Rick Cromar:

Well, let's dive in. Super excited for those of you. This is our very, very first partner program webinar for LiveView Technologies and for those of you that are just joining us, LiveView Technologies has been around for a little over 16 years now and they have grown organically over the last 16 years and have picked up some of the largest retailers in the world, here especially in the United States, Walmart, Lowes, Home Depot. And so a lot of these units you've seen in your neighborhoods, like your Kroger grocery stores across the nation, and so we do a lot of deployments for security companies, municipalities, government, we do all the verticals that you can possibly imagine, oil and gas, emergency and response, government, retail, and it just keeps getting bigger and bigger and bigger. And so you're going to continue to see these units deploy across the nation as an alternative to traditional security measures and it's just been an incredible thing to see happen.

We have over 5,000 units deployed nationwide currently and realistically we're in the infancy of what this really is going to turn into. So here today we have Jason Young with Roberts Hawaii and we've been working with Jason for, gosh, a little over a year now in bringing this together. And then we also have Ben Shaw here with Shaw Security Solutions and they're out in Louisville, Kentucky. And so we have two different models here today. So Jason Young, they decided to roll with our reseller partner program and Ben Shaw decided that the best solution for them was our dealer model. And so they are two totally different models and we're going to dive into that today for those of you that are curious in what it looks like in becoming a partner of LiveView Technologies.

So let's start with the reseller model. So the reseller model is a true reseller model where you are purchasing the assets, you own them now, and then you are controlling the entire customer experience. You carry all the liabilities that come with it, and so you're also on the flip side of that, able to control your margins, but you're responsible, like I said, for that entire customer experience. So Jason and Roberts Hawaii, I'm going to let Jason speak to Roberts Hawaii, but they've been around for a long, long time. They have a very strong presence over all of the islands. They manage a fleet of more than 50 million in public transportation. So if you've ever been to Hawaii and you've been over to the Polynesian Cultural Center and have been on one of those buses, that is Roberts Hawaii. So let's turn over to Jason really quickly.

Jason, give us a little bit of insight of Roberts Hawaii, what you do. You guys do a lot of fleet management. You understand what it truly means to own the customer experience, own that fleet management and be able to receive the units, deploy the units, set up the units, respond to the customers in a timely manner. It's a total different experience than any other type of program. So do share that with us.

Jason Young:

Sure. Thanks for having me on this webinar this morning, and I just want to wish everybody aloha. Hope everybody's keeping safe out there.

Rick Cromar:

Aloha.

Jason Young:

And if you're traveling to Hawaii, bring some sunscreen because extremely hot. So when we looked at LiveView Technologies as a company, I discovered that the product itself was different from the other companies that I did do some research with. It mainly had to deal with the people that I encountered, like Rick Cromar, Amanda as well, and in developing a little relationship with them in the beginning kind of enabled me to make a better decision when we were looking at which model to bring into the islands. It was really simple and we immediately went after the reseller model simply because we wanted to control the way that we took it out to the customers. Being that we've been in business for 78 years in Hawaii, we did have a large base and a pretty healthy contact list.

But backing up just a little bit more, we've also encountered a lot of problems within our company in regards people stealing stuff off of our vehicles. We have a fleet of over 900 vehicles in our fleet statewide, and we have different base yards with incredible amount of assets in those base yards and people like to come in and help themselves in the middle of the night. So the system itself proved to be one that deterred theft as well as it allowed me to see what was going on in the base yards when nobody else was up. Again, there were different companies out there and after researching which company to choose to start developing another business line for us, we immediately went to Liveview. The reseller program is simple. It allowed us to manage our new business entity in a way that we wanted to manage it.

We'd had set out pricing models, long-term, short-term and went out with the mindset that the customers were actually dealing with Roberts Hawaii through all of the agreements that we created as well. Even though LiveView was the support for the actual product and the software, it was a pretty seamless way to do business for us, even though there's some capital investments that we made as a company to purchase units either to have on-hand and inventory as well as to utilize in our own fleet, it kind of made sense for us to use a reseller model.

As well as when we were going into the new program, of course there's little hurdles here and there, but they were easily to overcome. And being in business for the length of time also helped us with the customers that we were dealing with and the trust level that they have within us. We wouldn't bring in a product that wasn't going to be a seller fit for everyone. So I think the reseller program for us was immediately the way to go.

Rick Cromar:

Awesome. Thank you Jason. So when we went to Hawaii back in October, me and Amanda and you brought us on site, you took us on a tour of your facility and you guys run a super clean operation. I mean, everything's in line, tools are put away, nothing's out, there's no messes anywhere. You have the ability to store units where they need to be stored when they come off of their subscription with your customers. You guys just run a really clean operation and so immediately when I was walking through there, I knew these guys are going to be a true reseller and that's really what we're looking for in the reseller model. Somebody that has the ability to take ownership and also provide what we would like to call the LVT experience. So even though you're the reseller, you own the product, we're still vetting you guys out to make sure that you're going to represent our brand the way that we want it represented. At the end of the day, can you service the trailers if a unit goes down?

The answer is absolutely yes. Your guys, your team that we got to meet, just incredible professionals on that level. People that you would think, hey, these guys are mechanics, they're underneath the buses, they're doing these types of things, but reality is they have this experience that translates from everything that you guys do with fleet management, it translates into the deployment and setup and take down of these units in a way that other people probably just can't do unless they're going to hire and train and bring on all sorts of different parts and pieces in that type of asset management. So that's been an awesome experience.

How do you see LiveView technologies transforming or enabling Roberts Hawaii now that you guys got the motion going, you've got several units now deployed and purchased. Where do you see this going for you guys?

Jason Young:

It's a different division for us. We're in the transportation business and now we're in surveillance technology that's in the 21st century. It's kind of fun. It's going to be a real eye-opener for a lot of people. Here in Hawaii, people realize what we do as a transportation company, but now we're opening up new doors and that's the fun part about being in business is to create those opportunities. And as you know, when Covid hit, one thing that Hawaii did suffer the most was the travel industries got cut off. What we had to do is we had to think of new ideas and develop new opportunities to offset the loss of a lot of our business lines with the travelers itself. So this creates a great opportunity.

You got to want to love technology and you got to want to love how people need to solve problems and the LiveView Technologies coming in with a camera system that's mobile and portable and you can put eyes on a yard or a facility or a parking lot and help solve those problems. The simple catalytic converter for us is about a $1,700 repair job and all of last year, I probably lost 35 of them.

Rick Cromar:

Wow.

Jason Young:

Since I got cameras in our yard, they can't seal the converters anymore because we're watching and those strobe lights going off and on is not fun to be looking at when you're trying to steal something because you know something's happening. So those problems we let you solve, right?

Rick Cromar:

Yeah. You had a couple of really immediate... You had a couple of situations where when we deployed those units to your potential customers, we were able to catch some incidents immediately.

‍Jason Young:

Yes. If the cameras weren't there at that time doing its job, we would've never saw what we seen. And that was guys stealing cars right out of a lot, and the way they did it was kind of interesting and the cameras caught it all. And the customer was really, really happy that it was like a peace of mind. We know how they're doing it now, now we're going to create the countermeasures to stop that. Basically they found their weak points in their yard, but without the cameras there, they would've never known how the guys were getting in. So again, this is a solving problems.

But I did have a good opportunity yesterday to do a setup and a breakdown and it took 20 minutes for our team to do a complete setup and breakdown, and that's how quick and easy we could solve problems by dragging a unit out to a lot and setting it up and the 20 minutes was set up and breakdown from start to finish, that quick. We like that. We like quick, we like fast.

Rick Cromar:

Yeah. And so do our customers, right? Because when a lot of these big retailers or critical infrastructure, some of these places are literally out in the middle of nowhere, for them to drive and build out a fiber optic network or anything like that, it's going to cost millions and millions and millions of dollars to do something like that. So this really allows the customer to be able to go out and just easily, like you just said, throw up a unit in 20, 30 minutes, multiple across different locations and have them completely up and running and it makes you look like the rock star, right, as the reseller, as the somebody who's providing an incredible solution for your customer. So that's awesome.

So just a quick recap then on that. The reseller model, again, you take full ownership, you're outright purchasing the unit, so we want to be able to vet your company out and make sure that you are the right type of company that can support a model like that. And then we can dive into some of the nitty-gritty stuff later as far as pricing and cost of units, and that's something that we break down personally. So if we want to go that direction, we're going to make sure we get you an NDA, a non-disclosure agreement to sign and then we can sit down and hash out what that looks like. Thanks so much for your time, Jason. We'd love to have you hang on just a little bit in case we have any additional questions from some of our viewers here today.

So Ben, let, let's jump into Shaw Security. So Shaw, man, you guys have come in here as a security solutions provider. You guys have your own little thing that you guys do called the Shaw 360, and you could speak to that a little bit, but the LiveView Technology platform, when you guys were looking around and looking at options, first of all, tell us how you found LiveView Technologies and how your relationship came to be. That'd be really cool to share.

Ben Shaw:

Okay, well let me start out. First off, we kind of developed our own thing at first, but the technology wasn't there. We weren't that advanced as you all were with applying the VMS and the command center and having those intrusions. We had nice live feeds but no alerts or anything was coming in. So at that point in time we said it's time us to look around. So got on the internet, started Googling everything. Started pulling up multiple companies. Me having a military background and being in the man guarding for over 20 years and not installing cameras but actually working with installers for integrations and cameras, I kind of knew what we were wanting to see. There's a lot of stuff out there, but LVT kind of had the pros all the way through. Okay. I never had an issue. It was actually funny because on Saturday I sent a message in just to inquire and James actually responded to me on a Saturday night about it and asked me what I was looking for and it was on from there.

James was great with getting us what we wanted from a standpoint of seeing what the platform was, setting us up with a demo, testing it out ourselves a little bit, kind of playing with it before we actually got involved with it, which was really nice. And it fit our platform, what we were looking for. One, the quick deployment, the small footprint when it is deployed, the visibility of it for that visible deterrent, just like Jason's saying, the strobe light capabilities on those things, that's a deterrent itself. You put those strobe lights on and everybody sees them and they start walking the other direction.

On the other phone/foot though, it actually attracts people. We put these in a shopping center and literally people parking their cars kind of come to it to park for that security of it. The bad guys, they see it, they go the other direction. That's the other thing. But James was very instrumental with getting us the information we need, answering the questions that we needed. Him and Celeste at the time was very informative during that process.

Rick Cromar:

Awesome. When it comes to the dealer model, the dealer model is a little bit unique. You can be super hands-on. So typically the type of dealers that we see that are super hands-on are companies like yourself that are a security company. So if you're a security company where you're a little bit more involved with the end user, great. Be involved as much as you can be. In the dealer model, how it really works is LiveView Technologies will initially, especially initially, we will run the sales motion from soup to nuts. And so realistic, what we're looking for in the dealer model is for like you and your sales reps that are out there pounding the streets, talking to customers, your current customer base, we're really looking for you guys just to really warm up that relationship, help them understand the LiveView technology platform, and then pass off that opportunity over to LiveView Technologies.

We're going to assign an account executive like James to the opportunity and then they're going to run that with you or with your sales reps all the way to the finish line. Then we will bill the customer directly. That really alleviates you from having to go after the billing motion of that. We'll take care of that side of it and then we pay you a healthy commission, right, based off of the opportunity on what it's sold at. And so your commission structure is anywhere from 25% down to 5% and everywhere in between and all that's going to be tiered and based off of how many units did they roll with, the amount that we're moving it at per month and the length of the contract. Is it 12 months, 24 months, 36 months, and that will all impact at the end of the day what you and your reps are receiving as far as that commission structure goes.

So that's how that process works. Liveview Technologies is responsible for the customer experience. We're responsible for deploying the units. We do allow our dealers the option to act as a service arm and an install arm as well. And I think that's really the motion that you guys are super involved with as well. How has that worked for you guys, Ben?

Ben Shaw:

That works out great and I appreciate you bringing that up. Our part of that, let me backtrack-

Rick Cromar:

I'm sorry, you're on mute.

Ben Shaw:

Am I muted? Can you hear me now, Rick?

Rick Cromar:

Just one second. Dave, can you make sure he's not on mute? I can't hear. Let's see. Can everybody else hear him? Maybe it's me.

Ben Shaw:

Yeah, Jason's got me.

Jason Young:

I can hear Ben. I can hear Ben.

Rick Cromar:

Give me a thumbs up if you can hear Ben. Okay, go ahead Ben. Looks like it's me.

Ben Shaw:

Okay. No worries, no worries. Bring it up that point. Let me talk about Shaw Security Solutions a little bit. We're a man guarding company. We run about 8,000 manpower hours out of Louisville, Kentucky. Roughly about 300 off the security officers. We looked at LVT from a standpoint of reducing manpower hours, allowing the security officers to basically focus on other areas but enable them to actually respond when needed, and LVT had that platform for that. Us being involved, we are involved a little bit more and I appreciate LVT allowing us to do that, where we will actually set up the initial-

‍Rick Cromar:

Just one second. I'm having an audio issue here.

Ben Shaw:

Okay.

‍Jason Young:

I got you loud and clear Ben.

Ben Shaw:

Okay. So I was going to say, Jason-

Rick Cromar:

Okay, we're good.

Ben Shaw:

All right. Headset malfunction.

Rick Cromar:

Yeah.

Ben Shaw:

Yeah. But going back to us being involved, I like the platform that on the dealer side is where we set up the initial information to the client, to the end user. We gather what they're looking for, kind of focus on their needs and wants, and then we kind of pass that on to Ben, James or that sales team with LVT and LVT takes that part and runs with it. It doesn't separate us after it's sold completely. Where we come involved with of getting it deployed to the end user and setting up for them. I like doing that just because that's the fact is that our name's on that as well as LVT's and it allows us to set those parameters and we're boots on the ground versus not being boots on the ground and we're able to set those parameters up and set that unit in the right spot.

Sometimes clients don't have the security mindset or what they're really looking for. It's just like, "Yeah, just put it here." So every client that I've deployed to so far had an idea where they wanted it and then when I talked to them about better options of where we get a better field of views from the cameras from the left to and thermals and so on, they look at it and say that makes a lot more sense. So us being boots on the ground to help deploy those, I think that's instrumental [inaudible 00:21:38] to do that, which is very appreciative.

‍Rick Cromar:

Awesome. Yeah, if you're looking at the dealer model, you can be super hands-on like Shaw and their team or you don't have to be involved really at all because LiveView Technologies will run that entire motion. So really just we're going to take a look at your company, we're going to take a look at what it is you're trying to accomplish and then we can kind of go from there. So what other key things do you want to add on to that, what it's been like for you guys to be a dealer and how do you see this impacting Shaw Security as you move forward as a security company?

Ben Shaw:

Yeah. The impact of partnering with LVT as a dealer in Louisville, Kentucky is tremendous. This separates us from our competitors. When we're going up against the major players or a local company and we're able to bring this out of our toolbox and say, this is a platform we have, we're able to reduce the security officer, if they're running two officers per shift, we're able to reduce the security officer down to one security officer, deploy an LVT unit, 90% of the time we're going to save them money off that as well. Incorporate that with Shaw 360, that's us doing monitoring patrols, the audio announcements and so on through the unit, it's tremendous. It separates us from everybody else in this market.

It enables the officers that are on the ground to focus on other areas. They can do temperature checks, they can do scanning inside the building instead of doing those nightly patrols on the outside. LVT does that nightly patrol on the outside. We incorporate it with virtual patrolling. We'll tap into the cameras at night and do a virtual patrol on certain locations, even though the system's already doing it every five minutes pre-programmed, we go in there and take it a little bit farther and gather that from a human eye element to see what's going on as well. It's made us a true integrated guarding company. There's a lot of companies out there that says they're integrated, but we are a true a hundred percent integrated guarding company with LVT being on board.

Rick Cromar:

Awesome. Well, we are super thrilled with both of the way you guys run your businesses. I mean, Ben Shaw, you guys are just really going after this in what I've never seen. Jason, working with you, it's a pleasure. You're just one of those guys where it doesn't always need to be like, "Well, that's not in the contract or that's not my role with you guys." And it's like, "Hey Jason, do you mind running this unit, setting it up and taking it down and helping us out?" And this was a request that we just talked about yesterday. It was outside of the reseller scope, but the way we get to work together as a partner, it's really a true partnership and that's what we're doing here. This is a brand new program as far as the channel side for LiveView Technologies. So even they've been around for 16 years, this motion is brand new.

And so we're still working out a lot of the kinks today and we will continue to work out a lot of the kinks over the next several months as we continue to develop this program and add new types of resources like a true partner portal, which we're working on literally right now as we speak. And so you guys have just been phenomenal to work with through this process as we start to have this thing come to life.

So with that said, in the dealer model, so a couple of things that we just want to recap on, in the dealer model, you guys are warming up those leads for LiveView Technologies to run with. Now, one of the questions that might come up with is down the road, Rick, because we're so hands-on, will we always need to work with a LiveView account executive? What if we understand the sales motion? What if we understand the pricing motion, all of that? At some point, can we just run this from soup to nuts on our own without needing a LiveView account executive? At some point, absolutely. Right? We want to enable you to be able to just submit the order, have it go through to our implementation team, and then it just gets run and set up from there. But initially where this is all brand new, everybody's learning together, we want to definitely assign an account executive to work directly with you and your team to make sure that nothing is missed and that the value's created on both sides and that everything is represented properly.

Any other questions that you guys might have or that you'd like to share in regards to your experience and how you see this impacting either of your businesses? I think we've hit it pretty good.

Jason Young:

Yeah, thanks for the opportunity, Rick and LiveView. Really appreciate it. We're looking forward to moving down the path and looking forward to the new technology that LiveView is going to be rolling out. It's always exciting to hear about the new stuff, but more importantly, the relationship base for what we're doing with LiveView as well as the customers is a really nice fit. Everything's been really good from the start to finish with the support team. And then of course you Rick and then Amanda in the background as well. Appreciate it. Thank you.

Rick Cromar:

Awesome. Thank you. A question that just came in is how soon do commissions get paid out on the dealer model? That's a really great question. So what we're doing with that, this is a paid on paid type of a commission. So if the customer pays us a year in advance, then you get paid that upfront. If the customer signs a 36-month agreement and it's month to month, then how it's going to work is if they paid, let's say today's July 1st, and they'd make that payment on July 1st, you would see your commission from that at the end of August. So it's the following month, the end of August. So we're still working on all those pieces, but that's how that'll be paid out.

Another question that just came in, how quickly does LiveView, how quickly does LiveView Technologies turn a unit around to a customer? So it's a case-by-case scenario. What we want to do is set proper expectations for the customer. So we like to say two weeks, but in some cases we can turn it around in three days. But we do want to set up the proper expectation for the customer because we're looking at our units where they're at nationwide, and we may have a unit that might be the next city over. We may have a unit that might need to come all the way from Orem, Utah or across the country. And so we're always looking at our fleet and what's available and then able to roll those units out there based on availability.

Let's see here. This is an interesting question. What if I just have a one-time referral here and there and I'm not really positioned to be a dealer? That's a really great question. We also have an affiliate program where if you don't see yourself wanting to spend marketing dollars, push the LiveView technology brand, but you do run into a customer here and there, we have an affiliate program where we can give you a one-time referral off of that. So that would be a different conversation that we can have. But that's a really great question.

Looks like that is all the questions for today. So we are super excited to roll out this program. To all of you out there that are listening to this, if you have any questions or you want to inquire more, please shoot myself an email. As you can see on the screen, rick.cromar@liveviewtech.com, you can also drop my phone number down. That is my cell phone number, so it's (801) 397-2222. Just be considerate of the time in which you do give me a call, but I'm always happy to pick up my phone. And I am Mountain Standard Time. So any other questions? Looks like that is it. Thank you so much, Jason. Thank you so much Ben, and we look forward to kicking some serious LVT butt with you guys.

Jason Young:

Aloha.

Ben Shaw:

[inaudible 00:29:44]

Rick Cromar:

Aloha. All right, see you. Thanks, guys.