Oren Zislansky

So supply is changing, don't get me wrong, but it's relatively static.

Demand is porpoising like crazy, whether it's COVID or holiday time.

So that's where the data and the analytics and the data science and trying to predict what the future is going to look like all the way through to, in our case, not just can we get a truck or not, and not just how much is that truck going to cost, but what is the probability that we'll have many different customers' freight bills or shipments that are going to Tetris fit together and

into that truck and at what varying costs.

I mean, that's honestly, I think, the number one reason why SoftBank made the investment in estate data is they looked at the hard science, the hard, the algorithms, the mathematicians, the data scientists that we employ to not just predict the future of is there a truck or not, but to slice those trucks into little bits and pieces and then try to determine, can you see the future?

And in our case, with all the data that we're building, every shipment we move becomes a data point.

We're about 130 W-2s.

Basically, here in San Diego, we do have a few people scattered throughout the U.S., particularly over COVID.

We've been pretty agnostic to that.

We just want great talent.

And then engineering, mathematicians, which we'll call part of the optimization group, data scientists, analysts, analytics, that represents about half the payroll.

Jeez, 30, 35.

Interesting.

Yes, and they're selling to a manager of shipping at a $50 million manufacturer that you and I may have never heard of, and they make

you know, tables, they make chairs and they, you know, have a need for our services as well.

Um, if I were to make a guess, I'd say if we're getting close to a hundred thousand shipments per year, you know, you could say that times maybe five, so maybe half a million pallets shipped.

This is back of the napkin, right?

I mean,

I'm in the ballpark.

SoftBank's investment's $100 million.