If we were making recommendations for must see booths at ISPA, Culp’s space is at the top of our list.
On today’s episode, we sat down with Christina Pennant, Creative Director and Holly Fulton, Brand Experience Manager from Culp Inc.–the largest supplier of upholstery and mattress fabrics in North America.
We discussed their innovative culture and how they are creating a cutting edge customer experience. Starting with their thread-to-cover collections, Culp is offering an innovative design process that provides efficiency, sustainability and intentionality for their customers.
Using 3D visualization technology, designers will have the ability to completely customize their mattress designs on the spot. And that’s just one of the innovations you will see when you visit Culp at ISPA Expo 2022!
Listen or watch today’s episode and make plans to visit Culp at booth space 2723!
Did you miss our earlier episode with Culp CEO Iv Culp and Jeffrey Veach? Check it out here!
FULL TRANSCRIPT
Mark Kinsley
Build your own bed and under five minutes thread to cover collections SB 2022 is coming up and Culp is a must stop when you head to Orlando March 8 through the 10th. We have Christina pennant and Holly Fulton from call here today that Dos Marco show begins in 60 seconds.
Mark Quinn
That was a solid takeoff Kinsley and it’s so appropriate because we have with us today to rocket stars rock stars, rocket stars, it’s it’s it’s a stretch, but they’re from Koch Industries. Kinsey you remember we had a fantastic show with if called in Jeffrey Veatch, we talked about the history of Colt now we’re going to talk about current state and we’re talking about future state with to the people making it happen. Christina pennant creative director and Holly Fulton brand experience manager. You guys are awesome to be with us. How are you? And thank you for joining us today on the DOS Marcos podcast. How’s it going?
Christina Pennant
Yeah, thanks for having us.
Mark Quinn
Good. Holly. How are you doing? Are you nervous for being on the galaxy’s greatest mattress podcast? It’s okay. Just be honest.
No, we’re excited.
Mark Quinn
Good, no reason to be nervous. I’m we are really excited to have you guys because there’s so much to talk about with cope. You know, I’ve been doing business with call for a very long time. But it is not at all the same experience is what it used to be. And I really want you guys to talk about that. Because you’re really looking at your business differently today than you used to. Christina, let’s start with you. You’ve been with a company now for a while and the lights change what what have you seen happen over the last couple of years from kind of how you guys approached it to kind of where you are now.
Christina Pennant
Oh, oh customer is the centre of our universe, if you will. And we are changing the way how we’re missing that customer. And it’s a it’s a great balance of leading with creative that also coincides with branding, marketing and sales and then quality similar to the experience that we’ve had in our last 50 years, where we’ve been leading with quality and experience and now we’re just taking that to that next level to meet the customer in in today’s new shape and form.
Mark Quinn
Can you give us an example of what that might look like? Christina like you know, not necessarily naming a customer by the way cope cope is the largest fabric mill or tick supplier for upholstery and for mattresses in the country, right? I mean, in the United States, you’re by far the largest right? In North America, right? And so how does it look Christina with a customer? Like what does that experience actually like these days for you?
It’s intimate and what I mean by that is, you know we listen to the customer before they arrive. We understand who they are, where they going, where we think they’re going where they would like to go. The brand experience team, they comb every single detail most if you will, is if they are working for said brands or said companies. So they bring that element to the customer. So when the customer shows up, it’s almost If you just got your friend for dinner, if you will, because you know that relationships already there and then we just build on that we build on that platform and give that true customer experience.
Mark Kinsley
So Christina, I’m picking up something is that a North Carolina accent? South
Mark Quinn
Carolina. Yeah. South Essex maybe?
Christina Pennant
Yeah, no. So England.
Mark Kinsley
How did you end up? How did you end up a cop? What’s your story?
Um, so my journey has been in apparel. I started my career with design a long time ago at Abercrombie and Fitch in 2001. And I worked in a you know, pursuing the American dream, what brought me here. I told my mom when I left, I’ll be home in three years and 21 years later, I’m still here. And now we
Mark Kinsley
were lucky to have you here. And I know culpas lucky to have you in culpas. also lucky to have Holly and, Christina, you kind of teed this up for us, and talking about how brand experience managers comb all those details. And then whenever it comes time to meet with the client in person, it’s like you’re meeting with a friend. So Holly, take us into that world. Because I have to say, whenever I was doing a project back in 2019, for Englander, you know, I travel around to a lot of different taking suppliers. And I could see, the experience had been elevated dramatically within Corp, compared to a lot of the other places I had stopped. And I could also see that something was being clarified and changed. And I think Christina alluded to that. But tell us about what you do and how you create that brand experience.
Holly Fulton
approach has changed dramatically, since I start first started designing for Colt. We’re all about researching our customers now. So our entire brand experience manager team, we’re constantly researching what our customers are doing, what is the marketplace doing, what are trends that are happening, so we are just taking all of this information, we’re combing it together. And we’re trying to develop really personal relationships with our customers. So we can really see designs, and we can see them and their designs. So when we’re executing, we’re no longer just pushing out patterns, we’re no longer telling the customer what they want, or what they’re gonna get. We’re asking them, and we’re listening. And we’re just changing the entire way that we do things.
Mark Kinsley
I remember when I set out on a complete redesign of a national collection for England are having to get a sense of how things were done. And how things were done was very much, you know, taking suppliers came with a bunch of different options. And then people would look at those options and say, Okay, these are some looks. And these are some tapes. And these are some border panels, and maybe we’ll do some handles. And they kind of like Frankenstein this thing together. And I’m like, No, we’re not going to do it that way. We are going to come at this with intention, we’re going to come at this with a well designed plan, we’re going to map it to our brand, we’re going to map it to our values, we’re going to map it to our unique differentiation in the marketplace. And then we’re going to go meet with taking suppliers and help them help us. So one of the things that really stands out to me that we even set up in the in the very beginning of the show, which you’re going to be showing at ESPA Expo coming up in March 8, you said something about thread to cover collections. If for some reason, I think that sings to my soul because it maps back to what I was trying to figure out long, long ago. But tell us about thread to cover collections. Is that what I’m talking about?
Yes. So the way that we’ve been designing, we start with artwork, and we build collections. So there we’re starting with trends. And we’re starting with things that we have seen and heard from customers that they’re looking for. From there, we’re building trends, and we have a bunch of different panels that fit into each trend category. They’re offering different things like performance capabilities, or just pure design aesthetics. And we are taking those and we’re creating simulations of every piece of fabric that is going to be in that booth at izba. And from there, the simulations become part of a 3d rendering through reimagined by live furnish. So on our TV screens, and on our app, you’ll be able to choose a custom cut and sew. And then you’ll be able to apply any of the fabrics to that. And then from there, you’re able to save out the image and the bed that you’ve rendered and you can share it with anyone right there with one click.
Mark Kinsley
Because the old way was, let’s get some looks. Let’s build beds. Then we’re gonna see what happens. Yeah.
Mark Quinn
Well, yeah, I mean, the old way was sitting through a tick flipping presentation, right and with COVID. Now you guys are getting really good at digital, but it’s a tick flipping presentation and then you go back and you say okay, I want to see that in lavender instead of the soft blue. I want to see that with this pattern in Instead of that, and then it was a two or three week process of having to go back and have samples rerun. But since since you got into like furnish, let’s just go straight into that, because this is something you guys are going to be doing at Esbat. And we’ve had Preet from live furnish on our show. And I’ve used in marks used him for some things that we’ve done. And they’re really doing some cool stuff like technology. So now, when I’m with you guys, and I don’t like a colour or a pattern, you can literally like do that on the fly in many cases. And then you can not only show me that, but you can cover the mattress that I’m trying to, you know, dress in the new line, you’re gonna show me exactly what that looks like on the bed. That is game breaking stuff are game changing stuff? Are you guys, the only ones doing that? It seems like you are?
Holly Fulton
As far as we know we are Yes.
Mark Quinn
So what is the impact of that you guys, I know the impact that it had on me. It saved me time. It saved me money, it gave the retail customers working with a really great vision into what could be in terms of the look. So it there was all kinds of great things with it. What are you hearing from your customers about that process? Like what has the impact of that been?
Holly Fulton
I think like you said, it’s cut down on sampling, it’s cut down on our designers time, and we just have become really efficient, and really intentional. And I think that that’s been a really dramatic shift from where we were and who we were.
Christina Pennant
And along with that, it’s it’s also speaking to the way how we are approaching sustainability, if you will, you know, being able to show up on in this digital way. And across our life furnish platform, that’s also saving everyone time. And when we think of time and we think of our carbon footprint, that’s also important, which does speak to who we are and where we’re going as we accelerate into 2022 and beyond.
Mark Kinsley
Okay, we’re talking about a little bit, but let’s stay there for a minute because sustainability is a trend. And I wonder sometimes is it a mandatory for people? I think good companies with good core values, take it upon themselves to not not let the consumer drive that. But sustainability is definitely a trend that’s advancing, I think, what are what tell us about sustainability as a trend? And then and then maybe start with you, Christina. And then maybe Holly talked about some of the other trends you’re seeing? They’re taking hold?
Christina Pennant
I mean, sustainability is by far the leading one. And even though we say it’s a trend, I mean, it’s definitely something that’s macro. And if you will, we kind of look at it as almost like a three step cadence, right? So there’s people that who is a purist, there’s the person in the middle, and there’s a person that wants to check the box. So even in our product architecture, we’re trying to deliver that cadence of sustainability for all of our customers. So you know, our whether it’s through pattern and our locks have a sustainable feel to them, whether they are inherent in the qualities and the materials that we’re bringing into the fabric, or whether they just have that combination as well. That’s the utilises the way how performant, not performance sustainability is.
Mark Kinsley
And Holly, What trends are you seeing?
Holly Fulton
Well, I would just like to say one note on sustainability, we aren’t just pushing that out as a trend. We’re practising what we preach, we have become zero to landfill, within cope and our Coke cut. And so and we’re working on that for upholstery and some of our other divisions, not just in America. So we’re really putting forth the effort to become a sustainable company instead of just offering sustainable products. Because to us, it doesn’t matter if you’re offering a customer, customer sustainable yarn, if you’re not actually being sustainable yourself, you’re not fully contributing to that ecological footprint that’s important to our customers. And that’s important to, you know, the world right now. So I’d say for us, it’s become a lifestyle instead of a trend. But speaking of trends, we do have a lot of other trends that we’re pursuing. And we have a luxury category, we have a new express line that I’m personally really excited about. It was developed after we researched just some of our really well selling patterns and what we saw trending in the marketplace. And it’s a really curated collection based on items that we know could immediately be placed and immediately be used. So these will be set up in our different low cost countries and they’ll have different levels of availability kind of from the get go. So that’s a really exciting collection.
Mark Quinn
So tell us about that Luxury Collection. What is it? What makes it unique, the hand the colours, like what what’s making that so popular right now.
Holly Fulton
I’d say all of it, Christina says such a good job of working with our designers to make them think out of the box. So their designer, they’re inspired for everything from bridal collections to just other luxury fabrics and performance features that we’ve seen in clothing and apparel. And it’s just it’s a really wonderful hybrid of a few different things.
Mark Kinsley
We’re talking with Christina pennant and Holly Fulton with Culp is but Expo 2022 is coming up March 8 through the 10th it’s in Orlando. Okay, first, Christina, tell us your booth space.
Holly Fulton
The number Yeah.
Christina Pennant
I remember many things for being prepared for 101 things in meeting are working on, you know, the collection, but I didn’t memorise the booth number over to you.
Christina Pennant
2723
Mark Kinsley
Yeah, they’re gonna be very hard to miss. And by the way, I thought that was just gonna be the most dramatic pause every to deliver a booth space number on a plan like this is she’s gonna land this thing.
Mark Quinn
It’s done. Done. Drama t know why. Yeah. Well done. Well done crazy. Okay, so I just wanted Holly to have more microphone time. I think there you go.
Mark Kinsley
So over at what was it, Holly 2420 2023 2720 30. So you are going to have a BYOB event. And I’m not talking about bring your own bottle or bring your own beer, bring your own booze, it’s build your own bed in five minutes. Okay, that sounds like a lot of fun. Number one, tell us about that. What’s the experience like?
Holly Fulton
So the experience is basically we have a new platform live furnish, as we call it reimagine by live furnish. And it is a digital library of all of our available fabrics. So we have knits, we have wovens, we have panels, we have borders, everything that you see in our show space, and in that booth and on the floor is also available digitally. So as you’re walking through, and you pick your border, and you pick your panel, you can pick a custom cut and sew pattern, and all of the different things that are in our silo library, and you can map your border in your panel right there and create your own mattress. You can see the product in real life and then get a digital rendering of what your bed will look
Mark Kinsley
like. That’s incredible.
Mark Quinn
So just for anyone on the manufacturing side that’s listening to this. When we went through it, we started with a collection of fabrics. And I want to go back to trends because I know you guys are doing some really cool stuff with performance fabrics that I want to talk about speaking of curating some collections, but you go through this thing where you pick like several of the fabrics, and then you can narrow it down with in this case, I worked it with a retailer and we narrowed it down to some fabric selections. And then the cult team covered our bed in those fabric selections. So instead of a retailer or customer, or even yourself trying to pick the bed, you can actually see it on the bed. And it really brings it to life in a completely different way. And when Christina’s group shows you how a tape edge can accent the the main, you know colour in the panel or how the gusset on a Euro topper pillowtop can be a great contrast to the border and the foundation of the bed. It works in concert amazingly well. And when you get it done, it really is a completely different experience than the way it used to be done you guys. So my hat is off to you and for anyone going to us, but you have to stop by the cop space and see how COPPA is using technology to make this whole thing better, easier, cheaper, faster, and way more impactful in terms of the end game. So I love what you guys are doing there. And by the way, also pre with live furnish. You know, the neat thing is once we got the beds done, because we’re working with live furnish, if you’re also a customer live furnish, then you can take those images and they’re all 3d rendered. And you can literally use that image as a lifestyle image on your website as a thumbnail image, but you can use it and no consumer is going to be able to tell the difference. So COPPA is working very closely with them a lot of tech people are not. And so it’s very difficult to use other fabric suppliers in this process because they don’t know what live furnish needs to do it. So that’s one of the big advantages for me personally working with you guys is that you’re already connected to them. And you’re already able to help me get into the digital image part of that so I love it. You guys are killing it with that. Can’t wait to see you guys at Esbat. So talk to us now about the collections. You know you’ve before Christina, I think you said your designers you picked a bunch of stuff and you bring them to the space you You can throw them on racks and people can come in and shop. And there’s not a lot of, like, you know, rhyme nor reason to that. But this time, you’ve been very intentional about what you’re bringing in terms of your collection, can you give us a little feel for what that is? You’ve mentioned sustainability already. And there’s a couple other things you’re gonna bring along.
Christina Pennant
Yeah. So performance, you know, even when you think of sustainability, you can look at it in a capsule, if you will. And then you can look at other collections, such as the luxury and performance, but they all match together as well. So it’s telling that story and having that experience across the fabrics where, when we, when we speak about performance, it’s how does the fabric behave? What are those behaviours, whether it’s inherent through yarn, whether it’s inherent through design and pattern, or if there’s secret sauce that you will see when you get to us? Is how we’re tracing the fabric.
Mark Kinsley
I like that secret secret sauce. Speaking of secret sauce, I gotta say something about Corp as an organisation. I mean, the more we have had a chance to talk to team members, like you have and Jeff, and now Holly and Christina, you could see that there’s a dynamism within the organisation. And there’s a, there’s some shifts and changes. And so I have a question for you, for somebody on the outside looking in at the company. What might be a misconception about who Corp is? Because we’re not within those four walls, we don’t always see the changes in the evolution. So Holly, why don’t we start with you? What might be a misconception that people in the industry or on the outside have about Corp?
Holly Fulton
I think since we’ve been around for such a long time, people sometimes get the impression that they already know who we are. And they already know what we have. We have such a legacy that I think sometimes people confuse that, with just knowing everything about us. And I think especially in the last two years, we’ve made such a huge shift as a company, just from start to finish our process our people, the way that we develop our product, we’re so different from where we were, and we’re new and we’re fresh. We’re no longer, you know, older or outdated. We are in with technology. We’re not afraid of that. So we’re just embracing new things. And I’d say that we have really come a long way.
Mark Kinsley
What about you, Christina? Is there a misconception? Maybe the even you had before you joined the company or that you hear about consistently now that is not the case? Or maybe some sort of evolution that’s happened that you would like to highlight?
Christina Pennant
I would say the the evolution and the perceptions around the mattress industry, right. So you think of a mattress? I know I did before I came I thought a mattress? But do you mean designing for mattresses? What does that mean? Well, ultimately, we’re designing fabric, it shouldn’t make any difference whether it goes on a mattress, or whether it’s something that you would wear is something that has life it has energy has beauty, you know, the when you think of your bed as a totality, that’s your haven. That’s the place where you sleep. So why shouldn’t this fabric give you everything that you need, visually look stunning, have the details and the performance attributes to help you have a better night’s sleep. And then, you know, from the digital Ness as well, you know, having that platform to jump off from you know, it’s, it’s, that’s something I think that hasn’t been that we haven’t told before. We haven’t told that side of, you know, meeting the customer with the fabric as being the hero of the fabrics. The hero or brand is the hero quality zone era.
Mark Kinsley
Well said, one thing is a collection of stuff, whether it’s sheets and ticking or foam and springs that you put next to your body for more a greater amount of time than any other single product. So it should be the best you can have. Quit Quinn, you you just like a light bulb went on above your head. I didn’t want to stop you from that.
Mark Quinn
No, no, no, thanks. I appreciate that. No, I got fired up because Christina something he said, Mark and I talked about it on the show before. But, you know, we as human beings, we get up every day and we pick out a shirt and we pick out a pair of pants or whatever we’re going to do. We don’t get pants that are three inches too short. We don’t get a shirt with holes in it. We try to present ourselves as best we can. Because we want that first impression with someone we might meet that day or that impression that we make on the people that were around to be meaningful, right. And we really think Have you guys as that critical first impression, because when a consumer comes into the store, they eat with their eyes, and they can look across the sea of white rectangles, you always hear that expression inside of this category. But you know, the truth is, it’s not white these days, it’s there’s a lot of design. And there’s a lot of fashion in that. And you really are the first impression. It’s that moment of truth when they walk up to that collection of bedding. And they look at it and they see it and they go, it’s beautiful or right or when they see it, and then it draws them in because of the texture, or something that you’ve done that makes them want to go up and just touch it right and tell me I’ll listen show me I’ll watch involve me Oh, by if they they’re so involved, they want to touch it and feel it. Like that’s the business you guys are in. And so do you guys feel Holly, I’ll ask this to you. Do you feel like the people you deal with really get the the the importance of that? Or do you think it’s part of your job right now is to keep coaching people up on it literally is that serious? Or that big of an opportunity to be that you guys are their first impression? Do you think you’re getting credit for that?
Holly Fulton
Well, I had a customer about four years ago, and I was a nit designer. And he used to tell us when we were designing product, to think of it as a piece of furniture. And he told us not every customer is gonna see a bed. And they’re not always going to view it as a piece of furniture, they’re not going to visualise it in their room or in their home. But don’t design for that person designed for the person who walks into a showroom, and visualises it in their space. And it’s personal to them. And it is a piece of furniture. And so that for me really shifted the way that I thought about design, and the way that I really approached it. And I think as a company, we’ve really taken that concept to heart. And that’s why we’re designing for our customers because we want not only our customers but their customers to view this as something liveable and something that they want to be in a room. It’s not just a white box, it has colour it has meaning it has purpose. And it’s a really expensive investment beds are not cheap. So those mattresses, we want to design with intention so that people could imagine them in a space, even without sheets on it.
Mark Kinsley
And when you do really, really nice to be able to see something beautiful in the room, even if it’s just for a moment, you know, it’s the, it’s the Japanese monk, you know, passing the window that led out to the sea, he blocked off most of that. So that whenever he did pass it, that view is still meaningful. Instead of expansive windows that opened up the entire landscape. It was only when he was passing down this hallway that he would get a glimpse of this beautiful ocean. That’s what happens when you rip the sheets off, you get a glimpse of something beautiful, and you’re reminded I made a good investment there. Yeah. Well,
Mark Quinn
I like that, Chris. I just wonder Christina, how do you hear the opposite of that when when you’re like having a customer in there, they’re gonna cover it up, it doesn’t matter.
Christina Pennant
It’s funny is there is some clearly that will say that, but nonetheless, they’re still seeking beauty, they’re still seeking that lifestyle, that connection to, you know, interior trends, they’re still wanting that that bear to be their hero. You know, again, as we spoke about brands, all of our customers are branding their own platforms in ways that you know, whether you’re small customer or large customer, you still want that visceral connection. And it’s, you know, now as one as we shift into the digital landscape, we’re also looking at serving the customer. So again, when something’s now on screen for you, ecommerce, and in our retail environment, it has to serve in both arenas. So again, it’s it’s, it’s a bit of everything. So yes, our customers, yes, some of them will say they’re putting a sheet on it, but nonetheless, they still want that beauty in the fabric.
Mark Kinsley
Okay, quick pop quiz, just a little bit of a reset here. Christina Culp’s booth number at SBA Expo. 2022 2723.
Yeah.
Mark Quinn
There you go, Christina. You’re not gonna you’re not gonna trick her. Kinsley that’s
Mark Kinsley
that was a pop quiz for our listeners. But Christina was answering on behalf of the audience and she did a great job. Thank you so very much. I can’t wait to meet you both aspects, both 2022 Because we’re gonna be there roaming around planning our looks planning our design. So excited.
Mark Quinn
Hey, guys, are you a question as we kind of wrap things up? You know, I’ve known people at cope as long as I’ve been inside the category so, Chuck Fowler And Mike Cognero been a friend for a long time. Larry and Chad Coltrane IV and his dad, Rob. And so, so many Chuck, as I mentioned, Chuck, so many more people. And you guys, of course. It’s surprising that I know that many people from Coke, and oddly enough, they’re all still there. Right? So it seems to me like people that go to work for call stay to work at Coke. So why do you think that is? What is it about called that, you know, think is just it’s a great place to work. And that’s why your customers kind of gravitate to you guys.
Christina Pennant
I would say it’s the richness in legacy. And ultimately, we, we say, we’re a family, but we also act as if we’re a family. And what I mean by that is, we’re there to support each other on our day to day, and there isn’t really anything that we wouldn’t do together to help each other out. So I would say that is what I see. And that’s our foundation that’s been built from day one.
Mark Kinsley
We love hearing that. Because we are we are the fam so we love hearing about businesses and industries that treat each other like a family. Polly, what about you?
Holly Fulton
I would agree with that. I actually started out at Coke when I was 21 out of college as a designer, and I got recruited by an ad agency, and I left for a year and a half and got like a little Master’s in advertising. And when I wanted to leave that job, the first person that I called was if I didn’t tell my parents, I called him and I was like, Hey, I miss you guys. What do I do? And I came back. So I would say it’s strongest, that it’s the people. And it’s just called
Mark Kinsley
it’s just called. Yeah. Love that. In Quinn. That’s been my experience as well. I mean, when I got into this industry, and those are some of the first folks I met and I’ve got so many heartwarming stories about him that he would probably be, you know, embarrassed of me sharing. But it starts at the top. And it flows down through the entire family and so called Great company to do business with can’t wait to meet you both in person. And it’s it’s high fives or hugs and one or the other. But probably hugs.
Mark Quinn
Probably hugs. So you guys, is there a place you want people to go? So are you setting appointments for your BYOB build your own bed? And if so, is there a place people can go and sign up for those appointments? Because they will be limited?
Holly Fulton
Yes, right now we’re actually booking those through Ruston, Thomas, who is one of our sales executives. So as a personal booking, because we have limited space, and we have two conference rooms, two TVs available, so you can just email br thomas@koat.com and set up an appointment with him and he’ll give you available time slots and customise that appointment for
Mark Kinsley
you what this space is going to be
2723
Holly Fulton
I mean, we did have a number for 2020. So it did get confusing. And we did have a Vegas show room with another number. So we’ve had a lot of numbers recently.
Mark Quinn
You give Mark and I set up some time you guys could have some champagne in there for us is that? Yeah, just don’t tell us. Just like hide it in our we have a deposit. Well, they’ll never hear it now. Yeah.
Mark Kinsley
Don’t worry with us, you can just tell them hey, it’s not champagne. It’s tequila. Totally admissible. Well, awesome. Well, hey, Christina, Holly, thank you so much for being on the show today. And thank you for sharing about the cult fam with the fam and with the dose Marcos audience. true innovation is emerging from call but always has, but it’s just what you said earlier, Christina, you know, a focus on quality. And a focus on the customer is now being translated into true innovation in the industry and helping people have a company that it’s easier to do business with. And I can’t tell you how many times I look around at companies in this industry. I’m like, they want to give you money. And it’s really hard for them to give you money. So you know, when we think about where does your product eventually cascade down to well down to the retailer and down to the consumer and what a retailer is trying to do. They’re trying to make it frictionless. They’re trying to make people have an easy transaction. And by helping them get a bed that they really need. It goes beyond transaction to transformation. And I love to hear about the transformation of your company and the innovation. And I love having bright minds and wonderful spirits like you in this industry. Thank you so much look forward to meeting you at the 2022 and 2723 as a lot of numbers right in a row. So thanks for being on the show.
Holly Fulton
Thanks, guys.
