So a lot of times you're getting some equipment that you've already probably have. So there's not a ton of value there. So you gotta look and value, what is the used rate of the equipment? Cause most likely you're gonna have to sell most of it. You might be able to fill in a few things. Inventory and supplies, that's kind of just icing on the cake. But you can, you know, weigh that into it and really want to look at their top 20%. It's the 80/20 ratio -- usually the top 20% of the customers are bringing 80% of the revenue. So you want to look at the top 20%, top 10, 20, 30 clients. And see what kind of volume that is, that and base a number off of that, because if you're buying a business in a different state, even in another town, you're going to lose some of those hometown businesses. Joe's Lawn Care from such and such city is not going to migrate over to your business, possibly. So some of those smaller accounts you're not going to get, but if there are larger national accounts or even any of the larger ones, those are the ones you want to focus on because those are the ones that are going to continue to bring substantial money post-acquisition. So for those, you want to get an introduction, you want to do a Zoom call with you, or a face- to-face meeting, and you want the former owner to do a handoff, essentially. Tell that customer that they build that loyalty with and that trust with, “Hey, here's the new owner. I want you to trust them. I want you to continue to do business with them.” and give that kind of passing of the torch from the customer to the new owner. So it's a seamless transition. Marshall Atkinson So you've bought small businesses, and medium, large, and your most recent acquisition was pretty famous. Tom Rauen Yes. So this one was five years in the making 1-800 T-shirts and 1800tshirts.com. I've looked at this five years ago as I was brainstorming different marketing things. I thought, what is the best real estate you could have when it comes to being in the t-shirt business? And 1-800 T-shirts and wearhertshirts.com is super memorable. It's easy to remember without writing it down. If they hear it, you know, whether it's on social media or just by word of mouth or whatever the case may be is a very distinctive name for a brand. And so reached out to Frank, the owner of it. He's owned it for 40 years and operates in screen-printing and Franklin, New Jersey. And I said "Frank, I'm interested in buying the business, the phone number, the whole nine yards," and this were in 2015 and he emailed me back and said, I'll look forward to continuing the conversation. And I plan on retiring in 2020, so let's talk then. So in 2015, 2020 seemed like just so far away from me. But what I continued to do was, I knew it was something that was going to be valuable and something that long-term would be good for our business. So I continue to stay in touch with Frank.
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