What type of sales goals do you set for your company when you look ahead, say, maybe you're planning for a season or a certain type of season, maybe it's prom season coming up or wedding season, or something like that? How do you plan for that? I guess from buying to selling to, do you have an idea or chart or the goals, how do you look at that? So, that translate us definitely to go, so we're just predicting that goal and since we've been in business, so we can predict that goal with period season. So, that we use that as our base and then use that as our base for like to do, for example, ordering, for example, if that season, last season, we are doing 200 dresses then that will be our base, and then also see from the past few other season and see what is the growth, whether it's just only 0.5 percent. That is the percentage and then we'll want to gather and generally and basically get about a mean percentage and then so. Because we always want better, of course, so we always want to hope for better, because we want to work for better, and so I will generally, at least four season, use that number of the percentage to act on to my base because I want to get to that target. So, that will be our target goal for the next season, that way. Also, in this industry, we do order basically almost nine months ahead and then, so that in that way, so that would be our number and then so within that, like the next six months team production, we would work on our media. Then also try to keep in touch of the people, whether it's a photo shoot or actually, just like a on top of like My Story on Face, not Facebook, but My Story is always on Instagram and then in that way it's like reaching more people and then just try to already connecting with them about the new style, the new design, which is going to come into the store. Then so, I like to work with their excitement together like that. So, that will be our number and hopefully we will reach that number and sometimes it doesn't. But then at the same time, as long as we are still doing the basic, the baseline, then I feel like it's still a very successful season. To actually also see from basically, the inventory because we have to pre-see how many. So, the ratio is actually one to 4.5 dresses, meaning like if we want to sell 200, we basically need to get almost a thousand dresses together, all in the store, so that they will be feeling they have choices. So, that it's not like all, if you only carry 200, all 200 will be gone. Of course not, so the ratio is actually getting higher because it actually use your line one to three and then over the past two years, it's like getting higher and higher. I think it's because with the media and also the tempting were out there. We work up people's taste and then so, they just expect even more, which is also good for the designer world, so that they feel like perfect and just more gorgeous and then so, we just have to have more to provide, for people to choose to meet you there, like final picture. Is there one particular way that you determine how much of a particular item you can sell? So, maybe this is like wedding dresses or something like that to wear. Do you concentrate on a certain designer and you know that they just sell even better than another one, or is it a certain color, a size? Are there certain things that are kind of the peak in your clothes? We definitely know what possible season, we know a certain designer like Giovanni is our top designer selling. So, that when we know, so we do focus on them more that by we will get more inventory from them and just because it's been working and but then is that going to change, it might. Because it depends on the people's taste, what they are following. If they are actually following someone else more and then that can change the game too, and that's why for the rest of the designer, we would definitely change it up every season. Because sometimes, you just don't feel it too, right? You just don't feel like that is like, although you loved the designer. It might not work out this season and then sometimes you have to skip a season and if not and then, well, we will try new designer. You never, but sometimes it's like we definitely put that risk to see what, it can be the new, the best one. Just like almost Heidi Klum about the Fashion Project Runway, like in the fashion industry is like one day you're in, the next day you're out. Really, you never know, you really never know like sometimes you believe in certain thing and then you know that have been working, it might just doesn't work the next time. So, that's why you have to also branch out, not just like stick with one or two, even though you want to, your loyalty to it, but you have to branch out, so that you'll culture more of different and then, so that you meet your every different person that way. What do you do for your company as far as, is it the designer, is it the dress, is that the size, that type of thing? Yes. How does that determine? The it factor almost. It determine each season. First, of course, we definitely, based on the designer and then certain label, they are more powerful than the other, but that doesn't mean we won't branch out because sometimes it just might not click, it just like, maybe sometimes that one season doesn't do and then so you have to branch out for other different one and then also, on top of it, there's a lot more of like a rising designer as well too. So, that's also another excitement about, this whole designer industry. Then in that way, it's like it's always in, out, in out, and then at the same time, and then you just feel like, you just want to let go with them, along with them, that give you that joy of that ride, that like you're a part of it, you are involved of it and that you're also connecting them with your clientele of this demographic here. You just feel like the same way that you're connecting them together more and so, well, I'm moving the world forward together as well, while getting today like gold picture of the beautiful self for their very own event for the experience of the journey. So, that's definitely a very important factor, the designer label, and we do focus on that. But other than that, Selco is also lined, we also have the pattern of each season then we will be basically can gather more information depending on the season, but then of course, don't kind of one season. One season, it's just like not enough of the data. Well, at least try to like gather four seasons then in that way, we can try to get up, act more accurate information of which designer label might work better, and then price range and then also, definitely even like a certain style, like believe it or not, for example, one season that was actually two years ago, only two years ago, the mermaid was like a really big thing. But for example, this season is actually about ballgown. So, then you know why, it's also not just the designer label, it's style too like I mentioned earlier, because the world keep changing and then the media is keep inserting to each person. So, they actually follow and also create a new trend everyday. Hopefully, we just catch that moment to extend one season. Sometimes a more classical can extend longer season too. That isn't more like a certain style for more updated news, but at the same time, we believe it is more about the person, the person's taste, what they are the best or most beautiful of themselves. So, then that means they add the all different looks. So, it doesn't matter, it has to be this season. So, that's why we also try to come for other style and other designer than in that one so that we can combine more of a big melting pot to that very personal taste that way. So, also the goal wise. So, the goal wise since we've been in business. So to us, I'm working very prastate and then because each season, whether we'll only have 0.45 percent growth, it is a growth. So, it is a big encouragement for us. So, we will always try to use that as our new standard, and then we will gather the past four season of that percentage of the goal, and find that mean and use that new standard and add that percentage to get the new inventory for the next season, because we want to reach that new goal. Then hopefully, it will continue all that way. So, I know we were talking about certain items, how do you determine how much of an item you can sell? So, more than just a bunch of stock, is there a particular item that you focus on sometimes or does that follow the trend like you said? Is that? Actually, yeah. No, I think not enough data to show what a certain thing that you will be selling more than even two times. Because we also register for the event in the schools, so we really try to just keep one dress for each size like that, and there are just some of them that do have to sell more for maybe even four times, but that will be just stay in one season. Because new style keep coming, so you will never really want to carry the same style, and then, and each season you will do a mixture. You'll do, for example, you already get 80 percent is the newest style, and then so the other 20 percent, you only get some of the mixture of the different style either from a carry-over season or to a lot more the classic style. So, then in a way, it's like it doesn't really have a certain style that will sell over and over, because there's just too much new information. It's too much to choose from, way too much to choose from. So, I don't really have a pattern for that one. So, I don't have a certain thing that it will really just keep on selling. Because the taste change, the style definitely change and then, people's mind change. Their taste therefore will just definitely change. Two years ago, they will find this appealing, two years later, they might not anymore like that. So, it's interesting to me you're in a college town. Do you also find that you're selling to college-aged students as well for formals and things like that? For college students, as much as I wanted to take advantage of it, we haven't really reached that goal. Especially WVU, they actually have a lot of department. They also do quite a nice formal, like the law school, the medical school, the nursing school, and they also, talking about a lot of, like even the law school, they have diversity ball. Then so it's like, as much as we want to expand more, we haven't really have had a way to reach to them too much. But I want to. I really, really want to because there's a big opportunity there. I don't know how to really get it. Occasionally, of course, we still get them. It's just I'm still figuring a way how to reach to them better. That part, yes, I don't know. I have to work on that really. So, your demographic is more or at least you're, the territory is it seems like you're talking about the high school? Yes, because high school definitely have more of the set tradition, like homecoming, prom, and that is our chief focus point of the season. Because of the traditional set mind in their mind and their heart, that why it is more important or it is more of a thing that they want to experience. So, that changed mindset with for example, the college one, they feel maybe they have more other resources even the online, especially the online. Then, we lost that touch because they'll need to walk through all those experience of shopping, trying on. So, during the high school years, so they probably already know themselves so much more of liking, and then so because they will walk through the whole journey, and then so they know also when it comes to buying, and then so they probably have a better sense of just buying offline. They didn't really try to walk through the whole experience again that way. So, that could be one of the reason, but I don't know. I really don't know, I really couldn't get to them yet, yeah. I really think it's interesting that you're looking beyond the actual dress. That you're talking about an experience that I think that really speaks to your sales. That really speaks to- it sounds like your formula for what you're doing when you're selling. Yeah, that is part of the model. Definitely, because if not, it's like we thank them, give us the chance and let us be a part of their journey. Because that is something that is very honored here. Like yes, we probably know the dress more or the style more, but then at the same time, it's like if you don't let us, we couldn't. Then we'll feel just as proud and excited for their journey and as part of our journey that way. So, that's a really interesting thing to wear, that is something that you miss online. The where you if you are shopping for a dress online saying you think you know yourself. But you're missing that experience of, and I can speak from experience too because you helped me find a dress. But, and it was an experience. Yeah, that was awesome, that was awesome, that was awesome. It was an experience to me because you brought dresses to me that I would have never thought of myself in. I actually really liked everything that you brought to me. It was more of a choice where, "Oh well, I think I want to go with this or that or whatever." But I liked everything. So, it was just a different thing to wear. If I looked at myself, it wouldn't have been the same. Yeah, we definitely have more like a different opinion that way. Then on top of it, it's real life. Like, "Why did you want to feel the real life?" If you have the opportunity, that's what we're also very thankful for people who walks in, who comes to us because it takes a trip to come down. It takes your time. Your personal time, if whether you already have a goal to shop, it is your personal time. So, then that is already an opportunity that you're giving it to us, so of course then we'll really want to try to walk with you together. What got you interested in sales in the first place? What got you started? That part is actually, I want to use especially, even my husband for I know we talk about that a lot. He inspired me that point, and I now just completely, totally about that point of, it's actually like it's all in every industry. Everyone is selling themselves. Everybody is selling themselves whether to impress to more fit into your job duty, fit into you job description, whether you are at the office, and then you're the office manager or you're an insurance salesperson or you are a teacher, you are a professor, you are selling yourself with your knowledge to bettering the next-generation. To bettering someone who come across to you who doesn't know better, and then you're just tried to share more information to get there because you're learning with each other. You're learning with each other. So, I believe like he said, "It is everyone is in sales. Everyone is selling themselves in this world, in every single aspect at every minute." Whether even talking to your mom, whether talking to your son, you actually are selling yourself because you are trying to get them to understand your point of view. So, you're selling yourself. So, we all are in sales industry. Just whether or not that a populate are already used to more in the public light, in a more outspoken light. Well, it seems like my first job actually a department store, and then after I came over here during my study, and then maybe I only start doing at the restaurant and then afterward I managed the restaurant for 11 years. So, I'm already used to in that setting. So, to me, it just I'm always in that position, I just didn't realize it. It just so happened, this is a very different opportunity and it happened in a very different way. The previous owner actually selling this, and she was trying to sell it in 2014, and that was my turning point, that why I was looking for something else. I wasn't really looking for something else, but I was actually thinking of- Earings? There is an opportunity and I think, "Why couldn't I do it?" Of course, I can do it, and if not, I don't want to regret it in the future and while I can. That was just the right timing because it is a few years ago. I don't think I would take it in consideration, I would feel that everything is still not as stable. So, then I'd feel it's just not the best timing, and then it just so happened it was the best timing for everything, and I feel that is the opportunity and I don't want to miss that. Then so, I begin that way and nowadays, I feel I would be scared to change. Right now, I just want to look back. Unless that when people, everyone is feeling like why I opted and switched and do this because I basically have no background of this. Although I do have selling background, but other than that, it's just a belief. It's just a belief, and also working hard to believe, and then keep on trying, keep on learning. That was just why I want to just continue on learning more.
