[00:00:00] Speaker A: Hello, I'm Jeremy Rivera, your unscripted podcast host. I'm here with Conrad Co. Why don't you give us a quick introduction to yourself and what you're working on right now as the small business level. [00:00:12] Speaker B: Sure. Well, thanks for having me on, Jeremy. I am an operations manager at Exotic Vehicle Wraps. We specialize in automotive aesthetic restyling. And that's like a long way to say we wrap cars and make them look pretty. It's the custodial engineer version of what I do. We protect them and we aesthetically restyle them. [00:00:31] Speaker A: So. [00:00:31] Speaker B: So think of anything you can do to a vehicle to make it look better. In some cases be more functional, but primarily look better. And we are one of the nation's the top shops for that and one of the longest running shops for that. [00:00:44] Speaker A: Interesting. [00:00:45] Speaker B: My background comes from half and half. So started as most kids without a college degree in retail management, you know, you start flipping burgers. And then something about me said, I bet you I could run this place better than the guy running this place. And the aspiration kicks in and you say, well, let's put your money where your mouth is. And then received a scholarship to go to Berkeley, Boston, not California. Two E's, not ey. And my focus was music composition and music education. And so the route I was going towards was teaching music. Found a job as a designer. In the meantime, while I was working my way through kind of the rungs of getting into a public school in Loudoun County, Virginia, where we are. And from design I went into print, be a better designer. And then from print I went to installing signs and vinyl so I can be a better printer. And then from installation I went to management because I knew I could do the job better than the guy who was running the shop. And that was about, it's been about 20 years now. [00:01:46] Speaker A: Wow, that's. I love hearing the journey because what we kind of, you know, I also am not a college graduate. I started and I did like a year and a half, which was as long as I had done, did really well on the Star 9 test. And like, oh, yeah, that was enough money for a few semesters at community college. And then wound up getting into digital marketing by going through customer support. So definitely, you know, and now I've been in this industry for 19 years of SEO in digital marketing. [00:02:19] Speaker B: And I see, I, I, I've seen more and more as I have conversations with other shops, shop owners throughout our industry, you know, because we're a niche part of the automotive industry. [00:02:29] Speaker A: Yeah. [00:02:29] Speaker B: So it's a very tight community. And as we're talking to each other, it's really, really rare that people have found their way into entrepreneurialship or just management of these shops through the traditional way of education. The amount of people still who think that you need a diploma or a degree to know something is far too high. Where as someone who is hiring people and making decisions, you as well. Looking at a resume, I would rather have four years of hands on practical experience at the thing you're trying to do than a degree saying I'm good at it, you know, no, that's definitely, I've always valued that more. [00:03:10] Speaker A: Definitely. There's a fantastic interview with Mike Rowe of Dirty Jobs where it gets pretty graphic because he describes castrating sheep as an example of the two types of knowledge of agnorisis and peripatea being book knowledge and experienced knowledge. And basically like, you know, they, they would put a rubber band on a, on a lamb in the books and say that was the safest, most humane way to do it. But in the field that rubber band that the lamb could not function whereas otherwise shink, shink, you know, pretty graphic stuff. But then the was bouncing away, happy in the story or relatively happy considering what had just happened. So I think, you know, conceptually as a society we are facing a place and time where the structures that we've been told to invest in, as far as education being the only pathway, you know, there hasn't been as much drive. There was not a entrepreneurship counselor at my high school. There was not an entrepreneurship interface or that I knew of as a general student. Even at community college, which is supposed to be, you know, more at the citizen level. And none of my, you know, four year degree friends really looked at entrepreneurship. It was always aiming to get a position at a company, you know, that was the dream. [00:04:37] Speaker B: Exactly right. And that's what all the guidance counselors were telling you to do. What do you want to be? I want to be a captain of industry. [00:04:43] Speaker A: Okay. [00:04:43] Speaker B: I mean, or let's. What about garbage man? You know, like more realistic, you know, and it is very, very much a quota style of, of rearing. There is no quota. But it does feel like that where it's like, okay, let's join the workforce. Well, it's not always, especially in this industry in, in wrapping cars, protecting tinting, detailing. It's very much a mentorship, protege relationship. There isn't a good vocational school you can go to to learn this. The majority of the information to do this job well is online. So you, you have to. In my industry, if you want to find someone who is going to be a successful employee leader, high value employee, whatever it is, there's more gut involved in it. There's more of a vision on myself and my leadership staff to see the potential because oftentimes that, that traditional education is not on a resume. [00:05:41] Speaker A: Yeah. [00:05:42] Speaker B: So you do have to be able to throw out that old business school mentality of hope as a strategy and you do have to kind of incorporate a little bit of hope and optimism into your strategy, I think. [00:05:58] Speaker A: You know, you mentioned like a lot of the resources about what you do are online obviously in digital marketing and what I do, SEO is literally all online. You know, there is, I mean I think I have heard a couple, a couple of my SEO colleagues saying, hey, they submitted information to teachers so that they could put out, you know, curriculum. But even that I looked at it, I'm like, this is going to be out of date by the time that this gets approved to publish in the next year. And there's no way that you're updating that every year. So you know, even if you do take a digital marketing class in college, like the hands on practical of it is so changed. How are you seeing, you know, that the influence of new programs like GPT, Claude and machine based learning tools both in your industry, any impact on the people you're looking as prospects? You know, there's kind of a superpower and then kind of a brain drain fear of it. Is that true in the field or is that hysteria? Is there or is there real downsides or upsides that you're seeing in small business? [00:07:07] Speaker B: Both more upsides in my field and I think a lot of people who are in a quote unquote trade. Right. And I'll say that as in some sort of a production where 90% of the byproduct is a service. Right. So it's not, it's not software as a service, et cetera, et cetera. Where a lot of the pitfalls in those regions are that GPT or Claude perplex lovable N any of these AI tools will supplement and take the place of actual work. Right. It allows the worker to skip too many rungs in the ladder and when they have to go back and troubleshoot, there's, there's a gap in, in their knowledge base. We wrap cars with vinyl that's sticky. So what we've been using AI for has been mostly beneficial for us. So I'll talk about the pros of it in, in, in my industry and some of the ways that we're using it here at exotic vehicle wraps, what it's allowed us to do, specifically lovable, where we've been able to build apps that are our own, that we use in house to structure our consultation process, build workflows, you can kind of see some of it on the whiteboard, have it check our math and use the LLMs to say, you know, does this spec outside of just the four walls? Because any small business owner will tell you it's very difficult to see anything outside of your business, whether it's brick and mortar, home based, anything outside of that is foreign policy. So in Loudoun county, we're the richest county in America. And so a lot of the pricing models, a lot of our consultation models, our labor percentages, our material costs, we're in a bubble with that because at the moment we step outside of Loudoun county, we see our pricing drop significantly. We're 2 to $3,000 over the next county over. But when we try to draw business from those counties, those tools specifically, Claude, is incredibly helpful to have us kind of scrape the competitor's site and see where do we stack up, because we are a national brand. So where do we stack up with Richmond, which is two hours away, or Virginia beach, which is four hours away? Because we do draw clients from those areas. Another way that we're using it, that's a, that's a big plus is in our pricing models. It helps us confirm that when we're pricing these things out, because we are pricing emotions out, there is a product and a service. But, Jeremy, if you want me to wrap your car for you, you are emotionally invested into this process. And when I tell you that your Tesla Model 3, I hope that's not your real car, I don't want to dox you, but just because everyone can see that car, that Tesla Model 3 is going to cost you $4,800. Hypothetical number, that's not an insignificant amount of money. And so we have to make sure that when I'm saying $4,800 for that wrap, that my margins aren't incredibly overinflated or that we're not leaving too much money on the table, we're not going to go out of business. Tools help us determine, you know, is my labor percentage where it should be, are my material costs where they should be, and is my profit margin where it should be. So when I tell you, Jeremy, your Model 3 is going to cost 4800 bucks, I know that my P and L is going to look right, that I'm going to be healthy. But you're also not thinking of us as pirates. I could have done it for 2,400 bucks, but you, you know, your Warbley Parkers tell me you could afford 4800. It's not that situation either. So those are the big pros for us making sure that that pricing stays relevant, not obsolete. You know, we've done it always this way for 10 years, so why mess with it? The cons come into the marketing side of things. We're not using as an industry. We're not using or adopting anything that protects copy. The copy that we're writing for our marketing or on our website for SEO against AI plagiarism. If I can just prompt and I can generate an entire website and the H1 tags are correct in my paragraph, and I'm using the, you know, the, the subject line at eight different places within the first scroll. And what that does is that that introduces a uniformity into the marketing to where no one is really standing out. It appears that every option is the same and the SEO is confirming that that is the right way to do it, because those methods do drive traffic. We've been around now for going on 16 years in an industry that's only really 18 years old. So when we decide to use those tools, it does not differentiate our longevity and experience and influence in the industry against another shop who's only been around for three months when the marketing looks identical to each other. Anyone with a great camera can make great marketing with these tools. But counterpoint to that is that it sets the stage for a heavy meritocracy. It's very easy in that environment for someone to differentiate and disrupt and let the cream come to the top. Because if you really have the goods and everyone else is out there and you and I can look at copy and we can tell what's AI generated because no one uses dashes. Nobody does except for GPT and AI models. But then if we can see that and put one or two things up that disrupt that model, then the organic traffic we gain from that is the juice, then becomes worth the squeeze, I guess, if I can say that. [00:12:43] Speaker A: Yeah. I was talking to my friend Michael McDougald about a concept of information gain in digital marketing content. And then with my other friend Timothy, who is working for, you know, a precast wall company, and we were kind of digging into the fact that yes, you can output a bunch of stuff through GPT really quickly, but if what you're putting out doesn't have how did he put it? It was a industry forwarding information in it. If it's all a level playing field, you know, the best GPT is it's only as good as the training database that it pulls from. And at a certain point if you don't add something fresh or new to it, it's going regurgitate itself and only be able to rise to a certain level of new information. Whereas, you know, two people that have been doing something, you know, for a long time, you and I, in this conversation, we're discussing things and topics based off of our shared different experiences that isn't, you know, going to be in that AI training database. We're discussing a synthesis of new points and data points of what's going on. So, you know, as art, this, you know, podcast goes out and turns into content and turns into a post here or there that's, you know, new information and. [00:14:06] Speaker B: Yeah, and we're training the language model, right? [00:14:08] Speaker A: Yeah, we're, yeah, we're, we're training the language model. One of the, my favorite interviews in the past couple months is with Jason Bernard of Calicube who said that the best way to optimize for these LLM tools is to think of it as, you know, training the database. You know, putting factoids, you know, he was connecting, connecting something, some information about his cartoon characters, you know, that they were animated characters. And he had to train Google by doing several interviews in places in reference to come up with the snippet, reference enough time times to connect to the Google official database, the knowledge graph that appeared for those two characters names to get them to be recognized as cartoons. And so if we think of the marketing side of things in this LLM influenced age, as you know, how do we not just play with the tools but add something new into the marketplace, add something that moves the industry forward. That's going to be, yeah, that's, that's where the meritocracy comes in. Because if you're just a small business owner like, okay, well I can cut off part of my marketing budget because I've got, you know, I can copy and paste from GPT and generate 20 blog posts. Why was I hiring anybody for this? You know, that's only going to rise to a certain level and that standard, you know, the arms race has increased, you know, very much so. [00:15:37] Speaker B: It's a great analogy. The arms race has definitely increased and we use blog posts, you know, as well. And now as you know, it's really, it's a tool for, for it's more organic content on the page. But as. As people who are using digital marketing to get clients through the door. Right, the digital door in your case, the physical door in my case. We're also consumers. And a lot of times what I find in talking to other shop owners, they'll call and I mentor a few of them, or we just share ideas. They've stopped considering themselves as a consumer of their product or as an employee in their building. And when you look at the copy in your blog post or you look at the copy on your Instagram, right, where it's just, you know, form meets function, and then it's an. [00:16:30] Speaker A: It's a. [00:16:30] Speaker B: Some emoji and whatever, you and I as consumers can see that. And it does not rise out of the uncanny valley. We see it and we know what's happening. Okay, great. The benefit there is because we know that's what's happening. When I actually make an Instagram post that I've taken from my camera on my phone, it's not retouched. In Lightroom, I know the algorithm's pushing that a little bit more, and I have an opportunity to actually communicate with not the industry, but a potential client in my voice there. I believe I have no data on this, but it is my belief, lawyers out there, that the average consumer does see that and gets a little bit of a subconscious nod that this is someone writing this. It small arises your company, my company, in some ways. And a company like mine needs that. We're exotic vehicle wraps. It makes its own SEO gravy right off the rip, but it doesn't attract to people who have Camrys, and neither does always posting the Ferraris and Lamborghinis and Rolls Royces. And if you go to our Instagram, scroll back a year, just one year, and you'll see such an obvious difference in how we marketed this company. One year ago, it was incredibly high glamour, you know, beauty shots. It was a portfolio of the work. Not the hand that did the work, just the end product. Because we've always laid in the cut in terms of how we market ourselves. It's always been head down, shut up. No one cares about your brand more than you do. So don't spend too much time marketing the brand. Market the work. And so a lot of our photos were, yeah, glamour shots. These, these could and have been in magazines. Then about a year ago, when we noticed whether it was the uptick in AI or someone SEM rushed and said, this is what works, we changed it and we decided, let's show the hands that do the work and smaller eyes image. And we started making more posts about highlighting the installation process. [00:18:38] Speaker A: Yeah. [00:18:39] Speaker B: And then we stopped taking so many photos every single day of the final product and started cataloging the entire process. As in, Jeremy, when you bring me your Model 3, this is what's going to happen to it from beginning to end, using techniques like, you know, instead of advertising to the end result, advertising to the. Sounds shady, but to the consequence of not having it. PPF is a great example. Paint protection film. Advertise the fear of what could happen if you're on Route 95 going around the Beltway somewhere in D.C. and you don't have paint protection film and some idiot in front of you hits the rumble strip. Okay, so that's an avenue there. And in those ways we are using AI to help us differentiate ourselves from AI. [00:19:31] Speaker A: I love that. I had a conversation with Matt Brooks of seoteric of like showing the heart of your business. And if you're doing a pool installation, there's almost more value of not showing the installed pool but like the installation. Because we kind of, a lot of small business owners when it comes to their site are a little bit so blind because they do this so often. And it's funny because there's, there's this level of frustration with many consults that I've had of like, I handle so many calls and like every single call means there's a question you haven't answered on your website. [00:20:09] Speaker B: Exactly. [00:20:10] Speaker A: You know, every, every time somebody asks, hey, walk me through how this works means you're not explaining how this works before they got to you as much as you could. And you know, so every time it's an opportunity for you to go back and turn, you know, you know, instead of leveraging AI for the top of funnel stuff, instead connecting with your heart, connecting with that messaging, I'm on the ground, I'm doing this, but do it. You know, it's almost like, you know, filling in the gap of, you know, I didn't know how gravel delivery to my house would work. I knew that my gravel was, was terrible, but I was like, is there a giant truck? Do I have to be worried about a bunch of workers? Oh, it's just a guy pulls up with a trailer and dumps a bunch of gravel out. He levels it as he goes and if he is messier than that, he can get a skip loader and level there. I'm like, your website said nothing about this. I had to use a third party tool. So if you take that extra step to dig into those business friction questions because that's also something. Watch your installation videos for their specific model. You've, you've already turned your marketing into 3/4 of the sales close process. [00:21:27] Speaker B: Yeah, yeah, exactly. In doing that, we've done two things. One of them is the obvious that you just mentioned, right. It is that we've taken the guesswork out of consumer education, which is a big thing in my industry because we do so many things that the general public is only aware of on the periphery. When you really get into what ceramic coating does and the different types of tint, those things we still need some consumer education on. The other thing it does is it elevates morale in the shop. Our Instagram is thirty to a thousand strong at the moment, so I mean it somewhere around there. So highlighting my team in doing that and them being able to see the response, there's a big benefit to what that does in, in the morale in the shop. And we all know morale does have a direct correlation with productivity. So in that way it also helps us. And as you mentioned before, when people are calling and they have a friction point, seeing that as not a problem but as an opportunity, you know, to solve the client's problem, to be the guy. Because that's, that's a lot of what sales is, is you've contacted the right person. I am the person who can solve this problem. And I think a lot of us get so absorbed in the fact that they think problems are bugs and not a feature. Like you're going to have problems that problem then therefore it becomes a feature if you know you're going to have these problems. So if you think of these problems as unclear on pricing, not enough data on the process in your gravel situation online. Okay, great. So that's a problem. And I, and I know it's going to happen. So thank you very much, client for saving me time and money on my payroll because I didn't have to dedicate any time to figuring this out. You've just bug tested my website. Big ups to you. I'm going to go and add that in there right now. And in that way, in all aspects of my job anyway. And I feel any entrepreneur, small business owner needs to always be inviting collaboration. And that collaboration does not have to come from the inside. It doesn't have to come from an established pipeline. Your clients will collaborate with you in those small ways. They will call up and you know, we didn't advertise a lot of our services. We're exotic vehicle wraps. So we advertised at first, wrapping cars in vinyl, wrapping them in ppf. And oh, by the way, we can do all this other crap too. We didn't invest in that side. And we had a client come in who kept saying, can you do this? And can you do that powder coating? Can you ceramic coat it? Can you tint it, can you detail it? Yeah, yeah, yeah, yeah, yeah, yeah. Great. So now my average ticket cost went through the roof. We had a bunch of line items on this ticket. And he left. And I said, that guy sold himself everything. Yeah, he didn't know that we did any. But the margins are so much better in all of that because it's 90% labor, which I'm already assuming on the P and L, I've already assumed the cost of labor. Whether that guy's sweeping a broom or putting ceramic on a car, I'm paying him a salary. My cost of material is nothing. And he's. We're not advertising that. So he collaborated with me. He just didn't know it. But he increased my bottom line. So you should always be looking for a collaboration. Collaboration from. From other people, from you. You know, you've taught me something already here. Just before we started recording, you gave me a resource. You just collaborated on my business with me. And when I collaborate with my employees, that's empowering. I'm empowering them to come up with a solution. Own a chunk of this business. Not, you know, class A, non dragging ownership, but like own this process. This is your dojo. And by empowering them and inviting their collaboration, I now am getting their buy in, which translates to morale, which translates to productivity. So at all points to that. I just thought it was so important what, what you said that we do need to pay attention to when the client has a complaint. We are paid to provide a client experience regardless of what you're doing at the end of the day. Digital marketing, McDonald's, wrapping high end cars. We're not vinyl installers. This isn't a vinyl wrap shop. This is a client experience shop. And if we're focusing on that first and using that as our beacon for success, how does this improve the client's experience? And we're using that as the first thing in our smart goal list, right on our Eisenhower Matrix. What is going to improve the client's experience first? Everything else gets such clarity. That's all we care about. So great point. Sorry to ramble on it. [00:26:06] Speaker A: No, I love it. [00:26:07] Speaker B: It's worth mentioning every day. [00:26:09] Speaker A: No, that's a killer. To kind of round out. I'm curious because you know, I live through what I call the golden age of SEO which was, you know, when all you needed to worry about in digital marketing really was showing up in Google. You know, from 2010 to 2020, you know, if you invested in, you know, you figured out the algorithms, you figured out your blogging schedule, getting backlinks and you showed up, that's pretty much all you really had to worry about because Bing was gone. You know, it was a second, second fiddle. You know, it would only mattered in certain niche older industries with very old clientele or very high dollar. You know, most digital marketing shops wouldn't even really do anything specific for Bing, just kind of hope that what they did for go kind of have that secondary impact. But in the last five years as GPT comes forward as kind of no click scenarios where you have TikTok, Instagram kind of cutting off, you know, websites and then becoming more of their own separate channels in certain ways. A lot of the digital marketers I work with have discovered a need to become much more cross channel, cross team, you know, larger organizations. And so I was curious, for a small business, what's your take on choosing you know, your marketing channels when it comes to both physical advertising, radio, tv, the traditional mix coming back because we see Google, you know, recognizing brand as an entity, you know, entity analysis is something behind the scenes that all of these LLMs they're trying to understand if these are legitimate businesses. They're, they use a different methodology that isn't as spammer proof I'll call it. You know, so it's much easier to get an answer changed in an LLM than an answer a website to rank better for a specific query in Google because the methodology behind it is different. And then you have the LLM shelf within Google of AI overviews. So you know there's, there's, there is an overwhelm of point of course of I can't as a small business do all of these things but there is kind of a call to arms of like trying to get the best mix out of the most of them that you can with the budget and resources that you have. What's been your experience in cross channel? [00:28:39] Speaker B: So we had just a little bit of a connection break there. You're asking about our experience in cross channel marketing? [00:28:44] Speaker A: Yes, exactly. [00:28:45] Speaker B: Zero. Not at this job. So in the past tons at other, at other positions and other small startups, but here none. The nice thing about what we do and getting into the industry when, when we did was the only competition for what we had was paint and all we had to advertise against was, yeah, you can paint your car for $13,000 or I can wrap it for $2,000. And the work was good enough to where if it was seen on the road, every car you touch is a billboard. If it's bad, everyone will know. If it's good, three people will know about it. Our primary marketing avenues are not, you know, radio and TV and even ad space somewhere else. They're not that it's 100% and this is the case for 90% of rap shops out there. It's grassroots and in some cases it's spray and prayer. Just put it out there and let God sort it out and be like, I hope that one catches. It's all digital marketing, 100% of it. We, we. I have found that I've had to be more of a personality than I originally signed up for because of that. I'm asking you to bring in, in some cases, your million dollar car. I have a vehicle back there right now worth over three quarters of a million dollars. There's only five of them in the entire world. There's only two of them in America. You're buying me first, and that's great and that's bad. But digital marketing, those no click, you know, outlets. We have a TikTok channel, it's a lot of video stuff. We'll boost them every once in a while. But we're fortunate enough to where we've had the same domain with awesome backlinks for the last 15 years. So my dadr, they're good. And as long as the front end of my site is navigable, we built that in the golden age of SEO where that's all you had to care about. But now I got to care about my page, breaks for mobile and all this other stuff. So leads will come in no matter what, simply because of the reputation that we've established in the industry. Our name is out there and thankfully, and there are many shops who can say this, but our name is synonymous with quality when it comes to wrapping your car. So we're fortunate in that we don't have to head hunt for leads. We don't have to worry about lists and, and things like that. Yeah, so, so the, the marketing, the attitude towards marketing in the shop beyond the website, when it comes to Instagram, Facebook, TikToks and X is lax. It's more of, hey, check it out. You know, we're still operating on the assumption of five years ago where the appropriate hashtags are all we're going to need, you know, just hashtag Loudoun county, hashtag VirginiaCars and and, and let it fly. Yeah. So and, and I don't know of many who are doing cross channel. I don't know. And I'm in, I'm talking to some of the largest rap shops not just in America but, but in the world. 14, 15, $20 million facilities. Never spent a single dime on something for the radio. Print is kind of the closest thing to that. These we and others are getting to call a spade a spade. A more obsolete format of marketing in my opinion. I can't remember the last time I turned on my radio. I cut the cord over a decade ago and I'm all streaming. I'm not personally paying for Spotify local Spotify marketing spots and print media is the thing that is still relevant at a local level. You'll still walk into a gas station and see or and pick up the Loudoun Times Mirror, not the Washington Post in some cases. So we have, we have done that. Partnerships are more advantageous for us in terms of marketing at a grassroots local level. Partnering with Tesla club owner, Porsche club owner, the BMW club. Given the kind of, I guess the GDP of Loudoun county and the average income per household we have the Bentley, Ferrari, Lamborghini, Aston Martin dealerships are here. I could spit and hit three of them. It would cost me a lot of money. But going to them and establishing ourselves as their guys, you know, cold calling in a lot of cases or person to person call to action has been far more advantageous than spending money giving my money to Clear Channel. So that someone who's listening to the local classic rock station wants me to wrap their hooptie. No thanks. I'm not dropping 10k to make sense. Not doing it. [00:33:21] Speaker A: Fair enough. And I think that personal relationship outreach, I think a lot of SEOs and digital marketers sometimes forget to push their, their clients or their bosses to try to engage with the community, to try to engage with other business owners, you know and do co marketing to you know sponsor a trash cleanup that might go out and get their visibility and a little bit higher. So I love hearing you know talking about collaboration concepts. Want to give a final shout out as kind of wrap up anything interesting. [00:33:59] Speaker B: Book. You know, you got to do some social engineering. Sorry here we're, we're breaking up just a little bit. [00:34:05] Speaker A: That's fine. I can edit that back. So it's kind of wrap up. Give a shout out of if you guys are doing anything special in the next. What's coming up next for you guys is kind of wind down the interview. [00:34:17] Speaker B: Yeah. So please check us out on social media. It's exotic vehicle wraps spelled just like it is. We're not a young hip company that puts Z's where there shouldn't be any. So it's exotic vehicle wraps on Instagram, Facebook and YouTube. We are on TikTok. So I guess we're trendy coming up here where we're rounding out our year. And this is when a lot of the conventions come up. And so, you know, SEMA is a big convention for, for my industry, for any automotive industry. SEMA is held in Las Vegas at the end of October and we have some partnerships with companies out there. So, you know, we're, we're on the autopilot time of the year right now where we're hitting Q4 and we know what we've done and we're really just going back to the list that we established at the end of 2024 and making sure like what more can we squeeze out of this year? But no second location. It's really just head down grinding. We have some training programs coming up both for industry and industry sponsored training and in house trainings that we have coming up. It's our part of trying to establish and spread a little wider the gospel of vinyl wrap. Because we are a small industry that has a big gatekeeper on the barrier to entry. And so we'll host training throughout the year. So we have a couple of those coming up. But aside from that, the schedule is booked and we're just going to get through the winter months. When Hot Girl summer is over, that's when we take the weird ones, the boats, the jet skis, motorcycles. We'll take all of those now. So if you're listening to this and you're in Loudoun county and you got a set of motorcycle wheels you want me to wrap? You have an advantage. I will say yes. [00:36:01] Speaker A: Fantastic. Well, thanks so much for your time and your insights. Greatly appreciate it. [00:36:06] Speaker B: My pleasure. This has been fun. Thanks for having me on, Jeremy.