wake up by your payer people it's a beautiful day go grab yourself another cup of joe and say hello to jim and michelle rhodes on the buy here pay here morning show take it away you two hello everybody happy friday it's uh friday it's easter weekend right it is yeah it is uh we were uh Was it last night or was it this morning that got included in a stream of text? Cause we didn't plan anything to do for, for our, our family. I'm trying to get you centered, honey. Cause you know, people that want to watch on and you're welcome. They're like, okay, so what's, what's on the docket for Easter? And I'm like, I don't know. They're maybe used to us hosting. They are. Cause we've got just a really lovely place, but we, um, I was like, you know what guys, uh, not this time. We're not hosting this time. Um, we'll meet you at the waffle house. There's a couple of good places where you can go get a good, um, Easter brunch or something. So yeah, that was, that was really not about Easter itself, but about brunch and, uh, and we do, we host here an awful lot. And, uh, Not that our guests exhausted me or anything or us. I just was like, we've been doing that all week long. And I think that, you know, hey, guys. We're going to have a chill weekend. I raised my kids to, you know, you kind of get a... the opportunity to go and and host yourself so and have everybody over facebook user good morning and happy easter I just don't know who that is facebook user yeah you didn't register your name with stream yard until now we just have to guess we'll spend all day wondering so now there's a facebook user over there fumbling it's like how do I do that how do I tell them Exactly. Usually in the actual stream, a little bit further out in the comments is a link that gives you permission. Right. You can get in there and do that. Oh, Adrian. Hey, Adrian. Thanks for the tip on the steakhouse. I saw your post about the steakhouse in Vegas. I got to check that out. That looks great. So shall we get to our stuff? We got a couple of updates and we still have some stuff on the horizon. I don't even have the dates on our dealer roundup. You got that handy? Yeah. so we've also got a couple of the v8 groups for um next month on the calendar still need to firm up uh one more I think but just had another meeting last night the final meeting of the the month we're trying to do those meetings between on the second third week of the month but uh with those groups that aren't full I push those to the end of the month to give us more time to add some dealers so if you have an interest in a v8 group reach out to me and we we got spots for regardless of dealership size we got a spot for you all right so I'm I'm looking for really quick uh I should know this by heart it's it's april 18th and so it's a thursday and uh it we're gonna start an hour later last time we started our time 7 a.m but we're gonna start 8 a.m so that'll be 10 10 eastern and brent carmichael is going to be co-hosting that entire thing too so It will be a great conversation. I think that we're going to talk. We've got some topics already and are working on getting all of that set up in bhphnationtv.com and Eventbrite and all of that. So access to tickets will be forthcoming. Very good. And then we will be down at the Neo User Summit at the end of next month. And so those of you who are attending Buy Here, Pay Here United, it's like the first full day before they do the opening cocktail event. hour for buy your pair united so if you're coming to that and would like to go to the user summit as well just book your tickets a little bit different because you don't need to you need to register but I don't believe that there's any charge for tickets to go to the user summit okay so what else is that it I'm going to, I'm going to. I can't think of a thing. It's Friday. Yeah. It's Friday. So, you know, we always have a really good time when we do hot topics. I should have some sound effect. Hot, hot, hot topics, topics, topics, something like that. So that people are like, oh, this is going to be fun. Just capture that little audio clip for next time. exactly so um you know a lot of things are always happening in facebook land and there's a couple of things that as we were talking um that just kind of made sense to to talk about so I don't know where you want to start honey yeah I can list some of the things that I saw you know amongst the threads there's several you know the of the buzz topics but what you know this one about capital private money that's still kind of that's actually capitalization yeah that's actually going to be um something around that is going to be one of the topics for the dealer roundup too yeah that's true yeah and then um and then cost of car which is really ends up being about business model there was a lot of grumbling about cost of car especially his older high mile cars And, you know, it's just interesting to see the different business models across our segment. And, you know, it really goes to business model. And I look forward to one of the things we will continue to do at the morning show is flesh that out. You know, bring people who are in different business models and share why they chose that particular model. And sometimes it's capital driven, right? They just don't have enough access to capital. So they have to stay where they have to stay budget wise. Yeah. And, you know, everyone has their own reason. And that's one of the beautiful things about this industry is that it's just like, well, what do you want? Yeah. And what's your tolerance for risk? Yeah. You know, so there's also that. Because that also comes in there like what kind of down payments based on the cost of car, what kind of, you know, whatever that you're looking for. But my favorite topic was because it really, it kind of goes to the heart of many of the things that, you know, happen in our world and in the trenches of talking about, you underwriting and some of these things so this one was really the subject is what I would call radius people were talking about what is the how do you feel about financing customers that live very far away yeah I'm going to try to read you some of the comments from the thread there are tons yeah there were a lot of people it was like this many hours away or this many miles away and so you know I think that that we're for most of us we we're familiar um that the Most everybody feels comfortable with like a 30 to 50 mile radius. Most everybody feels comfortable. Why do they feel comfortable? Yeah, well, you'd have to ask them, but what we see in the threads is it varies based on a lot of things. And I would say that for the most part, people are, one, nervous about financing somebody who lives very far away because they feel like they have passed by lots of other dealerships to come to do business with them. And what does that suggest? That's an interesting question because I do want to flesh that out just a little bit too. Oh, we will. That's what we're here to do. So we can talk about that. And there are quite a few comments in the thread, including several dealers that we know. And, you know, I have to say a lot of them were, affirmative in terms of customer service or they were positive and that we really want our customers to live fairly close because we know that we need to be able to support them. And this means through warranties or whatever else, then, So if they're very far away, that becomes difficult. Obviously, amongst the other considerations are when they're very far away, it gets expensive to repossess and, you know, to otherwise manage the account. And there was one repo agent that chimed in and said, you know, a lot of the customers that we repo are outside of that radius. And they kind of, I think they kind of just think we won't come that far. and uh so you know that's kind of but others have even said you know that the reason they don't um they go past all these other dealerships to come do business you know with with us or try to do business with us as a dealer is because they have burned too many bridges and they can't get approved at a lot of these places which is start there actually happens sure well okay and it's and and I get I get that but um is that an assumption or is that uh is it could that just be in us okay Yeah. Could that just be an assumption that we have that they are being told no, no, no, no, no, no. And then they come to us. Like as far as like the majority, 90% of the people that land here that live that far away are coming only because they have been told no at other places. And then that opens a whole nother, you know, like why were they told no, but yeah, I mean, I get that. If that's the case, then it's just like criminy. You mean it's not just because my program as a dealer is that attractive that I'm pulling people from that far away? Those of you who don't know, this means spot on. This means ding, ding, ding. Ding, ding, ding, ding, ding. Could it be that? I mean, and are we measuring to find out if it is that? How did you hear about us? What did you... you know, that kind of thing. But it, that's an interesting question because one thing that I notice and I'm outside of buy hair, pay hair very much. So is that, um, is that there, you know, you have, you have one or two that you might've experienced or that you have, um, you know, you've heard about, um, Um, and there's dealers out there that, you know, in respect that are like, don't do it. This is going to be a burn. And so it just, it really makes me wonder, I, you know, has this been one measured and two, I mean, when you say measured, it's like, do we know that's the reason why? Yeah, we don't know. Do we know that's the reason why? They don't really know. And they can ask the customer, but the customer's not going to say, I'm coming to you because nobody else will finance me. Okay, so if someone lands on your lot, and a lot of dealers run a credit report to some portion it's not the decision is not based based on um past credit but it may be based on current things and you know and it's kind of we've we've encouraged our dealers to do a truth check and um and so you know if it's that they're passing other people because they are keep being told no why would they be told no so is it past repos or whatever well those things will show up on a on a on a credit pull if they've been repoed before it will show up not always not all the buy here payer people report to credit oh okay so so you can't always see that and so this is part of why dealers are uncomfortable so it's like you know only a portion of dealers in buy here payer are pushing to credit so it's like there's always going to be that element but I think it's really just it's a it's really the most fascinating piece of this to me as a former dealer is like how much of the underwriting that we do, because obviously the CFPB and other agencies are looking at how we underwrite and do our financing. And this part is just so fascinating to me because it really touches on the edge of legal It's like, what's legal for us to do in terms of underwriting and what's just good business practices? Like, I don't know that we're, you know, we're ever going to have the regulatory folks understand the, the elements of the business that, and so, you know, if it is a determining factor for underwriting, is that also something that you have to declare? No, you don't have to declare your underwriting externally. You know, you, you, you don't have to declare how you underwrite. So you, you know, you, you have your own checklist of what you do and you know, if it ever got called into question, you might be subpoenaed and have to show something, but otherwise, no, you don't have to share what your, what your underwriting guidelines are. But even if you did, this starts to fall into the area of subjectivity. Now, you know you can look and see and verify the customer gives you an address and you can google map it and if it's you know 47 miles away and that's outside your radius and that's that's a more objective kind of thing to be able to put in your own internal policy about financing now if if you do have an internal policy about radius Is there at any point where someone that you are financing to that that is disclosed that we, you know, hey, like, for instance, you know, sometimes we see that someone will buy a car and then they immediately move or, you know, they've used a different address. Is that something that you would need to put in your contract that says, hey, we reserve the right to repo if we find that the car, you know, that you've moved outside of this kind of radius? So this is, and again, Jim and Michelle Rhodes are not attorneys. I know a few attorneys that might just be like, what are they going to say? Yeah. So, you know, we're, we're obviously just speaking. We're just, we're just chatting here. We're not offering legal advice. So I think the, the element here that comes into question for me is something that many years ago. Um, and I think I was in a session with an attorney where I first heard the phrase, um, but it's like this kind of falls into the category of insecurity so we're confusing some things because we're starting to talk about after delivery which is enforcement of the contract versus underwriting on the front end so just quickly to answer your question if if the customer shared one thing and then later they're doing something else that's you know that's a question of enforcement like what are you going to do what are your what are your rules what is your justification you know, repossession is a serious matter. If you're going to repossess somebody, you need to probably have some strong, strong leg to stand on, especially if the count is current. Like if the count's past due, that's pretty cut and dried in most states. I think in most situations, if the count's past due and it says, especially if it says delinquent as it's ever been, then you're probably in pretty safe waters. And that's something that I, heard an awful lot as I was reading through the comments from people that have it's like oh they you know if they've if they've passed your underwriting process that there are dealers out there it's like yeah we've had great experience with with that and you know every once in a while you might have a repo But, you know, that happens with anybody. I mean, you run as you run a pretty decent risk for someone buying the car and then it's like, hey, I can't find a job in this town. And so they move a state over or something. I mean, you know, that's just that's part of the thing. But yeah. But there are those that have had really good success. And then when I read through, there are those that don't talk about their failure except in just a bulk statement. And so it just kind of makes me question. Yeah. where that idea is coming from. Yeah, so let's go back to the underwriting side and sort of the approval of the radius, because that's kind of where we started here. And I want to read something. I reached out to Keith Thacker this morning by text and made sure he was okay with me. sharing his name about his comments he said you know we really don't like to you know finance outside a certain radius and here are the main reasons number one the loans do not perform as well when you're hours away from the car customer at least in our case right and then the other one I he says something in here that I just love that's part of the reason I asked for permission to share it he says it's hard to help our customers when they are that far away subprime customers do subprime things And when the keys are lost or they have a flat, they can't change. Distance takes a small issue and turns it into a major ordeal logistically. So, you know, again, it's absolutely true. Is the CFPB ever going to understand that? Probably not. You know, so it's kind of the one CFPB. You know, I'm the one that has problems with acronyms. It's Jim. I don't think you've had enough coffee. I guess it went in more caffeine. But I particularly love Keith's phrase about subprime customers do subprime things. And so, you know, what he means is, you know, flat tires, lost keys. I mean, I guess, you know, gosh, if lost keys are a thing, then you and I are subprime too. But it's like, you know, it's about lost keys, you know. that reminds me our guests too it's like they we once lost the keys yeah yeah and it took three months to get it back yeah feedback so it's like um it's just one of those things where you know when you because we know that in our business when you have a three-year relationship with your customer I would just use that generally you have an extended relationship with your customer then in order for that customer to be successful, there are going to be times that they're going to need a little hand-holding. And so sometimes doing that from a distance is difficult. And if you're a dealer with a warranty, you like to bring those cars back into your own shop for your warranty for multiple reasons, which are financial, and we can cover those on another day. But dealers like to bring their own uh their repairs back into their own shop especially when they've got a warranty in the picture so that's understandable and that's difficult if a customer lives you know 7 500 miles away so you know obviously people move and in my way of thinking about it they should be entitled to move their life changes and their current on their account and you know they they ought to be able to move and so this is why you know this stuff comes into play though is when you're approving on the front end how much can you factor into radius and how much do your underwriting softwares out there really capture radius information? And we're not sure if that's even factored in the scoring. But I can promise you it's a very real thing for these dealers as the thread You go and look and you can see different ideas. For the most part, we had one dealer say, I finance a lot of customers a long way away, and I can say being familiar with that operation, knowing their business model, they're kind of an exception. Their model's different. Maybe in 10 years it won't be, but right now it's kind of a departure from the typical business model, and it's working for them. Mm-hmm. Most dealers are uncomfortable as the thread kind of supports us. You know, they're, they're just, they're cautious at a minimum. Uh, some just simply don't do it. They don't feel like they can financially afford to do it. And, uh, so it just, you know, we, and we, we recommend to dealers for all the reasons that it's mostly about customer support that we recommend that dealers keep typically finance customers who live close by. Yes. Whatever that number is. And, and, um, so let's say just, I'm going to give you a, you know, you, you have your own shop and, um, you like to keep everybody within a 50 mile radius, let's say. Okay. And let's say someone comes in that lives a hundred miles away. That's a repeat customer. What do you do? They paid on time. They live a hundred miles away. They now live a hundred miles away. Oh, I'm probably a repeat customer. I'm probably going to make an exception. What if it's a referral? Um, I, the referral wouldn't add enough strength for me. That's another important conversation. In fact, if we make a note about it, I don't know if we have enough data, but I don't, my, my anecdotal experience says that a referral, a referred customer doesn't necessarily perform any better than anybody else. Okay. I'm writing it down. Referrals doesn't make a good customer. Yeah. It's just a question. Like I think it'd be a fun thread to take to social media, but it's like, I don't know that anybody's got any real hard data. I've never heard anybody really measure that effectively, but, but I mean, my experience is just like, it doesn't. So I think I wouldn't treat that one any differently. What about if they came in and they said, we've just heard really good things about you. I mean, not necessarily a direct referral, but it's just, we, you know, we've, And they live a distance. And they live a distance. Like I was in town and I saw you guys and because I had to come into town for X. Yeah. And I saw y'all and I thought, okay, this looks like the type of dealership that I'd want to work with. I can tell you what I would say. And this is, again, I'm not suggesting this because legally I'm not up to speed on any kind of compliance stuff. But I know that if I were the dealer or the general manager having that conversation with a customer, I would just be sitting down with them and saying, look, we're happy to help. We don't typically finance customers that are that far away, but we're okay with looking at the thing and making an exception. Just understand we probably can't be as flexible, you know, in terms of often we try to be flexible with down payment, but if you live very far away, we're probably not going to be able to be as flexible. So you're probably going to need to put the suggested down payment, you know, those kinds of things. And do you think like having the conversation of, and it's going to be harder for us to support if something comes up? yeah and so I just want you to be aware of that that it's just it's going to be harder for us to support you and often at the point of closing like this is another area and that's another conversation for us michelle is coming back to closing is talking about how to how to do the closing because I personally in those situations would take um almost what I would describe as and sometimes use the phrase with my management teams like we kind of have a zero tolerance approach when those customers are outside of radius. You know, again, the flexibility. I'm trying to be flexible in underwriting. I'm going to try to help, but typically when you live very far away, I can't be very flexible in underwriting. And I also don't expect to be flexible in the collection side. If you live very far away, just understand where you're at. And so this is part that I would say internally, and I don't think I would say this exact phrase to a customer, but it's sort of, If we ever have to repossess the car at that radius, at that distance, we're only doing it once. So, you know, it's like, you know, this is another interesting things about repo redemptions. Like what, what can we do? What should we do in a repo redemption? Well, you know, if we're the dealer, we're the creditor. you know, it's really up to us. And my approach would be, it's up to the customer to satisfy, you know, that, that I should allow them to have the car back to redeem the car. So kind of getting off track there, but I'm just thinking, these are all the elements that dealers consider. Yeah. When making that decision on the front end. What are the problems that rise in the chance that that's going to happen and you're going to have some problems? So, yes, you take those things into consideration. But I don't think that you, I mean, well, I lean on you, subject matter expert, all of that, that I'm kind of getting that that doesn't necessarily have to be a hot and hard no. right yeah I think it's no it's it's up to every dealer in their business model and again their tolerance for risk but I think what we're talking about here is I think the most interesting element is just the subjectivity it's like in underwriting you know what where do we need to be objective where do we need to be subjective and I you know yeah there's great very sophisticated underwriting tools out there that help us a lot we can lean on those scores we You know, my experience with those is they're not perfect. There's other factors to consider. And, you know, they come up again and again. You can find people talking about stuff on Facebook. But it's like the question really is the subjectivity element in underwriting. We did a podcast with Brent Carmichael and Steve Levine more than a year ago and touched on some of these things, but you can never really get to all the stuff. It's like, I'll give you an example. One of the things I always think about is just something interesting and take, maybe, maybe take it out of the, the car business for just a minute. If you're a property owner and renting, you know, some of your, um, uh, rental properties, and you have somebody come to apply for a property and you have three applicants but one of them you see that their car is just filthy they just have just kind of destroyed their car should you factor that into your decision and renting your property well You know, we bring that back over to the buy here, pay here side. It's like, it's, it's not in our underwriting scoring. Is it not anywhere on our underwriting score sheet for me today? It's a question. I'm not suggesting that anybody go out there and adjust their underwriting according to that idea, but I'm simply suggesting it's among the things that we. you know, it's, it's, it's our collateral, it's our, it's our decision. And so it's not like, it's not like I'm a lender and I'm loaning money and, and I, yes, I have the collateral, but it's, it's kind of property that I never see, you know, just the lender. And obviously that decision is based heavily on credit. In this case, it's clearly in this unbankable segment. And so this is where I would always try to be a voice and I've written articles around this stuff. It's like, I feel like these regulatory agencies. need to recognize this segment is just different it's just different it's it's you're not you're not talking about you can't really apply prime sort of logic to the underwriting here and and no I'm not advocating for you know wide open underwriting and and no regulation that's not what I'm saying I'm simply saying you you got to be careful about how you apply the rules here because I feel like dealers in this space need and deserve to have some degree of flexibility and subjectivity I'll just say it like you know as a former dealer that's part of the attraction of buy here payers part of how you can help people You can make exceptions that make, if they make sense for you and they make sense for the customer, then I feel like we ought to be able to make exceptions and bring a little subjectivity. And I think it also, you know, one of those factors in there is, are you, you know, what does your underwriting look like? because we hear all the time it's like if they can fog a mirror yeah they get a car well that's obviously setting you up for a lot of um potential it's like you're going to get everybody and that same thread that I was referring to just about the radius people were talking about that sort of thing it's like the headache factor like yes you can do those high mile cars or yes you can do the low down payment deals right everybody's business model Some dealers have moved away from that because of the headache factor. I think with time, we should be able to prove that that's real. Can we really show that the cost of car with the increasing cost of car and the increasing down payment that our expenditure on aspirin You know, can we show that on a chart? Well, and it's, it's, it's so interesting because one of the things, like I said, outside are kind of looking in is that you see a lot of, um, uh, belief systems that it's like, it's backed up with what it's just like, well, cause this is just the way it is. And I remember last year we had Jack Carter on the show where he had a specific belief and I can't remember what exactly the subject was, but he had his very specific belief structure. Then he started running the numbers and he's like, my belief structure does not fit what is actually happening. Yeah. And so to me, it's like, do we have these belief structures because we personally have experienced the thing or that we can draw upon someone else's personal experience and there's data behind it? Or is this just, this is just the way, this is just a belief structure that, cause it's an opinion that's been out there. It's based on an opinion. That's it's, is it based on an opinion or, Or is it based on opinion? Is it based on a few things that have happened? Because we all know that there are bad apples in the cart or in the barrel every once in a while. And it's a small segment. And is it that those that live far away are always the ones that have the problem or that those bad apples or you know what? michelle you're new to this business you don't realize that most of the strategies that dealers develop are because of some guy named wally at the car auction who told him and this guy says he's been very successful in buy here pay here so that's where the that's where the I don't know I don't know and it's you know and the more we hear about like some of the different um groups of dealers and things and and you talked to us uh you know you talked to other dealers that have been involved in in different groups of dealers where you're getting together and you're talking about the stuff is it's like, yeah, it's sometimes hard to weed through the BS and to weed through the, this is the, what is, and, and, you know, we hear stories all the time about this is what was said. This is what was said. This is what was said. This was, and then their house of cards collapsed and all of the stuff that they said no longer has any merit in, but you know, how many people change their business model because of something someone said. Yeah. I mean, that's, that's, you know, we have limited information. Now the go-to place, thanks to Tommy Brandis is BHPH success. That's where you go to get your information. So, but there is a lot of learning. There's a lot of learning that happens in there, but it's still the other example of it's anecdotal. This is my thread. It's not based on data. This has been my experience, right? And so this has been my experience, but you can still look at the collective thing. And if you're brand new to the industry, you can see why people form these opinions and beliefs that they do. and you know we see it obviously in our v8 groups you can have eight dealers on the screen and you can have you know four or five different approaches to the same thing so it's like you know it's just very they've all worked for them yeah yeah for whatever reason but it's just I i think that what we because you know jim is so data-driven analytics all of that it's like is this just an opinion or is this based on data Is this, is it true? Is it like, I want, is it true? Is it really, really true? Is it really, really, really true? I just, I always stop it too. Yeah. Well, sometimes I was like, Oh, maybe not. Or yep. Yeah, it is. Yeah. So I think we can wrap up there. I think we got plenty of fun stuff. As you heard, there's stuff we can bring back to future conversations around this, but look for me to continue to dig into this. Cause I think the whole element of subjectivity and underwriting is just huge. We, we need to not pretend that it's not there. Let's, let's get it out there. Let's talk about it. Find out what we're, can do what we're allowed to do we're all doing it anyway it's like you know what are what are what should we be allowed to do and speak freely you know about um about what level and not everybody has the same appetite for risk sure um and others are like yeah I it's paid off and and I i I exercise um more towards this might be some risk but it's like well if And with conversations we've had just recently, it's like, does moving the needle a little bit, you might have a few more of the bad things, but think about all the good things that can happen. And from that batch of, you know, you're moving your scoring to I'm going to start to include this group of people. it's like start measuring some very real case studies that we can point to and when I say case studies I mean years of data to show we've got one client in particular who's been tightening up their underwriting um you know using a scoring model taking a certain applicant certain amount of down payment they've been tightening it up and that's their choice they spend more money to reach those those applicants and they're able to you know get a volume there they'd like to do a little more but the reality is the charts prove out year over year that the repo losses are lower just you know the math supports the strategy so it's like so it's it's a lot easier as a coach consultant whatever to to be like okay if you've if you've got the numbers that prove that your business model I mean that that this is okay then let then and now let's do it back to that dealer and say let's look at what it looks like if you expand that just about 20%. Yeah. Well, I mean, how about we do a test? Let's see, let's see what happens. Cause, cause that's the funny thing with buy here, pay here is you don't know, you won't know really, um, whether or not changing your model works for three years. Yeah. For the most part. Yeah. You know, it's like, if you think about, um, the, the customer scoring model in terms of letter grades or whatever scoring method you want to use, then, It really, like with this dealer, we can say, you know, if they want to stick to letter grade A customers, then, you know, they can obviously do that. But when we can go back to them with data and say, look at how this B customer has performed for other dealers, then you can start to show the math and say, maybe it's not something you need to be afraid of. you know it's like well it depends on whether or not you're looking for growth it really depends on what what your objectives are with your business as well because uh you know it's one of the things I love about buy here pay here we have so much flexibility it is I've always said that and when I invite people into buy here pay I just say it's one of the things about you don't you know we got people stepping out of franchise business and they're used to having all these rules and this box they have to operate within and when you step over into buy here pay here you just you You have all this flexibility. I mean, that can be really scary for some people that like boxes. Yeah, I suppose. You still got compliant stuff to obviously deal with. You got to be compliant and whatever. But we have a lot of flexibility to do business the way we want to do business. Yeah. I'm kind of thinking that the moral of the story today as far around this subject is make sure that if you're going to change a business model, make sure it's not that decision is not based on opinion that it's based on something bigger than opinion because everyone's got an opinion out there and sometimes people are really really happy to give their opinion but their opinion may not be it may not be valid or it may not work with you or whatever so so yeah we should wrap up okay I want to just remind all of our listeners to uh regardless of your uh religious practices to enjoy the weekend yeah and I hope you have a good time one thing I love about easter is it is it is a worldwide or at least northern hemisphere for us um ushering in of spring which, you know, all the new stuff and the closing of a season. So I just really enjoy that. It's funny how we talk about aromas that are, you know, trigger memory. I still, when I smell vinegar, I think about making the Easter egg as a kid. I don't like that smell, you know? I have to tell him when I'm using vinegar so he stays out of the room. All right, everybody. Have a great weekend. Enjoy your family, friends, if you're planning on doing that. And then we will see you on Monday. Thanks so much for joining us today. Talk to you later.
