MC Fireside Chats – March 4th, 2026

[00:00:45] Brian Searl: Another episode of MC Fireside Chats. My name is Brian Searl with Insider Perks and Modern Campground. We’re in this new Restream studio that they’ve upgraded and it was weird. Was the intro video stuttering for you guys at all?

[00:00:56] Scott Bahr: Yes. It was for me.

[00:00:57] Brian Searl: Okay. See, it stuttered… it’s stuttered for me too and I don’t know why that’s happening. I have a $10,000 computer. It’s got to be Restream. Some crap path, but anyway, that’s probably better the shorter it is and the more we can get to talking to all you intelligent people who are here joining us.

Welcome to another episode. Appreciate it. It’s our first week, Data Trends and Insights. We got a lot of stuff we’re going to unpack for you guys today with campground pricing specifically. But first, let’s go around the room to our recurring guests, Rafael, Simon, Scott. You guys want to briefly just introduce yourselves and…

Whoever wants to start? Let’s start with Scott. We never start with Scott because he’s always late.

[00:01:29] Scott Bahr: You like picking on me. I’m Scott Bahr, president of Cairn Consulting Group. We do market research and analysis focused on outdoor hospitality.

And yeah, I guess that’s it.

[00:01:40] Brian Searl: Did you get a new camera or is that Restream too? You look sharper and more in focus.

[00:01:45] Scott Bahr: Yeah, I don’t know if I like it. I did not get a new camera, so it is the Restream.

[00:01:49] Brian Searl: Oh. Interesting. Okay. All right. I remember I had to tone it down to 720 because it was really weird because it would stutter the video when I was streaming to Facebook or something, so we’ll see if that happens.

Rafael.

[00:02:01] Rafael Correa: Hey guys, Rafael Correa, President and CFO of Blue Water. We are an campground owner and operator. We’re also a third-party manager. We manage about… in total we manage about just under 60 RV parks across the country from coast to coast.

[00:02:16] Brian Searl: Awesome, thanks for being here Rafael. Simon.

[00:02:20] Simon Neal: Hi, I’m Simon, the Founder and CEO of CampMap. We help outdoor hospitality businesses improve marketing and guest experience with premium digital site maps that integrate with your website, booking, and app.

[00:02:33] Brian Searl: Thanks for being here. And last but not least, our special guest for the week, Diane.

[00:02:38] Diane Bealer: Hi everybody. My name is Diane Bealer. So I am the owner of Little Village Retreat. It’s a glamping retreat in Southern Utah.

[00:02:46] Brian Searl: Welcome, Diane. Thanks for being here. Excited to talk more about your resort and what you have going on there. Before we dive into what we want to do as our main topic here, is there anything else that you guys have seen coming across your desk to our recurring guests, Scott, Simon, or Rafael, that you think we should be paying attention to?

Did you just reverse yourself, Scott?

[00:03:02] Scott Bahr: I did. I was messing around with the settings and I’m like, hey, people can read my hat now.

[00:03:08] Brian Searl: All right, that’s… we should… I’m gonna try that. Like I need Jessica just flip me around like every couple seconds and see if people notice in the audience.

[00:03:15] Rafael Correa: Now I’m paranoid. Can you read the sign behind me? Is it look right?

[00:03:18] Brian Searl: No, your sign’s backward too, Rafael. Yeah, your sign’s backward.

[00:03:22] Rafael Correa: My sign’s backwards. All right, I got to flip myself too.

[00:03:26] Brian Searl: “Redo-wulb” or however you pronounce that.

[00:03:29] Scott Bahr: Simon has got it together. He’s got his CampMap you can read in the background.

[00:03:34] Rafael Correa: No, I see his is backwards.

[00:03:36] Simon Neal: Yeah, it’s also backwards, I think.

[00:03:38] Brian Searl: I think Jessica… go ahead, try to click it, Jessica. See if you… there, we can control… Ooh, we can flip people over here.

[00:03:46] Rafael Correa: Oh, you got me now.

[00:03:46] Brian Searl: Yeah, we can flip people.

[00:03:46] Rafael Correa: This is my good side, so that’s good.

[00:03:49] Brian Searl: We should just all flip for the rest of the show and just see if people drop off and still view if they’re just watching us flip.

[00:03:55] Diane Bealer: I tried to change my view to be lengthwise, but I can’t get it to work.

[00:04:00] Scott Bahr: I saw earlier you were… you actually turned yourself sideways.

[00:04:03] Diane Bealer: Yeah, I was trying to just fix it.

[00:04:06] Brian Searl: Yeah, I don’t know how to do that. Restream is… their app is… they don’t really don’t have an app. Their website is really terrible on mobile. When I stream from conferences, it’s really hard for me to figure that out too. Like I can figure it out, but like you got to mess with it and scroll up and scroll down. It’s a mess.

Anyway. Okay. So my question. To the people who are all now right side for me. Anything that came across your desk that you guys think we should be talking about before we dive into our main subject? Rafael, Simon, or Scott.

[00:04:31] Rafael Correa: I’ll just share on our side from the Blue Water side. We’ve seen some relatively strong pickup on all kind of facets of the business from long-term stays, which we have a relatively smaller subset of our portfolio is long-term stays or seasonal stays in certain markets they’re referred to.

But continuing to see a nice pace of transient pickup in our portfolio, which I’m super excited about, and specifically transient RV, which was a laggard last year. But still nothing to write home about. Mild, I would say is the… is the kind of up over prior same time last year that we are, but it’s enough to be encouraging, put it that way.

[00:05:10] Brian Searl: I was on LinkedIn yesterday and I don’t know if you saw this, Raph. Yes you did because you liked Michael’s comment on the bottom of it mentioning me. I read Michael’s comment as transient down 10%. That’s what you read too?

[00:05:28] Rafael Correa: Yeah, and I think that’s a true case in a lot of places still. And I think you know…

[00:05:31] Brian Searl: Yeah, it’s a macro number, right? Yeah, it’s a macro number.

[00:05:33] Rafael Correa: And this kind of will fold into… I know we’re going to discuss the pricing report that you put together and the premium that waterfront commands and as the name Blue Water implies, we have probably a disproportionate number of properties that are in those high demand generators.

So we’re the… what do they say? The shiny penny gets picked up first. And so a lot of the portfolio that we manage and own and operate is waterfront or water adjacent or close to significant demand generators that make them… I haven’t seen it as much.

I’ll tell you that I still feel… we still feel a drag from Canada on the properties that are specifically dependent on Canada. That drag is real. The closer we get to the border and that’s still… still a pain point.

[00:06:13] Brian Searl: So what you’re saying is the waterfront is what makes Blue Water good, not Rafael.

[00:06:18] Rafael Correa: Absolutely. I could guarantee that.

[00:06:20] Brian Searl: That’s what I heard. I’m kidding. But yeah, it is. You obviously you guys have established a great portfolio, you obviously have known for many years what you want to go after and you’ve gone after it and you’ve got some really great management properties and company owned properties too. So. Yeah. Scott, any color to add to that that you want to?

[00:06:37] Scott Bahr: Oh, just… I’m… as always we pay attention to looking at the metrics that are coming across our desks and the chatter, as I say, and we’re seeing, um, some of the optimism flatten a bit in the RV industry overall. We haven’t seen a good retail shipments report recently. We’re going to keep an eye on that.

We see… I think overall what we’re going to see, especially early on, is the continued shortening of the timeline for booking as well as people potentially downgrading a little bit in their experiences in terms of the… with… instead of the premium place they might be downgrading a little bit. And we’re seeing that split still between lower, higher income folks.

And that seems to be where things are sitting at the moment. I know that there’s… some guarded optimism depends on who you talk to, but overall… I think I just feel like a lot of people right now are taking a wait and see approach. Just going to see what’s getting happening.

We saw a gas spike this week. In some places it was quite a bit. I know here where I live, the prices went up about 30 to 40 cents a gallon in the last week. So. We’ll have to see. I know gas isn’t a huge indicator of behavior, but it does impact people’s attitudes a little bit. So.

[00:07:54] Brian Searl: It’s really interesting now that I moved up to Alberta. We’re all like, we don’t want our gas prices to be higher, but also if oil’s higher then the province is super rich. And the government has all this money to spend and everything else. So it’s like a kind of a push pull with us. If oil goes up our economy does exceptionally well. But our gas prices have gone up here too because obviously we don’t refine in Alberta.

What are the latest retail numbers that you’ve heard? Phil and Eleonore aren’t here today, they had a conflict with a meeting. What… I saw the shipment numbers. What’s the latest retail numbers we have, Scott? Do you know?

[00:08:24] Scott Bahr: I haven’t seen anything super recent.

[00:08:27] Brian Searl: Okay. All right. Anything else that you guys, Scott or Simon, want to bring up that we should talk about before we dive into what we… main thing of?

[00:08:36] Simon Neal: I saw one report last week coming in from a French group, Septeo Hospitality, which is the biggest kind of online booking provider in France. So they have done a survey of a thousand French campsites and the results for January are 5% down in both volume and turnover from last year.

So that’s a pretty negative signal for January with the average spend around $1,300 for like family holiday. So definitely a negative start to the year in terms of people looking ahead for the summer holiday bookings. But yeah, it’s only January. So a lot of things can change between now and the summer, but yeah, quite an interesting result.

[00:09:20] Brian Searl: Is that five… that’s 5% forward looking bookings or 5% January over January stays?

[00:09:25] Simon Neal: No, so booked in January, but it’s for summer stays.

[00:09:28] Brian Searl: Looking out. Okay. Okay. Yeah, I think that… it’s so early to call this. Scott, you and I have talked about this, right? It’s so early in the year. So many parks are still closed. They don’t open till mid April, May, mid May, or really get their season started to kick off. Kids aren’t out of school yet. The booking window has been shortening. Like again, uncertainty causes people to delay things.

So I think it’s… I don’t know… I don’t know if we’re going to be able to call this before like May, are we Scott?

[00:10:00] Scott Bahr: I don’t think so.

[00:10:02] Brian Searl: And at that point is it too late to react?

[00:10:05] Scott Bahr: It depends on how nimble you are. Honestly I know that’s kind of a cop out on my part to say that, but it’s… it’s pretty late… late in the game because people are making solid plans. By that point their summers are typically fairly well planned out, at least a general idea where they’re going.

The… the other thing is to… depending on how things go is to switch and really target that later in the year, the fall, the shoulder season time frame to see what you can pick up.

[00:10:35] Brian Searl: So what happens… let’s just play this out briefly, right? What happens if we end up down somewhere between 5 to 10% as an industry on a macro level this year? From a… I’m assuming this is a camper nights number, yeah? This isn’t a revenue number, is it?

[00:10:51] Scott Bahr: No.

[00:10:51] Brian Searl: Yeah, this is a camper nights number. So what happens if we’re down 5 to 10% on a macro level industry average, median, whatever you want to look at it? I don’t…

[00:11:00] Rafael Correa: Honestly, I think that number is relatively significant for us. One of the things that, you know, and again I draw parallels to our other vertical, which is the hotel world, and it’s a pretty abysmal outlook in that space unless you’re in the luxury sector. And the mantra in the hotel world is grind it out for better days and lower interest rates to… there’s almost no transactions happening on the acquisition or disposition side of that industry.

And they’re struggling. I think we are also a bit on the struggle bus, but relatively, it’s not even a comparison. So when you say if we’re going to be down 5%, not so much, but if we’re down 10%, that’s… that’s borderline catastrophic for this particular asset class. And I don’t know that we’ve ever seen that kind of decline other than post-COVID in the modern campground era.

[00:11:50] Brian Searl: Yeah, and that was just a really quick dip. And then we came right back up.

[00:11:53] Rafael Correa: Yeah. And we’re also coming off of unusual highs. Like kids camping midweek because they’re not in school, right? That’s… that was… that’s never going to happen again or if it does, it’s… the world’s in another pandemic.

[00:12:06] Brian Searl: So if we just step back real quick and say, let’s say there’s a 30% chance that we’re down 10%. Let’s just be conservative, right? Cause I ran these numbers through AI independently like back in December. When we knew like the health care was expiring and the economy was uncertain and all the things and it predicted… I think somewhere between 8 and 15% down.

[00:12:29] Rafael Correa: I think that’s super aggressive, personally.

[00:12:31] Brian Searl: I agree. Yeah, there’s a reason we haven’t put out a report that says that, right? It’s too early. We don’t know that. But let’s say that we’re just down 5% even. How does an operator listening to this call prepare themselves to manage that? And then just be pleasantly surprised if it’s up. But do the right things to prepare themselves for that so that they can minimize potential negatives that might come out of that.

[00:12:54] Rafael Correa: As an operator, I think that you gotta have… you gotta be investing your toolkit, right? Just what Simon does for campgrounds is a differentiating factor with CampMap. I got to see his tools when I was at the KOA show, he walked me through it and I’m like, man, this is a differentiator, right? So I know he has integrations with KOA there and it helps to stand… those parks to stand apart.

Integrating tools like that, making sure that your PMS is appropriately set up. You have got to be doing the blocking and tackling. It’s don’t get exotic, don’t get… it’s not about doing the crazy over the top stuff. It’s about doing the… the simple things and the basics really well. If you’re not implementing pricing strategies, you need to be implementing pricing strategies. You need to be engaging on social media.

These are the things that every operator should be doing, but should be going through with a fine tooth comb and making sure that they’re doing the basics as well as they possibly can. And investing in the things that are missing because every day that goes by, the tools get more advanced.

I… I sat in and listened to your… the last chat you had with Curtis and a few other folks talking about AI and that world, I’ve been tracking it closely because I’m just fascinated by the evolution that it’s creating and what it’s simplifying and… and what it is automating in a lot of cases for folks.

And I think that those are things that if you’re a single owner campground owner and Diane you can speak to this, you got to be everything to everybody, right, on your property. And you got to find efficiencies. And so finding those tools so that you’re spending your energy in ways to do… do that blocking and tackling at the highest level for your park is what you have to be focused on.

And it’s… don’t overthink it, don’t overcomplicate it, but find the time to really do the basics really well.

[00:14:39] Brian Searl: What do you think, Diane?

[00:14:40] Diane Bealer: That is instrumental. Anyone who’s a single owner has to be able to not worry about their property management system. It has to be as simplified as possible. You have other things to worry about than taking care of your property management system. So that is perfect.

And your pricing strategy needs to be somewhat automated. You can’t get in there and change the prices every day. So you have to use the tools that are available. And there’s a ton of tools that owners can use to help them manage their property and those tools have to be utilized or you’re spending way too much time doing those tasks instead of actually making your customers happy.

[00:15:22] Brian Searl: What is your… what’s your outlook for 2026, Diane? What do you think’s going to happen at Little Village?

[00:15:26] Diane Bealer: I’m not sure everybody here knows the story of Little Village.

[00:15:31] Brian Searl: We don’t, so please tell us.

[00:15:33] Rafael Correa: Yes, absolutely. Background.

[00:15:34] Brian Searl: Background.

[00:15:35] Rafael Correa: What’s your origin story? We all love a good Marvel origin story.

[00:15:38] Diane Bealer: Perfect. I can play the origin story. We’ll go… so we actually my husband and I own… have six kids. Five years ago our youngest went to kindergarten and I wanted to work but I didn’t want to be unavailable. I’d always been a stay at home mom. I was also really concerned that my kids were on devices more than I wanted them to be. And schools are using devices more than I wanted my kids’ schools to use devices.

And I want my kids to work. I want them to have skills. Digital skills are necessary, but I want them to have wet skills? For lack of a better word, I want them to have marketable physical skills they can use.

[00:16:26] Brian Searl: You want them to have life skills.

[00:16:27] Diane Bealer: Yes, life skills. So we went through a series where we just brainstormed businesses that we could start that would involve our kids and get them outside and get them working. And this is what we landed on. And so our kids helped us build everything at Little Village Retreat.

They cut boards, they put in… they used drills, they… we built it from the ground up and they were involved in that process from day one.

[00:17:02] Rafael Correa: Love… love it. Good child labor story. Excellent.

[00:17:06] Diane Bealer: Yeah, I have to be a little bit careful on how I word things because…

[00:17:12] Rafael Correa: Small business insurance.

[00:17:13] Diane Bealer: They do their own work.

[00:17:17] Rafael Correa: Yeah. No, that’s awesome. That’s really cool.

[00:17:19] Diane Bealer: So we’ve actually, our kids have learned how to use the property management system. Our kids have gotten in and looked at the data from the pricing strategies. Our kids have made social media posts and responded to comments. They don’t get their own social media accounts, but if they can get a post for the business approved by mom, they can post it, they can… they learn those marketing skills.

So we actually though, because first time small business owners in this regard, we actually are closing Little Village Retreat this year. So Little Village Retreat will no longer exist at the end of 2026. That’s the outlook for us. I was very open about that in my emails with…

[00:18:12] Brian Searl: Yeah.

[00:18:12] Diane Bealer: …are your coordinator? But I didn’t know if you guys were aware of that.

[00:18:17] Brian Searl: Yeah, I mean I… I was aware of that at least, but sorry, I didn’t know if the rest of the audience was. Can you… are you open to sharing some of that story of what led to that or…?

[00:18:28] Diane Bealer: So I would do this all again. Little Village Retreat is the best worst thing we have ever done. We treated it like we treat family. We have loved it. But we got, as sometimes happens in small businesses, we got some bad advice and we followed that advice. And we made some choices that were creative and that were pivots that had we known more information, we would have made a different choice.

So some of those are, we didn’t purchase property. We were misinformed by some financial advisors that we should not purchase land. Now, probably everyone listening is, “Oh, that is the biggest mistake you have ever made.” But when you trust someone and when multiple people that you trust tell you that’s not a good solution for you, sometimes you make the wrong choice because you trusted them.

[00:19:45] Brian Searl: Sure, I do that every day.

[00:19:47] Diane Bealer: Yeah. So it just happens. But we wanted to make this business happen. And even though we had a significant amount of cash to put towards it, we were just misinformed. So instead of purchasing property, we leased property. Which in some cases, leasing property can make your business possible. In this case, it made our business possible, but we should have put our cash into property.

Because our small business loan could have been rolled into a 30 year term. And a lot of people just don’t know that. Which in this audience, probably the majority of people do own that… know that. But it’s when you’re not in this business, it’s not common knowledge.

[00:20:42] Brian Searl: I think there’s a lot of people that have come into this business after COVID who probably didn’t know that to start off. Who said, “I… I see the outdoor business thriving whether it’s RV parks or glamping or whatever else. I just… I’m already maybe in real estate or something but I just want to dive into this.” And I think it’s the same and, Rafael, you can attest to that. Scott, you can attest to that. And so I’m not saying they all shared that same unique gap of knowledge about that specific item, but for sure there’s a lot of gaps in knowledge that we are seeing still come to fruition and still will in the next few years from people who have overbuilt or built the wrong way or not tested the market or had feasibility studies done or on and on.

[00:21:19] Diane Bealer: Yeah. So and we did market research but the problem, the biggest problem with our market research was that no one had done this before in our county. There was nothing in our entire county that said this would work. And I do think it would work, but I think it would have been… would needs to be done differently than we did it. So there’s neighboring counties where this is doing incredibly well.

We’re just… so Little Village Retreat is just five minutes from an entrance to Zion National Park. We are… we’re in a prime location but the entrance that we’re by is not the main entrance. So like with our pricing strategy, we’re considerably lower than the glamping retreats that are by the main entrance. But because we’re not by the main entrance, people don’t want to stay there.

So that market research was… there was just holes in that market research because there wasn’t enough data. And we captured a whole other audience of people that that market research didn’t include. So there were just ways where hindsight is 20/20, right?

[00:22:38] Brian Searl: Always, yeah.

[00:22:39] Diane Bealer: So you learn things, you move forward, and there’s so many things that yes, we could have done them differently, but I wouldn’t have… maybe I would be successful if we had done differently or maybe it would have been even more catastrophic.

[00:22:55] Rafael Correa: Diane, I’m taken aback and applaud your candor and your courage just to share what you’re sharing here today. And I personally feel like the… there is no such thing as failure. I feel like it’s a fake word in my vocabulary because…

[00:23:08] Brian Searl: 100% agree.

[00:23:10] Rafael Correa: …failure is actually a state of mind. It’s not a thing. And… and what you have done for your kids is going to serve them and it will be well worth every penny of the investment in ways that I’m sure you can’t even imagine today. None of us can imagine but they’re going to be the giant beneficiary of this.

And the reality is you also are going to be a beneficiary and we have a concept here at Blue Water of fail forward, right? Just keep going. It’s just a lesson, keep pushing. But I have to applaud your courage for being able to say what’s going on, share your experience because I can guarantee you and I know for a fact you are not alone.

[00:23:45] Diane Bealer: Yeah. And we’ve already seen that. Like there’s so many amazing things that have happened. Like our son right now, we talked to him and his friends last summer, so like Little Village Retreat was still going, people were coming, we were loving it and we wanted to do a sauna, right? A sauna is an amenity that’s really hot right now.

So he wanted… our oldest son, he’s 17… he was 17. He wanted to build a sauna for him and his friends. And we were like, sure. Like we… this is why we did this business. So we bought plans. We made sure they were approved. Like we’ve taken him through that entire process to build this sauna. And every single one of his friends that wanted to help has slowly dropped off the workload, let’s… like they get discouraged because the router bit broke or they get discouraged because Ace Hardware doesn’t have the router bit we need or the router bit didn’t fit in the router so we needed to buy…

[00:24:49] Rafael Correa: All three of those things happened.

[00:24:51] Brian Searl: At the same time, yeah.

[00:24:53] Diane Bealer: The list just keeps going and it’s all for this glamping retreat that’s struggling. And they’re like working on finishing up this sauna. It’s been months they’re trying to finish up this sauna that’s now going to be a personal sauna, not a business sauna. And I heard my son say to the only friend that’s still willing to come help with this project, “Everything is figure-out-able.”

[00:25:18] Rafael Correa: That’s it. That’s huge.

[00:25:19] Diane Bealer: And this has been a success.

[00:25:21] Rafael Correa: Yeah. That’s everything.

[00:25:21] Diane Bealer: My… my now 18 year old son is gonna push through, he’s gonna get this sauna done and he knows that everything in life is figure-out-able.

[00:25:33] Rafael Correa: That’s huge. That’s everything.

[00:25:34] Brian Searl: I think Rafael said that’s a multimillion dollar payback.

[00:25:37] Rafael Correa: Yeah.

[00:25:38] Brian Searl: With just one child. Compounded by six.

[00:25:43] Diane Bealer: Let’s hope the other five learned something.

[00:25:47] Rafael Correa: Oh I’m sure they did. That I can guarantee you. Even from across the country over here, they all are getting a huge life experience from this and it’s exciting. And I… I’m confident Diane, this is just the beginning for you on whatever this next adventure is. So that’s… and whatever it is, you’re gonna… you’re gonna crush it.

[00:26:05] Diane Bealer: Thank you. I really honestly wanted to come on the podcast when they asked me about it because I don’t think there’s any better business to be in than an outdoor hospitality. Your guests are already happy.

[00:26:19] Rafael Correa: Yeah.

[00:26:21] Diane Bealer: Your guests already know how to make themselves happy and it’s to get in nature. And there’s, yes, there’s insurmountable problems it seems like, but there’s already a community that wants to help. And it has just been a life changing experience for us. So I would just wanted to encourage people who are thinking about it or people who are just starting that it’s so worth it.

This is such an amazing opportunity and such a great community to be a part of. And just don’t give up.

[00:26:54] Rafael Correa: Yeah.

[00:26:54] Diane Bealer: Because you make… in three years, I might have… I might just start another one. My husband doesn’t even want to think about it. But I’m already like, I would totally do this again.

[00:27:03] Brian Searl: Was that him laughing in the background there?

[00:27:06] Diane Bealer: No. He’s… he can’t be on the podcast because he’s still just a little bit burnt. He’s gotta… he’s gotta wait… he’s gotta wait a little bit.

[00:27:14] Rafael Correa: Yeah, he’s got to process through it. You know, that’s fair. And I Diane, I think you brought up a tremendous point that kind of really circles us right back to what Brian was talking about of what happens if we’re down 10%. And I think that what insulates our industry from those more violent swings that when… which I say are… I call them catastrophic and they need to be… have outside influence to happen largely, is because of that community that you’re talking about.

It’s because we are… and I come at this from the RV side specifically because the RV world and the glamping world to some degree, but definitely the RV world, it is a lifestyle. It is a hobby. It is a passion. It is not… and being outdoors for many people is a passion. It’s a lifestyle, it’s a hobby.

And for that reason they… you get these instant communities on these camping and glamping and RV resorts because all these people, they may not know each other from Adam, but they know they love this one thing and that becomes this kind of unifying spark that is what gives birth to community on these properties which is makes us totally unique, makes us totally different from every other real estate asset class that exists.

And for that reason, I just would… that’s why I’m like so like, Brian, it can’t hap… won’t happen. Sorry. And that’s my basis for that. Of course, it’s a theory, but that’s my theory.

[00:28:36] Brian Searl: I think even if it does happen though, like it’s a temporary thing. And I’ve said this, I don’t know if I said this to you Scott, but I’ve said it to other people before. Like I… I view outdoor hospitality as one of the single biggest, strongest asset classes for the next 30, 40, 50 years.

Primarily because we’re about to be flooded with a bunch of AI slop and fake stuff and videos and it’s just going to drive people more to the one place that AI cannot replicate, which is sitting by a river or underneath trees or wherever else. And that…

[00:29:03] Rafael Correa: That is assuming we’re all not living in a simulation currently. But we’re gonna… we’re gonna default to an assumption that we’re not, but…

[00:29:10] Brian Searl: We are living in a simulation, but the trees are real and we can smell them still and experience them. So just… don’t ruin it, Rafael. Just saying, we don’t know that it’s not a simulation.

[00:29:19] Diane Bealer: So… yeah. I’m a very firm believer that outdoor hospitality is the oldest historic way for people to reset. Right? It goes beyond the history of every other human activity besides maybe hunting.

[00:29:39] Rafael Correa: That’s right there with it. Yeah.

[00:29:41] Diane Bealer: It’s in our very natures. Like scientifically proven, that’s the fastest way to calm a human down is to get them outside. Just get there somehow.

[00:29:54] Brian Searl: Unless they’re Gen Z, but we’ll talk about that in another show.

[00:30:00] Diane Bealer: So… sorry. Even if it’s a slight slump, this industry… I don’t feel like this industry is going anywhere. Even if there’s slumps, even like peaks and valleys, that’s just part of the naturescape. Just comes and goes.

[00:30:16] Brian Searl: Things go up, things go down, we innovate, we fail, we succeed, and we make it better and… But yeah, I think of all the things I step back and look at and you guys know how deep I am in AI. Of all the things I step back and look at and where I think the world’s going, I think this industry is one of the most perfectly positioned ones in the world. IF people are willing to pay attention and adapt to what’s coming, whether that’s long term or more affordable housing like Sun says or whatever, right? Wherever that goes.

I think it’s going to be a greater sense of community and a greater sense of enjoying nature and I think that as a consequence almost of AI, it’s going to drive more people to our business. I think it’s going to be great. So. I’m looking forward to that. All right, do we want to dive into a pricing report?

[00:30:58] Rafael Correa: Yeah, let’s do it.

[00:30:59] Brian Searl: All right, so Jessica is going to share a screen here. Little bit of context just a brief for those people who haven’t… who haven’t downloaded this, seen this, or… I don’t know if I’ve really ever said this publicly, although I said it on the call to a couple people. We… I put this together, it took me like obviously two and a half months, but I put together all the data behind it in five to seven days, I think. And then it just took me a while to get the frontend work done.

But we were looking at the industry and we were saying like there’s… and you all know how much I iterate back and forth with AI. But we were looking at the industry and saying there’s these great reports from KOA. We’ve been doing reports for a number of years with Scott for MC Hospitality Highlights. We’ve had Simon on and he’s shown us some of the great reports from Europe and what Pincamp does and what Septeo put out and other things.

And obviously we have these other… I’ll call them smaller studies from tangential players in the industry like The Dyrt and RMS and obviously Campspot does a great job putting out a lot of their analytics and data and things like that. But the one thing that… I put all this into AI and I’m like, what are we missing as the industry?

And the first thing it spit out was pricing. Nobody has ever done anything with pricing. And so I iterated back and forth, this is over my Christmas week vacation when I get most of my stuff done. I iterated back and forth and I’m like, how can we actually provide valuable pricing data to people if I’m not like a Newbook or a Campspot or a something like that, right? And I don’t have the actual inventory data.

And this is what it… like for a large part like it came up with. It wasn’t a five minute conversation, this was hours and hours of us iter… of me iterating back and forth with AI and saying like, how do I do this? What can I do? Okay, if I get this data, how much data do I need? What do I need to collect? Where do I put it? How do I categorize it? How do I then put it into a database that can be sliced and diced into all these charts that you see available to you?

So it’s not just gathering prices, it’s what do those prices tell us? What do the site names tell us? What do the locations and tell us? And putting it in that database enabled us to do all that stuff in an organized way. So I’m interested to see what you guys would like to cover here. What you think our audience would find valuable because again I don’t want to spend 30 minutes going through every page of this report. For those of you who have read it, what are your current… or some of it, what are your current takeaways?

[00:33:11] Rafael Correa: I can tell you from my perspective, especially even in the summary points, Delaware and Maryland are two markets that we pretty much manage virtually all properties in those markets, if not all of them. And so it was… was excited to see that we were topping the charts on ADR.

[00:33:30] Brian Searl: And that mirrors your experience? Like your…

[00:33:32] Rafael Correa: Yeah, I mean definitely. Maryland and Delaware beaches are very unique. And just to give some context everybody who’s seeing it, the reason for that is we’re pulling from Pittsburgh, Philadelphia, Baltimore, Washington DC, Richmond. You have so many drive… significant MSAs that all kind of filter down into those two beaches.

And so that is there… there is a probably a significant supply and demand imbalance because both Delaware and Maryland are extremely difficult states, especially coastal. Whether you’re on the Chesapeake Bay or on the ocean side, those districts are incredibly difficult to get new projects entitled in.

And so you have a supply restriction, you have a significant markets that you’re pulling from to… that are feeding this particular market and so you have a situation where I think demand is outweighing supply and you’re getting that… what you’re seeing here is a large result of that.

[00:34:32] Brian Searl: Scott? What do you think?

[00:34:35] Scott Bahr: Yeah, I think for me some of the things that people might be interested in are what you and I discussed at length going through this was some of the lack of disparity in some of the findings. Like on versus off-season, pull through versus back in sites, stuff like that.

The narrowness of the gap was something that to me, like in all the research I’ve ever done, like I don’t do this kind of research, but I ask people what they think of this stuff and the demand for obviously on-season stuff where everybody’s booking in advance to the type of sites and what they really want and they’ll change a campground if they can’t get the site they want. And then you see that in here it’s showing that in many cases the gap betw… in pricing is minimal.

[00:35:23] Brian Searl: Yeah, that’s… that… that’s what shocked me the most was looking at… and I know we’re… we’re experiencing an entry into this industry from more sophisticated players who have been here a couple years and or years in the case of Blue Water, right? But players like Blue Water and CRR Hospitality and Athena and all the people I’m going to forget to mention, right? But are entering into this with revenue managers on their team who are looking at these prices often for the first time when they acquire a campground or manage a campground that’s never been looked at before.

And so I look at what really stands out to me is the lack of difference in price between Tuesday and Friday. The lack of difference in price between July 4th and the week before or the month before. The lack of difference in price between pull throughs and back ins and that just speaks to me to rate management more than anything else.

And that shows me that even if we’re down 10% in camper nights, which is not going to happen according to Rafael, don’t panic. But that if you do smart revenue management, you might not be down in revenue. Is that fair, Rafael?

[00:36:27] Rafael Correa: I see… this is the part of the report I struggled with the most. You’re bringing up here because that rate differential to me was shockingly low. And it made me ask questions and so I went straight into like how we collected the data and the reality is if you’re rate scraping that like you’re not going to get a lot of long term stay data. You’re not going to get a lot of that. And… and because you also one of the summaries is that dynamic pricing has arrived. Okay, if dynamic pricing has arrived then how is there not such a delta?

Like I’m just looking at my Luray RV Resort for the month of July and I don’t have a… will… ability to pull in an average ADR. I know the average ADR for the month on the books today is $92. But the weekdays are in the… for this is for basically across all site types I believe. Let me just double check that. But the… the delta to the weekend is like another 25… 25 dollars to a weekend rate versus a weekday rate.

[00:37:28] Brian Searl: Yeah, and I think that… I think that speaks to like dynamic pricing is… has arrived, maybe hasn’t been adopted. Or if it has been adopted, it hasn’t been set up properly. Or if it has been set up properly, let’s be honest, none of our reservation systems actually have real dynamic pricing. Like… like Disney does or Delta does.

So I think that’s part of the reason you’re seeing that, right? I think people… the larger players who have revenue managers who have been working at this for a couple years aren’t reflected in this report as because the majority of people… like it’s an average, it’s a median, right?

[00:38:02] Rafael Correa: Yeah. But I also will tell you that’s probably why your Delaware and Maryland data stand out so much because almost all of that inventory is being managed by Blue Water. And I’m curious if you boiled down those markets and said all right in Maryland, Delaware, what were the… what was the delta weekend to weekday? I would venture to guess that that… whatever dollar something difference would be much higher.

[00:38:28] Brian Searl: I could probably do that for you. I don’t know if I could do that in real time on the show.

[00:38:31] Rafael Correa: No, that’s okay. But it just… it would… it would prove the fact that to your point that there’s still a lot of work for operators to do out there to maximize dynamic pricing and take some bets on themselves. Because I also… this is another thing and I’ll… I want to share this experience with everybody because I think this is important also for operators to hear and I think it relates to this and this is a hotel story.

So we have a hotel here in Ocean City, it’s on the boardwalk. We have these two giant concerts, one called Oceans Calling, the other one’s called Country Calling and they’re one weekend and then another weekend. And when that lineup drops for that concert, we see a tremendous flurry of booking activity. So people like buy their… they see the bands, they’re like, oh, I want to see them. The first thing they go book is their hotel because you can walk or ride your bike from this hotel to the concert venue.

Last year we got an incredible amount of booking volume and then we saw like almost 40% of it cancel out and then have to rebook and then… um. And so this year we took a bet on ourselves and we said we have a great product and a great location. We’re going to let everybody make reservations, but you’re going to have to put a one night deposit non-refundable.

And nobody else in the market was doing that. It was just us and it was just specific to that weekend. This is what I’m talking about, knowing what your product is and betting on yourself and taking a chance.

And theoretically, if we were wrong, right, people would have not booked us. They would have booked the neighbor because it was refundable and they didn’t have to commit per se.

[00:40:01] Brian Searl: Yep.

[00:40:02] Rafael Correa: But I’m happy to report that we did not get the same volume, but we got a really… we probably got 80% of the volume we got last year, but everything we got now has at least one night completely non-refundable.

[00:40:16] Brian Searl: Yeah, I think it’s… you talk about betting on yourself, that’s important. I think the other issue with this data and being actionable is that we didn’t… for one we didn’t have any pricing data before this really that was comprehensive, but two, there’s still so many data gaps that exist between hotels and campgrounds. Whereas hotels have had like really strong revenue management numbers and demand factors and shopping ratios and all that stuff for 30 years, we’ve still don’t have that in that industry.

And I don’t… like there’s good companies like Scott’s putting out good data, we’re putting out good data. There’s sites like RV Park IQ that provides some things for investing and feasibility studies and stuff and Sage obviously puts out some good data. But I don’t know that there’s still enough push toward what all can we gather? What all can we monitor? What all can we look at? What all can we capture to actually give people the same numbers that the hotel industry does?

[00:41:08] Rafael Correa: And it’s hard too. And I’ve… the hotel industry has a couple other benefits that we have density in markets that RV resorts almost never have. We have… they have consistency of product and the fact that these brands exist also create a tremendous amount of standardization. A Fairfield Inn is a Fairfield Inn almost anywhere you go within a margin of error.

So like that a… that creates a lot of ability to compare to normalize data. We are always going to be more spread out and harder to say this RV site is equivalent to this RV site. And for that reason, it’s always… even on its best day, let’s say you had every bit of data of booked business, you would still be limited in your ability to use it the way the hotels do it.

[00:41:52] Brian Searl: For sure, yeah. But I again, we I think…

[00:41:54] Rafael Correa: Better than where we are.

[00:41:55] Brian Searl: Yeah, we’re missing 90% of that data. So if we had 50% more of that 90%, then you could make at least more educated and informed decisions, right?

[00:42:04] Rafael Correa: 100%. 100%.

[00:42:05] Brian Searl: Yeah. That’s the one thing that like we down in further in this report we looked at the actual site names of some of this stuff, right? Waterfront, beachfront, lakefront, VIP, luxury. And these are all things that like maybe they are really VIP? Maybe they’re not? Like it’s what the owner chose to call the sites, right? And you can call your site anything you want in Campspot or Newbook or whatever. We all know the dearth of RV resorts out there that are not really resorts. But call themselves that. And I think…

[00:42:33] Rafael Correa: You’re bringing up a great point, Brian. And I’m really curious Simon’s perspective on this because site naming and site maps and how you’re selling it to that guest before they get there… Simon, have you seen some best practices or things that work better than others when you’re building these site maps to capture that… that price differential?

[00:42:51] Simon Neal: Yeah, we see we have customers who enjoy doing maps for and some we don’t. The biggest reason we don’t is because they completely confuse the sale of their product. So you end up with a massive range of different options.

[00:43:04] Rafael Correa: Too many site types.

[00:43:06] Simon Neal: Yeah, like just complete shotgun on the wall and you have no idea what you’re choosing. And they’re changing site types based on a tiny amenity difference. So I think simplicity in your communication of your product is really key. And then throughout the customer journey you can upsell specific things but simplify, make it descriptive, make it relevant and don’t try and trick and confuse or overcompensate with descriptions of things because it just doesn’t work. Yeah.

[00:43:34] Rafael Correa: If you have 200 sites that are all one of one, it gets to be very hard to sell because you’re… the… it’s like going to the grocery store and having too many options.

[00:43:43] Brian Searl: We found a reservation system that did that by the way when we were looking at this pricing report. I wasn’t one I can’t remember what provider it was. It was one of the smaller like software providers. Had all 220 sites listed or something like that.

[00:43:54] Rafael Correa: There’s places where it makes sense. If you’re a super high end glamping resort and each one of those things is a bespoke custom thing and you’re charging a super premium dollar, you may like the way this one looks versus that one looks but they’re both a king bed and you’re both going to get a premium experience, then they’re the same thing, right?

[00:44:09] Brian Searl: Yeah, no, this was literally RV site-42, RV site-43, RV site- yeah.

[00:44:15] Rafael Correa: And I… that’s kind of goes back to what I was saying. What do operators need to be… they need to have that blocking and tackling figured out. And that… and I will tell you that 99.9% of what we end up doing as Blue Water when we take over a property is reconfiguring the PMS system into something that we know works from the various trial and error that we have done.

[00:44:37] Brian Searl: How do you balance that… how do you balance between what Simon is saying between simplicity and complexity? Because I feel like it’s not just one or the other. It’s a… it’s obviously property specific, right?

[00:44:49] Rafael Correa: It’s a balance. It’s a balance and you have to find… and to be honest with you, it’s an ever… one of the other beautiful parts about our business that I love is the… is the fluidity of the inventory, right? So I could have 100 RV sites, 20 cabins and 10 safari tents and next year I could be like I want to add more tents or I want to add more seasonals or I want to do the reverse. You can always… you can morph this inventory and we constantly are doing that.

We call it our highest and best use practice here at Blue Water. And so we do this analysis every year and we say, all right, here’s the sites that produce the most revenue, here’s the sites that produce the least. And we spend all of our time on that bottom 20% and think how we get them back to the top. And then we have a new bottom 20%. The old Jack Welch management method if you will.

And that is how we continually elevate these properties. And we’re also messing around with having… sometimes we find that we have too many site types and we have to narrow that down and simplify to Simon’s point. And sometimes we’ve oversimplified it, right, and we haven’t given enough stratification of pricing to appeal to different customers. And so we’ve had to go both ways with it, but it’s a matter of looking at the data, looking at what’s booking and then making educated guesses as to what the consumer would react better to.

[00:46:08] Simon Neal: Just a final point, a lot of it comes down to the experience in terms of product development. If you have things like drop lists or scrollable lists. If you have anything above 5 to 10 items in that list, it confuses the human trying to understand what the list is. So it’s just these basic user experience, product development guidelines and design structure.

[00:46:29] Rafael Correa: That’s a great point. It’s a great point.

[00:46:30] Simon Neal: That you then need to link to your economic side of it and get that balance right.

[00:46:34] Brian Searl: Too many choices is, yeah, overwhelming is what you’re basically saying, yeah?

[00:46:37] Simon Neal: Yeah.

[00:46:38] Rafael Correa: Exactly.

[00:46:38] Brian Searl: It’s the same thing you go to the grocery store aisle and there’s 60 different choices of potato chips you can buy. That’s why they all fight over the end cap because it’s easier to understand and buy from, right?

[00:46:48] Rafael Correa: Yeah. It’s always sour cream and cheddar, Brian. 100%. Always.

[00:46:53] Brian Searl: But which brand? You probably have 10 brands that are offering sour cream and cheddar.

[00:46:58] Diane Bealer: So I think an important thing for smaller owners to pay attention to is the questions your potential customers have or that your guests have. So if they have to ask more than one question and it’s not answered in the process of booking, they’re not going to book. So they shouldn’t be asking questions and be left wondering what the answer is. They shouldn’t have to call you to figure out whether or not they’re going to get what they want.

So anytime a customer or potential guest asks a question about the process, it needs to be answered during the booking process. They shouldn’t have to ask a question to you.

[00:47:43] Brian Searl: Yeah, before or during. Yeah. Before or during, for sure. Or at worst case like after, some things can be answered after in a pre-arrival email, but I’m generally with you. Like, yeah.

[00:47:55] Rafael Correa: Yeah, the… it’s the… it’s those questions that are really going to make or break that booking decision is what I think Diane’s referring to. And I agree with you. And it needs to be told through pictures, it needs to be told through descriptions, through maps. There’s a… there’s the… there’s a… and the thing is you can’t over… get overly creative because there’s a way they’re used to seeing it. And if they have to reconfigure their brain to understand how to get that information on your site, it’s just gonna be that much more difficult.

[00:48:19] Diane Bealer: Yeah.

[00:48:20] Brian Searl: I wonder what that does to conversions when people no longer have to navigate different sites and they’re asking all the questions through ChatGPT or something though. Does that make it more likely to convert or less likely because they haven’t thought of the right question?

[00:48:33] Diane Bealer: That is a really good question.

[00:48:37] Rafael Correa: I don’t know if we know that yet, but…

[00:48:39] Diane Bealer: Yeah.

[00:48:39] Rafael Correa: Scott, what do you think, data guy?

[00:48:43] Scott Bahr: I’ll have to research that.

[00:48:45] Brian Searl: Cop out again.

[00:48:47] Rafael Correa: What do we keep you on the show for?

It’ll be interesting when I have my customers building agents to book their RV vacations. I will know we have arrived in a different time period.

[00:48:57] Diane Bealer: Then there… Oh, we are…

There are those options now to have an AI agent on your site answering questions.

[00:49:03] Rafael Correa: Yeah.

[00:49:04] Diane Bealer: So it’s interesting to see the metrics on how many of those are actually getting used and whether they’re increasing the conversion rate.

[00:49:13] Rafael Correa: Brian, you got any insight on that?

[00:49:14] Brian Searl: Yeah, I mean I… we’ve seen in our early data that it’s… I don’t know if you can say that it’s increasing the conversion rate, which is the difficult part of it, right?

[00:49:22] Rafael Correa: Yeah.

[00:49:23] Brian Searl: It’s the… it’s another touch point in the journey. It’s did the billboard convert somebody or did the Facebook post? Well what if they saw both? How do you attribute that correctly? We know for sure that there’s a ROI on it. There’s like a 10x to 15x multiplier on the cost of the chat versus the ROI gained directly through the chat because we track the reservations that are made only through the chat.

But whether that money would have happened anyway is hard to explain. Especially with a chatbot is that it’s on the website already. So would they have clicked the book now and booked through a Campspot or a Newbook anyway if the chatbot wasn’t there? Or did the chatbot cause them to book? Now the phone agent is a whole different story. That’s much easier because you’re calling on the phone anyway. That’s easier to generate ROI for, I think.

[00:50:04] Rafael Correa: And I… I… I’m curious, Brian, do you ever put together analytics on what questions are coming through? What is the… what trends of… I feel like your chatbot tools would provide tremendous insight if you were able to collate that data into how to… to Diane’s point, answer those guest questions upfront.

[00:50:24] Brian Searl: Yeah, I think we’re… we don’t do it yet. It’s on my radar, especially since I started doing this report and Scott will tell you this, I’ve been obsessed with data lately. There’s a lot of things you’re going to see come out. Rafael, I sent you an email that you can’t talk about, but that email that I sent you in Greg there today is one of the things that we’re working on or have been completed, right?

[00:50:43] Rafael Correa: Yeah.

[00:50:43] Brian Searl: But we’re very interested in providing more data to the industry. And I think we have the unique capability to do it now where we never ever did before with AI. And that’s going to be part of what we’re looking at is not… like Scott did a great analysis with us two years ago about reviews and the words that trigger people and things like that. We’re… we already have a library from this report of, I think it’s like over a million reviews that we can run an even deeper analysis on.

We’re going to start feeding AI chats and AI calls into databases to run those kinds of queries and surface that kind of data. So there’s… and there’s like a lot of other things I would love to talk about, but you’ll see them released soon.

[00:51:21] Rafael Correa: And I can tell you from my standpoint like cause that’s one thing you would lose in a human call center, you would never be able to truly quantify and identify here’s the top 10 questions in a way that you could act on.

[00:51:32] Brian Searl: Yeah, for sure. Yeah, for sure that’s… we have all that data, we just need to put it in a place…

[00:51:37] Rafael Correa: Yeah.

[00:51:38] Brian Searl: …like where we can slice it and dice it and analyze it in a database.

[00:51:41] Rafael Correa: Yeah. That would be interesting.

[00:51:42] Brian Searl: That’s what we’re working at. Simon, you had some stuff that you were going to talk about with Europe real quick, right? Comparative?

[00:51:47] Simon Neal: Just… it was just a comparison. One of the things I took away is you have a massive difference between states in pricing. And what is driving that? And we see exactly the same thing in Europe. Except instead of states, it’s countries. And the biggest driver is geography and climate. So I don’t know if that’s comparable, but certainly for the average pricing, it’s basically the same between the US and EU.

I think you had $62 average site price and in Europe it’s 60. And we also have like almost 100% or double the pricing difference between the lowest average in a country and the highest. So those things are pretty similar, but I don’t know what you think about what drives that massive difference in price between some states and other states.

[00:52:34] Brian Searl: It’s geography like we said. Like it’s location and it’s geography and then it goes to like Rafael was saying with Delaware and Maryland, access to the beachfront, oceanfront. You live in Croatia, you know this, right? Southern coast of France when we went to Sète. Like it’s… that’s the primary number one drivers, but obviously everybody can’t move their campsite there. They can’t get permitting to open in Delaware. If they did, apparently they’d be hostilely taken over by Blue Water.

[00:52:58] Rafael Correa: Yeah. Manage everything in the state.

[00:53:01] Brian Searl: What are you doing here? You should have called ahead.

[00:53:04] Rafael Correa: But I think outside of that is just the opportunity here to let owners and operators see that this is the difference and it’s… there’s a lot more small things that whether you’re in Europe or the United States or Canada or Asia or wherever else, that if you look at this and really step back and understand that the minimal differences that you’re scared of doing, raising rates on a weekend more than $2 every year, is actually not a thing as long as you are either have the geography, have the amenities, are paying attention to the low hanging fruits and making the sites better like Rafael said every year.

Giving people a real reason to come. And I almost think that’s part of the psychology behind how people choose to name their sites and create so many different site types because they think just by naming it differently it will cause people to come and then they don’t have to actually put in the hard work. Not that’s a blanket statement on everybody or even the majority of people, but I think some people are like that. Would you agree?

No, I think you’re right. It’s demand drivers, right? Is… it is supply versus the demand, right? The supply of sites. And then third and the one that everybody controls the most is the operator. I’ve bought properties and doubled the revenue one year to the next and not changed a single thing. And it’s other than the pricing strategy and the marketing strategy.

And all three of… I… there’s… my favorite thing to find is one of those diamonds in the rough that the campground owner just took the easy way out and didn’t want to do the hard work around those facets of the business and left a ton of money on the table. I pay him a premium for it and my ROI is there immediately. So all three of those are factors in my opinion, Simon, on what really drives those giant differentials.

[00:54:43] Brian Searl: I think what we’re seeing here too is there’s a whole lot more diamonds in the rough.

[00:54:47] Rafael Correa: I think that’s a very fair statement, Brian. As that’s what the data does point towards.

[00:54:54] Brian Searl: All right. We’re almost out of time here. Any final thoughts? Or do you want to go around? Rafael, any final thoughts and where can they learn more about Blue Water?

[00:55:00] Rafael Correa: Yeah, final thoughts, man, I’m just excited about spring. I’m feeling that anticipation now of the spring season. We have a finally a warm day here in Maryland and quite honestly right around when St. Patrick’s Day rolls around, I start to get pretty excited about the… the next coming camping season. So I’m pretty amped up.

[00:55:18] Brian Searl: Awesome. And where can they find out more about Blue Water if they’re interested in…?

[00:55:21] Rafael Correa: Oh yeah. You can check us out on our website and that’s going to be bwdc. That’s bravowhiskeydeltacharlie.com.

[00:55:31] Brian Searl: Awesome. Thanks for being here, Rafael. Scott, final thoughts and where can they find out more about Cairn Consulting?

[00:55:35] Scott Bahr: Final thoughts. Just keep your eyes peeled for a lot more stuff coming out. I have some stuff coming out. Brian has more stuff coming out. We’re going to flood the… flood you guys with information this year. That’s our goal. Hopefully it will all be of use. But no, I think we have some really cool stuff that we’re working on. Some… I have some ideas, Brian has some great ideas and we’re really excited about that part of the business and what we’re working on this year.

You can go to cairnconsultinggroup.com. We have a resource library there. Brian has a resource library too of reports and such. Either one of those, if you’re looking for information, go to our websites and peruse the reports that are available.

[00:56:12] Brian Searl: And if you have any suggestions too, Scott’s always willing to listen to suggestions. I’m always willing to listen to suggestions. Raph, you had a good suggestion about analyzing the AI chats and calls. We’re already working towards that, but if you have more… anybody who’s listening, please send me an email, send Scott an email. We do things together, we do things separately, but we’re all listening and we all want to make this industry better together. So the more feedback that we get, the more we can do.

And send me that… send me an email, Rafael, about Maryland and Delaware. I’ll pull those numbers for you. We have them all. We just… we only broke apart the top three states at the bottom because we didn’t want it to be a thousand page document.

Simon, final thoughts and then where can they learn more about CampMap?

[00:56:46] Simon Neal: No, just well done on the report. Amazing piece of work. So good job on that. And yeah, you can find us at campmap.com or find me on LinkedIn, reach out. It’s quite easy.

[00:56:58] Brian Searl: And Diane, last but not least.

[00:57:01] Diane Bealer: I just think this report’s amazing. It’s great and valuable resource. And I mean you can follow Little Village Retreat on Instagram, Facebook, and LinkedIn. But watch for that to change because it’s probably… our next adventure will probably be something that comes out of those pages.

[00:57:19] Brian Searl: We want to hear about it when you do. Make sure you follow up with us, okay?

[00:57:22] Diane Bealer: Perfect. Thanks guys.

[00:57:24] Brian Searl: And let us know how your kids are doing too because we want to know the next… we want to say we knew the brilliant people before they became President.

[00:57:29] Rafael Correa: Realers. So yeah.

[00:57:32] Diane Bealer: Send you a picture of the sauna finished product.

[00:57:35] Rafael Correa: Please do.

[00:57:36] Brian Searl: All right. Thank you guys for joining us another episode of MC Fireside Chats. There is no Outwired today. Scott and I are just too busy to do the show today and we have some other commitments, but we’ll be back maybe next week, we’ll see. I’m going to be in Wisconsin for the WACO show. So we’ll see if we do it live there. But other than that, we’ll see you next week on another episode of MC Fireside Chats. Thanks guys. Appreciate you watching.

[00:57:54] Rafael Correa: See ya.

[00:57:55] Simon Neal: Bye bye.