And this year, I think has been, you know, for a lot of people it has been challenging. But for us, it's no different. But we started to run into other challenges that I wasn't prepared for where we consider ourselves a higher-end shop. We definitely charge accordingly for that. And we started getting pushback from some of our long-time customers, just because there are a lot of, there is a lot of competition in this world and they're starting to be very focused on their bottom line. And therefore they're starting to look at other solutions that might be a little bit cheaper or you know, they're coming to us and they're saying at first quality was important, but now not so much, which was something that even now I'm still trying to reconcile. Marshall Atkinson Okay, so let’s dig into that a little bit because -- how are you taking that and demonstrating to them your value, that you're a partner that, you know, you help themwith, you know, their designs or an online store, and you're doingmore than just the print? So what are you doing about that? Eric Solomon Yeah. And that's been a lot of the conversation inside my own head in terms of talking with these customers, is trying to figure out how we can show that we are aligned with them in a specific way that's more than just putting ink on cotton. Because you're right. We do a ton of value-added service that, I think that's where I'm sort of dropping balls... I'm not able to articulate it and I don't necessarily have the strongest pitch. I think that our pitch in the past has just been like, we can do it, we've done it, we'll continue doing it. And we'll sort of rise to your challenge. But now I'm finding that we're having to tweak that because like, we can work with our customers all we want, but at the end of the day, now with a lot of these bands, or artists, they're, you know, this is their only source of income that they have this year because all their other avenues have been canceled or, you know, they're not allowed because of COVID right now. And so, they're pivoting in a specific way and we're having to figure out ways to pivot with them while still adding value, but also like, making it so they can make a profit from it. And it's been very interesting to try and take all of those pieces align. Marshall Atkinson So are you adding more possibilities, like different things to merchandise, or better
fulfillment services? What are you doing? Eric Solomon
We're trying to figure it all out, honestly. I think right now for us, one of the things that's been a really big focus for us this year, as much as it has been, I think a lot of other shops are trying to become more efficient with the things that we have already. If we can cut our lead times down by a week, or if we can get, you know, an X amount of jobs done in an hour. Just trying to speed up those processes and the quicker we can get things to market for them -- it's a position that we're trying to figure out on how we can really like become leaders. Because our business model for the past couple of years has been heavily reliant on growing our portion of the business that does fulfillment and eCommerce. And we're not doing print-on-demand, so we're doing a lot of production that is then fed into fulfillment.
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