 Hey Tom and Liz. How are you? I'm good. Yeah Callie day Another day in the managing the the world with the the pandemic I guess Reached out of her from a lot of cleaning businesses over the last 24 hours and I guess a lot of things are going on I've had several of them share that they've come to the conclusion that they're going to be Discontaining operations for for some period of time in some cases They're giving a giving like a two-week window and other cases. They're just saying until further notice I guess the situation is different in other parts of you know the country or the world for that matter And I guess some communities have so much Non-natural spread within the community that the level of concern is there that it might make a dear god, Liz. Are you okay? Okay, I actually understand sneezing is not a symptom typically of corona virus But it is definitely an excellent way to spread it. It definitely would be it would be I Also had a couple of People reach out to me last night wanting to know how to big commercial jobs and These were people who basically said that they have really no experience with this. So I asked the question You know, how why are they asking you this? Are you bidding or you know against other companies because if the answer is yes, like a competitive bid I Would have suggested. Well, you might not want to spend a ton of time on that because if there's other companies You're bidding against that do that on a regular basis more than likely You know, they're gonna get to get the job But the feedback was something on the lines You know, there's so much work and not enough contractors and they're basically just saying that they really need us to help them So hmm Opportunity so we need to really figure out how to how to quote that So You know, I gave some some some high level advice at the highest level, you know You really need to understand what the scope of work is, you know, what is it that you're asking me to do? What are the things that you're asking me to clean to sanitize to disinfect? What quantities are there or is there anything written on a piece of paper that explains? These are the areas we're cleaning and these are the things that we want you to do in those areas if not You need to kind of get that figured out Then once you know that you would then do what they call Workloading where you would just use your your your best judgment as to how many labor hours you think it would take to do those things and then Figure out how many days a week You know figure out like a monthly cost for all of that because most of these jobs they want to just a monthly bill for that type of work so The other part that we talked about a little bit is if you don't really know I have much experience in doing this type of work, but the client's reaching out to you and saying hey I'm really in need of help Tell them that you know, you know, you got a good company and you got people and you know You're reliable and you know that you can do a good job for them But I've never bit a job like this before I we typically don't do this type of work And it'd be transparent be open and I'll be glad to help you but you got to help me help you in my experience They'll take you by the hand and walk you through what it is that you need to know and you know And a lot of cases at the end of the day They'll help you figure out the things you need to figure out and if you're not charging enough They'll tell you you're not charging enough and in a number of cases because they want you to be Successful as much as you want to be successful Or you get it wrong you're gonna figure that out pretty quick in which case you're not gonna want to do it and they're back to You know needing help again So what does talk about that a little bit today? Liz you do have you ever done any commercial work? We used to do a lot of commercial work But I stopped doing it and now I don't feel confident like I used to so I'm actually super excited to be I'm doing this call today Okay Yes, yes, yes we are so I'm gonna What am I gonna do This is um a spreadsheet that we actually Used in our foundations class. We've got a whole class on You know how to quote jobs and most that was about Excuse me goodness I've got it now residential, but Example just a high-level example of how you can figure out what you should charge for Commercial cleaning and I'll take this and upload it on cleaning business today and the resource thing So you guys can download it and use it, but in this example It's a job that you would have you know two people assigned to and they'd be each working three hours a day and um, I'm gonna look over here in the actual spreadsheet and um five days a week and you can change all these numbers here and The the number of hours per day days per week and if we calculate the uh number of Absolutely do this the one that you change are going to go ahead and make peach color and say you pay your people this is an older example, but say ten dollars an hour and uh and $12 an hour respectively for for the positions that they they have and you can change those to whatever you want to And this is calculating the gross pay for the week um You also need to know what your labor load is in terms of insurance and taxes and all the other things that you pay on top of You know a dollar in salary in this example. It's 30 so that's an extra 99 So your total loaded labor cost to do this job is $429 in this example The tricky part to start off with is to figure out how many Hours a day is it going to take how many people in order to meet the scope of work? and that's why it's important to have a scope of work if A potential client residential or commercial just says hey, can you clean? Yeah, we can clean then there's a really broad Of of of understandings as to what that might mean. So in this example You would need to have a scope of work I don't have it here but something that would kind of lay out in detail all the things you're touching and In doing and you would have to estimate how many people and how long and you'd plug that in here and With those other factors you could get a monthly loaded costs and then you want to add other costs to your project such as chemicals and equipment uniforms and all of these We've got set as a percentage of your your loaded pay and You kind of need to have an idea what those numbers are too and you should be able to get those out of your accounting system If you're tracking all those separately just you know look at a given month and Take what your normal Um You know take take what your supplies are in a month and divide it by What your your loaded pay wasn't a month and get a percentage and you would put that in your spreadsheet and for quoting purposes Sometimes you'll even share a spreadsheet like this with your your perspective client. They call that an open quote Where they're looking at it and they might think that you're expensive But if you show them all of that then it's a matter of well, tell me what you want to want to cut You know, you want to pull labor out? I can do that, but you might not be happy with the cleaning Or you know, you don't want me to you know use as many supplies I can try to pull some of that out But that's not going to you know help you much either But the point is you do that and then you're going to get a bunch of other costs And then you need to go ahead and figure out what you're going to charge for overhead because you still have your office staff to pay rent and stuff like that And you know, I've got an example of 25 plug in here and Again, that's where looking at your financial statement in quick books if you You know, this is a whole other discussion, but if you look in quick books and look at um What your your fixed cost from your overhead is and divide that by your direct labor payroll You can come up with another factor Anywhere from 25 to maybe as high as 40% it could vary by company but you can kind of go ahead and and And play around with numbers until you get something at that that looks right if you don't don't have anything else And the last thing that you would plug in would be Your profit margin in this example, we have 10 percent And all of these numbers are being calculated here This comes out to what your weekly bill rate would be and multiply that times 4.3 And like On this example, this is what you'd be charging the client per month to do Five day a week job with six labor hours a day and it assuming, you know, these rates Um, I'll share this with you and you kind of play with it. Obviously, there's a little bit Of as much art as there's science So there's especially if you don't have Good data as to what some of these factors are but in time you can collect that and get better at it If you got somebody calling you up and saying, hey, I'm really in a pinch. I need you to clean for me I'd bump some of these factors off because They're kind of desperate, right If somebody called me up and says I want you to do a important job for me that I know that you've never done Anything like this before but nobody else would do it. So I want you to do it then That's also telling me that, you know, they're not looking for the lowest price and It's better to bump some of these numbers up if you want to make a better margin as opposed to Making your profit margin real big because that doesn't look good But you can actually fluff some of these other numbers to flake them higher than what they are because Somebody's gonna know that that's what most commercial contractors who use this type of bidding do anyway, and they'll say, yeah Hey, look, I'm only they might bump this down 2% but add that other 8% in somewhere else and You know, you guys get the picture um And again, I'll uh go ahead and and clean this up a little bit and upload it into the Resources on cleaning business today so you can can download it and play You know, you might have questions after that, but at least it's It's a start towards a tool that you can use to Start figuring out what you might want to want to bid for what we're calling this non-traditional income during these Dynamic and and trying times if your residential clients don't want you to clean for them Then because of you know, their fears and concerns then You might be able to make uh some of that maybe a lot of that maybe more than than what you thought You were doing uh doing this commercial work So what do you think? So I have a ton of questions. We don't have a lot of people on this facebook live tom. Oh, can you hear me? I can hear you just fine There must have been a weird lag it looked like you were talking silently silent film Okay, so I have a ton of questions. We don't have a lot of people in here But you know people are always going to watch lives later anyway so um Okay, so the first thing is is there like a standard price like if your area Like in an area if you typically charge Blank for residential cleaning should you be expecting to charge blank for commercial? That's a good question typically, you know a lot of times You know in commercial work residential too, but even more so commercial they're looking at you know, what is the uh rate per square foot for Some type of cleaning You know and the rate per square foot for industrial space would be less than what it would be for warehouse and different from You know multi tenant office space, which typically is a little more labor intensive and and and more expensive and A lot of it really comes down to how many square feet you can clean per hour And that number has been going up and up and up over the years I mean there's some contractors out there now that are bidding these type of jobs using the spreadsheet On the assumption they can clean maybe 4 000 square feet per per labor hour so You know if you've got a 40 000 square foot Building that needs to be cleaned five days a week at 4 000 square foot Then that would be like 10 labor hours to to to do that a day so Yeah I don't live in this world. So I don't know what what they are, but um I guess it would be a really great question to ask somebody who's approaching you and you say You know as a house clean company to clean my commercial space and Yeah, sure. I'll be glad to help you a really good question to ask on being I went You know, what type of rate per square foot you used to paying here I mean Help me Help me help you Well, and another thing that this is tying into is how relevant are those prices anyway? Because the the work that needs to be done is not really the same work that's being done Just your basic commercial work. This is a completely different level that people are looking for So I don't know how relevant what that pricing is. What do you think about that? In supply and demand I mean just by the fact that they're calling A potential vendor who traditionally doesn't even do this work Says that You know prices aren't really going to be driving this decision. I need you know, I'm I'm desperate. I need somebody So it can balance the reasonability. You can probably charge whatever you want it to I'm thinking that People are going to be looking at Or at least I'm thinking about doing myself Is maybe giving some quotes by the week So if people are needing service every single day, so maybe like a weekly quote I think that Some of these numbers if somebody wants to have their They're building cleaned every single day, maybe even multiple times a day On that that monthly price is going to sound like wow I'm not sure I can afford that but the weekly price you almost Can't afford not to and especially because a lot of people are still in the mindset of You know, hopefully this will clear up in a couple of weeks. So I think Giving that monthly price is going to be like, oh, I don't need a month. I just need for a couple of weeks. What do you think? Could be I mean if they're looking for something just you know for this this moment, you could certainly certainly bid it that way Most commercial, you know contract cleaning jobs are are building a monthly basis You know a dimension of this or you know at least Related topic that's worth mentioning is You know, okay. This is what we're going to charge you per week per month per per job Whatever, you know, you can charge it wherever you want You need to talk about terms because these guys aren't going to have a check on the Countertop waiting for you when you show in or you're not going to be charging their credit card at the At the end of the day, they're going to want an invoice and If they got this thing, you know, what are the terms? How many days do I have to to pay this bill? After you've created it you've heard the term Net 30 that means that you're giving that that client 30 days to pay the bill After from the day that it was created um We're getting in a time where where cash is going to be real tight and businesses are going to Have a lot of bills setting on their desk and they're going to be figuring out. Who am I going to play pay win? um My advice would be to try to get the tightest terms that you can and bill Two things, you know, I would I would say that, you know, I'm a small company and I'm going to help you But I don't do this type of word, you know, can I give you An invoice every week and can you pay me by the end of the next week? They might push and so on and so forth and say I want a monthly bill Say, okay, I can do a monthly bill, but I'm going to pay. I'm going to bill you Right now for the next 30 days and can you pay me 15 days from now? Which means, you know, you really are going to get paid for Work that you haven't even done those last two weeks and a lot of times they'll do that if they don't want to do a weekly bill but Try not to do net 30 if you don't have to Certainly if they come back and say, you know, I want to do like net 60 net 45 I would start staying away from that And the other thing that you really want to do is that you need to look at your accounts receive But when you're doing this work and you cut the invoice at the beginning of the month And it's the 15th of the month and if they haven't paid you You need to be on the phone with them or your bookkeeper Whoever needs to be on the phone with them and say hey friendly reminder It's the 15th. I haven't gotten paid yet. I wanted to know You know what the status of that is because they'll have a status They'll have a stack of bills over here that the idea is I'm not going to pay these until I have to And if you don't ask, they're not going to say, hey, do you want to get paid yet? 30 days 60 days It'll just sit there until you ask for it not a hundred percent of the time But it will be happening more and more as the economy slows down So if you're going to be doing work and you're going to be doing it where you'll be billing inspecting be paid at a later day Please please please watch your receivables and the day it's done You need to be asked for the money because they're going to pay the people who are paying attention And they won't pay the people who are Yeah, you know, I'm going to piggyback on top of that too. Tom Right now everybody is so up and down with their cash flow That I'd definitely be recommending that you you be paying close attention to your cash flow A lot of times in our industry. It's really easy to feel like you have a lot of money Because cash is coming in every single day Um, but this environment is very very different and we're going to be You don't know today you're used to knowing how much money you're going to have kind of right how much money's coming in But if you haven't dealt with it yet, you should probably be planning for Losing jobs each day. I'm hearing anything from drops and 10 drop down to 70 drop and and revenue just from The coronavirus right just steadily going down and that's That's companies that have been around a long time because companies that haven't been around as long but Yeah, but if if you are steadily declining your revenue is steadily declining Your cash flow is is crunchy Then you're going to have a hard time paying your employees. You're going to have them doing all of this work up front It's sometimes it's really enticing to see this really big bill. It's like yes I'm going to be charging them Whatever $2,500 for the month, then it's kind of easy work for us but You're going to have to come up with that $1,250 whatever and are you going to have it? I didn't have that money because you're going to have to have it before you get before you get paid And so that's kind of tricky for a lot of people as well Especially right now Yeah, and if this is one of the situations where They called you and say i'm in a pinch and I can't find anybody else to do this Will you do it for me? That's that has to be part of the negotiation figuring out What you're going to be charging per month or per week is just part of it But the terms are just as important. It's like i'm a small company You know, I don't have the ability to float a big receivable. You know, I got to get paid real quick And they'll they'll do that Yeah I think people are going to see This as a necessity too a lot of these companies are going to be seeing this as a necessity So this bill can pop to the top. It is more important than a lot of other things They got to be able to keep people safe You that that's something that's going to pop to the top before a lot of their other bills I mean, I got to believe that anyway Let's see. I have another question. Oh tom. Did you have an example of what you might submit? to so let's say that you're reaching out to A company and you want to start doing some of this work or they've reached out to you And and time is of the essence here people need to get the cleaning started now They don't have time for you to Take three days to work up a beautiful bid send it over to them talk to them. Is there like a quick Something that we can send people is there like a basic Bids that could be sent out um Yeah, I could come up with some examples and we could maybe share them tomorrow if we'd like I don't um Yeah I don't know where you today Um But in order to do the bid the presumption is that you would have needed to have gotten You know made contact with the person and say yeah, I need I need somebody to provide xyz service and here's the scope of work and Then you would you know go through the process of doing the spray sheet that that we looked at so at the end You need to present them with something And you know I can show you examples of proposals that are several inches thick that gets into You know all kinds of fluffy stuff if you're truly competing for something with other companies But if they're basically telling you you got the job just tell me what I need to pay Uh, you don't need to burn a lot of calories. So I'm you know Printing a bunch of pieces of paper. So I got a real Simple agreement I'm sorry I I cut you off there. Please finish No, no, I just a real simple agreement that that you can kind of give your proposal on and That would meet their business requirements. So um, then you then you got yourself a commercial client So they need a little something more than just an email The pens Just go with that it depends It depends Yeah, if you're dealing with a large corporation, they're probably gonna want more There's a lot of small businesses out there that You know a handshake is good enough for them. They just need to know what it's gonna cost them Yeah And right now the the price is not even as important as can you do the work and how quickly can you get in here And how much can I rely on you? Sorry, go ahead. What I'm just saying being reliable is a very important part of it Yeah my my I got another question about Um, do you think that these types of jobs are they looking for Somebody to come in and hand wipe. Are they looking for like some spraying or some fogging or misting Or do you have any thoughts around that what what these bigger companies the commercial spaces might be looking for? I thinking they're they're they're looking for something that they can point to and saying that they're being responsible and You know reducing the chance of anybody catching an infectious disease in the space for which they're responsible Um, they might have some you know, depending. I mean this is going to be across the board some some prospects might have preconceived notions in terms of You know, I want somebody to spray hyperchloric acid or I want somebody to clean with you know dry steam vapor or You know, I want you to disinfect and they might be talking about stuff I don't even know what they're talking about but what they really want is You know, I want my the people in my building to feel comfortable You know, I don't want you know people coming to me 20 times a day saying I'm worried about You know getting sick in this building. What are you doing about it? They want to be comfortable that if something does happen that winds up being some type of legal something in other that You know, they won't be you know, I think it's you know prove that they were doing everything they recently couldn't they weren't being negligent And if you can offer them a solution where you're showing them that you're doing Something that would be considered best practices for reducing the chance of somebody, you know getting sick in their their building That's what they really want what they you know, how they express that could be all over the board But you know at this point, you know, it's like they might be thinking they want apples But you know that they would be better off with oranges. You need to explain that to them Okay, that's good I'm not sure that'll um a ton of people in our space really know If they say they want apples. All right, maybe I need to give them apples. I'm not sure If my oranges will get the job done, you know So, uh, I I think I think it's it's not We're not gonna have all the answers maybe Or you're maybe you're not going to have all the answers But if they've contacted you you're in a better position. We do have a couple of comments here I don't know if you can see them yet. Can you? Yeah you can okay Kim's asking us some questions here about a hotspot package only not the full house cleaning package How to create options um Yeah, I mean you can you know, I guess that could be residential or commercial. I mean Right now people are just scared and scared in In a rational way, you know, if I go ahead and buy 20 packs of toilet paper And I'm gonna feel better and that doesn't really you know, you don't need 20 packs of toilet people scared near a rational Eventually this might take a few weeks. Who knows people are going to come to realization They're going to have to learn how to live with corona virus for for a while maybe a good long while and what do I need to do to Maximize the chance that me and my family is going to be safe and That's when you and us as house cleaning companies can can start educating clients commercial residential whatever That this is how we get sick. It's got to start with that you know, how do people catch the corona virus and for the most part it's The the the virus winds up on a surface because somebody sneezed or coughed on it or sneezed and coughed on their hand And wiped it on the surface and a healthy person comes along and touches that same surface has The virus on their hand and then they wind up touching their their their face or picking up a cookie and eating it doing something that that virus gets in their mouth knows our eye and You know now they have the pathogen in their body and if it's enough of it to actually start propagating and for them to You know, I actually developed the disease then you know, that's that's that's how it spreads So you got to be able to understand that you got to be able to explain that and they call this the You know how the whole circle of infection goes and there's the article in cleaning business today That does a really good job of explaining that if you haven't read it. I'll show it to you here at the end You really need to do that. It's like, hey, we're good, you know, we're professional cleaning company We break that cycle we break that cycle of infection because We're going to kill and remove those viruses from these surfaces that healthy people are touching and if it's not there Then it's not going to spread I mean you guys are you guys have been doing that we've been talking about that and you've been educating I mean talk about that a little bit Liz. I mean, there's a whole bunch of people that need to understand that, right? everybody Everybody needs to understand that and I think that if we're we're Pushing on that message right now while everybody is so afraid we can we can alleviate Some of their pain It's not just that They need things clean not to say that they don't they absolutely do but additionally they need to just They need the relief of they've been and and all of us we're all kind of feeling this right now It's just like so much pressure pulling us down the fear and the anxiety and You know, what's going to happen? The uncertainty is just It's really hard. It's just sustained so anything we can do to alleviate that having all sorts of Issues over here. I feel like I need to sneak well But as much as we can alleviate that mental side of it I think we're really we're we're doing an even bigger service for a lot of people or maybe the first thing that we need to do so How we do that is not just by cleaning It's by educating people On what it is exactly that we're doing and why they're going to feel better Because they really are going to be safer and Sciences the answer to that I think if we just say we're going to come in And we're going to clean and disinfect your surfaces and that's the same thing that everybody else is saying I I'm still not sure I feel all that great. I need I need more Same reason why everybody's watching how much Information about the coronavirus. I mean, I know some parts of the country. They're still not all the way synced in but for the places where there are deaths and known cases People are all over the virus. They're watching The news they're looking at everything They can find We we do have a couple other comments here tom Let's see who runs this up Of course worst case I've had air of needing to cough So kim is just giving us a little bit of information That she's doing a small office two office spaces with a Conference large room and it has desks at one end one bathroom a very small kitchenette And she's charging 904 plus taxes that right? Kitchenette 904 plus taxes equals 101 70. What is that mean tom? I'm missing something I'm looking you're seeing something a little different than what I'm saying Oh, what are you seeing? This was 16 minutes ago. She posted this and then dawn posted after that And then kim came in and talked about that she had a mandatory She told them that it would be mandatory payment And and they really wanted her service. So she was able to get that deal $90 and 40 cents Is what she was charging and then saw 101 dollars For it and she was able to get sounds like she was able to get her payment right away Because they really wanted her service And looks like then we have dawn says she'll be doing a walkthrough for a restaurant pizzeria this evening It was a referral, but not what she normally does And it just jumped where'd it go? And now it's fine What is this are you able to see these comments top? Uh some I didn't see that I see The long gone is now disappeared Yeah, well it says there's eight comments, but only four are showing and they're all kim's now Oh, but I do like what kim did she got a credit card. I love that I really like to get a credit card too and just Being that credit card as soon as the work is done That's a that's a great point always ask for that. They might say, well, no, we don't do that, but always ask For that. That's the best way to go Absolutely. Uh, you know, um A lot of oh david keiser's on here too, but I can't see his comments. I can see that he made one Well frustrating. I can see davids if he's talking about Uh Well, he just disappeared now Well, this is crazy They're just on my end I can only see four comments and they're all kim's but I can see that there are additional comments According to this I now I see 14 He was making what a great opportunity So I can paraphrase I know where he's going with this to introduce um Some of the more innovative ways of cleaning say dry steam vapor or hyperchloric acid or some of the other um cleaning methods that are they're they're known to have a particularly high, uh, you know level of of of efficacy and reducing pathogens and in the home and Most cleaning companies don't do those things or do those on a you know A regular basis. Maybe it's like on a special occasion because most consumers don't want to pay for it or traditionally They haven't wanted to pay for it. They just make it look good and make it cheap, but uh Companies will I mean, you know home owners will Once they kind of get over this irrational fear and they start, you know Just rationally trying to figure out how am I going to survive in a world with a corona virus Don't pay more for the stuff that's going to make them safer Frustrating with these comments. I'm sorry Uh, David says here's a big one I'm guessing a tip from terry wall's md Use a neti pot with medical grade salt twice a day in your sinuses The virus does not like that environment. It will not easily take hold. Okay. Good to know Hmm. I hadn't heard that but I mean anything you can do Say again, Tom you ever use a neti pot you ever use a neti pot was I used one one time Yeah, I no longer have a neti pot. It wasn't a good No, I didn't I didn't care for it myself. I watched it Are you have a used one? I've got members of my my my I've got members of my family that that that do it both the traditional one and they've got some type of apparatus it jams up into both nostrils that kind of No, I have never never I did use it one too. It wasn't a good It might be something that particularly useful now it uh, you know Apparently, you know do everything you can to to to increase your eyes There's a gotta a gadget I want to want to show and this is something that we've just started implementing. This is uh Temporal thermometer. I think is what they call it. Basically you push a button and you push it on your forehead It takes a couple of seconds and it gives you your temperature um We do From we this is something that we're starting to do and something we're telling our clients that we're doing just to get a higher degree of confidence if you know, we're gonna make sure that that that all of our people have a normal body temperature before they go about their day working and You know, there's a chance that somebody might think that they're well and might have a fever and not even know it Well, we're doing this. I know that There's some communities I think the state of ohio is doing something that's requiring employers to do that. I heard that today um Requiring their employers to take the temperatures of their employees before they start their work day. So Were they requiring it? That was I saw an email. I might be wrong on that. I'll double check But um Derek sent me I'm wondering how they mandate something like that. Who's cat checking? They probably can't force that very well Although all the businesses are closed down. So there's not that many places to check Yeah, I saw somebody somewhere in the thread that somebody said that they were Doing a quote on a pizzeria and i'm that's wondering a lot of the food establishments are being Closed down, right? Oh, that's probably why she's cleaning it right because it's closed down and now it's empty and they want They need to be able to clean it so that it can open again That's my guess hoping hoping right All of these places that are closed are going to have to be cleaned and disinfected before they open again That's a good good point It's not hard to drive, you know down the street and look to your left and look to your right and look at businesses that have been closed down Really every one of those is an opportunity, right? Yeah, absolutely absolutely, absolutely Well, uh, I'm not seeing any more questions here. Although they could be there. I just can't see them Don saying no They're sold out. Yeah, we uh had to make a ton of phone calls and it was kind of a mad dash but we were able to find You know a couple of these in in in in charleston. We were hoping to find more actually but Yeah, there's a lot of stuff that's uh and really short supply spent some time on amazon looking for these and You know you had ordered them, but you were out a number of weeks before you would get them Yeah, we were looking for almost like may 1st or something was guaranteed delivery date The other part of that that you want to get to are these little alcohol pads and These are pretty much used for Like cleaning the skin of somebody's getting a hypodermic needle and it's also good for You know cleaning the tip of this before doing it. So you want to make sure that you're Cleaning this with an alcohol pad Every time you you you do it between each use If you are fortunate enough to find one Oh, so wherever dawn is their pizza place is still open. So She says that they're they're open there Wow lucky We don't have any open restaurants or anything here So it just didn't occur to me that people are And look sounds like debri is starting doing some of this work tomorrow Yeah part of learning to to to live in a world with the corona virus least in in my life is Getting used to eating frozen pizza You know just It's going to be different for a while Well, the all the fast food places are still open up here the windows are drive through and You can get almost any restaurants still through grubhub So they're doing a lot of delivery so So they're managing it over here anyway West coast east coast Anything else that you can think of tom? We could go on and on and on but we'll we'll save some stuff for tomorrow i'll uh pull together a Simple bit outline that uh that anybody could use for some of one of these non traditional accounts and we can share that tomorrow and Get into whatever else anybody uh wants to uh, well, you know, that would be helpful Thanks y'all Appreciate it. You guys take care and uh be safe and uh try to get some rest and we'll uh We'll see you tomorrow at five o'clock eastern. Thank you o'clock specific