Dan Harlacher

It's fluid.

It needs to stay fluid.

And we need to always test and pressure test.

Are we happy or not?

And let's dial up or dial down.

While we figure out and see where the consumers are going three or six or nine months out.

I love it.

It's interesting that, you know, is it good to lead with financing?

Do you find that that helps conversion rate?

You know, here's what we've seen with some of the nation's largest home improvement companies.

This last year, there were more younger...

consumers that applied for financing that failed out.

They couldn't qualify for the financing.

Their credit cards are maxed out.

And so even though they called up, somebody showed up, gave them a quote, a proposal, they didn't pass the final net sale test because they just financially couldn't do it unless they had cash in pocket.

So on the younger side, so 30 to 45, 30 to 50,

There's a lot of homeowners in that group that are in that keeping up with the Joneses lifestyle.

And when your credit card is maxed out or you have below 650 credit, it's going to be more challenging for you to get financing done.

And so we typically see we're seeing fewer people.

net sales out of the younger generation that are thinking about financing or 0% and no payment for two years might be a better option.