I know something about

how to do that.

Let me back up a little bit because I really feel like the first thing is like an overview.

It's like one of the biggest mistakes florists make is they worry too much about their competition.

They don't look at their own business.

You can't worry about what the guy down the street is selling something for or what they're charging for delivery or what they're doing because your business has different expenses and a different characteristic and it's a different model.

So don't be so focused on what everybody else is doing and going, oh, I can't raise my price $2 because they're selling stuff for cheaper.

oh man.

When people have stopped by your booth, what were you featuring this year?

Yeah, this year we did focus a lot on partnerships.

So we had some of our pro product with GND and ViewWall, and then of course our digital signage applications here with HEPMA.

And so we're focused on the innovative aspects of true to life imagery in our product.

And so again, going back to that consultative aspect, whether it's an auditorium or digital signage, something that might be on camera, we pay particular attention to the component level design of the product.

And so we were just demonstrating how we do that and what the process is like, because we have a very intimate relationship with our partners and our customers when buying LED and all the way down to the aspect of our core values, which is When a customer has a problem, it's our problem.

It doesn't matter what it is, we'll help get it fixed because we want to sleep well at night when you're sleeping well

So on those lines, talk to me a little bit about why the higher education vertical is important to you as a company.