Well, I think one of the big strategies that you have that was really effective from my point of view was this idea of incentivizing people to leave reviews. Can you just walk us through that process? How did Travel Pony incentivize folks to write reviews about the website? I think that's a great point. The fact is that when you're getting started, there are only so many people that know about you, so there are only so many people writing about you, or blogging about you, or whatever it may be. So we need to not only get the ball rolling after more customers coming through, but we need to back up a bit and say, "Okay, how do we influence these people?" So we started to reach out to bloggers specifically and ask them to say, "Hey, why don't you come to our website and book something and go on a trip?" I think we typically were saying, "Hey, go book a trip up to a certain amount of money." We were able to give them kind of a free credit. So we weren't actually paying cash for some of these things, but I think that it was a great way to give somebody an experience. Look, who doesn't love to travel and get to a new city and experience new culture, new people? So it was really a great way to incentivize bloggers that were already established to write about us. Yeah. But how did you find those bloggers, these travel bloggers? I think finding travel bloggers can be challenging. I would be lying to you if I didn't say that we created an Excel sheet that just had tons and tons of blogger websites that we were essentially just pulling from search engines. We were just trying to find them. I think that there are some big established networks, specifically in travel, where there'll be multiple bloggers that all work together on one larger platform. That was a helping hand when we found a website called Boarding Area, and there's some other more established players out there as well. But a lot of it had to do with just doing research. Part of that research came from search engines, but also part of that came from some tools that are out there like Alexa, and trying to understand, okay, well, on the list of most visited websites, what are more valuable than others? Yeah. That's a great way to put it. Now, I will add that if you have a PR team and they happened to have access to something like, it used to be called Big On Media Source, but now it's just called MediaSource. That there are PR tools that kind of index influencers now in different categories and that'll be another approach is to use some PR database to look up folks. That can save you a little bit of time, but at the end of the day, the data was out there, you just had to go to Google and find it. That is really interesting. Yeah. I got to Google. Chris, when Travel Pony was starting out, we were a pretty small and scrappy team. We were trying to save every penny to go towards advertising campaigns like the team better try to get us off the ground. It's also said that with a small team, you're reaching out to different bloggers. You're having the conversation and you're trying to get them to write about you and so that takes a lot of time and support as well. So what are some of the ways in which people could review Travel Pony? So certainly when people use products and services they tend to tell the Internet in some way of shape or form how the experience was. For you particular in this case, how are people leaving reviews about Travel Pony? The biggest place was, we just saw travel bloggers really flocked to us. I think that no matter what industry vertical that you're in, you're going to have some enthusiast out there that are going to be writing about this stuff. They're really looking for content to write about. So they were probably our bread and butter. There were also some very successful publications that came out of, not really travel bloggers per se, but we were featured on Lifehacker. That is a blog for those that don't know about Lifehacker. They really going to tell you about things that you might not think about it every day, but it could be a little way to make your day easier. There's some of these kind of niche blogs out there that were helpful. We did get some movement on some of the more traditional channels like CNN and some of those outlets as well. Then I think what's happened since we really got started is that video is so big. So that's happening more and more, and so we started to see a little taste of video as well on YouTube and how impactful that can be as an influencer and really getting the word out about a new product or brand. So if I'm understanding you right, you're saying that travel bloggers will make videos reviewing sites and those videos get lots of views and lots of attraction. Yeah. It's something like that. I'd say, what we found was that travel bloggers are typically different people than travel vloggers or video loggers. So they are different but same concept. They are creating content, reviewing a product or an experience that you're part of, or Travel Pony was part of, and this is getting shared out to all of their audiences as well. So if a travel vlogger were able to make a really good video that would have said that Travel Pony was a really great source or a really great tool to use, how would have promoted that? Would it even have been possible? Yes. So Chris, to answer your question, I think what we usually did, our tactic was, these videos are usually posted on a webpage, and so we would be pushing traffic from Taboola or Outbrain or on the TiVo directly to that webpage that hosted that video. Very similar to the same way that we would push traffic to a more traditional blog article about us. I assume that probably it would be like the YouTube platform itself too. Yeah, absolutely. There are native integrations that are specifically designed to go write to YouTube and you don't really need any kind of hosting platform outside of the video itself. Yeah. So I think one of the big buzzwords now that's associated with marketing in 2019 is this idea of influencers. Now everyone is an influencer. So I guess when you think about some of these travel blogs, like I do remember that luxury travel blog, I don't know how many folks were behind the scenes there, but it probably were too many. Do you really think a lot of these bloggers in their own ways are influencers? Absolutely. I think that they were the kind of original online influencers. We see everything is more broad now, so you can be an influencer on Instagram, you can be an influencer on YouTube and there's many more platforms. But absolutely, and they have regular followers, regular subscribers, very similar to what we see today in social media. Yeah.
