#254 - How I Built This w/ Tommy Brandis

Hello and welcome to the Independent Dealer podcast brought to you by Buckeye Dealership Consulting. We continue our How I built this series this week with a real legend in the industry, Mr. Tommy Brandes. I think if you've been around, you've heard that name, you've seen him in the community and the Facebook. He's just a great wealth of knowledge and a guy that always gives back for sure.

You know, one great thing that, that he, that he said at the end, so make sure you listen to the end, was don't give it away. What I thought was take, take your ego out of it. That's what I'll say is take your ego. But he talked about how from being a bank collector to getting in this business and finally, you know, owning the whole thing. Jeff. I mean, what a journey. This guy's.

Yeah, and he's in Pennsylvania. He's got a single store right now doing about 15 buy here, pay here, 100% buy here, pay here. You know, five or six employees. Really? Yeah. Thirty years in the industry, just a fine tuned operation. So this is a great, great episode. We're gonna tell you guys to make sure you visit our sponsors so that we don't have to interrupt you during this interview. But Buckeye Dealership Consulting, obviously they bring you this podcast every single week. They're great sponsors, stand behind us and a great place to do your reinsurance. So obviously if you have not set up your reinsurance at this point in the year, get it set for 2023, get that company going so you can get that long term wealth put away.

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Yeah, yeah, they're great, guys. I reordered yesterday and I just shoot off one email and he shoots me back a receipt and it's done. And a couple days later, all my, yeah, it's such a hassle free way to make sure you're covered. And of course, guys, my favorite time of year tax times coming up. We are getting ready to get our fourth quarter program started in December and January where we're going to estimate their tax returns, we defer their down payment, we get them rolling today. So I'm doing training with all my sales staff today on how to sell the deferred down payment, what the best structure looks like, how to make sure we're covered or at Least put in as many, you know, backstops to make sure that that customer successful and gets their tax returns back to us if.

We don't get their tax money. Oh, Jeff. Make it easy for them, right?

Yep. Yep.

And here's the episode.

You are listening to the Independent Dealer podcast with hosts Luke Godwin and Jeff Watson. Yeah, the beginning 30 plus years ago, I worked at a local bank and I was senior collector and in charge of liquidating repossessions at the auctions and such. So to wrap it up pretty quick, my repo guy knew the owner of A and T, Chevrolet and Subaru, which was Bruce Allen at the time. And Bruce was. Had this idea he was out at Nada in San Francisco and ran into a. I guess it was Rick. Rick Reeves had had a seminar going on about buy here, pay here in a box, which was gold key credit back then. So he bought the business and he was looking for a guy to run the business and my repo guy told him about me. And I interviewed and it didn't work out good at first because they weren't looking for a banker, collector, or a sales guy. In my second job was selling skis to support my skiing habit. So I didn't fit the bill. But after I spoke to their, you know, I guess I was a different guy because I believed in, you know, most of the customers that I was repossessing were good people, you know. So after a couple interviews with Rick and a couple of his top guys and decided to take a chance on me. And 30 years later, here we are. Wow.

So I want to know what happened between then and now. Like that 30 years, that's what we're going to dig into. But you, you started out as being kind of the, the general manager in this new car store guy, right? He said, hey, correct. I heard about this buy here, pay your thing. It sounds kind of cool. Let's get into it. How did that first start? I mean, did he say, hey, I got, you know, a hundred thousand dollars, let's put them on notes or hey, let's just sell them off the side of our new car store. Or is it what he had?

That's kind of what it was. It was. He had a. There's a used car dealership across the street from his location. And basically his idea, really, his idea was a little side diversification thing of the place to offload trade ins. Yeah. So, you know, just sell 10, 15amonth. He had no idea what it was. He heard about buy here, pay here, Rick's gold Key program at the time was like buy here, pay here in a box. It was like buying. It wasn't a franchise, but it almost was. You know, everything showed up. The software shows up and the popcorn machine shows up and the Coke machine shows up. And I went out for a five day training. They call it a boot camp. I call it more like training for the seals without being stuffed in the ocean. You know, long training days. But came back and just kind of started and sold, sold car one and, and it was. We had 111 cars started June 1st, had about 111 cars on the books by December and only two charge offs. And our accountants came to us and when. Where's all the losses on this thing? Because you owe 140, you have a, you know. Oh, you. $140,000 in taxes. Like what do you mean? So thank God we had a new car dealership or we would have been out of business at that time. And that's when Bruce put the money. And there was really no money to put in in the beginning because it was all his trade ins and some stuff we were buying at the auction. And you have to realize, I mean the cars we were buying then were, you know, a 78 Chevy Chevette for 350 bucks and selling, you know, reconning it and selling it for 995 or 1195. You know, if we, if we don't, we didn't. When we got to 1995 cars, we thought we were, you know, on, you know, on the, on the road to major success.

So yeah, our business started at the same time, Tommy a little bit older and I remember exactly what you're talking about. Those cars that, that you were buying for 150 or 200 bucks and you were selling them for 1200, $1500. It was, it was, it was easy back then, you know, to make these numbers work.

Yeah, 40, 49.9%. 40 weeks at like $45 a week and you were done. So you had no charge off because you were out of the loan before, before the customer had a problem, you know.

From the payment and put it in your pocket so you could try to hide some of it.

Yeah, yeah. So we, yeah, I mean we grew, we grew that after we, after we paid that first, you know, obviously he lent the money, paid the taxes and then we paid that down and he never really took the money out of the business. It was just kind of this thing that just built, built, built, you know. So.

Let'S go back to what you did before. You got into this business before you lured away. And I think it's so important that you had that banking background, those collections background. You understood the asset. How important was that to get this thing going?

I think. I don't know. I had a knowledge of vehicles, I had a knowledge of the auction. I had a knowledge of people having trouble with credit, you know, but other than that, it really was completely different because I started selling cars to the people I repossessed, you know, because the bank, there was no. There was no working things out with a bank.

Right.

You know, and in our business, that's what you got to do. You know, I've said it on numerous occasions, and I picked it up at a 20 group years ago, but we're in the car business to create a relationship business. And it just, I just figured, just. I just. It just got me. It figured that out, you know, and, and the first, the first car I ever sold to Pat and Glenn, we just sold last year their fourth generation, their. Their grandchild, a car, you know, so we sold. We sold their parents. They bought the first car. 1982 Chevy Celebrity in blue. Chevy Celebrities were the point car back in 92. Man, they were. They were the bomb, you know, especially if you had a Euro Sport. Anybody who's been in the business long enough knows what a Chevy Celebrity Euro Sport looks like.

100. 100 with the floor shifter. The Euro Sport.

Oh, man. With the floor shifter. It's all over, you know, so. Yeah, so. Yeah, so that's. So that's kind of how it's been. And I still have, you know, customers, kids buying cars for me today from back then.

So, yeah, you know, last night, you talk about that. Last night I was. I had to go to Home Depot and I walk in and I needed some help. And I walk up to this guy and as soon as I saw him, I'm like, hey, man, I sold you a car years ago. He's like, yes, you did, Luke. I know, exactly. He said, I cannot believe you remembered me. And he said, you know, I was just in the military and I've already retired from the military now. He said, darn, you've been doing this alone.

Yeah, yeah, it's just great. It's crazy. That's what I said. You know, I feel like I started when I was four years old, but, you know, to be, to be a back in the day guy and. And still be in your early 50s is. Is kind of crazy, you know, or mid.

Our mid-40s. Yeah, so.

Or mid-40s.

Yeah. All right. Let you guys, old people reminisce about the good old days. Tell me. So I want to know more of your story. Right? This is how I built this series. So when you continue to build that dealership with the help of the new car store, I mean, what point did you guys get to? Was it kind of slow growth the whole time? Or did you realize, hey, we really got this thing figured out. Let's ramp it up and take it to, you know, try to really maximize this thing?

Well, one of the. One of the great. We ended up join. We. I'm trying to think. When we joined that 20, it was Chuck Banana's first 20 group. And. And I don't think that was Till like about 98, I think is when you joined that. But there was a. There. The Gold Key group had like its own 20 group. Cause everybody was on the same software, so they had their own conventions and things like that. So in 1995, we opened up a second location about 25 miles north of us. Cause that's what you did. You know, back then it was small towns. There was no Internet or the Internet was just starting. So your only form of advertising was the penny power, word of mouth. And word of mouth is powerful then because you also didn't take credit cards. So. And. And the majority of people were on weekly payments. So every Friday, 75, 80% of your customers would be walking through the door. You know, so you knew them. And, and, and it was. It was. It was, you know, you knew everybody in the town, and the town knew you. You couldn't go out without, you know, hey, Tommy, shaking hands, knowing that person, knowing the kids, knowing if the dog was sick, knowing they got a new puppy, you know, things like that. So. So we grew. We opened up the second location in Allentown in 95 and ran that up until 2000, the end of 2013. And it was an old. That was a big old dealership. And by that time, running to anybody who has one location now and goes to two or has done it, knows that you're not opening a second location. It works like three, you know, because it. It takes a whole lot more time to travel between the two, to monitor them both, to put out fires at both and all that. So over. I could just never get two to run right at the same time. I can always get one to run right. And there was something wrong with the other one, you know, I could count on one. I can count on one hand where I had great months in both of them, you know, at the same Time. So in, in, in 2013, we, we shut that location down and I opened up, we had an RFC and I opened up a on off site finance company like in a strip mall. It looked just like a, it looked just like an American Financial or anything like that. Right in Quakertown, where I'm located now, which is about dead center ground zero between Allentown and my first location. So really if you drew a 20 mile radius around Quakertown, that's my, that's my blending area still today. So we figured we open that there, that, that we, we could still market the, the Allentown customers because at that, you know, now, now you're getting into everybody's paying ACH or credit cards. So. So you really only met the customer once or if they had a problem, then they would come in. So.

So you grew it to the second store and then decided to trim it back to one.

Yeah, about weird. Yeah. We were doing, our goal was to do like 45amonth and we were always hitting like 35. And some months we'd hit 45 and once or twice we'd break 50. And that was cool.

Yeah.

But the shuffling of the cars back and we had a, A re. I, I ended up opening up. I never opened up a service center, which is probably a more of a regret now that I look back on it, but maybe a blessing also.

Why is that?

I don't know. I just, I, I look at it today and the cost of car, the cost of recon and all that. If I think if I had one regret, I probably would have opened up a service center and kept one location instead of going with two and never opening up a service center, you know, but because we were renting next to it. So we had a detail shop and inventory control center. But yeah, we're shuffling cars back and forth and this person needs that. So it was like, it got to the point where it was like, okay, this is too much.

You've outsourced every repair from day one.

From day one. Correct.

Wow, that is, that's definitely a lot of spent money, isn't it?

Oh, man. Yeah, there was. Yeah, I made, I made a lot of. I made a lot of people rich. I still struggle with it now because, you know, it's the old pigs get fat, hogs get slaughtered, and you start with a new recon center and they're great, great, great. And then all of a sudden the prices start creeping up and then everything needs this. And then we raise our labor rate and it's like, oh man, here we go again.

Yeah.

Then you hop to a new one.

Same thing's happened in department too, and I own it. You know. Do you still have that, that off site RFC or finance company?

When Covid hit we, when I moved, what had happened, There was a location that opened up about a quarter mile away from the RFC that was perfect for a car lot, really. Right in the center. We have one major road going through Quakertown and every, you know, within a. Within a par 5 of my car lot, I have, I have Kia, Ford, Chevy, Mitsubishi, Hyundai. You know, who am I missing? All the players. So we're right there. So during COVID we. We ended up shutting. I mean, it was beautiful. It was fun to sit in. I had it. It was a great, you know, you walked in, it was a real nice office and I had a big office in the back, you know, with all my, you know, sponsor footballs and basketballs and whatever and. But when you're sitting there with COVID and nothing to do, you're looking around going, well, if we, you know, add in the back and, and make a little office in the back here, we can just bring the finance company in house, you know, and once you check your ego and say, yeah, it's really cool to have this finance company off site, you know, and a big office, and then you look down and you're saving about 40 grand a year, you know, in overhead and aggravation, the decision was pretty easy. So, yeah, so we shut that. We shut down in 2020. Why? Actually, why we were closed. We ended up bringing everything in house by the end of 2020. And now we're all just one big happy family under one roof.

That's good. I've always thought that that would be the next kind of. If you didn't want to open a second location would be to do that and then you could do some outside lending. But it sounds like, I mean, it sounds like you could just do that all in house.

Correct? Yeah. I'm at the point now after Covid, both my kids are grown. My future son in law is actually my sales manager, Gunner, and he's. Man, he's got more talent. I started, I started in the business at 23 and he's 24 and you know, he doesn't think he knows anything, but man, the kid knows so much compared to, compared to where we were back when his age. So we're kind of, you know, building the business where it can be his and he can decide if he wants to grow it bigger or, you know, at 25 cars, 20, 25 cars a month off that lot. He makes a lot of money and it's really in the grand scheme of things, a part time job, you know, because that, that's how I kind of built my business, you know, to, to be able to be with my kids instead of growing it to 2, 3, 5, 10 stores, you know, and working, you know, so much.

Well, walk us through that. Tommy, at what point in this journey did you take over the ownership? Because if it was the new car guy that got you started, did, did you buy in equity over time or did you buy him out or how did that.

He was, he was really smart. He, he was A and T, Chevy was Allen and Thompson. And Thompson was a huge dealer in our area. And my owner, partner, Bruce worked for him. Long story short, they had some business dealings and Jack Thompson helped Bruce Allen open up A and T Chevrolet, which Bruce ultimately bought from Jack. So when I was about 27, 28, he must have seen it happening cause it was about four or five years in the business and I'm making good money. I'm 27, 28. I'm like, okay, is this what I'm doing the rest of my life, you know, selling old cars off of this little car lot? You know, is that, is that the whole game plan? And he came to me and said, look, I'm not going to give you a raise. He goes, you'll just pissed it away on, you know, booze and strippers or whatever we were doing at this time. And he goes, but this is what we're going to do. And he started giving me a percentage of stock each year. And it was small in the beginning, but that was, that was my bonus. Each, each. At the end of each year I got a percentage of stock. So it just grew, you know, and it got bigger and bigger and bigger. And then we got to the point probably I was, let's see, yeah, about 10, 12. But we started talking about 15 years ago and it was like eh, you know, he wasn't too sure about it. And then long story short, we just sat down and said look, we need to put something in place. And, and that's because I had about, I had about 18% at the time. So I had a good chunk of money, you know, that if I wanted to walk away and do something on my own or whatever, I could have, you know. And I said, but you know, we got to set this up for you and me and for your family if something happens to you. So that's where we work. We, that's when we created, we had to create the RFC to create losses to be able to purchase the. The business for what it was actually worth and not 100% of the receivables. So he was real fair. He floated the note and I paid him on that. On that loan unfortunately, till he passed away and then. Then ended up getting with Primal end about 2016 and paid off the estate and everything. And now Primal End is my new owner.

Yeah. I don't know if you want to be. Yeah. Them or the.

The spouse.

The widow of a ex partner. You know, that. Or an estate with a bunch of kids that now.

Yeah, yeah. That was the thing, you know, he. Yeah. I'll tell you, I'll take Prime one. That's what it was. Primal and things logically all the time.

Yeah. You know. Yeah, that's true. Yeah. I take the emotion out of it. So. Yeah. So what's your day to day now? I mean how are you involved? It sounds like you've got a future son in law that's handling a lot of the operations. That something. You're still in it daily. Are you there?

I. I'm. I'm at the one. You know, I'm sitting in D.C. today.

Yeah. I definitely traveling a lot. So.

Yeah. Yeah, I can travel. You know, fortunately with, with the Internet. I'm always in the numbers and I sit and I track all the numbers. I know what's going on and all that. And I'm in a dealership probably four times a week. Not sometimes for, you know, six, seven hours, sometimes for two or three, you know, still buy. I kind of buy the cars. They, they do the stuff that's in. I get bored real quick if I'm in the dealership and we're not selling.

Yeah.

You know, so I can only clean up so many things or whatever. You know what, I'm gonna go out and take a walk in the woods or, or you know, something, you know, so.

So tell me you're a numbers guy. I love that I am as well. Can you share with the audience some of the numbers you're tracking?

David, I created a spreadsheet. I'm going to call it like a mini 20 group composite, you know, years ago, which, which tracks. And I manually put those numbers in every week myself. I've been offered the opportunity to have the report auto generated and I don't want it, you know, so it takes me about an hour a week. I do. It used to be Wednesday nights and then I changed it to Friday so I have the weekend to do it. You know, when I got a little busier doing stuff. But. But the first pages is gross profit and cash collected and delinquency. And then the second page is retail cars, retail and wholesale cars sold that week. And then the third page is in stock, inventory, resale and wholesale. So. And I just, I've been doing it since 2002. So I'll do a 10 week section and then I'll take that 10 week average and plunk it into another spreadsheet, which gives me a trend, you know, So I, I have awesome amounts of historical data on my, on my business, which is, which is kind of fun. That's the kind of stuff in buy here, pay here. If you don't know your numbers, I don't know how you sleep at night. I know my numbers and I don't sleep at night.

You know, that's maybe why you don't sleep at night. The rest of it just oblivious and certain amount of stupidity.

Yeah, sometimes. Yeah. Yeah. I've seen a lot of people. That's a great. It's a scary thing about this business actually is I've seen a lot of people walk around in oblivion and still make a lot of money in spite of themselves.

You know, I've seen that in 20 group numerous times. And you're like, how in the heck does this person just print money? Oh my God.

Yeah, this, this dude's to the left of me in the book and he don't even know what the hell is going on in this store. I'm like, maybe I'm the problem.

You know, I. I think sometimes we can analytical and slow sales down. I mean, maybe. I don't know. Maybe that's what it is. I don't know.

No, you know what? It's. It's true because there's a lot of things that, that I've done for so long. And finally Gunner is, is. Is getting a voice and saying, yo, dude, you know, that's not how it's done anymore. And this is what we have to do, you know. And finally I'm starting to hear enough going, yeah, maybe the kids, right? You know, just because it worked. Just because it worked. Back when, you know, when we scribbled on. On ledger cards for notes, you know, it may not. It may not be so true today. So. So yeah, sometimes. Sometimes this old guy's got to get out of the way.

Yeah. Tommy, that makes. That makes me think of two things. When you've been in the business that long, and especially in one community. Two. Two questions for you. Do you do you end up knowing so many people in the community or. I mean, it seems like at some point you would have sold and, or repoed everyone in your town and you kind of like ran through the customer base.

Does that happen now? The town's a little bigger. Quaker Town's about 30,000 people, but really Allentown, Allentown, Bethlehem and Easton is, is a half hour north and, and you're talking a couple million people up there.

Okay.

So yeah, we do have a lot of repeats and a lot of people know who we are, but we've created the relationship for that many years. So, you know, you're always going to have the one star review, but that's usually somebody that comes in and you know, they don't take care of. I can, I can justify all my one star reviews.

Yeah, they didn't actually interact with you. So what about yourself? I mean, talking about burning out customers, how do you not burn out yourself after that amount of time?

Just kind of keeping it fresh, going to, you know, always looking for new things, always looking to learn now, you know, getting where I'm at and not really, I don't really need to grow the business. So monitoring it the way it is. I think what's fun about it now is, is you could, you could just keep adding horsepower to a motor, but that doesn't make, that doesn't make the car faster, you know. So, you know, now you go through and okay, figure out what you got to do now you need suspension or maybe you need a different transmission or. So I'm kind of like fine tuning the machine and, and the new, the new, the new fun thing to do is to see how, how efficient I can make this machine work on 20 car, 20 sales a month, you know, and then go out and, you know, you know, startup Covid. Covid took away so much from all of us, our hobbies and all that thing. So, so to be able to sit back and look and get my, get my hobbies back, you know, that my kids are. Before it was the kids, you know, we always did things with the kids and kids had, you know, events and, and activities and all that. So. But now it's, it's kind of a new phase, you know, so I'm really kind of learning as I go now. But yeah, that's great.

I mean, I think sometimes, you know, having not been in it as long as you are, but it definitely can wear on a dealer. When you talk about all those, you know, the KPIs and the numbers, you're looking At. And just the fact that you're not able. The formula you had, you know, even 24 months ago doesn't work anymore. So you.

Right.

I constantly struggle with wrapping my brain around the fact with like, man, I'm selling a $15,000 car now. Like, how's anyone affording this is working.

Like I said, I sit and look at it every day and just when. You know, when could. Because. And there's a day of reckoning coming in our. In our end in. In terms of severity of charge off charge, you know, because we're still. So we're still selling. We're still selling a 2010 Focus, you know, but the car that was 40, you know, before COVID My. My model was a 40$500 ACV for 99, 95 for 30 months. Knock it out of the park, you know. You know, now that $4,500 car is a $7,000 car, but it's the same freaking car.

Yeah.

You know, now you got to mark it up to 12, 9 or 13, 9 to make your numbers work. And all you're doing is adding, you know, charge off at the end of the loan. So we don't know we're in on uncharted water. All we can do is. And that I think that's kind of where. Where I'm almost afraid and it. And it's maybe hurt me in a sense is I haven't sold as many cars as I probably have should have over the last few years. But now that I'm seeing things kind of stabilize and prices coming down a little bit and. And the good customers coming back, you know, that 580 credit score is going to be back in our. In our dealerships in the next six months. I mean, they're showing up already. When I used to watch them just walk across the street and get a new Hyundai. So part of the waiting game for me probably cost me some money and made the struggle a little tougher in the past few years. But I think it's going to pay off now in the next few years because I was around for the 08 crash and I think I made more money from 2010 to 2012 than I have since 2012, you know, because it was just. Those years were magical. And I think that's. I think that's coming back.

Yeah. We always talk about the ride to the bottom being very painful, you know.

Yeah.

Like you said. And if we get kind of hit double because now the cars that we sold for a ton are now worth even less. Yeah. So you you might have been good by being cautious. You're just going to have a little less of a severity of charge off. You know, I've already, I've already seen.

I've already seen charge offs go.

Oh yeah, three.

Yeah.

My November is record.

Unfortunately our, fortunately our frequency is, is, is better than ever. But the severity, you know. Yeah. Because now you're just writing up. When I look at a five thousand dollar balance now, I'm like, man, that person's paid off. Yeah, 100.

I call, I call that a low balance.

Now.

That's a, yeah, that's a low. About five thousand dollar accounts. A low balance when that used to be like, you know, a new account. So yeah, it's a definite, definite change. I'm, I'm glad I have the hit. I'm glad I have the history of what's happened before and I'm so fortunate and we all are to have avenues like we're, you know, like we're discussing here. Like we're on right now in a podcast and you know, we were at super forum and, and the buy here pay your success page and your page and Amanda's page and, and Jim Rhodes with the morning show. Like all this stuff is just so we're so fortunate to have all that now, you know, to bounce off of. You know, we have one question. Bounce it off of 400 people in a half an hour. It's pretty, pretty awesome.

Yeah. Tommy, I, you need to be commended for the, what you've given back. You, you help people, you go out of your way to, to do that. What, what's the one thing that you can take from your 30 years experience and, and say right now thing that you, that every dealer should be that, that you do.

You get you be. You become an entrepreneur for freedom. I think I heard that someplace. I, I don't have, I'm not, I'm not a really smart guy. I'm just a good listener. So I usually hear a lot of things like that and I think you gotta, you have to ask your, yourself why do you wanna, you know, why do you want the certain what are your goals and why. What are you really doing it for? And why are you really doing it? Do you wanna, you know, do you want to be king of the world and sell a million cars? But why, you know, I, I take it back to when, when my oldest daughter who will be turning 25 shortly and is on her way to become a physical therapist, I got to call her doctor, which is like crazy. But she was in her she was in her. She was in her crib on a Friday morning, you know, so we're talking 23 years ago. And I left before she woke up in the typical buy here, pay here Friday, you know, fires to put out and BS left and right. And I got home after she was asleep, and I was like, man, I missed an entire day of my daughter's life because of work, because of BS at my job that I run. It's my choice. So at that point, I made the choice to kind of keep the business providing for the family and, and providing for the things I need. And that's it. You know, it supports the family. It's allowed me to travel. It's allowed me to. You know, if you follow my Facebook page, it's my journal. And I, I'm. I think, I think if you're getting into, if you're getting into any business or running any business like this, if there's any advice I can give you is, is worry about the commas and periods in your life, not the commas in your checkbook, you know, and run, run, run the business successful enough to. That you can enjoy your life. So I, I. Because, you know, I've done it all. I tried to grow two and was going to grow to three and had this and that and 15 people working for me and, and I'm making just as much money now with, with four and, and sitting here talking to you guys on a Wednesday.

Well, that's. That's amazing advice that everybody should take.

Yeah, Tommy, I think we got to wrap it up on that, man. That, that really drives home so much of what we do here. So appreciate your time. Thank you so much.

Yeah, I appreciate this. Thanks. Thanks for reaching out. Like I said, I feel like I made it if I get to be on your guys.

That's a, That's a quote right there. We're taking that out. Turn it into a commercial.

You bet. Hey, you guys have a great. Have a great Thanksgiving. Thanks for having me.

You too, buddy.

Thank you. Take care.

Yes.

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