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Sales Q and A

I have a question about the biggest objections that you get. You guys just talked about Mom's being perhaps the target audience. And again you started to talk about that being unusual for them or what have you? This is new. So how would you recommend to photographers how to actually overcome? What are the objections that you get from people? And then how do you overcome those? What are those conversations? Question. You take that one, Patty. I'm gonna run a lot about why I I really got interested. This hybrid thing was because I really understood as a as a parent myself about how important it is to record the audio. And, you know, the audio part. The hearing that voice of that child we're talking about portrait sessions is so important. And a lot of times I'll come up some stories where I can actually explain to them why you need to do this at this point in time because Children grow up so quickly and you turn around and your baby no longer sounds like a baby anymore. And one of my fav...

orite stories is, you know, I'm a little older. My son is 26 when Hiss, when he was graduating, is our neighbor kids with the same age they were graduating. I gave my neighbor a disk for their graduation gift. Of all the videos I had shot of the kids as they were growing up the neighborhood, the birthday parties and all that good stuff. And that person had never videotaped their Children. And she can never stop talking about that video because she all of a sudden got her kids back. She said I forgot what they sound like. I forgot what the laughter waas and people get that when you when you explain to them stories like that, I'm you know, I'm just a big story teller. And when people get into that whole emotional part of why we do what we do, they understand that they get it. So a lot of times I can turn someone's objections just because I'm using my own experience to explain to them why this is so important. Great question. Thank you Question. Good question. Go ahead. Please have another question for you. For you guys are your prices. Is your price sheet online on your website, or is that something that you bring to, Ah, the one toe ones. We have a price sheet on there its way. Offer them a certain price. It's 30% off of the regular price. And then I'll tell I'm going to contact you in 30 days, and we're gonna make sure that you've got everything you need and just let you know it's gonna go up 30% past that point. So we really like to get those sales. We figured it out, Not time that, you know, They you know, they have seen the pictures that way at that point that they are priority order again. So we'll contact them again because we're not quite done selling, even though we did everything we could that our session And we've done a great job with a lot of really great. We have amazing sales. But you'd be surprised when you call someone again that there's always another sale in there, so you just keep going. What we like to do is we like to put in our our sales menu. When we have a photo session, the photo session itself is gonna end in a gallery, right? No matter if it's a hybrid orphans, a still photo session. So the gallery, of course we use is going to be Zen Folio. So here's primarily what happens in. We already know the part where we get the shoot. Then Louis goes through the editing process. We get down to what we call our select our selects air, then uploaded to the Zen Folio Gallery. Now the name of that Zen Folio gallery is going to be super simple because it's going to be Chicago portrait dot floro pro slash 2014 slash the last five, uh, characters of the person's last name Now, typically, once they long into that right there, registered into their people. I don't see it. You can't see it unless you're logged in as them right. But there are times when we do leave it public. We don't have a problem for anybody seeing it. And our goal is that we wanna have different pricing structures. And here's how it works. We want people to be able to go into the gallery, and when they visit there, they're gonna look off to the right side and they're going to see the prices that are printed for each one of the different products. Then if it's gonna be framed where it's gonna go, Why do believe I don't under the pricing menus. So they have blocked mounts and Fran float mounts on. Um, yeah, of course. They want a dumb question. Yeah, yes, of course it's Patty. They do. They have all that done, all right. That means that they could order them any time they want to. And our call to action, if you will please, is that Patty will call them inside of usually 20 days and let them know the gallery that you're in on is has got a pricing menu. That is our special pricing and our special pricing changes to our standard pricing in 30 days after your session. And when it does, it's going to go up about 33%. So if you'd like any extra pictures, then now is the time to buy, because prices are going to go up now. This is all part of our grand plan, because we want to make sure that patty has 20% of our annual sales are made post session, right, because when we have everybody in the house and everybody's around, but the sessions sale so we're able to do whatever we need to do in that session. After that, That's all post session. So if Patty's ableto then re book say, for instance, a hybrid photo help, you gotta come back and reshoot it. That's considered another session. But if she's able to take some of the video clips that are seen on the gallery and make that into a custom e product, that custom pocket portrait then that counts four. The 20% that's on the outside. Now she gets a higher commission off. That, too. So Petty loves to make post session sales. You're Oh, sorry. I don't know if I just interrupted you, But what? We're hoping to hear people in the challenge there hoping to hear perhaps the kind of this to summarize. Patty could summarize a step by step sales cycle. So sort of from that for your studio. The beginning. The first interaction. Two. When you deliver that product and when you're showing what information what would that be? Yeah, yeah, that would be great. That's a little a little heavy duty. You up for that? You have the challenge. The delivering of the product. Yeah, way Get enough time more just the sale cycle, just at a high level in terms of from when somebody first inquires with you about a shoot, whether that is a regular chute or that issue, let's have some fun with that. Okay, let's dio Louis, you take the chair, you pretend you're me every day I want I want to see how these two guys want to know about this. Okay, Patty, here's what I want to do. Let's pretend that we have ah, family coming in. The family's got a mom a grandma 22 or three kids, right? Because we don't Louis loves Grandma's. Louise. Louis has is a special grandma discount. I love this, and what they're gonna do is they're gonna come on in, and there they they think that they're only going to spend 500 bucks, right? That's kind of their limit, but we're not interested in taking away money from people that can't afford it. We want to take away your power bill, but we want to make sure we sell them what they want. That what happens that when they look at the pictures, they really want eight or $900 worth of pictures but they can't really afford to go much beyond that. And let's talk about the wheeling and dealing and how it happened. So let's talk about the sales cycle right from the get go. So in the door come the folks, everybody say hi. You're the first. The first person to greet the people when they come in is Patty Show opens up the door. Right? And for the old studio, compared to the nude studio they were at the old studio. Old studio is in the nasty part, right? And people a little nervous to get out of the car, right? There's a little bit. And then they think, Wow, we have the right spot and they look again on the address. We could see him right through the through the camera. They look and make sure the address why we have the right spot. Yeah, right. The right spot. Okay, then they open up the door and they look around. They walk over there, they ring the door bell, the doorbell opens. And here's Patty. Hi, I'm Patty. How are you gonna go? Wow, This is really nice. Come on, this win. That's just the inter. Wait, then they opened up the door to the studio and you see the studio right on the studio? A moment? Yeah, way. Always know who's coming. So we always That's a big part of it, too. It is a big that Patty's communication before you even meet them. So they come in, they hear about it so they'll hear about us. One way or another. We have our standard session, which is 10 by 10 print, as well as a one hour photo session with, UH, one hour session in total. So let's choosing your pictures, making your print, the selection, the shooting, the whole deal, eating the cookies. In the beginning, however, you want to run it. So when they first come through the door, they see Patty. And they generally recognized Patty by her voice. If not that they've already talked over Skype or over the phone, so they're happy to hear about Patty because they talked to a for great time. Petty does great with figuring out who's coming as grandma coming. Do you got a dog? Is Jimmy? Does he play soccer? What's his favorite candy more? Patty knows everything about everybody because people really appreciate that So they come in already, feel nice and comfortable with Patty. So they come. They introduced the will they introduced to me. They now get a little bit more complicated. They're comfortable in this situation because now many people get an opportunity. How many times do regular family that actually get to go to a photo studio So they come on in, Patty introduces them to the bathroom to the dressing room, gets everybody else situated. If you need a glass of water, all that stuff kind of happens. Then I'll give him kind of the rough of how it's gonna go, whether they're gonna walk in, whether you know what, they're looking for it. It's a big family. Are you looking for kids or you're looking for boys together looking for girls and we'll start the sale process kind of early. Kind of planting the seeds on. Do we want to make a three window of the kids? Do we want to build this? What are we really looking for? And it starts to get some cooking to get started with. Oh, wow. You know that That is kind of cool. Oh, that's kind of cool to. And a lot of people don't get to appreciate. Another thing that we have is like that. She was talking about the museum grade prints and a lot of people. First off don't get to see that very often, and they really don't get toe. Kind of appreciate it for what it is because it's oh, Prince of prints. I got a printer at home. What's the difference in your printer? Okay, Such a starts. Kind of planting the seed. And excuse me. They go throughout the portrait session. They come with me, we go through the selection process. It was very quick, like I showed you guys earlier. We just star you choose out once we're down to about 20 pictures. I'm trying trying. I'm going kind of quick. I'm giving you the kind of rough of the whole process, right? And yeah, Patty jumping whenever he whenever you like. IPad. Anyone get to say hi to you all around here really fast. I do talk fast. You can be so but yeah, I mean, part of it, too, is before they're even photographed. Usually there will is getting ready. We take him around the studio and we just start talking about the products that we have and about about doing hybrid video products. And, you know, kind of what we're gonna kind of problem for everything. But we're actually talking about products the whole time that we're walking around the studio, and we're figuring out a little bit about who they are, you know, are that you kind of need some inside information. So you know a little bit about your client and what kind of products are appropriate, That plan. And we also talk a lot about, you know, as far as, like, do you like black and white? You know, we kind of really raised things directly to that. They're gonna be assuming that they're gonna be holding a black and white print at the end of this. Or do you like it to have a little more boroughs? Tim, do you like that? You know, we kind of showing all the different styles that we do on a lot of times when you ask him a question about you like that, roast him and they come back with Oh, yeah, I like that. That you're already giving them a clue that that's probably something going be purchasing especially the black months or black moments were really, really super cool. And we have many of you guys complete. Those black months are really cool. And I wish we had one here for you guys toe show because we do give our customers different options of viewing them not only between prints but also on the block mounts and their online. We try and bring in the whole circle. It helps you below. And when people come into our studio, they typically know what they're getting. They know what they want, and that is the black and white portrait. People don't come in and ask for something rather crazy, so it's pretty straightforward in that aspect. So just just to interrupt there in terms of even before they come into the studio, would you have in the first interaction is an email. Is that a phone call? And would you have centam your pricing information and educated them about what your studio does in advance? How does that work? Perfect way Don't really give prices out ahead unless you're looking at the galleries. Galleries have prices in the gallery, their online and we do also have their information preset part of that that Wufu information gathering tool. Part of that also gives us the phone number, their email address, and that goes into our logs. So we already kind of have most of their information. And if they have been with us before, we could look up there gallery and it kind of add to that gallery as well. And if they don't, they kind of like I was mentioning earlier. They get comfortable with the gallery way of displaying things with the videos that introduce. Will the block mouth stuff the way of framing all those introductory videos go into the upcoming sessions for systems that are coming? Hey, Louis, can you show that Roz er family that's on the gallery special? That whole thing And at the end, the funny picture will with the kids. That kind of give you an idea. Okay, Okay. Looks like. And then it has the intro video in their send that before the session. So it tells him what to expect and who we are and kind of overview of everything. We don't really talk about prices ahead of the session. We just talk about creating beautiful pictures, so but the session itself. You know, it's a fun session. Were we know where we're going with the session before we get to that point, but we're just helping those clients get to them, get to that session and Ondas faras like after the session goes, that's when they kind of get down to Okay, now that we've had the session, this is what we need Dio and what? What can we do? What can we look me show you? And a lot of times were shooting. We're shooting for certain products, So we are shooting multiple family photos like just maybe each individual child or Mom, Dad and the family. So we're doing those things to get into the collections where we have more than one print a three window bad or something like that. So there's a lot of different products that we sell. Besides, what? We're going back here, too. So, yes, I know you had mentioned you want to see the online gallery before they come in. God, Yes. As you can see, here is part of the intro video. I have a sense of the bottom now because that's that galleries been populated with the images on the session. And then there's Crock. As you can see, we have tons fun and are and I'm aside if you look Yeah, yeah, it does. I got it. The HD, my kind of distorting it. But as you can see, their price sheet is also right here on the side. So does provide on option toe. Go back and sell and they can contact us. Go ahead. Apologies. I guess I'm a little a little confused. So when they this is after the shoot before and after. So let's say Let's say you're coming and Jim's coming in for a portrait session in Chicago. Portrait. Yes, Let's say I email you and I say, Hey, I want to come in. How much does it cost? Absolutely. All that information. It actually is in the front of Chicago Portrait, and it'll tell you about our standard portrait Session 7 99 session. What? It comes with, what you can expect. 7 99 That's what you're getting. And here's the checklist of everything that you get with that. On top of that, here's what else we have so going. Perfect. Yes, After that, we gather your information and I tell you. Hey, Jim, Guess what we got going online gallery for you. It's gonna be Chicago porta dot com slash 2014 slash jim. Cool. Once we're done shooting, yes. And then I'll invite you to go to that page to familiarize yourself with that pitch, and I'll let you know your pictures are gonna be in there, But after you leave the second you walk out that door, all the pictures from your sex, you're gonna be in there. You can probably in their initial initial thing we send them is that video will explaining what's gonna happen in the session. So they get a gallery with her name actually on it, And l hasn't It is that introduction video by will, And they'll have that before their session. And, Patty, are you part of the process as a sales person? Are you actually part of the portrait session? Your They're working on the cell? Yeah, actually, there for the whole thing. I'm kind of a pivotal person. Like I'm the one of the phone and I introduced them to everybody. I help them with their help in the changing room. Make sure, but it looks good. Talk about what they need, what their needs are. I consult with will for them here and also, as far as you know, Sale. I will be there at all to I'm just saying that I'm kind of person. They just get t know that they could call Patty if they need something. So that's very reassuring. The people that they don't know who they're talking Teoh and Jim just just to clarify, I guess. What Patties role? What, Louise. Well, even though we're both salespeople in the Chicago portrait business, how we separate ourselves and my role is pretty much set in the initial year here, You just had your session. How can I get you the best product that you're looking for? And Patty is pretty much the one who's warming everybody up was giving everybody the information and letting everybody know that what what we have to offer and why. Our products are at such a high quality price and kind of introducing, which makes my job easier. So she kind of hand that off after they're done with their portrait session. I handed off back to Patty and Patty relies on the post session sales, so I get the easy side of the coin. Petty gets the hard side. I would say, Who's the good cop? Who's way try and both be good cops. We call it the Louis Special. Yeah, yeah, a week and you get to use it. Woman time, Louis. Special discount you get Yes, her week, what it is and how you get to use it every now and then crackle o me a favor. And when I can help out a particular family because, you know, a lot of the equipment that we use is pretty expensive. The Yanks, the papers, as everybody would know and will will give me a couple of freebies, and I'll say, all right if you really want to help someone out because I love helping people get heirlooms instead of, you know, breaking a people's wallets. I try and make your family heirloom. So he gives me opportunity and says, When you feel like this session is going in a good direction and you really want to help him out, give them a discount. Here's a you know, a coupon for a free print or something, and I always say, You know what? If the family's kind of struggling. So you know what? That's really what I'm looking for and my kids look great. It like some of these pictures of the kids, and they really don't know how to get there. I'll always give them the Louis special, and I was trying to end as well was mentioning earlier. Grandmothers are my weakness when they come in, because nothing is more special to a grandmother and a picture of their grandkids. So is offer that Louis special, and that is also embedded into the zone Folio site on all on our So You can See it on their we have Will, who is crunching some numbers over here on a white board. And, uh, let's let's bring him on over way Go already got a calculator going doodling. This'll first, but don't tell that side percent professional side. Okay, one of things that way. Asked asked a lot about Thanks, pal. We got sure, but we got asked a lot about Patty was overall numbers when we talk about X's and O's and what I wanted to do is, I wanted to expose a typical day, not a typical day. Now we have, of course, much bigger, broader sales when it comes to holiday times. Now, at holiday times we work seven days a week and we don't have any problems with Saturdays and Sundays. And what we do is we work typically from eight. Well, 9 a.m. to usually about 6 p.m. Now, of course, we have mentioned in the past that I do have some problems with a bum leg. The studio does everything they can to make sure that will's a okay. There are times when I physically can't jump in there and get the portrait session the way I need to. So Louis does have the ability to jump in and shoot infecting into a very, very good job. Right? Um uh, Patty has the ability to cover a lot of what Louise responsibilities are. And there are times where I'm actually out of town and we try to reschedule some of our portrait sessions, and we can't. So one of the things that Patty does she is really good about is calling up families and say, Hey, Will Crockett, unfortunately, is got any out. He's got some sort of speaking gig he's got. Whatever going on, however, are Julia photographer is about is more than more than talented enough to do this. He's gonna pull it off. And here's what we're gonna do is we're gonna offer you a super duper deal that you come on in. And if Louis takes your picture and for whatever reason you don't like the pictures, then you don't have to pay for those pictures at all. Not only will you, if you would like toe to just go away, you can go somewhere else. You could free book all you want to. That's okay, but will also give you If you want to re book and come back, we'll give you $100 credit to buy towards print to just say, Hey, we're really sorry that our our guy didn't quite do it. It's never happened. Louis has always come through with some really great pictures and done a great job so well, which is great because I'm hoping one of these days I could just work from my bed. This is great. I could just be like Howard. He was I could be watching movies all day and you making money solely trade, right? So the numbers that are involved in Where we're at is we're really lucky that we have a, uh we have a portrait studio that we share space a little bit with There's Ah, meet up dot com group in Chicago that is called the digital photography Meet up group. Can't remember the rest of it. Something about arts, and it's run by Rick Carlo and Robbie Di Robbie Di happens to be one of the hybrid heroes. Well, they have a beautiful studio that they use it as a training facility. There really is no photo business in this studio. It's a training facility. Well, I asked him. I said, Hey, how would you like to have the ability to have a really photo studio inside there? Particularly one that's now using the same things that your training, because it's taken a while for them as a group to adopt a a couple of the Crockett ideas, right? Idea Number one is that we want to be able to shoot as efficiently as and effectively as possible. B. We want to avoid post processing. See, we're really in the continuous light for both photo as well as video d. We want to be able to seamlessly blend photo and video and audio at any time. We feel like it. Well, that's not really in the center wheel house of the meat up dot com style of folks. But it does bring in that kind of next generation photographer that's looking for a place to go now. You also have to realize, too, that recently we've lost our to big camera stores in Chicago. Both Cal you Met and Helix are on now. Both of those places did a very good job of educating photographers. Well, that means there aren't very many places left for photographers to go toe learn professional grade education. So with our online presence coupled up with the fact that where Patty is type patty coupled up with the fact that we've got a real portrait session, people have asked to see what the numbers are on, what our business looks like. And basically, here's where we're at. This is just a quick PML statement on ah, basic session now are overhead. I have broken down into 1/30 because I replaced the 30 days in a basic month. I'm talking about not only our rent, I'm talking about insurance. I'm talking about the power bill. We're only looking at $260 per day, which is really great toe have ourselves a space that's about toe 4400 square feet, of which we use about 3600 square feet. Now, this thing, this place, the rental studio with something. The industry of the meat up, that dot com studio. They get the benefit where they get a couple benefits. They get the benefit of one. Having named Photographer, it's in the studio. It's got his name on the door. That's a big deal for them to. We've got all this terrific equipment that's inside there. 34 They get the see all the pictures of the photos that come on in there and seeing all those beautiful framed prints that you saw Penny had there. That's a big deal. Well, they've gotten so they have to walk through that entire first floor and then go on downstairs. And that's where they have their teaching studio. Well, as they go on down the stairs, they go through my printing lab. Well, my printing lab is all controlled lighting, right. We've got all daylight controlled fluorescent tubes overhead, pointed up at the ceiling with paint that's got neutral. Colored on it are dark gray walls. All been calibrated. So it's neutral. The gray wall on the other side. That's light. And they were talking. This is really the real deal, right? Okay, Our marketing is also factored into here, and our marketing is our biggest single piece that we have and our marketing. When we busted down into 1 30 chunk, we're looking at $ a day to spend on marketing. That's true. We take a look at the advertising that we do, and when we take a look at the discounts that we offer well, apparently, when we do ah group on and we do a yelp promo, we do whatever promo we do. A group program route group promo with a handful of other different businesses where we get together with a restaurant. We get together with a framing company. We get together with even a carpet store. Everybody offers a discount. If you buy in one or two of those pieces, it's all working out. There's tons of ways for us to get our message out there right then when we take a look at some other expenses the bill pick up. So we got up snowplow. Oh, sometimes I'll bring in my nephew, for instance, to do some painting and moving and fixing and other stuff. Basically, we're looking at $864 per day. Now, that's basically every day. You know, the overhead is going to change course on days where we don't have shoots, for instance. Right? We don't have anybody in there, but that means that's pretty heavy duty number. So we know that every day we're fighting upon that next sales way. Take a look at session breakdowns. Now, this is on a non holiday day question, sir. Quick, quick question before we move from the top to the sales. Sure. Where does all the the hybrid you know, paying Dan all the temp buying, the templates and all. All that fit into those 1st 3 numbers? Yeah. Those are going to fit inside to just my basic overhead because I've got monthly payment fees. For instance, when you talk about paying, Dan Dan gets paid because we have a subscription, right? We have a subscription descent folios, and we pay the annual version we have a subscription to my attempt to my card. We have a subscription to my template when we put all those together because I love buying things and just subscription so I can get the cheapest possible rate possible. Then I'm gonna put that just put it into my overhead because it is my overhead, right? My e card, not pro, is my overhead. My great question, by the way, to the great question to the only thing that's not covered in this is when we have to buy cameras and extra equipment. And one of the reasons that I don't put that in there is that I do get a lot of the stuff that you know I don't pay for. It's kind of part of being me. I get to test it. If I use it in a program, I don't have to pay for it. That's not part of this program whatsoever, and none at all. However, it's part of it's part of what it is. It's part of being me, right, But excellent question when we get into sales were talking about non seasonal sales. Let's not talk about Christmas time. Christmas time is off the hook. We have a great day of Christmas. In fact, Louis had his first ever. Louis and Patty had their 1st $10,000 weekend, and I couldn't believe it. I was so proud of. How do you do that? Oh, and you were so good. They were so filled with cheer, right? But you should have seen the man by the by six oclock on Sunday when they were leaving the head home to go. I don't believe it actually happened, right? Got one through a Mike Tyson weekend, a session that comes through with the discount, right? Say we go to one of our events and it's one of those nice black tie events and they end up buying one of our 770 or $1150 sessions, and then they get it for deal. They get it for $440. Right? That's common. That that happens a lot, so we'll sell a session at a discount. Then next session's gonna come on in. We're going to sell, but you know, that's that's a typical range for sales, depending on what's going on. Of course, it does depend on the time of year in Chicago. Once it starts to warm up like it is now, it's not so much the sales that dip down. It's just the volume of calls dipped down. The amount of sales amount of sessions that are actually popping into the book right now are going low, and that's just the just the year, the type of the year. Next, you'll see that session number two here I've got in a typical 1 $1330 what I did Louise I used two weeks ago. I used that. We had that strong weekend that was with pretty regular, right? Pretty regular. We did have one issue where ah, print got damaged ended up having to be sent back out to be replaced. But there's no charge for that, by the way, so you could see some session shots. 13 14 $1600 total is 5600 and $10. So a typical when we're talking about a Saturday and this is a Saturday session. Looks like this now well typically work on Monday as a day off. Monday is a day where Patty is the only one that's actually generating a revenue right. I've got toe have my other company. There's two companies that we work off. One is this portrait session than the other one is the Crockett Co. Technologies, where I'm actually doing my consulting work and we're got a couple of great big projects that were doing there to those, Unfortunately, don't have a whole bunch to do with Patty. Those do get a lot of work to do with Louis and get to keep Louis nice and busy, right? Which is really great about that. Then next, when we flip that little bad boy around will take a look at what happens you'll see on a Saturday. We're going to be able to come away with $4700.46. I'm sorry. 40 $4746.0. How much of that is hybrid? How much of that is is, uh, printed product? Well, as of now, we're looking at just under 20%. This hybrid, when we look at it at a quarterly basis, right? And that's what we have to look at because there are days when we've got Tuesdays and Wednesdays and Thursdays that are nothing but e card jobs, and there are no printed card jobs. Those days are Justus busiest, the other ones. They're a little easier to do. Maybe because we don't have to sell anything. The sales part is already done. We take the same amount of time. We literally make the same amount of money that keeps popping through because on one day we could have we don't have with, even though we do work on a one hour basis. We've got two sets going at the same time. So when we're talking about shooting E cards and we've got safe, Patty pulls in a a group of 2020 salespeople and we ask him to say, Look, can we get you guys in and three days would be great and come on in, Here's how it's gonna work. We're gonna have two sets run at the same time. They're far enough apart that audio wise, we don't hear any any different apart and were ableto do before $5000 a day. That's where we want to go. So are we making a $1,000,000? No, no. Do we have the potential to make a $1,000,000? Well, maybe I can see us having 456 bays running on here. I could see us having two or three locations. So is this the magic super syrup to get you to the promised gazillionaire land? I don't think so. Is it a great target to aim for a particular If you're a young person and you want to be a photographer? I do think it's a good spot to aim for, and that's where we're at, where we're going beyond this, nobody knows for sure. Here's what I do know. I do know those companies that are hiring us to do these souvenir photos. Those air gonna help us write those companies that instead of the souvenir photo pictures that they want Souvenir E products, those are big deals. Those are the ones that are gonna want us to drive Mawr people into the portrait Photographer for those e products had one question. My quick question was the you had the multiple number of sessions that that's not assessing packages. There's this one family coming through within. That's how much they're spending. Yes, OK, that's what it looks like on our typical day right when we holiday times a totally different thing as soon as you go from middle October all the way through the middle February. Take a couple of days out of the mix. There it's bonkers, right? You've got two or three weeks that are berserk. And when you get a couple, of course, you're always gonna have a couple of people that are going to not like what they want or they're gonna want to return or they get at home and the glass somehow is magically broken. It was fine when it left our studio, but it broke on the way home. And somehow it's our fault. We need to get it fixed. You get those kind of things that you deal with, but most mostly those other. That's the real number. That's it.