Business Development, Life, and Family | Barbara Brick Switzer, Henricksen #038

Hi everyone. I'm Karissa Dunham from Shining Light on Minnesota. We are here at our Roseville shop and we have a very special guest with us today. Barbara from Henricksen. Welcome Barbara. Thank you. You bet. Glad to be here. Yes. So, let's get started. Let's tell some of our viewers a little bit about Henricksen and what it is. So, Henricksen is a furniture dealer. Um, they also do flooring install, supply and install. And then we have two architectural wall product lines are called Beyond and Aspect. Henricksen's been around for about it's over 20 years because it was a different country metro furniture sales before um they emerged and became Henricksen and Henricksen is nationwide so that's a little bit I know some of our competitors are also nationwide but um we have offices our headquarters are in Chicago but then I think everyone is very familiar with the Minneapolis office and then we have offices as far as Tennessee and then we we don't really go out west much I mean we do business out West. But as far as having offices, um, we are mainly in Chicago, New York, um, Philadelphia, um, Tennessee, and Wisconsin. Nice. What is your role there? Now, now I know you started off obviously in the project management in the construction world. Now you got into Henricksen. Tell people a little bit about that transition and what you do now compared to what you used to do. So, I started off in residential construction. I started off in the field and then I moved into having my own GC business and I think that's probably right around the time that maybe we met each other when I was with AWC. Um, and then, um, I moved into commercial construction in 2015, and I was always a project manager. And over the years with family and with life, um, I just decided that transitioning into more of a business development role. Yeah. And out of the project manager role was more, um, compatible with what I have going on, the lifestyle. Yeah. I mean, you're you're a mom, you've got your older kids, you've got some younger kids now, too. and seen that transition like, okay, mom's working 60-hour work weeks, now mom's working a little bit less and probably a little bit more there. Yeah. Yes. Absolutely. So, um, you know, co I know a lot of people talk about this, but one of the few things that was good about co was that flexibility that was created in the workplace. And so, having to be the option to work two days from home and three days in the office is really nice. That adds to that flexibility. Um, and then just having more being out there more and being able to engage and use those relationships that I've earned over the years for sure to bring in more business. Um, that is really what my passion is now at this point in my life. Yeah. Right. For a long time it was managing construction projects. I think with so few females in the industry, especially at that time 20 years ago. Absolutely. Um, it was really a challenge to be able to be in the industry and be alongside the men and do what they did. Um, but after 20 years of doing that, I feel like I met that challenge. Yeah. Right. I need more work life balance for me to figure things out. Yeah. We had a surprise baby in 200 uh gosh, he was 2021. So, he's three and a half now. And so all of these things combined made it so that I was like, I'm not going to be a project manager anymore. I need I need to change things up. You learn from some even like your first couple that you have to now like these are the steps I've taken. This is what I was like before. Let's try some new stuff because this is Yeah. difficult. It's not always easy. Yeah. No. I remember um working many late nights and weekends and just always, you know, having the kids be like, "Mom, when are you gonna be done?" the baby laying in the crib while I'm typing at 8:30 at night and promising I'll be down in a minute. I'll be here just bonding. Yeah. So, um that got a little old and really I just got burnt out, right? And so I was lucky enough to have this opportunity come to me because I had worked with Henricksen as my furniture dealer when I was at Kushman and Wakefield on the air prize account and they were um one of the contracted furniture dealers. So I worked with them on every almost every project for any project that had furniture. I worked with them um for four and a half years. Nice. So, I grew that relationship and so when it was time to move, I reached out to them and they had a position open for me. And I think with my construction background, the walls, the architectural walls, which is what my focus is, was really made sense um because I knew what it was like to be in the field. I knew what it was like um as far as measuring dimensions and stick construction things. Y all the things that go with construction. So I think it made the most sense for me to be in that role with your BD business development role now and having other people working aside you or along with you. Tell people about how you blend together in that role. Well, it's great. I mean, it's my role is probably 60 to 65% just business development, but then I'm also responsible for RFP responses, getting quotes to clients, and so um that adds a little twist. And I have an amazing team. I, you know, bidding and quoting things have been part of my life since I started my career, but I have never worked with a team that I don't worry if I'm going to hit my deadline because everybody is like a very welloiled machine. I work with some of the best people. Um, and then so I work alongside with the account executives who really own the project and they also do their own form of business development, right? Um, so they have a lot of long relationships where they've worked with people for a very long time. And so I'm basically not only creating new relationships, but bringing in relationships that were existing to me from my absolutely past years and then nurturing those relationships and helping the account executives maintain those relationships that they have. How big of an area do you cover in your role? So the whole country. I mean, um, even though we're a Minneapolis based office, um, if I, like right now, I'm doing a project in St. Louis, Missouri. Um, and then the next one coming from that same client will be in Cincinnati. So, we do work, our office does work all over. Um, we've just follow it where it goes. And then we have boots on the ground. Sometimes we do get resources from some of the other offices that are nationwide. Um, but sometimes we travel out to the sites and we do it ourselves. So, um, it's a little bit of everything and I just work with fabulous people. Oh, I think it's important for people to know, too, that when we do have boots on the ground, whether we do or we don't, we're going to be there. Like, somebody calls and says, "Can you be here?" It's like, "Yep, I'll hop on the plane. I'll be there tomorrow." Or, "Let me let me get in the car and just head out now. Let's let's hit all the sites and meet all the people." Yeah. giving that support and especially when those relationships you've earned and or they're so important to somebody else because they've earned them, right? It it just makes you go the extra mile to not let anybody down. I mean, you know that. Oh, for sure. Well, and it's it's interesting like in the world that we live in today, like all the relationships that we built and then when you hand them off, you want to make sure that they're getting treated the same way when you don't know. So, it's like, do you follow it? Do you not follow it? Do you still kind of like you always do the follow-up no matter what? Yes. But you want to make sure that because that's your those are your people. Those are the people you've known all your life. Giving your word to them. Absolutely. So it's got to follow through. Yeah. Have you always been in and around the Twin Cities with all of your different locations and jobs that you've been at? No. In fact, um I mean I've mostly lived in the Twin Cities my whole life except for two years I lived in New York. But um no because when I was at Kushman and Wakefield and I was building offices for mayor prize for that four and a half years I the I only think I had two projects in Minnesota right every other project was in a different state and we didn't have regions so it was I was traveling everywhere and that's when I found out I was pregnant with my son my youngest son now and I was like oh no oh boy like how's this going to work like we'll figure it out but not sure cuz I was traveling you know, three times a month. Yeah. Yep. So, my husband, I remember when I let him know I was pregnant, um, and his mouth dropped open and he he's like, "What are we going to do?" And I'm like, "Well, we're going to have a baby. We're going to figure this out. We're going to do this. All the things. I've done it before. I can do it again." Yeah. We'll make it work. So, and that's when I went back to the GC. I worked for RJM for a little while. Um, and that was a great experience because that was doing groundup construction, which is something I had never done. Right. Yeah. Well, and a lot of times in the fields you learn new things, new strategies, and when people say, "Hey, what are you going to be when you get older?" You don't know. I don't know. It's you just roll with it and go, and wherever you're brought to, you're brought to. Yeah. I never thought I would when I was little, I'd grow up and go, "God, I want to be a project manager in construction." You just don't think that. It just happens, right? Well, and a lot of times, I mean, the day and age like with construction and everything that it's going, I mean, you could be a law a lawyer in there, you could be HR. There's so many different roles and so many different assets that when people think construction, you're not going to just be the one out there with a with a hammer or True Jack or anything else. It's it's just trying to figure out what works for you. Yeah. Yep. I agree with that. What about your kids, the older ones? Are they or have they thought about construction at all, seeing your background on it? you know, I don't think it was very glamorous for them. They were not really inspired by that, right? Um, so no, they're not. Um, they are doing some retail work and my one daughter when CO hit, she was supposed to go to the U and and that um got the kibos. So, she's trying to figure her stuff out and I'm just really letting them because it took me a while to figure out what I want to do. So, I'm just letting them without trying to ride them too hard to do what their passion is. You got to do something and just try to figure it out along the way. It's not always school. It's not always what you're doing today is what you're going to be doing in the future, but that could lead to a different lane or you never know the people you're going to meet along the way. Right. Right. Who have been some of your mentors along the way? Who have been some people that have really helped you through? And oh my gosh, it's been a long time. Yeah. when I was um I a while back, this is before 2015, I worked for a residential leasing company, and I can think of one of the people that really molded what kind of project manager I was. Um was a lady named Deb Newell. And she'll probably giggle if she hears this, but um hi Deb. Hi Deb. She just really I think cuz she was really hard on us and she was really type A. She really had high expectations of always answering our phone, always being on, always um never letting anything go too long without following up. And so that really um fed into who I was as a project manager for sure. Um I respected her a lot. And then um when I went to Gardener Builders, there was a a gentleman who you probably know, Barry Stafel. Yep. He I worked under Barry and Barry um taught me what I know about commercial construction cuz it is different. It's very different. Yes. Yeah. And so he was a huge he had a huge impact on what I know today about ACT ceiling and ACT grid and flooring and every little piece that goes into a construction project. So he was a big mentor. Um and then gosh Wendy Rogers at Kushman and Wakefield. Um she was my project manager director at Kushman and she was on the air prize account. So we only did air prizes. Yep. And again just a a great strong leader who um she she again was hard on us but she was hard on us with tough love. Right. Yeah. And she just when we had obstacles she helped them through us helped them through that. And that's you know really what a manager is supposed to be. Um, I think a lot of times managers get so busy, directors and managers get so busy that the path of least resistance they go with, right? And so sometimes if you have a employee who's struggling or maybe doesn't catch on right away, um, they tend to weed those people out just cuz it's easier cuz they're so busy. Um, but with Wendy, she stuck in there and she was always there to help me through any difficult situation. Um, she was there. She was one of the first people I called when I found out I was pregnant. Yeah. Like here's another obstacle. And the weird thing is is she knew, you know, like here I am 46 years old and I'm like, guess what? I have news. And right away she's like, you're pregnant. You're pregnant. And I'm like, how do people know that? I haven't said anything. What's What's Yeah, is there a sign on my head that says I should be pregnant? Like what's my role? Yeah. I think I'm just meant to be a mom, right? Um, but she was great. And then even my uh the person I report to now, Brian Homiac at Henricksen. He has been one of my favorites, if not my favorite um person that I report to and um boss, I should say. Um he's an inspiration every day. He's very supportive, always has my back, and always there to teach me things. So I feel very fortunate there. For sure. What have been some of your obstacles or your biggest life lessons that you've learned that you can share with our viewers to see when they when they get to those hard spots that life does work out and you're kind of brought to those moments to make you who you are today? Well, I guess I go back to what I try to teach my kids and that is um not to give up. Always don't take no for an answer. Right. Right. That's how I've got my very first in the field construction job is I just showed up at the construction site and I started working and they didn't send me home for three days and they finally the project manager for the project finally came on the third day and said I I heard you've been working on my job site like well you guys never called me back so I thought I would just try um and then relationships relationships relationships so important especially in this industry right Yeah, because you got to have your tribe. You've got to have the people to fall back on. And you can never burn a bridge. N because everybody in at least in Minneapolis, everybody knows everybody. Yep. And you never know when you might work with someone and they're your colleague and then you go someplace else and they can be your boss, right? You just don't know. Or your client, right? So, I always tell my kids, never burn a bridge. Always take care of your relationships and cuz you're always going to need those. Yeah, for sure. I mean, it's every day, no matter where you're going, what you're doing, it's a very small world that we live in. And you're going to always come across those people. I don't care if you're here in Minnesota, if you're in New York, if you're in Ireland, wherever you are, you're always going to have somebody come to mind that you're like, "Yep, I know them." Yep. And always trying to help those people cuz there's going to be the day when you need to come to them. Sure. Yeah. And ask for their help and it happens way more than people think, right? Yep. So, what have been some of your wise? I know you have your kids and things like that, but that have really driven you and kept you to who and where you are today, kept you going. Um, for a long time it was survival, right? When the older kids were younger, it was working two jobs and just paying the bills. Now, it's really um more just self uh gratification and really enjoying who I am as a person. You know, you come into your own. Yes. As a woman, you grow. And um 15 years ago, I would have been like, "What are you talking about? I am a grown woman." Right? I am who I am. Yep. Right. You don't want to be told you're nut when you're 20, 30, whatever it may be. Right. It's probably so frustrating when I'm when I tell the younger people, "Well, just wait till you're my age." And they're like, you always hear that. I when I was your age, I'm like, "Oh, boy. Here we go." But it was all true. It was. Yeah. Y So, uh I do recommend to the younger people really. I know it's hard, but listening to those people that are older because nine times out of 10, what they tell you is 100% true. Well, and their life experience from what they live through and what they're living through today is so vast and different from the younger generations that it's it's good to understand what they went through too so you can understand where you're going in the future. Yes. Not so helpful to have the younger generation um and it really is their world, right? Right. So with the technology that you and I didn't always grow up with, right? And so having them help me through that. Yeah. That's like, okay, I don't understand this. I'm trying to figure all this out. All the socials, all the Yep. Absolutely. Like, Mom, why do you have a pen and paper in your car? Well, cuz I like to write things down. Yep. It's easier that way. Sometimes when you're drawing and writing notes, you listen better, too. like instead of just on your phone and making videos or Tik Toks or hey, I'm sitting on my couch. Here's my Snapchat of you sitting on your couch. Like, let's go. Right. But I do I do love the advancement in technology. It helps us so much in our job. Sure. Yes. Um social media is great when it's used correctly. When it's used correctly. Um, and so I don't know, just throughout the years I've really grown and I think learned a lot of lessons and I try to own my stuff, you know. Um, and I try to be accountable for the mistakes I do make and then learning from those. Yeah. Lessons learned is always the great thing at any any company. I highly recommend it. get a pow together and lessons learned cuz it helps. Well, I think a big thing too, whether you're working, whether you're at home, is to reset, be able to try to be in the moment a little bit more. Even though you and I are going and going and going, it's like, okay, I'm going to just try to be here for the half hour that we have or the hour that we have instead of multitasking so much because that's that's huge, right? And you get worse at multitasking as you get older. your memory gets older and when people are like, remember when I met you 8 years ago? I don't know if I remember today. I've seen a thousand people, but we're good. Let's let's try to figure this out. Well, and I just want to apologize to anybody that I see out out and about and I don't remember you. It's it's not because of any other reason other than age. Yeah. Well, I don't even know if I remember my kids' names. Sorry, guys. But like when I meet someone or see someone at a mall or at a restaurant or whatever and they're like, "Hey Karissa, how are you?" I'm like looking for the logo. I'm looking for the name tag. You start asking those questions like, "How was your day? What' you do? What's your role? Like tell me something that you how you know me." Yeah. Right. And I just whenever that happens, I feel terrible. But I always use like it's good to see you cuz it is good to see you. It is. Yeah. Yep. And I and I take a huge compliment when people remember me and recognize me. Um, and I don't want anyone to be offended when I don't because it's simply just just you're sitting somewhere and they're waving and you're like, I know your face. I know you. How do I know you? Like, yes. Is it one of the kids' friends, parents, or who are they? It could be a personal person, too. Sometimes you just don't know. So, um, I I do going back to what you said about being present in the moment. I think having my children really helps me do that. Yeah. because you know with them with having that second set of kids and knowing that that time flies by. It's really important now to take that time and just sit with them cuz those those days are going to be gone before, you know? So that helps me reset and and helps me come back to what's really important. What are some of the fun memories that you've done with your kids outside of work, things like that that they can always remember? They're like, "Hey, mom, remember that one time?" Whether it's singing in the car, it's going on a road trip or eating specific foods or just the traditions that you've had. I think for us a lot of it is traditions. Um it is making sure that we have the whole family together on holidays. It's making sure that we take the time even when we're busy and exhausted to go out and do things with the kids, right? Um and like you said, be very present when we're doing that because that's so important. Quality versus quantity. Absolutely. Um, but yeah, I mean we our family is pretty big like yours. And my favorite thing in the whole world in the whole world is seeing the big kids love on the little kids. Little ones. Yep. And seeing the both generations um really enjoying each other and loving each other. And you know, my little kids idolize my older kids. Absolutely. Oh my gosh, it's so much fun. seeing them look up to them and like when I get older I want to be I want to do this or I want to dress like that or I want to wear that or and then you start like okay now they're getting into each other's clothes like this is going to be interesting let's see how they roll with that one oh god yeah luckily I only have two girls yes I know right just with the clothing thing I mean I love my girls but with the clothing thing it gets to be a bit but um I just it's funny cuz my three-year-old I will catch him watching like those I Carly shows Those are those older teenage shows. And I and I said to my husband, I go, "Why would he be interested in that? He's only three and a half." And it's and my husband's like, "Well, it's because the older kids have or do or it's it's somebody older for them to try to mimic or to look up to." Yeah. Yep. Or you can see him walking down the street looking at the older one walking down there like trying to walk the like that's kind of cool. Like that's fun. Yes. Yep. I love that. So you have other business development people at Henricksen. Yes. What are their roles and different how does that differentiate from what you do? Sure. Um, so Akaria Becker, one of my favorite people, she is our A&D marketing manager. And for those of you that don't know A&D, it's architectural and design marketing manager. And she's out there every day meeting with the architects and the designers and really trying to get our product spec. Yeah. You know, in the plans ahead of time. So, um, so that's always helpful. Um she co-hosts events with me. Um we share a lot of our contacts and she is really been helpful in introducing me to a lot of the design people I don't know. For sure. Yeah. Um she's an interior designer by trade and so she knows like IA and a lot of those things is where I come from the GC world and I don't know as much of that. From the ground up, you know, the design stuff, let's put them together and grow. Yes. Exactly. And she's less familiar with the GC's so I introduced her to those people. Um, so she's great and she's pretty much 100% BD as where I had mentioned I I'm 65%. Yeah. And and then the account executives. Yeah. And and I forget our um our general manager uh Deb Barnes and our vice president of sales um who are both principles of our company, Tim Miller. They are out there doing business development as well. Right. I think everybody does. Everybody's a saleserson. Everybody's business development. It's just representing your name and your brand and who you are as a whole. Right. Right. And so Aaria tends to focus more on furniture and flooring. Um she does talk about walls as well. She encompasses kind of the whole gambit, but um my focus really is on architectural walls, the two product lines, the aspect and beyond. And like I mentioned, I think that has a lot why they brought me in to do that is a lot of because of my construction history. Absolutely. Yeah. That experience. Do you think that in the future, obviously you're bringing people from the construction side into the architectural side. Do you see that growing and changing in the future as far as more people from the construction side getting into architectural walls and in different fields too because technology is what it is and it's starting to kind of grow and outsource too. It's definitely architectural walls in our market here in Minneapolis are definitely um growing. Yeah. You know, I remember the first architectural wall line that I ever saw which was the one that we all know. So, I don't even need to say it. It's like Kleenex, right? But that one, um, I remember back when I was a gardener, so in 2015, and it was really new and people just didn't like, what is this? Why would I spend the money on that? And they just didn't really know the value. Um, so we've come a really long way since then. Yeah. And there's a ton of value in the architectural walls, whether it be the modular walls or the office storefronts, the glass. There's value, there is the aesthetic, you know, they're just beautiful and it keeps changing too as far as the look, the design, the technology, everything like that, the all the options. Yes. Yes. And so we have a beautiful we have two beautiful lines and very proud of those lines. Um and so the walls are something I'm very passionate about and um so it's easy for me to be out there talking about them. Right. Well, and you're incorporating your old roles into with the new roles, bringing people with you, but you're also meeting so many more people. Now you're getting into the design world, which is fun because that's a whole another beast in itself and the architects and everything like that. It's like, okay, I dealt with them a little in the past, but let's let's see how we can collaborate with everybody now. Yeah, it's a different relationship, right, with the some of the same folks, but it's a different relationship. And um they've been great. I mean, I've all the people that I've been working with recently and and even just doing business development events with, even if we haven't worked together, have just been very warm and welcoming, right? And they're interested in finding out about the products. Oh, yeah. Um and and organically, the furniture and flooring work comes my way too, just because I'm out there doing it. And you're making a name and you're saying, "Hey, I'm I'm with the company. This is everything that we do. So, by the way, do you do this? Do you do that?" you know, it all comes to you. What have been some of the good networking events and some of the good associations that you've been a part of? I'm a huge fan of MCN Crew. Um I love the fact that they really um have something for ladies, right? Just like AWC, I love Association of Women Contractors. Y um and then I I'm getting to know IDA more part of the design world. So I'm excited about that. Um I do participate in minar as well. I think we all do. Everybody does. Yeah. Right. So that's the So really the top associations that everybody does are are my favorites. Um I participate very heavily I think in min crew and then also it's it's changed a little bit because when I was in the GC world it was heavy on association women contractors. Absolutely. And I still love that organization. It's fabulous. I've been a I've been a member since 2017. So now it's not just the contractors, it's all the subs, it's all all the associate members, right? Absolutely. Even down to lawyers and insurance people. Yeah. Absolutely. Bankers, whomever. Yeah. Yeah. So it's a great association. I highly recommend it. Um I love Barb Blau and her team. Um but Min Crew has been amazing for both Henricksen and myself. Um like I said, the focus on bringing women together in the commercial real estate arena. And then we're an associate member. So the work that comes from having those memberships um and just the cam camaraderie with the women Yeah. is amaz I just I just love that. It makes you get drawn to it and it you start to make a name for yourself then it's not just hey this is me and this is my company. It's more like this is who I am. These are my people. Like being a woman or whomever you are in the field you always need people to fall back on. And that's one of the hardest things that people don't understand. And it's like you fake it till you make it or you're out there putting forth the face of the company, whatever it may be. But when you get through those obstacles or you have a tough day, you're like, "Okay, I need I need somebody there to to talk about it with." Yes, absolutely. And I don't know how many times I've picked up the phone and asked either for help on something or, you know, even back to my prize days, Christian days when I um first started reading leases. I would call some of my um girlfriends that were, you know, property managers, right? and said, "What does this mean? It's all legal garden. It's it's jargon. I don't understand. We're good." Yeah. So, uh, that was super helpful. And, um, I can't think I mean, just being resourceful and picking up the phone and and using those relationships like you said to help you in your career in every aspect has been great. So, well, and I think your world, my world, I mean, who you are as a person and who I am, we always want to get out there and learn and always understand. Like, if I don't know, we're going to ask those questions. We're going to find out who the right people are that know the answers. and we're going to see how it's done. Not just the questions, but I want to know like the back engineering of why it's done and so I understand it as a whole. This is what it is and this is the process that it takes. Exactly. Yeah. I want to be more than just the face of the company. I want to know what I'm talking about. So that's extremely helpful cuz I don't know that all business development people always have a really good grasp on what their company not say that they don't know what their company does but but like you said the nitty-gritty the technical piece. I want to see the installations. I want to see the punch list. I want to see all the things from the sales process to the finished product so I can understand. Yep. Absolutely. Because you know when you're out there somebody's going to be like, "Oh, hey, you know, I had this one thing done and how was it done or why was it done that way?" and be like, "Hold on, let me go ask." No, I I'll be able to speak to it in part. Yeah. Yeah. Because you need to earn their trust. Absolutely. So, yeah, I think that's very important as well. What do you see for growth in the future for you or for the company? Oh, well, we've been extremely busy this first quarter and things are going amazing. We've had one of our strongest quarters that I think we've ever had. Um, you know, the tariffs are a little scary. Mhm. Um, but I think that's true for all companies, corporations. Um, but I think we're managing it really well. And a a lot of our products are manufactured state side, so that's helpful, right? Um, and I know for the walls, our walls are manufactured right in Musketone, Iowa. Yeah. So, that helps with the lead times, helps with tariffs, helps with everything. Um, I know a lot of our competitors either come from Mexico or Canada. Yeah. And those two countries are being hit hard as we all know. Y um so the company is doing great as a whole. Um I think any of the challenges that we've had are the same challenges that every company is facing right now. Well, and we've had I mean in the time that I've been here, the time you've been there, we've gone through a lot. We've had the CO world. We've had the supply and demand. We've had the shipment issues. We have tariffs. We have all the things. So, it's making us stronger. Like, it's making us and everybody else understand. Yes, I know you want your product and you wanted it yesterday, but this is where we're at and right this is the cost that we have to get to to make it there. We stand behind who we are as a company. We're not always going to be the lowest, but we're helping you along the way. Right. Right. There's value in that. Yes. And you get what you pay for. You sure do. I mean, it really comes down to that. Well, and when people are like, you know, what makes you stand out as a company? What do you think makes Henricksen stand out? It's Is it more the people too that stand behind it? Oh my gosh. It's I although I love our all steel and we have a we have a um a breath of of manufacturers which is one of the nice things about our dealership but we lead with all steel and all steel as a partnership has been amazing but as far as Henricksen goes the just the people the people are amazing I love coming you know I love the first six months I was there maybe now it's been a year now I even though I could have stayed home two days a Right. I didn't I went into the office every day cuz I want to be there. And the account executives and our project coordinators and even our our office manager. I mean these people I am super excited every day to see. Yeah. And and their support and they are fabulous people. So I couldn't ask for better people which is important in this day and age with people going back to work and getting back into the office. If you don't have that connection with those people or you've always done the Zoom or you're always doing the online or let me just make a quick call to you. If you don't have that real life connection with those people, then it makes it harder to get back to work or want to work in that situation too. And it makes them it makes it harder for them to want to help you and be a support to you if they really like I don't know who they are. I don't know anything about them and I don't know what their ulterior motive is. Yeah. They want to see that you're vested as well. Yes. Yeah. Yeah. So, as far as growth goes with with your kids, with your job, with all the travel or the less travel, do you see a lot more travel in the future or trips planned with the kids or anything fun? Oh, yeah. Well, we're going down to good old South Carolina in May. Yeah. That's where we take trips. We don't really go on vacations, right? You know, vacations are like on a beach with an umbrella. We're going to we're going to do all the sipping drinks, right? Trips are I'm going to see some family. We're not going to be staying on a beach. But um my parents live in South Carolina. They live in North Myrtle Beach. So we'll be traveling to see them in May. Nice. Um right now with the way things are in, you know, in the world right now, I don't know that I really want to travel outside of the country. Y um but yeah, so in in travel with work, we have design days coming up in June. Um so I'll be traveling to Chicago for that. And then there's always miscellaneous things. A lot of times like if we have a client that has like has a project that's national and it's a project that needs um some handholding and to make sure that everything goes smoothly. Um they just want an actual person there beside them. A lot of times that's what it is too. We will travel there and I will travel as well. We sometimes bring clients to our All Steel showroom in Chicago um and uh show them the products that we don't have in our own showroom. Right. We do have a beautiful showroom though. I love our showroom. I have to that haven't been there. Yes. Yes. Yes. That's exciting to see all the growth, everything like that. How when people are looking to find you, can they reach out or how can they get a hold of you? Oh, well I'm I'm on social media. I am definitely on LinkedIn, so you can certainly message me. Most people that I know in the industry, I think, have my contact information, but I certainly can give that to people if they need it. Um, you can go on the website, I believe. Um, and and I'm just really out there. I think I am. You're you're everywhere just like I am. Like it's like, "Oh, there's Barbara again. We're good. We've gotten through the day each other." Yes. So, if you don't if you don't have my contact information, somebody that you know probably well can get I do. They can always get a hold of me. We're good. Where is she today? Well, let's let's get social and see what she said. She does the same for me. We're good. Yeah. Well, it's funny because I feel like things have come full circle for you and I because we've known each other in the industry for a long time and I think that Well, Heidi, I used to work with Heidi when I was at the GC in the GC world. And now that I'm doing Architectural Walls, I've been doing a lot more work with you. Absolutely. But the film is something that we do a lot of. um the projects. I mean, I haven't had a lot of projects that have had film on recently, but actually I need to send something to you soon. So, anyway, but it's nice how things come full circle cuz it's been years. Oh, yeah. Absolutely has. I mean, I mean, I remember seeing you when I first started out and it's like, okay, we're good now. It's like the collaboration's coming full circle and it's like, okay, now when people need things, here's Barbara, here's, you know, Henri, here's all Steel. Yep. We're here. We're good. We We know where where each other are at. Yeah. Yeah. Well, we're excited to have you on today. We appreciate having you here. We look forward to seeing your growth and having you on again in the future to see where everybody is. Yeah. Yeah. This was fun. Thank you so much. Yep. Thank you. [Music]