Latest / Inside Integration / Episode 113: An Approximate Lightapalooza Recap

Transcript

Episode 113: An Approximate Lightapalooza Recap · Inside Integration

• 0:00
  Welcome to the Inside Integration podcast.
• 0:01
  My name is Chris and I am joined this week by a by a, a stand in
• 0:06
  beard, a stand in bearded buddy. Jason is Jason's at the pro
• 0:11
  source conference in in Nashville.
• 0:13
  So that'll kind of put a timestamp on this episode and,
• 0:16
  you know, sort of drop the curtain a little bit.
• 0:18
  But we are lucky to be joined by our buddy Sean Shornsson.
• 0:23
  What's up guys? Just back to fill in for Jason.
• 0:26
  Big shoes to fill, but do whatever I can.
• 0:28
  Little shoes. Tiny shoes.
• 0:31
  Fair enough. We'll we'll bag it on plenty
• 0:33
  through the episode. But I was starting out strong,
• 0:35
  Chris. I didn't want to go right to the
• 0:36
  gut juggler. I mean, that's, that's, that's
• 0:38
  kind of how we, you know, that's kind of how we roll.
• 0:39
  But Sean is a Sean's buddy. He's a friend of the show.
• 0:43
  He has jumped in quite a few times to to save my butt and,
• 0:46
  and let us get an episode in a can.
• 0:48
  And Sean is a Rep in Southern California with unified
• 0:52
  representatives. And yeah, man, welcome, Sean.
• 0:56
  Welcome. It's bad.
• 0:57
  Good to be back. I was just on the episode.
• 0:58
  What is that, 33 a couple 4 episodes ago?
• 1:01
  Yeah, exactly. So happy.
• 1:02
  Happy to fill in, happy to do what I can.
• 1:04
  So and, and Sean is Sean is fresh back from Light of
• 1:07
  Palooza. And it's it, it was a couple of
• 1:10
  weeks ago, probably by the time you hear this episode.
• 1:12
  But there's still, you know, there's there's a lot that came
• 1:14
  out of it. And we kind of, you know, I want
• 1:16
  to get Sean's thoughts a little bit on, you know, Light of
• 1:19
  Palooza as a Rep. You know, I'm not not really
• 1:23
  hiding anything here. Shawn's firm is the Lutron reps
• 1:26
  here in Socal. So they're, they're, they're
• 1:28
  lighting focused for sure. And, you know, just kind of
• 1:32
  curious to see, you know, what were your thoughts from, from
• 1:35
  being on this side of the fence at that show.
• 1:38
  You know, what do you, what do you think?
• 1:39
  I, I know that we had talked before.
• 1:41
  You had been to a light of Palooza before.
• 1:43
  So like, this wasn't your first time, but I mean, you know what?
• 1:47
  What was your thought on Light of Palooza 2026?
• 1:50
  It's a great question. I've been just three or four
• 1:53
  previously as from the dealer side.
• 1:55
  So it's interesting going from there from the Rep side is
• 1:57
  you're looking at very different paying attention, you know, not
• 2:01
  paying attention to the lines we don't wrap.
• 2:02
  So you're definitely get more information today about the
• 2:04
  lines we do wrap. We had 6 or 7 lines there.
• 2:07
  So we'll talk about those extensively here in a minute.
• 2:08
  But it was interesting to go in with a whole different set of
• 2:11
  eyes with a whole different set of you just a a plan or agenda
• 2:14
  of like, I wasn't there looking for new product.
• 2:16
  I wasn't looking at new lines. I wasn't doing, I wasn't paying
• 2:18
  attention to what all these other were.
• 2:21
  And it took me a minute to focus.
• 2:23
  You know, focus is not my strong suit anyway, by any means.
• 2:26
  Yeah, I've got any focus. When you're a manufacturer or a
• 2:29
  Rep, than it is, you know, when you're just an attendee, right?
• 2:32
  Oh, absolutely. I got ADHD with the worst of
• 2:33
  it's why I'm in this industry because it changes non-stop.
• 2:35
  That's the advantage of this industry.
• 2:37
  Yeah, I can be in a cubicle exactly.
• 2:39
  Shiny and new and expensive on the land, on the land.
• 2:42
  So it was it was cool to walk into.
• 2:45
  So what it was, I mean to it to just have totally different set
• 2:47
  of eyes, which which I'm not not always great at shifting gears,
• 2:50
  but that's definitely what it was this time.
• 2:52
  I mean, it's for those who don't know it was outside of Austin.
• 2:55
  Let's talk about what it is it first of all, lighting Palooza,
• 2:57
  if you don't know is a a lighting focused small trade
• 3:01
  show for the dealers that are focused on lighting in the CI
• 3:03
  channel. I went reluctantly a few years
• 3:06
  ago in Glendale for the first time and Kym Wade just blown
• 3:09
  away like it's. Kind of like, I mean, it's
• 3:12
  basically, it's kind of like the lighting section of CEDIA, but
• 3:17
  only the lighting section of CEDIA with a couple other things
• 3:19
  kind of thrown in and some really good education, right,
• 3:22
  Like that sort of. Tons of education, maybe what
• 3:25
  CEDIA would want to be in many ways.
• 3:27
  Like more than half of it is really education focused.
• 3:30
  In the past it was education for a couple days, you sign up for
• 3:33
  class, what you do, and then they open the show floor kind of
• 3:36
  last day or the last day and 1/2 this time it changed.
• 3:39
  So that's a little bit what light light please is, which I
• 3:41
  loved when I went the first time was like, oh, this is legit
• 3:44
  dealers. This is big dealers.
• 3:45
  This is not trunk slammers, for lack of a better word, is not
• 3:49
  the guys who do small stuff because if you're doing lighting
• 3:51
  you, you got more going on. It's kind of smaller companies
• 3:54
  doing it. Yeah, it opens it up to like
• 3:56
  kind of a whole new world if you're not.
• 3:57
  Absolutely if. You're not doing that stuff
• 3:59
  already. We get all technical and call it
• 4:01
  a whole new vertical because guys love those keywords.
• 4:03
  Yeah, exactly. It's a whole new vertical and
• 4:05
  how to how to make money today. You're out and you're out, Yeah.
• 4:07
  You're done exactly, exactly. So, so, so getting there this
• 4:11
  time, I mean, it was it was in it was in Austin, which very
• 4:13
  everybody was excited about till they got there is actually about
• 4:15
  45 minutes away from Austin in the silliest place I've ever
• 4:20
  been to for a trade show. Is it this family resort?
• 4:22
  Kalahari, right? It's Kalahari.
• 4:24
  Yeah, it has the the world's biggest indoor water park.
• 4:28
  It has like the third biggest arcade in the world.
• 4:30
  It's family everywhere. So like that I.
• 4:32
  Know it's a tiny little chain. It's like a great Wolf Lodge
• 4:36
  alternative like we had. We had a Kalahari Resort in
• 4:38
  Jersey that was. Oh, you did?
• 4:39
  OK. I've never heard of such a
• 4:41
  thing. Yeah, this arguably was a very
• 4:44
  silly place to have, you know, have what?
• 4:46
  It was just pictures like keep. In my head, I'm picturing some
• 4:51
  of the older some of the older folks from Lutron, like going
• 4:54
  down water slides and. Well, yeah, the IT was very
• 4:58
  interesting to you leave everyone leaves their families
• 5:00
  behind for for three or four days to go hang out with other
• 5:03
  families, with other families and kids running everywhere
• 5:07
  screaming. I was like, wow, oh, wow.
• 5:10
  So it's just an interesting place this and they yeah, it was
• 5:13
  it was very unique. So there's a lot of a lot of
• 5:15
  stuff about that. The big thing on the show, and I
• 5:17
  knew this going in, especially as the Lutron, Lutron was not
• 5:20
  there representing this year. So they were not there as a
• 5:22
  choice they made about doing that.
• 5:24
  So that that was going on, but their choice and they're trying
• 5:28
  to focus on some dealers and place the money in some other
• 5:30
  places right now and just kind of see where this light of
• 5:31
  police goes so that that's, you know, it's fair conversation
• 5:35
  everywhere we walk in. It was it was big that they
• 5:38
  started this time with the showroom floor first.
• 5:41
  That was pretty interesting. So that was pretty exciting to
• 5:45
  like really focused on the showroom floor first and
• 5:47
  foremost. And so that that really helped
• 5:51
  to really put the focus on the manufacturers, the people who
• 5:53
  are really funding this thing. I mean, dealers pay some money
• 5:56
  and stuff like that, but the manufacturers pay a ton of money
• 5:58
  should be there. And so that's really it was I
• 6:00
  was excited about what it did there.
• 6:03
  Yeah. So I really was excited about
• 6:04
  that and how how that started. All of a sudden you saw some
• 6:09
  excitement on the show floor versus everyone done and tired
• 6:11
  after a couple nights of drinking and glasses, you know,
• 6:14
  and as, as you know, Chris. Exactly, exactly.
• 6:18
  So it was cool to see that way and you, you, it made a
• 6:20
  difference for the manufacturers and what they had going on.
• 6:23
  So I thought that was really important.
• 6:24
  First impression was there's, there's good attendance.
• 6:27
  There's a lot going on, a lot happening there with the with
• 6:29
  the dealers, with the amount of people there and what was just
• 6:34
  the energy was high, which is good.
• 6:36
  I think lighting has come a long way in the last few short years.
• 6:39
  And I mean. I would say Light Palooza is
• 6:41
  probably a catalyst for that. You know, like that's that's a,
• 6:45
  you know, let a palooza actually being a thing is, you know, it
• 6:49
  is helping that right. It's definitely getting exposure
• 6:51
  out there to more people. Oh, ABS absolutely.
• 6:55
  And and realizing that it is a legit category that some guys,
• 7:00
  some guys are making really good money on it.
• 7:01
  And the the first time on the dealer side, the first time a
• 7:03
  few years ago, I sold a, a lighting job is about $40,000
• 7:07
  worth of product that got delivered to our our warehouse.
• 7:10
  And then I just dropped it off at the at the project and hand
• 7:14
  it to the electrician, spent an hour going over things with him
• 7:16
  and walked away. And he's like, huh, I don't know
• 7:19
  how to add very well, but that's quick money.
• 7:22
  You know, it adds up real quick. Yeah.
• 7:26
  So yeah. Hey, just real quick as a, as a
• 7:30
  listener note, you guys are having some construction down
• 7:32
  there today. So if you hear some construction
• 7:33
  stuff going on in the background, I, I saw that you
• 7:35
  made a pilgrimage outside real quick.
• 7:37
  They're they probably had to cut something.
• 7:40
  Well, the the we got some painters just decided to turn on
• 7:42
  their music real quick right in the middle of our podcast, which
• 7:44
  is how it goes. So I mean, was it?
• 7:46
  It's. Let us listen in.
• 7:47
  Was it the accordion music? Was it the song with the
• 7:49
  accordions? That that's the only?
• 7:53
  That's the only. Way to go out on a limb there,
• 7:55
  Chris. Yes, Yeah.
• 7:56
  So that was me. Yeah, exactly.
• 7:59
  So I walked outside for a minute, a plane was taken off
• 8:01
  and it's like, oh cool. That's that's the peril of being
• 8:04
  in that parking lot. I know it well.
• 8:06
  Bingo. You know, talk.
• 8:07
  To a client and all of a sudden it's like some Southwest jet in
• 8:10
  your ear hole like. Right, right.
• 8:13
  Yeah. Anyway, it was so first
• 8:15
  impressions walking in the show floor was bigger and more
• 8:17
  impressive than it has been in the past.
• 8:18
  I was really stoked. I was not able to attend last
• 8:21
  year, so that's the one I missed.
• 8:24
  And so this, this one, it was good to be back.
• 8:25
  It was good to feel the energy. It was good to see the classes.
• 8:28
  I sat in on on a couple classes and three panel discussions, 2
• 8:34
  good, one questionable the best. But yeah, it was, it was pretty,
• 8:38
  pretty exciting to see just just people milling about.
• 8:41
  And what I get from line of Blues are probably more than
• 8:43
  anything is just dealers interacting with dealers, you
• 8:46
  know, hanging out sure around there it seems less competitive
• 8:50
  because I think it is legit dealers.
• 8:52
  And that's, that's just my personal take for sure.
• 8:54
  Well, it's definitely and there is absolutely a vibe of not, not
• 8:58
  to lean on that so Cal word too much, but there's definitely a
• 9:01
  vibe of, you know, when you're when you're at a place like that
• 9:04
  and you're all kind of in the same boat.
• 9:05
  Like there is definitely a camaraderie that that comes out
• 9:08
  where you're not specifically, you know, you're, you're, you're
• 9:13
  not specifically competing in that moment or for that week,
• 9:16
  right? Like you're kind of like, you
• 9:18
  know, you can, you know, maybe grab a a competitor and kind of
• 9:20
  be like, hey, did you see that over there?
• 9:22
  That's pretty dope. Like what what do you think of
• 9:24
  this thing? And, and what do you think of
• 9:26
  that? It like it's, it's a good thing
• 9:28
  and it's, it's a good thing for our industry because, you know,
• 9:30
  we are all kind of in it. Yeah, we do compete with each
• 9:32
  other, but we're all kind of in it together.
• 9:34
  And that's, you know, that's integrators, that's
• 9:36
  manufacturers. It's all kind of the same, You
• 9:38
  know, let's, let's, let's keep those vibes high.
• 9:41
  And we've talked Jason and I have talked about it a lot
• 9:44
  where, you know, there's the show and there's the trainings,
• 9:47
  but then all the stuff on the peripherals.
• 9:50
  That's really where a lot of the stuff gets done right.
• 9:53
  Like, so you know, you, you're at a happy hour for, you know,
• 9:57
  I'm just going to throw some examples, right?
• 9:58
  So you get a like a snap, you know, a snap AV happy hour or
• 10:02
  whatever, and you're in a much less formal environment.
• 10:05
  You're, you know, you can, you can kind of talk a little bit
• 10:08
  more freely and, and that sort of thing.
• 10:10
  And any events that bring people together to have, you know, to,
• 10:14
  to get those opportunities, whether it's like, you know,
• 10:17
  whether it's mingling or whether it's a, a mixed training, you
• 10:20
  know, for a manufacturer, that kind of thing.
• 10:22
  Like those are good, right, Because that kind of
• 10:24
  strengthens, it strengthens what we do and it, it gets some ideas
• 10:28
  out there and it gets some things shared and, and, and, you
• 10:31
  know, overall, man, that's, that's a great thing.
• 10:34
  So. Yeah.
• 10:35
  And I agree, I think I think that's that's the advantage of
• 10:37
  being in the industry a long time, 2020 plus years for both
• 10:41
  of us of where like I you have relationships on both coasts.
• 10:44
  I've been on the dealer side, I've been on on distribution
• 10:46
  side and now on the ref side. So I've been around for worked
• 10:49
  for manufacturer at one point. So I've been around for a while
• 10:51
  and like, I just have maybe more stories than other people.
• 10:55
  I'm not better than anybody, if by any means.
• 10:56
  I just have more stories that. You just got more.
• 10:59
  Obnoxious, exactly. A lot more scars.
• 11:01
  But also for me, a trade show. I joke around, it's like a
• 11:03
  family reunion for me, you know, like I'm not that interested in
• 11:06
  going to my own family reunions, but I'm super excited to go to
• 11:08
  those because you just have those relationships, especially
• 11:11
  at those happy hours like you're talking about.
• 11:12
  Like, you know, it's at times I feel like I shortchanged some
• 11:15
  people that they deserve more of my time and I can't get it to
• 11:17
  them because I'm just caught up with other people.
• 11:19
  And it's pretty special those how much business or how much
• 11:22
  happens or talking to various reps this time for me from
• 11:25
  various parts of the country, Pacific Northwest and, and the
• 11:27
  Rockies and stuff like that of like, Hey, how are you guys
• 11:29
  doing this? Lander?
• 11:30
  How, how's this going for you or what's this take for you?
• 11:32
  And, or also like how many dealers you have?
• 11:34
  We, we did not make appointments, appointments with
• 11:37
  dealers out there. There's just two of us from my
• 11:39
  firm out here that went and we had about 25 to 30 dealers
• 11:42
  present. We knew about a few of them and
• 11:44
  it was shocking how much, how many were there.
• 11:47
  And we, like I said, we had 6 or 7 lines there.
• 11:49
  We'll go over those a second. But we had, we had several lines
• 11:51
  and it was great to just kind of hang out with dealers and
• 11:53
  casually check in. We're at CD, We're so focused
• 11:56
  on, all right, we go to this booth and now this booth and
• 11:58
  this booth. I have to.
• 11:59
  Just change to have. To bring these dealers.
• 12:01
  Oh my gosh, exactly. And then and then your
• 12:03
  manufacturer watching in there, it's very strict.
• 12:05
  Sometimes you're like, hey, how many people did you bring
• 12:07
  through? And I'm like.
• 12:08
  That's very. Challenging about 10.
• 12:10
  Yeah, exactly. Like I got 10 fingers unlimited.
• 12:13
  That's all I count to. So yeah, it's very interesting
• 12:16
  to watch how that goes. They're just so much, much more
• 12:18
  casual and you get access to various manufacturers in a way
• 12:21
  that you don't at CDF just because of pure numbers.
• 12:23
  So I think there's there's a combo for me of like, oh, this
• 12:26
  is this is a really cool show. A little bit more intimate,
• 12:28
  great people. Yeah, much more intimate, much
• 12:31
  more personal. Qualified guys.
• 12:33
  They qualify themselves like it's not, you know, it's not
• 12:35
  cheap. And even guys with bigger
• 12:37
  companies, they don't bring, they don't bring nice little
• 12:39
  guys, they bring a couple. And so it's cool to see lots of
• 12:42
  lots of integrators from here in Southern California showing up
• 12:45
  and roaming around, being around and just just hanging out.
• 12:48
  It's different attitude than at CD.
• 12:50
  They're just not quite as spent either.
• 12:52
  Yeah, and, and I like the, I like the idea of you can almost,
• 12:55
  you know, the, the show calendar is full.
• 12:58
  You know, we talked about it a lot.
• 12:59
  The, you know, the, the, the AV and CI show calendar is full,
• 13:04
  right. Like you could go to ISD, you
• 13:06
  can go to ISD W you can go to, you know, you can go to CES CES,
• 13:10
  you can go to Infocom, you can go there's, I mean, there's
• 13:13
  something going on every single month.
• 13:15
  But it seems like the two pillars and you know, Light of
• 13:18
  Palooza is kind of coming up as a pillar, right.
• 13:20
  So you've got your CD Expo and then you've got your light of
• 13:22
  Palooza a couple months later and like if you miss 1, you can
• 13:25
  go to the other. If you know, that's that sort of
• 13:28
  thing. I think it's a good, you know,
• 13:30
  it's a good thing. Obviously it's really hard to
• 13:32
  get on somebody's calendar, right?
• 13:34
  Like Jason's at a pro source in Nashville right now and there's
• 13:37
  there's a ton of dealers who are a pro source.
• 13:39
  The same thing with Azil and HTSA and and all the other, all
• 13:43
  the other organizations which are a good thing to join as as
• 13:46
  we talked about a couple episodes and that.
• 13:48
  Was a great episode and it was it was fun for me to listen in
• 13:51
  like I, I was in pro source for 10 plus years.
• 13:53
  I know pro source really well. I know the guys that are, you
• 13:56
  know, talking to Jason, excitement about him going there
• 13:58
  and have relationships out here in Southern California, even
• 14:00
  though he's in a different market for all those years
• 14:03
  because of pro source. And so that's that's magical.
• 14:06
  I mean, that's the there's the advantage of pro source or
• 14:08
  buying group in in general that you guys didn't you know, you
• 14:11
  talked about alluded to a little bit, but it is the relationships
• 14:14
  outside of that too. It is the after hours things.
• 14:15
  It is the hangout. It is the, hey, how do we do
• 14:18
  this better? How do we do this better?
• 14:19
  And we're all trying to raise rising rising tides, raise all
• 14:22
  ships. We're just trying to help out.
• 14:23
  And that's where, you know, if you're an integrator, like
• 14:25
  that's kind of where you meet the people who maybe actually
• 14:29
  make the sausage, right? So like you go to the trade
• 14:31
  show, you might, you might end up all the manufacturers when
• 14:34
  they do trade shows, they're they're almost all like pretty
• 14:37
  much all hands on deck, right? So you need people to work the
• 14:40
  booth from your organization who, who, who have your company
• 14:44
  polo or your pullover or whatever like.
• 14:46
  And, and you're going to pull that from your design team, your
• 14:50
  product team, your engineer team, if you're a manufacturer
• 14:53
  and you're going to bring them there.
• 14:54
  And you might end up having a conversation with the guy who,
• 14:58
  you know, design this function in the UI that you absolutely
• 15:01
  can't stand, right? That's your.
• 15:03
  So once you make those contacts and from what I've, you know,
• 15:06
  from what I've experienced, like people like that, they are more
• 15:09
  than willing to give out their, their contact information.
• 15:11
  Or here's my, you know, here's my direct extension.
• 15:14
  And like, those are the sort of relationships that they make the
• 15:18
  company better, but they, they give you more avenues to get
• 15:22
  what you need to get resolved, you know, you know, rather than
• 15:26
  just being in the queue or calling tech support or
• 15:28
  whatever. So trade shows, manufacturers
• 15:31
  groups, buying groups, that kind of thing.
• 15:33
  Very, you know, very important for, for that, right?
• 15:36
  Like if you, you know, you need to nail something down, get a
• 15:39
  client satisfied, like, oh, hey, I got this, I got this card in
• 15:42
  my back pocket. Let me, you know, let me pop
• 15:45
  this guy real quick. Maybe he knows, maybe I just
• 15:47
  shoot him a text and he can just ping me back, right?
• 15:49
  That's that's the unspoken part of this world, you know, And
• 15:53
  that's something where that's where like the CDA channel is a
• 15:57
  little bit different than, you know, the client goes to buy
• 16:00
  something at Best Buy and bring it home, you know, and it's it,
• 16:03
  it doesn't set up right or whatever.
• 16:04
  Like that's a reason for homeowners to say, OK, I'm going
• 16:08
  to hire a company to do this for me is because a company's got
• 16:11
  those kind of contacts, they have a direct shot to whoever,
• 16:15
  you know. And, you know, it's just another
• 16:17
  benefit of going to shows, being in groups, you know, being real
• 16:21
  chummy with your reps Because, you know, let me let me tie it
• 16:24
  right back to that is, you know, if, if you're a Lutron dealer in
• 16:27
  Southern California and you're Sean's buddy, like, yeah, you're
• 16:30
  going to ping Sean. And Sean is going to work
• 16:32
  tirelessly to to try and get you to the right person to get you
• 16:35
  some help, you know, and, and, and.
• 16:37
  And absolutely that's that's it all goes back.
• 16:39
  We, you and I have talked about this extensively over breakfast,
• 16:41
  over coffee, just the importance of relationships.
• 16:44
  At the end of the day, it really is a small industry and people
• 16:47
  are going to move around. Jason's a perfect example right
• 16:49
  now. Myself, you, we've all moved
• 16:51
  around last few years to different companies, different
• 16:52
  things, but all of a sudden it's 3.
• 16:54
  Guys that can't keep a job, right?
• 16:55
  But anyway. Absolutely, yeah.
• 16:58
  Just hanging under our youth. Let's not limit it to that.
• 17:00
  Just just doing everything we can to hang on our youth and
• 17:02
  deny getting older. But for me, like all of a sudden
• 17:05
  I'm wrapping the line and you know, my buddies at just Video,
• 17:08
  well, I had no idea I was there. We have a 25 year relationship
• 17:11
  and I walk into the booth at CDN, we just wrap each other up
• 17:14
  and they're trying to do introductions and I'm like, wow,
• 17:17
  look at how you just got to make sure you never burn a bridge at
• 17:20
  the, at the end of the day, that's really what it comes down
• 17:22
  to. Like be cautious of that.
• 17:23
  You never know when you're still working with these guys.
• 17:25
  And, and it's awesome. It's awesome to have those
• 17:27
  relationships. I think it's been, you know,
• 17:29
  it's been very advantageous for me to all of a sudden be in a
• 17:32
  market and like still have some relationships.
• 17:34
  That's the hardest thing about moving markets.
• 17:35
  And I've done it a couple times is you, you lose those
• 17:38
  relationships and I get, I get to maintain some of those
• 17:41
  relationships. You know, even guys like, like
• 17:44
  yourself, you and I saw each other a couple times a year.
• 17:46
  And also now it's, it's a little too more often, you know, Well,
• 17:49
  that's. I mean, that's the most, that's
• 17:51
  the most bizarre thing is like me and you had a relationship,
• 17:53
  you know, as a, I mean, you know, I was a sales engineer for
• 17:56
  the Rep firm and like, you know, came in, visited you, you know,
• 18:00
  said hello and that kind of thing, you know, out in Boise
• 18:02
  and you know, come to find out like here is in Socal, like
• 18:07
  right there is a very small, you know, AVCD and that kind of
• 18:11
  thing. It's a small world.
• 18:12
  You know, we're all it's a real small.
• 18:13
  World and it's also like you and I bonded, but it took it took us
• 18:16
  almost 40 seconds in in the land far, far away to bond.
• 18:19
  And then we hung out several times since then and hopped on
• 18:21
  the podcast a while ago and through Savage, you know our our
• 18:24
  relationships grown and now Savage is jealous and he's
• 18:27
  across the country from us and can't hang out and his tan is
• 18:30
  his. His tan is suffering because
• 18:31
  he's not he's not hang out in Southern California with us, but
• 18:34
  he'll make it sometime. He's he's super excited about
• 18:36
  his new gig that he will get to visit Socal again.
• 18:38
  Him and I'll go on the road and I'm like, well, we're going to
• 18:41
  need a driver buddy because that's the way we roll.
• 18:43
  So it'll be it'll be great. It'll be great.
• 18:45
  But for the for the most part, it's all about relationships for
• 18:48
  me at the end of the day. I had a meeting this morning in
• 18:50
  Huntington Beach with a with a dealer new dealer to me.
• 18:52
  I've never met him and we're just hanging out for an hour and
• 18:55
  he's like, wow, you're you're broken.
• 18:56
  You don't you don't do this right.
• 18:58
  And I'm like, what do you mean? And he's like you didn't ask me
• 19:00
  for sale. You didn't ask me for numbers.
• 19:01
  You didn't ask me for and I'm like this is our.
• 19:03
  This. Is our first date dude.
• 19:04
  I'm not even trying to get first base yet.
• 19:06
  Hold on, hold on. We're just hanging out trying to
• 19:08
  get to know each other. And so it really is about
• 19:10
  relationships and what you know. Back to Light of Palooza was
• 19:13
  watching dealers walk into various manufacturers and seeing
• 19:17
  some of their relationships. Seeing some, some have great
• 19:19
  relationships with them. And also standing in for, I
• 19:22
  mean, cold source is making a big wave right now because their
• 19:24
  new Lutron lighting coming out keeps getting delayed quite a
• 19:26
  bit. They have Petro fixtures and
• 19:29
  rolling fixtures. But yeah, but like, cool source
• 19:34
  got a lot of attention. You know, there's, there's some.
• 19:36
  And so I work. I stood in their booth for for
• 19:38
  many hours each day while I was there just helping out.
• 19:41
  And it's like, oh, cool, let's talk.
• 19:42
  It doesn't matter if it's my territory or not.
• 19:44
  It's you know, it's same with Josh.
• 19:46
  I there, you know, there's various things that were there
• 19:48
  that was like, Oh yeah. So that's an interesting thing,
• 19:50
  right? So the two things you just
• 19:52
  named, you know, coastal sources is known for, you know, outdoor
• 19:55
  audio and they're making a push into outdoor landscape and
• 19:58
  they've had these for a while, but they're really starting to
• 20:00
  push it now. And Josh AI, not a lighting
• 20:03
  company, definitely a control company, right?
• 20:05
  Like there's, there's synergy here.
• 20:07
  Sure. Absolutely controls Lutron
• 20:09
  better than Lutron controls Lutron.
• 20:11
  And the guys at Lutron don't, they don't really argue that
• 20:13
  either. No, they they admit that yeah,
• 20:15
  you can. You can put that quote for it,
• 20:17
  whatever you need. But also seeing seeing other
• 20:19
  other manufacturers like Walk a nine is there, which is a funky,
• 20:22
  funky decorative art fixture or deck like a a lighting fixture
• 20:27
  that are that can take Ketra bulbs or take other bulbs.
• 20:30
  And like, OK, they had a really cool booth.
• 20:32
  They got a lot of attention. You know, niche lighting makes
• 20:34
  these white frosted bulbs or for, you know, light fixtures
• 20:38
  that Ketra can go in or various bulbs can go in.
• 20:40
  So you're seeing some other things come into our market
• 20:43
  together. Yeah.
• 20:44
  And even walking on hanging out with them, they were like, we've
• 20:47
  never had they've been in a lot of shows.
• 20:48
  Most of them would waste time. They've never had that kind of
• 20:51
  attention. And it was cool to see.
• 20:52
  It was cool to see, you know, some of the power companies
• 20:54
  there, you know, talking about maintaining power and how that
• 20:57
  affects the lighting, really trying to wrap dealers trying to
• 21:00
  wrap their whole head around what lighting means.
• 21:02
  You know, you got bad power. It's starting to flicker in the
• 21:04
  house. You know, California, we got
• 21:06
  horrible power here. And as I said to a dealer this
• 21:08
  morning, I'm like, the more expensive the dirt, the worse
• 21:11
  the power is and the worse the cell phone coverage is.
• 21:14
  Nothing worse in the country than like Beverly Hills has the
• 21:16
  worst power and and horrible I. Mean they got hilarious.
• 21:19
  That's see this is the turn off right.
• 21:21
  If if you live in Beverly Hills, you're you know, you are
• 21:24
  willfully living at a level that is high above the pores as
• 21:29
  alcohol and you know as a result, your your cell phone
• 21:33
  coverage is going to suffer because of the mountains that
• 21:35
  you need to live on to stay. Bingo.
• 21:38
  The torches and pitchforks. Right, but you also you also
• 21:40
  have these incredible power issues and how does that title
• 21:43
  lighting? Well, if you know if your lights
• 21:44
  are flickering or everything flickers every time the the HVAC
• 21:47
  kicks on or the the pool heater keep kicks on and the pool
• 21:51
  controls something, it's like no, no, no, how to filter that,
• 21:53
  that all effects lighting. It all effects, you know,
• 21:56
  whatever brand you do, you know, DMF had a huge booth there, you
• 21:59
  know, whack American light, all all of them had huge boosts
• 22:03
  there. It was impressive setter showing
• 22:05
  cool stuff, all kinds of stuff brands that I clearly don't Rep
• 22:08
  and that's just fine. But this doesn't mean they don't
• 22:10
  have cool products. You don't have cool stuff and
• 22:11
  cool, cool boost, but it's cool to walk by and like clearly I
• 22:14
  paid attention to the brands I Rep, but it's cool to see
• 22:17
  excitement about other brands and what you know, I'm not here
• 22:19
  to, I don't sell or build relationships based on trashing
• 22:23
  other companies or brands or things like that.
• 22:25
  Especially in the Rep world. You know you're going to start
• 22:27
  one. You're not going to.
• 22:27
  Look for them right it's certainly.
• 22:30
  Not, no. Privately, yeah, privately we
• 22:31
  can do yeah, we can do our we could do our Patreon version of
• 22:35
  this and charge people to get our real opinion.
• 22:37
  It's. Just talking shit and and
• 22:40
  nutshell. Exactly, exactly, so exactly.
• 22:44
  And we will make fun of Savage a lot more on that Channel, yeah.
• 22:47
  Yeah, I mean, pony up for that. That's that's what.
• 22:49
  Exactly, exactly. If people just want to hit me
• 22:52
  up, I'll pay for your subscription for that, no
• 22:53
  problem. Because it'll be.
• 22:54
  Fun. Here's let me I'm going to give
• 22:56
  out my number. You can just text me, you know,
• 22:58
  text me, text me with the phrase talk shit about Jason and I will
• 23:02
  just on a regular basis as a bot, I will send you, you know,
• 23:06
  insults about Jason Savage until you reply.
• 23:10
  Stop in all casts. Exactly how we'll do this.
• 23:12
  Yeah, no, it's, it's it's it's really fun to watch just how
• 23:16
  these other companies are there and showing up and and it's
• 23:19
  getting bigger. It's a legit show, like we said.
• 23:21
  And it's like, OK, OK. I think they did an incredible
• 23:24
  job this year of opening the showroom floor first before
• 23:28
  education piece. If I were filling out a survey,
• 23:30
  that's that's what I would focus on.
• 23:32
  It really helps the vendors it felt like.
• 23:36
  Last year, I would say I went to the one in Scottsdale last year
• 23:38
  and I'm sorry, I went to the one in Dallas last year and it felt
• 23:41
  like it was, it was getting tight, right?
• 23:45
  Like it felt like it was starting to get OK.
• 23:47
  Maybe we're, you know, maybe we're starting to hit our, you
• 23:51
  know, our, our size or whatever. So then moving to a new venue,
• 23:54
  that's a good thing. You know, the fact that it's,
• 23:57
  you know, it's a little bit, you know, it, it maybe it's less
• 24:01
  spread out, but it's a bigger show floor.
• 24:03
  Like that's good too. You know, the place last year,
• 24:06
  man, I, I felt like, you know, I mean, I, I say if you guys, we
• 24:09
  aren't in the best of shape, you know, I'm definitely, definitely
• 24:13
  not as bad off as others, but you know, a bunch of a bunch of
• 24:16
  AV nerds waddling miles between education and, and Convention
• 24:23
  Center and that kind of thing. Probably not a good thing.
• 24:26
  So right, Right. Sounds like it was a great
• 24:28
  venue. Sounds like it was a good, good
• 24:29
  place to be. The spike of water slides.
• 24:32
  It worked. It was it was a really strange
• 24:33
  venue. It was a very strange venue.
• 24:35
  Don't, don't. I would never say it was a great
• 24:37
  venue. It was very many unique, right?
• 24:38
  I mean unique, unique, all the family.
• 24:41
  It was just, it was, it was very neat.
• 24:43
  Like there was no effort. There's no such thing as good
• 24:45
  food on the property, except for one steakhouse.
• 24:47
  They had about 13 restaurants, some of the worst food I've
• 24:50
  ever. And clearly I like to eat.
• 24:51
  Clearly I haven't skipped a lot of meals.
• 24:53
  But I mean, it was it was, it was rough, Chris.
• 24:55
  It was rough that way because it just doesn't matter, you know,
• 24:58
  for the families, you know, they.
• 25:00
  Don't want mozzarella sticks and chicken fingers?
• 25:02
  Then you know you're in the right place.
• 25:04
  But if you're looking at it, you know, having have a good dinner,
• 25:06
  meeting the one steakhouse on premises, that's going to be
• 25:10
  tough so. Yeah, it's a little tricky to
• 25:11
  get into, but no, it's and they, they just clearly didn't have
• 25:13
  enough bars, you know, they to accommodate.
• 25:16
  This is whether you like it or not, our industry is a drinking
• 25:18
  industry. It is socializing industry, it
• 25:21
  is a hatchet industry. Like we've talked about a lot of
• 25:23
  business happening in that a lot of checking in, a lot of guys
• 25:26
  are in buying groups together. They're in various groups
• 25:29
  together. They go on on manufacture trips
• 25:31
  because they leave these, you know, leave their numbers and
• 25:33
  stuff like that. So they they know each other and
• 25:36
  joking around and things like that.
• 25:37
  I have a lot of guys come up to me and they're like, you
• 25:39
  remember that one time we're at that one show and we got drunk
• 25:41
  together. I'm like, that's a Tuesday for
• 25:42
  me, man. I don't know you.
• 25:45
  Know. Right.
• 25:46
  So it's just, it's fun to watch and it's just like, yeah, it was
• 25:48
  a, it was a great, great event this year.
• 25:50
  I, I don't want to lose focus on that by making fun of the venue
• 25:52
  itself. But no, no.
• 25:54
  Sure. It it's, it makes it unique.
• 25:56
  It's it's a good thing again, it's another, it's another bump
• 25:58
  in one of the calendars. Definitely worth going to from,
• 26:00
  from what I could tell from what everybody has said.
• 26:02
  So yeah, man, it's awesome. When we have some dealers who
• 26:05
  are talking, yeah, we have some dealers who are really talking
• 26:07
  about maybe alternating, They do, they do light of clues in
• 26:11
  one year and then the next year they do, they do see year.
• 26:13
  They're they're trying to mix it up.
• 26:14
  And because like we talked about this is something that's heavy,
• 26:17
  heavy, heavy on the dealers right now is if you're a part of
• 26:20
  a buying group, you might have 3 or 4 events a year.
• 26:23
  All of a sudden there's four or five shows, then there's local
• 26:25
  shows. It quickly becomes one of one
• 26:28
  event a month and guys just can't be out of market.
• 26:31
  That's what I remind dealer. I remind manufacturers like,
• 26:33
  hey, if so nobody's coming here for four days, you better make
• 26:36
  it worth it because they're out of market for those.
• 26:38
  Those those days. Even I talk to my teammates when
• 26:41
  we go in for an appointment for an hour at a dealership or
• 26:43
  integrator, they are not getting their stuff done right then we
• 26:46
  are stealing their time from later and we need to make sure
• 26:49
  events are worth. If we do a training with that,
• 26:51
  whatever brand we may, we may do training.
• 26:53
  It better be worth it. And you, yeah, you got to turn
• 26:55
  it into an investment, right? So it's either it's an
• 26:58
  investment in either training my guys, or it's an investment in,
• 27:00
  you know, networking with other dealers and manufacturers and
• 27:03
  that kind of thing. It's got to be worth it.
• 27:04
  And that I agree, man, Everybody's time is very
• 27:06
  valuable, especially, you know, yeah, there's large integrators
• 27:10
  that are, you know, 40 people, 50 people or whatever.
• 27:12
  And you can send a couple of engineers and all house break
• 27:15
  loose, right. But for the smaller guys where,
• 27:17
  you know, the owner might be the guy programming or the owner is
• 27:20
  the same guy who's doing invoices or whatever, like for
• 27:22
  that guy to get away and, you know, not be able to cut
• 27:25
  invoices for the week. Like you're, you're very much
• 27:28
  looking, you know, you look at your calendar and if you have a
• 27:31
  family, right? Like you're, you're probably
• 27:33
  going to take some vacation, right?
• 27:34
  So you're going to be away for that.
• 27:35
  And then you're going to be away for CEDIA and then you're going
• 27:37
  to be away for and Pro Source and HDSA or whatever else.
• 27:40
  And it is hard, you know, it is very hard, you know, especially
• 27:45
  again, if you're just a small shop.
• 27:47
  So yeah, we got to make it worth it.
• 27:48
  As an industry, we got to do better.
• 27:51
  Absolutely. And we have to pay attention.
• 27:53
  It's so worth it. We have to pay attention and not
• 27:55
  creating training fatigue or dealer fatigue by like, hey, I'd
• 27:59
  love to send guys, but I can't. Sure.
• 28:01
  OK. That's it was it was good for
• 28:03
  that. And you're right.
• 28:04
  When you go away for a few days and really focus, yeah, a couple
• 28:07
  guys talked about there, there could be some new classes.
• 28:10
  It's Light Up Blues. It seems like some of the
• 28:11
  similar classes and I think guys are, I think Light Up Blues is
• 28:14
  aware of that. I think Tom Doherty's aware of
• 28:15
  that. He runs.
• 28:17
  I think that, you know, mixing up the panels and stuff like
• 28:19
  that. Nobody wants to go to the same
• 28:20
  thing right you. Know and and you can only, I
• 28:23
  mean, we're we're kind of hammering it here, but like you
• 28:25
  can only hammer, you know, how important it is to, you know,
• 28:28
  diversify into lighting or branch off into lighting.
• 28:31
  You can only highlight that so much, right?
• 28:32
  And then people get fatigued by it.
• 28:33
  And that's, that's sort of the whole premise of light a
• 28:37
  Palooza. You know, the whole way it's
• 28:39
  like, hey, this thing exists to get integrators into lighting.
• 28:43
  And if you're just flogging that and you're not growing beyond
• 28:46
  that and your offerings aren't going beyond that, then yeah,
• 28:48
  people are going to get tired of it.
• 28:49
  You know you can only. Absolutely.
• 28:51
  You know, you can sit through, you know, the same Firefly
• 28:54
  marketing thing, or you can sit through the same, you know,
• 28:58
  Jason's saying up there saying that you need an organizational
• 29:00
  system, which is very valuable. But if it's the same thing, you
• 29:04
  know, if it's the same thing everybody's heard and you're,
• 29:08
  you know, you're not interested, then yeah, hammering that
• 29:10
  probably not the best thing. But I mean, I would say it's,
• 29:16
  you know, definitely worth it. Definitely go, you know, hit it
• 29:19
  at least once for sure because it's not something you're going.
• 29:21
  To get absolutely. But there's, there's very much a
• 29:24
  balance to be struck here, right?
• 29:26
  So you're looking at, you know, manufacturer trainings are
• 29:29
  great, but you need to balance that with like webinars and that
• 29:34
  kind of thing. And you know, we were, I mean,
• 29:36
  out of necessity, this industry was all about Zoom calls, Teams
• 29:40
  calls, webinars, that kind of thing for, you know, for a while
• 29:43
  during a pandemic, right? And now, you know, the, the
• 29:46
  pandemic is like 5 years distant at this point.
• 29:48
  And we're all, you know, everybody was really happy to be
• 29:51
  back into in person stuff and and that kind of thing.
• 29:55
  And I think we need to maybe rebalance a little bit more,
• 29:57
  right? So now, you know, now we should
• 30:00
  probably be looking at like, all right, well, maybe we dial down
• 30:02
  somebody in person stuff and we dial up the, you know, the web
• 30:06
  and virtual part of it so that more people can, you know, more
• 30:09
  people can be involved and you can get more buy in, right.
• 30:13
  But for, for me, I, I hear that for sure.
• 30:15
  For me, I'm such a proponent of in person because of some of my
• 30:19
  some of my most valuable things I've gotten from trains is
• 30:22
  somebody will make a comment from the back of the room and
• 30:24
  the side of the room and it may get answered right then.
• 30:27
  Or it may be like I pull them aside later when we're having a
• 30:29
  break, you know, we're having lunch and like, Hey, help me
• 30:32
  understand what you're doing there.
• 30:32
  Help me understand your take on that because I don't understand
• 30:36
  what you're saying. So some of that gets lost in the
• 30:38
  webinar. Some of the even even you and I
• 30:40
  do this. Call it all gets lost in the
• 30:42
  webinar, right? Like there's no, and we, we
• 30:44
  just, you know, 2 breaths ago, we just said, you know, all of
• 30:47
  this stuff happens, that happens on the periphery.
• 30:49
  That's as important as the official stuff, right?
• 30:52
  And you're 100% right where that kind of interaction doesn't
• 30:56
  happen with a webinar, right? And you're, no, it doesn't a lot
• 30:59
  less likely if you're an intendee of a webinar that a
• 31:01
  manufacturer's putting on, like you're probably not going to
• 31:03
  raise your hand, you know, you're not going to, you're
• 31:06
  probably not going to derail the whole thing because you're
• 31:08
  again, afraid of derailing the whole thing, right?
• 31:10
  Whereas if you're doing something in person, it's easy
• 31:13
  to take somebody aside and it's easy to say, hey, listen, I, you
• 31:16
  know, just on a one-on-one, right?
• 31:17
  Like, I really thought this was, you know, I thought this was a
• 31:20
  great point, but here's my counterpoint to you.
• 31:22
  And you could do that, you know, you could do that without a
• 31:26
  derailing the whole thing or B, you know, being embarrassed by
• 31:29
  what you have to say or whatever.
• 31:31
  And, and I fully agree, Right. So that's that's definitely
• 31:36
  that's definitely important. But you know, a lot more it is
• 31:38
  general stuff like I would totally sit on a webinar, you
• 31:42
  know, even even a paid one, right for a lot of the content
• 31:46
  that you're getting at these shows, right?
• 31:47
  So I think I think there's a mix.
• 31:50
  And even if it's, you know, the, the principal and one of the
• 31:52
  person goes to the show and you know, maybe the engineers or
• 31:56
  whatever, or you know the, the, the guys shovelling, calling to
• 31:59
  the machine back home, you know. Here's.
• 32:02
  A, you know, here's a webinar, here's here's the thing, here's
• 32:05
  how we get the rest of your team on board, you know, and then
• 32:07
  that you can kind of have the best of both worlds.
• 32:09
  So my personal request is that, you know, we see more of the
• 32:13
  remote stuff just to just to help.
• 32:16
  And honestly, like it feels like that's something CDA could
• 32:18
  really do. You know, like CDA with the
• 32:22
  educational thing, like, yeah, the in person trainings are
• 32:24
  great and stuff, but like if that curriculum was both live
• 32:28
  trainings and web trainings and they offer a whole thing and,
• 32:32
  you know, maybe that's part of your CDA subscription or maybe
• 32:34
  there's a another tier of CDA subscriptions where you get
• 32:37
  unlimited, you know, unlimited webinars or whatever and you
• 32:40
  work with manufacturers that develop the right, you know, the
• 32:44
  right mix and the right curriculum.
• 32:46
  I think that could be really good too.
• 32:47
  You know, there's your. Yeah, here's your Jason Savage
• 32:51
  plug right here. Pro Source.
• 32:52
  You, if you're a Pro Source member, especially a power
• 32:54
  member, you get, you get all those, all those trainings, you
• 32:57
  get, you know. I didn't.
• 32:59
  I didn't. Do a lot of them, but I'm
• 33:01
  plugging savage right here. So I mean there's definitely
• 33:04
  some of the pro some of the binders trying to do that some
• 33:06
  of the you know just all of it has to do with where does the
• 33:09
  future of this of this industry go as far as future integrators
• 33:13
  as far as who's next. You know, you walk around, you
• 33:15
  see a lot of old dudes. You see a lot of you know you.
• 33:18
  We joke around. You and I are, you know, on the
• 33:20
  wrapping, the manufacturer that we're old dudes.
• 33:21
  We're not nearly as old as somewhere.
• 33:23
  Counter. No, I know.
• 33:23
  I mean. We're talking like 20 years.
• 33:26
  Yeah, exactly. But like, where's the guys in
• 33:28
  the 20s? Where's the where's the, the
• 33:29
  kids coming up that we have to prepare?
• 33:33
  I don't want to say groom. We have to prepare the next
• 33:35
  generation of like, all right, here's where it's going and
• 33:37
  here's what's next. And it, and it's still really
• 33:39
  cool. It's still really cool.
• 33:41
  And it is a career. It can be a career.
• 33:43
  I mean, we've all had employees that work for us.
• 33:45
  Who, Oh, my, my father-in-law helped me get a job as an
• 33:48
  electrician because I can make so much like, oh, wait, this is
• 33:51
  a career too. This is a career.
• 33:53
  And I I think pro source is pushing out a bunch of people
• 33:55
  are pushing. How do we create an Academy or
• 33:58
  something? You know, a lot of people have
• 34:00
  tried it for the last 2020 plus years.
• 34:01
  Not really landing sure really we got, we got to figure out how
• 34:04
  to bring people up, you know, and some of that just guys
• 34:07
  leaving their companies, starting their own companies and
• 34:10
  we make fun of that or people joke around about that.
• 34:12
  That's how it works. You know, that's how it works
• 34:14
  now. And they they bring this younger
• 34:15
  friends. Sure, exactly.
• 34:17
  Nobody, nobody jumps out of high school and starts an AV
• 34:19
  business, right? Like you, you know you go.
• 34:22
  I met a guy, I met a guy yesterday who who did that.
• 34:25
  And I'm like, you are the Unicorn.
• 34:27
  You are the the Unicorn at at 16.
• 34:29
  He was he was trying to get accounts at Avid in different
• 34:31
  places and they're like, no, no, no, And I'm like, you're the
• 34:33
  Unicorn right there, man. You are the one that has that
• 34:35
  story. I've heard that once or twice,
• 34:37
  but it's not the way. It's not the way it works.
• 34:40
  Heck yeah, good for him. Yeah, yeah.
• 34:42
  I work for a dealer in Utah. He did the same thing.
• 34:44
  And you're like, it's just very rare, you know, Like, hold on,
• 34:47
  that's that bold and big and go for it.
• 34:50
  So it's funny, but that's not how it's traditionally done at
• 34:52
  all. 100% yeah, absolutely. I think, I mean, I think that's
• 34:57
  a, that's a pretty good spot to to leave it here.
• 34:59
  And man, I, I really, really appreciate your insights on, on
• 35:03
  both light a Palooza and the industry in general.
• 35:05
  Like it's always a pleasure to talk to you and yeah man, hope
• 35:08
  to hope to talk to you again soon sometime.
• 35:11
  Yep, I'm happy to share my opinions.
• 35:12
  I got them. You know that, you know, it's
• 35:14
  great. Anytime we can bag on Savage,
• 35:16
  it's always a good move. And talk about the industry.
• 35:19
  You know, it's, it's what we love, Chris.
• 35:20
  It's who we are. It's we are part of this.
• 35:22
  You know, I joke around that like I don't have too many other
• 35:24
  options. This is where I'm at.
• 35:25
  This is what we're doing exactly.
• 35:27
  This is what we're doing and we like.
• 35:28
  It and and we'll do it again soon.
• 35:30
  Let me let me throw some plugs here.
• 35:32
  Real quick, we are Sean is with unified reps in Southern
• 35:36
  California. Check those guys out for sure.
• 35:38
  If you're in the Socal area, check out the lines they have
• 35:41
  'cause there's some good ones. They're all good ones.
• 35:44
  I mean, what am I talking about? But check out the, you know,
• 35:48
  whatever podcast platform you're listening to us on, make sure
• 35:52
  you subscribe because that that helps our metrics, whether it's
• 35:54
  Spotify or Apple or whoever. Shoot us an e-mail
• 35:58
  inside.integration@gmail.com. Check us out on Instagram inside
• 36:02
  under score integration. And Sean, thanks for joining us,
• 36:06
  buddy. Always a pleasure, Happy to
• 36:08
  help.