Latest / Omni Talk Retail / Tariffs, Taxes & Cross-Border Growth: Avalara’s George Trantas on What Retailers Must Know in 2025

Transcript

Tariffs, Taxes & Cross-Border Growth: Avalara’s George Trantas on What Retailers Must Know in 2025 · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone.
• 0:00
  This
• 0:01
  is
• 0:01
  Omnitalk
• 0:01
  Retail.
• 0:01
  I'm
• 0:02
  Chris
• 0:02
  Walton.
• 0:02
  And
• 0:02
  I'm
• 0:03
  Ann
• 0:03
  Mazinga.
• 0:03
  And
• 0:03
  we
• 0:04
  are
• 0:04
  coming
• 0:04
  to
• 0:04
  you
• 0:04
  live
• 0:05
  from
• 0:05
  Shop
• 0:05
  Talk
• 0:06
  at
• 0:06
  the
• 0:06
  avalara
• 0:07
  booth,
• 0:07
  booth
• 0:07
  1554.
• 0:09
  We're
• 0:09
  gonna
• 0:09
  be
• 0:09
  here
• 0:10
  all
• 0:10
  day
• 0:10
  interviewing
• 0:10
  the
• 0:11
  best
• 0:11
  and
• 0:11
  the
• 0:11
  brightest
• 0:12
  retail
• 0:13
  executives.
• 0:14
  That's
• 0:14
  what
• 0:14
  I'm
• 0:14
  trying
• 0:14
  to
• 0:14
  say,
• 0:15
  Anne.
• 0:15
  The
• 0:15
  best
• 0:15
  and
• 0:16
  the
• 0:16
  brightest
• 0:16
  retail
• 0:16
  executives
• 0:17
  out
• 0:17
  there.
• 0:18
  And
• 0:18
  right
• 0:18
  now
• 0:19
  we
• 0:19
  have
• 0:19
  Avalara
• 0:20
  Senior
• 0:20
  director
• 0:21
  of
• 0:21
  Global
• 0:21
  Marketplaces,
• 0:22
  George
• 0:23
  Trantis.
• 0:23
  George,
• 0:24
  congrats
• 0:24
  on
• 0:25
  your
• 0:25
  first
• 0:25
  day
• 0:25
  of
• 0:25
  Shop
• 0:25
  Talk
• 0:26
  and
• 0:26
  welcome
• 0:26
  back
• 0:26
  to
• 0:26
  omnitalk.
• 0:27
  Thank
• 0:27
  you.
• 0:27
  I'm
• 0:28
  so
• 0:28
  excited.
• 0:28
  When
• 0:28
  I
• 0:29
  had
• 0:29
  this
• 0:29
  opportunity,
• 0:29
  I'm
• 0:29
  like,
• 0:29
  this
• 0:29
  is
• 0:29
  a
• 0:29
  no
• 0:30
  brainer.
• 0:30
  I
• 0:30
  want
• 0:30
  to
• 0:30
  be
• 0:30
  here.
• 0:31
  I
• 0:31
  love
• 0:31
  that
• 0:31
  we
• 0:32
  are
• 0:32
  congratulating
• 0:32
  him
• 0:33
  on
• 0:33
  his
• 0:33
  first
• 0:33
  day
• 0:33
  of
• 0:33
  Shop
• 0:34
  Talk.
• 0:34
  Already,
• 0:34
  like,
• 0:35
  you
• 0:35
  survived
• 0:36
  six
• 0:36
  hours.
• 0:36
  You
• 0:36
  heard
• 0:37
  what
• 0:37
  George
• 0:37
  had
• 0:37
  to
• 0:37
  do
• 0:38
  to
• 0:38
  get
• 0:38
  here.
• 0:38
  And
• 0:39
  oh
• 0:39
  my
• 0:39
  God,
• 0:39
  he
• 0:39
  had
• 0:40
  to.
• 0:40
  Your
• 0:40
  son.
• 0:41
  Let's
• 0:41
  give
• 0:41
  your
• 0:41
  son
• 0:41
  a
• 0:42
  shout
• 0:42
  out.
• 0:42
  So
• 0:42
  Anthony
• 0:43
  Tarantis
• 0:43
  won
• 0:43
  the
• 0:44
  tier
• 0:44
  three
• 0:44
  national
• 0:45
  championship
• 0:45
  in
• 0:45
  hockey
• 0:45
  yesterday.
• 0:46
  So
• 0:46
  go
• 0:46
  Junior
• 0:47
  Hurricanes.
• 0:47
  Oh
• 0:48
  my
• 0:48
  gosh,
• 0:48
  that's
• 0:49
  so
• 0:49
  exciting.
• 0:49
  For
• 0:50
  people
• 0:50
  who
• 0:50
  are
• 0:51
  hockey
• 0:51
  fans
• 0:51
  like
• 0:52
  me,
• 0:52
  to
• 0:52
  win
• 0:53
  something
• 0:53
  like
• 0:53
  that
• 0:53
  is
• 0:53
  such
• 0:53
  a
• 0:54
  major
• 0:55
  accomplishment.
• 0:56
  So
• 0:56
  congrats.
• 0:57
  Thank
• 0:57
  you.
• 0:57
  As
• 0:57
  a
• 0:57
  goalie,
• 0:58
  dad,
• 0:58
  it's
• 0:58
  a
• 0:58
  lot
• 0:58
  of
• 0:58
  stress.
• 0:59
  60
• 1:00
  minutes.
• 1:00
  Yeah.
• 1:00
  You
• 1:00
  had
• 1:00
  to
• 1:01
  reorganize
• 1:01
  his
• 1:01
  flights
• 1:02
  throughout
• 1:02
  the
• 1:02
  entire
• 1:03
  day.
• 1:03
  Got
• 1:03
  here
• 1:03
  on
• 1:03
  like
• 1:03
  a
• 1:04
  late,
• 1:04
  late
• 1:04
  flight.
• 1:04
  So
• 1:05
  thanks
• 1:05
  for
• 1:05
  being
• 1:05
  here
• 1:05
  though,
• 1:05
  George.
• 1:06
  Well,
• 1:06
  George,
• 1:06
  let's
• 1:07
  get
• 1:07
  back
• 1:07
  to
• 1:07
  the
• 1:08
  task
• 1:08
  at
• 1:08
  hand
• 1:08
  here.
• 1:08
  Tell
• 1:09
  us
• 1:09
  a
• 1:09
  little
• 1:09
  bit
• 1:10
  about
• 1:10
  what
• 1:10
  you
• 1:11
  do
• 1:11
  and
• 1:11
  what
• 1:11
  Avalara
• 1:12
  does.
• 1:13
  Yeah,
• 1:13
  so
• 1:13
  I've
• 1:13
  got
• 1:13
  a
• 1:13
  couple
• 1:14
  roles
• 1:14
  right
• 1:14
  now,
• 1:14
  so
• 1:14
  I
• 1:15
  lead
• 1:15
  the
• 1:15
  Global
• 1:16
  Marketplace
• 1:16
  team.
• 1:16
  So
• 1:17
  five
• 1:17
  years
• 1:17
  ago,
• 1:18
  we
• 1:18
  built
• 1:18
  this
• 1:18
  marketplace
• 1:19
  strategy
• 1:19
  to
• 1:20
  really
• 1:21
  one,
• 1:21
  make
• 1:21
  sure
• 1:22
  we
• 1:22
  had
• 1:22
  the
• 1:22
  right
• 1:22
  people
• 1:22
  in
• 1:23
  place.
• 1:23
  So
• 1:23
  when
• 1:23
  you're
• 1:23
  talking
• 1:23
  about
• 1:24
  marketplace,
• 1:24
  you're
• 1:24
  talking
• 1:24
  millions
• 1:25
  of
• 1:25
  items,
• 1:25
  unknown
• 1:26
  quantities
• 1:27
  typically
• 1:28
  built
• 1:28
  on
• 1:28
  their
• 1:28
  own
• 1:28
  infrastructure.
• 1:29
  And
• 1:29
  so
• 1:30
  we
• 1:30
  just
• 1:30
  really
• 1:30
  built
• 1:31
  a
• 1:31
  team
• 1:31
  that
• 1:31
  specializes
• 1:32
  in
• 1:32
  E
• 1:32
  commerce
• 1:32
  and
• 1:32
  understanding
• 1:33
  what
• 1:33
  marketplaces
• 1:33
  need.
• 1:34
  And
• 1:34
  then
• 1:34
  more
• 1:34
  recently,
• 1:35
  I've
• 1:35
  taken
• 1:35
  over
• 1:36
  a
• 1:36
  couple
• 1:36
  other
• 1:36
  teams.
• 1:36
  I've
• 1:36
  got
• 1:37
  Cross
• 1:37
  Border
• 1:37
  and
• 1:37
  logistics.
• 1:38
  I've
• 1:38
  got
• 1:39
  our
• 1:39
  property
• 1:39
  tax,
• 1:39
  our
• 1:40
  license
• 1:40
  management,
• 1:40
  and
• 1:40
  our
• 1:40
  1099
• 1:41
  offering.
• 1:42
  And
• 1:42
  so,
• 1:43
  you
• 1:43
  know,
• 1:43
  what's
• 1:44
  that?
• 1:44
  Yeah,
• 1:44
  exactly.
• 1:44
  Well,
• 1:45
  with
• 1:45
  Cross
• 1:45
  Border
• 1:45
  and
• 1:45
  truck,
• 1:46
  right.
• 1:46
  Now
• 1:46
  we've
• 1:46
  got
• 1:46
  a
• 1:46
  lot
• 1:46
  going
• 1:47
  on.
• 1:48
  What
• 1:48
  are
• 1:48
  you
• 1:48
  talking
• 1:48
  about?
• 1:49
  There's
• 1:49
  nothing
• 1:49
  going
• 1:49
  on
• 1:49
  there.
• 1:50
  I
• 1:50
  don't
• 1:50
  even
• 1:50
  know
• 1:50
  why
• 1:50
  you
• 1:50
  need
• 1:51
  that
• 1:51
  role
• 1:51
  specifically.
• 1:52
  And
• 1:52
  obviously
• 1:52
  Avalara
• 1:53
  is
• 1:53
  a
• 1:53
  leader
• 1:53
  in
• 1:54
  tax
• 1:54
  compliance
• 1:54
  and
• 1:55
  we
• 1:55
  have
• 1:55
  license
• 1:55
  management.
• 1:57
  Excuse
• 1:57
  me,
• 1:57
  E.L.R.
• 1:58
  so,
• 1:58
  Ian
• 1:59
  voices
• 1:59
  in
• 1:59
  live
• 2:00
  reporting
• 2:00
  coming
• 2:00
  up
• 2:00
  as
• 2:01
  well.
• 2:01
  So
• 2:01
  that's
• 2:01
  been
• 2:01
  a
• 2:02
  big
• 2:02
  push
• 2:02
  for
• 2:02
  the
• 2:02
  last
• 2:03
  18
• 2:03
  months
• 2:03
  and
• 2:04
  growing
• 2:04
  massively
• 2:05
  right
• 2:05
  now.
• 2:05
  Right.
• 2:06
  So
• 2:06
  George,
• 2:06
  I
• 2:06
  want
• 2:06
  to
• 2:06
  get
• 2:07
  to
• 2:07
  tariffs
• 2:07
  and
• 2:07
  trade
• 2:08
  and
• 2:08
  all
• 2:08
  that
• 2:08
  but
• 2:09
  I
• 2:09
  want
• 2:09
  to
• 2:09
  go
• 2:09
  into
• 2:09
  the
• 2:10
  cross
• 2:10
  border
• 2:11
  commerce
• 2:11
  angle
• 2:12
  a
• 2:12
  little
• 2:12
  bit
• 2:12
  too
• 2:12
  with
• 2:12
  you.
• 2:13
  So,
• 2:13
  so
• 2:13
  what
• 2:13
  is
• 2:13
  your
• 2:14
  take
• 2:14
  on
• 2:14
  cross
• 2:14
  border
• 2:14
  commerce
• 2:15
  in
• 2:15
  general?
• 2:15
  Like
• 2:15
  is
• 2:15
  it
• 2:15
  a
• 2:16
  big
• 2:16
  opportunity
• 2:16
  for
• 2:16
  retailers?
• 2:17
  Are
• 2:17
  retailers
• 2:17
  looking
• 2:18
  at
• 2:18
  it
• 2:18
  the
• 2:18
  right
• 2:18
  way?
• 2:18
  What
• 2:19
  are
• 2:19
  your
• 2:19
  thoughts?
• 2:19
  I
• 2:20
  think
• 2:20
  it's
• 2:20
  double
• 2:20
  sided
• 2:20
  right
• 2:21
  now.
• 2:21
  So
• 2:21
  you've
• 2:21
  got,
• 2:21
  with
• 2:21
  the
• 2:22
  tariffs
• 2:22
  coming
• 2:22
  in,
• 2:22
  you
• 2:22
  got
• 2:22
  the
• 2:23
  import
• 2:23
  side
• 2:23
  so
• 2:24
  you're
• 2:24
  going
• 2:24
  to
• 2:24
  have
• 2:24
  this
• 2:24
  retail
• 2:25
  like
• 2:25
  sort
• 2:25
  of
• 2:25
  knock
• 2:25
  on
• 2:26
  effect.
• 2:26
  You
• 2:26
  know
• 2:26
  you
• 2:27
  priced
• 2:27
  an
• 2:27
  item
• 2:27
  with
• 2:28
  a
• 2:28
  retail
• 2:28
  tag
• 2:29
  12
• 2:29
  to
• 2:29
  18
• 2:29
  months
• 2:30
  ago.
• 2:30
  That's
• 2:30
  going
• 2:30
  to
• 2:31
  create
• 2:31
  a
• 2:31
  huge
• 2:31
  disruption
• 2:32
  in
• 2:32
  cost
• 2:32
  and
• 2:33
  potentially
• 2:33
  revenue
• 2:33
  for
• 2:34
  some
• 2:34
  of
• 2:34
  these
• 2:34
  businesses.
• 2:35
  But
• 2:35
  I
• 2:35
  think
• 2:35
  there's
• 2:35
  still
• 2:36
  this
• 2:36
  huge
• 2:36
  opportunity
• 2:37
  for
• 2:37
  E
• 2:37
  commerce
• 2:38
  expansion.
• 2:38
  You
• 2:38
  know
• 2:39
  we,
• 2:39
  it
• 2:39
  was
• 2:39
  what
• 2:39
  Bric,
• 2:40
  you
• 2:40
  know,
• 2:41
  BRIC
• 2:42
  countries
• 2:42
  seven,
• 2:42
  ten
• 2:42
  years
• 2:43
  ago.
• 2:43
  We
• 2:43
  still
• 2:44
  talk
• 2:44
  about
• 2:44
  BRIC
• 2:44
  countries,
• 2:44
  they're
• 2:45
  just
• 2:45
  not.
• 2:45
  We
• 2:45
  can't
• 2:45
  ship
• 2:45
  to
• 2:46
  Russia,
• 2:46
  India.
• 2:47
  E
• 2:47
  commerce
• 2:47
  is
• 2:47
  sort
• 2:47
  of
• 2:48
  slowed
• 2:48
  down
• 2:48
  in
• 2:48
  my
• 2:48
  opinion
• 2:49
  but
• 2:49
  really
• 2:49
  it's
• 2:49
  Canada,
• 2:50
  Mexico.
• 2:51
  How
• 2:51
  are
• 2:51
  you
• 2:51
  doing
• 2:52
  those
• 2:52
  things?
• 2:52
  Well,
• 2:52
  uk,
• 2:53
  English
• 2:53
  speaking
• 2:53
  countries,
• 2:54
  if
• 2:54
  you're
• 2:55
  not
• 2:55
  taking
• 2:55
  advantage
• 2:56
  of
• 2:56
  those
• 2:57
  wallets
• 2:57
  you're
• 2:57
  really
• 2:58
  missing
• 2:58
  out.
• 2:58
  And
• 2:58
  there's
• 2:59
  a
• 2:59
  large
• 2:59
  percentage
• 2:59
  of
• 2:59
  the
• 2:59
  retailers
• 3:00
  that
• 3:00
  aren't
• 3:00
  currently
• 3:01
  right
• 3:01
  if
• 3:01
  I'm
• 3:01
  not
• 3:02
  mistaken.
• 3:02
  Yeah,
• 3:03
  I
• 3:03
  think
• 3:03
  a
• 3:03
  lot
• 3:03
  of
• 3:03
  people
• 3:04
  say
• 3:04
  they
• 3:04
  do
• 3:04
  it
• 3:04
  and
• 3:04
  then
• 3:04
  you
• 3:04
  go
• 3:05
  to
• 3:05
  their
• 3:05
  website
• 3:05
  and
• 3:06
  it's
• 3:06
  almost
• 3:06
  an
• 3:06
  afterthought.
• 3:07
  So
• 3:07
  it's
• 3:07
  really
• 3:08
  done
• 3:08
  at
• 3:08
  best
• 3:08
  poorly.
• 3:09
  And
• 3:09
  so
• 3:09
  the
• 3:09
  customer
• 3:10
  experience
• 3:10
  in
• 3:10
  the
• 3:10
  US
• 3:11
  is
• 3:11
  great.
• 3:11
  And
• 3:11
  then
• 3:12
  you
• 3:12
  go
• 3:12
  to,
• 3:12
  if
• 3:12
  you're
• 3:12
  in
• 3:12
  Ireland
• 3:13
  or
• 3:13
  the
• 3:13
  uk
• 3:13
  it's
• 3:14
  like
• 3:14
  oh
• 3:14
  maybe
• 3:14
  I
• 3:15
  can
• 3:15
  get
• 3:15
  it
• 3:15
  here.
• 3:15
  I
• 3:15
  don't
• 3:15
  know
• 3:16
  how
• 3:16
  long
• 3:16
  it's
• 3:16
  going
• 3:16
  to
• 3:16
  take,
• 3:16
  what
• 3:17
  it's
• 3:17
  going
• 3:17
  to
• 3:17
  cost.
• 3:17
  So
• 3:18
  if
• 3:18
  you're
• 3:18
  really
• 3:18
  not
• 3:19
  doing
• 3:19
  a
• 3:19
  ddp,
• 3:20
  a
• 3:20
  full
• 3:20
  landed
• 3:20
  cost
• 3:21
  model,
• 3:22
  you're
• 3:22
  probably
• 3:22
  having
• 3:23
  a
• 3:23
  customer
• 3:23
  experience
• 3:23
  problem.
• 3:24
  And
• 3:24
  I'm
• 3:25
  sure
• 3:25
  this
• 3:25
  is
• 3:25
  a
• 3:25
  much
• 3:26
  more
• 3:26
  complicated
• 3:27
  and
• 3:27
  in
• 3:27
  depth
• 3:28
  question
• 3:28
  that
• 3:29
  someone
• 3:29
  could
• 3:29
  call
• 3:30
  you
• 3:30
  and
• 3:30
  go
• 3:30
  into
• 3:30
  more
• 3:31
  detail
• 3:31
  on.
• 3:31
  But
• 3:32
  just
• 3:32
  like
• 3:32
  top
• 3:32
  level
• 3:33
  George,
• 3:34
  how
• 3:34
  do
• 3:34
  you
• 3:34
  think
• 3:35
  retailers
• 3:35
  can
• 3:35
  be
• 3:36
  successful
• 3:36
  with
• 3:37
  their
• 3:37
  cross
• 3:37
  border
• 3:37
  commerce?
• 3:38
  You
• 3:38
  gave
• 3:38
  us
• 3:38
  a
• 3:38
  couple
• 3:38
  of
• 3:39
  ideas
• 3:39
  but
• 3:39
  like
• 3:40
  where
• 3:40
  do
• 3:40
  you
• 3:40
  start
• 3:41
  and
• 3:41
  how
• 3:41
  do
• 3:41
  you
• 3:41
  prepare
• 3:41
  for
• 3:42
  this
• 3:42
  especially
• 3:42
  when
• 3:42
  it's
• 3:43
  changing
• 3:43
  so
• 3:43
  frequently.
• 3:44
  Yeah,
• 3:44
  I
• 3:44
  always
• 3:44
  start
• 3:45
  with
• 3:45
  where
• 3:45
  do
• 3:45
  your
• 3:46
  customers
• 3:46
  come
• 3:46
  from
• 3:46
  today?
• 3:47
  So
• 3:47
  why
• 3:47
  reinvent
• 3:48
  the
• 3:48
  wheel?
• 3:48
  So
• 3:48
  if
• 3:48
  you
• 3:49
  have
• 3:49
  a
• 3:49
  lot
• 3:49
  of
• 3:49
  Canadian
• 3:49
  customers
• 3:50
  coming
• 3:50
  in,
• 3:51
  start
• 3:51
  with
• 3:51
  Canada.
• 3:52
  Don't
• 3:52
  try
• 3:53
  to
• 3:53
  solve
• 3:53
  200
• 3:54
  countries
• 3:54
  at
• 3:54
  one
• 3:55
  time.
• 3:55
  That's
• 3:55
  the
• 3:55
  Number
• 3:55
  one
• 3:56
  problem
• 3:56
  we
• 3:56
  see,
• 3:56
  one,
• 3:57
  you
• 3:57
  have
• 3:57
  language
• 3:57
  issues,
• 3:58
  two,
• 3:58
  you
• 3:58
  have
• 3:58
  pricing
• 3:59
  issues
• 3:59
  and
• 4:00
  payment
• 4:00
  issues.
• 4:00
  So
• 4:01
  Canada's
• 4:01
  super
• 4:01
  easy.
• 4:02
  99%
• 4:02
  of
• 4:02
  all
• 4:03
  credit
• 4:03
  cards
• 4:03
  work
• 4:03
  in
• 4:03
  Canada.
• 4:04
  No
• 4:04
  problem.
• 4:04
  Start
• 4:05
  with
• 4:05
  Canada
• 4:05
  and
• 4:05
  the
• 4:05
  uk,
• 4:06
  Australia.
• 4:07
  And
• 4:07
  then
• 4:08
  the
• 4:08
  other
• 4:08
  thing
• 4:08
  you
• 4:09
  see
• 4:09
  that
• 4:09
  people
• 4:09
  tend
• 4:09
  to
• 4:09
  miss
• 4:10
  is
• 4:10
  they
• 4:10
  have
• 4:10
  a
• 4:11
  great
• 4:11
  product,
• 4:11
  a
• 4:11
  great
• 4:12
  price,
• 4:12
  they
• 4:12
  forget
• 4:12
  the
• 4:12
  shipping,
• 4:14
  they
• 4:14
  haven't
• 4:14
  negotiated
• 4:15
  a
• 4:15
  rate
• 4:15
  with
• 4:15
  a
• 4:15
  carrier
• 4:16
  yet,
• 4:16
  and
• 4:16
  all
• 4:16
  of
• 4:16
  a
• 4:17
  sudden
• 4:17
  you
• 4:18
  now
• 4:18
  have
• 4:18
  this
• 4:18
  $50
• 4:19
  shipping
• 4:19
  charge.
• 4:20
  So
• 4:20
  you've
• 4:20
  got
• 4:21
  to
• 4:21
  really,
• 4:21
  I
• 4:21
  always
• 4:22
  tell
• 4:22
  people,
• 4:22
  if
• 4:22
  you're
• 4:22
  gonna
• 4:22
  launch
• 4:22
  cross
• 4:23
  border,
• 4:23
  do
• 4:24
  what
• 4:24
  the
• 4:24
  best
• 4:24
  did.
• 4:25
  Follow
• 4:25
  the
• 4:25
  best.
• 4:25
  Look
• 4:25
  at
• 4:25
  Amazon,
• 4:26
  look
• 4:26
  at
• 4:26
  ebay,
• 4:27
  look
• 4:27
  at
• 4:27
  these
• 4:27
  large
• 4:28
  customers
• 4:28
  and
• 4:29
  go,
• 4:29
  what
• 4:29
  did
• 4:29
  they
• 4:29
  do?
• 4:30
  They
• 4:30
  built
• 4:30
  a
• 4:30
  network,
• 4:31
  they
• 4:31
  built
• 4:31
  a
• 4:32
  framework,
• 4:32
  and
• 4:32
  they
• 4:33
  just
• 4:33
  expanded
• 4:33
  across
• 4:33
  the
• 4:33
  globe
• 4:34
  then.
• 4:34
  So
• 4:34
  there's
• 4:34
  a
• 4:35
  lot
• 4:35
  of
• 4:35
  new
• 4:35
  things
• 4:35
  you
• 4:35
  probably
• 4:35
  have
• 4:36
  to
• 4:36
  do.
• 4:36
  But
• 4:36
  it
• 4:36
  sounds
• 4:36
  like
• 4:36
  there's
• 4:37
  a
• 4:37
  roadmap
• 4:37
  to
• 4:37
  do
• 4:37
  it
• 4:37
  the
• 4:38
  right
• 4:38
  way.
• 4:38
  That's
• 4:38
  pretty
• 4:39
  straightforward.
• 4:39
  Yeah.
• 4:39
  And
• 4:39
  if
• 4:40
  you're
• 4:40
  an
• 4:40
  Avalara
• 4:40
  customer,
• 4:40
  it's
• 4:41
  built
• 4:41
  into
• 4:41
  the
• 4:41
  API.
• 4:42
  So
• 4:42
  all
• 4:42
  you
• 4:42
  have
• 4:42
  to
• 4:42
  do
• 4:42
  is
• 4:42
  call
• 4:43
  us
• 4:43
  up
• 4:43
  and
• 4:43
  we
• 4:43
  can
• 4:43
  turn
• 4:43
  it
• 4:43
  on
• 4:44
  and
• 4:45
  automatically
• 4:46
  to
• 4:46
  your
• 4:46
  system.
• 4:47
  Super
• 4:47
  simple.
• 4:48
  Oh,
• 4:48
  wow.
• 4:48
  All
• 4:48
  right,
• 4:48
  well,
• 4:49
  let's
• 4:49
  talk
• 4:49
  tariffs
• 4:49
  now.
• 4:49
  I
• 4:50
  teased
• 4:50
  it
• 4:50
  before
• 4:50
  tariffs.
• 4:51
  I
• 4:51
  mean,
• 4:52
  I
• 4:52
  don't
• 4:52
  know
• 4:52
  which
• 4:53
  way
• 4:53
  is
• 4:53
  up
• 4:53
  on
• 4:54
  the
• 4:54
  tariff
• 4:54
  thing.
• 4:55
  I
• 4:55
  imagine
• 4:55
  you
• 4:55
  don't
• 4:55
  either
• 4:56
  necessarily.
• 4:56
  Maybe
• 4:56
  you
• 4:57
  do,
• 4:57
  I
• 4:57
  don't
• 4:57
  know.
• 4:57
  I
• 4:57
  don't
• 4:57
  want
• 4:57
  to
• 4:57
  put
• 4:58
  words
• 4:58
  in
• 4:58
  your
• 4:58
  mouth,
• 4:58
  but
• 4:59
  what
• 4:59
  would
• 4:59
  your
• 4:59
  advice
• 5:00
  be
• 5:00
  for
• 5:00
  retailers
• 5:00
  that
• 5:01
  are
• 5:01
  trying
• 5:01
  to
• 5:01
  navigate
• 5:02
  all
• 5:02
  this
• 5:02
  uncertainty?
• 5:04
  Stay
• 5:04
  calm.
• 5:05
  I
• 5:05
  think
• 5:05
  that's
• 5:05
  what
• 5:05
  we
• 5:06
  gotta
• 5:06
  keep.
• 5:06
  Calm
• 5:06
  and
• 5:06
  carry
• 5:07
  on.
• 5:07
  I
• 5:08
  think
• 5:08
  it's
• 5:08
  a
• 5:08
  perfect
• 5:08
  sign
• 5:08
  for
• 5:09
  this.
• 5:09
  I
• 5:09
  think
• 5:09
  there's
• 5:09
  a
• 5:09
  lot
• 5:10
  of
• 5:10
  changes.
• 5:11
  I
• 5:11
  think
• 5:11
  for
• 5:11
  us
• 5:11
  like
• 5:12
  this
• 5:12
  Wayfair
• 5:13
  moment
• 5:13
  as
• 5:13
  we're
• 5:13
  calling
• 5:13
  it,
• 5:13
  will
• 5:13
  be
• 5:14
  if
• 5:14
  the
• 5:14
  minimus
• 5:14
  is
• 5:14
  removed.
• 5:15
  Okay.
• 5:15
  So
• 5:15
  right
• 5:16
  now,
• 5:16
  as
• 5:16
  a
• 5:17
  direct
• 5:17
  to
• 5:17
  consumer,
• 5:17
  you
• 5:18
  have
• 5:19
  pretty
• 5:19
  much
• 5:20
  duty
• 5:20
  free
• 5:20
  under
• 5:20
  $800.
• 5:22
  If
• 5:22
  you
• 5:22
  look
• 5:22
  at
• 5:22
  the
• 5:23
  Shein
• 5:23
  model.
• 5:23
  If
• 5:23
  you
• 5:24
  look
• 5:24
  at
• 5:24
  all
• 5:24
  the
• 5:25
  Roth
• 5:26
  is
• 5:26
  a
• 5:26
  great
• 5:26
  example
• 5:26
  of
• 5:27
  this.
• 5:27
  They
• 5:27
  now
• 5:27
  warehouse
• 5:27
  stuff
• 5:27
  in
• 5:28
  America.
• 5:28
  But
• 5:28
  all
• 5:28
  these
• 5:28
  direct
• 5:29
  consumers
• 5:29
  were
• 5:30
  coming
• 5:30
  in
• 5:31
  relatively
• 5:31
  inexpensive,
• 5:32
  inexpensive
• 5:33
  shipping
• 5:34
  from
• 5:34
  China,
• 5:34
  delivered
• 5:35
  to
• 5:35
  the
• 5:35
  door
• 5:35
  in
• 5:35
  under
• 5:35
  six
• 5:36
  days.
• 5:36
  I'm
• 5:37
  more
• 5:37
  concerned
• 5:37
  on
• 5:38
  the
• 5:38
  B2B
• 5:39
  side
• 5:39
  and
• 5:40
  the
• 5:40
  retailers
• 5:40
  that
• 5:40
  are
• 5:41
  importing
• 5:41
  large
• 5:41
  amounts
• 5:42
  of
• 5:42
  goods
• 5:42
  that
• 5:42
  are,
• 5:43
  like
• 5:43
  I
• 5:43
  said
• 5:43
  earlier,
• 5:43
  untagged
• 5:44
  or
• 5:45
  not
• 5:45
  tagged.
• 5:45
  If
• 5:45
  you
• 5:45
  get
• 5:45
  a
• 5:45
  50%
• 5:46
  duty
• 5:46
  on
• 5:46
  a
• 5:47
  hundred
• 5:47
  dollar
• 5:47
  item,
• 5:48
  your
• 5:48
  pricing
• 5:49
  is
• 5:49
  gonna
• 5:49
  be
• 5:49
  way
• 5:49
  off.
• 5:49
  Right.
• 5:50
  So
• 5:50
  that's
• 5:50
  gonna
• 5:50
  be
• 5:50
  a
• 5:50
  huge
• 5:50
  concern
• 5:51
  for
• 5:51
  me
• 5:51
  right
• 5:51
  now.
• 5:52
  Right.
• 5:52
  And
• 5:52
  how
• 5:52
  do
• 5:53
  you,
• 5:53
  and
• 5:53
  how
• 5:54
  do
• 5:54
  you
• 5:54
  get
• 5:54
  in
• 5:54
  front
• 5:54
  of
• 5:54
  that
• 5:54
  though,
• 5:55
  like,
• 5:55
  I
• 5:55
  mean
• 5:56
  like
• 5:56
  let's
• 5:56
  say
• 5:56
  that
• 5:57
  happens,
• 5:57
  like
• 5:57
  how,
• 5:57
  what
• 5:57
  should
• 5:57
  I
• 5:58
  be
• 5:58
  doing
• 5:58
  now
• 5:58
  to
• 5:58
  get
• 5:58
  in
• 5:58
  front
• 5:58
  of
• 5:59
  that?
• 5:59
  Yeah,
• 5:59
  it's
• 5:59
  a
• 5:59
  great
• 5:59
  question.
• 6:00
  So
• 6:00
  I
• 6:00
  think
• 6:00
  there's
• 6:00
  two
• 6:00
  things
• 6:00
  I
• 6:01
  always
• 6:01
  think
• 6:01
  about
• 6:01
  is
• 6:01
  one,
• 6:02
  how
• 6:02
  do
• 6:02
  you
• 6:02
  actually
• 6:02
  prepare
• 6:02
  for
• 6:03
  this
• 6:03
  as
• 6:03
  a
• 6:04
  standard?
• 6:04
  So
• 6:04
  if
• 6:04
  you
• 6:05
  don't
• 6:05
  have
• 6:05
  a
• 6:05
  trade
• 6:05
  compliance
• 6:06
  team
• 6:06
  which
• 6:06
  a
• 6:06
  lot
• 6:06
  of
• 6:06
  mid
• 6:07
  sized
• 6:07
  companies
• 6:07
  don't
• 6:07
  have,
• 6:08
  you
• 6:08
  should
• 6:08
  be
• 6:08
  looking
• 6:09
  at
• 6:09
  how
• 6:09
  do
• 6:09
  you
• 6:09
  package
• 6:09
  your
• 6:10
  goods,
• 6:10
  how
• 6:10
  do
• 6:10
  you
• 6:10
  bring
• 6:10
  them
• 6:10
  in
• 6:11
  properly
• 6:11
  and
• 6:12
  then
• 6:12
  how
• 6:12
  do
• 6:12
  you
• 6:12
  set
• 6:12
  the
• 6:12
  price
• 6:13
  so
• 6:13
  you
• 6:13
  have
• 6:13
  some
• 6:14
  room
• 6:14
  to
• 6:15
  discount
• 6:16
  in
• 6:16
  essence.
• 6:16
  So
• 6:17
  you
• 6:17
  may
• 6:17
  want
• 6:17
  to
• 6:17
  be
• 6:17
  over
• 6:17
  thinking
• 6:17
  about
• 6:18
  overpricing
• 6:18
  your
• 6:18
  goods
• 6:18
  by
• 6:19
  25
• 6:19
  to
• 6:19
  30%.
• 6:20
  Right.
• 6:20
  You
• 6:20
  can
• 6:20
  always
• 6:21
  bring
• 6:21
  it
• 6:21
  down.
• 6:21
  You
• 6:22
  cannot
• 6:22
  raise
• 6:22
  the
• 6:22
  price
• 6:23
  once
• 6:23
  it's
• 6:23
  tagged.
• 6:23
  Right.
• 6:24
  That
• 6:24
  is
• 6:24
  now
• 6:24
  the
• 6:24
  list
• 6:25
  price
• 6:25
  of
• 6:25
  that
• 6:25
  item
• 6:25
  and
• 6:25
  it's
• 6:26
  hard
• 6:26
  to
• 6:26
  move
• 6:26
  it.
• 6:27
  All
• 6:28
  right,
• 6:28
  well
• 6:28
  George,
• 6:29
  I
• 6:29
  mentioned
• 6:30
  it
• 6:30
  earlier
• 6:30
  but
• 6:31
  please,
• 6:32
  please
• 6:33
  give
• 6:33
  your
• 6:33
  information
• 6:34
  so
• 6:34
  that
• 6:34
  people
• 6:35
  listening
• 6:35
  can
• 6:36
  have
• 6:36
  these
• 6:37
  conversations
• 6:37
  can
• 6:38
  really
• 6:38
  get
• 6:38
  your,
• 6:39
  you
• 6:39
  have
• 6:39
  so
• 6:39
  much
• 6:39
  expertise.
• 6:40
  George
• 6:40
  is
• 6:40
  the
• 6:41
  best.
• 6:41
  So
• 6:42
  please
• 6:42
  reach
• 6:42
  out
• 6:42
  to
• 6:43
  George
• 6:43
  to
• 6:43
  get
• 6:43
  help
• 6:44
  with
• 6:44
  this
• 6:44
  to
• 6:44
  solve
• 6:45
  some
• 6:45
  of
• 6:45
  these
• 6:45
  questions
• 6:46
  that
• 6:46
  you're
• 6:46
  struggling
• 6:47
  with
• 6:47
  right
• 6:47
  now.
• 6:47
  How
• 6:47
  do
• 6:48
  they
• 6:48
  do
• 6:48
  that?
• 6:48
  Yeah.
• 6:48
  So
• 6:49
  obviously
• 6:49
  you
• 6:49
  can
• 6:50
  go,
• 6:50
  you
• 6:50
  can
• 6:50
  email
• 6:50
  me
• 6:50
  at
• 6:51
  George.
• 6:51
  George.trantesavalar.com
• 6:53
  hit
• 6:53
  me
• 6:53
  on
• 6:53
  LinkedIn.
• 6:54
  But
• 6:54
  we
• 6:54
  have
• 6:54
  a
• 6:55
  whole
• 6:55
  team
• 6:55
  so
• 6:55
  if
• 6:56
  for
• 6:56
  cross
• 6:57
  border
• 6:57
  right
• 6:57
  now
• 6:57
  We've
• 6:57
  got
• 6:58
  over
• 6:58
  300
• 6:58
  people,
• 6:59
  content
• 7:00
  engineers.
• 7:00
  Wow.
• 7:01
  You
• 7:01
  know
• 7:01
  we
• 7:01
  have
• 7:02
  engineering
• 7:02
  everywhere
• 7:03
  just
• 7:03
  solving
• 7:04
  this
• 7:04
  problem.
• 7:04
  But
• 7:05
  that's
• 7:05
  really
• 7:05
  the
• 7:05
  first
• 7:05
  part
• 7:06
  is
• 7:06
  message
• 7:06
  me.
• 7:07
  Obviously
• 7:07
  Avalara,
• 7:08
  I'll
• 7:08
  get
• 7:08
  you
• 7:08
  to
• 7:08
  the
• 7:08
  right
• 7:08
  people.
• 7:09
  We've
• 7:09
  hired
• 7:10
  a
• 7:10
  bunch
• 7:10
  of
• 7:10
  people
• 7:10
  from
• 7:11
  different
• 7:11
  e
• 7:11
  commerce
• 7:11
  places
• 7:12
  that
• 7:12
  have
• 7:12
  done
• 7:12
  this
• 7:12
  their
• 7:12
  whole
• 7:13
  life.
• 7:13
  So
• 7:14
  really
• 7:14
  proud
• 7:14
  of
• 7:14
  the
• 7:14
  cross
• 7:14
  border
• 7:15
  team
• 7:15
  right
• 7:15
  now
• 7:15
  and
• 7:15
  what
• 7:15
  they're
• 7:16
  doing.
• 7:16
  That's
• 7:16
  really
• 7:16
  exciting.
• 7:17
  Yeah,
• 7:17
  it's
• 7:17
  important
• 7:17
  to
• 7:17
  call
• 7:18
  out
• 7:18
  that
• 7:18
  you
• 7:18
  guys
• 7:18
  have
• 7:18
  been
• 7:19
  doing
• 7:19
  this
• 7:19
  for
• 7:19
  a
• 7:20
  very
• 7:20
  long
• 7:20
  time.
• 7:21
  Cross
• 7:21
  border
• 7:21
  is,
• 7:21
  it's
• 7:22
  like
• 7:22
  AI
• 7:22
  like
• 7:22
  you've
• 7:23
  been
• 7:23
  using
• 7:23
  it
• 7:23
  for
• 7:23
  a
• 7:23
  long
• 7:24
  time.
• 7:24
  You've
• 7:24
  been
• 7:24
  well
• 7:25
  versed
• 7:25
  in
• 7:25
  cross
• 7:25
  border
• 7:26
  for
• 7:26
  a
• 7:27
  while
• 7:27
  now.
• 7:27
  Yeah,
• 7:28
  the
• 7:28
  people
• 7:28
  we
• 7:28
  have
• 7:28
  on
• 7:28
  staff
• 7:29
  have
• 7:29
  been
• 7:29
  doing
• 7:29
  this
• 7:29
  for
• 7:29
  25
• 7:29
  years.
• 7:30
  So
• 7:30
  you
• 7:30
  know
• 7:30
  Craig
• 7:31
  Reed
• 7:31
  and
• 7:31
  his
• 7:31
  team
• 7:32
  have
• 7:32
  built
• 7:32
  this
• 7:32
  across
• 7:33
  Pitney
• 7:34
  Bowes,
• 7:34
  ebay,
• 7:35
  Canada
• 7:36
  Post.
• 7:36
  So
• 7:36
  this
• 7:37
  is
• 7:37
  a
• 7:37
  long
• 7:37
  standing
• 7:38
  team
• 7:38
  we've
• 7:38
  had
• 7:38
  here
• 7:38
  doing
• 7:39
  cross
• 7:39
  border
• 7:39
  and.
• 7:39
  A
• 7:39
  lot
• 7:39
  of
• 7:40
  great
• 7:40
  resources
• 7:40
  too.
• 7:41
  Like
• 7:41
  I
• 7:41
  mean
• 7:41
  I
• 7:41
  know
• 7:42
  Ann
• 7:42
  and
• 7:42
  I,
• 7:42
  in
• 7:42
  advance
• 7:43
  of
• 7:43
  shop
• 7:43
  talk
• 7:43
  we
• 7:43
  were
• 7:43
  boning
• 7:44
  up
• 7:44
  on
• 7:44
  a
• 7:44
  lot
• 7:44
  of
• 7:44
  the
• 7:44
  good
• 7:45
  cross
• 7:45
  border
• 7:45
  commerce,
• 7:46
  what
• 7:46
  to
• 7:46
  do
• 7:47
  about
• 7:47
  tariffs,
• 7:47
  resources
• 7:48
  that
• 7:48
  you
• 7:48
  have.
• 7:48
  I
• 7:48
  know
• 7:48
  you
• 7:49
  got
• 7:49
  a
• 7:49
  blog
• 7:49
  that
• 7:50
  you
• 7:50
  guys
• 7:50
  have
• 7:50
  stood
• 7:50
  up
• 7:50
  where
• 7:51
  you're
• 7:51
  talking
• 7:51
  about
• 7:51
  this
• 7:52
  every
• 7:52
  single
• 7:52
  day.
• 7:52
  All
• 7:52
  the
• 7:53
  new
• 7:53
  developments,
• 7:53
  you've
• 7:53
  got
• 7:54
  a
• 7:54
  primer
• 7:54
  on
• 7:55
  how
• 7:55
  to
• 7:55
  think
• 7:55
  about
• 7:55
  cross
• 7:56
  border
• 7:56
  commerce.
• 7:56
  Put
• 7:56
  all
• 7:57
  that
• 7:57
  in
• 7:57
  the
• 7:57
  show
• 7:57
  notes
• 7:57
  here
• 7:58
  too,
• 7:58
  once
• 7:58
  we
• 7:58
  get
• 7:58
  this
• 7:59
  recording
• 8:00
  live.
• 8:00
  But
• 8:00
  yeah,
• 8:00
  it's
• 8:00
  lots
• 8:01
  and
• 8:01
  lots
• 8:01
  of
• 8:01
  good
• 8:01
  stuff.
• 8:01
  Before
• 8:02
  we
• 8:02
  let
• 8:02
  you
• 8:02
  go,
• 8:02
  is
• 8:02
  there
• 8:02
  anything
• 8:03
  we
• 8:03
  didn't
• 8:03
  ask
• 8:03
  you
• 8:03
  about
• 8:04
  that
• 8:04
  you
• 8:04
  know
• 8:04
  is
• 8:04
  top
• 8:05
  of
• 8:05
  mind
• 8:05
  that
• 8:05
  you
• 8:05
  think
• 8:05
  also
• 8:06
  should
• 8:06
  be
• 8:06
  on
• 8:06
  retailers
• 8:07
  here
• 8:07
  at
• 8:07
  Shop
• 8:08
  Talks
• 8:08
  Radar
• 8:08
  screen.
• 8:09
  I
• 8:09
  think
• 8:09
  the
• 8:09
  number
• 8:09
  one
• 8:09
  question,
• 8:10
  we're
• 8:10
  running
• 8:10
  a
• 8:10
  weekly
• 8:10
  blog
• 8:11
  series
• 8:11
  right
• 8:11
  now.
• 8:12
  So
• 8:12
  it's
• 8:12
  a
• 8:12
  tariff
• 8:13
  Tuesday,
• 8:13
  30
• 8:13
  minutes.
• 8:14
  Quick.
• 8:14
  The
• 8:15
  number
• 8:15
  one
• 8:15
  question
• 8:15
  we're
• 8:15
  getting
• 8:16
  is
• 8:16
  how
• 8:16
  do
• 8:16
  you
• 8:16
  charge
• 8:17
  tax
• 8:17
  on
• 8:17
  a
• 8:17
  tariff?
• 8:18
  And
• 8:18
  I
• 8:18
  think
• 8:18
  that's
• 8:18
  an
• 8:18
  interesting
• 8:19
  question.
• 8:20
  Oh,
• 8:20
  wow.
• 8:21
  It
• 8:21
  depends
• 8:22
  on
• 8:22
  if
• 8:22
  you're
• 8:22
  in
• 8:22
  the
• 8:22
  U.S.
• 8:23
  it's
• 8:23
  not
• 8:23
  a
• 8:23
  tax
• 8:23
  on
• 8:24
  a
• 8:24
  tariff.
• 8:24
  You
• 8:24
  actually
• 8:25
  are
• 8:25
  taxed
• 8:25
  at
• 8:25
  the
• 8:25
  total
• 8:26
  item
• 8:26
  price.
• 8:26
  What
• 8:27
  you
• 8:27
  have,
• 8:27
  this
• 8:27
  is
• 8:27
  where.
• 8:28
  But
• 8:28
  in
• 8:28
  Europe,
• 8:29
  it's
• 8:29
  a
• 8:29
  very
• 8:29
  different
• 8:29
  model.
• 8:30
  So
• 8:30
  when
• 8:31
  people
• 8:31
  ask
• 8:31
  us
• 8:31
  questions
• 8:32
  like
• 8:32
  that,
• 8:32
  it's
• 8:32
  usually
• 8:33
  a
• 8:33
  sign
• 8:33
  that
• 8:34
  they
• 8:34
  have
• 8:34
  they
• 8:34
  should
• 8:35
  talk
• 8:35
  to
• 8:35
  us.
• 8:35
  Yeah,
• 8:36
  your
• 8:36
  question
• 8:36
  is
• 8:37
  great,
• 8:37
  but
• 8:38
  we
• 8:38
  just
• 8:38
  need
• 8:38
  a
• 8:38
  little
• 8:38
  more
• 8:38
  information.
• 8:39
  So
• 8:39
  if
• 8:40
  you've
• 8:40
  got
• 8:40
  this
• 8:40
  question,
• 8:40
  reach
• 8:41
  out
• 8:41
  to
• 8:41
  us.
• 8:41
  We'll
• 8:41
  put
• 8:41
  the
• 8:42
  notes
• 8:42
  in
• 8:42
  there,
• 8:42
  we'll
• 8:42
  put
• 8:42
  the
• 8:42
  blog
• 8:43
  in
• 8:43
  there.
• 8:43
  Join
• 8:44
  that
• 8:44
  group.
• 8:45
  Because
• 8:45
  we
• 8:45
  had
• 8:45
  a
• 8:45
  thousand
• 8:46
  people
• 8:46
  today,
• 8:46
  this
• 8:46
  morning
• 8:47
  at
• 8:47
  8:00am
• 8:47
  Vegas
• 8:48
  time
• 8:48
  that
• 8:49
  were
• 8:49
  asking
• 8:49
  questions
• 8:49
  and
• 8:49
  we're
• 8:50
  interacting.
• 8:51
  I
• 8:51
  think
• 8:51
  the
• 8:51
  fact
• 8:51
  that
• 8:52
  I
• 8:52
  love
• 8:52
  the
• 8:52
  most
• 8:52
  is
• 8:53
  2015
• 8:54
  we
• 8:54
  had
• 8:55
  about
• 8:55
  1,125
• 8:56
  million
• 8:57
  imports.
• 8:57
  Under
• 8:57
  de
• 8:57
  minimis
• 8:58
  we're
• 8:58
  going
• 8:58
  to
• 8:58
  have
• 8:58
  1.5
• 8:59
  billion.
• 9:00
  Jesus.
• 9:00
  So
• 9:01
  there's
• 9:01
  a
• 9:01
  lot
• 9:01
  going
• 9:02
  on
• 9:02
  in
• 9:02
  the
• 9:02
  space
• 9:02
  right
• 9:02
  now.
• 9:02
  Yeah,
• 9:03
  I
• 9:03
  imagine
• 9:03
  there's
• 9:03
  a
• 9:03
  lot
• 9:03
  of
• 9:03
  people
• 9:04
  grasping
• 9:04
  in
• 9:04
  the
• 9:04
  dark
• 9:05
  too,
• 9:05
  like
• 9:05
  just
• 9:05
  trying
• 9:05
  to
• 9:06
  figure
• 9:06
  this
• 9:06
  out
• 9:06
  on
• 9:06
  their
• 9:06
  own.
• 9:07
  So
• 9:07
  yes.
• 9:07
  Get
• 9:07
  help
• 9:07
  folks.
• 9:08
  All
• 9:08
  right,
• 9:08
  George,
• 9:08
  that
• 9:09
  was
• 9:09
  awesome.
• 9:09
  Thank
• 9:09
  you
• 9:09
  for
• 9:09
  that.
• 9:10
  Glad
• 9:10
  I
• 9:10
  asked
• 9:10
  that
• 9:10
  last
• 9:11
  question.
• 9:11
  That
• 9:11
  was
• 9:11
  really
• 9:11
  good
• 9:11
  to
• 9:12
  hear
• 9:12
  that
• 9:12
  I
• 9:12
  had
• 9:12
  no
• 9:12
  idea.
• 9:12
  I
• 9:13
  never
• 9:13
  thought
• 9:13
  about
• 9:13
  tax
• 9:13
  on
• 9:14
  tariffs.
• 9:14
  That's
• 9:14
  crazy.
• 9:15
  All
• 9:15
  right,
• 9:15
  well,
• 9:15
  we're
• 9:16
  going
• 9:16
  to
• 9:16
  be
• 9:16
  back
• 9:16
  here
• 9:16
  all
• 9:16
  day
• 9:17
  with
• 9:17
  more
• 9:17
  interviews
• 9:17
  with
• 9:18
  great
• 9:18
  retail
• 9:18
  executives.
• 9:19
  Thanks
• 9:20
  to
• 9:20
  Avalara,
• 9:20
  our
• 9:20
  sponsor.
• 9:21
  Come
• 9:21
  check
• 9:21
  them
• 9:21
  out
• 9:22
  and
• 9:22
  us
• 9:22
  out
• 9:22
  if
• 9:22
  you
• 9:22
  want
• 9:23
  to
• 9:23
  say
• 9:23
  hi.
• 9:23
  We're
• 9:23
  at
• 9:23
  booth
• 9:24
  1554
• 9:24
  for
• 9:25
  the
• 9:25
  rest
• 9:25
  of
• 9:25
  the
• 9:25
  day.
• 9:25
  And
• 9:25
  Anne,
• 9:26
  as
• 9:26
  always,
• 9:26
  be
• 9:26
  careful
• 9:27
  out
• 9:27
  there.