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Speaker 1: I would like to acknowledge the traditional owners of the

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Speaker 1: land on which this episode is being recorded, the Combomb

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Speaker 1: Merry people. They've been having conversations and telling stories on

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Speaker 1: this land for thousands of years, and we show our

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Speaker 1: gratitude and respect for their contribution to our environment and culture.

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Speaker 1: This is Rise and Conquer, the podcast where we strive

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Speaker 1: to become the highest version of ourselves through curious conversations,

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Speaker 1: healthy mindsets, laughter, connection, and a deep desire to evolve.

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Speaker 1: I'm your host, Georgie Stevenson. Join me as we explore parenthood,

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Speaker 1: business manifestation, and so much more.

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Speaker 2: It's positive, it's.

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Speaker 1: Practical, and it's about putting you in the driver's seat

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Speaker 1: of your own life.

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Speaker 3: Are you ready?

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Speaker 1: Hello, my loves, and welcome to another episode. We have

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Speaker 1: a bit of a different episode for you today. This

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Speaker 1: is an episode for my marketing Galleys, for my business galleys,

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Speaker 1: and basically we're going to do a deep dive into

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Speaker 1: n h's Black Friday marketing strategy. We don't do Black

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Speaker 1: Friday at R and C, so we're going to go

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Speaker 1: into n H's and I did put a call out

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Speaker 1: on my story, so I do have some questions from

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Speaker 1: you guys, but I am joined by none other than

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Speaker 1: Chantal Shan. I honestly thought you had been on the

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Speaker 1: podcast before.

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Speaker 3: No, I can't. It's my first time. I think I've

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Speaker 3: just kind of been in the background, like if you know,

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Speaker 3: you know, But here I am so.

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Speaker 1: Shantell is the marketing director of Naked Harvest. Me and

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Speaker 1: Shan go back years and years before she actually joined

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Speaker 1: the NH team. She was the marketing go to for

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Speaker 1: Pedal on Part and as you guys know, I used

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Speaker 1: to do collections with Pedal and Pubs, So that's how

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Speaker 1: we met each other, and we just fell in love

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Speaker 1: with each other, didn't Chante.

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Speaker 3: We did.

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Speaker 1: I felt like the way that you handled you know,

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Speaker 1: me and Jacinta, our collab and everything, we could just

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Speaker 1: tell how professional you were, how much you knew and

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Speaker 1: you were just such a vibe to be around. So

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Speaker 1: and then also Chantelle did come into Naked Harvest. I

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Speaker 1: actually asked her to privately consult for us and also

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Speaker 1: to mentor someone in the team.

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Speaker 2: Which she did.

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Speaker 1: We had like a huge courting period and Chantell was

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Speaker 1: working somewhere else and I basically kept asking her to

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Speaker 1: come and work for me until she said yes. I

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Speaker 1: basically hounded you until you said yes to come and work.

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Speaker 3: For us, and in h basically we had, like, I

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Speaker 3: don't know, a three year situationship.

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Speaker 2: We did.

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Speaker 3: We had a three year situation and I think now

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Speaker 3: it's been a little bit over your actually got my

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Speaker 3: notification last week that it was two years officially that

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Speaker 3: I had worked in capacity with Naked Harvest and you

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Speaker 3: kind of not necessarily in house, but I think you know,

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Speaker 3: in that more formal capacity. So yeah, two years.

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Speaker 1: I know, Oh my god, so wild. So Chantel is

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Speaker 1: a marketing director. But I also feel like you do

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Speaker 1: so many other things in the business because we are

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Speaker 1: a small business, so you're absolutely over everything. But do

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Speaker 1: you just want to do you want to give yourself

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Speaker 1: a bit of intro?

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Speaker 3: Yeah, I guess, you know, for those of you who

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Speaker 3: don't know me, which I'm gonna basically say is most people,

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Speaker 3: because like I said, occasionally I'll pop up on a TikTok,

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Speaker 3: but that's you know, that's really it. I've spent the

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Speaker 3: last fifteen years working in e common marketing and in

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Speaker 3: different capacities. You know, I've worked with so many great

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Speaker 3: brands in Australia. You can probably tell by my accent

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Speaker 3: that I am not Australian, but I've lived in Australia

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Speaker 3: now also often for those fifteen years, and at Naked Harvest,

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Speaker 3: it's definitely a different business from where I have been before.

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Speaker 3: But it's great because I'm able to apply all of

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Speaker 3: my learnings from working in you know, big publicly traded businesses,

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Speaker 3: and I'm able to you know, support all of the

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Speaker 3: departments in scale and in strategy, which I love being

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Speaker 3: able to, you know, be across everything. But then I

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Speaker 3: also get to diversify what I do by working with

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Speaker 3: you know, supplements, which is it's a completely different game

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Speaker 3: and I actually think, gee, it's like one of the

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Speaker 3: toughest verticals to be in, to be honest with you,

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Speaker 3: there's like so many more nuances that come along with it.

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Speaker 3: But then also I get to be a part of

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Speaker 3: Rise and Conquer, So like, how cool is that that?

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Speaker 3: You know, it's neither of these are just products. Like

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Speaker 3: I think, this is the first time in my career

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Speaker 3: that I get to be behind a product that's like

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Speaker 3: actually changing people's lives. And yeah, I'm I'm obsessed, but

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Speaker 3: it's amazing to you know, be here and be a

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Speaker 3: part of the team.

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Speaker 2: We love you. We're obsessed with the year.

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Speaker 3: I love you, guys.

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Speaker 1: I love it because obviously you came into Nake at

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Speaker 1: Harvest and we were kind of like the smallest business

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Speaker 1: you had ever worked for.

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Speaker 2: I'm doing air.

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Speaker 1: Quotes smallest because we're we're.

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Speaker 3: A big deal. Yeah, we're a big deal, but like

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Speaker 3: I think, to give perspective, I've come from hundreds of

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Speaker 3: million dollar businesses and like, we're out our way, but like.

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Speaker 1: We're absolutely not our way, but we're not there yet,

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Speaker 1: and we're humble enough.

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Speaker 3: To say it exactly.

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Speaker 1: So basically, this episode came about because currently you can

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Speaker 1: win a Jymney, you can win a Jymney car in

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Speaker 1: Naked Harvest, and this was definitely you and Cooper's idea.

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Speaker 1: I cannot take any credit for this, and I thought

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Speaker 1: it would be cool just to do a behind the

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Speaker 1: scenes episode on even like that strategy and obviously our

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Speaker 1: Black Friday, just because if I was, you know, an

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Speaker 1: NH customer or an in the R and C community,

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Speaker 1: I would probably be thinking, like if I wasn't in

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Speaker 1: the business, like and because also we know, you know

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Speaker 1: a lot of people are doing different marketing stunts right now,

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Speaker 1: thinking like how does a business do that? Like, what's

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Speaker 1: the understanding, what's the reasoning? Because also, like a car,

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Speaker 1: that's a huge deal, that's a huge expense.

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Speaker 2: So do you want to just get into a little.

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Speaker 1: Bit of how we're literally going to give someone a car?

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Speaker 3: Yeah?

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Speaker 1: No, And I'm pretty sure when this episode goes live,

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Speaker 1: you've still got about like three weeks to ender.

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Speaker 3: Yeah, I hope, so, I think it's it's kind of

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Speaker 3: early December is when the cutoff is. But no, I

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Speaker 3: would love to share that we have made a lot

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Speaker 3: of jokes about Cooper going rogue. None of those are jokes.

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Speaker 3: Cooper will come into the office and just be like, hey, Shan,

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Speaker 3: I had this idea. And you know, I love Cooper's

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Speaker 3: concepts because he really, probably more than any of us,

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Speaker 3: I think, thinks outside the box and he's not bound

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Speaker 3: by what he thinks would work. And so he was like, let's.

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Speaker 2: How I have the funniest.

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Speaker 3: Thing, what example do you what would you like to

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Speaker 3: get today?

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Speaker 1: Quick example of out of box ideas? We were talking

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Speaker 1: about the Rise update in a meeting and brother, we

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Speaker 1: were talking about how sexy we find Alexi's voice, you know,

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Speaker 1: Alexi from Hustle, and then we were talking about how

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Speaker 1: we want to get her to do meditations, and then

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Speaker 1: we're talking about how it's so sexy blah blah blah,

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Speaker 1: and then Cooper was like, why don't we do meditations

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Speaker 1: then around like getting people ready for sex? And I

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Speaker 1: was like, he's like, like libido meditations. I was like,

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Speaker 1: oh my, because he's like yeah, because that's like a

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Speaker 1: for girls. You guys need to be warmed up, like

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Speaker 1: you need to be emotionally. He understands, and I was

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Speaker 1: just like, oh my god, this is And he's like,

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Speaker 1: why are you guys laughing? Like I'm being full serious,

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Speaker 1: and I was like stop just because he's TikTok famous

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Speaker 1: or sorry BookTalk famous, specifically specifically book talk famous, which

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Speaker 1: is a whole other things. Sorry I interrupted, Please continue.

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Speaker 3: I feel like that context is good because it let's

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Speaker 3: you know, like you never know what you're gona get

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Speaker 3: with Cooper. So Cooper was like, let's do something big,

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Speaker 3: and we played around with the concept of like okay,

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Speaker 3: let's give away car, and the behind the scenes fact

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Speaker 3: of that is like, this is a big gamble on

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Speaker 3: our side because we can't just like decide we want

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Speaker 3: to buy a car. We have our beautiful CFO Kelly

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Speaker 3: that we have to get everything approved through and like

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Speaker 3: that needs to come out of the marketing spend so

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Speaker 3: there and it needs to be like a very clear strategy.

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Speaker 3: And for us it was like, hey, instead of spending

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Speaker 3: money on these different areas, how can we give back

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Speaker 3: to our community and give someone something that like is

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Speaker 3: actually cool. Because we played around with like do we

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Speaker 3: want to give away five grand? Do we want to

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Speaker 3: do a bunch of little things, like should we do

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Speaker 3: another retreat? And yeah, that was kind of the the idea,

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Speaker 3: but let's.

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Speaker 2: Do a car.

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Speaker 3: Yeah, I think this. I think this probably like really

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Speaker 3: kicked off while you were in Europe.

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Speaker 1: Yes, it went up on social media, Chantel saying to

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Speaker 1: the team that she'd bought a car, and I like

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Speaker 1: literally messaged it and I was like, did you guys

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Speaker 1: buy a car?

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Speaker 2: And she's like, oh, yeah, didn't you get lived into

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Speaker 2: that one?

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Speaker 1: I was like, like I heard the initial concept in

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Speaker 1: the initial meeting when we were thinking about it, and

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Speaker 1: then I didn't hear anything, and then I was Europe

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Speaker 1: and then you guys bought a cob without me knowing.

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Speaker 3: Yeah, so we found a beige Jimney because you know

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Speaker 3: what else would we do then have a beige car

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Speaker 3: and brand feels on brand, So we bought like an

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Speaker 3: exl one and one of the girls and the team

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Speaker 3: has it, and she's so obsessed and gets to do

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Speaker 3: all these cool things. So we're like, all right, this

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Speaker 3: is the car for us. But yeah, she didn't find

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Speaker 3: out until that social post was there, and then I think,

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Speaker 3: in like the era of like complete trust, I was like,

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Speaker 3: I need your driver's license and Tim's driver's license and

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Speaker 3: proof of address and like if I want to be

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Speaker 3: Georgie Stevenson tomorrow, I've got enough identity points. Yeah, absolutely

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Speaker 3: could in order to do so it's like literally brand news.

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Speaker 3: So whoever gets this vehicle, Like I picked it up

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Speaker 3: two days after it was delivered from I don't know,

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Speaker 3: somewhere north of Brisbane, Yeah, Bribe Island or something like that.

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Speaker 3: So she's been on a little bit of an adventure.

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Speaker 3: She absolutely has. Yeah, but we're we're gonna give her away.

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Speaker 3: So like, all you need to do is spend twenty

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Speaker 3: dollars and be subscribed to marketing, and every twenty dollars

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Speaker 3: you spend, you get entered into win and we just

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Speaker 3: have a little blurb where we would love to to

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Speaker 3: know like why you want to win, because I think

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Speaker 3: that's exciting. I want to know the stories, yeah, like

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Speaker 3: what it would you do? How would you drive it?

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Speaker 3: Where would you go? Yeah, especially because we are going

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Speaker 3: to call you to tell you you want and like, guys,

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Speaker 3: just so you know, I'm not allowed to be in

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Speaker 3: the room when we give people good news because I'm

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Speaker 3: an emotional crier and Dell's gonna be bawling and I

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Speaker 3: cried last time we gave away something and I can't

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Speaker 3: be quite so I will not be in the room

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Speaker 3: because you know, I get happy for everybody.

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Speaker 1: For context to be like quite transparent with you guys. Basically,

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Speaker 1: what Sham was saying before is let's say instead of

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Speaker 1: spending forty k on Facebook ads, we're spending that on

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Speaker 1: the car. So we have a marketing budget where we're

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Speaker 1: allocating a certain amount of money that we can spend

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Speaker 1: on marketing in order to get an ROI to then

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Speaker 1: get you know, the sales. So instead of spending that

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Speaker 1: on Facebook ads, we're literally spending it on you guys.

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Speaker 3: Yeah, which is like how cool is that? It's so cool.

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Speaker 3: It is technically a gamble, but like it's it's so cool,

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Speaker 3: and I think.

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Speaker 1: Well, that's the biggest thing is like I really hope

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Speaker 1: this goes well because if you guys do get involved

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Speaker 1: and it goes well, we literally will do this again

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Speaker 1: and like, who knows what else we could.

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Speaker 3: Buy you guys.

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Speaker 1: Yeah, so like anything like this, Guys, when you see

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Speaker 1: brands doing them, definitely get involved because it just means

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Speaker 1: they're spending their marketing budget on you instead of Facebook

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Speaker 1: ads or TikTok or creators.

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Speaker 3: It's really cool and it gives you the opportunity to

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Speaker 3: drive organic reach. It's not something that we normally see

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Speaker 3: anymore where brands really want to focus on that. But

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Speaker 3: it's literally giving the power back to the community. So

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Speaker 3: now that you know we're not spending it on a

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Speaker 3: Facebook ad, that's a great opportunity to either support Naked

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Speaker 3: Harvest by entering or alternatively just engage with the content. Yeah,

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Speaker 3: get excited. Yeah, send it to your friend who like

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Speaker 3: is manifesting winning a car, because odds are are like

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Speaker 3: that's going to be the person who wins. Like, we

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Speaker 3: just know that that's how it's gonna work. It's gonna

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Speaker 3: be the person who's manifested it. We know it absolutely.

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Speaker 2: Oh my god, that's amazing. So that's behind the scenes

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Speaker 2: on the Jymney if.

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Speaker 3: This happens, Like we're talking about so many cool things

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Speaker 3: that we want to do next year that are out

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Speaker 3: of the box and are giving back to more of

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Speaker 3: the community, but we kind of need to see inside

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Speaker 3: of our house the proof of concept, yes, because like we.

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Speaker 1: Do have a CFO, we do have budgets, we do

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Speaker 1: have a team, we have to pay, we have things,

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Speaker 1: you know, expensive overheads, all those sorts of things. So

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Speaker 1: we need to make sure activations like this work. So

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Speaker 1: when you guys do get involved, they do. And we're able,

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Speaker 1: like me and Shan are already talking about doing like

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Speaker 1: a brand trip next year where we don't take influences,

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Speaker 1: we literally just take the community. So we're already organizing that.

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Speaker 1: And so like the whole thing is it's like we're

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Speaker 1: putting basically our money where.

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Speaker 2: You know, our money where our mouth. Is Is that

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Speaker 2: the right thing?

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Speaker 3: Yeah? It is, And it's it's us feel like wanting

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Speaker 3: to do something that's really cool, Like we don't know

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Speaker 3: where it's going to be, but We're like, do we

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Speaker 3: go to the mail dives?

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Speaker 2: Do we go to the mail dives?

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Speaker 1: Where?

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Speaker 3: Where can we go? It's we want to you know,

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Speaker 3: take the nh CO on an exciting journey because like

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Speaker 3: I said, we are a lifestyle brand and part of

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Speaker 3: that lifestyle.

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Speaker 1: A community brand, and so we just yeah, we just

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Speaker 1: love treating you guys.

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Speaker 3: Yeah, it is actually the absolute most fun thing that

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Speaker 3: we get to do.

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Speaker 1: So that's behind since on the jymney, we are going

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Speaker 1: to get into a couple of questions from the community

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Speaker 1: for my marketing and business galleys. First of all, Shen.

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Speaker 2: Do you want to do just like a top line?

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Speaker 1: What is our Black Friday strategy for nh Yes, very

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Speaker 1: top lines, but not giving away all the secrets.

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Speaker 3: I thought I might share, like why Black Friday is

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Speaker 3: actually called black Friday because it is something that I'd say,

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Speaker 3: maybe in the last ten years, has gotten big in Australia.

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Speaker 3: Before then didn't really exist. But it used to be

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Speaker 3: the day where businesses would go from being in the

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Speaker 3: red so basically being in the negative because as a business,

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Speaker 3: a lot of times you are doing things that aren't

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Speaker 3: necessarily profitable. To then have such a big sales day

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Speaker 3: that it would turn them into the black before they

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Speaker 3: go into the green at Christmas time. Most businesses don't

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Speaker 3: operate that way anymore. You literally wouldn't be able to function,

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Speaker 3: Like that's not how our business operates. But the concept

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Speaker 3: of it being the biggest shopping day or biggest shopping

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Speaker 3: weekend in the world is because more revenue happens between

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Speaker 3: that Friday and that Monday than anything else. Now, because

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Speaker 3: you know, the consumer has so much power, it challenges

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Speaker 3: us as a brand to make sure that we are

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Speaker 3: delivering the best value that we possibly can, being creative

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Speaker 3: and you know, making sure that they're having a great

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Speaker 3: shopping experience. It's literally become almost like a social event

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Speaker 3: for shopping.

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Speaker 1: It has, Yeah, I know, I remember when like we

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Speaker 1: first became a brand and this whole concept of like

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Speaker 1: Black Friday was you know.

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Speaker 2: Introduced, well not introduced, but introduced to.

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Speaker 1: Me, and I didn't really understand it, but like I

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Speaker 1: was told, like it's begin eCOM like you got to

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Speaker 1: get involved, and like I think our first time we

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Speaker 1: did it, like it was just like super basic.

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Speaker 2: I think it was the second year we started to

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Speaker 2: like see it as.

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Speaker 1: An event and I even remember you know, our brand

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Speaker 1: manager at the time saying those words like it's an event,

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Speaker 1: We've got a blah blah blah, and I never really

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Speaker 1: got the hype. And then like I kind of obviously

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Speaker 1: saw the back end and I was like, Okay, I

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Speaker 1: kind of get it. But it is so interesting and

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Speaker 1: I do love the fact that our community knows that

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Speaker 1: is going to be a sale at that time.

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Speaker 3: Yeah, and we have to plan really far in advance.

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Speaker 3: Last year, I apologize again for the fact that we

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Speaker 3: didn't have sour Worms because I think we ran out

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Speaker 3: like in the first day, because that is like the

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Speaker 3: growing pain of the business is trying to figure out

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Speaker 3: what people are actually going to be purchasing. Because I'd

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Speaker 3: still say that we're at this point, especially as we

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Speaker 3: introduce new products, new products, like sometimes we don't have

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Speaker 3: a crystal ball, like we can't read the future, so

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Speaker 3: sometimes we're not going to get it right. And I

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Speaker 3: know that was it was really tough not having sour Worms.

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Speaker 3: I think we were sold out until the end of

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Speaker 3: January or something. Yeah, that was last year.

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Speaker 2: That was a tough time.

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Speaker 3: Yeah, But back to the original question about the planning

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Speaker 3: of the strategy. So we started planning this. I mean

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Speaker 3: we've been talking on and off about this for six

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Speaker 3: plucks months at this point. You know, the farthest back

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Speaker 3: is definitely going into product strategy so that we don't

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Speaker 3: run out of anything. But this year we actually approached

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Speaker 3: Black Friday really differently because there is one, like the

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Speaker 3: biggest thing that we can't ignore right now is that

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Speaker 3: cost of living has changed for our community, and we

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Speaker 3: want to make sure that we're delivering the best value

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Speaker 3: that we possibly can. So you know, for us, we

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Speaker 3: have definitely stocked up so that you can get your products,

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Speaker 3: but we're also going to have the best offer that

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Speaker 3: we've ever had as a branded It's the deepest percentage

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Speaker 3: that we've ever done. And this is something that we've

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Speaker 3: even said, like, can only ever happen on Black.

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Speaker 1: Friday because we cannot sustain that.

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Speaker 3: Yeah, we can't sustain it. But it's about you guys,

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Speaker 3: So we need to make sure that we show up

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Speaker 3: in this way. Am I allowed to tell them what

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Speaker 3: we're doing? The percentage? Do you want me to?

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Speaker 2: Yeah?

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Speaker 3: So we're going to be doing thirty percent, and we're

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Speaker 3: going to be doing thirty percent for the entire period,

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Speaker 3: including starting early which.

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Speaker 1: We we have never done thirty percent off everything at NH. Ever,

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Speaker 1: we've done like thirty percent off like certain stock that we're.

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Speaker 2: Basically, you know, trying to get rid of over trying to.

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Speaker 1: Move, but never on like our best sellers, like anything

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Speaker 1: like that. Have we done this, Well, we did it

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Speaker 1: for your thirtieth for like I think literally like twelve hours,

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Speaker 1: and we were cheeky about it.

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Speaker 3: Yeah, and that, oh my god, remember how crazy that way.

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Speaker 3: Not only did it go off, but it also caused

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Speaker 3: this whole thing of Cooper being like I want to

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Speaker 3: celebrate my birthday and we're like.

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Speaker 2: No, because you're over thirty.

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Speaker 3: We can't do it. We can't afford that.

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Speaker 2: Guys, I can.

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Speaker 1: Confirm we won't be doing a thirty one percent sale

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Speaker 1: my thirty first Yeah, that's next year, because it like

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Speaker 1: it went too crazy.

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Speaker 3: Yeah. The there then always comes a thing because again,

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Speaker 3: we love our CFO and I'll reference Kellye quite a

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Speaker 3: few times throughout this, but we're obsessed with her and

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Speaker 3: she actually empowers us. Kelly is the best. Yeah, she's

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Speaker 3: I love her. She's amazing. She helps us make educated decisions,

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Speaker 3: which I think is like the best thing that you

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Speaker 3: can do really as a marketer is understand like the

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Speaker 3: entire holistic financial view of your business before you make

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Speaker 3: those decisions. We know that people are going to be

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Speaker 3: waiting and holding back to see what that Black Friday

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Speaker 3: offer is, so we want to make sure that we

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Speaker 3: give them something that's worth that little bit of holding back.

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Speaker 1: For yeah, one hundred percent. And like Chantelle said, we

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Speaker 1: know there's a lot happening this year.

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Speaker 2: It has been a whirlwind.

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Speaker 3: We can a test to that.

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Speaker 2: So yeah, we're doing our bigger seal.

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Speaker 1: And also, guys, I just want to add in, we

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Speaker 1: have tested a lot of different things in regards to

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Speaker 1: you know, tiered codes, different percentages off different products, and

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Speaker 1: for us, the best thing is a flat discount. Hey yeah, yeah,

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Speaker 1: I don't know why. It's just it's the thing for us.

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Speaker 1: We've tried so many like buy on and get one free,

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Speaker 1: all those sorts of things, but a flat discount. I

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Speaker 1: think it's the simplicity.

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Speaker 3: Yeah, maybe I think it is, like it's that whole

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Speaker 3: like Brene Brown like to be clear as to be

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Speaker 3: kind like it is the lyrist off of yeah, just

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Speaker 3: like here it is. Yeah, you guys are going to

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Speaker 3: get it. And then because if you think about it,

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Speaker 3: if we make something not clear, it then also causes

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Speaker 3: issues for other portions of the business. So then not

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Speaker 3: only are you confused, but like our social team can't

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Speaker 3: keep up with DMS, our customer care team can't keep

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Speaker 3: up with emails. If we have to manually make order

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Speaker 3: changes like that is something that can be it can

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Speaker 3: be a nightmare. So it actually just keeps it like easy.

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Speaker 3: It helps you build your basket. Yeah, and yes we

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Speaker 3: could have done like a cool GWP, but at the

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Speaker 3: end of the day, if you want to buy accessories, cool,

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Speaker 3: go for it. But we want you to nourish your bodies.

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Speaker 3: And so that's why it's all about the supplements. I mean,

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Speaker 3: everything's thirty percent off, but hopefully this encourages you to,

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Speaker 3: you know, really prioritize yourself and your well being with

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Speaker 3: your purchasing behavior.

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Speaker 1: Yeah, one hundred percent. So that's kind of toplane strategy.

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Speaker 1: And then the uplift strategy, so like throughout the time,

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Speaker 1: So basically how long is that a week?

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Speaker 2: Ten days?

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Speaker 3: It's like it's almost two weeks. This was your decision, yeah.

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Speaker 2: Oh yeah, I know.

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Speaker 3: Yeah, we were like, let to do it a whole

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Speaker 3: week earlier than we were originally planning.

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Speaker 2: I'm crazy. Yeah, my god, I hope we don't sell out.

438
00:20:08,440 --> 00:20:10,199
Speaker 2: We're just in a mood, guys.

439
00:20:10,280 --> 00:20:12,880
Speaker 1: I make decisions in the business and then I it's

440
00:20:13,040 --> 00:20:15,840
Speaker 1: like I black out and then I'm like to Chantell,

441
00:20:16,000 --> 00:20:18,199
Speaker 1: why would you make that decision? And she's like that

442
00:20:18,400 --> 00:20:20,960
Speaker 1: was yours and I'm like, oh yeah.

443
00:20:21,000 --> 00:20:23,520
Speaker 3: So we're also starting a week earlier than ever before.

444
00:20:23,760 --> 00:20:26,119
Speaker 2: That's amazing, guys. I'm so excited.

445
00:20:26,680 --> 00:20:28,719
Speaker 1: Honestly, I feel like I blacked out in Europe and

446
00:20:28,760 --> 00:20:31,360
Speaker 1: just like forgot everything from the like before I went.

447
00:20:31,480 --> 00:20:34,560
Speaker 3: So you got so relaxed because you're like, everything's fine,

448
00:20:34,760 --> 00:20:35,679
Speaker 3: life happens for me.

449
00:20:36,000 --> 00:20:38,399
Speaker 1: And then so we are going to be doing we

450
00:20:38,440 --> 00:20:42,800
Speaker 1: always do giveaways during Black Friday, so every single day

451
00:20:42,840 --> 00:20:45,320
Speaker 1: you're going to be able to win things. So we're

452
00:20:45,320 --> 00:20:47,560
Speaker 1: going to be putting like random gifts.

453
00:20:47,240 --> 00:20:49,119
Speaker 3: In your order, which we love doing. It is like

454
00:20:49,160 --> 00:20:52,080
Speaker 3: so exciting, Yes, definitely. So we have a lot of

455
00:20:52,119 --> 00:20:54,399
Speaker 3: brand partners that are going to be participating in this.

456
00:20:54,920 --> 00:20:57,040
Speaker 3: So think you know some of your favorite brands that

457
00:20:57,080 --> 00:20:59,840
Speaker 3: we probably already work really closely with. Yeah, we know

458
00:21:00,040 --> 00:21:02,080
Speaker 3: Coopa's gonna stop at the ATM and pull out cash

459
00:21:02,240 --> 00:21:04,680
Speaker 3: because that is the way the man likes to operate.

460
00:21:05,640 --> 00:21:07,200
Speaker 2: Yeah, I know, we're trying to do like.

461
00:21:07,359 --> 00:21:10,200
Speaker 1: Fun things like we're like, let's do like Apple headphones

462
00:21:10,240 --> 00:21:12,080
Speaker 1: and like cool gifts like that, and he was like, no,

463
00:21:12,200 --> 00:21:12,919
Speaker 1: let's do cash.

464
00:21:12,960 --> 00:21:14,800
Speaker 2: That's what people want to give them cash. I'm like,

465
00:21:14,840 --> 00:21:15,960
Speaker 2: all right, fuck.

466
00:21:17,000 --> 00:21:18,720
Speaker 3: And that's like it's so much fun, and I think

467
00:21:18,720 --> 00:21:22,480
Speaker 3: it breaks up like the monotony of the day, especially

468
00:21:22,480 --> 00:21:24,960
Speaker 3: for like our warehouse team because they love getting involved.

469
00:21:25,240 --> 00:21:27,640
Speaker 1: Yes, a lot of a lot of social content.

470
00:21:27,880 --> 00:21:30,520
Speaker 3: Yeah, and so just keep your eyes peeled on social

471
00:21:30,560 --> 00:21:32,879
Speaker 3: because it's definitely going to be about interacting with your

472
00:21:32,960 --> 00:21:35,480
Speaker 3: order number for you to kind of get chosen to

473
00:21:35,560 --> 00:21:38,080
Speaker 3: win some things, because then it makes it fun to

474
00:21:38,720 --> 00:21:40,600
Speaker 3: I think it's that, you know, the satisfying videos of

475
00:21:40,680 --> 00:21:43,040
Speaker 3: like comment your order and then I'll pack it like

476
00:21:43,080 --> 00:21:45,960
Speaker 3: I love watching those, yeah, and so it kind of

477
00:21:45,960 --> 00:21:49,680
Speaker 3: provides that level of fulfillment. But also like every single

478
00:21:49,680 --> 00:21:52,560
Speaker 3: person that we give to is someone real who's interacting

479
00:21:52,600 --> 00:21:54,560
Speaker 3: with us, and like that's so cool.

480
00:21:54,960 --> 00:21:56,480
Speaker 2: Yeah, I know, it's so much fun.

481
00:21:56,560 --> 00:21:57,520
Speaker 3: Yeah, so much fun.

482
00:21:58,160 --> 00:22:00,960
Speaker 1: And we always have like the music paying like it's

483
00:22:01,359 --> 00:22:09,160
Speaker 1: a whole vibe down there. So this is the next question.

484
00:22:09,400 --> 00:22:11,479
Speaker 1: How are we doing it differently to other brands.

485
00:22:11,800 --> 00:22:13,479
Speaker 3: I feel like the way that we're doing it differently

486
00:22:13,520 --> 00:22:16,560
Speaker 3: is one going out early, but it's kind of in

487
00:22:16,600 --> 00:22:18,720
Speaker 3: moments like this and in moments of like we will

488
00:22:18,760 --> 00:22:21,600
Speaker 3: be setting out some communication beforehand to all of our

489
00:22:21,720 --> 00:22:25,480
Speaker 3: VIPs and our top loyalty customers in the nh CO,

490
00:22:26,200 --> 00:22:29,040
Speaker 3: Like there's no purpose in gatekeeping. We all know Black

491
00:22:29,080 --> 00:22:31,840
Speaker 3: Fridays about a sale. We want you to prepare, figure

492
00:22:31,840 --> 00:22:34,280
Speaker 3: out what you want, you know, decide am I going

493
00:22:34,320 --> 00:22:36,359
Speaker 3: to make two orders during this? You know?

494
00:22:37,000 --> 00:22:37,160
Speaker 1: Yeah?

495
00:22:37,160 --> 00:22:38,800
Speaker 3: I think that's how we do it differently, because we

496
00:22:38,880 --> 00:22:40,120
Speaker 3: could really complicate it.

497
00:22:40,720 --> 00:22:42,920
Speaker 1: But I think that's how we're doing it differently because

498
00:22:42,960 --> 00:22:45,320
Speaker 1: I feel like a lot of brands it's quite complex.

499
00:22:45,359 --> 00:22:47,600
Speaker 1: It's always like you have to spend this amount of

500
00:22:47,600 --> 00:22:49,439
Speaker 1: money and then you get this gift, or you have

501
00:22:49,480 --> 00:22:51,040
Speaker 1: to spend this amount of money and then it's this

502
00:22:51,160 --> 00:22:56,080
Speaker 1: discount or like tiered discounts, and look we have done.

503
00:22:55,920 --> 00:22:57,480
Speaker 3: A lot, or it's a percentage off of things that

504
00:22:57,480 --> 00:22:58,040
Speaker 3: I don't want.

505
00:22:58,240 --> 00:23:01,440
Speaker 1: Yeah, you know, like yeah, it's like sixty percent off.

506
00:23:01,480 --> 00:23:02,280
Speaker 2: But it's like the.

507
00:23:02,280 --> 00:23:05,320
Speaker 3: Sheet is stings, Yeah, which I mean that makes sense,

508
00:23:05,359 --> 00:23:07,800
Speaker 3: and you know that's why we have those. You've seen

509
00:23:07,920 --> 00:23:10,760
Speaker 3: like that we made too much sale. That happens sometimes

510
00:23:10,800 --> 00:23:12,199
Speaker 3: you're going to have too much of a product and

511
00:23:12,200 --> 00:23:13,680
Speaker 3: you have to clear it. It is a part of running

512
00:23:13,680 --> 00:23:16,520
Speaker 3: a business, absolutely, But like we want the offer to

513
00:23:16,560 --> 00:23:19,680
Speaker 3: be on like choose your own adventure, whatever you want.

514
00:23:19,680 --> 00:23:21,680
Speaker 2: Just stock up, focus on your house.

515
00:23:21,760 --> 00:23:22,520
Speaker 3: It's pretty simple.

516
00:23:22,640 --> 00:23:28,280
Speaker 1: Exactly how are we executing this strategy different to the

517
00:23:28,320 --> 00:23:30,040
Speaker 1: different like old different channels.

518
00:23:30,480 --> 00:23:32,760
Speaker 3: Our biggest channel at the moment that we're going to

519
00:23:32,800 --> 00:23:34,560
Speaker 3: do a little like things a little bit differently with

520
00:23:34,720 --> 00:23:37,720
Speaker 3: is loyalty. So if you're not officially a member of

521
00:23:37,720 --> 00:23:41,000
Speaker 3: the nh CO, I would definitely sign up. But we

522
00:23:41,119 --> 00:23:44,719
Speaker 3: have a great loyalty program and so loyalty is going

523
00:23:44,760 --> 00:23:46,719
Speaker 3: to be kind of our biggest point of difference in

524
00:23:47,160 --> 00:23:50,520
Speaker 3: we're going to communicate to our loyalty our loyalty tiers differently,

525
00:23:50,560 --> 00:23:54,760
Speaker 3: and we're also going to incentivize them differently. There may

526
00:23:54,760 --> 00:23:58,200
Speaker 3: be some opportunities to redeem a little bit or spend

527
00:23:58,200 --> 00:24:01,359
Speaker 3: a little bit depending on what your tier is during

528
00:24:01,400 --> 00:24:04,399
Speaker 3: that time. But other than that, like I feel like

529
00:24:04,520 --> 00:24:06,480
Speaker 3: what makes us unique and what our channel thing is

530
00:24:06,560 --> 00:24:09,920
Speaker 3: unique is we have worked so hard just to cultivate

531
00:24:09,960 --> 00:24:14,520
Speaker 3: this like powerhouse team to where we now run everything

532
00:24:14,560 --> 00:24:20,040
Speaker 3: in house. And our messaging strategy from a paid perspective

533
00:24:20,200 --> 00:24:22,679
Speaker 3: is going to be unique depending on how well you

534
00:24:22,680 --> 00:24:24,520
Speaker 3: know us. So if you're a new customer versus a

535
00:24:24,520 --> 00:24:28,600
Speaker 3: repeat customer, you'll have different messaging and like, every channel

536
00:24:28,640 --> 00:24:30,520
Speaker 3: is going to feel really unique, which I think is

537
00:24:31,000 --> 00:24:34,359
Speaker 3: a very exciting position to be in as a brand.

538
00:24:34,359 --> 00:24:37,400
Speaker 3: And it's nice knowing that, like our phenomenal team are

539
00:24:37,400 --> 00:24:39,080
Speaker 3: going to be the people that's powering everything.

540
00:24:39,400 --> 00:24:42,720
Speaker 1: Yeah, And in saying that, like with the different channels

541
00:24:42,800 --> 00:24:47,200
Speaker 1: or like you know, the Instagram, the TikTok, paid SMS, email,

542
00:24:47,440 --> 00:24:49,560
Speaker 1: we don't want it to be too different because you

543
00:24:49,600 --> 00:24:52,520
Speaker 1: want a unified message exactly, Like, so you want to

544
00:24:52,600 --> 00:24:55,960
Speaker 1: approach them differently just because obviously you're going to like

545
00:24:56,040 --> 00:24:58,359
Speaker 1: what you write in an SMS is going to be

546
00:24:58,359 --> 00:25:00,879
Speaker 1: different to email, and although you know how you do

547
00:25:00,920 --> 00:25:03,919
Speaker 1: the touch points is going to be different. But again,

548
00:25:04,359 --> 00:25:07,640
Speaker 1: simplicity is so important and you don't want to confuse

549
00:25:07,680 --> 00:25:11,000
Speaker 1: the customer. And also nothing annoys me more if like

550
00:25:11,200 --> 00:25:13,800
Speaker 1: you've already bought and then like something cool comes in,

551
00:25:14,200 --> 00:25:17,639
Speaker 1: like a bigger discount. So we really just try and

552
00:25:17,720 --> 00:25:20,600
Speaker 1: make sure that it's like we're unified in all our

553
00:25:20,640 --> 00:25:23,200
Speaker 1: messages because like you don't want to not have the

554
00:25:23,240 --> 00:25:24,000
Speaker 1: same message.

555
00:25:24,160 --> 00:25:26,240
Speaker 3: Yeah, that's I feel like you actually explain that so

556
00:25:26,359 --> 00:25:27,960
Speaker 3: much better. I feel like top of funnel, we'll just

557
00:25:27,960 --> 00:25:30,960
Speaker 3: continue to be really educational because you don't know, you

558
00:25:30,960 --> 00:25:33,280
Speaker 3: don't know Naked Harvest well. And then if you're a

559
00:25:33,359 --> 00:25:36,119
Speaker 3: seasoned n h CO purchaser, how can we get your

560
00:25:36,160 --> 00:25:39,680
Speaker 3: favorites in as quickly as possible? And then like also

561
00:25:39,760 --> 00:25:41,879
Speaker 3: what are the things that you haven't tried? So a

562
00:25:41,880 --> 00:25:45,720
Speaker 3: lot of messaging around that, especially our new Chuck Bake mixes,

563
00:25:46,160 --> 00:25:48,439
Speaker 3: which are in delicious. It look so good and the

564
00:25:48,480 --> 00:25:49,480
Speaker 3: photos look so good, they.

565
00:25:49,520 --> 00:25:53,120
Speaker 1: Like, and we also might have a sneaky new product coming.

566
00:25:53,160 --> 00:25:57,159
Speaker 3: Yes, I you know, no know we do, but like

567
00:25:57,240 --> 00:26:00,320
Speaker 3: it just makes me think of that long like behind

568
00:26:00,320 --> 00:26:03,840
Speaker 3: the biz post and like last year not even kidding

569
00:26:03,880 --> 00:26:07,560
Speaker 3: on Black Friday, like having our Black Friday products arrive

570
00:26:07,800 --> 00:26:11,159
Speaker 3: at like two fifty pm and this is such a

571
00:26:11,200 --> 00:26:14,520
Speaker 3: big drop and it'll be for Cyber Monday. But yeah,

572
00:26:14,520 --> 00:26:16,120
Speaker 3: the product is just so in demand that I don't

573
00:26:16,160 --> 00:26:18,359
Speaker 3: really want to, Like, I don't want to promise it

574
00:26:18,400 --> 00:26:20,360
Speaker 3: because I don't want to disappoint anybody because I will

575
00:26:20,400 --> 00:26:23,040
Speaker 3: personally be disappointed if it's not here. I know it.

576
00:26:23,560 --> 00:26:25,600
Speaker 3: Yeah so, and I literally think, guys, like, it's not

577
00:26:25,720 --> 00:26:28,200
Speaker 3: that we're trying to like hide something from you. It's

578
00:26:28,240 --> 00:26:29,760
Speaker 3: just if this comes in, it's going to be by

579
00:26:29,800 --> 00:26:32,040
Speaker 3: the wire. But if it comes in, we're giving you

580
00:26:32,040 --> 00:26:32,920
Speaker 3: thirty percent off.

581
00:26:33,240 --> 00:26:36,520
Speaker 1: Yeah wild Yeah, so it comes in this brand new product.

582
00:26:36,560 --> 00:26:39,600
Speaker 1: We're hoping we get it, but honestly, who the fuck

583
00:26:39,680 --> 00:26:41,160
Speaker 1: knows with logistics Tuesday.

584
00:26:41,240 --> 00:26:44,399
Speaker 3: Yeah, it's been a real smooth season. Mercury is not

585
00:26:44,440 --> 00:26:47,560
Speaker 3: in retrograde. I think for this Katie on our team

586
00:26:47,600 --> 00:26:50,640
Speaker 3: has actually put when Mercury is in retrograde basically over

587
00:26:50,680 --> 00:26:52,920
Speaker 3: every part of the year in the marketing calendar because

588
00:26:52,920 --> 00:26:56,240
Speaker 3: we found the strange correlation between everything going wrong.

589
00:26:57,200 --> 00:26:58,480
Speaker 2: I love Katie so much.

590
00:26:59,040 --> 00:27:02,120
Speaker 1: Okay, so, how have we tested this strategy out through

591
00:27:02,160 --> 00:27:05,720
Speaker 1: the YEA and how do we set targets and budgets

592
00:27:05,760 --> 00:27:09,200
Speaker 1: full like advertising and those sorts of things.

593
00:27:09,560 --> 00:27:11,240
Speaker 3: Gosh, I feel like those are kind of like two

594
00:27:11,240 --> 00:27:13,560
Speaker 3: separate things. I might answer them separately. It's totally fine,

595
00:27:13,560 --> 00:27:15,359
Speaker 3: because I really want to pay attention to the last one,

596
00:27:15,440 --> 00:27:19,520
Speaker 3: especially for all of our business owners and entrepreneurs that

597
00:27:19,560 --> 00:27:22,359
Speaker 3: I know love to tune in. But the first one, like,

598
00:27:22,359 --> 00:27:25,240
Speaker 3: how do we test this? Like we've run every type

599
00:27:25,240 --> 00:27:27,399
Speaker 3: of promo you can think of, and like in my career,

600
00:27:27,440 --> 00:27:30,000
Speaker 3: I've run every type of promo that you can think of.

601
00:27:30,800 --> 00:27:34,040
Speaker 3: When it gets complicated, it just doesn't perform as well.

602
00:27:34,240 --> 00:27:37,760
Speaker 3: So like spend and save can work really well if

603
00:27:37,800 --> 00:27:40,600
Speaker 3: you're a brand that like really strictly never goes on sale,

604
00:27:40,880 --> 00:27:43,520
Speaker 3: but it's still for some reason is confusing for the customer,

605
00:27:43,880 --> 00:27:45,440
Speaker 3: and that's really hard for us. I think we work

606
00:27:45,440 --> 00:27:47,399
Speaker 3: in the industry, so we're like, oh, yeah, it makes sense.

607
00:27:48,320 --> 00:27:52,080
Speaker 3: And when you have a flat percentage discount, it often

608
00:27:52,080 --> 00:27:56,120
Speaker 3: incentivizes people to purchase more. Because if I only got

609
00:27:56,160 --> 00:27:59,000
Speaker 3: twenty dollars off of one hundred and fifty, then like

610
00:27:59,080 --> 00:28:02,320
Speaker 3: I'm not incentivized to purchase anymore, whereas like I have

611
00:28:02,400 --> 00:28:05,520
Speaker 3: thirty percent, So therefore I'm empowered to buy as much

612
00:28:05,560 --> 00:28:07,359
Speaker 3: as i'd like, and I know that I'm always going

613
00:28:07,440 --> 00:28:11,760
Speaker 3: to save that thirty percent. So as a brand, it

614
00:28:11,840 --> 00:28:14,240
Speaker 3: just it drives a higher conversion but it does come

615
00:28:14,240 --> 00:28:17,000
Speaker 3: at a cost. What we need to now see is

616
00:28:17,000 --> 00:28:21,520
Speaker 3: such a huge uplift basically in volume that we can

617
00:28:21,720 --> 00:28:24,080
Speaker 3: justify the thirty percent off. So again it's like the Jymney.

618
00:28:24,160 --> 00:28:27,359
Speaker 3: It's it's a gamble because we're choosing to make thirty

619
00:28:27,359 --> 00:28:31,440
Speaker 3: percent less on each product, but our bills are going

620
00:28:31,480 --> 00:28:33,239
Speaker 3: to be higher because of the fact that we're going

621
00:28:33,280 --> 00:28:35,199
Speaker 3: to spend more. So this kind of does go into

622
00:28:35,240 --> 00:28:38,160
Speaker 3: the spend question. So when we're looking at our budget,

623
00:28:38,200 --> 00:28:40,280
Speaker 3: we're looking at what we did last year. That's like

624
00:28:40,360 --> 00:28:42,800
Speaker 3: the big baseline, and then we always look to see

625
00:28:43,400 --> 00:28:46,040
Speaker 3: how the business is trending and how it's changed, and

626
00:28:46,400 --> 00:28:49,640
Speaker 3: are there any variables that are impacting change, and that

627
00:28:49,760 --> 00:28:51,600
Speaker 3: kind of gives us, just like our flat budget of

628
00:28:51,600 --> 00:28:53,920
Speaker 3: what we want to make for our marketing budgets, what

629
00:28:53,960 --> 00:28:56,360
Speaker 3: we do as we work out a marketing efficiency ratio.

630
00:28:56,640 --> 00:29:00,360
Speaker 3: So a marketing efficiency ratio is basically a really easy

631
00:29:00,440 --> 00:29:03,400
Speaker 3: number of the percentage that you physically spend versus what

632
00:29:03,440 --> 00:29:07,560
Speaker 3: your overall revenue is, and that's something that we'll have

633
00:29:07,600 --> 00:29:09,480
Speaker 3: the target that will give us our budget, But then

634
00:29:09,480 --> 00:29:11,680
Speaker 3: we have to have our finger on the pulse every

635
00:29:11,720 --> 00:29:14,600
Speaker 3: single day to figure out are we ahead of budget

636
00:29:14,680 --> 00:29:17,400
Speaker 3: so can we spend more or are we behind? So

637
00:29:17,440 --> 00:29:20,320
Speaker 3: we need to pull back on spend. So it's not

638
00:29:20,480 --> 00:29:22,560
Speaker 3: a set it and forget thing. You literally have to

639
00:29:22,600 --> 00:29:25,360
Speaker 3: be by it every single day of your life. And

640
00:29:25,440 --> 00:29:27,520
Speaker 3: in a brand where we put a lot into hype,

641
00:29:28,000 --> 00:29:30,720
Speaker 3: it just means we're that little bit edgy, are a little

642
00:29:30,720 --> 00:29:34,920
Speaker 3: bit riskier into where we're front loading. Our marketing efficiency

643
00:29:35,080 --> 00:29:37,200
Speaker 3: is going to be a very high number, and we're

644
00:29:37,200 --> 00:29:40,560
Speaker 3: really banking on the payoff. Now we've gotten really good

645
00:29:40,560 --> 00:29:42,840
Speaker 3: at getting the payoff, which is awesome, and that's, you know,

646
00:29:42,840 --> 00:29:45,200
Speaker 3: in thanks to the community that we've worked really hard

647
00:29:45,200 --> 00:29:48,840
Speaker 3: to build and the amazing products. But setting the budget

648
00:29:48,880 --> 00:29:50,960
Speaker 3: all comes down to that. And one thing that we've

649
00:29:51,000 --> 00:29:54,600
Speaker 3: done as a brand is we put our money where

650
00:29:54,600 --> 00:29:57,000
Speaker 3: we can see the best return on money, and that's

651
00:29:57,000 --> 00:29:58,800
Speaker 3: something that we have to be really strict on. So

652
00:29:59,280 --> 00:30:01,400
Speaker 3: we're very lucky that we still do really great in

653
00:30:01,480 --> 00:30:04,840
Speaker 3: meta ads. TikTok has been like a new discovery point

654
00:30:04,840 --> 00:30:06,800
Speaker 3: for us, So we're definitely going to spend more than

655
00:30:06,880 --> 00:30:09,360
Speaker 3: we did last year, but it's still not going to

656
00:30:09,360 --> 00:30:12,000
Speaker 3: be our number one channel. TikTok is over a human

657
00:30:12,040 --> 00:30:14,560
Speaker 3: miss it's a great discovery tool, but there it then

658
00:30:14,640 --> 00:30:17,120
Speaker 3: like runs the gamble of you know, say you've got

659
00:30:17,440 --> 00:30:19,840
Speaker 3: you know, one hundred and fifty dollars that you're spending

660
00:30:19,920 --> 00:30:22,280
Speaker 3: during that period, are you going to spend it on

661
00:30:22,280 --> 00:30:24,000
Speaker 3: the brand you've just discovered or are you going to

662
00:30:24,000 --> 00:30:25,600
Speaker 3: spend it on the brand that you know. Generally you're

663
00:30:25,600 --> 00:30:26,760
Speaker 3: going to spend it on the brand that you know.

664
00:30:27,800 --> 00:30:30,480
Speaker 3: So we just have to be really compelling to make

665
00:30:30,520 --> 00:30:33,560
Speaker 3: sure that we're building trust from the get go. That's

666
00:30:33,560 --> 00:30:35,560
Speaker 3: something that's a little bit easier to us because we

667
00:30:35,640 --> 00:30:38,560
Speaker 3: have all of our great reviews and great testimonials and

668
00:30:38,600 --> 00:30:41,400
Speaker 3: we're able to leverage that. You know, we've put all

669
00:30:41,400 --> 00:30:45,080
Speaker 3: of this work the year into this really chaotic eleven days,

670
00:30:45,160 --> 00:30:48,240
Speaker 3: but you know, a lot of work goes into figuring

671
00:30:48,280 --> 00:30:50,160
Speaker 3: that out. So I know, the logic that I just

672
00:30:50,200 --> 00:30:52,719
Speaker 3: gave probably is something that you might need to like

673
00:30:52,760 --> 00:30:54,600
Speaker 3: sit down and work out how I said it. But

674
00:30:54,680 --> 00:30:58,040
Speaker 3: I think that just shows how important intimacy with your

675
00:30:58,040 --> 00:31:01,360
Speaker 3: financials in the business are. Yeah, because it's not going

676
00:31:01,440 --> 00:31:04,320
Speaker 3: to be the same for any business, and that's something

677
00:31:04,400 --> 00:31:06,560
Speaker 3: I feel like we've learned a lot this year. I

678
00:31:06,600 --> 00:31:10,160
Speaker 3: was just getting so intimate with our financials and it also,

679
00:31:11,080 --> 00:31:12,840
Speaker 3: like Shin said, you're not going to know and to

680
00:31:13,080 --> 00:31:15,160
Speaker 3: kind of like sit down and you try and you

681
00:31:15,200 --> 00:31:16,880
Speaker 3: figure it out, and it is going to be so

682
00:31:16,960 --> 00:31:19,720
Speaker 3: different for each business. Yeah, because we've always been a

683
00:31:19,760 --> 00:31:22,479
Speaker 3: business that thinks very abundantly with our finances and how

684
00:31:22,480 --> 00:31:24,880
Speaker 3: we're trending, like, it doesn't mean that we can't have

685
00:31:24,920 --> 00:31:27,280
Speaker 3: the intimacy. It's actually better for us because you know,

686
00:31:27,320 --> 00:31:30,040
Speaker 3: like I said earlier, we're making really informed decisions in

687
00:31:30,080 --> 00:31:33,560
Speaker 3: anywhere that we're putting our spend because every portion of

688
00:31:33,640 --> 00:31:36,800
Speaker 3: money that we spend in this brand is an investment,

689
00:31:37,360 --> 00:31:38,880
Speaker 3: so then we kind of know where our returns are

690
00:31:38,920 --> 00:31:40,960
Speaker 3: going to be. And I'm really proud of the team

691
00:31:40,960 --> 00:31:43,960
Speaker 3: because they're so across what their channels bringing into the

692
00:31:43,960 --> 00:31:47,680
Speaker 3: business every single day that it helps us work together

693
00:31:47,880 --> 00:31:52,280
Speaker 3: to you know, drive a really incredible strategy. So proud

694
00:31:52,280 --> 00:31:54,840
Speaker 3: of them. I know they are honestly like the best.

695
00:31:55,000 --> 00:31:56,040
Speaker 2: Yeah, amazing.

696
00:31:56,080 --> 00:31:59,120
Speaker 1: Well, I feel like we have answered all the questions.

697
00:32:00,160 --> 00:32:02,640
Speaker 2: And thank you so much for joining me on the potty.

698
00:32:03,040 --> 00:32:05,520
Speaker 1: I love talking business and doing we'll definitely have you

699
00:32:05,600 --> 00:32:07,720
Speaker 1: back on for something else.

700
00:32:07,520 --> 00:32:07,960
Speaker 2: I'm sure.

701
00:32:08,120 --> 00:32:10,360
Speaker 3: Thanks for having me this fantastic comes up.

702
00:32:10,440 --> 00:32:12,800
Speaker 2: Yeah, well that I just told everyone.

703
00:32:13,040 --> 00:32:14,960
Speaker 3: Yeah I was. I don't know if you noticed. I'm like,

704
00:32:15,040 --> 00:32:16,960
Speaker 3: I'm just not gonna spill anything. I'll just be bagged.

705
00:32:16,960 --> 00:32:19,640
Speaker 3: Georgie's like, here's the entire friend trip, Shan.

706
00:32:20,120 --> 00:32:23,440
Speaker 1: The R and C community is Honestly, there are people,

707
00:32:23,520 --> 00:32:25,960
Speaker 1: so we've gotta we can tell them it's fine.

708
00:32:26,040 --> 00:32:28,080
Speaker 3: I know it's it's so exciting.

709
00:32:28,120 --> 00:32:29,200
Speaker 2: I know it is so exciting.

710
00:32:29,400 --> 00:32:31,640
Speaker 3: And I mean we got are also invited rn C

711
00:32:32,080 --> 00:32:34,200
Speaker 3: community and h curl Oh.

712
00:32:34,120 --> 00:32:36,680
Speaker 2: Yeah right, honestly see you guys as the same people.

713
00:32:36,800 --> 00:32:38,640
Speaker 3: Yeah, exactly my people.

714
00:32:39,280 --> 00:32:41,680
Speaker 1: Well, Shan, thank you so much for coming on. Guys,

715
00:32:42,040 --> 00:32:44,560
Speaker 1: enter the Jymney giveaway. All you have to do is

716
00:32:44,560 --> 00:32:46,520
Speaker 1: spend it and h We'll put the link in the

717
00:32:46,520 --> 00:32:49,080
Speaker 1: show notes. Like we said, the more people that get

718
00:32:49,120 --> 00:32:51,480
Speaker 1: involved in that, the more things we can give.

719
00:32:51,320 --> 00:32:52,400
Speaker 2: Away to you guys.

720
00:32:52,440 --> 00:32:55,160
Speaker 1: And we won't give the marketing budget to Facebook, We'll

721
00:32:55,160 --> 00:32:55,840
Speaker 1: give it to you.

722
00:32:55,960 --> 00:32:57,800
Speaker 3: Let us give you a ranger over next year.

723
00:32:59,640 --> 00:33:00,120
Speaker 2: Stop.

724
00:33:00,840 --> 00:33:04,520
Speaker 3: It's just gonna get a the defender for sure. So nice.

725
00:33:05,360 --> 00:33:07,320
Speaker 1: All right, my love, thank you so much for listening.

726
00:33:07,400 --> 00:33:10,160
Speaker 1: I hope you learned something I hope you love this episode.

727
00:33:10,480 --> 00:33:10,800
Speaker 3: Ah.

728
00:33:11,000 --> 00:33:13,680
Speaker 1: If you liked this partty and you know someone who

729
00:33:13,760 --> 00:33:16,000
Speaker 1: might like it, please send it to them. Maybe they

730
00:33:16,280 --> 00:33:18,800
Speaker 1: own their own business or they're a marketing galley, so

731
00:33:18,960 --> 00:33:19,800
Speaker 1: please send it to them.

732
00:33:19,960 --> 00:33:22,200
Speaker 3: Thanks so much, Ed, thanks g Thanks everybody.

733
00:33:24,000 --> 00:33:26,800
Speaker 1: If you enjoyed it and want more, connect with us

734
00:33:26,880 --> 00:33:31,440
Speaker 1: via Instagram or continue the conversation on our beautiful Facebook

735
00:33:31,440 --> 00:33:34,600
Speaker 1: community page. All the details are in the show notes,

736
00:33:34,640 --> 00:33:38,040
Speaker 1: and I'd love to hear more about your journey. Also,

737
00:33:38,160 --> 00:33:41,520
Speaker 1: we're an independent podcast with a small but mighty team,

738
00:33:41,600 --> 00:33:44,440
Speaker 1: so we really do appreciate your support. If you have

739
00:33:44,480 --> 00:33:48,200
Speaker 1: a spare moment, please click the follow or subscribe button

740
00:33:48,240 --> 00:33:51,720
Speaker 1: to the podcast, and if you leave a review, you'll

741
00:33:51,720 --> 00:33:54,840
Speaker 1: help other people find our content and we would be

742
00:33:55,040 --> 00:33:57,600
Speaker 1: so grateful. I love you guys so much. I hope

743
00:33:57,640 --> 00:34:00,280
Speaker 1: you have an amazing day and I'll be back your

744
00:34:00,320 --> 00:34:01,360
Speaker 1: ears next week.

745
00:34:01,760 --> 00:34:09,799
Speaker 2: Bye mm hmm