Dan Harlacher

And I said to every vendor, including, I started meeting with Rick regularly, is hold us accountable.

If our booking rate's not what it should be in a certain market, if our face-to-face conversion rate, if our cancellation rate's too high, if the opportunity job average, which is average ticket, I need the right people in the leadership team in that market and my VPs to know that this isn't going to work unless we increase performance.

Now, my booking rate's pretty consistent across the board,

cancellation rate goes up, that's a bad thing.

But then I need to convert those and that's going to bring down the comp and it's going to increase the return on ad investment.

So, you know, for me, you guys have helped out a lot.

I mean, Rick said, let's pull 10 zones from this market.

Let's put some double, I don't know, what do you guys call it?

One of your

The two-panel flyer, the larger insert.

And everything he said was spot on.

And then I have a meeting with the area manager of four markets in particular.

And I said, if you do not start training more and get this figured out, this is not going to work for you.

But it's working in the other 31 markets.

And it's crazy.

And if we're focusing on the numbers and we're driving the metrics...

And we're making the changes.

And we're partnered correctly.

And I've been doing this for 19 years, Dan.

I mean, I've never stopped.