Vince Nardo

You know, do we build the dealer fees or the cost of financing into our pricing cost structure?

Or do we not?

And then do we have our rep choose which plan they want to offer because it's going to affect their commission?

And the philosophy I come from is you build a base cost into your cost model.

So whatever you're going to want to offer as an average all the time, and then you have those promos, you know, maybe you'll offer a 24 month no, no, that costs you nine points, you know, but maybe built into your pricing structure, six points.

So you're going to take that three point hit.

What I don't really agree with is having your sales team participate in

in the cost of that financing program.

Because then essentially what you're doing is you are, you're basically telling your sales team, don't sell it because it's going to cost you money.

And I want my sales team to go out and be free to do whatever's best for the customer and not always think about what's best for them.

So that's kind of how we do it.

And I really appreciate that because a lot of companies, especially in HVAC, they're like last resort.

They like the no dealer approach.

plans of course and by the way if you're smart and you got the right the software available nowadays i can fluctuate between 10 different options and it just changes the price real quick for the client but it doesn't change it a lot right and i think that's the way he's caught up caught up finally for our industry

I love talking about this stuff.

You know, I just listened to a podcast, and I want to hear your take on this, because they interviewed 50 CEOs and PE companies.

And the minimum that these companies had was a five times MOIC.

So basically, if they borrowed $500 million, the minimum they got back was $2.5 billion.

And they said there's five components that make every one of these companies.

Five and five only is what they figured out.