Think Your Sales Tax Software Has you Covered? Get Another Opinion!

In this episode, Danny, Parr, and Paul break down real-world horror stories from this week's client calls:

😳Businesses unknowingly collecting hundreds of thousands in sales tax without remitting it to the right states
😱Filing $0 returns because of disconnected systems
😨Trusting advisors who were operating outside their expertise 

You'll learn why automated tools like Avalara and Shopify Tax require proper setup and ongoing oversight, why VDAs won't always save you when tax has been collected but not remitted, and how a simple 30-minute conversation can uncover blind spots that 95%+ of businesses don't even know they have.

📌 Questions We Answer in This Episode:

What happens if I collect sales tax in multiple states but only remit it to my home state?
Can a Voluntary Disclosure Agreement (VDA) protect me if I collected tax but didn't remit it?
Why is my Avalara account filing $0 returns after I switched to Shopify Tax?
Is my CPA qualified to handle multi-state sales tax compliance?
How often should I review my sales tax filing footprint and registrations?
What are the risks of the "set it and forget it" approach to sales tax tools?
How do I know if my product tax codes are set up correctly in Avalara or Shopify Tax?
What does a sales tax diagnostic checkup actually look like?

💬 Featured Quotes:
"You believe that you had a system in place and that you were handling it and reporting it properly and managing compliance because that's the world that you live in now. Post-Wayfair. But it wasn't being handled correctly at all." – Jason Parr

"Find where compliance meets a practical approach for your company... Everybody else could benefit from a 30-minute conversation with an expert." – Danny Wright

🗓️ Ready to uncover your blind spots before they become six- or seven-figure problems?

Transcript

Danny Wright (00:07)

we were just discussing some specific companies we're working with right now, just new referrals that were sent to us and companies that are just in a very challenging situation based on some decisions that were made and some of the

processes that were in place or the lack thereof, Just issues that have come up because the right people were not involved in managing sales tax for companies. so we'll call this a cautionary tale, there's so many variables to this, but we'll just start chipping away at it. one story that comes to mind right away is one where

Here you have a family that started a company and it's only about four years old. They hired a local CPA, just went through the process of looking at reviews and just trying to find the best person, to manage their finances and their accounting.

that you could say when it was going okay for a time and then sales tax comes into play and this particular advisor said, yeah, we need to get you registered in your home state and start filing returns. And then they knew enough to know that Nexus was being established in additional states. And so they turned on the tax collection for this Shopify store and

started collecting tax and over a period of time ⁓ they collected in about 30 states. Well, unfortunately, they took all of that tax and reported it to their home state. So again, like summarizing, you have a company that's registered in one state, their home state, they're filing a monthly return in that state. They knew enough to

know that they had Nexus in 30 states, so turned on the tax in Shopify, so now they're collecting tax from customers in 30 states and all that tax is being reported to one state. What are the problems with that?

Jason Parr (02:06)

Mmm.

That's a cautionary tale indeed. I think we all know the problem. You're collecting tax in jurisdictions that are going unremitted in those jurisdictions, and you're over remitting tax in a single jurisdiction where the tax is not due. The cautionary tale here is not this error, because we run into these types of errors all the time. The cautionary tale here is,

You believe that you had a system in place and that you were handling it and reporting it properly and managing compliance because that's the world that you live in now. Post-wayfare. But it wasn't being handled correctly at all. So you don't get registered in those other states where you have customers, where you're collecting tax from them. You turn on the tax to collect it.

your CPA is advising you and they're a trusted advisor. They may be familiar with the rules of nexus and collection of tax. ⁓ We haven't even talked about taxability, but it's just the mere process, right? Turn on tax. You're not registered. You're collecting tax from your customers in 30 different states where they're located. And you're taking all of those collections and that tax can't go unremitted. So you remit it.

to the state where you're registered. So you have a huge compliance or exposure issue in 30 other states. I mean, are we talking about seven figures here? Are we talking about six figures, five figures? Okay, so yeah, it's happened probably then over a couple of years. And this has just been happening, right? It's just regular routine. Every month we're collecting the tax.

Danny Wright (03:40)

about a million dollars of tax.

Yeah, it's sad.

Jason Parr (03:52)

We look at the tax that's in our sales tax payable account. That needs to be cleared out. So we remit it to the state where we're registered or our CPA is doing that. The CPA believes they're doing what they need to do to help this client be compliant. And the client believes that they're compliant across the board regarding sales tax. And all the while, over a couple of years,

You run into this situation. Well, the only thing that you can do in that situation is number one. Hope that you catch it Within a year or two or three Because you're going to need to go get that tax back from the state You have to go to your home state and say ⁓ We have erroneously remitted tax to the wrong state and then you're have to go to those other states and you're probably depending on the again the level of materiality you're probably gonna either need to

register and get that tax remitted to the proper state. You might need to participate in a voluntary disclosure program to try to avoid some of the penalty or interest that could go along with that unremitted tax that you collected. So yeah, it can create a pretty hairy scenario. On top of that, you might be talking about a company, I we run into this all the time, who began a business, started a business, and now they want to sell that business.

And if this is the situation that you find yourself in, you've got a lot of things to correct before you can sell that business as well.

Danny Wright (05:14)

Yeah.

you talk about a cautionary tale, right? And there's two big things that come to mind for me when it comes to the cautionary tale. One is when you have a process in place and you have some sort of third party advisor, be it a CPA, it could be us, right? It could be any type of like third party provider and getting in that second opinion, especially as you're like,

launching a process or you've been in a process and you know, I constantly hear it on phone calls of like, yeah, this was set up, you know, five years ago when so-and-so was in charge of this and I'm not certain it's set up correctly. Well, if you're not certain and you're not confident and even if you are, you know, confident, why not achieve an added level of confidence by getting a second opinion, right?

You know, we love being that first, second opinion. And then there's the CPA piece, right? We have dozens and dozens. I mean, we really have hundreds of CPAs that we have worked with over the years and they're great partners because most of them know

Jason Parr (06:13)

Mm-hmm.

Danny Wright (06:23)

that when they're doing anything outside of the state or their clients are doing anything outside of their home state, it's like, look, I don't want to touch that. Let's talk to a professional. Let's talk to an expert and an experienced advisor. And that's why we have so many of those conversations. And so the cautionary tale is both for the business owners and what's their process set up and how are things going there. And then it's a cautionary tale for the advisors to say, look,

Jason Parr (06:40)

Yeah.

Danny Wright (06:52)

Are you getting outside of your lane here? Are you swimming in waters that are not ideal for you? And I talk about that risk because there's enough volume here of dollars and materiality of costs that is going to be incurred by this company to actually clean this up to where

there might be some litigation, right? The client of the CPA against, you now their former CPA, of course, you know, they're not their CPA anymore. So there's plenty of risk there. And there's also just that desire that most advisors have to really take good care of their client. And are you really taking the best care of your client?

Jason Parr (07:32)

This reminds me of ⁓ an analogy that my brother-in-law just shared with me. It can be personal, can be professional, it can be in all sorts of different pursuits, but sometimes where we find ourselves is in the deep end of the pool. And to stay above water, we have to tread water a lot. And as we tread water, we get tired, we get weary, right? And so one of the ways that you can overcome that is you can just sink and you can feel a little bit of

sensation of peace and Relief from treading water, but we can't breathe underwater. So what we find ourselves doing is Pushing ourselves back up and treading water. Well the whole time that we're doing this We're frustrated. We're getting tired. We're really weary when we actually if we were thinking clearly clear-minded ⁓ We've just gotten out of the pool Right, you don't have to stay there

and tread water. And this analogy in this situation is just the struggle that companies face in dealing with sales tax when it's complex, it's confusing, they're not sure, they don't know. And the same with, as you pointed out, a trusted advisor who's familiar with it, and they agree to engage and help and assist, but they're really just treading water, right? And they just have these moments of ⁓

needing to take a rest and then come back up and keep trying to do what they do. Well, you can just get out of the pool. You can go over and you can talk to the sales tax people and you could just get an opinion. Right. The reason I bring this up is this this one specific example that you've shared happened just this week. Right. You're having this conversation this week. They've been doing this for two or three years or however long it's been.

And it was probably identified, understood with a possible resolution or approach to resolve this and correct it in less than 30 minutes. Meaning all they did was have a free call with someone on our team. We don't charge to talk to you. We really do want to hear what your situation, your system, process, your approach is, who you're using, how you're remaining compliant.

We just want to hear that so that we can identify if there are any blind spots that you should be aware of. And in the process of having these conversations, we can bring a lot of confidence and peace of mind about what should be happening and also identify remedies to help you achieve compliance if there's, heaven forbid, a situation like the one that you're expressing in play, right? But it takes less than 30 minutes.

to figure out what's going on and identify blind spots that might need to be corrected.

Paul J (10:23)

What's interesting about this one and what I find myself thinking about or considering is, is it better to collect the tax and not remit it or is it better to collect the tax and remit it to your home state?

If you were to pick the lesser of, you know, the lesser evil, I lean towards remitting it to your home state at least It's, tax that was collected and it's not on your books anymore. But when California comes knocking on an audit and they, want their tax, they're not going to take too kindly that you gave it to Utah. Hey, these are California sales, California tax that was collected. It should be remitted to California. Yeah. Sorry about that. I gave it to Utah.

Well, you owe it here with penalty and interest because we didn't get it in 2024 like you sold it. So.

Jason Parr (11:13)

I don't know what the better

answer is because when California comes knocking, I don't have it anymore.

Paul J (11:18)

Yeah.

Danny Wright (11:18)

Yeah, I gotta go get it.

Paul J (11:21)

But is it still

considered like a fraudulent penalty because it was tax collected, not permitted? Would California still impose a fraudulent penalty? yeah.

Jason Parr (11:26)

Well, that's up to California. They may not care what you did with it, right? Yeah

Danny Wright (11:32)

Yeah,

that's a good highlight here too, because there really are three calls that I've had in the last two days that are unique but just generally speaking, it's the same position that they're in of I've collected tax and I haven't remitted it to the correct state or I haven't remitted it at all. And it's immediately

Like without me even talking, like these folks got on the call and already knew that, you know, VDA, they were talking VDA, right? Voluntary Disclosure Agreement. And none of them knew that when you've collected that tax and you haven't remitted it correctly, a VDA is not necessarily going to wipe out the penalties, right? There are a lot of states, Paul, you and I discussed it this morning on a call that there are several states that are still going to charge you a penalty.

because you did in fact collect the tax and didn't remit it. like all things, not all things, but a lot of things with sales tax, there's the pros and cons, there's the catch 22s of like, well, good, like at least you're not gonna pay this tax out of pocket because you did in fact collect it. but we're gonna go ahead and assess the penalty because you did in fact collect it and didn't remit it to us correctly.

Paul J (12:44)

Yeah.

Jason Parr (12:44)

Yeah. Share your scenario about some of the snafus you can run into with the changes in the marketplace with, shopping carts and automated solution providers. ⁓ Probably the biggest thing that you saw hit the market in the last year is just this shift with Avalara supporting Shopify on the back end and Shopify migrating out.

to having their own ⁓ sales tax calculation solution? What are some hiccups that you can run into when you've got that scenario?

Danny Wright (13:22)

there's three that come to one where the, decided not to switch over to the new tool that is, you know, the Avalara for Shopify tool. And someone went and just turned on Shopify, but they actually kept their agreement with Avalara to manage the return filing. And they did that without actually having the conversation with the Avalara team to make sure.

Jason Parr (13:40)

That's common, yeah.

Danny Wright (13:47)

they put the connector in place. So picture if you will, right? Like you have Avalara that was calculating the tax, which means the data is in Avalara and Avalara is filing those returns. So it's all good, right? Like the tax collection's happening, the data's in Avalara and those returns are being filed with that tax that they collected. So they shut off the one piece that is the Ava tax, right? They're no longer using Ava tax to calculate the tax.

They turn on Shopify tax, which can be a great tool for a lot of companies. We've talked about that before, and it can be a great way for companies to save money. So all the other kind of variables aside with those details, let's just look at and say Shopify tax is a great tool for them. The problem is they did not have a conversation with an advisor and they didn't have a conversation with Avalara that says, OK, Avalara, you're still going to be filing our returns.

Jason Parr (14:21)

Mm-hmm, sure.

Danny Wright (14:47)

But nobody told them that they need to make sure they get the connector in place. That's probably 400 bucks a year. But it's just the technology that's, of course, going to connect your Shopify data to the Avalara dashboard and actually push the data into your Avalara account. So now when Avalara goes to file those returns, there's actual, you the tax collected there. So yet another issue of like the set and forget it is there's nobody on the

Avalara's side that's looking at those returns and saying, hold on a second. We went from reporting $50,000 a month in tax to zero across 30 states. And there was nobody internally within the company that was monitoring it and looking at it closely enough or even, you know, had a clue. And I don't mean that, you know, to be degrading it anyway. Like there's just nobody paying attention to it. So the short of it is tax was still being collected.

through Shopify, but returns are just being filed at $0. So they're in a similar situation, right? But now you're talking about being registered in 30 plus states. You were filing tax, you know, up to about a year ago. And now, you know, you have a year where you haven't been actually reporting or remitting the tax that you've collected. And it's actually yet another scenario where there's about a million dollars of tax. And in this case, these guys have it.

Jason Parr (15:51)

man.

Danny Wright (16:16)

Right. It's hopefully they have it. Hopefully they haven't spent it all right. And marketing efforts are buying boats and cars and yeah.

Jason Parr (16:20)

If they're accounting for it properly, it's sitting in a sales tax payable account,

but not everybody does.

Danny Wright (16:29)

Yeah. So, I mean, that touches on that description of like just set and forget it or having tools in place that are awesome tools. Like we talk about it constantly, like Avalara has some great tools. Shopify Tax is a great tool for a lot of companies. But even within that particular scenario, we just, again, in a 30 minute call, did some quick looking and the nature of what these guys sell.

Jason Parr (16:29)

No, that's rough. Yeah.

Yep.

Paul J (16:40)

tools.

Danny Wright (16:54)

there's some taxability issues and they are not, they do not have it set up correctly in Shopify tax or in Avalara. So now you just look at even like exposure, cause they're talking about VDAs and I'm like, well, hold on a second. First of all, you're registered in all these States. is there a possibility the state would let you enter into a VDA? For sure. You could, you know, try, but if you do that, Know

Jason Parr (17:04)

Hmm

Danny Wright (17:21)

There's probably exposure there that you guys aren't aware of. Well, you're aware that there is some now because we're having conversations, but it's just, yeah, you can imagine like.

Jason Parr (17:31)

What's

crazy is nobody in particular is at fault. You have the systems in place which you believe are managing the process properly. You've got tax calculations that are occurring. You've got collections that are happening. You've got ⁓ the return filing and the remittances that are occurring. You've got a provider doing that. And so you feel like everything ⁓ is moving forward as it should.

And then to your point a year later, you've got a significant amount of collected unremitted tax. You've got returns that have been filed. Thank goodness that the returns were filed, but they've been filed at $0. To your point, you could request a voluntary disclosure program to be in place to try to avoid penalties and maybe some interest.

on the remittances that you need to make to those states, but there's no guarantee that they would allow you to do a VDA. So you may be paying all of this tax out of pocket. Well, not out of pocket. You have it at least, but you're paying it with penalty and interest because it's late. And nobody's at fault. And to your point, the last one is companies like Avalara don't take the responsibility for the

tax codes or classifications of your goods and services that they're calculating ⁓ tax on those transactions for. You may not have used an outside party to actually set that up. And so to your point to add salt to the wound in this situation is they could, even though they're collecting all of this tax, they could be under collecting if they didn't set those tax codes up properly, but they also could be over collecting.

if those codes aren't set up correctly because they could have goods and services that aren't taxable or they're taxed ⁓ at a reduced rate. And so, you know, the consistent process of periodically doing a nexus analysis and a taxability risk analysis on your transactions is so wise on a periodic basis and also doing, you know, lot of times the conversations we're having are just a

like a diagnostic checkup, right? You can reach out to us, we can have a call, and we can just be doing a diagnostic checkup on your system to see if the system is functioning the way that it should to ensure that you don't have any blind spots or exposure that's bubbling up over time.

Danny Wright (20:06)

Yeah, it's another piece of the cautionary tale that comes to mind that is worth highlighting is just this false confidence that business owners and management can have in their process. And namely, again, when you talk about having really good tools that are available to help you manage your sales tax, but then having someone in house even that...

is doing all sorts of accounting and finance for you and you just say, well, here's a tool. As long as I put that tool in place that's collecting the tax and filing the returns, we're good. The problem oftentimes is you'll have someone doing things, like even this is something we run into often where someone just goes and turns on the tax in a state and they don't even have nexus or...

They're looking at like a Nexus review, you know, the nice like heat map that some of these tools will show you or the alert that it gives you that says, hey, you have Nexus in this state. And they're like, ⁓ OK, we need to go register or we need to go turn on the tax. So sometimes they turn on the tax. Sometimes they don't know to register. And and with these tools, I see it time and time again where they implement the tool and it says, hey, you have Nexus in Arizona.

But if you actually go and look into the details, it's from like sales revenue in 2022. And it's like, do you still have that kind of volume in Arizona? Like, do even have nexus at this point? Right? There's just, there's so many details that can be addressed and really are worth addressing in, you know, a 30 minute phone call that's going to at least uncover some of the details that are probably not being, you know, addressed.

Paul J (21:31)

Eek.

Danny Wright (21:51)

by your team internally or even by your advisor that's doing a hundred other things for you and they might be great at those other things. For me, a story that sticks with me and that is very much applicable in my opinion here is something that comes to mind of like, this is not about Avalara, this is not about Shopify and like...

the issues they have, like I've said before, and I'd say it again, like they're great tools, as long as you know what to do to actually, you know, build around those tools and all the like nuance and details that need to be addressed for those tools. And that's exactly it. Those tools are built not to give you advice, not to like give you the perfect solution for sales tax. They're there to actually help you, you know, with your overall process and

The story that comes to mind is it's actually a really funny one because it's been long enough that, you know, the drama around or the pain around it has subsided. And that's one where I went to pick up some food for my family and I ordered some fries for my wife. She was she's like, I want some fries. So this place. Yeah, yeah. Here we go. Right. ⁓

Jason Parr (23:05)

snap, I've heard this story.

Danny Wright (23:11)

There were like three different types of seasoning that you could get on these fries, right? And I really just ordered them like, oh, that sounds pretty good. Like I'll get that seasoning and keeping in mind like these fries are for my wife. So I get the food, go, you know, take the food to my family and my wife's just not happy. And we, you know, get right down to it. And it's like, she's not happy with the fries that I ordered for her and the seasoning that I got on the fries.

And I absolutely knew better than to like get that seasoning. the problem is she said, look, this isn't about the fries. It's about the fact that you like didn't consider enough of like what I wanted or what I needed. In this case, like what I wanted, like there's no way like, you know, I would never order this type of fry, right? This type of seasoning on my fries. So it was the kind of the punchline is like, it's not about the fries, right? This particular

cautionary tale in like this entire conversation is not about these tools and their problems. It's about the overall process that you have in place and whether or not you've actually got the best advice to handle your sales tax.

Jason Parr (24:29)

Listen, speaking of French fries, speaking of French fries, Paul. Paul is on these types of calls every day, right? And I've joked a lot about, ⁓ by the way, how was that segue? I'm not even gonna talk about French fries, but speaking of French fries, I'm gonna ask Paul a question. Great segue. I was gonna ask you who has the best French fries, but don't worry about that.

Paul J (24:31)

percent.

Danny Wright (24:45)

best. We like those.

Hey speaking of self-tax, I really like

this Liquid Death severed lime drink guys Sponsored by Liquid Death. Okay. Keep going

Jason Parr (24:56)

Buh-bye.

Everyday he's on calls like this. Out of every 10 calls, Paul, how many calls can you confidently say to the company or to the person that you're speaking with, you guys are set. Everything looks good.

at least one.

Paul J (25:25)

Let's say any calls go that way.

Jason Parr (25:29)

⁓ no.

Danny Wright (25:31)

It's

less than one, that they're like 100%.

Paul J (25:33)

Yeah, it's very very rare.

Jason Parr (25:34)

Okay, out of a hundred

calls, is there at least one? Like, you know, I want to give people hope out there. Like they've got systems and processes in place. And sometimes we talk to them and they, and we say, you know what, you've got nothing to worry about. Maybe we say you got nothing to worry about right now, but maybe as you expand or grow or move into other jurisdictions, maybe, maybe one to five out of a hundred then, is it?

1 to 5 % of the people we talk to.

Paul J (26:05)

Yeah, I would say it's less than five.

Yeah, for sure of 100. It's not very many where you're talking with with a client that yeah, they're they're not compliant in all the jurisdictions that they added new SKUs or products or they expanded their service offering or you know, they just are doing more and more things. You know, businesses are in that's what's what that's what they're trying to do. They're trying to generate more profit, trying to generate more sales, trying to generate more revenue, right?

Jason Parr (26:09)

⁓ man, a lot of blind spots.

Yeah.

Paul J (26:34)

And they're not concerned about sales tax. so ⁓ almost all businesses that we talk to are in one predicament or another where, hey, this thing just got flagged. I mean, even if you think about our current sales tax return clients that we're filing sales tax returns for on a monthly basis, we're reviewing the footprint, we're reviewing the transactions, we're reviewing what's going on.

Yeah, I mean, there's there's constantly things that need to be adjusted, changed, updated, reviewed. ⁓ It's a recurring thing, so I tell clients at minimum on an annual basis, you ought to be looking at where you're filing, what your footprint is and what changes have occurred, ⁓ where you're filing, what returns you're filing and consider whether you should close any of the sales tax accounts, whether you need to.

Jason Parr (27:05)

Yeah.

Paul J (27:28)

register and more sales tax accounts. ⁓ And then of course considering the taxability of the products and services, hopefully you're managing that. you don't have a system in place, a software engine in place, and hopefully you're watching that at least annually, if not more frequently, but just constantly.

Jason Parr (27:47)

Yeah. Well, both of you are on

these types of calls pretty consistently. Give me what you think from the two of you is a percentage of conversations you have where the person is surprised at what's brought up or identified in the call versus ⁓ people who might be reaching out because they've got some sort of a feeling or an inkling or they're aware of a concern.

in their system or process? What's the percentage of people who recognize something's not right but they're not sure how to correct it versus people who you have a conversation with and they're actually surprised by the idea that they might have a responsibility in other states or their system?

Danny Wright (28:19)

It's...

Yeah, it's over 90

% of calls again, you know, north of 90 out of 100, right? We said the on that previous kind of question is at least five, right? Like maybe around five that, you know, kind of have everything buttoned up and it's similarly like even ones that have things more buttoned up, they still come to us with some type of issue, some type of question and over 90 % of the time.

we are adding additional information or asking additional questions they haven't asked before and bringing up details that they've never considered before or never even heard of before. So in almost every case, we are providing value in that sense of like, again, asking questions that haven't been asked before, bringing up details that they haven't considered before. And in fact, if you even look at the...

let's call it, 5 % or less of companies that we taught to that we have the conversation and there aren't any surprises. And we can confidently say like, you are in the absolute best place you could be with sales tax. I would put those people or those companies in one of two buckets. The one bucket that they're in is they've had good enough advice.

smart enough people around them that have enough experience and expertise in sales tax to where they've had all the conversations they need to, they've asked all the questions, they've been asked all the questions, and they've answered all those and considered all these details. And then they've simply, we're not saying they're in the absolute perfect place according to the state or in perfect compliance, but they've got all the information they need to.

Jason Parr (30:19)

Sure. Yeah.

Danny Wright (30:22)

And then they've decided to move forward a certain way that is most practical for their company. So that's really always the goal is we've said this a hundred times, find where compliance meets a practical approach for your company. So that's one bucket, right? Of those, 5 % or less. The other bucket is they're a startup and they've just barely started selling. They registered in their home state. They know they're just selling widgets and they're taxable.

Jason Parr (30:36)

Mm-hmm.

Danny Wright (30:50)

and they're collecting tax in their home state and they don't have nexus in any other states. That's usually, I'd say, the two buckets that those companies fall into. Everybody else could benefit from a 30-minute conversation with an expert.

Jason Parr (30:55)

Yeah.

Gotcha.

Gotcha. Wow.

Paul J (31:08)

Yeah, I would completely agree with that. It's not ⁓ unheard of. I would say it's more common for clients to be not surprised than to be completely in compliance. I mean, it's not as rare.

Jason Parr (31:28)

Yeah, what percentage of people

that we have conversations with know they have a problem.

Paul J (31:34)

that's what I'm saying is that more clients are aware that they have a problem when they talk with us. Hey, we're aware that we have some issues ⁓ and they need to be figured out. We believe they do to be in this range. And then when you dig in, it's yeah, they're in that range or they're a little bit higher. that's not too surprising. But yeah.

I think it's big concern for clients to consider, constantly consider ways in which to stay compliant and to be compliant across the board.

Jason Parr (32:08)

Well, then I guess what we would say from our perspective is if you are sure that you have your Sales Tax systems and processes ⁓ in place or you are unsure whether you have them in place, we should talk.

Paul J (32:26)

agree.

Danny Wright (32:27)

It ain't about the fries, guys. It's about knowing what sales tax is all about. You mentioned it a couple times, It's not about placing the blame on anyone, per se. That's easy to do, but there's great tools, there's great people that are helping you internally. They just don't necessarily know where to look, what to ask, how to ask it.

They just don't know the level of details that someone knows that's been doing it, you know, 30 plus years. And it's just worth having that conversation. So you do absolutely know what is most correct, what to look for,

And now you're taking a proactive approach to fall into that one bucket that I mentioned of the companies that are in a good place. And that is they've figured out what compliance means for them. And then they found a practical approach to it.

Jason Parr (33:21)

Yeah. Amen to that.

Danny Wright (33:22)

Speaking of French fries...

We've had enough today. Let's shut it down. Go get some fries.