Taking the Leap to Multiple Store Locations with AdreAnne Tesene

Crystal: Retailers, it is time to step out of the day-to-day of running your store and step into a new perspective. I would like to invite you to join me in Denver, Colorado at my conference Evolve. This is built for independent retailers looking to transform their businesses. Retail is changing faster than we have ever seen before. So is marketing and so are the tools to help us. Build our business. This conference is one of the best places for you to stay up to date and stay relevant. And it’s super, super early bird pricing right now. So you can get a ticket for as low as $197. Go to Crystal media co.com/evolve to secure your ticket and I can’t wait to see you in Denver and help transform and grow your store. Holy guacamole. If you are ready for a crash course in opening and operating multiple store locations, then you are going to absolutely love today’s episode. My guest is the co-owner of two Bostons AdreAnne, and she is just pulling back the curtain and giving so much advice to our retailers. We are talking about location operations. Staffing inventory marketing. We cover so much in this 30-minute episode. It is incredible how much we got through. I think you’re going to get a lot of value out of this. There’s a chance you’re going to want to take some notes because Adrianne lists a lot of great resources and just great tips and things that you can start implementing and working on right away. So even if you are not looking to open a second store location or open multiple locations, This episode you’re still going to want to listen to, because we talk about a lot of things that are foundational to the success of a store. Things that you really want to make sure that you have in place, no matter if you’re going to open more locations or not. It will save you a lot of time and stress and hassle. I am just thrilled with this episode. Before we dive in, here’s a little bit more about my guest. Adrianne is the owner and visionary of Two Bostons, the store for happy pets with seven retail locations in the Chicago suburbs. Started in 2005 with her husband, Andy. They had the dream of improving the lives of pets and their people through fun and education. Now with seven stores and hundreds of thousands of pets lives improved to Boston’s is continuing to grow and have fun while supporting great team members, customers, communities, and rescue organizations. Her areas of expertise include marketing, social media leadership, and envisioning possibilities. Her passions include her family, two cats. Two dogs, two human kids, and one amazingly patient husband. HER two Boston’s team, and supporting those around her. Two Boston’s is locally and internationally known for great events, superb education, high standards, and engaging community involvement. You can learn more@twobostons.com. They’re also. To Boston’s on Facebook and to Boston’s boutique on Instagram. Alright, let’s dive into this awesome episode. Welcome to Rooted in Retail, the show that’s dedicated to helping independent retailers thrive in today’s ever-evolving retail landscape. I’m your host, Crystal Vitis, and I’m thrilled to have you join me weekly as we explore topics that are vital to the success of your store from marketing to mindset. Money to merchandising. Sales to leadership will cover it all. Each episode features interviews with industry experts and accomplished retailers who share their real-life insights and actionable advice. Get ready for a great conversation on how to build your dream business with Rooted in Retail. Adrianne, welcome to Rooted in Retail. 

AdreAnne: Yeah, thank you. Thank you for the invitation to speak with you today.

Crystal: Yes. I’m so excited. We have so much to cover, so we’re going to dive right in. Tell us what made you open a pet store. 

AdreAnne: Well, you know, the try-and-intrude method of adopting two dogs and falling in love with them. Right. So my husband and I adopted two Boston Interiors years ago and. They both had issues that they had to, we had to figure out. And at the time there weren’t stores like ours around, so we thought, you know what, if we’re having all these questions, other pet parents have these questions, so let’s help them kind of navigate the, the murky waters as well. So for better, for worse, it’s worked out for us. 

Crystal: It really has. I love that you guys said yes to that and had that opportunity and that idea. Now you have. Several store locations. Was that always the plan or did you grow into that organically? Completely organically?

AdreAnne: when we first started, we thought, you know what, as long as we can. Break even cover our expenses and love doing what we’re doing, then we know that this is right. I mean, Andy was a chemical engineer. I was a speech pathologist. so we didn’t have any, you know, bad habits to break or any big, ideas of retail. We just did what our customers needed and then it grew into, we did what our team members, you know, needed and wanted from us. So it was completely organic. 

Crystal: Beautiful. I love how that worked out. You have seven store locations, right? 

AdreAnne: Yes. Yes, we do. Yep. 

Crystal: Okay. Well, that’s fun. I mean, we’re not talking just one other location, like seven locations. It’s, it’s awesome. Okay. Take us through that journey. Mm-hmm. Can you share your journey and experiences in expanding and scaling to multiple locations? Sure. What were some of those key challenges you faced along the way, and then how did you overcome those? 

AdreAnne: Okay, so first of all, Crystal, when you say, oh my gosh, there’s seven stores, well, I’ve got to tell you that the seventh store is way easier to open than the second store. So, you know, moving from one store to two stores, I truly believe is one of the biggest leaps that you can take in retail because quite honestly, it is not just double the work. It is triple plus the work because. There, you know, there’s only one of you. Now granted, we, I, we had two of us, both Andy and myself, but still, he stays in his lane and I stay in my lane. so, you know, one of the big things when you do jump to that second location, You find out really, really quickly where your holes are, where your weaknesses are, and then you have to figure out what type of people you need to surround yourself with. So I would say that that was a big step in our journey, so far. And it still happens, right? Sure. every time you grow, your processes break and you figure out where you need help. Mm-hmm. So I think. If there’s something that I can share with retailers, is that just be open to knowing where you need help and, and going with that. 

Crystal: It’s such great advice because there are so many things that you don’t know, right? We don’t know what we don’t know, and so you just have to be open and ready to accept that and figure it out. And then to your point, I mean, it makes sense. You’ve figured out so much along the way that with the seventh store, it’s like, okay, we pretty much know what to expect here, but again, you know, we’re open. 

AdreAnne: Yes, absolutely. And you know, quite honestly, every time I, we think that we have it figured out, like, oh, well we’ve done these build-outs. So it’s like a copy-paste. No, there’s something else that’s going to kind of be thrown in there and you just have to roll with it and figure it out and, you know, just kind of keep your eyes on, on what you can control and. The secret ingredient is to continue to have fun with it. 

Crystal: totally. I love that. I was actually listening to a podcast this morning about writing a book. Okay. And she’s like, everybody said don’t write the book, or The book is so hard, or it’s such a frustrating process. And she’s like, I chose to say this is going to be fun. And I was like, I think that we can apply that kind of mindset to business in general to a lot of things that we do instead of getting caught up in this is going to be hard. Retail is hard. Starting a retail store, expanding is hard, but we can also have the mindset of it could be fun. 

AdreAnne: Yeah, I love that.

Crystal: That’s. Okay, so let’s talk about location. Operating multiple pet stores requires an understanding of the local market and competition. What criteria or factors did you consider when selecting new locations for your pet stores? 

AdreAnne: Okay, this is a great question, and super important to know what you’re looking for and why you’re looking for it. Right? gosh, there are so many different things, to take into consideration. because, you know, if you don’t have the right location, you’re going to be having to spend more money in marketing. Right, right. So I would much rather have a plus location than to have to worry about chasing my tail, you know, all the time and making sure that people can see us and know where we’re at. So, you know, we always take into consideration how far away is maybe a potential new location from our current stores. where do our customers pull from? we like to know, the income. In the area, the average income, the median income, population, what does the traffic look like? what’s the visibility right of the, of the storefront, who are, who the neighbors are? You know, you don’t want to necessarily be in line with a lot of discount stores if that’s not Your brand, right? we always like to be by, a grocery store because, you know, people have to come on a regular basis. We also like to take into consideration our current team members, maybe where are they living, but also our current customers, like I was saying, you know, we just opened one store in hopes to pull, some stress away from. One of our other stores down the street. So there’s always those different type of things to consider, but the other thing to consider is just the feel like when you go there and you sit in the parking lot for hours like you probably should. Right. Right. Does it feel good? Does a smile come on your face when you pull into, the parking lot and the shopping center, et cetera? What’s the feel of it and does it fit, fit you? 

Crystal: Excellent advice. You got to do your research. Absolutely. So many different things to look at. You’ve got to do your research. and you know, I think it was in episode two of Rooted in Retail when I was talking to Kathy Wagner, she talked about if your location is in a higher trafficked area, then your marketing budget tends to be lower because some of that marketing budget’s going into the location, it’s like built-in traffic. So right. 

AdreAnne: Yeah, Kathy knows what she’s talking 

Crystal: about. All right. All right, good. Okay. Let’s talk about operations. So how do you create consistent and effective operations across all your locations? Are there any specific management practices or systems that you found particularly helpful in running multiple locations? 

AdreAnne: So I love the fact that you’re asking this question because if you want to grow your business, you need to make sure that. You keep up on this and this is, super, super solid. you know, don’t even think about opening up additional locations until this is super solid. we realized that we needed help years ago and turn to, whizzbang training. They have such amazing, processes and procedures where you can just plug and play. So the first time when we went to their retail success summit, we came home and as we were. Literally on our hands and knees building out the second store. We listened to the DVDs, they were on DVDs at the time, or CDs I guess. and we were just absorbing all the information and we took their, a lot of their pre-made, forms. And we literally changed the name to two Bostons at the top. that’s how we got started, making sure that we were following a lot of good organizational habits. And then, gosh, probably about 15 years ago, we made the fantastic decision to get started with E O Ss or Traction. So the entrepreneurial operating system, where it puts together like a whole cadence of meetings for you and really. Make sure that you are taking care of issues and the most important issues because Crystal, as you know, we all have thousands of things on our to-do list, right? But. Nothing’s going to get done. If you’re focusing on all of them. You’ve got to focus on the absolute most important and get those done. So the e o s or the traction, system really helps us, make sure that we’re managing what needs managed.

Crystal: I couldn’t agree more With both of your resources, if you’re a retailer right now and you’ve never heard of WIZBANG training, you’ve got to go over that. Wizbang training.com. We’re partners, we love them, and they have it. They’ll make. Your retail life’s so much easier. Absolutely. And then same with traction in E O S I honestly don’t know how, especially businesses your size, but as retailers are growing, you have to have that structure. You have to have these systems, those meetings in places, understanding how to. To coach your team and who’s on the team and who’s doing what. And I mean, it’s critical to the success. So I love such great resources. okay. We’re moving into inventory now. Okay. Very good. All right. So, managing inventory and supply chain logistics can become more complex with multiple store locations. How do you streamline your inventory management process? 

AdreAnne: Sure. It’s, so important to have an open-to-buy system in place, no matter if you have one store or seven stores, or you know, a couple dozen stores, for you to be able to know what’s moving, what your turn rates are, what your budget is for each of your departments in your store. I don’t think that you can run a successful business unless you do have that information. and then everyone needs to stick to those numbers, right? but you know, you need to look at your inventory as real dollars, you know, and, and looking at it as a return on your investment. So if I put $1 in here, how many dollars can I get back? I mean, it is your money, so you need to respect it and make it work for you. Another thing about inventory, you know, as we’ve grown, and maybe Andy and I aren’t on the sales floor as much as we once were, it doesn’t matter if one of our favorite toys isn’t selling as well now as it did, you know, 10, 15 years ago. You know, you’ve got to listen to your customers and listen to what they’re voting on and they’re voting with their dollars, right? So to manage that inventory, you’ve really got to make sure that you’re looking at it a wise. Eyes wide open and don’t put the emotion into it. so a, a great source as you most likely know, is management One. If you can’t do the, the open to buy yourself, I think Management one is a fantastic resource. and then obviously you’ve got to have, I shouldn’t say obviously, but it’s really important. For us to have a cloud-based point of sale system, so we can constantly, constantly be looking at the other location’s inventory. So if a customer needs something here, you know, where can we get it from? And also we’d like to do transfers every once in a while just to balance out our inventory, to make all of our stores a lot healthier. And you can do that. Much easier with a cloud-based system. 

Crystal: That makes a lot of sense. I feel like that would be way easier, and if anybody’s listening to this, we, I will link in the show notes to Dane Cohen’s episode, which is, he’s with management one. You can also search in the show notes there, because you should really learn about Open to Buy like that is, I, I don’t know how retailers operate without it. So. Great advice. Great advice. Alright, now let’s move into staffing. Okay. Okay. So in terms of staffing, what strategies do you employ to ensure you had the right team in place at each of your pet store locations? How did you maintain consistent employee training and communication? 

AdreAnne: Okay, this is a good one too. core values, I. That is like the number one, number one gold star standard. I guess I could could say. You’ve got to know what your core values are and you’ve got to stick to those even when it’s really, really tough with hiring, because to bring in someone who doesn’t maintain or show exhibit your core values genuinely. You are going to create a whole mess for yourself, for the rest of your team, for your customers. So you’ve got to respect your, the core values that, that you have. So staying true to that, and hiring for them, hiring, firing, rewarding, recognizing all for your core values. You know, Dave Ramsey, who, who I, I love, he says that, don’t let crazy into the building. Right. So if you stick with your core values and have a good hiring system and structure, you can, you can create that hiring process that really attracts core values, fits while repelling the crazy, and that’s really important. our whole hiring process ends with an interview with me. At all levels. And it is strictly a core values interview. That’s how important we, we take this. And then our team actually votes, on the core values, 90 days after, they’re hired. Oh, cool. So we take it that seriously. as far as training goes, this is really important. and this was a lesson, that we learned years ago. Thank goodness we did. And we do, our training. We’ve, we’ve actually videotaped it. So I think Bob from Wizbang said to us probably 15, 16 years ago, if you don’t have your, your training videotaped. You’re losing out, like you’ve got to do this. So the very next person who we trained, Andy and I actually took turns like holding a video camera and we just taped ourselves doing the training so that every time we, it’s a little bit more professional now, but it worked. It worked. and I mean they, it, they were one shot wonders. There were mistakes. So don’t be afraid of making mistakes. It’s life. It happens when you’re doing it. Live with someone. So don’t let that, make you feel uncomfortable or hesitate just get it done. So now when we hire people, we have about 50 to 60 hours worth of training that they go through before they’re even put on the sales floor as a team member. So it’s videotaped. We’ve got, a book that goes with it so they can take notes, they need to answer questions. Then we have a role playbook that the manager uses. So we’re hitting every learning style from our team. I. And it’s consistent because if we just let anyone and everyone do the training, it just wouldn’t be as consistent. And we think that our, our customers deserve more than, a half trained team member helping them. Yep. Right. So we, we really want to respect that. 

Crystal: Totally. Well, and I have to say, I love so many things that you just said now, one being. Don’t make it perfect. The training is okay If it’s just like, I just had this picture of Andy with the camera recorder, I just love it. Yeah. But you just done is better than perfect. You need to have this kind of training. So you’ve set your team up for success, right? Like Absolutely. And that consistency, which is a question of mine a little bit later about the. The customer experience, how do you maintain this consistent customer experience? And I feel like part of that has to, across all seven locations, like it has to come from the consistent training that everybody’s done, the 50 to 60 hours, they all match the core values. Like that’s how you’re really going to create that consistency. It’s, it’s critical to the success, I think. 

AdreAnne: Yeah, absolutely. I think that’s a really good place to start with the consistent customer experience. Right. But then there’s more that has to happen afterwards, right? And so we actually have something put in place called the Perfect Purchase Approach. and we learned this through, I want to say Strategic Coach. and so we’ve kind of created a process that is more to Boston’s, to Boston’s process, but our team knows what are the steps to that perfect purchase? What does that perfect purchase look like? Well, You know, here’s a tip. It looks different for each person, right? But there are still the, the same steps that you need to go through, to make sure you’re hitting everything. So, you know, our co our managers know that, their number one priority is coaching the team members. they, you know, have certain coaching units that they need to do every week with each team member. The team member has, you know, hourly trackers and scorecards and, there’s coaching on the floor. There’s weekly one-on-one meetings. There’s daily take fives where you’re setting them up for success. we’ve got the. Daily performance summary where they’re filling it out at the end of the day, you know, every team member knows what their average sale was, what their transactions were looked like, how many thank you notes, you know, did they send out handwritten thank you notes? They’re tracking all of that stuff because, It’s only kind for them to know what success looks like, but they’re in charge of bringing all that information to their managers every week and saying, this is how my week went. This is how I did. This is where I need a little bit of help. Because we’re there to serve, you know, our team members, our co, our our managers are there to serve our team members. We’re here to serve our, our managers. So it goes like that at every level. 

Crystal: Talk about accountability. I mean, yes. Wow. And I think that, Our employees want that accountability. Absolutely. They want that structure. I think it gets really messy in the gray and that’s when problems happen. Absolutely. And so the fact that you have that so dialed out, I absolutely love that. You mentioned, I think it was take five, that daily take five. What is that? 

AdreAnne: Okay, so this is something that we learned from Doug Cleaner. And you know, if picture being in a, like a warehouse situation where everyone comes and starts their, their shifts at the same time, and you can have a quick five minute powwow about these are the goals for the day, and this is maybe something that we’re low on and this is where we need to improve. And by the way, let’s have a great day. Let’s get started. It’s that type of idea, but in written form. So, you know, it’s something to instruct, this is what we need to focus on today. maybe this is how our sales were yesterday. This is what our sales goal is today. We always end up with, With inspiration, like whether it’s a quote or kind of a funny, you know, meme, that type of thing. And it’s just a way for the managers to get the team all on the same page. You know, it’s maybe a place to let them know, we’ve got a big shipment coming in today, or By the way, we decided to run this special. Here are the details you need to know, that type of thing. So it’s, again, it’s it’s one of the ways to set your team up for success and let them know. You know what’s happening. Yep. So, yeah, one cleaner’s a great, great resource as well.

Crystal: That is awesome. I absolutely love that. You got to row in the same direction. I mean, and that, and that has happened every day. Yeah. Like little things can happen daily. And if you don’t have that set up, I can see the, the bus going. What do they say? The bus goes off the wheels or something. yes. 

AdreAnne: Yeah, absolutely. But, you know, Crystal, I want to make sure that. The, listeners understand that these are all things that we’ve put into place over the last 20 years. This isn’t something that we started with. We learned to do these things because we knew we needed to put something in place. So if, if you don’t have any of these things put in place, it is okay. It’s completely okay. But what’s not okay is to continue to not have these things into place. So just start with one thing. Implement one thing, be super consistent with it, and then when you and your team feel really good about that one thing, then add something else and get really, really good at that. 

Crystal: It is such great advice because we can feel really overwhelmed like, oh, I’m not, I’m not doing any of those things, so I feel really behind and she has it all figured out. I feel like I could never get to that place. You started somewhere. We’re all starting somewhere. You just have to get started. 

AdreAnne: Yes, absolutely. 

Crystal: Oh, so good. Alright, so, let’s talk about marketing. One of my favorite topics, as you know, so it plays a crucial role in attracting customers to any retail business. Can you share some insight on how you effectively marketed and promoted your stores across the different locations? Is there anything that’s. Specifically worked better than other things? 

AdreAnne: Sure. So one thing that we did, from the get go, and I don’t even know if we knew that it was going to be this important in our whole marketing game, was from day one we started collecting emails. So we love to collect emails. You know, our, the person’s birthday, the dog or, or cat’s birthday, you know, that kinda stuff. Basic information so that we can communicate with them. ’cause as we all know, it’s much easier to keep customers than to always get new ones. Right. So, I have called the list, but still weekly, I still send out weekly emails to about 30,000, people. That is one of the best ways to communicate with them. and a as you know, people will open it. If you have good information. If you’re just sending out garbage, that’s when they’re going to get, frustrated and want to unsubscribe. So just be aware of that. Like what do your customers want? Ask them. And then give them that information. So I think that that’s one of the best things to do, in my opinion. but one thing that I think a lot of people, Look over when we’re talking about marketing is the importance of the customer experience in your stores, because that can be a huge hole in the boat, right? If you can be, you can have the best marketing ever, but if people then come in the store and don’t get that experience that you promised them. They’re not going to come back. And so you’re just losing people out the back end, left and right. and you should be able to track that by watching your customer numbers grow. so if it’s not right, a marketing tactic isn’t going to help at all. 

Crystal: So it’s such a good point. We can get really caught up in the marketing, driving the traffic build, getting out there. I want to go viral. I want a lot of people seeing my videos. I want all the things, but I mean, none of it matters. You’re going to waste your time and money if you’re advertising on people coming in and the experience is completely off. So yeah, don’t forget about that experience 

AdreAnne: you guys, and quite honestly, I’ve always feel that. Our team members are one of the best marketing sources that we can have. So I can put out, you know, on any channel that we’re having this huge event coming up. But if my team members get behind it and are excited talking about it, that is like the best form of marketing that I could ever ask for. So I always try to coach ’em. It’s not even what you say, but it’s how you say it. If you’re saying it with a smile on your face and you’re excited. That’s what matters. 

Crystal: Absolutely. Yeah. Make the invitation. Yes. Talk about, yeah, totally. I love it. Absolutely. Awesome. Okay. Now, if somebody’s listening to this and they have a single store Yes. What advice would you have for them if they’ve been playing with the idea of expanding and opening another location? 

AdreAnne: Okay. Oh, okay. So I guess I would say make sure you’re ready. Make sure your home life is like stable enough because it’s going to take some energy, right? We have two human kids at home too. I have to say human because a lot of people call their dogs their kids, which we’ve got plenty of those as well. But we’ve got two human kids at home. So if things are crazy, why would it make sense? You know, to grow. So make sure that your home life is good, and then also making sure that your current team is ready to grow. and then if you’re going to take that leap, I think that that is great. I’m behind you for sure. but just know that things are going to break and it’s okay. You can patch ’em back up. Your processes that are good for one store are not going to be good for two stores, and that’s okay. You just need to be aware of that, when you’re jumping into the situation, because you can’t be everywhere all at once. 

Crystal: Nope. Such good advice. Yeah, you have to have some grace in that process for sure. So good. Yeah, absolutely. Adrianne, are you ready for the resilience round? I’m ready. Alright, let’s do it. Best business book, 

AdreAnne: $6,000 Egg. by Deb and Todd Duncan. 

Crystal: Oh my gosh. Never heard of that one. Okay. 

AdreAnne: Totally. It’s a little book, but do you see how many Post-it notes I have in there? One? 

Crystal: Yeah. If you’re listening to this, there was a ton of post-its in this book that she just showed. 

AdreAnne: Love it. It’s a little book.

Crystal: Yeah, it’s a little book. Okay. Awesome. Okay. Best retail technology, like an app or software. 

AdreAnne: Canva Pro. Hands down, use it every day.

Crystal: Yes. Yes. How do you keep up with the ever changing retail landscape? 

AdreAnne: Working with great partners. I know you did not ask me to say this, but working with people like Crystal Media and Whizzbang and other business coaches, that’s how you keep up with everything because you need to be able to lean on people, who can bring new issues to the table and new information.

Crystal: Mm. Yeah. It’s hard to keep up with all aspects of it. There’s so many things. Yeah. How do you, because retailer’s ever changing, how do you recharge AdreAnne: your batteries? I’m terrible at this. Honestly, that is one thing that I need to still, learn. I know that it’s important. I know that rest is medicine for the mind, but I am just in a season in my life that I, I just, I just don’t do it. But, By you asking me this question, it has brought to light that this is an issue that I have, that I need to help solve.

Crystal: Hmm. I love your honesty. Thank you. You know, there are so people listening to this right now, being like, thank you. I’m right there with you. You know? Yeah. Yeah. Awesome. Well, I do hope that you find something that can help. Recharge those batteries. Thank you. 

AdreAnne: Yeah. You’ll have to hold me accountable. 

Crystal: Okay. Okay. That sounds good. I’ll check in on you. to help retailers be stronger, more rooted in success. What’s a retail foundational best practice? 

AdreAnne: Ask for help and, and reach out to those people who are better than you are. Learn from them. Be open to what they say. Mm. 

Crystal: Beautiful. And finally, what do you think the future of independent retail looks like? AdreAnne: So I think that it looks fantastic, but only if you’re willing to not be mediocre. People can buy what you sell everywhere, but what they’re going to do is they’re going to come back because of that experience and those relationships. So there’s no room to be mediocre. You’ve got to be absolutely fantastic. 

Crystal: Hmm, great advice, Adrian. How can people find more about you? 

AdreAnne: Oh, sure. Well, two bostons.com is our website, on social. Facebook is two Boston’s boutique, or Instagram is two Boston’s. so lots of fun places. We like to do, silly videos and obviously we’re learning a lot from Crystal Media, and making sure that we keep up to date on all those trends. 

Crystal: Love it. We’ll link to everything as well in the show notes. Adrianne, I love this conversation. You just, lot of fun, gave so much information in a quick amount of time. Thank you so much for your time. 

AdreAnne: Thank you, Crystal. It was fun. 

Crystal: Awesome, everybody. Remember that I am rooting for your success. Have a great week ahead. Bye. If you’re tired of your social media creating little to no results, or you feel like your content has just gotten stale or maybe even boring, I have a brand new free training for you. It’s called the. Social media hooks and hacks, how to save time and stand out. This training is going to help you capture your customer’s attention from the very beginning. Get them to stop the scroll, engage and act. You’re going to stand out from the competition with branded unique content. It’s time to save time and connect with customers like never before. With this 80 minute training. You can get it@Crystalmediaco.com slash hooks, H O O K s. Hooks. Don’t delay. Watch this training. It’s going to transform your content. You’re going to love it. Enjoy. Thank you so much for being here. It means the world to me. Don’t forget to join the Rise and Shine newsletter, which is social media news you need to know. Sent via email every Monday morning. Go to Crystal media co.com/rise to join, and don’t miss the newest episode of Rooted in Retail, which drops every Sunday morning.