Matthew Clements

00:00Running a restaurant is tough. Staff turnover, rising costs, and the endless tasks that bog you down and take you away from what you love. Let Adams Keegan lighten that load. Their privately held Tennessee-based restaurant and hospitality-focused outsourced HR, payroll, and benefits firm. The team at Adams Keegan removes the administrative burdens of HR administration, payroll benefits management, garnishments, unemployment claims, compliance, 401k, and so much more. From their proprietary HRIS platform to seamless payroll and competitive benefits that keep your team smiling, they've got you covered. Adams Keegan lets you focus on what you do best, creating unforgettable dining experiences while they handle the rest. Essentially, think of Adams Keegan as your back office HR department, right here in Music City. One of the many things I love about Adams Keegan is that unlike big publicly traded companies out there, they have an incredibly high standard of customer service. And that's what we all need, is really good customer service in these areas. They don't give you a 1-800 number and make you fill out an IT ticket submission.

01:04They surround every client with a team of experts, all based right here in Tennessee. You can call them today at 615-627-0821, or visit adamskeegan.com. That's A-D-A-M-S-K-E-E-G-A-N.com for your free HR consultation and see how they can create a customized solution to help your restaurant thrive. Welcome to Nashville Restaurant Radio, the tastiest hour of talk in Music City. Now here's your host, Brandon Styll. Hello, Music City. And welcome to Nashville Restaurant Radio. My name is Brandon Styll, and I am your host. We are powered by Gordon Food Service. Woo, and today's a fun one.

02:05This is one that's been a long time coming. We have Matthew Clements in studio today, and Matthew is a partner over at Robin's Insurance. And I wanna kind of touch on the direction of this show, because when I first started this show in 2020, we were talking to chefs and restaurant owners about their experience through the pandemic, and we're talking operational stuff, ideas, what we can all do. And as we've pivoted and as the world has turned, and I've done over 400 interviews, the common theme is operationally, we need help. And I've met so many amazing vendors, and I realize that relationships aren't, they're happening, but they're not necessarily working for locally owned and operated restaurants. And so I have kind of pivoted the show a little bit, and I've pivoted the show to find people who genuinely care about restaurants, how they can help restaurants.

03:15And I'm still talking to chefs and restaurant owners. I still intend on doing that through NARA, but our next episode is gonna be with Mark Waldo, and he owns all the Waldo's Chicken and Beers. And that was a really fun conversation. That'll come out next week. And I just think it's really important for me to get a lot of information out there to ways in which I can help you. I've realized that my audience is leadership in restaurants. And if there's people I can introduce you to or help you with, then that's what I wanna do. And that is what the Nashville Area Restaurant Alliance is all about. I'm gonna do a little bit of a conversation about NARA because that's what this episode, talking with Matthew Clements, he is a vendor member for NARA. And today I wanna talk all about insurance. If you don't know anything about insurance or about what Matthew can offer you, he's the real deal. He's a guy who actually cares about your restaurant.

04:17And it's amazing. And most of the people that I've talked to in NARA are already with Robin's Insurance and Society. We learned about what an agency is versus what a carrier is, what kind of insurance you need and what he does, how he's able to get you better pricing for what a lot of other people offer. And that's our goal. So what I do at my job as Director of Operations for Green Hills Grill, Marable, and Chagos is I really manage the general managers and then that controllable line of the P&L. If you look at a P&L, you can recognize food cost is roughly 30%, give or take a few points. Beverage cost ranges from 22 to 30%, pending where you're at and what you're able to sell for, if you include your tax or not include your tax. And then labor. And ultimately with those big three categories, you wanna be under 60% of your total cost of goods, right? So 60% is those three categories. And there's a bunch of other categories underneath that, dish machine, chemicals, supplies, all these different things.

05:22And what I do is I negotiate deals with every single one of those vendors. So when I look down at P&L, I can tell you every single vendor that we use, why we use them and what our deal is. And most restaurants don't have that. Most restaurants don't have the luxury of having somebody who's managing all of those things all the time. Now, luckily I get to do the podcast and I get to meet a bunch, I have a bunch of sponsors and people who I get to learn and have intimate relationships with because we're talking all the time and I'm learning about them. And I've formed amazing relationships with so many of them. And so NARA really is a micro GPO. What it is as a group purchasing organization, the more restaurants that we can get together, the more I can take these relationships that I have with all of these vendors and I can pass on savings to you. So basically it's like a micro GPO fractional COO business, where I come in, I talk to you, you tell me what you need. And then I get to kind of act as a fractional director of operations for your restaurant.

06:27It doesn't cost you any money out of pocket. So you don't have to pay me money to do this. And most restaurants, independent restaurants don't have the financial ability to pay a director of operations. Like I said, it's a luxury position. So there's a lot of these things I've already done. I've already put the work in. I already have the relationships. I already know what everybody else is paying and I know what you should be paying. And based around all these restaurants joining together, I'm able to pass along these deals to you with vendors who I trust. So that's essentially what I'm doing as NARA. The main thing that I do is I come in and I help you fix your broad line business, right? So broad line vendors are your CISCOs, your GFSs, PFG, US foods, those are the big four. Fresh point for produce. There's lots of other smaller companies, fish companies, seafood, produce, dairy, all these different companies that we're working with also.

07:29But what I do is I come in and whatever you're doing for broad line business, I put all of this together then I create what's called an RFP, a request for proposal. And I put this in the hands of the four big companies and then I negotiate for you. We have a meeting, we're gonna sit down, we're gonna talk about everything that you want out of a broad line vendor. And sometimes it's food, sometimes it's products, different products, sometimes it's better deals, sometimes it's cash, sometimes it's a lot of things. And when you're using multiple vendors, it's hard to get stuff out of people because they're not really able to be profitable. But when we put all of it together and negotiate with four different companies at one time for all of your business, we can ask for a lot of things. I can get a lot of stuff. You want your menus printed, you have menu boards, do you want those updated? Do you wanna do trends tours and go to other cities and eat in restaurants like yours and see what people are charging? Do you just need cash? Do you just want lower pricing on all of your everyday items? I can do pretty much all of that for you.

08:32And since I've been doing this for several years, the main broadliners know what I'm looking for. And obviously I love GFS, they're a preferred vendor and they definitely understand exactly what we're looking for. And if you're currently using GFS, amazing, but I do work, when I do this RFP, it does go out to Cisco. It does go out to PFG and US Foods. And they all compete, everybody competes. It's like that commercial, when banks compete, you win. When broadliners compete, you win. And you don't have to be the bad guy. That gets to be me. I get to negotiate everything and I don't make any decisions. All I do is negotiate things and put what I've negotiated in front of you. You can say yes, you can say no. I don't like that or I'd like to change this. I'd like this. I'm gonna be working for you. So this is a really, it's an amazing opportunity. I've worked with, I've done several of these already this year for NARA members and people are really happy with the results and they didn't know all of the things that they could do.

09:40And I'm gonna tell you a list of the restaurants that we're working with right now and a list of our vendors here in just a moment. And then we're gonna talk to Matthew Clements. But I wanted to do a full episode on this. Now, once my website is ready and it's up to date and it's every, you can go to the website. I'm reading this from the website. There's a NARA introduction page that talks all about what NARA is, what our core values are, how we need to help each other. So the more restaurants we get involved, the better deals I can negotiate. And then there's a community building aspect of this too. I plan on having two meetings a year. We bring all the members together where you guys can collaborate and talk without a bunch of salespeople. And then we'll open it up to all the vendors. We'll have all the vendors there. We'll have food, we'll have drinks, and we'll have a good time. But there's been something missing in Nashville and it's something that brings local restaurants together. It builds community, something that you can be a member of. We're gonna be giving back to the giving kitchen as much as we possibly can.

10:44We need something for us. And that is what the Nashville Area Restaurant Alliance is going to be, or is already. We're calling it NARA for short. And in alphabetical order, we're working with Arnold's Country Kitchen. We're working with Buttermilk Ranch, Belmont, Chagos Belmont Cantina, Cletus, Germantown Cafe, Green Hills Grill, Green Rico, International Market, Carrington Row, Maribol, NoCo, Park Cafe, Pelican and Pig, Rose Pepper, Slowhand Bakehouse, St. Vito's, Focaccia Ria, Tio Fun, Urban Grub. These are, we've just got started. These are people that we've met with that are like, yeah man, let's do it. And if you wanna be involved, send me an email, Brandon at NewLightHospitality.com. And we'd love to come meet you. I'm working with Vince Lanni. He is helping me do a lot of the behind the scenes. I'm also working with another national GPO once we do a broad line deal that gets you money back in perpetuity just all the time.

11:50And it's something that's exclusive to NARA. So if you're a restaurateur and you are hustling and you would love to have my help in your restaurant, I'm not gonna tell you how to run your business, but I wanna help you make a lot more money. And some of that is just through simple negotiations that I've already done that you can just join onto. So lots of fun things happening there. Vendor wise, who are we working with? You wanna know the names. Vendor members, we're working with Adams Keegan. They are a payroll benefits and advisory company. They're beyond payroll and they offer human resources, also provides customized comprehensive solutions to design to ensure your organization thrives. Not just software, but the right people focused on your specific needs. Ty Reedy over there is an amazing guy, but their team is absolutely amazing over at Adams Keegan. And they have committed that they want to work with local restaurants. They wanna be the guy that you call, that you know.

12:54And we talked about this in the interview with Matthew that we just don't wanna do, you don't have to dial an 800 number to get ahold of people. You want somebody who knows your business, who can help you with your business and can do it at an affordable rate. Black Sheep Tequila, these have been a sponsor for a while, but you know what, they're Nashville based. Jason and the team over there are absolutely amazing. Best tequila in the world, right? I have four bottles of tequila in the studio and everybody that comes in, I go, hey, you want some tequila? And they go, what? And I go, I'm serious, you should try this tequila. I have not had one person tell me, this is not the best tequila I've ever tasted in my life. There's no burn, it's just smooth, it's beautiful. It has won double gold four years in a row at the San Francisco World Spirits Competition. So that's all you need to know, double gold, they are the best tequila, Black Sheep. CNB Lennon, CNB Lennon is growing fast. You guys have jumped onto this one and I have special NARA pricing for everybody.

13:55Now this is a Lennon company, they're based out of Waynesboro, they're delivering to Nashville and they offer no fees and no contracts, right? So there's zero risk. I'm saving $2,000 a month right now at Green Hills Grill from what we were paying with our former Lennon company. And there's just no fees, there's no ARC, there's no service charge, there's no, what is it called? Clean green service fees, there's none of that. They just charge you a flat rate for renting Lennons and tablecloths and towels. It's really kind of amazing, aprons, mats, whatever you need. Sorry, I take a sip of water. So that's CNB Lennon. You're gonna be able to go to our website, which is nara-nash.com, nara-nashville.com and it's gonna be up probably next week. We're also working with Calexo, Calexo, our THC brand. They're crushing it in Nashville, everybody.

14:56You guys have done an amazing job with Calexo too. They're distributed by Lippman Brothers, but it is the best THC beverage flavor-wise on the market, hands down. And if you wanna introduce this product, the guys are in town all the time. They will come do a training. This is a Lippman Brothers product as well. Yes, this is Lippman Brothers and they're just amazing. They're good human beings over at Calexo. Five milligrams THC, five milligrams CBD. And you've heard them on the show. If you're looking for a new restaurant, if you wanna find a new space, we're working with the Chandler James Retail Team at Leanne Associates. Miller Chandler and Leanne James, they've been on the show also, they are here to help you find your next location. If you are somebody who's new to town, you're learning about this, this is another feature that NARA will have. Hey, we need to find a new location. We have a team that we're working with that can help you out and they are great people and they genuinely care about your success. Sharpies Bakery, these guys we've been working with for years and they are legit.

16:01I mean, they're a local bakery since 1986. We're almost at 40, 39 years. I think when I first started talking about them, we were at 35 years. It was 35 years, now we're at 39 years of providing local baked goods for restaurants, delivered six days a week. So if you want the best, that's what you need to do. Gordon Food Service, obviously they're our prime vendor as far as a broad line vendor. I think I know them the best. I know that they are excited about working with people. They understand local restaurants and what you need. If you're a smaller restaurant, they work really well with us at NARA to put plans together to help you grow, which if you're just buying food, a bunch of different people, we can put together an MDA, a master distribution agreement with somebody like Gordon Food Service where they can put in escalators and different things. So when you gain volume or they can help you gain volume and they can work that for a long time, they're amazing.

17:03Global Tees, if you're looking for merch, if you need to create t-shirts for your restaurant, Chris Perez over at Global Tees does an amazing job. He's the guy that just provides the level of service. He's so good. Go check them out at globaltees.com. Grumberg Accounting, if you need accounting services, Grumberg County, they're not just accountants, they're financial partner in the food industry trust to protect what matters most, profitability, control, and peace of mind. They do all this online. They can help you out. Marta and her team are just fantastic and I love them. So if you need an accounting partner, we work with Grumberg Accounting and we have special rates just for NARA members. Miles Hospitality Marketing, you just heard in our last episode, Christine Miles. 25 years, she was the vice president of marketing for Jay Alexander's and now she has Miles Hospitality Marketing. She's already had a bunch of phone calls from the call and she's already had a bunch of meetings with people just sitting down talking to you about what your marketing is.

18:05She loves working with local restaurants and she has a ton of experience. And if you need some help, hey, I just need ideas. I just need to figure out what I'm doing. I'm posting and praying and hoping this thing works. She has a lot of strategies that can help you that are pretty easy and straightforward and she's willing to help. She's willing to meet, do a consultation. So give Christine Miles a call and check him out. Miles, MYLS Hospitality Marketing. Ram's Insurance, you're gonna hear about them today. SuperSource, Jason Ellis, I don't need to say much about him. They are the premier dish machine and chemical providers in Nashville. I mean, they were a tiny business, 2020, and now they are absolutely crushing, still offering the best pricing, still earning it every single week. You will not have to sign a contract for NARA members. We're getting a couple of months free and discounts on your first several deliveries when you choose SuperSource.

19:06So if you want those things, if you're looking for a new dish machine chemical company, send me an email, Brandon at New Light Hospitality. Let's get you signed up for NARA and then let's get Jason Ellis in there and hook you up. Volunteer Welding, you know, there's this company out there, I don't know if I'm supposed to say it, but it's New CO2. And I have not come across a situation where they were not just absolutely overcharging everywhere. Literally everywhere, I don't know if they are in every place and I can't say that they are, but as far as what Volunteer Welding can do with their telemetry, they do an amazing job. I will tell you that I have Volunteer Welding at Green Hills Grill and Chagos and I've never ran out of gas and I've got two phone calls. It says, hey, you're about to run out of gas. Do you need more? You shouldn't be running out of gas. And they have come down and they have fixed it and they have taken care of it before I ever did. And I have ran out of gas at Maribol three times in the last several months. And at Maribol I'm locked into this long-term thing with New CO2 and it drives me crazy because I'm working on getting out of it.

20:08But that's another thing that we do at NARA. When we do your initial consultation, we get all of your contracts. We have a CRM. We upload all of your contracts that you currently have into this private secure CRM and then we create calendar reminders so that you will never have an auto renewal for a company you don't wanna work with again. We manage all of that for you, which is pretty cool. So that's just a sampling. Of course, we work the other big broadliners, Cisco, PFG, US Foods. They're definitely people that we like to work with and if there's a way in which they can help you, if you're currently using one of those people and you wanna renegotiate your deal, we do that too. If you're not locked into a contract right now or even if you are, it's worth a conversation because we can make you a bunch of money. We can do it. All right, we've been talking for 20 minutes. I think it's time to get into Matthew Clements. I wanna say big shout out to Jake Howell over at Peninsula for winning a James Beard Award Best Chef Southeast.

21:10Totally deserved. That guy is a monster. His food is delicious. If you have not been to Peninsula, good luck because you're never gonna get in there again because it's gonna be completely packed. It's gonna be on a wait list. You should have eaten there before when you could have, I mean, because the guy's an absolute genius. Congratulations to all the nominees out there and we are gonna be back next week with Mark Waldo and then we are gonna have Dr. Joe Pizzona before July starts. Dr. Joe Pizzona, he's the primary at Pizzona MD and he is a men's health doctor. He's a urologist and we're gonna talk about men's health because it's Men's Health Awareness Month and we're gonna talk about all the things you need to be doing and then he, I think we're gonna have him be a member of NARA as well and we're gonna offer discounts for all of you men out there to go get checked and do your thing and listen to the episode. If you're a man or a woman, I think it is really important to learn about these things and what preventative measures are and to break some stigmas and to talk about what you should and shouldn't be doing and what ages you should and shouldn't be doing stuff and lots of good things.

22:17So I think it's time, I think it's time. Let's jump in. Matthew Clements. Super excited today to welcome you to a brand new episode of Nashville Restaurant Radio. We are joined with the principal. Principal? Agency, yeah, one of the agency principals. The agency principal. Does that mean like you get to carry a ruler and slap people with it? Sure. The principal, is that like, it's different than that. He's a partner at Robin's Insurance, been hearing me talk about him for years. Finally, Matthew Clements joins the show. Thanks for having me, appreciate it. It's really fun to have you here. You know, I don't know how we're gonna do it, but we're gonna make insurance sound fun today. We'll do our best not to bore any listeners. You know what's funny because we just, I've been doing a lot of episodes with kind of industry adjacent people, people who are helping restaurants and in this field and this is one of those things that is, it's in the fast action restaurant world for creative people who are on the go and all of the ADHD that happens, it's like, let's sit down and talk about insurance.

23:28What could go wrong and what does that mean? Exactly. It's kind of like, you know, where's my, where's my? Yeah, that's. Sorry, I'm just having fun with my balance today. I love the sound effects, this is awesome. I don't look at it that way. I had, I like talking about insurance because it's not something, it's like, I like talking about dish machine and chemicals because it's a line item on a P&L. You see it, sometimes it goes up. You're like, well, how, I can't really control that. I can control food costs, the liquor, beer, wine, labor. I can control those things. I can control my insurance, but you can control. Yeah. Your insurance a lot. You sure can. And a lot of it matters who you use and all the other things. So tell me, just give me the 90 second. I always tell people, give me the 90 second elevator, but just tell me what you do. Yeah, so Matthew Clements, Robin's Insurance, one of the agency principals there. My. What is an agency principal? I'm just one of the partners there. I have some ownership in the company and proud of it.

24:32That is relatively new in the last couple of years. I've been with Robin's for coming up on seven years and have thoroughly enjoyed it. Been very blessed with the opportunity to work with these guys and be a part of the fabric of Robin's. And we've grown exponentially and we're really proud of that. And we've done it through being very niche driven and niche focused in how we approach the market and who we help from an insurance perspective. I came on board, it was kind of right place, right time. I have kind of grown up in the hospitality space in some way, shape or form most of my life, working life, worked in restaurants in high school, slung some beer in college. I had a really close family friend who worked for Nestle, who is my dad's buddy. He was one of our next door neighbors and I kind of always looked up to him. And I just kind of loved everything about, Richard was his name and I just really looked up to him and he was in the citrus kind of business associated with Nestle.

25:35Did a lot with orange juices, being from Florida, that made a lot of sense. And so he actually got me a temp job there right out of undergrad. A little corporate for my liking, downtown Tampa. But it was great experience. And I had an undergrad in psychology. I knew I wasn't gonna go be a psychologist. I just enjoyed people and learning about people. And so after that temp job, I decided business makes the world go round. I'm gonna go back and get my master's in business. So I did that. My wife is a born and raised fourth generation Nashvilleian. She said, honey, I'm coming to Nashville. You coming with me? I said, yes, ma'am. And so we got engaged and I lived here for about six months of a break for grad school just to see if I liked it enough to truly move and I did. And came to Nashville, that's what got me here. And I was working in different sales capacities and enjoyed it, was good at it, but was never really passionate about something. In an effort to get more involved, this is gonna be more than 90 seconds, in an effort to get more involved in the community of Nashville, I had a love and an affinity for bourbon and whiskeys.

26:44And it was kinda in- Me too. It was kind of in the beginning of the whisky boom. And me and a couple of buddies, we were looking to join a whisky society. They were big in Lexington and Louisville and I Googled and researched. There was not one here, this was 2016. There was JB's Whiskey House, who I love JB's Whiskey House. It was just a different model than what I was looking for. JB's Poor House? It's- It's a whisky house. Yeah, it's the whisky house. It's a really great place, it's membership-based. There's a house full of whisky you can try. It's quite impressive. I think they have the largest collection of- Still there. Will it? Yeah, yeah, they moved locations, but yeah, it's still there. But our model, what I wanted to join was a little bit different. And I said, let's just do it ourselves. How hard could it be? Turns out it's relatively difficult and time-consuming. But that was really, I really enjoyed working with restaurant owners. I would go into restaurants or bars and I had a membership base now. We had about 40 to 50 members at one point in time. And I would just go to them and partner and say, hey, I wanted to do this in a couple of different ways.

27:46One, I'm impressed with your cocktail program, your whisky selection, et cetera. Can we come in and do kind of like a, we call it Nashville Whisky Socials. So our members would come in. It was just a place to gather, support local restaurants and bars and give them business and have them have some opportunity to have an elevator pitch to tell them, tell their story to our members who are extremely interested. They had an audience right there. And then we would, with other ones, we would do Nashville Whisky Experiences, which were also open to the public. You could buy a ticket and you would have food and whisky pairings, cigar and whisky pairings, cocktail classes at these establishments. And we had a blast doing it. That's a lot of work to put those things together. It was a true heart project, but man, was it a lot. And I was doing that while working, obviously. It was just a hobby. And that showed me that I loved working with restaurants more than I knew I did. And I went and worked, kind of made the move to work with Gordon Food Service.

28:50And was one of their sales reps, their customer development specialists. I didn't know that. Yep, loved it. And cannot say enough wonderful things about that organization. But the day-to-day wasn't necessarily for me. I wanted to work with these restaurants and operators on a deeper level. Sit on their quote unquote board, so to speak, and help them from more of a, just guide them in certain ways. And so I actually didn't know what I wanted to do just yet. I knew it wasn't food service in that aspect. So I went and met with 10 to 12 different individuals that I respected, mentors, if you will, and interviewed them and said, what do you think I'd be good at one day? When I grow up, what do you see me doing? A lot of them said insurance. And- That's an interesting thing. It is, and I thought back and said, well, yeah, I guess if I was 15, my dad said, you should really consider insurance, but who listens to their father when they're 15? And I picked up an insurance for dummies book.

29:53I was going on a flight back home to Florida and I'm gonna read this, just see if I find it remotely interesting. And by God, I learned I was a nerd. And I loved it. What was the first thing that hooked you? Cause I did that same thing with wine. And I read like the wine for dummies. And like after like the first chapter, I was like, holy shit, I love this. I wanna learn more about this. And it was white Zinfandel, how they made white. It was like the opening page, like how do you make white Zinfandel? And I was like, well, I did not have any, I was 18 years old, I had no idea about any of this stuff. I'm not sure there's one thing. It just was, you know, learning about the coverage, it's like, okay, this makes sense. I understand this. It was the concept, you know, all that good stuff. I even, you know, it just made sense in my head. And so I went on my own at night with study and got my license and, you know, started knocking on doors and a mutual friend said, you should really reach out to, I met with several different agencies, but they said, you should really reach out to Robin's Insurance. And Jake Linkus over there, one of the other partners met with me and that's who I was introduced to.

30:57And the timing was right. You know, Robin's had some restaurants and they had, you know, Van Robbins, his name's on the door. He is a big foodie, loves the hospitality space. He's an awesome guy. Awesome dude. I can't speak highly enough about him, but he loves, he has some friends that are restaurateurs and we had a little bit of a restaurant book, but he really wanted to focus a niche in a program and a practice on hospitality. And when I knocked on the door, it was a good time to expand and therefore there I came. And so what I'm able to bring to the table is a little different, I think, than most insurance agents that write some restaurants. I've been in it. I've worked front of house. I've worked back of house. I've worked from a distribution side of things. I understand the liquor aspect. That allows me to kind of understand, one, the problems that go on and the headaches. And they were owned a restaurant, but I at least have been around owners and had good friends. Of course. It just allows me to maybe see it in a different light. There's a culture you have to be aware of. Absolutely.

31:58And there's maybe a mindset or an energy to those that are in the industry that maybe if you don't understand that, won't translate well from a customer service perspective. It's a fast moving business. There's immediate gratification that you've gotta be, and hospitality, one, you gotta be hospitable so you better be able to relate to folks in that manner. But two, you better work fast to fix their problem because they're worried about a lot of other things and they just need to trust you that you're gonna get it done and you're gonna take care of it. And that coverage is appropriate. And that your account manager, if you the agent are on another call or in a meeting, is gonna pick up the phone and have an understanding as to why this is so urgent and why this is immediate. And so if you can explain those things to one, underwriters, when it comes to a new opportunity or a new restaurant concept, or if you can explain those things and maybe push a claim along to a claims adjuster, hey, this is why this is so important. Yeah, I understand that aged meats might be a little bit different to quantify here, but let's work with the client.

33:01Can we get on a three-way call and just maybe move this along? It's just facilitating and advocating for those clients. That really is my passion and I think what sets us apart a little bit. But that's my long-winded story of how I got there. It's your why. Yeah, and I just, I love it. And I love working with creative people in that sense. My joke is that I was a type B that really my dad really formed me into being a type A person. So I have that kind of creative side. I love music, I love art, but, and I love food and I drink and just the hospitality space that one is Nashville, but in general, generally speaking, it's just a passion of mine. Okay, wow, that was a lot. I've had like 42 questions throughout that. Yeah, just chew on all of it. I was just gonna let you keep going there because it was great. Sorry, man. No, I think that's important. I think that, you know, I meet with restaurants and we talk about the Nashville Area Restaurant Alliance and I say, who do you guys use for insurance? And they may say XYZ Company.

34:01Sure. You know, like if I hear somebody say Westfield, right, they say, I use Westfield. What does that mean? That's the carrier, that's the product. That's the company that is in doing the insuring, okay? I am the agent or the risk management advisor. I hate the term agent and just, I think of Jake. Risk management advisor sounds worse, I think. I don't know. Maybe, I don't know. When I think of insurance agent, when I think of Jake from State Farm, Khakis, that's what I think of. But yeah, so that's the carrier. That's the company as to which the agent puts you with that's gonna help protect you in the event of a covered cause of loss. How many different companies are there to protect you? Hundreds? Yeah, there's a lot. There's national and there's regional different carriers. You know, some are only in like states, so it varies. Some have certain appetites and are only looking to cover certain industries. So it really, it's vast. So tell me about the agency. What is an agency versus a carrier?

35:02The lineage between those two and what does an agency do and what does a carrier do? Yeah, so the agency really is the company that is gonna advocate on behalf of the client. So we're the agency. We have a relationship with, we have contracts and relationships with carriers. We're an independent agency, meaning we have multiple carrier options for our clients. Okay. So you're not like tied to one carrier. Correct, there's captive agencies that have one. Like a state farm is state farm. That's it. So if you have a state farm agent. You're getting state farm as your carrier. Yeah, so we're an independent agency and there's a lot of benefits to that. I think you have a lot more tools in your tool belt to take to market. You can take your clients and look at different options. You can create competition in the marketplace amongst a client, help negotiate pricing, get them the appropriate coverage that they need. It's just, it creates more of a win, in my opinion, for the client to kind of have that conversation amongst the marketplace.

36:05So we're the agent, we're independent. We have, meaning we have multiple products and these contracts with these carrier partners that we utilize and then it's our job. We're insurance buyers. We're buyers of insurance for our clients. And so we just, we go and we shop the marketplace, find the, you know, do our negotiations, find the best market and option for our client, bring it back to the table. It might be one or two or three different options. Hey, here's option one, two, and three. We present, the client agrees to a certain one and we put it in place and assist them with facilitating that relationship. Okay, so I feel like I could do that tomorrow. And I'm not saying that like in a negative way. I'm saying, I feel like I got open Brandon's Insurance Agency tomorrow and then like Kayak, you know, where I'm just competing against like a bunch of different, taking orbits and taking five different things and I'm competing against them. Tell me why you're like, what you do is different than that. Yeah, so I mean, anybody can, I mean, it takes some time. You gotta get licensed and you have to build clout and relationships.

37:08You have to have an agency. Every carrier needs to be fed, right? So they need, they have certain premium thresholds that they want you as the company to feed them in order to maintain the relationship and continue on the contract. So Robbins has been around since the 60s. And so we have, we kind of started out in different areas. Tell me Vans, like dad was, or grandfather was doing, cause he looks young. Yeah, it was his father, Bruce. Okay, I was like, man, cause he looks great if he opened that thing in the 60s. No, it was Bruce Robbins started it. It was more of a personal lines, you know, shop. So a lot of just home and auto, things like that and dabbled in commercial and that grew and grew. And then when Van came in, I'm gonna probably get this wrong. I want to say 14 or so years ago, something like that, maybe a little bit longer. I don't recall, he took over from his dad and just kind of took it and ran with it. And we're now about 80% commercial business versus 20% personal lines.

38:11We are just, we're very commercial heavy. We love our personal lines. You do anything. Yeah. You do all of it. We do, we do everything. I kind of say from soup to nuts. But there are areas as to which we have areas of expertise and focus. And I think that's what sets us apart. We try to be very diligent in forming our niche focus. Some of that is commercial property. We do quite a bit in commercial real estate and property. That's something that Van handles a lot of. I think we all kind of dabble in that a little bit. What's in the bottom of commercial properties, restaurants a lot of times. So I work there. We have a habitational unit, meaning that we work a lot with HOAs, condominiums, and that practice has blossomed and boomed. We're very proud of that. And then hospitality is mine. So really anything that kind of touches food and beverage, both restaurants, cocktail bars, breweries, distilleries, food and beverage manufacturing, event venues, music venues, anything that can touch.

39:12Basically the bad joke, if you're eating, drinking, or having a good time, that's my focus. That's a great thing. Yeah. So I want to see if I understand this the way that I want to present this to everybody. Sure. You work only in hospitality. You mean you do anything, but like as far as what your primary focus is daily is figuring out how to make, how to ensure restaurants and give them great service. Yes. So when you work with a restaurant, you learn about that restaurant. You learn why they dry age meat. You learn the individual things about them so that when you do shop and these people have questions, you can answer those questions. And since you write such a big book of business in hospitality in Nashville, you have some clout when it comes to that. You got it. And you have these relationships with these other insurance. Anybody can't just do that. But since that's your specialty and you're writing all of these clients in Nashville, you're able to say, hey, I have this restaurant.

40:13I need you to do this. Let's make this happen. I need to see this, this, this, and this. And they can say, no problem. We'll get it done for you, Matthew. Exactly. So due to the volume as to which I've been produced, that came from, I kind of call it translating. I've been in the hospitality space. I've worked it. I'm able to speak restaurant, translate that into insurance. And the first thing I ask any new client is tell me your story. I don't want to know just about the restaurant. I want to know how you got here. What's your experience? Where's your highs and lows? Tell me about that one that's going to tell me a bit about the individual and how I can best serve them. That's that psychology background coming out. And then two, it's, I want to be able to convey the story because when I'm talking to an underwriter, it is a person. I want to tell the story to the individual. Okay, this is, you know, John Smith, he has this restaurant. You know, here's his experience. He worked back here. He was actually working on his grandfather's farm. This is how he got to love Southern cooking. I'm making this up, you know, whatever it is, and tell that story to this underwriter.

41:14It is an individual. And I want to paint that story to them just to showcase. And now here's the nitty gritty of it. Here's all the underwriting information that you need. Let's make this happen. And due to that relationship that I have with these underwriters, it's been beneficial and I'm able to help more holistically, if that makes sense. And so when you take that amount of time to build that relationship with somebody, then when that guy has a customer slip and fall or something catches on fire or whatever might happen in the restaurant, God bless the number of things that could happen in a restaurant and they need an insurance agent, this is where I love working with you because whenever something happens and you got three restaurants, all of a sudden stuff happens more often than you like it to happen. I mean, I'm not saying that we do anything wrong, but like it happens, right? And so I pick up the phone, I call you and I go, hey, we have a situation where yada, yada, yada, yada, and you go, I'm on it. You ask a couple of questions, but they're not like, it's a, where were they? Cause you know the restaurants, you know where people might've been in the restaurant, you ask me the pertinent questions and you go, I'm on it.

42:20And then I hang up the phone and I don't really have to do anything else. And this is where I talk about like an ads for you guys, as I say, if you don't know your insurance agent, if they haven't come in and interviewed you and spent that time and built a customized kind of a plan for you, when that sort of thing happens, you got to dial an 800 number and you're worried because something's happening, you need to talk to somebody and you get, thank you for calling, your call is important to us. Please hang, the options have changed. If you are a restaurant or if you are a car company, you're like, I'm a restaurant, please listen to this. And you're like, I just need it. And then you get ahold of somebody like, and what is your name? What is your account number? And you're like, and where are you located? And what is your problem? And I will find, I'll get ahold of someone to call you back. And you're like, I just want an answer. Then you have to explain your whole story to some other nameless, faceless person who you're a number in a long list of other people that have called versus, hey, Matthew, this was going on.

43:23Okay, great, were they over in Truman room or where were they? And you're like, this happened, this happened. And then he goes, okay, I'm on it. And it's like, well, that is a horse of a different color. When you need that level of service, and that's the thing is that you don't know when you need that level of service until you need that level of service. Right, right, yeah. And we're proud of that. We've got, I've got a full team orchestrated around that as well that, you know, I'll take some of the initial information or if I'm in a podcast like this, my clients will have their number. My account managers know my clients by name. We're proud of that. And they're, we actually have one of my account managers comes from claims, so it's super helpful to have that background. But they're local. They're local, they're sitting down there on Music Row. Yeah. We're just, you know, we strive to one, be hospitable in the hospitality space and to really be there for folks. I mean, when something goes wrong in your business, you're calling one of four people. You're calling your financial advisor, your attorney, your accountant, or your insurance agent.

44:26And that is the reason I got into this space is I wanted to be one, I call that the big four. I wanted to be one of those individuals and help walk you through and make sure you feel like somebody's got your back. Yes, you're gonna have to deal with a claims adjuster. Yes, there's gonna be probably some applications you have to fill out on the back end. Follow up, I mean, there's paperwork and anything like that. You've gotta do it. But I remember I had a client, the restaurant was on fire. It wasn't a bad one, thank God. But I was at a Garth Brooks concert. You know, sometimes if I'm traveling or something happens, family vacation, you can't be right there, everybody needs that. But I was down the road. And so I maybe had to miss the last song, that's all right. I got in the car and was there to take pictures and try and talk to the surf pro guys and see what we needed to do just so I could better tell the story to assist them in that time of need. And that's kind of what I look at at my Super Bowl, right? We gotta saddle up, let's go. It's the time. Yeah. It's a, like I said, this is not the thing that most people, this isn't the sexy conversation.

45:28Right. But I mean, if you're a business owner, if you're a restaurant owner, if you're a chef or somebody who, this is just not a big deal to me. Like it is one of the big four. Yeah. And you know, as I've been meeting, I think we've got almost 30 members of NARA now. I look down and I go, wow, I think like 24 of them, as I get to the portion of our questionnaire, we talked and I said, who's your insurance agency? And I think 90% of people have said, oh, we use Robbins. We use Robbins. And I go, fantastic. Are they doing great for you? And he goes, love them. I've never had anybody say, well, I don't know. I don't really care. But like to hear people say that they love their insurance agency, for me, what I do like with the podcast, it's so nice to hear people go, no, I heard about him on the podcast and I called him and he's done a fantastic job. And I go, well, that's exactly what we're here to do. Like that is really good to find, connect local people, local people who are passionate about their business to find somebody who's passionate about protecting their business. Absolutely. Yeah, and you know, maybe you're home and auto, you could make an argument that it's a commodity, but for your business, insurance is not a commodity.

46:34It is not a one size fits all. I've always related it to like a fine tailored suit. You want it to fit you, one specific to your industry, but more specific to your operations. You know, it's not gonna be the same to the restaurant next door. It is specific to your nuanced operations and you want it to fit just right, to the best of your ability. Maybe you lose weight, maybe things change, maybe you grow into it, you know, maybe you have to grow and we have to change and modify some things, but it needs to be, it's not a commodity. It needs to be specific to your operation. You know, it's Men's Health Awareness Month, as well as Mental Health Awareness Month. Next week I'm having a Dr. Joe Pezzona MD on and he has a men's health practice in Nashville and it's called Pezzona MD. And I met with him yesterday just to talk to him about some different things, because I'm really interested in talking about this stuff. Men don't tend to raise their hand, right?

47:39Right, and we tend to go to the doctor when we're sick. Right, or when your wife forces you to. Or when your wife forces, and you know, I think there's, you don't want to have somebody put a finger in your butt and you don't want to do all that. It's like at our age, that's part of the gig. And like 90% of these random diseases, like 90% of men will get prostate cancer at some point in their life. If you can find it early, you have like a 99% chance of living through it, like they can manage it, no problem. There's so many things from early detection, but you have to be proactive and you have to go and go to the doctor, get regular visits, have regular checkups to make sure that that doesn't happen. And I think insurance is very similar to that. I think that we wait until something happens to go, oh, I wasn't in floods, oh, I didn't have flood insurance. Like, wait a minute, like, well, you're in a floodplain. You need to do that or whatever it might be, like sitting down with a qualified professional to say, where are my vulnerabilities?

48:42What do I need to be? And you don't, if you're not in a floodplain, you probably don't need to be paying for flood insurance. I'm sure somebody would be happy to write that for you if you, they'll take the money for it. But I mean, I don't, I think that's what you're talking about. Let's sit down and put a specific plan together for you so that when that moment happens, you can sleep well at night. You're buying peace of mind. You're, it's all it is, and it's important. And just to have, to walk through it. So you, I don't want my clients to be insurance professionals, but my goal is when we come away or when I bring on a new client is that they have peace of mind, that they feel like they have an understanding of what they have, a vague understanding. It's not just, yeah, I have insurance. It's something. I think, sure, I want them to come away. When I present to my clients or even do a renewal, I'll be as involved or as uninvolved as you'd like me to be, but I'd like to have a relationship. And just to say, here's what you have. Here's what we're looking at. Here's why this is important. Here's a few claims examples. We're not gonna go through the policy in the 120 page document, but we're gonna do a high level overview so they feel comfortable and can put their head down at night and go, okay, I'm protected, a restaurant's safe.

49:51We understand that. It's your dream. It's your baby. It's your worth. I know Stephen does. Stephen, it's funny because anything that does, having is like, we have great insurance. I mean, it's a thing. I mean, when something does it, because here's the thing. It's not a matter of if something happens. It's when. 100%. I mean, something's going to happen. And it's, you know, in this business, kind of the reason why I love working in restaurants is that every morning when I wake up, I have no effing clue what is going to happen today. Like I, people say, are you available next Wednesday? I go, I am right now. But I don't. Tuesday night, I could get a phone call that might change everything. All of my schedule, what drives my wife crazy? Cause she's like, I need to know, are you available? I'm like, right now I am. I have the availability to be there. But in my world, anything could happen. And I just know that it's a loose yes. Most of the time it works out fine.

50:51I'm able to go do whatever it is. Kid's soccer game, whatever I'm able to go. It's excellent. Sometimes what happened is, yeah, no, I'll be right there. I mean, like you don't know. So I mean, being prepared for that stuff, how do you get prepared for the things you have, know what are going to happen? Well, you customize insurance plan that makes sure that you're set when those things do happen. And it's helpful to work with someone who has carriers that have specific focus on the industry as to which you're in. So restaurants, whether that's a carrier that has a specific program or a carrier that strictly focuses on hospitality. And I think that's important as well. I mean, some carriers do it better than others. And just having that guidance and having those contracts and relationships is important. I love it. Congratulations are in order for you. Yeah. You are a new dad.

51:52Yeah. For the second time. That's right. You have a little girl. Little girl. Three weeks. Three weeks on Sunday. Yeah. So less than three week old and you're here today doing a podcast about insurance. That's right. Wow. How are you getting any sleep? Like what's going on with you? A little bit. Our son is, he's a handful. He's two and a half. So we've got 203. And it's a wild ride, man. We're just trying to keep living. Just keep on living. Every day. Every day. My wife is a, just a superhero. She's amazing. I am the, it's funny talking about insurance and sales. An old gentleman, when I first got into this business, looked at me one day and he goes, you know I know you're gonna be successful? I said, no, sir. Wow. He goes, you sold her. Yeah, well, touche. I've had that comment made to me on a couple of occasions too.

52:53Like, well, did somebody outkick their coverage? Exactly. You must be doing okay. And I'm like, I don't know, man. I'm a salesman, I guess. I don't know. So she's, no, we're doing good. You know, it's a big change. It's a lot going on. We've got two dogs at the house too. What are the dog's names? We have Gunner. He is my oldest. He's 12. He's getting on up there, unfortunately. Slowing way down. And then I'm a outdoorsman, I love to bird hunt and I have a Brittany. So she is my pointing bird dog. So she'll point whenever I go quail hunting and she, I take her out and we go, you know, six, seven times a year. The local spot just, you know, released birds. There's not a whole lot of wild quail in Tennessee anymore. She's my, I think she's, she'll be turning five this year. Yep. So wild. Yeah. So we've got a lot of living bodies in the house we got to take care of. So it's a full house right now.

53:55I woke up this morning, we have two dogs, a cat and then my cousins are, my kid's cousins are in town. So we've got three boys, three different boys here. Like my other kid is at my parents' house. So we've got my oldest son with his friends and they wake up at 7 a.m. and they want to go fishing and you're getting dogs and cats and people. And it's just like, okay, let's go. Heck yeah, man. Let's go fishing. Let's do it. Yeah. Yeah. You just go until it starts dumping rain on you while you're out there. Man, it has been the wet, the wettest. My oldest summer. Yeah. Well, it's just like super, like they say that this past May was the rainiest May since 2010. And I believe it, it's wild. My yard believes it. Yeah. My yard, I'm like, there you go. This is great. Absolutely. A lot of people's yards are looking really good. Well, I mean, man, it's just always great to see you. I mean, what else do we miss? We can talk about insurance for another 20. No. What am I missing? If somebody wants to, if somebody hears this and they go, I don't know who my insurance person is.

54:59I don't even know the person's name. Yeah. And I guarantee you, everybody who works with Robin's Insurance knows your name. I sure hope so. I mean, that's a thing. If you want to know your insurance agent's name and you want to have a customized, here's the great thing is that you can save people money most of the time. Yeah. It's never, I never want to say always, but with what I've been doing, we've, it's a really good day when you can one, either never sacrifice, never sacrifice coverage, but to get the right coverage in place that they need and also save them money. That's a perfect storm. And having the right carrier, having the right attention to detail as it relates to your operations, what are your sales? How much alcohol are you selling this year to last year? What does that look like? I never want to assume that the current policy in place is the right fit. So I do what's called a diagnostic review. Just take a look at, come through the policy and I'm not afraid to tell you, hey, you're sitting pretty, you're doing great.

56:01You should stay right where you are. But I have found that just due to our practice and our relationships, we're able to help people in a lot of different areas. And saving money is one of those a lot of the time. So how would I get ahold of you to have, if I want to do just initial consultation or just get a quote, none of that costs anything, right? No, absolutely not. I would just, give me a call. Call my cell phone. What is your cell phone number? 863, yes, it's still a Florida number. I've been here for 12 years, but now at this point it's a conversation starter. 863-409-9372. Call, text, if I don't answer, I will get back to you within 24 hours. That is my promise. Shoot me a text. I'm having dinner with my family. I'm probably gonna wait and get back to you here later on. But I- As you should. Unless it's an emergency. Yes, and if, in my clients they kind of know. You leave the Garth Brooks concert. Yes, that's right. But yeah, that's the best way to get in touch with me. And just, I can always do a formal diagnostic review.

57:03It's quick, it's easy, just need the policies to do so. And then after that, if I think we can assist, we'll go through what I call just a diagnostic questionnaire to learn more about, you know, the client, what they have going on, how they got there. I love to know and understand their experience level, what makes them tick, why did they start a restaurant? See, I do that too. Yeah. I just don't sell them insurance at the end of it. Right. Oh, I may sometimes try. But yeah, and I love meeting new folks, so there's no cost to do that, but love learning new stories. And I've likely dined, I eat, I have to go to the gym a lot because I eat out a lot to try to, I love seeing new spots and supporting local restaurants. We've got a lot in this town. We're very blessed with that. Yeah, I see you come into our restaurants a lot. Yes, I do. That's how I know your lovely wife, because I get to see her all the time when you guys do date nights. And I have at the Maribor or Green Hills Grill or Chago's or any of the three. I see you guys on a pretty regular basis. And you guys are pretty special.

58:03Jackson, when he was baptized, we did our baptismal brunch with y'all. It was awesome, great experience. And actually, to throw cherry on top, our Saturday is 11 years of marriage, and you, Maribor, was where we had our rehearsal dinner. Nice. Yeah. So you're coming back for dinner on the 11th anniversary? I'm just cooking steaks at the house this time with two kids, so I better just play maitre d' there and do that. This year is 20 for me. All right. This year's 20 years of marriage. All right on. September the 16th, Mexico's Independence Day. Okay, we're Flag Day and National Bourbon Day, so. Well, that's amazing. I don't know what we're gonna do yet, but we always wanna do something special for anniversaries, dinner, and something, but she's not, she doesn't like jewelry. That's not her thing. There's nothing, she doesn't like fancy things or anything. Not that that's something we have. So I'm trying to figure out how do I take her away somewhere.

59:06But again, with kids, they're in school in September, so it's like. Yeah, it's tough. And now with the kids, anytime we, I was thinking, let's just take her to Paris. Let's go to Paris for a romantic weekend or three days. There's something to go, Southwest doesn't fly there, and I have Southwest points. I'm like, damn it. So I'm trying to find somewhere Southwest flies, but also then you gotta get a babysitter and you have somebody to watch your house. And then every time we go somewhere really cool like that, if we were to go to Paris, the problem is, the entire time we're there, you know what? Every single thing that we do is kids would love this. Oh my God, I wish the kids were here. The kids would love this. Man, I wish we'd be like FaceTiming them that this is the Eiffel Tower. Look, this is the Champs-Élysées. This is this. It's like, and so I don't wanna go anywhere without them because I want them, if I'm gonna go to Paris, I wanna take the kids. What an experience, bring the kids. So now it's like, well, we'll just go to an island somewhere close in 24 hours. You know, or we'll just go to Florida, or you know, what do you do?

01:00:09Yeah, I get it, man. It's like this big quandary, and I have to make that decision here pretty soon because it's not that far away. Good luck. Yeah, I know that's tough. 20, you gotta do something for 20. Yeah, absolutely. I've already been told Paris is on the list, so I've gotta, there's a lot of insurance policies. We've never been to Paris together. Okay. I've never been. You've never been to Paris? No, I studied abroad. I did Spain two summers. By summers, I mean, I think they were a month and a half. And then while I was there, both trips, we took, you had like a one weekend, you were free. Yeah. And we just jumped over to Rome, which was pretty neat. Hell yeah. And then when I was in grad school, there was a class you could take. It was just, it was kind of like an extra class, two weeks over in Germany. What part? Munich and Hamburg. Nice. Yeah, so very cool. So I've got to do that. Saw a little bit outside of US, which was pretty cool. Obviously I've done Canada and Mexico, but Europe was awesome, it was special. It's a neat place just to kind of see and driving on the Autobahn and you know, that kind of stuff.

01:01:13We did that, yeah. You know, you're like. One free day and I was pretty tight with our professor and my best buddy and we're like, let's go run a car on the Autobahn. Let's go check it out. So it was fun. I got, my sister lived in Germany for like 11 years. Oh wow. So we got to go visit her a lot and she had a Mini Cooper. Okay. The fastest I've ever driven in any car in my life was in a Mini Cooper. 136 miles an hour on the Autobahn. My favorite thing about the Autobahn is you'd be cruising at like 115. Yeah. Right, cause you can just. Go. 115 and you're, what I love about that is that they all drive correctly. Yes. Like if you're in the left-hand lane, you're, you need to be doing 130 plus. I mean. But you don't, but you don't drive in the left-hand lane. Right. Because you'd be doing 115 in the right lane, not the far right lane, but the right lane next to it. And you'll see a car come up from behind you and they will pass you. Yeah. Like you're doing nothing and you're like, holy shit, I'm doing 175 miles an hour.

01:02:15It doesn't just feel that fast because you're, and then they pass you, oh, okay, there it is. Like I'm doing 115 and that dude just flew by me in an Audi A8 and you're like, whoa. Yeah. That was cool. Yeah. Or the BMWs and the Porsches there are just like, it's a neat thing just to be part, that's like the whole part of being in the Autobahn is just seeing somebody drive that fast like it's nothing. We pulled up to the rental place and they had one car left and I forget what, I know it was a Mercedes. I forget what model, but I remember going like, oh, okay, well we're doing this. It was great. Whatever it is, let's go. Yeah. I needed it for like an hour and a half. Yeah, exactly. But it was great. But yeah, Paris is definitely on the list. She'll make me do that soon, so. I think what she wants to do is just like rent like a, she wants to go like glamping. Okay. Rent like a tiny cabin somewhere that has like the see-through roof on the side of a cliff like in Yeah. Cookville or wherever, you know, wherever they do these things. I've got a client. He glamp Blue Ridge. It's in Blue Ridge, Georgia.

01:03:16Really cool spot. You should check it out. A glamp Blue Ridge. Glamp Blue Ridge. See, there you go. That's probably what we'll end up doing because you can just drive there. Yeah, and it's beautiful. Be alone for two days and just kind of hang and it would be great. Yeah, very cool. All right. Well, thank you for joining us today. Thanks for having me. I hope we didn't bore anybody. This has been fantastic. No, I don't, hopefully we didn't bore anybody. I hope not. We're still here. Yeah. Thank you out there for listening. And again, call Matthew Clements. Say hi, introduce yourself. If you're opening a new restaurant, let him know you need the best coverage. If you have a current provider, give Matthew a call. 863- 409-9372. Perfect. Matthew Clements. Thanks so much for having me. Appreciate it, man.