Episode #12 – How To Scale Your Coating Business FAST W/ Jerold Hall

Transcript:

Well, welcome back to episode number 12 of the Service Legend Podcast. We are live in the Service Legends Facebook Group. And hey, want to welcome Jared Hall, the VP of Sales and dealer development of Amcor. Gerald, welcome to the podcast.

Thanks for having me, Ryan. Appreciate you taking the time for this one. Yeah.

Yeah, man. Welcome to the podcast. And by the way, this Gerald is an absolute legend here, so super pumped on this. But as you guys are joining in, if you guys could do a few things for me, we don’t run any ads on this podcast or anything, but if you could tag your friends in the group and also if you guys are tuning in live, if you could just comment, hashtag live in the Facebook group, let us know who’s live. And then if you get if you’re catching this on the replay comment hashtag replay. Also, in addition to that, if you could comment, the city that you’re tuning in from, we did a webinar yesterday with Tanner about sales and it was really cool to see everyone from all over the country was tuning in and it was really interesting to see like just the population and just people tuning in from, from, from all over. So there was a lot of East Coast, a lot of Midwest over there. So curious to see about that. Let’s go up burgers. What’s up, Parker? Glad to have you guys here.

Okay. Yes, to.

Yeah, yeah. We got a mystery gas stream yard requires you to, like, give access on Facebook. And so if you don’t have that that on there, then it’s like a random person. Okay, we got Florida. Cool. Yeah. Tampa, awesome. Okay. Yeah. So a lot of you guys probably know Gerald, but if you don’t, Gerald Hall, he’s the VP of sales and dealer development at Amoco and Amoco. And correct me if I’m wrong on this, but is owns Rhino Shield and also owns Flor Shield.

Correct? Yeah.

The umbrella company.

Yep. Yep. We manufacture our rhino shield lining of products. The flagship is our ceramic wall coating, exterior wall coating and then floor shield, which is our polished concrete coating. So we’ve got two primary divisions.

Oh, someone said, hashtag coat. Look at this. We’ve got a Armco fan or maybe a client. Awesome suite, man. Okay, so just right out of the bat, if you guys ever wanted to learn more about Rhino Shield, Flora Shield, you can simply go to floor show and Rhino Shield. You can get access there and get all the information you need there. But we’re going to talk today about quite a few different things. We’re going to talk about kind of just the concepts of choosing a dealer network versus more of like a franchise network or maybe versus let’s say you own a general contracting firm and you’re going to start a painting company or a concrete coding company. Instead of doing that yourself, you could join a dealer network. Talk about the differences there. We’ll get into marketing, we’ll get into sales and I’m sure a whole lot more because Gerald is, you know, just contains a plethora of knowledge here. So let’s start first with like just the benefits or just like why somebody would choose a dealer network versus a franchise or just trying to start it on their own.

Sure. I think there’s a couple of things at play there. There are some fantastic franchises. There’s plenty of them out there. They do a good job and they’ve got a proven track record. So it’s really a matter of preference. We have several dealers that have visited other franchise franchise operations in the same space coding space that we’re in, and they chose the dealer model and there’s nothing wrong with with either one. They’re just fundamentally different. So if you think of there’s a product supplier on one end of the spectrum and then there’s a franchise on the other end of the spectrum, product supplier just sells you materials. A franchise is going to sell you the materials and tell you exactly step by step how are you going to use it? And they’re going to charge a fee and they should charge a fee. We all have to make money. And but they also typically get a percentage of revenues anywhere from 6 to 12% in my experience. And that’s a great model, if that’s what you want. If you want to just go. What we find more are entrepreneurs that want some help. They want some structure. They like that. We’ve got more than two decades worth of experience in helping grow successful businesses, but they kind of want to do it on their own, be their own guy or girl, if you will. They want to kind of they like some of the structure, but they also like some of the freedom. And I’m in full disclosure, you know, they like not having to pay a percentage of revenues. So it’s really just a choice of how much structure that you want from your franchise or dealership model and how much freedom do you want as an entrepreneur? Both models work. We’ve said we’ve been doing this for more than 20 years and franchises have been around forever as well. So it’s a matter of choice really. That’s just kind of the difference.

Yeah. Cool. Yeah, I like that. And I feel like. You know, obviously, I think more traditionally there’s been franchises and and I feel like the dealer network is somewhat newer, isn’t it? Like I mean, not like a year or two, but, you know. How long has it been around?

If you think about it, it’s whether it’s franchise or dealer, it’s a branded solution. Right. That’s what the American consumer buys. They you get your Mercedes from a mercedes dealership, you get your Rolex from an authorized Rolex, you know. So the branded solution has been around for a long time. And dealership models at home improvement have been around since well before. And it’s not necessarily a new model. We are we’ve not been able to find it older ceramic coatings company it’s in the US and we’ve the power of the network is that you’ve got we’ve got more than 80 dealerships across the US and so those business owners have natural peers and resources and we do regional summits to bring them together. You get, you get a group of business owners together in any problem that they have. The answer to that problem is in that group, right? So that’s the beauty of kind of the the camaraderie and the and the dealership network. Yeah.

Yeah. I love it, man. Okay, let’s take a step back a little bit. Yeah, yeah, yeah. Let’s do it now. Let’s take a step back a little bit on just like let’s talk about Aimco just, you know, just like maybe the history behind it. For those of our listeners that are like, what the heck is, you know, aimco, what the heck is floor? You know, things like this maybe just dip into like maybe some history around Aimco kind of like how we got to this point. Yeah.

So Aimco was started about 23 years ago. The original founder was a guy named Steve Dominick. He was in home improvement his whole life. Sears Home improvement. You know, there’s a lot of X-series guys out there and they know what they’re doing. So he started small and kind of grew this dealership network until last May. Our company purchased from Steve. Steve is enjoying a retirement in Colorado, I believe.

Shout out to Steve, Hey, if Steve’s listening or finds this, you’re the man. Steve.

Yeah, I imagine he’s doing cool weather out in Colorado. And so we we got together our ownership group, the company last May, and we’ve made a lot of investments of time and money and talent. We retained our original CEO, Terry Andre Terry is a 25 year plus contract manufacturing veteran. The beauty of having that kind of experience in our industry and we only provide products to our dealerships is that during the pandemic they didn’t go without product? That was that was a big deal. And that’s the beauty of a dealership network versus a we sell to anybody kind of network is our guys are the only people that we sell to our guys in and girls only people that we sell to and and they didn’t go without product. So the history is we started with Rhino Shield. So it’s a ceramic wall coating that we 23 years plus patented proprietary there truly isn’t anything like it in the market and it’s kind of funny now. You see, I can’t go to a car wash without getting a ceramic coating now and NASCAR is promoting it and they’re putting it on boats. And I tell a joke all the time. I was like, Well, thanks for catching up, guys. We’ve been doing ceramics for over 23 years, you know, so it started with Rhino Shield as our flagship, and that’s kind of still the flagship of our company, an entire line of not just ceramics, but epoxies and and roof coatings and rust inhibitors.

So a full coatings division. And then about two and a half years ago, we got into polyester and have formulated that’s where we formulated for SHIELD, which is 100% polyester base and clear coat. And we’ve been growing those dealerships for about a year and a half now. And I think we’re pushing the 50 mark on dealerships with floor. So we started with an X Sears guy. I had an idea to do to be a disrupter. You know, we know that bear Sherwin-Williams those guys they can make a product as good as our they can make it better when they have a global multinational companies. Right. But they count on you buying paint every few years. And so we just kind of chose a disruptive route. We know our stuff has a 25 year warranty, so we’re not getting a lot of repeat business. But that’s okay because we get a lot of referral business. And so we’ve kind of chosen a little bit of a disruptor so little over 23 years in business. And, and, and some of our dealers have been with us since the beginning and it’s pretty cool.

Yeah. Like, you know, the Rhino Shield thing years ago when I was just getting into kind of home service, like, I mean, every, every guy that I know that owns a rhino sho dealer, like they’re crushing it, you know? And obviously, you know, in a, in a franchise or a dealer or in a market or whatever or in a country, you’re going to have some that do well, some to do good, some do better or whatever. But every every rhino shield owner that I’ve met, I mean, they’re just they’re just crushing it with marketing. They’re they’re great at sales and they’re just great companies. I mean.

It starts to your point, Ron, thank you for that. Those guys have worked hard. Some of them for some of them are legacy owners. 20 plus years, right. They understand, and this was drilled into them in the Sears days that if you don’t have leads, it doesn’t matter how good my product is or how good your installation is or how cool your truck looks, or how nice your equipment is if you don’t have leaves, there’s nothing to talk about, right? You’ve got to be back in. If you need ten jobs a month to make your make a living, well, you’ve got to start out with 40, 50 leads, whatever the number is, depending on your grade. So it really does start with understanding that that our our dealer owners are marketers. First and foremost, you have to be a mark. You have to be a marketer, which means you have to outsource that to a marketing group, or you have to have those resources internally. And most people start off, you know, I’m not I’ve got two degrees and one of them is in marketing, but I don’t market every day in the world. Changes, right? Technology changes. It makes sense to me. We outsource ours for a reason. So. Yeah. But leads, man. And you know that you’ve got to you’ve got a very successful coatings business and I think you understand the value of leads.

Yeah, yeah, we get a ton of it, let me tell you. It’s insane. And like, even the like, the organic side, I think I think we’re getting like about 150 leads a month at Gardner right now. Purely organic. Just or organic phone calls and form submissions on the website just being found online. And we started marketing right away. You know, we’re spending like five G’s a month, Facebook ads, Google ads and SEO right away. And it was tough to bite that bullet, like for the SEO side, because there’s long term investment. And but now I sit here, we just hit our second year in business July 29th. We did our first install August 12th of 2020. And I’m glad we we invested long term because now we now we get to reap those rewards now, you know.

Yeah. And you know, I still I still say that I think SEO, a lot of it is kind of I’m a New Orleans boy, so it’s voodoo, right? I don’t understand it. But but I know this when I look back since September 1st of last year, when we began recruiting for shield dealers with our marketing partner, the majority of it was driven by pay per click. And if you look at it now, it’s almost it’s about 60, 40, 40 being organic. But it takes it takes time and an investment. And if you if you cut corners and it’s not just digital marketing, all aspects of marketing work, home shows, car shows, magazine, mailers, TV, radio, it all works. You have to in my opinion, you have to have a well rounded marketing effort because not everybody is in digital, not everybody’s on radio and TV, but you’ve got to have a well rounded marketing effort to to launch your business, because otherwise what you have is you have a job. And doing enough to get by has never been I’ve never been a fan of that personally.

And well, hey, if you want one crew and you want to own a job, I mean, hey, you don’t really need to go too crazy, right? But that’s not what we’re talking about. We’re talking about businesses with freedom and. Right.

Nothing wrong with that. But we are looking our guys. We want to help them scale their business, get the crew two, three, four, five, six. And now you’ve got it. You’ve got a business, right? And a business is an asset that you can hand down to your kids. You can sell it, you know, but but scaling scaling of business. We our our ownership group, there’s four of us on the executive committee. And every single one of us have been in the business of building, buying and selling companies. We can help with that, but none of that matters if we don’t have leads. That’s the reality.

Yeah, I love that. So amazing story with CO two. Like it’s like it’s pretty incredible. I’d love to meet Terry Moore and get to know him more because he seems like a really cool dude.

And we’ll come to Destin, man. We’ll play a little golf and go fishing.

Let’s do it, man. I’ve got a couple more instruction lessons in first, you know what I mean?

So how to keep up with me. But yeah.

So R.A. Sale was the first kind of a solution to the marketplace. And then so you said floor shelled was about two and a half years ago. He said.

Yeah, about two and a half years ago they launched the product, Steve and Terry did. And then right after they launched it, we went into due diligence to to purchase the company. So it kind of got kind of got put on put on hold for about nine months and we relaunched last September. And it is it has taken off. We’re adding about 3 to 4 new dealers every month. It’s just just taken off. Incredible. And, you know, our rhino shield dealers, since we bought the company, the trailing 12 months to the 12 months after we bought it was about a 70% increase. And that happens in sales. That happens when you have an ownership group that invest money and says, hey, you guys know what you’re doing, go, go do it. And they let you add talent. So when I joined, you know, that was one. I was one. We’ve added Josh Jennings, who came to us from Sherwin Williams and Valspar. You know, he knows walls and floors. And then we got Jackson, who also had a paint management experience, and he was on a painting crew when he was 14 years old. Man, he knows he knows the coatings business. So we’re adding some resources to support our dealers. And it’s like you said, you put in the work and you grind and it pays off, right?

Yeah. Yeah. I love that. And I love that that your team is super knowledgeable, too. You know, it’s not some you know, there’s a lot of franchises out there, a lot of dealer kind of networks out there that you know, a lot of the leadership team, executive team, etc., really doesn’t know anything. And, you know, I won’t say any names, but I mean I mean, I used to use a product when we first started about five years ago and there was like one person at that company and we and we bought product from one person that actually knew the technical side and could support in that way. And that was challenge obviously, you know, in tons of clients. So I really like that about you guys as a company that, you know, I think they’re lucky to have you, number one. And I think you’re probably a big reason why there’s a lot of growth involved. But you guys have multiple resources. You know, it’s not just you, you know, but there’s there’s a lot of resources. And I think you guys even have a lot of training resources, too, for for the dealers, too. Like online training, different things, right?

Yeah. We, we try and make sure that we can, you know, so in that continuum of product supplier to product supplier to franchisee, we try and be closer to that franchise model in regards to support marketing materials, turnkey programs, you know, bringing, vetting, bringing companies like service legend to the table and introducing you guys, you know, they’re there, their own business, right? They’re going to make their decision. But but our job is to find resources that help them move the needle. Right. And so that means we send our technical guys out in the field. They come after they come to training, we go out and we’ll be on jobs with them. From a technical standpoint, I was in Cleveland, in Detroit this past week with our Rhino Shield guys running, helping, joining sales meetings and bringing them up to date on new marketing products and things of that nature as Boston the week before that, and Orlando we had the week before that. So, you know, we’re out in the field with our guys and we want to support them and help them grow their businesses. And, you know, I tell people all the time, I get to help people grow businesses and that’s pretty fun. I’ve got experienced guys, I’ve got 20 year olds starting their first business and they’re just as fired up as the 70 year old who’s on his 15 business. That’s not a joke. My buddy in Greensborough, he’s been he’s just crushing it. And it’s a lot of fun because you have that and you have everything in between.

So yeah. Yeah, I love that. Hopefully you’re bringing your golf clubs to all these places, man. They I mean, they got you traveling everywhere, man.

Hopefully it’s a little tough to grab those golf clubs on every trip, but we tried to join me on the Boston trip. She came up after that. That was at the tail end of a week. So we tried to try and have a little fun. But it’s it’s been it’s been a lot of fun. I learn something every time I get out in the field with our dealers, and that’s important. You know, I stand in the booth. Josh was just in a home show in Houston. You know, we stand in the booth with our guys and we go, Yeah, man, you know, if I can if I can stand in a booth for one day and talk to 500 home owners and test out messaging and try new things and model this messaging for our guys. Man, I tell you, I think they set 27 appointments in Houston last Saturday. Not we set appointments. And so when you’ve got a dealer there, they’re a fairly young dealer with us. And so Josh is sitting there and standing there in the booth with them. And and certainly it’s one it shows. It shows, hey, we’ll do the work with you. We’re not afraid. But I also get a chance to test all the messaging and learn from the customers. Hear what they want, hear what they’re asking for. That’s just good customer intel and market intel for sure.

Yeah, that’s an incredible resource for like for actually joining a dealer program is is your rep will actually come and support you at home shows or in a sales meeting? I mean, that’s a big deal because that’s like, you know, so joining the dealer program is almost like hiring consultants too, you know, so you’re kind of reducing a lot of businesses like myself. You know, we’ve got, you know, you hire those implementer, you know, six grand a quarter you might hire for sales trainer and all these different things, right? So like you really got to have to consider all those expenses. But it seems like you guys, you know, I mean, that’s incredible to have.

Someone like yourself come.

And support you in a home show. I mean, wow.

Yeah. I’m in the business. I mean, we make our money selling product. There’s no there’s no secrets here. Right. And the better we support you, the more we educate, the more we learn, the more we hear back from the field. Right. What’s working? Marketing changes. Every market is different. What if broadcast is working in one market? It may be tanking in another. So, you know, taking taking inventory of what are what are you doing in digital? Because digital leads are less expensive, maybe. Probably not as high quality as a broad Cast Lead or something like that. We’re doing the metrics on those, but making sure that they understand what’s working in other markets. Sharing, sharing commercials like here’s what they’re running in Pittsburgh, for example. This is what this is how these guys are using the assets. But if we do that, if we get out in the field, we learn, and then we can we can teach as well. And and honestly, it’s, you know, you roll your sleeves up with somebody and it makes a difference and then they roll their sleeves up for us. Right. So, so true.

Yeah, it’s so true. Like, even in even in Cardinal, it’s like, you know, let’s say you’re having a down spell for two weeks of sales. I think one of the things I learned is get out there, do ride alongs. Maybe, maybe. How about I pitch the customer for a second and see, because it allows me to get in the trenches and I start to really see like, oh, you know what that training that we or that, you know, that that sales system that we put in place six months ago doesn’t really work right now as well. And I need to help fix that. So I love that you guys get in the trenches like that. I didn’t realize you guys did, you know, things like that, because that’s kind of I mean, that’s, you know, that’s kind of asking a lot of somebody. But you guys seem gracious enough to do that. I mean, that’s awesome.

Yeah. Again, you know, if we help them move the needle, it moves the needle for us. Right? It’s a very symbiotic relationship. But but to your point about we’re salespeople, you know, you get into a slump, we get into our own heads a lot. Right. And so to have that resource. My dealer in Tallahassee, I spoke with him a few maybe about a month and a half ago. And he’s like, man, I’m just like, I’m over five on my last calls and and we just kind of walked through it. I’ve been there. I’ve sold door to door. I’ve sold for Fortune 500 companies, legal services, HR. It’s all the same process. It really is. I use the same boat to teach my guys how to sell concrete floors that I use to teach six figure consultants to sell expert witness services to the largest 100 law firms in the world. Same process. You’re scripting is a little bit different, but it’s all about putting a framework in place, you know, things that don’t change. I tell the you have Foo Fighters fan.

You know what? Not necessarily, but hey, I love anything good, you know? So, hey, as long as it’s exciting and fun, you know, I’m.

I use this analogy all the time. If it’s every business, every sales business needs a framework. And if I were Dave Grohl and the Foo Fighters manager, I’d be an idiot to tell them what kind of music to play. But if you wants to make money, I’d say, Hey, your songs need to be about three and one half minutes. You need to put 12 to 13 on a on an album, put it out every 18 to 24 months tour in these cities. Do these things now go make your music, but you’ve got to follow the framework. And it’s no different with sales if you if you deviate from the system that for for us more than 20 years has worked I promise you it works. But here’s the framework. Now go insert yourself into it. Your personality, your life experiences, your conversations, your customer experiences. But stay within the framework and the dealers that do crush it, the dealers that don’t that don’t put 18 to 20% into marketing consistently, that don’t follow the framework, those are the ones that, quite honestly, we end up cleaning up a mess. And it’s never fun because they lose money. I don’t sell product. We both lose when that happens. So if you’ve got a framework, whether it’s your sales system, lead setting system, those things work right. I tell people all the time, you know what the most successful exercise plan in the history of the world is? If you just follow, right? Just follow the.

Consistency. Right. Do something and do it every single week.

Right. It really is simple. It doesn’t mean it’s not hard work.

Jocko Willink I’m not sure if you heard this guy, but Jocko, he was a Navy SEAL like SEAL Team Six or something like that anyways. He has like all types of. He’s got a podcast out and things like this. But I mean, this guy is amazing. And his. So he coined it. Discipline equals freedom. You know, so, like, if you want freedom, whether that’s in sales, you want more sales that will obviously more sales is more money, more profit, etc. will produce the freedom. You can have that discipline like what you’re saying, man. And yeah, I love that. Hey, so let’s let’s drill into the floor, show a little bit. So, like, in the marketing side of it and kind of like the startup marketing side of it, what do you guys suggest? Like a company, you know, let’s say they’re newer, maybe new reputation, things like that. Like how do you guys help them get started with marketing, like from a concept standpoint? Like, how much are they spin? Like, where should they start?

Things like this, you know, it starts with you need you need a branded website that looks similar to our manufacturing website because here’s what customers do. You’re going to run an ad, they’re going to go to your Facebook page and your website, and they’re going to want to go to floor shield coatings or floor shield dotcom, and they’re going to look at us. And about ten times a day they convert on our website and then we send them out to the dealer. So you want it, you want it. You want to have a consistent look. If it’s a national brand with local dealerships, there’s power in that. Right. So we want consistent looks, the website. We help them with that. And then we tell them, you know, you’ve got to set a budget. You need to come to the table. There’s equipment to buy and you can get that from 20 different places. Right. But you’ve got to come to the table with a marketing plan and the foundational marketing that works. 24, seven, 30, 65 is digital. You’ve got to be in digital and home shows and home magazines. Those are spot marketing and they work, right? You get a home magazine to your house, you got a shelf life of a few days. People are going to look at it. Right. But you might get a nice pop of ten, 12, 15, 20 leads off of that, and that’s okay. But that only happens once a month. Home shows happen a couple of times a year in a good market, car shows or Fantastic Four Floors car shows, but they happen from time to time. So the foundational marketing is in digital broadcast is tricky. You know, broadcast is something you need to interview your local broadcast media sales reps and see what they can do. Broadcast does not work in every market. It’s not cheap. If you look at a broadcast lead, it’s far more expensive than than it did.

During the political season.

Right between now in November. It’s going to be crazy. And by the way, that happens every two years and every four years. It’s really expensive. So so the foundation is digital and there’s but you have to come to you have to come to the table with with money to market. And 3 to 5000 a month to invest in digital is not a lot of money. You know, that’s a couple of the garage floors, right? Yeah. That’s a net profit from a couple of gross from one and a half. Right. But you’ve got to be able to have one dealer that literally set a set of a separate second checking account. So when he gets a job, he deposits it and then he moves 20% into a checking account for marketing. It’s awesome.

Is that right? What a smart guy right there, man. It’s like it’s like the profit first. Like, you got to like, you know, you’ve got to. So, hey, it’s our it’s our duty, right? Like, hey, we get the cash, and it’s our duty as the owners to be responsible and steward that cash. And so there was a guy yesterday at the webinar, I did a webinar with Tanner Mullen, and he goes, Hey, I’m starting, I’m starting more another crew, but I don’t have the money for the marketing. And someone commented, they’re like, Look, if you have energy, time, resources, money, etc., to start another crew. You better start like you can’t not like you can’t not afford to start the marketing for that other career. Right. I mean, so like, I mean.

It’s like adding another salesperson and you don’t have enough leads for them. They’re not going to they’re not going to make enough money to eat. So they’re going to leave. Yeah, you got you have to you have to be able to invest in for new dealers. You know, it’s it’s anywhere between 15 and 20% of revenues, you know, on the floors. It’s a little it’s a little less expensive to market floors than it is round a. Yeah, but you call it, call it 15% on average. If you can’t spend one, come to the table with about four months worth of marketing money and a heavy load to start off with and then reinvest 15 to 20% into marketing. We’ve got 23 years worth of experience that shows you five numbers on an income statement you to know what your product cost, what’s your labor costs, what’s your gross margin is your marketing expense. And then you get net profit. And if you don’t know those numbers. I say if you don’t know those numbers, then you’re not really a business.

You’re flying like this. You’re like you’re like you’re flying.

Blind from there. You have to be able to understand the cost of a lead and then what, what, what every lead is worth to you. So if you have a 40% close rate and you so you close in ten leads, you close four jobs for 15, 16, 16,000. Well, every lead is worth 1600 dollars to you, win or lose. Right. You have to be able to understand what they cost you to get and then how valuable everyone is. And so for me, when I get a lead as a sales person, if I understand that every lead is worth $6,500, well, then I’m going to care for that lead a little. Hopefully care for it a little better, right?

Yeah. We stopped thinking that it’s $40 and so we think so we start thinking about the bigger picture versus this like front end detail.

Yeah, the cost is cost is the dealer’s cost, but the value of that lead is what it’s worth to that salesperson. Right. So so 1600 in retail sales is $160 in commission for me, for example. So every lead if every lead that I run, I know it’s going to make me 160 bucks in the long term. Well, maybe I care for that lead differently, right? Yeah, I love it. I hope they do.

Yeah. Yeah, I hope so. Yeah. So and that’s and that’s really prevalent in the beginning too. Like, you know, especially if you don’t have, you know, it’s different if your Jason Philips from Philips Home Improvement in Texas and he’s been in business, you know, 30 years or, you know, or 23 or whatever it has been, he might not have to spend as much than someone that’s like, hey, I’m brand new, brand new company. No one knows who I am. I’ve got zero reviews on Google, I’ve got no referral base, I got no list. You might have to spend a bit more cash up front, right?

Absolutely. You know, I tell my radio show, guys, you need to come in with about 15,000 for the first each month for the first three months now. And if we can’t do that, then it’s probably not good for us to get started. But my more I just visited a dealer that’s in its 15th season. Their cost of marketing is around 13% and they’re driving it down with a little more digital. They’re hoping to get to around 11%. But after 15 years in a market, you know, that’s that’s that’s kind of what you would expect, right? So it’s not always going to be 18 to 20%, but you need to come to the table with that. And if you do, good things will happen. Good things will happen. If you if you take if you you’ve got to get the leads, then you need a place to house those leads. And that’s a CRM, right? If you can’t track your numbers, you know, if you don’t measure it, you can’t move it. The old adage, right, you’ve got to have money to market. You spend leads, put those leads in in a CRM that will allow you to care for them and manage them, but also build in some automation. You I’ve had many conversations about automation and I think one of the conversations was going back and being able to get 18% of the sales right, going back and grabbing those because automation is working when humans forget, get busy, go on other appointments, get it down. But let let the automation of the CRM work for you and then you can start if your close rate’s 30%. Well, the goal is how do we get to 35 and then 36 and 37? But if you don’t know those numbers and manage it, it’s it’s hard to move. And then that’s that’s what we’ll let you know when it’s time to add another salesperson. Add another crew. Again, very simple process, but it doesn’t mean it’s not a lot of hard work, right?

Yeah. Yeah, 100%. You know, I think that was one of the blessings. So like, like with Cardinal, we started selling July 20 of 20, right? So it was like, like the first week we did our first install.

Pandemic business.

Right? Yeah, pandemic business. And I wanted to start it first, but I didn’t have the cash early on. And so we started the marketing company first, but and I’m glad we did, but our first sales appointments were like the first week of July 2020 and our first install was August 12th of 2020. So it was about a month and a half after we started selling and marketing. We did our first install and we were able to have yeah, we had four weeks of, of, of, of, of installs before we started our first install and that allowed us, right. Yeah, yeah, yeah. There’s accounts receivable coming in which, but we would never had all the leads, all the appointments etc. if we didn’t spend that cash upfront. And so we delegated five, five grand upfront for the first three months and then obviously we, we, we still spent after that. But that was the 15 K that you’re talking about that we had. And now we’ll probably do 2.5 or more this year. And we have an amazing team here. We have amazing technicians and things like that. But that due diligence and that strategy upfront, I feel like was was goal man like and I feel like if we didn’t do that, like, I mean, shoot, man. I mean, how, how, how could we steal market share from the companies that were here five years already? Three years or ten years already? How can we come in and steal that market share if we weren’t ready to come grab it, you know?

Yeah. And so you touched on something that’s really important one. I think we beat the marketing thing into the ground. You’ve got to have money to market, right? But then one of the biggest challenges I hear from flower guys and and rhino guys is how do I scale to that next group and let’s back up. How do I get started? Right. I get started. You don’t you don’t sell a job. Do a job. Right. That doesn’t keep your crew busy. That’s hard to solve. You’ve got two problems to solve. Somebody’s got to sell it. Somebody’s got to install it. And those are two very different people sometimes. Yeah. So if you sell four weeks worth of work, here’s what I know and you know from experience is that once you start doing the work, the neighbors start buying. The marketing is more effective. You’ve got your rolling billboard out in front in neighborhoods and it vets it. So you bring a crew on that’s got a solid four weeks worth of work and then you’re able to keep them busy. And then once you get that crew busy and you have a big enough backlog, say it’s four weeks or six weeks, or it’s different for each dealer’s preference. Well, that’s when you add the second crew and the second set of equipment, right? And you start to scale it. But you’ve got to be able to build that backlog and and install it. And then the installations do sell jobs. You know this as well as anyone. So that’s that’s key for people that are struggling with that.

How do I get started? Well, you don’t you don’t sell a job, do a job. You sell a job and you scale and you get weeks worth of work so that when you get your crews there, they’re busy, you pay them well, by the way, pay them above average. And guess what? They’ll stay and you’ll make more money in the long term. Our guys our guys pay them well. And our one of our most successful dealers pays them as a team. So he’s got a three person crew down here in the southeast. And you can’t do this with two people. It cures way too fast. Excuse me. Way too much humidity, way too much heat in the summer to do it with too. Yeah. So he’s got to set he’s got to set dollar amount for the crew and they get paid a certain amount, flat rate for a certain amount. And then he’s got if they go over a certain square footage in that day escalators and then at the end of each month, if they exceed if they install more than X dollars worth of garage floor coding that month, he’s got another 3% bonus or whatever. So they have an incentive as a team to do good work, do it efficiently. And if they can do larger jobs in a day, you know, they get paid more. And then as their month is more productive, they get a little bonus on the back end. So if you don’t try and nickel and dime labor in this market, it’ll put you out of business, right?

Yeah, 100%. You know, it’s. You know. More nothing without our team, right? I mean.

Yeah.

I think it’s like super old school. Like, I’m not sure where this came from, but like, really, you know, this whole concept that the owner is making the profit, the owner is going to learn leadership, the owner is going to have all the coaching, the owner is going to have all the resources. The owner is going to go to the events. The owner’s going to go to the conference and get the coaching. And we leave our team and we expect perfection, right? But we give them mediocre resources and sops and policies, etc. and that’s been a big change I know for me to with the team over at floor show Rhino Shield. So we got the Markande out in for sure. How do you guys recommend like the sales process? You know, is it is it you know, there’s all this talk around and I post this on Facebook, I say, hey, who does in person, who does both, who does virtual things like this? Who knows, Zoom and FaceTime and all these things? And there’s big opinions on this. But do you guys recommend hey in person we’re closing today or virtual how do you guys go about your like your sales concepts?

Listen, you know, and I work for Southwestern Publishing when I was in college and we did door to door book salesmen. And you did not. Yeah. And you’re on foot, by the way. You’re not in a car. You’re on foot going in.

Basically Mormon a right.

Yeah, something like that. I’ll tell you, you went to when you went out there, you didn’t want to you you didn’t want to do a door demo. You didn’t want to demo. So you wanted to sit down, right? And you damn sure didn’t want to come back, you know, because again, I’m on foot and it was always got to have both of you here. You got to and you want that you still there’s nuanced ways to ask that question. We don’t ask husband and wife questions. We ask, is there anyone else involved in the decision that we want to make sure we get everybody there? But yeah, we’re doing we’re seeing a lot, a lot a lot more one legs, if you will. And they still close. By the way, we did a lot of closed sales without the color picked. Sometimes we we’ll pick the color and get back to you. So there’s an increase in that. Obviously, the goal is to sell it while you’re there and it’s to sell it in person. I really think the pandemic, it was tough on a lot of people because I believe that you get energy from people. You know, this is better than a phone call. But if you and I were sitting in a studio together, you know, I genuinely believe you feed off the energy of the people around you. And so I always will advocate for in-person. Just ask Terry and then look at the plane ticket. But I mean, it makes a difference. It really, really does. So if you can do it in person. Now, I saw I saw some comments on that rhyme where the guy that was in Silicon Valley, he said, Hey, man, virtual is working for him, man, go crush it. It’s different.

It may be different in every market and it may be different just from city to city and just there probably people in every DMA that would be fine if you did a virtual presentation with them. I personally would prefer to do it in person, but if somebody wants to, if that’s what somebody wants, then you should be able to. You should be able to give them that. You have the technology to do that for them. You’ve got to meet the customers kind of where they’re at and if the customers are in that mindset. But I always defer to in person and yeah, we want to, we want to there’s a cost of time and money, right? You know, our rhino shield appointments are hour, hour and a half. You know, you’re measuring a house, you’re looking at repairs that need to be done. It’s not it’s not as simple as a 20 or 30 minute garage visit. It’s a bigger project. And so to go out and spend an hour and a half and then find out that the other decision maker isn’t there, we obviously want to do that and get it covered upfront. And that starts with lead setting, right? You know, you’ve got to lead you care for it in the CRM and then you’ve got to set the expectation. The purpose of that call back or that you’re receiving that call is not to sell your product. It’s to set that lead and get the expert in sales in front of the customer that’s buying the product. And then then you do the selling. After you establish rapport, what do you show up? Show up with a smile, make a friend. I think it’s good to say. Yeah, that has not changed since 1906.

Everyone loves a good smile, right? I mean, hey, you know.

And you know, and I would say this to anybody that’s out there when you’re on the phone and if you’re not smiling while you’re talking, you’re losing money. It makes a difference. Record yourself. Listen to yourself when you’re not smiling and talking and then listen to yourself when you’re smiling and there’s a difference and your customers will feel it, I promise you.

I know I don’t want my mentors, Tommy Mellow, just a just an amazing dude, but he always so with garage doors, he says you know and he made this up I like the garage is the smile of the home, you know. And he created this whole jingle, all these things. But Tommy exudes this smile, you know, and like, if you watch, like, a sales video from him or something like that or like VSL, you can’t help but see it smile. You’re like, dude, garage doors. Maybe I need to get it replaced or maybe I need to get a look. And it’s like just his energy and his smile. Makes you want to get involved with whatever he’s talking about.

Yeah. And, you know, so I think I think there’s some key components to that. One is, yeah, man, if you show up and you’re all business, there’s a certain amount of success you may have. But then you’re going into somebody’s home, like we’re having a dinner party over here tonight and every single person is going to come in through the garage. Right. So when you say it’s the smile of the home, that’s that’s exactly it. But when you get to when you get to that person’s home, I believe this. And I have some folks that argue with me on it. And those folks are leaving money on the table. But, you know, our job is to educate the customer to make a decision. So some people say, I don’t talk about my competition. Well, you’re missing out. You need to explain to them what what the coatings market is. You know, whether it’s walls or floors, educate them so that they can make a better decision. At the end of the day, if my product isn’t the best solution for you, I can live with that. If I’ve done my job and if you make a decision to go somewhere else while you’re making a more educated decision, and I’d rather lose that sale and that person be happy and content and have a good experience with my brand. Yeah. And then close every one of them. Yeah. And in reality we all want to close every one of them. But, but, but the reality is if you educate them, chances are that second and third quote that they were going to get on the back end. They may not get. I’ve experienced it many times. Yeah.

Yeah, yeah. I love that. I think we only do virtual mainly right now. I we’ll do some virtual but it’s like if it’s because we’re in Phoenix, so sometimes like Sedona, which is about 2 hours north of us, like we’ll go there, but it’s like, okay, hey, you know, because there’s no one out there, it’s it’s crazy. So sometimes they’ll call in and no one will take them because no one has the, the project management support to get the Airbnb for the guy schedule all these things or whatever, you know. So we’ll do it sometimes there or like if, if, if it’s a new build and they don’t have access to the, the home yet or whatever. So we’ll do it there. But for the most part, we’re really pushing for that, for that in-home experience, kind of like what I.

Think the customer most customers want that as well. They want to be able to see and touch and feel and we involve them. If it’s a garage, we involve them in the testing. Here’s the meter. Check it out. You want to do it yourself? I’ll show you how to run it, you know. And so if you get them involved in the presentation, I think you’ve got a higher, higher chance of educating them and closing them. And if you need a Sedona dealership, my wife wants to move there, one of her favorite places on earth. So. Oh, man, maybe we’ll have to talk, right?

Yeah, man. Okay, so I love that. So, so, so. So we’ve covered marketing, we’ve covered sales, and I’d love to cover production a little bit more too, as well, like. You know, so we start with one crew. How many weeks out do you guys suggest? So, for example, if I’m eight weeks out, 12 weeks out consistently or four weeks or whatever, how many weeks out do you guys suggest starting another crew?

Yeah. So it really it depends on the dealer. I mean, it’s the dealers call right when they want to do it and how effective they think that their marketing will continue. But I tell you, to me, eight weeks is pushing it for me as I’m just as a homeowner. Yeah. If I want to get my garage floor coated and you’re telling me it’s two months and that’s like when you go to the orthopedist and you need knee surgery, but they’re six months out and like, really? You kidding me, man? I’m going to go somewhere else. I think that six week time frame seems to be kind of a sweet spot, but we’ve had dealers. When they get four weeks out, they’re like, Let’s go. Because when you’re in a highly competitive market and this is floors, concrete coatings is uber competitive, there’s lots of lots of substitute products, we’ll say some better than others. We manufacture an entire line of epoxies, but I’m not putting it on your garage floor unless you got an issue. Right. We’re going to go with our Polish Espada because I can do that in a day, but there’s lots of competition in it. And so that 4 to 6 week range is probably pretty, pretty tight. Eight weeks is pushing it, in my opinion.

Yeah. Because I mean, there’s been times that Cardinal where we were literally like 12 weeks out, it was nuts, like, you know, had one crew two weeks out. So we bring them in. Right now we have three crews. We’re just starting our fourth. And right now, we’re we’re booking into, I think, second week of October. So like we’re about seven weeks out or so. And even then, it’s like like like here in Phoenix. I mean, there’s so many people doing coatings. I mean, you got big companies, you got TSA, you’ve got Galaxy, you’ve got, you know, companies that have been around for 20 years, like trade up like Ultimate Coatings has been around for like 20 years doing Cool Deck. And, and so there’s a lot of competition, you know, I mean, it’s incredible. It’s probably 300 companies here. And so.

You know, and in the Southeast, I mean, it we’ve had rain every day for probably two weeks. So four weeks out now is six, right, or. Yeah. And you know, some of our guys are smart. They actually go and it’s not a same day floor, but they can grind when it’s raining and they can get everything prepped and so they can knock out they can grind through three floors in a day when it’s raining and then go back and coat them if, if the customer is amenable. Right. Yeah. So you can make hay while you can, but you got to factor in where you are because, you know, four weeks can be can really be six if it’s in the weather and up north. David, up in Wisconsin, crushing floors. He’s installing them at 11 three degrees. But you can’t you those are long days. Those are longer days. And you got snow days to deal with. I think they have about 40 snow days a year up there. So your backlog changes depending on environment, right?

Yeah, 100%. So you guys provide a lot of resources. Can you maybe just let the viewers and the listeners kind of get some insight to, you know, if if if there’s people out there that are like, man, this is great. This this sounds like something I’d be interested in. Like, talk about the resources and the trainings and kind of like what that experience would be like if I was going to join.

Yeah. So whether it’s Rhino Shield or Floor Shield, we do a combination, you know, we’ve got classroom training. You got to learn. Everything’s got to learn. But it’s not. Neither of them are rocket science, right? Rhino Shield, really. It the model is that I’m looking for an entrepreneur who wants to start a business and can market and has a budget for marketing know we don’t typically vary. I think we have one dealer where they have crews on staff. Most of the guys are subbing it out to existing tankers. And if I’m an existing paint crew, I mean, that’s great. I have zero acquisition costs for that job. And so we have I was just in Michigan and Mark’s got he’s in his 15th season and he’s got crews that have been with him for 15, 12, nine years. Yeah. And he just keeps them because he keeps them busy. They do quality work. And you know, when you said production, the first thing that popped into my head is it doesn’t matter the coatings system, right. If if if the prep is not done well it’s all about adhesion, right? It’s 100% about adhesion. Yeah. If it’s not done right and the surface isn’t prepped and tested, it doesn’t matter what you put on it, right.

It’s going to fail. So our guys have long term relationships on the Rhino Shield side, they’re marketers, and then they become production managers as they get busy and things of that nature. But at the end of the day, they’re finding good quality paint crews and sub in the work to them and it works out great on the floor shield side, it’s a different same dealer model, but it’s a different business model in that you’ve got employees, you know, you’re using your equipment and you’re directing them time and date and all that. So that’s going to we’ve got to stay compliant with the DOL, but it’s a different model with employees, but it’s the same concept. You come to classroom training, then we go out in the field. I don’t think anybody else in the industry does this, but we we go out and they work with our local crew, match crew, and they install a garage floor with the local crew. They’re running the grinders, they’re helping and watching them mix and helping out. They actually get to see one being done in a real environment where there are side walls and hot water heater to work around and.

Famous water heater, man, that’s.

In the stuff, man. We got gun safes here, rather, that are bolted to the floor and you’re not moving a £2,500 gun safe, you know, so you’ve got to work around that. And then there’s a closet situation where you’ve got to work around those. So it’s heavier prep and more handwork and grinding work with hands. So we try and get them out in the field to see the actual work being done, participate in the work to a degree being done. And then we send you back and you know this probably from experience, right? The first thing you do is they get there all excited, they come to training and then they get home and they’re like, Oh, I got to do that. I’m on my own, right? This is me. I’ve got all the application manuals, I’ve been to training, but now I’m going to go grind the floor. And that’s a that’s a nerve racking moment for some guys. Some guys not. But you do your own floor. You do your mom and dad’s house. You do your friends and family. You make your mistakes with friendly people. Right. And you and you learn it. And then then once you’ve got your teeth cut and things of that nature and you’ve got some jobs. So, you know, our goal is to try and get put one of our. In the field with you and make sure that we’re riding along with you. We’re working the job with you and making sure that you’ve got good support. And for our existing for the round issue guys as well, they’re going to go out and they’re going to work with the local dealer, showing them a job, how they prep it, how they spray the apps. The big the only big difference between Rhino Shield and paint is not in equipment, but it’s in the size of the tips. It’s a much thicker product. You know, it dries 8 to 10 mils thick. Right. So you’re using 21 tips things, but it’s fully breathable system. And so you’ve got to educate them on prep and and honestly when to say no to a job, right? Yeah.

They start out right. You’re like they’re like, hey, here’s this pool deck coating. And we got we got cracks that are two inches wide and we’re like, I’ll take it. Yeah.

Or, you know, it’s no joke, man. You take you take the wrong job. Some of these guys go back in. Their first job is thousand hundred square feet commercial. Yeah. You know, it’s hard.

You know, we need the cash, right? I mean, it’s hard to say no. And, you know, but.

It’s but it’s also some guys you don’t make cash when you make mistakes on 1500 foot jobs and and and putting inexperienced crews in bad situations. Those things happen, you know. So cutting your teeth. And when I tell everybody, you know, commercial jobs are great, but there is nothing better than a check a day cash flow and net profit. And if you don’t understand how powerful cash flow is, let’s spend some time with Ryan, spend some time with me. I’ll explain it to you. It commercial jobs are wonderful. They’re land yet, right? They’re just a little extra. But they’re going to pay you. They’re going to pay you differently and they’re going to challenge you differently and you have a higher risk. You know, people slip and fall on coated floors, don’t they? Right.

Hey, not on my floors. You know.

I’m going to split, right? You know, they’re going to there will be a moment. And so you’ve got to make sure it’s done right and your risk is higher with commercial. I want all the commercial jobs we can get. We just got we just had a 40,000 square foot job, right? All of them. But you have to understand the risk and the cash flow issues and the things that are out there. So day in, day out, just do garage floors, man. Just do garage floors.

Yeah, seriously. Like, I know one of my guys that I look up to, Jeff Gear owns, owns own CSR and owns revamp and you know, he talks about and he taught me one time because I mean there was a time at Carleton when I was like, Hey, I’m going to do course, I’m going to do, I’m going to polish concrete, I’m going to do this and that. And he goes, he goes, Ryan, dude, don’t be dumb, bro. He goes, Get a garage floor on Monday, do it on Tuesday, on Thursday, on Wednesday, any day during the week, do a garage floor and then create another crew that does the same thing, same thing, same thing. And you know, and it really changed my change, my changed my perspective that, you know, if you get a customer that’s like, hey, I got a pool deck, I got a patio, it’s 2000 square feet, but I want quartz. And you’re like, Oh my gosh, it’s going to be so great. But $30,000 job. Well, I can do garages and I can get that with less headache, more cash flow, like what you’re saying. So production is something that you guys help out with that as well, it seems like. So not just marketing, sales, you guys help out with the whole thing.

Yeah. And like I said, we’ve got a court system we don’t like. You know, it’s one of those things you’re really getting into when you talk about metallics and courts and things, you really get into getting a little more into an artisan shape and there’s nothing wrong with that as long as you price it accordingly. And then you have to understand that if I’m going to put a crew on a job for three days and I’m going to make X, well, that’s three jobs that I’m not going to do in garages for that day. For that, there’s an opportunity cost with everything. If you take someone out of this pocket and you put them over here, you’ve got to make sure that you’re getting an equivalent return. And sometimes that means that that price has to go up and the customer says that’s it’s too expensive. And you say, okay, understand? And then you wish them well and you shake hands and you part friends, right? That’s what you used to say if you don’t shake hands and part friends. But there’s an opportunity cost and everybody new business owners specifically. We don’t ever want to say no to money and somebody’s got to give us money. But you have to evaluate what’s the cost of that money because there’s a cost to everything.

Well, what’s cool, though, is that like when you join Floor Shield, right on SHIELD, you’re not making these decisions by yourself, you know? And sometimes when you start your own company by yourself and you’ve got maybe a mentor or maybe not a mentor, and you’re figuring things out on your own, you’re you know, I see all the time in a lot of these Facebook groups like the epoxy guys and all these things like this. You know, these people are asking questions and and and the the answers are non resourceful. You know, they’re just like making fun of these people asking questions and not really finding a lot of value. It’s like, dude, like, but when you join a franchise like a dealer network, like what you guys are providing, you get like actual value based. Resources and people actually care. It sounds like.

We’ve got we’ve got some we’ve got private Facebook groups for our guys. And there is a lot of that sharing and knowledge sharing going on. But listen, it’s scary to start your own business. I’ve done it. I’ll never forget one sitting across from my wife and tell her, Hey, I’m quitting my job, I’m going to go do this thing. And she’s like, What did you say? But but it is that leap of faith. You know, as an entrepreneur, you’ve got to be able you’ve got to be willing to take risk. And it’s the guys that fail are the ones that hold on to that chequebook because it won’t spend on marketing. They hold on to this and you’ve got to be willing to take risk and they’re not going to pay off, but you have to be willing to take risk and move out there. And that’s a scary thing. I’ve been we’ve both been in those shoes, right? So that’s the beauty of having a network if you’re a dealer and having a Home Office support, if you will, of, hey, I’m quoting this big job we just put Mike in. I think it was Pittsburgh. That’s a 1.8 million square foot job, roof and walls. Right. You know, okay. We’re going to put boots on the ground with you. And that’s a very experienced dealer that’s asking for that help. And it’s no different than my startup in in south Florida who quitting their job. Right. That’s a scary place to be, man, when you’re quitting a job as you’re generating a business. And I can’t tell you how many times a day or week that there’s a text or a phone call. And that’s that’s that’s that’s the fun part. Josh And I get to do that all day and Terry and Mike and Kathy and just the whole crew. You know, we were talking to these men and women on a daily basis and it’s pretty cool.

Yeah, that’s cool, man. Well, it’s been great talking with you. I mean, there’s we’ve covered marketing, sales, production, tons of different things if.

We got.

Yeah, yeah, yeah. In golf which you know, I’m getting better at here slowly but you know, if, if someone’s interested in becoming a dealer, like what’s the process like from Hey, I filled out a form online, kind of like what’s the kind of like onboarding? Sure. Intro process, like, like.

For you guys. Yeah. So it starts with hit me up at floor shield dot com or Rhino Shield dot com. If you go to Floor Shield, you probably going to talk to Josh first Rhino Shield. You talk to me or vice versa and just hit us up and we try and put as much information on the web as possible to talk about it. Then we just have a conversation and we talk about we do protected territories. So if somebody calls me and they want North Atlanta, well, Roger’s got that. So sorry. You know, that one’s not open, but we’ll just have a conversation and see kind of how well we fit. And then we’ve got a full, detailed presentation that goes over all of the program once you decide you’re coming on board. We signed an agreement. You come to Florida for a few days, we do training, get back in your market, and then then we support you from there and put boots on the ground as we as we need to. It’s a pretty straightforward process, but it starts with just hit me up on floor zillow.com and click on Become a Dealer right up top there.

Click here for shield coatings. It looks like.

Overstock.com redirects the same thing.

Okay. And then obviously there’s some videos here, guys. They’ve got some details about what it looks like. You’ve got a form here. Same thing with Rhino Show.

Yeah. You just click on Become a dealer in the top right corner.

There you go.

Super simple. Yeah.

And awesome.

Videos. And there you can watch videos of We Did These. Jeff and Roxanne have been 21 years max in his 17th season. Mark’s in his 15th season. Listen to them. They’ll tell you all about it.

Yeah. Love that, man. Well, man, it’s been great. You’ve got a plethora of knowledge, and that’s the really cool thing that I like about. Oh, look at this. We’ve got a listener here. Look, that’s me. I’m not sure who who it is exactly, but that’s. That’s awesome.

You know, that’s me. Tell us your.

Name. Yeah, what’s your name? That’s me with the smiley face in the wave. But man, you know, it’s really cool to recommend you guys because, you know, you have so much knowledge around the marketing and sales and there’s a lot of resources and you guys actually care. I think that’s one of the big differences is, oh, it’s Roger.

Hey, Roger.

What’s up, Roger? I think you guys actually care, man, and that’s really cool. You guys have a passion for serving and helping your dealers, and I think that that means the world of difference to have that support as entrepreneurs. Like what you said a lot. You know, you say it a lot, man. It’s it’s so easy to get lost and feel alone as an entrepreneur starting a home service company. How do I do this sop? How would I build this training? Hey, I have two technicians and I’ve got a lot of sales. I got a lot of marketing, but I don’t know how to train these guys on. So, like, you don’t have to feel alone and you don’t have to feel like you’re doing this by yourself when when you’re with floor shield and right shield. So I think that’s that’s that’s one of the coolest pieces about about about what you guys are doing.

The primary reason I joined this company, because I was a very good gig and Joy really loved what I did prior to this was the people, you know, I’ve known Brian and Jason for a long time. It’s funny, we talk the connections we all have, but Terry’s been at this for a long time, and there isn’t anybody in the industry that knows more about coding than Mike, who’s our director of products. And it’s just the people the people are. You can make money doing anything, right? I’m not going to go to work for a job where I don’t like the people and the people don’t care for their customers. You know, these guys these these people are your friends, right? Over time, they become they become an extended family and that makes it a lot of fun.

Yeah. Awesome, man. Well, thank you again so much for joining us. Man, it’s been an honor and a privilege and if you guys need any questions, answer at all. Go to Floor Show. Rhino Show. Com. What’s your email as well?

Jay Jay Hall and Adam Cote. Indeed.com. Jay Hall at Indeed.com. Yep.

Awesome. All right, guys. We’ll see you guys next week. And on on another episode of the Service Legends podcast. If you guys have any questions at all, seriously, this will be in basically in a replay session in the Facebook group. So you guys can comment in there, general, being there, answering questions, things like that. So have a great weekend and we’ll talk to you guys soon.

Brian, thanks for having me.