I think, genuinely, the marketplace is shifting, and it's becoming more well-adopted. Welcome to the Smarter Building Materials Marketing Podcast, helping you find better ways to grow leads, sales, and outperform your competition. All right, everyone, welcome to another episode of Smarter Building Materials Marketing, where we believe your online presence should be your best salesperson. My name is Beth Potmuculov. I'm your host. And in the studio today, we have someone to talk to us about one of my very favorite subjects. We are going deep on prefab construction. I'm really excited to welcome Scott Meyer. He is the Chief Operating Officer of Integrity Building Products and has some really cool stuff to share with us today when it comes to prefab construction. So first and foremost, Scott, thanks so much for your time. Welcome to the show. Thank you, Beth. Happy to be here and looking forward to the discussion. Yeah, us too. So, Scott, let's dive right in. Tell us a little bit about yourself and tell us about Integrity Building Products. I joined Integrity back in 2009 as an operations manager. Over the course of my tenure with Integrity, we've doubled in the expansion of the building products industry into Calgary, specifically prefab walls, trusses, floor systems and lumber supply. Our intensity was a typical retail lumber yard. We've evolved to more of a business to business customer base. We primarily only service business to business, which has changed how we operate and allowed us to be a little bit more innovative and creative, I feel. So we're now 12 years into my tenure. And we've gone from servicing Okatoks, which is a small town just outside of Calgary, Alberta, to servicing all of Southern Alberta and into the lower portions of DC. We service approximately a dozen builders, but 2,500 single-family or multi-family homes or units per year. It all scopes that associate with lumber or component manufacturing. So, tell us a little, how does Integrity Building Products come into the prefabricated wall construction arena? We kind of had a change in our culture, so to speak. We didn't want to be just a lumber yard. We didn't want to just be sticks and fasteners. My brother and I, who Jerry founded the company, we built it on the premise of innovation. It's one of our core values. And if we were going to ask our people to think like that, we had to do that ourselves. So we took a dive into prefab specifically about four years ago. I went on a trip to Germany with some much smarter and much more experienced individuals in component manufacturing and went on a tour that showed me what's possible that really just amplified how much work we have to do and how much opportunity is out in front of us to evolve this space. So really we look at it as an industry improvement and value that we can add to our clients and to our industry and form more of a legacy than anything. So that's where it started. So after that trip to Germany, obviously some market research and some discussions with some of our higher valued clients, we made the commitment in 2019 to purchase a line built by Wyman. Since that time, we have expanded and we now have two Wyman lines, one operating in our original facility and one on order soon to arrive for our second facility that will both support the Alberta, primarily the Alberta marketplace, but we are seeing more traction at a VC as well. So that really, really it was the innovative side. Rather than just simply doing material takeoffs and sending sticks of lumber, we decided that we would get a little bit more precise. We would get a little bit more construction savvy and intelligent with how we appropriate our materials and offer something different. I don't know if every market is the same, but ours is a very tight marketplace. It is highly competitive. If you are not doing something different, you are going to be swallowed up by either larger providers or you are going to be ignored by some of the bigger builders that require it. We all sell the same things.  So we decided to diversify a little bit. So we still offer sticks. There is a traditional stick frame builder out there. Happy to support and we will work on conversion into the pre-sab space at a later date when we have a little bit better handle on their business. But yeah, that was one of the primary goals of it was again the innovation side. I'm very passionate about it. It's silly as it may sound. It's just cool. No, it is. It's just cool. It is. I love the tech side of it. I like using software to improve both our business and the business of our clients. I think that we again, we have a long ways to go and we are just scratching the surface. But again, you're starting to see the shift in what people are willing to explore. One of the biggest strategies around it was customer retention. Because it is such a competitive market, we do have to look at how it's not, it's very difficult to replace some of these larger builders that do hundreds upon hundreds of homes annually. So what we did it for was a lot to make sure that we all own the larger share of their wallet. But we're also more integrated with our business so that it was harder for them to move on. Now that isn't a manipulative strategy. It is a security strategy. And we get held to the task to ensure that what we're bringing is truly valuable. But yeah, I look at it as both a way to gain business but to retain business. So what does the conversation look like? Were you responding to demand in the market? Hey, we're seeing that there's a growing demand for prefab wall panels.  I can actually save you time, money, labor by taking your order and doing it prefab. When we first cracked into this back in 2019, when we first started, I guess, commercializing our wall panel, we did a bit of an incubation and trial and error phase. But once we started actually selling it into the marketplace, it was a, why don't you try this? Let's talk about this more. We leveraged a couple of our relationships to give us an opportunity. So I'll give you an example. Calvary Tomes is a, they're about a 200 a year builder, maybe 250 on a high year. So not a massive volume, but they're a custom builder in a sense. So they're a custom production builder, which is kind of an oxymoron. But they do a very good job at it. They actually took the first risk with us, which basically they carved out a community of approximately 50 addresses annually, where we would prototype this system, where we would be giving the full gamut to run with wall panel and they would trial it. That turned into a success story for them. And now we're servicing four out of the six communities, full scope wall panel. The two other communities we have yet to service are just, they're the most complex areas. They're more estate level homes. They're on an island on a lake, things like that. So we're basically starting from the simplest form and trying to evolve all the way to the most complex. But they went that route based on frame or capacity. So going back to 2019, it was not a, they didn't need it. They didn't want it. They didn't ask for it. We made a pitch. We showed them some small samples that might give them some intrigue and then really leverage the relationship piece to allow us the chance. Once given the chance, it was our responsibility and our goals to make sure that it was never given back. And we feel like we've done that effectively. And then spiral that through the COVID surge and demand that amplified the need for it. So Calbridge did it based on, we sold them on the methods, we sold them on the technology, we sold them on the innovation, sold them on the efficiencies. And then the surge of the last two years in demand has not only asked them to ask for more of it because they have less field support, but it's now starting to see the intrigue from others. Now is it based on the fact that we've had success with Calbridge? Perhaps there's a portion of that. But I think the general feeling then I share the sentiment is skilled labor is not coming back. It's tight right now. It is only going to get tighter. So we feel that we need to continue to push the envelope a little bit and we need to convert builders more rapidly than we have in years past because they have to and if they don't, they will get left behind. And you're seeing a lot more. Ironically, I was driving down Calbridge the other day and it was just something that I'd never noticed or never maybe taken sight of. Then you see panels transporting much more regularly in Calgary than you did 12 months ago, 18 months ago, 24 months ago. I think genuinely the marketplace is shifting and it's becoming more well adopted. I mean, so labor is obviously something we talk about on this show all the time and talk with other manufacturers about as well. And I was reading an article yesterday that said 91% of contractors had trouble filling labor positions on their workforces on their teams in 2022. So it's so fascinating for all of the benefits that we hear about prefab construction and I'm not shy about just being just a general fan, being really interested in the technology and the potential there. Often the benefits are cost saving, time saving, labor savings has typically in the past kind of come at the bottom of those top three. And to hear that a builder in your area, which 200, 250 homes, it's not the biggest builder, but that's not the focus stick at. That's definitely a respectable midsize builder. To hear that it was like, you know what, we can probably get the same margins. We're not really looking for more margins. We know that materials are going to waver here and there, but we feel that we've got the flexibility in our ultimate price point with our with our buyer in order to meet that demand. We know that homeowners, especially in 2023 have been so beaten down about demand on the marketplace that time isn't really that big of a proponent. And if you want a house, and I tell you it's going to take you 18 months to get into that house, you're going to say please and thank you and you're going to sign on the dotted line and no one's going to care. But labor is the thing that is keeping us from having enough homes to meet demand. And it's so interesting, Scott, that that was the tipping point for a builder in 2019 where it we're just at like the standard rate of labor shortage being an issue, not, you know, the exacerbated state where we are today. And it'll be interesting to watch how that moves up the rung of time, money, labor is probably would be labor. So it's got all that to say, you know, before, right before we started talking, you and I were agreeing that when it comes to prefab and offsite construction, once every couple of years, it feels like it really comes on the radar. And we think everybody who's interested in the field is like sitting on the edge of our seats, we're all like, this is it. This is the moment that it's going to catch fire. And for a number of reasons, it just doesn't seem to and it kind of teeters off and then it comes back on and comes back off. You see this way this kind of ebb and flow of demand and interest. I'd love to know from your perspective, if you have any thoughts on why that is and why it hasn't really ever had that significant snowball effect that we want. So I think the wavering is is a little bit of trepidation or a lack of risk tolerance, we'll say. I know we're speaking from just conversations that I've had with some of our other clients that we haven't been able to convert. It is a risk to them, perceived risk, that they're going to put all their eggs in one basket. They will bastardize, pardon my friendships, that's okay, that they're framing partners. I think that one of our one of our biggest challenges with conversion was the fact that we weren't bringing collaborative framers along for the ride. We were asking them to convert their framers to our methods. So you're going from up and again, it's an older marketplace of labor that is traditionalists. They like their craft. They've mastered their craft over a number of years. Change is never going to be something that's easy for them. So we were kind of fighting two fronts. We were fighting the risk that the builder was about to undertake and we're fighting the risk that we're presenting to the framers that they were dying breed or going to lose an opportunity. I think that's one of the reasons why it maybe never caught on fully. I think the other part was, and this is again speaking specifically about maybe just Calgary or Southern Alberta is there hasn't been enough positive outcomes in our space. Whether people have tried it and failed or they've quit on it, whether from a supplier side, not just a builder side, a lot of the instances that I've known have been basically that somebody has tried it, they've put their best foot forward, but they've never been able to fully bridge the gap of what the capital investment is, what the time investment and adapting your business model to support it. So you look at a company like ours, it was challenging. We went from a traditional lumber yard, very arm's length on the component manufacturing side. Fortunately, we wouldn't have been able to do what we did without the partnerships that we had with our clients that bought in. It simply wouldn't have happened, both from a funding standpoint and from a trust and a cadence that it creates. If you're going to do this, you have to go all in. You can't dip your toes in. So again, I think a lot of companies got washed out in that. I think one of the reasons why you're going to see it stick possibly more now or at least maybe not at the same rate that it's increasing, but at least a constant climb is simply that there is more success stories. There's more validation to it, but our marketplace specifically and our supply chain is very tight. So we have good relationship with our competitors. Some of the other guys that have tried this, they've had successes. So their customers are feeling that positive. We've had successes. So we're starting to create a model that other builders can take off of. What is the imitation as best form of flattery? That sort of mentality is other builders want to see others take the risk and then they will then decide whether or not they're going to make a strategic decision themselves. So I think there's a lot more of those examples that we can use to leverage the conversations that we're going to have later on with other potentials. So Scott, based on everything that you're saying, what predictions do you have about the adoption of prefabrication over the next three to five years? Um, broad question. Well, I think, again, you're going to get pinched on a number of friends that are going to force some hands. One of those is going to be the fact that labor is going to continue to be a problem and demand is going to continue to be high. Now I know interest rates whether Canada or US are extremely high. There's a lot of noise around the fact that that's going to suppress a single family marketplace, whether I would assume it's very similar for you guys down in the US. I think that Calry specifically is in a unique position because we're still underpriced in comparison to other major cities, whether it's across Canada or the northern US. So I think Calry has a long runway of continued demand. It might not meet what it met, you know, at the beginning of 2022 where we saw numbers that I don't think anybody predicted we would see. But I do think that we're going to continue to see an increased climb. We are underpriced and we are under inventory dramatically. Alberta had the largest single year of immigration into our province since the early 80s. There's no signs of that closing down. We have a, we have a government right now that is really incentivizing immigration to Canada. We're looking at, I think it's half a million people by the end of 2025, which for Canada is lots. Yeah, I think I saw somewhere that Canada had the highest immigration rate of any country last year and like is even developing a backlog. We see that and we feel that now. So whether that goes into a, maybe it's a price point thing where, because again, multifamily is much more adapted to the pre-fab game than the single family side. So you're talking about a marketplace that is going to have a demand for probably more multifamily.  On the single family side, I think what we'll see in Calgary is just strictly that builders are going to look to try to shorten the build cycle as much as they can. They went through a period of time in the last two years where it could have cost them their business with surging pricing. So the longer the window of time is that a home is under construction, the more risk that you have. We're going to continue to leverage technology and innovation and efficiencies and precision. That's going to be the obvious. So I think now coming out of what we've just experienced over the last two years, people aren't going to be simply just graded on price. And can you get it there? Can you get it there? It's going to be price of course, but it's going to be, can you get it there when I need it there as precise as I need it to be and with limited risk to my efficiencies or my ability to control my costs? One thing that we do, and this is something that I suggest, everybody that does a blended model is what we call or we consider ourselves a blended model. We have stick frame and we have prefab. We use what we call variance purchase orders to quantify how much more efficient from a budget standpoint, a wall panel job is versus a stick frame. So you look at a, right now we average five to seven percent on variance purchase orders, which is basically the field calling us for more stuff. You look at prefab. Because again, we are controlling the products going into the home. We are precise. We are precision. We, we have 3d model, modeled it to a 16th of an inch the way that it is designed and the walls that we send for that design, unless we have an error production, which again doesn't impact the builder's budget might impact their constructability or whatever. But the reality is we have sent you exactly what you need to build that house. There should be no cost overrun and it should be fixed. And that we use that immensely. Can I ask you a question about that? First of all, it's fascinating that you measure that. And if, if I just hear you say like the difference out loud, like 1% versus let's say at the top end, 6%, 7%, like statistically, I know that that's pretty significant. But if I just like the difference between 1% and 6% in my mind could maybe not be that much. Do you have any additional data? Like, do you know how much from like a time or dollars standpoint that 6% or 7% gap is? That would, that would change. So when at all time commodity highs, it's very high. But let's say we'll be a good example. So we do consolidated variance purchase orders. So at the end of the project, we submit for all of our variances at the end. It gives the builder a chance to analyze all the information and gather their thoughts. We have to validate why we were either short on estimate or misappropriated materials or whatever. Recently submitted one that was $7,000 on probably a $105, $102,000 package sale. That didn't include trustee. So this is a very large lumber package. It's an estate home. So a true 7%, $7,000 that they didn't budget for. Right now, again, just speaking of this specific example, they made a choice through construction. Again, a state home walkout backing onto a lake. They made a decision based on the needs of their clients to improve some of the materials that were going into that house. So it wasn't a misappropriation of materials. It wasn't a missed on the estimating side. It wasn't a framework cut something wrong on site. It was a decision that was made. So, but those things all contribute. Now, in hindsight, if that was a prefab house, that would have been a much different challenge. And that's one thing that you lose on prefab is being nimble and being able to be dynamic and make changes through the course of the build of the house. So you have to be very diligent. So Scott, if I'm a manufacturer or a lumber dealer considering investing more or getting behind prefabrication in some way, what advice would you have? The software that we use is the biggest catalyst for what we're able to provide as an output. We use my tech in almost every aspect of our business. Obviously, one of the most pronounced and used softwares in the world. But we use it for its intended purposes. We use it all the way through. We use it for management. We use it for structure. We use it for production. We build our business based on the resources that are available to us in my tech in a lot of ways. But we ask our customers to engage in that. So we ask our customers to provide us with AutoCAD files that we're able to create 3D modeling and we ask our customers to convert their process to adapt to ours to allow us to give them the best output. So I would suggest that they, prefab is not for the faint of heart if you're not prepared to put in the lightwork and pre-construction. If you're not going to do the lightwork on the pre-construction side, you will fail. The other piece of that is we dedicate one specific employee that is basically out there demand planning. And what I don't mean from a supply chain side, I mean from a field side. They travel the greater metropolis of word we service and they go around and they analyze site readiness. Because the last thing that we could do, especially in the last couple of years is dedicate a bunch of resources to something that wasn't real. We did not have that luxury to sit on a pre-made 3000 square foot home. Well, Scott, this has been so great. I just want to say thank you so much for your time. If any of our listeners wanted to get in touch or reach out, what would be the best way for them to do that? You can reach me at my email, my cell phone. I'm very active. I love what we do. I love this industry. I love the innovation that we're starting to see and I'm going to try to be a part of the cultivation of that. Reach me at my email. It's scott.m at integritybuilt.com. You can reach us on our social side. We do have a Twitter account and Instagram account and that would be at integritybuildingproducts or give me a call. My number is going to be on our website about us. Again, I am very passionate and that's one of the things. As much as you have to, don't worry about the profits. If you think that the idea has legs and you're passionate about the idea, I truly believe you'll find a way to convince others of the same. That's really what we did over the last three or four years here is really try to exude our passion and our commitment to the innovation and the improvement of the industry upon our clients and we're blessed to have clients that trust us. I love that. I love that a ton. Well, thank you again for your time. For our listeners, if you want more great content like this, head to ventvio.com slash podcast. Until next time, I'm Beth Papi Kola. Thanks, everyone.


We've represented graphs using a vertex set v and an edge set e. The difficulty is that there aren't many things we can do with a set. Instead, we can represent a graph using the adjacency matrix. The adjacency matrix of a graph is a matrix A where the i, j entry is 1, for now, if there is an edge between vertices i and j, and 0 if there is no edge between the two vertices. And it's worth at least mentioning that at this point, we've now joined the two main areas of discrete mathematics, namely, linear algebra and graph theory. For example, let's consider this graph. Vertex 1 is joined to vertices 2, 3, and 5, so the second, third, and fifth entries in the first row should be 1, and the rest should be 0s. Vertex 2 is joined to vertex 1 and 4, so A21 and A24 are both 1, while the remaining entries in the row should be 0. Vertex 3 joins to vertex 1 and 5, so A31 and A35 are 1, and the rest of the entries are going to be 0. Vertex 4 joins to vertex 2 and 5, so A42 and A45 should be 1, and everything else is 0. Finally, vertex 5 is joined to 1, 3, and 4, so the first, third, and fourth entries in the last row are 1, and the rest are 0. So because we've now represented the graph as a matrix, we can then apply every tool of linear algebra. This opens up whole new realms of possibilities for what it can do with the graph. But we'll begin with a key feature of the adjacency matrix. Suppose M is the adjacency matrix for a graph G with V vertices. For any K, the i-jth entry of M to power K is the number of distinct length K walks from i to J in G. For example, let's take a look at our graph, and we might want to find how many length 5 walks there are between vertices 1 and 4. So remember we have the adjacency matrix, and because we're looking for length 5 walks, we want to find A to the 5th. Now we could find A to the 5th by multiplying A by A by A by A by A by... I've lost count. More efficiently, we can use the fast-powering algorithm. This is based on the idea that it's just as easy to find the square of a matrix than it is to multiply two arbitrary matrices. And in particular, what we'll do is we'll repeatedly square our matrix. So we'll find A squared, the square of A squared, which is A to the 4th, the square of A to the 4th, which is A to the 8th, and so on. And if we want to find A to the n, we'll multiply the appropriate powers of A. So we find A squared, that's A multiplied by A, which gives us... Now A to the 4th will be A squared times A squared. And so we find... Now we have A, A squared, and A to the 4th. So now we can find A to the 5th, which will be A to the 4th times A, which will be... And now we want to length 5 walk between vertices 1 and 4, so we find the A, 1, 4 entry, which is 10. And so there are 10 length 5 walks between vertices 1 and 4. Now just to keep my mathematician card current, let's go ahead and prove this theorem. And because we're doing a repeated multiplication, this is the type of thing we'll prove by induction. Clearly the statement is true for n equals 1. Now suppose the statement is true for n equals k. For convenience, we'll let A be m to the k plus 1. We'll let B equal m to the k, and consider Aij... The ijth entry of A m to the power k plus 1, which is m to the k times m, or we'll call this Bm. Trust me, if we try to do this any other way, we're going to drown in a c of subscripts. So remember how we find the ij entry of a product of two matrices? We're going to take the components of the i-th row of the first matrix, and so that'll be Bi1, Bi2, and so on. And then we'll multiply them by the components of the jth column of the second matrix, that's m1j, m2j, and so on. Now by our induction hypothesis, Bij is the number of walks from i to j with length k. So now let's consider this first add-end. This is the number of walks from i to vertex 1 of length k times m1j. And remember m1j is going to be 1 if there is an edge between vertex 1 and vertex j, and 0 otherwise. So we can view this first add-end as a number of walks from i to j that pass through vertex 1. Likewise, this second add-end will be the number of walks from i to j that pass through vertex 2, and then the number of walks from i to j that pass through vertex 3, and so on. And so when we add them all together, there's some will be the number of walks from i to j, regardless of which vertex they pass through, and that proves our theorem. It's important to remember that we are computing the number of walks from i to j, but remember a walk in a graph might repeat a vertex and might retrace an edge. So while a power of the adjacency matrix is useful, we might need to take additional steps to answer a combinatorial question. We'll take a look at that next.


Happy birthday lollipop. Just notice We'll go next time didn't notice that I sent all the lollipop X person no no they were trying to say Australian girls You let me down. Let's see if an American girl can do something cool stand up and say I love cheese really loud for lots of coins I love cheese Okay


Hey traders, this is T Bradley 90 from the my investing club chat I'm one of the top mentors and moderators in chat as a special gift to our viewers on YouTube We have created a free two-hour course to help teach you how to start a consistently profitable trading business and identify high-paying setups in just 30 days There will be limited seating every week So register for the course and reserve your spot now Using the link in the description as a special bonus for everyone that watches the entire video We will give you the link to a free 10-hour additional mini course that has never been released to the public Register now before all slots completely fill up All right guys, we have a very special video for you today We recently threw a San Jose meet-up where we introduced Bow's first millionaire protege who he traded with back in the early 2000s for just over a decade before the guy made so much money and retired They even traded Fannie Mae together and banked over one million dollars each that day David is an absolute legend and his first student before Alex 809 David came out and spoke alongside many others of bow students including Alex Allen and a surprise special guest Now for the first time shows his famous Fannie Mae P&L and here's a fly-in-the-wall experience of our meet-up And what we talked about enjoy and while today is just a preview of the full-length meet-up If you want to watch the full length or any of our exclusive full-length content then become a member of MIC Yeah It's fine it can it sees enough Yeah And so appreciate everyone coming and I'd like to thank first you the boss of 1150 for helping us set up this place. So thank you That is a he helps us with a make one here. So if anybody I want to introduce you to the MIC team here, okay If you don't know who I am my name is now Monorock better done at Monorock. So and this is like this is Alex So this is Alex this is Alan This is one of the guys we talked about. I'm going to introduce each person later on and they're gonna give me a 15-day Speech okay, which will help you to understand The whole intention was training is a very lonely existence, right? I mean I sat there by myself for technique and I Was almost suicidal or I could handle it because I'm a social person I want to feel it's stuck inside so I want to treat these videos and then Evolved into just a drink you fast, right? Which I still do not know it But we wanted to also help and motivate the people to come to tell you basically the reality of training The first thing I'm going to introduce is David. He's gonna talk about So this is my first He was visiting the United States and I've seen this guy for like five years Well, why not go in advance and motivate the people and and for the first time we have Alex and David Let's try this again. So yeah Being being being miles trading and calling the building partner for 10 years is kind of a rough job It's kind of high maintenance Yeah, we had a very good run I Can really vouch for wow. I'm the living proof of On the screens guys is the power point so So yeah, but um to take it back to the beginning and tell you a little bit about my personal journey. I Started trading in 2003. I was just coming out of college And I pretty much was about to be a marketing consultant. I was getting started on that But it didn't feel like it didn't really fulfill me. So get an MBA, right? Yeah, I might come Ready to go in that career and it just didn't resonate for me I consider somebody mentioned trading and for some reason I knew that that moment trading is what it's going to be And that's what I wanted to do So I started just like that with a very small account of like three thousand euro I'm originally from Germany. So that's why I started I didn't know what I was doing but I knew that I wanted to do that and Sure enough, I lost most of that money like the first one. So I was really frustrated but I held on to that dream and Step by step, you know, I was trying to find my way around And it took me a full year. I think till I found some sort of stability But I still I lost all my capital, you know, not that I started much I had literally a couple hundred bucks that's maybe five hundred six hundred bucks And then I kind of was able to stabilize it kind of found, you know, some stability and Most notably I met Bao Bao was a moderator in the trading chat It was called stock English He was kind of the kind of guy who would actually explain this trade and take the time to really like educate movies like me So one day I just cried and messaged them and there were some questions and he was very kind and very Very modigable and took the time to actually explain to nobody like me what he's doing and how it works and From there on we just connected and build a relationship and the team that will last for full 10 years of everyday trading and everyday excitement and 15 year-long friendship Very good friendship that I'm very grateful for But it didn't start easy for me training training is very hard And it's lonely and you got to deal with your own emotions by yourself. You got to deal with your own sense of discipline You got to teach yourself You know, I might see is definitely the next level for that because it creates that community that you can actually have other people To exchange your ideas and your problems So I'm really excited to see this coming to a question Basically my own story 2004 I started trading with Bao and I learned how a middle trader a successful trader How he thinks how he deals with emotions how we how he sets up his trades And I learned that, you know, not everything makes sense like it's a lot of a lot of gut feelings That's one thing I can give you Onto your journey is you know, you can't over rationalize everything.  I want to bring up This is a very very very good story. Okay, it's about how little it takes to change your fucking life Hey guys, my name is Alan and I've been trading about five years And I'll give you guys the bitter truth Like her 11 so I Don't have I've never experienced the day where I've made they made more money matter of fact, I'll say this My biggest day was problem was I just did the numbers while I sit over there I'm my biggest name was five percent of vows He made more money in one day That I made him like the entire year of trade right so the fact of the matter is I've been at risk for about five years I've had some success. I didn't get a Lamborghini overnight. That's for sure. I I have an engineering background I have an engineering background and I Had a job right here in the Bay Area. It's like everybody else. I was making a you know 120 grand a year to use the vacation and That's it is what it is. So I discovered trading not about through social media 10 sites. I was in their chapter and I Spent the first year and a half Getting dumped on it was in my blowing up account after account look for accounts total Nothing super super big, but what was big to me at that time? And then I you know kind of got smart about it If I would just do the opposite of what I did before it would work out right so dug a little bit deeper and actually discovered bow Alex and some of the other guys that were doing this and Really started becoming a student of it and you know investing a lot of time guys This is not like something that just happens overnight. You know, you're looking at a Couple thousand hours that I spend watching videos reading books You know weekends Nights it takes a lot of time. It's not easy nothing one thing I've learned in life is there's there's no shortcut I don't care what you do. I'll give you a real-estate broker. I'll give you a surgeon lawyer Shit's hard work. I don't know. There's no way to share it with you and you know this whole approach to where you know Lamborghini lifestyle like to follow You can get there you can I've only some nice cars have one Lamborghini, but you can get there, but it's a shit ton of work It's a lot of work. So I was my learn-to-trade I was looking full-time And I wouldn't get up early in the morning five o'clock in the morning and sit in front of my screens and I started out making a hundred bucks a day You know after a year and a half You know 20 months 18 months 20 months into it Having lost probably thirty forty thousand dollars of my own money that I was very hard for I Started making it back a hundred bucks here two hundred bucks there Slowly building up building up building up and You know it after about a year of that I started see some success, you know I started losing this management, and I'm not really here today to tell you guys how to trade you guys won't learn how to trade I encourage you guys to learn from professionals like these guys these guys have been doing longer than me They know it inside now. I don't make the money these guys may but you don't have to make Would you make that one day 1.4 you don't have to make That a day to make life change money in this today's Matter of fact, I got bad news for you There's probably not one person in here that will ever make 1.4 in a day trading stocks in today's market but what you can make is You know five hundred dollars a day six hundred dollars a day a thousand if you make a thousand dollars a day That's 250 grand here Hey traders, this is Tosh I go by T Bradley 90 in the my investing club chat Just wanted to reach out and say if you have any questions about M. I see joining M. I see maybe you're a member already You have three ways to contact myself personally and through M. I see you can hit our social media You can hit me through pms and chat or you can contact us through my email at Tosh at my investing club calm That's Tosh at my investing club calm I will get back to you in a timely manner and I'm saying this because I'm here to help and I don't want anybody to be Afraid to reach out and ask any question that they have we are here for you guys. All right. See you guys


Okay. Hello everyone. Thanks to everyone joining us today. Hope everyone is staying safe under the circumstances. Welcome to today's CNCF webinar, the Rosetta Stone Guide to Compliance in a Cloud Native World. I'm Sanjeev Rampal, Principal Engineer at Cisco and a CNCF Ambassador. I'll be moderating today's webinar. We would like to welcome our presenter today, Cynthia Berg, is a Program Manager at Capsulate. Before we get started, a few quick housekeeping items. During the webinar, you are not able to talk as an attendee. There is a Q&A box at the bottom of your screen. Please feel free to drop your questions in there. And we'll get to as many as we can during and after the presentation. This is an official webinar of the CNCF and as such is subject to the CNCF Code of Conduct. Please do not add anything to the chat or the questions that would be in violation of that Code of Conduct. Basically, please be respectful of your fellow participants and performers. As we said earlier, put your questions in the Q&A box, not the chat box. With that, I'm going to hand it over to Cynthia to kick off today's presentation. Go ahead, Cynthia. Thank you so much. And thank you for those who joined and welcome to the Rosetta Stone Guide to Compliance in a Cloud Native World. I'm Cynthia. I'm a Program Manager at Capsulate 8 and I am one of those people who actually reads about compliance because I find it interesting. It may or may not be a medical condition. We will see. But we are here to talk about compliance today. And unlike me, it may not be one of your favorite subjects. In fact, it may feel like a massive box checking exercise, pulling in staff and coworkers into this vast abyss mapping our cane controls, deciphering audit speak, and never really sure if you're even shoring up security. But you know it's important and you don't want to make the headlines. But every time an auditor speaks, there seems to be a letter or a sentence describing a compliance control, which may or may not cost you thousands. But I promise you, the auditor on the other side of the table is equally as lost when you start talking about orchestration tools or containers or images. So how can you, the IT expert quickly tease out the essence of what an auditor needs to give them the confidence that you've passed an audit? What's the solution? Today, we're going to dig in and decipher a SOC2 type 1 audit in a cloud native environment. We're going to demystify all the dots and the dashes and control numbers and give a high level actionable roadmap of key elements required to pass your own SOC2 audit, regardless of where you are on your cloud native or compliance journey. And in truth, you're likely already tackling SOC2 problems and you may not even realize it. I'm going to be working right now on looking at your processes and documentation for your stakeholders to demonstrate how you are managing in this new normal. Security of the cloud versus security in the cloud. We've been talking about these these phrases for a long time, but they've come to take on an entirely different meaning in the context of compliance. It's nuanced, but it's critical in the first step on roadmap. A long ago, we worried about stability and accessibility and whether or not cloud was the right place for critical systems and applications. We talked a lot about security of the cloud and then struggled once we got there of how to ensure security in the cloud. But through the lens of present day, security of the cloud now speaks to the shared responsibility model. The who in terms of responsibility when it comes to producing audit evidence in cloud native deployments is a tricky first step. And it speaks volumes to just how significantly discussions around security and compliance have shifted in a cloud native world. So how did a fairly straightforward endeavor and audit become that monster under the bed. It's that thing that looms over us and few understand.  So for years, the AI CPA that's the American Institute of certified public accounts performed what was called assess 70 audit of service control organizations. And among these controls included security controls. But keep in mind, this is an accounting organization. Nevertheless, says 70 started being leveraged as an asset to win and keep business, but the controls were really sufficient to assess it organizations. So, in 2009, the AI CPA responded. It became known as the trust service criteria and the sock or service organization control audits were created. But the last major update to these controls really dates back to 2017. When I speak of a Rosetta stone is to understand that the critical importance of clear communication clear language to assist you in helping you map some fairly arcane controls to modern consystems and processes is critical. And also having a clear compliance narrative to describe your it systems from the outset is the foundation for producing clear use cases in your audit evidence, which is essential to pass any audit sock to or otherwise. This presentation is not a primer on sock compliance, there is an assumption here that you understand various compliance reports the purpose of those reports. The presentation is intended to talk through some highlights. We're going to go through a mock audit for those who have experienced or it's been exposed to at least sock audits during some inquiry incarnation of your career. You may be here because you know that having sock to attestation in the cloud, put you at a competitive advantage can help you win and maintain customers, and it may just satisfy some internal and external stakeholders. So those of you who want to move to cognitive applications platform services, putting compliance and security at the front of the planning stage is a great approach. It's a great way to launch a design. So why now. Yes, sock to certifications help build trust it differentiates you from your peers and your competitors. But why are we hearing so much about it right now. And a surface criteria of security processing integrity privacy among others, our problems were all tackling yet again in this new normal. A sudden shift to a highly remote workforce accelerated many organizations plans to move to the cloud quickly.  You're having to work through documentation and processes again for stakeholders. So with that said worst case scenario, your approach, you and your team have hazardly cobbled together enough to pass a one time. And again, that's a type one audit of a point in time, and check a box to promote a perceived business value. But if you really want to take the killing tubers with one stone approach, you would dig into this process, revisit security processes overall, and this new normal and couch them in sock to controls, or your framework or choice really and bait compliance in as part of this journey. Another reason we hear so much about sock to quite frankly is the breadth of reporting. The breadth of reporting required to pass a sock to audit is significant. And it really it readies yourself in your organization as a good starting point for building structures which can produce audit evidence, and then this evidence can be repurposed and support a wide variety of compliance controls. So effectively, if you have audit evidence to pass to you, you can often go right in and tackle, say PCI DSS, or missed 853. So sock to is also also often viewed as a business to business virtual handshake, acknowledging the third party has come and reviewed and attested that you, as a service organization, who handles customer data has processes, governance policies, and monitoring in place, which ideally ensures that the data is maintained process transmitted secured stored disposed of in accordance with the standards set forth by the ACPA. And finally, security is not an option in a sock to audit of the sock to principles or criteria, you can choose which principles to include in your sock to audit. But security must be included in a non privacy principle sock to audit. So we're going to dig in and talk about that road knob. Make sure you are clear on the shared responsibilities. And who owns part or all of each control in this matrix and make no mistake. This is the most crucial step and to successful audit. Note that the trust service criteria at the bottom availability processing integrity, etc. These are sets of controls individually, and each box in the matrix would be responsible for producing audit evidence depending on the scope of the sock to audit. So let me couch this in an example. Say for example, your organization uses AWS to host business to business workloads. And as part of your sock to audit, in addition to security which is required, you choose say availability and confidentiality as trust service criteria for those B2B servers. That's in scope of your audit. It would then based on this matrix be a joint effort to produce the audit evidence between you and AWS. It's important to note that while availability. These things are optional understanding the who of responsible responsibility for producing audit evidence for the trust criteria, and the how of the trust criteria will be evaluated upfront is really where the real work is it understanding this from the outset will improve the experience overall and the actual effectiveness of the audit. So, looking at our mock sock to type one audit and again a type one audit is a moment in time versus a type two, which is an audit over a period of time. What is evaluated from a security criteria perspective and the sock to audit what are the required controls in the common criteria controls for communication and information have to be included. You must be able to illustrate how you manage. Excuse me internal and external communication and information flows. The common criteria for control activities have to be included you have to demonstrate how you manage technology risk. In the common criteria for logical and physical access you would demonstrate how you detect and prevent unwanted attacks and access to systems. You would demonstrate logical and physical security here this is a shared activity likely between you and the cloud service provider. The common criteria for system operations also likely a shared responsibility between you and the CSP would illustrate effective anomaly detection incident response and remediation tools. It also digs into effective governance around the communication of security events. And finally in the common criteria for change management. You would demonstrate how you've implemented change management change management and all of your policies related to software infrastructure and data. So, if you aren't working with a governance framework and your goal is sock to compliance, understanding that these are the criteria which will be evaluated is important. Or say you have a well documented set of controls in an existing framework. This is where you would start in terms of mapping your controls to sock to criteria. Or if you're just starting on your journey to the cloud and envisioning that path with these criteria upfront is a wonderful place to start. So we'll dig into the high level roadmap and discuss the key elements required to pass a sock to audit. Regardless of where you are on your cloud native or compliance journey. So returning back to the control matrix step one, building this out is the first step in and can take some significant time and effort. Security in cloud native environments is intrinsically linked to understanding the who and the how of the service provider. Now keep in mind all the public CSPs the cloud service providers, especially recently have extensively expanded their offerings in regards to off the shelf tools. That's part of their service now around compliance specifically for sock to in the shared responsibility matrix boxes. Don't reinvent the wheel. Look to your cloud service providers see what's made available for step two. Once you've determined now you need to determine the trust service criteria that you want to have in scope. We know security is going to be there. In any scenario, this is not a check the box exercise, but an opportunity to set standards for compliance needs of the organization. Remember, you have to include security, but each one of these trust service criteria has its own sets of controls. Step three, perform a gap analysis, implement remediation when necessary. And keep in mind some key factors which is going to determine the number of times you cycle through these steps. And I think this is a real pain point for people who are going after soft to audits. This wins Lather repeat the scope, the scope of your audit is going to determine the number of iterations. In the audit area, you include the more controls you're having to meet, which in turn means the production of more audit evidence and more test cases. Where are you with documented processes. Understanding that will determine whether or not you could already leverage an existing framework. Depending with say, Kobe or CCM from the cloud security Alliance, you can likely lean lean into those many times these frameworks are based on industry accepted security standards and regulations. So a lot of stock to controls are covered in those existing frameworks. Finally, the number of third parties you're working with can really impact the sizing, the number of cloud service providers, etc. Each control in the trust service criteria must be repeated for multi tenancy. So multiple cloud service providers that you're working with for shared stock to audits multiple soft to audit evidence and reports must be generated. And step four, ready your communication skills, because successful audits are rooted in compelling compliance narratives. Remember, this is a certified public accountant auditing your system. How simple is your network diagram to an outsider. How easy right now is it to describe your endpoint detection and response. As you'll see as part of the final audit report. We're going to see a sample it will include your opportunity to include your organization's compliance narrative. It will also include test cases and audit evidence. But leveraging some known frameworks can assist with the production of that audit evidence. Such as MITRE attack can assist in readiness against real world attack tactics and techniques, but can also help translate concepts like intrusion detection and prevention is an example. Your auditor your CPA may be accustomed to being pointed to a piece of hardware during an audit or IDS very different kind of solution maybe presented for IDS IPS and use cases around that in cloud native environments. So let's look at what is in an actual sock to compliance report from an auditor's perspective. So at the top, you're going to see the service auditors report. This is your CPA's executive summary of the audit. Next, this is where you come in your management team has the opportunity to document your compliance strategy. In their words. This is your management's executive summary. Next, you're going to see a description of the system. This is where any diagrams workflows that are documented any end to end system narrative would be appropriate here. Next, there's going to be a section of tests and controls and corresponding results. Now this literally could be volumes of data, depending on the scope of the audit remember more trust service criteria included more use cases. If you have multiple CSPs or multiple third parties that's going to expand. As well. And then lastly any additional information you'd like to provide in the audit potentially noting third party attestations that you have. Or supporting documentation for other folks who work with just as you would not necessarily have the appropriate background as an IT professional to say audit a complex financial statement. So the onus is on the IT organization to demonstrate compliance, even when the use case is unfamiliar to the CPA. And I want to show you some real world examples of where this can become a challenge. You may run into them yourselves. So the common criteria of section six speaks to the logical and physical security aspects of your system. You may be able to demonstrate how you detect and prevent and wanted to tax and access the systems. And keep in mind the common criteria controls for section six have multiple facets, each looking at a specific requirement. And sometimes it's even a shared responsibility. But fundamentally, how would your auditor expect to see how you meet this without a software defined perimeter. You would have to show like functionality. Another example in common criteria seven, you would have to show how you would identify vulnerabilities or misconfigurations and how you do this on a periodic basis. Likely your auditor may be used to seeing a traditional antivirus solution here or anti malware. The auditor may even know how to drive those test cases themselves. Auditors are learning about cloud solutions just like it professionals. But again, the onus is on the it professional to be prepared and reduce confusion with clear test cases which illustrate how you meet these challenges be ready to answer any questions which may come up which are off script. So I've actually given typed up a sample sock to audit to the specific areas, the first being around logical and physical access of the common criteria of section six, specifically around ideas. So in this section here, we would have the actual control listed the control activity specified by the service organization. This is your narrative. This is how you are describing functionality in a cloud native world. See, use this as a tutoring opportunity for your CPA and introduction to how you're meeting ideas requirements. Maybe in a way they've never seen before in a cloud native implementation. Leveraging tests that are defined by a framework like MITRE attack can readily demonstrate tactics and how they are prevented to the service auditor. And you see we pass with wine colors. So another example here was our second example around section, the common criteria for section seven. Looking at how we would manage changes to configurations that would result into the potential introduction of new vulnerabilities and susceptibility. Here again, we would map out the control, we would read the very top is how the AI CPA requires the control there within the sock to documentation. There are some guidelines of types of use cases that they would like to see. But again, you have an opportunity here to give your narrative of how you interpret this control and how you need this control. And then you have use cases and test cases queued up that you can fire off quickly and easily to be able to turn this into a Q&A session with your auditor. So having worked with auditors for a very long time. I would say a safe answer to every sock to control in the cloud native world is to first consider how you would accomplish this in an on premise infrastructure. Again, auditors, especially CPAs for sock to, and it does have to be a CPA to attest a sock to certification. How would you accomplish this in an on-prem deployment?  How you have an opportunity to provide a narrative and then generate basic use cases to support it. Because we're really already solving these problems right now. We're tackling sock to trust service criteria every day. You're already doing the work. Why not couch these efforts in sock to ready use cases. Some examples from May of 2020. Four months ago, we did not see this new normal coming. We now have a highly distributed workforce. We have in some cases a reduced response team and the spike in threats from all angles. So zero trust isn't just a framework we talk about anymore. It's it is the new normal. So how are you going to demonstrate how you protect against unauthorized disclosure of information or an authorized access? I'm sure you're able to do it. But what's your use case? You've just set yourself up to meet at least one control and a sock to audit. How are you going to explain to your auditor that you've actually enhanced accessibility and resilience by leveraging containers and microservices? What does that workflow diagram look like? How can you leverage an existing framework more over to tell this story? Again, we're already doing the work. Take a look at the sock to principles. If it's a goal of yours and start building use cases accordingly, including process integrity. And the common criteria in terms of whether or not it's in scope can be a massive undertaking for organizations working with multiple third parties to contribute to a final product of a sock to audit. But you need easy access to procedures and processes of those third parties anyway. If you say want to stay out of the headlines. Do you know that all, do you know all that you should about your third parties who contribute to the care and feeding infrastructure data and software right now? Confidentiality. New challenges here working from home and now exposes physical security in a new way. Working from common spaces even for stable internet or power on some days or simply having a laptop with sensitive data in a busy household brings new challenges of theft and damage and likely you're talking about this within your organization. So how are you going to demonstrate how you handle confidential information in a highly distributed workforce? Hint. Look at sock to compliance controls. And finally, privacy when failure really is not an option. Looking at the top 15 data breaches of the 21st century. So the past few months alone has exposed over a billion records resulted in millions in fines and actually a couple of prison sentences. Also the California Consumer Privacy Act or CCPA went into effect in jana 2020. If you're impacted by that consumers can now opt out of the sale of their personal information. And it's why you probably have seen an uptick in emails with updates to privacy terms in your inbox. In theory right now every California can find out what information is being collected about them and their devices. So in March 21 of this year right in the middle of the height of the pandemic in New York. Silently the New York Shield Act went into effect. Very similar to the CCPA, but it not only focuses on the protection of private information, but also seeks to enforce disclosure from organizations if they are breached. So our call to action today is to recognize number one, you're tackling these problems already today, you're already working through these challenges, couching them in sock to controls, you can immediately start building out use cases. I recommend visiting our cloud native compliance playbook strategies for how to build both security and compliance in a cloud native world and I've included a link to that present to that document in the presentation. And I appreciate you joining me today and I'd be happy to answer any questions. Did I see questions come in. I haven't had questions into it. Okay, all right. Maybe I'll kick off a question here which is, sure. What are the most common types of compliance standards that you're seeing in the cloud native deployments of, you know, early cloud is it. How does, how often do you see sock to versus PCI DSS versus others. I think we're hearing so much right now, the most I'm, I'm hearing sock to in a new with the new kind of volume. And again, it's because it's such a broad compliance standard. It applies to anyone who who holds customer data, holds your managers customer data. I'd say sock to right now. The reason I chose it as an example is the one I'm hearing about the most, obviously depending on your area of expertise in terms of your organization that you're supporting it could be HIPAA, it could be PCI, it could be GDPR. It could be a major issue but again, sock to is talked about a lot because if you can pass a sock to audit because of the breadth of controls and the size of the audit you often can reuse that evidence to to pass a PCI or list. But it really depends on on your industry it could be fed ramp is driving you as well. So thank you, folks fee free to chime in and or you can type in your questions on the Q amp a box. I think compliance will continue to grow as an important area of that needs more, you know, attention and innovation in the cloud native word. So you want to stay out of the headlines. Yeah. I guess there's a question from weapon here. Is this information. Is this, I guess, referring to your playbook or your. Is this available for all platforms like VMA open stack a deviation Azure. Can this playbook and this information be used in a multi cloud platform. 100% and it's actually a wonderful question. And if I wasn't clear in the presentation it actually is critical. That matrix are step number one, understanding what you have in the cloud. First of all, maybe you have multiple things in the cloud across multiple cloud service providers. If you want to pass a sock to audit understanding that matrix of the who and the how of the trust criteria, who's going to produce the audit evidence is it a joint effort. For example, if you are leveraging, if you're trying to get a SAS application sock to certification or attestation. It's really a joint effort, very heavy on the joint effort right now and actually as of this month. Microsoft has a whole new section of off the shelf sock to ready reports. So the joint area that they would be responsible. And those reports are just you can download them today. And you can actually use them to model how you would report on your responsibilities. But yes, that is what would increase the scope of the audit, and the time it would take to do the audit because you would have to meet the criteria for each one of those public cloud providers, as well as yourself, depending on that trust service criteria, you know, the matrix and how you're going to produce the audit evidence. Another question is you touched on sock one and sock two what is the difference between the two. Sure, type one is a moment in time so it would be that day, you would be like a snapshot of, or maybe that week, a sock to type to audit typically runs for six months. So you kick off the timer, you would start to collect information over a period of time. So in our example for ideas IPS. We would want to be able to provide, not just the use cases that we triggered, you know, as an example for the auditor at that point in time, but we would have to show how we protected in say the real world for a period of months. Kevin asks, where is a good place to get a full breakdown of the control criteria. He's finding that the finding this on the EICPA website is a bit difficult. Sure, actually, if you download this presentation, there are some hyperlinks, and there is a link directly to the PDF, which maps out all of these controls and you're right, there's multiple PDFs, but there is a single one. And again, we're talking a lot about the Rosetta stone because it's from 2017. It doesn't necessarily map easily to cloud native concepts and principles, but it is from 2017 is a single PDF and there's a link to it in this presentation. Another question is, what is the process overall process of a third party assessment. It's a great question. So this can be incredibly overwhelming. Obviously. And depending on the scope of your audit, again, if you're just going after the MVP just tackling the security principles to include or if you if you have to, for example, report on data processing integrity. It's not uncommon to leverage a consultant. There's a lot of folks out there. There's even compliance as a service now in the past year that's that's come up as an offering. But it's not uncommon to have a third party come in and help you map some of these controls help you build these cases really work and break down that responsibility matrix. But to be completely clear, the only people that can give you sock to attestation. It's different than say PCI or NIST or Fed ramp where you can enlist a third party. You know a group of auditors to come in like Deloitte, for example, to sign the piece of paper or Deloitte's not a good example. Joe's compliant shop. They're just someone who does this for a living. You can't do that necessarily for sock to unless Joe is a certified public accountant. And by extension, can any CPA do this. If they know how. Yes, but and that's the challenge right is finding those CPAs who really have one foot in the technical world. It's it can be challenging. You know the big four all have them on staff but not everyone can afford a big four auditor. So it really comes down to how well you can work with that auditor how clear you can make your compliance narrative to that auditor. A couple more questions coming up in the chat window please put your questions in the q amp a box please. And then asks, can you design a customized OS and the control matrix, not entirely sure about the question. Can you design a customized OS and the control. Yeah, no I understand what you're asking. Of course you can. But that's work, right that's a lot of work and that's where the monster under the bed feeling comes from. I would suggest downloading the PDF from the ACPA. If you're using an existing framework right now like if you are making sure you have covered say for MITRE or Kobe. You know, that is a pretty easy exercise of mapping controls but yeah I mean you would have to, if you are using a custom OS to host customer information. You can do it, it's work, you'd have to do it if you wanted to get a sock to attestation. Kyle asks, what do consumers of soft tools, or I guess the soft to reports really look for in the reports consumers so your consumers would be in this case it's not going to be, you know the person who's buying your product. They really just want to see that you have the attestation that you've had a third party, come in and say yes, they really are doing what they say they can do. Your consumer would likely be a business partner or or someone you would want to you know leverage as a. Or you're the third party and you want to work with a larger organization, it really just shows that your business is in order that you really have done diligence around security. It's that virtual handshake that I was talking about but honestly I would be surprised if anyone opened up a sock to report, they may want it, except around privacy now.  Especially with these latest regulations in California in New York, what you're collecting, how it's being stored, how it's being destroyed. There would be probably some significant scrutiny around that if it was a privacy principle sock to. Sounds good. I think that's about all the questions we have. We'll wait a minute more if anybody has any more last questions. Yes, there's one more now. Kyle asks again. What would happen if I have to issue a qualified report. After issuing them regularly without issue. Are there things I can do to give customers comfort over our environment. Well, I think that's kind of a subjective question but comfort over your environment I think right now privacy is at the forefront of most people's thoughts. That's why we're seeing regulations like GDPR acts in California New York come forward. You, again, you can show pretty readily. I wouldn't want to disclose any confidential operational information but you could, you could make clear statements that you are disposing of consumer information in a specific way, and that specific way is spelled out in the privacy principles for privacy and it really, it's quite rigorous. And I think if you're able to say sock to add to stock, you know, sock to certified for privacy, and you dealt with consumer information, you could have a link, maybe to the section of the website to show exactly what that means in terms of if you put your information into systems that collect data. I hope that answers the question. Thank you, Cynthia. So I think we're about done here. Thank you Cynthia for a great presentation. Absolutely. Yeah, go ahead, Cynthia. No, just thank you for having me. And the webinar recording and the slides will be online later today. We'll be looking forward to seeing you at a future CNC webinar. Stay safe. Have a great day. Goodbye. You as well.


Good morning everybody. We're here in London, Ontario been here for a couple days now. Well over yesterday and the day before and we gathered up a little bit of snow.  That'll take us home. I have told myself that.  Probably about a couple hundred. So I told myself about a couple hundred times. I didn't really have my own shovel on my truck. Yeah, that would be a good idea. Yep. So thank goodness for flying j-manageries and they're very kind to let me borrow their shovel and trust me to bring it back. Obviously I brought it back. Some people out there, they probably just take it and run unfortunately. So they were very kind to trust me with that. I brought it back to them. The trailer's all cleared off and we're gonna head up the road. Our pickup got changed. We're supposed to pick up in Thorndale, which is just around the corner here. It's the same load. I guess they just forgot where it was. I don't know why it got changed. But now I'm picking it up in Hanon, Ontario, which is a little southern, pretty much in Hamilton, Ontario, which is like an hour and a half back towards where we came from. I thought I would have stayed out there, but you know, it's trucking. Things change. So I'm reset now. Just done my pre-trip after I shopped off the trailer. Truck is all good to go. Now we head up there. I have an 11 a.m. appointment. It's gonna take me about an hour and a half to get there. I have two hours to get there. Let's hope that's enough time with the traffic. We'll see what they got for me. Apparently it's like some part of a bridge or something. It's gonna be almost 12 feet wide, like 11 foot 8. So let's go see what it is. Let's go pick it up. This weekend, my phone charger went kaput for some reason. I started charging it and suddenly it started dinging, saying, hey, there's moisture in your port. Unplug immediately, and it refused to charge. And I said, wait 24 hours. I googled it, and I said, okay, wait 24 hours and let it dry out and see what happens. Well, it's been almost 48 hours now. And it still won't let me charge through the port. So again, thanks to FlyingJ here, I went inside and I got this wireless charger. This is actually a charger. This is pretty cool actually.  That's a fast charger. And now I know it's designed to be like this. But when it's like that, watch this, it'll open up automatically when I put my phone in here. And it's a wireless charger. And it starts charging my phone. Fast wireless charger. But I don't like it that it stands straight up like that. It's out of my view. And this is the only place I could mount it in this truck. Look at this place. Every part of the dashboard here is filled with some kind of gauge, like switch, lever. I couldn't mount it anywhere where it would stay. So this is the only place I could find. I could mount it, stretch it out to here, out of my way. And then instead of having it like that, I can put it sideways like this. And it's exactly level with my hood. You see that from where I'm sitting here? It actually only just covers the front part of my hood. It doesn't take away from any of the road in front of me. So that's what we're dealing with now. I can't charge it normally. I might have to take it to get fixed. Of course, right when I paid off too, right? I paid off the phone and it's mine now because I leased it at the beginning, right? The phones are so expensive nowadays. This is crazy. But I leased it and I paid it off. So that's mine. And of course, then the charging port goes. Of course. But luckily these Samsung's have a work around. You can charge it wirelessly. So that's what I'm doing. I bought some wireless chargers off Amazon that'll be waiting at home for me when I get there. And I got this wireless charger for the truck. That'll keep it charged. That was my my only option right now. All right, it's been good sitting here. It's been fun in London. Let's clean this off real quick. I almost forgot that. All those fingerprints. I don't want to stare at that all morning. Not perfect, but it's better. We'll use a little bullsnot on it later to clean that off. I got to go pick up my bridge. Bites are on. Truck is all ready to go. Snow is off. Trailer bed. Hash cams running. Everything is mounted. I make sure my trailer is attached like it looked like it was. Trailer brakes work. Trailer is attached. Trailer brakes release. Fantastic. Let's go to work. All right, old blue.  It's supposed to be about 46,000 pounds. I think so. It'll be pretty heavy. We're going to take Highway 11 back. I've got my permit for all the all the King's Highways, which means all public highways. Well, not all public highways. There's the King's Highways and that's what my permit's good for. So we're good for the 11 all the way back. It'll be easier than carrying an oversize through the 17. He's got reels too. Same kind of load that I took down here.  Okay. Thanks bud. I think I had the right of way there, right? What do you guys think? Who was in the right there? Was that my right of way or was I supposed to wait for him to cut in front of me to go to the pumps? Let me know in the comments. You always got to wave at all the other K whoppers. All the other all the other W9s. You're good, man. You're not in my way. Don't worry. I'm good. Well, flying J was fun. You were very kind to me. And this, I washed the truck here yesterday. Do you know Blue Beacon Canada has renamed itself? It's the same ownership. They renamed itself to Northern Touch Truck Wash. Same thing. Exactly the same thing as a Blue Beacon. Just got a different name now. Same Canadian owners. I didn't know that until yesterday. I learned a thing. Come to London, you'll learn things. All right. Here's the 401. Let's go. Which was kind of nice for a day off at home. They're having a cold snap right now. We're going to be driving right into that on the way back minus 30 overnight. Here it was just zero degrees Celsius the whole time, like 32 Fahrenheit. It was actually nice and warm. We are strapped down. We are flagged. We are tagged. We got our paperwork looking good. I'm going to drag this thing back to Brandon Manitoba. It'll be a three day drive. I can only drive during daylight hours, have to stop no later than a half hour after sunset. And I can only start driving no earlier than a half hour before sunrise. So let's find out when that's going to be. When is sunset today? Today the sun will set at 5.25 p.m. That's early still. Yikes. Where's summertime? Sets at like 8.30 then. Okay. So we have to be off the road by 5.55. Let's round it to 6 o'clock. Five minutes. Gotta be parked before 6 o'clock. When is sunrise tomorrow? Tomorrow sunrise is at 7.39 a.m. 7.39 so we can get rolling 6.51 or 7 o'clock. So we got to stop by 6 o'clock today. Can get rolling at 7 o'clock tomorrow morning. 13 hours that we got to stop for. Oh the sun's already moving so we better get moving too. All right guys. Let me introduce you to my little friend. There it is. So I was still able to keep all straps inside the rub rail. Even though the freight goes outside the rub rail. We're permitted for an oversized load. In that sign on the back. Got to stay on there pretty good. Not exactly centered. That's okay. Let's do it as job. 11 foot 8 wide. Let's go home. Just from the shipper. Absolutely no chains on the mesking shores. Temeskaming. First place if you wanted to exit. What are you doing? Just south of North Bay Ontario. I see no right next door. It used to be just an open field over there. Burger King in here. They got a subway. They got a Tim Hortons. They got a Catscale. They got Petropas fuel. This is this is the place to be. I remember when this place just opened up and everybody got blown past it because they didn't know this was a truck stop here yet. They didn't know there was parking here. I was one of the first ones. I know I usually blab on YouTube right away. Hey look look there's new parking. New parking and then everything fills up right away. But it probably has nothing to do with me. People just figure it out. But I don't help by letting the whole world know. Because I used to come here because there was always parking here, right? Now this place will fill up tonight. It will. I stopped real early though. I had to get off the road by six. I got here at like ten to six. I think quarter to six. The sky was still light. But the sun had just gone down and I had to stop. So it worked out perfectly. I had to be off the road before six. Worked out perfect. So tomorrow I'm hoping to make it to either Longlac, Ontario or Shania. Is that what's called Shania? Or just by the Flying J by Thunder Bay? That's my goal for tomorrow. One of those two. The goal is Longlac. I can't fail. Because once we pass Hearst, Ontario, it's like four hours or something. Four hours of just nothing. So I have to make it to Longlac. If I can get there before the sun goes down, great. If I can get a little further, awesome. But I'm not going to make it any further than Thunder Bay. Hey man, if we really want to exceed ourselves and like score really big and go huge, maybe we'll make it to the Petro Pass, the Card Lock, on the other side of Thunder Bay, we're at the corner of the 17 and the 102. It's a little, if you know the area, if you don't, I get it.  That was what I just said. Right over your head. Don't worry about it. It's fine. We'll see what happens tomorrow and then I'll be home the following day. I believe they're going to try to get someone, one of our city guys that delivered this load for me. We have a prenatal appointment coming up next week and it's on the same day that they want this delivered in Brandon. And if they can't find anyone else, of course I'll deliver it below myself. But hopefully they got a city driver available and they can take that load to Brandon for me. It doesn't always work out that there is one. We're always looking for drivers, city drivers, long haul drivers, flatbed drivers, van drivers, everything. So we'll see. Thanks for joining me today. It was a lot of fun. We got this big old wide load behind us now. And we got two days of two lane roads with this thing. Can only drive during daylight hours, but shouldn't be a problem. We'll get going early tomorrow and we're going to have fun. Take care everybody. Don't forget to hit that like button. Don't forget to subscribe and share it with your friends. I'll see you tomorrow.