Ep. 1862 - How Private Equity Is Ruining HVAC

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And when I say dramatically, I'm talking about a rate that exceeds inflation by more than 25%, probably more like 40%. By one estimate, average repair revenue per job in the HVAC industry jumped more than $818 in 2021 to more than $1,200 in 2025. Even as the average repair costs for HVAC contractors fell, the rate of repair in the HVAC industry has increased dramatically. By around 26% in the fourth quarter of 2025 compared to late 2023, average ticket prices, the amount customers have to pay, continue to increase. And you can't shop around to beat these prices. Odds are, when you try to find a better deal, you're finding that everyone is charging the same rate. It's yet another ongoing, ever-increasing maintenance cost that's destroying the finances of homeowners. And for millions of young people, it's yet another reason to avoid buying a place, a home, in the first place. Now, to understand what's going on here, I need to begin with this footage, shot by Inside Edition. A couple of years ago in New Jersey, they exposed an HVAC company called Gold Metal Service, which sent a technician to their decoy house and tried to charge more than $1,000 for a non-existent leak in their air conditioner. So this is basically to catch a predator, HVAC edition. And here's how that went. Watch. Next, we had them create a simple problem where none previously existed. So all I did was I just disconnected the low voltage circuit. So when the thermostat calls for air conditioning now, the outside unit won't come on. To fix it, they say all you have to do is simply reattach these contact wires, and the unit will power right back on. A technician should recognize this within five minutes. Very, very, very simple fix. Even a novice HVAC technician can figure that out within five minutes. There was one in the bunch who spoiled a perfect record. This technician from a company called Gold Metal Service examined the unit, and when he returned, he had some bad news. It's not cooling efficiently, and you're losing it, okay? So there's a leak in the system. Okay, so there's a leak in the refrigerant. Yes, it's a microscopic leak. He's trying to tell there's a microscopic leak somewhere. Is that true? No, it's not. It's not true. His price to fix that non-existent leak? We're looking at about $1,736. $1,736? That's really expensive. Time to reveal who I really am. So, Thor, I'm not really the homeowner. I'm Lisa Guerrero with Inside Edition, and we know that that air conditioning unit does not need all the repairs that you just told me it needed. All you needed to do was to connect two wires that weren't connected. Were you trying to upsell me? He packed up his gear and drove off. He took off in such a hurry, he left this tool bag behind. I'm happy to say that three of the four companies nailed it. They found it right away. We only had one bad apple of the bunch. We reached out to Gold Medal Services several times for comment, but did not hear back. So Gold Medal Service couldn't even bring themselves to respond to this report. Apparently, after this report aired, they put out a post suggesting it was misleading in some way, although it doesn't seem to have been. Their technician just runs out of the home and flees in his van, leaving his tools behind. Really, the only thing about this is that it's not a good idea. The only thing about this segment that could have been improved is having the police wait outside to arrest the guy. You know, that was a feature of To Catch a Predator, and they should have brought it back for stings like this. But the really amazing thing about this report is not that an HVAC technician was caught trying to rip off a customer. That comes with the territory often. The really extraordinary thing is that Gold Medal Service was not actually impacted by this report in any significant way. Believe it or not, they're still in business. And they have some very strong financial backing from a private equity-backed portfolio company called StrikePoint Group Holdings. On their website, this private equity-backed company boasts that Gold Medal Service was founded in 1994 and that, quote, Gold Medal technicians are known for getting the job done right every time and are the most trusted when it comes to heating, cooling, plumbing, and electrical services. The slogan says they've been trusted for generations. It doesn't seem like it could possibly be true. It doesn't seem like it could possibly be real, but it is. This company was exposed in front of an audience of millions of people. They tried to scam a reporter who caught them dead to rights on camera. And despite that, they're still in business and still enjoying the backing of a large private equity firm. And not only that, they're pretending as if they have a sterling reputation for getting the job done right every time. So the private equity firm is trading on this firm's reputation from 1994. 1994, before it was owned by private equity and before they scammed the news reporter, even though today this company is obviously complete trash. So Brazen does not even begin to describe what's going on here. But the important lesson to draw is that Inside Edition did not simply expose one bad HVAC company. They actually exposed a much larger scam, which is almost certainly affecting you because it's spread all over the country, across the vast majority of suburbs, and virtually every city. So understand what's going on here and how to find a way to reverse the trend. We need to begin with a demonstration. So imagine you're living in the Detroit, Ann Arbor area. Your air conditioning just went out. You want to go with a locally owned and operated, reliable HVAC company with a good reputation. So online, you find a company called Flame, and you set up a service appointment, and the van shows up outside your house. And as you can see, it's a nice, bright red van and looks like a professionally maintained van. And sort of thing, plaster on every side of the truck. You'll see the words, since 1949, letting you know that these people have been on the job for a very long time. And so they must be reliable. And indeed, that was a big part of the reason you selected these people in the first place. All over their website, they advertise that they've been in business since the 1940s. They say, quote, since 1949, Flame Heating, Cooling, Plumbing, and Electrical offers residential and commercial services throughout the Detroit metro area, including Maycomb, Oakland. St. Clair, Wayne, and Washtenaw Counties. Above all, we believe in delivering excellent and reliable service to our customers. We have more than 135 employees and 95 vehicles on the road to adequately meet the needs of our community. You know, so that sounds like a good option. It's a big fleet, lots of employees, and, you know, they have tons of experience. Pretty much since the end of the Second World War, they've been repairing air conditioning units in your neighborhood. And, of course, no one stays in business that long unless they do a pretty good job. They do a pretty good job at what they do. Plus, they have a reputation to protect. So it stands to reason that you can trust them. That's a rational conclusion to draw. And on top of that, on your TV, you've noticed that Flame even puts on, puts out really, really quirky ads highlighting their individuality and their irreverent sense of humor. Nothing corporate about these guys. Watch. Sounds like a pterodactyl. Sounds like that. Hello, Flame. So it's great stuff. And as a technician gets to work on your air conditioning, you feel confident that you've selected a quality local company to fix your AC. And then you notice another van pull up to your neighbor's house across the street, and it looks like this one. It belongs to a company called Randazzo Heating, cooling and electrical, emblazoned on their van. And you'll find the slogan, go with the name you know. And you start to wonder if maybe you shouldn't have gone with Randazzo, since apparently it's the people you know. You pull out your iPhone, you go to Randazzo's website, and this is what you see on their About Us page. So, and here's what it says when you look at it. Quote, Randazzo Heating, Cooling and Electrical is a Michigan-based company keeping Michigan residents comfortable since 1988. Our team believes in setting the highest heating and cooling industry standards, leading with innovation, integrity, and breaking all barriers. Our team is a large family. Together. Through Christ, all things are possible. This is obviously kind of a different message from the one you saw on Flame's website. At Flame, they're bragging about how they've been around since the 1940s. They've got a ton of vehicles and employees. Randazzo, though, is not talking about that. They've only been around since the 80s. But they care about their Christian faith and how, with God's help, they can innovate and meet high standards. And through the power of Christ, they might even fix your air conditioning. So, let's say you're a Christian. This message might appeal to you for obvious reasons. It would appeal to me in a lot of ways. And then, right as you're having these thoughts, because apparently. Apparently everyone's AC just broke. Yet another van pulls up to a neighbor's house, and you can see it right there. This van belongs to the Robin Air Service Company. They do the same kind of work, HVAC, plumbing, electrical, and so on. Their van's a little more plain than the others. There's no slogan or anything, but on some level, you can kind of appreciate that. After reading all this marketing language, you're in the mood for an HVAC company that doesn't stand on ceremony. So you go on their website, and you come across this. It's a nice big Robin Air team photo with everyone looking like they're in good spirits. The website goes on to talk about all the community services that Robin Air does. It has always been a priority to give back and help others in need, which is why we participate in various community activities. We are a proud partner of Lenox's Feel the Love program, which brings heating and cooling equipment to deserving customers. So that's a unique perk of going with Robin Air. Unlike the other companies, they give back to the community. You have so many choices. They all seem like great options. And right then, your technician from Flame emerges from your backyard with a grim expression on his face. He says, you know, I'm sorry, but you're looking at a major repair here, at least $2,000. You might be interested in buying a new unit altogether to save on future costs. And you're crushed. You don't have the money. And frankly, you don't necessarily trust the guy. After all, he's every incentive to upsell you on an expensive repair or replacement that you don't need. So you tell the repairman to come back another day. And then you set up two more appointments, one with Randazzo and one with Robin Air. It seems like a smart way to scope out the market. Maybe the Christian warriors at Randazzo Heating, Cooling, and Electrical could find a way to do the repair for cheaper. Maybe the public servants at Robin Air could come through for you. But as he's technologically advanced, he's got a lot of experience. If the technicians from the other two companies show up in this hypothetical scenario, they all tell you the same thing. You're looking at a $2,000 bill minimum. So then at that point, reluctantly, you agree to it. You really don't see any other option. You've compared all your options, three different companies, and they all say the same thing. So the market has spoken. You have no other choice. Except in this hypothetical case, the market did not, in fact, say anything. And that's because all three of these companies, which are real estate investors, are real companies that all work in the same area in Michigan, are owned by the same gigantic private equity-backed institution called Heartland Home Services. Heartland is specifically backed by a private equity firm called the Jordan Company, which manages tens of billions of dollars in assets. And to be clear, the private equity firm acquired all of these HVAC companies recently, within the last decade. They acquired Flame and Robin Air in 2021, Randazzo in 2017. So in other words, a large private equity company swooped in, and acquired all of these HVAC companies in the same area and dozens of others, which serve the exact same region. But the private equity company did not unify the branding of these companies or do anything to indicate that they were fundamentally the same company. Instead, the whole point of the deal was to purchase the reputation of these individual companies while also eliminating competition in the market, all while giving customers the illusion of choice. And to do that, they try to make each company look distinct on their vans, on their websites, etc. Each company kind of hits a different note. This is all very coordinated. But in reality, they all have the same owner. So if hypothetically you shopped around at all three of these companies, you're really talking ultimately to the same people. We've reached the point where ordinary household objects require more supervision than the children. 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For a limited time, our listeners get 10% off at Stopbox when you use code WALSH10 at checkout. Head to StopboxUSA.com, use code WALSH10 for 10% off. You can get your entire order after you purchase. They will ask you where you heard about them. Please support our show and tell them that our show sent you. There are very few purchases in life where you can agree to buy something without knowing what it costs and then discover the price several weeks later. Healthcare is one of them. You go to the hospital, you receive whatever care you need, and then eventually a bill arrives that may cause you to require additional medical attention just because the bill is so steep. This is the system we've created, and with Marketplace Health Insurance, the cost of insurance is expected to rise by as much as 15% next year. Christians looking for another option should know about Christian Healthcare Ministries. CHM is a health cost-sharing ministry. Members make monthly contributions, and those contributions are used to share eligible medical bills among fellow Christians. Programs start at just $115 per person per month, with added security available for catastrophic medical events. Unlike the rising costs everywhere else, CHM isn't raising its prices in 2027. It's a very old idea applied to a very modern problem. Christians helping carry one another's burdens. Learn more at chministries.org/walsh. Again, chministries.org/walsh. Almost no other industry works like this. You know, I guess it's common in the glasses industry, where Luxottica basically owns all of these smaller brands that pose as independent entities like Ray-Ban, Oakley, and so on. And it's common with funeral homes. There are funeral homes also, believe it or not. But for the most part, this is not how it works. When Apple buys a smaller company, like they did with Siri, for example, everyone understood that Apple had taken over the brand. When Amazon bought Whole Foods, they didn't really try to hide it. They actually started including Amazon return stations in every store. When Sirius bought XM Radio, they kept their name Sirius and on and on. Generally, when one company acquires another, they don't go out of their way to hide their connection to the company they purchased. You know, they might keep the existing brand ashore. That happens all the time, like Disney with Lucasfilm, for example. But private equity is doing something very different with these HVAC companies. They're keeping these smaller companies around and pretending that they're still independent. Now, Heartland is just one example of a private equity-backed firm doing this. But it should be mentioned that they're a massive operation. They own 24 brands. And they're doing this across seven states, including Illinois, Indiana, Kentucky, Michigan, Missouri, Ohio, and Wisconsin, according to their website. And again, this is just one private equity-backed firm. The same exact scenario is playing out thousands of times all over the country every year. And it's accelerating. According to the outlet PitchBook, private equity investors have, quote, "purchased nearly 800 HVAC, plumbing, and electrical companies since 2022." Adam Hanover, who serves as chairman of a private equity-backed firm, a company called Redwood Services, told the Wall Street Journal that, quote, "Everybody and their uncle owns an HVAC business in the private equity space today." OK, now, to be clear, you know, I'm not against capitalism. I don't oppose the idea in principle of bigger companies buying smaller ones. I don't even think private equity is always a bad thing in every context. Often it can be, but they saved Arby's, which is the best fast food restaurant in the world. Never let anyone tell you otherwise. And yes, there are some benefits to having one big, well-funded company take over and manage a bunch of independent operations. You know, when private equity takes over the HVAC companies, they tend to get better scheduling systems, better technology. Technicians tend to get a better deal on their health insurance. And along the same lines, back-end costs tend to get cheaper due to economies of scale, as it's called. It's expensive for a small mom-and-pop operation to have an accounting department, for example. But if Heartland adds one, adds one more HVAC business to their portfolio, doesn't really increase their middle management costs at all. Their existing accounting department can take care of it. And in theory, those savings could be passed on to the customers. In theory. The problem is that in reality, savings are not being passed on to the customers. Quite the opposite. As private equity has moved in and taken over the HVAC industry, competition has disappeared and costs have spiraled out of control. One of the main ways that private equity companies have increased their margins of these HVAC companies is by pressuring customers into paying for more expensive installations or repairs than they need. You know, they want you to pay to replace your entire unit rather than get a repair because it'll dramatically improve their margins. They also push customers to sign up for regular service plans and warranty visits because for investors, one of the single most important metrics is recurring revenue. If they can convince you to pay them for basically doing nothing, just coming out and taking a look at your equipment when it's running fine already, then they'll do it. Because many of their customers are old and generally try to be agreeable people. these sales pitches are very often successful. And given the quality of these installations that these private equity-backed companies are performing, the warranty is actually a smart investment. According to some HVAC engineers, private equity companies will encourage their employees to complete as many installs as possible, even if they're so shoddy that they'll require follow-up service appointments. This is reporting from The American Prospect. It's about Jeff Howard, who works as an HVAC engineer in Indiana. It says, quote, Howard was optimistic when he moved to Williams Comfort Air, a regional firm he had long admired, but it was soon acquired by the Wrench Group, a private equity-owned roll-up of home service companies. You saw this big shift in focus to just replace more boxes and not care about the clients, not care about the employees. Howard told The Prospect after leaving earlier this year, there was a mass exodus of talent and technicians. When Wrench took over, it was, hey, we now have all these companies, all these problems from installs we're just throwing in, he said. He estimated that warranty calls doubled. He ended up in a spat with leadership, he said, after going on several warranty calls for equipment that had been badly installed. They upsized the equipment, oversold it, said it was going to take care of all their problems, ended up going in, ripping it all out. He said, they didn't like that at all, so that's when they started trying to demote me. Ultimately, he left, he said, with multiple other employees fed up with their management. Of the private equity management, he said, abuse the people that actually know how to do things and fix things. I saw a similar experience on the HVAC subreddit, which read, quote, month before Apex, a private equity-backed company, took over, we had full systems going for $6K to $13K. Right after they took over, the price book changed. Full systems were going for $16K to $23K. Dual caps went from $220 to $384, plus it's all about financing a next-day install. Got to put the pressure on and don't let them do it. Figure out the whole price. So they go out of their way to close the sale, whether or not the customer actually needs the install, which costs a lot more money than it ever did before. And as we covered earlier, if you want to fire these people and find another company, well, good luck. Odds are the next company you find will be the same company. They'll be owned by the same private equity firm. Now, to be fair, there are some other factors at play here, especially when it comes to the price book. For one thing, HVAC equipment prices have jumped by more than 60% over the past six years, compared to 31% for general consumer prices. And while you might hear a regulatory explanation for this, an EPA rule restricted the use of high global warming potential refrigerants, which raise costs, for example, the truth is that rule only took effect after the biggest price increases in HVAC equipment were already recorded. Other contributing factors included the expiration of a tax credit for heat pumps, as well as rising wages for contractors in general. We have a developing story in the American economy. A company has decided to charge its customers less money. I know, sounds extraordinary. Usually companies announce they're improving your experience, adding new features, making everything more convenient, and then they, you know, raise your bill 15%. And the new features were gimmicks anyway. Pure Talk has taken a different approach, though. They're bringing back the best promotion in company history. And they're bringing back the best promotion in the history of the company. 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Substantial relief programs are available that can give you a fresh start, so do not delay. Visit TRA.com, that is TRA.com, or call 800-575-4908. That is, once more, 800-575-4908. 800-575-4908. The other point that needs to be made, of course, is even before private equity swooped in to dominate the HVAC industry, there were plenty of repairmen who were already con artists in the first place. I'm not saying that private equity invented the concept of a corrupt repairman. What you should probably do if you're getting any kind of expensive repair done, no matter who's doing it, is make sure you have cameras documenting everything that happens. As CBS Los Angeles found, you might catch your repairman just walking past your AC unit, staring at it occasionally, and then claiming that it's broken. Watch. But before we called in the technicians, we called in an expert. Pressures were great. Gabriel Chiaffi teaches air conditioning repair at LA Trade Technical College. He checked out our unit. It's working properly? It was working properly until we had him disconnect these two wires, cutting the power to the fan. He says it should be no more than a $200 repair job. Should a qualified technician catch what you did there with those two wires? Absolutely. It should be very easy to diagnose. Let's see. First up were Ron and Zib with XL Heating, Ventilation, and Air Conditioning. Their website claims they're reliable professionals. No, it's just hot, more warm air. Just warm air. Ron left with his tools, saying he was going to check the unit outside. But our hidden camera shows him just walking by it several times, never inspecting to see what was wrong. Okay, so he's almost down there. Even so, they pretended to diagnose the problem. What Ron thinks right now that it's a part of the wiring and the controller. And gave us a price. It's a simple fix? The simple fix is we're talking about. We're talking about $500, and he's going to rewire it and make sure it's working. Hey, Ron. David Goldstein with CBS2 News. How are you? Ron couldn't explain why he didn't find the two disconnected wires. Why is it $500 and have to rewire from inside to outside? The price is not me, my friend. This is not my company. Now, that particular outfit, as best I can tell, has no connection to private equity. Neither does this guy, although he's. Easily the single most shameless HVAC scammer ever recorded on camera. This is a next-level performance that you're about to witness. Watch. Good, thank you. Next was Vlad, who responded after we called American West Appliance Repair. Their website touts experienced technicians with factory training. He actually went outside and checked our unit, doing some work that we couldn't see. Then he came back with his findings of what was broken. Electrical contactor. And the price? But not cheap. Not cheap? Oh. Parts tax label and total $322.34. Everything's working fine. You're just trying to rip us off, and you're trying to jack up the price, right? Maybe, yeah. Maybe you are, yeah. So you admit you are. That's very noble of you, to be honest. And I appreciate that. You're welcome. But when Vlad left, we connected the wires to test the unit. It didn't work. It didn't work. Hold on here. Shiafi found this piece of something. He took this photo, showing it was wedged in between the two metal contactors, which prevented the unit from starting. Have you ever seen something like this? No, I've never seen that one before. That's a first. Well, at least he's honest. And to give him some credit, he at least put in the work to, you know, go down there and break the AC unit completely. The other guys couldn't even be bothered to do that. They just glanced at it from a safe distance. But this particular. This particular HVAC scammer apparently sabotaged the equipment going above and beyond the call of duty. And he. fully admitted that that's what he was doing on camera. The only thing that's questionable here is that he went through all this trouble for, what, $320? That's only about $120 more than the amount he should have charged, according to this news station. And that doesn't really make any sense, frankly. I mean, if you're going to go through the trouble of sabotaging an AC unit, committing a crime, you might as well say they need to do a total replacement for $2,000 or something. Why would you commit a felony for $120? Kind of an amateur mistake, if we're being honest. It's precisely the kind of mistake that private equity can fix. Private equity-backed HVAC companies would not miss this opportunity. There's just no way. They would milk that fake broken AC for all it was worth, and much more than that. Now, at this point, I do have to acknowledge that, judging by the comment section from our earlier show on air conditioning in Europe, I do have a lot of listeners who work in the HVAC industry. I do have a lot of listeners who work in the HVAC industry. And I am a big fan of HVAC units in general, in particular air conditioning, as I've made it very clear. I'm broadly supportive of the industry as a whole. And you can see some of the comments there on that show we did last week. I've never been prouder to be an HVAC guy, one person wrote in response to the show. And all the replies are glowing. HVAC guys are my heroes, someone responds. I love my HVAC guys, says another. So I feel a little bit like I'm doing a show bashing Santa Claus right after my entire audience just told me how, you know, Santa Claus is their hero. So just to be clear, before you get the pitchforks out, I obviously don't mean to suggest that all HVAC guys, or most of them, are like this. I don't mean to smear the good name of the entire HVAC industry. Plenty of people have good experience, experiences with it. Plenty of very good people in the industry, of course. And I with all the money flowing into the industry, HVAC now offers a great opportunity for young people to earn a living without incurring massive college debt. This is from the Wall Street Journal article I mentioned earlier. It focuses on a 43-year-old man named Aaron Rice. Quote, Aaron Rice has two logos tattooed on his left leg, one from the plumbing business he co-founded more than a decade ago, another from the private equity-backed company that he recently bought it. In Rice's case, he struggled with addiction and had spent five years in prison for selling meth before co-founding his plumbing business in 2015. He's now working for a company called with his business partner, Mike Nagel. It specialized in sewer inspections and repair. At the time they had sold the company, it had 18 employees, was bringing in about $3 million in revenue a year. Rice continues to work as a sewer department manager at Rightway and plans to stay with the company until he retires in seven years at age 50, something he's looking forward to. His co-founder has remained with the company, too. I want to hunt, fish, drink beer, and cook meat, Rice says, adding that selling his company has given him greater peace of mind for his family. Well, you can't fault Aaron Rice's ambitions there. He's got it figured out. And look, we've done so many shows on how college is a scam, and it very often is, and how students are graduating with $150,000 in debt with a useless English degree or whatever. It's important to mention that an alternate career path is available. We could talk about the problems with the industry and how private equity is making it worse while also acknowledging that employees in this field are now making more money than they used to. And I think that's a great way to put it. And you can have a very lucrative career beginning at a relatively young age if you choose to pursue it. You can become an entrepreneur. You can start your own company, as this guy Aaron Rice did. He evidently made mistakes in his life. He was addicted to drugs and spent five years in prison for dealing meth, but he was able to become wealthy in large part because of the massive infusion of capital into the HVAC industry. The article continues, quote, the workers benefit financially, too, says Graham Weaver, founder of private equity firm based in San Francisco. Alpine, an early investor in HVAC companies, says technicians at the HVAC business it acquires get a 20% pay bump in the first year after a company is sold, mostly through a combination of higher wages, bonuses, and commission. The company has rolled up more than 200 companies across 43 states into a larger service platform, Apex, which did a combined $2.2 billion in business in the past year. Still, some workers say that when private equity buys up on customers rather than simply fixing what's not working. The pressure to make sales is less satisfying than doing real repair work, some sounding off an online forum say. So this is the trade-off that a lot of HVAC technicians are facing right now. The job pays more, but it's less interesting and rewarding. It feels like you're a salesman rather than a technician fixing things. And on the bright side, there are more opportunities to start a business and sell it. But on the other hand, if you do that, then your company will almost certainly turn into a husk of its former self, trading on your reputation while it scams customers for every dime they're worth. And then you'll spend the rest of your life hunting, fishing, drinking beer, and cooking meat, just like Aaron Rice, which might get boring after a while, although it does sound appealing. And in the meantime, as you pass the decades with fish and meat and Bud Light, you might find yourself asking, what if I hadn't sold? What if I instead, without giving it away to private equity? What if we created a reliable, honest, efficient, low-cost repair company with a stellar reputation across all 50 states without ever defrauding a single customer? This is a novel business model in the industry, admittedly, but it's worth a try. And now that everyone's aware of what private equity is doing, now that it's clear they're secretly running many of the HVAC companies in the country, there's a real market opportunity for a company to buck the trend. For the first HVAC company owner, who's willing to put down the beer and the smoker and to suspend retirement and really take on private equity, the market is clearly there for the taking. And every homeowner, myself included, will be lining up to hire them. We'll run their ads on every show. They'll be offering a service that's desperately needed and one that private equity vultures, it seems, are unwilling to provide. That'll do it for the show today. Thanks for watching. Thanks for listening. Talk to you tomorrow. Have a great day. Godspeed. Bye. Professor. Let me out! You will remember your duty. This isn't heroism! You useless sod. You sit there and shake because you're dependent on drink. Your sick is all over you. 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