Wake up, Buy Here, Pay Here 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. Good morning. You know, sometimes I'm really grateful that not everybody that watches us can see what happens backstage as we're running all the stuff because it's like, oh, there's a smooch and there's a honey and there's a do the thing and all of that. So, yeah. When we're not mad at each other. That doesn't happen very often. I'm not allowed to be mad. you just don't get bad it's true I really don't yeah yeah um uh happy friday uh thank you so much for joining us today um it is just kind of a uh what's in the news mishmash yeah and um So, you know, if you've got something that you would like to have a chat about, too, just go ahead and throw it in the comments section. Absolutely. Let us know. But, I mean, we do have a list of things. A lot of updates. Let's get our calendar updates out there. We're going to start with, is there anything just on, you know, anything? No, there's not. There's not anything like, I mean, we're doing yard work. no for us personally for us personally we live a very boring life now and it's just it's it's actually we love it um we love not being in the rat race of having to go and travel and and and you know being able to to do what we do but do it from home and do it at our own pace yeah and our own in our own flow and it's just such a blessing Just really, really. And we've talked about that some in, I've talked about that with dealers in our virtual formats and some of the meetings that I've had. So today we've got some updates from some of the DMS providers and some of the other stuff around the industry. But yeah, the whole virtual format with the V8 thing is it's, it's popular. I mean, people are liking it. We just have example after example of, you know, people, why that thing is making sense. And so it's good. Yes. And so, you know, some of the bigger things that conferences and things that happen, you know, we're, we're, we offer to like, if you want us to, to join you virtually and do something, you know, all of that. So no one's yet taken us up on it. Cause I think it's, I think it's a little bit scary when it like tech. like what does that mean and and do I have to learn anything too so that's a good point I think we don't talk about it a lot but you know we've had we've had people ask us to come and speak at their conference and we said yeah unfortunately we're just we're just not traveling stick to virtual yeah and we've got even additional reasons now travel but yeah just on a personal level you know family members and family matters and and so that that is another element but All dealers have these kinds of things come up too, which is like why we do this is so you can on your own time in your own space without the expense of whatever, you know, how, how can we help? It's not that we don't see the value of being in person, but we also see the expense and the requirements of that travel. And we just have kind of made that decision for ourselves. Yeah. And, but there's a lot that you can gain from going to a conference. We've, you know, it's like, we are not anti-conference. We're just anti us having to be at very many of them. Yeah. There's actual time away. There's the travel expense element and the kind of the stress. I watch some of our vendor colleagues and it's just like, the hours and miles I mean yes there are there are benefits you get like super mega diamond blingy status on your airlines you can you know use it for vacations for me it's the it's the the power of a handshake it's like being there in person and being able to you know That's true. Because I mean, I, before I joined Jim, when I worked for a tech company, I traveled two weeks a month. I mean, I wasn't married and I could just do that. And there's, it was, and you know, we would have conversations with our, with my superiors, whatever. I hate that word. And they're like, OK, justify doing this because, you know, we're looking at we need to cut here or there. And it's like, really, to have that face to face contact with all of our clients every month. And so because every time we go into a new property, it's like, oh, we have a new manager. Oh, we have a new person that doesn't know how to use the stuff. So there is a lot of value. in that too besides just support just relationships just being there in person you know is obviously worth something I just think for us it just feels right to and so I think with the state associations we're happy to appear at your your state association we definitely want to support the association we think we can better serve that by appearing virtually and bringing some really great guests virtually virtually to the event so that doesn't have to be broadcast to everybody on the planet it can just be for the people that are at the conference kind of thing so they'll grow comfortable with that as we eventually have a chance to prove it out so uh That's all good. But yeah, let me get a couple of updates in. We got some DMS updates that there's some real progress on that. I'm excited about this. Yeah. And I got to tell you, I'm meeting last night at a first meeting with group five, which is the, yeah, which is those groups that are those dealers that are 500 to 2000 accounts in their portfolio. And it just illustrates the problem that we've got in the, portfolio analysis. It's like trying to identify the principal balance. I mean, they're sending in reports that are off by big amounts. And this is like the CFO sending this stuff in. These are, these are people who should know the software should know the, you know, the significance of what we're doing. And it just, the numbers are so far off and it's like, it just, so in our conversation last night with the dealers, we were able to talk through that and why it matters and why we want to dig in and get that stuff tightened up. And so it just kind of, It just is another example of why, you know, and they see the value. The dealers say, yeah, absolutely. And I was able to say, I want to get to plus or minus 1%. And I had one dealer say, I want to, I want to get to the penny. Well, and you, you have clients that do that. So, but it's taken a bit of work and, and, you know, digging through like, why are we off by 1%? What are the things that are off by 1% and what do we need to like create a new filter or what do we need to create a new thing so that it doesn't, it doesn't show up. It's creating custom reports sometimes. It's like, it's, it just baffles that some of the standard reports don't include, you know, this, this column of information. And so, you know, thankfully some of the systems have it available. You just have to know where to find it and how to create that custom report. But with some of the systems, it's just a real battle to get to the numbers. And we deal, we have our fingers in a lot of different systems. Yeah, for sure. Yeah, I have reporting access to tons of systems. And so we're currently working with about six in V8. So update on where we're at, because, you know, those of you who've been listening, we talked a little bit about it on Wednesday, but we put out this request to all the DMSs to be able to create this report that every dealer... across the country has the ability to do in their DMS. And so it's like at the first of the month because this is not something that has to have a lot of bookkeeping fingers in it or anything. It's just like, how did we do last month? Right. And so when you come in on Monday or whatever, it's like, this is how we did. So we've got some really great headway and progress on that. Absolutely. So one of the things we're going to be doing in that regard, and I'll get a video out to our V8 members, but any members that are listening or any dealers out there that are listening that just want to start to work through this process with us, I would say, and it's a holiday weekend, so it'll be a tough time to do this, but I would just say, Grab your notes receivable report. Make sure it includes a principal at the close of the month. I know you could wait until the 5th of the month and try to run a notes receivable report for August 31. But I think in order to really make sure that we've got apples to apples and that we're working from a snapshot balance, I would recommend that we capture that at the close of business. You know, you've got two business days where you're going to be closed Sunday and Monday probably. So, yeah. Over the weekend, before you have any new business activity on the month of September, grab that notes receivable report to include principal, and then we can work from there. Well, and a lot of DMSs, well, not a lot. There are DMSs that you can schedule reports, so you don't physically have to do it, but it'll be sitting in a bucket for you to be able to pull. Which is a big value. Yeah, absolutely. So explain to, I mean, I'm pretty sure I understand all the reasons why, but for our listeners out there, why it's important to do it as close to the moment the month closes as possible. Well, because if we're going to ever get to any kind of accurate, let's just focus on portfolio performance. So portfolio is the largest asset and they just buy here, pay your lease here, pay your businesses. So. I just first want to be able to help dealers analyze the performance of that portfolio. So in order to do that, we have to know what is the movement of dollars in that portfolio. But I mean, why is time? What are the things that can get screwed up if you do it four days into the month? Well, just with some systems, you can't really rely on that information. They don't calculate backwards well. Okay. So it's the system and it's, you know, we, you know, we see a lot of different things. It's like, well, payments came in, but they posted that. And, and so it just kind of messes up. It's to get the cleanest, um, which gets you closer to buy the penny too, is to, to, uh, if you've got a DMS, it allows you to schedule that report. Um, you're looking for now again, what is the report? The new report? The notes receivable is the one I'm saying. To include principal balance. To include principal balance. And then, you know, next week we can have a chat about what we should be looking at. We can take them through an exercise in the month of September as we work through it with our other V8 dealers. And why... We think it's so important. And so, obviously, as these DMS providers are working on this portfolio summary report, it'll become more clear to everybody why it is that we, you know, why is this just Jim's wish list? It's way more than that. It's like, this is something that we... In this business that we're in, we should be able to track and identify these portfolios and the movement in there so that we can pin this stuff down. Yeah, and I'm kind of getting that good enough is just not good enough anymore. Because we do have, that's the thing, is that it's not paper pushing and adding columns that you're doing it manually. There is so much technology out there. Sure. that we, as a business owner, you should be able to, because you're going to rely, when you go into QuickBooks, it's going to have it down to the penny about where money's gone, what da-da-da-da, and you might have to shift, but it's like you're going to know what you need to know from something like You mean like bank reconciliation? Yeah, like bank, I mean, you know, there's, there's softwares out there that just, they, they are able to do that. And when we know too, that all the DMSs have the ability, it's just the bandwidth to be able to create and make the stuff happen. That, that is, that is the challenge. And so for the most part, we've got a handful of DMSs that are really close to releasing this report. Yeah, for sure. I had a meeting with one yesterday that showed me on the screen the report. They're a software that does both leasing and buy here, pay here. And they've done the leasing one first, which in my mind would be the harder one to do. Maybe that's my own lack of knowledge about some of the moving parts. But maybe they did the hardest one first, so the next one is just like most of the groundwork is there, just different things we have to add in, boom, boom, boom. I can't say, but either way, it's just nice to see it on the screen. It says white hat way portfolio summary report. And so it's just, it's going to be nice. Dealers can go find that thing and know why we think it's important and that they'll be able to run it in these systems soon. And so that's a, that's a nice, um, piece of progress to build a report. And we will be, um, we will have the DMSs when that is done, um, come on and talk about it. And, you know, I know that we're, we're happy to, to, all right, dealers that have this, this is, this is what you're looking for. This is how you find it. This is what you pull. Here's how, you know, all of the stuff. So, yeah. And then once that's available, we'll be able to create templates that they'll be able to run that report, spit out the column for the month of August and here's your portfolio. I'm really excited for dealers and for sure. And you know, it's, it's, that's a big deal for you too. Cause it's something you've been trying to get. They don't know how much they need it. So I'm going to keep telling them. Well, I mean, it's like, like, like we said, it's that, that a lot of businesses in this industry are like, it's good enough. It's good enough. It's good enough. And it's like, it doesn't have to be good enough and you don't have to be like, a numbers nerd and you don't have to be an Excel spreadsheet person and you don't have to be, you know, all these things. It's just going to help you be a better business person. Right. Yeah. So it's good stuff. Make good decisions based on clean, accurate numbers. And in our case with V8, it's like comparative numbers so that I know if I'm comparing dealer A to dealer B, they're using the same methodology and their numbers are clean they're accurate which makes it which is something we struggle with in the industry is like what is an apple to you what's an orange to you well it's like let's define apples and oranges and so we can now and that's kind of why I focus on this principle summary report I think we could all We better all, because we have a responsibility to the consumers that we finance, we better all be on the same page in terms of what principal balance means. And that's even another one with some of these systems. I've been on chat threads where they're like, oh, this column right here is principal balance. No, it's not. It's not. And you should know that if you're in a position to be educating. And that's the thing is that and that's the one of the struggles that you experience all the time is that the people training the people, the dealers have no idea what a dealer does. Yeah, that's true. They only know their software. And so we appreciate when we were at the conference in June in Vegas, we had a DMS provider that just like, oh, Jim and Michelle showed us a picture of the podcast. And they were support. He was over support. And he's like, we watch so we can learn. And it's like, excellent. Because so many of the salespeople, so many of the support people, so they know their software in and out and they know, they know what they've been taught, but they don't know from being in the trenches. And that is one of the Jim's a unicorn. Yeah. You've been in the trenches and you, you know, all of that and lots of different software. So it's like, okay, I know what a principal balance looks like. So, okay. Yeah. Okay, so other matters for the... We got a couple of events coming up. I want to make sure and mention that folks can go to the Mid-Atlantic... Let me find the domain here. That's coming up. It's like five days? Yeah, 15 days. 15 days, sorry. It starts on Sunday the 15th. I knew there was a five in there because we talked about it this morning. So I just dropped a... Yeah. Yeah. No, but you can go to medatlanticiada.org and you can get yourself registered for that. I saw a deal on Facebook that TaxMax was providing. Anyone that's a client, they'll cover your costs. And I mean, it's like the ticket and hotel. i don't know I didn't see something like that so I mean if you're if you're a client of tax max who we are friends with um you know and it's a great yeah it's a great product um if you are and you've you know that that I think what they're trying to do is to alleviate any barriers from people coming that can can learn yeah and I know that that bill from tax max and a bunch of other people they're putting on like a three hour course. And there's a lot of different people, a lot of different vendors that are there to help teach how you can improve your profits and all of that for this, for the rest of the year. Yeah. And I will just take a moment to put in a mention for tax max. You know, I've been, I've familiar, I'm quite familiar. I use it as a manager back in Oklahoma, way back in the late nineties and had a lot of success with it. So I, I, and I share it on social media not long ago when people are asking about it. I can tell you the difference between kind of, cause you'll hear some dealers say, oh, we did it and it fell flat. We didn't really do much with it. We're not going to do it again. Well, typically I can tell you what it would take to really utilize that well. And I'm just saying it's a nice tool and a nice solution for dealer to have in their pocket when it comes to tax refund, especially, you know, here we are having this conversation right before September starts and it's a really good time to get familiar and get trained right now yeah get your team on board and and and be able to really yeah promote it effectively then you can really win a lot of business yeah yeah and you know dealers were like it's only september and we're not even there I'm not even buying cars for taxis and it's one of those things that it just it it will be it's time to start thinking about that so if you have been thinking about um bringing that on to your uh into your dealership it now's a good time Yeah. And we've got some educational material out there. Like I recently shared a little short, we got two or three sessions in there on tax max. And I think we just want to make sure people know, cause it's a great tool for dealers. If they'll just take the time to understand. I don't know if I have that available just as someone to click on to. I think I put it on YouTube, so I was able to share it. It's on YouTube? Okay. I was able to share the YouTube. Because I think in the Institute, we just had it there to be able to send to people. So go to our YouTube channel. Let me show people how to get to our YouTube channel. So if you go find our YouTube channel, then you can, it's on the screen now. So if you hop over there and find that, then you can do a search inside our playlist. Just do Tax Max. Do Tax Max. You can find a lot of it. And while you're there... Like and subscribe. Like and subscribe. Like and subscribe. So, yeah. Because all of our stuff ends up over there. And so, at YouTube, you will find all of our stuff. There or the Institute. Just kind of depends on what it is. Yeah. But general stuff is always there. And then the other thing you mentioned was that you gave me the dates. Oh, yeah. The Policy Conference is coming up. The Policy Conference. That's less than a month away. That'll be in D.C., right? That's in D.C. It's less... conference style and more meet your representatives. And let's talk about the issues that are coming from Capitol Hill that are affecting dealers. And so you know that things like the cars rule and the are all going to be part of the conversation, but you actually get to talk to people that are making the decisions and voting on the stuff. And NIADA's lobbyists will be there, so you can chat directly with them. Because they're the ones having those conversations. When you head back to the dealership, they'll still be there doing the job. So I think it's good to meet those people and be part of those conversations. And it's always really helpful. I know that from NIADA's standpoint, they try to make it as valuable to dealers as possible. But the value of having more dealers there is... great for niada and you know that they're out there to lead the fight charge that you know all of that for dealers and so this is another like hashtag jysa which all of that is your state and your and your national association are out there fighting the fight for every dealer regardless of whether or not you are a member because everything they fight for every dealer it affects every dealer right For sure. If you've got a dealer's license, what they're doing is affecting you. Right. So, so let me also point and we can, we can wrap up, but I, I, I want to point folks to a poll that I just put out this morning because it's on, it's on. interest it's on earnings like profits and income so I asked dealers to and a dealer only I really wanted to only hear from dealers on this because it's really the decision that affects them which is a whole nother can but we can talk about that later it's so interesting what people define themselves as a dealer it's like You're not, but mer. Okay. And this one is just like, I want to hear from dealers and the results are coming in and they're very slanted, but I don't want to say what they're slanted toward. But the question is, which is, do you favor, because you have in buy here, pay here, you have two types of earnings and lease your pay here too. You have... the the markup of the car your gross profit and then you have the interest income and so I was asking dealers do you favor one over the other or does it matter to you because you're you're favoring cash flow and so you can get in there and see that poll I would invite I only put it in success I'll try to link it elsewhere back into success but you would need to be a member of success in order to get in there so let me ask you I i because I i i pull understand that there's a pole. I don't understand what it matters. I mean, so, so like, um, for dealers that are out there that don't understand really, it's like, I understand the words, but I don't understand really what, um, what that means beyond just the words, because I'm kind of thinking that part of what you're saying is, is like, all right, people, if it's about cashflow, then does interest rate, uh, interest down payments I mean because all of those things kind of just are part of that question we're going to need a four-part series for me to answer that question well we can do that we have a platform yeah that's true I think it is something probably and it is something that's naturally evolving in our conversations in the v8 format because the numbers that we capture we're able to turn around a lot of ratios and kpis and so one of the things that is really coming about is in the numbers that we're presenting it it does become a question when you look at gross profit because you get these dealers that have when you put it on a slide you put you know eight dealers on a slide and bar graphs and they're like wow this has this much gross profit and this one has you know a wide gross profit it's like why the disparity in business models like okay, you can charge 29% in your state, but why do you choose to? Why not do what this dealer does over here, which is, you know, this different split. Yeah, it's just trying to find valuable conversation. But I really am starting to help dealers analyze that for themselves. to figure out how much gross profit do we really need, which we did the V8 Plus thing with Steve Burke and Brent Carmichael and Jimmy Rambo. Great, valuable conversation there. So great. So good. Anyway, the subject matter really is on this thing about how much gross profit should I put in there? And then if you amplify that, I'll just tease the four-part series by saying, You know, if you, if you. I'm writing this down so we remember. We'll sleep tonight. No, it's like. That's true. We reset, people. I can tell you, though, that these conversations in V8, they stimulate this stuff. And we had, we had some really, we had our beginner meeting earlier in the week, you know, our beginner group. And these are people that have under 100 accounts. Yeah. And some of the great questions, like just because they're new doesn't mean they're not super smart. But just because they're new, they're looking at it from a different point of view and they're not like, they're not, they're not with the walls that are like, you can't do that. You can't, you know, this. It's always been like this. Right. Yeah. Yeah. It's true. They, they do bring a new perspective and we had, um, I should also mention one of our members couldn't attend last night, but our newest group of the dealers of 500 to 2000 count three of the four first enrolled are women. And so this is really, they also are some, two of them are new or to the business. And so it's really fascinating to hear their perspective and hear their questions and kind of hear how they think about certain things. But yeah, back to your question about the principal part or the gross profit versus interest. It just, it's, We, we can think like lenders, right? You can be, if you're, if you're a lender, yeah, but if you're a lender, you're in the finance side of it and you're really interest driven, right? You're not really participating in the gross profit in the same way. So there's that element to consider. And so we have, sometimes we have a line of credit. And we're being asked to measure our portfolio performance and track certain things based on that performance. And then I run this poll out there and I just asked the dealers point blank, which matters more to you, interest, gross profit, or does it not matter? And so you can hop in there and take that poll and give your answers and share with us why it is that you feel the way you do on that subject. But I just think as the math comes in and we get more and more Data pulled together that, you know, we can present information back to the dealers that is meaningful and then they can decide for themselves. I'm just trying to put information in front of them and let them decide because, again, these folks are smart. Oh, yeah. You know, they just need good information. Well, and that's, and not, not, um, anecdotal information. And this is like, this is, you know, I, I, I, I draw back on the conversation. We have a Jack Carter where he was, he was like, I believed a thing. And then I started measuring the thing and I went, oh, the thing's not true. So now what do I do? You know, let me give you one quick example. So this is, this is really just cash, but one of the indexes that I created or indices, maybe it's the proper indices. We love coming up with new words. I never had a reason to use that word. No, it's like, is it a real word? Yeah, I think so. Okay. Yeah. So anyway, we, we started measuring something and last night I was able to present to these newcomers or this new group, I should say that as an example, had two dealers on the slide, like had eight dealers represented on this slide. And two dealers, they both had projected in 24 months, which is this new 24 month projection I've been doing in 24 months, they were both projected to have the same amount of their portfolio remaining, which was about 35%. Okay. So, so you just basically, so they're bringing in and, and, and cycling out and just kind of not really bringing in what I'm doing is I'm taking the portfolio that they have at the close of July. Okay. So you're, you're putting it in a bucket. Yep. And okay. Like a portfolio bucket. Okay. And we're just doing a roll forward. And we're saying this portfolio based on your collections history is projected to produce this. And so what I do is I say it's produced, it's projected to produce this much cash in 24 months. And at the end of that period, there will be this much principal still remaining. Okay. And there were a few that have the exact same amount of principal. I'm just picking two as an example, because I use those in illustration last night to just basically say, look at these two dealers. They have, They're projected to have the same amount of portfolio percentage wise in 24 months. They both have the same. However, one was forecasted to collect about 85% and the other one was about 65% money in the bank. So it's just an illustration again of let's look at the numbers. What do you think? If I'm sitting next to you, you're the dealer collecting 84% of your money. Describe to me how that is. What are the differences in how things are set up for the loan or whatever that makes that the thing? well keep in mind we're just now getting a place where we can really analyze that because we just now started to accumulate enough data you know historic data over many months to be able to extrapolate because what you don't want to do is look at a single month and months are up and down in terms of good collections bad collections and which is like any business you have good months bad months you've got it between months in our industry you also have just a little bit of up and down some months have five fridays in it which moves the collections right right so you can there's things like that that you kind of want to even out through trending averages and what have you so we look at trending averages and we're now getting enough data strung together you know month over month with certain dealers to be able to extrapolate some of this. But what I'm saying is I put the information in front of dealers and say, you know, if I'm collecting 65% of the portfolio, let's say we both closed the month of July with $10 million in receivables, but you're forecasted to collect 85% of that principal in the next two years. And I'm only forecasted to collect 65% of the principal. I would want to know why. I need to figure out what is going on over there. How is it that you're able to squeeze more cash out of your portfolio than I am? We've got to get to understand that. So we're just now getting to a place where we can put that information in front of dealers and they can begin to analyze for themselves and we can break it down. But it's like, where's the money going? Why would this dealer only collect 65% of their money? And wouldn't that have a big impact on the value Now, the people who come in and would bid a portfolio are going to be using recovery rates and some of these same numbers we'd be using. And I know a lot of dealers out there, that's a great thing to consider. It's kind of like a prenup with your business. Because if... Something were to happen and life happens. Life happens to the best of us. Life happens to those that are like in the best of health or whatever, where if you need to liquidate something, isn't it better to be running your business today in a way that your portfolio has the most value so that if that ever happens because it's going to help you right now but it's like in the event of then I know that I'm not going to be offered 60 cents on the dollar, I'm going to be offered X or whatever it is. Yeah. And the example I gave last night, you've heard me talk about this. We've talked about on the podcast, like it doesn't matter what the portfolio is worth if I don't intend to sell it. Obviously, as you said, life can change and we end up selling. But even if we just run it off, you know, we met a dealer out of Texas who decided to retire and running off their portfolio. So now it's just a question of cash yield. Like what's it going to, what's it going to produce? But see those things that make it attractive to a, a buyer are for the, because they know they're going to get more money out of it. So by doing those things, you're going to get more money out of it. That's why they want to give you more because it's more valuable because And the value of your portfolio is based on the decisions you make and how you set up the deal and all of that. It's always a secondary consideration. In my work, I'm always just trying to work with dealers because, again, you can get too many balls in the air and trying to serve too many masters. And so I'm just trying to say, What would be the most cash yield? Because why? Because we can't meet payroll with receivables. We can't, you know, we can't even go borrow against your receivables. But if we're not wanting to take on debt, it's just for me, what is the most productive asset? Like what's going to yield the most cash for us against the risk that we're taking? It's not, this goes back to the thing is sometimes we make this harder than it has to be. We kind of get too many ideas. But there's a lot of times people don't realize that a simple decision that they've made has just made it a lot harder. They just don't know. Yeah. And so I think when you look at the slide and say, buddy, you're projected to yield 65%. I think you need to be asking so-and-so over here. Let's look in their numbers and see what's different. Let's start to figure that out. Because I'm not sitting there pretending to have all the answers. Yeah. So, and, and considering too, that we're, you know, we're, we're talking about dealers that are in kind of the same bucket of this is the size of the portfolio and all of that. So, yeah, for sure. So yeah, it's all good. I think a lot of progress. We feel good about what we're seeing and we're thrilled to be able to bring that information to dealers and we'll continue to bring a lot of good information here through the podcast. And we're soon to wrap up August. We'll have August numbers. Yeah. week or so yeah so look forward to that yeah I'm just I'm just really really grateful for um what v8 is allowing the the richness of the conversations we're able to have on the air with dealers everywhere from the information that we are gleaning from v8 and that's just it's to benefit all and um you know it's it's fantastic yeah such such worthwhile stuff hey everybody thank you so much for joining us today enjoy your holiday weekend don't forget you're you're getting inside of two weeks to the event in uh atlantic city yep so you're gonna go mid-atlantic I-A-D-A.org. All right. Have yourself a great weekend and we will see you. We will be broadcasting on Monday. So holiday, I don't know if your dealership is closed, but we'll be there. We'll be there. So we'll talk to you all later. Thanks again so much.
