 What are the costs of making the candle? Oh, she doesn't want to reveal that, but... Less than $32. Yeah, it is. But our margins, so we obviously support a really strong wholesale business. Right, and wholesale deals are typically 50% of your retail, right? Yep, and that's what we do. Okay, so you're still making money. The extra margin though. So they only wholesale for $14. So they can charge $28 to $32. So it's up to them. Got it. And we give them that. And you still have margin on the $14. Absolutely. Big advice I always tell people is when you're starting a company, make sure you run the math on the wholesale, because a lot of people think, oh, I'll just sell it to a wholesale at 80% of my retail price. And that's just not the case. Any good wholesaler or retailer is going to purchase your product for 40%, sometimes 50%. We had to deal with Barnes & Noble and they were like 40%, that's it. Wow. And I was like, that's crazy, guys. But we had margin. But you could support it. If you can't support it, then that's fine. Right, and we thought, well, that's fine. You know, we have the margin. I have a guy who's setting stuff up for us right now. And he was like, I did the math prior. So we was like, is it about right that I'm only getting about 50% of this? And he was like, that's incredible. Amazon, are you kidding me? I was like, really? Because I was thinking of it as a giant wholesale account. But I'm thinking after all the fees. Yeah. Are you doing FBA? Like fulfilled by Amazon? Yeah. When you say Amazon, what do you mean? Well, they take whatever percentage of the fee. Also, I think a lot of people don't know this. When we offer free shipping with Prime, it's just doesn't. Like, you're still paying for it. Someone's still paying for it. You're paying for the shipping. It's not free. Yeah. A lot of brands, you'll see if you were to even go to a store or on their own website, it's a few dollars more than Amazon. Yeah. But it's pretty shipping. Right. Well, it's better that way because you hate seeing, let's say 40 bucks. And then you see it $6 in shipping. And you're like, just, I'd rather just bake it in. Yeah. It's smart psychologically. Right. Because then you know how much spending it doesn't change. But also living in LA for me to go somewhere and buy something could take half an hour. It could take 45 minutes. When I can just click online and it'll be there the same day. I know. What? It's your time. That's true. My time is precious. So, but there's margin baked into your candle company even with you shipping them. Correct. Which is great. And so, and they're heavy. And so they're shipping maybe like for five bucks. We actually charge $8 on our website. Do you use like... Just depending on where it goes to. Yeah. I just out. We do a lot of free shipping promos. Yeah. And that's always fun. That's like our number one thing. So... So the margins are there. And I think... Which is great. You did the math. It works. I did the math. And that was the first part of it. You know, and I want to support the retailers. That's the big thing. And when you're meeting these retailers, do you know them because of your experience or is it... So we hired a showroom downtown. What does that mean? Showroom to represent the products. There are sales reps. Cool. So we're in a showroom with probably 30 other brands. There's two other candle companies in there. But we're all in the same wheelhouse at home and yet. So a buyer goes in there and they're just like, oh, we can buy like, you know, really beautiful journals or... Yeah. The candles are in there. They do a lot of kind of cool kid stuff. Tara, who was previously on... Yeah, Tweet. Yeah, Tesoro. Yeah. She has been going to that showroom for, I guess, like 27 years. Wow. They've been in business. Like, they're kind of the OGs of the home and gift world. And I knew I wanted them on my side. Yeah. It's Karen Allwell studio for anyone that does house tours. Amazing. So we give them... They get a commission. It's 15%. Okay. And we also pay a showroom fee. We have, we're represented in LA year round. We're represented in Atlanta showroom year round. And then they take us to New York now, which is the biggest home and gift show in the country. Wow. Especially year. And for $17,000, you can spend your year doing math. So... So 17,000 plus 15%. So just to be in these showrooms. Yes. Where did you learn of that? From being a buyer? Yeah, I was a buyer and I would go shop at showrooms. So I'm like, I'm not gonna... I had no idea. So instead of you going to all these trade shows, you can just hire a buyer. Or not a buyer, but a showroom. And they go out and sell for you. Yeah. And as long as you've done the math and the 15% margin that they take is baked in. In a showroom. You get free, effectively free marketing, free labor. I hire a sales person. Right. So expensive. $16,000, $17,000. I'm gonna start a company tomorrow, I think. This is amazing. I'm ready. Wrapping the brands is kind of the move. But I'm also like, I have a vocal column where I'm like, hi, I'm Linda from Atlanta. Auti Linda. And they just make it, I'm like, well, unless you can send it to me, can you print it to me? Also, they're thinking I'm in Michigan, I'm in LA. I'm like, well, I'm in LA. What showroom are you in? Yeah. And if they don't have one, I'm not gonna buy it. What shows will you be at? Yeah. They can't tell me that they'll be in Vegas or New York or Atlanta or LA. I'm not gonna see your product. So I knew going in that that would have to be the first investment. Yeah. And it's paid off. It's the same thing. Credit card? 15%. Credit card and my own personal savings. Yeah. JP hasn't taken a trip to Italy in a year. He's sitting at home waiting. It's just like, I can't wait to quit my IT auditing. He is. He's gonna love this. Yeah. You know, it's tough. It's tough. I'm sorry, JP. I gotta meet this JP. Right. Gotta ses him out. He's an awesome guy. Brooke kind of did this a little bit too. And I was like, oh god. Can't wait to meet your husband. We love Dennis. I was actually in gross wedding. Oh, nice. Amazing. Yeah, they're a great couple. That's awesome. So right now you sell online and then wholesale. Will you also do like Amazon fulfillment or Eda or no? Are you focused on the wholesale? We've been on Amazon for a year with one product sitting out there because once I got in there, I realized it's so sophisticated. Like you really have to know your way around it and there's experts for that. Around what? The Amazon. Around the Amazon. It's not just the same as your website where you, you know, put up a product description and a picture. No one's gonna find you. Yeah. No one's gonna like. It's all SEO. Yes. And that's something I don't know. Yeah. That's another big thing. Like I know what I don't know and it stopped right about there at tech. Yeah. And you hired for that. Yeah. Yeah, this is actually what Brian. Was he able to do any of this? He's helpful in terms of like. Auditing. Technical things. Yeah. Oh, he loves to audit the business. But I think that's why he supports it. Yeah. Because he's like, wow, you're profitable. Yeah. Penciled. Yeah. Thank you. Yeah. Everybody just do the math. I mean, that's, that's the biggest advice. Add the shipping. Add your showroom costs. Make that into your business and make sure it pencils. Yeah, we have labor in there. Yep. I went and sat with an accountant, a Brooks accountant. He was like, whoa, so you went to business school. And I was like, no, we just, it's not about business school. You don't need that. You just have to be smart about your numbers. Like I thought of every detail. I know, I mean the WIC, it's such a small cost. It's seven cents. That could make or break after a while. Total. So one more money goes. Right. There's a blue dot that sticks it to that. It's one cent. Like, yeah, I put every single thing in that. You have to.