Tell me about how your company handles sales expenses, be it the cost of product, parts, new items, et cetera. Because in my head, I do keep the sewing machine industry separate from the vacuum industry. Sewing machine, much slower turnover. Vacuum industry, we have a much greater rollover. We should be selling that same unit. Honestly, when things were firing really well, it should be close to once a month. The product in a particular line, there'll be a couple units that we have just really as price point things and that particular model is not a unit that we sell much of, but maybe the one above that or the one below that is we sell four times as much; but we still have the one end that we don't want to make it seem more complete, so we don't have as big a jump in price points, where that keeps us from getting a situation where we have to negotiate down a price or have a customer walk out the door sometimes on a price point that isn't where we could have got them. Inventory now with the Internet and just in time inventory, it used to be, especially when we were starting out, we would have several weeks on the vacuum end of inventory. Now, it's typically we'd never have that much stuff lying around. Some of the units, we get here the next day. One of our primary distributors has several warehouses. If it's in the nearest one, it gets here in two days. If it's not, then three, and so we have to really have a run on inventory for us. We still try to keep things in the store, but if we're going to be out of stock it's generally a matter of a day or two. On the sewing machines, everything's imported. If they're out of a model, then at this point, if there are none in the country, then there just aren't and we just adjust. We get something that is closer to that price point that maybe we do, then we normally would or substitute something in that manner on the smaller stuff, just because, for instance, we will carry vacuum bags that we might only sell one or two packs a year and it's a low cost item, but the fact that we are the only place that you can get that stuff. If we only carried the 15 bags that we sold on once every, say, 48 hours, then we're carrying 15 bags. If you need vacuum bag, say "Well, I'm not sure if they'll have the bag that I need," because you don't know what we have and you don't know what you need, but if we have over 100 different styles of bags, it's still in three digits. It's not over $1,000, but people just walk through that door and they assume, rightfully so because they're almost always right, that we will have that bag, that belt. I think that's really important because is a big difference from us and the box stores. Their shelf space is worth a lot more to them, and they can't make enough money on the bags and the belts, and so, they will sell vacuums but they want stock the things that you absolutely have to have to keep that thing going. The filters, little different critter just because they're more expensive. The good thing is vacuum is still going to run with the dirty filter and there are hundreds, and hundreds, and hundreds of filters, but again those are all 24 hours away. So, when the first time someone walks in, and if we don't have to filter in stock, we tell them it's only 24 hours away. Next time, just if you call on a Tuesday, it'll be here on Wednesday. If you call later on Tuesday, it'll be on Thursday. I don't know if that answers your question about cost of- what I found is because the margins have been shrinking on the unit since I got in the biz, that it just became a lot harder to keep an extensive inventory and stock. We use to, honestly up until probably five years ago, four years ago, have much more than we did now, probably more than we needed. Now, maybe we don't even have as much as we would need. Well, it sounds like things have changed because you can get things here quicker. So, you don't necessarily have to keep them in the store, and what the customer is getting by coming into here is an expert who knows what to do, whereas sure they might be able to go on some online whatever, and find the bag; but they don't know if it's going to work, or fit, or anything. They don't know what they're doing, or maybe they don't even want to try to figure out. They just want to bring it in and say, "What do I need? What do I do?" The manufacturers have become much more, I think, focused on efficient distribution, maybe not 100 percent of them but most of them, than they used to be. So, it's less common than it used to 20 years ago, is when that if the manufacturer could screw up so colossally that you might not be able to get something for months, and certainly weeks was not uncommon. We just had an incident with the sewing machine where they didn't have any in country for almost, honestly it was over a month. That is much, much more of a rare thing than it used to be. In that instance, it was a matter, I think honestly, they just missed the price point on this machine. It was just too much of a value, and I think honestly they just sold a lot more than they were expecting to sell. But under normal circumstances, we don't run an inventory problems on the their end, since it's only 48 hours away. It really doesn't, and we do have some customers. Well, I don't want say most because usually people will walk out of here with their machine, but if we don't have one in a box, they went it in a box. It's not common for it to be much of an issue, that people wait 24, 48 hours. If you're shopping for a wedding or a Christmas present on Christmas Eve Probably, you're not coming here. Most people that have something that they really want to gift wrap, are not doing it on the way to the party. You build a sense of trust with the customer, whether they spend $300 or $15, or essentially you gave them something that they need and the good thing is they can come back here, and get it fixed more than likely. Which is, if I were to go to like a superstore of some sort, that's not happening. So, they not only- you're selling something of value to them than they need but they can also come back to you, and if it's something you can fix, and I know that especially with sewing machines, I know you said you're not overly passionate about them, but you are very exclusive and that area of selling repair. Yeah, the very few competent, so technicians left and that makes our job easier because when people on the top line sewing machine now's $12 thousand, a even if you're spending a fraction of that, if something trivial goes wrong you wanted to remain trivial, you don't necessarily want to have to box it up, ship it someplace, wait weeks, and then you really don't know who's working on and how competent they are. We are very, I think, responsible and we do take responsibility for all of our products. Which is another reason why we're pretty choosy, because it just makes our life easier if what we sell doesn't have very many problems with it, and if it is very consumer friendly. There are definitely people that are willing to pay for that. When you are asking the question also, just from the sense of selfishness was what I was thinking, if they make a small purchase now, it just makes the next time or when they want something repaired, if they have a good feeling about one what they got the first time, whatever then when we have to charge them for repair or if they want another vacuum, our life is just simpler, it's easier for us to tell them, "Well, okay, when you bought it you didn't pay this much money, you paid a little bit less, now you have this problem we talked about that, and I know we talked about that because that's what we would do all the time," and there's no- I find really we- it's very rare. Months can go by beef without having a customer come in with any kind of objection that while you sold me this, and now this thing is broken, and they are disgruntled at whatever the cost is of that particular issue or repair. We just don't run into that very often. Sometimes, when they've bought vacuum from a big box store or sewing machine, there is some of that the first time they come in, and so there's some explanation about "Okay. Well, you bought this and this is why this happened. There's a way around that, but this is what it's going to cost you this time. If you buy your next thing here, you're not going to have that problem," or you can keep on fighting traffic calming down CNS every so often. I find that we get a lot of people telling us they are just happy we're here, that there's some place that they can get their stuff fixed because they know, they don't know what the problem is, but they're pretty sure that it's trivial, it's just not something that they've really willing to delve into on their own. For whatever reasons, I have a lot of things like that in my life, that I'm just going to take it to somewhere I'm not going to spend a day and a half trying to figure out how to educate myself on how to fix whatever this things. Somebody walks to the store, maybe they are new customer. This is something you do on a daily basis and you don't have to work every day. Lucky you. But, when you do, it's a long day. You have a variety of things going on sometimes you probably have a ton of customers. Besides the obvious money, what motivates you to sell to that person? Yeah, money is honestly so far down the freakin list. Maybe, that's the prime move away in the background but it's just two things, I think one, and they're hard to separate because you don't walk into here by accident. So, one is just wanting to bond with that person, I mean just hey and I'm not really an extrovert, and I'm not honestly that interested in the welfare of humanity in general. But people around here are really few bad human beings I think, and so it's just I want to have a present into action, and the other thing that's really would happen up is if you come into this store, really, you have a problem and I want to fix your problem, and that's my really the motivation. If I were primarily about the money or solely about the money, I think you really- it's almost inevitable. I don't see a way around it where you start pushing people into machines that might not be the best machine for them or what's going to really be best for them, what's going to make them happiest? Every once in a while, they make a decision that I don't think is the right. I go okay, there's save in the $30 today, but this is so much worth for them, but okay, there happiness in that moment. Anyway, they walk out happy and that's my thing. It's my motivation- it's not so much when they walked through the door, that's when I'm thinking how do we solve this problem and just being a present "how are you today?" kind of thing because sometimes it seems like the world is so crappy. At least right here, we don't have to be part of that badness. When they walk out in- like the person today that had their little bulb on, I'm not sure if I mentioned as above or not those small part, that they found on Amazon. I didn't help them at all. That is $5 bob. I feel bad and I honestly do, I wasn't happy when they walked out. Even if they had bought that bulb, and today was a really really slow day. That would've been a fraction of a nothing in terms of the results of the day but the fact that they walked out and I did not help them is- honestly I'm going to sleep tonight, but it's why I am here, and what I get satisfaction from is solving people's problems in a non messianic way. I really think that I am helping. Most people that come through that door are better off because I'm here than if we weren't here. When I say most, it's a huge percentage. It is a good thing for them that we are here, and that's really what motivates me. If you don't make money, we're not going to be here, and so that's.
