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JD: How is it going this morning?

John: Good JD, how is it going?

JD: It’s going great.

Courtney: Hi JD.

John: Hi. Thanks for having us back.

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JD: What are the actual tactical things that you are doing to attract people?

Announcer: Now your host, JD Crouse.

JD: Hi, JD Crouse here with eCommerce In The Trenches, and we are getting some reflections from some of our past guests on the show. Today I have again some of our most popular guests, John and Courtney with My Sense Of Style. Welcome guys.

Courtney: Hi JD.

John: Hi, thanks for having us back.

JD: I really just wanted to get a recap, kind of a reflection on Black Friday and Cyber Monday this year. Maybe talk a little bit about the month of November. I really would like to just ask you kind of three questions, what went well, what didn’t go maybe as well as you hoped that it would if you have anything in that category? Then what you would do differently knowing what you know. 2020 vision is a lot clear sometimes than when we are looking in the rear view mirror than looking into the future. What went great this year for Black Friday and Cyber Monday?

Courtney: We had a banner, Cyber Monday, our biggest to date. That also then led to having our biggest November of all time at sense of style. Cyber Monday was our biggest sales day of the year to date on our website.

JD: Congratulations. That’s fantastic. What did the heavy lifting, was it your affiliates or was it email, was it just everything? Was it paid traffic? I know you guys don’t do a ton of paid traffic. Can you share with me kind of how it was spread, what the majority of revenue, the channels where most of your revenue came in from?

John: It was pretty evenly balanced, which is one of the most exciting things for us. There was a good portion that was affiliate, a good portion that was social, not too much pay but more organic social. We did some Facebook lives, we did a big event where … We developed a knit sweater and we had been planning on it since basically March to be our Cyber Monday deal.

JD: Nice.

John: And it arrived on the container a couple of weeks ago. I got a little nervous that it wasn’t gonna get there in time but it did, and we had all of our employees wearing it. We did a big Facebook live. We walked around. We talked about why people love this sweater. That was a big portion of our sales. Email was a big portion of our sales. It was spread pretty evenly JD, and that is for us, was one of the bigger takeaways as a success for the entire program, the entire day.

JD: Fantastic. Did you use discounting? I know in our pre-conversation communication here you shared a little bit via email that you feel a shift with specifically promotions and this time of year, Black Friday, Cyber Monday. Can you give me a little bit into your thoughts around that?

Courtney: It was a promotional item in the sense that we did discounting, but we did not heavily discount it below, and it actually was for us a higher priced item, which also led to those higher sales numbers. We also saw the vast majority of people were buying more than one.

JD: They were over-consuming, that’s means you know you have a winner, right?

Courtney: Right. That was really exciting for us to not only found a really great item, but one that we could sell at a higher price point then also led to a higher AOV on Cyber Monday.

John: Our AOVs in November were just, blown us away compared to where they usually are. That’s been huge for us. It’s been interesting where our number of shipments hasn’t changed drastically over the last couple of years, but our AOV has nearly doubled. AOV, average order value, that is something we’ve been working hard on, and that’s a combination of the discount strategy, the type of product we are selling, and how we are training our customers to the quality of what we are offering. Those three things combined have been a huge focus for us for the last few years and it’s led to, without having to invest more in people and operations, we are shipping the same amount of packages but double, triple our revenue from two years ago. So it’s fantastic.

JD: That’s a beautiful thing. That’s so wonderful. Did you use gift with purchase as a part of promotion?

Courtney: We did although I don’t think it pushed sales. Although I heard from a lot of others that did work for them. It was kind of a second thought for us. So when you ask something that didn’t go as well, I probably would have taken that out if I did it again.

JD: You don’t think it actually really ramped up the numbers, and so you could have removed it?

Courtney: I think we could have removed it and seen the same sales I think that it didn’t push sales instead we probably just gave away a free gift.

John: I saw a lot of, some of my favorite brands online offering that. It does seem to be, as I think about why people offer free gift with purchase, I see a couple of things playing out there, one, the platform. Shopify, which a lot of these brands are on, you can’t use multiple discounts. You kind of have an either or choice when you are designing a promotion. It’s either give a free gift or offer a discount. The other side of things is that I do see that it does have to be a really high AOV to offer something that’s a free gift that will move the needle.
You have to offer something that’s like a high perceived value like $30, $40, $50, and you can’t give something away that has a perceived value of $50 if you are average order value is $30 or $40. If you are selling something in the hundreds of dollars I think there starts to be a play where you can give away a free gift that will move the needle. I bought some things from some of my favorite brands where I got a free insulated water bottle and a free backpack. I’m like, these are sweet options, things that I was looking at buying separately anyways, and those perceived values are in the $50 to $80 range. It’s a balance of your business what you are selling and what you are offering and who your audience is to see if that gift with purchase makes sense.

JD: I think for those of us who have stuck their neck out there and risked ordering tens of thousands of units of a specific skew, I’m curious to know how you knew that your knit sweater was gonna be a success.

Courtney: Last year, it was a lead item last year. For our demographic we often see that we get three years on a very hot trend. We get a lead year, a hate year and a trail year. That sweater was something that started to take off last year. We saw the numbers start going. We knew that it was a pretty sure bet that it would go hot this season.

John: We went deep and wide in a lot of new colors. Even last year we struggled to get … The supplier we were buying from was struggling to keep up with demand because it was so hot. We saw that there was an opportunity next year if we invested in it, and we had our own supply at a lower price point, branded ourselves, quality was the same if not better, better experience to the customer. We saw a great opportunity there, and so far it’s paying off.

JD: That’s awesome. Did you sell through 30% or 50% of what you brought in?

Courtney: Between 30 and 40.

JD: Good for you guys. That is so great. I love great stories like that because not all investments and risks are hits. Sometimes they kind of sputter.

Courtney: That’s very fair JD. We took a risk on free sweaters this year and by far the Cyber Monday was the hit of the three. One is doing fine, and one is not doing very well. We do know that we are about 33% on that.

JD: The one sweater, all of your friends and family are gonna be getting a wonderfully warm, nice sweater in their stocking.

John: Wear this gone guys, it’s the best we swear.

Courtney: Merry Christmas.

JD: Exactly. Nobody sees it this way but I love this one.

John: It’s funny because that one kind of was the one we went off the least data and said, “You know what? We think this one will work.” It’s the one that it’s been the least popular so far. It doesn’t mean it’s not gonna sell through because you have December January, and February to sell your knits. So it’s okay, we got lots of time.

JD: You guys will sell it. I don’t know what you guys find, but when you find the hot item, ours around here is lime green bandana fabric. It’s like, there was a little bit of a craze with bandana headbands, bandana boulder bands, and we way over-ordered and there is within our tribe there is some western girls who ride horses, are in the ranching world. There is a lot of lime, and crazy turquoise kind of bandana prints that are in that world. Amy didn’t love the lime bandana, and I’m like, “That’ll sell. I just know it.” It’s like we are so tired of looking at lime bandana boulder bands, and lime bandana fabric. We just want to throw up. That was a total, that was my bad on that one.

Courtney: We’ve all been there.

John: You are not alone JD, you are not alone.

Courtney: Not everything is a hit, and I think that’s a really good message. Not everything will sell through like you think it will, and it’s trial and error and learning as you go.

JD: What would you do different? I know that you maybe would pull out the gift with purchase. Is there anything else looking backwards?

Courtney: We saw a really interesting trend and I’d love to know if other eCommerce companies so saw this. But we primarily see most of our sales occur in the morning. For those kind of power five days from Thanksgiving through Cyber Monday, all the serious sales hit at night, which was new for us. We were actually kind of nervous. Black Friday ended up being a solid day. It’s never traditionally the best day for us, but it was a solid day, but it all hit in the evening hours. From quite honestly 6:00 7:00 pm on. That was very new, that was a huge lesson learned for us.
I think going forward and this plays into your next question is we will really take that more into account. The only thing I can think is that people maybe went out to the stores, they did other things in the morning and then the afternoons and then they got online and shopped.

JD: I’ll be curious to ask the other guests that I have on. I’m gonna have Tyler Howells and Gonz Medina. Gonz also had a record Black Friday, Cyber Monday. That’s really encouraging, I’d be curious to see what Tyler did with Cozy Earth. One of the things that I just think of is it was so warm across the country.

Courtney: Yes.

JD: I know for us of course we moved from Colorado to Texas. We were outside. We were out playing, the kids were jumping on the trampoline, before and after. We had thanksgiving dinner and it was just beautiful. I know that in Colorado it was just as warm. I think in Utah it was warm, wasn’t it?

Courtney: It really was. Thanksgiving day the kids were playing outside which is a rarity.

JD: A lot of times that time of year it’s cold and blistery and especially in the northern states and everybody is kind of packed in. A friend of mine were at Lizona Ranch just outside of Valentine Nebraska. He was actually the best man on our wedding, his wife posted on the 2nd of December that they were out riding their horses and roping in the arena. She said I have to share this on Facebook, so that I have a timeline stamp of it, so it will come up in my memories, because for the next 10 years it might be blizzarding, and it’ll be a fun memory for them to have. I wonder if just everybody being out and then they did all their shopping online in the evening, if weather had as big impact as anything on that.

Courtney: I would be super curious. That was our experience, and it was exciting actually to get those evening sales and for us to kind of see a new trend there. I love any insights anyone has. I’ll be looking forward to hearing.

John: It also plays into our cadence of emails and what the opportunity is, because traditionally we send the morning email and that’s it. We played with the idea of sending the morning and then a reminder evening email, and the evening email did perform, way outperform the morning email. I’m like, I wonder if this time of year if it makes sense to either shift everything to just the evening email or run a dual-email program during the hot season. It’s given us a lot of food for thought.

JD: Absolutely. I know that our morning emails did not perform nearly as well as our evening ones over the Black Friday Cyber Monday. I think it’s weather. That’s just my guess. I’ll ask everybody. We’ll see what they say. John and Courtney, My Sense Of Style, record November, record banner, Cyber Monday, congratulations you guys. We are celebrating with you. And thanks for taking the time to give us your thoughts and reflections on the holiday shopping season.

Courtney: Thanks JD.

John: Thanks man.

Automated: This call is now being recorded.

JD: Hello and welcome back to eCommerce In The Trenches. This is our reflections of Black Friday, Cyber Monday episode. I’m excited to have Gonz Medina of Blue Chip Wrestling and bluechipathletic.com. Gonz, how is the going this morning?

Gonz: It’s going great.

JD: Good. Really excited to hear about your Black Friday, Cyber Monday promotion. I know that it went well. Can you give us a little bit, pull back the curtain a little bit and share with us kind of what you guys did, how it compared to previous years and then I want to fire three questions at you?

Gonz: Awesome. It went great this year. We toned down our discounts a little bit and we were still able to go up 37% in sales.

JD: Nice.

Gonz: And just had a great cyber or Black Friday and Cyber Monday.

JD: Do you guys do more business one of the days over the other or was it kind of equally spread out over the weekend?

Gonz: Friday and Monday tend to be our biggest days. I think that’s just because people are conditioned to buy on those days. The other days we are still good. We started our sale on Wednesday. Wednesday late afternoon and then closed it out at midnight on Monday.

JD: Same promotion for that whole time period?

Gonz: Same promotions. What we did a little bit differently this year is we introduced a new product and we actually launched it on Friday morning. That was awesome. That did great.

JD: There was pent up demand for that product, had you teased everybody that it was coming and get ready and all of that?

Gonz: Yes we did. We prepped people that there was a new product coming, didn’t tell them what it was, but we told them that it was a wrestling shoe, and that it was coming. There was a lot of excitement around that event.

JD: Very cool. You were up 37%, historically was it one of your better Black Friday, Cyber Mondays, one of your better Novembers, what can tell me about that?

Gonz: It was our best … We had our best day ever online. It was also, we closed out our best November ever by numbers. We were pretty excited.

JD: That’s awesome.

Gonz: Yeah, it was awesome.

JD: That’s awesome. What did you do great? Obviusly you launched, here is the three questions I’m gonna ask you, what did you do great, what didn’t go as well as you had hoped, and then what would you change now with 2020 vision looking back? The first question, you launched the shoe, you did that great. Was there anything else that you did, you toned back the discounts. What are the few things that you guys that you thought you did excellent?

Gonz: In previous years we did a site-wide discount. Instead of doing that we picked specific products to discount and to target. That worked better for us. One of our challenges being a smaller eCommerce provider, or eCommerce player is that it’s volume, and getting that many packages out in that short of timeframe is a big challenge. That’s why … We knew that if we did a huge discount and we doubled that was gonna be a challenge getting everything out the door especially with thanksgiving, giving people time off in our warehouse to spend time with their family, and not making them come in the entire weekend. That was one of the things we decided to do was just tone that down and really focus on certain products and the new product, and just making sure that messaging was going out to our customers.

JD: Very cool. Why do you think toning back the discounts proved to be beneficial versus other years?

Gonz: It was more targeted. We had certain products that were more targeted. I think people have a limited attention span, so they could only look at so many items. When a store has 3,000 skews, that’s a lot to look at, and that’s a lot to talk about. I think if we had them focused on looking at certain items that just helps. If they wanted something else they went in and bought something else, but it got them to our site.

JD: That’s really good. We are all competing for attention, right?

Gonz: Right now that’s a tough thing.

JD: Looking over the weekend, what do you think that you could have done better? What didn’t you do so well, what didn’t go so hot, what didn’t go as well as you had hoped if there was anything at all?

Gonz: Getting packages out in a timely manner. We really pride ourselves on getting stuff out, or getting packages out that if they are ordered by noon today they’d go out the same day, and even after 2:00 pm. That’s a challenge to do when you have limited staff and you have to get … You are used to shipping a couple of hundred packages a day and all of a sudden you have 1,200, 1,300 packages to get out the door that that becomes a big challenge.

JD: Do you guys hire seasonal help or do you just try to honker down and all hands on deck and do it with what you got?

Gonz: A combination. We do bring in extra people, but it’s also getting those people to understand your system and training them and having them not get in the way. It seems easy to pick package and then ship it, but mistakes can be very costly if you ship the wrong thing and then you have customer services, usually have to follow up with. I guess that’s another challenge too is during this time of year, and especially with Amazon as a big player out there, it’s challenging when you are a smaller company.
People expect and demand the level of service that they get year round from you, and then also that they are getting from Amazon that they can, somebody orders on a Friday and it’s thanksgiving and we have warehouse people in here, but we don’t have customer service people because we are giving them a chance to spend time with their family. Sometimes customers don’t understand that added level of services are gonna be there at that time.

JD: It’s one of the reasons I do business with smaller companies like ours, because they like the personal touch, but sometimes I can forget that and get very impatient and I’m probably no different. I want mys tuff when I want it, and I don’t care what your problem is, if you have to let your employees go enjoy their family on Sunday. It’s hard to bring that reality back into play sometimes and communicate that well.

Gonz: That is very true. We are a family business. We are a small business. We have a family type atmosphere. We want to give our people the chance to spend time with their family.

JD: Is there anything else you’d like to add? I think we covered hindsight being 2020, is there looking back now a little bit more help with getting packages out the door, or different processes for customer support and communicating that. Is there anything else?

Gonz: No. I think it’s just being able to handle the capacity and estimating what you think you are going to do during that timeframe, to make sure have the necessary staff to be able to take care of your customers. That’s the biggest thing. I think as eCommerce keeps growing people are more likely to buy online than go into a store, because most people I talk to don’t want to shop in a store on Black Friday, they don’t like frenzy or rush anymore. They’d rather just sit at home, shop online, you know your sales are gonna grow. Just being able to handle it and putting the necessary systems and processes in place to be able to take care of that and handle it.

JD: Projecting what’s gonna sell and how much, and how many people you need on deck is … That’s really challenging, because you can get caught with, just really can get surprised and then be like oh my gosh. Or you can be way overstaffed and have too much inventory and for whatever reason the site breaks. We’ve had period of time a few hours where the site just isn’t working. Typically it’s an application, it’s not necessarily Shopify, it’s just something isn’t discounting or the gift with purchase isn’t adding to the order correctly. People aren’t completing their purchase and it’s blowing up chat and customer support, and you are just like oh my gosh. I don’t know how to handle all that.

Gonz: That’s tough. You just hit on something that I think is very important. Just expect that something is going to happen and there is going to be challenges, and just deal with it. Deal with it and don’t freak out. Things are gonna happen, roll with the punches, adjust, make notes so you can improve for the next time, but there is always gonna be challenges. If business was easy everybody would be an entrepreneur.

JD: That’s right. We are talking about applications breaking, we had a discount app which has been flawless and worked wonderful even in high volume environments for us. We couldn’t even log into it to disable it. My development guy Justin had to go in and remove the code, actual hard code on the site. Then we had to pivot and have people tell us what product they wanted for their gift with purchase in the note section. We had to enable the note section, create language around how to get people to do … So that we can fulfill on our promise, because we were running ads, we were sending emails. Having a plan B if everything that you have set up and tested over and over and over for whatever reason their server crashes, having a plan B is pretty important to just pivot and go … Try not to make it too complex either during Black Friday and Cyber Monday, because as you said something is gonna break.

Gonz: Yeah, it’s not the best time to try something new.

JD: I know. It’s not. Congratulations on a record November. Congratulations on your highest grossing day ever, this Black Friday, Cyber Monday. I’m looking at sprinkles the cat wrestling singlet on bluechipwrestling.com, and if I was a wrestler I would have to be one tough son of a gun to pull off wearing that singlet man, but I bet you could, right?

Gonz: Not anymore, maybe a long time ago.

JD: Back in the day. Thanks Gonz, thanks for sharing your success and we just wish you continued success with everything you are doing at Blue Chip, and your different brands.

Gonz: Thanks JD. I appreciate it. Thanks for having me on.

JD: You bet.

Automated: This call is now being recorded.

JD: Welcome back. JD Crouse here, and I have a favorite guest, Tyler Howells of Cozy Earth. How is the going Tyler?

Tyler: Good JD. How is the going?

JD: Great. I want to jump back on with you and just, we are calling it … This episode we are calling reflections. You are gonna be on with John and Courtney Brown from sense of style, mysenseofstyle.com, and also Gonz Medina, did you have a chance to meet Gonz when we were all together in LA at Content In Commerce?

Tyler: I didn’t.

JD: He’s a cool guy. Has Blue Chip Wrestling. They had banner months, banner Novembers, banner Black Friday, Cyber Mondays. I just wanted to check in with you and kind of ask you three basic questions and any comments you have, I don’t want to keep you very long, but kind of what went great, what didn’t maybe go as great as you had hoped and what, now that you have 2020 vision looking in the rear view mirror what maybe you would have done differently knowing what you know now. Is that cool?

Tyler: Absolutely.

JD: Tell me what went great in your Black Friday, Cyber Monday or even your November. What’s going on?

Tyler: Everything went awesome. November, I can put our name in the hat as well for an awesome November. We killed all of our expectations, our records, everything. We had an amazing month. It was great. I can’t say enough good things about the month in terms of its results, in terms of sales, in terms of everything. The team here has been great, because we’ve just switched like I told you through, from Magento to Shopify a few months back and we were really scrambling to get everything up to snuff for Black Friday week and Cyber Monday. We got it in place. It was good.
A lot of our marketing was working well, which is nice, and we were also seeing good return on customers. I felt like we had a really good offer out there, a really great offer in terms of discount. I think that helped as well. I was just very happy with the month as a whole.

JD: Record setting November. That’s awesome. I saw that you, I pulled up an Instagram image, you were doing 10% off $100 or more, 20% off $500 or more and 30% off $1,000 or more on Black Friday.

Tyler: That’s right.

JD: Is that pretty much what the promotion consisted of, were you doing a gift with purchase or anything other than that?

Tyler: Yeah. We were doing that already and then we have our complimentary shipping already. They are saving there as well. Then we have, we are doing, the tiered structured seemed to work nicely because people I think they wanted to order more and they just wanted an incentive to do so. We did that for them. We’ve tested before in the year past, we tested just a straight discount, and it’s funny, we didn’t get as many bites, and people actually preferred that we had a more tiered structured based on what they are ordering. We tried to reward them for doing that. That worked great for us.

JD: Awesome, it looks like maybe you have rolled and are kind of continuing to run with that promotion, is that right?

Tyler: Right now we are. It’s funny. We weren’t going to do that. We were going to do another flat promotion for this month, and again we had customers contacting us, not angry but just like, is there a way I could get rewarded more for buying more? We thought we’d try it again, so it’s funny this digital marketing thing, it’s great to be able to react to customer’s wishes.

JD: Yes.

Tyler: As well as you are doing one … It’s one part your own testing, but also if you are getting feedback, which we are, which is neat, we have live chat and all these great ways to talk to customers, emails and stuff. They are telling us what they want, so we’d just give back to them. We are gonna keep pushing it through here.

JD: Especially when a customer calls and said, “Hey, I want to be rewarded for spending more money.” You are like, “Hold on a minute. Let me think about how I can make that happen.” Then about 15 minutes later you dust off that image and you create the backend to go inside.

Tyler: That’s exactly how it happened. We went three days with another offer. It wasn’t taking, it wasn’t as good. So we sweetened the deal again.

JD: If I may ask of your traffic, what kind of represented the channels, paid, email, and organic, and or partner traffic? Could you elaborate roughly?

Tyler: Yeah. I would say of our traffic coming in, a larger percentage of it was coming through social, we are on a number of different social platforms. Another large chunk of it, probably the biggest chunk, probably second to social just barely was email. Our current email list. Then third party we did see some much more action on third party sites like Nordstrom and some on Amazon as well that were rocking, but they were probably much less than the other two that I just mentioned.

JD: Then off social, was that largely paid traffic or organic?

Tyler: Mostly paid. We did some organic things that were shared and sent around, and coincided kind of with our email, so we kind of gave credit to the email. Yeah, mostly paid on that side of things.

JD: Fantastic. Was there anything that didn’t work as well as you had hoped? Was there any applications that failed in the heat of the traffic? Because we had some issues with a particular app that just was not working right when we deployed it on Black Friday. Was there anything that kind of had a glitch?

Tyler: Totally. You are not the only ones scrambling around that week. We had issues with our shipping and fulfillment facility which is never fun. They were not receiving products in the right skew. So we had to scramble and get that kind of revved up. It was okay, it was just a quick thing, they were receiving orders but they just weren’t picking them properly. That was the difficulty and that’s something we spent the last week kind of doing a postmortem on fixing those issues.
We also had apps too fail. We had one that was the countdown clock on my site which I had to replace with a different app, but we went through a bunch of different apps. The other one I couldn’t even log into during Black Friday. It wouldn’t even let me in.

JD: Was that the ultimate discount app?

Tyler: Yes.

JD: That’s the one that was messing us up.

Tyler: Same for you?

JD: Yes.

Tyler: Horrible.

JD: You couldn’t even turn it off it. It was bad.

Tyler: It was really bad. I had to uninstall it, and then I had to find another one in the middle of the night. That was tough, and we had the rest of the guys scrambling too for it. Then we also had a little bit of an issue with our return. But the returns actually ironed themselves out. That was nice. If something doesn’t go wrong, it’s not normal. You have to roll with the punches.

JD: Especially, when you have an influx of traffic and orders, and your conversions are killing it. That’s when the stresses hit the system. Everything begins to feel the limitations, servers and all that fun stuff.

Tyler: There is no way to replicate that. You just got to wait for it. You just got to have all hands on deck and everyone was working that weekend.

JD: Very good. In your postmortem, I have a hard time saying that. When you are looking back, what would you do different now that you have 2020 hindsight vision?

Tyler: We are going to be providing a lot more content in the future. I think the bottleneck for us was content production. We had good stuff out there, and I was really happy with it, but we needed more of it to be honest. We needed more to deliver more to the customers. For us moving forward here, we are placing a big emphasis, and we’ve made some key hires here in those areas of video and graphic design content.
That’s one big thing I really want to work on. I think our execution was nice. I think I was really happy with our conversation rate, and our site how it was converting. We are always gonna try and make that better and always kind of try and stay in the forefront, but content, we have plenty of ideas, and we have good execution, we just need to make sure the content is there.

JD: Nice. Did you find that from a promotion standpoint that your content was getting old on the paid ad side or even within your emails that you would have liked to have had it much, more of a library of a content to just keep it out there, to keep it fresh?

Tyler: I think you do want to keep it somewhat fresh, but still basic marketing teaches you to try to keep … There is a reason why you watch Monday night football and they make you watch the same Budweiser commercial 10 times in a row. It just kind of takes that long for you to open the can. They have to drill it in your brain. They do it on purpose, they could shoot eight commercials, but they don’t. They keep hitting you with the same ones. For me I think there is that, but then you have the GEICO aspect of it, where they’ll hit you with the same commercial but they have eight different types of that commercial.

JD: Iterations of it.

Tyler: Iterations. We can do that now, because of the digital marketing, it’s much more cost effective, we are not doing it on televisions. That’s what I’m talking about is, you want uniformity in each campaign so that it’s making a dent, but you want options where you can see which one is gonna work the best, and that’s kind of what we are working on is those different options.

JD: Congratulations. Your site is beautiful, it looks amazing.

Tyler: Thanks man.

JD: All the best, continued success. I love celebrating great wins. Thanks for jumping on, and to the future, yes?

Tyler: Likewise. Happy holidays my friend. We’ll talk to you soon.

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