The Corporate Guy Raising Ethical American Wagyu | Behind the Brand

Start recording, Jeff. It's so great to have you for thirty minutes to just pick your brain and hear hear your story. I want to start though with the name, the name of the ranch: Three C Japa Cattle Co. What is what is that reference and where did that come from?

Yeah, thanks James for the opportunity to to tell our story. That is actually a fairly recent name. Um, I actually operate Three C Joppa Cattle Company on Bryson Ranch, which is a 100-year-old, uh, family ranch. It's been in our family for— since 1907, actually. We actually live in the original house that's over 100 years old that my wife's grandfather was actually born in. that acquired this ranch, about 1,000 acres, back in the early 1900s and grew it over the years to about 12,000 acres. So when I married into this, like, I don't own any of this. I just teach people that, you know, I'm the fence stretcher and the posthole digger and the cattle wrangler, right? Wait,

wait. So you're telling me, so you, you were not a rancher? You've never— you didn't grow up like this at all? You married into it?

Correct. Now, I came from a small town in the county over where my dad was a veterinarian. And so I had some exposure to animals and beef. We used to take care of President Johnson's cattle, but never on an ongoing basis, certainly not doing direct-to-consumer like we're doing, doing now. But yeah, you, you encapsulated it correct— correctly. 15 years ago when I came here, they were running— I'll say they, my in-laws were running about 300 head of Angus cattle. But really the ranch started out, believe it or not, as a cotton farm back in the early 1900s to the, to like about the 1930s. Whatever happened in the cattle, the cotton industry, I don't really know. My wife could tell you the exact story, but they transitioned from cotton To sheep, and most of the infrastructure and barns and and fencing is all really for sheep. Thousands of sheep. And I think during the Dust Bowl, the '50s, something like that, they transitioned to cattle. They started with Hereford. They went to Brangus. Then they went to Angus. And now, about ten years ago, I transitioned it to American Wagyu. After a lot of research on what really makes the best quality beef that people really want to buy. And I'll get into a little bit of our differentiation as we, as we move forward. But

yeah.

Yes. So 15 years ago, I came and, and I was in corporate America working for Oracle or Accenture or IBM, big corporate America sales guy selling IT systems. getting on airplanes every week and flying around the country or the world, uh, uh, selling, you know, uh, end-to-end IT systems to, you know, Fortune 500 companies. High stress, uh, job. Uh, at the time we had 3 kids. Um, my wife, who's a lawyer, uh, was a prosecutor for the state of Texas, stayed home, raised our children. And they're all now out of college. And I'd say about year 5 that I was here, I'm looking at the infrastructure, I'm looking at my father-in-law aging, his cattle herd is getting smaller and smaller because, you know, he's 80 years old at this time.

Wow.

And I started hinting about, well, I'd like to get into the cattle business and kind of followed him around the— chased him around the ranch to see what all he did, asking a lot of questions about how do you know if you're making money on that cow? How are we going to replace these fences? Why are you putting the cattle in this pasture? What type of grass is this? So it was really an education experience for me for 5 years before, lucky me, he came and said, I've got 40 cows over in this pasture that I'll give you if you want to get started in the cattle business. And I was just so grateful for that. They were very old cows. I sold about half of 'em the next week and really focused on growing that younger, younger herd. The thing about it is, it took a lot of fence work and upgrades to the infrastructure in order for me to grow this herd, which I've grown from that original 40 to about 150 right now. registered Angus cows that we breed to registered Wagyu bulls. Therefore, you make a true F, as in Frank, F1 American Wagyu animal, which is really superior, superior beef. Um,

why is that? Of course, the Wagyu is very popular right now. As you mentioned, it's kind of— it's— I would even say it's trending to a degree. And it's— and to your point, it's seen as A very high-end type of beef. But, and, and I, and well, my understanding of why is because of the marbling, but, but maybe you can go into more detail on that. And then why is it that the, you know, you're talking about breed and I tend to think about what it's being fed as what creates the quality, but maybe you can touch base on, on all of those points.

You know, it's both. It, it, it's actually multiple things. And, and when you think of bovine in terms of a species, they're very similar to us humans, meaning the females, they cycle every 30 days. They have a 9-month gestation period. And the mama cows are, they're like helicopter parents, right? Mm-hmm. They're very, very attentive to their, to their young. And so it's not just a combination of the species, but it is a combination of what you feed them, how you treat them. Just like an athlete, right? You look at a Michael Jordan, he has great DNA, but he also takes care of his body and eats correctly, right? So therefore he can perform at a, at a very high level. Same for Really any animal, if you think about it, right? If you have super good DNA and you feed that animal properly, all bovine are, are, are grass-fed, right? And not to get— go down the whole grass-fed, grass-finished, grain-finished route. All, all bovine are grass-fed in this country. 90% of what we eat has been finished on grain. And a grain-finished animal will always win in taste and texture over a grass-finished. There are a few higher, I'll say, omega-3s that are in grass-finished, but it's so minor that really there's no noticeable health difference in eating grass-finished beef over grain-finished. So we choose to finish our animals for 120 days on a non-GMO, locally sourced, all-natural grain, which that is a big contributor to not only the taste but the texture.

Walk us through the— walk us through the timeline, because I think a lot of people don't understand this. Because so to your point, first of all, are you, are you calving on your land, or are you getting them at a certain age?

No, we, we raise them all on, on our, our property, between 75 and 100 calves a year.

Okay, so they're, they're, they're born on, on the ranch, and then I know that they're all grass-fed, to your point. At what age do some ranches then remove the calf? Like, at what— how long has that calf been grass-feeding until it's then moved? to another facility or to another range?

Yeah. So what you're, what you're referring to is a, is a, is what we call the production protocol. And not all ranchers use the same production protocol. Ours is a very stringent production protocol strictly because we're trying to create the highest quality beef that, you know, we can produce. But the, the timeline goes something like this. So we breed 3 months out of the year, and therefore our calving period is 3 months. All right.

And that's springtime normally, right?

We calve February, March, April.

Okay.

And we do that because basically when you work all these calves, when you have 70 to 100 calves, you have to work, meaning You bring 'em in, you castrate the bulls, you brand them, you ear tag 'em. You do all of these things to prepare them to grow up from little kids to teenagers to adults. And you also want to make sure that you're preparing them to produce beef. For example, most people don't know why we castrate bulls when they're young, right?

Yeah. Why? Yeah, please inform us why.

If, if you don't, just like any male, They're going to be more interested in chasing girls and having sex versus eating, right? And that's what you call the rut in, in deer. We, we have deer hunt. We deer hunt out here a lot too, and the deer are particularly bad about it. They'll, they'll chase does around the country and just won't eat for weeks, right?

So they'll get like, they'll even get emaciated or something that in a sense, like,

sure,

they're more sexually driven than they are like food, food driven. That's right.

So if you remove the testicles, then that, you know, the testosterone is not flowing through as much as it would if they had 'em. So it calms them down. They're not as crazy. They're not interested in the girls as much. They're interested in eating and gaining weight, which is what we want them to do.

And are you, is there a certain amount of males to females that you have? And is, is there a difference in Taste, uh, and how they're raised?

We, um, you can, um, you can genetically engineer whatever you want through what's called, um, uh, uh, artificial insemination. Sorry, I'm just— I was thinking artificial intelligence. It's not— I know there's a lot of that going on. And embryo transfer. And we do use that occasionally when we get, I'll say, out of whack with the number of females versus males that are born. But naturally, it usually is about 50%. So we breed 100 mama cows, and about half of them are going to be bulls, and half of them are going to be heifers. Heifer. A heifer is a virgin cow. Okay. And the meat on, as, as long as you castrate the bulls, the meat doesn't take, you, you'll never know if this is, you're eating a, a female or a, or, or, or a male.

Okay. So, and do you utilize, so when you castrate the males, are you then utilizing the testicles for anything or do those get just tossed?

They get tossed. There are, you know, we have anywhere from 5 to 25 people that show up twice a year to the ranch that come from miles around just to be part of that whole throwback experience of what it's like, like you see in the movies, working these cattle, branding. And a lot of people have never seen anything like that. Yeah, right. And so there's always a few people that are like, hey, well, why don't we keep those testicles and we'll fry them up for lunch?

Yeah. Rocky Mountain oysters.

Yeah, go for it. That hasn't happened yet. No one is—

people too squeamish still, huh?

Yeah. So we typically just throw them over and the dogs eat them, or we, you know, we— yeah. So we don't, we don't use them for anything.

Okay. So, so they get castrated. And what, what age are they when they get castrated then? Is that

anywhere from a month to— we don't like to go over 3 months simply Because when you work a calf that's over a couple months old, you are— you'd be shocked how strong and fast and literally dangerous it is to, to work a 3-month-old, you know, 300-pound calf. I mean, they really—

Good point.

Can hurt you. So we like to do it as early as possible because it's safer, it's easier, and it's easier on the animal. So we do that in the first three months. Then they turn them back.

Do they go right back out once they get castrated? I mean, is it a quick process?

Yeah, yeah. In the way that we do it, we don't ban them. There's multiple ways to castrate. We just yeah. I don't know.

You kind of sear it or something.

You think people are going to want to hear

this? No, I mean, I think I think it's important for them to hear it. Yeah, yeah.

Because I I think this is the thing that's disconnected. Pull, pull the testicles out. The testicles are attached to a long, like, a string, and we just cut that off. Very little blood. And we turn them— we put some ointment on there, spray it, um, and turn them right back out with their mamas, and they're, they're fine.

Oh, so they don't even have to be sutured, nothing?

No, no.

Okay. And so that's about a month out. And then, and then when Well, let's, let's jump ahead. So when a cow goes to get slaughtered, what age are they at that point?

Again, every ranching operation has their product protocol. So this is our protocol, and part of it is driven because the Wagyu species does not really start marbling until about 12 months of age. If you look at a graph, I don't know if you can see 'em, a native animal like a, a Wagyu or a Hereford or a Kiania or any kind of native, they start marbling like day one, right? And typically those native animals are harvested and, and processed at about 12 to 18 months. All right. When you bring in the Wagyu species that doesn't really start marbling till about 12 months. We, we basically raise them to a minimum of 24 months because we want that marbling to take effect. And really, that— because that boosts the flavor and the tenderness. That's what really brings through the quality of the Wagyu species. So minimum of 24 months. Some of them are 36 months, and you can really see the difference in the, in the beef and the marbling of it. If you, if you, if, if we process them before 24 months or after 24 months.

And you mentioned—

when you look at the marbling of a Wagyu, I mean, it is vertical up at 12 months of age.

Interesting. Now you, but you mentioned though that you're feeding grain for about, you said what, 120 days you said?

Mm-hmm.

So in a sense it sounds like half their life is grass and then half their life is grain. Is that kind of rough? Rough estimate?

Let's see, 360 times 2, maybe a third. That's 720 days minus 120. Yeah, about a third of their life.

Third of their life. Okay.

Is, is, is on, is on this non-GMO local grain. But I'll tell you, James, the, the, one of the most difficult times for a calf is what we call the weaning process, which is a very Dramatic, terrible time. It would be like a 10-year-old child getting separated from their parents in New York City. Like, they are scared to death, they're crying. And they do this for about 3 days. And if you don't move the mothers way away from— they'll go through fences trying to get back to their babies. So we wean at about 9 months of age.

Now, why do you do— like, why do you do that versus just letting them naturally wean? Or, or would they naturally wean so far out that it's, it's too long?

Yeah, that's a great question because those babies will stay attached to their mother. Their mother gets pregnant again. So their mother, if you leave the baby on the mother, their mother not only has to feed the baby that's inside them, but also they have that baby sucking the milk from them. And so it's really hard, especially when you go into winter. You know, and you know that you just don't want a mama having to take care of 2 babies at once, right? Some people wean their, their calves at 120 to 130 days. I think I said 9 months earlier. I meant we wean at about 6 months, and it's a traumatic period for about, oh, 3 or 4 days. And then the babies and the mom realize, okay, we're on our own now, and they pretty much go their own way.

Force

teenagers to After you wean for 6, uh, actually minimum of 48 days, you can typically turn those calves back into the same pasture with their mamas and they won't pair up.

Wow.

Yeah, some of them will, but we never, we never do that. Some get through the fence and they get back with their, with their mama, but that's kind of the lifespan from the time they're born to we wean at 6 months. We feed out for 120 days. They get processed. We dry age the hanging carcass for a minimum of 14 days, and then we basically process the meat into individual vacuum-sealed packages. Now that's all that beef direct to consumer.

Why do you dry age? Do you find that that just brings more flavor, or what's the motivation for the dry age?

It is. Yeah, it's just more, more flavorful. I mean, some people dry age you know, for 3 months. They have these dry age machines. The problem with dry aging at scale, as I've looked at doing it, because you can really command a super premium price, you know, if you have super dry aged beef, but it, it reduces the size of it, right? Right. So you don't get the yield that you would get from a non or a minimally dry aged piece of beef. So just from a pure economics perspective, It's not our model.

Now, you, you know, one thing is so evident— hopefully everyone's experiencing this by watching this video— is it's so evident your care of these animals, you know, just even the way you're talking about the, the weaning process, that it's painful for you as well. Like, it's not, it's not something you just do lightly, that you're experiencing the process as you do it too. And, uh, I think that's really important for people to, you know, for us to acknowledge and honor that, you know, we, we the consumers are very separated from this part that you're not separated from. But this is not only your lifestyle, but it's also— there's an intimate relationship that you have with the cattle. And I think that that's, uh, sometimes glossed over by consumers. They don't, they don't realize and don't think about The care that goes into these animals emotionally and physically before they're slaughtered, you know. So I appreciate you sharing this perspective. You mentioned now the Wagyu marbles a little later. So can you talk about why the Wagyu? Like why specifically this breed?

Why it marbles later or why we use the breed?

Why you use the breed? Because you mentioned how other breeds marble earlier. Is there an advantage towards it marbling later? Is it kind of marble better? Like what, what motivated you specifically around the Wagyu breed?

So I'll answer that first is that the, there, there's no other bovine species that marbles as much as a Wagyu. All right. So even though it, what it marbles later, if you let, if you grow it out to, to 24 months, some ranchers go 36 months, but that extra year, you know, I'm pouring money into these cows for 2 years before I get a penny off of them. Right. And to go another, I, I couldn't make it. Right. I couldn't, I couldn't survive.

Yeah.

On that scale. But That's the reason we went with Wagyu is because it just produces the best quality marbling that, you know, that you can get in beef. The second reason, James, is because of the popularity of the combination of the American species like Angus and Wagyu. I don't know if you've ever eaten 100% Wagyu before. But it's super expensive and it is so rich that a person can't eat it every day, right?

Yeah.

You know, many of our customers eat beef every day. A lot of 'em, that's all they eat. The rise of the carnivore diet, the rise of the awareness of the shitty food system that we have in this country, along with the quality of this beef, made kind of the perfect storm for us to transition into that, uh, that model.

Do you— have you ever done the nutritional evaluation? Like, I have to think that because you're feeding these cows longer, they must be more nutritious than the ranches or the CAFOs that are, you know, slaughtering the animals at a younger age? Or has anyone done that analysis?

Oh yeah. Oh yeah. And there's plenty of data on that and I'll just summarize what it is. So, you know, we're in a, we're in a time where for whatever reason plant-based foods have been very popular. and still are probably more popular than, than, than a meat-based food. I mean, you've seen all of the, you know, Beyond Meat and Impossible Burger and—

Right.

You know, they're all going bankrupt now. All right. But beef has more nutrition and vitamins and minerals and healthy fats. Healthy fats meaning the monounsaturated and polysaturated fats than in any plant ever will.

Yeah.

And so the nutritional benefits is higher in, in the good fats, higher in omega-3s, higher in those essential nutrients like iron and zinc than a non-Wagyu species. Although If you eat a good quality, just say Angus, you're still gonna get better health benefits than you would eating a plant-based food. You'd have to eat, I think there's been studies like to get the, the right, the same amount of nutrients as you would from a, a piece of beef, you'd have to eat, I don't know, like 10 pounds of green beans or something like that.

Yeah, yeah,

yeah. When you—

you know, something that a lot of people are potentially confused about. So when you go to start feeding them grain, and I know you mentioned it's non-GMO, uh, grain, are— but aren't they still on the fields though as well? So are they still getting grass during that time, or do you then bring them inside because it's more winter during that time, or how does that system work?

In, in our model, our production protocol, it's both. So at weaning time, we transition them from just their milk that they eat, uh, from their mother. And, and some of the calves, uh, will, will eat the grass that's out there at a young age. And some of, we have to substitute with hay. We've been in a really bad drought in, in Really in the southern US for the last few years. Luckily we've gotten a lot of rain this year, probably too much. You've probably heard about some of the disasters.

Yeah, floods. Yeah, totally.

But at weaning time, we transition them to this grain so they can start building bulk, but we also let them back out on the, on the pasture to eat grass as well. So it's, it's a combination of, of the two.

Okay. And can you talk a bit about— once again, I'm just trying to, you know, demystify the process— but can you talk a bit about hormones, antibiotics, and, uh, vaccines? Like, how are you guys using them? I know you can really only speak for your, your ranch, but how are you guys using them, and when do they come into play, or do they even come into play?

Yeah, thank you for, for asking that. So, um, My opinion from our my research and talking to a lot of ranchers and a lot of my dad is a veterinarian and we do not put hormones in any of our cattle. If we have a sick animal that is just like you and I, we've had shots of penicillin in our life when we were sick and had an infection. We would go to the doctor and they'd give us a A, a shot of penicillin. So if I have an animal that gets cut or has an infection that's gonna kill the animal, I'm gonna give it an antibiotic.

Yeah.

Right. That happens rarely. I'd say on the 75, 80 calves we produce a year, I may give antibiotics to 2 or 3 of them.

Oh yeah. That's not much.

That's only in a situation to, to, to save their life. Right. In addition to that, there are 2 other main, uh, uh, immunizations, vaccines that we give them. That one is called, uh, bovine respiratory disease, and the other one is called blackleg.

Yeah,

and

blackleg is one I hear all the time, like that even white oak pastures, that's the one they do. Like most American ranchers can't get past— they, they can't not do that one.

Yeah. I mean, it's, it's just a big risk, right? And I, I know there are some ranches that don't give any vaccines, and that's fine if that's their process. But ours is, uh, we, we wanna make sure that these cattle are as healthy as they can be. So we give those first shots at when we work these calves, you know, at 2 to 3 months of age. And then we give them another booster at about 6 months of age. And that's really all we do. Dehorn, we brand, we put a— you've probably heard of the New World screwworm, which is a little bit concerning, but we've been through this before back in the '40s and '50s, and through the release of sterile flies, we were able to eliminate Uh, uh, uh, the,

the,

the worm.

Yeah.

So, um, we're just very protective of these animals. I mean, especially James, when it's my only source of income now.

Yeah,

I want to treat these animals like some people say you treat them better than you do your own kids, right? And so We, we give— those are really what we do from a, from a, uh, a protocol perspective in terms of vaccines.

And then there is a protocol as well that if for some reason you do have to give them an antibiotic, uh, and let's say slaughter is not that far off, you have to quarantine them, right? You can't, you can't put, put them to slaughter for a certain amount of time. Isn't it like a good 30 days or something like that if you've given them anything?

I'd have to go look at the label on the, the BRD vaccine. It's a Merck product and the other one's a Bayer product. But there is a time period and it has never even been a concern. It's never, never, I've never, there's never been a scenario where I have to, oh, these animals are gonna be going into processing. I can't give it this vaccine. Uh, it's been a non-issue.

Okay, so what about for antibiotic as well? Like, is there a waiting period before you can slaughter them once you've given them something?

There is, there is, and I should know that, but it's, it's just not something we, um—

Doesn't even come up much.

Yeah, yeah. I mean, we don't give hormones. We, we only give, we only give these vaccines at 3 months and 6 months, so They don't get processed until 24 months.

So, yeah.

Yeah.

Well, we, we don't have a lot more time, so I'm hoping we— I can still get this one question in before we get, uh, we have to stop. But, um, it would, uh, it'd be great for you to talk a little bit about the organs. So can you share a bit about what you guys— which organs you guys, uh, keep, what you don't keep? And then what you maybe, I mean, maybe this is the same question, but what you have access to from the slaughter and what you don't. And maybe can you touch base why you don't have access to the whole animal? 'Cause I think this is a question I talk a lot about, but I'd love for people to hear it directly from the rancher.

Yeah, so we're big believers in trying to make full use of the whole animal head to tail, right? Unfortunately, in today's world, there's really not a market for the hide, right, or the hooves. So we keep all of the offals, meaning the organs, and we do one of two things with those. We either grind them up into our what's called Chief Beef Primal Pack, which is basically we infuse, for lack of a better term, 6 specific offals into our ground beef. And so that's the kidney, the liver, the thymus, the pancreas, the cheek meat, and the heart. And we really worked at this to get the perfect blend. You know, at first we were putting the entire liver into the animal. Yeah. Because the liver is by far, as you, as you know, the biggest Oregon.

Yeah. And the strongest, one of the stronger tasting too.

And it just was too much, right? People are like, uh, it kind of made the ground beef a little like slimy, slimy, slimy.

Yeah.

So we kind of fine-tuned it. And so that's how we use some of the offals. The offals that, you know, don't go into the ground beef, we just have the full Oregon that I'm telling you, James, it's— you're in a great business because it's becoming more and more popular. People— yeah, before I couldn't even get rid of it. Yeah, yeah. Now people are like— I have a product on our, on our webpage to, to buy it as, as well as the suet.

Yeah, the tallow. Yeah.

That's becoming very popular as well. And I learned just last week it's not tallow until it's been rendered.

Yeah, that's true. Yeah, yeah, it's suet

first. And yeah, we don't, we don't render it into—

And then of course there's different types, right? There's the kidneys, the kidney fat that is really clean, right? And then there's some other, uh, parts of the animal. Do you find— so do you get access to The entire animal, or like, is, is your— is the Hassap plan at the slaughter providing the entire animal, or, or are there some parts that you don't get?

I mean, it's, it's really my animal.

Oh, so are you slaughtering yourself?

No, no, I use a third-party M&M Processing out of Lampasas, which is, you know, 20 miles up the road.

And they let you take the whole thing?

If I wanted to take the hide or the bones or, you know, these things, I mean, I do get some of the marrow bones that people— I, I don't take what people won't buy.

Right, right.

And unfortunately, they are left with it. And I hate to say this, they have to pay somebody to come pick up the hides. And they burn them.

Yeah,

like there's no market for it anymore, which is really, really unfortunate. But if if I wanted those hides, James, if you want to buy the hides, I'll keep them all.

Okay, so that's that's impressive though that you get access now. Is that because you're selling direct to consumer those? Because some of that's like you don't get access to the brain though, do you?

The grain,

the the brain. The brain?

You know, I don't know what— here's why I don't get access to the brain. I, I, I use 2 or 3 different processors and I would get access to the brain with one and not the other. And I'm questioning why that is. And with my current processor, because they're, you know, USDA certified and they just do a great job, the way that they kill the animal, it, it basically the— it would impact the brain. Right. There's shards, shards of bone in there and stuff.

Yeah.

Yeah, they're right, right. And I think there's some other things related to using the brain that I'm just not educated on, actually, James.

Yeah, my understanding is that you can't retail it, that, that it's on a no-sell list from the USDA. So if you tried to sell it to a grocery store, they, they couldn't sell it, they couldn't buy it from you. But if it's going direct to consumer, You can kind of do it under the table if you get access to it. But my understanding is a lot of times it has to do with their HACCP plan, you know, the slaughterer's HACCP plan and what their facility is able to give you. So that's— you're getting a lot more than some of the ranchers I've talked to. So that's, that's really encouraging. Um,

I,

I'm really, uh, really excited to share your, your beef with everyone and to just, just in general share your passion for this. I think it's really telling that you You know, you left while while it was stressful. You left a you know a nine to five you know salary job to for the unpredictable unknown of the great frontier. And and you know we're all we're all fortunate that you did that because you're putting out a fantastic product and you're helping to feed America. So we're all we're all benefiting from it. Hopefully you are feeling the the bounty of this mission that you're on and what you're doing. I hope you are. Are you?

Oh, James, it's— I'm just— I'm getting chill bumps just hearing you talk about it. I miss that corporate check, believe me. Yeah, I miss that. But I would sell everything I had to before I ever went back. And there's nothing more joyful to me than seeing those babies born and seeing the progress of, of a, of a pasture regeneration project that was full of prickly pear and cedar trees, and now it's growing quality grass that these animals are eating. It's— I love the outdoors. I love nature. I love animals, and I love seeing life. And this is a— it's not an easy job. Um, but it's a lot better than going to an airplane and getting on a PowerPoint presentation, you know, for IT systems at this juncture in my life.

Well, thank you again, Jeff. You are the chief beef slinger of 3C Joppa Cattle Co. And, uh, thank you again for your time. Appreciate it.

Thank you, James. Greatly appreciate it as well. You have a great day.