Welcome to Fix Your Gym, a podcast dedicated to bringing you expert knowledge from fitness industry leaders, salespeople, gym owners, tech experts, and other fitness enthusiasts, where you'll learn about the latest industry trends, innovative technologies, new and current products on the market, and health and fitness news from experts across the nation. And now, here's your host, Adam Niffin.

All right, welcome to the fixture gym podcast. I really appreciate you guys tuning in. We got a, we got a good episode today, man. I'm excited about this one. Um, so real quick though, before we get started, I want to give a shout out to, to a couple sponsors. We have one new sponsor, but these guys. really make the show possible, man. It's not always cheap to run this thing. We don't make a ton of money off of it, really any money off of it at all. It helps having these guys who support us and everything like that to keep this thing going. If you don't know Ruben Hand with FieldTech Fitness Solutions and the FieldTech app, definitely connect with him. He's got some really cool stuff going on. He's got a program, a software where you can streamline your operations. With the FieldTech app, all your technicians can view schedules, manage work orders, add notes. He even has a really cool feature where you can manage your recurring preventative maintenance plans, which is cool. His program is tailored specifically for service companies in the fitness industry and installs, which is really cool. Fieldtechfitness.com, you can use coupon code podcast24, but definitely connect with Ruben, have a conversation with him if you haven't already. Real good dude, ton of knowledge in the industry and everything like that. So big shout out to him. Thank you for the support. And then. We have a new sponsor, AES Fitness Franchises, with Adam Schwalb, another guy that was a like-minded guy. We connected and started talking, and he supported what we had going on. I also support what he has going on. I think he's just a solid guy, and he's putting in a lot of work. He's built an interesting franchise business up in the Northeast, I believe in New Jersey. Um, so yeah, if you're interested, you know, just getting started off, um, or, or thinking about, you know, maybe you run into some issues where, you know, you can need, he's got a business that's really already built for you. Um, you know, and things like that. So, um, It's a pretty low investment initially. You're able to get an office, warehouses, vehicles, relationships with manufacturers, all of that is already built. He's got a good business model and a good dude. Connect with Adam Schwab, AES Fitness Franchises. You can find them on LinkedIn, Facebook, I believe as well. But yeah, I really appreciate you guys. Like I said, we don't make any money on the show, so having those guys here to support us and if we can. And here's the thing, man, is that. I wasn't really trying to make any money off this show, but I found these guys who are providing valuable products and services to people in our industry. And so I want to support them as well in any way that we can bring on people that can provide either knowledge or products and services that can help us be successful in our businesses. I'm all for that. So that's really what it's all about. That's what the purpose of this podcast is, is to bring you guys value in any way that we can. And speaking of that, we have Dylan Ivey on today from CTX Home Gyms. Really appreciate your time, man. You've got some really cool stuff going on. Excited to have you on. But yeah, thanks for joining us.

Adam Niffen

Hey, thanks for the invite, Adam. Love what you got going on, man. It's cool to see, you know, from, I guess, concept to construction to deployment of this podcast, this community that you've developed, that you've built. It seems to be gaining traction, this small community, a little niche industry that, you know, I've been really kind of hungry for since day one. So, you know, anything, any value that I can add to it, even if it's just this short conversation, I'm down with it.

Yeah, no, for sure. Our industry is interesting, man. I really love it. It's a tight, I didn't realize until I started doing this podcast. I don't know when you're, especially in the service world, we're not out doing a ton of sales and stuff like that. You almost kind of get caught in this, I don't know. It's like this little, you just don't get out there and get to know, but you don't go to most service guys. Like don't go to her son and stuff like that. You almost, you almost just have this little, uh, I don't even know what to call it, but where you don't know anybody and stuff like that. But I started doing the podcast. I'm like, damn, there's a whole community of people out here who was struggling with the same problems or, you know, fighting for the same, you know, trying to be successful in similar things, like-minded people, stuff like that. So, Um, and yeah, so it's, it's been pretty cool. And so, yeah, and it's like, okay, well, let's, let's start, you know, maybe adding some structure to this and get, get in a little group together and doing some fun stuff. So that's kinda, that's going to be coming up to where we may have some like events and have, um, you know, meet somewhere in the middle of the country or something like that and hang out and go fuck around for the night and play, you know, uh, top golf or something, you know what I mean? You have paintball or whatever, you know? Um, but, uh, But yeah, no, do you have a lot of value that I think you can bring and, uh, you know, we met out at IHRSA and, um, you know, seeing you and you, you know, you had kind of your, your, your digital marketing team there with you or your, um, videographer and things like that. And I've been getting into, you know, how you creating content and building a brand and building a personal brand and stuff like that. So you immediately stood out to me. I think that stuff's very, you know, important. Um, and it looks like, you know, and then starting to, you know, look at what you're doing a little bit and seeing what you're up to. And you've got a very cool brand. Um, you create good content. And I think that's kind of where I wanted to, direct this conversation a little bit, because like I said, I want to provide value to other people out there, and I don't think people see the value in creative content and social media and things like that too much in our industry. On the sales side, which what you guys do, it is important, but I think it's also important on the service side. And I know you guys do both, but, but, uh, but, but yeah, so, um, but first, before we get into, into that too much, um, I always like to just start off of like, how did you get, how did you get started in this industry? You, you, you're the founder of CTX home gyms, correct?

Yeah. So I'm the founder. Um, I founded the company with my wife in mid 2020. So we're hitting our four years here next month, actually. And it's kind of a wild story, as I'm sure all of our founding stories are. But my background is in multi-unit retail. So before I moved out here where I'm at, I was living in and around Austin for uh, the better part of a was, you know, the, the s was hungry to climb the co know, fitness and bodybui been something that, you k been second nature to me. I was introduced to bodybuilding at a very young age, you know, the stereotypical kind of fat kid, girls didn't like me wanted to get in shape and, and, you know, that that whole thing and, and fitness really, it really changed my life. You know, I really felt like at that young age, Um, I was, I was able to really kind of discover a side of myself, a confidence, a, um, you know, just a, a willingness, a discipline that, that I was just profoundly shocked that existed there. And, um, you know, I, I knew that this, that it was going to be a big part of my life and that carried over. into my 20s. And yeah, just kind of, I kind of just wanted to chase, you know, anything that that I could do to help other people find that solution, whether it was people that, you know, maybe we're, we're struggling in certain areas of their life, whether that was just people who wanted to get to that next level, or struggling with drugs and alcohol, or whatever that looked like. And for me, that manifested in landing in the supplement industry, And I started as a part-time sales associate, worked my way up till I got to a district role where I was operating 28 stores. It's the age-old story. I was grinding myself into the ground 65, 70 hours a week. Just because I wanted to get to that next level, I was hungry. I was just yearning for knowledge. And to be quite honest with you, the corporate world kind of took me And it turned me on my head, it chewed me up and spit me out because the corporate world is really designed for it's designed for a specific type, right? Someone has to plug in and someone who kind of fits this, this certain, you know, suit and tie, you know, these are the expectations of how you carry yourself inside and outside of the workplace. And that just wasn't really me. And, you know, I got I got sick and tired of not winning and winning on that level that I wanted to and kind of plateaued in that career. And I said, you know what, I've always I'm tired of making other men rich. I'm going to quit my fucking job. I'm just going to go figure out what I'm going to do next. You know, I always had that entrepreneurial spirit within me, right? So, so my, my girlfriend at the time wife, now we moved out to this small town called Gerald, Texas. Anyone listening to this probably has never heard of where that is. But we're a little small. Yeah, small, small suburb outside of Austin. Um, And I, you know, people ask me how I got involved in this, but it really was just, I call it kind of a divine intervention thing. It was really God just kind of gave me this really weird, you know, combination, this opportunity to take advantage of this space that I was kind of good at most of the things that I needed to be good at in order to win in this, I was kind of good at fixing stuff. Right. I grew up on a ranch in Wimberley. Um, you know, my just fixing, fixing things was we, we didn't call someone whenever something was broken, whether that was trucks, farm equipment, things in the house, things that nature, I'm just very grew up in that environment. So, you know, I know how to turn a wrench, you know, commute customer service and sales, right, the GNC background, you know, on the on the back end, operating the stores that taught me a lot about finance. And it taught me a lot about, you know, how to keep a store profitable and bottom line bottom and top lines. So I during COVID when COVID hit, I saw this opportunity where people needed gym equipment. And I looked at it and I was like, you know what, there's an industry that exists for this, fuck it, I'm just going to go for it. And we had no money, we had no credit, we had no investors, we had no plan. We just, we just, I mean, it was just raw you know, bootstrap, blood, sweat and tears in the beginning, started in the garage. And then we got into storage units, you know, then we got in there, you know, then we finally got into a small warehouse space that had no air conditioning or insulation. It was 115 degrees in there in the summer. And it was just real, you know, grit your teeth kind of grind to get where we wanted to get. But yeah, fast forward, you know, four years later through all of that, those trials and tribulations and, and, and, you know, kind of circling back to one of the reasons why I love what you're building here is that we had, we had none of that community. We had no solutions, no knowledge source for anything. It was just, let's figure out. I had no idea how to change a walking belt on a treadmill four years ago. Right now fast forward, four years and you know, we're pretty what I would like to think at least I hope we're pretty good at what we do. Right. So yeah, so yeah, that's that's a little story about where we came from.

I love it, man. I love it.

No. And I have a, you know, similar I don't know, I've been hearing a lot lately about how you kind of have an advantage when you come from or spend some time climbing the ladder as an employee when you jump into the entrepreneur world. I did that a little bit, but not as much. But I think that that's definitely a good thing because you learn all those skills like you said, and you can come in and start applying that to your own business rather than somebody else's business. If you can do that, that's always a smarter move to make, I feel like for, for most, you know, for not, not for everybody. Um, but, um, but yeah, if you can, um, that's great. So no, I love that. Um, so yeah. Um, so you started off, would you just start off like refurbishing stuff or do you start off as a service company?

So we, When I say we had no money, I mean we quite literally had no money. We were operating out of the money that was in our wallets, right? So if you would have approached me, before or right in the very, very infancy or right after we actually established our business. And you would have said, Hey, can you do insert anything that had to do with gym equipment here, I would have gotten it fucking done regardless of whether that was relocation. You know, if you wanted me to refurbish your old piece of shit treadmill, I would have done it. Um, you know, sales of new or used equipment. I didn't have access to any new equipment, but I would have figured out how, how I could get my hands on something if you wanted it. Right. But at our core, at our core, what I'm truly passionate about and what CTX embodies is the discount retail solution. So what we're really good at and what we want to lean into is that source solution for the home or commercial consumer that wants equipment at a great price where they want really good stuff really good, valuable cardio strength, you know, weight plates, barbells, fundamental products to build a gym at this kind of price point. So what that looks like for us is selling, uh, pretty much, you know, mostly used and refurbished major commercial brand equipment, sprinkled in and peppered in with, um, some of our preferred vendors that sell, you know, great price point products as well. New.

Yeah, no, that's, that's, that's, that's great. Um, so one thing I was just thinking about too, is like, you mentioned that you didn't have, you know, any resources to sell new equipment, even if you wanted to, but you'd find that. I think it's important to point out too, and I still do this from time to time with people around. We're a dealer for certain companies, but we don't sell a ton of equipment. I have went through phases where I do, but where like If I know a company like you, and I need some new equipment, and I know if I come to you and I probably say, hey, I got this pretty big deal going on, I can still get a discounted price probably from you. I don't have to be set up as a manufacturer or with a manufacturer as a dealer or whatever the case is. If I'm just getting started off, that's a great way to build up some money is doing some little equipment deals and working with companies like you even. Your margins may not be as high, but still, correct me if I'm wrong, but if you know, whoever from the group who started a fitness repair company has a deal on the table for, to buy, you know, to sell some treadmills and they come, they don't know where else to go. They could probably come to you and get some treadmills at a decent price and, uh, and, and still get the deal done so they can get some cash. Right.

Yo, yeah, for sure. Um, we have, you know, over the last few years, I've got a ton of, you know, I really would think more like small scale owner operators, one, two, three men gigs are kind of the ones that really love to utilize us for that resource. Right. And, you know, because they're in there doing their PM and they're like, Hey, uh, this SM eight or this SM five is on its way out. It needs a new all it needs. Um, whatever else it needs, uh, it's going to cost you 900 bucks to, to, to fix it. Or I can get you a refurbished one for 2795 with a year warranty. Right. And that's, you know, there's, there's, then they can fit in somewhere in the middle, right? We work a commission and for those, those guys in the field, right? Because they essentially become salespeople for us. We love them, right? Because we're not only are they selling equipment for us, but we're also going to support their business by subbing out warranty work to them, right? Because we thrive. The more time that my technicians can spend in the warehouse actually refurbishing the equipment, the better for our organization. That's just how the model is designed and built. So it's such a healthy ecosystem, specifically using refurbished companies partnering with service companies that do install or repair. There's a lot of frontwards-backwards compatibility there.

Yeah. A lot of synergy there. And, uh, I, I love seeing in the group recently too, that I think it was just within the, well, it hasn't even been started for like a week, but there's companies already sending guys, you know, service calls and stuff. And we picked up a service call actually out of off the Facebook group, you know what I mean? So yeah, definitely good to make those connections. And like I said, man, we still do that stuff quite a bit with different companies. Either refer it out or, hey man, if you wanna give us your installs or if you need any help with installs or whatever the case is, then I'm having these leads coming through that I don't wanna mess with or whatever, because we're not a sales company, we're a service company. Here you go, you know what I mean? Um, that's always good stuff. So what's been, what's been, obviously you started in COVID man. So that were right around that time, correct? So shit was shit was hitting the fan. So that it's interesting, man, because COVID was an opportunity for entrepreneurs, um, uh, really, or maybe people like you who, you know, I don't know if you lost your job or not during that time, but a lot of people did and, uh, they didn't go back to their careers after that. Um, and, um, it gave us time to sit and think and get creative, you know what I mean? And so, so what was your experience like through that, through starting that business at that point in time? And yeah.

So the, the, the nature of like what COVID I remember the onset of COVID. And I'm sure everyone listening to this, as I'm talking through this can almost like, get that like, weird feeling in their stomach, those first few times that they heard about, like the quote, unquote, severity of what COVID was going to be and how that was going to end the world. And it was this like, you know, just economic shattering, you know, earth changing event that was just going to ruin everything, right. And And in that in that first, like, in those first few weeks, I was I was terrified. And I had to answer your question. I had actually left my job and was looking for an opportunity to I didn't know what kind of business I wanted to start. COVID hits. I'm freaking out. I think everyone's gonna die. I realized that no one's gonna die. Then I see that the country is literally shut down. And that this I looked at that as like, there were there were no gyms open. There was this insane economic anomaly happening where the value of used gym equipment was like 10x sometimes or something insane. I just looked at that as an opportunity for me to just take full advantage of that and, and generate capital that I couldn't have otherwise. Right. So I was like, if I really grind really hard and take full advantage of this, whatever this is, you know, I can potentially set myself up for success in the future. So I COVID for me, dude, that was like the great, the first like six months after shutdown was the, I want to call it the greatest, the craziest, the most stressful, the most painful, you know, the happiest, just most exhilarating time of my life because, you know, it was myself and Alejandra, my wife, who we're, we're, you know, we're, we're starting this business in our garage. Do we wake up at five in the morning? We would pull our garages packed with treadmills and leg extensions. We pull them out all into the driveway. Our neighbors hated it. They were like, what the hell is going on? Our HOA, we weren't supposed to have, we got like 10 tickets for parking our trailer there. We were like, nah, we're not, we're doing this. Like, this is what we're going on. There are people driving left and right because everyone needs a treadmill. It was just absolute insanity, you know, and it just went from there and it just continued to roll and evolve. And I had kind of no, no idea what I was doing, but just rolling with the punches. And so COVID, you know, I had a very different experience than everyone else. I did not slow down whatsoever for COVID. And, um, yeah, I just kept, just kept trucking, you know, I love that, man.

Yeah. Um,

Seize the opportunity. In any destructive or negative situation, there's always some sort of opportunity there.

I love that. Entrepreneurs, that's what we do. Solve problems.

When we think the world is ending, which when you're an entrepreneur, that's pretty often. It's usually always ending, actually.

It's usually ending more often than not, to be honest. Yeah, yeah. If you're doing it right.

Yeah, for sure. But eventually, right. That's not the goal. You know what I mean? So, um, but it takes time. It takes a lot of grind, a lot of grit, uh, mental toughness to say the least to get through that shit. Um, a lot of times, you know, we, what we put out on social media, I know for me, like I'm trying to get better at it, but I, in my head, like a lot of times when I'm talking to people, I want to, I want to pay myself as this person that, you know, but, but truthfully, like people, people like to see the struggle, you know what I mean? We're all going through struggles, you know what I mean? So, um, but, but yeah, I was like, you know, Hey, no, it's all perfect. No, it's not perfect, man. There's a lot of shit going on behind closed doors or that, that people don't see that it's, it's tough, dude. And, um, come to find out everybody's going through the same problem, whether it's lack of cashflow or no access to capital when you first get started, that's probably one of the biggest things, either a lack of customers or lack of cash. And in your situation, if you have a shit ton of customers, because something like COVID, there's a high demand, but you don't have the capital to do it, that can be a really stressful situation. You know what I'm saying? So, but yeah, so there's always problems like that, that we, that we experienced and things like that. But, um, what's the difference today, man, where are you at today? What's, uh, I know you guys got a pretty cool team. Um, there's a guy I met with you, uh, Matt, Matt, Matt Peterson, I think that's your operations guy. Uh, real good dude. Sounds like, sounds like you got a good team kind of around you now. Um, and everything like that. So, so how's that going?

Yeah, man. Um, we're, We're certainly, you know, whenever, whenever I I'm sure that, you know, a lot of people listen into this or yourself can kind of resonate with with this, but I think one of the one of the biggest signs of someone who is going to be successful. And when I say that, I mean, I would call being successful. If you're able to sustain a profitable business for longer than you're for an extended period of time, let's call that being successful in business, right? You see the vision, you have this vision in your head of what that's going to look like. And throughout these timestamps of that vision, you're executing on those or in some capacity, it looks quite similar to the way that you wanted it to, right? I mean, there are these nuances about how that journey evolves as you as you move through problems and find different solutions, go down different pathways than you did. But ultimately, you're on that same trajectory to get where you wanted to go. And 4 years down the road now, Um, we've got an incredible team around us. I mean, there's, there are guys in here that are just, I, I'm like my, I just, every hair on my body just stood up because I'm, I honestly, I could see in my head when I started, but if you don't have that, like, if you don't have that, like that blind, dumb, like, uh, certain certainty that you're going to get somewhere, even regardless of the doubtfulness that you have in your head, you might not ever get there. So you're just like, yeah, I'm going to build this crazy bad-ass team of guys that are way better at refurbishing gym equipment than I am. And in this, in this relatively short amount of time. Right. And they're going to be passionate about what they do and they're going to be supportive and they're going to, they're going to be a part of building this thing. They're not just going to plug into it and be a clock in clock out guy. I can confidently say we have a lot of those guys in this room. And Matt's awesome. He started as a service technician. He had been a stay-at-home dad for like 6 years. He came in and he was like, He started, he was like, yeah, I kind of want a job. I want to get out of the house. I'm tired of just being a stay-at-home mom. And fast forward a year and a half, he's essentially the go-to guy for the service team. He operates the service team. He has his hands in a lot of sales. He has his hands in a lot of marketing. He's going to events like IHRSA with us. Um, you know, he's, he's a, he's a powerhouse and, um, someone that's really reliable and dedicated and loyal to the brand. And, um, it's just really special to procure a culture like that. And it's, it's, I'm not going to lie and say that that was easy. Right. Um, but there's been a ton of just, of hard work and dedication and, Um, you know, a lot of, a lot of really tough conversations with staff and with yourself, you know, you're reflecting, like laying down and just thinking through like, where, how did I fail this employee? Like nine times out of 10, it's not the employee it's, it's, it's, it's, it either lies in the training or the leadership. And, you know, it's, it's just, let me get marginally better this time. for for that person, like that person, I failed that that individual, and I'm going to get 1% better for that next person. And I think, you know, through the last few years, I've really kind of, I've kind of gotten a lot better at understanding what this industry needs out of a leader, what this team of people needs out of a leader and, and kind of just the direction that that, you know, I wanted to go with it. So really, really stoked with where we're at for sure. But we've got some crazy stuff in the pipeline right now that I'm not going to talk too much about because it's, we're not, we're kind of in the discovery phase still, but yeah, the next, the next few years should be really exciting.

Yeah, excited to see where you guys go and watch your journey and everything like that. So I'm super glad we connected. I agree with you 100% on. I realized here recently as I really made a push to scale my business is that I'm not in the fitness equipment service business. I'm not in the fitness equipment installation business. I'm not in the fitness equipment sales business. I'm in the hiring and training business. And if I can get that business down, then I can scale my business. If I can get that skill down, then I can scale because what happens was I started to scale and I'm making all these sales. I'm like, oh, there's nobody around anymore. So, uh, it's like, um, so I gotta, I gotta figure that, that, that part out. Um, and building that company culture, building a place where it all boils down to how good of a leader am I? So it's going to, it requires me to, uh, which is, which ultimately in my opinion is the whole purpose of being an entrepreneur is personal development. You know what I'm saying? That forces me to become a better person. So, uh, you know, it's like, I put myself in these situations to, um, where maybe I wouldn't have, have done it without, without it. You know what I'm saying? Like there's, there's disciplines and stuff I got to learn now because of people counting on me, you know what I'm saying?

And it motivates me to have that, you know what I'm saying? And then it motivates them and. and everything like that.

So I see that, see that in you. That's not everybody in our business. A lot of people are just there to make a ton of money, but you can see it when a person's genuine about that. Um, and you can see it in their business, you can see it in their brand. Um, so, um, good job on that, man. I'm, I'm, I'm with you on, I'm on the same frequency with you on that. I know it's not easy. I know that's not easy. Uh, a person who puts that weight on them, uh, carry, they carry a lot of weight.

Um, you know, so, because you care about the whole,

you genuinely care about your entire team and their wellbeing, you know what I'm saying? And, uh, and them being successful is like your top priority. You know what I'm saying? Their success comes before your success.

It's my job. That's that's, I think that's the piece that, that so many business owners miss from getting to that, you know, like, You know, you want to go from from you want to you want to start a business and support yourself. Okay, then you want to get to 100k. Okay, then you want to get to half a million. Okay, then you want to get to a million. which means I want to go from one employees to, you know, I want to go to three employees to five to 10. It's a, there are these, these milestones that you have to, you have to reach and grow through and realize that it's all about the people. It's a people thing. It's just, it's, it's just the people, it's the people, the products, it's the people, the processes and the products are last, but, um, connecting with, you know, really, really who, who you are and what your intent is as a leader and, and, and, and this hyper self-awareness around what, what, what is, what is my intent here? You know, what is, where's the breakdown? Let me find the breakdown from there. Let me find the solution. And if you can, if you can beat that people piece, which historically has been the absolute hardest for me, you know, that's that's how you how you really kind of, you know, get get going. Yeah, for sure.

No, I love it, man. I don't want to take up a whole lot more time on your Saturday, but we didn't really get into what I wanted to, which is fine. But I know you're out there creating a lot of cool content on social media and you have a little digital marketing team with you. I want to get into that at some point and get your opinion on that. I think it's really important. Yeah, let's talk about it. Yeah, we'll talk about it more. We'll talk about it too. But, uh, uh, sorry, I just had so many, but yeah, I would talk about it on social media and then I have some cool things coming up in the group too. Um, where, well, we'll talk more about it, but yeah, just, just, um, um, yeah. So I know you kind of have some, some expertise in that area. I definitely want to try to get, get that out there for people. So whether we bring you back on again or whatever the case is, um, but, but yeah, no, thank you for your time, everybody. Um, thank you for, for tuning in and, um, One more quick shout out to Ruben Hand at FieldTech Fitness Solutions for supporting us and the FieldTech Fitness app. Go to fieldtechfitness.com, use the coupon code podcast24. Check out different ways that you can streamline your operations with his app and his software program and to AES Fitness Franchises and Adam Schwab. Really appreciate you guys' support. connect with these guys and you as well, Dylan, CTX home gyms, people can find you. I know on LinkedIn and I know you have an Instagram presence, which is not something I've gotten into a whole lot. But you want to start working.

Yeah, any platform at CTX Home Gyms, you can check, add me on LinkedIn if you guys want to connect. You can go to the CTX Home Gyms, follow that page, click on the owner. That's me, Dylan. Matt too, if you want to follow him, anything you guys need as far as Um, you know, whatever, any, any, any, any resource that anyone, you know, we can, y'all can lean into us for anything, whether that's just a 15 minute conversation about anything that you heard on this podcast or, you know, you need help with anything in Texas. We're super down.

Awesome, man. I appreciate you, buddy. Um, we'll, we'll, we'll talk to you again soon. And, uh, yeah. Thanks again. All right. Y'all be good.

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