Latest / Omni Talk Retail / How Cotopaxi Is Scaling with Purpose Through Marketplaces | Founder Stephan Jacob at Mirakl Summit

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How Cotopaxi Is Scaling with Purpose Through Marketplaces | Founder Stephan Jacob at Mirakl Summit · Omni Talk Retail

• 0:00
  Hello
• 0:00
  everyone,
• 0:00
  this
• 0:01
  is
• 0:01
  Omnitalk
• 0:01
  Retail.
• 0:02
  I'm
• 0:02
  Chris
• 0:02
  Walton.
• 0:02
  And
• 0:03
  I'm
• 0:03
  Anne
• 0:03
  Mazinga.
• 0:03
  And
• 0:04
  we
• 0:04
  are
• 0:04
  coming
• 0:04
  to
• 0:04
  you
• 0:05
  live
• 0:05
  from
• 0:05
  the
• 0:05
  Miracle
• 0:06
  Summit
• 0:06
  at
• 0:06
  the
• 0:07
  beautiful
• 0:07
  Brookfield
• 0:08
  Place
• 0:08
  in
• 0:09
  New
• 0:09
  York
• 0:09
  City.
• 0:09
  The
• 0:10
  place
• 0:10
  is
• 0:10
  hopping,
• 0:10
  Anne.
• 0:11
  The
• 0:11
  energy
• 0:11
  is
• 0:11
  hot.
• 0:11
  It's
• 0:12
  crazy
• 0:12
  in
• 0:12
  here.
• 0:12
  It's
• 0:13
  hot
• 0:13
  outside
• 0:14
  and
• 0:14
  it's
• 0:15
  hopping
• 0:15
  in
• 0:15
  here.
• 0:16
  Yeah.
• 0:16
  The
• 0:16
  keynotes
• 0:17
  just
• 0:17
  got
• 0:17
  over
• 0:17
  and
• 0:17
  so
• 0:18
  we
• 0:18
  are
• 0:18
  excited
• 0:18
  because
• 0:19
  Joining
• 0:19
  us
• 0:19
  is
• 0:19
  Stefan
• 0:20
  Jacob,
• 0:21
  the
• 0:21
  founder
• 0:21
  and
• 0:21
  chief
• 0:22
  global
• 0:22
  Officer
• 0:23
  at
• 0:23
  Cotopaxi.
• 0:24
  Thank
• 0:24
  you
• 0:24
  for
• 0:24
  joining
• 0:25
  us
• 0:25
  today.
• 0:25
  Oh,
• 0:26
  it's
• 0:26
  lovely
• 0:26
  to
• 0:26
  be
• 0:26
  here.
• 0:26
  Thanks
• 0:27
  for
• 0:27
  having
• 0:27
  me.
• 0:27
  Yeah.
• 0:28
  Well,
• 0:28
  why
• 0:28
  don't
• 0:28
  you
• 0:29
  start
• 0:29
  off
• 0:29
  by
• 0:30
  you're
• 0:30
  a
• 0:31
  founder,
• 0:31
  it's
• 0:31
  not
• 0:31
  often
• 0:32
  and
• 0:32
  we
• 0:32
  get
• 0:32
  to
• 0:32
  have
• 0:32
  founders
• 0:32
  on
• 0:33
  the
• 0:33
  show.
• 0:33
  So
• 0:33
  why
• 0:33
  don't
• 0:33
  you
• 0:33
  start
• 0:34
  off
• 0:34
  by
• 0:34
  introducing
• 0:35
  yourself
• 0:36
  and
• 0:36
  then
• 0:36
  telling
• 0:36
  us
• 0:37
  and
• 0:37
  our
• 0:37
  audience.
• 0:38
  I
• 0:38
  don't
• 0:38
  know
• 0:39
  how
• 0:39
  they
• 0:39
  could
• 0:39
  not
• 0:39
  know
• 0:39
  Cotopaxi,
• 0:40
  but
• 0:41
  tell
• 0:41
  us
• 0:41
  a
• 0:41
  little
• 0:41
  bit
• 0:41
  about
• 0:42
  the
• 0:42
  brand
• 0:42
  if
• 0:42
  this
• 0:42
  is
• 0:42
  the
• 0:43
  first
• 0:43
  time
• 0:43
  that
• 0:43
  they're
• 0:43
  coming
• 0:44
  in
• 0:44
  contact.
• 0:44
  For
• 0:45
  sure.
• 0:45
  Yeah,
• 0:45
  absolutely.
• 0:46
  Well,
• 0:46
  Cotopaxi
• 0:47
  is
• 0:47
  an
• 0:47
  outdoor
• 0:47
  gear
• 0:47
  brand,
• 0:48
  so
• 0:48
  we
• 0:48
  design,
• 0:48
  manufacture,
• 0:49
  outdoor
• 0:50
  apparel,
• 0:50
  backpacks,
• 0:51
  et
• 0:51
  cetera.
• 0:52
  We
• 0:52
  have
• 0:52
  a
• 0:52
  deep
• 0:53
  humanitarian
• 0:54
  social
• 0:54
  mission
• 0:54
  at
• 0:54
  our
• 0:54
  core,
• 0:55
  which
• 0:55
  is
• 0:55
  really
• 0:55
  rooted
• 0:56
  in
• 0:56
  my
• 0:57
  co
• 0:57
  founder
• 0:57
  and
• 0:57
  my
• 0:58
  experience.
• 0:59
  My
• 0:59
  wife
• 1:00
  is
• 1:00
  half
• 1:00
  Indonesian.
• 1:00
  I
• 1:01
  spent
• 1:01
  some
• 1:01
  time
• 1:01
  in
• 1:01
  Indonesia
• 1:02
  working
• 1:02
  for
• 1:02
  a
• 1:02
  non
• 1:02
  profit
• 1:03
  organization
• 1:03
  that
• 1:04
  was
• 1:04
  dedicated
• 1:04
  to
• 1:04
  the
• 1:04
  elimination
• 1:05
  of
• 1:05
  child
• 1:05
  labor
• 1:05
  on
• 1:06
  the
• 1:06
  Indonesian
• 1:06
  archipelago.
• 1:07
  And
• 1:08
  that
• 1:08
  was
• 1:08
  a
• 1:08
  wonderful
• 1:09
  experience
• 1:09
  both
• 1:10
  in
• 1:10
  terms
• 1:10
  of
• 1:10
  the
• 1:10
  impact
• 1:11
  that
• 1:11
  we
• 1:11
  had
• 1:11
  on
• 1:11
  the
• 1:11
  ground,
• 1:12
  taking
• 1:12
  several
• 1:12
  hundred
• 1:13
  kids
• 1:13
  from
• 1:13
  fishing
• 1:14
  platforms,
• 1:14
  from
• 1:15
  human
• 1:15
  trafficking,
• 1:16
  factory
• 1:16
  type
• 1:16
  situations
• 1:17
  back
• 1:17
  into
• 1:17
  their
• 1:17
  communities,
• 1:18
  into
• 1:18
  their
• 1:18
  schools,
• 1:19
  but
• 1:19
  also
• 1:19
  really
• 1:20
  eye
• 1:20
  opening.
• 1:20
  Right
• 1:21
  in
• 1:21
  the
• 1:21
  sense
• 1:21
  that
• 1:21
  it
• 1:22
  helps.
• 1:22
  Having
• 1:22
  grown
• 1:23
  up
• 1:23
  in
• 1:23
  Germany,
• 1:24
  where
• 1:24
  I'm
• 1:24
  from,
• 1:25
  held
• 1:25
  a
• 1:26
  mirror
• 1:26
  in
• 1:26
  front
• 1:26
  of
• 1:26
  my
• 1:26
  face,
• 1:27
  making
• 1:28
  me
• 1:28
  realize
• 1:28
  how
• 1:28
  lucky
• 1:29
  I'd
• 1:29
  been
• 1:29
  by
• 1:29
  the
• 1:29
  sheer
• 1:30
  dumb
• 1:30
  luck
• 1:30
  of
• 1:30
  the
• 1:30
  draw
• 1:31
  of
• 1:31
  where
• 1:31
  I'd
• 1:31
  been
• 1:31
  born,
• 1:31
  that
• 1:32
  I
• 1:32
  didn't
• 1:32
  have
• 1:32
  to
• 1:32
  worry
• 1:32
  about
• 1:33
  food
• 1:33
  and
• 1:33
  shelter
• 1:34
  and
• 1:34
  education
• 1:35
  and
• 1:35
  professional
• 1:36
  opportunities.
• 1:36
  And
• 1:37
  all
• 1:37
  these
• 1:37
  kids
• 1:37
  and
• 1:37
  their
• 1:38
  families
• 1:38
  were
• 1:38
  in
• 1:38
  a
• 1:39
  much
• 1:39
  harder
• 1:39
  place.
• 1:40
  And
• 1:40
  so
• 1:40
  that
• 1:40
  left
• 1:40
  a
• 1:41
  mark
• 1:42
  that
• 1:42
  really
• 1:43
  drove
• 1:44
  us,
• 1:44
  my
• 1:44
  co
• 1:44
  founder
• 1:44
  and
• 1:45
  I,
• 1:45
  who
• 1:45
  had
• 1:45
  similar
• 1:45
  experiences
• 1:45
  in
• 1:46
  South
• 1:46
  America,
• 1:46
  to
• 1:46
  build
• 1:47
  a
• 1:47
  brand
• 1:47
  around
• 1:47
  the
• 1:48
  notion
• 1:48
  of
• 1:48
  leveling
• 1:49
  the
• 1:49
  playing
• 1:49
  field,
• 1:50
  doing
• 1:50
  good,
• 1:50
  which
• 1:50
  is
• 1:50
  what
• 1:51
  you
• 1:51
  see
• 1:51
  on
• 1:51
  a
• 1:51
  lot
• 1:51
  of
• 1:51
  our,
• 1:52
  our
• 1:52
  product.
• 1:52
  So
• 1:53
  we,
• 1:53
  you
• 1:54
  know,
• 1:54
  sell
• 1:54
  product,
• 1:54
  we
• 1:55
  then
• 1:55
  donate
• 1:55
  to
• 1:55
  the
• 1:55
  Cotopaxi
• 1:56
  Foundation.
• 1:56
  This
• 1:57
  last
• 1:57
  year
• 1:57
  we
• 1:57
  gave
• 1:57
  over
• 1:58
  a
• 1:58
  million
• 1:58
  dollars
• 1:58
  impacting
• 1:59
  over
• 1:59
  170,000
• 2:00
  people
• 2:01
  and
• 2:01
  at
• 2:01
  the
• 2:01
  same
• 2:01
  time
• 2:02
  try
• 2:02
  to
• 2:02
  minimize
• 2:02
  the
• 2:03
  negative
• 2:03
  externalities
• 2:04
  of
• 2:04
  making
• 2:04
  our
• 2:04
  goods
• 2:05
  from
• 2:05
  an
• 2:05
  environmental
• 2:06
  and
• 2:06
  sustainability
• 2:06
  perspective.
• 2:07
  Wow.
• 2:08
  So
• 2:09
  we're
• 2:10
  at
• 2:10
  the
• 2:10
  Miracle
• 2:10
  Summit
• 2:11
  when
• 2:11
  miracle
• 2:11
  is
• 2:11
  a
• 2:11
  Marketplace
• 2:12
  platform
• 2:13
  and
• 2:13
  marketplaces
• 2:14
  have
• 2:14
  been
• 2:14
  a
• 2:15
  key
• 2:15
  piece
• 2:15
  of
• 2:15
  your
• 2:15
  growth
• 2:15
  strategy.
• 2:16
  Talk
• 2:16
  to
• 2:16
  us
• 2:16
  about
• 2:16
  how
• 2:17
  that
• 2:17
  came
• 2:17
  about.
• 2:18
  Yeah,
• 2:18
  yeah.
• 2:19
  We're
• 2:19
  a
• 2:19
  digitally
• 2:19
  native
• 2:20
  brand.
• 2:20
  Right.
• 2:20
  So
• 2:20
  we
• 2:21
  started
• 2:21
  very
• 2:22
  young.
• 2:22
  Right.
• 2:22
  10
• 2:22
  years
• 2:22
  old.
• 2:23
  Right.
• 2:23
  So
• 2:23
  we
• 2:23
  started
• 2:24
  online.
• 2:24
  For
• 2:25
  many
• 2:25
  years,
• 2:25
  Cotopaxi.com
• 2:26
  was
• 2:26
  really
• 2:26
  the
• 2:27
  only
• 2:27
  place
• 2:27
  where
• 2:27
  you
• 2:28
  could,
• 2:28
  you
• 2:28
  know,
• 2:28
  buy
• 2:28
  Cotopaxi
• 2:29
  product.
• 2:30
  We
• 2:30
  then
• 2:30
  expanded
• 2:31
  into
• 2:31
  physical
• 2:31
  retail.
• 2:32
  So
• 2:32
  we
• 2:32
  have
• 2:32
  20
• 2:32
  physical
• 2:33
  retail
• 2:33
  stores
• 2:33
  all
• 2:34
  over
• 2:34
  the
• 2:34
  U.S.
• 2:34
  right.
• 2:35
  Then
• 2:35
  open
• 2:36
  up
• 2:36
  to
• 2:36
  wholesale.
• 2:36
  So
• 2:37
  we
• 2:37
  have
• 2:37
  in
• 2:38
  key
• 2:38
  accounts
• 2:38
  like
• 2:38
  an
• 2:39
  REI,
• 2:39
  Diggs,
• 2:40
  Shields,
• 2:40
  etc.
• 2:41
  As
• 2:41
  well
• 2:41
  as
• 2:41
  over
• 2:42
  600
• 2:42
  specialty
• 2:42
  retail
• 2:43
  accounts.
• 2:43
  And
• 2:44
  so
• 2:44
  we've
• 2:44
  always
• 2:44
  had
• 2:44
  an
• 2:44
  omnichannel
• 2:45
  unified
• 2:46
  commerce
• 2:46
  mindset.
• 2:47
  Right.
• 2:47
  We
• 2:47
  don't
• 2:48
  want
• 2:48
  to
• 2:48
  be
• 2:48
  prescriptive
• 2:49
  of
• 2:49
  how
• 2:49
  our
• 2:49
  customers
• 2:50
  discover
• 2:50
  us.
• 2:50
  Right.
• 2:51
  We're
• 2:51
  channel
• 2:51
  agnostic
• 2:52
  and
• 2:52
  so
• 2:53
  marketplaces
• 2:53
  is
• 2:54
  a
• 2:54
  natural
• 2:54
  extension
• 2:55
  to
• 2:55
  that.
• 2:56
  Right.
• 2:56
  So
• 2:56
  we
• 2:56
  just
• 2:56
  went
• 2:57
  live
• 2:57
  on
• 2:57
  Nordstrom.com,
• 2:58
  we're
• 2:58
  working
• 2:59
  with
• 2:59
  the
• 2:59
  Bloomingdales
• 3:00
  team
• 3:00
  and
• 3:00
  we'll
• 3:00
  continue
• 3:01
  to
• 3:01
  expand
• 3:02
  to
• 3:02
  meet
• 3:02
  our
• 3:02
  customers
• 3:04
  where
• 3:04
  they
• 3:04
  already
• 3:04
  are.
• 3:05
  That's
• 3:06
  a
• 3:07
  massive
• 3:07
  presence
• 3:08
  going
• 3:08
  from
• 3:09
  starting
• 3:09
  as
• 3:09
  a
• 3:10
  D2C
• 3:10
  brand
• 3:11
  and
• 3:11
  now
• 3:11
  being
• 3:11
  in
• 3:12
  all
• 3:12
  these
• 3:12
  places.
• 3:13
  What
• 3:13
  are
• 3:13
  kind
• 3:13
  of
• 3:13
  some
• 3:14
  of
• 3:14
  the
• 3:14
  core
• 3:14
  criteria
• 3:15
  for
• 3:15
  you
• 3:16
  when
• 3:16
  you're
• 3:16
  exploring
• 3:18
  getting
• 3:18
  on
• 3:18
  a
• 3:19
  marketplace?
• 3:19
  How
• 3:19
  do
• 3:20
  you
• 3:20
  kind
• 3:20
  of
• 3:20
  evaluate
• 3:21
  that,
• 3:21
  especially
• 3:21
  as
• 3:21
  a
• 3:21
  mission
• 3:22
  and
• 3:22
  value
• 3:22
  driven
• 3:23
  brand?
• 3:23
  For
• 3:24
  sure,
• 3:24
  yeah.
• 3:24
  For
• 3:25
  us,
• 3:25
  marketplace
• 3:26
  as
• 3:26
  a
• 3:26
  channel
• 3:27
  needs
• 3:27
  to
• 3:27
  be
• 3:27
  brand
• 3:27
  accretive.
• 3:28
  Right.
• 3:28
  It's
• 3:29
  a
• 3:29
  full
• 3:29
  price
• 3:29
  channel
• 3:29
  for
• 3:29
  us.
• 3:30
  We're
• 3:30
  not
• 3:30
  on
• 3:30
  a
• 3:30
  marketplace
• 3:31
  to
• 3:31
  discount.
• 3:31
  Right.
• 3:32
  Or
• 3:32
  to
• 3:32
  move
• 3:33
  product
• 3:33
  that's
• 3:33
  not
• 3:34
  sellable
• 3:35
  elsewhere.
• 3:35
  It's
• 3:36
  full
• 3:36
  price,
• 3:37
  truly
• 3:37
  brand
• 3:37
  accretive.
• 3:38
  Right.
• 3:38
  So
• 3:38
  that's
• 3:38
  the
• 3:38
  first
• 3:38
  filter.
• 3:39
  Okay.
• 3:40
  Are
• 3:40
  we
• 3:40
  the
• 3:40
  partner
• 3:41
  that
• 3:41
  we're
• 3:41
  engaging
• 3:41
  with,
• 3:42
  can
• 3:42
  they
• 3:43
  help
• 3:43
  tell
• 3:43
  the
• 3:44
  brand
• 3:44
  story
• 3:44
  in
• 3:45
  a
• 3:45
  compelling
• 3:46
  manner?
• 3:47
  Is
• 3:47
  the
• 3:47
  audience
• 3:47
  that
• 3:48
  we're
• 3:48
  reaching,
• 3:48
  Right.
• 3:50
  An
• 3:50
  audience
• 3:50
  that
• 3:51
  resonates
• 3:52
  with
• 3:53
  the
• 3:53
  brand
• 3:53
  values
• 3:54
  that
• 3:54
  we
• 3:54
  espouse
• 3:56
  and
• 3:56
  do
• 3:56
  we
• 3:56
  have
• 3:56
  the
• 3:56
  ability
• 3:57
  to
• 3:57
  truly
• 3:58
  build
• 3:58
  brands,
• 3:58
  tell
• 3:59
  brand
• 3:59
  stories
• 4:00
  in
• 4:00
  that
• 4:01
  partnership?
• 4:01
  So
• 4:01
  that's
• 4:01
  filter
• 4:02
  one.
• 4:02
  And
• 4:02
  then
• 4:03
  obviously
• 4:03
  there's
• 4:03
  operational
• 4:04
  efficiencies
• 4:04
  that
• 4:04
  need
• 4:05
  to
• 4:05
  be
• 4:05
  met.
• 4:05
  Right.
• 4:06
  We
• 4:06
  need
• 4:06
  this
• 4:06
  channel
• 4:07
  to
• 4:07
  be
• 4:07
  on
• 4:07
  par
• 4:08
  from
• 4:08
  a
• 4:08
  gross
• 4:09
  margin
• 4:09
  contribution
• 4:10
  margin
• 4:10
  perspective
• 4:10
  with
• 4:11
  the
• 4:11
  rest
• 4:11
  of
• 4:11
  the
• 4:11
  business.
• 4:12
  Right.
• 4:12
  And
• 4:13
  so
• 4:13
  that
• 4:14
  means
• 4:14
  operational
• 4:14
  efficiencies.
• 4:15
  Right.
• 4:15
  Ensuring
• 4:16
  that
• 4:16
  we
• 4:16
  work
• 4:16
  with
• 4:16
  partners
• 4:17
  that
• 4:17
  can
• 4:17
  create
• 4:17
  an
• 4:18
  amazing
• 4:18
  customer
• 4:19
  experience
• 4:20
  on
• 4:20
  the
• 4:20
  front
• 4:20
  end
• 4:21
  while
• 4:21
  also
• 4:21
  delivering
• 4:22
  the
• 4:22
  profitability
• 4:22
  for
• 4:22
  us.
• 4:24
  To
• 4:25
  that
• 4:25
  point
• 4:25
  though,
• 4:25
  how
• 4:25
  do
• 4:25
  you
• 4:25
  make
• 4:25
  sure
• 4:26
  that
• 4:26
  the
• 4:26
  brand
• 4:26
  and
• 4:26
  the
• 4:27
  mission
• 4:27
  comes
• 4:27
  through
• 4:28
  on
• 4:28
  an
• 4:28
  individual
• 4:28
  marketplace?
• 4:30
  What
• 4:30
  recommendations
• 4:30
  you
• 4:30
  have
• 4:31
  for
• 4:31
  other
• 4:31
  people
• 4:31
  listening
• 4:32
  to
• 4:32
  ensure
• 4:32
  that
• 4:32
  that
• 4:32
  happens?
• 4:33
  Yeah,
• 4:33
  it's
• 4:34
  a
• 4:34
  partnership.
• 4:34
  Right.
• 4:35
  I
• 4:35
  mean,
• 4:35
  we
• 4:35
  know
• 4:36
  our
• 4:36
  customers,
• 4:36
  we
• 4:37
  know
• 4:37
  our
• 4:37
  brand.
• 4:38
  Yes,
• 4:39
  but
• 4:39
  then
• 4:39
  a
• 4:39
  Nordstrom,
• 4:40
  a
• 4:40
  Bloomingdales,
• 4:41
  a
• 4:41
  Macy's,
• 4:41
  they
• 4:42
  know
• 4:42
  their
• 4:43
  customer
• 4:43
  base
• 4:44
  better
• 4:44
  than
• 4:44
  we
• 4:44
  do.
• 4:44
  Right.
• 4:45
  So
• 4:45
  it
• 4:45
  is
• 4:45
  a
• 4:45
  back
• 4:45
  and
• 4:46
  forth
• 4:46
  in
• 4:46
  terms
• 4:46
  of
• 4:47
  figuring
• 4:47
  out
• 4:47
  what's
• 4:48
  the
• 4:48
  right
• 4:48
  assortment,
• 4:49
  figuring
• 4:49
  out
• 4:49
  what's
• 4:50
  the
• 4:50
  ramp.
• 4:50
  Right.
• 4:51
  What
• 4:51
  are
• 4:51
  the
• 4:51
  tests,
• 4:52
  the
• 4:52
  experiments
• 4:52
  that
• 4:52
  we
• 4:52
  want
• 4:53
  to
• 4:53
  run
• 4:53
  and
• 4:53
  then
• 4:53
  down
• 4:54
  the
• 4:54
  road
• 4:54
  in
• 4:54
  terms
• 4:54
  of
• 4:55
  retail
• 4:55
  media
• 4:56
  investment.
• 4:56
  So
• 4:57
  it
• 4:57
  is
• 4:57
  truly
• 4:58
  a
• 4:58
  back
• 4:58
  and
• 4:58
  forth,
• 4:58
  a
• 4:59
  true
• 4:59
  partnership
• 5:00
  where
• 5:01
  both
• 5:01
  parties
• 5:01
  bring
• 5:02
  their
• 5:02
  best
• 5:03
  understanding
• 5:03
  of
• 5:04
  the
• 5:04
  opportunity
• 5:04
  to
• 5:05
  bear.
• 5:06
  Got
• 5:06
  it.
• 5:06
  And
• 5:07
  what
• 5:07
  advice
• 5:07
  would
• 5:08
  you
• 5:08
  have
• 5:08
  for
• 5:09
  the
• 5:09
  other,
• 5:10
  like,
• 5:10
  values
• 5:11
  driven
• 5:11
  brands,
• 5:12
  mission
• 5:13
  driven
• 5:13
  brands,
• 5:14
  as
• 5:15
  they're
• 5:15
  exploring
• 5:15
  marketplaces?
• 5:16
  Is
• 5:16
  there
• 5:16
  any
• 5:17
  advice
• 5:17
  you'd
• 5:17
  impart?
• 5:18
  Yeah,
• 5:18
  I
• 5:18
  mean,
• 5:19
  we
• 5:19
  think
• 5:19
  of
• 5:19
  it
• 5:19
  as
• 5:19
  sort
• 5:19
  of
• 5:20
  like
• 5:20
  three
• 5:20
  core
• 5:21
  tenants
• 5:21
  or
• 5:21
  filter.
• 5:22
  The
• 5:22
  first
• 5:22
  is
• 5:23
  authenticity.
• 5:23
  Right.
• 5:23
  Okay.
• 5:24
  No
• 5:24
  matter
• 5:25
  where
• 5:25
  we
• 5:25
  are
• 5:25
  and
• 5:26
  no
• 5:26
  matter
• 5:26
  how
• 5:27
  a
• 5:27
  customer
• 5:27
  engages
• 5:28
  and
• 5:28
  discovers
• 5:28
  us.
• 5:29
  Right.
• 5:29
  Whether
• 5:29
  that's
• 5:29
  on
• 5:29
  cotopoxy.com,
• 5:30
  whether
• 5:31
  that
• 5:31
  is
• 5:31
  in
• 5:31
  one
• 5:32
  of
• 5:32
  our
• 5:32
  retail
• 5:32
  stores
• 5:32
  or
• 5:33
  in
• 5:33
  one
• 5:33
  of
• 5:33
  our
• 5:33
  marketplace
• 5:34
  or
• 5:34
  wholesale
• 5:34
  partners,
• 5:35
  the
• 5:35
  brand
• 5:36
  needs
• 5:36
  to
• 5:36
  feel
• 5:37
  the
• 5:37
  same.
• 5:37
  Right.
• 5:38
  Same
• 5:39
  creative,
• 5:40
  same
• 5:40
  messaging,
• 5:41
  imagery,
• 5:42
  et
• 5:42
  cetera.
• 5:43
  So
• 5:43
  that
• 5:44
  for
• 5:44
  sure,
• 5:44
  authenticity
• 5:45
  matters.
• 5:46
  I
• 5:46
  think
• 5:47
  the
• 5:47
  second
• 5:47
  one
• 5:47
  is
• 5:48
  a
• 5:48
  certain
• 5:48
  level
• 5:49
  of
• 5:49
  respect
• 5:49
  for
• 5:50
  the
• 5:50
  partner.
• 5:51
  If
• 5:51
  you
• 5:51
  look
• 5:52
  at
• 5:52
  some
• 5:52
  of
• 5:52
  these
• 5:52
  amazing
• 5:53
  partners
• 5:54
  that
• 5:54
  are
• 5:54
  in
• 5:54
  the
• 5:54
  miracle
• 5:54
  ecosystem,
• 5:55
  they
• 5:56
  have
• 5:56
  tremendous
• 5:56
  customer
• 5:57
  loyalty.
• 5:58
  People
• 5:58
  have
• 5:58
  been
• 5:58
  shopping
• 5:59
  at
• 5:59
  these
• 5:59
  respective
• 6:00
  retailers
• 6:00
  for
• 6:00
  decades.
• 6:01
  They're
• 6:02
  parents
• 6:02
  introduce
• 6:03
  them.
• 6:03
  And
• 6:03
  it's
• 6:04
  sort
• 6:04
  of
• 6:04
  like
• 6:04
  almost
• 6:04
  like
• 6:04
  a
• 6:04
  generational
• 6:05
  thing,
• 6:05
  right.
• 6:05
  To
• 6:05
  shop
• 6:05
  at
• 6:06
  Macy's
• 6:06
  or
• 6:06
  to
• 6:06
  shop
• 6:06
  at,
• 6:06
  you
• 6:07
  know,
• 6:07
  wherever
• 6:07
  it
• 6:07
  may
• 6:07
  be.
• 6:08
  And
• 6:08
  so
• 6:08
  I
• 6:08
  think
• 6:08
  we
• 6:09
  as
• 6:09
  a
• 6:09
  brand
• 6:09
  need
• 6:09
  to
• 6:10
  respect
• 6:10
  that
• 6:10
  and,
• 6:11
  and,
• 6:11
  and
• 6:12
  be
• 6:12
  a
• 6:12
  strong
• 6:13
  partner
• 6:13
  that
• 6:14
  truly
• 6:14
  adds
• 6:15
  value
• 6:15
  to,
• 6:15
  you
• 6:16
  know,
• 6:16
  the
• 6:16
  respective
• 6:16
  customer
• 6:17
  base
• 6:17
  at
• 6:18
  the
• 6:18
  same
• 6:18
  time.
• 6:19
  And
• 6:19
  then
• 6:19
  the
• 6:19
  last
• 6:19
  one,
• 6:19
  I
• 6:20
  think
• 6:20
  is
• 6:20
  that
• 6:20
  you
• 6:20
  need
• 6:20
  to
• 6:20
  have
• 6:21
  the
• 6:21
  internal
• 6:22
  buy
• 6:23
  in
• 6:23
  and
• 6:23
  alignment.
• 6:24
  Right.
• 6:24
  Especially
• 6:24
  if
• 6:25
  you're
• 6:25
  a
• 6:26
  more
• 6:26
  established
• 6:26
  brand.
• 6:27
  Right.
• 6:27
  That
• 6:27
  has
• 6:27
  a
• 6:28
  history
• 6:28
  of
• 6:28
  wholesale,
• 6:29
  a
• 6:29
  history
• 6:30
  of,
• 6:30
  you
• 6:30
  know,
• 6:30
  D2C.
• 6:31
  To
• 6:31
  throw
• 6:32
  another
• 6:32
  market
• 6:33
  or
• 6:33
  another
• 6:33
  channel
• 6:34
  such
• 6:34
  as
• 6:34
  marketplaces
• 6:35
  into
• 6:35
  the
• 6:35
  mix
• 6:35
  can
• 6:36
  be
• 6:36
  tricky
• 6:36
  unless
• 6:37
  everybody
• 6:37
  inside
• 6:38
  is
• 6:38
  fully
• 6:38
  aligned,
• 6:39
  that
• 6:39
  that's
• 6:39
  the
• 6:39
  right
• 6:40
  decision
• 6:40
  and.
• 6:40
  Knows
• 6:40
  those
• 6:41
  mission
• 6:41
  and
• 6:41
  values
• 6:42
  are
• 6:42
  going
• 6:42
  to,
• 6:42
  and
• 6:43
  all
• 6:43
  that
• 6:43
  consistency
• 6:43
  is
• 6:44
  going
• 6:44
  to
• 6:44
  be
• 6:44
  there
• 6:44
  regardless
• 6:45
  of
• 6:45
  what.
• 6:45
  That's
• 6:46
  right.
• 6:46
  Makes
• 6:46
  sense.
• 6:47
  All
• 6:47
  right,
• 6:47
  so
• 6:48
  we're
• 6:48
  going
• 6:48
  to
• 6:48
  close
• 6:48
  out
• 6:49
  all
• 6:49
  of
• 6:49
  our
• 6:49
  interviews
• 6:49
  today
• 6:49
  with
• 6:50
  a
• 6:50
  similar
• 6:50
  question.
• 6:50
  You
• 6:51
  know,
• 6:51
  the
• 6:51
  theme
• 6:51
  of
• 6:51
  this
• 6:52
  conference
• 6:52
  is
• 6:52
  accelerate.
• 6:53
  So
• 6:54
  how
• 6:54
  do
• 6:54
  you
• 6:54
  think
• 6:54
  about
• 6:54
  accelerating
• 6:55
  your
• 6:55
  marketplace
• 6:56
  over
• 6:56
  the
• 6:56
  next
• 6:56
  one
• 6:56
  to
• 6:57
  two
• 6:57
  years?
• 6:57
  What
• 6:58
  are
• 6:58
  your
• 6:58
  priorities
• 6:58
  to
• 6:58
  do
• 6:58
  that?
• 7:00
  Yeah,
• 7:01
  we're
• 7:02
  not
• 7:02
  shotgunning
• 7:03
  it.
• 7:03
  Right.
• 7:03
  We're
• 7:03
  not
• 7:04
  trying
• 7:04
  to
• 7:04
  be
• 7:04
  on
• 7:05
  50,
• 7:06
  100
• 7:06
  marketplaces
• 7:07
  in
• 7:07
  the
• 7:07
  first
• 7:07
  six
• 7:08
  months.
• 7:08
  We're
• 7:09
  taking
• 7:09
  a
• 7:09
  very
• 7:10
  gradual
• 7:10
  approach,
• 7:11
  just
• 7:11
  like
• 7:11
  that's
• 7:12
  how
• 7:12
  we
• 7:12
  approached
• 7:12
  wholesale.
• 7:13
  That's
• 7:13
  why
• 7:14
  we
• 7:14
  approach
• 7:14
  our
• 7:14
  physical
• 7:15
  retail
• 7:15
  expansion.
• 7:16
  Selective.
• 7:17
  Right.
• 7:18
  With
• 7:18
  deep
• 7:19
  partnership
• 7:20
  with
• 7:20
  the
• 7:20
  respective
• 7:21
  markets
• 7:21
  that
• 7:21
  we
• 7:21
  engage
• 7:22
  with,
• 7:22
  grow
• 7:23
  gradually
• 7:24
  and
• 7:24
  then
• 7:24
  over
• 7:25
  time.
• 7:25
  Right.
• 7:26
  Especially
• 7:26
  with
• 7:26
  a
• 7:26
  lot
• 7:26
  of
• 7:26
  the
• 7:27
  technology
• 7:27
  that
• 7:28
  is
• 7:28
  coming,
• 7:29
  AI,
• 7:29
  agentic
• 7:30
  checkout,
• 7:30
  etc.
• 7:30
  I
• 7:30
  think
• 7:31
  there
• 7:31
  is
• 7:32
  a
• 7:32
  path
• 7:32
  to
• 7:32
  faster
• 7:33
  acceleration,
• 7:33
  but
• 7:34
  I
• 7:34
  think
• 7:34
  it's
• 7:34
  a
• 7:34
  partnership
• 7:35
  first,
• 7:35
  relationship,
• 7:36
  first
• 7:36
  approach
• 7:37
  and
• 7:37
  then
• 7:37
  expanding
• 7:38
  from
• 7:38
  there.
• 7:39
  Makes
• 7:39
  sense.
• 7:40
  Hard
• 7:40
  to
• 7:40
  argue.
• 7:40
  Too
• 7:41
  hard
• 7:41
  to
• 7:41
  argue.
• 7:42
  Well,
• 7:42
  thank
• 7:42
  you
• 7:43
  so
• 7:43
  much,
• 7:43
  Stefan
• 7:44
  Jacob,
• 7:44
  the
• 7:45
  founder
• 7:45
  of
• 7:45
  Code
• 7:46
  Epoxy,
• 7:46
  for
• 7:47
  joining
• 7:47
  us
• 7:48
  today.
• 7:48
  We
• 7:49
  have
• 7:49
  so
• 7:49
  many
• 7:50
  more
• 7:50
  interviews
• 7:50
  coming
• 7:51
  at
• 7:51
  you
• 7:51
  live
• 7:51
  from
• 7:51
  the
• 7:52
  Miracle
• 7:52
  Conference
• 7:53
  here
• 7:53
  in
• 7:53
  New
• 7:53
  York.
• 7:54
  And
• 7:54
  until
• 7:55
  next
• 7:55
  time,
• 7:56
  be
• 7:56
  careful
• 7:57
  out
• 7:57
  there.