We look for the next client with who we're going to build a relationship with for a long period of time. You know, attrition can hurt you in this business and I learned that kind of early on. When we connect with the client, we want him to stick around forever. I don't want them to have to look for another decorator ever. We want to be that source for them. And to this day, we have a long history with a lot of great clients because of that. Marshall Atkinson So, what do you do to connect and just make sure you're on the same page? Is that you, do something different or it's a conversation, or you just have to be yourself and you're engaging? 'Cause you know, you're awesome Traci, all the time. What is, what is your secret? Traci Miller So the secret sauce, I guess, to the service side of what we do is really about the trust factor and our relationship with our clients. You know, these folks are out there selling. They're not, you know, they're grinding it out, they're getting their relationships going and then they get an order, and then they're sending it to us. And, they may not see that order again. We could be drop-shipping right to their client and they have to trust that what we're doing is of the quality that makes them look good in the end. So, that takes a lot of trust in a relationship to be able to blind ship something out, and then your reputation is on the line, you know, and it matters. It matters to them. We have clients, I call them two-twelves. So two-twelves around here is a core value term. So what we talk about is that water boils and creates steam at 212 degrees. So two-twelve is going above and beyond -- it's above and beyond for our clients or for each other, whatever it is. So those are little awards that we give out to our staff, right? And the two-twelves we get back from clients. To tell that story about trust and relationships every time. You know, several times a week, I can get an email from someone saying you made us look good, period. And that's what our goal is. You know, our goal is to make you look good. We're behind the scenes. We're the quiet ones who's just putting it all together. Providing that service of decoration. I'm not out there in front of your client. You are, that's what the wholesaler is. We're behind the scenes, but you know, we want to make you look good. And that's really what we do really well. I mean, we have set ourselves up. And I can tell you the story, how we started, and why in a second. But, you know, we set ourselves up to serve our clients where they need us to service them. So do they need to make 50 phone calls to find out if a job's going on time? They don't. Because we've guaranteed it's shipping on time -- and we do it, and we not only say it, we back it up with execution time and time and time again. That is where the long-term relationship comes from. You know, the integrity piece means what you say, say what you mean kind of thing? And we said, we'll ship it and it will be quality and your client will be happy. And we do that. So that's the basis of who we are and how we service really.
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