That is so cool. And so, we even gone so far Marshall as to have recorded videos with suppliers that we work with at an expo in Vegas last year. And we invite prospects and customers to watch these videos and these interviews between me and those factories to hear firsthand from them about the work that actually happens when somebody makes a purchase. What we're really trying to do is to get our customers to fall in love with these brands. So much so, they are feeling that pride that I just described to you when they're making a purchase. And when it works, it works... so nice. Marshall Atkinson Yeah. And, uh, I actually watched you film one. It was so fun.
<<COMMERCIAL>> Marshall Atkinson
All right. So nothing ever happens without a challenge, cause nothing always is perfect. There's always some problem or challenge along the way. So I want you to kind of share some of the mistakes you've made along the process where you've kind of pivoted and you're into this new way of doing it. And, uh, what did you learn from those mistakes? Roger Burnett So, we started the company with actually three different lines of business, not just promotional marketing items... we have our sales and marketing consultants as well. And then we would have liked to have been an event producer, but again, something called COVID put the kibosh on in-person events. So, we've had to pretty quickly learn a lot about virtual events and assisting businesses who are interested in now taking what it used to be an in-person even -- and trying to learn how to do that virtually. That's not a simple process. And even for those of us who are in the traveling trade show industry, like the promotional products marketplace is, you know, we were so accustomed to in-person events that even all of us had to get our minds wrapped around. How do you do something different than that? Because we need you in person with those people to hand out that promotional marketing so that you're going to need more for us, which is the engine that drives the promotional marketing $26 billion engine than it is. So that's been a major challenge for us trying to one, learn it ourselves, but then two, be able to be seen as credible and trustworthy in that space as someone that people could hire. So that's been a massive undertaking for us to try to do. And then, because we have three economic engines, Marshall, we don't always do a great job inmaking it clear to people what it is that we do. And it's because they're interrelated in so many ways that makes perfect sense to me, but obviously not to people who maybe don't quite get it the way that we do. So we are consistently refining and improving our messaging. Try to get that out more clearly in a way that a buyer of what we sell would go: "Oh, okay. I totally get that." Marshall Atkinson In Donald Miller's fantastic book, StoryBrand, there's a great quote, which is "If you confuse, you lose."
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