Brian Clayton

December, January, February, the business really kind of goes down to a hung volume.

around 10% of what we do in July.

So that's one of the things that makes it challenging is the business almost turns off in December, January, and February.

We've tried to combat that by offering snow removal.

You can now use Green Palette to hire a snow removing contractor, but it's not the same as lawn mowing.

Lawn mowing is our bread and butter.

That's what we do.

So that's the reason why we built it.

It's like, okay, we got to help these guys and gals stay in business.

We got to help them stay afloat so they'll be there in March when the grass starts growing again.

So we built this snow removal.

And then we also have a system where we offer discounts to homeowners and say, okay...

You can hire your contractor for leaf removal, for gutter cleaning, for tree limb service, for garage cleaning, all sorts of things to help keep the lights on in the wintertime.

And we're always looking for ways to do that, Christmas lights and things like that.

So while lawn mowing is 90% of the sales, we're always looking for ways to expand kind of the cart size.

A little higher than that, actually.

Closer to 15 is what we average out to.

Well, of the 35,000 contractors using the platform, only 3,000 to 4,000 of them are on that lower tier uptake rate.

Most of them are on the higher tier.

And so we step them down as they do more volume through the platform.