It’s been said that it is important to be different if you want to stand out from a crowd. As the self-title Fairy Gothmother in Roanoke, Virginia’s Big Lick Screen Printing, Marj Easterling, has done that.
Her local Roanoke magazine dubbed her “the face of custom apparel.”
This was no accident. For Marj, what earned her that title was her emphasis on creating the “Wow factor” in everything Big Lick Screen Printing produces.
On today’s Success Stories podcast, you’ll hear how Marj and her team throw in that “lagniappe,” which is that unexpected surprise. That is why she is the Fairy Gothmother, granting little wishes and leaving little presents!
It’s been said that it is important to be different if you want to stand out from a crowd. As the self-title Fairy Gothmother in Roanoke, Virginia’s Big Lick Screen Printing, Marj Easterling, has done that.
Her local Roanoke magazine dubbed her “the face of custom apparel.”
This was no accident. For Marj, what earned her that title was her emphasis on creating the “Wow factor” in everything Big Lick Screen Printing produces.
On today’s Success Stories podcast, you’ll hear how Marj and her team throw in that “lagniappe,” which is that unexpected surprise. That is why she is the Fairy Gothmother, granting little wishes and leaving little presents!
Marshall Atkinson
It's been said that is important to be different if you want to stand out from the crowd as the self titled fairy godmother in Roanoke, Virginia's Big Lick Screenprinting, Marj Easterling has done that. Her local Roanoke Magazine dubbed her the face of custom apparel. This was no accident for Marge, what earned her that title was her emphasis on creating the wow factor and everything big like screen printing produces. On today's Success Stories podcast, you'll hear how Marj and her team throw in that land gap, which is that unexpected surprise. That is why she is the fairy godmother granting little wishes and leaving little presents. So Marj, welcome to the Success Stories podcast!
Marj Easterling
Aloha, I'm so happy to be here.
Marshall Atkinson
I'm so happy you're here. You're such a joy to be around. And it's you know, and we met through Shirt Lab, of course. And you're not quite as Ali Banholzer stage where you've been to everyone, but you're almost I think he missed one. Right?
Marj Easterling
So that's Ali's biggest fan. So that helps out to know anyway.
Marshall Atkinson
So I think it's gonna be a great show today to talk about your shop and your growth. Because I think a lot of the things that you're doing for shops that are out there that aren't, you know, 20 Autos or something, they need to listen and pay attention to what you're doing because they can replicate your success. And that's what we're gonna get into today.
Marj Easterling
I'm ready. All right.
Marshall Atkinson
So to start the show, you know what's always talked about the origin story, Marj? So let's talk about the beginning of big like screen printing, how did you get into the business and lead us up to kind of where you are now?
Marj Easterling
Well, I was a single mother, well, I guess I still am. But I always had to find additional streams of income. And so I started this business, because I went to a convention with a friend of mine. And everybody wanted to buy a shirt, you know, that's the souvenir everybody wants, they want a t shirt, you know, they just bring back a t shirt. And I was like, Well, I can do that on the side. And, you know, just do a few conventions a year and have extra money and pay for the kids karate lessons or whatever we needed while I was working through school. And so I was having a hard time finding a reliable, consistent screen printer to do the T shirts. And it got to the point where people knew the products that I had, and they knew who I was. And if I couldn't deliver, you know, when people made orders, and it made me look bad. And I've busted my ass my whole life to maintain my reputation. And I wasn't about to screw it up over some damn T shirts. So like, maybe we should consider doing this ourselves. Obviously, there's an industry need in the area. How hard can it be?
Marshall Atkinson
Famous words, Famous last words?
Marj Easterling
Oh, my God. I don't know what I was thinking. And, you know, once I graduated, and I had my career, I'm like, well, I'll use this business and I'll build this up, this will be my retirement, you know, when I can't do my career anymore, or this will be the cash flow to put into real estate or whatever it was, but that is not how it turned out.
Marshall Atkinson
And in so Big Lick come from what because I'm sure everybody's going what kind of crazy name is that?
Marj Easterling
Right? Well, Roanoke, Virginia used to be called Big Lake, Virginia, because there's this huge natural salt lake in the area. And when they were settling the area, they stopped here because all the wildlife would come through and there was good hunting, I guess.
Marshall Atkinson
Okay. And your career that you were doing was of a dental hygienist, if I remember correctly, right. You got that medical license
Marj Easterling
And well, I'm not really afraid to give it up. But it's a medical license, so I don't waste it. So I still moonlight one day, a week, a few hours just to maintain my license.
Marshall Atkinson
Okay. And so, you started doing this part time while you were doing your hygienist stuff. And then it kind of took over. So like, kind of walk us through that a little bit because somebody out there, they have something similar they're doing right now?
Marj Easterling
Well, I can remember a couple of key moments and one of then was when my accountant said that it's gonna take you longer to grow. If you're not doing it full time. He's like, you're just dragging it out even further. And he's absolutely 100%. Correct. And my oldest son is my production manager. So it's our whole family that's in the business. And as we've grown, oh, I've learned a lot of lessons. But the main thing is, if you're going to go out and get a loan, for equipment, don't rely on other people. Like find out your own research, I was really trying to delegate and relied on other people to tell me information when that was not the smartest thing. So there's that.
Marshall Atkinson
Okay, so before you're running your business, more of like a hobby that paid you rather than just a business, right?
Marj Easterling
And then when we transitioned over, and decided that this was a real, legitimate business, that's when instead of me going and buying custom printed shirts, that's when I was like, Okay, well, let me find out where we're going to do this and rent a place and, you know, get the equipment and take the classes and do Yeah, and when was that? This was about 8 years, early 20-23 years ago.
Marshall Atkinson
So there's a lot of moving parts in this industry, you've got sales, you got the admin part, the production part, shipping, education, of course, plays a huge role. How are you? juggling all that and getting that into your business as you're growing? Because I think, especially when a lot of people are starting out there wearing every hat, and they're so pressed for time, they don't know what to do next. And a lot of times, they just fumbled the ball and give up because it just seems like everything's stacked against them. And you broke through all that. So how did you do that
Marj Easterling
Marj? Well, I haven't broken through yet. But we're making progress. What I've realized is that either you have the entrepreneur mindset and you do the business part of it, or you are a screen printer and decide you can do it better than who you're working for. And you start the business that way. So it seems like everybody falls into those two categories. And I always had the idea that I don't know how to screenprint, I want to have a working knowledge of it. But that's not what I want to do. So my son is the one who learned all of that. And then I learned everything else. The problem that I'm running into, is that as an entrepreneur mindset, when you're the one that's used to doing everything, and starting everything and putting everything together, it's hard to learn how to delegate. So and then when you do delegate, you have to make sure you're delegating to the right people that don't fuck it up. Don't screw it up. That's been hard for me because I thought I just had to learn how to do all the art and I had to learn how to do this. And, you know, that was a huge misconception that I had. So it's been hard for me to learn that I need to delegate to other people. And you know, the other thing this has been one of my really big lessons is that I thought that you had to have all of the money coming in, to be able to pay for those people and pay for all of that before you hired those people. And before you did this, and before, you know what I mean? Like, I didn't realize that you filled the job, and then that raise the level, and then, you know, then the business is like this wave this ebb and flow. And so that's been hard for me to, because I'm of that mindset, I'm trying to get over that scarcity mindset, oh, we don't have the money to buy that right now. Or we don't have the money to do that right now. But maybe we do, if it raises our level...
Marshall Atkinson
An interesting test to do is let's say you're gonna pay somebody and they're gonna make, I don't know, $600 bucks a week, working, right? Just take that and throw it into a savings account for a couple of weeks. And then, you know, a month later, you know, you got $2400 bucks, and then you hire somebody, now you have a war chest of money, in case sales get a little slow, and then you can be paying because if it doesn't hurt you to do that, you know that you have the money. Right, right. That's just a little trick. So I think as you're growing, you know, you're learning how to standardize your processes, how to talk to people how to sell, you know, this industry has a big vocabulary, you know, with just there's a million terms you have to learn or, you know, ways of doing things or know who to talk to or where to Find the answers. How did you? How did you do that March? How did you find all that stuff out?
Marj Easterling
Well, as a lifelong learner, I was of the mistaken mindset, that school will fix everything, just go get another degree, go look, take some more classes, there's nothing wrong with that there's so much value in that you have to learn for the rest of your life, or you're never going to grow, and you're never going to get better. But that doesn't mean you need another degree. Education comes in many forms. So the first thing that I did was like, Okay, we need to educate ourselves. So I took as many of the little classes as I can find. But I realized quickly that it's all the same thing over and over again, there's only so many times that they can show me how to code a screen before I'm like, okay, dude, I get it. Like, I've already figured that out. And it was just watching YouTube videos and finding, I'm a voracious reader. So as much as I could read and articles, and, you know, experimenting, and it was a lot, it really was, but I'll give a plug to Charlie's class, it was the best class that we had ever taken, truly. So if you do want to start, or if you think you, you want to learn more, and you don't have time to like learn all the little things that I never even knew that you could go to class, when I first started, I thought you just kind of had to muddle through it. But his class is an amazing jumpstart, I think.
Marshall Atkinson
And I will tell you that the best thing that you can do. So if you're listening to this, the best thing you can do is if there's a little chunk of knowledge, right? Unless you take that knowledge and try to make it work and put it to action, you are not going to learn it.
Marj Easterling
And you know, that's what was so valuable about his class was because we didn't just sit there in a classroom and take notes the whole time. He and there is a small component of that. But the way that my crew learns, they gotta have their hands in and stuff. And they have to be moving and engaged all the time, or they don't retain it. So he had the press in there. And it was just fantastic. It really was good. No, I highly recommend that.
Marshall Atkinson
Yeah, well, Charlie is great. He's been around the block. And he's a great teacher at trade shows. He also does, you know, he travels around the country, sometimes on his big road trips. So take advantage of that, if you can.
Marj Easterling
The the other part of that that was the, you know, the physical part of it. But for me, honestly the most valuable as far as growing my business. And I'm not just saying it, because it's you. But it really has been Shirt Lab. And it's not necessarily Shirt Lab, the classes and the stuff that we we get while we're there. But it's that camaraderie and this massive network that we've built. And, you know, now we've got this own side thing going that started all because of Shirt Lab, and it has elevated all of our businesses, I can't even begin to tell you, there's no way I'd be where where I was today without that little mastermind group that splintered off from Shirt Lab.
Marshall Atkinson
Well, thanks Marj checks in the mail, appreciate
Marj Easterling
The value when you're there. And it's not just watching Jay boost sales presentation, which was spectacular, by the way. But after, you know, what's what happens that night, when we're all hanging out talking about different issues that we're having, or oh my god, that's a great idea, I'm going to try that. Or you know what I could do that where I am to, that's where the value is that the connections are made.
Marshall Atkinson
You know, it's fun to hang out with the head of marketing, so and so company, you know, when you go to a tradeshow booth, you're not having a cocktail or, you know, some wings with the head of whatever, right, that just doesn't happen. And so I think these things are really good way to meet people and, and really broaden your horizon and then also find friends from all across the nation. And what I'm sure you've discovered is that everybody pretty much has the same problem. And banding together. You know, what we're trying to do is Shirt Lab now and make this podcast about Shirt Lab because it's about you, but make banding together. And in a community which is what Shirt Lab tribe is all about in a community is how we grow and elevate the business because we have a mutual pain points we're all trying to solve. So that's all good. So where are you now Marj, right. So where are you now with your business. You've been in business for a bunch of years and you're doing things and you have grown. So where do you think you are in your journey?
Marj Easterling
So now I have two full time employees as well as me. And then I have two part time employees. And we just purchased a rock auto in March, which has been fantastic. So and then. So we've just been adding little things. And you know, it's interesting, now that I'm seeing how the trajectory is, and where I want to go. It's, you know, some people will be like, Okay, well, we're gonna add this, we're gonna start doing this, and we're gonna start doing this and, and let's get this and do you know, banners and let's do the images. There's nothing wrong with that. But what I have found is that we really want to hone in, and we can still offer embroidery or we can still offer promo products. But I'm not trying to do all of that here. I have a reliable person that I work with my tech is amazing. He does all my embroidery. We offer promo products that I can source. So we don't have to do everything in house. And that was a big lesson for me that I learned this year. So I don't want to do add a bunch of stuff. Now, I will tell you, I did get that 360 hat press. Just so you know.
Marshall Atkinson
Yeah, that's, that's a game changer. So I think the key here, though, is really learning, you know, that your customer, for the most part doesn't really care who decorates the shirt. They just want a good looking product by Friday when they want it. That's what they want. Right? You did it, somebody else did it. Right? I don't really care. Right now, we do a lot of things in house because we're looking to reduce our costs and some things and have better control over the quality and what happens. And there's there's a lot of discussion about that. So the whole promo industry that sells oodles of apparel every single year, none of those people actually print anything, they just send it to a contract decorator, and they're making the money on it. And I think there's a big lesson in that.
Marj Easterling
The other thing is, it was hard for me at first, you know, when somebody's like, you do stickers, and and for the longest time I was like, No, we don't do stickers. And then I was like, Am I stupid? Like I'm ordering stickers for myself? Why am I upset that I'm marking up these stickers, and I'm not marking them up astronomically. But all I have to do is order them. I have their artwork, I do the artwork, I send it off. I ordered the stickers, I'm providing a service for them. Because they don't know how to do that. Yeah, I mean, yeah, they can order stickers online, but they don't have the artwork that I've done, they don't know where to go. So I'm still providing a service for them. And that is worth my time. So that was a kind of a mental shift for me to, you know, be able to do that. But it's things like that, that I've learned along the way, you know, the first time that we had an order that we could not do, and which hasn't happened very often. And I had a friend of mine, and I outsourced it to them. It was a huge order. And we needed it fast. And I felt so guilty that we did not print that order. And then I realized that there were actual contract printers and I was like how stupid can you be like, the customer does not care? It works out. That was a big shift mindset shift for me.
Marshall Atkinson
Yeah, good. So Marj, like a lot of companies in this industry. You have family members, you just you don't talk about your son as part of your team. Right? So talk about what that's like, you know, because I'm sure he really likes having mom was a boss, right? So he built your business and processes to utilize those skills and talents, you know, for your business?
Marj Easterling
Well, let me tell you, I don't think that we had planned for it to be permanent. When when he stepped in and started doing it. But he really, he loves the print side of it. He's told me that he would rather be shot in the knees then do my side of it. So it helps that our shop is so big when you walk in, we have one we have the showroom and then we have the you know, our up front office area. And then way in the back in the warehouse is where the actual shop production is. And he doesn't want to have anything to do with anybody. So it worked out pretty good. But it really is a lot different. It's one thing to have family but because he's my son If I tell him something, or if something messes up, because I have to learn everything the hard way. And I make a lot of mistakes, which is fine, as long as we fix it, and it's done on time. And he does not have that same mindset all the time. So I think it makes it harder for him because I'm his mom. So I'll be like, how did this happen? And he feels very defensive, where I'm like, how did this happen? Is it the art? What can we do to make sure it doesn't happen? Again? How do we fix it? What's the best thing, so sometimes that's a little bit hard. But he's getting better now that he's getting older. I recently hired my cousin, who was a manager for a chain of retail stores. And so I hired her to come on as my queen of all the things, that's her title. And so she's my office manager and my assistants, and she takes care of me and make sure that I don't screw everything up.
Marshall Atkinson
She's doing your books and stuff, too.
Marj Easterling
She doesn't do the books yet. We're still learning all the basics of everything else. Okay, she'll be doing a lot she'll be doing all the day to day stuff, you know, ordering and well, everything, everything.
Marshall Atkinson
Right? How do you balance your family? And you know, you have your day where you know, you're doing business and things can go right, that could go wrong, or whatever. And then later, we're all having spaghetti or whatever, right? So is it like, after this time, we don't talk about big, like screen printing at all? Or do you have discussions over dinner? I mean, do you how do you manage?
Marj Easterling
What business owner doesn't talk about business 24 hours a day. I mean, really, I mean, it's not that bad, truly. But you know, my first cousin, once removed, is one of my part time employees, he'll come in and do screens and like, help catch, you know, as needed. And he is so like, they love working in the business, the the reputation and the connotation of, of our business, the way that people think of it is completely different. It's a whole culture, about helping other small businesses and, you know, keeping family businesses together. So it really, they love working in the business. And I try to make sure that people want to work here. Now, with my kids, it's a little different, because they really may not want to, but I know if something happens. And even if my son gets mad and throws ink across the shop, he's going to come back Sunday, and make sure everything's printed and ready for Monday morning. So it's different, you have a vested interest, when it's your family business, you care about it. Whereas a normal part time employee really doesn't care. All they care about is whether they get paid.
Marshall Atkinson
So you think you're getting a better quality product, because it's a family affair, rather than just hiring. You know, Betty who just came from who knows where?
Marj Easterling
Right. And we tried to hire some normals, but it didn't work out too good. Because they don't care, you know? And it's just, maybe I don't have the patience. I don't know. Yeah, it just so much easier when I can just go through and say, Okay, this is, this is the system to do this, this is what we're going to do. I will say that as we've grown, just when we think we've got it nailed down, we grow a little bit, and nothing works the way it did. And we have to redo all of our systems and, you know, add more detail. And you know, the more people we bring in, I assume that people know things, just the basic stuff about things. You never realize how many different shirts that you have, that you can order from until you bring somebody in that knows absolutely nothing about t-shirts, right? Little things like that have been overwhelming.
Marshall Atkinson
For generally speaking, every time you double with your employee count, you're gonna run into problems that you didn't anticipate. And then because what will happen is sooner or later, you know, that's when you have to bring in managers and stuff just because it's it's beyond your capabilities to handle everything during the day, right so like what you hear so far, be sure to subscribe so you can get the latest from Success Stories. And now here's Zack Shortley with the S&S spotlight
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Marshall Atkinson
So you can't have a successful business without your share of both wins and losses. So large, what have you learned along the way that you feel has really impacted your business? Whether it was something it was a big victory, or was a tragic? stubbed my toe bloody mess? Right? Give us a story, Marj?
Marj Easterling
Well, I'll say the biggest thing that I've had to learn and I still struggle with is delegation, and the fact that I don't have to know all the answers to get started. And I don't have to have all the money to get started. And that was a huge lesson for me. I always felt like, well, we don't make enough money to do this. You know, we don't make enough money for an auto Yeah, we're not there yet. But if it saves us this much time, I haven't struggled to make the payment, not once. So evidently, we had more than I thought we did. Even though I am doing Profit First, just so you know, I love it. That was like we instantly started raising our level, we started getting the bigger orders and sight, the whole mindset shifted. You know, it was like before, we would have a 400 shirt order. And we were like, Oh, my God, this is going to take forever. And, you know, Julian is cussing me under his breath. Whereas now we have a 400 shirt order. And we're like, Okay, well, what are we going to do next?
Marshall Atkinson
You knock that out in an hour, a big deal. And it's just really how you look at it. And then also, as your business grows, you know, we're going to change our policies, your, your minimums can be order quantity, or a certain dollar level. When we're new, we tend to think small, we're very apprehensive or timid about things. And then once you've got yours in the business, it's like, no big deal. Let's just go.
Marj Easterling
Right. And that's the other thing that we're kind of entertaining now is like, how much do we want to grow? You know, I don't really care about bringing on more people, I care about becoming more efficient, doing bigger jobs, doing faster turnaround, because we can make more money doing that than we can by physically growing the business. So how much is too much? I don't know.
Marshall Atkinson
Well, the thing to think about here, right, is how to be more effective, not more efficient, but more effective. So you can always make another dollar, but you can never make another minute. So how if we're looking at what we're doing all day, you know, can we find clients that will pay us more for what we do. And that way, you can work half as hard for twice as much. Right? So the value that you bring is, is the delta, that's what people pay for. Right? And so there's plenty of apparel companies, that industry where they're the commodity level printer, they're the cheapest in the town or whatever. And then there's also printers in the same city, where they're 10 times the price for some ridiculous thing. And they're just as busy.
Marj Easterling
I am not Walmart, you know, I'm saying, like, I'm not, that's not what we're trying to do.
Marshall Atkinson
Yes, that's great. And so the value that you bring, right, it can be your creativity, it could be your faster service, it could be, you know, your expertise. It could be, you know, just people just playing like you and they'll pay more for that. And there's a lot of things that add into that.
Marj Easterling
Yeah. And we always try to, you know, like you mentioned land. Yep, that's something that we're 100% behind. Right. 100% We always do that little extra and do you know, something unexpected, or I have a really good customer and he's been with me from the beginning. Oh my god, we melted every shirt that he we sent out one time, bless his heart and he he said, Look, I'm loyal. If you can fix it, I'm like, I'll fix it. Not only did I fix it, and that was at the time we were new, and it was a really difficult print. It was a four color left chest with silver glitter ink. It was a four color bull back and we didn't know what in the world was going on. But we fixed it. They came out great. I thought it was gonna put us under that order was so big. And us at the time we just had that little manual and we were poor white trash. Ashley desperately trying to overcome our roots. So we didn't, we didn't have the extra money to go out and buy all that comfort color crap that he likes. But I mean, we fixed it. And to this day, he's my best customer. But I just went to see him. I was going by one of his shops and stopped and dropped off a catalog because he had texted me. And I had two shirts that I had made his kids with his logo on it. But it said kids at the bottom, so it was his logo with kids. And I just like, had these T shirts that I had kept. I was gonna give it to him for Christmas, but I just I was like, Hey, I'm gonna get out of there because he texted me. And it made his whole day. I mean, I sublimated those shirts. It wasn't anything crazy. But the little things like that, that little extra. That's what makes it different.
Marshall Atkinson
So there's people out here, Marge, who haven't ever heard of lagniappe, or like me have trouble pronouncing it. So just a quick review, like, where does that come from? So everybody can understand it.
Marj Easterling
It's a Cajun term. And I lived in New Orleans for a long, long time, many years, my youngest son was born in New Orleans. And lagniappe is that little something extra that they throw in? You know, it's like the baker's dozen, you know, when you go and you get the extra donut or whatever. It's that hospitality. It's kind of like in Hawaii, you do things with aloha, you want to provide that extra, like special love, or the extra hug or the extra, something, just something extra, right.
Marshall Atkinson
And people do all kinds of crazy stuff with this. And so that's such a great thing. And, and so that's the wow factor that everybody was talking about in the magazines and stuff for you.
Marj Easterling
Yeah, we kind of do cool stuff for people. Because that's my favorite thing I love to make people's day. That's why when I grew up, I'm gonna be a real fairy godmother. I'm just gonna retire, go around and like, make everybody's day where you grew up. Yeah, that's gonna be my job when I grow up.
Marshall Atkinson
All right. So I'm really interested in what's next for you. Right? So where do you see this industry going? You know, because you go to stuff you talk to people, right? And what are you interested in getting into that maybe you're not like doing anything about right now?
Marj Easterling
Well, I will tell you, I've been playing around with fat dads transfers lately, for, you know, we have something that's complicated that I don't want to mess with, then I can order some of these direct to film transfers. And so far, I've really liked the quality of those, I think they're not as stiff and heavy as most of the DTG stuff that I've seen. But we're still kind of playing with it. And right now, we're not using it very often. But if it's something that's, you know, 50 million colors, and I don't want to mess with it, then I might order some transfers and see how it goes. And I've been very impressed with the quality from fat dead space.
Marshall Atkinson
DTF direct to film transfers, is totally revolutionising. Especially the print on demand online store space, which primarily was all DTG. But the challenge of DTG, of course, is that you're really limited to the substrate, the t-shirt that you can print on DTF absolutely doesn't care, right. And you can use those things on anything, really. And it takes about the same amount of time. And it's just a real easy way of doing things and
Marj Easterling
an easy way for me to offer different variables in a store or an online web store, and be able to do it on demand. So I like that. And so far, the feedback that we've gotten, has been excellent. So we're gonna continue to kind of experiment with that. I have no interest in buying a DTF machine. Or, you know, playing with that at this point, right now. It's all I can do to like, press some hats on that 360 And not melt them, or wrinkle them up. So I'm not trying to have any.
Marshall Atkinson
Yeah. Do you have another heat press besides the 360?
Marj Easterling
Yes, we do. Because we do sublimation. We don't do any vinyl. Okay, so we do a lot of sublimation stuff. And mainly that so we can offer like Yeti type drinkware and, you know, just filler stuff that we can do for our online web stores. Right? You know, or if somebody has, they want one shirt coming up for a special occasion, then I'll be like, well, I can sublimate it, but that's about it.
Marshall Atkinson
Well, that's great. Well, thank you so much for your time today, March. I really appreciate you sharing your story of success with us today. If someone wants to learn more about what you do or maybe how you can actually help them. What's the best way to contact you?
Marj Easterling
The best way to contact me is probably through email, or the website, big screen. printing.com My email is marj@screenprinting.com or Facebook message me, text me, send a carrier pigeon, like whatever you need, I'm available to help anybody else that thinks that I might be able to help. I'm still learning. So I don't know how much I can help anybody else, but I'm willing.
Marshall Atkinson
well, let me tell you people that are still learning have learned. Right, and it's not you're a complete newbie, you know, things is nothing to be apologetic over. I love talking with people who were on their journey and learning and doing things because you are having success, right? And success doesn't mean you're a 20 auto shop all the time. Right. So Marge, we get so caught up in measuring where we are now and to somebody who's been doing it, and they're, they have another whole journey, then we don't appreciate what we've accomplished, don't you think?
Marj Easterling
Absolutely. And I have no desire to have 20 autos, because I don't want to grow that big. To me, this business is something cool that I share with my family and it takes care of my family. And it provides income so that we can like build passive income and not have to worry about what we're doing. So I mean, it just depends on where you are. If you want to have 20 artists, there's nothing wrong with that. But are you going to make any more money personally? Maybe maybe not. Depends on how it set up, I guess...
Marshall Atkinson
If you're running 20 Autos and struggling Alright, well, thanks, Marj. Really appreciate you.
Marj Easterling
No problem. I'm happy to be here.