orders pretty small because you know, they’re expensive and they’re, they don’t want to get stuck with them. So basically the way it works is I don’t sell the garments at the race. They place the order and we deliver the items and then they handle sales. Once I deliver everything on Friday, my work is done for the weekend. Marshall Atkinson Oh, I see. So you don’t do an online store? Scott Dawson No. No, we don’t. Marshall Atkinson There’s a lot of people who have transitioned to using online store web store stuff. That’s not part of your business? Scott Dawson No, it’s not. We’ve considered it, but these events go off so quickly and so fast. Just the logistics of that would be rather tricky. So like if we bring like 400 shirts to an event, the clubs gamble that they’re going to sell them. They’re not prepaid or anything like that. I mean, they pay me because they’ve made the purchase, but they have volunteers with the organization that set up a booth and sell shirts. Marshall Atkinson Okay. So over the years, you know, you’ve grown your business a little bit. How have you expanded things with more races or different things that you’re doing? Scott Dawson So the way it expanded from the t-shirts was... the company that they were using to do their t-shirts also did their trophies. It was kind of old school, just the look like little tee-ball type trophies. And they wanted to step that up a little bit too. So they asked us if we could make their awards or trophies for them, which are typically just plaques like a nine by twelve plaque. I said, “Well, let me look into it.” I didn’t know much about that. Once again, started doing my homework, found out about sublimation. So we just started doing dye sublimated plaques for them. So the t-shirts have grown into the award side also. So, on a typical weekend, we’ll do 250 to 300 awards and we deliver that along with the t-shirts. So, I mean, we’re kind of a one-stop shop for them. There are 14 or 15 clubs that fall under the one large organization that we work with. They’ll typically pick up the phone and call me and they know us so well and we’ve done this for them so long. They basically just say, “Scott, here’s the name of the race, here’s the date, work your magic”. And I think that’s where they’ve really learned to like us because we make it easy for them. Marshall Atkinson Right. You’re delivering a frictionless experience, and that is how you’re garnering your loyalty. Scott Dawson Yes. Yeah. Yeah, because it’s a lot to put those events on and I basically tell them, look, I know what you want.
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