom or a Google meet
or a a, you know, a mural boardcouldn't really bring together.
We may have made a differentdecision, but yeah, we, um, we're
very excited about the, the situationthat we have and look to continue.
Well, it
Randy (38:23):
certainly gives you a tremendous amount of flexibility.
I think clearly, justas you even outlined.
Your office space.
So I'm assuming you've let go of the,probably the larger space and have
acquired something that gives you alot more flexibility as you outlined.
That's it.
And it, it
Garrett (38:38):
let us open the talent pool as well.
Yes.
So that's, you know, we were veryoriented to Southeast Pennsylvania
and so Jersey, Delaware.
Yeah.
But you know, we've, we've brought onteam members from Illinois, Atlanta.
Right.
Um, You know, contractors in,uh, even, even in Brazil, there's
(38:59):
some super talented people Right.
Um, that are on our, onour same exact time zone.
Right.
Uh, and are super talentedcoders, uh, that we, we identified
again during the, during
Randy (39:10):
the pandemic.
Yeah.
So it really does.
I, That's the other asra.
I was like, Hey, so all of this issue.
Staffing shortages and such.
You instead of being in a muchmore regionalized area, it
allowed you to really expand.
Um, and we're similar.
All of my staff is all remote,so we used to have a much larger
(39:31):
office pandemic hit a few monthslater we did the exact same thing.
We downsized our office and now it'sjust me in the office basically.
And then everybody else isremote and dials in and we,
That's kind of fun, I guess.
So.
Good for you.
So what do you see aroundthe corner for need?
So you just released this great new.
You got other stuff, othertricks up your sleeve there, Mr.
(39:53):
President?
Well, we do.
So we've
Garrett (39:55):
released the new app.
Uh, we've announced this, you know, I,I think very exciting differentiator
in, uh, in payment fees, uh, that the, Ithink it will, um, Uh, you know, really
position us, uh, well in the industry,particularly for those that are, you know,
billing, billing primarily for their time.
Uh, so consultants, freelancers,uh, side hustlers, et et cetera.
(40:19):
And, uh, we, we plan to just continueto reach into those marketplaces
and tell our story and let them knowthat, you know, whether you are.
You know, just getting your business goingand you're trying to figure out what, what
does it mean to be financially organized?
Uh, or you've kind of built a,a, a system of your own that
Randy (40:42):
might be working
Garrett (40:43):
for you, but you know, maybe you've, maybe an, an
error caught you by surprise.
Uh, that it's, it's amazing when wehear our customers talk about, We
resolved errors for them and that morethan paid for the subscription itself.
But we we're just gonna continue to, uh,bring our message into the marketplace,
(41:05):
serve more and more outstanding, uh, smallbusiness owners, uh, and continue to, um,
build upon the, the awesome experiencethat is, uh, the neat platform, right.
Randy (41:17):
Nice.
I loved as well.
I'm gonna go back, You mentioned howyou referred to your, uh, team members,
Needers . I loved, I love that.
That was great.
So I wanna remind our folks somany of our listeners are small
business owners, entrepreneurs.
Uh, they can find the neat companyand their product services@neat.com.
(41:42):
And we'll have these links aswell down in the show notes.
Uh, also don't forgetthe new app that's out.
Go to the apple.
App store, look forneat and sign up there.
14 day free trial with that.
Very fun.
Okay, Garrett, so here we are,we're at the bottom of the ninth
and this is where I have fun.
I get to ask, uh, what advice doyou have for rookies in the game?
(42:06):
So you're this, uh, old grizzled,uh, veteran managing business and
finances since the Jersey Shore days.
What, what kind of advice do you have forbusinesses who are just starting out in
the game or maybe who are already havetheir business and are just looking for
some, some words of wisdom, some guidance.
(42:27):
Yes.
Number one always
Garre (42:28):
is, uh, health, a healthy obsession with your customers, uh,
and how they interact with you andwhat their needs and interests are.
I've found whether I'm working witha very large enterprise or a very,
even a smallest of business owners,Things, challenges happen and it's
how you respond to those challengesthat make all the difference.
(42:53):
You can, uh, you know, make mistakes,uh, have errors that things, things
happen, but it's, uh, how you respond.
Uh, that shows that your customer,your, your true grit and that they,
uh, appreciate and that's whatbuilds a long lasting relationships.
Uh, and.
Tell them, tell themwhat's, what's happening.
Uh, they appreciate absolute openness,uh, candor, honesty, et cetera.
(43:18):
And then, you know, back to thatconcept of team, team members,
teammates, needers in our case.
Surrounding yourself, would the thebest people that you can find, uh, makes
all the difference, uh, in business?
In, in my experience, and I've beenfortunate to have so many great
people that have been colleagues andpartners and customers, uh, over time
(43:41):
has been very, Very fulfilling forme and, uh, hopefully for them too.
Randy (43:46):
Yeah.
Yeah.
Well, obviously it's working.
It's great advice and uh, it's aformula that's been working for you
and your experiences and with Neatover the last, uh, number of years.
So that is, uh, Terrific.
I loved your first point on that,I think, which was, you know,
I hate challenges happening.
It's all about how you respond tothat and that continues to solidify
(44:08):
the relationship with your clients.
And I think that is so, so true.
Um, and almost regardlessof industry, uh, that.
Relationship with the clientis so critical and, uh,
continuing to maintain that.
So good lessons.
Well, thank you Garrett,for being on the show.
Been a lot of fun, learning aboutneat and things that you guys
(44:28):
do, and it helps support smallbusinesses and entrepreneurs.
So you taught me something aboutproperty management as well, so
Garrett (44:37):
fantastic.
All right.
Yeah, yeah, very.
Some somewhat disheveled versionof property management looking
back, but we made it work.
A lot of
Randy (44:46):
people had a lot of fun.
All right, Well, good for you.
Well, thanks again for being on the show.
And folks, that's the ball game.
Thanks for joining us today.
And if you like your show, please tellyour friends, subscribe and review,
and we'll see you around the ballpark.
Running the bases with small businessesis brought to you by, 38 Digital Market,
(45:08):
a digital marketing agency committedto client growth with lead generation,
higher conversions, and increased sales.
Connect with us today at38 digital market.com.
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