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Retailers Are Running Lean This Holiday - Here's How to Not Run Out | Ask An Expert · Omni Talk Retail

• 0:00
  Foreign.
• 0:09
  To
• 0:09
  another
• 0:09
  exciting
• 0:10
  and
• 0:10
  elucidating
• 0:11
  episode
• 0:11
  of
• 0:12
  the
• 0:12
  Omnitalk
• 0:12
  Ask
• 0:13
  an
• 0:13
  Expert
• 0:13
  series.
• 0:14
  I'm
• 0:14
  one
• 0:14
  of
• 0:14
  your
• 0:15
  co
• 0:15
  hosts
• 0:15
  for
• 0:15
  today's
• 0:16
  interview,
• 0:16
  Anne
• 0:16
  Mazinga.
• 0:17
  And
• 0:18
  I'm
• 0:18
  Chris
• 0:18
  Walton
• 0:19
  and
• 0:19
  we
• 0:20
  are.
• 0:20
  The
• 0:20
  founders
• 0:20
  of
• 0:20
  omnitalk,
• 0:21
  the
• 0:21
  fast
• 0:21
  growing
• 0:22
  retail
• 0:22
  media
• 0:22
  organization
• 0:23
  that
• 0:23
  is
• 0:23
  all
• 0:23
  about
• 0:24
  the
• 0:24
  companies,
• 0:24
  the
• 0:25
  technologies
• 0:25
  and
• 0:25
  the
• 0:26
  people
• 0:26
  that
• 0:27
  are
• 0:27
  coming
• 0:27
  together
• 0:27
  to
• 0:28
  shape
• 0:28
  the
• 0:28
  future
• 0:28
  of
• 0:28
  retail.
• 0:29
  And
• 0:29
  Chris,
• 0:30
  it's
• 0:30
  retail's
• 0:30
  high
• 0:31
  season.
• 0:31
  It's
• 0:31
  already
• 0:31
  Q4.
• 0:33
  Yes,
• 0:34
  I
• 0:34
  know
• 0:35
  it's
• 0:35
  wild.
• 0:36
  And
• 0:36
  technically
• 0:37
  I
• 0:37
  guess
• 0:38
  the
• 0:38
  holiday
• 0:38
  season
• 0:38
  kicked
• 0:39
  off
• 0:39
  with
• 0:39
  Amazon
• 0:40
  already
• 0:41
  doing
• 0:41
  prime
• 0:41
  days.
• 0:42
  That's,
• 0:42
  that's
• 0:43
  the
• 0:43
  unofficial
• 0:43
  start
• 0:44
  to
• 0:44
  the
• 0:44
  holiday
• 0:44
  season.
• 0:46
  But
• 0:46
  we've
• 0:47
  already
• 0:47
  noticed
• 0:48
  that
• 0:48
  there's
• 0:48
  quite
• 0:49
  a
• 0:49
  few
• 0:49
  differences
• 0:51
  this
• 0:51
  year
• 0:52
  compared
• 0:52
  to
• 0:53
  last
• 0:53
  year.
• 0:53
  Chris,
• 0:53
  do
• 0:54
  you
• 0:54
  have
• 0:54
  any
• 0:54
  guesses
• 0:54
  on
• 0:55
  what
• 0:55
  those
• 0:55
  are?
• 0:56
  I
• 0:56
  do
• 0:56
  not.
• 0:56
  And
• 0:57
  pray
• 0:57
  tell,
• 0:57
  I'm.
• 0:58
  I'm
• 0:58
  waiting
• 0:58
  to
• 0:58
  hear
• 0:59
  what
• 0:59
  those
• 0:59
  are.
• 0:59
  Let's
• 1:00
  go.
• 1:00
  I've
• 1:01
  got
• 1:01
  two
• 1:01
  examples
• 1:02
  for
• 1:02
  you.
• 1:02
  The
• 1:03
  first
• 1:03
  one,
• 1:04
  SPS
• 1:04
  Commerce's
• 1:05
  Retail
• 1:05
  Network
• 1:06
  data
• 1:06
  just
• 1:07
  put
• 1:07
  out
• 1:07
  a
• 1:08
  survey
• 1:08
  that
• 1:08
  shows
• 1:09
  that
• 1:09
  order
• 1:09
  counts
• 1:10
  are
• 1:10
  steady
• 1:10
  year
• 1:10
  over
• 1:11
  year.
• 1:11
  But
• 1:11
  PO
• 1:12
  values
• 1:12
  are
• 1:13
  leaner.
• 1:13
  Retailers
• 1:14
  are
• 1:14
  spreading
• 1:15
  smaller,
• 1:15
  more
• 1:16
  frequent
• 1:16
  bets,
• 1:17
  not
• 1:17
  locking
• 1:18
  in
• 1:18
  big
• 1:18
  buys.
• 1:20
  Now
• 1:20
  the
• 1:20
  second
• 1:21
  point
• 1:21
  of
• 1:21
  data
• 1:22
  that
• 1:22
  I
• 1:22
  have
• 1:22
  for
• 1:22
  you,
• 1:22
  Chris,
• 1:23
  is
• 1:23
  that
• 1:23
  Another
• 1:24
  survey
• 1:24
  from
• 1:24
  PwC
• 1:25
  shows
• 1:25
  that
• 1:26
  total
• 1:26
  holiday
• 1:26
  spend
• 1:27
  is
• 1:27
  expected
• 1:27
  to
• 1:27
  drop
• 1:28
  around
• 1:28
  5%.
• 1:29
  Gift
• 1:30
  spending
• 1:30
  is
• 1:30
  also
• 1:31
  down
• 1:31
  11%.
• 1:32
  So
• 1:33
  this
• 1:33
  is
• 1:33
  a
• 1:33
  year
• 1:34
  where
• 1:34
  early
• 1:35
  planning
• 1:36
  as
• 1:36
  it
• 1:36
  usually
• 1:37
  is,
• 1:37
  was
• 1:37
  not
• 1:38
  enough.
• 1:38
  And
• 1:38
  it's
• 1:38
  more
• 1:38
  about
• 1:39
  who
• 1:40
  can
• 1:40
  execute
• 1:41
  the
• 1:41
  fastest
• 1:41
  when
• 1:42
  November
• 1:42
  and
• 1:42
  December
• 1:43
  throw
• 1:43
  curveballs
• 1:44
  as
• 1:45
  we
• 1:45
  are
• 1:45
  keeping
• 1:45
  just
• 1:46
  upon
• 1:46
  that
• 1:47
  time
• 1:47
  of
• 1:47
  the
• 1:48
  year.
• 1:48
  But
• 1:48
  fear
• 1:48
  not
• 1:48
  Amitok
• 1:49
  fans,
• 1:49
  we
• 1:49
  are
• 1:50
  bringing
• 1:50
  you
• 1:50
  two
• 1:51
  experts
• 1:51
  today
• 1:52
  to
• 1:52
  help
• 1:52
  save
• 1:53
  your
• 1:53
  holiday
• 1:54
  season.
• 1:55
  SPS
• 1:55
  Commerce's
• 1:56
  VP
• 1:56
  of
• 1:56
  Client
• 1:57
  Success,
• 1:57
  Brandon
• 1:58
  Pierre
• 1:58
  and
• 1:59
  VP
• 1:59
  Head
• 2:00
  of
• 2:00
  Retail
• 2:00
  Sales
• 2:01
  and
• 2:01
  Customer
• 2:01
  SU
• 2:02
  Success,
• 2:02
  Tony
• 2:03
  DePaulo
• 2:04
  to
• 2:04
  give
• 2:04
  us
• 2:05
  five
• 2:05
  tactics
• 2:06
  you
• 2:06
  can
• 2:06
  deploy
• 2:07
  before
• 2:08
  Black
• 2:08
  Friday
• 2:08
  to
• 2:09
  save
• 2:10
  sales.
• 2:10
  Brandon,
• 2:11
  welcome
• 2:12
  back.
• 2:12
  Tony,
• 2:13
  welcome
• 2:14
  to
• 2:14
  your
• 2:14
  very
• 2:14
  first
• 2:14
  Ask
• 2:15
  an
• 2:15
  Expert
• 2:15
  series.
• 2:16
  How
• 2:16
  do
• 2:16
  you
• 2:16
  feel
• 2:17
  Tony?
• 2:17
  You
• 2:17
  ready
• 2:17
  to
• 2:18
  go?
• 2:18
  I
• 2:19
  sure
• 2:19
  am
• 2:19
  and
• 2:20
  thank
• 2:20
  you
• 2:20
  guys
• 2:20
  so
• 2:20
  much
• 2:20
  for
• 2:20
  having
• 2:21
  us.
• 2:21
  We're
• 2:21
  excited
• 2:21
  to
• 2:21
  be
• 2:22
  here.
• 2:22
  Yes
• 2:23
  Brandon,
• 2:24
  we're
• 2:24
  excited
• 2:25
  to
• 2:25
  have
• 2:25
  you
• 2:25
  back.
• 2:26
  You're
• 2:26
  my
• 2:26
  go
• 2:27
  to
• 2:27
  with
• 2:27
  all
• 2:27
  questions
• 2:28
  as
• 2:29
  it
• 2:29
  relates
• 2:29
  to
• 2:29
  how
• 2:29
  to
• 2:30
  save
• 2:30
  my
• 2:30
  holiday.
• 2:31
  So
• 2:31
  I
• 2:32
  hope
• 2:32
  you're
• 2:32
  still
• 2:32
  open
• 2:33
  for
• 2:33
  business
• 2:33
  here
• 2:33
  today.
• 2:34
  I
• 2:34
  will
• 2:34
  do
• 2:35
  my
• 2:35
  best
• 2:35
  and
• 2:35
  glad.
• 2:35
  To
• 2:36
  be
• 2:36
  back
• 2:38
  and
• 2:38
  I
• 2:38
  love
• 2:38
  when
• 2:38
  you
• 2:39
  data
• 2:39
  me
• 2:39
  right
• 2:39
  out
• 2:40
  of
• 2:40
  the
• 2:40
  get
• 2:40
  go
• 2:40
  man.
• 2:41
  This
• 2:41
  is,
• 2:41
  I
• 2:41
  know
• 2:42
  this
• 2:42
  is
• 2:42
  Omni
• 2:43
  talk.
• 2:43
  First
• 2:43
  you
• 2:43
  dropping
• 2:44
  data
• 2:44
  nuggets
• 2:44
  on
• 2:45
  me
• 2:45
  right
• 2:45
  in
• 2:45
  the
• 2:45
  beginning.
• 2:46
  Set
• 2:46
  the
• 2:46
  table.
• 2:46
  Set
• 2:47
  the
• 2:47
  table
• 2:47
  with
• 2:47
  a
• 2:47
  little
• 2:48
  Bit
• 2:48
  of
• 2:48
  the,
• 2:49
  the
• 2:49
  current
• 2:50
  state
• 2:50
  of
• 2:51
  things.
• 2:52
  Like
• 2:52
  I
• 2:52
  said,
• 2:53
  it's
• 2:53
  when
• 2:53
  we
• 2:53
  start
• 2:54
  holiday
• 2:54
  in
• 2:54
  October,
• 2:54
  you
• 2:55
  don't
• 2:55
  have
• 2:55
  any
• 2:55
  other
• 2:55
  choice.
• 2:56
  Yeah,
• 2:56
  it's
• 2:56
  like
• 2:56
  Christmas
• 2:57
  in
• 2:57
  the
• 2:57
  Omnitok
• 2:57
  household
• 2:58
  right
• 2:58
  now
• 2:58
  for
• 2:58
  me.
• 2:59
  Getting
• 2:59
  data
• 2:59
  dropped.
• 3:00
  All
• 3:00
  right,
• 3:00
  well,
• 3:00
  before
• 3:00
  we
• 3:00
  get
• 3:01
  started,
• 3:01
  just
• 3:01
  a
• 3:01
  quick
• 3:02
  reminder.
• 3:03
  For
• 3:03
  those
• 3:03
  watching
• 3:03
  live
• 3:04
  on
• 3:04
  LinkedIn,
• 3:04
  please
• 3:04
  remember
• 3:05
  to
• 3:05
  ask
• 3:05
  your
• 3:05
  questions
• 3:06
  of
• 3:06
  Tony
• 3:06
  and
• 3:06
  Brandon
• 3:07
  at
• 3:07
  any
• 3:07
  time
• 3:08
  via
• 3:08
  the
• 3:08
  chat
• 3:09
  session
• 3:09
  window
• 3:09
  in
• 3:10
  LinkedIn
• 3:11
  to
• 3:11
  the
• 3:11
  right
• 3:11
  hand
• 3:12
  side
• 3:12
  of
• 3:12
  your
• 3:12
  screen.
• 3:13
  All
• 3:13
  right,
• 3:13
  before
• 3:13
  we
• 3:14
  dive
• 3:14
  into
• 3:14
  questions
• 3:14
  though,
• 3:15
  we
• 3:15
  do
• 3:15
  want
• 3:15
  to
• 3:15
  set
• 3:15
  the
• 3:16
  table.
• 3:16
  And
• 3:16
  Tony,
• 3:17
  I
• 3:17
  want
• 3:17
  to
• 3:17
  start
• 3:17
  with
• 3:17
  you
• 3:17
  too.
• 3:18
  So
• 3:18
  for
• 3:18
  all
• 3:18
  of
• 3:18
  our
• 3:19
  first
• 3:19
  timers
• 3:19
  out
• 3:20
  there
• 3:20
  in
• 3:20
  the
• 3:20
  audience
• 3:20
  that
• 3:20
  may
• 3:21
  not
• 3:21
  be
• 3:21
  familiar
• 3:21
  with
• 3:22
  SPS
• 3:22
  Commerce,
• 3:23
  what
• 3:23
  it
• 3:23
  does,
• 3:23
  or
• 3:23
  even
• 3:24
  you
• 3:24
  yourself
• 3:25
  as
• 3:25
  Tony,
• 3:26
  what
• 3:27
  is
• 3:27
  SPS
• 3:27
  Commerce
• 3:28
  and
• 3:28
  what
• 3:28
  do
• 3:28
  you
• 3:28
  oversee
• 3:28
  in
• 3:28
  your
• 3:29
  role?
• 3:29
  Yeah,
• 3:30
  absolutely.
• 3:30
  So
• 3:30
  SPS
• 3:31
  Commerce
• 3:31
  is
• 3:31
  the
• 3:32
  technology
• 3:32
  company
• 3:33
  that
• 3:33
  is
• 3:33
  focused
• 3:34
  on
• 3:35
  kind
• 3:35
  of
• 3:35
  supply
• 3:35
  chain
• 3:36
  orchestration,
• 3:37
  really.
• 3:38
  We
• 3:38
  set
• 3:38
  out
• 3:39
  25
• 3:39
  plus
• 3:40
  years
• 3:40
  ago
• 3:41
  to
• 3:41
  solve
• 3:41
  the
• 3:42
  challenge
• 3:42
  of
• 3:43
  unifying
• 3:44
  and
• 3:44
  harmonizing
• 3:45
  buying
• 3:45
  organizations.
• 3:46
  Whether
• 3:46
  that's
• 3:46
  a
• 3:46
  retailer
• 3:47
  or
• 3:48
  a
• 3:48
  manufacturer,
• 3:48
  anyone
• 3:49
  who's
• 3:49
  procuring
• 3:49
  goods
• 3:50
  of
• 3:50
  any
• 3:50
  kind,
• 3:50
  be
• 3:50
  it
• 3:50
  finished
• 3:51
  or
• 3:51
  unfinished
• 3:52
  goods,
• 3:53
  and
• 3:54
  unifying
• 3:54
  them
• 3:54
  with
• 3:55
  the
• 3:55
  entirety
• 3:55
  of
• 3:55
  their
• 3:56
  trade
• 3:56
  partner
• 3:56
  network.
• 3:57
  So
• 3:57
  we
• 3:58
  talk
• 3:58
  about
• 3:58
  data
• 3:58
  that
• 3:59
  that's
• 3:59
  what
• 3:59
  we
• 3:59
  live
• 3:59
  and
• 3:59
  breathe
• 4:00
  every
• 4:00
  day
• 4:00
  here
• 4:00
  at
• 4:00
  SPS.
• 4:01
  We
• 4:01
  see
• 4:01
  the
• 4:02
  transactions
• 4:02
  flowing
• 4:03
  between
• 4:03
  over
• 4:04
  120,000
• 4:05
  trade
• 4:06
  partner
• 4:06
  connections
• 4:06
  within
• 4:07
  our
• 4:07
  network
• 4:08
  and
• 4:08
  upwards
• 4:08
  of
• 4:09
  500
• 4:09
  million
• 4:09
  annual
• 4:10
  order
• 4:11
  flows.
• 4:13
  Got
• 4:13
  it,
• 4:13
  got
• 4:13
  it.
• 4:13
  Okay.
• 4:14
  And
• 4:14
  a
• 4:14
  bit
• 4:14
  about
• 4:14
  my
• 4:14
  role.
• 4:15
  Yeah.
• 4:15
  Oh
• 4:16
  yeah,
• 4:16
  your
• 4:16
  role.
• 4:16
  Yeah,
• 4:17
  the
• 4:17
  role,
• 4:17
  the
• 4:17
  role.
• 4:17
  I'm
• 4:17
  too
• 4:17
  excited
• 4:18
  about
• 4:18
  what
• 4:18
  SPS
• 4:19
  does.
• 4:19
  So
• 4:19
  yeah,
• 4:20
  I
• 4:21
  lead
• 4:21
  retail
• 4:21
  here
• 4:21
  at
• 4:21
  sps.
• 4:22
  So
• 4:22
  I
• 4:22
  oversee
• 4:22
  teams
• 4:23
  that
• 4:23
  work
• 4:23
  with
• 4:24
  retailers
• 4:24
  and
• 4:25
  buying
• 4:25
  organizations
• 4:26
  to
• 4:27
  engage
• 4:27
  and
• 4:27
  educate
• 4:27
  them
• 4:28
  on
• 4:28
  what
• 4:28
  it
• 4:28
  is
• 4:28
  we
• 4:28
  do,
• 4:29
  onboard
• 4:29
  those
• 4:29
  teams
• 4:30
  and
• 4:30
  then
• 4:30
  ultimately
• 4:30
  work
• 4:31
  with
• 4:31
  them
• 4:31
  on
• 4:32
  an
• 4:32
  ongoing
• 4:32
  basis.
• 4:32
  So
• 4:33
  customer
• 4:33
  success.
• 4:34
  Okay.
• 4:35
  And
• 4:35
  now
• 4:35
  Brandon,
• 4:36
  I
• 4:36
  know
• 4:36
  some
• 4:36
  of
• 4:37
  our
• 4:37
  Omnitech
• 4:37
  fans
• 4:38
  will
• 4:38
  be
• 4:38
  very
• 4:38
  familiar
• 4:38
  with
• 4:39
  you.
• 4:39
  I
• 4:39
  know
• 4:39
  I
• 4:40
  was
• 4:40
  a
• 4:40
  former
• 4:40
  colleague
• 4:40
  of
• 4:41
  yours
• 4:41
  at
• 4:41
  Target,
• 4:41
  as
• 4:41
  was
• 4:42
  an.
• 4:42
  So
• 4:42
  remind
• 4:43
  our
• 4:43
  audience
• 4:43
  about
• 4:43
  who
• 4:44
  you
• 4:44
  are
• 4:44
  and
• 4:44
  what
• 4:44
  you
• 4:44
  oversee.
• 4:46
  Yeah.
• 4:46
  So
• 4:47
  Brandon
• 4:47
  Pier
• 4:48
  and
• 4:48
  I've
• 4:48
  been
• 4:48
  with
• 4:48
  SPS
• 4:49
  for
• 4:49
  about
• 4:49
  10
• 4:49
  years,
• 4:49
  but
• 4:50
  before
• 4:50
  I
• 4:50
  came
• 4:50
  to
• 4:50
  SBS,
• 4:51
  I
• 4:51
  was
• 4:51
  on
• 4:51
  the
• 4:52
  retail
• 4:52
  side
• 4:53
  like
• 4:53
  you
• 4:54
  mentioned,
• 4:54
  Chris,
• 4:55
  working
• 4:55
  at
• 4:55
  Target.
• 4:55
  But
• 4:56
  I
• 4:56
  also
• 4:56
  grew
• 4:56
  up
• 4:56
  in
• 4:56
  a
• 4:57
  small
• 4:57
  family
• 4:58
  retail
• 4:58
  business,
• 4:58
  so
• 4:59
  it
• 4:59
  kind
• 4:59
  of
• 4:59
  lived
• 5:00
  in
• 5:00
  the
• 5:00
  retail
• 5:00
  space
• 5:01
  my
• 5:01
  entire
• 5:01
  Life.
• 5:01
  But
• 5:02
  at
• 5:02
  SPS,
• 5:03
  I
• 5:03
  have
• 5:03
  the
• 5:03
  opportunity
• 5:04
  to
• 5:04
  work
• 5:04
  with
• 5:05
  4,000
• 5:05
  of
• 5:05
  our
• 5:06
  buying
• 5:06
  organizations
• 5:07
  across
• 5:07
  the
• 5:07
  globe.
• 5:08
  And
• 5:08
  like
• 5:09
  Tony
• 5:09
  had
• 5:09
  highlighted,
• 5:10
  part
• 5:10
  of
• 5:10
  my
• 5:10
  team's
• 5:11
  responsibility
• 5:11
  is
• 5:11
  when
• 5:11
  a
• 5:12
  retailer
• 5:12
  wants
• 5:13
  to
• 5:13
  change
• 5:13
  the
• 5:13
  way
• 5:14
  in
• 5:14
  which
• 5:14
  they
• 5:14
  work
• 5:14
  with
• 5:14
  their
• 5:15
  suppliers.
• 5:15
  We're
• 5:15
  really
• 5:16
  coming
• 5:16
  in
• 5:16
  and
• 5:17
  helping
• 5:17
  them
• 5:17
  think
• 5:17
  about
• 5:18
  how
• 5:18
  to
• 5:18
  most
• 5:19
  optimally
• 5:19
  do
• 5:20
  that,
• 5:20
  whether
• 5:20
  it's
• 5:21
  the
• 5:21
  way
• 5:21
  they
• 5:21
  work
• 5:21
  internally
• 5:22
  with
• 5:22
  the
• 5:22
  data
• 5:22
  they're
• 5:23
  acquiring
• 5:23
  or
• 5:24
  the
• 5:24
  way
• 5:24
  in
• 5:24
  which
• 5:24
  they
• 5:24
  work
• 5:24
  with
• 5:25
  their
• 5:25
  suppliers.
• 5:25
  So
• 5:27
  yeah,
• 5:27
  I'm
• 5:27
  excited
• 5:27
  to
• 5:28
  talk
• 5:28
  about
• 5:28
  kind
• 5:28
  of
• 5:28
  what
• 5:29
  we've
• 5:29
  been
• 5:29
  seeing.
• 5:30
  Well,
• 5:31
  Brandon,
• 5:31
  I
• 5:32
  will
• 5:32
  not
• 5:32
  keep
• 5:32
  Chris
• 5:33
  in
• 5:33
  suspense
• 5:34
  any
• 5:34
  longer.
• 5:36
  He
• 5:36
  wants
• 5:36
  the
• 5:36
  data,
• 5:37
  let's
• 5:37
  give
• 5:38
  it
• 5:38
  to
• 5:38
  him.
• 5:39
  I
• 5:39
  mentioned
• 5:40
  the
• 5:40
  SPS
• 5:40
  retailer
• 5:41
  data
• 5:41
  in
• 5:41
  the
• 5:41
  intro,
• 5:42
  but
• 5:42
  when
• 5:43
  you
• 5:43
  look
• 5:43
  at
• 5:43
  all
• 5:43
  of
• 5:44
  this,
• 5:44
  Brandon,
• 5:44
  especially
• 5:45
  with
• 5:45
  almost
• 5:45
  10
• 5:46
  years
• 5:46
  now
• 5:46
  that
• 5:46
  you've
• 5:47
  been
• 5:47
  at
• 5:47
  SPS
• 5:47
  and
• 5:48
  10
• 5:48
  holidays
• 5:48
  that
• 5:49
  you've
• 5:49
  seen
• 5:49
  there,
• 5:49
  what's
• 5:50
  the
• 5:50
  data
• 5:50
  that
• 5:50
  really
• 5:51
  stands
• 5:51
  out
• 5:51
  in
• 5:51
  your
• 5:51
  mind?
• 5:53
  Funny
• 5:53
  enough,
• 5:54
  when
• 5:54
  I
• 5:54
  said
• 5:54
  I've
• 5:54
  been
• 5:54
  here
• 5:54
  10
• 5:55
  years,
• 5:55
  I
• 5:55
  actually
• 5:55
  started
• 5:56
  Cyber
• 5:56
  Week.
• 5:59
  Was
• 5:59
  my
• 5:59
  first
• 5:59
  thing.
• 6:00
  Crazy
• 6:01
  Blood
• 6:02
  for
• 6:02
  punishment.
• 6:03
  Yes.
• 6:03
  Yeah,
• 6:04
  right.
• 6:04
  No.
• 6:05
  So
• 6:05
  it
• 6:05
  has
• 6:06
  been
• 6:06
  fascinating
• 6:06
  to
• 6:07
  kind
• 6:07
  of
• 6:07
  watch
• 6:08
  the
• 6:08
  way
• 6:09
  retailers
• 6:09
  and
• 6:10
  suppliers
• 6:10
  have
• 6:10
  been
• 6:10
  planning
• 6:11
  for
• 6:11
  the
• 6:11
  holiday
• 6:11
  this
• 6:11
  year.
• 6:12
  And
• 6:12
  you
• 6:12
  mentioned
• 6:13
  some
• 6:13
  of
• 6:13
  this
• 6:13
  and
• 6:14
  some
• 6:14
  of
• 6:14
  what
• 6:14
  we've
• 6:14
  seen
• 6:15
  is
• 6:16
  they
• 6:16
  are,
• 6:17
  it
• 6:17
  looks
• 6:17
  like
• 6:17
  building
• 6:18
  inventory
• 6:18
  a
• 6:19
  little
• 6:19
  bit
• 6:19
  earlier
• 6:20
  and
• 6:20
  whether
• 6:20
  that's
• 6:21
  to
• 6:21
  avoid
• 6:21
  some
• 6:22
  of
• 6:22
  the
• 6:22
  tariff
• 6:22
  challenges
• 6:23
  potentially
• 6:23
  in
• 6:24
  disruption
• 6:24
  or
• 6:25
  challenges
• 6:26
  that
• 6:26
  they
• 6:27
  have
• 6:27
  seen
• 6:28
  in
• 6:28
  the
• 6:28
  past
• 6:28
  with
• 6:29
  last
• 6:29
  minute
• 6:29
  carriers,
• 6:30
  logistics
• 6:31
  providers.
• 6:32
  But
• 6:32
  we
• 6:32
  are
• 6:32
  seeing
• 6:33
  total
• 6:33
  order
• 6:34
  count
• 6:35
  actually
• 6:35
  up
• 6:35
  about
• 6:36
  15%
• 6:37
  in
• 6:37
  that
• 6:37
  time
• 6:37
  period
• 6:38
  between
• 6:38
  January
• 6:38
  and
• 6:39
  August
• 6:39
  than
• 6:39
  what
• 6:40
  we
• 6:40
  saw
• 6:40
  last
• 6:40
  year.
• 6:41
  So
• 6:41
  it's
• 6:41
  pretty
• 6:42
  evident
• 6:42
  they're
• 6:42
  front
• 6:42
  loading
• 6:43
  inventory.
• 6:44
  But
• 6:44
  the
• 6:44
  other
• 6:44
  thing
• 6:44
  you
• 6:45
  highlighted
• 6:45
  is
• 6:46
  the
• 6:46
  actual
• 6:46
  dollar
• 6:47
  spend
• 6:47
  on
• 6:47
  that
• 6:47
  order
• 6:48
  volume
• 6:48
  appears
• 6:49
  to
• 6:49
  be
• 6:49
  down.
• 6:50
  So
• 6:50
  they
• 6:50
  don't
• 6:50
  seem
• 6:51
  to
• 6:51
  be
• 6:51
  building
• 6:51
  safety
• 6:52
  stock
• 6:52
  at
• 6:53
  the
• 6:53
  same
• 6:53
  level.
• 6:54
  And
• 6:54
  we're
• 6:55
  seeing
• 6:55
  that
• 6:55
  total
• 6:56
  dollar
• 6:56
  volume
• 6:57
  on
• 6:57
  that
• 6:57
  order
• 6:57
  is
• 6:58
  down
• 6:58
  about
• 6:58
  25%
• 6:59
  which
• 7:00
  really
• 7:00
  kind
• 7:00
  of
• 7:00
  sets
• 7:01
  it
• 7:01
  up
• 7:01
  for
• 7:02
  the
• 7:02
  flexibility
• 7:03
  to
• 7:03
  react
• 7:04
  in
• 7:04
  season.
• 7:06
  Wow,
• 7:06
  that's
• 7:06
  great.
• 7:06
  So
• 7:06
  I
• 7:07
  didn't
• 7:07
  realize
• 7:07
  you
• 7:07
  guys
• 7:07
  had
• 7:07
  that
• 7:07
  data
• 7:08
  too.
• 7:08
  That's
• 7:08
  really
• 7:08
  interesting.
• 7:09
  So
• 7:09
  Brad,
• 7:09
  I
• 7:09
  want
• 7:09
  to
• 7:09
  make
• 7:09
  sure
• 7:09
  I'm
• 7:10
  understanding
• 7:10
  this
• 7:10
  right.
• 7:10
  So
• 7:10
  you're
• 7:11
  saying.
• 7:11
  So
• 7:11
  they
• 7:12
  that
• 7:12
  because
• 7:12
  we've
• 7:13
  heard
• 7:13
  that
• 7:13
  retailers
• 7:13
  have
• 7:13
  been
• 7:14
  front
• 7:14
  loading,
• 7:14
  you're
• 7:14
  saying
• 7:14
  they've
• 7:15
  been
• 7:15
  front
• 7:15
  loading,
• 7:16
  but
• 7:16
  then
• 7:16
  as
• 7:16
  you
• 7:16
  look
• 7:17
  out
• 7:17
  through
• 7:17
  the
• 7:17
  rest
• 7:17
  of
• 7:18
  the
• 7:18
  season,
• 7:18
  the
• 7:18
  receipt
• 7:19
  quantities
• 7:20
  are
• 7:20
  actually
• 7:20
  down,
• 7:22
  Right?
• 7:22
  Right.
• 7:22
  From
• 7:23
  a
• 7:23
  dollar
• 7:23
  spend
• 7:24
  as
• 7:24
  well
• 7:24
  as
• 7:24
  the
• 7:25
  amount
• 7:25
  of
• 7:26
  orders
• 7:26
  it
• 7:26
  looks
• 7:27
  like
• 7:27
  they've
• 7:27
  placed
• 7:28
  in
• 7:28
  advance.
• 7:28
  Really
• 7:29
  kind
• 7:29
  of
• 7:29
  setting
• 7:29
  up
• 7:30
  for
• 7:30
  this.
• 7:30
  And
• 7:30
  we
• 7:30
  all
• 7:30
  know
• 7:31
  it,
• 7:31
  it
• 7:31
  comes
• 7:32
  down
• 7:32
  to
• 7:32
  execution
• 7:32
  in
• 7:33
  the
• 7:33
  season,
• 7:33
  but
• 7:33
  they're
• 7:33
  putting
• 7:34
  even
• 7:34
  more
• 7:35
  kind
• 7:35
  of
• 7:35
  bets
• 7:35
  on
• 7:36
  that
• 7:36
  in
• 7:36
  season
• 7:36
  reaction
• 7:37
  at
• 7:37
  this
• 7:37
  point.
• 7:38
  So
• 7:39
  what
• 7:39
  are
• 7:39
  the
• 7:39
  costs
• 7:39
  that
• 7:40
  are
• 7:40
  associated
• 7:40
  with
• 7:40
  that?
• 7:40
  Like
• 7:41
  you
• 7:41
  know,
• 7:41
  if
• 7:41
  It's,
• 7:42
  I
• 7:42
  mean
• 7:42
  they're
• 7:42
  probably
• 7:42
  trying
• 7:43
  to
• 7:43
  be
• 7:43
  as
• 7:43
  flexible
• 7:43
  as
• 7:43
  they
• 7:44
  can
• 7:44
  to
• 7:44
  make
• 7:44
  or
• 7:44
  delay
• 7:45
  whatever
• 7:45
  decisions
• 7:45
  they
• 7:45
  can.
• 7:46
  Knowing
• 7:46
  how
• 7:47
  retailers
• 7:47
  think,
• 7:47
  what
• 7:48
  are
• 7:48
  the
• 7:48
  costs
• 7:48
  that
• 7:49
  they
• 7:49
  have
• 7:49
  to
• 7:49
  factor
• 7:49
  in
• 7:49
  here?
• 7:50
  Brandon,
• 7:51
  I
• 7:52
  mean
• 7:52
  a
• 7:52
  couple
• 7:52
  of
• 7:53
  things.
• 7:53
  One
• 7:53
  is
• 7:54
  it
• 7:54
  is
• 7:54
  going
• 7:55
  to
• 7:55
  require
• 7:55
  more
• 7:56
  in
• 7:56
  season
• 7:56
  reaction,
• 7:57
  meaning
• 7:57
  things
• 7:57
  like
• 7:58
  cutting
• 7:58
  last
• 7:58
  minute
• 7:59
  orders,
• 8:01
  monitoring
• 8:01
  orders,
• 8:02
  even
• 8:02
  that
• 8:02
  much
• 8:02
  more
• 8:03
  closely
• 8:03
  as
• 8:04
  they're
• 8:04
  reacting
• 8:04
  in
• 8:05
  season.
• 8:06
  It's
• 8:06
  going
• 8:06
  to
• 8:07
  put
• 8:07
  some
• 8:07
  stress
• 8:07
  on
• 8:08
  their
• 8:08
  suppliers
• 8:08
  too
• 8:09
  to
• 8:09
  react
• 8:09
  in
• 8:09
  season.
• 8:10
  And
• 8:10
  the
• 8:10
  reality
• 8:11
  is
• 8:11
  it's
• 8:11
  not
• 8:12
  just
• 8:12
  one
• 8:12
  retailer
• 8:13
  doing
• 8:13
  it.
• 8:13
  Many
• 8:13
  retailers
• 8:14
  are
• 8:14
  setting
• 8:14
  up
• 8:15
  in
• 8:15
  this
• 8:15
  way.
• 8:16
  And
• 8:16
  so,
• 8:16
  you
• 8:16
  know,
• 8:16
  part
• 8:17
  of
• 8:17
  the
• 8:17
  cost
• 8:17
  is
• 8:17
  are
• 8:18
  they
• 8:18
  actually
• 8:18
  going
• 8:18
  to
• 8:18
  be
• 8:18
  able
• 8:18
  to
• 8:19
  get
• 8:19
  into
• 8:19
  the
• 8:19
  inventory
• 8:20
  fast
• 8:20
  enough
• 8:21
  when
• 8:21
  they
• 8:21
  need
• 8:22
  to
• 8:22
  in
• 8:22
  the
• 8:22
  season
• 8:23
  to
• 8:23
  react
• 8:24
  and
• 8:24
  then
• 8:25
  the
• 8:25
  amount
• 8:25
  of
• 8:25
  changes
• 8:26
  that
• 8:26
  are
• 8:26
  going
• 8:26
  to
• 8:26
  come
• 8:26
  as
• 8:26
  a
• 8:27
  result
• 8:27
  as
• 8:27
  many
• 8:28
  retailers
• 8:29
  start
• 8:29
  to
• 8:29
  flood
• 8:29
  these
• 8:29
  supplier
• 8:30
  system
• 8:30
  with
• 8:31
  last
• 8:31
  minute
• 8:31
  order
• 8:32
  orders
• 8:32
  and
• 8:32
  shipments
• 8:32
  that
• 8:33
  they're
• 8:33
  going
• 8:33
  to
• 8:33
  expect
• 8:33
  them
• 8:34
  to
• 8:34
  be
• 8:35
  able
• 8:35
  to
• 8:35
  fulfill.
• 8:36
  Right,
• 8:36
  we're
• 8:36
  seeing
• 8:36
  that
• 8:36
  in
• 8:37
  our
• 8:37
  data.
• 8:37
  Right.
• 8:38
  When
• 8:38
  we
• 8:38
  look
• 8:38
  at
• 8:38
  our
• 8:38
  data,
• 8:39
  how
• 8:39
  do
• 8:40
  we
• 8:40
  get
• 8:40
  to
• 8:40
  that
• 8:40
  answer
• 8:40
  that
• 8:41
  the
• 8:41
  strain
• 8:41
  is
• 8:42
  landing
• 8:42
  on
• 8:42
  suppliers?
• 8:43
  Well,
• 8:43
  this
• 8:44
  year
• 8:45
  nearly
• 8:46
  double
• 8:46
  the
• 8:47
  amount
• 8:47
  of
• 8:49
  PO
• 8:49
  acknowledgement
• 8:50
  errors
• 8:50
  are
• 8:51
  happening.
• 8:51
  So
• 8:51
  those
• 8:52
  suppliers
• 8:52
  are
• 8:53
  feeling
• 8:53
  that
• 8:53
  strain.
• 8:54
  They're
• 8:55
  being
• 8:55
  stretched
• 8:55
  thinner
• 8:56
  and
• 8:56
  execution
• 8:57
  risk
• 8:57
  is
• 8:57
  absolutely
• 8:58
  rising.
• 8:58
  And
• 8:59
  we're
• 8:59
  seeing
• 8:59
  that
• 8:59
  in
• 8:59
  the
• 8:59
  form
• 9:00
  of
• 9:00
  those
• 9:00
  acknowledgement
• 9:01
  errors.
• 9:02
  And
• 9:02
  Tony,
• 9:03
  what
• 9:03
  causes
• 9:03
  that
• 9:03
  too?
• 9:04
  Like
• 9:04
  what,
• 9:04
  what,
• 9:04
  what
• 9:04
  are
• 9:05
  the
• 9:05
  factors
• 9:05
  that
• 9:05
  lead
• 9:05
  to,
• 9:06
  you
• 9:06
  know,
• 9:06
  quote
• 9:06
  unquote
• 9:07
  po,
• 9:07
  you
• 9:08
  know,
• 9:08
  POA
• 9:08
  discrepancies.
• 9:10
  Yeah,
• 9:10
  just
• 9:11
  inconsistent
• 9:12
  inventory
• 9:12
  or,
• 9:12
  excuse
• 9:13
  me,
• 9:13
  order,
• 9:14
  you
• 9:14
  know,
• 9:14
  order
• 9:15
  flows
• 9:15
  coming
• 9:16
  from
• 9:16
  their
• 9:16
  retail
• 9:17
  partners
• 9:17
  and
• 9:18
  so
• 9:18
  not
• 9:18
  kind
• 9:18
  of
• 9:19
  having
• 9:19
  the
• 9:19
  same
• 9:19
  cadence
• 9:20
  as
• 9:20
  other
• 9:20
  years
• 9:21
  and
• 9:21
  having
• 9:21
  to
• 9:21
  react.
• 9:22
  Right.
• 9:22
  So
• 9:22
  people
• 9:22
  are,
• 9:23
  you
• 9:23
  know,
• 9:23
  when
• 9:23
  you
• 9:23
  go
• 9:23
  fast,
• 9:24
  a
• 9:24
  lot
• 9:24
  of
• 9:24
  times
• 9:24
  you
• 9:24
  make
• 9:25
  mistakes.
• 9:25
  And
• 9:26
  I
• 9:26
  think
• 9:26
  we're
• 9:26
  all,
• 9:27
  we're
• 9:27
  all
• 9:27
  prone
• 9:27
  to
• 9:27
  that.
• 9:28
  And
• 9:28
  really
• 9:28
  that's
• 9:28
  what's
• 9:29
  being
• 9:29
  asked
• 9:29
  to
• 9:29
  suppliers.
• 9:30
  And
• 9:30
  so
• 9:30
  retailers
• 9:31
  are
• 9:31
  asking
• 9:31
  more
• 9:32
  of
• 9:32
  their
• 9:32
  suppliers
• 9:33
  than
• 9:33
  they
• 9:34
  have
• 9:34
  maybe
• 9:34
  in
• 9:34
  the
• 9:34
  past.
• 9:35
  That
• 9:35
  means
• 9:36
  one
• 9:37
  every
• 9:37
  one
• 9:37
  in
• 9:37
  five
• 9:38
  orders.
• 9:39
  There's
• 9:39
  some
• 9:40
  sort
• 9:40
  of
• 9:40
  change
• 9:40
  coming
• 9:40
  in
• 9:41
  and
• 9:41
  happening.
• 9:41
  Whether
• 9:41
  that's
• 9:42
  a
• 9:42
  reflection
• 9:43
  on
• 9:43
  pricing
• 9:43
  changes,
• 9:44
  could
• 9:44
  be
• 9:44
  tied
• 9:44
  to
• 9:45
  tariffs
• 9:45
  and
• 9:45
  tariff
• 9:46
  pressure
• 9:46
  or
• 9:47
  else
• 9:47
  it
• 9:47
  could
• 9:47
  be
• 9:47
  ship
• 9:48
  timing
• 9:48
  windows
• 9:49
  where
• 9:49
  you
• 9:49
  wanted
• 9:49
  it
• 9:49
  next
• 9:50
  week.
• 9:50
  I
• 9:50
  can't
• 9:50
  get
• 9:50
  it
• 9:50
  to
• 9:51
  you
• 9:51
  until
• 9:51
  two
• 9:52
  weeks
• 9:52
  from
• 9:52
  now.
• 9:52
  Or
• 9:52
  quantity
• 9:53
  changes
• 9:53
  typically
• 9:54
  is
• 9:54
  what
• 9:54
  we'll
• 9:54
  see.
• 9:55
  And
• 9:56
  those
• 9:56
  are
• 9:56
  both
• 9:56
  coming
• 9:57
  from
• 9:57
  when
• 9:57
  a
• 9:57
  retailer
• 9:58
  has
• 9:58
  to
• 9:58
  modify
• 9:59
  what
• 9:59
  they
• 10:00
  want.
• 10:00
  They'll
• 10:00
  send
• 10:01
  out
• 10:01
  some
• 10:01
  of
• 10:01
  those
• 10:01
  changes
• 10:02
  and
• 10:02
  at
• 10:02
  times
• 10:02
  that's
• 10:02
  coming
• 10:03
  from
• 10:03
  the
• 10:03
  supplier
• 10:03
  just
• 10:04
  simply
• 10:04
  saying,
• 10:04
  you
• 10:05
  got
• 10:05
  it
• 10:05
  wrong
• 10:05
  retailer.
• 10:06
  I
• 10:06
  don't
• 10:06
  have
• 10:06
  the
• 10:06
  inventory
• 10:07
  or
• 10:07
  that's
• 10:08
  not
• 10:08
  the
• 10:08
  price
• 10:08
  or
• 10:09
  I
• 10:10
  can
• 10:10
  get
• 10:10
  it
• 10:10
  to
• 10:10
  you,
• 10:10
  but
• 10:10
  it's
• 10:11
  going
• 10:11
  to
• 10:11
  be
• 10:11
  two
• 10:11
  weeks
• 10:11
  from
• 10:11
  now
• 10:12
  and
• 10:12
  they
• 10:12
  need
• 10:12
  to
• 10:12
  adjust
• 10:13
  on
• 10:13
  both
• 10:13
  sides.
• 10:14
  So
• 10:16
  walk
• 10:16
  me
• 10:16
  through
• 10:16
  that
• 10:17
  then
• 10:17
  too,
• 10:17
  Tony,
• 10:18
  maybe
• 10:18
  I'll
• 10:18
  start
• 10:18
  with
• 10:18
  you
• 10:19
  like,
• 10:19
  so
• 10:19
  what
• 10:20
  is
• 10:20
  going
• 10:21
  to
• 10:21
  happen
• 10:21
  then
• 10:21
  if
• 10:22
  demand
• 10:22
  spikes
• 10:23
  and
• 10:23
  then
• 10:23
  what
• 10:24
  will
• 10:24
  happen
• 10:24
  if
• 10:25
  conversely
• 10:25
  the
• 10:26
  demand
• 10:26
  is
• 10:26
  soft?
• 10:27
  Like,
• 10:27
  where
• 10:27
  are
• 10:27
  retailers
• 10:28
  going
• 10:28
  to
• 10:28
  be
• 10:28
  sitting
• 10:29
  then?
• 10:30
  Yeah,
• 10:30
  two
• 10:30
  scenarios
• 10:31
  and
• 10:31
  I
• 10:31
  think
• 10:31
  we're,
• 10:31
  we're
• 10:32
  both,
• 10:32
  we're
• 10:32
  all
• 10:33
  hoping
• 10:33
  for
• 10:33
  the
• 10:33
  first
• 10:33
  of
• 10:34
  those
• 10:34
  two
• 10:34
  scenarios.
• 10:35
  Right.
• 10:35
  I
• 10:35
  think
• 10:35
  everyone
• 10:35
  would
• 10:35
  love
• 10:36
  to
• 10:36
  see
• 10:36
  a
• 10:36
  demand
• 10:36
  spike
• 10:37
  this
• 10:37
  holiday
• 10:37
  season,
• 10:39
  but
• 10:40
  as
• 10:40
  Brandon
• 10:41
  alluded
• 10:41
  to
• 10:41
  earlier,
• 10:41
  most
• 10:42
  folks
• 10:42
  are
• 10:42
  planning
• 10:43
  for
• 10:43
  that
• 10:43
  soft
• 10:43
  demand.
• 10:44
  And
• 10:44
  so
• 10:44
  if
• 10:44
  we
• 10:44
  do
• 10:45
  get
• 10:46
  hot
• 10:46
  and
• 10:46
  lean,
• 10:47
  inventory
• 10:48
  is
• 10:49
  out
• 10:49
  there
• 10:49
  on
• 10:49
  the
• 10:50
  shelves,
• 10:51
  you
• 10:51
  know,
• 10:52
  there
• 10:52
  will
• 10:52
  be
• 10:52
  a
• 10:52
  late
• 10:52
  season
• 10:52
  crunch.
• 10:53
  Right.
• 10:53
  There
• 10:53
  will
• 10:53
  be
• 10:54
  a
• 10:54
  rush
• 10:54
  to
• 10:55
  backfill
• 10:55
  inventory
• 10:56
  and
• 10:57
  even
• 10:57
  small
• 10:58
  dips,
• 10:58
  dips
• 10:58
  and
• 10:59
  on
• 10:59
  time
• 10:59
  in
• 11:00
  full
• 11:00
  from
• 11:00
  suppliers
• 11:01
  could
• 11:01
  lead
• 11:01
  to
• 11:02
  customers
• 11:02
  walking
• 11:03
  in
• 11:03
  the
• 11:03
  store
• 11:03
  and
• 11:04
  not
• 11:04
  get
• 11:04
  what
• 11:04
  they're
• 11:04
  looking
• 11:05
  for.
• 11:05
  Right.
• 11:05
  So
• 11:06
  I
• 11:06
  think
• 11:06
  when
• 11:06
  you're,
• 11:06
  when
• 11:06
  you're
• 11:06
  running
• 11:07
  lean,
• 11:07
  if
• 11:08
  demand
• 11:09
  ends
• 11:09
  up
• 11:09
  spiking,
• 11:10
  there's
• 11:10
  definitely
• 11:10
  risk
• 11:11
  there.
• 11:12
  Conversely,
• 11:13
  I
• 11:13
  think,
• 11:13
  you
• 11:13
  know,
• 11:13
  what
• 11:13
  everyone's
• 11:14
  planning
• 11:14
  for
• 11:14
  is
• 11:15
  for
• 11:15
  demand
• 11:15
  to
• 11:15
  stay
• 11:15
  soft
• 11:16
  and
• 11:17
  inflation
• 11:18
  is
• 11:19
  keeping
• 11:19
  in
• 11:20
  that
• 11:20
  scenario.
• 11:20
  I
• 11:20
  think
• 11:20
  most
• 11:21
  people
• 11:21
  are
• 11:21
  assuming
• 11:21
  inflation
• 11:21
  is
• 11:22
  going
• 11:22
  to
• 11:22
  keep
• 11:22
  to
• 11:22
  spend
• 11:22
  flat.
• 11:24
  So
• 11:25
  the
• 11:25
  ask
• 11:25
  then,
• 11:26
  or
• 11:26
  what's
• 11:26
  necessary
• 11:27
  for
• 11:27
  retailers
• 11:28
  is
• 11:28
  to
• 11:29
  be
• 11:29
  precise
• 11:29
  in
• 11:29
  execution
• 11:30
  and
• 11:30
  to
• 11:31
  leverage
• 11:31
  data
• 11:32
  as
• 11:32
  well
• 11:32
  as
• 11:33
  possible
• 11:33
  to
• 11:33
  drive
• 11:34
  promotional
• 11:34
  strategies.
• 11:35
  Right.
• 11:35
  That's
• 11:35
  how
• 11:35
  you're
• 11:35
  going
• 11:35
  to,
• 11:36
  you're
• 11:36
  going
• 11:36
  to
• 11:36
  differentiate
• 11:37
  in
• 11:37
  a,
• 11:37
  in
• 11:37
  a
• 11:37
  softer
• 11:38
  market.
• 11:39
  And
• 11:39
  so
• 11:40
  retailers
• 11:40
  are
• 11:40
  going
• 11:40
  to
• 11:40
  need
• 11:40
  to
• 11:41
  maximize
• 11:41
  the
• 11:41
  sell
• 11:41
  through
• 11:42
  and
• 11:43
  all
• 11:43
  eyes
• 11:44
  should
• 11:44
  be
• 11:44
  on
• 11:45
  their
• 11:45
  assortment
• 11:45
  and
• 11:46
  sales
• 11:46
  data
• 11:46
  as
• 11:47
  they
• 11:47
  progress
• 11:47
  through
• 11:47
  the
• 11:48
  season
• 11:48
  and
• 11:49
  so
• 11:49
  that
• 11:49
  they
• 11:49
  can
• 11:49
  pivot
• 11:49
  in
• 11:50
  real
• 11:50
  time
• 11:50
  and
• 11:50
  communicate
• 11:51
  with
• 11:51
  their
• 11:51
  vendors
• 11:51
  on
• 11:51
  what's
• 11:52
  needed
• 11:52
  so
• 11:52
  that
• 11:52
  they
• 11:53
  don't
• 11:53
  miss
• 11:53
  out
• 11:53
  on
• 11:53
  any
• 11:53
  demand
• 11:54
  opportunity.
• 11:55
  Man,
• 11:56
  those
• 11:56
  relationships
• 11:56
  are
• 11:57
  going
• 11:57
  to
• 11:57
  be
• 11:57
  important
• 11:58
  come
• 11:58
  November
• 11:59
  too,
• 11:59
  I
• 12:00
  imagine
• 12:00
  between
• 12:00
  the
• 12:01
  retailers
• 12:01
  and
• 12:01
  their
• 12:01
  suppliers.
• 12:02
  So
• 12:02
  what
• 12:03
  you're
• 12:03
  saying
• 12:03
  is
• 12:03
  if
• 12:03
  it,
• 12:04
  if
• 12:04
  it,
• 12:04
  if
• 12:04
  it,
• 12:04
  if
• 12:05
  demand
• 12:05
  spikes,
• 12:06
  if
• 12:06
  it
• 12:06
  runs
• 12:06
  hot,
• 12:07
  the
• 12:07
  execution
• 12:08
  is
• 12:08
  going
• 12:08
  to
• 12:08
  be
• 12:09
  a
• 12:09
  total
• 12:09
  race
• 12:10
  to
• 12:10
  who
• 12:11
  can
• 12:11
  get
• 12:11
  the
• 12:11
  product
• 12:12
  first
• 12:12
  and
• 12:12
  who
• 12:12
  can,
• 12:13
  you
• 12:13
  know,
• 12:13
  make
• 12:13
  that,
• 12:13
  make
• 12:14
  those
• 12:14
  situations
• 12:14
  happen
• 12:15
  most
• 12:15
  quickly.
• 12:16
  If
• 12:16
  it's
• 12:17
  cold,
• 12:17
  it's
• 12:17
  going
• 12:17
  to
• 12:17
  be
• 12:17
  a
• 12:18
  hundred
• 12:18
  percent
• 12:18
  dependent
• 12:19
  on
• 12:19
  how
• 12:20
  precise
• 12:20
  you
• 12:20
  are
• 12:21
  with
• 12:22
  your,
• 12:22
  your
• 12:22
  kind
• 12:23
  of
• 12:23
  expectations
• 12:24
  that
• 12:24
  you've
• 12:24
  set
• 12:25
  for
• 12:25
  the,
• 12:25
  for
• 12:26
  inventory
• 12:26
  and
• 12:27
  with
• 12:27
  your
• 12:27
  suppliers.
• 12:28
  Is
• 12:28
  that,
• 12:29
  am
• 12:29
  I
• 12:29
  hearing
• 12:29
  that
• 12:29
  right?
• 12:30
  Yeah,
• 12:30
  that's
• 12:31
  exactly
• 12:31
  right.
• 12:31
  Definitely
• 12:32
  a
• 12:32
  challenging
• 12:32
  scenario
• 12:33
  to
• 12:33
  plan
• 12:33
  for
• 12:33
  those
• 12:33
  two
• 12:34
  for
• 12:34
  the
• 12:34
  merchandising
• 12:34
  and
• 12:35
  buying
• 12:35
  organizations
• 12:36
  out
• 12:36
  there.
• 12:37
  Brendan,
• 12:37
  you
• 12:37
  mentioned
• 12:38
  some
• 12:38
  of
• 12:38
  the
• 12:38
  risks
• 12:38
  out
• 12:38
  at
• 12:39
  the
• 12:39
  outset
• 12:40
  here,
• 12:40
  you
• 12:40
  know,
• 12:40
  a
• 12:40
  few
• 12:40
  minutes
• 12:41
  ago.
• 12:41
  But
• 12:43
  if
• 12:43
  we
• 12:43
  step
• 12:43
  back
• 12:44
  30,000
• 12:44
  foot
• 12:45
  view,
• 12:45
  what
• 12:45
  are
• 12:46
  the
• 12:46
  biggest
• 12:46
  execution
• 12:47
  risks
• 12:47
  this
• 12:48
  season?
• 12:48
  We
• 12:48
  talked
• 12:48
  about
• 12:48
  demand,
• 12:49
  you
• 12:49
  know,
• 12:50
  potentially
• 12:50
  getting
• 12:50
  hotter
• 12:51
  or
• 12:51
  hotter,
• 12:51
  cold.
• 12:52
  But,
• 12:53
  you
• 12:53
  know,
• 12:53
  what
• 12:53
  do
• 12:53
  the
• 12:53
  retailers
• 12:54
  and
• 12:54
  the
• 12:54
  suppliers
• 12:55
  too
• 12:55
  need
• 12:55
  to
• 12:55
  have
• 12:55
  on
• 12:55
  their
• 12:56
  radar
• 12:56
  screen
• 12:56
  if
• 12:56
  you
• 12:56
  were
• 12:57
  to
• 12:57
  break
• 12:57
  that
• 12:57
  out
• 12:57
  for
• 12:58
  us,
• 12:58
  what
• 12:58
  are
• 12:59
  the
• 12:59
  biggest
• 12:59
  risks?
• 13:00
  I
• 13:00
  mean,
• 13:00
  the
• 13:01
  biggest
• 13:01
  thing,
• 13:01
  quite
• 13:01
  honestly,
• 13:02
  is
• 13:02
  going
• 13:02
  to
• 13:03
  be
• 13:03
  their
• 13:03
  ability
• 13:03
  to
• 13:03
  chase
• 13:04
  into
• 13:04
  the
• 13:05
  inventory
• 13:05
  with
• 13:06
  their
• 13:06
  suppliers
• 13:07
  when
• 13:07
  those
• 13:07
  items
• 13:08
  do
• 13:08
  start
• 13:08
  to
• 13:08
  take
• 13:09
  off.
• 13:09
  And
• 13:09
  so
• 13:10
  some
• 13:10
  of
• 13:10
  the
• 13:10
  areas
• 13:10
  that
• 13:11
  I
• 13:11
  think
• 13:11
  they're
• 13:11
  going
• 13:11
  to
• 13:11
  want
• 13:11
  to
• 13:12
  start
• 13:12
  to
• 13:12
  prepare
• 13:12
  for
• 13:12
  are
• 13:13
  looking
• 13:13
  at
• 13:13
  how
• 13:13
  are
• 13:13
  your
• 13:14
  suppliers
• 13:14
  performing
• 13:15
  historically
• 13:16
  and
• 13:16
  today
• 13:16
  around
• 13:17
  certain
• 13:17
  areas.
• 13:18
  You
• 13:18
  guys
• 13:18
  heard
• 13:19
  me
• 13:19
  talk
• 13:19
  last
• 13:19
  time
• 13:20
  about
• 13:20
  Otif,
• 13:21
  and
• 13:21
  here
• 13:21
  it
• 13:21
  comes
• 13:22
  again.
• 13:22
  But
• 13:23
  you
• 13:23
  owe
• 13:23
  me
• 13:23
  a
• 13:23
  dollar.
• 13:24
  And
• 13:24
  Otif.
• 13:25
  Otif
• 13:25
  in
• 13:25
  the
• 13:25
  first
• 13:25
  20
• 13:26
  minutes.
• 13:26
  Yeah,
• 13:27
  yeah,
• 13:28
  no,
• 13:28
  but
• 13:28
  in
• 13:29
  all
• 13:29
  reality,
• 13:29
  if
• 13:29
  your
• 13:30
  suppliers
• 13:31
  are
• 13:31
  not
• 13:31
  able
• 13:31
  to
• 13:32
  ship
• 13:32
  you
• 13:32
  on
• 13:32
  time
• 13:33
  historically,
• 13:34
  we'll
• 13:34
  think
• 13:34
  about
• 13:35
  now
• 13:35
  as
• 13:35
  you
• 13:35
  get
• 13:35
  into
• 13:35
  the
• 13:36
  season,
• 13:36
  you're
• 13:36
  expecting
• 13:37
  them
• 13:37
  to
• 13:37
  ship
• 13:37
  within
• 13:38
  certain
• 13:38
  windows.
• 13:38
  And
• 13:39
  if
• 13:39
  they
• 13:39
  have
• 13:39
  past
• 13:40
  performance
• 13:40
  issues
• 13:41
  on
• 13:41
  your
• 13:41
  ability
• 13:41
  to
• 13:41
  do
• 13:42
  that,
• 13:42
  when
• 13:42
  you're
• 13:42
  running
• 13:43
  at
• 13:43
  these
• 13:43
  lien
• 13:43
  of
• 13:43
  inventories,
• 13:44
  you're
• 13:44
  going
• 13:45
  to
• 13:45
  want
• 13:45
  to
• 13:45
  start
• 13:45
  to
• 13:45
  make
• 13:45
  those
• 13:46
  adjustments
• 13:46
  now.
• 13:47
  And
• 13:48
  so
• 13:48
  being
• 13:48
  able
• 13:48
  to
• 13:48
  analyze
• 13:49
  that
• 13:49
  across
• 13:49
  your
• 13:50
  supplier
• 13:50
  community
• 13:50
  is
• 13:51
  going
• 13:51
  to
• 13:51
  be
• 13:51
  a
• 13:51
  really
• 13:52
  important
• 13:52
  lever
• 13:53
  for
• 13:54
  retailers
• 13:54
  to
• 13:54
  be
• 13:54
  able
• 13:55
  to
• 13:55
  pull
• 13:55
  with
• 13:55
  suppliers
• 13:55
  as
• 13:56
  they
• 13:56
  head
• 13:56
  into
• 13:56
  the
• 13:56
  season.
• 13:56
  And
• 13:57
  now
• 13:57
  it's
• 13:57
  not
• 13:57
  too
• 13:57
  late
• 13:58
  to
• 13:58
  kind
• 13:58
  of
• 13:58
  fine
• 13:59
  tune
• 13:59
  some
• 13:59
  of
• 13:59
  that
• 13:59
  with
• 14:00
  your
• 14:00
  suppliers.
• 14:02
  The
• 14:02
  second
• 14:02
  area
• 14:03
  is
• 14:03
  really
• 14:03
  around
• 14:04
  kind
• 14:05
  of
• 14:05
  cleaning
• 14:05
  up
• 14:06
  the
• 14:06
  way
• 14:06
  in
• 14:06
  which
• 14:07
  they
• 14:07
  manage
• 14:07
  those
• 14:08
  discrepancies
• 14:08
  that
• 14:09
  we
• 14:09
  talked
• 14:09
  about
• 14:09
  in
• 14:09
  the
• 14:09
  order
• 14:10
  when
• 14:10
  one
• 14:11
  in
• 14:11
  five
• 14:12
  are
• 14:12
  having
• 14:12
  those
• 14:12
  changes.
• 14:13
  It's
• 14:13
  only
• 14:13
  going
• 14:14
  to
• 14:14
  heat
• 14:14
  up
• 14:14
  when
• 14:14
  you
• 14:14
  get
• 14:14
  into
• 14:15
  the
• 14:15
  holiday
• 14:15
  season.
• 14:16
  And
• 14:16
  more
• 14:16
  and
• 14:16
  more
• 14:17
  retailers
• 14:17
  are
• 14:17
  pulling
• 14:18
  from
• 14:18
  that
• 14:18
  pool
• 14:18
  of
• 14:18
  inventory
• 14:19
  because
• 14:20
  they're
• 14:20
  all
• 14:20
  reacting
• 14:21
  now.
• 14:21
  So
• 14:21
  your
• 14:21
  ability
• 14:22
  to,
• 14:23
  to
• 14:23
  kind
• 14:23
  of
• 14:23
  process
• 14:23
  those
• 14:24
  changes,
• 14:25
  you
• 14:25
  know,
• 14:26
  in
• 14:26
  historically
• 14:27
  those
• 14:27
  things
• 14:27
  can
• 14:27
  go
• 14:27
  back
• 14:28
  and
• 14:28
  forth
• 14:28
  for
• 14:28
  weeks.
• 14:29
  You
• 14:29
  don't
• 14:29
  have
• 14:29
  weeks
• 14:30
  in
• 14:30
  season.
• 14:30
  You're
• 14:30
  going
• 14:31
  to
• 14:31
  need
• 14:31
  that
• 14:31
  to
• 14:31
  be
• 14:31
  same
• 14:32
  day,
• 14:32
  real
• 14:32
  time
• 14:33
  going
• 14:33
  in
• 14:33
  and
• 14:33
  making
• 14:33
  those
• 14:34
  adjustments.
• 14:34
  So
• 14:35
  either
• 14:35
  honing
• 14:36
  in
• 14:36
  on
• 14:36
  what
• 14:36
  your
• 14:36
  change
• 14:37
  management
• 14:37
  process
• 14:38
  is
• 14:38
  with
• 14:38
  the
• 14:38
  orders
• 14:39
  now
• 14:39
  and
• 14:39
  getting
• 14:39
  prepared
• 14:40
  for
• 14:40
  that,
• 14:40
  or
• 14:41
  else
• 14:41
  creating
• 14:42
  some
• 14:42
  flows
• 14:43
  to
• 14:43
  be
• 14:43
  able
• 14:43
  to
• 14:43
  better
• 14:43
  manage
• 14:44
  that.
• 14:44
  And
• 14:44
  not
• 14:44
  just
• 14:45
  internally,
• 14:46
  but
• 14:46
  making
• 14:46
  sure
• 14:46
  your
• 14:47
  suppliers
• 14:47
  are
• 14:47
  prepared
• 14:48
  for
• 14:48
  it.
• 14:49
  What
• 14:49
  we
• 14:49
  see,
• 14:50
  I
• 14:50
  mean,
• 14:50
  Brandon,
• 14:51
  correct
• 14:51
  me,
• 14:52
  but
• 14:52
  you
• 14:52
  know,
• 14:53
  those
• 14:53
  little
• 14:53
  errors
• 14:54
  and
• 14:54
  those
• 14:54
  early
• 14:56
  kind
• 14:56
  of
• 14:56
  execution
• 14:57
  red
• 14:57
  flags
• 14:58
  as
• 14:59
  volumes
• 15:00
  start
• 15:00
  to
• 15:00
  peak,
• 15:01
  they
• 15:01
  really
• 15:02
  Snowball.
• 15:02
  There's
• 15:02
  a
• 15:03
  compounding
• 15:03
  effect
• 15:04
  there.
• 15:04
  And
• 15:05
  so
• 15:05
  identifying
• 15:05
  those
• 15:06
  challenges
• 15:07
  now,
• 15:07
  those
• 15:07
  discrepancies
• 15:08
  and
• 15:09
  trying
• 15:09
  to
• 15:09
  solve
• 15:09
  at
• 15:09
  the
• 15:09
  root
• 15:10
  is
• 15:10
  absolutely
• 15:11
  top
• 15:11
  of
• 15:12
  mind
• 15:12
  for
• 15:12
  us.
• 15:13
  Yeah.
• 15:14
  And
• 15:14
  what
• 15:14
  can
• 15:14
  pile
• 15:14
  up
• 15:15
  too
• 15:15
  is
• 15:15
  you'll
• 15:15
  see
• 15:15
  a
• 15:16
  lot
• 15:16
  of,
• 15:16
  of
• 15:16
  retailers
• 15:17
  will
• 15:17
  have
• 15:17
  that
• 15:17
  very
• 15:18
  honed
• 15:18
  in
• 15:18
  on
• 15:18
  their
• 15:19
  big
• 15:19
  guys,
• 15:19
  their
• 15:19
  biggest
• 15:20
  vendors
• 15:20
  moving
• 15:20
  the
• 15:20
  most
• 15:21
  volume.
• 15:21
  But
• 15:22
  the
• 15:22
  reality
• 15:22
  is
• 15:23
  it
• 15:23
  sometimes
• 15:23
  can
• 15:23
  be
• 15:24
  the
• 15:24
  long
• 15:24
  tail
• 15:24
  of
• 15:24
  suppliers,
• 15:25
  those
• 15:25
  key
• 15:25
  suppliers
• 15:26
  with
• 15:26
  one
• 15:27
  item
• 15:27
  that
• 15:27
  you
• 15:28
  might
• 15:28
  be
• 15:28
  expecting
• 15:28
  for
• 15:29
  the
• 15:29
  season
• 15:29
  and
• 15:30
  they
• 15:30
  get
• 15:30
  lost
• 15:30
  in
• 15:30
  that
• 15:31
  shuffle
• 15:31
  then
• 15:31
  as
• 15:31
  you
• 15:32
  start
• 15:32
  to
• 15:32
  work
• 15:32
  through
• 15:32
  that
• 15:32
  exception
• 15:33
  management.
• 15:34
  So
• 15:34
  it's
• 15:35
  not
• 15:35
  just
• 15:35
  preparing
• 15:36
  the
• 15:36
  big,
• 15:37
  you
• 15:37
  know,
• 15:37
  the
• 15:38
  big
• 15:38
  suppliers
• 15:38
  that
• 15:38
  are
• 15:39
  driving
• 15:39
  a
• 15:39
  bulk
• 15:40
  of
• 15:40
  your
• 15:40
  volume.
• 15:40
  It's
• 15:41
  also
• 15:41
  having
• 15:41
  a
• 15:41
  plan
• 15:42
  for
• 15:42
  some
• 15:42
  of
• 15:42
  those
• 15:42
  smaller,
• 15:43
  more
• 15:44
  niche
• 15:44
  items
• 15:45
  and
• 15:45
  suppliers
• 15:47
  that
• 15:47
  can
• 15:47
  get
• 15:47
  lost
• 15:48
  in
• 15:48
  the
• 15:48
  shuffle
• 15:48
  and
• 15:48
  can
• 15:49
  make
• 15:49
  or
• 15:49
  break
• 15:49
  the
• 15:49
  holiday.
• 15:50
  Yeah.
• 15:50
  And
• 15:51
  Brandon,
• 15:51
  I
• 15:51
  wonder
• 15:52
  too,
• 15:52
  like
• 15:52
  the
• 15:52
  virality
• 15:53
  of
• 15:53
  products
• 15:54
  like
• 15:54
  once
• 15:54
  something,
• 15:55
  especially
• 15:55
  when
• 15:56
  you
• 15:56
  have
• 15:56
  that
• 15:56
  like
• 15:56
  one
• 15:57
  hot
• 15:57
  product
• 15:57
  that
• 15:58
  hits
• 15:58
  on
• 15:58
  TikTok
• 15:59
  like
• 15:59
  the
• 15:59
  day
• 16:00
  on
• 16:00
  Black
• 16:00
  Friday
• 16:00
  or
• 16:01
  something
• 16:01
  like
• 16:01
  we
• 16:02
  haven't
• 16:02
  even
• 16:02
  talked
• 16:02
  about
• 16:03
  how
• 16:03
  that
• 16:03
  factors
• 16:03
  into
• 16:04
  this
• 16:04
  too.
• 16:04
  I
• 16:04
  mean
• 16:05
  you
• 16:05
  could
• 16:05
  have
• 16:05
  a,
• 16:05
  a
• 16:06
  first
• 16:06
  time
• 16:06
  supplier
• 16:07
  coming
• 16:07
  in
• 16:07
  with
• 16:07
  these
• 16:08
  products
• 16:08
  and
• 16:09
  there's
• 16:09
  no
• 16:09
  way
• 16:09
  to,
• 16:10
  to
• 16:10
  know
• 16:10
  if
• 16:10
  you
• 16:11
  could
• 16:11
  have
• 16:11
  that
• 16:11
  in
• 16:11
  stock
• 16:11
  or
• 16:12
  not,
• 16:12
  I
• 16:12
  imagine.
• 16:13
  Right,
• 16:14
  right.
• 16:14
  Yeah.
• 16:15
  And
• 16:16
  we've
• 16:17
  also
• 16:17
  seen
• 16:17
  over
• 16:17
  the
• 16:17
  course
• 16:17
  of
• 16:18
  the
• 16:18
  last
• 16:18
  couple
• 16:18
  of
• 16:18
  years
• 16:18
  where
• 16:19
  more
• 16:20
  and
• 16:20
  more
• 16:20
  retailers
• 16:20
  have
• 16:21
  kind
• 16:21
  of
• 16:21
  cleaned
• 16:21
  up
• 16:22
  their
• 16:22
  total
• 16:22
  supplier
• 16:23
  account
• 16:23
  and
• 16:23
  they've
• 16:24
  become
• 16:24
  more
• 16:24
  focused
• 16:25
  and
• 16:25
  heavily
• 16:25
  weighted
• 16:26
  towards
• 16:27
  less
• 16:27
  suppliers.
• 16:28
  But
• 16:28
  in
• 16:29
  season,
• 16:29
  reaction
• 16:29
  like
• 16:30
  this
• 16:30
  becomes
• 16:30
  even
• 16:30
  that
• 16:31
  much
• 16:31
  more
• 16:31
  difficult
• 16:31
  than
• 16:32
  when
• 16:32
  you're
• 16:32
  that
• 16:33
  reliant
• 16:33
  on
• 16:34
  that
• 16:34
  much
• 16:35
  smaller
• 16:35
  of
• 16:35
  a
• 16:35
  supplier
• 16:36
  base.
• 16:36
  So
• 16:37
  being
• 16:37
  able
• 16:37
  to
• 16:37
  think
• 16:38
  through
• 16:39
  where
• 16:39
  you're
• 16:39
  going
• 16:39
  to
• 16:39
  source
• 16:40
  some,
• 16:41
  some
• 16:41
  stuff
• 16:41
  from
• 16:41
  as
• 16:42
  you
• 16:42
  get
• 16:42
  into
• 16:42
  season
• 16:42
  and
• 16:43
  thinking
• 16:43
  about
• 16:43
  what
• 16:44
  that
• 16:44
  looks
• 16:44
  like
• 16:44
  this
• 16:44
  year
• 16:45
  versus
• 16:45
  last.
• 16:45
  Right,
• 16:46
  right.
• 16:47
  Yeah.
• 16:47
  The
• 16:47
  point
• 16:47
  about
• 16:48
  niche
• 16:48
  suppliers
• 16:48
  is
• 16:49
  really
• 16:49
  interesting
• 16:49
  too.
• 16:49
  I
• 16:50
  don't
• 16:50
  know
• 16:50
  if
• 16:50
  you
• 16:50
  guys
• 16:50
  have
• 16:50
  any
• 16:50
  data
• 16:51
  on
• 16:51
  this,
• 16:51
  but
• 16:51
  I
• 16:51
  would
• 16:51
  think
• 16:51
  just
• 16:52
  anecdotally
• 16:52
  from
• 16:53
  my
• 16:53
  time
• 16:53
  in
• 16:53
  retail,
• 16:53
  like
• 16:54
  there's
• 16:54
  probably
• 16:54
  more
• 16:54
  niche
• 16:55
  suppliers
• 16:55
  during
• 16:56
  the
• 16:56
  holiday
• 16:56
  season
• 16:56
  than
• 16:57
  there
• 16:57
  are
• 16:57
  at
• 16:57
  other
• 16:57
  times
• 16:58
  of
• 16:58
  the
• 16:58
  year.
• 16:58
  Is
• 16:59
  that
• 16:59
  true?
• 17:00
  Absolutely,
• 17:01
  absolutely.
• 17:02
  And
• 17:02
  we
• 17:02
  will,
• 17:03
  you
• 17:03
  know,
• 17:03
  typically
• 17:04
  we'll
• 17:04
  see
• 17:04
  a
• 17:05
  pretty
• 17:05
  significant
• 17:05
  uptick
• 17:06
  in
• 17:06
  what
• 17:08
  we
• 17:08
  call
• 17:08
  it
• 17:08
  our
• 17:08
  new
• 17:09
  supplier
• 17:09
  onboarding
• 17:10
  that
• 17:10
  we
• 17:10
  do
• 17:10
  for
• 17:10
  retailers
• 17:11
  where
• 17:11
  anytime
• 17:11
  they're
• 17:12
  bringing
• 17:12
  in
• 17:12
  a
• 17:12
  new
• 17:12
  supplier,
• 17:13
  we'll
• 17:13
  immediately
• 17:13
  set
• 17:13
  them
• 17:14
  up
• 17:14
  for
• 17:14
  them.
• 17:15
  We
• 17:15
  do
• 17:15
  see
• 17:15
  a
• 17:16
  pretty
• 17:16
  significant
• 17:16
  uptick
• 17:17
  come
• 17:17
  June,
• 17:17
  July,
• 17:18
  you
• 17:19
  know,
• 17:19
  and
• 17:19
  part
• 17:19
  of
• 17:20
  that
• 17:20
  I
• 17:20
  think
• 17:20
  is
• 17:20
  absolutely
• 17:21
  as
• 17:21
  they're
• 17:21
  preparing
• 17:23
  for
• 17:23
  that
• 17:24
  holiday
• 17:24
  season.
• 17:25
  So
• 17:26
  yeah,
• 17:26
  we
• 17:26
  see
• 17:26
  that
• 17:27
  Kind
• 17:27
  of
• 17:27
  burst
• 17:27
  come
• 17:28
  through
• 17:29
  from
• 17:30
  some
• 17:30
  of
• 17:30
  our
• 17:30
  retailers
• 17:31
  in
• 17:31
  preparation
• 17:32
  for
• 17:32
  the
• 17:32
  holiday.
• 17:33
  Yeah,
• 17:34
  Chris,
• 17:34
  those
• 17:34
  Santa
• 17:35
  Claus
• 17:35
  bath
• 17:35
  mats,
• 17:36
  they,
• 17:36
  they,
• 17:37
  they
• 17:37
  don't
• 17:37
  come
• 17:37
  around
• 17:38
  all
• 17:38
  year
• 17:39
  long.
• 17:39
  So
• 17:39
  you
• 17:39
  got
• 17:40
  to
• 17:40
  bring
• 17:40
  in
• 17:40
  the
• 17:40
  new,
• 17:41
  the
• 17:41
  new
• 17:41
  suppliers
• 17:42
  come
• 17:42
  July
• 17:43
  to
• 17:43
  prepare
• 17:43
  for
• 17:43
  that.
• 17:45
  Okay.
• 17:45
  Okay,
• 17:46
  you
• 17:46
  guys,
• 17:47
  let's
• 17:47
  get
• 17:48
  down
• 17:48
  to
• 17:49
  the
• 17:49
  reason
• 17:49
  everyone's
• 17:50
  here.
• 17:51
  What
• 17:51
  in
• 17:52
  the
• 17:52
  heck
• 17:52
  are
• 17:52
  you
• 17:52
  supposed
• 17:53
  to
• 17:53
  do
• 17:53
  right
• 17:54
  now?
• 17:54
  What
• 17:54
  can
• 17:55
  the
• 17:55
  retailers
• 17:55
  and
• 17:56
  suppliers
• 17:56
  listening
• 17:57
  do
• 17:57
  to
• 17:58
  really
• 17:58
  be
• 17:58
  prepared
• 17:59
  and
• 18:00
  see
• 18:00
  still
• 18:00
  with
• 18:01
  such
• 18:01
  a
• 18:01
  short
• 18:01
  time
• 18:02
  ahead?
• 18:02
  Sure.
• 18:03
  I
• 18:03
  would
• 18:03
  say
• 18:03
  from
• 18:04
  a
• 18:04
  retailer
• 18:04
  standpoint,
• 18:05
  I
• 18:06
  would
• 18:06
  absolutely
• 18:06
  start
• 18:07
  to
• 18:07
  press
• 18:07
  on
• 18:08
  the
• 18:08
  supplier
• 18:08
  scorecarding.
• 18:10
  And
• 18:10
  as
• 18:10
  you're
• 18:10
  analyzing
• 18:11
  how
• 18:11
  suppliers
• 18:12
  are
• 18:12
  performing,
• 18:13
  make
• 18:13
  sure
• 18:13
  you're
• 18:13
  sharing
• 18:14
  that
• 18:14
  out
• 18:14
  with
• 18:14
  your
• 18:14
  suppliers
• 18:15
  in
• 18:15
  talking
• 18:16
  through
• 18:16
  if
• 18:17
  they're
• 18:17
  missing
• 18:17
  ship
• 18:17
  windows,
• 18:18
  if
• 18:18
  you're
• 18:18
  seeing
• 18:19
  quantity
• 18:19
  cuts,
• 18:20
  making
• 18:20
  sure
• 18:20
  you
• 18:21
  and
• 18:21
  the
• 18:21
  supplier
• 18:22
  understand
• 18:22
  where
• 18:22
  those
• 18:22
  gaps
• 18:23
  are
• 18:23
  happening
• 18:24
  and
• 18:24
  developing
• 18:25
  a
• 18:25
  robust
• 18:26
  kind
• 18:26
  of
• 18:26
  scorecarding
• 18:28
  component
• 18:28
  that
• 18:28
  then
• 18:29
  you
• 18:29
  can
• 18:29
  set
• 18:30
  a
• 18:30
  baseline
• 18:30
  kind
• 18:31
  of
• 18:31
  heading
• 18:31
  into
• 18:31
  Holiday,
• 18:32
  hopefully
• 18:32
  help
• 18:33
  get
• 18:33
  some
• 18:33
  of
• 18:33
  this
• 18:33
  stuff
• 18:33
  cleaned
• 18:34
  up,
• 18:34
  but
• 18:34
  then
• 18:35
  immediately
• 18:35
  start
• 18:36
  to
• 18:36
  track
• 18:36
  as
• 18:36
  you
• 18:36
  get
• 18:36
  into
• 18:37
  Holiday
• 18:37
  to
• 18:37
  be
• 18:37
  able
• 18:38
  to
• 18:38
  really
• 18:38
  understand
• 18:39
  can
• 18:39
  my
• 18:39
  suppliers
• 18:40
  react
• 18:40
  as
• 18:41
  I
• 18:41
  would
• 18:41
  need
• 18:41
  them
• 18:41
  to?
• 18:42
  And
• 18:42
  I
• 18:42
  would
• 18:42
  say
• 18:42
  that's
• 18:43
  kind
• 18:43
  of
• 18:43
  the
• 18:43
  one
• 18:44
  component
• 18:44
  as
• 18:45
  you
• 18:45
  think
• 18:45
  about
• 18:45
  chasing.
• 18:46
  The
• 18:46
  second
• 18:47
  part
• 18:47
  is
• 18:47
  really
• 18:48
  just
• 18:48
  making
• 18:48
  sure
• 18:49
  you
• 18:50
  are
• 18:50
  leaning
• 18:50
  on
• 18:50
  your
• 18:51
  suppliers
• 18:51
  from
• 18:51
  a
• 18:51
  collaboration
• 18:52
  standpoint
• 18:53
  through
• 18:53
  doing
• 18:53
  things
• 18:54
  like
• 18:54
  sharing
• 18:54
  sales
• 18:55
  data.
• 18:56
  You
• 18:56
  know,
• 18:56
  not
• 18:57
  every
• 18:57
  retailer
• 18:57
  has
• 18:58
  a
• 18:58
  very
• 18:58
  robust
• 18:59
  kind
• 18:59
  of
• 18:59
  capability
• 19:00
  to
• 19:00
  put
• 19:01
  that
• 19:01
  information
• 19:01
  in
• 19:01
  the
• 19:02
  hands
• 19:02
  of
• 19:02
  their
• 19:02
  suppliers.
• 19:03
  But
• 19:03
  when
• 19:03
  you
• 19:03
  think
• 19:03
  about
• 19:04
  the
• 19:04
  need
• 19:04
  to
• 19:05
  react
• 19:05
  in
• 19:05
  season,
• 19:06
  they're
• 19:06
  going
• 19:06
  to
• 19:06
  become
• 19:07
  that
• 19:07
  much
• 19:07
  more
• 19:07
  dependent
• 19:08
  on
• 19:08
  suppliers
• 19:09
  being
• 19:09
  able
• 19:09
  to
• 19:09
  do
• 19:09
  that
• 19:10
  analysis
• 19:11
  with
• 19:11
  and
• 19:11
  for
• 19:12
  them
• 19:12
  and
• 19:12
  to
• 19:13
  be
• 19:13
  able
• 19:13
  to
• 19:13
  provide
• 19:13
  those
• 19:14
  recommendations
• 19:14
  back
• 19:14
  on
• 19:15
  where
• 19:15
  they
• 19:15
  should
• 19:15
  chase
• 19:16
  as
• 19:16
  well
• 19:16
  as
• 19:17
  to
• 19:17
  help
• 19:17
  arm
• 19:17
  your
• 19:17
  suppliers
• 19:18
  on
• 19:18
  where
• 19:19
  they
• 19:19
  might
• 19:19
  need
• 19:19
  to
• 19:19
  start
• 19:19
  chasing
• 19:20
  from
• 19:21
  a
• 19:21
  production
• 19:21
  standpoint.
• 19:22
  And
• 19:22
  so
• 19:22
  I'd
• 19:23
  say
• 19:23
  those
• 19:23
  are
• 19:24
  probably
• 19:24
  the
• 19:25
  two
• 19:25
  things
• 19:25
  when
• 19:25
  I
• 19:25
  look
• 19:26
  at
• 19:26
  how
• 19:26
  retailers
• 19:27
  prepare,
• 19:28
  really
• 19:28
  putting
• 19:28
  some
• 19:29
  emphasis
• 19:29
  around
• 19:29
  those.
• 19:31
  Got
• 19:31
  it.
• 19:31
  So
• 19:31
  supplier
• 19:32
  scorecarding
• 19:33
  and
• 19:33
  making
• 19:34
  sure
• 19:34
  that
• 19:35
  you
• 19:35
  are
• 19:36
  sharing
• 19:36
  that
• 19:37
  real
• 19:37
  time
• 19:37
  data,
• 19:38
  you
• 19:38
  know,
• 19:38
  back
• 19:39
  and
• 19:39
  forth
• 19:39
  between
• 19:39
  suppliers
• 19:40
  to
• 19:40
  make
• 19:40
  sure
• 19:40
  that
• 19:41
  every.
• 19:41
  You're,
• 19:41
  you're
• 19:42
  working
• 19:42
  out
• 19:42
  the
• 19:42
  same
• 19:42
  sheet
• 19:43
  of
• 19:43
  music.
• 19:43
  Yep.
• 19:44
  Okay.
• 19:45
  All
• 19:45
  right,
• 19:45
  Tony,
• 19:46
  what
• 19:46
  about
• 19:46
  the
• 19:46
  supplier
• 19:47
  side
• 19:47
  here?
• 19:48
  Yeah,
• 19:48
  I
• 19:49
  mean,
• 19:49
  I
• 19:49
  think
• 19:49
  there's,
• 19:49
  if
• 19:50
  you
• 19:50
  kind
• 19:50
  of
• 19:50
  had
• 19:50
  to
• 19:50
  boil
• 19:50
  it
• 19:50
  down,
• 19:50
  there's
• 19:51
  a
• 19:51
  bit
• 19:51
  of
• 19:51
  a
• 19:51
  theme
• 19:51
  emerging.
• 19:52
  Right.
• 19:52
  It's
• 19:52
  about
• 19:52
  collaboration
• 19:53
  and
• 19:53
  communication
• 19:54
  with
• 19:54
  your
• 19:54
  trade
• 19:55
  partners.
• 19:55
  And
• 19:56
  so
• 19:56
  the
• 19:56
  more
• 19:56
  suppliers
• 19:57
  can
• 19:57
  be
• 19:57
  proactive
• 19:58
  in
• 19:59
  communicating
• 19:59
  and
• 20:00
  having
• 20:00
  that
• 20:00
  open
• 20:00
  collaboration
• 20:01
  with
• 20:01
  their
• 20:01
  retailers,
• 20:02
  retail
• 20:02
  partners
• 20:02
  by
• 20:03
  sharing
• 20:03
  things
• 20:03
  like
• 20:04
  performance
• 20:04
  data
• 20:05
  proactively,
• 20:06
  the
• 20:06
  better
• 20:07
  spot
• 20:07
  they're
• 20:07
  going
• 20:07
  to
• 20:07
  be
• 20:07
  in.
• 20:07
  Right.
• 20:08
  They'll
• 20:08
  have
• 20:08
  more
• 20:09
  time
• 20:10
  to
• 20:10
  handle
• 20:11
  any
• 20:11
  inbound
• 20:12
  demand
• 20:13
  beyond
• 20:13
  that.
• 20:13
  And
• 20:13
  we
• 20:14
  know
• 20:14
  this
• 20:14
  is
• 20:14
  tricky,
• 20:14
  but
• 20:15
  thinking
• 20:16
  about
• 20:17
  logistics,
• 20:17
  capacity
• 20:18
  and
• 20:18
  where
• 20:18
  that
• 20:19
  is
• 20:19
  in
• 20:19
  relation
• 20:19
  to
• 20:20
  your
• 20:20
  key
• 20:20
  customers
• 20:21
  and
• 20:21
  allocating
• 20:22
  inventory
• 20:23
  from
• 20:23
  a
• 20:23
  proximity
• 20:24
  standpoint,
• 20:25
  where
• 20:25
  you
• 20:25
  can
• 20:25
  is
• 20:26
  always
• 20:26
  a
• 20:27
  bit
• 20:27
  of
• 20:27
  a
• 20:27
  hack
• 20:27
  in
• 20:27
  these
• 20:27
  scenarios
• 20:28
  where
• 20:28
  you're
• 20:28
  going
• 20:28
  to
• 20:28
  be
• 20:28
  a
• 20:28
  bit
• 20:29
  reactive.
• 20:30
  And
• 20:30
  then
• 20:30
  if
• 20:30
  you
• 20:31
  can
• 20:31
  and
• 20:31
  you
• 20:31
  have
• 20:31
  the
• 20:31
  technology
• 20:33
  and
• 20:33
  the
• 20:33
  organization
• 20:33
  to
• 20:34
  do
• 20:34
  it,
• 20:34
  we
• 20:34
  absolutely
• 20:35
  recommend
• 20:36
  folks
• 20:36
  to
• 20:37
  think
• 20:37
  about
• 20:37
  automating
• 20:38
  that
• 20:38
  exception
• 20:38
  handling.
• 20:39
  So
• 20:39
  thinking
• 20:39
  about
• 20:39
  what
• 20:40
  can
• 20:40
  we
• 20:40
  do
• 20:41
  to
• 20:41
  prepare
• 20:42
  for
• 20:43
  certain
• 20:43
  flows
• 20:44
  that
• 20:44
  we
• 20:45
  know
• 20:45
  how
• 20:45
  to
• 20:45
  execute
• 20:46
  on,
• 20:46
  and
• 20:46
  we
• 20:46
  can
• 20:46
  leverage
• 20:46
  automation
• 20:47
  to
• 20:47
  make
• 20:47
  sure
• 20:47
  that
• 20:47
  those
• 20:48
  are
• 20:48
  smooth
• 20:48
  as
• 20:48
  possible
• 20:48
  when
• 20:49
  they
• 20:49
  come
• 20:49
  in,
• 20:49
  so
• 20:49
  we
• 20:49
  can
• 20:49
  reserve
• 20:50
  capacity
• 20:50
  for
• 20:50
  things
• 20:51
  that
• 20:51
  maybe
• 20:51
  aren't
• 20:51
  always
• 20:52
  so
• 20:52
  standard
• 20:52
  or
• 20:53
  predictable.
• 20:54
  Got
• 20:54
  it.
• 20:55
  Geez,
• 20:55
  man.
• 20:56
  We've
• 20:56
  covered
• 20:56
  a
• 20:56
  lot
• 20:56
  of
• 20:56
  ground
• 20:57
  here.
• 20:57
  And
• 20:58
  honestly,
• 20:58
  I'm
• 20:59
  a
• 20:59
  little,
• 20:59
  I'm
• 20:59
  a
• 20:59
  little
• 20:59
  frightened
• 21:00
  going
• 21:00
  into
• 21:00
  the
• 21:00
  holiday
• 21:00
  season
• 21:01
  based
• 21:01
  on
• 21:01
  some
• 21:01
  of
• 21:01
  the
• 21:02
  data
• 21:02
  points
• 21:02
  we've
• 21:02
  been
• 21:02
  putting
• 21:03
  out
• 21:03
  there.
• 21:03
  So,
• 21:04
  so
• 21:04
  I'm
• 21:04
  curious
• 21:04
  as
• 21:05
  we,
• 21:05
  before
• 21:05
  we
• 21:05
  let
• 21:05
  you
• 21:05
  guys
• 21:06
  both
• 21:06
  go.
• 21:08
  If.
• 21:09
  You,
• 21:09
  if
• 21:09
  we
• 21:09
  were
• 21:09
  to
• 21:09
  ask
• 21:09
  you
• 21:10
  for
• 21:10
  like,
• 21:10
  what
• 21:10
  is
• 21:10
  your
• 21:10
  one
• 21:11
  parting
• 21:12
  word
• 21:12
  of
• 21:12
  wisdom
• 21:13
  here
• 21:14
  that,
• 21:15
  you
• 21:15
  know,
• 21:15
  you
• 21:15
  want
• 21:15
  the
• 21:16
  retailers
• 21:16
  listening,
• 21:17
  the
• 21:17
  suppliers
• 21:17
  listening
• 21:18
  to
• 21:18
  walk
• 21:18
  away
• 21:19
  with,
• 21:19
  you
• 21:19
  know,
• 21:20
  what
• 21:20
  would
• 21:20
  that
• 21:20
  be?
• 21:20
  Tony,
• 21:21
  let's
• 21:21
  start
• 21:21
  with
• 21:21
  you.
• 21:21
  Let's
• 21:22
  go
• 21:22
  back
• 21:22
  to
• 21:22
  you.
• 21:23
  Yeah.
• 21:24
  I
• 21:24
  would
• 21:24
  say
• 21:25
  supplier
• 21:25
  scorecards
• 21:26
  are
• 21:26
  your
• 21:27
  radar
• 21:27
  if
• 21:27
  demand
• 21:28
  spikes.
• 21:28
  So
• 21:28
  leveraging
• 21:29
  those
• 21:29
  scorecards
• 21:29
  to
• 21:29
  understand
• 21:30
  what's
• 21:31
  going
• 21:31
  on
• 21:31
  with
• 21:31
  your
• 21:31
  supply
• 21:32
  partners
• 21:32
  and
• 21:33
  having
• 21:33
  sales
• 21:34
  data
• 21:35
  at
• 21:35
  the
• 21:35
  ready
• 21:36
  to
• 21:36
  be
• 21:36
  your
• 21:36
  playbook
• 21:37
  if
• 21:37
  demand
• 21:37
  stays
• 21:38
  soft,
• 21:38
  either
• 21:39
  way,
• 21:39
  ultimately
• 21:40
  it's
• 21:40
  about
• 21:40
  being
• 21:40
  agile
• 21:41
  and
• 21:41
  that's
• 21:42
  the
• 21:42
  competitive
• 21:42
  advantage
• 21:43
  in
• 21:43
  this
• 21:43
  holiday
• 21:43
  season
• 21:44
  for
• 21:44
  sure.
• 21:45
  And
• 21:45
  Tony,
• 21:46
  do
• 21:46
  you
• 21:46
  have
• 21:46
  any,
• 21:46
  do
• 21:46
  you
• 21:47
  have
• 21:47
  any,
• 21:47
  do
• 21:47
  you
• 21:47
  guys
• 21:47
  have
• 21:47
  any
• 21:48
  data
• 21:48
  or
• 21:49
  idea
• 21:50
  of
• 21:50
  which
• 21:50
  way
• 21:50
  the
• 21:50
  demand's
• 21:51
  going
• 21:51
  to
• 21:51
  go
• 21:51
  yet?
• 21:51
  Or
• 21:51
  is
• 21:51
  it
• 21:52
  still
• 21:52
  just,
• 21:52
  you
• 21:52
  know,
• 21:53
  put
• 21:54
  your
• 21:54
  finger
• 21:54
  in
• 21:54
  the
• 21:54
  wind
• 21:54
  and
• 21:55
  pray?
• 21:56
  A
• 21:56
  little
• 21:56
  bit
• 21:56
  difficult.
• 21:57
  And
• 21:57
  I'd
• 21:57
  say
• 21:57
  a
• 21:57
  bit
• 21:57
  of
• 21:57
  a
• 21:58
  guessing
• 21:58
  game
• 21:58
  and
• 21:58
  really
• 21:58
  depends
• 21:59
  on
• 21:59
  that
• 22:00
  consumer
• 22:00
  demographic,
• 22:01
  a
• 22:01
  buying
• 22:01
  organization
• 22:02
  or
• 22:02
  retailers
• 22:02
  working
• 22:03
  with.
• 22:04
  Yeah.
• 22:04
  And
• 22:05
  different
• 22:05
  demographics
• 22:05
  are
• 22:06
  feeling
• 22:06
  those
• 22:06
  things
• 22:06
  differently
• 22:07
  too.
• 22:07
  All
• 22:07
  right,
• 22:08
  Brandon,
• 22:08
  what's
• 22:08
  your,
• 22:09
  what's
• 22:09
  your
• 22:10
  final
• 22:10
  word
• 22:10
  of
• 22:10
  wisdom
• 22:11
  here?
• 22:12
  Your.
• 22:12
  Wow.
• 22:15
  Nice.
• 22:16
  I'm
• 22:17
  going
• 22:17
  to
• 22:17
  use
• 22:17
  a
• 22:17
  couple
• 22:17
  cliches
• 22:18
  here.
• 22:18
  And
• 22:18
  we
• 22:18
  all
• 22:18
  know
• 22:19
  retail
• 22:20
  is
• 22:20
  detail.
• 22:21
  And
• 22:21
  you
• 22:22
  know,
• 22:22
  as
• 22:22
  you
• 22:22
  think
• 22:22
  about
• 22:23
  kind
• 22:23
  of
• 22:24
  that
• 22:24
  detail
• 22:24
  in
• 22:25
  that
• 22:25
  in
• 22:25
  season
• 22:26
  execution,
• 22:27
  I
• 22:27
  would
• 22:27
  highly
• 22:28
  encourage
• 22:28
  retailers
• 22:29
  to
• 22:29
  start
• 22:30
  now
• 22:30
  thinking
• 22:30
  about
• 22:31
  how
• 22:31
  you're
• 22:32
  preparing
• 22:32
  your
• 22:32
  suppliers
• 22:33
  to
• 22:33
  react
• 22:34
  with
• 22:34
  you
• 22:35
  and
• 22:35
  not
• 22:36
  having
• 22:36
  your
• 22:36
  suppliers
• 22:37
  come
• 22:37
  into
• 22:37
  the
• 22:37
  season
• 22:38
  blind
• 22:39
  and
• 22:39
  Then
• 22:39
  things
• 22:39
  start
• 22:40
  to
• 22:40
  happen
• 22:40
  and
• 22:41
  they
• 22:41
  need
• 22:41
  to
• 22:41
  figure
• 22:41
  out
• 22:41
  how
• 22:42
  to
• 22:42
  react.
• 22:42
  So
• 22:42
  if
• 22:42
  you're
• 22:43
  planning
• 22:43
  them
• 22:43
  tight
• 22:43
  and
• 22:44
  down,
• 22:44
  make
• 22:44
  sure
• 22:44
  they're
• 22:45
  aware.
• 22:45
  Look
• 22:45
  at
• 22:45
  how
• 22:46
  they're
• 22:46
  performing
• 22:46
  then
• 22:47
  and
• 22:47
  how
• 22:47
  they're
• 22:47
  set
• 22:47
  up
• 22:47
  to
• 22:48
  react.
• 22:49
  And
• 22:49
  again,
• 22:50
  prepare
• 22:50
  them
• 22:50
  for
• 22:51
  how
• 22:51
  they
• 22:51
  should
• 22:51
  work
• 22:51
  with
• 22:51
  you
• 22:52
  in
• 22:52
  season.
• 22:52
  Should
• 22:53
  they
• 22:53
  be
• 22:53
  looking
• 22:53
  at
• 22:53
  your
• 22:54
  sales?
• 22:54
  What
• 22:54
  markets
• 22:55
  should
• 22:55
  they
• 22:55
  be
• 22:55
  looking
• 22:55
  at?
• 22:56
  What
• 22:56
  are
• 22:56
  the
• 22:56
  key
• 22:57
  promos
• 22:57
  and
• 22:57
  the
• 22:58
  weeks
• 22:58
  that
• 22:58
  you're
• 22:58
  going
• 22:58
  to
• 22:58
  be
• 22:58
  driving
• 22:59
  towards
• 23:00
  that?
• 23:00
  Preparation
• 23:00
  is
• 23:01
  going
• 23:01
  to
• 23:01
  be
• 23:01
  that
• 23:01
  much
• 23:02
  more
• 23:02
  key
• 23:02
  this
• 23:02
  year.
• 23:03
  And
• 23:03
  again,
• 23:04
  retail
• 23:05
  is
• 23:05
  detailed,
• 23:06
  but
• 23:06
  when
• 23:06
  you
• 23:06
  think
• 23:06
  about
• 23:07
  the
• 23:07
  execution
• 23:07
  and
• 23:08
  reaction
• 23:08
  that
• 23:09
  they're
• 23:09
  clearly
• 23:09
  setting
• 23:10
  up
• 23:10
  for
• 23:10
  this
• 23:10
  season
• 23:11
  more
• 23:11
  than
• 23:11
  ever
• 23:11
  before,
• 23:12
  that's
• 23:13
  going
• 23:13
  to
• 23:13
  be
• 23:13
  put
• 23:13
  on
• 23:13
  point.
• 23:14
  And
• 23:14
  I
• 23:14
  think
• 23:14
  that
• 23:14
  leveraging
• 23:15
  that
• 23:16
  partnership
• 23:16
  with
• 23:16
  the
• 23:17
  suppliers
• 23:17
  is
• 23:18
  going
• 23:18
  to
• 23:18
  be
• 23:18
  critical.
• 23:19
  And
• 23:19
  so,
• 23:20
  Brett,
• 23:20
  I
• 23:21
  was
• 23:21
  kind
• 23:21
  of
• 23:21
  Josh
• 23:22
  with
• 23:22
  you
• 23:22
  before,
• 23:22
  but
• 23:23
  like
• 23:23
  otif
• 23:24
  is
• 23:24
  one
• 23:24
  of
• 23:24
  your
• 23:24
  key
• 23:25
  measures
• 23:25
  to
• 23:25
  figure
• 23:26
  that
• 23:26
  out.
• 23:26
  Right.
• 23:26
  And
• 23:26
  for
• 23:27
  maybe
• 23:27
  those
• 23:27
  that
• 23:27
  we
• 23:27
  kind
• 23:28
  of
• 23:28
  maybe
• 23:28
  gloss
• 23:28
  over
• 23:28
  that
• 23:29
  too
• 23:29
  quickly,
• 23:29
  explain
• 23:30
  what
• 23:30
  that
• 23:30
  is
• 23:30
  and
• 23:30
  why
• 23:31
  that
• 23:31
  metric
• 23:31
  is
• 23:31
  so
• 23:32
  important.
• 23:33
  Yeah.
• 23:33
  So
• 23:33
  there's
• 23:33
  a
• 23:34
  couple
• 23:34
  different
• 23:34
  ways
• 23:34
  to
• 23:34
  look
• 23:35
  at
• 23:35
  it,
• 23:35
  but
• 23:35
  really
• 23:36
  what
• 23:36
  that
• 23:36
  stands
• 23:37
  for
• 23:37
  is
• 23:37
  are
• 23:37
  they
• 23:38
  shipping
• 23:38
  me
• 23:38
  on
• 23:38
  time,
• 23:39
  meaning
• 23:40
  if
• 23:40
  I
• 23:40
  gave
• 23:40
  them
• 23:40
  a
• 23:40
  window
• 23:41
  to
• 23:41
  ship
• 23:41
  it
• 23:41
  in
• 23:41
  the
• 23:42
  next
• 23:42
  week,
• 23:43
  are
• 23:43
  they
• 23:43
  actually
• 23:43
  shipping
• 23:44
  it
• 23:44
  from
• 23:44
  within
• 23:44
  there
• 23:45
  and
• 23:45
  are
• 23:45
  they
• 23:45
  doing
• 23:45
  it
• 23:46
  in
• 23:46
  full,
• 23:47
  meaning
• 23:47
  if
• 23:48
  I
• 23:48
  ordered
• 23:48
  100
• 23:48
  units,
• 23:49
  are
• 23:49
  they
• 23:49
  shipping
• 23:49
  me
• 23:50
  all
• 23:50
  100
• 23:50
  or
• 23:50
  are
• 23:51
  they
• 23:51
  just
• 23:51
  shipping
• 23:51
  me
• 23:51
  90
• 23:52
  or
• 23:52
  80?
• 23:53
  Both
• 23:53
  of
• 23:53
  those
• 23:53
  components
• 23:54
  matter
• 23:54
  because
• 23:55
  especially
• 23:55
  when
• 23:55
  you're
• 23:56
  not
• 23:56
  running
• 23:56
  with
• 23:56
  that
• 23:56
  safety
• 23:57
  stock,
• 23:57
  you
• 23:58
  either
• 23:58
  don't
• 23:58
  have
• 23:58
  the
• 23:59
  safety
• 23:59
  stock
• 23:59
  in
• 23:59
  the
• 23:59
  back
• 24:00
  room
• 24:00
  or
• 24:00
  in
• 24:00
  the
• 24:01
  D.C.
• 24:01
  if
• 24:02
  they're
• 24:02
  a
• 24:02
  day
• 24:02
  or
• 24:02
  two
• 24:03
  late,
• 24:03
  those
• 24:03
  are
• 24:03
  lost
• 24:04
  sales
• 24:04
  now
• 24:04
  that
• 24:05
  you're
• 24:05
  going
• 24:05
  to
• 24:05
  have.
• 24:05
  And
• 24:06
  if
• 24:06
  they're
• 24:06
  a
• 24:06
  couple
• 24:06
  of
• 24:07
  units
• 24:07
  short,
• 24:07
  those
• 24:08
  are
• 24:08
  now
• 24:08
  more
• 24:08
  lost
• 24:09
  sales
• 24:09
  that
• 24:09
  you're
• 24:09
  going
• 24:10
  to
• 24:10
  have
• 24:10
  at
• 24:10
  the
• 24:10
  store
• 24:11
  level.
• 24:11
  And
• 24:13
  those
• 24:14
  oftentimes
• 24:14
  when
• 24:15
  you're
• 24:15
  running
• 24:15
  in
• 24:15
  a
• 24:15
  little
• 24:15
  bit
• 24:16
  of
• 24:16
  excess
• 24:16
  inventory
• 24:17
  or
• 24:17
  not
• 24:18
  the
• 24:18
  spikiness
• 24:18
  of
• 24:19
  a
• 24:19
  holiday
• 24:19
  season,
• 24:20
  those
• 24:20
  things
• 24:20
  can
• 24:21
  be
• 24:21
  washed
• 24:21
  over
• 24:21
  a
• 24:21
  bit.
• 24:22
  But
• 24:22
  I
• 24:22
  really
• 24:22
  think
• 24:23
  this
• 24:23
  holiday
• 24:23
  is
• 24:23
  going
• 24:24
  to
• 24:24
  put
• 24:24
  more
• 24:24
  of
• 24:24
  a
• 24:24
  fine
• 24:26
  a
• 24:26
  microscope
• 24:27
  on
• 24:28
  where
• 24:28
  those
• 24:28
  discrepancies
• 24:29
  or
• 24:29
  challenges
• 24:30
  are
• 24:30
  showing
• 24:31
  up
• 24:31
  in
• 24:31
  supplier
• 24:31
  performance.
• 24:32
  It's
• 24:33
  going
• 24:33
  to
• 24:33
  be
• 24:33
  very
• 24:33
  noticeable
• 24:34
  to
• 24:34
  the
• 24:34
  end
• 24:34
  consumer
• 24:35
  in
• 24:35
  your
• 24:35
  store
• 24:35
  because
• 24:35
  it's
• 24:35
  going
• 24:36
  to
• 24:36
  be
• 24:36
  empty
• 24:36
  shelves
• 24:38
  and
• 24:38
  there's
• 24:39
  levers
• 24:39
  you
• 24:39
  can
• 24:39
  pull
• 24:40
  when
• 24:40
  you
• 24:40
  know
• 24:40
  those
• 24:40
  things.
• 24:41
  You
• 24:41
  might
• 24:41
  adjust
• 24:41
  a
• 24:41
  ship
• 24:42
  window,
• 24:43
  you
• 24:43
  might
• 24:44
  start
• 24:44
  sending
• 24:45
  them
• 24:45
  more
• 24:45
  forecast
• 24:46
  in
• 24:46
  advance
• 24:47
  because
• 24:47
  they're
• 24:47
  constantly
• 24:48
  shipping
• 24:48
  you
• 24:48
  short.
• 24:49
  So
• 24:49
  there's
• 24:49
  levers
• 24:50
  you
• 24:50
  can
• 24:50
  start
• 24:50
  to
• 24:50
  think
• 24:51
  about
• 24:51
  pulling
• 24:51
  now
• 24:52
  in
• 24:52
  advance
• 24:53
  if
• 24:53
  you
• 24:53
  can
• 24:53
  identify
• 24:54
  where
• 24:54
  those
• 24:55
  scores
• 24:56
  are
• 24:56
  dragging
• 24:57
  down.
• 24:58
  Right,
• 24:58
  right.
• 24:58
  Well
• 24:59
  said.
• 24:59
  I
• 24:59
  mean,
• 24:59
  retail
• 24:59
  is
• 25:00
  detail,
• 25:00
  and
• 25:01
  on
• 25:01
  time
• 25:01
  in
• 25:02
  full
• 25:02
  is
• 25:02
  one
• 25:02
  of
• 25:02
  the
• 25:02
  metrics
• 25:03
  that
• 25:03
  helps
• 25:03
  you
• 25:03
  understand
• 25:04
  how
• 25:04
  well
• 25:05
  you're
• 25:05
  covering
• 25:05
  the
• 25:06
  details.
• 25:06
  So
• 25:07
  with
• 25:07
  that,
• 25:08
  thank
• 25:08
  you
• 25:08
  both.
• 25:08
  That
• 25:09
  was
• 25:09
  really
• 25:09
  great.
• 25:10
  Got
• 25:10
  a
• 25:10
  lot
• 25:10
  of
• 25:11
  exciting
• 25:11
  data
• 25:11
  points
• 25:12
  from
• 25:12
  Ann
• 25:12
  at
• 25:12
  the
• 25:12
  first,
• 25:13
  at
• 25:13
  the
• 25:13
  front
• 25:13
  end
• 25:13
  and
• 25:14
  all
• 25:14
  throughout
• 25:14
  this
• 25:15
  exciting
• 25:15
  conversation.
• 25:16
  So
• 25:16
  if
• 25:16
  people
• 25:17
  want
• 25:17
  to
• 25:17
  get
• 25:17
  in
• 25:17
  touch
• 25:17
  with
• 25:17
  either
• 25:18
  one
• 25:18
  of
• 25:18
  you,
• 25:18
  pick
• 25:19
  your
• 25:19
  brains,
• 25:19
  ask
• 25:20
  you
• 25:20
  questions
• 25:20
  about
• 25:20
  anything
• 25:21
  we
• 25:21
  cover
• 25:21
  today.
• 25:22
  Let's
• 25:22
  talk
• 25:22
  about
• 25:22
  the
• 25:23
  best
• 25:23
  way
• 25:23
  to
• 25:23
  do
• 25:23
  that.
• 25:23
  Brandon,
• 25:24
  let's
• 25:24
  start
• 25:24
  with
• 25:24
  you.
• 25:25
  Yeah.
• 25:26
  First
• 25:26
  off,
• 25:27
  you
• 25:27
  can
• 25:27
  reach
• 25:27
  me
• 25:27
  on
• 25:27
  LinkedIn.
• 25:28
  You'll
• 25:29
  find
• 25:29
  me
• 25:29
  out
• 25:29
  there.
• 25:30
  Or
• 25:30
  else
• 25:31
  you
• 25:31
  can
• 25:31
  email
• 25:31
  me.
• 25:32
  I'm@brpierreps
• 25:34
  commerce.com
• 25:37
  so.
• 25:37
  And
• 25:38
  I'd
• 25:38
  love
• 25:38
  to
• 25:39
  dive
• 25:39
  in
• 25:40
  with
• 25:40
  you.
• 25:40
  And,
• 25:41
  you
• 25:41
  know,
• 25:41
  the
• 25:41
  good
• 25:42
  news
• 25:42
  is
• 25:42
  whether
• 25:42
  you're
• 25:42
  a
• 25:42
  current
• 25:43
  customer
• 25:43
  of
• 25:43
  ours
• 25:44
  or
• 25:44
  you're
• 25:45
  working
• 25:45
  with
• 25:45
  a
• 25:45
  retailer,
• 25:46
  like
• 25:46
  I
• 25:46
  said,
• 25:46
  we
• 25:46
  have
• 25:46
  4,000
• 25:47
  retailers
• 25:47
  across
• 25:48
  our
• 25:48
  network.
• 25:48
  So
• 25:48
  my
• 25:49
  guess
• 25:49
  is
• 25:49
  we
• 25:50
  probably
• 25:50
  see
• 25:50
  some
• 25:51
  of
• 25:51
  what's
• 25:51
  happening
• 25:51
  within
• 25:52
  your
• 25:52
  own
• 25:52
  network
• 25:52
  today,
• 25:53
  whether
• 25:53
  you
• 25:53
  know
• 25:53
  it
• 25:53
  or
• 25:54
  not.
• 25:54
  And
• 25:54
  there's
• 25:55
  probably
• 25:55
  some
• 25:55
  areas
• 25:55
  we
• 25:55
  can
• 25:56
  start
• 25:56
  to
• 25:57
  give
• 25:57
  you
• 25:57
  even
• 25:57
  some
• 25:58
  advice
• 25:58
  in
• 25:58
  how
• 25:58
  you're
• 25:59
  performing
• 26:00
  right
• 26:00
  now.
• 26:00
  So
• 26:01
  be
• 26:01
  happy
• 26:02
  to
• 26:02
  jump
• 26:02
  into
• 26:02
  that
• 26:02
  conversation.
• 26:03
  Well,
• 26:04
  I
• 26:04
  wish.
• 26:04
  My
• 26:04
  email
• 26:05
  handle
• 26:05
  is
• 26:05
  brpr.
• 26:06
  That
• 26:06
  sounds
• 26:07
  so
• 26:07
  cool
• 26:07
  and
• 26:07
  debonair.
• 26:08
  I
• 26:08
  love
• 26:08
  it.
• 26:08
  All
• 26:09
  right,
• 26:09
  Tony,
• 26:09
  same
• 26:09
  question
• 26:09
  to
• 26:10
  you.
• 26:11
  Yeah,
• 26:11
  feel
• 26:11
  free
• 26:11
  to
• 26:11
  ping
• 26:12
  me
• 26:12
  on
• 26:12
  LinkedIn.
• 26:12
  Tony,
• 26:13
  to
• 26:13
  follow
• 26:13
  on
• 26:13
  LinkedIn.
• 26:14
  Pretty
• 26:14
  responsive
• 26:15
  on
• 26:15
  there,
• 26:16
  so
• 26:16
  thank
• 26:16
  you
• 26:16
  all
• 26:17
  and
• 26:17
  appreciate
• 26:18
  it.
• 26:19
  All
• 26:19
  right,
• 26:20
  well,
• 26:20
  that
• 26:20
  wraps
• 26:20
  us
• 26:21
  up.
• 26:21
  Thanks
• 26:21
  to
• 26:21
  all
• 26:21
  of
• 26:22
  you
• 26:22
  that
• 26:22
  joined
• 26:22
  us
• 26:23
  live
• 26:23
  today
• 26:23
  and
• 26:23
  to
• 26:24
  all
• 26:24
  of
• 26:24
  those
• 26:24
  that
• 26:24
  might
• 26:24
  be
• 26:25
  listening
• 26:25
  later.
• 26:26
  And
• 26:26
  especially,
• 26:26
  thank
• 26:26
  you
• 26:27
  to
• 26:27
  Brandon
• 26:27
  and
• 26:27
  Tony
• 26:28
  of
• 26:28
  SBS
• 26:28
  Commerce
• 26:29
  for
• 26:29
  sitting
• 26:29
  down
• 26:29
  with
• 26:30
  us
• 26:30
  today
• 26:30
  and
• 26:31
  sharing
• 26:31
  their
• 26:32
  expertise.
• 26:32
  Today's
• 26:33
  podcast
• 26:33
  was
• 26:33
  produced
• 26:34
  by
• 26:34
  Ella
• 26:34
  Sirjord.
• 26:35
  As
• 26:36
  always,
• 26:36
  and
• 26:36
  on
• 26:36
  behalf
• 26:37
  of
• 26:37
  all
• 26:37
  of
• 26:37
  us
• 26:37
  at
• 26:37
  Omnitalk,
• 26:38
  be
• 26:38
  careful
• 26:38
  out
• 26:39
  there.