00:00.00
vigorbranding
Hey everyone and we’re back after a little bit of a summer hiatus and we’re kicking things off with my friend Brian Hassan he’s the co-ceo of Kickfin which we are going to really dig into today. It’s really an amazing system that I’m pumped about but before we get in there Brian say hello give a little bit of backstory.

00:15.33
Brian Hassan
So hey, thanks for having me really appreciate it and following you for quite some time and it was no great to connect with you in person at tra two shows ago a little bit of background on myself based here in Austin Texas by way of San Francisco kickffin is startup number 3 for me. So first two we had built and sold to private equity one in hr tech and 1 in insured tech and so this is number 3 with the same co-founder best friend Justin Roberts on this next adventure and really delighted to share. A little bit about our viewpoints from within the hospitality industry and answer any questions that the listeners are interested in in hearing answers. Still.

02:01.60
vigorbranding
Awesome! Yeah I think so for those that aren’t familiar just yet. We will get into the nuances but a high-level kickffin is essentially I think changing the game with how restaurants tip out and it’s benefiting both the restaurants and the the team members as well. Um. When you start to dig into tip sharing and all these things it it just turns into kind of like ah a mess. So how None how is kickffin trying to change the game there and it would have been one or a couple of those bigger challenges in shifting that focus and and how tips are shared and paid out.

02:50.45
Brian Hassan
Um, well Kickfin started when Justin my cofounder and I were sitting at a restaurant in San Francisco enjoying happy hour and we saw an armored car pull up to this restaurant and we were just really confused in that. We looked around and we looked at the patrons and people were paying their bills with their credit cards and Justin I didn’t really see the need to have cash picked up by an armored car because in our mind there just wasn’t a lot of it so we had a conversation with the bartender who then introduced us to the owner.

04:06.66
vigorbranding
Um.

04:06.73
Brian Hassan
And he had mentioned Well cash isn’t necessarily being picked up. It’s being dropped off and this is where we really scratched our head. Why and he mentioned well we need to pay our employees out at the end of every shift to be competitive and so our background was in payroll and Hr and we said well why don’t you just put it on payroll and.

04:25.38
vigorbranding
Oh.

04:46.67
Brian Hassan
Gave you this look saying hey I’ll tell you what if I put it on payroll. They’re going to walk across the street and work for somebody else and so really the light bulb went off and that was the same time uber and lyft were using instant pay to recruit and retain their driver workforce and we thought well why couldn’t we deploy a solution similar.

05:08.58
vigorbranding
Um.

05:24.47
Brian Hassan
Ah, to what uber and lyft were providing to pay their drivers and we feel tested that coast to coast from s and b to enterprise and what was interesting is a problem really persisted and so we saw this unique challenge. We saw the success of it being deployed to recruit gig workers. And we decided to invest our own capital to build out the Mvp product and ironically Loomis which is the largest cash and transit company in the United States was the none check into kickfin during our seed round back in 2020 so um.

06:45.50
vigorbranding
Oh well.

06:37.11
Brian Hassan
That’s a little bit about the story. It’s how we got started um, came across a problem found a solution brought it to market and we’re just really excited because the hospitality industry employs what we believe as the most one of the most essential workforces. And America and if we’re able to build a product that provides employees a safer more secure means of getting a vast majority of their earnings daily. That’s a win for us is win for them that.

07:49.40
vigorbranding
That’s right? Yeah,, Let’s let’s kind of tap into that a little bit so there’s you know we’re we’re in this. Um this weird world right now inflation probably most likely staring recession in the face. Um, and no matter. Whether our economy is up or down there always seems to be a lot of heated discussions all out brawls over compensation for the employees now tipping gratuity is essentially one of the the biggest forms I think that is under under. Um. Scrutiny and in contention because there are some beliefs that well tipped employees don’t report those on taxes and for clarity purposes when you’re talking to that bartender correct me if I’m wrong, but people would proverbially go across the street. Because they were able to get their tips that day as opposed to having to wait to the Check. So You weren’t insinuating tax evasion. However I think they’re in smaller towns smaller communities that is still very much a thing So is that one of the challenges when you’re selling this into a potential client is the.

09:18.23
Brian Hassan
Here.

09:49.73
Brian Hassan
About.

10:07.26
vigorbranding
Hey I don’t know what my people do with that money and I don’t really want to know or is that just a non-starter.

09:59.49
Brian Hassan
Is actually not a challenge really at all for for a few reasons ah number one we look traditionally ninety to 95% of transactions are done by credit card. So that transaction that tip is recorded in Pos today. So in the event whether the federal or state. Labor boards want to actually take a look at what’s actually being earned. They have the ability to do it in Pos today. Um I’ll also say during the covid pandemic a lot of these employees. They went to file for unemployment and they were surprised that they were not getting as large of checks as they thought they would because they were.

11:33.10
vigorbranding
And.

11:18.65
Brian Hassan
Underporting their tips. Um, Finally, we’re also finding employees there being paid Cash They’re actually not depositing it that that night they’re depositing it a few days later and so when we talk about safety We talk about Security. We talk about it already being recorded in pls and we talk about. Fear of not qualifying for unemployment benefits of what they should be qualifying for.. It’s been a real non-issue for us. Um, in fact, with our in fact, our team actually finds that those that are actually running to the bank to pick up Cash Now these are your smaller merchants. You’re. 1 to $5000000 per location merchants and restauurs they’re more apt to actually use the product because Bank branches are closing lines of the branches are longer. There’s a liability in couriering cash that they’re not disclosing to their workers comp carriers the list really goes On. So. In terms of the question of employees going to look for a place that they can get cash and not declare. It. That’s honestly, that’s a very much a a pre covid like way of thinking for the reasons that I just outlined for.

13:46.52
vigorbranding
Um, yeah, and and imagine there’s also safety concerns too I mean I remember back during my life when I was in and around the restaurant industry and my friends you know they were working their way through college and things like that. Um.

14:00.70
Brian Hassan
Um.

14:22.20
vigorbranding
There was always a little bit of jealousy because man they walked around fat stacks. But it’s just because like their payday is every day Every shift is their payday. Um, but in this day and age especially in the larger cities I mean it’s no news that we’re seeing a huge increase in crime and so I imagine that it’s almost safer.

14:09.89
Brian Hassan
Yeah I.

14:37.50
Brian Hassan
Yeah.

14:57.18
vigorbranding
Because they’re not walking around with such liquid cash in their pocket. Um, is that some feedback that you’ve heard from employees or team members.

14:56.17
Brian Hassan
Yeah, yeah, so it’s interesting to bring that up so we do a lot of work with some of the larger like nightlife groups in the United States that to use right? hospitality as ah as an example, they partner with Dirks Bentley Whiskey row and others. These employees are. Earning significant tips right alongside of other large nightclub venues that we work for and what we’ve heard from employees is they’ve actually drive the adoption of kickthin because for them they feel safer and more secure knowing that they’re not walking out with that George Costanza wallet right? of cash.

16:17.84
vigorbranding
Right.

16:07.45
Brian Hassan
Um, and plus the fact of the matter is is they’re not typically running to the bank every single day to deposit the cash like our sales team are all ex-hospitality employees and so they can really share in the experience of having that you know drawer or shoebox full of cash. And a bill is coming up and now they have to run to the bank to make that deposit when we look at the demographic of the hospitality worker today. They’re using paypal venmo square cash app. Everything is digital the last frontier here is cash and so. None of our biggest channels here. Kickfin is actually employee referrals. We know that the hospitality employee is transient. We know they move from restaurant to restaurant bar to bar restaurant to bar to hotel and so when they go from using kickffin to getting cash. Scratch their head and say why are you not paying me digitally I’ll leave you with this I drive down South Lamar and there’s a chain called it’s a chain pizzeria called south side pizza and essentially what they have done on their billboard is their advertising get paid daily with kickffin.

18:41.44
vigorbranding
Oh wow.

18:29.70
Brian Hassan
And so what’s really great to see is in the pizza delivery segment they’re using digital tip payments as a way to recruit drivers we work with Marcos pizza As an example because they’re going after the same talent that Uber and Lyft are going after.

19:01.66
vigorbranding
Um.

18:59.85
Brian Hassan
And so if we’re able to provide an Enterprise grade payments product down to the Snb and don’t get me wrong. We work all the way up with with some very very large groups. Um and allowing them to use it as a way to recruit retain drivers be competitive with Uber and Lyft. Um. We love doing that. But I say like the digital payments is quite honestly the preferred means of being paid and carrying currency around in a wallet. Not safe, not secure hard to track. Um, and so yeah, we’ve seen tremendous employee adoption in that regard.

20:19.40
vigorbranding
Yeah, that’s amazing I mean I hate to repeat something that’s been in the the lips of every single leader of every single industry really but the you know the great resignation I think it’s It’s not even a word. We want to use anymore. It’s just actually become a fact of life and in operations.

20:34.50
Brian Hassan
Um, yeah.

20:55.60
vigorbranding
Um, and it’s great to see a forward-thinking leader realize that the key is not to talk about how cool your culture is I mean that’s part of it like look no one wants to work for jerks but it really is hitting those pain points that people especially right now are are facing which is you’re going to get paid today.

21:14.87
Brian Hassan
Is here.

21:32.82
vigorbranding
And you need that money today, especially when you’re talking about folks like delivery drivers and those gig workers I mean it is hopefully not paycheck to paycheck but in a lot of ways they rely on that paycheck every day. Um as opposed to every two weeks or or how are they’re being paid so to see someone leverage that and then pay to advertise it is.

21:49.11
Brian Hassan
Here.

22:12.70
vigorbranding
Ah, sign of good things to come I think you know they’re starting to realize that their labor isn’t just um, another line item on the ledger. It really is the most valuable asset and there are a lot of leaders that say that you got.

22:03.95
Brian Hassan
Yep.

22:20.33
Brian Hassan
Um, you know it’s crazy Joe too about that. You know what’s crazy about that too is you know in a lot of states in the us these are tip credit states so using Texas as an example and here now your your servers are tipped. Employees can be paid as low as 2 thirteen an hour

23:08.40
vigorbranding
Is.

22:57.17
Brian Hassan
So when they look at their tips their gratuities that is really an 80 to 90% of their total income a lion’s share of their earnings and so if you’re able to actually pay that out daily to these employees man. That’s such a massive win. We’ve taken some groups that. Some of these tip credit states that we’re putting tips on payroll is that we are having a really hard time recruiting. We’re offering job advancement. We’re offering educational credits. We’re offering and I applaud this out of the box thinking but let’s look around us in today’s macroeconomic environment. What’s the one benefit that people want they want.

24:27.76
vigorbranding
A.

24:13.81
Brian Hassan
More money right? It’s why Sonic rolled out tipping at 2000 of their locations. There’s only so much you can charge for a burger and fries for the customer to come back. But if you provide the customer the ability to tip those employees and provide those employees those gratuities daily. That’s big in the recruiting game.

25:04.68
vigorbranding
Yeah, and I honestly I mean I know some places where we’re trying to for a while there get away from tipping and I think it’s in an effort to realize a minimum wage and that’s a whole other conversation that we really don’t have to tap into today because I feel like that’s like 16 episodes. But um.

25:15.90
Brian Hassan
Okay.

25:41.60
vigorbranding
In an effort to get to that women one wage. It’s like okay well we’re going to get rid of gratuity then um, and instead we’re going to do this as a this. But so you’ll be guaranteed and a certain amount of money. However, I’ve always felt that that’s a disservice to the folks who are actually there and giving it I won’t say they’re all but doing a damn good job.

25:30.45
Brian Hassan
Um, yeah.

25:53.30
Brian Hassan
Number. Yeah.

26:20.12
vigorbranding
And um, you know for me, there’s a part of me that realizes that if you’re getting paid to thirteen an hour that I think is a disservice to to the human. But if you’re able to pull in via gratuity because you’re doing such a damn good job. You’re able to pull in almost six figures. Then I don’t really care that your hourly rate wage is so low and it does separate um the good from the bad as well. It’s like you know if you come here and you you barely check the box like you’re just not going to realize the the gratuity that you need to actually make a living and maybe that’s a a very capitalistic way of.

26:40.65
Brian Hassan
A.

27:04.31
Brian Hassan
E.

27:31.98
vigorbranding
Meritocrac a meritocratic meritocratic that might be the word meritocratic way of approaching bringing people in because you know we are in the service industry and I think a lot of team members of today kind of forget. That’s like you know we don’t need you to punch the buttons on the ah pos we can do that on our own. But what we do want is a little bit of maybe suggestions like hey I love shrimp but I’m ready to try something new help me out and that kind of engagements what begets gratuity that was the least original purpose. So do you have clients in your suite that you’re seeing where there’s measurable increases in in team satisfaction as well as.

27:55.27
Brian Hassan
Yep yep.

28:15.67
Brian Hassan
Yep, yeah.

28:27.81
Brian Hassan
Um, yeah for sure and I will I want to actually you hit on a good point. Um, listen we’re all about when we go in certain cases when you go to a restaurant you like speed and you like efficiency the Qr code order pay I know what I want right.

28:49.72
vigorbranding
Yeah, tell me more about that.

29:05.90
Brian Hassan
That’s there’s a time and there’s a place for that. But Joe I like I am with you I love it when I I’m I’m going to a restaurant for an experience I like to talk to the waiter, the waitress the bartender I like to ask what would you personally eat. What would you recommend? What would I don’t. Now the decision is being put on myself and again time and a place for that. But automation can only only go so far and I believe there’s a segment where it’s suitable. But that personal touch is exactly why people seek out the hospitality space. Um. In times like now like times where there’s inflation happening in economic pressures. Um I went out to dinner on Friday night here and the place was packed because you look around and sure menu prices are up but people think back around the time the covid hit like. Man I really missed hospitality. It was such a big part of my life and the fact that something’s happening today. Um, will I pay more so that I can have the privilege of dining and feeling the energy of other patrons in talking with the bartender and.

31:06.10
vigorbranding
Yep.

31:15.65
Brian Hassan
Absolutely I mean and in a work from home environment for a lot of people having that personal connection and that personal relationship is super important and I want to have the ability to reward that person for that personal touch and reward them for the fact that they’re going above and beyond and coming in here every day to to go to work.

32:06.56
vigorbranding
Yep, yeah.

31:53.73
Brian Hassan
Um, so now to your question on on increased earnings. Let me tell you like it’s it’s crazy to say like inflation is happening but like the tipping is only going up and to the right like we have the data on like locations transaction amounts average tip percent per check. It’s it warms my heart to see that people aren’t like pulling back in fact, like what’s interesting is that you’re starting to see a lot of these nontraditional outlets coffee shops for for taking tipping as a means to increase earnings for employees. And you walk in cloud based pos is enabled to tip and now the place that I go get coffee at every day I can leave a dollar two dollars plus and that’s just saying hey thanks for coming in. We know this is a hard job I think during the covid pandemic I think americans realize man hospitality is a really hard. Hard job. These are essential employees and let’s just show our thanks with a few bucks for showing up and being there and you know with a lot of the places you’re a regular route you’re building that relationship with that barista with that bartender with the owner operator. Um. And so we’re seeing certainly average tipouts going up as far as a percentage I will leave you this final comment. What’s really interesting is as we look at a percentage of a check coffee shops actually yield the greatest percentage of tip per transaction.

35:09.68
vigorbranding
And.

34:57.45
Brian Hassan
Um, and you got to think about that you’re getting a $3 cup of coffee or tipping a dollar. It’s 33% right there and so you’re starting to see a lot of these quickserve coffee shops drive through start turning on tipping because it’s just ah, a fantastic way for a customer to say. Thanks. And an employee to earn more.

35:49.30
vigorbranding
Yeah I love that and so you kind of touch on this but you know q Qsars have been known as ah, a no tipping area for the most part and a lot of places. It’s almost seen as tacky and I think it’s also maybe because of that precovi or whatever error it was. It’s like.

35:47.81
Brian Hassan
Yeah, yeah.

36:25.00
vigorbranding
Bro I just came in I got a $3 cup of coffee Now you want another a dollar for me like come on but I felt the same thing and like these people they show up. They were grinding it Out. You could argue they’re putting their life in danger at the very least they’re putting their health in in danger and possibly the health of their family but they’re there. They’re serving. Um, and they’re grinding through it and there’s so much respect for that and um I think it has created a scenario where tipping at a Qsr or an elevated quick service experience. I feel is actually way more acceptable now now. I Have a sense of anxiety when I see a tip line. It’s like oh God I got to put something there like I can’t walk away from it I do actually enjoy the discretion of the flip the screen a little bit better. Um, because I can choose and and they don’t have to see what I’ve written in and I Also don’t have to be put on the spot to do math.

37:36.23
Brian Hassan
Um, yeah.

37:49.27
Brian Hassan
Yep yep.

38:10.36
vigorbranding
Ah, which is more anxiety. Um, but how do you see Qsrs I Mean do you think this is a wave where qsrs are going to adopt gratuity. As for every reason you said.

38:14.73
Brian Hassan
Yeah, um, and I have this I got I gotta agree with you I tell you when I you know would chok to a coffee, a coffee restaurant or a shop I’m sorry and they’re behind the glass panel because. Conveniently the pos is also behind the glass panel right? Which we we understand for protection and then they ask you that question and there’s None people behind you? Yeah that’s awkward. That’s tip shaming New York Times put an article out about this so I do appreciate those that flip the pos and let me do it on my own and I tell you what people are doing it. So.

39:07.38
vigorbranding
Yeah, what.

39:34.40
vigorbranding
Yeah, and.

39:25.39
Brian Hassan
Um I guess it’s on a a restaurant coffee shop Cafe to Cafe basis. But I totally feel you on that one there tip shaming is real.

39:51.88
vigorbranding
Yeah, like I mean so what’s worse than tip shaming is ah is the ah philanthropy shaming So like when when you’re like would you like to round would you like to donate to blah blah and I’m like ah I’m like I just.

39:49.83
Brian Hassan
Yeah, yeah.

40:20.86
vigorbranding
Can I show you how much I donate to like the nonprofits so you know I’m not a jerk when I say no I don’t want to donate um like the one that always gets me is children’s miracle network my nephews have benefited from the children’s miracle network I donate a lot to it every year

40:22.77
Brian Hassan
Yep yep.

40:53.20
vigorbranding
And then when I go to the grocery store. It’s like would you like to donate to children’s American not where I’m like bro I do like a lot just right now I don’t want to and it’s just ah so embarrassing. Um.

40:51.19
Brian Hassan
You? Yeah no I got you? No I got I got you on that and I agree but I do think you know qsrs are starting to kind of wise up to this. We had a conversation with the largest quick service restaurant franchisor globally a few weeks ago. Um, and they don’t enable tipping today and you know what they’ve done in the past. Um, unsuccessfully is they’ve rolled out these ewa earned wage access programs and essentially what that is is. There’s variety of vendors out there. It will allow the employee to draw down on already earned wages. Think of it like a payday advance and let me tell you great solution for disintermediating predatory payday advance companies. But what’s happening is and and specifically we’re talking to an 800 location primarily drive through 60% drive through 40% um in store.

42:21.72
vigorbranding
Um.

42:41.39
Brian Hassan
Had None things none 1.5% adoption what they found with their employees is that their employees were afraid that they would not have enough money by the time they would actually receive their paycheck. So whereas Hr said this is a great benefit. We’re letting you get it every single day. The concern was well i. If I take it every day and I pay a fee for it. Um I’m not I’m going to be paying an exorbit amount amount of fees for a product or for my pay that I would normally wait for payday. So there is merit in that solution. Although the adoption especially now is people are just concerned. They don’t have enough money.

44:07.20
vigorbranding
Here.

43:55.59
Brian Hassan
Those software companies would argue. Well, we’re giving them money right away to help them afford groceries and and so it goes both ways but let’s talk about not giving the employee earlier access to their wage but perhaps increasing their earnings and so you know. None plus one equals 5 there. You could do ewa plus tipping and boom off you go right? But what we found is that there’s less adoption of just pure ewa products and and and more adoption of pure tipping play why because coffee let’s go back to this coffee shop example so we work with a very large coffee chain. They enable tipping.

44:47.44
vigorbranding
Um, yeah.

45:05.47
Brian Hassan
And what they had found is they increased the employee’s earnings by $4 per hour more now get this at 0 expense to the operator this same provider dropped their ewa program due to low participation that this is just so irrelevant for us today. We don’t want to be in the business of getting pday advanced. We want to be in the business of increasing earnings. Um, and getting to them every single day. So what we found is that that a tipping solution increases the earnings for that particular employee by four plus dollars per hour and they have access to that every single day so that when their paycheck comes in one week or two weeks it’s a traditional paycheck that they’re earning.

46:01.72
vigorbranding
Right.

46:24.37
Brian Hassan
Owner Operators love it because they’re effectively not increasing the earnings customers. Love it because they can say Thank you for putting yourself at risk as an essential employee and employees. Love it because they’re getting in sit and daily pay every single day. Above and beyond what they budgeted for based off their paycheck and.

47:13.96
vigorbranding
I Love that So you mentioned franchise How how is the sales in the franchise systems. How does that work because we know they’re more complicated than if it were corporate owns. Um, is it a a matter where you have it does actually come from the franchiseor or do you have to get buy-in from each individual group.

47:33.19
Brian Hassan
Yeah, it always goes it actually goes both ways. So I’ll use some examples for you so we work with Fsc Franchise Corp out of Florida they do brass tap and be for Brady’s so we went live with all their corporate stores. It was a successful pilot. Loved it and so now every new franchisee that’s boarded is introduced to Kickfin as their instant tip solution. So that’s ah, an example of you know topdown now if we look at an example of and we also do that for for walk ons as well. We did. Fastest growing sports bar in America right now backed by Drew Brees and and others and top down did corporate none now. It’s part of the new store onboarding now we can talk bottoms up in that case like with Marcos Pizza we started working bottoms up with franchisees that said we are having a really hard time.

49:27.22
vigorbranding
Um.

49:23.70
Brian Hassan
Recruiting drivers. We’ve looked at using these none party issued prepaid pay cards in the past, but these drivers don’t want another bank account. They don’t want to be nickel and dimed on the backend with fees and they don’t want to have to go to ah an atm that’s ten miles away um and so we start working with the franchisees. Which ultimately at scale when we have x number of franchisees. It puts us in front of corporate and they’re like this is a no-brainer and they build it in so you have to actually in the franchise level work bottoms up and top down and we have tremendous number of success stories in that regard both in like top down.

50:23.64
vigorbranding
A lot of.

50:31.73
Brian Hassan
Bottom up but also disintermediating like pay card programs because what’s interesting about those pay cards is really great solution ten years ago. But if you look at the modernization of payments and networks. There are solutions now that completely negate the need for a none party issued card. People today. They want their money where they’d bank. They don’t want their money on a gift card and so hopefully that’s ah, a good example as far as um, how we’ve gone to market both top down bottom up. Um, so we also focus a ton on like corporate owned chains as well through some partnerships that we have in place. But.

51:31.48
vigorbranding
Um, yeah.

51:48.68
vigorbranding
Yeah, ah, ah.

51:48.39
Brian Hassan
I think it’s important that in some cases you’ll have the ability to actually lock down corporate None But in many other cases you might need to have a slew of various franchisees really championing your product to even open the doors at the corporate level.

52:28.62
vigorbranding
Yeah I love all that that’s that’s ah usually how it works I mean if you can get the franchisees on board like franchisor will fall in line if not for any reason just to shut them up. But ah, um, so you mentioned ah you got this to market with Mvp. Um, where where are you at now with ah the development roadmap and what’s the future look like because I mean just in this talk alone I can see so many power partnerships which could easily so.

52:58.71
Brian Hassan
Yep.

53:29.94
vigorbranding
Spur like convergence or adoption of new features and and stuff like that. So what’s that look like if you’re allowed to share.

53:19.25
Brian Hassan
Yep, yeah, and a we’re hey a kickfin we’re open book. We don’t keep the cards close to our chest at all. Um, so yeah, so really kind of where we’re thinking is was interesting is when we started this company back in 2017 it was. We’re going to be a great solution for full service restaurants with None to None locations and then covid hit and you know we were fortunate enough to close um around with Loomis April one month after March Twenty twenty and what we found is a dramatic growth in the pizza delivery segment and so we’re like wow like we are growing like crazy with delivery and we were growing crazy with full service that needed to remove cash from operations and going cashless but they still had the need to pay out digitally since then. We’ve actually seen the product proliferate a variety of different verticals and segments. So our thesis fortunately was proven wrong, not just simply full-s service restaurant but fsr Qr Golf and country clubs. We’re doing this for hotels. We’re doing this for personal services like salons like sport clips for example massage for example and the list really grows sfo for concessions at airports so we’re starting to really see the product be adopted far and beyond fsr. So we’ll continue to push and innovate the capture and win those segments and be the market dominant player and for context in 2021. We were the largest disperser of tips in real time according to visa.

56:50.12
vigorbranding
Um.

56:46.75
Brian Hassan
So. What’s great about Kickfin as a company is. We’re a market leader and let the transaction volume do the talking. So we’re going to continue to innovate and grow our presence presence in those segments Now. Let’s look Beyond continual innovation and what it’s still a very opportune market Is. We are serving None of None of hospitality employees daily and they’re engaging with Kickfin Twenty plus times a month and so what that’s going to provide us the ability to do is build banking financial insurance and lending products that are non-predatory.

58:10.74
vigorbranding
Um, hanging.

57:58.23
Brian Hassan
Perhaps these employees normally wouldn’t have the ability to qualify for because perhaps they’re um, going through traditional channels that might not underwrite their but the risk and this is ah, especially a big it really holds true today and today’s environment

58:36.32
vigorbranding
Right.

58:34.57
Brian Hassan
So as we start kind of looking at the path forward. We want to be the financial platform for the hospitality employee delivering banking financial credit lending and insurance products to them specifically and that’s really where we see the future going with Kickf fit from a product standpoint. And I tell you ask me that question at the end of next year is going to be a little different but at the end of the day as long as we are employee centric and we build products for the employees while solving an operational pain point for the employer we’re going to win and so we’re super excited with.

59:49.84
vigorbranding
Um, yeah.

59:42.51
Brian Hassan
The product roadmap ahead and and what the future has for the business. Yeah.

01:00:02.36
vigorbranding
Yeah I mean I love ah the way that looks in general I mean we need more more systems that are really focused on this kind of thing as opposed to reinventing ah wheels that are already really good wheels. Um, so it’s amazing to see this kind of unfurl as well. So um.

01:00:09.99
Brian Hassan
Who.

01:00:38.60
vigorbranding
Probably the most important question I ask of every interview is this one if you had 1 final meal on this plane of existence where and what would you eat and why.

01:00:26.73
Brian Hassan
So yep.

01:00:46.71
Brian Hassan
That’s the easy question actually I didn’t have to scratch my head on that one I’m gonna I’m going to tell you there’s this Tacorria in plio del carmen called El Faone and they do the most killer tacos el pastsor I normally would eat 3 I probably have 5 or six if it’s my last meal.

01:01:28.64
vigorbranding
Um.

01:01:20.43
Brian Hassan
Um, in a pair of Moellos and and I’m a happy man so that is without question the the last dish that I would have.

01:01:40.88
vigorbranding
I love it. Fantastic. Well hopefully this isn’t the last talk. We’ll have guys check out kickfin obviously it’s http://kickfin.com but are there other places to connect to you Brian.

01:01:55.51
Brian Hassan
Yeah, any questions I love talking about the business I love learning about others in the space as well and others looking to get into the space. So Brian at http://kickfin.com I’m an open book feel free to reach out anything and um. Thanks a lot really genuinely appreciate the conversation very much. So thanks.

01:02:46.90
vigorbranding
Absolutely yeah, this is brilliant man. Thanks for making the time talk soon.