North Park Innovations Takes HVAC into the Digital Tool World

This is straight straight out of Crumpton with your host, Greg Crumpton. Hello, everyone, and welcome to another episode of straight out of Crumpton. I'm Gabby Bar, and I am joined by Mr. Greg Crumpton. Greg, how you today. Gabby, I'm doing great. And for once, this is the second time in one day that I get speak to you before noon. So, we we've had a fun morning, and, appreciate you taking time to to do this recording. I'm excited about today. I've got a a fellow here who I've been friends with for a while now. And, I always reference our relationship age with my body ailment because I was I was incapacitated physically when I met him for the first time. So, looking forward to to diving in and talking about some really cool stuff. With our guest. And why don't you tell us who it is and and, I'll do a drum roll. Well, today's guest is Bill Northrop. He is the CEO of North Park innovations. Bill, how are you doing today? I'm doing great. Thank you. Well, Bill, thank you for taking time. I know you got a busy day. So I appreciate you taking time to talk to us a little bit. And why don't you, before we get too deep, why don't you give us a little bit who Bill is and what Bill does and why Bill does, what Bill does. Okay. That's all a third person. Well, you know, I was introduced, into the HVAC world, in about two thousand and ten. We we owned a company. We we actually owned the company. My wife started the company, stride tool at the time. And, at that time, she bought the Imperial Tools, in the nineteen ninety six. And, so we each had our own businesses, Lori and I started started twenty two businesses since we've been together since nineteen eighty. So we have that in our blood. That good and bad, but that's the way it works. And, so in twenty ten, I came on board with the company And, my real as I looked at things in the HVAC industry, I'm a I'm a kind of guy who likes technology. And so at that time, we decided to go after the digital tool market with the imperial line, and we created the I manifold. And, that was in we started spending money on that around twenty ten. And then we actually launched it in twenty fourteen. We had a we had a big big crew on that job, and we spent a lot of money and and, it it's a very successful product. Fast forward twenty sixteen. We spun off the, stride tool company, the name. We spun off and to a world, and Also during that time, we bought a a small company that made HVAC and electrical trainers, training equipment. And, so we had the training equipment. We had the eye manifold, and we spun all the rest of the company off. It was fairly good sized company at that time. And then we moved everything to our little town in our building here in Ellingtonville, New York. And, now we, we build, training equipment for the, technical trades both electrical HVAC. We bought. Last year, we bought a company that does cybersecurity, IT, and green energy to name a few of the products. So, We're in a for the first time really in our lives, we are at the perfect inflection point between the trades and the demand for skilled workers. And, it's very exciting. So How's that one? That that's the heck of a story. And having listened to that monologue, I think that there's no wonder that we're friends because there's HVAC. They're technology. There's entrepreneur, psycho psych psychoticism. If that's even a word, I haven't done twenty two business, but I've been involved in a few. And then, you know, Bill, one one thing that that we all share, is the the trade. You know, how how do we help the industries, plural flourish, and how do we help people that will be in those industries, you know, personally advance their careers and and their lives. So it's just a great freaking intersection. You know, I guess if I was Kamala Harris, I would do a VIN diagram right now and showed me and you and Laurie the middle, but I will I will not I will not do that. But, it's just fun, you know, getting to work with with folks and getting to share ideas, with people that have so many similar interests you know, to advance what we're what we're all about. And, I appreciate what you what you and and what you both do. Is it's rare that I say Bill without saying Bill and Laurie. So That that's right. You know, you know, it's and and That that to me is a heck of a compliment because y'all are, y'all are a dynamic duo, but just really fun stuff that y'all do, and I appreciate it. You know, I think about freaking Imperial tools and how many, of those tools I've held in my hand utilized bought, you know, bought for other people. It's just it's just a great, great, story. But Yeah. So thank you for that. Looked great. Gappy, when when Bill said Erika Bill, you nodded your head. Do you know where that is? I actually that was me nodding my head because I initially heard him differently, and I thought he had said ellenville, New York. And that's where my parents were when I was Oh, really? Okay. Yeah. That's That's eastern New York. We're in Ellecoteville, and that's just fifty miles south of Buffalo in the hills. So it's Okay. My It's a really cool city. I've been there twice, and I say city. It's Yeah. It's a town. It's it's the town, and and and you go there intentionally. You don't happen through there. And but it's really it's it's just a a very cool place. So, alright. So I wanna I think I wanna dive in, Bill, and talk about the training and trainers both physically pieces of equipment and people, that you guys work in and around and with. And what that means. What is a what is a electrical or what is an HVAC trainer to those who don't know. And for those who have never been to LA control. We have a little shop, and, we we build equipment. Typically, we would take a piece of real world HVAC equipment. Let's say, example would be a mini split. And we take that mini split and and we take the internals out of it. We set them to the side of the condensing unit And then we put a high wall unit up. We'll put a cassette unit. So, basically, we'd take apart the equipment expose everything, and we have a particular sight glass that we manufacture so you can see the phase changes of the refrigerant as it goes through the evaporator, the condenser. Along with that, we have, digital tools that we have on the device. We're just launching a digital tool set, which is a tablet with an application, and then we have a uh-uh Bluetooth probes. Also have a a Bluetooth multimeter. So then you can characterize, the system as it's running in real time and the student is able to understand sub cooling super heat and all the details that are important for an HVAC technician. The other piece we do, we have this electrical this line of trainers We have a particular we call it the ninety two forty. It's a it's a card trainer. We call it card trainer. It comes with thirty six cards. And each one of those cards has an electrical device, which is typical on virtually all and many air conditioning systems. And Greg, you know that We all know that to be a good HVAC technician, you must be a good electrician. And and the that particular model that we make is a very, robust system, and we have a very robust curriculum that goes with it. A lot of it came out of the United Associates, which is one of our great partners where the the thing about those guys is they're on fire about knowledge and training. So we've been, privileged to work with them. And, we worked, Oh, for many years with them now. And, so the a lot of a lot of that particular trainer came from from, there there was a guy who was part of that who actually developed that trainer in a separate business, and we bought that business. Really, what what we're doing, Bill, is you're you're manufacturing training devices so that when students are in technical school or union apprenticeship, they have the ability to do hands on training in a safe environment. Yep. Yep. And and it's and it demonstrates to them, real world operation, and, you know, really, it's all about understanding how systems work. And it it doesn't it does a good job of doing that along with the curriculum. Right? You've you've gotta have both pieces of it. So, we're we're fortunate. We have we have a lot of that covered. Well, to quote Jerry Maguire movie, you had me at vapor compression. There you go. Yeah. Yes. It's fun. I I love the fact. Well, I love the fact that, you know, having having looked at your pieces of equipment many times now and and played with them, they're they're solid. They're they're the real deal and it allows students to learn, you know, complicated systems. And and I think about for for those of you who can't envision what this look looks like, you know, it's a it's a physical thing. Must double more about the I don't know, the size of a refrigerator think that in your head, and it's an exploded view of the whole air conditioning system with with plexiglass and and with different ways to allow you to see the equipment working and cooling. Now, Bill, one one, you know, common theme that that you and I and and Laurie and everybody else in my world talk about is getting people excited about being in the in the trades, you know, from a How do you how do you talk to a seventeen year old young lady, who doesn't know what she wants to do with her life about becoming an electrician or becoming an air conditioning tech. And I think, you know, And I think you and I talked about this the last time, I was up and, we were at the I think we were at the great Mexican restaurant with the dogs. And we were talking about how to, how to get the younger child excited about the industry. And, you know, part of that is through technology. I'm using, like, we were talk, in fact, you and I were playing around with the Bluetooth probe and, you know, trying to to connect a younger generation who is digitally native, as a human, into our world of air conditioning, which has been around and will be around for a long time. Because it's physics, you know, we can dress it up and we can make it dance to a different song. But vapor compression, is vapor compression. You can't change physics. So I I love the the, I guess, the combination of of the new and the old, meaning new being everything digitized. How how did you guys think through development of new pieces of equipment, and where do you generate your new ideas for training that do facilitate the the hardcore science because, you know, refrigerant, four fifty four b boils off at this temperature and condenses back at this temperature. So you have that. But how do you take that mindset and parlay that over into a tool or a a theory that gets young people excited about learning it? We're very fortunate to have a very nice, relationship with EscO. K? And, ESco is the organization that had come together over the last I don't know Greg, how many years do you think they've been at it? Ten years or fifteen or more? Maybe fifty. And and and they put together a group of of, they do a annual convention of HVAC instructors. And we get a lot of ideas from the HVAC instructors. They say, what about this? What about that? I wanna teach that. So we get some great input from those folks. And, Another example is we we bought the, building management. BAS training line from a guy by name of John Vietti. John Vietti is a just sharp as attack. Building management guru, I'd say. And he has put together he put together a line of trainers, and and we bought that from him, and he works with us continually. And, so I would say between guys that already have product out there that we can take and really make it mainstream, make it industrialize it, I would say. And then, the the instructors and teachers, the market contractors that come to us and say, hey, you know, how about something that would do this? And then we start thinking about it. We've got some really sharp people in the shop, that put these things together for us. And I'd say that's how we come up with it. You know who one of the coolest people is in your shop is the lady who I met that does, like, most of the finish work. And I'm drawing a blank on her name, but she was barely working Oh, it'd be Mindy. Yeah. I yeah. Oh, she's great. She's she's been with us, and I have so funny She is on fire about quality. I wanna you know, I'll send something out. Hey. Get that out of here. No way is it going on unless it's right. She is she is grim. I I think that that so and my brain's swirling because I got a lot of stuff I wanna ask you, but I just I love the fact that she gets the the detail because I love details, probably to a a fault if you have some people. But I don't ask them. But I just I love the fact that that she is, like, I don't know. Like, she's the QA and q c cop, you know, I just Yeah. I betcha. Great. We we we've talked about this before the three of us. I think we talked about it at dinner that night was how do we blend, augmented reality into physical hands on training. How does that equate to a a guy or a young lady learning something in the class, either using real or automated tools on real or and or automated equipment, and how does that blend into, you know, everything we all are hearing right now. So today, I'll date this as eight eight twenty twenty three. Everything that you go in right now and look at on the internet around technology is going to have the fancy word, if I can quote, a famous person, of AI. And AI it's not, you know, obviously, it's not something new. It's been around. It's just it's now democratized so we can all at, you know, have access to it. So I'm thinking, like, all the time, like, how do we keep the fundamentals of vapor compression, and I've used that term three times. That is refrigerant gas being pumped through a system that makes cold air in your house or your office. And how do you keep that fundamental science moving forward with around and the health of digital VR AR training units like you have, which are so vital, the hands on piece. I just love trying to figure out how to blend that into a hybrid learning environment. What what do y'all think about, Bill, when you're sitting around the coffee table there? Having a a cup of earl gray tea as Lori would. How how do y'all have that conversation about blending what's coming, what's here, and the fundamental course of learning, you know, like science, which is what air conditioning is. Yeah. It really is. It, you know, I believe where it's going. There's there's machine learning and there's AI. Right? AI, we hear everybody saying about when is it going to reach, the ability to be what do they call it? A sentient have it have a consciousness of its own. And, you know, this week, I don't think we're quite there, and I don't know is I'll be alive when it'll be all the way there, but machine learning is here now. And I think what we're doing is with our acquisition of data in real time off the equipment. And then you take that data and you integrate it in animation, real life animation. This is where we are going as a company So every one of our trainers ultimately will have a digital twin for lack of a better term. And so you will see it as it operates. You'll see it real time. You will see it on the screen, and you'll also feel it when you touch It'll be hot or cold. And that's very in my book. That's very important to have both dimensions. Right? Because we we must have a foot in the physical world if we're gonna work on physical things. So that that that connectivity in my view is where we're going. And, we're going to be doing a lot of that over the next months so that you will look at that trainer, then you will look at our tablet, and it'll be a perfect representation of that trainer, and you'll see the data on the tablet of what's coming off that trainer. And and again, that just keeps the excitement going at least for me. It does because I like technology, and I like physics and I like mechanics. So that Well, I think that's, You know, I was thinking about this while I go before we got on the call. When we were up there, last, and we were messing around with that newest piece of equipment. And I was playing with the fan speed. Right. You know, you said that we haven't even gotten to AI at a level where it has systems or or, a personality of its own or whatever they say sent in. I could isn't it, yeah. Well, Gabby, now she's shaking her head. There you go, Gabby. She's confirming that. Yeah. It's I mean, help. All people haven't even gotten So I think that what's really unique is the ability for us to use our senses as humans and and kinda blend that in with what technology, you know, I mean, that's what critical thinking is is taking many, many inputs and and kinda synthesizing that and coming up with a plausible out Oh, boy. And You know, I I think physical touch is a a piece of that. Yeah. Listening, touching, smelling. All of that is incredibly important for a person who is, you know, walking up to a system and they don't know anything about it because they gotta call at three in the morning, because the system went down, and they gotta keep the computer chip plant going. Right? And so, okay, I show up. First thing I'm gonna do is touch and smell and listen. And then you put your digital tools on, and then you get the data. Now, of course, many of these systems already have data acquisition, and so you can access it in that regard. While all of us kids are on the planet here, I think we're gonna keep using all our senses in, certainly in this job. In this in the technical trades? About a month ago, my RV got hit by lightning. And, boy. It it cooked it cooked a bunch of stuff. And so I'm out there with the mobile service tech who who has turned out to be just a really great guy. Cool. And the company. But so we were we were troubleshooting the electrical system, and it took two of us because it's a forty foot long piece of equipment. And it was amazing to me that after we used our digital gauges, and our our digital meters and everything digital. When when, Todd opened the junction box, which house a power relay. You could smell it. The first thing that he and I both looked at each other and said that relay is burning. Because you could right? And, you know, to your point of of walking up to a piece of equipment, whether it's a computer in the data room, or whether it's, air conditioning, piece of equipment on the roof of a building, you do use your your sense of smell and you're hearing, you know, you can hear when a bearing changes pitch. And there's a really cool company right now that that I've partnered with on some trial basis, doing some fun stuff with called discovery sound technology. And, what what those guys do, Brett, Shaw is the guy that runs that company, and they take digital, sound waves for lack of a better word, they listen to noises that the equipment makes And you can baseline that equipment. Like, if you start up a fan motor today, brand new, it it looks like, you know, this on a oscilloscope electrically, but it's got a sound, profile as well. Yep. And what these guys are doing is making sound a way of predictive maintenance just like we do with meters and vibration analysis and what have you. Yep. So it's really cool that we're using an in the enhanced version of our ear as a predictive tool. So I I and what that means to me, Bill, is the the people that are so critical to our trades into our life, I I just can't help but think of how much, you know, for lack of a better word, fun that their careers are gonna be because of these enhanced tools. Oh. It's just really, really a great time to be in the training world. With young people, and I'm so excited for them because there there's so many people that are you you said somebody was on fire while, oh, mindy was on fire. There's a lot of young folks that are on fire about what we're doing, in the skilled trades world, that don't even know half the fun stuff awaiting them yet. No. Yes. It's that's the beauty, you know, in our business, that's the real fun of, we all are learning every day something new. And then we work with young people that are are learning. It is just a it's a it's a great thing. You know, you never Stop learning. Well, if you do, you just stopped, period. So That's exactly it. Yep. Not good. No. So Gavin, I mean, I'm I'm interested in your take on this. And and, Bill, Gabby is our resident, twenty something who who helps me understand, how different things affect younger generations. Gabby, how do you think that people that are learning or want or have a inclination to learn about air conditioning or about electrical or plumbing. How do you tie in your world, which is a lot of of electronic based learning. How do you tie that into a physical using a a digital meter to read electric voltage? How how does that work in your brain? How you've got younger sisters, and I'm trying to recruit them to be air conditioning infections, as you know. So, how does that affect you? Or what how how does that land on your ears? That's that's a good question. I think for me, personally when kind of thinking about that, I think that, as far as electronics go, They all have their own I mean, obviously, they're all made up of different parts. They all have different jobs. But I think, like, component wise, when you have a really good understanding of electronics of the digital world. It makes it a lot easier to learn a new piece. And so I think because of that, it's one of those things where for me and probably a lot of other people in my generation moving things in the world, whether it's in the HVAC industry or really in any industry, having more digitalized electronic type, tools that are being used, it's just I feel like comprehension wise and, like, utilization wise, it kind of clicked better because it's it's a process that we're familiar with, even if it's a different device and it's something that we've never seen before. It's still we can relate it back to, oh, this is this is digital. This does this. This is similar to, you know, my phone doing this or something along those lines because that is the product and the lifestyle type that we are used to working with and we're familiar with. So I think, honestly, I think it makes it it's almost more comforting to know that there's like a level of familiarity, even if it is something that's new, it's a tool that's new. I think just the fact that basic component wise, it can be broken down to an electronic device. It there is a level of familiarity in it that is intriguing when it comes to me and then my generation. So being digitally native it's just a natural flow to go into a learning environment that that supported that way. That that makes sense. You know, What what I think about a lot is, how many you know, we we in fact, this morning, you and I talked about the different generations that we all work with. And, having having such a a wide age range within the workforce is is pretty exciting because, you know, like, Bill and I are not young. But we're both still very one of us is younger than the other one, but I won't tell you who's who. That's easy. Greg is a young man compared to me. But but we're both still very, you know, in tune with technology, and we want to push that technical envelope. And, yeah, there's forty year olds who don't give a darn about anything digital. So my concern and and it's more of a personal level, for them, is, let's just say theoretically, they've got twenty eight more years to work. If you're forty years old or whatever, their magic number is to get out. But You can't you can't escape it and be at the top of your game if you're not embracing technology right now, in darn near any field, not just our field. Every So I'm everyone. So, you know, Bill, I think about and I I know some of these people, you know, not just work people, but just in general, like, people. I just don't understand the hesitancy, because there's so many ways to learn right now. Most everybody seems to be able to do Facebook And if you can do Facebook, you can do YouTube, you can learn. Oh, boy. Oh, boy. So I I don't get And and and I'm not casting stones. I simply don't understand why a human would choose not to want to get better at their craft, even if their craft is temporary. Maybe they're doing this to get through you know, a a a bad situation in a personal life or whatever. I don't understand how you cannot embrace technology to help you advance your career or your place in life. So Yeah. I I know that's a rhetorical question that that won't be answered here today. But, one of the main things we need to do to bring those folks on board is make it less complicated make it simple flow. If you've looked at technology from when I started to now it's been incredible how how they have made it much more intuitive to the way a human brain works. And, you'll always get the people who are what do they come? Ledites? Oh, there's a there's a word for people who don't wanna learn. There'll there'll be always those people. We can't do anything about it, but the ones that we can spark and, get them excited. Those are the ones that we can really, and there's many of them. Right? Most people are like that. Most people wanna get to work. They wanna do something meaningful. You know? The money when when you look at what's important for a job, money is important, but it's not the top. So you you've gotta have that culture of, in an organization, at least my experience is that you've gotta make it so people most of the time wanna show up for work because it's they enjoy it. They're learning. They're they're, they see themselves as progressing. So Yeah. You know, well, I I've quoted this a couple of times now. That that book by Eberstadt that that, Mike Rowe introduced us to on a on a podcast that he and, Dave Ramsey did together on on the the big glut of men of working age that have chosen not to work right now. Like, somewhere between eleven and fourteen million working age men that have decided not to work, they're not showing the, they're not showing the unemployment numbers. They're showing the job participation job participation rate number, which our government forgets to report because they wanna drive the the numbers, in the right way of unemployment. Right. But there's the eleven fourteen, you know, has a a lot of people to be in the in the fudge factor. But how do we engage people that have chosen to sit on the sideline and not have a job. How do you engage a crowd like that to get excited about anything, but especially something that we could help train them for educate them where they could have a a longer career, a more enjoyable career. And the book, he talks about it, Eberstadt talks about they want three things. Most people, they want a decent salary, as you said. It's not the number one thing, but they wanna They want a job with decent salary, decent benefits. And the two other big things are they wanna work for a good boss. They're not concerned. Would that boss be a younger or of a different, gender? And they wanna do meaningful work. Right. You know, those are the three things. And I just I wish we could expose more people to understanding that what we do is so damn cool, that you know, just think about electrical or think about mechanical. There's so many different veins that you can go into in those jobs, if you're a of a a person who wants to excel, you you can just there there's a million different ways to go. And I just wish we could communicate that better. You know, when when every when we all grow up in our lives, you know, some of the have had the benefit of encouragement and, and somebody to show us the way Lot of folks and probably a good many of those folks in that fifteen million mark never did. And they were shut down early. And, if you can figure out a way of of getting them to understand that, hey. There there is a a a group of people who enjoy what they do and they're very supportive, and you can join that cadre, of people that that, do some cool things and have made a wonderful life for themselves. So you know, it's easy to say hard to do. Right? We we, we're working with a a company. Quite a few companies where where we're we're putting together some trailers. We will be, and they there have been where those trailers then they go into to, you know, urban centers and places where people don't have any of that. And you and and they're starting to show them a path. And that's one way that, we see some, you know, becoming very effective. And, that's just one example of what we've seen and how that's changing a bit. You know, there's there's just so many people who never had the exposure. So more we can get that going out there, and people can see, oh, I can do that. The better. And and there's there's some groups that are doing a good job of it. And and, we're we're certainly supporting them. So it's a it's an interesting conundrum for sure. The this society that we live in wants quick answers for a lot of stuff. Yeah. And this is not a quickly solved, problem. This is a a generational problem. And, but it's, you know, people all I get this question a lot. Well, how how do you solve the skilled trades problem? And it's one darn person at a time, and it's one person like Bill, one person like Laurie, one person like Greg, or one person like Gabby that knows somebody that's looking for something. Yes. They don't know what yet, but you can guide them toward looking into a career. And I think if if more people exposed and made aware these opportunities for people who are searching, and we all know them. You know? It's the kid at church. It's the crazy cousin, it's whatever. We all have those people who don't know exactly what they want to do. They're smart. They're they're hardworking. There there are a lot of great things, but they're underexposed to what lies out there and wait, for them because they don't have a four year degree, some people feel like they can't do squat. Well, there's a whole lot more squat getting done nowadays without a degree and people are understanding that more and more and more, but it is hand to hand gorilla combat. Well, you're you're gonna like this latest. Concept I'd come up with. And and I'm sure other, you know, the minute any one person has an idea on the planet, usually a hundred have that same idea at the same time. It's unbelievable. Right. So I, you know, The four year degree. Right? When I was going to high school, the guidance counselor pointed me to a four year degree And if I wanted to go to a technical school and I was on the short bus, wasn't I? I was a I was a lesser. That's where You didn't wanna send the smart people there. But, of course, we all know the smartest people are there. So I've been talking to a local university here, and I've been I wrote up a paper. I'll share it with you. Whereby we blend now get this. It's the, the, all the, term of of a of a school liberal arts. K? You think of liberal arts and you think, oh my god. That is the antithesis of the trades, isn't it? But in fact, the trades need that which the liberal arts can bring and vice versa. So my idea is, and I've talked to a university. We're gonna have a meeting here in a couple of weeks, whereby we create a we create a, a type of school, an offshoot, where they learn the liberal arts, which which are accounting, business management, math, marketing, Okay? And they the students who go to this program are are gonna wanna be business owners and or executives. Okay? So the idea is they get the liberal arts education. At the same time, they're getting the educational education of the technical trades. And literally the same people in the morning do one, and then they go in the afternoon and do the other. And and Yeah. I love that. It it's time now. And, again, the Liberal Arts have a lot to bring. The technical trades have a lot to bring. And by doing this, number one, I believe we can reduce the cost of liberal arts because the student will will do some internships where they're making twenty bucks an hour. Right? At at local businesses where they actually need people. So and and I think that combined, knowledge will go a long way. And then you can't say you're either this or you're that. You're a complete individual. Alright. So back to great people, have great ideas at the same time. So, there's a young man in in Phoenix owns a company called Windy City Equipment. His name's Josh Zolan. Okay. He's an author of a book called Blue is the new White check him out. Everybody goes Josh over there. But Josh is doing something right now that I find very interesting He's soliciting feedback from a lot of people in the trades about what else they need. Is that understanding accounting better. Is that understanding profit? Yes. Is it understanding HR is an understanding marketing? And the very simple, evaluation that that he's offering people fill out. But I cannot wait to see the results of that, of that study to see if what I think is going to be true is true. And I equate it back when I went to a a college at night to learn accounting. Exactly. I I wasn't going for a degree. I really wasn't. Because I knew I didn't have the the core curriculum, but I needed to understand accounting at a level to where I could first of all, be a project manager and understand my my projects that I was selling and managing for another company. But then to move into a business ownership role, I had to know the basics of financial accounting. And, I didn't I didn't have to have a degree. I just needed to learn. Exactly. And that to me is what you're describing, but in a more accredited way. Yeah. And and and that's why, you know, we get a university. It's a local university. We're talking to near us. And, we don't I've I've talked with some some of the, people who have vision over there and they're putting together the meeting with the, you know, with the president and and all the Dean's and that to me will create a totally new reality for both sides. And and, you know, you wanna be a business owner, you wanna be an executive, then then this is the path. And you, you know, again, who doesn't think that marketing for an HVAC contractor is important. You know? It's like, are you kidding me? And just as you said, you must understand the financial sheet. So, hospitality HVAC. Think of that. So with there's two ski areas in our town. They're big ski area. Well, one of them is a big one. And and we're we're thinking of doing a hospitality course, but wouldn't they like to know and understand the basics of HVAC, how does it work? Because think about how many vapor cycles are in that. So Well, think about the number one complaint of businesses or any hotel is human comfort. And you gotta have a basic understanding of human comfort conditioning if you're gonna run a hotel and ski resort. Oh, buddy. Yeah. So that's exciting. You know, we're we're talking about hospitality, HVAC, beer making. I mean, Think about it. All that stuff that Will it know about the same? Yeah. It's all the same thing, isn't it? Yeah. So well, Bill, I look forward to you keeping us tuned in on on that. We're we're running up on our time here. So I wanna I wanna start putting a bow on this. You bet. Man, there's there's I I know that we could and we do talk often about this stuff, and I know we could go for another two hours here. But, in in respect of you and your appointment and and Gabby always has a hot date at lunchtime. Always trying to we're always trying to watch Clark, but I I just wanted to say thank you for taking time and and, sharing a little bit of your vision, a little bit of your history, and kinda where you're going with, your whole program, you know, Norfolk, has such a wide and deep breadth of training and So where where would people go to find out more about what you talk about and what you believe in soheartedly? What what the best website to find you? Well, I connect training is is the one in I connect training. Yep. So it I c o n n e c t t r a I n I n g dot com. And then the other one is markcraft dot com. That's m a r c r a f t. Dot com. And that's where we have the green energy and we have the cyber security. We didn't talk much about cyber security and HVAC, but That's coming on strong. That everybody. Yeah. Yeah. Everybody needs to have a little piece of that understanding. So Absolutely right. Yeah. That's something that we're working on at at our shop. So maybe we can talk about that phase too. There you go. Yeah. You know, from there. But well, thank you so much, Bill. Gabby, you wanna take us to the house. Yeah. Well, thank you, Bill, again, for joining us, and everyone. Thank you so much for tuning in for another episode of straight out of Crumpton. For more episodes like this, make sure to go to Apple or Spotify podcasts and subscribe. And don't forget to check out Greg crumpton dot com for all of your Greg Chrompton content.