The Holiday Edge: Actionable Shopping Insights for Black Friday Week

Welcome to our latest Wonderkin webinar where we bring you the latest insights on the market consumer data and the strategies that you need to succeed. On today's webinar, we'll be discussing holiday twenty twenty three, an actionable shopping insights for a successful Black Friday cyber Monday. Yes. I said Black Friday cyber Monday. Where it's only June, but with everything going on in the economic environment, we figured it'd be good to be extra prepared this year. So what's on the agenda today? Well, I'm very excited because I'm joined today by two of our lovely partners from A Marsis and Styletics. So we'll kick off with some intros, and then we'll talk about how consumers are really feeling these days based on our latest Wonderkin consumer research report. As well as recommendations on where we think brands should lean into this holiday season. If time permits, we'll wrap up with some Q and A. So hi, everyone. I'm your host and one of your presenters today. Megan Krzyznsky. I lead the product marketing team here at Wunderkin, which means my job is to talk all things Wunderkin products. So fun. So for those of you are unfamiliar with Wunderkind. In simplest terms, we help brands send more of their highest performing one to one messages across emails, text messages, and ads, as well as grow their marketable list. And what really makes Wonderkin different here is the scale and reach by which we're able to execute this and the results we're able to drive. As a performance market engine, we drive up to twenty five percent of total digital revenue for our clients, and we do it at a rate that's much more efficient than other page channels. So now that you know a little bit more about me and about Wunderkin, I'll pass it off to Danny from Styletics to introduce herself. Hi. I am Danny Williams Rivera, the senior content manager here at Styletics. I do all things content, so I do our websites. Social media, and I love to create exciting experiences on our site to tell you about styletics. Dialitics, we partner with over a hundred and fifty of the world's largest retailers to bring inspiration into the shopping experience through our innovative AI and automate driven solutions, like outfitting and bundling F scale. So I'm super excited to be here today. Thank you for having me. We're excited to have you and Camilla over to you. Hi, guys. My name is Camilla. I'm the client success director here, at a masters for EMEA. Which means that I've got a team of thirteen people who run our client success accounts across, both EMEA North and EMEA South. I've been with a masters for eight years working with both our client success, inside the client success team and now also directing that team as well. And at Marsys, we have over two and a half thousand customers globally. And It's lovely to speak to you both. Well, amazing. I am thrilled to have Camilla and Danny join us today because what excites me most about our partnership is we work with Amarcus and dialistics to support our brands across all areas of the customer journey. And as part of that, we've really helped to create connected, tailored, and meaningful experiences that consumers want to engage with, and that keep them coming back to your site again and again. Which means I think it's fair to say ladies that we know a thing or two about the consumer landscape wonderkid and Styletics have been in this space for over a decade. And a Mars is Camilla, you have a speech I believe you're you've been in this space for over two decades, which yeah. Go to Marsis, which means Collectively, we have a wealth of knowledge on consumer insights. But despite our internal knowledge and data sets, and I know we have a lot of knowledge ladies. I also think it's extremely important to collect data from a macro perspective. So at Wonderkin, we recently conducted a consumer survey, and some of the findings are what we're gonna discuss today in this webinar. So hope you all are excited. So we recently conducted this survey across a thousand consumers in the US and UK, which focused on their been sentiment during a tough economic environment. And I think we all know it's pretty tough out there. So let's dig in. Let's talk about this report. So the first key finding that you're seeing here is that consumers are cutting back, but luckily not by much. And I'd say in the face of economic turmoil, it's the young people that remain the most optimistic. So you go young people. Only twenty two percent of gen z said they need to reduce their discretionary spend at this time. But, you know, compared to the American population at large, fifty two percent of US consumers are still cutting back on non essentials with thirty seven percent cutting back on essentials too. The UK is cutting back the most with sixty four percent cutting down on non essentials and fifty four percent cutting back on luxuries. So Camilla, I'm gonna pick on you here. From a UK perspective, especially since you're a resident, do you think these trends align with what you're seeing directly in the market and the sentiment you're feeling from the brands you work with? Definitely. And I think, it's something that not just our retail and e commerce customers are seeing in the market, but it's something that all of our customers all kind of two and a half thousand of them globally are seeing and and trying to work on. And it's why a masters is really leaning into the the loyalty piece and where we can start to help our clients differentiate themselves from their competitors. So for me and and what myself and the team are seeing is they're really our our clients are really focusing on kind of margin reservation. And and what that looks like in reality is moving away from kind of blanket discounting and seeing where there is margin to discount on your products, making sure that those discounts are tailored and being sent to the right people. But also really focusing in on loyalty and and if you can, especially post COVID, where kind of everything went online, if you can buy cheaper from somewhere else? What is it that your brand is doing to make that customer come back? Is it around your, your discounting or your returns or your customer service, or is it around your your loyalty points or whatever it may be. So it's just about really making sure that if you're selling products to your similar to your competitors, what is kind of giving you that extra edge And as well as that also loyalty can be around kind of payment plans and working close with companies like Clana and PayPal so that people do wanna make those bigger purchases, they're able to do so in in in smaller increments. I love that. And I don't know if you meant to do this on purpose Camilla, but you said that extra edge, and this webinar is all about the holiday edge. So I completely agree with you there. I wonder can we keep talking about how loyal he is hot right now. And it certainly is you wanna make sure that your brand remains top of mind especially when there's many more options out there for consumers, especially when they're being extra price conscious. So thank you for that. I think taking this all into account, what what does this really mean for the holiday season for brands? One, I would say, don't forget about gen z. They're continuing to spend. Therefore, they're a very targetable market. The second point I would lean into here is your website is a very powerful tool. Make sure to capitalize on each individual that is coming to your website. As Camilla mentioned, target them with specific, just accounts that are meaningful to them. You wanna make sure that your content is tailored to all different cohorts of traffic. And the third is Don't lose confidence. Though consumers might be cutting back on non essentials now, that that sentiment could be out the window by the time the holidays roll around. So stay confident. If the last few years taught us anything, it's that anything is possible in tough times, so we still think it's going to be a very successful holiday season. So on that optimistic note, I will go into our next finding, which is probably no surprise for those of you listening. It's that own channels help to improve brand perception. So in the US, we found that the biggest driver brand perception was reported as the website. And across markets, consumers are actually showing a lack of trust in typical social channels such as Facebook, Instagram, and TikTok ads. So I found this pretty interesting. I know Danny, you and I were discussing this previously, wanting to get your thoughts on this particular trend. Yeah. I mean, it makes a lot of sense for a couple reasons. One, let's honest social media is a little bit of a mess right now. So it does not surprise me that it's losing a lot of confidence there, but also, you know, retailers put a lot of effort and resources into your branding and into your site experience. Right? Like, that's where that's where you really define who you are as a brand. And it's that, you know, that experience that customers want. Right? Is they want to have confidence that when they come, they're going to get your branded experience And so as a retailer, you have control over your perception or their perception of your brand. In that experience, and you also have experience over the customer journey on your site. Social media or, you know, channels that you don't own, you don't really have that much control. So I think it's really important to lean in one, where your effort is already going. But two, where you actually have control create this seamless exciting experience. Yeah. No. I I completely agree for such is key. Loyalty was hot before. Now perception is key, so tying it all together. And as I mentioned in the last trend, and as Danny, beautifully said, look, your website and your own channels are very powerful tools. So especially in terms of the web site as that is the place where consumers resonate with your brand the most. Make sure you're able to identify and collect data about who lands on your site and leverage that data to create seamless shopping experiences for your consumers. Because as this trend suggests, your website is ultimately how they will ultimately connect with your brand. I think also it it just goes to show the changes. Like, I was reading a, an article the other day that we're saying that a lot of gen zers nowadays aren't aren't following influencers and aren't trusting it as much as they were. I think with COVID, where so many people move just to, social influencers. They're now not trusting it as much. And actually, we're seeing a massive rise in de influencers, which are people telling you not to purchase stuff. So if you can if you can own your brand, own your story and own your your your right to kinda win those customers, I think that's where the the client should be focusing. Yeah. I completely agree. I spent a lot of my career in the UGC space, and that's to me the more authentic way of activating your audience through how they're actually engaging with your products on your site as opposed to now everyone's pretty well aware. Influencers are paid to kind of promote your products. So it doesn't have that authenticity. So it's been interesting to see the evolution, but that's, a really great point, Camille. So we're on the third and final track that we're gonna talk about, which is deal hunting versus investing. So I think it's no surprise that the majority of US shoppers are on the hunt for deals, and they're comparing prices across multiple retailers. Camilla talked about this earlier in tough economic times, people are gonna compare if they're looking for a white t shirt and they're loyal to one brand, they might look for a cheaper white t shirt across a different brand. Right? It's just kind of the environment we're in right now where people are being much more price conscious. So speaking of Camilla, the UK does take the metal here for the highest market share in terms of bargain hunter. At seventy three percent, which is very high. You all are always on the right for a good bargain. But I also thought it was interesting that despite what we found despite price sensitivity, a large share of consumers across markets, as you can see in this graph below, a little over forty percent prioritize quality over quantity and quality over price. So this means that consumers would rather purchase fewer items that are pricier, but higher quality as opposed to a large array of more affordable items. So I thought that was interesting. I feel like I tend to shop a lot, but maybe I need to be focusing on more quality items, especially in this new age of sustainability as well. So cool. So I would say from a Black Friday cyber Monday perspective, I think this leads in again to what we've discussed in prior trends, brand confidence. We all know consumers will be always looking for a deal. I think most of us on this webinar will likely do that too. But there's obviously so much more that goes into purchasing decisions, which I actually think is a really great time, Danny, for you to jump back in so we can hear more of your perspective on this trend. Yeah. Absolutely. So, you know, as I mentioned in the intro, I'm currently working at Styletics, but before I join the retail tech world, I spent the last five years at Land's end and have worked at other great retail brands for over a decade prior to that. So when we're talking about Black Friday and Cyber Monday, I can speak to it personally because for as long as I can remember, I have been there sitting through the daily calls through cyber week to review the daily sales, do the last minute offer change, and brainstorm new ad ideas. In fact, I'm super excited because this is the first Black Friday we'll have off in as long as I can remember, so it's very exciting. Wow. But Well, I don't know anything about that. I so I we're we're pretty we're pretty excited about that. But You know, so I do know the pain that retailers have had with moving product and the type of heavy discounting to try to get that product to move. That results in this downward discount spiral, and it makes retailers terrified that they're not gonna hit their margins, right? They're not gonna hit their goals. So and from the shopper perspective. Shoppers today are so overwhelmed with choice, bombarded by discounts with influencers. And when they do wanna buy something on line, inventory. If it's available, it might not be available in their size. And so, you know, Consumers want to crave this experience that draws them in, makes them feel connected to the brand as we discuss like that connection is so important. And it makes them feel inspired to purchase rather than just, you know, the endless scroll through products on their phone. But talked a lot about discounts. Right? But what if Black Friday wasn't only about markdowns? What if you were able to hit your margins? Make your customers excited, increase your basket size all without, like, having to go into that downward disc call discount spiral. As we saw a few slides ago, consumers obviously still want a deal. They're looking for products that are valuable to them. So How do you still deliver what your customers want while protecting your margin? Because that's the ultimate goal. Right? And the answer as we've alluded to is through inspiration. So when you create this exploration experience for your customer. Not only do you have to rely less on markdowns, but we've seen from data from over a hundred and fifty of our retail partners that when their shoppers are inspired consistently across the board, their basket size increases and their customer loyalty increases, which ultimately increases the lifetime value. I'm showing an example on the screen here, which is our mix and match solution. And what this allows you to do is to choose one item like, ivory satin blazer in this example, and you can mix and match it with other items to see how it looks. And why would an experience like this inspire your customers? Because in the online world, it's very difficult to see how versatile products can be and how to wear them together. I know I personally buy cute things all the time, and then I don't wear them because I can't figure out how to style them. You know, it just sits in my closet. And so, you know, experience like this allows customers to choose their favorite product and try different outfitting ideas that helps them, you know, define their style, maybe compare it with things that are already existing in their closet or it helps them create an outfit for a specific event. That creates confidence in the brand, confidence in the purchase, it makes sure that they will know they're gonna wear the item that they're buying or items, but it also creates this, like, immersive personalized and exciting experience that they get to have with your site. I think that's incredible because we're saying customers in the UK are looking to get investment pieces. And by seeing that, they're gonna know not only can they wear that as a core item and and match it with stuff in their closet already. But also they can then go on to purchase additional items and kinda grow that average order value for that customer base. So it's great for, a user perspective, but also for clients as well. So, yeah. Absolutely. Totally agree. I think I'll leave this webinar with how many cute things I have and how they don't all go together. We'll be using the style analytics tool for sure. Yeah. I mean, styling can be hard, right, especially online because you're not trying things on. So it it's hard to visualize how that will go together when you're in the process of shopping. And all of that does is it creates perceived product value. Right? And as we've discussed, you know, people are looking for investment pieces. So perceived value in your product line is critical because, you know, consumers wanna hold on to their money this year. Until they've really truly found that item that they want to spend on. And as we've mentioned, this is for a variety of reasons, tight budgets, tough economy, decision fatigue, being overwhelmed with options, potentially uncertain of what their future economic position will be. So, you know, showing shoppers, the value of your products through experience, is really how you get an edge on Black I say for Monday this year. So Love it. Because yeah. Customers face their perceived product value on the experience they have with your site. Their shopping journey with your brand. Shoppers do not have time to put together an outfit or design a room in their home. If they're anything like me, the way I shop is with a list and in a rush and trying to concentrate while dinner is burning and Minecraft is probably blaring in the background. And so creating an easy and seamless end to end experience from email to social media to post checkout touch points It creates an enjoyable, inspirational, and personalized experience that as we've mentioned ultimately leads to larger average order values and conversions. So I'm showing another example. This is the a customer's experience, which starts with an email from a cart anime email. So they went in, in this case, to purchase a chair, forgot to purchase it, they get an email, show, Hey, you forgot this item. And when they click on the product, They see other items bundled together that creates a whole new style palette with additional products. I'm showing here a home goods bundling example, but it can also apply to outfitting or other types of product. And again, this is another example of creating a personalized seamless experience that creates value for the customer really shows that you're listening to them, giving them what they want, creating a personalized seamless experience that's ultimately going to leave lead to higher basket sizes. Love that. That's super helpful, Danny. Thank you for sharing. Those insights on Styletics. It was also a lot of fun to see the examples. But I thought this would be a great moment to kind of pause and share some success stories we've seen across our Wonderkin partnership with both dialitics and a Marsis. So Danny, do you wanna kick us off? And then we'll invite Camilla back in to share her success story. Yeah. Absolutely. You know, one of the reasons we love working with you at Wonder Ken is because our companies share a lot of the same values of being innovative in our respective spaces and then working alongside retailers to shape the future of commerce. One great success story that we have is a shared customer, Ben Sherman, who started by creating marketing campaigns target abandoned shopping carts, like the example we just saw. They utilized both styletics and Wenderkin products, and they saw great results in their campaigns. In this example, I have up here, they saw a thirty five percent increase in revenue, increase conversions by forty three percent and higher click through rates across all of their campaigns. In fact, they were so thrilled with the results that they are looking forward to rolling out our solution to their other brands. Man. This type of result is critical for cyber week and to hit all your key targets being able to roll something quickly and utilize the partnerships available to you. Fabulous. Thank you, Danny. Love to see the growth amongst our mutual clients, Camilla, I will kick it over to you. Yeah. I wanna talk to you guys about yours clothing, who's a truly global customer of ours. They lead the way in when it comes to plus size clothing that fits and flatters, making fashion that fits and not fashion to fit into, which I love. The kind of four challenges that our customer saw was reactivating their their lapsed customers, increasing their email revenue year on year. Driving greater customer acquisition and encouraging more active customers through those increased conversions. So really making sure that the customers they are acquiring are are good acquisitions, and they're hopefully gonna bring in future revenue for them as well. And that's something we see across not just our retail and e commerce customers, but globally, these are the kind of results that customers are looking to get into. For yours clothing, they had an incredible, Black Friday cyber Monday, and I'm just gonna kinda highlight over some of the results that they saw. So, year on year, we saw a forty point three percent increase in the number of orders versus twenty twenty two's Black Friday cyber cyber Monday weekend versus the year before. We saw a thirty seven percent increase in the number of active customers versus the same period last year. So making sure you and those customers who'd maybe what we would call lapsed or become defecting, we're getting the right content and feeding them, deals and information on products that we know would be suitable for them rather than kind of batch and blast newsletters. They saw a two hundred and twenty point one percent increase in revenue from their automated and triggered emails versus the same period last year and to just break that down slightly, what that means is that their total email revenue increased from forty point two percent year on year, where campaigns were twenty five point three percent. And, you know, their CRM is was two hundred and twenty percent. And in twenty twenty one, they had one point one percent of their emails sent in November were automated, and that generated seven point seven percent of their total email revenue. In twenty twenty two, we added in additional programs like price drop, for example, and we increased one point one percent of email sends to two point two, but that resulted in a seventeen point six percent increase in total email revenue. So around about a ten percent increase in revenue, just based on a one percent increase in the amount of programs being sent. Since then, they've added in even more automated programs like price drop, low in stock. So we're really excited to see this year what Black Fridays have on Monday is gonna look like for them. As well as this, we saw a six point seven percent increase in email sign ups. The main focus for yours clothing was to grow their subscriber numbers and they wanted to offer exclusive promotions to opted in contacts only. So what they did is they used our, a masters web channel to push, pop ups for unidentified or opted out contacts to become VIP members and unlock those Black Friday deals that they otherwise wouldn't have access to. They're really excited to see how working with Wanda Kinder is gonna kind of forward that, that on and and increase their ident identification on the traffic, on the website. And then the last I wanted to look into is the forty four forty four point two percent increase in the number of churning customers one back. So, again, we're talking about a customer who has around two hundred and fifty thousand contacts in their database. And what can we do for those ones who signed up years ago or maybe bought once and haven't bought again, and we would, mark them as kind of defecting or lapsed customers. So initially, they launched their Friday offer just to those defecting inactive customers only, as an incentive incentive to get them to order with with them again. That was a ten pound gift card for those VIP members, is we didn't wanna push any kind of site wide discounts to to everybody. Customer who had previously received an email reinforced that would then be offered a site wide discount if they, reacted to the ten pound, the ten pound discount. So, overall, a really positive response from this, and and we're pushing to increase that database again this year and see what what we can change in twenty twenty three to get even better results. I love that. It's a recommendation. We always talk about, I wonder, Kim, that now is the time to grow your marketable list. So you even more consumers to target during this very busy time, which is the holiday season. So thank Yeah. So thank you. I've got at least a pen today as well. Yeah. Yeah. Absolutely. So thank you both for sharing those client stories. It's obviously very helpful and hopefully helpful for audience to see these practices, put into place and seeing the mutual success we can drive for our clients. So it is about time to wrap up the core content of this webinar, and we wanted to share some key takeaways to keep in mind this holiday season. So I'll share my top one, and then I'll let Danny and Camilla jumped in with their key takeaway. So I would say from my perspective, the key takeaway to keep in mind post this webinar is really master the levers under your control. Look, you can control the state of our economy, but you can control how your consumers see your value relative to other options out there. So whatever levers you have at your disposal, like price, shopping convenience, discounts, loyalty to connect with your consumers, use them. Also when faced with economic uncertainty, it's more crucial than ever to ensure your marketing dollars aren't wasted. So make sure to invest in channels that we'll turn and those are your own channels. So that's my key takeaway, Danny. What about yours? Yeah. So my key takeaway is that protecting your margins are the most important thing that you can do. And the way that you do that is to not get into that discount spiral. Discounts are still gonna happen. We all know that. But if you can inspire your customer through an amazing experience on your site, seamless end to end experience, a lot of personalization, leaning into tools that allow outfitting, bundling, mix and match, whatever it may be. The that's the way to really have your customers buy more, have them buy those investment pieces, and have them keep coming back for more. Love that. Camilla. How about your Definitely. And I think to roll on top of that really lean into building loyalty within your customer base. Just know, understand and really push what is your USB as a business. Not all customers are gonna be price driven if they can trust you. And I think that's exactly what what Danny and and Megan have been showing with, with their slides previously as well. Yes. I love that. Amazing. Well, I actually think we do have time for some q and a. So I will check the chat and pull these up. Bear with me. Okay. The first question, which I think is for Danny. Why does inspiration commerce increase revenue. Yeah. Absolutely. So, I mean, as we've all talked about even our personal pain points, styling is really hard. When left to their own devices, customers will abandon their cart because they feel overwhelmed. I'll give another personal example. When I work at H and M at the beginning of my retail career. I was a visual merchandiser. We have this one blue shirt, I remember it very well because while it was a really cute shirt, it looked terrible on the hanger, and nobody was buying it. So we had a lot of overstock and we really had to move it. And so, I was tasked with the challenge of moving this particular shirt. I threw it on a mannequin, style the whole outfit with accessories, the the shirt sold out in a week. I'm not I I'm not even exaggerating It was my first, like, firsthand experience of, like, really seeing what, styling and outfiting can really do per perception. So same with a retail or, e commerce site, right, is if people can see how can I wear this? Can I wear it with the things that I have? What does it look good with? Not only are they going to be by that core item, but they're probably gonna also buy all the things that they see it styled with or at some of them, which again increases your basket size. More things in the cart means more money means more revenue. Right? So ultimately, that's how like inspirational commerce can lead to a higher revenue. Yeah. I love that. Go for it. I was gonna say, I just wanna snowball on that because I like to see myself as a marketer's dream. I think I genuinely shop every single day. I was talking to the team earlier, I was brushing my teeth this morning, spent a hundred pound on TikTok shop, didn't even I knew I was doing it, but it just happens. And I am so I'm such a fan of shopping in general. And I do lean into that, that that UK that you were talking about, Megan, where you were saying people are trying to invest in high quality pieces. Now I definitely dip into both, but I like to say to myself, well, because it's high quality, you can place another order today because this is an investment piece. But seeing stuff styled together, it really helps you to to make that step and spend that extra bit of money. And I also think it's really important because I've worked in this with a master now for eight years, and the customers that I've spoken to always have the same issue, which is we spend between, let's say, five and fifteen pounds on acquisition of a new customer, and we have no idea if they're gonna purchase once or if they're gonna purchase a hundred times. And that's something they always need to focus on is not just the welcome program, but that kind of nursery program of first to second to third purchase. Mhmm. But we're always gonna have that issue of somebody has swiped up on an influencers, saying like here's a link to a top, and then they've purchased the item. And like you're saying, Danny, it's sitting in their wardrobe. They have no idea what to wear it with. Or they've just made that one purchase because they got that discount code. So getting a customer to understand what else they could be purchasing, if they are gonna make that just that one purchase in their lifetime, which is gonna always happen to some people. At least we're increasing the average order value and getting a bit more revenue back for the cost of acquisition on that on that customer. Yeah. I love that. I also love that you said your marketer's dream think you both are. Right? Danny is able to push product that wasn't being sold. And Camilla drops even when she's brushing her teeth. So that window, honey. I don't even live in the US, and I was like, get me that shirt. I'm buying it all. Now you might have to send us that, sure, post this webinar so we can share with the audience. I love that. Cool. I think I think we can take a couple more. I have I see one that says, oh, okay. This one might be for me, but anyone feel free to chime in. It says, How should you navigate this confusing narrative that consumer spending has slowed, but retail sales are predicted to grow this year. That is a very good question. So I think I just lean into that everything we've talked about today, that consumers are still spending. But remember to really lean into things that they resonate with. Right? Like, things like your website. Danny and I talked about that a bit at length. And there are less trusting of typical things like social ads and influencers like Camilla mentioned. So I I think as marketers, like, cut those type of poor performers from your budget, and really optimize the channels that you know will be meaningful for your consumers and incentivize them there, whether that's tactics like targeted lower funnel sends or encouraging them to join your loyalty program, that's where you're gonna see the most meaningful engage from your consumer base. I agree. And I think especially during COVID, everybody had to move online, and it's so it's so easy to try and find a cheaper option out there. So having it can get very jarring and very confusing for for the end consumer. So having a a brand that knows you, that knows what you like and make recommendation can be personalized, it just takes that stress away for the end consumer makes them more likely to purchase regardless of the fact that they could save x percent on a different website. They have that trust in you, and and they know that you not only know the kind of the product life cycle, but also that customer's life cycle and and what they're interested in as well. Yeah. Nope. Completely agree. Okay, let's take one more. I think this is for Danny, but Camilla would be interested your perspective on this well. The question is, and I think I can kind of reframe it for both. The question is How do you create inspirational experiences with limited resources? But I think the general theme of How can you do more with less? Probably applies to this whole group. I think it applies to everyone on this webinar. So, maybe Danny will start with you and Camille would love your thoughts as well. Sure. I mean limited resources are always a thing. Right? We're always trying to do more with less. I think especially right now, there's a lot of people that really need to do more with less. And leaning into technology, like, you know, the three we have here is really key. Right? Because good technology, especially ones that utilize AI and automation, it can do a lot at scale, and especially the, you know, the tedious stuff that you don't wanna bog your team down with. And if you event your team from being bogged down with, you know, creating content at scale, creating, you know, hundreds of thousands of outfits, things like that, then they can really focus on the things that they're experts in. And they can, you know, if you're merchandising, you really focus on the product and creating a great product for your customer. And I think the other thing to think about too is as you're creating you know, this customer experience, it's really about empathy for your customer. If you really think about what is it they want, what are they going through? How can my product helps them. It's it becomes like that idea of like outbound versus inbound marketing. You're not like sitting here shouting at you with a bullhorn. I'm saying, Hey, come here. I can help you. I'm like bringing people in. And so I think just focusing on that idea of like crafting the whole shopping journey around empathy is really key as well. Definitely. And I I'd have to agree with that. Like, lean into the technology. Megan, the way you rephrase that question of How do you do more with less has been a question since probably the beginning of time, and, but now we have tech. So it's the the teams are getting smaller. But there are companies out there who are forever kind of embracing tomorrow and seeing how we can make leaner teams more effective. Whether that be via, like, recommendations based on AI logics or for a masses, we really went into our tactic builders, which is basically based based on kind of best in class, what does good look like, and how can we get you from no automated programs to multi omnichannel, automated programs that you can always go in and refine and give your own tone of voice and and and make some amendments too, but it just helps you to kinda hit the ground running. And it's something that with our customers have really leaned into, and and I've seen great kind of uplift since because otherwise they get so stuck in where do we start, nothing gets done? Yep. I I completely agree. And I think a key theme across everything you both have said and something we really lean into at Wundercan as well is we really just wanna be an extension of your team. And I think what Damien said about, you know, take some of those mundane tasks off your plate. And we really just want marketers to be marketers. Right? Like, actually focus on the things that are meaningful to them. And I think having partners like us certainly certainly helps. Okay. Well, I think that's all we have time for today. I wanna thank everyone for attending our Wonder Kim Webinar on holiday twenty twenty three. We hope you learned something actionable today that will make this season better than ever. I especially wanna thank Danny from Styletics and Camilla from a Marsis for their insights and their time and just such a fun conversation. Can we please do this again? I I had a blast. It is absolutely amazing to partner with you both to drive better performance and a better customer experience for our mutual clients.