I'm curious if you think this, this, you know, influx of rebate money, which is only gonna continue to exist, do you think that on net benefits a small versus large contractor more? Like, what are you seeing in terms of who's more likely to take advantage of these resources and how that affects kind of sales and growth on the ground for different size operations?

Yeah.

I think both small or larger contractors are challenged by some of the dynamics we talked about earlier.

But I do think small contractors struggle the most to take advantage of these programs.

I think it is a situation where all those things we talked about upfront, all the investments you have to make in researching these programs and training your team and managing the working capital, if you're a small owner/operator or just have a couple trucks, like how do you devote the time to do that? It's almost impossible, or actually it is impossible for many contractors.

So those are the ones who are, even though they could really benefit from these incentives and from offering their customers, it's just difficult to participate, and they don't even enroll, and they don't even kind of focus on those products because they're like, "We can't compete with the bigger guys who are hiring one, two, three people just to focus on these incentives, and, uh, we just have to play a different game if we can't compete in the incentive game." So that is a, I mean, major problem just for like the equity in the industry and helping, uh, kind of contractors of all size succeed, and it's also something where you talk about these DOE and, you know, HERE and, and now IRA rebate programs, they have to be really conscious of is allowing every contractor to, to participate.

Like talk about what you might either predict or like to see in the future of financing re- for these kinds of projects, and maybe where m- maybe where Coral is going in, in, um, in helping create that future.

Yeah.

Like how does Qoral and how does this upfront financing change the economics of a job for both the contractor and maybe for the homeowner? Like what's the homeowner seeing in the initial quote, and how does the flow of cash actually work and, and walk us through like one example, if you will.

Yeah.

I'll do a little bit of the before and after, um, and I'll start with, uh, one of the Northeast states that we started with in Massachusetts.

So there's major incentives from the utilities or other sources that can make the cost of a heat pump dramatically lower.

So for a $20,000 system that you would maybe sell as a contractor, you would get asked by your customer, "What are the rebates I can get? How does that work?" And you could tell your customer, "There are thousands of dollars of rebates out there, but we don't know exactly what the rebates are.

You have to go figure that out.

You have to wait months to get a check in the mail for this rebate, hopefully.

What have you seen in terms of how contractors have learned to kind of build that overhead or that administrative function effectively there?