TRANSCRIPT
This transcript was completed by an automated system, please forgive any grammatical errors.
SUMMARY KEYWORDS
brands, subscription, customer, product, shopify, order, purchase, reorder, replenishment, repeat, flow, merchants, cpg, purple belt, data, work, cross, listeners, checkout, predictive analytics
SPEAKERS
Mariah Parsons, Harry Willis
Mariah Parsons 00:05
Greetings and welcome to retention Chronicles, the podcast with learnings from expert e commerce brands and partners. I'm your host, Mariah Parsons. If you're here, you're either on a quest for ecommerce enlightenment, or you accidentally clicked the wrong link. Either way, I am thrilled you stumbled into our corner of the internet. And I hope you'll stick around. We've got pearls of wisdom for everyone, whether you're running a multimillion dollar business, or simply just starting out on your entrepreneurial journey. Before we unleash the brilliance of today's guest, let's give a shout out to our podcast sponsor Malomo. Malomo is so much more than just another Shopify app, their post purchase wizards making beautiful and branded order tracking smoother than a jazz solo. So our amazing founders, like our guests can keep their customers happy and up to date while they track their orders. So hit that subscribe button, like it'll increase your LTV overnight, and go listen to her other episodes. Echo malomo.com That's gomalomo.com Get ready for insights chuckles and perhaps a profound realization or two with this newest episode of retention. Alrighty, hello, everyone. And welcome back to retention Chronicles. Harry, so happy to have you here with us today. For our listeners that have listened to a couple of our ecosystem episodes before this, you will notice that Noah who is our one of our former hosts, is no longer here at Malomo. He has a great opportunity that he's pursuing. So we will miss him greatly, but he's not going too far. So I get the pleasure of hosting our ecom series episodes. And Harry, you're our first guest today. So thank you for joining. Super excited to have you here. We're going to start off if you could just give a background on yourself and where you're coming from that would be great.
Harry Willis 01:59
Yep. Pleasure to a pleasure to be here. Thank you for having me on. I'm Harry Willis. I'm the commercial director at Reylo. And we help CPG brands specifically to drive more repeat purchase and convert more of those repeat purchasing customers onto paid subscription programs. And, yeah, we power brands like absolute collagen versus skincare. Soylent and many of the leading flagship CPG brands, many of whom also overlap with Malomo, which is of course, great. And yeah, excited to run you through a couple of ideas today.
Mariah Parsons 02:37
Wonderful. Thank you. So one of the things that Noah brought to this side of the podcast is, before we dive into the practical side of things, talking about something that you're excited in your personal life, so of course going to have to follow that tradition. So what's one thing that you have? It can be really anything? We've gotten some, a lot of fun answers. Not to put any pressure on you. But what's one thing you're looking forward to in your personal life right now.
Harry Willis 03:03
I've been doing jujitsu for a very long time. And NoGi Jiu Jitsu, and I just got my purple belt in. In January. That was very big fingers. I've been working on that for like, I don't even know, I've been doing jujitsu, maybe six or seven years, depending on whether COVID is really included in there when I stopped. But yeah, that was an amazing surprise. And then I'm just falling in love with the whole sport again. And it's just amazing. So I'm kind of looking forward to every session even more than I was before.
Mariah Parsons 03:33
Oh, that's wonderful. I love hearing that. I used to do taekwondo when I was like little little over like five, six years old. Yeah. My father would take my sister and I and then we'd go right to figure skating after. So it kind of forget it's combination. Yeah, right. Yeah. Yeah, a lot of spinning. I'm sure I got dizzy on those Saturdays. But it's, you know, it's it's just it's a distant memory by now. But walk me through like how? Because you said it was a surprise that you got your purple belt? So is it just kind of like, is it not like defined training around like, Okay, this is when you will for sure. Get a raise in your belt?
Harry Willis 04:16
Yeah, it's an interesting one. It it changes from Academy to Academy. So yeah, generally your, your head instructor will have a kind of somewhat of a schedule for you. And people progress at completely different speeds. But one of the things which will limit the speed in which you progress is generally moving around academies. And throughout the time I've been training I've moved a lot. Not really by wanting to move gyms or academies just literally, because I've been moving around where I lived and where I worked and these kinds of things. So I've had just various different chapters where I got very close to other academies and then had to move and start all over again. So this particular progress Turn from blue to purple was, it's one of the hardest apparently, just in terms of the general journey all the way to black but, but it was just particularly rewarding because it just taken, like the level of effort and hours that went into it was crazy. And so to just be presented without the blue, it's funny, I was surprised after years and years of waiting. Funny combinations.
Mariah Parsons 05:22
I love that. Well, congrats again. I've recently been getting back into swimming and so but before that had a very, a quite a long stint with hot yoga. And there isn't, you know, like levels in which are progressing. But you could just tell the difference. You know, after you do something for a while, so years, under my, under my figurative belt was a rower before that. And so I definitely know the payoff of a lot of a lot of time and energy goes into athletic endeavors. And when you get to see yourself advanced, it's a lot of it's a lot of fun. So that's awesome.
Harry Willis 06:00
Yeah, it's fun kind of book. And I think, obviously, so many sports don't have any kind of grading system. And that has its benefits. And also it's, it's bad things. But I think the really cool thing with grades is they kind of put everything into little chapters. So much like a career, I think when you when you move from job to job, you just have this kind of book ended moment where you can kind of seal it and look at it for what it was and then move on to the next thing, which was a Yeah, so it's particularly interesting, and who knows when I'll move on to brown, but it's gonna take a lot of effort.
Mariah Parsons 06:34
Yep, and you can probably guarantee it'll be a surprise and exciting all the same, just like it was with the purple belt. Well, we can put a book end on kind of the personal side of things for now, and dive into the tactics that you'd like to share with our listeners today. So can you walk us through just like high level what you're going to share with us? And then we can dive on into it?
Harry Willis 06:55
Yeah, definitely. So firstly, I'll explain just what type of brands This is relevant for our then look at generally where brands like this struggle in the areas that we can help, which is increasing repeat orders and subscription retention, basically, for CPG brands. And again, I'll just revisit the general structure of looking at the problems that are generally faced in those specific areas, and then how our solution can help and at the end have also got a kind of trial offer that we can extend to friends of mine as well. Okay,
Mariah Parsons 07:29
wonderful. Yeah, we love Repeat. Repeat, repeat Oreos, repeat orders. We also have repeat order. Yes, yeah. Even though it's 10am, where I'm filming. But yes, love repeat orders here on retention Chronicles. So let's dive in.
Harry Willis 07:45
Awesome. So I'm just going to share my screen here. But for everyone who is listening, I'll make sure it's all pretty clearly explained as well. So we are a repeat revenue platform built specifically for CPG brands, as I mentioned. Now, Trello is designed really for a very specific niche of businesses. So as I mentioned, they must be in the CPG. Vertical, they must have low average order value repeat purchase products. So usually, that means we work in the beauty pets food and beverage, health and supplement space. And brands to be able to work with Reylo, we require them to be over 1000 orders per month, they must be using Shopify and klavier together, because these are the main tools we built the platform on top of. And because they're in the CPG space, this usually means they have some kind of subscription program. And we integrate with all of the leading subscription programs out there. Anyone basically that uses the Shopify checkout. So whether you're on Schio, recharged AI, smarter York Post subscriptions, whatever it might be, we can help you grow that subscription. And from our research into this specific segment, we found that the biggest customer retention challenges that brands were facing in this area, were usually split into these three key things, is getting customers onto repeat order through replenishment and cross selling, taking those repeat order customers and moving them effectively on to subscriptions. And finally making sure that those subscribers don't cancel. So those are the kinds of Holy Trinity for CPG customer retention. And over the course of the next 1520 minutes. I'll just run through the first two areas of getting customers to repeat and then moving on to subscriptions. Is that all clear so far?
Mariah Parsons 09:24
Yeah. Wonderful. I can't wait to dive in. Cool. I'm sure I'll have questions along the way as well. So I'm excited. Last one. All
Harry Willis 09:31
right. So yeah, top level, this is how the Reylo solution helps with those first two areas. So the moment if you're a brand, you connect to our Shopify app, we ingest and analyze every single one of your historic Shopify orders. Now this is usually a goldmine of data for brands, but they don't necessarily know how to break that data down into anything meaningful and how to take that data and then splice it into clay vo so it can send At a time, email and SMS, so we designed a predictive analytics, which can take that historical order log. And it can start to process it to understand which customers are ready to reorder their last product on which specific day, which customers are ready to cross sell on which specific day and what product they're most likely to want to cross sell on to based on historic trends. And finally, from those habitually repurchasing customers, who are showing some telltale signs in the data that they're on the perfect day to convert on to a new subscription, whether you're using recharge, Schio, your posts, subscriptions, whatever it might be. So this gives us 1000s Of, of different types of predictions. And of course, we've got to get that into Klaviyo. So it can actually be put into action in your CRM. So we have triggers that sit at the top of three CLEVEO flows. Namely, it is a replenishment flow across cell flow, and a convert onto subscription flow. And these triggers basically tell Klaviyo, which day it should send per customer in order to increase the efficacy of the comps that you're sending out. So let's imagine that you are subscribed to a coffee brand. The net effect of the brand using a tool like Trello is when you're literally just your last scoop away from running out of that tin of coffee. And you're at the moment where you're thinking about repurchasing. That is when you would receive the reminder, because we've done that data analysis to understand where that might be. Or another example is you may have just been purchasing on a really regular basis in a cadence that matches up to a particular subscription. And therefore, the concept would be around a trying a new subscription plan. Finally, as well, we have a a specific checkout that we click through to from the emails and SMS, which are being sent out through clay VO. The reason for that is we know a ton of information about the customer. So there's no need to just send them back to the product page to convert their purchase. We have a pre loaded cart that we call the magic cards, which means customers can pay or become a new subscriber with you within just three clicks of receiving that email or SMS, which usually shaves off two or three clicks from that normal customer journey.
Mariah Parsons 12:03
So that's awesome. So real quick. So your own you're looking at the Shopify order data Correct? Not like if someone is trafficking the website or anything like that, right? You're just using that data that you said, there's like a goldmine of data in Shopify.
Harry Willis 12:19
Yes, exactly. Just the Shopify order history right back to the inception of the store itself. So the first ever order that was made all the way through to now. Wonderful.
Mariah Parsons 12:27
And then as far as the like, magic car, is that something that's popping? Like, where's that presented, I guess, in the customer journey.
Harry Willis 12:37
So it's when the customer clicks on the email. So imagine you receive a replenishment email, and it says, Hey, Mariah, is it time to top up your coffee, you click on the call to action, instead of being thrown back to a product page where there's just a ton of distraction, and it's usually optimized for a first time purchase. What we do is the magic cart pops open over the top of that email. So you can call to action pops open over the top, and it's completely personalized to you. Hey, first name, here's the product due to reorder, have you considered these other cross sells? And if they click Checkout, now we load all of that information straight into the native Shopify checkout with all of their previous address, first name, last name, billing address. All all prefilled
Mariah Parsons 13:15
Awesome. Yeah, love the prefilled. That's what I was hoping it was where it's just like a pop up window, kind of like, you know, something like a review, or whatnot of like, just right there. So you can't even get pulled away from a, you know, traditional product page. So that's awesome. Thanks. Nice.
Harry Willis 13:34
So yeah, what I'm gonna do, I'll just dive into the specific use cases, firstly, looking at repeat ordering, across selling, and then we'll just touch on how to grow subscribers as well. So basically, the problems that we identified when we spoke with hundreds of brands in our research phase for the product, with increasing reorders, and cross sells are split into four key areas, basically, different products and consumers have really different times between reorders. Imagine the case of a coffee brand, I order a pack of one kilogram pack of coffee, and I drink it once a day, you may order a 500 gram pack of coffee and drink it three times a day to dramatically different reorder timeframes based on product tendencies and also on customer tendencies. And when you multiply that out across 1000s of customers, you can start to see how that just undulates across everybody massively differently. And typically, merchants will set up a single average reorder period across all reminders they're going to send out just to avoid the complexity of dealing with those different timeframes. So they just say, after 45 days, let's just remind people to reorder. And those who want to invest more time into CLEVEO are faced with taking failure, replenishment flows, duplicating them out across lots and lots of different flows and using them all to target different product segments, which is just a real headache to set up you end up with a sprawling mess of clay vo flows, and they don't update in real time with the data and Finally, looking at cross sells from within that data is also just really challenging clay vo doesn't have many native cross selling functionalities built into it. So that was a key area where we found that we could, we could really start to innovate. So where the relative solution comes in to solve those problems, is we predict the exact day to send reorder reminders. And we do that based on three key bits of information. Firstly, we look at the customer record. So if we have a customer called Harry, who's ordered four times, and we can see that Harry has ordered on average every 28 days across four orders, we know that for Harry specifically, order number five is statistically very likely to come after 28 days. However, there'll be some scenarios where it's like the first order in that journey. And of course, you don't have a customer record in that scenario, because you haven't built that up yet. So in that scenario, what we do is we look at the individual product, that's due to be reordered, all the way down to the SKU detail. And we look at every single customer who ever purchased that SKU in the past to see what the average follow on timeframe was when people went on to repeat purchase it. So that gives us a really educated guess, right from all the number one to start affecting it positively. And finally, we multiply out the timeframe based on the number of of products which were added to that last order. So it scales proportionally with just how much of the product they bought it, if they've ordered double the amount of coffee, it makes sense, it should take double the amount of time to replenish. Finally, as well, we also look at the cross sell relationships. So if somebody has purchased product A, we look at every single other customer who purchased product A to see what product B was if they went on to purchase something different in the future. And essentially, what that means is you can see all of the historic relationships between your products that might otherwise be sitting there, completely untapped. So at this stage, we basically have a running tally of when we think each customer is due to reorder next, and then we also have a cross sell of something we think they might also like to try. Is that all clear so far?
Mariah Parsons 17:06
Yeah. And I think it makes sense to call back to what you originally said in terms of, I believe was like one of one merchants having 1000 orders completed or a month or something along the way of like where you need to pull that door, where that you need to pull that data from? Because as you're speaking, right, initially, I was saying, you know, what, if someone's earlier in their, you know, like, what if they only have one product that is, you know, their best seller, right? And then they're gonna build out their catalog based on that. My first thought was, you know, like, if they don't, maybe only two people out of 10,000, I think it'd be a very rare case of only have purchased like a the same product after product A what you all would do there, but I then I got to thinking around, you know, the, the criteria kind of that you laid out in which working with your team makes sense. And then right after that, my thought was, if you could give this information to a Shopify merchant to then say, like, oh, people are maybe like looking for this is like product a right? And then product B, they also have but a product see that maybe they're iterating on that this data could help them with like product development. I think that might be like, Have you ever seen someone use kind of this use case for like tying, I guess, like using the relationship between customer or product a&p To then maybe inform a product they're building currently?
Harry Willis 18:43
Yeah, definitely. I think it's just that kind of light bulb moment that you mentioned, when people see the relationships between the products, and they go, Ah, yeah, that makes sense. Usually, they've anticipated quite a lot of it, to be honest. But it's always just interesting seeing the percentages of who chooses what, after what. What we do see, though, which I think is another interesting way of looking at it is sometimes, instead of using our predictive analytics for cross sells, brands will decide to override some of that. And they will encourage cross sells of particular products with other products. So we've had some instances where a brand just has a lot of product B. And they they've got all the customers purchasing the product A, and they just want to always make sure product D is being suggested just so they can work through the old stock. And through the checkout process while the cross sells being recommended. There's also an opportunity to well, you can use our predictive analytics, but you could also override that with your own logic. And so it can be used kind of in both ways. Yeah.
Mariah Parsons 19:43
Okay. Love that use case. Yep. Makes sense.
Harry Willis 19:47
So yeah, now we've got, as I mentioned, predictions about when we think each customer's due to reorder, and we've also got across sales. So the next step is to get that into clay. Do we do that through these dynamic triggers that sit at the top of clay vo flows. In this scenario, we're talking about the replenishment flow and a dedicated cross selling flow. And these triggers tell CLEVEO exactly which day it should send per customer. Now, sometimes we will be integrating this solution into an existing replenishment flow that a brand has. Other times it will be something that will help them create. But considering they're usually 1000 orders per month or above brands, they usually have a replenishment flow we can work with already. Once this trigger is installed at the top of that replenishment flow, it just means that the timeframe at which these messages are sent out, changes dramatically customer to customer. So for me, it might send after 34 days after I've purchased for you it might send off to 46 days, for example, it means you can just do the heavy lifting in one replenishment flow of what would normally be required maybe 20 different segment flows to just accommodate people's different consumption rates. When people receive those emails, or SMS from you directly within Klaviyo, they click on the call to action which is reorder, they land in our magic cart. And this magic cart is now preloaded with that product that they would use to replenish it's preloaded with email. So like section with those cross sales. And if they hit checkout, now we load all of that previous checkout details straight into the native Shopify checkout. So essentially, they kind of paid just within three clicks of receiving those columns from you. And what we find is by sending those messages at a way more targeted timeframe, and then removing all the friction at the end of the journey, we can usually increase the revenue that's being driven from that replenishment flow somewhere between 15% and 40%. And maybe we can add a few case studies in the the bio of of this episode.
Mariah Parsons 21:43
Yeah, yeah. Wonderful. Yeah, we can definitely. Yeah, share that with our listeners. So I love that you call out. Like how clean you can a merchant can keep their Klaviyo and that you don't have to have all these different flows that then you have to go and update. Do you find that like a pretty big factor with the merchants that you all are working with? For like their, their CS team of being able to just keep it super concise? I know. Most small teams, it also big teams, but most small teams, enjoy when things are, you know, simplified and just very clean. Very straightforward, easy to update if you need to across the board, but also maintain customization.
Harry Willis 22:27
Yeah, during the kind of introductory in demo process with brands a lot of the time. They tell me that they're actually doing this work manually already. So they're struggling to strategize how to do it, they're struggling to break down the data. And then once they've managed to get the data and the insights of splicing it into clay, VO flows, but then it's out of date within the course of the next order that comes into the store because it just needs constant revisiting. So yeah, it removes that setup time. But then it also means that you don't have to constantly be monitoring it on a monthly basis and updating everything with your latest insights, which is what brands normally have to do if they just use a standalone analytics platform. Because many, many standalone analytics platforms will offer a lot of similar insights to what we do. But I think the secret sauce, which drives a lot of value for our brands is that we then make sure that it can all be piped straight into clay vo in a way which actually directly impacts revenue rather than it just sitting in a different platform. And then you have to constantly manually update everything using that information. Yep,
Mariah Parsons 23:31
right consolidation. 2020 for consolidation is the key. I feel like the theme of the year.
Harry Willis 23:38
Yeah. So yeah, next area is gaining subscribers. So if you're a subscription brand, obviously, the holy grail in terms of lifetime value is getting new subscription customers, whether you're using recharge Schio, your post subscriptions, loop subscriptions, whatever it might be. What are the problems here? Well, it's hard to identify the right customers who bought subscribable products and who can be ready to try a subscription when really complex building out clay vo flows to target the right customer onto the right subscription product, especially at the right subscription frequency, which is actually going to suit the historic consumption of of that particular customer. The most brands just tend to rely on the website to capture new subscribers with Subscribe and Save options. And they focus on discounting within Klaviyo and sending out large list campaigns educating people about subscriptions. And so what we do here is we start to predict which customers are ready for a subscription. And the way that we do that is by monitoring all the repeat purchase customers and running through them through the following logic is the product that this customer purchasing on repeat. Is that product something that's available for subscription, great if it is have customers converted from repeat purchase onto a subscription at this particular moment of the customer journey before. The most importantly is the range between orders Which this customer is coming back and habitually repurchasing from you, is that range really well lined up to one of the subscription frequencies you have on offer. Because to use an example, if I have been coming back for the last four months, and I've purchased on day 31, day 28, day 25 And day 30, for example, on month number five, I am probably in the perfect position to convert onto not only a subscription, but specifically a monthly subscription, because I've been consuming the product at that particular speed. And I'm kind of pre validated for that particular subscription plan. So when we have a high competence score in our predictive analytics, we again trigger a flow within CLEVEO. This time, the creative is around, encouraging someone to try a subscription. So it would be something like, Hey, Mariah, you seem to really love this product, we've noticed you've ordered it multiple times now. And you consider putting this on autopilot to unlock yourself, X, Y, and Zed partner perks, subscription perks, sorry. When you click on that email, again, when you land in our magic cart, it's contextual around helping you checkout onto that subscription as smoothly as possible. So we take the subscription product, and we load it into there. But what we also do is we take the frequency at which the customer is best suited to that subscription, and we add a tooltip. At the bottom that says based on your purchase history, we recommend one delivery every X number of months. And that's pre selected as a frequency, the customer can toggle on to a one time purchase, if they won't, but the idea here is this is optimized to cherry pick your best, most consistent performing, repeat purchase customers and just systematically move them across onto your subscription program, where we know the lifetime value of them is going to be so much greater. And also for a lot of these brands. Because they are in the kind of investor lifecycle and that in the venture world, a lot of them are marked on their lifetime value is one of their core metrics. And gaining subscribers is usually one of the highest leverage ways for them to to increase that particular metric. And of course, each subscription customer that's been gained might be worth let's say, six or seven future purchases, so it can be extremely high. I leverage start gaining. Yeah,
Mariah Parsons 27:18
yeah, for sure. Yeah, increasing LTV is such a strong use case with using subscriptions to do so. Especially if that's what you know, your customer if, if they're just not aware that you have a subscription, subscription option, but are repeat, are repeating their purchases with you at the same product, it makes a ton of sense to make sure that you're getting that in front of your customers. So correct me if I'm wrong, but traditionally, this is you're sending these you're triggering these Klaviyo flows with marketing emails, not transactional emails, correct?
Harry Willis 27:52
That's correct. Yeah. Okay, have you? Because they are? Yeah, they're marketing focused.
Mariah Parsons 27:57
Yeah. Have you ever I don't I'm not sure if there's even the potential for this crossover. But have you seen someone then able to use this logic in a transactional email or no, because of the, you know, the restrictions around transactional emails?
Harry Willis 28:16
Yeah, I believe it's currently restricted. However, we do have a number of brands who, who use Reylo in conjunction with Malomo, just for the overall customer experience. So we have, for example, our automation striving, replenishment driving subscription, upsells. And then, once those orders have happened, the Malomo tracking coming in. And then Malomo transactional updates are coming through and things like much easier subscription management via the subscription integrations as well. A prime example of that would be Soylent who are Yeah, who was set up by the electronic cue? Team. I believe. I've pronounced that right. Electric.
Mariah Parsons 28:58
Yeah, it's electric. Yep. Okay.
Harry Willis 29:02
But, uh, but yeah, so that would be the kind of flagship use case I'd point to. And we have a, a case study with Soylent just specifically around their cross selling, but it's somewhat related as it just runs kind of in parallel it within klavier next,
Mariah Parsons 29:15
yes. Yeah. Totally. Makes sense. Just wanted to ask, was curious. Yeah, if anyone's been able to do so. Yeah, this is great. Um, I think the magic cart. It's like the fact that it pops up and doesn't, you don't have to take a customer back to your site. Just to check out and like see all these things. I'm sure brands really see value in that. And I hope our listeners even if they're just listening, not even viewing. It just it makes such a clear use case for if you want to increase repeat orders and get people on subscription. Why wouldn't you use all the customer data that you have? Especially with you know, Privacy changes, have you, you know, brands not having access to maybe quote unquote, more traditional data or might, you know, we might start to see even more data. Customer Data just be harder to use in certain campaigns. So I think something like this is great just for awareness as well, for our listeners of like, okay, this is out there. That's such a big, big piece of the puzzle, right of someone just finding awareness around like, Oh, this is how some people in the Shopify space are solving this specific issue. Like, it's just, you know, you wouldn't know something until you do. So it's great to see.
Harry Willis 30:41
Yeah, and I think, to your point, there, there is a huge number of tools for DTC brands generally. And I think how we've been able to kind of carve a niche in, in this particular space is literally because we just don't work with 90% of other brands in the DTC space. We just worked with brands who are in the CPG, vertical, of a particular size, who have subscriptions as well. So it helps us kind of really narrow things down. So yeah, I think that's why we've managed to basically work with many of the top CPG brands worldwide, because we're just innovating to solve their specific challenges rather than spreading ourselves a lot wider, which is, of course, a kind of different positioning in the SAS space. Right.
Mariah Parsons 31:26
Yeah, that's also a great yeah, great point.
Harry Willis 31:31
So, finally, here, I just wanted to outline a, an exclusive offer that we'd like to offer to all friends of Malomo. We are very happy to offer a 30 day trial as a proof of concept to any brands who might be interested. The way that this typically works is if a, if I get speaking to the brand asked if they're able to share their number of orders per month in Shopify, which means I can come up with a post trial pricing quote, our pricing ranges from $250 per month and upwards and up, but I can come up with specifics, if I know that the order volumes. Once I know the order volumes, I can also come up with a simulation of how much revenue I think we can drive for the brand. So what we do is we tend to offer a 30 day trial and we set up everything beforehand with our in house club, your experts to make sure it's all completely optimized for you and relatively hands free from a setup perspective. 30 day trial to prove the impact, and then we review all the results together at the end. So you can come to an informed decision about whether you'd like to continue, basically. So yeah, any CPG and subscription centric brands out there who think this could be a good fit. Just just let me know. How you email address in the in the bio of episode of esteem as well. Yes,
Mariah Parsons 32:47
yep. Yeah, we will. Thank you for extending the offer to our listeners, I know that when we have exclusive offered offers, we are extremely grateful that you all are willing to extend that to our listeners. And we'll make sure that both Yeah, that your email is in the bio. So it's easy for any of those CPG subscription focused brands to reach out. And even if someone isn't in the CPG space, I know that this you know, these these learnings are still can help even if you're not in the space of thinking through okay, what is this specific problem I'm trying to solve with repeat or orders or subscriptions? How can I maybe look at it in a different light? Having heard you all speak with our you speak with our listeners, Harry. So thank you for offering that. And it has been a joy having you on? I really like this new version of the podcast. And so I hope it's been fun getting to kind of get into the weeds a little bit more. And really, yeah, really think through some stuff that is helping, you know, Shopify merchants each and every day. Awesome. Yeah,
Harry Willis 33:51
thank you, Mara. I don't know where my videos gone. Something strange is happening with Zoom. But
Mariah Parsons 33:57
do you see that? Luckily, yeah. Yeah. Wonderful. Wonderful. Great. Yeah. Great to hear. It's very much