Walk the docks with a clipboard and ask every boater what bugs them

Jelte Liebrand… an ocean race problem. This is anybody going out in the water. Here, in the UK, on the south coast, this beautiful, the Solent is amazing to sail in. And there's people that have the qualification. They've done all the training that they need to do, but they weren't going out because they were afraid that they would get the tidal calculations wrong or they would injure someone or whatever. And so, it became clear that this is a bigger problem.

Jelte LiebrandSo I did a lot of research. I went down to the south coast. I even bought a clipboard because... Not that I needed a clipboard, but anybody with a clipboard is taken seriously, right? So if you just walk up and ask a question, nobody answers, but whereas with a clipboard, perhaps people will answer. And so, I spend hours, literally hours, walking up and down every pontoon I could find to talk to any boater I could find to just understand how they go boating, not just sailors, but motorboaters, even kayakers and paddleboarders and anybody else getting in the water. What's the pain point? What is the real issue with you enjoying and getting out in the water more?

David BarnardYeah, too many people skip that step. It doesn't have to be a clipboard, it doesn't have to be in-person, but the user research and deeply understanding the problem. And it sounds like that's what really convinced you that this was a bigger market. There are markets where people are like, "It's not that big." You were thinking like, "I was on a racing yacht. There's only a handful of us in the world. It only happens certain times a year. How big …