Once you get a

little success, you can start to move up with equipment.

But I've had multiple customers over the years, we'll say that didn't have any financing.

I get them financed on an inexpensive scale.

They get going, they seem to do well.

Then they want to come in, they want the next step.

Okay, if it makes sense, but you sort of got to let me know.

no.

You have to have a problem.

Yes, exactly, right? But so often, when we talk about center centricity, we come in and we talk about our solution right off the bat.

And we just let the customer try to figure out, okay, why should I care about this solution? So we teach a, we call it a three-movement symphony.

And I'll explain it in sales presentations and I'll explain it to you in general business.

So what does that look like for sales? You start and you say...

You have a problem and it's bigger and more serious than you realize.

That's the first movement.

And this is what it's going to look like on the other side of that solution.