Posts tagged "window washing business"

A Competition followup

Hey All:

How have you been? Whew…things are heating up over here. Been absent from the blog in the last few days due to some projects needing to be completed (announcements coming soon), but we’ll be doing more regular postings from here on out. Today is just a small "competition" confirmation post. To provide some background, I wrote a blog post recently where I responded to a window cleaner’s question and concerns on competition in the window cleaning business. Soon after that post, I received this email:

Hi Steve,

I was reading on your blog about the  guy with the competition "problem".

It really isn’t a problem. In my area there are about 10 window cleaners for a population of about 135,000. A few years ago I noticed more and more started out here and I was getting frustrated! The commercial route work was getting cut throat so I sold my route to a newcomer and went residential in 2007. And then more guys were starting in residential but this time I saw it as a good thing because that showed me that the market was growing. Some went out of business because they were to cheap, while I charge premium prices with premium service. Competition is great!!

Severn

My Response:

Hi Severn:
 
Good morning.  Right…competition shouldn’t be an issue for any window cleaner willing to be different from the crowd.  There are too many cookie cutter window cleaners out there.  So it’s pretty simple to rise up and be noticed.  Take care and have a good day.
 
Regards,
 
Steve  

Notes: Two things I’d like to bring to your attention about severn’s comments.

1) Notice how he mentions the commercial route work was getting cut throat so he went residential?  Commercial  work is definitely more cut throat w/o a doubt. I’ve probably mentioned this before, but the reason it’s so competitive is because anyone can do it. Any person can buy a squeegee and a bucket from home depot, call themselves a window cleaner, and then walk into any strip mall store and take business from other window cleaners based on price alone. The main selling point has to be price in a situation like this. What other selling point can he use? So let cut throat price games begin.

2) And the 2nd thing about severn’s comments that jumped out at me is that some window cleaners went out of business because they were too cheap. Sometimes I feel like a broken record talking about pricing windows, but it’s imperative that window cleaners charge a respectable price for a window cleaning job. It needs to be win-win between you and the homeowner. Being cheap doesn’t help anyone. You may think it helps the homeowner. Sorry. It doesn’t. Because if you’re too cheap, you’ll need to cut corners on the job in order to profit. So the homeowner ends up losing. Then when it comes time for them to be serviced again, they sure won’t be excited to have you back. They’ll have long forgotten about your low price and they’ll only remember the service they weren’t happy about. How can you build a repeat business this way? So price jobs which allow you to NOT cut corners on your window cleaning service and where you can make a healthy profit for your business. A win-win for everyone.

Have a Great Day!

Steve

A Window Cleaning Success Story…

Hey All:

Hope you are having a fine day today. Yesterday I received an email out of the blue from a window cleaner with a business "update". I thought it would make a good motivational blog post for those of you not yet out of the starting gate in your own window cleaning business. And even if you are out and about in your business, sometimes all this negative news that surrounds us each day can dampen our spirit and cause us to lose our focus, our commitment, our attitude, etc. So the post below should pick you back up and fill you with confidence.  There is no better business to be in than the window cleaning business. Enjoy!

Hi Steve,

My Response:

Hi Tony:

Good morning.  Thanks very much for the update.  I love the progress you’re making.  Cool stuff.  Great news on not having to advertise this year.  A tapped into customer base will continue to come back to you and also provide you that word of mouth advertising as you mentioned.  It all results in us not needing to do as much direct advertising.

As far as price point, there is no definitive answer to that question.  But I definitely wouldn’t keep going up and up.  At some point, you need to settle in on a price and stay there (at least for awhile) simply so prospects/customers have some idea what to expect.  My advice would be to go up until you’re not closing 100% of your estimate presentations.  That’ll give you the feedback right there that you need as far as pricing.  If 90% end up taking your bids, then you’re at a price point where folks are now thinking about it.  So that would be a good stopping point for your prices.  Hope this helps.

Anyway…thanks again for the business update and for your comments.  Good stuff Tony.  Take care and have a great day.

Regards,

Steve

Final notes: I remember talking with tony back when he first bought my package. And I remember the concerns that he brought up as far as making the leap from a counselor to the owner of a window cleaning business. Well….those concerns and fears are history.  If we fast forward a couple of years, counseling is a distant memory and $650 to $850 days are the norm. 

So if you have similar fears, concerns, or trepidation, just take the necessary steps, follow the program, stay focused on the end result, ignore the constant negativity that is all around us, and you’ll see success in the window cleaning business. Oh one last thing…Tony is a member of my window cleaning software The Customer Factor. This software and successful window cleaners seem to be joined at the hip. 

Have a profitable day.

Steve

Partnerships…

Hey All,

Happy belated 4th of July. I hope you all had a great weekend. I received an email recently asking what my thoughts were on partnerships. Here it is:

Hi Steve,

I am moving forward with my planning on starting the window cleaning business.  I cannot wait.  I am wondering what your thoughts are on looking for a partner to help build this business quickly.  I plan on following your plan, and I want this to be very successful right from the beginning…thinking that 2 people would be better than one in building this.
 
George

My Response:

Hi George:

Good morning.  I’m glad you’re excited about your window cleaning launch.  I really am.  If you put forth the required effort consistently the first 30 to 60 days after you launch, you won’t look back.  What’ll ensure that you do this is that I think you said you were going to do window cleaning full time, right?  So the retail job will be gone once you launch your window biz?  This’ll free up all kinds of time for you, so that’ll be great.

Whew…I really don’t know about a partner. Especially since you don’t know who that partner might be.  Perhaps if you and a long time friend or childhood buddy were going to crank it up, then I’d say great.  But a partner for the sake of a partner isn’t very doable in my opinion.

The reason is because it takes consistent effort, especially at the beginning.  So both of you would need to get involved in similar ways and spend the same amount of time/effort.  I’ve seen many, many partnerships where one person does all or most of the work.  The other one is more relaxed and slacks a bit a more.  This’ll create resentment in the one doing all the work.  This happens quite frequently actually.  I just heard of a partnership in colorado go bad between good friends because one person was doing all of the business generation.  All his partner did was show up to do the actual jobs.

I don’t want to sound too negative on partnerships because I’m sure sometimes they work well.  If you do go this route, I’d map it out with a complete expectation of duties between both of you. Will you both market?  Or will it be only you and he/she is only expected to work with you on the jobs?  How much money will he/she invest in the marketing?  Or is it all your money?  Just some questions to think about.  And how will he/she be paid?  A 50/50 split? 

If I were thinking a partnership for my business (which I wouldn’t do), I personally would rather hire someone to market for me.  Pay them either hourly or pay ‘em a large percentage of the job since he/she found the job for you.  There are all kinds of ways to structure a partnership.  It doesn’t have to be 50/50 either.  Maybe you’re going to do the majority of the work so you can structure it 70/30 with the bulk of the revenue going to you. 

Two people being better than one is a good one…in theory.  Especially 2 people in a "partnership" right out of the starting gate.  My thoughts on it are this if you want another person to assist…why make him/her a "partner"?  Why not just pay him/her a flat amount or percentage of a job? Anyway…again, just some thoughts to think about.  Take care for now.

Regards,

Steve 

Is the Recession affecting your Window Cleaning Business?

Hey all:

Hope your weekend is going well. I just had to post this email that I received this morning from a window cleaner. I think it’s a great motivator and I think it goes to show that even though these are hard economic times, if we target the right market for our window cleaning business, our business will not experience slowdowns like many other businesses are facing. It’s all in the target market. Here’s the email:

My Notes: Gotta love the "recessions are for wimps" statement.  I wrote an article not too long ago about the economy and the window cleaning business. Here’s the article if you haven’t read it yet. So don’t buy into all the negative talk out there. If you do, you’ll end up with a case of "Stinkin thinkin". And then it WILL sink your window cleaning business.

Cheerio,

Steve

Window Cleaning “Competition” and other Stuff…

Hey All:

Whew…what a couple of two weeks. Lots of folks getting into the window cleaning biz. It’s a blast helping ‘em get off the ground but it’s a bit time consuming, so I’ve been "missing in action" from the blog for the last 2 week. I’m also working on cranking up a window cleaning forum which I’ll let you know more about later. Plus The Customer Factor is getting some serious behind the scenes enhancements and upgrades.  Cool stuff.  

Anyway…one subject that seems to pop up time and time again is "competition". I have a hard time understanding why anyone would be bothered by it. Here’s an email that I received the other day (my notes are after the email correspondence).

Steve,

I am a recently graduated business student. I was really encouraged by everything you had to say in your manual, everything looked good and I was really motivated to go forward with the business. UNTIL I looked into your directory at 3 Bears to check out my "could-be-competitors" It turns out someone else already has your program and is executing it perfectly in my area.

The website is designed exactly as you would have it. It has your reference letter on it and is copied to a "T". But i don’t see how I am to offer a competitive advantage when someone already has the program in my area offering the same thing? Any thoughts or ideas? My confidence in the program has dwindled

Kolby

My Response:

Hi Kolby:

Good morning. As far as competition, I really don’t understand why that would affect your mindset towards the window cleaning business.  Any idea how much glass there is out there?  There could be 4 or 5 of my system owners in your area and there would still be plenty of glass out there to clean.  So don’t be discouraged by "competition". 

Some more notes on this subject:

1.  By having another company in your area who happens to be using my "look" and "image" is a plus to you.  What this does is give the prospects in your area a feeling that your company is part of a franchise which means the company is bigger than one person.  Prospects feel much more secure knowing they’re being taken care of by a franchise vs "Joe’s window cleaning service" for example.  Two of my most successful system owners are within 25 miles of each other.  Their businesses ends up piggybacking off of each other and really provides prospects in their area a sense of security.

2.  And competition is a good thing.  I should probably do a class on this subject because of the misconception that some people have that competition is bad.  It’s not bad.  And if you follow my program, it won’t affect you at all.  There are many reasons.  Two I already explained earlier (lots of windows/glass and a look of "bigness"), but another one relates to how some prospects will call you thinking that you’re the other guy.  Now the reverse may happen as well.  So it all evens out and therefore won’t affect you in a negative way.  Keep this in mind.  To explain further…assuming he is using my "look/image", and you decide to go with the same "look/image", each time he sends out his marketing message (mails a postcard, distributes a flyer, etc. etc), he’s helping you.   

Finally…are you sure he follows my program step by step?  Unfortunately many people try and reinvent the wheel, so not everyone will follow my manual as it’s presented. 

And it really isn’t realistic to expect to be the only type of service in any town.  I’m sure there are quality carpet cleaning franchises in town.  Does this mean one gets all the business and the others don’t?  How many maid services are in town?  I’m sure there are dozens.  So similar to these types of service businesses where there are plenty of carpets and plenty of homes to clean, there are sooooo many windows out there. 

All you have to do is apply some of what I talk about in chapter 7 to make prospects aware of you.  And that’s another thing.  This other gentleman may be using postcards to market his business but not doing any other type of marketing.  See what I mean?  Between the amt. of windows out there and the myriad of marketing methods available to you, there are so many different ways to get it done in the window cleaning business.  If you just apply what I talk about in chapter 7, you’ll build a successful business regardless what the other gentleman is doing (or not doing).   

Hope this helps and get the confidence back.  If you were a bird on my shoulder and listened in on my phone conversations or read some of my emails, you would know how profitable this business (yes…even with competition) is.  Take care for now. Talk soon. 

Regards,

Steve

Kolby’s Reply

Steve
 
Wow… I must say thank you for the very detailed and thorough response you sent back… I really appreciate that and it goes along way to back up your customer service!! His message and "about us" section is identical. I am definitely not afraid of competition. There are a lot of windows here in this area and it looks like he just got going in March. But his customers do seem to Love him, according to Kudzu.. so he must be following your steps. 
 
But here is another question.. can you tell me a little more about the car situation? With gas prices the way they are, I really am not wanting to buy a company truck unless i have to, i like you blurb about making your car into a traveling window service vehicle,  I have a nice gas friendly vehicle… 2000 Nissan Sentra  But i was a little Leary of making it the estimate vehicle and the work vehicle.. cause it wasn’t a high caliber vehicle…is it a conversation starter with the car? or what are your major reasons for going with the car instead of a small pick-up? what are your thoughts on this?

I noticed in your pics that your vehicle wasn’t a super "high dollar" vehicle, any reason for this? i would think you would by a company truck or two?? Just curious as I am headed down that route I hope.
 
Thanks again!! 
 
Kolby

My Response

Hi Kolby:

Good morning.  Thanks much for your comments.

There is no need to buy a truck at all.  As you’ll see in the manual, I used my car.  I then stripped it of the work "look" and it made a nice estimating vehicle on my Friday "estimate day".  No specific reason for me not using a light truck, but if I already had a vehicle in place, there is no sense buying something I don’t need.  My focus throughout my business was to spend money on what mattered, and that was all the various marketing tools I used. I’d rather spend a few hundred dollars on getting a few postcard campaigns out to prospects vs me buying something that won’t directly put profits in my pocket.

Now that’s not saying buying a truck is wrong.  I have a number of system owners who have branched up and out by buying a truck or two along with hiring the people to run ‘em.  There’s nothing wrong with that at all.  But again, I already had my car in place and when it was stripped down, it really made the perfect estimate vehicle in my opinion.

So I would start with what you have.  You can build up over time.  The biggest mistake I see new window cleaners make is that they want to have it all from day one.  The main focus should be on bringing in that first customer.  And the next one and the next one.  The vehicle is secondary.  Put your money where it will give you the biggest return on investment.  A truck won’t do that. 

Take care for now and have yourself a great day. 

Regards,

Steve
 

Some notes: Specifically about competition. As mentioned above, I don’t understand why any person in any business would feel threatened by competition. I’ll never forget when I first started selling my window washing program back in April 2003. As soon as my product was online, I received a series of really nasty emails from a "competitor" who shall remain nameless.  No sense embarrassing them. But instead of embracing the competition and striving to make his program better, he lashed out.  Maybe he thought he could scare me so that I’d pull my product offline. Sure…like that really worked.

Another thing that competition does is it makes you better. Or at least it should. Being the only business in any town makes us fat and lazy. We develop the mindset that we’re the only game in town so therefore prospects have to come to us whenever they want their windows cleaned. But by having competitors out there, we work harder and we develop better systems. This ultimately will make us a better company and therefore a more profitable company. 

What I liked to do when a window cleaning competitor came to town is to call ‘em up. Contrary to popular belief, they’re not the enemy. So I called ‘em and arranged a place for us to meet. I let him/her know that if they have any jobs they can’t handle or if they need any help as far as information and/supplies, let me know. I’d be glad to help. And I also let ‘em know that if there are jobs I can’t handle or prospects I can’t squeeze into my schedule, then I’ll point them in his/her direction. So we both ended up winning in our respective businesses.

And finally…

The worst thing that we can do with competition is bad mouth them to prospects. It just makes us look bad and causes the prospect to think twice about your business. I never use any service business that trashes their competitors. I can’t trust a company that seems like they have a case of sour grapes. So if you run into a prospect that may have received a window cleaning estimate from a "competitor", just say "great…they’re a good company". Then proceed to explain what your window cleaning service is all about and wrap it up with…"good luck on your decision". 

Have a profitable day.

Steve 

Get More Profits From Your Window Cleaning Customers

Hey All:

I was asked recently by a window cleaner to put together a letter intended to offer customers a monthly service. I think it’s a great idea to be able to do a full window cleaning job in/out every few months and then go back later for an “outside only” window cleaning.

For me, monthly would be a bit too frequent. I’m not not sure if my residential customers would have been agreeable to that. But it’s something for you to test with your customers in your area. At the very least, you should be able to secure multiple customers who would like an “outside only” window cleaning every 3 months.

As a matter of fact, a very successful window cleaner sent me a quarterly “contract” the other day that he uses in his business to secure “outside only” window cleaning business from his customers. I’ve attached it below. Complements of Deland Moghimi. Feel free to edit it to fit your business.

But first…here’s a letter that you can use to send to your window cleaning customers letting them know about your “outside only” option:

Dear Mrs. Jones:

Steve Wright
Clearview Window Washing Service

Notes: There are different ways to use this letter. One way could be to send it after you finish up a job for the customer. You are fresh in their mind and they still have that excitement about having clean glass. So they’ll be receptive to what you have to say.

Another way is to send out the normal “Thank you” letter after the job is complete. And then follow up a week or two later with the above letter.

One thing that I would test is to also include a card within the letter. Not a greeting card, but more of a heavy card stock that the customer can simply fill out and send back. If you want to see your response rate go up, put a stamp on it or better yet, get a postal permit and have the indicia (postal permit #) printed on the card. It’s always best to provide a hassle free way for customers to respond.

You can even make this card an “outside only” window cleaning request AND a “testimonial request”. I generally sent my customers a separate testimonial request letter which you can see here. But there are many ways to accomplish the same thing. So perhaps after the job is completed, you can thank them in the letter and then reference the “outside only” window cleaning idea along with a request for them to write a comment/experience with your service.

I have had literally dozens of people purchase my window cleaning product simply because of all the testimonials I display on my “testimonials” webpage. So you should definitely place a lot of importance on securing testimonials.

Any idea how powerful it would be if you not only presented an estimate package to a prospect with references (and phone numbers), but also included 2 or 3 pages of customer comments? Wow. How many other window cleaners do this? Very, very few.

I know I got off on a tangent here talking about testimonials. ) But they really are effective. It’s just flat out more believable when other folks say good things about you. I don’t do much advertising for my window cleaning software, The Customer Factor, because members have mentioned to me that they’ve recommended The Customer Factor in forums and other places where window cleaners hang out. Ah…testimonials and satisfied customer comments. What a concept.

Oh…and click here for the quarterly “contract” that Deland sent me. Have a super day.

Best,

Steve

A Newbie Plan of Attack…

An email recently received:

Hi Steve:

Just wanted to let you know we Very Excited about this business.  We have ordered your book a few days ago and are anxiously awaiting it’s arrival.  ( we ordered it under my partners name.)  Just wanted to let you know a little about us.  I am a single mom of 3 and I work shift work making ammunition for the government.  I have been there for 3 years now and make decent money.  My partner is a stay at home mom with a husband that makes great money so she doesnt worry as much as I do.  I depend on my income now so I guess my question to you is how much faith do you have in this business? 

I will have to quit my job to put all my time into this business.  That really does scare me. But at the same time I feel it will be worth it in the long run.  I have researched our area as far as other window washers and they are few and far between. Like I said I do know in the long run it will be well worth it.  I am a very hard worker most weeks working 50-60 hours( (12 to 16 per day 6 days per week)..  This doesnt leave much time for my family and to be honest shift work sucks!

So I guess what I am getting at is in our area, how long do you "guesstimate" before I should leave my current job? It’s just a question and I am not looking for you to say "quit your job now"  I guess what I’m asking is how long did it take you to make decent money. Thanks for any input!

Ruthi

My Response:

Hi Ruthi:

Good morning.  And it’s good to hear from you.

I look forward to working with you and gina both.  The package has been shipped to you and it should arrive very soon. I’m sure you do make some decent money at that factory.  Sounds like you would have some pretty good benefits too.

I have an incredible amount of faith in this business.  The reason is because I have personally witnessed success story after success story after success story.  So it’s not just about me and the business I personally built. It’s about watching other folks build and grow their business.  I take a lot of pride in that.  So again, my faith that anyone can do this business is extremely high.

I will say though that I’m sure there are some folks who have purchased my program and will get around to it "some day".  So therefore obviously a lack of action really won’t build them a successful business. That’s why I’m always posting information to my blog and providing ongoing news.  It’s important that consistent action is taken.  Just follow the roadmap provided and you’ll be just fine. 

Is there any way to work this business part time while still working at the factory?  I’m sure that would be tough to do though.  But the window cleaning business and customers calling doesn’t happen overnight.  It happens quickly, but just not overnight. So I wasn’t sure how fast you need to generate dollars after you quit.  Do you have a couple weeks of savings to use for living?  I think the best thing for you to do is sit down and decide how much money you need each week.  Then let’s figure out a budget on what you can invest in flyers, postcards, etc.  And also what kind of initial money outlay there will be.

There isn’t much, but you’ll see great results if you have a yard sign for example.  And some nice letterhead and business cards.  This allows you to create an impressive estimate package.  Call me on this if you have questions.  Again, it doesn’t take much money to get started.  But to see better results, there are certain things that’ll really help you. 

I’m sure shift work isn’t the best.  So it’s time to fly the coop and get into something you control.  I loved that about the window cleaning biz.  It’s a low stress biz where you can do a house for $250 and be done by noon.  Some window cleaners might relax and go home after a job like this. I generally continued the day.  But the point is that you have options.

Ah…i see in your email where you’re asking me ‘how long before I should leave my current job?"  I would make absolutely sure you have all your ducks in a row.  Supplies bought, a yard sign, some letterhead, business cards, and some flyers.  Decide which marketing method you want to dig into first.  And then plan your attack.  My "massive action" newsletter would really benefit you.  Then plan 4 saturdays (or 4 sundays if you work every saturday) and distribute 1000 flyers each of those days. If you have a few bucks where you can invest in a couple of people to do that for you, great.  You can read more about this in my manual.  At the end of 30 days you should be in prime position to leave your job.  4000 flyers = 30 to 40 calls = 24 to 32 jobs.  That’ll provide you a serious jump start and some excellent income. So it may not take you a full month at all. I just try and remain conservative in my thinking.

I hope this helps.  My phone lines are open 7 days a week for any assistance. Take care for now.

Regards,

Steve
256-546-2446

P.S. Don’t forget to hop on board 3 Bears Window Cleaning Directory as soon as you have your business information in place and create your listing. It’s free advertising for your window cleaning business. Window cleaners who are listed are already getting calls from prospective customers finding them online in the directory and we’ve only been online a few short weeks.  So it works!

Company Branding and Maps

Now that’s a weird title, but it’s actually two different subjects discussed in two different emails that were sent to me, so I posted ‘em both below. Enjoy!

A branding question:

Hi  Steve:     

I read on line somewhere that it is a good idea to brand your bussiness.  Was wondering your thoughts on this and if have any ideas on branding?  Thanks Larry Grant.

My Response:

Hi Larry:

Good to hear from you.  Yes…it is important to brand your company without a doubt.  You’ll soon see the brand/image/"look" that I created for my company as you go through my materials when they arrive.  From business cards to letterhead to signage to flyers to postcards, etc etc., it was all the same overall "look".  If you do something similar for your company, it’s only a matter of time before you have a big advantage over many of your competitors.  Because while other window cleaners are buying the $12 business cards with the usual clipart on the card, you’ll have your own signature look that will be instantly recognizable.  It works.

Take care for now.  Talk soon.

Regards,

Steve
 

A Map Tip

Hi Steve:
 
I just wanted to comment on something. I have been using a Google Earth type of map but through windows which I think to be better, it is called "Live Search Map". At the start of this business I had a really hard time deciding where to drop off flyers. I found it really hard finding the "right" neighborhoods. I had already downloaded this software but did not really take advantage of it. Then a light bulb lit in my head, "why don’t I use this software to drive around virtually?".

So I tried it and to my surprise I was driving around virtually checking the neighborhoods looking at the houses deciding if they were the right market without spending any gas, thus saving time and of course money. It took a little getting used to at first but It definitely paid off. I started from my house and just "drove around" this way I did not distribute flyers to neighborhoods that were too far when I could find neighborhoods that were closer. Basically this is how I am running things now, start as close as home as possible and expand from there. By the time I have gone far it will be time to redo the close neighborhoods again. I don’t see how I can go wrong. Anyways, I thought maybe your could give this advice to others in your blog that maybe are going through what I went, it might help them.
 
I have to say that I am thankful for all the information I got from your book and are still getting. You’re a window cleaning guru.
 
Thanks,
 
Marvin Duran
 
p.s. By the way, the download is free.
 

My Response:

<blushing>. No guru status please. I’m just a dude who wants to see folks build successful window cleaning businesses.

Thanks much for your map tip.  I appreciate it and I’m sure other window cleaners will too.

And don’t forget that the "right" neighorhoods also include retirement homes. They’re generally smaller type homes, but you can do ‘em lickety split and the word spreads like wildfire in these communities. Our wealther, big home type of customers who are out there working, running businesses, etc, are busier than our retired clients. So our retired customers have nothing to do but talk. So do a good job for these folks and you’ll be running around all over the place cleaning their windows. 

I think it’s an underserved market since many window cleaners are focusing solely on "big" homes.  Again, the retirement type homes will be a bit smaller and many of them are single story, but I thoroughly enjoyed doing them. In and out in 2 hours, the hourly pay is better because you can do a healthy "bump-up" (read chapter 7), and then you move on to the next. There were situations where I literally parked my car in one place, did one customer, moved across the street to do another, and then moved next door to do another. 

One final note: You should always display your yard sign for every job you do because it generates great exposure/activity, but a yard sign placed in customer’s yards who  were in retirement communities really seemed to generate outstanding interest. The early morning walkers walk by, see your sign, want an estimate, etc. etc.

Anyway…have a great weekend and thanks again for the map tip.

Steve