But what do you see as kind of the hook that usually lands well for a new client or a new prospect? What's a specific pain point that is enough of a pain point that captures their attention and brings them into a conversation?

Yeah, the pain points usually...

Well, there's one of two common things that we look at, and I'll take like one little subset, which is demurrage claims.

This is after a port call is completed, you spent longer than you thought, and you've got to pay the shipowner for it.

It's a claim on the amount of time that they spent at port.

Hey, you estimated three days, this took four days, so you've got to pay for that time.

That's called demurrage.

How do you guys stand out in the industry?