$110K Lawn Care POWER Couple : Starting With Just Push Mowers

Hey, everybody. Welcome to another episode of Zero Turn.

Today we're here in the sunshine state.

Of Florida.

And as you can see, it's not so sunny. So we're gonna pull an audible with Bob and Tiffany from Elite Yard Services. We're gonna talk to them about how they've grown their business.

We actually started Push Mowing Acres in Georgia.

I'll be throwing up, dude.

It was crazy how they've grown a community around their lawn care and maintenance services.

Yeah. And every time, I would change duty stations, and we then move the business over there.

And exactly how they got their customers to pay on the 1st of the month, every single time. No more waiting to get paid. That's so interesting. This is systems that are already in place for other businesses. And you guys bringing that to lawn care and landscaping is incredible. Let's see what they've done.

We got Tiffany and Bob here, and they are the owners and operators of Elite Lawn Care Services. If you guys want to tell us a little bit about your business, how you guys got started.

Absolutely. So I was in the military at the time. I'm now a US army veteran, and we started 2017, and we actually discovered that there was an issue with spouses finding jobs, and we saw that we can actually get into it. And Bob himself was actually working for a company at the time, so he came up with the idea, and we just took off running.

I mean, I would always go inside the commissary, and it'll be like, need landscapers. Need this. And then even in the communities, they were always, you know, looking for landscapes. I thought, you know what? Let's put this together to see how it works out. And there was, you know, multiple spouses on post. I was complaining about jobs. So when we put it together, it. It grew pretty fast.

So you guys were on base, I assume, and you guys weren't here in Florida. Where were you guys starting?

We started in Fort Raleigh, Kansas.

Yeah, Fort Rally, Kans.

So did you originally get the, like, other spouses involved that were there, or was it just you pioneering?

First 90 days, it was just me.

Yeah.

And then after that, you know, yeah, we. We had a lot of the weekend warriors come in, you know, because they got to do the PT and the drill during the week, but yeah, on the weekends. I mean, from Friday, Saturday, Sunday, when we were getting calls, hey, you got any work? You got this, you got that. So they will meet us at the commissary. We'll pick them up, and we'll be out for maybe six to eight Hours and you drop them back. So yeah, so I was in charge.

Of the recruiting part because I had the relationship with the soldiers. So, you know, if I heard soldiers were, oh, I need a part time job, like, hey, you can come work for us.

So when you guys were doing that, was it initially just maintenance to get started?

Yes.

Just mowing, correct? Just mowing for the first 90 days. The first 90 days after that, you know, we got into some little side jobs around people's sheds or just little patches here and there. And then I said, hey, you know, let's do a bigger job. So we started doing bigger side jobs.

And we actually started push mowing acres in Georgia.

What was the, like, what was the breakdown on mowing an acre by hand like that? Basically.

This right here is our first original mower that we bought from the dealer.

Yeah, that's the first one.

All right, 400 bucks. We didn't even know a self propelled mower existed. It wasn't until Sanford lawn care messaged us and said, hey, why don't you guys look into a self propelled mower? But we would push. We did 8 to 10 lawns a day, sometimes 2 acres. And I'll be throwing up, dude. It was crazy. So we had to take turns.

Yeah.

I remember my heart just beating.

In 100 degree weather. I'm just like, yo, forget this, man. Yeah, we don't miss it. We don't miss it at all.

Could you guys share a time with us when you either like lost your shirt on a job like estimate gone wrong or customer freak out.

Do you guys want to go over a little bit? I know you're saying, so in the winter you guys sell off all your stuff and then summer you buy again. What's the sort of process for you? What are you guys taking into consideration when like upgrading your stuff?

So we try to stay with at least one or two new equipment. It's just easier for us to do it that way. Plus, we're, you know, we have a strong relationship with a lot of landscaping companies in the area. So we tend to cut them good deals. We're always looking at the new stuff that come out. But we've really been interested in switching to the electric trimmers and the electric blowers. That's where a lot of the income went to when we sold a lot of things. Because, man, pulling the string in 100 degree weather and you're like.

The client is looking at you like this guy doesn't know what he's doing.

Yeah.

So, you know, it's kind of embarrassing. So we decided to say, you know, we're going to try some things new this year and you know, get like a set of self propelled blowers and maybe invest in some electric equipment as well. So.

Yeah.

Yeah.

So you guys said your customer base is already looking for like push mowers, maybe more electric?

Yeah.

What?

It was kind of like your target demographic. If you had to pick like your perfect customer.

What do they look like, no offense, on their property? A customer that is also fertilizing their lawn and one that is interested in keeping their property maintained and upselling and.

Living a high hoa. Yeah, High HOA subdivision. Because we know for a fact that they're. They're going to use this. Nothing against those that are not in a strict hoa, but we just finding that it's easier to keep busy to keep those lawns looking nice when you're getting that hassle from the hoa. Hey, you must maintain this. You must do this. So, you know, that would be pretty much. I declined.

No offense, no fence.

If you have a fence, don't call us.

How do you guys go about finding these customers, Especially with being like moving so many times? Obviously you don't have your first customer, so I'm sure at this point you guys must have some sort of process for getting it all going before.

So how it worked was before she got stationed, like say for instance, we're in Kansas, she's getting ready to get stationed in Georgia. I would actually just go down in Georgia for like two days and then come back and then I'll go down for 30 days and I'll promote.

So we would already get our flyers.

Done, ask to cut a client's property for free just to get the footage, you know, just to say, hey, we're in the area. And then we will boost those, those views, photos and videos in those areas. So by the time she actually gets stationed there, we already have the clientele.

And we'll join all the Facebook groups.

And it's work every time.

So yeah, just kind of trying to get your foothold before you're even there. So a lot of like preemptive work.

A lot of clients will know. They know the grass type. Hey, that, that's not Florida. We don't have that grass here. So we have to make sure we're going to come down, we're gonna knock on doors, you know, get acquainted with the community, you know, maybe put out some free services or whatnot. Therefore we have that on file that, hey, we've done this. We do this.

And it's easy for us. So we know exactly how many clients, how much revenue is coming in by the first.

You guys do a lot of maintenance work, but you're also doing landscaping. And I heard you guys service all of Florida. So what's. What's that sort of like, what's kind of the mentality behind expanding the service area to be like that?

So when it comes to lawn care, we mainly do a certain mile radius. Yeah, but landscaping for the right price, we'll fly anywhere in Florida. And that's only because right now, we're still trying to figure out where we, you know, want to actually reside. You know, we don't. We're, like I said, we're originally from south Florida, so we'll go down South Florida. We're in Sarasota, Fort Pierce, Tallahassee, Pensacola. And we've done a lot in those areas. For the right price, we can get it done. If we can't really get out there to get certain measurements done, we'll try to map quest it, you know, but we don't give the opportunity to disclose every estimate. But for the most part, we've done pretty good this year.

When you're trying to do, like, those larger landscaping jobs, especially if you're flying out, what's your process? Are you renting equipment once you get there?

So we have relationships with other landscapers throughout Florida because we also own other businesses, financial business, where we do a lot of landscapers, taxes, bookkeeping, payroll. So we already have, you know, the. The friendship in certain areas. So a lot of times, if we can't rent certain things, they'll let us borrow the equipment.

And then hopefully when these. When these new clients call, they're closer to the military basis. So we can call a friend in Pensacola who's stationed at a Navy basis. Hey, what are you doing this weekend?

You know, so community really, really helps. We tried not to have the whole competition. We try to build relationship. And even when we was coming from Georgia to Florida, they would message us on Instagram, and we'll be, you know, sending them messages, encouraging them. And, you know, basically you said Stanford and different other lawn care and landscaping companies would give us tips as well.

There was actually a guy this much in the mall. We were coming out of the mall. Some random guy pulls up. He's like, oh, crap, you guys finally made it. Yeah, I follow you on Instagram, man. Can I get a picture? I'm like, all right, cool.

It's great when you have a community and you can actually have instances where if you're in an area and you know, unfortunately you may not be able to rent an equipment, but you know, someone who has a polestar and they're not working that day, it's beneficial, you know, so it's great.

Yeah. Kind of tearing down those walls instead of like as you see the truck driving towards you, you're not like ducking your head, trying to avoid wave and smile.

Get upset if you don't, hey, you don't see me.

He must be new. He must see me.

Yeah, yeah, he must be the new guy, man.

So speaking of the truck, you guys have yours?

Yeah.

Wrapped and decaled. What do you think that did for your business? Do you think that it was worth the initial investment? Do you guys think that maybe it was a little overblown?

Definitely worth it. I mean we made, we made that back. It was 18, 1800. Taxes and everything came up to a little over two grand. We made it back within nine days. Within nine days. You know, and there's been times where we'll park this at Lowe's or Walmart and we just get the calls, hey, we've seen your truck. We want to know, can we, do you do this, do you do that? So that's cut down a lot of our marketing since we've gotten that.

Yeah.

So I would say if you got the funds to do it, maybe don't do a full wrap.

A full wrap like ours.

But you know, get something flashy so it can be seen because that's just 24 hour advertisement right there.

And it also shows your commitment because once it's on there, you can't take it off. You can, but you're going to pay to take it off. So yeah.

I hope you're enjoying the episode so far. If you're looking for more Mike Andes content from Lawn care web design p4psoftware.com or pick up the new book, check out mikeandys.com we got it all in one place bundled up for you. We'll see you there.

I'm sure you guys have come across some tough clients out there. What is your guys strategies to like go as far as like meet what they're asking for or are you guys pretty quick just to drop them? Like they're not going to be your ideal client.

Communication is key. Normally within the first, I'll say within the first six hours you'll know if a client's going to be a problem. Especially if they've said, well, I've been through so many landscapers That's a red flag. That's a red flag right now in this field. It's not always a landscaper.

Yeah.

You know, it's normally 50. 50. Maybe he didn't show up one time. Or maybe you're just being picky or whatnot. Normally, communication. I have a strong communication skill when it comes to our clients, so I try to make sure I talk to them in advance, let them know what we're going to do, and we record all of our conversations. So when they say, well, no, you did not say this. Then we play the recording over, say, ma', am, sir, we did say this. So are you sure you would like, you know, to do this and that, or would you like us to cancel the services? Once we show them that, hey, we had this conversation before, they normally just back off. It's normally those who are just, you're saying one thing, they're saying one thing, and you're going around a circle, and you can't really pinpoint where you know where you're going. And then normally that's when it becomes a problem. But you got to have that to the point where, you know, you're recording everything, and everything you say is. You're repeating it. So don't get it to the point where they're running your business. You need to make sure you're meeting word for word and you're sticking by what you say. You're gonna. What you say at the beginning of the conversation when you do the estimates.

Yeah, and we always communicate with our clients when. When the lawn's been serviced. Your lawn's been serviced. Therefore, we have a record. They have a record. And, you know, on top of that, when it comes to difficult clients, there's times where we had to drop them and say, hey, you're not a good fit. Or, you know, we find some other way to let them down nicely. But, yeah, there's been quite a few.

We text our clients, your lawn's been serviced. So when they're like, oh, my lawn wasn't serviced last week, I'm like, tiffany, how many services has this client had this week? 1, 2, 3, 4? We'll screenshot it. A lot of companies are not doing that. They're just freelancing and they're trying to remember. We track every little thing.

Yeah, you have to.

Yeah.

But a side job, you're gonna need a new back.

Okay.

Especially if you're doing 2 acres of plus like we did in Georgia. It's not fun. Yeah.

Are you guys just tracking all that manually?

Phone And a board, if you go and we have like your boards on the walls. I'm old school. She's more into the whole keeping it logged into computers. But I need to see it. So I'm like, okay, check mark, check mark, do this. And everything is laid out. So when I wake up in the morning, I know who needs to be serviced, who's been serviced, who hasn't paid. Okay, that was not on the list for today. It's easier for me.

Yeah, he likes the manual. I like to stick to. Of course, with invoicing and payments, that's all electronic. We don't do it. We're not accepting no cash. We stopped doing cash, I think in the middle of the pandemic. We stopped receiving cash. We use Yardbook for all the invoicing. So we have. That's our system that we use to collect all of our clientele address, so they change address commercial, multiple addresses. So it helps keep everything organized in that way. And invoicing payments. Therefore, I know who's paid, who hasn't. And then of course, the board just helps the visual part of knowing for him, you know, who's been mowed, who's paid and that.

And everyone pays up front. So we find it easy to do that so that we're not going to debt. And then they don't owe us because a lot of companies, they'll just move first and then wait to get paid and not getting paid. And then they went two or three months without the client pain, but they're still showing up. Now you're three months behind. If you don't pay by the first, that's it, you automatically cancel the services. And then you'll, you'll pick up the following month. Because we don't bring any clients in.

The middle of the month.

It's beginning. So invoices go out towards the end of February. You must pay within the 28th or the 2nd of the following month. After the 2nd, we cancel that invoice, even if you try to pay it, because that's going to disrupt our ride, our schedule. You know, we mowed everybody already for this week. Now you're paying at the end of the week when we've already done everyone at the beginning of the week. Now I have to go back to that location now. We don't do it like that. Yeah.

Or even if we're taking on a new clientele and they're coming on towards the end of the month, and if they really need service, we'll give them a complimentary service and Then, you know, come the first, then they'll come in on. But yeah, we try to. We've tried to maintain and keep all our clientele. Some have their cards on file, and then some, you just send them the invoice within at least a week's notice so they know it's coming up. Gotcha.

That's so interesting. That's. That's probably the first time I've ever heard of having them all pay on the month. And it doesn't sound crazy. Like, that's how we do rent, that's how we do mortgage, how you do car payments. Like, this is systems that are already in place for other businesses. And you guys bringing that to lawn care and landscaping is incredible.

It's like a subscription.

Everyone pays on the 1st. The money is there. You have, you know, nothing to worry about.

It's easier for us. It's easy on them. You've already paid for the money. You have to worry about, you know, if we're coming or not. We've already established that relationship. And on top of that, you don't have to worry about, you know, if your car is on file. We won't charge until the first. And it's easy for us. So we know exactly how many clients, how much revenue is coming in by the first. So it's easier for us. Yeah.

And I'm sure, like, especially if you guys are in that, like, sort of flexible season, like winter right now, and you need to like, wow, we got a lot coming up. You need to rent equipment. You have the funds to rent the equipment to get the job done. You guys mentioned card on file. Do you guys require car on file or with that system, it's not as important.

Optional. So on the invoice that it sends, I think at the bottom, it gives them an option to. To put their card on file. So there's clients that I wouldn't even tell them. They just added that their cars on file, like, oh, okay, well, I guess they wouldn't have their car.

Most of the clients that put their car on files are military truckers or those that are a little up there in aids and they just don't want nothing to do with landscape. They just want you to show up and leave them alone. That's it.

Yeah, yeah.

Obviously, like changing seasons. Right? So right now, are you guys done down to bi weekly down here? Does that just increase then to weekly come springtime?

So the prices remain the same set price.

Oh, really?

Yep. Gosh.

But we still drive by your property every week. St. Augustine Zoysia they're bi weekly. Bermuda, they're once a month. I mean, if you got Bermuda, it's not growing. That goes completely dormant. All right. But yeah, although you're on the bi weekly or the monthly schedule, we still drive our property every week because you just never know. You know, you might get a lot of rain this week, and we're assuming it's not going to grow, but there you go. So although you're on that, that, that route, we're still available to give you that weekly service if it needs to be done.

How do you guys go about marketing that to your clients? Because that's pretty unique as far as, like, not breaking it down to we're showing up to MO every week on this day. It's more of like a maintenance contract. Is that kind of like how you guys have structured it for?

Yeah, we don't have a contract with our clients, but we explained to them that at least they have a set bill every month. So therefore, come springtime, their bill's not going up. You know, it's a set rate. So unless they choose to move or they cancel or they add any services, at least, you know, it's one bill, it remains the same. So that's good for them as a clientele to know. All right, I'm only paying, you know, $120 a month, and that's it. I don't have to worry about increasing, paying more in spring season.

Where do you guys kind of fall on that bracket as far as, like, pricing goes? Are you guys trying to, like, get that perfect median between not being too expensive or too cheap?

Premium clients? Yeah, I mean, the name speaks for itself. And we, we've told multiple, multiple clients that, hey, when you call, you know, just letting you know we're gonna charge a high price. Are you sure you don't want to shop around? And they're like, no, no, no, we've already done this and that, and this guy didn't do a good job. So they know that when, when we come out, we don't give our free estimates. You know, for us, the gas that we're charging you.

No, I mean, hey, it's gotta make money. Yeah.

Especially with right now, this year, especially with the inflation that's going on. Prices for equipment is increasing. We definitely did increase our prices as well. And we let them know the phone, you know, this is the range that you'll be in. So therefore, you know, you know, ahead of time before it would come out to do estimate. This is the range that you're going to be in. So they already know for flower bed enhancements, you know the range is going to be. So we like to be up front because, you know, it's time wasting to go out there and do an estimate, and then they don't come on board, or they could have went with someone else or maybe got another estimate. So we like to be upfront with our clientele and let them know what.

To expect everyone when they call. Right. They're asking for a price over the phone. They want to know how much it's going to be. Right. When they call you. They don't want to hear anything else. Do you think that range has helped bridge that gap and probably close more deals? Because at least they get something to think about while you're trying to get out there.

Yeah, yeah.

It does help with the landscaping. We already have, like a set price for maintenance, especially it depends on your property. If it's a cleanup, of course it's going to be more. But we have a set price for actual maintenance. So they would know when they call. Okay, this. What's your property? We pull up their address. We look to see if there's a corner lot or not. We ask them, do they have a fence, do you have any pets? And all of those things. So we qualify our clientele as well, just like how they're qualifying us. And then we have a base price. Lawn care maintenance. This is what it's going to be. And then if they need anything additional, then of course, then we go from.

There and we'll call and confirm and make sure that they're happy with the price before we send an invoice. Because we would hate to just. We don't want to waste your time knowing that, okay, you paid $40 for the estimate, but you honestly can't afford our prices, so we took your money. We don't. So we let them know, hey, it's going to be this amount. Are you sure you want to say send you this invoice? Yeah, yeah, yes, send it. So we'll go ahead and send it, but we. We're not in business to just take money and. And just run. We want to make sure that if you call us out, you can afford it and you're going to be happy. That's why we charge high, because you're going to get a bunch of other stuff with that.

And we like to make sure that the client is ready to get the job done. I know a lot of times they might shop around and they're not ready until maybe six Months later. So we like, when are you ready to get the job done? Is it within 30 days? Therefore, we know because once we book and schedule is getting done within a week. So we like to make sure that once we come out and do an estimate, you're looking at within seven days getting started.

Could you guys share a time with us when you either like lost your shirt on a job like estimate gone wrong or customer freak out?

Yeah. I first saw a job in Georgia. Oh, she did the estimate.

Oh, yeah.

She was leaving the post. She was going to lunch, and the gentleman called. She was already in the area. So I said, just go through the estimate. And then she did the estimate and then the payment went through. I was like, wow. Okay. So then we go, you know, we're buying the supplies and I walk on our property. I'm like, tiffany, you charged him 30 grand for this? Yeah, honey, yeah. This is an easy 5, 6. This is a lot of work. She's like, well, it's my first side job. I should have been here. We should have been here.

But although she came out really well.

It came out good. And we got four more clients in that space.

That's what I was looking ahead. I look, you might think I underbid, but once this goes on the website, once it's going social media, they're gonna see that we can do this, then we can get more. Now we can charge higher.

And now we didn't know nothing about side. We didn't know how much top sold calls.

Yeah, yeah.

College. We just looked at overall. We look, we eyed it. Okay, it's going to be this amount. That amount. We didn't even call around, but we didn't dip too much. We didn't make much. But at the end of the day, the client was happy, neighbors were happy. So we was able to get more business.

Yeah, we got more business after that.

Could you guys walk me through what it. What you're thinking of when you are doing an estimate for sod job?

The quality of the turf really, really matters the most. And also what type of sod, what type of grass do they need in their backyard? Some properties they may. In Georgia, we found that they would have Zoysia in the front and then Bermuda in the back. They would do a split somehow. I don't know why. Here, St. Augustine, we try to make sure that it's quality sod. We only get sod from certain places. There's Sodex and one of this spot.

Yeah.

So it's. And measurements. You got to make sure your Measurements are right over measurement. You know, if you get an extra half a pallet. Oh, well. But you don't want to get just enough because you never know.

And we charge high for our sod insulation. That's only because we offer insurance. So if we install it and something happens within the first six months, we'll rip it all up and do it again. All right. Unlike a regular sod company, they're going to come out.

They're just throwing the side anywhere. I'm like, yo, that's going to die. And literally, you know, within 90 days, it didn't even germinate brown. It's, like, complete. Like, they threw bleach all over it.

Yeah. And we actually will offer, like, a complimentary MoW. You know, your first MoW. So therefore, when it is, you know, 60 days in and it's at a good height, we'll come in, mow at the height it's supposed to, because we found that there's some people that will get new sod, and then they'll come and they'll mow it too low. So they're already killing off the surface.

If you're going to pay a higher percentage for sod, we need to make sure. Sure we're gonna do a good job because our reputation is on the line, so we don't take on every and any side job. We have to make sure that your turf is gonna work, because also the client, if you're already not taking care of it and you're just doing whatever, then we're gonna be back out ripping it up. So we try to make sure that the client understands how important it is to take care of your lawn. Water, irrigate, get the fertilization going. Don't walk on it, don't park on it, don't play on it.

Yeah.

And once we kind of get the idea that they're gonna, you know, be respectful. Respectful to the lawn, then we'll go ahead and submit the invoice. But a side job, you're gonna need a new back. Okay. Especially if you're doing 2 acres of plus like we did in Georgia.

It's not fun.

Yeah.

You guys have a bookkeeping service with lawn care.

Yeah. Elite Financials, that's a separate, more assisted company of ours. We tie that in with other landscape landscapers who need help. So they're going to come to us and they need, you know, they have a landscaping property or they need taxes done, their bookkeeping done, mentorship as well, so they don't have to worry about the Hiring process. They have a really big job and you know, they only need some maybe for a couple of days. They don't have to worry about hiring or going on. Indeed. And hey, just call us. We can provide you with a worker, one of ours or even we'll come out and help you out for, you know, a small fee and we can build a relationship with you and do your bookkeeping. So therefore, you know your numbers come tax season. And yeah, this has been working great for us so far. And we've discovered, we've discovered a lot of things as well in the industry. Like we were saying that there's landscapers out there who have all the equipment, but yet their systems are in place, their truck is a mess, they can't find anything. You know, you got to keep your equipment clean, you got to keep your truck clean. Therefore you're organized mentally and also will surround you year as well.

So which goes back to what I said earlier. Although we may not be mowing, we're still in that area because we're doing one property the previous week. But one of the companies we mentor is doing the neighbors. So they're like, hey, can you come out, let me know what am I doing wrong? Why is it taking me X amount of time to do this lawn? So, right, although we do this lawn here, we're going to be here mentoring this, you know, this business. Yeah. So we're still out there. Yeah, we're still out there helping and you know, trying to make sure everyone is on the same. We're not in it to win for ourselves. We want to make, we wish that all the landscaping companies can just come together. It'll be easier that way.

Easier.

Instead of being cutthroat, you know, this person does it for 100, this person does it for 15. And now you're cutting each other's throats, but really the supplies are still the same.

Yeah.

So the only thing you're taking a loss on is labor. So if we all focused on working together, then the only thing the client will have to compete with is work ethic. Right. Professionalism, customer service. If everyone prices was the same, we all can win.

Yeah.

But when we're so busy trying to cut each other's throats and you know you're ducking your head, like my Angie said, ducking your head when you see the other landscaper, you're not going to scale up that way.

Yeah, we don't plan on being like a million dollar landscaping because like, you know, we have other businesses, we have other interests. So we don't plan on being so big. We'd rather maintain the team that we have. You know, they refer other soldiers and keeping it small and tight and you know, six figure company is fine for us.

You don't need all that equipment. For the past two years we've been in the six figures and you see, you know, our equipment, you don't need much. You just need strong work ethics, good systems, you know, and just making sure you answer the phones. Gotta answer those phones, man. Even if it's scam like just pick it up, you never know.

So if anybody is looking to work for you guys in the area or looking for premium lawn care landscaping services, how could they find you guys?

We are on Facebook, Instagram, Elite yard services and our phone number is 813-573-2294. You can email us at eliteyardsoutlet.com and.

If you want any mentorship, bookkeeping, taxes, we we're on elite financials with the Z and that's on Instagram and Facebook too.

Sweet. Well, seriously, thank you for the interview.

No problem.

It's great meeting you guys. Thank you.

Just want to say a big thank you for you for watching sharing liking subscribing. We make these for you to learn about the industry, to hear about other businesses. So if you want to be featured on future episode make sure you go to mikeandies.com signup get your applications in because we're always looking for new businesses to highlight to tell their stories. I'm sure you have something to share and something to raise the level of professionalism in the industry. I hope to see you on a future episode of Zero turn.