Latest / Omni Talk Retail / How Kendra Scott Is Using AI to Redefine Jewelry E-Commerce | Kamanasish “KK” Kundu at Shoptalk 2025

Transcript

How Kendra Scott Is Using AI to Redefine Jewelry E-Commerce | Kamanasish “KK” Kundu at Shoptalk 2025 · Omni Talk Retail

• 0:00
  Hello
• 0:00
  everybody.
• 0:01
  Welcome
• 0:01
  back.
• 0:01
  This
• 0:02
  is
• 0:02
  Omnitok
• 0:02
  Retail.
• 0:03
  I'm
• 0:03
  Anne
• 0:03
  Mazinga.
• 0:04
  And
• 0:04
  I'm
• 0:04
  Chris
• 0:04
  Walton.
• 0:05
  And
• 0:05
  we
• 0:05
  are
• 0:05
  coming
• 0:06
  to
• 0:06
  you
• 0:06
  live
• 0:07
  from
• 0:07
  Shop
• 0:07
  Talk
• 0:08
  2025
• 0:09
  from
• 0:09
  the
• 0:09
  Avalara
• 0:10
  booth,
• 0:10
  number
• 0:11
  1554.
• 0:13
  Chris,
• 0:13
  we
• 0:13
  have
• 0:14
  an
• 0:14
  exceptional
• 0:15
  guest
• 0:15
  who's
• 0:16
  in
• 0:16
  a
• 0:16
  newly
• 0:17
  promoted
• 0:17
  role.
• 0:18
  Recently
• 0:18
  promoted.
• 0:19
  Yes.
• 0:20
  We
• 0:20
  have
• 0:20
  Kamanishash
• 0:22
  Kondu.
• 0:23
  No.
• 0:23
  Did
• 0:23
  I
• 0:23
  say
• 0:23
  it
• 0:24
  right?
• 0:24
  Yep,
• 0:24
  you
• 0:24
  got
• 0:24
  it.
• 0:25
  Kk,
• 0:26
  who
• 0:27
  is
• 0:27
  the
• 0:27
  SVP
• 0:28
  and
• 0:28
  head
• 0:28
  of
• 0:28
  digital
• 0:28
  and
• 0:29
  e
• 0:29
  commerce
• 0:29
  for
• 0:30
  Kendra
• 0:30
  Scott.
• 0:31
  Kk,
• 0:31
  welcome
• 0:32
  to
• 0:32
  omnitalk.
• 0:33
  Thanks
• 0:33
  for
• 0:33
  making
• 0:34
  time
• 0:34
  for
• 0:34
  us.
• 0:34
  Thank
• 0:35
  you
• 0:35
  for
• 0:35
  having
• 0:35
  me.
• 0:35
  Superstar,
• 0:36
  you
• 0:36
  big
• 0:36
  svp.
• 0:37
  You
• 0:38
  are
• 0:38
  the
• 0:38
  superstars.
• 0:39
  You
• 0:39
  are
• 0:39
  the
• 0:39
  celebrities.
• 0:40
  Well,
• 0:41
  glad
• 0:42
  to
• 0:42
  see
• 0:42
  you
• 0:42
  both
• 0:43
  and
• 0:43
  you
• 0:43
  guys
• 0:43
  are
• 0:43
  doing
• 0:44
  some
• 0:44
  amazing
• 0:44
  work,
• 0:45
  so
• 0:45
  congrats.
• 0:45
  Awesome.
• 0:46
  Thanks,
• 0:46
  man.
• 0:47
  Thanks,
• 0:47
  we
• 0:47
  appreciate
• 0:47
  it.
• 0:48
  Well,
• 0:48
  like
• 0:48
  we
• 0:48
  ask
• 0:48
  all
• 0:49
  our
• 0:49
  guests,
• 0:49
  why
• 0:49
  don't
• 0:49
  we
• 0:49
  start
• 0:50
  with
• 0:50
  your
• 0:50
  background?
• 0:50
  Tell
• 0:50
  us
• 0:50
  about
• 0:51
  your
• 0:51
  background
• 0:51
  and
• 0:51
  your
• 0:52
  role
• 0:52
  at
• 0:53
  your
• 0:53
  company.
• 0:53
  Yeah,
• 0:54
  I
• 0:54
  joined
• 0:54
  Kendra
• 0:54
  Scott
• 0:55
  a
• 0:55
  couple
• 0:55
  of
• 0:55
  years
• 0:55
  back
• 0:56
  and
• 0:57
  I
• 0:58
  own
• 0:58
  the
• 0:58
  overall
• 0:59
  digital
• 0:59
  PL
• 0:59
  for
• 1:00
  the
• 1:00
  business
• 1:00
  which
• 1:00
  includes
• 1:01
  like
• 1:02
  web
• 1:02
  trading,
• 1:03
  ux,
• 1:04
  product
• 1:04
  management
• 1:05
  as
• 1:05
  well
• 1:05
  as
• 1:05
  like
• 1:06
  personalization,
• 1:06
  analytics
• 1:07
  and
• 1:08
  overall
• 1:09
  omnichannel
• 1:09
  experience.
• 1:10
  Like
• 1:10
  unified
• 1:11
  commerce.
• 1:11
  Yep.
• 1:12
  Unified
• 1:12
  commerce.
• 1:12
  Yeah,
• 1:13
  whatever
• 1:13
  you
• 1:13
  want
• 1:13
  to
• 1:13
  call
• 1:14
  it
• 1:14
  these
• 1:14
  days.
• 1:14
  Yeah,
• 1:15
  I'm
• 1:15
  good
• 1:15
  with.
• 1:15
  Yeah.
• 1:16
  And
• 1:17
  my
• 1:17
  background
• 1:17
  is
• 1:17
  like
• 1:18
  I
• 1:18
  started
• 1:18
  my
• 1:18
  career
• 1:19
  as
• 1:19
  an
• 1:19
  electrical
• 1:20
  engineer
• 1:20
  and
• 1:20
  then
• 1:21
  I
• 1:21
  moved
• 1:21
  into
• 1:22
  strategy
• 1:22
  consulting,
• 1:23
  project
• 1:23
  management,
• 1:25
  digital
• 1:25
  e
• 1:26
  commerce
• 1:26
  and
• 1:27
  all
• 1:27
  this.
• 1:27
  And
• 1:27
  again
• 1:27
  I
• 1:27
  think
• 1:28
  all
• 1:28
  along
• 1:28
  throughout
• 1:29
  my
• 1:29
  career
• 1:30
  the
• 1:30
  common
• 1:30
  thread
• 1:31
  has
• 1:31
  always
• 1:31
  been
• 1:32
  customer
• 1:33
  obsession
• 1:33
  and
• 1:34
  data
• 1:34
  driven
• 1:35
  impact.
• 1:35
  And
• 1:36
  before
• 1:36
  joining
• 1:36
  Kendra
• 1:37
  Scott,
• 1:37
  I
• 1:37
  was
• 1:37
  at
• 1:38
  Pandora,
• 1:39
  so
• 1:39
  I
• 1:39
  was
• 1:39
  leading
• 1:39
  the
• 1:40
  overall
• 1:40
  level.
• 1:40
  Pandora.
• 1:41
  All
• 1:41
  right,
• 1:42
  so
• 1:42
  glad
• 1:42
  to
• 1:42
  be
• 1:43
  here
• 1:43
  with
• 1:43
  you
• 1:43
  guys
• 1:43
  today.
• 1:44
  Well,
• 1:44
  tell
• 1:44
  us
• 1:44
  a
• 1:44
  little
• 1:45
  bit
• 1:45
  about
• 1:45
  your
• 1:46
  session
• 1:46
  today.
• 1:47
  You're
• 1:48
  on
• 1:48
  stage
• 1:48
  at
• 1:48
  Shop
• 1:49
  Talk.
• 1:49
  What
• 1:49
  are
• 1:49
  you
• 1:49
  going
• 1:49
  to
• 1:49
  be
• 1:50
  talking
• 1:50
  about
• 1:50
  and
• 1:51
  what
• 1:51
  do
• 1:51
  you
• 1:51
  hope
• 1:51
  that
• 1:51
  the
• 1:51
  audience
• 1:52
  takes
• 1:52
  away?
• 1:52
  Yeah.
• 1:53
  So
• 1:53
  my
• 1:54
  session
• 1:54
  is
• 1:54
  at
• 1:55
  4:55
• 1:56
  today.
• 1:56
  Yes.
• 1:57
  Oh,
• 1:57
  we're
• 1:57
  competing
• 1:58
  against
• 1:58
  each
• 1:58
  other.
• 1:59
  Yeah,
• 1:59
  we
• 1:59
  are,
• 1:59
  you
• 2:00
  and
• 2:00
  I.
• 2:00
  He's
• 2:00
  an
• 2:00
  SVP
• 2:01
  though.
• 2:01
  Yeah,
• 2:01
  I
• 2:01
  know,
• 2:01
  right?
• 2:02
  Yeah.
• 2:02
  Wow.
• 2:03
  All
• 2:03
  right,
• 2:03
  we'll
• 2:03
  have
• 2:03
  to
• 2:03
  make
• 2:04
  a
• 2:04
  bet
• 2:04
  on
• 2:04
  who
• 2:04
  fills
• 2:04
  the
• 2:04
  auditorium.
• 2:05
  So
• 2:05
  what
• 2:06
  are
• 2:06
  you
• 2:06
  going
• 2:06
  to
• 2:06
  be
• 2:06
  talking
• 2:06
  about
• 2:06
  today?
• 2:07
  So
• 2:07
  what
• 2:08
  I'll
• 2:08
  be
• 2:08
  doing
• 2:08
  is
• 2:08
  I'll
• 2:09
  be
• 2:09
  sharing
• 2:09
  insights
• 2:10
  with
• 2:10
  the
• 2:10
  audience
• 2:10
  around,
• 2:11
  like
• 2:11
  how
• 2:11
  we
• 2:11
  are
• 2:12
  personalizing
• 2:12
  customer
• 2:13
  experiences
• 2:15
  so
• 2:15
  that
• 2:15
  we
• 2:16
  are
• 2:16
  not
• 2:16
  only
• 2:16
  driving
• 2:17
  sales
• 2:17
  but
• 2:17
  also
• 2:18
  we
• 2:18
  are
• 2:18
  spreading
• 2:19
  joy
• 2:20
  and
• 2:20
  building
• 2:20
  meaningful
• 2:21
  connections
• 2:21
  with
• 2:22
  our
• 2:22
  audience.
• 2:24
  And
• 2:24
  mainly
• 2:25
  it's
• 2:25
  kind
• 2:25
  of
• 2:25
  like
• 2:25
  Kendra
• 2:26
  Scott
• 2:26
  is
• 2:26
  a
• 2:26
  very
• 2:27
  personal
• 2:27
  brand
• 2:28
  and
• 2:29
  I
• 2:29
  think
• 2:29
  it's
• 2:30
  going
• 2:30
  to
• 2:30
  be
• 2:30
  very
• 2:30
  insightful
• 2:31
  for
• 2:31
  the
• 2:31
  audience.
• 2:31
  And
• 2:32
  then
• 2:32
  I'm
• 2:32
  sharing
• 2:32
  few
• 2:33
  nuggets
• 2:33
  around
• 2:34
  how
• 2:34
  we
• 2:34
  are
• 2:34
  leveraging
• 2:35
  AI,
• 2:35
  how
• 2:35
  we
• 2:36
  are
• 2:36
  bringing
• 2:37
  this
• 2:37
  whole
• 2:37
  test
• 2:38
  and
• 2:38
  learn
• 2:38
  concept
• 2:39
  to
• 2:39
  life
• 2:39
  to
• 2:40
  scale
• 2:40
  the
• 2:40
  overall
• 2:41
  personalization
• 2:41
  program.
• 2:42
  Yeah.
• 2:42
  Cool.
• 2:43
  Kk
• 2:44
  I'm
• 2:44
  curious,
• 2:44
  what
• 2:44
  do
• 2:45
  you
• 2:45
  think
• 2:45
  of
• 2:45
  the
• 2:45
  word
• 2:45
  personalization?
• 2:47
  I
• 2:48
  think
• 2:48
  Ann
• 2:48
  and
• 2:48
  I
• 2:48
  tend
• 2:49
  to
• 2:49
  think
• 2:49
  it's
• 2:49
  a
• 2:49
  little
• 2:49
  overused,
• 2:50
  but
• 2:51
  what's
• 2:51
  your
• 2:51
  take
• 2:52
  on
• 2:52
  it?
• 2:52
  Is
• 2:52
  it
• 2:52
  a
• 2:52
  word
• 2:52
  you
• 2:52
  like
• 2:53
  or
• 2:53
  is
• 2:53
  there
• 2:54
  another
• 2:54
  term
• 2:54
  you
• 2:54
  like
• 2:54
  or
• 2:55
  how
• 2:55
  do
• 2:55
  you
• 2:55
  define
• 2:55
  it?
• 2:56
  I
• 2:56
  think
• 2:56
  nowadays
• 2:57
  I'm
• 2:57
  hearing
• 2:57
  more
• 2:58
  hyper
• 2:58
  personalization.
• 2:59
  Hyper
• 2:59
  personalization.
• 3:00
  Okay,
• 3:00
  so
• 3:00
  now
• 3:00
  we're
• 3:00
  getting
• 3:01
  more
• 3:01
  hyper
• 3:01
  about
• 3:01
  it.
• 3:02
  We
• 3:02
  are
• 3:02
  getting
• 3:02
  more
• 3:02
  hyper.
• 3:03
  But
• 3:03
  again
• 3:03
  I
• 3:03
  think
• 3:04
  to
• 3:04
  some
• 3:04
  people
• 3:05
  personalization
• 3:06
  can
• 3:06
  be
• 3:06
  like
• 3:07
  product
• 3:07
  personalization.
• 3:08
  Right.
• 3:08
  But
• 3:08
  for
• 3:09
  me
• 3:09
  it's
• 3:09
  more
• 3:10
  like
• 3:10
  you
• 3:10
  understand
• 3:11
  your
• 3:11
  customers,
• 3:12
  you
• 3:12
  anticipate
• 3:13
  their
• 3:13
  needs
• 3:14
  and
• 3:14
  then
• 3:15
  you
• 3:16
  personalize
• 3:17
  that
• 3:17
  experience
• 3:17
  across
• 3:18
  every
• 3:18
  touch
• 3:18
  point
• 3:19
  in
• 3:19
  the
• 3:19
  journey.
• 3:19
  And
• 3:19
  then
• 3:20
  I
• 3:20
  think
• 3:20
  that's
• 3:20
  when
• 3:20
  you
• 3:21
  see
• 3:21
  the
• 3:21
  magic.
• 3:21
  Right.
• 3:22
  Because
• 3:22
  you're
• 3:22
  now
• 3:23
  scaling
• 3:24
  the
• 3:24
  overall
• 3:24
  impact
• 3:24
  and
• 3:25
  you're
• 3:25
  creating
• 3:25
  that
• 3:26
  long
• 3:26
  lasting,
• 3:27
  genuine,
• 3:28
  authentic
• 3:28
  customer
• 3:29
  relationship
• 3:30
  which
• 3:31
  will
• 3:31
  differentiate
• 3:32
  you
• 3:32
  from
• 3:32
  all
• 3:33
  the
• 3:33
  other
• 3:33
  players.
• 3:34
  Yeah.
• 3:35
  The
• 3:35
  other
• 3:35
  word
• 3:35
  we
• 3:36
  hear
• 3:36
  all
• 3:36
  the
• 3:36
  time
• 3:36
  is
• 3:36
  relevance
• 3:37
  too.
• 3:37
  The
• 3:38
  relevance
• 3:38
  is
• 3:38
  a
• 3:39
  key
• 3:39
  thing
• 3:39
  of
• 3:39
  personalization.
• 3:40
  Right
• 3:40
  as
• 3:40
  well.
• 3:41
  Totally.
• 3:41
  All
• 3:41
  right,
• 3:42
  so
• 3:42
  jewelry,
• 3:43
  it's
• 3:43
  got
• 3:43
  some
• 3:43
  unique
• 3:44
  characteristics
• 3:44
  in
• 3:44
  E
• 3:45
  commerce.
• 3:45
  Right.
• 3:47
  So
• 3:47
  my
• 3:47
  questions
• 3:48
  for
• 3:48
  you
• 3:48
  are
• 3:48
  like
• 3:49
  one,
• 3:49
  how
• 3:49
  do
• 3:49
  you
• 3:49
  think
• 3:49
  about
• 3:50
  those
• 3:50
  characteristics?
• 3:51
  And
• 3:51
  then
• 3:51
  two,
• 3:52
  how
• 3:52
  do
• 3:52
  you
• 3:52
  manage
• 3:53
  through
• 3:53
  their
• 3:53
  execution?
• 3:54
  Sure.
• 3:55
  Yeah.
• 3:55
  So
• 3:56
  again
• 3:56
  I
• 3:56
  think
• 3:56
  jewelry
• 3:57
  is
• 3:57
  very
• 3:57
  emotional.
• 3:58
  Right.
• 3:58
  It's
• 3:58
  not
• 3:58
  a
• 3:59
  utility.
• 4:00
  When
• 4:00
  do
• 4:01
  you
• 4:01
  purchase
• 4:01
  a
• 4:01
  jewelry?
• 4:02
  Like
• 4:02
  when
• 4:02
  you
• 4:02
  want
• 4:02
  to
• 4:03
  mark
• 4:03
  a
• 4:03
  moment
• 4:03
  or
• 4:04
  you
• 4:04
  want
• 4:04
  to
• 4:04
  self
• 4:05
  express
• 4:05
  yourself
• 4:06
  or
• 4:06
  your
• 4:06
  identity
• 4:07
  or
• 4:07
  you
• 4:08
  want
• 4:08
  to
• 4:08
  gift
• 4:08
  something
• 4:08
  meaningful
• 4:09
  to
• 4:09
  someone.
• 4:11
  I
• 4:11
  think
• 4:11
  again
• 4:12
  I
• 4:12
  think
• 4:13
  our
• 4:13
  incredible
• 4:14
  founder,
• 4:16
  one
• 4:16
  of
• 4:16
  our
• 4:17
  famous
• 4:17
  quote
• 4:17
  is
• 4:17
  like
• 4:18
  fashion
• 4:18
  is
• 4:19
  a
• 4:19
  form
• 4:19
  of
• 4:19
  art
• 4:20
  and
• 4:20
  it's
• 4:21
  a
• 4:21
  self
• 4:21
  expression
• 4:21
  and
• 4:22
  self
• 4:22
  love.
• 4:23
  So
• 4:23
  again
• 4:23
  I
• 4:23
  think
• 4:23
  we
• 4:23
  are
• 4:23
  not
• 4:24
  in
• 4:24
  the
• 4:24
  industry
• 4:24
  of
• 4:25
  selling
• 4:25
  jewelry
• 4:26
  but
• 4:26
  it's
• 4:26
  more
• 4:27
  we're
• 4:27
  trying
• 4:27
  to
• 4:27
  connect
• 4:28
  with
• 4:28
  the
• 4:28
  audience
• 4:29
  so
• 4:29
  we're
• 4:30
  offering
• 4:30
  that
• 4:30
  most
• 4:30
  relevant
• 4:31
  or
• 4:31
  connected
• 4:32
  experience
• 4:33
  when
• 4:33
  it
• 4:34
  comes
• 4:34
  to
• 4:34
  E
• 4:34
  commerce.
• 4:35
  Our
• 4:35
  vision
• 4:35
  is
• 4:36
  foster
• 4:37
  deeper
• 4:37
  customer
• 4:38
  connection
• 4:38
  to
• 4:39
  offer
• 4:39
  the
• 4:39
  most
• 4:40
  personalized
• 4:41
  omnichannel
• 4:41
  experience
• 4:43
  we
• 4:43
  have
• 4:44
  around
• 4:45
  like
• 4:45
  150
• 4:45
  stores.
• 4:46
  Yeah.
• 4:46
  And
• 4:47
  they
• 4:47
  offer.
• 4:47
  I
• 4:48
  didn't
• 4:48
  realize
• 4:48
  that.
• 4:48
  Yeah,
• 4:48
  they
• 4:49
  offer
• 4:49
  the
• 4:49
  most
• 4:49
  amazing
• 4:50
  experience
• 4:51
  you
• 4:51
  can
• 4:51
  think
• 4:51
  of
• 4:52
  and
• 4:52
  we
• 4:52
  try
• 4:53
  to
• 4:53
  bring
• 4:53
  that
• 4:54
  to
• 4:54
  life
• 4:55
  on
• 4:55
  across
• 4:55
  like
• 4:56
  digital
• 4:56
  channels.
• 4:56
  Yeah.
• 4:57
  As
• 4:57
  well.
• 4:57
  Because
• 4:58
  whenever
• 4:58
  I
• 4:58
  do
• 4:58
  like
• 4:58
  store
• 4:59
  visits
• 4:59
  I
• 4:59
  get
• 5:00
  always
• 5:00
  like
• 5:00
  inspired,
• 5:01
  energized
• 5:01
  and
• 5:02
  try
• 5:02
  to
• 5:02
  like
• 5:02
  put
• 5:02
  bring
• 5:03
  some
• 5:03
  of
• 5:03
  it
• 5:04
  in
• 5:04
  the
• 5:04
  online
• 5:05
  channel
• 5:06
  and
• 5:06
  then
• 5:07
  the
• 5:07
  fundamentals
• 5:07
  doesn't
• 5:08
  change
• 5:08
  when
• 5:09
  it
• 5:09
  comes
• 5:09
  to
• 5:09
  E
• 5:09
  commerce.
• 5:10
  Right.
• 5:10
  You
• 5:10
  still
• 5:11
  need
• 5:11
  to
• 5:11
  Be
• 5:11
  data
• 5:12
  informed.
• 5:13
  You
• 5:13
  need
• 5:13
  to
• 5:13
  be
• 5:13
  customer
• 5:14
  upset,
• 5:14
  you
• 5:14
  need
• 5:14
  to
• 5:15
  know
• 5:15
  who
• 5:15
  your
• 5:16
  customers
• 5:16
  are,
• 5:16
  what
• 5:16
  are
• 5:16
  the
• 5:17
  friction
• 5:17
  points
• 5:17
  you
• 5:18
  have
• 5:18
  in
• 5:18
  the
• 5:18
  customer
• 5:19
  journey
• 5:19
  and
• 5:20
  then
• 5:20
  you
• 5:20
  kind
• 5:20
  of
• 5:21
  take
• 5:21
  a
• 5:21
  very
• 5:21
  strategic
• 5:23
  focused
• 5:23
  approach
• 5:25
  in
• 5:25
  terms
• 5:25
  of
• 5:25
  delivering
• 5:26
  that.
• 5:26
  I
• 5:26
  think
• 5:26
  the
• 5:27
  biggest
• 5:27
  change
• 5:27
  which
• 5:27
  I've
• 5:28
  brought
• 5:28
  at
• 5:28
  kenoscot
• 5:29
  is
• 5:29
  building
• 5:30
  a
• 5:30
  world
• 5:30
  class
• 5:31
  team
• 5:31
  who
• 5:32
  knows
• 5:32
  how
• 5:33
  to
• 5:33
  read
• 5:33
  the
• 5:34
  data
• 5:34
  and
• 5:34
  take
• 5:35
  actions,
• 5:36
  which
• 5:36
  is
• 5:36
  going
• 5:36
  to
• 5:36
  move
• 5:36
  the
• 5:37
  needle.
• 5:37
  Right.
• 5:38
  I
• 5:38
  think
• 5:38
  that's
• 5:38
  where
• 5:39
  we
• 5:39
  are
• 5:39
  very
• 5:39
  nimble.
• 5:40
  We
• 5:40
  are
• 5:40
  always
• 5:41
  testing
• 5:41
  and
• 5:41
  learning
• 5:42
  and
• 5:43
  with
• 5:43
  every
• 5:43
  test
• 5:44
  we
• 5:44
  believe
• 5:45
  in
• 5:45
  launch
• 5:45
  and
• 5:45
  love
• 5:46
  mindset
• 5:46
  where
• 5:47
  every
• 5:48
  test
• 5:48
  is
• 5:48
  a
• 5:49
  stepping
• 5:49
  stone
• 5:50
  towards
• 5:50
  our
• 5:50
  evolving
• 5:51
  strategy.
• 5:52
  So
• 5:52
  that's
• 5:53
  why
• 5:53
  we
• 5:53
  are
• 5:53
  constantly,
• 5:54
  every
• 5:54
  day
• 5:54
  we
• 5:54
  are
• 5:54
  innovating
• 5:55
  because
• 5:55
  every
• 5:55
  day
• 5:56
  is
• 5:56
  multiple
• 5:57
  tests
• 5:57
  running
• 5:58
  across
• 5:58
  the
• 5:58
  entire
• 5:59
  site.
• 6:00
  And
• 6:00
  again,
• 6:00
  I
• 6:00
  think
• 6:00
  it
• 6:01
  kind
• 6:01
  of
• 6:01
  like
• 6:01
  makes
• 6:01
  us
• 6:01
  strong
• 6:02
  down
• 6:02
  the
• 6:02
  line.
• 6:03
  Well,
• 6:03
  one
• 6:03
  question
• 6:04
  that
• 6:04
  I
• 6:04
  have
• 6:04
  for
• 6:04
  you,
• 6:05
  KK
• 6:05
  is
• 6:05
  really
• 6:05
  around
• 6:07
  pricing.
• 6:08
  We
• 6:09
  have
• 6:09
  a
• 6:09
  lot
• 6:09
  of
• 6:10
  talk
• 6:10
  right
• 6:10
  now
• 6:11
  in
• 6:11
  the
• 6:11
  retail
• 6:12
  news
• 6:12
  and
• 6:12
  in
• 6:13
  broader
• 6:13
  news
• 6:14
  about
• 6:14
  tariffs
• 6:15
  and
• 6:16
  just
• 6:17
  price
• 6:17
  sensitivity
• 6:18
  from
• 6:18
  customers.
• 6:19
  We'll
• 6:19
  say
• 6:20
  in
• 6:20
  general,
• 6:21
  is
• 6:21
  this
• 6:22
  anything
• 6:22
  that
• 6:22
  you've
• 6:23
  had
• 6:23
  to
• 6:23
  deal
• 6:23
  with
• 6:24
  in
• 6:24
  your
• 6:24
  role
• 6:25
  right
• 6:25
  now
• 6:25
  or
• 6:26
  even
• 6:26
  thinking
• 6:26
  about
• 6:27
  some
• 6:27
  technology
• 6:28
  that
• 6:28
  you
• 6:28
  might
• 6:28
  be
• 6:28
  interested
• 6:29
  investing
• 6:29
  in,
• 6:30
  like
• 6:30
  price
• 6:30
  optimization
• 6:31
  technology
• 6:32
  or
• 6:33
  even
• 6:33
  personalization
• 6:34
  technology
• 6:35
  to
• 6:35
  give
• 6:35
  special
• 6:36
  offers
• 6:36
  to
• 6:37
  your
• 6:37
  most
• 6:38
  loyal
• 6:38
  customers,
• 6:39
  things
• 6:39
  like
• 6:39
  that.
• 6:40
  I
• 6:40
  think
• 6:40
  what
• 6:40
  I'll
• 6:41
  share
• 6:41
  is
• 6:41
  we
• 6:42
  are
• 6:42
  affordable
• 6:43
  luxury
• 6:44
  brand
• 6:45
  and
• 6:46
  value
• 6:46
  is
• 6:47
  very
• 6:47
  important
• 6:48
  to
• 6:48
  our
• 6:48
  customers.
• 6:49
  Right.
• 6:50
  And
• 6:51
  the
• 6:51
  good
• 6:52
  news
• 6:52
  is
• 6:52
  that
• 6:52
  again
• 6:52
  I
• 6:53
  think
• 6:53
  there's
• 6:53
  a
• 6:53
  lot
• 6:53
  of
• 6:53
  noise,
• 6:54
  right.
• 6:54
  Like
• 6:54
  we
• 6:54
  don't
• 6:54
  know
• 6:55
  what
• 6:55
  we
• 6:55
  don't
• 6:55
  know
• 6:55
  at
• 6:55
  this
• 6:56
  point.
• 6:56
  Right.
• 6:56
  Things
• 6:57
  are
• 6:57
  constantly
• 6:58
  evolving.
• 6:59
  But
• 6:59
  again
• 6:59
  I
• 7:00
  think
• 7:00
  what
• 7:00
  we
• 7:00
  know
• 7:01
  for
• 7:01
  sure
• 7:01
  is
• 7:01
  that
• 7:01
  our
• 7:02
  customers
• 7:03
  prefer
• 7:04
  value.
• 7:05
  Right.
• 7:05
  So
• 7:06
  that's
• 7:06
  not
• 7:06
  going
• 7:06
  to
• 7:06
  change.
• 7:06
  So
• 7:07
  that
• 7:07
  means
• 7:07
  like
• 7:07
  we're
• 7:07
  not
• 7:07
  going
• 7:07
  to
• 7:08
  fundamentally
• 7:09
  change
• 7:09
  anything
• 7:09
  like
• 7:10
  in
• 7:10
  terms
• 7:10
  of
• 7:10
  our
• 7:10
  execution.
• 7:11
  The
• 7:12
  other
• 7:12
  good
• 7:12
  news
• 7:12
  which
• 7:12
  is
• 7:13
  in
• 7:13
  our
• 7:13
  favor
• 7:13
  is
• 7:13
  that
• 7:13
  we
• 7:14
  have
• 7:14
  a
• 7:14
  diversified
• 7:15
  supply
• 7:15
  chain
• 7:16
  which
• 7:17
  gives
• 7:17
  us
• 7:17
  more
• 7:17
  leverage.
• 7:18
  Like
• 7:18
  in
• 7:18
  terms
• 7:19
  of
• 7:19
  different
• 7:19
  flexibilities,
• 7:20
  we
• 7:20
  can
• 7:20
  absorb
• 7:21
  pressure
• 7:21
  by
• 7:22
  kind
• 7:22
  of
• 7:22
  like
• 7:23
  adjusting
• 7:23
  from
• 7:24
  here
• 7:24
  to
• 7:24
  there.
• 7:25
  And
• 7:25
  we
• 7:26
  also
• 7:26
  have
• 7:26
  a
• 7:26
  very
• 7:27
  clear
• 7:27
  understanding
• 7:28
  of
• 7:28
  the
• 7:28
  product
• 7:29
  economics.
• 7:29
  Right.
• 7:30
  So
• 7:30
  it's
• 7:30
  kind
• 7:30
  of
• 7:30
  like,
• 7:31
  okay,
• 7:31
  so
• 7:32
  we
• 7:32
  can
• 7:32
  have
• 7:32
  a
• 7:33
  very
• 7:33
  thoughtful,
• 7:34
  data
• 7:34
  driven
• 7:35
  approach
• 7:35
  towards
• 7:36
  pricing
• 7:37
  if
• 7:37
  we
• 7:37
  are
• 7:38
  starting
• 7:38
  to
• 7:38
  see
• 7:39
  some
• 7:39
  sort
• 7:39
  of
• 7:39
  impact.
• 7:40
  But
• 7:40
  again,
• 7:41
  I
• 7:41
  think
• 7:41
  like
• 7:41
  we
• 7:41
  are
• 7:41
  not
• 7:42
  going
• 7:42
  to
• 7:42
  change
• 7:42
  anything
• 7:43
  dramatic
• 7:43
  like
• 7:44
  in
• 7:44
  terms
• 7:44
  of
• 7:44
  our
• 7:44
  promotional
• 7:45
  or
• 7:45
  pricing
• 7:46
  strategy.
• 7:46
  We're
• 7:47
  more
• 7:47
  like
• 7:47
  waiting
• 7:47
  and
• 7:48
  watching
• 7:48
  and
• 7:48
  we
• 7:48
  are
• 7:49
  very
• 7:49
  prepared
• 7:50
  in
• 7:50
  the
• 7:50
  behind
• 7:50
  the
• 7:51
  scene
• 7:51
  and
• 7:51
  we
• 7:52
  are
• 7:52
  making
• 7:52
  like
• 7:52
  proactive
• 7:53
  adjustments,
• 7:54
  supply
• 7:54
  chain
• 7:54
  where
• 7:55
  needed.
• 7:55
  Right.
• 7:56
  So
• 7:56
  I'm
• 7:56
  curious,
• 7:56
  so
• 7:57
  have
• 7:57
  you
• 7:57
  had
• 7:57
  to
• 7:58
  do
• 7:58
  anything
• 7:58
  over
• 7:58
  this
• 7:58
  period
• 7:59
  of
• 7:59
  time
• 7:59
  to
• 7:59
  like
• 8:00
  adjust
• 8:00
  how
• 8:00
  you
• 8:01
  show
• 8:01
  value
• 8:01
  to
• 8:02
  your
• 8:02
  customer
• 8:02
  via
• 8:03
  your
• 8:03
  e
• 8:03
  commerce
• 8:03
  site.
• 8:04
  Like
• 8:04
  is
• 8:04
  there
• 8:04
  anything
• 8:05
  that
• 8:05
  you
• 8:05
  found
• 8:05
  that
• 8:06
  has
• 8:06
  worked
• 8:06
  well
• 8:06
  or
• 8:06
  are
• 8:07
  you
• 8:07
  just
• 8:07
  still
• 8:07
  taking
• 8:07
  kind
• 8:07
  of
• 8:08
  a
• 8:08
  wait
• 8:08
  and
• 8:08
  see
• 8:08
  approach
• 8:09
  or
• 8:09
  just
• 8:09
  kind
• 8:09
  of
• 8:09
  like
• 8:10
  you
• 8:10
  said,
• 8:10
  testing
• 8:10
  your
• 8:10
  way
• 8:11
  and
• 8:11
  exploring
• 8:11
  your
• 8:11
  way
• 8:11
  into
• 8:12
  what
• 8:12
  that
• 8:12
  right
• 8:12
  answer
• 8:12
  is?
• 8:13
  Yeah,
• 8:13
  I
• 8:13
  think
• 8:13
  what
• 8:14
  is
• 8:14
  very
• 8:14
  clear
• 8:15
  based
• 8:15
  on
• 8:16
  all
• 8:16
  the
• 8:16
  market
• 8:16
  reports,
• 8:17
  the
• 8:17
  customer
• 8:18
  confidence
• 8:18
  is
• 8:18
  going
• 8:19
  down.
• 8:19
  Right.
• 8:20
  So
• 8:20
  it
• 8:21
  is
• 8:21
  very
• 8:21
  clear
• 8:21
  that
• 8:22
  there
• 8:22
  is
• 8:23
  some
• 8:23
  concerns
• 8:24
  from
• 8:24
  a
• 8:24
  customer
• 8:25
  side
• 8:26
  that
• 8:26
  there
• 8:27
  is
• 8:27
  a
• 8:27
  possible
• 8:28
  downturn
• 8:28
  in
• 8:28
  the
• 8:29
  business,
• 8:29
  like
• 8:29
  possible
• 8:30
  recession,
• 8:31
  etc.
• 8:31
  Etc.
• 8:32
  So
• 8:32
  again
• 8:33
  I
• 8:33
  think
• 8:33
  like
• 8:33
  what
• 8:33
  we
• 8:33
  are
• 8:34
  doing
• 8:34
  is
• 8:34
  like
• 8:34
  we
• 8:34
  are
• 8:34
  going
• 8:34
  back
• 8:35
  to
• 8:35
  our
• 8:35
  drawing
• 8:35
  board
• 8:36
  to
• 8:36
  see
• 8:36
  that
• 8:37
  what
• 8:37
  are
• 8:37
  those
• 8:37
  value
• 8:38
  messaging
• 8:38
  resonate
• 8:39
  with
• 8:39
  our
• 8:39
  audience.
• 8:40
  Right?
• 8:41
  Like
• 8:41
  is
• 8:41
  it
• 8:42
  buy
• 8:42
  now,
• 8:42
  pay
• 8:42
  later
• 8:43
  which
• 8:43
  is
• 8:44
  important
• 8:44
  at
• 8:45
  this
• 8:45
  point.
• 8:45
  So
• 8:46
  and
• 8:46
  then
• 8:46
  like
• 8:46
  once
• 8:46
  you
• 8:46
  understand,
• 8:47
  okay,
• 8:47
  so
• 8:47
  these
• 8:48
  are
• 8:48
  some
• 8:48
  of
• 8:48
  those
• 8:50
  important
• 8:50
  touch
• 8:51
  points
• 8:51
  like
• 8:51
  which
• 8:51
  is
• 8:52
  going
• 8:52
  to
• 8:52
  make
• 8:52
  a
• 8:53
  difference.
• 8:53
  You
• 8:54
  amplify
• 8:54
  them
• 8:54
  more.
• 8:55
  Right.
• 8:55
  And
• 8:55
  then
• 8:56
  you,
• 8:56
  when
• 8:56
  you
• 8:56
  do
• 8:56
  the
• 8:56
  amplification
• 8:57
  you
• 8:57
  need
• 8:57
  to
• 8:57
  think
• 8:58
  about
• 8:58
  what
• 8:59
  next
• 8:59
  what
• 9:00
  gives
• 9:00
  you
• 9:00
  scale.
• 9:00
  Like
• 9:01
  if
• 9:01
  you
• 9:01
  just
• 9:01
  do
• 9:01
  it
• 9:01
  on
• 9:01
  web
• 9:02
  it's
• 9:03
  doesn't
• 9:03
  give
• 9:03
  you
• 9:04
  skill.
• 9:04
  So
• 9:04
  we
• 9:05
  have
• 9:05
  a
• 9:05
  cross
• 9:05
  functional
• 9:06
  team
• 9:06
  or
• 9:07
  task
• 9:07
  force
• 9:07
  we
• 9:07
  already
• 9:08
  created
• 9:09
  who
• 9:09
  are
• 9:09
  working
• 9:10
  and
• 9:10
  making
• 9:10
  proactive
• 9:11
  actions
• 9:12
  decisions
• 9:12
  which
• 9:12
  is
• 9:13
  going
• 9:13
  to
• 9:13
  help
• 9:13
  us
• 9:14
  to
• 9:14
  stay
• 9:15
  competitive.
• 9:15
  So
• 9:16
  it's
• 9:16
  really
• 9:16
  about
• 9:16
  being
• 9:16
  prepared
• 9:17
  and
• 9:17
  proactive
• 9:18
  for
• 9:18
  whatever
• 9:19
  situation
• 9:19
  comes
• 9:19
  your
• 9:20
  way.
• 9:20
  All
• 9:20
  right,
• 9:20
  well
• 9:21
  let's
• 9:21
  get
• 9:21
  you
• 9:21
  out
• 9:21
  of
• 9:21
  here
• 9:21
  on
• 9:21
  this
• 9:21
  end.
• 9:22
  I'm
• 9:22
  going
• 9:22
  to
• 9:22
  ask
• 9:22
  you
• 9:22
  to
• 9:22
  put
• 9:22
  on
• 9:22
  a
• 9:22
  more
• 9:23
  broader
• 9:23
  hat
• 9:23
  now
• 9:24
  or
• 9:24
  broad
• 9:25
  hat
• 9:25
  maybe
• 9:25
  not
• 9:25
  a
• 9:25
  more
• 9:26
  broader
• 9:26
  because
• 9:26
  that's
• 9:26
  terrible
• 9:27
  English
• 9:27
  ad
• 9:27
  put
• 9:28
  a
• 9:28
  broad
• 9:28
  hat
• 9:28
  here.
• 9:29
  Looking
• 9:29
  across
• 9:30
  the
• 9:30
  industry.
• 9:30
  So
• 9:31
  if
• 9:31
  we
• 9:31
  look
• 9:31
  at
• 9:31
  E
• 9:31
  commerce
• 9:32
  broadly,
• 9:34
  how
• 9:35
  do
• 9:35
  you
• 9:35
  think
• 9:35
  E
• 9:36
  commerce
• 9:37
  experiences
• 9:37
  are
• 9:38
  going
• 9:38
  to
• 9:38
  change
• 9:38
  the
• 9:39
  most
• 9:39
  in
• 9:39
  the
• 9:39
  next
• 9:40
  say
• 9:40
  three
• 9:40
  to
• 9:40
  five
• 9:41
  years.
• 9:42
  How
• 9:42
  would
• 9:42
  they
• 9:43
  be
• 9:43
  different
• 9:43
  then
• 9:43
  than
• 9:43
  they
• 9:43
  are
• 9:44
  from
• 9:44
  today?
• 9:44
  Yeah,
• 9:44
  I
• 9:44
  wish
• 9:44
  I
• 9:45
  had
• 9:45
  a
• 9:45
  crystal
• 9:45
  ball,
• 9:46
  but
• 9:46
  I
• 9:46
  don't
• 9:47
  have.
• 9:47
  But
• 9:48
  things
• 9:48
  are
• 9:48
  constantly
• 9:49
  changing.
• 9:49
  Right.
• 9:49
  But
• 9:50
  again
• 9:50
  I
• 9:50
  think
• 9:50
  what
• 9:50
  I've
• 9:51
  seen
• 9:51
  is
• 9:52
  we
• 9:52
  are
• 9:52
  getting
• 9:53
  into
• 9:53
  a
• 9:53
  world
• 9:54
  where
• 9:55
  customer
• 9:56
  experiences
• 9:56
  would
• 9:57
  be
• 9:57
  more
• 9:57
  influenced
• 9:58
  by
• 9:58
  AI.
• 9:58
  Okay.
• 9:59
  Started
• 9:59
  with
• 9:59
  predictive
• 10:00
  now
• 10:01
  went
• 10:01
  into
• 10:02
  generative
• 10:02
  then
• 10:02
  that's
• 10:03
  a
• 10:03
  good
• 10:03
  way
• 10:03
  to
• 10:03
  say
• 10:03
  it.
• 10:04
  Right.
• 10:05
  So
• 10:06
  what
• 10:06
  that
• 10:06
  means
• 10:07
  then
• 10:07
  is
• 10:09
  like
• 10:10
  back
• 10:10
  in
• 10:10
  the
• 10:10
  day
• 10:11
  like
• 10:11
  the
• 10:11
  websites
• 10:12
  used
• 10:12
  to
• 10:12
  be
• 10:12
  just
• 10:12
  a
• 10:13
  storefront.
• 10:13
  Right.
• 10:14
  Like
• 10:14
  where
• 10:14
  customers
• 10:14
  would
• 10:15
  come,
• 10:15
  they
• 10:15
  will
• 10:15
  shop.
• 10:16
  Now
• 10:17
  I
• 10:17
  think
• 10:17
  like
• 10:17
  we
• 10:17
  are
• 10:18
  getting
• 10:18
  into
• 10:18
  a
• 10:18
  world
• 10:19
  like
• 10:19
  where
• 10:20
  there's
• 10:21
  machines.
• 10:22
  That
• 10:23
  means
• 10:23
  like
• 10:23
  you
• 10:24
  Chris,
• 10:24
  like
• 10:24
  you'll
• 10:25
  have
• 10:25
  a
• 10:25
  agent.
• 10:27
  Right?
• 10:27
  Yeah.
• 10:28
  Right,
• 10:28
  right,
• 10:28
  right.
• 10:28
  Do
• 10:28
  everything
• 10:29
  for
• 10:29
  you.
• 10:30
  He
• 10:31
  knows
• 10:31
  your
• 10:31
  perhaps
• 10:32
  purchase
• 10:32
  Behavior.
• 10:33
  Yeah.
• 10:33
  Might
• 10:33
  take
• 10:34
  two
• 10:34
  agents
• 10:34
  to
• 10:34
  handle
• 10:35
  me
• 10:37
  and
• 10:37
  then.
• 10:37
  Yeah.
• 10:37
  And
• 10:38
  then,
• 10:38
  like,
• 10:38
  even
• 10:39
  before,
• 10:39
  you
• 10:39
  know,
• 10:39
  like,
• 10:39
  that
• 10:40
  agent
• 10:40
  might
• 10:40
  have
• 10:40
  placed
• 10:41
  an
• 10:41
  order.
• 10:41
  Right.
• 10:42
  So
• 10:42
  that
• 10:42
  means.
• 10:42
  What
• 10:43
  that
• 10:43
  means
• 10:43
  for
• 10:43
  the
• 10:43
  brands
• 10:44
  is
• 10:44
  like,
• 10:44
  the
• 10:45
  website
• 10:45
  needs
• 10:46
  to
• 10:46
  be
• 10:47
  twofold.
• 10:47
  Right.
• 10:48
  Like,
• 10:48
  one,
• 10:48
  it
• 10:49
  becomes
• 10:49
  an
• 10:49
  intelligent
• 10:50
  intelligence
• 10:50
  layer
• 10:51
  for
• 10:51
  machines.
• 10:52
  On
• 10:53
  the
• 10:53
  other
• 10:53
  hand,
• 10:53
  it
• 10:53
  also
• 10:54
  becomes
• 10:55
  emotional
• 10:56
  touch
• 10:56
  point
• 10:57
  for
• 10:57
  humans.
• 10:57
  Right,
• 10:58
  Right.
• 10:58
  So
• 10:58
  then
• 10:58
  that's
• 10:59
  part
• 10:59
  of.
• 10:59
  Fascinating.
• 11:00
  Yeah.
• 11:00
  How
• 11:00
  do
• 11:01
  you
• 11:01
  kind
• 11:01
  of,
• 11:01
  like,
• 11:01
  merge
• 11:02
  them
• 11:03
  together?
• 11:04
  I
• 11:04
  think
• 11:04
  that's
• 11:04
  going
• 11:04
  to
• 11:04
  be
• 11:04
  trick.
• 11:05
  But
• 11:05
  the
• 11:05
  good
• 11:05
  news
• 11:06
  is
• 11:06
  that,
• 11:06
  like,
• 11:06
  at
• 11:06
  Henderscott,
• 11:07
  like,
• 11:07
  we
• 11:07
  are
• 11:09
  kind
• 11:09
  of
• 11:10
  like
• 11:10
  a
• 11:10
  customer
• 11:10
  first
• 11:11
  brand.
• 11:11
  Right.
• 11:12
  Like,
• 11:12
  we
• 11:12
  are
• 11:13
  always
• 11:13
  kind
• 11:13
  of
• 11:14
  on
• 11:14
  top
• 11:14
  of
• 11:15
  creating
• 11:16
  that
• 11:17
  joyful
• 11:17
  experience
• 11:18
  for
• 11:18
  them.
• 11:19
  And
• 11:19
  I
• 11:19
  believe
• 11:20
  those
• 11:20
  brands
• 11:21
  who
• 11:21
  would
• 11:21
  be
• 11:21
  able
• 11:21
  to
• 11:21
  strike
• 11:22
  that
• 11:22
  balance
• 11:23
  between
• 11:23
  doing
• 11:23
  both,
• 11:24
  not
• 11:25
  forgetting
• 11:25
  about
• 11:25
  creating
• 11:26
  the
• 11:26
  joy
• 11:26
  or
• 11:26
  the
• 11:27
  emotional
• 11:27
  connection
• 11:28
  with
• 11:28
  customers,
• 11:28
  they
• 11:29
  are
• 11:29
  going
• 11:29
  to
• 11:29
  win
• 11:30
  in
• 11:30
  the
• 11:30
  long
• 11:30
  run.
• 11:30
  Right.
• 11:31
  Well,
• 11:32
  kk,
• 11:32
  thank
• 11:33
  you
• 11:33
  so
• 11:33
  much
• 11:33
  for
• 11:34
  taking
• 11:34
  the
• 11:34
  time.
• 11:35
  Thanks
• 11:35
  to
• 11:35
  all
• 11:35
  of
• 11:35
  you
• 11:36
  for
• 11:36
  following
• 11:37
  along.
• 11:38
  We
• 11:38
  have
• 11:38
  one
• 11:38
  more
• 11:39
  interview
• 11:39
  coming
• 11:39
  up
• 11:40
  today.
• 11:40
  Today
• 11:41
  we
• 11:41
  will
• 11:41
  be
• 11:41
  in
• 11:42
  booth
• 11:42
  1554
• 11:43
  all
• 11:44
  day
• 11:44
  today.
• 11:44
  Thank
• 11:45
  you
• 11:45
  to
• 11:45
  Avalara
• 11:46
  for
• 11:46
  helping
• 11:46
  bring
• 11:46
  us
• 11:47
  all
• 11:47
  of
• 11:47
  these
• 11:48
  interviews
• 11:49
  and
• 11:49
  all
• 11:49
  of
• 11:49
  our
• 11:49
  coverage
• 11:50
  from
• 11:50
  Shop
• 11:50
  Talk
• 11:51
  and
• 11:51
  until
• 11:52
  our
• 11:52
  last
• 11:52
  interview
• 11:53
  and
• 11:53
  your
• 11:54
  both
• 11:54
  of
• 11:54
  your
• 11:55
  competing
• 11:55
  stage
• 11:56
  performances.
• 11:57
  Duke
• 11:57
  it
• 11:57
  out.
• 11:58
  I'm
• 11:58
  coming
• 11:58
  to
• 11:58
  mine.
• 12:00
  I'm
• 12:00
  coming
• 12:01
  to
• 12:01
  yours.
• 12:02
  Don't
• 12:02
  tell
• 12:02
  them.
• 12:03
  Don't
• 12:03
  tell
• 12:03
  them.
• 12:05
  That
• 12:05
  was
• 12:05
  such
• 12:05
  a
• 12:05
  great
• 12:06
  question.
• 12:06
  Nice
• 12:06
  job.
• 12:07
  All
• 12:07
  right,
• 12:07
  well,
• 12:08
  as
• 12:08
  always,
• 12:08
  be
• 12:08
  careful
• 12:09
  out
• 12:09
  there.