Roots to Revenue

The Offer That Changed Everything: Going big after selling my buiness

• Robbie Lynn

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"The Offer That Changed Everything: Going Big After Selling My Business" 


 In this episode of the Roots to Revenue Podcast, hosts Robbie and Jason sit down with Bryan Hynds, founder of Bryan Hynds grass machinery. 

Brian shares how a life-changing offer led him to sell his successful landscaping business and transition into growing a thriving machinery business. Starting with just a £2,000 loan, Brian built his company from the ground up, overcoming challenges like securing commercial contracts, managing staff, and dealing with debt.

He also discusses his experience running a machinery dealership alongside his landscaping business and how he capitalized on the rise of battery-powered tools and online sales. 


Brian shares his journey of turning a major business transition into a success story, and provides insights into staying competitive in a rapidly changing market.

Key Moments:

  • 00:00 - Starting a Business at 23
  • 00:30 - Welcome to Roots to Revenue Podcast
  • 01:08 - Introducing Bryan Hynds
  • 01:36 - Building a Grass Cutting Business
  • 03:05 - Navigating Commercial Contracts
  • 04:41 - Challenges and Growth
  • 09:24 - Selling the Business
  • 12:20 - Running a Machinery Shop
  • 18:14 - Future of Grass Cutting
  • 19:02 - Online Sales and Marketing
  • 23:16 - Attending Trade Shows
  • 26:05 - Conclusion 

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Bryan:

When I was 23, I took the, the plunge started with 2000 pound loan outta the credit union, and that's how I got the, just make sure that there's nobody trying to sucker you in. There's loads of companies out there. We'll ask you if you're banned, you're gonna work, work for the new company for two years, 18 months, three years, whatever the period is. That wasn't gonna happen with me because if you're not

Robbie:

selling online, then you're really missing out.

Bryan:

I think you're missing out. But before our website. I've got it in stock, price it is, what type of machine it is. The website is a big thing but with online it gives you options.

Robbie:

What about you and welcome to the Roots to Revenue podcast. The podcast that helps small businesses grow. Today we're going to be talking about ban and selling businesses and the best way to go about it. Before I get into that I want to tell you about today's sponsor. The podcast is sponsored by Jobber. Jobber is invoicing and scheduling software that I've used personally for the last 10 years to run my own business. Not only does it do my quoting, my scheduling, and my invoicing, it gets me paid faster, but best of all, my customers love it. Now, I'm

Jason:

Robbie. I'm Jason, and what we're talking about in this cast today would be useful for any new startup business or small businesses. Today, we have Brian. Hi Brian, do you want to tell

Bryan:

us a little bit about yourself? Brian Hines, from Portadown, County Armagh. I started up Soundgrass Machinery 30 years ago, back in 94. And then later on till have a landscaping maintenance company, which I sold in 2011. So today, at present, we employ nine people selling grass machinery.

Robbie:

Before we get into what you're doing now, Brian, do you want to tell us a little bit about how you built up the grass business that you eventually sold on? I

Bryan:

started off initially, the first contract ever got was. One for cleaning toilets in a Peaklands Park. It was a country park, so it was, and then after that there was a small railway around the park, took on the maintenance of it, around the tracks, and then went into grass cutting, around factories, around schools. It was a struggle at the start to get it going, to buy machinery, but just kept our heads down.

Robbie:

Can you give any tips and tricks, and so you don't just do it? Rock up to school and suddenly you're cutting grass in there. What hoops did you have to jump through to get into that commercial workforce, the likes of the schools? Was there any additional things you had to put in place instead of just doing like a factory?

Bryan:

Schools was a bit more difficult because it was more health and safety in it. You had to have your, back then, a million public liability back then. And then you had to have your checks.

Robbie:

For something like that, did you bring in an outside body to help you? Did you bring in like an advisor or was that something you were able to figure out yourself?

Bryan:

There's something back then that we could figure out ourselves so we could even back in the 2000 period you'd had to bring in your own health and safety guys and stuff to do the checks and help you through it and help you through your health and safety policies and way back then that's when the ISOs and stuff for your standards and all came in till.

Robbie:

Were you guys at the ISO registered with there? We were yeah. And again just because I know myself there's a lot of stuff that comes. With being ISO registered, what sort of, if somebody's watching this podcast and they would like to start targeting commercial work, what's the sort of things you need to think of for ISOs if you want to go down that route?

Bryan:

ISOs, you definitely need to approach a company that specializes in setting you up in the ISOs, which the first one we did was the ISO 9001, that was the standard one, and then there was a few more to follow afterwards.

Robbie:

How long did you find that process

Bryan:

took? Initially at the start, 12 months to get the first one underway.

Robbie:

Is ISO specifically really just for schools and public bodies or would large commercial organizations request that as well?

Bryan:

Large ones as well. It was a tick, tick the box. I mean, you know, different routes where you could get better jobs and better contracts.

Robbie:

Did you find after you got it that you were able to charge more or did it just open more doors for you? Just open more doors. Just open more doors. Okay. You started off your contract And was that just yourself or did you have staff members at the start?

Bryan:

I had staff members in doing it. It wasn't a big thing back then. There was maybe only one or two people part time hours and it just got going. And back then when Tanders came out years ago. It was all Belfast Telegraph every night or it was nothing on computer systems or e tenders and all that. Just now,

Robbie:

that would have been like on a Thursday or Friday night or whatever the tenders were there and then you applied for them. At the start, did you get any help with doing the tenders or talk to people in the councils can give you support there? Start with tenders or was that something else you were able to work out yourself? Someone worked out herself so it was. And then just over time as the business started to grow and you started to win more work then did you just, if you want a bit of work then you just brought in more staff then?

Bryan:

Brought in more staff and then you're always afraid of when a tender would be, maybe it was for 12 months, maybe it was for 36 months, you're always scared of not getting that tender back again so you went chasing more work in case something fell flat.

Jason:

Yeah. By then you've got all those employees that you need to. Find more work for, yeah,

Robbie:

more machinery, more vans. Do you want to, for the viewers, tell them what sort of size of, or the size of areas you were covering or cutting?

Bryan:

We're cutting most of the north, with water

Robbie:

service, schools. You said to me off camera that you were always scared that one would cancel, so you'd take on more. People weren't cancelling. Yeah. So you just, you just got bigger and bigger and bigger. Yeah. And did you find that the grass was profitable enough to cover it? Because I know a lot of contractors that would take on the stuff and it's quite cutthroat. Mm hmm. But then to make the money in other places or did you find you were making enough money off the grass?

Bryan:

Grass, everybody would talk about the lost leader and I would tend to agree with them about the lost leaders. So I would and it was all wee bits and pieces thrown in like tidying sites, spraying, hedge cutting.

Robbie:

The stuff that's not actually included in the tender. You're going to be, it's going to be, you're going to be first port of call for that, first

Bryan:

port of call in that when you were on site, you got a chance to give them a price to do it. And that's how we found the most part revenue came back from that. How many years in were you before you sold up? I started in 94 and I sold up 2011. Did

Robbie:

you have an exit plan or was it, was that by accident? Or did you think that I'm going to build this up and then we're going to sell it down the line? Yeah. Or did you just think I'm just going to most people just see the work ahead of them? Yeah,

Bryan:

we just kept going and just kept going after different contracts and different contracts, but it was two or three and all was in the jungle that was after the same stuff. And what did you find your biggest challenges were? Biggest challenge was getting the right staff, good staff. That was the biggest challenge. Probably the major one was when you had a contract for say for 36 months, you were tight in that place. You had no powers of how much your diesel was going to be, how much your petrol was going to be, how much your pump was going to be, so it was trying to juggle all them things until For the three years? For the three years, so it was The funny thing is, when you got a tender, wow, this is brilliant, I've got this. See an hour later after that tender, maybe I was too cheap. Start doubting yourself. If I priced this right, so.

Robbie:

I'm lucky because we do lawn treatments day to day and it's not that big a thing, but I could totally see the pressures between, if you price something for three years and you get something wrong, it could cost an awful lot of money. And then like you say, having the tools and the kit, just to finance it all. Did you grow it with debt or did you grow it with the money that you had in the, within the business? Or a bit of

Bryan:

both? Back then there was a lot of, when you were in machinery, there was a lot of finance back then, which you took out and you knew what you were going to be covered every month, what was coming in.

Robbie:

If you were giving your younger self some advice, would you grow it with debt to try and grow it now? Or would you try and, would you do things the same as what you did back in the day? I would do it the same as I did, so I would. Try and keep the, try and keep the debt down? Yeah. And just try and finance as much of it as you can? Yeah. Some businesses try and grow with debt and then we've had other people sitting here and they say no, we don't, we don't like debt at all. At the height,

Bryan:

how many staff did you have? When we sold, it was over 40. Went across with the new owners, the Landscape Centre back then.

Robbie:

How many of those staff would have been support staff in the office

Bryan:

or how many staff would have been out doing the day to

Robbie:

day?

Bryan:

We were lucky enough that there was only one of the office staff that went across because we were so tight in the office. My wife was there running it. Along with me, and Agé, so it was a real tight Well run thing.

Robbie:

Your day to day must have just been managing it and bringing the work in.

Bryan:

Yeah, and we had some great foremen and stuff and With the ASOs and stuff that we did do, kept it all really regimental. So it was, so it meant at the end of the month The invoices could be created, it was running well that way. Did you run, did you use any software to manage it? Did you use QuickBooks or anything or Sage or? Sage was ours with the accounts and stuff. And that was the,

Robbie:

for the VPN

Bryan:

stuff and all, so. Are

Robbie:

you happy to talk about turnover?

Bryan:

What sort of

Robbie:

turnover you had whenever you were

Bryan:

at your peak? Just can't remember the turnover at the peak, but I know that, We did give the tax money a lot of money.

Robbie:

That's a fantastic answer. So do you want to tell us a bit about how you came to sell the business and what happened after that?

Bryan:

To tell you the truth, the business wasn't for sale. My wife, Rianne, phoned me one day I was down in the workshop doing something and she says, there's a guy on the phone here from the Landscape Centre looking to talk to you. I'll put it through to you. Of course, the phone call came through and it was babe. The number had went off the system, but half an hour later he rang back. I was talking to him for 10 minutes and he goes to me, I think I'm in a position to pay you out. I go straight. So we met up, um, within 15 minutes with a deal done, but it took almost a year to get the whole thing all palmed out. Was there much solicitors involved in it or? Yes, there was a lot of accountants. There was loads of accountants things. There was, there was loads of T's and C's in it. To keep the business going. We had to keep it within ourselves, how tight it was. We didn't want staff and stuff to find out. We didn't want any uneasiness in the workplace. You don't want good members of staff to leave, because you've always got that fear, if this doesn't go through, I need this business to keep on going.

Robbie:

What tips would you, if somebody was thinking about selling their business or somebody was thinking if they were in a sort of similar position to you, what sort of advice would you give somebody if somebody watching this is thinking about or wants to sell their business? What sort of things can you tell them that would maybe help them with how to go through the process?

Bryan:

Number one is get your accountant involved right away and get that all palmed out. Just make sure that there's nobody trying to sucker you in until a position where you can't get out of. Now there's loads of companies out there will ask you. If you're buying, you're going to work for the new company for 2 years, 18 months, 3 years, whatever the period is. That wasn't going to happen with me because I'm so used to working on my own from a young age. I couldn't, I just couldn't do it like.

Jason:

Right, so once it was gone, it was gone. It was gone, yeah.

Robbie:

We walk, you sit. Most new owners would like some sort of more of a handover, but again, cause you were, you didn't really have a lot of domestic customers, I'm guessing. No. So it was all just, it was all just contracts. All contracts. All contracts. And then they just, they ran on. How much leeway did you have to give? The people who you were tendering advice for, or were they just sold to not really have that much input

Bryan:

at all?

Robbie:

The

Bryan:

contractors that, or

Robbie:

the contracts that they had. The contracts that they, the, so the con the people that you were, or the businesses you were doing the work for, how much input that the thing is, did they just get a letter to say you're now

Bryan:

Yeah. The thing is being a limited company back then, right. Bran. He services was being sold. I was a director. So it meant that the business was still going on. It's just, it meant that my wife, Rayanne, and me were leaving the business until the business was still going on. Yeah. Nothing really changes. Just a new owner. Just

Robbie:

a new owner. And then what they decide to do is that later on, that's done. Yeah, nothing to do with you guys. Whenever all that was going on, you were running a second business that you totally stepped into. Do you want to tell us a wee bit about, do you want to tell us a wee bit about the machinery stuff?

Bryan:

Yep, the machinery started first. Way back when I was at school and stuff, I worked in a local garage building lawnmowers, trimmers and stuff the weekends. And then when I left school at 16, I went and worked for this garage. When I was about 20, I decided I wanted to go out on my own. So when I was 23, I took the plunge. Started with a 2, 000 loan out of the credit union. And that's how I got there. What did you initially buy and sell? Lawnmowers, chainsaws, trimmers. Back then, there wasn't very many radons. Eh, knuckle about. I think the first year we only sold six radons in the whole year. And what were you, back then in the early days, what were you stocking? Stocking, the first major brand up I did have was Husfana. Husfana was a big brand. And then Castle Yarden came in to be a major player in the tractor and heater. All the top brands.

Jason:

So you started off with the, like when you said 2023, you started off selling the machinery and then you started up the second business. How was it like, how was it running those two businesses side by side?

Bryan:

It actually, the two of them really were good together because when the guys were coming home off site, maybe some had broke down and maybe landed back in the site. Back then, our mechanics were easy to get the stuff up and running again to the guys the next morning to go. Like back then at the start when we were cutting grass, there was no big flux of money and everything was tight. So it was nearly like one person had a strimmer or a strimmer and a lawnmower. So if anything broke down, it was panic stations and then it meant that you didn't have to throw it in anywhere to get fixed. Landed back to our yard. The mechanic gave us air to fix it. So the two worked well hand in hand. fixing domestic people's lawnmowers, machinery, and then fixing ours when they came back. I could see

Robbie:

that. I could see coming from golf courses and stuff. I could see how that would work really well, haven't I? Because whenever I've moved to Clantypoy, they had a mechanic on site. It was amazing just how quick stuff would get fixed and there would always be the parts in stock and things would move along a lot quicker than having to wait for mechanics and all that Yeah. So it was good. So it was that way. So you sold your business and that took about a year. It must have been good then knowing that you had something to fall back on.

Bryan:

Yeah.

Robbie:

To start fully into telling the. Yeah.

Bryan:

But it was taking along nicely, right? And the two of us around, I knew that we could grow the business to be even more bigger and bigger. So far we have done that, you know, the things are really going well and we would sell a lot of stuff. Do you want to, do

Robbie:

you want to tell the viewers a little bit of the shop now? Just, um.

Bryan:

Yep. Shop's located outside of Portadown. It's called Brian Heinz Garden Machinery. You can find us online at www. brianheinz. com. You can buy online. You can do finance online. You know, have a look. See if there's anything there you fancy and give us a shout. No bother. Hashtag ad. Hashtag ad.

Robbie:

Hashtag

Bryan:

ad.

Robbie:

Hashtag ad. What's the shop now or what did you find your biggest, what's your biggest challenge is running a shop? Being competitive. Yeah. How do you stay competitive? Because I know with online it's very competitive. It's just as cutthroat as it was looking after those contracts. Yeah. Yeah. What do

Bryan:

you do?

Robbie:

What do you do to stay competitive? You

Bryan:

have to be well, you have to research well into it. And that's the thing.

Jason:

That's why you need to know what your customers want as well.

Bryan:

Yeah. And what's the new trend. And it's changed times from the big stores, who is the B& Q and the Homebase. They were sucking up the small retailer, but now you've got Amazon, big player taken away from them. And the challenge is somebody came within to our shop. Seeing what there is. Next thing that the phone out, twist, bang, you know, 10 or cheaper. Yeah, I'm not buying

Robbie:

from you and buying from there, but I've always been a firm believer in your local dealers. Whenever you work for yourself, your local dealer is a lifeline. So I want to know if I'm buying a tool from somewhere that whenever that tool breaks, I'm going to be at the top of the list. Because if I buy a product online and then that tool breaks down. And then I come to you and I say, oh, I bought this tool and you're, you buy from here? No, I bought it from online. You're now at the back of the queue. Yeah. That it's that 10 pound saving that might have cost me a day or two days or a week or three weeks or so. Suddenly just that little bit of extra you spend maybe your dealer buying something. Yeah. You're buying support. That's what you're buying whatever, for being like a professional user.

Bryan:

Yeah. Not everybody sees that. That's, yeah.

Robbie:

I suppose it's just communicating that to people or whenever, if they buy something online, say, look. The next time you're buying this, you buy this for me. Whenever it breaks down, it shouldn't break down, but if it does break down, then you're going to get better service from us. Yeah. I suppose that's just trying to communicate that to people. Yeah.

Jason:

I suppose it's along the lines of, as well as if they buy something and there's something that the machinery does that they're not 100 percent on, they can come to you and speak to you rather than trying to talk to one of those like automated bots online sort of thing.

Robbie:

It's for lawnmowers and bigger tools you want to put You wanna put your hands on it. Yeah. And that's, you can't do that if you're buying something. Yeah. You're buying something online and in our

Bryan:

place, you, you get a home built up. You don't have to take it out of a box. You don't have to put oil in it.

Jason:

I think that, so it arrives, yeah. Ready to go.

Robbie:

I wonder how many people buy a lawnmower online and then take it out and put it on the lawn and don't put oil on it.

Bryan:

Oh, yeah.

Robbie:

I wonder how often that happens instead of coming to you, ban it off you guys. They bring it out, put it on the lawn, ready to go. There's no arson about. Even if you do buy

Bryan:

off us online for a lawnmower, for instance, or you buy anything two stroke, we always make sure that there's a bottle of two stroke or a bottle of oil in the box.

Robbie:

Ah, it's clearly labelled, put this in. Apart from that, how's the dealership broken up now? Is it mostly sales? One or two admin, and then just a mechanic or so. There's two full time guys with the robots. Which has turned into a big thing, right? And do you see robots being the future of grass cutting? No. I always say, I always say Something Robbie likes to hear. People's grass. What do you see the future as? With grass? Or with the robots? Cause a lot of, I see, I think a lot of people, whenever the robots eventually get cheaper in price. That more people are going to have them. Do you not think that's going to happen down the line?

Bryan:

It's not every garden a robot is suitable for. It's not every person a robot suitable for. I think some people need to get out of the house and Get doing something out in the garden.

Robbie:

Yeah, I suppose a lot of enjoy Yeah, a lot of people in there panic I think that's the other thing. A lot of people, the robots seem to be bigger across in Europe. A lot of people here enjoy the activity of gardening and getting them cutting the grass and keeping them, keeping them fit. Yeah. How long have you guys been selling stuff online?

Bryan:

Online, you know, we've been trying and trying and trying, but probably since COVID, COVID has changed a lot of things and a lot of businesses. And I do think that online has really, taken off from. Do you

Robbie:

think if you weren't

Bryan:

selling

Robbie:

online or how to put that you need to be selling online if you're not selling online then you're really missing out?

Bryan:

I think you're missing out but with our website it's more like a shopping book like a club book where everybody can see on our website we've got it in stock, price it is, what type of machine it is. The website is a big thing, but with online it gives you options.

Robbie:

And as well people can then see your, the stock that you have.

Bryan:

Yeah. How do you promote the machinery business? Facebook is a big player in the, uh, Google ads. or a big one. And do you do the Google ads yourself or do you pay someone to do that for you?

Robbie:

We, we pay somebody. It's a main field and it's something that's actually come across in the podcast. A lot of people are sending me now that they're using Facebook over Google ads because you're already targeting that person. Whereas with Google, you're relying on somebody to search for you. Do you do much in the way of Facebook advertising? We do. Yeah,

Bryan:

we do. But I would still think Google would be the number one. The number one. The number one. Yeah.

Robbie:

If you're watching this on YouTube, don't forget to smash the like button. Alternatively, this podcast also goes out on the usual audio channels, Spotify, Apple, anywhere you find a podcast, we're here. Now, if you want to check out Jobber, the link is down in the video description or alternatively, it's www. premierlawns. link forward slash jobber.

Jason:

Brian, with obviously like selling the machinery, do you include after sales in any of that as well?

Bryan:

Yeah, the beauty about Brian Hines garden machinery is that we have four real good mechanics and the guys have been with us for over, some of the guys have been with us for over 20 years, so they know the ins and outs of all the machinery. With petrol being the main player still and with the battery and stuff, so it's different. You ways of fixing batteries and so they're skipping behind the technology and all this.

Jason:

We were saying earlier about what tools you stock and you get, do you get much feedback from the customers or repeat customers of, do they give you ideas of what they're looking for you to go out and obviously research to look at stocking yourself?

Bryan:

Yeah with the whole, there's been so many customers over the years has got old with us and find it hard to maybe start a petrol machine, right? Maybe a power drive machine too fast and So there's some machines out there now, the battery and stuff, there's no pollen,

Robbie:

the batteries are really moving forward, the technology

Bryan:

and some of the mowers now, but you've variable speed, so easy to do head adjustments up and down, to store them away, you know, you Battery has helped a lot of people. What

Robbie:

sort of, you said about the tools before, they were stocking what, have you seen much changes in what you stocked before and what you stock now? What sort of, what brands do you stock now,

Bryan:

Brian? If you go into the battery range, we stock the Milwaukee battery, Eco battery, Stihl battery, Husky battery, Echo battery. That's the new battery ranges that's out there, has changed a lot of the way people's thinking about the stuff. Still, the petrol things, the two stroke and the petrol lawnmowers, there's nothing out there. Like your flameos and stuff from years ago, that's all done away with. So it's your straightforward petrol machines. The problem with the petrol machines now at the minute is this new E10 fuel, which is causing havoc. Yep. Storing it, this is where

Robbie:

For us, there's not that many garages that Stock the older stuff.

Jason:

And you're having to buy super? Yeah, you have to buy the super. It's getting a

Robbie:

garage local to you that stocks it because not everyone does. Means as well, if something runs out of petrol and you're out on a job and you don't have the petrol with you, sometimes it could be an issue going

Jason:

to. Like you're going out your way? Yeah, you're going out your

Robbie:

way. How do you find you keeping up to date with what's coming in and keeping up to on the trends that people are asking for? I

Bryan:

think going to shows the salt hex. That's good to see it. And then

Robbie:

we were very fortunate that after that, I was very fortunate in a way that we actually met you in Rome. Yes. At the OP event for Milwaukee, which was fantastic. We showed at the Milwaukee Hills UK. It was really good. Demonstrations

Bryan:

were really good that Milwaukee was, so you're able to. do hands on physically yourself like.

Robbie:

From my point of view it was fantastic, it was a lovely wee treat, but for you as well it's really, it's nice to get your hands on it. Before you bet, it's really good, so it is,

Jason:

yeah,

Bryan:

definitely.

Jason:

And now you say you go to shows, do you go to shows to do, have stanza shows as well?

Bryan:

We did years ago and do country furs and stuff years ago, but there was a lot of setting up for maybe a sorority afternoon or people come in the sorority. But last year Milwaukee invited us to do the OPE at Balmoral Show, which was a huge success for us and Milwaukee. Just getting Milwaukee OPE's name out there. It's a stand that you had at Balmoral. It was amazing. It was really good, so it was. And Milwaukee provided that and provided us with the personnel to help. Our guys from Brian Heinze's. Yep, they

Robbie:

helped

Bryan:

sell it and show it. Sell it and show it on the day. It was really good. People were amazed. Maybe somebody has a Milwaukee drill at home. The lawnmower, does this fit the strimmer? Does this fit?

Robbie:

The M18 battery I think supports 180 different tools ranging all sorts of brands from plumbing tools to bricklaying tools. So you can see the Gordon tools behind us here. Like you said, it's really good for a homeowner to come in and see the amount of different tools that they can have just off that one battery system. Unbelievable. So we're sitting here, hitting the coats, hitting the body warmers. It's warm enough tonight, we don't have it on, but it's amazing that the battery that fits in the side desk coat here, Ah, if I can pull it out. Fits in, there's a range of tools behind me. So there's the likes of this here, which is a water pump. You can fit that in it. Little plug for, little plug for Milwaukee. But yeah, from your point of view as a dealer, it's really good that you can take all those tools to a show like that and just show people. Yeah. And be supported

Jason:

to do it as well.

Robbie:

Education, a bit of education for your customers. And yeah, yeah, very good.

Jason:

Do you see yourself doing more shows after doing the Balmoral?

Bryan:

Balmoral is the biggest. Ag show in Northern Ireland. There's different shows, like the normal show, would take too much, and too much manpower to squeeze that in for four or five hours in a day. With Balmoral, gives you from the Wednesday till the Saturday right through. Aye, it's just

Jason:

once a year.

Bryan:

Once a year, so it's good.

Robbie:

For viewers watching this across the world, or England, Scotland, Wales, etc. Balmoral show is the local agricultural show, that's our nationwide show. Yeah. So that's the thing. Yep. Listen, Brian, thank you very much. Guys, thank you for having us. Thank you very much for coming to see us. Don't forget to smash that like button.