David Royce

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.

I think our country is probably two thirds small businesses and there's a unique competitive advantage that they have, right?

Because it's them in person, like they really care about the company and their incentive is, it's stronger than any employee that you would hire because it's coming to their family at the end of the day, right?

They can sell something extra or keep somebody on for a little bit longer of a period.

And most entrepreneurs, they get focused working in the business instead of on the business.

And for me, when I started my company, I just said, I'm never gonna service a house on my own.

I'm never gonna sell another door.

I'm going to create systems and processes.

And it's not, that isn't very sexy, right?

Like taking the time to write out policy and procedure manuals, to write out best practices, create training programs.