Blu-ray XL Pool Minerals: Expansion, Distribution, and Environment - with Chris Galvin

In this episode of Talking Pools, Rudy Stankowitz interviews Chris Galvin, President and CEO of Blu-ray XL. They discuss the evolution of the pool industry post-COVID, the innovative mineral-based products offered by Blu-ray XL, and the importance of sustainability in pool maintenance. Chris explains the science behind their products, debunks common myths about copper usage in pools, and shares his personal journey of overcoming challenges in building his company. The conversation emphasizes the need for education in pool care and the unique advantages of Blu-ray XL's offerings. In this conversation, Chris and Rudy discuss the innovative Blu-ray technology for pool maintenance, its impact on filtration and energy efficiency, and the management of phosphates. They also touch on future distribution plans, upcoming trade shows, and personal anecdotes about family life and holiday traditions. The discussion emphasizes the environmental benefits of using Blu-ray and the importance of community support among service professionals.

• The pool industry is still in a startup phase post-COVID.
• Blu-ray XL has created a new category in pool maintenance with minerals.
• Sustainability is a key focus for the younger generation of pool owners.
• Chemical consumption can be reduced by up to 75% with Blu-ray XL products.
• Education is crucial for homeowners to avoid costly mistakes in pool care.
• Chelation helps prevent metals from bonding and causing stains.
• The journey of building Blu-ray XL involved significant challenges and legal battles.
• The product's effectiveness leads to competition backlash.
• Blu-ray XL products help maintain clear pools even with low chlorine levels.
• Investing in proper pool care is essential for homeowners. Blu-ray effectively removes particles from pool water, improving clarity.
• Users reported significant reductions in chemical usage and energy costs.
• One dose of Blu-ray can last up to six months, simplifying maintenance.
• The product is designed to reduce phosphate use by up to 90%.
• Blu-ray acts as an adjuvant, enhancing the effectiveness of other biocides.
• Future plans include partnering with a national distributor for wider reach.
• Trade shows are crucial for connecting with service professionals.
• Personal experi

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Transcript

Rudy Stankowitz (00:01.041)
Hey everybody, welcome to Friday. This is the Talking Pools podcast. I'm Rudy Stankowitz. Thank you for checking in with us. Got a special guest for you this week. Mr. Chris Galvin, President, CEO of Blu-ray XL. Chris?

Chris (00:19.916)
Hey, well thank you for having me here Rudy. So yes, I'm Chris with Blu-ray XL and we're here to have a conversation.

Rudy Stankowitz (00:29.181)
That we are. Talk about some good stuff. So we're getting ready for 2025, right? 2024, can you believe that? 2024 is coming to an end. I don't know what happened to the last 40 years went really quick.

Chris (00:38.726)
yeah, 2024 went. Yes. Went by pretty fast.

In the four years I remember when COVID was starting, it feels like it's still on, you know? It's like, I mean, everything's gone so fast since that 2020 thing going on. I mean, those four years I've gone like, it feels like one year, you know, pretty much.

Rudy Stankowitz (00:51.581)
Seriously.

Rudy Stankowitz (01:01.569)
And the industry has changed a lot forever. We went up, we went down. Where are we now? Are you still seeing a huge increase like we were coming out of COVID or has it chilled out a little?

Chris (01:16.719)
increase? Well, we are basically

We're basically in a startup kind of still phase because we do direct and the market share or the market potential is huge, huge, huge for our business. So we are still growing and I think we have a lot more ways to grow because I think we've only reached maybe even close to 1 % of the market out there. So it's a huge, huge market. So for us, it's not going to slow down anytime soon.

that are already saturated the business, know, the big giants, maybe they see a slowdown, but pretty much, you I don't think the economy will slow us down because the market is so huge and we're still like, you know, the spawning stages for, I mean, it seem like we're a bigger company, but you know, we're running it with a small crew. Everything's very efficient from manufacturing all the way to marketing.

Rudy Stankowitz (02:15.195)
I think with some of the big ones, we used to have this theory in marketing when we talk about it, so you have to feed the beast. But they're saying that it normalized. And I think what happened was a lot of folks went into this couple of different things. panic buying. That happened a lot. Panic building. Was there panic building of pools? I don't know. There was a big surge in pool builds going in. And I think what happened was we cannibalized the future. Right?

So in 2021 and 22, we built all the pools for 2021, 22, 23, and 24. Now we get to 23 and it's like, hey, wait a minute. I mean, they call it normalization, but it's started to chill out for most folks. So I'm glad that's not been something that you've seen, which is great. That speaks volumes for your product, which if you could share with us.

Chris (02:43.52)
Yeah, yeah, yeah.

Chris (02:59.906)
Yes.

Rudy Stankowitz (03:11.397)
what your product is, minerals, tell us about that.

Chris (03:13.65)
So it's a mineral. It's in the category. We basically came out and we invented a new category.

with our product. Our product is copper, silver and zinc minerals. Fully chelated triple chelation on the minerals. So basically, you know, everybody's worrying about staining. we minimize that totally. Of course, there's no product 100 percent. So but we can get that in later. So what the product does is very highly positively charged product. So what it's going to do is attract all the negatively charged particles, all the inanimate organic particles

that are in the water and inorganic particles that are in the water. Those are the particles, the negatively charged particles are the ones that bond with chlorine. So we all know how chlorine bonds with everything in the water because chlorine is also positively charged so it tracks those and what chlorine does is grab them and oxidizes them. So oxidation means that it's gonna kill the bacteria, kill the algae, so all the chlorine just goes and does that. The problem is that when there's bather

load, there's leaves, there's anything going into the water, those particles go and bond with chlorine and break it down. So making the chlorine ineffective, basically making it into chloramines. what we try to do is mechanically, not chemically, mechanically just attract those particles into a larger flock so they do not interact with chlorine. So by getting those particles as much as possible,

with the mineral and then the mineral what the mineral does is either drop them to the bottom of the floor or basically help you get them into the filter somewhere or another because they're they're heavier particles so by getting them in the filter it eliminates them being in the in the water just floating around and bonding with chlorine so the what the mineral does is basically like a kind of you imagine like a wheelbarrow type of process what the minerals just basically trying to get everything all the

Chris (05:20.976)
inanimate organic particulate from the water as into a larger particle as possible and bringing it into the filter somewhere or another through the filtration to the vacuuming however the filtration is set up. So it tries to bring them in and then when the mineral passes through the cylinder, the cylinder have you seen the cylinder let me show you here I brought a larger display here. Yeah right.

Rudy Stankowitz (05:42.845)
It's a little bit bigger than the one I have in my pump basket.

Chris (05:48.224)
Yeah, so what the it's got a silver coating and then it's fully solid copper. So what that does the silver passes on the ions back to the to the minerals. I'm sorry to the metal ion that's floating in the water that attracted all those contaminants and gives back silver and copper back. So by doing that in the nanoparticle of Blu-ray XL it repels the the flock. The flock stays in the filter.

because it's large enough because the filter will trap it but not the minerals. The minerals go back into nano size and then just bypass the filter and goes for some more. So just continually doing that. So basically with our product we try to go back to basics. The problem in the industry that white pools have issues

90 % of the issues are because chlorine is ineffective or it's not working. So what we try to do is just get chlorine to work and eliminate 90 % of all, you know, quality issues out there.

Rudy Stankowitz (06:52.733)
So this is really this and I've been on a sustainability kick for the last couple of episodes. Everybody who's been listening is aware of that. But this ties right in. Minerals are the perfect example of that sustainable product that enables us to use less chlorine to stretch out the supply so you don't have to maintain as high of a level. So the focus I've been talking on is, know, Gen Z turns 26.

Chris (07:16.45)
Yeah.

Rudy Stankowitz (07:22.439)
this year. 26. That means that Gen Z is becoming your new customer.

Chris (07:24.175)
yeah.

Chris (07:31.628)
Yeah, the younger generation care a lot about sustainability, saving the planet, just doing what you can to make a difference in the world. So yeah, our product, what it does, it reduces chemical consumption, which chemical, any chemical takes a lot of resources to make. with Blu-ray, we develop manufacturing processes to make it very easy to make. So we reduce everything there.

Rudy Stankowitz (07:36.571)
Yeah.

Chris (08:01.552)
We make it in the US so we reduce the transportation cost Everything that has to do with you know making the product abroad We decided to make it in the US because it's more controllable, but there's better. yeah So what the product does it eliminates chlorine use basically overall we've seen overall chemical use 50 % you know across the board 30 I would say 30 we've seen all the way to 75 % chemical reduction overall, but those are extreme cases of course of service

Rudy Stankowitz (08:12.775)
That's great.

Chris (08:31.552)
guys that have everything dialed in. But for a homeowner, we can expect about 50 % overall chemical usage reduction. So that eliminates chemicals, byproducts that are in the water. So if you can eliminate byproducts in the water, the water is going to be a lot more comfortable. So, you know, comfort and also reduction of chemicals and being sustainable and being green, but in a in a blue way.

Rudy Stankowitz (08:55.271)
There you go. So let me ask, what about all of these friggin' idiots that you see on TikTok that are just throwing chunks of copper pipe into their skimmer baskets saying, hey, I'm doing the same thing. What could you say to them? What do you wanna say to them?

Chris (09:13.026)
well, that...

You know, they throw, we've actually also done some posts about it, you know, so bringing, bringing light to that. So what they, what we've seen is that they add copper either the, mean, the copper is metallic either. have to strip the copper for actually to do something in the water. And by stripping the copper, you have to have that LSI in the super aggressive form to even get any particles out of that cylinder. So basically if you're maintaining your water properly,

that that cylinder is not

not giving you anything into the water. let's say in extreme cases where you're destroying all your equipment, you know, you're going to destroy all your equipment just to get a little bit of copper out of that, that, that cylinder. And I've seen that, that, a lady that was a post in her, I think pH was about, what is it? 6.5, some alkalinity, like, I don't know, some insane low number. was like, you know, if you go in and you're, yeah. So you're going to burn your skin off. So maybe she's getting

Rudy Stankowitz (10:09.49)
Mm-hmm.

Rudy Stankowitz (10:13.019)
It was, it was super low. It was crazy.

Chris (10:18.248)
she's stripping the copper out of that but I think but I think the organics or anything in the water is not going to survive anyway because of the you know the acidity I think her acidity was so high and maybe they are stripping it but then you're gonna damage your 30,000 gallon pool 50,000 gallon pool and it's gonna cost you a lot more so just use products I would recommend use products that are tested that have backing science behind them and and that way you don't you know you don't hurt yourself because a lot of people are

that and they're adding it because they just don't know what they're doing I think. I think that's the main main thing.

Rudy Stankowitz (10:54.993)
What about the person that goes, here's another one, because I've run, I get this call a couple of times a year, help me, I turned a pool black, this is what I did, I went to the feed store and bought copper sulfate and just dumped it in. And then the first time chlorine was added, boom, it's black, I can't get the stains out. That's what I'm hearing.

Chris (11:15.49)
Yeah, well, that's well, we're going back. think we forgot about history. The the old timers, they, you they were.

They were so scared of copper sulfate because they added that in the 70s, 60s, 70s, 80s. And I think you can still see it in some movies. There was like a green pool somewhere, but it wasn't green because it was green. It was green because I think it had so much copper because all the old timers used to use copper back in the 70s. And they turned all their pools, they stained them all. the industry or the service industry just kind of went away from those metals, from the minerals.

they were causing so much issues because they were not chelated. Maybe they hadn't discovered the chelation process to chelate those minerals. So yes, if you're adding it directly, that thing first of all, that thing is feed grade. So you're adding feed grade, some weird chemical into there that has other contaminants. It's supposed to be feed grade or like a foot bath type of thing. I think that's what they're buying, foot bath for

Rudy Stankowitz (11:59.869)
Mm-hmm.

Chris (12:24.656)
minerals and then dumping it into their pool. So it's doing a reaction. Also, they're probably, yeah, it's not chelated. I think that that's the main reason why. And then they just add, you know, first chlorine in there or the first shock and they, they just stained their whole white plaster. Yeah. I think, and yeah, it's, it's, it's, it's about maybe education. I think everything goes back to education. educating people, they just hear something works and then they, they just try it. And I think all home owners.

should do at least some research because it's a big investment in their backyard. Minimum, a costs $30,000 all the way to $150,000. But probably even more, I've seen million dollar pools out there, the million dollar pool shows going on. And that's an investment. should not, I mean, people spend more on trying to find the right gas, going to the Chevron, Tecron, paying that extra amount, or going to the, and then they just

Rudy Stankowitz (13:12.039)
Right.

Chris (13:24.472)
like they don't take care the pool. mean, it's the same investment. So it's an investment and I think homeowners need to realize that so they can pay more attention and, you know, pay the right person to take care of it or them doing the right research to take care of their pools because it's without speaking about, you know, health issues or dangers to the skin or anything is just a big investment that you should take care of and people should do their research or get the right person.

to serve as the pool.

Rudy Stankowitz (13:56.861)
So one of the things, and you've said chelation a couple of times, and that's a big part of the two instances we just spoke about, either the copper pipe in the skimmer basket or the copper sulfate from the feed store, this is one of the reasons at least why they're problematic. They're not chelated, but there also seems to be some confusion on what chelation means and what a sequestering agent is.

And chelation is treating the metal so that way it is less likely to undergo further changes. So we add the copper to the water, the copper stays in the water, the copper ion sticks to water, we get this nifty little thing called hexaqua copper, right? And we wanna keep it like that. And that's what chelation does. So as you add soda ash or bicarb or chlorine, you're less likely to see...

Chris (14:34.498)
Yeah, yeah.

Rudy Stankowitz (14:52.701)
a complexation or a degradation reaction or a dissociation. So it's just, that's the purpose of it.

Chris (14:56.928)
Yeah, just yeah, that's the purpose of it. So think about it as kind of like a layer around the mineral the metal

So that metal does properly reacts to certain stuff to certain what it's supposed to do without without bonding without trying to attach itself, you know, like putting a layer of water around like a sticky, you know, like a sticker that you can still touch stuff, you know, you can, you can still feel it, but you won't feel that sticking or tear of the paper like type of that. That's the only thing that that's the only way I can kind of explain it. The, the chelation, what it does, and it stops it from bond

Rudy Stankowitz (15:05.543)
Right.

Chris (15:34.924)
to other surfaces basically that's what it does and there's sometimes too much chelation that would stop our minerals from working you know so if you add extra chelators you know stain outs, stain out so eventually the film or the chelation around the minerals will be so much that the minerals won't do anything anyway so there's I would say that's the only analogy I can come up with it's like putting a layer around the metal

So it does, does this job without bond? Yeah, yeah. Yeah. Yeah.

Rudy Stankowitz (16:05.159)
No, I like it. That's good. I like it like a force field somewhat, right? So yeah, and then I see like a lot of folks, they think that's what a sequestering agent does is that keeps the metals in the water in solution and that the chelating agent actually removes metals from the water, but it's actually the other way around. And there's some confusion in the industry about that. I think it's really come more to light with from you.

Chris (16:24.866)
Yeah.

Rudy Stankowitz (16:32.516)
and what these things really do, the clarification, because there has been some confusion out there. And of course, sequestering agents been around a long time, stain preventatives, right? That's mostly phosphate content.

Chris (16:32.577)
Yeah.

Chris (16:43.979)
Okay.

Yeah, yeah, well, I know a lot about my product, but can you explain to us for the audience, mean, the chelation and sequestering. Sequestering mostly is used in stain removers, right? product.

Rudy Stankowitz (17:02.333)
Sequestering agents help to remove the metals from the water, we have the, exact, it's flipped. So chelating agents, that's the treatment of the metal so that way it doesn't change any further. It doesn't complex any further. It doesn't degrade any further, or least it's less likely to. That's the purpose in chelation. That's what you do to this product, and that's why your product is less likely to stain a pool than something else.

Chris (17:20.259)
Mm-hmm.

Rudy Stankowitz (17:31.631)
some other copper product. that's good. Now sequestering agents actually take the metal ions and help them clump together so we're removing metal ions through filtration. So when we backwash the filter then it comes out. Yeah, somewhat. yeah, but it's a little bit backwards the way that it's done. But I think it's important that folks understand.

Chris (17:32.002)
Yeah.

Chris (17:43.382)
It's like a flock of minerals.

Rudy Stankowitz (17:55.013)
what it is, which one is which when we talk about it because it is such an important part of what you do to that product before you release it into the public. So that person, know, Jane Kew, homeowner who puts that section of copper pipe in there, even if she does manage to scorch it to the point that she's actually copper loading the pool, she's loading it with copper that's going to be problematic. She's going to have staining.

he's gonna have staining, the same thing with the folks from the feed store, whereas we don't see as much of that with this product, which is fantastic. Let's go.

Chris (18:29.538)
Yeah, definitely. Yeah, they

our product kind of eliminated completely the staining issues. We get calls from other products that are similar and they have a lot more issues. Probably they sell a little bit extra more but the percentage or the amount of people that call us because those products are staining, it's a lot higher even if they're selling a little more than us. So we kind of developed it over years. That's why we took, think we started in 2004,

Rudy Stankowitz (18:38.813)
Mm-hmm.

Chris (19:01.2)
So I tested that product completely fully until all the way to 2015 even before 2008 so 2013 I'm sorry that's where we started the company and it was fully tested we tested it and probably of course nothing is perfect if you are really bad you know chemists or a bit very bad at taking your care of your own pool or very or not don't have a lot of experience as a service person and then just you know dump chemicals and without testing and not knowing the

Rudy Stankowitz (19:14.663)
Mm-hmm.

Chris (19:31.072)
correlation between chemicals alkalinity and all this stuff going on in the water then of course you're going to have a lot a of higher possibilities of messing messing with with the with the minerals in there and falling out of solution but the only issue we've ever had with this product basically worst case scenario we've seen is where there's very high conditioner in the water and very high TDS so TDS I would say above 2000 which it's pretty high 2000 TDS

Rudy Stankowitz (19:58.589)
Mm-hmm.

Chris (20:00.976)
and copper would be about I would say one ppm or above because our chelation process basically helps chelate other products that are in the water. So it's a double chelation plus an extra one that is not bonded with a mineral. So it goes to chelate whatever else is in the water because we don't want to get blamed for anything there. Has you know any extra gallons and gallons over the years that have been added to the water of copper products. So yeah we do double chelation on that to prevent

it. Can you hear me? Sorry. Okay, good.

Rudy Stankowitz (20:33.755)
Now, you were, yeah, I can hear you. I gotcha. So, you were, now before you did this, you were a hitman in Hollywood, correct? A hitman?

Chris (20:45.39)
No, I was just doing some some jobs here and there doing some NDA some you know some work And and yeah, so I was I was just doing stuff for here and there and but that didn't pay the bills I was pretty much doing it for fun Yeah, yeah, yeah, right a little yeah in the Yes, yes, so there's a lot of people out there, you know, they like

Rudy Stankowitz (21:00.999)
That was a stunt man, not a hit man for everybody listening. So yeah, is now no, no hits, Hollywood hits through this, this fella here. So.

Chris (21:14.444)
to do their own stunts and then a lot of people who don't do their own stunts.

Rudy Stankowitz (21:19.677)
How do you get from A to B? What happened?

Chris (21:22.222)
Well, I wasn't I was I was actually always a pool guy so I just got into the Hollywood scene for a little bit and then Actually, that was when the company was not doing that great. So I was also doing it for the money too, right? that was when the With the company started yet 2013 I get my number, you know years kind of mixed up, but the founding of the company was 2013 and We went through a rough patch as everybody knows it's out in the open. It's public and a company

Rudy Stankowitz (21:26.37)
okay.

Chris (21:52.128)
competitors, you know, went after us legally. And then they, they, they threw all the, they, they, they think the federal government and the state government after us for about three years. And then, but yeah, that legal battle was about three years long. It got us to a point where we saw how to sell everything to fight it. We ended up, you know, at zero, literally at zero, I had to go broke like two,

Rudy Stankowitz (22:07.387)
wow.

Rudy Stankowitz (22:20.795)
Sierra.

Chris (22:22.072)
Yeah, I went broke two times and I like and got to the point where, know, we we ended up I ended up personally selling everything. I sold my route because I think this thing was going to boom. I had only a certain amount of routes. Somebody else was helping me at the time because I had to put, you know, some effort in into getting this company off the ground. And I got to the point where everything was sold. I had nowhere nowhere else to pull from. Right. You know, you got no savings. You got nothing like I mean,

Rudy Stankowitz (22:42.14)
Mm-hmm.

Chris (22:51.954)
completely no 401ks like people have no equity in their home. I was renting at that time and had only 43 bucks in the bank. at that point, 43 bucks, it's such a stressful situation. Especially when you have a family that I don't wish that even to my worst enemy because it's a really bad feeling not to have anywhere to pull from and that's the end of the road.

After that point, decided to basically just, I said, okay, that's all I could do. That's as much as I could fight with everything I have. I don't have anymore to fight this battle. And I was like, okay, I'm gonna decide to go back into pools 100%. So I'm gonna start my own route again, because I know how to do that. I had contacts. And at the moment I decided that a week after,

Rudy Stankowitz (23:35.729)
Mm-hmm.

Rudy Stankowitz (23:45.757)
Mm-hmm.

Chris (23:51.72)
the government came back and they said, well, you know what we research, we checked everything and okay, you're good to go. You are, you are free to go. You know, the federal government and the state government was waiting for the federal government to do a ruling on that. So yeah, I got an email from the director of the EPA saying that they had researched in all our, all our data on scientific research was up to par and it was good.

Rudy Stankowitz (24:00.365)
okay.

Rudy Stankowitz (24:12.925)
Mm-hmm.

Chris (24:21.644)
So, know, a week after, I think the universe just lets you go. And if you're not willing to give everything, you won't let get, you know, you won't be let through to that next stage. I think that's how I, that's how I felt that I had to go all the way to the end where there's nothing else. There's no more research. Yeah. Yeah.

Rudy Stankowitz (24:40.957)
Sometimes you have to hit bottom before you bounce back up.

Chris (24:44.655)
Yeah, yeah, basically hit you have to hit way bottom and decide and you know when you don't have anything else to give to that.

that idea or that mission that you have. Then I think the something the higher power comes in and says, okay, you gave it all. You're good. Let's go, you know, but I think everybody has to hit that point. And if something is worthwhile, and we were doing, I was doing it mostly for the service guys. So I said, Hey, this is for the service guys, this for the industry. So if it's not meant to be, it's not meant to be. So and I got to that point and it was meant to be thankfully.

Rudy Stankowitz (25:19.196)
Mm-hmm.

Chris (25:23.606)
So I'm really thankful for that and really thankful of the service industry for supporting us this whole time.

Rudy Stankowitz (25:25.063)
How was your-

Rudy Stankowitz (25:30.877)
How was your family? That must have been scary for them.

Chris (25:33.74)
Yeah, scary. It's like, you know, started year after year, like reducing costs, reducing costs, reducing costs. know, there's a point where you can't, I mean, you still got to eat, you know, you just got to pay the rent. And it's like, you can't cut your.

Rudy Stankowitz (25:39.983)
And the f-

Rudy Stankowitz (25:46.077)
So you're at home, the folks at home, they're like, ramen noodles again, but they're still saying, yes, go do this, we believe in this. That's what's happening here?

Chris (25:56.31)
Yeah, yeah, yeah, basically, we were like, you know,

There was like full time eating at home. And I was like, you try to save as much as possible because we don't know if this is going to go forward or not. And then, you know, I was getting back to my routes little by little by little, but pretty much I had dissolved my whole route because I believed in this project, you know? So it's like, if I had to go back, I don't know how I was going to do it because it takes a while to build your route again, you know, or buy a route. So it's like, I was in a position where there's, mean, fortunately you still have parents, you know,

Rudy Stankowitz (26:05.863)
Mm-hmm.

Chris (26:30.264)
And helped us a little bit in that but only asked for help at the last, you know when there's nothing else to you know to give and Thankfully, I had my parents and helped me out for a couple months until we ramped up in And started selling again and that wasn't that wasn't that long pretty much Yeah, after we started selling a month a couple weeks after that nationwide But except in California because California has the toughest or you know regulatory framework in the in earth

So in California it took us a little extra six months extra but at least we were able to sell nationwide outside California almost instantly and that's what that's got us some income to pay our bills.

Rudy Stankowitz (27:01.117)
Of

Rudy Stankowitz (27:13.681)
There are other copper sulfate products out there, and I know you're more than copper sulfate. We get silver, we got zinc, but what would you say is the Blu-ray XL secret that really makes you stand out amongst the other mineral-based products on the market?

Chris (27:37.225)
secret, would s-

Rudy Stankowitz (27:42.685)
I mean, what's the thing in the Blu-ray, Excel, Tinder profile that's gonna make somebody swipe on that?

Chris (27:42.741)
And I, look up.

Chris (27:49.084)
yeah. the Blu-ray is designed for pool service guys, you know, mostly. if you can solve the issue for service guys out in the field, it can solve the issue for any homeowner out there. what it basically. Yeah. So I would say that that's the secret sauce, except from giving out any trade information out of it, you know, without giving any trade secrets out. But yeah, because we've been approached by competitors and they, know, but they're trying

Rudy Stankowitz (28:12.871)
No, that's fine. Yeah, yeah, yeah.

Chris (28:18.808)
to hide out and hide with the questions trying to get information but I always can catch what what competitors are out there trying to get information on the product in trade shows. Yeah.

Rudy Stankowitz (28:29.617)
I always, I think about you and it's gonna end, I'm gonna lend toward talking about somebody else but I'm not really gonna do it. So we're gonna talk about motorcycles instead. But I think about you, every time I'm traveling, every time I'm traveling south on I-75, once we start to get into Gainesville where I live, right on the right hand side there's a Harley Davidson dealership but there's always this huge billboard that says, get out of your cage, ride a Harley. So I'm thinking to myself, Chris.

Chris (28:39.726)
I'm

Rudy Stankowitz (28:59.421)
out of the cage.

Chris (29:02.008)
Get out of the cage. Yeah. Yeah, yeah, yeah. There's a...

Rudy Stankowitz (29:02.427)
That's you. Yeah. Your product is the product uncaged.

Chris (29:07.476)
Uncaged. Yeah. Well, the product, I think because the product wasn't, you know, the product works. So that's why I think we've got so much, so much blowback from competition competitors. And I think everybody, all the chemical companies out there were rooting for us to get out of the competition because we're going to disrupt the competition. Because even the closest product, even the closest product from us, that is a, think they are this designed for other other stuff.

Rudy Stankowitz (29:28.562)
yeah.

Chris (29:37.312)
They're a pesticide, algaicide, they're like similar. they were the, you know, coming after us to try to shut us down. And I think the whole industry was rooting for, for us to be shut down because we were coming in and saying, guys, you guys don't have to, you have, you guys don't have to do pools like that. You know, like every week, just constantly dosing just to survive it. And as soon as you miss one week, the pool turns on you. You know what I mean? Like, it's like, that's what a service guys were doing before that. And when we came in,

Rudy Stankowitz (29:40.381)
Mm-hmm.

Chris (30:07.216)
just said, hey, you put this in six months, once you dial it in, it should help your chlorine as long as you're responsible. It should help your chlorine be dialed in, keep your pool good. If you miss, let's say you get sick, God forbid you get sick, you know, because we're service guys, pool service guys, you know, single polars can't miss because we start getting, you know, bad reviews or customers calling us. But if you miss one week, two weeks, whatever chlorine is there, it should be as efficient as possible. So when you get there,

Rudy Stankowitz (30:20.285)
Mm-hmm.

Chris (30:37.108)
don't you're not getting there to a green to clean pool you're getting there to maybe a little foggy pool just bring out bring out the chlorine a little bit do you know just just bring up the chlorine pretty much the pools have been cleared clear it once a service guys if service guys miss a week or so the pools are pretty clear with blu-ray because the chlorine even goes down to 1.0 it's still very efficient in there as long as of course the homeowner yeah I know I saw that

Rudy Stankowitz (31:00.413)
Well, you saw my pool, right?

A hurricane threw a tree. Everybody and everybody who listens knows this. A huge tree fell in my pool, but I went, was it three and a half, four weeks without running my pump? And I have...

Chris (31:16.066)
I saw that, yeah, and destroy the whole structure around it with the cover.

Rudy Stankowitz (31:19.985)
Yeah, everything's torn to crap. A big tree sitting there on the deck. It's still torn to crap, believe it or not, but I'm running the filter now. They moved the tree so I could actually do that, so that's great. But it was a good month with hurricane debris that I didn't run the pump and the water was crystal clear. You saw it, I showed pictures. It was perfect.

Chris (31:37.699)
Yeah.

Yeah, so I think you're probably just dosing it a little bit or so. what was I think that what it was doing, Blu-ray was actually flocking those particles down to the floor constantly. So those particles would not be active in the water, bonding with whatever chlorine that was in the water. that's that's why the basically it was kind of Blu-ray is kind of doing a filtration process by doing the flocculation. So instead of trapping them in the filter, it was just dumping it to the bottom of the floor, at least to hold on the pool

Rudy Stankowitz (31:47.921)
Yeah.

Chris (32:09.188)
clarity or the know the the turbidity so it wouldn't get so bad and or turn on you but were you adding any chemicals during that time yeah really yeah yeah so whatever else whatever was in the water you know any chlorine residual probably it was zero but you know the the blue yeah

Rudy Stankowitz (32:12.733)
Mm-hmm.

Rudy Stankowitz (32:18.929)
I didn't add anything, Chris. Yeah, I didn't have to. I didn't need to. I mean...

Rudy Stankowitz (32:32.347)
By the end. Yeah.

Chris (32:34.796)
But I think that that's what was happening. Blu-ray was flocking everything and making them heavy enough to get into the bottom of the pool and just keeping the rest of the water a little bit manageable.

Rudy Stankowitz (32:45.223)
Yeah, it was insane. It was amazing. I woke up every morning like, okay, my pool's gonna turn green, but that's okay. For the first time ever, I have an excuse, right? But it never happened. It's like it wouldn't dare.

Chris (32:58.382)
Yeah. Yeah. We act. I know it was amazing. I saw that you were even posting week after week and I saw the pictures. was crystal clear even after two hurricanes. Yeah. Yeah. In the beginning we actually thought about doing you know doing.

Rudy Stankowitz (33:05.457)
Yeah. yeah. Yeah, it still looks good. It's full of leaves, but it still looks good. So now my pools. Yeah.

Chris (33:19.662)
advertising the product also as reducing energy costs for filtration because it could actually be reduced easily 20 % reduction of filtration because Blu-ray helps so much removing all the particulates because what basically filtration is you want to remove particulates out of the water but if Blu-ray is removing them dropping them flocking it to the bottom of the water that filtration becomes a lot more effective

Rudy Stankowitz (33:29.648)
Okay.

Rudy Stankowitz (33:41.265)
Mm-hmm.

Chris (33:49.668)
you know, when you vacuum, you vacuuming everything off the bottom or Blu-ray just flocking it. So it's helping the filtration. We're going to say, you know, it reduces up to 40 % in energy costs by running your filter. But a lot of people take, you know, take advantage of those claims or just take it to the extreme and they would not run their pool and then they will blame it on our product. So we didn't want to make that claim. You know, you have to be careful what you try to claim on the product. Yeah. Yeah. But yeah.

Rudy Stankowitz (34:01.03)
Okay.

Rudy Stankowitz (34:06.013)
That's what I was gonna say is... Yeah. Yeah.

Rudy Stankowitz (34:14.221)
I don't blame you, not at all. let me ask you, just throw your take us no segue type of moment because I always ask everybody this question that comes on lately. So what's the strangest thing you've ever done in a supermarket?

Chris (34:31.374)
strangest thing I've ever done in the supermarket. boy. man. I really don't really like going to supermarket. So yeah. Us, you know what, maybe walking, walking back there and just trying to see everything from how it looks from the freezer section. I've done that. Yeah. I, that's the thing. That's the weirdest thing that, you know, so.

Rudy Stankowitz (34:38.833)
You're going.

Rudy Stankowitz (34:48.133)
Okay. Yeah, okay.

So...

Chris (34:54.398)
I've seen, no, mean, you've seen in the, that's the weirdest thing I've done, you know, in the supermarket. that, let's pose it like that. But weirdest thing I've seen in the supermarket, no, not that weird. I mean, there's always weird characters, but not weird enough for me to record them in my mind as something, yeah, what's yours?

Rudy Stankowitz (35:00.613)
Okay. That's fine.

Rudy Stankowitz (35:16.081)
What about me? I have a list. So I have issues. But as a younger person, never mind. It's a whole other episode. But right now, I want to ask you this. Phosphates, do I need to worry about those when I'm using Blu-ray?

Chris (35:29.772)
Yeah. You know, in general, what a Blu-ray is going to do below a thousand ppm phosphates, it should neutralize. it's going to, we're going to get technical, but let me answer your question. So phosphates usually below a thousand P parts per billion of phosphates. It should be manageable. Always.

The issue will be with new phosphates keep coming into the water. Let's say, you know, runoff, water runoff, trees, dropping leaves into the water. You will probably need some phosphates in general. We tell service guys that you're going to reduce your overall phosphate use 90 % across the board. Of course, of course there's always those 10 % accounts. They're always, always an issue. So you might need it there. So if you, you know, if you can,

If you can reduce up to 90 % of phosphate, phosphate remover use, that's a pretty good deal with Blu-ray, with Blu-ray XL. So yes, you still going to use it, but you're going to, you're going to only going to use a fraction of the phosphate remover you were using in the past. And that's one of the, selling points for our, for our product for companies, because companies that run, you know, 10, 15, 20 service guys, they have issues with dosing and service guys, you know, they're not going to dose properly. Also that dosing time takes some time.

So even if it takes one minute out of that dosing time times 25 guys and then times a hundred pools So that's like a hundred minutes a day or a hundred, you know, whatever it is a hundred, you know 25 service guys service 10 accounts. Let's say 15 accounts. That's 300 those that's 300 minutes of labor you're paying or the or the service guys using on during his time to dose that pool plus your expense on the phosphate remover and probably over

Over your expenses going over your your your expected cost because they're overdosing So it eliminates all those issues of the time. So just added One dose one dose in last six months So just add it set it like, know set it forget it, you know and dump it and forget it kind of Yeah, we're gonna try to steal some trademarks right here in this in this podcast Yeah, yeah

Rudy Stankowitz (37:35.517)
Well, yeah, you said right, one dose lasts six months, right? Wow.

Rudy Stankowitz (37:45.255)
Hit it forget it.

Rudy Stankowitz (37:50.437)
I see that, we're tearing it up.

So yeah, just do it, just do it. So just do it. Let's get in trouble with the big ones. But that's fantastic though. One treatment lasts six months. It's a no brainer. Put it in at the beginning of the season. Don't worry about algae or chemical use really, chemical consumption.

Chris (37:55.884)
So just do it. Let's and forget it and you're golden. Yeah, right? I might as well.

Chris (38:12.908)
Yeah. Yeah, just get your pool dialed in in the beginning of the season. Yeah. Reduce chemical consumption. What? Yeah, just beginning of the season. Get your pool dialed in perfect where you want it. Filter clean, properly clean. So basically dialed in, you get it tuned up. It helps you get it, have it tuned up for up to six months. So yes.

Rudy Stankowitz (38:38.309)
And I can say copper, silver, zinc, natural biocides, these kill known for destroying bacteria, known for destroying algae cells. There's a whole bunch of cool stuff that goes on inside those cells. When this product's in the water that offs it, kills it, dead, done, gone.

Chris (38:51.128)
Yeah.

Chris (39:02.195)
actually, yeah, we we designed our product to kind of not not to do that stuff because it when we we were trying to.

develop it. It wasn't working for that because of the chelation process we were doing. And we were doing it more towards the get all that junk in the water and attract it because we were doing testing. And also in regulatory frameworks, you have to decide what you want to do. that was the yeah, that we didn't guide that product to do that. So there was two, there's different methods of operation. One is like a biocide, which a lot of companies, like all of the companies in the industry,

Rudy Stankowitz (39:14.738)
Mm.

Rudy Stankowitz (39:27.723)
Mm-hmm.

Chris (39:40.608)
have gone towards that, towards that method of operation. What we did, that's why it cost us, you know, all our money and going broke to try to prove that the product, there's another method of operation that the product does if you formulate it for that type of specific use. So yes, we developed it to be not a biocide, not a pesticide. So we developed it for something new, which costs, you know, cost us, I would say, I can say hundreds of thousands.

Rudy Stankowitz (39:42.909)
Mm.

Chris (40:10.532)
and going broke and still owing, you know, still owing on that. So yeah, we developed it for that as an adjuvant. So adjuvant means that it makes other products, other biocides in the water more effective. So which is chlorine. And yes, speaking about that side of method of operation for those product. Yes, I guess chlorine, mean copper, silver and zinc has been used for centuries, Centuries since the Roman

Rudy Stankowitz (40:38.683)
yeah, going back, yeah, early times. We're gonna go, yeah, several hundred years BC on that one. So, a long time. Yeah, well, so all right, well, so you're not saying it. I understand that's not the primary, but you know what? I can say it. Side perk, benefit, whatever you wanna call it, you know what? Ancillary wonderfulness.

Chris (40:40.634)
Yeah. Going back hundreds of years.

Chris (40:48.994)
Yeah, thousands. That's thousands of years. Yeah, so.

Rudy Stankowitz (41:06.947)
It wipes the shit out of algae. My experience, okay, whether it's marketed that way or not, I'm saying it's one bad ass product. So, I like it, I'm happy.

Chris (41:16.459)
I don't know.

I don't know. I don't know if it does that. You know, we didn't do it for that. yeah, like everybody, like, you know, everybody's got freedom to say whatever they want to say on the product. But yeah, we didn't design it for that. But it might look also because the product technology is so advanced because nobody did it before. So it might look like that also. But you know.

Rudy Stankowitz (41:27.965)
Mm.

Rudy Stankowitz (41:38.749)
Mm-hmm.

Chris (41:45.387)
It meets, I would say, yeah, it's so advanced that I think it looks like the product's doing that. But when we tested it, it wasn't really doing that well for the bio side side, but we might come out with a product, a specific product for that, which will, you know, destroy everything in the water. But that would be a different, a different product that would come out. But yeah, I definitely everybody has their own experience and and I appreciate you saying that too.

Rudy Stankowitz (41:56.999)
Okay.

Rudy Stankowitz (42:13.119)
don't worry. Is there anything new that you have on the burner for 2025?

Chris (42:20.888)
For 2025, yes, thank you for asking. Yes, we are looking for distributors that care about the industry, the service industry. So we are gonna get because we're gonna get into this, we're looking to get a right partner for distribution. Currently, I wanna give shout outs to Alpha Water Systems in Southern California. They have about seven distribution houses for the Pool Service Pro. And they've done, they've trusted us since the beginning.

and they've bought from us, you know, since about five, five, seven years ago. So thank you to them. And we're looking to, to partner up with a larger, much larger national distributor in 2025. And we're trying to see what distributor really cares about the pool service industry and, basically partner up with them so we can get the product to, to all the corners of the nation that the service guys go buy products from and their, and their

distribution warehouses. So we're looking at that. So that'd be the major thing we're doing. No new products because Blu-ray pretty much pretty much does almost everything in the water. Almost everything in the water and yeah so that's our new thing. So probably look for the product in your distributor houses this year because we're trying to reach that 85 percent of the service guys that go to distribution houses and prefer the convenience of

getting it there.

Rudy Stankowitz (43:51.933)
I know that we're just coming off of a few trade shows. We have a few coming up. Which ones are we going to see you at in the next few months?

Chris (44:02.026)
Trade shows in the New Jersey. I'm sorry in New Jersey. Yeah, I Atlantic City It's called the pool and spa show. Yes that that show is It's pretty busy because all the service guys there they're seasonal they make their money in opening pools servicing him a really good rates

Rudy Stankowitz (44:05.265)
Nespa. Great show. Yeah.

Rudy Stankowitz (44:16.199)
Yeah.

Well, it's a fantastic show. never disappoints. It really is. It's always great show.

Chris (44:22.082)
Yes, yes, yes. It's a huge show and we always get a lot of visitors. So everybody goes there because it's winter and they got time off. So it's a great show. We're looking to be in the what is that other show? what is Orlando show? The Everything Under the Sun. Yeah. The Florida show. used to. Yeah, I.

Rudy Stankowitz (44:39.737)
Everything under the sun. I still call it the Florida show. I'm old.

Chris (44:47.168)
Yeah, for years I used to call them by their location shows, know, wherever they had location.

Rudy Stankowitz (44:51.963)
Yeah. Well, they used to call it the I believe they I mean, they did they used to call it the Florida show. I'm pretty sure they used to call it the Florida show. Maybe it was the Orlando show. I don't know. They called it by. Yeah, I think something with the location before it became everything under the sun. And that one, I always forget. Southwest shows coming up, too, isn't it? Are you going to be at that one?

Chris (44:59.988)
really?

Chris (45:09.653)
Yeah.

The Southwest I don't know there's a lot of things coming, you know Always yeah. Yeah, we can't but we're trying to we're trying to get our

Rudy Stankowitz (45:17.551)
Mm-hmm. Well, you can't be at everything. There's a lot.

Chris (45:23.828)
schedule cleared up but always the there's always something happening when there's the the the show in the southwest show always you know going on because it's like the beginning of i think we get ramped up probably by the beginning of february end of end of february so our last show is usually the the western which is the march but this year is going to be in february also so i think all shows are come are getting pushed back to january and february so

Rudy Stankowitz (45:53.351)
You told me right before the show, you said right after the show you were gonna go on vacation, spend some time with the family. Have you done that yet? Not yet?

Chris (46:01.166)
Not yet No, not yet. Yeah, so I'll probably take Take the Chris New Year's week New Year, you know, I'll take that I Don't know me. I don't know. It's either a Cancun or Mexico City or something like that for a for a cultural cultural vacation Mexico City and see all the

Rudy Stankowitz (46:10.607)
Okay. Gonna go somewhere?

Rudy Stankowitz (46:18.139)
Nice. Okay.

I've never been to Cancun. I've been to Mexico City. I absolutely love it. I do. It's fantastic. The food is so amazing. my God.

Chris (46:28.172)
yeah, there's so many things to do. The food. Yeah, I'm looking to do a probably a culinary experience, you like a, what do they call those? Yeah. Food tour. and, and a cultural tour of the, of the places of the, I would say historical places and, and look for the.

Rudy Stankowitz (46:36.817)
Like a food tour. Okay.

Rudy Stankowitz (46:48.497)
I love it. went to, we went there and when we went, I went just, I think it's south and I'm gonna say it wrong. My wife always tells me I say the name wrong. It's Tealwadican, I think is how you say it. But they have pyramids there. Yeah, they actually have pyramids. You walk down the Avenue of the Dead and then they have the Pyramid of the Sun, which the last time when I was there, you were still allowed to climb it. It was the last pyramid, last of the great pyramids that you were still permitted to climb.

Chris (46:59.224)
So Tee Walken, yeah.

Rudy Stankowitz (47:17.979)
And of course, you know I walk with a cane. I'm like, well, how could I not? I told my wife, if I had to drag my ass up the side of that crawling, was going to get to the top of the thing. And I did. And it was super cool. But yeah, that's there. And

Chris (47:27.458)
Yeah. Yeah, that's a cool, pyramid there. And I think it's got some secret, not secrets, but it's, it's setups in such a way that you can hear somebody like whispering from the top or something like that. The acoustics are so perfect in that, in that place.

Rudy Stankowitz (47:40.977)
really? I know they got they got tunnels underneath it that they just discovered and a whole bunch of new stuff. And it's just really, really cool. So that was fun. Yeah.

Chris (47:50.37)
Yeah, thinking of going there and went to the pyramid back two years ago. Went to the pyramid in Cancun area. know that Chichen Itza or something like that. Yeah, that's a cool pyramid. Freaky feeling because you know how they used to sacrifice there and everything there. But you love that stuff. like you love the horror story.

Rudy Stankowitz (48:09.464)
yeah. Well, yeah, the more we can kill, the better off we are.

Chris (48:18.824)
How's the horror books coming along pretty good?

Rudy Stankowitz (48:22.001)
You know what? I rewrote my first one as a second edition and right now I have a bunch of beta readers reading that before I release it and I already have the sequel, the rough draft written, so that should follow shortly. So yeah, so that's what I'm up to with those. that, have, yeah, I have the movie that's in post-production still, you know, the normal regular after.

Chris (48:41.942)
And you're doing moves too. I saw that. saw that. Uh-oh.

Rudy Stankowitz (48:51.461)
hiccups that you go through, but that's coming out soon. It was the funniest thing. It's like all of a sudden I have an IMDB page and I was like, whoa, at least, you know, yeah, it doesn't say it. There's nothing there. I don't even have my picture there. It's still the, you know, silhouette head, but gosh darn it, it's there.

Chris (49:00.684)
Ooh, yeah.

Chris (49:07.948)
Yeah, you're gonna have to submit that picture.

Rudy Stankowitz (49:12.817)
Yeah, yeah, I don't know how it all works. I guess I have to figure that out. So I guess I have to tune it up myself. But yeah, all of a sudden I'm there.

Chris (49:15.842)
Yeah, pretty Rudy Hitchcock pretty soon. We're gonna see you in the movie business in Hollywood.

Rudy Stankowitz (49:22.257)
Well, I gotta tell you, unless the footage doesn't make it, I will be in it for a brief moment. So I do actually have, not only do I have the associate producer credit, I have an acting credit because of this. So yeah, it's who to thunk.

Chris (49:38.212)
nice.

Nice, yeah, all right, so you send us all the info. We'll help you get that word out, you know, it's like, person doing that?

Rudy Stankowitz (49:49.317)
Yeah, it's oddly it's not, nothing about swimming pools. So there you go. So, but that's cool. And you can't mention, you can't say the names of any of the films you were in, can you?

Chris (49:53.09)
I know.

Chris (49:58.648)
Well, some commercial stuff, some background stuff and others. And yeah, I can't mention it.

Rudy Stankowitz (50:05.469)
Well, you said you mentioned NDAs, so I mean know I have…

Chris (50:08.106)
Yeah, yeah, yeah, but you know some popular people, so that's it.

Rudy Stankowitz (50:14.109)
Okay, very cool. Yeah, I like to say I only signed one NDA and it was for somebody who's in movies nowadays and then I would say I'm not joking. And that's as much as I could ever say, But as far as a customer that I had. But so awesome, cool. So what about Christmas? What's Christmas look like in the Galvin household?

Chris (50:25.388)
Hehehehe

Chris (50:38.23)
A galvan is just regular Christmas, traditional Christmas, overspending toys probably, and Christmas presents probably like everybody else. And that's about it, know, Christmas, it's always a tradition for us to get a tree, Christmas tree, real Christmas tree if we can always.

Rudy Stankowitz (50:57.361)
the live trade, do you cut it down yourself or do go to a stand?

Chris (51:00.042)
No, think we go to Home Depot because they got the they got those trees that don't don't drop those needles, you know, because we did we did the the other type of trees for a while. And then it's like you have to broom the whole tree constantly with this tree. I mean, it costs a little more, but you know, it's totally worth it when you take it out. Yeah, you don't have to you don't have to fill half of a bucket of Christmas tree needles. Three kids, yes.

Rudy Stankowitz (51:03.857)
Okay.

Right. Yeah.

Rudy Stankowitz (51:21.117)
That's good.

Rudy Stankowitz (51:25.829)
And kids, how many kids? Three kids, wow. What are their ages now?

Chris (51:30.222)
11, 14 and 17. So three years apart each. Yeah, 17 year old, so almost 18. Getting there, you know.

Rudy Stankowitz (51:42.961)
gonna put him to work for Blu-ray or encourage him to find his own?

Chris (51:47.661)
they have, yeah, the 17 year old, have like more of a...

I would say they want to do more of like academic type of thing more like a doctor Medical in the medical field so, you know, that's the only thing they I would say you would need to go to school You know for but if you're doing business Business is business and you can learn it anywhere. So my younger son Third 14 year old he loves, you know business he likes selling buying and selling stuff Pokemon cards collecting stuff or buying, you know building sets of

Rudy Stankowitz (51:56.679)
Okay.

nice. OK.

Rudy Stankowitz (52:18.781)
Okay.

Chris (52:22.672)
Legos and then selling them used and getting his money back so he can buy some more, know make some more build some more so it's like at least he's like sustaining that That you know, like everybody who does legos. They have like an addiction to it You know what I mean? Like with those kids. So yes It's yeah, so that's about it. Am I you 11 year old just there just hanging out learning from the older kids

Rudy Stankowitz (52:28.101)
okay. There you go. Clever.

Rudy Stankowitz (52:38.631)
Yeah, clever, clever. Well, I remember.

Rudy Stankowitz (52:47.549)
Okay, cool. So if you can say one thing to everybody right now before we go. One thing to everybody about.

Blu-ray why they should for the folks that aren't using it yet. What we just tell them

Chris (53:02.444)
Mm-hmm.

Okay so if you're not using Blu-ray, I would recommend using Blu-ray first of all. It's guaranteed. So if it doesn't work as you expect it...

will make it right no matter what for the service people and for the homeowners out there. So we recommend Blu-ray because it's going to reduce your overall chemical usage across the board. It's sustainable product. It's going to help reduce chemicals. You know, the production of chemicals, energy, anything that, you know, it helps the environment as well. Talking to Gen z out there and also it's going to reduce, you know, the, the, the labor, you know, the pain, the space,

It's going to reduce the chemical cost, also reduces, it reduces the dependency on chemical production out there. So basically it's going to save, helps you save the environment, helps you save your back, it helps you save your wallet. So that's, that's about it. And to my current users, thank you so much.

Rudy Stankowitz (54:00.413)
And to your current users...

Chris (54:06.99)
You know, they know how it works and they're always helping me, helping us spread the word and helping because they want to help the other service guys out there because there's not a competition. You know, a good service person is not in competition with anybody. It's always there to help others. So we're lucky to have that that audience, the service service people out there that are willing to help the other service guys. Sometimes they give them, you know, they give them a sample of their own, you know, and they give us a call.

and say this is so and so my friend used you know once I gave it to him so I say thank you so much for you know and then we we send the new guy or whoever it is the sample or we we talk to them call them in the phone and we guide them through the process so yes if you're a new service guys service person out there that hasn't used blu-ray please contact us at blu-ray XL blu-ray XL dot com there's a form there they can fill

out for a sample, we'll send them a samples kit with all the information and we'll be in contact with you guys so you guys can click.

Rudy Stankowitz (55:13.693)
And that's the best way to get a hold of you.

Chris (55:15.478)
Yeah, blu-rayxl.com through our samples form. It should be right there in the top and click it, fill it out and we'll be in contact and get it shipped out to you. So that's the ECS way, that's the way we've grown since the beginning, you know, making contact one-on-one with each service person and guiding them through the whole process and they become customers of us.

Rudy Stankowitz (55:40.029)
So, so everybody, thank you, Chris, for, for joining us today and talking with everybody. I appreciate, I've known this person, this gentleman for a good decade now at least, and super, super cool guy. Hunt him down at the show, hit him up, contact him, blu-rayxl.com. This is the Talking Pools podcast. We appreciate you. If you liked the episode, give it some love. Give us some stars, write a review, share us with some friends.

Chris (55:53.208)
Yeah.

Rudy Stankowitz (56:09.553)
Share us with people you don't like too. Just send us out there. And so maybe we'll find some new folks in that niche as well. But until next time, again, Chris, thank you. Everybody else? Everybody else? I think this is going to fall right in about Christmas. So Merry Christmas. think this is good because it's going to be next week, right? Christmas is just next.

Chris (56:23.758)
Thank you for having me Rudy and thank you all.

Chris (56:32.524)
Yeah, Merry Christmas to everybody,

Rudy Stankowitz (56:34.845)
Christmas is next week, how did that happen? All right, so yeah, so this is Friday after Christmas, so I hope you all had a really, really Merry Christmas, and New Year's coming right up, so yeah, so enjoy that one too. Chris, you get to start, end the year and start the year for my listeners here on Friday, so thank you for that. Everybody, until next time, be good, be safe.

Chris (56:50.338)
All right.

Chris (56:56.59)
All right, bye bye.