In this episode Will and Josh quickly discuss the topic of their last Mobility Insider Show Episode found on Facebook and Youtube that centers around certifications. They also answer an audience member submitted question of "If you could start in this business again... what would you do different?"
Discover the importance of certifications at the Tier 1 Reverse Logistics levels and why they should matter to you too. Plus, you'll learn how Josh and Will would start a repair business today if they had to start all over again.
Will: And I’m eight seconds in.
Josh: Eight seconds.
Will: Eight seconds. [Laughter]
Josh: All right. Hey, man what is it? Early in the week right now.
Will: Yeah. [Laughter]
Will: Early in the week late in the day.
Josh: Long week thus far, ready.
Josh: Hey, that’s the life.
Josh: So, that’s the life we live right there.
Will: Early in the week, late in the day.
Josh: That’s life. So, you know, the guy who’s watching this, I can’t go with you. I can’t have my headphones on tonight. They’re closing me out or something. I feel blocked in.
Will: That’s because you feel expansive right now so...
Josh: I do. Yes, like it’s caging me in, bro. You can’t cage me in.
Will: It’s squeezing your brain.
Josh: Don’t cage me in man, my head didn’t got big.
Will: Well, what’s good, guys? Welcome to the Ask Will and Josh Show.
Josh: Yes, sir.
Will: Yeah, guys we’re doing another one. So, this is episode what, Josh?
Josh: I don’t even know I think we’re up to episode six now, I believe.
Will: It’s either five or six.
Josh: Yeah, I’m not sure.
Will: Yeah, I stopped counting like…
Josh: We need to get better about making little notes here on what episode we’re on.
Will: I stopped counting like three episodes ago, I think.
Josh: Yeah. You know what? Honestly, it doesn’t matter because we’re just going to keep them going.
Will: For sure.
Josh: Now, this one is kind of cool though.
Will: Why is that?
Josh: Because we’re going to be doing something a little bit different. So, obviously, we do our random ramblings when we just talk about all the different things that we want to talk about.
Will: Yeah, we just like to keep it a nice, cool, laid back, open conversation.
Will: And also, some of it is and that’s kind of what I like too Josh, don’t lose your train of thought but what I do like is I like to keep it a little not so…
Josh: Boxed in.
Will: …boxed in or scripted, for lack of a better word.
Josh: Well, this is 100 unscripted, by the way. This is 100% unscripted.
Will: Which is good. I like just an open flowing conversation because that’s how real conversations are anyway, right? So, we like to keep it to that kind of to that same vein, you know what I mean?
Josh: Right. Well, what I was saying was different this time though is because obviously when I to have our little rambling.
Josh: Right? Because it was cool. We had out some cool feedback. We released a new episode to The Insiders this week.
Josh: Right? Which is cool. So…
Will: That’s gotten – actually, let’s talk about that.
Josh: You know the new episode of The Insiders.
Will: We’ve got some great feedback on that one.
Josh: And also, this is the first episode of kind of the new format that we’re going to be going to which is taking questions from the audience.
Josh: Right? So…
Josh: You know, if you’re not aware, right? We have a link somewhere available, around here somewhere.
Josh: Where you can go to submit questions because again this is the #AskWillandJoshShow
Will: Ask Will and Josh Show. Exactly.
Josh: Which means that we want you to ask us questions…
Will: Which is – which is kind of ironic up until this point we’re in episode 5, 6 or what where is it, seven or what, we don’t know episode we’re in.
Will: But we haven’t taken any questions to…
Josh: Not yet. Well, a big part of this re-introducing ourselves, right?
Will: That is true.
Josh: Because we’ve been gone…
Josh: …from the public eye…
Josh: …as far as everyone’s concerned, right?
Josh: Me and you have not been available for the last several years.
Josh: Just because we’ve been building these other businesses and doing these things.
Josh: So, you know, part of it was to re-introduce ourselves.
Will: It is.
Josh: Allow me to re introduce myself.
Will: My name is Will.
Josh: My name is Josh. This is Ask Will and Josh. So…
Will: All right, let’s get doing that.
Josh: So yeah, anyways this show format is different because we’re actually going to answer some questions, right?
Josh: So, we’re doing these surveys now.
Josh: You know great job to the team for shooting out the surveys and putting out these questions because again, this is the Ask Will and Josh Show.
Josh: And we want to know what’s relevant, we know what we do day in and day out.
Josh: But we want to know what’s relevant to you and what you’re struggling with wherever you might be in your business or your life.
Josh: …regarding mobility, right?
Josh: Whether that’s to make the plunging getting started or you know when you have 700 stores you don’t know how to really make it more effective, or whatever it is.
Josh: We’re here to help you answer some questions.
Josh: So again, that’s what this format is. Today is the first episode where we’re actually going to answer some questions that have been submitted. So, I’m just talking about that.
Will: And from what I under– what I understand is we got some great feedback from the questions we actually – we did get it, right?
Will: And put out there. So, I’m excited about answering questions.
Josh: Yeah. Me too, man.
Will: I love interacting with the – with our audience or you know what we plan on doing which is interacting with the audience. But you know we’ve been teaching for years and what we’ve always love to do is interact with our audience or our students.
Josh: Yeah. Now, you know that it feels weird watching you with headphones on.
Will: It’s so good, yeah.
Josh: And I don’t have him. Now, I feel – I feel comfortable because it’s a conversation but I feel weird looking at you with like I feel like I’m missing out on something, oh my.
Will: So, let’s do it. So, what is – what are we talking about? What are we talking?
Josh: Part one is the episode – the episode, right? The Insider’s episode of this week…
Josh: …which is cool, right? And I wanted to – not that I want to drive this home.
Josh: But I want to drive it home.
Josh: I do that a lot.
Josh: You know, oxymoron but the episode this week was about certifications.
Josh: Right? And we were showing our platform, right?
Josh: And the importance of what we’ve been working on over the last several years.
Josh: And certifications and what that does in our business.
Josh: Right? But man, I just want to kind of open it up and you know you were more involved in that one that I was.
Will: For sure.
Josh: So, kind of kind of take us to the gist of it, right? And then let’s talk about the importance of certification. Why was that highlighted on this mobility insider’s episode?
Will: Well, you know we’ve always been, from day one you and I, we’ve always really understood the importance of certification. And from a school perspective, as you know, we’ve been certified for how long now?
Josh: Four years.
Will: For almost four years by the State Board of Education…
Will: …for the school. And so, obviously going down that path we – to this point, I don’t know of any other school or institution in the cellphone repair industry that is certified. I mean if I’m...
Josh: None other. They’re actually – it is, again…
Will: Yes. Yes.
Josh: You know, it’s one of those things we did it…
Josh: …as a differentiator because we know the importance of certifications, right?
Will: Yes, the standards.
Josh: And I think for me, that’s what’s cool about what was done in this episode of The Insiders.
Will: Yes. Yes.
Josh: Is because it’s kind of the first sneak peek.
Josh: Into the higher level of what certifications do.
Josh: Right? And the importance of them because I think a lot of times like even when we first started with the repair business, we didn’t – you know there wasn’t even certifications available back then besides like your ISOs.
Josh: But they weren’t – they weren’t needle movers like it wasn’t anything that made a big difference in your business when necessary.
Will: Yeah. Not inn the cellphone repair business.
Josh: So again, to take it back, that’s why the school, right? Like, it’s one thing to say, “Yeah, we certify people.”
Josh: What does that mean?
Josh: Well, it only matters if you yourself are certified.
Josh: And that’s why it was important for the school to become accredited and licensed by the Bard of Education because…
Josh: Right? Now, that gives us credibility. Yeah, there’s someone who checks on us too. Right?
Will: Yeah. It’s accountability. Yeah.
Josh: At the end of the day, we want you to be better, stronger.
Josh: Again, my goal is and Will’s goal is…
Josh: …is we always want to leave you better than we found you.
Josh: When you listen to this podcast.
Will: So, as long as you understand, it’s really about understanding right, the knowledge and understanding the ed – yeah, the conversation. And right now, certification kind of like Josh said before certification and standards are a big part of the conversation at every level. And so, with regards to what level you are is something you need to be aware of and you need to know it is coming. And at some point, you’re going to have to address it you know whether it’s now or later.
Josh: Yeah. Yeah, are you going to be ahead of the curve or are you going to be trying to catch the wave…
Josh: …where it might be a lot harder to do.
Will: And trust me, I can tell you, it’s coming.
Will: It’s – the standards are coming.
Will: And they will be you know, you know you will you know – it will be a requirement and whether that’s the – your consumer or your customer demanding certain requirements and certain standards, or whether that’s you know somebody who’s governing you demanding certain requirements and standards.
Will: It is coming. It is coming, so be aware of it.
Josh: Yeah. For sure. So let’s transition to Q and A.
Will: All right.
Josh: I’m excited about this today, right?
Will: Let’s do it.
Josh: Because again, this is our first time to do some Q and A.
Will: Let’s do it.
Josh: So, let’s start with David S.
Will: David S.
Josh: David S asks, when looking back on when you started what would you do different and how would you start in today’s world versus when you originally started? You know, would you would you be mobile or would you go brick and mortar you know, yadi yadi yada?
Will: Right. That’s a good question.
Josh: Yeah. David S, thank you for shouting out, we’re going to have some special for you for requesting that question or for sending that question.
Will: I think so David, so starting out. We started out how long ago? How long was it that we started?
Josh: 2008, man. Do the math.
Will: I don’t know but I remember that time…
Josh: Yeah, that’s almost 10 years ago.
Will: That’s a long time ago, man. I don’t know if my brain – I’m kind of old now.
Josh: Feels like 20, yeah.
Josh: Look at the grays in your hair.
Will: [Laughter] I know, look at this. I was – I didn’t – first of all, I didn’t have any grays. Secondly, I didn’t even have a beard like 10 years ago. So, things have changed a lot. But…
Josh: What would you do different?
Will: What would I do different? Yeah.
Josh: Doing the same thing today versus when you started?
Will: Hmm. That’s a good question. Actually, for me, I don’t really think there’s anything that I would do differently just – and I say that because…
Josh: Come on, man.
Will: Well, I say that…
Josh: You got to think about this but – but you got to think about it from his perspective. It’s not Will and your path. It’s him and starting his business. So, if you were starting a business today, right, in the cellphone repair business what would you do different? Maybe I’m the right one to answer this since I was the one that started this thing in the beginning, right? With this – with the shop…
Josh: …way back when.
Will: Yeah. I mean since you…
Josh: But I know you can add a lot of value.
Will: Yeah. Yeah, yeah, yeah. Well, you know again, I can only speak from my perspective.
Will: And so, we all start at some place and so for me, where I started was an investment into a business that was already – that was already started. So for me, it was about the investment of the money that I had already saved and seeing something that I believed in. And so, with that being said, I had to have the faith and confidence that what I saw and the do my diligence to do research in regards to what it was at that present time in regards to supply, demand, what was hot, what was not. Cellphones at that time, obviously were hot. They were, you know, everybody had them. You could see that it was going in that direction. I’ve actually talked about my experience of how I got into and in some of our earlier the video, in some of our early a podcast. So for me, it was more along the lines of investing in something that was – that I thought was hot. And so, today, you know…
Josh: Is this still hot or no?
Will: Is this still hot or no? And this industry, if I had to do it again right now, I would say yes, I think the opportunities are probably…
Josh: What would you do different?
Will: …even hotter now because the technology is more evolved now. And what you see, you have a clearer picture of what the possibilities are in regards to the diversity, the technology, the market is more evolved, is more – it’s just easier to read. So for me, I think I would – I don’t think I’d do anything different. I think I would invest the same way, probably you know go at the same speed, invest the same way. I really don’t think there’s anything that I would do different.
I think I always see the same opportunity because of supply and demand, because of the popularity of mobile devices, because of – I mean the popularity now actually is more than it was then. I mean with the apps, the technology, the – you know the communication, the world access. I mean to me, it just now is at easier decision to walk away from what I walked away from and get involved in is now than it was then. It was actually, for me, a harder decision then because it wasn’t as clear or the clarity wasn’t as good as it is at the present day. So, that’s my experience, right? And that’s what I – I think I would actually do the same thing if not invest and go a little harder today.
Josh: Well, yeah and say, would you do it exactly the same way or would you do it different?
Will: I think I would do it different and sometimes I think…
Josh: Because that’s what the essence of the question man, is what would you different?
Will: I’m thinking different means less of what I did now but if you think – if I think about if I would – did more in terms of being take more risk, I think I would have taken more risk as opposed to taking less risk then. And that’s really because…
Josh: Well, that’s hindsight to you, right?
Will: Yeah, that’s hindsight. Yeah, and that’s because it’s like I said, you can – it’s a clearer picture.
Will: And what you see is longevity in this space, obviously with supply and demand. It’s a global market now, right? You can see that it’s still 10 to 20 years out, right, as far as this technology changing and going the way. It’s going to be here for quite some time, at least that’s how we feel, right? Until something really big…
Josh: I don’t know I still feel like it’s five year clips at a time. But I felt like that, I’ve always felt like that and every – and every three years I’m like, I guess another five years.
Will: You’re right. That’s true.
Josh: And in three years, I said, another five years.
Will: Another five years. Yeah.
Josh: Another five. It’s another five years.
Josh: You know it’s crazy how it evolved.
Will: It is. It is.
Josh: Right? But your point, yeah, there is definitely some lags at this time.
Will: But that’s my experience. So, to answer that question for you, what’s guy’s name again? I probably – what his name?
Male Speaker: David.
Will: David. So, to answer that question for you David, I actually think if this is a – if this is a question you’re asking because you’re on the fence about whether you want to get involved in this industry or not, or you know you just want to know what my opinion is, I think it’s a better opportunity today. I think it’s easier today. I think the entry or the gate of entry or the ability to actually participate in this industry is a little bit clear like the information is there you know where to get parts, you know where to – like the information is just there. We had to figure a lot of things out back in those days.
Josh: Yeah. It was a lot harder.
Will: And so, it was a lot harder.
Josh: A lot of things were harder.
Will: Yeah, a lot of things actually harder. So, in my opinion today, it’s actually a no point, kind of a no-brainer to actually get involved in an industry that has this much supply, this much demand, this much of future promise and this low level of entry in regards the cost that you would have to spend in order to get into this business. So, that’s just – that’s me. That’s my answer. So, I’ll throw it to you. What would you do differently, Josh?
Josh: That’s a good question. I appreciate your answer too.
Will: Yeah. Sure.
Josh: Because you know it is, it’s always perspective.
Will: It is perspective.
Will: And sometimes you don’t even think about that until you ask the question.
Josh: Well, you don’t. Because the whole time I’m thinking about it because I’m thinking about from my perspective. Right?
Will: Exactly. Exactly.
Josh: But my perspective was different obviously.
Josh: Because again, like I was the one that started it.
Josh: So, when David asked the question right, and as you’re talking I’m like, man, I was thinking about that trajectory of our growth…
Josh: Right? And how it worked and what would be different today.
Josh: Man, you know for me, honestly, based on where I was back then in 2008.
Josh: What I would do today is back then it was all about – for me, it was, all right, I want to build this franchise so I’m going to have a brick and mortar store.
Josh: Right? We’re going to do this thing. We’re going to prove the concept.
Josh: But I – I didn’t want to sign a five-year lease.
Josh: Right? I didn’t want to do $200,000 and build out.
Josh: So, I did that executive suite model.
Josh: Just to kind of – because you know we’ve always been pretty avid markers – marketers.
Josh: So, I figured, well, let me just get a location and do the marketing so I could prove the business concept out of whether it made sense or not.
Josh: Looking back on it, made sense back then.
Josh: Today? I would actually be much more home-based.
Josh: And that’s not to say that I don’t think there’s a lot of value in stores or any of that. I actually think there’s tremendous value.
Josh: But I’m looking back on myself…
Josh: … my 10-year ago self and where I was with what I had to work with.
Josh: Right? I was limited in my capital.
Josh: So, for me, man, the fix and flip game?
Josh: It would have been a killer game because the online is not where it was today.
Josh: Right? Now, you can buy a batch of devices, fix them, flip them, and make a lot of money.
Josh: I could have a whole team of guys working in that same space that wasn’t even doing retail repair.
Josh: Right? Not saying I wouldn’t have done retail repair.
Josh: Right? I would still add that but it wouldn’t have been my focus...
Josh: …today. Right? Today, I feel like the focus is more on the device versus the service.
Josh: Right? Not that I don’t think the service is important but I think there’s a higher revenue opportunity in the device itself, right? Finding good opportunities to buy devices, being smart about fixing them up, find a good opportunity to resell those in being efficient in your systems.
Josh: It doesn’t need much overhead.
Josh: So, that’s my two cents.
Josh: That’s what I would do different, David. Today, I would be much more focused on fix and flip versus service.
Josh: Not to say that service isn’t important. Service I think is exactly as important as it always has been and is a pillar of this business.
Josh: But I think the opportunity and the ease to do it…
Josh: …is way different than it was 10 years ago.
Will: Yeah. And would you…
Josh: Because you have so many channels to procure and sell now.
Will: For sure. It gives the opportunity for fix and flip is definitely a lot.
Josh: Yeah, you know what I’m saying.
Will: Yeah. It’s there. It’s there where it wasn’t – it wasn’t there because you didn’t know all of the fine points, you didn’t know all of the resources.
Will: And you didn’t have all the resources that you needed to be successful in say a flip – fix and flip game.
Josh: It’s way harder then.
Will: Yeah, back then it was just…
Josh: It wasn’t even really an option back then.
Will: Yeah. Yeah. Even repair with difficult back then.
Will: Right? Because you still had to find the sources – all the resources you need to successfully meet the expectation of the consumer.
Josh: Well, and to the point is because you know talking to Nick. You know, Nick was big in the game back then.
Josh: But the only he did fix and flip it – you had to be like a refurbisher.
Josh: You go to do is like a big, big volume.
Will: Yes. Yes, yes, yes, yes.
Josh: Big, big volume, right?
Will: That’s what gave you the access.
Josh: Exactly. Right? And today, not so much.
Josh: Right? Like, obviously it still makes sense at volume, that’s what we do
Will: Yeah. For sure.
Josh: Right? But, it’s not necessary. So again, if I had to do it again today.
Josh: Man, you know you can, you can do a little lots of 10, 20, 30, 40, 50 pieces whatever it is.
Will: That’s a little different.
Josh: Right? And really kind of – you work that out, and figure that out.
Josh: You know, and you can really get into a good business that gives you the flexibility to do…
Josh: What you want to do.
Will: Yeah, actually the flip – like a lot of the technology has come – has evolved also. So, in a – in a, say, fix and flip game as far as – because it’s – a couple of things too there, right? You have to know where to get good product, obviously.
Will: And when I say good product is that’s good product to fix.
Josh: Yeah, what we call seed stock.
Will: Yeah seed stocks. So that’s good product to fix not necessarily good product as far as being good functionally until you fix it. But you also happen to have the ability to sell it. Right?
Will: So, if you think about how far we’ve come and evolved in regards to...
Josh: Man, those two aspects are way easier.
Josh: And that’s my point.
Will: Yeah. As far as how to move it, like I mean eBay is way different. Selling online is way different, access to a consumer is tremendously different.
Will: And so, so you have these things that you didn’t have back then.
Josh: And then the risk level.
Will: The technology has changed.
Josh: The risk level?
Josh: Like, when I have made that decision to do this.
Josh: The risk level was high.
Josh: Like I jumped in with both feet, man, like into a deep end.
Josh: Right? What’s great about that is you don’t really have to do that. I mean you can, right?
Josh: Depending on what you’re working with.
Josh: But that allows you to like, “Hey, let me go buy…” Now granted, what I will tell you the challenge with fix and flip in this industry…
Josh: … is the product melts.
Josh: You’re buying ice.
Will: You’re buying ice.
Josh: So, you don’t want to let that sit on the shelf.
Will: Yeah. You’re buying ice.
Josh: Right? Yeah.
Will: [Laughter] Anyway, I…
Josh: You’re buying ice. That is the cellphone game.
Will: What do you mean by that? For people who just that might not understand what you mean when you say, “You’re buying ice.” What do you mean?
Josh: Literally, the prices are melting on a daily basis.
Josh: These things depreciate in value significantly. So, from the time that you buy it…
Josh: …until the time that you sell it.
Josh: The value of it is melting.
Josh: So the longer you hold it.
Josh: The less you’re ever going to be able to sell it for.
Will: Yeah. Right.
Josh: So, the game is to get in and out as quickly as possible because you’re buying ice.
Will: Sounds like on my real estate.
Josh: Actually, real estate is different. You know that’s my background.
Will: It doesn’t melt as fast, right?
Josh: Real estate…
Will: It doesn’t melt – doesn’t melt at all.
Josh: Real estate never melted until the market melted. Right?
Josh: And honestly, at the end of the day – and I actually, I think one of things I love about this game is that it’s similar though because if you buy the product right.
Josh: You never lose money.
Josh: Right? You make your money on the buy.
Josh: And that’s always – that’s the deal. That’s how – what it was when I did a real estate too, right, is you know you make your money when you buy the product.
Josh: And then it’s just having different exit strategies.
Josh: You never lose money if you have the right exit strategy. So, at the end of the day this game…
Josh: …is a buying ice game.
Josh: So, it is melting. You’ve got to move quick.
Josh: Right? But it’s not like, oh, I got to buy it today and sell it tomorrow like…
Josh: But you know you don’t want to sit on this stuff for weeks and months.
Will: For sure.
Josh: Right? You want to get it in, do your thing to it and move it out.
Will: And to go back to David’s – kind of answer David’s question with a bit more effectively with that too is that i– there as far as the ice in the melting part of it in regards to the value is you know now, you do have the ability, the technology and the resources allow you to do that effectively
Josh: Yeah. Yeah.
Will: Right? Whereas you don’t have to sit on it as long, right? Your ability to move it is faster. Your ability to route to get the parts and the resources and the things you need in order to do the repair is…
Josh: Way easier than it ever was. Yeah.
Speaker: … way easier, a lot faster. So, that whole thing with getting caught with your hand in the cookie jar as far as the price and it melting on you and you losing or being upside down on your material or your product or your device is less likely to happen because of where we are today. So to make – to bring that full circle, today, is actually, in my opinion, a better time to actually get involved in this industry than when we had.
Will: Because it’s…
Josh: Because there are easier channels to move product.
Josh: And that’s why that’s my point is because now, when I started it was all about the service.
Josh: And now, the service is just as important.
Josh: But you have the opportunity move product.
Josh: Because to be successful in this business guys, no matter what you’re doing.
Josh: Right? Whether you’re Joe Public at home…
Josh: Or whether you run a 700 or 2,000 stores or 20,000 employee business…
Will: You’ve seen them all.
Josh: Yeah. It’s sales…
Josh: …and service.
Josh: You need products and service, both of them.
Will: And standards and certification.
Josh: Yes, sir.
Will: All right, yeah.
Josh: Yes, sir.
Will: Well, we go, go in that…
Josh: Now, I want to get more questions?
Josh: But yeah, we went a little long-winded. Right?
Will: Man, we are right at 39 minutes.
Will: So, you know, we try to keep it on the 40, guys.
Will: But you know we’ll be back. You guys know that if there’s one thing you can count on is that Josh and I or Ask Will and Josh will be back…
Will: …with more shows.
Josh: Continue to ask questions.
Josh: David S, we’re going to have some special for you, right?
Will: Absolutely. Yeah.
Josh: Excited that you ask the question.
Will: Thanks, David.
Josh: I hope you found some value out of the answers that we’ve provided you.
Will: Congratulations, David. Yes. We’ll be answering more questions next week?
Will: Or next show?
Josh: Yeah, next show and next show, continue, like continue go to the website.
Josh: Check out the podcast. Right?
Josh: Go to CellularRepairSchool.com.
Josh: Click on podcast on there.
Will: Yes. Yes.
Josh: Click the button to ask your questions.
Josh: Right? Make sure you subscribe. And we’re going to have Ask Will and Josh…
Will: Ask a question.
Josh: Yup. #AskWillandJosh on all the social circles.
Josh: Right? And we’re going to have special things for you guys when you submit questions and we select your question, we’re going to have something special. And we’ll get to place where we start to announce what that those things are. But in the meantime, it’s going to be private because we just appreciate you.
Will: Exactly. We do. And you know he’s laughing, that’s not a – that’s not a sinister laugh.
Josh: No, not at all.
Will: That’s a legitimate laugh.
Josh: I truly appreciate because I truly appreciate what you guys do for us.
Josh: You know, without you guys, there is no us.
Will: Exactly. Exactly. And we really appreciate you guys. Again, we’re on episode six, we’re having fun. We love talking to you guys. And we got to continue to do it and hopefully bring you guys the information that you need to – that you need to succeed in your growth.
Josh: That’s a wrap. Until next time.
Will: Until next time.
Josh: I hope that you’re better than we found you.
Will: Exactly. All right. Ask Will and Josh, signing off. See you guys next time.
Josh: Peace out.