{"id":10946,"date":"2023-11-15T04:40:36","date_gmt":"2023-11-15T04:40:36","guid":{"rendered":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-313-holiday-2023-preview-with-rob-garf-of-salesforce\/"},"modified":"2023-11-15T04:40:36","modified_gmt":"2023-11-15T04:40:36","slug":"jason-scot-show-episode-313-holiday-2023-preview-with-rob-garf-of-salesforce","status":"publish","type":"post","link":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-313-holiday-2023-preview-with-rob-garf-of-salesforce\/","title":{"rendered":"Jason &#038; Scot Show Episode 313 &#8211; Holiday 2023 Preview with Rob Garf of Salesforce"},"content":{"rendered":"<p> <p><a href=\"https:\/\/dmsretail.com\/online-workshops-list\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-496\" src=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png\" alt=\"Retail Online Training\" width=\"729\" height=\"91\" srcset=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png 729w, https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90-300x37.png 300w\" sizes=\"auto, (max-width: 729px) 100vw, 729px\" \/><\/a><\/p><br \/>\n<\/p>\n<div>\n<p>A weekly podcast with the latest e-commerce news and events. Episode 313 is a preview of the upcoming 2023 holiday retail season.<\/p>\n<p> <span id=\"more-32194\"\/><\/p>\n<p><strong>Subscribe:<br \/><\/strong><\/p>\n<figure><iframe loading=\"lazy\" style=\"border: none;\" src=\"http:\/\/html5-player.libsyn.com\/embed\/episode\/id\/28569343\/height\/360\/width\/640\/theme\/standard-mini\/autoplay\/no\/autonext\/no\/thumbnail\/yes\/preload\/no\/no_addthis\/no\/direction\/backward\/no-cache\/true\/\" width=\"640\" height=\"360\" scrolling=\"no\" allowfullscreen=\"allowfullscreen\"><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">?<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">?<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">?<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">?<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">?<\/span><\/iframe><\/figure>\n<p>Episode 313 is preview of Holiday 2023 with Rob Garf, Vice President and General Manager, Retail at Salesforce. This is Robs\u2019 fifth time on the show, having previously been on episodes 110, 248, 282, and 299.<\/p>\n<p>It\u2019s happened again. Your Halloween decorations have come down (or at least your pumpkin is not in good shape), you survived Amazon Prime Big Deal Days, and now you\u2019re getting ready to ditch your in-laws and enjoy one of the most exciting retail weeks of the year. Yes, it\u2019s time for Holiday 2023!<\/p>\n<p>This year, we\u2019ve decided to do things a bit different by previewing the holiday in advance of Turkey 5. Rob Garf has kindly joined to walk us through Salesforce\u2019s e-commerce forecast for November and December, and we compare it to all the other forecasts out there (NRF, Deloitte, Bain, US Dept of Commerce). In addition to the top line forecasts, we touch on retail versus e-commerce, changing shape of the holiday, discounting climate, inventory and supply chain impacts, top performing categories, the economy, and the impact of rapidly growing Chinese brands (Temu, Shein, TikTok).<\/p>\n<p>Throughout this episode make liberal use of real-time data from Salesforce Shopping Insights HQ, which tracks how 1.5+ billion consumers are shaping shopping trends. You can see a real-time holiday dashboard, powered by Tableau so you can interact with the data yourself on the Salesforce Holiday Insights page. <\/p>\n<p>Episode 313 of the Jason &amp; Scot show was recorded on Wednesday November 8th, 2023.<\/p>\n<h2 id=\"chapterT\" class=\"chapter\">Transcript<\/h2>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[0:23]<\/small>\u00a0<span title=\"0:23 - 0:31\" data-start=\"00:00:23.135\" data-end=\"00:00:30.881\" data-spk=\"0\" data-label=\"Jason\">Welcome to the Jason and Scot show this is episode 313 being recorded on Wednesday November 8th\u00a0<\/span><span title=\"0:31 - 0:39\" data-start=\"00:00:30.803\" data-end=\"00:00:38.783\" data-spk=\"0\" data-label=\"Jason\">2023 I\u2019m your host Jason retailgeek Goldberg and as usual I\u2019m here with your co-host Scot Wingo.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[0:39]<\/small>\u00a0<span title=\"0:39 - 0:48\" data-start=\"00:00:39.252\" data-end=\"00:00:48.427\" data-spk=\"1\" data-label=\"Scot\">Hey Jason and welcome back Jason and Scot show listeners Jason is 3:13 the lucky number I had the 13 is kind of on there so I think we\u2019ll count it.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[0:48]<\/small>\u00a0<span title=\"0:48 - 0:51\" data-start=\"00:00:48.404\" data-end=\"00:00:50.669\" data-spk=\"0\" data-label=\"Jason\">It\u2019s a lot of threes.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[0:50]<\/small>\u00a0<span title=\"0:50 - 0:54\" data-start=\"00:00:50.369\" data-end=\"00:00:54.184\" data-spk=\"1\" data-label=\"Scot\">Yeah yeah I think it\u2019s a primal have to get one of our research analyst to work on the\u00a0<\/span><span title=\"0:54 - 1:08\" data-start=\"00:00:54.118\" data-end=\"00:01:07.800\" data-spk=\"1\" data-label=\"Scot\">okay so we are recording this in early November as Jason said so at that critical part of the retail calendar all the plans are laid the discounts are on the table Cyber Monday.<\/span><br \/><span title=\"1:08 - 1:16\" data-start=\"00:01:08.149\" data-end=\"00:01:15.871\" data-spk=\"1\" data-label=\"Scot\">Thanksgiving Black Friday everything\u2019s teed up and everyone\u2019s waiting in anticipation of what holiday is going to bring us this year.<\/span><br \/><span title=\"1:16 - 1:21\" data-start=\"00:01:15.949\" data-end=\"00:01:20.960\" data-spk=\"1\" data-label=\"Scot\">And we know longtime listeners will know that our holiday turkey five\u00a0<\/span><span title=\"1:21 - 1:35\" data-start=\"00:01:20.913\" data-end=\"00:01:35.226\" data-spk=\"1\" data-label=\"Scot\">coverage with a lot of sprinkling of data is second to none in the industry and this year we\u2019re going to take it up a notch in past years we\u2019ve had our friend of the show Rob Garf VP and GM for retail at Salesforce on after the turkey 5\u00a0<\/span><span title=\"1:35 - 1:39\" data-start=\"00:01:35.172\" data-end=\"00:01:38.501\" data-spk=\"1\" data-label=\"Scot\">give us a real-time view of what they saw\u00a0<\/span><span title=\"1:38 - 1:50\" data-start=\"00:01:38.375\" data-end=\"00:01:49.948\" data-spk=\"1\" data-label=\"Scot\">and for those of you that have been with us very long time this is her Jason\u2019s mom primarily those were episodes 110 249 282 and 299 man that\u2019s quite a track record\u00a0<\/span><span title=\"1:50 - 2:02\" data-start=\"00:01:49.870\" data-end=\"00:02:01.990\" data-spk=\"1\" data-label=\"Scot\">this year we are going to take it up and have a delicious rub Garf before and after holiday sandwich it\u2019s kind of like that turkey sandwich but we\u2019re going to kind of sample it here before we even even have Thanksgiving.<\/span><br \/><span title=\"2:02 - 2:11\" data-start=\"00:02:02.063\" data-end=\"00:02:10.788\" data-spk=\"1\" data-label=\"Scot\">Rob before I before I go on welcome back for the fifth and I think record time on the show.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[2:11]<\/small>\u00a0<span title=\"2:11 - 2:18\" data-start=\"00:02:11.275\" data-end=\"00:02:17.626\" data-spk=\"2\" data-label=\"Rob\">Wow I love it this is I will have to call the Guinness book up and make sure we get this knocked in\u00a0<\/span><span title=\"2:18 - 2:25\" data-start=\"00:02:17.542\" data-end=\"00:02:24.879\" data-spk=\"2\" data-label=\"Rob\">memory on this is fantastic it\u2019s always good to be here and even better Scott and Jason and first of all thank you for having me on\u00a0<\/span><span title=\"2:25 - 2:35\" data-start=\"00:02:24.741\" data-end=\"00:02:35.431\" data-spk=\"2\" data-label=\"Rob\">doing a little bit of a preview because as you mention were normally crawling through the data talking about the holiday weekend and seeing where everything lands after the critical time period\u00a0<\/span><span title=\"2:35 - 2:44\" data-start=\"00:02:35.365\" data-end=\"00:02:43.898\" data-spk=\"2\" data-label=\"Rob\">and it\u2019s fun to take a little bit of a sneak preview and look at what we\u2019re anticipating and what we\u2019re seeing going into as you mentioned one of the most critical times of the year.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[2:45]<\/small>\u00a0<span title=\"2:45 - 2:52\" data-start=\"00:02:45.100\" data-end=\"00:02:52.412\" data-spk=\"0\" data-label=\"Jason\">I think you\u2019re exactly right Rob I don\u2019t know why we didn\u2019t think of this sooner I feel like they should have always been part of our holiday tradition.<\/span><br \/><span title=\"2:53 - 2:59\" data-start=\"00:02:52.527\" data-end=\"00:02:58.674\" data-spk=\"0\" data-label=\"Jason\">And I do feel like we\u2019re getting all of the Rob protein with none of the nasty carbs so that\u2019s like a.<\/span><br \/><span title=\"3:00 - 3:13\" data-start=\"00:02:59.852\" data-end=\"00:03:12.891\" data-spk=\"0\" data-label=\"Jason\">Particularly healthy Thanksgiving treat but Rob before we jump into all of the good data remind listeners what the heck it is you do for Salesforce and how you get all this juicy data.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[3:13]<\/small>\u00a0<span title=\"3:13 - 3:16\" data-start=\"00:03:12.597\" data-end=\"00:03:16.316\" data-spk=\"2\" data-label=\"Rob\">Yeah that\u2019s awesome let\u2019s by the way the listeners decide you know how.<\/span><br \/><span title=\"3:16 - 3:30\" data-start=\"00:03:16.431\" data-end=\"00:03:29.939\" data-spk=\"2\" data-label=\"Rob\">Advantageous this is after the fact I hope it is and again we\u2019ll do our best so yeah and I\u2019ve been I always thinking about it thinking into this conversation now at Salesforce for over 7 years but I came.<\/span><br \/><span title=\"3:30 - 3:43\" data-start=\"00:03:30.150\" data-end=\"00:03:42.961\" data-spk=\"2\" data-label=\"Rob\">To the CRM Leader by way of demand where and if you remember demandware now Commerce Cloud was the leader and the cloud space and we instrumented the platform early on to get access to everything that flows.<\/span><br \/><span title=\"3:43 - 3:48\" data-start=\"00:03:43.171\" data-end=\"00:03:48.020\" data-spk=\"2\" data-label=\"Rob\">Through our Cloud so you think about all the Taps all the clicks all the swipes.<\/span><\/p>\n<p><small>[3:48]<\/small>\u00a0<span title=\"3:48 - 4:02\" data-start=\"00:03:48.375\" data-end=\"00:04:01.883\" data-spk=\"2\" data-label=\"Rob\">Now we don\u2019t have any access to personally identifiable information but we bubble that up and it becomes really The Benchmark for what\u2019s happening in digital and over the years we\u2019ve included.<\/span><br \/><span title=\"4:02 - 4:08\" data-start=\"00:04:01.974\" data-end=\"00:04:07.838\" data-spk=\"2\" data-label=\"Rob\">Things from marketing and Service as well to look at a more complete buyers Journey.<\/span><\/p>\n<p><small>[4:08]<\/small>\u00a0<span title=\"4:08 - 4:22\" data-start=\"00:04:08.169\" data-end=\"00:04:22.404\" data-spk=\"2\" data-label=\"Rob\">And it\u2019s been really fun each quarter we release our shopping index which is available on salesforce.com built on Tableau and it\u2019s interactive so you can slice and dice it by vertical and by geography and it really helps.<\/span><br \/><span title=\"4:23 - 4:32\" data-start=\"00:04:22.555\" data-end=\"00:04:32.337\" data-spk=\"2\" data-label=\"Rob\">Retailers gauge how they\u2019re doing vis-\u00e0-vis their peer set which of course is extremely important anytime of the year but certainly even more important during.<\/span><br \/><span title=\"4:32 - 4:40\" data-start=\"00:04:32.494\" data-end=\"00:04:39.722\" data-spk=\"2\" data-label=\"Rob\">The holiday week now I think there\u2019s one thing that I sometimes forget to say so I want to make sure right cover it now which is.<\/span><br \/><span title=\"4:40 - 4:50\" data-start=\"00:04:39.867\" data-end=\"00:04:49.619\" data-spk=\"2\" data-label=\"Rob\">Our index and by virtue of that our benchmarks are from a outside in perspective so they are a look at the entire industry,\u00a0<\/span><span title=\"4:50 - 4:58\" data-start=\"00:04:49.674\" data-end=\"00:04:58.134\" data-spk=\"2\" data-label=\"Rob\">not just Salesforce data we\u2019ve modeled this over the last 10 years since its Inception so it\u2019s really intended to look at.<\/span><br \/><span title=\"4:58 - 5:12\" data-start=\"00:04:58.231\" data-end=\"00:05:12.015\" data-spk=\"2\" data-label=\"Rob\">The overall industry and benchmarking how peers are doing rather than speaking to anything that Salesforce is doing so that\u2019s my quick infomercial but hopefully more than anything just a little bit of credibility as to where we get the data,\u00a0<\/span><span title=\"5:12 - 5:19\" data-start=\"00:05:12.070\" data-end=\"00:05:18.535\" data-spk=\"2\" data-label=\"Rob\">what we do with it and most importantly the conversations were able to have similar to what we\u2019re doing here.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[5:19]<\/small>\u00a0<span title=\"5:19 - 5:25\" data-start=\"00:05:19.178\" data-end=\"00:05:25.139\" data-spk=\"0\" data-label=\"Jason\">God so that that sounds perfect.<\/span><br \/><span title=\"5:25 - 5:38\" data-start=\"00:05:25.326\" data-end=\"00:05:38.155\" data-spk=\"0\" data-label=\"Jason\">I do want just a couple clarifying questions before we jump into the actual data because I know we\u2019re going to talk about holiday like what is your official definition of holiday what what dates are you looking at.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[5:38]<\/small>\u00a0<span title=\"5:38 - 5:48\" data-start=\"00:05:38.173\" data-end=\"00:05:48.478\" data-spk=\"2\" data-label=\"Rob\">Yeah thanks for asking that\u2019s always an important question so we\u2019ve defined it over the years as the complete November and December so that\u2019s our holiday our peak season look.<\/span><br \/><span title=\"5:49 - 5:56\" data-start=\"00:05:48.599\" data-end=\"00:05:55.713\" data-spk=\"2\" data-label=\"Rob\">And we look at in particular for again the holiday weekend I know you call it cyber five or thirty five,\u00a0<\/span><span title=\"5:56 - 5:59\" data-start=\"00:05:55.756\" data-end=\"00:05:59.331\" data-spk=\"2\" data-label=\"Rob\">we have cyber week which starts the Tuesday before,\u00a0<\/span><span title=\"5:59 - 6:06\" data-start=\"00:05:59.391\" data-end=\"00:06:06.121\" data-spk=\"2\" data-label=\"Rob\">American Thanksgiving and works its way through Cyber Monday it\u2019s just something we started from the beginning and 4y like to like,\u00a0<\/span><span title=\"6:06 - 6:13\" data-start=\"00:06:06.127\" data-end=\"00:06:13.368\" data-spk=\"2\" data-label=\"Rob\">your rear comparisons we\u2019ve kept that intact so in on referencing cyber week or cyber five it\u2019s really looking at those,\u00a0<\/span><span title=\"6:13 - 6:27\" data-start=\"00:06:13.404\" data-end=\"00:06:27.369\" data-spk=\"2\" data-label=\"Rob\">those seven days now of course the definition by some has been elongated and I hope we\u2019ll get into that in terms of when does the official real demand start but to answer your question straight on Jason it\u2019s for us at Salesforce November December.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[6:27]<\/small>\u00a0<span title=\"6:27 - 6:40\" data-start=\"00:06:27.399\" data-end=\"00:06:39.639\" data-spk=\"0\" data-label=\"Jason\">Got it and so for historical purposes you\u2019ve always been located in November December and then you\u2019re predominantly or exclusively focused on digital sales so you\u2019re you\u2019re reporting on what actually happened and forecasting\u00a0<\/span><span title=\"6:39 - 6:48\" data-start=\"00:06:39.393\" data-end=\"00:06:47.710\" data-spk=\"0\" data-label=\"Jason\">what you think is going to happen in terms of e-commerce sales but unless I had this wrong you guys don\u2019t put a flag in the ground on\u00a0<\/span><span title=\"6:48 - 6:50\" data-start=\"00:06:47.638\" data-end=\"00:06:50.089\" data-spk=\"0\" data-label=\"Jason\">on what you think is going to happen in brick-and-mortar is that true.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[6:50]<\/small>\u00a0<span title=\"6:50 - 7:00\" data-start=\"00:06:50.372\" data-end=\"00:07:00.389\" data-spk=\"2\" data-label=\"Rob\">That is accurate now we do kind of go on the fringes a little bit because the bleeding between online or the blurring I should say between online and offline so we do have,\u00a0<\/span><span title=\"7:00 - 7:07\" data-start=\"00:07:00.443\" data-end=\"00:07:07.233\" data-spk=\"2\" data-label=\"Rob\">data on buy online pick up at store we do have data on returns as well which is by virtue of,\u00a0<\/span><span title=\"7:07 - 7:20\" data-start=\"00:07:07.294\" data-end=\"00:07:20.068\" data-spk=\"2\" data-label=\"Rob\">definition multi-channel omni-channel type of process but we don\u2019t put a stake in the ground because we just don\u2019t have the intrinsic data to be able to bubble that up and provide on the actuals.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[7:20]<\/small>\u00a0<span title=\"7:20 - 7:21\" data-start=\"00:07:20.393\" data-end=\"00:07:21.318\" data-spk=\"0\" data-label=\"Jason\">Sure\u00a0<\/span><span title=\"7:21 - 7:31\" data-start=\"00:07:21.132\" data-end=\"00:07:31.089\" data-spk=\"0\" data-label=\"Jason\">and then one other fun fact you reference the shopping index and you always have like the quarterly recap on there but I think.<\/span><br \/><span title=\"7:31 - 7:39\" data-start=\"00:07:31.498\" data-end=\"00:07:39.039\" data-spk=\"0\" data-label=\"Jason\">For sure during holidays and I think you\u2019re going to tell me your round you actually have a real-time dashboard up there so it\u2019s kind of a fun thing\u00a0<\/span><span title=\"7:39 - 7:50\" data-start=\"00:07:38.823\" data-end=\"00:07:50.372\" data-spk=\"0\" data-label=\"Jason\">during the individual days of cyber week to kind of pop in and see see what\u2019s going on after your family Thanksgiving dinner to see if you\u2019re still going to have a retail job when this is all over.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[7:50]<\/small>\u00a0<span title=\"7:50 - 7:59\" data-start=\"00:07:50.072\" data-end=\"00:07:58.845\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah we do exactly so during particularly cyber week each morning the team is getting up super early as you can imagine\u00a0<\/span><span title=\"7:59 - 8:02\" data-start=\"00:07:58.767\" data-end=\"00:08:01.765\" data-spk=\"2\" data-label=\"Rob\">and work around through the data and we\u2019re updating\u00a0<\/span><span title=\"8:02 - 8:11\" data-start=\"00:08:01.760\" data-end=\"00:08:10.629\" data-spk=\"2\" data-label=\"Rob\">in real-time the data from the previous day and so for any retailer who is looking for the latest and greatest certainly by\u00a0<\/span><span title=\"8:11 - 8:19\" data-start=\"00:08:10.581\" data-end=\"00:08:19.216\" data-spk=\"2\" data-label=\"Rob\">I would say 10:00 eastern time at the latest you will get that and see that up there we do have many customers who do use that in there\u00a0<\/span><span title=\"8:19 - 8:26\" data-start=\"00:08:19.168\" data-end=\"00:08:26.240\" data-spk=\"2\" data-label=\"Rob\">Roundtable boardroom discussions each day to understand how they\u2019re doing it repairing it and more than anything Jason\u00a0<\/span><span title=\"8:26 - 8:37\" data-start=\"00:08:26.121\" data-end=\"00:08:37.069\" data-spk=\"2\" data-label=\"Rob\">truth be told we need to get it up that early because our boss this guy named Marc benioff is typically texting us saying where\u2019s the data because I want to tweet it so yeah\u00a0<\/span><span title=\"8:37 - 8:39\" data-start=\"00:08:36.985\" data-end=\"00:08:38.955\" data-spk=\"2\" data-label=\"Rob\">as much of a motivator as anything else.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[8:40]<\/small>\u00a0<span title=\"8:40 - 8:43\" data-start=\"00:08:40.392\" data-end=\"00:08:43.250\" data-spk=\"1\" data-label=\"Scot\">Always fun when you get the text from The Seer.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[8:44]<\/small>\u00a0<span title=\"8:44 - 8:48\" data-start=\"00:08:44.454\" data-end=\"00:08:47.855\" data-spk=\"0\" data-label=\"Jason\">Slack\u2019s slacks the he sends wax not to.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[8:48]<\/small>\u00a0<span title=\"8:48 - 8:57\" data-start=\"00:08:47.555\" data-end=\"00:08:56.682\" data-spk=\"1\" data-label=\"Scot\">A slacks yes sorry I was off I was off brand for a second yeah he Einsteins it to his his Einstein slacks you.<\/span><br \/><span title=\"8:57 - 9:10\" data-start=\"00:08:56.797\" data-end=\"00:09:10.118\" data-spk=\"1\" data-label=\"Scot\">You mentioned one follow-up on that you mentioned American Thanksgiving that prompted me to ask this is largely we\u2019re talking about the u.s. here primarily we\u2019re not going to this is an international I\u2019m sure you can go International but,\u00a0<\/span><span title=\"9:10 - 9:12\" data-start=\"00:09:10.143\" data-end=\"00:09:11.879\" data-spk=\"1\" data-label=\"Scot\">we\u2019re doing more us right.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[9:12]<\/small>\u00a0<span title=\"9:12 - 9:20\" data-start=\"00:09:12.096\" data-end=\"00:09:20.051\" data-spk=\"2\" data-label=\"Rob\">Yeah I\u2019m prepared to do whatever I thought we\u2019d probably borrow a bit more into us but we do have Global numbers but yeah.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[9:20]<\/small>\u00a0<span title=\"9:20 - 9:25\" data-start=\"00:09:20.364\" data-end=\"00:09:25.370\" data-spk=\"1\" data-label=\"Scot\">Okay we have time Jason\u2019s obsessed with these Chinese companies I\u2019m sure he\u2019ll ask you some questions so.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[9:25]<\/small>\u00a0<span title=\"9:25 - 9:26\" data-start=\"00:09:25.070\" data-end=\"00:09:26.367\" data-spk=\"2\" data-label=\"Rob\">That\u2019s fair that wouldn\u2019t.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[9:26]<\/small>\u00a0<span title=\"9:26 - 9:33\" data-start=\"00:09:26.373\" data-end=\"00:09:33.476\" data-spk=\"1\" data-label=\"Scot\">Yeah he gets all his clothes from she in any way.<\/span><br \/><span title=\"9:34 - 9:44\" data-start=\"00:09:33.837\" data-end=\"00:09:44.298\" data-spk=\"1\" data-label=\"Scot\">So before we dive into the topic du jour which is this year\u2019s holiday 2023 maybe recap for listeners kind of that you know.<\/span><br \/><span title=\"9:45 - 9:55\" data-start=\"00:09:44.623\" data-end=\"00:09:54.904\" data-spk=\"1\" data-label=\"Scot\">I know we had you on but the dust has settled and I\u2019m sure you\u2019re going back and looking at it now with holiday 22 what were some of the bullet items that you kind of you you\u2019re thinking about as we go into 23.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[9:56]<\/small>\u00a0<span title=\"9:56 - 10:03\" data-start=\"00:09:55.668\" data-end=\"00:10:02.968\" data-spk=\"2\" data-label=\"Rob\">Scot you don\u2019t think the listeners have totally taken This to Memory what we talked about last November 29 come on.<\/span><br \/><span title=\"10:03 - 10:12\" data-start=\"00:10:03.113\" data-end=\"00:10:12.421\" data-spk=\"2\" data-label=\"Rob\">You\u2019re probably right that\u2019s fine yeah I get it not all of us live and breathe this but yeah let\u2019s bring us back and you know actually if I could just for a minute,\u00a0<\/span><span title=\"10:12 - 10:22\" data-start=\"00:10:12.469\" data-end=\"00:10:22.215\" data-spk=\"2\" data-label=\"Rob\">to put 2022 in context you need to think a little bit about 2021 and let me just spend a minute there and then I\u2019ll fast forward to 22 which is\u00a0<\/span><span title=\"10:22 - 10:30\" data-start=\"00:10:22.198\" data-end=\"00:10:30.388\" data-spk=\"2\" data-label=\"Rob\">if you remember some of us don\u2019t want to in 2021 it was truly one of the first times that demand,\u00a0<\/span><span title=\"10:30 - 10:37\" data-start=\"00:10:30.406\" data-end=\"00:10:36.517\" data-spk=\"2\" data-label=\"Rob\">actually got pulled forward in the holiday season and the reason was.<\/span><br \/><span title=\"10:37 - 10:46\" data-start=\"00:10:36.650\" data-end=\"00:10:45.531\" data-spk=\"2\" data-label=\"Rob\">The first mile delivery issues were stuck if you remember so many products were stuck in the port in the US of a Lala.<\/span><br \/><span title=\"10:46 - 10:59\" data-start=\"00:10:45.813\" data-end=\"00:10:59.075\" data-spk=\"2\" data-label=\"Rob\">The containers if they even got to the port or having a difficult time getting off the ship in into the domestic supply chain and people saw a headline after headline when I say people like consumers by or shoppers\u00a0<\/span><span title=\"10:59 - 11:03\" data-start=\"00:10:58.907\" data-end=\"00:11:02.620\" data-spk=\"2\" data-label=\"Rob\">and they realized if they didn\u2019t buy early in the season.<\/span><\/p>\n<p><small>[11:03]<\/small>\u00a0<span title=\"11:03 - 11:12\" data-start=\"00:11:03.023\" data-end=\"00:11:11.610\" data-spk=\"2\" data-label=\"Rob\">They might not get the product that they actually want because in the past they would just have a waiting game and wait for the last and final deal and so.<\/span><br \/><span title=\"11:12 - 11:25\" data-start=\"00:11:11.857\" data-end=\"00:11:25.449\" data-spk=\"2\" data-label=\"Rob\">Demand got pulled earlier in the season and oh by the way retailers didn\u2019t have to Discount as steep as they normally do so going into 2020 retailers thought.<\/span><\/p>\n<p><small>[11:26]<\/small>\u00a0<span title=\"11:26 - 11:35\" data-start=\"00:11:25.780\" data-end=\"00:11:34.955\" data-spk=\"2\" data-label=\"Rob\">All of a sudden there would be this magical shift to Consumers buying earlier in the year and you know what that just didn\u2019t happen,\u00a0<\/span><span title=\"11:35 - 11:50\" data-start=\"00:11:34.974\" data-end=\"00:11:49.551\" data-spk=\"2\" data-label=\"Rob\">there was actually a really good point of why that didn\u2019t happen when you look at the first two weeks of November we saw some of the lowest discounting rates that we typically see during the holiday season and because of these lackluster deals.<\/span><br \/><span title=\"11:50 - 11:58\" data-start=\"00:11:49.678\" data-end=\"00:11:58.168\" data-spk=\"2\" data-label=\"Rob\">People really didn\u2019t buy anything they waited and they again went back to their normal buying Behavior.<\/span><br \/><span title=\"11:58 - 12:03\" data-start=\"00:11:58.307\" data-end=\"00:12:03.348\" data-spk=\"2\" data-label=\"Rob\">One other by-product out of that is those that did by early.<\/span><\/p>\n<p><small>[12:04]<\/small>\u00a0<span title=\"12:04 - 12:11\" data-start=\"00:12:03.661\" data-end=\"00:12:11.178\" data-spk=\"2\" data-label=\"Rob\">We saw that they actually return the product during cyber week cyber week last year 2022 at some of the highest.<\/span><br \/><span title=\"12:11 - 12:23\" data-start=\"00:12:11.286\" data-end=\"00:12:23.058\" data-spk=\"2\" data-label=\"Rob\">Return rates during that week of the entire season people were doing their own price adjustments if they bought the product earlier in the year and realize they could have gotten a better price so there\u2019s like.<\/span><br \/><span title=\"12:23 - 12:29\" data-start=\"00:12:23.196\" data-end=\"00:12:28.760\" data-spk=\"2\" data-label=\"Rob\">I don\u2019t know how you calculate a triple or quadruple whammy on the bottom line that retailer saw.<\/span><br \/><span title=\"12:29 - 12:40\" data-start=\"00:12:28.893\" data-end=\"00:12:40.424\" data-spk=\"2\" data-label=\"Rob\">Because they were hoping to chase the deals earlier or wait I should say for the deals into the season and consumers just didn\u2019t bite.<\/span><br \/><span title=\"12:41 - 12:45\" data-start=\"00:12:40.677\" data-end=\"00:12:44.666\" data-spk=\"2\" data-label=\"Rob\">Overall and then I\u2019ll stop talking for a second here is what we saw.<\/span><br \/><span title=\"12:45 - 12:59\" data-start=\"00:12:44.943\" data-end=\"00:12:58.890\" data-spk=\"2\" data-label=\"Rob\">For let\u2019s just take cyber week as an example in the u.s. we saw a nine percent year-over-year growth growth online and globally we saw a 2% growth so us was really buoying up the global number there\u00a0<\/span><span title=\"12:59 - 13:07\" data-start=\"00:12:58.782\" data-end=\"00:13:06.786\" data-spk=\"2\" data-label=\"Rob\">but a lot of that Sales Online happened right before cyber week and through the Thanksgiving holiday.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[13:07]<\/small>\u00a0<span title=\"13:07 - 13:15\" data-start=\"00:13:07.411\" data-end=\"00:13:15.096\" data-spk=\"1\" data-label=\"Scot\">Got it it\u2019s kind of coming back to me I Remember You coining The Phrase discount chicken I remembered that is that right remember.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[13:15]<\/small>\u00a0<span title=\"13:15 - 13:24\" data-start=\"00:13:14.796\" data-end=\"00:13:23.569\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah yeah totally and thank you so discount chicken you know for the first time that we saw,\u00a0<\/span><span title=\"13:24 - 13:27\" data-start=\"00:13:23.588\" data-end=\"00:13:26.994\" data-spk=\"2\" data-label=\"Rob\">retailers won the game of discount chicken last year\u00a0<\/span><span title=\"13:27 - 13:40\" data-start=\"00:13:26.832\" data-end=\"00:13:40.154\" data-spk=\"2\" data-label=\"Rob\">I\u2019m sorry in 2021 they tried to win again in 2022 but it just didn\u2019t happen consumers are really wise the real patient and now especially as they\u2019re seeing headwinds in their economic future\u00a0<\/span><span title=\"13:40 - 13:46\" data-start=\"00:13:40.040\" data-end=\"00:13:46.061\" data-spk=\"2\" data-label=\"Rob\">there\u2019s definitely searching out for better and best deals.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[13:46]<\/small>\u00a0<span title=\"13:46 - 14:00\" data-start=\"00:13:46.350\" data-end=\"00:13:59.846\" data-spk=\"1\" data-label=\"Scot\">Yeah this this kind of goes back to our data question it just occurred to me as we were talking about this obviously the macroeconomic is different now does that factor into your when you swirl all this together and you guys put together a funk forecast is that is that an input.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[14:00]<\/small>\u00a0<span title=\"14:00 - 14:07\" data-start=\"00:14:00.081\" data-end=\"00:14:06.931\" data-spk=\"2\" data-label=\"Rob\">Absolutely yeah for sure and another piece that we look at very closely because it\u2019s driven so much of\u00a0<\/span><span title=\"14:07 - 14:14\" data-start=\"00:14:06.895\" data-end=\"00:14:14.183\" data-spk=\"2\" data-label=\"Rob\">the growth over the last two years is inflation as well and so when you look at the last two years much of the online and growth\u00a0<\/span><span title=\"14:14 - 14:17\" data-start=\"00:14:14.118\" data-end=\"00:14:17.038\" data-spk=\"2\" data-label=\"Rob\">is from increased prices not increased\u00a0<\/span><span title=\"14:17 - 14:31\" data-start=\"00:14:16.930\" data-end=\"00:14:31.063\" data-spk=\"2\" data-label=\"Rob\">demand so people are just not getting as much from their dollar because of those increases we\u2019re starting to see that settle down the last couple quarters which is good news we\u2019re not quite seeing in Europe by the way but here in the US and so we\u2019re hoping,\u00a0<\/span><span title=\"14:31 - 14:39\" data-start=\"00:14:31.081\" data-end=\"00:14:38.532\" data-spk=\"2\" data-label=\"Rob\">some of the growth will come from We\u2019re anticipating I should say some of the growth this holiday season coming from actual increase demand.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[14:41]<\/small>\u00a0<span title=\"14:41 - 14:52\" data-start=\"00:14:40.534\" data-end=\"00:14:51.968\" data-spk=\"0\" data-label=\"Jason\">God so I want to I want to jump in the big reveal but a quick quiz first if you don\u2019t mind so last year us e-commerce growth nine percent\u00a0<\/span><span title=\"14:52 - 14:59\" data-start=\"00:14:51.873\" data-end=\"00:14:59.119\" data-spk=\"0\" data-label=\"Jason\">G20 21 was also an incredibly abnormal year do you remember what the actual number you guys got for 2021 was.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[15:00]<\/small>\u00a0<span title=\"15:00 - 15:02\" data-start=\"00:14:59.763\" data-end=\"00:15:02.124\" data-spk=\"2\" data-label=\"Rob\">For cyber week that\u2019s a.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[15:02]<\/small>\u00a0<span title=\"15:02 - 15:06\" data-start=\"00:15:01.824\" data-end=\"00:15:06.480\" data-spk=\"0\" data-label=\"Jason\">No or sorry for holiday if you don\u2019t have it it\u2019s fine.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[15:05]<\/small>\u00a0<span title=\"15:05 - 15:13\" data-start=\"00:15:04.696\" data-end=\"00:15:13.229\" data-spk=\"2\" data-label=\"Rob\">Overall holiday for 2021 was nine percent but that\u2019s Global so I\u2019d have to go back to see what it was with the US.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[15:13]<\/small>\u00a0<span title=\"15:13 - 15:23\" data-start=\"00:15:13.085\" data-end=\"00:15:22.603\" data-spk=\"0\" data-label=\"Jason\">No problem but so last year in the u.s. nine percent growth which was outlier for because Global growth was quite a bit softer.<\/span><br \/><span title=\"15:23 - 15:35\" data-start=\"00:15:22.868\" data-end=\"00:15:35.462\" data-spk=\"0\" data-label=\"Jason\">And so now here we are getting ready for Holiday 23 and what what do you think\u2019s going to happen when how much stuff we\u2019re going to sell online in November and December of twenty three in the US.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[15:35]<\/small>\u00a0<span title=\"15:35 - 15:36\" data-start=\"00:15:35.162\" data-end=\"00:15:36.099\" data-spk=\"2\" data-label=\"Rob\">Yeah,\u00a0<\/span><span title=\"15:36 - 15:48\" data-start=\"00:15:36.148\" data-end=\"00:15:47.745\" data-spk=\"2\" data-label=\"Rob\">so we\u2019re anticipating here in the US basically flat online growth and anybody I\u2019m talking to is candidly quite okay\u00a0<\/span><span title=\"15:48 - 15:57\" data-start=\"00:15:47.721\" data-end=\"00:15:56.692\" data-spk=\"2\" data-label=\"Rob\">with that and let me tell you why they\u2019re not overly bullish about significant growth online this year.<\/span><br \/><span title=\"15:57 - 16:00\" data-start=\"00:15:57.023\" data-end=\"00:16:00.093\" data-spk=\"2\" data-label=\"Rob\">For two major factors one is,\u00a0<\/span><span title=\"16:00 - 16:14\" data-start=\"00:16:00.130\" data-end=\"00:16:14.161\" data-spk=\"2\" data-label=\"Rob\">we actually looked at the kegger over the last couple of years going back to 2019 and if things play out the way we anticipate we\u2019re still looking at for the holiday season\u00a0<\/span><span title=\"16:14 - 16:24\" data-start=\"00:16:14.125\" data-end=\"00:16:23.577\" data-spk=\"2\" data-label=\"Rob\">compound annual growth of somewhere between 20 and 25% and so we\u2019re really where we are better than where we\u2019ve been\u00a0<\/span><span title=\"16:24 - 16:27\" data-start=\"00:16:23.523\" data-end=\"00:16:26.792\" data-spk=\"2\" data-label=\"Rob\">in 2019 year-over-year so we\u2019re you know\u00a0<\/span><span title=\"16:27 - 16:40\" data-start=\"00:16:26.726\" data-end=\"00:16:40.432\" data-spk=\"2\" data-label=\"Rob\">we\u2019ve been looking at these data points for quite some time during the holiday season if we\u2019re going to do 10 to 12 to 13 percent year-over-year growth online we\u2019re feeling really good and we\u2019ve seen the average over the last couple of years\u00a0<\/span><span title=\"16:40 - 16:50\" data-start=\"00:16:40.288\" data-end=\"00:16:49.692\" data-spk=\"2\" data-label=\"Rob\">come out well over that so there\u2019s a baseline that we\u2019re still needing to consider as we think about growth the second factor is.<\/span><\/p>\n<p><small>[16:50]<\/small>\u00a0<span title=\"16:50 - 16:51\" data-start=\"00:16:50.245\" data-end=\"00:16:51.164\" data-spk=\"2\" data-label=\"Rob\">The store.<\/span><br \/><span title=\"16:52 - 17:04\" data-start=\"00:16:51.555\" data-end=\"00:17:03.603\" data-spk=\"2\" data-label=\"Rob\">And we can\u2019t forget about even though our data doesn\u2019t explicitly account for that what we\u2019ve seen in our data is that people are still going online very,\u00a0<\/span><span title=\"17:04 - 17:10\" data-start=\"00:17:03.616\" data-end=\"00:17:10.189\" data-spk=\"2\" data-label=\"Rob\">aggressively meaning traffic quarter-over-quarter year-over-year is still really strong\u00a0<\/span><span title=\"17:10 - 17:20\" data-start=\"00:17:10.148\" data-end=\"00:17:20.326\" data-spk=\"2\" data-label=\"Rob\">however what we\u2019re finding is people are then doing what they\u2019ve naturally done for a long time which is in many cases then go into the store to actually make\u00a0<\/span><span title=\"17:20 - 17:29\" data-start=\"00:17:20.279\" data-end=\"00:17:29.304\" data-spk=\"2\" data-label=\"Rob\">the purchase and so it doesn\u2019t necessarily tell when you look at flat growth year over year for the holiday season\u00a0<\/span><span title=\"17:29 - 17:42\" data-start=\"00:17:29.166\" data-end=\"00:17:41.538\" data-spk=\"2\" data-label=\"Rob\">the entire story we\u2019re still feeling really good about it what helps us by the way one more caveat that I\u2019ll put in there and I should have mentioned it\u2019s got just a moment ago when you asked how we get to the numbers one of the key influences,\u00a0<\/span><span title=\"17:42 - 17:54\" data-start=\"00:17:41.569\" data-end=\"00:17:53.641\" data-spk=\"2\" data-label=\"Rob\">is what does it October look like and particularly prime or we should I was about to say Prime day but the prime big deal days and so what we\u2019ve seen when it first came out a nice halo effect.<\/span><br \/><span title=\"17:54 - 18:02\" data-start=\"00:17:53.876\" data-end=\"00:18:01.765\" data-spk=\"2\" data-label=\"Rob\">And we still see a halo effect certainly during the dog days of summer in July since the Inception of prime day.<\/span><br \/><span title=\"18:02 - 18:09\" data-start=\"00:18:02.240\" data-end=\"00:18:09.487\" data-spk=\"2\" data-label=\"Rob\">What was that 56 years ago but we although we saw bumps in the early part when it.<\/span><br \/><span title=\"18:10 - 18:18\" data-start=\"00:18:09.721\" data-end=\"00:18:17.521\" data-spk=\"2\" data-label=\"Rob\">First was established in October there wasn\u2019t a significant halo effect that happened during Pride a meaning those.<\/span><\/p>\n<p><small>[18:18]<\/small>\u00a0<span title=\"18:18 - 18:24\" data-start=\"00:18:18.230\" data-end=\"00:18:24.053\" data-spk=\"2\" data-label=\"Rob\">Not named Amazon during the October event we saw nice traffic we though saw\u00a0<\/span><span title=\"18:24 - 18:38\" data-start=\"00:18:23.891\" data-end=\"00:18:38.474\" data-spk=\"2\" data-label=\"Rob\">really low discount rates once again so people were being patient they\u2019re biding their time and so we are seeing some nice add to cart rates as well so we saw people were poking around they were doing their research they were starting to.<\/span><br \/><span title=\"18:39 - 18:53\" data-start=\"00:18:38.637\" data-end=\"00:18:52.656\" data-spk=\"2\" data-label=\"Rob\">Think about what their holiday gifting this look like but they were waiting and so that\u2019s my long way of saying we\u2019re anticipating a fairly moderate holiday but we\u2019re not at all discouraged by what we.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[18:54]<\/small>\u00a0<span title=\"18:54 - 19:05\" data-start=\"00:18:53.744\" data-end=\"00:19:05.257\" data-spk=\"0\" data-label=\"Jason\">Totally fair and so and I want to put your forecast in a little bit of context but before I do you kind of open the door on this whole October and shape of holiday thing like hey.<\/span><br \/><span title=\"19:05 - 19:12\" data-start=\"00:19:05.377\" data-end=\"00:19:12.179\" data-spk=\"0\" data-label=\"Jason\">Super useful to have historical consistency so I\u2019m glad you guys report.<\/span><br \/><span title=\"19:12 - 19:23\" data-start=\"00:19:12.252\" data-end=\"00:19:23.470\" data-spk=\"0\" data-label=\"Jason\">The same time period every year right like I\u2019m by no means proposing that everyone should change periods but it is interesting there\u2019s there\u2019s a lot more promotional activity.<\/span><br \/><span title=\"19:24 - 19:33\" data-start=\"00:19:23.813\" data-end=\"00:19:33.187\" data-spk=\"0\" data-label=\"Jason\">Happening in October than was true 10 years ago right and in very specific ways you convoluted 22 years ago,\u00a0<\/span><span title=\"19:33 - 19:48\" data-start=\"00:19:33.230\" data-end=\"00:19:48.228\" data-spk=\"0\" data-label=\"Jason\">Prime day was cancelled in summer and happened in October and then they move prom date back to Summer but they added this second prime day and put a lot more marketing behind it this year than last year so and every other retailer on the planet.<\/span><br \/><span title=\"19:48 - 19:52\" data-start=\"00:19:48.324\" data-end=\"00:19:52.200\" data-spk=\"0\" data-label=\"Jason\">Counter programs against that that holiday and so there\u2019s been a.<\/span><br \/><span title=\"19:52 - 20:03\" data-start=\"00:19:52.447\" data-end=\"00:20:03.166\" data-spk=\"0\" data-label=\"Jason\">An increasing amount of pressure to pull sales in in October and then on the flip side a lot of people feel like holiday doesn\u2019t really end.<\/span><br \/><span title=\"20:03 - 20:17\" data-start=\"00:20:03.281\" data-end=\"00:20:17.185\" data-spk=\"0\" data-label=\"Jason\">And told mid to late January and there\u2019s a variety of reasons for that but one very particular one heck of a lot of gift cards get sold and gifted during holidays and they get redeemed.<\/span><\/p>\n<p><small>[20:18]<\/small>\u00a0<span title=\"20:18 - 20:28\" data-start=\"00:20:17.655\" data-end=\"00:20:27.521\" data-spk=\"0\" data-label=\"Jason\">Predominantly in January and so I guess I\u2019m just kind of curious I\u2019m not sure you would have necessary data behind this but like\u00a0<\/span><span title=\"20:28 - 20:32\" data-start=\"00:20:27.509\" data-end=\"00:20:32.100\" data-spk=\"0\" data-label=\"Jason\">it does feel like holiday is flattening out and I know you guys\u00a0<\/span><span title=\"20:32 - 20:42\" data-start=\"00:20:32.022\" data-end=\"00:20:41.606\" data-spk=\"0\" data-label=\"Jason\">pay particular attention to cyber week which you know is still a huge outlier and obviously we see way more sales on Cyber week than a traditional holiday week but.<\/span><br \/><span title=\"20:42 - 20:43\" data-start=\"00:20:41.685\" data-end=\"00:20:42.970\" data-spk=\"0\" data-label=\"Jason\">As a.<\/span><br \/><span title=\"20:44 - 20:53\" data-start=\"00:20:43.572\" data-end=\"00:20:53.114\" data-spk=\"0\" data-label=\"Jason\">Relation to the total holiday period it does feel like that spike is starting to flatten out a little bit like do you see holiday getting kind of stretched and flattened.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[20:53]<\/small>\u00a0<span title=\"20:53 - 21:03\" data-start=\"00:20:53.469\" data-end=\"00:21:03.119\" data-spk=\"2\" data-label=\"Rob\">Yeah I love the question in this I feel like we could look back you know in a year or 25 years and do a whole.<\/span><\/p>\n<p><small>[21:03]<\/small>\u00a0<span title=\"21:03 - 21:07\" data-start=\"00:21:03.203\" data-end=\"00:21:06.892\" data-spk=\"2\" data-label=\"Rob\">I don\u2019t know extensive research project around how,\u00a0<\/span><span title=\"21:07 - 21:20\" data-start=\"00:21:06.905\" data-end=\"00:21:19.566\" data-spk=\"2\" data-label=\"Rob\">people in mindset and shopping has evolved because it has and of course the pandemic had a big accelerator to that what we\u2019ve seen in our data Jason is\u00a0<\/span><span title=\"21:19 - 21:29\" data-start=\"00:21:19.494\" data-end=\"00:21:29.168\" data-spk=\"2\" data-label=\"Rob\">there has been a flattening out throughout cyber week meeting the big Spikes have typically been Black Friday and Cyber Monday and those still remain\u00a0<\/span><span title=\"21:29 - 21:38\" data-start=\"00:21:29.054\" data-end=\"00:21:38.080\" data-spk=\"2\" data-label=\"Rob\">the two largest online days of the entire year but we are seeing a flattening out throughout the entire week but we haven\u2019t seen\u00a0<\/span><span title=\"21:38 - 21:41\" data-start=\"00:21:38.074\" data-end=\"00:21:40.784\" data-spk=\"2\" data-label=\"Rob\">a lot of the sales,\u00a0<\/span><span title=\"21:41 - 21:50\" data-start=\"00:21:40.832\" data-end=\"00:21:49.605\" data-spk=\"2\" data-label=\"Rob\">when it\u2019s all said and done pulled into October we do see a little bit of a blip in and around,\u00a0<\/span><span title=\"21:50 - 22:04\" data-start=\"00:21:49.617\" data-end=\"00:22:04.453\" data-spk=\"2\" data-label=\"Rob\">the big deal days and we actually to your point other retailers have preempted the sales and we saw that in July as well meaning doing sales events the week before and it does draw them up,\u00a0<\/span><span title=\"22:04 - 22:19\" data-start=\"00:22:04.466\" data-end=\"00:22:18.707\" data-spk=\"2\" data-label=\"Rob\">some traffic but we haven\u2019t seen a large portion being pulled into that time period what I will also say again lackluster discounts played a big role we\u2019re anticipating,\u00a0<\/span><span title=\"22:19 - 22:28\" data-start=\"00:22:18.713\" data-end=\"00:22:28.405\" data-spk=\"2\" data-label=\"Rob\">comparing big deal days to cyber week cyber week we\u2019ll see about a 40% higher discounting rate.<\/span><\/p>\n<p><small>[22:28]<\/small>\u00a0<span title=\"22:28 - 22:37\" data-start=\"00:22:28.496\" data-end=\"00:22:36.620\" data-spk=\"2\" data-label=\"Rob\">Then what we witnessed just a couple of weeks ago in October you are totally right by the way that.<\/span><\/p>\n<p><small>[22:37]<\/small>\u00a0<span title=\"22:37 - 22:46\" data-start=\"00:22:37.113\" data-end=\"00:22:45.970\" data-spk=\"2\" data-label=\"Rob\">The holiday season does definitely extend through December and into January that\u2019s why most every retailer has there.<\/span><br \/><span title=\"22:46 - 23:01\" data-start=\"00:22:46.097\" data-end=\"00:23:00.788\" data-spk=\"2\" data-label=\"Rob\">You know fiscal year ending in January so they can really reconcile and get out from under what happened in the holiday not just gift cards but all of the returns and exchanges that invariably happen as well\u00a0<\/span><span title=\"23:01 - 23:06\" data-start=\"00:23:00.687\" data-end=\"00:23:06.437\" data-spk=\"2\" data-label=\"Rob\">but at the end of the day just put a nice little underscore here\u00a0<\/span><span title=\"23:06 - 23:11\" data-start=\"00:23:06.317\" data-end=\"00:23:10.884\" data-spk=\"2\" data-label=\"Rob\">is in 2020 and 2021 we did see\u00a0<\/span><span title=\"23:11 - 23:25\" data-start=\"00:23:10.872\" data-end=\"00:23:25.329\" data-spk=\"2\" data-label=\"Rob\">a bit of pulling forward into October a couple of percentage points of sales but we\u2019re forecasting that 25% of all holiday sales will happen again as we Define it the 7-Day is of cyber week.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[23:27]<\/small>\u00a0<span title=\"23:27 - 23:33\" data-start=\"00:23:26.868\" data-end=\"00:23:33.382\" data-spk=\"0\" data-label=\"Jason\">Interesting very cool okay so before we dive into some more granular topics I do\u00a0<\/span><span title=\"23:33 - 23:45\" data-start=\"00:23:33.220\" data-end=\"00:23:44.865\" data-spk=\"0\" data-label=\"Jason\">you want to put the 9% in context and some listeners will be familiar with Nate silver and his poll of polls in the the kind of boring,\u00a0<\/span><span title=\"23:45 - 23:55\" data-start=\"00:23:44.889\" data-end=\"00:23:55.008\" data-spk=\"0\" data-label=\"Jason\">boring a political forecast but the way more interesting March Madness forecast so I like to fancy myself as the Nate silver of e-commerce\u00a0<\/span><span title=\"23:55 - 24:01\" data-start=\"00:23:54.997\" data-end=\"00:24:01.029\" data-spk=\"0\" data-label=\"Jason\">and so I do try to watch all of this data and huge caveat,\u00a0<\/span><span title=\"24:01 - 24:07\" data-start=\"00:24:01.072\" data-end=\"00:24:07.068\" data-spk=\"0\" data-label=\"Jason\">nobody\u2019s data is Apples to Apples right so it\u2019s not really a matter of though this number doesn\u2019t match up to this number.<\/span><br \/><span title=\"24:07 - 24:19\" data-start=\"00:24:07.213\" data-end=\"00:24:18.984\" data-spk=\"0\" data-label=\"Jason\">Everyone has a slightly different definition of what e-commerce means everyone has a slightly different set of dates that they\u2019re looking at and they have different methodologies right so your methodology\u00a0<\/span><span title=\"24:19 - 24:27\" data-start=\"00:24:18.901\" data-end=\"00:24:27.217\" data-spk=\"0\" data-label=\"Jason\">I feel like you get perfectly accurate data from a slice of the market right like there\u2019s there\u2019s no like.<\/span><br \/><span title=\"24:27 - 24:29\" data-start=\"00:24:27.343\" data-end=\"00:24:29.272\" data-spk=\"0\" data-label=\"Jason\">Human.<\/span><\/p>\n<p><small>[24:30]<\/small>\u00a0<span title=\"24:30 - 24:41\" data-start=\"00:24:29.957\" data-end=\"00:24:41.218\" data-spk=\"0\" data-label=\"Jason\">Are introducing your data because it\u2019s coming right from the systems and that the challenge for you guys is to take your slice and extend that to the the entire world of retail.<\/span><br \/><span title=\"24:42 - 24:46\" data-start=\"00:24:41.645\" data-end=\"00:24:45.833\" data-spk=\"0\" data-label=\"Jason\">The and I feel like you guys do that really well.<\/span><br \/><span title=\"24:46 - 24:56\" data-start=\"00:24:46.122\" data-end=\"00:24:56.187\" data-spk=\"0\" data-label=\"Jason\">So another data source that of course people are sick of me talking about is the US Department of Commerce which are these like surveys that they force retailers to fill out and.<\/span><br \/><span title=\"24:56 - 24:57\" data-start=\"00:24:56.457\" data-end=\"00:24:57.148\" data-spk=\"0\" data-label=\"Jason\">There\u2019s.<\/span><br \/><span title=\"24:58 - 25:08\" data-start=\"00:24:57.611\" data-end=\"00:25:07.556\" data-spk=\"0\" data-label=\"Jason\">Entirely different challenges and flaws in their survey methodology and how they defined e-commerce but just to kind of put things in perspective.<\/span><br \/><span title=\"25:08 - 25:22\" data-start=\"00:25:07.965\" data-end=\"00:25:22.308\" data-spk=\"0\" data-label=\"Jason\">I\u2019m going to talk about they give us both brick-and-mortar and e-commerce data and so I pulled right before a show I pulled their data for the historical averages of November and December and so for the 27 years before covid-19.<\/span><br \/><span title=\"25:23 - 25:26\" data-start=\"00:25:22.651\" data-end=\"00:25:25.703\" data-spk=\"0\" data-label=\"Jason\">November and December sales grew,\u00a0<\/span><span title=\"25:26 - 25:37\" data-start=\"00:25:25.764\" data-end=\"00:25:36.525\" data-spk=\"0\" data-label=\"Jason\">3.8 5% per year so that\u2019s brick-and-mortar that\u2019s not related to the number you gave it all so average retail growth in that States of America \/ the US Department of Commerce\u00a0<\/span><span title=\"25:37 - 25:44\" data-start=\"00:25:36.520\" data-end=\"00:25:44.457\" data-spk=\"0\" data-label=\"Jason\">in November and December three point eight five percent so and then I remind people the three covid years 20 21 and 22.<\/span><\/p>\n<p><small>[25:45]<\/small>\u00a0<span title=\"25:45 - 25:55\" data-start=\"00:25:44.530\" data-end=\"00:25:54.547\" data-spk=\"0\" data-label=\"Jason\">Were the greatest three years in the history of retail right because we didn\u2019t let anyone spend any money on travel and we mailed 10 trillion dollars to every man woman and child in America,\u00a0<\/span><span title=\"25:55 - 26:04\" data-start=\"00:25:54.589\" data-end=\"00:26:04.359\" data-spk=\"0\" data-label=\"Jason\">to spend and so via the US Department of Commerce data 2020 Drew 9.2 percent.<\/span><\/p>\n<p><small>[26:04]<\/small>\u00a0<span title=\"26:04 - 26:13\" data-start=\"00:26:04.426\" data-end=\"00:26:13.367\" data-spk=\"0\" data-label=\"Jason\">20:21 Drew 12.5 percent in 2020 to grew 5.4% so three straight years of,\u00a0<\/span><span title=\"26:13 - 26:22\" data-start=\"00:26:13.367\" data-end=\"00:26:22.495\" data-spk=\"0\" data-label=\"Jason\">way over the historical average growth right and then using that same methodology they US Department of Commerce reports\u00a0<\/span><span title=\"26:22 - 26:31\" data-start=\"00:26:22.483\" data-end=\"00:26:31.454\" data-spk=\"0\" data-label=\"Jason\">internet sales I\u2019m way more skeptical of their internet sales because of the methodology in the way they Define it but just to put it in perspective.<\/span><\/p>\n<p><small>[26:32]<\/small>\u00a0<span title=\"26:32 - 26:39\" data-start=\"00:26:31.509\" data-end=\"00:26:38.966\" data-spk=\"0\" data-label=\"Jason\">For the 27 years before covid they have e-commerce growing eleven point two five percent a year\u00a0<\/span><span title=\"26:39 - 26:51\" data-start=\"00:26:38.960\" data-end=\"00:26:51.302\" data-spk=\"0\" data-label=\"Jason\">and so then 2020 when everyone was locked in the house and not going to retail we had this monster year e-commerce group 35% in November and December from their data and then the following year\u00a0<\/span><span title=\"26:51 - 27:05\" data-start=\"00:26:51.291\" data-end=\"00:27:04.648\" data-spk=\"0\" data-label=\"Jason\">because there was sort of a rebound and a return into two brick-and-mortar sales e-commerce sales were actually lower than the industry average so 2021 they had sales at 10.5% so a little bit off of\u00a0<\/span><span title=\"27:05 - 27:12\" data-start=\"00:27:04.637\" data-end=\"00:27:12.298\" data-spk=\"0\" data-label=\"Jason\">the historical average and then last year they were the softest of all they were seven point six eight percent which is the slowest\u00a0<\/span><span title=\"27:12 - 27:17\" data-start=\"00:27:12.274\" data-end=\"00:27:17.280\" data-spk=\"0\" data-label=\"Jason\">e-commerce growth in Holiday in the last 30 years\u00a0<\/span><span title=\"27:17 - 27:30\" data-start=\"00:27:17.172\" data-end=\"00:27:30.121\" data-spk=\"0\" data-label=\"Jason\">so that\u2019s just kind of an interesting context right so the orders of magnitude are all right you had nine percent growth last year they had seven point six percent growth they don\u2019t forecast of course\u00a0<\/span><span title=\"27:30 - 27:31\" data-start=\"00:27:29.995\" data-end=\"00:27:31.269\" data-spk=\"0\" data-label=\"Jason\">and so then\u00a0<\/span><span title=\"27:31 - 27:45\" data-start=\"00:27:31.125\" data-end=\"00:27:45.023\" data-spk=\"0\" data-label=\"Jason\">I start looking at the forecast and a big forecast that comes out every year we\u2019re all friends of the NRF here and there in RF members the NRF just did their holiday forecast their forecasting brick-and-mortar growing three to four percent so.<\/span><\/p>\n<p><small>[27:45]<\/small>\u00a0<span title=\"27:45 - 27:57\" data-start=\"00:27:45.084\" data-end=\"00:27:57.354\" data-spk=\"0\" data-label=\"Jason\">Pretty much in line with that historical average that\u2019s a deceleration from last year which was 5.4% and they\u2019re forecasting internet sales of 7.9 percent so they\u2019re kind of\u00a0<\/span><span title=\"27:57 - 28:07\" data-start=\"00:27:57.330\" data-end=\"00:28:07.245\" data-spk=\"0\" data-label=\"Jason\">perfectly splitting the difference between the US Department of Commerce and Salesforce for whatever that\u2019s worth by pretty pretty broad range and so that just\u00a0<\/span><span title=\"28:07 - 28:18\" data-start=\"00:28:07.113\" data-end=\"00:28:17.550\" data-spk=\"0\" data-label=\"Jason\">kind of passes my quick sanity check Deloitte also does a forecast now deloitte\u2019s forecast is a different time range they consider holiday November to January\u00a0<\/span><span title=\"28:17 - 28:26\" data-start=\"00:28:17.353\" data-end=\"00:28:25.759\" data-spk=\"0\" data-label=\"Jason\">and they\u2019re forecasting brick-and-mortar 3.5 to four point six percent so a little more optimistic and they\u2019re forecasting e-commerce\u00a0<\/span><span title=\"28:26 - 28:33\" data-start=\"00:28:25.645\" data-end=\"00:28:33.204\" data-spk=\"0\" data-label=\"Jason\">at ten point three to twelve point eight percent so again a little more optimistic and then Bain\u00a0<\/span><span title=\"28:33 - 28:46\" data-start=\"00:28:33.114\" data-end=\"00:28:45.877\" data-spk=\"0\" data-label=\"Jason\">did a forecast this year and they have three percent brick-and-mortar so I just wanted to throw that out there that most people are expecting this kind of three to four percent brick-and-mortar growth and this kind of\u00a0<\/span><span title=\"28:46 - 28:50\" data-start=\"00:28:45.872\" data-end=\"00:28:50.126\" data-spk=\"0\" data-label=\"Jason\">we\u2019ll call it eight to eleven percent e-commerce growth.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[28:51]<\/small>\u00a0<span title=\"28:51 - 28:54\" data-start=\"00:28:51.316\" data-end=\"00:28:54.032\" data-spk=\"2\" data-label=\"Rob\">Yeah and I would say given what you just talked about.<\/span><br \/><span title=\"28:54 - 29:05\" data-start=\"00:28:54.254\" data-end=\"00:29:05.100\" data-spk=\"2\" data-label=\"Rob\">Others a bit more bullish on the e-commerce growth than we are but I think directionally both brick and mortar and e-commerce are telling a very similar story\u00a0<\/span><span title=\"29:05 - 29:13\" data-start=\"00:29:05.035\" data-end=\"00:29:12.780\" data-spk=\"2\" data-label=\"Rob\">which is e-commerce is still alive and kicking but it now has to be looked at in the context of brick and mortar\u00a0<\/span><span title=\"29:13 - 29:15\" data-start=\"00:29:12.774\" data-end=\"00:29:15.057\" data-spk=\"2\" data-label=\"Rob\">and I think there\u2019s a lot of factors in that\u00a0<\/span><span title=\"29:15 - 29:23\" data-start=\"00:29:14.992\" data-end=\"00:29:23.440\" data-spk=\"2\" data-label=\"Rob\">that actually will make the reporting moving forward even more difficult it is making it difficult and Jason you and I have talked about this before it\u2019s just\u00a0<\/span><span title=\"29:23 - 29:29\" data-start=\"00:29:23.344\" data-end=\"00:29:29.179\" data-spk=\"2\" data-label=\"Rob\">the attribution models because it\u2019s not just about last-click anymore especially as people might\u00a0<\/span><span title=\"29:29 - 29:38\" data-start=\"00:29:29.107\" data-end=\"00:29:38.174\" data-spk=\"2\" data-label=\"Rob\">you know in many cases go online and then go into the store where\u2019s that last click and how is that I\u2019d be factored so everything from.<\/span><\/p>\n<p><small>[29:38]<\/small>\u00a0<span title=\"29:38 - 29:43\" data-start=\"00:29:38.421\" data-end=\"00:29:43.048\" data-spk=\"2\" data-label=\"Rob\">What we had anticipated in seeing around,\u00a0<\/span><span title=\"29:43 - 29:52\" data-start=\"00:29:43.084\" data-end=\"00:29:51.965\" data-spk=\"2\" data-label=\"Rob\">you know 60% of digital sales now influenced by the physical store because the associate is driving demand through,\u00a0<\/span><span title=\"29:52 - 30:00\" data-start=\"00:29:51.965\" data-end=\"00:29:59.771\" data-spk=\"2\" data-label=\"Rob\">customer service or client telling or social media or they\u2019re fulfilling Demand with being able to,\u00a0<\/span><span title=\"30:00 - 30:03\" data-start=\"00:29:59.789\" data-end=\"00:30:03.112\" data-spk=\"2\" data-label=\"Rob\">you know pick pack and ship and online order.<\/span><br \/><span title=\"30:03 - 30:12\" data-start=\"00:30:03.311\" data-end=\"00:30:12.258\" data-spk=\"2\" data-label=\"Rob\">Or what\u2019s happening in digital as well in terms of people buying online and then picking up in or around the store so I think what is super interesting.<\/span><br \/><span title=\"30:12 - 30:20\" data-start=\"00:30:12.348\" data-end=\"00:30:19.571\" data-spk=\"2\" data-label=\"Rob\">In addition to what you said is how these metrics might evolve over time because it will depend a lot on,\u00a0<\/span><span title=\"30:20 - 30:33\" data-start=\"00:30:19.607\" data-end=\"00:30:32.532\" data-spk=\"2\" data-label=\"Rob\">by retailer who\u2019s getting the credit and I know that\u2019s something that\u2019s been talked about for quite some time but literally how to is it how is it being accounted for and what does that do to how their reporting the numbers.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[30:33]<\/small>\u00a0<span title=\"30:33 - 30:46\" data-start=\"00:30:32.701\" data-end=\"00:30:46.293\" data-spk=\"0\" data-label=\"Jason\">Yeah couldn\u2019t agree more and just 11 sort of example to illustrate that 11 kind of category that sold almost no meaningful volume online before the pandemic was grocery right second biggest\u00a0<\/span><span title=\"30:46 - 30:49\" data-start=\"00:30:46.269\" data-end=\"00:30:49.165\" data-spk=\"0\" data-label=\"Jason\">category of consumer spending\u00a0<\/span><span title=\"30:49 - 31:03\" data-start=\"00:30:48.943\" data-end=\"00:31:03.299\" data-spk=\"0\" data-label=\"Jason\">but none of it was online before the pandemic now depending on how you count ten to twelve percent of its online and guess what it all gets attributed as store sales right because it all it\u2019s all bananas that are getting delivered from a store and you know so\u00a0<\/span><span title=\"31:03 - 31:08\" data-start=\"00:31:03.077\" data-end=\"00:31:08.214\" data-spk=\"0\" data-label=\"Jason\">100% of instacart sales look like store sales to the retailer.<\/span><br \/><span title=\"31:08 - 31:14\" data-start=\"00:31:08.491\" data-end=\"00:31:14.175\" data-spk=\"0\" data-label=\"Jason\">And so it like I agree with you it\u2019s just it\u2019s just getting more and more convoluted.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[31:14]<\/small>\u00a0<span title=\"31:14 - 31:17\" data-start=\"00:31:14.260\" data-end=\"00:31:16.711\" data-spk=\"2\" data-label=\"Rob\">Yeah well it\u2019s an interesting point around grocery\u00a0<\/span><span title=\"31:17 - 31:29\" data-start=\"00:31:16.639\" data-end=\"00:31:29.168\" data-spk=\"2\" data-label=\"Rob\">you know our data showed in 2020 and most of 2021 we saw Triple digit growth year over year because of what you just talked about you just wouldn\u2019t ordinarily or historically by\u00a0<\/span><span title=\"31:29 - 31:38\" data-start=\"00:31:29.072\" data-end=\"00:31:38.308\" data-spk=\"2\" data-label=\"Rob\">groceries online what drove a lot of that and what I think will drive Behavior moving forward is in 2020 we saw a 40-percent\u00a0<\/span><span title=\"31:38 - 31:40\" data-start=\"00:31:38.236\" data-end=\"00:31:39.948\" data-spk=\"2\" data-label=\"Rob\">increase of net new.<\/span><br \/><span title=\"31:40 - 31:54\" data-start=\"00:31:40.051\" data-end=\"00:31:53.739\" data-spk=\"2\" data-label=\"Rob\">Digital Shoppers so these are people that hang out online but they wouldn\u2019t click the buy button and so a lot of those people now want to go back into the store but they\u2019re using digital they\u2019re using their phone in particular to really be that connective tissue.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[31:55]<\/small>\u00a0<span title=\"31:55 - 32:00\" data-start=\"00:31:54.845\" data-end=\"00:32:00.349\" data-spk=\"1\" data-label=\"Scot\">What\u2019s a continue to peel the onion here you hit on this a little bit but\u00a0<\/span><span title=\"32:00 - 32:11\" data-start=\"00:32:00.217\" data-end=\"00:32:10.660\" data-spk=\"1\" data-label=\"Scot\">tell us more about what you think is coming up in the 2023 cyber week for example if I recall last year Cyber Monday was the biggest e-commerce Day Ever set,\u00a0<\/span><span title=\"32:11 - 32:13\" data-start=\"00:32:10.661\" data-end=\"00:32:13.449\" data-spk=\"1\" data-label=\"Scot\">is that did you guys agree with that or what\u2019s a my misremembering.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[32:14]<\/small>\u00a0<span title=\"32:14 - 32:19\" data-start=\"00:32:13.665\" data-end=\"00:32:18.977\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah so we actually have seen Black Friday actually.<\/span><br \/><span title=\"32:19 - 32:28\" data-start=\"00:32:19.098\" data-end=\"00:32:27.828\" data-spk=\"2\" data-label=\"Rob\">Bust up to the largest I know that\u2019s kind of hard to how others have looked at it but they\u2019re both really strong and we anticipate that being\u00a0<\/span><span title=\"32:28 - 32:36\" data-start=\"00:32:27.805\" data-end=\"00:32:35.808\" data-spk=\"2\" data-label=\"Rob\">the case again again though we are seeing a bit of smoothing out of demand throughout the seven days.<\/span><\/p>\n<p><small>[32:36]<\/small>\u00a0<span title=\"32:36 - 32:41\" data-start=\"00:32:36.103\" data-end=\"00:32:41.289\" data-spk=\"2\" data-label=\"Rob\">Particularly on phones and I guess that\u2019s not a big butt\u00a0<\/span><span title=\"32:41 - 32:54\" data-start=\"00:32:41.193\" data-end=\"00:32:53.872\" data-spk=\"2\" data-label=\"Rob\">when we weren\u2019t traveling we saw the Resurgence of you know iPads and tablets and actual regular computers especially when you get nice groovy one Scott like you did just recently\u00a0<\/span><span title=\"32:54 - 32:59\" data-start=\"00:32:53.848\" data-end=\"00:32:59.142\" data-spk=\"2\" data-label=\"Rob\">but anyways I am getting distracted here by your awesome new computer but.<\/span><br \/><span title=\"32:59 - 33:08\" data-start=\"00:32:59.304\" data-end=\"00:33:08.456\" data-spk=\"2\" data-label=\"Rob\">What we are now seeing though is I move back to mobile and what we saw also during Thanksgiving a really strong traffic\u00a0<\/span><span title=\"33:08 - 33:16\" data-start=\"00:33:08.318\" data-end=\"00:33:15.841\" data-spk=\"2\" data-label=\"Rob\">particularly local times between 4:00 and 8:00 if you think about it that\u2019s essentially when people are finishing their Thanksgiving\u00a0<\/span><span title=\"33:16 - 33:24\" data-start=\"00:33:15.709\" data-end=\"00:33:23.947\" data-spk=\"2\" data-label=\"Rob\">Neil and they need a little break there sitting on their couch and they pull out their phone and so we\u2019re seeing a lot of traffic.<\/span><br \/><span title=\"33:24 - 33:34\" data-start=\"00:33:24.098\" data-end=\"00:33:33.928\" data-spk=\"2\" data-label=\"Rob\">Via Mobile and social as well by the way we are anticipating and we predicted this going back in June that we\u2019re going to see.<\/span><br \/><span title=\"33:34 - 33:39\" data-start=\"00:33:34.121\" data-end=\"00:33:38.946\" data-spk=\"2\" data-label=\"Rob\">Traffic via social be at a 10 times higher rate.<\/span><br \/><span title=\"33:39 - 33:49\" data-start=\"00:33:39.036\" data-end=\"00:33:48.987\" data-spk=\"2\" data-label=\"Rob\">Than traditional marketing so there\u2019s a lot of budget being pushed towards that media and we\u2019re seeing.<\/span><\/p>\n<p><small>[33:49]<\/small>\u00a0<span title=\"33:49 - 33:59\" data-start=\"00:33:49.324\" data-end=\"00:33:59.376\" data-spk=\"2\" data-label=\"Rob\">A lot of success there now they\u2019re still a bit of a gap in terms of conversion rate through that channel but again if you connect the dots mobile.<\/span><br \/><span title=\"33:59 - 34:09\" data-start=\"00:33:59.491\" data-end=\"00:34:08.660\" data-spk=\"2\" data-label=\"Rob\">And social happening over cyber week in particular on Thanksgiving it\u2019s going to be really strong and we\u2019re seeing again retailers lean into that.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[34:10]<\/small>\u00a0<span title=\"34:10 - 34:17\" data-start=\"00:34:09.965\" data-end=\"00:34:17.289\" data-spk=\"1\" data-label=\"Scot\">So Black Friday was bigger growth last year or bigger absolute dollars or both.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[34:18]<\/small>\u00a0<span title=\"34:18 - 34:27\" data-start=\"00:34:17.843\" data-end=\"00:34:27.391\" data-spk=\"2\" data-label=\"Rob\">For us it was biggest absolute dollars the growth was essentially spot-on for both Cyber Monday and Black Friday.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[34:28]<\/small>\u00a0<span title=\"34:28 - 34:32\" data-start=\"00:34:28.124\" data-end=\"00:34:32.228\" data-spk=\"1\" data-label=\"Scot\">Jason and I\u2019m assuming that did other people say it was Cyber Monday or it was at all.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[34:32]<\/small>\u00a0<span title=\"34:32 - 34:39\" data-start=\"00:34:31.928\" data-end=\"00:34:39.415\" data-spk=\"0\" data-label=\"Jason\">Yeah they\u2019re they\u2019re different different folks had that different Peak yeah so but.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[34:39]<\/small>\u00a0<span title=\"34:39 - 34:41\" data-start=\"00:34:39.115\" data-end=\"00:34:40.983\" data-spk=\"1\" data-label=\"Scot\">Controversy in e-commerce I love it.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[34:41]<\/small>\u00a0<span title=\"34:41 - 34:46\" data-start=\"00:34:41.032\" data-end=\"00:34:45.646\" data-spk=\"0\" data-label=\"Jason\">Yeah controversy and they\u2019re getting closer together like they\u2019re worth in the early days.<\/span><br \/><span title=\"34:46 - 34:55\" data-start=\"00:34:45.761\" data-end=\"00:34:54.780\" data-spk=\"0\" data-label=\"Jason\">E-commerce Cyber Monday was a giant Tower and no one had internet access on Black Friday like that that could really is no longer the case.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[34:55]<\/small>\u00a0<span title=\"34:55 - 35:03\" data-start=\"00:34:54.738\" data-end=\"00:35:03.000\" data-spk=\"1\" data-label=\"Scot\">Yeah well rip Cyber Monday cool I don\u2019t have any follow-ups Jason\u2019s Europe.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[35:03]<\/small>\u00a0<span title=\"35:03 - 35:06\" data-start=\"00:35:02.929\" data-end=\"00:35:05.963\" data-spk=\"0\" data-label=\"Jason\">Awesome so.<\/span><br \/><span title=\"35:06 - 35:19\" data-start=\"00:35:06.072\" data-end=\"00:35:19.489\" data-spk=\"0\" data-label=\"Jason\">I want to jump into one of the other topics you introduced a little earlier so far we\u2019ve been mostly topping up talking about Top Line which is a kind of easy way to think about this and it\u2019s you know it\u2019s a it\u2019s a kind of easy way to get your brain around it,\u00a0<\/span><span title=\"35:20 - 35:32\" data-start=\"00:35:19.532\" data-end=\"00:35:32.259\" data-spk=\"0\" data-label=\"Jason\">at the end of the day retailers care a lot more about bottom line and a huge impact on holiday bottom of line is how aggressively in deeply folks have to Discount in order to\u00a0<\/span><span title=\"35:32 - 35:35\" data-start=\"00:35:32.157\" data-end=\"00:35:34.602\" data-spk=\"0\" data-label=\"Jason\">achieve those sales so,\u00a0<\/span><span title=\"35:35 - 35:45\" data-start=\"00:35:34.603\" data-end=\"00:35:45.467\" data-spk=\"0\" data-label=\"Jason\">are you guys like what do you forecast I don\u2019t know if you have a formal forecast for discounts but what what should people expect from discounting this year versus last year and what what are the trends there.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[35:46]<\/small>\u00a0<span title=\"35:46 - 36:00\" data-start=\"00:35:45.930\" data-end=\"00:36:00.081\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah yeah this is good because I missed a point before that I want to make as a relates to Discount and so this will give me a good opportunity to bring that up but still has to go right at that Jason we\u2019re forecasting on average a.<\/span><br \/><span title=\"36:00 - 36:12\" data-start=\"00:36:00.231\" data-end=\"00:36:11.828\" data-spk=\"2\" data-label=\"Rob\">Thirty percent discount rate throughout cyber week and again to put that in perspective it was 20% here in the US during the October event for.<\/span><br \/><span title=\"36:12 - 36:21\" data-start=\"00:36:12.225\" data-end=\"00:36:20.764\" data-spk=\"2\" data-label=\"Rob\">Prime big deal days again we look at the entire industry not just Amazon as a relates to that and so we\u2019re seeing a much more aggressive,\u00a0<\/span><span title=\"36:21 - 36:29\" data-start=\"00:36:20.776\" data-end=\"00:36:28.552\" data-spk=\"2\" data-label=\"Rob\">discount rate now it\u2019s going to differ obviously by different segments you\u2019re not seeing as high in luxury as an example\u00a0<\/span><span title=\"36:28 - 36:39\" data-start=\"00:36:28.372\" data-end=\"00:36:38.617\" data-spk=\"2\" data-label=\"Rob\">we do anticipate for tour toys and a consumer electronics which have been a bit of a softer category over the last 12 months again especially because\u00a0<\/span><span title=\"36:38 - 36:49\" data-start=\"00:36:38.467\" data-end=\"00:36:49.325\" data-spk=\"2\" data-label=\"Rob\">because of the high Baseline they had because of the growth over 2020 2021 but we\u2019re also seeing and this goes back to the pulling forward of demand.<\/span><br \/><span title=\"36:50 - 36:54\" data-start=\"00:36:49.620\" data-end=\"00:36:54.228\" data-spk=\"2\" data-label=\"Rob\">Is more and more retailers are providing.<\/span><\/p>\n<p><small>[36:55]<\/small>\u00a0<span title=\"36:55 - 37:01\" data-start=\"00:36:54.716\" data-end=\"00:37:00.658\" data-spk=\"2\" data-label=\"Rob\">Black Friday deals throughout the course of November and.<\/span><br \/><span title=\"37:01 - 37:13\" data-start=\"00:37:00.851\" data-end=\"00:37:13.427\" data-spk=\"2\" data-label=\"Rob\">What\u2019s different in the past was it was fairly opaque in terms of we\u2019re giving you deals but we\u2019re not really sure those are going to be the best deals right and though we\u2019re seeing now\u00a0<\/span><span title=\"37:13 - 37:22\" data-start=\"00:37:13.410\" data-end=\"00:37:22.483\" data-spk=\"2\" data-label=\"Rob\">much more transparency there\u2019s one major retailer that I\u2019m sure you can guess who\u2019s doing Black Friday deals throughout the course\u00a0<\/span><span title=\"37:22 - 37:27\" data-start=\"00:37:22.447\" data-end=\"00:37:26.545\" data-spk=\"2\" data-label=\"Rob\">of November and they are guaranteeing price matches.<\/span><br \/><span title=\"37:27 - 37:38\" data-start=\"00:37:26.624\" data-end=\"00:37:37.944\" data-spk=\"2\" data-label=\"Rob\">If for some reason they do go lower and they are also offering buy now pay later so you can commit to getting the product so you don\u2019t miss out on it but you can then pay\u00a0<\/span><span title=\"37:38 - 37:47\" data-start=\"00:37:37.933\" data-end=\"00:37:47.060\" data-spk=\"2\" data-label=\"Rob\">over time and so what really came to life for me in this topic was we were doing a round table.<\/span><\/p>\n<p><small>[37:47]<\/small>\u00a0<span title=\"37:47 - 37:56\" data-start=\"00:37:47.319\" data-end=\"00:37:56.038\" data-spk=\"2\" data-label=\"Rob\">In Toronto in June and one of the attendees and she talked about this again at dreamforce in.<\/span><br \/><span title=\"37:56 - 37:59\" data-start=\"00:37:56.279\" data-end=\"00:37:59.337\" data-spk=\"2\" data-label=\"Rob\">September so I feel comfortable talking about it is\u00a0<\/span><span title=\"37:59 - 38:14\" data-start=\"00:37:59.193\" data-end=\"00:38:13.933\" data-spk=\"2\" data-label=\"Rob\">a digital executive from Desi mm which is a cool health and cosmetics and Beauty brand that also has two other brands one called the ordinary and they have something that they\u2019ve been doing for quite some time calling it,\u00a0<\/span><span title=\"38:14 - 38:21\" data-start=\"00:38:13.951\" data-end=\"00:38:20.543\" data-spk=\"2\" data-label=\"Rob\">slow vember and their whole point is don\u2019t cause any urgency but rather.<\/span><br \/><span title=\"38:21 - 38:31\" data-start=\"00:38:20.705\" data-end=\"00:38:31.113\" data-spk=\"2\" data-label=\"Rob\">Make it a more relaxed buying experience and their point is throughout the course of all of November we\u2019re going to provide the same exact discount no matter when.<\/span><br \/><span title=\"38:31 - 38:38\" data-start=\"00:38:31.191\" data-end=\"00:38:37.602\" data-spk=\"2\" data-label=\"Rob\">And if you buy it and so we\u2019re seeing that a bit more and more some of it is coming by way of.<\/span><\/p>\n<p><small>[38:38]<\/small>\u00a0<span title=\"38:38 - 38:45\" data-start=\"00:38:37.909\" data-end=\"00:38:45.066\" data-spk=\"2\" data-label=\"Rob\">Early Access or exclusivity but also again extending and providing visibility,\u00a0<\/span><span title=\"38:45 - 38:53\" data-start=\"00:38:45.090\" data-end=\"00:38:53.436\" data-spk=\"2\" data-label=\"Rob\">part of it is again trying to create that confidence that you\u2019re getting the best and final deal and also by the way you talk about the bottom line Jason.<\/span><br \/><span title=\"38:54 - 39:00\" data-start=\"00:38:53.521\" data-end=\"00:39:00.010\" data-spk=\"2\" data-label=\"Rob\">Is trying to reduce the Deluge of returns that often happen a lot of retailers.<\/span><br \/><span title=\"39:00 - 39:06\" data-start=\"00:39:00.107\" data-end=\"00:39:06.416\" data-spk=\"2\" data-label=\"Rob\">Are changing 88 percent according to our research are changing their returns policies and that\u2019s going to be a.<\/span><br \/><span title=\"39:07 - 39:13\" data-start=\"00:39:06.597\" data-end=\"00:39:12.665\" data-spk=\"2\" data-label=\"Rob\">Big risk and what and how that impacts holiday purchases this year.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[39:13]<\/small>\u00a0<span title=\"39:13 - 39:25\" data-start=\"00:39:13.315\" data-end=\"00:39:25.495\" data-spk=\"0\" data-label=\"Jason\">Yeah you know it\u2019s funny there\u2019s so many moving Parts it\u2019s so complicated you think about like what a big impact inflation had on last holiday and you know good news like it seems like inflation is going to be\u00a0<\/span><span title=\"39:25 - 39:28\" data-start=\"00:39:25.315\" data-end=\"00:39:28.343\" data-spk=\"0\" data-label=\"Jason\">lower this holiday.<\/span><br \/><span title=\"39:29 - 39:43\" data-start=\"00:39:28.824\" data-end=\"00:39:43.438\" data-spk=\"0\" data-label=\"Jason\">Consumer was in a better economic position last year than it seems like they\u2019re getting their sure we\u2019re seeing credit and defaults and things like that start start to creep up so there\u2019s there\u2019s just all these moving Parts but one thing I think a lot of people lose sight of is\u00a0<\/span><span title=\"39:43 - 39:45\" data-start=\"00:39:43.312\" data-end=\"00:39:44.898\" data-spk=\"0\" data-label=\"Jason\">in the last three years\u00a0<\/span><span title=\"39:45 - 40:00\" data-start=\"00:39:44.880\" data-end=\"00:39:59.975\" data-spk=\"0\" data-label=\"Jason\">predominately driven by the pandemic every retailer has completely reinvented their supply chain and their demand forecasting and I would argue everybody\u2019s way better at it now and they have way more agile Supply chains and there\u00a0<\/span><span title=\"40:00 - 40:05\" data-start=\"00:39:59.819\" data-end=\"00:40:05.215\" data-spk=\"0\" data-label=\"Jason\">they\u2019re they\u2019re a lot more accurate with their level of inventory which means.<\/span><br \/><span title=\"40:05 - 40:15\" data-start=\"00:40:05.317\" data-end=\"00:40:15.262\" data-spk=\"0\" data-label=\"Jason\">They\u2019re more confident they\u2019re going to sell through their inventory and that changes their discount strategy like they\u2019re just all these moving parts that make it really hard to compare your over year when you know.<\/span><br \/><span title=\"40:15 - 40:24\" data-start=\"00:40:15.485\" data-end=\"00:40:24.047\" data-spk=\"0\" data-label=\"Jason\">Preview point the last three years sometimes we didn\u2019t have anything to sell and then the next year we had two years worth of stuff to say so.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[40:24]<\/small>\u00a0<span title=\"40:24 - 40:33\" data-start=\"00:40:23.747\" data-end=\"00:40:33.307\" data-spk=\"2\" data-label=\"Rob\">I was just talking about that with an executive just earlier today and how retailers have gotten as you said better at demand forecasting.<\/span><br \/><span title=\"40:33 - 40:47\" data-start=\"00:40:33.386\" data-end=\"00:40:46.972\" data-spk=\"2\" data-label=\"Rob\">Better at Inventory management and I joke sometimes although I\u2019m only half joking that supply chain has really come to the front office it\u2019s like really part of the customer experience at this point and has such an opportunity,\u00a0<\/span><span title=\"40:47 - 40:51\" data-start=\"00:40:46.990\" data-end=\"00:40:50.739\" data-spk=\"2\" data-label=\"Rob\">to either negatively impact our hopefully positively impact.<\/span><br \/><span title=\"40:51 - 41:03\" data-start=\"00:40:50.830\" data-end=\"00:41:03.148\" data-spk=\"2\" data-label=\"Rob\">The customer experience especially when you\u2019re you know trying to find product after the shipping cut off window we\u2019re anticipating once again a huge uptick for those that have the ability for Consumer to buy online and.<\/span><br \/><span title=\"41:03 - 41:06\" data-start=\"00:41:03.359\" data-end=\"00:41:05.690\" data-spk=\"2\" data-label=\"Rob\">Pick it up in and around the store after.<\/span><\/p>\n<p><small>[41:06]<\/small>\u00a0<span title=\"41:06 - 41:16\" data-start=\"00:41:05.985\" data-end=\"00:41:16.422\" data-spk=\"2\" data-label=\"Rob\">The ship and cut off window we\u2019re seeing seven times higher growth rate for those that have that capability because essentially you\u2019re kind of shutting down your online doors if you cannot.<\/span><br \/><span title=\"41:17 - 41:24\" data-start=\"00:41:16.513\" data-end=\"00:41:23.645\" data-spk=\"2\" data-label=\"Rob\">Fulfill those orders after the fact and so but that requires to your point Jason like a lot of tuning.<\/span><br \/><span title=\"41:24 - 41:32\" data-start=\"00:41:23.820\" data-end=\"00:41:31.679\" data-spk=\"2\" data-label=\"Rob\">Around supply chain order management inventory oh and by the way store associates as well we have to.<\/span><br \/><span title=\"41:32 - 41:45\" data-start=\"00:41:31.914\" data-end=\"00:41:44.989\" data-spk=\"2\" data-label=\"Rob\">You know planned for that extra time that they\u2019ll have to take to fulfill that order will have to provide the right incentives and will have to give them the tools as well and I think retailers have gotten better at it.<\/span><br \/><span title=\"41:45 - 41:51\" data-start=\"00:41:45.068\" data-end=\"00:41:50.614\" data-spk=\"2\" data-label=\"Rob\">I don\u2019t think anybody\u2019s fully cracked the code but going back to your bottom line point last year for us\u00a0<\/span><span title=\"41:51 - 42:02\" data-start=\"00:41:50.608\" data-end=\"00:42:01.598\" data-spk=\"2\" data-label=\"Rob\">the holiday theme was profitability and that doesn\u2019t go away I think people have gotten meaning retailers have gotten better at it but certainly always opportunity so I\u2019m glad you called that out.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[42:02]<\/small>\u00a0<span title=\"42:02 - 42:05\" data-start=\"00:42:01.575\" data-end=\"00:42:04.735\" data-spk=\"0\" data-label=\"Jason\">Yeah I like to say profit is cool again.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[42:04]<\/small>\u00a0<span title=\"42:04 - 42:06\" data-start=\"00:42:04.435\" data-end=\"00:42:06.273\" data-spk=\"2\" data-label=\"Rob\">Providence cool again yeah.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[42:06]<\/small>\u00a0<span title=\"42:06 - 42:11\" data-start=\"00:42:06.016\" data-end=\"00:42:11.267\" data-spk=\"0\" data-label=\"Jason\">The if you take nothing else away from this episode profit is cool.<\/span><br \/><span title=\"42:11 - 42:19\" data-start=\"00:42:11.490\" data-end=\"00:42:18.550\" data-spk=\"0\" data-label=\"Jason\">The the way it\u2019s funny like I joke about this but it\u2019s kind of serious when I started my career the\u00a0<\/span><span title=\"42:18 - 42:29\" data-start=\"00:42:18.430\" data-end=\"00:42:29.012\" data-spk=\"0\" data-label=\"Jason\">the VP of supply chain probably started his career as a truck driver and and today that VP of supply chain like probably has a PHD in data science\u00a0<\/span><span title=\"42:29 - 42:38\" data-start=\"00:42:28.982\" data-end=\"00:42:37.677\" data-spk=\"0\" data-label=\"Jason\">um so it\u2019s a that that occupation has dramatically changed the one other follow-up question.<\/span><br \/><span title=\"42:38 - 42:42\" data-start=\"00:42:37.791\" data-end=\"00:42:42.178\" data-spk=\"0\" data-label=\"Jason\">One of the cool things about your data set versus some of these other ones I look at is.<\/span><br \/><span title=\"42:42 - 42:50\" data-start=\"00:42:42.298\" data-end=\"00:42:49.503\" data-spk=\"0\" data-label=\"Jason\">You guys have real-time access to the data so as we record this we\u2019re eight days into November\u00a0<\/span><span title=\"42:49 - 43:01\" data-start=\"00:42:49.389\" data-end=\"00:43:00.728\" data-spk=\"0\" data-label=\"Jason\">have you seen anything interesting or there any patterns that have stood out it you does it make you more confident in your forecast or in anything that\u2019s interesting for listeners to know.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[43:01]<\/small>\u00a0<span title=\"43:01 - 43:10\" data-start=\"00:43:00.800\" data-end=\"00:43:09.741\" data-spk=\"2\" data-label=\"Rob\">Yeah we did look at the first couple days of November and also of course looked at October it\u2019s pretty consistent with what we saw,\u00a0<\/span><span title=\"43:10 - 43:19\" data-start=\"00:43:09.748\" data-end=\"00:43:19.458\" data-spk=\"2\" data-label=\"Rob\">in Q3 in the US we\u2019re basically flat in terms of growth however traffic is up so traffic is up four percent.<\/span><br \/><span title=\"43:20 - 43:27\" data-start=\"00:43:19.585\" data-end=\"00:43:26.633\" data-spk=\"2\" data-label=\"Rob\">Orders are slightly down what we\u2019ve seen which I think again is a very nice leading indicator is,\u00a0<\/span><span title=\"43:27 - 43:31\" data-start=\"00:43:26.675\" data-end=\"00:43:30.635\" data-spk=\"2\" data-label=\"Rob\">product view rates have increased by 5%\u00a0<\/span><span title=\"43:31 - 43:43\" data-start=\"00:43:30.629\" data-end=\"00:43:43.446\" data-spk=\"2\" data-label=\"Rob\">and add to cart month-over-month so September to October plus a little bit of November we\u2019ve seen a slight uptick as well so what that\u2019s telling us is people are interested.<\/span><br \/><span title=\"43:44 - 43:46\" data-start=\"00:43:43.639\" data-end=\"00:43:45.561\" data-spk=\"2\" data-label=\"Rob\">They\u2019re doing their research.<\/span><br \/><span title=\"43:46 - 43:57\" data-start=\"00:43:45.646\" data-end=\"00:43:57.033\" data-spk=\"2\" data-label=\"Rob\">They\u2019re looking for the best deals they\u2019re understanding where the inventory is available and so that they\u2019re ready to make the move when they feel like they\u2019re getting the best and most value.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[43:58]<\/small>\u00a0<span title=\"43:58 - 44:11\" data-start=\"00:43:58.229\" data-end=\"00:44:10.968\" data-spk=\"1\" data-label=\"Scot\">Cool so it sounds like if traffic\u2019s up in orders are down a lot of Tire kick in and kind of prepping and watching and making your list and you know could be the start of discount chicken 2.0 will see.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[44:10]<\/small>\u00a0<span title=\"44:10 - 44:15\" data-start=\"00:44:09.508\" data-end=\"00:44:15.000\" data-spk=\"2\" data-label=\"Rob\">There you go exactly 2.0 I\u2019m using that Scott I\u2019m grabbing that I hope that\u2019s okay.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[44:14]<\/small>\u00a0<span title=\"44:14 - 44:19\" data-start=\"00:44:13.877\" data-end=\"00:44:18.894\" data-spk=\"1\" data-label=\"Scot\">Discount chicken the chickens Strike Back.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[44:18]<\/small>\u00a0<span title=\"44:18 - 44:27\" data-start=\"00:44:17.794\" data-end=\"00:44:27.439\" data-spk=\"2\" data-label=\"Rob\">Well and also I mean you talked about kick the tires so I think it\u2019s a good opportunity for a promo for spiffy at this point too so don\u2019t forget to get your gift cards as well right.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[44:28]<\/small>\u00a0<span title=\"44:28 - 44:30\" data-start=\"00:44:27.583\" data-end=\"00:44:30.311\" data-spk=\"1\" data-label=\"Scot\">Yeah yeah we will be running some promos thanks.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[44:30]<\/small>\u00a0<span title=\"44:30 - 44:34\" data-start=\"00:44:30.011\" data-end=\"00:44:33.868\" data-spk=\"0\" data-label=\"Jason\">And if you do kick your tires Scott can come to your house and replace them for you.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[44:34]<\/small>\u00a0<span title=\"44:34 - 44:36\" data-start=\"00:44:33.664\" data-end=\"00:44:35.503\" data-spk=\"2\" data-label=\"Rob\">Exactly.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[44:36]<\/small>\u00a0<span title=\"44:36 - 44:38\" data-start=\"00:44:35.695\" data-end=\"00:44:38.201\" data-spk=\"1\" data-label=\"Scot\">And shop for the new shoes online.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[44:38]<\/small>\u00a0<span title=\"44:38 - 44:48\" data-start=\"00:44:37.901\" data-end=\"00:44:47.617\" data-spk=\"2\" data-label=\"Rob\">There you go I think there\u2019s a mash up there there\u2019s going to be spiffy and a DDOS coming together for anyways I don\u2019t know we\u2019ll leave that to the markers.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[44:48]<\/small>\u00a0<span title=\"44:48 - 44:58\" data-start=\"00:44:47.972\" data-end=\"00:44:58.295\" data-spk=\"1\" data-label=\"Scot\">That\u2019s a good segue into my question in the predictions on category so I remember last year you guys had some interesting data on that does your prediction.<\/span><br \/><span title=\"44:59 - 45:05\" data-start=\"00:44:58.506\" data-end=\"00:45:05.332\" data-spk=\"1\" data-label=\"Scot\">Kind of data science get down into the category slicing of things or that\u2019s going to be more in the rearview.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[45:06]<\/small>\u00a0<span title=\"45:06 - 45:15\" data-start=\"00:45:05.633\" data-end=\"00:45:15.247\" data-spk=\"2\" data-label=\"Rob\">Yeah no we certainly look at that we do it obviously based on what we\u2019ve seen historically we\u2019re anticipating for the holiday.<\/span><br \/><span title=\"45:15 - 45:22\" data-start=\"00:45:15.355\" data-end=\"00:45:21.815\" data-spk=\"2\" data-label=\"Rob\">Active apparel active Footwear Health and Beauty being really strong so.<\/span><br \/><span title=\"45:22 - 45:32\" data-start=\"00:45:21.953\" data-end=\"00:45:32.276\" data-spk=\"2\" data-label=\"Rob\">You know we talk about the big number because that gets the headline in terms of essentially flat growth but we had tisza Pate some nice growth in those areas\u00a0<\/span><span title=\"45:32 - 45:36\" data-start=\"00:45:32.115\" data-end=\"00:45:35.641\" data-spk=\"2\" data-label=\"Rob\">it\u2019s going to be a challenging partly because of\u00a0<\/span><span title=\"45:35 - 45:44\" data-start=\"00:45:35.480\" data-end=\"00:45:44.457\" data-spk=\"2\" data-label=\"Rob\">comping as a relates to toys and gaming and consumer electronics if you think about that\u2019s just macro trend.<\/span><br \/><span title=\"45:45 - 45:48\" data-start=\"00:45:44.698\" data-end=\"00:45:48.399\" data-spk=\"2\" data-label=\"Rob\">People are looking for Comfort part of it is\u00a0<\/span><span title=\"45:48 - 46:01\" data-start=\"00:45:48.375\" data-end=\"00:46:01.276\" data-spk=\"2\" data-label=\"Rob\">coming out of covid and maybe not all of us getting back into three piece suits but also when you feel a little bit of economic uncertainty I was listening to some Financial show.<\/span><\/p>\n<p><small>[46:02]<\/small>\u00a0<span title=\"46:02 - 46:12\" data-start=\"00:46:01.854\" data-end=\"00:46:11.750\" data-spk=\"2\" data-label=\"Rob\">While I was traveling over the last couple weeks and somebody put it as kind of the household PL or the household balance sheet you know when you\u2019re looking at that in your\u00a0<\/span><span title=\"46:12 - 46:20\" data-start=\"00:46:11.744\" data-end=\"00:46:20.475\" data-spk=\"2\" data-label=\"Rob\">making choices you\u2019re taking more control of your finances which is happening people often migrate not only obviously to value,\u00a0<\/span><span title=\"46:20 - 46:29\" data-start=\"00:46:20.494\" data-end=\"00:46:28.605\" data-spk=\"2\" data-label=\"Rob\">and safety they\u2019re looking at comfort and so there\u2019s something to be said for comfort and shoes and Footwear comfort,\u00a0<\/span><span title=\"46:29 - 46:34\" data-start=\"00:46:28.630\" data-end=\"00:46:33.515\" data-spk=\"2\" data-label=\"Rob\">in apparel and almost the openness to be a bit more\u00a0<\/span><span title=\"46:33 - 46:41\" data-start=\"00:46:33.491\" data-end=\"00:46:41.212\" data-spk=\"2\" data-label=\"Rob\">comfortable both in Social and in work situation so what are anticipating like I said\u00a0<\/span><span title=\"46:41 - 46:52\" data-start=\"00:46:41.129\" data-end=\"00:46:51.524\" data-spk=\"2\" data-label=\"Rob\">active apparel active Footwear Health and Beauty being really strong luxury as well don\u2019t sleep on luxury they\u2019ve been the most resilient category.<\/span><br \/><span title=\"46:52 - 47:01\" data-start=\"00:46:51.645\" data-end=\"00:47:01.343\" data-spk=\"2\" data-label=\"Rob\">In the pandemic and coming out of the pandemic and so that end of the market has held really well we\u2019re seeing a little bit.<\/span><br \/><span title=\"47:01 - 47:11\" data-start=\"00:47:01.494\" data-end=\"00:47:11.186\" data-spk=\"2\" data-label=\"Rob\">Of softness and what I\u2019ll call the aspirational luxury but as a whole that category is looking really strong and we anticipate it looking pretty strong,\u00a0<\/span><span title=\"47:11 - 47:12\" data-start=\"00:47:11.186\" data-end=\"00:47:12.454\" data-spk=\"2\" data-label=\"Rob\">during the holiday as well.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[47:12]<\/small>\u00a0<span title=\"47:12 - 47:26\" data-start=\"00:47:12.226\" data-end=\"00:47:25.523\" data-spk=\"1\" data-label=\"Scot\">Yeah this is old school but I remember a channel advisor going through 08-09 we were always shocked that luxury you know it\u2019s like the world is falling apart around us and people are like oh yeah I\u2019ll get a get a 400 dog and back it\u2019s gone.<\/span><br \/><span title=\"47:26 - 47:30\" data-start=\"00:47:25.698\" data-end=\"00:47:29.886\" data-spk=\"1\" data-label=\"Scot\">That part of the market just doesn\u2019t care that they\u2019re immune to those things I guess.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[47:30]<\/small>\u00a0<span title=\"47:30 - 47:31\" data-start=\"00:47:30.127\" data-end=\"00:47:31.250\" data-spk=\"2\" data-label=\"Rob\">They\u2019re pretty resilient.<\/span><br \/><span title=\"47:33 - 47:44\" data-start=\"00:47:33.083\" data-end=\"00:47:44.169\" data-spk=\"2\" data-label=\"Rob\">Yeah I mean one other thing I\u2019ll throw in there just because I\u2019m talking about it more and more with customers as we think about the holiday more as a.<\/span><br \/><span title=\"47:44 - 47:58\" data-start=\"00:47:44.308\" data-end=\"00:47:58.411\" data-spk=\"2\" data-label=\"Rob\">I think Bellwether to what will anticipate next year over the course and this is a global number but over the course of holiday were anticipating 194 billion dollars of online sales being influenced by a.<\/span><br \/><span title=\"47:59 - 48:07\" data-start=\"00:47:58.526\" data-end=\"00:48:06.788\" data-spk=\"2\" data-label=\"Rob\">Sorry are you thought you were going to get through this whole I know should I have not done that I\u2019m sorry because you definitely that\u2019s on your bingo sheet.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[48:07]<\/small>\u00a0<span title=\"48:07 - 48:11\" data-start=\"00:48:06.932\" data-end=\"00:48:11.318\" data-spk=\"0\" data-label=\"Jason\">Now I have to check the there\u2019s a I in this episode flag on iTunes.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[48:11]<\/small>\u00a0<span title=\"48:11 - 48:19\" data-start=\"00:48:11.018\" data-end=\"00:48:18.674\" data-spk=\"2\" data-label=\"Rob\">Exactly well might get some more traffic that way so who knows but we find that super interesting most of it I want to like temper that.<\/span><br \/><span title=\"48:19 - 48:24\" data-start=\"00:48:18.782\" data-end=\"00:48:24.010\" data-spk=\"2\" data-label=\"Rob\">A lot because people are getting really excited about that headline\u00a0<\/span><span title=\"48:24 - 48:38\" data-start=\"00:48:23.908\" data-end=\"00:48:38.299\" data-spk=\"2\" data-label=\"Rob\">is most of it will be from predictive a I like product recommendations which we\u2019ve been doing for quite some time we\u2019re starting to see some early adoption of generative AI whether that\u2019s in email marketing with subject lines or body copy\u00a0<\/span><span title=\"48:38 - 48:44\" data-start=\"00:48:38.240\" data-end=\"00:48:43.930\" data-spk=\"2\" data-label=\"Rob\">for that Saint product detail page with product descriptions or in service super interesting wood\u00a0<\/span><span title=\"48:44 - 48:50\" data-start=\"00:48:43.888\" data-end=\"00:48:50.239\" data-spk=\"2\" data-label=\"Rob\">Gucci is doing and what they call a Gucci 9 their service center and teeing up responses for their agent\u00a0<\/span><span title=\"48:50 - 49:05\" data-start=\"00:48:50.186\" data-end=\"00:49:04.925\" data-spk=\"2\" data-label=\"Rob\">to make them more efficient and allow them to scale but also stay on brand and so we\u2019ll see that a bit more but again a vast majority like I said it\u2019s around globally sixteen Seventeen percent of all sales will be influenced by AI this holiday.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[49:06]<\/small>\u00a0<span title=\"49:06 - 49:12\" data-start=\"00:49:05.755\" data-end=\"00:49:12.491\" data-spk=\"0\" data-label=\"Jason\">That interesting so Rob we\u2019re almost out of time but I want to throw a super meaty 12 you for\u00a0<\/span><span title=\"49:12 - 49:28\" data-start=\"00:49:12.335\" data-end=\"00:49:27.826\" data-spk=\"0\" data-label=\"Jason\">for a final question Scott was making fun of me but I am super interested in these Chinese brands that are capturing attention and share in the u.s. right and in particular that\u2019s that\u2019s Tim ooh\u00a0<\/span><span title=\"49:28 - 49:35\" data-start=\"00:49:27.646\" data-end=\"00:49:34.502\" data-spk=\"0\" data-label=\"Jason\">which is has more traffic than Target more sales than Ed see in the United States Xi\u2019an is the largest\u00a0<\/span><span title=\"49:34 - 49:44\" data-start=\"00:49:34.310\" data-end=\"00:49:44.020\" data-spk=\"0\" data-label=\"Jason\">apparel reseller in the United States and then to a lesser extent Tick-Tock which has the vast majority of consumers attention in the United States and is now trying to sell stuff to people.<\/span><br \/><span title=\"49:44 - 49:52\" data-start=\"00:49:44.351\" data-end=\"00:49:51.766\" data-spk=\"0\" data-label=\"Jason\">What super interesting is it\u2019s not obvious those guys are all growing at Breakneck Pace much faster than your your nine percent growth\u00a0<\/span><span title=\"49:52 - 50:02\" data-start=\"00:49:51.658\" data-end=\"00:50:01.813\" data-spk=\"0\" data-label=\"Jason\">number it\u2019s not obvious if or who they\u2019re taking share from so I\u2019m curious of you if you have any POV it kind of seems like there\u00a0<\/span><span title=\"50:02 - 50:10\" data-start=\"00:50:01.724\" data-end=\"00:50:09.571\" data-spk=\"0\" data-label=\"Jason\">they\u2019re inventing new demand or at the very least they\u2019re taking sure from brick-and-mortar it does not appear they\u2019re taking sure from the Amazons of the world.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[50:09]<\/small>\u00a0<span title=\"50:09 - 50:13\" data-start=\"00:50:09.481\" data-end=\"00:50:13.068\" data-spk=\"2\" data-label=\"Rob\">Yeah that\u2019s awesome I\u2019m glad you\u2019re addressing this I\u2019ve just spent a couple weeks.<\/span><br \/><span title=\"50:13 - 50:20\" data-start=\"00:50:13.165\" data-end=\"00:50:19.690\" data-spk=\"2\" data-label=\"Rob\">In Europe I was in four different cities so talking to a lot of luxury Brands talking to a lot of traditional brick and mortars,\u00a0<\/span><span title=\"50:20 - 50:29\" data-start=\"00:50:19.697\" data-end=\"00:50:28.692\" data-spk=\"2\" data-label=\"Rob\">and this is an area one of the executives put out Tech intermediary and I told him I would steal that and here you go I\u2019m stealing it.<\/span><br \/><span title=\"50:29 - 50:37\" data-start=\"00:50:28.770\" data-end=\"00:50:37.339\" data-spk=\"2\" data-label=\"Rob\">Because I would say those that you just categorized are really wedging themselves in between\u00a0<\/span><span title=\"50:37 - 50:42\" data-start=\"00:50:37.261\" data-end=\"00:50:42.032\" data-spk=\"2\" data-label=\"Rob\">the demand and the supply and they\u2019re creating a whole new platform where.<\/span><br \/><span title=\"50:42 - 50:56\" data-start=\"00:50:42.105\" data-end=\"00:50:55.522\" data-spk=\"2\" data-label=\"Rob\">It was just an originally with Tik-Tok and others about inspiration and now it\u2019s about purchase and so you know what we\u2019re seeing in Jason you and I have talked about this got 20 degree as well this idea of embedded Commerce or shopping at the edge.<\/span><br \/><span title=\"50:56 - 51:05\" data-start=\"00:50:55.637\" data-end=\"00:51:05.233\" data-spk=\"2\" data-label=\"Rob\">Where the buy button is being pushed up through the funnel on these delivery platforms again these Tech intermediaries I mean if you think about it they\u2019re almost like.<\/span><br \/><span title=\"51:05 - 51:16\" data-start=\"00:51:05.396\" data-end=\"00:51:16.296\" data-spk=\"2\" data-label=\"Rob\">The next generation of the shopping mall the shopping mall is created because of access because the highway here in the states and it created a place for people to hang out for people to get some food for people to shop.<\/span><\/p>\n<p><small>[51:16]<\/small>\u00a0<span title=\"51:16 - 51:22\" data-start=\"00:51:16.470\" data-end=\"00:51:22.070\" data-spk=\"2\" data-label=\"Rob\">People to socialize and because of that hey they could have tenants who that would then\u00a0<\/span><span title=\"51:22 - 51:35\" data-start=\"00:51:21.987\" data-end=\"00:51:35.374\" data-spk=\"2\" data-label=\"Rob\">pay rent and sell stuff right and it\u2019s not dissimilar to what these Tech into mediators are doing in that they\u2019re monetizing their traffic I think they\u2019re coming after,\u00a0<\/span><span title=\"51:35 - 51:44\" data-start=\"00:51:35.429\" data-end=\"00:51:43.943\" data-spk=\"2\" data-label=\"Rob\">the brick-and-mortar to a degree they\u2019re all so I wouldn\u2019t say creating more demand but fraying some of the man from.<\/span><br \/><span title=\"51:44 - 51:51\" data-start=\"00:51:44.046\" data-end=\"00:51:51.413\" data-spk=\"2\" data-label=\"Rob\">The brand sites because the brands are showing up there and so I would say there.<\/span><\/p>\n<p><small>[51:52]<\/small>\u00a0<span title=\"51:52 - 52:01\" data-start=\"00:51:51.672\" data-end=\"00:52:00.991\" data-spk=\"2\" data-label=\"Rob\">A little bit creating more demand but more than that they\u2019re kind of defraying the demand we\u2019ve seen is.<\/span><br \/><span title=\"52:01 - 52:14\" data-start=\"00:52:01.334\" data-end=\"00:52:13.772\" data-spk=\"2\" data-label=\"Rob\">A high degree of growth thirty percent over the last couple of years of growth on these third-party intermediaries that we\u2019re talking about and they are taking from other platforms.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[52:14]<\/small>\u00a0<span title=\"52:14 - 52:29\" data-start=\"00:52:14.206\" data-end=\"00:52:29.096\" data-spk=\"0\" data-label=\"Jason\">Interesting I don\u2019t know what the real answer is but I do know it\u2019s super interesting and important to pay attention to so I\u2019m glad we brought it up but Rob that is going to have to be where we leave it because we have used up all of our allotted time\u00a0<\/span><span title=\"52:29 - 52:41\" data-start=\"00:52:29.054\" data-end=\"00:52:41.180\" data-spk=\"0\" data-label=\"Jason\">I\u2019m going to make sure to put a link to the Salesforce holiday dashboard in the show notes and super grateful for you taking at time and I hope you have a great Thanksgiving and\u00a0<\/span><span title=\"52:41 - 52:44\" data-start=\"00:52:41.000\" data-end=\"00:52:44.028\" data-spk=\"0\" data-label=\"Jason\">we\u2019re looking forward to talking with you right after Cyber Monday.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[52:45]<\/small>\u00a0<span title=\"52:45 - 52:50\" data-start=\"00:52:44.599\" data-end=\"00:52:49.881\" data-spk=\"2\" data-label=\"Rob\">Thanks Jason Banks got ya looking for doing a short couple weeks looking forward to talking to you then.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[52:50]<\/small>\u00a0<span title=\"52:50 - 53:03\" data-start=\"00:52:50.032\" data-end=\"00:53:03.401\" data-spk=\"1\" data-label=\"Scot\">You robbed remind listeners where they can find your pontification xand and do they just Google the the index to find your daily things or like is there a quick URL that you guys have that.<\/span><\/p>\n<p><b data-spk=\"2\">Rob:<\/b><br \/><small>[53:04]<\/small>\u00a0<span title=\"53:04 - 53:18\" data-start=\"00:53:03.822\" data-end=\"00:53:18.466\" data-spk=\"2\" data-label=\"Rob\">Yeah you know to be honest with you the best way to is go to Google and put in shopping index Salesforce and you\u2019ll get to our holiday insights Hub so it not only has the dashboards but has all of the blog\u2019s were writing and all of the up-to-date analysis.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[53:20]<\/small>\u00a0<span title=\"53:20 - 53:29\" data-start=\"00:53:20.047\" data-end=\"00:53:29.312\" data-spk=\"1\" data-label=\"Scot\">Cool well thanks we really appreciate you taking time out of your busy schedule to deliver this delicious holiday sandwich for our for Jason I in our listeners.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[53:31]<\/small>\u00a0<span title=\"53:31 - 53:37\" data-start=\"00:53:31.452\" data-end=\"00:53:37.185\" data-spk=\"0\" data-label=\"Jason\">All right you guys be well and until next time happy commercing!<\/span><\/p>\n<\/div>\n<p><p><a href=\"https:\/\/dmsretail.com\/online-workshops-list\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-496\" src=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png\" alt=\"Retail Online Training\" width=\"729\" height=\"91\" srcset=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png 729w, https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90-300x37.png 300w\" sizes=\"auto, (max-width: 729px) 100vw, 729px\" \/><\/a><\/p><br \/><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A weekly podcast with the latest e-commerce news and events. Episode 313 is a preview of the upcoming 2023 holiday retail season. Subscribe: ????? Episode [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1121,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[14],"tags":[],"class_list":["post-10946","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts"],"_links":{"self":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts\/10946","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/comments?post=10946"}],"version-history":[{"count":0,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts\/10946\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/media\/1121"}],"wp:attachment":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/media?parent=10946"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/categories?post=10946"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/tags?post=10946"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}