The idea is simple. Figure out who your top ten customers are and then do what it takes to support them. Today, all Trail Blazer decisions—from bringing in a new product to tinkering in distribution—take the top ten customers into account. If it doesn’t fit the top ten, it doesn’t happen. “We did do e-commerce for a little bit,” Shawn reveals, “But once we got into the U.S. market we had to completely pull out of it.” Trail Blazer discovered they were selling to their top ten customers’ customers, and that wouldn’t do. They also place a priority on ensuring their top ten customers are happy. “When Home Hardware, or any of our top ten, comes in, we stop and service them. If it weren’t for them, we wouldn’t be where we are. They taught me a lot.”