It can be difficult to truly understand what it means to run an independent retail business unless you’ve actually been in the trenches and done the dirty work. Same could be said about working on the manufacturing side of the business, if we’re being fair. Adam Fain, who recently joined the NMG field team, has experience on both sides of the business and brings that unique perspective to the group and our members. We sat down with him, barely two weeks into the job, to pick his brain and understand where the opportunities lie for retailers in 2025 and beyond.

---

 

Rob Stott: We are back on the Independent Thinking Podcast, and we talked about doing this while you were at several different stops. It just got to the point where you’re like, “Listen, if I’m going to end up on this podcast, I got to join Nationwide.” Is that why you joined the team, Mr. Adam Fain?

Adam Fain: I think that’s what it came down to. The paths and the stars aligned, if that’s what it is. It seems that I couldn’t get away from Nationwide. Nationwide couldn’t get away from me. It just seemed to join forces and harmonize everything that we do to together and enjoying missions in the same path.

Rob Stott: And here we are. I ran for long enough, couldn’t run anymore.

Adam Fain: I stalked you, tracked you down.

Rob Stott: No, that’s awesome. Well, it’s awesome to have you on, a recent addition to our field team in the Northeast region doing your thing now for Nationwide Marketing Group. And I want to start right with you, and I know you’ve got a background that, a familiar name to especially the people in our F&B space, but you’ve got a storied background that makes perfect sense when you look at it and then kind of see where you are today and why you landed with Nationwide. So share that a little bit first before we dive into everything else about you and your background.

Adam Fain: Yeah, my background, I don’t know how long this podcast is, right, but it’s been a long one. It’s been a long road. I think going back to how I literally got started in this industry and really how it’s come full circle to where I am today. I was born into the business. I always say I’m the last of the Mohicans. There’s not many of us left that were literally born down the street from our family furniture store. So for me, it’s in my DNA. That being said, that segwayed into… Well, I’ll take a step back and how I got into the mattress space, which growing up in the furniture business is one thing and it’s kind of like my mom wanted me to play classical music, so I went and bought an electric guitar. So being in the furniture space, I fell in love with mattresses. So I really found my career path in the bedding side of the industry. And it was really because not just my knowledge base of being around them, but I actually suffered a major spinal injury in high school as an athlete.

And so, literally mattresses became part of my recovery. And then I said, “I want be a…” Back then, I wanted to be a Beautyrest rep. I don’t want to be a Simmons rep, and I know they’re a vendor partner of ours, so I could say that. I didn’t want to be a fireman, I didn’t want to be a policeman. I wanted to be a rep because that was the job back in those days. And so I took my knowledge of being a spinal injury patient and my knowledge of this trade and this industry, and I ended up working for some of the biggest brands in the world. In the retail space, I was with Ashley Furniture and I was running around and at the time, I was selling more mattresses than anybody in the United States is what Simmons said to me. And they said, “Adam, how are you doing that?”

And I said, “Well, I’m selling these hybrid mattresses over here.” And this was long before the hybrid mattress was ever even a concept. I said, “I’m taking this technology and that technology and I’m combining it and it’s all combined in a Simmons product. And so that being said, Beautyrest came to me and said, “We’re hiring you, we’re snatching you out of there.” And so long story short, I spent a lot of years with Beautyrest and managing some major major accounts and business like with Ashley and Mattress Firm, the big guys. And then I found myself really wanting more, and I was like, “How do you want more?” And to me, it was about creating a brand. It was about getting out there and creating a brand in the retail space and opened what was called the Sleep Squad and open my own mattress stores. And I found myself wanting to compete with the big guys going, “How can I do this as a small mom and pop operator? I’ve got no money in the bank. I’ve got some social media that I’m pretty savvy with. How am I going to do this?”

And somebody said, “You got to join Nationwide.” I said, “What? What the heck is Nationwide?” I didn’t even know what it was, didn’t know that it existed out there. And that being said, I found the rep in the area who signed me up with Nationwide and explained to me what all the benefits were that were at my fingertips, whether it be brands and financing and all these other great great things that can actually put you into business and propel you and rocket ship you up there with the big guys, with the big brands and being able to finance with a hundred years no interest financing and how do you compete with those big guys? So then I found myself very successful doing some great things and then our neighborhood was hit by the wildfires. And this segues into, or this will end up on a path and why I can relate to so many of our vendor partners out there, our member partners, sorry, because I’ve been there, done that, and we had to close our business due to that natural disaster.

And then, I wanted to go hide in the woods and semi-retire out in the middle of nowhere. And here comes the opportunity knocking and a company called Cariloha came to me and said, “Adam, we want to enter the wholesale market. We’re a big huge DTC brand internationally, but how do we get into that wholesale market?” And I thought back to when I was a new guy getting into the business at retail, and I said, “Well, you can’t do it unless you join Nationwide.” So fast-forward over the last couple of years, we brought that brand to Nationwide and it just propelled them into the F&B space and really put them out there as a staple brand in the category now. And it was really because of the membership base that Nationwide reaches and just propelled that business, like I said, like a rocket ship. I don’t know, hundreds of doors and opportunities, hundreds of doors that they were able to penetrate because of the membership base.

But then again, I found myself looking for the next, and that’s always been kind of always in the forefront of my mind is what’s next? What’s next? And I found that as a vendor, there’s great opportunity there, but I found myself falling in love with the retail membership, the members themselves. I found that one, I could really relate to them and I wanted their businesses to grow and flourish more so than just as a vendor wanting one brand to grow. I really found myself relating to the memberships and talking to them about how to grow their business. Not wanting to travel the country all over the planet, pushing that brand and bringing that brand to market, there was an opportunity at Nationwide. Again, that opportunity came a knocking and I said, “You know what? Where and how else could I really synergize all that I know from being a retailer to being a vendor to really take that knowledge base and really help who I really enjoy working with are the retail memberships out there.”

So that’s been a long story condensed. That’s why I’m here. And I hope you can edit that out so it’s not boring for the membership.

Rob Stott: No. Well, I love it and I won’t because I think it’s that full circle moment of showing that you’ve got those touch points at every area of this industry and the expertise and experience of being a retailer, working with vendors and now on the Nationwide side and the wealth of knowledge you bring to the members that are out there, whether they’re familiar with groups or not, I can’t think of anyone better suited to talk about the benefits of a group and what it means to a vendor partner or a retailer or even Nationwide itself.

Adam Fain: Well, thank you.

Rob Stott: Yeah, I think it’s a cool… Talk about that a little bit. I mean, you’re pulling from a lot of different areas, right? So it’s a big complex offering when you look at what Nationwide is, so how-

Adam Fain: It is.

Rob Stott: … having all that experience and seeing it go to work, how do you approach talking to a member about it or a potential member?

Adam Fain: It’s I didn’t know that I know now that really brings it all together. As you said, what Nationwide offers, it’s huge. It’s not just vendor rebates. I want to get rebates for what I sell. It’s not just getting products that maybe you wouldn’t be able to get if you were a startup. These are the top line things that people are looking for when they join a group. But what I realized when I opened my business is I was piecing together everything a la carte. If I wanted this vendor, I needed to speak to that representative. If I wanted this type of financing, I had to call up Synchrony or Wells, and then I had to build a website and then I had to get a marketing company to help me market that website. And then, oh my gosh, I got to sale, enter that into a computer here. So I need some type of tracking of my business so I can see what I’m doing, where I’m profitable.

So looking at all these things that really take away from not just the profitability of your business, because you’re buying things a la carte and not realizing value, I’m able to now walk into a potential member and say to them, and look around their business and see opportunity and notice that maybe they’re talking with vendor or they’re working with a finance company that had they been part of our membership group, they’d be saving thousands of dollars, tens of thousands of dollars potentially across annualized out with all the transactions that they’re doing. Or maybe it’s their POS. I’m seeing them writing down on a piece of paper on sales orders and then putting it on a clipboard to track their inventory. It’s being able to walk into a business and relate to what they’re doing on a day to day, and then to show them opportunities, not just to save money, but actually to make them better merchants, to make them better operators. And so often vendors come in and try to say, “Hey, this is what you should do.”

And that retailer’s looking back like, “Man, you just got out of college. What do you know about running a retail store?” Or there’s so much centralized focus from these entities where now I can walk in and I like to say I’m vanilla. I get to walk in and represent Nationwide as a marketing group and a conglomerate of all these partners and take the best of everything that they have to offer and then speak to that to a member and really tailor it and cater it toward their business. I’m not pushing an agenda like I used to with a manufacturer and try to go in there and tell them, “This is what you got to do.” And I didn’t always feel so great about it because I had to appease the manufacturer who was paying my bills. At the same time, I’ve got to figure out how to work that into a retail partner’s business, and it didn’t always match.

So now, I’m able to walk in and go, “Hey, you know what that branch, I don’t care. You should piece this or you should piece together that.” And so what’s unique about where I am and where Nationwide is we get to be vanilla and we get to really go in with honesty and really present true value to our members and we’re not financially motivated to do so, which is fantastic.

Rob Stott: More of that consultative partner of being able to go in, talk to them, connect with them, understand what their needs are, and then go find ways to meet those needs or exceed them even. Right?

Adam Fain: So you nailed it. As a consultant, that is truly what it is. It’s a consultative relationship. And my mortgage doesn’t depend on having to sell that new line or having to push an agenda. And I think that’s what’s really unique about it is we’re able to consult on what really works for their business and we’ve got a tool in the toolbox that will help their business. And so, to have all these at our fingertips, that’s what’s so amazing about us.

Rob Stott: For you, back to your retail days, buying groups like you mentioned, weren’t on the radar, didn’t know what they were, when you joined a group, what was that initial like, oh yeah, this makes sense moment, of a benefit that you took advantage of or something that just made it click for you?

Adam Fain: What really made it click for me, and it didn’t really click until after I got through the honeymoon phase where I wanted to sell Beautyrest. That was my deal. I wanted to sell Beautyrest Black, and I was this guy young, out of the business, just got into business. There was no way in the world that I was going to get Beautyrest Black on my floor and compete with Macy’s and Mattress Firm. So that was my original motivation. And I got into the business and here I go chugging along. And then I had this aha moment when the representative, his name was Ron, comes up to me, he goes, “You should look at this Synchrony thing.” I said, “Well, what are you talking about?” And I said, “Let me look at that.” And always being a huge advocate for consumer financing and teaching retail RSAs, retail sales associates how to transact and that we shouldn’t be looking at just the sticker price.

We should be talking to that consumer about how long this product is going to be a part of their lifestyle and that paying for it over time with no interest, yada, yada, yada. I had that aha moment when I looked at the buy-down rates that we were able to get as a member with Synchrony. So starting off a new business, I got to spend $300 a month for this membership just to get brands. Wait a second. But then I did the math on, I remember at the time there was a no interest deal for three years. No interest, small monthly payments, and I wanted that. And I know on my own, that would’ve been almost 10% of my sale that I would’ve had to given to the bank. And back then on a $5,000 sale, that’s $500. So then I looked at that little chart that Ron had there for me, and I think at the time it was around 2% or whatever it may have been, two, three, whatever it was.

It was a heck of a lot less than 10%. And then I had that aha moment that, wait a second, this transaction just paid my dues. Everything thereafter is adding to my bottom line in profitability. Money saved is money earned. So then I was able not just to be able to make margin adjustments at my retail to be more competitive, but I’m realizing all the back end savings. And that’s when I truly had that aha moment. And then I started calling, “What else can I get? What else can I get to save money?” And then I found out that I could even literally take care of my business insurance through the group. So I started peeling back the onion, it wasn’t an onion, but it started peeling back the layers and realizing, wait a second, I could save here, I could save there. And as a cluster, my bottom line, my profitability increased. And so it was really that aha moment of Synchrony where I was like, “I’m doing this.”

Rob Stott: Right. Makes perfect sense. And then what about on the other end? Is there anything that you think back to that wasn’t something that, whether it wasn’t top of mind or you just didn’t lean into hard enough that you wish you would’ve?

Adam Fain: You mean as far as other services?

Rob Stott: Like a benefit or program or something like that, that you just maybe weren’t aware of?

Adam Fain: I went back and some places that I now didn’t realize where I just lost thousands of dollars was one, credit card. I went out and had a la carte those services, and here I could have gone through the group for my credit card services and been saving a bundle of money there. So when you start looking at it as a business owner, you start looking at all the pieces that fill out your profitability scale, and it’s when you start looking where you’re losing money and transactions at credit card, I was paying a prime rate. Looking at other… POS I was having to pay my accountant a God awful amount of money to keep my book straight where I could have gone through, whether it be Furniture Wizard or whatever it may be, all these other services and really guidance that I wish I would’ve known was there. And that’s truly when I look back and find those regret opportunities. And then the big one was digital marketing.

I was known in this industry of creating what was called the click and mortar concept of engaging in social media, creating that friendship there, and then transacting in the high 90 percentile at retail because I was able to engage online in social media like we’re doing now. Which looking back at it, the tens of thousands of dollars that I spent on building websites and then the amount of man hours that I had to pay myself and employees to upload imagery and to download these crazy spreadsheets, I mean, hundreds of hours spent. And then, oh my gosh, line change. Oh, got to do it all over again. And so, that was all time that I was not engaging with my consumers and social media and then also not working my sales floor. As a business owner, we always say, you can’t duplicate yourself and you open this amazing business, but then the business gets so big that you get pulled off into other things.

Where I got pulled off into creating my own marketing and advertising and it became a full-time job, and then of course had to hire salespeople. And of course, now I’m paying commission. Now you start seeing it all together. I lost a lot of money. And so, now when I walk in and I work with a member and we have a scorecard, I don’t know if you’ve ever seen a scorecard, but it shows the value that you were offering or that the retailer is realizing through the services and compared to their peers that aren’t. And it’s mind-blowing. And so looking back, I kick myself and think of the tons of hours that I didn’t get to enjoy with my family because I was creating content. So looking back, credit card services, POS services, and the big one-

Rob Stott: Digital.

Adam Fain: … digital.

Rob Stott: Yeah.

Adam Fain: Yeah.

Rob Stott: Crazy. Well, it’s awesome, too. Hearing you, this is not a knock against the rest of the team because they’re all smart individuals, but your hands on experience within it, you can hear the benefit of just being able to talk to you and you have that real world experience of owning a retail store and what it’s like and the real impact, whether it’s a dollar’s impact or an hours in time impact. And it has to resonate, I have to imagine.

Adam Fain: It does. So much what you hear at retail, and it drives me nuts. It’s, well, it’s profit margin, profit margin, profit margin. And that’s all we seem to talk about is what’s the margin you’re making on this product? And a vendor walks in, “Hey, you’re going to make a 50 margin on this.” And as a business owner, we’re sitting there going, “No, I’m not.” Right?

Rob Stott: Right. Nice try.

Adam Fain: I’ve got to keep the lights on. I’ve got hundred… I’ve got to be at a PTA meeting, right? I’ve got to go over to the soccer game. There’s so many things that are unrealized until you get into the thick of it as a business owner. And that a minute, it really comes down to time and time is money. And every second that I can save by leaning on, and I found that leaning on the group got me back engaged, whether it be time with my family or time with sales, with customers and money, right?

Rob Stott: Yeah, absolutely.

Adam Fain: I hope that you feel it, and it may come across because we do have people on our team that may have never been a retailer, may have never been a vendor supplier, so they’ve got to go out there and face a retailer who’s been doing it for 30 years, and it’s really tough for them to do that. And so that’s neat about the group too, are the amount of people around this group with that real world experience and that we all can lean on each other. And I know if one of my retail partners says, “I want to do a podcast,” I’m not going to wing it, I’m going to call you.

Rob Stott: I love it.

Adam Fain: That’s the neat part of it all. It really is a relationship of wisdom and to teach our partners how to save time. Let’s get you back with making money and time with your family.

Rob Stott: I love it. And I know you’ve only been here officially two weeks as we’re sitting here talking. Is that right? It’s crazy.

Adam Fain: It’s been two weeks, right?

Rob Stott: It’s a fast two weeks. But have you learned since being a part of the team, I know you’re drinking from a fire hose in terms of learning about NMG, anything that’s surprised you or that you’ve learned in these first couple of weeks on the team that you’re taking or you’ve really gotten a grasp of?

Adam Fain: I think what I’ve really learned, which really warms my heart in making the decision that I did, is that what Nationwide really cares about, and it’s not cliche, it’s not just saying it, they care about the membership and the membership comes first, the member partners comes first, their needs, their wants. I’ve never worked for an organization and I had no idea, when I see it… I know that I love to respond to phone calls and I know the people I know respond to emails at Nationwide that have always corresponded with me. But when I see it as a company culture that the members come first is really ingrained in the DNA from the top down, there’s not a individual that I’ve met within the organization that doesn’t always start the conversation with what’s good for the partner with a membership, right? Because if it’s not good for the member, it’s not good for us. And so really to work with an organization that is the retailer and member advocate more so than the company, I can’t tell you really. I go to bed every night and I’m like, “I don’t have stress.”

It’s really what it comes down to is that everybody that I’ve seen as a company culture, you don’t see that dark cloud of stress that I think a lot of American organizations and companies deal with on a daily basis is that, “Hey, who’s going to buy my company,” or, “Who’s going to do this?” And you have to walk around with that fear, I think, in a lot of our corporate structures in America and working within Nationwide, I say, I came here and I’m retired. I literally stopped doing what I had to do and now I’m doing what I want to do and everybody around me is doing what they want to do. So that was something that was really just a pleasant surprise and really I’ve jumped full, all feet… Well, I don’t know the term, but both feet, I’m jumping.

Rob Stott: Full. Head first, all the cliche, all those. No, I love it.

Adam Fain: All of it, right.

Rob Stott: Well, and the other thing about sitting here when we are talking is it’s the end of ’24. We’re coming up on these final few weeks of the year and everyone’s eyes are obviously focused. We’re in the holiday shopping season, in the thick of it, but ’25’s on the horizon. So as you start thinking about what the big opportunities are going to be for the independent channel for our members, as we look ahead to the new year, what are the areas you’re focusing on or starting to think about in that regard?

Adam Fain: Yeah, I think this was really the greatest opportunity at retail that we’ve seen in probably 20 years. And I don’t just say that because we’re always optimistic about the next year. If you know me, I don’t pull any punches in. I’m straight up. What I’ve seen over the last, and we’ve all seen over the last 10 years, we’ve seen the big guys, a lot of them go away. We’ve seen a lot of acquisitions. We’ve seen a lot of me too products, me too businesses. And we’re starting to see that the me too’s aren’t working, and meaning that there’s a flash in the pan, they’re there, but there’s only so much competition in the big box space and the big huge furniture store space. So that’s one piece of it. The other piece of it is now, hey, we’re finally through this election, right? We’re finally realizing, and it was said today, interest rates are going to stay at a certain rate for the next couple years.

And so, I think that the opportunity for member retailers out there is really the opportunity to grab your own space in the sense that with these big monster brands changing and consumers are tired of that, they want to feel that they’re buying something unique or having a unique experience with themselves, or for a shopping experience, they don’t want to feel like another cog walking through a big box. So what I think the retailers have their opportunities to really put their flag in their market and say, “This is my market.” And for one, whether it be through advertising, because I think all of us are a lot savvier now in digital marketing and understanding what it does to really promote your business. But I think retailers now, the smoke has settled, and I think the amount of competition that’s out there is at, I don’t want to say an all time low. There’s just been so many that have merged together that our consumers are really looking out for what’s new and what’s fresh.

And so, when you look at what Nationwide offers to a retail partner, it’s never been as full as it is now with services, whether it be digital marketing and POS and credit card and consumer financing. And you put all of this together, I look at 2025 as really the opportunity for the small guys to really come out with some big boxing gloves and to be able to go all 10 rounds, that were like Mike Tyson did the other night.

Rob Stott: Sit there chewing on the glove.

Adam Fain: Yeah, chewing on the glove.

Rob Stott: Ready to go.

Adam Fain: That was me chewing on my glove for the last 10 years with frustration. And I think Mike was holding back when he was chewing on his glove.

Rob Stott: He wanted that $20 million.

Adam Fain: We wanted that $20 million. If he knocks this guy out, he is not going to get it. But now going into 2025, we’re the Mike Tysons. If we can knock them out and there’s no fear and we can knock them out with and actually compete. And so I think now that the dust is settled with one, I don’t say that COVID word too often, but the uncertainty of what happened to the industry as well as retail, digital, I think everybody’s kind of found their groove now. And I think that pent-up eagerness and excitement, I think both retailers and consumers are both ready to get back out to retail. It’s a good time to invest in your brand. We don’t foresee any crazy things on the horizon, but I think this is one of those rebound moments that us as retailers and retail partners and manufacturers really have a chance to get out there and to do something new and fresh.

Rob Stott: No, I love it.

Adam Fain: So that’s what I see at ’25.

Rob Stott: Hey, a lot of excitement, like I said, throughout the company, obviously having you here and the industry as well and what’s to come. And I’m excited. We got through a decent interview and didn’t mention… I thought maybe a tactic you’d bring on is like bamboo underwear. I don’t know. I’m just saying. You have Nationwide, just saying anyone that knows, know.

Adam Fain: Anybody that knows, trust me, I’ve got a lot of good friends over there still.

Rob Stott: Maybe we can make it have some Nationwide branded ones. How about that?

Adam Fain: I’ll make some phone calls.

Rob Stott: Awesome.

Adam Fain: That’s the neat thing about coming over here today is that I still get to work with all the brands that I love. This isn’t… I’ve bounced around over the last couple of years for a reason and really trying to find where I want to retire. And I joke about that and I say, “Retirement’s when you stop doing what you have to do and start doing what you want to do.” And whether I was working with Cariloha and working at Primetime events, I always found myself having a great time with you guys and that energy and that positivity and to still have that with the vendors that I was working with, I worked with Beautyrest, as I mentioned, and just now be a part of the total family. I mean, it’s fantastic. Yeah, so I’ve got some friends over in the bamboo space. I can make some emails and phone calls.

Rob Stott: No, that’s incredible. Well, Adam, this was a lot of fun. I took up more of your time than I wanted because we want to get you out there. We know you’ve had a hot start and signing members left and right already in just a couple of weeks.

Adam Fain: Yep. It didn’t take much. When you have something that is… I say this is honestly the easiest job I’ve ever seen, because when you have… How hard is it to give somebody in the desert a glass of water? You know? It’s not that hard.

Rob Stott: I love that. I love that analogy.

Adam Fain: When I look at what Nationwide has, there’s a desert out there of people wondering, “What should I do next?” And I just feel that now this is, it’s fun to be able to walk in and to meet with a member and/or to make a phone call and say, “You got to check this thing out.” And they look at it and see it and have that aha moment that… Yeah. So it really, it’s been gangbusters. So yeah, in the first two weeks out of the gate it’s just, “Hey, sign me up, Adam. Sign me up. Sign me up.” It’s because honestly, we have such a great value to offer. People know one thing about me, I don’t associate with an organization that I don’t believe in. I wear my heart on my sleeve. And so, literally it has been a fast start and my phone’s been chiming already since we’ve been on this call, and it’s Monday morning and yes, there’s more that want to sign up. So, it’s pretty neat.

Rob Stott: No, that’s awesome. Well, we need to get out of your way then. But what I love too is that I mentioned full circle at the top. It’s also feels like an opportunity, like a pay it forward sort of thing for you, too. You got to experience it and now you get to share the same benefits and opportunities with the members and independent dealers that are out there today. So, keep at it, man.

Adam Fain: It is a pay it forward moment, and I see a lot of young blood coming into the industry, and I see… When I say young blood, it’s not just the young ones at 20 years old, there’s also young blood in us old dogs that are just now getting new exposure to what digital marketing can do. And so, to really be able to pay it forward and to talk about my failures and my successes and to say, “Look, man, don’t do that. I’ve already been there, done that, and it was painful.” Or, “I’ve already done this and it’s been hugely successful.”

And so, I always say, your paycheck isn’t what’s direct deposited in your bank account every two weeks. It’s really that, when somebody sends me a thank you or says, “Do you know what happened? I made this amount of money based on that little bit of advice that you gave me.” That’s what it’s about. And as an industry, literally as an industry, I believe in all ships rising. And I feel like I’m paid every single day. Every time I hang up the phone, it’s another paycheck to the heart that I got to give some advice and save somebody time and failures, things that… Pitfalls that they didn’t know. Now they get to know because of something that I’ve lived through and be able to pass on. So paying it forward is a big component of it. It really is.

Rob Stott: No, that’s awesome. Well get back to those phone calls. We need them all signed up.

Adam Fain: It’s awesome. You got it, man. That’s how we’re going to, they’re coming.

Rob Stott: That’s awesome. This was fantastic. We appreciate it and look forward to catch up down the line at a Primetime when you’re part of the team now this time.

Adam Fain: I will see you at Primetime, and that’s one thing I’ll leave you guys with. Or maybe you could edit this in and thinking back and you ask me about something that I didn’t take advantage of or something I didn’t know as a member. Primetime. Holy cow. In retrospect, I never would’ve gone to a Las Vegas market or a High Point market. I never would’ve done any of it. I just would’ve gone to Primetime because the number of vendors that are there and services, and not just that, but Palooza. I mean, I could have paid my whole year’s dues and savings with just a couple Palooza buys. I mean, if you think about it.

Rob Stott: It’s crazy.

Adam Fain: So I will see you at Primetime.

Rob Stott: Heck yeah.

Adam Fain: And I’ll see all my hundreds of friends and members, thousands of them that are members and potential members there as well. So I can’t wait to see there, man.