Driver Recruiting Happy Hour Podcast

Darin:
Cheers everybody and welcome to the Driver Recruiting Happy Hour podcast. My name is Darin Williams. I am the President of CDLjobs.com. With me, as always is the President of Ten4 Recruiting and a man that I assume takes Halloween way too seriously, Matt Beach. Beach, are you a Halloween guy?

Beach:
I am. I am a big time Halloween guy, until my stuff gets stolen. So I don't know if you heard about that or not. I got a couple of my blowups got stolen.

Darin:
Wait, whoa, whoa. You have blowups for Halloween.

Beach:
Massive ones big ones big

Darin:
And somebody stole them.

Beach:
Yeah. So last year it was more closer to the road and so they just jumped out and

Darin:
Oh, this just happened more than once.

Beach:
Oh yeah. Yeah. And so this year, the same one, the only one they got this year was the one that they targeted last year. And they came up to the house, actually cut the line, they knew where the lights were, where the cameras were, and they just hunker down and cut the lot, cut the string. I mean, they knew exactly what they had to have. I mean, I had it bolted down with screwdrivers and this other platform and all that. They took it all out and they went throughout the neighborhood. Took a ton. Yeah.

Darin:
Oh, whoa. Well I was thinking maybe it was your neighbors.

Beach:
No, no, no.

Darin:
We're not that big. And light it up. Yeah,

Beach:
Well, I mean it's like, look, come and roll my yard. Yeah, roll my yard all day long. Bring toilet paper. Cuz back in the days and nobody does

Darin:
I, I'm going to my next trip to Chattanooga.

Beach:
You should, nobody does that. Nobody rolls a yard anymore. And I was talking to a person and I'm like my dad, we had massive tons of trees. I mean our yard was like a Picasso for anybody wanting to go and roll it. Right? But dad loved it. He didn't care. He would actually sit there and watch them roll the yard, not go and scare 'em away or anything because in his mind he was, This is free toilet paper. I mean, why mean, This is a guy who came up from the mountain who had a outhouse and we go through Superman going, Oh, I'm fixing guess where you're going after reading.

Darin:
<laugh>

Beach:
Sears Roebuck I mean he detailed. Well anyway, but still we would come wake up that next morning, you'd go to the restroom and there'd just be mounds of toilet paper right next to the toilet block with sticks and leaves and all. It's like who would throw? He was like, Who would throw this away? <laugh>

Darin:
Its money.

Beach:
Tell your friends, keep coming back. I goes, Hey, never had a bad damn thing to roll a toilet paper ever

Darin:
<laugh>. Well, I'll tell you, I don't wanna, don't wanna point fingers and I don't wanna cause any controversies, but we've got a guy from Chattanooga

Beach:
Yeah.

Darin:
On the podcast today, who as far as I know hasn't said where he was this weekend. So maybe the Director of Student Recruiting at Covenant Transport, Doug Smith. Doug, where were you this weekend? Were you anywhere near Beach's place?

Doug Smith:
I may have driven by.

Beach:
Yeah, may have. May have.

Darin:
Before or after? Before or after the Halloween decoration were gone?

Doug Smith:
I don't recall.

Darin:
Ah, there you go.

Beach:
Here's what you get here. You, So I made that post on next. Have y'all ever, Doug, are you in the NextDoor app?

Doug Smith:
So which one?

Beach:
NextDoor App?

Darin:
Yeah.

Beach:
Do you follow me on NextDoor?

Doug Smith:
No, because you pop up everywhere anyways.

Beach:
Oh, well you gotta see on NextDoor. NextDoor is a whole new, I mean it is NextDoor, not to knock it, but it's a bunch of just old people get off my yard, you know what I mean? And so I have created some of the most craziest stuff. I photoshopped a chicken sitting riding next to me in my truck and I said, Look, I just picked up a chicken in the neighborhood and people just went ballistic. We can't have chickens, we can't have this. They're not be chickens. But anyway, I did that on NextDoor. And of course everybody has to tell you, Well what you should have done, Well what you need is more cameras and what you need are two barking dogs, which I've got down here.

Darin:
Yeah, they would barking at that damn chicken.

Beach:
I've got 'em all. That's the thing. They didn't bark a single and I let 'em out. They in the living room and I just imagine them just sitting there in the window. Well, why are they taking that from us? Suck.

Doug Smith:
Is that the peanut butters?

Beach:
Yeah, Well, okay. And not wake us up in there. Just lay it back down like yell it off.

Darin:
What would you value this setup at, I mean, were you talking a hundred dollars or a thousand dollars or somewhere in the middle?

Beach:
Couple hundred. It's enough. The policeman goes like, No, the

Doug Smith:
Year over year. It's a couple hundred year over year.

Darin:
Yeah, yeah, yeah. How long?

Beach:
Back and back. He was like, Do you wanna report? And I was like, Yeah, <laugh>. Dadgumright I do. I do. I wanna prosecute

Darin:
Anyway. Wow. Well I did not know that. I didn't mean to bring up a bad subject.

Beach:
You did.

Darin:
I got you feeling bad.

Beach:
Yeah, you did.

Darin:
Now I got you feeling bad. So that's a great time to bring in Doug. He can take the brunt of your your displeasure. I don't, not pointing fingers, but Doug doesn't have an excuse of where he was this weekend. May or may not have driven by your house.

Beach:
No, no. I'd give anything if he came over though.

Doug Smith:
Do what?

Beach:
I'd say I'd give anything. If he'd just come over and visit.

Doug Smith:
Well, ya know, okay.

Beach:
<laugh>

Darin:
We could have done this live.

Beach:
This is a man that I have seen who's never been like this. He's always got something to talk about. And then now he's just like, <laugh> Hi, I'm Doug.

Darin:
Yeah. Well, to be fair, I just met Doug and I'm accusing him of stealing your property, so

Beach:
That's true.

Darin:
Maybe we should rewind a little bit.

Beach:
<laugh>.

Darin:
Well, Doug, you're getting It's gotta be a busy time for you, huh? I mean always I would assume, but sneaking in here towards the year end, trying to fill student openings at a place like Covenant. Gotta be a busy day every day, huh?

Doug Smith:
Busy day every day. The goalpost move, the field changes. But our team is top notch and we, we've have full classes every week and I can't express enough about the quality of driver that we've been able to start bringing in from our school partnerships as well as just out there. And I've spent, a couple weeks ago I was out in Tulsa with the NAPFTDS folks, the publicly funded schools and talking with them. And then also this week we'll be out in New Orleans with, for CVTA for the privately funded. And with a lot of everything that's been said about the education programs and the formats, I mean, the quality of student that we're seeing is going up and we're hearing that from our operations too.

Beach:
That's interesting. That's good. Yeah. That's really good. I laugh because not at you, but when you It's the Alphabet super trucking organization. Oh,

Darin:
Alphabet soup of trucking. Yeah. That's kinda funny.

Beach:
Which I love. I haven't seen Mark

Doug Smith:
Weeks of practice, weeks of practice to get NAPFTDS

Beach:
I started pronouncing it.

Doug Smith:
Yeah.

Beach:
And they got mad. They like na, I'm nationally accredited. How many schools are under that? NAPFTDS?

Doug Smith:
I don't know off the top of my head. I mean, there's seven or eight regions. They divide the country into different regions and there's quite a few. So most mostly the community colleges and trade schools, things like that.

Beach:
Now are the community colleges and the actual schools themselves, I mean, are they still have that distance where the community colleges or your ones publicly funded? Do they have to be six to eight weeks still program? Or do some of 'em still have they narrowed 'em down to being more competitive with locally privately owned schools where they're three or four weeks.

Doug Smith:
Yeah. So you do have your traditional semester length, 10 to 12 week schools doing up towards 360 hours. But you do have some programs that they've brought in to do certificate programs similar to it where they are the three to four weeks, three and a half, four weeks six week programs. So there's not many out there, But there are starting to be some of those out there the community colleges and they've been able to source funding that allows them to not have to go through traditional financing or student aid or anything like that. They can find ways to do that and then still complete that program in three to four weeks just with all the publicly funded schools. It's funding and the upfront funding is where the challenges sit.

Beach:
Nice.

Darin:
Well, Doug, kind of a recurring thing that we also hear when we talk to people who are dealing in the school world, even including the schools, are the inability to get trainers,

Doug Smith:
<affirmative>,

Darin:
whether they are trainers in the school or somebody to take that new graduate student out. Are you guys experiencing any of that as well?

Doug Smith:
So yeah, we have had conversations with schools where they are looking for trainers. They're backlogged for students to come in two, three months down the road. And they're like, if we could add one trainer, I could bring in X amount of students. As always we've got our number of trainers that we have and some have left to go to schools and be home all the time and either do a part-time gig doing training on nights and weekends or actually going in for a full-time position. So there's still remains a trainer shortage out there, whether you're at the school or even at the carrier. Covenant and Land Air have not really felt those effects so much but we've been very well managed, I'll say that.

Darin:
And do you have your own school there at Covenant?

Doug Smith:
We don't. We do not have our own CDL school. It is something that we continually look at. Probably once a year we'll take a look and try to read the tea leaves and see if it's worth that investment or anything, or if it's a matter of just being able to continue to grow and nurture the relationships that we've got across the country with some of our premier school partners.

Darin:
It seems to me that, maybe I'm reading it wrong, but it seems like there's been a decrease in those, the carriers that used to have their own training programs. Am I wrong? Didn't there used to be more? No,

Beach:
I don't know. I mean, I think you still have, there's been probably more partnerships, closer partnerships with schools on that.

Darin:
Instead of doing it. Yeah.

Beach:
Then you've got the well gonna, and I think you have several that do the, Well, I'm gonna brand this our program, and it looks like it's a carrier school, but it's really the actual school itself. And there's like well over here in this trailer

Doug Smith:
<laugh>. Yeah. Lay down on the corner of the property

Beach:
Over here in this double wide over here. Very, very over there. Don't cross that line because this is where our students are and this is, I mean, hey, it works. It has been. But yeah, I don't, That would be an interesting question. I would say, yeah, wouldn't, maybe not many, but still, I think there's still several out there.

Doug Smith:
And I think what you've seen here recently, and I'll probably just say within the last six months or so, is you're starting to find carriers that are pulling back a little bit from, those we'll say for hire schools where they will go in and if the carrier is recruiting the driver or the student and then sending them there and they're like, Hey, here's a group of students, train them and send them back to us. I think you're seeing a pivot a little bit in the way that the market is viewing that. I know a couple schools that I've had conversations with that had those agreements or contracts in place that we'll just say are no longer I'm not gonna say valid, but they're no longer in being fully endorsed for that right now. So its kind of everybody's back to the school is operating and carriers are saying, Hey, if you can send people our way, great. But the carriers themselves are not so much directly recruiting drivers sending there and then coming back. Now you do have your name brand, your carrier brands out there that have their own academies and own schools. And I think those are out there. But for the most part, I think you're starting to see some pull back because again, the freight market is dictating what happens and the number that of drivers that are hired.

Beach:
Doug, what'd you do before trucking? Before I met you? So Darin, I met at Doug at Covenant Transport and it was the most upbeat guy running up and down the halls and he'd come in my office and be like this. I'm freak out a little bit <laugh>, but what what'd you do prior to coming over to the trucking side?

Doug Smith:
So before I got into trucking, So I've been at Covenant five and a half years now and

Beach:
Has it been that long?

Doug Smith:
Yeah. Yeah. So July of 2017,

Beach:
I didn't think he'd make it. And look at you.

Doug Smith:
I know. Here I am and I'm in recruiting. So my background, my background,

Beach:
But that hairline keeps going back.
It does.

Darin:
That's the recruiting hairline. <laugh>.

Doug Smith:
My background, I've got two decades in training and talent development. So I've been a sales trainer, customer service, leadership development all kinds over the years and wherever I've gone, always wind up gravitating towards a trainer role or an education role. I started my professional career in restaurant business, was a foodie for 15 years. Sold cars for about six or seven years.

Beach:
Hold on. You were a foodie?

Doug Smith:
Foodie man with food and beverage.

Beach:
So did you have your own podcast or did you have a blog you did?

Doug Smith:
No, man, I was turning steaks cooking over fire before podcasts were a thing

Darin:
Before it was cool?

Doug Smith:
Yeah.

Darin:
When I was at Heartland Express when we were trying to fill dispatch roles, right? Operations, the guys in the trenches, dispatching trucks, brutal, busy, just a hell of a job to have. We found people transitioning from the restaurant business.

Doug Smith:
<affirmative>

Darin:
we'e fantastic at it because they thought it was slow and simple and methodical. I mean, yeah, you gotta be a different breed to be in restaurant.

Doug Smith:
I'll tell anybody and I'll look at this, I think everybody, it's the old adage, I think everybody should work in the restaurant business for at least six months and understand what it's like to serve, to cook, to be under that. But when we are looking to fill positions in our recruiters, I tend to be biased and lean a little bit towards those that were in the hospitality business. Just because you have to naturally be good at sales, you have to naturally be good at customer service. You have to like people. Well maybe you don't have to like people, but you gotta look like you like people.

Darin:
You have to fake it

Doug Smith:
and put that smile on and go to work. And we've had a lot of great successful recruiters here over the year and a half, almost two years that I've been here. And a few that I've hired have had that restaurant experience and they've turned out to be great.

Beach:
I had to tell you, so you may not know this about me, but I had, this is a long time ago, and I created a, I was gonna be a podcast, not podcast, a food blog guy. And it was called Matt Eats Chatt. And I go this different and I do a food review and all this and everything else. Well, I came up some buddies of mine from high school I hadn't seen forever. And we show up and one of 'em just looks me up and down, but one of the guy goes, So how's Matt Eats chat going? And the other guy who was just your typical true best friend goes, Matt Eats Chatt, you look like Matt ate Chatt<laugh>, My God.

Darin:
<laugh>.

Beach:
And it was at that moment I went, I'm done.

Darin:
Yeah, that be a bad career choice

Beach:
And I lost 45 pounds. That was bad. It was a moment in my life where, And you just needed that one person to say that. I didn't eat. We were at Fremont Tavern. I didn't eat nothing. I didn't eat a burger, I didn't have anything. I was just like, I'm done. Thank you.

Doug Smith:
Fantastic.

Darin:
<laugh>,

Doug Smith:
I'm good.

Beach:
Oh yeah. So anyway. So how long? Five and a half years at Covenant. What'd you do before recruiting though? I don't remember. Was it in the marketing side or what was it?

Doug Smith:
So I was actually recruited to come in. A guy that used to be, he was over continuous improvement or process management, process improvement was a previous customer of mine. I used to sell e-learning and training sessions and he happened to be one of my customers and we stayed in touch over the years and he wound up calling me and said, Hey, we have identified a gap at Covenant to be able to come in and build and stand up a corporate training department. So I didn't do anything with our professional drivers, but I did with our inside staff, our corporate shop and so on. But I worked in that and then there was a little bit of a transition with our communications team and I was asked, Hey Doug, until we figure this out, would you mind keeping an eye on our communications team? And up until about two weeks ago, that lasted for about three years and I kept an eye on 'em.
And side corporate communications also have done a lot with what we've branded as Covenant in the community which is our community service. And going out serving opportunities, whether it's at the food bank or working with junior achievement in our schools, different food drives that we do. And then also just activities American Heart Association, different things like that. So I've worn a lot of hats here over the last few weeks. We've had some rearranging all good things that is gonna allow me to really focus on our student recruiting program, our school partnerships, and being able to just continue to do what we can to meet the need of Covenant and Landair in this crazy freight market continues to roll on down the road.

Beach:
I know you love to read books. How many books you think you read a year?

Doug Smith:
A year? I do four or five a month.

Darin:
Oh wow.

Doug Smith:
Yeah, I mean, I'm an audio book guy, so I go through Audible quite extensively. But there's always the perennial favorites. Right?

Beach:
I would love to be an audible voice for one of your books. Just be listened to it all of a sudden. I know that voice. I know that voice.

Doug Smith:
Yeah, you could probably do that.

Beach:
He opened the door <laugh>.

Darin:
Okay. Maybe not,

Beach:
What's up?

Darin:
I'm not an audible guy. I don't have the attention span. If I don't have that thing in front of me, I have to on, I wouldn't retain anything I don't think through Audible.

Beach:
No, I've, no, I like audibles, especially on the long trip. Plug it in and go. Yeah, I

Doug Smith:
Love it. So I've got a 45 minute commute and so I, I'll get an hour and a half of a book every day, listen to it on one and a half or 1.7 speed. And I could blow through an hour of the book in about 40 minutes. But if I do find a book that I like will buy the copy and then I will read it and do the same thing there. And I'll find

Darin:
After you've done the audible

Doug Smith:
Yeah.

Darin:
And you read it again.

Doug Smith:
Absolutely. Absolutely.

Beach:
What's a good book right now, if you had say, I know this is on the spot, but one good book for let's say someone in the recruiting, truck driving industry, trucking, whatever. I mean, just what's a one that you said This one would definitely help you out.
And if you say Seven Habits

Doug Smith:
Seven Habits of Highly Effective People,

Beach:
No.

Doug Smith:
It's not a Covey book and it's not Jim Collins Good to Great. It's actually, it's a book, It's John Acuff's brand new book. It came out earlier this year, late last year called Soundtracks. And the basis of the book is how when we listen, we're listening to the radio or something, or Spotify and a song comes on, you can go back to that moment and you just have these memories that come up, whether it's high school, college, previous job, relationships, whatever. And so that's the soundtrack. And so what I found it applicable here is when I'm talking with our recruiters, is when they hear the same thing from a driver that soundtrack clicks in of, oh gosh, here we go again. They're gonna want this, they're gonna want that. And the whole thing is you, you've gotta scratch the record and you've gotta change how you approach that thought. You've gotta change that from a negative soundtrack to a positive soundtrack. This looks like a person that I might be able to help. This sounds like someone that could benefit from the trucking industry or could just benefit from coming to work at Covenant. So changing the soundtracks in our lives. But it's a book by John Acuff and that's the book that I would recommend right now that comes to mind.

Darin:
We all met John, right? Two years ago. Was he at the featured speaker at the Recruiting & Retention Conference?

Beach:
Yep.

Darin:
Yes?

Doug Smith:
Yeah, He may have been. Yeah, I wasn't there.

Darin:
I think after John, I think John actually may have written a book specific to driver recruiting. Am I thinking of the right guy, Beach?

Beach:
No completely different guy.

Darin:
Oh, glad I could chime in and help then.

Beach:
Yeah, completely do.

Darin:
Yeah, I'll just sit here in silence for the rest. Holler if you guys need anything.

Doug Smith:
Yeah, no, he's written a lot of great books. He wrote a book called Start which is start doing the stuff that you need to do to achieve your goals. And then he also wrote a book, a follow up book to that called Finish and Finish was, you know, you've started doing all the work, What do you gotta do to finish this goal? What do you gotta do to move to the next thing? But he's national based author, and as he's got a, he is a good guy, got a great family and he and I went to school together back years and years ago. But yeah

Darin:
High school or college?

Doug Smith:
College who went to college. So

Darin:
Do you read Ryan Holiday at all.

Doug Smith:
I'm sorry?

Darin:
Do you read Ryan Holiday at all?

Doug Smith:
Nope, the name doesn't sound familiar, no.

Darin:
My son just turned me on him. I'm reading one of his books now.

Doug Smith:
H-O-L-L-I?

Darin:
John Acuff? I thought maybe he was the guy at the Recruiting and Retention conference. Not him?

Beach:
I don't think so. I know who you're talking about now,

Darin:
But it wasn't John Acuff?

Beach:
No. John Acuff was there, but not the different guy.

Darin:
Okay. But John Acuff was there one year?

Beach:
Yeah, Yeah,

Darin:
Yeah. Okay.

Beach:
Yeah, your shirt is making me nervous. I don't know why, but I just feel like if you've got a cup of coffee around or anything, please,

Darin:
Like its gonna fall off or I,

Beach:
No, what It's like, it's a beautiful white shirt.

Doug Smith:
White shirt. Yeah,

Beach:
It's making

Darin:
I'm very careful.

Doug Smith:
I bought a white hoodie <laugh>, and I wore it twice and then I'm walking on Friday night into a restaurant and my wife's like, What is all over the back of your shirt? I'm like, I have no idea. And it's just a nice gray stain. And so we tried all weekend to get the stain out of it, but apparently it was there and I washed it, kind of cooked it in. So yeah, it's now on the bottom of the closet in the corner.

Darin:
Now its a yeah, a yard shirt.

Beach:
I had a white hoodie on. It was, gosh, My wife was like, Hey, what did you have for lunch? You have a hot dog? I was like, Yeah, yeah, she was like, Did it have ketchup on it? I'm like, yeah a little bit. And mustard? Yeah. Yeah. Apparently, you didn't have a paper towel? <laugh, wipes his mouth> I had mustard on the sleeve.

Darin:
Recently? Or were you blogging for Matt Eats Chatt?

Doug Smith:
Matt Eats Hot Dog

Darin:
That the hot dog day on Matt Eats Chatt.

Beach:
Yeah.

Darin:
If we were to go look up Matt Eats Chatt right now, does it still reside out there in the webiverse?

Beach:
You know it's got to, While you're asking him another question, I am going to look.

Darin:
You're gonna look that up.

Doug Smith:
And we're gonna take his word for it. So

Beach:
No, I'm gonna show you that it would be, it's two Ts.

Darin:
Doug what's a day in the life, a day in the work life of Doug Smith look like? Obviously other than the 45 minute commute.

Doug Smith:
I mean,

Darin:
You spend your day talking to schools a lot.

Doug Smith:
I do. I talk to schools, I talk to our drivers a lot of the time. I'm talking to our team and just making sure that they have the tools and that they're getting what they need in order to get drivers scheduled to be able to come in. And those drivers are prepared for what they've gotta do. But yeah, so I'll talk to half a dozen schools a day. I'll talk to probably twice as many drivers that just have a question on something that's going on. Or some reason their call was elevated or escalated up to me. And some of those conversations are pleasant, some of them are not. That goes for the schools too.
But for me, I think the word, and Matt and I have talked about this over the last year and a half is the word for me in anything that we do, whether it's with a driver, whether it was in schools, is a partnership. There's so many carriers out there that just expect for things to be given to them because we're the carrier, because we're this we are right now at the very beginning and moving into a very extraordinary time where the carriers are really gonna have kind of the say so they're in the driver's seat pardon the pun. But I think that that being able to have true partners and that we are there to come alongside our schools and help them be successful and help their staff be successful, help their graduates be successful. But at the same time, they also have to, it's gotta be reciprocal.
They've gotta take ownership and an understanding that we need, we help too. And there's certain things that we need. I don't need people that you're just blowing through a CDL program to come up here and then they fail. Or one thing that I've really focused on over the last few months is having our schools continue the conversation or even begin the conversation that you're not just entering into an industry for another job. You're actually, you're moving into a new lifestyle. Being a trucker is a different lifestyle that people are like, I go drive a truck. Yeah, you probably can, but can you be an OTR trucker? Can you be a team driver? Can you do everything that goes along with it? And so that's where we're looking at the education part on that side. So it lines up with what we've got. And so again, and with the drivers becoming partners with us and understanding that it is a profession. It's not amateur hour. Anybody can, I mean you can get a CDL-A and you can come do the work, but to really come in and be a professional driver, to be safe and for all those things we need, the school's help with that.

Beach:
I found a video, Well, I know, lemme back up. I didn't find a, I found a picture, and it's a picture of this. It is a deep fried moon pie.

Doug Smith:
Deep Fried Moon Pie.

Darin:
Oh Lord. Well, no wonder you weighed 270 pounds <laugh> food blogging, deep fried moon pies,

Doug Smith:
Pride,

Darin:
Who didn't stop you when somebody that's like, Hey Matt, you should't do this.

Beach:
It had cherry like that.

Darin:
I mean, I know you don't have that voice in your head, but So somebody nearby.

Beach:
Well I think you had, Yeah, I think you had the devil one that was like, Do it, doit, eat it all. Then you had the angel on the was like, just do it. Just, just one little bite. <laugh>. Just one.

Darin:
Aw, go ahead and do it. <laugh>. Oh lord. Deep fried moon pie. Well, that's a really good way to end this thing, man. A deep fried moon pie. Doug's got work to do. You've gotta go find your Halloween decorations.

Beach:
I do.

Darin:
I'm probably gonna go home. I don't feel well. It's been a long day

Doug Smith:
and you're struggling.

Beach:
You're gonna go home, which is walk up, stand up and walk out to the left and

Darin:
I'm done. Well, I gotta wait. I might not be wearing pants, so I gotta wait til we're off <laugh>.

Doug Smith:
No, he's gonna walk outside on the front patio and flip the switch and blow up this brand new Halloween blow up thing.

Darin:
My new Halloween decorations.

Beach:
Yeah,

Darin:
<laugh>.

Beach:
Nice.

Darin:
All right. Well, hey Doug, thanks for coming in and playing along. We appreciate it man and have a safe trip this week, and we'll talk to you soon. Everybody else. Thanks for listening. Be safe and keep on trucking.

Beach:
All right, see you guys. Thanks, Doug.

Doug Smith:
Yep. Thank you.