How are you kind of doing your lead gen and getting them involved, but kind of knowing what you're doing? Brayden Jessen Kind of depending on the school or the demographic you're going after. A lot of times, these universities will have, if you go -- if you look up their RAs, they'll have their email and contact lists right on the website. Sometimes, because we are a licensed vendor... that's a really big deal for any screen print shop. And they're very hard to get, they do not want to add on any more licensees. So, what happens a lot of times is the licensing and trademark coordinator will refer them to three or four shops. They don't pick just us, you know, they want to be fair to the market, but that really does give you that niche of getting referrals as a good source. And, you know, there's a lot that goes into being a licensed vendor. And so we have tested over time that we've proven to do a quality products, turned on time, good feedback from the departments to be able to maintain it year over year. We have lost universities because we didn't do the volume. So we don't do Montana University or Boise State anymore because we didn't hold the level of volume down there. It's just hard when you're up in Spokane, you're not on the campus group. So I think the big thing is being involved in the campus. You know, I go to the Eastern tailgates. The tails and you know, the games and trying to meet the new marketing directors every year or every few years the new marketing directors come up. Or athletic departments just constantly being there, going to their fundraisers. You know, that's kind of a policy that I have for myself. Well, drips for all clients go be their customer first. Go get involved in their events, build that personal relationship. Otherwise, you're just a phone call. You know, from some random vendor, they don't know where you are. Marshall Atkinson Here again, it's tailgating. I think you're introducing the theme. Brayden Jessen Yeah. Yeah. Marshall Atkinson Many shops tackle licensed apparel for colleges or even, you know, some high schools have their own licensing, right? I don't know if that's in your area, but what does it take to really do this right? Brayden Jessen To do it right?
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