Episode 116: The "Recession-Proof" Secret: B2B Junk & Valet Trash | Build Recurring Revenue

Host Mike Halpern sits down with the founders of Accelerated Waste Solutions (AWS) to discuss their innovative "two-in-one" franchise concept. Learn how they combine junk removal via a patented app with recurring valet trash contracts to create a dominant B2B force in the waste sector.

Key Takeaways:

• Dual Revenue Streams: Operate junk removal during the day and valet trash services at night for 24/7 earning potential.
• The Power of Patents: AWS holds a patent (until 2037) for their photo-to-quote junk removal technology.
• B2B Focus: Why targeting apartment complexes and property managers leads to more predictable "monster" repeat business compared to residential one-offs.
• Valet Trash Stickiness: Learn why property managers rarely cancel valet trash services once they are implemented.
• Startup Economics: A deep dive into the $250K "sweet spot" investment and the executive owner mindset required to scale.

Resource Links:

• Guest Website: Accelerated Waste Solutions
• Guest Podcast: Work Order Nation

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Mike Halpern, CAFC
mike@franchiseqb.com

Transcript

0:42

Joining us in the huddle today are Fred Tomlin, Jr. CEO and Sherrod Hunter brand president and COO of accelerated waste solutions. Welcome to the show guys. Sir, good to be here, Mike. Thank you. you. to see you. Thanks for coming on. So you guys have been business partners for a long time, something like 18 years, which is super rare in business. As everyone knows, a lot can go wrong in a relationship, especially a business relationship over two decades. And you guys have stuck it out and grown exponentially. So in fact, you guys were gracious hosts, you invited me and a few of my colleagues in France served down to Tampa a couple weeks ago to visit your really impressive HQ. So thank you guys so much for having us. And we learned a whole lot about your concept, Accelerated Waste Solutions. So we're here today to talk about Accelerated Waste. Let's just jump right in. Can you guys tell us a little bit about what is Accelerated Waste Solutions and your two-in-one franchise? Yeah, absolutely, man. Absolutely. It'd be hard to tell you about AWS without telling you kind of where we came from and kind of our origin. And honestly, kind of the glue that sticks us together in terms of me and Shirai. uh He's easy to like. And honestly, uh we're aligned in our lives and our background. So it's an honor to honestly be able to work with him. And where he's my... I'm his yin. He's my yin, if that makes sense. And we work well together in that regard. But that said, just to give you some background about myself, I'm Fred Tomlin, CEO of Accelerated Waste Solutions, home of the famous Junk Shot app, as well as Doorstep Details, Valet, Trash. I'm an eight-year US Army veteran. I served four years in the active army, as well as four in the Florida Army National Guard. No worries, no worries. Thank you, thank you. But after that time, I went and got my degree, put my GI bill to work. and got my degree from the University of South Florida in advertising and marketing. I then went on to New York, where you're supposed to go when you have an advertising degree. Worked for a couple of agencies up there. And I'm originally from Florida. And so the weather did me in in New York. So I ran back down to South Florida and ended up being recruited by a B2B advertising firm. And in that journey, I would be selling advertising to small business owners, everything from YellowPage advertising, the websites, SEO packages. But in that journey, I was already getting the itch about my value to corporate America, like a lot of my franchisees, to where I was putting a lot of energy and effort into someone else's outcome. And that was thrown in my face even more so in my day-to-day job as I'm talking to successful business owners. And honestly, I'm pretty much the most annoying thing they had going on that day. They'd much rather be golfing than dealing with the advertising guy. And so... It got me my wheels turning. I started to investigate everything from starting a franchise to starting my own business. You kind of see where we landed. Everything kind of came full circle. But I shared that ambition with Sherrod. Sherrod was one of the top of the board sales leaders at that organization. And he had a trash can that popped up at his doorstep, which is involved in our concept that we sell today, which is a valet trash service. And he just thought we could do it better. already selling an intangible through a contract based method like the valet trash services offer. And we, I took him on. If you talk to Sharad here shortly, you'll figure out he's fairly compelling. And that said, he convinced me that we should go into that business. It didn't start out with a straight up and to the right. We had some challenges along the way, but we eventually took that one trash can and turned that ideal into 22 trash cans, 22,000 doorsteps across the nation at our height. And it's what also inspired us to open up our brand and our model over for franchising. But it too evolved into what we have today, also known as the Junk Shot app. But first and foremost, I'll kick it off to Sharad. He tells a little bit more about that trash can and how we did evolve that into the nation's only junk removal app. Yeah, thank you friend. So I mean you pretty much summed it up right we saw opportunity in trash I was a resident at an apartment complex and I saw the need instead of putting the trash on my car every day I saw a company that solved that problem. We just thought it made so much sense, right? Being able to help the resident help the property look beautiful and actually help the property make money But it wasn't it wasn't that easy and what started with something that made so much sense the two sales guys Selling a tangible product resulted in failure Mike We didn't sign a deal. People told us we looked good, sounded good, talked good, but it was no ink, right? And so we had to really pivot, figure out what we needed in the industry. We used each other's right? And uh man, we hit the pavement. I started removing junk and he started joining the apartment association to figure out what we were missing. And we were able to create the perfect storm. Someone trusted us enough to sign a long-term contract and change our life. We were able to compound that, scale that. two lines of business. One is point of sale junk removal during the day focused on B2B, right? And then the other one is recurring revenue at nighttime, right? While the franchise owner is sleeping. And so we've been able to kind of create a nice perfect storm with our two lines of business, complimenting lines of business. Yeah, I mean, it's just so cool how you have the day piece, the night piece, you have a B2B in a category that's dominated by B2C. So I'm really excited to get into it. And when I met you guys and you explained the doorstep details business, I mean, it was like the light bulb went off. You know, I remember, you know, long time ago when my wife and I met, we moved into a condo that looked like an apartment. We had that same problem. No one solved it for us at that point. I had to take the trash and go down four flights of stairs and walk to the other side of the community and drop it in the dumpster. I would have loved to have that built into my condo fee or my rent, whatever it is, and have that problem solved. So it's such a innovative idea and, and it's just one piece of the franchise offering you guys have created. So let's kind of segue into, you referenced the app Junk Shot. Tell us a little bit about that and how it benefits a franchise. Yeah, man. So we started from the bottom. We started with the borrowed pickup truck that we were going to use for the valet trash. We started putting junk in it, right? Realized we needed something bigger. So we invested in another truck. Before long, I was driving the truck, answering the calls, doing the job, right? Trying to project that scale. So people would call and say, hey, Rob, got just a couple of things, right? They need to be removed by the curb. How much is it going to be? Sounds like a little load. I give them a low price. You show up, Mike, stubble, triple the stuff that they said on the phone. I didn't tell them I was the guy on the phone, right? trying to be a bigger company. But the fact of the matter is it just happened over and over again. I would explain that junk removal is based on volume. I have to charge you more because it's taking more space up in the truck. But ultimately, it was like that same experience that they had with the other companies. Like, man, you told me one thing, and you cut out and changed the price. We didn't want to be that guy. We didn't want to be that company. But we knew that there was a problem in this industry. was a problem with the valet trash, problem with the junk removal. And we wanted to solve that. That was actually our tagline, problem solved. And the solution is setting the right expectations using technology. The Junk Shot app was birthed at that moment. Take a photo of your junk. Take a video of your junk. We see what it is, Mike. We can set a better expectations, right? And so we started that in 2011. And then once we started having both lines of business up and running, we were like, man, this is a franchise system all day, right? And so that's when we really took our technology serious and we filed for a patent in 2015. That challenged us, right? Because a patent is not just about taking a picture and figuring it out, right? It's about the systems, the processes, methods, and we had to think about the future. Maybe in 10 years, we'll be able to have technology that will be able to automate this entire process using AI, spatial recognition. Somehow, someway, we saw that. We cared so much about the industry and the experience, and we were right. After about four tries with the patent office, they awarded us a patent in 2019 and told us until 2037, nobody can... use this technology to identify systems or user systems and methods to identify objects to get a quote for removal and disposal. So we inventors, it's time. Yeah, it's time, man. We got, if we're not meeting with you, we're with the developers. So. I, um, I remember seeing the patent hanging up on the wall. I mean, now that's a big achievement, know, trademarks take time, but they're relatively quicker. Patents are a whole different thing and it's super relevant to both lines of business. So I can see how that's a differentiator for, you know, you guys, for your corporate location there in Tampa, as well as your franchise owners. So let's talk a little bit about that differentiation. Like what makes you guys different from the other junk removal guys out there? People are familiar with the different color trucks. So how do you guys operate differently? Yeah, like Shiraz said, we can talk about the app and it definitely has some bells and whistles that we'll get more into. But believe it or not, I'm going to tell you a little secret. I'm not supposed to tell anybody this. But. our secret sauce really is B2B. We are a B2B machine. Where we don't have reoccurring business, we have monster repeat business. It's what launches in my franchisees into profitability some within 30 days, so no less than six months in most cases. And it's that attachment, that ability to build relationships to where our competitors, they're out. They have that one off experience with the residential consumer where they may be just having a rental Type experience with that consumer right they may if you've used jump removal at your home It may be something that you go through maybe once a year once every two to three years right and so they're looking to have an outsized experience Financially with that one time single-family home consumer because they don't bet on seeing them over and over again We are built on relationships We want our clients to need us as a way to facilitate their business Every single day and that takes trust right that takes reliability that takes friends and HIZs pouring into a system that exposes all of those opportunities, as well as leaning on us for support with that technology, as well as some insight to make this easy for them as they grow their business. That said, that is what makes us different from targeting apartment complexes that have the couches, the mattresses outside every single day, the evictions, the trash outs, the abandonments. All of those are services built into that just that one industry. Then of course there's self storage. It acts the same way as apartments. complexes or multifamily. And then we also target real estate brokers and small remodeling contractors. Again, industries that need our services over and over again. And then we even have some kind of secret industries again, called waste consultants. It's a kind of third party broker industry that you would only know about within waste, but it gives us national exposure to accounts like dealers, Ross, Walmart, Dollar General, where our franchisees are removing materials from the back of those commercial assets that you would only get if you're exposed to this type of commercial business system. And our competitors, can't compete. We have a model, trademarked again, called bigger trucks, better pricing. And bigger trucks, better pricing is really the value that locks in that secret sauce. Because we have that specially designed truck, none of our competitors like 1-800-GOT-JOHN-COLLIGE-HUNTS, we respect those competitors, but we know that we dominate our space on commercial business, and they know it, not only through the technology, but also through that custom built truck. Yeah. I mean, it's a game changer. When you think about the B2B applications, like you just said, like going into those, the property management and these larger companies and having that repeat revenue. And it's like the light bulb goes off and it's like, I'm not competing for this, like $200 take the TV to the dumpster. It's like every week, every month, every quarter, like we're showing up at these big jobs and we know how to staff it. We know how many vehicles we need, like that predictability. is super interesting and very different than what people think about in the junk removal space. So that was the light bulb that went off for me when I went down to kind of meet with you guys. So, um, let's talk about like, think people have a tougher time wrapping their heads around the doorstep detail concept until they get it. How does the Valley trash service work and how's it connected to the app? Yes, this is our primary client. It is apartment complexes on the junk shop junk removal side. It's only right that we extend this second line of service over to them in the way of valet trash. And so you know, valet trash is about a 20-year industry. It's not very nascent. It actually covers about 4 million units nationwide, was its last industry numbers. So it is a very prevalent service. But the way it works is we basically sign two to three-year contracts with the actual property management firm for five night a week doorstep trash collection for apartment dwellers. So just like you at your home is afforded the opportunity to put your trash at the curbside, we give each of these apartment dwellers their own 13 gallon trash can, and they're allowed to place that outside their front door five nights a week for this convenient service. We have uniform porters or 1099 contractors that our franchisees hire that use their own personal pickups. So this service kind of acts like a gig economy on the staff side to where these our franchisees are using this 1099 contractor label labor with their own pickup trucks to pick that material up from the residence doorstep and transport that trash to the on-site compactor or dumpsters there at the apartment complex. We never take any trash off-site in the valet trash concept. We're removing trash from the doorstep to the dumpster. But... For that convenience, we charge property management a price per unit per month on a contractual basis, anywhere between $10 and $15 per unit per month. Average apartment complex is about 250 to 300 units. And essentially, the win-win-win in it is apartment complexes or property management companies charge residents a fee above and beyond our cost of service, and they keep that difference as profit. And so what happens with valet trash is once a property adopts it's very unlikely that they'll remove that service from their property. More than anything, they'll change providers for a better service or just maybe a better price, but they'll never really relinquish that revenue because it's attached to how the property is actually valued. If you understand multifamily assets, they're basically valued on the cashflow that they create every month. And so once you add this additional net operating income to the asset, it's very unlikely that that management company will or ownership group will remove this line item. from their service. So it gets very sticky. And as long as you're operating it, it's very quiet, right? You could probably think through even if you had the choice the last time you changed your waste provider, if they're doing everything they should be doing. And we expose poor performance providers. And we make sure we keep top tier performance on our franchisees because we're the only valet trash service in the industry with a franchise owner model. And so that's really, really important for us to have that franchise owner backing. that secures this service and makes it scalable across the country. It's brilliant. mean, it just is such a brilliant model. And there's a lot of margin in it for the franchisee, the property management company and the owner of the property get a bump in the value of their asset. The contracts are long. I mean, the stickiness, like you mentioned, is just really interesting. I love it. I think it's really cool. So how valuable are these contracts? Like you mentioned, I mean, are they typically like, do they start you off on six month trial basis a year? and what's the value of these these ballet trash contracts? Look like Sherrod was going to share something. I didn't want to take your steam. say, Nodge, would say the best part about the valet trash to be honest with I mean, you're going to get into the valet, you're going to love it, right? But the fact of the matter is the whole thing runs, Mike, while the franchisee is asleep at night. We've been doing this for over a decade. We have a support team right here from Tampa, Florida with the technology that does all the checking, checking the proof of fulfillment, the reporting to the clients, right? And then just like Fred said, worst case scenario, a franchise owner is going to wake up to an email if the junk shot truck is deployed. to make sure that the pickup is done. So it gets really great. But the average value of a contract, 200 to 300 units, we're going to do easy math, 300 units, 10 to 15 bucks a month. So even at $10 a month, we're talking $36K for your average property. You add a junk removal support, looking at around a $50,000 clip for a property that has both lines of service. So you can see what 10 of those will do. the glue, right? Like they see you as this one stop shop to kind of solve all their problems. 100 % we're an extension of the maintenance staff as it relates to waste, right? As it relates to the waste stream of the regular trash, as it relates to the bulk items that are essentially a condition of moving in and moving out. We're that team, right? We're that dumpster alternative, that extension of the maintenance staff. We're that utility provider. Our checks come from utility companies that pay the water, they pay the power, they pay the trash. So cool. So, you know, for candidates, like I'm assuming an ideal candidate for you to become a franchise owner with accelerated waste is someone that's comfortable in a B2B sales environment. Like they want to talk to the person that makes decisions on behalf of these big properties. How do we find, like, once we find that person, the concern is going to be, okay, I'm new to this. I don't know anything about waste. How do you deploy your marketing strategies to help franchise owners land these accounts, right? Like you're going to give them a head, you know, all the tools they need, but it's the franchise owner ultimately has to go out there and close the deal. So tell us a little bit about those marketing strategies to connect your owners and new markets with these type of accounts that have been so amazing for you guys there in Florida. Great question, great question. We have three pillars of growth in our digital and our marketing strategy. Essentially, one of our pillars, of course, is digital marketing. We talked some of what about that with the junk shot app, but that primarily has to do with your Google business profile, your SEO. Nowadays, your AIO, right? You have to account for artificial intelligence. We believe it or not get a lot of calls coming in from people searching on chat GPT these days. That said, that lead generation is a part of the business. It mostly focuses on single family home or home service based lead generation. The next piece is our guerrilla marketing. That's your yard signs, that's your flyers, that's our 10 up, 10 down, right? When a franchisee first gets started, we want to make sure you're out building that connective tissue with the environment, stopping at a department complex, and stopping in at the self storage facilities, or even more so having your team take on that effort. And then lastly is the networking pillar. The networking pillar is where it gets funky, because that's where we take our efforts and we multiply them, or we put what we call business. Because our network and pillar because we're tied to the property management industry, it's we have a few quivers in our arrow to be able to take advantage of that. Essentially, there's the apartment association, right? Every county in America has an apartment association. They only exist for two reasons is the educate apartment professionals on best practices, as well as connect those apartment apartment professionals with vendors like ourselves. So we put our franchisees in the stream of that environment to make sure they're part of Making sure they participate in network environments that take advantage of some built-in inertia that builds up their business. We also have a database that we expose them to that specifically shows them not only the apartment complexes in their marketplaces, but which ones actually have ballet trash. They actually know that from day one when they're a part of our franchise system. They don't have to guess about And then they also are tied to other associated type events or industries like BNI, the chamber, et cetera. And we take all of that connective tissue as well as the fact that our client base is a network amongst itself. There's no apartment complex that has a property management company that just manages that one apartment complex. So what happens in our industry is if you service this apartment complex reliably, you can all but bet that you'll get the service from the sister property just based on your evangelism or the reference from your existing client. That is an unfair advantage. There are not many businesses where you know of for a fact that they have a relationship with six other properties up the street. maybe even 10, 15 within your actual territorial zip code. And that's serious for our franchisees. The ones that come in, not necessarily with a mindset on sales. That's not necessarily what we do. Sales is important. We call it the ugly word that it is, but we are a consultant based business. We're not the foot in the door, used car salesman. We don't have to necessarily throw price in your face to be able to compel you to do business with us. The value of what we do is not only driven by that, but also in the tools that I told you that we give a client. That reporting, that reliability, that predictability, and the expectation that they can have a great experience with the customer journey, right? When you call AWS, you can call us, you can text us, you can email us. And no matter what we, which way you contact us here at the care center is what we call it. We take care of that booking on behalf of our franchisee either through our AI advancements, right? You can call us and deal with the AI agent. But even if a client wants to talk to a human, we allow them to bail out and be able to speak to one of our care reps that can handle them through that whole process. But all of it's meant to make sure we clear the table so that franchisees can engage with. new business. Yeah, no, that's really interesting. And it's just great, like the marketing is so dynamic. And the culture you've set for marketing is like, hey, franchisees, we have all this stuff that we're doing. So it just kind of sets the tone that like, we're gonna cast a really wide net and connect with the community in many different ways. And I love the fact that you can, you know, find companies that have multiple properties and demonstrate it adds value and then have it replicated at those other properties. I mean, it's just a no-brainer. So you mentioned a little bit about AI. I know you guys are always innovating your business. 18 years ago looks a whole lot different than it does today. Can you tell us about some of the advances you've made to the brands oh from kind of that side of things, technology, otherwise? Absolutely. Man, we started dabbling in AI probably a year and a half, two years ago. And at first it was to solve the speed to lead from the phone to the app submission to the text messages. And so we started handling what we could automate, like web submissions and things of that nature. So we saw an instant increase in conversion from 11 % to 40%, 50 % on the web conversions. That was working. We would also get a whole bunch of abandoned calls, whether it was people that didn't want to sit through the prompt, thanks for calling Junk Shot, or I don't know what would happen, or if it was a robocall. But we had to chase those down, and it was almost impossible. And so we used AI to call people back. They would call back, even send a text message. So it was like, OK. But it just wasn't enough, You know what I mean? We had to really think about the entire experience. then recently, about six months ago, different technology was unleashed with Inbound, being able to answer the phone inbound. the company, a ton of voice recordings so they could really understand our culture, how we position the sale. And they blew our mind. They knocked our socks off in terms of what they created in terms of the bot for us. But the great thing about it was the transparency, how the system is set up from every time the phone dials, understanding what that source was. Was it a billboard? Was it a Google ad? Right. Was it a truck sign? But then also the conversion in terms of understanding the qualified call to the conversion. Biggest thing that blew my mind, which made me realized that I wasn't crazy is the amount of abandoned calls. Like understanding that only about 10 to 15 % of our calls coming through are actually qualified. We're dominated by the, you want to verify your free Google Business profile listing? Right? And then you get the automated and the robo calls, and then you get the people who just want to buy scrap metal or they want to sell us stuff. You don't know exactly. So then we're able to really hone in on what's working. So the AI component on that piece was huge. We obviously took the time at the same time to implement to integrate our JunkShot app into our system. So when people are taking a photo of what they want to remove, now it goes right into our system with customers automatically able to schedule. Then we took it a step further with a loyalty program for the JunkShot app. With 90 % of our business being repeat customers, we realized that we were missing a segment of the market that we could ingratiate in terms of rewarding them for loyalty and also rewarding them for using our tool. to help us make better decisions, like you mentioned before. If we are already able to understand what we're removing on each trip, we're able to route what we're doing, which totally affects our profit margin. So it totally helps with the logistics, totally helps with the planning. Check out our Junk Shot app loyalty rewards program. When our customers pay us those points, they can cash in right through the app for gift cards, major retailers like Amazon, Panera, Starbucks, and for referring our service to system properties and so on and so forth. Really excited about that advancement, only going to make our customers have a better experience, but also feel the loyalty for supporting our business. And at the same time, give us the ability to service them better. So those are the few that we're really excited about. We also have AI, conversational AI in the app, of course, in terms of the speed to lead on the submissions and so on and so forth. So, yeah, man. I mean, the, the, that loyalty app is incredible because like you mentioned a huge benefit for the property that engages you guys, they're making money, like a couple bucks per transaction or more. And you multiply that by the number of units, you multiply that by the number of pickups and the number is significant. And that adds value to the, the actual value of the property. And then on top of that, you have the property manager. who's now benefiting and getting like tangible, like real rewards, you know, actual money they can use on Amazon and Starbucks and places where they can take out their family or whatever. And that's so sticky. mean, it's like really incentivizing them to kind of keep that relationship. And what a model for franchise owners where it's like, we're doing everything we can to make every part of this process, like attractive franchisee wins, property manager wins, property owner wins. I mean, everyone's winning. It's pretty cool. So, man, you called it very well. uh who you looking for? Like someone like here's this and they're like, wow, this is really neat. Like who do you guys want? I know we talked a little bit about that B2B someone that's like charismatic and go out there connect with, you know, people that are making these decisions. um You know, who have you brought into your system that's like winning and you feel like they're really good fit for you guys. of it, calling it an executive owner mindset, right? Somebody that understands the power of white collar leadership in a blue collar industry, right? Someone that's focused on creating and cultivating relationships. And that's supporting a team, building a team, supporting a team, getting them fired up, loving on the team, understanding that they are your front facing. And at the same time, meeting with clients and understanding how that relationship compounds by simply doing what you're saying. that you're going to do. That person understands that the power of that scale is not about how much they lift into the truck, it's about how well they lead and how serious they take the relationships and the follow ups. And that's that person that we're looking for that can scale. They've been doing it already and now it's time for them to do it for themselves and they will reap the rewards and the compound benefits of being in an asset to their community. Sounds great. So somebody wants to get in like the item seven, what is our startup cost range to kind of get it going? I know there's probably a big range depending on the equipment and the territory, but what's kind of the guidance there and it kind of gets started with accelerated waste solutions. Yep, hit it on the head. The biggest range is if you're going to buy the truck outright or you're going to finance it. But to narrow it down to 25 to 325, that sweet spot is right around that 250 K investment. It's going to give you enough time to ramp up and get you in a market, get your ads running, get your relationships rolling and you're off to the races. Awesome. And then how about item 19? Do you guys provide any earnings guidance for someone that's contemplating getting into this model? We do. actually give them some support in the way of like a unit economics calculator, kind of understanding what the revenue is based on franchisees, understanding the CODS model. But we also get them to set up to validate with the franchisees so they can validate those numbers themselves. But we put as much data as possible even by year, year-on of the franchisees, average earnings per year, and so on and so forth. So a lot of guidance. It's very important part. Very important. Sherrod, this has been great. I learned a whole lot, even though I got to spend time with you guys in person. Anything else you want to add to the mix before we wrap up today? oh yeah. One first and foremost, thank you for your time. If I had to wrap it up, definitely want to check us out on our podcast, Work Order Nation. It's a podcast for property managers who care. It connects us as an intentional tool for our franchisees in terms of connecting us and our brand with property managers and professionals across the country. So we interview property managers, real estate, real regional managers, self storage managers, real estate brokers, et cetera, on the show. And we take them through the day and day in the life. We have a section called Work Order Wows that you got to check out some crazy stuff. We've had everything from naked tenants to electronics in the toilet. It's been crazy. it's a great, podcast. It's on Apple, Amazon, YouTube, Work Order Nation. Check us out. I will definitely add links to not only your franchise properties online, but also to the podcast. So, this is great. So if anyone listening wants to connect with Fred Sherrod and the AWS team to learn more about becoming a franchise owner, contact me at franchiseqp.com and I'll get you connected. Thank you guys so much for taking the time to be in the huddle with us today. Man, happy to be here, man. Appreciate what you're doing, Mike. Thank you.