Welcome one and all. You are there and we are here. This is the URG on the Go podcast, the True Voice of the Automotive Recycling Industry. I'm DJ Harrington, better known as the car deologist, chuck Camp, the producers in the studio, and I want everyone to know that this will be one of the best episodes ever. You know, we tell everybody at URG we do our best to bring you informative ways to improve your business, and there's no better person than Mike Conkel, who this year was awarded the man of the Year from ARA. And no further ado, in the kindness of his heart, he was willing to come to the microphones and listen to the URG on the Go podcast. So, mike Conkel, how are you today?
Speaker 2:I'm doing great, dj. I really really appreciate you having me on. You don't really. I mean, you make it out like it's a big deal for me to be here, but I got a million words a day. I have to use my head to explode, so this just helps me get my million words out there. So I appreciate you having me on, as always, and I'll tell you what I'm really, really excited. This is kind of getting ready for presence in April. How exciting is that sound?
Speaker 1:It is unbelievable, dan Snyder. We had Dan Snyder from Texas on a couple of weeks ago and he said DJ, I believe that April 4th through to 6th in St Louis will be the largest attended event in the industry, because URG has teamed up with Team PRP. So it's like the Reese's Peanut Cup, where the chocolate met the peanut butter and they came up with a delicious taste. Well, urg joining forces with Team PRP, and you have worked for both parties. So tell us, tell our listeners, a little bit, how you feel about it.
Speaker 2:Well, look, like I said, DJ, I'm really, really excited about it. I mean, if you stop and think about you know, look as I age, right, I was a young guy sitting in the back of the room listening to people at the front that various events, you know, ara, state association meetings One of those guys on the front end that was talking to everybody was you and as I sat in the back I thought, maybe someday right, and over the course of time I worked my way from the back of the room to that spot up there next to you at the front and talking to people. So URG was a mechanism for me personally to become who I am. I used PRP to build the Team PRP. Originally. I used the URG conference to work on my reputation, to become known nationally, to ultimately be able to springboard out of being an auto recycler operator into the consulting world to where I'm helping. You know over 100 auto recyclers across the world. You know. Ultimately, you know. And one thing we sometimes lose track of these days the whole purpose of being in business is to make money. And we talk about growing sales and we talk about all kind of different things, but at the end of the day. It's about making money and the URG combining with Team PRP becomes something that is a historic moment.
Speaker 2:You know that first weekend of April, the mechanism for how change is implemented or taught in the auto recycling industry becomes dramatically different, because you take an event over. You know it's a two and a half day period when you, you know, or a three day period for you know, but by everybody needs to, if you don't play in the golf tournament, at least donate to the Education Foundation Scholarship Fund and do the right thing for our industry and our culture in order to allow that money to be handed out to the children of our employees to benefit their lives. And that's a really big thing in there and that's a component of it on Thursday, through the welcome reception Thursday night, when, with a Friday that is really geared the way that URG has always been geared for owners and managers, really rolling up your sleeves and getting the nuts and bolts of how we do things, keeping in mind the auto recycling industry is very sharing, very caring and sharing. We take what we do, we share it with others for the benefit of everybody, and there will be a tremendous amount of that. That occurs on Friday, just like always.
Speaker 2:And then, as friday afternoon rolls into friday evening you know the? U? R? G always has a, has a something planned for friday night, but what you'll see is Add. The night wears on, the quantity of people will significantly grow as the team p? Rp. When we say p? Rp, it does expand to the independent and non independent recyclers who may not be a part of p? Rp, still have an opportunity to send their sales and production staff for things that are Quality. Investments in a number of things investing in the people, investing in the culture of the company, investing in the future, the ability to be part of a historic event when somewhere in the vicinity of 1000 people who do this for a living will be congregated in the same spot in a fun environment with the sole purpose of sharing information to make everybody smarter. How possibly cool could that be? In the grand scope of things?
Speaker 1:yeah, exactly right, exactly, and you know why you're saying this. Could you share? I looked at the agenda and profit team consulting has donated For the u r g scholarship foundation a day of training at their facility, with my conco being present and doing the training. All of that is if I recycle. Who's listening to the podcast goes in bids on it. That's all tax deductible because all the proceeds you were kind enough to donate it proceeds go to the u r g scholarship foundation.
Speaker 2:And you know, dj, I that's all inclusive, that includes my expenses in there, and travel is extremely expensive right now. So so you know, to somebody that could be quite a quite a deal and really exciting stuff, and our pleasure to do that. Rob rainwater donated some salesman training sessions as well, if I'm not mistaken yes, he did.
Speaker 2:Look, this is a great industry, dj. It's been very good to me and you know what I have things that are a president award kind of shows and recognizes that the industry understands that has given to me and you know or and I have given to the industry. But it is really important for all of us to really truly understand that. You know what we do isn't that's the fairly the coolest thing in the world. It's not the sexiest thing in the world and nobody gets excited about coming up to somebody and saying they're jumped your dog and and all of those things. And we make light of all that. We have a great industry that does a tremendous amount of good and being able to show people that they have an opportunity to make a comfortable living and be very successful doing something that has positive impact In the community in general is a really a great thing. And once again, that kind of leads you into that Saturday at URG where the whole PRP influence really starts to show itself, with the track of break out session that are specifically geared for sales people and production staff. So you have some of the brightest minds and most successful operators in the industry coming in to volunteer their time To teach people or tell people what it is that they're doing, have open and honest conversations about how to make it better, why we are in essence creating a new level of standardization within our industry. Because the team PRP midwest runner merger from a year so back has kind of created a hand across america approach to use auto parts.
Speaker 2:I mean, I can start a you know, I'm not the smartest guy in the world by any stretch, dj and when you get up into that geography, do hampshire, vermont, I'm not sure which is further east, but there's a PRP partner in new hampshire. There's something vermont and I can get apart from there to, you know, to the other side of the of the rocky mountains At a price point is unbelievably inexpensive. The same can be said coming out of florida. So from the northeast to the southeast, through the center portion of the country, out into the south, southwest, upper midwest. We have everybody in their brother working together in some way, shape or form. Now For you, daughter park, where beauty is an eye, that the whole. How many different languages are we speaking amongst those couple hundred people?
Speaker 1:Exactly right. Well, I do this, so like, let's do this, let's take a real fast break. When we come back, can we talk about the different countries that are coming and what's really planned For friday and saturday. How about that? That sounds great we'll take a fast break, folks, and we'll be right back with the president's award winner for a ra icon called old tight. You're right back.
Speaker 3:The org scholarship foundation was founded in 2014 in honor of individuals who give their talent, time and, very often, their own finances to ensure the growth and success of the automotive recycling industry. We understand college is not for everyone, so each year the foundation offers substantial financial scholarships to auto recycling employees and the children of employees that are attending four year and technical or trade schools, to assist with their education. Don't leave money on the table. If you have a child or if you're interested in attending continuing education, this money is available to you. Go to you dash or dash g dot com and click on the scholarship foundation tab. You are G keeping our industry strong through education welcome back listeners.
Speaker 1:You are listening to. You are G on the go podcast, dj Harrington and Mike Conkel, today's guest. I want to remind everybody that we're available on spotified itunes, pandora, stitcher, I heart media, amazon or wherever you get your podcast. And before Mike gets on, mike, could you tell our listeners a little bit of what? What do they expect on Friday and Saturday? On Thursday, everybody's golfing and you are kind enough. I even noticed that profit team consultant pay for a flag and a sign, so you guys are on the golf course also.
Speaker 1:So out there playing and we we see profit team consultant, which is you, and rob or any water, and all you guys always give back to the industry that gives to you, which I think is fine.
Speaker 2:Well, yeah, well, unfortunately I'm not going to be able to play in the tournament. I have a peer group meeting on both ends of you are G to try to eliminate a little bit of travel for some of the Some of the groups, for my for real job that I do working, working with the independent recyclers and crunching their numbers and pushing them them for growing. But the Friday is really kind of shaping up to be to be pretty exciting. You have all of the normal powerhouse. You know speakers that that are, that are normally in there. I know I have both of my sessions on or on Friday. I wanted it goes into a little bit of a dive about growth profit. I mean I mentioned earlier we got to. You know we're in business to make money and you know the way we make money is producing as much growth profit as we can and manage expenses as tightly as possible to match the growth profit, to allow a profit. So I have a session about that. And then I have sales managing basics. You know there's the old saying of you know who needs sales managing and the answer is everybody who needs a dedicated sales manager? The answer is very few. So there, there's a balance in there. So we're going to be discussing that.
Speaker 2:I know rob rainwater, moderating a number of panel discussions throughout the day, really kind of kind of dive in deep. There's always some computer specific training things for the pinnacle hollander, you know things along that line that that are going on, and then the same thing kind of rolls over for Saturday to allow the owners and managers some things. And then when you dig into Saturday with the understanding that there'll be a big influx of attendance from Friday to Saturday when the, the sales and production staff show up, but that day really shake shaping up to be exciting. I really probably not supposed to To be saying anything about the schedule, but I'll let you guys in on a little bit of a secret there. But they've got larry williams Out of the.
Speaker 2:A phoenix operation is coming in to do a session on upselling. He's one of the top sales managers in the country and you know kind of talking about invoice expansion and you know how do you do a better job of selling. You know, understanding that the overwhelming majority of you thought of part sales. People are compensated on a commission plan. We need to sell more to make more. You know there, from there that kind of rolls into a rob rainwater sales training session of three hours. Three hours of rob rainwater is a tremendous amount of things that that will be becoming up. The guarantee to be a lot of a lot of Chuckles going on in there, but some really quality information being handed out as well. Then you, from a production standpoint, you have some different things in there about pictures, what, what you know. More and more of us are finding that we're having to photo more of our parts. We're all copying photos over from one place or another. Certain people have certain things that are always taking pictures of ebay. They have a chris dagliss from australia who is a?
Speaker 2:very, very big with the ebay side of things. Going to talk about some of the pictures. You know you mentioned dan snider earlier but dan and and easy Dan has agreed to let a number of his people come to the conference to speak and they are some of dance folks are working with easy sweet. To go into some things about restocking you know parts. How do you get restocking into a normal workflow, workflow, management, things along that line. We spend a tremendous amount. You know it's unfortunate. Our industry but most of us run somewhere around the twenty percent Return rate or problem rate on parts. How do you handle all of those things without necessarily resulting in throwing every single part away? You know a lot of the trailering things within the PRP network is a higher return rate because we're taking chances on things because we can. How do you deal with some of those things there?
Speaker 2:Certification is going to be a big topic. How do you make sure? How do you level the playing field? How do you Verify somebody who all your getting access to their computer information Is a legitimate recycler for doing the things that we do were expect? So Pam's in Nordstrom, to the top facilities in the country, are leading the certification session talking about. You know the standardization, the documentation of how you do things, how that helps and and make things better. In New Jersey, shram out of Michigan and Nordstrom's once again are collaborating on a part preparation guideline session. Prp has created a. They're in the process. For anybody who is on the auto recycler Facebook forum has seen that they are working on some more of the standardization and looking at that. But having some of those guidelines getting everybody in a room to talk about why we don't ship engines on tires, why it's important to wash parts Some of those things are setting up what that expectation level is to help minimize the return rate.
Speaker 2:You know the cost of the PRP trailing system is several million dollars a month. It moves a tremendous volume of parts north of 80,000 parts a month or move on that system. It's really really a big deal. And if I were to shut it down, if I were to walk into any facility in the United States it's on that system and tell them I'm here to shut it down, I have zero chance of walking out of there a lot. They will hang me from the tallest tree they can find with the shortest rope they've got and that will be the end of that.
Speaker 2:So these are things of coming back of how do we make sure that we protect the value of it by making sure that it's done right. Then you also have, you know, another, you through this, the Snyder's coming in doing about hiring technicians. We talk about we don't talk about technicians, dj. We have parts fullers, we have dismantlers. You know, in other segment there's field technicians and and and this. But what are you looking for? How do you come back to say, because if I say, nobody grows up wanting to work in a junkyard.
Speaker 1:Nobody right.
Speaker 2:You nobody, I mean, unless you grow up in a family business. So, but when you find it, there's an over tremendous number. I mean, I didn't grow up in an auto recycling family. I grew up in new auto parts, but when I found used auto parts, it was it was heaven to me. It was. There weren't a lot of rules. You get to do what you want, to have a lot of fun. You can make a really comfortable living in doing it. There's all of these things that when people find it they tend to not need, but then again we need to find the right people. What are we looking for? How do we attract them? Butlers in Florida does a tremendous eBay business which automatically means all of those parts are shipped. So they're going to be coming in to do a presentation on, on how to monitor shipping, the workflow, the costs going back in and just those handful of things that I looked over someone's shoulder and stole off of a piece of paper to share with you. Dj A really, really big sessions, aren't they?
Speaker 1:They're fantastic, and you're naming all these people the butlers, the Snyder's I'm thinking of myself, pam's and they are the best of the best. So that's what you have at URG and team PRP the best of the best. Chris from Australia I mean it, just a gift.
Speaker 2:Keep in mind, dj I gave you a snippet off of a little snapshot that I saw Right and Jen on the URG side and, I'm sure, jarrett on the PRP side.
Speaker 2:They're stepping in, fetching right now trying to put all this stuff together a lot of moving pieces coming in. When they get it all said, done and finally published, the list, you're going to see that, regardless of who you are and your skill ability, there will be something for you at URG Now the rooms are booking fast, yes, and I'm going to fill up. I think that the industry needs to have faith in the people that are putting this on, that they do know what they're doing and they're putting together a powerhouse schedule that is well worth the investment. Then, when the actual breakout sessions come out, then you'll be able to sit down and map out of who I want to go, who and what is going to go where, to make sure that I maximize the return on my investment by making sure that my people attend the sessions I want them to attend. Meet the people that they need to meet because, to your point, this is wrecking your royalty telling you how they became the best in the business at doing what they're doing.
Speaker 1:Boy, you have hit it on the head. When you talked about Shannon Norsum speaking. You talk about all of these people, pams and so forth. They are the best of the best. Snyder, of course, is a gift.
Speaker 1:And then I had a sit and listen to Jennifer and I said Jennifer, do you know that the person that you have sponsoring the PRP dinner is the number one consulting firm for General Motors? And I course, because of working with General Motors, had run into them in the automotive industry? And she said, yeah, I never heard a buckeye before. What do they do? And I said, well, buckeye will have a booth there for the very first time and they're sponsoring the PRP dinner. I said, jennifer, did that ring a bell? She said no, I just thought they were a very gifted company if they could sponsor the dinner. And I said, well, they are. They're one of the best consulting firms in the industry for new car dealers and for independent dealers. And for them to come to the URG team PRP we are one conference is a blessing for all of us. I mean it's this will be packed.
Speaker 2:Yep, you know who else is going to be there. That's always a very, very solid supporter of the conference and I believe we'll be making another. Another equipment donation to the auction is super sheer. We always appreciate them showing up.
Speaker 1:Thank you so much for saying that. Yeah, larry and his sons, if you want to look for our super sure 800 899, 8100,. They have given every year to the foundation and they once again you're right, they're given again and so many good people have donated to this. And before we take a break, I only got one other thing that I want to tell you. You know, when you were talking about all these new excited things that are happening, if you don't want to play golf and of course you're doing meetings at that damn on golf, but opposite the golfers who are golfing on the Jack Nicholas signature golf course to begin with, but say you're not a golfer from one to four that same day and I am making a prediction on this podcast that it will be a jam packed, sold out event it's at the MCI MaxCorp facility, located about 15 minutes away from the Hyatt, which is our hotel they're putting on NABC is putting on the first responder emergency extrication demonstration.
Speaker 1:Now, before we take the break, mike, what I want to ask? I believe everybody that has a good-sized yard needs to have one key person attend that event to see if they would qualify to having an event just like this. The NABC does. They do everything, but you could qualify maybe six months from now and put one on in your own community and become the hero in your community. So if you got a good-sized yard, by all means have one key person attend that event, which is Thursday afternoon. So you don't golf, you go to this one event. All you have to do is register, that's it. Everything else is picked up. There's no charge. I mean, it's really, really, and I believe in the future they'll actually have a day for this. So let's do this, mike, let's take a fast break and when we come back, let's you and I talk about why we all need to be in St Louis April 4th, 3 to 6th. We'll be right back.
Speaker 3:URG is pleased to join forces with Team PRP to bring you a two-for-one, top-tier, amazing training conference in 2024. Our industry is unique in that we all share a history, a purpose and a future. We are one big, diverse family pursuing success not just for ourselves but for our industry as a whole. When one of us succeeds, it is never done alone. For the we Are One Conference, we will come together to learn, laugh and build a vision of the future together With a lineup of great speakers. This is one event you must attend. Our keynote speaker this year is six-time Emmy Award winner, ross Schaefer. Special room rates are available through March 11th at the Hyatt Regency St Louis at the Arts. Go to u-r-gcom, click on the hotel tab and book your room today. Folks, this event is like a buy one, get one free sale. You don't want to miss the URG Team PRP we Are One Conference. Register online today and we'll see you in St Louis.
Speaker 1:Welcome back listeners. You're listening, of course, to the URG on the Go podcast, mike Conkel and DJ Harrington. Please remember to like, review and share everywhere. This podcast has grown so much. It's the true voice of the automotive recycling industry and I can't thank you enough for telling your friends to listen in Now. A hotline here at the studio is 706-409-5603. 706-409-5603. If you have an industry expert that you would like to hear on the podcast, by all means dial the number and we will do our best to get them on the podcast so you can have it just like a. Dan Snyder, ryan Falco, bill Stevens all of these people have been on the podcast Paul Diadamo and, of course, rob Rainwater and Mike Conkel have been on before. But by all means, just give us a holler Now, mike.
Speaker 1:This is the last segment of the podcast, so if somebody was sitting on the fence, you know this article that I have in the Recycler magazine called Recor. What I wrote about is why you don't need to ride or attend. You know, ride with the people in the car, with you, and then that's the last. You should see them. You should eat meals with other people. You should share a drink with other people. What is some of your advice that you give to these PRP people.
Speaker 2:Well, I think this is it we need to. You know, if you go in with a bad plan, you're gonna get bad results. So understand what it is and target it out correctly. But you know, the bigger question I guess, dj, is should I attend or should I send my people? And that becomes too bold, is you know?
Speaker 2:We're coming out of a period of time which is going to be known as the good old days. Right, we made a lot of money the last couple of years. The truth of the matter is lots, but unfortunate for the world. The pandemic was good to the recycling industry. Now, all of the sudden, things are resolving back to a more normal state. Heart prices seem to be falling. Cost of salvage seems to be stagnant. In certain instances people say it's even up. The availability of salvage seems to be tougher. So sales have Someone flattened out or stagnated. In other instances we're not selling the same quantity of parts that we were selling before. The sales dollars may be working, but I'm only selling three inches a day compared to five inches a day before, things along that line. At the same time, I expenses are going up. My everywhere I look, things cost more. So these are all margin compression. At the same token, having people needing workers, having healthy People, investing in them is a key part of making everybody come together and doing it everybody invest in training, whether you do training or not so
Speaker 2:this is an opportunity to put some faith in a bigger picture, show that the world that they live in isn't this flat as the rest of the world really is. Around world not flat. So make the investment, come brought in your horizon and you will find a tremendous number of tips and tricks that you can go home and implement that will help either increase your sales, decrease your cost of goods, work on your margin expansion when everybody else in the world is working towards your margin compression.
Speaker 1:I agree, I agree. And look how much you learned in the hallways and and how many times I gotta thank you. I brought people over to introduce you to them and you sat at a meal with the what's one group and all of a sudden the guy comes over to me and says I can't thank you enough for letting us talk with my uncle. And I thought, well, that's my uncle, my uncle wants to help anybody improve their bottom line, and you really were. You gave them all this information about that mic. You took the guys program out and said okay, you have a, you pull a yard, you need to be attending this class here tomorrow afternoon. You need to be going to this one here, and tonight, when you have a drink, go see this guy. It was. You are really laying out. This is how you become successful at a conference.
Speaker 2:Look, you know I did my dad growing up. My dad used to preach to me Make a plan and stick to it. And what I got to college? I had a mentor that preach to me the six p which stand for this. Poor planning prevents proper performance. Those have more than two. I'd much rather have a plan. I don't need the need to plan. I don't have For me and going into these conventions, the easiest part to plan is the drinking go to the bar.
Speaker 2:That's where the drinking, that that's easy, right. The hard part is letting people come in or understanding that walking into a group of strangers is uncomfortable. Sitting with the people that I work with is comfortable. Get out of your comfort zone. That's the edge of the reservation that the best fruit is on the thinnest of branches. This is a thin branch that you need to coach your people up on how to act out of the hay, how to do this, because the people there are more than willing to share, but you have to be willing to stick your nose into the conversation for them to share with you.
Speaker 1:Hey, can I ask you and I didn't ask you off the air if I can ask you this has ron sturgeon ever told you how good you are?
Speaker 2:All my relationship with ron is very, very interesting and one of the reasons that I'm kind of driven is because ron very seldom says that I'm doing good. He normally tells me where I need to sharpen my game. What does he know? Ron know that's ron style, that's his style right. And those of you who know me also know that I'm not doing this to be second best dj.
Speaker 1:No, you're not. You are very gifted and you you deliver so well and you make the guy look at the bottom line and and little things that use. When you say to somebody, are you doing it the most cost effective way? Now I'm going to teach you how to make money, but I'm going to teach you how to save money, because you're wasting money here, you waste the money there. I mean, you really have a key for this.
Speaker 2:Look, I really do do appreciate that, dj. This is a fun business and one of the coolest things about it is we're re establishing the rule we're reinventing the key performance indicators On a constant basis, and now we are accomplishing things that prior generations are.
Speaker 2:The founders of multi generational businesses never dream that we could accomplish, and I feel like I played a small role in that. No, and really looking forward to driving, driving it forward and see just how many used auto parts we can sell, because they're still a lot more that we can not, a lot more in rows that we're going to be making over the next couple of years.
Speaker 1:All right, there's two things I want to say, and then I want to pick your brain one second before we get off. I want to remind everybody book your room early, because the st Louis cardinals annual you know they're their season opens the same weekend and our hotel is right next to the ballpark. So make sure you book your room early, like now. The other thing I want to ask you is remind everyone that the applications for the URG scholarship foundation closes on March 15th. So the date's coming up close, and if you have a daughter or son that's going to college or vocational school, it's a very simple application. All you got to do is go to u-r-gcom hit scholarship foundation and there's a very simple application to fill in for a very substantial scholarships that are available for college or vocational schools for you or a child of yours. So what I wanted to ask you you probably have seen more yards than a lot of consultants because you're all over. You've run into a lot of these people that their children have received scholarships.
Speaker 2:Yes, sir, yes sir, that's a really big deal because, first off, everybody wants to hear about an athletic scholarship, but the truth of the money batteries, there's more money in academic scholarships than anything. We have an industry that's very, very generous. We have a lot of things going on, so it's an opportunity for us to once again, at zero cost to the business owner, have an opportunity to have a benefit that helps better their employees lives. I mean, who doesn't want to see their kids do well and having an opportunity to send them to school and have a little bit of financial assistance? There's nothing better to that. And you know, honestly, dj, I'll tell you a 30-second story. In 1983 I was given $500 by a then an organization, then known as the Automotive Dismantlers and Recyclers Association, the predecessor of ARA. So that was a really big deal in there. So I'm living proof that donating $500 to somebody who may not think that they had a future in auto recycling could turn to be the best $500 ever spent.
Speaker 1:Boy, oh boy, you hit it on the head. I can't thank you enough and I know everybody who's out there who's listening to the podcast are going to look forward to being in St Louis April 4th through the 6th and it's jam packed with good information and it is just like Dan Snyder said, it will be history making and you can tell your family that I was at history making event the URG Team PRP annual training conference, because it will be the largest attended event of the whole year. So, my friend, I cannot thank you enough. Any parting shots you want to tell our listeners?
Speaker 2:I thank you, dj, for all you do for our industry People. We take you for granted for a lot, but I'd like to let you know that I really do value your friendship. You've been very, very important in helping me get where I got, so thank you once again for everything.
Speaker 1:Hey, listen, I still remember. Do you think back how many years ago I was the emcee for card-partcom and their annual meetings that they held Kentucky, and you were the speaker and I had the opportunity of introducing you and you at that time, just coming off of working with Ron Sturgeon, the master himself and all of a sudden I learned so much listening to you about how to make money, how to save money and how to turn your yard around. It was like going to college listening to you and all these people have an opportunity to do the same and listen to all these industry experts that will be there in St Louis. So I thank you very much and I'm honored, mike, to call you a friend. You and Rainwater and Paul Diadamo and all of the people we had, jc Cahalan and JC Bragg about you and said you know, mike Conkel makes a difference in our industry, so we should take advantage of Mike Conkel. So and I hope everyone does. Before we end, how concerned are our listeners? What's the best way to get ahold of you?
Speaker 2:Well, my email is mike at profitteamconsultingcom. Rob at profitteamconsultingcom, by email, by telephone or text is 817-713-3148, and then you can always get us off of our website of profitteamconsultingcom. So, looking really forward to seeing everybody in April. It's going to be very exciting. Profit team will have a booth in the trade show for the first time ever, so we're we're really looking forward to that. We're introducing a new person, officially introducing Rich Tyler to the team out there, so it's really going to be an exciting conference personally, professionally and industry-wide. It's the clean sweep of excitement.
Speaker 1:You said that and with those words. That's how we're going to end the podcast. Mike, thank you very much and I'll see you in St Louis.