S1E7: StayPut

In this episode of The Konsole Podcast, we interview the CEO of StayPut, a software company that is making your event experience much more enjoyable! As a young entrepreneur, we discuss the challenges young entrepreneurs face, his current perspective on his business, and how he’s planning on kicking things up!

Music Credits: Don’t Stop by YFLY

Listen: https://ffm.to/yfly

Transcript:

Bryan Uribe: Hey, everyone. My name is Bryan Uribe.

Daniel Guiney: And I’m Daniel Guiney. We’re here for another episode of Konsole Consulting. 

Bryan Uribe: And today we have …

Vishnu Mackenchery: Vishnu Mackenchery. I’m with StayPut. It’s a company that I started here at Iona and hopefully going to grow. StayPut is essentially a company that helps you get food and drinks to your seat at the stadium or venue, hopefully across the world. 

Daniel Guiney: Awesome, man. So, you beat us to the punch and asking us what StayPut does. 

Bryan Uribe: Tell us the why, right? Like why did you start StayPut? 

Vishnu Mackenchery: So, one of the reasons I started StayPut is because the idea came to me when I was back home. I’m originally from Simsbury, Connecticut. It’s kind of up North Connecticut. So, essentially, I was with my friends and we’re discussing like what ideas we had. My first idea was an alcohol delivery service, which I thought would be pretty fucking cool. So, from there I realized that there were a lot of companies that are already doing it and are already like very integrated and marketed it well. 

So, I was talking to my friends, I was like, “What’s something that we missed? Like some problem that we can see.” And somebody goes like, “Oh, like service for stadiums and venues” and I was like, “Oh shit. Like that’s a really good idea. 

Bryan Uribe: Absolutely. 

Vishnu Mackenchery: I know like when I go to like sporting events like I’m a Patriots fan, I’m a Red Sox fan, I hate getting up and like missing those important parts. 

Daniel Guiney: Patriots and Red Sox? 

Vishnu Mackenchery: And Burns, baby. 

Daniel Guiney: Yeah, {indistinct 01:46}. 

Vishnu Mackenchery: So, I was like, I want to find a way that we can help get food and drinks like to your seat without getting up. Because like we’ve got those two problems, you’re going to miss it for it. Going to the bathroom; you can’t stop yourself from taking a piss. I mean, you can in a cup, but … {crosstalk 01:04 – 06}. The second one is food and drinks. So, I was like, “Alright, I can get one of those problems out of the way.” 

Daniel Guiney: Absolutely. 

Vishnu Mackenchery: Two if you want them. You know. 

Bryan Uribe: Yeah.

Vishnu Mackenchery: For sure.

Daniel Guiney: Now, that’s so cool; you know? And it’s something that, it seems like a no brainer, right? 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: You have people at concerts, you have people at sporting events, they have it now in the VIP sections. 

Vishnu Mackenchery: Yeah.

Daniel Guiney: But being able to bring this and integrate it with the general public is phenomenal. 

Vishnu Mackenchery: Yeah. It’s just like an easy way for a stadium to generate more revenue and the vendors themselves. Mainly because like, the stadiums for our application don’t pay a dime; they don’t pay anything. 

So, the vendors would pay a service fee for monthlies or a yearly. So, we give them two or three months free, depending on the vendor and their contract with us.

Bryan Uribe: As a pilot.

Vishnu Mackenchery: Yep, as a pilot. And if we generate revenue and we see a growth in them, we’re giving the percentage of growth that they saw in those two to three months and we’ll charge them on that for the year. 

Bryan Uribe: Okay. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: That’s dope. 

Vishnu Mackenchery: And like, it makes more money for them, it makes more money for the stadium. 

Daniel Guiney: I just want to preface the conversation again with, you know, if you feel like you can’t say any certain proprietary information, if there’s anything that’s like the secret sauce you want to keep in-house, please feel free to stop us. Otherwise, we will keep asking prying questions and try and get all the information. 

Vishnu Mackenchery: Please just go ahead. 

Daniel Guiney: We love learning about that and hearing about the passion behind how it’s coming to fruition. So, thank you for sharing. 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: And all of that too, if you wouldn’t mind, just tell the audience a little bit about how this came to be; right? You’re still in college, you’re still crushing it, about to be a senior in Iona Go Gails and {indistinct 03:45} … all day. But in this Gail Venture, are there … like everybody involved is from Iona or …

Vishnu Mackenchery: Yeah. So, everyone that’s involved is from Iona. So, I had this idea, I came back to school. I was an entrepreneurship class and I was with like one of my partners who was like in my class and they pitched the idea of the Gail Ventures idea and I was like, “Oh, I have an idea like that. I think you could make money.” 

So, we together started the company. He’s the marketing officer right now. Because I knew he had a lot of successful companies in the past. And from there, we started building our platform and building our business model essentially to what StayPut would be. And from there, we realize we need (1) we need a financial officer for sure. When you find out how are we getting money and how we would divvying up the money, we needed someone to figure out the physical operations. Like for StayPut, there’s a bunch of operations. We have to figure out our actual infrastructure itself, how we delivered food to the people and then like how we can make sure that everything’s secure through the whole process. 

Bryan Uribe: Awesome. So, for everybody out there that doesn’t know what Gail Ventures is … 

Vishnu Mackenchery: Oh, yeah. So, Gail Ventures is an entrepreneurship incubator, I would say, where students can come and pitch their ideas to judges, I would say. And from there, it’s a three/four-week process, I think. 

Bryan Uribe: Okay.

Vishnu Mackenchery: And then from there they pick a top six and nine teams and they go into different categories. They go into technology, business and social. 

So, we happened to be on the technology side and we came in third place in that out of three. So, yeah. 

Bryan Uribe: Yeah, three after a whole spread of people had already been eliminated. 

Vishnu Mackenchery: Exactly, yeah. 

Bryan Uribe: {crosstalk 05:52 – 53} downplay that. It’s a fucking {indistinct 05:54}. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Yeah, you’re still at the top; right? 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: And there were probably hundreds of applications that came in. So, that’s super solid. 

Yeah, and for everybody, Daniel Guiney and I were participating in the Iona Innovation Challenge as mentors. So, yeah, we were there to see him pitch. Man, you killed it, bro. 

Vishnu Mackenchery: Thank you. 

Bryan Uribe: You killed it, bro. 

Vishnu Mackenchery: Thank you.

Bryan Uribe: But I mean, so we met whenever it was that we met, maybe like December/January and since then you’ve been building the company, the business and working through some of the logistical challenges, the customer acquisition challenges and defining the market sizes. So, you’ve done a great job with that. 

You won the challenge, you killed it, you guys did your thing up there and you got a ton of validation from the actual audience. Right? I felt like at every stage of the competition, you just kept seeing it like, “Yo, I wish I had this.” Like I’m thinking about it right now. Like how cool would it be if we could just be on the app right now {crosstalk 06:44} and somebody could bring us a burger {crosstalk 06:47} or what was it? The homegrown special from Chicken Joe’s right now and just be solid, like get some food. 

But you’ve got all of this information, all this validation from the market, as you have your first check-in hand from your first competition, what’s next and what’s going on with the business?

Vishnu Mackenchery: So, really next, we want to start with a pilot and just to see if there’s a real big demand for it. 

Bryan Uribe: Yup. 

Vishnu Mackenchery: So right now, there’s a rugby team in New York. It’s called, Rugby United Rooney, and they play at Coney Island’s baseball stadium. It fits around, I think like 5,000 people; a little less than 5,000. And it doesn’t usually get filled out. So, it’s a good size for us to start with. 

Bryan Uribe: It’s to get filled out more once we get more people to hear about it through StayPut. 

Daniel Guiney: Oh, yeah.

Vishnu Mackenchery: Exactly. 

Bryan Uribe: So, we’re going to get to 5,000 capacity there. Go, Rooney. Yeah, let’s not throw you under the bus yet. We’ll get that filled out. 

Vishnu Mackenchery: And so, we want to start with a Shopify account because we feel that’s the best way to do a point of sale towards us. 

Bryan Uribe: Okay, POS; that’s cool.

Vishnu Mackenchery: Yeah. So, we actually started the trial with Shopify and we created a site and right now, we just have to put it into vendors. So, we have to put it in like, I think there’s like three or four vendors in the Coney Island stadium. 

And then from there, we’re able to like broadcast it towards the audience and be like, “Hey, if you go on our website if you download this app and you put in our stuff like you can order food and we’ll deliver it to you.”

And so essentially, us four, so myself and my three other partners and then plus two other kids are going to be running the food the whole time. Just to see if the demand’s there and get some numbers, get some raw data that we can calculate and scale towards like a bigger stadium or bigger venues, like for those 5,000 people, do we need six runners? Do we need two runners, three runners? And scale it back towards like, “Alright, for 10,000, we need eight runners.” 

Bryan Uribe: So, my question for you is right? This sounds awesome. This sounds brilliant. Love it. My question for you is have you established a direct relationship with the stadium yet or the team? 

Vishnu Mackenchery: Yeah. So, with the team, my partner is {indistinct 08:59}, he knows the owner of the whole team. 

Daniel Guiney: Oh, let’s go. 

Vishnu Mackenchery: Yeah. And that’s the home stadium. So, that’s our connection. And then as well as my rugby coach at Iona is a huge part of their team as well. He donate to the team, he helps the team. So, that is a huge plus for us. 

Daniel Guiney: Awesome. 

Bryan Uribe: That’s awesome, dude. Yeah, that’s nice probably to get up and running. 

Vishnu Mackenchery: Absolutely. 

Bryan Uribe: I mean, what are some of the challenges you’re looking at right now as you embark on it? What are your concerns? I’m sure there’s a bunch of things that you’re thinking that could go wrong.

Daniel Guiney: Your mind must be going like a million miles a minute. 

Vishnu Mackenchery: Yeah. Oh, my God. It’s so mad. {crosstalk 09:34 – 53}. And the sweat is like, “Oh shit, what am I going to do?” Yeah, there are so many things that go with my mind. 

One of the biggest things that just keeps coming to my mind is the funding. Like us four, we were just college kids. I mean, we don’t have that much money. So, like we’ve been looking for other people, other sources. Like we hate to go to the family. Like that’s the one thing we don’t want to do because we don’t want to put them in an awkward situation where we’re like, “Hey, can we borrow like $2,000 to try this pilot out or something?” 

So, right now we’re looking for funding and then on top of that like another thing is like we’re trying to think about like how we are going to deliver the food? 

Because like we could just deliver it like how they give it to you at the stadium, which the tray, open food; kike it’s open to the air. But some people might feel uncomfortable with that and things like that. So, that’s a big thing. 

Then the other thing is like if anyone’s ever going to use it. Like what if they’re like, “No, like I don’t need it. Like this is a small venue. Like, I can just get up and go grab food.” So, that’s a big thing. 

Daniel Guiney: That’s another thing you want to try, right? Like maybe it’s an MSG kind of solution. 

Vishnu Mackenchery: That’s what I was thinking. 

Daniel Guiney: Not like …

Vishnu Mackenchery: Not that small Stadium. 

Bryan Uribe: Not a small stadium. 

Bryan Uribe: Yeah. And I even argue like the smaller stadium is a much better testing ground because those would be the people that’ll instantly follow you. By being at the Rooney game, they do like a subculture. They will subscribe to the subculture. They are willing to try newer things that aren’t as widely adopted and accepted. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: So, I really can’t argue at too well, but at the surface, just considering the types of people that will be there, I don’t know what the demographics are, but I think that’d be cool, man. 

Daniel Guiney: Yeah. 

Bryan Uribe: I mean, I figure like it’s a rugby game, right? So, people are probably drinking a lot. 

Vishnu Mackenchery: It’s a lot of beer.

Bryan Uribe: They go off {crosstalk 11:23} a bunch of beer. Like if you can get a bunch of beer and like deliver it somehow, I think that’d be dope. 

My thing to you would be considered like what about those domino hot boxes? Because caviar has them. So, could you buy one or two? 

Vishnu Mackenchery: Yeah, we do … 

Bryan Uribe: And maybe like silkscreen, your logo on it or something? 

Vishnu Mackenchery: Yes. So, one of my friends has … 

Bryan Uribe: Or build one? 

Vishnu Mackenchery: One of my friends has like a bunch of those like hot boxes, which is weird. I don’t know why. I think it’s like this …

Bryan Uribe: Like fetish?

Vishnu Mackenchery: Maybe fetish or past pizza jobs. I don’t know. But he has a bunch of those; like ones you can carry. So, we thought about using that and that’s a way to seal up the food and like we can carry multiple cause it has levels to it. 

So, we thought about doing that and just throwing a StayPut sticker on the side of it. 

Bryan Uribe: In a box. Maybe like you can get like boxers or something. 

Vishnu Mackenchery: Yeah, that too. 

Bryan Uribe: Yeah. Like box with a StayPut sticker. Yeah. Alright, nice little cool box, right? Because again, you’re moving and it’s in this thing. So, like what happens when everything starts to slush around and get all funky. 

Vishnu Mackenchery: Yeah, I know. So, one other idea that we had for when we get to a massive scale like MSG or Yankee Stadium at {indistinct 12:32} is that we do want to put its inboxes. We want to put it in sturdy like cardboard boxes and be able to fold them and like stapled them shut. So, I don’t know if you guys have ever gotten like Uber Eats or anything. 

Bryan Uribe: Yeah.

Daniel Guiney: Okay.

Vishnu Mackenchery: It’s like, you know how they stapled them shut? Essentially, the same thing. We’re stapling them shut, so that they know that nothing and no one touched it from the vendor to them, except for the runner. 

Bryan Uribe: I would say business cards would be cool to have them hit your website, have them follow you on social media too. And that way you can start to build your audience and maybe have some people reach out like, “Hey, it’d be awesome if you were at the stadium.” 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Or, “If you want to see us at your next game, tweet a picture at the stadium with, ‘We need StayPut.’” Or something like that {crosstalk 13:20 – 22}. Because you guys are seeing it, right? Like, so StreetEasy. 

Daniel Guiney: So, send us a picture of the line. 

Bryan Uribe: Yeah, right? So, StreetEasy has an awesome advertisement in New York City. I think it’s on like, I forget what street it was, but it was in like the ’20s on Park Ave. and I’m looking up and I’m like, “Dude, that’s awesome.” 

And it was basically like one monster-fighting Godzilla and saying, “I hate New York.” “I Hate New York too, but I’ll never move.” “I too, but I could never leave” or something like that. 

I took a picture on my Insta Story and they responded with the heart eyes. So, they see that stuff. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: And it may be a new opportunity for them to be like, “What the hell is this StayPut thing? 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: And they go check you guys out. Maybe they may reach out, maybe not. 

Vishnu Mackenchery: It doesn’t hurt. 

Bryan Uribe: Yeah. But getting that volume, that’s adding so much more to you as a company. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Because it’s like I would kind of argue for you, yeah, you need actual individual users, but at such an early stage, you also need the platform to be able to acquire the users. 

Vishnu Mackenchery: Okay. 

Bryan Uribe: Like if you get a bunch of customers, that great. But are you going to be at the 50 games that are going on this weekend? 

Vishnu Mackenchery: Yeah. Okay. 

Bryan Uribe: Do you get? You don’t have the infrastructure to hit five people a game, right? 

Vishnu Mackenchery: Yeah, we don’t have enough people. We don’t have enough like … 

Bryan Uribe: But if you could say like, “It’s the islanders. They want you at their stadium” and “Alright, cool. Yeah, we’ll send 10 people out there and do it individually.” Or even if they say, “Hey, we just want to test you out at our stadium” and you just go out and do the speaker and be like, “Hey, we’re trying StayPut tonight. Tell us what you think.” It’s such a different method of customer acquisition. 

Daniel Guiney: Or even work out some kind of like sponsorship deal where you want them to boost their sales. So, you had them do some shit where like you give out $1 off coupons for their Stadium Cup over whatever the fuck {crosstalk 15:15} product they have. And it’s all like StayPut. So, order it through the app and you get a dollar off …

Vishnu Mackenchery: Your drink. 

Daniel Guiney: Your drink or whatever. And just have someone giving it out as everybody comes in with their ticket. 

Vishnu Mackenchery: All right.

Daniel Guiney: {crosstalk 15:26} get a surge. Yeah. 

Vishnu Mackenchery: Yeah. 

Daniel Guiney:  Because you want something separate that has like your information on it. {crosstalk 15:32 – 34} MSG tickets. Yeah, coming soon. But like something like that where you get a dollar off. They would make money off the volume. 

Because one of the major problems I’m seeing here is its dope for you, it adds value to the consumer, it adds value to the vendor, but what is the stadium get out of this? I feel like it almost creates more liability for the stadium because now they have that other-third party transaction moving stuff from here to there. They have employees that do it themselves, so bringing in a third party, there’s going to be an additional liability there. How do you offset that by bringing them more value? And I guess maybe it’s through more sales or maybe it’s something … I don’t know if you’ve given any thought to this. 

Vishnu Mackenchery: Yeah. So, we did give a little bit thought to this. So, one way that we were going to bring the stadiums involved in this, mainly because they’re not paying anything; this is a free thing for them, is (1) boosting the vendor’s sales. 

So, I know at some stadiums, they take a percentage from the vendor. So, that’s a huge plus for them. And also, we were thinking about adding merchandise to it. So, like you have your section for food and then you have a section for merchandise. And that merchandise is straight cash to the stadium. 

Daniel Guiney: Now, you’re talking. 

Vishnu Mackenchery: Yeah. So, we were thinking about like, oh, you’re sitting down, you’re watching the Rangers game. “Oh, Shit. I’m the only one without anything on me that’s Rangers. Let me go on StayPut. I need to get a Jersey real quick from their gift shop.” Pay that actual whatever amount. And {crosstalk 16:54 – 55}.

Daniel Guiney: I agree with that. Or like you’re cold and you need a sweatshirt or some shit. Order a fucking sweatshirt or {indistinct 17:01}.

Bryan Uribe: $60 sweater. 

Daniel Guiney: Yeah. You want to get the score; the Rangers score sheet. {crosstalk 17:06 – 07}. Or like the {indistinct 17:08} towel? 

Bryan Uribe:  Like in Giant’s stadium? 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: I went to a Giants game a couple of weeks ago. I have a towel and I’m looking at everybody, “You want a towel or not?” Dude, I’m like, “Use your fucking towel.” 

But like, I could have gone on StayPut and done it or like the number of times I went to go get food or drinks or whatever it may be. So, I think the monetization opportunities for you are massive. I think logistically, the other fear is the drinks. 

Vishnu Mackenchery: Yeah. So, we figured out how to do that. Because like I said before it, my first idea originally was to do an alcohol delivery service. So, one that you could order drinks at your barbecue or whatever. And I kind of let that one go because I just really didn’t see any value and because there are so many companies doing it. But I took that same concept and added it to StayPut and with the help of my other guys that had helped me too. 

So essentially, originally, you’d get up for your first alcoholic drink, you would have to go get it, but you can use to StayPut pickup order, so you can skip the lines, skip all that bullshit and you get to the line and you have to show your I’d. And once they verify it, they can use it on the tablet that they have on their side and verify that you are 21. So, then you can just order drinks. 

I mean, the fact there comes into whether they’re buying those drinks for an underage person, which then {crosstalk 18:35 – 38} you can’t stop that. And like that’s what I saw in like the other company I wanted to start like you can’t stop that at all. Do you know what I mean? 

Daniel Guiney: Yeah. As a form of verification; in-person verification is super powerful. I think that’s super interesting, man. 

So, what else is kind of like on your plate as you transitioned into this new pilot or continue to pursue the business? 

Vishnu Mackenchery: Just growth. I want to grow as fast as possible. Like my overall goal is to be completely functional and be at least into mid-sized stadiums (I’m not saying anything crazy) in five years. In four to five years, be completely functional, be completely like on our own and be in at least two mid-sized stadiums. 

Daniel Guiney: Okay. 

Bryan Uribe: Can I challenge you? 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Yeah, dude, I think you’re selling yourself super short. All these stadium owners talk to each other. They’re and all my friends. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: You need to get this one guy from Rooney, he then tells his other buddy about it. He’s going to say, “Hey, we sold an extra $10,000 of hot dogs.” Shit, that’s thousand dollars in like whatever the take-home is for him. Right? 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: And the fans love it. 

Bryan Uribe: And the fans loved it. Yeah. Like, “Hey, how did you guys feel about the StayPut app?” 

And you have so much opportunity for data collection. That would be the one thing I would kind of stress to you is growth isn’t difficult. The growth is difficult when you don’t understand how you’re growing. If you understand how you’re growing, it’s easy, Bro; just continue to do what you’re doing. 

Vishnu Mackenchery: Yeah.

Bryan Uribe: Double down on it. If you don’t understand what’s coming from where it becomes so much more difficult. And leveraging StayPut, if you’re using Shopify, you do need to capture an email address, you’ll be capturing phone numbers, you’ll be capturing home addresses as well. 

It’s not to say use it for spam, but if you have like a postcard that you mail out or something with a coupon in collaboration with the stadium or something like that. Like I went to the Giants game and like a couple of weeks later, they sent me like an announcement on another game or something, right? 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Doing stuff like that where it’s like you just continuously collecting more data and saying, “How did you feel about this? What can we improve? What was bad, what was good?” And getting all that out. “What other stadiums would you like us to see?” Because if you could get people to go to the Rooney stadium and they also like, I think it’s the New York Red Bulls is the soccer team? 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: Yeah. 

Bryan Uribe: And that’s the same audience that likes to New York, red bulls. And you said, “Listen, I got a thousand people that said that they want to see us at one of your soccer games.” 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: What do you think the owner is going to say? 

Vishnu Mackenchery: Yeah. They’d be like, “Yeah. Oh, yeah.”

Daniel Guiney: Or even you might be able to infiltrate too if you’re able to build a relationship with like say, I don’t know, like Nathan’s Hot Dogs and shit in all the stadiums, right? 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: And I don’t {indistinct 21:31}. If you get in with them and maybe make it like a one-year exclusive or StayPut can own their stuff through one vendor and start getting in the market saturation like that because they already have pre-negotiated contracts with all the stadiums. So, you can quickly get infiltration and then expand it to the other vendors. 

Vishnu Mackenchery: Yeah. That would absolutely.

Daniel Guiney: I’d also challenge you to think of like not just the {indistinct 21:53} of stadiums, but who is being most innovative. So, what do I mean by that? 

The cowboys in Texas, they innovated and they’ve revolutionized the entire … yeah, right. Same state. They revolutionized the entire football experience by making it like you’re watching from your living room in the stadium. 

Vishnu Mackenchery: Yeah.

Daniel Guiney: Like they put all the big screens and made the comfortable chair, like all that shit. They might be someone or who else is doing innovative stuff like that, trying to capture and reenergize their market that might be interested in something like this? 

Bryan Uribe: Yeah. 

Vishnu Mackenchery: Yeah.

Bryan Uribe: And I think that the big key here is for you, especially at such an early stage, you got to validate. Validate like crazy. Make sure people are willing to pay. Make sure people feel comfortable with it. Ask them about their experience with it. And if you get the Texans; right? It’s like having a maid at home.

Daniel Guiney: The cowboys? 

Bryan Uribe: Or the Cowboys; it’s either-or. If you get one of those, your position is much different because now it’s like, “Hey, we’ve already done 10,000 deliveries.” “You’ve done 10,000 deliveries?” “Yeah, we’ve done 10,000 deliveries across 10 games or 20 games” whatever it may be. “These are the demographics that we’ve seen. 20 …” 

Like you, it could kind of illustrate all this data and Shopify is great because it builds it automatically. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Having all this data and being able to say this is the actual market research feedback. These are the features and functionalities that they want to see. So, like for {indistinct 23:25}, I did a feature survey. I can tell you exactly what all of my customers want to see. Every person that’s going to use {indistinct 23:32}, at least out of my initial demographic, I can tell you what they’re going to want to see and I could probably estimate about 186 million people based off of my sample. It’s probably a little bit more. 

So, like being able to say like, “We have 10,000 or a thousand people that responded to the survey. This is representative of X amount of percentage of the population.” 

Vishnu Mackenchery: All right. 

Bryan Uribe: Once you can do that like, “Yo, listen. Sure, we’re going to work with you, but we need X amount of investment to come in, but this will do this and this is the impact it’ll have.” 

Vishnu Mackenchery: Yeah. I see where you’re going with that. Okay. 

Bryan Uribe: Yeah. You’re too early for us to be able to say this is how you’re going to make money. It won’t matter like this is how you make sure you make money. 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: I like that you touched on the merchandise. That’s what’s sticking me right now. I know that’s like a secondary product or what you’re doing, but I would challenge you to explore a little bit. They may turn out to be your primary product because it directly impacts the stadium owner, as the owner of the team is directly making money off that. It’s something that I imagine they have a hard time selling in the stadium because they always have like a couple of merch shops off to the side. You’ve got to walk all the way the fuck out the way and {crosstalk 24:41}. In the end, the scalpers and there’s a line. That line is the worst in the stadium when there’s a rush because everybody buys it either at the beginning of the end and it’s always swamped. I’ve personally had shit in my hand waiting in, line it and put it back and walked out because of how long it took. If you can give them ways to monetize that in a better fashion, I think you catch a lot of ears. 

Bryan Uribe: And I also think the big thing about what Daniel Guiney is saying is you do have competition, but that’s a unique value proposition. That’s something that nobody else can offer. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Nobody else can offer it like … and it also makes you interesting. There’s a lot of really interesting monetization points there because you could also do something where your guys have to wear the merch and now you’re seeing what the sweater looks like, what the Hoodie looks like. 

Vishnu Mackenchery: What the hat looks like. 

Bryan Uribe: Yeah, right? Because that’s what a lot of people do, right? They go, “Damn, that’s what it is cool, man. Where’d you get it?” “Oh, I got it over here.” “All right, cool. I’m going to go and get it now.” 

And so, it’s also just kind of seeing it live too. It would be an interesting opportunity. And listen, you may even get to a point where you can play nice with one of your competitors in the same stadium because you’re giving up all the food. You can have that Bro. 

Vishnu Mackenchery: I just want the merch.

Daniel Guiney: You’ve made enough money. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: You may not even need runners because they have their employees that man some of these shops and you just build an infrastructure to do so. 

Vishnu Mackenchery: Yeah. I mean, like the merchandise was a secondary idea to us, mainly because we’re just trying to figure out how we can like get money towards the stadium owners as you said. And so, it was a secondary idea to us. But I like the more we talk about it, it’s a great idea. 

Daniel Guiney: Because I mentioned the profit margin on the merch is way better than on the food.

Vishnu Mackenchery: Hundred percent. 

Bryan Uribe: Especially in the stadium.

Vishnu Mackenchery: Yeah, especially in the stadium.

Daniel Guiney: It would cost like 10 bucks to make, you know what I mean? Or less than {indistinct 26:31}.

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Especially in a stadium. 

Vishnu Mackenchery: Yeah, it’s super overpriced. But I mean, everything is the same; it’s overpriced.

Bryan Uribe: The other thing to is what you have.

Daniel Guiney: Its stadium price; isn’t it?

Vishnu Mackenchery: Yeah.

Bryan Uribe: Once you have penetration and I guess success, once you’ve already defined success, you know what that looks like, that also puts you in a really interesting position to negotiate with the merchandise manufacturers. A lot of that merch is made by the same company for most of them. 

Vishnu Mackenchery: Yeah. But I mean… 

Bryan Uribe: And they already have the stores. 

Vishnu Mackenchery: But that’d feel a lot more with like the stadium, right? 

Bryan Uribe: No they already have a store inside the stadium. So, that could be your way in. If the NFL store is in everyone, I don’t know. But whatever store is managing it, whatever store is managing every individual store, you could say, “Hey, I’ve got this great opportunity for you and I can help you sell 15 sweaters” and if we’re talking about a profit margin and $50 on pop. Okay. 

Daniel Guiney: {indistinct 27:29}.

Vishnu Mackenchery: Yeah. 

Bryan Uribe: Sure, that’s up. Absolutely. 

Vishnu Mackenchery: Definitely. Definitely. Absolutely. I mean, I think it would be a great idea to expand on that side there now. But I think right now, like our first in like four months, it’s the food. 

Daniel Guiney: Yeah, it’s the food integration. Absolutely.

Vishnu Mackenchery: And then like when we do get towards that big side and like we do want to pitch their merchandise, I think that would be a great idea. 

Daniel Guiney: Just kind of thinking through it, I think the food will bring you long-term revenue generation and that’d be your core business. And if you could sell the merch as well, it’d be a nice profit driver. 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: I just don’t know how much merch people are buying at events. 

Vishnu Mackenchery: That’s like another big thing I didn’t say. I was like personally like I don’t know many people, but there are times when it’s like you got super fucking cold like all of a sudden. Like I’m forced to buy a sweater, even though if I even have to pay in $70, I’m forced to buy it. 

Daniel Guiney: You know, a hundred percent.

Vishnu Mackenchery: So, like or in the fact like, I know this might be a good idea for the app, but like if it started raining and people don’t want those like plastic, like shitty Poncho, it’s like why not spend 30/40 bucks on a rain jacket that says, “The Giants” on it? 

Daniel Guiney: Yeah. 

Vishnu Mackenchery: Like why not? 

Daniel Guiney: Right. 

Bryan Uribe: A hundred percent? 

Daniel Guiney: That’s sick man. Bringing it around. Let’s step away from the easy question, right? Because I think getting revenue is the easy part; that’s the easy part.

Vishnu Mackenchery: It is. 

Daniel Guiney: Let’s get a little more in-depth. What kind of other challenges are you experiencing maybe growth-wise, maybe internally, operational?

Vishnu Mackenchery: Honestly, as I said before, our biggest things right now is this funding. If we can find, especially because Shopify isn’t like our end goal application. Our main application is one that we designed and we’ve had, we’ve talked to someone over in California currently and it’s looking at a cost like 25 to 30k. 

Bryan Uribe: That’s so cheap, {indistinct 29:30}.

Vishnu Mackenchery: Yeah. 

Daniel Guiney: Yeah.

Vishnu Mackenchery: I mean, that’s cheap but once again, we don’t have money. 

Bryan Uribe: No, a hundred percent. 

Vishnu Mackenchery: We have to get that funding. But yes, because the application itself is a very simple process. Because that seating chart that you see, like when you order your Stub Hub tickets, Ticketmaster, that’s all public information. So, we would essentially as grab those charts and this put them into our app. 

Bryan Uribe: I feel like every like I feel like your entire app can be built off of different kinds of templates. I saw this really interesting startup when I was at the Collision Conference last week. They’re called Engineering I or something like that. So, we’ll probably see if we can get an affiliate link and drop it and on the bottom. It {crosstalk 30:09}. Yeah, and if we can’t find it, we might just bleep it out. 

No, but send you the link. It’s interesting. And what you do is you select the kind of app that your app is like and they find that about 80 percent of the app already exists out there and they’re just pulling code from other apps that are super popular and they’re using artificial intelligence to merge it and then they’re finalizing the 20 percent, like the customization. 

Vishnu Mackenchery: Yeah, wow. 

Bryan Uribe: And it’s not that expensive. 

Vishnu Mackenchery: I mean, I would hope it’s down for less than 30k. 

Bryan Uribe: I don’t know, but … 

Vishnu Mackenchery: Yeah, we’ll check it out. Yeah. 

Daniel Guiney: We’ll figure it out. Yeah. 

Bryan Uribe: I think the other thing I would kind of tell you is your business. I always really enjoy businesses that can generate revenue right away, especially startups. Because not every startup can, right? 

Vishnu Mackenchery: Yep. 

Bryan Uribe: A lot of startups have to reach a massive credit. They have to reach critical mass before they can monetize it in a really meaningful way versus what you’re doing is a different kind of business. It’s more of a marketplace. 

Vishnu Mackenchery: Yup. 

Bryan Uribe: So, I would also going to tell you like, don’t worry about that so much. Play with Shopify, do it for a couple of months, get something in your bank account. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: And once you got some stuff in the bank account, you might not even have to raise money either. There are forms of financing out there that exists that you could essentially show them how much money you’ve generated in the past, what’s your cash flow is, and they’ll write you a bridge loan or they’ll basically fund you the money and then they’ll just take a percentage of your revenue. But you have to be able to justify the increase in revenue once with that investment. 

Vishnu Mackenchery: Yes. 

Bryan Uribe: Like Bro, you can honestly build this into being as six, seven, or eight-figure company without ever having to take outside money for equity. 

Vishnu Mackenchery: Yup. Okay. 

Bryan Uribe: And listen, worst case, you do have to do that, but you get a big VC behind you or somebody that has connections behind you. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: {crosstalk 32:05} accelerate everything for you.

Daniel Guiney: Put it in the meds and just go from that. 

Bryan Uribe: Yeah, hundred percent.

Vishnu Mackenchery: Mark Cuban spies me out. 

Bryan Uribe: Yeah. 

Daniel Guiney: Yeah.

Bryan Uribe: Well, I wouldn’t put it past them. 

Vishnu Mackenchery: Yeah. 

Bryan Uribe: That’s not a bad partner to have either. 

Vishnu Mackenchery: No, definitely not. 

Bryan Uribe: He’s seen the scene, you know what I mean? 

Vishnu Mackenchery: Exactly.

Bryan Uribe: He is the most vocal owner, right? 

Daniel Guiney: Out of everybody. 

Bryan Uribe: Easily; a celebrity.

Vishnu Mackenchery: Yeah. 

Bryan Uribe: {indistinct 32:25}

Vishnu Mackenchery: Yeah. 

Bryan Uribe: What else? 

Daniel Guiney: What does your branding look like? 

Vishnu Mackenchery: So, right now we are trying to make stickers for it. Add besides that, like our marketing side and like this marketing StayPut, like everywhere, we’re changing our logo. As of right now, we’re thinking about changing it. We put a survey out for a few days ago. 

Daniel Guiney: Do you have a picture of the logo you can pull out real quick? 

Vishnu Mackenchery: Yeah, I think I do, right? Yeah, so we’re thinking about changing. We put up a logo and we’ll ask the public, “Okay, what do you guys think about this?”

The feedback we got was actually kind of shocking. So, that’s our logo. 

Daniel Guiney: Okay.

Vishnu Mackenchery: It’s a man running. 

Daniel Guiney: We’ll drop it in. Yeah, yeah. We’re going to drop that in. 

Vishnu Mackenchery: Yeah.

We’re going to drop that in. 

Bryan Uribe: You’ve seen it.

Vishnu Mackenchery: You’ve seen it. 

Bryan Uribe: I like that shit.

Vishnu Mackenchery: So, that’s where our original thing is. It says, “A man running with a box.” StayPut underneath and then our slogan, “No hassle, no mess, no worries.” 

Daniel Guiney: {indistinct 33:24}. Camera cut? 

Bryan Uribe: Yeah.

Daniel Guiney: We’re back. We’re life. We’re still going. We’ve got the audio. 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: All right. So, a man with a box. 

Vishnu Mackenchery: Yes. So, a man with the box and then this is one of our newer logos. I would think one of these. So, we put the circle in there. We had one I designed, you guys do it.

Daniel Guiney: Okay.

Vishnu Mackenchery: Yeah, I did put a circle in there because like it’s starting to finish. 

Daniel Guiney: I like it.

Vishnu Mackenchery: And then did that. But we weren’t a huge fan of that as like with this font. So, they changed it to that. 

Daniel Guiney: Okay.

Vishnu Mackenchery: But we’re still having him like mess around with it because … 

Bryan Uribe: I think the first one looks better. 

Vishnu Mackenchery: Yeah. 

Daniel Guiney: I like the third.

Vishnu Mackenchery: Because like that were cool for the app. 

Daniel Guiney: Yeah, that should or the first one-person even too. Yeah, it’s very sporty. 

Vishnu Mackenchery: We want to go with that blue and yellow mainly because two of our competitors, they use red and white. 

Daniel Guiney: Okay.

Vishnu Mackenchery: Only better than white. So, we’re like, “Let’s be a little different. Let’s use blue and yellow.” And there’s also this color spectrum, whether that goes with it too. And then, from there like expand. 

But yeah, we would want to. We’re changing our logo. We don’t know what to yet though. It’s those options. We have this person who’s from {indistinct 34:34}, who’s doing it all differently now. He’s a changing it up, sending it to us. We’re like, “No, we don’t want that. Change that.” 

I’m not a huge fan of the fat ass. I like the old logo. I like the old logo. It’s simple. 

Bryan Uribe: I think it looks cool. 

Daniel Guiney: The old logo looks cool. 

Bryan Uribe: Yeah. 

Vishnu Mackenchery: I think it looks clean. So, like that’s what I’m trying to have him do, but make it more like gets more sleek looking. 

Bryan Uribe: Who is this guy? 

Daniel Guiney: Like vectorized? 

Vishnu Mackenchery: I don’t know his exact name. It’s one of {indistinct 34:59} friends. He judged logos for a living though. 

Daniel Guiney: Do you know what freelancers? 

Vishnu Mackenchery: Yeah. Yeah. We look out there for an app developer too. 

Daniel Guiney: Okay. I would challenge you to consider doing a campaign or contest.

Vishnu Mackenchery: Yeah, someone else told me the same thing. 

Daniel Guiney: Just put your logo up, make it private, pay they like whatever the fuck. And then for like a hundred bucks, you’ll get … like you can tell them you want the reiterations of this and you can give them the original one and talk about the vision and all that type of stuff. Ask them to redesign it; make it sleeker. 

Bryan Uribe: Word.

Daniel Guiney: Telling them {crosstalk 35:31}.

Bryan Uribe: Yeah. Dude, you could get over a hundred like responses. 

Daniel Guiney: Easily. I did one recently. I started a nonprofit; an {indistinct 35:38} group. Another conversation. Well, we created a logo for, I think it was $125, including the perks and making it like a premium and like locked and all that type of shit. 

We got close to 400 logo submissions that we then sorted through and honed down and I revised and got all the tweaks and got a beautiful logo out of it. 

Vishnu Mackenchery: Really?

Daniel Guiney: So, I would {crosstalk 36:00}. 

Bryan Uribe: I did have on my parents’ insurance brokerage. 

Vishnu Mackenchery: Okay.

Bryan Uribe: And we got over like 300 in change. And ours is, you’ve seen it, it’s fire. 

Daniel Guiney: Sick, yeah, it’s fire. 

Bryan Uribe: And it’s like a hundred percent original. 

Vishnu Mackenchery: Right. Yeah.

Daniel Guiney: Because there are brilliant people out there because they’re not working on you as dollar income. They’re working on different {crosstalk 36:18 – 20} competitive rates. 

Bryan Uribe: If they net $80 that’s like a thousand in their country, whatever it may be. {crosstalk 36:29 – 30} 

Daniel Guiney: The international economy. It’s not even the exchange rates. It’s the quality of living, right? The quality of living is so much different. 

Vishnu Mackenchery: Absolutely. 

Daniel Guiney: And they’re brilliantly talented people. So, you might as well leverage that. I know you’re a startup. If the cost is very conscious.

Vishnu Mackenchery: Yeah.

Daniel Guiney: And I don’t know if you’re paying this guy, Ryan. I’m sure he’s great. I don’t mean to be shutting down your income opportunity. But like can you best appropriate your funds? 

Bryan Uribe: Can I be candid? 

Vishnu Mackenchery: Yeah.

Bryan Uribe: Now that I would like kind of thought about it more, I don’t like that second one. I liked the first one way more. I think aesthetically, it looks …

Daniel Guiney: Let me give you a side by side here. 

Bryan Uribe: Yeah. It was kind of shit. 

Vishnu Mackenchery: I mean, I personally don’t like them either. 

Bryan Uribe: Cool. 

Vishnu Mackenchery: Don’t get me wrong. I didn’t like to design those. We told them the idea that they’re starting up their company, what it’s about and so he pitched out to us. He didn’t pitch it to us, he just sent it to us and we talked about it. 

Daniel Guiney: Not bad.

Bryan Uribe: He looks like he’s trying to become a designer. 

Daniel Guiney: Yeah. I figure it’s like an app icon. 

Vishnu Mackenchery: It looks like an app icon and like that’s what I was trying to tell my other partners. I was like, “I don’t like it because it was not just an app icon. We are an organization.” 

Bryan Uribe: Yeah. 

Daniel Guiney: Yeah.

Vishnu Mackenchery: We’re hoping to be a massive company. 

Bryan Uribe: Absolutely. Awesome man. Awesome. So, with that being said, we want to just wrap around. Any more questions? 

Daniel Guiney: You know, you’re time conscious right now, so we want to respect your time. 

Vishnu Mackenchery: No, I mean. 

Daniel Guiney: Awesome. 

Bryan Uribe: So, I mean, this is awesome. 

Bryan Uribe: Yeah, with that being said, so let’s reiterate for everybody who you are, what is it that you’re doing, what StayPut does and then why should we care? 

Vishnu Mackenchery: Yeah. So, I’m Vishnu Mackenchery {indistinct 38:07}. I’m the Executive Officer at StayPut. StayPut is a company that helps you get food and beverages to your seat, hopefully, one day merchandise as well, at a stadium of venue, hopefully across the world, but right now we’re focusing on the northeast.

The reason you should care because it’s efficient. It’s better than waiting for long lines. It’s better than missing those important parts of a show, a concert. It’s just how you should live and it’s something that everyone needs and I believe that it will be profitable. 

Bryan Uribe: Awesome. 

Daniel Guiney: StayPut fixes the worst part of the stadium experience. 

Vishnu Mackenchery: Absolutely.

Bryan Uribe: Absolutely, man. You’re going to get a beer, you’re going to get burgers, you’re going to get hot dogs and French fries or chicken wings and merch and beer and beer and beer and beer.

Daniel Guiney: And you just get to stay put. 

Vishnu Mackenchery: All you have to do is stay put.

Bryan Uribe: All you have to do is stay put.

Vishnu Mackenchery: Yeah, we’ll take care of it. 

Bryan Uribe: Lovely. So, that being said, it was always a pleasure. 

Vishnu Mackenchery: Hey, thank you. 

Daniel Guiney: Absolutely a pleasure. 

Vishnu Mackenchery: Thank you. Absolutely. 

Bryan Uribe: That’s Konsole and we’re signing out. 

Daniel Guiney: Signing out. Peace.

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