Joseph Adams
Analyst · RBC. Your line is open.
Lots of aspects of that question. But just if you start off and you -- we indicated that we have now 50 customers in our module factory. And if you think back in 2022, when we sort of rolled out our math for getting to $1 billion, we were forecasting $50 million by 2026. So we're now at 50% in 2024. So things are moving quickly. And part of what happens in a crisis is when people need something, then they're more receptive to changing their business model. And so we see that the current environment is accelerating people's transitioning to outsourcing maintenance, engine maintenance, which is what we're offering the customer. Those 50 represent what we would say, 300 total potential. So maybe we're 1/6 of the operator base, and we're not getting -- with a couple of exceptions, we're not getting 100% of people's business yet. But we're aspiring to because we don't see any reason why we shouldn't once people realize they save money, they save time and they eliminate negative surprises. It's like how hard -- what else do you need to tell you. So I think it's still growing. It's a huge market. The total universe, if you think about 3,000 shop visits a year and you can argue whether it's 4,000 or 2,500 or something, but roughly 3,000, that's 9,000 modules moving through a maintenance facility somewhere in the world per year. And we're talking about doing 400, 500, it's still less than 10%. It's half of 10%. So we're not anywhere near where we think the penetration could get to. And we have our own maintenance capacity, we can do 300 shop visits in Montreal a year, which is 900 modules. And 150 in Miami, which is 450 modules. So we have 1,350 module rebuild capacity that we own now. So if you think about 400, 500 is what we're shooting for that's 5% market penetration, we can handle 15% today based on what we own and we're in a pretty good position to keep growing that. We haven't had anybody that use the product that didn't want to do it again. So that, to me, is one of the main litmus (ph) test is that people like it and they have a good experience, and that's what we're trying to foster so the word-of-mouth spreads, people put testimonials up in their Instagram accounts and they talk about how great this is we have photos of people and maintenance facilities, like I say, I just did an LPT swap in two weeks, and that engine would have been in the shop for 6 months if I hadn't done that. So those are the kind of things where the viral marketing that we're using to accelerate even more. So I might have missed -- there are a lot of elements to your question, but I don't know if I got all of them, but...