Communication & Customer Expectations

Joshua Maddux: 00:00:25

Welcome back to in the bunker.

Joshua Maddux: 00:00:26

As you know every business owner faces challenges in your day-to-day business,

Joshua Maddux: 00:00:32

and we love to share those stories.

Joshua Maddux: 00:00:34

Today.

Joshua Maddux: 00:00:35

We have wing lamb in the bunker with us.

Joshua Maddux: 00:00:38

When was faced with the challenge of adapting to the pandemic

Joshua Maddux: 00:00:41

and pivoting to take out.

Joshua Maddux: 00:00:43

There's so much to learn here and I'm excited to jump in and

Joshua Maddux: 00:00:47

talk about overcoming this issue.

Joshua Maddux: 00:00:49

Good to have you on the.

Wing Lam: 00:00:51

All right.

Wing Lam: 00:00:52

Thanks for having me Joshua, just to give you a little quick background, we've

Wing Lam: 00:00:56

been in business just about 33 years.

Wing Lam: 00:00:59

Started back in 88, me and my two brothers and a Mingo.

Wing Lam: 00:01:03

Today we have about 52 stores.

Wing Lam: 00:01:06

We lost a few due to the pandemic.

Wing Lam: 00:01:09

We're in a bunch of different states.

Wing Lam: 00:01:10

So about half of the stores are appropriately on about half

Wing Lam: 00:01:13

her franchise out, but within.

Wing Lam: 00:01:16

30 issue franchise stores.

Wing Lam: 00:01:18

You basically got about five guys that own them all.

Wing Lam: 00:01:20

So it's a very tight, small group of friends.

Wing Lam: 00:01:22

I call them now business partners and we're out there, prebend and Nick, 60, 70%

Wing Lam: 00:01:28

of our business was tying in lunch time.

Wing Lam: 00:01:31

And because obviously 85% of the offices that wiped out with people working

Wing Lam: 00:01:37

remotely from home, that basically meant.

Wing Lam: 00:01:41

85% of our business overnight, between two days from Wednesday to

Wing Lam: 00:01:45

Friday, we got a ginormous circuit, the worst we've ever had in the

Wing Lam: 00:01:49

entire time I've been in business.

Wing Lam: 00:01:52

And I said, we've done about three recessions.

Wing Lam: 00:01:55

The.com bus, this bus or that bus and nothing like this.

Wing Lam: 00:01:59

So I don't know, we can share all the fun stories, but I'm telling

Wing Lam: 00:02:02

you, this is probably something that you can never plan for.

Wing Lam: 00:02:05

And we're still not out of the wheats.

Wing Lam: 00:02:07

We got to get through this winter.

Joshua Maddux: 00:02:10

That's crazy.

Joshua Maddux: 00:02:11

I do want to preface one thing.

Joshua Maddux: 00:02:13

For those listening.

Joshua Maddux: 00:02:15

What business do you own?

Wing Lam: 00:02:17

Oh, I Y whose fish taco, we started the same back in 88

Wing Lam: 00:02:21

and it's been a great adventure.

Joshua Maddux: 00:02:24

So if you live near a location or have frequented

Joshua Maddux: 00:02:28

their establishment, I know they had one local here apparently.

Joshua Maddux: 00:02:33

It didn't have the sales volume that was required to keep it, or I imagine

Joshua Maddux: 00:02:38

it would still be in its location.

Joshua Maddux: 00:02:39

Apparently I didn't go enough, but Awesome.

Joshua Maddux: 00:02:42

Awesome stuff.

Joshua Maddux: 00:02:43

So yeah, talking about, before we hit record you'd mentioned that, there

Joshua Maddux: 00:02:47

was a few locations that were lost due to the pandemic and that you guys

Joshua Maddux: 00:02:51

had the opportunity to not renew the leases on those facilities, thankfully.

Joshua Maddux: 00:02:56

What is it.

Joshua Maddux: 00:02:57

Transition that pivot look like, for the business as a whole, you mentioned

Joshua Maddux: 00:03:01

that literally was an overnight element.

Joshua Maddux: 00:03:05

What did that look like?

Wing Lam: 00:03:07

So basically we'd be announced that came out on Wednesday morning, that

Wing Lam: 00:03:11

all nonessential businesses, we're not going to be open portable to the public.

Wing Lam: 00:03:16

So in the small print, they said, oh, by the way, restaurants are okay.

Wing Lam: 00:03:21

But by the time they said, non-essential, everybody's fine.

Wing Lam: 00:03:24

Really between Wednesday and Friday, it just August, right supermarkets

Wing Lam: 00:03:29

on the other hand, big boxes that cost or whatever, they went through

Wing Lam: 00:03:32

the roof they've had record sales.

Wing Lam: 00:03:35

So I would say that in our category restaurants, all the

Wing Lam: 00:03:39

fine dining went off the cliff.

Wing Lam: 00:03:41

Everybody went off the cliff.

Wing Lam: 00:03:42

It basically relied on the dining room.

Wing Lam: 00:03:45

People that have drive-throughs on the other hand had record sales

Wing Lam: 00:03:49

because people were willing to wait, an hour for hamburger or an hour for

Wing Lam: 00:03:53

a chicken sandwich or whatever pizza.

Wing Lam: 00:03:55

So they had record numbers because it was non-contact.

Wing Lam: 00:04:00

So basically we have to learn how to take care of our customers

Wing Lam: 00:04:04

without engaging with them.

Wing Lam: 00:04:05

So again, that whole, thinking about customer service, how do you provide

Wing Lam: 00:04:09

customer service when there's no current.

Wing Lam: 00:04:10

So the cash, all that base, it was credit cards, everything, there

Wing Lam: 00:04:14

was no touching of each other.

Wing Lam: 00:04:16

And luckily for me though, we weren't adapting as quickly as we could

Wing Lam: 00:04:21

because all of my friends were making the masks or making the face shields.

Wing Lam: 00:04:26

Actually, I still might have samples here of some of the stuff that.

Wing Lam: 00:04:31

I just keep it just for, I call it souvenir purposes, but here's a little

Wing Lam: 00:04:37

face mask that you could not, when it hit you couldn't find these right.

Wing Lam: 00:04:43

And more important.

Wing Lam: 00:04:44

I had another friend who had a 3d printer and I helped

Wing Lam: 00:04:48

them make these little things.

Wing Lam: 00:04:51

Nice.

Joshua Maddux: 00:04:52

Yeah.

Wing Lam: 00:04:52

These are all things that nobody had.

Wing Lam: 00:04:56

So people felt a little safer talking to our cashiers because we

Wing Lam: 00:05:00

got masks, gloves, hand, sanitizers.

Wing Lam: 00:05:03

We took all the precautions, but here's what really happened, is

Wing Lam: 00:05:08

I called a bunch of my friends.

Wing Lam: 00:05:11

And what we did is we had some problems.

Wing Lam: 00:05:15

That was going to expire because it was going to go back because when

Wing Lam: 00:05:18

you have fresh tomatoes, all that.

Wing Lam: 00:05:20

So by calling a few friends, we literally went out and made meals

Wing Lam: 00:05:25

and delivered them to the hospitals and accidentally, I joke about it.

Wing Lam: 00:05:30

We started this group called the California love drop.

Wing Lam: 00:05:34

So it was a very noble idea to start.

Wing Lam: 00:05:38

So we did about four deliveries within leftover food.

Wing Lam: 00:05:42

We had.

Wing Lam: 00:05:43

And then my kid, brother Mingo reminded me that we were down 85% in sales was,

Wing Lam: 00:05:50

this was really good that you're giving me this food, but we're about to go broke.

Wing Lam: 00:05:54

So he said, so at the same time, the two messages came was we

Wing Lam: 00:05:59

already closed these stores down.

Wing Lam: 00:06:00

I don't think we're going to reopen it.

Wing Lam: 00:06:02

But there's four additional stores that are like right on the cusp.

Wing Lam: 00:06:06

If they don't get their sales.

Wing Lam: 00:06:09

What happened trust, but we have to shut them down as well.

Wing Lam: 00:06:12

So between not having income and the possibility of closing four additional

Wing Lam: 00:06:16

stores, I says, what are we going to do?

Wing Lam: 00:06:19

And he said, if we can just get them to a hundred dollars was more a date.

Wing Lam: 00:06:24

We can bake it so that they don't bleed as bad.

Wing Lam: 00:06:28

So if you get four stores in space, 400 bucks a day, it doesn't sound like

Wing Lam: 00:06:32

a lot, but basically turns into about literally about 40 customers more.

Wing Lam: 00:06:38

I couldn't get him in cause nobody was coming into the restaurant.

Wing Lam: 00:06:41

So I says I know where they're at.

Wing Lam: 00:06:43

They're busy at hospice.

Wing Lam: 00:06:44

They're busy.

Wing Lam: 00:06:45

He says, yeah, that's great that you know where they're at.

Wing Lam: 00:06:48

They're not coming in now you're going to figure out how to fund it.

Wing Lam: 00:06:51

And I'm like this is what I do with advance because there's always

Wing Lam: 00:06:54

people willing to underwrite the centerpiece, the valet parking, all

Wing Lam: 00:06:59

the things that happen at events.

Wing Lam: 00:07:01

And since everything, music, sports, jury, everything was put to a halt.

Wing Lam: 00:07:08

I called up my buddies that I know had money set aside for charity events.

Wing Lam: 00:07:13

And I say, Hey, You guys want to help me out here and they're living here.

Wing Lam: 00:07:17

He goes, you're crazy, but why not?

Wing Lam: 00:07:20

So we teamed up yogurt, land, monster energy, drink, hint, water,

Wing Lam: 00:07:26

Cholula, hot sauce, cliff bar, vans, all to be with a hat stuff.

Wing Lam: 00:07:32

And then we asked a few other friends that happened.

Wing Lam: 00:07:35

And if we don't have the physical product consumer that they can eat

Wing Lam: 00:07:40

or drink or snack on, but we're more than willing to help fund the costs.

Wing Lam: 00:07:45

So we got together with a little bit of money.

Wing Lam: 00:07:47

We started this movement and to date, we've done over 350 billion.

Wing Lam: 00:07:54

We've done almost 55 blood drives with American red cross.

Wing Lam: 00:07:59

We've been to almost every police fire Sr.

Wing Lam: 00:08:03

You name it school, delivering the frontline heroes.

Wing Lam: 00:08:08

So that was one part.

Wing Lam: 00:08:09

And the other part was renegotiate our delivery fees with our partners

Wing Lam: 00:08:15

because prior to the pandemic door, Josh was charging us upwards of 40%.

Wing Lam: 00:08:21

Per transaction, which would say we're losing 40 cents on the dollar,

Wing Lam: 00:08:25

during it convenience factor.

Wing Lam: 00:08:27

We say, Hey, we can't afford to do this anymore.

Wing Lam: 00:08:30

And everybody's ordering more.

Wing Lam: 00:08:32

So they, we said, Hey, if you want our business, what about

Wing Lam: 00:08:35

if we do an exclusivity with you guys, but let's waive the fee.

Wing Lam: 00:08:40

So again, the one take away from this is if you're willing to take one partner

Wing Lam: 00:08:44

instead of three delivery, guys, you might be able to renegotiate your base fee.

Wing Lam: 00:08:49

So today I joke about it.

Wing Lam: 00:08:52

If you use one of the delivery companies, you will pay 30% more.

Wing Lam: 00:08:57

And if you did, when you walk in and it's your choice, but a lot of consumers,

Wing Lam: 00:09:02

they don't want to drive whatever.

Wing Lam: 00:09:05

Look at gas prices close to five bucks.

Wing Lam: 00:09:07

So it makes sense to have a ability.

Wing Lam: 00:09:10

So you may pay a little bit more, but the one hour, a day you might spend in traffic

Wing Lam: 00:09:14

or the one hour you might wear and tear on your car, whatever that it may be all

Wing Lam: 00:09:19

of a sudden you're like, Hey, no problem.

Wing Lam: 00:09:20

So there's a cost of doing business that we don't longer have to offer.

Wing Lam: 00:09:25

And we don't have to cover, if you want to eat our food,

Wing Lam: 00:09:27

we love it for you to come in.

Wing Lam: 00:09:29

But if you're too busy or for whatever reason, you want the convenience

Wing Lam: 00:09:33

to be delivered to your front doorstep, you might as well pay for

Wing Lam: 00:09:36

it and people are going to do it.

Joshua Maddux: 00:09:38

So I think the convenience aspect, I.

Joshua Maddux: 00:09:42

I know at the beginning of pandemic when businesses, small restaurants,

Joshua Maddux: 00:09:46

especially, you guys, we were talking before we hit record and

Joshua Maddux: 00:09:49

you guys have about 50 locations.

Joshua Maddux: 00:09:52

And when you guys have a little bit more leverage than a average, single

Joshua Maddux: 00:09:57

mom and pop location restaurant.

Joshua Maddux: 00:10:00

And so I know we were seeing some of these small businesses that

Joshua Maddux: 00:10:03

were posting on their Instagram.

Joshua Maddux: 00:10:05

That these delivery services were taking 50% of the actual

Joshua Maddux: 00:10:10

check, which your profit margins.

Joshua Maddux: 00:10:13

Aren't 50%.

Joshua Maddux: 00:10:15

They're less than that.

Joshua Maddux: 00:10:16

Yeah.

Joshua Maddux: 00:10:16

10.

Joshua Maddux: 00:10:17

And so your profit margins 10%, which means

Joshua Maddux: 00:10:20

for you guys, you were losing potentially 30% on every order.

Joshua Maddux: 00:10:25

So it doesn't make sense at all to even continue doing that

Joshua Maddux: 00:10:30

delivery service as a business.

Joshua Maddux: 00:10:31

That's not a business model.

Joshua Maddux: 00:10:33

I think on the convenience aspect, most consumers are okay with paying

Joshua Maddux: 00:10:38

a little more, 20 or 30% more because it's delivered to your door.

Joshua Maddux: 00:10:42

And if you're not okay with that, then they're going to be so frustrated with it.

Joshua Maddux: 00:10:46

They're going to hop in the car and go, go get the food from the location,

Joshua Maddux: 00:10:51

or they're just not going to order.

Joshua Maddux: 00:10:53

And they're going to eat leftovers or make something else, which they

Joshua Maddux: 00:10:56

weren't going to buy it anyway.

Joshua Maddux: 00:10:59

And we're seeing.

Joshua Maddux: 00:11:00

With grocery delivery services, food delivery, all of those industries.

Joshua Maddux: 00:11:04

I think it's understanding that it is a little bit of a

Joshua Maddux: 00:11:07

convenience factor which is okay.

Joshua Maddux: 00:11:09

I know our team, we'll do a work meeting and the whole

Joshua Maddux: 00:11:14

team will get lunch delivered.

Joshua Maddux: 00:11:15

We're all working from home zoom and everybody gets it because.

Joshua Maddux: 00:11:19

You can, yeah, you can pay an extra two, three bucks, have it delivered

Joshua Maddux: 00:11:22

to your front door and you don't have to go out to lunch or, leave your

Joshua Maddux: 00:11:27

office type thing, which is convenient.

Joshua Maddux: 00:11:29

And it is a nice aspect

Wing Lam: 00:11:31

and you can start looking at most people that work in an office

Wing Lam: 00:11:34

environment, you're probably making them be 16 to 20 bucks an hour.

Wing Lam: 00:11:39

So do the math, for you to go out and back to pick up anything, it's at least

Wing Lam: 00:11:44

a half an hour, if not more right.

Wing Lam: 00:11:46

Round trip.

Wing Lam: 00:11:47

So 30 minutes, 20 bucks, it's 10 bucks right there.

Wing Lam: 00:11:50

So on a meal that it's usually about say $3, maybe, whatever, the 10, 30% on a $10.

Wing Lam: 00:11:56

So it more than it's way cheaper for you to have a deliver while you can still be

Wing Lam: 00:12:00

working, be produced.

Joshua Maddux: 00:12:02

Yeah.

Joshua Maddux: 00:12:02

Yeah, absolutely.

Joshua Maddux: 00:12:03

And that's the assumption that someone's maybe walking somewhere.

Joshua Maddux: 00:12:06

If you've got to go get your car, move your car, find parking again.

Joshua Maddux: 00:12:09

You're downtown what?

Joshua Maddux: 00:12:10

Downtown Irvine, downtown LA good luck.

Joshua Maddux: 00:12:14

You're taking a two hour lunch, which means you're, you

Joshua Maddux: 00:12:16

go pay the $3 for delivery.

Joshua Maddux: 00:12:18

With this whole shift, I know.

Joshua Maddux: 00:12:20

There's so many businesses that just overnight, changed.

Joshua Maddux: 00:12:24

And it's crazy just to think about how much that's changed our habits.

Joshua Maddux: 00:12:31

As now things have not entirely, but mostly.

Joshua Maddux: 00:12:37

Point started to head back towards a normal ish direction.

Joshua Maddux: 00:12:41

What are you guys seeing when it comes to people back in, in the physical dining

Joshua Maddux: 00:12:46

room, are you guys seeing a lot of that?

Joshua Maddux: 00:12:49

Are you guys seeing, still a majority takeout?

Joshua Maddux: 00:12:51

What is, what does that look like?

Wing Lam: 00:12:53

It depends on the location, because for instance,

Wing Lam: 00:12:56

some of our locations that are in heavy, I call it office space.

Wing Lam: 00:13:01

They were all supposed to go back at the beginning of September, but then

Wing Lam: 00:13:05

remember at the end of the summer, after everybody had their 4th of

Wing Lam: 00:13:08

July and all their vacations family gatherings travel, you saw a huge

Wing Lam: 00:13:14

spike at the beginning of all this.

Wing Lam: 00:13:17

So by the middle of August, all my friends that were due to be back

Wing Lam: 00:13:22

in their office by September 4th, I believe right after labor day,

Wing Lam: 00:13:26

they were all told we're not getting anybody back in until after January.

Wing Lam: 00:13:31

So everybody, no travel and a no going back to the office.

Wing Lam: 00:13:36

So maybe some of the offices that we're seeing, if let's say last

Wing Lam: 00:13:43

April, they were down to almost 10%.

Wing Lam: 00:13:47

If they're up to 30, maybe 40% occupancy now I'd be pretty happy,

Wing Lam: 00:13:52

but again, it all depends on the area.

Wing Lam: 00:13:53

So where it's a little bit more industrial, meaning your mechanic

Wing Lam: 00:13:58

can't work on your car remotely via zoom, where an attorney or a

Wing Lam: 00:14:02

CPA or your investment banker, they can do a lot of things virtually.

Wing Lam: 00:14:06

So I think that jobs that can be done virtual.

Wing Lam: 00:14:10

Those people are not, they still haven't been back to their

Wing Lam: 00:14:12

offices on a regular basis.

Wing Lam: 00:14:14

But the mechanics, your landscaping guy, all the things

Wing Lam: 00:14:18

that require a physical presence.

Wing Lam: 00:14:20

And those people are back.

Wing Lam: 00:14:21

So some of my, areas, like the beach stores and then much better,

Wing Lam: 00:14:26

especially when there's a heat wave, you're going to see everybody

Wing Lam: 00:14:29

working remotely from the beach.

Wing Lam: 00:14:31

Because as long as you got wifi, you can do whatever you want.

Wing Lam: 00:14:33

So Huntington beach.

Wing Lam: 00:14:35

I look at a beach Sacramento.

Wing Lam: 00:14:37

They've seen very, I call it even numbers compared to pre pandemic.

Wing Lam: 00:14:42

But when you take something, let's say south coast Plaza, a mall

Wing Lam: 00:14:46

that is really, and people can shop virtually fashion island.

Wing Lam: 00:14:50

So a lot of offices are still not reopened.

Wing Lam: 00:14:53

So you have that issue.

Wing Lam: 00:14:54

Yeah.

Wing Lam: 00:14:55

And then all the mall employees are not eager to spend their

Wing Lam: 00:14:58

money either because they don't know if they're going to be next.

Wing Lam: 00:15:02

Because you saw a lot of store closures and every different aspect retail wise.

Wing Lam: 00:15:07

So that's all the stuff.

Wing Lam: 00:15:08

And, there's this whole.

Wing Lam: 00:15:10

Changing because people are like I'm used to, critical brown bag in my lunch now.

Wing Lam: 00:15:15

So there's a little bit of that because I have more time in my

Wing Lam: 00:15:18

hand or I'm a little bit more flex time because you're not necessarily

Wing Lam: 00:15:23

at the office at exactly eight.

Wing Lam: 00:15:25

So there's a lot of flexibility on everybody's work schedule.

Wing Lam: 00:15:29

So where, again, I might drive through a Starbucks, but I'm

Wing Lam: 00:15:32

not going to stop at one.

Wing Lam: 00:15:33

So you, again, you've seen the whole change in all the businesses that if it's

Wing Lam: 00:15:37

not convenient, I may just make it myself.

Wing Lam: 00:15:40

So you got a lot of better that.

Wing Lam: 00:15:42

And again, we saw the brown bag effect a few years back when gas

Wing Lam: 00:15:46

price, top five bucks a gallon.

Wing Lam: 00:15:48

So these are all the things where as a consumer, you decide

Wing Lam: 00:15:51

how you spend your money.

Joshua Maddux: 00:15:53

And from a business perspective, there's a lot of that.

Joshua Maddux: 00:15:56

As I, or as a customer, you may not necessarily think of.

Joshua Maddux: 00:15:59

And the one thing I will add, with everybody making their own

Joshua Maddux: 00:16:01

lunch, I everybody over what, the first three months of pandemic,

Joshua Maddux: 00:16:05

everyone started baking and, everyone became an expert chef.

Joshua Maddux: 00:16:08

I felt like I had so many friends who were like, oh, I started, baked

Joshua Maddux: 00:16:11

14 loaves of bread this weekend.

Joshua Maddux: 00:16:13

Like it's just, an insane.

Joshua Maddux: 00:16:17

Yeah it's amazing to watch some of these trends and the shift and how, businesses

Joshua Maddux: 00:16:23

like your guys's has adapted to this.

Joshua Maddux: 00:16:26

Obviously, as you mentioned, you, you guys aren't totally quote unquote out

Joshua Maddux: 00:16:30

of the weeds, you're still, working to get back to the numbers that

Joshua Maddux: 00:16:33

you were prepared demic, but has.

Joshua Maddux: 00:16:38

The expansion and or awareness of delivery has that, or do you guys feel

Joshua Maddux: 00:16:45

like that has added a new or expanded revenue stream to the business?

Wing Lam: 00:16:51

Yeah.

Wing Lam: 00:16:51

If you're able to keep your costs down, remember the fees then the

Wing Lam: 00:16:55

delivery becomes a very viable option.

Wing Lam: 00:16:58

The problem is, again, is you got to make sure that you can manage it because.

Wing Lam: 00:17:04

If you start getting a lot of these delivery orders and it's impacting

Wing Lam: 00:17:08

your customer, that's walking in, you better be careful because

Wing Lam: 00:17:12

that customer doesn't understand.

Wing Lam: 00:17:14

He's the only guy in your store physically yet he's waiting 30 minutes for an order.

Wing Lam: 00:17:19

So again, communication, letting him be aware, cause anybody to wait, just FYI.

Wing Lam: 00:17:24

We have about 15 orders ahead of you.

Wing Lam: 00:17:27

They're not.

Wing Lam: 00:17:28

But the drivers are all coming.

Wing Lam: 00:17:29

So again, that communication, because I get it at least once a week, somebody

Wing Lam: 00:17:33

goes, how's the only guy in your store and they can't get my order.

Wing Lam: 00:17:37

My, by the way, did you see them all running around?

Wing Lam: 00:17:41

Oh yeah, it was, they were doing delivery or so oh, so people are not used to it.

Wing Lam: 00:17:46

So again, the people that are old school that are coming in,

Wing Lam: 00:17:49

you don't want to penalize them.

Wing Lam: 00:17:51

So make an effort to get their order out because the last thing you want to do is.

Wing Lam: 00:17:57

And you're the only physical person in the store.

Wing Lam: 00:17:59

And you don't understand, I don't understand it.

Wing Lam: 00:18:02

Why am I waiting 30 minutes and there's nobody here.

Wing Lam: 00:18:04

So communication is a big factor in educating the consumer, and I laugh

Wing Lam: 00:18:09

because I'm like, you don't, you have to understand you've got a manage And there

Wing Lam: 00:18:14

has been making a plate and taking it as opposed to making it packing it bagging.

Wing Lam: 00:18:19

It there's three or four more steps than just making the food and taking it out.

Wing Lam: 00:18:24

So all the orders requirement extra say 30 seconds, extra minutes.

Wing Lam: 00:18:30

And it's a lot easier to see food.

Wing Lam: 00:18:32

It was, oh, here's the top.

Wing Lam: 00:18:34

What is it in a box you're like what was that?

Wing Lam: 00:18:36

Was that the taco was that the burrito, so mistakes are going to happen as well.

Wing Lam: 00:18:40

So these are all the things that we're adjusting to and

Wing Lam: 00:18:43

some people believe it or not.

Wing Lam: 00:18:44

When you make a taco and it's open, it looks this big when you fold it.

Wing Lam: 00:18:50

And wrap, it looks just big.

Wing Lam: 00:18:52

You're like, oh my God, my tacos shrunk because no, it's the same taco, but when

Wing Lam: 00:18:56

you wrap it it's no longer that ginormous burger bursting, it all gets compacted in.

Wing Lam: 00:19:04

So perception on portions.

Wing Lam: 00:19:08

The presentation because, oh my God, my fries are a little soggy.

Wing Lam: 00:19:11

You've heard all that, right?

Wing Lam: 00:19:12

Because yes.

Wing Lam: 00:19:13

Fries do not travel well.

Wing Lam: 00:19:15

No, because once it's in that box, it starts steaming.

Wing Lam: 00:19:18

It starts getting soggy.

Wing Lam: 00:19:20

So there's been a lot of adjustments, pizza, all these things that you're

Wing Lam: 00:19:24

normally piping hot at a restaurant.

Wing Lam: 00:19:27

When a Susan that cardboard wilds, it's going to be warm.

Wing Lam: 00:19:30

It's not going to be piping hot anymore.

Wing Lam: 00:19:33

It all depends.

Wing Lam: 00:19:33

And how far it traveled, how long the driver waited to pick up the order?

Wing Lam: 00:19:39

Because it's not all on us.

Wing Lam: 00:19:41

Cause sometimes the order will say, Hey, it will be ready in 15 minutes, the

Wing Lam: 00:19:45

driver is shown for 30 and then he's still got to get to your house in 15 minutes.

Wing Lam: 00:19:50

That's 45 minutes later after it was done.

Wing Lam: 00:19:53

So everybody is a consumer.

Wing Lam: 00:19:55

You got to bring your expectation down a little bit because you're

Wing Lam: 00:19:58

not eating right off of the.

Wing Lam: 00:20:01

Yeah, it might be 1530 or 45 minutes after got off the grill.

Joshua Maddux: 00:20:06

And that's the aspect of, if I'm sitting in a restaurant and

Joshua Maddux: 00:20:08

someone brings you a plate of food, to me, it probably was on the grill with.

Joshua Maddux: 00:20:15

Two minutes.

Joshua Maddux: 00:20:16

Yeah.

Joshua Maddux: 00:20:16

Where we're taking this from a two minute to a 20 minute

Joshua Maddux: 00:20:20

it's exponentially by 10 times.

Joshua Maddux: 00:20:22

Leave your food out on the dining room table for 10 minutes and see what happens.

Joshua Maddux: 00:20:26

Like it's not going to be the same meal.

Joshua Maddux: 00:20:28

And I know, there's a restaurant I've picked food up from and.

Joshua Maddux: 00:20:33

They have tacos and stuff and they have to like, they portion out, okay.

Joshua Maddux: 00:20:36

The sour cream goes in this container and then the cheese and this, and then

Joshua Maddux: 00:20:41

the, and so literally you open it up and you've got your two tacos and you've got

Joshua Maddux: 00:20:44

eight little containers that you've got to like, cause if you throw, lettuce and sour

Joshua Maddux: 00:20:49

cream on top of a hot chicken taco, and now it gets all warm and soggy and it's.

Joshua Maddux: 00:20:57

And there's also the potential of what happens if I just leave my car

Joshua Maddux: 00:21:02

for 30 minutes could I get sick?

Joshua Maddux: 00:21:04

It's just it's yeah.

Joshua Maddux: 00:21:07

There's so many elements.

Joshua Maddux: 00:21:09

That there's some delivery food pizza has always worked amazing for delivery.

Joshua Maddux: 00:21:14

Cause you just throw it in the microwave for 10 seconds.

Joshua Maddux: 00:21:16

If it's a little cold.

Joshua Maddux: 00:21:17

Yeah.

Joshua Maddux: 00:21:18

But a meal that's been crafted to look nice on a plate in a restaurant

Joshua Maddux: 00:21:26

is a very different situation.

Joshua Maddux: 00:21:27

And just the aspect of you guys being able to figure that out.

Joshua Maddux: 00:21:32

A few days of just, what the heck does this look like?

Joshua Maddux: 00:21:35

What did it look like?

Joshua Maddux: 00:21:36

Pre pandemic?

Joshua Maddux: 00:21:36

Did you guys do a lot of takeout or was that fairly minimal?

Wing Lam: 00:21:40

Let's just say pre pandemic, maybe 20% takeout as opposed to 70 now.

Wing Lam: 00:21:47

And swore important.

Wing Lam: 00:21:48

The majority.

Wing Lam: 00:21:50

And when I say the majority, again, this say 80% of what to take out was

Wing Lam: 00:21:54

picked up by the people ordering it.

Wing Lam: 00:21:56

So it was really hard for you to complain because if you were late to meet, don't

Wing Lam: 00:22:02

complain, you got caught in traffic.

Wing Lam: 00:22:04

But when you order it through a delivery, then you can you

Wing Lam: 00:22:08

took too long, you back home.

Wing Lam: 00:22:10

No, because literally, unless you tell somebody.

Wing Lam: 00:22:14

You're going to be picking it up at this time and you're going

Wing Lam: 00:22:17

to be delivering at this time.

Wing Lam: 00:22:19

Which again, if you're good at it, you can minimize the downtime.

Wing Lam: 00:22:24

But the problem is, you can't, so I'm going to say in the old days,

Wing Lam: 00:22:29

Even if you came and picked it up and went back to your house or office,

Wing Lam: 00:22:33

the food might've been, let's say 20 minutes, let's just be generous.

Wing Lam: 00:22:37

You're going to 40 now minimum, right?

Wing Lam: 00:22:39

From the time it was made to the time you're eating.

Wing Lam: 00:22:41

So if it was already critical, not as good at 20 minutes

Wing Lam: 00:22:46

after it was made, think about.

Wing Lam: 00:22:47

But if you're good at ordering, and this is my advice to all the people

Wing Lam: 00:22:52

in the restaurant don't order food items to have hot and cold together.

Wing Lam: 00:22:57

I E a burger that has led us into.

Wing Lam: 00:23:01

And lettuce is going to be cooked.

Wing Lam: 00:23:03

It's not going to be crispy.

Wing Lam: 00:23:05

That tomato is going to be warm, but it's okay.

Wing Lam: 00:23:07

Tomatoes, not bad.

Wing Lam: 00:23:09

A soggy lettuce, not a big fan of right.

Wing Lam: 00:23:12

And if you got fries with it, good luck because it's going to be Saki.

Wing Lam: 00:23:17

So again, your expectations and we're doing the best that we can't the

Wing Lam: 00:23:21

package of stuff, but it doesn't always work because these days there's a

Wing Lam: 00:23:25

shortage and all kinds of packaging.

Wing Lam: 00:23:27

So there are certain items that just are not going to travel

Wing Lam: 00:23:29

well, but for us, I love the idea.

Wing Lam: 00:23:32

For instance, a two, we're going to go to a burger place

Wing Lam: 00:23:34

order like a Patty melt, right?

Wing Lam: 00:23:37

Everything in it, the cheese, the onions that.

Wing Lam: 00:23:41

It's all going to be warm.

Wing Lam: 00:23:42

So even if it's a little bit cold, you get through the whole thing

Wing Lam: 00:23:45

in a microwave, it's happened.

Wing Lam: 00:23:47

You can't zap a hamburger because unless you tell them, Hey guys, can you put

Wing Lam: 00:23:51

the lettuce and tomato on the side?

Wing Lam: 00:23:52

Trust me, it's a pain in the ass, but it's the only way you can reheat.

Wing Lam: 00:23:56

I am burger with lettuce and tomato.

Wing Lam: 00:23:58

You can't because the lettuce is going to be cooked.

Wing Lam: 00:24:01

So for us, I advise my people, especially my friends, because these are the items

Wing Lam: 00:24:06

that travel better and I, or burritos or bolts because there's no lettuce

Wing Lam: 00:24:11

and tomato on there, the ways and the way I make it for my friends and

Wing Lam: 00:24:15

that way I say, Hey, you can zap it.

Wing Lam: 00:24:17

But even if it's warm, it'll still be amazing because everything

Wing Lam: 00:24:22

in it will blend even better.

Wing Lam: 00:24:24

We'll have time to season it each other.

Wing Lam: 00:24:26

So the rice, the beans, the protein, the salsa, as long as everything is.

Wing Lam: 00:24:31

Would be fun.

Wing Lam: 00:24:31

So I tell people don't maybe order as many tacos.

Wing Lam: 00:24:35

And again, I'm just telling them I'm being honest, right?

Wing Lam: 00:24:37

The bowls, everything is going to be in that page.

Wing Lam: 00:24:39

So get home a little cold through the microwave, right?

Wing Lam: 00:24:43

So these are the items that helped me was there are certain items

Wing Lam: 00:24:46

that trouble better mix a pizza.

Wing Lam: 00:24:48

Amazing.

Wing Lam: 00:24:48

That's why I think one of the items that's become really

Wing Lam: 00:24:51

popular a fried chicken sandwich.

Wing Lam: 00:24:54

Unless there's pickles in it or something that doesn't microwave.

Wing Lam: 00:24:58

It be right.

Wing Lam: 00:24:59

If they're slow on it, once, it tell the guy that can I have my swung, the

Wing Lam: 00:25:04

psych and up my pickles on the side.

Wing Lam: 00:25:05

There's like the lettuce.

Wing Lam: 00:25:06

So be smart.

Wing Lam: 00:25:08

And if you give us a little bit of the direction, you're going to end up with

Wing Lam: 00:25:12

a much better product when you get home.

Wing Lam: 00:25:14

Yeah.

Wing Lam: 00:25:15

Yeah.

Wing Lam: 00:25:15

I think that's really good.

Wing Lam: 00:25:16

And I think.

Wing Lam: 00:25:18

Taking sort of that aspect and expanding it just to all businesses.

Wing Lam: 00:25:23

It's thinking about the delivery method.

Wing Lam: 00:25:26

And if your delivery method is it's got to do a 40 minute car ride type

Wing Lam: 00:25:34

thing versus a two minute, getting, a car on a tray across the dining

Wing Lam: 00:25:37

room, that's a very different.

Wing Lam: 00:25:39

We're talking like a 20 times difference in travel duration and

Wing Lam: 00:25:44

thinking through what's the packaging.

Wing Lam: 00:25:47

Am I putting the wrong items together?

Joshua Maddux: 00:25:50

And this can be food.

Joshua Maddux: 00:25:51

This can be product.

Joshua Maddux: 00:25:53

This can be, you don't want, oh my gosh.

Joshua Maddux: 00:25:55

My, a good friend of ours ordered my wife, a candle for her birthday.

Joshua Maddux: 00:26:01

Yeah.

Joshua Maddux: 00:26:02

Easy.

Joshua Maddux: 00:26:04

Yeah, but target decided to ship the candle and another item,

Joshua Maddux: 00:26:10

like a soft item in the same box, except the box, which is fine.

Joshua Maddux: 00:26:15

If they were to put air packing and everything all in it.

Joshua Maddux: 00:26:18

Yeah.

Joshua Maddux: 00:26:18

The box, the candle was a typical size of a mug and the box was a large

Joshua Maddux: 00:26:26

shoe box size, no packing, no nothing.

Joshua Maddux: 00:26:30

And so when this showed up on my front porch, I picked it up and it sounded.

Joshua Maddux: 00:26:33

There was a bunch of rocks in the bottom and I opened it and there's

Joshua Maddux: 00:26:39

shattered candle everywhere.

Joshua Maddux: 00:26:41

Yeah.

Joshua Maddux: 00:26:42

And target set.

Joshua Maddux: 00:26:43

I need, they need the order.

Joshua Maddux: 00:26:47

The receipt for the item was on the bottom of the box covered

Joshua Maddux: 00:26:52

in wax and glass shards.

Joshua Maddux: 00:26:54

And I was like, yeah, I'm not getting that.

Joshua Maddux: 00:26:57

And so we took it back to the store and showed them and they

Joshua Maddux: 00:27:00

were just like, this is ridiculous.

Joshua Maddux: 00:27:04

That's a great example of a terrible packet.

Joshua Maddux: 00:27:07

And you can pack food in the same way.

Joshua Maddux: 00:27:08

It doesn't matter what the product is.

Joshua Maddux: 00:27:09

You can pack it terribly.

Joshua Maddux: 00:27:11

And it's thinking about what that travel distances and how that might change.

Joshua Maddux: 00:27:16

And it's crazy, your guys', his business has gone from

Joshua Maddux: 00:27:18

10% delivery to 70% delivery.

Joshua Maddux: 00:27:21

Do you see that going maybe back down a little bit as things reopened.

Wing Lam: 00:27:24

Not until people go back to their offices and which means,

Wing Lam: 00:27:28

and no one, I don't want to get out of their offices to come through.

Wing Lam: 00:27:33

But people at home, not necessarily want to go out of their house, but

Wing Lam: 00:27:37

because they've got their kids, whatever reason, they're fine.

Wing Lam: 00:27:40

So the restaurant going out, they'll go out afterwards, but not during the day.

Wing Lam: 00:27:45

And joking about your packaging.

Wing Lam: 00:27:46

So a three compartment box is horizontal, right?

Wing Lam: 00:27:52

That means the rice and the beans in your food, whatever that is.

Wing Lam: 00:27:55

And I've seen people in my store, literally pick up the

Wing Lam: 00:27:58

bag and go and I'm like, okay,

Joshua Maddux: 00:28:00

rotate 90 degrees.

Wing Lam: 00:28:01

Everything is mixed out and it's leaking and I'm

Wing Lam: 00:28:04

like, no, gotta carry it off.

Wing Lam: 00:28:06

So again, same thing.

Wing Lam: 00:28:07

If you put through the pizza box and you turn it on its

Wing Lam: 00:28:10

side, it's going to be a mess.

Wing Lam: 00:28:11

All these things, but most people know how to carry a pizza box, but everything else.

Wing Lam: 00:28:16

So I don't understand.

Wing Lam: 00:28:18

I know you can't carry a sideways.

Joshua Maddux: 00:28:20

Just shake it real well.

Joshua Maddux: 00:28:21

It'll be all mixed.

Joshua Maddux: 00:28:22

Hey, it all ends up in the same spot anyway.

Joshua Maddux: 00:28:25

Oh, geez.

Joshua Maddux: 00:28:26

Yeah, that's crazy.

Joshua Maddux: 00:28:28

So I think one of the things, as we're wrapping up here, I think one

Joshua Maddux: 00:28:32

of the things that we have seen, just as a society with everything

Joshua Maddux: 00:28:37

that's happened over the past two years or so with COVID and pandemic.

Joshua Maddux: 00:28:41

The two things, one the conditioning a little bit more to delivery.

Joshua Maddux: 00:28:45

And also the expansion of delivery services.

Joshua Maddux: 00:28:48

So many of these delivery services like door dash and grub hub and all these.

Joshua Maddux: 00:28:54

Annual subscriptions to minimize, delivery costs.

Joshua Maddux: 00:28:58

I know a family member of ours gets their groceries delivered

Joshua Maddux: 00:29:02

from Walmart every Saturday.

Joshua Maddux: 00:29:04

I personally have done groceries that are pre shopped and I just pick them up and

Joshua Maddux: 00:29:11

the fact that I can do that and I can say.

Joshua Maddux: 00:29:14

An hour or two hours grocery shopping every week is awesome.

Joshua Maddux: 00:29:19

And it's in reality, it's also a budgetary thing.

Joshua Maddux: 00:29:23

If I go to the grocery store with a shopping list, I will inevitably

Joshua Maddux: 00:29:26

come home with five or six extra things that were not on my list.

Joshua Maddux: 00:29:30

Impulse buys.

Joshua Maddux: 00:29:31

Yes.

Joshua Maddux: 00:29:32

Yeah.

Joshua Maddux: 00:29:32

And then they'll, and the worst is go shopping right before you eat dinner.

Joshua Maddux: 00:29:35

Then your paycheck's gone.

Joshua Maddux: 00:29:36

But I think I.

Joshua Maddux: 00:29:39

As things do get back to normal.

Joshua Maddux: 00:29:41

I think we're going to still continue to see, personally, a lot of people

Joshua Maddux: 00:29:46

utilizing services, like delivery services, and yes, someone may before may

Joshua Maddux: 00:29:51

have come to the restaurant and picked up their, or sat down and ate their food.

Joshua Maddux: 00:29:54

But maybe not, they're not going to hang out at the restaurant.

Joshua Maddux: 00:29:56

Maybe they're going to go to a local park or maybe they're going to go.

Joshua Maddux: 00:30:00

Just eat their lunch elsewhere.

Joshua Maddux: 00:30:02

Like it they may not take it back to their office, but they

Joshua Maddux: 00:30:06

may not eat there, who knows.

Joshua Maddux: 00:30:10

And I think it's going to be interesting to see.

Wing Lam: 00:30:13

And the biggest thing too, looking from a restaurant, or any.

Wing Lam: 00:30:17

Place to eat, right?

Wing Lam: 00:30:18

The biggest margin, like the sports venue, for instance, the Neal may be

Wing Lam: 00:30:22

slightly more, but the alcoholic beverage is aside all my God, $18 for a beer.

Wing Lam: 00:30:29

So at a sporting event, you don't have the option because you can't go

Wing Lam: 00:30:34

outside and enjoy that live event.

Wing Lam: 00:30:36

But if you are, like I said, near the beach and you say.

Wing Lam: 00:30:40

I can probably stop at the liquor store in the old days.

Wing Lam: 00:30:44

You might not drink on the beach, but today, the cops are

Wing Lam: 00:30:47

being a little bit more lax.

Wing Lam: 00:30:48

I'm not saying it's legal, but they're not really enforcement.

Wing Lam: 00:30:52

So the idea that you can go to the liquor store and buy a beer for, let's

Wing Lam: 00:30:55

say three bucks as opposed to 10, right?

Wing Lam: 00:30:58

So those are some of the things we're seeing.

Wing Lam: 00:31:00

And so it takes away from our.

Wing Lam: 00:31:03

But it is a free country.

Wing Lam: 00:31:04

I'm not telling them that I haven't done it.

Wing Lam: 00:31:06

Everybody's done some way of trying to save a buck or whatever it is.

Wing Lam: 00:31:10

So that's where we're seeing some of our losses where before somebody would

Wing Lam: 00:31:14

come in and order a lunch and a beer or a lunch and a cocktail for dinner.

Wing Lam: 00:31:18

Now they're like, Hey, if I take it home, I'm going to get

Wing Lam: 00:31:21

a nice bottle of wine at home.

Wing Lam: 00:31:22

So that's some of the stuff that you got to adjust and figure it

Wing Lam: 00:31:26

out is, Hey, how do we make it?

Wing Lam: 00:31:27

For what we're not selling.

Wing Lam: 00:31:29

So maybe we can sell an extra appetizer.

Wing Lam: 00:31:32

We've gotta make it up somehow.

Wing Lam: 00:31:33

So that's where everybody's being creative.

Wing Lam: 00:31:35

Try to bundle it as best you can so they can still have your average.

Wing Lam: 00:31:40

15, 20, 30 bucks a person, whatever that may be, but you got to find a different

Wing Lam: 00:31:45

ways to do it because the beverage option when you're taking it out is not as good.

Wing Lam: 00:31:50

But again, if you have mocktails or ready to drink, they call them RTDs.

Wing Lam: 00:31:55

You might be able to make up the difference.

Wing Lam: 00:31:57

Cause somebody goes, you know what?

Wing Lam: 00:31:58

I'll just take that little thing of margarita and I'll drink it

Wing Lam: 00:32:00

at home because they truly, there is something about freshly made

Wing Lam: 00:32:04

cocktails as opposed to bottle there's that freshness that comes with.

Wing Lam: 00:32:09

Again, as long as you're doing something that's value added, you may not make

Wing Lam: 00:32:13

as much margin as if they were dining in, but you're making up something,

Joshua Maddux: 00:32:17

I know there was a.

Joshua Maddux: 00:32:19

I can't remember the restaurant chain.

Joshua Maddux: 00:32:21

There was a restaurant that was doing meal prep kits.

Joshua Maddux: 00:32:24

And so they were doing meal prep kits.

Joshua Maddux: 00:32:26

I know CPK was doing, if you order one pizza, they'll do a take and bake, so

Joshua Maddux: 00:32:30

you can bake the second one at home.

Joshua Maddux: 00:32:32

So the first one's ready, hot and ready for you.

Joshua Maddux: 00:32:34

And the second one you can bake.

Joshua Maddux: 00:32:35

And so I think those are all great examples of thinking about your

Joshua Maddux: 00:32:39

customer base and how you can, like you said, increase that.

Joshua Maddux: 00:32:44

Total ticket order a little bit because yeah.

Joshua Maddux: 00:32:46

With someone not buying alcohol or not buying, you're sitting in the

Joshua Maddux: 00:32:50

restaurant and you're like, oh, let's grab another order of such and such.

Joshua Maddux: 00:32:54

Someone can jump up, hit the register and they'll be on the table in a few minutes.

Joshua Maddux: 00:32:58

That's not really super possible when you are at home because the wait time is

Joshua Maddux: 00:33:02

going to be an hour from now in reality.

Joshua Maddux: 00:33:05

So awesome.

Joshua Maddux: 00:33:07

As we wrap up, what is your advice to someone who's challenged with trying

Joshua Maddux: 00:33:13

to adapt and pivot their business?

Joshua Maddux: 00:33:14

I know obviously that is a massive element there, but what

Joshua Maddux: 00:33:20

would be your advice to someone.

Wing Lam: 00:33:21

The biggest advice is look around, talk to your neighbors, your

Wing Lam: 00:33:24

competitors, whatever, and see what everybody's doing, because at the end of

Wing Lam: 00:33:28

the day, it's not that difficult, right?

Wing Lam: 00:33:31

There are certain things that are better than others.

Wing Lam: 00:33:33

Some solutions that work better than others, but as long as you and you

Wing Lam: 00:33:35

talk because one of the things you can figure it out is, okay, five,

Wing Lam: 00:33:39

not doing a lot of dining business.

Wing Lam: 00:33:41

Maybe I can take out some of my dining front of the house, labor out.

Wing Lam: 00:33:45

And how do I increase the out part?

Wing Lam: 00:33:48

Like the takeout part.

Wing Lam: 00:33:49

So you've just got to think, like you talked about earlier family meals, a lot

Wing Lam: 00:33:53

of my friends were doing family packages.

Wing Lam: 00:33:55

You got to find ways to.

Wing Lam: 00:33:57

Added value perception, whatever it is.

Wing Lam: 00:33:59

And maybe bulk up a little bit and say, Hey, when you buy this,

Wing Lam: 00:34:03

you get the free cake and dessert.

Wing Lam: 00:34:05

When you buy this, you get the free appetizer.

Wing Lam: 00:34:07

So there's things that you can bundle it to add a little more value to it.

Wing Lam: 00:34:10

Like you said, increase the ticket average.

Wing Lam: 00:34:13

Decrease the fact that you might not be selling beverages, but at the end of

Wing Lam: 00:34:16

the day, you want a full, complete kit.

Wing Lam: 00:34:20

Again, you don't want the guy stopping at your place and then stopping at the

Wing Lam: 00:34:25

ice cream shop or whatever it may be.

Wing Lam: 00:34:26

So if you can find a solution that includes.

Wing Lam: 00:34:29

The full experience somehow.

Wing Lam: 00:34:31

And again, you might partner up with somebody cause there's a lot

Wing Lam: 00:34:34

of places that, pre pandemic, we just do this and now they're saying,

Wing Lam: 00:34:37

Hey, you can do this and that.

Wing Lam: 00:34:39

So whatever that may be, you might have to bring it in house.

Wing Lam: 00:34:42

Or we partner with somebody and say, Hey, I'm willing to

Wing Lam: 00:34:45

carry the frozen yogurt with it.

Wing Lam: 00:34:46

So in my store you can get to dinner and the frozen yogurt.

Wing Lam: 00:34:49

So we've done that in our deliveries.

Wing Lam: 00:34:52

So literally we can go out and deliver almost 80.

Wing Lam: 00:34:55

Because we have all these partnerships, but at the end of

Wing Lam: 00:34:58

the day, it's Hey, what can we do to make it worth everybody's time?

Wing Lam: 00:35:02

And again, when we bundle things together, the perception is as much

Wing Lam: 00:35:06

bigger than if I just went on my own.

Joshua Maddux: 00:35:09

And that's, that absolutely applies to not just the food industry.

Joshua Maddux: 00:35:14

Thinking about how you package the sort of offering and getting creative to make,

Joshua Maddux: 00:35:20

to make sure that the solution solves the full problem, like he was talking

Joshua Maddux: 00:35:24

about with the meal experience, providing dessert, in addition to, or drinks in

Joshua Maddux: 00:35:30

addition to, or, whatever that might be.

Joshua Maddux: 00:35:32

Especially with convenience factor, if someone is going to be dining at their

Joshua Maddux: 00:35:35

house and they're having a meal deliver.

Joshua Maddux: 00:35:39

Then that means that they are intentionally trying not to leave

Joshua Maddux: 00:35:42

their home for whatever reason.

Joshua Maddux: 00:35:44

Maybe they have family or friends or, they're sick or they're crazy busy.

Joshua Maddux: 00:35:48

They just don't have time to do it.

Joshua Maddux: 00:35:49

So the more, oh, you can add dessert.

Joshua Maddux: 00:35:52

Oh, you can add beverages.

Joshua Maddux: 00:35:53

Oh, you can add whatever instantly, like you said, it increases that

Joshua Maddux: 00:35:56

value because now they don't have to go to another app or find another

Joshua Maddux: 00:36:02

delivery for that other item.

Joshua Maddux: 00:36:04

And you've solved the whole problem, which is really critical.

Joshua Maddux: 00:36:08

It's been really good chatting.

Joshua Maddux: 00:36:09

I imagine we could probably sit here for the next two hours and chat about

Joshua Maddux: 00:36:13

business experience and issues and a ton of other stuff, but Where is the best

Joshua Maddux: 00:36:19

place for people to connect with you?

Wing Lam: 00:36:21

You can find me, social media and my handle is at Wahoo's wing.

Wing Lam: 00:36:28

So Instagram, Facebook, whatever, LinkedIn, whatever,

Wing Lam: 00:36:30

I'm all over the place.

Wing Lam: 00:36:32

And if you also go to our website, why was.com?

Wing Lam: 00:36:36

And it also.

Wing Lam: 00:36:37

California live, drop.org.

Wing Lam: 00:36:39

You can see what we're really doing.

Wing Lam: 00:36:41

And I would be, crazy if I didn't mention the fact that all this is amazing,

Wing Lam: 00:36:46

but without having somebody out there telling the world that you're doing this.

Wing Lam: 00:36:51

Why have I not worked as well?

Wing Lam: 00:36:52

So I really think kill alas and KTL for being, I call them our media partners

Wing Lam: 00:36:58

because when you have one of the number one radio stations in the DJs, Heidi

Wing Lam: 00:37:01

and Frank talking about what you're doing, it really amplifies the message.

Wing Lam: 00:37:07

And people are like, oh my God, how do I become a part of it?

Wing Lam: 00:37:10

So it's been amazing, like 18 months and we're still doing it.

Wing Lam: 00:37:14

And I don't see.

Wing Lam: 00:37:16

Stopping anytime soon.

Wing Lam: 00:37:17

And we're out there.

Wing Lam: 00:37:19

And luckily also I've been able to keep all my friends working through all the

Wing Lam: 00:37:23

pandemic because we're out there doing.

Joshua Maddux: 00:37:26

I know you and I initially connected through Charles antis with

Joshua Maddux: 00:37:31

antis roofing, and he was telling me about what you guys were doing.

Joshua Maddux: 00:37:35

And he's man, I got to connect you with him.

Joshua Maddux: 00:37:37

And it's crazy.

Joshua Maddux: 00:37:39

It is.

Joshua Maddux: 00:37:39

It is some crazy stuff.

Joshua Maddux: 00:37:40

It's been awesome having you on the show.

Joshua Maddux: 00:37:42

Appreciate the time.

Joshua Maddux: 00:37:43

And it'll have the link to your website company site, your social

Joshua Maddux: 00:37:48

media California, love drop.

Joshua Maddux: 00:37:50

All that stuff will be in the show notes for anyone who wants to check that out.

Joshua Maddux: 00:37:54

Appreciate the time and have anyone.

Joshua Maddux: 00:37:58

Thanks for listening to this episode of, in the bunker.

Joshua Maddux: 00:38:01

As always we can be found on Instagram, Facebook, and Twitter

Joshua Maddux: 00:38:05

at, in the bunker podcast.

Joshua Maddux: 00:38:07

Be sure to share this episode and what you're going to apply from it.

Joshua Maddux: 00:38:12

And how that can affect your business, make sure to tag us in that post so

Joshua Maddux: 00:38:17

we can highlight your journey as well.

Joshua Maddux: 00:38:20

But before you go.