David Hauser

So from one to $10 million in revenue, you can have a lot of doers on the team.

which means, hey, do this, come back, do this, come back.

To get from 10 to 20, you need a lot of thinkers, which is people that come to you and say, David, here's what I'm gonna do and here's why I'm gonna do it and I'll come back to you when it's done, right?

So those were those changes that happened there.

Also, the biggest changes that really happened through these periods, paid advertising.

Each of these periods, we found a new marketing channel and put more and more money into it.

Plain and simple.

Right.

Like people want to stand up here and give you complex things.

We paid more marketing dollars.

We grew more profitably continuously.

Right.

And the later years we spent twelve and a half million dollars on radio.

Right.

So those take a lot of tests to get there.

So how did we do that and spend $12 million on radio?

In the later years, we took on some debt, right?

And this is one of the reasons that I really love what Nathan's doing here with Founder Path and being able to get people access to this.

We used SVB because there were very few options at the time for us.

We were also at a revenue kind of point that they allowed for that.