Tell me about yourself and tell me about your business a little bit. My name is Helen Tsang. I am the owner of Lavish Boutique in Wellington, West Virginia. I have this business since 2014, May 1st. It's a very good time ever since, and I've been loving it and I still do. So, whatever your reason that you need to get more beautiful for any of your event, come to me. You're an entrepreneur and you run everything obviously. Now, you have some sales people I would imagine. Now, how many do you have? Right now, we actually have a really good number of six, and they are students, but they are really, really bright. They are super and majority of them is basically, they did the same thing, they just had their prom or like they're in high school still. So, they really are just very related to what they know and that is also another good resources for us to like kind of understanding what their tastes too. Although it's like different group because everyone does have a different style and different tastes, but then like you will get a better general percentage, but although it's not all of it, but at least like we know we can see one group of it and then we'll work on the rest of the group later. How do you train them to maybe direct people in the direction of where you're wanting them to go, as far as sales people? For the sales people, for the direction, it still has to go by the book. Sorry. I didn't mean to go by the book, we only say go by the books, our book, our book is like our philosophy, our motto is that we believe is what is the best interest from the customer, not ourselves. Even though we have our own tastes, we definitely have our own opinion. So, our technique or our law that is basically making sure that we don't let ourselves overtaking their spotlight, because they come here seeing that goal picture is for themselves. So we're trying to like go along with them and so if we can see it like go together, and that would be one of the biggest points, go with what they are doing. So, what they are liking, what they're thinking, and then even though we have our opinion, we still have to take a step back making sure that they are the spotlight for any of the decision-making of any of opinion because that will be something that we don't want them to feel like we want them to do more or certainly look, like we want them to be more a certain different person. They are that, they are going to achieve that goal and we can help by our style, the portfolio, and with our product like that. My staff, and they all are work front of the house which is likely a difference, their main duty is the sales part, and they enjoy more because they want like I mentioned, they have experience with that because they just have the same type of the journey. So they know how to relate with girls, how they are like sense of the style that they are already very, very updated because they are not from years ago, something from back then of the styling. So, the information is very on top and that helps for people to get to trust like that, and so they can enjoy their work more, to be honest. I know they're enjoying their work and also on top of it, it's like you can always dress up. They always present and then show people what is their dresses, and then so then that helps for their excitement and also for their self technique because like that the know the product more, they understand it more and they remember, they even know that as part of the inventory that what we have. So, when it comes to a certain different people, while they're looking for a dress during any incident or during any circumstance, often then when we're talking about like, also, what do you think about that dress, that style, that size? And they will have a better idea, like know right away instead of being like, "I'm studying what my handbooks say." So, it's more hands on and I do really appreciate all our staff and that have that kind of techniques that almost like in them already. So, I'm going to ask you a couple of different things, so ones like about territory management. So, I'm going to more like area. Okay. So, how big of an area does your company sell to overall, like your business, and how do you break that into different things? I know you have a lot of walk-ins, but you also go to pageants and things like that. So, how do you work with that? So, the demographic here is definitely based on the high school, and Wellington area is definitely like one of the beneficial area because we are close to also Maryland, we even [inaudible] for Maryland, and Ohio and even Pittsburgh, quite bit the from the PA area. So, they're in that way can I gather more of the clientele, but then of course, one of our biggest one is Morgantown High School and then [inaudible] which is a university high school and then all the way to Fremont is our like second, and then even to Bridgeport is surprisingly getting more number each year, which is like really wonderful news to us, really wonderful, while it's almost like branching out. Then so that is our demographic so far as our top three at least based on our last season, 2018 prom and also 2017 fall homecoming season. So, this coming season, which I don't know yet, and hopefully it will be still about the same and thus also we are focusing on is down Wellington area, Fremont, and also Bridgeport area. How do you prepare to sell to those areas? So, when you're buying things, what do you do to stock in? So, that is really a learning thing. Until today, of course, we still are learning because things change, people's taste change. It depends on actually the society and also what is the media is attracting the new information to especially students basically. So, everyone's receiving new information, every data is like an unknown. So, we are just trying to be on top of actually on the social media point of view to try to gather what attributes are searching this day or they more into even from a color, to a certain style, or even who is a celebrity that they are more into because that is also one of the way that they are getting the idea of styling as well. That is no different than from the designer point of view that we noticed that they are doing to seem like how they are trying to get the idea and point of view of the style to design of dresses for the next season. Then hopefully, to launch to the world and spend that type of style, that type trend, and then it will get to more people and then it will just become bigger and bigger that way. As a sales operation manager, one of your workers who just came in mentioned that there are people wanting to apply to work for you, what do people have to do to impress you as a sales operation manager? For the sales person to impress me, it's first impression I do have to say. It really is first impression because the first impression you already can tell based on like the way how they carry themselves, it show. It will be just a matter of like saying a hello, to who they are, to what they're liking, it already just all the interview. So, I do strongly believe the first impression because if you actually set the second one or a second interview, you know you have to tone it down for what they are preparing to do it, and then try to impress obviously. But the first impression is definitely my very first instinct that to believe that you are the material. Not saying you are the material, but then that for instance like we might me more a better fit because sometimes it's not you, it's also me and it was also us, is what our goal, our image, or our product. Is that fit to what your career choices as well too? Then also, is that fit to your personality? It might not, like that it will be just harder to try to work out that way. It will be just too complicated. So, I just believed my first instinct more. Then genuinely, I definitely base on cheerfulness because I do believe happy people are more beautiful. They just are, and then they make people feel more beautiful and I believe that. If they are carrying themselves that way, I feel like that would be easier to approach to whoever is walking in the door, they don't feel pressure. So in that way, they really, they can see or believe or open up better, easier, and understand we just want to believe the beautiful picture together, that final goal, like that. So, for choosing the employee, I definitely do strongly believe on first instinct and the first impression and also like how happy the person is. It show, it really show.
