In Episode 32 of the Killer Growth Podcast, Samuel McVay sits down with Matt Carselowey of Walnut Valley Packing to explore the meat processing industry and what it takes to build a vertically integrated brand in rural Kansas. Matt's entrepreneurial journey began at just 10 years old, when he was selling pork at farmers markets alongside his dad and grandfather. The real inflection point came in 2004 when his father purchased a struggling processing plant in El Dorado. Matt pivoted from plans to attend Kansas State University to dive headfirst into meat packing—a decision that revealed just how capital-intensive the business truly is. From boning out beef and cleaning floors to eventually stepping into leadership, Matt shares the lessons learned along the way, including why controlling the entire supply chain (from live animals to retail) is critical to profitability. His story offers a masterclass in building a family business in a traditional agricultural space, understanding operational costs, and finding product-market fit at farmers markets before scaling.
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» What's up guys? Sam McVey here with the » What's up guys? Sam McVey here with the Killer Growth podcast and today I have Killer Growth podcast and today I have Killer Growth podcast and today I have Matt Carcullaway. Carellari. Matt Carcullaway. Carellari. Matt Carcullaway. Carellari. » Carcellari. Gosh dang it. We were just » Carcellari. Gosh dang it. We were just » Carcellari. Gosh dang it. We were just talking about this. talking about this. talking about this. » It would be weird if you got it right. I » It would be weird if you got it right. I » It would be weird if you got it right. I know, know, know, » right? So, » right? So, » right? So, » say it one more time. » say it one more time. » say it one more time. » Carcellari. » Carcellari. » Carcellari. » Carellari. Carellari. I'll forget it » Carellari. Carellari. I'll forget it » Carellari. Carellari. I'll forget it pretty quickly, but because I've always pretty quickly, but because I've always pretty quickly, but because I've always said it the other way, said it the other way, said it the other way, » right? » right? » right? » Uh uh with Walnut Valley Packing. So, » Uh uh with Walnut Valley Packing. So, » Uh uh with Walnut Valley Packing. So, thanks for being here. thanks for being here. thanks for being here. » Absolutely. » Absolutely. » Absolutely. » Yeah. Um so, we'll you've you've » Yeah. Um so, we'll you've you've » Yeah. Um so, we'll you've you've listened to the podcast. We've talked listened to the podcast. We've talked listened to the podcast. We've talked about that. about that. about that. » Yeah. I've actually listened to every » Yeah. I've actually listened to every » Yeah. I've actually listened to every episode. episode. episode. » Every episode I've listened to. So, so » Every episode I've listened to. So, so » Every episode I've listened to. So, so that's enjoyed it. That's impressive. that's enjoyed it. That's impressive. that's enjoyed it. That's impressive. » I don't know what I have to offer here, » I don't know what I have to offer here, » I don't know what I have to offer here, but uh but you have a story and you're but uh but you have a story and you're but uh but you have a story and you're in an industry we've not uh talked in an industry we've not uh talked in an industry we've not uh talked about, right? And so, you know, that's about, right? And so, you know, that's about, right? And so, you know, that's the diversity of this podcast is a the diversity of this podcast is a the diversity of this podcast is a common theme we hear about. I love how common theme we hear about. I love how common theme we hear about. I love how diverse it is and it is very diverse. Um diverse it is and it is very diverse. Um diverse it is and it is very diverse. Um so, I think the best part of this will so, I think the best part of this will so, I think the best part of this will be we all get to understand the packing be we all get to understand the packing be we all get to understand the packing industry a little bit better. industry a little bit better. industry a little bit better. » Sure. » Sure. » Sure. » Um and your story deserves to be told. » Um and your story deserves to be told. » Um and your story deserves to be told. So, uh let's hear uh your story. uh So, uh let's hear uh your story. uh So, uh let's hear uh your story. uh college through you know the deal, college through you know the deal, college through you know the deal, » right? So, I'm actually going to go » right? So, I'm actually going to go » right? So, I'm actually going to go against the grain there and take it against the grain there and take it against the grain there and take it back. back. back. » Do whatever you want » Do whatever you want » Do whatever you want » and take it back just a little further. » and take it back just a little further. » and take it back just a little further. So, uh So, uh So, uh » I'll allow it. » I'll allow it. » I'll allow it. » Right. Uh grew up on a hog farm uh and » Right. Uh grew up on a hog farm uh and » Right. Uh grew up on a hog farm uh and we uh would take our hogs to another we uh would take our hogs to another we uh would take our hogs to another processor and then we would go to a processor and then we would go to a processor and then we would go to a farmer and art market in Witchaw and farmer and art market in Witchaw and farmer and art market in Witchaw and sell our product. So, grade school sell our product. So, grade school sell our product. So, grade school I was out there selling meat. It was I was out there selling meat. It was I was out there selling meat. It was under the name H Heartland Country Meats under the name H Heartland Country Meats under the name H Heartland Country Meats at that time, but uh so it' be uh my at that time, but uh so it' be uh my at that time, but uh so it' be uh my dad, grandpa, and I. And that's really dad, grandpa, and I. And that's really dad, grandpa, and I. And that's really where kind of the foundation for a lot where kind of the foundation for a lot where kind of the foundation for a lot of meat knowledge and stuff came from. of meat knowledge and stuff came from. of meat knowledge and stuff came from. Like I' i've been selling meat for Like I' i've been selling meat for Like I' i've been selling meat for quite a while. quite a while. quite a while. » Um how old were you then? » Um how old were you then? » Um how old were you then? » Oh, I remember back in, you know, I I » Oh, I remember back in, you know, I I » Oh, I remember back in, you know, I I believe like fifth grade, so being like believe like fifth grade, so being like believe like fifth grade, so being like 10 years old, 10 years old, 10 years old, » going to farmer markets and resell » going to farmer markets and resell » going to farmer markets and reselling our pork. reselling our pork. reselling our pork. » That's awesome. So, uh, anyways, so my » That's awesome. So, uh, anyways, so my » That's awesome. So, uh, anyways, so my dad had the, uh, uh, live side of dad had the, uh, uh, live side of dad had the, uh, uh, live side of things. He had it processed and then he things. He had it processed and then he things. He had it processed and then he would go sell. So, you know, didn't would go sell. So, you know, didn't would go sell. So, you know, didn't control that middle part. Be like, control that middle part. Be like, control that middle part. Be like, "Okay, well, quite a bit of our money is "Okay, well, quite a bit of our money is "Okay, well, quite a bit of our money is going to that middle part." You know, going to that middle part." You know, going to that middle part." You know, how do I get into uh, you know, the how do I get into uh, you know, the how do I get into uh, you know, the packing side of things. So, he looked at packing side of things. So, he looked at packing side of things. So, he looked at uh, me packing plants around Kansas for uh, me packing plants around Kansas for uh, me packing plants around Kansas for quite a few years uh, and ended up quite a few years uh, and ended up quite a few years uh, and ended up purchasing one. So I went in uh see I purchasing one. So I went in uh see I purchasing one. So I went in uh see I graduated uh high school 03 and I think graduated uh high school 03 and I think graduated uh high school 03 and I think it was at 0 end of 04 when uh he settled it was at 0 end of 04 when uh he settled it was at 0 end of 04 when uh he settled on uh place here in Elorado. looked at, on uh place here in Elorado. looked at, on uh place here in Elorado. looked at, you know, several all around Kansas and you know, several all around Kansas and you know, several all around Kansas and uh right about that time I was uh went uh right about that time I was uh went uh right about that time I was uh went to Butler um getting ready to transfer to Butler um getting ready to transfer to Butler um getting ready to transfer to uh K State and uh decided to go into to uh K State and uh decided to go into to uh K State and uh decided to go into meat packing which I knew nothing about meat packing which I knew nothing about meat packing which I knew nothing about that you know that part of it but once that you know that part of it but once that you know that part of it but once we got into uh meat packing um it was we got into uh meat packing um it was we got into uh meat packing um it was really took up all the time. So, no no really took up all the time. So, no no really took up all the time. So, no no no time to to raise, you know, raise no time to to raise, you know, raise no time to to raise, you know, raise cattle and stuff or hogs and cattle and cattle and stuff or hogs and cattle and cattle and stuff or hogs and cattle and stuff, but uh it was um and stuff, but uh it was um and stuff, but uh it was um very quickly found out why a big chunk very quickly found out why a big chunk very quickly found out why a big chunk goes to a processor like all that goes to a processor like all that goes to a processor like all that stainless equipment and stuff is is not stainless equipment and stuff is is not stainless equipment and stuff is is not cheap. cheap. cheap. » Sure. » Sure. » Sure. » So, uh anyway, so uh 2004 we purchased » So, uh anyway, so uh 2004 we purchased » So, uh anyway, so uh 2004 we purchased uh uh Walnut Valley and uh uh Walnut Valley and uh uh Walnut Valley and » and it was called Walnut Valley. » and it was called Walnut Valley. » and it was called Walnut Valley. » What was it called? I think it was » What was it called? I think it was » What was it called? I think it was called uh called uh called uh » was it called? It might have been » was it called? It might have been » was it called? It might have been Elorado Butcher Block or something like Elorado Butcher Block or something like Elorado Butcher Block or something like that. I don't remember. that. I don't remember. that. I don't remember. » It's been a while. So yeah, I think this » It's been a while. So yeah, I think this » It's been a while. So yeah, I think this is what 21 22 years in business or so. is what 21 22 years in business or so. is what 21 22 years in business or so. Okay. Okay. Okay. » So yeah. Um » So yeah. Um » So yeah. Um » they uh so my dad had brought in a » they uh so my dad had brought in a » they uh so my dad had brought in a partner originally and uh partner originally and uh partner originally and uh » I he had bought him out I want to say » I he had bought him out I want to say » I he had bought him out I want to say maybe 8 10 years ago, something like maybe 8 10 years ago, something like maybe 8 10 years ago, something like that. that. that. » Wow. » Wow. » Wow. » Uh yeah. So got into it. My dad didn't » Uh yeah. So got into it. My dad didn't » Uh yeah. So got into it. My dad didn't really know anything about the really know anything about the really know anything about the packing side of things, which is just packing side of things, which is just packing side of things, which is just mind-blowing if you go back and think mind-blowing if you go back and think mind-blowing if you go back and think about it. Like, about it. Like, about it. Like, » uh, so yeah, I mean, props to him for » uh, so yeah, I mean, props to him for » uh, so yeah, I mean, props to him for jumping in, diving in, and jumping in, diving in, and jumping in, diving in, and » uh, so anyways, I started, you know, I » uh, so anyways, I started, you know, I » uh, so anyways, I started, you know, I would, uh, would, uh, would, uh, » do all the grunt work. So, I was, uh, » do all the grunt work. So, I was, uh, » do all the grunt work. So, I was, uh, boning out beef and then I would, uh, boning out beef and then I would, uh, boning out beef and then I would, uh, clean it, clean everything. clean it, clean everything. clean it, clean everything. » Slow down. Slow down. This stuff's going » Slow down. Slow down. This stuff's going » Slow down. Slow down. This stuff's going to go over my head. You said water out to go over my head. You said water out to go over my head. You said water out beef. beef. beef. » Bone out. So, yeah. Out beef. » Bone out. So, yeah. Out beef. » Bone out. So, yeah. Out beef. » Yeah. So, I wasn't uh when I first » Yeah. So, I wasn't uh when I first » Yeah. So, I wasn't uh when I first started in there, I wasn't cutting any started in there, I wasn't cutting any started in there, I wasn't cutting any of the steaks or roasts. I was just of the steaks or roasts. I was just of the steaks or roasts. I was just basically taking meat off the basically taking meat off the basically taking meat off the bones. Uh and then I would stay and bones. Uh and then I would stay and bones. Uh and then I would stay and clean everything up when we were done. clean everything up when we were done. clean everything up when we were done. So, So, So, » and what did you do with the meat off » and what did you do with the meat off » and what did you do with the meat off the bones? the bones? the bones? » That would be, you know, go to hamburger » That would be, you know, go to hamburger » That would be, you know, go to hamburger traction and stuff like that. So, traction and stuff like that. So, traction and stuff like that. So, » so there's the Okay. Yeah, we'll get » so there's the Okay. Yeah, we'll get » so there's the Okay. Yeah, we'll get into that later. into that later. into that later. » Yeah. just uh learned everything from » Yeah. just uh learned everything from » Yeah. just uh learned everything from the ground up and uh naturally just kind the ground up and uh naturally just kind the ground up and uh naturally just kind of fell into more leadership roles and of fell into more leadership roles and of fell into more leadership roles and um taking on retail and just different um taking on retail and just different um taking on retail and just different ideas and ideas and ideas and » avenues going along with it. So, » avenues going along with it. So, » avenues going along with it. So, » so h how many years I know you were not » so h how many years I know you were not » so h how many years I know you were not there for a little bit and came back, there for a little bit and came back, there for a little bit and came back, but how many years total have you but how many years total have you but how many years total have you » been? I did um after I think I'd been » been? I did um after I think I'd been » been? I did um after I think I'd been there 18 years. Uh kind of had a job there 18 years. Uh kind of had a job there 18 years. Uh kind of had a job offer out of the blue. Um offer out of the blue. Um offer out of the blue. Um and uh took I I try something try and uh took I I try something try and uh took I I try something try something else. Try corporate life. Did something else. Try corporate life. Did something else. Try corporate life. Did that for a couple years and um you know that for a couple years and um you know that for a couple years and um you know I I don't regret it. I I learned quite a I I don't regret it. I I learned quite a I I don't regret it. I I learned quite a bit. Um and really learned a little bit. Um and really learned a little bit. Um and really learned a little bit more about what I enjoy doing. more about what I enjoy doing. more about what I enjoy doing. » Yeah. » Yeah. » Yeah. » Out of that. And being able to » Out of that. And being able to » Out of that. And being able to set up systems and uh set up systems and uh set up systems and uh » kind of steer the ship. » kind of steer the ship. » kind of steer the ship. » Yeah. » Yeah. » Yeah. » And stuff is a lot more enjoyable than » And stuff is a lot more enjoyable than » And stuff is a lot more enjoyable than you know being in middle you know being in middle you know being in middle management or something. So management or something. So management or something. So » Sure. » Sure. » Sure. » Uh anyway, so I did that for a couple » Uh anyway, so I did that for a couple » Uh anyway, so I did that for a couple years and then came back last year. So years and then came back last year. So years and then came back last year. So overall, uh, probably 19 out of the 21 overall, uh, probably 19 out of the 21 overall, uh, probably 19 out of the 21 that we've added up in there. that we've added up in there. that we've added up in there. » Yeah. » Yeah. » Yeah. » So that's crazy. Um, so let's let's talk » So that's crazy. Um, so let's let's talk » So that's crazy. Um, so let's let's talk about the business as a whole. So about the business as a whole. So about the business as a whole. So where do the animals come from? where do the animals come from? where do the animals come from? Um, are you doing custom processing? Cuz Um, are you doing custom processing? Cuz Um, are you doing custom processing? Cuz I know there's like a blend, right? You I know there's like a blend, right? You I know there's like a blend, right? You guys have you have the custom side, you guys have you have the custom side, you guys have you have the custom side, you have just the like you sell meat side. have just the like you sell meat side. have just the like you sell meat side. Um, and then you have the retail the Um, and then you have the retail the Um, and then you have the retail the retail side. Sure. Um and then obviously retail side. Sure. Um and then obviously retail side. Sure. Um and then obviously maybe restaurants are involved. So talk maybe restaurants are involved. So talk maybe restaurants are involved. So talk about your sales channels and different about your sales channels and different about your sales channels and different » Yeah. So there's been a lot of different » Yeah. So there's been a lot of different » Yeah. So there's been a lot of different sales channels and stuff over the years. sales channels and stuff over the years. sales channels and stuff over the years. Uh we've um we pursued about any Uh we've um we pursued about any Uh we've um we pursued about any opportunity that we could for quite a opportunity that we could for quite a opportunity that we could for quite a while and not you know realized not while and not you know realized not while and not you know realized not every opportunity is a is for you. Not every opportunity is a is for you. Not every opportunity is a is for you. Not that it's a good one or bad one or that it's a good one or bad one or that it's a good one or bad one or something but not every opportunity is something but not every opportunity is something but not every opportunity is for you. But it's taken quite a bit to for you. But it's taken quite a bit to for you. But it's taken quite a bit to learn, you know, learn, you know, learn, you know, just the education part of it, just the education part of it, just the education part of it, just trial and error. trial and error. trial and error. » Um, but as far as different stuff that » Um, but as far as different stuff that » Um, but as far as different stuff that we're we're currently doing, so custom we're we're currently doing, so custom we're we're currently doing, so custom processing, farmer raises beef, wants to processing, farmer raises beef, wants to processing, farmer raises beef, wants to go go go » um sell it or even go take it to a » um sell it or even go take it to a » um sell it or even go take it to a farmers market or, you know, sell it farmers market or, you know, sell it farmers market or, you know, sell it online. So, uh, we do custom processing. online. So, uh, we do custom processing. online. So, uh, we do custom processing. We also offer USDA inspection which We also offer USDA inspection which We also offer USDA inspection which allows them to go resell it. allows them to go resell it. allows them to go resell it. » Oh, interesting. Right. So, so if they » Oh, interesting. Right. So, so if they » Oh, interesting. Right. So, so if they just want it, I have my own cow on my just want it, I have my own cow on my just want it, I have my own cow on my property. I bring I facilitate bringing property. I bring I facilitate bringing property. I bring I facilitate bringing it to you. You'll you'll c you'll cut it to you. You'll you'll c you'll cut it to you. You'll you'll c you'll cut that up however I want it, process it, that up however I want it, process it, that up however I want it, process it, and I can just come pick it up and take and I can just come pick it up and take and I can just come pick it up and take it home. it home. it home. » Yeah, absolutely. » Yeah, absolutely. » Yeah, absolutely. » Then if I want to sell it, what is that » Then if I want to sell it, what is that » Then if I want to sell it, what is that different » if you're wanting to sell it? Um yeah, » if you're wanting to sell it? Um yeah, » if you're wanting to sell it? Um yeah, it uh requires USDA inspection. So we do it uh requires USDA inspection. So we do it uh requires USDA inspection. So we do um harvest or slaughter everything under um harvest or slaughter everything under um harvest or slaughter everything under USDA inspection and then when it comes USDA inspection and then when it comes USDA inspection and then when it comes into the into the into the » uh processing aspect where we start » uh processing aspect where we start » uh processing aspect where we start labeling is where we'll put it you know labeling is where we'll put it you know labeling is where we'll put it you know hey this is custom not for sale or USDA hey this is custom not for sale or USDA hey this is custom not for sale or USDA uh the USDA just requires paper trails uh the USDA just requires paper trails uh the USDA just requires paper trails and » got » got » got » stuff to go along with it. Hey saying » stuff to go along with it. Hey saying » stuff to go along with it. Hey saying this is this has been inspected you know this is this has been inspected you know this is this has been inspected you know you can resell it. you can resell it. you can resell it. » Gotcha. And then uh so would that be » Gotcha. And then uh so would that be » Gotcha. And then uh so would that be considered like co-acking? What what considered like co-acking? What what considered like co-acking? What what would you call that if if you had would you call that if if you had would you call that if if you had someone that was someone that was someone that was » just custom? Okay. » just custom? Okay. » just custom? Okay. » Processing. » Processing. » Processing. » Yeah. » Yeah. » Yeah. » Like an outfit. Um, have you guys done » Like an outfit. Um, have you guys done » Like an outfit. Um, have you guys done much co-acking where someone much co-acking where someone much co-acking where someone » has a brand and you do all the » has a brand and you do all the » has a brand and you do all the processing for their beef brand or processing for their beef brand or processing for their beef brand or » Absolutely. We've done all kinds of » Absolutely. We've done all kinds of » Absolutely. We've done all kinds of co-acking. Um, co-acking. Um, co-acking. Um, » we've done co-packing for steaks for the » we've done co-packing for steaks for the » we've done co-packing for steaks for the military. We've done um was, you know, military. We've done um was, you know, military. We've done um was, you know, we'd have semi loads of uh hogs come in we'd have semi loads of uh hogs come in we'd have semi loads of uh hogs come in that they need cut up a certain way and that they need cut up a certain way and that they need cut up a certain way and we cut them up that way and ship them we cut them up that way and ship them we cut them up that way and ship them out. Um yeah, we've done all kinds of out. Um yeah, we've done all kinds of out. Um yeah, we've done all kinds of different co-acking for other people. So different co-acking for other people. So different co-acking for other people. So » interesting. Do you still do that? » interesting. Do you still do that? » interesting. Do you still do that? » We do not do that. So we made a » We do not do that. So we made a » We do not do that. So we made a decision. It was probably, you know, decision. It was probably, you know, decision. It was probably, you know, around that co time changed a lot of around that co time changed a lot of around that co time changed a lot of things. you know, let's do what is things. you know, let's do what is things. you know, let's do what is important to us, what we're good at, not important to us, what we're good at, not important to us, what we're good at, not chase every business stream, you know, chase every business stream, you know, chase every business stream, you know, that comes that comes that comes » comes along. Um, and you know, at one » comes along. Um, and you know, at one » comes along. Um, and you know, at one time we probably had 35 employees to try time we probably had 35 employees to try time we probably had 35 employees to try to keep up with all of that stuff. to keep up with all of that stuff. to keep up with all of that stuff. Higher volume, lower margin. Higher volume, lower margin. Higher volume, lower margin. » Yeah. » Yeah. » Yeah. » Uh, type stuff. But, um, I I like where » Uh, type stuff. But, um, I I like where » Uh, type stuff. But, um, I I like where we're at and we're at and we're at and » what we're doing. So, yeah, co-acking is » what we're doing. So, yeah, co-acking is » what we're doing. So, yeah, co-acking is not something that we Yeah. We do as not something that we Yeah. We do as not something that we Yeah. We do as much anymore. much anymore. much anymore. » Weirdest co-acking. I mean, the military » Weirdest co-acking. I mean, the military » Weirdest co-acking. I mean, the military one's pretty unique. one's pretty unique. one's pretty unique. » Okay. Well, there » Okay. Well, there » Okay. Well, there I guess I would say um there's a company I guess I would say um there's a company I guess I would say um there's a company and the owner is I on FBI most and the owner is I on FBI most and the owner is I on FBI most wanted list right now. wanted list right now. wanted list right now. » Oh gosh. » Oh gosh. » Oh gosh. » So, they weren't there's a pretty wild » So, they weren't there's a pretty wild » So, they weren't there's a pretty wild story there. story there. story there. » They weren't selling meat. » They weren't selling meat. » They weren't selling meat. » Yeah. So, yeah. I don't Yeah. I don't » Yeah. So, yeah. I don't Yeah. I don't » Yeah. So, yeah. I don't Yeah. I don't know if this should be on, you know, know if this should be on, you know, know if this should be on, you know, podcast or not, but podcast or not, but podcast or not, but » he's already outed, it sounds like. » he's already outed, it sounds like. » he's already outed, it sounds like. Yeah, he's already outed. They're Yeah, he's already outed. They're Yeah, he's already outed. They're looking for him. So, I I think he was uh looking for him. So, I I think he was uh looking for him. So, I I think he was uh running a uh running a uh running a uh » scheme of um basically, you know, feed » scheme of um basically, you know, feed » scheme of um basically, you know, feed lots how they work. You know, outside lots how they work. You know, outside lots how they work. You know, outside people will purchase cattle. Uh they'll people will purchase cattle. Uh they'll people will purchase cattle. Uh they'll raise it for them. You do all that. So, raise it for them. You do all that. So, raise it for them. You do all that. So, they were not purchasing the cattle. I they were not purchasing the cattle. I they were not purchasing the cattle. I think they had taken over like $200 think they had taken over like $200 think they had taken over like $200 million. million. million. So, at one point we were doing So, at one point we were doing So, at one point we were doing processing for them. And uh yeah, I processing for them. And uh yeah, I processing for them. And uh yeah, I mean, we got out where they didn't owe mean, we got out where they didn't owe mean, we got out where they didn't owe us any money or something. And that's us any money or something. And that's us any money or something. And that's kind of around that 2020 time when we kind of around that 2020 time when we kind of around that 2020 time when we decided to go away from wholesale. So we decided to go away from wholesale. So we decided to go away from wholesale. So we weren't really affected in in any of weren't really affected in in any of weren't really affected in in any of that manner. They went on and that manner. They went on and that manner. They went on and » but waited. So » but waited. So » but waited. So » he just wasn't he was selling beef » he just wasn't he was selling beef » he just wasn't he was selling beef without paying for it upfront. without paying for it upfront. without paying for it upfront. » So people would invest » So people would invest » So people would invest » and say okay they think that they're » and say okay they think that they're » and say okay they think that they're getting you know 100 head of cattle or getting you know 100 head of cattle or getting you know 100 head of cattle or something and they were not. something and they were not. something and they were not. » Interesting. » Interesting. » Interesting. » Right. Yeah. » Right. Yeah. » Right. Yeah. » And so he would just do enough to fool » And so he would just do enough to fool » And so he would just do enough to fool everybody. everybody. everybody. » Yeah. as far as far as I know. So that's » Yeah. as far as far as I know. So that's » Yeah. as far as far as I know. So that's kind of a whole side story there. As far kind of a whole side story there. As far kind of a whole side story there. As far as us, he would bring us beef, we would as us, he would bring us beef, we would as us, he would bring us beef, we would process it. Yeah. process it. Yeah. process it. Yeah. » And then he would he would go resell it. » And then he would he would go resell it. » And then he would he would go resell it. So So So » not really involved in any of that » not really involved in any of that » not really involved in any of that portion of it, but from what I read. So portion of it, but from what I read. So portion of it, but from what I read. So I mean that's kind of my wildest I mean that's kind of my wildest I mean that's kind of my wildest copacking story. So it's weird that you copacking story. So it's weird that you copacking story. So it's weird that you ask as ask that. So ask as ask that. So ask as ask that. So » I know it's but they haven't found him » I know it's but they haven't found him » I know it's but they haven't found him yet. yet. yet. » I had just saw something um that they » I had just saw something um that they » I had just saw something um that they were looking for him just like a couple were looking for him just like a couple were looking for him just like a couple weeks ago. weeks ago. weeks ago. » Wow. » Wow. » Wow. » So but it was like millions of dollars. » So but it was like millions of dollars. » So but it was like millions of dollars. » Hundreds of millions of dollars. » Hundreds of millions of dollars. » Hundreds of millions of dollars. Yeah. Wild. Yeah. Wild. Yeah. Wild. » That's a big number, » That's a big number, » That's a big number, » right? » right? » right? » Wow. That's a lot of cattle. » Wow. That's a lot of cattle. » Wow. That's a lot of cattle. » And we were processing very cheap. » And we were processing very cheap. » And we were processing very cheap. » So, you know, you're going to you're » So, you know, you're going to you're » So, you know, you're going to you're going to be taking that much and then going to be taking that much and then going to be taking that much and then you're going to nickel and dime us all you're going to nickel and dime us all you're going to nickel and dime us all the way down to the bottom. So, yeah. the way down to the bottom. So, yeah. the way down to the bottom. So, yeah. That was Yeah. Negotiating everything That was Yeah. Negotiating everything That was Yeah. Negotiating everything down. So, down. So, down. So, » you know, I don't feel bad for him at » you know, I don't feel bad for him at » you know, I don't feel bad for him at all. all. all. » No. No. Wow. Yeah. We had uh Ryan Lock » No. No. Wow. Yeah. We had uh Ryan Lock » No. No. Wow. Yeah. We had uh Ryan Lock on here and they he was talking about on here and they he was talking about on here and they he was talking about that » that business as far as like an » that business as far as like an » that business as far as like an investment group putting money in. Uh, investment group putting money in. Uh, investment group putting money in. Uh, little different maybe, but little different maybe, but little different maybe, but » similarities there. That's interesting. » similarities there. That's interesting. » similarities there. That's interesting. » Or as in not scandalous obviously, » Or as in not scandalous obviously, » Or as in not scandalous obviously, » right? » right? » right? » You got to be careful. » You got to be careful. » You got to be careful. » Exact same thing. Sorry, Ryan. Hopefully » Exact same thing. Sorry, Ryan. Hopefully » Exact same thing. Sorry, Ryan. Hopefully that comes out. Okay. that comes out. Okay. that comes out. Okay. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » No, that's a good story. Uh, and then » No, that's a good story. Uh, and then » No, that's a good story. Uh, and then these contracts, like co-acking these contracts, like co-acking these contracts, like co-acking contracts, they just send you an email, contracts, they just send you an email, contracts, they just send you an email, give you a call. Was there like find give you a call. Was there like find give you a call. Was there like find them? them? them? Yeah, I mean as far as co-packing for Yeah, I mean as far as co-packing for Yeah, I mean as far as co-packing for mid-level people that you know I have I mid-level people that you know I have I mid-level people that you know I have I want to process 20 head a year or so. want to process 20 head a year or so. want to process 20 head a year or so. It's a fairly small market for USDA It's a fairly small market for USDA It's a fairly small market for USDA processors. So processors. So processors. So » um » um » um » our national uh meat organization or » our national uh meat organization or » our national uh meat organization or state level meat organization can kind state level meat organization can kind state level meat organization can kind of direct those people on who is open to of direct those people on who is open to of direct those people on who is open to c-acking and stuff. So you know you c-acking and stuff. So you know you c-acking and stuff. So you know you might get a call, hey this is what I'm might get a call, hey this is what I'm might get a call, hey this is what I'm looking at doing. Is this something that looking at doing. Is this something that looking at doing. Is this something that fits your business? fits your business? fits your business? » Yeah, » Yeah, » Yeah, » that type of deal. » that type of deal. » that type of deal. » Interesting. Okay, so let's let's go to » Interesting. Okay, so let's let's go to » Interesting. Okay, so let's let's go to the cow shows up the cow shows up the cow shows up » and then » and then » and then » we're talking custom processing or » we're talking custom processing or » we're talking custom processing or » Yeah, we're just we're just we're I know » Yeah, we're just we're just we're I know » Yeah, we're just we're just we're I know » a cow walks into a bar. All right. » a cow walks into a bar. All right. » a cow walks into a bar. All right. » No. Uh so let's let's go from the » No. Uh so let's let's go from the » No. Uh so let's let's go from the beginning of processing. So the cow beginning of processing. So the cow beginning of processing. So the cow comes into the building alive. comes into the building alive. comes into the building alive. » Sure. » Sure. » Sure. » Right. Yep. And then it's not alive. » Right. Yep. And then it's not alive. » Right. Yep. And then it's not alive. » It is not alive. » It is not alive. » It is not alive. » How do you how does it cease to exist? » How do you how does it cease to exist? » How do you how does it cease to exist? » Right. So yeah, we use » Right. So yeah, we use » Right. So yeah, we use captive bolt. Uh beef comes out. We captive bolt. Uh beef comes out. We captive bolt. Uh beef comes out. We would have to remove the head. The head would have to remove the head. The head would have to remove the head. The head goes to an inspection stand where USDA goes to an inspection stand where USDA goes to an inspection stand where USDA inspector will look at the teeth to uh inspector will look at the teeth to uh inspector will look at the teeth to uh determine what age that animal is. determine what age that animal is. determine what age that animal is. um you know if it's over 30 months of um you know if it's over 30 months of um you know if it's over 30 months of age uh we have to uh paint the spinal age uh we have to uh paint the spinal age uh we have to uh paint the spinal column and it can't be used uh and column and it can't be used uh and column and it can't be used uh and that's just with the BSE that you know that's just with the BSE that you know that's just with the BSE that you know or the mad cow that you've heard about or the mad cow that you've heard about or the mad cow that you've heard about before. So interesting. before. So interesting. before. So interesting. » Uh anyways whenever they have found » Uh anyways whenever they have found » Uh anyways whenever they have found that has been animals in over 30 months that has been animals in over 30 months that has been animals in over 30 months of age. So that's the only reason uh of age. So that's the only reason uh of age. So that's the only reason uh they're looking and trying to uh age they're looking and trying to uh age they're looking and trying to uh age the animal there. animal gets uh bled out, animal there. animal gets uh bled out, animal there. animal gets uh bled out, laid down on a cradle, we'll remove laid down on a cradle, we'll remove laid down on a cradle, we'll remove shanks hide down to the back, then gets shanks hide down to the back, then gets shanks hide down to the back, then gets kind of hoisted up where we'll do the uh kind of hoisted up where we'll do the uh kind of hoisted up where we'll do the uh evisceration, remove the rest of the evisceration, remove the rest of the evisceration, remove the rest of the hide, goes down the rail, split in half, hide, goes down the rail, split in half, hide, goes down the rail, split in half, down the rail a little further. down the rail a little further. down the rail a little further. » Is that like a saw? » Is that like a saw? » Is that like a saw? » Yeah, big saw. » Yeah, big saw. » Yeah, big saw. » Um then it'll get uh trimmed, inspected, » Um then it'll get uh trimmed, inspected, » Um then it'll get uh trimmed, inspected, washed, weighed, and into aging cooler. washed, weighed, and into aging cooler. washed, weighed, and into aging cooler. » Interesting. So let's » Interesting. So let's » Interesting. So let's » what like it's when you say trimmed it's » what like it's when you say trimmed it's » what like it's when you say trimmed it's cut to all the different cut to all the different cut to all the different » So no it's looking um like if you remove » So no it's looking um like if you remove » So no it's looking um like if you remove the hide and then there's any little the hide and then there's any little the hide and then there's any little piece of hair on there or any type of piece of hair on there or any type of piece of hair on there or any type of bacteria » you clean it trim it. Okay. » you clean it trim it. Okay. » you clean it trim it. Okay. » Yep. Yep. » Yep. Yep. » Yep. Yep. » Then it ages. What what does that mean? » Then it ages. What what does that mean? » Then it ages. What what does that mean? » So aging process uh is going to do a » So aging process uh is going to do a » So aging process uh is going to do a couple things. Uh we typically age for 2 couple things. Uh we typically age for 2 couple things. Uh we typically age for 2 weeks and the weight of that beef weeks and the weight of that beef weeks and the weight of that beef hanging from the hook is going to hanging from the hook is going to hanging from the hook is going to stretch those muscles to where it stretch those muscles to where it stretch those muscles to where it provides a tenderness value. But also provides a tenderness value. But also provides a tenderness value. But also when it stretches those muscles it's when it stretches those muscles it's when it stretches those muscles it's going to release moisture going to release moisture going to release moisture » uh and give it a you know a bolder » uh and give it a you know a bolder » uh and give it a you know a bolder flavor like if you were going to drink flavor like if you were going to drink flavor like if you were going to drink if you're going to drink a form energy if you're going to drink a form energy if you're going to drink a form energy drink that was half that was half drink that was half that was half drink that was half that was half water. It's not going to taste the same water. It's not going to taste the same water. It's not going to taste the same as you know you know a full form energy as you know you know a full form energy as you know you know a full form energy drink. So it kind of gives it that full drink. So it kind of gives it that full drink. So it kind of gives it that full flavor. So that's the main thing that flavor. So that's the main thing that flavor. So that's the main thing that dries. dries. dries. » Is it like a cooler or » Is it like a cooler or » Is it like a cooler or » Yeah. Yeah. Yeah. Just a big cooler that » Yeah. Yeah. Yeah. Just a big cooler that » Yeah. Yeah. Yeah. Just a big cooler that stays about 30 32 degrees and stays about 30 32 degrees and stays about 30 32 degrees and » um we'll we'll hang them in there 2 » um we'll we'll hang them in there 2 » um we'll we'll hang them in there 2 weeks and then uh they'll go to cut up. weeks and then uh they'll go to cut up. weeks and then uh they'll go to cut up. » Wow. » Wow. » Wow. » So » So » So » stretching uh and that's the only reason » stretching uh and that's the only reason » stretching uh and that's the only reason for » it to sit in there is just stretch » it to sit in there is just stretch » it to sit in there is just stretch » flavor and tenderness, » flavor and tenderness, » flavor and tenderness, » right? But the stretching is what causes » right? But the stretching is what causes » right? But the stretching is what causes all of that. all of that. all of that. » Yeah. I mean just the stretching Yeah. » Yeah. I mean just the stretching Yeah. » Yeah. I mean just the stretching Yeah. is just the natural weight of the beef is just the natural weight of the beef is just the natural weight of the beef pulling on itself. So pulling on itself. So pulling on itself. So » interesting. I don't know. Yeah. Wow. » interesting. I don't know. Yeah. Wow. » interesting. I don't know. Yeah. Wow. Uh, so the cow comes in. It's a bolt Uh, so the cow comes in. It's a bolt Uh, so the cow comes in. It's a bolt that just goes doot. Yep. Right. Um, and that just goes doot. Yep. Right. Um, and that just goes doot. Yep. Right. Um, and then talk about who's there inspecting then talk about who's there inspecting then talk about who's there inspecting that head. that head. that head. » So, we'll have a a US inspector that » So, we'll have a a US inspector that » So, we'll have a a US inspector that comes in on We have one for our uh that comes in on We have one for our uh that comes in on We have one for our uh harvest floor and then one for our fab harvest floor and then one for our fab harvest floor and then one for our fabrication floor. fabrication floor. fabrication floor. » Are they there like every day? » Are they there like every day? » Are they there like every day? » Every day. » Every day. » Every day. » Really? » Really? » Really? » Every day. Yeah. » Every day. Yeah. » Every day. Yeah. » And do you pay them? We pay them for » And do you pay them? We pay them for » And do you pay them? We pay them for overtime, but that is uh that's overtime, but that is uh that's overtime, but that is uh that's government funded. government funded. government funded. » Really? » Really? » Really? » So there's a government employee in your » So there's a government employee in your » So there's a government employee in your » Yeah. » Yeah. » Yeah. » processing plant every day. » processing plant every day. » processing plant every day. » We we are held to the same standards » We we are held to the same standards » We we are held to the same standards that Cargill would be held to. Uh it's a that Cargill would be held to. Uh it's a that Cargill would be held to. Uh it's a little a little wild cuz you little a little wild cuz you little a little wild cuz you know, you'll have grocery stores like know, you'll have grocery stores like know, you'll have grocery stores like your bigger grocery stores and stuff, your bigger grocery stores and stuff, your bigger grocery stores and stuff, they do not have an inspector there they do not have an inspector there they do not have an inspector there every day or anything like that. So it, every day or anything like that. So it, every day or anything like that. So it, you know, it's uh small guys trying to you know, it's uh small guys trying to you know, it's uh small guys trying to you know, hang in there with the with you know, hang in there with the with you know, hang in there with the with the big guys. the big guys. the big guys. » Yeah. Uh, okay. So, why would you » Yeah. Uh, okay. So, why would you » Yeah. Uh, okay. So, why would you pay them? So, they're federally paid. pay them? So, they're federally paid. pay them? So, they're federally paid. Um, I'm assuming you have to be a Um, I'm assuming you have to be a Um, I'm assuming you have to be a certain volume and size for them to certain volume and size for them to certain volume and size for them to justify putting someone there every day. justify putting someone there every day. justify putting someone there every day. » I don't think I I don't think the » I don't think I I don't think the » I don't think I I don't think the government justifies that. If there is a government justifies that. If there is a government justifies that. If there is a USDA facility, now they do have to go USDA facility, now they do have to go USDA facility, now they do have to go through that application process and uh through that application process and uh through that application process and uh get to a certain standard get to a certain standard get to a certain standard » uh to be USDA certified. » uh to be USDA certified. » uh to be USDA certified. » And why? So, you said you have to pay » And why? So, you said you have to pay » And why? So, you said you have to pay overtime. Explain. overtime. Explain. overtime. Explain. » Right. So, so we have them for a set » Right. So, so we have them for a set » Right. So, so we have them for a set amount of hours. amount of hours. amount of hours. » Okay. » Okay. » Okay. » So, if we take longer, if we have too » So, if we take longer, if we have too » So, if we take longer, if we have too many head for that day and we need to many head for that day and we need to many head for that day and we need to get them done, then yeah, then we're on get them done, then yeah, then we're on get them done, then yeah, then we're on USC overtime. USC overtime. USC overtime. » Gotcha. And what does that cost? » Gotcha. And what does that cost? » Gotcha. And what does that cost? » Oh my. That would be a good one for » Oh my. That would be a good one for » Oh my. That would be a good one for my sister. So, she's the one paying my sister. So, she's the one paying my sister. So, she's the one paying all the bills and stuff. So, all the bills and stuff. So, all the bills and stuff. So, » interesting. Does that happen a lot? » interesting. Does that happen a lot? » interesting. Does that happen a lot? » Yeah. I mean, this week we had uh Yeah. » Yeah. I mean, this week we had uh Yeah. » Yeah. I mean, this week we had uh Yeah. two days with uh couple hours overtime two days with uh couple hours overtime two days with uh couple hours overtime in there. So, you know, in there. So, you know, in there. So, you know, » Yeah. » Yeah. » Yeah. » maybe a few hundred extra bucks per day » maybe a few hundred extra bucks per day » maybe a few hundred extra bucks per day or something. or something. or something. » Yeah. So, » Yeah. So, » Yeah. So, » yeah. But that's I mean that's a the » yeah. But that's I mean that's a the » yeah. But that's I mean that's a the problem is not an I mean that just means problem is not an I mean that just means problem is not an I mean that just means you're processing a lot more. Right. you're processing a lot more. Right. you're processing a lot more. Right. » Right. So at some point do they can they » Right. So at some point do they can they » Right. So at some point do they can they justify bringing another person in so justify bringing another person in so justify bringing another person in so the overtime doesn't happen like at do the overtime doesn't happen like at do the overtime doesn't happen like at do they do it by size because I'm imagining they do it by size because I'm imagining they do it by size because I'm imagining » Do you do you know of a government » Do you do you know of a government » Do you do you know of a government organization that looks at justifying organization that looks at justifying organization that looks at justifying the I mean the I mean the I mean » it's a great point. Right. » it's a great point. Right. » it's a great point. Right. » No. Yeah. I don't that's just crazy to » No. Yeah. I don't that's just crazy to » No. Yeah. I don't that's just crazy to me that there's government employees in me that there's government employees in me that there's government employees in your private business. your private business. your private business. » Oh yeah. » Oh yeah. » Oh yeah. » Every day. Oh yeah. » Every day. Oh yeah. » Every day. Oh yeah. » Are you guys like friendly and get along » Are you guys like friendly and get along » Are you guys like friendly and get along and like you have they been there a long and like you have they been there a long and like you have they been there a long time like assigned to you? time like assigned to you? time like assigned to you? » So we were not a uh USDA plant when we » So we were not a uh USDA plant when we » So we were not a uh USDA plant when we first bought it. It took about 6 months first bought it. It took about 6 months first bought it. It took about 6 months for us. So the entire time minus 6 for us. So the entire time minus 6 for us. So the entire time minus 6 months we've been a USDA plan. There's months we've been a USDA plan. There's months we've been a USDA plan. There's been some there. been some there. been some there. » Yeah. » Yeah. » Yeah. » You know every day. But uh they used to » You know every day. But uh they used to » You know every day. But uh they used to rotate and there's all different kinds rotate and there's all different kinds rotate and there's all different kinds of personalities and stuff that come of personalities and stuff that come of personalities and stuff that come through there. So through there. So through there. So » So it's not always the same person. » So it's not always the same person. » So it's not always the same person. » It's not always it's not always the » It's not always it's not always the » It's not always it's not always the same. It's great when we can get along same. It's great when we can get along same. It's great when we can get along and work together and work together and work together and » Yeah. » Yeah. » Yeah. » Yeah. That's interesting. So, do they » Yeah. That's interesting. So, do they » Yeah. That's interesting. So, do they have like a lab or a just like an where have like a lab or a just like an where have like a lab or a just like an where do they test? where do they test? where do they test? » So, we have to we have to provide them » So, we have to we have to provide them » So, we have to we have to provide them with an with an office and a bathroom. with an with an office and a bathroom. with an with an office and a bathroom. So, we we have all that. Any of their So, we we have all that. Any of their So, we we have all that. Any of their testing gets sent uh shipped out testing gets sent uh shipped out testing gets sent uh shipped out offsite. Oh, offsite. Oh, offsite. Oh, » okay. Gotcha. » okay. Gotcha. » okay. Gotcha. » And but they're testing every head. » And but they're testing every head. » And but they're testing every head. » They're not testing every head » They're not testing every head » They're not testing every head inspecting. inspecting. inspecting. » They're inspecting. If there's anything » They're inspecting. If there's anything » They're inspecting. If there's anything that um causes concern to be further, that um causes concern to be further, that um causes concern to be further, you know, inspected or something, they you know, inspected or something, they you know, inspected or something, they could send something off. And they have could send something off. And they have could send something off. And they have monthly tests that they do. We do our monthly tests that they do. We do our monthly tests that they do. We do our own testing, you know, as well. So, wow. own testing, you know, as well. So, wow. own testing, you know, as well. So, wow. » It's just pretty common routine with » It's just pretty common routine with » It's just pretty common routine with that. So, that. So, that. So, » do you feel that right now? That's kind » do you feel that right now? That's kind » do you feel that right now? That's kind of wild. I've never felt that before. of wild. I've never felt that before. of wild. I've never felt that before. The forklift moving this building. I can The forklift moving this building. I can The forklift moving this building. I can feel it under my feet. feel it under my feet. feel it under my feet. » I was just thinking about the mental » I was just thinking about the mental » I was just thinking about the mental health of these poor people just looking health of these poor people just looking health of these poor people just looking at cattle heads. at cattle heads. at cattle heads. » Yeah, I know, right? Yeah. Yeah. » Yeah, I know, right? Yeah. Yeah. » Yeah, I know, right? Yeah. Yeah. » What is that? » What is that? » What is that? » The mental health of these federal » The mental health of these federal » The mental health of these federal workers. All they look at is c workers. All they look at is c workers. All they look at is c decapitated cow heads. decapitated cow heads. decapitated cow heads. » Yeah. Well, I you know, you might feel » Yeah. Well, I you know, you might feel » Yeah. Well, I you know, you might feel bad for them, you know, in in a bigger bad for them, you know, in in a bigger bad for them, you know, in in a bigger place that's doing, you know, oh, place that's doing, you know, oh, place that's doing, you know, oh, » 2,000 head a day or or whatever. So, » 2,000 head a day or or whatever. So, » 2,000 head a day or or whatever. So, we're not we're not near that. So, they we're not we're not near that. So, they we're not we're not near that. So, they might have to look at 20 head or so. So, might have to look at 20 head or so. So, might have to look at 20 head or so. So, » like Yeah. What do you do for a living? » like Yeah. What do you do for a living? » like Yeah. What do you do for a living? I look at decapitated cow heads, right? I look at decapitated cow heads, right? I look at decapitated cow heads, right? Like like every day. Yep. That's all I Like like every day. Yep. That's all I Like like every day. Yep. That's all I do. do. do. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » I'm surely they inspect some other » I'm surely they inspect some other » I'm surely they inspect some other things in the building. things in the building. things in the building. » Yeah. So, yeah. Yeah. On on the harvest » Yeah. So, yeah. Yeah. On on the harvest » Yeah. So, yeah. Yeah. On on the harvest floor. So, they're uh floor. So, they're uh floor. So, they're uh not only looking at the head, but the not only looking at the head, but the not only looking at the head, but the internal organs, examining those, the internal organs, examining those, the internal organs, examining those, the final carcass before it goes into the final carcass before it goes into the final carcass before it goes into the aging cooler, making sure we don't have aging cooler, making sure we don't have aging cooler, making sure we don't have any, you know, bacteria on there that's any, you know, bacteria on there that's any, you know, bacteria on there that's going to be able to grow during that going to be able to grow during that going to be able to grow during that aging process. And aging process. And aging process. And » that's crazy to me. I wonder how many » that's crazy to me. I wonder how many » that's crazy to me. I wonder how many people know that. I think I did know people know that. I think I did know people know that. I think I did know that. It's just I'm talking that. It's just I'm talking that. It's just I'm talking » there's a lot that go that goes into » there's a lot that go that goes into » there's a lot that go that goes into there. I mean, you have a Hasset plan, there. I mean, you have a Hasset plan, there. I mean, you have a Hasset plan, uh hazard analysis of critical control uh hazard analysis of critical control uh hazard analysis of critical control points. is basically your playbook for points. is basically your playbook for points. is basically your playbook for how you're going to run it. Um, and they how you're going to run it. Um, and they how you're going to run it. Um, and they hold you hold you to that. All your hold you hold you to that. All your hold you hold you to that. All your documentation, make sure you're doing documentation, make sure you're doing documentation, make sure you're doing everything that you need to do. So, I everything that you need to do. So, I everything that you need to do. So, I mean, there's quite a bit of rules and mean, there's quite a bit of rules and mean, there's quite a bit of rules and regulations that go along with it and regulations that go along with it and regulations that go along with it and changes weekly if not daily. changes weekly if not daily. changes weekly if not daily. » Jeez. So, wow. And that's nice. At » Jeez. So, wow. And that's nice. At » Jeez. So, wow. And that's nice. At least you have someone in person to tell least you have someone in person to tell least you have someone in person to tell you those changes. I guess you could say you those changes. I guess you could say you those changes. I guess you could say that's nice. I guess you could say that's nice. I guess you could say that's nice. I guess you could say that's nice. that's nice. that's nice. » Yeah, cuz you're like Yeah. Yeah. You're » Yeah, cuz you're like Yeah. Yeah. You're » Yeah, cuz you're like Yeah. Yeah. You're like a private business, but you're kind like a private business, but you're kind like a private business, but you're kind of I mean they whatever they say goes, of I mean they whatever they say goes, of I mean they whatever they say goes, » right? Yeah. » right? Yeah. » right? Yeah. » Interesting. Yeah. » Interesting. Yeah. » Interesting. Yeah. » Yeah. I sometimes I envy the businesses » Yeah. I sometimes I envy the businesses » Yeah. I sometimes I envy the businesses that don't have the government stuff that don't have the government stuff that don't have the government stuff involved. I'm like that would be nice. involved. I'm like that would be nice. involved. I'm like that would be nice. That would be nice. But uh you know um That would be nice. But uh you know um That would be nice. But uh you know um we choose to uh do all of our we choose to uh do all of our we choose to uh do all of our harvesting, everything under USD harvesting, everything under USD harvesting, everything under USD inspection, which if you were doing um a inspection, which if you were doing um a inspection, which if you were doing um a custom not for sale or something, you custom not for sale or something, you custom not for sale or something, you would not need to have that inspection. would not need to have that inspection. would not need to have that inspection. But we want the same, you know, same But we want the same, you know, same But we want the same, you know, same quality throughout the entire quality throughout the entire quality throughout the entire process, no matter who's who's process, no matter who's who's process, no matter who's who's processing. So, processing. So, processing. So, » yeah. » yeah. » yeah. » Uh, so then they go in, get carved up, » Uh, so then they go in, get carved up, » Uh, so then they go in, get carved up, but then that's when the butcher comes but then that's when the butcher comes but then that's when the butcher comes into play. So, do you have different into play. So, do you have different into play. So, do you have different people that are at the like um slaughter people that are at the like um slaughter people that are at the like um slaughter to aging? Is that a different personnel? to aging? Is that a different personnel? to aging? Is that a different personnel? » We used to, now we have a crew and they » We used to, now we have a crew and they » We used to, now we have a crew and they'll all go to uh, you know, they'll all go to uh, you know, they'll all go to uh, you know, slaughter and then they'll come back in slaughter and then they'll come back in slaughter and then they'll come back in fabrication on a different day or fabrication on a different day or fabrication on a different day or something. And so, something. And so, something. And so, » gotcha. It's kind of rotates, » gotcha. It's kind of rotates, » gotcha. It's kind of rotates, » right? Yeah. We used to do our » right? Yeah. We used to do our » right? Yeah. We used to do our custom processing used to be custom processing used to be custom processing used to be » I would say 75% of our business you » I would say 75% of our business you » I would say 75% of our business you would have 25% wholesale. Didn't really would have 25% wholesale. Didn't really would have 25% wholesale. Didn't really do any retail. do any retail. do any retail. » Yeah. » Yeah. » Yeah. » And how that's shifted over the years. U » And how that's shifted over the years. U » And how that's shifted over the years. U custom processing's probably custom processing's probably custom processing's probably » less than 20% of our business right now. » less than 20% of our business right now. » less than 20% of our business right now. » Wow. » Wow. » Wow. » Um, » Um, » Um, » what percent of your business is uh » what percent of your business is uh » what percent of your business is uh wholesale? wholesale? wholesale? Probably five. Probably five. So the Probably five. Probably five. So the Probably five. Probably five. So the majority has just went to retail. Yeah. majority has just went to retail. Yeah. majority has just went to retail. Yeah. It it takes the majority of our time to It it takes the majority of our time to It it takes the majority of our time to be able to supply our retail. be able to supply our retail. be able to supply our retail. » 75% of your business is just the retail. » 75% of your business is just the retail. » 75% of your business is just the retail. So let's talk about the retail side. So let's talk about the retail side. So let's talk about the retail side. » Sure. » Sure. » Sure. » Um when I met you years ago, um you guys » Um when I met you years ago, um you guys » Um when I met you years ago, um you guys just had retail out of the processing just had retail out of the processing just had retail out of the processing » right » right » right » plant. Um you've always done great. You » plant. Um you've always done great. You » plant. Um you've always done great. You you're also really good at marketing. Uh you're also really good at marketing. Uh you're also really good at marketing. Uh whether you believe it or not. You've whether you believe it or not. You've whether you believe it or not. You've you've always been really creative and you've always been really creative and you've always been really creative and done a great job. you're like a meat done a great job. you're like a meat done a great job. you're like a meat processing plant, but have a ton of processing plant, but have a ton of processing plant, but have a ton of followers on Facebook. You guys have followers on Facebook. You guys have followers on Facebook. You guys have done great with that and done some cool done great with that and done some cool done great with that and done some cool collabs and um yeah, just put out put collabs and um yeah, just put out put collabs and um yeah, just put out put out content pretty regularly and I think out content pretty regularly and I think out content pretty regularly and I think that obviously boosted your retail a lot that obviously boosted your retail a lot that obviously boosted your retail a lot because you guys aren't on some main because you guys aren't on some main because you guys aren't on some main drag like you're drag like you're drag like you're » you're off the country road on the edge » you're off the country road on the edge » you're off the country road on the edge of town. of town. of town. » Right. It's not uncommon that you know » Right. It's not uncommon that you know » Right. It's not uncommon that you know someone from Elra stop. I had no idea someone from Elra stop. I had no idea someone from Elra stop. I had no idea you were here. So yeah. you were here. So yeah. you were here. So yeah. » Yeah, it's kind of tucked away. It's a » Yeah, it's kind of tucked away. It's a » Yeah, it's kind of tucked away. It's a cool spot but it's kind of tucked away. cool spot but it's kind of tucked away. cool spot but it's kind of tucked away. Yeah, we're in city limits but out of Yeah, we're in city limits but out of Yeah, we're in city limits but out of the way so it's probably a good spot for the way so it's probably a good spot for the way so it's probably a good spot for us. us. us. » Yeah, especially for the Yeah. » Yeah, especially for the Yeah. » Yeah, especially for the Yeah. processing and facilitating all that and processing and facilitating all that and processing and facilitating all that and expansion if you needed it but expansion if you needed it but expansion if you needed it but » which you guys have expanded. Uh but » which you guys have expanded. Uh but » which you guys have expanded. Uh but talk about the first So you start going talk about the first So you start going talk about the first So you start going into retail. What was the signal where into retail. What was the signal where into retail. What was the signal where you were like you were like you were like » okay we're doing a lot of retail now at » okay we're doing a lot of retail now at » okay we're doing a lot of retail now at this front. Let's go do more retail. Did this front. Let's go do more retail. Did this front. Let's go do more retail. Did you see someone else doing it? Did you see someone else doing it? Did you see someone else doing it? Did you just have the idea like what got you just have the idea like what got you just have the idea like what got you into retail? Because now you have into retail? Because now you have into retail? Because now you have » three other locations. » three other locations. » three other locations. Uh Uh Uh » yeah, we're uh well uh besides Delvator, » yeah, we're uh well uh besides Delvator, » yeah, we're uh well uh besides Delvator, we're in Augusta andover right now. we're in Augusta andover right now. we're in Augusta andover right now. » So three retail locations. Yeah. » So three retail locations. Yeah. » So three retail locations. Yeah. » Uh » Uh » Uh a lot of that trial and error stuff, not a lot of that trial and error stuff, not a lot of that trial and error stuff, not a lot of stuff has been well thought a lot of stuff has been well thought a lot of stuff has been well thought out. Uh you know, our retail stores are out. Uh you know, our retail stores are out. Uh you know, our retail stores are labeled as meat market or our main place labeled as meat market or our main place labeled as meat market or our main place is still as uh as um is still as uh as um is still as uh as um » Wack Packing. » Wack Packing. » Wack Packing. » So there wasn't a whole lot of » So there wasn't a whole lot of » So there wasn't a whole lot of thought and planning that went into thought and planning that went into thought and planning that went into that. We thought we had some good that. We thought we had some good that. We thought we had some good products and we had a lot of people from products and we had a lot of people from products and we had a lot of people from Augusta that were uh coming over and we Augusta that were uh coming over and we Augusta that were uh coming over and we just thought that would be a good move. just thought that would be a good move. just thought that would be a good move. So, not a lot of planning beyond that. So, not a lot of planning beyond that. So, not a lot of planning beyond that. » But what made you think a » But what made you think a » But what made you think a standalone meat retail location? Like standalone meat retail location? Like standalone meat retail location? Like that's it. It's just meat. What what that's it. It's just meat. What what that's it. It's just meat. What what made you think that would work? Um made you think that would work? Um made you think that would work? Um because you got grocery stores, you've because you got grocery stores, you've because you got grocery stores, you've got Sure. got Sure. got Sure. » Like was there a signal or a moment » Like was there a signal or a moment » Like was there a signal or a moment where you're like, "Yeah, this these can where you're like, "Yeah, this these can where you're like, "Yeah, this these can work stand alone." work stand alone." work stand alone." » Being able to provide a » Being able to provide a » Being able to provide a » you know a lot of our unique products » you know a lot of our unique products » you know a lot of our unique products that the grocery stores can't. that the grocery stores can't. that the grocery stores can't. » Yeah. » Yeah. » Yeah. » Um and just the support from our » Um and just the support from our » Um and just the support from our customers outside of El Dredo coming in customers outside of El Dredo coming in customers outside of El Dredo coming in is what probably gave us, is what probably gave us, is what probably gave us, » you know, the confidence to to go in » you know, the confidence to to go in » you know, the confidence to to go in there and do that. there and do that. there and do that. » Yep. So you set up what? So your first » Yep. So you set up what? So your first » Yep. So you set up what? So your first expansion was Augusta. was Augusta. Yep. expansion was Augusta. was Augusta. Yep. expansion was Augusta. was Augusta. Yep. And then we um opened up one in Winfield And then we um opened up one in Winfield And then we um opened up one in Winfield » and then uh » and then uh » and then uh » went over to Andover. So Okay. » went over to Andover. So Okay. » went over to Andover. So Okay. » Um » Um » Um » but you know, looking back, you know, I » but you know, looking back, you know, I » but you know, looking back, you know, I wish we would have done more planning wish we would have done more planning wish we would have done more planning and organization and stuff. and organization and stuff. and organization and stuff. » Uh but yeah, no, it's it it's worked out » Uh but yeah, no, it's it it's worked out » Uh but yeah, no, it's it it's worked out well. So, well. So, well. So, » and so that those retail centers, yeah, » and so that those retail centers, yeah, » and so that those retail centers, yeah, it's it's been going good. Uh so you got it's it's been going good. Uh so you got it's it's been going good. Uh so you got Augusta Andover there. Are you uh do you Augusta Andover there. Are you uh do you Augusta Andover there. Are you uh do you have like a lot of storage at those uh have like a lot of storage at those uh have like a lot of storage at those uh meat stores? Sorry, what were you meat stores? Sorry, what were you meat stores? Sorry, what were you calling them again? Meat market. calling them again? Meat market. calling them again? Meat market. » Meat markets. Uh meat store. I'm » Meat markets. Uh meat store. I'm » Meat markets. Uh meat store. I'm not in marketing obviously. not in marketing obviously. not in marketing obviously. » Um but yeah, so these meat markets you » Um but yeah, so these meat markets you » Um but yeah, so these meat markets you are you taking stuff there every day? Is are you taking stuff there every day? Is are you taking stuff there every day? Is it do you have like a storage facility it do you have like a storage facility it do you have like a storage facility at each meat market? at each meat market? at each meat market? » Uh so the majority is warehoused in here » Uh so the majority is warehoused in here » Uh so the majority is warehoused in here at El Dredo. Uh we have a truck that at El Dredo. Uh we have a truck that at El Dredo. Uh we have a truck that goes through once a week to to stock goes through once a week to to stock goes through once a week to to stock them up. Uh they do have some storage. I them up. Uh they do have some storage. I them up. Uh they do have some storage. I believe we have like 10 by 12 walk-in believe we have like 10 by 12 walk-in believe we have like 10 by 12 walk-in freezers at uh each one of those stores freezers at uh each one of those stores freezers at uh each one of those stores uh for them to be able to house enough uh for them to be able to house enough uh for them to be able to house enough to be able to keep them keep them going to be able to keep them keep them going to be able to keep them keep them going for a week. So, for a week. So, for a week. So, » and what are the hours of operation and » and what are the hours of operation and » and what are the hours of operation and how many people run a meat market? So, how many people run a meat market? So, how many people run a meat market? So, we have a full-time and a part-time at we have a full-time and a part-time at we have a full-time and a part-time at each of our uh meat markets, and we are each of our uh meat markets, and we are each of our uh meat markets, and we are uh Tuesday through Saturday. Okay. So, uh Tuesday through Saturday. Okay. So, uh Tuesday through Saturday. Okay. So, we, you know, a full-time person, 40 we, you know, a full-time person, 40 we, you know, a full-time person, 40 hours. hours. hours. » Yeah. And then what are the hours like » Yeah. And then what are the hours like » Yeah. And then what are the hours like you open when? you open when? you open when? » Oh, 10 10:00 a.m. to 6:00 a.m. uh » Oh, 10 10:00 a.m. to 6:00 a.m. uh » Oh, 10 10:00 a.m. to 6:00 a.m. uh Tuesday through Saturday for Augusta and Tuesday through Saturday for Augusta and Tuesday through Saturday for Augusta and Andover. Andover. Andover. » 10 10 a.m. to 6 p.m. » 10 10 a.m. to 6 p.m. » 10 10 a.m. to 6 p.m. » Yep. » Yep. » Yep. » Gotcha. Tuesday through Saturday. » Gotcha. Tuesday through Saturday. » Gotcha. Tuesday through Saturday. » Tuesday through Saturday. Gotcha. And » Tuesday through Saturday. Gotcha. And » Tuesday through Saturday. Gotcha. And Sunday, Mondays were just always the Sunday, Mondays were just always the Sunday, Mondays were just always the slower days or you just decided that was slower days or you just decided that was slower days or you just decided that was » Yeah, it was just easier as far as » Yeah, it was just easier as far as » Yeah, it was just easier as far as staffing to be able to keep, you know, a staffing to be able to keep, you know, a staffing to be able to keep, you know, a full-time and part-time person there. Uh full-time and part-time person there. Uh full-time and part-time person there. Uh the packing plant here in Elorado were the packing plant here in Elorado were the packing plant here in Elorado were open Monday through Saturday. open Monday through Saturday. open Monday through Saturday. » Uh so the majority of our processing's » Uh so the majority of our processing's » Uh so the majority of our processing's done Monday through Friday. Makes sense. done Monday through Friday. Makes sense. done Monday through Friday. Makes sense. Um so yeah, one person there and then a Um so yeah, one person there and then a Um so yeah, one person there and then a day there. It's just how did people find day there. It's just how did people find day there. It's just how did people find it? What was the marketing initiative it? What was the marketing initiative it? What was the marketing initiative for? Okay, now we have a meat market for? Okay, now we have a meat market for? Okay, now we have a meat market purely retail, purely retail, purely retail, » right? » right? » right? » How did you get the word out? Like I » How did you get the word out? Like I » How did you get the word out? Like I mean, it's like you had people coming mean, it's like you had people coming mean, it's like you had people coming over, but especially going to like over, but especially going to like over, but especially going to like Andover, that's far enough away that you Andover, that's far enough away that you Andover, that's far enough away that you don't have like a lot of brand don't have like a lot of brand don't have like a lot of brand recognition on the retail side. recognition on the retail side. recognition on the retail side. » Yeah. You know, we feel like as we've » Yeah. You know, we feel like as we've » Yeah. You know, we feel like as we've went, our staple has always been ground went, our staple has always been ground went, our staple has always been ground beef. beef. beef. » Everybody everybody likes it. You know, » Everybody everybody likes it. You know, » Everybody everybody likes it. You know, we provide a everybody uses it. Um, and we provide a everybody uses it. Um, and we provide a everybody uses it. Um, and we provide a good quality ground beef. we provide a good quality ground beef. we provide a good quality ground beef. And we've, uh, we're on a model of, uh, And we've, uh, we're on a model of, uh, And we've, uh, we're on a model of, uh, saving up our ground beef and then doing saving up our ground beef and then doing saving up our ground beef and then doing a sale at each location, rotating. a sale at each location, rotating. a sale at each location, rotating. » Um, » Um, » Um, » and talk about those sales cuz those » and talk about those sales cuz those » and talk about those sales cuz those are crazy, are crazy, are crazy, » right? Sales through the years. So, I » right? Sales through the years. So, I » right? Sales through the years. So, I guess we go back to like black Friday. guess we go back to like black Friday. guess we go back to like black Friday. So, who would have thought Black Friday So, who would have thought Black Friday So, who would have thought Black Friday meat sales meat sales meat sales » would have been a thing, » would have been a thing, » would have been a thing, » right? » right? » right? » And I don't know how long it goes, but » And I don't know how long it goes, but » And I don't know how long it goes, but you know, I had an idea one day. you know, I had an idea one day. you know, I had an idea one day. you know, let's uh let's try to have a you know, let's uh let's try to have a you know, let's uh let's try to have a Black Friday sale, see what happens. And Black Friday sale, see what happens. And Black Friday sale, see what happens. And sure enough, we had a line. sure enough, we had a line. sure enough, we had a line. » So, we're like, okay. And then it just » So, we're like, okay. And then it just » So, we're like, okay. And then it just grew. grew. grew. » Outside before you opened. » Outside before you opened. » Outside before you opened. » Outside before we opened. Oh, yeah. And » Outside before we opened. Oh, yeah. And » Outside before we opened. Oh, yeah. And then it just built and built and built. then it just built and built and built. then it just built and built and built. And this is before we ever opened up any And this is before we ever opened up any And this is before we ever opened up any other places. I mean, but we have, you other places. I mean, but we have, you other places. I mean, but we have, you know, was it 27 acres, I think, o over know, was it 27 acres, I think, o over know, was it 27 acres, I think, o over there. We had cars everywhere. We had there. We had cars everywhere. We had there. We had cars everywhere. We had people parked on Highway 77. He just it people parked on Highway 77. He just it people parked on Highway 77. He just it kind of got to the point is just getting kind of got to the point is just getting kind of got to the point is just getting out of out of hand. You know, our out of out of hand. You know, our out of out of hand. You know, our sales can't get out of hand. So, we sales can't get out of hand. So, we sales can't get out of hand. So, we controls getting involved. controls getting involved. controls getting involved. » Yeah. » Yeah. » Yeah. » For a meat sale. » For a meat sale. » For a meat sale. » For a for a meat sale. And you know, and » For a for a meat sale. And you know, and » For a for a meat sale. And you know, and then you know, I contacted you know, you then you know, I contacted you know, you then you know, I contacted you know, you and Tyler when we did uh did some and Tyler when we did uh did some and Tyler when we did uh did some advertising for uh like the Sandlot advertising for uh like the Sandlot advertising for uh like the Sandlot style advertising. That was that was style advertising. That was that was style advertising. That was that was fun. fun. fun. » That was awesome. » That was awesome. » That was awesome. » Uh you know, that's probably like the » Uh you know, that's probably like the » Uh you know, that's probably like the I'd say the pinnacle of my marketing. I'd say the pinnacle of my marketing. I'd say the pinnacle of my marketing. » Yeah, for real. And uh one of the kid » Yeah, for real. And uh one of the kid » Yeah, for real. And uh one of the kid who played uh who played uh who played uh » um oh what's the main character? » um oh what's the main character? » um oh what's the main character? » Smalls. » Smalls. » Smalls. » Smalls. Yeah. » Smalls. Yeah. » Smalls. Yeah. » The kid who played Smalls. Uh I I saw » The kid who played Smalls. Uh I I saw » The kid who played Smalls. Uh I I saw » He's probably 30 years old now, » He's probably 30 years old now, » He's probably 30 years old now, » right? Well, I saw him and like years » right? Well, I saw him and like years » right? Well, I saw him and like years later and he's all grown up and he's later and he's all grown up and he's later and he's all grown up and he's like we have some conversation. He's like we have some conversation. He's like we have some conversation. He's like, "Yeah, I was in that." And I'm like, "Yeah, I was in that." And I'm like, "Yeah, I was in that." And I'm like, "Oh my gosh, you were like a like, "Oh my gosh, you were like a like, "Oh my gosh, you were like a little kid." And still remembers it. He little kid." And still remembers it. He little kid." And still remembers it. He brought it up. I just thought that was brought it up. I just thought that was brought it up. I just thought that was cool. cool. cool. » Yeah. So, I mean, our sales has it was » Yeah. So, I mean, our sales has it was » Yeah. So, I mean, our sales has it was part of our culture and stuff and as part of our culture and stuff and as part of our culture and stuff and as we've grown, it's not been as manageable we've grown, it's not been as manageable we've grown, it's not been as manageable and uh safe to have that many and uh safe to have that many and uh safe to have that many people and stuff. So, then we uh once people and stuff. So, then we uh once people and stuff. So, then we uh once the other stores came along and stuff, the other stores came along and stuff, the other stores came along and stuff, we started breaking up Black Friday into we started breaking up Black Friday into we started breaking up Black Friday into uh you know, each you know, weekend or uh you know, each you know, weekend or uh you know, each you know, weekend or something, we would do something, we would do something, we would do something » per each location, » per each location, » per each location, » right? And then uh we still you know our » right? And then uh we still you know our » right? And then uh we still you know our ground beef sales were once a month ground beef sales were once a month ground beef sales were once a month and we started getting quite a few and we started getting quite a few and we started getting quite a few people with that as well. So uh you know people with that as well. So uh you know people with that as well. So uh you know just this year we're like you know how just this year we're like you know how just this year we're like you know how do we and you have pe customers that do we and you have pe customers that do we and you have pe customers that when's the next sale? When's the next when's the next sale? When's the next when's the next sale? When's the next sale? Well cash flow-wise as far as sale? Well cash flow-wise as far as sale? Well cash flow-wise as far as holding all that ground beef for a month holding all that ground beef for a month holding all that ground beef for a month and customers only getting them you know and customers only getting them you know and customers only getting them you know once every other month or or so. So, uh, once every other month or or so. So, uh, once every other month or or so. So, uh, yeah, we decided just to try out that yeah, we decided just to try out that yeah, we decided just to try out that everyday low price on it and trying to, everyday low price on it and trying to, everyday low price on it and trying to, uh, limit the amount that they can get. uh, limit the amount that they can get. uh, limit the amount that they can get. And, uh, that has helped out And, uh, that has helped out And, uh, that has helped out tremendously. tremendously. tremendously. » Good. » Good. » Good. » Tremendously. Yeah. » Tremendously. Yeah. » Tremendously. Yeah. » It's going good. » It's going good. » It's going good. » So far so good. Yeah. So far so good. » So far so good. Yeah. So far so good. » So far so good. Yeah. So far so good. So, we have constant traffic and, uh, So, we have constant traffic and, uh, So, we have constant traffic and, uh, » yeah, cuz eventually you have a, you » yeah, cuz eventually you have a, you » yeah, cuz eventually you have a, you know, it's like here or there, then you know, it's like here or there, then you know, it's like here or there, then you have this crazy rush. have this crazy rush. have this crazy rush. » I don't have ground beef, » I don't have ground beef, » I don't have ground beef, » but then you sell a lot of other stuff. » but then you sell a lot of other stuff. » but then you sell a lot of other stuff. So, you want that exposure. You want So, you want that exposure. You want So, you want that exposure. You want them to see your ribe eyes and your them to see your ribe eyes and your them to see your ribe eyes and your brisketss and your sausages and um your brisketss and your sausages and um your brisketss and your sausages and um your grizzly burger, right? Your your grizzly burger, right? Your your grizzly burger, right? Your your signature products. Um so yeah, to have signature products. Um so yeah, to have signature products. Um so yeah, to have an always on. So tell me the price point an always on. So tell me the price point an always on. So tell me the price point because it as ridiculous as it sounds because it as ridiculous as it sounds because it as ridiculous as it sounds that people would line up on a Black that people would line up on a Black that people would line up on a Black Friday. Friday. Friday. » I totally could see myself doing that » I totally could see myself doing that » I totally could see myself doing that because we eat ground beef because we eat ground beef because we eat ground beef » all the time and it's so expensive, » all the time and it's so expensive, » all the time and it's so expensive, especially now. So what price point per especially now. So what price point per especially now. So what price point per pound were you running those once a pound were you running those once a pound were you running those once a month sales at? month sales at? month sales at? They were running at, you know, at four They were running at, you know, at four They were running at, you know, at four like 450 a pound. like 450 a pound. like 450 a pound. » 450 a pound. Yeah. Which is I mean » 450 a pound. Yeah. Which is I mean » 450 a pound. Yeah. Which is I mean » Yeah. » Yeah. » Yeah. » A good deal. » A good deal. » A good deal. » Yeah. It's It's a good deal. And um » Yeah. It's It's a good deal. And um » Yeah. It's It's a good deal. And um » And it's Kansas beef. » And it's Kansas beef. » And it's Kansas beef. » It's Kansas. Yeah. Yep. All runs through » It's Kansas. Yeah. Yep. All runs through » It's Kansas. Yeah. Yep. All runs through El Dredo and uh El Dredo and uh El Dredo and uh » Yeah. » Yeah. » Yeah. » Interesting. Uh and so talk about the So » Interesting. Uh and so talk about the So » Interesting. Uh and so talk about the So you do it. So now you just have an you do it. So now you just have an you do it. So now you just have an always on always on always on » We're getting steadier flow. We don't » We're getting steadier flow. We don't » We're getting steadier flow. We don't have 10,000 lbs sitting in our freezer have 10,000 lbs sitting in our freezer have 10,000 lbs sitting in our freezer waiting for a sale to do and waiting for a sale to do and waiting for a sale to do and then a huge rush, then a huge rush, then a huge rush, » right? » right? » right? » Lines out the door. » Lines out the door. » Lines out the door. » And you said you're limiting it » And you said you're limiting it » And you said you're limiting it » limit. Yeah. So, uh limited, you know, » limit. Yeah. So, uh limited, you know, » limit. Yeah. So, uh limited, you know, 10 pounds, which should, you know, 10 pounds, which should, you know, 10 pounds, which should, you know, depending on depending on depending on » per purchase per day. Per day. » per purchase per day. Per day. » per purchase per day. Per day. » Per day. So, yeah. Uh you know, we kind » Per day. So, yeah. Uh you know, we kind » Per day. So, yeah. Uh you know, we kind of felt like, you know, 10 pounds is of felt like, you know, 10 pounds is of felt like, you know, 10 pounds is » probably about average to get a family » probably about average to get a family » probably about average to get a family through, you know, 3, four weeks. through, you know, 3, four weeks. through, you know, 3, four weeks. » Yeah. Um, so a little bit more constant » Yeah. Um, so a little bit more constant » Yeah. Um, so a little bit more constant uh traffic, being able to with all the uh traffic, being able to with all the uh traffic, being able to with all the high prices and stuff, just being able high prices and stuff, just being able high prices and stuff, just being able to have that staple for families. to have that staple for families. to have that staple for families. » Uh, it's nice to be able to provide » Uh, it's nice to be able to provide » Uh, it's nice to be able to provide value for somebody and they, you know, value for somebody and they, you know, value for somebody and they, you know, people appreciate it and people appreciate it and people appreciate it and » so, » so, » so, » and it's still 450. » and it's still 450. » and it's still 450. » It's still » It's still » It's still » It's still Yeah. Yep. So, your new » It's still Yeah. Yep. So, your new » It's still Yeah. Yep. So, your new always on sale is still 450. always on sale is still 450. always on sale is still 450. » It's still 450. Yeah. Kept it at that » It's still 450. Yeah. Kept it at that » It's still 450. Yeah. Kept it at that same price. same price. same price. » That's awesome. Yeah. I mean, I was I » That's awesome. Yeah. I mean, I was I » That's awesome. Yeah. I mean, I was I was at uh I always look at like was at uh I always look at like was at uh I always look at like clearance deals and you know, you walk clearance deals and you know, you walk clearance deals and you know, you walk through the Dillons or Walmart and I through the Dillons or Walmart and I through the Dillons or Walmart and I mean, like everything there's over $5. mean, like everything there's over $5. mean, like everything there's over $5. » Yeah. » Yeah. » Yeah. » Uh even Costco, right, » Uh even Costco, right, » Uh even Costco, right, » is is pretty high. So, that's that's » is is pretty high. So, that's that's » is is pretty high. So, that's that's really cool. What a great way to just really cool. What a great way to just really cool. What a great way to just become a staple because it's something become a staple because it's something become a staple because it's something you buy all the time, you buy all the time, you buy all the time, » right? » right? » right? » And and then buying 10 pounds is still » And and then buying 10 pounds is still » And and then buying 10 pounds is still an efficient reason to go there. an efficient reason to go there. an efficient reason to go there. » Yeah. » Yeah. » Yeah. » And look at other products. Um what » And look at other products. Um what » And look at other products. Um what other products are your staple? So, other products are your staple? So, other products are your staple? So, you've got the ground beef and then what you've got the ground beef and then what you've got the ground beef and then what would you say is your next best sellers? would you say is your next best sellers? would you say is your next best sellers? A couple of them. A couple of them. A couple of them. » Well, it would probably is probably your » Well, it would probably is probably your » Well, it would probably is probably your upper end steaks. You know, your ribe upper end steaks. You know, your ribe upper end steaks. You know, your ribe eyes and fillets and then our unique eyes and fillets and then our unique eyes and fillets and then our unique products like the grizzly burger you products like the grizzly burger you products like the grizzly burger you mentioned before. mentioned before. mentioned before. » Uh BRZ, just the type of stuff that you » Uh BRZ, just the type of stuff that you » Uh BRZ, just the type of stuff that you can't go to the store and buy. can't go to the store and buy. can't go to the store and buy. » Yeah. So, » Yeah. So, » Yeah. So, » yeah. » yeah. » yeah. » Uh what uh what is the most » Uh what uh what is the most » Uh what uh what is the most difficult part about that business? difficult part about that business? difficult part about that business? Because now you're if that's 75% of your Because now you're if that's 75% of your Because now you're if that's 75% of your business now that means you're buying business now that means you're buying business now that means you're buying your own cattle processing it. So your own cattle processing it. So your own cattle processing it. So there's a lot of efficiencies there. there's a lot of efficiencies there. there's a lot of efficiencies there. Yeah. Yeah. Yeah. » Right. I mean from a margin perspective » Right. I mean from a margin perspective » Right. I mean from a margin perspective makes sense because you essentially cut makes sense because you essentially cut makes sense because you essentially cut out the middleman and so you're out the middleman and so you're out the middleman and so you're » you're buying the head, you're » you're buying the head, you're » you're buying the head, you're processing, selling. Um how much has processing, selling. Um how much has processing, selling. Um how much has that changed like the back end of your that changed like the back end of your that changed like the back end of your business? Cuz that's also a cash flow business? Cuz that's also a cash flow business? Cuz that's also a cash flow thing. You're not just getting paid to thing. You're not just getting paid to thing. You're not just getting paid to process other people's cows that you process other people's cows that you process other people's cows that you didn't pay anything for. Now you're didn't pay anything for. Now you're didn't pay anything for. Now you're probably having to buy a lot of head, probably having to buy a lot of head, probably having to buy a lot of head, » right? Yeah. Um it's kind of been a » right? Yeah. Um it's kind of been a » right? Yeah. Um it's kind of been a natural progression. I mean, it hasn't natural progression. I mean, it hasn't natural progression. I mean, it hasn't hurt cash flow as much. I would say um hurt cash flow as much. I would say um hurt cash flow as much. I would say um inventory on hand and being able to inventory on hand and being able to inventory on hand and being able to control that has been a big factor. uh control that has been a big factor. uh control that has been a big factor. uh once I came back uh into the business, once I came back uh into the business, once I came back uh into the business, we that's one thing that we worked on is we that's one thing that we worked on is we that's one thing that we worked on is how much we have on hand and trying to how much we have on hand and trying to how much we have on hand and trying to control that, which has helped quite a control that, which has helped quite a control that, which has helped quite a quite a bit because it can it can get quite a bit because it can it can get quite a bit because it can it can get your cost of goods sold can go your cost of goods sold can go your cost of goods sold can go through the roof if you if you if you through the roof if you if you if you through the roof if you if you if you don't manage it properly, don't manage it properly, don't manage it properly, » right? Yeah. You got to buy right. » right? Yeah. You got to buy right. » right? Yeah. You got to buy right. » You got to know what you got to know » You got to know what you got to know » You got to know what you got to know what you have on hand and how fast it's what you have on hand and how fast it's what you have on hand and how fast it's going to move and going to move and going to move and » Yeah. And then I'm sure like any other » Yeah. And then I'm sure like any other » Yeah. And then I'm sure like any other business or restaurant runs out of a business or restaurant runs out of a business or restaurant runs out of a menu item, you guys run out of stuff, menu item, you guys run out of stuff, menu item, you guys run out of stuff, I'm sure, or you're out of something for I'm sure, or you're out of something for I'm sure, or you're out of something for a week or a week or a week or » Sure. » Sure. » Sure. » Uh and that hurts. It does. Yeah. » Uh and that hurts. It does. Yeah. » Uh and that hurts. It does. Yeah. » I'm a people pleaser. I I always want » I'm a people pleaser. I I always want » I'm a people pleaser. I I always want our customers to be happy. It's our customers to be happy. It's our customers to be happy. It's difficult cuz you do run out of stuff difficult cuz you do run out of stuff difficult cuz you do run out of stuff and then you have a jam-packed schedule and then you have a jam-packed schedule and then you have a jam-packed schedule that you try to I need to get this made. that you try to I need to get this made. that you try to I need to get this made. » Yeah. So, uh, trying to get that in » Yeah. So, uh, trying to get that in » Yeah. So, uh, trying to get that in there, um, and balance that is something there, um, and balance that is something there, um, and balance that is something that we're constantly trying to get that we're constantly trying to get that we're constantly trying to get better at better at better at » cuz you guys are, I mean, just thinking » cuz you guys are, I mean, just thinking » cuz you guys are, I mean, just thinking bigger picture, you guys are a bigger picture, you guys are a bigger picture, you guys are a manufacturer essentially, right? Right. manufacturer essentially, right? Right. manufacturer essentially, right? Right. » You sell a product that you also make. » You sell a product that you also make. » You sell a product that you also make. » Yeah. » Yeah. » Yeah. » Which is neat. It's neat that you're » Which is neat. It's neat that you're » Which is neat. It's neat that you're you're you're manufacturing a product you're you're manufacturing a product you're you're manufacturing a product and then going direct to consumer with and then going direct to consumer with and then going direct to consumer with it. You're not taking it to a it. You're not taking it to a it. You're not taking it to a distributor or to another grocery store. distributor or to another grocery store. distributor or to another grocery store. Um, do do you guys sell to restaurants? Um, do do you guys sell to restaurants? Um, do do you guys sell to restaurants? We used that was another business that We used that was another business that We used that was another business that we we used to chase. Uh we do uh Willies we we used to chase. Uh we do uh Willies we we used to chase. Uh we do uh Willies here in town. here in town. here in town. » Oh, right. Yeah. They've got the grizzly » Oh, right. Yeah. They've got the grizzly » Oh, right. Yeah. They've got the grizzly burger. burger. burger. » Yeah. So, we we have a a few places that » Yeah. So, we we have a a few places that » Yeah. So, we we have a a few places that have uh been with us for a long time and have uh been with us for a long time and have uh been with us for a long time and uh we still take care of them, but uh uh we still take care of them, but uh uh we still take care of them, but uh the wholesale restaurant business the wholesale restaurant business the wholesale restaurant business isn't something that we we we chase as isn't something that we we we chase as isn't something that we we we chase as much. So, much. So, much. So, » yeah. Yeah. Um so, yeah, back to the » yeah. Yeah. Um so, yeah, back to the » yeah. Yeah. Um so, yeah, back to the manufacturing outlook. You create this manufacturing outlook. You create this manufacturing outlook. You create this product. So to keep these retail centers product. So to keep these retail centers product. So to keep these retail centers like the ground beef is going to keep like the ground beef is going to keep like the ground beef is going to keep everything kind of exciting, help you everything kind of exciting, help you everything kind of exciting, help you acquire new customers. I'm assure acquire new customers. I'm assure acquire new customers. I'm assure assuming the referral side of that's got assuming the referral side of that's got assuming the referral side of that's got to be huge too cuz then everybody's to be huge too cuz then everybody's to be huge too cuz then everybody's telling, you know, I'm always telling, you know, I'm always telling, you know, I'm always telling people where they can find a deal and people where they can find a deal and people where they can find a deal and » um and so when you find a deal, but it's » um and so when you find a deal, but it's » um and so when you find a deal, but it's also a great value and it's good meat. also a great value and it's good meat. also a great value and it's good meat. » Sure. » Sure. » Sure. » So that's going to spread. But is » So that's going to spread. But is » So that's going to spread. But is there pressure to come up with new there pressure to come up with new there pressure to come up with new products though too to keep that retail products though too to keep that retail products though too to keep that retail environment cuz re retail is kind of a environment cuz re retail is kind of a environment cuz re retail is kind of a different beast in different beast in different beast in » itself? We try to keep our ears open, » itself? We try to keep our ears open, » itself? We try to keep our ears open, hear what customers are looking hear what customers are looking hear what customers are looking for if we you know hear enough of um and for if we you know hear enough of um and for if we you know hear enough of um and there's different trends. There's there's different trends. There's there's different trends. There's different trends that you know we might different trends that you know we might different trends that you know we might be selling a product 15 years ago that be selling a product 15 years ago that be selling a product 15 years ago that nobody really wants anymore or there nobody really wants anymore or there nobody really wants anymore or there might be products now um you know people might be products now um you know people might be products now um you know people wanting to make their own beef stock or wanting to make their own beef stock or wanting to make their own beef stock or something like that. So, they're wanting something like that. So, they're wanting something like that. So, they're wanting more marrow bones and that'll just come more marrow bones and that'll just come more marrow bones and that'll just come out of the blue and it's like, hey, I out of the blue and it's like, hey, I out of the blue and it's like, hey, I need a ton of marrow bones to try to need a ton of marrow bones to try to need a ton of marrow bones to try to supply everybody. supply everybody. supply everybody. » Interesting. » Interesting. » Interesting. » So, uh yeah, we just try to keep our » So, uh yeah, we just try to keep our » So, uh yeah, we just try to keep our ears open, see what uh people are ears open, see what uh people are ears open, see what uh people are needing and needing and needing and » and you collect that data. I'm assuming » and you collect that data. I'm assuming » and you collect that data. I'm assuming it's uh the managers or the people at it's uh the managers or the people at it's uh the managers or the people at the meat markets are letting you know the meat markets are letting you know the meat markets are letting you know like I'm getting a lot of demand for like I'm getting a lot of demand for like I'm getting a lot of demand for this. I need more of it. Yeah, we're this. I need more of it. Yeah, we're this. I need more of it. Yeah, we're having a once a week meeting and having a once a week meeting and having a once a week meeting and that and that's you know discussed of that and that's you know discussed of that and that's you know discussed of you know anything that they're hearing you know anything that they're hearing you know anything that they're hearing that they can pass on. Uh another factor that they can pass on. Uh another factor that they can pass on. Uh another factor uh could be uh a product created because uh could be uh a product created because uh could be uh a product created because of like grizzly burgers that's that's a of like grizzly burgers that's that's a of like grizzly burgers that's that's a a byproduct of we have we were selling a byproduct of we have we were selling a byproduct of we have we were selling so much bacon. We have all this bacon so much bacon. We have all this bacon so much bacon. We have all this bacon ins and we weren't selling enough bacon. ins and we weren't selling enough bacon. ins and we weren't selling enough bacon. How do we utilize these bacon ends? So, How do we utilize these bacon ends? So, How do we utilize these bacon ends? So, we ended up creating a Grizzly Burger, we ended up creating a Grizzly Burger, we ended up creating a Grizzly Burger, which was which was which was » go ahead and go into named after, you » go ahead and go into named after, you » go ahead and go into named after, you know, uh, Butler Grizzlies. It's kind of know, uh, Butler Grizzlies. It's kind of know, uh, Butler Grizzlies. It's kind of right around the time they built that right around the time they built that right around the time they built that stadium. It took quite a while to, uh, stadium. It took quite a while to, uh, stadium. It took quite a while to, uh, figure out actually how to make it, you figure out actually how to make it, you figure out actually how to make it, you know, beef, pork, bacon, and cheese, you know, beef, pork, bacon, and cheese, you know, beef, pork, bacon, and cheese, you know, all into a patty. And then that know, all into a patty. And then that know, all into a patty. And then that became one of our signature products to became one of our signature products to became one of our signature products to where now I got to I don't have enough where now I got to I don't have enough where now I got to I don't have enough bacon ins. bacon ins. bacon ins. So some of our products derive from, you So some of our products derive from, you So some of our products derive from, you know, what do we have on hand? What can know, what do we have on hand? What can know, what do we have on hand? What can we make that'll be value to the we make that'll be value to the we make that'll be value to the customer? customer? customer? » Yeah. Yeah. That you don't know where » Yeah. Yeah. That you don't know where » Yeah. Yeah. That you don't know where else to put it. else to put it. else to put it. » Blending it makes a lot of sense. It's » Blending it makes a lot of sense. It's » Blending it makes a lot of sense. It's like Taco Bell, right? Taco Bell, every like Taco Bell, right? Taco Bell, every like Taco Bell, right? Taco Bell, every menu item is the same thing just in a menu item is the same thing just in a menu item is the same thing just in a different variation. different variation. different variation. » Different form, right? » Different form, right? » Different form, right? » Right. It's all tortilla, bean, beef, » Right. It's all tortilla, bean, beef, » Right. It's all tortilla, bean, beef, but yet they have like they have 25 menu but yet they have like they have 25 menu but yet they have like they have 25 menu items, but it's all items, but it's all items, but it's all » like you just compared him to Taco Bell. » like you just compared him to Taco Bell. » like you just compared him to Taco Bell. » Yeah, I know, right? No, essentially you » Yeah, I know, right? No, essentially you » Yeah, I know, right? No, essentially you know what I'm saying because they you know what I'm saying because they you know what I'm saying because they you just have the same like you have these just have the same like you have these just have the same like you have these cats. cats. cats. » They're not making new parts of » They're not making new parts of » They're not making new parts of » There's no new part yet right there. » There's no new part yet right there. » There's no new part yet right there. Yeah. Yeah. Yeah. » Hopefully these cows aren't growing new » Hopefully these cows aren't growing new » Hopefully these cows aren't growing new muscles. muscles. muscles. » We've got a fifth leg here. » It's an elbow now, not a T-bone. There » It's an elbow now, not a T-bone. There you go. you go. you go. » We we we uh combined or stitched » We we we uh combined or stitched » We we we uh combined or stitched together these two stakes and call it together these two stakes and call it together these two stakes and call it that. But yeah, that would be hard that. But yeah, that would be hard that. But yeah, that would be hard to innovate on, but to to my brilliant to innovate on, but to to my brilliant to innovate on, but to to my brilliant point, Tyler, point, Tyler, point, Tyler, that you know, Taco Bell figured it out that you know, Taco Bell figured it out that you know, Taco Bell figured it out with the same four ingredients reused a with the same four ingredients reused a with the same four ingredients reused a hundred different ways. hundred different ways. hundred different ways. » Sure. » Sure. » Sure. » And they just do it do it differently. » And they just do it do it differently. » And they just do it do it differently. Um Yeah. No, that's that's really Um Yeah. No, that's that's really Um Yeah. No, that's that's really interesting. I just think it's really interesting. I just think it's really interesting. I just think it's really cool that you've gone in the retail cool that you've gone in the retail cool that you've gone in the retail space because it makes a lot of sense to space because it makes a lot of sense to space because it makes a lot of sense to me because the margins uh compared to me because the margins uh compared to me because the margins uh compared to wholesale for the same effort. Sure. wholesale for the same effort. Sure. wholesale for the same effort. Sure. because you still have to process the because you still have to process the because you still have to process the cow. cow. cow. » And so if you can go to the end consumer » And so if you can go to the end consumer » And so if you can go to the end consumer purchasing it at a retail value purchasing it at a retail value purchasing it at a retail value and you're not getting paid because and you're not getting paid because and you're not getting paid because the co-acking the co-acking the co-acking » I can see a big cash flow constraint » I can see a big cash flow constraint » I can see a big cash flow constraint because you're just getting paid for because you're just getting paid for because you're just getting paid for labor essentially. Right. labor essentially. Right. labor essentially. Right. » Right. On co-acking like you're not » Right. On co-acking like you're not » Right. On co-acking like you're not actually like they're providing actually like they're providing actually like they're providing » the source. » the source. » the source. » They're providing the product. You know » They're providing the product. You know » They're providing the product. You know we don't have to sell it but you know we we don't have to sell it but you know we we don't have to sell it but you know we got to make sure our labor is got to make sure our labor is got to make sure our labor is controlled. And then you've got a lot of controlled. And then you've got a lot of controlled. And then you've got a lot of people and that's a hard business people and that's a hard business people and that's a hard business probably to get people to want to be in probably to get people to want to be in probably to get people to want to be in a slaughter house. a slaughter house. a slaughter house. » That's one of the most difficult parts » That's one of the most difficult parts » That's one of the most difficult parts about it is is the labor. I mean it's about it is is the labor. I mean it's about it is is the labor. I mean it's not something that most people know how not something that most people know how not something that most people know how to do. So getting and it's not for to do. So getting and it's not for to do. So getting and it's not for everybody. So finding uh the right everybody. So finding uh the right everybody. So finding uh the right person uh that wants to learn and being person uh that wants to learn and being person uh that wants to learn and being able to you know train them and able to you know train them and able to you know train them and » makes a lot of difference. And yeah so » makes a lot of difference. And yeah so » makes a lot of difference. And yeah so » so why not go a model where the margin » so why not go a model where the margin » so why not go a model where the margin person you have at your store is person you have at your store is person you have at your store is that much higher. So for everything they that much higher. So for everything they that much higher. So for everything they process for the retail side, the process for the retail side, the process for the retail side, the payout is so much larger than if you payout is so much larger than if you payout is so much larger than if you were just billing for a co-acking fee. were just billing for a co-acking fee. were just billing for a co-acking fee. » Um that makes a lot of sense. I think » Um that makes a lot of sense. I think » Um that makes a lot of sense. I think that's a more that's a more that's a more » there are other fees when you got » there are other fees when you got » there are other fees when you got another brick and mortar another brick and mortar another brick and mortar going on with it. But uh it does make going on with it. But uh it does make going on with it. But uh it does make Yeah, it does make the most sense. And Yeah, it does make the most sense. And Yeah, it does make the most sense. And you know, if you would have asked me 20 you know, if you would have asked me 20 you know, if you would have asked me 20 years ago if this is the route we would years ago if this is the route we would years ago if this is the route we would have went, I probably wouldn't have went, I probably wouldn't have went, I probably wouldn't have thought this because we did uh heavily thought this because we did uh heavily thought this because we did uh heavily go into the co-acking and then even the go into the co-acking and then even the go into the co-acking and then even the custom processing. I mean, that was a custom processing. I mean, that was a custom processing. I mean, that was a huge part of our business for a long huge part of our business for a long huge part of our business for a long time. So, time. So, time. So, » uh expansionwise, what you've learned » uh expansionwise, what you've learned » uh expansionwise, what you've learned now, if you were to open another retail now, if you were to open another retail now, if you were to open another retail location, how would you look at it now? location, how would you look at it now? location, how would you look at it now? Like, what would you take into Like, what would you take into Like, what would you take into consideration from what you've learned consideration from what you've learned consideration from what you've learned about the Winfield location that you about the Winfield location that you about the Winfield location that you shut down? Right. Um, you shut down? Right. Um, you shut down? Right. Um, » so » so » so » or sold the building, I guess, which was » or sold the building, I guess, which was » or sold the building, I guess, which was a good opportunity. a good opportunity. a good opportunity. » Yep. Uh, » Yep. Uh, » Yep. Uh, looking back on it now, I think looking back on it now, I think looking back on it now, I think to open another retail location, our to open another retail location, our to open another retail location, our staple, ground beef, I would want to staple, ground beef, I would want to staple, ground beef, I would want to make sure that we would consistently make sure that we would consistently make sure that we would consistently supply » that location. Uh, I I think that's our » that location. Uh, I I think that's our » that location. Uh, I I think that's our greatest value to to our greatest value to to our greatest value to to our customers. customers. customers. » Yeah. » Yeah. » Yeah. » Um, you know, a a local product at a » Um, you know, a a local product at a » Um, you know, a a local product at a better price. I mean, uh, then even the better price. I mean, uh, then even the better price. I mean, uh, then even the big guys on it and stuff, um, is the big guys on it and stuff, um, is the big guys on it and stuff, um, is what, uh, drives people in and then what, uh, drives people in and then what, uh, drives people in and then we're able to show them, hey, here's we're able to show them, hey, here's we're able to show them, hey, here's some unique stuff you can't get anywhere some unique stuff you can't get anywhere some unique stuff you can't get anywhere else. So, it it would be based off of, else. So, it it would be based off of, else. So, it it would be based off of, um, um, um, being able to provide that for the next being able to provide that for the next being able to provide that for the next set of customers. set of customers. set of customers. » Gotcha. Yeah. Consistent production, » Gotcha. Yeah. Consistent production, » Gotcha. Yeah. Consistent production, knowing now. So, so really it all kind knowing now. So, so really it all kind knowing now. So, so really it all kind of comes down to the supply side and now of comes down to the supply side and now of comes down to the supply side and now what you've learned on the marketing what you've learned on the marketing what you've learned on the marketing side is you have a flagship product, side is you have a flagship product, side is you have a flagship product, this is what brings people in this is what brings people in this is what brings people in consistently, consistently, consistently, » right? » right? » right? » Uh if we do a new location, » Uh if we do a new location, » Uh if we do a new location, we have to supply enough, we have to supply enough, we have to supply enough, » right, » right, » right, » for that to to work. It makes sense. Um » for that to to work. It makes sense. Um » for that to to work. It makes sense. Um what is your biggest constraint in what is your biggest constraint in what is your biggest constraint in ground beef production? ground beef production? ground beef production? Uh, at the moment it would probably be Uh, at the moment it would probably be Uh, at the moment it would probably be uh the amount of the amount of staff um uh the amount of the amount of staff um uh the amount of the amount of staff um to be able to efficiently to be able to efficiently to be able to efficiently um um um bring more bring more cattle in. Um you bring more bring more cattle in. Um you bring more bring more cattle in. Um you know, we're we're still within our know, we're we're still within our know, we're we're still within our confines of uh space in our processing confines of uh space in our processing confines of uh space in our processing plant, but you know, staff, plant, but you know, staff, plant, but you know, staff, » you know, the biggest thing. and then uh » you know, the biggest thing. and then uh » you know, the biggest thing. and then uh you know finding more cattle across you know finding more cattle across you know finding more cattle across Kansas to go pick up and uh be able to Kansas to go pick up and uh be able to Kansas to go pick up and uh be able to provide a good quality product. provide a good quality product. provide a good quality product. » Yeah. » Yeah. » Yeah. » Yeah. Because I guess if you open » Yeah. Because I guess if you open » Yeah. Because I guess if you open another location, you also have another location, you also have another location, you also have expansion and hiring on the processing expansion and hiring on the processing expansion and hiring on the processing side. side. side. » Sure. » Sure. » Sure. » Right. So it's not just a new location, » Right. So it's not just a new location, » Right. So it's not just a new location, couple employees, couple employees, couple employees, » rent. It's also you might need another » rent. It's also you might need another » rent. It's also you might need another butcher in the back. butcher in the back. butcher in the back. » Right. And we have a pretty good » Right. And we have a pretty good » Right. And we have a pretty good schedule and rotation right now. So, uh, schedule and rotation right now. So, uh, schedule and rotation right now. So, uh, you're kind of at the point where we're you're kind of at the point where we're you're kind of at the point where we're kind of maxing out that schedule. How do kind of maxing out that schedule. How do kind of maxing out that schedule. How do we we we » essentially add another day's » essentially add another day's » essentially add another day's production? Yeah. production? Yeah. production? Yeah. » Uh, into that mix » Uh, into that mix » Uh, into that mix » or shift. Have you ever done shifts or » or shift. Have you ever done shifts or » or shift. Have you ever done shifts or do you always do you always do you always » We have We have before. We've probably » We have We have before. We've probably » We have We have before. We've probably tried about everything that you can you tried about everything that you can you tried about everything that you can you can think of and open every door can think of and open every door can think of and open every door and stuff. So, you know, we just want to and stuff. So, you know, we just want to and stuff. So, you know, we just want to do uh hey, let's do what we're good at do uh hey, let's do what we're good at do uh hey, let's do what we're good at and uh do it efficiently. and uh do it efficiently. and uh do it efficiently. » Yeah. So, » Yeah. So, » Yeah. So, » that's awesome. » that's awesome. » that's awesome. um uh barrier to entry like if somebody um uh barrier to entry like if somebody um uh barrier to entry like if somebody wanted to be you they want to process wanted to be you they want to process wanted to be you they want to process their own their own their own » right they want » right they want » right they want » I don't know if I want to be me » I don't know if I want to be me » I don't know if I want to be me sometimes » right like I'm assuming it's a » right like I'm assuming it's a » right like I'm assuming it's a pretty big barrier to entry to set up a pretty big barrier to entry to set up a pretty big barrier to entry to set up a facility like that facility like that facility like that » sure costwise yeah I mean the facility » sure costwise yeah I mean the facility » sure costwise yeah I mean the facility plus the plus the equipment plus the plus the equipment plus the plus the equipment » and the regulation and getting inspected » and the regulation and getting inspected » and the regulation and getting inspected and certified to and certified to and certified to » that's a big hump to get over as well » that's a big hump to get over as well » that's a big hump to get over as well especially if you don't I couldn't especially if you don't I couldn't especially if you don't I couldn't imagine getting into it with no imagine getting into it with no imagine getting into it with no knowledge, knowledge, knowledge, » right, » right, » right, » of going into it, you know, like my » of going into it, you know, like my » of going into it, you know, like my dad did back then. Uh dad did back then. Uh dad did back then. Uh » but uh yeah, I would uh » but uh yeah, I would uh » but uh yeah, I would uh it's uh once you get over once you get it's uh once you get over once you get it's uh once you get over once you get over that knowledge hump or something. over that knowledge hump or something. over that knowledge hump or something. Uh it's just it's kind of a a constant Uh it's just it's kind of a a constant Uh it's just it's kind of a a constant battle with rules and regulations. battle with rules and regulations. battle with rules and regulations. Uh Uh Uh » I'm sorry. What? » I'm sorry. What? » I'm sorry. What? » Oh, no. I just mean I'm more just saying » Oh, no. I just mean I'm more just saying » Oh, no. I just mean I'm more just saying I Yeah, you're saying everything I I Yeah, you're saying everything I I Yeah, you're saying everything I asked, which just was it's I it sounds asked, which just was it's I it sounds asked, which just was it's I it sounds like a daunting task. I you know, it like a daunting task. I you know, it like a daunting task. I you know, it doesn't sound like something someone's doesn't sound like something someone's doesn't sound like something someone's just going to open up next year down the just going to open up next year down the just going to open up next year down the street from you and they're like, "We're street from you and they're like, "We're street from you and they're like, "We're going to get into this." going to get into this." going to get into this." » Yeah. Not that it's not that it's not » Yeah. Not that it's not that it's not » Yeah. Not that it's not that it's not doable or or anything like that, but um doable or or anything like that, but um doable or or anything like that, but um the financial aspect to get into it the financial aspect to get into it the financial aspect to get into it along with learning the rules and along with learning the rules and along with learning the rules and regulations and setting up systems, you regulations and setting up systems, you regulations and setting up systems, you know, in order to do it know, in order to do it know, in order to do it » and having the knowhow on how to source » and having the knowhow on how to source » and having the knowhow on how to source and buy and connect. Yeah, and buy and connect. Yeah, and buy and connect. Yeah, » sure. It's just something that, you » sure. It's just something that, you » sure. It's just something that, you know, it's been an education for the know, it's been an education for the know, it's been an education for the last 20 years and, last 20 years and, last 20 years and, » you know, Yeah. I mean, » you know, Yeah. I mean, » you know, Yeah. I mean, » I guess one thing having an open mind, » I guess one thing having an open mind, » I guess one thing having an open mind, don't think, you know, don't think you don't think, you know, don't think you don't think, you know, don't think you got to figure it out. have an open mind got to figure it out. have an open mind got to figure it out. have an open mind and you know go where the customers lead and you know go where the customers lead and you know go where the customers lead you. But and we also when we started you. But and we also when we started you. But and we also when we started we didn't we didn't have you know all we didn't we didn't have you know all we didn't we didn't have you know all these customers and stuff and when we these customers and stuff and when we these customers and stuff and when we bought the plant we probably did bought the plant we probably did bought the plant we probably did » six custom beef a week and that was » six custom beef a week and that was » six custom beef a week and that was about it. about it. about it. » Yeah. » Yeah. » Yeah. » So we've had the you know the ability to » So we've had the you know the ability to » So we've had the you know the ability to be able to kind of grow and learn be able to kind of grow and learn be able to kind of grow and learn » with it. Uh so at your guys's biggest » with it. Uh so at your guys's biggest » with it. Uh so at your guys's biggest how many heads of cattle were you guys how many heads of cattle were you guys how many heads of cattle were you guys processing? processing? processing? Um, Um, Um, » like » like » like » I would I would say uh as far as beef, » I would I would say uh as far as beef, » I would I would say uh as far as beef, we've processed 50 some beef a week. we've processed 50 some beef a week. we've processed 50 some beef a week. » Yeah. » Yeah. » Yeah. » Um, hogs. We did a a crazy co-acking » Um, hogs. We did a a crazy co-acking » Um, hogs. We did a a crazy co-acking deal for um some people out in Colorado deal for um some people out in Colorado deal for um some people out in Colorado where they would ship um semi-loadads of where they would ship um semi-loadads of where they would ship um semi-loadads of hogs to us. So, I think we had like 115 hogs to us. So, I think we had like 115 hogs to us. So, I think we had like 115 hogs that we would do in a day. hogs that we would do in a day. hogs that we would do in a day. » In a day. » In a day. » In a day. » In a day. » In a day. » In a day. » Wow. So, g can you process a hog a lot » Wow. So, g can you process a hog a lot » Wow. So, g can you process a hog a lot faster than a cow? faster than a cow? faster than a cow? You can you can slaughter a hog a lot You can you can slaughter a hog a lot You can you can slaughter a hog a lot faster than you than you can a cow. As faster than you than you can a cow. As faster than you than you can a cow. As far as processing, if you add in uh far as processing, if you add in uh far as processing, if you add in uh bacon curing times and ham curing times bacon curing times and ham curing times bacon curing times and ham curing times and stuff like that, and stuff like that, and stuff like that, » um it's probably about as equal. » um it's probably about as equal. » um it's probably about as equal. » Interesting. » Interesting. » Interesting. » To a beef. So, » To a beef. So, » To a beef. So, » yeah. Wow. Yeah, that's a lot. That's a » yeah. Wow. Yeah, that's a lot. That's a » yeah. Wow. Yeah, that's a lot. That's a lot of logistics to think about and lot of logistics to think about and lot of logistics to think about and that's a lot of weight. that's a lot of weight. that's a lot of weight. » Yeah. » Yeah. » Yeah. » Knowing the price per pound on beef, » Knowing the price per pound on beef, » Knowing the price per pound on beef, » right? Yeah. Thousands of pounds go. » right? Yeah. Thousands of pounds go. » right? Yeah. Thousands of pounds go. » Thousands. Yeah. That's crazy. Um what » Thousands. Yeah. That's crazy. Um what » Thousands. Yeah. That's crazy. Um what uh with your focus now it's what uh with your focus now it's what uh with your focus now it's getting these retail stores really getting these retail stores really getting these retail stores really efficient. Um obviously the marketing efficient. Um obviously the marketing efficient. Um obviously the marketing side is is a key point now you've kind side is is a key point now you've kind side is is a key point now you've kind of acquired customer base of following of acquired customer base of following of acquired customer base of following that are all watching for these sales. that are all watching for these sales. that are all watching for these sales. Um what's the next five years Um what's the next five years Um what's the next five years look like as far as your goals? look like as far as your goals? look like as far as your goals? I figured you might ask me something I figured you might ask me something I figured you might ask me something like that and I don't know if I have a like that and I don't know if I have a like that and I don't know if I have a real good answer. I've been so focused real good answer. I've been so focused real good answer. I've been so focused on on on um just being able to be efficient and um just being able to be efficient and um just being able to be efficient and uh not run out of stuff. Just being able uh not run out of stuff. Just being able uh not run out of stuff. Just being able to have good customer service. to have good customer service. to have good customer service. » Yeah. » Yeah. » Yeah. » For our customers. So I hope we can keep » For our customers. So I hope we can keep » For our customers. So I hope we can keep continuing down that path in the next 5 continuing down that path in the next 5 continuing down that path in the next 5 years. Uh I would like to uh grow into years. Uh I would like to uh grow into years. Uh I would like to uh grow into another grow into another location at another grow into another location at another grow into another location at some point, but I'm not going to force some point, but I'm not going to force some point, but I'm not going to force it either it either it either » on the processing side. » on the processing side. » on the processing side. » Uh on the on the on the retail side. So, » Uh on the on the on the retail side. So, » Uh on the on the on the retail side. So, uh, right now, you know, as far as uh, right now, you know, as far as uh, right now, you know, as far as processing, when cattle prices are processing, when cattle prices are processing, when cattle prices are high, people are selling their beef, not high, people are selling their beef, not high, people are selling their beef, not processing. When prices are low, people processing. When prices are low, people processing. When prices are low, people are wanting to process more. So, um, I'm are wanting to process more. So, um, I'm are wanting to process more. So, um, I'm glad I don't have all my eggs in one glad I don't have all my eggs in one glad I don't have all my eggs in one basket and a little diversified there. basket and a little diversified there. basket and a little diversified there. » Um, but I I would hope that we can, » Um, but I I would hope that we can, » Um, but I I would hope that we can, » you know, I look back now and think, » you know, I look back now and think, » you know, I look back now and think, what was I thinking 20 years ago? What what was I thinking 20 years ago? What what was I thinking 20 years ago? What was I thinking 5 years ago? Right. was I thinking 5 years ago? Right. was I thinking 5 years ago? Right. » Uh so and I feel like, you know, » Uh so and I feel like, you know, » Uh so and I feel like, you know, that's just a sign of growth. So I hope that's just a sign of growth. So I hope that's just a sign of growth. So I hope in, you know, 5 years I can look back in, you know, 5 years I can look back in, you know, 5 years I can look back now and say, "Hey, what was I doing?" now and say, "Hey, what was I doing?" now and say, "Hey, what was I doing?" » Yeah. » Yeah. » Yeah. » So yeah. What's what's the best decision » So yeah. What's what's the best decision » So yeah. What's what's the best decision you've made um so far? Like a winning you've made um so far? Like a winning you've made um so far? Like a winning moment you remember and you've had moment you remember and you've had moment you remember and you've had multiple, but uh what's a good example multiple, but uh what's a good example multiple, but uh what's a good example of something you decided to double down of something you decided to double down of something you decided to double down on and it's paid off? on and it's paid off? on and it's paid off? Um, Um, Um, honestly, if I go back to our sales, honestly, if I go back to our sales, honestly, if I go back to our sales, I'm really proud of our advertising and I'm really proud of our advertising and I'm really proud of our advertising and sales and um the customer base that sales and um the customer base that sales and um the customer base that's that it's built over the years. that's that it's built over the years. that's that it's built over the years. It's kind of been my baby. So, I I would It's kind of been my baby. So, I I would It's kind of been my baby. So, I I would probably say probably say probably say » just that growth there has been » just that growth there has been » just that growth there has been excellent. So, something that I've excellent. So, something that I've excellent. So, something that I've always » just taken on myself. Um, but as we've » just taken on myself. Um, but as we've » just taken on myself. Um, but as we've expanded, I realized I can't do all of expanded, I realized I can't do all of expanded, I realized I can't do all of that stuff myself. that stuff myself. that stuff myself. » Sure. » Sure. » Sure. » So, I have really enjoyed bringing on » So, I have really enjoyed bringing on » So, I have really enjoyed bringing on Killer Growth and being able to have Killer Growth and being able to have Killer Growth and being able to have somebody that I fully trust. That's somebody that I fully trust. That's somebody that I fully trust. That's something » I wasn't setting you up. » I wasn't setting you up. » I wasn't setting you up. » Right. Right. Right. Yeah. I uh » Right. Right. Right. Yeah. I uh » Right. Right. Right. Yeah. I uh » um just being able to hand over and » um just being able to hand over and » um just being able to hand over and trust that process and take something trust that process and take something trust that process and take something off my plate so I can focus on something off my plate so I can focus on something off my plate so I can focus on something else. else. else. » Yeah. » Yeah. » Yeah. » Um has been great. So, » Um has been great. So, » Um has been great. So, » yeah. No, no, you guys, I mean, it still » yeah. No, no, you guys, I mean, it still » yeah. No, no, you guys, I mean, it still blows my mind how many followers you've blows my mind how many followers you've blows my mind how many followers you've built up and your interactions. Um, you built up and your interactions. Um, you built up and your interactions. Um, you guys have a great text program as well guys have a great text program as well guys have a great text program as well that's always alerting people about that's always alerting people about that's always alerting people about deals and um and opportunities, but deals and um and opportunities, but deals and um and opportunities, but yeah, I feel like, yeah, I feel like, yeah, I feel like, » you know, there's not a lot of meat or » you know, there's not a lot of meat or » you know, there's not a lot of meat or meat processing meat processing meat processing » companies that I've seen that I just » companies that I've seen that I just » companies that I've seen that I just regularly see good stuff on Facebook and regularly see good stuff on Facebook and regularly see good stuff on Facebook and great interactions and great interactions and great interactions and » um, but yeah, you've you've just always » um, but yeah, you've you've just always » um, but yeah, you've you've just always had a care for the customer experience had a care for the customer experience had a care for the customer experience and that's made you really good at and that's made you really good at and that's made you really good at marketing and made you really good at marketing and made you really good at marketing and made you really good at growing the retail side. And so when you growing the retail side. And so when you growing the retail side. And so when you got into retail, I just I remember got into retail, I just I remember got into retail, I just I remember thinking like thinking like thinking like » Matt's going to be really good at that » Matt's going to be really good at that » Matt's going to be really good at that just cuz you do you are obsessed about just cuz you do you are obsessed about just cuz you do you are obsessed about the customer experience and that the customer experience and that the customer experience and that goes hand in hand, man, for marketing goes hand in hand, man, for marketing goes hand in hand, man, for marketing because that's how they feel about you. because that's how they feel about you. because that's how they feel about you. They talk about you. That's branding. They talk about you. That's branding. They talk about you. That's branding. You're you're good at branding. You're you're good at branding. You're you're good at branding. » Yeah. Well, I I I appreciate that. Yeah. » Yeah. Well, I I I appreciate that. Yeah. » Yeah. Well, I I I appreciate that. Yeah. The um The um The um » I would say a a lot of I put a lot of » I would say a a lot of I put a lot of » I would say a a lot of I put a lot of focus into just customer experience and focus into just customer experience and focus into just customer experience and trying to have that seamless. Like if trying to have that seamless. Like if trying to have that seamless. Like if someone's filling out a cutting order someone's filling out a cutting order someone's filling out a cutting order for if someone wants to buy a half a for if someone wants to buy a half a for if someone wants to buy a half a beef from us, they fill out a cutting beef from us, they fill out a cutting beef from us, they fill out a cutting order. order. order. » That can be a daunting task for some for » That can be a daunting task for some for » That can be a daunting task for some for some people. So how do we make this as some people. So how do we make this as some people. So how do we make this as straightforward and easy for them as straightforward and easy for them as straightforward and easy for them as possible? So those are like the type of possible? So those are like the type of possible? So those are like the type of » things I put a lot of time and » things I put a lot of time and » things I put a lot of time and thinking into just to make it seamless thinking into just to make it seamless thinking into just to make it seamless for the customer. So for the customer. So for the customer. So » yeah. Yeah. No, it shows it shows. And I » yeah. Yeah. No, it shows it shows. And I » yeah. Yeah. No, it shows it shows. And I mean just having people come back to buy mean just having people come back to buy mean just having people come back to buy a product, I like that part about the a product, I like that part about the a product, I like that part about the business model, too. If they have a good business model, too. If they have a good business model, too. If they have a good experience buying your ground beef and experience buying your ground beef and experience buying your ground beef and they just keep coming back, that's they just keep coming back, that's they just keep coming back, that's that's something turnkey in a sense. that's something turnkey in a sense. that's something turnkey in a sense. You're you're building, right? Um cuz You're you're building, right? Um cuz You're you're building, right? Um cuz that makes your building a business that makes your building a business that makes your building a business that could be sold because the brand is could be sold because the brand is could be sold because the brand is getting so strong. getting so strong. getting so strong. » Yeah. And and one thing coming out of, » Yeah. And and one thing coming out of, » Yeah. And and one thing coming out of, you know, corporate and stuff is, you know, corporate and stuff is, you know, corporate and stuff is, you know, know, know, » I want to build something whether » I want to build something whether » I want to build something whether I wanted to sell it or not. I whether I wanted to sell it or not. I whether I wanted to sell it or not. I want to build something that's desirable want to build something that's desirable want to build something that's desirable to for someone else. Yeah. to for someone else. Yeah. to for someone else. Yeah. » So, you know, are my systems in place? » So, you know, are my systems in place? » So, you know, are my systems in place? All that type of stuff. So that's, you All that type of stuff. So that's, you All that type of stuff. So that's, you know, an ongoing uh improvement as well. know, an ongoing uh improvement as well. know, an ongoing uh improvement as well. » Yeah. » Yeah. » Yeah. » Yeah. Well, good job. Keep at it. U I've » Yeah. Well, good job. Keep at it. U I've » Yeah. Well, good job. Keep at it. U I've always enjoyed following along. Always always enjoyed following along. Always always enjoyed following along. Always enjoyed collaborating with you. And we enjoyed collaborating with you. And we enjoyed collaborating with you. And we need to uh Have you shared that Sandlot need to uh Have you shared that Sandlot need to uh Have you shared that Sandlot video? And I need to go watch it again. video? And I need to go watch it again. video? And I need to go watch it again. I haven't seen it in forever. I haven't seen it in forever. I haven't seen it in forever. » It's been a while. I think uh a few » It's been a while. I think uh a few » It's been a while. I think uh a few Black Fridays ago, I threw it out there Black Fridays ago, I threw it out there Black Fridays ago, I threw it out there just kind of for nostalgia. just kind of for nostalgia. just kind of for nostalgia. » Yeah. » Yeah. » Yeah. » But yeah. No, I have it around there » But yeah. No, I have it around there » But yeah. No, I have it around there somewhere. Good production. What was the somewhere. Good production. What was the somewhere. Good production. What was the point of it again? I can't remember the point of it again? I can't remember the point of it again? I can't remember the script. script. script. » Yeah. So, I had I had thought I don't » Yeah. So, I had I had thought I don't » Yeah. So, I had I had thought I don't know, I'll get things that just cross my know, I'll get things that just cross my know, I'll get things that just cross my mind. I can't get them out until like I mind. I can't get them out until like I mind. I can't get them out until like I go make it. It's just like creative go make it. It's just like creative go make it. It's just like creative niche or something. niche or something. niche or something. » Uh but it was um instead of » Uh but it was um instead of » Uh but it was um instead of » uh the great bambino, you know, why go » uh the great bambino, you know, why go » uh the great bambino, you know, why go to, you know, the big box store and get to, you know, the big box store and get to, you know, the big box store and get an electronic sale? Uh you know, go to an electronic sale? Uh you know, go to an electronic sale? Uh you know, go to the big meat sale type deal. the big meat sale type deal. the big meat sale type deal. » The big meat sale. » The big meat sale. » The big meat sale. » I Yeah. Met with you and Tyler Brickley » I Yeah. Met with you and Tyler Brickley » I Yeah. Met with you and Tyler Brickley on it. And uh uh I I feel like I kind of on it. And uh uh I I feel like I kind of on it. And uh uh I I feel like I kind of got you guys intrigued in the idea got you guys intrigued in the idea got you guys intrigued in the idea enough that you guys wanted to jump in enough that you guys wanted to jump in enough that you guys wanted to jump in and » Yeah. » Yeah. » Yeah. » Yeah, it was fun. I mean, we had outfits » Yeah, it was fun. I mean, we had outfits » Yeah, it was fun. I mean, we had outfits and they these kids had costumes. I and they these kids had costumes. I and they these kids had costumes. I mean, it was it was a lot of fun. And we mean, it was it was a lot of fun. And we mean, it was it was a lot of fun. And we shot it behind Ace Hardware, I think, on shot it behind Ace Hardware, I think, on shot it behind Ace Hardware, I think, on the railroad track over there or by the railroad track over there or by the railroad track over there or by » And we had some uh was it like we had » And we had some uh was it like we had » And we had some uh was it like we had some older cars in the picture that some older cars in the picture that some older cars in the picture that someone » Oh, that's right. » Oh, that's right. » Oh, that's right. » had provided. » had provided. » had provided. » I forgot about that. Yeah. Like it to » I forgot about that. Yeah. Like it to » I forgot about that. Yeah. Like it to you. So you. So you. So » Yeah. Yeah. I want to watch that again. » Yeah. Yeah. I want to watch that again. » Yeah. Yeah. I want to watch that again. That was great. That was great. That was great. » But yeah. Yeah. Well, we'll we'll post » But yeah. Yeah. Well, we'll we'll post » But yeah. Yeah. Well, we'll we'll post all your info and Thanks so much. This all your info and Thanks so much. This all your info and Thanks so much. This was fun. was fun. was fun. » Before before you close here, I'm going » Before before you close here, I'm going » Before before you close here, I'm going to uh give you some critique. So, at at to uh give you some critique. So, at at to uh give you some critique. So, at at the first at the first part of uh your the first at the first part of uh your the first at the first part of uh your podcast, say the first 10 12 episodes, podcast, say the first 10 12 episodes, podcast, say the first 10 12 episodes, we started getting a appreciate you. we started getting a appreciate you. we started getting a appreciate you. » Yes. » Yes. » Yes. » Lately, that's dropped off. » Lately, that's dropped off. » Lately, that's dropped off. » I know. » I know. » I know. » It's dropped off. And I wanted to I » It's dropped off. And I wanted to I » It's dropped off. And I wanted to I wanted to bring something here for you. wanted to bring something here for you. wanted to bring something here for you. So, we got the uh uh killer growth So, we got the uh uh killer growth So, we got the uh uh killer growth appreciate you mug. appreciate you mug. appreciate you mug. » Oh my gosh, that is so nice. Zoom in on » Oh my gosh, that is so nice. Zoom in on » Oh my gosh, that is so nice. Zoom in on that, Tyler. that, Tyler. that, Tyler. » Show the people. They appreciate you, » Show the people. They appreciate you, » Show the people. They appreciate you, Killer Girl. Dude, this is like the Killer Girl. Dude, this is like the Killer Girl. Dude, this is like the first Killer Growth merch ever. I think first Killer Growth merch ever. I think first Killer Growth merch ever. I think we've done like talking about it, but we've done like talking about it, but we've done like talking about it, but » we've been talking to him merch, but Oh » we've been talking to him merch, but Oh » we've been talking to him merch, but Oh my gosh. Well, I will have this on every my gosh. Well, I will have this on every my gosh. Well, I will have this on every episode. This is my first gift live on episode. This is my first gift live on episode. This is my first gift live on giving podcast host gifts. giving podcast host gifts. giving podcast host gifts. » I know. I should be right. I should be » I know. I should be right. I should be » I know. I should be right. I should be giving you the gift and I never do, giving you the gift and I never do, giving you the gift and I never do, but dude, that's so cool. Well, if this but dude, that's so cool. Well, if this but dude, that's so cool. Well, if this doesn't say anything about Matt's doesn't say anything about Matt's doesn't say anything about Matt's creativity, I don't know what else does creativity, I don't know what else does creativity, I don't know what else does for him to put the what? Most likely for him to put the what? Most likely for him to put the what? Most likely that thought came in your head and you that thought came in your head and you that thought came in your head and you couldn't let it go till you made it. couldn't let it go till you made it. couldn't let it go till you made it. That's exactly what happened. That's exactly what happened. That's exactly what happened. » I love that about you. You're awesome. » I love that about you. You're awesome. » I love that about you. You're awesome. All right. Well, let's end the right All right. Well, let's end the right All right. Well, let's end the right way. Appreciate you. way. Appreciate you. way. Appreciate you. » Appreciate you. ---