Interview Questions for Experience in Fur Appraisal and Evaluation

Fur appraisal grading systems aren’t universally standardized, varying slightly depending on the region, auction house, or individual appraiser. However, they all share common elements focusing on factors like quality, color, and condition. Generally, grading involves a combination of subjective and objective assessments. A typical system might range from ‘Select’ or ‘Prime’ representing the highest quality, down through grades like ‘Good,’ ‘Fair,’ and ‘Poor.’ Specific grading criteria usually consider:

• Lustre: The shine and reflectivity of the fur. A higher lustre is indicative of better quality.
• Length and Density: The length of individual hairs and the overall density of the fur. Longer, denser fur is typically more valuable.
• Color and Uniformity: The richness and consistency of the color. Uniform coloration is highly valued, while variations can affect the grade.
• Texture: The softness and smoothness of the fur. A soft, silky texture commands a higher price.
• Damage: The presence of any damage, such as thinning, shedding, or staining, significantly impacts the grade.

For example, a mink coat graded ‘Select’ would possess exceptional lustre, consistent deep color, long dense fur, and be completely free from defects. A ‘Good’ grade mink coat might show minor imperfections or slight variation in color, while a ‘Poor’ grade might exhibit significant damage and dullness.

Determining the condition of a fur garment is a crucial step in appraisal. It requires a meticulous examination, often involving specialized tools like magnifying glasses and even ultraviolet lights to detect hidden damage. Here’s a systematic approach:

• Visual Inspection: A thorough examination to detect any visible defects like tears, holes, worn patches, matting, or thinning. I pay close attention to the areas that experience the most wear and tear, such as the cuffs, collar, and hem.
• Texture Assessment: Feeling the fur to check for softness, suppleness, and overall texture. Stiffness, dryness, or a brittle texture often indicate poor condition.
• Shedding Check: Gently running my hand through the fur to check for excessive shedding. Significant shedding points to wear and reduced lifespan.
• Odor Evaluation: Checking for any unusual odors, which can indicate improper storage, mildew, or pest infestation.
• Seam Examination: Inspecting the seams for looseness, breakage, or signs of repair. Well-maintained seams add to the garment’s value.
• Lining Assessment: Evaluating the condition of the lining, as deterioration there can affect the overall value.

For instance, a slight thinning on the sleeve of a fox stole would receive a lower grade than one in pristine condition. A musty odor would also significantly reduce the value. The entire process requires a keen eye for detail and a deep understanding of how fur deteriorates over time.

Many factors contribute to the value of a fur piece, making each appraisal unique. It’s not simply about the type of fur. Here are some key influencers:

• Type of Fur: Rarity and desirability significantly influence value. Sable, for example, is generally more valuable than rabbit, due to its rarity, luxurious feel, and rich color.
• Quality Grade: As discussed earlier, the grading system reflects the quality and condition of the fur.
• Condition: The overall condition, including wear and tear, presence of repairs, and storage condition, impacts the value substantially.
• Design and Style: A well-designed, stylish garment, especially one by a renowned designer, can command a higher price.
• Age and Origin: Vintage or antique furs, particularly if well-maintained, often fetch higher prices due to their rarity and historical significance. The origin of the fur – e.g., a specific ranch or region known for producing high-quality fur – can also impact value.
• Size and Dimensions: Larger, full-length garments are often more valuable than smaller accessories.
• Market Demand: Fluctuations in fashion trends can impact the demand for certain fur types and styles, influencing their value.

For example, a vintage mink coat in excellent condition from a reputable designer might be significantly more valuable than a newer, mass-produced coat of lower quality, even if both are made from mink.

My experience encompasses a wide range of fur types, each with unique characteristics affecting their appraisal.

• Mink: I’ve appraised countless mink garments, from classic coats to stoles and hats. Mink is known for its soft, luxurious feel, and the value varies significantly based on the specific type of mink (e.g., Saga, Blackglama), color (black, brown, white), and quality of the pelts.
• Fox: Fox fur, particularly red fox, is valued for its rich color and lush texture. The length and density of the fur are crucial factors in its appraisal. I’ve assessed fox pieces ranging from full-length coats to smaller accessories like scarves and muffs.
• Sable: Sable is one of the most luxurious and expensive furs. I’ve handled several sable pieces and the assessment focuses intensely on the color, lustre, and density of the fur. Slight variations in color can significantly impact the value.

My experience helps me quickly identify the type of fur, assess its quality and condition, and ultimately determine its fair market value. Each fur type presents its unique challenges and intricacies in terms of assessment, requiring a nuanced approach and considerable expertise.

Identifying and assessing fur damage requires a keen eye and a methodical approach. I use a combination of visual inspection and tactile examination:

• Tears and Holes: Easily visible and crucial for determining the extent of damage.
• Thinning: A reduction in the density of fur, often occurring due to wear and tear. I check for thinning in high-wear areas.
• Shedding: Excessive loss of guard hairs or underfur, indicating wear and a shorter lifespan. I assess shedding by gently pulling on the fur.
• Stains: These can be caused by various substances and can greatly reduce the value. I often use a UV light to detect hidden stains.
• Matting and Tangling: A sign of neglect and poor storage. Severe matting often requires professional cleaning or repair, significantly impacting the value.
• Insect Damage: Holes and damage caused by moths or other insects reduce the value substantially. I look for telltale signs of insect activity.
• Water Damage: Water damage can cause discoloration, matting, and even mold, often requiring extensive repair or making the garment un-repairable.

For instance, a small tear in a minor area is less impactful than a large, noticeable tear. Similarly, localized shedding is different from widespread fur loss.

Fur ages much like other natural materials. Common signs of aging include:

• Loss of Lustre: The fur becomes duller and less shiny, losing its vibrancy.
• Increased Brittleness: The fur fibers become dry and brittle, prone to breakage.
• Shedding: Increased shedding of guard hairs or underfur.
• Color Fading: The fur loses its original richness and intensity.
• Weakening of Fibers: The fur fibers weaken, making them more susceptible to damage and deterioration.
• Odor Development: A musty or unpleasant odor may develop due to improper storage.

These changes can be gradual and subtle, but they cumulatively impact the overall condition and value of the fur garment. Regular professional cleaning and proper storage can help to mitigate some of these signs of aging.

Preparing a fur garment for appraisal involves a thorough cleaning and inspection process to ensure an accurate assessment. Here’s the typical process:

• Cleaning: The garment is professionally cleaned to remove dirt, debris, and odors. This is crucial to reveal the true color, texture, and condition of the fur.
• Inspection: A detailed inspection is performed to identify any damage, including tears, holes, thinning, shedding, stains, or other imperfections. I often use tools like magnifying glasses and UV lights for a thorough examination.
• Documentation: Photographs are taken to document the garment’s condition, including any damage. Detailed notes are also recorded, describing the fur type, condition, and any other relevant details.
• Measurement: Accurate measurements of the garment are recorded. This information is essential for determining the value, especially for full-length coats.
• Research: If needed, research is conducted into the designer, style, and age of the garment, which is essential for establishing its historical and market value.

Proper preparation is crucial for obtaining an accurate appraisal. A clean, well-presented garment allows for a more objective and precise evaluation of its quality and condition.

Determining the price of a fur item is a multifaceted process that requires a keen eye for detail and a deep understanding of the market. It’s not simply about the type of fur; many factors contribute to the final valuation.

• Type of Fur: The species of animal, the quality of the pelt (luster, density, and softness), and the overall condition are primary considerations. A rare or highly sought-after fur like Sable or Chinchilla will command a significantly higher price than a more common fur like Fox.
• Origin and Processing: Where the fur originated and how it was processed significantly impacts value. Furs from specific regions known for their high-quality pelts, or those processed using traditional techniques, often fetch higher prices.
• Item Type and Condition: A full-length coat will be valued differently than a small stole. The condition of the garment—any damage, wear, or alterations—directly impacts the appraisal. A well-maintained vintage piece might command a premium due to its age and rarity.
• Market Demand: Current market trends and consumer preferences influence pricing. Furs that are currently fashionable will generally sell for more than those that are out of style.
• Size and Dimensions: Larger, more substantial garments generally carry higher valuations than smaller pieces. The overall dimensions are also factored into the appraisal.

For example, a well-maintained mink coat from a reputable furrier, in excellent condition and in a current style, will fetch a considerably higher price than a damaged, poorly stored fox stole of questionable origin.

Market trends significantly influence fur valuation. Just like any other luxury good, the value of fur fluctuates based on supply, demand, and fashion cycles. Several factors contribute to these market shifts:

• Fashion Trends: Changes in popular styles directly impact demand. A fur that was highly sought-after last year might see a decrease in value if it’s no longer in fashion. This is often cyclical, with certain furs experiencing periods of high and low demand.
• Economic Conditions: Economic downturns can lead to decreased demand for luxury goods like fur, while periods of economic growth often see an increase in spending.
• Ethical and Environmental Concerns: Growing awareness of animal welfare and environmental sustainability influences consumer behavior. This has led to decreased demand for certain types of fur, while others, sourced ethically and sustainably, may command a premium.
• Supply and Availability: Changes in animal populations and fur farming practices can impact the availability of certain furs. Rare furs, particularly those from endangered species, will hold significantly higher value.

For instance, the recent increase in public awareness regarding ethical sourcing has led to a higher value for furs that are sustainably produced and certified. Conversely, the decreased popularity of certain styles has resulted in a drop in value for furs associated with those styles.

My experience with fur auctions encompasses both live and online platforms. I’ve worked with both large international auction houses and smaller, specialized fur auctions. The process typically involves the following steps:

• Pre-Auction Appraisal: Furs are carefully assessed and graded to determine their market value before the auction. This involves examining the quality, condition, and style of each item.
• Cataloging and Photography: Detailed catalog descriptions and high-quality photographs of each item are created to attract buyers. This ensures transparency and accurate representation.
• Auction Event: The auction itself can be a live event, with bidders participating in person, or an online event where bidding occurs remotely. The auctioneer manages the bidding process.
• Post-Auction Settlement: Once the auction is complete, the winning bids are processed, and payment and transfer of ownership are handled.

I have participated in numerous auctions, both as an appraiser and an advisor to clients buying or selling furs. I’m familiar with the intricacies of auction dynamics, such as bidding strategies and handling post-auction issues.

Disputes regarding fur valuations are handled professionally and ethically. The approach depends on the nature of the disagreement. Here’s a breakdown of my typical process:

• Review of Appraisal Report: If there’s a discrepancy, I carefully review my original appraisal report and supporting documentation to ensure accuracy. This often involves re-examining the fur item itself.
• Consultation and Dialogue: I engage in open communication with all parties involved to understand their concerns and perspectives. Open dialogue helps clarify misunderstandings and find common ground.
• Second Opinion (if necessary): In some cases, a second opinion from another qualified fur appraiser may be sought to provide an independent assessment. This ensures impartiality.
• Mediation or Arbitration: If the dispute remains unresolved, I’m willing to participate in mediation or arbitration to reach a fair and mutually agreeable resolution. This often involves a neutral third party.

My goal is always to maintain transparency and integrity, ensuring fairness to all parties involved. I believe in fostering trust through clear communication and professional conduct.

Ethical considerations are paramount in fur appraisal. It’s crucial to maintain the highest standards of professionalism and integrity. Key ethical considerations include:

• Accurate and Objective Appraisal: Providing a fair and unbiased assessment, free from personal biases or conflicts of interest. This means accurately reflecting market value without over- or under-valuing the item.
• Transparency and Disclosure: Clearly disclosing any potential conflicts of interest and providing clients with a complete and easily understandable appraisal report. All assumptions and methodologies should be clearly articulated.
• Client Confidentiality: Protecting the privacy of client information and keeping appraisals confidential, unless legally obligated to disclose them.
• Sustainable Practices: Considering the sustainability and ethical sourcing of furs. This might include promoting the use of furs from sustainable farming practices or those with certifications ensuring ethical treatment of animals.
• Adherence to Professional Standards: Following established professional standards and best practices within the fur appraisal industry. This might involve adhering to specific guidelines or certifications.

For example, I would refuse an appraisal if I had a pre-existing relationship with the owner of the fur, potentially leading to a biased evaluation. Maintaining these standards builds trust and ensures the integrity of the appraisal process.

While specialized software specifically designed for fur appraisal is limited, I utilize several tools and resources to aid in the process:

• Digital Photography Equipment: High-resolution cameras and lighting equipment are crucial for capturing detailed images of the fur, essential for accurate assessment and documentation in the appraisal report.
• Database of Market Data: I maintain a comprehensive database tracking recent auction results, market trends, and price comparisons for different types of furs. This allows me to make informed price estimations.
• Spreadsheets and Databases: Spreadsheets and databases are essential for organizing and managing appraisal data, client information, and market trends. This ensures efficient record-keeping.
• Industry Publications and Journals: Staying up-to-date with the latest industry news, trends, and research through relevant publications helps ensure my appraisals reflect current market conditions.
• Specialized Reference Books: I have a collection of reference books on fur identification, grading, and valuation, providing guidance in assessing different fur types and qualities.

This combination of tools and resources enables me to conduct thorough and accurate appraisals.

My experience encompasses several appraisal methods, each with its strengths and weaknesses:

• Market Approach: This is the most common method, comparing the subject fur item to similar items recently sold at auction or in retail settings. This approach relies heavily on the availability of comparable data.
• Cost Approach: This method estimates the cost of replacing the fur item, considering factors like the cost of the raw material, labor, and manufacturing. It is more useful for newer items with readily available cost information.
• Income Approach: While less frequently used for furs, this method could be applied if the fur item generates income, such as a fur rental business. It is based on the potential income the item could generate.

The choice of method depends on the specific fur item and the availability of data. Often, a combination of approaches is used for a comprehensive and accurate appraisal, with the market approach usually being the most heavily weighted.

Documenting fur appraisal findings requires meticulous detail and a standardized approach. My reports follow a consistent format, ensuring clarity and professional presentation. This includes a detailed description of the fur item, encompassing species, type (e.g., coat, stole, hat), condition, and any unique markings. I utilize high-resolution photography and videography to capture the garment’s overall appearance and any imperfections. Measurements are meticulously recorded, including length, width, and overall dimensions, depending on the item. Crucially, the report includes a detailed analysis of the fur’s quality, considering factors such as luster, density, and texture. I also provide a provenance summary, if possible, noting historical context or any known previous owners.

Furthermore, I document my valuation methodology, outlining the specific comparable market data used, adjustments made for condition and style, and a justification for the final appraised value. A written summary is presented, explaining the appraisal in plain language, alongside the formal appraisal document. This comprehensive approach ensures transparency and allows for easy review and reference by clients, insurers, or other relevant parties.

Understanding fur manufacturing techniques is paramount to accurate appraisal. Different techniques significantly impact the value and quality of a fur garment. Let’s consider a few key methods:

• Full-Skin: This classic technique utilizes entire pelts, showcasing the natural shape and beauty of the animal’s hide. Full-skin garments generally command higher prices due to the artistry and material used.

• Let-out: This technique involves skillfully stretching and manipulating the pelts to achieve a larger garment size. While economical, it can impact the fur’s density and appearance, which affects its valuation.

• Shearing: This process involves trimming the fur to create a specific length and texture. The skill of the shearer and the desired outcome significantly influence the resulting quality and, thus, the value.

• Dyeing and Bleaching: The dyeing process can enhance a fur’s color or completely transform it. The quality of the dyes and the dyeing process itself is crucial, as a poorly executed job can damage the fur and reduce its value. Bleaching is used to lighten the fur’s natural color, often for a specific aesthetic.

• Patchwork: This technique utilizes smaller pieces of fur to create a larger garment. It can be both highly skilled and artful, but the quality of the patching and the uniformity of the pelts greatly influence the final value. Patchwork can be cost-effective but generally leads to a lower appraisal value compared to full-skin garments.

Recognizing these techniques helps me accurately assess the craftsmanship, quality, and overall value of a fur garment.

Ensuring accuracy in fur valuations is a multi-faceted process. It begins with a thorough examination of the item itself, focusing on the factors already mentioned. I use multiple valuation techniques to minimize bias and achieve a comprehensive assessment. This includes:

• Comparative Market Analysis: I consult recent sales data from reputable auction houses, furriers, and online marketplaces to identify comparable items. This requires understanding market fluctuations and adjusting for differences in condition, age, and style.

• Cost Approach: This method considers the cost of materials, labor, and overhead involved in creating a similar piece. This provides a baseline value, especially useful for more contemporary items.

• Income Approach (rarely applicable): This method is less applicable to fur appraisal than other valuation approaches but could be used in unique circumstances, such as appraising a fur item used as a prop in a theatrical production.

Beyond these, I maintain a vast network of contacts in the fur industry and regularly attend industry events to stay abreast of market changes and best practices. Continuous professional development ensures that my valuation methods remain current and reliable.

Staying updated on fur market trends is critical for accurate appraisals. I utilize several strategies:

• Industry Publications and Journals: I regularly review specialized publications focusing on fur trends, market analysis, and auction results. These journals and magazines provide valuable insights into shifts in demand and pricing.

• Online Marketplaces and Auction Houses: I actively monitor online platforms specializing in fur sales, observing price fluctuations, trends in desired styles and species, and the overall health of the market.

• Networking with Industry Professionals: Attending industry conferences and maintaining relationships with furriers, auctioneers, and other professionals in the field provides valuable firsthand knowledge and market intelligence.

• Economic Indicators: I consider broader economic trends which might influence the luxury goods market, including changes in consumer spending patterns and economic forecasts.

By combining these strategies, I maintain a current understanding of the market dynamics affecting fur valuation.

My experience with high-value fur items involves working with a diverse range of luxurious furs, including those made from rare species, possessing exceptional craftsmanship, or featuring intricate designs. I’ve appraised pieces with significant historical value, requiring in-depth research into provenance and condition history. For example, I recently appraised a mink coat from the 1930s, requiring me to research the specific design house, manufacturing techniques of that era, and the condition of the fur in relation to its age. High-value appraisals often necessitate the use of specialized photographic techniques and detailed descriptions to ensure complete documentation.

The process involves added precautions such as enhanced security measures during handling and appraisal, and a higher degree of scrutiny in verifying authenticity and provenance. My experience allows me to handle these items with care and expertise, while adhering to the highest standards of accuracy and ethical conduct.

Communicating complex appraisal information requires clear, concise language free from technical jargon. I strive to make the appraisal understandable for clients regardless of their familiarity with furs. My approach involves:

• Plain Language Summary: I start with a concise summary of the appraisal’s key findings, including the appraised value and a brief explanation of the factors influencing it.

• Visual Aids: Photographs and diagrams are incorporated into the report to illustrate key features and aspects of the fur garment. This helps clients visually understand my findings.

• Step-by-Step Explanation: If necessary, I explain the appraisal process in detail, providing a breakdown of the methodology used and the rationale behind the valuation. This fosters transparency and builds trust.

• Q&A Session: I always allow time for questions and address any concerns the client may have, ensuring that they fully understand the appraisal report before leaving.

This multifaceted approach ensures that clients receive a clear and accurate understanding of the appraisal, irrespective of their background or knowledge of the subject matter.

My experience with insurance claims related to fur involves working with insurance adjusters and clients to determine the value of damaged or lost fur items. The process often requires detailed documentation, including photographs of the damage, a comprehensive description of the fur garment, and supporting evidence of its value (e.g., purchase receipts, previous appraisals). I provide detailed reports that clarify the extent of the damage, the cause of the damage, and the estimated cost of repair or replacement, taking into account factors like the age, condition, and market value of the fur at the time of the loss. In cases of total loss, I determine the fair market value of the item.

This involves thorough research into comparable items and adjusting for the condition of the damaged or lost item. The goal is to provide an accurate and unbiased assessment that facilitates a fair settlement between the client and the insurance company. My experience often involves working with high-value pieces and requires familiarity with insurance protocols and claim procedures.

Appraising antique or vintage furs requires a nuanced approach that goes beyond simply assessing the fur type. It involves understanding the historical context, construction techniques, and the condition of the garment. For example, a mink stole from the 1930s will be valued differently than a similar stole from the 1960s, even if the pelts are of comparable quality. The older piece might command a higher price due to its age, craftsmanship (hand-sewing was more prevalent in earlier eras), and potential collector’s value.

My appraisal process begins with a thorough examination of the piece: identifying the fur type (e.g., sable, chinchilla, fox), assessing the quality of the pelts (length, luster, density), examining the condition (wear, tear, repairs), and noting any unique features such as embellishments or designer labels. I’d then research comparable sales of similar antique furs at auction or through reputable dealers to establish a fair market value. Photographs and detailed descriptions are crucial for documentation purposes, as is keeping abreast of current market trends to ensure accurate valuation. I’d consider the current state of the vintage market, considering factors like current demand and changes in fashion styles. For instance, a once-unpopular style may see increased demand due to a trend revival.

• Condition: Deterioration due to age, storage, or improper cleaning significantly impacts value.
• Rarity: Unique designs, vintage designer labels, or furs from extinct or endangered species drastically increase value.
• Historical Significance: A piece with a known provenance, for example, belonging to a notable historical figure, could be exceptionally valuable.

Identifying counterfeit furs requires a keen eye and extensive knowledge of genuine pelts. I’ve encountered numerous instances of fake furs, often made from synthetic materials or lower-quality animal pelts misrepresented as something more valuable. For instance, dyed rabbit may be passed off as mink, or acrylic fibers might be used to mimic the texture of fox.

My approach starts with a tactile examination. Genuine furs have a distinct feel – the softness, the weight, and the unique texture of each species are quite telling. I would look for imperfections: perfectly uniform pelts are often a giveaway of synthetic materials. Microscopically examining the fur structure can reveal the true composition – whether it’s natural hair or synthetic fibers. Understanding the tanning and dressing methods also helps in identifying genuine furs. I’d also carefully examine seams and stitching, as sloppy or inconsistent workmanship is a common sign of counterfeits.

Additionally, I employ a multi-pronged approach: analyzing the overall construction of the garment, checking for inconsistencies in coloration or density, and looking for hallmarks of authenticity (e.g., brand labels, certifications). If necessary, I will consult with laboratories equipped with advanced technology like fiber analysis to confirm my findings.

Assessing the sustainability and ethical sourcing of furs is paramount in today’s market. It’s no longer enough to simply determine the type and quality of the fur. Consumers are increasingly aware of the environmental and ethical impacts of fur production. Therefore, ethical sourcing is an essential part of the overall valuation.

My evaluation process includes inquiring about the fur’s origin and the practices employed in its production. I look for documentation verifying that the animals were raised on certified farms that adhere to strict animal welfare standards, ensuring humane treatment and minimal environmental impact. I’d also scrutinize certifications or labels that guarantee sustainable practices, such as those related to traceability and responsible fur farming. The absence of such certifications raises concerns regarding the ethical sourcing of the material and may reduce the appraised value, particularly among environmentally conscious buyers. Increasingly, consumers are seeking out furs from certified sustainable sources, thus driving the value of ethically sourced products.

Legal considerations in fur appraisal are multifaceted and critical. Appraisers must be aware of regulations regarding endangered species, CITES (Convention on International Trade in Endangered Species) restrictions, and any relevant import/export laws. The accuracy and impartiality of the appraisal report are crucial to avoid legal issues. I always ensure my report accurately reflects the details of the fur and complies with all relevant laws. This includes correctly identifying the species, specifying the origin (if known), and clarifying any potential legal restrictions concerning the item. Inaccurate reporting can lead to legal repercussions, such as fines or legal challenges.

For example, misrepresenting an endangered species’ fur could result in severe penalties. Therefore, a thorough understanding of current legal frameworks relating to fur trade and animal protection is essential. Keeping up-to-date with national and international regulations is a constant process within my professional practice.

Managing workload and meeting deadlines requires effective organization and prioritization. I utilize a project management system to track appraisals, ensuring deadlines are met efficiently. This involves assigning priority levels to projects based on urgency and importance. I break down large projects into smaller, manageable tasks, which allows for a more focused and productive approach. For example, I might allocate specific time blocks for research, physical examination, report writing, and client communication. This organized workflow enhances efficiency and reduces stress.

Communication with clients is vital. I maintain open and consistent communication regarding progress and any potential delays, building trust and managing expectations effectively.

I thrive in team environments. In previous roles, I’ve collaborated with auction houses, insurers, and legal professionals to provide comprehensive appraisal services. My collaborative approach involves actively listening to others’ perspectives, sharing my expertise, and working towards a common goal. I believe effective teamwork relies on clear communication, mutual respect, and a willingness to share knowledge. In one particular instance, I collaborated with a conservator to restore a damaged antique sable coat, combining our expertise to maximize the item’s value and historical significance. This collaborative approach resulted in a successful appraisal and preservation of a historically valuable artifact.

My salary expectations for this role are commensurate with my experience and expertise in fur appraisal and evaluation, considering the market rate for similar positions and my proven track record. I am open to discussing a competitive compensation package that reflects the value I bring to the organization. I’m confident my skills and knowledge will significantly contribute to your company’s success.