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The RTO Show "Let's talk Rent to Own"
Ever wondered how a $8.5 billion industry keeps millions of Americans lounging in style? Step into "The RTO Show Podcast" – where the mysterious world of Rent to Own furniture finally spills its secrets! Your host Pete Shau isn't just any industry veteran – he's spent 20 years in the trenches, collecting the kind of stories that'll make you laugh, gasp, and maybe even rethink everything you knew about that couch you're sitting on.
From wild customer tales to industry shake-ups that'll knock your rented socks off, Pete brings the seemingly mundane world of furniture financing to vibrant life. Warning: This isn't your typical business podcast – expect real talk, unexpected laughs, and "aha!" moments that'll have you looking at every lease agreement in a whole new light.
Whether you're an RTO pro who knows your depreciation schedules by heart, or you're just curious about how that fancy sectional ended up in your living room, Pete's got the inside scoop you never knew you needed. Tune in and discover why the furniture business is anything but boring!
The RTO Show "Let's talk Rent to Own"
Tomorrow's Technology for Today's Industry w/ Atlog.AI
The rent-to-own industry stands at a technological crossroads, and Atlog is blazing the trail with AI solutions custom-built for RTO businesses. In this revealing conversation, Shaun Karakkattu, Chief Operating Officer of Atlog, shares how their team is revolutionizing how rental dealers connect with customers through remarkably human-like AI voice agents.
Shaun explains how Atlog was born from recognizing a critical gap in the rent-to-own space – the challenge of consistently making timely collection calls when staff are busy with in-store customers or otherwise unavailable. Their solution? AI voice agents that sound so authentic that during demonstrations, people have mistaken them for actual employees. "We had it on speakerphone," Shaun recalls, "and there was a person walking distance and they're like, 'Is that Reggie from XYZ store?'"
What distinguishes Atlog from previous attempts to bring technology to the RTO space is their vertical approach – designing software specifically for rental dealers rather than adapting generic solutions. Their team combines deep technical expertise (all three co-founders have computer science backgrounds from Vanderbilt) with mentorship from tech industry leaders through the prestigious "Y Combinator" program, which has launched companies like Airbnb and DoorDash.
The conversation explores how Atlog's technology maintains the personal touch that's vital to rent-to-own while addressing practical challenges. Their system provides real-time dashboards showing call performance metrics, integrates with existing POS systems, and offers various voice options including different accents and languages. Future plans include expanding from collections to inbound customer service, delivery feedback calls, and eventually sales outreach.
For rental dealers interested in bringing this technology to their operations, Atlog offers "white glove" onboarding, where they visit stores personally to customize implementation. Their pricing is store-based, making the solution accessible to both single-location operators and multi-store enterprises.
Connect with Atlog at sean@atlog.ai or visit atlog.ai to schedule a demo and experience firsthand how AI can transform your rental business while preserving the relationships that make RTO special.
*Operating software currently being developed and not ready as of the recording of this podcast.
Sponsored by: APRO, Wow Brands, JLR America, and FlyWheel RTO
www.TheRTOshowPodcast.com For swag and information
Pete@thertoshowpodcast.com
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Hello and welcome to the RTO Show. I'm your host, pete Schaul. Today we're talking about some crazy stuff. Now you might remember the six-part series that we did on AI Completely different setup. Now I've got Atlog here with Sean Karakatu. Now, sean, tell me what's your actual title. I'm the COO Chief Operator. So we got the COO here of Atlog and now let me tell you what's happening.
Speaker 1:I came across them at FRDA, but we didn't get a chance to meet up Right. So, mrda, here we are in beautiful land of the Ozarks. Mrda is a great place, if you guys don't know about it yet. The Missouri Rental Dealer Association. Thank you, cleek, and all the people who are associated with the Missouri Rental Dealer Association. We appreciate you. But I did get a chance to come out here. I will be speaking very soon, but besides that, I got a chance to catch up with Ellog and find out all about them, and the truth is we want to dig a little deep and see what's going on, what's under the hood. So, sean, talk to me a little bit about yourself. Listen, there's nothing more that I can tell you that we need new, right, we need new in the rent-to-own space. But tell me a little bit about yourself. How did you get here? How did this happen?
Speaker 2:Yeah, so just to give a little background on the company. So we are a company that's called Outlog. We have three co-founders myself, vraj and John and we had a close contact to the company that was in the RTO space, so we had the chance to learn from him, um, and really like go into his stores see, see what problems that we could identify. Um, and we thought what better than to bring AI to an industry? Um, that has, you know, really um been looked over in the past.
Speaker 1:Now, so let's, let's talk about that. Yeah, you guys, like from a fresh new idea.
Speaker 2:Okay.
Speaker 1:The idea of AI is not new right the idea of AI has been around for a few years. It grows and grows and grows as things happen. Listen, it's on our phones. It's on our everyday chat. Btgpt is getting closer to replacing Google search every single day. So, as this happened, okay, there is no at log. You're there and then you see these ideas. What made you think, okay, this is where I need to be this, this is the place where I need to incorporate myself. And first, how did at log get the name?
Speaker 2:Yeah, so we so, my co we're both we're history majors in school, so we really liked the idea of atlases, like these books with big maps in them. And then log kind of came through. We did a search on ChatGPT. We were like what are cool suffixes that we can add on? And then we were like atlog, atlog and it could be call logs. It could be like a log is any piece of information. So we were thinking like atlas, like these beautiful history books and like books of maps, and then log, like just any sort of piece of information. So it's like at log, we combine those together. Okay, All right.
Speaker 1:So you guys see this right and you see that there is a space that we need to come up with. What made you say this is going to be the industry that I'm going to do it?
Speaker 2:Right, I think the biggest thing for us is we really enjoy the community aspect. My dad's a small business owner, so we were really trying to look at a wide array of industries to identify a problem and fix. But I think when we were working with this operator, we got to see what are the big issues that RTO is facing and we're starting with these calls because we think it's something that the AI technology that wasn't good five years ago but is really really good now and we can really implement. And then, on top of that, getting to meet the community being at MRDA, frda it's been a really, I think, interesting experience to really see how tight-knit everyone is and kind of get involved in that space as well.
Speaker 1:Well, I mean, let's be honest, guys, he started golfing, he's been on the fishing trip, he's been included, the cliques have included him. But so you get through this right. Missouri Roundup Association says, hey, come on, you guys are here and you're showing out, but let's back up a little bit and go.
Speaker 1:Sean? Where did you get the AI experience from? What puts you in that realm to say this is something that I can do, this is something that Raj can do. Let's tackle this, because I know what. Where did you get the experience from? Where did you get the knowledge from?
Speaker 2:Yeah, so we're kind of fresh out of Vanderbilt. So we we recently graduated, we're all kind of computer science people Like John was one of the best CS majors at Vanderbilt like perfect GPA, things like that so we're really ingrained in the space and we're in a program right now called Y Combinator, which is like an investment program in San Francisco, so we learned from like the best AI people in the world. Essentially, we heard from Sam Altman, who created ChachiBT. He was the president of the program that we did a couple of years ago. We heard from Sam Altman, who created ChachiBT. He was the president of the program that we did a couple years ago. We heard from the CEO of Airbnb. He did the same program as us, and big, big companies that you've heard of have done what we're doing right now. So imagine DoorDash, instacart, dropbox just household names and our hope is that we'll become a household name in the RTO space as well.
Speaker 1:Well, you're definitely coming into a space that needs it, and I'm going to say this I've said this for a while on this channel I do believe in the rent-owned industry. I also believe that we're a little bit behind. I feel like that we can get dialed up a little bit, especially at the pace that AI is going and seeing it transition for the last few years. Now I'm looking and going where are we at that and how do we do that? Now, in the last six-part series that we had, we talked about using already existing AI to integrate into how we do it, but we didn't have an integrated AI already into what we're doing. So it was the idea of AdLog to say we want to create software that has AI intently in it to do an everyday rent-to-own task, exactly.
Speaker 2:So imagine there's like two types of AI, right? So there's AI systems that you can use, like you can go into ChatGPT and make it talk about RTO, right? Or what we're doing is called AI native or it's called vertical software. So we're focusing in on a specific industry, finding the specific problems that they have, and then thinking about, like, not just how to ai the whole thing, but to ai specific aspects of it that the ai is really good at doing and then training it right, because ai is just like a person when a person does something, they get better and better at it, and the ai is the same way. So that's imagine like if we can verticalize that like find specific niche problems, um, and that we're building towards that. So imagine like the industry is pretty specific in itself and then, just like working with different operators, we've had the chance to see, like what are these like crazy scenarios that they can get into and build towards that?
Speaker 1:Okay, so help me out. You mentioned some names. You mentioned John. We've mentioned Raj who's.
Speaker 2:Raj. Yeah, so Raj is the CEO of of Outlog. He's the one with the kind of connect family connect to the RTO space. Yeah, and he's he's our CEO. So he has a CS background and a history background, so really like kind of like has the sales side and the marketing side and then also the tech side as well okay who's John?
Speaker 2:John is our CTO, so he's super technical. He was like a CS and math kid in school and like kind of the smartest smartest guy you know, like knows it, can tell you anything about a computer, can code in any language and things like that.
Speaker 1:So when you say CS, what is CS? Cs is computer science. Computer scientists Okay, so John Sean and computer scientists okay so john sean and varaj are together we're trying to put this situation where we create this software to work with seamlessly and rent to own right to create what? What is the goal of that? Like when you, when we say the creation of ai and then utilizing it inside the workspace, what can I expect?
Speaker 2:yeah, we want to start. So we're thinking about the highest roi problems, right, and one of the big things we're thinking about the highest ROI problems, right, and one of the big things we've seen is the number of calls that people in the store have to make. So our first kind of thought was our wedge could be like our entry into the space.
Speaker 2:Are these voice agents that allow kind of stores to alleviate some of the burden off their employees? You know, who aren't maybe making the most calls per day? Or you know, have hundreds of calls to get through and they just like literally, can't do it. Like you know, someone comes into the store, oh I can't make the five calls I was supposed to make while they were in. Or like I have to go to my lunch break, I have to pick up my kid from school. So you know, any any one of these scenarios can happen and sometimes you fall behind on those calls and it's really important to call a customer right on time because there's much more likely to pay when they're one day late than when they're 14 days late. So even small things like that is what we saw as we were trying to.
Speaker 1:Sean, you sound like you've been talking to somebody in the rent-to-own space.
Speaker 2:Yeah, we have.
Speaker 1:Okay, so from not having a background to being in the store and then realizing that there is, there is some things that we can get working on Right and you say that we're going to start this. Man, I don't want a robocaller. I feel like that. That's out there. You know there's that robocaller where it's.
Speaker 1:You know it's the same line over and over again and it dials multiple numbers and it just tries to get a transaction out of you. Yeah, what's different between the at log AI and a robocaller that I've had for 10 years?
Speaker 2:Yeah, I think the two big things right. The first is we come into your store so we really try to identify what exactly you need right, so we can set up specific parameters. We can have a negotiate like imagine anything a human can do the AI can do pretty well. And then also it sounds. We've showed people demos in person and over the phone and they're always shocked by how good the voice is, cause it's, it sounds like just like someone you know.
Speaker 2:When we were in the first store, we did it in um, we like had it on speakerphone and there was a person walking distance and they're like is that Reggie from like XYZ store? And it's. So I think it's very nice for us to hear, cause we're we're listening to these voices all day trying to test them out, so when people think they, they really do sound like real voices. So an auto dialer, you're just going to get the same robotic, monotone voice where with us. Like you'll get someone with with you know emotions and expressions, and like we'll always have that same level of energy, whether that's at 9 am or 8 pm in the evening.
Speaker 1:So you guys got to understand this. Now, I was going to the booth that they have at the Missouri Red and Yellow Association we're talking about the 2025 booth and I go by and I'm talking to the guys and we can do an example of a call right at the booth, right? So if somebody comes up to you guys, you can show them hey, this is what it sounds like. Now, I'm not going to lie, it sounded like one of the guys at the booth. I said that earlier. I thought it was one of the guys at the booth, but obviously he wasn't on the phone and I was able to see that. So you guys have this ability to kind of show what it can do with somebody who comes up to you. So if I was looking at just a run of the business, kind of what does it sound like, you can do that right then and there.
Speaker 1:Right yeah, but right then and there, right yeah, but now you're saying there's different voices.
Speaker 2:Yeah, so the voice that we showed you was one example of like a voice that we really like. So that's the one that we show, but we've been testing out like hundreds of different voices so you can have any accent from anywhere in the world. Um, we're currently testing out different languages. We have Spanish currently, um, and we've had a request from certain store owners for different languages also, so that's something that we're kind of bringing out. But, uh, we recently had like a French accent that we've been testing. Um, so it really gets really like, and I was listening to the French accent. I'm like this sounds like my French teacher from high school. So it's like we've we've had some pretty interesting interactions with the, with the AI, but you know, it can be a man or a woman, it can be. You know, they could be from the North, it could be from, have a Southern accent, really anything.
Speaker 1:Yeah, so I mean, are we looking at a server farm somewhere that's going to be set up and you know we've got to have it ultra cool for the AI industry? Is that something that you're working?
Speaker 2:towards. So I think right now, like we do the AI application, so the companies that are doing the chips and the actual large language models, what it's called, it's often referred to as LLM. So ChatGPT, for example, is run by OpenAI's LLM, and there's Anthropic, which is Claude, so that's its own LLM, and then Facebook has one like meta called Llama. So all of our systems were kind of agnostic to the data center and the LLM, so we just picked the best one that's going to sound the best for you and to your specific application when choosing what voice to pick and what that voice is trained on and says so is it possible to have somebody on the background using a chat?
Speaker 1:GPT versus a cloud.
Speaker 2:So yeah, like the voice itself is powered by that.
Speaker 1:Okay, all right, so help me out.
Speaker 1:We got to there by kind of listening in and going okay, I'm in this rent-to-own space. I see that there's something going on. I think I want to fix it, but how do you stay in touch with that? So you've done it. We're going to go down this road of making calls and you think that it's a good segue in let's get the collections calls, let's find a personable voice that's going to call you and set this up with your accounts. But how do you stay in touch with the rent to own? How do you know that we're still traveling down the right road? What kind of? How do you get that feedback and how do you know? I want to make another iteration to the analog AI. Okay, for right now we're doing collection calls, but maybe we want to go into sales calls, maybe we want to do a callbacks, maybe we want to find out how the delivery was or whatever the case is. Yeah, how do you stay in touch with the business?
Speaker 2:Yeah, our, I think our biggest thing is talking to store owners, like wherever we are. We had really great interest at FRDA. We talked to a lot of the stores down in Florida and, being in Missouri this week, like we've had the chance to like see kind of what people's interest is, how their specific stores because you know, if you have two stores which we have, 70 stores you have completely different problems that you're facing. I guess some of them the same, some of them are different. So our biggest thing is like keeping in contact with our kind of like familial connection, always relying on him to like give us some advice and feedback and things like that as like our first line of defense, and then going to our first customers and saying, hey, like we saw that you guys wanted this first. Like can we incorporate more into your store? Like what is your feedback for us? So that's kind of the process that we're taking.
Speaker 2:I think when you build something specifically for someone, that's like what our program teaches us. It's called make something people want, right, like we don't want to sell some. Like. Like we don't want to sell you something that you don't want right, like you don't want to sell someone a couch that's too big for their living room, right?
Speaker 2:So like we're kind of trying to like get the perfect couch for you or get the perfect AI that will work for you, and I think, with that philosophy in mind, it's a lot of like taking people's feedback in and incorporating that into the product.
Speaker 1:Well, I'm going to, I'm going to always say listen, I'm not saying that the owners are not right, or the owners and I. That's one aspect of the business. But I would definitely incorporate, you know, some of the RMs or some of the dms, because they're going to see it from a different light, and then you're going to have the general usage of it through the store managers and the sales people and the collection people and getting their feedback on it might also be right something.
Speaker 1:But you know, going from that is is there anybody else involved in this? This is all at log solo, or is there some kind of collaboration that you're you, you're you're kind of feeding back into to kind of help you get through this?
Speaker 2:Yeah, so right now it's all outlog solo Um and we are actually currently raising money right now.
Speaker 2:So one of the parts of the program is we are a venture run fund um venture run company, so we go out and we talk to investors to help raise money um to essentially build more for the RTO industry. So we're really excited to, you know, show people in investors that might not know what rent-to-own is. It's always funny when we have these conversations because these are people who went to the best schools. All they do all day is deploy capital as venture capitalists, so they're not really in the same kind of space. So we've not only had to teach them what the AI does, what the voice agent does, and then also teach them about the rent-to-own space and about both furniture and tires. So I think that process has been really interesting for us, being this bridge between both the technology side, like bringing technology to the rent-to-own industry, but then also bringing the rent-to-own industry to the technologists and to the investors, to show them that you know there is room for growth in this space and that we are the right company to bring it forward.
Speaker 1:So if I was sitting on a bunch of money, I can invest in that law right now.
Speaker 2:Yes, yeah, we're taking investors. So if you're how does that?
Speaker 1:work? How does that work If I want to invest? And let's say I'm just saying if I had some money I wanted to invest? How does that? How does? Is it a share that they're buying? Is it? How does?
Speaker 2:that work. Yeah company it's called. It's like the safe model Um. So right now we are this week we were raising $2 million at about a $20 million valuation. That's our goal. Um, we're going to see how, how well it goes, but um, currently like that's why Raj and John aren't here with me right now they're in SF um presenting to investors. So that's kind of yeah, like that capital will help us continue to build into the space um and give us that leeway to really like come into the stores and work with the different owners as well, so that I mean that's that's super important.
Speaker 1:So I'm glad that they're taking care of that and we'll come back to investing later. Now you have a couple of different ways to look at this. Right. We have some businesses that are bigger than others. Is this like a business to business model for large companies? Can you scale this down for the guy or the gal or the couple that have just one store? Can it be affordable for them? Or is there a break even mark where it's like it's better that if you have 20 stores, so that that way the cost is more effective? Can I have just one store on it? Can I have 50 stores on it? How would you break that down and say this is the way it should be?
Speaker 2:Yeah, so we price by store.
Speaker 2:So our hope is that everyone in the rent-to-own industry is going to be eventually on that log.
Speaker 2:So whether you're a one-store owner that wants to just test it out in a store or make your store more efficient, that's something that we're really excited to do, because a one-store owner has a lot of information that you know a big chain might not, because you know you're probably there on the ground, you know your employees really well.
Speaker 2:There's like an added, like extra level of kind of knowledge surrounding that. And then if you're 50 or 70 or a hundred store owner, you know you have district managers, you have leaders, you have all these employees. So there's a lot of knowledge there as well. So kind of our plans are very similar across the board or per store and then, based on the size of the company, we like work with them to see you know how you know. Are we going to do a pilot test in a small number of stores and expand into the rest of them, or do we do kind of like a volume based program as well? So we can we figure the kind of the pricing and the details out with each store, but our goal is to work with every single rent to own store.
Speaker 1:So one thing that I'm very curious about is that rent to own is very personal. Yeah, you know, it's one of those relationship driven businesses. That's what we do. A lot of the owners that you're going to talk to are going to say how do you get more sales? How do you do this? Well, first off, you got to, you got to create the relationships with people, right. So, moving forward, it seems like relationships are starting to disappear, right? Everything is fast, everything is on the phone. I don't talk to somebody who's selling me something on Amazon, I just buy it, it shows up. I don't talk to the driver. I don't talk to anybody, it just shows up. There is no personal relationship. I don't like it, it goes back. They give me my money back and I'm good when rent to own is. You know, we want to build that relationship. We want to make sure that they understand and they're happy with the product that they have. So how? How do you feel about the automation versus going into a business that is heavily relied on these relationships?
Speaker 2:Yeah, and I think that's what we're trying to build on the best with that feedback aspect I was talking about before. We had a recent example of like delivery drivers right, like an owner doesn't know how well a delivery driver is doing in the home of the person that they're going to and that's a really high risk job.
Speaker 1:It's probably one of the most important parts of the job. I mean, I don't care who you are. If they go into the store and they build that relationship with a manager or a salesperson, that's great, but the guy who's most important is going to be delivering it into your house so that he's not knocking over your favorite picture or scraping your wall or pulling the little string on the rug and it just kind of all the way comes out like the cartoons, but it's a group thing.
Speaker 1:I don't want to say anything is one more important. But the lasting impression is usually the last person who's been in where you stay right. So did I put it where you want it? Did I set it up for you? Did I show you how to use it? Did you understand how the service and the function of the features work? Do you know about our loaner program? And you know that could really make or break it? So how does AdLog affect that?
Speaker 2:Yeah, so one of the things that we've been thinking about recently we had someone request was having an agent call the customer once the product is delivered.
Speaker 1:Now, when you say agent, we're talking about AI, yes, the AI agent.
Speaker 2:So we would have a call go out to the customer as soon as they have their stuff delivered. So right then, and there you get their real raw emotion and we can see who was delivering it, how well they did, did the person like it, what did they? You know, were there any issues that we may be able to fix? Um, and what were the good things that they did? So we can provide that constructive criticism and you can say like, say, you know you do a hundred deliveries in the week. We can summarize all of that and get and give you like the high points right. Okay, like these 85 deliveries did really great. Oh, I hit the wall in one delivery and the other 10, you know they didn't provide any meaningful feedback, so it's kind of based on Providing training opportunities.
Speaker 1:Yeah, exactly Okay. So I'm going to be honest with you. I love the sound of it, yeah, but you're not the first person to come to the show or the rent-to-own industry and say, hey, I have this great idea. So not that long ago I would say, let's just go back a year.
Speaker 1:Okay, we're talking to what they call the R2O, and it was like a rent-to-own collections piece where there was this idea that collections could be automated and they were going to do certain things not far off of what you were talking about. And there was an idea this is going to get implemented, this is going to be the new wave. And there was a fizzle. I mean, there was like one firework and then after that everybody was left like, okay, what's next?
Speaker 1:And it was like there's crickets in the room, initiates at log from people who have tried to come into the space and do calls and kind of get to a point where this is it's going to call you at the right time, hopefully it's going to say the right things and it's going to change everything, and then it not. How does that work?
Speaker 2:yeah, I think our big difference is we have been kind of built on the philosophy I know raj really says this a lot of showing up, um, like that's why we're here, like we really do want to build those relationships out. Um, and like we both have personal family connections to get the rent to own space. Like when my parents first moved to America they went to a rent to own furniture store to get, you know, those first couple of pieces of furniture that they had. So it's meaningful to me to help contribute to an industry that contributed to me when I was young. So I think that's a big aspect of it. And then I think, just like everyone is so, so genuinely sweet and nice, like I think, like obviously we have to prove out the product and we that's, that's, that's the onus there is on us.
Speaker 1:It is it, is it totally is.
Speaker 2:But I think, like I think we are some of the smartest people, um, like we are going to bring some of the smartest engineers on board and I think the fact that we're also have that venture backing is really important, like a lot of these companies might not have the resources or the the capital to really put in the time and effort, um into creating the software specifically for rent to own. So both showing up, showing out and then having that resources necessary to really create a product for this industry.
Speaker 1:So let's say we're talking about this, right, let's say I have Bob's rent to own, yeah, we'll say Pete's rent to own, okay, pete's got the best rent to own, pete's rent to own. And you come in and we're talking about making calls. And we're talking about, let's say, a possibility to have the callbacks and possibly something more that comes down the road. How do I know how well I'm doing? Do I have to wait to the end of the month to collect that data and put it together, or do I see it real time? Is it on a dashboard?
Speaker 2:How does that work? Yeah, two things. With us is everything is unlimited and everything is live. So if you say we did a round of calls on Monday, you could see it the same day as the calls are going. You can see the transcripts, you can see how the AI performed. We also do compliance calls. Let's say you can have it read over transcripts from real people.
Speaker 2:So there's a wide plethora of things, but the easiest thing is you have a dashboard so that is active between at log and the rto store at at any time so you can hop in and see how much money was collected today, how many calls were made, how well is the ai doing, what is the success rate? Um, what is the average like time on the call? And you can see like is the average person happy with the ai voice or are they not right? Like we can do sentiment analysis, just basically see like is the average person happy with the ai voice or are they not right? Like we can do sentiment analysis, just basically see like are the calls going well? Are they not as well?
Speaker 1:so okay, so we got real time live. We're trying to make calls. We're going to start there, we're going to get the information coming, but now let's get a little deeper. Yeah, because to integrate. So are we talking about integrating with the operating softwares that are currently out there, or are we talking about Adlog is going to be able to give you an operating software that you can collect money on and it calls and does these things for you?
Speaker 2:Yeah. So I think what we've been trying to do is every owner is a little different, right. Every owner has a different preference of you know how they want to collect the payment, whether that's through their POS or that's not. We also work Stripe is a big payment collections company that also has the same investor as us so we have pretty good deals through Stripe to implement that for the stores as well. So what we do is we really work with the store and with their POS and their systems to try to help incorporate as much as possible, and then from that point, our hope is that we'll continue to build software for the rent-owned industry.
Speaker 1:So what kind of information does the computer need to be successful? Because you have a lot of different operating softwares out there okay.
Speaker 1:You've got some like VersaRent that are going to be a little bit more on the edge, maybe not as cutting as what you guys are bringing to the table, but a little bit more on the edge. You can use a mouse no-transcript, that are like I don't want to upgrade because it's not broken, I don't mind having the AI call, I don't mind having the AI collect, but why do I need to change all my software and do anything for this, like I would love for it to integrate? How does that work?
Speaker 2:Yeah, I think that's why we're thinking through kind of the first iteration of the company being the voice agents and having that be that initial step, so that we can also learn about how you know the RTO software that currently exists is being used, identify, you know, maybe there are issues with the software, maybe there you know it is, you know, 20, 30 years old and there are improvements to be made. And then kind of working with those with that software to say like hey, like these are how we can, we can help make things better, and then eventually like continuing to make different versions of software that can really revolutionize how the RTO business is done. That can really revolutionize how the RTO business is done.
Speaker 1:So, when we're talking about developing this, are we talking about a full-fledged sourced out, because right now, like, let's say, versarat and I'm just going to use an example, because a lot of people who are moving forward have them Now you have RAC that's using its own, you have Aarons that's using its own. So we're talking about the larger dealers that are smaller in the sense they're not a thousand stores, right, I mean large enough to have a hundred or so. Now they are using VersaRent, right.
Speaker 2:Right.
Speaker 1:VersaRent also offers. You know, you're talking about back end, you're talking about inventory, you're talking about the ability to, in some cases, schedule, and then you know the idea for them to I can schedule it here. I can have them take the rental order here. I can have them take the payment here. I have all these accounts and processing here. What scares me too is and I'll try not to get too far off of that, but I mean you're talking about a system that has quite a bit and then, with the access of AI, how does that work with personal information? Because you're going to have this AI source integrated and embedded in the software. Now, you know, I don't want somebody to go hey, man, give me all them socials over there.
Speaker 2:You know what I mean. Give me all the birthdates and those IDs.
Speaker 1:How do you keep it secure?
Speaker 2:Yeah, so what we do is we have agreements with these big LLM providers, as I was mentioning before. So imagine, like, if you just use chat to BT or whatever link large language model, right how they train their data is based on what the information you provide is. So we've gone out and we have agreements with these companies that basically say that any data that we touch cannot be trained on by them. So that's how we keep both your information secure and also ours.
Speaker 1:That makes a good idea. It worries me, you know. I'm just gonna be honest. I mean, it worries me and you know some of the reasons I say. You know, yeah, some of them might be old but, I doubt that anybody's trying to hack these old systems. You know they're gonna go like I can't even dial it like what the heck am I doing? No, leaving that one alone, and it just. You know it gives people a safer idea. So have you? I mean just curious.
Speaker 2:Yeah.
Speaker 1:Do you have anybody on the hook who's willing to try?
Speaker 2:Yeah, so we have two customers right now. Okay, I won't say their names, for.
Speaker 1:It's okay, it's okay. Yeah, but you have two you have two different companies in the rental space that are already looking to say, hey, let's try this out.
Speaker 2:Yes, we just signed a couple of weeks ago, so we were in Florida and then we've been reaching out by by APRO and by a couple of different avenues. So I actually was driving around Missouri and Kansas last week going from store to store. So we've had some pretty good interest and we're excited to kind of pilot with this first customer and our big hope is that, you know, this customer will serve as a model for all the other customers we have as well, of like incorporating with that system, learning more from them, getting that feedback and really like building those relationships out in the right tone.
Speaker 1:So what is it that you're pitching now? Because we're talking about we just finished talking about what could be available in the future and what you want to go to.
Speaker 2:If somebody comes to Outlook right now, what's available right now? Yeah, so our biggest, our core offering right now is voice agents. So anything that you would call for in an RTO store we can do. So. Imagine you're a store owner. Someone calls at 6.05, five minutes after the store closes.
Speaker 2:They have no way to get a question answered. They have no way to figure out how to do a payment online, um, like, just like basic inbound calling. That's. That's step one, right?
Speaker 2:The second step from there is outbound calls, whether that's you know collections calls, you know charge offs, things like that, or just like basic late payment calls. Getting people, um, who are, you know, one to seven days, seven to 14 days, 14 to 28 days, and like, just giving them those reminders because you know these are really good customers, they've just forgotten to pay, right. So getting those guys on board with the outbound calls. And then eventually we're also trying to do sales and marketing calls and learn more about the customer, build customer profiles, so eventually we can say like, oh, like, johnny bought a TV last week, right, and he he, you know, paid cash in full in two and a half months. Like, let's try to sell Johnny another, like, maybe it's a, maybe it's a living room set, maybe it's a TV stand to go along with his TV, things like that. So so you got a lot going on right now.
Speaker 1:Yeah, we do. We got a lot going on, okay, all right, so the roadmap.
Speaker 2:You're doing collections right now. Yeah, we do. We got a lot going on okay, all right.
Speaker 1:So the roadmap you're doing collections right now. We can possibly start going into sales. What is? What is the next two years for outlaw? Look at like, like you, starting with collections calls, you can possibly go into sales calls. We could then start going into the callbacks for the deliveries. Where are you after that?
Speaker 2:yeah, I think our biggest. I think, once we've mastered voice, the voice across the stores and the calls, what we'll be able to do is, like I understand these fundamental problems right and whether that's like, for some stores it might be the pos, for other stores it might be inventory management. Um, it might just be like we. We had one operator say that the front of the he wishes the front of the store was smaller and the inventory in the back, like the area in the back, was bigger. So even stuff like that, thinking about what sort of solutions can software provide to alleviate these big headaches that RTO owners are having?
Speaker 1:Is there an idea to integrate websites with the AI in order to do real-time inventory checks and see availability? Hey, I entered in the zip code. Well, you're like 20,000 miles away and I can't really do it, or you're in our delivery area. We have the possibility of scheduling you between four and six. How far away is that?
Speaker 2:Yeah, we've been talking to some partners who are in the website space in the RTO industry already and have made really great connections. Is that Wild Brands? Yeah, wild Brands. Oh, we've been talking about it, listen.
Speaker 1:I love Wild Brands. Ryan Kress is a friend of the show. You know I love what they do. They are really good at what they do.
Speaker 1:The integration that they have, the possible integrations that they can do and the forward thinking. He's definitely on the edge of that and I love his thinking on that. So I'm glad that you have the opportunity to to work with him, because he's he's somebody to. He's somebody right now. Okay, that you know. Wow Brands is definitely moving forward and I like that. You know if there's going to be vendors working with each other, at least as the vendors that are already here and we use.
Speaker 2:Yeah, he's given us a lot of great advice, so we always love um potentially integrating with the system, um, and like getting to understand that web, like website, and how stores are using that.
Speaker 1:Right, so I know that there's no going to be final date, right? You can't say well, it's going to be fully done by this day because you're going to be adding and upgrading and updating. But what date looks like in the future where you can say this is at least going to be a full version, or at least the full 1.0 version, that it's going to be at that time before we do an upgrade or something like that? I mean, are we talking about a year or two years? How, what is it looking like?
Speaker 2:Yeah, the voice agents were fully, fully live with. We can pilot it out in the next couple of weeks and then I think our full vision for the company is really, with that feedback and kind of what we're expecting is in the next year and a half to two years, that we'll really understand like continue to understand these fundamental problems through feedback and then be able to build from there.
Speaker 1:So let's say I have a store. Okay, Again, we're a pizza rental home, the best rental home that you're ever gonna go into and I want to use AdLog right, I say okay, adlog, you guys have a great idea.
Speaker 1:I'm just a one-man band. I need some help. I think this is going to work for me. What has to happen? Like do I need a certain bandwidth in order for AdLog to work correctly? Do I add a computer tower in the background that has full access? Or like like help me out, how does it work that you can start getting somebody on there without going like super technical? But I mean, do I need a server in the back? How does that work?
Speaker 2:No, so essentially what we do is we like to call it white glove onboarding. So we would come to Pete's rent to own.
Speaker 2:We would the best rent to own we would sit with you right, we would kind of take in all the problems that you're having. We would understand what software you're using, how you're using it, why you're using it, and take that perspective and then also talk to the people working in the store, talk to what they need. And that's kind of how we've thought about this process, because for us we're trying to learn as much as possible. So if we can learn from the best rent to own store in the industry, that's that's super beneficial for us, right? So that's kind of how we're thinking about it.
Speaker 2:So, say, you want to incorporate in a store today we would fly out to you, um, we would kind of talk to you about you know which one of those voice agents you want to use. Do you want inbound? Do you want outbound? Do you want sales? Um, do you want collections? Do you want late payments? Like what sorts of things is that specific store looking for? And then understand the demographics of the store. Like we can have them call in Spanish. We can have, say it's a store in like an older area. Like you know, the third of the month is a super important date for them.
Speaker 1:Very important.
Speaker 2:Very important so we can understand, like, what are the specifics behind that store and really tailor it to you.
Speaker 1:So it sounds great Okay behind that store and really tailor it to you. So it sounds great Okay. But let's say Pete's RTO, the best rent to own ever. That's a one guy, that's a one man band. Okay, I have one store and I'm looking in this one town. Now let's say you get a call from somebody who's got 20 stores.
Speaker 2:Okay.
Speaker 1:Yeah, are we white gloving, every single location.
Speaker 2:So what we start and the reason.
Speaker 1:I say that is you know. Let's say you got a guy in Georgia, you get a guy in Texas, you get a guy in Missouri and they all have 20 stores and they're like hey, you know, sean, I'm ready to go. And you're like Woo, okay, how do I, you know, how do I make this happen? Yeah, how? Where are we going from here? Is there a scale up? Is there going to be more than you guys, or is there going to be in field? Like how, what are you thinking?
Speaker 2:Yeah, I think, as you know, I think when the demand is there, we'll start hiring and I think one of us will always be on site. I think that's kind of the goal at the moment. But I think that's one of the big things that the investment is for. And also, as we grow the number of stores, I think we'll learn so much more right. The product will be so much better that maybe we don't have to white glove every single store. We can white glove the entire chain at once, right? Like if we can incorporate into one store. That first store is the hardest store, right? It's like the first time you do something is the hardest time that you do it. So I think the next 19 times from there should be much, much simpler.
Speaker 1:Okay, yeah, I mean talk to me a little bit about AdLog itself. So we're talking about what it can do, what we expect it to do all the calls, the collections, possible sales and all this stuff. What is AdLog itself? How are you guys? What's the company's culture? We have three guys with three high-listed titles, but I don't think there's anybody else there. So these have got to be long working days. I mean, talk to me, what is a typical day for Sean and Viraj? What do you guys do? Do you wake up, drink coffee and go straight to? I've got to figure this out, I mean.
Speaker 2:That's exactly what we've been doing. So the program that we're in, really that's the emphasis. So we wake up at 9 am and immediately get started. The coffee pot is brewing, it's ready to go. I'm on my computer as soon as my alarm clock goes off. So I think for us it's really putting in the work, because we're not only learning, we want to build a very niche technology for this industry. So I think that's really like we want to bring our work ethic to it.
Speaker 2:So we work 9am to 12am, we talk to our mentors, we talk to the store owners and, um, it's always funny, cause I was driving around um, kansas and Missouri before MRD and that's like one of the ways that, like I'm trying to show out because, you know, the other two couldn't be here right now. So I was trying to kind of be as present as possible and it was really cool, cause I was going from store to store passing out our smart AI guide and had a couple of store owners come up and say like hey, like I saw your guide, like thank you so much for coming and dropping that off, and I was able to do that in person. So, yeah, that was really something that we like really take into to our culture is that show up, be present, and we spent a lot, a lot of hours on this.
Speaker 1:So how do, how did we get here? How did we? I mean, and not just the analog, as we've kind of described, but like how do you, where do you come from that you get up that early, stay working all day, every day on the go, like who put you on the? Who put you on that road?
Speaker 2:Yeah, I think, like I think that work ethic for all all of us comes from our parents. Like we, like I, went to a really like really academically challenging high school. I'm originally from Phoenix, so I can speak the same for Raj and John. They went to very similar high schools to me. We all met at Vanderbilt. Vanderbilt was a super academically challenging curriculum in school and I think we really excelled there. Because, you know, I always like to say Vanderbilt's work hard, play hard, and that's kind of the energy that we bring as well. Like I went out um fishing and woke up for golf at 6 AM today, um, and I'm still, you know, working throughout the whole day. So I think for us, like it's it's, it's a, it's a bit of a balance, right, like we want to bring a full sales to the industry, um, and that is bringing our like Vanderbilt, work hard, play hard as well.
Speaker 1:Okay, I mean the reason I ask is listen, I'm not trying to take away from anything or anybody. I have seen people in your shoes that they have the knowledge. No drive. Yeah, you know, I want to get up, I want to work the nine to five and I want to go to bed or I want to play, like you said. I want to be able to do that. That's what I went to school for. I want so that the time that I am working I'm good and when the time I'm off, I'm good.
Speaker 1:So you know the reason I say that is is, guys, if you, if you see the guys that I'm talking about from Outlaw, there is not one white hair on his head, Unfortunately. I'm kind of, but I see a different type of work when I talk to you guys and I was talking to the guys earlier. You know the number one thing I do see a lot of listening that I love because, let me tell you, there's nothing worse than somebody telling you about your own business. You know what I mean. The second thing that I see is that everybody's interested in an answer, or at least how to get to an answer.
Speaker 2:If I don't know it.
Speaker 1:It's okay, help me get there. That's not something that you see all the time. And, guys, just so that you guys are aware, because that means a lot to me, it means a lot to the show, but, number one, it means a lot to the rental industry because, listen, these relationships are important to us. Our customers are family. If you don't believe that you don't belong in this business, okay, we would be nothing and we would go nowhere without them. And so the idea of finding a way into this new timeframe of the world where AI is going to be more prevalent, a way where you know, listen, self-serve is almost like on every situation. You know, I can go to Walmart and I can order it and they'll bring it out to me. I can go to Walmart online, I can go to Amazon but you know we're even buying groceries now where I can just go on my phone, do, do, do, and a day later they're going to bring me everything that I can even use a credit card to get miles off of it.
Speaker 2:You know what I mean.
Speaker 1:It's just crazy how it works. So you know the idea that self-service here. It's here and we've got to figure out how to make the industry work with us, for us and with the way the customer appreciates it. I'm going to shop at your location because you know I have the opportunity to do it this way or that way. So, as we move along and we're thinking about everything that we're thinking about, is this something that can make it?
Speaker 2:please tell me, is this something that can make it to an app To like a mobile app Like a phone app yeah, I think, eventually we want to give owners access, right, we want access at any point in time. So I think, less than I wouldn't say an app per se, but I would say you would always have access to it on your dashboard at any time on a website so you could pull it up on your phone. More so on a customer level, oh, on a customer level, yeah. Yeah, I think the idea is people are buying things online.
Speaker 1:We're app-driven, we're app-driven. Look, dude, if I don't have that app, I'm not doing nothing Right?
Speaker 2:exactly People are buying things online left and right. So I think one of the biggest parts, an app is just a mobile version of a website, right, so I think that's less of what we do and more of what a website provider would do, but I think the idea of, like, eventually being able to take purchases online and make purchases, or even like, request that purchase online, is something that we've really been thinking about, because you know, that's huge for our business, right? Like we want the, if you're making a sales and marketing call, we want them to be able to lock in to the PS5 or the TV right then, and there, yes, I mean you know, speaking candidly.
Speaker 1:Listen, I love the rental home industry. I wouldn't be if I didn't. I've been here for 20 plus years. I've worked for a number of companies, I've done a number of positions. I think that, as much as I love this business, we are a little bit behind.
Speaker 1:I see the need to move up and it's crazy that I see somebody who also sees that from a generation's standpoint away. But we can agree on that. I love the business. I love being able to see the people that I know. Time and time and time and time and time Again it's funny Short story I worked at Buddy's Home Furnishings. I left and went somewhere else and I came back.
Speaker 2:We're talking about like five-year gap.
Speaker 1:Came back and I took over a region when Buddy's Home Furnishings. I go back to the store that I used to manage and within two hours two people came in that I used to deal with. Wow. Now we're talking almost like 10 years before Came in. Oh hey, pete, how you doing Now, mind you, I haven't seen him in 10 years.
Speaker 2:They're called straight first names.
Speaker 1:Right, right, right. And he was like where have you been? And it was like, well, you know, I did this and this. Oh, so you're back, that's great. And I was like I can't believe you're still here, right, you know what I mean. So the relationships are so important to what we do and I never want to understate that.
Speaker 2:Right.
Speaker 1:Or overstate the need for AI. But I and we've got to marriage that together and I think that there's an opportunity to do that. But we're going to be watching you, Right, Because I'm going to tell you I think and I have to rephrase it, I got to look back on it because my memory is terrible it could be R202. But I remember that. This collections thing, you know, we did a thing on it and it just seemed so great and, like you said, you know what.
Speaker 1:We've got to figure out a way to make these guys stick. 10-year, 100,000 mile, it doesn't matter, and you're like, you got my attention now. And I'm not saying they're a good car, bad car or not. But, that definitely said wait a minute, at least said wait a minute. If we're willing to stand behind it that much, let me go check out this car at least. And then here we are. They're like the third or fourth largest car manufacturer in the world right now Again, good, bad or indifferent, that is the truth.
Speaker 1:So, looking at that, and I was like you know, I love the idea, I love the passion for it. Let me tell you, if there's anything that I love in this business, it's the passion to get something done and to do it right and to get there until you get it right. But you know, seeing somebody else who was in the space and you know, kind of like bailing out on it for whatever reason and I'm not saying good, better and different they're not here anymore. So you know what's to differentiate the staying power of Outlaw versus somebody who's tried it and then decided.
Speaker 2:Yeah, I can. I can give you some insight. We talked about Outlook's culture before and I think one of the big things that we really stick by is Brian Chesky. He's a CEO of Airbnb. He came and spoke to us and he would say that the first couple of years of Airbnb, everybody thought he was nuts right, because he was pitching the idea that people stay in other people's houses that you don't know and was pitching the idea that people stay in other people's houses that you don't know. And who would want to stay in a stranger's?
Speaker 2:house right so he would say that he would be the first, he was the first guest of Airbnb. He would go book a house and go stay in the person's house and then he would do all of these different things where he would take photos of their house to make your house look like a hotel and really get nitty gritty on the ground. And I think that's the same level of perseverance and grit that we want to bring to our company as well. And I think, as I mentioned before, like that's why we're showing up in these places and that's why, like we're not, we're here to stay, we're not, we're not trying to leave, Right, Um, and I think you know I've I've been mapping out all these different trade shows that are happening. We're really excited to attend them.
Speaker 1:We're trying to figure it all out. We're trying to get there.
Speaker 2:And even just like talking to the store owners, like I think that's why we want to do the white glove onboarding, because it really integrates that relationship with them, that like we care about them, to fly out to their store, to really be on the ground, learn their problems and create those you know lifelong relationships.
Speaker 1:Well, you know, it's funny when you were talking about the fact of the Airbnb. Yeah, so somebody that we had on the show was Joseph Kopser. Okay, he was a keynote speaker in San Antonio, I believe, for the RTO World. I got to know him a little bit man sharp, amazing guy. Now, what happened was inadvertently.
Speaker 2:I the. Rto world, I got to know him a little bit. Man sharp, amazing guy.
Speaker 1:Now what happened was inadvertently. I didn't know this. He didn't tell me this at first. He's somebody who tries to see the future coming. What's coming our way? Don't be on the tail end of the bell curve okay.
Speaker 1:We need to be on the forefront of it, and he saw that, just as I do. I think Renton needs it right. So we're talking about it and in the conversation and you mentioned Airbnb and it reminded me of something that we had talked about. And so Joseph, before Uber was Uber had helped create the rideshare program that he sold that eventually became Uber.
Speaker 1:I was like you know that forward thinking is like you never know how far it'll go right, I mean I think and and I'm gonna have to go back and make sure that I double check this but I think that the guy who had ring, which wasn't called ring at the time, he pitched a shark tank. Yeah, he did, he did and they said no, so he renames it puts it out there like everybody has a doorbell with a camera. Now, does it necessarily mean a ring? No, but when we're talking about it's almost like Windex Everybody calls glass cleaner Windex. Does it mean that it's Windex? But I mean, like everybody's, like you got a ring Doesn't mean you have a ring, but it was the prominent number one thing that came out and now everybody associates that name with hey, do you have the outside light? Do you have the doorbell light? Do you know? I know the ring has this community and it builds.
Speaker 1:So looking at it now and going man, there's an opportunity out there. I see an opportunity. I'm with you guys. I want to go back to what we said earlier investing. Now, let's say I have a million dollars in my back pocket. Right, I don't know, pete's the best rental owner owner ever. I don't know if he's got a million dollars, but so if somebody said because I mean our listeners are gonna ask yeah if there's a way to buy into this, because they feel like there's something that you know.
Speaker 1:Not only are they helping the industry, right, but you want to put some money in the pocket, right. Well, how do you do that? How does somebody go about reaching at log ai and saying, hey, you know, I think I want to be a start of the process, or or I want you guys to come out and do the white glove, or I have questions. How do they reach you?
Speaker 2:H-A-U-N. Sean at Outlookai and I can. We'll send you over the information. If you want the white glove onboarding, if you want Outlook in your stores, if you want to invest in us any sorts of questions, you can send them my way. If it's just like how to use ChatGPT for your store, how to use a different AI model for your store, we can do that too. Whatever AI questions you might have, those are all things that we like. We just want to be here as a resource for the industry because you know we've come fresh out of this, we're in San Francisco, we've been in San Francisco for the last couple of months, just like being in the heart of AI, and our hope is that we can grow with this industry as well.
Speaker 1:So getting back to it, s-h-a-u-n at at log A-T-L-O-G dot AI. Now, if we want to reach out to Raj, it's V-R-A-J atlogai and if they want to check out the website, atlogai you can make it easy.
Speaker 2:All right, so it's original name.
Speaker 1:You can find it, guys, anywhere. Now is there a social media presence, Because I did see a video.
Speaker 2:I liked the video.
Speaker 1:Yes, yes I saw the video and I was like you know what these guys are really trying. I actually thoroughly enjoyed the video, good, good. So I was like you know, I got some competition out there. But I really liked the video. I thought it was amazing and I thought they're trying. Maybe they get it. If somebody wanted to visit the website, they go to Outlookai. What are they going to see on there?
Speaker 2:Yeah, so right now we have our waitlist. So it's it's. We have a waitlist and our key features on there at the moment. So if you want to book a demo with us, you can book a quick 15 to 30 minute demo. We'll hop on call with you. Show us, show you the platform, give you a call, let you listen to it. We'll talk about, like, what your specific needs are. That's kind of our biggest things. Like our website isn't just so that you come find information, so that you come find us Right, and it's like who better to hear from than the source itself? So we'll hop on call with you same day. Like that's. That's the type of service that we want to provide.
Speaker 2:Um, and we're on all social media platforms. So you saw the video. Um, we were kind of wanting to recreate like a furniture store type of vibe, so that was posted on the Y Combinator LinkedIn page. It did pretty well. We got like 17, almost like almost 2000 likes, which is pretty cool to see. And then we have an Instagram page, we have a Facebook page, we have a Twitter page. So we're kind of on all the big social media channels as well.
Speaker 1:Okay, good. Well, listen, guys. The reason I wanted to talk to you about it is because what else are we talking about? Every time we have a conversation about the future of Rentone, what two letters come up, a and I, and you're not going to get away from it. Rto is going in that direction, sean. I'm going to tell you right now.
Speaker 1:I appreciate you coming down and sit with me telling and sit with me telling us a little bit about Atlog AI, because I'm very curious in the direction that it goes and I really, I really want to know more. So you know, just to be honest, I'm going to be spying on you a little bit of social media. I'm going to check out the website. No-transcript, you do reach out to the show. It's Pete at the RTOshowpodcastcom. That's Pete at the RTOshowpodcastcom. You're welcome to go to our website and send us a direct message. You're welcome to see us on social media, which is Facebook, instagram, linkedin and now YouTube. Don't forget to subscribe, and you guys can also go on there on the website. Get some swag, get a nice shirt. I was telling you right now, there's some good stuff on there.
Speaker 1:Sean, if you want to get something, you let me know you can get hooked up, but I think you're headed in the right direction. I'd love to see where you go. I'd love to have more you know, more of this interaction a little bit later and then, you know, maybe we come back to this and say this is what we have implemented. You know, we're in a number of stores we don't have to mention who, but we're in a number of stores. This is how it's working, this is where it's going. You know again, if you want to reach out to them Sean S-H logai and just see what they're, what's going on, visit them on social media. I really appreciate you being here, sean thank you very much.
Speaker 2:Thank you so much. It's been. It's been so great seeing you again and, yeah, we're going to talk about it.
Speaker 1:And, guys, I will tell you, as always, get your collections low to get your sales high. Have a great one.
