What we did was we had somewhat of a broken system. There's nothing really in this industry that is cohesive, that connects all of the dots. And we've known that for some time. So what we did was we spent about four months looking at all the various programs out there that would launch us into a driving position in the industry. And so when we looked at all of the manufacturers of websites, and PSX is not just a website, if you want to buy a website, go buy one for $99 someplace, and we threw all of those out. And that's when we jumped into looking at a complete system. And that's why we leaned into PSX and the integration that it provided us.

Change will never happen until the pain of staying the same exceeds the pain of change. And I don't know where I heard that, but it's very true when you think about it. And so this business is in a constant state of change, but you will always get pushback. Be prepared to lose some salespeople because what it does is it holds them accountable. And that happened to us. We absolutely lost some salespeople as soon as we knew, or they knew that we knew what they were doing, but that's a good thing. And if that's the case and they're not doing their job, why do you want them anyhow?

The system is completely different. Many stores and we talked to many different owners. You may have a BDC. You may have a manager that controls the leads. What PSX does is it actually works as your BDC in a very real sense. The difference is you can make a person mad at you and walk away. You cannot make the system mad at you. It will be relentless, and sometimes that's difficult to deal with, but you can't yell on the phone at the system. So what it will do is it will force you to maintain a line of communication with that customer. That's what it does. And there's no other system out there that'll do that.

The daily routine has changed, and we're still developing that. We don't have all of the answers for this yet. We know instantly that we needed to hire more people. And I think the best way, and we haven't completely developed this area, is that you pull people literally off of the floor and let them just follow up on a certain time. And then you rotate who's on the floor, who's doing follow-ups.

And the nice thing about the system, of course, that it records every call. It records all of the interactions. And that's really how we're developing the pay plan with this is for every interaction, there's a coin slot. And so whether the person is on the floor doing an interaction, or whether they're sitting at the desk doing an interaction, there's a coin slot. So every interaction has a dollar amount attached to it and every step level. And so, even if they're not the one finalizing the deal, they're getting paid along the way. And so then it takes that pushback of, "Well, hey, I should be on the floor. Now I'm sitting behind a desk." It changes that whole dynamic in a way that, listen, whether I'm sitting behind the desk or whether I'm on the floor, I'm still making money on this sale.

I've been looking at this program now for a year. So we're still unveiling every month a new layer to the program and the depth of it, and that's what's impressive. I really do think that this is the game-changer in the industry. There are still things that it needs, flat out. The program is still evolving, but I do believe that the integration that we have with our DMS, and this program will change the industry. And I don't think there's anything out there like it. Well, I know there's not because I've done that research. There is nothing else in the marketplace today like this program.

I wanted to roll it all out. But that's because I didn't know the depth of the program. And had I started that way and done the rollout. We would have been absolutely completely overwhelmed with the system and not been able to manage it or to handle it. What I will say is that it has many, many layers to the program that we're still doing right now. We're still developing out. They're still not completely out, the automated system, the interactions. Hey, there have been some things that we had to learn the hard way. Don't schedule a lead for 8:00 AM and get the customer out of bed at six o'clock in the morning. Guess what? He doesn't like that. That didn't turn out very well. That was my fault for not knowing the program well enough. It will do exactly what you tell it to do.

It doesn't wake up with a cold. It doesn't wake up with a headache. It doesn't call off work because it doesn't feel good. It will be consistent. And that's exactly what it's going to take in today's environment with the customers that we have to deal with, with the changing environment of this industry and how people buy. Sitting at home, sitting on their phone, clicking a button, delivered to the door. The business next year will not be the same as it was right now. My wife has a great saying. The only thing that's normal is a setting on the dryer. We don't even know what normal is. But this industry is changing, and I think this is the only product out there, and I looked at every single one. I looked at products that weren't even involved in our Powersports industry, clear to the other extreme. There is nothing out there that will do what this program will do.