David Royce

How could we increase operational efficiencies if we came up with our own software?

So these are some of the types of things.

We ultimately ended up having a software development team of about 60 people creating our own thing.

So in some ways we became a tech business, but it was really just an appendage to the larger business.

And so that was really helpful just to get one thing that was really great was this, this on the sales side, we created sales tournaments, because if you think about it, you have one sales office, you know, maybe you have 10 or 15 people in a sales office.

And the thing that's tough is there's only so many that are relating to each other that are competing.

Right.

And you don't want to just want one individual who's really, really, you know, this top dog to always win everything.

you know, if you're doing some sort of a sales incentive for the week.

And so we said is okay, especially towards the end of the summer, the guys would start to get tired.

And in August.

And so we said, well, what if we do like these sales tournaments, think about it like March madness.

We'll do tournaments from maybe like July, mid July on.

to keep everybody engaged and they can compete with anybody in the entire country.

Who's literally just as good as they are, you know, right on the edge of how good they are.

And what we found is we could drive sales and actually 20 to 30% on sales are on tournament days.

And so the company is able to make more, the sales are able to make more, they would compete for all these different prizes.

There were brackets and say, I just made it a lot more fun.

Yeah.

So one, I think that a lot of entrepreneurs, like, for example, if you think about mom and pops businesses, like small businesses, they maybe got one location.