{"id":8012,"date":"2022-12-06T19:15:15","date_gmt":"2022-12-06T19:15:15","guid":{"rendered":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-299-thanksgiving-week-2022-with-rob-garf-of-salesforce\/"},"modified":"2022-12-06T19:15:15","modified_gmt":"2022-12-06T19:15:15","slug":"jason-scot-show-episode-299-thanksgiving-week-2022-with-rob-garf-of-salesforce","status":"publish","type":"post","link":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-299-thanksgiving-week-2022-with-rob-garf-of-salesforce\/","title":{"rendered":"Jason &#038; Scot Show Episode 299 &#8211; Thanksgiving Week 2022 with Rob Garf of Salesforce"},"content":{"rendered":"<p> <p><a href=\"https:\/\/dmsretail.com\/online-workshops-list\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-496\" src=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png\" alt=\"Retail Online Training\" width=\"729\" height=\"91\" srcset=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png 729w, https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90-300x37.png 300w\" sizes=\"auto, (max-width: 729px) 100vw, 729px\" \/><\/a><\/p><br \/>\n<\/p>\n<div>\n<p>A weekly podcast with the latest e-commerce news and events. Episode 299 is a recap of Thanksgiving Week 2022.<\/p>\n<p> <span id=\"more-27802\"\/><\/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\/25179432\/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 299 is a discussion of Thanksgiving Week 2022 from a retail perspective with Rob Garf, Vice President and General Manager, Retail at Salesforce. This is Robs\u2019 fourth time on the show, having previously been on episodes 110, 248, and 282.<\/p>\n<p>Thanksgiving week 2022 will go down as one of the most complicated holiday weeks on record. With covid impacts still in place, a global economic crisis, supply chain disruptions, labor shortages, new retailer discounting practices, and new consumer behaviors we have a lot to unpack.<\/p>\n<p>This episodes covers a wide range of topics around the most important shopping week of the year. We make liberal use of real-time data from Salesforce Shopping Insights HQ,  which tracks how 1.5+ billion consumers are shaping shopping trends. You can see a real-time holiday dashboard, powered by Tableau so you can interact with the data yourself on the Salesforce Holiday Insights page. <\/p>\n<p>Episode 299 of the Jason &amp; Scot show was recorded on Tuesday November 29th, 2022.<\/p>\n<h2 id=\"chapter\">Transcript<\/h2>\n<p><b data-spk=\"0\">Jason:<br \/><small>[0:23]<\/small>\u00a0<span title=\"0:23 - 0:32\" data-start=\"00:00:23.135\" data-end=\"00:00:31.734\" data-spk=\"0\" data-label=\"Jason\">Welcome to the Jason and Scot show this is episode 299 being recorded on Tuesday November 29th<\/span><br \/><span title=\"0:32 - 0:41\" data-start=\"00:00:31.644\" data-end=\"00:00:41.288\" data-spk=\"0\" data-label=\"Jason\">2022 the day after Cyber Monday I\u2019m your host Jason retailgeek Goldberg and as usual I\u2019m here with your co-host Scot Wingo.<\/span><\/b><\/p>\n<p>Scot:<br \/><small>[0:41]<\/small>\u00a0<span title=\"0:41 - 0:52\" data-start=\"00:00:40.988\" data-end=\"00:00:52.159\" data-spk=\"1\" data-label=\"Scot\">Hey Jason and welcome back Jason and Scot show listeners Jason it wouldn\u2019t be a delicious turkey five if we didn\u2019t have our regular holiday guests robbed our van<\/span><br \/><span title=\"0:52 - 0:55\" data-start=\"00:00:51.961\" data-end=\"00:00:55.055\" data-spk=\"1\" data-label=\"Scot\">Rob is the vice president and general manager<\/span><br \/><span title=\"0:55 - 1:14\" data-start=\"00:00:54.857\" data-end=\"00:01:14.176\" data-spk=\"1\" data-label=\"Scot\">I think it\u2019s total maybe longer than yours a retail at Salesforce let\u2019s see those two forces that\u2019s like eight words so you need to get to work this is Rob\u2019s fourth appearance on the Jason Scott show he was here for episode 1 10 to 40 9282 and back for number four here and episode 299<\/span><br \/><span title=\"1:14 - 1:16\" data-start=\"00:01:14.050\" data-end=\"00:01:15.504\" data-spk=\"1\" data-label=\"Scot\">Rob welcome back.<\/span><\/p>\n<p>Rob:<br \/><small>[1:15]<\/small>\u00a0<span title=\"1:15 - 1:21\" data-start=\"00:01:15.487\" data-end=\"00:01:20.600\" data-spk=\"2\" data-label=\"Rob\">Gentlemen it is such a pleasure to join you today I can\u2019t wait to talk about cyber week.<\/span><\/p>\n<p>Jason:<br \/><small>[1:21]<\/small>\u00a0<span title=\"1:21 - 1:33\" data-start=\"00:01:20.943\" data-end=\"00:01:32.732\" data-spk=\"0\" data-label=\"Jason\">It wouldn\u2019t be a several week if we weren\u2019t talking to you Rob and as a I feel like a special bonus for me two of the three people on this podcast have received a 10 out of 10 rating from room Raider.<\/span><\/p>\n<p>Rob:<br \/><small>[1:33]<\/small>\u00a0<span title=\"1:33 - 1:39\" data-start=\"00:01:32.985\" data-end=\"00:01:39.324\" data-spk=\"2\" data-label=\"Rob\">Hmm who Could That Be Well I know you did it because you have a sweet pillow that shows it off.<\/span><\/p>\n<p>Jason:<br \/><small>[1:39]<\/small>\u00a0<span title=\"1:39 - 1:42\" data-start=\"00:01:39.475\" data-end=\"00:01:41.980\" data-spk=\"0\" data-label=\"Jason\">And I think I feel like you got up before me.<\/span><\/p>\n<p>Rob:<br \/><small>[1:42]<\/small>\u00a0<span title=\"1:42 - 1:50\" data-start=\"00:01:42.305\" data-end=\"00:01:50.146\" data-spk=\"2\" data-label=\"Rob\">I think so you know I gotta tell a really funny story quickly if I can I was doing early on in the pandemic a webinar I think it was probably with.<\/span><br \/><span title=\"1:50 - 1:57\" data-start=\"00:01:50.291\" data-end=\"00:01:56.648\" data-spk=\"2\" data-label=\"Rob\">Business Insider and they brought like a staging expert online and I thought I had the best background I had like a.<\/span><br \/><span title=\"1:57 - 2:08\" data-start=\"00:01:56.871\" data-end=\"00:02:08.318\" data-spk=\"2\" data-label=\"Rob\">Something like my wife got me for my 40th birthday long time ago by the way I like 1910 or 1920 National Cash Register in the background I felt all good about that and she totally.<\/span><br \/><span title=\"2:09 - 2:14\" data-start=\"00:02:08.691\" data-end=\"00:02:13.924\" data-spk=\"2\" data-label=\"Rob\">Blew up my room and thankfully she did cuz I turned out on top with a 10\/10.<\/span><\/p>\n<p><small>[2:18]<\/small>\u00a0<span title=\"2:18 - 2:21\" data-start=\"00:02:17.909\" data-end=\"00:02:21.364\" data-spk=\"2\" data-label=\"Rob\">I know I probably shouldn\u2019t have given that away but I felt pretty cool about it.<\/span><\/p>\n<p>Scot:<br \/><small>[2:21]<\/small>\u00a0<span title=\"2:21 - 2:27\" data-start=\"00:02:21.094\" data-end=\"00:02:26.639\" data-spk=\"1\" data-label=\"Scot\">Jason had a team of 10 people at publicist set his up so don\u2019t don\u2019t don\u2019t listen to him.<\/span><\/p>\n<p>Rob:<br \/><small>[2:26]<\/small>\u00a0<span title=\"2:26 - 2:33\" data-start=\"00:02:26.339\" data-end=\"00:02:32.949\" data-spk=\"2\" data-label=\"Rob\">Either and he probably gets like product placement dollars as well as a influencer for all the cool things he has in the.<\/span><\/p>\n<p>Scot:<br \/><small>[2:33]<\/small>\u00a0<span title=\"2:33 - 2:35\" data-start=\"00:02:32.649\" data-end=\"00:02:34.674\" data-spk=\"1\" data-label=\"Scot\">And they came in from France.<\/span><\/p>\n<p>Jason:<br \/><small>[2:34]<\/small>\u00a0<span title=\"2:34 - 2:43\" data-start=\"00:02:34.404\" data-end=\"00:02:43.255\" data-spk=\"0\" data-label=\"Jason\">And side note on that the jury is out on whether giant marketing holding companies can actually help your sales but they can for sure help you win Awards.<\/span><\/p>\n<p>Rob:<br \/><small>[2:43]<\/small>\u00a0<span title=\"2:43 - 2:44\" data-start=\"00:02:42.955\" data-end=\"00:02:44.204\" data-spk=\"2\" data-label=\"Rob\">Congratulations.<\/span><\/p>\n<p>Scot:<br \/><small>[2:46]<\/small>\u00a0<span title=\"2:46 - 2:47\" data-start=\"00:02:45.869\" data-end=\"00:02:47.225\" data-spk=\"1\" data-label=\"Scot\">Well Rob weird.<\/span><\/p>\n<p>Rob:<br \/><small>[2:47]<\/small>\u00a0<span title=\"2:47 - 2:49\" data-start=\"00:02:46.975\" data-end=\"00:02:49.234\" data-spk=\"2\" data-label=\"Rob\">Scot the trifecta anyways we digress.<\/span><\/p>\n<p>Scot:<br \/><small>[2:49]<\/small>\u00a0<span title=\"2:49 - 2:56\" data-start=\"00:02:48.984\" data-end=\"00:02:56.276\" data-spk=\"1\" data-label=\"Scot\">Well yes some of us I guess my day job I\u2019m like I don\u2019t know not really working on my room.<\/span><\/p>\n<p>Rob:<br \/><small>[2:55]<\/small>\u00a0<span title=\"2:55 - 2:58\" data-start=\"00:02:54.636\" data-end=\"00:02:58.476\" data-spk=\"2\" data-label=\"Rob\">Actually you are about to say you\u2019re actually working or aren\u2019t ya.<\/span><\/p>\n<p>Scot:<br \/><small>[2:59]<\/small>\u00a0<span title=\"2:59 - 3:12\" data-start=\"00:02:59.137\" data-end=\"00:03:11.954\" data-spk=\"1\" data-label=\"Scot\">Well yeah the so in case even though this is your fourth time around let\u2019s there\u2019s definitely we always pick up millions of new listeners so let\u2019s if you could recap<\/span><br \/><span title=\"3:12 - 3:25\" data-start=\"00:03:11.732\" data-end=\"00:03:24.651\" data-spk=\"1\" data-label=\"Scot\">the data that you guys have at Salesforce where it comes from and then you know we\u2019re recording this the day after Cyber Monday you\u2019ve got some hot delicious fresh data will jump in after you kind of give the high-level overview in case people aren\u2019t aware.<\/span><\/p>\n<p>Rob:<br \/><small>[3:25]<\/small>\u00a0<span title=\"3:25 - 3:34\" data-start=\"00:03:24.802\" data-end=\"00:03:34.356\" data-spk=\"2\" data-label=\"Rob\">I can\u2019t wait I\u2019m loving it we\u2019ve been swimming through this data for a better part of the we can\u2019t wait to share it with your crowd your audience yeah so by way of introduction again Rob Garf here.<\/span><br \/><span title=\"3:35 - 3:40\" data-start=\"00:03:34.530\" data-end=\"00:03:39.668\" data-spk=\"2\" data-label=\"Rob\">With Salesforce I came to Salesforce by way of the demandware acquisition which is about.<\/span><br \/><span title=\"3:40 - 3:47\" data-start=\"00:03:39.860\" data-end=\"00:03:46.548\" data-spk=\"2\" data-label=\"Rob\">Six years ago I spent five years prior at demandware on the GM for retail what that means is I oversee our product.<\/span><br \/><span title=\"3:47 - 3:58\" data-start=\"00:03:46.843\" data-end=\"00:03:57.941\" data-spk=\"2\" data-label=\"Rob\">And solution strategy along with our industry insights team and that\u2019s what gives me the great pleasure of talking cyber week and actually providing insights and intelligence for our customers all year long<\/span><br \/><span title=\"3:58 - 4:06\" data-start=\"00:03:57.894\" data-end=\"00:04:06.282\" data-spk=\"2\" data-label=\"Rob\">and the way we do that is all the data that flows through the platform we bubble that up we obviously strip out all pii data.<\/span><br \/><span title=\"4:06 - 4:21\" data-start=\"00:04:06.451\" data-end=\"00:04:20.559\" data-spk=\"2\" data-label=\"Rob\">And in its aggregate form billions of billions Shoppers it gives us an amazing read and pulse on the industry and we publish at throughout cyber week on our shopping insights HQ it\u2019s an interactive dashboard,<\/span><br \/><span title=\"4:21 - 4:30\" data-start=\"00:04:20.572\" data-end=\"00:04:30.498\" data-spk=\"2\" data-label=\"Rob\">built on Tableau and it really allows our customers the broader industry to understand what\u2019s going on in digital and be able to Benchmark themselves.<\/span><\/p>\n<p>Scot:<br \/><small>[4:32]<\/small>\u00a0<span title=\"4:32 - 4:35\" data-start=\"00:04:31.599\" data-end=\"00:04:34.945\" data-spk=\"1\" data-label=\"Scot\">Frequent thanks for that summary<\/span><br \/><span title=\"4:35 - 4:51\" data-start=\"00:04:34.753\" data-end=\"00:04:50.635\" data-spk=\"1\" data-label=\"Scot\">so let\u2019s start with the kind of the elephant in the room I get this question and Jason does a lot as well you know I\u2019m a CNBC junkie and all they talk about is inflation and recession so so anything kind of in the macroeconomics showing up in the data that you\u2019ve seen.<\/span><\/p>\n<p>Rob:<br \/><small>[4:51]<\/small>\u00a0<span title=\"4:51 - 5:01\" data-start=\"00:04:50.557\" data-end=\"00:05:00.892\" data-spk=\"2\" data-label=\"Rob\">Yeah absolutely and I think it\u2019s important to understand this holiday while the global numbers look really promising much of that if not all of that growth was concentrated.<\/span><br \/><span title=\"5:01 - 5:13\" data-start=\"00:05:01.013\" data-end=\"00:05:12.796\" data-spk=\"2\" data-label=\"Rob\">In the u.s. there\u2019s a bunch of headwinds happening for various reasons across Europe and UK along with Australian and Zealand but the US consumer who was really happy this.<\/span><br \/><span title=\"5:13 - 5:22\" data-start=\"00:05:12.935\" data-end=\"00:05:21.852\" data-spk=\"2\" data-label=\"Rob\">Cyber week and we\u2019ll talk about the data but yeah in terms of inflation are shopping index which the shopping insights ahq is built off of,<\/span><br \/><span title=\"5:22 - 5:30\" data-start=\"00:05:21.931\" data-end=\"00:05:29.916\" data-spk=\"2\" data-label=\"Rob\">has been showing an average selling price increase for the last seven quarters and that\u2019s been pretty steady and so,<\/span><br \/><span title=\"5:30 - 5:37\" data-start=\"00:05:29.941\" data-end=\"00:05:36.694\" data-spk=\"2\" data-label=\"Rob\">that\u2019s definitely played a key role in this holiday season in that much if not all of the growth that we\u2019re seeing,<\/span><br \/><span title=\"5:37 - 5:42\" data-start=\"00:05:36.749\" data-end=\"00:05:42.078\" data-spk=\"2\" data-label=\"Rob\">is driven by increased pricing not necessarily people buying more,<\/span><br \/><span title=\"5:42 - 5:53\" data-start=\"00:05:42.079\" data-end=\"00:05:53.273\" data-spk=\"2\" data-label=\"Rob\">product and I think that\u2019s a really important distinction now what I will say and I\u2019m happy to say this in the first time we\u2019re seeing a leveling off of that inflation globally<\/span><br \/><span title=\"5:53 - 6:01\" data-start=\"00:05:53.256\" data-end=\"00:06:01.308\" data-spk=\"2\" data-label=\"Rob\">over cyber week it was only I say only a three percent increase which is promising as we\u2019re looking forward to the new year.<\/span><\/p>\n<p>Scot:<br \/><small>[6:02]<\/small>\u00a0<span title=\"6:02 - 6:09\" data-start=\"00:06:01.915\" data-end=\"00:06:09.270\" data-spk=\"1\" data-label=\"Scot\">Yeah I think it\u2019s Cressida at least the macroeconomic around 10% so so 3 is 3 is a pretty good.<\/span><\/p>\n<p>Rob:<br \/><small>[6:09]<\/small>\u00a0<span title=\"6:09 - 6:11\" data-start=\"00:06:09.402\" data-end=\"00:06:11.349\" data-spk=\"2\" data-label=\"Rob\">Yeah exactly it\u2019s promising.<\/span><\/p>\n<p>Scot:<br \/><small>[6:12]<\/small>\u00a0<span title=\"6:12 - 6:16\" data-start=\"00:06:11.595\" data-end=\"00:06:15.916\" data-spk=\"1\" data-label=\"Scot\">And then that ASP increase is,<\/span><br \/><span title=\"6:16 - 6:27\" data-start=\"00:06:15.988\" data-end=\"00:06:27.183\" data-spk=\"1\" data-label=\"Scot\">does that account for mix shift so like you know if people buy more luxury goods than our and then another segment goes value could that factor into that ASP or you normalize for that in some way.<\/span><\/p>\n<p>Rob:<br \/><small>[6:27]<\/small>\u00a0<span title=\"6:27 - 6:38\" data-start=\"00:06:27.243\" data-end=\"00:06:38.053\" data-spk=\"2\" data-label=\"Rob\">We normalize for that because to your point obviously average order value for luxury versus value segments are going to be different but we really normalize that look at it across the board,<\/span><br \/><span title=\"6:38 - 6:43\" data-start=\"00:06:38.108\" data-end=\"00:06:42.686\" data-spk=\"2\" data-label=\"Rob\">and so it\u2019s taking into account of the various factors based on segments.<\/span><\/p>\n<p>Jason:<br \/><small>[6:44]<\/small>\u00a0<span title=\"6:44 - 6:49\" data-start=\"00:06:44.002\" data-end=\"00:06:49.302\" data-spk=\"0\" data-label=\"Jason\">Yeah and as the resident Debbie Downer it\u2019s.<\/span><br \/><span title=\"6:50 - 6:57\" data-start=\"00:06:49.591\" data-end=\"00:06:57.306\" data-spk=\"0\" data-label=\"Jason\">We always want to have simple sound bites to describe this weekend like all of these Trends to me are super complicated because you just highlighted the,<\/span><br \/><span title=\"6:57 - 7:12\" data-start=\"00:06:57.343\" data-end=\"00:07:11.668\" data-spk=\"0\" data-label=\"Jason\">conflicting Trend that like we have inflation goods are costing more \/ we\u2019re probably going to talk about discounting later to help Goose holiday sales which of course brings prices down and when people are nervous about the economy<\/span><br \/><span title=\"7:11 - 7:21\" data-start=\"00:07:11.482\" data-end=\"00:07:21.000\" data-spk=\"0\" data-label=\"Jason\">they shift to more needs which have higher inflation than the wants and it seems when you really dive into it it\u2019s really complicated kind of<\/span><br \/><span title=\"7:21 - 7:25\" data-start=\"00:07:20.940\" data-end=\"00:07:25.164\" data-spk=\"0\" data-label=\"Jason\">inflation seems different on online versus offline and category by category.<\/span><\/p>\n<p>Rob:<br \/><small>[7:25]<\/small>\u00a0<span title=\"7:25 - 7:33\" data-start=\"00:07:25.369\" data-end=\"00:07:32.790\" data-spk=\"2\" data-label=\"Rob\">Yeah it is complex you\u2019re right there\u2019s not a single kind of soundbite answer although if we stay on long enough I\u2019m sure I\u2019ll come up with one or two.<\/span><br \/><span title=\"7:33 - 7:43\" data-start=\"00:07:33.115\" data-end=\"00:07:43.197\" data-spk=\"2\" data-label=\"Rob\">But you know you\u2019re right in terms of the discount right so if I dive into that for a sec Jason to put a little color around it we saw for the week in the US there was a 30%.<\/span><br \/><span title=\"7:43 - 7:51\" data-start=\"00:07:43.306\" data-end=\"00:07:50.733\" data-spk=\"2\" data-label=\"Rob\">Average discount rate globally it was twenty-seven percent and we can talk about how that looks your rear and how it looked,<\/span><br \/><span title=\"7:51 - 7:59\" data-start=\"00:07:50.823\" data-end=\"00:07:59.097\" data-spk=\"2\" data-label=\"Rob\">compared to 2019 but even with those large discounts and by the way those are large discounts compared to any normal day.<\/span><br \/><span title=\"7:59 - 8:06\" data-start=\"00:07:59.230\" data-end=\"00:08:06.494\" data-spk=\"2\" data-label=\"Rob\">During the year we\u2019re looking at 15 16 percent discount rate so it\u2019s you know in the double of what we typically see,<\/span><br \/><span title=\"8:07 - 8:21\" data-start=\"00:08:06.501\" data-end=\"00:08:21.217\" data-spk=\"2\" data-label=\"Rob\">the reality is the reality is people are still paying more for a particular product than they were two years ago so people are feeling really good obviously that average is 30 in the us but we all saw over the last couple days,<\/span><br \/><span title=\"8:21 - 8:29\" data-start=\"00:08:21.247\" data-end=\"00:08:28.872\" data-spk=\"2\" data-label=\"Rob\">40% 50% even yesterday 60% in the massive amount of emails that I got trying to push and really.<\/span><br \/><span title=\"8:29 - 8:42\" data-start=\"00:08:28.987\" data-end=\"00:08:41.545\" data-spk=\"2\" data-label=\"Rob\">Incentivize people to actually click the buy button so my point here though is even with these high discount rates people are still spending more for a particular product than they did a couple of years ago.<\/span><\/p>\n<p>Jason:<br \/><small>[8:42]<\/small>\u00a0<span title=\"8:42 - 8:48\" data-start=\"00:08:42.105\" data-end=\"00:08:47.879\" data-spk=\"0\" data-label=\"Jason\">Yeah I like to say 40% off is the new 30% off for this holiday.<\/span><\/p>\n<p>Rob:<br \/><small>[8:48]<\/small>\u00a0<span title=\"8:48 - 8:58\" data-start=\"00:08:47.693\" data-end=\"00:08:58.233\" data-spk=\"2\" data-label=\"Rob\">Yeah I mean my father was in retail growing up so we would get discounts at the various apparel and Footwear companies he worked for and he always would joke that my mother would save us so much money we\u2019re going to go broke.<\/span><\/p>\n<p>Jason:<br \/><small>[8:58]<\/small>\u00a0<span title=\"8:58 - 9:05\" data-start=\"00:08:58.317\" data-end=\"00:09:04.638\" data-spk=\"0\" data-label=\"Jason\">I love that we might come back to this counting but I do want to zoom out for just a second.<\/span><br \/><span title=\"9:05 - 9:14\" data-start=\"00:09:04.813\" data-end=\"00:09:14.229\" data-spk=\"0\" data-label=\"Jason\">Traditionally Black Friday is the official heart start of the holiday shopping season here in the u.s. is that even true anymore.<\/span><\/p>\n<p>Rob:<br \/><small>[9:15]<\/small>\u00a0<span title=\"9:15 - 9:28\" data-start=\"00:09:14.890\" data-end=\"00:09:27.545\" data-spk=\"2\" data-label=\"Rob\">Well certainly retailers don\u2019t want that to be true they want it obviously to be pulled earlier and earlier in the season and that\u2019s another story line that we\u2019ve seen here you know we actually saw a little bit.<\/span><br \/><span title=\"9:28 - 9:37\" data-start=\"00:09:27.653\" data-end=\"00:09:37.328\" data-spk=\"2\" data-label=\"Rob\">Of holiday happen over the summer don\u2019t forget and I know you two wouldn\u2019t of Amazon Prime day or the first Amazon Prime day and for those retailers not named,<\/span><br \/><span title=\"9:37 - 9:48\" data-start=\"00:09:37.430\" data-end=\"00:09:47.855\" data-spk=\"2\" data-label=\"Rob\">Amazon we saw a 21% year over year increase looking at the second week of July compared to the second week of July two thousand twenty one so there was a little bit,<\/span><br \/><span title=\"9:48 - 9:56\" data-start=\"00:09:47.946\" data-end=\"00:09:56.046\" data-spk=\"2\" data-label=\"Rob\">very little pull forward and then of course people getting retailers Brad\u2019s wanted to take advantage of the halo effect of the second.<\/span><\/p>\n<p><small>[9:56]<\/small>\u00a0<span title=\"9:56 - 10:11\" data-start=\"00:09:56.449\" data-end=\"00:10:10.786\" data-spk=\"2\" data-label=\"Rob\">Prime day that happened in October and once again we saw a little bit of a bump interestingly enough some of the larger retailers front ended that with Weekend sales and that pulled a lot of growth during that time you know the weekend before Prime day in October,<\/span><br \/><span title=\"10:11 - 10:19\" data-start=\"00:10:10.883\" data-end=\"00:10:19.199\" data-spk=\"2\" data-label=\"Rob\">but the reality Jason after a couple years of spreading out of that demand earlier earlier for various reasons which we can talk about,<\/span><br \/><span title=\"10:19 - 10:23\" data-start=\"00:10:19.259\" data-end=\"00:10:23.063\" data-spk=\"2\" data-label=\"Rob\">there was so much of a concentration that happened,<\/span><br \/><span title=\"10:23 - 10:31\" data-start=\"00:10:23.141\" data-end=\"00:10:31.013\" data-spk=\"2\" data-label=\"Rob\">over cyber week meaning and based on our data the pulling forward of the couple of percentage points to earlier,<\/span><br \/><span title=\"10:31 - 10:34\" data-start=\"00:10:31.043\" data-end=\"00:10:34.035\" data-spk=\"2\" data-label=\"Rob\">in November really we\u2019re taking back,<\/span><br \/><span title=\"10:34 - 10:44\" data-start=\"00:10:34.054\" data-end=\"00:10:43.914\" data-spk=\"2\" data-label=\"Rob\">this year and were put back in cyber week and it all came down to discounts it all came down to Consumers being really patient.<\/span><br \/><span title=\"10:44 - 10:50\" data-start=\"00:10:44.119\" data-end=\"00:10:50.043\" data-spk=\"2\" data-label=\"Rob\">Not seeing what they liked in terms of the lackluster deals and waiting for.<\/span><br \/><span title=\"10:50 - 10:56\" data-start=\"00:10:50.266\" data-end=\"00:10:56.365\" data-spk=\"2\" data-label=\"Rob\">Cyber week which really contributed some very positive growth particularly in the US.<\/span><\/p>\n<p>Jason:<br \/><small>[10:57]<\/small>\u00a0<span title=\"10:57 - 11:05\" data-start=\"00:10:56.714\" data-end=\"00:11:05.126\" data-spk=\"0\" data-label=\"Jason\">Yeah it\u2019s super interesting because as you pointed out Amazon added a second sale day which I think they technically don\u2019t call Prime day right is like Prime Early Access today.<\/span><\/p>\n<p>Rob:<br \/><small>[11:05]<\/small>\u00a0<span title=\"11:05 - 11:10\" data-start=\"00:11:04.826\" data-end=\"00:11:09.507\" data-spk=\"2\" data-label=\"Rob\">Right right right get behind the Velvet Rope and be able to get some early deals.<\/span><\/p>\n<p>Jason:<br \/><small>[11:09]<\/small>\u00a0<span title=\"11:09 - 11:21\" data-start=\"00:11:09.315\" data-end=\"00:11:21.050\" data-spk=\"0\" data-label=\"Jason\">Exactly and Walmart Target and others all counter programmed against that with big sales but it cut it kind of feels like all that got defeated by the fact that<\/span><br \/><span title=\"11:21 - 11:29\" data-start=\"00:11:20.810\" data-end=\"00:11:28.676\" data-spk=\"0\" data-label=\"Jason\">consumers are well aware that the discounts are going to be deep this year and it almost seems like they may have decided to wait for deeper discounts.<\/span><\/p>\n<p>Rob:<br \/><small>[11:29]<\/small>\u00a0<span title=\"11:29 - 11:34\" data-start=\"00:11:28.616\" data-end=\"00:11:33.795\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah we call this and I\u2019ve said it before on the show but I gotta do it right it\u2019s an annual tradition,<\/span><br \/><span title=\"11:34 - 11:40\" data-start=\"00:11:33.904\" data-end=\"00:11:39.834\" data-spk=\"2\" data-label=\"Rob\">discount chicken right the idea that retailers go into the holiday season with a really well thought out.<\/span><br \/><span title=\"11:40 - 11:47\" data-start=\"00:11:40.250\" data-end=\"00:11:47.033\" data-spk=\"2\" data-label=\"Rob\">Plan for the promotional calendar and by the first weekend they typically rip it up and call inaudible.<\/span><br \/><span title=\"11:47 - 11:57\" data-start=\"00:11:47.226\" data-end=\"00:11:56.708\" data-spk=\"2\" data-label=\"Rob\">And really try to chase the deals and you know that\u2019s what happened this year contrary or in contrast to last year if you remember I know you do gentlemen.<\/span><br \/><span title=\"11:57 - 12:10\" data-start=\"00:11:56.853\" data-end=\"00:12:10.300\" data-spk=\"2\" data-label=\"Rob\">Because you track this closer than anyone you know their inventory inventory scarcity issues there was high demand so retailers didn\u2019t feel compelled to Discount they didn\u2019t we saw the lowest discount rates.<\/span><br \/><span title=\"12:11 - 12:21\" data-start=\"00:12:10.559\" data-end=\"00:12:20.510\" data-spk=\"2\" data-label=\"Rob\">In recent history last year and so retailers thought that the consumer was reprogrammed reconditioned and they would buy earlier the problem was,<\/span><br \/><span title=\"12:21 - 12:28\" data-start=\"00:12:20.576\" data-end=\"00:12:28.484\" data-spk=\"2\" data-label=\"Rob\">the Retailer\u2019s didn\u2019t come to the table with the biggest discounts again discount chicken the consumers are going to wait it out and wait for that.<\/span><\/p>\n<p><small>[12:29]<\/small>\u00a0<span title=\"12:29 - 12:36\" data-start=\"00:12:28.971\" data-end=\"00:12:36.398\" data-spk=\"2\" data-label=\"Rob\">Best deal and finally the retailers came to the table during cyber week and the consumers answered,<\/span><br \/><span title=\"12:37 - 12:45\" data-start=\"00:12:36.500\" data-end=\"00:12:45.387\" data-spk=\"2\" data-label=\"Rob\">in kind you know again last year was probably the first year that retailers won the game of discount chicken this year consumers you know,<\/span><br \/><span title=\"12:45 - 12:56\" data-start=\"00:12:45.436\" data-end=\"00:12:55.513\" data-spk=\"2\" data-label=\"Rob\">fought with their leverage and wait and they ended up winning and got some really good deals again 30 percent discount rate in the US over the course of.<\/span><br \/><span title=\"12:56 - 13:04\" data-start=\"00:12:55.705\" data-end=\"00:13:03.547\" data-spk=\"2\" data-label=\"Rob\">Thanksgiving it really peaked at Black Friday with 31 percent in the US so they really finally came to the table.<\/span><\/p>\n<p>Scot:<br \/><small>[13:04]<\/small>\u00a0<span title=\"13:04 - 13:06\" data-start=\"00:13:03.848\" data-end=\"00:13:06.089\" data-spk=\"1\" data-label=\"Scot\">Wow,<\/span><br \/><span title=\"13:06 - 13:21\" data-start=\"00:13:06.125\" data-end=\"00:13:20.613\" data-spk=\"1\" data-label=\"Scot\">you know we were reading all about last year all those cargo ships were sending off the coast of Long Beach where it is and then you know I\u2019ve heard a lot of retailers in their commentary talk about being overstocked,<\/span><br \/><span title=\"13:21 - 13:27\" data-start=\"00:13:20.613\" data-end=\"00:13:27.006\" data-spk=\"1\" data-label=\"Scot\">do you think do you think that played a role in these big discounts is just retailers or just kind of we got a really clear the shelves out kind of thing.<\/span><\/p>\n<p>Rob:<br \/><small>[13:27]<\/small>\u00a0<span title=\"13:27 - 13:36\" data-start=\"00:13:27.103\" data-end=\"00:13:36.146\" data-spk=\"2\" data-label=\"Rob\">Absolutely absolutely both in the store and in warehouse space they got spooked a little bit right in terms of,<\/span><br \/><span title=\"13:36 - 13:40\" data-start=\"00:13:36.189\" data-end=\"00:13:40.148\" data-spk=\"2\" data-label=\"Rob\">them waiting it out didn\u2019t quite work and so<\/span><br \/><span title=\"13:40 - 13:53\" data-start=\"00:13:40.143\" data-end=\"00:13:53.074\" data-spk=\"2\" data-label=\"Rob\">the Retailer\u2019s really had to step up Scott to your point they don\u2019t want to go into the new year with too much inventory they really needed a free up both inventory and cash now of course they did that.<\/span><br \/><span title=\"13:53 - 14:07\" data-start=\"00:13:53.417\" data-end=\"00:14:06.552\" data-spk=\"2\" data-label=\"Rob\">At the feet of margin right because you see I don\u2019t care how great your margin is alright some probably are that great particularly in the luxury segment but 50 60 70 percent discount or you know I saw some it was<\/span><br \/><span title=\"14:06 - 14:15\" data-start=\"00:14:06.486\" data-end=\"00:14:15.091\" data-spk=\"2\" data-label=\"Rob\">50% oh and by the way we\u2019ll give you an extra ten percent just to make it sound like they weren\u2019t really giving away everything but the reality is.<\/span><br \/><span title=\"14:15 - 14:26\" data-start=\"00:14:15.260\" data-end=\"00:14:25.709\" data-spk=\"2\" data-label=\"Rob\">Really margin took a hit because of the deeper discounts that retailers just had to do and to your point they have to free up both the inventory the Shelf space and the cash.<\/span><\/p>\n<p>Jason:<br \/><small>[14:26]<\/small>\u00a0<span title=\"14:26 - 14:34\" data-start=\"00:14:26.472\" data-end=\"00:14:33.815\" data-spk=\"0\" data-label=\"Jason\">Yeah I think even Makin where\u2019s I\u2019ve had a number of clients come to me and say hey we\u2019ve got too much inventory but even worse<\/span><br \/><span title=\"14:34 - 14:38\" data-start=\"00:14:33.647\" data-end=\"00:14:38.027\" data-spk=\"0\" data-label=\"Jason\">it\u2019s the wrong inventory that like a lot of that stuff that we<\/span><br \/><span title=\"14:38 - 14:52\" data-start=\"00:14:37.950\" data-end=\"00:14:51.638\" data-spk=\"0\" data-label=\"Jason\">ordered for mid-year all the Home Improvement and outdoor furniture stuff that they were trying to get four last year is all in stock now and so what even further incentive fising retailers to discount.<\/span><\/p>\n<p>Rob:<br \/><small>[14:52]<\/small>\u00a0<span title=\"14:52 - 15:01\" data-start=\"00:14:51.891\" data-end=\"00:15:00.772\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah and I give credit to some of the big box players who took a hit over the summer recognizing they tear Point Jason had the wrong inventory<\/span><br \/><span title=\"15:01 - 15:09\" data-start=\"00:15:00.730\" data-end=\"00:15:08.878\" data-spk=\"2\" data-label=\"Rob\">and they did something about it they tried to clear it out earlier they were public about it and they took a hit but I think they\u2019re going to come back strong you know it\u2019s interesting I was a,<\/span><br \/><span title=\"15:09 - 15:20\" data-start=\"00:15:08.878\" data-end=\"00:15:20.019\" data-spk=\"2\" data-label=\"Rob\">analysts back in the day and one of our Focus was on supply chain and Mr research was known for supply chain got acquired by Gartner for their supply chain and industries practice,<\/span><br \/><span title=\"15:20 - 15:28\" data-start=\"00:15:20.097\" data-end=\"00:15:28.383\" data-spk=\"2\" data-label=\"Rob\">and you know always tracked the gentleman how Lee who came up with the bullwhip effect the idea that,<\/span><br \/><span title=\"15:28 - 15:34\" data-start=\"00:15:28.492\" data-end=\"00:15:33.545\" data-spk=\"2\" data-label=\"Rob\">you know any shock in the supply chain will just have this ripple effect that could last,<\/span><br \/><span title=\"15:34 - 15:47\" data-start=\"00:15:33.552\" data-end=\"00:15:47.078\" data-spk=\"2\" data-label=\"Rob\">quite some time I got it conceptually heard some examples of it but we\u2019ve been living that over the last couple of years you know going from inventory scarcity buyers getting really excited thinking of the demand would really.<\/span><\/p>\n<p><small>[15:47]<\/small>\u00a0<span title=\"15:47 - 15:57\" data-start=\"00:15:47.379\" data-end=\"00:15:57.083\" data-spk=\"2\" data-label=\"Rob\">Keep steady and then when finally dear points got it came through the port of LA got through the domestic supply chain it was the wrong product or enough people had bought,<\/span><br \/><span title=\"15:57 - 16:08\" data-start=\"00:15:57.143\" data-end=\"00:16:08.182\" data-spk=\"2\" data-label=\"Rob\">you know a new monitor or TV or a desk or some cool background to get you know 10 out of 10 on rumerator and the demand wasn\u2019t there anymore so you\u2019re right I mean some of the things,<\/span><br \/><span title=\"16:08 - 16:13\" data-start=\"00:16:08.188\" data-end=\"00:16:13.415\" data-spk=\"2\" data-label=\"Rob\">in terms of replenishable products sure they have a long shelf life they have a long turn<\/span><br \/><span title=\"16:13 - 16:19\" data-start=\"00:16:13.404\" data-end=\"00:16:19.088\" data-spk=\"2\" data-label=\"Rob\">but some don\u2019t they have an expiration date and retailers are struggling with that and certainly,<\/span><br \/><span title=\"16:19 - 16:29\" data-start=\"00:16:19.118\" data-end=\"00:16:29.315\" data-spk=\"2\" data-label=\"Rob\">coming back around it is driving the discount strategy it\u2019s not over either will continue to see probably not the same heightened levels but now that we have an extended holiday season because,<\/span><br \/><span title=\"16:29 - 16:34\" data-start=\"00:16:29.334\" data-end=\"00:16:33.720\" data-spk=\"2\" data-label=\"Rob\">of create a fulfillment options will see some more discounts it\u2019s not the end of it.<\/span><\/p>\n<p>Scot:<br \/><small>[16:34]<\/small>\u00a0<span title=\"16:34 - 16:51\" data-start=\"00:16:34.099\" data-end=\"00:16:50.660\" data-spk=\"1\" data-label=\"Scot\">Yeah that that\u2019s a good segue into kind of talking about the shape of the holiday so last year sounds like you saw the data we started a bit earlier and maybe maybe we kind of ended around after the turkey five or kind of came off a cliff there seems like this year<\/span><br \/><span title=\"16:50 - 16:58\" data-start=\"00:16:50.480\" data-end=\"00:16:58.135\" data-spk=\"1\" data-label=\"Scot\">consumers waited they won discount chicken and then we\u2019ve had a robust turkey five<\/span><br \/><span title=\"16:58 - 17:06\" data-start=\"00:16:57.949\" data-end=\"00:17:06.451\" data-spk=\"1\" data-label=\"Scot\">maybe walk us through the days we\u2019ve talked a little bit about Black Friday Cyber Monday anything else you want to hit there and then what do you think happens kind of post.<\/span><\/p>\n<p>Rob:<br \/><small>[17:07]<\/small>\u00a0<span title=\"17:07 - 17:17\" data-start=\"00:17:07.017\" data-end=\"00:17:17.226\" data-spk=\"2\" data-label=\"Rob\">Yeah absolutely to round it out actually and just give that perspective for the entire shape as you talked about the anatomy of the Season as a bunch of my customers talk about.<\/span><br \/><span title=\"17:17 - 17:27\" data-start=\"00:17:17.346\" data-end=\"00:17:26.534\" data-spk=\"2\" data-label=\"Rob\">Um there are some kind of pretty nervous people in the industry coming out of the first two weeks of November the last two weeks of October and the first two weeks,<\/span><br \/><span title=\"17:27 - 17:36\" data-start=\"00:17:26.588\" data-end=\"00:17:35.770\" data-spk=\"2\" data-label=\"Rob\">of November you know sales kind of words Riri we saw a negative seven percent during that time again little bit of a spike the first.<\/span><br \/><span title=\"17:36 - 17:45\" data-start=\"00:17:35.878\" data-end=\"00:17:45.240\" data-spk=\"2\" data-label=\"Rob\">Week in October because of prime day and then it really leveled off quite dramatically 27 percent decline,<\/span><br \/><span title=\"17:45 - 17:53\" data-start=\"00:17:45.246\" data-end=\"00:17:52.986\" data-spk=\"2\" data-label=\"Rob\">globally and so we\u2019re really worried is this a trend is this going to continue in really what it told us is,<\/span><br \/><span title=\"17:53 - 18:01\" data-start=\"00:17:53.028\" data-end=\"00:18:01.146\" data-spk=\"2\" data-label=\"Rob\">that cyber week becomes back into Focus again people were willing to wait people are willing to be patient waiting for those deals<\/span><br \/><span title=\"18:01 - 18:10\" data-start=\"00:18:01.135\" data-end=\"00:18:10.208\" data-spk=\"2\" data-label=\"Rob\">you know what we saw for cyber week with again a higher concentration probably around 25 percent of all,<\/span><br \/><span title=\"18:10 - 18:17\" data-start=\"00:18:10.316\" data-end=\"00:18:17.347\" data-spk=\"2\" data-label=\"Rob\">digital sales will be when it\u2019s all said and done over the course of cyber week in the way we look at it sales force is,<\/span><br \/><span title=\"18:17 - 18:25\" data-start=\"00:18:17.359\" data-end=\"00:18:25.411\" data-spk=\"2\" data-label=\"Rob\">the Tuesday before American Thanksgiving through Cyber Monday so we put another two days and it just to make it a full week but we can slice and dice it anyway,<\/span><br \/><span title=\"18:25 - 18:30\" data-start=\"00:18:25.429\" data-end=\"00:18:30.002\" data-spk=\"2\" data-label=\"Rob\">you want especially on the dashboard via Tableau on our shopping insights.<\/span><\/p>\n<p><small>[18:30]<\/small>\u00a0<span title=\"18:30 - 18:37\" data-start=\"00:18:30.140\" data-end=\"00:18:37.297\" data-spk=\"2\" data-label=\"Rob\">HQ but for the overall cyber week for us we saw nine percent growth.<\/span><\/p>\n<p><small>[18:38]<\/small>\u00a0<span title=\"18:38 - 18:41\" data-start=\"00:18:37.598\" data-end=\"00:18:40.842\" data-spk=\"2\" data-label=\"Rob\">And for Global we saw two percent growth.<\/span><br \/><span title=\"18:41 - 18:51\" data-start=\"00:18:40.987\" data-end=\"00:18:51.346\" data-spk=\"2\" data-label=\"Rob\">That again as you can tell because of the global number largely buoyed By Us sales Black Friday really strong us we saw.<\/span><br \/><span title=\"18:52 - 18:56\" data-start=\"00:18:51.605\" data-end=\"00:18:56.165\" data-spk=\"2\" data-label=\"Rob\">12% in the US and we saw.<\/span><\/p>\n<p><small>[18:57]<\/small>\u00a0<span title=\"18:57 - 19:07\" data-start=\"00:18:56.646\" data-end=\"00:19:07.498\" data-spk=\"2\" data-label=\"Rob\">3.5 percent growth globally that\u2019s Black Friday Cyber Monday we saw eight percent growth in us and we saw four percent growth,<\/span><br \/><span title=\"19:08 - 19:16\" data-start=\"00:19:07.577\" data-end=\"00:19:15.737\" data-spk=\"2\" data-label=\"Rob\">globally so very strong what we also saw by the way is healthy traffic we even saw healthy traffic.<\/span><br \/><span title=\"19:16 - 19:30\" data-start=\"00:19:15.977\" data-end=\"00:19:29.966\" data-spk=\"2\" data-label=\"Rob\">Earlier in the season so what that told us is people were interested they showed intent to buy but they weren\u2019t given the right incentive to actually purchase so you know there\u2019s a demand there\u2019s.<\/span><br \/><span title=\"19:30 - 19:38\" data-start=\"00:19:30.213\" data-end=\"00:19:38.271\" data-spk=\"2\" data-label=\"Rob\">Need there\u2019s a want earlier in the season because of the traffic we saw that traffic stayed pretty steady both us and globally,<\/span><br \/><span title=\"19:38 - 19:46\" data-start=\"00:19:38.307\" data-end=\"00:19:45.674\" data-spk=\"2\" data-label=\"Rob\">throughout the week as well and obviously that turned into higher conversion rate because people are actually now buying.<\/span><\/p>\n<p>Scot:<br \/><small>[19:47]<\/small>\u00a0<span title=\"19:47 - 19:54\" data-start=\"00:19:46.984\" data-end=\"00:19:53.948\" data-spk=\"1\" data-label=\"Scot\">Cool and then from your day to do you think Cyber Monday was the biggest day we\u2019ve ever had is do you guys pontificate on them.<\/span><\/p>\n<p>Rob:<br \/><small>[19:54]<\/small>\u00a0<span title=\"19:54 - 20:01\" data-start=\"00:19:54.303\" data-end=\"00:20:00.943\" data-spk=\"2\" data-label=\"Rob\">Yeah we do we do we actually saw a turn of the corner about 3 or 4 years ago where Black Friday.<\/span><br \/><span title=\"20:01 - 20:07\" data-start=\"00:20:01.070\" data-end=\"00:20:07.120\" data-spk=\"2\" data-label=\"Rob\">Digitally became the largest day and really what that was,<\/span><br \/><span title=\"20:07 - 20:12\" data-start=\"00:20:07.151\" data-end=\"00:20:12.000\" data-spk=\"2\" data-label=\"Rob\">primarily driven by many retailers were actually shuttering their doors<\/span><br \/><span title=\"20:12 - 20:23\" data-start=\"00:20:11.964\" data-end=\"00:20:23.176\" data-spk=\"2\" data-label=\"Rob\">both on Thanksgiving either part of or all of Black Friday and they were encouraging people to shop online that was a great altruistic message from a brand perspective<\/span><br \/><span title=\"20:23 - 20:29\" data-start=\"00:20:23.165\" data-end=\"00:20:28.537\" data-spk=\"2\" data-label=\"Rob\">but it was also great you know to actually give their Workforce some time off,<\/span><br \/><span title=\"20:29 - 20:35\" data-start=\"00:20:28.585\" data-end=\"00:20:34.966\" data-spk=\"2\" data-label=\"Rob\">as well and so n obviously Drive traffic towards digital while providing great deals,<\/span><br \/><span title=\"20:35 - 20:41\" data-start=\"00:20:35.075\" data-end=\"00:20:41.144\" data-spk=\"2\" data-label=\"Rob\">online the other piece to it that really helped drive that change was mobile.<\/span><br \/><span title=\"20:41 - 20:51\" data-start=\"00:20:41.282\" data-end=\"00:20:51.239\" data-spk=\"2\" data-label=\"Rob\">Really the huge increase in Mobile we saw a mobile traffic this year through the course of cyber week account for about seventy nine percent.<\/span><\/p>\n<p><small>[20:52]<\/small>\u00a0<span title=\"20:52 - 20:57\" data-start=\"00:20:51.726\" data-end=\"00:20:57.446\" data-spk=\"2\" data-label=\"Rob\">All traffic and so people were on the go it was more accessible.<\/span><br \/><span title=\"20:58 - 21:11\" data-start=\"00:20:57.561\" data-end=\"00:21:10.876\" data-spk=\"2\" data-label=\"Rob\">And they either did more of their shopping during Black Friday or actually what we started to see and it really came into Focus this year buying on the couch in the later days after Thanksgiving meal.<\/span><br \/><span title=\"21:11 - 21:21\" data-start=\"00:21:11.003\" data-end=\"00:21:20.503\" data-spk=\"2\" data-label=\"Rob\">In the u.s.a. people got sick of their family needed to digest a little watch football and they took out their phone you know they either got distracted or<\/span><br \/><span title=\"21:20 - 21:32\" data-start=\"00:21:20.461\" data-end=\"00:21:32.227\" data-spk=\"2\" data-label=\"Rob\">I don\u2019t know if you\u2019re a marketer inspired by something they saw on their phone and they started shopping so that\u2019s my long way saying we actually see Black Friday of a higher concentration a bigger,<\/span><br \/><span title=\"21:32 - 21:37\" data-start=\"00:21:32.299\" data-end=\"00:21:37.232\" data-spk=\"2\" data-label=\"Rob\">overall sales volume for online then Cyber Monday.<\/span><\/p>\n<p>Scot:<br \/><small>[21:38]<\/small>\u00a0<span title=\"21:38 - 21:50\" data-start=\"00:21:37.509\" data-end=\"00:21:49.827\" data-spk=\"1\" data-label=\"Scot\">Interesting okay and then there used to be this big disparity between mobile traffic and sales so used to be if you had 80% traffic you could knock that in more than half or is that number closed into you guys track that.<\/span><\/p>\n<p>Rob:<br \/><small>[21:50]<\/small>\u00a0<span title=\"21:50 - 21:59\" data-start=\"00:21:49.750\" data-end=\"00:21:59.424\" data-spk=\"2\" data-label=\"Rob\">We do we do yeah it hovers around 60% of orders and that has progressively gone up up until about.<\/span><br \/><span title=\"22:00 - 22:01\" data-start=\"00:21:59.785\" data-end=\"00:22:00.980\" data-spk=\"2\" data-label=\"Rob\">How long have we been,<\/span><br \/><span title=\"22:01 - 22:13\" data-start=\"00:22:00.987\" data-end=\"00:22:13.413\" data-spk=\"2\" data-label=\"Rob\">going through this pandemic up until a pandemic because what happened is people are actually at home they weren\u2019t visiting their friends and family they weren\u2019t as much on the go so they actually went to their computer<\/span><br \/><span title=\"22:13 - 22:19\" data-start=\"00:22:13.401\" data-end=\"00:22:19.067\" data-spk=\"2\" data-label=\"Rob\">during Thanksgiving you know for me I spent the last couple years out by my fire pit and,<\/span><br \/><span title=\"22:19 - 22:26\" data-start=\"00:22:19.074\" data-end=\"00:22:25.948\" data-spk=\"2\" data-label=\"Rob\">you know came in from the cold and went to my computer instead of my phone to check out the latest deals on Thanksgiving or.<\/span><br \/><span title=\"22:26 - 22:31\" data-start=\"00:22:26.147\" data-end=\"00:22:30.611\" data-spk=\"2\" data-label=\"Rob\">The day after two Black Friday so we did see a dip.<\/span><br \/><span title=\"22:31 - 22:41\" data-start=\"00:22:30.804\" data-end=\"00:22:40.580\" data-spk=\"2\" data-label=\"Rob\">Last couple years in Mobile because people were at home but it spiked back up this year both traffic and orders and I give you know retailers credit because,<\/span><br \/><span title=\"22:41 - 22:49\" data-start=\"00:22:40.616\" data-end=\"00:22:49.065\" data-spk=\"2\" data-label=\"Rob\">and I know Jason you spent a lot of time with your customers thinking about customer experience and design and really breaking down that friction between inspiration and purchase,<\/span><br \/><span title=\"22:49 - 22:58\" data-start=\"00:22:49.101\" data-end=\"00:22:57.676\" data-spk=\"2\" data-label=\"Rob\">you know retailers are getting much better at making it easier to actually not only find the product they want on their phone but make that purchase.<\/span><\/p>\n<p>Scot:<br \/><small>[22:58]<\/small>\u00a0<span title=\"22:58 - 23:10\" data-start=\"00:22:58.379\" data-end=\"00:23:10.451\" data-spk=\"1\" data-label=\"Scot\">Okay so that brings us up to Cyber Monday and then you kind of hinted that you think they\u2019ll be some more discounting seems like if consumers One retail chicken you can\u2019t you can\u2019t kind of go<\/span><br \/><span title=\"23:10 - 23:17\" data-start=\"00:23:10.391\" data-end=\"00:23:17.301\" data-spk=\"1\" data-label=\"Scot\">off of it right so if you\u2019ve got this inventory left you\u2019re going to have to either discount further at least keep the discounts on is that what you think is going to happen.<\/span><\/p>\n<p>Rob:<br \/><small>[23:17]<\/small>\u00a0<span title=\"23:17 - 23:22\" data-start=\"00:23:17.416\" data-end=\"00:23:22.325\" data-spk=\"2\" data-label=\"Rob\">Yeah exactly I mean we typically see a little bit of a dip coming off of cyber week to just.<\/span><br \/><span title=\"23:22 - 23:34\" data-start=\"00:23:22.446\" data-end=\"00:23:34.013\" data-spk=\"2\" data-label=\"Rob\">Retailers take a breath analyze what they have what they did how their margin looks and then get back at it a little bit but we we are going to see perhaps not higher rates,<\/span><br \/><span title=\"23:34 - 23:37\" data-start=\"00:23:34.085\" data-end=\"00:23:37.408\" data-spk=\"2\" data-label=\"Rob\">because retailers I\u2019m sorry consumers are getting really,<\/span><br \/><span title=\"23:37 - 23:49\" data-start=\"00:23:37.486\" data-end=\"00:23:49.306\" data-spk=\"2\" data-label=\"Rob\">crafty around price adjustments so it\u2019s not only dipping further into their margin but it\u2019s creating more operational expenses and headaches as well for the retailer and so I don\u2019t necessarily anticipate,<\/span><br \/><span title=\"23:49 - 24:04\" data-start=\"00:23:49.306\" data-end=\"00:24:03.860\" data-spk=\"2\" data-label=\"Rob\">higher discount rates but a steady drumbeat of discounts particularly those retailers that have physical stores and can extend the shipping cut off window by offering,<\/span><br \/><span title=\"24:04 - 24:12\" data-start=\"00:24:03.866\" data-end=\"00:24:12.068\" data-spk=\"2\" data-label=\"Rob\">store fulfillment options so you\u2019ll see you know a real leaning into discounts promotion.<\/span><br \/><span title=\"24:12 - 24:19\" data-start=\"00:24:12.195\" data-end=\"00:24:18.684\" data-spk=\"2\" data-label=\"Rob\">Overall just attracting people hey you haven\u2019t missed the window yet you can get that last gift for<\/span><br \/><span title=\"24:19 - 24:29\" data-start=\"00:24:18.672\" data-end=\"00:24:29.122\" data-spk=\"2\" data-label=\"Rob\">your cousin or uncle or family member and oh by the way you don\u2019t have to pay for it and you\u2019re more guaranteed to get it because you can pick it up in an around the store or will get it.<\/span><br \/><span title=\"24:29 - 24:34\" data-start=\"00:24:29.254\" data-end=\"00:24:34.247\" data-spk=\"2\" data-label=\"Rob\">To you through some sort of last mile delivery that is shipped from the store.<\/span><\/p>\n<p>Scot:<br \/><small>[24:35]<\/small>\u00a0<span title=\"24:35 - 24:38\" data-start=\"00:24:35.137\" data-end=\"00:24:38.358\" data-spk=\"1\" data-label=\"Scot\">I think one takeaway is<\/span><br \/><span title=\"24:38 - 24:53\" data-start=\"00:24:38.154\" data-end=\"00:24:53.254\" data-spk=\"1\" data-label=\"Scot\">you know so Jason\u2019s hearing there\u2019s some concerns about revenue and stuff and then you know I\u2019m hearing discounting could be a rough earning season as we kind of come out of the holiday if all this discounting is go on but at least I guess they\u2019ll start the year kind of having flushed out all this massive inventory.<\/span><\/p>\n<p>Rob:<br \/><small>[24:54]<\/small>\u00a0<span title=\"24:54 - 25:03\" data-start=\"00:24:54.012\" data-end=\"00:25:03.223\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah you know coming into this year we do our predictions all the way back in June and we kind of look at the data what we\u2019ve seen what the storylines are and.<\/span><br \/><span title=\"25:03 - 25:17\" data-start=\"00:25:03.428\" data-end=\"00:25:17.405\" data-spk=\"2\" data-label=\"Rob\">Start craft the narrative we were big Partners in that a couple of years ago where you coin ship a get in and you know we were both early on seeing man there\u2019s some issues with this surge going on in the capacity issues with.<\/span><br \/><span title=\"25:18 - 25:26\" data-start=\"00:25:17.549\" data-end=\"00:25:25.955\" data-spk=\"2\" data-label=\"Rob\">The carriers but you know one of those storylines or the main storyline just last June was.<\/span><br \/><span title=\"25:26 - 25:30\" data-start=\"00:25:26.202\" data-end=\"00:25:30.168\" data-spk=\"2\" data-label=\"Rob\">And here\u2019s comes your soundbite so get ready are you ready to rumble.<\/span><br \/><span title=\"25:31 - 25:38\" data-start=\"00:25:30.980\" data-end=\"00:25:38.232\" data-spk=\"2\" data-label=\"Rob\">I just set way too high expectations sorry about that but you know we\u2019re really concerned that margin will be the Grinch That\u2019s deals,<\/span><br \/><span title=\"25:38 - 25:52\" data-start=\"00:25:38.287\" data-end=\"00:25:52.329\" data-spk=\"2\" data-label=\"Rob\">Christmas and to your point we don\u2019t see that until the February timeframe after the Retailer\u2019s close out their fiscal year and start reporting again some retailers got ahead of it and caution what this is going to look like but I\u2019m.<\/span><br \/><span title=\"25:53 - 25:57\" data-start=\"00:25:52.624\" data-end=\"00:25:56.620\" data-spk=\"2\" data-label=\"Rob\">Anticipating that will be a key storyline come February Scott.<\/span><\/p>\n<p>Scot:<br \/><small>[25:57]<\/small>\u00a0<span title=\"25:57 - 26:00\" data-start=\"00:25:56.843\" data-end=\"00:26:00.399\" data-spk=\"1\" data-label=\"Scot\">All the who\u2019s in Whoville loved prophets a lot but.<\/span><\/p>\n<p>Rob:<br \/><small>[26:00]<\/small>\u00a0<span title=\"26:00 - 26:12\" data-start=\"00:26:00.099\" data-end=\"00:26:12.093\" data-spk=\"2\" data-label=\"Rob\">Oh nice I like it I like it and we haven\u2019t even talked about returns yet right because that\u2019s I know that\u2019s one of Jason\u2019s favorite topping that\u2019s going to certainly come into play as well as we talk about margin.<\/span><\/p>\n<p>Jason:<br \/><small>[26:12]<\/small>\u00a0<span title=\"26:12 - 26:19\" data-start=\"00:26:12.100\" data-end=\"00:26:19.340\" data-spk=\"0\" data-label=\"Jason\">You guys are bringing me down and actually I\u2019m afraid I might want to bring us down even more because,<\/span><br \/><span title=\"26:19 - 26:34\" data-start=\"00:26:19.359\" data-end=\"00:26:33.906\" data-spk=\"0\" data-label=\"Jason\">I would say like I came into this holiday season thinking hey top binds going to be okay because of inflation because of you know pent-up demand a variety of things but that you know the story was going to be about profits as you guys just perfectly laid out<\/span><br \/><span title=\"26:34 - 26:44\" data-start=\"00:26:33.750\" data-end=\"00:26:43.545\" data-spk=\"0\" data-label=\"Jason\">um and then you know the Cyber weekend happen and Rob\u2019s been on every news program I\u2019ve watched for the for the last 12 hours<\/span><br \/><span title=\"26:44 - 26:56\" data-start=\"00:26:43.521\" data-end=\"00:26:56.458\" data-spk=\"0\" data-label=\"Jason\">and you know they\u2019re also citing these like Salesforce vanity stats right that like oh my gosh e-commerce was higher than it\u2019s ever been before which is not shocking right like.<\/span><br \/><span title=\"26:57 - 27:06\" data-start=\"00:26:56.843\" data-end=\"00:27:05.658\" data-spk=\"0\" data-label=\"Jason\">And then the internet came out with a study today more people went shopping this weekend than ever before which again.<\/span><br \/><span title=\"27:06 - 27:14\" data-start=\"00:27:05.863\" data-end=\"00:27:14.479\" data-spk=\"0\" data-label=\"Jason\">There are more people in the United States than ever before so that\u2019s not that\u2019s not shocking I have in talking with retailers,<\/span><br \/><span title=\"27:15 - 27:25\" data-start=\"00:27:14.570\" data-end=\"00:27:24.725\" data-spk=\"0\" data-label=\"Jason\">they\u2019re more guarded like they all did scenario planning for like sort of good good weekends and bad weekends and they\u2019re all like talking about being on the low end of those,<\/span><br \/><span title=\"27:25 - 27:37\" data-start=\"00:27:24.785\" data-end=\"00:27:37.374\" data-spk=\"0\" data-label=\"Jason\">scenario plantings I know you have great data for the online portion of spending but you know 74 ish percent of all this spending is in stores I know you have some signals for the in-store sales but do you.<\/span><\/p>\n<p><small>[27:38]<\/small>\u00a0<span title=\"27:38 - 27:46\" data-start=\"00:27:37.771\" data-end=\"00:27:46.345\" data-spk=\"0\" data-label=\"Jason\">Like are you confident that this was a really strong turkey 5 I\u2019m I\u2019m not clear if it was or wasn\u2019t.<\/span><\/p>\n<p>Rob:<br \/><small>[27:46]<\/small>\u00a0<span title=\"27:46 - 27:52\" data-start=\"00:27:46.148\" data-end=\"00:27:51.651\" data-spk=\"2\" data-label=\"Rob\">Yeah I think it remains to be seen if we\u2019re defining it as Jason we should be.<\/span><br \/><span title=\"27:52 - 28:01\" data-start=\"00:27:51.832\" data-end=\"00:28:00.587\" data-spk=\"2\" data-label=\"Rob\">Retail in totality and the fact that a vast majority of sales still happen in the physical store right and we\u2019re seeing that traffic.<\/span><br \/><span title=\"28:01 - 28:11\" data-start=\"00:28:00.738\" data-end=\"00:28:10.676\" data-spk=\"2\" data-label=\"Rob\">Is up but oh by the way it was Don the last couple years so what\u2019s that comparison set right is it actually up from 2018 or 2019 I\u2019m not,<\/span><br \/><span title=\"28:11 - 28:13\" data-start=\"00:28:10.743\" data-end=\"00:28:12.677\" data-spk=\"2\" data-label=\"Rob\">convinced it necessarily,<\/span><br \/><span title=\"28:13 - 28:27\" data-start=\"00:28:12.696\" data-end=\"00:28:27.183\" data-spk=\"2\" data-label=\"Rob\">is and so we don\u2019t track that but we look at smart people like you Jason and Scott and some other friends in the industry and the word on literally the street or the mall or whatever strip center anyways I digress,<\/span><br \/><span title=\"28:27 - 28:36\" data-start=\"00:28:27.268\" data-end=\"00:28:36.389\" data-spk=\"2\" data-label=\"Rob\">is that it was the physical traffic a bit lighter and so we can say that.<\/span><\/p>\n<p><small>[28:37]<\/small>\u00a0<span title=\"28:37 - 28:48\" data-start=\"00:28:36.624\" data-end=\"00:28:48.395\" data-spk=\"2\" data-label=\"Rob\">Also online sales were strong but I also to your point want to temper that by if somebody or a retailer was reading this in almost any country in Europe.<\/span><br \/><span title=\"28:49 - 28:56\" data-start=\"00:28:48.624\" data-end=\"00:28:55.997\" data-spk=\"2\" data-label=\"Rob\">They probably wouldn\u2019t believe that headline right because it just you know they\u2019ve been visiting head wins,<\/span><br \/><span title=\"28:56 - 29:04\" data-start=\"00:28:56.033\" data-end=\"00:29:04.475\" data-spk=\"2\" data-label=\"Rob\">not only during cyber week for the better part of this year and so most categories saw a negative growth,<\/span><br \/><span title=\"29:05 - 29:09\" data-start=\"00:29:04.506\" data-end=\"00:29:08.898\" data-spk=\"2\" data-label=\"Rob\">throughout Europe and you can see the data specifically by each country,<\/span><br \/><span title=\"29:09 - 29:17\" data-start=\"00:29:08.916\" data-end=\"00:29:16.884\" data-spk=\"2\" data-label=\"Rob\">on our dashboard and so it to your point earlier Jason it\u2019s not a sound bite that we\u2019ll be able to tell you<\/span><br \/><span title=\"29:17 - 29:24\" data-start=\"00:29:16.872\" data-end=\"00:29:23.704\" data-spk=\"2\" data-label=\"Rob\">the entire story right and so it was positive I\u2019m feeling pretty good about the sales and<\/span><br \/><span title=\"29:24 - 29:31\" data-start=\"00:29:23.663\" data-end=\"00:29:30.585\" data-spk=\"2\" data-label=\"Rob\">you know the retailers I\u2019m talking to who are forecasting closer to Fat flat not fat flat,<\/span><br \/><span title=\"29:31 - 29:44\" data-start=\"00:29:30.651\" data-end=\"00:29:43.552\" data-spk=\"2\" data-label=\"Rob\">growth were pretty happy but I think it still remains to be seen in terms of stores what that looks like margin what that\u2019s going to look like and if you\u2019re a global brand how does it look in totality.<\/span><\/p>\n<p>Jason:<br \/><small>[29:44]<\/small>\u00a0<span title=\"29:44 - 29:47\" data-start=\"00:29:43.943\" data-end=\"00:29:46.503\" data-spk=\"0\" data-label=\"Jason\">Yeah for sure,<\/span><br \/><span title=\"29:47 - 30:01\" data-start=\"00:29:46.551\" data-end=\"00:30:00.534\" data-spk=\"0\" data-label=\"Jason\">decided I\u2019m going to make a prediction most of the good store traffic data is about three days leg so we don\u2019t have it yet but I think what I think you called it exactly right I think store traffic is going to be up from last year but still below,<\/span><br \/><span title=\"30:01 - 30:14\" data-start=\"00:30:00.588\" data-end=\"00:30:13.772\" data-spk=\"0\" data-label=\"Jason\">2019 levels and what\u2019s confusing it is there\u2019s a few Pockets there\u2019s a few a malls that did really well this weekend as they always do and so I think journalists went to these a malls and saw a bunch of people<\/span><br \/><span title=\"30:14 - 30:24\" data-start=\"00:30:13.592\" data-end=\"00:30:23.525\" data-spk=\"0\" data-label=\"Jason\">and they you know they\u2019re talking about how it was a robust in-store holiday but I I am going to be eager to see that that store data which brings me to my next question<\/span><br \/><span title=\"30:23 - 30:31\" data-start=\"00:30:23.375\" data-end=\"00:30:31.168\" data-spk=\"0\" data-label=\"Jason\">a lot of people use your tool set for Boba so I\u2019m imagining that you got to see.<\/span><br \/><span title=\"30:31 - 30:37\" data-start=\"00:30:31.349\" data-end=\"00:30:37.213\" data-spk=\"0\" data-label=\"Jason\">Some of the trends in both us and like did that reveal anything in terms of people that might be going to store to pick up orders.<\/span><\/p>\n<p>Rob:<br \/><small>[30:37]<\/small>\u00a0<span title=\"30:37 - 30:44\" data-start=\"00:30:37.412\" data-end=\"00:30:43.937\" data-spk=\"2\" data-label=\"Rob\">Yeah I think that\u2019s interesting and it also talks about Jason like what are the new metrics given this new world like do.<\/span><br \/><span title=\"30:45 - 30:51\" data-start=\"00:30:44.593\" data-end=\"00:30:51.106\" data-spk=\"2\" data-label=\"Rob\">Bo piss or curbside orders count as traffic I don\u2019t know you know the consumers come in close.<\/span><br \/><span title=\"30:51 - 31:00\" data-start=\"00:30:51.245\" data-end=\"00:30:59.549\" data-spk=\"2\" data-label=\"Rob\">To the store or they\u2019re going to the pickup area within the store in many cases they buy more product so I think again if.<\/span><\/p>\n<p><small>[31:00]<\/small>\u00a0<span title=\"31:00 - 31:13\" data-start=\"00:30:59.958\" data-end=\"00:31:12.517\" data-spk=\"2\" data-label=\"Rob\">Weaving in those stats it helps definitely the online traffic I don\u2019t think by the way many retailers are looking at it that way just yet and I think it\u2019s an important factor to consider.<\/span><br \/><span title=\"31:13 - 31:16\" data-start=\"00:31:12.697\" data-end=\"00:31:15.972\" data-spk=\"2\" data-label=\"Rob\">But he has your question yeah I mean I think.<\/span><\/p>\n<p><small>[31:16]<\/small>\u00a0<span title=\"31:16 - 31:29\" data-start=\"00:31:16.213\" data-end=\"00:31:29.468\" data-spk=\"2\" data-label=\"Rob\">Bo pasts and create a fulfillment options from the store are helping Elevate traffic and driving people to brick-and-mortar based on our data what we saw is botes usage.<\/span><br \/><span title=\"31:30 - 31:39\" data-start=\"00:31:29.577\" data-end=\"00:31:39.143\" data-spk=\"2\" data-label=\"Rob\">Overthrew we\u2019ll call it cyber weekend we saw close to 10% growth compared to earlier,<\/span><br \/><span title=\"31:39 - 31:53\" data-start=\"00:31:39.173\" data-end=\"00:31:53.174\" data-spk=\"2\" data-label=\"Rob\">in the holiday season what super interesting what we typically see is the lead up to a big holiday like for instance we looked at Halloween for the two days leading up to Halloween we actually saw.<\/span><br \/><span title=\"31:53 - 31:55\" data-start=\"00:31:53.307\" data-end=\"00:31:55.487\" data-spk=\"2\" data-label=\"Rob\">Double the amount of,<\/span><br \/><span title=\"31:56 - 32:09\" data-start=\"00:31:55.530\" data-end=\"00:32:09.441\" data-spk=\"2\" data-label=\"Rob\">Opus orders because people realize they didn\u2019t get the costume or the candy or whatever other ornaments that they needed and they knew it wouldn\u2019t get shipped in time they also want to make sure it would be available if they actually purchased it.<\/span><br \/><span title=\"32:10 - 32:24\" data-start=\"00:32:09.621\" data-end=\"00:32:24.265\" data-spk=\"2\" data-label=\"Rob\">And they did both this the other really interesting thing is throughout cyber week and again we look at that for the full seven days but even no matter how we slice it it\u2019s high what we saw is and this is u.s. specifically by the way,<\/span><br \/><span title=\"32:24 - 32:33\" data-start=\"00:32:24.349\" data-end=\"00:32:32.702\" data-spk=\"2\" data-label=\"Rob\">retailers that had bo piss they offered it grew online Revenue by 38% more.<\/span><\/p>\n<p><small>[32:33]<\/small>\u00a0<span title=\"32:33 - 32:38\" data-start=\"00:32:32.966\" data-end=\"00:32:38.422\" data-spk=\"2\" data-label=\"Rob\">Then those without this creative fulfillment option and so it does speak to.<\/span><br \/><span title=\"32:39 - 32:46\" data-start=\"00:32:38.555\" data-end=\"00:32:46.180\" data-spk=\"2\" data-label=\"Rob\">How important the store is to your digital business right so you know another stat.<\/span><\/p>\n<p><small>[32:47]<\/small>\u00a0<span title=\"32:47 - 32:49\" data-start=\"00:32:46.505\" data-end=\"00:32:49.383\" data-spk=\"2\" data-label=\"Rob\">Why not I\u2019m on a roll that I\u2019ll say is.<\/span><br \/><span title=\"32:50 - 32:59\" data-start=\"00:32:49.527\" data-end=\"00:32:59.160\" data-spk=\"2\" data-label=\"Rob\">Our research shows that 60% of digital orders are influenced by the physical store whether that\u2019s where demand is being generated or demand,<\/span><br \/><span title=\"32:59 - 33:09\" data-start=\"00:32:59.172\" data-end=\"00:33:08.822\" data-spk=\"2\" data-label=\"Rob\">is being fulfilled in this case it\u2019s being fulfilled because somebody\u2019s buying it from the comfort of their own home and it\u2019s convenient and they\u2019re able to pick it up with the confidence that the product would actually,<\/span><br \/><span title=\"33:09 - 33:21\" data-start=\"00:33:08.889\" data-end=\"00:33:20.924\" data-spk=\"2\" data-label=\"Rob\">be there so again the new rules of you know both how do you provide the incentives to the store associate how their role is changing and how you measure,<\/span><br \/><span title=\"33:21 - 33:28\" data-start=\"00:33:20.979\" data-end=\"00:33:28.424\" data-spk=\"2\" data-label=\"Rob\">Effectiveness because of such the interplay between digital and physical is super interesting to be a part of.<\/span><\/p>\n<p>Jason:<br \/><small>[33:29]<\/small>\u00a0<span title=\"33:29 - 33:38\" data-start=\"00:33:28.965\" data-end=\"00:33:37.870\" data-spk=\"0\" data-label=\"Jason\">Yeah that to me I saw that stat about the bow purpose retards that offering boat best outperforming returns that don\u2019t and,<\/span><br \/><span title=\"33:38 - 33:47\" data-start=\"00:33:37.967\" data-end=\"00:33:46.878\" data-spk=\"0\" data-label=\"Jason\">that was super interesting and kind of tragic Rob because I don\u2019t know if you\u2019ve noticed this but so both this isn\u2019t universally offered by all retailers<\/span><br \/><span title=\"33:47 - 33:56\" data-start=\"00:33:46.860\" data-end=\"00:33:56.108\" data-spk=\"0\" data-label=\"Jason\">more retailers were offering both pissed last year than this year like everybody scrambled in the pandemic to come up with some version of bow pose and<\/span><br \/><span title=\"33:56 - 34:04\" data-start=\"00:33:56.030\" data-end=\"00:34:04.322\" data-spk=\"0\" data-label=\"Jason\">a number of them turned it off either because they didn\u2019t have a robust implementation or they couldn\u2019t hire enough labor this year to support.<\/span><\/p>\n<p>Rob:<br \/><small>[34:05]<\/small>\u00a0<span title=\"34:05 - 34:08\" data-start=\"00:34:04.587\" data-end=\"00:34:08.450\" data-spk=\"2\" data-label=\"Rob\">Yeah yeah it\u2019s less about a technology.<\/span><\/p>\n<p><small>[34:09]<\/small>\u00a0<span title=\"34:09 - 34:18\" data-start=\"00:34:08.901\" data-end=\"00:34:18.137\" data-spk=\"2\" data-label=\"Rob\">Project or initiative and it is to your point it\u2019s about operations and you know part of the reason people turned it off you mentioned some of them is.<\/span><br \/><span title=\"34:18 - 34:26\" data-start=\"00:34:18.275\" data-end=\"00:34:25.708\" data-spk=\"2\" data-label=\"Rob\">They couldn\u2019t get down the operational efficiency we\u2019re seeing more retailers lean into Automation and,<\/span><br \/><span title=\"34:26 - 34:35\" data-start=\"00:34:25.811\" data-end=\"00:34:34.548\" data-spk=\"2\" data-label=\"Rob\">more productivity to really refine their fulfillment operations and it\u2019s not easy it\u2019s not just about having.<\/span><br \/><span title=\"34:35 - 34:41\" data-start=\"00:34:34.704\" data-end=\"00:34:41.121\" data-spk=\"2\" data-label=\"Rob\">The right amount of labor but it\u2019s having them focused on the right tasks based on the time of day and what.<\/span><br \/><span title=\"34:41 - 34:55\" data-start=\"00:34:41.296\" data-end=\"00:34:55.333\" data-spk=\"2\" data-label=\"Rob\">The priorities are and that\u2019s not easy to do at all especially you know when consumers are standing right in front of the associate and the associate is you know tasked with having to make a call do they.<\/span><br \/><span title=\"34:55 - 34:57\" data-start=\"00:34:55.496\" data-end=\"00:34:56.601\" data-spk=\"2\" data-label=\"Rob\">Fulfill this.<\/span><br \/><span title=\"34:57 - 35:07\" data-start=\"00:34:56.878\" data-end=\"00:35:07.315\" data-spk=\"2\" data-label=\"Rob\">Bullpen disorder because they have to within 15 minutes or do they serve the consumer who explicitly came in the store because they wanted to be in a physical space and talk to a human.<\/span><br \/><span title=\"35:07 - 35:14\" data-start=\"00:35:07.454\" data-end=\"00:35:14.189\" data-spk=\"2\" data-label=\"Rob\">And get some knowledgeable service so it\u2019s my long way saying it\u2019s not easy<\/span><br \/><span title=\"35:14 - 35:22\" data-start=\"00:35:14.160\" data-end=\"00:35:21.935\" data-spk=\"2\" data-label=\"Rob\">those retailers that have been able to move from Scrappy which many did to scale really thinking about how to automate some of the processes,<\/span><br \/><span title=\"35:22 - 35:35\" data-start=\"00:35:21.966\" data-end=\"00:35:34.578\" data-spk=\"2\" data-label=\"Rob\">how to really focus on efficiency and productivity will be winners because they\u2019re not only helping with loyalty serving the consumers who want to shop that way but also thinking about the margin pressures they\u2019re feeling otherwise.<\/span><\/p>\n<p>Jason:<br \/><small>[35:35]<\/small>\u00a0<span title=\"35:35 - 35:47\" data-start=\"00:35:35.180\" data-end=\"00:35:47.227\" data-spk=\"0\" data-label=\"Jason\">Yeah that totally agree and I can definitively answer one thing I rarely I\u2019m almost always guessing but in terms of whether both is counts a store traffic or not<\/span><br \/><span title=\"35:47 - 35:55\" data-start=\"00:35:47.090\" data-end=\"00:35:55.225\" data-spk=\"0\" data-label=\"Jason\">I have no idea whether it should count or not or whether returns would like it to counter not but I can tell you when it does and doesn\u2019t count<\/span><br \/><span title=\"35:55 - 36:08\" data-start=\"00:35:55.010\" data-end=\"00:36:07.983\" data-spk=\"0\" data-label=\"Jason\">most retailers in America have a device on their front door that counts how many people walk in the store and it excludes employees and so two companies sell those devices sensor Matic and Retail next and they both publish<\/span><br \/><span title=\"36:08 - 36:20\" data-start=\"00:36:07.881\" data-end=\"00:36:19.598\" data-spk=\"0\" data-label=\"Jason\">Anonymous store traffic data so if you see data from either of those companies it did not include dopest but Place Rai is the third company that provides that data and they use the GPS<\/span><br \/><span title=\"36:19 - 36:24\" data-start=\"00:36:19.478\" data-end=\"00:36:23.762\" data-spk=\"0\" data-label=\"Jason\">in the consumers phone which does Campo.<\/span><\/p>\n<p>Rob:<br \/><small>[36:23]<\/small>\u00a0<span title=\"36:23 - 36:25\" data-start=\"00:36:23.468\" data-end=\"00:36:24.706\" data-spk=\"2\" data-label=\"Rob\">Yes.<\/span><\/p>\n<p>Jason:<br \/><small>[36:24]<\/small>\u00a0<span title=\"36:24 - 36:30\" data-start=\"00:36:24.406\" data-end=\"00:36:30.258\" data-spk=\"0\" data-label=\"Jason\">So in three days you\u2019re going to see data from all three of those companies and it\u2019s not going to agree and that is why.<\/span><\/p>\n<p>Rob:<br \/><small>[36:31]<\/small>\u00a0<span title=\"36:31 - 36:37\" data-start=\"00:36:30.721\" data-end=\"00:36:36.958\" data-spk=\"2\" data-label=\"Rob\">That\u2019s super rich I\u2019ve been that right there that is the best nugget of the last however long we\u2019ve been talking that\u2019s.<\/span><\/p>\n<p>Jason:<br \/><small>[36:37]<\/small>\u00a0<span title=\"36:37 - 36:39\" data-start=\"00:36:36.658\" data-end=\"00:36:38.983\" data-spk=\"0\" data-label=\"Jason\">Six hours.<\/span><\/p>\n<p>Rob:<br \/><small>[36:38]<\/small>\u00a0<span title=\"36:38 - 36:45\" data-start=\"00:36:37.728\" data-end=\"00:36:45.461\" data-spk=\"2\" data-label=\"Rob\">It feels like it I could talk another six though that\u2019s the fun part but that\u2019s Jason that\u2019s super interesting and that\u2019s the type.<\/span><br \/><span title=\"36:46 - 36:54\" data-start=\"00:36:45.660\" data-end=\"00:36:53.718\" data-spk=\"2\" data-label=\"Rob\">Data you know it typically use whichever one helps tell the story you want but understanding the differences like you just dissected is so important.<\/span><\/p>\n<p>Scot:<br \/><small>[36:54]<\/small>\u00a0<span title=\"36:54 - 37:04\" data-start=\"00:36:54.295\" data-end=\"00:37:03.609\" data-spk=\"1\" data-label=\"Scot\">Cool let\u2019s we\u2019re getting towards the end so we know you had a long day but one of my favorite things about your data is you can peel the onion on categories<\/span><br \/><span title=\"37:03 - 37:07\" data-start=\"00:37:03.459\" data-end=\"00:37:06.992\" data-spk=\"1\" data-label=\"Scot\">I have a sixteen-year-old daughter and I can vouch for the<\/span><br \/><span title=\"37:07 - 37:15\" data-start=\"00:37:06.854\" data-end=\"00:37:14.539\" data-spk=\"1\" data-label=\"Scot\">Beauty and athleisure categories but did you see those kind of pop in any other categories up or down that you want to talk about.<\/span><\/p>\n<p>Rob:<br \/><small>[37:15]<\/small>\u00a0<span title=\"37:15 - 37:30\" data-start=\"00:37:15.158\" data-end=\"00:37:29.832\" data-spk=\"2\" data-label=\"Rob\">Yeah absolutely well again there is a correlation between performance and discounts at least from a top-line perspective and so yeah we saw some strong performance in health and beauty for sure.<\/span><br \/><span title=\"37:30 - 37:33\" data-start=\"00:37:29.947\" data-end=\"00:37:33.293\" data-spk=\"2\" data-label=\"Rob\">We also saw in consumer electronics.<\/span><br \/><span title=\"37:33 - 37:48\" data-start=\"00:37:33.420\" data-end=\"00:37:47.709\" data-spk=\"2\" data-label=\"Rob\">And we also saw it in actually General apparel and Footwear as well believe it or not particularly on the Footwear side we saw it because people are actually putting on shoes and sneakers again and getting out the.<\/span><br \/><span title=\"37:48 - 37:56\" data-start=\"00:37:47.896\" data-end=\"00:37:55.587\" data-spk=\"2\" data-label=\"Rob\">You know world again whereas I guess I can\u2019t live in my slippers or flip-flops anymore actually when we looked at the data by actual product,<\/span><br \/><span title=\"37:56 - 38:04\" data-start=\"00:37:55.660\" data-end=\"00:38:04.228\" data-spk=\"2\" data-label=\"Rob\">we saw flip-flops actually had some of the largest decline that we saw your every year because again people are getting out in the world again.<\/span><br \/><span title=\"38:05 - 38:15\" data-start=\"00:38:04.583\" data-end=\"00:38:14.858\" data-spk=\"2\" data-label=\"Rob\">The good news is two by the way again to plug the shopping insights HQ you can slice and dice by I think it\u2019s at least nine if not about 12.<\/span><br \/><span title=\"38:15 - 38:22\" data-start=\"00:38:15.045\" data-end=\"00:38:21.925\" data-spk=\"2\" data-label=\"Rob\">Categories and see what it looks like for orders and sales and the like along with traffic as well.<\/span><\/p>\n<p>Jason:<br \/><small>[38:27]<\/small>\u00a0<span title=\"38:27 - 38:29\" data-start=\"00:38:27.466\" data-end=\"00:38:28.829\" data-spk=\"0\" data-label=\"Jason\">I did.<\/span><br \/><span title=\"38:29 - 38:42\" data-start=\"00:38:29.112\" data-end=\"00:38:41.568\" data-spk=\"0\" data-label=\"Jason\">Notice so I\u2019ve been playing with the dashboard a lot and side note as you know my pandemic hobby as I learned to have well so it\u2019s super exciting for me that you you are publishing the data and Tabla,<\/span><br \/><span title=\"38:42 - 38:45\" data-start=\"00:38:41.593\" data-end=\"00:38:45.180\" data-spk=\"0\" data-label=\"Jason\">it does seem like some categories popped that like.<\/span><br \/><span title=\"38:45 - 38:57\" data-start=\"00:38:45.499\" data-end=\"00:38:57.210\" data-spk=\"0\" data-label=\"Jason\">Had been underperforming for most of the pandemic so like you know Electronics had not been a very bright spot but it does seem like they they had a pretty decent weekend like do you have a,<\/span><br \/><span title=\"38:57 - 39:07\" data-start=\"00:38:57.247\" data-end=\"00:39:06.993\" data-spk=\"0\" data-label=\"Jason\">am I seeing that data right and do you think like that that might mean they\u2019ve turned the corner or do you think that that could be a holiday anomaly.<\/span><\/p>\n<p>Rob:<br \/><small>[39:07]<\/small>\u00a0<span title=\"39:07 - 39:22\" data-start=\"00:39:06.735\" data-end=\"00:39:21.571\" data-spk=\"2\" data-label=\"Rob\">It\u2019s hard to say because again discounts drove so much of the buying there was such a correlation between discounts and sales and so it\u2019s a little hard to say and it\u2019s really interesting to understand to like some of that.<\/span><br \/><span title=\"39:22 - 39:29\" data-start=\"00:39:22.124\" data-end=\"00:39:28.547\" data-spk=\"2\" data-label=\"Rob\">Binge shopping that we all did over the pandemic and it subsided perhaps over the last 6 to 12 months,<\/span><br \/><span title=\"39:29 - 39:43\" data-start=\"00:39:28.578\" data-end=\"00:39:42.669\" data-spk=\"2\" data-label=\"Rob\">and then in gift-buying times you\u2019re seeing a pop again so I wouldn\u2019t necessarily stake the claim on this is now what\u2019s going to happen for the next 12 months in terms of demand for these categories,<\/span><br \/><span title=\"39:43 - 39:51\" data-start=\"00:39:42.693\" data-end=\"00:39:50.607\" data-spk=\"2\" data-label=\"Rob\">because a lot of it again is correlated to Discount a lot of it is correlated to what people have pot over the purchased excuse me over the last couple of years.<\/span><\/p>\n<p>Jason:<br \/><small>[39:51]<\/small>\u00a0<span title=\"39:51 - 40:00\" data-start=\"00:39:50.673\" data-end=\"00:40:00.005\" data-spk=\"0\" data-label=\"Jason\">That\u2019s totally fair so let\u2019s pivot to how they paid for it you alluded earlier to buy now pay later traction like<\/span><br \/><span title=\"40:00 - 40:06\" data-start=\"00:39:59.801\" data-end=\"00:40:05.990\" data-spk=\"0\" data-label=\"Jason\">can you share what you saw in the data and where there any other interesting Trends in terms of payment methods.<\/span><\/p>\n<p>Rob:<br \/><small>[40:06]<\/small>\u00a0<span title=\"40:06 - 40:09\" data-start=\"00:40:05.690\" data-end=\"00:40:08.946\" data-spk=\"2\" data-label=\"Rob\">Yeah totally this was kind of fun because we put it in there<\/span><br \/><span title=\"40:09 - 40:17\" data-start=\"00:40:08.935\" data-end=\"00:40:16.578\" data-spk=\"2\" data-label=\"Rob\">as we did each of the mornings early early early particularly those that are on the west coast thank you to the team by the way<\/span><br \/><span title=\"40:17 - 40:27\" data-start=\"00:40:16.542\" data-end=\"00:40:27.304\" data-spk=\"2\" data-label=\"Rob\">I should have done this at the beginning but it\u2019s not just me I have the fun part to have this conversation with you and speak to so many people about this including a lot of retailers not just<\/span><br \/><span title=\"40:27 - 40:32\" data-start=\"00:40:27.286\" data-end=\"00:40:31.528\" data-spk=\"2\" data-label=\"Rob\">today but we have through the rest of the holiday season we have a way to go.<\/span><br \/><span title=\"40:32 - 40:37\" data-start=\"00:40:31.721\" data-end=\"00:40:37.315\" data-spk=\"2\" data-label=\"Rob\">But it\u2019s make possible through the team that brings these data and insights to life and,<\/span><br \/><span title=\"40:37 - 40:47\" data-start=\"00:40:37.316\" data-end=\"00:40:46.852\" data-spk=\"2\" data-label=\"Rob\">the reason I say that is we are trauma through the data one morning and we got the normal like what the sales look like what does traffic look like what are the hot categories biggest discounts,<\/span><br \/><span title=\"40:47 - 40:54\" data-start=\"00:40:46.942\" data-end=\"00:40:54.165\" data-spk=\"2\" data-label=\"Rob\">and then Kayla Schwartz on my team who really is the master behind the shopping index was that.<\/span><br \/><span title=\"40:54 - 41:03\" data-start=\"00:40:54.285\" data-end=\"00:41:03.208\" data-spk=\"2\" data-label=\"Rob\">This is super interesting around buy now pay later because of the Divergence between orders.<\/span><\/p>\n<p><small>[41:04]<\/small>\u00a0<span title=\"41:04 - 41:11\" data-start=\"00:41:03.581\" data-end=\"00:41:10.900\" data-spk=\"2\" data-label=\"Rob\">For buy now pay later and at the average order value and what I mean by that is specifically we saw.<\/span><br \/><span title=\"41:11 - 41:16\" data-start=\"00:41:11.033\" data-end=\"00:41:15.695\" data-spk=\"2\" data-label=\"Rob\">A five percent this is throughout the course of cyber week.<\/span><br \/><span title=\"41:16 - 41:22\" data-start=\"00:41:15.834\" data-end=\"00:41:22.335\" data-spk=\"2\" data-label=\"Rob\">In the u.s. in particular where we saw in the increase of 5% year-over-year,<\/span><br \/><span title=\"41:22 - 41:27\" data-start=\"00:41:22.384\" data-end=\"00:41:26.722\" data-spk=\"2\" data-label=\"Rob\">of orders with buy now pay later and by the way this is after,<\/span><br \/><span title=\"41:27 - 41:37\" data-start=\"00:41:26.746\" data-end=\"00:41:36.769\" data-spk=\"2\" data-label=\"Rob\">a couple of years of really nice growth so five percent based on the bass is really we consider noticeable however on the other side we saw.<\/span><\/p>\n<p><small>[41:37]<\/small>\u00a0<span title=\"41:37 - 41:45\" data-start=\"00:41:37.232\" data-end=\"00:41:44.953\" data-spk=\"2\" data-label=\"Rob\">Average order value for the same transactions decrease by five percent so it\u2019s indicating to us.<\/span><\/p>\n<p><small>[41:46]<\/small>\u00a0<span title=\"41:46 - 41:54\" data-start=\"00:41:46.053\" data-end=\"00:41:53.847\" data-spk=\"2\" data-label=\"Rob\">Again you know this better than anyone buy now pay later really was hatched as a finance option for.<\/span><br \/><span title=\"41:54 - 42:03\" data-start=\"00:41:54.051\" data-end=\"00:42:03.437\" data-spk=\"2\" data-label=\"Rob\">Bigger ticket items home appliances television couches and other Home Furniture but what we\u2019re seeing is a turning of the corner.<\/span><br \/><span title=\"42:04 - 42:17\" data-start=\"00:42:03.894\" data-end=\"00:42:17.276\" data-spk=\"2\" data-label=\"Rob\">Because of the ubiquity and he is and also I think the desire to finance and spread payments over the course of a given time period rather just at once for lower price for less expensive goods and gifts,<\/span><br \/><span title=\"42:17 - 42:19\" data-start=\"00:42:17.319\" data-end=\"00:42:19.373\" data-spk=\"2\" data-label=\"Rob\">compared to 2021.<\/span><\/p>\n<p>Jason:<br \/><small>[42:21]<\/small>\u00a0<span title=\"42:21 - 42:32\" data-start=\"00:42:20.575\" data-end=\"00:42:31.506\" data-spk=\"0\" data-label=\"Jason\">Yeah I will say you know a lot of the retailers that are like looking at the economic snapshot for next year and I really concerned about.<\/span><br \/><span title=\"42:32 - 42:37\" data-start=\"00:42:31.644\" data-end=\"00:42:36.769\" data-spk=\"0\" data-label=\"Jason\">The consumers discretionary dollar they\u2019re they\u2019re kind of concerned about this you know.<\/span><br \/><span title=\"42:37 - 42:47\" data-start=\"00:42:37.124\" data-end=\"00:42:46.588\" data-spk=\"0\" data-label=\"Jason\">Acceleration of buy now pay later and other credit means as kind of a an early indicator that the consumer might be overextending themselves.<\/span><\/p>\n<p>Rob:<br \/><small>[42:47]<\/small>\u00a0<span title=\"42:47 - 42:55\" data-start=\"00:42:46.745\" data-end=\"00:42:55.109\" data-spk=\"2\" data-label=\"Rob\">Yeah I mean we don\u2019t look at that very closely but it is fairly intuitive to see it that way that people are leaning on.<\/span><br \/><span title=\"42:55 - 43:04\" data-start=\"00:42:55.272\" data-end=\"00:43:04.135\" data-spk=\"2\" data-label=\"Rob\">Newer creative finance options over the holiday and what does that mean for the subsequent quarters will be keeping an eye on that really closely for sure.<\/span><\/p>\n<p>Jason:<br \/><small>[43:05]<\/small>\u00a0<span title=\"43:05 - 43:20\" data-start=\"00:43:05.421\" data-end=\"00:43:20.353\" data-spk=\"0\" data-label=\"Jason\">Yeah so we are coming up on time Rob there\u2019s one other topic I just wanted to touch on with you you know you you alluded to capacity concerns in pass holidays and of course you know we\u2019ve talked a lot on the show about ship again<\/span><br \/><span title=\"43:20 - 43:25\" data-start=\"00:43:20.137\" data-end=\"00:43:25.136\" data-spk=\"0\" data-label=\"Jason\">um I\u2019m kind of worried about a new thing this year.<\/span><br \/><span title=\"43:25 - 43:32\" data-start=\"00:43:25.443\" data-end=\"00:43:32.197\" data-spk=\"0\" data-label=\"Jason\">With the moat with this really prevalent version of discount chicken if a bunch of consumers are thinking they\u2019re going to wait till the very last minute.<\/span><br \/><span title=\"43:32 - 43:41\" data-start=\"00:43:32.312\" data-end=\"00:43:41.373\" data-spk=\"0\" data-label=\"Jason\">To get the best discount we have all the usual things in place we have like a fragile inventory that might start running out.<\/span><br \/><span title=\"43:41 - 43:55\" data-start=\"00:43:41.494\" data-end=\"00:43:54.581\" data-spk=\"0\" data-label=\"Jason\">But we also this year have lower labor levels like stores tried to hire less people and they weren\u2019t able to hire all the people they tried to hire UPS and FedEx didn\u2019t get all the people they want so I\u2019m a little worried if consumers way too long<\/span><br \/><span title=\"43:54 - 44:04\" data-start=\"00:43:54.407\" data-end=\"00:44:03.895\" data-spk=\"0\" data-label=\"Jason\">that we you know might have another ship again in situation on our hands where there just isn\u2019t enough labor capacity to get all these orders out the last week of the year.<\/span><\/p>\n<p>Rob:<br \/><small>[44:04]<\/small>\u00a0<span title=\"44:04 - 44:10\" data-start=\"00:44:03.974\" data-end=\"00:44:09.568\" data-spk=\"2\" data-label=\"Rob\">Yeah that\u2019s a super interesting point one that I haven\u2019t dove into very deep but I\u2019m with you Jason that\u2019s going.<\/span><br \/><span title=\"44:10 - 44:22\" data-start=\"00:44:09.712\" data-end=\"00:44:21.562\" data-spk=\"2\" data-label=\"Rob\">Potentially be an issue I mean I\u2019m a sample size of one but I see it any time I shop or any restaurant I go in there not taking reservations or they\u2019re not limiting reservations based on tables there.<\/span><br \/><span title=\"44:22 - 44:26\" data-start=\"00:44:21.730\" data-end=\"00:44:25.888\" data-spk=\"2\" data-label=\"Rob\">You know basically limiting it because of waitstaff and so,<\/span><br \/><span title=\"44:26 - 44:36\" data-start=\"00:44:25.955\" data-end=\"00:44:36.134\" data-spk=\"2\" data-label=\"Rob\">that\u2019s true too in the physical store when the associate is being asked to do so many things now right it\u2019s not just about scanning and bagging at the cash wrap,<\/span><br \/><span title=\"44:36 - 44:43\" data-start=\"00:44:36.212\" data-end=\"00:44:43.363\" data-spk=\"2\" data-label=\"Rob\">it\u2019s you know they\u2019re becoming social media managers that are fulfillment experts there live streamers so you\u2019re stretching them thin.<\/span><br \/><span title=\"44:44 - 44:58\" data-start=\"00:44:43.682\" data-end=\"00:44:58.199\" data-spk=\"2\" data-label=\"Rob\">Capacity gets issue by the way the other interesting thing that we didn\u2019t touch upon was returns we saw such an increase of returns heading into cyber week than we ever have in our thesis is that.<\/span><br \/><span title=\"44:58 - 45:03\" data-start=\"00:44:58.482\" data-end=\"00:45:02.928\" data-spk=\"2\" data-label=\"Rob\">People who bought product earlier in the season.<\/span><br \/><span title=\"45:03 - 45:10\" data-start=\"00:45:03.085\" data-end=\"00:45:10.427\" data-spk=\"2\" data-label=\"Rob\">Star the better discounts and we\u2019re doing price adjustments in way of returning a product and then buying it back,<\/span><br \/><span title=\"45:11 - 45:17\" data-start=\"00:45:10.518\" data-end=\"00:45:17.236\" data-spk=\"2\" data-label=\"Rob\">at the cheaper price so there may be earlier returns that are playing and usually that\u2019s not,<\/span><br \/><span title=\"45:17 - 45:30\" data-start=\"00:45:17.290\" data-end=\"00:45:29.584\" data-spk=\"2\" data-label=\"Rob\">a storyline that we talked about until you know January at NRF right but now it\u2019s actually happening more so add that to your Litany of things that will create capacity issues.<\/span><\/p>\n<p>Jason:<br \/><small>[45:30]<\/small>\u00a0<span title=\"45:30 - 45:37\" data-start=\"00:45:29.705\" data-end=\"00:45:37.210\" data-spk=\"0\" data-label=\"Jason\">Oh my gosh know for sure and you know it\u2019s already a distant memory but with all those early sales that people tried to do<\/span><br \/><span title=\"45:37 - 45:46\" data-start=\"00:45:37.030\" data-end=\"00:45:46.254\" data-spk=\"0\" data-label=\"Jason\">one of the things that may have gone unnoticed is a lot of retailers also extended the return window because the fear was will never get people the holiday shop early if they don\u2019t think<\/span><br \/><span title=\"45:46 - 45:53\" data-start=\"00:45:46.224\" data-end=\"00:45:53.296\" data-spk=\"0\" data-label=\"Jason\">that gift recipients will be allowed to return the gifts so a bunch of these sales are on more liberal return policies,<\/span><br \/><span title=\"45:53 - 46:04\" data-start=\"00:45:53.399\" data-end=\"00:46:04.491\" data-spk=\"0\" data-label=\"Jason\">then ever before and again you know the economist are like come January we could be in stagflation and you know we don\u2019t know what returns might even look like in that kind of economic environment so it\u2019s,<\/span><br \/><span title=\"46:05 - 46:13\" data-start=\"00:46:04.594\" data-end=\"00:46:13.000\" data-spk=\"0\" data-label=\"Jason\">it\u2019s a concern for sure and that on that happy note Rob we\u2019ve used up our allotted time.<\/span><br \/><span title=\"46:13 - 46:23\" data-start=\"00:46:13.121\" data-end=\"00:46:22.885\" data-spk=\"0\" data-label=\"Jason\">Because on top of everything else during this show I received about 1,000 emails from the Salesforce marketing cloud with even better deals than Cyber Monday so I\u2019m gonna,<\/span><br \/><span title=\"46:23 - 46:27\" data-start=\"00:46:22.885\" data-end=\"00:46:27.452\" data-spk=\"0\" data-label=\"Jason\">after to go a little early so that I can get some more shopping.<\/span><\/p>\n<p>Rob:<br \/><small>[46:28]<\/small>\u00a0<span title=\"46:28 - 46:33\" data-start=\"00:46:27.674\" data-end=\"00:46:32.872\" data-spk=\"2\" data-label=\"Rob\">Go for it please do shop on of course Salesforce Commerce Cloud websites if you may.<\/span><\/p>\n<p>Jason:<br \/><small>[46:33]<\/small>\u00a0<span title=\"46:33 - 46:36\" data-start=\"00:46:32.836\" data-end=\"00:46:35.943\" data-spk=\"0\" data-label=\"Jason\">I didn\u2019t know there were other kinds.<\/span><br \/><span title=\"46:36 - 46:46\" data-start=\"00:46:36.255\" data-end=\"00:46:46.014\" data-spk=\"0\" data-label=\"Jason\">But in all seriousness Rob it\u2019s always a pleasure to talk to you about anything and for sure to talk about the the holiday sales<\/span><br \/><span title=\"46:46 - 46:55\" data-start=\"00:46:45.876\" data-end=\"00:46:54.565\" data-spk=\"0\" data-label=\"Jason\">loyal listeners will know the number one piece of feedback we get is they like to hear more from Kayla and from Michelle and I have to keep telling him that you always insist on coming.<\/span><\/p>\n<p>Rob:<br \/><small>[46:54]<\/small>\u00a0<span title=\"46:54 - 47:04\" data-start=\"00:46:54.445\" data-end=\"00:47:04.215\" data-spk=\"2\" data-label=\"Rob\">Hey that will happen they are amazing I gotta say though before we go Jason Scott first of all as I mentioned before I love doing this like seriously this is.<\/span><br \/><span title=\"47:04 - 47:13\" data-start=\"00:47:04.402\" data-end=\"00:47:13.295\" data-spk=\"2\" data-label=\"Rob\">Highlight it\u2019s our Super Bowl or dare I stake a World Cup given where we are right now go us but you know.<\/span><br \/><span title=\"47:14 - 47:20\" data-start=\"00:47:13.530\" data-end=\"00:47:20.013\" data-spk=\"2\" data-label=\"Rob\">More than anything I just really appreciate your friendship it\u2019s so amazing to have friends like you and the retail industry<\/span><br \/><span title=\"47:20 - 47:26\" data-start=\"00:47:19.947\" data-end=\"00:47:26.172\" data-spk=\"2\" data-label=\"Rob\">and the amazing Community we have and I also love how humble you are in terms of you asking me these questions<\/span><br \/><span title=\"47:26 - 47:34\" data-start=\"00:47:26.107\" data-end=\"00:47:33.846\" data-spk=\"2\" data-label=\"Rob\">but the reality is you\u2019re so on top of what\u2019s Happening Now and in the future and I really value that so A big thank you all around.<\/span><\/p>\n<p>Scot:<br \/><small>[47:34]<\/small>\u00a0<span title=\"47:34 - 47:39\" data-start=\"00:47:33.612\" data-end=\"00:47:38.701\" data-spk=\"1\" data-label=\"Scot\">Boom and you just secured yourself a fifth spot there you go<\/span><br \/><span title=\"47:39 - 47:53\" data-start=\"00:47:38.612\" data-end=\"00:47:52.726\" data-spk=\"1\" data-label=\"Scot\">Rob thanks for joining us on Twitter you are retail Rob Garf you\u2019re very active on LinkedIn I\u2019ve noticed we will put a link to the hub of activity in the show notes thanks for joining us.<\/span><\/p>\n<p>Jason:<br \/><small>[47:54]<\/small>\u00a0<span title=\"47:54 - 47:57\" data-start=\"00:47:53.580\" data-end=\"00:47:57.450\" data-spk=\"0\" data-label=\"Jason\">And until next time happy Commercing.<\/span><\/p>\n<\/div>\n<p><p><a href=\"https:\/\/dmsretail.com\/online-workshops-list\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-496\" src=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png\" alt=\"Retail Online Training\" width=\"729\" height=\"91\" srcset=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png 729w, https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90-300x37.png 300w\" sizes=\"auto, (max-width: 729px) 100vw, 729px\" \/><\/a><\/p><br \/><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A weekly podcast with the latest e-commerce news and events. Episode 299 is a recap of Thanksgiving Week 2022. Subscribe: ????? Episode 299 is a [&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-8012","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\/8012","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=8012"}],"version-history":[{"count":0,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts\/8012\/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=8012"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/categories?post=8012"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/tags?post=8012"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}