{"id":7920,"date":"2022-11-26T17:33:26","date_gmt":"2022-11-26T17:33:26","guid":{"rendered":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-296-guardian-baseball-co-founder-matt-kubancik\/"},"modified":"2022-11-26T17:33:26","modified_gmt":"2022-11-26T17:33:26","slug":"jason-scot-show-episode-296-guardian-baseball-co-founder-matt-kubancik","status":"publish","type":"post","link":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-296-guardian-baseball-co-founder-matt-kubancik\/","title":{"rendered":"Jason &#038; Scot Show Episode 296 &#8211; Guardian Baseball Co-Founder Matt Kubancik"},"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 296 is an interview with Matt Kubancik, CEO and Co-Founder of Guardian Baseball<\/p>\n<p> <span id=\"more-26834\"\/><\/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\/24499974\/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 296 is an interview with Matt Kubancik (@<a href=\"https:\/\/twitter.com\/mattkubancik\" target=\"_blank\" rel=\"noreferrer noopener\">mattkubancik<\/a>), CEO and Co-Founder of Guardian Baseball. Matt is a serial e-commerce entrepreneur who was the founder of Street Moda, Co-Founder of SKU Vault, and most recently Co-Founder and CEO of Guardian Baseball.<\/p>\n<p>Mark is an experienced Marketplace seller, and his current business Guardian Baseball is a hybrid seller selling both wholesale and owned brands direct to consumer from a Shopify site, and via multiple marketplaces including Amazon.<\/p>\n<p>Guardian Baseball is an early adaptor of Buy with Prime, and shares in the interview, that they would migrate off Shopify if necessarily to keep using Buy with Prime. He also discusses a number of the current limitations with the Buy With Prime offering.<\/p>\n<div class=\"wp-block-uagb-image uagb-block-a6aac05e wp-block-uagb-image--layout-default wp-block-uagb-image--effect-static wp-block-uagb-image--align-none\">\n<figure class=\"wp-block-uagb-image__figure\"><img decoding=\"async\" srcset=\" \" src=\"\" alt=\"\" width=\"\" height=\"\" title=\"\"\/><noscript><img decoding=\"async\" data-lazy-fallback=\"1\" loading=\"lazy\" srcset=\" \" src=\"\" alt=\"\" width=\"\" height=\"\" title=\"\"\/><\/noscript><\/figure>\n<\/div>\n<p>Episode 296 of the Jason &amp; Scot show was recorded on Friday September 23, 2022.<\/p>\n<h2 id=\"chapter\">Transcript<\/h2>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[0:23]<\/small>\u00a0<span title=\"0:23 - 0:38\" data-start=\"00:00:23.135\" data-end=\"00:00:37.941\" data-spk=\"0\" data-label=\"Jason\">Welcome to the Jason and Scot show this is episode 296 being recorded on Friday August 23rd 2022 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>[0:38]<\/small>\u00a0<span title=\"0:38 - 0:54\" data-start=\"00:00:37.665\" data-end=\"00:00:54.322\" data-spk=\"1\" data-label=\"Scot\">Hey Jason and welcome back Jason Scott showed listeners today we have a fun interview this is kind of a both a TBT a throwback for me and then also modern discussion around by with Prime<\/span><br \/><span title=\"0:54 - 1:00\" data-start=\"00:00:54.124\" data-end=\"00:00:59.520\" data-spk=\"1\" data-label=\"Scot\">but to set it up we are very excited to welcome mat kubancik to the show welcome mat.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[1:00]<\/small>\u00a0<span title=\"1:00 - 1:02\" data-start=\"00:01:00.091\" data-end=\"00:01:01.833\" data-spk=\"2\" data-label=\"Matt\">Thanks Scott and Jason have my own.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[1:02]<\/small>\u00a0<span title=\"1:02 - 1:09\" data-start=\"00:01:02.002\" data-end=\"00:01:08.550\" data-spk=\"1\" data-label=\"Scot\">Matt what\u2019s your what\u2019s your current title you have you have 50 things you\u2019re always doing so I never know what to say other than.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[1:08]<\/small>\u00a0<span title=\"1:08 - 1:10\" data-start=\"00:01:08.300\" data-end=\"00:01:10.138\" data-spk=\"2\" data-label=\"Matt\">Always doing but Maine.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[1:10]<\/small>\u00a0<span title=\"1:10 - 1:11\" data-start=\"00:01:09.894\" data-end=\"00:01:11.346\" data-spk=\"1\" data-label=\"Scot\">Entrepreneur genius.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[1:11]<\/small>\u00a0<span title=\"1:11 - 1:23\" data-start=\"00:01:11.046\" data-end=\"00:01:23.214\" data-spk=\"2\" data-label=\"Matt\">Yeah sometimes sometimes a genius sometimes but that\u2019s the life of an entrepreneur I co-founder and CEO of Guardian baseball.com or multi-channel hybrid direct to consumer<\/span><br \/><span title=\"1:23 - 1:27\" data-start=\"00:01:23.178\" data-end=\"00:01:27.228\" data-spk=\"2\" data-label=\"Matt\">and brand partner of you know some of the biggest.<\/span><br \/><span title=\"1:28 - 1:38\" data-start=\"00:01:27.631\" data-end=\"00:01:37.726\" data-spk=\"2\" data-label=\"Matt\">Brand names and Sporting Goods retailer so predominantly in the baseball and softball market and we\u2019re on Amazon Walmart eBay and on our Shopify site.<\/span><br \/><span title=\"1:39 - 1:47\" data-start=\"00:01:38.639\" data-end=\"00:01:46.661\" data-spk=\"2\" data-label=\"Matt\">And we were named the fastest growing e-commerce retailer by ink magazine in the Inc 5000 and number 180 overall this year.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[1:48]<\/small>\u00a0<span title=\"1:48 - 1:50\" data-start=\"00:01:48.038\" data-end=\"00:01:50.231\" data-spk=\"0\" data-label=\"Jason\">Amazing that congratulations<\/span><br \/><span title=\"1:50 - 2:05\" data-start=\"00:01:50.111\" data-end=\"00:02:04.616\" data-spk=\"0\" data-label=\"Jason\">I definitely want to jump into it but before we do you know our listeners always like to get a little bit of a gist of our guests background and so I\u2019m imagining you you went to college and got a degree in baseball e-commerce is that how you started.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[2:05]<\/small>\u00a0<span title=\"2:05 - 2:15\" data-start=\"00:02:04.599\" data-end=\"00:02:15.102\" data-spk=\"2\" data-label=\"Matt\">No not at all actually spent six months in in college dropped out was one of the original I started selling on eBay 1999.<\/span><br \/><span title=\"2:16 - 2:22\" data-start=\"00:02:15.565\" data-end=\"00:02:21.664\" data-spk=\"2\" data-label=\"Matt\">Um during think my first year of high school sold baseball cards ironically and then.<\/span><br \/><span title=\"2:22 - 2:30\" data-start=\"00:02:21.965\" data-end=\"00:02:30.497\" data-spk=\"2\" data-label=\"Matt\">Started selling fashion and store stock Closeouts Retail Arbitrage early days of eBay and then when I was 18 years old.<\/span><br \/><span title=\"2:31 - 2:38\" data-start=\"00:02:30.756\" data-end=\"00:02:37.714\" data-spk=\"2\" data-label=\"Matt\">I met an executive that was retired from the Footwear industry and him and I started a company called Street motor together,<\/span><br \/><span title=\"2:38 - 2:51\" data-start=\"00:02:37.853\" data-end=\"00:02:50.718\" data-spk=\"2\" data-label=\"Matt\">and we were a early on 2000s multi-channel retailer and I met Scott through signing Channel advisor when I was 19 years old I remember signing my contract,<\/span><br \/><span title=\"2:51 - 3:01\" data-start=\"00:02:50.718\" data-end=\"00:03:00.639\" data-spk=\"2\" data-label=\"Matt\">verbally over the phone like a grain to the contract and then I went into school and said hey I\u2019m going to withdraw after six months of Indiana University so.<\/span><br \/><span title=\"3:01 - 3:05\" data-start=\"00:03:01.234\" data-end=\"00:03:05.013\" data-spk=\"2\" data-label=\"Matt\">Dropped out and did 100 million over,<\/span><br \/><span title=\"3:05 - 3:16\" data-start=\"00:03:05.242\" data-end=\"00:03:16.232\" data-spk=\"2\" data-label=\"Matt\">10 11 years mainly thanks to the a lot of connections Channel advisor helped me create you know Market places like Amazon eBay buy.com back in the day,<\/span><br \/><span title=\"3:16 - 3:24\" data-start=\"00:03:16.467\" data-end=\"00:03:23.557\" data-spk=\"2\" data-label=\"Matt\">a lot of the shopping channels like Shopzilla and sites like that and we exited that business in 2017.<\/span><br \/><span title=\"3:24 - 3:29\" data-start=\"00:03:23.972\" data-end=\"00:03:29.062\" data-spk=\"2\" data-label=\"Matt\">And been involved in e-commerce and various other companies and degrees.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[3:30]<\/small>\u00a0<span title=\"3:30 - 3:39\" data-start=\"00:03:29.891\" data-end=\"00:03:38.640\" data-spk=\"0\" data-label=\"Jason\">That\u2019s an amazing story for a couple of reasons first of all I love everybody that that helps helps<\/span><br \/><span title=\"3:38 - 3:46\" data-start=\"00:03:38.436\" data-end=\"00:03:45.869\" data-spk=\"0\" data-label=\"Jason\">fun they\u2019re beginning through Retail Arbitrage have you seen the latest version of we Retail Arbitrage kind of making the rounds right now.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[3:46]<\/small>\u00a0<span title=\"3:46 - 3:50\" data-start=\"00:03:46.008\" data-end=\"00:03:50.436\" data-spk=\"2\" data-label=\"Matt\">What is the what is the latest version of I probably have but I\u2019m wondering what it would lose.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[3:50]<\/small>\u00a0<span title=\"3:50 - 3:56\" data-start=\"00:03:50.136\" data-end=\"00:03:55.832\" data-spk=\"0\" data-label=\"Jason\">It\u2019s dudes buying Walmart frozen pizza and then selling it as a ghost Kitchen on doordash.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[3:56]<\/small>\u00a0<span title=\"3:56 - 4:01\" data-start=\"00:03:55.580\" data-end=\"00:04:01.180\" data-spk=\"2\" data-label=\"Matt\">I love it yes I actually posted that somebody needs to hire that guy with the tick tock video yeah.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[4:01]<\/small>\u00a0<span title=\"4:01 - 4:15\" data-start=\"00:04:01.187\" data-end=\"00:04:15.494\" data-spk=\"0\" data-label=\"Jason\">Yeah that that was amazing and then one thing that\u2019s that I found peculiar about your background is most people tell me they even back then Scott was too fancy to actually talk to customer so it\u2019s kind of impressive that you were able to meet Scott in person back then.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[4:16]<\/small>\u00a0<span title=\"4:16 - 4:26\" data-start=\"00:04:15.584\" data-end=\"00:04:26.382\" data-spk=\"2\" data-label=\"Matt\">Yeah the I would think I was like 18 and I was a channel advisor conference and I had a beer in my hand and he walked up to me and I remember he was like are you are you 21 I was like I don\u2019t think so.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[4:26]<\/small>\u00a0<span title=\"4:26 - 4:28\" data-start=\"00:04:26.082\" data-end=\"00:04:28.215\" data-spk=\"0\" data-label=\"Jason\">So it was mostly a liability concerns.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[4:30]<\/small>\u00a0<span title=\"4:30 - 4:44\" data-start=\"00:04:29.616\" data-end=\"00:04:44.259\" data-spk=\"1\" data-label=\"Scot\">Yeah yeah Matt Matt\u2019s a brilliant marketer and he would bring these t-shirts to the shows he did he did Wingo as my homeboy and then was a twingo made Millions so those are some of the best best marketing gimmicks,<\/span><br \/><span title=\"4:44 - 4:49\" data-start=\"00:04:44.446\" data-end=\"00:04:49.205\" data-spk=\"1\" data-label=\"Scot\">and I will show up at the show and I was wearing this this t-shirt with a picture of Miss really weird.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[4:49]<\/small>\u00a0<span title=\"4:49 - 4:59\" data-start=\"00:04:49.397\" data-end=\"00:04:58.717\" data-spk=\"0\" data-label=\"Jason\">I feel like it\u2019s even it\u2019s gotten increasingly true and more much more true in the last month that you could sell more of those t-shirts the Wingo made me Millions.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[4:59]<\/small>\u00a0<span title=\"4:59 - 5:02\" data-start=\"00:04:58.916\" data-end=\"00:05:02.389\" data-spk=\"2\" data-label=\"Matt\">Yeah it was a it was a lot of fun so.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[5:04]<\/small>\u00a0<span title=\"5:04 - 5:18\" data-start=\"00:05:03.657\" data-end=\"00:05:17.946\" data-spk=\"1\" data-label=\"Scot\">And then so then that was your primary thing so then you did you guys realize that you needed to build you look at all the software for shipping and inventory management and build your own and then you,<\/span><br \/><span title=\"5:18 - 5:19\" data-start=\"00:05:17.995\" data-end=\"00:05:18.992\" data-spk=\"1\" data-label=\"Scot\">tell the story of that.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[5:19]<\/small>\u00a0<span title=\"5:19 - 5:33\" data-start=\"00:05:19.287\" data-end=\"00:05:32.578\" data-spk=\"2\" data-label=\"Matt\">Oh yeah so it was like 2012 or 2011 and kind of the only inventory platform out there other than like something on the level like sap Oracle custom build for like larger retailers or Manhattan,<\/span><br \/><span title=\"5:33 - 5:40\" data-start=\"00:05:32.795\" data-end=\"00:05:40.288\" data-spk=\"2\" data-label=\"Matt\">a red Prairie was what was it called Scott like Stone Edge or something what was it was on Old access bit database yeah and I remember,<\/span><br \/><span title=\"5:40 - 5:50\" data-start=\"00:05:40.366\" data-end=\"00:05:49.860\" data-spk=\"2\" data-label=\"Matt\">they actually got bought out by a former competitor of Channel advisor so and there were so many Channel advisor clients on there so we tried to launch that in our warehouse and my childhood friend<\/span><br \/><span title=\"5:50 - 5:56\" data-start=\"00:05:49.692\" data-end=\"00:05:56.116\" data-spk=\"2\" data-label=\"Matt\">and he says who got an engineering degree and eventually became the CEO of skew vault,<\/span><br \/><span title=\"5:56 - 6:03\" data-start=\"00:05:56.356\" data-end=\"00:06:02.912\" data-spk=\"2\" data-label=\"Matt\">tried to implement that and then him and a programmer who was programming a bunch of stuff Slava who\u2019s the co-founder skew vault<\/span><br \/><span title=\"6:03 - 6:14\" data-start=\"00:06:02.888\" data-end=\"00:06:14.365\" data-spk=\"2\" data-label=\"Matt\">try to implement that system and it just didn\u2019t work properly for us so they came back to me a few months later and they were like hey we\u2019re just going to build it and I was kind of like okay if you guys can really do that<\/span><br \/><span title=\"6:14 - 6:25\" data-start=\"00:06:14.306\" data-end=\"00:06:24.677\" data-spk=\"2\" data-label=\"Matt\">and you know it worked we built a skew Vault version 1 out of Street Motors warehouse and then eventually I help those guys kind of get the business off the ground.<\/span><\/p>\n<p><small>[6:25]<\/small>\u00a0<span title=\"6:25 - 6:34\" data-start=\"00:06:24.924\" data-end=\"00:06:34.141\" data-spk=\"2\" data-label=\"Matt\">Was original co-founder Andy just exited the business lat ironically a week before Channel advisor so,<\/span><br \/><span title=\"6:34 - 6:45\" data-start=\"00:06:34.304\" data-end=\"00:06:45.384\" data-spk=\"2\" data-label=\"Matt\">to a company out of the UK and you know still work with Andy on a daily basis and good friends so really proud of those guys and yeah it was it was a great thing we did up having,<\/span><br \/><span title=\"6:46 - 6:55\" data-start=\"00:06:45.631\" data-end=\"00:06:54.764\" data-spk=\"2\" data-label=\"Matt\">thousands of customers and help them with their fulfillment needs and help a lot of the big direct to Consumer and Shabba fine Amazon retailers on a SAS,<\/span><br \/><span title=\"6:55 - 7:00\" data-start=\"00:06:54.801\" data-end=\"00:06:59.830\" data-spk=\"2\" data-label=\"Matt\">like platform manage their inventory and cycle counts and you know all that kind of stuff.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[7:00]<\/small>\u00a0<span title=\"7:00 - 7:11\" data-start=\"00:06:59.884\" data-end=\"00:07:11.307\" data-spk=\"0\" data-label=\"Jason\">And so was q v predominantly like a order management system or I guess I always thought of it as kind of like a almost like a dim and a CMS and a way am I thinking of it wrong.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[7:12]<\/small>\u00a0<span title=\"7:12 - 7:19\" data-start=\"00:07:11.734\" data-end=\"00:07:18.518\" data-spk=\"2\" data-label=\"Matt\">Predominately a warehouse management system you know we never we had a really good partnership with people like Channel advisor and,<\/span><br \/><span title=\"7:19 - 7:26\" data-start=\"00:07:18.771\" data-end=\"00:07:26.168\" data-spk=\"2\" data-label=\"Matt\">and other channel listing tools so Andy was always very adamant on not disrupting those Partnerships I think you saw a lot of,<\/span><br \/><span title=\"7:26 - 7:35\" data-start=\"00:07:26.408\" data-end=\"00:07:34.706\" data-spk=\"2\" data-label=\"Matt\">a lot of our competition would eventually move into the channel management and then disrupt those Partnerships so we always relied on and Scott was a huge part of that,<\/span><br \/><span title=\"7:35 - 7:46\" data-start=\"00:07:34.791\" data-end=\"00:07:46.016\" data-spk=\"2\" data-label=\"Matt\">and driving force and then Channel advisor folks were always a huge you know big partner of skew vaulting especially in the early days of really driving that home so we never really got into the listing.<\/span><br \/><span title=\"7:46 - 7:50\" data-start=\"00:07:46.443\" data-end=\"00:07:50.222\" data-spk=\"2\" data-label=\"Matt\">Pain management we really tried to rely on our.<\/span><br \/><span title=\"7:51 - 8:00\" data-start=\"00:07:50.865\" data-end=\"00:07:59.854\" data-spk=\"2\" data-label=\"Matt\">Excellent capability of functioning in the warehouse so providing quality control integrating with the shipping carriers like ship work shipstation.<\/span><br \/><span title=\"8:00 - 8:05\" data-start=\"00:08:00.348\" data-end=\"00:08:04.686\" data-spk=\"2\" data-label=\"Matt\">Companies like that and and then integrating with the channel Partners like a channel buzzer.<\/span><br \/><span title=\"8:06 - 8:16\" data-start=\"00:08:05.990\" data-end=\"00:08:15.845\" data-spk=\"2\" data-label=\"Matt\">And providing all the quality control Pick Pack you know scan in audits inventory sinking buffers all that type of normal WMS type of functions.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[8:17]<\/small>\u00a0<span title=\"8:17 - 8:31\" data-start=\"00:08:17.095\" data-end=\"00:08:31.438\" data-spk=\"1\" data-label=\"Scot\">Cool so you you were a e-commerce entrepreneur so you\u2019ve done that then you did software-as-a-service so you get the check that off the box and then I saw on LinkedIn you\u2019ve also been working with a turbo host so that\u2019s actually getting into my world of cars now<\/span><br \/><span title=\"8:31 - 8:34\" data-start=\"00:08:31.342\" data-end=\"00:08:33.631\" data-spk=\"1\" data-label=\"Scot\">tell me tell me how you got into that one.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[8:34]<\/small>\u00a0<span title=\"8:34 - 8:46\" data-start=\"00:08:34.191\" data-end=\"00:08:45.902\" data-spk=\"2\" data-label=\"Matt\">I just really like nice cars and you know I started renting them on Taro and I was down in Florida which is like a second home for me and I had one of my best friends move down there and from Louisville,<\/span><br \/><span title=\"8:46 - 9:00\" data-start=\"00:08:46.077\" data-end=\"00:08:59.639\" data-spk=\"2\" data-label=\"Matt\">and we just started buying cars it started with one so I didn\u2019t have to like rent Ontario anymore and then you know the turo market got really flooded so what I started to concentrate on was more mid-tier Exotics,<\/span><br \/><span title=\"9:00 - 9:07\" data-start=\"00:08:59.861\" data-end=\"00:09:06.934\" data-spk=\"2\" data-label=\"Matt\">so we bought cars like Porsches and Ferraris and then Terro raised there,<\/span><br \/><span title=\"9:07 - 9:17\" data-start=\"00:09:07.162\" data-end=\"00:09:17.245\" data-spk=\"2\" data-label=\"Matt\">they used to have a lower like coverage they would do like 150,000 and it was something that I was used to you know Scott on very well versed in the marketplaces I think if somebody looks at my.<\/span><br \/><span title=\"9:18 - 9:28\" data-start=\"00:09:17.642\" data-end=\"00:09:28.296\" data-spk=\"2\" data-label=\"Matt\">You know in between companies I\u2019ve always consulted and I\u2019ve always been brought in by big Brands to be on marketplaces Amazon eBay and how to really run and function those within a larger organization,<\/span><br \/><span title=\"9:28 - 9:36\" data-start=\"00:09:28.441\" data-end=\"00:09:35.711\" data-spk=\"2\" data-label=\"Matt\">so I really adapted well to the turo marketplace because I felt it was much like an eBay or an Amazon type of,<\/span><br \/><span title=\"9:36 - 9:42\" data-start=\"00:09:35.916\" data-end=\"00:09:41.546\" data-spk=\"2\" data-label=\"Matt\">mentality where they provide the customers you provide the inventory and then provide the service,<\/span><br \/><span title=\"9:42 - 9:49\" data-start=\"00:09:41.691\" data-end=\"00:09:49.352\" data-spk=\"2\" data-label=\"Matt\">and then you don\u2019t have to worry about all the legal jargon and a lot of the compliance and you know worrying about marketing spend,<\/span><br \/><span title=\"9:50 - 9:56\" data-start=\"00:09:49.544\" data-end=\"00:09:56.166\" data-spk=\"2\" data-label=\"Matt\">and Roi so you know we had three or four cars and and still working with my partner on that.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[9:57]<\/small>\u00a0<span title=\"9:57 - 10:15\" data-start=\"00:09:56.876\" data-end=\"00:10:14.542\" data-spk=\"1\" data-label=\"Scot\">Cool it\u2019s a as I got into this Mobility space myself I was poking around it\u2019s like otter oh and then I saw the CEOs name is Andre Haddad and he\u2019s actually an eBay guy and it rang a bell and I had met him a couple times in eBay meetings so it\u2019s funny you\u2019ve already kind of made that correlation there\u2019s a lot of,<\/span><br \/><span title=\"10:15 - 10:19\" data-start=\"00:10:14.686\" data-end=\"00:10:19.024\" data-spk=\"1\" data-label=\"Scot\">e-commerce people in the mobility world that I run across<\/span><br \/><span title=\"10:19 - 10:28\" data-start=\"00:10:18.839\" data-end=\"00:10:28.495\" data-spk=\"1\" data-label=\"Scot\">and then so my big question is if a Ferrari is a mid exotic for you what what\u2019s up there about already like Bugattis here like.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[10:29]<\/small>\u00a0<span title=\"10:29 - 10:38\" data-start=\"00:10:28.694\" data-end=\"00:10:38.380\" data-spk=\"2\" data-label=\"Matt\">Like it in your old Ferrari California so it\u2019s something like a hundred and thirty thousand dollars and then we drop you know 20,000 into it to fix it up and it\u2019s running.<\/span><br \/><span title=\"10:39 - 10:44\" data-start=\"00:10:38.681\" data-end=\"00:10:43.932\" data-spk=\"2\" data-label=\"Matt\">You know we run it at like 750 to 1,000 a day where I would consider a more like.<\/span><br \/><span title=\"10:44 - 10:56\" data-start=\"00:10:44.209\" data-end=\"00:10:56.293\" data-spk=\"2\" data-label=\"Matt\">If you look at a competition like in Miami or Vegas they\u2019re generally running in the you know the Uris has or the Bugattis of the world so that would I would consider kind of the luxury like Newark here.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[10:57]<\/small>\u00a0<span title=\"10:57 - 11:00\" data-start=\"00:10:56.738\" data-end=\"00:10:59.598\" data-spk=\"1\" data-label=\"Scot\">Got it where\u2019s and Lambo is kind of in the middle.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[11:00]<\/small>\u00a0<span title=\"11:00 - 11:04\" data-start=\"00:10:59.917\" data-end=\"00:11:03.936\" data-spk=\"2\" data-label=\"Matt\">I would say Leo Lambo Huracan would be kind of be in the middle mid-tier luxury.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[11:05]<\/small>\u00a0<span title=\"11:05 - 11:08\" data-start=\"00:11:04.856\" data-end=\"00:11:07.638\" data-spk=\"1\" data-label=\"Scot\">What\u2019s your daily driver their ass.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[11:07]<\/small>\u00a0<span title=\"11:07 - 11:18\" data-start=\"00:11:07.458\" data-end=\"00:11:17.511\" data-spk=\"2\" data-label=\"Matt\">I have five kids now so it\u2019s a Ford Expedition in Louisville Kentucky but I have to I have two choices in Suburban or yeah there\u2019s no.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[11:15]<\/small>\u00a0<span title=\"11:15 - 11:29\" data-start=\"00:11:14.837\" data-end=\"00:11:28.531\" data-spk=\"1\" data-label=\"Scot\">Low exotic low exotic yeah a lot of gold fish floating around in the car there I\u2019m a that\u2019s our bread and butter here at spiffy is the five kids think you guys are Jim.<\/span><br \/><span title=\"11:29 - 11:33\" data-start=\"00:11:29.109\" data-end=\"00:11:32.810\" data-spk=\"1\" data-label=\"Scot\">Give them and give them lots of food to throw around back there.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[11:33]<\/small>\u00a0<span title=\"11:33 - 11:37\" data-start=\"00:11:32.768\" data-end=\"00:11:37.443\" data-spk=\"2\" data-label=\"Matt\">Applesauce back and everything yeah I\u2019m the Costco dead.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[11:37]<\/small>\u00a0<span title=\"11:37 - 11:41\" data-start=\"00:11:37.365\" data-end=\"00:11:40.574\" data-spk=\"0\" data-label=\"Jason\">Spiffy spiffy charges extra for apple sauce stains just so you know.<\/span><br \/><span title=\"11:43 - 11:54\" data-start=\"00:11:42.563\" data-end=\"00:11:54.124\" data-spk=\"0\" data-label=\"Jason\">Side note I just got back from Vegas from grocery shop a grocery e-commerce show in the big news in Vegas is they just announced that formula one is coming to Las Vegas.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[11:54]<\/small>\u00a0<span title=\"11:54 - 11:57\" data-start=\"00:11:53.824\" data-end=\"00:11:57.477\" data-spk=\"1\" data-label=\"Scot\">Yeah yeah that\u2019s gonna be awesome.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[11:56]<\/small>\u00a0<span title=\"11:56 - 12:03\" data-start=\"00:11:56.113\" data-end=\"00:12:02.675\" data-spk=\"0\" data-label=\"Jason\">They\u2019re doing a track that\u2019s going to be on the Strip their clothes in the strip for a week it\u2019s going to that could be pretty cool.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[12:03]<\/small>\u00a0<span title=\"12:03 - 12:06\" data-start=\"00:12:02.627\" data-end=\"00:12:05.692\" data-spk=\"2\" data-label=\"Matt\">Who\u2019s at that shop talk conference that they\u2019re involved in.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[12:06]<\/small>\u00a0<span title=\"12:06 - 12:14\" data-start=\"00:12:06.065\" data-end=\"00:12:14.068\" data-spk=\"0\" data-label=\"Jason\">It\u2019s put on by the same people that started shop talk yes but it\u2019s more focused specifically on the like Grocery and Food Industries.<\/span><br \/><span title=\"12:16 - 12:25\" data-start=\"00:12:15.943\" data-end=\"00:12:25.233\" data-spk=\"0\" data-label=\"Jason\">So you\u2019ve got all this Marketplace experience you got your fashion experience through shoot Street Mota.<\/span><br \/><span title=\"12:38 - 12:39\" data-start=\"00:12:37.822\" data-end=\"00:12:38.946\" data-spk=\"0\" data-label=\"Jason\">How\u2019d you get there.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[12:39]<\/small>\u00a0<span title=\"12:39 - 12:50\" data-start=\"00:12:39.090\" data-end=\"00:12:50.093\" data-spk=\"2\" data-label=\"Matt\">So I started the business with a friend of mine he owns the largest travel baseball organization in the state of Kentucky it\u2019s called The Wolves baseball organization he\u2019s around my age,<\/span><br \/><span title=\"12:50 - 13:01\" data-start=\"00:12:50.255\" data-end=\"00:13:00.933\" data-spk=\"2\" data-label=\"Matt\">Jewish kid from l.a. got recruited to play baseball in Kentucky so moved here were both only children both the same age both outside of Kentucky so we got along real well,<\/span><br \/><span title=\"13:01 - 13:06\" data-start=\"00:13:01.060\" data-end=\"00:13:06.083\" data-spk=\"2\" data-label=\"Matt\">he started training my kids he\u2019s really good with people really good people skills,<\/span><br \/><span title=\"13:06 - 13:15\" data-start=\"00:13:06.239\" data-end=\"00:13:15.457\" data-spk=\"2\" data-label=\"Matt\">really good with developing children and just teamwork and a lot of stuff and so we just started Guardian as a as honestly.<\/span><br \/><span title=\"13:16 - 13:21\" data-start=\"00:13:15.746\" data-end=\"00:13:20.811\" data-spk=\"2\" data-label=\"Matt\">It was supposed to be a lifestyle based business he was paying full retail from a local sporting goods store,<\/span><br \/><span title=\"13:21 - 13:28\" data-start=\"00:13:20.992\" data-end=\"00:13:28.466\" data-spk=\"2\" data-label=\"Matt\">for all his equipment and uniforms and I was this is when I was Consulting for the company that had bought Street mode and I was like hey,<\/span><br \/><span title=\"13:29 - 13:35\" data-start=\"00:13:28.689\" data-end=\"00:13:34.512\" data-spk=\"2\" data-label=\"Matt\">you know why don\u2019t we just go direct to the brands will sell some stuff on Amazon you know we\u2019ll have a little half a million dollar business.<\/span><\/p>\n<p><small>[13:35]<\/small>\u00a0<span title=\"13:35 - 13:48\" data-start=\"00:13:34.999\" data-end=\"00:13:47.804\" data-spk=\"2\" data-label=\"Matt\">And so we started working with like the wrongs and the Wilsons of the world and the Maru cheese and when I got into this business you know coming from the fashion business and when I consulted I consulted a lot of direct-to-consumer apparel Brands and launching them on.<\/span><br \/><span title=\"13:48 - 13:53\" data-start=\"00:13:48.129\" data-end=\"00:13:53.338\" data-spk=\"2\" data-label=\"Matt\">Amazon and helping with them their Logistics and health and beauty and those are very.<\/span><br \/><span title=\"13:54 - 14:05\" data-start=\"00:13:53.687\" data-end=\"00:14:05.344\" data-spk=\"2\" data-label=\"Matt\">Competitive Industries in the direct-to-consumer world right and they\u2019re very Advanced and a lot of their metrics and there\u2019s just heavy competition and there\u2019s a new direct-to-consumer player subscription boxes which is very competitive market and there\u2019s always something new.<\/span><br \/><span title=\"14:06 - 14:14\" data-start=\"00:14:05.687\" data-end=\"00:14:13.643\" data-spk=\"2\" data-label=\"Matt\">But in the Sporting Goods industry and you know Jason if you play baseball growing up is the same Brands like the same Louisville Sluggers Easton\u2019s.<\/span><br \/><span title=\"14:14 - 14:18\" data-start=\"00:14:13.992\" data-end=\"00:14:17.573\" data-spk=\"2\" data-label=\"Matt\">Of the world and you are having some direct-to-consumer.<\/span><br \/><span title=\"14:18 - 14:30\" data-start=\"00:14:17.940\" data-end=\"00:14:29.609\" data-spk=\"2\" data-label=\"Matt\">Brands that are kind of infiltrating the baseball and softball world but it\u2019s very much like an accessories like they might be a Brandon sunglasses or a bad brain and batting gloves but there\u2019s not really a big brand kind of doing it all,<\/span><br \/><span title=\"14:30 - 14:34\" data-start=\"00:14:29.807\" data-end=\"00:14:33.515\" data-spk=\"2\" data-label=\"Matt\">and there\u2019s almost no direct-to-consumer penetration so it\u2019s something that.<\/span><\/p>\n<p><small>[14:34]<\/small>\u00a0<span title=\"14:34 - 14:43\" data-start=\"00:14:34.002\" data-end=\"00:14:43.303\" data-spk=\"2\" data-label=\"Matt\">As we started evolving the business we started by buying just equipment then we would go to the brands and we started making our own equipment with them so we go to them and say hey.<\/span><\/p>\n<p><small>[14:44]<\/small>\u00a0<span title=\"14:44 - 14:53\" data-start=\"00:14:43.586\" data-end=\"00:14:52.876\" data-spk=\"2\" data-label=\"Matt\">You guys do black pink bags for girls that\u2019s really cool but like a lot of the girls are sick of black pink so we\u2019re going to make black Tiffany we\u2019re going to make black rose gold.<\/span><br \/><span title=\"14:53 - 15:03\" data-start=\"00:14:53.135\" data-end=\"00:15:02.647\" data-spk=\"2\" data-label=\"Matt\">How about we do these like new colorways kind of relating into the fashion business so you know I was still active in fashion and Consulting for and working with a lot of Brands like Puma,<\/span><br \/><span title=\"15:03 - 15:12\" data-start=\"00:15:02.749\" data-end=\"00:15:12.057\" data-spk=\"2\" data-label=\"Matt\">Steve Madden and Brands like that so I know kind of the colorways that are clicking and women\u2019s heels or Footwear and sneakers so I would and apparel and I would kind of put those over,<\/span><br \/><span title=\"15:12 - 15:18\" data-start=\"00:15:12.220\" data-end=\"00:15:17.603\" data-spk=\"2\" data-label=\"Matt\">and say okay maybe baseball and softball is a year or two behind so we kind of started doing that and that worked really well.<\/span><br \/><span title=\"15:18 - 15:30\" data-start=\"00:15:17.880\" data-end=\"00:15:30.324\" data-spk=\"2\" data-label=\"Matt\">And then we started producing our own cleats which are an Amazon bestseller so we\u2019re you know we out sell some of the biggest brands on the market came from Footwear so we started making kids cleats,<\/span><br \/><span title=\"15:31 - 15:36\" data-start=\"00:15:30.547\" data-end=\"00:15:36.418\" data-spk=\"2\" data-label=\"Matt\">our Guardian one of our Guardian kids please says over 6 700 reviews on Amazon it\u2019s one of the top sellers,<\/span><br \/><span title=\"15:37 - 15:44\" data-start=\"00:15:36.580\" data-end=\"00:15:44.362\" data-spk=\"2\" data-label=\"Matt\">we had inventory we have more inventory coming in so we just started started with cleats and then we started making sliding Nets bat bags.<\/span><br \/><span title=\"15:45 - 15:57\" data-start=\"00:15:44.638\" data-end=\"00:15:56.969\" data-spk=\"2\" data-label=\"Matt\">Um and then we released a baseball bat with a huge kind of direct-to-consumer startup brand that\u2019s taking over a lot of the market in the BB core which is high school and college is called stinger,<\/span><br \/><span title=\"15:57 - 16:07\" data-start=\"00:15:57.197\" data-end=\"00:16:06.691\" data-spk=\"2\" data-label=\"Matt\">bad company and we did a collab with them and it was called The Guardian bat by stainer and standards whole thing is basically the traditional direct to consumer.<\/span><\/p>\n<p><small>[16:07]<\/small>\u00a0<span title=\"16:07 - 16:16\" data-start=\"00:16:06.986\" data-end=\"00:16:16.204\" data-spk=\"2\" data-label=\"Matt\">Where they\u2019re you know the normal high school and college bats are costing three to five hundred dollars and they come in around 250 price point,<\/span><br \/><span title=\"16:16 - 16:23\" data-start=\"00:16:16.366\" data-end=\"00:16:22.868\" data-spk=\"2\" data-label=\"Matt\">260 price point it\u2019s the same quality most of their sales are direct they do have a few retailers,<\/span><br \/><span title=\"16:23 - 16:36\" data-start=\"00:16:23.090\" data-end=\"00:16:35.559\" data-spk=\"2\" data-label=\"Matt\">and we came in and did a brand collaboration and we we had over 120,000 views 130,000 reviews on bat Bros which is the independent bat testing and they rated as a top five bat,<\/span><br \/><span title=\"16:36 - 16:41\" data-start=\"00:16:35.722\" data-end=\"00:16:41.388\" data-spk=\"2\" data-label=\"Matt\">and then when it came out for three or four months it was a top five bad on Amazon in terms of sales so.<\/span><br \/><span title=\"16:42 - 16:54\" data-start=\"00:16:41.683\" data-end=\"00:16:54.121\" data-spk=\"2\" data-label=\"Matt\">You know that\u2019s kind of what we\u2019re doing now and kind of evolving the business into more of a direct-to-consumer and making our own equipment and then working on with brand collaborations like a supreme would in the fashion business where,<\/span><br \/><span title=\"16:54 - 17:09\" data-start=\"00:16:54.308\" data-end=\"00:17:08.807\" data-spk=\"2\" data-label=\"Matt\">putting a guardian and going to a traditional brand and saying hey instead of just doing black and navy and red catching equipment let\u2019s do a kid\u2019s shark-tooth let\u2019s do a camouflage but like blue and green camo or something so we\u2019re kind of making it fun.<\/span><br \/><span title=\"17:09 - 17:14\" data-start=\"00:17:09.066\" data-end=\"00:17:13.921\" data-spk=\"2\" data-label=\"Matt\">And it\u2019s been good you know it\u2019s been a fun ride we\u2019re growing rapidly we,<\/span><br \/><span title=\"17:14 - 17:25\" data-start=\"00:17:13.945\" data-end=\"00:17:24.515\" data-spk=\"2\" data-label=\"Matt\">closing investment with Matt Joyce this year he came on as an owner so my business partners Evan I own the business along with a 14-year major Leaguer who just retired,<\/span><br \/><span title=\"17:25 - 17:36\" data-start=\"00:17:24.713\" data-end=\"00:17:35.836\" data-spk=\"2\" data-label=\"Matt\">and he was kind of a good Target for us we didn\u2019t want somebody that was just just going to sign a check like a really really big guy that was a Hall of Famer something and wasn\u2019t want to be active we wanted somebody that.<\/span><\/p>\n<p><small>[17:36]<\/small>\u00a0<span title=\"17:36 - 17:50\" data-start=\"00:17:36.317\" data-end=\"00:17:50.125\" data-spk=\"2\" data-label=\"Matt\">Was very entrepreneurial and Matt owns a line of gyms and Florida he does a bunch of real estate Investments and he\u2019s had kind of a blue-collar dad you know family raised him type of hard-working mentality and we wanted somebody like that.<\/span><br \/><span title=\"17:50 - 17:57\" data-start=\"00:17:50.486\" data-end=\"00:17:56.729\" data-spk=\"2\" data-label=\"Matt\">So he came on this year and we\u2019re really glad to have him and he\u2019s kind of helped line out a hole.<\/span><br \/><span title=\"17:57 - 18:05\" data-start=\"00:17:57.205\" data-end=\"00:18:05.364\" data-spk=\"2\" data-label=\"Matt\">Roster of athletes with us so we\u2019re very early on in The Cutting Edge of Ni El marketing and yeah so we\u2019re just kind of a cutting-edge retailer.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[18:06]<\/small>\u00a0<span title=\"18:06 - 18:15\" data-start=\"00:18:05.725\" data-end=\"00:18:14.709\" data-spk=\"0\" data-label=\"Jason\">Interesting so a couple of quick questions jump to mind when you first got in the the baseball business,<\/span><br \/><span title=\"18:15 - 18:25\" data-start=\"00:18:14.745\" data-end=\"00:18:25.200\" data-spk=\"0\" data-label=\"Jason\">I would call that the sporting goods in general and I\u2019m kind of assuming you\u2019ll correct me if I\u2019m wrong baseball in particular is a little bit of a digital lagger right so,<\/span><br \/><span title=\"18:25 - 18:30\" data-start=\"00:18:25.399\" data-end=\"00:18:30.158\" data-spk=\"0\" data-label=\"Jason\">like you don\u2019t think of like Rowling and Wilson as kind of digital first companies.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[18:31]<\/small>\u00a0<span title=\"18:31 - 18:37\" data-start=\"00:18:30.885\" data-end=\"00:18:37.116\" data-spk=\"2\" data-label=\"Matt\">No I would say the industry overall is is very traditional and they don\u2019t like a lot of<\/span><br \/><span title=\"18:37 - 18:51\" data-start=\"00:18:37.099\" data-end=\"00:18:51.466\" data-spk=\"2\" data-label=\"Matt\">change in the industry I think that\u2019s the baseball and softball equipment baseball in all I mean you see baseballs really losing out to Big sports like football and basketball and they\u2019re trying to figure out how do we become more engaged with the fan so I don\u2019t just think it\u2019s.<\/span><br \/><span title=\"18:52 - 19:01\" data-start=\"00:18:51.767\" data-end=\"00:19:01.207\" data-spk=\"2\" data-label=\"Matt\">Just necessary the equipment Brands I think it\u2019s overall as a sport but we definitely do see that in the baseball and softball equipment you know I think they don\u2019t really.<\/span><br \/><span title=\"19:02 - 19:11\" data-start=\"00:19:01.568\" data-end=\"00:19:11.488\" data-spk=\"2\" data-label=\"Matt\">They get they hand me these 500-page catalogs and there\u2019s 498 pages that are literally dedicated to male athlete ages 14 and above.<\/span><br \/><span title=\"19:12 - 19:19\" data-start=\"00:19:11.777\" data-end=\"00:19:18.813\" data-spk=\"2\" data-label=\"Matt\">And what they really forget and they do make equipment for him but it\u2019s not a focal point of their business and that\u2019s what Guardian kind of focuses on,<\/span><br \/><span title=\"19:19 - 19:28\" data-start=\"00:19:18.976\" data-end=\"00:19:28.320\" data-spk=\"2\" data-label=\"Matt\">is the softball Market is very underserved and then the youth market and if you think about the under 8 years old that\u2019s the most kids Everybody Plays little league right ever played buddy place,<\/span><br \/><span title=\"19:28 - 19:36\" data-start=\"00:19:28.434\" data-end=\"00:19:35.849\" data-spk=\"2\" data-label=\"Matt\">t-ball and coach pitch and then as you kind of Rise through the ranks then maybe you get more involved in swimming or maybe you get more involved in Lacrosse and that\u2019s your sport,<\/span><br \/><span title=\"19:36 - 19:44\" data-start=\"00:19:36.054\" data-end=\"00:19:43.949\" data-spk=\"2\" data-label=\"Matt\">or basketball or football and then you stop playing baseball so we are our cleats actually really Market to a 12 and under,<\/span><br \/><span title=\"19:44 - 19:55\" data-start=\"00:19:44.118\" data-end=\"00:19:55.258\" data-spk=\"2\" data-label=\"Matt\">and that\u2019s where really really kind of honing in the market and then the softball markets been huge you know two of our biggest influencers are Bella Dayton and Jasmine Perez chica they play for Arizona and Texas.<\/span><\/p>\n<p><small>[19:56]<\/small>\u00a0<span title=\"19:56 - 20:01\" data-start=\"00:19:55.727\" data-end=\"00:20:01.472\" data-spk=\"2\" data-label=\"Matt\">Their videos on Tik-Tok and Instagram we\u2019ve done on marketing as and IL marketing have.<\/span><br \/><span title=\"20:02 - 20:07\" data-start=\"00:20:01.827\" data-end=\"00:20:06.507\" data-spk=\"2\" data-label=\"Matt\">Gotten hundreds of thousands of views and actually get more views than Major Leaguers we work with,<\/span><br \/><span title=\"20:07 - 20:14\" data-start=\"00:20:06.676\" data-end=\"00:20:14.163\" data-spk=\"2\" data-label=\"Matt\">and softball NCAA softball I think it was last 2021 surpassed college or viewership,<\/span><br \/><span title=\"20:14 - 20:24\" data-start=\"00:20:14.410\" data-end=\"00:20:24.024\" data-spk=\"2\" data-label=\"Matt\">for college men\u2019s baseball in the world series for the first time ever so college softball and softball in general is a very underserved Market by these Brands and it\u2019s something that,<\/span><br \/><span title=\"20:24 - 20:32\" data-start=\"00:20:24.186\" data-end=\"00:20:31.781\" data-spk=\"2\" data-label=\"Matt\">we\u2019re working with them on to develop more items and we\u2019re also working on ourselves of really kind of dressing that market and putting women at the Forefront.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[20:33]<\/small>\u00a0<span title=\"20:33 - 20:40\" data-start=\"00:20:32.593\" data-end=\"00:20:40.236\" data-spk=\"0\" data-label=\"Jason\">Yeah that\u2019s super interesting I want to come back to the influencers but I\u2019m just trying to make sure I understand so you started Guardian.<\/span><br \/><span title=\"20:40 - 20:49\" data-start=\"00:20:40.495\" data-end=\"00:20:48.625\" data-spk=\"0\" data-label=\"Jason\">In a lot of categories like a bunch of the aspirational Legacy Brands it\u2019s really hard to get a license to sell them right so you know.<\/span><br \/><span title=\"20:49 - 21:02\" data-start=\"00:20:49.160\" data-end=\"00:21:01.665\" data-spk=\"0\" data-label=\"Jason\">You do you want to start new footwear company you\u2019re not getting a Nike license you know it\u2019s really hard to get get a wholesale agreement with Oakley folks like that was it easy to get like Wilson in drawing to sell to you.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[21:02]<\/small>\u00a0<span title=\"21:02 - 21:06\" data-start=\"00:21:02.494\" data-end=\"00:21:06.183\" data-spk=\"2\" data-label=\"Matt\">Yes it because of my business partners.<\/span><br \/><span title=\"21:07 - 21:14\" data-start=\"00:21:07.332\" data-end=\"00:21:13.977\" data-spk=\"2\" data-label=\"Matt\">The 14 travel teams he has the largest so those companies were already knocking down the door to be his uniform.<\/span><br \/><span title=\"21:14 - 21:27\" data-start=\"00:21:14.260\" data-end=\"00:21:27.305\" data-spk=\"2\" data-label=\"Matt\">Facility and and that sort of thing and at that time we started the business 45 years ago and like you said they\u2019re kind of behind the times of e-commerce so they hadn\u2019t started to clean up the marketplaces like a lot of the fashion brands or Electronics Brands had,<\/span><br \/><span title=\"21:27 - 21:34\" data-start=\"00:21:27.402\" data-end=\"00:21:33.711\" data-spk=\"2\" data-label=\"Matt\">on the Amazon and eBay world yet now they\u2019re starting to make a lot of those and they\u2019ve kind of grandfathers as they in and putting those in those contracts.<\/span><br \/><span title=\"21:34 - 21:43\" data-start=\"00:21:33.976\" data-end=\"00:21:42.815\" data-spk=\"2\" data-label=\"Matt\">Where we\u2019ve been able to do some special stuff like a lot of Brands we have you know brand registry with are able to come and do viral videos on the Amazon Marketplace and do a lot of things like that.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[21:43]<\/small>\u00a0<span title=\"21:43 - 21:47\" data-start=\"00:21:42.815\" data-end=\"00:21:46.588\" data-spk=\"0\" data-label=\"Jason\">Yeah well you you anticipated my next question which is like<\/span><br \/><span title=\"21:46 - 21:53\" data-start=\"00:21:46.421\" data-end=\"00:21:52.892\" data-spk=\"0\" data-label=\"Jason\">it\u2019s often for those Brands controversial if they want to be on marketplaces and particularly on Amazon so with<\/span><br \/><span title=\"21:53 - 22:03\" data-start=\"00:21:52.712\" data-end=\"00:22:03.330\" data-spk=\"0\" data-label=\"Jason\">do I was that part of the discussion where they already on Amazon was it a foregone conclusion that they were okay with their products being a marketplaces or is that something you had to kind of evolve into.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[22:03]<\/small>\u00a0<span title=\"22:03 - 22:14\" data-start=\"00:22:03.030\" data-end=\"00:22:13.882\" data-spk=\"2\" data-label=\"Matt\">Some of the brands are receptive to it you know I think there\u2019s three buckets there\u2019s you know brands that are like hey you can sew on your own.com but you can\u2019t sell in marketplaces then we\u2019ve had brands that are like,<\/span><br \/><span title=\"22:14 - 22:23\" data-start=\"00:22:14.044\" data-end=\"00:22:23.286\" data-spk=\"2\" data-label=\"Matt\">hey you can be an authorized retailer but you have to kind of like follow these guidelines and fall in line you can\u2019t change product items we\u2019re not going to make smu\u2019s for us,<\/span><br \/><span title=\"22:23 - 22:31\" data-start=\"00:22:23.472\" data-end=\"00:22:30.929\" data-spk=\"2\" data-label=\"Matt\">and then we have a third brand the third option where a lot of and these are I would say these are more of your up-and-coming Brands and more of your brands that are,<\/span><br \/><span title=\"22:31 - 22:35\" data-start=\"00:22:30.972\" data-end=\"00:22:35.118\" data-spk=\"2\" data-label=\"Matt\">maybe number two that are really trying to take the market share of number one,<\/span><br \/><span title=\"22:35 - 22:45\" data-start=\"00:22:35.262\" data-end=\"00:22:45.351\" data-spk=\"2\" data-label=\"Matt\">you know like what\u2019s the car rental company that always said we\u2019re number two were working going to work harder so those type of brands are the brands that we really have the best relationships with like a stainer that\u2019s,<\/span><br \/><span title=\"22:46 - 22:53\" data-start=\"00:22:45.526\" data-end=\"00:22:52.892\" data-spk=\"2\" data-label=\"Matt\">kind of said hey go ahead and take not only can you be on Amazon but we\u2019re going to give you the keys to the kingdom here\u2019s brand registry go run with it,<\/span><br \/><span title=\"22:53 - 23:02\" data-start=\"00:22:53.121\" data-end=\"00:23:01.960\" data-spk=\"2\" data-label=\"Matt\">and you know do video ads do all type of editorial marketing handle all that for you so we\u2019re kind of acting like an agency in that type of a relationship,<\/span><br \/><span title=\"23:02 - 23:08\" data-start=\"00:23:02.165\" data-end=\"00:23:08.095\" data-spk=\"2\" data-label=\"Matt\">more were handling that and following all their guidelines working when it with ownership working with the executives,<\/span><br \/><span title=\"23:08 - 23:16\" data-start=\"00:23:08.264\" data-end=\"00:23:15.619\" data-spk=\"2\" data-label=\"Matt\">and then carrying their core merchandise and also making exclusive merchandise for the Amazon Walmart type of marketplaces.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[23:16]<\/small>\u00a0<span title=\"23:16 - 23:27\" data-start=\"00:23:16.418\" data-end=\"00:23:26.663\" data-spk=\"0\" data-label=\"Jason\">Gotcha so not only are you doing it but you\u2019re helping them get better at it and is that controversial at all like are you potentially enabling them to go direct and not need you as much.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[23:27]<\/small>\u00a0<span title=\"23:27 - 23:33\" data-start=\"00:23:27.403\" data-end=\"00:23:33.165\" data-spk=\"2\" data-label=\"Matt\">I think yeah I think we you know that is controversial right I think you know I spent.<\/span><br \/><span title=\"23:34 - 23:45\" data-start=\"00:23:33.935\" data-end=\"00:23:44.715\" data-spk=\"2\" data-label=\"Matt\">Six figures on an event in Florida last year hosting all the top equipment Brands and was very adamant on here\u2019s our vision you know I think we\u2019re going to be like a Target or a Costco where.<\/span><br \/><span title=\"23:45 - 23:49\" data-start=\"00:23:45.094\" data-end=\"00:23:48.669\" data-spk=\"2\" data-label=\"Matt\">This industry is a little unique because you\u2019re always going to have.<\/span><br \/><span title=\"23:49 - 23:55\" data-start=\"00:23:49.462\" data-end=\"00:23:55.140\" data-spk=\"2\" data-label=\"Matt\">The traditional brands on the Major League field and in the college\u2019s so this is not a.<\/span><br \/><span title=\"23:56 - 24:09\" data-start=\"00:23:55.784\" data-end=\"00:24:08.667\" data-spk=\"2\" data-label=\"Matt\">An industry where people are just going to say okay now I\u2019m going to wear all birds instead of Cole Haans right where so there\u2019s always going to be elements of the industry like people are always going to want to use a Rawlings glove or you know a little Slugger bat right.<\/span><br \/><span title=\"24:09 - 24:11\" data-start=\"00:24:08.962\" data-end=\"00:24:10.932\" data-spk=\"2\" data-label=\"Matt\">Or a Marucci bat so.<\/span><br \/><span title=\"24:12 - 24:20\" data-start=\"00:24:11.894\" data-end=\"00:24:19.633\" data-spk=\"2\" data-label=\"Matt\">Working with those vendors and carrying that type of merchandise that the people demand kind of creates the ability for us to make our.<\/span><br \/><span title=\"24:21 - 24:22\" data-start=\"00:24:20.595\" data-end=\"00:24:22.295\" data-spk=\"2\" data-label=\"Matt\">Merchandise that we make.<\/span><br \/><span title=\"24:23 - 24:38\" data-start=\"00:24:23.059\" data-end=\"00:24:37.913\" data-spk=\"2\" data-label=\"Matt\">You know advertised more and have more effect in the market because we\u2019re carrying both so and we kind of have always said that that we\u2019re going to be like a Costco or a Target and carry our own private label but we always want the Best Brands and the best equipment in there.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[24:38]<\/small>\u00a0<span title=\"24:38 - 24:45\" data-start=\"00:24:38.160\" data-end=\"00:24:44.703\" data-spk=\"0\" data-label=\"Jason\">Yeah so then that brings me back to the influencers because in my mind the world is slightly changed a little bit like hey.<\/span><br \/><span title=\"24:45 - 24:55\" data-start=\"00:24:45.202\" data-end=\"00:24:55.147\" data-spk=\"0\" data-label=\"Jason\">But influencers have become a much more effective comment marketing tactic in almost every category but but in Sporting Goods particularly like,<\/span><br \/><span title=\"24:55 - 25:05\" data-start=\"00:24:55.376\" data-end=\"00:25:04.918\" data-spk=\"0\" data-label=\"Jason\">Sporting Goods that have a significant College element like baseball historically the influencer wasn\u2019t the player it was the University because the players<\/span><br \/><span title=\"25:05 - 25:15\" data-start=\"00:25:04.840\" data-end=\"00:25:14.622\" data-spk=\"0\" data-label=\"Jason\">we\u2019re not allowed to be in for answers but the the team\u2019s I\u2019ll sign contract so you so if you were super rich you could go buy a bunch of colleges<\/span><br \/><span title=\"25:14 - 25:24\" data-start=\"00:25:14.467\" data-end=\"00:25:24.009\" data-spk=\"0\" data-label=\"Jason\">they are would use your gear and then you were the de facto market leader but you know for the last couple years it\u2019s been legal for those individual players,<\/span><br \/><span title=\"25:24 - 25:30\" data-start=\"00:25:24.189\" data-end=\"00:25:29.783\" data-spk=\"0\" data-label=\"Jason\">to be their own brand and in some sports a lot of those players had then.<\/span><br \/><span title=\"25:30 - 25:41\" data-start=\"00:25:30.090\" data-end=\"00:25:41.128\" data-spk=\"0\" data-label=\"Jason\">Opted out of using the team sanctioned equipment is like and I was curious is that happening in baseball at all and is that going to open the door for more brands or have they figured out how to keep it locked down pretty well.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[25:41]<\/small>\u00a0<span title=\"25:41 - 25:47\" data-start=\"00:25:41.441\" data-end=\"00:25:47.041\" data-spk=\"2\" data-label=\"Matt\">Yeah so not so much on the latter part of the equipment I\u2019ll kind of get into that in a minute but the obviously we were very.<\/span><br \/><span title=\"25:48 - 25:53\" data-start=\"00:25:47.589\" data-end=\"00:25:52.708\" data-spk=\"2\" data-label=\"Matt\">Early on as soon as that IL law came out we were one of the first,<\/span><br \/><span title=\"25:53 - 26:04\" data-start=\"00:25:52.792\" data-end=\"00:26:04.498\" data-spk=\"2\" data-label=\"Matt\">people to start signing College athletes and we\u2019ve kind of been at the Forefront as a retailer and especially even outpacing a lot of Brands a lot of brands are asking actually asking us for advice and how we run the program so we have it,<\/span><br \/><span title=\"26:05 - 26:11\" data-start=\"00:26:04.564\" data-end=\"00:26:11.468\" data-spk=\"2\" data-label=\"Matt\">about 15 College athletes now between baseball and softball signed to our roster and we utilize them and.<\/span><br \/><span title=\"26:12 - 26:21\" data-start=\"00:26:11.907\" data-end=\"00:26:21.035\" data-spk=\"2\" data-label=\"Matt\">Not so much in a sales standpoint you\u2019re seeing a lot of traditional retailers out there big box stores are signing these college athletes and they\u2019re having them like take a picture in a shopping cart,<\/span><br \/><span title=\"26:21 - 26:26\" data-start=\"00:26:21.221\" data-end=\"00:26:26.052\" data-spk=\"2\" data-label=\"Matt\">like in their store and it just looks very like hey use my code at the checkout for 10% off.<\/span><br \/><span title=\"26:26 - 26:34\" data-start=\"00:26:26.317\" data-end=\"00:26:33.660\" data-spk=\"2\" data-label=\"Matt\">And what we really try to do if you check out our Instagram or Tik-Tok as we do a little a lot of viral like videos of Just interviewing them,<\/span><br \/><span title=\"26:34 - 26:45\" data-start=\"00:26:33.732\" data-end=\"00:26:45.143\" data-spk=\"2\" data-label=\"Matt\">we fly them in or will fly out and do a lot of photo shoots with the video team and will do videos of them using different equipment Guardian Brandon also non Guardian Brandon some of our brand partners,<\/span><br \/><span title=\"26:45 - 26:55\" data-start=\"00:26:45.384\" data-end=\"00:26:54.565\" data-spk=\"2\" data-label=\"Matt\">which they\u2019re really appreciative of and will leverage that content not only on social media but on our website email marketing but also on the marketplaces,<\/span><br \/><span title=\"26:55 - 26:56\" data-start=\"00:26:54.674\" data-end=\"00:26:55.935\" data-spk=\"2\" data-label=\"Matt\">and it\u2019s you know,<\/span><br \/><span title=\"26:56 - 27:05\" data-start=\"00:26:56.098\" data-end=\"00:27:05.412\" data-spk=\"2\" data-label=\"Matt\">I think the new wave of Amazon you\u2019ve had this wave of Scott seen the different cycles of e-commerce retailers out there and I think direct to Consumer brands are really going hard.<\/span><\/p>\n<p><small>[27:06]<\/small>\u00a0<span title=\"27:06 - 27:17\" data-start=\"00:27:05.911\" data-end=\"00:27:16.540\" data-spk=\"2\" data-label=\"Matt\">Are really coming hard on the Amazon Marketplace so I think really the private label companies you know that are strictly just trying to create a commodity product on Amazon,<\/span><br \/><span title=\"27:17 - 27:27\" data-start=\"00:27:16.727\" data-end=\"00:27:26.588\" data-spk=\"2\" data-label=\"Matt\">are really going to be forced out by brands that are really bringing really good content and really good marketing on the Amazon platform much like the direct to Consumer brands of the last five years did on social media.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[27:28]<\/small>\u00a0<span title=\"27:28 - 27:44\" data-start=\"00:27:27.862\" data-end=\"00:27:44.495\" data-spk=\"1\" data-label=\"Scot\">Got it so one way of reframing Guardian is you know there\u2019s some percentage of your stuff that you sell that the bread and butter its existing Brands but then you\u2019re also inside of their building a DTC brand to fill in the holes that by selling other people\u2019s stuff you realize hey maybe there needs to be a bat that\u2019s kind of like<\/span><br \/><span title=\"27:44 - 27:51\" data-start=\"00:27:44.303\" data-end=\"00:27:51.435\" data-spk=\"1\" data-label=\"Scot\">you know it\u2019s BBCOR this and we\u2019ll all that jazz but it needs to be at a lower price point is that a is that a fair.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[27:51]<\/small>\u00a0<span title=\"27:51 - 27:53\" data-start=\"00:27:51.201\" data-end=\"00:27:53.268\" data-spk=\"2\" data-label=\"Matt\">That\u2019s exactly that\u2019s a yeah.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[27:54]<\/small>\u00a0<span title=\"27:54 - 28:03\" data-start=\"00:27:53.605\" data-end=\"00:28:02.606\" data-spk=\"1\" data-label=\"Scot\">Cool so you\u2019re like a delicious d2c doughnut or a yeah with a with a good feeling so,<\/span><br \/><span title=\"28:03 - 28:10\" data-start=\"00:28:02.709\" data-end=\"00:28:10.231\" data-spk=\"1\" data-label=\"Scot\">so one of the reasons I wanted to get you on the podcast is you\u2019ve been out there pretty vocal talking about by with prime so maybe<\/span><br \/><span title=\"28:10 - 28:18\" data-start=\"00:28:10.052\" data-end=\"00:28:17.803\" data-spk=\"1\" data-label=\"Scot\">explain for listeners who don\u2019t know what that is what it is from your perspective and then then how you guys got looped in on that.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[28:18]<\/small>\u00a0<span title=\"28:18 - 28:25\" data-start=\"00:28:18.386\" data-end=\"00:28:25.302\" data-spk=\"2\" data-label=\"Matt\">Yeah so by with prime is a new offering from Amazon and it integrates into.<\/span><br \/><span title=\"28:26 - 28:28\" data-start=\"00:28:25.735\" data-end=\"00:28:28.487\" data-spk=\"2\" data-label=\"Matt\">Platforms like Shopify and Bigcommerce.<\/span><br \/><span title=\"28:29 - 28:38\" data-start=\"00:28:28.842\" data-end=\"00:28:38.108\" data-spk=\"2\" data-label=\"Matt\">And it allows a e-commerce retailer to pool their FBA inventory if they\u2019re on Amazon or they can send in inventory into Amazon.<\/span><br \/><span title=\"28:38 - 28:51\" data-start=\"00:28:38.408\" data-end=\"00:28:51.484\" data-spk=\"2\" data-label=\"Matt\">And there\u2019s a button on the Shopify site or the Bigcommerce site that bypasses the normal checkout process and it\u2019s just a one click buy now with Prime and then that item is fulfilled by Amazon,<\/span><br \/><span title=\"28:52 - 29:05\" data-start=\"00:28:51.725\" data-end=\"00:29:04.848\" data-spk=\"2\" data-label=\"Matt\">and that can choose and what type of box or whatever and you can actually deliver it in very competitive pricing compared to UPS FedEx you know a lot of the mail consolidators in one to two business days.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[29:06]<\/small>\u00a0<span title=\"29:06 - 29:08\" data-start=\"00:29:05.768\" data-end=\"00:29:07.834\" data-spk=\"1\" data-label=\"Scot\">Got it and then if I.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[29:08]<\/small>\u00a0<span title=\"29:08 - 29:17\" data-start=\"00:29:07.534\" data-end=\"00:29:17.329\" data-spk=\"2\" data-label=\"Matt\">It\u2019s a lot like it\u2019s a dressed-up it\u2019s like a gastropub version of their original like multi what was it called mer multi-channel fulfillment service.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[29:17]<\/small>\u00a0<span title=\"29:17 - 29:20\" data-start=\"00:29:17.029\" data-end=\"00:29:20.081\" data-spk=\"1\" data-label=\"Scot\">Yeah yeah but with a consumer front end to it.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[29:20]<\/small>\u00a0<span title=\"29:20 - 29:24\" data-start=\"00:29:19.781\" data-end=\"00:29:23.650\" data-spk=\"2\" data-label=\"Matt\">Yes with the consumer and actually some of the people in that department are like.<\/span><br \/><span title=\"29:24 - 29:35\" data-start=\"00:29:23.939\" data-end=\"00:29:34.785\" data-spk=\"2\" data-label=\"Matt\">Hey we had this originally for like five or ten years but they just dress it up and gave it a good logo so and some more front-end technology but you know it\u2019s a very compelling offer.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[29:35]<\/small>\u00a0<span title=\"29:35 - 29:41\" data-start=\"00:29:34.641\" data-end=\"00:29:40.824\" data-spk=\"1\" data-label=\"Scot\">Yeah so the user consumer is I go to your website and I see I\u2019m in the checkout process and it says hey<\/span><br \/><span title=\"29:41 - 29:52\" data-start=\"00:29:40.602\" data-end=\"00:29:52.001\" data-spk=\"1\" data-label=\"Scot\">you\u2019re a prime user you can just you\u2019ve already got your payment and everything with Amazon and you know you\u2019re familiar with the prime promise which is the fast free shipping and then I just<\/span><br \/><span title=\"29:52 - 29:56\" data-start=\"00:29:51.893\" data-end=\"00:29:56.009\" data-spk=\"1\" data-label=\"Scot\">essentially press a button in her my Amazon credentials and I\u2019m good to go is that.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[29:56]<\/small>\u00a0<span title=\"29:56 - 30:01\" data-start=\"00:29:55.745\" data-end=\"00:30:00.786\" data-spk=\"2\" data-label=\"Matt\">Yeah and it\u2019s actually before the checkout process so if you it actually supports variation so,<\/span><br \/><span title=\"30:01 - 30:08\" data-start=\"00:30:00.931\" data-end=\"00:30:07.835\" data-spk=\"2\" data-label=\"Matt\">if you were selling red dresses and you had extra small and small and FBA but you were sold out and medium and you I\u2019d meet him in your Warehouse then,<\/span><br \/><span title=\"30:08 - 30:17\" data-start=\"00:30:07.956\" data-end=\"00:30:16.746\" data-spk=\"2\" data-label=\"Matt\">it would actually if you chose the extra small or small would populate that button on the checkout before you click or on the item page before you added it to check out.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[30:17]<\/small>\u00a0<span title=\"30:17 - 30:26\" data-start=\"00:30:17.149\" data-end=\"00:30:25.550\" data-spk=\"1\" data-label=\"Scot\">So you need you need to make it an inventory aware that it\u2019s in a FB a kind of thing okay interesting yeah alright but then the you know so,<\/span><br \/><span title=\"30:26 - 30:30\" data-start=\"00:30:25.556\" data-end=\"00:30:29.888\" data-spk=\"1\" data-label=\"Scot\">so this has been another reason this was topical is<\/span><br \/><span title=\"30:30 - 30:41\" data-start=\"00:30:29.678\" data-end=\"00:30:41.372\" data-spk=\"1\" data-label=\"Scot\">you know if we kind of rewind I like five years I think there\u2019s been this kind of started this got on my radar well first of all shopify\u2019s Mantra is arming the rebels right and<\/span><br \/><span title=\"30:41 - 30:52\" data-start=\"00:30:41.312\" data-end=\"00:30:52.164\" data-spk=\"1\" data-label=\"Scot\">so that folks being a Star Wars fan that invokes a Star Wars kind of thing and then you\u2019re kind of like well who\u2019s the Death Star and it turns out Amazon\u2019s the Death Star and their arm the rebels so then they\u2019ve been poking Amazon.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[30:52]<\/small>\u00a0<span title=\"30:52 - 30:56\" data-start=\"00:30:51.864\" data-end=\"00:30:55.968\" data-spk=\"0\" data-label=\"Jason\">Oddly Kylie Jenner is Luke Skywalker in that metaphor but yeah.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[30:56]<\/small>\u00a0<span title=\"30:56 - 31:01\" data-start=\"00:30:55.848\" data-end=\"00:31:00.733\" data-spk=\"1\" data-label=\"Scot\">Sure yeah and and then<\/span><br \/><span title=\"31:01 - 31:12\" data-start=\"00:31:00.703\" data-end=\"00:31:12.156\" data-spk=\"1\" data-label=\"Scot\">and then the Shopify social media started to really poke around Amazon it made fun of Jeff Bezos was in some tabloids for some pictures that surfaced and they were making fun of that and then<\/span><br \/><span title=\"31:12 - 31:20\" data-start=\"00:31:11.988\" data-end=\"00:31:19.920\" data-spk=\"1\" data-label=\"Scot\">his divorce and all that and then I was sitting there watching that you and I have seen other companies kind of poke the Amazon Baron it hasn\u2019t gone<\/span><br \/><span title=\"31:20 - 31:34\" data-start=\"00:31:19.824\" data-end=\"00:31:33.620\" data-spk=\"1\" data-label=\"Scot\">very well for him sitting there watching as like this is not gonna go well for these guys and then sure enough you know flash word to hear Shopify has hit some issues with growth rates they over-invested in the post covid world<\/span><br \/><span title=\"31:33 - 31:43\" data-start=\"00:31:33.465\" data-end=\"00:31:43.355\" data-spk=\"1\" data-label=\"Scot\">and then famously Toby the CEO was talking about he got asked on a conference call a Wall Street conference call what he thought about<\/span><br \/><span title=\"31:43 - 31:57\" data-start=\"00:31:43.259\" data-end=\"00:31:56.719\" data-spk=\"1\" data-label=\"Scot\">by with Prime and he\u2019s like oh we love Innovation and we would we would love to adopt it well then they had to backtrack that so are you guys caught up in that like are you know because they basically are now telling Merchants that if you use it,<\/span><br \/><span title=\"31:57 - 32:06\" data-start=\"00:31:56.834\" data-end=\"00:32:05.529\" data-spk=\"1\" data-label=\"Scot\">it\u2019s pretty hard language they\u2019re saying you\u2019re probably going to be open to fraud and we can\u2019t protect you and so they\u2019re definitely heading down this path I think of,<\/span><br \/><span title=\"32:06 - 32:10\" data-start=\"00:32:05.655\" data-end=\"00:32:09.651\" data-spk=\"1\" data-label=\"Scot\">trying to make it very hard for you to use this feature.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[32:13]<\/small>\u00a0<span title=\"32:13 - 32:19\" data-start=\"00:32:12.632\" data-end=\"00:32:19.097\" data-spk=\"2\" data-label=\"Matt\">In terms of like are you asking what would I do as a business or in terms of where do you think the industry will kind of go.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[32:19]<\/small>\u00a0<span title=\"32:19 - 32:25\" data-start=\"00:32:19.266\" data-end=\"00:32:25.262\" data-spk=\"1\" data-label=\"Scot\">We\u2019ll have has you know I\u2019m assuming you\u2019re tracking this pretty closely because you\u2019re all you always are yeah.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[32:25]<\/small>\u00a0<span title=\"32:25 - 32:28\" data-start=\"00:32:24.962\" data-end=\"00:32:27.786\" data-spk=\"0\" data-label=\"Jason\">Did you get the threatening letter from from Shopify.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[32:27]<\/small>\u00a0<span title=\"32:27 - 32:33\" data-start=\"00:32:26.633\" data-end=\"00:32:32.714\" data-spk=\"2\" data-label=\"Matt\">Yeah it\u2019s we didn\u2019t get a threatening letter but we\u2019ve seen all the pop-up of the terms of service and are account that popped up.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[32:33]<\/small>\u00a0<span title=\"32:33 - 32:47\" data-start=\"00:32:33.033\" data-end=\"00:32:47.460\" data-spk=\"1\" data-label=\"Scot\">Yeah yeah it reminds me of the early days of eBay where they were like there\u2019s this thing PayPal we think it\u2019s very suspicious and we\u2019re not really sure you should use you should use our crappy payment thing that takes 50 clicks and rarely works but it\u2019s so super secure,<\/span><br \/><span title=\"32:48 - 32:53\" data-start=\"00:32:47.581\" data-end=\"00:32:53.066\" data-spk=\"1\" data-label=\"Scot\">yes so that that\u2019s interesting do you where do you think that you know as a merchant,<\/span><br \/><span title=\"32:53 - 33:00\" data-start=\"00:32:53.319\" data-end=\"00:33:00.361\" data-spk=\"1\" data-label=\"Scot\">you are on this platform and you want the flexibility to do everything how does it make you feel as from a business perspective to.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[33:00]<\/small>\u00a0<span title=\"33:00 - 33:07\" data-start=\"00:33:00.061\" data-end=\"00:33:07.049\" data-spk=\"2\" data-label=\"Matt\">From a business for so personal and then where the industry is heading I mean where the industry is heading I think you have to look.<\/span><br \/><span title=\"33:08 - 33:16\" data-start=\"00:33:07.681\" data-end=\"00:33:15.985\" data-spk=\"2\" data-label=\"Matt\">Amazon is going to rule the world of logistics you know you\u2019ve seen FedEx come out with the reports where they\u2019ve had one of their biggest messes ever and I think.<\/span><br \/><span title=\"33:16 - 33:25\" data-start=\"00:33:16.244\" data-end=\"00:33:25.089\" data-spk=\"2\" data-label=\"Matt\">You\u2019re seeing Amazon trunks more and more and it\u2019s the more reliable you know delivery than a lot of the common carrier so.<\/span><br \/><span title=\"33:26 - 33:40\" data-start=\"00:33:26.021\" data-end=\"00:33:40.304\" data-spk=\"2\" data-label=\"Matt\">And I\u2019ve seen you know Scott we\u2019ve seen what GSI and eBay and Walmart I mean Rockies Han launched of a competitor try to take out FBI I mean these are huge companies that really tried to take on Amazon and Logistics front.<\/span><br \/><span title=\"33:41 - 33:50\" data-start=\"00:33:40.719\" data-end=\"00:33:49.708\" data-spk=\"2\" data-label=\"Matt\">And I can tell you I\u2019ve used what is now I guess Shopify Logistics or whatever they\u2019re going to rename it but deliver and,<\/span><br \/><span title=\"33:50 - 34:03\" data-start=\"00:33:49.798\" data-end=\"00:34:03.463\" data-spk=\"2\" data-label=\"Matt\">it it did not really work for our business you know I can\u2019t speak for other people but it had a lot of bugs in the integration it\u2019s there\u2019s a lot of flaws with the delivery process and I don\u2019t know if that was the best egg acquisition for deliver and I don\u2019t know if it\u2019ll really work out.<\/span><br \/><span title=\"34:04 - 34:14\" data-start=\"00:34:03.806\" data-end=\"00:34:13.798\" data-spk=\"2\" data-label=\"Matt\">For a merchants and so I think there\u2019s a lot of there\u2019s a lot of progress that Amazon has made to really out do a lot of everyone in the logistics world.<\/span><\/p>\n<p><small>[34:14]<\/small>\u00a0<span title=\"34:14 - 34:25\" data-start=\"00:34:14.424\" data-end=\"00:34:24.705\" data-spk=\"2\" data-label=\"Matt\">And I just don\u2019t know if other people are going to be able to keep up and I think Innovation is always going to you know fee if Amazon is able to deliver things in one to two days for a Shopify,<\/span><br \/><span title=\"34:25 - 34:35\" data-start=\"00:34:24.897\" data-end=\"00:34:34.632\" data-spk=\"2\" data-label=\"Matt\">at prices than most Shopify Merchants can negotiate directly with UPS or FedEx or USPS for standard shipping then you know.<\/span><\/p>\n<p><small>[34:35]<\/small>\u00a0<span title=\"34:35 - 34:43\" data-start=\"00:34:35.173\" data-end=\"00:34:43.273\" data-spk=\"2\" data-label=\"Matt\">I understand what\u2019s good for Shopify and they want him to go through the checkout but what\u2019s good for their merchants on their platform than somebody might actually start to.<\/span><br \/><span title=\"34:44 - 34:53\" data-start=\"00:34:43.574\" data-end=\"00:34:52.689\" data-spk=\"2\" data-label=\"Matt\">Take that business platform because I know as as a business owner and as a CEO I would I would make the Assumption if Shopify came in and said that.<\/span><br \/><span title=\"34:53 - 34:59\" data-start=\"00:34:53.008\" data-end=\"00:34:59.010\" data-spk=\"2\" data-label=\"Matt\">And we saw by with prime become successful as we\u2019ve seen in some initial few weeks of launching it,<\/span><br \/><span title=\"34:59 - 35:07\" data-start=\"00:34:59.257\" data-end=\"00:35:06.906\" data-spk=\"2\" data-label=\"Matt\">then we would probably consider re-platforming maybe to a Bigcommerce or maybe somebody that Amazon had a really good relationship with.<\/span><br \/><span title=\"35:07 - 35:18\" data-start=\"00:35:07.195\" data-end=\"00:35:17.669\" data-spk=\"2\" data-label=\"Matt\">And maybe that\u2019s not you know the smartest move at this point but in the future when you know we can deliver Goods because part of our selling feature to people to outdo the box stores,<\/span><br \/><span title=\"35:18 - 35:21\" data-start=\"00:35:17.879\" data-end=\"00:35:21.160\" data-spk=\"2\" data-label=\"Matt\">is not you know because people can go to a dicks or Academy,<\/span><br \/><span title=\"35:21 - 35:33\" data-start=\"00:35:21.251\" data-end=\"00:35:32.529\" data-spk=\"2\" data-label=\"Matt\">and they can have the much better selection they VIP programs and everything so something we instituted on Guardian baseball.com is when I set out to start the business is I wanted to offer a free 6-month extended warranty,<\/span><br \/><span title=\"35:33 - 35:34\" data-start=\"00:35:32.776\" data-end=\"00:35:34.266\" data-spk=\"2\" data-label=\"Matt\">on all bats and equipment.<\/span><\/p>\n<p><small>[35:35]<\/small>\u00a0<span title=\"35:35 - 35:44\" data-start=\"00:35:34.597\" data-end=\"00:35:43.694\" data-spk=\"2\" data-label=\"Matt\">Because the Brand\u2019s only offer a year so we\u2019re a year and a half and I said if we compete with these brands in a world of price monitoring and price mapping and the price is the same everywhere<\/span><br \/><span title=\"35:44 - 35:53\" data-start=\"00:35:43.658\" data-end=\"00:35:52.678\" data-spk=\"2\" data-label=\"Matt\">if we\u2019re going to have a pair of cleats listed on Amazon and F ba and then we\u2019re selling them with standard shipping on our website then the only thing we really have to do is play with price and discounting,<\/span><br \/><span title=\"35:53 - 36:01\" data-start=\"00:35:52.864\" data-end=\"00:36:00.874\" data-spk=\"2\" data-label=\"Matt\">and enduring a world of price parity that\u2019s impossible so for a d2c Merchants that plays on the Amazon space you have to able to offer that same offering,<\/span><br \/><span title=\"36:01 - 36:06\" data-start=\"00:36:01.049\" data-end=\"00:36:05.633\" data-spk=\"2\" data-label=\"Matt\">of that one to two day shipping like Amazon does on your own D2 seeing if you.<\/span><\/p>\n<p><small>[36:06]<\/small>\u00a0<span title=\"36:06 - 36:17\" data-start=\"00:36:06.090\" data-end=\"00:36:16.642\" data-spk=\"2\" data-label=\"Matt\">Then you can\u2019t really expand in the Amazon because you\u2019re just going to cannibalize your own sales on on your own d2c site so I think you have to offer it both so I think Innovation will always continue to succeed,<\/span><br \/><span title=\"36:17 - 36:23\" data-start=\"00:36:16.828\" data-end=\"00:36:22.507\" data-spk=\"2\" data-label=\"Matt\">in the market and I think Brands will start to partner with people that are going to partner with Amazon.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[36:23]<\/small>\u00a0<span title=\"36:23 - 36:34\" data-start=\"00:36:23.066\" data-end=\"00:36:33.780\" data-spk=\"1\" data-label=\"Scot\">Yeah often kind of war game did this Jason I\u2019m pretty sure we\u2019ve said this on the podcast a couple times if I was personally Amazon and I got the job of disrupting Shopify,<\/span><br \/><span title=\"36:34 - 36:48\" data-start=\"00:36:33.894\" data-end=\"00:36:47.558\" data-spk=\"1\" data-label=\"Scot\">you know what I would do is I would leverage FBA and I would go and I get as many Shopify people using FBA and then then that would give me the hook to then say well let\u2019s say they came out with a competing platform or or they just.<\/span><br \/><span title=\"36:48 - 36:49\" data-start=\"00:36:47.853\" data-end=\"00:36:49.349\" data-spk=\"1\" data-label=\"Scot\">They wanted you to go to a,<\/span><br \/><span title=\"36:49 - 37:01\" data-start=\"00:36:49.482\" data-end=\"00:37:00.724\" data-spk=\"1\" data-label=\"Scot\">friendly third party platform like let\u2019s say it\u2019s Bigcommerce or something then then you just kind of proved to me that that is enough hook for the merchants to to make a front-end switch because that that,<\/span><br \/><span title=\"37:01 - 37:09\" data-start=\"00:37:00.797\" data-end=\"00:37:08.704\" data-spk=\"1\" data-label=\"Scot\">that fast relatively inexpensive shipping is so important to most companies and because customers expect.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[37:09]<\/small>\u00a0<span title=\"37:09 - 37:14\" data-start=\"00:37:09.456\" data-end=\"00:37:13.710\" data-spk=\"2\" data-label=\"Matt\">And I think Amazon has the war chest to say if Java does come out with that I mean.<\/span><br \/><span title=\"37:14 - 37:25\" data-start=\"00:37:14.377\" data-end=\"00:37:25.325\" data-spk=\"2\" data-label=\"Matt\">And I go to the by with prom team and say hey look I have to lever I have to change the Bigcommerce it\u2019s going to cost me X you know if you want me to continue using by with prime what can you guys do for me I mean you know.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[37:26]<\/small>\u00a0<span title=\"37:26 - 37:34\" data-start=\"00:37:25.801\" data-end=\"00:37:34.045\" data-spk=\"1\" data-label=\"Scot\">Yeah so you hinted that it\u2019s going really well are there any stats you can share with us so like I guess there\u2019s one thing would be<\/span><br \/><span title=\"37:34 - 37:46\" data-start=\"00:37:33.985\" data-end=\"00:37:46.195\" data-spk=\"1\" data-label=\"Scot\">you know you can only show it so many times because there\u2019s going to only be a surface area of inventory that\u2019s an FBA but then when it\u2019s shown is that got higher conversion than other things anything you can share there would be interesting.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[37:46]<\/small>\u00a0<span title=\"37:46 - 37:55\" data-start=\"00:37:45.895\" data-end=\"00:37:54.824\" data-spk=\"2\" data-label=\"Matt\">So it does have some cons there\u2019s a lot of things that are on the road map with by with prime but I mean the obvious obviously the successes are,<\/span><br \/><span title=\"37:55 - 38:07\" data-start=\"00:37:54.866\" data-end=\"00:38:06.578\" data-spk=\"2\" data-label=\"Matt\">we\u2019re seeing a slight Improvement do the familiar with the prime badge and also the estimated shipping dates the Fulfillment costs are generally 25 to 30 percent less than we can currently negotiate and I\u2019m with a lot of mail consolidators,<\/span><br \/><span title=\"38:07 - 38:16\" data-start=\"00:38:06.764\" data-end=\"00:38:16.186\" data-spk=\"2\" data-label=\"Matt\">you know resellers a post office obviously you know I\u2019ve been in this world so I know that different ways to negotiate with FedEx ups and a lot of the mail consolidators.<\/span><br \/><span title=\"38:16 - 38:28\" data-start=\"00:38:16.469\" data-end=\"00:38:28.433\" data-spk=\"2\" data-label=\"Matt\">In the quicker delivery times are generally seen 24 to 48 hours max we\u2019re seeing is 72 hours and the a big con of that as you can keep the customer data unlike regular FBA sales.<\/span><br \/><span title=\"38:29 - 38:37\" data-start=\"00:38:28.746\" data-end=\"00:38:37.020\" data-spk=\"2\" data-label=\"Matt\">Um and they\u2019re also offering you know obviously I was doubted accelerate I spoke at by with Braun conference prior to accelerated Amazon HQ,<\/span><br \/><span title=\"38:37 - 38:46\" data-start=\"00:38:37.248\" data-end=\"00:38:46.141\" data-spk=\"2\" data-label=\"Matt\">last week and it accelerate they announced that they\u2019re you know offering a bunch of different initiatives that are kind of new for Amazon where they\u2019re offering.<\/span><br \/><span title=\"38:46 - 38:52\" data-start=\"00:38:46.460\" data-end=\"00:38:52.493\" data-spk=\"2\" data-label=\"Matt\">Brands are participating by with prime the ability to actually mark it on the Amazon platform but back to their d2c site.<\/span><\/p>\n<p><small>[38:53]<\/small>\u00a0<span title=\"38:53 - 39:02\" data-start=\"00:38:52.860\" data-end=\"00:39:02.312\" data-spk=\"2\" data-label=\"Matt\">So there\u2019s a lot of compelling offers out there that they\u2019re kind of opening up the amazon Universe to which is kind of unique and I was actually surprised about.<\/span><br \/><span title=\"39:03 - 39:13\" data-start=\"00:39:02.613\" data-end=\"00:39:13.122\" data-spk=\"2\" data-label=\"Matt\">But one of the big issues that they\u2019re working on is the conversion tracking so our marketing pixels don\u2019t record purchases made from the by with prime button which is something that they\u2019re working on.<\/span><br \/><span title=\"39:13 - 39:21\" data-start=\"00:39:13.387\" data-end=\"00:39:21.228\" data-spk=\"2\" data-label=\"Matt\">And the akan that they\u2019re working on other are releasing this is you can purchase you can only purchase one bearing at a time so it\u2019s not like a checkout experience,<\/span><br \/><span title=\"39:21 - 39:30\" data-start=\"00:39:21.421\" data-end=\"00:39:29.665\" data-spk=\"2\" data-label=\"Matt\">where you can group a bunch of different items you actually have to like physically buy one item go back to the site so we have a lot of multicart,<\/span><br \/><span title=\"39:30 - 39:35\" data-start=\"00:39:29.780\" data-end=\"00:39:35.223\" data-spk=\"2\" data-label=\"Matt\">on our website unlike Amazon which is a lot of single item you pts and<\/span><br \/><span title=\"39:35 - 39:47\" data-start=\"00:39:35.206\" data-end=\"00:39:47.121\" data-spk=\"2\" data-label=\"Matt\">so we\u2019re seeing you know on a lot of those bulk they\u2019re still going to do the traditional checkout process because I don\u2019t think it\u2019s like it\u2019s hard to really explain that to the customer we\u2019re like hey if you want to buy the single item go with by with Prime.<\/span><br \/><span title=\"39:47 - 39:52\" data-start=\"00:39:47.392\" data-end=\"00:39:52.235\" data-spk=\"2\" data-label=\"Matt\">So we\u2019re seeing at limited success with a lot of 10 items.<\/span><\/p>\n<p><small>[39:53]<\/small>\u00a0<span title=\"39:53 - 40:01\" data-start=\"00:39:53.125\" data-end=\"00:40:01.471\" data-spk=\"2\" data-label=\"Matt\">If we don\u2019t currently with the current integration with Shopify it doesn\u2019t have the inventory transparency so we have to double up with an mcf integration.<\/span><br \/><span title=\"40:02 - 40:03\" data-start=\"00:40:01.754\" data-end=\"00:40:03.442\" data-spk=\"2\" data-label=\"Matt\">So it\u2019s something.<\/span><br \/><span title=\"40:04 - 40:13\" data-start=\"00:40:03.737\" data-end=\"00:40:12.882\" data-spk=\"2\" data-label=\"Matt\">You know it\u2019s kind of a unique situation with our business model because we have a separate FB a skew so there\u2019s some you know quarks in there,<\/span><br \/><span title=\"40:13 - 40:26\" data-start=\"00:40:13.063\" data-end=\"00:40:25.579\" data-spk=\"2\" data-label=\"Matt\">and there\u2019s some different things that they\u2019re really kind of coming out so with but it\u2019s I call them cons but it\u2019s really things that are calling the roadmap and right as they kind of said at the conference to me and a large group of you know.<\/span><br \/><span title=\"40:26 - 40:37\" data-start=\"00:40:26.169\" data-end=\"00:40:36.828\" data-spk=\"2\" data-label=\"Matt\">Agencies and sellers is we wanted to get it out there in the marketplace and I said that\u2019s smart and then we want to work on these as opposed to having a perfect program and releasing it a year later.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[40:38]<\/small>\u00a0<span title=\"40:38 - 40:41\" data-start=\"00:40:38.121\" data-end=\"00:40:41.329\" data-spk=\"0\" data-label=\"Jason\">Yeah so I actually just realized we didn\u2019t.<\/span><br \/><span title=\"40:42 - 40:48\" data-start=\"00:40:41.828\" data-end=\"00:40:48.462\" data-spk=\"0\" data-label=\"Jason\">We didn\u2019t articulate a couple things for visitors to just make sure everybody is tracking Guardian baseball is running on Shopify.<\/span><br \/><span title=\"40:49 - 41:02\" data-start=\"00:40:48.925\" data-end=\"00:41:02.349\" data-spk=\"0\" data-label=\"Jason\">And you are an early adopter by with prime so and you even you promoted on the homepage right so you\u2019ve got like very distinctive branding by with prime which is Amazon\u2019s program that you know if you\u2019re already a Prime member gives you that,<\/span><br \/><span title=\"41:03 - 41:12\" data-start=\"00:41:02.584\" data-end=\"00:41:11.927\" data-spk=\"0\" data-label=\"Jason\">that Prime service level of fulfillment and the prime wallet even when you buy it on Guardian baseball so.<\/span><br \/><span title=\"41:13 - 41:17\" data-start=\"00:41:12.559\" data-end=\"00:41:16.621\" data-spk=\"0\" data-label=\"Jason\">A couple of things kind of jump out at me there.<\/span><br \/><span title=\"41:17 - 41:29\" data-start=\"00:41:17.174\" data-end=\"00:41:28.536\" data-spk=\"0\" data-label=\"Jason\">You hit one that is a big problem for me is the multi skew problem but I think of the by with prime checkout flow is being very similar to the traditional shot PayPal flow.<\/span><br \/><span title=\"41:29 - 41:39\" data-start=\"00:41:28.928\" data-end=\"00:41:38.632\" data-spk=\"0\" data-label=\"Jason\">In that the checkout button shows up on as a separate button on the pdps but PayPal also let you.<\/span><br \/><span title=\"41:39 - 41:53\" data-start=\"00:41:39.071\" data-end=\"00:41:52.771\" data-spk=\"0\" data-label=\"Jason\">Like use PayPal as the payment method in the cart for the multi skew purchase so you Amazon doesn\u2019t have a solution for that today but you could imagine that they would enable by with prime both on the product level and at the cart levels.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[41:54]<\/small>\u00a0<span title=\"41:54 - 41:56\" data-start=\"00:41:53.955\" data-end=\"00:41:55.734\" data-spk=\"2\" data-label=\"Matt\">Yes and that\u2019s what they\u2019re working towards.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[41:56]<\/small>\u00a0<span title=\"41:56 - 42:03\" data-start=\"00:41:55.692\" data-end=\"00:42:03.155\" data-spk=\"0\" data-label=\"Jason\">Yeah so so that\u2019s always one big problem because you know side note most e-commerce sites are not very profitable if the if the,<\/span><br \/><span title=\"42:03 - 42:10\" data-start=\"00:42:03.366\" data-end=\"00:42:10.083\" data-spk=\"0\" data-label=\"Jason\">if the average items per order is 1 so so we definitely we need to sell more stuff in most cases<\/span><br \/><span title=\"42:10 - 42:18\" data-start=\"00:42:10.060\" data-end=\"00:42:18.400\" data-spk=\"0\" data-label=\"Jason\">to make this profitable the threatening letter I would add to is not Shopify saying hey you\u2019re not allowed to accept by with,<\/span><br \/><span title=\"42:18 - 42:24\" data-start=\"00:42:18.442\" data-end=\"00:42:23.772\" data-spk=\"0\" data-label=\"Jason\">it\u2019s simply them saying in our opinion their security flaws in,<\/span><br \/><span title=\"42:24 - 42:35\" data-start=\"00:42:23.995\" data-end=\"00:42:34.847\" data-spk=\"0\" data-label=\"Jason\">doing this kind of thing and we might not be able to indemnify you if there\u2019s a fraud problem as a result of that right like that\u2019s that\u2019s the kind of passive-aggressive,<\/span><br \/><span title=\"42:35 - 42:46\" data-start=\"00:42:35.009\" data-end=\"00:42:45.747\" data-spk=\"0\" data-label=\"Jason\">approach shopify\u2019s taken to date on it and it is funny to me because all of those same security holes would also be true of PayPal by the way and Shopify has never really complained about PayPal before.<\/span><br \/><span title=\"42:46 - 42:54\" data-start=\"00:42:46.216\" data-end=\"00:42:54.028\" data-spk=\"0\" data-label=\"Jason\">Um so that gets me to the other big problem I see for both Prime and I\u2019m curious if I\u2019m wrong or if you\u2019re seeing it<\/span><br \/><span title=\"42:54 - 43:04\" data-start=\"00:42:53.890\" data-end=\"00:43:04.087\" data-spk=\"0\" data-label=\"Jason\">by with prime only works for existing Prime members there\u2019s no onboarding experience so if I\u2019m not a Prime member and I go to Guardian baseball.com I see this huge<\/span><br \/><span title=\"43:04 - 43:13\" data-start=\"00:43:03.961\" data-end=\"00:43:12.710\" data-spk=\"0\" data-label=\"Jason\">well go on the homes thing that says by with prime which I don\u2019t have Prime and then when I\u2019m looking at an individual skew I want to buy there\u2019s a by with prime checkout button,<\/span><br \/><span title=\"43:13 - 43:22\" data-start=\"00:43:12.842\" data-end=\"00:43:21.735\" data-spk=\"0\" data-label=\"Jason\">and I could click that button but I won\u2019t be allowed to check out because I don\u2019t I don\u2019t have Prime and so if the only.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[43:21]<\/small>\u00a0<span title=\"43:21 - 43:23\" data-start=\"00:43:21.435\" data-end=\"00:43:23.238\" data-spk=\"1\" data-label=\"Scot\">Who doesn\u2019t have Prime.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[43:23]<\/small>\u00a0<span title=\"43:23 - 43:27\" data-start=\"00:43:23.418\" data-end=\"00:43:26.729\" data-spk=\"2\" data-label=\"Matt\">I\u2019m glad it\u2019s got Evans.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[43:27]<\/small>\u00a0<span title=\"43:27 - 43:35\" data-start=\"00:43:27.306\" data-end=\"00:43:35.106\" data-spk=\"0\" data-label=\"Jason\">Nobody listening to this podcast but there\u2019s 100 million Prime members in the world so even if we assume,<\/span><br \/><span title=\"43:35 - 43:47\" data-start=\"00:43:35.220\" data-end=\"00:43:47.484\" data-spk=\"0\" data-label=\"Jason\">70 million of them are in North America 80 million if you want to be really aggressive are in North America there\u2019s 240 million households in North America so two-thirds of the households in the United States of America<\/span><br \/><span title=\"43:47 - 43:52\" data-start=\"00:43:47.340\" data-end=\"00:43:52.075\" data-spk=\"0\" data-label=\"Jason\">would be the answer like can\u2019t click that button right<\/span><br \/><span title=\"43:52 - 44:04\" data-start=\"00:43:51.913\" data-end=\"00:44:03.613\" data-spk=\"0\" data-label=\"Jason\">and so I guess I went like you\u2019ve got this fragmented inventory you have some of your inventory you can you can fulfill through the the Shopify check out some you can only fulfill through by with prime but then<\/span><br \/><span title=\"44:04 - 44:12\" data-start=\"00:44:03.577\" data-end=\"00:44:11.989\" data-spk=\"0\" data-label=\"Jason\">like you have no way to give the non-prime members access to that is that a am I making up a problem and that hasn\u2019t been a problem for you or do you think you have,<\/span><br \/><span title=\"44:12 - 44:16\" data-start=\"00:44:12.212\" data-end=\"00:44:15.907\" data-spk=\"0\" data-label=\"Jason\">have non-prime members that are kind of in the whole right now on that.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[44:16]<\/small>\u00a0<span title=\"44:16 - 44:25\" data-start=\"00:44:16.160\" data-end=\"00:44:25.377\" data-spk=\"2\" data-label=\"Matt\">I think that\u2019s something to Amazon can better communicate we are obviously limited to what they can do on the side but a normal customer can still do the normal checkout process of adding the cart.<\/span><br \/><span title=\"44:26 - 44:36\" data-start=\"00:44:25.708\" data-end=\"00:44:35.533\" data-spk=\"2\" data-label=\"Matt\">But I think yeah that\u2019s obviously something Amazon can do and then also doesn\u2019t support discounts which is a big not only the conversion tracking but discount so obviously a lot of direct to Consumer sites.<\/span><br \/><span title=\"44:36 - 44:48\" data-start=\"00:44:35.930\" data-end=\"00:44:47.557\" data-spk=\"2\" data-label=\"Matt\">Like us are offering discounts or first-time customers or email you know pay 25% off with this code or Black Friday Cyber Monday so the currently does not support so it\u2019s very limited,<\/span><br \/><span title=\"44:48 - 44:56\" data-start=\"00:44:47.726\" data-end=\"00:44:56.366\" data-spk=\"2\" data-label=\"Matt\">but we really feel it\u2019s kind of right now in its use and this is going to change in the next three to six months but right now it\u2019s kind of like a fast lane,<\/span><br \/><span title=\"44:57 - 45:05\" data-start=\"00:44:56.577\" data-end=\"00:45:05.079\" data-spk=\"2\" data-label=\"Matt\">you know where you\u2019re paying like at Disney World for the fast ticket or whatever the top-of-the-line and we really feel that hey you can go through your normal checkout process.<\/span><br \/><span title=\"45:06 - 45:13\" data-start=\"00:45:05.512\" data-end=\"00:45:12.675\" data-spk=\"2\" data-label=\"Matt\">But we also have this ability we\u2019re going to a fast pass you know if you want it now you don\u2019t want to Discount you know you want it quicker and you want that problem delivery.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[45:13]<\/small>\u00a0<span title=\"45:13 - 45:21\" data-start=\"00:45:12.753\" data-end=\"00:45:21.292\" data-spk=\"0\" data-label=\"Jason\">Yeah so it\u2019s weird like here\u2019s how I like I totally agree with how you\u2019re thinking about by with prime you also take shop pay on the site<\/span><br \/><span title=\"45:21 - 45:23\" data-start=\"00:45:21.136\" data-end=\"00:45:23.107\" data-spk=\"0\" data-label=\"Jason\">and I would argue<\/span><br \/><span title=\"45:23 - 45:42\" data-start=\"00:45:22.939\" data-end=\"00:45:41.873\" data-spk=\"0\" data-label=\"Jason\">there\u2019s a different set of pros and cons to shop pay for different customers in different circumstances it seems like the solution to all these that none of these companies are willing to do is you ought to be able to just expose the by with prime button to known Prime members and you ought to be able to just expose the shop pay<\/span><br \/><span title=\"45:42 - 45:46\" data-start=\"00:45:41.729\" data-end=\"00:45:45.683\" data-spk=\"0\" data-label=\"Jason\">check out to known shop pay holders.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[45:46]<\/small>\u00a0<span title=\"45:46 - 45:47\" data-start=\"00:45:46.002\" data-end=\"00:45:47.053\" data-spk=\"2\" data-label=\"Matt\">I love that idea.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[45:47]<\/small>\u00a0<span title=\"45:47 - 45:52\" data-start=\"00:45:47.125\" data-end=\"00:45:52.178\" data-spk=\"0\" data-label=\"Jason\">Yeah trust me when you suggested to Amazon they\u2019re not going to like you because they,<\/span><br \/><span title=\"45:52 - 45:57\" data-start=\"00:45:52.395\" data-end=\"00:45:57.286\" data-spk=\"0\" data-label=\"Jason\">because they want that logo everywhere but yeah so that that seems like the,<\/span><br \/><span title=\"45:57 - 46:10\" data-start=\"00:45:57.311\" data-end=\"00:46:09.905\" data-spk=\"0\" data-label=\"Jason\">the state of by with prime right now it\u2019s super interesting and it\u2019s super interesting you\u2019re saying like man if Shopify ever said we it\u2019s a it\u2019s a hard know then that would make you reconsider the platform like that you know<\/span><br \/><span title=\"46:10 - 46:14\" data-start=\"00:46:09.816\" data-end=\"00:46:14.310\" data-spk=\"0\" data-label=\"Jason\">like that speaks volumes that\u2019s interesting.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[46:14]<\/small>\u00a0<span title=\"46:14 - 46:18\" data-start=\"00:46:14.016\" data-end=\"00:46:17.519\" data-spk=\"2\" data-label=\"Matt\">I think you know I think Amazon\u2019s coming out with this program in there.<\/span><\/p>\n<p><small>[46:19]<\/small>\u00a0<span title=\"46:19 - 46:29\" data-start=\"00:46:19.490\" data-end=\"00:46:28.840\" data-spk=\"2\" data-label=\"Matt\">I think everyone say okay is is a lot of these direct-to-consumer Shopify Brands going to adapt Amazon FBA and I think a number of them are but I think what also this is going to help.<\/span><br \/><span title=\"46:29 - 46:37\" data-start=\"00:46:29.237\" data-end=\"00:46:36.543\" data-spk=\"2\" data-label=\"Matt\">A lot of Amazon Brands a lot of Amazon DTC brands that are really executing well like a guardian on marketing,<\/span><br \/><span title=\"46:37 - 46:42\" data-start=\"00:46:36.694\" data-end=\"00:46:41.681\" data-spk=\"2\" data-label=\"Matt\">on creating good content in there not just these Dropship Private Label Amazon sellers,<\/span><br \/><span title=\"46:42 - 46:53\" data-start=\"00:46:41.820\" data-end=\"00:46:53.128\" data-spk=\"2\" data-label=\"Matt\">that are out there and you know let\u2019s go Source one or two products on Alibaba and sell them under some name and compete with the Chinese but really people that are building a brand you know the brands that are getting acquired by the aggregators and those type of brands.<\/span><br \/><span title=\"46:53 - 46:56\" data-start=\"00:46:53.465\" data-end=\"00:46:56.055\" data-spk=\"2\" data-label=\"Matt\">And those brands that may be.<\/span><br \/><span title=\"46:56 - 47:09\" data-start=\"00:46:56.422\" data-end=\"00:47:09.479\" data-spk=\"2\" data-label=\"Matt\">Our and expanded into Walmart expanded into other categories but are scared to kind of make that big investment into a Shopify site and hire the marketing team and really become like a full-fledged direct-to-consumer I think.<\/span><br \/><span title=\"47:10 - 47:12\" data-start=\"00:47:09.864\" data-end=\"00:47:12.219\" data-spk=\"2\" data-label=\"Matt\">What Amazon\u2019s doing on the marketing front.<\/span><br \/><span title=\"47:13 - 47:22\" data-start=\"00:47:12.532\" data-end=\"00:47:22.483\" data-spk=\"2\" data-label=\"Matt\">And the Fulfillment front is going to help these Amazon d2c Brands and I think what\u2019s going to happen is going to create a rise of the next wave of d2c or the next kind of.<\/span><br \/><span title=\"47:23 - 47:33\" data-start=\"00:47:22.910\" data-end=\"00:47:33.101\" data-spk=\"2\" data-label=\"Matt\">Trendy type of companies that come out there so you\u2019ve seen obviously a lot of trends like 2010\u2019s as flash sales and then you saw direct to Consumer Brands and subscription boxes,<\/span><br \/><span title=\"47:33 - 47:43\" data-start=\"00:47:33.263\" data-end=\"00:47:42.926\" data-spk=\"2\" data-label=\"Matt\">and the direct to Consumer Brands predominantly grew on social media Instagram Facebook when the iOS changes you know weren\u2019t adapted and traffic was still cheap so.<\/span><\/p>\n<p><small>[47:44]<\/small>\u00a0<span title=\"47:44 - 47:54\" data-start=\"00:47:44.122\" data-end=\"00:47:53.634\" data-spk=\"2\" data-label=\"Matt\">I think you\u2019re going to see a lot of these the next wave of cool direct to Consumer Brands will come from Amazon and they will adapt on the data see sites with the help of Amazon.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[47:54]<\/small>\u00a0<span title=\"47:54 - 47:56\" data-start=\"00:47:53.977\" data-end=\"00:47:55.749\" data-spk=\"1\" data-label=\"Scot\">Prick.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[47:55]<\/small>\u00a0<span title=\"47:55 - 48:09\" data-start=\"00:47:55.449\" data-end=\"00:48:08.807\" data-spk=\"2\" data-label=\"Matt\">And I don\u2019t think you\u2019re going to see as much D to see big brands that are adapting the Amazon by with Prime at least initially and I think eventually that you\u2019ll see a lot more adoption once a lot of these quirks are worked out.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[48:09]<\/small>\u00a0<span title=\"48:09 - 48:19\" data-start=\"00:48:08.963\" data-end=\"00:48:19.214\" data-spk=\"1\" data-label=\"Scot\">Yeah a lot of d2c Brands got born off Facebook but apple and the atti DFA of kind of crushed that so now Amazon used is kind of the way to go so I think what you\u2019re saying right.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[48:20]<\/small>\u00a0<span title=\"48:20 - 48:28\" data-start=\"00:48:19.882\" data-end=\"00:48:28.108\" data-spk=\"2\" data-label=\"Matt\">Yeah I think so and I think that\u2019s going to create a next wave of either the brands are going to adapt from a t2c over to Amazon or you\u2019re going to see these kind of<\/span><br \/><span title=\"48:28 - 48:41\" data-start=\"00:48:27.952\" data-end=\"00:48:40.661\" data-spk=\"2\" data-label=\"Matt\">Amazon native people that have kind of running this world like I have for the last two decades that really know how to master the marketplace know how to assemble the teams of marketing customer service and everything and use the right technology stocks,<\/span><br \/><span title=\"48:41 - 48:47\" data-start=\"00:48:40.847\" data-end=\"00:48:46.526\" data-spk=\"2\" data-label=\"Matt\">for those businesses and really adopt and really grow really Innovative brands.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[48:47]<\/small>\u00a0<span title=\"48:47 - 48:51\" data-start=\"00:48:46.929\" data-end=\"00:48:50.856\" data-spk=\"1\" data-label=\"Scot\">I know you need to go and like four minutes so we could wrap it a fire this.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[48:50]<\/small>\u00a0<span title=\"48:50 - 48:52\" data-start=\"00:48:50.053\" data-end=\"00:48:52.018\" data-spk=\"2\" data-label=\"Matt\">You\u2019re good you can tell Ron few months if you.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[48:52]<\/small>\u00a0<span title=\"48:52 - 49:01\" data-start=\"00:48:51.768\" data-end=\"00:49:00.869\" data-spk=\"1\" data-label=\"Scot\">About dying dying to know what do you think about all the FBA Roll-Ups they were all quite the fashion and now they seem to be hitting some hard times did you ever buy into that trend.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[49:03]<\/small>\u00a0<span title=\"49:03 - 49:12\" data-start=\"00:49:03.087\" data-end=\"00:49:11.505\" data-spk=\"2\" data-label=\"Matt\">I think anyone in this market I mean you look at a lot of our outspoken people on social media of those,<\/span><br \/><span title=\"49:12 - 49:23\" data-start=\"00:49:11.752\" data-end=\"00:49:22.616\" data-spk=\"2\" data-label=\"Matt\">you know it\u2019s tough to acquire that many Brands and I think there are some people that are successful with it that are more going in The Tortoise and the Hare that you know we all I\u2019m hearing some successful people where there\u2019s let you know.<\/span><br \/><span title=\"49:23 - 49:31\" data-start=\"00:49:22.899\" data-end=\"00:49:31.347\" data-spk=\"2\" data-label=\"Matt\">By maybe they own 15 brands or they own 10 brands but obviously the big big aggregators that everyone talks about are obviously struggling you\u2019re seeing layoffs so.<\/span><br \/><span title=\"49:32 - 49:46\" data-start=\"00:49:31.642\" data-end=\"00:49:46.160\" data-spk=\"2\" data-label=\"Matt\">I wasn\u2019t really you know how to directly opinion on it I thought it was there\u2019s no way they could acquire that many Brands and with it with the market model of not keeping the entrepreneurial on because I think there\u2019s always an art form to e-commerce you can have all the analytics you want you can have all the data scientists and,<\/span><br \/><span title=\"49:46 - 49:56\" data-start=\"00:49:46.418\" data-end=\"00:49:56.477\" data-spk=\"2\" data-label=\"Matt\">and all the formula but you know when you hire College grads and to run these businesses that don\u2019t have experience you it\u2019s always a touch and feel there\u2019s always 20-30 percent art right,<\/span><br \/><span title=\"49:57 - 50:05\" data-start=\"00:49:56.712\" data-end=\"00:50:05.371\" data-spk=\"2\" data-label=\"Matt\">that somebody needs to know and the older I get I realize that I have that on the marketplace of how to really build the brands and how to adapt Brands to that,<\/span><br \/><span title=\"50:06 - 50:18\" data-start=\"00:50:05.587\" data-end=\"00:50:17.725\" data-spk=\"2\" data-label=\"Matt\">and that\u2019s why I\u2019ve been successful and I\u2019m realizing that\u2019s my strength so I think some of those aggregators really didn\u2019t have that kind of DNA of the entrepreneur and keep that intact and that might have been a downfall of some of those.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[50:21]<\/small>\u00a0<span title=\"50:21 - 50:26\" data-start=\"00:50:21.331\" data-end=\"00:50:25.735\" data-spk=\"0\" data-label=\"Jason\">Yeah it\u2019s it is interesting<\/span><br \/><span title=\"50:26 - 50:39\" data-start=\"00:50:25.628\" data-end=\"00:50:39.118\" data-spk=\"0\" data-label=\"Jason\">I can certainly see companies kind of being born direct-to-consumer on Amazon having their first customers come from Amazon and then outgrow Amazon over time where you want your own URLs or move to other things which like I mean I think,<\/span><br \/><span title=\"50:39 - 50:42\" data-start=\"00:50:39.154\" data-end=\"00:50:42.068\" data-spk=\"0\" data-label=\"Jason\">anchor is kind of the Prototype.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[50:42]<\/small>\u00a0<span title=\"50:42 - 50:44\" data-start=\"00:50:41.780\" data-end=\"00:50:43.961\" data-spk=\"2\" data-label=\"Matt\">That yeah that was that\u2019s a really good.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[50:45]<\/small>\u00a0<span title=\"50:45 - 50:55\" data-start=\"00:50:44.803\" data-end=\"00:50:55.234\" data-spk=\"0\" data-label=\"Jason\">But I do think I think it\u2019s really risky whether you\u2019re a rollup or an individual brand or whatever it\u2019s really risky to think I\u2019m Amazon is always going to be my exclusive,<\/span><br \/><span title=\"50:55 - 51:01\" data-start=\"00:50:55.300\" data-end=\"00:51:00.564\" data-spk=\"0\" data-label=\"Jason\">acquisition Channel because the problem is Amazon Super efficient at getting the maximum,<\/span><br \/><span title=\"51:01 - 51:09\" data-start=\"00:51:00.691\" data-end=\"00:51:09.031\" data-spk=\"0\" data-label=\"Jason\">fee for each customer you acquire and so yeah you can buy some of those you know customers at first to get started but you\u2019re always going to be<\/span><br \/><span title=\"51:09 - 51:18\" data-start=\"00:51:08.983\" data-end=\"00:51:18.393\" data-spk=\"0\" data-label=\"Jason\">paying the highest price and you know the big news that came out this month is I forget what their new name was but Pharma packs which has been a top five,<\/span><br \/><span title=\"51:18 - 51:22\" data-start=\"00:51:18.459\" data-end=\"00:51:21.758\" data-spk=\"0\" data-label=\"Jason\">seller on Amazon for like 10 years,<\/span><br \/><span title=\"51:22 - 51:32\" data-start=\"00:51:21.951\" data-end=\"00:51:32.039\" data-spk=\"0\" data-label=\"Jason\">and exclusively sell through Amazon they just they declared bankruptcy and they\u2019re like one of the biggest most successful Amazon sellers of all time and to me that\u2019s a cautionary tale for,<\/span><br \/><span title=\"51:32 - 51:41\" data-start=\"00:51:32.208\" data-end=\"00:51:40.668\" data-spk=\"0\" data-label=\"Jason\">like at some point you need to diversify your customer acquisition you can\u2019t solely rely on Amazon as that is that source for you.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[51:42]<\/small>\u00a0<span title=\"51:42 - 51:49\" data-start=\"00:51:42.141\" data-end=\"00:51:49.316\" data-spk=\"2\" data-label=\"Matt\">I think yes I think it\u2019s a part of a Playbook and you have to adhere to other channels and grow in other channels but you know obviously.<\/span><br \/><span title=\"51:50 - 51:58\" data-start=\"00:51:49.689\" data-end=\"00:51:57.794\" data-spk=\"2\" data-label=\"Matt\">Amazon\u2019s one of the biggest places to acquire customers one of the most successful so I think it\u2019s always going to be in a portfolio but it needs to be part of a whole portfolio.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[51:58]<\/small>\u00a0<span title=\"51:58 - 52:02\" data-start=\"00:51:57.789\" data-end=\"00:52:02.487\" data-spk=\"0\" data-label=\"Jason\">Hundred percent that\u2019s why they robbed the money from the banks right because that\u2019s what,<\/span><br \/><span title=\"52:03 - 52:16\" data-start=\"00:52:02.644\" data-end=\"00:52:16.272\" data-spk=\"0\" data-label=\"Jason\">that\u2019s where the money is but man I think that\u2019s going to be a good place to wrap it because we have used up our lot of time as per usual if you got value out of this episode we sure would appreciate that five star review on iTunes.<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[52:16]<\/small>\u00a0<span title=\"52:16 - 52:29\" data-start=\"00:52:16.387\" data-end=\"00:52:28.897\" data-spk=\"1\" data-label=\"Scot\">Matt we really appreciate taking time to tell your arterial story and share with us your thoughts about both Prime if lister\u2019s want to look you up online other than going in and buying some stuff that Guardian baseball what should they do.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[52:29]<\/small>\u00a0<span title=\"52:29 - 52:34\" data-start=\"00:52:29.108\" data-end=\"00:52:33.548\" data-spk=\"2\" data-label=\"Matt\">I\u2019m on LinkedIn Instagram and it\u2019s (2) Matt Kubancik ??? | LinkedIn<\/span><\/p>\n<p><b data-spk=\"1\">Scot:<\/b><br \/><small>[52:34]<\/small>\u00a0<span title=\"52:34 - 52:38\" data-start=\"00:52:33.975\" data-end=\"00:52:37.773\" data-spk=\"1\" data-label=\"Scot\">All right we will put links to that in the show notes and we appreciate your time.<\/span><\/p>\n<p><b data-spk=\"2\">Matt:<\/b><br \/><small>[52:38]<\/small>\u00a0<span title=\"52:38 - 52:40\" data-start=\"00:52:37.971\" data-end=\"00:52:40.182\" data-spk=\"2\" data-label=\"Matt\">Thanks for having me guys I appreciate it.<\/span><\/p>\n<p><b data-spk=\"0\">Jason:<\/b><br \/><small>[52:41]<\/small>\u00a0<span title=\"52:41 - 52:46\" data-start=\"00:52:40.675\" data-end=\"00:52:45.573\" data-spk=\"0\" data-label=\"Jason\">It was entirely our pleasure and until next time happy Commercing<\/span><\/p>\n<\/div>\n<p><script async src=\"\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script><br \/>\n<br \/><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 296 is an interview with Matt Kubancik, CEO and Co-Founder of Guardian Baseball Subscribe: [&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-7920","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\/7920","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=7920"}],"version-history":[{"count":0,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts\/7920\/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=7920"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/categories?post=7920"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/tags?post=7920"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}