Marshall Atkinson And are you seeing -- because it's now spring, right? Are you seeing... potentially that coming back for you? Adam McCauley We, the way that our team has kind of thought this through is we don't feel as though we're going to see normalcy until next fall. I think this spring is going to be a little bit of a question mark for everybody and we hope that we're wrong. But we don't anticipate a lot of the sports in the school stuff going back to normal until the fall with them. Marshall Atkinson That comes with all the planning that you've guys been doing, where you're thinking, "Hey, we're not going to be doing a lot of this stuff in these market segments." So changing and pivoting to a new direction has really allowed you to keep your sales going and everything moving, correct? Ryan Dost Right. The pandemic has actually opened our eyes a little to maybe changing the direction of our company a little bit. As Adam mentioned earlier, we were already trying to focus on getting more corporate business. The pandemic forced us to go more corporate business. And actually, when we sat down and put out like one and three kinds of plans in place, we have a three-year target to increase our corporate, I guess, piece of the pie up to 50% of our business. We actually have a one-year goal to hit a million dollars in corporate sales this year. So, the pandemic's actually almost redirected us a little bit towards a different area. Just like Adam was saying that the heart goes, we went all in. And it's a good thing, it's low- hanging fruit, but it's just such a low margin and not easy. One of our target markets is the not price-conscious consumer that's all that is like a dozen of the high school baseballs. It's all about who's the lowest price and who has them in stock? And that's just kind of, not our core focus. So if anything, the pandemics opened our eyes a little... Marshall Atkinson Okay. So Ryan, so how are the changes going? What, are you going to be doing as this year progresses to make all this stuff stick? Ryan Dost So changes, are going good and we're actually going to expand on them. When we came back in May, our sales were down 22% year over year from 2019. And with all the changes we made and all the momentum, we kind of got going again We got that down to only being down 2% in mid-November. Then our state decided to go on another pause and it kind of shut down the schools and restaurants and everything like that. And we just weren't able to keep that momentum going and ended up down a little bit more than that. We've just realized that the corporate world in some aspects is actually easier for us. Usually a company has one logo and they just put it on different things. There's not a lot of variances in the sports world when we do the fan apparel, different things like that. Every year, it's a new kid that's usually the new captain. They want different apparel, different logos. Dealing with like grandparents, families, things like that. Usually, in the corporate world, we're dealing with like one or two key people that are ordering things and we're actually, it's easier for us. And I think we're making a better margin and we're actually, I guess, taking the ship a little bit in that direction.
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