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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,

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

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Gabriel Covarrubias: to do.

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

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Gabriel Covarrubias: working with some friends and you know we

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Gabriel Covarrubias: were doing some Craigslisting, essentially

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Gabriel Covarrubias: installing security cameras for local bars

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Gabriel Covarrubias: and restaurants and things unlicensed.

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

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

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Gabriel Covarrubias: got us started.

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

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Gabriel Covarrubias: contractor for Mr Security Camera Inc.

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Gabriel Covarrubias: We focused on that residential market,

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Gabriel Covarrubias: providing that quick turnaround.

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Gabriel Covarrubias: You can call us today.

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

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Gabriel Covarrubias: much installing cameras getting your house

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Gabriel Covarrubias: protected.

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

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Gabriel Covarrubias: we made the shift to go from straight

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Gabriel Covarrubias: business to business and our primary

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Gabriel Covarrubias: vertical now is going to be multifamily

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Gabriel Covarrubias: housing and light distribution warehouses.

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

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Mark Haney: a little bit of a memory lane.

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

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Mark Haney: security cameras, it was 1992.

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

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Mark Haney: that were in security cameras were doing it

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Mark Haney: totally on the side.

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Mark Haney: There really weren't too many security

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Mark Haney: camera specialists.

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Mark Haney: You had these alarm companies, right.

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

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

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Mark Haney: people started asking them for security

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Mark Haney: cameras and so they learned how to be

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Mark Haney: security camera installers.

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Mark Haney: Maybe there's an electrical contractor and

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

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Mark Haney: figure it out.

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

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

294
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Mark Haney: when I was a kid, the security camera thing

295
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Mark Haney: I won't say it was easier for me, but I was

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

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

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

299
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Mark Haney: security camera companies, but very, very,

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Mark Haney: very focused on security cameras versus,

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Mark Haney: you know, everything associated with

302
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Mark Haney: security and that, and deciding to

303
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Mark Haney: specialize, at least at that time, ended up,

304
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Mark Haney: I guess, being a blessing for us.

305
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Mark Haney: So now you get into, take back to 2014 when

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Mark Haney: you first started getting into this Walk me

307
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Mark Haney: through that, so it becomes an official

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Mark Haney: business and you started off with the

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Mark Haney: residential site and maybe bars and small

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Mark Haney: businesses.

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Mark Haney: Was there a turning point in there where

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

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Mark Haney: and I can really expand?

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Gabriel Covarrubias: Yeah, actually, the turning point happened

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

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Gabriel Covarrubias: back in 2023,.

317
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Gabriel Covarrubias: We started getting into some customers

318
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Gabriel Covarrubias: commercial customers that I started.

319
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Gabriel Covarrubias: The light bulb started to turn on and I

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

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

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Gabriel Covarrubias: that are not servicing it effectively.

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

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Gabriel Covarrubias: were offering the service were kind of one

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Gabriel Covarrubias: man show alarm companies, and something

326
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Gabriel Covarrubias: that we were hearing from our clientele

327
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Gabriel Covarrubias: base at that time was they needed somebody

328
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Gabriel Covarrubias: they can call that's going to answer the

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

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Gabriel Covarrubias: support and walk them through help when

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Gabriel Covarrubias: they need it the most.

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

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

334
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Gabriel Covarrubias: already turned on, at that point I said,

335
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Gabriel Covarrubias: wow, we can do something here.

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Gabriel Covarrubias: We have not necessarily a secret sauce.

337
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Gabriel Covarrubias: Our secret sauce is communication.

338
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Gabriel Covarrubias: We're going to be here and we're not going

339
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Gabriel Covarrubias: to.

340
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Gabriel Covarrubias: We're not going to be a fly by night

341
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Gabriel Covarrubias: company.

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

343
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Gabriel Covarrubias: we went from buying camera systems at

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Gabriel Covarrubias: Costco and and installing them for you to

345
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Gabriel Covarrubias: finding a distributor at that time, which

346
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Gabriel Covarrubias: happened to be a company I think you might

347
00:12:04,999 --> 00:12:07,687
Gabriel Covarrubias: have some association with Mark Northern

348
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Gabriel Covarrubias: Video.

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

350
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Gabriel Covarrubias: went to one of our clients' facilities last

351
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Gabriel Covarrubias: week at Tikert, and they still had the

352
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Gabriel Covarrubias: original Northern Video PTZs.

353
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Gabriel Covarrubias: We sold them back in 2014.

354
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Mark Haney: Oh my gosh Still functioning Still.

355
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Gabriel Covarrubias: great video quality, by the way.

356
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Gabriel Covarrubias: 14 still functioning still great video

357
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Gabriel Covarrubias: quality, by the way.

358
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Gabriel Covarrubias: Uh, the server happened to to uh pass away

359
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Gabriel Covarrubias: on us, okay, but the cameras have outlived.

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Mark Haney: That cameras worked.

361
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Mark Haney: Okay, that's good to hear.

362
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Mark Haney: Uh, you know, keep kept in, because that's

363
00:12:34,845 --> 00:12:36,409
Mark Haney: uh, that's that's pretty old.

364
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Mark Haney: The northern cameras, yeah, yeah, I don't,

365
00:12:38,823 --> 00:12:40,571
Mark Haney: they're not, so for anybody that might be

366
00:12:40,611 --> 00:12:40,953
Mark Haney: listening.

367
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Mark Haney: So I owned a company called northern video

368
00:12:43,623 --> 00:12:46,088
Mark Haney: and it was actually a pro video company and

369
00:12:46,149 --> 00:12:50,418
Mark Haney: we sold basically no security cameras and

370
00:12:50,458 --> 00:12:52,024
Mark Haney: then we started selling Sony security

371
00:12:52,064 --> 00:12:52,426
Mark Haney: cameras.

372
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Mark Haney: Ultimately, we built it into like the

373
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Mark Haney: largest independent security distributor in

374
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Mark Haney: the country.

375
00:12:57,604 --> 00:13:00,208
Mark Haney: It got bought by.

376
00:13:01,791 --> 00:13:03,734
Mark Haney: We actually merged with another company and

377
00:13:03,754 --> 00:13:05,263
Mark Haney: went on a roll-up strategy and bought a

378
00:13:05,283 --> 00:13:08,048
Mark Haney: bunch of companies and became the largest

379
00:13:08,089 --> 00:13:10,674
Mark Haney: security camera distributor in the country,

380
00:13:11,160 --> 00:13:12,625
Mark Haney: and then we ended up getting bought a few

381
00:13:12,665 --> 00:13:13,407
Mark Haney: more times later.

382
00:13:13,447 --> 00:13:15,221
Mark Haney: After I left the company, it's now, I think,

383
00:13:15,242 --> 00:13:17,867
Mark Haney: part of the largest distributorship in this

384
00:13:18,367 --> 00:13:19,710
Mark Haney: realm in the world.

385
00:13:20,211 --> 00:13:21,173
Mark Haney: Do you still buy your stuff there?

386
00:13:21,493 --> 00:13:23,765
Mark Haney: We do, and that's Wesco now Wesco.

387
00:13:23,826 --> 00:13:25,250
Mark Haney: Okay, I forgot the name of it.

388
00:13:25,761 --> 00:13:26,946
Mark Haney: I don't deal with it anymore.

389
00:13:27,060 --> 00:13:28,627
Mark Haney: I have my security camera company.

390
00:13:28,667 --> 00:13:32,150
Mark Haney: Now I'm like a silent, whatever we want to

391
00:13:32,190 --> 00:13:32,311
Mark Haney: say.

392
00:13:32,400 --> 00:13:35,119
Mark Haney: I'm like a silent passive investor, if you

393
00:13:35,139 --> 00:13:35,240
Mark Haney: will.

394
00:13:35,280 --> 00:13:36,981
Mark Haney: My brother-in-law runs it, so I'm not up to

395
00:13:37,021 --> 00:13:39,143
Mark Haney: date on where we get all our stuff these

396
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Mark Haney: days.

397
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Gabriel Covarrubias: Yeah, they still operate out of the

398
00:13:42,326 --> 00:13:44,727
Gabriel Covarrubias: original Triad which was part of, I believe,

399
00:13:44,767 --> 00:13:47,389
Gabriel Covarrubias: your roll up with Northern Video and Triad,

400
00:13:47,450 --> 00:13:49,911
Gabriel Covarrubias: so they're still there in Natomas, wow, and

401
00:13:49,931 --> 00:13:51,393
Gabriel Covarrubias: they've been a great partner for us.

402
00:13:51,573 --> 00:13:54,395
Gabriel Covarrubias: We've been working with them since 2014.

403
00:13:54,615 --> 00:13:55,716
Gabriel Covarrubias: That's great, do you?

404
00:13:55,736 --> 00:13:57,137
Mark Haney: guys buy from ScanSource at all.

405
00:13:58,400 --> 00:13:58,661
Gabriel Covarrubias: Very little.

406
00:13:58,681 --> 00:13:59,563
Gabriel Covarrubias: I think that's where we we don't buy, we

407
00:13:59,583 --> 00:14:01,288
Gabriel Covarrubias: buy most of our stuff directly from the

408
00:14:01,990 --> 00:14:02,572
Gabriel Covarrubias: manufacturer.

409
00:14:05,420 --> 00:14:06,322
Mark Haney: But when we have to buy something through

410
00:14:06,342 --> 00:14:07,585
Mark Haney: distribution on the video side, I think we

411
00:14:07,605 --> 00:14:09,509
Mark Haney: buy it from ScanSource, who got into the

412
00:14:09,549 --> 00:14:12,563
Mark Haney: business, you know, late in the game,

413
00:14:12,603 --> 00:14:13,586
Mark Haney: because they're like they have.

414
00:14:13,766 --> 00:14:15,371
Mark Haney: They're just a distributor that got into

415
00:14:15,411 --> 00:14:16,502
Mark Haney: video because they thought it was a.

416
00:14:16,863 --> 00:14:18,808
Mark Haney: The video was an emerging technology, so

417
00:14:19,169 --> 00:14:19,570
Mark Haney: interesting.

418
00:14:19,751 --> 00:14:21,122
Gabriel Covarrubias: Yeah, we do a little bit with them.

419
00:14:21,322 --> 00:14:23,507
Gabriel Covarrubias: Our go-to is going to be Wesco and then

420
00:14:23,627 --> 00:14:25,671
Gabriel Covarrubias: direct with manufacturers such as Avigilon.

421
00:14:25,992 --> 00:14:26,734
Gabriel Covarrubias: Okay, yeah, yeah.

422
00:14:27,080 --> 00:14:28,928
Mark Haney: We deal somewhat with Avigilon as well.

423
00:14:30,182 --> 00:14:31,840
Mark Haney: So now thinking about the technology, so

424
00:14:31,880 --> 00:14:34,426
Mark Haney: it's interesting to think about how the

425
00:14:34,467 --> 00:14:36,933
Mark Haney: technology has changed over the years.

426
00:14:37,401 --> 00:14:40,952
Mark Haney: You know, back in 92, I kind of talked

427
00:14:40,992 --> 00:14:42,596
Mark Haney: about people's reluctance to get into

428
00:14:42,677 --> 00:14:46,810
Mark Haney: security cameras, and partially because

429
00:14:46,830 --> 00:14:49,506
Mark Haney: they just weren't that good and maybe

430
00:14:49,547 --> 00:14:52,233
Mark Haney: people were like kind of anti big brother.

431
00:14:52,273 --> 00:14:53,804
Mark Haney: At that time People were like, oh, you know,

432
00:14:53,845 --> 00:14:55,393
Mark Haney: I don't want cameras all over keeping an

433
00:14:55,433 --> 00:14:55,916
Mark Haney: eye on everything.

434
00:14:55,976 --> 00:14:58,184
Mark Haney: It was like almost they were worried about

435
00:14:58,204 --> 00:15:00,229
Mark Haney: them being offensive to their customers and

436
00:15:00,289 --> 00:15:02,161
Mark Haney: to uh, you know, to the populace.

437
00:15:02,242 --> 00:15:04,730
Mark Haney: But now I think people want security

438
00:15:04,750 --> 00:15:05,051
Mark Haney: cameras.

439
00:15:05,120 --> 00:15:08,009
Mark Haney: If you're a patron, it makes us feel more

440
00:15:08,090 --> 00:15:09,866
Mark Haney: safe when you know that you've got enough

441
00:15:09,906 --> 00:15:12,045
Mark Haney: cameras up to keep track of stuff.

442
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Gabriel Covarrubias: Well, most certainly.

443
00:15:13,640 --> 00:15:15,847
Gabriel Covarrubias: I think the industry and market has shifted

444
00:15:16,148 --> 00:15:17,371
Gabriel Covarrubias: 180 degree.

445
00:15:17,722 --> 00:15:19,943
Gabriel Covarrubias: Now people want to go to places that they

446
00:15:20,064 --> 00:15:22,221
Gabriel Covarrubias: know have an adequate video surveillance or

447
00:15:22,282 --> 00:15:23,085
Gabriel Covarrubias: security system.

448
00:15:24,081 --> 00:15:26,165
Gabriel Covarrubias: The world that we live in nowadays it's

449
00:15:26,285 --> 00:15:28,350
Gabriel Covarrubias: gone from being the big brother to now

450
00:15:28,510 --> 00:15:30,234
Gabriel Covarrubias: adding that layer of protection that, if

451
00:15:30,280 --> 00:15:31,764
Gabriel Covarrubias: you're going to go out to a shopping center

452
00:15:31,844 --> 00:15:34,271
Gabriel Covarrubias: or a shopping mall, knowing that there's

453
00:15:34,331 --> 00:15:36,184
Gabriel Covarrubias: video surveillance everywhere you go, and

454
00:15:36,646 --> 00:15:38,170
Gabriel Covarrubias: if you're out with your kids or your loved

455
00:15:38,310 --> 00:15:39,862
Gabriel Covarrubias: ones, knowing that you have that little

456
00:15:39,922 --> 00:15:41,986
Gabriel Covarrubias: extra layer of protection, provides that

457
00:15:42,007 --> 00:15:42,548
Gabriel Covarrubias: peace of mind.

458
00:15:42,788 --> 00:15:44,031
Mark Haney: You sort of get used to it.

459
00:15:44,071 --> 00:15:50,382
Mark Haney: They're everywhere, they're ubiquitous.

460
00:15:50,402 --> 00:15:51,327
Mark Haney: If you will and I don't know if you do this

461
00:15:51,347 --> 00:15:52,191
Mark Haney: or not you know you hear the stories about

462
00:15:52,211 --> 00:15:53,095
Mark Haney: if you're, let's say, your wife's pregnant

463
00:15:53,115 --> 00:15:54,481
Mark Haney: and then you start noticing pregnant people.

464
00:15:54,521 --> 00:15:57,006
Mark Haney: Well, if you're in the video surveillance

465
00:15:57,067 --> 00:15:59,472
Mark Haney: business, if I walk into a store,

466
00:15:59,652 --> 00:16:01,784
Mark Haney: especially if I go into a casino, which is

467
00:16:01,824 --> 00:16:04,670
Mark Haney: like our customer base is all casinos

468
00:16:04,730 --> 00:16:05,973
Mark Haney: they're everywhere.

469
00:16:06,033 --> 00:16:07,784
Mark Haney: There's just thousands and thousands of

470
00:16:07,824 --> 00:16:10,811
Mark Haney: cameras inside a casino, but a lot of times

471
00:16:10,831 --> 00:16:12,945
Mark Haney: you sort of just get used to seeing them.

472
00:16:13,246 --> 00:16:14,551
Mark Haney: They don't even stand out anymore because

473
00:16:14,572 --> 00:16:17,843
Mark Haney: they're so small, but the technology is so

474
00:16:17,903 --> 00:16:20,009
Mark Haney: much better than what they had been in the

475
00:16:20,029 --> 00:16:21,272
Mark Haney: past and they're getting better every day.

476
00:16:21,980 --> 00:16:23,363
Gabriel Covarrubias: Yeah, most certainly getting better every

477
00:16:23,403 --> 00:16:23,724
Gabriel Covarrubias: day.

478
00:16:24,024 --> 00:16:25,888
Gabriel Covarrubias: And what I find to be fascinating about the

479
00:16:25,928 --> 00:16:28,814
Gabriel Covarrubias: technology shift is we went from, you know,

480
00:16:28,940 --> 00:16:31,108
Gabriel Covarrubias: just even a few short years ago, where a

481
00:16:31,168 --> 00:16:33,456
Gabriel Covarrubias: lot of the analytics and computing was

482
00:16:33,496 --> 00:16:34,660
Gabriel Covarrubias: happening on site.

483
00:16:35,141 --> 00:16:36,985
Gabriel Covarrubias: You know it was happening at a camera level

484
00:16:37,286 --> 00:16:39,712
Gabriel Covarrubias: or a server or NVR level that was located

485
00:16:39,792 --> 00:16:42,424
Gabriel Covarrubias: on premise, and now that the industry is

486
00:16:42,484 --> 00:16:45,231
Gabriel Covarrubias: pivoting to cloud, the possibilities and

487
00:16:45,331 --> 00:16:48,226
Gabriel Covarrubias: capabilities are absolutely endless and it

488
00:16:48,266 --> 00:16:50,192
Gabriel Covarrubias: is amazing what we can do with video

489
00:16:50,232 --> 00:16:53,541
Gabriel Covarrubias: nowadays to maximize, you know, coverage,

490
00:16:53,662 --> 00:16:56,889
Gabriel Covarrubias: to searching video, investigations and the

491
00:16:56,949 --> 00:16:58,773
Gabriel Covarrubias: time that we've been able to cut out of the

492
00:16:58,820 --> 00:16:59,160
Gabriel Covarrubias: picture.

493
00:16:59,220 --> 00:17:01,223
Gabriel Covarrubias: What used to be a full-time job we can now

494
00:17:01,263 --> 00:17:02,444
Gabriel Covarrubias: do in minutes and in seconds.

495
00:17:02,544 --> 00:17:04,467
Mark Haney: Yeah, it's crazy how much better it's

496
00:17:04,527 --> 00:17:05,268
Mark Haney: getting.

497
00:17:06,029 --> 00:17:09,673
Mark Haney: I heard this on the news today that and I

498
00:17:09,693 --> 00:17:12,176
Mark Haney: attribute it at some level to security

499
00:17:12,216 --> 00:17:12,536
Mark Haney: cameras.

500
00:17:12,580 --> 00:17:14,845
Mark Haney: But I hear crimes actually coming down in

501
00:17:14,886 --> 00:17:17,853
Mark Haney: America some recent statistics, even though

502
00:17:18,702 --> 00:17:20,066
Mark Haney: you know, maybe it's gone up over the last

503
00:17:20,106 --> 00:17:22,592
Mark Haney: several years due to you know how well we

504
00:17:22,620 --> 00:17:23,504
Mark Haney: enforce the law, but I think surveillance

505
00:17:23,524 --> 00:17:24,509
Mark Haney: cameras catch bad guys, bad people, and you

506
00:17:24,529 --> 00:17:25,333
Mark Haney: know how well we enforce the law, but I

507
00:17:25,374 --> 00:17:28,043
Mark Haney: think surveillance cameras catch bad guys,

508
00:17:28,284 --> 00:17:30,750
Mark Haney: bad people, and you know we have all kinds

509
00:17:30,790 --> 00:17:34,921
Mark Haney: of examples of solving challenges in

510
00:17:34,981 --> 00:17:38,168
Mark Haney: society by just stringing, piecing things

511
00:17:38,208 --> 00:17:40,693
Mark Haney: together because more people have cameras.

512
00:17:41,580 --> 00:17:43,225
Gabriel Covarrubias: Yeah, I would agree with that.

513
00:17:43,345 --> 00:17:45,980
Gabriel Covarrubias: I mean something I've said for years is it

514
00:17:46,000 --> 00:17:47,905
Gabriel Covarrubias: helps keep honest people honest, right.

515
00:17:48,326 --> 00:17:50,832
Gabriel Covarrubias: It takes that opportunistic criminal and

516
00:17:50,872 --> 00:17:51,902
Gabriel Covarrubias: makes them think twice.

517
00:17:52,042 --> 00:17:55,209
Gabriel Covarrubias: You know they see a bag sitting on a table

518
00:17:55,269 --> 00:17:55,971
Gabriel Covarrubias: at a restaurant.

519
00:17:56,272 --> 00:17:57,462
Gabriel Covarrubias: They know that there's cameras.

520
00:17:57,663 --> 00:17:59,892
Gabriel Covarrubias: Maybe they might have been a not so good

521
00:17:59,952 --> 00:18:01,278
Gabriel Covarrubias: person and said I'm going to take that

522
00:18:01,358 --> 00:18:03,403
Gabriel Covarrubias: opportunity and steal that bag or steal

523
00:18:03,423 --> 00:18:03,944
Gabriel Covarrubias: that phone.

524
00:18:04,004 --> 00:18:05,988
Gabriel Covarrubias: But I feel a lot of that is starting to

525
00:18:06,028 --> 00:18:07,952
Gabriel Covarrubias: become alleviated throughout time with the

526
00:18:07,992 --> 00:18:08,934
Gabriel Covarrubias: implementation of video.

527
00:18:09,140 --> 00:18:10,767
Gabriel Covarrubias: Yeah, there's kind of like a peace of mind.

528
00:18:11,791 --> 00:18:13,499
Mark Haney: Now, one of the things that you did you

529
00:18:13,519 --> 00:18:16,886
Mark Haney: were telling me about is you made an

530
00:18:16,946 --> 00:18:20,913
Mark Haney: investment into I'll call them towers I

531
00:18:20,953 --> 00:18:22,721
Mark Haney: don't really know what you call these

532
00:18:22,801 --> 00:18:26,427
Mark Haney: things, but they're portable surveillance

533
00:18:26,487 --> 00:18:28,290
Mark Haney: systems that go high in the sky to keep

534
00:18:28,351 --> 00:18:29,172
Mark Haney: track of.

535
00:18:29,372 --> 00:18:31,421
Mark Haney: It could be construction site or something

536
00:18:31,441 --> 00:18:33,927
Mark Haney: like that and that has done pretty well for

537
00:18:33,967 --> 00:18:34,328
Mark Haney: you guys.

538
00:18:34,849 --> 00:18:35,711
Gabriel Covarrubias: Yeah, most certainly.

539
00:18:35,771 --> 00:18:37,924
Gabriel Covarrubias: So that's our latest brand that we launched

540
00:18:38,345 --> 00:18:40,850
Gabriel Covarrubias: officially September of 2024, which is our

541
00:18:40,890 --> 00:18:42,641
Gabriel Covarrubias: Mr Security Camera Trailers brand.

542
00:18:43,323 --> 00:18:45,290
Gabriel Covarrubias: So that's for our mobile security units.

543
00:18:45,960 --> 00:18:47,606
Gabriel Covarrubias: Those are completely off-grid,

544
00:18:47,867 --> 00:18:50,404
Gabriel Covarrubias: cellular-enabled generator backup, if need

545
00:18:50,465 --> 00:18:52,110
Gabriel Covarrubias: be, eyes in the sky.

546
00:18:52,380 --> 00:18:54,026
Gabriel Covarrubias: We've got a few different models that we

547
00:18:54,066 --> 00:18:56,404
Gabriel Covarrubias: can deploy within, I'd say, less than 24

548
00:18:56,525 --> 00:18:56,806
Gabriel Covarrubias: hours.

549
00:18:57,067 --> 00:18:59,546
Gabriel Covarrubias: Wow, so the time a client calls us, I mean

550
00:18:59,566 --> 00:19:01,151
Gabriel Covarrubias: we've even done same-day delivery.

551
00:19:01,420 --> 00:19:03,487
Gabriel Covarrubias: We just did for a local police department

552
00:19:03,527 --> 00:19:06,804
Gabriel Covarrubias: in the Bay Area last week and so it's

553
00:19:06,844 --> 00:19:09,171
Gabriel Covarrubias: becoming increasingly popular to cover

554
00:19:09,212 --> 00:19:12,000
Gabriel Covarrubias: those off-grid areas or areas that might be

555
00:19:12,020 --> 00:19:13,805
Gabriel Covarrubias: a little cost-prohibitive to put in a full

556
00:19:13,825 --> 00:19:15,088
Gabriel Covarrubias: integrated security system.

557
00:19:16,010 --> 00:19:17,522
Gabriel Covarrubias: We can deploy that unit, like I said,

558
00:19:17,562 --> 00:19:18,544
Gabriel Covarrubias: within 24 hours.

559
00:19:19,125 --> 00:19:21,351
Gabriel Covarrubias: We can custom tailor the solutions to any

560
00:19:21,391 --> 00:19:22,193
Gabriel Covarrubias: client's needs.

561
00:19:23,101 --> 00:19:25,233
Gabriel Covarrubias: Most of those units go out for job site

562
00:19:25,253 --> 00:19:28,003
Gabriel Covarrubias: security and parking lots, as well as

563
00:19:28,063 --> 00:19:28,845
Gabriel Covarrubias: special events.

564
00:19:29,286 --> 00:19:31,171
Mark Haney: Yeah, that's what I was imagining is you

565
00:19:31,191 --> 00:19:32,153
Mark Haney: mentioned law enforcement.

566
00:19:32,280 --> 00:19:33,965
Mark Haney: I started thinking, well, why, how would

567
00:19:34,025 --> 00:19:34,486
Mark Haney: that work?

568
00:19:34,526 --> 00:19:36,812
Mark Haney: But picture there's a protest, you know

569
00:19:36,860 --> 00:19:38,908
Mark Haney: it's going down or you've heard about

570
00:19:39,028 --> 00:19:40,072
Mark Haney: something happening.

571
00:19:40,132 --> 00:19:42,300
Mark Haney: It's like, well, we better bring extra

572
00:19:42,400 --> 00:19:43,081
Mark Haney: security.

573
00:19:43,281 --> 00:19:45,443
Mark Haney: And it's instead of just showing up with

574
00:19:45,503 --> 00:19:48,286
Mark Haney: just showing up with 200 cops, let's show

575
00:19:48,326 --> 00:19:51,149
Mark Haney: up with 100 and a couple of trailers and we

576
00:19:51,189 --> 00:19:57,096
Mark Haney: can basically manage part of the situation

577
00:19:57,216 --> 00:19:59,498
Mark Haney: from a remote location versus everybody

578
00:19:59,538 --> 00:20:00,479
Mark Haney: stuck down in the crowd.

579
00:20:01,360 --> 00:20:03,301
Gabriel Covarrubias: Exactly, and that was the use case for that

580
00:20:03,341 --> 00:20:04,962
Gabriel Covarrubias: local municipal was.

581
00:20:05,102 --> 00:20:06,924
Gabriel Covarrubias: It was a union strike actually, and so they

582
00:20:06,944 --> 00:20:08,725
Gabriel Covarrubias: were worried about some retaliation during

583
00:20:08,765 --> 00:20:09,405
Gabriel Covarrubias: that strike.

584
00:20:10,306 --> 00:20:12,347
Gabriel Covarrubias: They were short staffed and officers, so

585
00:20:12,367 --> 00:20:14,248
Gabriel Covarrubias: we're able to maximize their capabilities

586
00:20:14,308 --> 00:20:16,469
Gabriel Covarrubias: and coverage by getting those trailers out

587
00:20:16,509 --> 00:20:16,710
Gabriel Covarrubias: there.

588
00:20:17,650 --> 00:20:19,531
Gabriel Covarrubias: So within 24 hours we had three units

589
00:20:19,591 --> 00:20:21,913
Gabriel Covarrubias: deployed and providing extra eyes in the

590
00:20:21,933 --> 00:20:23,654
Gabriel Covarrubias: sky that one officer can manage all of

591
00:20:23,694 --> 00:20:24,214
Gabriel Covarrubias: those units.

592
00:20:24,254 --> 00:20:26,135
Gabriel Covarrubias: They get full live feed on those trailers.

593
00:20:26,415 --> 00:20:29,337
Mark Haney: Interesting Because you hear that there are

594
00:20:29,457 --> 00:20:31,361
Mark Haney: less, and I don't know if you've heard this

595
00:20:31,401 --> 00:20:35,333
Mark Haney: or not, but I've heard that there are

596
00:20:35,433 --> 00:20:38,181
Mark Haney: people out there that don't really want to

597
00:20:38,241 --> 00:20:42,567
Mark Haney: go into law enforcement because of, maybe,

598
00:20:43,188 --> 00:20:46,352
Mark Haney: backlash from society or certain people

599
00:20:46,712 --> 00:20:48,114
Mark Haney: don't like cops and stuff like that.

600
00:20:48,194 --> 00:20:52,307
Mark Haney: So maybe the recruitment for strong police

601
00:20:52,427 --> 00:20:53,810
Mark Haney: officers is maybe a little bit more

602
00:20:53,890 --> 00:20:55,721
Mark Haney: difficult than it might have been 10 or 20

603
00:20:55,761 --> 00:20:59,808
Mark Haney: years ago, but cameras are actually an

604
00:20:59,848 --> 00:21:02,994
Mark Haney: affordable way to deal with and a safe way

605
00:21:03,054 --> 00:21:06,367
Mark Haney: to deal with a security scenario where

606
00:21:06,387 --> 00:21:09,042
Mark Haney: you're not really putting police officers

607
00:21:09,162 --> 00:21:10,806
Mark Haney: as many police officers in harm's way.

608
00:21:11,768 --> 00:21:13,793
Gabriel Covarrubias: Yeah, I would agree, and I think it's just

609
00:21:13,833 --> 00:21:16,226
Gabriel Covarrubias: the nature of that industry right now and

610
00:21:16,246 --> 00:21:18,211
Gabriel Covarrubias: the stigma that's been put on it by society

611
00:21:18,251 --> 00:21:18,893
Gabriel Covarrubias: to your point.

612
00:21:19,981 --> 00:21:21,764
Gabriel Covarrubias: It is increasingly harder for them to

613
00:21:21,825 --> 00:21:24,450
Gabriel Covarrubias: recruit and most jurisdictions that we

614
00:21:24,510 --> 00:21:26,333
Gabriel Covarrubias: speak to are understaffed in that

615
00:21:26,373 --> 00:21:26,874
Gabriel Covarrubias: department.

616
00:21:27,480 --> 00:21:30,006
Gabriel Covarrubias: So being able to get them an affordable way

617
00:21:30,126 --> 00:21:35,026
Gabriel Covarrubias: to utilize what resources they have and

618
00:21:35,066 --> 00:21:36,994
Gabriel Covarrubias: provide that at a cost-effective solution

619
00:21:37,075 --> 00:21:38,280
Gabriel Covarrubias: is something that we're able to help with.

620
00:21:38,440 --> 00:21:39,704
Mark Haney: Yeah, and then I feel like it would make

621
00:21:39,744 --> 00:21:41,530
Mark Haney: sense too, because a lot of times these

622
00:21:41,590 --> 00:21:44,406
Mark Haney: guys, these government agencies, or even a

623
00:21:44,627 --> 00:21:46,552
Mark Haney: larger you know, corporation.

624
00:21:47,501 --> 00:21:51,168
Mark Haney: It's hard for them to allocate the funding

625
00:21:51,268 --> 00:21:53,793
Mark Haney: for, let's call it, 500 cameras and a

626
00:21:53,953 --> 00:21:55,865
Mark Haney: complete system might just be like that's a

627
00:21:55,905 --> 00:21:56,789
Mark Haney: CapEx expense.

628
00:21:56,829 --> 00:21:58,798
Mark Haney: We got to go to through all these layers of

629
00:21:58,839 --> 00:22:00,526
Mark Haney: approval and it's not in this year's budget

630
00:22:00,566 --> 00:22:02,073
Mark Haney: and stuff kind of gets kicked down.

631
00:22:02,093 --> 00:22:04,003
Mark Haney: The, you know, the can gets kicked.

632
00:22:04,063 --> 00:22:05,613
Mark Haney: But we have an event.

633
00:22:06,217 --> 00:22:07,765
Mark Haney: Let's go rent a trailer, let's go get a

634
00:22:07,785 --> 00:22:08,548
Mark Haney: couple of trailers.

635
00:22:08,588 --> 00:22:10,757
Mark Haney: You could sort of like almost make it a

636
00:22:11,079 --> 00:22:14,206
Mark Haney: variable expense, so you deal with it more

637
00:22:14,266 --> 00:22:17,072
Mark Haney: on a you know as needed basis, versus like

638
00:22:17,092 --> 00:22:19,003
Mark Haney: we just had this massive outlay.

639
00:22:19,364 --> 00:22:20,746
Mark Haney: Now we have a small outlay.

640
00:22:21,207 --> 00:22:23,492
Mark Haney: Every time we, you know, feel like we have

641
00:22:23,632 --> 00:22:25,665
Mark Haney: threats or opportunity to you, opportunity

642
00:22:25,685 --> 00:22:26,106
Mark Haney: to get hit.

643
00:22:26,748 --> 00:22:27,591
Gabriel Covarrubias: Yeah, most certainly.

644
00:22:28,002 --> 00:22:28,365
Gabriel Covarrubias: I mean.

645
00:22:28,405 --> 00:22:30,320
Gabriel Covarrubias: The beauty about our mobile security units

646
00:22:30,420 --> 00:22:32,086
Gabriel Covarrubias: is they fall typically under an operating

647
00:22:32,167 --> 00:22:35,005
Gabriel Covarrubias: expense budget, not a CapEx budget, because

648
00:22:35,066 --> 00:22:36,991
Gabriel Covarrubias: it is a much lower cost of entry.

649
00:22:37,580 --> 00:22:39,246
Gabriel Covarrubias: We don't sell the units, so we only lease

650
00:22:39,286 --> 00:22:41,967
Gabriel Covarrubias: them out on rental term, and that's where

651
00:22:41,987 --> 00:22:42,390
Gabriel Covarrubias: it comes in.

652
00:22:42,430 --> 00:22:44,222
Gabriel Covarrubias: Is that operating expense as opposed to

653
00:22:44,242 --> 00:22:44,906
Gabriel Covarrubias: that CapEx?

654
00:22:45,342 --> 00:22:47,230
Gabriel Covarrubias: And on one trailer, how many cameras are

655
00:22:47,270 --> 00:22:47,471
Gabriel Covarrubias: there?

656
00:22:47,551 --> 00:22:49,278
Gabriel Covarrubias: Typically Typically four.

657
00:22:49,499 --> 00:22:51,324
Gabriel Covarrubias: Okay, we do have some custom units where we

658
00:22:51,364 --> 00:22:53,390
Gabriel Covarrubias: have up to six cameras on them, depending

659
00:22:53,450 --> 00:22:54,172
Gabriel Covarrubias: on the use case.

660
00:22:54,540 --> 00:22:56,545
Mark Haney: So four cameras will typically.

661
00:22:57,307 --> 00:22:59,131
Mark Haney: You're looking, you have 360 degree

662
00:22:59,272 --> 00:22:59,873
Mark Haney: coverage.

663
00:23:00,040 --> 00:23:01,666
Mark Haney: It's like front and back.

664
00:23:01,706 --> 00:23:02,489
Mark Haney: You can see everywhere.

665
00:23:02,760 --> 00:23:04,608
Gabriel Covarrubias: Yeah, 360 degree coverage.

666
00:23:04,940 --> 00:23:07,763
Gabriel Covarrubias: We equip all of our trailers with PTZ

667
00:23:07,823 --> 00:23:10,910
Gabriel Covarrubias: cameras, so pan tilt zoom up to 25 times

668
00:23:11,050 --> 00:23:11,851
Gabriel Covarrubias: optical zoom.

669
00:23:11,892 --> 00:23:13,442
Gabriel Covarrubias: So from any direction that we're looking

670
00:23:13,502 --> 00:23:15,951
Gabriel Covarrubias: into, we can zoom that camera in up to 300

671
00:23:15,992 --> 00:23:16,674
Gabriel Covarrubias: feet effectively.

672
00:23:16,815 --> 00:23:19,484
Mark Haney: Right, so everything is transmitted to the

673
00:23:19,524 --> 00:23:19,805
Mark Haney: cloud.

674
00:23:19,825 --> 00:23:22,854
Mark Haney: So somebody is actually pan tilting and

675
00:23:22,894 --> 00:23:25,404
Mark Haney: zooming from a remote location.

676
00:23:25,425 --> 00:23:26,956
Mark Haney: If they're doing it live, is that right?

677
00:23:27,016 --> 00:23:28,645
Mark Haney: That is correct, so you can do that, live

678
00:23:28,685 --> 00:23:30,935
Mark Haney: through the crowd, and you could be back at

679
00:23:31,417 --> 00:23:33,846
Mark Haney: police headquarters if you will and zooming

680
00:23:34,006 --> 00:23:37,878
Mark Haney: in on a hotspot and I would assume like I'm

681
00:23:37,898 --> 00:23:40,064
Mark Haney: not up on the latest technology but there's

682
00:23:40,104 --> 00:23:42,610
Mark Haney: things like facial recognition and there's

683
00:23:42,671 --> 00:23:45,586
Mark Haney: different kinds of things that you can have

684
00:23:45,607 --> 00:23:48,102
Mark Haney: the camera look for and help highlight

685
00:23:48,463 --> 00:23:49,826
Mark Haney: certain issues right?

686
00:23:50,327 --> 00:23:51,570
Gabriel Covarrubias: Yeah, most certainly so.

687
00:23:51,610 --> 00:23:53,682
Gabriel Covarrubias: The facial recognition we've got some

688
00:23:53,722 --> 00:23:55,727
Gabriel Covarrubias: behavioral analytics that we can implement,

689
00:23:56,048 --> 00:23:57,792
Gabriel Covarrubias: as well as audio analytics that can help

690
00:23:57,860 --> 00:24:00,049
Gabriel Covarrubias: detect threats from a noise level.

691
00:24:00,551 --> 00:24:02,037
Gabriel Covarrubias: Now, all of those are just customized

692
00:24:02,077 --> 00:24:04,348
Gabriel Covarrubias: features that we could add on to any mobile

693
00:24:04,388 --> 00:24:06,620
Gabriel Covarrubias: security unit, and same with facial

694
00:24:06,720 --> 00:24:08,966
Gabriel Covarrubias: recognition and any sort of analytic.

695
00:24:09,026 --> 00:24:10,771
Gabriel Covarrubias: We can add that on on the backend, because

696
00:24:10,831 --> 00:24:12,122
Gabriel Covarrubias: now all of that's done in the cloud

697
00:24:12,162 --> 00:24:14,268
Gabriel Covarrubias: computing side and it's not hardware

698
00:24:14,288 --> 00:24:14,669
Gabriel Covarrubias: limited.

699
00:24:14,870 --> 00:24:16,280
Gabriel Covarrubias: On the actual trailer Wow.

700
00:24:16,521 --> 00:24:17,603
Mark Haney: So cool, so cool.

701
00:24:17,904 --> 00:24:19,668
Mark Haney: So what's the all right?

702
00:24:19,688 --> 00:24:21,633
Mark Haney: So where do you think the industry is going?

703
00:24:21,653 --> 00:24:23,644
Mark Haney: And then I want to hear sort of your vision

704
00:24:23,764 --> 00:24:26,630
Mark Haney: for where MSC is going.

705
00:24:27,512 --> 00:24:30,666
Mark Haney: But from an industry standpoint, security

706
00:24:30,726 --> 00:24:35,378
Mark Haney: is, from what I can tell, is people.

707
00:24:35,478 --> 00:24:39,428
Mark Haney: There's an increasing need for security and

708
00:24:39,488 --> 00:24:42,455
Mark Haney: an increasing desire for cameras

709
00:24:42,475 --> 00:24:43,037
Mark Haney: specifically.

710
00:24:43,077 --> 00:24:44,881
Mark Haney: So I think we're on a growth trajectory.

711
00:24:44,901 --> 00:24:47,266
Mark Haney: You and I are both in a business that is

712
00:24:48,408 --> 00:24:50,773
Mark Haney: probably going to grow pretty steadily over

713
00:24:50,793 --> 00:24:51,554
Mark Haney: the next several years.

714
00:24:52,200 --> 00:24:53,704
Gabriel Covarrubias: Yeah, most certainly, and our data is

715
00:24:53,744 --> 00:24:54,887
Gabriel Covarrubias: showing that as well.

716
00:24:54,947 --> 00:24:57,683
Gabriel Covarrubias: When it comes to video and card access and

717
00:24:57,723 --> 00:24:59,492
Gabriel Covarrubias: intrusion, that is a market that is going

718
00:24:59,532 --> 00:25:01,180
Gabriel Covarrubias: to continue to grow for the foreseeable

719
00:25:03,084 --> 00:25:03,204
Gabriel Covarrubias: future.

720
00:25:04,867 --> 00:25:06,570
Gabriel Covarrubias: Aside from your statistic you brought up

721
00:25:06,670 --> 00:25:09,281
Gabriel Covarrubias: earlier, most would argue that, you know,

722
00:25:09,361 --> 00:25:11,007
Gabriel Covarrubias: is crime getting better or worse?

723
00:25:11,489 --> 00:25:14,278
Gabriel Covarrubias: And most response to that is it's not

724
00:25:14,298 --> 00:25:15,543
Gabriel Covarrubias: getting better, of course, it's getting

725
00:25:15,583 --> 00:25:17,008
Gabriel Covarrubias: worse it feels worse it is.

726
00:25:17,120 --> 00:25:19,366
Mark Haney: So I just heard it on the news as I was

727
00:25:19,406 --> 00:25:21,151
Mark Haney: coming in from getting my finger bit and I

728
00:25:21,211 --> 00:25:22,681
Mark Haney: heard it on John McGinnis show.

729
00:25:22,722 --> 00:25:24,925
Mark Haney: I was listening to KPK and I'm like crime's

730
00:25:24,945 --> 00:25:25,586
Mark Haney: going down Really.

731
00:25:25,826 --> 00:25:28,811
Gabriel Covarrubias: I did not know that Exactly and and it's

732
00:25:28,851 --> 00:25:31,034
Gabriel Covarrubias: subjective maybe, to to a local area.

733
00:25:31,335 --> 00:25:33,688
Gabriel Covarrubias: You know zip code maybe, but realistically

734
00:25:33,728 --> 00:25:35,514
Gabriel Covarrubias: I feel that the crime is not getting better.

735
00:25:36,177 --> 00:25:37,902
Gabriel Covarrubias: Uh, as our population continues to grow,

736
00:25:37,943 --> 00:25:39,346
Gabriel Covarrubias: there's going to continue to be more and

737
00:25:39,387 --> 00:25:41,111
Gabriel Covarrubias: more crime and the need for security.

738
00:25:42,021 --> 00:25:43,846
Gabriel Covarrubias: Um, the industry right now is in a really

739
00:25:43,886 --> 00:25:45,611
Gabriel Covarrubias: good position as things are starting to

740
00:25:45,651 --> 00:25:47,022
Gabriel Covarrubias: shift to all cloud computing.

741
00:25:47,183 --> 00:25:49,829
Gabriel Covarrubias: For the security side of the business, we

742
00:25:49,869 --> 00:25:52,402
Gabriel Covarrubias: went from strictly on-premise, very high

743
00:25:52,462 --> 00:25:55,148
Gabriel Covarrubias: cost initial investment getting your

744
00:25:55,208 --> 00:25:57,453
Gabriel Covarrubias: servers and cable infrastructure etc.

745
00:25:58,521 --> 00:26:00,926
Gabriel Covarrubias: Bringing that cost of entry up pretty high.

746
00:26:01,527 --> 00:26:04,414
Gabriel Covarrubias: Now, cloud side of things makes it scalable,

747
00:26:04,780 --> 00:26:08,069
Gabriel Covarrubias: affordable and you can go to infinity in

748
00:26:08,109 --> 00:26:09,312
Gabriel Covarrubias: terms of scalability.

749
00:26:09,420 --> 00:26:10,825
Gabriel Covarrubias: You're not limited to the hardware you have

750
00:26:10,926 --> 00:26:11,629
Gabriel Covarrubias: on site anymore.

751
00:26:12,562 --> 00:26:14,067
Gabriel Covarrubias: So that's a big push for our company.

752
00:26:14,087 --> 00:26:16,263
Gabriel Covarrubias: At MSC We've almost strictly gone to

753
00:26:16,303 --> 00:26:18,669
Gabriel Covarrubias: cloud-based offerings for gate entry

754
00:26:18,709 --> 00:26:21,481
Gabriel Covarrubias: systems, card access and video and the

755
00:26:21,521 --> 00:26:24,975
Gabriel Covarrubias: compute power is increasing at this

756
00:26:25,416 --> 00:26:26,360
Gabriel Covarrubias: exponential rate.

757
00:26:27,061 --> 00:26:32,231
Mark Haney: It's incredible how AI is infiltrated every

758
00:26:32,291 --> 00:26:36,784
Mark Haney: technology in the world, but it is making

759
00:26:36,864 --> 00:26:38,967
Mark Haney: strides in video analytics.

760
00:26:39,127 --> 00:26:43,294
Mark Haney: That is really game-changing for video

761
00:26:43,334 --> 00:26:45,365
Mark Haney: security, and really anybody who's doing

762
00:26:45,405 --> 00:26:47,703
Mark Haney: things with video right now is seeing AI

763
00:26:47,763 --> 00:26:49,789
Mark Haney: come in and be, I guess, really helpful and

764
00:26:49,829 --> 00:26:50,952
Mark Haney: really disruptive as well.

765
00:26:51,700 --> 00:26:53,445
Gabriel Covarrubias: Yeah, one of the big shifts that our

766
00:26:53,485 --> 00:26:55,190
Gabriel Covarrubias: manufacturers implemented in the last few

767
00:26:55,250 --> 00:26:57,303
Gabriel Covarrubias: months is now, instead of looking through

768
00:26:57,343 --> 00:27:00,550
Gabriel Covarrubias: video, we can talk or text into our VMS

769
00:27:00,590 --> 00:27:02,882
Gabriel Covarrubias: software and we could say I'm looking for a

770
00:27:02,942 --> 00:27:04,627
Gabriel Covarrubias: gentleman with a white t-shirt and blue

771
00:27:04,667 --> 00:27:06,982
Gabriel Covarrubias: jeans on and blonde hair, and it's going to

772
00:27:07,003 --> 00:27:08,307
Gabriel Covarrubias: pull up that video in seconds.

773
00:27:08,407 --> 00:27:10,583
Gabriel Covarrubias: Oh my gosh and it's going to scrub all of

774
00:27:10,663 --> 00:27:12,989
Gabriel Covarrubias: the cameras on that account, or the

775
00:27:13,029 --> 00:27:14,593
Gabriel Covarrubias: selected cameras that you choose from.

776
00:27:15,261 --> 00:27:17,327
Gabriel Covarrubias: So, going to that video investigation piece,

777
00:27:17,367 --> 00:27:20,417
Gabriel Covarrubias: we've really expedited that process tenfold,

778
00:27:20,698 --> 00:27:21,861
Gabriel Covarrubias: that's incredible that is.

779
00:27:22,542 --> 00:27:23,945
Mark Haney: That's awesome, actually, because that

780
00:27:23,985 --> 00:27:28,854
Mark Haney: means we're getting to the, because time is

781
00:27:28,894 --> 00:27:29,335
Mark Haney: of the essence.

782
00:27:29,380 --> 00:27:31,626
Mark Haney: If you're on an investigation or you're

783
00:27:31,646 --> 00:27:35,898
Mark Haney: looking to solve some issue, time is

784
00:27:36,339 --> 00:27:36,700
Mark Haney: critical.

785
00:27:36,820 --> 00:27:39,347
Mark Haney: If you have to go back and rewind the tape

786
00:27:39,407 --> 00:27:42,343
Mark Haney: and search and you know who is that guy and

787
00:27:42,363 --> 00:27:47,280
Mark Haney: you zoom in and it looks like crap that guy

788
00:27:47,301 --> 00:27:48,343
Mark Haney: and you zoom in and it's all you know.

789
00:27:48,363 --> 00:27:48,784
Mark Haney: It looks like crap, uh.

790
00:27:48,804 --> 00:27:49,626
Mark Haney: I mean, all that technology is just making

791
00:27:49,706 --> 00:27:51,931
Mark Haney: things uh, makes all the uh solutions

792
00:27:51,971 --> 00:27:53,694
Mark Haney: happen at a very fast pace.

793
00:27:54,095 --> 00:27:56,042
Gabriel Covarrubias: Yeah, so you saw more crime and I like to

794
00:27:56,082 --> 00:27:57,886
Gabriel Covarrubias: express that like think of something you

795
00:27:57,906 --> 00:28:01,721
Gabriel Covarrubias: know, not as bad per se as like a lost

796
00:28:01,781 --> 00:28:04,027
Gabriel Covarrubias: child at a mass transit maybe you get

797
00:28:04,067 --> 00:28:05,852
Gabriel Covarrubias: separated from your child at an airport and

798
00:28:06,262 --> 00:28:07,206
Gabriel Covarrubias: you've got a recent picture.

799
00:28:07,260 --> 00:28:09,061
Gabriel Covarrubias: You could run up to security and say I'm

800
00:28:09,101 --> 00:28:09,925
Gabriel Covarrubias: missing my son.

801
00:28:10,460 --> 00:28:11,646
Gabriel Covarrubias: He's about four feet tall.

802
00:28:11,840 --> 00:28:13,046
Gabriel Covarrubias: He was last seen in a red shirt.

803
00:28:13,500 --> 00:28:15,318
Gabriel Covarrubias: They could type that in and scrub all the

804
00:28:15,359 --> 00:28:17,517
Gabriel Covarrubias: data within seconds to find that that's

805
00:28:17,557 --> 00:28:19,766
Gabriel Covarrubias: incredible and that's something that we're

806
00:28:19,786 --> 00:28:21,070
Gabriel Covarrubias: really proud to be a part of.

807
00:28:22,101 --> 00:28:23,707
Gabriel Covarrubias: We're not the manufacturers of that

808
00:28:23,747 --> 00:28:26,362
Gabriel Covarrubias: equipment of you know, we're not the

809
00:28:26,382 --> 00:28:27,025
Gabriel Covarrubias: manufacturers of that equipment.

810
00:28:27,045 --> 00:28:28,069
Gabriel Covarrubias: We're the integrators, we're the installer,

811
00:28:28,089 --> 00:28:29,033
Gabriel Covarrubias: we're the person that hands off to the end

812
00:28:29,054 --> 00:28:30,760
Gabriel Covarrubias: user to make sure that we implement the

813
00:28:30,780 --> 00:28:32,625
Gabriel Covarrubias: systems effectively and train them on the

814
00:28:32,726 --> 00:28:33,127
Gabriel Covarrubias: use case.

815
00:28:33,327 --> 00:28:35,072
Mark Haney: Well, it's great that you do that.

816
00:28:35,140 --> 00:28:36,183
Mark Haney: Have you ever done work in prisons?

817
00:28:37,006 --> 00:28:40,076
Mark Haney: We have, okay, so we used to sell.

818
00:28:40,958 --> 00:28:42,502
Mark Haney: We didn't go in and do the integration into

819
00:28:42,542 --> 00:28:43,945
Mark Haney: prisons although my current company has

820
00:28:43,985 --> 00:28:47,432
Mark Haney: done a little bit of that, but that can be

821
00:28:47,472 --> 00:28:49,937
Mark Haney: an experience, I assume, like.

822
00:28:49,957 --> 00:28:51,520
Mark Haney: What prisons have you done, have you worked

823
00:28:51,600 --> 00:28:51,700
Mark Haney: on?

824
00:28:52,402 --> 00:28:54,907
Gabriel Covarrubias: Well, so we were a subcontractor for a

825
00:28:54,967 --> 00:28:58,374
Gabriel Covarrubias: nationwide integrator and we have touched,

826
00:28:58,820 --> 00:29:03,027
Gabriel Covarrubias: I want to say, about 25 of the 32 prisons

827
00:29:03,048 --> 00:29:04,029
Gabriel Covarrubias: here in the state of California.

828
00:29:04,049 --> 00:29:04,450
Mark Haney: Oh, my goodness.

829
00:29:05,271 --> 00:29:07,134
Gabriel Covarrubias: Our team was the installation piece behind

830
00:29:07,174 --> 00:29:09,786
Gabriel Covarrubias: those, so I've done more time in prison

831
00:29:09,826 --> 00:29:13,246
Gabriel Covarrubias: than most would ever admit, but they let me

832
00:29:13,306 --> 00:29:16,987
Gabriel Covarrubias: out every day, and so, as a project manager

833
00:29:17,007 --> 00:29:19,144
Gabriel Covarrubias: working on those sites, I've seen a lot of

834
00:29:19,204 --> 00:29:20,108
Gabriel Covarrubias: interesting things.

835
00:29:20,441 --> 00:29:21,545
Gabriel Covarrubias: Well, they've got cameras.

836
00:29:21,867 --> 00:29:24,079
Mark Haney: You know, keeping track of death row people

837
00:29:24,400 --> 00:29:25,282
Mark Haney: and people are in it for life.

838
00:29:25,302 --> 00:29:25,683
Mark Haney: And you know it.

839
00:29:25,703 --> 00:29:26,504
Mark Haney: Keeping track of death row people and

840
00:29:26,524 --> 00:29:27,185
Mark Haney: people are in it for life.

841
00:29:27,205 --> 00:29:28,347
Mark Haney: And you know it's like, oh my gosh, you've

842
00:29:28,367 --> 00:29:31,393
Mark Haney: you got to go into some very hostile areas

843
00:29:31,473 --> 00:29:40,001
Mark Haney: where people they have nothing to lose

844
00:29:40,021 --> 00:29:40,822
Mark Haney: anymore and you're in and among those

845
00:29:40,842 --> 00:29:40,963
Mark Haney: people.

846
00:29:40,983 --> 00:29:41,904
Mark Haney: Obviously, I would assume they provide a

847
00:29:41,924 --> 00:29:43,988
Mark Haney: level of comfort for you so that you don't

848
00:29:44,088 --> 00:29:48,074
Mark Haney: feel completely at risk, but that's gotta

849
00:29:48,094 --> 00:29:48,535
Mark Haney: be scary.

850
00:29:49,480 --> 00:29:52,471
Gabriel Covarrubias: Yeah, I would say that the very first time

851
00:29:52,531 --> 00:29:55,140
Gabriel Covarrubias: entering a prison I walked into a prison

852
00:29:55,260 --> 00:29:59,128
Gabriel Covarrubias: down in Central California called KVSP and

853
00:29:59,549 --> 00:30:02,053
Gabriel Covarrubias: we were walking the site with the assistant

854
00:30:02,113 --> 00:30:04,385
Gabriel Covarrubias: warden, all the engineers, project managers

855
00:30:04,445 --> 00:30:06,660
Gabriel Covarrubias: associated with this job site I want to say

856
00:30:06,680 --> 00:30:08,344
Gabriel Covarrubias: total implementation was around 1,100

857
00:30:08,404 --> 00:30:11,231
Gabriel Covarrubias: cameras and we're walking through one of

858
00:30:11,251 --> 00:30:13,402
Gabriel Covarrubias: the yards and you know, we're in a group of

859
00:30:13,462 --> 00:30:16,410
Gabriel Covarrubias: maybe 20 people, about five, 20 civilians,

860
00:30:16,550 --> 00:30:18,422
Gabriel Covarrubias: 20 civilians yeah, about five of them,

861
00:30:18,482 --> 00:30:21,708
Gabriel Covarrubias: maybe more were correctional officers that

862
00:30:21,788 --> 00:30:25,281
Gabriel Covarrubias: kind of kept us in a pod and we walk

863
00:30:25,341 --> 00:30:27,509
Gabriel Covarrubias: through the gates of the yard and we get to

864
00:30:28,803 --> 00:30:30,587
Gabriel Covarrubias: the programs, which is where they have all

865
00:30:30,627 --> 00:30:32,131
Gabriel Covarrubias: their commissary and things like that

866
00:30:32,211 --> 00:30:35,125
Gabriel Covarrubias: library, and we get into the programs area

867
00:30:35,707 --> 00:30:37,912
Gabriel Covarrubias: and the gate shuts and I'll never forget

868
00:30:37,972 --> 00:30:41,003
Gabriel Covarrubias: this, the siren sounded about five seconds

869
00:30:41,083 --> 00:30:45,150
Gabriel Covarrubias: later and I'm like what is going on here?

870
00:30:45,610 --> 00:30:48,815
Gabriel Covarrubias: Within about 60 seconds we see CEOs coming

871
00:30:48,875 --> 00:30:51,105
Gabriel Covarrubias: from all directions and they're in riot

872
00:30:51,145 --> 00:30:53,772
Gabriel Covarrubias: gear and a riot had kicked off on the yard.

873
00:30:54,875 --> 00:30:57,442
Gabriel Covarrubias: And you know me being new to this

874
00:30:57,522 --> 00:30:59,547
Gabriel Covarrubias: environment, completely caught off guard,

875
00:30:59,567 --> 00:31:00,370
Gabriel Covarrubias: I'm like, do we run?

876
00:31:00,410 --> 00:31:02,302
Gabriel Covarrubias: Do we hide what's going on, kind of thing.

877
00:31:02,322 --> 00:31:03,404
Gabriel Covarrubias: And they're like, no, we have to go into

878
00:31:03,424 --> 00:31:03,885
Gabriel Covarrubias: this room.

879
00:31:04,606 --> 00:31:06,269
Gabriel Covarrubias: And everybody was very calm about it.

880
00:31:06,389 --> 00:31:08,853
Gabriel Covarrubias: And you know, after the fact, speaking with

881
00:31:09,054 --> 00:31:12,486
Gabriel Covarrubias: some of the CEOs there, it was interesting

882
00:31:12,546 --> 00:31:15,452
Gabriel Covarrubias: because they had acknowledged that they saw

883
00:31:15,492 --> 00:31:16,114
Gabriel Covarrubias: this coming.

884
00:31:17,200 --> 00:31:19,126
Gabriel Covarrubias: And what I thought was interesting it was

885
00:31:19,567 --> 00:31:21,111
Gabriel Covarrubias: nothing had happened until we left the yard

886
00:31:21,740 --> 00:31:24,822
Gabriel Covarrubias: and as soon as you know, the contractors

887
00:31:24,862 --> 00:31:26,723
Gabriel Covarrubias: and everybody associated with the project

888
00:31:26,764 --> 00:31:27,184
Gabriel Covarrubias: left the yard.

889
00:31:27,224 --> 00:31:29,285
Gabriel Covarrubias: That's when the riot took place and I don't

890
00:31:29,305 --> 00:31:31,127
Gabriel Covarrubias: know the outcome of that situation.

891
00:31:31,147 --> 00:31:33,608
Gabriel Covarrubias: I just know that nobody in our group was

892
00:31:33,668 --> 00:31:34,709
Gabriel Covarrubias: harmed whatsoever.

893
00:31:35,730 --> 00:31:38,972
Gabriel Covarrubias: But there was a level of angst.

894
00:31:39,092 --> 00:31:41,053
Gabriel Covarrubias: Originally, getting into the prison work,

895
00:31:41,394 --> 00:31:43,055
Gabriel Covarrubias: we did prison contracting for about five

896
00:31:43,115 --> 00:31:44,956
Gabriel Covarrubias: years, wow, up and down the state of

897
00:31:44,996 --> 00:31:47,278
Gabriel Covarrubias: California, throughout Texas, florida and

898
00:31:47,318 --> 00:31:50,362
Gabriel Covarrubias: Louisiana, and you know the general

899
00:31:50,402 --> 00:31:52,846
Gabriel Covarrubias: consensus that our team had received from

900
00:31:53,367 --> 00:31:54,769
Gabriel Covarrubias: inmates, as we were working around inmates

901
00:31:54,809 --> 00:31:56,652
Gabriel Covarrubias: for many years, is we were kind of the

902
00:31:56,712 --> 00:31:58,455
Gabriel Covarrubias: heroes to them, which is really interesting

903
00:31:58,475 --> 00:31:58,795
Gabriel Covarrubias: to think.

904
00:31:59,520 --> 00:32:01,426
Gabriel Covarrubias: So putting in the video surveillance really

905
00:32:01,466 --> 00:32:04,033
Gabriel Covarrubias: helped them, you know, from issues that

906
00:32:04,053 --> 00:32:05,979
Gabriel Covarrubias: they might have had with correctional

907
00:32:06,039 --> 00:32:07,703
Gabriel Covarrubias: officers or abuse and things like that.

908
00:32:07,964 --> 00:32:08,345
Mark Haney: Interesting.

909
00:32:08,365 --> 00:32:11,052
Mark Haney: My former son-in-law is a prison guard at

910
00:32:11,841 --> 00:32:14,787
Mark Haney: Folsom and he's in the worst of the worst

911
00:32:14,887 --> 00:32:18,034
Mark Haney: and he has described to me that, just as he

912
00:32:18,801 --> 00:32:21,266
Mark Haney: begins to, you know, enter the town of

913
00:32:21,306 --> 00:32:21,767
Mark Haney: Folsom.

914
00:32:21,787 --> 00:32:23,812
Mark Haney: He doesn't live in Folsom, you know his,

915
00:32:24,192 --> 00:32:27,399
Mark Haney: his whole um, he, he has a visceral

916
00:32:27,439 --> 00:32:31,107
Mark Haney: reaction to uh, every morning when, or you

917
00:32:31,127 --> 00:32:32,089
Mark Haney: know, when, he goes to work.

918
00:32:32,110 --> 00:32:34,161
Mark Haney: It's like before he gets to work it all of

919
00:32:34,201 --> 00:32:36,587
Mark Haney: a sudden hits him because it's such a high

920
00:32:36,647 --> 00:32:38,652
Mark Haney: stress sort of environment.

921
00:32:38,712 --> 00:32:41,103
Mark Haney: So you got to just hand it to those people

922
00:32:41,184 --> 00:32:43,348
Mark Haney: that do that on a daily basis.

923
00:32:43,408 --> 00:32:45,291
Mark Haney: You don't think about like you are just in

924
00:32:45,371 --> 00:32:47,215
Mark Haney: danger for the whole shift.

925
00:32:48,964 --> 00:32:52,032
Mark Haney: And yeah, being a contractor is bad as well,

926
00:32:52,220 --> 00:32:55,344
Mark Haney: or it's not bad but scary, or probably had

927
00:32:55,384 --> 00:32:56,007
Mark Haney: your heart racing.

928
00:32:57,601 --> 00:33:02,012
Mark Haney: I was at CrossFit preparing for the MRF,

929
00:33:03,221 --> 00:33:06,122
Mark Haney: which is a CrossFit workout, for it's kind

930
00:33:06,062 --> 00:33:06,249
Mark Haney: of called a hero workout, and a group is a

931
00:33:06,190 --> 00:33:07,336
Mark Haney: CrossFit workout for it's kind of they call

932
00:33:07,277 --> 00:33:07,699
Mark Haney: it a hero workout.

933
00:33:08,541 --> 00:33:10,890
Mark Haney: And a group of our CrossFit people were

934
00:33:10,910 --> 00:33:12,798
Mark Haney: going to go over to Folsom Prison and

935
00:33:12,878 --> 00:33:13,761
Mark Haney: compete against the guards.

936
00:33:13,781 --> 00:33:14,823
Mark Haney: So they're like, mark, you want to go

937
00:33:14,863 --> 00:33:19,732
Mark Haney: compete and nah, that's okay.

938
00:33:20,013 --> 00:33:21,863
Mark Haney: My son-in-law says it's not that fun.

939
00:33:22,204 --> 00:33:22,985
Mark Haney: So I didn't.

940
00:33:23,567 --> 00:33:26,253
Mark Haney: I've never been on Folsom prison grounds

941
00:33:26,600 --> 00:33:29,227
Mark Haney: and I don't know that I really have a

942
00:33:29,267 --> 00:33:30,129
Mark Haney: desire to.

943
00:33:31,252 --> 00:33:32,884
Mark Haney: I don't know, Would you go back on there?

944
00:33:32,904 --> 00:33:33,708
Mark Haney: I mean, you quit doing it.

945
00:33:34,201 --> 00:33:35,948
Mark Haney: Sounds like you were doing it until more

946
00:33:35,988 --> 00:33:37,505
Mark Haney: recently, but why'd you quit?

947
00:33:37,980 --> 00:33:39,667
Gabriel Covarrubias: Yeah, the contract term had ended.

948
00:33:40,242 --> 00:33:41,374
Gabriel Covarrubias: That was a term with the state of

949
00:33:41,415 --> 00:33:43,044
Gabriel Covarrubias: California and some changes happened with

950
00:33:43,064 --> 00:33:44,288
Gabriel Covarrubias: the prime contractors.

951
00:33:44,308 --> 00:33:45,110
Gabriel Covarrubias: They were acquired.

952
00:33:47,201 --> 00:33:48,885
Gabriel Covarrubias: You know, mark, you're not missing much.

953
00:33:48,905 --> 00:33:52,313
Gabriel Covarrubias: Okay, you know it's not a desirable place.

954
00:33:54,001 --> 00:33:57,112
Gabriel Covarrubias: You know it's interesting to witness some

955
00:33:57,132 --> 00:33:59,219
Gabriel Covarrubias: of the things that we did and see some of

956
00:33:59,239 --> 00:34:01,805
Gabriel Covarrubias: the unique places that myself and our team

957
00:34:01,865 --> 00:34:02,907
Gabriel Covarrubias: got to be a part of.

958
00:34:03,709 --> 00:34:05,131
Gabriel Covarrubias: But it's not a place that you're going to

959
00:34:05,172 --> 00:34:07,444
Gabriel Covarrubias: run back to and say, man, I can't wait to

960
00:34:07,464 --> 00:34:09,050
Gabriel Covarrubias: get on the grounds of another prison.

961
00:34:09,240 --> 00:34:11,394
Mark Haney: Yeah, you're going to have to pay me a lot

962
00:34:11,414 --> 00:34:13,785
Mark Haney: of money to get in there because of the you

963
00:34:13,805 --> 00:34:13,906
Mark Haney: know.

964
00:34:13,926 --> 00:34:15,302
Mark Haney: I would think that that would be where your

965
00:34:15,603 --> 00:34:16,668
Mark Haney: company approach would be.

966
00:34:16,981 --> 00:34:18,064
Mark Haney: It's like if I've got to put that kind of

967
00:34:18,124 --> 00:34:21,063
Mark Haney: stress on the team, it needs to be a

968
00:34:21,124 --> 00:34:21,927
Mark Haney: lucrative contract.

969
00:34:26,400 --> 00:34:27,122
Gabriel Covarrubias: Otherwise it's just not worth it.

970
00:34:27,142 --> 00:34:28,144
Gabriel Covarrubias: Agreed, agreed and we did take it on.

971
00:34:28,164 --> 00:34:29,026
Gabriel Covarrubias: It was fairly lucrative for the time that

972
00:34:29,046 --> 00:34:30,188
Gabriel Covarrubias: we were in with that contract.

973
00:34:30,248 --> 00:34:33,281
Gabriel Covarrubias: But it's not an area that we run back for.

974
00:34:33,602 --> 00:34:36,068
Gabriel Covarrubias: We're happy in our current lane.

975
00:34:36,108 --> 00:34:37,431
Gabriel Covarrubias: We do a decent amount of government

976
00:34:37,491 --> 00:34:40,964
Gabriel Covarrubias: contracting, mostly for facilities, DGS,

977
00:34:40,984 --> 00:34:43,869
Gabriel Covarrubias: that type of stuff, and then we work with

978
00:34:44,090 --> 00:34:46,594
Gabriel Covarrubias: local municipals but we've been happy to

979
00:34:46,634 --> 00:34:48,944
Gabriel Covarrubias: get out of the prison and even local

980
00:34:50,006 --> 00:34:51,990
Gabriel Covarrubias: jurisdictions for jails and things like

981
00:34:52,010 --> 00:34:54,341
Gabriel Covarrubias: that, Because the jails, I would honestly

982
00:34:54,401 --> 00:34:55,062
Gabriel Covarrubias: say, were worse.

983
00:34:55,423 --> 00:34:58,910
Gabriel Covarrubias: Those people, they don't have necessarily

984
00:34:59,370 --> 00:35:01,802
Gabriel Covarrubias: the respect that you would get in a prison

985
00:35:01,982 --> 00:35:02,745
Gabriel Covarrubias: from the inmates.

986
00:35:03,367 --> 00:35:03,888
Gabriel Covarrubias: Again, there's a-.

987
00:35:04,069 --> 00:35:04,570
Mark Haney: What now?

988
00:35:04,940 --> 00:35:06,084
Mark Haney: Yeah, there's a whole the there's, there's

989
00:35:06,104 --> 00:35:09,544
Mark Haney: a jail feels uh, sketchier than the prison

990
00:35:09,705 --> 00:35:11,869
Mark Haney: yeah, because, and because the people in

991
00:35:11,909 --> 00:35:14,581
Mark Haney: the jail that are there let's call it short

992
00:35:14,641 --> 00:35:16,786
Mark Haney: term they have less respect.

993
00:35:17,407 --> 00:35:19,471
Gabriel Covarrubias: I would say so wow, that's interesting the

994
00:35:19,511 --> 00:35:21,202
Gabriel Covarrubias: prison and not to get into it because I

995
00:35:21,222 --> 00:35:21,523
Gabriel Covarrubias: don't know.

996
00:35:21,563 --> 00:35:23,930
Gabriel Covarrubias: A lot of it is there is, I heard it when I

997
00:35:23,970 --> 00:35:24,170
Gabriel Covarrubias: went on.

998
00:35:24,190 --> 00:35:26,043
Gabriel Covarrubias: The first prison is a term called prison

999
00:35:26,083 --> 00:35:28,908
Gabriel Covarrubias: politics and and they have their own little

1000
00:35:28,948 --> 00:35:29,609
Gabriel Covarrubias: society there.

1001
00:35:30,631 --> 00:35:33,702
Gabriel Covarrubias: A guard had once told me he goes, remember

1002
00:35:34,003 --> 00:35:36,729
Gabriel Covarrubias: you're a guest in their house and I said

1003
00:35:36,749 --> 00:35:37,371
Gabriel Covarrubias: well, why is that?

1004
00:35:37,391 --> 00:35:37,632
Gabriel Covarrubias: He goes?

1005
00:35:37,672 --> 00:35:39,764
Gabriel Covarrubias: Because they sleep here and we all go home

1006
00:35:40,586 --> 00:35:42,791
Gabriel Covarrubias: and so they show a certain level of respect

1007
00:35:42,811 --> 00:35:44,741
Gabriel Covarrubias: to the inmates and the inmates give them a

1008
00:35:44,781 --> 00:35:45,903
Gabriel Covarrubias: certain level of respect.

1009
00:35:46,845 --> 00:35:49,449
Gabriel Covarrubias: As a contractor, we didn't feel threatened

1010
00:35:50,090 --> 00:35:51,132
Gabriel Covarrubias: in most prisons.

1011
00:35:51,993 --> 00:35:53,741
Gabriel Covarrubias: Jails were different Jails.

1012
00:35:53,821 --> 00:35:56,186
Gabriel Covarrubias: It seemed like people would make comments

1013
00:35:56,326 --> 00:35:59,773
Gabriel Covarrubias: and try and you'd say things, ask you for

1014
00:35:59,880 --> 00:36:02,006
Gabriel Covarrubias: screwdrivers or lighters or that type of

1015
00:36:02,046 --> 00:36:02,246
Gabriel Covarrubias: stuff.

1016
00:36:02,286 --> 00:36:04,131
Gabriel Covarrubias: But prison didn't happen very often.

1017
00:36:04,151 --> 00:36:06,287
Mark Haney: Well, I guess that's a note to anybody out

1018
00:36:06,307 --> 00:36:08,606
Mark Haney: there Don't get yourself arrested and go to

1019
00:36:08,886 --> 00:36:10,671
Mark Haney: jail for even a night.

1020
00:36:10,780 --> 00:36:12,086
Mark Haney: It might not be too pleasant.

1021
00:36:13,241 --> 00:36:14,306
Gabriel Covarrubias: Yeah, and don't go to prison.

1022
00:36:14,480 --> 00:36:15,685
Gabriel Covarrubias: Yeah, definitely don't go to prison.

1023
00:36:15,705 --> 00:36:18,144
Gabriel Covarrubias: Let's face it, that's not a place I think

1024
00:36:18,184 --> 00:36:20,110
Gabriel Covarrubias: anybody would desire to be.

1025
00:36:21,061 --> 00:36:22,046
Mark Haney: Okay, this is an interesting show.

1026
00:36:22,120 --> 00:36:23,521
Mark Haney: We've taken the show in some different

1027
00:36:23,541 --> 00:36:26,924
Mark Haney: directions today, but I always like to know

1028
00:36:27,965 --> 00:36:28,886
Mark Haney: two last questions.

1029
00:36:28,946 --> 00:36:31,248
Mark Haney: It's like what's the vision for the company?

1030
00:36:31,629 --> 00:36:34,191
Mark Haney: And then I'll finish with one or two last

1031
00:36:34,251 --> 00:36:34,551
Mark Haney: questions.

1032
00:36:34,591 --> 00:36:36,273
Mark Haney: But what's the vision for MSC moving

1033
00:36:36,313 --> 00:36:36,613
Mark Haney: forward?

1034
00:36:37,334 --> 00:36:38,255
Gabriel Covarrubias: Yeah, great question.

1035
00:36:38,835 --> 00:36:40,997
Gabriel Covarrubias: Right now we have two legs of the business.

1036
00:36:45,641 --> 00:36:46,822
Gabriel Covarrubias: I have pivoted my focus and gone to our

1037
00:36:46,842 --> 00:36:47,783
Gabriel Covarrubias: mobile side of the business and currently

1038
00:36:47,803 --> 00:36:50,025
Gabriel Covarrubias: we're expanding our mobile security units

1039
00:36:50,926 --> 00:36:51,507
Gabriel Covarrubias: rapidly.

1040
00:36:52,368 --> 00:36:55,651
Gabriel Covarrubias: From last year to this year we 3X'd our

1041
00:36:55,912 --> 00:36:56,933
Gabriel Covarrubias: inventory, our fleet.

1042
00:36:57,593 --> 00:36:58,995
Gabriel Covarrubias: This year we're looking to hit our first

1043
00:36:59,035 --> 00:37:00,497
Gabriel Covarrubias: hundred units by the end of the year.

1044
00:37:01,622 --> 00:37:03,788
Gabriel Covarrubias: Wow, and have those units leased out.

1045
00:37:03,828 --> 00:37:05,191
Gabriel Covarrubias: It's one thing having them sit in a park.

1046
00:37:05,211 --> 00:37:05,532
Mark Haney: Yeah, yeah.

1047
00:37:05,961 --> 00:37:07,426
Gabriel Covarrubias: We want to make sure they're out protecting

1048
00:37:07,466 --> 00:37:09,232
Gabriel Covarrubias: properties and facilities.

1049
00:37:10,176 --> 00:37:12,382
Gabriel Covarrubias: On the integration side of the business,

1050
00:37:12,423 --> 00:37:14,367
Gabriel Covarrubias: we're going to continue to focus our growth

1051
00:37:14,428 --> 00:37:17,021
Gabriel Covarrubias: trajectory there, pivoting our clients to

1052
00:37:17,061 --> 00:37:18,244
Gabriel Covarrubias: cloud-based solutions.

1053
00:37:19,306 --> 00:37:21,510
Gabriel Covarrubias: A big growth for us right now has been card

1054
00:37:21,630 --> 00:37:22,091
Gabriel Covarrubias: access.

1055
00:37:22,973 --> 00:37:24,828
Gabriel Covarrubias: As you see in the news on a regular basis,

1056
00:37:25,391 --> 00:37:27,742
Gabriel Covarrubias: unauthorized individuals gaining access to

1057
00:37:27,822 --> 00:37:30,508
Gabriel Covarrubias: businesses, buildings, et cetera and,

1058
00:37:30,568 --> 00:37:32,112
Gabriel Covarrubias: unfortunately, doing some heinous crime.

1059
00:37:32,152 --> 00:37:34,584
Gabriel Covarrubias: So that is a big vertical for us that we're

1060
00:37:34,604 --> 00:37:37,051
Gabriel Covarrubias: focusing a lot of effort and energy into to

1061
00:37:37,091 --> 00:37:38,782
Gabriel Covarrubias: make sure that we provide a comprehensive

1062
00:37:38,843 --> 00:37:41,227
Gabriel Covarrubias: product for our clients Wow.

1063
00:37:41,408 --> 00:37:44,861
Mark Haney: And so what did I not ask you that I should

1064
00:37:44,941 --> 00:37:45,202
Mark Haney: ask you?

1065
00:37:45,703 --> 00:37:48,289
Mark Haney: What message should we get out there about

1066
00:37:48,329 --> 00:37:49,592
Mark Haney: your business or about anything else you're

1067
00:37:49,612 --> 00:37:49,933
Mark Haney: working on?

1068
00:37:50,901 --> 00:37:54,043
Gabriel Covarrubias: That's a great question, what I think you

1069
00:37:54,083 --> 00:37:55,288
Gabriel Covarrubias: asked some really good questions.

1070
00:37:56,360 --> 00:37:59,226
Gabriel Covarrubias: You know I'm a Sacramento native here, born

1071
00:37:59,246 --> 00:38:00,830
Gabriel Covarrubias: and raised in Carmichael.

1072
00:38:01,632 --> 00:38:01,972
Gabriel Covarrubias: What high school.

1073
00:38:01,993 --> 00:38:02,353
Gabriel Covarrubias: Did you go to?

1074
00:38:03,480 --> 00:38:04,666
Gabriel Covarrubias: Interesting enough, mark, and I'll say this

1075
00:38:04,623 --> 00:38:05,163
Gabriel Covarrubias: on the air here I'm an eighth grade dropout,

1076
00:38:05,121 --> 00:38:05,440
Gabriel Covarrubias: really, so I did not go to high school.

1077
00:38:05,398 --> 00:38:05,770
Gabriel Covarrubias: Did you go to?

1078
00:38:05,727 --> 00:38:06,125
Gabriel Covarrubias: Interesting enough?

1079
00:38:06,083 --> 00:38:06,823
Gabriel Covarrubias: Mark, and I'll say this on the air here I'm

1080
00:38:06,863 --> 00:38:09,242
Gabriel Covarrubias: an eighth grade dropout, really, so I did

1081
00:38:09,362 --> 00:38:10,347
Gabriel Covarrubias: not go to high school.

1082
00:38:11,100 --> 00:38:13,101
Gabriel Covarrubias: I grew up primarily in the foster system

1083
00:38:13,141 --> 00:38:16,544
Gabriel Covarrubias: from the age of six and left the foster

1084
00:38:16,584 --> 00:38:18,065
Gabriel Covarrubias: system at the age of 13.

1085
00:38:18,765 --> 00:38:20,108
Mark Haney: Tell me about that.

1086
00:38:20,288 --> 00:38:24,275
Mark Haney: Okay, so you left the foster system.

1087
00:38:25,798 --> 00:38:26,479
Mark Haney: The foster system.

1088
00:38:27,466 --> 00:38:30,433
Mark Haney: I assume that was a very difficult set of

1089
00:38:30,473 --> 00:38:31,114
Mark Haney: transitions.

1090
00:38:31,896 --> 00:38:34,547
Mark Haney: From what I've heard that you know there's

1091
00:38:34,567 --> 00:38:37,373
Mark Haney: a guy named Dale Carlson, a local person

1092
00:38:37,413 --> 00:38:40,180
Mark Haney: that has really helped a lot of that system

1093
00:38:40,320 --> 00:38:42,210
Mark Haney: and helped so many people through the sleep

1094
00:38:42,250 --> 00:38:42,531
Mark Haney: train.

1095
00:38:43,173 --> 00:38:45,569
Mark Haney: So I followed his, the stuff he's working

1096
00:38:45,650 --> 00:38:47,779
Mark Haney: on and there's these really cool

1097
00:38:47,819 --> 00:38:49,405
Mark Haney: inspirational stories about people that

1098
00:38:49,425 --> 00:38:51,210
Mark Haney: have gone, had it so difficult and then

1099
00:38:52,332 --> 00:38:54,117
Mark Haney: live to, you know, really do great things

1100
00:38:54,157 --> 00:38:54,578
Mark Haney: in their life.

1101
00:38:54,685 --> 00:38:55,849
Mark Haney: But was it a tough?

1102
00:38:55,929 --> 00:38:57,554
Mark Haney: Was the foster system difficult for you?

1103
00:38:58,316 --> 00:39:00,604
Gabriel Covarrubias: Most certainly it was tough.

1104
00:39:00,724 --> 00:39:02,189
Gabriel Covarrubias: My brother and I were separated.

1105
00:39:02,470 --> 00:39:04,226
Gabriel Covarrubias: I want to say I was about eight years old,

1106
00:39:04,928 --> 00:39:06,131
Gabriel Covarrubias: he's a year and a half older than me, so

1107
00:39:06,171 --> 00:39:07,936
Gabriel Covarrubias: he's probably about nine and a half ten at

1108
00:39:07,976 --> 00:39:08,377
Gabriel Covarrubias: that time.

1109
00:39:08,465 --> 00:39:10,430
Gabriel Covarrubias: We got separated in the foster system and

1110
00:39:10,891 --> 00:39:13,116
Gabriel Covarrubias: went to different homes, had a family

1111
00:39:13,156 --> 00:39:15,008
Gabriel Covarrubias: member that took us in for, or took me in

1112
00:39:15,028 --> 00:39:16,732
Gabriel Covarrubias: for, a little while, and that was

1113
00:39:16,772 --> 00:39:18,757
Gabriel Covarrubias: short-lived, that lasted about two years,

1114
00:39:18,877 --> 00:39:21,651
Gabriel Covarrubias: and so through various group homes, um,

1115
00:39:22,894 --> 00:39:24,398
Gabriel Covarrubias: group homes, group homes, yeah.

1116
00:39:26,006 --> 00:39:28,415
Mark Haney: What's a group home like for a little kid?

1117
00:39:28,925 --> 00:39:31,316
Gabriel Covarrubias: Yeah, very scary number one, oh wow.

1118
00:39:31,986 --> 00:39:32,627
Gabriel Covarrubias: Number two.

1119
00:39:32,687 --> 00:39:35,513
Gabriel Covarrubias: I mean I think they were called orphanages

1120
00:39:35,573 --> 00:39:38,747
Gabriel Covarrubias: or various names over our time, but now

1121
00:39:38,787 --> 00:39:40,133
Gabriel Covarrubias: they consider them a group home.

1122
00:39:40,245 --> 00:39:42,371
Gabriel Covarrubias: It's going to be a location that's a safe

1123
00:39:42,411 --> 00:39:45,707
Gabriel Covarrubias: haven for children to come, and so, in the

1124
00:39:45,767 --> 00:39:48,413
Gabriel Covarrubias: event that you get separated from a family

1125
00:39:48,453 --> 00:39:51,105
Gabriel Covarrubias: member, your parents, the first stop you're

1126
00:39:51,126 --> 00:39:52,952
Gabriel Covarrubias: going to go to is going to be a group home.

1127
00:39:53,735 --> 00:39:55,803
Gabriel Covarrubias: That home is going to house you in a pod

1128
00:39:55,883 --> 00:39:59,430
Gabriel Covarrubias: with maybe 16 other kids of your age and

1129
00:39:59,470 --> 00:39:59,951
Gabriel Covarrubias: gender.

1130
00:40:01,033 --> 00:40:02,476
Gabriel Covarrubias: They'll have a school on site.

1131
00:40:02,496 --> 00:40:04,359
Gabriel Covarrubias: They'll have teachers and counselors that

1132
00:40:04,786 --> 00:40:07,711
Gabriel Covarrubias: you would still try and live a normal life

1133
00:40:07,791 --> 00:40:11,619
Gabriel Covarrubias: as possible, but everything to the Dale

1134
00:40:11,639 --> 00:40:13,168
Gabriel Covarrubias: Carlson ticket to dreams.

1135
00:40:13,228 --> 00:40:14,672
Gabriel Covarrubias: We work with those guys too a little bit.

1136
00:40:15,574 --> 00:40:17,426
Gabriel Covarrubias: You know you live out of a black trash bag

1137
00:40:17,767 --> 00:40:19,810
Gabriel Covarrubias: as you transition, and so Wow.

1138
00:40:19,890 --> 00:40:20,592
Mark Haney: Okay, so you got.

1139
00:40:20,652 --> 00:40:23,296
Mark Haney: Whatever all your belongings are in a big,

1140
00:40:23,336 --> 00:40:24,398
Mark Haney: put them in a big trash bag.

1141
00:40:24,598 --> 00:40:25,540
Gabriel Covarrubias: Big trash bag yeah.

1142
00:40:25,905 --> 00:40:29,814
Mark Haney: And so you leave your family member's house

1143
00:40:29,854 --> 00:40:30,897
Mark Haney: who only wanted to have you.

1144
00:40:30,917 --> 00:40:32,507
Mark Haney: For did you get in trouble and you had to

1145
00:40:32,548 --> 00:40:32,969
Mark Haney: go to there?

1146
00:40:32,989 --> 00:40:34,714
Mark Haney: Got in trouble, yeah, got in trouble, yeah.

1147
00:40:35,765 --> 00:40:36,026
Mark Haney: And then.

1148
00:40:36,046 --> 00:40:37,712
Mark Haney: So then you got hey, sorry, you're going to

1149
00:40:37,732 --> 00:40:38,234
Mark Haney: the group home.

1150
00:40:39,435 --> 00:40:40,795
Gabriel Covarrubias: Well, a little bit different.

1151
00:40:40,875 --> 00:40:41,996
Gabriel Covarrubias: You know, got in trouble.

1152
00:40:42,116 --> 00:40:44,037
Gabriel Covarrubias: I wasn't one for authority at a young age.

1153
00:40:44,137 --> 00:40:46,179
Gabriel Covarrubias: So, uh I, I would run away.

1154
00:40:46,739 --> 00:40:48,720
Gabriel Covarrubias: And uh, in the event, I would run away if,

1155
00:40:49,020 --> 00:40:50,881
Gabriel Covarrubias: uh, I would run into a law enforcement

1156
00:40:50,921 --> 00:40:51,242
Gabriel Covarrubias: figure.

1157
00:40:51,642 --> 00:40:53,023
Gabriel Covarrubias: Yeah, I wasn't a criminal, I was a little

1158
00:40:53,043 --> 00:40:53,403
Gabriel Covarrubias: kid.

1159
00:40:53,483 --> 00:40:55,087
Gabriel Covarrubias: And so they'd take you back to the group

1160
00:40:55,126 --> 00:40:55,327
Gabriel Covarrubias: home.

1161
00:40:55,888 --> 00:40:57,931
Gabriel Covarrubias: And every time you transition, for my, my

1162
00:40:57,971 --> 00:40:59,894
Gabriel Covarrubias: situation, anytime I would transition out

1163
00:40:59,934 --> 00:41:00,855
Gabriel Covarrubias: of a foster home.

1164
00:41:02,177 --> 00:41:03,860
Gabriel Covarrubias: You know, if they couldn't find housing for

1165
00:41:03,900 --> 00:41:05,047
Gabriel Covarrubias: me right away, it would be back to the

1166
00:41:05,087 --> 00:41:05,528
Gabriel Covarrubias: group home.

1167
00:41:06,450 --> 00:41:11,402
Mark Haney: Yeah, Wow, and so you go to school.

1168
00:41:11,943 --> 00:41:14,529
Mark Haney: Did you go through like seventh and eighth

1169
00:41:14,589 --> 00:41:17,235
Mark Haney: grade at the group home or did you go to a

1170
00:41:17,756 --> 00:41:19,039
Mark Haney: school like in Sacramento?

1171
00:41:19,385 --> 00:41:20,449
Gabriel Covarrubias: Yeah, Seventh and eighth grade.

1172
00:41:20,469 --> 00:41:22,275
Gabriel Covarrubias: I went to some local middle schools here

1173
00:41:22,445 --> 00:41:24,751
Gabriel Covarrubias: Starking and Churchill and I was living

1174
00:41:24,832 --> 00:41:26,617
Gabriel Covarrubias: with foster families during that time.

1175
00:41:27,166 --> 00:41:30,515
Mark Haney: And then you tell them one day you don't

1176
00:41:30,555 --> 00:41:31,437
Mark Haney: want to go back to school.

1177
00:41:32,946 --> 00:41:35,012
Gabriel Covarrubias: One day I get in trouble at the end of

1178
00:41:35,052 --> 00:41:35,634
Gabriel Covarrubias: eighth grade.

1179
00:41:35,654 --> 00:41:35,955
Gabriel Covarrubias: What'd?

1180
00:41:36,135 --> 00:41:36,456
Mark Haney: you do.

1181
00:41:38,425 --> 00:41:39,927
Gabriel Covarrubias: I came home late because I wanted to spend

1182
00:41:39,947 --> 00:41:41,549
Gabriel Covarrubias: the last day of school with a girl I had

1183
00:41:41,589 --> 00:41:41,770
Gabriel Covarrubias: met.

1184
00:41:42,410 --> 00:41:44,373
Gabriel Covarrubias: Of course, boys and girls is all the

1185
00:41:44,413 --> 00:41:44,693
Gabriel Covarrubias: trouble.

1186
00:41:45,494 --> 00:41:48,538
Gabriel Covarrubias: So I came home late and when I'd gotten

1187
00:41:48,618 --> 00:41:53,991
Gabriel Covarrubias: home, you know I was abused a little bit.

1188
00:41:54,291 --> 00:41:57,177
Gabriel Covarrubias: Not bad and not to go down that, but we'll

1189
00:41:57,197 --> 00:41:57,999
Gabriel Covarrubias: talk a little bit later.

1190
00:41:59,186 --> 00:42:01,431
Gabriel Covarrubias: So I took off, you know the individual

1191
00:42:01,471 --> 00:42:03,015
Gabriel Covarrubias: decided that they thought it was

1192
00:42:03,135 --> 00:42:06,267
Gabriel Covarrubias: justifiable to hit me and at that point I

1193
00:42:06,347 --> 00:42:06,788
Gabriel Covarrubias: ran away.

1194
00:42:07,490 --> 00:42:09,355
Gabriel Covarrubias: That was actually the last home I had ever

1195
00:42:09,455 --> 00:42:11,890
Gabriel Covarrubias: lived in and I'd been on my own ever since,

1196
00:42:11,931 --> 00:42:12,694
Gabriel Covarrubias: since the age of 13.

1197
00:42:16,091 --> 00:42:16,693
Mark Haney: Where did you live?

1198
00:42:16,713 --> 00:42:18,918
Mark Haney: Where did you go to get shelter and stuff

1199
00:42:18,938 --> 00:42:19,238
Mark Haney: like that?

1200
00:42:19,805 --> 00:42:20,709
Gabriel Covarrubias: Yeah, great question.

1201
00:42:21,935 --> 00:42:23,462
Gabriel Covarrubias: I have been able to surround myself with

1202
00:42:23,502 --> 00:42:26,030
Gabriel Covarrubias: some really great individuals that I still

1203
00:42:26,070 --> 00:42:27,635
Gabriel Covarrubias: call family to this day, so I just had

1204
00:42:27,695 --> 00:42:28,297
Gabriel Covarrubias: older friends.

1205
00:42:29,665 --> 00:42:31,269
Gabriel Covarrubias: You know, I lived in my first apartment

1206
00:42:31,330 --> 00:42:32,693
Gabriel Covarrubias: with a good friend of mine.

1207
00:42:32,814 --> 00:42:33,455
Gabriel Covarrubias: He was 18.

1208
00:42:33,515 --> 00:42:34,177
Gabriel Covarrubias: I was 13.

1209
00:42:36,226 --> 00:42:37,167
Gabriel Covarrubias: He slept on the couch.

1210
00:42:37,247 --> 00:42:39,769
Gabriel Covarrubias: He had a great paying job and I found ways

1211
00:42:39,849 --> 00:42:41,211
Gabriel Covarrubias: to create side hustles.

1212
00:42:41,231 --> 00:42:42,512
Gabriel Covarrubias: I found ways to create side hustles.

1213
00:42:42,652 --> 00:42:46,455
Gabriel Covarrubias: I was a great Craigslist advertiser and

1214
00:42:46,515 --> 00:42:48,157
Gabriel Covarrubias: sales guy at a very young age.

1215
00:42:48,217 --> 00:42:49,978
Gabriel Covarrubias: I would take things from garage sales,

1216
00:42:50,499 --> 00:42:52,220
Gabriel Covarrubias: things that maybe he was getting rid of,

1217
00:42:52,320 --> 00:42:54,482
Gabriel Covarrubias: and found ways to generate income.

1218
00:42:54,542 --> 00:42:54,722
Gabriel Covarrubias: Wow.

1219
00:42:57,225 --> 00:42:58,347
Mark Haney: So you've always been like that.

1220
00:42:58,367 --> 00:43:03,256
Mark Haney: I guess that's what difficult times brings

1221
00:43:03,356 --> 00:43:05,159
Mark Haney: out of people, brought out of you.

1222
00:43:05,405 --> 00:43:07,511
Mark Haney: Difficult times caused you to be sort of

1223
00:43:07,551 --> 00:43:11,042
Mark Haney: scrappy and use your ingenuity Craigslist

1224
00:43:11,443 --> 00:43:11,704
Mark Haney: yeah, wow.

1225
00:43:12,245 --> 00:43:13,550
Gabriel Covarrubias: Yeah, I started learning a skill.

1226
00:43:13,590 --> 00:43:15,267
Gabriel Covarrubias: I had a good friend I think I was probably

1227
00:43:15,287 --> 00:43:17,812
Gabriel Covarrubias: about 15 years old Taught me how to tint

1228
00:43:17,852 --> 00:43:21,028
Gabriel Covarrubias: windows in automobiles, so I would work

1229
00:43:21,108 --> 00:43:23,233
Gabriel Covarrubias: under the table at a shop here in

1230
00:43:23,253 --> 00:43:25,538
Gabriel Covarrubias: Sacramento and would tint windows.

1231
00:43:26,225 --> 00:43:28,130
Gabriel Covarrubias: So that was a good gig for a while and in

1232
00:43:28,210 --> 00:43:31,237
Gabriel Covarrubias: fact in 2008, that turned into my very

1233
00:43:31,297 --> 00:43:31,958
Gabriel Covarrubias: first business.

1234
00:43:32,165 --> 00:43:34,310
Gabriel Covarrubias: I opened a window tinting shop over there

1235
00:43:34,331 --> 00:43:35,373
Gabriel Covarrubias: off Marconi and 80.

1236
00:43:35,574 --> 00:43:38,870
Gabriel Covarrubias: So it's very first business in a rough time

1237
00:43:38,890 --> 00:43:39,933
Gabriel Covarrubias: to start a business too.

1238
00:43:39,953 --> 00:43:40,193
Gabriel Covarrubias: Yeah.

1239
00:43:40,234 --> 00:43:40,454
Mark Haney: How old?

1240
00:43:40,474 --> 00:43:41,597
Gabriel Covarrubias: were you then 2008?

1241
00:43:42,005 --> 00:43:42,832
Gabriel Covarrubias: I was 18.

1242
00:43:43,336 --> 00:43:45,407
Gabriel Covarrubias: And so it was probably within a month after

1243
00:43:45,427 --> 00:43:47,231
Gabriel Covarrubias: my 18th birthday I went down and got my

1244
00:43:47,292 --> 00:43:50,305
Gabriel Covarrubias: first business license and now look what

1245
00:43:50,326 --> 00:43:51,188
Gabriel Covarrubias: you've built.

1246
00:43:51,448 --> 00:43:53,333
Mark Haney: I mean you've got this incredible.

1247
00:43:53,373 --> 00:43:55,017
Mark Haney: You're putting in thousands and thousands

1248
00:43:55,037 --> 00:43:56,348
Mark Haney: and thousands of cameras.

1249
00:43:57,109 --> 00:43:58,953
Mark Haney: Uh, you've got these mobile trailers.

1250
00:43:59,013 --> 00:44:01,679
Mark Haney: You've got a vision for growth and you're

1251
00:44:01,685 --> 00:44:02,774
Mark Haney: still a young dude.

1252
00:44:02,744 --> 00:44:03,730
Mark Haney: I mean, you're still a really young guy

1253
00:44:03,700 --> 00:44:04,008
Mark Haney: with a young family.

1254
00:44:03,977 --> 00:44:04,432
Mark Haney: You are got a vision for growth and you're

1255
00:44:04,402 --> 00:44:04,670
Mark Haney: still a young dude.

1256
00:44:04,639 --> 00:44:05,216
Mark Haney: I mean, you're still a really young guy

1257
00:44:05,236 --> 00:44:06,257
Mark Haney: with a young family.

1258
00:44:06,797 --> 00:44:09,699
Mark Haney: You are just a great, I guess.

1259
00:44:09,739 --> 00:44:13,462
Mark Haney: Story of my shirt says everything is

1260
00:44:13,525 --> 00:44:16,074
Mark Haney: figureoutable, which is one of my mottos,

1261
00:44:16,135 --> 00:44:18,684
Mark Haney: and you are a you're living proof that

1262
00:44:18,724 --> 00:44:21,029
Mark Haney: everything is figureoutable, no matter what

1263
00:44:21,069 --> 00:44:23,413
Mark Haney: kind of circumstances you put yourself in.

1264
00:44:23,473 --> 00:44:26,880
Mark Haney: Even if you are a little anti-authority,

1265
00:44:27,245 --> 00:44:29,032
Mark Haney: maybe have a chip on your shoulder for one

1266
00:44:29,072 --> 00:44:31,869
Mark Haney: reason or another, you can straighten it

1267
00:44:31,949 --> 00:44:34,096
Mark Haney: all out and figure it out.

1268
00:44:35,045 --> 00:44:36,792
Gabriel Covarrubias: That's so true, mark, and I love that on

1269
00:44:36,812 --> 00:44:37,073
Gabriel Covarrubias: your shirt.

1270
00:44:37,125 --> 00:44:37,969
Gabriel Covarrubias: I'm going to have to get one of those

1271
00:44:37,989 --> 00:44:38,652
Gabriel Covarrubias: shirts from you.

1272
00:44:39,587 --> 00:44:41,713
Gabriel Covarrubias: It is something I live by that you can

1273
00:44:41,773 --> 00:44:45,886
Gabriel Covarrubias: figure out just about anything, and to the

1274
00:44:45,906 --> 00:44:48,451
Gabriel Covarrubias: point of hardship and trouble and setbacks.

1275
00:44:49,213 --> 00:44:51,518
Gabriel Covarrubias: I learned at a young age that, no matter my

1276
00:44:51,598 --> 00:44:53,749
Gabriel Covarrubias: story, no matter what I'm going through,

1277
00:44:54,370 --> 00:44:57,276
Gabriel Covarrubias: somebody always has it worse and I'm the

1278
00:44:57,316 --> 00:45:00,150
Gabriel Covarrubias: last person to say, oh, pity me, or man, I

1279
00:45:00,191 --> 00:45:00,933
Gabriel Covarrubias: didn't have this.

1280
00:45:01,535 --> 00:45:03,260
Gabriel Covarrubias: I didn't have that opportunity growing up,

1281
00:45:03,521 --> 00:45:05,126
Gabriel Covarrubias: I didn't have the parents that stayed

1282
00:45:05,146 --> 00:45:05,487
Gabriel Covarrubias: together.

1283
00:45:05,547 --> 00:45:06,670
Gabriel Covarrubias: I didn't, I didn't have that.

1284
00:45:06,710 --> 00:45:10,158
Gabriel Covarrubias: But instead of saying, wow, this was the

1285
00:45:10,265 --> 00:45:12,330
Gabriel Covarrubias: cards I dealt or I was dealt and I have to

1286
00:45:12,410 --> 00:45:14,996
Gabriel Covarrubias: deal with that, I said, no, I'm going to

1287
00:45:15,096 --> 00:45:17,829
Gabriel Covarrubias: change that trajectory, I'm going to be the

1288
00:45:17,869 --> 00:45:20,796
Gabriel Covarrubias: difference on that family, that family line,

1289
00:45:20,856 --> 00:45:22,990
Gabriel Covarrubias: and and that's something that motivates me

1290
00:45:23,070 --> 00:45:27,151
Gabriel Covarrubias: every morning and now married with two kids,

1291
00:45:27,372 --> 00:45:30,658
Gabriel Covarrubias: beautiful family, absolutely love, love my

1292
00:45:30,718 --> 00:45:31,039
Gabriel Covarrubias: family.

1293
00:45:31,205 --> 00:45:34,053
Gabriel Covarrubias: And you know I look back my wife had the

1294
00:45:34,073 --> 00:45:36,605
Gabriel Covarrubias: great, great family, upbringing, beautiful

1295
00:45:36,646 --> 00:45:39,150
Gabriel Covarrubias: parents, stayed together their whole life,

1296
00:45:39,270 --> 00:45:41,133
Gabriel Covarrubias: and high school and college, all that fun

1297
00:45:41,173 --> 00:45:41,474
Gabriel Covarrubias: stuff.

1298
00:45:41,554 --> 00:45:45,060
Gabriel Covarrubias: And, and you know as, as we started a

1299
00:45:45,125 --> 00:45:48,452
Gabriel Covarrubias: family, I said to myself and to her uh, I'm

1300
00:45:48,492 --> 00:45:51,198
Gabriel Covarrubias: not going to do what, what I had done to me

1301
00:45:51,258 --> 00:45:53,529
Gabriel Covarrubias: and and just making sure that I I'm the

1302
00:45:53,609 --> 00:45:57,316
Gabriel Covarrubias: change in that path, but, um, I never let

1303
00:45:57,636 --> 00:45:58,598
Gabriel Covarrubias: you my past be.

1304
00:46:00,167 --> 00:46:02,291
Gabriel Covarrubias: Uh, something that's going to hold me back

1305
00:46:02,532 --> 00:46:04,035
Gabriel Covarrubias: in what the future holds, because

1306
00:46:04,797 --> 00:46:05,779
Gabriel Covarrubias: possibilities are endless.

1307
00:46:06,386 --> 00:46:07,749
Gabriel Covarrubias: It's all up to us and what we make of it.

1308
00:46:08,129 --> 00:46:10,515
Mark Haney: Well, I was going to ask you for words of

1309
00:46:10,615 --> 00:46:14,251
Mark Haney: wisdom for somebody who's aspiring to be an

1310
00:46:14,371 --> 00:46:17,840
Mark Haney: entrepreneur, but I can tell you you've

1311
00:46:18,100 --> 00:46:20,849
Mark Haney: added a lot of wisdom and a lot of

1312
00:46:21,150 --> 00:46:23,622
Mark Haney: inspiration and I didn't really understand

1313
00:46:23,662 --> 00:46:24,867
Mark Haney: that this was going to come out of this

1314
00:46:24,967 --> 00:46:25,368
Mark Haney: show.

1315
00:46:26,070 --> 00:46:30,342
Mark Haney: But I'm really honored that you came on the

1316
00:46:30,382 --> 00:46:31,946
Mark Haney: show and were, you know, made yourself

1317
00:46:31,986 --> 00:46:35,574
Mark Haney: vulnerable, you shared, you shared the real

1318
00:46:35,654 --> 00:46:36,015
Mark Haney: you.

1319
00:46:36,596 --> 00:46:38,706
Mark Haney: But is there any other words of wisdom that

1320
00:46:38,726 --> 00:46:40,089
Mark Haney: you might have up your sleeve?

1321
00:46:41,532 --> 00:46:44,859
Gabriel Covarrubias: Words of wisdom, specifically if we're

1322
00:46:44,879 --> 00:46:46,847
Gabriel Covarrubias: talking to some younger individuals that

1323
00:46:46,887 --> 00:46:49,131
Gabriel Covarrubias: are thinking about entrepreneurship, is

1324
00:46:49,532 --> 00:46:50,033
Gabriel Covarrubias: don't give up.

1325
00:46:50,775 --> 00:46:53,365
Gabriel Covarrubias: And you know, no idea is a bad idea.

1326
00:46:53,786 --> 00:46:56,849
Gabriel Covarrubias: You know, see it through, try it, run it by

1327
00:46:56,869 --> 00:46:59,352
Gabriel Covarrubias: your peer groups, talk about it, but don't

1328
00:46:59,392 --> 00:47:03,176
Gabriel Covarrubias: give up and don't use your past as a

1329
00:47:03,316 --> 00:47:05,819
Gabriel Covarrubias: crippling to your future.

1330
00:47:05,879 --> 00:47:06,940
Gabriel Covarrubias: Right, it's up to you.

1331
00:47:08,865 --> 00:47:10,190
Gabriel Covarrubias: You hold the keys of what you're going to

1332
00:47:10,230 --> 00:47:10,932
Gabriel Covarrubias: make of your future.

1333
00:47:11,574 --> 00:47:11,775
Gabriel Covarrubias: Wow.

1334
00:47:12,165 --> 00:47:13,389
Mark Haney: Well, thank you for sharing your story.

1335
00:47:13,530 --> 00:47:14,132
Mark Haney: Appreciate you?

1336
00:47:14,573 --> 00:47:16,449
Gabriel Covarrubias: Yeah, thank you, mark, I didn't expect it

1337
00:47:16,469 --> 00:47:17,132
Gabriel Covarrubias: to come out.

1338
00:47:17,665 --> 00:47:19,913
Gabriel Covarrubias: Just, you know I used to run from the truth

1339
00:47:19,993 --> 00:47:24,507
Gabriel Covarrubias: there and you know it's something I would

1340
00:47:24,527 --> 00:47:24,968
Gabriel Covarrubias: never lie about.

1341
00:47:24,988 --> 00:47:26,090
Gabriel Covarrubias: But I would just deviate the question.

1342
00:47:26,110 --> 00:47:28,836
Gabriel Covarrubias: And as I've gotten older and decided that

1343
00:47:28,896 --> 00:47:30,366
Gabriel Covarrubias: that's not something I want to hide

1344
00:47:30,426 --> 00:47:32,551
Gabriel Covarrubias: necessarily, I think it's important for

1345
00:47:32,631 --> 00:47:36,479
Gabriel Covarrubias: people to understand that you know you can

1346
00:47:36,585 --> 00:47:38,574
Gabriel Covarrubias: come from any walk of life and still do

1347
00:47:38,594 --> 00:47:40,362
Gabriel Covarrubias: great things in society, and that's

1348
00:47:40,382 --> 00:47:41,706
Gabriel Covarrubias: something I strive to do every day.

1349
00:47:42,167 --> 00:47:44,291
Mark Haney: You can come from any walk of life and do

1350
00:47:44,371 --> 00:47:45,012
Mark Haney: great things.

1351
00:47:45,133 --> 00:47:47,597
Mark Haney: Wow, what a, what a statement.

1352
00:47:48,038 --> 00:47:48,839
Mark Haney: Thank you for coming on the show.

1353
00:47:49,285 --> 00:47:49,766
Mark Haney: Thank you, mark.

1354
00:47:49,947 --> 00:47:51,892
Mark Haney: You bet, thanks for watching today's show.

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

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Mark Haney: a takeaway, something tangible you can use

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

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Mark Haney: comment about a favorite takeaway, feel

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

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

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

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Mark Haney: below.

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

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

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Mark Haney: let me know.

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

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Mark Haney: YouTube channel if you wanna learn more

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Mark Haney: about entrepreneurship, because at Haney

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