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Retail Roundup - Importance of Inventory Management · Wisdom by WESA

• 0:00
  Foreign.
• 0:04
  You
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  are
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  listening
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  part
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  Network
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  family.
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  Well,
• 0:10
  hi
• 0:11
  everybody.
• 0:11
  Glenn
• 0:11
  the
• 0:11
  Geek,
• 0:12
  back
• 0:12
  with
• 0:12
  you.
• 0:12
  Founder
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  of
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  and
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  host
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  Horses
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  in
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  the
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  Morning.
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  The
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  daily
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  podcast
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  has
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  been
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  going
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  on
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  for
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  15
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  years
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  now.
• 0:18
  Welcome
• 0:19
  to
• 0:19
  the
• 0:19
  WESA
• 0:19
  Retail
• 0:20
  Roundup.
• 0:21
  The
• 0:21
  Retail
• 0:21
  Roundup
• 0:22
  is
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  your
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  to
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  Retail
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  Roundup
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  want
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  to
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  join
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  that
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  If
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  you
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  haven't
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  yet,
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  head
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  over
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  to
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  Facebook,
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  look
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  for
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  Retail
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  Roundup
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  and
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  join
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  that
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  group.
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  That's
• 0:40
  where
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  we
• 0:40
  all
• 0:40
  communicate.
• 0:41
  That's
• 0:42
  where
• 0:42
  we
• 0:42
  keep
• 0:42
  in
• 0:42
  touch
• 0:42
  and
• 0:42
  let
• 0:43
  you
• 0:43
  know
• 0:43
  what's
• 0:43
  happening.
• 0:44
  And
• 0:45
  we're
• 0:45
  only
• 0:45
  a
• 0:45
  month
• 0:45
  away
• 0:46
  now
• 0:46
  from
• 0:46
  WESA
• 0:47
  over
• 0:47
  in
• 0:47
  Dallas.
• 0:48
  We'll
• 0:48
  all
• 0:48
  be
• 0:48
  there
• 0:48
  in
• 0:48
  person
• 0:49
  looking
• 0:49
  at
• 0:49
  new
• 0:49
  products
• 0:50
  and
• 0:51
  things
• 0:51
  that
• 0:51
  are
• 0:51
  happening
• 0:52
  in
• 0:52
  the,
• 0:52
  in
• 0:52
  the
• 0:53
  world.
• 0:53
  So
• 0:53
  excited
• 0:54
  to
• 0:54
  meet
• 0:54
  some
• 0:54
  of
• 0:55
  you
• 0:55
  over
• 0:55
  there.
• 0:56
  In
• 0:56
  today's
• 0:57
  Retail
• 0:57
  Roundup,
• 0:57
  we
• 0:57
  discuss
• 0:58
  the
• 0:58
  importance
• 0:58
  of
• 0:58
  inventory
• 0:59
  management.
• 1:00
  Everybody's
• 1:00
  favorite
• 1:00
  thing
• 1:01
  with
• 1:02
  Danielle
• 1:02
  Malconian
• 1:03
  of
• 1:04
  Plus
• 1:04
  by
• 1:04
  Design.
• 1:05
  We
• 1:06
  all
• 1:06
  know
• 1:06
  that
• 1:06
  managing
• 1:06
  your
• 1:07
  inventory
• 1:07
  is
• 1:07
  one
• 1:07
  of
• 1:07
  the
• 1:08
  most
• 1:08
  important
• 1:08
  things
• 1:08
  you
• 1:08
  do
• 1:09
  and
• 1:09
  if
• 1:09
  not
• 1:09
  done
• 1:10
  well,
• 1:10
  it
• 1:10
  gets
• 1:10
  costly
• 1:11
  very
• 1:12
  quickly.
• 1:13
  So
• 1:13
  Danielle,
• 1:13
  thanks
• 1:14
  for
• 1:14
  joining
• 1:14
  us.
• 1:15
  Thank
• 1:15
  you
• 1:15
  very
• 1:15
  much
• 1:15
  for
• 1:16
  having
• 1:16
  me.
• 1:16
  I
• 1:16
  appreciate
• 1:17
  it.
• 1:17
  Did
• 1:17
  I
• 1:18
  get
• 1:18
  the
• 1:18
  last
• 1:18
  name
• 1:18
  right?
• 1:18
  Malconian.
• 1:19
  You
• 1:19
  did.
• 1:20
  Well
• 1:20
  done,
• 1:20
  Malconian.
• 1:21
  Yes.
• 1:21
  Yay.
• 1:22
  I
• 1:22
  love
• 1:22
  that
• 1:22
  last
• 1:22
  name.
• 1:22
  Thank
• 1:23
  you.
• 1:24
  So
• 1:25
  tell
• 1:25
  us
• 1:25
  where
• 1:25
  you're
• 1:26
  located.
• 1:27
  We,
• 1:27
  we
• 1:28
  are
• 1:28
  located
• 1:28
  in
• 1:28
  Los
• 1:29
  Angeles,
• 1:29
  California.
• 1:30
  We
• 1:30
  ship
• 1:30
  out
• 1:30
  of
• 1:31
  a
• 1:31
  warehouse
• 1:31
  here
• 1:31
  in
• 1:31
  Chatsworth.
• 1:33
  And
• 1:33
  what
• 1:34
  is
• 1:34
  plus
• 1:34
  by
• 1:35
  Design?
• 1:35
  Plus
• 1:36
  by
• 1:36
  Design
• 1:37
  is
• 1:37
  a
• 1:37
  online
• 1:38
  retailer
• 1:38
  of
• 1:38
  women's
• 1:39
  plus
• 1:39
  size
• 1:39
  clothing.
• 1:40
  We
• 1:41
  offer
• 1:41
  a
• 1:41
  high
• 1:42
  quality
• 1:43
  clothing
• 1:44
  that
• 1:44
  women
• 1:44
  wear
• 1:45
  to
• 1:46
  work
• 1:46
  or
• 1:47
  to
• 1:48
  special
• 1:48
  occasions.
• 1:49
  And
• 1:50
  it's
• 1:50
  a
• 1:50
  product
• 1:51
  that
• 1:51
  can,
• 1:51
  that
• 1:51
  is,
• 1:52
  that
• 1:52
  lasts
• 1:52
  a
• 1:52
  long
• 1:53
  time.
• 1:53
  And,
• 1:54
  and
• 1:54
  we
• 1:54
  have
• 1:54
  a
• 1:54
  very
• 1:54
  loyal
• 1:55
  following.
• 1:55
  The
• 1:56
  brand,
• 1:56
  main
• 1:56
  brand
• 1:56
  we
• 1:57
  sell
• 1:57
  is
• 1:57
  called
• 1:57
  Vicki
• 1:58
  V
• 1:58
  and
• 1:58
  that's
• 1:58
  been
• 1:59
  around
• 1:59
  for
• 1:59
  about
• 1:59
  30
• 1:59
  years.
• 2:00
  And,
• 2:01
  and
• 2:01
  I've
• 2:02
  been
• 2:02
  working
• 2:02
  at
• 2:02
  multiple
• 2:03
  brands.
• 2:03
  You
• 2:03
  work
• 2:03
  with
• 2:03
  multiple.
• 2:04
  We
• 2:04
  do
• 2:04
  have
• 2:04
  multiple
• 2:05
  brands,
• 2:05
  yes.
• 2:05
  But
• 2:06
  I
• 2:06
  also
• 2:06
  manufacture
• 2:07
  the
• 2:07
  Vicky
• 2:07
  V
• 2:08
  label
• 2:08
  and
• 2:09
  you.
• 2:09
  So
• 2:10
  what
• 2:10
  I'm
• 2:10
  getting
• 2:10
  to
• 2:11
  is,
• 2:11
  you
• 2:11
  know
• 2:11
  a
• 2:11
  little
• 2:11
  bit
• 2:12
  about
• 2:12
  having
• 2:12
  a
• 2:13
  number
• 2:13
  of
• 2:13
  skus.
• 2:13
  Because
• 2:14
  nothing
• 2:14
  has
• 2:14
  more
• 2:14
  skus
• 2:15
  than
• 2:15
  clothing.
• 2:17
  Yes,
• 2:18
  yes,
• 2:19
  we
• 2:19
  are
• 2:19
  over
• 2:20
  skewed
• 2:21
  in
• 2:21
  the
• 2:21
  clothing
• 2:22
  business.
• 2:23
  Yes,
• 2:23
  well,
• 2:23
  that's
• 2:24
  what
• 2:24
  we're
• 2:24
  going
• 2:24
  to
• 2:24
  talk
• 2:24
  about,
• 2:25
  you
• 2:25
  know,
• 2:25
  and
• 2:25
  I
• 2:25
  think
• 2:26
  that's
• 2:26
  why
• 2:26
  Jennifer
• 2:26
  contacted
• 2:27
  you
• 2:27
  about
• 2:27
  inventory
• 2:28
  management,
• 2:28
  because
• 2:29
  you
• 2:29
  know
• 2:29
  a
• 2:30
  little
• 2:30
  bit
• 2:30
  about
• 2:30
  that.
• 2:30
  You're
• 2:31
  on
• 2:31
  the
• 2:31
  manufacturer
• 2:32
  side,
• 2:32
  but
• 2:32
  also
• 2:32
  the
• 2:32
  retail
• 2:33
  side.
• 2:33
  So
• 2:33
  you're
• 2:33
  handling
• 2:34
  it.
• 2:34
  I
• 2:34
  am.
• 2:34
  I've
• 2:35
  been
• 2:35
  on
• 2:35
  the
• 2:35
  retail
• 2:35
  side
• 2:36
  for
• 2:36
  a
• 2:36
  very
• 2:36
  long
• 2:36
  time.
• 2:37
  Yes.
• 2:37
  With
• 2:38
  department
• 2:38
  store
• 2:39
  and
• 2:39
  now
• 2:39
  as
• 2:39
  my
• 2:39
  own
• 2:40
  company
• 2:40
  for
• 2:40
  25
• 2:40
  years.
• 2:42
  I
• 2:42
  wanted
• 2:42
  to
• 2:42
  mention,
• 2:42
  too,
• 2:43
  you
• 2:43
  do
• 2:43
  have
• 2:43
  a
• 2:43
  connection
• 2:43
  to
• 2:44
  the
• 2:44
  horse
• 2:44
  world.
• 2:44
  Your
• 2:44
  daughter
• 2:45
  is
• 2:45
  involved
• 2:45
  with
• 2:46
  therapeutic
• 2:46
  Riding
• 2:47
  Center.
• 2:48
  My
• 2:49
  daughter,
• 2:49
  Juliet,
• 2:50
  yes.
• 2:50
  She
• 2:51
  sees
• 2:51
  clients
• 2:51
  at
• 2:52
  three
• 2:52
  different
• 2:52
  barns
• 2:53
  in
• 2:53
  Sonoma
• 2:54
  County.
• 2:54
  County
• 2:54
  in
• 2:55
  California.
• 2:56
  And
• 2:56
  she's
• 2:57
  been
• 2:57
  a
• 2:57
  horsewoman
• 2:58
  as
• 2:58
  long
• 2:58
  as
• 2:58
  I
• 2:58
  can
• 2:59
  remember.
• 2:59
  So
• 3:00
  she's
• 3:01
  gonna
• 3:01
  love
• 3:01
  this.
• 3:02
  I'm
• 3:02
  gonna
• 3:02
  send
• 3:02
  her
• 3:02
  the
• 3:03
  link
• 3:03
  and
• 3:03
  she'll
• 3:03
  love
• 3:03
  it.
• 3:05
  Way
• 3:05
  to
• 3:06
  go,
• 3:06
  mom.
• 3:07
  Yeah,
• 3:08
  yeah,
• 3:08
  she'll
• 3:08
  be
• 3:08
  so.
• 3:08
  It's
• 3:09
  really
• 3:09
  great.
• 3:09
  She's
• 3:09
  gonna
• 3:10
  have
• 3:10
  you
• 3:10
  riding
• 3:10
  next.
• 3:12
  I
• 3:12
  don't
• 3:12
  know.
• 3:14
  I
• 3:15
  don't
• 3:15
  know
• 3:15
  where
• 3:15
  that
• 3:15
  came
• 3:15
  from,
• 3:16
  to
• 3:16
  be
• 3:16
  honest
• 3:16
  with
• 3:16
  you.
• 3:17
  I'm
• 3:18
  allergic
• 3:18
  to
• 3:18
  hay.
• 3:19
  It
• 3:19
  just
• 3:20
  starts.
• 3:20
  It
• 3:20
  just
• 3:21
  starts
• 3:21
  when
• 3:21
  they're
• 3:21
  about
• 3:22
  four,
• 3:22
  and
• 3:22
  then
• 3:23
  it
• 3:23
  goes.
• 3:24
  Exactly.
• 3:24
  She
• 3:25
  would
• 3:25
  wake
• 3:25
  up.
• 3:26
  Mom,
• 3:26
  I.
• 3:27
  I
• 3:27
  had
• 3:27
  a
• 3:27
  dream
• 3:27
  there
• 3:27
  was
• 3:28
  a
• 3:28
  horse
• 3:28
  in
• 3:28
  the
• 3:28
  backyard.
• 3:29
  I'm
• 3:29
  like,
• 3:29
  okay,
• 3:31
  at
• 3:31
  what
• 3:31
  age
• 3:32
  did
• 3:32
  she
• 3:32
  get
• 3:32
  the
• 3:32
  horse
• 3:33
  in
• 3:33
  the
• 3:33
  backyard?
• 3:34
  She
• 3:34
  didn't
• 3:34
  have
• 3:34
  a
• 3:35
  horse
• 3:35
  in
• 3:35
  her
• 3:35
  backyard.
• 3:35
  We
• 3:36
  had
• 3:36
  to
• 3:36
  go
• 3:36
  to
• 3:36
  the
• 3:36
  barns.
• 3:37
  Sorry.
• 3:38
  There
• 3:38
  you
• 3:39
  go.
• 3:39
  I
• 3:39
  don't
• 3:40
  live
• 3:40
  in
• 3:40
  a
• 3:40
  place
• 3:40
  to
• 3:40
  have
• 3:41
  a
• 3:41
  horse.
• 3:41
  Yeah,
• 3:42
  you're
• 3:42
  the
• 3:42
  kind
• 3:42
  of
• 3:43
  an
• 3:43
  expensive
• 3:43
  area
• 3:43
  to
• 3:44
  have
• 3:44
  horses
• 3:44
  in
• 3:44
  the
• 3:44
  backyard.
• 3:44
  I'm
• 3:45
  a
• 3:45
  city
• 3:45
  gal.
• 3:45
  Exactly.
• 3:46
  I'm
• 3:47
  a
• 3:47
  city
• 3:47
  gal.
• 3:47
  Well,
• 3:47
  then
• 3:48
  her
• 3:48
  saddlery
• 3:48
  would
• 3:49
  be
• 3:49
  Calabasas.
• 3:50
  That's
• 3:50
  right.
• 3:51
  That's
• 3:51
  right.
• 3:52
  Yeah.
• 3:52
  We've
• 3:52
  spent
• 3:52
  many,
• 3:53
  many
• 3:53
  times.
• 3:54
  Many.
• 3:55
  I
• 3:55
  was
• 3:55
  just
• 3:55
  there
• 3:55
  recently
• 3:56
  buying
• 3:56
  her
• 3:56
  birthday
• 3:56
  gifts.
• 3:57
  So
• 3:57
  many
• 3:57
  dollars.
• 3:59
  Yeah.
• 3:59
  That's
• 4:00
  a
• 4:00
  great
• 4:00
  place.
• 4:00
  It
• 4:01
  is.
• 4:01
  Many
• 4:01
  dollars.
• 4:02
  That's
• 4:02
  right.
• 4:03
  That's
• 4:03
  a
• 4:03
  cool
• 4:04
  store,
• 4:04
  though.
• 4:04
  Yes,
• 4:05
  it
• 4:05
  is.
• 4:06
  All
• 4:06
  right,
• 4:07
  so
• 4:07
  let's
• 4:07
  talk
• 4:08
  about
• 4:08
  inventory
• 4:08
  management.
• 4:09
  Okay,
• 4:10
  so
• 4:11
  first
• 4:11
  question.
• 4:11
  How
• 4:12
  do.
• 4:12
  How
• 4:12
  do
• 4:12
  you
• 4:12
  make
• 4:13
  decisions
• 4:13
  on
• 4:13
  what
• 4:14
  and
• 4:14
  how
• 4:14
  much
• 4:14
  to
• 4:14
  carry?
• 4:15
  How
• 4:15
  do
• 4:15
  you
• 4:15
  do
• 4:15
  it?
• 4:15
  What
• 4:16
  do
• 4:16
  you.
• 4:16
  What
• 4:16
  are
• 4:16
  you.
• 4:16
  What's
• 4:17
  your
• 4:17
  thought
• 4:17
  process
• 4:18
  that
• 4:18
  goes
• 4:18
  into
• 4:18
  that?
• 4:20
  I've
• 4:20
  always
• 4:20
  followed
• 4:21
  a
• 4:21
  plan
• 4:22
  of
• 4:22
  trying
• 4:22
  to
• 4:22
  carry
• 4:23
  what
• 4:24
  I
• 4:24
  would
• 4:24
  sell
• 4:24
  within
• 4:25
  three
• 4:25
  months.
• 4:27
  Has.
• 4:27
  Has
• 4:27
  always
• 4:28
  been
• 4:28
  my.
• 4:29
  I
• 4:29
  think
• 4:29
  I
• 4:29
  learned
• 4:29
  that
• 4:30
  at
• 4:30
  Nordstrom,
• 4:30
  to
• 4:30
  be
• 4:31
  honest
• 4:31
  with
• 4:31
  you.
• 4:31
  I
• 4:31
  worked
• 4:31
  for
• 4:32
  Nordstrom
• 4:32
  in
• 4:32
  the
• 4:32
  90s,
• 4:33
  and
• 4:34
  that's
• 4:34
  kind
• 4:34
  of
• 4:34
  the
• 4:34
  way
• 4:35
  they
• 4:35
  did
• 4:35
  it,
• 4:35
  and
• 4:35
  it
• 4:35
  made
• 4:36
  a
• 4:36
  lot
• 4:36
  of
• 4:36
  sense
• 4:36
  to
• 4:36
  me.
• 4:37
  So
• 4:38
  I
• 4:38
  take
• 4:38
  my.
• 4:38
  My
• 4:39
  average
• 4:39
  cost
• 4:39
  of
• 4:40
  goods
• 4:41
  number
• 4:43
  having
• 4:43
  to
• 4:43
  do
• 4:43
  with
• 4:43
  my
• 4:44
  sales,
• 4:44
  and
• 4:45
  then
• 4:45
  I
• 4:45
  multiply
• 4:45
  that
• 4:46
  by
• 4:46
  three.
• 4:47
  So
• 4:48
  what
• 4:48
  I
• 4:48
  was
• 4:48
  talking
• 4:48
  about
• 4:49
  was
• 4:49
  the
• 4:49
  high
• 4:49
  level
• 4:50
  amount
• 4:50
  of
• 4:50
  inventory
• 4:51
  to
• 4:51
  carry
• 4:51
  for
• 4:52
  your
• 4:52
  store
• 4:53
  to
• 4:54
  be
• 4:54
  healthy
• 4:55
  is
• 4:56
  three
• 4:56
  months
• 4:56
  worth
• 4:57
  of
• 4:57
  a
• 4:57
  dollar
• 4:58
  amount.
• 4:58
  Okay.
• 4:59
  So
• 4:59
  that's
• 4:59
  how
• 4:59
  I
• 4:59
  decide
• 5:00
  how
• 5:00
  much
• 5:00
  inventory
• 5:00
  to
• 5:01
  carry.
• 5:01
  Generally
• 5:03
  when
• 5:03
  you're
• 5:04
  talking
• 5:04
  about
• 5:04
  replenishment,
• 5:05
  which
• 5:06
  I
• 5:06
  think
• 5:06
  is
• 5:06
  what
• 5:06
  you're.
• 5:07
  Especially
• 5:08
  a
• 5:08
  store
• 5:08
  that
• 5:09
  carries
• 5:09
  the
• 5:09
  same
• 5:10
  type
• 5:10
  of
• 5:10
  things
• 5:11
  all
• 5:11
  the
• 5:11
  time,
• 5:12
  and
• 5:12
  they're
• 5:12
  just
• 5:13
  replenishing
• 5:13
  sizes
• 5:14
  and
• 5:14
  colors
• 5:15
  and
• 5:15
  that
• 5:15
  sort
• 5:16
  of
• 5:16
  thing.
• 5:16
  And
• 5:17
  is.
• 5:17
  I
• 5:17
  use
• 5:18
  inventory
• 5:18
  management
• 5:19
  software,
• 5:19
  which
• 5:20
  is
• 5:20
  really,
• 5:20
  I
• 5:21
  used
• 5:21
  to
• 5:21
  do
• 5:21
  it
• 5:21
  by
• 5:21
  hand,
• 5:22
  you
• 5:22
  know,
• 5:22
  and
• 5:23
  now
• 5:23
  there's
• 5:24
  so
• 5:24
  much
• 5:24
  software
• 5:25
  out
• 5:25
  there
• 5:25
  that
• 5:25
  can
• 5:26
  tell
• 5:26
  us,
• 5:27
  they
• 5:27
  can
• 5:27
  look
• 5:28
  at
• 5:28
  the
• 5:28
  history
• 5:28
  of
• 5:29
  our
• 5:29
  selling
• 5:29
  and
• 5:30
  tell
• 5:30
  us
• 5:31
  what
• 5:31
  we
• 5:31
  need
• 5:31
  in
• 5:31
  the
• 5:32
  future
• 5:33
  with
• 5:33
  a
• 5:33
  few
• 5:33
  different
• 5:34
  parameters
• 5:34
  set,
• 5:35
  you
• 5:35
  know,
• 5:35
  how
• 5:36
  long
• 5:36
  it's
• 5:36
  going
• 5:36
  to
• 5:36
  take
• 5:36
  you
• 5:36
  to
• 5:37
  get
• 5:37
  the
• 5:37
  shipment,
• 5:38
  how,
• 5:38
  how
• 5:39
  long
• 5:39
  you
• 5:39
  want
• 5:39
  to
• 5:39
  be
• 5:39
  in
• 5:40
  stock.
• 5:41
  You
• 5:41
  know,
• 5:41
  a
• 5:41
  lot
• 5:42
  of
• 5:42
  different
• 5:42
  parameters
• 5:42
  there.
• 5:44
  What
• 5:44
  software
• 5:44
  are
• 5:44
  you
• 5:44
  using?
• 5:45
  I
• 5:46
  use
• 5:46
  inventory
• 5:47
  planner.
• 5:50
  Was
• 5:50
  there
• 5:51
  a
• 5:51
  reason
• 5:51
  you
• 5:51
  like
• 5:51
  that
• 5:52
  particular
• 5:52
  one?
• 5:53
  You
• 5:53
  know,
• 5:53
  I
• 5:54
  tested
• 5:54
  a
• 5:54
  couple
• 5:55
  when
• 5:55
  I
• 5:56
  was
• 5:56
  looking
• 5:57
  for
• 5:57
  an
• 5:57
  inventory
• 5:57
  software
• 5:58
  and
• 5:58
  I
• 5:58
  just
• 5:59
  wanted
• 5:59
  something
• 6:01
  really
• 6:01
  robust
• 6:02
  that
• 6:02
  had
• 6:03
  planning
• 6:03
  tools
• 6:04
  that
• 6:04
  would
• 6:04
  keep
• 6:05
  track
• 6:05
  of
• 6:05
  all
• 6:06
  my
• 6:06
  sales.
• 6:07
  I
• 6:07
  was
• 6:07
  looking
• 6:07
  for
• 6:07
  something
• 6:08
  that
• 6:08
  was
• 6:08
  really
• 6:08
  good
• 6:09
  at
• 6:09
  predicting
• 6:09
  what
• 6:10
  I
• 6:10
  would
• 6:10
  need
• 6:10
  for
• 6:11
  the
• 6:11
  future.
• 6:12
  Has
• 6:12
  it
• 6:12
  been
• 6:12
  good?
• 6:13
  Has
• 6:13
  it
• 6:13
  been
• 6:13
  accurate?
• 6:14
  It
• 6:14
  has
• 6:14
  been
• 6:15
  accurate.
• 6:15
  You
• 6:16
  have
• 6:16
  to
• 6:16
  be
• 6:16
  careful
• 6:17
  with
• 6:17
  some
• 6:18
  of
• 6:18
  the
• 6:18
  prediction
• 6:18
  software.
• 6:19
  You
• 6:19
  have
• 6:20
  to
• 6:20
  make
• 6:20
  sure
• 6:20
  that
• 6:22
  all
• 6:22
  those
• 6:22
  little
• 6:23
  levers
• 6:23
  are
• 6:23
  set
• 6:24
  about
• 6:24
  how
• 6:24
  long
• 6:25
  it
• 6:25
  takes
• 6:25
  to
• 6:25
  get
• 6:25
  the
• 6:26
  product,
• 6:26
  how
• 6:27
  long
• 6:27
  you
• 6:27
  want
• 6:27
  to
• 6:27
  be
• 6:28
  in
• 6:28
  stock.
• 6:29
  That
• 6:29
  really
• 6:30
  makes
• 6:30
  a
• 6:30
  difference
• 6:31
  in
• 6:31
  getting
• 6:32
  the
• 6:32
  accurate
• 6:33
  information
• 6:33
  of
• 6:33
  what
• 6:34
  to
• 6:34
  order.
• 6:36
  Style
• 6:36
  is
• 6:36
  a
• 6:36
  problem
• 6:37
  too,
• 6:38
  in
• 6:38
  your
• 6:38
  world,
• 6:39
  right?
• 6:39
  I
• 6:39
  mean,
• 6:39
  isn't
• 6:40
  that
• 6:40
  something?
• 6:40
  You're
• 6:40
  also
• 6:41
  taking
• 6:41
  a
• 6:41
  look
• 6:41
  at
• 6:41
  what's
• 6:42
  coming
• 6:42
  in,
• 6:42
  what's
• 6:42
  going
• 6:43
  out?
• 6:44
  Fashion.
• 6:44
  Fashion.
• 6:45
  It's
• 6:45
  funny
• 6:46
  that
• 6:46
  you
• 6:46
  mentioned
• 6:46
  that
• 6:47
  because
• 6:47
  I'm
• 6:47
  going
• 6:47
  through
• 6:48
  that
• 6:48
  today,
• 6:48
  actually.
• 6:49
  I've
• 6:49
  gotten
• 6:50
  a
• 6:50
  new
• 6:50
  collection
• 6:50
  in
• 6:51
  which
• 6:51
  is
• 6:51
  a
• 6:52
  bright
• 6:52
  lemon
• 6:52
  color.
• 6:53
  And
• 6:54
  if
• 6:54
  you
• 6:54
  know
• 6:55
  anything
• 6:55
  about
• 6:55
  fashion,
• 6:56
  it's
• 6:56
  a
• 6:56
  little
• 6:56
  late
• 6:57
  in
• 6:57
  the
• 6:57
  season
• 6:58
  to
• 6:58
  bring
• 6:58
  in
• 6:58
  bright
• 6:59
  lemon.
• 6:59
  If
• 7:00
  I
• 7:00
  had
• 7:00
  my
• 7:00
  druthers,
• 7:01
  I.
• 7:01
  It
• 7:01
  would
• 7:01
  have
• 7:02
  arrived
• 7:02
  back
• 7:02
  in
• 7:02
  March,
• 7:03
  but,
• 7:04
  you
• 7:04
  know,
• 7:04
  it's
• 7:04
  fabric
• 7:05
  coming
• 7:05
  from
• 7:05
  Korea.
• 7:06
  And
• 7:07
  so
• 7:07
  now
• 7:07
  I'm
• 7:08
  introducing
• 7:08
  Limoncello
• 7:10
  in
• 7:10
  July
• 7:11
  and
• 7:11
  trying
• 7:12
  to
• 7:12
  decide
• 7:12
  whether
• 7:12
  or
• 7:12
  not
• 7:13
  to
• 7:13
  offer
• 7:13
  it
• 7:13
  at
• 7:13
  full
• 7:13
  price
• 7:14
  or
• 7:14
  give
• 7:14
  a
• 7:14
  little
• 7:14
  discount.
• 7:16
  So
• 7:16
  you
• 7:16
  do
• 7:16
  have
• 7:17
  to
• 7:17
  be
• 7:17
  worried
• 7:17
  about
• 7:17
  seasonality,
• 7:18
  especially
• 7:19
  in
• 7:19
  the
• 7:19
  clothing.
• 7:19
  In
• 7:20
  the
• 7:20
  fashion
• 7:20
  clothing
• 7:20
  area.
• 7:21
  I
• 7:21
  know
• 7:21
  a
• 7:22
  lot
• 7:22
  of
• 7:22
  these
• 7:22
  stores
• 7:22
  do
• 7:22
  carry
• 7:23
  that.
• 7:24
  And,
• 7:24
  and
• 7:25
  if
• 7:25
  you're
• 7:25
  bringing
• 7:25
  in
• 7:25
  a
• 7:26
  new,
• 7:26
  brand
• 7:26
  new
• 7:26
  product
• 7:27
  line,
• 7:27
  what
• 7:27
  is
• 7:28
  your
• 7:28
  thinking
• 7:28
  then?
• 7:28
  Do
• 7:29
  you
• 7:29
  take
• 7:29
  a
• 7:29
  look
• 7:29
  at
• 7:30
  similar
• 7:30
  products
• 7:31
  like
• 7:31
  it
• 7:31
  to
• 7:31
  decide
• 7:32
  how
• 7:32
  much
• 7:32
  to
• 7:32
  buy
• 7:32
  or.
• 7:33
  I
• 7:33
  do.
• 7:34
  I
• 7:34
  mean,
• 7:34
  I
• 7:34
  look
• 7:35
  at
• 7:35
  all
• 7:35
  my
• 7:35
  history.
• 7:36
  I.
• 7:36
  I
• 7:37
  go
• 7:37
  over
• 7:37
  what
• 7:38
  size
• 7:38
  is
• 7:38
  sold
• 7:38
  and
• 7:39
  where.
• 7:39
  And
• 7:40
  a
• 7:40
  hard
• 7:40
  thing
• 7:41
  for
• 7:41
  me
• 7:41
  right
• 7:41
  now
• 7:42
  is
• 7:42
  that
• 7:43
  are
• 7:43
  losing
• 7:43
  weight
• 7:44
  because
• 7:44
  there's
• 7:44
  a
• 7:44
  trend
• 7:45
  OIC
• 7:46
  and
• 7:47
  the
• 7:47
  GS1s.
• 7:48
  So
• 7:48
  that
• 7:48
  has
• 7:49
  skewed
• 7:49
  my
• 7:50
  sizes
• 7:51
  a
• 7:51
  little
• 7:51
  bit.
• 7:51
  And
• 7:52
  I
• 7:52
  think
• 7:52
  that's
• 7:52
  probably
• 7:53
  true
• 7:54
  a
• 7:54
  lot,
• 7:54
  you
• 7:54
  know,
• 7:54
  across
• 7:55
  the
• 7:55
  board
• 7:55
  for
• 7:55
  people.
• 7:56
  Not
• 7:56
  just
• 7:56
  plus
• 7:56
  size
• 7:57
  clothing,
• 7:57
  but
• 7:58
  when
• 7:58
  I'm
• 7:58
  bringing
• 7:58
  in
• 7:58
  something
• 7:59
  brand
• 7:59
  new,
• 8:00
  honestly,
• 8:00
  there
• 8:00
  is
• 8:01
  a
• 8:01
  lot
• 8:01
  of
• 8:01
  guessing.
• 8:02
  So
• 8:02
  the
• 8:02
  educated
• 8:03
  guess
• 8:04
  is
• 8:04
  probably
• 8:05
  where.
• 8:05
  Where
• 8:06
  it
• 8:06
  is.
• 8:07
  Which
• 8:07
  if
• 8:07
  you
• 8:08
  have
• 8:08
  the
• 8:08
  longer
• 8:08
  the
• 8:08
  history
• 8:08
  you
• 8:09
  have,
• 8:09
  the
• 8:09
  more
• 8:09
  you
• 8:09
  can.
• 8:11
  Exactly.
• 8:11
  You
• 8:12
  know
• 8:12
  correctly.
• 8:13
  Right,
• 8:13
  exactly.
• 8:14
  And
• 8:15
  honestly,
• 8:16
  as
• 8:16
  much
• 8:17
  educated
• 8:17
  guessing
• 8:18
  as
• 8:18
  I've
• 8:18
  done
• 8:19
  and
• 8:19
  whenever
• 8:20
  I'm
• 8:20
  absolutely,
• 8:21
  positively
• 8:21
  sure
• 8:21
  that
• 8:22
  something
• 8:22
  is
• 8:22
  going
• 8:22
  to
• 8:23
  sell,
• 8:23
  it
• 8:23
  doesn't.
• 8:24
  And
• 8:25
  whenever
• 8:25
  I
• 8:26
  think
• 8:26
  something
• 8:26
  is
• 8:26
  a
• 8:26
  total
• 8:27
  dog
• 8:27
  and
• 8:28
  it's
• 8:28
  never
• 8:28
  going
• 8:28
  to
• 8:28
  sell,
• 8:29
  it's
• 8:29
  the
• 8:29
  first
• 8:29
  thing
• 8:30
  gone.
• 8:31
  So
• 8:33
  that
• 8:33
  has
• 8:33
  not
• 8:33
  changed
• 8:34
  since
• 8:34
  your
• 8:34
  Nordstrom
• 8:35
  days
• 8:35
  either.
• 8:35
  That
• 8:35
  has
• 8:35
  not
• 8:36
  changed
• 8:36
  since
• 8:36
  my
• 8:36
  Nordstrom
• 8:37
  days.
• 8:38
  It's
• 8:38
  just.
• 8:39
  Okay.
• 8:40
  Oh,
• 8:40
  you
• 8:40
  like
• 8:40
  that
• 8:41
  one
• 8:41
  instead?
• 8:41
  All
• 8:41
  right,
• 8:43
  it's
• 8:43
  true.
• 8:44
  It's
• 8:45
  true.
• 8:45
  Oh
• 8:45
  my
• 8:45
  goodness.
• 8:48
  How
• 8:48
  do
• 8:48
  you
• 8:49
  decide
• 8:49
  then?
• 8:50
  I'm
• 8:50
  going
• 8:50
  to
• 8:50
  follow
• 8:50
  that
• 8:50
  thread
• 8:51
  through
• 8:51
  what
• 8:51
  you
• 8:51
  just
• 8:52
  said.
• 8:52
  How
• 8:52
  do
• 8:53
  you
• 8:53
  decide
• 8:53
  when
• 8:53
  it's
• 8:53
  time
• 8:54
  to
• 8:54
  cut
• 8:54
  bait
• 8:54
  and,
• 8:55
  you
• 8:55
  know,
• 8:55
  put
• 8:55
  it
• 8:55
  on
• 8:56
  sale
• 8:56
  and
• 8:56
  get
• 8:56
  rid
• 8:56
  of
• 8:56
  it
• 8:57
  and
• 8:57
  run?
• 8:57
  Is
• 8:58
  there
• 8:58
  a
• 8:58
  magic
• 8:59
  number
• 8:59
  you're
• 8:59
  looking
• 8:59
  for
• 8:59
  if
• 9:00
  it
• 9:00
  hasn't,
• 9:00
  you
• 9:00
  know,
• 9:01
  if
• 9:01
  50%
• 9:01
  of
• 9:01
  it
• 9:01
  hasn't
• 9:02
  sold
• 9:02
  through
• 9:02
  in
• 9:02
  three
• 9:02
  months?
• 9:03
  If,
• 9:03
  you
• 9:03
  know,
• 9:03
  do
• 9:04
  you
• 9:04
  have
• 9:04
  a
• 9:04
  magic
• 9:04
  number
• 9:05
  there?
• 9:06
  Well,
• 9:06
  it
• 9:06
  depends
• 9:07
  on
• 9:07
  what
• 9:07
  it
• 9:07
  is.
• 9:07
  And
• 9:07
  one
• 9:08
  of
• 9:08
  the
• 9:08
  things
• 9:08
  I
• 9:08
  learned
• 9:08
  at
• 9:09
  Nordstrom
• 9:09
  is
• 9:09
  to
• 9:09
  split
• 9:10
  my
• 9:10
  inventory
• 9:11
  into
• 9:12
  what
• 9:12
  I
• 9:12
  wanted
• 9:13
  to
• 9:13
  carry
• 9:13
  all
• 9:13
  the
• 9:14
  time
• 9:14
  and
• 9:14
  what
• 9:15
  I
• 9:15
  wanted
• 9:15
  to
• 9:15
  carry
• 9:15
  seasonally.
• 9:17
  So
• 9:18
  the,
• 9:18
  what
• 9:18
  I
• 9:18
  carry
• 9:19
  all
• 9:19
  the
• 9:19
  time
• 9:19
  doesn't
• 9:20
  go
• 9:20
  on
• 9:20
  sale.
• 9:21
  And
• 9:21
  I
• 9:21
  just
• 9:21
  try
• 9:22
  and
• 9:22
  keep
• 9:22
  it
• 9:22
  stocked
• 9:22
  the
• 9:23
  way
• 9:23
  that
• 9:23
  it
• 9:23
  should
• 9:23
  be
• 9:23
  stocked.
• 9:24
  Like
• 9:24
  your
• 9:24
  basic
• 9:25
  riding
• 9:25
  pant,
• 9:25
  you
• 9:26
  know,
• 9:26
  basic
• 9:26
  black
• 9:26
  riding
• 9:27
  pant
• 9:27
  that
• 9:28
  sells
• 9:28
  day
• 9:28
  in
• 9:28
  and
• 9:28
  day
• 9:29
  out.
• 9:29
  You
• 9:29
  don't
• 9:30
  think
• 9:30
  about
• 9:30
  it,
• 9:30
  you
• 9:30
  just
• 9:31
  keep
• 9:31
  it
• 9:31
  stocked.
• 9:32
  But
• 9:32
  when
• 9:32
  you're
• 9:33
  talking
• 9:33
  about
• 9:34
  the,
• 9:34
  the
• 9:35
  cool
• 9:35
  zip
• 9:35
  up
• 9:36
  printed
• 9:37
  thing
• 9:37
  from
• 9:37
  the
• 9:38
  latest
• 9:38
  vendor,
• 9:40
  I
• 9:40
  give
• 9:40
  it,
• 9:41
  I
• 9:41
  still
• 9:41
  use
• 9:42
  that
• 9:42
  three
• 9:42
  month
• 9:42
  rule
• 9:43
  from
• 9:43
  Nordstrom.
• 9:44
  It
• 9:44
  kind
• 9:44
  of,
• 9:44
  it
• 9:45
  kind
• 9:45
  of
• 9:45
  in
• 9:45
  that,
• 9:45
  in
• 9:46
  that
• 9:46
  same
• 9:46
  place,
• 9:47
  the
• 9:47
  problem
• 9:47
  is
• 9:47
  you
• 9:47
  can't
• 9:48
  mark
• 9:48
  down
• 9:48
  something
• 9:49
  too
• 9:50
  quickly
• 9:50
  or
• 9:50
  the
• 9:50
  people
• 9:51
  that,
• 9:51
  the
• 9:51
  few
• 9:51
  people
• 9:51
  that
• 9:52
  bought
• 9:52
  it
• 9:52
  at
• 9:52
  full
• 9:52
  price,
• 9:53
  it
• 9:54
  just
• 9:54
  kind
• 9:54
  of
• 9:54
  detracts
• 9:55
  from
• 9:55
  your
• 9:55
  honorability.
• 9:57
  You
• 9:57
  know,
• 9:57
  you
• 9:58
  want
• 9:58
  to
• 9:58
  have
• 9:58
  a
• 9:58
  reputation
• 9:59
  that
• 9:59
  this
• 10:00
  is
• 10:00
  the
• 10:00
  price
• 10:00
  it
• 10:00
  is
• 10:01
  and
• 10:01
  this
• 10:01
  is,
• 10:01
  you
• 10:01
  know,
• 10:02
  this
• 10:02
  is
• 10:02
  what
• 10:02
  we
• 10:02
  believe
• 10:03
  it
• 10:03
  should
• 10:03
  sell.
• 10:04
  So
• 10:04
  you
• 10:04
  do
• 10:05
  have
• 10:05
  to
• 10:05
  wait
• 10:06
  and
• 10:07
  you
• 10:07
  can
• 10:07
  Do
• 10:07
  a
• 10:07
  little
• 10:08
  flash
• 10:08
  sale
• 10:08
  when
• 10:09
  you
• 10:09
  have
• 10:09
  stuff
• 10:09
  like
• 10:09
  that
• 10:10
  without
• 10:11
  touching,
• 10:11
  you
• 10:11
  know,
• 10:11
  without
• 10:12
  redlining
• 10:13
  your
• 10:13
  item.
• 10:13
  If
• 10:14
  you're
• 10:14
  a
• 10:14
  retail
• 10:15
  brick
• 10:15
  and
• 10:15
  mortar
• 10:16
  store
• 10:16
  or
• 10:16
  even
• 10:17
  online,
• 10:18
  try
• 10:19
  not
• 10:19
  to
• 10:19
  actually
• 10:20
  mark
• 10:20
  down
• 10:21
  the
• 10:21
  item
• 10:21
  until
• 10:21
  you
• 10:22
  absolutely
• 10:22
  have
• 10:22
  to
• 10:23
  do
• 10:23
  little
• 10:23
  flash
• 10:24
  sales,
• 10:24
  do
• 10:25
  bundle
• 10:25
  sales,
• 10:26
  little
• 10:26
  things
• 10:26
  like
• 10:26
  that,
• 10:27
  to
• 10:28
  get
• 10:28
  people
• 10:28
  to
• 10:28
  buy
• 10:28
  some
• 10:29
  of
• 10:29
  those
• 10:29
  things
• 10:29
  that
• 10:29
  aren't
• 10:29
  moving
• 10:30
  so
• 10:30
  quickly.
• 10:32
  How
• 10:32
  often
• 10:32
  do
• 10:32
  you
• 10:32
  look
• 10:32
  at
• 10:33
  the
• 10:33
  inventory?
• 10:35
  Every
• 10:35
  day.
• 10:36
  I
• 10:37
  look
• 10:37
  at
• 10:37
  my
• 10:37
  inventory
• 10:37
  every
• 10:38
  day
• 10:38
  and
• 10:38
  I,
• 10:39
  you
• 10:39
  know,
• 10:39
  it's
• 10:40
  mostly
• 10:40
  because
• 10:40
  when
• 10:40
  you're.
• 10:41
  I
• 10:41
  don't
• 10:41
  know
• 10:41
  if
• 10:41
  your
• 10:41
  listeners
• 10:42
  are
• 10:42
  mostly
• 10:42
  online
• 10:43
  or
• 10:43
  brick
• 10:43
  and
• 10:43
  mortars,
• 10:44
  is
• 10:44
  it
• 10:44
  kind
• 10:44
  of
• 10:45
  half
• 10:45
  and
• 10:45
  half.
• 10:45
  Right.
• 10:47
  So
• 10:47
  when
• 10:47
  you're
• 10:48
  online
• 10:48
  and
• 10:49
  these
• 10:49
  days
• 10:49
  especially,
• 10:50
  you
• 10:50
  have
• 10:50
  to
• 10:50
  have
• 10:51
  live
• 10:51
  inventory,
• 10:52
  you
• 10:52
  know,
• 10:53
  so
• 10:53
  what
• 10:53
  you
• 10:54
  have
• 10:54
  needs
• 10:54
  to
• 10:54
  be
• 10:55
  what's
• 10:55
  online.
• 10:56
  So,
• 10:56
  you
• 10:57
  know,
• 10:57
  back
• 10:57
  in
• 10:57
  the
• 10:57
  old
• 10:57
  days,
• 10:58
  in
• 10:58
  the
• 10:58
  brick
• 10:58
  and
• 10:59
  mortar
• 11:00
  days,
• 11:00
  you
• 11:00
  would
• 11:01
  do
• 11:01
  inventory
• 11:01
  maybe
• 11:02
  once,
• 11:02
  twice
• 11:02
  a
• 11:02
  year
• 11:03
  and
• 11:03
  be
• 11:04
  like,
• 11:04
  oh,
• 11:04
  okay,
• 11:05
  you
• 11:05
  know,
• 11:05
  that's
• 11:05
  what
• 11:06
  we
• 11:06
  have.
• 11:06
  But
• 11:07
  today,
• 11:07
  if
• 11:07
  somebody
• 11:08
  orders
• 11:08
  something
• 11:09
  in
• 11:09
  a
• 11:09
  1x,
• 11:10
  a
• 11:10
  yellow
• 11:10
  top
• 11:11
  in
• 11:11
  a
• 11:11
  1x
• 11:11
  and
• 11:11
  I
• 11:12
  don't
• 11:12
  have
• 11:12
  it,
• 11:13
  then
• 11:13
  that's
• 11:13
  a
• 11:13
  customer
• 11:13
  service
• 11:14
  issue.
• 11:14
  So
• 11:15
  our
• 11:15
  inventory
• 11:15
  needs
• 11:15
  to
• 11:16
  be
• 11:16
  very
• 11:16
  accurate
• 11:17
  all
• 11:17
  the
• 11:17
  time.
• 11:18
  Yeah.
• 11:18
  Especially
• 11:18
  with
• 11:19
  online.
• 11:19
  That
• 11:20
  changed
• 11:20
  20
• 11:20
  years
• 11:20
  ago.
• 11:21
  Right?
• 11:21
  I
• 11:21
  mean,
• 11:21
  for
• 11:21
  all
• 11:22
  of
• 11:22
  us.
• 11:22
  Yes,
• 11:23
  exactly.
• 11:24
  Yeah.
• 11:25
  I
• 11:25
  mean,
• 11:25
  and
• 11:26
  when
• 11:26
  it
• 11:26
  first
• 11:26
  started,
• 11:27
  though,
• 11:27
  people
• 11:27
  were
• 11:28
  still
• 11:28
  not
• 11:29
  necessarily
• 11:30
  linking
• 11:30
  their
• 11:30
  inventory
• 11:31
  to
• 11:31
  their
• 11:31
  online,
• 11:32
  and
• 11:32
  they
• 11:32
  would
• 11:32
  just
• 11:33
  let
• 11:33
  it
• 11:33
  sell
• 11:33
  and
• 11:33
  then
• 11:34
  get
• 11:34
  a
• 11:34
  hold
• 11:34
  of
• 11:34
  the
• 11:34
  customer
• 11:35
  or
• 11:35
  whatever.
• 11:35
  It
• 11:35
  just
• 11:36
  doesn't
• 11:36
  make
• 11:36
  sense
• 11:36
  to
• 11:36
  do
• 11:37
  that
• 11:37
  now.
• 11:37
  Amazon
• 11:38
  changed
• 11:38
  that.
• 11:39
  Yeah,
• 11:40
  good
• 11:41
  old
• 11:41
  Amazon.
• 11:42
  Amazon
• 11:42
  changed
• 11:42
  everything.
• 11:43
  Yeah.
• 11:44
  Expectation
• 11:45
  was
• 11:45
  the
• 11:45
  big
• 11:46
  thing,
• 11:46
  you
• 11:46
  know.
• 11:46
  Right.
• 11:47
  It's
• 11:47
  hurt
• 11:47
  a
• 11:48
  lot
• 11:48
  of
• 11:48
  small
• 11:48
  stores.
• 11:49
  It
• 11:49
  really
• 11:49
  has.
• 11:50
  No
• 11:50
  question.
• 11:51
  It's
• 11:51
  unfortunate,
• 11:52
  especially.
• 11:52
  They
• 11:53
  can,
• 11:53
  they
• 11:53
  can
• 11:53
  order
• 11:53
  it
• 11:54
  today
• 11:54
  and
• 11:54
  get
• 11:54
  it
• 11:54
  tomorrow.
• 11:55
  And
• 11:56
  it's
• 11:56
  really,
• 11:56
  it's.
• 11:57
  I
• 11:57
  think,
• 11:57
  you
• 11:57
  know,
• 11:58
  there's.
• 11:58
  There's
• 11:58
  a
• 11:58
  little
• 11:58
  bit
• 11:59
  of
• 11:59
  a
• 11:59
  pendulum
• 12:00
  swing
• 12:00
  coming
• 12:00
  back
• 12:01
  to
• 12:01
  people
• 12:01
  wanting
• 12:02
  to
• 12:02
  shop
• 12:02
  in
• 12:02
  the
• 12:02
  smaller
• 12:03
  stores,
• 12:03
  though.
• 12:03
  I'm.
• 12:04
  I'm
• 12:04
  feeling
• 12:04
  that
• 12:05
  myself.
• 12:05
  I
• 12:06
  did
• 12:06
  a
• 12:06
  survey
• 12:06
  with
• 12:07
  our
• 12:07
  horse
• 12:07
  listeners,
• 12:08
  our
• 12:08
  super
• 12:08
  fans,
• 12:09
  and
• 12:09
  we
• 12:09
  asked
• 12:09
  them
• 12:10
  how
• 12:10
  they
• 12:10
  felt
• 12:10
  about
• 12:10
  Amazon,
• 12:11
  and
• 12:11
  It
• 12:12
  was
• 12:12
  about
• 12:12
  50,
• 12:12
  50.
• 12:14
  I
• 12:14
  was
• 12:14
  surprised
• 12:15
  at
• 12:15
  how
• 12:15
  many
• 12:15
  said,
• 12:16
  I'll
• 12:16
  never
• 12:16
  shop
• 12:16
  there
• 12:16
  again.
• 12:17
  It
• 12:17
  was
• 12:17
  about
• 12:17
  50%
• 12:18
  and
• 12:18
  then
• 12:19
  50%.
• 12:19
  Looking
• 12:19
  forward
• 12:20
  to
• 12:20
  prime
• 12:20
  day.
• 12:20
  Right.
• 12:21
  So
• 12:21
  it
• 12:22
  was
• 12:22
  about
• 12:22
  50.
• 12:24
  I
• 12:24
  don't
• 12:24
  think
• 12:24
  it's
• 12:25
  ever
• 12:25
  been
• 12:25
  50.
• 12:25
  50
• 12:26
  before.
• 12:26
  I
• 12:26
  think
• 12:26
  so.
• 12:27
  You're
• 12:27
  right,
• 12:27
  is
• 12:27
  what
• 12:27
  I'm
• 12:28
  saying.
• 12:28
  I
• 12:28
  think
• 12:28
  that
• 12:28
  is
• 12:28
  there
• 12:29
  is
• 12:29
  a
• 12:29
  change
• 12:29
  going
• 12:30
  on
• 12:30
  there
• 12:31
  with
• 12:31
  a
• 12:32
  certain
• 12:32
  percentage
• 12:32
  of
• 12:33
  the
• 12:33
  population,
• 12:34
  because
• 12:34
  we
• 12:34
  don't.
• 12:35
  Want
• 12:35
  to
• 12:35
  see
• 12:35
  these
• 12:35
  brick
• 12:36
  and
• 12:36
  mortar
• 12:36
  stores
• 12:36
  go
• 12:36
  out
• 12:37
  of
• 12:37
  business
• 12:38
  and
• 12:38
  it's
• 12:39
  becoming
• 12:39
  more
• 12:39
  and
• 12:39
  more
• 12:40
  obvious
• 12:41
  that
• 12:41
  that's
• 12:41
  what's
• 12:41
  going
• 12:42
  to
• 12:42
  happen.
• 12:42
  And
• 12:43
  you're
• 12:43
  not
• 12:43
  going
• 12:43
  to
• 12:43
  be
• 12:43
  able
• 12:43
  to
• 12:44
  go
• 12:44
  into
• 12:44
  that
• 12:45
  store
• 12:45
  and
• 12:45
  say
• 12:45
  hi
• 12:45
  to
• 12:45
  the
• 12:46
  owner
• 12:46
  and
• 12:46
  do
• 12:46
  all
• 12:46
  that.
• 12:47
  So
• 12:47
  it's
• 12:48
  important.
• 12:49
  And
• 12:50
  the
• 12:50
  other
• 12:50
  problem
• 12:50
  we
• 12:50
  have,
• 12:50
  of
• 12:51
  course
• 12:51
  in
• 12:51
  our
• 12:51
  world
• 12:51
  is
• 12:52
  there's
• 12:52
  less
• 12:52
  and
• 12:52
  less
• 12:52
  brick
• 12:53
  and
• 12:53
  mortar
• 12:53
  stores.
• 12:53
  Right.
• 12:54
  So
• 12:54
  some
• 12:54
  of
• 12:54
  our
• 12:54
  listeners,
• 12:55
  when
• 12:55
  we've
• 12:55
  done
• 12:55
  sur
• 12:56
  in
• 12:56
  the
• 12:56
  past
• 12:56
  are
• 12:56
  six,
• 12:56
  eight
• 12:57
  hours
• 12:57
  from
• 12:57
  a
• 12:58
  physical
• 12:58
  store
• 12:59
  that
• 12:59
  carries
• 12:59
  anything
• 13:00
  horsey.
• 13:00
  Right.
• 13:01
  So
• 13:01
  they're
• 13:01
  ordering
• 13:01
  everything,
• 13:02
  same
• 13:02
  thing
• 13:02
  in
• 13:02
  plus
• 13:02
  size
• 13:03
  clothing.
• 13:03
  Yes,
• 13:04
  true.
• 13:05
  Yeah,
• 13:06
  right,
• 13:06
  true.
• 13:06
  There
• 13:06
  used
• 13:07
  to
• 13:07
  be
• 13:07
  stores
• 13:07
  around
• 13:08
  all
• 13:08
  over
• 13:08
  the
• 13:08
  place
• 13:08
  that
• 13:09
  had
• 13:09
  it.
• 13:09
  Yeah.
• 13:10
  Not
• 13:10
  anymore.
• 13:12
  So
• 13:12
  what
• 13:12
  would
• 13:12
  you
• 13:12
  say
• 13:12
  the
• 13:12
  biggest
• 13:13
  mistake
• 13:13
  people
• 13:13
  make
• 13:14
  in
• 13:14
  inventory
• 13:14
  management
• 13:16
  stores.
• 13:17
  Specifically,
• 13:18
  you
• 13:18
  know,
• 13:18
  retails,
• 13:19
  as,
• 13:20
  as
• 13:20
  retailers,
• 13:21
  we
• 13:22
  get
• 13:22
  tired
• 13:22
  of
• 13:22
  our
• 13:22
  merchandise
• 13:23
  before
• 13:24
  our
• 13:24
  customers
• 13:25
  do.
• 13:26
  Oh,
• 13:26
  interesting.
• 13:26
  And
• 13:27
  especially
• 13:27
  if
• 13:28
  you
• 13:28
  have
• 13:28
  new
• 13:29
  customers
• 13:29
  coming
• 13:29
  into
• 13:30
  your
• 13:30
  store
• 13:30
  all
• 13:30
  the
• 13:31
  time,
• 13:32
  what
• 13:32
  you
• 13:32
  bought
• 13:32
  six
• 13:33
  months
• 13:33
  ago
• 13:33
  is
• 13:33
  still,
• 13:34
  is
• 13:34
  new
• 13:34
  to
• 13:34
  them.
• 13:35
  But
• 13:36
  we
• 13:36
  go
• 13:36
  to
• 13:37
  market
• 13:37
  and
• 13:38
  we
• 13:38
  think,
• 13:38
  oh,
• 13:38
  I'm
• 13:39
  so
• 13:39
  tired
• 13:39
  of
• 13:39
  that.
• 13:39
  Oh,
• 13:40
  let's,
• 13:40
  let's
• 13:40
  buy
• 13:40
  that.
• 13:41
  We
• 13:41
  need,
• 13:41
  we
• 13:42
  need
• 13:42
  newness,
• 13:42
  we
• 13:42
  need
• 13:43
  more
• 13:43
  and
• 13:43
  more
• 13:43
  and
• 13:43
  more
• 13:43
  and
• 13:44
  more
• 13:44
  and
• 13:44
  more.
• 13:45
  But
• 13:45
  you
• 13:45
  really
• 13:46
  have
• 13:46
  to
• 13:47
  take
• 13:47
  a
• 13:47
  look
• 13:47
  at
• 13:47
  your
• 13:48
  open
• 13:48
  to
• 13:48
  buy,
• 13:48
  which
• 13:49
  we
• 13:49
  haven't
• 13:49
  really
• 13:49
  talked
• 13:50
  about,
• 13:50
  but
• 13:51
  the
• 13:51
  dollars
• 13:51
  that
• 13:52
  you
• 13:52
  have
• 13:52
  open
• 13:52
  to
• 13:53
  actually
• 13:53
  go
• 13:53
  buying.
• 13:54
  When
• 13:55
  you
• 13:55
  go
• 13:55
  to
• 13:55
  the
• 13:55
  market,
• 13:56
  we
• 13:56
  get
• 13:57
  excited.
• 13:57
  You
• 13:58
  know,
• 13:58
  we,
• 13:58
  we
• 13:58
  love
• 13:59
  the
• 13:59
  business.
• 14:00
  You
• 14:00
  know,
• 14:00
  it's
• 14:00
  like
• 14:01
  Christmas
• 14:01
  when
• 14:01
  the
• 14:02
  box.
• 14:03
  Right.
• 14:04
  You
• 14:04
  get
• 14:04
  to
• 14:04
  open
• 14:05
  what
• 14:05
  you
• 14:05
  order.
• 14:05
  Like
• 14:06
  going
• 14:06
  to
• 14:06
  an
• 14:06
  auction.
• 14:06
  Guilty.
• 14:07
  It's
• 14:07
  awesome.
• 14:08
  Exactly.
• 14:09
  And
• 14:09
  so
• 14:10
  we
• 14:10
  have
• 14:10
  to
• 14:10
  tamp
• 14:10
  down
• 14:11
  that
• 14:11
  excitement
• 14:12
  and
• 14:12
  really
• 14:13
  look
• 14:13
  at
• 14:13
  the
• 14:13
  numbers
• 14:13
  and
• 14:14
  say,
• 14:14
  okay,
• 14:14
  you
• 14:15
  know
• 14:15
  what,
• 14:15
  this
• 14:15
  is
• 14:15
  what
• 14:16
  I
• 14:16
  have
• 14:16
  to
• 14:16
  spend.
• 14:16
  This
• 14:17
  is
• 14:17
  what
• 14:17
  I
• 14:17
  think
• 14:17
  I
• 14:17
  can
• 14:18
  sell.
• 14:18
  Even
• 14:19
  though
• 14:19
  I
• 14:19
  personally
• 14:20
  love
• 14:20
  that
• 14:21
  new
• 14:21
  dress,
• 14:22
  I
• 14:22
  don't
• 14:22
  think
• 14:23
  it's
• 14:23
  the
• 14:23
  right
• 14:23
  time
• 14:24
  to
• 14:24
  buy
• 14:24
  it.
• 14:25
  So
• 14:25
  it's
• 14:25
  just
• 14:25
  tamping
• 14:26
  down
• 14:26
  your
• 14:26
  emotions,
• 14:27
  I
• 14:27
  think
• 14:27
  for
• 14:27
  me.
• 14:28
  Do
• 14:28
  you
• 14:28
  go
• 14:28
  to
• 14:28
  markets?
• 14:29
  I
• 14:30
  do,
• 14:30
  I
• 14:30
  do.
• 14:31
  So
• 14:31
  when
• 14:31
  you
• 14:31
  go
• 14:31
  to
• 14:31
  a
• 14:32
  market,
• 14:32
  do
• 14:32
  you
• 14:32
  have
• 14:32
  in
• 14:32
  mind
• 14:33
  before
• 14:33
  you
• 14:33
  go,
• 14:34
  do
• 14:34
  you
• 14:34
  have
• 14:34
  a
• 14:34
  plan?
• 14:34
  Okay,
• 14:35
  I'm
• 14:35
  looking
• 14:35
  for,
• 14:36
  I'm
• 14:36
  looking
• 14:36
  for
• 14:36
  shirts,
• 14:37
  you
• 14:37
  know,
• 14:37
  this
• 14:37
  percentage
• 14:38
  of
• 14:38
  shirts,
• 14:38
  this
• 14:39
  percentage
• 14:39
  of
• 14:39
  pants.
• 14:39
  Do
• 14:39
  you
• 14:40
  break
• 14:40
  it
• 14:40
  down
• 14:40
  that
• 14:40
  way
• 14:40
  or.
• 14:42
  I
• 14:42
  mean,
• 14:42
  I
• 14:42
  shop
• 14:43
  more
• 14:43
  in
• 14:43
  collections
• 14:44
  and
• 14:44
  vendors.
• 14:44
  And
• 14:45
  the
• 14:45
  issue
• 14:45
  too
• 14:45
  with
• 14:46
  plus
• 14:46
  size
• 14:46
  clothing
• 14:47
  is
• 14:47
  there's
• 14:47
  not
• 14:47
  that
• 14:47
  much
• 14:48
  availability.
• 14:49
  So
• 14:50
  I
• 14:50
  do
• 14:50
  have
• 14:50
  a
• 14:51
  problem
• 14:51
  with
• 14:51
  that
• 14:52
  and
• 14:52
  I
• 14:52
  do
• 14:53
  have
• 14:53
  a
• 14:53
  strong
• 14:53
  plan.
• 14:54
  When
• 14:54
  I
• 14:54
  go
• 14:54
  in,
• 14:55
  I
• 14:55
  have
• 14:55
  to
• 14:55
  say
• 14:55
  I'm
• 14:56
  guilty
• 14:56
  as
• 14:56
  charged
• 14:57
  though.
• 14:57
  When
• 14:57
  I
• 14:58
  start
• 14:58
  talking
• 14:58
  to
• 14:58
  A
• 14:59
  salesperson
• 14:59
  about
• 15:00
  their
• 15:00
  fantastic
• 15:01
  line.
• 15:02
  And
• 15:02
  what
• 15:02
  I've
• 15:03
  actually
• 15:03
  learned
• 15:04
  to
• 15:04
  do
• 15:05
  is
• 15:05
  not
• 15:05
  write
• 15:06
  the
• 15:06
  order
• 15:06
  at
• 15:06
  the
• 15:06
  show.
• 15:08
  I
• 15:08
  just
• 15:08
  won't
• 15:09
  do
• 15:09
  it.
• 15:09
  But
• 15:09
  they
• 15:09
  want
• 15:10
  you
• 15:10
  to
• 15:11
  show
• 15:11
  today.
• 15:11
  You'Re
• 15:12
  gonna
• 15:12
  get
• 15:12
  20%
• 15:13
  off
• 15:13
  of
• 15:13
  free
• 15:14
  shipping.
• 15:15
  Yeah,
• 15:15
  I.
• 15:16
  And
• 15:17
  you
• 15:17
  know
• 15:17
  what?
• 15:18
  Maybe
• 15:18
  that
• 15:19
  is
• 15:19
  an
• 15:19
  enticement
• 15:20
  to
• 15:20
  me,
• 15:21
  but
• 15:21
  I.
• 15:21
  I've
• 15:21
  made
• 15:22
  the
• 15:22
  worst
• 15:22
  mistakes.
• 15:23
  When
• 15:23
  I
• 15:23
  leave
• 15:23
  the
• 15:24
  paper
• 15:24
  at
• 15:24
  the
• 15:24
  show,
• 15:25
  I
• 15:25
  would
• 15:25
  much
• 15:26
  rather.
• 15:26
  I'll
• 15:27
  tell
• 15:27
  them,
• 15:27
  you
• 15:27
  know
• 15:27
  what,
• 15:27
  Let
• 15:27
  me
• 15:28
  go
• 15:28
  back
• 15:28
  to
• 15:28
  my
• 15:28
  hotel
• 15:28
  room.
• 15:29
  Let
• 15:29
  me
• 15:29
  just
• 15:30
  work
• 15:30
  out
• 15:30
  my
• 15:30
  numbers.
• 15:31
  Because
• 15:31
  you
• 15:32
  know
• 15:32
  what?
• 15:32
  They
• 15:32
  also
• 15:32
  don't
• 15:33
  want
• 15:33
  to
• 15:33
  put
• 15:33
  in
• 15:33
  all
• 15:33
  the
• 15:34
  prices
• 15:34
  and
• 15:34
  give
• 15:34
  you
• 15:35
  a
• 15:35
  total
• 15:35
  at
• 15:35
  the
• 15:35
  bottom
• 15:36
  when
• 15:36
  you're
• 15:36
  at
• 15:37
  the
• 15:37
  show,
• 15:37
  they
• 15:37
  just
• 15:38
  want
• 15:38
  to
• 15:38
  put
• 15:38
  in
• 15:38
  the
• 15:38
  items
• 15:39
  on
• 15:39
  the
• 15:39
  yellow
• 15:39
  page.
• 15:40
  Right.
• 15:40
  And
• 15:40
  you're
• 15:41
  supposed
• 15:41
  to
• 15:41
  be
• 15:41
  like,
• 15:41
  okay,
• 15:42
  sure.
• 15:43
  So
• 15:43
  I
• 15:43
  tell
• 15:44
  them,
• 15:44
  you
• 15:44
  know
• 15:44
  what?
• 15:44
  I
• 15:44
  want
• 15:45
  to
• 15:45
  go,
• 15:45
  and
• 15:45
  I
• 15:45
  just
• 15:45
  want
• 15:46
  to.
• 15:46
  I
• 15:46
  want
• 15:46
  to
• 15:46
  add
• 15:47
  everything
• 15:47
  up
• 15:47
  and
• 15:47
  see
• 15:47
  exactly
• 15:48
  what
• 15:48
  I've
• 15:48
  spent
• 15:49
  today.
• 15:49
  And
• 15:49
  I
• 15:50
  will
• 15:50
  get
• 15:50
  you
• 15:50
  the
• 15:50
  order
• 15:50
  by
• 15:51
  the
• 15:51
  end
• 15:51
  of
• 15:51
  the
• 15:51
  night.
• 15:51
  Hopefully
• 15:52
  you'll
• 15:52
  still
• 15:52
  honor
• 15:53
  the
• 15:53
  20
• 15:53
  off.
• 15:55
  Do
• 15:55
  you.
• 15:56
  We
• 15:57
  were
• 15:57
  talking
• 15:57
  about
• 15:57
  lead
• 15:58
  times
• 15:58
  earlier.
• 15:59
  You
• 15:59
  know,
• 15:59
  do
• 16:00
  you.
• 16:01
  Have
• 16:01
  you
• 16:02
  changed
• 16:02
  your
• 16:02
  lead
• 16:02
  times
• 16:03
  now
• 16:03
  that
• 16:03
  things,
• 16:03
  you
• 16:04
  know,
• 16:04
  shipping's
• 16:05
  weird.
• 16:05
  Have
• 16:05
  you
• 16:05
  changed
• 16:06
  your
• 16:06
  lead
• 16:06
  times?
• 16:06
  Are
• 16:07
  you
• 16:07
  still
• 16:07
  working
• 16:07
  off
• 16:07
  the
• 16:07
  old
• 16:08
  lead
• 16:08
  times?
• 16:09
  Are
• 16:09
  you
• 16:09
  talking
• 16:10
  about
• 16:10
  imports?
• 16:11
  Yeah.
• 16:12
  Yeah.
• 16:12
  So
• 16:12
  I
• 16:13
  don't
• 16:13
  really
• 16:13
  import
• 16:13
  anything.
• 16:14
  Okay.
• 16:15
  Our.
• 16:15
  Our
• 16:15
  product
• 16:15
  is
• 16:16
  made
• 16:16
  here,
• 16:16
  but
• 16:16
  you
• 16:17
  have
• 16:17
  to.
• 16:18
  And
• 16:18
  one
• 16:18
  thing,
• 16:19
  you
• 16:19
  know,
• 16:19
  I'm
• 16:19
  going
• 16:19
  to
• 16:19
  bring
• 16:19
  up.
• 16:20
  I
• 16:20
  deal
• 16:21
  with
• 16:21
  a
• 16:21
  lot
• 16:21
  of
• 16:21
  store
• 16:22
  owners
• 16:22
  because
• 16:22
  I
• 16:22
  work
• 16:23
  for
• 16:23
  score.
• 16:23
  I'm
• 16:23
  a
• 16:24
  business
• 16:24
  mentor,
• 16:25
  volunteer.
• 16:26
  And
• 16:26
  one
• 16:26
  thing
• 16:26
  I've
• 16:27
  been
• 16:27
  warning
• 16:27
  them
• 16:28
  about
• 16:28
  is
• 16:28
  that
• 16:29
  some
• 16:29
  of
• 16:29
  these
• 16:29
  vendors
• 16:29
  in
• 16:30
  China
• 16:30
  are
• 16:30
  not
• 16:31
  adding
• 16:31
  the
• 16:31
  tariffs
• 16:32
  to
• 16:32
  your
• 16:32
  pricing.
• 16:34
  They're
• 16:34
  letting.
• 16:34
  When
• 16:34
  you
• 16:35
  get
• 16:35
  your
• 16:35
  shipment.
• 16:36
  Yeah.
• 16:36
  They're
• 16:37
  letting
• 16:37
  you
• 16:37
  just
• 16:37
  get
• 16:37
  it.
• 16:38
  Surprise.
• 16:39
  Yeah.
• 16:39
  So.
• 16:39
  So
• 16:40
  people
• 16:40
  need
• 16:40
  to
• 16:40
  really
• 16:41
  be
• 16:41
  aware
• 16:41
  of
• 16:42
  that.
• 16:42
  That
• 16:42
  practice
• 16:43
  of
• 16:43
  them
• 16:43
  getting
• 16:44
  in
• 16:44
  orders.
• 16:44
  That
• 16:45
  are
• 16:45
  fifteen
• 16:45
  hundred
• 16:46
  dollars
• 16:46
  and
• 16:46
  shipping's
• 16:47
  fifteen
• 16:47
  hundred
• 16:47
  dollars,
• 16:47
  you
• 16:48
  know,
• 16:48
  with
• 16:48
  the.
• 16:49
  Right.
• 16:49
  Exactly,
• 16:50
  exactly.
• 16:51
  So
• 16:51
  you
• 16:51
  have
• 16:51
  to
• 16:51
  be
• 16:51
  so
• 16:51
  careful
• 16:52
  of
• 16:52
  that.
• 16:53
  Yeah.
• 16:53
  And
• 16:53
  it's
• 16:53
  hard
• 16:54
  because
• 16:54
  some
• 16:54
  of
• 16:55
  this
• 16:55
  stuff
• 16:55
  we
• 16:55
  can't
• 16:55
  get
• 16:55
  here.
• 16:56
  You
• 16:56
  know,
• 16:56
  it's.
• 16:56
  It's
• 16:57
  hard
• 16:57
  because
• 16:58
  you're
• 16:58
  just
• 16:58
  going
• 16:58
  to
• 16:58
  get
• 16:59
  it
• 16:59
  overseas
• 17:00
  regardless.
• 17:01
  And,
• 17:01
  you
• 17:01
  know,
• 17:02
  and.
• 17:02
  And,
• 17:02
  you
• 17:03
  know,
• 17:03
  it's
• 17:03
  so
• 17:03
  hard
• 17:03
  to
• 17:04
  keep
• 17:04
  up.
• 17:04
  Now,
• 17:04
  we
• 17:04
  had
• 17:04
  a
• 17:05
  talk
• 17:05
  on
• 17:05
  tariffs
• 17:06
  a
• 17:06
  couple
• 17:06
  of
• 17:06
  weeks
• 17:06
  ago
• 17:06
  in
• 17:07
  the
• 17:07
  show.
• 17:07
  It's
• 17:08
  just
• 17:08
  hard
• 17:08
  to
• 17:08
  keep
• 17:08
  up.
• 17:09
  Up,
• 17:09
  you
• 17:09
  know.
• 17:09
  What's.
• 17:10
  What's.
• 17:10
  What?
• 17:10
  Well,
• 17:11
  yeah,
• 17:11
  no,
• 17:11
  it
• 17:12
  is
• 17:12
  hard
• 17:12
  to
• 17:12
  keep
• 17:12
  up
• 17:12
  because,
• 17:13
  you
• 17:13
  know,
• 17:14
  the
• 17:14
  minds
• 17:14
  are
• 17:14
  getting
• 17:15
  changed
• 17:15
  every
• 17:15
  day.
• 17:16
  So
• 17:17
  who
• 17:17
  knows
• 17:17
  what's
• 17:17
  actually
• 17:18
  going
• 17:18
  to
• 17:18
  happen?
• 17:19
  And
• 17:19
  exactly
• 17:20
  when
• 17:20
  you
• 17:20
  order
• 17:20
  the
• 17:20
  thing,
• 17:21
  the
• 17:21
  tariff
• 17:22
  might
• 17:22
  be
• 17:22
  different
• 17:22
  when
• 17:23
  it
• 17:23
  actually
• 17:23
  arrives.
• 17:24
  So,
• 17:25
  you
• 17:25
  know,
• 17:25
  that
• 17:25
  is
• 17:25
  scary.
• 17:26
  I
• 17:26
  would
• 17:26
  love
• 17:27
  to
• 17:27
  see
• 17:27
  the
• 17:27
  manufacturing
• 17:28
  come
• 17:28
  back
• 17:29
  to
• 17:29
  the
• 17:29
  United
• 17:29
  States
• 17:30
  a
• 17:30
  little
• 17:30
  bit
• 17:30
  more,
• 17:31
  though.
• 17:31
  I,
• 17:31
  I
• 17:32
  think
• 17:32
  there's
• 17:32
  a
• 17:32
  possibility
• 17:33
  that
• 17:33
  could
• 17:33
  happen.
• 17:35
  So
• 17:36
  is
• 17:37
  there
• 17:37
  a
• 17:37
  point
• 17:38
  with,
• 17:39
  with
• 17:39
  your
• 17:39
  inventories,
• 17:40
  okay,
• 17:41
  so
• 17:41
  on
• 17:41
  products
• 17:41
  that
• 17:42
  are
• 17:42
  not
• 17:42
  the,
• 17:42
  the
• 17:43
  baseline
• 17:43
  products
• 17:43
  that
• 17:43
  you're
• 17:44
  going
• 17:44
  to
• 17:44
  keep,
• 17:45
  is
• 17:45
  there
• 17:45
  a
• 17:45
  point
• 17:46
  with,
• 17:46
  with
• 17:46
  the,
• 17:46
  with
• 17:47
  the
• 17:47
  seasonal
• 17:47
  product
• 17:48
  or
• 17:48
  with
• 17:48
  the
• 17:48
  product
• 17:48
  you
• 17:48
  know
• 17:49
  is
• 17:49
  coming
• 17:49
  and
• 17:49
  going,
• 17:51
  when
• 17:51
  you
• 17:51
  get
• 17:51
  to
• 17:51
  a
• 17:52
  certain
• 17:52
  level
• 17:52
  of
• 17:52
  inventory,
• 17:53
  50%
• 17:53
  of
• 17:54
  that
• 17:54
  product,
• 17:54
  20%
• 17:55
  of
• 17:55
  that
• 17:55
  product
• 17:55
  that
• 17:56
  you're
• 17:56
  going
• 17:56
  to,
• 17:56
  you're
• 17:57
  going
• 17:57
  to
• 17:57
  get
• 17:57
  rid
• 17:57
  of
• 17:57
  it
• 17:58
  at
• 17:58
  that
• 17:58
  point.
• 17:59
  Do
• 17:59
  you
• 17:59
  have
• 17:59
  a
• 17:59
  level
• 18:00
  in
• 18:00
  mind
• 18:01
  for
• 18:01
  those
• 18:01
  products?
• 18:03
  You
• 18:03
  know,
• 18:03
  it,
• 18:04
  it
• 18:04
  really
• 18:04
  depends
• 18:05
  if
• 18:05
  it's,
• 18:05
  if
• 18:05
  it's
• 18:05
  a
• 18:06
  group
• 18:06
  that
• 18:06
  hasn't.
• 18:07
  I
• 18:07
  sell
• 18:07
  in
• 18:08
  a
• 18:08
  lot
• 18:08
  of
• 18:08
  collections
• 18:09
  of
• 18:09
  colors,
• 18:10
  right?
• 18:10
  So
• 18:10
  I'll
• 18:11
  bring
• 18:11
  in
• 18:11
  one
• 18:11
  color,
• 18:12
  a
• 18:12
  bunch
• 18:13
  of
• 18:13
  different
• 18:14
  skus.
• 18:16
  If
• 18:16
  the,
• 18:16
  if
• 18:16
  the
• 18:17
  color
• 18:18
  has
• 18:18
  sold
• 18:18
  well
• 18:19
  and
• 18:19
  I'm
• 18:20
  broken,
• 18:21
  we
• 18:21
  keep
• 18:22
  on
• 18:22
  breaking
• 18:22
  up.
• 18:23
  And,
• 18:23
  and
• 18:24
  if
• 18:24
  it
• 18:25
  sold
• 18:25
  well
• 18:25
  and
• 18:25
  the
• 18:26
  sizes
• 18:26
  are
• 18:26
  broken
• 18:27
  and
• 18:27
  I
• 18:28
  know
• 18:28
  that
• 18:28
  I
• 18:28
  cannot
• 18:29
  get
• 18:29
  any
• 18:29
  more.
• 18:30
  That's
• 18:30
  really
• 18:30
  when
• 18:30
  I
• 18:30
  decide
• 18:31
  to
• 18:31
  mark
• 18:31
  it
• 18:31
  down
• 18:32
  because
• 18:33
  people
• 18:33
  like
• 18:33
  to,
• 18:34
  to
• 18:34
  buy
• 18:34
  sets
• 18:35
  in
• 18:35
  my
• 18:35
  business.
• 18:36
  So
• 18:36
  if
• 18:37
  they
• 18:37
  can
• 18:37
  get
• 18:37
  the
• 18:38
  jacket,
• 18:38
  but
• 18:38
  they
• 18:38
  can't
• 18:38
  get
• 18:39
  the
• 18:39
  pants
• 18:39
  anymore,
• 18:40
  then
• 18:40
  that's
• 18:41
  the
• 18:41
  reason
• 18:41
  that
• 18:41
  I
• 18:42
  mark
• 18:42
  it
• 18:42
  down.
• 18:42
  If
• 18:43
  it's
• 18:43
  not
• 18:43
  a
• 18:43
  color
• 18:43
  that
• 18:44
  sold
• 18:44
  well,
• 18:45
  I
• 18:45
  do
• 18:45
  all
• 18:45
  those
• 18:45
  other
• 18:46
  things
• 18:46
  I
• 18:46
  was
• 18:46
  talking
• 18:46
  about,
• 18:47
  like
• 18:47
  maybe
• 18:47
  offer
• 18:48
  a
• 18:48
  flash
• 18:48
  sale
• 18:49
  or
• 18:49
  a
• 18:49
  bundle
• 18:50
  or
• 18:50
  go
• 18:50
  through
• 18:50
  that
• 18:51
  before
• 18:51
  I
• 18:51
  actually
• 18:51
  go
• 18:52
  ahead
• 18:52
  and
• 18:52
  mark
• 18:52
  it
• 18:53
  down.
• 18:53
  I
• 18:53
  try
• 18:53
  to
• 18:53
  wait
• 18:54
  that
• 18:54
  three
• 18:54
  months
• 18:54
  at
• 18:54
  least.
• 18:55
  So
• 18:55
  re.
• 18:56
  You
• 18:56
  know,
• 18:56
  retailers
• 18:57
  grow,
• 18:57
  right?
• 18:57
  We
• 18:58
  hope,
• 18:58
  we
• 18:59
  hope
• 18:59
  we're
• 18:59
  growing
• 19:00
  and
• 19:00
  you've
• 19:01
  grow
• 19:01
  as
• 19:02
  time
• 19:02
  went
• 19:02
  on.
• 19:03
  It's.
• 19:03
  You
• 19:04
  always
• 19:04
  seem
• 19:04
  to
• 19:05
  need
• 19:05
  to
• 19:05
  add
• 19:06
  to
• 19:06
  your
• 19:07
  collection,
• 19:07
  to
• 19:07
  your,
• 19:08
  to
• 19:08
  your
• 19:08
  inventory
• 19:09
  before
• 19:09
  you
• 19:10
  can
• 19:10
  afford
• 19:10
  to
• 19:10
  add
• 19:10
  to
• 19:11
  your
• 19:11
  inventory.
• 19:11
  You
• 19:11
  always
• 19:11
  need
• 19:12
  a
• 19:12
  new
• 19:12
  employee
• 19:12
  before
• 19:12
  you
• 19:13
  can
• 19:13
  afford
• 19:13
  the
• 19:13
  new
• 19:13
  employee.
• 19:14
  It
• 19:14
  always
• 19:14
  works
• 19:15
  that
• 19:15
  way.
• 19:15
  That's
• 19:15
  right.
• 19:16
  How
• 19:16
  do
• 19:16
  you
• 19:16
  make
• 19:16
  that
• 19:16
  tough
• 19:17
  decision
• 19:17
  that,
• 19:17
  okay,
• 19:18
  I'm
• 19:18
  doing
• 19:19
  pretty
• 19:19
  well
• 19:19
  with
• 19:19
  what
• 19:20
  I'm,
• 19:20
  what
• 19:20
  I,
• 19:20
  what
• 19:20
  I
• 19:21
  have
• 19:21
  in
• 19:21
  inventory
• 19:21
  now.
• 19:22
  I
• 19:22
  need
• 19:22
  to
• 19:22
  expand
• 19:23
  the
• 19:23
  line.
• 19:24
  How
• 19:24
  do
• 19:24
  you
• 19:24
  make
• 19:25
  that
• 19:25
  decision?
• 19:25
  That's
• 19:26
  a
• 19:26
  tough
• 19:26
  decision
• 19:26
  to
• 19:26
  make
• 19:27
  because
• 19:27
  you're
• 19:27
  putting
• 19:27
  money
• 19:28
  out
• 19:28
  there.
• 19:29
  You
• 19:29
  know,
• 19:29
  that's,
• 19:30
  that's
• 19:30
  surplus,
• 19:31
  right?
• 19:31
  That's
• 19:31
  above
• 19:31
  what
• 19:32
  you
• 19:32
  know.
• 19:32
  It's
• 19:32
  a
• 19:32
  risk.
• 19:33
  Yeah,
• 19:34
  that's
• 19:34
  right.
• 19:35
  That's
• 19:35
  right.
• 19:36
  And,
• 19:36
  and
• 19:37
  you,
• 19:37
  you
• 19:37
  bring
• 19:38
  up
• 19:38
  a
• 19:38
  good
• 19:38
  point
• 19:38
  is
• 19:39
  people
• 19:39
  need
• 19:39
  to
• 19:40
  understand
• 19:40
  that
• 19:40
  when
• 19:40
  you're
• 19:41
  growing,
• 19:41
  anytime
• 19:42
  you
• 19:42
  grow
• 19:42
  your
• 19:42
  inventory
• 19:43
  beyond
• 19:43
  the
• 19:44
  normal
• 19:44
  levels,
• 19:45
  you're
• 19:46
  using
• 19:46
  your
• 19:46
  profit.
• 19:47
  Hopefully
• 19:47
  there's
• 19:48
  profit
• 19:48
  to
• 19:48
  do
• 19:49
  that
• 19:49
  with.
• 19:50
  So
• 19:50
  when
• 19:50
  you're
• 19:50
  feeling
• 19:51
  like
• 19:51
  you
• 19:51
  have
• 19:51
  a
• 19:51
  cash
• 19:52
  crunch,
• 19:52
  a
• 19:53
  cash
• 19:53
  flow
• 19:53
  problem,
• 19:55
  it's
• 19:55
  probably
• 19:55
  in
• 19:55
  your
• 19:55
  inventory.
• 19:57
  So
• 19:57
  you
• 19:57
  do
• 19:57
  have
• 19:57
  to
• 19:58
  use
• 19:58
  money
• 19:58
  from
• 19:58
  that
• 19:59
  bottom
• 19:59
  line
• 19:59
  to
• 20:00
  buy
• 20:00
  more
• 20:00
  inventory.
• 20:01
  And
• 20:01
  you're
• 20:01
  not
• 20:01
  going
• 20:01
  to
• 20:01
  get
• 20:01
  it
• 20:02
  back
• 20:02
  because
• 20:02
  you
• 20:02
  want
• 20:03
  to
• 20:03
  keep
• 20:03
  that
• 20:03
  inventory
• 20:04
  at
• 20:04
  that
• 20:05
  new,
• 20:05
  higher
• 20:05
  level
• 20:06
  to
• 20:06
  sustain
• 20:07
  the
• 20:07
  growth.
• 20:08
  So
• 20:08
  it
• 20:08
  is
• 20:09
  literally
• 20:09
  an
• 20:09
  investment
• 20:10
  in
• 20:10
  your
• 20:10
  business
• 20:11
  because
• 20:11
  even
• 20:11
  if
• 20:12
  you
• 20:12
  sell
• 20:12
  that
• 20:12
  new
• 20:12
  inventory,
• 20:13
  you
• 20:13
  still
• 20:13
  need
• 20:13
  to
• 20:13
  replace
• 20:14
  it.
• 20:15
  So,
• 20:15
  you
• 20:15
  know,
• 20:16
  what
• 20:16
  you
• 20:16
  really
• 20:16
  have
• 20:16
  to
• 20:16
  do
• 20:17
  is
• 20:17
  listen
• 20:17
  to
• 20:17
  your
• 20:17
  customers.
• 20:18
  What
• 20:19
  are
• 20:19
  they
• 20:19
  walking
• 20:19
  in
• 20:20
  or
• 20:20
  calling
• 20:20
  or
• 20:21
  emailing,
• 20:21
  asking
• 20:22
  for
• 20:22
  that
• 20:23
  you
• 20:23
  don't
• 20:23
  currently
• 20:23
  offer,
• 20:25
  and
• 20:26
  really
• 20:26
  think
• 20:26
  about
• 20:26
  that.
• 20:27
  If
• 20:27
  you
• 20:27
  want
• 20:27
  to
• 20:28
  expand
• 20:28
  your
• 20:29
  line,
• 20:30
  maybe
• 20:30
  you
• 20:31
  don't
• 20:31
  buy
• 20:31
  another
• 20:33
  style
• 20:33
  of
• 20:34
  or
• 20:34
  another
• 20:34
  print
• 20:35
  top,
• 20:35
  but
• 20:36
  maybe
• 20:36
  you
• 20:36
  think,
• 20:37
  what
• 20:37
  are
• 20:37
  the
• 20:37
  customers
• 20:38
  really
• 20:38
  asking
• 20:39
  for
• 20:39
  that
• 20:40
  I
• 20:40
  don't
• 20:40
  have?
• 20:41
  And
• 20:41
  try
• 20:41
  to
• 20:42
  fill
• 20:42
  those
• 20:42
  needs
• 20:43
  and
• 20:43
  that's
• 20:43
  a
• 20:43
  little
• 20:44
  less
• 20:44
  of
• 20:44
  a
• 20:44
  risk,
• 20:44
  in
• 20:45
  my
• 20:45
  opinion.
• 20:46
  And
• 20:46
  we
• 20:46
  have
• 20:46
  to
• 20:46
  be
• 20:47
  careful
• 20:47
  too,
• 20:47
  because
• 20:47
  when
• 20:48
  one
• 20:48
  person
• 20:48
  asks
• 20:49
  for
• 20:49
  it,
• 20:49
  you
• 20:49
  think
• 20:49
  that
• 20:50
  everybody
• 20:50
  wants
• 20:50
  it.
• 20:53
  I
• 20:53
  have
• 20:53
  a.
• 20:53
  I
• 20:54
  have
• 20:54
  a
• 20:54
  rule.
• 20:54
  We
• 20:54
  get
• 20:54
  a
• 20:54
  lot
• 20:55
  of
• 20:55
  fan.
• 20:55
  We've
• 20:55
  been
• 20:56
  doing
• 20:56
  these
• 20:56
  shows
• 20:56
  for
• 20:57
  a
• 20:57
  long
• 20:57
  time
• 20:57
  and
• 20:57
  we
• 20:58
  get
• 20:58
  emails,
• 20:58
  right.
• 20:59
  And
• 20:59
  somebody
• 20:59
  will
• 20:59
  complain
• 21:00
  about
• 21:00
  one
• 21:00
  thing
• 21:00
  or
• 21:01
  they'll
• 21:01
  want
• 21:01
  to
• 21:01
  see
• 21:01
  something
• 21:02
  else.
• 21:02
  I
• 21:03
  kind
• 21:03
  of
• 21:03
  discount
• 21:03
  that
• 21:04
  a
• 21:04
  bit.
• 21:04
  I
• 21:04
  listen
• 21:05
  to
• 21:05
  it,
• 21:05
  I
• 21:05
  look
• 21:05
  at
• 21:05
  it,
• 21:06
  but
• 21:06
  I.
• 21:06
  When
• 21:06
  I
• 21:07
  get
• 21:07
  four
• 21:07
  or
• 21:07
  five
• 21:07
  or
• 21:07
  ten
• 21:08
  emails
• 21:08
  about
• 21:08
  that
• 21:09
  same
• 21:09
  thing,
• 21:09
  then
• 21:10
  I
• 21:10
  start
• 21:10
  to
• 21:10
  pay
• 21:10
  attention.
• 21:11
  Same
• 21:12
  here.
• 21:12
  When
• 21:12
  you're
• 21:12
  buying
• 21:12
  inventory,
• 21:13
  one
• 21:13
  person
• 21:13
  asked
• 21:14
  for
• 21:14
  that
• 21:14
  specific
• 21:14
  thing.
• 21:15
  Doesn't
• 21:15
  mean
• 21:15
  everybody
• 21:15
  wants.
• 21:16
  Oh,
• 21:16
  that
• 21:16
  took
• 21:16
  me
• 21:16
  a
• 21:16
  long
• 21:17
  time
• 21:17
  to
• 21:17
  learn.
• 21:17
  It's
• 21:18
  hard.
• 21:21
  I've
• 21:21
  wasted
• 21:21
  a
• 21:22
  lot
• 21:22
  of
• 21:22
  money.
• 21:23
  I
• 21:23
  have
• 21:23
  wasted
• 21:24
  so
• 21:24
  much
• 21:24
  money
• 21:24
  going
• 21:25
  after
• 21:25
  this.
• 21:26
  Yes.
• 21:27
  Oh,
• 21:28
  my
• 21:28
  gosh.
• 21:28
  And
• 21:29
  I've
• 21:29
  got
• 21:29
  these
• 21:29
  sweet,
• 21:30
  sweet
• 21:30
  ladies
• 21:30
  that,
• 21:31
  oh,
• 21:31
  you
• 21:31
  know,
• 21:31
  I
• 21:32
  need
• 21:32
  this,
• 21:34
  but
• 21:34
  I
• 21:34
  need
• 21:34
  to
• 21:34
  order
• 21:34
  12
• 21:35
  of
• 21:35
  them
• 21:35
  to
• 21:35
  get
• 21:35
  you
• 21:36
  that
• 21:36
  one.
• 21:36
  Do
• 21:36
  you
• 21:37
  understand?
• 21:39
  No,
• 21:39
  they
• 21:39
  don't.
• 21:39
  And
• 21:40
  they
• 21:40
  don't
• 21:40
  care.
• 21:40
  So
• 21:41
  I've
• 21:41
  learned
• 21:41
  to
• 21:41
  say
• 21:42
  no.
• 21:42
  I've
• 21:42
  learned
• 21:43
  to
• 21:43
  say
• 21:43
  no.
• 21:44
  Yep.
• 21:44
  You
• 21:44
  have
• 21:44
  to
• 21:44
  say,
• 21:45
  if
• 21:45
  you
• 21:45
  hear.
• 21:45
  From
• 21:45
  four
• 21:45
  or
• 21:46
  five
• 21:46
  ladies,
• 21:47
  then,
• 21:47
  then
• 21:48
  you
• 21:48
  start
• 21:48
  to
• 21:48
  think
• 21:48
  about
• 21:48
  it.
• 21:49
  Okay,
• 21:49
  then
• 21:49
  the
• 21:49
  12's
• 21:50
  worth
• 21:50
  it,
• 21:50
  right?
• 21:51
  Exactly.
• 21:51
  But
• 21:52
  it's
• 21:52
  hard
• 21:52
  because
• 21:53
  people
• 21:53
  pleasers,
• 21:54
  you
• 21:54
  know,
• 21:55
  that's
• 21:55
  right.
• 21:55
  And
• 21:55
  pay
• 21:56
  attention
• 21:56
  to
• 21:56
  the
• 21:56
  trends.
• 21:57
  You
• 21:57
  know,
• 21:58
  the
• 21:58
  trends
• 21:58
  really
• 21:59
  tell
• 21:59
  you,
• 21:59
  you
• 22:00
  know,
• 22:00
  reading
• 22:00
  your,
• 22:01
  you
• 22:01
  know,
• 22:01
  staying
• 22:01
  up
• 22:01
  to
• 22:02
  date
• 22:02
  on
• 22:02
  your
• 22:02
  magazines
• 22:03
  and
• 22:04
  online
• 22:04
  magazines,
• 22:05
  obviously,
• 22:06
  and,
• 22:06
  and,
• 22:07
  you
• 22:07
  know,
• 22:08
  really
• 22:08
  Seeing
• 22:08
  what,
• 22:09
  what
• 22:09
  new
• 22:09
  thing
• 22:10
  is
• 22:10
  out
• 22:10
  there
• 22:10
  because
• 22:11
  people
• 22:11
  are
• 22:11
  looking
• 22:12
  for
• 22:12
  those
• 22:12
  new
• 22:12
  things
• 22:13
  as
• 22:13
  well.
• 22:14
  How
• 22:14
  much
• 22:14
  are
• 22:15
  to
• 22:15
  find
• 22:15
  trends?
• 22:16
  How
• 22:16
  much
• 22:16
  are
• 22:17
  you
• 22:17
  paying
• 22:17
  attention
• 22:17
  to
• 22:17
  TikTok
• 22:18
  and
• 22:18
  to
• 22:18
  Instagram
• 22:19
  and
• 22:20
  those
• 22:20
  things
• 22:20
  out
• 22:20
  there?
• 22:21
  Are
• 22:21
  you
• 22:21
  watching
• 22:22
  the
• 22:22
  influencers
• 22:22
  in.
• 22:23
  In
• 22:23
  the
• 22:23
  plus
• 22:23
  space?
• 22:25
  You
• 22:25
  know,
• 22:26
  I'm
• 22:26
  not,
• 22:27
  I'm
• 22:28
  not
• 22:28
  watching
• 22:28
  the
• 22:28
  influencer.
• 22:29
  They're.
• 22:29
  They're
• 22:30
  young.
• 22:30
  They're
• 22:31
  really
• 22:31
  young.
• 22:31
  And
• 22:32
  my
• 22:32
  customers
• 22:32
  are
• 22:33
  50
• 22:33
  plus,
• 22:34
  so
• 22:34
  they're
• 22:35
  not
• 22:35
  necessarily.
• 22:36
  I
• 22:36
  pay,
• 22:37
  you
• 22:37
  know
• 22:37
  what
• 22:37
  I
• 22:37
  do.
• 22:38
  My
• 22:38
  biggest
• 22:38
  one
• 22:39
  is
• 22:39
  Pantone.
• 22:40
  I
• 22:40
  watch
• 22:40
  what,
• 22:41
  what
• 22:41
  the
• 22:41
  color
• 22:41
  of
• 22:41
  the
• 22:42
  year
• 22:42
  is,
• 22:43
  and
• 22:43
  it
• 22:43
  sets
• 22:44
  a
• 22:44
  tone.
• 22:44
  It's.
• 22:45
  It's
• 22:45
  really
• 22:45
  interesting.
• 22:46
  I
• 22:47
  always
• 22:47
  think
• 22:47
  of
• 22:47
  paint
• 22:47
  when
• 22:47
  I
• 22:48
  think
• 22:48
  of
• 22:48
  Pantone.
• 22:48
  Right?
• 22:50
  Yeah.
• 22:51
  Yeah.
• 22:51
  But
• 22:51
  they,
• 22:52
  they
• 22:52
  set
• 22:52
  the
• 22:52
  color
• 22:53
  of
• 22:53
  the
• 22:53
  year.
• 22:53
  So
• 22:54
  anything
• 22:55
  else
• 22:55
  you
• 22:55
  want
• 22:55
  to
• 22:55
  leave
• 22:56
  with
• 22:56
  anybody
• 22:56
  about,
• 22:57
  give
• 22:57
  the
• 22:58
  name
• 22:58
  of
• 22:58
  your
• 22:58
  software
• 22:59
  again
• 22:59
  that
• 22:59
  you
• 22:59
  use.
• 23:01
  The
• 23:01
  inventory
• 23:02
  software
• 23:02
  is
• 23:03
  called
• 23:03
  Inventory
• 23:03
  Planner,
• 23:04
  and
• 23:04
  I
• 23:05
  did
• 23:05
  make
• 23:05
  a
• 23:06
  list.
• 23:07
  There
• 23:07
  was
• 23:07
  Zoho
• 23:08
  inventory.
• 23:09
  There
• 23:10
  was
• 23:10
  Sin7Core
• 23:12
  for
• 23:12
  scaling
• 23:13
  needs.
• 23:13
  Zoho
• 23:14
  and
• 23:14
  Sin7Core,
• 23:16
  which
• 23:16
  is
• 23:16
  C
• 23:16
  I
• 23:16
  N7.
• 23:18
  Yeah,
• 23:19
  Shopify.
• 23:20
  But
• 23:20
  I,
• 23:21
  I
• 23:21
  don't
• 23:21
  really
• 23:21
  like.
• 23:22
  I
• 23:22
  have
• 23:22
  a
• 23:22
  Shopify
• 23:23
  store,
• 23:23
  but
• 23:23
  I
• 23:23
  don't
• 23:24
  use
• 23:24
  it
• 23:24
  really
• 23:24
  to
• 23:24
  manage
• 23:25
  my
• 23:25
  inventory.
• 23:26
  I
• 23:26
  don't
• 23:26
  find
• 23:26
  it
• 23:27
  robust
• 23:27
  enough.
• 23:27
  But
• 23:28
  there
• 23:28
  are
• 23:28
  lots
• 23:29
  of
• 23:29
  apps
• 23:29
  that
• 23:29
  Shopify
• 23:30
  works
• 23:30
  with.
• 23:31
  Just
• 23:31
  use
• 23:32
  something,
• 23:33
  you
• 23:33
  know,
• 23:33
  that's
• 23:33
  the
• 23:34
  most
• 23:34
  important
• 23:34
  thing.
• 23:35
  And,
• 23:35
  you
• 23:35
  know,
• 23:36
  one
• 23:36
  thing
• 23:36
  I've
• 23:36
  learned
• 23:36
  over
• 23:37
  the
• 23:37
  many,
• 23:37
  many
• 23:37
  years
• 23:38
  is
• 23:38
  when
• 23:38
  you
• 23:38
  have
• 23:39
  a
• 23:39
  bad
• 23:39
  day,
• 23:39
  just
• 23:40
  try
• 23:40
  to
• 23:40
  let
• 23:40
  it
• 23:40
  go.
• 23:41
  It
• 23:41
  doesn't
• 23:42
  mean
• 23:42
  that
• 23:43
  the
• 23:43
  sales
• 23:43
  are
• 23:44
  never
• 23:44
  going
• 23:44
  to
• 23:44
  come
• 23:44
  again.
• 23:45
  I
• 23:46
  literally
• 23:46
  have
• 23:46
  to
• 23:46
  tell
• 23:47
  myself
• 23:47
  that
• 23:47
  all
• 23:48
  the
• 23:48
  time.
• 23:49
  It's
• 23:49
  just,
• 23:50
  you
• 23:50
  know
• 23:50
  what,
• 23:50
  people
• 23:50
  are
• 23:51
  busy.
• 23:51
  And
• 23:52
  especially
• 23:52
  right
• 23:52
  now,
• 23:52
  it's
• 23:53
  summertime
• 23:54
  and,
• 23:54
  and
• 23:54
  people
• 23:55
  are
• 23:55
  out
• 23:55
  doing
• 23:55
  stuff
• 23:56
  and
• 23:56
  they're
• 23:56
  not
• 23:56
  necessarily
• 23:57
  busy
• 23:57
  purchasing.
• 23:58
  So,
• 23:59
  you
• 23:59
  know,
• 23:59
  the
• 24:00
  sun
• 24:00
  will
• 24:00
  come
• 24:00
  out
• 24:00
  again
• 24:01
  and
• 24:01
  the
• 24:01
  clouds
• 24:02
  will
• 24:02
  go
• 24:02
  away
• 24:02
  and
• 24:02
  everything
• 24:03
  is
• 24:03
  going
• 24:03
  to
• 24:03
  be
• 24:03
  fine
• 24:04
  because,
• 24:04
  you
• 24:04
  know,
• 24:05
  as
• 24:05
  long
• 24:05
  as
• 24:05
  you
• 24:05
  have
• 24:05
  a
• 24:05
  great
• 24:06
  store
• 24:06
  and
• 24:06
  you
• 24:07
  offer
• 24:07
  great
• 24:07
  service,
• 24:09
  you
• 24:09
  know,
• 24:09
  and
• 24:10
  are
• 24:10
  willing
• 24:10
  to
• 24:10
  take
• 24:11
  back
• 24:11
  returns
• 24:11
  if
• 24:12
  you
• 24:12
  can,
• 24:13
  I
• 24:14
  really
• 24:14
  recommend
• 24:14
  doing
• 24:15
  that.
• 24:15
  One
• 24:16
  of
• 24:16
  the
• 24:16
  biggest
• 24:16
  mistakes
• 24:17
  beginning
• 24:17
  podcasters
• 24:18
  make
• 24:18
  is
• 24:19
  they
• 24:19
  look
• 24:19
  at
• 24:19
  their
• 24:19
  numbers
• 24:19
  every
• 24:20
  day.
• 24:20
  Right?
• 24:20
  Download
• 24:21
  numbers
• 24:21
  every
• 24:21
  day.
• 24:22
  We.
• 24:22
  I
• 24:22
  look
• 24:23
  at
• 24:23
  them
• 24:23
  quarterly
• 24:23
  because
• 24:24
  I
• 24:24
  want
• 24:24
  to
• 24:24
  see
• 24:24
  trends
• 24:25
  over
• 24:25
  quarters.
• 24:26
  Right?
• 24:26
  Daily
• 24:27
  doesn't
• 24:27
  matter
• 24:27
  to
• 24:28
  me
• 24:28
  because
• 24:28
  it,
• 24:28
  it
• 24:29
  doesn't
• 24:29
  tell
• 24:29
  me
• 24:29
  anything.
• 24:30
  It
• 24:30
  doesn't.
• 24:31
  It
• 24:31
  doesn't
• 24:32
  tell
• 24:32
  you
• 24:32
  anything.
• 24:32
  And
• 24:32
  it's
• 24:33
  true
• 24:33
  when
• 24:33
  you're
• 24:33
  looking
• 24:34
  at
• 24:34
  sales
• 24:34
  too,
• 24:35
  you
• 24:36
  know,
• 24:36
  you
• 24:36
  take
• 24:36
  a
• 24:36
  look
• 24:36
  at
• 24:36
  the
• 24:36
  court,
• 24:37
  you
• 24:37
  know,
• 24:37
  year
• 24:37
  over
• 24:38
  year,
• 24:38
  quarterly
• 24:39
  is
• 24:39
  much
• 24:39
  more
• 24:39
  effective
• 24:40
  than
• 24:40
  year
• 24:40
  over
• 24:40
  Year,
• 24:41
  monthly.
• 24:41
  Because
• 24:42
  you're
• 24:42
  right.
• 24:42
  Yes.
• 24:43
  And
• 24:43
  it's
• 24:43
  going
• 24:43
  to
• 24:43
  change
• 24:43
  a
• 24:44
  little
• 24:44
  bit
• 24:44
  every
• 24:44
  year,
• 24:45
  but
• 24:45
  depending
• 24:45
  on
• 24:45
  weather
• 24:46
  too.
• 24:46
  That's
• 24:46
  the
• 24:46
  other
• 24:47
  thing
• 24:47
  that
• 24:47
  affects
• 24:48
  our
• 24:48
  world
• 24:48
  too
• 24:49
  is
• 24:49
  whether
• 24:49
  people
• 24:49
  are
• 24:50
  going
• 24:50
  to
• 24:50
  shows.
• 24:50
  They're
• 24:50
  not
• 24:50
  going
• 24:51
  to
• 24:51
  shows
• 24:51
  because
• 24:51
  they've
• 24:51
  been
• 24:51
  canceled,
• 24:52
  you
• 24:52
  know.
• 24:52
  Yeah.
• 24:53
  It
• 24:53
  makes
• 24:53
  a
• 24:53
  big
• 24:53
  difference.
• 24:54
  And
• 24:54
  how
• 24:54
  about
• 24:55
  what's
• 24:55
  in
• 24:55
  the
• 24:55
  news?
• 24:56
  I
• 24:56
  mean
• 24:56
  lately
• 24:57
  that's
• 24:57
  really
• 24:58
  been
• 24:58
  getting
• 24:58
  people.
• 24:59
  No
• 24:59
  matter
• 24:59
  where
• 24:59
  you
• 24:59
  fall
• 25:00
  on
• 25:00
  the
• 25:00
  skit
• 25:00
  on
• 25:00
  the
• 25:01
  spectrum,
• 25:01
  it
• 25:02
  makes
• 25:02
  people
• 25:02
  upset.
• 25:03
  So,
• 25:04
  you
• 25:04
  know,
• 25:04
  but
• 25:04
  the
• 25:04
  thing
• 25:05
  I
• 25:05
  have
• 25:05
  to
• 25:05
  remind
• 25:05
  people
• 25:06
  too
• 25:06
  is
• 25:06
  especially
• 25:07
  you
• 25:07
  and
• 25:07
  I,
• 25:08
  we
• 25:08
  have
• 25:08
  been
• 25:08
  through
• 25:08
  this
• 25:09
  cycle
• 25:09
  every
• 25:09
  cycle,
• 25:10
  many
• 25:11
  times.
• 25:11
  Many,
• 25:12
  many
• 25:12
  times.
• 25:13
  It
• 25:13
  goes
• 25:13
  up,
• 25:13
  it
• 25:13
  goes
• 25:14
  down,
• 25:14
  it
• 25:14
  goes
• 25:14
  up.
• 25:14
  It's,
• 25:15
  it's
• 25:15
  always
• 25:15
  going
• 25:16
  to
• 25:16
  go
• 25:16
  up
• 25:16
  and
• 25:16
  down.
• 25:16
  We're
• 25:16
  always
• 25:17
  going
• 25:17
  to
• 25:17
  have
• 25:17
  her
• 25:17
  ups
• 25:17
  and
• 25:18
  we're
• 25:18
  always
• 25:18
  going
• 25:18
  to
• 25:18
  have
• 25:18
  her
• 25:18
  downs.
• 25:19
  It's
• 25:20
  the
• 25:20
  planning
• 25:20
  process.
• 25:21
  To
• 25:21
  plan
• 25:22
  for
• 25:22
  those
• 25:22
  downs
• 25:23
  when
• 25:23
  you're
• 25:23
  up
• 25:24
  is
• 25:25
  very
• 25:25
  difficult.
• 25:26
  But
• 25:27
  it's
• 25:27
  what
• 25:27
  keeps
• 25:27
  you
• 25:27
  in
• 25:27
  business.
• 25:28
  That's
• 25:29
  right.
• 25:29
  That's
• 25:30
  right.
• 25:30
  Be
• 25:30
  prepared.
• 25:31
  And
• 25:31
  I
• 25:31
  think
• 25:32
  a
• 25:32
  lot
• 25:32
  of
• 25:32
  businesses
• 25:32
  lost
• 25:33
  it
• 25:33
  in
• 25:33
  the,
• 25:34
  the
• 25:34
  big
• 25:34
  up.
• 25:34
  That
• 25:35
  was
• 25:35
  Covid
• 25:36
  Right.
• 25:36
  When
• 25:36
  everybody's
• 25:37
  sales
• 25:37
  went
• 25:37
  through
• 25:38
  the
• 25:38
  roof
• 25:39
  and
• 25:39
  they
• 25:40
  thought
• 25:40
  it
• 25:40
  was
• 25:40
  going
• 25:40
  to
• 25:41
  stay
• 25:41
  that
• 25:41
  way
• 25:41
  forever.
• 25:41
  RV
• 25:42
  industry
• 25:42
  is
• 25:42
  a
• 25:42
  perfect
• 25:43
  example
• 25:43
  of
• 25:43
  that.
• 25:43
  Their
• 25:44
  sales
• 25:44
  went
• 25:44
  through
• 25:44
  the
• 25:45
  roof.
• 25:45
  They
• 25:45
  started
• 25:45
  manufacturing
• 25:46
  all
• 25:46
  those
• 25:46
  RVs.
• 25:47
  They
• 25:47
  kept
• 25:47
  manufacturing
• 25:48
  for
• 25:48
  the
• 25:48
  next
• 25:48
  three
• 25:49
  years
• 25:49
  and
• 25:49
  sales
• 25:50
  plummeted.
• 25:51
  So
• 25:51
  now
• 25:51
  they're,
• 25:52
  they
• 25:52
  have
• 25:52
  way
• 25:52
  more
• 25:53
  inventory
• 25:53
  than,
• 25:53
  than
• 25:54
  they
• 25:54
  need
• 25:54
  because
• 25:55
  they
• 25:55
  thought
• 25:55
  it
• 25:55
  was
• 25:56
  always
• 25:56
  going
• 25:56
  to
• 25:56
  stay
• 25:56
  up.
• 25:57
  It's
• 25:57
  never
• 25:57
  always
• 25:58
  going
• 25:58
  to
• 25:58
  stay.
• 25:58
  Right.
• 25:59
  No.
• 26:00
  Especially
• 26:00
  something
• 26:01
  like
• 26:01
  that.
• 26:01
  Exactly.
• 26:02
  Yeah.
• 26:03
  Yeah.
• 26:03
  And
• 26:03
  you
• 26:03
  know,
• 26:04
  even.
• 26:05
  Can
• 26:05
  I
• 26:05
  ask
• 26:05
  you
• 26:05
  one
• 26:05
  other
• 26:05
  question?
• 26:06
  What
• 26:06
  percentage
• 26:07
  you
• 26:07
  sell
• 26:07
  online?
• 26:08
  Right.
• 26:08
  Because
• 26:09
  I
• 26:09
  saw
• 26:09
  your
• 26:09
  store.
• 26:09
  It's
• 26:10
  very
• 26:10
  well
• 26:10
  done.
• 26:10
  What
• 26:10
  percentage
• 26:11
  do
• 26:11
  you
• 26:11
  do
• 26:11
  in
• 26:12
  brick
• 26:12
  and
• 26:12
  mortar
• 26:13
  and
• 26:13
  in
• 26:13
  on.
• 26:14
  You
• 26:15
  know,
• 26:15
  we
• 26:16
  don't,
• 26:16
  we
• 26:17
  have
• 26:17
  a
• 26:17
  couple
• 26:18
  of
• 26:18
  small
• 26:18
  boutiques
• 26:20
  in
• 26:20
  the
• 26:20
  country
• 26:21
  but
• 26:21
  they
• 26:21
  are
• 26:21
  few
• 26:22
  and
• 26:22
  far
• 26:22
  between
• 26:22
  these
• 26:23
  days.
• 26:24
  The
• 26:24
  small
• 26:24
  boutiques
• 26:25
  that
• 26:25
  carry
• 26:25
  plus
• 26:25
  size
• 26:26
  clothing
• 26:27
  because
• 26:27
  it's
• 26:27
  hard
• 26:28
  to
• 26:28
  support
• 26:28
  a
• 26:28
  brick
• 26:29
  and
• 26:29
  mortar
• 26:29
  store
• 26:30
  for
• 26:30
  just
• 26:30
  plus
• 26:31
  size
• 26:31
  clothing.
• 26:32
  And
• 26:32
  this,
• 26:32
  the,
• 26:33
  the
• 26:33
  other
• 26:33
  stores
• 26:34
  don't
• 26:34
  really
• 26:34
  want
• 26:34
  to
• 26:34
  deal
• 26:35
  with
• 26:35
  it.
• 26:35
  So
• 26:36
  it's,
• 26:36
  it's
• 26:37
  really
• 26:37
  a
• 26:38
  hard
• 26:38
  part
• 26:38
  of
• 26:38
  our
• 26:38
  industry
• 26:39
  is
• 26:40
  that
• 26:40
  it's
• 26:40
  all
• 26:40
  gone
• 26:40
  online.
• 26:42
  Gotcha.
• 26:42
  Where
• 26:43
  can
• 26:43
  people
• 26:43
  find
• 26:43
  it?
• 26:44
  @Plusbydesign.Com
• 26:48
  Just
• 26:48
  like
• 26:48
  it
• 26:48
  sounds.
• 26:49
  Plus
• 26:49
  by
• 26:49
  design.
• 26:51
  That's
• 26:51
  right.
• 26:51
  And
• 26:51
  Vicki
• 26:52
  V
• 26:52
  is
• 26:52
  all
• 26:52
  V
• 26:53
  V
• 26:53
  I
• 26:53
  K
• 26:53
  K
• 26:54
  I
• 26:54
  V
• 26:54
  I.
• 26:55
  And
• 26:55
  that's
• 26:55
  the,
• 26:55
  the
• 26:56
  wonderful
• 26:56
  brand
• 26:56
  I've
• 26:56
  been
• 26:56
  selling
• 26:57
  for
• 26:57
  30
• 26:57
  years.
• 26:58
  Very
• 26:59
  good.
• 26:59
  And
• 26:59
  Danielle,
• 27:00
  so
• 27:00
  I
• 27:00
  really
• 27:00
  appreciate
• 27:01
  the
• 27:01
  opportunity.
• 27:03
  This
• 27:04
  audio
• 27:04
  on
• 27:05
  Wisdom
• 27:05
  by
• 27:05
  Wes
• 27:06
  on
• 27:06
  the
• 27:06
  Pot
• 27:06
  any
• 27:06
  podcast
• 27:07
  player.
• 27:08
  Also
• 27:08
  on
• 27:08
  our
• 27:08
  YouTube
• 27:09
  channel,
• 27:09
  you'll
• 27:10
  find
• 27:10
  the
• 27:10
  video
• 27:10
  on
• 27:10
  the
• 27:10
  wesatradeshow
• 27:11
  dot.
• 27:13
  My
• 27:13
  wife
• 27:13
  and
• 27:14
  I
• 27:14
  will
• 27:14
  be
• 27:14
  at
• 27:15
  WESA.
• 27:15
  I
• 27:16
  think
• 27:16
  this
• 27:16
  is
• 27:16
  our
• 27:16
  30
• 27:17
  something
• 27:17
  8th
• 27:18
  or
• 27:18
  9th
• 27:18
  time
• 27:18
  or
• 27:19
  something.
• 27:19
  We'll
• 27:20
  be
• 27:20
  there
• 27:20
  in
• 27:20
  August,
• 27:21
  so
• 27:21
  we're
• 27:22
  looking
• 27:22
  forward
• 27:22
  to
• 27:23
  meeting
• 27:23
  a
• 27:23
  bunch
• 27:23
  of
• 27:23
  you.
• 27:24
  Wisdom
• 27:24
  by
• 27:24
  Wesa
• 27:25
  is
• 27:25
  a
• 27:25
  podcast
• 27:25
  that
• 27:26
  WESA
• 27:26
  does
• 27:26
  as
• 27:26
  well,
• 27:27
  talking
• 27:27
  to
• 27:27
  people
• 27:28
  or
• 27:28
  to
• 27:28
  members
• 27:29
  of
• 27:29
  wesa.
• 27:30
  And
• 27:30
  my
• 27:30
  wife
• 27:31
  hosts
• 27:31
  that.
• 27:31
  Jennifer
• 27:32
  hosts
• 27:32
  that,
• 27:32
  so
• 27:32
  you
• 27:32
  can
• 27:32
  check
• 27:33
  that
• 27:33
  out
• 27:33
  on
• 27:33
  the
• 27:33
  Wisdom
• 27:34
  by
• 27:34
  Wesa
• 27:35
  podcast
• 27:35
  player.
• 27:36
  We'll
• 27:36
  be
• 27:36
  back
• 27:36
  again
• 27:37
  next
• 27:38
  week,
• 27:38
  so
• 27:38
  look
• 27:38
  for
• 27:39
  us
• 27:39
  then
• 27:39
  and
• 27:40
  you
• 27:40
  can
• 27:40
  find
• 27:40
  all
• 27:40
  the
• 27:40
  details
• 27:41
  at
• 27:41
  the
• 27:41
  Retail
• 27:42
  Roundup
• 27:42
  Facebook
• 27:42
  page.
• 27:44
  Have
• 27:44
  a
• 27:44
  great
• 27:44
  week
• 27:44
  everybody.
• 27:45
  Sell
• 27:45
  bunches.
• 27:46
  Thanks
• 27:47
  again.