Kevin Tawil

And so they were comfortable growing that and we could make money at that.

Whereas with the other new channels of distribution, it was very low margin business.

We finally figured it out, took us a while, and then we backtracked.

And to our credit, we made some hard decisions and we let go of that entire team.

This is year two?

This is probably, yeah, year two, year three, maybe 97, 98.

And we decide, hold on, while we were undertaking all this folly over here with new distribution channels, the core was still growing.

roadside assistance to the wireless industry.

And we thought, let's continue to lean into that.

So this is sort of our first lesson on the concept of focusing on the core, getting more juice out of the core business.

And we did refocus on the core and started looking at other products and services we can sell into wireless.

You guys put out a paper around that time.

I think it might have been even lower than that, Will.

I think by 2000, it was 30%.

So we got the ride even a little bit earlier than that.

When did you and Jim decide to move back to the Bay Area?

I think we moved back a year from the day of starting.

So we started in July 95, and we moved back in July 96.

And...

Jim and I hadn't really contemplated it.