Chris Koerner

And then over time, over the course of months and years, we learned, oh, storage fees.

It's because sometimes your customers go out of business and then you're left holding the bill.

And like your storage costs are actually very high.

There's nothing to pass on.

Oh, pick back and ship fees because you learn all these things.

And you're like, OK, I wasn't like this genius that had an MBA.

I was just like trying to put my own spin on it because I thought I was smarter than that business owner.

Turns out someone that's been doing this for 15 years versus 15 days knows a lot more about the industry than me.

And I'm much better off just copying his pricing, copying the layout of his website, copying the size of the warehouse he has, copying the same niche that he's going after because that's clearly working for him.

So I don't make that mistake anymore.

I don't assume that other competitors are idiots, right?

I've been proven wrong too many times.

I assume that they're doing that because they've learned the hard way.

Yeah.

And if I copy them, then I won't have to learn the hard way.

I had several of our executives over at my house over the last couple of days, and we were looking at different models.

So basically, we're looking at other companies that do similar things to us that have been around for a long time.

And the question I ended up asking at one moment, when I had the exact same epiphany, I was like, why do they do it that way?

Isn't that shitty?

And there was a second where I think we were tempted to try and reinvent the wheel.