This month we will be featuring Jennifer Hackman, City of Pullman Economic Development Manager, works to encourage and support a strong business climate in Pullman, a high tech, higher education, and highest quality of life in the city. She has worked in economic development for the past twelve years in various capacities.
This unique webinar will cover topics like:
- How is your organization dealing with employees and customers?
- How has government assistance helped the organization of the city?
- How was has it been supporting businesses in the pandemic and through resilience?
- What kinds of projects are on the horizon?
- And Much more!
Adam Jones: Those of you who are now in the room, welcome. My name is Adam Jones. I’m with Pullman Marketing. And this is Jennifer Hackman with the city. So for those of you that may not know, Jennifer Hackman works with the city in the Economic Development office, which, there’s a lot of big words in there. But Jennifer, you have a tremendous background.
Jennifer Hackman: I have a lot of different backgrounds. So I got my planning Master’s in Cincinnati in 2009. I worked for the Cincinnati Chamber as an intern for part of that on a pretty large strategic planning activity, which was really amazing to be part of, it was like, I think we had over nine counties involved in that. So that was a really cool experience. My degree is in community planning with a certificate in economic development. From there we moved to Tucson so I worked for the city of Tucson for about a year and a half in their economic development office. And then we moved to Chicago where I worked initially in zoning for the city of Evanston and village of Arlington Heights, and then wound up being a main street manager of sorts for the neighborhood of Edgewater, Chicago, so I have that experience. And it was a local chamber just for that wonderful neighborhood of Edgewater. And so I have that kind of experience. And then when we moved here to the Palouse, I found employment at EMSI, Economic Modeling Specialists. So yeah, that was a whole wonderful introduction to you know, workforce and labor statistics and economic data. Of course, I was familiar with some economic data from before, but it was really applied. So as a great firm, and they’re continuing to grow here on the police, which is wonderful.
Adam Jones: Yeah, their building is just incredible. I love driving by it all the time. Like it’s, which just means I go to Dutch Bros a little bit too much.
Jennifer Hackman: Well, and the other thing is that, you know, they located their offices right downtown. So, when you think about supporting the local economy, you have employees who are really close to a business district. I mean, that’s where they’re going to go out for lunch. That’s where they’re going to go shopping. And so it’s kind of an ecosystem there. That happened in Tucson when I was there too- I was in Tucson before the light rail. And there was a lot of talk about revitalization, and one of the outlying companies moved their headquarters to the downtown. And it’s a great success story because before that happened, the city took advantage of Tax Increment Financing, and was able to improve their downtown infrastructure. And by that, I mean, their sidewalks and their streets, and equipment, and all of that stuff. And it’s very expensive to redo infrastructure. But the benefit is that once you do that, you have a really nice structure, really nice bones for things to go in. And the story is that the CEO was driving by and had never noticed this building before. But with these gleaming, beautiful sidewalks and new flowers and infrastructure, they looked at that and said, Wow, this is wonderful. Why don’t I think about moving my headquarters here, and did that, and kind of kicked off that whole revitalization along with many other strategies too.
Adam Jones: Absolutely. And there’s a couple things I might go back on, because you mentioned something about tax increment…
Jennifer Hackman: Tax Increment Financing, that is a tool that Washington just got. And I’m sure the city is going to want to explore TIF in Washington, and we’ll be kind of trying to understand it better. But essentially, what a TIF is, is a tax structure. So if you have an area that is in need of revitalization, and the property taxes are indicative of that and the market assessments are indicative of that, what you can do is say, “Okay, we’re going to hold the valuation at this level, and we’re going to invest and then as we invest, any additional taxes generated from that (You know, after you pay the schools and after you do certain things). Then we’re going to invest those funds back into that same area.” So it’s a great tool, it can be used for revitalization, we’ll see how that works out, and whether we can take advantage of that in Pullman.
Adam Jones: That’d be incredible. So you have all this experience, and it just astounds me how incredible a resource you are here, but then also, it’s here in Pullman, of all places.
Jennifer Hackman: You know, small cities and small towns are really the roots of America; very critical, and I think we should always keep that in mind. We have wonderful assets here. We have our university, we have our family farms, we have the ability for small companies like yours, to really get off the ground, and benefit from, you know, the things that are great about a small town, which I have found to be that people support each other. People are able to talk to each other and get on the same page and mentor, and really make a difference. I mean, if you own a building in downtown, and you start a company in Pullman, you’re going to make a huge difference here. You’re going to be able to get the experience and get connected to mentors in a way that is difficult in larger cities.
Adam Jones: Yeah, that makes sense. That makes sense. In my mind, we’re kind of exiting the pandemic. I checked the Department of Health website before; we haven’t had a COVID case for a couple weeks now in Pullman.
Jennifer Hackman: So from a health perspective, yes. From a small business perspective, no. And I say that because, you know, think about your own business, and restaurants and hospitality, what they went through this last year was just, I don’t even know if I have words for the stress. And they are continuing. You know, some of our small businesses, those that have supply chain challenges, may not get back to full recovery until 2024. And so that’s just something to keep in mind. You know, we’re heading into the football season, we’re gonna, hopefully see a lot of people come into Pullman and wanting to come back home. And at the same time, we have small businesses that are really looking forward to that, but also not really at their employee hiring levels that they want to be. One of the things that I believe will be happening, and I heard from Shelly Dunning today from WorkSource, is that we’re going to be partnering- the city and other partners will be partnering- with WorkSource to hold a virtual job fair. And so the beauty of that is that small businesses, local employers who are wanting to hire, who haven’t been able to reach maybe some of the students that haven’t come back yet, a virtual Job Fair is going to be open to every business. And you’ll be able to reach employees, potential employees from the west side of the state all the way, you know, to here. And so we’ll be putting more information about that out.
Adam Jone: That’s incredible! Where would we find that out?
Jennifer Hackman: You’ll find that out from the city, from WorkSource, probably from the Chamber, and from other partners that are all, you know, we’re all kind of partnering around these kinds of activities and programs. And that’s not the only one. There are certain programs that are available to small businesses that I really hope they are looking at. And taking advantage of depending on your situation. One of the critical ones is the Employee Retention Credit. So if you don’t know about that, that is an IRS program. And it is a refundable tax credit. So if you were in any kind of shutdown from 2020 through June 31 2021, you may be eligible to receive a refundable credit of up to $7,000 per employee per quarter. Oh, wow. “Oh, wow” right! And so it’s refundable. So even if you don’t owe those taxes, you would still get that. You might just get a check. So that is something I want to encourage everyone to go talk to their accountant, talk to the SBA, look on the IRS website or talk to an accountant, because that’s something every business affected by the pandemic should really explore.
Adam Jones: I’m a small business owner; I have five employees here and we’d absolutely look into that. It’d be amazing.
Jennifer Hackman: And there are other programs that are continuing to be available. I mean, at a city level, you know, what we do in economic development, what I do is a lot of referrals, connecting. And then I’m always looking for, you know, what new programs could we provide? We are providing a pre-application meeting right now for developers or anyone who is going to need to work with the Public Works Department and Planning Department on a new development. And we also informally offer, I don’t know if people know this, but a pre-lease program. So if you are a business that is looking to set up shop in a physical location, get a hold of us, because we can help you determine and make sure that the zoning is right for that location. And we can give you an idea of, you know, “Do you need sprinklers?,” to “What kind of building requirements might there be?” So the city can assist before you sign that lease, so that you know what the expectations are when you look to the tenant improvement. So that’s something at the city level. But then at the regional level, of course, we have partners like SEWEDA. And they will be working to provide a new program available to businesses throughout Whitman County you know, they just did a huge grant for businesses throughout Whitman County. And so they’re a partner also because they can provide technical support and maybe marketing support. So we’ll see what their new program looks like likely later on this month or into August.
Adam Jones: And who’s the regional representative for SEWEDA?
Jennifer Hackman: Suzy McNeely. She is our Whitman county person from SEWEDA. So there’s that program. And I also want to mention that loans are very flexible right now. We have a lot of flexible, great loans. SBA always has some great loans. But there’s a new flex fund program that the state of Washington is making available. And those have really desirable interest rates. Overall, you know, we’re all working to understand all these programs that are available. There are some web resources, I’m just gonna shout one out. And maybe Peter can maybe put this on the notes in the chat, but https://www.smallbizhelpwa.com/ That is a state resource where you can find funding, employer assistance, training, that will connect you to Washington’s SBDC and SBA site. They’re offering webinars every week. If you haven’t yet started the process for your PPP reimbursement, I would encourage everyone to do that. And there are webinars that can help you understand what you need to do. But now’s the time to get that moving. I think as we go through, “Yes, we’re kind of through the pandemic, we hope.” But we know businesses are going to continue to need assistance to become more resilient. And we have great resources here on the Palouse for that. So contact me, contact… There’s no wrong door. Contact any partner, and we can help you find those resources.
Adam Jones: At the city, and this is where it’s kind of funny, like, there are businesses that were essential or non essential. Or, “we have to do this, we have to do that.” I mean, childcare centers are still following CDC guidelines… What was the city like? Did people work from home, was there a hybrid?
Jennifer Hackman: Every department was different. So you know, the library had to pretty much shut down. And the library’s open again! Which is a wonderful thing. And honestly, you know, our city administrator, Mike Urban would probably be able to speak to this better, or any council member, or the mayor. But yes, Parks & Rec were also really impacted. And then other departments, you know, like Public Works kept working. Planning kept going. I kept coming into the office. We set up protocols, of course, but, you know, that was a time where everybody’s… Those are essential functions and essential services that the city provides.
Adam Jones: You’ve been at it with the pandemic, supporting businesses this whole time.
Jennifer Hackman: Yes. A lot of the time, that support was just an outreach phone call, you know, how are you doing? But also, I started a local group of economic development partners that talk every Wednesday, to share notes to talk about what are the needs, and what can we provide regionally, and try to get all on the same page, and to promote the same programs because we all understood that, you know, again, Economic Development is known as a kind of a group sport, not an individual one. And so we were all looking to kind of share notes and put programs out there in front of folks as we saw them. And as we met them, I started a weekly newsletter. e-newsletter just to kind of highlight programs and highlight activities and things that were going on, that businesses might need to know about.
Adam Jones: So if you’re not on that, I would recommend hopping out to that email. I see it every Friday. I look forward to it, I know it’s at the end of the day. That’s when I’m kind of in my cooldown period, like “Okay, last couple things.” But then it gets my mind crunching for the weekend, like, “Oh, okay; so what programs are coming?” Where do people sign up for that?
Jennifer Hackman: So they can sign up through me and also on the city economic development website.
Adam Jones: What’s been your favorite part of your job so far, in working with the businesses?
Jennifer Hackman: I get really excited when there are businesses that are either, you know, looking at doing something new, looking to invest, looking for a new location; just exploring someone’s dream, and helping them put the pieces together. I mean, I really love that. And I love when there are successes, you know, when we have something that happens that other businesses look at and say, “Oh, I’m going to add on!” Last year we got a grant from the city, a small grant just to do some lights on the Riverwalk, which I think is such a wonderful feature that runs through Pullman, that is attractive and distinguishes us. And so there were some dark spots and we added lights there. And we’ve worked with partners like the Downtown Pullman Association and the Civic Trust and the Chamber. And then we added lights on the trestle. So if you haven’t seen those, go out to the city at night and take a look at the trestle- it’s lit up now, which is a feature. So it kind of turns what was something that was overlooked into a feature. And then one of the businesses close by said, “I’m going to work to put out an area right next to the Riverwalk where people can sit, and enjoy, you know, some of the food that we have. And so they’re cleaning up their little spot of it. So those kinds of things can, when you have some little successes, they can certainly grow. And as more businesses share that resource- a lot of them have an opportunity to kind of add their own piece of that.
Adam Jones: Yeah, and add their own flavor and contribute to the thing as a whole. Yeah, absolutely.
Jennifer Hackman: But I also get excited when, you know, we come together around shared vision and shared ideas, and we all know that Pullman has so many hidden gems. So, you know, because there were so many wonderful things about the city and the businesses here. And part of the work is sharing that out, beyond Pullman or even within Pullman. So when I hear about new businesses, or new programs or new services, I try to engage the public relations folks that I know in town to come help tell the story.
Adam Jones: Okay. And so, are there more of these types of projects? Are there new things on the horizon that might be in the master plan or vision that’s happening? What do you see moving right now?
Jennifer Hackman: Well, you bring up Master Plan. And I do know that the Downtown Master Plan, which was developed, I think, a few years ago now, has always been one of the top things that city council has been guiding the city toward implementing, and I believe there is renewed energy around that, so that people will likely see new projects. I think there’s a focus on downtown because it’s recognized as one of the areas that can be catalytic. There’s a planning principle that kind of says, you know, make no small plans. So do something big and do it in a concentrated way. And then you will have ripple effects from that. And so, with downtown being one of the places that everybody goes to to explore, you know, there’s going to be renewed interest in providing infrastructure updates and improvements to that area. I think alongside that if people have not looked at the comprehensive plan…
Adam Jones: And the comprehensive plan is on the city website. I’ve looked at it over the years, it’s helpful! It gives you a good overview of what we’re aiming at, and how to make Pullman an even better place, but doing it in a strategic, methodical, planned out motion.
Jennifer Hackman: Sorry, I’m having some difficulties here. You know, the comprehensive plan is really what will establish where things are going to grow. Where is the housing going to grow? Where is industry going to grow? So, it’s kind of important for people to get a sense of what that is saying and have their input.
Adam Jones: There’s a lot of larger buildings too, and larger ones like the old Plasma Center. That’s a huge space. Every time I see the listing for it, like, “Oh, I didn’t know it went that far back and that wide, like, that could be an incredible business base.”
Jennifer Hackman: Right. I mean, I think some of the challenges with property owners, where there are some vacancies downtown. Some of that has to do with getting the right size and appropriate business in there. Right now, it seems like we have a lot of businesses looking for 3,000 to 4,000 square feet of space. And then we have a building that is more like, you know, 10,000 square feet of space. You have to figure out what that’s going to look like. And how to make that successful. Now, I know that we have some property owners downtown that are working on that right now. But it’s a process for sure.
Adam Jones: And we feel that too. Our space is “big enough-ish,” but it’s like, “Okay, if we only had like, 200 more square feet, if we had 500 more… Really, in the long run, like for us, we really see, not only just doing our normal marketing, but we do feel that being content generators is going to be kind of the next phase for our business that we have to enter into.
Jennifer Hackman: Well, I think that’s so important, right? Because that’s what I’ve been reading about, you know, kind of the next stage for marketing, what every business needs to understand is, the internet of course; using the internet, all of the opportunities and platforms that it has to offer, that is diversifying marketing. Yes, having your Google pages up to date is pretty important. But beyond that, you know, using influencers is now becoming something that every industry needs to look at, and consider if they want to be expanding. And I think it’s interesting that that is, you know, if we want to talk about trends a little bit- how that is connecting with the experiential movement, which is not going away. I really believe in brick and mortar. It’s important to the soul of a city, important to locals. And I think more and more people are understanding the importance of supporting local businesses and supporting their local business owners who are their neighbors and friends. And so, one of the trends that I believe will continue is being hyper local. And so how can businesses take advantage of that? Because, you know, there’s still a need for businesses to communicate with their consumers, and to make that experience something that is memorable.
Adam Jones: Yeah, yeah, absolutely. And when you say memorable, the way we tend to look at is, what is the first impression? How did it make me feel? What did I smell? What did I see? How did I engage with the space?
Jennifer Hackman: Or engage with the business if it’s a service, or even if it’s B2B. And certainly, if folks are interested in more information about that, there are some experts that have shared through webinars that I can certainly share too. But it’s wonderful in a way, because the sharing of knowledge kind of makes us all better.
Adam Jones: Absolutely. Absolutely. And I love the statement of being hyper local. It is an absolute must, and we engage with it. We buy stuff from the Four Star Supply next door all the time. We’re excited for whatever the (former) Lumberyard becomes. Because we miss being able to take clients out to lunch just across the parking lot. There’s all those nuances of being in a business district or the downtown district, and just being able to engage with people in a very fluid manner, instead of, “Okay, let’s pack up in a car, park, sit, hope we get our
food in time, and then rush back to wherever we need to be. And it just breaks that fluidity of relationship and building togetherness with people.
Jennifer Hackman: I mean, you’re kind of talking a bit about the quality of life that we enjoy here. You know, because we can get to work in a very reasonable amount of time. And then when you have all these services available at your fingertips, you’re right, you can kind of enjoy what the area has to offer. Some of the some of the new developments I am excited about: the Historic Depot, everything that they’ve been doing; that adds to quality of life. And people are attracted to places where, you know, there are institutions like that available, that they can enjoy and experience. And I think, Gladish- their whole new campaign. That, I think, is potentially a really amazing thing for our whole region! And we continue to see growth of events and of activities, and opportunities, you know, with the Summer Concert Series, and some of the Music on Main and the music near the clock tower. I hope we can all encourage each other and support all of these things, because that’s what helps build the attractiveness of our city.
QUESTION: What entities have been most affected by supply chain issues in Pullman, and when can we anticipate it will resolve itself?
Jennifer Hackman: That’s a great question, Aziz. And from my understanding those businesses that rely on products that have been delayed… You know, we have a bicycle shop, for example. And it’s looking like it’ll be 2024 before the supply chain smooths out. But yeah, every industry like that was impacted. But even things like food; there are food trucks that had local suppliers, who didn’t get some of their products, and so that gets delayed, you have to look for somebody else. I mean, it can hit literally any industry. So, you know, I guess my ask would be for those of us on the consuming side, just be patient and be supportive.
Adam Jones: The local retailers and service people, they appreciate that patience, right? They want to provide the best. They want to serve, they want to be engaged with you. And so that little bit of patience goes a long, long way. And I’ve had a conversation with a couple retailers, even this last week, where I’ve been waiting for something since April. But I know for the bike shop, I know there’s a couple items where it’s been almost a year waiting for a couple of things. It’ll get there, it’ll get there. And it’s just that patience- give it time, it will smooth itself out. I would say for a lot of people to not be afraid to put yourself out there, or your business out there a little bit in terms of marketing. I, oddly enough, Tik Tok is something we’ve talked about. And I even did a presentation. I think it’s been two years now, over in downtown, where we kind of anticipated Tik Tok to just explode. And now that it’s USA owned…. Yeah, one in three Americans have it, and are active in it. Now, that doesn’t mean everyone’s making content. But there’s a lot of people consuming content…. Or making content that you want to view. Right. Right. And I’ll be honest, I’m a little bit older for it. I’m 32, and I prefer my YouTube. But I’ve been surprised that almost every single industry is there. Construction is there. Cleaning, there’s a thing called clean talk. It’s incredible. I’ve learned so many cleaning secrets for just how to clean my bathroom better.
Jennifer Hackman: I mean, I saw on LinkedIn yesterday, a realtor who had posted a one minute, “Here’s what this picture looks like in Pullman.” And I commented that I love that because they’re able to deliver that message in a compelling way, keep you up to date; and now you have a connection with that person. So I think that that will be a trend that we continue to see of people making content, and kind of all fighting for everybody’s mind share, you know, but in a way, it’s an improvement. It’s more compelling. It helps you to kind of understand what that business or person is providing in terms of a value add.
Adam Jones: Exactly. And once again, it’s building relationships with people, even if it’s through a digital medium, it’s still easier to engage in a business relationship if you’ve seen the person’s face a couple of times, if you understand their personality, like, “Oh yeah, this is how they operate.” Or, “Oh, yeah, this is the type of service they like to provide.” “This is the type of client that they like to engage with.” Yeah, it makes the whole thing just so much more pleasant and engaging. And I think people want to engage with each other. I’ve had more conversations in the grocery store in the last week than I have in a year.
Jennifer Hackman: Right! And I mean, the wonderful thing about it is that, you know, take the grocery store, for example. I remember 20 years ago that going to the grocery store was a nameless, faceless, soul sucking, to some extent, kind of experience. But now, when I think about grocery stores, I have a relationship with those grocery stores. Even the ones that are, you know, national, branded companies in Pullman. I know the managers. I was at one of those last week, and I had left my wallet back at the office. And where else would this happen but Pullman? Where they said, “Oh, that’s fine. We’ll just keep everything right here. Let’s ring it up, and we’ll keep it right here, go grab your stuff; it’ll be here when you get back.” And it was, it was perfect. And there are other grocery stores that would say, go ahead and take it home. Come back tomorrow. I know this has happened in Pullman. And it wouldn’t happen anywhere else. So talk about, you know, a place where people want to live, and I mean no wonder our houses are selling in five days right now.
Adam Jones: Yeah. That part’s terrifying. It is going really, really quickly.
Jennifer Hackman: But I mean, people have figured out that remote works. So one of our goals for Pullman is to be a place where people want to be. Because that helps keep us healthy. We have this opportunity with remote workers who can live here in Pullman, participate in the community, but their job might be headquartered in Austin, Texas.
Adam Jones: Yeah. One of my new neighbors works remote. And
man, he graduated WSU; he is so happy to be back here. He’s like, I work remote, this is awesome. My kids are going to great schools. Their daughter just graduated high school here and she’s working at SEL now. And he’s able to build and have a family and have family relationships.
Jennifer Hackman: And it’s safe- it’s one of the safest college cities in the US. So yeah, a lot of great things here. So you start with the businesses that you have, help strengthen them, and then we move out beyond that, to make room and attract the businesses that can benefit us from being here, and whom we can benefit as well. You know, talking about TIF. There are incentives for certain industries in the state of Washington that are available. So when I am working with a potential business, one of the things that I do is make sure that you’re aware of those. But the TIF would be great. One of the reasons in downtown that there’s an attempt to build a Mainstreet organization is to enable what’s called B&O Tax Credit. Because any city that has a Mainstreet organization, any of those businesses can then direct a pretty large portion of their B&O Credit to the Mainstreet organization. Right. So then that becomes the fund that’s available to add additional benefits for the district. And then like I said, My belief is it ripples out from there. We certainly have opportunities to engage with an area and other parts of the city. And we want to continue to do that as well. So, you know, it’s just one tool, and then we look for other tools that can be applied to other places.
Adam Jones: One thing I did want to clarify, because you’d mentioned you help with pre-lease, but then also any planning and development. Is there ever a bad time to reach out to you, or should everyone who is a business owner who’s doing business or looking to do business, just reach out and see how we can all together work to improve Pullman?
Jennifer Hackman: There’s no bad time to reach out to me. I mean, we’ll set up a meeting. And I do that on a monthly basis. When you’re a new business in Pullman, there’s a way that you let the state know that you’re registering for your business, and then you tell them where you are. And then I get some of that information. So I have the ability to reach out to new businesses and welcome them to the city of Pullman, which I do every month. And I offer a lot of information in that, but also the opportunity to meet with me, and a lot of businesses take me up on that, and I love it; because, whether they’re working on a new venture out of their garage, or their home, or they’re providing a service, or they’re looking for a location- I can help to kind of give them background information about what’s happening in Pullman, and who they might want to connect with what other organizations are out there, as well as, if they’re looking for broker services; let them know who’s doing that, generally speaking on the Palouse, and also, just to give them a face with a name. And, you know, “If I have questions, I can start with you,” and like I said, there’s no wrong door. So start with me, and I may refer you to the Chamber, or might refer you to Aziz Makhani, who is an amazing business advisor in our region. Or I might refer you to any number of organizations that by connecting with them, that’s going to help you strengthen your own business.
Adam Jones: You mentioned a lot today, from the taxes side, the B&0, the employee retention credit; what’s the number one thing businesses should be looking out for right now?
Jennifer Hackman: Where they might take a look is definitely that employee credit. If they’re looking to grow, certainly just reach out, because there are really great loan programs available right now. If they got a PPP, now’s the time, like I said, to get on that reimbursement. You know, if they’re just interested in market opportunities; that’s something that I have tools for, and other colleagues of mine have tools for that, too. So really, no matter where you’re at- from the very beginning, even to the very end of a business, there’s a whole team of folks here in Washington State, and here in the city of Pullman, to support you.
Adam Jones: Awesome. Thank you so much. And thank you, everyone,
for tuning in today. We’re so glad and happy and blessed to be in a community where this can happen. This conversation can happen. I’ve lived in several cities, and I’ve never talked to a city administrator before. Like, that’s actually new for me. And to actually have these engagements with all these other people. This is incredible.
Jennifer Hackman: You can pick up the phone in Pullman, and call the mayor. You can pick up the phone and call or email our city administrator, Mike Urban, you can pick up the phone and contact, you know, our council members. And that is an amazing and special thing. I mean, just to be able to have access like that. It’s not everywhere, I can tell you it was not available in Chicago, where I moved from, but it’s pretty easy to engage here and get answers to what you need. If that’s a problem with the roads, if that is a request for doing an event. You know, whatever it is, we’re here to help guide. And thank you to you too Adam, for putting these webinars on every other week, every month with different businesses. I think that it’s been amazing and helpful to help connect us to each other as well.
Adam Jones: So, thank you everyone for attending and enjoy the weather. Stay cool. Enjoy.