Luke Jacobs with Encamp

SUMMARY KEYWORDS

Barcelona Cybersecurity Congress, environmental compliance, Encamp, Scout AI, regulatory compliance, industrial innovation, cybersecurity, environmental obligations, data management, compliance reporting, AI integration, environmental technology, industrial storytelling, regulatory liaison, compliance engine.

00:00

All right. Before we get into the conversation, I want you to be aware of a conference that you need to put on your calendar, and you have time. It is the Barcelona Cybersecurity Congress. It is necessary. You need to up your cybersecurity game. You're connected. You need to make sure that you're protected right here. This event, Barcelona Cybersecurity Congress. It is November 3 through the fifth. You have time, November 3 through the fifth this year in Barcelona. And I'm telling you right now, the team at Farah who put this particular Congress on the best. You will not be disappointed, and you know what else you get to do? You get to network with some of the best cybersecurity professionals from around the world. You need to do this. You need to put this one on your calendar. All of the contact, all of the information is out on Industrial Talk. I'm going to be there. I'm going to be broadcasting. I'm going to be talking cybersecurity with the best in the world. So be there. Put this one on your calendar. That is November 3 through the fifth. I'll see you there.

01:16

Welcome to the Industrial Talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting-edge, industry-focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go!

01:34

06:16

Well, you know, it just is what it is. You have to continue to persevere, and the and and the companies that truly do that well, meaning they just do it, they persevere, they just keep at it, they keep telling the story. The reality is, is that they're doing okay. If you're not, if you're not doing that, there's some struggles, and and again, the reality is, is that we have we have all this social stuff out here, right? Industrial Talk has a marketing team. We have we have a PR team. We have all of the stuff. We we have and and we we approach it specifically from an industrial perspective. I'm going to create as much as I I've been I've been lollygagging, guilty as charged. So it's always easier for me to go and hey, it looks great, you know, and be able to have that conversation with industry professionals such as yourself. But I've come to the conclusion, the realization, and the feedback that I've been receiving from industry professionals that I have to do more personal, me Scott right here, more marketing, industrial centric marketing, industrial centric sales, industrial centric promotional. Be able to do that, sort of come out with a program. I do have out on industrial talk why you need a podcast? It's a 12. I can't remember, but it's it's all like you need to do it for your customers. You do. You need to do it for your business. You do. You need to tell that story. We're here to help. Industrial Talk. Just go out to Industrial Talk. Connect with me. We'll have a great chirping conversation, and it'll be all fine. All right, onto the conversation, which is pretty cool, right? You know, when I when when when Encamp approached me and said, "Hey, we need to, and I'm thinking, "What's it all about? And then, of course, it's you know environmental compliance, and it's like, "Let's give that a shot because that's important. You need to hear about it. Luke knocked it out of the park. Paper and pencil. You got to do this. You got to. You got to look into this solution. It's absolutely amazing, and it's going to continue to get more amazinginger. That's not a word, but I just thought I'd throw that out because here in technology, you know as well as I do, it's moving fast, and companies that can truly adapt and be nimble-yep-they're going to succeed. All right, let's get on with the conversation. Here's Luke, in camp as a company. All his contact information is out on Industrial Talk. Enjoy, Luke. Welcome to Industrial Talk. Thank you very much for joining this platform that celebrates you, Luke. You're the hero in this story. How are you doing?

09:07

I'm doing well, Scott, and great being here today.

09:10

Well, I got to look at your stat card. So here's your stat card. It's LinkedIn. I see it right there. It's right in front of me because I got two screens, and so I'm looking at your stat card. What do you call home? It says United States. That's that's quite a you're a wanderer. No, what do you call home?

09:29

Yeah, so I live in Melbourne, Florida. Currently, have been down here for about six years. Native of Indiana. Grew up there. Started the business there in Indianapolis. Love Indiana. You know, go Hoosiers. Went to IU Bloomington back in the day, but been in Florida here for the last number of years.

09:47

Now, this is just a weather conversation. You're down in Millburn. That's that's pretty hot. It's pretty pretty. It

09:55

is.

09:56

How does it compare to being up in Indianapolis in an area?

10:00

Well, you know, I mean, much better in the winter overall down here in Florida. The summer months are where your metal is tested, so to speak. But I have to admit, you know, growing up in the Midwest, I was literally just in St. Louis this last weekend, actually, and you know, still pretty hot and humid there. You know, anywhere around the Ohio River, Mississippi River. So I'm kind of used to it, to be honest, but but you know, yeah. July in Florida, you know what you're signing up for. It's not going to get below you know high 70s even in the middle of the night ever.

10:31

Yeah, now you're mowing your lawn year round. It's always green. Yeah. Oh yes. No, no, it doesn't die back.

10:40

No, no, not at all.

10:41

It's great. It's a grind. Yeah, my I can hear my grass gone. I'm I'm right outside of New Orleans, but I can hear my grass growing. It's just grass loves. I know.

10:52

Yeah, you've got that that storm coming your way as well today. Is it

10:56

supposed to be today? Because today is Wednesday, and the sun is.

11:01

They were saying. I think tonight, my one of my brothers actually lives in New Orleans as well, so we were trading notes watching Bertha marching across the Gulf. But looks like it's not going to be a big deal.

11:15

Nah, no. Anyway, all right. You've already gave us your little background. Let's take just a brief tour in Encamp. What what your company Encamp? Again, I have your your form here, and well, I want to know about it. And what does Encamp mean?

11:36

Yeah. So Encamp, we're an environmental technology company, and really focused on helping organizations understand their environmental compliance obligations, and then manage the data processes around that, and actually doing the direct submission. So something you know really from the beginning, just to help people understand kind of the big idea. It's a little bit like a TurboTax setup, but for environmental reports. It's not just a software system where you track work that's being done outside the system. The system itself does a lot of the heavy lifting, prepares the paperwork, gets it submitted to the regulators in the formats they like when they need it. Any fee payments, you know, included documentation included. Right now, we work with about 200 enterprise organizations. About 35,000 regulated facilities use our software platform to really manage hazardous material compliance, chemicals, waste. You know, increasingly air permitting, as well as just kind of your foundational, you know, understanding of hey, what regulations do apply almost your legal register, kind of that sits underneath any of your environmental requirements themselves.

12:50

Well, what's what's the story between behind NCAP, the name?

12:54

Yeah, so so my background is actually in ecology. Way back in the day, did that as a researcher, then went into corporate consulting, working with big energy companies on really their environmental compliance programs. And when I was in consulting, saw the gap that really you know Encamp has emerged to solve, which is a lot of the work actually in environmental is still done manually with people in spreadsheets, emails, and if you're using consultants, it's hourly billing. So really, didn't see the alignment of how do we make this more efficient for everyone. It's tough if your business model is you know predicated on billing your time out. As far as the name, so was a consultant, loved doing a bunch of backpacking, liked the environment, and then my co-founder and I were actually on a backpacking trip in Havasu Canyon, kind of an offshoot of the Grand Canyon, really beautiful area. And in this wonder of nature, we found ourselves in. We spent literally the entire time just talking about how it would be really, really useful for the industry if there was a connected platform that had kind of the requirements and the data steppers, but then the e-file capabilities kind of wrapping all of this up. And we were kind of joking. We're like, if we are hiking around and camping this beautiful area and still talking about something as you know, frankly, kind of just mundane as like how do we make environmental data management compliance more efficient. We're like we should probably start this company and then you know kind of love the I don't know the environmental component of it. It's the environmental camp. We also kind of have the you know set up shop. You know get out into the wilderness instead of pushing paper all the time. And then just frankly to domain, we can get you know when you're starting a business. We didn't overthink the name as much as wanted to go and solve some problems for people and could get a real. You didn't do

14:49

a mashup. You didn't say, "Hey, it's a little this, a little this, and oh yeah, over here. Let's just pull all of those consonants and vowels together. Come up with a word that I could get the URL.

15:02

Yeah, I wanted a a real word. I like two syllables. You know, and then we were joking at the beginning. We're like, why is Google like a thing we all say all the time? Kind of a silly word. Well, it's because Google made Google, and so you know, kind of whatever you pick as a name, if you build a valuable you know service for folks, name kind of works out. Yeah,

15:23

it does. It is all good. I always like talking about the names because I know that I've I've gone down that road a number of times, and and some good, some not so good. You know, it just is what it is. And and I'm sorry, I have to apologize real quick because my notebook's down here. So when I I'm paying attention to you, and if you're out on the video, you can see that I look down. It's I'm still paying attention to Luke. I just have to write down questions because I'm not as sharp as Luke, nor do I have as much hair as Luke.

15:50

Well, I think the latter is true. I didn't know about the former. Yeah, well, just

15:55

I just I just felt like I needed to apologize because I'm just looking down because I have these questions that that here's the reality, and and you're passionate about environmental stuff. I've been in a number of companies, and it always the one that's passionate about it. It's always one person. Nobody else wants to you know talk about environmental stuff. They don't want to be hammered, fined, or they want to make sure that they're in compliance. But to your point, it's just one of those things, operational things that you have to sort of manage. And I'm guarantee you, people are looking for a silver bullet. Make that thing simple. Make me compliance compliant, and and and and then we move on. So I can manufacture my widget or whatever it might be. That's the reality of it. With that said, your platform is it agnostic or can it through APIs through you know interfaces connect with my technology stack. If I'm Scott manufacturer, if I'm Scott, whatever, you know,

17:07

yeah, yeah. Great question. Short answer is absolutely. We work with companies where I'd say Encamp is the intelligence and work layer for your environmental compliance needs, but we integrate with you know kind of all of the health and safety software that you might know of, but then even deeper SAP purchasing data, you know, for emissions inventory, your your you know emergency generator runtime logs, like all of that kind of core data sources. You know, we pull in and really with the goal of you know saying you know, one-stop shop is a good idea in general, but the most important thing is being able to have kind of your controls that are very simple. And we think about almost the mission of the business. You brought up the mr. Manufacturer being able to make the widgets. We want to make a world where good for business can equal good for the environment. We work with a ton of companies. None of their top goals are just do environmental compliance. Their goals are serve their own customers, build their products, deliver their service. But you need to kind of get your environmental compliance program, you know, underneath you to be able to actually scale your core business and not face regulatory pressures, community pressures. So really on a mission to make it as fast and simple and accurate for organizations and work around a range of industries. We work with some of the largest kind of logistics retailers, telecom, energy producers, manufacturers. Because really, what we also think and I believe this fundamentally is the government is the one who's kind of set up the the end state goal, the RFP, if you will, has been written by the government. We're there to meet that need and say every industry has their own nuances, but a lot of that, you know, is it can overcomplicate making sure that you're in compliance with environmental rules. And again, we go back to kind of the TurboTax, where it's keep it as streamlined and turnkey as possible. People want to know what's going on. They want to know that it's done correctly. But I've really never met someone in 10 years of working in the environmental compliance space who says like my favorite thing to do is get into the steers portal in Texas and fill out line by line every item in my inventory, or every waste stream that was shipped. I mean, that's not why people get into the space. It's not what businesses that we serve are operating. So, really trying to you know solve that at kind of the most efficient level, and it you know gets into even how we approach as a software company. We package this basically as a subscription with an outcome. You know how much you're going to pay, and you know the outcome you get, which is your haz waste compliance program will be operational controlled. It's going to have you know good compliance outcomes, without some of that kind of challenge that we see with organizations where the time and materials, the scope changing, it makes it tough to. To really understand even your ROI, like how much do I need to spend to ensure that I just don't have to worry about this going forward? Yeah, we work hard to say our goal is to have a clear price and make it as efficient as possible on everybody's side because that just helps us do well as a business and helps our customers do well also.

20:19

Okay, a couple of questions as I look down at my question, my my my sheet. One industries are you limited by any industries? Pretty much your platform is agnostic. It it could be oil and gas, it could be power generation, it could be manufacturing, whatever that might be, and so on and so forth.

20:40

21:45

So then, my second question to that would be: apparently, there is no limit to the size of the organization. It could be a behemoth, or it could be just a little little company, mom and pop manufacturing of you know whatever.

22:00

Absolutely, yeah. I mean, we work with Fortune 10 organizations, biggest companies in the world. We work with small retail agribusiness firms that you know I got to know in in the Midwest who are just you know mom and pop shops, you know, family owned. You know, we can provide value really across that spectrum.

22:22

Yeah. Okay. Good. Now this is where we're going to get into the nuts and bolts and a little bit about your platform. One, I see that on your thing you got this Scout AI. Got to have an AI. The only thing that's missing from that name is AIX. You need an X on

22:39

it. Oh, we'll try to work it in

22:40

Scout X AI. With that said, and and I I don't have an answer to this because when you started talking about an organization that is in multiple states, multiple areas, how does your platform ensure that me, Scott Mackenzie, manufacturing in multiple states, have the latest regulatory, state, fed, municipal. All how how do how do you changes all the time? How do you do that?

23:15

Yeah, it's not an easy challenge, I would say, but one that you know we're very good at at this point. So really, before AI even, we have a team of subject matter experts who are aligned to different environmental program areas. We've built relationships with the regulators themselves. Kind of get into you know the closest to the ground on seeing you know essentially RSS feeds of every regulation. We've got it all mapped in our compliance engine. We get updates. We work with EPA on beta testing programs for you know new rules that they're considering. All of that, and with AI, really, I would say it's a twofold benefit for this space. First, I would say from kind of the internal data curation, we still have the team of experts, but we now have research agents that can go and gather the information more efficiently, parse it more easily. Just a lot of this is, you know, not set up traditionally before AI to be super cleanly mapped into like a database structure. It's it's written language, it's rules. How do you actually turn that into you know binary controls that computer can understand turn it all into software and we developed out really a complex compliance engine but with research agents now able to kind of force multiply that the amount of you know precision and frankly for us more than more than precision it opens up how much more ambitious we can get, more regulations. We really focus on the U.S. currently, which has been part of our, I think, real value proposition. Is we know all of it in a program area, and we keep it pretty limited to the jurisdictions that we map out because we don't want an 80% correct compliance. Engine, you want it to be 100% correct. How do you?

25:02

I hate to interrupt. I'm going to jump in here. How do you take AI and the tool of AI, and then be able to validate the results of AI, making sure that it's accurate, right? Yep. You know, you're 90% there, 87% there, but we need to have this validation to make sure that we're 100% there. How do you do

25:22

28:13

Which brings up a good point. Here here's a here's a scenario today's scenario without in camp scout AI. Here I am. I've got compliance. I've got reporting. I've got time. I've got all of the stuff that is necessary for me to keep keep my doors open and keep me out of troubled waters with the regulatory agencies. So here's the deal: I have to create all these reports. I have to. I have to do this? I'm a human being, and I have to sit there and go and crank this stuff out. By the way, that is one heck of a difficult job. Just FYI, it is. I have I have great appreciation, but I don't want to do it. So, with that said, I I realize that man, there's a lot of hours, a lot of time, a lot of effort, a lot of all of that stuff that I'm invested in with this. What what can Encamp do for me to help streamline that and get those reports out on a timely basis, and that they're accurate, and I sleep well. So,

29:17

30:46

What did what did you just rifle out there? There was an acronym you just said. You said a bunch of bunch of employees. You oh

30:55

a major retailer for Epcra, like emergency planning and community right to know resource conservation recovery acters. Yeah,

31:05

I was I was following you until that time, and I said, "How how I stubbed my toe on that

31:10

one. Yeah, no, you're you're good. So really, I'd say like you know, go through your facilities, kind of collect the data. How many forklifts do you have? Our system already understands. Hey, that forklift has a crown battery in it. It's a lead acid battery. It's 60% You know, electrolyte. So instead of having to do all the calculations, just like here's how much you need to report. Click confirm, and then it gets reported straight to the

31:35

here's here's where I'm at. I I say yes in camp. Yes, I want that scout AI right there. I want it, man, and I and I and it I I see the benefits. I call you and then I say, "Come on over here and implement your system. I want to get up and running.

31:52

Yeah,

31:52

and the answer is not 18 months.

31:56

32:26

Yeah, good. Okay, now let's say things happen, life happens, manufacturing moving forward. We have an issue. We have an environmental issue, and that means I need to report something now, not yesterday. Now, so what? What? Take us through that sort of a use case of saying, "Hey, I, I, I, I need to get this out. I need, I need to. Oh

32:50

yeah, absolutely. I mean, we we work with companies where if you come to us and you need to have something filed, and we often see this even where you need to backfile. You've realized that you've not been doing this, and you're like, I need to get into compliance now, and I need to figure out how long I've been out of compliance. That would be something we would plug in, kind of do the immediate, like get you current, and then figure out what sort of the back reporting requirement to make sure that the regulators aren't going to, you know, kind of ding you for more. It's one of the things also that I'd say companies really benefit using Encamp. We work with so many organizations and so many locations that we're we're a very known element to the regulators, and we can basically use our regulatory liaison service to anonymously get the best practice. Like, here is a scenario. We won't tell you the company, but they're working with us. They just realized that they've been, you know, storing hazardous waste incorrectly, and they want to make sure that they get this correct. How can we approach this? We've got you know our best practices, but being able to work the regulator relationship to ensure that even if you have an issue, there's really people have issues and do not get fines, and then people have issues and get massive fines. And it's really how you approach once you understand that there is a gap. You know, if you're showing a good faith effort, you're working with the regulators. It almost never comes down with the kind of full weight of the law that they could bring. It's more if there's something wrong, and you're trying to bury it, trying to hide it, and the investigation starts pulling on the threads. So this is this

34:30

dovetails with the question I have, and that's dispute resolution. I go there, I'm all full kimono. I open it up. I say, you know, whatever. You know that that that to me is a you know that's a tough one. Dispute resolution. I want successful dispute resolutions. I want. I want to move on and manufacture my widget.

34:56

Absolutely. Yep. And I would say you know one of the best. Strategies we see is be open kimono in exactly the right areas that you need to, and not other stuff. So that's even a benefit we see with companies using EnCam because all of the data is kind of centralized. You can have basically one click like inspector reports that are just pulling the relevant information for that report, you don't want to give them every spreadsheet you've ever touched and say go figure it out because they might find stuff that you did not you know even know about that you didn't really want to put out there. At the same time, you don't want to give them nothing. So really thinking about kind of the the trust center in EndCamp, your ability to say if I have a regulator asking questions about my waste program. I've got all the information I need to defend it, and I'm not going to give them, you know, my system level access for everything that I've, you know, ever done in my organization. Kind of keep the discovery process at the right levels.

35:55

Yeah. Now that makes sense. Now, with all that said, we have we have issues, and and and in the in the marketplace, we have issues. We can't find people. We can't get people to you know. It's just it just is what it is, and and hopefully we're we're working on that. Where do you see in camp Scout AI? Put your future cap on. What's that look like? You're already here, you know what? What? What are we talking about?

36:26

Yeah. So really, our future plans of where we're you know continuing to build with our customers is really around additional jurisdiction. So moving into North America more broadly, EU regulations expansion. I was just going to

36:42

say there's got to be an international component to it.

36:45

It's huge. I mean, right now we're in you know maybe 30% of the global market. The U.S. has a lion share of this, but international expansion and then rapidly moving into air compliance. We don't currently support water a lot directly, but we started in chemicals, moved into waste. We've moved into air. Our AI kind of platform is kind of getting, frankly, almost even deeper down into like I need to do ISO. I need a legal register. I need to be able to track this over time. I need my risk register. But really, I would say more program areas, air and water, and then international are kind of the two biggest critical areas that we hear from our customers. Especially if you imagine like the Fortune 10, Fortune 50 companies, they're not only in the U.S. We support you know huge companies, full U.S. operations. They're like as soon as you can get into EU, we have these exact challenges, except maybe even more, and now we've got all sorts of additional, you know, regulations that can apply. Yeah,

37:46

yeah, yeah, yeah, you're blowing my mind. It's a compounding. I, I know that every, we do it better. Our regulators are better. This, this rule is better, and we don't need to. And and yeah, and and you're in Europe, and and of course,

38:03

then they all watch each other too. So yeah, it's a fan. Yeah, it is. It is.

38:09

That's a, that's a, that's a bright future. There's a lot of opportunity, a lot of gaps, a lot of wonderful solutions to provide. Out. And

38:19

one, one tidbit, just you know, to to share as we close because it's something that I think is interesting. So a few different data points that I think companies are dealing with, but environmental regs, just the code itself, is more than double the tax law. So if people are thinking about the complexity, it's like this is twice as complicated as all of your tax laws across you know all the different places you operate, all your sales nexuses and all that stuff. So one, it's just like there's a lot there the companies have to deal with, and then the second thing that I think is just so critical is that technology is very early on the E side. If we look at the the EHS software market, it's about 1/20 the size of the EXS services market. That's really what we're trying to solve. I would say if I look at environmental services firms, there's a lot that software and AI is not going to do. You won't have remediation, fleets, trucks, boots on the ground. But boy, you've got about 10 times as much spend that companies are putting forward to basically back office third party hourly billable work, and I think that's just going to be transforming over the next five years into you know kind of where the where the tax industry has gone. Actually, like if you're not using a software system to track all of that, you are really missing the mark, and I think that that's going to be the future that we see emerging, and frankly, are seeing emerging right now on the kind of environmental side of things.

39:50

So all of a sudden, if I was a manufacturer and I'm listening to this particular conversation, and now I'm sweating, and now I'm not, and now I'm uncomfortable, and now. I need to find somebody to help me along with this journey. How would somebody get a hold of you, Luke?

40:05

Yeah, absolutely. So my email is luke@ncamp.com. Keep it pretty simple. You can reach out, follow us on LinkedIn. Our website's ncamp.com. We've got contact pages. We also publish a lot of free resources, guides, best practices, webinars. So if people are interested in even just getting a better understanding of maybe where they're at right now, where they can be, how we could help, we love to provide value before we're even talking about you know cost of ownership and like in you know the sales process is something that you know it's always important. But really, from our perspective, we're here to deliver value, and we're confident that the value is a good solution. And then, you know, if you learn about it and it seems right to you, then you know, we'll we'll have the deeper conversation.

40:53

There you go. His name is Luke. Luke Jacobs. He's a Hoosier. Yes, sir. That's right. You're a Hoosier. Encamp environmental compliance platform is what we've been talking about. They've got that Scout AI associated with it, and just so from my history, you you need technology in this particular space. It's getting worse. It's getting more complex. As as per Luke's assessment, it's it's larger than the tax law, which I can't even put my arms around. I don't. I can't put my arms around it. It's impossible to put my arms around it physically. You are absolutely wonderful, Luke.

41:28

Well, great, Scott. I appreciate it, and same to you. It's been a lot of fun. Enjoyed the conversation.

41:33

Shut up. It's all good. All right, we're gonna have all the contact information for Luke out on Industrial Talks. So reach out. You need this. You need it. Just FYI, I am 100 backing Luke in camp. All of this stuff. You need to do that. All right, we're going to wrap it up on the other side. Stay tuned. We will be right.

41:51

You're listening to the Industrial Talk Podcast Network.

41:56

Hey, it's Scott Mackenzie with Industrial Talk. IRISS is the global leader in electrical maintenance safety, delivering technologies that let team inspect energized equipment safely, using closed panel condition-based monitoring to reduce risk and downtime. Their patented infrared and ultrasonic inspection windows make it possible to detect issues early, boosting reliability and protect the people who keep the operations running. If improving safety and avoiding unplanned failures is your mission, IRISS has the solution to get you there. Learn more at IRISS.com. Tell that. Yep, that's Luke. Yeah, paper and pencil. Yeah, in camp, right there. It's all there, out on industrial talk. You're saying to yourself, "Hey, Scott, how do I get a hug? Industrial Talk. Hey, Scott, how do I find out more about Encamp? Industrial talk, or just yeah, just go out to his LinkedIn stat card. He's an open book, great team, great vision, great passion. Oh, it always surprises me when you have this. All this, I mean, you know as well as I do, you have you have this environmental requirement. It's always out there. You're always testing. You're always figuring it out. You don't want to get caught, you know, making a mistake. You just there's just there's tons of stuff for you to stub your toe on. And here's a solution: the technology. It's all there. Don't stub your toe. In fact, you can use that. Don't stub your environmental toe. I don't know what that looks like, but I like it. So use it. Don't stub your toe. All right. I harped on it. I'm going to continue to harp on it. Right. Here's the reality that's taking place in in industry. We, as a whole, macro, we have to we have to tell our story. I say that all the time. Tell your story. Tell your industrial story. Next generation is depending on it. Future generation is depending on it. And and as we continue to, and it's happening so fast. I I just can't keep up. I have conversations all the time and thinking to myself, how does anybody keep up with it? How as a as an organization keep up with all of the changes that are taking place, especially around technology. I can't handle it. I try. I persevere, but the reality is, is it's happening real quick, and so there's always this disconnect. This disconnect that exists within industry. That hey, I'm manufacturing over here, and all this great technology. Will it help me? They're they're just being inundated with questions and and opportunities to be better because we we've got to succeed. The only way. The only way. Because I I'll go through LinkedIn. I'll go through it now. Scroll. Scroll. Scroll. Scroll. Come on. Let's let's make it cool. We're here. Industrial talk. You just go out to industrial talk. We're marketing. We PR. We'll help you. We come from it from the the industrial perspective, and and quite frankly, we want you to succeed. All right. There it is. My pitch. My soapbox. I say it all the time. All right. Be bold. Be brave. Dare greatly, hang out with Luke, get your compliance, environmental compliance, in great shape. They'll help you, but you'll change the world with him. So connect with him. All right, we're going to have another great conversation shortly. So as usual, stay tuned.