 Welcome to this episode of Door Hardware Nerds. I'm your host, Mia Merrill. Today, I'm joined by Kevin Waring. Kevin, welcome back and please introduce yourself. Well, hey Mia, good afternoon. It's great to be back on another episode here of the Door Hardware Nerds. So thank you for having me. So to everybody out there, I'm Kevin Waring, Director of Business Development for the Yale Commercial Team here at Osa Abloy and thrilled to take a couple minutes of your day today. Yeah. So Kevin is a long time listener and a many time caller. No, we've had him on a couple of episodes and you can go back and find those. But Kevin, since last time we talked, where are you finding successes? Yeah. So certainly the markets are still running strong. We have a lot of new construction starts going on and businesses is going very well. But one of the areas that we've been hitting hard and doing well at is the upgrade market. And what we're finding is a lot of people out there are looking to upgrade their openings, looking to upgrade their facilities and for solutions that we might be able to offer them. Yeah. So I think one of the products that probably fits well in here is we launched a new cylindrical indicator in January. How is that going? So it's been a great launch, a great success. But not only is the cylindrical indicator a lot by itself a great success, but the whole family suite of products that it offers, it couples well with a deadbolt indicator. We have mortise indicators and of course a cylindrical indicator that's been highly successful. So it's been a really good campaign for us, great product to the market. And as I mentioned in the previous episode, it's not just for bathrooms. We've seen a lot of success for other facilities or other needs. Could be band or music rooms within universities. It could be board rooms, it could be conference rooms. But certainly the main driver there is in the restroom space. So when people are looking to upgrade their facilities, it's one of the first thing that comes to mind is the indicator occupancy products that we offer. Yeah, I think we're probably just seeing the beginning of really where an indicator is going to be used. And also this week Aero has given us an APL to give away. So make sure that you go back to my Monday's post and enter in that because we'll be announcing winners on Friday. So excited to give that away. Hopefully someone very special wins it. I think that's great the more that we can get product awareness out there, the better it is. But as we look at the upgrade opportunities, certainly the indicators are a great section. But other spaces that we see, facilities are always saying, how can I upgrade and not replace everything with brand new hardware? And one of the opportunities that we have is in our exit device platforms where we can add an MELR, Electrical Attraction Kit to an existing device and to upgrade to a more automated solution that way. And then of course, we round out and we offer a lot of standalone access control products and could be our next touch products. They could be a Z-Wave product or a standalone without a radio that you program right there in the door. So again, all different avenues that have been really good for upgrading people's openings. Yeah, I often think we still have, I know we talk about EAC all the time, but there's so many facilities that are just a mechanical base and they want to bring themselves in the 21st century and there's a lot of opportunities for that. Yeah, certainly to get off of the mechanical QAs and to upgrade and look at the next step without going into a full blown solution is that mid-tier standalone solution. And again, a lot of products that we can offer to help those facilities. Yeah, so Kevin, are there any exciting product updates that might be coming for the upgrade market? Well, I feel like you're trying to get a peek behind the curtain there, but what I can say is I also always very focused on the upgrade solutions. And as we look through the remainder of 2023 and coming into 2024, expect a lot of great products that people have been asking for for a long time, but just keep an eye out. I don't want to tip my hat too much, but there's definitely a lot of products coming later this year and into the beginning of next year that'll certainly fit well for this upgrade market. All right, well, any final thoughts you want to share with us today? No, just appreciate the opportunity to be here and thanks for spreading the word and helping share the message. Yeah, well, thank you, Kevin. And for everybody out there, thanks for watching. I will drop some links in the comments below. And if you have any questions or comments, leave them below as well. Have a good one. Thanks, everybody.