Latest / The iDesign Lab Podcast / The Future of Furniture Retail Is NOT What You Think with Milan Rousset

Transcript

The Future of Furniture Retail Is NOT What You Think with Milan Rousset · The iDesign Lab Podcast

• 0:00
  Voice Over: This is iDesign Lab, a podcast where creativity and curiosity meet style and design.
• 0:06
  Voice Over: Curator of interiors, furnishings, and lifestyles.
• 0:09
  Voice Over: Hosted by Tiffany Woolley, an interior designer and a style enthusiast, along with her serial entrepreneur husband Scott.
• 0:17
  Voice Over: iDesign Lab is your ultimate design podcast where we explore the rich and vibrant world of design and its constant evolution in style and trends.
• 0:31
  TIffany Woolley: Welcome to the iDesign Lab podcast.
• 0:34
  TIffany Woolley: Today we're talking about the future of retail, AI, design, and the way we buy just about everything for our homes.
• 0:43
  TIffany Woolley: Milan Rosette has spent more than 20 years transforming major consumer brands from Home Depot, MSI, to NAWZ Gallery, figuring out how technology and human experience can work together.
• 0:58
  TIffany Woolley: He knows what's coming up next, and more importantly, he knows what actually works.
• 1:03
  TIffany Woolley: Milan, welcome to the iDesign Lab Podcast.
• 1:06
  SPEAKER_01: Hey guys, thank you so much for having me.
• 1:09
  SPEAKER_01: I really uh really appreciate being here with you guys.
• 1:11
  SPEAKER_01: I listened to a few of your podcasts and really impressed with the content you guys are pushing out.
• 1:17
  Scott Woolley: Thanks, thanks.
• 1:18
  Scott Woolley: We appreciate you being with us.
• 1:19
  Scott Woolley: You've got quite an interesting background.
• 1:22
  TIffany Woolley: An interesting background, and it's like our two favorite topics business and design.
• 1:28
  TIffany Woolley: So you're an industry insider to a degree.
• 1:32
  TIffany Woolley: Tell us where okay.
• 1:38
  SPEAKER_01: Yeah, great.
• 1:39
  Scott Woolley: Like how did you get into it, what you're doing?
• 1:41
  Scott Woolley: Where did you start?
• 1:42
  Scott Woolley: You know, so forth.
• 1:43
  Scott Woolley: You're based out of California.
• 1:46
  SPEAKER_01: Yeah, yeah.
• 1:47
  SPEAKER_01: I'm I'm in California.
• 1:48
  SPEAKER_01: I actually grew up in the furniture industry.
• 1:51
  SPEAKER_01: My folks, my grandfather, uh, my father, and then myself, so three generations in the furniture industry.
• 1:59
  SPEAKER_01: Um grew up in store, grew up in stores.
• 2:03
  SPEAKER_01: Um, you know, my dad's big lesson to me was hey, listen, if you if you want to get into the family business, you're gonna have to first start in the warehouse sweeping the floors and working your way up your way up.
• 2:21
  SPEAKER_01: Working your way up.
• 2:22
  SPEAKER_01: Otherwise, he's like, uh how else will you know um what's going on when the guys are setting up furniture for this the store display and there's a little bit of sweat or a little bit of dirt on that new white sofa that you just bought.
• 2:36
  SPEAKER_01: Like you have to be able to understand and feel what they're going through and and set things up the correct way.
• 2:43
  SPEAKER_01: So um I started working really young.
• 2:46
  SPEAKER_01: Um, and uh maybe when I was 14, I I was working weekends and holidays and things with the store, helping um arrange things, learning about the business.
• 2:58
  SPEAKER_01: And then um when I was in college, I I went to UCSB and I studied uh political science with an emphasis in international relations.
• 3:10
  SPEAKER_01: So I was originally planning on using international relations and getting into um um uh international business school after college, but during college I started um my first online furniture store.
• 3:27
  SPEAKER_02: So cool.
• 3:28
  Scott Woolley: What year was that?
• 3:30
  SPEAKER_01: That would have been 200 um five, around 2005 is when I started that.
• 3:40
  SPEAKER_01: Yeah.
• 3:41
  SPEAKER_01: And so I was in my um, you know, college apartment and building this e-commerce site.
• 3:48
  SPEAKER_01: And at that time, um you like now you have tools.
• 3:54
  SPEAKER_01: Like people probably like coming up now, you had no idea uh what you know what everything had to be handmade in in the digitally handmade.
• 4:05
  TIffany Woolley: And so were you coding this yourself and everything like that?
• 4:09
  SPEAKER_01: I I didn't, um I wasn't a uh coder per se.
• 4:14
  SPEAKER_01: I wasn't writing the code, but what I was doing was um I I connected with people that in my school that could help me with the coding, and then I was I was learning, I was doing some of it, but basically I was just connecting.
• 4:32
  SPEAKER_01: And um and so, but yeah, so back in that day, we you know we had to hand create everything.
• 4:39
  SPEAKER_01: So from like idea to paper to you know um uh wireframing to actually hard coding these things.
• 4:49
  SPEAKER_01: And um, so the original website uh was kind of connecting for the original concept was to connect retail furniture stores with a single source of truth or single website because it was too difficult for furniture stores to build their own.
• 5:08
  TIffany Woolley: Build their own, yeah.
• 5:09
  TIffany Woolley: So many SKUs and so many items.
• 5:13
  SPEAKER_01: Yeah.
• 5:14
  SPEAKER_01: So originally it was it was to be like a like uh their own uh website, and then um they could use it to reference and use it to like kind of to sell um uh if they if they needed to or wanted to.
• 5:34
  SPEAKER_01: And any orders that came through were like distributed to the participant retailers.
• 5:40
  Scott Woolley: How long did you do that?
• 5:41
  Scott Woolley: Because you went then into retail, correct?
• 5:44
  SPEAKER_01: Yeah, yeah.
• 5:45
  SPEAKER_01: So that I I that concept, I ran that with that concept for uh a couple of years, and it was just it what was happening, it was like herding cats with all the different retailers.
• 6:00
  SPEAKER_01: Like everybody had their own opinion, everybody, you know, I don't want to, I don't want to work with this guy from that company, or I don't want to work with this guy from that guy.
• 6:09
  SPEAKER_01: So it's like in terms of supplier relationships and also in terms of uh with each other and territories, so took the concept and created a um turned it into an e-commerce um website for for consumers.
• 6:27
  SPEAKER_01: And also at that time, it was very, very challenging to convince the suppliers to sell online.
• 6:36
  SPEAKER_01: Our suppliers.
• 6:37
  SPEAKER_01: Yeah, they they were just it was it was it was foreign concept back then, right?
• 6:43
  SPEAKER_01: It was a totally foreign concept and scary for a lot of um for a lot of the suppliers and the manufacturers.
• 6:51
  SPEAKER_01: They they just didn't understand it.
• 6:53
  SPEAKER_01: Um you know, I they would uh some of them embraced it, and those are the ones that I think did the best, you know, moving forward.
• 7:04
  SPEAKER_01: Um they really rode the way, but uh many of them just did not.
• 7:08
  SPEAKER_01: So that was also and at that time that was also uh a challenge.
• 7:13
  TIffany Woolley: So you were able to take your like family industry background and bring it to a new era through retail online.
• 7:23
  SPEAKER_01: Yeah, yeah, yeah.
• 7:25
  SPEAKER_01: Exactly right.
• 7:26
  SPEAKER_01: Yeah, took the uh kind of took what we were doing and and applied it, digitized it, and um and in the process I was learning about online consumer behavior, and really there's a huge difference between what customers are doing in stores and what customers are are doing online.
• 7:48
  TIffany Woolley: And there's a lot of that down a little bit.
• 7:51
  TIffany Woolley: That's interesting.
• 7:53
  SPEAKER_01: Well, take Florida, for example.
• 7:55
  TIffany Woolley: Yeah.
• 7:56
  SPEAKER_01: Uh, you know, the consumer in Florida is very, very different from the consumer in California, from the consumer in New Jersey, from the consumer in Texas.
• 8:05
  SPEAKER_01: Like you um, and that's where these regional retailers, like in um um in in Florida, for example, you have these regional retailers that are just so dominant in the area because they really understand they know their clientele.
• 8:24
  SPEAKER_01: Yeah.
• 8:25
  SPEAKER_01: So um on the e-com side, um, for example, it's it's uh with the exception of Florida, it's relatively difficult to sell white furniture in a furniture store setting.
• 8:41
  SPEAKER_01: Because consumers, um many consumers don't want to, they don't want it because they don't want the upkeep for white furniture.
• 8:53
  SPEAKER_01: So savvy retailers are they understand the numbers, they're not necessarily flooding their floors with white furniture.
• 9:01
  SPEAKER_01: They don't they don't need to deal with that headache with the consumers complaining about oh, I I like it, but I want it in uh on a beige.
• 9:08
  SPEAKER_01: So on the other side of the coin though, online white furniture does very well.
• 9:15
  SPEAKER_01: And the reason for that is is likely the inverse of why it doesn't do well in stores, so people can't find it, or it's because people cannot find it in the stores, and so they're going online.
• 9:27
  SPEAKER_01: And there's like and you can find those niches all all over um within the industry and and and how you're selling.
• 9:38
  SPEAKER_01: And so like for us, uh currently like with Z Gallery, it's that mix.
• 9:44
  SPEAKER_01: It's how do we how do we make our stores um it's it's how do we how do we fit our stores to our local region, which is right now we have a store like in in LA and we have a store in Dallas, and we're looking and we're expanding into uh Houston and eventually, hopefully within the next year, we'll be near you guys.
• 10:07
  SPEAKER_02: Again, okay.
• 10:08
  Scott Woolley: Because there was one in Boca Atona.
• 10:10
  Scott Woolley: Very at least uh Peter did very well.
• 10:13
  SPEAKER_01: Well, it was one of our best stores, yeah.
• 10:15
  SPEAKER_01: Yeah, yeah, yeah.
• 10:17
  SPEAKER_01: Uh Florida is a is is we're we're actively looking for uh stores in in Florida.
• 10:24
  Scott Woolley: So it's Florida's is definitely on So you transitioned to retail, or did you go into these different furniture chains on the e-commerce side or the retail side?
• 10:37
  Scott Woolley: Because from what I gather, you're more heavily now on the retail or the experience that a consumer is having with retail?
• 10:45
  SPEAKER_01: Yeah, I would say like uh I would say omnichannel for sure.
• 10:48
  SPEAKER_01: Um so after I sold um my first online business, I um I created a um so one of the challenges with e uh furniture e-commerce is logistics and then packaging.
• 11:06
  SPEAKER_01: So rather than sell other people's um products that are not necessarily built for uh e-commerce, yeah, e-commerce and that kind of business where we're we're a little harder on the packaging, a little harder on the product and and shipping it and getting it to consumers.
• 11:22
  SPEAKER_01: I I um I designed and manufactured furniture and also kids' games and toys.
• 11:32
  SPEAKER_01: I have four kids, and so I I wanted to build products that kept kids like actively playing with their parents and actively playing uh you know with each other and outside.
• 11:42
  SPEAKER_01: So built uh a kids brand uh from the ground up where I could control the packaging and it could control how it shows up to the consumer's home from start to finish.
• 11:55
  Scott Woolley: And um is that concern more from a standpoint of because of how rough you know delivery and travel of a product is, and by the time it gets to the consumer's house, it's not damaged?
• 12:07
  SPEAKER_01: Yeah, I I wanted to um I wanted to I wanted to reduce that friction with the consumers.
• 12:17
  SPEAKER_01: I wanted to um I wanted to be in control of the packaging from the time it is you know manufactured to the time it gets delivered to the consumer.
• 12:26
  SPEAKER_01: I wanted to be in control of that experience for for the consumer.
• 12:30
  SPEAKER_01: So that was that was kind of like the your focus.
• 12:33
  SPEAKER_01: Yeah, yeah, yeah.
• 12:35
  SPEAKER_01: And then um COVID hit and things got kind of crazy.
• 12:39
  SPEAKER_01: There was uh I I have nightmare nightmares remembering like these twenty thousand dollar um shipping charges from factories overseas to our our door here, whereas like just months earlier it was maybe sixteen hundred dollars.
• 12:58
  SPEAKER_02: So oh wow, that's a yeah, yeah.
• 13:02
  SPEAKER_01: Big jump big, big jump.
• 13:05
  SPEAKER_01: The business, you know, just it was kind of a crazy time.
• 13:11
  SPEAKER_01: And um and I was totally bootstrapping that that business.
• 13:16
  SPEAKER_01: And in the middle of it, I was like, you know what, I've got all this energy, I've got all this this experience.
• 13:24
  SPEAKER_01: Why don't I see if I can translate that into a um what don't I see right into an existing um larger corporation?
• 13:35
  SPEAKER_01: And that's where uh I my experience with MSI came in.
• 13:39
  Scott Woolley: Cool.
• 13:39
  Scott Woolley: Yeah, and so for for people who are listening, because I don't think a lot of people may understand what MSI is.
• 13:46
  Scott Woolley: Yeah.
• 13:46
  Scott Woolley: Give a brief explanation.
• 13:48
  Scott Woolley: We we understand, but yeah.
• 13:50
  SPEAKER_01: MSI is an amazing uh organization, it's family-owned, they're uh the in the top 15 importers into the United States, and nobody knows them, but they um they know what their products are.
• 14:04
  SPEAKER_01: Yeah, exactly.
• 14:05
  SPEAKER_01: Everybody has used their products, um, they do surfaces, so like flooring, uh tile, um they they'll do um countertops.
• 14:16
  SPEAKER_01: Yep, for the home.
• 14:18
  SPEAKER_01: Yeah, yeah.
• 14:19
  Scott Woolley: So I I um and they have quite they have like what 50 or more big distribution sort of centers, correct?
• 14:27
  Scott Woolley: Or object.
• 14:28
  SPEAKER_01: Yeah, they they have over 50.
• 14:30
  SPEAKER_01: Yeah, they have so they have a like a hub hubbin spoke model.
• 14:34
  SPEAKER_01: So they have a couple of large distribution centers, and then they have 50 um like almost it's not quite retail, but the stores that they service to uh contractors all over all over the country.
• 14:49
  SPEAKER_04: Yeah.
• 14:50
  SPEAKER_01: Yeah.
• 14:51
  SPEAKER_01: And then they're they're they're the top supplier into big box uh like Home Depot and Lowe's and and and uh the big box uh companies that are selling these kind of materials.
• 15:04
  SPEAKER_01: And so the and there I I previous to my MSI experience, I didn't have a lot of experience with the big box, but I was um I was the the one of the liaison with um Home Depot and Um and our company, especially within the e-commerce realm.
• 15:26
  TIffany Woolley: So it opened up a new window.
• 15:28
  SPEAKER_01: Yeah, yeah.
• 15:29
  SPEAKER_01: I just totally opened my eyes to what the big box is dealing with and how they're and how they are uh getting through their own challenges with the Omnichannel and connecting the e-commerce to their retail.
• 15:47
  SPEAKER_01: So for example, with Home Depot, um they're they're attributing around um 80% of consumers are going online first and then coming into stores.
• 16:00
  TIffany Woolley: Yeah, they want to see if they have it, or even we're guilty of that in our offices, like, oh, just email, you know, see if they have what you're looking for first.
• 16:10
  SPEAKER_01: Yeah, yeah.
• 16:11
  SPEAKER_01: And you know, it's it doesn't look like much, but Home Depot is that a uh I believe as of a year or so ago, there were the number five online retailer in at least the U.S.
• 16:27
  SPEAKER_01: maybe maybe it goes beyond that, but at least in the U.S.
• 16:31
  Scott Woolley: Who who's number one?
• 16:32
  Scott Woolley: Amazon?
• 16:33
  SPEAKER_01: Amazon, I believe, yeah.
• 16:35
  TIffany Woolley: Yeah.
• 16:35
  SPEAKER_01: Yeah.
• 16:37
  SPEAKER_01: So like it like if you go to a Home Depot, you don't necessarily feel like it's that impressive.
• 16:42
  SPEAKER_01: I mean, it's just let's it I mean, if you if you lift the hood, obviously it's very impressive, but as a consumer, you don't go there thinking it's that impressive.
• 16:53
  SPEAKER_01: Yeah, but but like to to get products from wherever they are to the consumer, wherever they are, plus you know, like um getting it to the store, return buying it online, returning it to store, buying it online, shipping it to your either your contractor account.
• 17:15
  SPEAKER_01: Like there is so much in that it was it's uh it is really complicated in its in this interesting uh how that all works.
• 17:25
  TIffany Woolley: Well, that's like a big phenomenon in general, is nobody we all are so used to just this consumer economy of like just obtaining everything.
• 17:34
  TIffany Woolley: Nobody really breaks it down and understands what is under the hood, like you said, to getting it all these things.
• 17:42
  SPEAKER_01: It's not sexy, it's it's not the sexy part.
• 17:45
  SPEAKER_01: Like we I think we want to like see the product in really you know expressive ways and like really um I don't know, experience it.
• 17:56
  SPEAKER_01: And and and there, they're trying, like Home Depot, they're trying to.
• 18:00
  SPEAKER_01: They're trying to innovate.
• 18:01
  SPEAKER_01: They have a huge IT department working on these challenges.
• 18:05
  SPEAKER_01: Um so it's it is uh it's definitely something that is um it's interesting to see like the the dynamics there.
• 18:14
  TIffany Woolley: And I'm sure it's ever changing constantly.
• 18:19
  SPEAKER_01: Yeah, yeah, yeah.
• 18:21
  SPEAKER_01: And um so if you segue from there, so I I was with MSI and then I um and then I met Scarlett, and Scarlett is the CEO of um uh CEO of uh Z Gallery.
• 18:40
  SPEAKER_01: A dynamic person, and if I can ever get her on the podcast, I'll definitely um that would be great.
• 18:47
  SPEAKER_01: Let's let you know.
• 18:48
  SPEAKER_01: But what a dynamic was she a founder of Z Gallery or Oh, yeah, no, so Z Gallery has gone through um like uh three reiterations, so it's gone through three transitions.
• 19:04
  SPEAKER_01: So Z Gallery, um the original family, the Zidon family, uh started Z Gallery around 47 years ago.
• 19:16
  SPEAKER_01: And they grew um the company through like their they grew the company through grit and just vision.
• 19:26
  SPEAKER_01: Um their store concepts were really interesting.
• 19:28
  SPEAKER_01: It was like almost like a bazaar.
• 19:30
  SPEAKER_01: You you walked in and you felt like um you were if you didn't grab it, you were gonna lose the opportunity to get it because there's like they they weren't really furniture.
• 19:40
  Scott Woolley: They had a lot of sort of eclectic stuff that as you walk through, I call it impulse buying.
• 19:48
  SPEAKER_02: Yeah.
• 19:49
  SPEAKER_02: That's what I liked about it.
• 19:50
  Scott Woolley: See my background where I started is very similar to what you talked about.
• 19:55
  Scott Woolley: My father was in the grocery store business, I my grandfather wasn't, so that's one big difference, though.
• 20:02
  Scott Woolley: But I he put me to work at 11.
• 20:04
  Scott Woolley: By the time I was 15, I was relieving store managers in his grocery stores during the summer for them to go on vacation.
• 20:12
  Scott Woolley: So I would go in for a week or two weeks.
• 20:15
  Scott Woolley: As a 15-year-old kid, I was the store manager of this 40,000, 50,000 square foot supermarket with 200 employees.
• 20:23
  Scott Woolley: I'd be there for a week or two, and then I would go to another store to relieve.
• 20:27
  Scott Woolley: And I did that through high school and even through part of college.
• 20:32
  Scott Woolley: But uh when I, after I graduated from college about a year later, I came to Florida and opened up my own grocery store and ended up building it to 42 stores with liquor stores and pharmacies.
• 20:47
  Scott Woolley: And I, this is in the the 80s and the in the 90s when I did this.
• 20:53
  Scott Woolley: And I was very much about impulse buying.
• 20:57
  Scott Woolley: You know, I wanted people to eat and drink their way through my store for an experience.
• 21:03
  Scott Woolley: And I wanted them to, I knew that the average consumer was going to come in and spend$30, approximately$40, which was the average ring.
• 21:12
  Scott Woolley: I wanted them to walk out of the store spending 60 or 70 or 70.
• 21:18
  Scott Woolley: So it's kind of like I used to go into the Z Gallery store in Boca, and I always used to chuckle because there were so many things, there were impulse buys that you walked in looking for a chair, and you end up walking out with all these different like things like trinketies.
• 21:36
  Scott Woolley: Yeah, like you know, coasters and glasses and just all sorts of stuff that I didn't come in here to buy any of this, but it's all pretty cool stuff.
• 21:48
  Scott Woolley: So is the gallery still doing things that for philosophy?
• 21:54
  SPEAKER_01: Yeah, so um it's we're we are um this is our Keeping um most of what the Zidens set up, especially in the spirit of the store.
• 22:07
  SPEAKER_04: Yeah.
• 22:08
  SPEAKER_01: Um, we are shifting more towards the design and interior designer kind of um optionality with the store.
• 22:17
  SPEAKER_01: So we we're shifting the furniture up to like around like I believe at the time the Zidens probably had a 30-70 ratio, 30% furniture, 70% uh decor.
• 22:27
  SPEAKER_04: Yeah.
• 22:28
  SPEAKER_01: We're gonna flip it maybe 60-40, not in terms of SKU count, but emphasis within the store.
• 22:35
  SPEAKER_01: Okay, so 60% uh furniture, maybe 40% decor.
• 22:40
  SPEAKER_01: And um, and so when you walk into our concept, um, it's going to feel a lot more um designer vignette.
• 22:52
  SPEAKER_01: Um, you're gonna get inspired um to you know with what it could look like in your space, right?
• 23:00
  SPEAKER_01: So so that that bizarre look that like I better get it right now, that um kind of concept is is changing a little bit.
• 23:10
  Scott Woolley: But it's more of a shopping experience, it's more going through and having fun while you're going through the store because you got so much eye candy of things that you're looking at, picking up like look at this.
• 23:25
  Scott Woolley: Like that yeah, compared to going to a regular furniture store that I consider to be boring.
• 23:32
  SPEAKER_01: We we did a uh it was so fun.
• 23:35
  SPEAKER_01: We did this pilot um podcast concept out of our uh West Hollywood store.
• 23:41
  SPEAKER_04: Uh-huh.
• 23:42
  SPEAKER_01: Where where they uh, and I'll send you a link to I'll send you a link to one later.
• 23:46
  SPEAKER_04: Okay.
• 23:47
  SPEAKER_01: But the concept was the the influencer comes in and um it's all about the influencer.
• 23:57
  SPEAKER_01: So we're talking about the influencer, their life, what what what made them, you know, where they got to and what they're doing.
• 24:04
  SPEAKER_01: But in the middle of it, there's a talk and shop section where they're going around and looking at the store and um and check and checking things out to see like, oh, you know, this pillow, like one example, like this pillow here, like it has this crane on it.
• 24:22
  SPEAKER_01: I just came back from Japan, and I really, you know, I I had such a lovely time in Japan, and and I think cranes are these amazing birds, and like this reminds me of that, and so they're gonna keep it.
• 24:36
  SPEAKER_01: So essentially they pick like 10 to 20 items out of the out of the store, and those items make up the set of the podcast.
• 24:45
  TIffany Woolley: Oh, that's so fun.
• 24:47
  TIffany Woolley: So fun.
• 24:51
  SPEAKER_01: It's a really neat concept.
• 24:53
  SPEAKER_01: Um so and then they and then when so they mix up the set of the podcast, and then the host and the influencer, they sit and they discuss the items.
• 25:02
  SPEAKER_01: The item, the well, really they're discussing the person, and the items are kind of there in this in the set.
• 25:08
  SPEAKER_01: It's it's really fun.
• 25:10
  TIffany Woolley: That's such a cool so is that part of the new rebrand of Z Gallery?
• 25:16
  TIffany Woolley: Is that a concept that you're carrying through?
• 25:20
  SPEAKER_01: Yeah, so um I think that is so uh there we we're um yes, so like I think that's part of the omnichannel.
• 25:32
  SPEAKER_01: Um we are basically social first because when we bought uh Z Gallery, they had already closed all of the stores.
• 25:41
  TIffany Woolley: Okay.
• 25:42
  SPEAKER_01: So they had already closed all the stores.
• 25:45
  SPEAKER_01: Um and and so what we did for the first uh 18 months is we shored up the website and then we um rebuilt the product line.
• 25:59
  SPEAKER_01: So there was a transition.
• 26:00
  SPEAKER_01: So uh the Ziden family sold the business um to um another company, and then that company kind of um over a few years they closed stores and um transitioned the business.
• 26:18
  SPEAKER_01: They weren't necessarily um I no opinion here either.
• 26:23
  SPEAKER_01: I'm just saying like they just were just you know um trying to shore off the business and closing stores along the way.
• 26:30
  SPEAKER_01: When we got to the business and we bought it, the store uh the stores were all closed, and the product line, um I I don't think there was much innovation.
• 26:41
  SPEAKER_01: Like after like the Zyder family was extremely uh creative.
• 26:46
  SPEAKER_01: Yeah, they had a vision for the product, they like they really understood what they their vision was, and the brand was really tied to that.
• 26:56
  SPEAKER_01: And then I think um, and then I think it it went through this transition where there wasn't as much innovation.
• 27:02
  SPEAKER_01: And then when we got it, um the first 18 months we spent uh just rebuilding the product.
• 27:10
  SPEAKER_01: And this goes back to Scarlett's vision, which is the the found the uh the founder of the parent company that bought Z Gallery, and she is just uh strategic, super patient, uh, you know, like uh willing to do the right thing, never wants anybody or any any any she always wants the the right outcome.
• 27:36
  SPEAKER_01: She never is trying to like rush it or rush into anything with this.
• 27:41
  SPEAKER_01: And it's really about the brand for uh for Scarlett and the and the and the team.
• 27:48
  SPEAKER_01: So um so we first we spent the first 18 months totally rebuilding the product line from the ground up.
• 27:54
  SPEAKER_01: And we have another.
• 27:55
  TIffany Woolley: Did that have a team involved in that?
• 27:58
  TIffany Woolley: And was it sourcing product or designing product?
• 28:01
  SPEAKER_01: It was it's both.
• 28:02
  SPEAKER_01: So yeah, we have we have a so Z Gallery is one of several um businesses that uh Scarlett owns in this in the furnishings industry.
• 28:14
  TIffany Woolley: Under that umbrella.
• 28:16
  SPEAKER_01: Yeah.
• 28:16
  SPEAKER_01: So she has an existing team um that she and then she has obviously been hiring and building the team.
• 28:25
  SPEAKER_01: Um, and we have an amazing product team uh that does both design and actually mentioned we have not only an amazing product team, but we have um merchants that have been with Z Gallery since the Zydin family.
• 28:41
  TIffany Woolley: That's so cool.
• 28:42
  SPEAKER_01: It is cool, it is really cool.
• 28:45
  SPEAKER_01: I I actually really love it.
• 28:54
  SPEAKER_01: It absolutely, they're super passionate about the brand and about what they're doing and how they're how they're doing it.
• 29:02
  SPEAKER_01: And um, and the buy-in that I love from them is you know, we didn't go into this like thinking that this was gonna be a great thing, but you know, now that we're here, we see the direction, the leadership of Scarlet, you know, the direction of the company, they're like, this is really this is really neat.
• 29:22
  TIffany Woolley: We're all in, yeah.
• 29:24
  Scott Woolley: Yeah, so so is the brand following what Z Gallery used to be, where it was kind of uh a fun experience to go through the store?
• 29:36
  Scott Woolley: Because I mean, you know, for the last 15 years, big box retailers have been suffering and the internet has been growing.
• 29:46
  Scott Woolley: Yeah, you know, and I think and I think I've read something where you've said this and talked about it, where there needs to be more innovation and fun injected into retail.
• 29:59
  SPEAKER_01: Yeah, yeah, I absolutely.
• 30:03
  SPEAKER_01: Um, so Scarlet is um uh uh basically a woman and and Ziegard is women-led.
• 30:13
  SPEAKER_01: So that's number one.
• 30:14
  SPEAKER_01: That's like that is kind of like an innovation in this industry.
• 30:18
  SPEAKER_01: That is that's number one, which is interesting and very cool.
• 30:21
  SPEAKER_01: And then um her her vision, she comes from a fashion background.
• 30:29
  SPEAKER_01: So her her first company was a um was uh uh a fabric mill, and she and she was building and she was developing fabrics for fashion and the furniture industry.
• 30:43
  TIffany Woolley: So she crossed over.
• 30:45
  SPEAKER_01: She crossed over.
• 30:46
  SPEAKER_01: So at one point uh she she got left with a uh a large order of fabric.
• 30:52
  SPEAKER_01: She didn't, she she couldn't, she couldn't uh the company disappeared, and so she had to figure out a way to uh use the fabric.
• 30:59
  SPEAKER_01: So she essentially uh took over where that company left off and completed the job, and that was her segue into the industry itself.
• 31:10
  SPEAKER_01: Now, once you're in the industry and you're starting to see what's going on, her aha moment was you know, um all these guys they have these large MOQs for dining chairs, MOQ meaning minimum order quantity for dining chairs, because it's not necessarily the wood of the dining chair, it's because the fabric, because I have a large MOQ, because I can't I cannot do a small run of fabric.
• 31:44
  SPEAKER_01: I need to do a large run of fabric.
• 31:46
  SPEAKER_01: And so a lot of these guys have like they'll order 500 chairs with black fabric seats because that's the only way to do it.
• 31:57
  SPEAKER_01: And so her moment was if I can somehow figure out to do a smaller run of fabric, I can offer the consumer a lot of choices of different fun fabrics, interesting, different colors and textures, and all these things.
• 32:15
  SPEAKER_01: And that, and she did it, she figured it out, and then that is how from there it was just growth for her.
• 32:25
  TIffany Woolley: And that was something that's not readily available on the internet either, like colorful idea, you know, like maybe it's becoming a little more available now, but you know, it wasn't something that was easily sought after.
• 32:40
  TIffany Woolley: As you previously said, it was like the white sofas, is what people the the this no thinking, you know what I mean?
• 32:48
  SPEAKER_01: Yeah, yeah.
• 32:49
  SPEAKER_01: Yeah, and and and actually this presents one of my challenges that I have day to day because I I am uh head of sales for North America, not only for Z Gallery, but for Care at Home, which is our um wholesale uh business.
• 33:04
  TIffany Woolley: Which we've been to in High Point, actually.
• 33:07
  SPEAKER_01: Oh, you guys went oh great, yeah, and hopefully we will see you.
• 33:11
  TIffany Woolley: Yeah, we are hoping to do that too again.
• 33:13
  TIffany Woolley: Yeah.
• 33:14
  SPEAKER_01: Great.
• 33:14
  SPEAKER_01: Yeah, then I'll definitely introduce you guys to Scarlett at that point.
• 33:19
  TIffany Woolley: But um So would you call Pet Care at Home your parent company or there so it it's um I gotta think about the uh the chart here.
• 33:31
  SPEAKER_01: It it is it's not it's it's it's it's not the I don't think it's the parent parent company, no.
• 33:39
  TIffany Woolley: So their own their there are their own entities essentially, but it's essentially its own entity.
• 33:44
  SPEAKER_01: Um but we share resources in terms of like I spend half my time with Z Gallery and half my time with Carrot working on uh various you know projects, but but in the even in this conversation, um the aha moment wasn't with Z Gallery.
• 34:01
  SPEAKER_01: So Z Gallery is a completely different animal.
• 34:04
  SPEAKER_04: Yeah.
• 34:05
  SPEAKER_01: That aha moment happened before we purchased Z Gallery, and that was that was to do with uh care at home.
• 34:13
  SPEAKER_01: Um when you get to Z Gallery, what the vision is is that um uh Scarlett's vision is to kind of incorporate more of that fashion industry into the furniture industry.
• 34:31
  SPEAKER_01: And so, like traditionally in the furniture business, you have skews, and it's so expensive and so difficult to like build a skew, and it takes the life cycle of a skew is a lot longer than many other industries.
• 34:45
  SPEAKER_01: And because of that, furniture industries are a little bit slower to uh innovate because the again the life cycle.
• 34:55
  SPEAKER_01: Scarlet is what we're trying to do is we're trying to shorten that life cycle a little bit on purpose and innovate and create products faster, like you would see in the fashion industry every season you have.
• 35:10
  SPEAKER_01: Correct.
• 35:10
  SPEAKER_02: Okay, like yeah, like uh I like it.
• 35:14
  SPEAKER_01: Is that cool?
• 35:15
  SPEAKER_02: Yeah, I like it.
• 35:16
  SPEAKER_01: It's it's extremely challenging because of the logistics furniture, especially online furniture, is that like it's a logistics game.
• 35:24
  SPEAKER_01: Um, it's extremely challenging because consumers, um, they don't peep we're not changing our furniture very often.
• 35:35
  SPEAKER_01: So, like that's kind of what's leading into these long lead, like these long life cycle skews, is that consumers need time to, you know, I love it year one, I buy it in year two.
• 35:46
  SPEAKER_01: It needs to be on the floor for that time frame.
• 35:49
  TIffany Woolley: That's so true.
• 35:52
  SPEAKER_01: So it's like it is it is challenging.
• 35:55
  SPEAKER_01: Uh it's a challenging, it's a challenge, and and Scarlett is just totally focused on it.
• 36:01
  TIffany Woolley: Full speed ahead.
• 36:03
  SPEAKER_01: Full speed ahead, because that's where the innovation is, is interesting, it's fashion, it's fashion, and basically what she's what what we're trying to do is create furniture and design that people feel like is current today and like fashion forward, giving consumers like a way of expressing themselves in a fashionable way in their home.
• 36:28
  Scott Woolley: So are you using AI for any of this?
• 36:33
  SPEAKER_01: I mean, we use AI for almost everything.
• 36:38
  SPEAKER_01: Uh how much can we use it in like in their in our development process, in our sales process?
• 36:47
  SPEAKER_01: Um I mean, ask me again next week.
• 36:51
  SPEAKER_02: It'll be a little bit percent more.
• 36:53
  SPEAKER_02: Right, right, right.
• 36:54
  SPEAKER_01: AI is crazy.
• 36:55
  SPEAKER_01: Are you are you guys using AI for your uh podcasts and other things?
• 37:00
  Scott Woolley: No, not really.
• 37:01
  Scott Woolley: Not yet.
• 37:02
  Scott Woolley: Not for the podcast.
• 37:03
  Scott Woolley: We use it for other things and how but even in the interior design side of things, we we've kind of shied away from it a little.
• 37:12
  Scott Woolley: I mean, we do a lot of 3D photorealistic, but it's all done, you know, by a person.
• 37:19
  Scott Woolley: We've we've found by using AI to try to enhance it or create it, it changes, you know, you're working in a home, it will change the the maybe the size of the existing window, or it may lower the window, and you don't realize that after you get the AI picture because it moved the windows so the couch would fit perfect.
• 37:40
  Scott Woolley: So that's and then when you actually go to the job site or you measure stuff, you're like, wait, what's out of whack here?
• 37:47
  Scott Woolley: In the AI.
• 37:51
  Scott Woolley: But that's not gonna work at the house in real life.
• 37:56
  Scott Woolley: So it's sometimes difficult to even pick those things out that AI has changed, even if you're giving it the best prompt.
• 38:04
  SPEAKER_01: Yeah.
• 38:05
  SPEAKER_01: Yeah, as far as photography goes, uh, you know, I'm constantly giving the feedback to the team.
• 38:10
  SPEAKER_01: Listen, guys, scale, scale, scale, scale.
• 38:12
  SPEAKER_01: Everything's got to be scale AI.
• 38:14
  SPEAKER_01: Like just like you said, AI will just scale it to fit, you know.
• 38:18
  SPEAKER_01: Correct.
• 38:19
  SPEAKER_01: And that's uh hard.
• 38:20
  Scott Woolley: So as you're I'm curious, just from uh, you know, you're on the e-commerce side of business and you're also on the brick and mortar, you know, AI when and brick and mortar, and are you meaning using it to lay out and design the stores and or where you're positioning and putting the product in the stores?
• 38:41
  Scott Woolley: Like Yep.
• 38:42
  SPEAKER_01: Yeah, yeah, yeah.
• 38:43
  SPEAKER_01: That's yeah, that's a great question.
• 38:45
  SPEAKER_01: And we so um we do use it to help like augment visually things for the stores.
• 38:53
  SPEAKER_01: Um we have interior designers that work out of each store as well, and they're using it to visualize things um as well.
• 39:03
  SPEAKER_01: But um to but to your point, um, you have to be extremely careful with it because it's the way what I explained to the consumer uh uh my teams is guys, the closer you are to the purchase, the less you can use it.
• 39:20
  SPEAKER_01: Because if if you're just inspiring somebody over here, that's okay, because nobody cares, and and it's just an inspiration.
• 39:28
  SPEAKER_01: And right.
• 39:30
  SPEAKER_01: But if you're if you're actually like putting together a quote or you're you're actually like gonna send this for somebody to decide to buy, don't do it unless you really check it to make sure everything is 100% accurate because now you're influencing their final decision.
• 39:46
  SPEAKER_01: And that's yeah.
• 39:48
  TIffany Woolley: So I have a couple so carrot is definitely designer focused to the industry, correct?
• 39:54
  TIffany Woolley: Interior design industry.
• 39:57
  SPEAKER_01: Yeah, so we have uh an amazing program, no minimums.
• 40:01
  SPEAKER_01: We have warehousing in Dallas, in California, and New Jersey.
• 40:06
  SPEAKER_01: We have hundreds of, we have over 1,500 SKUs.
• 40:10
  SPEAKER_01: And like like we were talking about earlier, we have like chairs with lots of different colors and different textures and some really um amazing product and support.
• 40:22
  SPEAKER_01: So we are focused on not only retail, but also on the um interior designers as well.
• 40:28
  TIffany Woolley: Because when I think of then of Z Gallery, I definitely think of like retail, you know, like going to the mall, not necessarily like you're not gonna see carrot in the mall per se.
• 40:38
  TIffany Woolley: Where you would see Z Gallery in your in your local shopping area.
• 40:43
  TIffany Woolley: So as Z Gallery has this new rebirth, I guess, how does like the e-commerce and like the interior design industry play along a little bit more now?
• 40:58
  SPEAKER_01: For care at home?
• 40:59
  TIffany Woolley: No, for the Z Gallery.
• 41:02
  SPEAKER_01: Oh, okay.
• 41:03
  SPEAKER_01: Yeah, so uh for so on the e-commerce side, uh, we were essentially pure e-commerce for um like almost two years.
• 41:12
  TIffany Woolley: And how did people know that?
• 41:13
  TIffany Woolley: I feel like I didn't realize that myself.
• 41:16
  SPEAKER_01: A lot of people don't realize it.
• 41:18
  SPEAKER_01: A lot of people really don't.
• 41:19
  SPEAKER_01: And it's a it's amazing the the strength of the brand.
• 41:24
  TIffany Woolley: And well, it does have a name for sure.
• 41:27
  TIffany Woolley: So brand recognition is definitely huge.
• 41:30
  SPEAKER_01: It's it's so it's so fun.
• 41:33
  SPEAKER_01: People come.
• 41:34
  TIffany Woolley: Yes, yeah, yes, and that's why I think today's podcast is great too, because I didn't realize it was still out there, and I do love their product.
• 41:43
  Scott Woolley: Yeah, I always thought of Z Gallery is it's a retail, it's for the consumer to go in and have that experience and buy and shop.
• 41:52
  Scott Woolley: But for the interior design world, I've always looked at Z Gallery because we do our yeah, we would we did all that.
• 42:01
  Scott Woolley: It's like a one-stop shop.
• 42:04
  SPEAKER_01: We used to uh the Zidens um used to do um uh a ton of that kind of business uh with stage or there is like here in South Florida, there isn't really anything that's like that anymore except for home goods.
• 42:22
  Scott Woolley: But home goods is all kind of, I don't know what are you.
• 42:25
  TIffany Woolley: I call it a bunch of broken broken things.
• 42:31
  Scott Woolley: Z Gallery had really nice quality product.
• 42:35
  SPEAKER_01: You know what?
• 42:35
  SPEAKER_01: You're getting me excited for our like in the next 12 months when we have some uh at least one store in Florida.
• 42:41
  TIffany Woolley: Yeah, for sure.
• 42:43
  TIffany Woolley: For sure.
• 42:43
  TIffany Woolley: It'll be a welcome comeback, that's for sure.
• 42:47
  Scott Woolley: No, the one that the one that was in boker, especially in the evenings, it was you know, it was an experience.
• 42:55
  Scott Woolley: And you'd run into people you know, it was like a social gathering as well.
• 43:00
  Scott Woolley: No, but that's that's what you know from a retail standpoint, that's what retail is missing today.
• 43:07
  SPEAKER_01: Yes, yes.
• 43:08
  Scott Woolley: There isn't, no matter I don't care there isn't really any retail operation you go to.
• 43:14
  Scott Woolley: I may be a little bit disjointed because of the grocery stores I had.
• 43:19
  Scott Woolley: My whole thing was about I wanted an experience.
• 43:22
  Scott Woolley: I wanted people, and I achieved it is that on Friday nights and Saturdays, my grocery stores were packed with people because you know, our normal consumers and and and re- in you know, customers, they had relatives that came into town or friends that came into town.
• 43:41
  Scott Woolley: Part of that time they were staying at their relative their friend's house or relatives, it was like, you gotta go to this, I gotta take you to this grocery store.
• 43:49
  Scott Woolley: You gotta just go hang out and see this grocery store.
• 43:53
  Scott Woolley: And you know, that was additional impulse buying.
• 43:57
  SPEAKER_01: I love that.
• 43:58
  SPEAKER_01: I love that.
• 43:58
  SPEAKER_01: And I don't think re
• 44:00
  Scott Woolley: Tell us look at that and do that.
• 44:03
  SPEAKER_01: No, and and and actually in our store, like a yeah, when I was at our store, I had I had a meeting at our uh one of our stores, and um this these three ladies came in, and uh well before I get into that, going back, we get people coming in, um like mothers and daughters to the store all of the time.
• 44:29
  SPEAKER_04: It's amazing.
• 44:31
  SPEAKER_01: Like they come in, this is where like I we love this place.
• 44:34
  SPEAKER_01: We used to come together, like you know, 15 years ago.
• 44:39
  SPEAKER_01: We love the store.
• 44:40
  SPEAKER_01: Um it's really, really fun.
• 44:43
  SPEAKER_01: I was there, I had a meeting at the store, so the meeting was like an hour, and um and these three ladies came in, they kind of walked around the store, and then I and I, you know, they were they were being taken care of by the team, and and I and they sat down at one of our vignettes, and like an hour went by, and they were just chatting, just chatting.
• 45:07
  SPEAKER_01: Like in somebody's living room, yeah, like in like in their living room, and uh and and at the end, um went and talked to them, they're like, Yeah, we totally lost track of time.
• 45:19
  SPEAKER_01: We are having such a good time.
• 45:21
  unknown: Right.
• 45:23
  SPEAKER_01: And I was like, yeah, that's that is amazing.
• 45:25
  SPEAKER_01: Let's do that more.
• 45:26
  SPEAKER_01: How do we how do we build it?
• 45:27
  SPEAKER_01: Translate that.
• 45:28
  SPEAKER_01: I know.
• 45:29
  Scott Woolley: Are you involved in picking and finding the locations or kind of approving the locations if someone brings it?
• 45:37
  SPEAKER_01: Yeah, yeah.
• 45:38
  SPEAKER_01: So um it's a team effort.
• 45:41
  SPEAKER_01: We're we're still uh still young and uh growing team.
• 45:45
  SPEAKER_01: Uh we just brought on onboarded somebody that whose job it is gonna be to like go out and find locations and negotiate.
• 45:56
  Scott Woolley: Scouting.
• 45:58
  SPEAKER_01: But definitely like the West Hollywood store.
• 46:01
  SPEAKER_01: I I brought that and and I'm I'm talking to um here in Orange County, we have a mall, uh South Coast Plaza.
• 46:08
  TIffany Woolley: Yeah, of course, been there before.
• 46:11
  SPEAKER_01: Trying to find time.
• 46:12
  SPEAKER_01: The problem is I I was I went to there's another amazing outdoor mall called the Helm.
• 46:18
  SPEAKER_01: Um went there.
• 46:20
  SPEAKER_01: So it's a it's a it's definitely a team effort.
• 46:23
  SPEAKER_01: Um the problem right now is actually the malls are doing pretty well.
• 46:26
  SPEAKER_01: Like it's not like what we thought it was gonna be, you know, over the last five to ten years.
• 46:31
  SPEAKER_01: Malls are actually doing pretty well.
• 46:33
  SPEAKER_01: So finding the state of the state.
• 46:37
  SPEAKER_01: Yeah, I think so.
• 46:38
  SPEAKER_01: I think so.
• 46:39
  SPEAKER_01: I think what Scott was saying is absolutely relevant.
• 46:41
  SPEAKER_01: Like people want that experience, they want to get their kids get their like my problem, my challenge with my kids or with like what uh my my last business trying to build products to get kids off of the computers, yeah, off phones and stuff.
• 46:57
  SPEAKER_01: Same thing with the malls.
• 46:58
  SPEAKER_01: Like I take my kids to the mall all like all the time on what we call daddy-daughter days.
• 47:04
  SPEAKER_02: Right, right.
• 47:05
  SPEAKER_01: So like that's so, anyways, malls are doing well, and it's it is actually a challenge to find space.
• 47:11
  TIffany Woolley: So as more Z gallery stores open, will you do collaborations with influencers or other designers?
• 47:20
  TIffany Woolley: Have you thought of anything like that to bring people in, new people in?
• 47:26
  SPEAKER_01: Do we have some uh absolutely we have collaborations?
• 47:32
  SPEAKER_01: We're we're um nothing that I can say now, although uh once it is available to be public, I will come to you guys first and let you know.
• 47:43
  SPEAKER_02: Share that.
• 47:45
  SPEAKER_01: Absolutely.
• 47:46
  SPEAKER_01: We are um we are um well, first of all, we do it on a micro level already, all day long.
• 47:53
  SPEAKER_01: Like actually, I would say what I tell potential partners, like we are social first, actually.
• 48:02
  SPEAKER_01: Like, not even just online first, we're social first as a as an organization.
• 48:07
  SPEAKER_01: That's how we've kind of grown is through the social, um social experience and influencers and and such.
• 48:15
  SPEAKER_01: We have an amazing team uh led um by uh my cross-functional partner even she's just managing um hundreds of influencers at a time.
• 48:30
  TIffany Woolley: That's wild.
• 48:31
  Scott Woolley: Really?
• 48:32
  Scott Woolley: That's wild.
• 48:33
  Scott Woolley: So do the influencers really make a difference?
• 48:35
  Scott Woolley: Do they really push the needle?
• 48:38
  SPEAKER_01: Oh, absolutely.
• 48:39
  SPEAKER_01: Absolutely.
• 48:40
  Scott Woolley: That I you know, um because there's got to be an algorithm or something that you're using, because I would kind of think maybe some do, some don't.
• 48:48
  Scott Woolley: Depends on how do you know that they're actually because you're probably paying them, correct?
• 48:54
  SPEAKER_01: Yeah, yeah, absolutely.
• 48:55
  Scott Woolley: So, you know, how do you know that you're they're doing the the right job for you?
• 48:59
  SPEAKER_01: Or it's it is it's a lot of hard work, Scott.
• 49:02
  SPEAKER_01: I mean, it's like um um it is that's this is why, like I mentioned Evan's name, like this is why um the right people in the right seats, you know, doing the hard work.
• 49:19
  SPEAKER_01: I I was in um Asia and I was uh had a meeting with even um at let's call it um uh 7 p.m.
• 49:32
  SPEAKER_01: in local time.
• 49:34
  SPEAKER_01: And then we had um another meeting the following morning at um 9 a.m.
• 49:43
  SPEAKER_01: Okay and by the next meeting in the morning at 9 a.m., even had taken all of our conversations the previous day and converted it into an entire action plan with calendar and and extreme detail, uh, and presented it the next morning at the first at first light of when we had our meeting.
• 50:09
  SPEAKER_01: And I looked at her, I said, even first of all, completely unexpected and amazing, but like, how how did you do this?
• 50:20
  SPEAKER_01: She's like, I I was up until 4 30 in the morning.
• 50:27
  Scott Woolley: She enjoys her, she enjoys her work.
• 50:29
  TIffany Woolley: That's passion.
• 50:30
  SPEAKER_01: Yeah, she's passionate about her work, and and the thing is it no, it is it is not uh not every influencer will work.
• 50:37
  SPEAKER_01: She it's an art and a science.
• 50:39
  SPEAKER_01: She has to, she and her team, um, she has to um go through and uh pick um that's the art and science is finding the right ones.
• 50:50
  SPEAKER_01: Yes, pick the right ones, and then every influencer has their own requirements, their own like sense of like what is important to them.
• 50:58
  SPEAKER_01: They have to go through all that.
• 51:00
  SPEAKER_01: Then there's like timelines because uh we'll we'll work in uh like a schedule in terms of like right now we're we're in the middle of what we're calling high loss society.
• 51:12
  SPEAKER_01: So uh we're we're like introducing uh lacquered furniture uh for the fall winter drop that just happened here.
• 51:21
  SPEAKER_01: Literally just happened this week.
• 51:23
  TIffany Woolley: So cool.
• 51:24
  SPEAKER_01: Actually, this is uh here announcements to the world.
• 51:26
  TIffany Woolley: The rollout.
• 51:27
  TIffany Woolley: Here we are.
• 51:30
  SPEAKER_01: Yep, yep.
• 51:31
  SPEAKER_01: Come out to our stores in Dallas and West Hollywood.
• 51:34
  SPEAKER_01: You're gonna see if you came in last week, if you come today, you're gonna see a completely new store.
• 51:41
  SPEAKER_01: It's wild.
• 51:42
  SPEAKER_01: It's completely wild.
• 51:43
  Scott Woolley: And so you're using influences to get that out to get so the consumer's aware that there's something totally new and different.
• 51:51
  SPEAKER_01: Totally new and different.
• 51:52
  SPEAKER_01: Social first, all the way.
• 51:54
  SPEAKER_01: Right now, even is is on the horn with her influencers, trying to figure out who can come out to West Hollywood and and walk through the store, and then that goes out into the into the web, and then um, you know, somehow consumers.
• 52:09
  Scott Woolley: And people go online, how important it is for an influencer, like you just said, to actually come to the store, touch and feel compared to just seeing it on the internet or pictures.
• 52:21
  SPEAKER_01: The content has to be like uh the content has to be uh real, right?
• 52:27
  SPEAKER_01: That's that's what I think that's probably what works the the best in terms of um messaging, in terms of like getting the attention, even the algorithms.
• 52:39
  SPEAKER_01: The content has to be real.
• 52:40
  SPEAKER_01: So for them to come into the store and actually see the difference and walk and feel and touch it and and be able to speak to it in uh uh in life, that is actually, I think, one of the most important things that we can do.
• 52:56
  SPEAKER_01: We do the same thing with um we don't all we don't only work with our stores with influencers, we also work with consumers in their home or influencers in their home.
• 53:04
  SPEAKER_01: So we'll send them products.
• 53:08
  TIffany Woolley: And do people can they buy right there online like right on Instagram and write off?
• 53:15
  TIffany Woolley: Or does it redirect you to like a shop my or yeah?
• 53:20
  SPEAKER_01: Um it it most of the time the people are being redirected to our website.
• 53:24
  SPEAKER_01: There are some platforms where we can sell direct and usually the smaller, like smaller items.
• 53:31
  SPEAKER_01: Uh the the consumers we're finding the consumers that are buying off the platform are the much, much younger consumers.
• 53:39
  SPEAKER_01: And so that's interesting.
• 53:43
  SPEAKER_01: I know, I know, you know.
• 53:44
  SPEAKER_01: So like the product mix that we have for that segment is is a little bit different from the product mix that we have on our on our site, on our own Instagram, and then also like in our stores for sure.
• 53:58
  TIffany Woolley: So, how many people make up this magical team that you guys have been able to put together?
• 54:06
  SPEAKER_01: Um we have around 400 employees in Asia.
• 54:11
  TIffany Woolley: Oh my gosh.
• 54:12
  SPEAKER_01: Yep.
• 54:14
  SPEAKER_01: Yep.
• 54:14
  SPEAKER_01: And then here in the US, supporting all the businesses uh across all of the um all the platforms is around 100.
• 54:25
  TIffany Woolley: And you all check in remotely, I would assume, or how does that work?
• 54:30
  SPEAKER_01: So actually, next time you guys are in California, uh, I want you guys to come by our old HQ, the old Z Gallery HQ in Gardena.
• 54:39
  SPEAKER_01: It's still there, we're still operating out of it.
• 54:42
  SPEAKER_01: Um, it's like a time warp.
• 54:45
  SPEAKER_02: I love it.
• 54:46
  SPEAKER_01: It hasn't changed since uh since the Zidens were there.
• 54:50
  TIffany Woolley: I was just gonna say, was is this the Zidane era?
• 54:53
  SPEAKER_01: Yep, it's it's amazing.
• 54:54
  SPEAKER_01: It's the energy is really great in that building.
• 54:57
  SPEAKER_01: It's amazing.
• 54:58
  TIffany Woolley: I would say it's a pretty special tribute because one thing in this very, you know, social world and in you know, in this internet world, you know, something that that family brought to the table, they were able to translate into stores and eventually through online.
• 55:14
  TIffany Woolley: But it was intentional, it was owner founder driven, and it's it seems like it's lasting.
• 55:21
  SPEAKER_01: Yeah, yeah.
• 55:22
  SPEAKER_01: The I I so okay.
• 55:25
  SPEAKER_01: I was out, I forget where now, I maybe somewhere in Texas.
• 55:31
  SPEAKER_01: And you know, I uh whenever I'm comp shopping or whenever I'm like looking at a property, I always just come out straight for, I always say, hey, I'm here, I'm from Z Gallery, I'm not trying to take trace speakers, I'm just we're just looking around.
• 55:47
  Scott Woolley: Right.
• 55:48
  Scott Woolley: And and so it's you're you're talking about competitors, yeah.
• 55:52
  SPEAKER_01: Yeah, competitors.
• 55:53
  SPEAKER_01: Yeah.
• 55:54
  SPEAKER_01: Because I don't if they want me to leave, I'm just gonna leave.
• 55:57
  SPEAKER_01: I'm not I'm not that ki uh committed to it, and and I want to be straightforward.
• 56:02
  SPEAKER_01: I want to be able to talk to them about it, you know, and if if if um to talk to them about it in a natural way.
• 56:09
  SPEAKER_01: So anyway, so I was I was at a um uh like a a small uh like a uh strip, like a nice strip in somewhere in Texas, I think.
• 56:20
  SPEAKER_01: And there was a uh store, a Natuzi store, um on the other on one side of the street, and then there was the an old Z Gallery was on.
• 56:30
  SPEAKER_04: Oh really?
• 56:31
  unknown: Okay.
• 56:32
  SPEAKER_01: And so I I went to go look at that location and see what they were dealing with, and like maybe it had turned into a bridal store.
• 56:40
  SPEAKER_01: Maybe we could do something.
• 56:41
  SPEAKER_01: Anyways, I walk over the Natuzi and I I said, I said, hey, I'm here.
• 56:45
  SPEAKER_01: Uh like I'm from Z Gallery.
• 56:47
  SPEAKER_01: Like, I just want you know, I just looking in this area.
• 56:50
  SPEAKER_01: Oh, you're from Z Gallery?
• 56:52
  SPEAKER_01: Yeah, I'm I'm from Z Gallery.
• 56:54
  SPEAKER_01: You need to come back.
• 56:56
  SPEAKER_01: You need to go like that store over there, they're gonna leave soon.
• 57:02
  SPEAKER_01: You need to go in there.
• 57:04
  SPEAKER_01: You guys are drawing so many people to this area.
• 57:07
  SPEAKER_01: People, you know, we would our traffic went down, you know, X percent after you guys left.
• 57:14
  SPEAKER_01: Like it was like, oh man, this is an amazing story.
• 57:18
  SPEAKER_01: I love to hear this.
• 57:19
  SPEAKER_01: Like working together, everybody's like got a part to play and working together to get this stuff done.
• 57:26
  TIffany Woolley: Well, and I never knew until you said, right, you know, earlier in the podcast about the bizarre type of effect, you know, that they had in their system of buying and the way the stores were set up.
• 57:38
  TIffany Woolley: Because I find it so interesting.
• 57:40
  TIffany Woolley: Like anybody could walk into Z Gallery and buy something.
• 57:44
  TIffany Woolley: My toddler at the time could find something, my mother, you know, of table setting situation, a game.
• 57:51
  TIffany Woolley: It was a great I've bought Scott so many Father's Day or birthday, just like gimmicky, trinkety.
• 57:58
  TIffany Woolley: Like it wasn't daunting of a furniture experience, but you went there like, okay, I want to elevate something in my home, so let's go to Z Gallery.
• 58:08
  TIffany Woolley: But there really was something for everyone.
• 58:11
  Scott Woolley: Yeah.
• 58:12
  Scott Woolley: Before we had kids in the boker store, we would go to the movie and we'd go downstairs and I'd go, she'd go, I want to go to the Z Gallery.
• 58:22
  Scott Woolley: And then we would walk around the Z Gallery in the store, getting our ice cream.
• 58:27
  Scott Woolley: Like walking around hanging out.
• 58:29
  SPEAKER_01: I I remember going into my South uh South Coast Plaza store, which is here in Orange County, and um, you know, it's such an experience.
• 58:38
  SPEAKER_01: You walk in and there's stuff everywhere, you're hitting your head on the chandeliers, there's somebody walking behind you.
• 58:45
  SPEAKER_01: When you put touch something, if you put it back, maybe they'll take it.
• 58:48
  Scott Woolley: Like it was You know, you were just telling the story about when you're in Texas and going and seeing some of your competitors.
• 58:54
  Scott Woolley: I'll tell you a funny story you made me think about is that when I've opened my first grocery store, which was my flagship in Boca Ratone, uh, just a few blocks from where the Z Gallery was, um, my father called me up and I said to him, Hey, I'm running out the door with two of the guys in the store.
• 59:13
  Scott Woolley: We're going down the street because I wanted to go see our competitors.
• 59:16
  Scott Woolley: Because I was constantly doing that to see what they had on sale and just anything just new, just to walk.
• 59:23
  Scott Woolley: My father said to me, Wait, I'll I'm gonna come pick you guys up.
• 59:27
  Scott Woolley: I'll be there in 45 minutes.
• 59:28
  Scott Woolley: 45 minutes later, he pulls up, we go outside, and he had a big stretch limousine.
• 59:33
  Scott Woolley: And I'm like, What the heck's the limousine for?
• 59:36
  Scott Woolley: He says, I'll show you.
• 59:38
  Scott Woolley: We pull up, we pull up to the grocery store, it was public, and he and he tells the driver, pull up right at the front door.
• 59:46
  Scott Woolley: And I'm like, What are we pulling at the front door?
• 59:48
  Scott Woolley: He's like, I want the car.
• 59:49
  Scott Woolley: I hit the front door, and he goes, we get out, and then he's like talking to us out front of the car.
• 59:56
  Scott Woolley: I go, come on, let's go inside.
• 59:57
  Scott Woolley: It's hot.
• 59:57
  Scott Woolley: He's like, no, no, just a few more minutes.
• 59:59
  Scott Woolley: I just want to talk to you guys about something.
• 1:00:01
  Scott Woolley: And he was just BSing with us.
• 1:00:03
  Scott Woolley: And we go inside, and as we walk in, I'm going, what was this?
• 1:00:06
  Scott Woolley: What's this all about?
• 1:00:07
  Scott Woolley: He's like, he's like, I know you're looking for more people to hire.
• 1:00:11
  Scott Woolley: He goes, they're all gonna want to come work for you now.
• 1:00:14
  Scott Woolley: And I go, why's that?
• 1:00:16
  Scott Woolley: He goes, because they're all gonna know that you're doing really well showing up in a limousine.
• 1:00:21
  Scott Woolley: And I understood, I understood the picture he was trying to paint.
• 1:00:24
  SPEAKER_01: And it worked.
• 1:00:26
  SPEAKER_01: Unbelievable.
• 1:00:27
  SPEAKER_01: That is an amazing story.
• 1:00:28
  SPEAKER_01: Who is the person?
• 1:00:31
  SPEAKER_01: That was your that was your dad?
• 1:00:33
  Scott Woolley: Yeah, my dad was an innovator in the grocery business in in New York growing up.
• 1:00:38
  Scott Woolley: He was very instructor.
• 1:00:40
  Scott Woolley: Yeah, when I opened my first grocery store, I was 22 years old, and I had about a four-month, five-month period we were waiting for the architect for the plans and then getting the permits for the city.
• 1:00:56
  Scott Woolley: I said to my father, I said, Listen, you know everyone in the grocery store business, I want to travel around the United States and I want to go see all the most unique stores because I wanted to get things that, you know, that I knew things were being done differently.
• 1:01:11
  Scott Woolley: Like you said earlier in this podcast, you know, selling in one in one city is different than selling in another city.
• 1:01:19
  Scott Woolley: And I spent about four months traveling around, and my father he set it up for me because he knew the owners of all these great little grocery store chains in Rochester, Gelson's in Los Angeles, Biley's in Minneapolis, Blackstone in Houston, Texas, and uh Goodings in Orlando.
• 1:01:38
  Scott Woolley: And I spent four, three, four days in each of these different other chains and brought back really unique things that were being done around the country and implemented them in my store.
• 1:01:51
  Scott Woolley: And I always was looking, how can I, like I said earlier, how do I make the shopping experience fun for the consumer?
• 1:02:00
  Scott Woolley: Because you know, I don't like going.
• 1:02:03
  Scott Woolley: I I you won't find me in a mall.
• 1:02:05
  Scott Woolley: I hate going to a store.
• 1:02:06
  Scott Woolley: But if the store is fun, hey, it's like going to an amusement park.
• 1:02:11
  Scott Woolley: Why you want to go somewhere it's fun?
• 1:02:13
  SPEAKER_01: Yep, absolutely.
• 1:02:15
  SPEAKER_01: Absolutely.
• 1:02:16
  Scott Woolley: And and there's another aspect to it.
• 1:02:18
  Scott Woolley: When it's fun, you're telling your friends, you're telling other people.
• 1:02:21
  Scott Woolley: And there's nothing better than word of mouth.
• 1:02:24
  Scott Woolley: Word of mouth, and people are talking about something.
• 1:02:27
  SPEAKER_01: A hundred percent.
• 1:02:28
  SPEAKER_01: And that's that's where the social social media comes in.
• 1:02:31
  SPEAKER_01: That's why for us, you know, it's such an important avenue for us.
• 1:02:35
  Scott Woolley: Yeah.
• 1:02:36
  Scott Woolley: To have people like that talking about and promoting.
• 1:02:40
  SPEAKER_01: Yeah.
• 1:02:40
  SPEAKER_01: Yeah.
• 1:02:41
  SPEAKER_01: And and they have to have something to kind of to your you and your dad's point, like you have to have give them something to talk about.
• 1:02:49
  SPEAKER_01: Right.
• 1:02:50
  SPEAKER_02: That's true.
• 1:02:51
  SPEAKER_02: Yeah.
• 1:02:51
  TIffany Woolley: I like that.
• 1:02:53
  SPEAKER_01: Yeah.
• 1:02:54
  SPEAKER_01: Yeah.
• 1:02:55
  TIffany Woolley: So where do you see Z Gallery in the next five years?
• 1:03:02
  SPEAKER_01: You wouldn't believe it if I told you.
• 1:03:04
  SPEAKER_01: We're on a uh rocket ship.
• 1:03:07
  SPEAKER_01: We are on a rocket ship.
• 1:03:09
  SPEAKER_01: We're we are um we're gearing up.
• 1:03:13
  SPEAKER_01: You know, uh Scarlett has taken her time.
• 1:03:15
  SPEAKER_01: She's been patient with us as we're growing and learning and and trying to not doing it too fast, doing it strategic.
• 1:03:23
  SPEAKER_01: Being strategic and um and we're uh consumers love our product.
• 1:03:31
  SPEAKER_01: Um you know, um they love what they're seeing, they love what they're getting.
• 1:03:37
  SPEAKER_01: It's it's um there is a hole for this uh product in the marketplace right now.
• 1:03:43
  SPEAKER_01: I think it the market is trending from like quiet luxury to kind of more bold statements and agreed, express like expressive.
• 1:03:54
  SPEAKER_02: Yes, agreed.
• 1:03:56
  SPEAKER_01: And then also our fashion forward stance, the you know, what Scarlett's trying to build with this within the industry, like you, like you were saying about Scott with you and your father uh kind of being innovators in the in the in the industry, um the I this fashion forward kind of um hard work that we're putting in to make that happen with our fall, winter, spring, summer drops, and like kind of keeping up with the trends as as they're evolving.
• 1:04:27
  SPEAKER_01: Um this is gonna give us the staying power, and consumers are just re-kindling that now.
• 1:04:35
  SPEAKER_01: We're just I agree.
• 1:04:36
  TIffany Woolley: I think everything you said is well appointed for sure.
• 1:04:41
  TIffany Woolley: I'm excited to watch this unfold, and we are appreciate that you gave us a little tidbit today, and we look forward to some more front seat information.
• 1:04:52
  TIffany Woolley: So thank you so much for joining us.
• 1:04:56
  TIffany Woolley: I know it's always a good conversation.
• 1:04:58
  TIffany Woolley: We look forward to many more.
• 1:05:00
  SPEAKER_01: Yeah, absolutely.
• 1:05:01
  SPEAKER_01: I'll be in uh Florida in early December.
• 1:05:07
  TIffany Woolley: All right, well, we'll definitely have to connect.
• 1:05:09
  Scott Woolley: Looking for a store or just what are you no?
• 1:05:12
  SPEAKER_01: There's a furniture leadership seminar, the uh furniture industry leadership seminar uh put on by furniture today in in Florida.
• 1:05:21
  Scott Woolley: Is it South Florida?
• 1:05:22
  SPEAKER_01: It's in um where is it this year?
• 1:05:26
  Scott Woolley: Orlando.
• 1:05:27
  SPEAKER_01: I know I think it's in um Palm Beach.
• 1:05:32
  TIffany Woolley: Oh, so you will be nearby.
• 1:05:34
  TIffany Woolley: We have to look into that.
• 1:05:36
  SPEAKER_01: Okay.
• 1:05:36
  SPEAKER_01: I'll send you guys a link.
• 1:05:38
  TIffany Woolley: That would be amazing.
• 1:05:39
  unknown: Yeah.
• 1:05:40
  Scott Woolley: All right, if not, we'll we'll look for you at High Point.
• 1:05:42
  SPEAKER_01: Yep, absolutely.
• 1:05:43
  SPEAKER_01: I hope I hope to see you guys there.
• 1:05:45
  SPEAKER_01: I would love to introduce you to the team and uh definitely.
• 1:05:48
  TIffany Woolley: I feel like there's a lot happening, and I feel like we would love to be a part of you know, staying in the loop on this.
• 1:05:55
  TIffany Woolley: Absolutely, absolutely Z Gallery re re Brand.
• 1:06:00
  SPEAKER_01: I I love this uh this this podcast.
• 1:06:03
  SPEAKER_01: Like hearing your perspective and some really amazing questions.
• 1:06:08
  SPEAKER_01: I could see where you guys are kind of going with it, and then I also love the the history that you guys have with uh with what you're doing and and looping it all in on the different industries.
• 1:06:17
  SPEAKER_01: It's really neat.
• 1:06:18
  TIffany Woolley: It is exciting.
• 1:06:18
  Scott Woolley: It's well Tiffany's been an interior designer for 25 years.
• 1:06:22
  Scott Woolley: I'm well, I am not an interior designer for a show.
• 1:06:27
  SPEAKER_01: You know, I before this uh podcast, speaking about AI, I asked AI, I was like, hey, so what should I uh focus in on for this podcast?
• 1:06:37
  SPEAKER_01: And my AI was like, listen, would Tiffany focus on interior design with Scott focus on business?
• 1:06:45
  Scott Woolley: Did it really say that?
• 1:06:46
  SPEAKER_02: That's hysterical.
• 1:06:48
  SPEAKER_02: I love it.
• 1:06:49
  Scott Woolley: Where does it get that stuff from?
• 1:06:51
  Scott Woolley: That's crazy.
• 1:06:52
  SPEAKER_01: I have no idea.
• 1:06:53
  SPEAKER_01: It was just because I didn't prompt it.
• 1:06:54
  SPEAKER_01: I just said, hey, I'm gonna go and I get uh, you know, I gave him a link to iDesign Lab.
• 1:07:00
  TIffany Woolley: I wonder if your AI talks to mine.
• 1:07:04
  Scott Woolley: That's wild.
• 1:07:05
  Scott Woolley: It's wild.
• 1:07:07
  Scott Woolley: So cute.
• 1:07:08
  Scott Woolley: I love that.
• 1:07:09
  Scott Woolley: Do you do you use AI a lot for just odds and ends in anything?
• 1:07:14
  SPEAKER_01: Yes.
• 1:07:15
  SPEAKER_01: I mean, I use it just to give you a sense.
• 1:07:18
  SPEAKER_01: Like I if I'm cooking dinner for the kids, I'm like, take a picture of my uh my refrigerator.
• 1:07:23
  TIffany Woolley: Refrigerator.
• 1:07:25
  SPEAKER_01: What can I do here?
• 1:07:26
  SPEAKER_01: And then it's like, you know, it tells me.
• 1:07:28
  TIffany Woolley: You're kidding.
• 1:07:29
  Scott Woolley: No, I haven't thought about that.
• 1:07:31
  Scott Woolley: That's pretty wild.
• 1:07:32
  Scott Woolley: Oh my gosh.
• 1:07:34
  SPEAKER_01: Wild, wild, wild.
• 1:07:36
  SPEAKER_01: It's really cool.
• 1:07:37
  SPEAKER_01: And it's helped me a lot too understand.
• 1:07:39
  SPEAKER_01: Like, I'm in sales, so like I I understand where people are like I try to understand where people are coming from.
• 1:07:46
  SPEAKER_01: Like I don't want to make any assumptions about where somebody's coming from.
• 1:07:50
  SPEAKER_02: Right.
• 1:07:51
  SPEAKER_01: And it and when I'm unsure or whatever, like AI really helps me like measure and get grounded and like think through what the situation is and and gives me different perspectives.
• 1:08:04
  SPEAKER_01: It's really cool.
• 1:08:04
  SPEAKER_01: It's really cool.
• 1:08:05
  SPEAKER_02: I love it.
• 1:08:06
  Scott Woolley: You know, I consider look at myself as really as a salesperson.
• 1:08:09
  Scott Woolley: Yeah.
• 1:08:10
  Scott Woolley: You know, I had my grocery store, I I always say in my other life, the grocery store, that I was went into the entertainment industry, television, motion picture.
• 1:08:19
  Scott Woolley: But I've always been selling products, either products and things that I we have come up with, or friends come to me.
• 1:08:27
  Scott Woolley: I, you know, I've got this, I got that.
• 1:08:29
  Scott Woolley: Can you help me get it into retail?
• 1:08:31
  Scott Woolley: And I've sold to probably just about every big box retailer in North America.
• 1:08:36
  Scott Woolley: And in the last couple of years, I've started writing books, and I just finished a book.
• 1:08:40
  Scott Woolley: It's actually this one here.
• 1:08:42
  Scott Woolley: It's called Pitch Sell Sold.
• 1:08:44
  Scott Woolley: Nice.
• 1:08:45
  TIffany Woolley: We'll send you one.
• 1:08:45
  TIffany Woolley: We'll send you one.
• 1:08:46
  Scott Woolley: Yeah, I'll send you one.
• 1:08:48
  Scott Woolley: And it's, you know, it's all my stories about all the pitching that I have done.
• 1:08:52
  Scott Woolley: And, you know, I got a lot of crazy and fun stories of you know, just sitting with CVS and Walgreens and Walmart and, you know, and pitching things and overcoming objections and being prepared for your objections before you go in to do your pitch.
• 1:09:09
  Scott Woolley: And, you know, and I I've been very lucky to have a lot of very interesting mentors throughout my life who are iconic individuals that left me with different really great tips on things that I talk about in the book as well.
• 1:09:25
  SPEAKER_01: I, you know, uh hearing hearing your some of the stories here in the last hour, I could I I'm actually looking forward to reading the book.
• 1:09:32
  SPEAKER_01: It's it's I'm sure it's gonna be interesting.
• 1:09:34
  SPEAKER_01: Definitely something I'd be interested in.
• 1:09:36
  SPEAKER_01: Um, so I'll let you know once I once I get through it.
• 1:09:40
  Scott Woolley: But it it's uh your story like I said, I've sold to just about everyone in kind of everything.
• 1:09:48
  Scott Woolley: I mean, I even sat in the Oval Office pitching the president of the United States on a contest.
• 1:09:54
  Scott Woolley: I've I've pitched NASA, you know, and and every single thing I say, I if I was a baseball player, I'd probably have like a 900 batting average.
• 1:10:05
  SPEAKER_01: Awesome.
• 1:10:06
  SPEAKER_01: That's amazing.
• 1:10:07
  Scott Woolley: Yeah.
• 1:10:08
  Scott Woolley: But we really enjoyed having you and we will be in touch.
• 1:10:12
  TIffany Woolley: We definitely will stay in touch and we want to keep this connect.
• 1:10:16
  Scott Woolley: Keep this company, your you know, Z Gallery going because we're looking forward to seeing it absolutely in South Florida.
• 1:10:23
  SPEAKER_01: There's there's nothing stopping us at this point.
• 1:10:25
  SPEAKER_01: We're I love it.
• 1:10:27
  Scott Woolley: Great idea.
• 1:10:27
  Scott Woolley: I believe what you guys are doing is gonna be so much better.
• 1:10:30
  Scott Woolley: Yeah, right hand on the pulse.
• 1:10:32
  SPEAKER_01: It's been it's been pretty, it's been pretty fun.
• 1:10:34
  SPEAKER_01: And um, you know, Tiffany, if you're still doing interior design work, we'd love to have you come check out our product.
• 1:10:42
  TIffany Woolley: And if I'm gonna we definitely will, without a doubt.
• 1:10:46
  TIffany Woolley: We'll do a little curated capsule for sure.
• 1:10:49
  SPEAKER_01: Yeah.
• 1:10:50
  TIffany Woolley: Thank you so much.
• 1:10:52
  TIffany Woolley: Thank you, Milan.
• 1:10:53
  TIffany Woolley: Thank you for listening to the iDesign Lab Podcast.
• 1:10:58
  Voice Over: iDesign Labs Podcast is an SW group production in association with the five star and TW interiors.
• 1:11:05
  Voice Over: To learn more about iDesign Lab or TW Interiors, please visit TWinteriors.com.