April 7, 2025 • 44 mins
While many businesses have abandoned terrestrial radio for social media promotion, they're missing a crucial audience. Mullins, a third-generation broadcaster whose grandfather was posthumously inducted into the Bluegrass Music Hall of Fame, explains how local radio creates something social platforms can't: genuine personal connections. "When they're listening to the radio, it's a one-on-one conversation," he explains, describing how live, ad-lib endorsements from trusted on-air personalities drive customer action.
Host Jared from Dayton Barns and All Steel Buildings shares firsthand experience with radio marketing success. Their partnership with Real Roots Radio has connected their shed and steel building business with an ideal demographic: landowners 35+ with disposable income. Daniel shares a remarkable story about listener loyalty—how one man drove across multiple counties to patronize three different businesses he heard advertised on their station.
The conversation also explores the rich "Industrial Strength Bluegrass" heritage of southwestern Ohio, where Appalachian migrants brought their musical traditions when seeking manufacturing jobs post-WWII. This cultural phenomenon has created fiercely loyal radio audiences who value authenticity and community connections.
Ready to expand your marketing beyond the digital realm? Download the Real Roots Radio app or tune in to their network of six signals across southwestern Ohio. And mark your calendars for the Industrial Strength Bluegrass Summerfest, July 17-19 at the Greene County Expo Center, where you can meet the team from Dayton Barns and All Steel Buildings while enjoying performances from Grammy-winners and Opry stars.
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Studio Sponsor: J Money LLC
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Jared (00:31):
Hey guys, what's up?
This is Jared, with the SteelKings podcast coming at you with
another episode.
I am going solo today, but I'mgoing to bring in a special
guest here in a couple ofminutes.
Eric is out on a job site so heis out working this week, but I
am here with you.
We are going to be interviewinga special guest today, a really
(00:51):
good friend of mine.
We have known each other 10, 15years at this point.
We've done some businesstogether.
We've had some fun timestogether.
We are going to get into ithere.
We are going to be talking toDaniel Mullins.
He is a host and a specialguest for us today.
He is with WBZI Radio in Xenia,Ohio.
(01:13):
They are Real Roots Radio.
I'm not going to waste any moretime.
I'm going to go ahead and bringin Daniel to the Steel Kings
podcast here today.
Daniel, how are you doing today, my friend?
Daniel (01:24):
I'm doing great Thanks for having me on the Steel Kings
podcast here today, Daniel.
How are you doing today, myfriend?
I'm doing great Thanks forhaving me on the Steel Kings
podcast Jared.
Jared (01:28):
Yeah, man, I've really been looking forward to this.
As I said here just a coupleseconds ago, we have been
friends for a long time.
We have had some good times,we've run around together, we've
grown up together.
Really, we've both watched eachother go in directions you on
the radio, me here with SteelBuildings and Wood Sheds and
other avenues over the years,but certainly finding my groove
(01:50):
here in the woodshed and steelbuilding industry.
Tell us a little bit about you,man.
Tell us where you come from.
Tell us a little bit about RealRoots.
Tell us about Daniel.
Daniel (02:00):
How's that?
Oh man, that's a big question.
I'm Daniel Mullins.
I work here at Real Roots Radio.
I'm actually a third generationradio broadcaster.
My grandpa, Paul Moon Mullins,was a beloved on-air personality
for 45 years.
(02:21):
He's also a great bluegrassfiddle player as well for 45
years.
He's also a great bluegrassfiddle player as well and he's
actually was posthumouslyinducted into the Bluegrass
Music Hall of Fame just a coupleyears ago for his work both on
the fiddle but especially hislegendary bluegrass broadcasting
career.
He didn't just play bluegrassmusic but made a huge impact in
(02:42):
that genre.
My dad, joe Mullins, is a banjoplayer and a broadcaster as well
on radio.
So, I kind of followed in theirfootsteps, been on the radio
Gosh, I think this makes 15years, which is kind of hard to
believe.
So yeah, I am from a small towncalled Cedarville, Ohio.
(03:03):
It's kind of between.
It's not far from Dayton I knowwe have Dayton barns and all
steel buildings.
It's in the Dayton area.
It's in the Miami Valley.
It's in Southwestern Ohio, kindof between Cincinnati and
Columbus.
I guess you could say but yeah,my father started bought his
first radio station in the mid90s after he and my grandpa had
(03:26):
a successful touring bluegrassband for many years.
Around 95 he bought wbzi inxenia and the lord's blessed him
over the last 30 years.
Hard to believe it's the 30thanniversary of him taking over
that endeavor, um, but uh.
It is grown into a network of 3AM signals, 3 FM signals and a
(03:48):
popular app and online stream aswell.
Collectively, our radio networkof WBZI, wkfi, wedi is known as
Real Roots Radio, so you cancheck out realrootsradio.
com and download the free RealRoots Radio app.
You can take us on the go onyour smartphone or tablet.
You can even ask your smartspeakers now to play Real Roots
Radio, which is pretty wild.
So I've been on the air forabout 15 years.
(04:12):
My first program was on Sundaynights, 10 pm to midnight just
that bustling time when everyoneis tuned in 10 pm to midnight
on Sunday.
So I was on at that time for areason, but it's been a great
time.
Now I'm on in the AM.
Now I'm on 10 a to noon everyweekday playing music and then
(04:34):
host a fun call-in show as wellafter that.
So yeah, it's been a wild ride.
And radio is a unique marketmedium.
It's really personal, reallyintimate, um, but uh, as Eddie
Stubbs would say, the legendaryuh radio broadcaster on wsm out
(04:55):
of Nashville for many years andoperate announcer for many years
before he retired.
He told me when I was incollege.
He said, son, being a countrymusic disc jockey, it's kind of
like being a typewriterrepairman there's a demand but
not like there used to be.
So, it's been exciting to kindof see how we have evolved over
(05:16):
the last several years to breakinto new markets and new mediums
and try new things and see themgrow with what we do in radio.
Jared (05:25):
Well, I think that brings up a good topic here.
So, if you're listening to thispodcast, you're obviously in
the shed business, the steelbuilding industry.
You are wondering why am Iinterviewing Daniel?
And I think really, what I'mbringing to the table today is
an example of what we do atDayton Barns.
So, for those of you listeningfor the first time, I'm one of
(05:46):
the owners Eric's, the otherowner and operator of Dayton
Barns and all steel buildings.
We do this podcast, and I wantto give a quick shout out to our
headline sponsor, the team overat J money.
They will give you all thefinancing help that you can use
in the home improvement space.
They will help you out withyour sheds, your metal buildings
, whatever you need.
Contact the team at J Money.
They are happy to help you.
(06:07):
Joel, Katy, the whole team, wereally appreciate them.
Being the studio sponsor for theSteel Kings podcast, I can tell
you from my point of view,networking your business to the
next level requires effort.
Right, Daniel and I thinkthat's where Daniel comes into
play with Dayton Barns and AllSteel Buildings comes into play
(06:27):
with Steel Kings is that weutilize advertising services
with WBZI, wkfi and WMedia, andwe've done that now for I'd say
a little over a year.
I mean we.
So one of the things, one ofthe things that we do locally
here.
So, we're in Urbana, we'reprobably about 35 minutes North
of where Daniel is in Cedarville, and then another maybe 10, 15
(06:50):
minutes North of Xenia where theradio station is, and then
another 25 minutes South.
We go to Wilmington where wework together.
Daniel puts on a great show.
The team over there at RealRoots they do the industrial
strength bluegrass festival inNovember every year and that is
a big time.
We like to go there, great show.
The team over there at RealRoots they do the Industrial
Strength Bluegrass Festival inNovember every year and that is
a big time.
We like to go there and have agood time.
(07:10):
Last year we took I don't knowfive, six sheds.
We had them parked all over theplace.
They gave us plenty of room,gave us plenty of opportunity to
advertise our business and Ican tell you, if you're sitting
there and again, call to action,right, I give you guys a call
to action every week.
If you're sitting in a smallmarket and you're wondering
where your customers are, maybea good time to check with your
(07:31):
local radio station.
There are still a lot of reallygood local, curated radio
stations out there, real RootsRadio being probably our best
local radio station to reallytarget our.
You know, Daniel brought me anice media packet.
You know, even the smallest ofradio stations have a media
packet.
They can walk you throughexactly who, what, where, why,
(07:53):
all the how behind, who'slistening to the product.
And then those customers oftheirs who listen to their
content then become customers ofyours and I can tell you
firsthand as an advocate forsmall market radio and really
I'm cutting them short they havean online platform that gets
out to thousands of listenersacross the United States.
(08:14):
They have a following that ismuch bigger than I'm giving them
credit for, and that's why I'mbringing them to the podcast
today, because not only do Iwant to give them a platform to
maybe talk to you guys, maybegive you an opportunity to
advertise, but also just call toaction to say contact your
local radio station.
They're still out there andthere are a lot of people who
still listen to terrestrialradio, am FM, and get all of
(08:39):
their drive time listening tosomebody like Daniel.
What?
Daniel (08:41):
do.
You see, and you're so righttoo, because radio it's such an
intimate form of mediaconsumption where the host or
the on-air personality likemyself, my dad or any of our
great team here they're speakingdirectly to that listener.
That's pretty unique.
Radio is still.
(09:02):
I know that, of course,smartphones are great's great.
I mean, I love my apple music,don't get me wrong and I listen
to tons of podcasts, uh, but themost likely medium that someone
is going to listen to in theircar is radio.
Like period it's.
It's still number one for whatthey're going to flip on when
(09:24):
they're in their car is radioalso, um, I have to get the
exact stat the average personstill spends thousands of hours
of year listening to the radiospecifically.
Um, so that is still, uh, it'sstill a great endeavor to a
great space to inhabit if you'relooking to connect with
(09:47):
customers and connect withclients.
And one thing that we do that isdifferent than your larger kind
of clear channel radio networkslike an iHeartRadio or
something like that, where RyanSeacrest is heard in 50 states,
which is great, good for him.
One thing that's unique that wedo is, because you mentioned,
(10:09):
check with that local radionetwork.
They're going to be plugged inwith the community.
They're going to be able tospeak to your customers directly
in your area and in yourbackyard, and their backyard
probably needs a shed or a steelbuilding.
So being able to have someonethat can speak to them directly
makes a huge difference.
And steel buildings it's aniche market.
(10:31):
Radio is a niche market as well, so finding where those can
intersect can make a hugedifference.
Jared (10:39):
I can tell you we've talked about this a lot on the
podcast over the last fewepisodes about building
relationships and maintainingthose relationships.
Daniel and I met, probablythrough your dad yeah Gosh, I
would say it's at least 15 yearsago.
I think he had just started onthe radio, something like that,
and at the time I was reallygetting back into bluegrass.
(11:02):
My family was really intobluegrass music growing up and I
had left the back intobluegrass.
My family was really intobluegrass music growing up.
I had left the genre for awhile but Daniel and I connected
as kids.
Really we were youth at thatpoint, really just getting into
our grooves Daly and Vincent,Doyle, Lawson and Quicksilver, a
lot of the bands that I grew upon and still follow to this day
(11:23):
.
Daniel helped me makeconnections at a young age.
They, you know, obviously hadhim at the festival and stuff
like that.
And we've built thisrelationship now where, in
tandem, our business interestsnow intersect and have created
this really good relationship.
And I think that you know, forthose of you that are listening,
that are thinking, well, youknow radio, you know it's kind
(11:45):
of old school.
I can tell you, Daniel came toour grand opening event at our
Brookville lot last year and webrought in I don't know 25, 30
new customers, most of which,some of which were actually
listening to the broadcast liveand went out of their way to
stop just to say hi.
Daniel (12:04):
And for folks that don't know where their Brookville
location is, that's thedestination, right, you know.
Jared (12:10):
That's right.
Daniel (12:13):
It's hardly in a bustling metropolis here where
people you know it's not next toa Chipotle or anything.
That's right.
That's right.
Yeah, they went out of theirway to go there and it was a we
got a gas station.
Jared (12:27):
We got a gas station across the street, so we sit at
a major intersection.
Daniel (12:31):
It is a major intersection.
Jared (12:34):
Let me give you this shout out from a customer
standpoint to Daniel what I loveabout small market radio is
that when they plug us, yeah,there's some canned stuff in
there.
You know, hey, check out theguys at Dayton Barns and also
Billings.
But I can't tell you how manytimes I've been listening to the
radio live and heard your dadgo into man.
You know, those guys are atDayton Barns and also and they
(12:56):
give you this like rallying crythat is straight from the heart,
straight from the hip theseguys are live in the studio
broadcasting.
And you know, for those of youwho are in the Ohio area, for
sure, if you listen to Bluegrassmusic, you've heard of Joe
Mullins and the Radio Ramblers.
You have heard of DailyInvencing, you've heard of WBZI
Radio and that's who we're withtoday is Daniel from WBZI Radio.
(13:19):
Daniel, give the audience alittle bit more on our
background.
I think that peopleunderestimate.
They really underestimate howmuch a relationship can grow.
Daniel (13:31):
Yeah, you mentioned those relationships and before I
dive into our relationship,that's one thing that radio
brings to the table,particularly folks that do it
the old school way, that havethose live personalities in the
studio.
That it's not all.
Just you know, cannedprogramming is we as the on-air
(13:51):
personalities serve as theconduit or the introduction for
relationship between our clientslike Dayton Barns and all steel
buildings and our listeners, nomatter where they're at, who
they are.
Our relationship with ourlisteners in turns kind of helps
build a relationship betweenour potential customers for
y'all.
When we can tell folks, hey, ifyou call Jared at Dayton Barns
(14:17):
and All Steel Buildings, he'sone of us.
He listens to Doyle, Lawson andDaly and Vincent and knows what
you're talking about.
That right there automaticallyis a huge touch point.
That's one thing that made mypapaw on radio so successful
when he first came to the MiamiValley of Ohio.
Miami Valley of Ohio,southwestern Ohio, had a lot of
(14:38):
manufacturing jobs after WorldWar II, and not just Dayton and
Cincinnati but places likeMiddletown and Springboro and
Fairborn and Hamilton and therewas an Appalachian migration
that's been studied bysociologists ever since then of
people coming from the hills andhollers of Kentucky and
Tennessee and West Virginia andmoving to places like
(15:00):
southwestern Ohio but alsoplaces like Detroit and
Pennsylvania, to find goodpaying factory jobs.
So, they didn't have to work inthe mines or work in the fields
and they thank goodness, theybrought their music with them,
created a bustling bluegrassscene in some of these pockets.
Southwestern Ohio's bluegrassconnection is referred to as
(15:20):
industrial strength bluegrassbecause they came for the
industry but they brought theirbluegrass and it had that kind
of edge to it.
A lot of great historicrecordings from great bluegrass
stuff like Flat and Scruggs'Foggy Mountain Breakdown was
recorded in Cincinnati, Ohio, inthe same studio that Hank
Williams recorded I'm soLonesome I Could Cry, and
everybody knows that one.
So it created these mediamarkets as well.
(15:44):
And when people started figuringout trying to connect to these
homesick hillbillies instead ofjust looking down their nose at
them as they had been want to dowith these strange people that
talk different and had differentcustoms coming to their
communities, once people inmedia started figuring out how
(16:04):
to connect their businesses tothese folks, it really made a
big, big difference.
And so when Papaw started onthe air at WPFB in Middletown,
him being able to tell folks,hey, you know so-and-so at this
car lot is from such-and-suchholler in Kentucky and are
(16:26):
different sorts of jargon toconnect and continue to build
those relationships I mean,people still talk about it, yeah
, that's, that's where it goes.
I mean being able to to havethose relationships.
You know, you and I.
You started attending ourbluegrass festivals with your,
your mom to see folks like Dalyand Vincent and Doyle, Austin
(16:49):
and Rhonda, Vincent and theGraskills and the Cherry way, um
, and it even, uh, it even wasreally cool in um, I guess it
was 2011, maybe 2011.
Uh, you guys, uh, theinternational bluegrass music
(17:10):
association's big annual awardshow, a business conference, was
in Nashville and you guys hadmentioned something about maybe
being interested in going to theaward show and dad just so
happened to have an extra pairof tickets next to he and I, so
we gave them to you and your mom.
And it was a really funexperience.
The Ramblers were evennominated for an award that
(17:31):
evening.
They were kind of just startingout on expanding their music
nationally.
So yeah, ever since then, youknow, it's always been great.
We've had similar tastes inmusic and always got along, you
know, not just brothers inbluegrass but brothers in Christ
as well.
So always have a great, uh,faithful conversations and uh,
so, be, able to when you had theopportunity to work with Dayton
(17:52):
Barns and all still buildings.
It was just at first, I thinkit.
It worked out great for you tocome bring the sheds, just so
you had an excuse to come to thefestival and get paid to do it.
I think right yeah yeah, yeah,it was.
Jared (18:04):
You know we started off with and again, this is how
things grow right.
We started off as a singlebooth space and Daniel did a
really good job of getting usplugged in, getting us a really
next level spot, and then fromthere it was.
We went back again.
We kept seeing success, we solda couple of buildings and then
from there it was like, well,you know, why don't you guys try
out actual get on the radio now.
And I got into that.
(18:25):
You know.
I want to give a quick shoutout and plug Industrial Strength
Summerfest coming up.
It's going to be July 17th,18th, 19th at the Greene County
Expo Center in Xenia Rhonda,Vincent, Joe Mullins and the
Radio Ramblers, the MalpassBrothers, the Graskills, many
more coming to you.
If you are in the market for acouple-a-day trip, you might
(18:49):
have went to the MAC.
I think this is a really goodreplacement for the MAC.
The Green County Expo Center isa beautiful place to be.
It is a great place.
Daniel (19:03):
It's an easy drive right off of 35, not too far from
basically 35 and 68 kind ofintersection there, 35 and 68
across in Xenia.
So yeah, if you're travelingRoute 68, it's just a half mile,
maybe I can tell you, I cantell you Great camping
facilities there.
Jared (19:19):
Yeah, Dayton Barns and all still buildings will be
there.
The Steel Kings, myself andEric will probably make an
appearance at the IndustrialStrength Summerfest July 17th
18th and 19th at the GreenCounty Expo Center,
industrialstrength.
com for folks that areinterested.
Yeah, there you go man, yeah,and I want to touch back to what
(19:41):
you said because if there isanybody listening that's
interested in learning more,there is an industrial strength
book that has an outline ofSouthwestern bluegrass history.
There's also an album that yourdad helped curate that won an
IBMA award for musical event ofthe year.
Is that it?
Daniel (19:57):
actually won a couple.
So the album was released.
Industrial strength bluegrassSouthwestern Ohio's musical
legacy was released actually bythe Smithsonian back in 2021.
Okay, and it's celebrating thebluegrass history of
Southwestern Ohio by bringingnot just folks and hall of Fame
(20:20):
legends connected to that legacybut also some of the top music
makers of today who wereinfluenced by the music that
came out of this region.
So the project is fantastic.
It features Vince Gills onthere, Leanne Womack, the
Graskills, Dahlia Vincent, whowe have mentioned a few times,
Rhonda Vincent's on there, MoPitney Mo Pitney's, great
(20:43):
country music maker, the Isaacs,the Oak Ridge Boys, joe Mons
and the Radio Ramblers, Doyle,Austin and Quicksilver, Jim
Lauderdale, high Fidelity I meanthe list goes on and on.
Great project.
It won album of the year in2021.
And I had the opportunity, inaddition to album of the year in
2021.
And I had the opportunity tobeing an assistant producer on
(21:04):
the project, to write the linernotes for the original album.
And then the album was sosuccessful that the Smithsonian
Folkways team wanted to do aexpanded vinyl edition, which
was really cool.
It was released last year andwhat they did is it's a two LP
set I should have.
I'll have to snag it over here,maybe show it to.
Is, um, it's a two LP set, um,I should have.
I'll have to snag it over here,maybe show it to you.
I see it, I'm looking at it onthe shelf but it's got, it's a
(21:25):
two.
LP set and features um somearchival recordings of some of
the original artists, of folksthat were connected to the
bluegrass scene in SouthwesternOhio.
Features a recording from LarrySparks and from Dave Evans,
from Red Allen and the Allenbrothers.
There's a recording of the hotmud family on there and the boys
(21:46):
from Indiana, the traditionalgrass.
It's a really cool project andso, with the expanded track
selection and with the kind oflegacy that had transpired since
the album was released, theywanted me to do some expanded
liner notes for that project andthose received liner notes of
the year honors last year at theIBMA Awards as well.
Ibma is International BluegrassMusic Association.
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Jared (23:29):
Yeah, man, I have been so impressed with what you've been
able to do in really brandingyour family's history alongside
of the history of Southwest Ohiobluegrass and then tying in so
you guys have actually gottenkind of the stamp of approval
from the state of Ohio.
You know WBZI and these musicfestivals have become a focal
(23:51):
point for the state.
Daniel (23:53):
Yeah, the success of the music festivals has really been
noticed by Ohio tourism.
Our Industrial StrengthBluegrass Festivals have won
IBMA Bluegrass Event of the Yeartwice.
The festivals themselves havebeen going on for over 20 years.
They were originally known asthe Southern Ohio Indoor Music
(24:14):
Festival.
Once we kind of passed COVIDand with the excitement of the
Industrial Strength Bluegrassbook that was released by
University of Illinois Press andthe Industrial Strength
Bluegrass album fromSmithsonian's Folkways, we
decided to kind of capitalize.
Covid was a little risky but itis paid off.
So Thursday, Friday andSaturday that the state of Ohio
(25:00):
tourism has been a great partnerin presenting our festivals and
on our network as well, lettingfolks know that Ohio really is
the heart of it all so they canvisit Ohio.
org and learn about all sorts ofgreat experiences available
when folks visit the BuckeyeState, sorts of great
(25:20):
experiences available when folksvisit the Buckeye State.
We've had visitors at ourfestivals from dozens of states,
multiple foreign countries.
I know just in the last fewfestivals we've had people
attend from Alaska and Spain andLas Vegas and all over Texas.
We have a huge contingency thatcomes from Canada.
So yeah, we've had.
We've had people from Asia.
(25:41):
So yeah, it's a.
It's a really unique time.
It's a.
It's a great, first class event.
This will be our first outdoorfestival this summer, so
everybody needs to come out.
So, it's a rousing successbecause we're really excited
about it.
Jared (25:52):
Yeah, again, July 17th, 18th, 19th at the Green County
Expo Center.
I can't stress enough to you.
So, Daniel, one thing about usthat you don't know and I think
I might've told you offline butwe service a lot of the Plain
community, a lot of those folksthat you know Amish, Mennonite,
things like that.
This is music that's going tobe right up your alley too.
(26:13):
These are, you know, these arevery welcoming family-friendly
events.
These are very welcomingfamily-friendly events.
A lot of gospel music.
Majority is going to bebluegrass, obviously, but we get
into some country and stufflike that too.
But I can tell you, if you'reconsidering a trip this summer
July 17th, 18th and 19th there'scamping, there's plenty of
lodging nearby, you're close byto Dayton, you're close by to
(26:36):
plenty of attractions make itworthwhile.
Stop by the Green County ExpoCenter for the Industrial
Strength Bluegrass Summerfestbrought to you by the guys over
at Real Roots Radio.
I can tell you, man, we havehad Just this past festival.
Daniel (26:53):
We had a family of.
I'm not sure if they were Amishor Mennonite so I can't say
specifically, but yeah, we'vehad a lot of Amish and Mennonite
visitors in the past that haveenjoyed our event Because it is
family friendly, because thereis a great combination Of
bluegrass and country and gospel.
One thing that's great, too, onbringing the family Is kids 16
(27:16):
and under are free and youngadults 17 to 25 Get in half
price with a with a validstudent ID.
So, uh, we want we want peopleto come.
We want people to bring youngpeople and I'll tell you one
more thing about the youth too,that we have excited to present
over the recent years, if we, ifwe have increased some
programming for youth, we havehad partnerships with dollar
partners, Dolly Parton'simagination Library, where some
(27:39):
of the different entertainers orfriends of the festival will
read storybooks to kids and makememories that have lasted a
lifetime.
You know Rhonda Vincent's inher big shiny pink dress, grand
Ole Opry star sitting down onthe floor with the kids reading
them.
A storybook ago where he hadAnnabelle Smith, who was about
(28:01):
six or seven, kind of host, aQ&A, where only the kids could
ask Ricky any question that theywanted, which was really
generous of him to have thattime with the youth.
But yeah, we want people tobring their kids and grandkids
and a great facility like GreenCounty Fairgrounds and Expo
Center.
They have great camping.
It'll be a lot of fun.
Jared (28:17):
That's the best part about working with you guys and
getting to know you guys betterover the years.
You know from a personal levelto a business relationship If
you guys are considering workingwith someone.
I never knew to which theextent that Daniel had his
tentacles out into the world.
I never knew how widespread youknow, at the time it was
(28:39):
classic country radio, wbzi, itbecame Real Roots Radio and now
it's this generational movementwith industrial strength and
they're tying in all theseavenues of things that you know
for me.
If you look at me, you are notthinking he listens to bluegrass
music.
But that's the thing about meand Daniel is we don't just
listen to bluegrass, we listento country, I listen to rock, I
(29:00):
listen to rap, I listen to allof it.
I don't find much music that Idon't find to be fulfilling to
me.
I like it to be wholesome, Ilike it to be a little bit, you
know, clean.
You know in nature.
I'm not into anything that'sderogatory or anything like that
, but I can tell you the guysover there at Real Roots it's
going to be a big time.
I can tell you we're going tohave a blast.
(29:20):
We'll be out there.
Daniel, tell me a little bitabout what you do for your
customer, meaning somebody likeme.
When you bring somebody in, howdo you explain radio
advertising?
Because I want to tie that intoas we finish up.
(29:41):
This time I want you to give mea pitch and I want you to give
the listeners a pitch on whatradio can do for them and for
their business.
Daniel (29:47):
Well, to harken back to something I said earlier, we can
help build that personalconnection with the listener
right off the bat.
When they're listening to theradio and they're listening to
us speak, it's a one-on-oneconversation and we our most
effective form of ads, are livead lib on air endorsements.
(30:08):
There were it's kind of a loststart.
There's not a lot of radiostations that do those anymore.
They are out there though andthey are the most effective,
like when you're listening toand a great example though.
And they are the most effective, like when you're listening to
and a great example is.
And they don't do them to thedegree that we do.
But so people kind of have alittle bit of an idea.
You know, when you're listeningto a ball game on the radio and
(30:29):
the announcer will take thetime to, in the flow of the game
, mention a sponsor.
That's one level.
We take it to another levelwhere it's not just a quick
mention sponsor.
That's one level.
We take it to another levelwhere it's not just a quick
mention, it's a personalendorsement or pitch,
introducing folks to the peoplethat run the business or telling
them about their products orservices.
My papaw was the master atthose.
(30:52):
He had so much personality inthe commercials that there were
people that would tune in to hisprogram just to hear the
commercials because he made themthat memorable.
And that's something that wecan do, you know.
We can make them memorable towhere they stand out and you're
thinking about them later.
But one thing that's great is,in addition to being able to
(31:13):
communicate your message to ouraudience, in a niche market like
Bluegrass and Classic Country,which that's what our network
specializes in, we do have a lotof clientele that either aren't
on social media or, if they are, they're not on social media
nearly to the degree of otherfolks, and that's for us, as far
(31:37):
as for advertising, that's ourbiggest competitor, honestly, is
social media?
People say well, I can justspend money with Meta and XYZ.
Well, it's not the same.
It's not the same, it's notthat personal connection, and
there's a whole world of clientsout there that you are not
(31:59):
reaching if you're only focusingon one media stream.
It needs to be part of a plan,like a part of a comprehensive
plan.
I'm not saying nothing againstrunning social media ads, but if
that's all you're doing, you'rereally missing out on a lot of
customers out there that aren'tusing that medium, that aren't
on that platform, aren't usingthat medium, that aren't on that
platform.
The other thing I can tell you,though, is the average amount of
(32:23):
times you need to see or hear a, or connect with a message
before you make an action,before you go to their website,
before you give them a call,before you click on something.
The average number of touchpoints before something happens
is seven, okay, seven.
(32:44):
You're going to need to hear amessage, or see a brand or
whatever, seven times.
So two things.
One, in addition to reachingpeople that you wouldn't be able
to reach on social media bybeing on radio, we can help you
run your social media ads moreeffectively, because we are
helping people get to that seventouch points quicker.
Someone hears it on the radioand then sees it on their social
(33:06):
media stream.
What do you think?
Are they going to be more orless likely to keep on scrolling
or click your ad?
So, um, in a nutshell, that'ssome of the perks that radio
particularly done the live way,full of personality that's one
reason you've probably heard meuse the term on air personality
more so than disc jockey.
(33:26):
Disc jockey implies that allyou're doing there is is playing
records, and that's not whatwe're doing.
We're an on air personality.
The emphasis on thatpersonality, which is that
unique text, that's whatseparates us from listening to
just like Spotify, is that thereis a personality there that is
(33:46):
connecting with the audience,that you have a relationship
with and that can tell you aboutthe song you're listening,
provide some context, talk aboutwhy they like it and also talk
about how terrible the Redsplayed or whatever.
So being able to have thatpersonal connection is really
important and that's one thingthat, just like our relationship
(34:10):
, would foster into a businessrelationship.
It's the same thing.
Our relationship with ouraudience helps, fosters business
connections all over the MiamiValley and beyond.
Jared (34:20):
I can tell you.
I want to add one thing to whatyou said and one thing that
I've learned with advertising onthe radio, specifically with
WBZI.
I can tell you what my corecustomer is a landowner who is
probably 35 years old plus thathas a little bit of money or a
little bit of a monthly incomethat they can burn on a wood
(34:42):
shed or steel building.
Most of the people who arelistening to this know steel
buildings are very often adesire more than a need.
They're a want more than a need.
Same thing with a shed.
Sheds are a little bit morecommonly a need than a steel
building.
But certainly we are veryinfrequently going to be working
(35:03):
with someone who absolutely hasto have what we sell.
We need to be in a disposableincome type of situation and I
can tell you the curated contentand do your research.
You're going to know who yourtop radio stations are in your
area.
If you're working with somebody, like Daniel said, on Clear
Channel or iHeart, more power tothem.
(35:23):
They're a big nationalconglomerate.
They do millions and millionsof dollars in advertising and
sales and all that not takinganything away from that.
But these are on-airpersonalities who are giving
live testimonials.
They're talking about what'sgoing on outside.
Hey, it's raining here in theDayton market today.
Make sure you grab an umbrellawhile you're at it.
Check out the guys over atDayton Barns and All Steel
(35:45):
Buildings.
They'll help you out with yoursheds.
They can ad-lib on the fly andI've heard them do it and I can
tell you we have reaped thebenefits from curating a
(36:06):
relationship with our what Iwould say is the best small
market regional radio station inour area.
Going away in an industry thatis changing every day, the more
plug and play you get withSpotify and Sirius XM and Apple
Music and whatever else is outthere, this is something that
think about your core customer,that 35-plus-year-old that
drives a late model ChevroletMalibu and has an AM FM radio
(36:31):
and no Bluetooth withconnections, and that's what we
(36:53):
are targeting when we work withthe guys over at bzi um.
I want to give one more shoutout.
I want to, first of all, Daniel, thank you so much, man.
I'll add something to you realquick if you don't mind.
Give me something, give me,give me something you mentioned.
Daniel (37:07):
you know the difference between working on someone like
a, like a niche radio format orsmall market local network yeah,
like real rich radio comparedto something like clear channel
or something like that.
And I think when we talkedabout this, when you mentioned
having me on, if you're tryingto hit a target, you know we are
the difference between tryingto hit your target with a fire
hose and hitting it with asquirt gun like it.
(37:29):
If you can find somebody thatcan hit that target specifically
, um then it's, it's a lotbetter for you in the long run.
Sometimes it might be greatthat.
Let's put it this way.
My dad, when he first startedReal Roots Radio, he went to the
biggest car lot in town it'sKey Chrysler.
They're still on the air and hewent and talked to the owner at
(37:52):
the time.
The late Terry Tobey gave himhis pitch and the first question
Mr Tobey asked was how manylisteners do you have?
And dad said you're asking thewrong question.
He said if I only have five,but I can convince three of them
to buy their next car from keyChrysler, would that answer your
question?
And he signed, signed, signedon the spot, right there, cause
(38:13):
that's what it is.
It's that connection and theloyalty factor is something else
that is unique about our radionetwork, our genre and our niche
.
Jared (38:27):
I can tell you that's a true statement.
There's nobody that's loyal likeBluegrass.
Gospel listeners Bluegrasscountry.
Daniel (38:37):
They ride alongside of you.
I talked to a listener just theother week who lived in
Springfield.
I think he's relatively newerlistener.
It's somebody that I hadn'theard from before.
Let's put it that way, yeah,and but we have heard countless
stories like this where theysaid we appreciate what you do
on the radio, we appreciatehaving an outlet to hear this
(38:57):
sort of music.
That he drove two having anoutlet to hear this sort of
music.
That he drove two counties awayto go get a cup of coffee at a
place that we talked about, theLumberton general store.
He continued his trek evenfarther from home to go to a
place called Alma's attic inWilmington.
That is a is an antique storethat we promote.
(39:18):
Talked about the blanket thathe bought there and how it's
kept him warm over those lastcouple months.
How cold it is.
He also talked about how he wentto a business that's a couple
blocks from our radio studiothat's still a county away from
where this guy lives calledXenia Shoe and Leather, because
we talked about how they, inaddition to selling boots and
leather goods, that they will dorepairs on a lot of different
(39:40):
things.
He said he brought in a poolcue stick case that needed
repaired.
He'd had it repaired someplaceelse.
They did a crappy job.
It broke in two or three weeksand he said man, I brought it
there, they fixed it for me andhe goes.
I don't think I could tear itup if I tried.
He goes and they gave me a fairprice for how great the work
and the craftsmanship was.
(40:00):
That one guy went to threedifferent sponsors that weren't
even in his county because heheard about them on the Real
Reads Radio Network, because heappreciates what we do and
wanted to support us bysupporting our sponsors.
And that's something that I'lltell you right now.
There is not a knock on wood,or I would be shocked if there's
(40:23):
a listener of Spotify or clearchannel on the planet that has
that sort of loyalty Now, maybeon specific shows or specific
podcasts, you know, even some ofthe bigger ones maybe.
but like and that's not how yougo to their website, that is
driving out of their way.
Out of their way?
(40:44):
Yeah, drive, that's the thingyou know.
If we can convince someone todrive past eight other car on
the way to the one that wepromote, that's that's, that's
power in advertising, and that'ssomething that small market
radio can bring if it's theright customer base with the
right format.
Jared (41:02):
Y'all are listening to us on a podcast, some of y'all are
listening to us on a callservice, but think about how you
process what we say.
So you know you guys.
Obviously I want to give aquick shout out to you at the
end as we wrap up our partnersover at the shed geek podcast
network, our partners over atshed geek marketing but think
about how long you've listenedto Shannon talk about the
(41:23):
products and services that havehelped him and helped our
industry move forward.
Think about how serious youtake our partners the guys over
at Shed Hub, the guys over atIdea Room, the guys over at Shed
Pro I mean, you name them.
We've worked with them and wewouldn't give you any bad advice
, because if we give you badadvice, you're going to come
knock on our doors.
(41:43):
Um, you know, Daniel, I can tellyou this has been an absolute
blast.
We got to do it again.
We got to talk more about music.
We got to maybe do a podcastfrom one of the festivals.
We got to get this out to thepeople, because I can tell you,
if you're not checking out theguys over at WBZI, they've got a
national platform, they've gotan app.
(42:04):
If you guys are sittingsomewhere not within their
earshot of their terrestrialsignal on the three FM bands,
the three AM bands.
Check them out.
Real Roots Radio app, probablyavailable in the iTunes store or
the Google Play store.
I'm not really sure I don'tkeep up on that stuff.
I'm not really sure I don't keepup on that stuff.
I'm not techie, but I can tellyou I'm going to give.
Yeah, I'm going to give one moreplug.
(42:24):
I'm going to pull this up, so Iwant to.
I want to give this a fairshake because I can tell you,
July 17th, 18th and 19th we aregoing to be at the green County
expo with Daniel, with the guysover at Real Roots Radio for the
Industrial Strength BluegrassSummerfest, headlined by Rhonda
Vincent, Joe Mullins and theRadio Ramblers, the Milepats
Brothers, the Graskills, junior,sists, Cody Norris, Larry
(42:47):
Stevenson, Kenny and AmandaSmith, many more for that, three
days Camping's on site.
Let me know I'm Jared at DaytonBarns.
He's Daniel at Real Roots Radio.
I can tell you, Daniel, Ireally appreciate the time today
.
Daniel (43:04):
My friend, I really do.
I appreciate you having us andyeah, the lineup for our
festival is great.
Rhonda Vincent, Grammy Awardwinner, she's a member of the
Grand Ole Opry.
The Malpas Brothers have theirown television show on RFD TV,
the Graskills man.
They've toured with everybodyfrom Dolly Parton to Hank
Williams Jr and more, and just agreat variety of bluegrass and
country gospel entertainmentSomething for the whole family.
(43:28):
A lot of great tastes in music,a lot of great tones and songs
and sounds.
It's going to be a wonderfulfamily-friendly time in Xenia
and I'm so glad to have DaytonBarns and All Steel Building
support what we do with ourIndustrial Strength Bluegrass
Festivals but what we do yearround on the Real Reads Radio
Network.
It's such a great partnershipand it's really worked out great
for both of us.
(43:48):
I appreciate you having me onthe Steel Kings podcast, man.
Jared (43:52):
Absolutely, man.
As always, guys, I'm going tosay goodbye for Eric.
He'll be back on the next one.
I'm Jared.
This is the Steel Kings podcast.
Check us out next Monday.
We're going to have another hottopic.
We might get into somethingsteel building related.
You never know.
I might have another specialguest.
One more time for the guys outat WBZI we appreciate you and we
(44:12):
will see you guys next week.
Hey guys, what's up?
This is Jared, with the SteelKings podcast coming at you with
another episode.
I am going solo today, but I'mgoing to bring in a special
guest here in a couple ofminutes.
Eric is out on a job site so heis out working this week, but I
am here with you.
We are going to be interviewinga special guest today, a really
(00:51):
good friend of mine.
We have known each other 10, 15years at this point.
We've done some businesstogether.
We've had some fun timestogether.
We are going to get into ithere.
We are going to be talking toDaniel Mullins.
He is a host and a specialguest for us today.
He is with WBZI Radio in Xenia,Ohio.
(01:13):
They are Real Roots Radio.
I'm not going to waste any moretime.
I'm going to go ahead and bringin Daniel to the Steel Kings
podcast here today.
Daniel, how are you doing today, my friend?
Daniel (01:24):
I'm doing great Thanks for having me on the Steel Kings
podcast here today, Daniel.
How are you doing today, myfriend?
I'm doing great Thanks forhaving me on the Steel Kings
podcast Jared.
Jared (01:28):
Yeah, man, I've really been looking forward to this.
As I said here just a coupleseconds ago, we have been
friends for a long time.
We have had some good times,we've run around together, we've
grown up together.
Really, we've both watched eachother go in directions you on
the radio, me here with SteelBuildings and Wood Sheds and
other avenues over the years,but certainly finding my groove
(01:50):
here in the woodshed and steelbuilding industry.
Tell us a little bit about you,man.
Tell us where you come from.
Tell us a little bit about RealRoots.
Tell us about Daniel.
Daniel (02:00):
How's that?
Oh man, that's a big question.
I'm Daniel Mullins.
I work here at Real Roots Radio.
I'm actually a third generationradio broadcaster.
My grandpa, Paul Moon Mullins,was a beloved on-air personality
for 45 years.
(02:21):
He's also a great bluegrassfiddle player as well for 45
years.
He's also a great bluegrassfiddle player as well and he's
actually was posthumouslyinducted into the Bluegrass
Music Hall of Fame just a coupleyears ago for his work both on
the fiddle but especially hislegendary bluegrass broadcasting
career.
He didn't just play bluegrassmusic but made a huge impact in
(02:42):
that genre.
My dad, joe Mullins, is a banjoplayer and a broadcaster as well
on radio.
So, I kind of followed in theirfootsteps, been on the radio
Gosh, I think this makes 15years, which is kind of hard to
believe.
So yeah, I am from a small towncalled Cedarville, Ohio.
(03:03):
It's kind of between.
It's not far from Dayton I knowwe have Dayton barns and all
steel buildings.
It's in the Dayton area.
It's in the Miami Valley.
It's in Southwestern Ohio, kindof between Cincinnati and
Columbus.
I guess you could say but yeah,my father started bought his
first radio station in the mid90s after he and my grandpa had
(03:26):
a successful touring bluegrassband for many years.
Around 95 he bought wbzi inxenia and the lord's blessed him
over the last 30 years.
Hard to believe it's the 30thanniversary of him taking over
that endeavor, um, but uh.
It is grown into a network of 3AM signals, 3 FM signals and a
(03:48):
popular app and online stream aswell.
Collectively, our radio networkof WBZI, wkfi, wedi is known as
Real Roots Radio, so you cancheck out realrootsradio.
com and download the free RealRoots Radio app.
You can take us on the go onyour smartphone or tablet.
You can even ask your smartspeakers now to play Real Roots
Radio, which is pretty wild.
So I've been on the air forabout 15 years.
(04:12):
My first program was on Sundaynights, 10 pm to midnight just
that bustling time when everyoneis tuned in 10 pm to midnight
on Sunday.
So I was on at that time for areason, but it's been a great
time.
Now I'm on in the AM.
Now I'm on 10 a to noon everyweekday playing music and then
(04:34):
host a fun call-in show as wellafter that.
So yeah, it's been a wild ride.
And radio is a unique marketmedium.
It's really personal, reallyintimate, um, but uh, as Eddie
Stubbs would say, the legendaryuh radio broadcaster on wsm out
(04:55):
of Nashville for many years andoperate announcer for many years
before he retired.
He told me when I was incollege.
He said, son, being a countrymusic disc jockey, it's kind of
like being a typewriterrepairman there's a demand but
not like there used to be.
So, it's been exciting to kindof see how we have evolved over
(05:16):
the last several years to breakinto new markets and new mediums
and try new things and see themgrow with what we do in radio.
Jared (05:25):
Well, I think that brings up a good topic here.
So, if you're listening to thispodcast, you're obviously in
the shed business, the steelbuilding industry.
You are wondering why am Iinterviewing Daniel?
And I think really, what I'mbringing to the table today is
an example of what we do atDayton Barns.
So, for those of you listeningfor the first time, I'm one of
(05:46):
the owners Eric's, the otherowner and operator of Dayton
Barns and all steel buildings.
We do this podcast, and I wantto give a quick shout out to our
headline sponsor, the team overat J money.
They will give you all thefinancing help that you can use
in the home improvement space.
They will help you out withyour sheds, your metal buildings
, whatever you need.
Contact the team at J Money.
They are happy to help you.
(06:07):
Joel, Katy, the whole team, wereally appreciate them.
Being the studio sponsor for theSteel Kings podcast, I can tell
you from my point of view,networking your business to the
next level requires effort.
Right, Daniel and I thinkthat's where Daniel comes into
play with Dayton Barns and AllSteel Buildings comes into play
(06:27):
with Steel Kings is that weutilize advertising services
with WBZI, wkfi and WMedia, andwe've done that now for I'd say
a little over a year.
I mean we.
So one of the things, one ofthe things that we do locally
here.
So, we're in Urbana, we'reprobably about 35 minutes North
of where Daniel is in Cedarville, and then another maybe 10, 15
(06:50):
minutes North of Xenia where theradio station is, and then
another 25 minutes South.
We go to Wilmington where wework together.
Daniel puts on a great show.
The team over there at RealRoots they do the industrial
strength bluegrass festival inNovember every year and that is
a big time.
We like to go there, great show.
The team over there at RealRoots they do the Industrial
Strength Bluegrass Festival inNovember every year and that is
a big time.
We like to go there and have agood time.
(07:10):
Last year we took I don't knowfive, six sheds.
We had them parked all over theplace.
They gave us plenty of room,gave us plenty of opportunity to
advertise our business and Ican tell you, if you're sitting
there and again, call to action,right, I give you guys a call
to action every week.
If you're sitting in a smallmarket and you're wondering
where your customers are, maybea good time to check with your
(07:31):
local radio station.
There are still a lot of reallygood local, curated radio
stations out there, real RootsRadio being probably our best
local radio station to reallytarget our.
You know, Daniel brought me anice media packet.
You know, even the smallest ofradio stations have a media
packet.
They can walk you throughexactly who, what, where, why,
(07:53):
all the how behind, who'slistening to the product.
And then those customers oftheirs who listen to their
content then become customers ofyours and I can tell you
firsthand as an advocate forsmall market radio and really
I'm cutting them short they havean online platform that gets
out to thousands of listenersacross the United States.
(08:14):
They have a following that ismuch bigger than I'm giving them
credit for, and that's why I'mbringing them to the podcast
today, because not only do Iwant to give them a platform to
maybe talk to you guys, maybegive you an opportunity to
advertise, but also just call toaction to say contact your
local radio station.
They're still out there andthere are a lot of people who
still listen to terrestrialradio, am FM, and get all of
(08:39):
their drive time listening tosomebody like Daniel.
What?
Daniel (08:41):
do.
You see, and you're so righttoo, because radio it's such an
intimate form of mediaconsumption where the host or
the on-air personality likemyself, my dad or any of our
great team here they're speakingdirectly to that listener.
That's pretty unique.
Radio is still.
(09:02):
I know that, of course,smartphones are great's great.
I mean, I love my apple music,don't get me wrong and I listen
to tons of podcasts, uh, but themost likely medium that someone
is going to listen to in theircar is radio.
Like period it's.
It's still number one for whatthey're going to flip on when
(09:24):
they're in their car is radioalso, um, I have to get the
exact stat the average personstill spends thousands of hours
of year listening to the radiospecifically.
Um, so that is still, uh, it'sstill a great endeavor to a
great space to inhabit if you'relooking to connect with
(09:47):
customers and connect withclients.
And one thing that we do that isdifferent than your larger kind
of clear channel radio networkslike an iHeartRadio or
something like that, where RyanSeacrest is heard in 50 states,
which is great, good for him.
One thing that's unique that wedo is, because you mentioned,
(10:09):
check with that local radionetwork.
They're going to be plugged inwith the community.
They're going to be able tospeak to your customers directly
in your area and in yourbackyard, and their backyard
probably needs a shed or a steelbuilding.
So being able to have someonethat can speak to them directly
makes a huge difference.
And steel buildings it's aniche market.
(10:31):
Radio is a niche market as well, so finding where those can
intersect can make a hugedifference.
Jared (10:39):
I can tell you we've talked about this a lot on the
podcast over the last fewepisodes about building
relationships and maintainingthose relationships.
Daniel and I met, probablythrough your dad yeah Gosh, I
would say it's at least 15 yearsago.
I think he had just started onthe radio, something like that,
and at the time I was reallygetting back into bluegrass.
(11:02):
My family was really intobluegrass music growing up and I
had left the back intobluegrass.
My family was really intobluegrass music growing up.
I had left the genre for awhile but Daniel and I connected
as kids.
Really we were youth at thatpoint, really just getting into
our grooves Daly and Vincent,Doyle, Lawson and Quicksilver, a
lot of the bands that I grew upon and still follow to this day
(11:23):
.
Daniel helped me makeconnections at a young age.
They, you know, obviously hadhim at the festival and stuff
like that.
And we've built thisrelationship now where, in
tandem, our business interestsnow intersect and have created
this really good relationship.
And I think that you know, forthose of you that are listening,
that are thinking, well, youknow radio, you know it's kind
(11:45):
of old school.
I can tell you, Daniel came toour grand opening event at our
Brookville lot last year and webrought in I don't know 25, 30
new customers, most of which,some of which were actually
listening to the broadcast liveand went out of their way to
stop just to say hi.
Daniel (12:04):
And for folks that don't know where their Brookville
location is, that's thedestination, right, you know.
Jared (12:10):
That's right.
Daniel (12:13):
It's hardly in a bustling metropolis here where
people you know it's not next toa Chipotle or anything.
That's right.
That's right.
Yeah, they went out of theirway to go there and it was a we
got a gas station.
Jared (12:27):
We got a gas station across the street, so we sit at
a major intersection.
Daniel (12:31):
It is a major intersection.
Jared (12:34):
Let me give you this shout out from a customer
standpoint to Daniel what I loveabout small market radio is
that when they plug us, yeah,there's some canned stuff in
there.
You know, hey, check out theguys at Dayton Barns and also
Billings.
But I can't tell you how manytimes I've been listening to the
radio live and heard your dadgo into man.
You know, those guys are atDayton Barns and also and they
(12:56):
give you this like rallying crythat is straight from the heart,
straight from the hip theseguys are live in the studio
broadcasting.
And you know, for those of youwho are in the Ohio area, for
sure, if you listen to Bluegrassmusic, you've heard of Joe
Mullins and the Radio Ramblers.
You have heard of DailyInvencing, you've heard of WBZI
Radio and that's who we're withtoday is Daniel from WBZI Radio.
(13:19):
Daniel, give the audience alittle bit more on our
background.
I think that peopleunderestimate.
They really underestimate howmuch a relationship can grow.
Daniel (13:31):
Yeah, you mentioned those relationships and before I
dive into our relationship,that's one thing that radio
brings to the table,particularly folks that do it
the old school way, that havethose live personalities in the
studio.
That it's not all.
Just you know, cannedprogramming is we as the on-air
(13:51):
personalities serve as theconduit or the introduction for
relationship between our clientslike Dayton Barns and all steel
buildings and our listeners, nomatter where they're at, who
they are.
Our relationship with ourlisteners in turns kind of helps
build a relationship betweenour potential customers for
y'all.
When we can tell folks, hey, ifyou call Jared at Dayton Barns
(14:17):
and All Steel Buildings, he'sone of us.
He listens to Doyle, Lawson andDaly and Vincent and knows what
you're talking about.
That right there automaticallyis a huge touch point.
That's one thing that made mypapaw on radio so successful
when he first came to the MiamiValley of Ohio.
Miami Valley of Ohio,southwestern Ohio, had a lot of
(14:38):
manufacturing jobs after WorldWar II, and not just Dayton and
Cincinnati but places likeMiddletown and Springboro and
Fairborn and Hamilton and therewas an Appalachian migration
that's been studied bysociologists ever since then of
people coming from the hills andhollers of Kentucky and
Tennessee and West Virginia andmoving to places like
(15:00):
southwestern Ohio but alsoplaces like Detroit and
Pennsylvania, to find goodpaying factory jobs.
So, they didn't have to work inthe mines or work in the fields
and they thank goodness, theybrought their music with them,
created a bustling bluegrassscene in some of these pockets.
Southwestern Ohio's bluegrassconnection is referred to as
(15:20):
industrial strength bluegrassbecause they came for the
industry but they brought theirbluegrass and it had that kind
of edge to it.
A lot of great historicrecordings from great bluegrass
stuff like Flat and Scruggs'Foggy Mountain Breakdown was
recorded in Cincinnati, Ohio, inthe same studio that Hank
Williams recorded I'm soLonesome I Could Cry, and
everybody knows that one.
So it created these mediamarkets as well.
(15:44):
And when people started figuringout trying to connect to these
homesick hillbillies instead ofjust looking down their nose at
them as they had been want to dowith these strange people that
talk different and had differentcustoms coming to their
communities, once people inmedia started figuring out how
(16:04):
to connect their businesses tothese folks, it really made a
big, big difference.
And so when Papaw started onthe air at WPFB in Middletown,
him being able to tell folks,hey, you know so-and-so at this
car lot is from such-and-suchholler in Kentucky and are
(16:26):
different sorts of jargon toconnect and continue to build
those relationships I mean,people still talk about it, yeah
, that's, that's where it goes.
I mean being able to to havethose relationships.
You know, you and I.
You started attending ourbluegrass festivals with your,
your mom to see folks like Dalyand Vincent and Doyle, Austin
(16:49):
and Rhonda, Vincent and theGraskills and the Cherry way, um
, and it even, uh, it even wasreally cool in um, I guess it
was 2011, maybe 2011.
Uh, you guys, uh, theinternational bluegrass music
(17:10):
association's big annual awardshow, a business conference, was
in Nashville and you guys hadmentioned something about maybe
being interested in going to theaward show and dad just so
happened to have an extra pairof tickets next to he and I, so
we gave them to you and your mom.
And it was a really funexperience.
The Ramblers were evennominated for an award that
(17:31):
evening.
They were kind of just startingout on expanding their music
nationally.
So yeah, ever since then, youknow, it's always been great.
We've had similar tastes inmusic and always got along, you
know, not just brothers inbluegrass but brothers in Christ
as well.
So always have a great, uh,faithful conversations and uh,
so, be, able to when you had theopportunity to work with Dayton
(17:52):
Barns and all still buildings.
It was just at first, I thinkit.
It worked out great for you tocome bring the sheds, just so
you had an excuse to come to thefestival and get paid to do it.
I think right yeah yeah, yeah,it was.
Jared (18:04):
You know we started off with and again, this is how
things grow right.
We started off as a singlebooth space and Daniel did a
really good job of getting usplugged in, getting us a really
next level spot, and then fromthere it was.
We went back again.
We kept seeing success, we solda couple of buildings and then
from there it was like, well,you know, why don't you guys try
out actual get on the radio now.
And I got into that.
(18:25):
You know.
I want to give a quick shoutout and plug Industrial Strength
Summerfest coming up.
It's going to be July 17th,18th, 19th at the Greene County
Expo Center in Xenia Rhonda,Vincent, Joe Mullins and the
Radio Ramblers, the MalpassBrothers, the Graskills, many
more coming to you.
If you are in the market for acouple-a-day trip, you might
(18:49):
have went to the MAC.
I think this is a really goodreplacement for the MAC.
The Green County Expo Center isa beautiful place to be.
It is a great place.
Daniel (19:03):
It's an easy drive right off of 35, not too far from
basically 35 and 68 kind ofintersection there, 35 and 68
across in Xenia.
So yeah, if you're travelingRoute 68, it's just a half mile,
maybe I can tell you, I cantell you Great camping
facilities there.
Jared (19:19):
Yeah, Dayton Barns and all still buildings will be
there.
The Steel Kings, myself andEric will probably make an
appearance at the IndustrialStrength Summerfest July 17th
18th and 19th at the GreenCounty Expo Center,
industrialstrength.
com for folks that areinterested.
Yeah, there you go man, yeah,and I want to touch back to what
(19:41):
you said because if there isanybody listening that's
interested in learning more,there is an industrial strength
book that has an outline ofSouthwestern bluegrass history.
There's also an album that yourdad helped curate that won an
IBMA award for musical event ofthe year.
Is that it?
Daniel (19:57):
actually won a couple.
So the album was released.
Industrial strength bluegrassSouthwestern Ohio's musical
legacy was released actually bythe Smithsonian back in 2021.
Okay, and it's celebrating thebluegrass history of
Southwestern Ohio by bringingnot just folks and hall of Fame
(20:20):
legends connected to that legacybut also some of the top music
makers of today who wereinfluenced by the music that
came out of this region.
So the project is fantastic.
It features Vince Gills onthere, Leanne Womack, the
Graskills, Dahlia Vincent, whowe have mentioned a few times,
Rhonda Vincent's on there, MoPitney Mo Pitney's, great
(20:43):
country music maker, the Isaacs,the Oak Ridge Boys, joe Mons
and the Radio Ramblers, Doyle,Austin and Quicksilver, Jim
Lauderdale, high Fidelity I meanthe list goes on and on.
Great project.
It won album of the year in2021.
And I had the opportunity, inaddition to album of the year in
2021.
And I had the opportunity tobeing an assistant producer on
(21:04):
the project, to write the linernotes for the original album.
And then the album was sosuccessful that the Smithsonian
Folkways team wanted to do aexpanded vinyl edition, which
was really cool.
It was released last year andwhat they did is it's a two LP
set I should have.
I'll have to snag it over here,maybe show it to.
Is, um, it's a two LP set, um,I should have.
I'll have to snag it over here,maybe show it to you.
I see it, I'm looking at it onthe shelf but it's got, it's a
(21:25):
two.
LP set and features um somearchival recordings of some of
the original artists, of folksthat were connected to the
bluegrass scene in SouthwesternOhio.
Features a recording from LarrySparks and from Dave Evans,
from Red Allen and the Allenbrothers.
There's a recording of the hotmud family on there and the boys
(21:46):
from Indiana, the traditionalgrass.
It's a really cool project andso, with the expanded track
selection and with the kind oflegacy that had transpired since
the album was released, theywanted me to do some expanded
liner notes for that project andthose received liner notes of
the year honors last year at theIBMA Awards as well.
Ibma is International BluegrassMusic Association.
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Jared (23:29):
Yeah, man, I have been so impressed with what you've been
able to do in really brandingyour family's history alongside
of the history of Southwest Ohiobluegrass and then tying in so
you guys have actually gottenkind of the stamp of approval
from the state of Ohio.
You know WBZI and these musicfestivals have become a focal
(23:51):
point for the state.
Daniel (23:53):
Yeah, the success of the music festivals has really been
noticed by Ohio tourism.
Our Industrial StrengthBluegrass Festivals have won
IBMA Bluegrass Event of the Yeartwice.
The festivals themselves havebeen going on for over 20 years.
They were originally known asthe Southern Ohio Indoor Music
(24:14):
Festival.
Once we kind of passed COVIDand with the excitement of the
Industrial Strength Bluegrassbook that was released by
University of Illinois Press andthe Industrial Strength
Bluegrass album fromSmithsonian's Folkways, we
decided to kind of capitalize.
Covid was a little risky but itis paid off.
So Thursday, Friday andSaturday that the state of Ohio
(25:00):
tourism has been a great partnerin presenting our festivals and
on our network as well, lettingfolks know that Ohio really is
the heart of it all so they canvisit Ohio.
org and learn about all sorts ofgreat experiences available
when folks visit the BuckeyeState, sorts of great
(25:20):
experiences available when folksvisit the Buckeye State.
We've had visitors at ourfestivals from dozens of states,
multiple foreign countries.
I know just in the last fewfestivals we've had people
attend from Alaska and Spain andLas Vegas and all over Texas.
We have a huge contingency thatcomes from Canada.
So yeah, we've had.
We've had people from Asia.
(25:41):
So yeah, it's a.
It's a really unique time.
It's a.
It's a great, first class event.
This will be our first outdoorfestival this summer, so
everybody needs to come out.
So, it's a rousing successbecause we're really excited
about it.
Jared (25:52):
Yeah, again, July 17th, 18th, 19th at the Green County
Expo Center.
I can't stress enough to you.
So, Daniel, one thing about usthat you don't know and I think
I might've told you offline butwe service a lot of the Plain
community, a lot of those folksthat you know Amish, Mennonite,
things like that.
This is music that's going tobe right up your alley too.
(26:13):
These are, you know, these arevery welcoming family-friendly
events.
These are very welcomingfamily-friendly events.
A lot of gospel music.
Majority is going to bebluegrass, obviously, but we get
into some country and stufflike that too.
But I can tell you, if you'reconsidering a trip this summer
July 17th, 18th and 19th there'scamping, there's plenty of
lodging nearby, you're close byto Dayton, you're close by to
(26:36):
plenty of attractions make itworthwhile.
Stop by the Green County ExpoCenter for the Industrial
Strength Bluegrass Summerfestbrought to you by the guys over
at Real Roots Radio.
I can tell you, man, we havehad Just this past festival.
Daniel (26:53):
We had a family of.
I'm not sure if they were Amishor Mennonite so I can't say
specifically, but yeah, we'vehad a lot of Amish and Mennonite
visitors in the past that haveenjoyed our event Because it is
family friendly, because thereis a great combination Of
bluegrass and country and gospel.
One thing that's great, too, onbringing the family Is kids 16
(27:16):
and under are free and youngadults 17 to 25 Get in half
price with a with a validstudent ID.
So, uh, we want we want peopleto come.
We want people to bring youngpeople and I'll tell you one
more thing about the youth too,that we have excited to present
over the recent years, if we, ifwe have increased some
programming for youth, we havehad partnerships with dollar
partners, Dolly Parton'simagination Library, where some
(27:39):
of the different entertainers orfriends of the festival will
read storybooks to kids and makememories that have lasted a
lifetime.
You know Rhonda Vincent's inher big shiny pink dress, grand
Ole Opry star sitting down onthe floor with the kids reading
them.
A storybook ago where he hadAnnabelle Smith, who was about
(28:01):
six or seven, kind of host, aQ&A, where only the kids could
ask Ricky any question that theywanted, which was really
generous of him to have thattime with the youth.
But yeah, we want people tobring their kids and grandkids
and a great facility like GreenCounty Fairgrounds and Expo
Center.
They have great camping.
It'll be a lot of fun.
Jared (28:17):
That's the best part about working with you guys and
getting to know you guys betterover the years.
You know from a personal levelto a business relationship If
you guys are considering workingwith someone.
I never knew to which theextent that Daniel had his
tentacles out into the world.
I never knew how widespread youknow, at the time it was
(28:39):
classic country radio, wbzi, itbecame Real Roots Radio and now
it's this generational movementwith industrial strength and
they're tying in all theseavenues of things that you know
for me.
If you look at me, you are notthinking he listens to bluegrass
music.
But that's the thing about meand Daniel is we don't just
listen to bluegrass, we listento country, I listen to rock, I
(29:00):
listen to rap, I listen to allof it.
I don't find much music that Idon't find to be fulfilling to
me.
I like it to be wholesome, Ilike it to be a little bit, you
know, clean.
You know in nature.
I'm not into anything that'sderogatory or anything like that
, but I can tell you the guysover there at Real Roots it's
going to be a big time.
I can tell you we're going tohave a blast.
(29:20):
We'll be out there.
Daniel, tell me a little bitabout what you do for your
customer, meaning somebody likeme.
When you bring somebody in, howdo you explain radio
advertising?
Because I want to tie that intoas we finish up.
(29:41):
This time I want you to give mea pitch and I want you to give
the listeners a pitch on whatradio can do for them and for
their business.
Daniel (29:47):
Well, to harken back to something I said earlier, we can
help build that personalconnection with the listener
right off the bat.
When they're listening to theradio and they're listening to
us speak, it's a one-on-oneconversation and we our most
effective form of ads, are livead lib on air endorsements.
(30:08):
There were it's kind of a loststart.
There's not a lot of radiostations that do those anymore.
They are out there though andthey are the most effective,
like when you're listening toand a great example though.
And they are the most effective, like when you're listening to
and a great example is.
And they don't do them to thedegree that we do.
But so people kind of have alittle bit of an idea.
You know, when you're listeningto a ball game on the radio and
(30:29):
the announcer will take thetime to, in the flow of the game
, mention a sponsor.
That's one level.
We take it to another levelwhere it's not just a quick
mention sponsor.
That's one level.
We take it to another levelwhere it's not just a quick
mention, it's a personalendorsement or pitch,
introducing folks to the peoplethat run the business or telling
them about their products orservices.
My papaw was the master atthose.
(30:52):
He had so much personality inthe commercials that there were
people that would tune in to hisprogram just to hear the
commercials because he made themthat memorable.
And that's something that wecan do, you know.
We can make them memorable towhere they stand out and you're
thinking about them later.
But one thing that's great is,in addition to being able to
(31:13):
communicate your message to ouraudience, in a niche market like
Bluegrass and Classic Country,which that's what our network
specializes in, we do have a lotof clientele that either aren't
on social media or, if they are, they're not on social media
nearly to the degree of otherfolks, and that's for us, as far
(31:37):
as for advertising, that's ourbiggest competitor, honestly, is
social media?
People say well, I can justspend money with Meta and XYZ.
Well, it's not the same.
It's not the same, it's notthat personal connection, and
there's a whole world of clientsout there that you are not
(31:59):
reaching if you're only focusingon one media stream.
It needs to be part of a plan,like a part of a comprehensive
plan.
I'm not saying nothing againstrunning social media ads, but if
that's all you're doing, you'rereally missing out on a lot of
customers out there that aren'tusing that medium, that aren't
on that platform, aren't usingthat medium, that aren't on that
platform.
The other thing I can tell you,though, is the average amount of
(32:23):
times you need to see or hear a, or connect with a message
before you make an action,before you go to their website,
before you give them a call,before you click on something.
The average number of touchpoints before something happens
is seven, okay, seven.
(32:44):
You're going to need to hear amessage, or see a brand or
whatever, seven times.
So two things.
One, in addition to reachingpeople that you wouldn't be able
to reach on social media bybeing on radio, we can help you
run your social media ads moreeffectively, because we are
helping people get to that seventouch points quicker.
Someone hears it on the radioand then sees it on their social
(33:06):
media stream.
What do you think?
Are they going to be more orless likely to keep on scrolling
or click your ad?
So, um, in a nutshell, that'ssome of the perks that radio
particularly done the live way,full of personality that's one
reason you've probably heard meuse the term on air personality
more so than disc jockey.
(33:26):
Disc jockey implies that allyou're doing there is is playing
records, and that's not whatwe're doing.
We're an on air personality.
The emphasis on thatpersonality, which is that
unique text, that's whatseparates us from listening to
just like Spotify, is that thereis a personality there that is
(33:46):
connecting with the audience,that you have a relationship
with and that can tell you aboutthe song you're listening,
provide some context, talk aboutwhy they like it and also talk
about how terrible the Redsplayed or whatever.
So being able to have thatpersonal connection is really
important and that's one thingthat, just like our relationship
(34:10):
, would foster into a businessrelationship.
It's the same thing.
Our relationship with ouraudience helps, fosters business
connections all over the MiamiValley and beyond.
Jared (34:20):
I can tell you.
I want to add one thing to whatyou said and one thing that
I've learned with advertising onthe radio, specifically with
WBZI.
I can tell you what my corecustomer is a landowner who is
probably 35 years old plus thathas a little bit of money or a
little bit of a monthly incomethat they can burn on a wood
(34:42):
shed or steel building.
Most of the people who arelistening to this know steel
buildings are very often adesire more than a need.
They're a want more than a need.
Same thing with a shed.
Sheds are a little bit morecommonly a need than a steel
building.
But certainly we are veryinfrequently going to be working
(35:03):
with someone who absolutely hasto have what we sell.
We need to be in a disposableincome type of situation and I
can tell you the curated contentand do your research.
You're going to know who yourtop radio stations are in your
area.
If you're working with somebody, like Daniel said, on Clear
Channel or iHeart, more power tothem.
(35:23):
They're a big nationalconglomerate.
They do millions and millionsof dollars in advertising and
sales and all that not takinganything away from that.
But these are on-airpersonalities who are giving
live testimonials.
They're talking about what'sgoing on outside.
Hey, it's raining here in theDayton market today.
Make sure you grab an umbrellawhile you're at it.
Check out the guys over atDayton Barns and All Steel
(35:45):
Buildings.
They'll help you out with yoursheds.
They can ad-lib on the fly andI've heard them do it and I can
tell you we have reaped thebenefits from curating a
(36:06):
relationship with our what Iwould say is the best small
market regional radio station inour area.
Going away in an industry thatis changing every day, the more
plug and play you get withSpotify and Sirius XM and Apple
Music and whatever else is outthere, this is something that
think about your core customer,that 35-plus-year-old that
drives a late model ChevroletMalibu and has an AM FM radio
(36:31):
and no Bluetooth withconnections, and that's what we
(36:53):
are targeting when we work withthe guys over at bzi um.
I want to give one more shoutout.
I want to, first of all, Daniel, thank you so much, man.
I'll add something to you realquick if you don't mind.
Give me something, give me,give me something you mentioned.
Daniel (37:07):
you know the difference between working on someone like
a, like a niche radio format orsmall market local network yeah,
like real rich radio comparedto something like clear channel
or something like that.
And I think when we talkedabout this, when you mentioned
having me on, if you're tryingto hit a target, you know we are
the difference between tryingto hit your target with a fire
hose and hitting it with asquirt gun like it.
(37:29):
If you can find somebody thatcan hit that target specifically
, um then it's, it's a lotbetter for you in the long run.
Sometimes it might be greatthat.
Let's put it this way.
My dad, when he first startedReal Roots Radio, he went to the
biggest car lot in town it'sKey Chrysler.
They're still on the air and hewent and talked to the owner at
(37:52):
the time.
The late Terry Tobey gave himhis pitch and the first question
Mr Tobey asked was how manylisteners do you have?
And dad said you're asking thewrong question.
He said if I only have five,but I can convince three of them
to buy their next car from keyChrysler, would that answer your
question?
And he signed, signed, signedon the spot, right there, cause
(38:13):
that's what it is.
It's that connection and theloyalty factor is something else
that is unique about our radionetwork, our genre and our niche
.
Jared (38:27):
I can tell you that's a true statement.
There's nobody that's loyal likeBluegrass.
Gospel listeners Bluegrasscountry.
Daniel (38:37):
They ride alongside of you.
I talked to a listener just theother week who lived in
Springfield.
I think he's relatively newerlistener.
It's somebody that I hadn'theard from before.
Let's put it that way, yeah,and but we have heard countless
stories like this where theysaid we appreciate what you do
on the radio, we appreciatehaving an outlet to hear this
(38:57):
sort of music.
That he drove two having anoutlet to hear this sort of
music.
That he drove two counties awayto go get a cup of coffee at a
place that we talked about, theLumberton general store.
He continued his trek evenfarther from home to go to a
place called Alma's attic inWilmington.
That is a is an antique storethat we promote.
(39:18):
Talked about the blanket thathe bought there and how it's
kept him warm over those lastcouple months.
How cold it is.
He also talked about how he wentto a business that's a couple
blocks from our radio studiothat's still a county away from
where this guy lives calledXenia Shoe and Leather, because
we talked about how they, inaddition to selling boots and
leather goods, that they will dorepairs on a lot of different
(39:40):
things.
He said he brought in a poolcue stick case that needed
repaired.
He'd had it repaired someplaceelse.
They did a crappy job.
It broke in two or three weeksand he said man, I brought it
there, they fixed it for me andhe goes.
I don't think I could tear itup if I tried.
He goes and they gave me a fairprice for how great the work
and the craftsmanship was.
(40:00):
That one guy went to threedifferent sponsors that weren't
even in his county because heheard about them on the Real
Reads Radio Network, because heappreciates what we do and
wanted to support us bysupporting our sponsors.
And that's something that I'lltell you right now.
There is not a knock on wood,or I would be shocked if there's
(40:23):
a listener of Spotify or clearchannel on the planet that has
that sort of loyalty Now, maybeon specific shows or specific
podcasts, you know, even some ofthe bigger ones maybe.
but like and that's not how yougo to their website, that is
driving out of their way.
Out of their way?
(40:44):
Yeah, drive, that's the thingyou know.
If we can convince someone todrive past eight other car on
the way to the one that wepromote, that's that's, that's
power in advertising, and that'ssomething that small market
radio can bring if it's theright customer base with the
right format.
Jared (41:02):
Y'all are listening to us on a podcast, some of y'all are
listening to us on a callservice, but think about how you
process what we say.
So you know you guys.
Obviously I want to give aquick shout out to you at the
end as we wrap up our partnersover at the shed geek podcast
network, our partners over atshed geek marketing but think
about how long you've listenedto Shannon talk about the
(41:23):
products and services that havehelped him and helped our
industry move forward.
Think about how serious youtake our partners the guys over
at Shed Hub, the guys over atIdea Room, the guys over at Shed
Pro I mean, you name them.
We've worked with them and wewouldn't give you any bad advice
, because if we give you badadvice, you're going to come
knock on our doors.
(41:43):
Um, you know, Daniel, I can tellyou this has been an absolute
blast.
We got to do it again.
We got to talk more about music.
We got to maybe do a podcastfrom one of the festivals.
We got to get this out to thepeople, because I can tell you,
if you're not checking out theguys over at WBZI, they've got a
national platform, they've gotan app.
(42:04):
If you guys are sittingsomewhere not within their
earshot of their terrestrialsignal on the three FM bands,
the three AM bands.
Check them out.
Real Roots Radio app, probablyavailable in the iTunes store or
the Google Play store.
I'm not really sure I don'tkeep up on that stuff.
I'm not really sure I don't keepup on that stuff.
I'm not techie, but I can tellyou I'm going to give.
Yeah, I'm going to give one moreplug.
(42:24):
I'm going to pull this up, so Iwant to.
I want to give this a fairshake because I can tell you,
July 17th, 18th and 19th we aregoing to be at the green County
expo with Daniel, with the guysover at Real Roots Radio for the
Industrial Strength BluegrassSummerfest, headlined by Rhonda
Vincent, Joe Mullins and theRadio Ramblers, the Milepats
Brothers, the Graskills, junior,sists, Cody Norris, Larry
(42:47):
Stevenson, Kenny and AmandaSmith, many more for that, three
days Camping's on site.
Let me know I'm Jared at DaytonBarns.
He's Daniel at Real Roots Radio.
I can tell you, Daniel, Ireally appreciate the time today
.
Daniel (43:04):
My friend, I really do.
I appreciate you having us andyeah, the lineup for our
festival is great.
Rhonda Vincent, Grammy Awardwinner, she's a member of the
Grand Ole Opry.
The Malpas Brothers have theirown television show on RFD TV,
the Graskills man.
They've toured with everybodyfrom Dolly Parton to Hank
Williams Jr and more, and just agreat variety of bluegrass and
country gospel entertainmentSomething for the whole family.
(43:28):
A lot of great tastes in music,a lot of great tones and songs
and sounds.
It's going to be a wonderfulfamily-friendly time in Xenia
and I'm so glad to have DaytonBarns and All Steel Building
support what we do with ourIndustrial Strength Bluegrass
Festivals but what we do yearround on the Real Reads Radio
Network.
It's such a great partnershipand it's really worked out great
for both of us.
(43:48):
I appreciate you having me onthe Steel Kings podcast, man.
Jared (43:52):
Absolutely, man.
As always, guys, I'm going tosay goodbye for Eric.
He'll be back on the next one.
I'm Jared.
This is the Steel Kings podcast.
Check us out next Monday.
We're going to have another hottopic.
We might get into somethingsteel building related.
You never know.
I might have another specialguest.
One more time for the guys outat WBZI we appreciate you and we
(44:12):
will see you guys next week.
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