Latest / Omni Talk Retail / JOOR CEO on Fashion’s Supply Chain Shift, Tariffs, and Retail Tech Trends | Spotlight Series

Transcript

JOOR CEO on Fashion’s Supply Chain Shift, Tariffs, and Retail Tech Trends | Spotlight Series · Omni Talk Retail

• 0:00
  Foreign.
• 0:08
  Welcome
• 0:08
  to
• 0:09
  the
• 0:09
  latest
• 0:09
  edition
• 0:09
  of
• 0:10
  the
• 0:10
  omnitalk
• 0:10
  Spotlight
• 0:11
  series,
• 0:11
  the
• 0:12
  series
• 0:12
  that
• 0:12
  highlights
• 0:13
  the
• 0:13
  people,
• 0:13
  the
• 0:13
  companies
• 0:14
  and
• 0:14
  the
• 0:14
  technologies
• 0:15
  that
• 0:15
  are
• 0:15
  shaping
• 0:16
  the
• 0:16
  future
• 0:16
  of
• 0:16
  retail.
• 0:17
  I'm
• 0:17
  one
• 0:17
  of
• 0:18
  your
• 0:18
  co
• 0:18
  hosts
• 0:18
  for
• 0:18
  today's
• 0:19
  interview,
• 0:19
  Anne
• 0:19
  Mazinga.
• 0:20
  And
• 0:20
  I'm
• 0:20
  Chris
• 0:21
  Walton.
• 0:22
  And
• 0:22
  Chris,
• 0:23
  today
• 0:23
  we
• 0:23
  get
• 0:23
  to
• 0:23
  have
• 0:24
  one
• 0:24
  of
• 0:24
  our
• 0:24
  favorite
• 0:25
  retail
• 0:25
  industry
• 0:25
  experts
• 0:26
  on
• 0:26
  the
• 0:26
  show.
• 0:27
  I
• 0:27
  could
• 0:27
  not
• 0:28
  be
• 0:28
  more
• 0:28
  excited.
• 0:29
  It's
• 0:29
  been
• 0:29
  a
• 0:29
  minute.
• 0:31
  Welcome
• 0:31
  back
• 0:32
  Jore
• 0:32
  CEO
• 0:33
  Kristen
• 0:34
  Sevilla.
• 0:35
  We're
• 0:35
  going
• 0:35
  to
• 0:35
  get
• 0:35
  her
• 0:35
  firsthand
• 0:36
  advice
• 0:37
  on
• 0:37
  how
• 0:37
  the
• 0:38
  fashion
• 0:38
  industry
• 0:38
  should
• 0:39
  be
• 0:39
  taking
• 0:39
  on
• 0:39
  all
• 0:40
  the
• 0:40
  uncertainty
• 0:41
  happening
• 0:41
  in
• 0:41
  the
• 0:41
  market
• 0:42
  right
• 0:42
  now.
• 0:43
  Kristen,
• 0:44
  we've
• 0:44
  been
• 0:44
  wanting
• 0:44
  to
• 0:45
  have
• 0:45
  you
• 0:45
  on.
• 0:45
  Welcome
• 0:46
  to
• 0:46
  the
• 0:46
  show.
• 0:46
  We're
• 0:47
  so
• 0:47
  excited
• 0:48
  to
• 0:48
  have
• 0:48
  you
• 0:48
  back.
• 0:49
  Thank
• 0:49
  you
• 0:49
  both.
• 0:50
  You
• 0:50
  know,
• 0:50
  I've
• 0:50
  been
• 0:50
  looking
• 0:50
  forward
• 0:51
  to
• 0:51
  this
• 0:51
  for
• 0:51
  weeks
• 0:51
  when
• 0:52
  we
• 0:52
  decided
• 0:52
  to
• 0:52
  do
• 0:52
  this
• 0:53
  together
• 0:53
  again.
• 0:53
  So
• 0:53
  thank
• 0:54
  you.
• 0:54
  Thank
• 0:54
  you.
• 0:55
  Yeah,
• 0:55
  it's
• 0:56
  been,
• 0:56
  it's
• 0:56
  been
• 0:56
  a
• 0:56
  good
• 0:56
  number
• 0:57
  of
• 0:57
  years
• 0:57
  since
• 0:57
  we
• 0:57
  first
• 0:58
  had
• 0:58
  you
• 0:58
  on.
• 0:58
  I
• 0:58
  think
• 0:58
  you,
• 0:59
  I
• 0:59
  think
• 0:59
  the
• 0:59
  last
• 0:59
  time
• 0:59
  is
• 1:00
  in
• 1:00
  the,
• 1:00
  during
• 1:00
  the
• 1:00
  pandemic
• 1:01
  and
• 1:01
  it
• 1:01
  was,
• 1:02
  I
• 1:02
  mean,
• 1:02
  Kristen,
• 1:03
  it
• 1:03
  doesn't
• 1:03
  feel
• 1:03
  like
• 1:03
  there's
• 1:04
  that
• 1:04
  much
• 1:04
  going
• 1:04
  on
• 1:04
  though.
• 1:05
  Right.
• 1:05
  Like,
• 1:06
  I
• 1:06
  mean,
• 1:06
  you
• 1:07
  know,
• 1:07
  it's
• 1:07
  been
• 1:07
  very
• 1:08
  easy
• 1:08
  since
• 1:08
  then.
• 1:09
  Right.
• 1:10
  There's
• 1:11
  not,
• 1:11
  there
• 1:11
  has,
• 1:11
  not
• 1:11
  much
• 1:12
  has
• 1:12
  changed
• 1:12
  really.
• 1:12
  But
• 1:13
  anyway.
• 1:13
  All
• 1:13
  right,
• 1:13
  so
• 1:14
  in
• 1:14
  seriousness.
• 1:15
  Well,
• 1:15
  for
• 1:15
  those
• 1:15
  that
• 1:16
  maybe
• 1:16
  weren't,
• 1:16
  you
• 1:16
  know,
• 1:16
  around
• 1:17
  and
• 1:17
  listening
• 1:17
  to
• 1:17
  Omni
• 1:18
  Talk
• 1:18
  five
• 1:18
  years
• 1:18
  ago
• 1:18
  and
• 1:18
  I
• 1:19
  don't
• 1:19
  know
• 1:19
  what
• 1:19
  was
• 1:19
  wrong
• 1:19
  with
• 1:19
  them
• 1:19
  if
• 1:19
  they
• 1:20
  weren't,
• 1:20
  but
• 1:20
  you
• 1:20
  know,
• 1:20
  that
• 1:20
  are
• 1:21
  maybe
• 1:21
  listening
• 1:21
  now,
• 1:22
  tell
• 1:22
  us
• 1:22
  a
• 1:22
  little
• 1:23
  bit
• 1:23
  about
• 1:23
  your
• 1:23
  background
• 1:23
  and
• 1:24
  also
• 1:24
  about
• 1:25
  George
• 1:25
  role
• 1:26
  in
• 1:26
  the
• 1:26
  fashion
• 1:27
  industry,
• 1:27
  what
• 1:27
  it
• 1:27
  does.
• 1:28
  Sure.
• 1:29
  So
• 1:29
  I'm
• 1:29
  CEO
• 1:30
  of
• 1:30
  JOR
• 1:30
  for
• 1:30
  over
• 1:31
  eight
• 1:31
  years
• 1:31
  now.
• 1:31
  Our
• 1:32
  original
• 1:32
  background
• 1:33
  relates
• 1:34
  a
• 1:34
  lot
• 1:34
  to
• 1:34
  Chris.
• 1:34
  Actually.
• 1:34
  I
• 1:35
  was
• 1:35
  a
• 1:35
  buyer.
• 1:36
  My
• 1:36
  first
• 1:36
  buying
• 1:37
  job
• 1:37
  was
• 1:37
  beach,
• 1:37
  just
• 1:38
  like
• 1:38
  Chris.
• 1:38
  I
• 1:38
  think
• 1:38
  you
• 1:39
  were
• 1:39
  at
• 1:39
  Target
• 1:40
  and
• 1:40
  I
• 1:40
  was
• 1:40
  at
• 1:40
  Macy's.
• 1:41
  Oh
• 1:41
  my
• 1:41
  God.
• 1:41
  Yes.
• 1:43
  So
• 1:43
  speaking
• 1:43
  in
• 1:44
  terms
• 1:44
  of
• 1:44
  that,
• 1:44
  let's
• 1:45
  talk
• 1:45
  about
• 1:45
  how
• 1:45
  JOR
• 1:46
  digitizes
• 1:47
  wholesale.
• 1:47
  So
• 1:47
  essentially
• 1:48
  any
• 1:49
  buyer
• 1:49
  out
• 1:49
  there
• 1:50
  knows
• 1:51
  wholesale,
• 1:51
  if
• 1:51
  you
• 1:52
  don't
• 1:52
  use
• 1:52
  a
• 1:52
  platform
• 1:52
  is
• 1:53
  very
• 1:53
  manual.
• 1:54
  You
• 1:54
  are
• 1:54
  going
• 1:54
  to
• 1:55
  trade
• 1:55
  shows,
• 1:55
  you
• 1:55
  are
• 1:56
  going
• 1:56
  to
• 1:56
  showrooms,
• 1:57
  you,
• 1:57
  you
• 1:57
  are
• 1:57
  working
• 1:58
  off
• 1:58
  of
• 1:58
  paper,
• 1:58
  line
• 1:59
  sheets,
• 1:59
  Excel
• 2:00
  spreadsheets
• 2:00
  and
• 2:01
  you
• 2:01
  have
• 2:01
  a
• 2:01
  lot
• 2:02
  of
• 2:02
  manual
• 2:02
  back
• 2:03
  and
• 2:03
  forth
• 2:03
  processes
• 2:04
  for
• 2:04
  drop
• 2:05
  styles,
• 2:05
  quantities,
• 2:07
  colors,
• 2:07
  skew.
• 2:09
  So
• 2:09
  what
• 2:09
  your
• 2:10
  does
• 2:10
  is
• 2:10
  full
• 2:11
  on
• 2:11
  digitalization
• 2:12
  of
• 2:12
  that
• 2:12
  process.
• 2:13
  It's
• 2:13
  a
• 2:13
  platform
• 2:14
  that
• 2:14
  allows
• 2:16
  the
• 2:16
  entire
• 2:17
  process,
• 2:17
  imagery,
• 2:19
  style,
• 2:19
  numbers,
• 2:21
  quantities,
• 2:22
  to
• 2:22
  be
• 2:22
  collaborative
• 2:23
  and,
• 2:23
  and
• 2:23
  digital
• 2:24
  between
• 2:25
  buyers
• 2:26
  and
• 2:26
  brands.
• 2:28
  Right.
• 2:29
  So
• 2:29
  everyone's
• 2:29
  working
• 2:29
  off
• 2:30
  the
• 2:30
  same
• 2:30
  sheet
• 2:30
  of
• 2:30
  music
• 2:30
  basically.
• 2:31
  That's,
• 2:31
  that's
• 2:32
  exactly
• 2:32
  which
• 2:33
  is
• 2:33
  one
• 2:33
  of
• 2:33
  the
• 2:33
  big
• 2:33
  value
• 2:34
  points
• 2:34
  of
• 2:34
  digitization
• 2:35
  in
• 2:35
  general.
• 2:36
  Would
• 2:36
  you
• 2:36
  agree
• 2:36
  with
• 2:36
  that,
• 2:36
  Kristen?
• 2:37
  Totally.
• 2:38
  It's
• 2:38
  about
• 2:38
  real
• 2:38
  time
• 2:39
  updates
• 2:39
  and
• 2:39
  real
• 2:40
  information
• 2:40
  passing.
• 2:41
  You
• 2:41
  know,
• 2:41
  gone
• 2:42
  are
• 2:42
  the
• 2:42
  days
• 2:42
  of
• 2:42
  losing
• 2:44
  value
• 2:44
  because
• 2:44
  you
• 2:45
  dropped
• 2:45
  a
• 2:45
  style
• 2:46
  and
• 2:46
  the
• 2:46
  buyer
• 2:46
  didn't
• 2:46
  know
• 2:47
  about
• 2:47
  it.
• 2:47
  And
• 2:47
  then
• 2:47
  the
• 2:48
  good
• 2:48
  ship
• 2:49
  open
• 2:49
  to
• 2:49
  buy
• 2:50
  is
• 2:50
  reduced
• 2:50
  and
• 2:50
  you
• 2:51
  didn't
• 2:51
  even
• 2:51
  realize
• 2:51
  that
• 2:52
  JOR
• 2:52
  solves
• 2:53
  problems
• 2:53
  like
• 2:53
  that.
• 2:54
  And
• 2:55
  Kristen,
• 2:55
  who
• 2:55
  do
• 2:55
  you
• 2:55
  work
• 2:55
  with?
• 2:56
  Like
• 2:56
  are
• 2:56
  you,
• 2:56
  are
• 2:56
  you
• 2:56
  basically
• 2:57
  facilitating
• 2:57
  this
• 2:57
  for
• 2:58
  enterprise
• 2:58
  grade
• 2:58
  retailers?
• 2:59
  Are
• 2:59
  you
• 2:59
  facilitating
• 3:00
  it
• 3:00
  for,
• 3:00
  for
• 3:01
  people
• 3:01
  that
• 3:01
  are
• 3:01
  on
• 3:01
  the
• 3:01
  Shopify
• 3:02
  platform?
• 3:02
  How
• 3:02
  does
• 3:03
  all,
• 3:03
  how
• 3:03
  does
• 3:03
  that,
• 3:03
  all
• 3:04
  that
• 3:04
  work?
• 3:04
  Yeah,
• 3:04
  it
• 3:05
  actually
• 3:05
  runs
• 3:06
  the
• 3:06
  gamut.
• 3:07
  We
• 3:07
  have
• 3:07
  14,000
• 3:08
  brands
• 3:09
  in
• 3:09
  the
• 3:09
  network
• 3:10
  and
• 3:11
  670,000
• 3:13
  unique
• 3:13
  buyers
• 3:14
  in
• 3:14
  the
• 3:14
  network.
• 3:15
  And
• 3:15
  it
• 3:15
  ranges
• 3:16
  from
• 3:16
  the
• 3:16
  independent
• 3:17
  department
• 3:17
  stores
• 3:18
  around
• 3:18
  the
• 3:18
  globe
• 3:20
  as
• 3:21
  well
• 3:21
  as
• 3:21
  the
• 3:22
  sorry
• 3:22
  large
• 3:22
  department
• 3:23
  stores
• 3:23
  and
• 3:24
  from
• 3:24
  brand
• 3:24
  perspective,
• 3:25
  enterprise
• 3:25
  down
• 3:26
  to
• 3:26
  SMB.
• 3:27
  So
• 3:27
  we
• 3:27
  really
• 3:27
  solve
• 3:28
  for
• 3:28
  the
• 3:28
  industry
• 3:29
  and
• 3:29
  fashion,
• 3:30
  all
• 3:31
  sizes
• 3:31
  of
• 3:31
  businesses.
• 3:33
  Well
• 3:33
  and
• 3:33
  Kristin,
• 3:34
  I
• 3:34
  remember
• 3:34
  when
• 3:34
  we
• 3:34
  talked
• 3:35
  to
• 3:35
  you
• 3:35
  during
• 3:35
  the
• 3:35
  pandemic
• 3:36
  speaking
• 3:36
  of
• 3:36
  digitizing
• 3:38
  fashion,
• 3:38
  I
• 3:38
  remember
• 3:39
  when
• 3:39
  you
• 3:39
  rolled
• 3:40
  out
• 3:40
  like
• 3:41
  digital
• 3:41
  showrooming.
• 3:42
  Like
• 3:42
  instead
• 3:43
  of
• 3:43
  having
• 3:43
  to
• 3:43
  do
• 3:43
  these
• 3:44
  runways
• 3:44
  and
• 3:44
  things
• 3:45
  that
• 3:45
  were
• 3:45
  not
• 3:45
  happening,
• 3:46
  everything
• 3:46
  got
• 3:46
  canceled
• 3:47
  last
• 3:47
  minute
• 3:48
  because
• 3:48
  of
• 3:48
  the
• 3:48
  pandemic.
• 3:49
  You
• 3:49
  were
• 3:49
  like
• 3:50
  we've
• 3:50
  got
• 3:50
  to
• 3:50
  solve
• 3:50
  for
• 3:51
  this.
• 3:51
  We're
• 3:51
  going
• 3:51
  to
• 3:51
  figure
• 3:51
  out
• 3:51
  how
• 3:52
  to
• 3:52
  do
• 3:52
  this
• 3:52
  virtually
• 3:53
  so
• 3:53
  that
• 3:53
  the
• 3:54
  shopping,
• 3:54
  the
• 3:54
  buying,
• 3:55
  all
• 3:55
  of
• 3:55
  these
• 3:56
  interactions
• 3:56
  can
• 3:56
  still
• 3:57
  happen.
• 3:57
  I'm
• 3:58
  curious
• 3:58
  right
• 3:59
  now
• 3:59
  as
• 3:59
  you
• 3:59
  look
• 4:00
  about,
• 4:00
  look
• 4:00
  to
• 4:00
  like
• 4:01
  where
• 4:01
  things
• 4:01
  are
• 4:01
  going,
• 4:02
  what's
• 4:02
  what
• 4:03
  these
• 4:03
  independent
• 4:04
  retailers
• 4:05
  and,
• 4:05
  and
• 4:05
  brands
• 4:06
  are
• 4:06
  prioritizing,
• 4:07
  what
• 4:07
  is
• 4:08
  kind
• 4:08
  of
• 4:08
  jaw
• 4:08
  working
• 4:09
  on
• 4:09
  at
• 4:09
  the
• 4:09
  moment
• 4:10
  that
• 4:10
  you
• 4:10
  feel
• 4:10
  like
• 4:10
  is
• 4:11
  really
• 4:11
  unique
• 4:12
  to
• 4:12
  JOR
• 4:12
  and
• 4:12
  kind
• 4:13
  of
• 4:13
  providing
• 4:13
  that,
• 4:14
  that
• 4:14
  leveled
• 4:14
  up
• 4:15
  experience
• 4:15
  for
• 4:16
  the
• 4:16
  buyers.
• 4:16
  And
• 4:16
  sure,
• 4:17
  sure,
• 4:17
  a
• 4:18
  couple
• 4:18
  of
• 4:18
  interesting
• 4:18
  facts
• 4:19
  and
• 4:19
  again
• 4:19
  we're
• 4:19
  a
• 4:19
  platform
• 4:20
  that
• 4:20
  process
• 4:21
  hundred
• 4:21
  billion
• 4:21
  dollars
• 4:22
  in
• 4:22
  wholesale
• 4:22
  gmv.
• 4:23
  We
• 4:24
  get
• 4:24
  a
• 4:24
  tremendous
• 4:25
  amount
• 4:25
  of
• 4:25
  platform
• 4:26
  data
• 4:26
  that's
• 4:26
  very,
• 4:27
  very
• 4:27
  telling
• 4:28
  as
• 4:28
  you
• 4:28
  can
• 4:28
  imagine.
• 4:29
  One
• 4:30
  shift
• 4:30
  that
• 4:30
  I
• 4:30
  want
• 4:31
  to
• 4:31
  speak
• 4:31
  to
• 4:31
  is
• 4:32
  the
• 4:32
  rise
• 4:32
  of
• 4:33
  the
• 4:33
  independent
• 4:33
  retailer.
• 4:35
  The
• 4:35
  reality
• 4:36
  is
• 4:36
  if
• 4:36
  you
• 4:36
  go
• 4:36
  back
• 4:36
  to
• 4:37
  2019
• 4:38
  on
• 4:38
  our
• 4:38
  platform
• 4:39
  and
• 4:39
  the
• 4:39
  GMV
• 4:40
  continues
• 4:40
  to
• 4:40
  grow
• 4:40
  every
• 4:40
  year.
• 4:41
  So
• 4:41
  this
• 4:41
  isn't
• 4:42
  a
• 4:42
  situation
• 4:43
  of
• 4:43
  shrinking
• 4:44
  GMV
• 4:44
  in
• 4:45
  that
• 4:45
  same
• 4:45
  growing
• 4:46
  GMV
• 4:46
  mix.
• 4:47
  Independent
• 4:48
  retailers
• 4:49
  have
• 4:49
  moved
• 4:49
  from
• 4:49
  47%
• 4:50
  of
• 4:51
  GMV
• 4:51
  in
• 4:51
  2019
• 4:53
  to
• 4:53
  52%
• 4:55
  last
• 4:55
  year
• 4:56
  to
• 4:57
  62%
• 4:59
  this
• 4:59
  year
• 4:59
  so
• 5:00
  far
• 5:01
  and
• 5:01
  it's
• 5:01
  at
• 5:01
  the
• 5:02
  decline
• 5:03
  of
• 5:03
  the
• 5:03
  department
• 5:04
  store.
• 5:04
  So
• 5:05
  what
• 5:05
  you're
• 5:05
  seeing
• 5:05
  is
• 5:06
  this
• 5:06
  powerful
• 5:07
  new
• 5:07
  distribution
• 5:08
  channel
• 5:09
  of
• 5:09
  these
• 5:10
  independent
• 5:10
  boutique
• 5:11
  retailers
• 5:12
  globally.
• 5:13
  And
• 5:13
  that's
• 5:13
  a
• 5:14
  very
• 5:14
  dynamic
• 5:14
  shift
• 5:15
  for
• 5:15
  how
• 5:15
  this
• 5:15
  industry
• 5:16
  used
• 5:16
  to
• 5:16
  Work.
• 5:17
  And
• 5:17
  Kristen,
• 5:18
  explain
• 5:18
  that
• 5:18
  a
• 5:19
  little
• 5:19
  bit
• 5:19
  more.
• 5:19
  So
• 5:20
  are
• 5:20
  those
• 5:20
  independent
• 5:22
  retailers,
• 5:22
  for
• 5:22
  lack
• 5:23
  of
• 5:23
  a
• 5:23
  better
• 5:23
  way
• 5:23
  to
• 5:24
  put
• 5:24
  it,
• 5:24
  are
• 5:24
  they
• 5:25
  mostly
• 5:25
  digital
• 5:25
  in
• 5:26
  nature
• 5:26
  or
• 5:26
  are
• 5:26
  they
• 5:27
  digital
• 5:27
  in
• 5:28
  stores
• 5:28
  or
• 5:28
  both?
• 5:29
  Is
• 5:29
  all
• 5:29
  this
• 5:29
  growth
• 5:30
  coming
• 5:30
  from
• 5:30
  the
• 5:30
  digital
• 5:31
  side
• 5:31
  of
• 5:31
  the
• 5:31
  business
• 5:31
  then,
• 5:32
  relative
• 5:32
  to
• 5:32
  the
• 5:33
  stores?
• 5:33
  I
• 5:33
  think
• 5:33
  what's
• 5:34
  happening
• 5:34
  is
• 5:36
  the
• 5:36
  department
• 5:36
  stores
• 5:37
  I
• 5:37
  think
• 5:37
  everyone
• 5:37
  knows
• 5:38
  is
• 5:38
  struggling.
• 5:38
  I
• 5:39
  think
• 5:39
  that
• 5:39
  you
• 5:39
  guys
• 5:39
  talk
• 5:39
  about
• 5:40
  that
• 5:40
  very,
• 5:40
  very
• 5:40
  often.
• 5:41
  So
• 5:42
  they've
• 5:42
  been
• 5:42
  buying
• 5:43
  less
• 5:43
  and
• 5:44
  they've
• 5:44
  become
• 5:44
  less
• 5:45
  important.
• 5:46
  The
• 5:46
  digital
• 5:46
  role
• 5:47
  that
• 5:47
  your
• 5:47
  plays
• 5:48
  is
• 5:48
  we
• 5:48
  make
• 5:49
  really
• 5:49
  easy
• 5:49
  for
• 5:50
  brands
• 5:50
  to
• 5:51
  manage
• 5:52
  thousands
• 5:52
  of
• 5:52
  independent
• 5:53
  retailers
• 5:54
  that
• 5:54
  could
• 5:54
  be
• 5:54
  worth
• 5:55
  the
• 5:55
  same
• 5:55
  volume
• 5:56
  as
• 5:56
  your
• 5:56
  department
• 5:57
  store
• 5:57
  business.
• 5:59
  When
• 5:59
  I
• 5:59
  used
• 5:59
  to
• 5:59
  ask
• 6:00
  folks,
• 6:00
  why
• 6:00
  don't
• 6:00
  you
• 6:01
  do
• 6:01
  these
• 6:01
  small
• 6:01
  retailers
• 6:02
  around
• 6:02
  the
• 6:02
  globe?
• 6:03
  They
• 6:03
  used
• 6:03
  to
• 6:03
  say,
• 6:03
  well,
• 6:04
  how
• 6:04
  do
• 6:04
  you
• 6:04
  manage
• 6:04
  this?
• 6:05
  And
• 6:05
  I
• 6:06
  say,
• 6:06
  well,
• 6:06
  let
• 6:07
  me
• 6:07
  show
• 6:07
  you.
• 6:08
  So
• 6:08
  that's
• 6:08
  been
• 6:09
  a
• 6:09
  big
• 6:09
  shift.
• 6:09
  Digital
• 6:10
  has
• 6:10
  been
• 6:10
  a
• 6:10
  big
• 6:10
  reason
• 6:11
  why
• 6:11
  people
• 6:11
  can
• 6:12
  manage
• 6:13
  that
• 6:13
  business,
• 6:15
  you
• 6:15
  know,
• 6:15
  which
• 6:15
  has
• 6:15
  really
• 6:15
  driven
• 6:16
  this
• 6:16
  change.
• 6:17
  So.
• 6:17
  Got
• 6:17
  it.
• 6:17
  So
• 6:17
  what
• 6:17
  you're
• 6:18
  saying
• 6:18
  is
• 6:18
  it
• 6:18
  was
• 6:18
  kind
• 6:18
  of
• 6:18
  a
• 6:18
  latent
• 6:19
  opportunity
• 6:19
  for
• 6:20
  a
• 6:20
  long
• 6:20
  time,
• 6:20
  that
• 6:21
  technology
• 6:21
  is
• 6:21
  now
• 6:22
  unlocked?
• 6:23
  Absolutely.
• 6:24
  And
• 6:24
  I
• 6:24
  think
• 6:24
  what's
• 6:25
  most
• 6:25
  exciting
• 6:25
  is
• 6:26
  JOR
• 6:27
  is
• 6:27
  the
• 6:27
  leader
• 6:28
  empowering
• 6:28
  these
• 6:29
  independent
• 6:29
  retailers
• 6:30
  to
• 6:30
  shop
• 6:30
  with
• 6:30
  brands.
• 6:31
  But
• 6:31
  you
• 6:32
  also
• 6:32
  have
• 6:32
  another
• 6:32
  leader
• 6:33
  in
• 6:33
  the
• 6:33
  space
• 6:33
  called
• 6:34
  Shopify
• 6:34
  that
• 6:35
  we
• 6:35
  all
• 6:35
  know
• 6:36
  that
• 6:36
  is
• 6:36
  doing
• 6:36
  a
• 6:37
  very
• 6:37
  good
• 6:37
  job
• 6:38
  with
• 6:38
  POS
• 6:39
  solutions
• 6:39
  in
• 6:40
  these
• 6:40
  for
• 6:40
  these
• 6:41
  stores
• 6:42
  as
• 6:42
  well
• 6:42
  as
• 6:43
  hosting
• 6:43
  their
• 6:43
  websites.
• 6:45
  So
• 6:46
  a
• 6:46
  unique
• 6:47
  launch
• 6:47
  that's
• 6:48
  happening
• 6:48
  momentarily.
• 6:49
  We're
• 6:49
  going
• 6:50
  ga
• 6:50
  this
• 6:50
  month
• 6:51
  for
• 6:51
  JOR
• 6:52
  is
• 6:52
  a
• 6:53
  Shopify
• 6:54
  integration
• 6:55
  which
• 6:55
  essentially
• 6:56
  allows
• 6:57
  these
• 6:57
  small
• 6:57
  retailers
• 6:58
  to
• 6:59
  not
• 6:59
  only
• 7:00
  log
• 7:00
  into
• 7:00
  JOR
• 7:01
  and
• 7:01
  do
• 7:01
  all
• 7:02
  of
• 7:02
  their
• 7:02
  wholesale
• 7:03
  buying
• 7:03
  for
• 7:04
  all
• 7:04
  the
• 7:04
  brands
• 7:05
  that
• 7:05
  we
• 7:05
  have,
• 7:06
  but
• 7:06
  to
• 7:06
  then
• 7:07
  automatically
• 7:08
  sync
• 7:09
  that
• 7:09
  data
• 7:10
  to
• 7:10
  their
• 7:11
  Shopify
• 7:11
  POS
• 7:12
  and
• 7:13
  their
• 7:13
  Shopify
• 7:14
  websites,
• 7:15
  really
• 7:15
  creating
• 7:16
  a
• 7:16
  true,
• 7:17
  complete
• 7:19
  digital
• 7:19
  situation,
• 7:20
  which
• 7:20
  is
• 7:20
  super
• 7:21
  exciting.
• 7:22
  Yeah,
• 7:22
  that
• 7:22
  makes
• 7:23
  sense.
• 7:23
  And
• 7:23
  it
• 7:23
  taps
• 7:23
  into
• 7:23
  that
• 7:23
  latent
• 7:24
  opportunity
• 7:24
  even
• 7:24
  more
• 7:25
  and
• 7:25
  gives
• 7:26
  you
• 7:26
  a
• 7:26
  good
• 7:26
  positioning
• 7:27
  in
• 7:27
  the
• 7:27
  marketplace
• 7:27
  too,
• 7:27
  given
• 7:27
  what
• 7:28
  we
• 7:28
  know
• 7:28
  about
• 7:28
  some
• 7:28
  of.
• 7:28
  Some
• 7:29
  of
• 7:29
  your
• 7:29
  competitors
• 7:29
  as
• 7:30
  well.
• 7:30
  All
• 7:30
  right,
• 7:30
  so
• 7:31
  I
• 7:31
  tease
• 7:31
  at
• 7:31
  the
• 7:32
  outset,
• 7:33
  you
• 7:33
  know,
• 7:33
  that
• 7:33
  there's.
• 7:34
  There's
• 7:34
  not
• 7:34
  a
• 7:34
  lot
• 7:35
  going
• 7:35
  on
• 7:35
  which
• 7:35
  couldn't
• 7:35
  be
• 7:36
  further
• 7:36
  from
• 7:36
  the
• 7:36
  truth.
• 7:36
  Like,
• 7:37
  there's
• 7:37
  just
• 7:37
  so
• 7:37
  much
• 7:37
  change
• 7:38
  going
• 7:38
  on,
• 7:38
  so
• 7:38
  much
• 7:39
  uncertainty.
• 7:39
  I
• 7:39
  think
• 7:39
  the
• 7:39
  running
• 7:40
  joke
• 7:40
  it's
• 7:40
  Shop
• 7:41
  Europe
• 7:41
  is
• 7:41
  the
• 7:41
  only
• 7:42
  certainty
• 7:42
  is
• 7:42
  uncertainty
• 7:43
  at
• 7:43
  this
• 7:43
  point.
• 7:43
  So.
• 7:44
  So
• 7:44
  what
• 7:44
  is
• 7:44
  your
• 7:45
  advice
• 7:45
  for
• 7:45
  retailers
• 7:46
  and
• 7:46
  brands
• 7:46
  amid
• 7:46
  all
• 7:47
  this
• 7:47
  uncertainty?
• 7:48
  How
• 7:49
  should
• 7:49
  they
• 7:49
  operate
• 7:49
  in
• 7:49
  a
• 7:49
  way
• 7:50
  that,
• 7:50
  you
• 7:50
  know,
• 7:51
  keeps
• 7:51
  them
• 7:51
  more
• 7:52
  agile
• 7:52
  and
• 7:53
  makes
• 7:53
  it
• 7:53
  easier
• 7:54
  for
• 7:54
  them
• 7:54
  to
• 7:54
  adapt
• 7:54
  to
• 7:54
  all
• 7:54
  this
• 7:55
  change?
• 7:56
  Yeah,
• 7:56
  I
• 7:56
  think
• 7:56
  what
• 7:56
  I
• 7:57
  can
• 7:57
  tell
• 7:57
  you
• 7:57
  is
• 7:57
  that
• 7:57
  based
• 7:58
  on
• 7:58
  our
• 7:58
  data
• 7:58
  we
• 7:58
  have
• 7:58
  so
• 7:59
  many
• 7:59
  blueprints
• 7:59
  of
• 7:59
  success
• 8:00
  or
• 8:00
  where
• 8:00
  the
• 8:00
  industry
• 8:01
  is
• 8:01
  going.
• 8:01
  And
• 8:01
  I
• 8:02
  think
• 8:02
  not.
• 8:03
  I
• 8:03
  think
• 8:03
  I
• 8:03
  know
• 8:04
  that
• 8:04
  the
• 8:04
  industry
• 8:04
  likes
• 8:05
  to
• 8:05
  know
• 8:05
  what
• 8:05
  others
• 8:05
  are
• 8:05
  doing
• 8:05
  because
• 8:06
  everyone
• 8:06
  in
• 8:06
  the
• 8:06
  industry
• 8:06
  is
• 8:07
  your
• 8:07
  competitor.
• 8:08
  So
• 8:08
  we
• 8:08
  have
• 8:08
  a
• 8:09
  few
• 8:09
  things
• 8:09
  that
• 8:09
  are
• 8:10
  happening
• 8:10
  that
• 8:10
  are
• 8:11
  pretty
• 8:11
  drastic
• 8:12
  that
• 8:12
  folks
• 8:12
  should
• 8:12
  pay
• 8:13
  attention
• 8:13
  to.
• 8:14
  One
• 8:14
  is
• 8:14
  in
• 8:15
  Newstad
• 8:15
  and
• 8:15
  it's
• 8:16
  one
• 8:16
  of
• 8:16
  my
• 8:16
  favorites
• 8:16
  which
• 8:17
  is
• 8:18
  with
• 8:18
  the
• 8:19
  introduction
• 8:20
  of
• 8:21
  the
• 8:21
  teemus
• 8:21
  of
• 8:22
  the
• 8:22
  world
• 8:22
  and
• 8:22
  the
• 8:22
  Chinese
• 8:23
  of
• 8:23
  the
• 8:23
  world,
• 8:24
  fast
• 8:24
  fashion.
• 8:25
  You
• 8:26
  had
• 8:26
  an
• 8:26
  industry
• 8:26
  that
• 8:27
  for
• 8:27
  years
• 8:27
  and
• 8:28
  we
• 8:28
  have
• 8:28
  the
• 8:28
  data
• 8:28
  for
• 8:29
  five
• 8:29
  consecutive
• 8:30
  years
• 8:30
  very
• 8:30
  consistently.
• 8:32
  The
• 8:33
  time
• 8:33
  from
• 8:34
  shipping
• 8:35
  from
• 8:35
  order
• 8:36
  creation
• 8:36
  to
• 8:36
  shipping
• 8:37
  was
• 8:37
  240
• 8:39
  days.
• 8:40
  So
• 8:40
  you
• 8:41
  placed
• 8:41
  an
• 8:41
  order
• 8:42
  in
• 8:42
  our
• 8:42
  industry.
• 8:42
  I
• 8:43
  know
• 8:43
  Ann
• 8:43
  shaking
• 8:44
  her
• 8:44
  Head
• 8:44
  and
• 8:45
  240
• 8:46
  days
• 8:46
  later
• 8:47
  those
• 8:48
  goods
• 8:48
  were
• 8:48
  hitting
• 8:48
  selling
• 8:49
  floors.
• 8:49
  That
• 8:50
  was
• 8:50
  the
• 8:50
  lead
• 8:50
  window
• 8:51
  that
• 8:51
  was
• 8:51
  being
• 8:51
  asked
• 8:51
  for.
• 8:53
  Interestingly
• 8:54
  last
• 8:54
  year
• 8:56
  it
• 8:56
  dropped
• 8:57
  to
• 8:57
  84
• 8:57
  days.
• 8:58
  So
• 8:59
  it
• 8:59
  feels
• 8:59
  like
• 9:00
  they
• 9:00
  started
• 9:01
  to
• 9:01
  drink
• 9:01
  the
• 9:01
  Kool
• 9:02
  Aid
• 9:03
  and
• 9:04
  really
• 9:04
  improve
• 9:05
  those
• 9:05
  shipping
• 9:06
  windows.
• 9:06
  This
• 9:07
  year
• 9:07
  I
• 9:07
  don't
• 9:08
  want
• 9:08
  to
• 9:08
  share
• 9:08
  the
• 9:08
  stat
• 9:08
  quite
• 9:09
  yet
• 9:09
  because
• 9:09
  the
• 9:09
  year
• 9:10
  is
• 9:10
  not
• 9:10
  nearly
• 9:10
  over,
• 9:11
  but
• 9:11
  we
• 9:11
  are
• 9:11
  seeing
• 9:12
  even
• 9:12
  a
• 9:12
  greater
• 9:13
  reduction
• 9:14
  to
• 9:14
  the
• 9:14
  84
• 9:15
  days.
• 9:16
  So
• 9:16
  I
• 9:16
  think
• 9:16
  learning
• 9:17
  number
• 9:17
  one,
• 9:18
  if
• 9:18
  you
• 9:19
  aren't
• 9:19
  tightening
• 9:19
  those
• 9:20
  shipping
• 9:20
  windows,
• 9:21
  you're
• 9:22
  missing
• 9:22
  an
• 9:22
  enormous
• 9:23
  opportunity.
• 9:23
  You
• 9:23
  have
• 9:24
  got
• 9:24
  to
• 9:24
  be
• 9:24
  closer
• 9:25
  from
• 9:25
  production
• 9:26
  to
• 9:26
  shipping.
• 9:27
  Well,
• 9:28
  and
• 9:28
  Kristin,
• 9:29
  what
• 9:29
  other
• 9:29
  trends
• 9:29
  have
• 9:30
  you
• 9:30
  seen
• 9:30
  as
• 9:30
  a
• 9:30
  result
• 9:31
  of
• 9:31
  kind
• 9:32
  of
• 9:32
  the,
• 9:33
  the
• 9:33
  movement
• 9:34
  in
• 9:34
  the
• 9:34
  industry
• 9:35
  from
• 9:35
  Shein,
• 9:35
  from
• 9:36
  Temu?
• 9:36
  I
• 9:37
  mean
• 9:37
  how
• 9:37
  are
• 9:38
  brands
• 9:38
  responding
• 9:38
  to
• 9:39
  this?
• 9:39
  Not
• 9:39
  everyone
• 9:39
  can
• 9:40
  produce
• 9:40
  on
• 9:40
  these
• 9:40
  short
• 9:41
  timelines.
• 9:42
  So
• 9:42
  I
• 9:42
  mean
• 9:42
  I
• 9:43
  know
• 9:43
  that
• 9:43
  some,
• 9:43
  some
• 9:44
  brands
• 9:44
  are
• 9:44
  looking
• 9:44
  at,
• 9:45
  you
• 9:45
  know,
• 9:45
  finding
• 9:46
  new
• 9:46
  partners,
• 9:46
  especially
• 9:47
  with
• 9:47
  things
• 9:48
  like,
• 9:48
  you
• 9:48
  know,
• 9:48
  the
• 9:48
  economic
• 9:49
  changes
• 9:50
  and
• 9:50
  uncertainty
• 9:51
  between
• 9:51
  certain
• 9:51
  countries
• 9:52
  and
• 9:52
  our
• 9:52
  is
• 9:53
  here
• 9:53
  in
• 9:53
  the
• 9:53
  US
• 9:53
  like
• 9:54
  what
• 9:54
  are
• 9:55
  you,
• 9:55
  what
• 9:55
  are
• 9:55
  you
• 9:55
  offering
• 9:56
  at
• 9:56
  your.
• 9:57
  For
• 9:57
  some
• 9:57
  of
• 9:57
  these,
• 9:58
  these
• 9:58
  independent
• 9:59
  brands
• 9:59
  so
• 9:59
  that
• 10:00
  they
• 10:00
  can
• 10:00
  really
• 10:00
  kind
• 10:01
  of
• 10:01
  stay
• 10:01
  competitive
• 10:03
  with
• 10:03
  the,
• 10:04
  with
• 10:04
  those,
• 10:04
  those
• 10:05
  fast
• 10:05
  fashion
• 10:05
  players.
• 10:06
  Yeah,
• 10:07
  I
• 10:07
  mean
• 10:07
  I
• 10:07
  think
• 10:09
  number
• 10:09
  one
• 10:09
  just
• 10:09
  a
• 10:10
  trend
• 10:10
  we're
• 10:10
  seeing
• 10:10
  them
• 10:11
  do
• 10:11
  is
• 10:12
  they
• 10:12
  are
• 10:14
  making
• 10:15
  their
• 10:15
  assortments
• 10:15
  more
• 10:16
  curated.
• 10:16
  So
• 10:17
  and
• 10:17
  part
• 10:17
  of
• 10:18
  this
• 10:18
  I
• 10:18
  know
• 10:18
  we'll
• 10:18
  talk
• 10:18
  about
• 10:18
  a
• 10:19
  little
• 10:19
  bit
• 10:19
  about,
• 10:20
  about
• 10:20
  the,
• 10:21
  the
• 10:22
  tariffs,
• 10:23
  but
• 10:24
  they're
• 10:24
  making
• 10:24
  their
• 10:25
  assortments
• 10:25
  more
• 10:25
  curated
• 10:26
  now
• 10:28
  and
• 10:28
  there's
• 10:29
  definitely
• 10:29
  a
• 10:29
  focus
• 10:30
  on
• 10:30
  evergreen
• 10:31
  styles
• 10:31
  where
• 10:31
  they
• 10:32
  have
• 10:32
  stock.
• 10:33
  Right.
• 10:33
  That's
• 10:34
  newer
• 10:34
  for
• 10:34
  this
• 10:35
  industry.
• 10:36
  Right.
• 10:37
  But
• 10:37
  that's
• 10:37
  also
• 10:37
  because
• 10:38
  the
• 10:38
  retailers
• 10:39
  are
• 10:39
  showing
• 10:39
  less
• 10:40
  risk
• 10:40
  as
• 10:40
  well
• 10:42
  in
• 10:42
  what
• 10:42
  they're
• 10:43
  choosing
• 10:43
  to
• 10:43
  buy.
• 10:44
  They're
• 10:44
  not
• 10:44
  being
• 10:45
  as
• 10:45
  creative,
• 10:46
  which
• 10:46
  is
• 10:47
  not
• 10:47
  a
• 10:47
  great
• 10:47
  outcome
• 10:47
  of
• 10:47
  what's
• 10:48
  going
• 10:48
  on
• 10:48
  in
• 10:48
  the
• 10:48
  market
• 10:48
  right
• 10:49
  now,
• 10:49
  to
• 10:49
  be
• 10:49
  transparent.
• 10:50
  But
• 10:50
  that
• 10:50
  is
• 10:51
  a
• 10:51
  trend
• 10:51
  we
• 10:51
  are
• 10:52
  Seeing
• 10:52
  we're
• 10:52
  able
• 10:53
  to
• 10:53
  track
• 10:54
  size
• 10:54
  of
• 10:54
  collections
• 10:55
  and
• 10:57
  we're
• 10:57
  seeing
• 10:58
  that
• 10:58
  that
• 10:58
  is
• 10:58
  coming
• 10:58
  to
• 10:59
  a
• 10:59
  smaller,
• 11:00
  more
• 11:00
  narrow
• 11:01
  and
• 11:01
  focused
• 11:02
  distribution.
• 11:03
  And
• 11:03
  what
• 11:04
  kind
• 11:04
  of
• 11:04
  tools
• 11:05
  are
• 11:05
  there
• 11:05
  at
• 11:06
  your.
• 11:06
  For
• 11:06
  them
• 11:06
  to.
• 11:07
  To
• 11:07
  use
• 11:07
  in
• 11:08
  order
• 11:08
  to
• 11:08
  kind
• 11:08
  of
• 11:09
  help
• 11:09
  that.
• 11:09
  Because
• 11:09
  I
• 11:09
  imagine
• 11:10
  it's.
• 11:10
  It's
• 11:10
  difficult
• 11:11
  to
• 11:11
  get
• 11:11
  a
• 11:11
  sense
• 11:11
  of
• 11:12
  like,
• 11:12
  where
• 11:13
  should
• 11:13
  we
• 11:13
  cut?
• 11:14
  What.
• 11:14
  What's
• 11:14
  going
• 11:15
  to
• 11:15
  be
• 11:15
  like
• 11:15
  Evergreen.
• 11:16
  And
• 11:16
  then
• 11:16
  how
• 11:17
  do
• 11:17
  we
• 11:17
  manage
• 11:18
  those
• 11:18
  relationships
• 11:19
  too,
• 11:19
  with
• 11:19
  some
• 11:20
  of
• 11:20
  the
• 11:20
  partners
• 11:20
  that
• 11:21
  we're
• 11:21
  using
• 11:21
  for
• 11:21
  production
• 11:22
  and
• 11:22
  kind
• 11:22
  of
• 11:23
  what
• 11:23
  the
• 11:23
  buys
• 11:23
  might
• 11:23
  be.
• 11:24
  Yeah.
• 11:25
  So
• 11:25
  we
• 11:25
  give
• 11:25
  you,
• 11:25
  you
• 11:26
  know,
• 11:26
  we're
• 11:26
  a
• 11:26
  data
• 11:27
  company
• 11:27
  at
• 11:27
  our
• 11:27
  core,
• 11:28
  and
• 11:28
  so
• 11:28
  you're
• 11:29
  able
• 11:29
  to
• 11:29
  see
• 11:29
  the
• 11:30
  data
• 11:30
  of
• 11:31
  all
• 11:31
  the
• 11:31
  buying
• 11:32
  trends.
• 11:33
  You're
• 11:33
  able
• 11:33
  to
• 11:33
  see
• 11:34
  what's
• 11:34
  selling,
• 11:34
  what's
• 11:35
  not
• 11:35
  selling.
• 11:36
  And
• 11:36
  by
• 11:37
  selling,
• 11:37
  I
• 11:37
  don't
• 11:37
  mean
• 11:37
  the
• 11:38
  consumer
• 11:38
  selling,
• 11:38
  I
• 11:39
  mean
• 11:39
  the
• 11:39
  wholesaler
• 11:40
  is
• 11:40
  buying
• 11:40
  from
• 11:41
  you.
• 11:41
  So
• 11:41
  you
• 11:41
  know,
• 11:42
  what
• 11:42
  items
• 11:43
  you
• 11:43
  should
• 11:43
  go
• 11:44
  forward
• 11:44
  with.
• 11:44
  Okay.
• 11:45
  What
• 11:45
  items
• 11:45
  you
• 11:45
  should
• 11:46
  cut.
• 11:46
  And
• 11:46
  if
• 11:46
  you
• 11:47
  choose
• 11:47
  to
• 11:47
  cut
• 11:47
  them
• 11:48
  before
• 11:49
  they
• 11:49
  ship,
• 11:49
  because
• 11:49
  you're
• 11:50
  on
• 11:50
  a
• 11:50
  platform,
• 11:51
  you're
• 11:51
  able
• 11:51
  to
• 11:51
  notify
• 11:52
  very
• 11:52
  easily.
• 11:53
  We're
• 11:54
  not
• 11:54
  making
• 11:54
  this.
• 11:55
  Now,
• 11:55
  I
• 11:55
  know
• 11:56
  people
• 11:56
  have.
• 11:56
  Have
• 11:56
  chosen
• 11:57
  this,
• 11:57
  but
• 11:58
  we
• 11:58
  recommend
• 11:59
  this
• 11:59
  instead.
• 12:00
  And
• 12:01
  when
• 12:01
  a
• 12:01
  buyer
• 12:01
  says,
• 12:02
  oh,
• 12:02
  I
• 12:03
  accept
• 12:03
  that
• 12:03
  change,
• 12:04
  you've
• 12:04
  auto
• 12:06
  changed
• 12:07
  those
• 12:07
  orders
• 12:08
  so
• 12:08
  that
• 12:08
  you've
• 12:09
  lost.
• 12:09
  No
• 12:09
  open
• 12:10
  to
• 12:10
  buy,
• 12:10
  but
• 12:10
  you've
• 12:10
  been
• 12:11
  able
• 12:11
  to
• 12:11
  keep
• 12:11
  that
• 12:11
  narrow
• 12:12
  assortment.
• 12:13
  Okay.
• 12:14
  And
• 12:14
  that
• 12:14
  gets
• 12:14
  back
• 12:14
  to
• 12:14
  what
• 12:14
  Chris
• 12:15
  was
• 12:15
  saying
• 12:15
  about
• 12:15
  working
• 12:16
  off
• 12:16
  the
• 12:16
  same
• 12:16
  sheet
• 12:17
  of
• 12:17
  music,
• 12:17
  I
• 12:17
  think
• 12:18
  too,
• 12:18
  where
• 12:18
  everybody's
• 12:19
  kind
• 12:19
  of
• 12:19
  working
• 12:20
  off
• 12:20
  the
• 12:20
  same.
• 12:20
  Data
• 12:21
  to
• 12:21
  a
• 12:21
  collaboration,
• 12:22
  Correct?
• 12:23
  Yeah,
• 12:24
  it's
• 12:24
  kind
• 12:24
  of
• 12:24
  one
• 12:24
  of
• 12:24
  the
• 12:24
  key
• 12:24
  principles
• 12:25
  of
• 12:25
  digitization,
• 12:26
  really.
• 12:26
  So,
• 12:26
  Chris,
• 12:26
  I
• 12:27
  want
• 12:27
  to
• 12:27
  make
• 12:27
  sure
• 12:27
  I
• 12:27
  go
• 12:27
  back
• 12:27
  to.
• 12:28
  So,
• 12:28
  so
• 12:28
  you're
• 12:28
  saying
• 12:29
  people
• 12:29
  are
• 12:29
  curating
• 12:29
  their
• 12:29
  collections
• 12:30
  more
• 12:30
  is
• 12:30
  that
• 12:30
  it's
• 12:31
  essentially
• 12:31
  because
• 12:31
  they're
• 12:31
  just
• 12:31
  betting
• 12:32
  on
• 12:32
  what
• 12:32
  they
• 12:32
  think
• 12:32
  is
• 12:33
  going
• 12:33
  to
• 12:33
  work,
• 12:33
  what
• 12:33
  they
• 12:34
  have
• 12:34
  tried.
• 12:34
  And
• 12:34
  true
• 12:34
  data
• 12:35
  telling
• 12:35
  them
• 12:35
  they've
• 12:36
  sold
• 12:36
  year
• 12:36
  over
• 12:36
  year,
• 12:37
  which
• 12:37
  is
• 12:37
  kind
• 12:37
  of
• 12:37
  a
• 12:37
  risky
• 12:38
  game
• 12:38
  in
• 12:38
  the
• 12:38
  fashion
• 12:39
  business,
• 12:39
  right?
• 12:39
  It
• 12:39
  is
• 12:39
  a
• 12:40
  risky
• 12:40
  game
• 12:40
  in
• 12:40
  the
• 12:40
  fashion
• 12:40
  business,
• 12:41
  but
• 12:41
  that's
• 12:41
  what
• 12:41
  we're
• 12:42
  seeing.
• 12:42
  And
• 12:42
  I
• 12:42
  think
• 12:43
  the
• 12:43
  tariff
• 12:44
  situation
• 12:44
  is
• 12:45
  obviously
• 12:45
  weighing
• 12:46
  in
• 12:46
  on
• 12:46
  this
• 12:47
  as
• 12:47
  well.
• 12:48
  Okay.
• 12:48
  You
• 12:49
  know,
• 12:49
  bringing
• 12:49
  in
• 12:49
  more
• 12:50
  merchandise,
• 12:50
  more
• 12:51
  different
• 12:51
  merchandise,
• 12:52
  and
• 12:52
  having
• 12:53
  this
• 12:53
  tower
• 12:53
  of
• 12:53
  problem.
• 12:54
  It
• 12:55
  just
• 12:55
  has
• 12:55
  them
• 12:55
  focusing,
• 12:56
  you
• 12:56
  know,
• 12:56
  things
• 12:57
  are
• 12:57
  going
• 12:57
  to
• 12:57
  cost
• 12:57
  more
• 12:58
  if
• 12:58
  this
• 12:58
  all
• 12:58
  works
• 12:59
  out
• 12:59
  and
• 12:59
  goes
• 12:59
  through.
• 13:00
  Right.
• 13:00
  So
• 13:01
  it
• 13:01
  has
• 13:01
  them
• 13:01
  focusing
• 13:02
  their
• 13:02
  assortments
• 13:02
  on
• 13:03
  the
• 13:03
  winds,
• 13:04
  the
• 13:04
  shore
• 13:04
  winds.
• 13:05
  And
• 13:05
  it's
• 13:06
  not
• 13:06
  great
• 13:07
  because
• 13:07
  what
• 13:07
  you're
• 13:07
  seeing
• 13:08
  is
• 13:08
  the
• 13:09
  fun
• 13:09
  colors
• 13:10
  that
• 13:10
  a
• 13:10
  lot
• 13:10
  of
• 13:10
  people
• 13:10
  used
• 13:11
  to
• 13:11
  bring
• 13:11
  in
• 13:12
  less
• 13:12
  of
• 13:12
  those.
• 13:13
  Right.
• 13:13
  Higher
• 13:14
  risk.
• 13:15
  But
• 13:15
  what
• 13:15
  we're
• 13:15
  advising
• 13:16
  them
• 13:16
  actually,
• 13:17
  is
• 13:19
  strategically,
• 13:20
  you
• 13:20
  actually
• 13:21
  can
• 13:21
  raise
• 13:21
  prices
• 13:22
  on
• 13:22
  those
• 13:22
  new
• 13:22
  colors
• 13:23
  more
• 13:23
  so
• 13:24
  than
• 13:24
  what
• 13:24
  folks
• 13:24
  are
• 13:24
  used
• 13:25
  to.
• 13:25
  Oh,
• 13:25
  that's.
• 13:26
  We're
• 13:26
  saying
• 13:27
  don't
• 13:27
  cut
• 13:27
  too
• 13:28
  narrow,
• 13:28
  because
• 13:29
  if
• 13:29
  I'm
• 13:29
  seeing
• 13:30
  everyone
• 13:30
  cutting
• 13:30
  narrow,
• 13:31
  you're
• 13:32
  going
• 13:32
  to
• 13:32
  be
• 13:32
  different
• 13:32
  if
• 13:32
  you
• 13:33
  bring
• 13:33
  in
• 13:33
  that
• 13:33
  bright
• 13:33
  green
• 13:34
  item.
• 13:34
  And
• 13:35
  you
• 13:35
  could
• 13:35
  probably
• 13:36
  charge
• 13:36
  more
• 13:36
  for
• 13:37
  it
• 13:37
  and
• 13:37
  be
• 13:38
  okay
• 13:38
  because
• 13:39
  there's
• 13:39
  not
• 13:39
  going
• 13:39
  to
• 13:39
  be
• 13:40
  a
• 13:40
  lot
• 13:40
  of
• 13:40
  it
• 13:40
  in
• 13:40
  the
• 13:40
  market.
• 13:41
  This
• 13:41
  is
• 13:41
  the
• 13:42
  kind
• 13:42
  of
• 13:42
  help
• 13:42
  that
• 13:42
  JOR
• 13:43
  can
• 13:43
  give
• 13:43
  you
• 13:44
  to
• 13:44
  strategically
• 13:45
  buy
• 13:45
  and
• 13:45
  raise
• 13:45
  those
• 13:46
  prices.
• 13:47
  Is
• 13:47
  there
• 13:47
  anything
• 13:47
  else
• 13:48
  they
• 13:48
  should
• 13:48
  do
• 13:48
  in
• 13:48
  regards
• 13:49
  to
• 13:49
  tariffs
• 13:49
  that
• 13:49
  you're
• 13:49
  seeing
• 13:50
  as
• 13:50
  well?
• 13:50
  Cause,
• 13:50
  you
• 13:50
  know,
• 13:50
  tariffs
• 13:51
  seem
• 13:51
  to
• 13:51
  be
• 13:51
  the
• 13:51
  talk
• 13:51
  of
• 13:52
  the
• 13:52
  town
• 13:52
  at
• 13:52
  pretty
• 13:52
  much
• 13:53
  every
• 13:53
  conference
• 13:53
  we
• 13:53
  go
• 13:54
  to.
• 13:54
  Yeah.
• 13:55
  So
• 13:55
  we
• 13:55
  published
• 13:55
  this
• 13:56
  really
• 13:56
  exciting
• 13:56
  white
• 13:56
  paper,
• 13:57
  which
• 13:57
  we
• 13:57
  can.
• 13:58
  You
• 13:58
  can
• 13:58
  find
• 13:58
  on
• 13:58
  JOR.com
• 13:59
  at
• 13:59
  the
• 13:59
  end.
• 13:59
  But
• 14:00
  essentially
• 14:00
  we
• 14:00
  found
• 14:01
  a
• 14:01
  lot
• 14:01
  of
• 14:01
  information
• 14:02
  not
• 14:02
  just
• 14:02
  from
• 14:03
  survey
• 14:04
  data,
• 14:04
  which
• 14:04
  is
• 14:04
  embedded
• 14:05
  in
• 14:05
  our
• 14:05
  platform,
• 14:06
  where
• 14:06
  we're
• 14:06
  able
• 14:06
  to
• 14:06
  survey
• 14:07
  people
• 14:07
  as
• 14:07
  they
• 14:07
  use
• 14:07
  us,
• 14:08
  but
• 14:08
  also
• 14:08
  transactional
• 14:09
  platform
• 14:10
  data
• 14:10
  of
• 14:10
  what's
• 14:11
  actually
• 14:11
  happening.
• 14:13
  So
• 14:13
  from
• 14:13
  our
• 14:13
  white
• 14:13
  paper,
• 14:14
  we're
• 14:14
  seeing
• 14:14
  some
• 14:15
  interesting
• 14:16
  outcomes
• 14:17
  that
• 14:18
  are
• 14:18
  probably
• 14:18
  counterintuitive
• 14:19
  to
• 14:19
  the
• 14:19
  purpose
• 14:20
  of
• 14:20
  these
• 14:20
  tariffs.
• 14:21
  So,
• 14:22
  number
• 14:23
  one,
• 14:23
  probably
• 14:23
  no
• 14:24
  surprise,
• 14:24
  about
• 14:25
  85%
• 14:25
  of
• 14:26
  brands
• 14:27
  are
• 14:27
  telling
• 14:27
  us
• 14:27
  that
• 14:28
  they
• 14:28
  are
• 14:28
  going
• 14:28
  to
• 14:29
  increase
• 14:29
  their
• 14:29
  prices.
• 14:30
  They're
• 14:30
  going
• 14:30
  to
• 14:31
  pass
• 14:31
  these
• 14:31
  increases
• 14:32
  off
• 14:33
  to
• 14:34
  the
• 14:34
  retailers,
• 14:35
  who
• 14:36
  are
• 14:36
  also
• 14:37
  telling
• 14:37
  us
• 14:37
  they're
• 14:38
  going
• 14:38
  to
• 14:38
  raise
• 14:38
  their
• 14:38
  prices
• 14:39
  and.
• 14:39
  And
• 14:39
  pass
• 14:40
  it
• 14:40
  off
• 14:40
  to
• 14:40
  the
• 14:41
  consumer.
• 14:42
  So
• 14:42
  price
• 14:43
  increases,
• 14:44
  assuming
• 14:44
  this
• 14:44
  works
• 14:45
  out
• 14:45
  the
• 14:45
  way
• 14:46
  we
• 14:46
  think
• 14:47
  are
• 14:47
  in
• 14:48
  our
• 14:48
  future,
• 14:48
  for
• 14:48
  sure,
• 14:50
  they
• 14:50
  gave
• 14:50
  us
• 14:50
  an
• 14:51
  estimate
• 14:51
  of
• 14:51
  what
• 14:51
  they
• 14:51
  think
• 14:52
  they're
• 14:52
  going
• 14:52
  to
• 14:52
  increase
• 14:52
  their
• 14:52
  prices
• 14:53
  at,
• 14:53
  and
• 14:53
  that's
• 14:53
  something
• 14:54
  that
• 14:54
  JOR
• 14:54
  will
• 14:54
  be
• 14:54
  able
• 14:54
  to
• 14:55
  check
• 14:55
  in
• 14:55
  a
• 14:56
  few
• 14:56
  months
• 14:56
  when
• 14:56
  the
• 14:56
  tariffs
• 14:57
  actually
• 14:57
  go
• 14:57
  into
• 14:57
  effect.
• 14:58
  Their
• 14:59
  estimate,
• 14:59
  on
• 14:59
  average,
• 15:00
  which
• 15:00
  was
• 15:00
  funny,
• 15:01
  was
• 15:01
  the
• 15:01
  same
• 15:02
  for
• 15:02
  brands
• 15:02
  and
• 15:02
  retailers,
• 15:03
  was
• 15:04
  20%.
• 15:05
  What
• 15:05
  I
• 15:05
  will
• 15:06
  tell
• 15:06
  you
• 15:06
  is,
• 15:06
  in
• 15:07
  the
• 15:07
  platform,
• 15:07
  we're
• 15:07
  not
• 15:08
  seeing
• 15:08
  much
• 15:08
  yet.
• 15:09
  We
• 15:10
  can
• 15:10
  run
• 15:10
  the
• 15:10
  data,
• 15:10
  as
• 15:11
  you
• 15:11
  can
• 15:11
  imagine,
• 15:12
  actual
• 15:12
  orders
• 15:13
  placed
• 15:14
  every
• 15:14
  single
• 15:15
  month.
• 15:15
  And
• 15:15
  I
• 15:15
  think
• 15:16
  May
• 15:16
  versus
• 15:17
  April
• 15:17
  was
• 15:18
  only
• 15:18
  3%.
• 15:19
  So
• 15:19
  nothing
• 15:20
  really
• 15:20
  has
• 15:20
  happened
• 15:21
  yet.
• 15:21
  However,
• 15:22
  we
• 15:23
  don't
• 15:23
  know
• 15:23
  what
• 15:24
  the
• 15:24
  tariff
• 15:24
  prices
• 15:25
  are.
• 15:25
  Or
• 15:25
  do
• 15:26
  we?
• 15:26
  I
• 15:26
  don't
• 15:26
  know.
• 15:27
  Yeah.
• 15:28
  When
• 15:28
  they're
• 15:28
  going
• 15:28
  to
• 15:28
  happen?
• 15:29
  Do
• 15:29
  we?
• 15:29
  I
• 15:30
  don't
• 15:30
  know.
• 15:30
  You
• 15:31
  would
• 15:31
  know
• 15:31
  better
• 15:31
  than
• 15:32
  we
• 15:32
  would,
• 15:32
  Kristen.
• 15:32
  Exactly.
• 15:33
  So
• 15:34
  we
• 15:34
  are
• 15:34
  going
• 15:34
  to
• 15:34
  watch
• 15:35
  it
• 15:35
  and
• 15:35
  we're
• 15:35
  going
• 15:35
  to
• 15:35
  be
• 15:36
  a
• 15:36
  really
• 15:36
  great
• 15:36
  resource,
• 15:37
  but
• 15:37
  meant
• 15:37
  to
• 15:37
  be
• 15:38
  in
• 15:38
  a
• 15:38
  helpful
• 15:38
  way
• 15:39
  because,
• 15:39
  again,
• 15:39
  the
• 15:40
  whole
• 15:40
  concept
• 15:40
  of
• 15:41
  you
• 15:41
  don't
• 15:41
  want
• 15:41
  to
• 15:41
  be
• 15:41
  more
• 15:41
  expensive
• 15:42
  than
• 15:42
  everybody
• 15:42
  around
• 15:42
  you.
• 15:43
  So
• 15:43
  our
• 15:44
  ability
• 15:44
  to
• 15:45
  tell
• 15:45
  People,
• 15:45
  every
• 15:46
  month,
• 15:46
  this
• 15:47
  is
• 15:47
  what
• 15:47
  we're
• 15:47
  seeing.
• 15:48
  Right.
• 15:48
  You
• 15:49
  can
• 15:49
  kind
• 15:49
  of
• 15:49
  get
• 15:49
  yourself
• 15:49
  in
• 15:50
  line
• 15:50
  and
• 15:50
  know
• 15:51
  how
• 15:51
  high
• 15:51
  you
• 15:52
  can
• 15:52
  go.
• 15:53
  Right.
• 15:54
  So
• 15:54
  it's
• 15:55
  super
• 15:55
  exciting.
• 15:55
  But
• 15:56
  I
• 15:56
  think
• 15:56
  what's
• 15:56
  really
• 15:56
  interesting
• 15:57
  out
• 15:57
  of
• 15:57
  the
• 15:57
  survey
• 15:58
  is
• 15:59
  that
• 16:00
  it's
• 16:00
  really
• 16:00
  going
• 16:01
  to
• 16:01
  hurt
• 16:01
  American
• 16:02
  brands.
• 16:02
  We
• 16:03
  have
• 16:04
  85%
• 16:06
  or,
• 16:06
  sorry,
• 16:07
  76%
• 16:08
  of
• 16:09
  non
• 16:09
  US
• 16:10
  retailers
• 16:11
  telling
• 16:11
  us
• 16:12
  that
• 16:12
  they're
• 16:13
  not
• 16:13
  going
• 16:13
  to
• 16:13
  buy,
• 16:14
  they're
• 16:14
  not
• 16:14
  going
• 16:14
  to
• 16:14
  buy.
• 16:15
  So
• 16:16
  it's
• 16:17
  not
• 16:17
  great
• 16:18
  where
• 16:19
  this
• 16:19
  is
• 16:19
  going
• 16:19
  to
• 16:19
  land
• 16:20
  for
• 16:20
  them.
• 16:20
  Yeah.
• 16:21
  The
• 16:21
  funny
• 16:21
  thing
• 16:21
  for
• 16:22
  me
• 16:22
  too
• 16:22
  is
• 16:22
  when
• 16:22
  you
• 16:23
  think
• 16:23
  about
• 16:23
  20%
• 16:23
  as
• 16:24
  the
• 16:24
  number,
• 16:24
  that
• 16:25
  kind
• 16:25
  of
• 16:25
  feels
• 16:25
  like
• 16:25
  the
• 16:25
  convergence
• 16:26
  to
• 16:26
  the
• 16:26
  meat
• 16:26
  of
• 16:26
  me
• 16:27
  just
• 16:27
  putting
• 16:27
  my
• 16:28
  thumb
• 16:28
  in
• 16:28
  my
• 16:28
  mouth
• 16:28
  and
• 16:28
  putting
• 16:29
  it
• 16:29
  up
• 16:29
  against
• 16:29
  the
• 16:30
  air
• 16:30
  to
• 16:30
  see
• 16:30
  what
• 16:30
  the,
• 16:31
  where
• 16:31
  the
• 16:31
  wind's
• 16:31
  going
• 16:31
  to
• 16:31
  blow
• 16:31
  because
• 16:32
  none
• 16:32
  of
• 16:32
  us
• 16:32
  know
• 16:32
  what
• 16:32
  the
• 16:32
  heck
• 16:33
  direction
• 16:33
  where
• 16:33
  did
• 16:34
  it
• 16:34
  come
• 16:34
  from.
• 16:34
  It
• 16:34
  was
• 16:34
  so
• 16:35
  funny
• 16:35
  that
• 16:35
  it
• 16:35
  was
• 16:35
  so
• 16:36
  it's
• 16:36
  like,
• 16:37
  yeah,
• 16:37
  so
• 16:37
  we're
• 16:38
  going
• 16:38
  to
• 16:38
  be
• 16:38
  the
• 16:38
  ones
• 16:38
  who
• 16:39
  chew
• 16:39
  that
• 16:39
  up
• 16:39
  and
• 16:40
  we're
• 16:40
  going
• 16:40
  to,
• 16:40
  you
• 16:40
  know,
• 16:41
  publish
• 16:41
  it
• 16:41
  and
• 16:41
  let
• 16:42
  everyone
• 16:42
  know
• 16:42
  what's
• 16:43
  really
• 16:43
  happening
• 16:43
  in
• 16:43
  the
• 16:43
  industry.
• 16:44
  So
• 16:44
  we're
• 16:45
  eager
• 16:45
  to
• 16:45
  see
• 16:46
  July
• 16:46
  when,
• 16:47
  when
• 16:47
  this
• 16:47
  is
• 16:47
  supposed
• 16:47
  to
• 16:48
  start.
• 16:49
  So
• 16:49
  Christian,
• 16:49
  that,
• 16:50
  that,
• 16:50
  that
• 16:50
  talks
• 16:50
  about
• 16:51
  like
• 16:51
  the,
• 16:51
  the,
• 16:52
  the
• 16:52
  way
• 16:53
  the
• 16:53
  market's
• 16:53
  responding
• 16:54
  to,
• 16:54
  you
• 16:54
  know,
• 16:54
  items
• 16:55
  that
• 16:55
  they're
• 16:55
  procuring
• 16:56
  for
• 16:56
  the
• 16:56
  future.
• 16:57
  What
• 16:57
  about
• 16:57
  the
• 16:57
  situation
• 16:58
  in
• 16:58
  regarding
• 16:58
  to
• 16:59
  like
• 16:59
  selling
• 17:00
  through
• 17:00
  current
• 17:00
  inventory
• 17:01
  or
• 17:01
  your
• 17:01
  current
• 17:01
  stock?
• 17:02
  Is
• 17:02
  there
• 17:02
  anything
• 17:03
  retailers
• 17:03
  need
• 17:03
  to
• 17:03
  think
• 17:03
  about
• 17:03
  in
• 17:04
  regards
• 17:04
  to
• 17:04
  that?
• 17:05
  Yeah,
• 17:05
  I
• 17:05
  mean,
• 17:06
  bottom
• 17:06
  line,
• 17:06
  that's
• 17:07
  going
• 17:07
  to
• 17:07
  be
• 17:07
  your
• 17:07
  cheapest
• 17:08
  inventory.
• 17:09
  So
• 17:09
  one
• 17:09
  of
• 17:09
  the
• 17:10
  things
• 17:10
  Drawer
• 17:10
  is
• 17:10
  doing
• 17:10
  to
• 17:11
  help
• 17:11
  is
• 17:11
  we're
• 17:11
  launching
• 17:11
  an
• 17:12
  event
• 17:12
  called
• 17:12
  Ready
• 17:13
  to
• 17:13
  Ship
• 17:13
  Style.
• 17:14
  It
• 17:14
  is
• 17:15
  our
• 17:15
  first
• 17:15
  ever
• 17:16
  ATS
• 17:17
  Available
• 17:18
  to
• 17:18
  Sell
• 17:18
  event
• 17:20
  where
• 17:20
  any
• 17:20
  brand
• 17:21
  who
• 17:21
  wants
• 17:21
  to
• 17:21
  participate
• 17:22
  that's
• 17:22
  a
• 17:22
  JOR
• 17:22
  member
• 17:23
  can
• 17:24
  put
• 17:24
  a
• 17:24
  line
• 17:24
  sheet,
• 17:25
  so
• 17:25
  to
• 17:25
  speak,
• 17:26
  of
• 17:26
  inventory
• 17:28
  items
• 17:28
  with
• 17:28
  inventory
• 17:29
  on
• 17:30
  this
• 17:30
  event
• 17:31
  and
• 17:31
  global
• 17:32
  retailers,
• 17:32
  at
• 17:32
  no
• 17:33
  cost
• 17:33
  to
• 17:33
  them
• 17:34
  will
• 17:34
  be
• 17:34
  able
• 17:34
  to
• 17:34
  log
• 17:35
  in.
• 17:35
  Now
• 17:35
  what's
• 17:36
  interesting
• 17:36
  is
• 17:37
  if
• 17:38
  the
• 17:38
  tariffs
• 17:38
  go
• 17:38
  into
• 17:39
  effect
• 17:39
  because
• 17:39
  this
• 17:39
  event's
• 17:40
  launching
• 17:40
  June
• 17:40
  24,
• 17:41
  if
• 17:42
  the
• 17:42
  tariffs
• 17:42
  go
• 17:42
  to
• 17:42
  effect
• 17:43
  in
• 17:43
  July,
• 17:44
  you
• 17:44
  can
• 17:44
  buy
• 17:44
  from
• 17:45
  your
• 17:45
  own
• 17:45
  region.
• 17:46
  Right.
• 17:46
  You
• 17:47
  can
• 17:47
  kind
• 17:47
  of
• 17:47
  see
• 17:47
  where
• 17:47
  inventory
• 17:48
  is
• 17:48
  available
• 17:50
  and
• 17:50
  this
• 17:50
  will
• 17:50
  really
• 17:51
  help
• 17:51
  stores
• 17:52
  who,
• 17:52
  you
• 17:52
  know.
• 17:53
  I
• 17:54
  think
• 17:54
  the
• 17:54
  industry
• 17:54
  has
• 17:54
  pointed
• 17:55
  to
• 17:55
  this
• 17:55
  problem,
• 17:55
  but
• 17:56
  a
• 17:56
  lot
• 17:56
  of
• 17:56
  boats
• 17:56
  either
• 17:57
  stalled
• 17:57
  or
• 17:57
  turned
• 17:58
  around.
• 17:58
  So
• 17:59
  there
• 17:59
  are
• 17:59
  going
• 17:59
  to
• 17:59
  be
• 17:59
  inventory
• 18:00
  problems.
• 18:01
  So
• 18:01
  George
• 18:02
  sort
• 18:02
  of
• 18:02
  saw
• 18:02
  this
• 18:03
  as
• 18:03
  a
• 18:03
  solve
• 18:03
  of.
• 18:04
  We
• 18:04
  know
• 18:04
  some
• 18:05
  of
• 18:05
  you
• 18:05
  have
• 18:05
  extra
• 18:05
  inventory.
• 18:07
  We
• 18:07
  know
• 18:07
  a
• 18:07
  bunch
• 18:07
  of
• 18:08
  these
• 18:08
  retailers
• 18:08
  are
• 18:09
  going
• 18:09
  to
• 18:09
  be
• 18:09
  a
• 18:09
  little
• 18:09
  short
• 18:10
  when
• 18:10
  it
• 18:11
  comes
• 18:11
  to
• 18:12
  the
• 18:12
  coming
• 18:13
  months.
• 18:14
  Let's
• 18:14
  look
• 18:15
  at
• 18:15
  what
• 18:15
  you
• 18:15
  still
• 18:15
  have.
• 18:16
  And
• 18:16
  by
• 18:16
  the
• 18:16
  way,
• 18:16
  these
• 18:16
  aren't
• 18:17
  bad
• 18:17
  goods,
• 18:17
  these
• 18:17
  aren't
• 18:18
  markdowns.
• 18:18
  It's
• 18:19
  just
• 18:19
  what
• 18:19
  they
• 18:19
  have
• 18:19
  in
• 18:20
  stock
• 18:20
  that
• 18:21
  they
• 18:21
  can
• 18:21
  ship
• 18:21
  immediately.
• 18:22
  So
• 18:23
  that's
• 18:23
  what
• 18:23
  this
• 18:23
  event
• 18:23
  is
• 18:24
  about.
• 18:24
  We're
• 18:24
  very
• 18:25
  excited
• 18:25
  about
• 18:25
  launching
• 18:26
  this
• 18:26
  first,
• 18:26
  first
• 18:26
  ever
• 18:27
  event.
• 18:28
  Well,
• 18:28
  that's
• 18:29
  so
• 18:29
  exciting.
• 18:29
  And
• 18:30
  it's
• 18:30
  all
• 18:30
  it
• 18:30
  almost.
• 18:31
  Kristen
• 18:31
  reminds
• 18:32
  me
• 18:32
  of
• 18:32
  something
• 18:32
  that
• 18:32
  we're
• 18:32
  used
• 18:33
  to
• 18:33
  seeing
• 18:33
  in
• 18:33
  the
• 18:33
  consumer,
• 18:34
  like
• 18:35
  platforms
• 18:36
  like
• 18:36
  this
• 18:36
  where
• 18:37
  it's
• 18:37
  like,
• 18:37
  hey,
• 18:37
  we've
• 18:38
  got
• 18:38
  these
• 18:38
  things
• 18:38
  available,
• 18:39
  like
• 18:39
  come
• 18:39
  and
• 18:40
  get
• 18:40
  them.
• 18:40
  It's
• 18:40
  like
• 18:40
  a
• 18:40
  flash
• 18:41
  sale
• 18:41
  for
• 18:42
  in
• 18:42
  this,
• 18:44
  the
• 18:44
  brands
• 18:45
  and
• 18:45
  the
• 18:45
  wholesalers
• 18:46
  or
• 18:46
  the
• 18:46
  wholesalers
• 18:47
  and
• 18:47
  the
• 18:47
  retailers.
• 18:48
  One
• 18:49
  other
• 18:49
  thing
• 18:49
  that
• 18:50
  you've
• 18:50
  told
• 18:50
  me
• 18:50
  about,
• 18:51
  and
• 18:51
  I
• 18:51
  want
• 18:51
  to
• 18:51
  make
• 18:51
  sure
• 18:51
  we
• 18:52
  cover
• 18:52
  for
• 18:52
  our
• 18:53
  audience
• 18:53
  listening
• 18:54
  is
• 18:54
  really
• 18:55
  talking
• 18:55
  about
• 18:55
  with
• 18:56
  all
• 18:56
  of
• 18:56
  these,
• 18:56
  these
• 18:57
  market
• 18:57
  constraints
• 18:58
  that
• 18:58
  we've
• 18:58
  discussed.
• 18:59
  You
• 18:59
  know,
• 19:00
  it's
• 19:00
  also
• 19:00
  going
• 19:01
  to
• 19:01
  be
• 19:01
  really
• 19:01
  important
• 19:01
  for
• 19:02
  retailers
• 19:02
  to
• 19:03
  make
• 19:03
  sure
• 19:03
  that
• 19:04
  they
• 19:04
  have
• 19:04
  a
• 19:04
  unique
• 19:05
  kind
• 19:05
  of
• 19:05
  collection
• 19:06
  or
• 19:06
  unique
• 19:06
  assortment,
• 19:07
  especially
• 19:08
  in
• 19:09
  their
• 19:09
  own
• 19:09
  region,
• 19:09
  as
• 19:09
  you
• 19:10
  mentioned,
• 19:10
  if
• 19:10
  that's
• 19:11
  a
• 19:11
  requirement
• 19:12
  given,
• 19:12
  given
• 19:13
  potential
• 19:13
  tariffs
• 19:14
  and
• 19:14
  things.
• 19:15
  So
• 19:15
  how,
• 19:15
  how
• 19:16
  are
• 19:16
  you
• 19:16
  at
• 19:16
  Jore
• 19:17
  kind
• 19:17
  of
• 19:17
  leveraging
• 19:17
  your
• 19:17
  platform
• 19:18
  to
• 19:18
  help
• 19:18
  kind
• 19:19
  of
• 19:19
  match
• 19:20
  up
• 19:20
  or
• 19:20
  be
• 19:21
  the
• 19:21
  tinder
• 19:21
  for
• 19:21
  these,
• 19:22
  these
• 19:22
  brands
• 19:23
  and
• 19:23
  these
• 19:23
  retailers
• 19:24
  to
• 19:24
  kind
• 19:24
  of
• 19:24
  find
• 19:25
  one
• 19:25
  another?
• 19:26
  Yeah.
• 19:26
  So
• 19:26
  we
• 19:26
  launched
• 19:27
  a
• 19:27
  new
• 19:27
  product
• 19:28
  in
• 19:28
  February
• 19:30
  of
• 19:30
  this
• 19:30
  past
• 19:30
  year
• 19:31
  called
• 19:31
  JOR
• 19:32
  Discover.
• 19:33
  And
• 19:33
  the
• 19:34
  purpose
• 19:34
  of
• 19:34
  Jor
• 19:35
  Discover
• 19:35
  is
• 19:35
  that
• 19:36
  it
• 19:36
  is
• 19:36
  a
• 19:37
  prospecting
• 19:38
  and
• 19:38
  matching
• 19:38
  tool.
• 19:39
  So
• 19:40
  when
• 19:40
  you
• 19:41
  look,
• 19:41
  when
• 19:41
  you,
• 19:41
  when
• 19:41
  we
• 19:42
  spoke
• 19:42
  to
• 19:44
  brands
• 19:45
  about
• 19:45
  how
• 19:46
  they
• 19:46
  grow
• 19:46
  their
• 19:46
  distribution,
• 19:47
  especially
• 19:48
  now
• 19:48
  that
• 19:49
  the
• 19:49
  independent
• 19:49
  retailers
• 19:50
  are
• 19:50
  such
• 19:50
  a
• 19:50
  large
• 19:51
  important
• 19:51
  piece
• 19:52
  of
• 19:52
  here,
• 19:53
  they
• 19:53
  describe
• 19:53
  to
• 19:54
  us
• 19:54
  a
• 19:54
  very
• 19:55
  once
• 19:55
  again
• 19:56
  manual
• 19:56
  process
• 19:57
  of
• 19:57
  searching
• 19:58
  Google
• 19:59
  and
• 19:59
  trying
• 19:59
  to
• 20:00
  find
• 20:00
  data.
• 20:00
  But
• 20:01
  the
• 20:01
  reality
• 20:01
  is
• 20:02
  the
• 20:02
  data
• 20:02
  for
• 20:03
  these
• 20:03
  independent
• 20:03
  boutiques
• 20:05
  doesn't
• 20:05
  really
• 20:05
  exist.
• 20:06
  There's
• 20:06
  not
• 20:06
  a
• 20:06
  lot
• 20:07
  about
• 20:07
  them
• 20:07
  out
• 20:08
  there.
• 20:09
  So
• 20:09
  Jor
• 20:09
  spent
• 20:10
  a
• 20:10
  few
• 20:10
  years
• 20:11
  building
• 20:11
  up
• 20:12
  this
• 20:12
  database
• 20:13
  of
• 20:14
  independent
• 20:14
  global
• 20:15
  boutiques.
• 20:16
  Items
• 20:17
  like
• 20:17
  categories
• 20:18
  they
• 20:18
  carry,
• 20:19
  brands
• 20:19
  they
• 20:20
  carry.
• 20:20
  Which
• 20:20
  really
• 20:21
  helps
• 20:21
  you
• 20:21
  figure
• 20:21
  out,
• 20:22
  hey,
• 20:22
  my
• 20:23
  brand's
• 20:23
  like
• 20:23
  that
• 20:23
  brand
• 20:24
  price
• 20:25
  points
• 20:25
  they
• 20:25
  carry,
• 20:26
  aesthetic
• 20:27
  of
• 20:27
  the,
• 20:27
  of
• 20:28
  the
• 20:28
  boutique,
• 20:29
  the
• 20:29
  actual
• 20:29
  buyer
• 20:30
  you
• 20:30
  want
• 20:30
  to
• 20:31
  talk
• 20:31
  to.
• 20:31
  And
• 20:32
  we
• 20:32
  populated
• 20:33
  all
• 20:33
  of
• 20:33
  these,
• 20:34
  these
• 20:34
  profiles
• 20:35
  to
• 20:35
  enable
• 20:37
  matching
• 20:37
  and
• 20:37
  AI
• 20:38
  to
• 20:38
  be
• 20:38
  utilized
• 20:40
  to
• 20:40
  truly
• 20:40
  bring
• 20:41
  together
• 20:41
  these
• 20:41
  parties
• 20:42
  so
• 20:42
  that
• 20:42
  you
• 20:43
  as
• 20:43
  a
• 20:43
  brand
• 20:44
  can
• 20:44
  narrow
• 20:45
  down
• 20:45
  your
• 20:46
  distribution
• 20:47
  to
• 20:47
  an
• 20:47
  exact
• 20:48
  region.
• 20:48
  If
• 20:49
  you're
• 20:49
  in
• 20:49
  the
• 20:49
  States
• 20:50
  only
• 20:50
  and
• 20:50
  you
• 20:51
  currently
• 20:51
  do
• 20:51
  really
• 20:52
  well
• 20:53
  in
• 20:54
  New
• 20:54
  York,
• 20:54
  but
• 20:54
  you
• 20:55
  think
• 20:55
  that
• 20:55
  you
• 20:55
  would
• 20:55
  also
• 20:55
  do
• 20:55
  well
• 20:56
  in
• 20:56
  Atlanta,
• 20:57
  go
• 20:57
  find
• 20:57
  the
• 20:58
  boutiques
• 20:58
  in
• 20:58
  Atlanta
• 20:59
  that
• 20:59
  match
• 21:00
  your
• 21:00
  price
• 21:00
  point
• 21:01
  esthetic
• 21:02
  categories
• 21:02
  and
• 21:03
  then
• 21:03
  you
• 21:03
  can,
• 21:03
  you
• 21:04
  can
• 21:04
  reach
• 21:04
  out
• 21:04
  to
• 21:04
  them
• 21:05
  and
• 21:05
  the
• 21:05
  reach
• 21:06
  out
• 21:06
  itself
• 21:06
  is
• 21:07
  an
• 21:07
  AI
• 21:07
  tool
• 21:08
  as
• 21:08
  well.
• 21:08
  We
• 21:09
  purposely
• 21:09
  don't
• 21:09
  let
• 21:09
  you
• 21:10
  do
• 21:10
  folk
• 21:11
  reach
• 21:11
  out
• 21:11
  sending
• 21:12
  the
• 21:12
  same
• 21:12
  message
• 21:13
  because
• 21:13
  that
• 21:14
  gets
• 21:14
  no
• 21:14
  response.
• 21:15
  But
• 21:16
  the
• 21:16
  AI
• 21:17
  tool
• 21:17
  does
• 21:17
  what,
• 21:17
  how
• 21:17
  we're
• 21:18
  all
• 21:18
  using
• 21:18
  AI.
• 21:19
  Say
• 21:19
  you're
• 21:19
  a
• 21:20
  sustainable
• 21:20
  brand.
• 21:21
  When
• 21:21
  you
• 21:21
  use
• 21:21
  the
• 21:22
  AI
• 21:22
  outreach
• 21:23
  tool.
• 21:23
  A,
• 21:23
  it's
• 21:24
  beautiful.
• 21:24
  It
• 21:24
  already,
• 21:24
  it
• 21:25
  pulls
• 21:25
  in
• 21:25
  automatically
• 21:25
  your
• 21:26
  beautiful
• 21:27
  imagery,
• 21:28
  your,
• 21:28
  your
• 21:28
  style
• 21:29
  line,
• 21:29
  sheet,
• 21:30
  pricing,
• 21:30
  all
• 21:30
  of
• 21:30
  that.
• 21:31
  And
• 21:31
  then
• 21:31
  it
• 21:32
  says
• 21:32
  things
• 21:32
  like,
• 21:33
  hi,
• 21:33
  I
• 21:34
  see
• 21:34
  that
• 21:34
  you
• 21:34
  are
• 21:35
  a
• 21:35
  sustainable
• 21:36
  retailer.
• 21:38
  We're
• 21:38
  a
• 21:38
  sustainable
• 21:39
  brand
• 21:39
  and
• 21:39
  here's
• 21:39
  why
• 21:40
  we'd
• 21:40
  be
• 21:40
  great
• 21:40
  for
• 21:40
  you.
• 21:41
  Right?
• 21:41
  And
• 21:41
  then
• 21:42
  you
• 21:42
  either
• 21:43
  edit
• 21:43
  the
• 21:43
  draft
• 21:44
  or
• 21:44
  just
• 21:44
  use
• 21:44
  it.
• 21:45
  And
• 21:45
  then
• 21:45
  you
• 21:45
  can
• 21:45
  go
• 21:46
  in
• 21:46
  multiple
• 21:47
  to
• 21:47
  a
• 21:47
  ton
• 21:48
  of
• 21:48
  retailers.
• 21:49
  And
• 21:50
  what
• 21:50
  you
• 21:50
  see
• 21:50
  from
• 21:51
  this
• 21:51
  tool,
• 21:51
  which
• 21:51
  I
• 21:51
  think
• 21:52
  is
• 21:52
  super
• 21:52
  exciting,
• 21:53
  is
• 21:54
  the,
• 21:55
  the
• 21:55
  prospecting
• 21:56
  success
• 21:57
  rate
• 21:57
  is
• 21:57
  nine
• 21:58
  times
• 21:58
  better
• 21:59
  than
• 21:59
  cold
• 22:00
  outreach.
• 22:01
  But
• 22:01
  even
• 22:01
  more
• 22:02
  exciting
• 22:03
  is
• 22:03
  that
• 22:03
  the
• 22:03
  repeat
• 22:04
  business
• 22:04
  rate
• 22:04
  of
• 22:05
  these
• 22:05
  connections
• 22:06
  is
• 22:06
  78%.
• 22:08
  So
• 22:08
  you
• 22:09
  can
• 22:09
  expect
• 22:09
  a
• 22:09
  reorder
• 22:10
  78%
• 22:11
  of
• 22:11
  the
• 22:12
  time
• 22:12
  and
• 22:13
  not
• 22:13
  just
• 22:13
  one
• 22:14
  order,
• 22:14
  but
• 22:15
  five
• 22:15
  in
• 22:15
  the
• 22:15
  first
• 22:16
  year.
• 22:17
  Wow.
• 22:17
  And
• 22:17
  that's,
• 22:18
  and
• 22:18
  that's
• 22:18
  like
• 22:18
  you
• 22:18
  said
• 22:19
  before,
• 22:19
  like
• 22:19
  you
• 22:19
  know,
• 22:19
  five,
• 22:20
  ten
• 22:20
  minutes
• 22:20
  ago,
• 22:20
  that's
• 22:20
  just
• 22:21
  all
• 22:21
  growth
• 22:21
  basically.
• 22:22
  That's
• 22:22
  just
• 22:22
  latent
• 22:22
  untapped
• 22:23
  growth.
• 22:23
  If
• 22:24
  you
• 22:24
  can
• 22:24
  get
• 22:24
  that
• 22:24
  recurring
• 22:26
  one
• 22:26
  question
• 22:26
  brings
• 22:27
  up
• 22:27
  for
• 22:27
  me
• 22:27
  is
• 22:27
  how
• 22:28
  do
• 22:28
  you,
• 22:28
  how
• 22:28
  do
• 22:28
  you,
• 22:29
  how
• 22:29
  do
• 22:29
  you
• 22:29
  audit
• 22:29
  the
• 22:29
  veracity
• 22:30
  of
• 22:30
  the
• 22:30
  claims
• 22:31
  of
• 22:31
  the
• 22:31
  retailers?
• 22:31
  Like
• 22:32
  these
• 22:32
  are
• 22:32
  the
• 22:32
  brands
• 22:32
  we
• 22:33
  carry.
• 22:33
  This,
• 22:34
  you
• 22:34
  know,
• 22:34
  this
• 22:34
  is,
• 22:35
  this
• 22:35
  is
• 22:35
  what
• 22:35
  we
• 22:35
  stand
• 22:35
  for,
• 22:36
  that
• 22:36
  type
• 22:36
  of
• 22:36
  thing
• 22:36
  to
• 22:37
  give
• 22:37
  them
• 22:37
  the
• 22:37
  confidence
• 22:37
  to
• 22:38
  do
• 22:38
  business
• 22:38
  with
• 22:38
  these
• 22:38
  folks.
• 22:39
  I
• 22:39
  have
• 22:39
  all
• 22:40
  the
• 22:40
  orders,
• 22:42
  right.
• 22:42
  I
• 22:43
  have
• 22:43
  100
• 22:43
  billion.
• 22:44
  That's
• 22:44
  why.
• 22:44
  So
• 22:44
  I
• 22:44
  have
• 22:45
  all
• 22:45
  the
• 22:46
  question.
• 22:48
  So
• 22:48
  thank
• 22:49
  you.
• 22:51
  So
• 22:51
  they
• 22:51
  place
• 22:52
  orders
• 22:53
  on
• 22:53
  jor
• 22:54
  and
• 22:54
  that's
• 22:54
  how
• 22:54
  we
• 22:55
  were
• 22:55
  able
• 22:55
  to
• 22:55
  populate.
• 22:56
  And
• 22:56
  we,
• 22:56
  we
• 22:56
  populate
• 22:57
  all
• 22:57
  the
• 22:57
  time,
• 22:57
  by
• 22:57
  the
• 22:57
  way.
• 22:58
  This
• 22:58
  is
• 22:58
  a
• 22:58
  growing
• 22:58
  database.
• 22:59
  We
• 23:00
  on
• 23:00
  average
• 23:00
  add
• 23:00
  40,000
• 23:01
  new
• 23:03
  SMB
• 23:03
  or
• 23:03
  independent
• 23:04
  retailers
• 23:04
  a
• 23:04
  year
• 23:05
  by
• 23:06
  brands
• 23:06
  bringing
• 23:06
  them
• 23:07
  in.
• 23:07
  But
• 23:07
  it's
• 23:07
  the
• 23:08
  orders
• 23:08
  that
• 23:08
  is
• 23:09
  the
• 23:09
  real
• 23:09
  thing.
• 23:09
  Because
• 23:09
  this
• 23:10
  is
• 23:10
  not.
• 23:10
  You
• 23:11
  can't
• 23:11
  scrape
• 23:12
  where
• 23:12
  you're
• 23:12
  getting
• 23:12
  this
• 23:12
  from.
• 23:13
  No,
• 23:13
  you
• 23:13
  can't.
• 23:14
  Right.
• 23:14
  That's
• 23:14
  the
• 23:14
  unique
• 23:14
  value
• 23:15
  proposition
• 23:15
  of
• 23:16
  jor
• 23:16
  behind
• 23:16
  a
• 23:16
  login,
• 23:17
  behind
• 23:17
  a
• 23:18
  firewall.
• 23:19
  Jore
• 23:19
  has
• 23:20
  gotten
• 23:20
  this
• 23:20
  data
• 23:21
  and
• 23:21
  populated
• 23:22
  these.
• 23:22
  It
• 23:23
  gets
• 23:23
  more
• 23:23
  data
• 23:23
  and
• 23:24
  more
• 23:24
  answers.
• 23:24
  Right.
• 23:24
  And
• 23:25
  it
• 23:25
  gets
• 23:25
  better
• 23:25
  and
• 23:25
  better
• 23:26
  each
• 23:26
  time.
• 23:27
  So
• 23:27
  Kristen,
• 23:28
  one
• 23:28
  thing
• 23:28
  that
• 23:28
  you
• 23:29
  got
• 23:29
  me
• 23:29
  thinking
• 23:29
  of
• 23:30
  while
• 23:31
  we
• 23:31
  were
• 23:31
  having
• 23:31
  this
• 23:31
  discussion
• 23:32
  too.
• 23:33
  Is
• 23:33
  there
• 23:33
  anything
• 23:34
  that's
• 23:34
  changing
• 23:35
  on
• 23:35
  the
• 23:35
  JOR
• 23:35
  platform
• 23:36
  when
• 23:36
  it
• 23:37
  comes
• 23:37
  to
• 23:38
  how
• 23:38
  customers
• 23:39
  are
• 23:39
  searching
• 23:40
  for
• 23:41
  searching
• 23:41
  differently
• 23:42
  using
• 23:42
  tools
• 23:43
  like
• 23:43
  Perplexity
• 23:44
  or
• 23:45
  Chat
• 23:46
  GPT
• 23:46
  to
• 23:47
  Find
• 23:47
  some
• 23:47
  of
• 23:47
  the
• 23:47
  products.
• 23:48
  Are
• 23:48
  your,
• 23:49
  are
• 23:49
  your
• 23:49
  brands
• 23:50
  thinking
• 23:50
  about
• 23:51
  how
• 23:51
  they're
• 23:51
  pitching
• 23:52
  data
• 23:52
  inside
• 23:53
  the
• 23:53
  platform
• 23:54
  to
• 23:54
  retailers
• 23:55
  in
• 23:55
  a
• 23:55
  different
• 23:55
  way
• 23:56
  at
• 23:56
  all
• 23:56
  yet?
• 23:56
  Or
• 23:57
  is
• 23:57
  it
• 23:57
  still
• 23:58
  so
• 23:58
  focused
• 23:58
  on
• 23:58
  just
• 23:59
  availability
• 24:00
  trends
• 24:01
  and
• 24:02
  getting
• 24:02
  the
• 24:02
  like
• 24:03
  right
• 24:03
  product
• 24:03
  to
• 24:04
  the
• 24:04
  right
• 24:04
  retailers?
• 24:05
  I
• 24:05
  mean
• 24:05
  the,
• 24:06
  the
• 24:06
  latter
• 24:06
  is
• 24:06
  always
• 24:07
  most
• 24:07
  important
• 24:07
  to
• 24:07
  them.
• 24:08
  But
• 24:08
  I
• 24:08
  will
• 24:08
  make
• 24:08
  a
• 24:08
  note
• 24:08
  on
• 24:09
  GPT,
• 24:09
  which
• 24:09
  is
• 24:09
  kind
• 24:10
  of
• 24:10
  related
• 24:10
  to
• 24:10
  J
• 24:10
  itself.
• 24:11
  We
• 24:11
  are
• 24:12
  seeing
• 24:12
  a
• 24:12
  huge
• 24:13
  increase
• 24:13
  in
• 24:13
  people
• 24:14
  just
• 24:14
  finding
• 24:14
  jor
• 24:15
  because
• 24:15
  of
• 24:15
  ChatGPT.
• 24:16
  Right.
• 24:17
  So
• 24:17
  that's
• 24:18
  like
• 24:18
  a
• 24:18
  huge
• 24:18
  change.
• 24:18
  Right.
• 24:18
  Google
• 24:19
  used
• 24:19
  to
• 24:19
  be
• 24:19
  the
• 24:19
  big
• 24:19
  channel
• 24:20
  SEM,
• 24:20
  all
• 24:20
  that
• 24:21
  stuff.
• 24:21
  So
• 24:22
  first
• 24:22
  and
• 24:22
  foremost
• 24:22
  just
• 24:23
  getting
• 24:23
  into
• 24:23
  Jore,
• 24:24
  whether
• 24:24
  you're
• 24:25
  a
• 24:25
  brands
• 24:25
  or
• 24:25
  retailers
• 24:26
  and
• 24:27
  we
• 24:27
  rank
• 24:27
  very
• 24:28
  well,
• 24:28
  which
• 24:28
  we've
• 24:28
  worked
• 24:29
  on.
• 24:29
  But
• 24:29
  essentially
• 24:29
  if
• 24:30
  you
• 24:30
  say
• 24:30
  I'm
• 24:31
  looking
• 24:31
  for
• 24:31
  new
• 24:31
  wholesale
• 24:32
  partners,
• 24:33
  jor,
• 24:34
  we're
• 24:34
  coming
• 24:34
  up
• 24:35
  getting
• 24:35
  into
• 24:35
  the
• 24:35
  funnel
• 24:36
  there
• 24:36
  as
• 24:37
  far
• 24:37
  as
• 24:37
  AI
• 24:38
  usage,
• 24:39
  we've
• 24:39
  embedded
• 24:39
  it
• 24:40
  in
• 24:40
  for
• 24:40
  them,
• 24:41
  which
• 24:41
  is
• 24:41
  this
• 24:41
  whole.
• 24:42
  When
• 24:42
  you're
• 24:42
  doing
• 24:42
  the
• 24:42
  outreach,
• 24:43
  we're
• 24:44
  saying
• 24:44
  don't
• 24:44
  type
• 24:44
  this
• 24:45
  yourself,
• 24:46
  use
• 24:46
  AI
• 24:47
  polished
• 24:48
  words
• 24:49
  to
• 24:49
  do
• 24:50
  this
• 24:50
  outreach,
• 24:50
  but
• 24:51
  personalize,
• 24:52
  you
• 24:52
  know,
• 24:52
  put
• 24:52
  in
• 24:52
  the
• 24:52
  personalized
• 24:53
  facts
• 24:53
  or
• 24:53
  we,
• 24:53
  we
• 24:53
  pull
• 24:54
  it
• 24:54
  ourselves
• 24:54
  and
• 24:55
  we
• 24:55
  can
• 24:55
  really
• 24:55
  give
• 24:56
  them
• 24:56
  good
• 24:56
  outreach
• 24:57
  tools.
• 24:59
  Chris,
• 24:59
  what's
• 24:59
  the
• 24:59
  order
• 25:00
  of
• 25:00
  magnitude
• 25:00
  on
• 25:00
  that
• 25:00
  change?
• 25:01
  You're
• 25:01
  the
• 25:01
  first
• 25:01
  person
• 25:01
  that
• 25:01
  we've
• 25:02
  talked,
• 25:02
  we've,
• 25:02
  we've.
• 25:02
  And
• 25:03
  I've
• 25:03
  always
• 25:03
  thought
• 25:03
  what
• 25:03
  you
• 25:04
  said
• 25:04
  anecdotally,
• 25:04
  I
• 25:05
  mean
• 25:05
  just
• 25:05
  as
• 25:05
  I
• 25:05
  go
• 25:05
  to
• 25:05
  Kentucky
• 25:06
  Derby
• 25:06
  and
• 25:06
  I
• 25:06
  sit
• 25:06
  with
• 25:06
  my
• 25:07
  friends
• 25:07
  and
• 25:07
  they're
• 25:07
  all
• 25:07
  typing
• 25:08
  things
• 25:08
  into
• 25:08
  chat
• 25:08
  GPT
• 25:08
  on
• 25:09
  what
• 25:09
  horses
• 25:09
  to
• 25:09
  bet,
• 25:09
  it's
• 25:10
  like,
• 25:10
  oh
• 25:10
  my
• 25:10
  God,
• 25:11
  everyone's
• 25:11
  using
• 25:11
  this.
• 25:11
  But
• 25:12
  you're
• 25:12
  the
• 25:12
  first
• 25:12
  person
• 25:12
  that's
• 25:13
  actually
• 25:13
  said
• 25:13
  it
• 25:13
  to
• 25:13
  us
• 25:14
  on
• 25:14
  a
• 25:14
  podcast
• 25:14
  where
• 25:15
  they're
• 25:15
  seeing
• 25:15
  a
• 25:15
  market
• 25:15
  difference
• 25:16
  in,
• 25:17
  you
• 25:17
  know,
• 25:17
  people
• 25:17
  finding
• 25:18
  juror
• 25:18
  through
• 25:19
  that,
• 25:19
  that
• 25:20
  interface.
• 25:20
  Is
• 25:21
  there
• 25:21
  any
• 25:21
  order
• 25:21
  of
• 25:21
  magnitude
• 25:22
  of
• 25:22
  pre
• 25:22
  and
• 25:22
  post
• 25:23
  like
• 25:23
  that?
• 25:23
  I
• 25:23
  mean
• 25:24
  it
• 25:24
  used
• 25:24
  to
• 25:24
  be
• 25:24
  nothing.
• 25:25
  Yeah.
• 25:26
  A
• 25:26
  year
• 25:26
  ago
• 25:26
  I
• 25:26
  didn't
• 25:27
  even
• 25:27
  use
• 25:27
  it.
• 25:27
  So
• 25:27
  like
• 25:28
  I
• 25:28
  use
• 25:28
  it.
• 25:28
  I,
• 25:29
  you
• 25:29
  know,
• 25:29
  Gemini,
• 25:29
  I
• 25:29
  use
• 25:30
  Gemini.
• 25:30
  But
• 25:30
  same
• 25:30
  idea.
• 25:32
  We
• 25:33
  have
• 25:33
  noticed
• 25:33
  now,
• 25:34
  like
• 25:34
  once
• 25:34
  a
• 25:35
  week
• 25:35
  at
• 25:35
  least
• 25:35
  we
• 25:36
  are
• 25:36
  getting
• 25:36
  a
• 25:36
  new
• 25:37
  lead,
• 25:37
  for
• 25:37
  example
• 25:38
  from
• 25:38
  either
• 25:39
  ChatGPT
• 25:39
  or
• 25:40
  Gemini.
• 25:40
  And
• 25:41
  that
• 25:41
  was
• 25:41
  out
• 25:41
  of
• 25:41
  nowhere.
• 25:42
  Like,
• 25:42
  you
• 25:43
  know,
• 25:43
  it
• 25:43
  was
• 25:43
  always
• 25:43
  Google,
• 25:44
  Google,
• 25:44
  Google.
• 25:45
  And
• 25:45
  I
• 25:45
  think
• 25:45
  last
• 25:45
  week
• 25:46
  alone,
• 25:46
  I
• 25:46
  think
• 25:46
  there
• 25:46
  were
• 25:46
  three
• 25:47
  last
• 25:47
  week.
• 25:47
  And
• 25:47
  my
• 25:47
  sales
• 25:48
  team
• 25:48
  gets
• 25:48
  very
• 25:48
  excited
• 25:48
  like,
• 25:49
  oh,
• 25:49
  this
• 25:50
  brand
• 25:50
  told
• 25:50
  us
• 25:50
  that
• 25:51
  they
• 25:51
  put
• 25:51
  into
• 25:52
  ChatGPT
• 25:52
  the
• 25:53
  best
• 25:53
  wholesale
• 25:53
  solution
• 25:54
  and
• 25:54
  we
• 25:54
  came
• 25:55
  up
• 25:55
  first
• 25:55
  and
• 25:55
  we're
• 25:55
  like,
• 25:56
  that's
• 25:56
  awesome.
• 25:57
  So
• 25:57
  we
• 25:57
  are
• 25:58
  leaning
• 25:58
  into
• 25:58
  that
• 25:58
  because
• 25:59
  we
• 25:59
  see
• 26:00
  who
• 26:00
  our
• 26:01
  users
• 26:01
  are
• 26:02
  and
• 26:02
  understand
• 26:02
  Very
• 26:03
  much
• 26:03
  that
• 26:04
  there's
• 26:04
  going
• 26:04
  to
• 26:04
  be
• 26:05
  a
• 26:05
  shift
• 26:05
  here
• 26:05
  and
• 26:05
  we
• 26:06
  have
• 26:06
  to
• 26:06
  be
• 26:06
  and
• 26:07
  rank
• 26:07
  there
• 26:08
  as
• 26:08
  well
• 26:08
  as
• 26:08
  we
• 26:08
  rank
• 26:08
  in
• 26:09
  other
• 26:09
  places.
• 26:10
  But
• 26:10
  it's,
• 26:11
  you
• 26:11
  know,
• 26:12
  one
• 26:12
  or
• 26:12
  two
• 26:12
  a
• 26:12
  week
• 26:12
  is
• 26:13
  a
• 26:13
  lot.
• 26:13
  That's
• 26:13
  a
• 26:13
  lot.
• 26:14
  I
• 26:14
  mean,
• 26:14
  of
• 26:15
  deals
• 26:15
  to
• 26:16
  come
• 26:16
  through
• 26:16
  that
• 26:16
  way.
• 26:16
  Yeah,
• 26:17
  and
• 26:17
  that's
• 26:18
  smart
• 26:18
  too,
• 26:18
  because
• 26:18
  I
• 26:18
  got
• 26:18
  to
• 26:18
  think
• 26:19
  the
• 26:19
  people
• 26:19
  that
• 26:19
  are
• 26:19
  most
• 26:19
  acclimated
• 26:20
  to
• 26:20
  wanting
• 26:20
  to
• 26:20
  use
• 26:21
  your
• 26:21
  solution
• 26:21
  are
• 26:21
  probably
• 26:22
  people
• 26:22
  that
• 26:22
  are,
• 26:22
  you
• 26:22
  know,
• 26:23
  trying
• 26:23
  to
• 26:23
  use
• 26:24
  those
• 26:24
  platforms
• 26:24
  as
• 26:25
  well.
• 26:25
  So
• 26:25
  that
• 26:25
  makes
• 26:25
  a
• 26:26
  ton
• 26:26
  of
• 26:26
  sense.
• 26:27
  Well,
• 26:27
  that
• 26:27
  was
• 26:27
  awesome,
• 26:28
  man.
• 26:28
  This,
• 26:28
  this
• 26:28
  time
• 26:28
  just
• 26:29
  flew
• 26:29
  by.
• 26:29
  I
• 26:29
  was,
• 26:30
  we
• 26:30
  were
• 26:30
  like
• 26:30
  going,
• 26:31
  you
• 26:31
  know,
• 26:31
  just
• 26:31
  throwing
• 26:32
  questions
• 26:32
  off
• 26:32
  the
• 26:32
  top
• 26:33
  of
• 26:33
  the
• 26:33
  head
• 26:33
  and
• 26:33
  walking
• 26:34
  into
• 26:34
  things
• 26:35
  that
• 26:35
  I
• 26:35
  had
• 26:35
  no
• 26:35
  idea
• 26:36
  to
• 26:36
  expect.
• 26:36
  That
• 26:36
  was
• 26:36
  great
• 26:37
  time
• 26:37
  for
• 26:38
  sure.
• 26:38
  Ye.
• 26:38
  Yeah.
• 26:39
  So.
• 26:39
  So
• 26:39
  if
• 26:39
  people
• 26:40
  want
• 26:40
  to
• 26:40
  get
• 26:40
  in
• 26:40
  touch
• 26:40
  with
• 26:40
  you,
• 26:41
  you
• 26:41
  know,
• 26:41
  get
• 26:42
  more
• 26:42
  information
• 26:42
  on
• 26:42
  JOR
• 26:43
  from
• 26:43
  ways
• 26:44
  other
• 26:44
  than
• 26:44
  just
• 26:44
  putting
• 26:45
  it
• 26:45
  into
• 26:45
  chat
• 26:45
  GPT
• 26:46
  or
• 26:46
  they
• 26:46
  want
• 26:46
  to
• 26:46
  download
• 26:47
  the
• 26:47
  white
• 26:47
  paper,
• 26:48
  what's
• 26:48
  the
• 26:48
  best
• 26:48
  way
• 26:48
  for
• 26:48
  them
• 26:49
  to
• 26:49
  do
• 26:49
  that?
• 26:50
  But
• 26:50
  anyway,
• 26:51
  sorry.
• 26:53
  But
• 26:54
  yeah,
• 26:54
  jor.com
• 26:55
  obviously
• 26:56
  we're
• 26:56
  always
• 26:57
  there
• 26:57
  for
• 26:57
  free
• 26:57
  consultations
• 26:58
  of
• 26:58
  your
• 26:58
  business
• 26:59
  to
• 26:59
  really
• 26:59
  show
• 27:00
  you
• 27:00
  use
• 27:01
  cases
• 27:01
  of
• 27:01
  JOR
• 27:02
  and
• 27:02
  how
• 27:02
  we
• 27:02
  can
• 27:02
  help
• 27:03
  you.
• 27:03
  I'm
• 27:04
  also
• 27:04
  available.
• 27:05
  Kristin
• 27:05
  Savilla
• 27:06
  on
• 27:06
  LinkedIn
• 27:06
  always
• 27:07
  can
• 27:07
  reach
• 27:08
  me
• 27:08
  directly
• 27:08
  as
• 27:08
  well.
• 27:09
  But
• 27:10
  yeah,
• 27:10
  we
• 27:11
  would
• 27:11
  love
• 27:11
  to
• 27:11
  help
• 27:11
  anybody,
• 27:12
  including,
• 27:13
  by
• 27:13
  the
• 27:13
  way,
• 27:13
  I
• 27:13
  meant
• 27:13
  to
• 27:13
  mention
• 27:14
  D2C
• 27:15
  brands
• 27:15
  who
• 27:15
  don't
• 27:16
  do
• 27:16
  wholesale
• 27:16
  at
• 27:16
  all.
• 27:17
  We
• 27:17
  have
• 27:17
  a
• 27:17
  lot
• 27:18
  of
• 27:18
  those
• 27:18
  who
• 27:18
  come
• 27:18
  to
• 27:19
  us
• 27:19
  in
• 27:19
  the
• 27:19
  past
• 27:19
  year
• 27:20
  and
• 27:20
  we
• 27:20
  can
• 27:21
  help
• 27:21
  you
• 27:22
  in
• 27:22
  a
• 27:22
  consultative
• 27:23
  way.
• 27:23
  Enter
• 27:24
  wholesale
• 27:25
  as
• 27:26
  well
• 27:26
  for
• 27:27
  those
• 27:27
  brands
• 27:28
  which
• 27:28
  are
• 27:28
  many
• 27:29
  who
• 27:29
  are
• 27:29
  looking
• 27:29
  for
• 27:29
  new
• 27:29
  distribution
• 27:30
  channels.
• 27:31
  Imagine
• 27:31
  there's
• 27:31
  a
• 27:31
  lot
• 27:32
  more
• 27:32
  of
• 27:32
  those
• 27:32
  since
• 27:32
  the
• 27:33
  pandemic
• 27:33
  too.
• 27:33
  Yes,
• 27:34
  there
• 27:34
  is.
• 27:35
  Yes.
• 27:35
  Well,
• 27:36
  Kristen,
• 27:36
  thank
• 27:37
  you
• 27:37
  again
• 27:37
  so
• 27:37
  much
• 27:38
  for
• 27:38
  taking
• 27:38
  the
• 27:38
  time
• 27:38
  with
• 27:39
  us
• 27:39
  today.
• 27:40
  Make
• 27:40
  sure
• 27:40
  to
• 27:41
  check
• 27:41
  out
• 27:41
  jor.com
• 27:42
  and
• 27:43
  we
• 27:43
  appreciate
• 27:43
  all
• 27:44
  of
• 27:44
  you
• 27:44
  who
• 27:45
  have
• 27:45
  been
• 27:45
  there
• 27:46
  listening
• 27:46
  in
• 27:47
  and
• 27:47
  as
• 27:47
  always,
• 27:47
  on
• 27:48
  behalf
• 27:48
  of
• 27:48
  all
• 27:48
  of
• 27:48
  us
• 27:48
  here
• 27:49
  at
• 27:49
  Omnitok,
• 27:49
  be
• 27:50
  careful
• 27:50
  out
• 27:50
  there.