Heidi and Vickie Show- An Insider's View on Associations and Trade Shows- PODCAST TRANSCRIPTION

Editor's note: The following is the transcript of The Heidi and Vickie Show. You can read the interview below or listen to the podcast here. 

Heidi Ellsworth: It is Saturday morning, and I am Heidi. And we have Miss Vickie, ready to go for our podcast.

Vickie Sharples: Yay, we get to hear ourselves talk.

Heidi Ellsworth: Yay, and we always have something interesting to talk about. So what are you thinking about today?

Vickie Sharples: Well today I'm thinking about ... I was laying in bed thinking about trade associations, and trade shows, and how I felt about them. And I was thinking about a story. Okay, I used to do a publication called the Roofers Exchange, and I sent that out. I originally started sending it out just to Southern California, then we went to Northern California, then Texas, and then we covered Florida, and then we covered the rest of the country. And I used to vote once a year of center spread full, well at least a full page ad, sometimes center spread, on why you should join trade associations, 'cause that was my big deal, or still is. And I used to put, I meant to look it up before we had our meeting today, I used to write something, you complain about politics but you don't vote. You complain about ... I wish I could remember that. You complain about the government, but you don't vote, you complain about our judicial system, but we won't serve on jury duty, things like that. We complain about our roofing industry, but we don't join. And then you said, "Think about the reasons why people didn't want to join, on the local level." Well, the biggest complaint was they didn't want to, their competitors know what they were doing. And then the second thing is they didn't have the time, and third thing, which was a big, big deal, was it's a good ol' boys club. And so I remember years ago, the local trade association, because it's such a novelty, I invited the president of the local roofing contractor association to my home. And we sat at my kitchen table, and we formulated a letter, which I had him sign, and then we printed it. And the thing that I thought was so unique about this gentleman is that he was a small contractor, and he had three employees. Yet he was the president of the association. And I thought that his desire to be involved in this association was because he wanted to build a better business. And he realized that these misconceptions about it being a better, good ol' boys club, and oh, it's just for commercial contractors, all that stuff, he was a residential guy. And he wanted to build a better business. And he actually built a giant organization, because that's what he wanted. Some guys don't want that. But he had the resources and the tools from his fellow contractors in Southern California, and being his competitor. And it was such a beautiful story. And so I just wanted to encourage people, so that was the purpose of my thoughts today, is to take a chance, and join your local organization. If you really don't think that's a fit for you, then join the regional association, or join the national, and support them financially, just by your membership. And then they give you tools and opportunities. So there's my elevator speech, Heidi. What would you like to add?

Heidi Ellsworth: There's your thought. Well, first of all, I wanted to recognize that I think it's really kind of funny that you lay in bed and think about trade associations, 'cause how many of us do that? I think that's kind of funny.

Vickie Sharples: It was kind of funny.

Heidi Ellsworth: Hey, you could be thinking about all the ickiness that's going out there, but no, you're thinking about something positive. So I think that's really good. And I agree with you, of course, 100%. I think a big part of associations, and when companies are involved with associations, is that they have to understand that the associations really bring something to each person of your company in different ways.

Vickie Sharples: Right.

Heidi Ellsworth: So I think you and I've talked a lot in the past about, you're not a joiner.

Vickie Sharples: No.

Heidi Ellsworth: But you are one of the biggest supporters. You support them through financially, through publicity, through communications, through this, laying in bed, thinking about them. And then you got me, and you're like, "Yay, here's the joiner," and off you sent me into the industry, to go to every meeting, and join every association. And it's really worked out great for both of us.

Vickie Sharples: Well, yes. I'm not willing to go, but I'm willing to pay for somebody else to go. I'm willing to sponsor somebody. I think with the National Women In Roofing, I didn't want to go, but I would be happy to pay for somebody that you feel needs to be sponsored. And I just don't want to go, because it's just not me.

Heidi Ellsworth: Exactly.

Vickie Sharples: It's just my thing. It doesn't mean I don't believe in it. It's just that we both know that I'm a secret introvert, and nobody in the world will believe that. But it's true. So I'm not as comfortable.

Heidi Ellsworth: Right. Well, I think you ... I mean, it's funny because really, you go to the trade shows, you love to see everybody. But really, the reason I brought that up, is because our situation is exactly like probably every roofing company situation out there. There's going to be maybe the president or the CEO of that roofing company's like, "I really don't want to be, I just don't want to join. I don't want to go to the meetings. I don't want to do that." But yet, they really think, he or she really thinks it's great for their company. And so they send somebody else from the company. And now, all of a sudden, they're taking advantage of it, and their company's growing. So there's more than one way to be involved.

Vickie Sharples: Plus it does add a little level of professionalism to your business, because it just shows good, that you're a member of, so that means you care enough about building the industry as a whole. So it's all good. You know-

Heidi Ellsworth: I think-

Vickie Sharples: Go ahead.

Heidi Ellsworth: Well, I was going to say, I think one of the things too is, and maybe this is where you were just about ready to go, but I hear a lot of contractors or people in associations who say, "Well, I paid my money. I didn't get anything out of it." And I'm always like, "You know, you get out of it what you put into it." And it's kind of like Roofers Coffee Shop too. People say, "Well, I did my directory, and I didn't get anything out of it." Well, you've got to put into it. You've got to be involved. You got to be a part of that. And whether that's by going onto their websites, or going to the trade shows, or getting involved as a board member, that's when it really starts paying off.

Vickie Sharples: Yeah. Well that's a certain level of joiner. But there's the [inaudible 00:07:34]. And they say they don't get anything out of it, but their dollar supported a white paper getting written that was important. Or that dollar somehow supported sending out an email that talked about a new law. I mean, so there are things. You think you don't get out of it, besides the fact, yes, send somebody else. But join. I think, I haven't had the opportunity to actually visit other associations. But you and me were in Florida, and we went to the FRSA. They used to be [inaudible 00:08:15], but now they're FloridaRoof.com. As far as roofing contractors that are licensed in their state, their membership is 50%. That's unbelievable. That is, to me, unbelievable. Or it used to be 50%, it could be more, it could be a little less. But they have a facility. They have their own insurance fund. I mean, they are really, I think that's just a really nice association. So do they work with members outside of Florida? Do you know?

Heidi Ellsworth: Not really. It's for Florida roofing contractors. There are some contractors who are members of Florida, who maybe have offices other places than Florida, but they need to be licensed and they need to be FRSA to work in the state. So they'll get a little bit of that. They do a great magazine, and that goes all over the country. But really, it's about Florida roofing contractors.

Vickie Sharples: Well, their training facility, wow. That was just so impressive. I remember taking pictures of it. But the reason why the Florida's good, I'm sure is because their contractor base built it to be that way. They have good leadership. But so if we want to help our associations improve and offer more services and opportunities, we need to go in and support them, or send our smart people from our office to do it. So we always got to be taking a step forward.

Heidi Ellsworth: Yeah. And I just have to say, there's not too many people in the roofing industry that I knew before you, Vickie. But one of those people is Lisa Pate, who's the executive director of FRSA. And I met her the first year that I was in the roofing industry, which was 19 ... well, it would have been 1994. And she was running the trade show, just like you're talking about. She was running the trade show, just did a great job, made me feel so welcome into the roofing industry. And now she's executive director. And you're right. It's about the leadership. It's about the contractors. It's about the people who just really care and are passionate about what we do, and about the industry.

Vickie Sharples: Right. I didn't mean this to be a love story for Florida, and not everybody else. But that's the one facility that I literally went in and saw, and had a tour of. And I was always impressed by their membership, the percentage of their membership. That, I think, has got to be the best in the country. So they're doing something right. And we just need to do that everywhere. People need to join. It doesn't need to be mandatory. But it's sensible business. It really is.

Heidi Ellsworth: Well, I think what you were saying too, is those dollars, whatever you're doing in joining, the dollars are supporting the industry, I mean, through lobbying, through advocacy. We all know NRCA just does an amazing job in DC. And again, not a love story to Florida, but Florida does an amazing job lobbying. And those dollars go towards really helping with regulations, and new laws out of Florida. And we all know what happens in Florida and Dade County, and all those things, tend to go across the country.

Vickie Sharples: Yeah. If we can pass Dade County, that's the buzzwords.

Heidi Ellsworth: Exactly.

Vickie Sharples: We should be able to get it passed in any other state. So then that leads me to trade shows, our beloved trade shows.

Heidi Ellsworth: I love my trade shows.

Vickie Sharples: You love them. I love the z-land, my friends. But I'm a lazy person, and I hate to join. So my feet always hurt, and it's just kind of funny. But I've been going to trade shows since I was 20, 41 years. 41 years.

Heidi Ellsworth: That's amazing. Before we get too deep into trade shows, I have to say one thing. I think you've done such an amazing job, Vickie, on setting up your perfect trade show. You now, between everything that we've done, we have the easiest, coolest booth. You set the hours of where you're going to go, where you're not going to go. All of the friends, and my friends, and pretty much the whole industry is like, "Oh, we got to go up to Roofers Coffee Shop and see Vickie." And it's like you just have this magic spell of doing trade shows exactly how you want it to be. And that's pretty cool.

Vickie Sharples: But that's just because I've complained more and you guys don't want to hear me complain.

Heidi Ellsworth: That is true.

Vickie Sharples: I didn't want to say it, because maybe we shouldn't say bad words. But after I complain, that's how I manage to set up exactly the way I want to. So trade shows are another thing. And it always amazes me of the people that don't go and don't take the opportunities to go. Because we are really insiders, 'cause we see it from both sides. We can see it from a contractor's side and a participant. But we're also an exhibitor. You are a member of, pretty much, all of the trade associations we're exhibiting at, or I am too, by default. So you can see that, the business of trade shows, from all sides. And I was always discouraged by the lack of contractors that go to trade shows. Now it's an enormous networking event for the manufacturers and business service companies, and the distributors. And everybody gets to network and do a lot of good business. And the people that do exhibit, I always loved, loved the newest thing. I mean, I walk up and down every single aisle, and I know the people that I already know, and I go past them, and I look for the newest widget. And then I think about the fact that contractors don't go, and their guys don't go, and what they're missing. So besides the getting to shake the hand of your rep that you might already know, you can see all his products laid out in a wonderful format. Whereas, when he comes to call on you, he's only got a pocket full of whatever, a couple of samples that he could talk about. But now, you've got displays of all the stuff, and you've got one-on-one with the bosses, or some guy trying with his newest invention, trying to get it off the market. And I just think that that's so important. How else would people get to find out about new products? You get to see it if you're lucky at a wholesaler, but going to a trade show is also good for your business.

Heidi Ellsworth: You're making me miss the trade shows right now. I'm like, "Oh," I'm listening to all this, I'm like, "Oh ..." 'Cause there has been, and I think you're right, but there has been this, contractors really are working to grow their business. When you think about the IRE the last couple years, it's been packed.

Vickie Sharples: That's too much to walk through in a day, because if you stop to do business with anybody, or greet a friend in an aisle, you can't be trying to make it through the whole show. That is a big show, the last couple years.

Heidi Ellsworth: Yeah. And it's a great one. I mean, great continuing education, the trade show floor, all the events, the education. I mean it's just ... and all the trade shows out there are really trying to ... I feel like everybody's been upping their games, with a lot of education, because contractors, like you just said, they're realizing they need it, and that this is a great place.

Vickie Sharples: And when they go, when a new guy goes for the first time, they don't just go for the trade show and the parties. They do go to the seminars. Now, what do we call them? So a conference, trade shows. So I was just talking about the trade show floor as a whole. And then you, of course, opened up to all of the educational opportunities. And they're so important. And I know it costs a little money to go to a trade show, but that's to pay for the building. But yeah, it's a valuable resource. And I don't think enough people use them. You know, you said that was [crosstalk 00:17:27].

Heidi Ellsworth: Yeah. I was pretty excited last year when you went to the Roofers Coffee Shop Influencers' Panel, at IRE. That was awesome.

Vickie Sharples: I went twice. I went the year before.

Heidi Ellsworth: I know.

Vickie Sharples: But my husband gets so mad at me. He goes, "Heidi is speaking at this event. Shouldn't you go and support her?" And I go, "Well, no." Now I can hear about it later. But then I have to go and sit in a room, and somebody might talk to me. So yes, I had to go, because our name was on it. That's why I went. And of course, I want to support you and all my friends. But yeah-

Heidi Ellsworth: All our smart influencers.

Vickie Sharples: Yeah. Man, I love those guys.

Heidi Ellsworth: I know.

Vickie Sharples: People willing to give. The thing is, is it like when you go to church, when I did go, here and there go to church. People make fun of me. I sit in the very back row, and I leave as soon as it's over. But I get the message. And I get to take advantage of the music. But I don't join anything. So, it's okay. I still went to church, and the church isn't mad at me for not joining. So in the same respect, with the other thing, if that's your thing, at least go and take advantage of it. You don't have to talk. You don't have to participate. But going to a trade show, and that's why I would say, "It would be good for your business." But I mean it, even though I say the same line all the time. There is not one person that you talked to that went to a trade show that didn't have one piece of valuable information, or one thing, just one thing they can come back with. You know, I've sat through all day, the positive, those motivational speakers and stuff? You sit there all frickin' day, but one person says one thing that made it all worth it. And that's how I feel about trade shows. So when we ever get to have them again, people should go. But until then, what are we going to do? I guess, try and recreate the magic, online.

Heidi Ellsworth: Exactly. And you and I both know, we've had a lot, a lot of people on Roofers Coffee Shop, because they see that as something they can come and get information, 24/7. There's the education, the networking. Everything's there. And that's not a plug. It's just true, whether it's our site, or going to the associations, NRCA.net, Western States, Florida. I mean contractors are online, looking for information.

Vickie Sharples: Yeah. I talked last week, although if people aren't listening to this, in turn, or whatever. But I talked about the survey I currently have going on. And the results are trickling in a little. And it's websites and emails are number one right now, for how people are getting their information.

Heidi Ellsworth: Wow.

Vickie Sharples: Yes. Neck in neck.

Heidi Ellsworth: That's [inaudible 00:20:36]. Yeah. And we're all kind of ... I mean, we get so many emails every day. I like it when I can just go to a website and find what I want to find, or I can search and find what I want to find. But the other thing too that the associations are doing online, is they are doing a lot of webinars. And they're also doing networking events. So one of the fun things on National Women In Roofing has been doing, is they have social gatherings on Zoom, at the end of the day, to help, as a place for everybody to come in who wants to talk. Because so many of the women and men, I got to say both, because too much on the news, I hear, "Oh, it's just moms," but dads too are home with little kids, and trying to work at the same time. So they need a place to just talk to other adults, by the end of the day. And I haven't even told you this, Vickie, but I think in a week and a half, Jennifer Stone and I are on hosting Margarita Monday for National Women In Roofing, on a Zoom meeting in the afternoon. And I'm just so excited. And it's just that kind of stuff that associations are doing to help people network, and to talk.

Vickie Sharples: That does actually sound fun.

Heidi Ellsworth: Yeah.

Vickie Sharples: Oh wait, can I commit to go? I don't know.

Heidi Ellsworth: You can sneak in. No one will know.

Vickie Sharples: Okay, good. I'll do a ... I'll wear a mask, which I do now want to anyway.

Heidi Ellsworth: You can put in a fake name, and sit in the back row.

Vickie Sharples: Okay. And then I'll leave the second it's over. Okay, you want to hear a funny story? So you know I'm a back row person, right, at church? Well, last time, it's probably last time I went to church to actually go to church, I got stung by a bee on my neck in church. And I went, "Ooh, what happened?" And I felt something drop in my shirt. And I jumped. But I go, Mike goes, "What's wrong?" And I go, "I got to go." And then everybody sees me, that I stood up and yelled the F word in church, but I did. I thought that was a message from God, to get out. So if I hadn't been in the back row, that would have been a problem. So see, you don't have to go in. Everybody said, "What are you doing?" I had to go. I was taking my shirt off, and then we found the bee. Isn't that funny? Right in the middle of church.

Heidi Ellsworth: Well you won't have to worry about that in the Zoom meeting. Although if I start seeing you dance around, although I know you won't have your video on. So yeah, you'd be safe. You'll be safe in the Zoom meeting.

Vickie Sharples: Yeah, stung by a bee. I don't know why I had to tell that story, but it's kind of funny.

Heidi Ellsworth: I love it.

Vickie Sharples: And that's why back rows are important. Okay, go ahead.

Heidi Ellsworth: No, I was just, I think what you're talking about, with the associations, and how the associations are adapting, is just so cool, because you look at National Women In Roofing, and what they're doing. And they're really focused in on, let's not just do another webinar. Let's let some women talk, 'cause we like to talk. We get on there, like this is our day, this is what we're dealing with. RT3 is doing the same thing. NRCA, the roofing, Regis has done such a great job, opening up platforms for people to ask questions. And you're seeing webinars coming out of all of the regionals. I was really, I want to kind of go back to what you said earlier about your local roofing association, which is the Southern Cal RCA, Roofing Contractor Association. And you know, they put our coffee conversations in their eNews, so I want to give a shout out to them as a thank you, 'cause this is all getting the information out.

Vickie Sharples: Yeah. They have a nice association. And it's right by my house. I should go.

Heidi Ellsworth: You did. We went together.

Vickie Sharples: I actually have gone in the past. I just don't feel I have much to add, personally. That's the only reason I don't. But I would be perfectly comfortable going there, because I know all the people there. So if I already know you, then you're my friend, and it's fun. Because I just need Heidi to introduce me to more people.

Heidi Ellsworth: There we go. No problem.

Vickie Sharples: No, I don't think I can [inaudible 00:25:03]. So how are we on time? Can I still, should we talk more?

Heidi Ellsworth: Yes, we're good. 'Cause I know we really wanted to talk about more online stuff.

Vickie Sharples: Yeah. So, if the reasons ... Why do I want to go to a trade show, Heidi? What am I really going to get out of it? The first thing that comes to your mind, when we talked about it earlier, what you missed about not going to a trade show, was the networking.

Heidi Ellsworth: Right.

Vickie Sharples: And I miss new products and learning about products. So I think we need to really offer up the Coffee Shop as a place that you could do that. And really maybe reach out to some of the people with the little widgets. I know they come to us sometimes. But they're trying to figure out what to do with their stuff. And by widgets, I mean, there was a guy that put a little camera with wheels on it, so it's like a little car, and it wouldn't tip over and you put it on the roof, and it takes up close, so you didn't have to get on the roof. Did you see that guy?

Heidi Ellsworth: Yeah. It's awesome.

Vickie Sharples: Yeah, it was. And so you don't have to get on the roof, but you could really get the up close shot. I mean, that's what I mean by widgets. I remember there was some guys, I haven't seen them since, that had some sort of spray rig that you push around on the roof. And then it sprayed, instead of using a single sprayer, and they named it The Rat Bastard. And that was the actual name for the product. And I thought, "God, I love those guys. Whatever happened to them?" So, I mean, I wouldn't miss if you don't go to these shows, or you don't have the opportunity to see these things on the Coffee Shop. So there's the tie-in. Fun little widgets. I think I might have to build that. I've always talked about Vickie's Pick. I would have picked both of those, just mostly for the spray rig, because of the name. But besides the newest products, you see the newest trends. And so I think that, in my mind, not being an expert or anything, the biggest push is fluid-applied or liquid-applied roof coatings. I think that that market has, even though it's been around for 45 years, is really evolving. And so we're trying to build a special spot on the site under product information, just so you can see a lot of these things and a lot of information about that one category, in addition to metal roofing, is building.One thing that we have in Southern California with metal roofing, is that metal roofing, regular roofing contractors don't install metal, whereas the rest of United States. So regional differences, I think we should devote a whole show in the future to regional differences.

Heidi Ellsworth: Oh yeah.

Vickie Sharples: That I've got, I have one really funny story for that too, but that will come another time. But so how can we help people recreate the magic? I just kept talking, I didn't ask you. Really, what is the magic you really feel, besides networking, of a trade show, or a conference?

Heidi Ellsworth: I love hearing what's going on in the industry. I love hearing about new initiatives. I like the new stuff, the progressive initiatives, what's happening with, as speakers are talking about different ways of marketing and sales. So I like the classes a lot. And I also like going, there's a lot on training and updates, like you said, in the booths, where I can learn about the products. But really, I like roofing products, I love them. But I really love how to sell them. And so that's the kind of stuff I like, that I get out of it, the how-tos, how to be even a greater roofing business.

Vickie Sharples: So yeah, the business builders. You know one thing, almost ready to talk about, that's why I was like, "What else do I want to mention?" I wanted to mention the awards.

Heidi Ellsworth: Oh, yeah.

Vickie Sharples: Because, okay. So if you've never gone to an awards ceremony, like I had never been, and you made me go. I don't know how, I must have lost a bet. So, well, why do I have two tickets to this, and I didn't want to feel bad for being wasteful. Somebody spent money on it. So I had a ticket, and I went to an event. And I think it might've been an NRCA event. And it was awards ceremony. And I was so touched by that, that people, they gave away, the foreman. You can better tell me what the awards were, because I know you were more involved in that, 'cause you don't miss it. And I see why you don't miss it. Because we don't really have anything like the Oscars in our industry, or some way to reward somebody, The Best Project. So you're actually rewarding somebody for the most difficult, the product or project they ever did, like a huge historical building that's 24 stories high. And we reward people down to the foreman. And then you're rewarding people for ... and I just think that it's such a touching, wonderful thing to know that exists. And that's through different trade associations, usually on the regional, national level. But I'll never forget it. And I've always wrote myself a little note that someday I want to talk about how special it is, to be able to give someone an award for being a great roofing contractor, or a great foreman, or somebody that gives back. I just love it.

Heidi Ellsworth: You know, it goes right into what we talk about roofing respect. That's why I love those, the respect and the professionalism, and the celebration of our industry, and of roofing. I just love those. Some people are like, "Oh, no." And I love them. I love to see the people win. And then, I think this all comes back around, Vickie, to what we're ... and I remember the first time I said this to you, and you were like, "No, we're not doing a trade show." But the first time I said, "We're like a trade show, 24/7, 365 days a year. And you were like, "No, we're not doing a trade show." I said, "No, we're already a trade show." I mean, I feel that, about Roofers Coffee Shop, because we do go, and we take all those awards that everyone wins, and we bring it back onto the site. We take all the education we can, and we bring it onto the site. And we are creating our own original. And our directory is so robust to go learn about all these companies and products. And so I just feel that that's been a mission for you and I, to really show and celebrate the roofing industry, and now that we're in this time, I feel, and I know you do too, it provides this great resource that's filling in the gaps, until we can all travel and hug again.

Vickie Sharples: Yeah. Yep. That's our job, Heidi.

Heidi Ellsworth: That's our job.

Vickie Sharples: I was emotional, to clap. I didn't know if I was supposed to clap in a podcast. That was a accident, so-

Heidi Ellsworth: Oh, that's all right, you clapped. I'm now inspired too.

Vickie Sharples: Yeah, seriously. But yeah, I'll never forget the, when you may meet, go to that. And it's really a great thing, to an awards ceremony. Even though you don't know the people and you don't want to win, or you don't, you know what I mean, you didn't enter anybody. You got no skin in the game. It's still a really good experience. And that's all part of the whole trade show thing. And you're right, we take those winners and we post them on the site. We put their picture. And I'd certainly put it on social media too. When somebody, even if it's not part of an award, if somebody posts a picture of some guy that they just want to recognize from a company, I like to put it, because it shows that somebody in our trade is being appreciated. So I think that's important.

Heidi Ellsworth: Well, and we know from our analytics, and from watching the numbers of what people click on and what they read, that our industry likes to read about each other. Contractors like to read about contractors, and they like to celebrate people winning. So we see that all the time. It goes again, from the very beginning of what you said, so many contractors are worried about, "Oh, my competition is going to be there." But in all honesty, that is never an issue. It's always about making each other better, and lifting each other up. So we are coming to the end of our half hour, Miss Vickie. We're going to invite everybody to just come onto our site, right, and check out all the stuff?

Vickie Sharples: In summary, the lessons learned here, join a trade association. Just do it. And secondly, since we can't have a trade show, everything's on our site. Those are lessons for today.

Heidi Ellsworth: That is it. And if you want to join a trade association, which we really think you should, you can find them all on our site too. And tell them we sent you.

Vickie Sharples: Listed, we have a hundred there. And not just any trade association, the specific, that is an associate roofing contractors. There are other associations that will help you, like RG3, and National Women In Roofing. They're associations also, just not associated with the actual group.

Heidi Ellsworth: But so find what fits you.

Vickie Sharples: Yeah. There's the Spray Foam, or the Roof Coating Manufacturers Associations. There are other associations, for your expertise.

Heidi Ellsworth: Yeah, and they're all there, 'cause we actively stalk them, and find them, and we want them on our site, because we really believe in them.

Vickie Sharples: We believe in associations, yay.

Heidi Ellsworth: Yep. Okay. Well everyone, thank you. There's our Saturday morning, Heidi and Vickie Show. And is again, I always come with big smile after this, and we thank you for listening, for being here, and we'll be back again next week, right Vickie?

Vickie Sharples: Yay!

Heidi Ellsworth: Have a great day.

Vickie Sharples: Bye.