The Cut Foliage Business: Challenges and Opportunities with David Register from FernTrust

Episode 254: In this episode, hosts Lori and Vonda are joined by special guest David Register, the Executive Vice President at FernTrust, Inc. located in Seville, FL. David provides insights into the cut foliage business, discussing the products they are known for and the impacts of multiple hurricanes on the industry. The conversation also delves into what can be expected for Valentine's Day, the major challenges in production, and two key factors that significantly influence the business but are beyond their control. Labor and productivity costs are addressed, along with potential solutions to navigate these challenges effectively. Join us for an engaging discussion on the dynamics of the cut foliage market and the strategies for success in this ever-evolving industry.

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Transcript

SPEAKER_00 0:03

Milton was the one that caused the most damage for us this year. Helene came through a little earlier.

SPEAKER_01 0:12

Welcome to the Business and Pleasure of Flowers. We're your hosts, Vonda LaFever and Lori Wilson.

SPEAKER_03 0:18

And we believe that business and fun are a perfect combination. Kind of like us, Vonda. It's Monday. I know this launches tomorrow morning, but it's Monday morning and it feels like it's 7 o'clock PM.

SPEAKER_02 0:40

It's been a long day already. Yes, you're right. It's been a long day. So but we have a great guest with us today. I'm super excited.

SPEAKER_01 0:48

We do. David Register from Fern Trust. Thanks for joining us today.

SPEAKER_00 0:52

I'm glad to. Nice to see both of y'all.

SPEAKER_01 0:55

Yes, good to see you.

SPEAKER_03 0:56

You're hard to track down. You seem to be a little bit of a traveler.

SPEAKER_00 1:01

Job keeps me busy all over the place for sure. And luckily, I'm home today. Victoria's off doing one of the shows for us up in New Jersey. I'm on the home turf today.

SPEAKER_03 1:13

Um, so speaking of your job, tell people a little bit about what you do. Tell them about your company, but also you represent you wear a lot of hats outside of your company, too.

SPEAKER_00 1:23

I'm the executive vice president of Fern Trust Incorporated, which is a cut-foliage cooperative of many growers here in the Central Florida area. They're mostly farms owned by my family and different subsidiary farms that that are associated with us. So in addition to running that company, I also have my own farms and fernries, David Register Fernries, and also manage a small cattle company. So I do stay fairly busy.

SPEAKER_01 1:55

I would say more than a little busy, right? Wow. Well, it's interesting because I when I went on the website for Fern Trust, it says growing leader in the foliage industry, but it also says fern cool, cool, fresh, fabulous foliage greenery.

SPEAKER_00 2:12

I mean, like fern cool, is that a branding that just fern cool is what we call our system that we develop to make our products last the absolute longest that they can as far as cut foliages go. It's a patented system where we bring the stuff in, we have a proprietary dip treatment that we do them with, and then it goes right into our coal chain where it's pre-cooled in a cooler, packed under refrigeration, stored under refrigeration, then loaded straight onto refrigerated trucks for the uh marketplace all over the world.

SPEAKER_01 2:47

Wow, I didn't realize that. When I get the fern, specifically leather is what I'm thinking of. And I look at that and it's more shiny. Is that stuff that's been treated?

SPEAKER_00 2:57

Like I said, it's kind of a leaf shine, oily treatment that makes the leather leaf last a little longer. We have different, we have actually different treatments for different types of foliages. So, like the asparagus type foliages that are a little more delicate, we have a different treatment that we use that for. I mean, they all involve the cold chain and getting stuff in the cold chain as soon as possible, but they have a little bit different leaf sealer, leaf shine that we treat different ones with.

SPEAKER_01 3:27

So, could you get the asparagus fern to not have thorns on it?

SPEAKER_00 3:31

We have actually a couple of varieties that that are thornless. We have like a thornless spring rye that's um that's pretty popular now. But that's more the and the tree fern, of course, doesn't really have thorns on it. So you got those two you can choose from. Now the plumosa and spring rye and me, you're kind of at your own hazard when you're working with those.

SPEAKER_01 3:56

Okay, all right. Well, that's good to know. So the fern cool and col what's color fresh then?

SPEAKER_00 4:02

Color fresh is the way we put the different colors on the fresh foliages. So a long time ago, we started to do preserved foliages, especially the asparagus varieties, and at that point you had to paint them whatever color because it turned it brown, the preserving process. Well, in the process of doing that, we decided why are we worrying about preserving it if we paint it, it pretty much preserves it from then on to use. So we came up with a paint system that we can put the paint right on fresh foliages, all different kinds of colors, including natural green, and it makes the especially the asparagus varieties last a little longer, and then it can add color like metallic, sparkle, whatever, to all the different greeners we grow.

SPEAKER_01 4:44

Yeah, us designers love that. Yeah, we love all the different colors, you know, in the getting more and more popular every year.

SPEAKER_00 4:50

It was kind of a hard sell, actually, when we first started doing it, everybody thought it was, you know, tacky, but now it's really become one of our major sellers.

SPEAKER_01 5:00

That's great. Wow. Exciting things happening. You know, when you think you cannot do anything else to foliage, here you guys come up with them. So I think that's a really good thing.

SPEAKER_00 5:08

That's where we got our tagline, the growing leader, from. We try to be innovative and and and do things in a leading fashion within the foliage industry.

SPEAKER_03 5:17

Well, you have your daughter, Victoria, who, you know, the younger generation who helps you keep up with trends.

SPEAKER_00 5:25

Exactly, and and technology also. And she she started when she was actually a little girl. We were doing trade shows all over, and she liked to tag on. That was usually the family vacation that we had with uh associated with some kind of floral event somewhere. So spent a lot of time traveling and uh helping daddy set up trade show booths pretty much all over the country.

SPEAKER_02 5:48

Yeah, well, and now your granddaughter Charlotte does it. I saw her behind the show.

SPEAKER_00 5:52

Now we're continuing the family tradition, and uh with the new technology, she's been our social media star so far.

SPEAKER_03 6:01

She has she is a star, she's the cutest, she is so adorable, and uh I know she is the highlight of your life and Victoria's. She I got tickled when she was at she was with your wife and daughter at ARD. You were home nursing a foot, was that right?

SPEAKER_00 6:22

Yeah, I I think I did. I I I've had a foot injury earlier this year, yes.

SPEAKER_03 6:27

Yeah, yeah. And so she Charlotte was telling me all about it. So you can imagine. Yes. Tell me all about you being home. So anyway, well, one of the reasons we wanted you on here besides just to visit was uh to talk about all of the hurricanes that have been happened. And actually, I was watching the news this morning. I'm like, oh no, there's more.

SPEAKER_01 6:52

Yeah, this one I don't think's hitting Florida. I think it's going somewhere else.

SPEAKER_00 6:55

It seems like it's gonna go to the West South, but I mean I feel for wherever it goes, and it looks hopefully it looks like this one's just gonna be a rainmaker, pretty much, from where it is. Yeah, yeah. But exactly that episode of Groundhog Day. I don't know if y'all are familiar with that movie. It just came over. It's the same thing over again when it comes to weather in this one a year.

SPEAKER_01 7:14

Yes. So yeah, because I actually looked it up and it was like Helene hit in September 26 as a category four.

SPEAKER_00 7:23

It's pretty much the last three years, something has come almost every single year. Some of them haven't been have been worse than others, of course. Milton was the one that had caused the most damage for us this year. Helene came through a little earlier. We had some winds from that and a few trees, but Milton was the one where we got some you know 90 uh mile an hour plus gusts, which don't mix well with shade cloth or oak tree shade. Right.

SPEAKER_03 7:50

So yeah.

SPEAKER_00 7:51

It caused some damage. I'll be honest with you, when I woke up in the morning, I was expecting everything to be pretty much gone because it came during the night when you couldn't see what was going on. And I mean, that wind was howling. You could hear it over the roofs, and I was just happy that we didn't have a problem with with the home. And I was pleasantly surprised that probably you know 65 to 75 percent of our perennials were not damaged, so we were lucky in that area. We have a lot of trees to clean up, which hurts the asparagus varieties and and those things are grown in natural shade. And then we have some shade houses also tree pear, probably maybe 25 to 30 acres or so of shade house, which is a sub it's still a substantial hit, but yeah, it's not as bad as it could have been, put it that way.

SPEAKER_01 8:44

Wow. Yeah, with three in a row, we were just kicking thinking, oh my gosh, you know, how do you survive that, you know, when you get the tough thing is this year is the first year that we've not had any insurance on them.

SPEAKER_00 8:57

That all the insurance companies have backed out of the shade house market in our area, or they've they've made it, or it's uh so expensive you can make zero profit during the year if you had it. So it was the first real nail butter as to what's gonna happen to the industry if one comes through here and really gives it a whack. So it it I I'm sure even the the way it was, some people had more damage than others. That's the way hurricanes are. They're they're not like tornadoes, but you do have strips of areas where it hits really hard, and then sometimes as close as five, you know, three or four miles away, there would be hardly any damage. So there were some people got hit a lot harder than we did in this last storm. They and some of them might or might not be continuing to do business. That remains to be seen.

SPEAKER_01 9:50

That's what I was wondering, yeah.

SPEAKER_03 9:52

And that's what that's kind of what I was wondering also. And so with you saying that, how do you see it affecting our industry, like the retail florist when it comes to ordering foliage?

SPEAKER_00 10:07

Well, I mean, the way you can also of course help the growers the most is by continuing to buy. And I think there's enough fern in the marketplace to cover most of the orders through Valentine's Day. It might get a little tight then. Um then we'll have to see because the the effects of the less acreage in production will might become a factor in the future. The difficulty we're gonna have is we're gonna be getting into our harvesting season where it's real busy harvesting-wise for Christmas and uh Valentine's Day coming up, so we don't have enough help repairing the structures. For the last several years, the labor market's been very difficult in the area. And now when you have something extra thrown on top and you try to, you know, bring more resources in, more people to to do the work, the uh they're just not available, and the wage gets up so high where it gets almost cost prohibitive to to do a lot of the things that you need to do.

SPEAKER_01 11:12

Boy, such struggles, man. So when you say the loss of production, are you saying because of the shade areas, most of the things are grown under the shade? And so since they're not protected anymore, you're not gonna be able to do that.

SPEAKER_00 11:24

Right. So even the ones that will be repaired, they might be out of repair long enough that you're gonna lose the crop that's under there. And then, of course, when you go back in and start fixing it, you cause a lot of damage from just walking on the stuff and doing everything else underneath it. So it'll be out of production there. I'm guessing a certain percentage will never be built back after this year just because the market and the way it is. It's kind of an unknown. Every year, I've been doing this for a long time now, since the 80s. And uh every year I think I have this business figured out, something else happens. So I I just kind of wait and see what happens and roll with the punches, whichever way they come from.

SPEAKER_01 12:06

Yeah. Well, you don't have a choice because so much of your business is dependent on the weather.

SPEAKER_00 12:12

Yeah, there's I mean there's two things in farming that I always say that we can't do anything about. Number one being the weather, and number two is the government, so what they're gonna do next. So those are the two difficult things in agriculture of what comes next and down the pike that you really don't have a whole lot of control over. We don't have much control over the government because we're only less than two percent of the population in agriculture anymore. And also the weather, of course, we have pretty much zero control over.

SPEAKER_01 12:41

So yeah. Yeah. Yeah, none of us have that direct line, do we say, hey, get this out of here.

SPEAKER_00 12:47

We have a direct line, it's just somebody else has a lot more wisdom than we do that sees what's really going to happen.

SPEAKER_01 12:52

So right. Yeah, that's true. We do have a direct line, just not not for all those asks, right?

SPEAKER_00 12:59

Correct.

SPEAKER_01 12:59

That's what we were concerned about too. And you are part of the Florida Growers Association.

SPEAKER_00 13:04

Yeah, the Florida Greens Farmers of Florida. We got together to try to do some joint marketing and promote our industry from within so we don't get forgotten and everything becomes all flowers. We like to make sure everybody remembers their foliages around too to be used. And I thank all of you designers for keeping the spotlight on those. Yes, we're members of that.

SPEAKER_01 13:26

Okay. Do you know much about the plant business? I mean, obviously you've you're doing cuts, but there were so many plant greenhouses that were probably destroyed too. Is that gonna increase the prices there?

SPEAKER_00 13:40

I don't think there was probably tons of those destroyed. There might be some. I mean, you're gonna be seeing the effects of the in Florida, the the minimum wage has gone up. Labor costs are gonna be what drives some of the price increases, possibly that you might see with the storm on top of that. It might exacerbate it a little bit, but the inflation in general and the the cost of labor is probably as big or bigger driver than what the storm costs are gonna be for a lot of things.

SPEAKER_01 14:11

So that's interesting. So labor, and then your costs probably for just supplies generally overall. Yeah, just overall.

SPEAKER_00 14:20

Some of that is moderated some, but some things continue to increase. Luckily, fuel prices are down some, but fertilizer, plastics, all those types of things continue to go up. The costs of I know a lot of forests probably use them too, but box prices continue to go up, and I haven't figured out why that is. We just got another 6% increase on the cost of the boxes we pack everything in. So it just doesn't seem to want to go away.

SPEAKER_01 14:47

Mm-hmm. I suppose if you think about productivity of any product, the labor is up, right?

SPEAKER_00 14:52

So And that's one of the reasons at Fern Trust, we we do these fabulous foliage bouquets that hopefully we can streamline those costs somewhat, especially on the labor side for retail forests and and mass markets, that we can do a lot of the work at our packing house. So when you get the product, it's more a product that's ready to go right into a vase arrangement, and you can account for your costs a lot better than you can say if you were buying bulk of all the different things.

SPEAKER_01 15:19

So it's interesting because I was just this week having a conversation with somebody who did the numbers, and she said she looked at the bouquets, the pre-made she had gotten from fern trust, and then she she said, we'd gone away from that because we thought they were so expensive. And she said, but then I actually took it the look at each one of those types of foliage, how many I could make out of there, and it was less expensive for me to get them pre-made than it was for me to buy it all individually. And she said that wasn't even including my labor. And so she said, the problem is they're too big. Then we were going back and forth anyway. So finally I said, you know, you just go to your wholesaler, tell them what you want in those. I know Fern Trust will make exactly what you want in those bouquets for you. You know, if you want to half the size of the ones you're getting them, you just need to have them put it in there. And she's like, Really? I didn't know they'll do that. And I'm like, oh yeah, those people at Fern Trust will speak out of turn there, David.

SPEAKER_00 16:15

We have the sizes all the way down from the just add flowers ones where it's only a few, very few stems to the medium size, which are the most popular, to the ultimate bouquets, which have a lot. And like you said, the one thing a lot of retail florists they don't factor in is their own time or their designer's time. If you have one of those, you have it out on the bench, you've got four or five or more different foliages all in front of you. When you factor in the time of you have a designer there and they keep going back and forth and back and forth to the cooler, getting different things and mix and match them, that labor cost is going high for everybody, and it saves that time. They have it all right in front of them. They can just drop it in bases and and eliminate some of the busy work, I would like to say, you know, as far as making arrangements.

SPEAKER_03 17:01

It's genius. It's also genius for the shops that uh don't have all the designers they need. It's genius for people that maybe have one designer and then a couple of assistants that aren't that great at knowing exactly what foliage, but if they already have the bundle, they know, oh, I need this, you know, and then it's they they know I love the ones that you have.

SPEAKER_01 17:21

Like you just drop them, drop them in the vase and you can put a dozen remote.

SPEAKER_02 17:25

I would love that.

SPEAKER_00 17:26

We need to come. We can be the IKEA of flowers, you know, where we'll have a little design instruction sheet, and you buy that, and then each shop made their own little thing. They could train a lot of different people to make the arrangements that they designed. So smart. Yes.

SPEAKER_01 17:44

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SPEAKER_03 18:46

I think it's so interesting why shops don't take more advantage of things like that from a labor standpoint and an efficiency standpoint.

SPEAKER_00 18:53

That and also what's becoming a bigger and bigger partner of the business are garlands for special events. You know, we can make those with the same type of recipe. I always compare it to like a pizza menu. There's so many different combinations that are possible, you just can't even put them all in one sheet. But why anybody want to try to make a garland themselves when we can turn that stuff out on the machines that we have so much more efficient than a than a retail forest can? And they can, and it's not like they have to leave it the way it comes to them either. They can add different things to the the garland to really make it pop when they get it.

SPEAKER_01 19:26

So yeah, a lot of shops I know they get get your pre-made garland and then they just have to drop in a few fresh flowers. The whole thing looks so just fabulous. And when you're using the painted foliage too now, to add to that a little bit of sparkle of gold or silver, oh, they're so pretty.

SPEAKER_00 19:43

So pretty. Thank you. Yeah. I like it. I uh an old Dutch guy that we used to sell a lot of fern in Holland, and he was always the one that gave me these little tidbits of wisdom. He goes, David, and he goes, I like it, and you like it, but it doesn't really matter what we like, it's only what the customers will buy. So that's what I like to try to churn out. I have to hear from people like you and your customers to know what it is we need to be concentrating on so we can provide what the marketplace wants.

SPEAKER_01 20:12

And that's why you and Victoria do a lot of traveling, though, because it seems like whenever Lori and I are at some show, here you are and you're listening to what people want. And that's kind of the key to it. I mean, you have your boots on the ground and your ears to the ground too, you know, finding out what people want.

SPEAKER_00 20:30

We we try. I know we we try to do everything that we can that's in our power and that we can afford to put into our stuff because I know that's the only value we have over something that comes maybe in bulk from overseas is hopefully that little bit of extra personal touch we can give on the sales side or on the product side.

SPEAKER_01 20:49

I think that's key. And we know that it seems that relationships are more important now than ever, and that you making those relationships with the customers when you're out and about, you know, whether it be at SAF or I think, did we see you at Texas State too? I mean, it seems like every time we go. Here we go.

SPEAKER_03 21:09

I go somewhere, I see Victoria. She's everywhere. She's everywhere. Charlotte, Charlotte's everywhere.

SPEAKER_00 21:14

Yeah. We try to do what we can to give back to the industry that's been so good to us over the years. And uh, it's important to me to try to support all the different segments of it the best we can to our ability, because I mean that's been our bread and butter. It doesn't matter what we do if we don't have the other segments of the industry to support us. That's one of the reasons I like SAF so much because it kind of brings all the different segments of the industry together under one roof. So we can see, you know, we can talk about each other's pain, the problems we have, and also the the ways we can solve problems together for the future.

SPEAKER_03 21:50

I'm on your website right now. Your garland is a beautiful, beautiful. You have so many different choices. Choices. It's so pretty. I love it. Love it. Love it.

SPEAKER_00 22:05

Well, thank you so much. And we do wreaths kind of the same way too. You know, we can make the wreaths out of the different things the same way we do the garland. And those, the, those two things have become bigger and bigger every single year.

SPEAKER_03 22:20

Yeah.

SPEAKER_01 22:21

The hardest part is trying to decide what you want in that garland because I was working at a Bill Doran company and I was working with them, and they go, all of these are your possibilities. I'm like, what? There are way too many. Too many specifically.

SPEAKER_00 22:33

It's kind of like going out to eat at the cheese factory when they give you that menu that's 14 pages long of like, holy cow, what do I want out of here? It's the same thing to have a foliage. I think we have 80 different types of foliages or more, and then just you can imagine the combinations that you can make with that pretty unlimited.

SPEAKER_01 22:52

Yeah, but you must work pretty well with your wholesalers because then they would say, Well, we've seen this one, and it's this, this, this, these three or four or five, you know, because they have that vision then that they can help the customers with, which I think is really helpful.

SPEAKER_00 23:06

Yes, definitely. Victoria and Beverly and the other salespeople in the office really kind of have a knack of knowing what works for different people and what doesn't, and how they can guide people if they don't know exactly what they want on what's a good combination for those things, and hopefully provide some pictures for them too, to see, you know, what it might look like.

SPEAKER_01 23:28

Yeah, that's great. That's great. Well, it's good to hear that we probably won't have too much of a shortage of foliage for Valentine's Day. I mean, we'll get through Christmas, but then Valentine's Day shouldn't be too much of a shortage, is what I'm hearing, just a probably a little bit increase in the world.

SPEAKER_00 23:43

I think there could be a little bit more of a shortage than normal on some of the asparagus things, just because the amount of limbs and debris that falls from the the oak trees is a little more and it always gets a little tighter that supply during the winter time. Okay. I think there'll be some price, probably a little minor pricing increases on specially stuff. I don't I haven't seen leatherleaf prices go up too much, although we need to do it. I we're trying to keep our price as economical as possible for people, even with the increase in costs that we have. So we're doing everything we can to try to moderate those things. The thing is, is like I want to be here. I have Victorio coming after me, and then hopefully Charlotte. I want to make sure our company stays healthy for the long term and that we don't run ourselves short and try to sell too low below our costs, that we can keep investing in our company and making it better for the future, not just living off of the what we've done in the past. It's easy to do that, you know, and you see companies do that all the time. They just kind of live off of what they got. They don't try to put anything back into their business as far as overhead and utilities and infrastructure. And if you don't keep improving those things over time, you know, 15, 20 years, they they call it depreciation for a reason. It depreciates and goes away if you don't keep investing money back into it.

SPEAKER_01 25:05

So yeah. Yeah, yeah. Are you first generation?

SPEAKER_00 25:09

My grandfather was the one that actually first planted fern here on our farm. I'm the fifth generation on this farm with different types of things over the years from citrus, cattle. But my grandfather planted about 12 acres of leather leaf underneath some of the natural oak trees here in 1960 was the first he planted. He sold it all just local to other bigger fern companies in the field. And then we had a lot of orange groves at that time. And in the mid-1980s, there was a really bad freeze that came through and knocked out all of our orange groves, and that's when we started increasing the amount of cut foliages that we had. I left school and we started fern trusts, and we had to have enough pool to acreage to be able to ship one ocean container a week for the markets in uh Holland. We were putting stuff on the uh auction over there, so we pulled together with two other local family farms and got enough to where we could load one 40-foot ocean container a week, and that was in 1986, and we've grown from there to uh quite a bit over time.

SPEAKER_01 26:20

Do you still uh take containers over to Old City?

SPEAKER_00 26:23

We don't very much anymore. The price is so volatile over there, up and down. A lot of money was invested by uh our government, other governments trying to eradicate the drug problem back in the late 80s, early 90s, and so we were shipping into Europe with a higher duty than the duty that came out of those countries, and the labor, of course, was much cheaper there. So we lost a lot of our market then. I think we still have a superior product than what they have. It lasts longer in bases, but we we don't export as much as we used to.

SPEAKER_01 26:57

Okay, yeah, makes sense. I mean, ever-changing market, right? You have to adjust.

SPEAKER_00 27:01

Yes, we do. And we we really concentrated hard on our fabulous foliage bouquets and the value-added stuff and our North American market here in the US and Canada, and we're able to make up and then some for the the sales that we lost in Europe. But we still ship occasionally as far away as New Zealand and Saudi Arabia and places like that. So it's still we we keep our finger on the pulse of the floral industry worldwide from this little town of Seville that's barely a uh dot on the map in central Florida.

SPEAKER_03 27:32

So that's I love that. So thank you so much for coming on here. I know it was last minute we did we got but I was like, let's get them on here. I was just curious. You were so good about posting during the hurricanes, posting pictures, and I was just checking every time you posted because I was so worried, and I know Vonda was too. I was panicked for you and your your industry and and your family, you know, just so working. Yeah.

SPEAKER_00 28:04

Um well, thank you so much for y'all's thoughts and prayers and everything else. We can always use that, and uh, we keep the whole industry in our prayers too. You see it affected all over. I mean, it wasn't just the the growers. I mean, you look at North Carolina, all the shops and different things there, and also on the west coast of Florida with Helene, I think a lot of people that are have have flower shops and are in that side of the business really got wiped out, probably a lot worse than what we did. Luckily, we're spread out enough that we could probably absorb that. If you have a shop that happens to be flooded or washed away, it's a lot harder to come back from, probably.

SPEAKER_03 28:42

Yeah.

SPEAKER_00 28:43

So our thoughts are with all those people.

SPEAKER_03 28:45

The flooding part was horrendous to see in that part. And but what was amazing to me was to see our industry rally on social media and to see people, even some of our members who were saying, Hey, I'm gonna take a load over here if you want to. I'm a drop-off point, you know. And like you were saying, Society of American Florists and even AIFD, they were all jumping in and saying, Here's a drop-off point to to bring things, or here's an Amazon link. Could get on here if you want to buy stuff for this area or this area. And it was just amazing, you know, to see everybody run out and help.

SPEAKER_00 29:25

Yeah. And like you say, our industry is an industry of feelings and people and connections, and uh it makes it make you feel good when you can do something for somebody else too. Right before this, we had a big load of vinegar that we hear we were using, and we ended up shipping that up into uh northwest Florida for them to use as disinfectant up there. So I really enjoy being part of something where people care about each other and the industry and try to support one another.

SPEAKER_03 29:52

Yep. Yep, absolutely. You know, and that's absolutely what it's about. So that's what they don't call it a floral family for often, do they, David? Exactly. Thank you, David. I hopefully you'll come back again this time next year, and you'll say, we have an abundance, an overabundance of foliage. We need to sell, sell, sell.

SPEAKER_00 30:13

You give me an opportunity to speak or a mic in front of me, I'll be there for sure.

SPEAKER_02 30:21

All right, thank you so much.

SPEAKER_03 30:24

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SPEAKER_01 30:45

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