How did you decide that this was a niche that really made sense for you and turned your attention more to this audience?

Good question.

As a financial advisor, I tried to pick a niche.

And I focused on commercial nuclear power workers, because that's what I had been for 19 years at that point.

And so I thought the affinity group theory would be more than enough for me to really get some traction.

And what I discovered is that it matters more, what are the pain points in a niche? What can a person really fix for that niche? What I discovered with the Snap-on franchisees is almost to a person, they can't stand their accountant.

It's like we have these difficult conversations every year at tax time as we try to explain our business model to them.

Okay, so let's talk about, do you have any advice or opinions that you'd like to share if a franchise candidate has an opportunity to buy an existing market that has come up for sale or opening up their own in a new unit or territory? What are your thoughts on that from a tax or a business standpoint of how they should think about that?