What you’ll learn in this episode:
In today’s episode of the “It’s Your Offer” podcast, I have the pleasure of interviewing Calli McPherson, the owner of William James Gifts, a gourmet gluten-free food, gift, and gift basket store in Quincy, Massachusetts.
Calli shares her entrepreneurial journey, which began with the idea of creating gluten-free gift baskets from home and eventually led to opening a physical storefront. She emphasizes the importance of having a strong “why” to keep you motivated in business and provides insights into sourcing unique products for her store. Calli also discusses the significance of location for a physical store and the role of social media in reaching customers. She offers advice to aspiring entrepreneurs, emphasizing the need for a clear marketing plan and the importance of showing authenticity in business.
Take a listen to this powerful episode with Calli, and if you’re looking for an amazing glute-free treat or gifts, or if you’d like to connect with Calli, check out all of her info in the show notes!
In this episode, you will learn to:
- Remember Your “Why”: When starting a business, it’s essential to have a strong motivation and purpose that you deeply believe in. Your “why” will keep you going during challenging times.
- Online Presence Matters: A user-friendly website and a strong social media presence are crucial for both online and physical businesses. Customers often check a website before visiting a store, so having an informative and navigable website is essential.
- Plan Your Marketing: Having a well-thought-out marketing plan is essential for business success. Rather than randomly trying different approaches, having a plan can help you focus your efforts effectively and achieve better results.
Mentioned in this episode:
Work/Connect with me:
About Calli McPherson
Calli McPherson is a mom, wife and small business owner. McPherson graduated from Stonehill College in 2008 and worked in health care until the birth of her first son in 2016. After welcoming her son she left her job to be a full time parent. In 2018 McPherson was diagnosed with Celiac disease and five months later welcomed her second son. Her Celiac diagnosis combined with her entrepreneurial dreams, led McPherson to launch William James Gifts, a gourmet gluten free gift basket company, in August of 2020. Fourteen months later she opened her first storefront location, offering gourmet gluten free foods, gifts and of course, her gift baskets.
Jessica Miller (00:01)
Hello, Calli, welcome to the It’s Your offer podcast. We’re so excited to have you here today.
Calli McPherson (00:07)
Thank you for having me. I’m so so excited to be here.
Jessica Miller (00:11)
This is going to be such an awesome episode. I cannot wait for people to learn about you, your business, your amazing shop and all the things. So for the listeners, tell us who you are, tell us about your business so they can get to know you and your awesome shop.
Calli McPherson (00:26)
Absolutely. So my name is Calli McPherson, and I am the owner of William James gifts. And we are a gourmet gluten free food gift and gift basket store. We do have a physical store in Quincy, Massachusetts, we’re in Quincy center. And we also have our online store as well for those people that aren’t local. So we really focus on finding great tasting, gluten free food that’s a little bit different than what you might find in your local grocery store. So a little bit more gore May, and then you know are our other gifts and gift baskets as well. Oh,
Jessica Miller (01:15)
I love it. And as somebody who is gluten free, or tries to be gluten free as much as possible, it is such a gift to have a business that really focuses on that and making that experience awesome for people while also honoring their health journey, which is so amazing and so needed. So I’m assuming that when you started your entrepreneurial journey, maybe you didn’t start here, or maybe you did. So tell us a little bit about what made you become an entrepreneur, what you started out doing all the things.
Calli McPherson (01:45)
I did not start here. We did not start with a storefront. So, you know, my entrepreneurial journey was definitely started when I was super little. I have been incredibly fortunate to have been surrounded by strong, smart business women my entire life. You know, I have aunts that are just like, you know, really top level in their fields. And I watched my mom be an entrepreneur throughout her life as well. And she I grew up in the Minneapolis area, she opened a gift store and has had one for over 25 years. So my gosh, definitely in the blood a little bit. And I’ve always wanted to have a storefront of my own. That has always been the dream. When I was in college, I thought it was going to be a flower store. However, I cannot keep plants alive. And I know nothing about flowers.
Jessica Miller (02:53)
Same here, same here.
Calli McPherson (02:57)
Things are beautiful. I know nothing about them. So when I you know I always wanted to do this. And kind of fast forward I had kids and I went to a buying show with my mom in January of 2020. And was so excited about everything that I was seeing at this trade show. And I was keeping cards and taking pictures of products. Because it was like, Oh, if I do this someday these are products that I want to carry. And I came home couldn’t stop talking about it. And my husband was wonderful and super encouraging. It was like Alright, well, at the time, I was a stay-at-home mom. I had two little kids and he said well why don’t you just start something you’re home with the kids just like start thinking about what it would look like. So I decided on the fact that I wanted to do gift baskets. And I wanted I was like I can start that from my home. We can sell them online. It will allow me to still be home with my kids. So that was kind of what started it and then throughout that process, I knew that everything had to be gluten free. Two years prior to that I had been diagnosed with celiac disease. And you know throughout those two years have really noticed how there’s this massive gap in the gifting industry. For people that are gluten free. It just really doesn’t exist. So I was like this, this is perfect and I know that you can have good gluten free food there. It does exist and it is it can be wonderful. So I just wanted you know I wanted to be able to help people find that it I wanted people to be able to feel celebrated with a good so that they can enjoy. Yeah, that’s kind of how it all it all started. And then the world shut down. And I was home anyway. So we just kind of plowed ahead and launched in August of 2020.
Jessica Miller (05:14)
Oh my gosh. So I love this. Okay, so when you started, it was pretty much mostly out of your house. And you, you had this, you know, life changing experience with your health. And you saw this gap in the market and you knew that it would you know, that there was a need for that. How did you go about, you know, sourcing the material. I’m always so fascinated with this, because clearly, I’m not a brick and mortar. So I’m always fascinated with how do people go on this journey? Now there’s this sort of specialty niche, you need product, you want it to be good, because you’re looking for that elevated experience? How do you even start that process? Do you go on and just Google it? Do you ask your friends? Like, tell us all that like?
Calli McPherson (05:56)
Yeah, so honestly, it’s definitely was like a multi prong approach. I have a couple good friends that also have celiac. So there was definitely some questions for them of like, alright, what have you know, what are your favorite products? What are those things that you can’t be without? So we definitely had those questions. I also went when they were happening, again, like local farmers markets, and kind of, you know, walked around, saw what might be available that we could purchase wholesale. So there was a little bit of that, but I would say the majority of it came from a group that is called the Specialty Food Association. And they do a word. They do a Fancy Food Show twice. Oh, yes, super fun.
Jessica Miller (07:02)
I want to go to that.
Calli McPherson (07:04)
Like, go and eat. And I, when I was like, Okay, we’re gonna do this, we’re gonna do this. They had one that was planned for either that spring or summer of 2020. And obviously, because it COVID, it didn’t happen the way that they traditionally do in these, you know, these big trade show formats. So they ended up doing it all online. And credit to all the vendors and every one, they were really fabulous about sending samples to everyone. Wow. So you were able to have these online meetings with people and these conversations about you know, tell me about your product, let’s you know, make sure like, it really is gluten free. Tell us about some of your experiences and everything. And then they followed up with Sunday product. So my family and I had, you know, I brought some friends and I was like, alright, people gotta come up. We’re gonna try out all this food. Yeah. So that’s kind of how we started to source it. Because there were no trade shows at the time. Oh, my
Jessica Miller (08:09)
gosh, can we just like take a side note and send a prayer to the project manager who put that thing together in COVID and organized stuff? Yes.
Calli McPherson (08:19)
conventions that they usually write the one in the summer they do at the Javits Center in New York City. So Oh, my gosh, massive, massive. So yeah, I’ve Wow, after the people that coordinated the whole thing. And we didn’t happen. I don’t I really don’t know how they did it. But
Jessica Miller (08:35)
oh, my gosh, but what a cool idea. Yeah. So you tried all the products? And then you found your favorites? And oh, my gosh, interesting. So
Calli McPherson (08:45)
we just kind of I, I’m trying to remember, I think we had like four or five baskets that we started with? Yeah. And so it was okay, let’s pick our maybe our 10 favorite products. And let’s do that. And let’s start with those. And, you know, arrange them into the gift baskets. That makes sense.
Jessica Miller (09:03)
Awesome. So that first offer was really around the baskets and filling that need? And then what happened? How did you get from there to having a store and that piece? Yeah.
Calli McPherson (09:15)
So for the first, like 14 months, we were just solely gift baskets. So we did you know, obviously the online we did a few farmers markets as well, to kind of get our name out there. But in June of 2001, we got a huge break from the Food Network. They featured one of our gift baskets as a gift for Father’s Day. And it was I had always had the idea of a store in the back of my head but it was kind of the like sign and push that I needed. Yes. Be like, you know what, I think there’s an there’s a real need out right? Yeah. So I talked to my husband. And, you know, again, he was very supportive, and then keep that it was a little nuts. But that’s
Jessica Miller (10:09)
all part of the journey.
Calli McPherson (10:12)
Absolutely, absolutely. So he, yeah, he was super supportive again, we have childcare, a woman who just the personal pieces were in place to be able to take that jump. Yep. And so, you know, I have to give credit to them. Because without that, it, it wouldn’t happen. Sure. But yeah, so we started to look for space, we found a great space are super excited about it, they started the build out. And, you know, I went looking for products. And it was super important to me that the products that beyond the food, you know, the products that we were going to carry in the store, that everything was from small businesses, growing up around small businesses my entire life, I knew that. It’s just such a piece of me that I wanted to make sure that the companies that we were buying from, you know, are supporting the small businesses. Yeah, I just think it’s such a great a great opportunity to support these other businesses. And I feel like we’ve been super lucky 70% of the businesses that we buy from our women owned small businesses, too. So great. It’s so great. And I just, I really love it. So it’s been? Yeah, it was great. And we opened the store in October of 2021. So we’ve been here just about two years. And, you know, we’ve opened with some great gifts, and we opened right in front of the holidays, which was super
Jessica Miller (11:43)
exciting. Yes, it’s good timing. Yeah, it
Calli McPherson (11:47)
was good timing. It worked out very well. So yeah, so we, you know, I, I can’t I just, I, I kind of jump into feet first, without a lot of times, that’s just kind of how I operate. So we Yeah, just jumped in, found some great products and ran with it.
Jessica Miller (12:07)
I also think, though, that you know, and I, we talk a lot about this as it relates to offers, and especially where I’m focused on sales and growth. It’s not like you’re just throwing spaghetti at the wall, you had an offer. You collected a lot of data, you understood who your ideal client was, which I want to talk about also in a second. But you took all of that and informed your next step. And I think that’s a piece that’s really important. Because it wasn’t like, Hey, I’m selling, you know, gluten free gift baskets. And now, I’m going to go open a firecracker store, like, you know what I mean, it was really this calculated choice where you’re building on the data that you have the things that light you up your hell yes, where the money’s coming from. And then you’re building upon that, and maybe creating a different offer, or putting that offer into a different format, essentially,
Calli McPherson (12:57)
totally, totally. I yeah, I mean, completely, you definitely was an educated decision, for sure. You know, the response that, you know, we had before we opened the store. And since opening the store, to a store that is completely gluten free to give basket that is completely gluten free, is really transformational for so many people. You know, I I feel like I’m brought close to tears many times when I have I do I have people who come in and they’re like, just so you know, I haven’t had a place where I feel like I belong in a very long time. And like, for once I can walk in, and I can just buy things and I don’t think and I don’t have to ask all the questions, and I don’t have to worry about all the things. And you know it to me dealing with my celiac, you know, to anyone else who deals with, you know, food, you avoid whatever for whatever health reason. It’s, our world is not built for, for those things. And so much of life is built around food. That, yeah, to be able to have a place that people feel welcome, and they feel comfortable and they feel safe. And we’re also to be able to be a resource for people that want to show up for people that have done allergies and intolerances is really important too. Because, you know, people are thoughtful and people are kind and they want to be able to be welcoming and they want people to be able to feel comfortable. Sometimes they just don’t know where to start. Yeah. So yeah, it you know, that’s a very long answer to your question, but it was very much a very educated decision and you know, it definitely something that we found was very Are you needed? Yeah.
Jessica Miller (15:00)
And who do you feel? Like two things? Who do you feel like your customers are? Like, where are those customers ideal customers? And how are they finding you?
Calli McPherson (15:11)
So I think, our ideal because honestly, it’s interesting, I do feel like we kind of have two different ideal customers, you know, we have the people that are gluten free, and they come for the food, and they know that what they’re going to find here is different. And those people come from very vast distances. And then I think we have, we have a customer who is more local. And she is somebody that value small business, and wants to support her local community. And that person is definitely more more local. You know, Boston, South Shore, person who, who comes in looking for gifts, and also get gluten free things, but is more attracted to the gift piece of it.
Jessica Miller 16:08
Yeah, for sure. I mean, I will say from the person, and a lot of my audience is this way to time is an extremely valuable resource. Just like you, we have families, or friends, we have businesses or careers, things are pulling us in so many different directions, to be able to go someplace where we know that exactly what we want. Without all the research, without all the pieces is going to be there. It’s super niched to solve our problem of either consuming or gifting something gluten free, is a game changer in my opinion, and worth the drive. If you’re not a South store person, like me, for example, or getting online and ordering. It’s just the ability to take your solution, and what it is that you’re selling, and tie it so tightly to the problem that we have, and make it a super easy, you know, transaction. And I think that is really powerful on top of the perspective that for for my business, especially. And I think this is true, just not even in my business world, but also in my personal life. Quality is really important quality, supporting the people that support quality, locally supporting people, it’s sort of all those things kind of wrapped into one thing. And being able to do that in such a beautiful and seamless way. And then also wrapping all the other things like women owned and all those pieces that I think are really powerful and, and such a good. Just a great business model. Was anything surprising to you? I always love to ask, you know, people who have a brick and mortar space was anything surprising to you when you opened up that space? About what was selling? Like, oh my gosh, I can’t believe that like, little cup is the thing everybody loves. You know, something random like that. Was there anything that was surprising for you?
Calli McPherson (18:05)
Oh my gosh, there’s so many of them. There’s so many of them. You know, there, there have been? Yes, small little. We have these coasters that are very sassy. that I think are really funny. But I didn’t know how people would respond to them. Oh my god, people love them. It’s like people want to destroy they’re just howling laughing there’s I mean, there’s so clever. I don’t come up with them. So yeah. Like, they’re so funny. And it was one of those. I mean, people. We we’ve reordered these things so many times. Yes. Yes. Crazy. So that was always one to me that I was like, pleasantly surprised that people thought Yeah, hilarious. Oh my gosh, that and honestly, the cards. I love a card. I think they’re great. I thought they were a little dead. I was like, Okay, we’ll bring some in. We’ll see how they go. But I think most I was like most people like just the cart. People love a good card. Oh
Jessica Miller 19:14
my gosh, I love this. I love this. This is so important. Because I think you know, for most of us, we go into these opportunities, and we’re like, this is going to be the thing, right? It’s like it’s again, it’s making those educated decisions or those calculated decisions, and you sort of go into it and you’re like, it’s going to be my signature offer, or I’m going to put this thing out there and this is what the business is going to be. And then you get into the data, right? And you start to watch your customer and you start to see those opportunities. Strangely enough, you look at your books and you’re like really this is the thing that’s taking up, you know, that’s driving so much of this revenue and I can’t keep it on the shelf and then that opens up a whole other door for other offers, you know, bundling and, you know sometimes As little bonus things like when you throw in the cost coasters, it becomes even more valuable to people than the actual gift basket.
Calli McPherson (20:09)
Totally funny, and I will say I knew that the gluten free food was important. But I am still very humbled by how well it does. Yeah,
Jessica Miller 20:21
it’s so awesome. It’s so awesome. And you know this about gifting. It’s also about the experience, right? So when people get the awesome gift, and the perfect card or the funny coasters, it just pushes the whole thing over the edge. And the tighter that you can get that for your ideal client, the tighter and more easily your products will sell. And it just, it’s a win win love fest for everybody so good. It is love it.
Calli McPherson (20:48)
So so fun. I love watching people be able to like intertwine gifts and food like yes, to me. It makes sense. But I love seeing other people be like, Wow, this is so cool. I can you know intertwine all this stuff. And yeah, put together these gifts that you know, are just gonna make people’s day. Oh,
Jessica Miller (21:03)
yeah, you’re talking to an Italian here. This is like the way the world works. Okay, Callie, like, there is no exception to this rule. Like there has to be some sort of food in the equation like just, yeah, so that’s how it goes. So looking forward, what is coming up for William James gift, like, what do you have in the works? What are you excited about? Tell us about that.
Calli McPherson (21:25)
Yeah, so we have a couple of things that are kind of like in the pipeline, we right now are really focused a lot on our corporate gifting, we’ve worked a lot on expanding, and we’ll continue to work on that. And 2024. You know, just as kind of we, we talked about, you know, for people feeling like they have a place to belong, with food allergies, and everything that extends into the corporate world absolutely hugely. And when you send a gift that is conscious of allergies, is it shows up at somebody’s door. And it’s like, wow, I don’t have to immediately throw this away, or it’s something that you know, can be used in this home, I think just it hits a different level of appreciation for people, which in turn builds their loyalty to their organization. So, you know, one of the great things about gluten free food is not all of it, but a lot of it is free of like the top eight, nine allergens. So when it goes to corporate gifting, you know, there is this ability to build a gift that avoids a lot of these common allergens. And that, that’s really big. So that is definitely one of our big things. And then one of the other things that we kind of is probably a 2024 thing that we’re working on is kind of like a subscription box for people, you know, that they can have for themselves in their family that they can send to loved ones, or, you know, whomever they choose, obviously. And I don’t know whether first of all, it’ll be a quarterly thing, or whether it’ll be monthly. You know, we’re we’re still toying with the details on it. But you know, I think it’s a, I think it’s a really great opportunity for people. You know, again, people that have those allergies, that they get something whether it’s once a quarter, once a month, and you know, it’s really exciting for thing for them, great for kids that are like in college or away, yes, or anything like that. So those are really exciting things that we’re working on.
Jessica Miller (23:49)
I love that. And it’s also great for your business, because it’s predictable revenue when you have a program like that. So you can really plan against that. And, you know, really good for you as a baseline recurring revenue stream, which is awesome. I love that. I love that. So for any of our business owners that are listening, and maybe they’re thinking about opening up their own product shop or doing something like that, what is one piece of advice that you would give them?
Calli McPherson (24:19)
Um, okay, two things. One. If you’re looking at opening a physical storefront, location, location, location. I think that’s but you know, we love where we are spaces. Absolutely beautiful. We wish we had a little bit more foot traffic. You know, so in retrospect, I think that’s one of the things we would have done differently. And if you don’t have location, because not, that’s not always an option. Sure. Just know that you have to figure out a way and a reason to bring people to you. Yeah, and It just takes just takes work. So not that not that it can’t happen, you just have to put in the work for it. So that you know, that’s a physical piece of it. And then I think in terms of starting your own business, you just have to remember your why just have to really remember it. And you have to really believe in it pretty deeply. Because it’s not easy. And there’s just there’s a lot of days and there’s weeks and months where you’re you definitely will question why you decided to do this, and whether this was a good idea. Because the time and energy that it takes up is pretty substantial. So you just have to remember your why and really believe in it, because that is what’s going to keep you going and pushing forward. As at, you know, when things aren’t easy.
Jessica Miller (25:58)
Yeah, yeah. And it speaks so much to community. And even though dialing into podcasts like this, and hearing other people’s stories, and knowing that no journey is really forged alone, it is so much of a community of people to share best practices to cry on each other’s shoulders, sometimes, you know, just to hear the stories and those things to know you’re not alone at the top because sometimes, right? It’s could be you in your store some days, and you’re like, What the heck am I doing? You know what I mean? Which is part of the journey to your point, though, really focusing on that, why? And then the other thing that I think is so great, especially for brick and mortars now is the evolution of so many tools, especially leveraging online that brings people into your store. So you know, back in the day, it was like, you know, you’re out there, you’re disconnected from any everyone else. Either they’re walking by your store, they’re not you’re either like putting something in the mail or you aren’t. And it’s kind of like you’re on this island. But what we’re seeing now, especially like in the last 12 months, and we talked a little bit about this on the podcast, too, is how do you leverage some of this technology, specifically to get people in the door to like, pull people through to a sale, because so many of your people, especially for you, Kelly, that are out there on the internet, need that service. But if they’re not walking down the street and Quinsey, they’re still looking for you. So how do you utilize some of these tools, some of these AI sales assistant event which allow people to get information that they want, but directly get to booking, like, get into the store, get the coupon, get the link to the website, I mean, we’re seeing so many really, really cool things around that, that drive people into the store. And it’s great, because I think a lot of the circles that you run into, especially in many of us listening to this, we’re kind of straddling this internet online world and the physical in real life world. And there’s this beautiful space where we can overlap and make both sides of that engine really work. And that’s especially I think, powerful in this timeframe where it’s your end, and it’s gifting and it’s holidays, and that buyer is looking for you. So how do you make sure you have that technology there? So that when they’re they’re online, and they’re ready to buy? They’re going to get right to you and, you know, be able to buy your awesome gifts and get what they need? Yeah,
Calli McPherson (28:27)
I mean, I think it’s, you know, you have to have a website that’s easy to navigate. It has to be in my opinion, it has to be clean. And yes, yes. Because if people can’t find what they’re looking for, they’ll
Jessica Miller (28:41)
just go someplace. That’s so right. Yep.
Calli McPherson (28:45)
And, you know, even the interesting thing is, is that even with a website, you know, people always think, oh, online sales, online sales. I think it was 30% of our customers, check out a website or website before they come in. Absolutely. Yeah. Because they’re like, Well, I’m not going to come in if I can’t find what I want. Correct. So they go on the website. So again, if people can’t navigate through your website, you’re not only losing online sales, but you are going to lose in person sales as well. Totally. Yes. So I think that’s really interesting. I have a very strong love hate relationship with social media. As I know, a lot of people do, and a lot of entrepreneurs do, it is not something I enjoy, necessarily. You know, I it’s very time consuming. So I have a hard time with it. However. It’s free. And it’s an amazing way to get your name, your mission, your product. Yeah, anything out there. And if you’re not using it, you’re missing out for sure. Yeah. Yeah, I agree. You can fight it all you want, and I don’t particularly enjoy doing it but I Know that I have to be there. I know that I have to show up on it. Because if I don’t people forget about you. Yeah. And they move on, and they find something different. Yeah. So I do think that social media is huge, you know, making sure that you’re linking to your website, that you’re telling people what’s going on. And something that I am definitely like working on as well, as you know, I know so much is that it’s just not always about the product. It’s about the people. Oh, yes. People buy from people they don’t buy from businesses. That’s so true. You know, being there and being wrong, being real is definitely a huge, a huge thing. Yeah, you have to show up in those ways. And the other thing that I would say is, it’s very old school has nothing to do with technology, but you got to have a plan. For sure. A lot. And I know there are months where I learned the hard way, but you have to have a plan, you have to have a marketing plan, you have to know what you’re doing. Because otherwise, you know, just throwing things, spaghetti at the wall every day. It doesn’t stick no or days that it will stick but it doesn’t always stick. So you do you have to have a plan. Yeah,
Jessica Miller (31:10)
and I think that’s especially true with brick and mortar, because the margins are important. It’s very easy to get into this place where you’re not making any money if you’re not really intentional and careful. And then to your point about leveraging all these sorts of different forums, you know, your business, and for many of you that are thinking about a product based business, it’s very visual. So how do you showcase that and knowing you know, you don’t have to be everywhere to everybody, but what is working? And where can you get that out there? And then to your point, how do you incentivize people to come in the door so if they’re checking out your website, and they want to know if you have this product, but they really want to go in and get it and you offer them 15% off if you come into the door, it’s that thing that pushes them over the edge so you know knowing what works for your business and just those bonuses that are really juicy that just get them to make the sale. It’s all about making the sale and not bogging people down with more information. They can’t do anything with you know, that kind of thing. So let’s get them to what they want. Which is the thing in their hand and happiness.
Calli McPherson (32:13)
Here and easy. Make it
Jessica Miller (32:15)
Yes, yeah. I love it. I love it. So Kelly where can people find you both in real life? You know your address and then on the interwebs where are you? Yeah, absolutely.
Calli McPherson (32:26)
So in person we are in Quincy Center. We are 1543 Hancock Street in Quincy so you can find us there. We are open Tuesday through Friday 10 to 6, Saturdays we are open 10 to 5. Come the holiday season between Thanksgiving and Christmas we will be open Sundays 11 to 3 as well. You can always come see us then to on the interwebs we are WilliamJamesgifts.com. Facebook, Instagram, our handles are @Williamjamesgifts so we make it nice and easy.
Jessica Miller (33:10)
I love it. Perfect. Perfect. For everybody listening. If you are in the Boston area, go check out Kelly’s shop William James gift in Quinsey. It’s awesome. It’s in a great area. You’re going to love it and follow her online if you’re not because as you said, she also has an online presence woman next to my own heart, brick and mortar and online. It’s awesome. Kelly, thank you so much for being on the show today. This was such a great conversation. And for all of you listeners. I hope you have a beautiful week and we’ll see you here again next week. Bye bye, everyone.