125. Scaling Smart: The Power of Competitive Pricing & Word-of-Mouth Growth

Jen Wood, founder of Mango’s Decor & Co, is a third-generation furniture entrepreneur who turned a love for design into a 7,000-square-foot furniture boutique serving families across the Southeast. From car seat naps to couch deliveries, Jen built her business with babies in tow—proving that motherhood and entrepreneurship can grow side by side.

In this episode, Jen shares how she scaled Mango’s Decor & Co with a smart pricing strategy, a passion for beautiful, livable spaces, and the power of word-of-mouth marketing. Tune in for a candid conversation on staying scrappy, trusting your gut, and building a brand that feels like home.

WILDFLOWER SHOWNOTES : shannaskidmore.com/mangos-decor-knoxville-tennessee

Transcript

0:01

Hey Jen, thanks so much for coming on the show. Hey yeah, thanks for having me. Okay, this is your first podcast interview. Is this correct? It is, yeah, I'm very excited about it. Yeah, excited and scared, yeah. Thanks. I feel like there's so many like fancy podcasters and we're just over here. Let's just have this a coffee chat, talk about business. It's going to be great. yeah, absolutely. I love it. I'm ready. tell me about the business you have right now. Just kind of introduce yourself. Tell everybody who you are and what your business is. Yeah, I'm Jen Wood and my business is Mango's Decor. So we were in the Bearden area right outside of Knoxville for 11 years and about 2,800 square feet, a very crammed little furniture boutique. And recently in the last four months, we decided to close shop there and move out to Lenoir City, kind of follow our traffic of where we are, where our business is really going and move out here. So yeah. So we're just a little furniture boutique. already so many questions. Is it mostly retail sales? Do you do interior design? Like what are all your offers? Yeah, absolutely. So back at Bearden, we were mostly just retail, but we have really taken off with our design here out in Tellika Village, Rode Bay, Wind River. I feel like we're really strong out in those areas for design. So we do a lot of design services now that we've moved out to this new location. So we have a 7,000 square foot warehouse that's retail that anybody can come to. And then we also offer design services. And we're super competitive priced with that just to get in your home and see what we can offer. So yeah. Are you still there? Hey, are you there? Shanna, are you there? Yeah, I know. The internet's not being our friend. I'm here. Can you hear me? Yeah, Yeah, OK, I'm doing it. bet if you turn off, I wonder if you can turn off the camera. That'll help with like your. Okay, how do I do that? Let's see, camera off. Okay, there we go. Okay. Okay. All right, sorry, what do I need to say? Okay. It's still a little laggy, but I think I actually think the audio came through just like clippy. So that's okay. I'm in my car, but I'm right outside my store. Cause if I'm in the store, people are going to ask me questions. So I'm like, okay. already picking up better. Sometimes the video just slows it all down. Okay, that sounds good. don't need to look at myself anyway, so that's perfect. Okay, Jen, tell me about, well, how long have you had your business? Sounds like 11-ish years. Yeah, 11ish years. So I've had my business 11 years. I've been in furniture pretty much my whole life. That can be a whole nother part. But yeah, been in retail for 11 years. So I started when my son was one and my daughter was three. And that was crazy. Okay, well, we've got to talk about that, yes. What were you doing before starting? that, yeah, I was working for my parents have an import company. So I'm third generation furniture. So my parents have an import company called Old South. So I worked for them for actually 12 years before opening up mangoes. So I did anywhere from working in the warehouse to, you know, managing, just kind of doing all different stuff with them. So yeah. And is that here in Knoxville as well? It is not. So they were in Nashville. They started it in 99 in Franklin, Tennessee. And then in the last probably nine or 10 years, they moved it to Chattanooga. Okay, and so in the import business, it was bringing in furniture and then who were your main customers? Yeah, so their main clientele, sold throughout the whole US, but their main clientele was, you know, Tennessee, Kentucky, Alabama, Georgia, the Panhandle. Those were kind of their main main spots that they sold. And they sold anywhere from small furniture boutiques to large, you know, furniture stores. So a little bit of everything. But they slowly slowed down. But I also carry a lot of their products still. So. Okay, got it. What made you want to start? Like how did mangoes come to be? Mankos came to be, let's see. Well, several things. I was working from home at that point. So when they were in Franklin, I worked in Franklin with them. And then I got married and was in Knoxville, had children. And the only exciting thing I did all day was go to Starbucks and maybe talk to a few moms before I dropped my kids off at preschool. And I was like, I need a life. I like know all the Starbucks people and they bring me so much happiness. I was, I was working from home. So I would take my daughter to preschool and my son would be crying in the background while I was answering phone calls and typing up things and yeah, just trying to do it all. So I was like that crazy person that stared out the window when the mail came. Kinda, you know, I was like, So I was like, I need a life. Let's figure something out. So yeah, so I started thinking about it and my dad did sell a few people in the Knoxville area, but I said, hey dad, what if, you know, what if I carry your line and I only carry your furniture? You know, so I'm really representing you. And then of course my dad's the sweetest man in the world. You know, I get a family discount. So, hey, like you give me a family discount and they're already reasonably priced, their line, solid wood furniture. It's a great line. And I passed that on to the customer. So I felt like Bearden was kind of missing that back in that, you know, there's so many things in Bearden now, but back then I was like, man, I would love to open up a little small furniture boutique and be able to offer a competitive price furniture and accessories to people. That's kind of how it got started. Yeah. Tell me about those early days. Did you find a location? How did you source everything that you were putting in the store? And what did you do with your kids? Yeah, so I looked around some buildings. At first I thought I wanted to be in a little booth. And then I realized that number wise that wasn't really going to work for me. So I went from a 10 by 10 booth to looking at peeking in this store that this building that hadn't been, I don't know, had been vacant for a very long time and thought, hey, I'm going to put an offer in. And I was just going to put an offer in on a third of the building. And then my dad said, why don't you make an offer on the whole building and just see what they say. And, you know, so I kind of low balled them and then I all of a sudden had this building and then I was like, oh my gosh, I'm to have to carry upholstery. I'm going have to be, I'm going have to really step this up. And so, yeah, so that's how it kind of got started. And then my daughter would go to preschool most days and my son would sit in his little carrier and I was the only employee. And, and I would walk him around the parking lot in a stroller while people were probably like, what's going on to get them to sleep. So yeah, it was a little crazy there for a minute and he had just turned one and my daughter was a very easy child and then I had a boy, you know, and I was like, oh, whoa, this is what a boy is. You know, he had just turned one and it was a little bit crazy town for a little bit, but we figured it out and I was also working for my parents company, you know, doing stuff for them during the slow times because we were a new business. So I was working two jobs and, you know, watching my son. So was a little bit. bit wild there for a minute, but mangoes took off so quickly. I was so appreciative. It started off just running. So soon after that, I was able to get an employee and the Bearden community really supported me. Very appreciative of that. yeah. Jen, tell me more about that. So did you have to start advertising? How did you get the word out? Do you think people just really liked the product that you were carrying? And so they were telling their friends. And I would love to hear just on the money side, do you feel like, how did you support buying inventory, paying for your building, paying yourself, figuring out just kind of those early days? Yeah, well, I jumped in it not as a business person, not as a financial person, just as a creative person. And, you know, like I said, I'm third generation furniture, so I know a lot about the business and I think I know about it more than I really thought I did. You know, so I think I sell myself short on that sometimes. But financially, you know, I had a little bit of a nest egg that I threw in there that my grandfather had given me and I started the business off with no debt, which was really great. And so when I first started the business, I didn't want any net 30, you know, or anything like that. I really wanted, if I didn't have the money, I didn't want to buy the product, you know, and as I've moved on and gone through, you know, some economy changing and everything, I'm learning that that's not always how you can run a business, but it's always not that peachy, but. For a long time when business was great, was, man, yeah, I feel like that was kind of what worked for me. What was your other question? I completely forgot. like the community just really liked what you were, product you were putting in the store? Do you feel like that's how it grew really quickly? It really was. think people were excited for a new business there. It was just kind of small, gifty items, you know, and then I was really wanted to be that store that was competitive priced. And I feel like word of mouth gets out when you're competitive priced. People were like, hey, have you been to Mango's? know, know, Bearden's a small community, you know, some at the country club or at the Tins, whatever people are going to be talking about it, you know, and saying, hey, you know, have you been to Mango's? Like, I just got this and they're It got cute stuff, it's a competitive price, and that was really my advertisement for a long time. That was just word of mouth. Yeah. Do you feel like, I mean, being competitively priced, I mean, do you have to sell so much more? Do you feel like that model continued to work for you? Was there ever a point where you're like, I need to maybe have more luxury items or tell me, yeah, just kind of about the growth. So I have, I have tried to go the other route. I had a paltry line for a while that, man, it was doing great. Being a small little guy, I had that line for five years and it was my bread and butter. And a big wig in town decided to take that line from me and devastated me. And so I kind of had to like pick up my pieces and figure out, well, I just... lost that upholstery line that was, I thought I was doing great with, you know? And I had to figure out what other upholstery line am I going to pick? So I went through about five different upholstery lines saying lower end, higher end. And, know, man, I had some beautiful things in there, but they were too pricey, you know? And people were saying, whoa, you know, probably coming in there thinking, you know, so then people are talking and saying, hey, have you been to Mango's? It's gotten a lot pricier, you know? And I realized, hey, this isn't my niche. Like, yeah, these pieces are beautiful, but That's not what I'm known for, you know? And so I had to figure that out and go through those times, which weren't easy. you know, just trying to figure out who I am and what works best for me. And I realized that having a good look and, you know, good quality furniture, but at a good price is what people like. So I might have to sell three of those chests that somebody down the road can sell one and make their day, you know? So it's just kind of how we work. Yeah. Tell me about Jen, just the growth in those early days. Like, what do you feel like went well? What was maybe one or two things that didn't go well? And I would also just love to hear how you continued to grow the business and your just very young family. Yeah, so the things that went well, man, I think I just have a really good staff. Anna, my manager, has been with me nine years, no, 10 years. So out of my 11 years, she's been with me the whole time. We've never fought. We just roll together. I buy the product, she places it. It's just, we're a team and it's awesome. You know, I think friendly faces, not being intimidating. Anytime somebody walks in the store, I want them to feel welcome. I have the biggest fear of being that, pretty woman scene where, know, there you're her, you know, I never want anybody to feel that way. I mean, I will run out the door and tackle somebody and say, I'm so sorry. I didn't get to greet you. You know, I just, so I think that people feel super comfortable in our store. And I, I think people enjoy coming in there. I've had, when I first started, I had a little playroom and I remember mom coming in one day and being like, I don't need anything. I just need to be away from my kids. So can they come in your playroom? And I was like, absolutely. She's like, I just need a minute, you know, and I just love that she did that, you know, and a lot of times people will know each other. And so I'll go in the back and I'm like, man, this lady's had been here for a while and you know, Barbara and then, know, Mary Ellen, they saw each other here and they've been talking for the last hour sitting on the couch catching up. Like I just love that people do that. You know, I just think people feel comfortable in my store. And I think that People come in there to just get away from life and just kind of have a little bit of therapy. I think that helps me just because it's a happy place. And I think my staff helps it be a happy place. So I think that's a huge thing in growth for us as well and helps our business. And then... Were there any like hard things that you learned? Hard things, yeah. Things have been hard for me, mostly not standing up for myself. I felt like I was a very timid person when I started this business. And I have, a completely different person than I was when I started Mangoes 11 years ago. I've let people take lines for me. I've let people step over me. There's certain situations, yes, the customer is always right, but not really. You've got to stand up for yourself. or you're gonna go under. People will take advantage of you and I've learned that through sales reps, through whatever, that you actually have to have a backbone to run your own business. My kids come first and I have to feed them. So I think that's been a challenge for me because I am a happy-go-lucky person. I'm a pleaser, but I'm also the boss and I have to put my foot down on certain situations and say, I think you're kind of taking advantage of the situation here, you know. So. look back over the past 11 years, do you see any major turning points in the business or places where it stands out in your mind as this was a major change, pivot, shift, or like, wow, things really caught on when I did that? Yeah, yeah, Man, I'm gonna start with the negative. Is that okay? So yeah, think well, 2020 was amazing for us and for most retail places. mean, people were wanting to redo their homes. So that was a big pivot change is just, we couldn't keep up. was just, and we couldn't get stuff in, but we were just selling what we could. And what a great year in retail, not a great year for other things, but retail. you know, the numbers were there. Now in 21, 22 and 23 for retail, it was awful. We've had a hard three years, you know, and we're still kind of bouncing back from all that. The furniture industry was awful for everyone. I don't care who you talk to, but, you know, people were having sales everywhere, you know, and that was just a hard time to figure out just with the economy. with inflation, we have, we're having a hard time with influencers, because they're going to say, Hey, you know, this, this sofa, you can get it at Walmart or can get it at Wayfair, you know, and that's one of my biggest challenges is influencers online is showing all these great pieces that you can get online. But is the quality there? No. Have you sat on that couch? Is it a 30 day warranty? Yes, it is. Have you checked that? You know, those are things that you don't think about. Yeah. When buying stuff, you know on online and that does hurt. Yeah, you see You see the mask, you know, there's a mask over it, you know Certain things. Yes, they're great to buy on Wayfair or whatever But there's a certain things that you know, you don't really know what you're getting to you get it kind of So yeah. Yeah the dupes. Yeah I don't know. I feel like man this first Eight years were just like run run run and like it was just things were good and going and then COVID hit, know, so we're just still kind of bouncing back from that and coming out to this new location, you know, it's, it's picked up or selling like larger ticketed items, the size of the building has really helped us and just the design jobs are really what's, you know, really helping us right now. So yeah. I really want to talk about the new location and the mood and kind of the mindset behind that. But I would love to ask kind of some money numbers questions first. OK, so you have to manage inventory. And like you talked about in the beginning, you didn't want to have debt, didn't have net 30. How have you figured out how much product to keep in your store? how long to see is this gonna catch or do I just need to get it off the floor? How have you figured out just managing the sheer just volume of money you have sitting in your store versus like how much you're selling? Well, I am not a numbers person. That is why there are usually two owners in a business because there's a left brain and a right brain and there's only a left brain running this business. That's I'm so curious because I feel like that's a big, that's a hard equation to figure out. And I've just kind of learned it. mean, there are some, you know, times where I have to sit down and pen and paper, but it's, I feel like I've done it for so long. It's just kind of, it kind of comes just natural to me. I don't know. And that sounds crazy. I mean, there are times I have to sit down and, and kind of figure out what's going on, but it's, it's just what I know. I don't know how to explain it really. like you know, Jen, like this is how much it costs to keep my team. This is how much it costs to keep the building. This is how much, like, do you have like a comfort level basically? Like I can buy this much stuff. Does that make sense? Yeah, yeah, absolutely. And it has been a huge change because, you know, my rent's different here. Yes, per square foot, it's less, but I have a much larger building, you know. there's a lot of, I felt like at the Bearden location, I had it down, you know, and it is definitely a learning change. You know, I'm working with different numbers here and trying to figure that out has been a challenge for me for sure. Absolutely. You know, and, you know, sometimes you have to like right now I'm I'm working all the time because I have to, you know, I have, I can't afford to really, you know, have a lot of staff right now. You know, I've got to just be there and make sure everyone's being greeted and, know, I'm pushing the product and, you know, informing people, you know, I have a great staff, but I also feel like right now this is a brand new baby and I've, because I moved 20 miles out. It's not like we just moved. We, it's like a new business in a way. It is. are like, we get it. Bearden and Lorne City are very different. Very different. I was like, what are you doing? Yeah. just share, especially like you said, as a left brain person, money maybe isn't something you would say is very natural to you. What do you feel like you have maybe forced yourself to learn when it comes to money? And then what are some areas like have you asked help? Who do you ask help to? Like, I think people would be interested to hear that because I know a lot of our audience would probably resonate with that as well. Yeah, well, I guess, you know, Anna that works for me, she definitely takes on a lot of tasks for me that I don't comprehend. Like, and I'm gonna go ahead and just throw this out there for people because I have a learning disability. So I'm gonna go off the subject for a second. Because anybody that's listening to this that does, I want them to know that there is a way that you can do what you want to do. I have a learning disability. I have really a hard time reading. I'm dyslexic and I had a really hard time in school. My mom pretty much recorded books and read them and I just followed along from kindergarten through high school, you know? I think, you know, Anna is there for me, but I think just having that will and that drive that you want something, you can do it. And I want people to know that because having a learning disability, yes, everybody's got a low self-esteem, but when you can't read to class or you're humiliated or people laugh at you, know, if you're strong enough, you can get through it, you know? And I want people to know that. My son has a learning disability and sometimes people thought, Jim would never be running her own business, you know? And there's a lot of times I'm like, I'm an idiot. I do not understand what the IRS just sent me. Like, what is this, you know? And, or, you know, what does this mean? And so a lot of times, you know, like I, Anna is my comfort in that and then also my sister. She has the mangoes in Chattanooga and I definitely talk with her about things to kind of get through some stuff. But yeah, I don't know if I answered your question or not, but I just kind of got on a little rampage. thank you for sharing that. And I think that's really helpful to hear. I would love to ask you one more money question and then we'll move on just because I'm curious. When you had these two tiny babies at home, one and three, you're like, got to I got to get out. I got to do something. I'm going to start mangoes. Did you think to yourself, like, I want to make this much money for it to be worth it or I want to cover child care or did you have? financial goals that you set for yourself. I did not. I just went and running. And you're to think I'm crazy. I really just wanted to make a little bit extra money. My plan was to work for my parents from then on out. And I'd say six months in, I stopped working for them because I was so overwhelmed with mangoes. I really thought it was just going to be a little extra money on the side. You I didn't really think it was going to take off like it did. really just thought it was going to be a little extra hundred dollars a month kind of coming in. you know, and, I just remember the first week my parking lot was full and I was just like, I remember going outside and taking a picture. was like, are you kidding me? Like what's going on? You know, I really, I'm a fly by the seat kind of person. I just kind of float through life kind of person. And I really just wanted to make a little bit extra money for my kids to be able to do sports and do activities as they got older. And that was really my plan. I did not expect it to take off like it is now. That was never even really a dream of mine. I just thought, I'll just have this little store and it'll just pay a few bills here and there. You know, I didn't really even think of the numbers because I didn't think it was going to be really anything. You know, I just didn't, I just thought it would be a small little store that made a little extra money. Was there ever a season where you, you know, as it grew bigger or where that changed, where it was like, you started thinking more about it or have you, do feel like you've always been able to just maintain like, this is for my joy and an outlet for me and if it, and providing something for my family is great. Yeah, absolutely. So a year into being open, I went through a divorce. So things did change. Yeah, that was my only income. So definitely things changed for me for sure. But it actually opened my eyes. I think if I hadn't started mangoes, I don't know if I would have had the backbone to get divorced because I don't know if I could have made it financially. And it showed me that, hey, I'm rocking and rolling. I do have a choice because I think sometimes people think they don't have a choice to get divorced financially. And it showed me I did. So yeah, definitely, think within the year, money and concept and all of that changed for me. Yeah, Yeah, this is Jen. Your story is so incredible. I love getting to chat with you. Of course, love your store. I would love to hear the motivation to move locations. okay. Well, I guess there's two. I'm real person. I'm open book. share. One of the reasons is we were being supported out here. That's the one of the main reasons. gets half our business. pretty much always has been. And then Lenore City has really stepped it up. Wind River, Telco Village, Rarity Bay. Those ladies were coming in the card load down to my store in Bearden. And I was like, well, what am I doing in Bearden? know, I feel like most of my business is moving out West. So here I come. that was one of the main reasons. And then I had a death in 2023. The person I loved more than anything in this world, besides my children, passed away. And I was, I'm a very happy person and I was really depressed. Didn't want to be at work. I'm the main salesperson, I didn't want to really even be happy, and I just needed to find change. So that's another main reason for moving is just I needed to be happy again and I needed to focus on something else. Yeah, yeah. Well, I'm glad you're in Lenore City for one. Do you feel like? here. We had these goats that come in our parking lot all the time. I I feel like, we would never have that in Bearden. Yeah, thanks for sharing that, And I think it can be scary to move something that's established and doing well. And I love that you, I think all of us, all of us listening, you know, we start our business, not just for some of us, not even for financial reasons, you know, but it's like to do something we love, to enjoy it every day. And I love that you made the courageous decision like, I need to change. I need to change and I'm going to do it. Yeah, absolutely. It's been a little, yeah, there's definitely scary days. Sometimes I call my parents and I'm like, I don't know what I've done. And then other days I'm like, this is amazing. know, so it's, know, Epson flows with business, you know, so, but it's, it's great out here. We love it. We're so glad we moved. So yeah. I feel like I could ask you so many more questions, especially now, like taking on a set, you said 7,000 square foot space, like so many more things, but I do wanna, before we go into like a quick fire round, which is just for fun, I would love to hear and I always like to ask our guests, how do you feel like you have found harmony in growing a business and having a life, especially with two, you know, starting at a stage when you have people very, very dependent on you, very little. Yeah. because I think it's easy for our businesses to be an outlet, to become our identity, to like have no boundaries. Like how have you in the last 11 years worked to find harmony between work life and home life? Yeah, my kids are my everything. They're 14 and 12 now. And yeah, I don't know. I feel like I balance it pretty well. I mean, I'm a crazy hot mess, but yeah, I don't know. I really do find the balance. feel like I work a lot. And when I'm here, I work hard. But the outdoors brings me happiness so much. And so I grab my kids and we run to the woods. You know, we're very outdoorsy. We love nature. And I think that's given me balance to be able to manage work and life and all the crazy that goes with it. So yeah, I think that's kind of our outlet to make it all work, you know? So, yeah. let's quick fire before we wrap up. Just some funsie questions. What is one thing you would be embarrassed if people knew? my gosh, did I make stories every day? I mean, I do. They just fall, craziness follows me. Like I'm just kind of, I don't know. Like yesterday, my car's in the shop. I'm in my parents' car and they had that little push button car, right? And I don't know how to use those. I've never really been in one. And I'm driving to my daughter's lacrosse game and stopped to get gas. And I thought, my gosh, I don't have the key. I call Anna, my manager, is my key there? Nope, not there. And you know, She's like, just turn it off and turn back on. It's somewhere in the car, right? I did that. Yes. And then, you know, I stopped and get gas, stopped and do something else, turn it off on. And then I go deliver a donation from mangoes. And all of a sudden my car turns off and I can't get to my daughter's lacrosse game. And I'm like, it's turned off and on so many times. This key, what's going on? I freaking put the key in the bag for the donation and it turned off because I brought it into that building. And I'm like, I mean, it's just like always something with me. Just like, get it together, girl. So maybe that's my embarrassing thing. I think some people know I'm crazy, but I think, you know, when you have an amango, think that girl's got it going on. She knows what she's doing, you know, but so I'm all over the place. So. But you found it in the donation bag. Thank goodness. game on time. Look at me. That's awesome. You do have it together, Jen. Okay, any regrets or wish you could do over moment? I don't know that's work related or life related, but I love my parents so much. I'm so close to my parents and my sister. I wish that I live in Chattanooga part-time. I'm back and forth. So when I got divorced nine years ago, I decided I was gonna live in Chattanooga part-time. I wish that my kids lived in the same town as their grandparents. That's a huge regret. So any of you out there that have moved away from your parents and Go back when you have kids, because that is the biggest regret in my life. So yeah. So yeah, I I love family. to your family. mean, what a gift. Grandparents are so important. OK. Yeah. A big win or pinch me moment. Oh gosh, well my kids are my biggest win for sure. They're awesome. big win or pinch me moment. Pinch me moment, okay. I think moving. I never thought that I would have a store this size. I mean, I was looking at a 10 by 10 square foot place and now I've got 7,000 square feet. So that's my biggest pinch me moment right now, I think, yeah. Are you there? Yeah, I love it. Best advice or just really good advice that you've received. my goodness, okay, I'll tell you my favorite advice. So my favorite advice that I've ever gotten is from Snoopy because my favorite quote is a little cartoon and Charlie Brown and Snoopy are sitting on a little dock and Charlie Brown says, someday we will all die Snoopy. And then Snoopy says, true, but on all the other days we will not. And that speaks so strong to me. You're not guaranteed tomorrow, you know, and just you're gonna, you need to live every day to the fullest. Yeah, yeah, that's good. So much wisdom in these cartoons. I know, they're all over my fridge. I know. finish up quickfire and then we'll send it off. One last question. What are you working on now or one resource you would like to share? Yeah, I've kind of already spoken about it. The design jobs, they are really keeping us afloat. They just going out to people's houses and helping them with, know, if it's anywhere from just a bookcase to, you know, helping out with the whole room. You know, I really tell really, really preach it to support local. A lot of people want to, you know, have the bumper stickers and the t-shirts, but you actually have to do it. Because the brick and mortar shops are, you know, dropping off left and right. And if you want them around, you really have to support them. Yeah, so. But that's the biggest resource that's really working well for us right now is the design jobs. Jen, thanks so much for coming on the show. Let's send it off with what would you tell yourself on day one of starting mangoes? Oh gosh, to not stress so much. All these little things, they're gonna work themselves out, you know? We stress so much in life. And yeah, we have stress for a reason to make us do things or whatever, but don't stress the small stuff, you know? It's gonna work out. Yeah, I love it. Jen, this is so fun just to get to know you a little bit more. Love your store. Love that we're here in Knoxville slash Lenore City. And thank you for your time today. yeah, you've been great. Thank you so much.