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Transcript for From Foster Care to Security CEO | Gabriel Covarrubias Is Securing the Future

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Gabriel Covarrubias: One of the big shifts that our

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Gabriel Covarrubias: manufacturers implemented in the last few

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Gabriel Covarrubias: months is now, instead of looking through

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Gabriel Covarrubias: video, we can talk or text into our VMS

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Gabriel Covarrubias: software and we could say I'm looking for a

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Gabriel Covarrubias: gentleman with a white t-shirt and blue

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Gabriel Covarrubias: jeans on and blonde hair, and it's going to

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Gabriel Covarrubias: pull up that video in seconds.

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Gabriel Covarrubias: Oh my gosh.

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Gabriel Covarrubias: And it's going to scrub all of the cameras

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Gabriel Covarrubias: on that account or the selected cameras

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Gabriel Covarrubias: that you choose from.

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Gabriel Covarrubias: So, going to that video investigation piece,

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Gabriel Covarrubias: we've really expedited that process tenfold.

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Mark Haney: That's incredible.

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Mark Haney: That is yes.

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Mark Haney: This is the Mark Haney Show, on a mission

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Mark Haney: to ignite the entrepreneurial revolution

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Mark Haney: right here in the hometown we love.

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Mark Haney: We do that by building the Backyard

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Mark Haney: Advantage, which is really working on

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Mark Haney: building the most connected community in

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Mark Haney: the world for local entrepreneurs.

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Mark Haney: It's based around this culture of love and

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Mark Haney: you know I love entrepreneurs and sharing

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Mark Haney: the story of entrepreneurs is something

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Mark Haney: that I feel like the most successful

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Mark Haney: entrepreneurs should be on a pedestal and

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Mark Haney: we need to share their story so it inspires

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Mark Haney: the next one in line, and so today that is

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Mark Haney: what we are doing.

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Mark Haney: We have Gabriel Covarrubias.

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Mark Haney: Did I pronounce your name right?

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Gabriel Covarrubias: Yeah, that's really close Covarrubias.

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Gabriel Covarrubias: Thank you.

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Mark Haney: Covarrubias, and you know we have kind of

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Mark Haney: got to know each other.

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Mark Haney: We met each other at a UCP fundraiser a few

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Mark Haney: months back and it turns out we are kind of

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Mark Haney: from the same industry initially security

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Mark Haney: cameras, and there was a little bit of a

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Mark Haney: bond over that, but we just started bonding

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Mark Haney: too over family and discussing kind of like

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Mark Haney: some of the things that dads and I'm a

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Mark Haney: grandpa now as well, but you know that we

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Mark Haney: go through and dogs.

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Mark Haney: So you're a dog guy and I wouldn't call

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Mark Haney: myself a dog guy, that we go through and

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Mark Haney: dogs.

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Mark Haney: So uh, yeah, so you're a dog guy and I

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Mark Haney: wouldn't call myself a dog guy, but we've

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Mark Haney: got a bunch of dogs at our property.

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Mark Haney: So, uh, uh, I want to start the show by

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Mark Haney: talking a little bit about that, because I,

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Mark Haney: we started the show before you and I really

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Mark Haney: got into this and for the audience, this is

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Mark Haney: how it came up.

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Mark Haney: So about 40 minutes ago, you know, we had

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Mark Haney: just celebrated a nice family win.

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Mark Haney: I went home, worked out and, you know, sat

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Mark Haney: in the sauna.

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Mark Haney: I get up and decide I'm going to go for a

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Mark Haney: ride in my Jeep with my wife because we're

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Mark Haney: getting some new gates put on the you know,

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Mark Haney: at our property, and so I jump in the Jeep

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Mark Haney: to drive her across to go look at it.

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Mark Haney: And we have, like there's a bunch of dogs

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Mark Haney: on the property but there's like three or

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Mark Haney: four of them like to chase the Jeep and so

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Mark Haney: they're chasing the Jeep and I'm going

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Mark Haney: pretty slow and so we look at the gates and

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Mark Haney: we're pulling away.

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Mark Haney: I'm going maybe like one mile an hour and

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Mark Haney: this one dog, that's like super fast.

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Mark Haney: All of a sudden I hear yelping oh no, what

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Mark Haney: happened?

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Mark Haney: I could feel it under the Jeep, the dog had

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Mark Haney: got under the Jeep somehow and I was only

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Mark Haney: going about one mile an hour.

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Mark Haney: But the dog comes out limping and I just

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Mark Haney: felt like crap.

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Mark Haney: Went to put the dog in the Jeep so we could

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Mark Haney: take it to the vet or get it checked out or

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Mark Haney: whatever.

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Mark Haney: And it was my son's dog and it bit me and

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Mark Haney: so I've got this bandage and so I scrambled

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Mark Haney: to get here in the show, um, while

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Mark Haney: everybody's dealing with the dog taking it

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Mark Haney: to the vet.

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Mark Haney: But, um, just, you know life of, uh, you

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Mark Haney: know real world life.

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Mark Haney: You know entrepreneurs and you know we all

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Mark Haney: have these things that like, uh, great day

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Mark Haney: becomes this, you know really bad day and

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Mark Haney: now it's a great day again because I'm

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Mark Haney: talking to Gabe, but, um, anyway, thanks

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Mark Haney: for coming on the show, but you have a lab

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Mark Haney: and a golden retriever, yeah, yeah.

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Gabriel Covarrubias: So I've got two senior dogs, I like to call

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Gabriel Covarrubias: them.

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Gabriel Covarrubias: I've got my rescue.

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Gabriel Covarrubias: She's approximately 13 years old.

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Gabriel Covarrubias: She's our golden retriever.

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Gabriel Covarrubias: Uh, absolutely love her.

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Gabriel Covarrubias: We've had her for about five years.

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Gabriel Covarrubias: And then our family dog that we got when he

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Gabriel Covarrubias: was a puppy, it's our black lab.

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Gabriel Covarrubias: He turns 10 in October, so interesting.

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Mark Haney: I've been bit one other time in my life and

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Mark Haney: it was by a black lab, but we have three

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Mark Haney: yellow labs, so they're white, whitish in

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Mark Haney: color.

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Mark Haney: What's the demeanor of your black lab?

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Mark Haney: Is that a?

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Mark Haney: It sounds like a 10-year-old dog.

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Mark Haney: Is it super friendly towards people and

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Mark Haney: that kind of thing.

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Gabriel Covarrubias: Yeah, super, super friendly.

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Gabriel Covarrubias: This guy will lick your hand, although far

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Gabriel Covarrubias: from biting it.

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Gabriel Covarrubias: Wow.

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Gabriel Covarrubias: And what's interesting about him?

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Gabriel Covarrubias: At 10 years old, anytime he meets somebody

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Gabriel Covarrubias: you think it's the first time he's ever

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Gabriel Covarrubias: been introduced to humans Because he gets

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Gabriel Covarrubias: so excited about any new scent he just like

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Gabriel Covarrubias: will just start like not really barking,

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Gabriel Covarrubias: but kind of yapping with excitement, almost

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Gabriel Covarrubias: like a cry like pet me, pet me, please give

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Gabriel Covarrubias: me attention.

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Mark Haney: Oh, wow Sounds like a super cool dog and

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Mark Haney: our three yellow labs sounds like they have

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Mark Haney: a very similar demeanor.

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Mark Haney: They're super friendly.

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Mark Haney: They bark at the Amazon guy or whatever,

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Mark Haney: but then he comes up and they're all happy

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Mark Haney: to see him.

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Mark Haney: Actually, they're just barking.

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Mark Haney: I don't know why.

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Gabriel Covarrubias: Yeah, same with this guy.

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Gabriel Covarrubias: He barks to make noise, but if he actually

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Gabriel Covarrubias: sees a person, he's just going to run up to

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Gabriel Covarrubias: you and want you to pat on the back.

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Mark Haney: What made you decide to rescue the dog?

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Mark Haney: Did you grow up being a dog lover type guy?

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Gabriel Covarrubias: Yeah, interesting story.

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Gabriel Covarrubias: So my wife and I are just total animal

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Gabriel Covarrubias: people and that that's you know, gone down

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Gabriel Covarrubias: to our children.

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Gabriel Covarrubias: Uh, the unfortunate reality is my stepmom

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Gabriel Covarrubias: passed away in 2020, and so in her wishes

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Gabriel Covarrubias: was that one of the children take care of

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Gabriel Covarrubias: her dog.

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Gabriel Covarrubias: Okay, and so that's where we inherited the

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Gabriel Covarrubias: black lab, and uh yeah, so the rest has

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Gabriel Covarrubias: been history with her.

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Gabriel Covarrubias: We brought her in immediately and she's

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Gabriel Covarrubias: been taken in as one of the family members

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Gabriel Covarrubias: and you've got little kids, so they're

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Gabriel Covarrubias: probably great with those little kids.

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Gabriel Covarrubias: Oh yeah.

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Mark Haney: Yeah, that's how our dogs are too.

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Mark Haney: It's a.

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Mark Haney: It's a good thing, and I hadn't had a dog

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Mark Haney: for a long time since my kids were younger,

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Mark Haney: and when COVID hit, we went out and got

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Mark Haney: some yellow labs and you know my wife's in

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Mark Haney: heaven.

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Mark Haney: So I'm now I know nobody's mad at me for

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Mark Haney: running over the dog, but everybody feels

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Mark Haney: really bad about it.

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Mark Haney: So it's a tough deal.

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Mark Haney: But this show is not really about running

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Mark Haney: over your dog.

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Gabriel Covarrubias: Although there are ups and downs in

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Gabriel Covarrubias: entrepreneurship.

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Mark Haney: Today was an up and a down.

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Mark Haney: It started off as a great day and now it's

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Mark Haney: ended up being this weird day.

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Mark Haney: So thanks for I know I was a couple minutes

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Mark Haney: late for the show, so thanks for sticking

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Mark Haney: around and let's share your story Now.

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Mark Haney: You built a business in security cameras,

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Mark Haney: which is intriguing to me as a security

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Mark Haney: camera guy.

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Mark Haney: Let's talk about your journey.

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Mark Haney: Tell me about this journey into

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Mark Haney: entrepreneurship, and the name of your

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Mark Haney: company is MSC Integration.

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Mark Haney: It was Mr Security Cameras, right, or is it?

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Gabriel Covarrubias: still that that is correct.

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Gabriel Covarrubias: Yeah, so it's still Mr Security Camera Inc.

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Gabriel Covarrubias: We're just doing business as MSC

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Gabriel Covarrubias: integration Gotcha, and that change

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Gabriel Covarrubias: actually came about four or five years ago

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Gabriel Covarrubias: as we started offering a lot more than just

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Gabriel Covarrubias: video surveillance and security cameras.

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Gabriel Covarrubias: The business started doing card access,

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Gabriel Covarrubias: intrusion detection systems, live video

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Gabriel Covarrubias: monitoring, anything that really

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Gabriel Covarrubias: encompasses security needed for a business,

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Gabriel Covarrubias: and so we felt a name change was necessary

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Gabriel Covarrubias: to help express kind of who we are, what we

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Gabriel Covarrubias: do and how we're going to do it.

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Gabriel Covarrubias: But the parent company is still Mr Security

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Gabriel Covarrubias: Camera Inc and we still hold true to that.

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Gabriel Covarrubias: Hence the MSC is just a play on words.

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Mark Haney: Okay, I didn't even catch what that stood

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Mark Haney: for.

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Mark Haney: Okay, well, I like the name, mr Security

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Mark Haney: Cameras, because it's I mean, it's to the

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Mark Haney: point.

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Mark Haney: It's like if you think you, if you have an

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Mark Haney: incident and you want to get some cameras,

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Mark Haney: okay, well, these guys are Mr Security

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Mark Haney: Camera, it's not wannabe security camera

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Mark Haney: dude.

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Mark Haney: And you, your company's really grown over

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Mark Haney: the years and I think you may have worked

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Mark Haney: with one of our companies is we do video

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Mark Haney: surveillance in casinos and I know so I

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Mark Haney: know you do like big jobs.

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Mark Haney: You know we do pretty much enterprise type

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Mark Haney: video security and then we do a little bit

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Mark Haney: of that card access and some of that stuff

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Mark Haney: too.

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Mark Haney: But you've built quite a business of a

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Mark Haney: variety of, I guess, industry verticals.

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Mark Haney: So maybe tell me about the different parts

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Mark Haney: of your business and the different customer

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Mark Haney: types.

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Gabriel Covarrubias: Yeah.

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Gabriel Covarrubias: So originally on back in the early days of

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Gabriel Covarrubias: Mr Security Camera, we were primarily a

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Gabriel Covarrubias: residential service company.

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Gabriel Covarrubias: To your point, we were the guys that if you

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Gabriel Covarrubias: had something security related for video,

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Gabriel Covarrubias: you called us, we were Mr Security, and

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Gabriel Covarrubias: that really carried us through and that

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Gabriel Covarrubias: started like as a side gig for you.

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Gabriel Covarrubias: You called us, we were Mr Security, and

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Gabriel Covarrubias: that really carried us through and that

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Gabriel Covarrubias: started like as a side gig for you.

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Gabriel Covarrubias: Right, it did.

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Gabriel Covarrubias: It did, yeah, it really started.

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Gabriel Covarrubias: I was in transitioning from another

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Gabriel Covarrubias: business this is actually the fourth

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Gabriel Covarrubias: business I've started in my career and I

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Gabriel Covarrubias: was transitioning out of a business selling

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Gabriel Covarrubias: it back to my original partner at the time,

00:08:21,927 → 00:08:23,490

Gabriel Covarrubias: just trying to figure out what I was going

00:08:23,510 → 00:08:24,492

Gabriel Covarrubias: to do.

00:08:25,073 → 00:08:27,144

Gabriel Covarrubias: I was just doing some like side gigs,

00:08:27,184 → 00:08:29,771

Gabriel Covarrubias: working with some friends and you know we

00:08:29,791 → 00:08:31,623

Gabriel Covarrubias: were doing some Craigslisting, essentially

00:08:31,804 → 00:08:34,009

Gabriel Covarrubias: installing security cameras for local bars

00:08:34,089 → 00:08:37,083

Gabriel Covarrubias: and restaurants and things unlicensed.

00:08:37,564 → 00:08:38,827

Gabriel Covarrubias: Didn't quite know what we were doing, but

00:08:38,967 → 00:08:41,813

Gabriel Covarrubias: just having fun doing it and that's what

00:08:41,853 → 00:08:42,682

Gabriel Covarrubias: got us started.

00:08:42,722 → 00:08:44,848

Gabriel Covarrubias: And in 2014, when we became a licensed

00:08:44,888 → 00:08:46,982

Gabriel Covarrubias: contractor for Mr Security Camera Inc.

00:08:47,544 → 00:08:49,469

Gabriel Covarrubias: We focused on that residential market,

00:08:49,810 → 00:08:51,302

Gabriel Covarrubias: providing that quick turnaround.

00:08:51,503 → 00:08:52,588

Gabriel Covarrubias: You can call us today.

00:08:52,729 → 00:08:54,557

Gabriel Covarrubias: We're going to be out there tomorrow pretty

00:08:54,577 → 00:08:56,282

Gabriel Covarrubias: much installing cameras getting your house

00:08:56,342 → 00:08:56,823

Gabriel Covarrubias: protected.

00:08:57,845 → 00:09:01,973

Gabriel Covarrubias: As that progressed over the years, in 2017,

00:09:02,013 → 00:09:04,508

Gabriel Covarrubias: we made the shift to go from straight

00:09:05,010 → 00:09:07,400

Gabriel Covarrubias: business to business and our primary

00:09:07,520 → 00:09:09,345

Gabriel Covarrubias: vertical now is going to be multifamily

00:09:09,385 → 00:09:12,072

Gabriel Covarrubias: housing and light distribution warehouses.

00:09:13,100 → 00:09:16,729

Mark Haney: Okay, I'm going to take the listeners down

00:09:16,789 → 00:09:17,872

Mark Haney: a little bit of a memory lane.

00:09:17,912 → 00:09:20,684

Mark Haney: Some may know this, but so when I got into

00:09:20,744 → 00:09:23,008

Mark Haney: security cameras, it was 1992.

00:09:23,168 → 00:09:26,794

Mark Haney: It was way back when, and it the people

00:09:26,814 → 00:09:30,048

Mark Haney: that were in security cameras were doing it

00:09:30,168 → 00:09:31,312

Mark Haney: totally on the side.

00:09:31,352 → 00:09:34,120

Mark Haney: There really weren't too many security

00:09:34,280 → 00:09:35,363

Mark Haney: camera specialists.

00:09:35,703 → 00:09:38,349

Mark Haney: You had these alarm companies, right.

00:09:38,369 → 00:09:40,133

Mark Haney: So, like a security company that does a

00:09:40,642 → 00:09:42,891

Mark Haney: alarm, maybe a fire alarm, you know they

00:09:43,132 → 00:09:44,638

Mark Haney: people started asking them for security

00:09:44,698 → 00:09:47,948

Mark Haney: cameras and so they learned how to be

00:09:47,989 → 00:09:50,195

Mark Haney: security camera installers.

00:09:50,436 → 00:09:52,181

Mark Haney: Maybe there's an electrical contractor and

00:09:52,201 → 00:09:54,306

Mark Haney: he gets a call, you know, okay, yeah, I can

00:09:54,346 → 00:09:54,807

Mark Haney: figure it out.

00:09:55,148 → 00:09:57,440

Mark Haney: And so when I got in at that time, and

00:09:57,460 → 00:10:00,086

Mark Haney: because my mom and dad had owned a TV shop

00:10:00,106 → 00:10:03,774

Mark Haney: when I was a kid, the security camera thing

00:10:04,781 → 00:10:06,648

Mark Haney: I won't say it was easier for me, but I was

00:10:06,748 → 00:10:09,063

Mark Haney: sort of attracted to it in a way, and

00:10:09,104 → 00:10:12,810

Mark Haney: that's predominantly why we, you know,

00:10:13,311 → 00:10:15,381

Mark Haney: built our, you know, we had a handful of

00:10:15,421 → 00:10:17,988

Mark Haney: security camera companies, but very, very,

00:10:18,048 → 00:10:20,173

Mark Haney: very focused on security cameras versus,

00:10:20,781 → 00:10:22,724

Mark Haney: you know, everything associated with

00:10:22,764 → 00:10:24,186

Mark Haney: security and that, and deciding to

00:10:24,266 → 00:10:27,051

Mark Haney: specialize, at least at that time, ended up,

00:10:27,572 → 00:10:28,894

Mark Haney: I guess, being a blessing for us.

00:10:35,663 → 00:10:38,675

Mark Haney: So now you get into, take back to 2014 when

00:10:38,695 → 00:10:43,403

Mark Haney: you first started getting into this Walk me

00:10:43,503 → 00:10:44,828

Mark Haney: through that, so it becomes an official

00:10:44,848 → 00:10:45,791

Mark Haney: business and you started off with the

00:10:45,811 → 00:10:46,815

Mark Haney: residential site and maybe bars and small

00:10:46,855 → 00:10:47,156

Mark Haney: businesses.

00:10:48,622 → 00:10:50,627

Mark Haney: Was there a turning point in there where

00:10:50,667 → 00:10:52,792

Mark Haney: you said, wow, I'm really onto something

00:10:52,872 → 00:10:53,722

Mark Haney: and I can really expand?

00:10:54,425 → 00:10:56,433

Gabriel Covarrubias: Yeah, actually, the turning point happened

00:10:56,514 → 00:10:58,621

Gabriel Covarrubias: prior to us making it an official business,

00:10:58,681 → 00:10:59,863

Gabriel Covarrubias: back in 2023,.

00:10:59,943 → 00:11:02,166

Gabriel Covarrubias: We started getting into some customers

00:11:02,787 → 00:11:06,153

Gabriel Covarrubias: commercial customers that I started.

00:11:06,353 → 00:11:07,961

Gabriel Covarrubias: The light bulb started to turn on and I

00:11:08,001 → 00:11:09,928

Gabriel Covarrubias: said, wow, there is something here.

00:11:10,380 → 00:11:12,466

Gabriel Covarrubias: There's a need in our local market, people

00:11:12,506 → 00:11:14,312

Gabriel Covarrubias: that are not servicing it effectively.

00:11:14,941 → 00:11:17,346

Gabriel Covarrubias: Going back, to, the types of companies that

00:11:17,366 → 00:11:19,270

Gabriel Covarrubias: were offering the service were kind of one

00:11:19,310 → 00:11:21,641

Gabriel Covarrubias: man show alarm companies, and something

00:11:21,661 → 00:11:23,987

Gabriel Covarrubias: that we were hearing from our clientele

00:11:24,028 → 00:11:26,202

Gabriel Covarrubias: base at that time was they needed somebody

00:11:26,222 → 00:11:27,746

Gabriel Covarrubias: they can call that's going to answer the

00:11:27,787 → 00:11:29,462

Gabriel Covarrubias: phone, that's going to be able to provide

00:11:29,502 → 00:11:31,089

Gabriel Covarrubias: support and walk them through help when

00:11:31,109 → 00:11:32,033

Gabriel Covarrubias: they need it the most.

00:11:32,254 → 00:11:34,423

Gabriel Covarrubias: And that's what we based the business on.

00:11:35,365 → 00:11:39,677

Gabriel Covarrubias: And so when 2014 hit and the light bulb had

00:11:39,697 → 00:11:41,182

Gabriel Covarrubias: already turned on, at that point I said,

00:11:41,222 → 00:11:43,110

Gabriel Covarrubias: wow, we can do something here.

00:11:43,572 → 00:11:45,862

Gabriel Covarrubias: We have not necessarily a secret sauce.

00:11:46,323 → 00:11:47,849

Gabriel Covarrubias: Our secret sauce is communication.

00:11:48,551 → 00:11:50,779

Gabriel Covarrubias: We're going to be here and we're not going

00:11:50,799 → 00:11:50,879

Gabriel Covarrubias: to.

00:11:50,899 → 00:11:52,283

Gabriel Covarrubias: We're not going to be a fly by night

00:11:52,323 → 00:11:52,744

Gabriel Covarrubias: company.

00:11:53,385 → 00:11:56,152

Gabriel Covarrubias: And what also happened at that time in 2014,

00:11:56,212 → 00:11:58,143

Gabriel Covarrubias: we went from buying camera systems at

00:11:58,183 → 00:12:01,149

Gabriel Covarrubias: Costco and and installing them for you to

00:12:01,591 → 00:12:03,667

Gabriel Covarrubias: finding a distributor at that time, which

00:12:03,687 → 00:12:04,959

Gabriel Covarrubias: happened to be a company I think you might

00:12:04,999 → 00:12:07,687

Gabriel Covarrubias: have some association with Mark Northern

00:12:07,748 → 00:12:08,209

Gabriel Covarrubias: Video.

00:12:08,269 → 00:12:11,765

Gabriel Covarrubias: Yes, okay, yeah, so, interesting enough, I

00:12:11,826 → 00:12:14,311

Gabriel Covarrubias: went to one of our clients' facilities last

00:12:14,391 → 00:12:16,785

Gabriel Covarrubias: week at Tikert, and they still had the

00:12:16,845 → 00:12:18,955

Gabriel Covarrubias: original Northern Video PTZs.

00:12:19,015 → 00:12:20,160

Gabriel Covarrubias: We sold them back in 2014.

00:12:20,381 → 00:12:22,888

Mark Haney: Oh my gosh Still functioning Still.

00:12:22,928 → 00:12:24,251

Gabriel Covarrubias: great video quality, by the way.

00:12:27,340 → 00:12:28,303

Gabriel Covarrubias: 14 still functioning still great video

00:12:28,323 → 00:12:28,685

Gabriel Covarrubias: quality, by the way.

00:12:28,705 → 00:12:29,608

Gabriel Covarrubias: Uh, the server happened to to uh pass away

00:12:29,648 → 00:12:30,872

Gabriel Covarrubias: on us, okay, but the cameras have outlived.

00:12:30,892 → 00:12:31,353

Mark Haney: That cameras worked.

00:12:31,373 → 00:12:32,156

Mark Haney: Okay, that's good to hear.

00:12:32,176 → 00:12:34,625

Mark Haney: Uh, you know, keep kept in, because that's

00:12:34,845 → 00:12:36,409

Mark Haney: uh, that's that's pretty old.

00:12:36,450 → 00:12:38,642

Mark Haney: The northern cameras, yeah, yeah, I don't,

00:12:38,823 → 00:12:40,571

Mark Haney: they're not, so for anybody that might be

00:12:40,611 → 00:12:40,953

Mark Haney: listening.

00:12:40,993 → 00:12:43,082

Mark Haney: So I owned a company called northern video

00:12:43,623 → 00:12:46,088

Mark Haney: and it was actually a pro video company and

00:12:46,149 → 00:12:50,418

Mark Haney: we sold basically no security cameras and

00:12:50,458 → 00:12:52,024

Mark Haney: then we started selling Sony security

00:12:52,064 → 00:12:52,426

Mark Haney: cameras.

00:12:52,486 → 00:12:54,254

Mark Haney: Ultimately, we built it into like the

00:12:54,334 → 00:12:56,341

Mark Haney: largest independent security distributor in

00:12:56,361 → 00:12:56,922

Mark Haney: the country.

00:12:57,604 → 00:13:00,208

Mark Haney: It got bought by.

00:13:01,791 → 00:13:03,734

Mark Haney: We actually merged with another company and

00:13:03,754 → 00:13:05,263

Mark Haney: went on a roll-up strategy and bought a

00:13:05,283 → 00:13:08,048

Mark Haney: bunch of companies and became the largest

00:13:08,089 → 00:13:10,674

Mark Haney: security camera distributor in the country,

00:13:11,160 → 00:13:12,625

Mark Haney: and then we ended up getting bought a few

00:13:12,665 → 00:13:13,407

Mark Haney: more times later.

00:13:13,447 → 00:13:15,221

Mark Haney: After I left the company, it's now, I think,

00:13:15,242 → 00:13:17,867

Mark Haney: part of the largest distributorship in this

00:13:18,367 → 00:13:19,710

Mark Haney: realm in the world.

00:13:20,211 → 00:13:21,173

Mark Haney: Do you still buy your stuff there?

00:13:21,493 → 00:13:23,765

Mark Haney: We do, and that's Wesco now Wesco.

00:13:23,826 → 00:13:25,250

Mark Haney: Okay, I forgot the name of it.

00:13:25,761 → 00:13:26,946

Mark Haney: I don't deal with it anymore.

00:13:27,060 → 00:13:28,627

Mark Haney: I have my security camera company.

00:13:28,667 → 00:13:32,150

Mark Haney: Now I'm like a silent, whatever we want to

00:13:32,190 → 00:13:32,311

Mark Haney: say.

00:13:32,400 → 00:13:35,119

Mark Haney: I'm like a silent passive investor, if you

00:13:35,139 → 00:13:35,240

Mark Haney: will.

00:13:35,280 → 00:13:36,981

Mark Haney: My brother-in-law runs it, so I'm not up to

00:13:37,021 → 00:13:39,143

Mark Haney: date on where we get all our stuff these

00:13:39,183 → 00:13:39,403

Mark Haney: days.

00:13:40,604 → 00:13:42,265

Gabriel Covarrubias: Yeah, they still operate out of the

00:13:42,326 → 00:13:44,727

Gabriel Covarrubias: original Triad which was part of, I believe,

00:13:44,767 → 00:13:47,389

Gabriel Covarrubias: your roll up with Northern Video and Triad,

00:13:47,450 → 00:13:49,911

Gabriel Covarrubias: so they're still there in Natomas, wow, and

00:13:49,931 → 00:13:51,393

Gabriel Covarrubias: they've been a great partner for us.

00:13:51,573 → 00:13:54,395

Gabriel Covarrubias: We've been working with them since 2014.

00:13:54,615 → 00:13:55,716

Gabriel Covarrubias: That's great, do you?

00:13:55,736 → 00:13:57,137

Mark Haney: guys buy from ScanSource at all.

00:13:58,400 → 00:13:58,661

Gabriel Covarrubias: Very little.

00:13:58,681 → 00:13:59,563

Gabriel Covarrubias: I think that's where we we don't buy, we

00:13:59,583 → 00:14:01,288

Gabriel Covarrubias: buy most of our stuff directly from the

00:14:01,990 → 00:14:02,572

Gabriel Covarrubias: manufacturer.

00:14:05,420 → 00:14:06,322

Mark Haney: But when we have to buy something through

00:14:06,342 → 00:14:07,585

Mark Haney: distribution on the video side, I think we

00:14:07,605 → 00:14:09,509

Mark Haney: buy it from ScanSource, who got into the

00:14:09,549 → 00:14:12,563

Mark Haney: business, you know, late in the game,

00:14:12,603 → 00:14:13,586

Mark Haney: because they're like they have.

00:14:13,766 → 00:14:15,371

Mark Haney: They're just a distributor that got into

00:14:15,411 → 00:14:16,502

Mark Haney: video because they thought it was a.

00:14:16,863 → 00:14:18,808

Mark Haney: The video was an emerging technology, so

00:14:19,169 → 00:14:19,570

Mark Haney: interesting.

00:14:19,751 → 00:14:21,122

Gabriel Covarrubias: Yeah, we do a little bit with them.

00:14:21,322 → 00:14:23,507

Gabriel Covarrubias: Our go-to is going to be Wesco and then

00:14:23,627 → 00:14:25,671

Gabriel Covarrubias: direct with manufacturers such as Avigilon.

00:14:25,992 → 00:14:26,734

Gabriel Covarrubias: Okay, yeah, yeah.

00:14:27,080 → 00:14:28,928

Mark Haney: We deal somewhat with Avigilon as well.

00:14:30,182 → 00:14:31,840

Mark Haney: So now thinking about the technology, so

00:14:31,880 → 00:14:34,426

Mark Haney: it's interesting to think about how the

00:14:34,467 → 00:14:36,933

Mark Haney: technology has changed over the years.

00:14:37,401 → 00:14:40,952

Mark Haney: You know, back in 92, I kind of talked

00:14:40,992 → 00:14:42,596

Mark Haney: about people's reluctance to get into

00:14:42,677 → 00:14:46,810

Mark Haney: security cameras, and partially because

00:14:46,830 → 00:14:49,506

Mark Haney: they just weren't that good and maybe

00:14:49,547 → 00:14:52,233

Mark Haney: people were like kind of anti big brother.

00:14:52,273 → 00:14:53,804

Mark Haney: At that time People were like, oh, you know,

00:14:53,845 → 00:14:55,393

Mark Haney: I don't want cameras all over keeping an

00:14:55,433 → 00:14:55,916

Mark Haney: eye on everything.

00:14:55,976 → 00:14:58,184

Mark Haney: It was like almost they were worried about

00:14:58,204 → 00:15:00,229

Mark Haney: them being offensive to their customers and

00:15:00,289 → 00:15:02,161

Mark Haney: to uh, you know, to the populace.

00:15:02,242 → 00:15:04,730

Mark Haney: But now I think people want security

00:15:04,750 → 00:15:05,051

Mark Haney: cameras.

00:15:05,120 → 00:15:08,009

Mark Haney: If you're a patron, it makes us feel more

00:15:08,090 → 00:15:09,866

Mark Haney: safe when you know that you've got enough

00:15:09,906 → 00:15:12,045

Mark Haney: cameras up to keep track of stuff.

00:15:12,707 → 00:15:13,510

Gabriel Covarrubias: Well, most certainly.

00:15:13,640 → 00:15:15,847

Gabriel Covarrubias: I think the industry and market has shifted

00:15:16,148 → 00:15:17,371

Gabriel Covarrubias: 180 degree.

00:15:17,722 → 00:15:19,943

Gabriel Covarrubias: Now people want to go to places that they

00:15:20,064 → 00:15:22,221

Gabriel Covarrubias: know have an adequate video surveillance or

00:15:22,282 → 00:15:23,085

Gabriel Covarrubias: security system.

00:15:24,081 → 00:15:26,165

Gabriel Covarrubias: The world that we live in nowadays it's

00:15:26,285 → 00:15:28,350

Gabriel Covarrubias: gone from being the big brother to now

00:15:28,510 → 00:15:30,234

Gabriel Covarrubias: adding that layer of protection that, if

00:15:30,280 → 00:15:31,764

Gabriel Covarrubias: you're going to go out to a shopping center

00:15:31,844 → 00:15:34,271

Gabriel Covarrubias: or a shopping mall, knowing that there's

00:15:34,331 → 00:15:36,184

Gabriel Covarrubias: video surveillance everywhere you go, and

00:15:36,646 → 00:15:38,170

Gabriel Covarrubias: if you're out with your kids or your loved

00:15:38,310 → 00:15:39,862

Gabriel Covarrubias: ones, knowing that you have that little

00:15:39,922 → 00:15:41,986

Gabriel Covarrubias: extra layer of protection, provides that

00:15:42,007 → 00:15:42,548

Gabriel Covarrubias: peace of mind.

00:15:42,788 → 00:15:44,031

Mark Haney: You sort of get used to it.

00:15:44,071 → 00:15:50,382

Mark Haney: They're everywhere, they're ubiquitous.

00:15:50,402 → 00:15:51,327

Mark Haney: If you will and I don't know if you do this

00:15:51,347 → 00:15:52,191

Mark Haney: or not you know you hear the stories about

00:15:52,211 → 00:15:53,095

Mark Haney: if you're, let's say, your wife's pregnant

00:15:53,115 → 00:15:54,481

Mark Haney: and then you start noticing pregnant people.

00:15:54,521 → 00:15:57,006

Mark Haney: Well, if you're in the video surveillance

00:15:57,067 → 00:15:59,472

Mark Haney: business, if I walk into a store,

00:15:59,652 → 00:16:01,784

Mark Haney: especially if I go into a casino, which is

00:16:01,824 → 00:16:04,670

Mark Haney: like our customer base is all casinos

00:16:04,730 → 00:16:05,973

Mark Haney: they're everywhere.

00:16:06,033 → 00:16:07,784

Mark Haney: There's just thousands and thousands of

00:16:07,824 → 00:16:10,811

Mark Haney: cameras inside a casino, but a lot of times

00:16:10,831 → 00:16:12,945

Mark Haney: you sort of just get used to seeing them.

00:16:13,246 → 00:16:14,551

Mark Haney: They don't even stand out anymore because

00:16:14,572 → 00:16:17,843

Mark Haney: they're so small, but the technology is so

00:16:17,903 → 00:16:20,009

Mark Haney: much better than what they had been in the

00:16:20,029 → 00:16:21,272

Mark Haney: past and they're getting better every day.

00:16:21,980 → 00:16:23,363

Gabriel Covarrubias: Yeah, most certainly getting better every

00:16:23,403 → 00:16:23,724

Gabriel Covarrubias: day.

00:16:24,024 → 00:16:25,888

Gabriel Covarrubias: And what I find to be fascinating about the

00:16:25,928 → 00:16:28,814

Gabriel Covarrubias: technology shift is we went from, you know,

00:16:28,940 → 00:16:31,108

Gabriel Covarrubias: just even a few short years ago, where a

00:16:31,168 → 00:16:33,456

Gabriel Covarrubias: lot of the analytics and computing was

00:16:33,496 → 00:16:34,660

Gabriel Covarrubias: happening on site.

00:16:35,141 → 00:16:36,985

Gabriel Covarrubias: You know it was happening at a camera level

00:16:37,286 → 00:16:39,712

Gabriel Covarrubias: or a server or NVR level that was located

00:16:39,792 → 00:16:42,424

Gabriel Covarrubias: on premise, and now that the industry is

00:16:42,484 → 00:16:45,231

Gabriel Covarrubias: pivoting to cloud, the possibilities and

00:16:45,331 → 00:16:48,226

Gabriel Covarrubias: capabilities are absolutely endless and it

00:16:48,266 → 00:16:50,192

Gabriel Covarrubias: is amazing what we can do with video

00:16:50,232 → 00:16:53,541

Gabriel Covarrubias: nowadays to maximize, you know, coverage,

00:16:53,662 → 00:16:56,889

Gabriel Covarrubias: to searching video, investigations and the

00:16:56,949 → 00:16:58,773

Gabriel Covarrubias: time that we've been able to cut out of the

00:16:58,820 → 00:16:59,160

Gabriel Covarrubias: picture.

00:16:59,220 → 00:17:01,223

Gabriel Covarrubias: What used to be a full-time job we can now

00:17:01,263 → 00:17:02,444

Gabriel Covarrubias: do in minutes and in seconds.

00:17:02,544 → 00:17:04,467

Mark Haney: Yeah, it's crazy how much better it's

00:17:04,527 → 00:17:05,268

Mark Haney: getting.

00:17:06,029 → 00:17:09,673

Mark Haney: I heard this on the news today that and I

00:17:09,693 → 00:17:12,176

Mark Haney: attribute it at some level to security

00:17:12,216 → 00:17:12,536

Mark Haney: cameras.

00:17:12,580 → 00:17:14,845

Mark Haney: But I hear crimes actually coming down in

00:17:14,886 → 00:17:17,853

Mark Haney: America some recent statistics, even though

00:17:18,702 → 00:17:20,066

Mark Haney: you know, maybe it's gone up over the last

00:17:20,106 → 00:17:22,592

Mark Haney: several years due to you know how well we

00:17:22,620 → 00:17:23,504

Mark Haney: enforce the law, but I think surveillance

00:17:23,524 → 00:17:24,509

Mark Haney: cameras catch bad guys, bad people, and you

00:17:24,529 → 00:17:25,333

Mark Haney: know how well we enforce the law, but I

00:17:25,374 → 00:17:28,043

Mark Haney: think surveillance cameras catch bad guys,

00:17:28,284 → 00:17:30,750

Mark Haney: bad people, and you know we have all kinds

00:17:30,790 → 00:17:34,921

Mark Haney: of examples of solving challenges in

00:17:34,981 → 00:17:38,168

Mark Haney: society by just stringing, piecing things

00:17:38,208 → 00:17:40,693

Mark Haney: together because more people have cameras.

00:17:41,580 → 00:17:43,225

Gabriel Covarrubias: Yeah, I would agree with that.

00:17:43,345 → 00:17:45,980

Gabriel Covarrubias: I mean something I've said for years is it

00:17:46,000 → 00:17:47,905

Gabriel Covarrubias: helps keep honest people honest, right.

00:17:48,326 → 00:17:50,832

Gabriel Covarrubias: It takes that opportunistic criminal and

00:17:50,872 → 00:17:51,902

Gabriel Covarrubias: makes them think twice.

00:17:52,042 → 00:17:55,209

Gabriel Covarrubias: You know they see a bag sitting on a table

00:17:55,269 → 00:17:55,971

Gabriel Covarrubias: at a restaurant.

00:17:56,272 → 00:17:57,462

Gabriel Covarrubias: They know that there's cameras.

00:17:57,663 → 00:17:59,892

Gabriel Covarrubias: Maybe they might have been a not so good

00:17:59,952 → 00:18:01,278

Gabriel Covarrubias: person and said I'm going to take that

00:18:01,358 → 00:18:03,403

Gabriel Covarrubias: opportunity and steal that bag or steal

00:18:03,423 → 00:18:03,944

Gabriel Covarrubias: that phone.

00:18:04,004 → 00:18:05,988

Gabriel Covarrubias: But I feel a lot of that is starting to

00:18:06,028 → 00:18:07,952

Gabriel Covarrubias: become alleviated throughout time with the

00:18:07,992 → 00:18:08,934

Gabriel Covarrubias: implementation of video.

00:18:09,140 → 00:18:10,767

Gabriel Covarrubias: Yeah, there's kind of like a peace of mind.

00:18:11,791 → 00:18:13,499

Mark Haney: Now, one of the things that you did you

00:18:13,519 → 00:18:16,886

Mark Haney: were telling me about is you made an

00:18:16,946 → 00:18:20,913

Mark Haney: investment into I'll call them towers I

00:18:20,953 → 00:18:22,721

Mark Haney: don't really know what you call these

00:18:22,801 → 00:18:26,427

Mark Haney: things, but they're portable surveillance

00:18:26,487 → 00:18:28,290

Mark Haney: systems that go high in the sky to keep

00:18:28,351 → 00:18:29,172

Mark Haney: track of.

00:18:29,372 → 00:18:31,421

Mark Haney: It could be construction site or something

00:18:31,441 → 00:18:33,927

Mark Haney: like that and that has done pretty well for

00:18:33,967 → 00:18:34,328

Mark Haney: you guys.

00:18:34,849 → 00:18:35,711

Gabriel Covarrubias: Yeah, most certainly.

00:18:35,771 → 00:18:37,924

Gabriel Covarrubias: So that's our latest brand that we launched

00:18:38,345 → 00:18:40,850

Gabriel Covarrubias: officially September of 2024, which is our

00:18:40,890 → 00:18:42,641

Gabriel Covarrubias: Mr Security Camera Trailers brand.

00:18:43,323 → 00:18:45,290

Gabriel Covarrubias: So that's for our mobile security units.

00:18:45,960 → 00:18:47,606

Gabriel Covarrubias: Those are completely off-grid,

00:18:47,867 → 00:18:50,404

Gabriel Covarrubias: cellular-enabled generator backup, if need

00:18:50,465 → 00:18:52,110

Gabriel Covarrubias: be, eyes in the sky.

00:18:52,380 → 00:18:54,026

Gabriel Covarrubias: We've got a few different models that we

00:18:54,066 → 00:18:56,404

Gabriel Covarrubias: can deploy within, I'd say, less than 24

00:18:56,525 → 00:18:56,806

Gabriel Covarrubias: hours.

00:18:57,067 → 00:18:59,546

Gabriel Covarrubias: Wow, so the time a client calls us, I mean

00:18:59,566 → 00:19:01,151

Gabriel Covarrubias: we've even done same-day delivery.

00:19:01,420 → 00:19:03,487

Gabriel Covarrubias: We just did for a local police department

00:19:03,527 → 00:19:06,804

Gabriel Covarrubias: in the Bay Area last week and so it's

00:19:06,844 → 00:19:09,171

Gabriel Covarrubias: becoming increasingly popular to cover

00:19:09,212 → 00:19:12,000

Gabriel Covarrubias: those off-grid areas or areas that might be

00:19:12,020 → 00:19:13,805

Gabriel Covarrubias: a little cost-prohibitive to put in a full

00:19:13,825 → 00:19:15,088

Gabriel Covarrubias: integrated security system.

00:19:16,010 → 00:19:17,522

Gabriel Covarrubias: We can deploy that unit, like I said,

00:19:17,562 → 00:19:18,544

Gabriel Covarrubias: within 24 hours.

00:19:19,125 → 00:19:21,351

Gabriel Covarrubias: We can custom tailor the solutions to any

00:19:21,391 → 00:19:22,193

Gabriel Covarrubias: client's needs.

00:19:23,101 → 00:19:25,233

Gabriel Covarrubias: Most of those units go out for job site

00:19:25,253 → 00:19:28,003

Gabriel Covarrubias: security and parking lots, as well as

00:19:28,063 → 00:19:28,845

Gabriel Covarrubias: special events.

00:19:29,286 → 00:19:31,171

Mark Haney: Yeah, that's what I was imagining is you

00:19:31,191 → 00:19:32,153

Mark Haney: mentioned law enforcement.

00:19:32,280 → 00:19:33,965

Mark Haney: I started thinking, well, why, how would

00:19:34,025 → 00:19:34,486

Mark Haney: that work?

00:19:34,526 → 00:19:36,812

Mark Haney: But picture there's a protest, you know

00:19:36,860 → 00:19:38,908

Mark Haney: it's going down or you've heard about

00:19:39,028 → 00:19:40,072

Mark Haney: something happening.

00:19:40,132 → 00:19:42,300

Mark Haney: It's like, well, we better bring extra

00:19:42,400 → 00:19:43,081

Mark Haney: security.

00:19:43,281 → 00:19:45,443

Mark Haney: And it's instead of just showing up with

00:19:45,503 → 00:19:48,286

Mark Haney: just showing up with 200 cops, let's show

00:19:48,326 → 00:19:51,149

Mark Haney: up with 100 and a couple of trailers and we

00:19:51,189 → 00:19:57,096

Mark Haney: can basically manage part of the situation

00:19:57,216 → 00:19:59,498

Mark Haney: from a remote location versus everybody

00:19:59,538 → 00:20:00,479

Mark Haney: stuck down in the crowd.

00:20:01,360 → 00:20:03,301

Gabriel Covarrubias: Exactly, and that was the use case for that

00:20:03,341 → 00:20:04,962

Gabriel Covarrubias: local municipal was.

00:20:05,102 → 00:20:06,924

Gabriel Covarrubias: It was a union strike actually, and so they

00:20:06,944 → 00:20:08,725

Gabriel Covarrubias: were worried about some retaliation during

00:20:08,765 → 00:20:09,405

Gabriel Covarrubias: that strike.

00:20:10,306 → 00:20:12,347

Gabriel Covarrubias: They were short staffed and officers, so

00:20:12,367 → 00:20:14,248

Gabriel Covarrubias: we're able to maximize their capabilities

00:20:14,308 → 00:20:16,469

Gabriel Covarrubias: and coverage by getting those trailers out

00:20:16,509 → 00:20:16,710

Gabriel Covarrubias: there.

00:20:17,650 → 00:20:19,531

Gabriel Covarrubias: So within 24 hours we had three units

00:20:19,591 → 00:20:21,913

Gabriel Covarrubias: deployed and providing extra eyes in the

00:20:21,933 → 00:20:23,654

Gabriel Covarrubias: sky that one officer can manage all of

00:20:23,694 → 00:20:24,214

Gabriel Covarrubias: those units.

00:20:24,254 → 00:20:26,135

Gabriel Covarrubias: They get full live feed on those trailers.

00:20:26,415 → 00:20:29,337

Mark Haney: Interesting Because you hear that there are

00:20:29,457 → 00:20:31,361

Mark Haney: less, and I don't know if you've heard this

00:20:31,401 → 00:20:35,333

Mark Haney: or not, but I've heard that there are

00:20:35,433 → 00:20:38,181

Mark Haney: people out there that don't really want to

00:20:38,241 → 00:20:42,567

Mark Haney: go into law enforcement because of, maybe,

00:20:43,188 → 00:20:46,352

Mark Haney: backlash from society or certain people

00:20:46,712 → 00:20:48,114

Mark Haney: don't like cops and stuff like that.

00:20:48,194 → 00:20:52,307

Mark Haney: So maybe the recruitment for strong police

00:20:52,427 → 00:20:53,810

Mark Haney: officers is maybe a little bit more

00:20:53,890 → 00:20:55,721

Mark Haney: difficult than it might have been 10 or 20

00:20:55,761 → 00:20:59,808

Mark Haney: years ago, but cameras are actually an

00:20:59,848 → 00:21:02,994

Mark Haney: affordable way to deal with and a safe way

00:21:03,054 → 00:21:06,367

Mark Haney: to deal with a security scenario where

00:21:06,387 → 00:21:09,042

Mark Haney: you're not really putting police officers

00:21:09,162 → 00:21:10,806

Mark Haney: as many police officers in harm's way.

00:21:11,768 → 00:21:13,793

Gabriel Covarrubias: Yeah, I would agree, and I think it's just

00:21:13,833 → 00:21:16,226

Gabriel Covarrubias: the nature of that industry right now and

00:21:16,246 → 00:21:18,211

Gabriel Covarrubias: the stigma that's been put on it by society

00:21:18,251 → 00:21:18,893

Gabriel Covarrubias: to your point.

00:21:19,981 → 00:21:21,764

Gabriel Covarrubias: It is increasingly harder for them to

00:21:21,825 → 00:21:24,450

Gabriel Covarrubias: recruit and most jurisdictions that we

00:21:24,510 → 00:21:26,333

Gabriel Covarrubias: speak to are understaffed in that

00:21:26,373 → 00:21:26,874

Gabriel Covarrubias: department.

00:21:27,480 → 00:21:30,006

Gabriel Covarrubias: So being able to get them an affordable way

00:21:30,126 → 00:21:35,026

Gabriel Covarrubias: to utilize what resources they have and

00:21:35,066 → 00:21:36,994

Gabriel Covarrubias: provide that at a cost-effective solution

00:21:37,075 → 00:21:38,280

Gabriel Covarrubias: is something that we're able to help with.

00:21:38,440 → 00:21:39,704

Mark Haney: Yeah, and then I feel like it would make

00:21:39,744 → 00:21:41,530

Mark Haney: sense too, because a lot of times these

00:21:41,590 → 00:21:44,406

Mark Haney: guys, these government agencies, or even a

00:21:44,627 → 00:21:46,552

Mark Haney: larger you know, corporation.

00:21:47,501 → 00:21:51,168

Mark Haney: It's hard for them to allocate the funding

00:21:51,268 → 00:21:53,793

Mark Haney: for, let's call it, 500 cameras and a

00:21:53,953 → 00:21:55,865

Mark Haney: complete system might just be like that's a

00:21:55,905 → 00:21:56,789

Mark Haney: CapEx expense.

00:21:56,829 → 00:21:58,798

Mark Haney: We got to go to through all these layers of

00:21:58,839 → 00:22:00,526

Mark Haney: approval and it's not in this year's budget

00:22:00,566 → 00:22:02,073

Mark Haney: and stuff kind of gets kicked down.

00:22:02,093 → 00:22:04,003

Mark Haney: The, you know, the can gets kicked.

00:22:04,063 → 00:22:05,613

Mark Haney: But we have an event.

00:22:06,217 → 00:22:07,765

Mark Haney: Let's go rent a trailer, let's go get a

00:22:07,785 → 00:22:08,548

Mark Haney: couple of trailers.

00:22:08,588 → 00:22:10,757

Mark Haney: You could sort of like almost make it a

00:22:11,079 → 00:22:14,206

Mark Haney: variable expense, so you deal with it more

00:22:14,266 → 00:22:17,072

Mark Haney: on a you know as needed basis, versus like

00:22:17,092 → 00:22:19,003

Mark Haney: we just had this massive outlay.

00:22:19,364 → 00:22:20,746

Mark Haney: Now we have a small outlay.

00:22:21,207 → 00:22:23,492

Mark Haney: Every time we, you know, feel like we have

00:22:23,632 → 00:22:25,665

Mark Haney: threats or opportunity to you, opportunity

00:22:25,685 → 00:22:26,106

Mark Haney: to get hit.

00:22:26,748 → 00:22:27,591

Gabriel Covarrubias: Yeah, most certainly.

00:22:28,002 → 00:22:28,365

Gabriel Covarrubias: I mean.

00:22:28,405 → 00:22:30,320

Gabriel Covarrubias: The beauty about our mobile security units

00:22:30,420 → 00:22:32,086

Gabriel Covarrubias: is they fall typically under an operating

00:22:32,167 → 00:22:35,005

Gabriel Covarrubias: expense budget, not a CapEx budget, because

00:22:35,066 → 00:22:36,991

Gabriel Covarrubias: it is a much lower cost of entry.

00:22:37,580 → 00:22:39,246

Gabriel Covarrubias: We don't sell the units, so we only lease

00:22:39,286 → 00:22:41,967

Gabriel Covarrubias: them out on rental term, and that's where

00:22:41,987 → 00:22:42,390

Gabriel Covarrubias: it comes in.

00:22:42,430 → 00:22:44,222

Gabriel Covarrubias: Is that operating expense as opposed to

00:22:44,242 → 00:22:44,906

Gabriel Covarrubias: that CapEx?

00:22:45,342 → 00:22:47,230

Gabriel Covarrubias: And on one trailer, how many cameras are

00:22:47,270 → 00:22:47,471

Gabriel Covarrubias: there?

00:22:47,551 → 00:22:49,278

Gabriel Covarrubias: Typically Typically four.

00:22:49,499 → 00:22:51,324

Gabriel Covarrubias: Okay, we do have some custom units where we

00:22:51,364 → 00:22:53,390

Gabriel Covarrubias: have up to six cameras on them, depending

00:22:53,450 → 00:22:54,172

Gabriel Covarrubias: on the use case.

00:22:54,540 → 00:22:56,545

Mark Haney: So four cameras will typically.

00:22:57,307 → 00:22:59,131

Mark Haney: You're looking, you have 360 degree

00:22:59,272 → 00:22:59,873

Mark Haney: coverage.

00:23:00,040 → 00:23:01,666

Mark Haney: It's like front and back.

00:23:01,706 → 00:23:02,489

Mark Haney: You can see everywhere.

00:23:02,760 → 00:23:04,608

Gabriel Covarrubias: Yeah, 360 degree coverage.

00:23:04,940 → 00:23:07,763

Gabriel Covarrubias: We equip all of our trailers with PTZ

00:23:07,823 → 00:23:10,910

Gabriel Covarrubias: cameras, so pan tilt zoom up to 25 times

00:23:11,050 → 00:23:11,851

Gabriel Covarrubias: optical zoom.

00:23:11,892 → 00:23:13,442

Gabriel Covarrubias: So from any direction that we're looking

00:23:13,502 → 00:23:15,951

Gabriel Covarrubias: into, we can zoom that camera in up to 300

00:23:15,992 → 00:23:16,674

Gabriel Covarrubias: feet effectively.

00:23:16,815 → 00:23:19,484

Mark Haney: Right, so everything is transmitted to the

00:23:19,524 → 00:23:19,805

Mark Haney: cloud.

00:23:19,825 → 00:23:22,854

Mark Haney: So somebody is actually pan tilting and

00:23:22,894 → 00:23:25,404

Mark Haney: zooming from a remote location.

00:23:25,425 → 00:23:26,956

Mark Haney: If they're doing it live, is that right?

00:23:27,016 → 00:23:28,645

Mark Haney: That is correct, so you can do that, live

00:23:28,685 → 00:23:30,935

Mark Haney: through the crowd, and you could be back at

00:23:31,417 → 00:23:33,846

Mark Haney: police headquarters if you will and zooming

00:23:34,006 → 00:23:37,878

Mark Haney: in on a hotspot and I would assume like I'm

00:23:37,898 → 00:23:40,064

Mark Haney: not up on the latest technology but there's

00:23:40,104 → 00:23:42,610

Mark Haney: things like facial recognition and there's

00:23:42,671 → 00:23:45,586

Mark Haney: different kinds of things that you can have

00:23:45,607 → 00:23:48,102

Mark Haney: the camera look for and help highlight

00:23:48,463 → 00:23:49,826

Mark Haney: certain issues right?

00:23:50,327 → 00:23:51,570

Gabriel Covarrubias: Yeah, most certainly so.

00:23:51,610 → 00:23:53,682

Gabriel Covarrubias: The facial recognition we've got some

00:23:53,722 → 00:23:55,727

Gabriel Covarrubias: behavioral analytics that we can implement,

00:23:56,048 → 00:23:57,792

Gabriel Covarrubias: as well as audio analytics that can help

00:23:57,860 → 00:24:00,049

Gabriel Covarrubias: detect threats from a noise level.

00:24:00,551 → 00:24:02,037

Gabriel Covarrubias: Now, all of those are just customized

00:24:02,077 → 00:24:04,348

Gabriel Covarrubias: features that we could add on to any mobile

00:24:04,388 → 00:24:06,620

Gabriel Covarrubias: security unit, and same with facial

00:24:06,720 → 00:24:08,966

Gabriel Covarrubias: recognition and any sort of analytic.

00:24:09,026 → 00:24:10,771

Gabriel Covarrubias: We can add that on on the backend, because

00:24:10,831 → 00:24:12,122

Gabriel Covarrubias: now all of that's done in the cloud

00:24:12,162 → 00:24:14,268

Gabriel Covarrubias: computing side and it's not hardware

00:24:14,288 → 00:24:14,669

Gabriel Covarrubias: limited.

00:24:14,870 → 00:24:16,280

Gabriel Covarrubias: On the actual trailer Wow.

00:24:16,521 → 00:24:17,603

Mark Haney: So cool, so cool.

00:24:17,904 → 00:24:19,668

Mark Haney: So what's the all right?

00:24:19,688 → 00:24:21,633

Mark Haney: So where do you think the industry is going?

00:24:21,653 → 00:24:23,644

Mark Haney: And then I want to hear sort of your vision

00:24:23,764 → 00:24:26,630

Mark Haney: for where MSC is going.

00:24:27,512 → 00:24:30,666

Mark Haney: But from an industry standpoint, security

00:24:30,726 → 00:24:35,378

Mark Haney: is, from what I can tell, is people.

00:24:35,478 → 00:24:39,428

Mark Haney: There's an increasing need for security and

00:24:39,488 → 00:24:42,455

Mark Haney: an increasing desire for cameras

00:24:42,475 → 00:24:43,037

Mark Haney: specifically.

00:24:43,077 → 00:24:44,881

Mark Haney: So I think we're on a growth trajectory.

00:24:44,901 → 00:24:47,266

Mark Haney: You and I are both in a business that is

00:24:48,408 → 00:24:50,773

Mark Haney: probably going to grow pretty steadily over

00:24:50,793 → 00:24:51,554

Mark Haney: the next several years.

00:24:52,200 → 00:24:53,704

Gabriel Covarrubias: Yeah, most certainly, and our data is

00:24:53,744 → 00:24:54,887

Gabriel Covarrubias: showing that as well.

00:24:54,947 → 00:24:57,683

Gabriel Covarrubias: When it comes to video and card access and

00:24:57,723 → 00:24:59,492

Gabriel Covarrubias: intrusion, that is a market that is going

00:24:59,532 → 00:25:01,180

Gabriel Covarrubias: to continue to grow for the foreseeable

00:25:03,084 → 00:25:03,204

Gabriel Covarrubias: future.

00:25:04,867 → 00:25:06,570

Gabriel Covarrubias: Aside from your statistic you brought up

00:25:06,670 → 00:25:09,281

Gabriel Covarrubias: earlier, most would argue that, you know,

00:25:09,361 → 00:25:11,007

Gabriel Covarrubias: is crime getting better or worse?

00:25:11,489 → 00:25:14,278

Gabriel Covarrubias: And most response to that is it's not

00:25:14,298 → 00:25:15,543

Gabriel Covarrubias: getting better, of course, it's getting

00:25:15,583 → 00:25:17,008

Gabriel Covarrubias: worse it feels worse it is.

00:25:17,120 → 00:25:19,366

Mark Haney: So I just heard it on the news as I was

00:25:19,406 → 00:25:21,151

Mark Haney: coming in from getting my finger bit and I

00:25:21,211 → 00:25:22,681

Mark Haney: heard it on John McGinnis show.

00:25:22,722 → 00:25:24,925

Mark Haney: I was listening to KPK and I'm like crime's

00:25:24,945 → 00:25:25,586

Mark Haney: going down Really.

00:25:25,826 → 00:25:28,811

Gabriel Covarrubias: I did not know that Exactly and and it's

00:25:28,851 → 00:25:31,034

Gabriel Covarrubias: subjective maybe, to to a local area.

00:25:31,335 → 00:25:33,688

Gabriel Covarrubias: You know zip code maybe, but realistically

00:25:33,728 → 00:25:35,514

Gabriel Covarrubias: I feel that the crime is not getting better.

00:25:36,177 → 00:25:37,902

Gabriel Covarrubias: Uh, as our population continues to grow,

00:25:37,943 → 00:25:39,346

Gabriel Covarrubias: there's going to continue to be more and

00:25:39,387 → 00:25:41,111

Gabriel Covarrubias: more crime and the need for security.

00:25:42,021 → 00:25:43,846

Gabriel Covarrubias: Um, the industry right now is in a really

00:25:43,886 → 00:25:45,611

Gabriel Covarrubias: good position as things are starting to

00:25:45,651 → 00:25:47,022

Gabriel Covarrubias: shift to all cloud computing.

00:25:47,183 → 00:25:49,829

Gabriel Covarrubias: For the security side of the business, we

00:25:49,869 → 00:25:52,402

Gabriel Covarrubias: went from strictly on-premise, very high

00:25:52,462 → 00:25:55,148

Gabriel Covarrubias: cost initial investment getting your

00:25:55,208 → 00:25:57,453

Gabriel Covarrubias: servers and cable infrastructure etc.

00:25:58,521 → 00:26:00,926

Gabriel Covarrubias: Bringing that cost of entry up pretty high.

00:26:01,527 → 00:26:04,414

Gabriel Covarrubias: Now, cloud side of things makes it scalable,

00:26:04,780 → 00:26:08,069

Gabriel Covarrubias: affordable and you can go to infinity in

00:26:08,109 → 00:26:09,312

Gabriel Covarrubias: terms of scalability.

00:26:09,420 → 00:26:10,825

Gabriel Covarrubias: You're not limited to the hardware you have

00:26:10,926 → 00:26:11,629

Gabriel Covarrubias: on site anymore.

00:26:12,562 → 00:26:14,067

Gabriel Covarrubias: So that's a big push for our company.

00:26:14,087 → 00:26:16,263

Gabriel Covarrubias: At MSC We've almost strictly gone to

00:26:16,303 → 00:26:18,669

Gabriel Covarrubias: cloud-based offerings for gate entry

00:26:18,709 → 00:26:21,481

Gabriel Covarrubias: systems, card access and video and the

00:26:21,521 → 00:26:24,975

Gabriel Covarrubias: compute power is increasing at this

00:26:25,416 → 00:26:26,360

Gabriel Covarrubias: exponential rate.

00:26:27,061 → 00:26:32,231

Mark Haney: It's incredible how AI is infiltrated every

00:26:32,291 → 00:26:36,784

Mark Haney: technology in the world, but it is making

00:26:36,864 → 00:26:38,967

Mark Haney: strides in video analytics.

00:26:39,127 → 00:26:43,294

Mark Haney: That is really game-changing for video

00:26:43,334 → 00:26:45,365

Mark Haney: security, and really anybody who's doing

00:26:45,405 → 00:26:47,703

Mark Haney: things with video right now is seeing AI

00:26:47,763 → 00:26:49,789

Mark Haney: come in and be, I guess, really helpful and

00:26:49,829 → 00:26:50,952

Mark Haney: really disruptive as well.

00:26:51,700 → 00:26:53,445

Gabriel Covarrubias: Yeah, one of the big shifts that our

00:26:53,485 → 00:26:55,190

Gabriel Covarrubias: manufacturers implemented in the last few

00:26:55,250 → 00:26:57,303

Gabriel Covarrubias: months is now, instead of looking through

00:26:57,343 → 00:27:00,550

Gabriel Covarrubias: video, we can talk or text into our VMS

00:27:00,590 → 00:27:02,882

Gabriel Covarrubias: software and we could say I'm looking for a

00:27:02,942 → 00:27:04,627

Gabriel Covarrubias: gentleman with a white t-shirt and blue

00:27:04,667 → 00:27:06,982

Gabriel Covarrubias: jeans on and blonde hair, and it's going to

00:27:07,003 → 00:27:08,307

Gabriel Covarrubias: pull up that video in seconds.

00:27:08,407 → 00:27:10,583

Gabriel Covarrubias: Oh my gosh and it's going to scrub all of

00:27:10,663 → 00:27:12,989

Gabriel Covarrubias: the cameras on that account, or the

00:27:13,029 → 00:27:14,593

Gabriel Covarrubias: selected cameras that you choose from.

00:27:15,261 → 00:27:17,327

Gabriel Covarrubias: So, going to that video investigation piece,

00:27:17,367 → 00:27:20,417

Gabriel Covarrubias: we've really expedited that process tenfold,

00:27:20,698 → 00:27:21,861

Gabriel Covarrubias: that's incredible that is.

00:27:22,542 → 00:27:23,945

Mark Haney: That's awesome, actually, because that

00:27:23,985 → 00:27:28,854

Mark Haney: means we're getting to the, because time is

00:27:28,894 → 00:27:29,335

Mark Haney: of the essence.

00:27:29,380 → 00:27:31,626

Mark Haney: If you're on an investigation or you're

00:27:31,646 → 00:27:35,898

Mark Haney: looking to solve some issue, time is

00:27:36,339 → 00:27:36,700

Mark Haney: critical.

00:27:36,820 → 00:27:39,347

Mark Haney: If you have to go back and rewind the tape

00:27:39,407 → 00:27:42,343

Mark Haney: and search and you know who is that guy and

00:27:42,363 → 00:27:47,280

Mark Haney: you zoom in and it looks like crap that guy

00:27:47,301 → 00:27:48,343

Mark Haney: and you zoom in and it's all you know.

00:27:48,363 → 00:27:48,784

Mark Haney: It looks like crap, uh.

00:27:48,804 → 00:27:49,626

Mark Haney: I mean, all that technology is just making

00:27:49,706 → 00:27:51,931

Mark Haney: things uh, makes all the uh solutions

00:27:51,971 → 00:27:53,694

Mark Haney: happen at a very fast pace.

00:27:54,095 → 00:27:56,042

Gabriel Covarrubias: Yeah, so you saw more crime and I like to

00:27:56,082 → 00:27:57,886

Gabriel Covarrubias: express that like think of something you

00:27:57,906 → 00:28:01,721

Gabriel Covarrubias: know, not as bad per se as like a lost

00:28:01,781 → 00:28:04,027

Gabriel Covarrubias: child at a mass transit maybe you get

00:28:04,067 → 00:28:05,852

Gabriel Covarrubias: separated from your child at an airport and

00:28:06,262 → 00:28:07,206

Gabriel Covarrubias: you've got a recent picture.

00:28:07,260 → 00:28:09,061

Gabriel Covarrubias: You could run up to security and say I'm

00:28:09,101 → 00:28:09,925

Gabriel Covarrubias: missing my son.

00:28:10,460 → 00:28:11,646

Gabriel Covarrubias: He's about four feet tall.

00:28:11,840 → 00:28:13,046

Gabriel Covarrubias: He was last seen in a red shirt.

00:28:13,500 → 00:28:15,318

Gabriel Covarrubias: They could type that in and scrub all the

00:28:15,359 → 00:28:17,517

Gabriel Covarrubias: data within seconds to find that that's

00:28:17,557 → 00:28:19,766

Gabriel Covarrubias: incredible and that's something that we're

00:28:19,786 → 00:28:21,070

Gabriel Covarrubias: really proud to be a part of.

00:28:22,101 → 00:28:23,707

Gabriel Covarrubias: We're not the manufacturers of that

00:28:23,747 → 00:28:26,362

Gabriel Covarrubias: equipment of you know, we're not the

00:28:26,382 → 00:28:27,025

Gabriel Covarrubias: manufacturers of that equipment.

00:28:27,045 → 00:28:28,069

Gabriel Covarrubias: We're the integrators, we're the installer,

00:28:28,089 → 00:28:29,033

Gabriel Covarrubias: we're the person that hands off to the end

00:28:29,054 → 00:28:30,760

Gabriel Covarrubias: user to make sure that we implement the

00:28:30,780 → 00:28:32,625

Gabriel Covarrubias: systems effectively and train them on the

00:28:32,726 → 00:28:33,127

Gabriel Covarrubias: use case.

00:28:33,327 → 00:28:35,072

Mark Haney: Well, it's great that you do that.

00:28:35,140 → 00:28:36,183

Mark Haney: Have you ever done work in prisons?

00:28:37,006 → 00:28:40,076

Mark Haney: We have, okay, so we used to sell.

00:28:40,958 → 00:28:42,502

Mark Haney: We didn't go in and do the integration into

00:28:42,542 → 00:28:43,945

Mark Haney: prisons although my current company has

00:28:43,985 → 00:28:47,432

Mark Haney: done a little bit of that, but that can be

00:28:47,472 → 00:28:49,937

Mark Haney: an experience, I assume, like.

00:28:49,957 → 00:28:51,520

Mark Haney: What prisons have you done, have you worked

00:28:51,600 → 00:28:51,700

Mark Haney: on?

00:28:52,402 → 00:28:54,907

Gabriel Covarrubias: Well, so we were a subcontractor for a

00:28:54,967 → 00:28:58,374

Gabriel Covarrubias: nationwide integrator and we have touched,

00:28:58,820 → 00:29:03,027

Gabriel Covarrubias: I want to say, about 25 of the 32 prisons

00:29:03,048 → 00:29:04,029

Gabriel Covarrubias: here in the state of California.

00:29:04,049 → 00:29:04,450

Mark Haney: Oh, my goodness.

00:29:05,271 → 00:29:07,134

Gabriel Covarrubias: Our team was the installation piece behind

00:29:07,174 → 00:29:09,786

Gabriel Covarrubias: those, so I've done more time in prison

00:29:09,826 → 00:29:13,246

Gabriel Covarrubias: than most would ever admit, but they let me

00:29:13,306 → 00:29:16,987

Gabriel Covarrubias: out every day, and so, as a project manager

00:29:17,007 → 00:29:19,144

Gabriel Covarrubias: working on those sites, I've seen a lot of

00:29:19,204 → 00:29:20,108

Gabriel Covarrubias: interesting things.

00:29:20,441 → 00:29:21,545

Gabriel Covarrubias: Well, they've got cameras.

00:29:21,867 → 00:29:24,079

Mark Haney: You know, keeping track of death row people

00:29:24,400 → 00:29:25,282

Mark Haney: and people are in it for life.

00:29:25,302 → 00:29:25,683

Mark Haney: And you know it.

00:29:25,703 → 00:29:26,504

Mark Haney: Keeping track of death row people and

00:29:26,524 → 00:29:27,185

Mark Haney: people are in it for life.

00:29:27,205 → 00:29:28,347

Mark Haney: And you know it's like, oh my gosh, you've

00:29:28,367 → 00:29:31,393

Mark Haney: you got to go into some very hostile areas

00:29:31,473 → 00:29:40,001

Mark Haney: where people they have nothing to lose

00:29:40,021 → 00:29:40,822

Mark Haney: anymore and you're in and among those

00:29:40,842 → 00:29:40,963

Mark Haney: people.

00:29:40,983 → 00:29:41,904

Mark Haney: Obviously, I would assume they provide a

00:29:41,924 → 00:29:43,988

Mark Haney: level of comfort for you so that you don't

00:29:44,088 → 00:29:48,074

Mark Haney: feel completely at risk, but that's gotta

00:29:48,094 → 00:29:48,535

Mark Haney: be scary.

00:29:49,480 → 00:29:52,471

Gabriel Covarrubias: Yeah, I would say that the very first time

00:29:52,531 → 00:29:55,140

Gabriel Covarrubias: entering a prison I walked into a prison

00:29:55,260 → 00:29:59,128

Gabriel Covarrubias: down in Central California called KVSP and

00:29:59,549 → 00:30:02,053

Gabriel Covarrubias: we were walking the site with the assistant

00:30:02,113 → 00:30:04,385

Gabriel Covarrubias: warden, all the engineers, project managers

00:30:04,445 → 00:30:06,660

Gabriel Covarrubias: associated with this job site I want to say

00:30:06,680 → 00:30:08,344

Gabriel Covarrubias: total implementation was around 1,100

00:30:08,404 → 00:30:11,231

Gabriel Covarrubias: cameras and we're walking through one of

00:30:11,251 → 00:30:13,402

Gabriel Covarrubias: the yards and you know, we're in a group of

00:30:13,462 → 00:30:16,410

Gabriel Covarrubias: maybe 20 people, about five, 20 civilians,

00:30:16,550 → 00:30:18,422

Gabriel Covarrubias: 20 civilians yeah, about five of them,

00:30:18,482 → 00:30:21,708

Gabriel Covarrubias: maybe more were correctional officers that

00:30:21,788 → 00:30:25,281

Gabriel Covarrubias: kind of kept us in a pod and we walk

00:30:25,341 → 00:30:27,509

Gabriel Covarrubias: through the gates of the yard and we get to

00:30:28,803 → 00:30:30,587

Gabriel Covarrubias: the programs, which is where they have all

00:30:30,627 → 00:30:32,131

Gabriel Covarrubias: their commissary and things like that

00:30:32,211 → 00:30:35,125

Gabriel Covarrubias: library, and we get into the programs area

00:30:35,707 → 00:30:37,912

Gabriel Covarrubias: and the gate shuts and I'll never forget

00:30:37,972 → 00:30:41,003

Gabriel Covarrubias: this, the siren sounded about five seconds

00:30:41,083 → 00:30:45,150

Gabriel Covarrubias: later and I'm like what is going on here?

00:30:45,610 → 00:30:48,815

Gabriel Covarrubias: Within about 60 seconds we see CEOs coming

00:30:48,875 → 00:30:51,105

Gabriel Covarrubias: from all directions and they're in riot

00:30:51,145 → 00:30:53,772

Gabriel Covarrubias: gear and a riot had kicked off on the yard.

00:30:54,875 → 00:30:57,442

Gabriel Covarrubias: And you know me being new to this

00:30:57,522 → 00:30:59,547

Gabriel Covarrubias: environment, completely caught off guard,

00:30:59,567 → 00:31:00,370

Gabriel Covarrubias: I'm like, do we run?

00:31:00,410 → 00:31:02,302

Gabriel Covarrubias: Do we hide what's going on, kind of thing.

00:31:02,322 → 00:31:03,404

Gabriel Covarrubias: And they're like, no, we have to go into

00:31:03,424 → 00:31:03,885

Gabriel Covarrubias: this room.

00:31:04,606 → 00:31:06,269

Gabriel Covarrubias: And everybody was very calm about it.

00:31:06,389 → 00:31:08,853

Gabriel Covarrubias: And you know, after the fact, speaking with

00:31:09,054 → 00:31:12,486

Gabriel Covarrubias: some of the CEOs there, it was interesting

00:31:12,546 → 00:31:15,452

Gabriel Covarrubias: because they had acknowledged that they saw

00:31:15,492 → 00:31:16,114

Gabriel Covarrubias: this coming.

00:31:17,200 → 00:31:19,126

Gabriel Covarrubias: And what I thought was interesting it was

00:31:19,567 → 00:31:21,111

Gabriel Covarrubias: nothing had happened until we left the yard

00:31:21,740 → 00:31:24,822

Gabriel Covarrubias: and as soon as you know, the contractors

00:31:24,862 → 00:31:26,723

Gabriel Covarrubias: and everybody associated with the project

00:31:26,764 → 00:31:27,184

Gabriel Covarrubias: left the yard.

00:31:27,224 → 00:31:29,285

Gabriel Covarrubias: That's when the riot took place and I don't

00:31:29,305 → 00:31:31,127

Gabriel Covarrubias: know the outcome of that situation.

00:31:31,147 → 00:31:33,608

Gabriel Covarrubias: I just know that nobody in our group was

00:31:33,668 → 00:31:34,709

Gabriel Covarrubias: harmed whatsoever.

00:31:35,730 → 00:31:38,972

Gabriel Covarrubias: But there was a level of angst.

00:31:39,092 → 00:31:41,053

Gabriel Covarrubias: Originally, getting into the prison work,

00:31:41,394 → 00:31:43,055

Gabriel Covarrubias: we did prison contracting for about five

00:31:43,115 → 00:31:44,956

Gabriel Covarrubias: years, wow, up and down the state of

00:31:44,996 → 00:31:47,278

Gabriel Covarrubias: California, throughout Texas, florida and

00:31:47,318 → 00:31:50,362

Gabriel Covarrubias: Louisiana, and you know the general

00:31:50,402 → 00:31:52,846

Gabriel Covarrubias: consensus that our team had received from

00:31:53,367 → 00:31:54,769

Gabriel Covarrubias: inmates, as we were working around inmates

00:31:54,809 → 00:31:56,652

Gabriel Covarrubias: for many years, is we were kind of the

00:31:56,712 → 00:31:58,455

Gabriel Covarrubias: heroes to them, which is really interesting

00:31:58,475 → 00:31:58,795

Gabriel Covarrubias: to think.

00:31:59,520 → 00:32:01,426

Gabriel Covarrubias: So putting in the video surveillance really

00:32:01,466 → 00:32:04,033

Gabriel Covarrubias: helped them, you know, from issues that

00:32:04,053 → 00:32:05,979

Gabriel Covarrubias: they might have had with correctional

00:32:06,039 → 00:32:07,703

Gabriel Covarrubias: officers or abuse and things like that.

00:32:07,964 → 00:32:08,345

Mark Haney: Interesting.

00:32:08,365 → 00:32:11,052

Mark Haney: My former son-in-law is a prison guard at

00:32:11,841 → 00:32:14,787

Mark Haney: Folsom and he's in the worst of the worst

00:32:14,887 → 00:32:18,034

Mark Haney: and he has described to me that, just as he

00:32:18,801 → 00:32:21,266

Mark Haney: begins to, you know, enter the town of

00:32:21,306 → 00:32:21,767

Mark Haney: Folsom.

00:32:21,787 → 00:32:23,812

Mark Haney: He doesn't live in Folsom, you know his,

00:32:24,192 → 00:32:27,399

Mark Haney: his whole um, he, he has a visceral

00:32:27,439 → 00:32:31,107

Mark Haney: reaction to uh, every morning when, or you

00:32:31,127 → 00:32:32,089

Mark Haney: know, when, he goes to work.

00:32:32,110 → 00:32:34,161

Mark Haney: It's like before he gets to work it all of

00:32:34,201 → 00:32:36,587

Mark Haney: a sudden hits him because it's such a high

00:32:36,647 → 00:32:38,652

Mark Haney: stress sort of environment.

00:32:38,712 → 00:32:41,103

Mark Haney: So you got to just hand it to those people

00:32:41,184 → 00:32:43,348

Mark Haney: that do that on a daily basis.

00:32:43,408 → 00:32:45,291

Mark Haney: You don't think about like you are just in

00:32:45,371 → 00:32:47,215

Mark Haney: danger for the whole shift.

00:32:48,964 → 00:32:52,032

Mark Haney: And yeah, being a contractor is bad as well,

00:32:52,220 → 00:32:55,344

Mark Haney: or it's not bad but scary, or probably had

00:32:55,384 → 00:32:56,007

Mark Haney: your heart racing.

00:32:57,601 → 00:33:02,012

Mark Haney: I was at CrossFit preparing for the MRF,

00:33:03,221 → 00:33:06,122

Mark Haney: which is a CrossFit workout, for it's kind

00:33:06,062 → 00:33:06,249

Mark Haney: of called a hero workout, and a group is a

00:33:06,190 → 00:33:07,336

Mark Haney: CrossFit workout for it's kind of they call

00:33:07,277 → 00:33:07,699

Mark Haney: it a hero workout.

00:33:08,541 → 00:33:10,890

Mark Haney: And a group of our CrossFit people were

00:33:10,910 → 00:33:12,798

Mark Haney: going to go over to Folsom Prison and

00:33:12,878 → 00:33:13,761

Mark Haney: compete against the guards.

00:33:13,781 → 00:33:14,823

Mark Haney: So they're like, mark, you want to go

00:33:14,863 → 00:33:19,732

Mark Haney: compete and nah, that's okay.

00:33:20,013 → 00:33:21,863

Mark Haney: My son-in-law says it's not that fun.

00:33:22,204 → 00:33:22,985

Mark Haney: So I didn't.

00:33:23,567 → 00:33:26,253

Mark Haney: I've never been on Folsom prison grounds

00:33:26,600 → 00:33:29,227

Mark Haney: and I don't know that I really have a

00:33:29,267 → 00:33:30,129

Mark Haney: desire to.

00:33:31,252 → 00:33:32,884

Mark Haney: I don't know, Would you go back on there?

00:33:32,904 → 00:33:33,708

Mark Haney: I mean, you quit doing it.

00:33:34,201 → 00:33:35,948

Mark Haney: Sounds like you were doing it until more

00:33:35,988 → 00:33:37,505

Mark Haney: recently, but why'd you quit?

00:33:37,980 → 00:33:39,667

Gabriel Covarrubias: Yeah, the contract term had ended.

00:33:40,242 → 00:33:41,374

Gabriel Covarrubias: That was a term with the state of

00:33:41,415 → 00:33:43,044

Gabriel Covarrubias: California and some changes happened with

00:33:43,064 → 00:33:44,288

Gabriel Covarrubias: the prime contractors.

00:33:44,308 → 00:33:45,110

Gabriel Covarrubias: They were acquired.

00:33:47,201 → 00:33:48,885

Gabriel Covarrubias: You know, mark, you're not missing much.

00:33:48,905 → 00:33:52,313

Gabriel Covarrubias: Okay, you know it's not a desirable place.

00:33:54,001 → 00:33:57,112

Gabriel Covarrubias: You know it's interesting to witness some

00:33:57,132 → 00:33:59,219

Gabriel Covarrubias: of the things that we did and see some of

00:33:59,239 → 00:34:01,805

Gabriel Covarrubias: the unique places that myself and our team

00:34:01,865 → 00:34:02,907

Gabriel Covarrubias: got to be a part of.

00:34:03,709 → 00:34:05,131

Gabriel Covarrubias: But it's not a place that you're going to

00:34:05,172 → 00:34:07,444

Gabriel Covarrubias: run back to and say, man, I can't wait to

00:34:07,464 → 00:34:09,050

Gabriel Covarrubias: get on the grounds of another prison.

00:34:09,240 → 00:34:11,394

Mark Haney: Yeah, you're going to have to pay me a lot

00:34:11,414 → 00:34:13,785

Mark Haney: of money to get in there because of the you

00:34:13,805 → 00:34:13,906

Mark Haney: know.

00:34:13,926 → 00:34:15,302

Mark Haney: I would think that that would be where your

00:34:15,603 → 00:34:16,668

Mark Haney: company approach would be.

00:34:16,981 → 00:34:18,064

Mark Haney: It's like if I've got to put that kind of

00:34:18,124 → 00:34:21,063

Mark Haney: stress on the team, it needs to be a

00:34:21,124 → 00:34:21,927

Mark Haney: lucrative contract.

00:34:26,400 → 00:34:27,122

Gabriel Covarrubias: Otherwise it's just not worth it.

00:34:27,142 → 00:34:28,144

Gabriel Covarrubias: Agreed, agreed and we did take it on.

00:34:28,164 → 00:34:29,026

Gabriel Covarrubias: It was fairly lucrative for the time that

00:34:29,046 → 00:34:30,188

Gabriel Covarrubias: we were in with that contract.

00:34:30,248 → 00:34:33,281

Gabriel Covarrubias: But it's not an area that we run back for.

00:34:33,602 → 00:34:36,068

Gabriel Covarrubias: We're happy in our current lane.

00:34:36,108 → 00:34:37,431

Gabriel Covarrubias: We do a decent amount of government

00:34:37,491 → 00:34:40,964

Gabriel Covarrubias: contracting, mostly for facilities, DGS,

00:34:40,984 → 00:34:43,869

Gabriel Covarrubias: that type of stuff, and then we work with

00:34:44,090 → 00:34:46,594

Gabriel Covarrubias: local municipals but we've been happy to

00:34:46,634 → 00:34:48,944

Gabriel Covarrubias: get out of the prison and even local

00:34:50,006 → 00:34:51,990

Gabriel Covarrubias: jurisdictions for jails and things like

00:34:52,010 → 00:34:54,341

Gabriel Covarrubias: that, Because the jails, I would honestly

00:34:54,401 → 00:34:55,062

Gabriel Covarrubias: say, were worse.

00:34:55,423 → 00:34:58,910

Gabriel Covarrubias: Those people, they don't have necessarily

00:34:59,370 → 00:35:01,802

Gabriel Covarrubias: the respect that you would get in a prison

00:35:01,982 → 00:35:02,745

Gabriel Covarrubias: from the inmates.

00:35:03,367 → 00:35:03,888

Gabriel Covarrubias: Again, there's a-.

00:35:04,069 → 00:35:04,570

Mark Haney: What now?

00:35:04,940 → 00:35:06,084

Mark Haney: Yeah, there's a whole the there's, there's

00:35:06,104 → 00:35:09,544

Mark Haney: a jail feels uh, sketchier than the prison

00:35:09,705 → 00:35:11,869

Mark Haney: yeah, because, and because the people in

00:35:11,909 → 00:35:14,581

Mark Haney: the jail that are there let's call it short

00:35:14,641 → 00:35:16,786

Mark Haney: term they have less respect.

00:35:17,407 → 00:35:19,471

Gabriel Covarrubias: I would say so wow, that's interesting the

00:35:19,511 → 00:35:21,202

Gabriel Covarrubias: prison and not to get into it because I

00:35:21,222 → 00:35:21,523

Gabriel Covarrubias: don't know.

00:35:21,563 → 00:35:23,930

Gabriel Covarrubias: A lot of it is there is, I heard it when I

00:35:23,970 → 00:35:24,170

Gabriel Covarrubias: went on.

00:35:24,190 → 00:35:26,043

Gabriel Covarrubias: The first prison is a term called prison

00:35:26,083 → 00:35:28,908

Gabriel Covarrubias: politics and and they have their own little

00:35:28,948 → 00:35:29,609

Gabriel Covarrubias: society there.

00:35:30,631 → 00:35:33,702

Gabriel Covarrubias: A guard had once told me he goes, remember

00:35:34,003 → 00:35:36,729

Gabriel Covarrubias: you're a guest in their house and I said

00:35:36,749 → 00:35:37,371

Gabriel Covarrubias: well, why is that?

00:35:37,391 → 00:35:37,632

Gabriel Covarrubias: He goes?

00:35:37,672 → 00:35:39,764

Gabriel Covarrubias: Because they sleep here and we all go home

00:35:40,586 → 00:35:42,791

Gabriel Covarrubias: and so they show a certain level of respect

00:35:42,811 → 00:35:44,741

Gabriel Covarrubias: to the inmates and the inmates give them a

00:35:44,781 → 00:35:45,903

Gabriel Covarrubias: certain level of respect.

00:35:46,845 → 00:35:49,449

Gabriel Covarrubias: As a contractor, we didn't feel threatened

00:35:50,090 → 00:35:51,132

Gabriel Covarrubias: in most prisons.

00:35:51,993 → 00:35:53,741

Gabriel Covarrubias: Jails were different Jails.

00:35:53,821 → 00:35:56,186

Gabriel Covarrubias: It seemed like people would make comments

00:35:56,326 → 00:35:59,773

Gabriel Covarrubias: and try and you'd say things, ask you for

00:35:59,880 → 00:36:02,006

Gabriel Covarrubias: screwdrivers or lighters or that type of

00:36:02,046 → 00:36:02,246

Gabriel Covarrubias: stuff.

00:36:02,286 → 00:36:04,131

Gabriel Covarrubias: But prison didn't happen very often.

00:36:04,151 → 00:36:06,287

Mark Haney: Well, I guess that's a note to anybody out

00:36:06,307 → 00:36:08,606

Mark Haney: there Don't get yourself arrested and go to

00:36:08,886 → 00:36:10,671

Mark Haney: jail for even a night.

00:36:10,780 → 00:36:12,086

Mark Haney: It might not be too pleasant.

00:36:13,241 → 00:36:14,306

Gabriel Covarrubias: Yeah, and don't go to prison.

00:36:14,480 → 00:36:15,685

Gabriel Covarrubias: Yeah, definitely don't go to prison.

00:36:15,705 → 00:36:18,144

Gabriel Covarrubias: Let's face it, that's not a place I think

00:36:18,184 → 00:36:20,110

Gabriel Covarrubias: anybody would desire to be.

00:36:21,061 → 00:36:22,046

Mark Haney: Okay, this is an interesting show.

00:36:22,120 → 00:36:23,521

Mark Haney: We've taken the show in some different

00:36:23,541 → 00:36:26,924

Mark Haney: directions today, but I always like to know

00:36:27,965 → 00:36:28,886

Mark Haney: two last questions.

00:36:28,946 → 00:36:31,248

Mark Haney: It's like what's the vision for the company?

00:36:31,629 → 00:36:34,191

Mark Haney: And then I'll finish with one or two last

00:36:34,251 → 00:36:34,551

Mark Haney: questions.

00:36:34,591 → 00:36:36,273

Mark Haney: But what's the vision for MSC moving

00:36:36,313 → 00:36:36,613

Mark Haney: forward?

00:36:37,334 → 00:36:38,255

Gabriel Covarrubias: Yeah, great question.

00:36:38,835 → 00:36:40,997

Gabriel Covarrubias: Right now we have two legs of the business.

00:36:45,641 → 00:36:46,822

Gabriel Covarrubias: I have pivoted my focus and gone to our

00:36:46,842 → 00:36:47,783

Gabriel Covarrubias: mobile side of the business and currently

00:36:47,803 → 00:36:50,025

Gabriel Covarrubias: we're expanding our mobile security units

00:36:50,926 → 00:36:51,507

Gabriel Covarrubias: rapidly.

00:36:52,368 → 00:36:55,651

Gabriel Covarrubias: From last year to this year we 3X'd our

00:36:55,912 → 00:36:56,933

Gabriel Covarrubias: inventory, our fleet.

00:36:57,593 → 00:36:58,995

Gabriel Covarrubias: This year we're looking to hit our first

00:36:59,035 → 00:37:00,497

Gabriel Covarrubias: hundred units by the end of the year.

00:37:01,622 → 00:37:03,788

Gabriel Covarrubias: Wow, and have those units leased out.

00:37:03,828 → 00:37:05,191

Gabriel Covarrubias: It's one thing having them sit in a park.

00:37:05,211 → 00:37:05,532

Mark Haney: Yeah, yeah.

00:37:05,961 → 00:37:07,426

Gabriel Covarrubias: We want to make sure they're out protecting

00:37:07,466 → 00:37:09,232

Gabriel Covarrubias: properties and facilities.

00:37:10,176 → 00:37:12,382

Gabriel Covarrubias: On the integration side of the business,

00:37:12,423 → 00:37:14,367

Gabriel Covarrubias: we're going to continue to focus our growth

00:37:14,428 → 00:37:17,021

Gabriel Covarrubias: trajectory there, pivoting our clients to

00:37:17,061 → 00:37:18,244

Gabriel Covarrubias: cloud-based solutions.

00:37:19,306 → 00:37:21,510

Gabriel Covarrubias: A big growth for us right now has been card

00:37:21,630 → 00:37:22,091

Gabriel Covarrubias: access.

00:37:22,973 → 00:37:24,828

Gabriel Covarrubias: As you see in the news on a regular basis,

00:37:25,391 → 00:37:27,742

Gabriel Covarrubias: unauthorized individuals gaining access to

00:37:27,822 → 00:37:30,508

Gabriel Covarrubias: businesses, buildings, et cetera and,

00:37:30,568 → 00:37:32,112

Gabriel Covarrubias: unfortunately, doing some heinous crime.

00:37:32,152 → 00:37:34,584

Gabriel Covarrubias: So that is a big vertical for us that we're

00:37:34,604 → 00:37:37,051

Gabriel Covarrubias: focusing a lot of effort and energy into to

00:37:37,091 → 00:37:38,782

Gabriel Covarrubias: make sure that we provide a comprehensive

00:37:38,843 → 00:37:41,227

Gabriel Covarrubias: product for our clients Wow.

00:37:41,408 → 00:37:44,861

Mark Haney: And so what did I not ask you that I should

00:37:44,941 → 00:37:45,202

Mark Haney: ask you?

00:37:45,703 → 00:37:48,289

Mark Haney: What message should we get out there about

00:37:48,329 → 00:37:49,592

Mark Haney: your business or about anything else you're

00:37:49,612 → 00:37:49,933

Mark Haney: working on?

00:37:50,901 → 00:37:54,043

Gabriel Covarrubias: That's a great question, what I think you

00:37:54,083 → 00:37:55,288

Gabriel Covarrubias: asked some really good questions.

00:37:56,360 → 00:37:59,226

Gabriel Covarrubias: You know I'm a Sacramento native here, born

00:37:59,246 → 00:38:00,830

Gabriel Covarrubias: and raised in Carmichael.

00:38:01,632 → 00:38:01,972

Gabriel Covarrubias: What high school.

00:38:01,993 → 00:38:02,353

Gabriel Covarrubias: Did you go to?

00:38:03,480 → 00:38:04,666

Gabriel Covarrubias: Interesting enough, mark, and I'll say this

00:38:04,623 → 00:38:05,163

Gabriel Covarrubias: on the air here I'm an eighth grade dropout,

00:38:05,121 → 00:38:05,440

Gabriel Covarrubias: really, so I did not go to high school.

00:38:05,398 → 00:38:05,770

Gabriel Covarrubias: Did you go to?

00:38:05,727 → 00:38:06,125

Gabriel Covarrubias: Interesting enough?

00:38:06,083 → 00:38:06,823

Gabriel Covarrubias: Mark, and I'll say this on the air here I'm

00:38:06,863 → 00:38:09,242

Gabriel Covarrubias: an eighth grade dropout, really, so I did

00:38:09,362 → 00:38:10,347

Gabriel Covarrubias: not go to high school.

00:38:11,100 → 00:38:13,101

Gabriel Covarrubias: I grew up primarily in the foster system

00:38:13,141 → 00:38:16,544

Gabriel Covarrubias: from the age of six and left the foster

00:38:16,584 → 00:38:18,065

Gabriel Covarrubias: system at the age of 13.

00:38:18,765 → 00:38:20,108

Mark Haney: Tell me about that.

00:38:20,288 → 00:38:24,275

Mark Haney: Okay, so you left the foster system.

00:38:25,798 → 00:38:26,479

Mark Haney: The foster system.

00:38:27,466 → 00:38:30,433

Mark Haney: I assume that was a very difficult set of

00:38:30,473 → 00:38:31,114

Mark Haney: transitions.

00:38:31,896 → 00:38:34,547

Mark Haney: From what I've heard that you know there's

00:38:34,567 → 00:38:37,373

Mark Haney: a guy named Dale Carlson, a local person

00:38:37,413 → 00:38:40,180

Mark Haney: that has really helped a lot of that system

00:38:40,320 → 00:38:42,210

Mark Haney: and helped so many people through the sleep

00:38:42,250 → 00:38:42,531

Mark Haney: train.

00:38:43,173 → 00:38:45,569

Mark Haney: So I followed his, the stuff he's working

00:38:45,650 → 00:38:47,779

Mark Haney: on and there's these really cool

00:38:47,819 → 00:38:49,405

Mark Haney: inspirational stories about people that

00:38:49,425 → 00:38:51,210

Mark Haney: have gone, had it so difficult and then

00:38:52,332 → 00:38:54,117

Mark Haney: live to, you know, really do great things

00:38:54,157 → 00:38:54,578

Mark Haney: in their life.

00:38:54,685 → 00:38:55,849

Mark Haney: But was it a tough?

00:38:55,929 → 00:38:57,554

Mark Haney: Was the foster system difficult for you?

00:38:58,316 → 00:39:00,604

Gabriel Covarrubias: Most certainly it was tough.

00:39:00,724 → 00:39:02,189

Gabriel Covarrubias: My brother and I were separated.

00:39:02,470 → 00:39:04,226

Gabriel Covarrubias: I want to say I was about eight years old,

00:39:04,928 → 00:39:06,131

Gabriel Covarrubias: he's a year and a half older than me, so

00:39:06,171 → 00:39:07,936

Gabriel Covarrubias: he's probably about nine and a half ten at

00:39:07,976 → 00:39:08,377

Gabriel Covarrubias: that time.

00:39:08,465 → 00:39:10,430

Gabriel Covarrubias: We got separated in the foster system and

00:39:10,891 → 00:39:13,116

Gabriel Covarrubias: went to different homes, had a family

00:39:13,156 → 00:39:15,008

Gabriel Covarrubias: member that took us in for, or took me in

00:39:15,028 → 00:39:16,732

Gabriel Covarrubias: for, a little while, and that was

00:39:16,772 → 00:39:18,757

Gabriel Covarrubias: short-lived, that lasted about two years,

00:39:18,877 → 00:39:21,651

Gabriel Covarrubias: and so through various group homes, um,

00:39:22,894 → 00:39:24,398

Gabriel Covarrubias: group homes, group homes, yeah.

00:39:26,006 → 00:39:28,415

Mark Haney: What's a group home like for a little kid?

00:39:28,925 → 00:39:31,316

Gabriel Covarrubias: Yeah, very scary number one, oh wow.

00:39:31,986 → 00:39:32,627

Gabriel Covarrubias: Number two.

00:39:32,687 → 00:39:35,513

Gabriel Covarrubias: I mean I think they were called orphanages

00:39:35,573 → 00:39:38,747

Gabriel Covarrubias: or various names over our time, but now

00:39:38,787 → 00:39:40,133

Gabriel Covarrubias: they consider them a group home.

00:39:40,245 → 00:39:42,371

Gabriel Covarrubias: It's going to be a location that's a safe

00:39:42,411 → 00:39:45,707

Gabriel Covarrubias: haven for children to come, and so, in the

00:39:45,767 → 00:39:48,413

Gabriel Covarrubias: event that you get separated from a family

00:39:48,453 → 00:39:51,105

Gabriel Covarrubias: member, your parents, the first stop you're

00:39:51,126 → 00:39:52,952

Gabriel Covarrubias: going to go to is going to be a group home.

00:39:53,735 → 00:39:55,803

Gabriel Covarrubias: That home is going to house you in a pod

00:39:55,883 → 00:39:59,430

Gabriel Covarrubias: with maybe 16 other kids of your age and

00:39:59,470 → 00:39:59,951

Gabriel Covarrubias: gender.

00:40:01,033 → 00:40:02,476

Gabriel Covarrubias: They'll have a school on site.

00:40:02,496 → 00:40:04,359

Gabriel Covarrubias: They'll have teachers and counselors that

00:40:04,786 → 00:40:07,711

Gabriel Covarrubias: you would still try and live a normal life

00:40:07,791 → 00:40:11,619

Gabriel Covarrubias: as possible, but everything to the Dale

00:40:11,639 → 00:40:13,168

Gabriel Covarrubias: Carlson ticket to dreams.

00:40:13,228 → 00:40:14,672

Gabriel Covarrubias: We work with those guys too a little bit.

00:40:15,574 → 00:40:17,426

Gabriel Covarrubias: You know you live out of a black trash bag

00:40:17,767 → 00:40:19,810

Gabriel Covarrubias: as you transition, and so Wow.

00:40:19,890 → 00:40:20,592

Mark Haney: Okay, so you got.

00:40:20,652 → 00:40:23,296

Mark Haney: Whatever all your belongings are in a big,

00:40:23,336 → 00:40:24,398

Mark Haney: put them in a big trash bag.

00:40:24,598 → 00:40:25,540

Gabriel Covarrubias: Big trash bag yeah.

00:40:25,905 → 00:40:29,814

Mark Haney: And so you leave your family member's house

00:40:29,854 → 00:40:30,897

Mark Haney: who only wanted to have you.

00:40:30,917 → 00:40:32,507

Mark Haney: For did you get in trouble and you had to

00:40:32,548 → 00:40:32,969

Mark Haney: go to there?

00:40:32,989 → 00:40:34,714

Mark Haney: Got in trouble, yeah, got in trouble, yeah.

00:40:35,765 → 00:40:36,026

Mark Haney: And then.

00:40:36,046 → 00:40:37,712

Mark Haney: So then you got hey, sorry, you're going to

00:40:37,732 → 00:40:38,234

Mark Haney: the group home.

00:40:39,435 → 00:40:40,795

Gabriel Covarrubias: Well, a little bit different.

00:40:40,875 → 00:40:41,996

Gabriel Covarrubias: You know, got in trouble.

00:40:42,116 → 00:40:44,037

Gabriel Covarrubias: I wasn't one for authority at a young age.

00:40:44,137 → 00:40:46,179

Gabriel Covarrubias: So, uh I, I would run away.

00:40:46,739 → 00:40:48,720

Gabriel Covarrubias: And uh, in the event, I would run away if,

00:40:49,020 → 00:40:50,881

Gabriel Covarrubias: uh, I would run into a law enforcement

00:40:50,921 → 00:40:51,242

Gabriel Covarrubias: figure.

00:40:51,642 → 00:40:53,023

Gabriel Covarrubias: Yeah, I wasn't a criminal, I was a little

00:40:53,043 → 00:40:53,403

Gabriel Covarrubias: kid.

00:40:53,483 → 00:40:55,087

Gabriel Covarrubias: And so they'd take you back to the group

00:40:55,126 → 00:40:55,327

Gabriel Covarrubias: home.

00:40:55,888 → 00:40:57,931

Gabriel Covarrubias: And every time you transition, for my, my

00:40:57,971 → 00:40:59,894

Gabriel Covarrubias: situation, anytime I would transition out

00:40:59,934 → 00:41:00,855

Gabriel Covarrubias: of a foster home.

00:41:02,177 → 00:41:03,860

Gabriel Covarrubias: You know, if they couldn't find housing for

00:41:03,900 → 00:41:05,047

Gabriel Covarrubias: me right away, it would be back to the

00:41:05,087 → 00:41:05,528

Gabriel Covarrubias: group home.

00:41:06,450 → 00:41:11,402

Mark Haney: Yeah, Wow, and so you go to school.

00:41:11,943 → 00:41:14,529

Mark Haney: Did you go through like seventh and eighth

00:41:14,589 → 00:41:17,235

Mark Haney: grade at the group home or did you go to a

00:41:17,756 → 00:41:19,039

Mark Haney: school like in Sacramento?

00:41:19,385 → 00:41:20,449

Gabriel Covarrubias: Yeah, Seventh and eighth grade.

00:41:20,469 → 00:41:22,275

Gabriel Covarrubias: I went to some local middle schools here

00:41:22,445 → 00:41:24,751

Gabriel Covarrubias: Starking and Churchill and I was living

00:41:24,832 → 00:41:26,617

Gabriel Covarrubias: with foster families during that time.

00:41:27,166 → 00:41:30,515

Mark Haney: And then you tell them one day you don't

00:41:30,555 → 00:41:31,437

Mark Haney: want to go back to school.

00:41:32,946 → 00:41:35,012

Gabriel Covarrubias: One day I get in trouble at the end of

00:41:35,052 → 00:41:35,634

Gabriel Covarrubias: eighth grade.

00:41:35,654 → 00:41:35,955

Gabriel Covarrubias: What'd?

00:41:36,135 → 00:41:36,456

Mark Haney: you do.

00:41:38,425 → 00:41:39,927

Gabriel Covarrubias: I came home late because I wanted to spend

00:41:39,947 → 00:41:41,549

Gabriel Covarrubias: the last day of school with a girl I had

00:41:41,589 → 00:41:41,770

Gabriel Covarrubias: met.

00:41:42,410 → 00:41:44,373

Gabriel Covarrubias: Of course, boys and girls is all the

00:41:44,413 → 00:41:44,693

Gabriel Covarrubias: trouble.

00:41:45,494 → 00:41:48,538

Gabriel Covarrubias: So I came home late and when I'd gotten

00:41:48,618 → 00:41:53,991

Gabriel Covarrubias: home, you know I was abused a little bit.

00:41:54,291 → 00:41:57,177

Gabriel Covarrubias: Not bad and not to go down that, but we'll

00:41:57,197 → 00:41:57,999

Gabriel Covarrubias: talk a little bit later.

00:41:59,186 → 00:42:01,431

Gabriel Covarrubias: So I took off, you know the individual

00:42:01,471 → 00:42:03,015

Gabriel Covarrubias: decided that they thought it was

00:42:03,135 → 00:42:06,267

Gabriel Covarrubias: justifiable to hit me and at that point I

00:42:06,347 → 00:42:06,788

Gabriel Covarrubias: ran away.

00:42:07,490 → 00:42:09,355

Gabriel Covarrubias: That was actually the last home I had ever

00:42:09,455 → 00:42:11,890

Gabriel Covarrubias: lived in and I'd been on my own ever since,

00:42:11,931 → 00:42:12,694

Gabriel Covarrubias: since the age of 13.

00:42:16,091 → 00:42:16,693

Mark Haney: Where did you live?

00:42:16,713 → 00:42:18,918

Mark Haney: Where did you go to get shelter and stuff

00:42:18,938 → 00:42:19,238

Mark Haney: like that?

00:42:19,805 → 00:42:20,709

Gabriel Covarrubias: Yeah, great question.

00:42:21,935 → 00:42:23,462

Gabriel Covarrubias: I have been able to surround myself with

00:42:23,502 → 00:42:26,030

Gabriel Covarrubias: some really great individuals that I still

00:42:26,070 → 00:42:27,635

Gabriel Covarrubias: call family to this day, so I just had

00:42:27,695 → 00:42:28,297

Gabriel Covarrubias: older friends.

00:42:29,665 → 00:42:31,269

Gabriel Covarrubias: You know, I lived in my first apartment

00:42:31,330 → 00:42:32,693

Gabriel Covarrubias: with a good friend of mine.

00:42:32,814 → 00:42:33,455

Gabriel Covarrubias: He was 18.

00:42:33,515 → 00:42:34,177

Gabriel Covarrubias: I was 13.

00:42:36,226 → 00:42:37,167

Gabriel Covarrubias: He slept on the couch.

00:42:37,247 → 00:42:39,769

Gabriel Covarrubias: He had a great paying job and I found ways

00:42:39,849 → 00:42:41,211

Gabriel Covarrubias: to create side hustles.

00:42:41,231 → 00:42:42,512

Gabriel Covarrubias: I found ways to create side hustles.

00:42:42,652 → 00:42:46,455

Gabriel Covarrubias: I was a great Craigslist advertiser and

00:42:46,515 → 00:42:48,157

Gabriel Covarrubias: sales guy at a very young age.

00:42:48,217 → 00:42:49,978

Gabriel Covarrubias: I would take things from garage sales,

00:42:50,499 → 00:42:52,220

Gabriel Covarrubias: things that maybe he was getting rid of,

00:42:52,320 → 00:42:54,482

Gabriel Covarrubias: and found ways to generate income.

00:42:54,542 → 00:42:54,722

Gabriel Covarrubias: Wow.

00:42:57,225 → 00:42:58,347

Mark Haney: So you've always been like that.

00:42:58,367 → 00:43:03,256

Mark Haney: I guess that's what difficult times brings

00:43:03,356 → 00:43:05,159

Mark Haney: out of people, brought out of you.

00:43:05,405 → 00:43:07,511

Mark Haney: Difficult times caused you to be sort of

00:43:07,551 → 00:43:11,042

Mark Haney: scrappy and use your ingenuity Craigslist

00:43:11,443 → 00:43:11,704

Mark Haney: yeah, wow.

00:43:12,245 → 00:43:13,550

Gabriel Covarrubias: Yeah, I started learning a skill.

00:43:13,590 → 00:43:15,267

Gabriel Covarrubias: I had a good friend I think I was probably

00:43:15,287 → 00:43:17,812

Gabriel Covarrubias: about 15 years old Taught me how to tint

00:43:17,852 → 00:43:21,028

Gabriel Covarrubias: windows in automobiles, so I would work

00:43:21,108 → 00:43:23,233

Gabriel Covarrubias: under the table at a shop here in

00:43:23,253 → 00:43:25,538

Gabriel Covarrubias: Sacramento and would tint windows.

00:43:26,225 → 00:43:28,130

Gabriel Covarrubias: So that was a good gig for a while and in

00:43:28,210 → 00:43:31,237

Gabriel Covarrubias: fact in 2008, that turned into my very

00:43:31,297 → 00:43:31,958

Gabriel Covarrubias: first business.

00:43:32,165 → 00:43:34,310

Gabriel Covarrubias: I opened a window tinting shop over there

00:43:34,331 → 00:43:35,373

Gabriel Covarrubias: off Marconi and 80.

00:43:35,574 → 00:43:38,870

Gabriel Covarrubias: So it's very first business in a rough time

00:43:38,890 → 00:43:39,933

Gabriel Covarrubias: to start a business too.

00:43:39,953 → 00:43:40,193

Gabriel Covarrubias: Yeah.

00:43:40,234 → 00:43:40,454

Mark Haney: How old?

00:43:40,474 → 00:43:41,597

Gabriel Covarrubias: were you then 2008?

00:43:42,005 → 00:43:42,832

Gabriel Covarrubias: I was 18.

00:43:43,336 → 00:43:45,407

Gabriel Covarrubias: And so it was probably within a month after

00:43:45,427 → 00:43:47,231

Gabriel Covarrubias: my 18th birthday I went down and got my

00:43:47,292 → 00:43:50,305

Gabriel Covarrubias: first business license and now look what

00:43:50,326 → 00:43:51,188

Gabriel Covarrubias: you've built.

00:43:51,448 → 00:43:53,333

Mark Haney: I mean you've got this incredible.

00:43:53,373 → 00:43:55,017

Mark Haney: You're putting in thousands and thousands

00:43:55,037 → 00:43:56,348

Mark Haney: and thousands of cameras.

00:43:57,109 → 00:43:58,953

Mark Haney: Uh, you've got these mobile trailers.

00:43:59,013 → 00:44:01,679

Mark Haney: You've got a vision for growth and you're

00:44:01,685 → 00:44:02,774

Mark Haney: still a young dude.

00:44:02,744 → 00:44:03,730

Mark Haney: I mean, you're still a really young guy

00:44:03,700 → 00:44:04,008

Mark Haney: with a young family.

00:44:03,977 → 00:44:04,432

Mark Haney: You are got a vision for growth and you're

00:44:04,402 → 00:44:04,670

Mark Haney: still a young dude.

00:44:04,639 → 00:44:05,216

Mark Haney: I mean, you're still a really young guy

00:44:05,236 → 00:44:06,257

Mark Haney: with a young family.

00:44:06,797 → 00:44:09,699

Mark Haney: You are just a great, I guess.

00:44:09,739 → 00:44:13,462

Mark Haney: Story of my shirt says everything is

00:44:13,525 → 00:44:16,074

Mark Haney: figureoutable, which is one of my mottos,

00:44:16,135 → 00:44:18,684

Mark Haney: and you are a you're living proof that

00:44:18,724 → 00:44:21,029

Mark Haney: everything is figureoutable, no matter what

00:44:21,069 → 00:44:23,413

Mark Haney: kind of circumstances you put yourself in.

00:44:23,473 → 00:44:26,880

Mark Haney: Even if you are a little anti-authority,

00:44:27,245 → 00:44:29,032

Mark Haney: maybe have a chip on your shoulder for one

00:44:29,072 → 00:44:31,869

Mark Haney: reason or another, you can straighten it

00:44:31,949 → 00:44:34,096

Mark Haney: all out and figure it out.

00:44:35,045 → 00:44:36,792

Gabriel Covarrubias: That's so true, mark, and I love that on

00:44:36,812 → 00:44:37,073

Gabriel Covarrubias: your shirt.

00:44:37,125 → 00:44:37,969

Gabriel Covarrubias: I'm going to have to get one of those

00:44:37,989 → 00:44:38,652

Gabriel Covarrubias: shirts from you.

00:44:39,587 → 00:44:41,713

Gabriel Covarrubias: It is something I live by that you can

00:44:41,773 → 00:44:45,886

Gabriel Covarrubias: figure out just about anything, and to the

00:44:45,906 → 00:44:48,451

Gabriel Covarrubias: point of hardship and trouble and setbacks.

00:44:49,213 → 00:44:51,518

Gabriel Covarrubias: I learned at a young age that, no matter my

00:44:51,598 → 00:44:53,749

Gabriel Covarrubias: story, no matter what I'm going through,

00:44:54,370 → 00:44:57,276

Gabriel Covarrubias: somebody always has it worse and I'm the

00:44:57,316 → 00:45:00,150

Gabriel Covarrubias: last person to say, oh, pity me, or man, I

00:45:00,191 → 00:45:00,933

Gabriel Covarrubias: didn't have this.

00:45:01,535 → 00:45:03,260

Gabriel Covarrubias: I didn't have that opportunity growing up,

00:45:03,521 → 00:45:05,126

Gabriel Covarrubias: I didn't have the parents that stayed

00:45:05,146 → 00:45:05,487

Gabriel Covarrubias: together.

00:45:05,547 → 00:45:06,670

Gabriel Covarrubias: I didn't, I didn't have that.

00:45:06,710 → 00:45:10,158

Gabriel Covarrubias: But instead of saying, wow, this was the

00:45:10,265 → 00:45:12,330

Gabriel Covarrubias: cards I dealt or I was dealt and I have to

00:45:12,410 → 00:45:14,996

Gabriel Covarrubias: deal with that, I said, no, I'm going to

00:45:15,096 → 00:45:17,829

Gabriel Covarrubias: change that trajectory, I'm going to be the

00:45:17,869 → 00:45:20,796

Gabriel Covarrubias: difference on that family, that family line,

00:45:20,856 → 00:45:22,990

Gabriel Covarrubias: and and that's something that motivates me

00:45:23,070 → 00:45:27,151

Gabriel Covarrubias: every morning and now married with two kids,

00:45:27,372 → 00:45:30,658

Gabriel Covarrubias: beautiful family, absolutely love, love my

00:45:30,718 → 00:45:31,039

Gabriel Covarrubias: family.

00:45:31,205 → 00:45:34,053

Gabriel Covarrubias: And you know I look back my wife had the

00:45:34,073 → 00:45:36,605

Gabriel Covarrubias: great, great family, upbringing, beautiful

00:45:36,646 → 00:45:39,150

Gabriel Covarrubias: parents, stayed together their whole life,

00:45:39,270 → 00:45:41,133

Gabriel Covarrubias: and high school and college, all that fun

00:45:41,173 → 00:45:41,474

Gabriel Covarrubias: stuff.

00:45:41,554 → 00:45:45,060

Gabriel Covarrubias: And, and you know as, as we started a

00:45:45,125 → 00:45:48,452

Gabriel Covarrubias: family, I said to myself and to her uh, I'm

00:45:48,492 → 00:45:51,198

Gabriel Covarrubias: not going to do what, what I had done to me

00:45:51,258 → 00:45:53,529

Gabriel Covarrubias: and and just making sure that I I'm the

00:45:53,609 → 00:45:57,316

Gabriel Covarrubias: change in that path, but, um, I never let

00:45:57,636 → 00:45:58,598

Gabriel Covarrubias: you my past be.

00:46:00,167 → 00:46:02,291

Gabriel Covarrubias: Uh, something that's going to hold me back

00:46:02,532 → 00:46:04,035

Gabriel Covarrubias: in what the future holds, because

00:46:04,797 → 00:46:05,779

Gabriel Covarrubias: possibilities are endless.

00:46:06,386 → 00:46:07,749

Gabriel Covarrubias: It's all up to us and what we make of it.

00:46:08,129 → 00:46:10,515

Mark Haney: Well, I was going to ask you for words of

00:46:10,615 → 00:46:14,251

Mark Haney: wisdom for somebody who's aspiring to be an

00:46:14,371 → 00:46:17,840

Mark Haney: entrepreneur, but I can tell you you've

00:46:18,100 → 00:46:20,849

Mark Haney: added a lot of wisdom and a lot of

00:46:21,150 → 00:46:23,622

Mark Haney: inspiration and I didn't really understand

00:46:23,662 → 00:46:24,867

Mark Haney: that this was going to come out of this

00:46:24,967 → 00:46:25,368

Mark Haney: show.

00:46:26,070 → 00:46:30,342

Mark Haney: But I'm really honored that you came on the

00:46:30,382 → 00:46:31,946

Mark Haney: show and were, you know, made yourself

00:46:31,986 → 00:46:35,574

Mark Haney: vulnerable, you shared, you shared the real

00:46:35,654 → 00:46:36,015

Mark Haney: you.

00:46:36,596 → 00:46:38,706

Mark Haney: But is there any other words of wisdom that

00:46:38,726 → 00:46:40,089

Mark Haney: you might have up your sleeve?

00:46:41,532 → 00:46:44,859

Gabriel Covarrubias: Words of wisdom, specifically if we're

00:46:44,879 → 00:46:46,847

Gabriel Covarrubias: talking to some younger individuals that

00:46:46,887 → 00:46:49,131

Gabriel Covarrubias: are thinking about entrepreneurship, is

00:46:49,532 → 00:46:50,033

Gabriel Covarrubias: don't give up.

00:46:50,775 → 00:46:53,365

Gabriel Covarrubias: And you know, no idea is a bad idea.

00:46:53,786 → 00:46:56,849

Gabriel Covarrubias: You know, see it through, try it, run it by

00:46:56,869 → 00:46:59,352

Gabriel Covarrubias: your peer groups, talk about it, but don't

00:46:59,392 → 00:47:03,176

Gabriel Covarrubias: give up and don't use your past as a

00:47:03,316 → 00:47:05,819

Gabriel Covarrubias: crippling to your future.

00:47:05,879 → 00:47:06,940

Gabriel Covarrubias: Right, it's up to you.

00:47:08,865 → 00:47:10,190

Gabriel Covarrubias: You hold the keys of what you're going to

00:47:10,230 → 00:47:10,932

Gabriel Covarrubias: make of your future.

00:47:11,574 → 00:47:11,775

Gabriel Covarrubias: Wow.

00:47:12,165 → 00:47:13,389

Mark Haney: Well, thank you for sharing your story.

00:47:13,530 → 00:47:14,132

Mark Haney: Appreciate you?

00:47:14,573 → 00:47:16,449

Gabriel Covarrubias: Yeah, thank you, mark, I didn't expect it

00:47:16,469 → 00:47:17,132

Gabriel Covarrubias: to come out.

00:47:17,665 → 00:47:19,913

Gabriel Covarrubias: Just, you know I used to run from the truth

00:47:19,993 → 00:47:24,507

Gabriel Covarrubias: there and you know it's something I would

00:47:24,527 → 00:47:24,968

Gabriel Covarrubias: never lie about.

00:47:24,988 → 00:47:26,090

Gabriel Covarrubias: But I would just deviate the question.

00:47:26,110 → 00:47:28,836

Gabriel Covarrubias: And as I've gotten older and decided that

00:47:28,896 → 00:47:30,366

Gabriel Covarrubias: that's not something I want to hide

00:47:30,426 → 00:47:32,551

Gabriel Covarrubias: necessarily, I think it's important for

00:47:32,631 → 00:47:36,479

Gabriel Covarrubias: people to understand that you know you can

00:47:36,585 → 00:47:38,574

Gabriel Covarrubias: come from any walk of life and still do

00:47:38,594 → 00:47:40,362

Gabriel Covarrubias: great things in society, and that's

00:47:40,382 → 00:47:41,706

Gabriel Covarrubias: something I strive to do every day.

00:47:42,167 → 00:47:44,291

Mark Haney: You can come from any walk of life and do

00:47:44,371 → 00:47:45,012

Mark Haney: great things.

00:47:45,133 → 00:47:47,597

Mark Haney: Wow, what a, what a statement.

00:47:48,038 → 00:47:48,839

Mark Haney: Thank you for coming on the show.

00:47:49,285 → 00:47:49,766

Mark Haney: Thank you, mark.

00:47:49,947 → 00:47:51,892

Mark Haney: You bet, thanks for watching today's show.

00:47:51,992 → 00:47:54,526

Mark Haney: My goal for every episode is that you find

00:47:54,627 → 00:47:57,292

Mark Haney: a takeaway, something tangible you can use

00:47:57,352 → 00:48:00,058

Mark Haney: in your business today, and if you have a

00:48:00,185 → 00:48:01,472

Mark Haney: comment about a favorite takeaway, feel

00:48:01,492 → 00:48:02,276

Mark Haney: free to put it in the in the box below.

00:48:02,296 → 00:48:03,140

Mark Haney: And if you have a comment about a favorite

00:48:03,160 → 00:48:04,004

Mark Haney: takeaway, feel free to put it in the box

00:48:04,024 → 00:48:04,125

Mark Haney: below.

00:48:04,468 → 00:48:06,848

Mark Haney: And if you have a topic that you'd like me

00:48:06,888 → 00:48:09,330

Mark Haney: to bring up on the show, don't forget to

00:48:09,410 → 00:48:09,952

Mark Haney: let me know.

00:48:10,186 → 00:48:13,362

Mark Haney: And also, don't forget to subscribe to our

00:48:13,402 → 00:48:15,176

Mark Haney: YouTube channel if you wanna learn more

00:48:15,216 → 00:48:17,010

Mark Haney: about entrepreneurship, because at Haney

00:48:17,031 → 00:48:19,465

Mark Haney: Biz, we are always by your side.

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