1 00:00:00,120 --> 00:00:02,320 Today on the Winning with Shopify podcast. 2 00:00:02,840 --> 00:00:06,200 We are a one stop shop that helps you source products 3 00:00:06,200 --> 00:00:06,960 anywhere around the. World. 4 00:00:06,960 --> 00:00:10,640 What looks like $5 can easily turn to 500, and you think this 5 00:00:10,640 --> 00:00:12,680 is just a net loss? Finding suppliers that you can 6 00:00:12,680 --> 00:00:15,320 trust is not easy. Trump's worked 100 and something 7 00:00:15,320 --> 00:00:16,960 percent on a, you know, on a tariff. 8 00:00:17,000 --> 00:00:19,160 That's a problem. There's a lot of shady practices 9 00:00:19,160 --> 00:00:20,680 here. There's a lot of suppliers 10 00:00:20,680 --> 00:00:25,240 overseas who will try and help you by under declaring the value 11 00:00:25,240 --> 00:00:26,720 of the goods and what have you. I. 12 00:00:26,720 --> 00:00:28,840 Don't want to sound like a newsroom and call it a crisis, 13 00:00:28,920 --> 00:00:31,760 but we do have clients saying this is like borderline 14 00:00:31,760 --> 00:00:39,080 disaster. Hello and welcome to another 15 00:00:39,080 --> 00:00:40,840 episode of the Winning with Shopify podcast. 16 00:00:40,840 --> 00:00:41,960 For anyone that's not, you know, before. 17 00:00:41,960 --> 00:00:44,160 My name is Nick and I've just had a baby so I'm really tired. 18 00:00:44,440 --> 00:00:45,720 But it's great to have you guys tuning in. 19 00:00:45,720 --> 00:00:47,400 So sorry if I'm not my bubbly self today. 20 00:00:47,400 --> 00:00:50,200 I will try my absolute best, but I'm not sleeping much and my 21 00:00:50,200 --> 00:00:52,000 little one is keep me awake at night, which is obviously 22 00:00:52,000 --> 00:00:53,200 amazing and a beautiful time in life. 23 00:00:53,200 --> 00:00:55,320 But I am quite tired. But welcome to the show. 24 00:00:55,320 --> 00:00:57,040 If it's your first time shooting and if you've been tuning in for 25 00:00:57,040 --> 00:00:58,960 a while, then welcome back. If you haven't already, hit 26 00:00:58,960 --> 00:01:00,560 subscribe. Leave us a review on whatever 27 00:01:00,560 --> 00:01:02,760 platform you are listening to. It really helps support the 28 00:01:02,760 --> 00:01:05,080 show. Now today I'm very excited to 29 00:01:05,080 --> 00:01:08,200 introduce a brand new sponsor and these guys got some amazing 30 00:01:08,200 --> 00:01:11,800 offers that I also want to flag. And this is only part of why 31 00:01:11,800 --> 00:01:13,200 we've we've actually partnered with them. 32 00:01:13,200 --> 00:01:15,920 We're going to be talking about some very interesting big global 33 00:01:15,920 --> 00:01:17,760 things going on that are probably affecting all of you 34 00:01:17,760 --> 00:01:19,040 right now. And you know exactly what I'm 35 00:01:19,040 --> 00:01:20,480 talking about and who am I talking about as well, which 36 00:01:20,480 --> 00:01:23,640 we'll come on to in a minute. The three things that I think 37 00:01:23,760 --> 00:01:26,280 are most important to flag to you guys that that these guys 38 00:01:26,280 --> 00:01:31,080 offer #1 is that they can save up to 40% on your stock costs, 39 00:01:31,480 --> 00:01:35,600 40% four zero, which is amazing. They can save you time faffing 40 00:01:35,600 --> 00:01:37,440 about with all the different suppliers around the world, 41 00:01:37,560 --> 00:01:39,720 ordering samples, trying bits and pieces. 42 00:01:40,000 --> 00:01:41,880 And obviously, it's hugely time consuming. 43 00:01:41,880 --> 00:01:43,120 And there's a lot of Cowboys out there as well. 44 00:01:43,120 --> 00:01:44,800 So they can help you with that part of the process. 45 00:01:45,160 --> 00:01:48,000 And third thing as well, you've got to have an invite to work 46 00:01:48,000 --> 00:01:49,720 with these guys. But if you mentioned winning 47 00:01:49,720 --> 00:01:54,040 with Shopify, then you will get 50% off that initial sample run. 48 00:01:54,240 --> 00:01:56,320 I'm joined by the amazing Anthony from Covella, who's 49 00:01:56,320 --> 00:01:57,480 going to tell us a lot more about this. 50 00:01:57,480 --> 00:01:59,120 But first of all, Anthony, welcome to the show. 51 00:01:59,120 --> 00:02:01,720 How are you? Nick, thanks so much for having 52 00:02:01,720 --> 00:02:03,040 me. Very excited to be here. 53 00:02:03,880 --> 00:02:07,360 I'm very excited we're in. We're in Mexico right now, 54 00:02:07,720 --> 00:02:10,960 visiting some suppliers at the moment, very timely. 55 00:02:10,960 --> 00:02:12,960 Everyone's, you know, running around trying to find 56 00:02:12,960 --> 00:02:14,720 alternative suppliers. So I'm enjoying the sunshine out 57 00:02:14,720 --> 00:02:16,560 here in Mexico. Amazing, amazing. 58 00:02:16,680 --> 00:02:19,200 It's beautiful and hot in the UK actually, but probably nothing 59 00:02:19,200 --> 00:02:21,600 like Mexico. But we're going to find out a 60 00:02:21,600 --> 00:02:23,840 bit more as we talk through as to why you're in Mexico and 61 00:02:23,840 --> 00:02:26,840 people might have seen why the the topic of stock and that sort 62 00:02:26,840 --> 00:02:27,880 of stuff we're talking about today. 63 00:02:27,880 --> 00:02:31,360 And before we jump in though, Covella it, it was a new name to 64 00:02:31,360 --> 00:02:33,680 me, if I'm completely honest, probably a new name to most of 65 00:02:33,680 --> 00:02:36,440 our listeners, but a name that I, I believe and why we've 66 00:02:36,440 --> 00:02:37,880 selected you guys, one of our sponsors. 67 00:02:38,120 --> 00:02:40,200 What a name that people need to know. 68 00:02:40,240 --> 00:02:41,920 So tell us a bit more Anthony, about Cabela. 69 00:02:41,960 --> 00:02:44,040 What are you guys? Who are you guys? 70 00:02:44,240 --> 00:02:47,080 What do you guys do and what can you do for for people listening? 71 00:02:47,800 --> 00:02:50,480 Sure. So Cabela is a virtual product 72 00:02:50,480 --> 00:02:52,280 sourcing agent. The idea is very simple. 73 00:02:53,280 --> 00:02:55,600 Selling products online today is pretty easy. 74 00:02:56,160 --> 00:02:59,520 You know, spin up a Shopify account, handle payments with 75 00:02:59,520 --> 00:03:01,600 Stripe Flex port for your shipments. 76 00:03:01,920 --> 00:03:04,560 What's still very difficult is how do you make your products in 77 00:03:04,560 --> 00:03:07,160 the 1st place? Sourcing from suppliers can be 78 00:03:07,160 --> 00:03:09,040 quite tricky. How do you find the right 79 00:03:09,040 --> 00:03:10,520 supplier? How can you know who to trust? 80 00:03:10,520 --> 00:03:13,760 How can you streamline the process of, you know, getting 81 00:03:13,760 --> 00:03:16,320 those initial samples? How do you place an order? 82 00:03:16,320 --> 00:03:21,440 How do you handle QA orders? You know the topic of tariffs is 83 00:03:21,440 --> 00:03:24,480 now coming up as well. How do you handle all of that? 84 00:03:24,720 --> 00:03:28,520 We are a one stop shop that helps you source products 85 00:03:28,520 --> 00:03:30,640 anywhere around the world. So we have 200,000 suppliers 86 00:03:30,640 --> 00:03:33,520 across 40 different countries and we have made that entire 87 00:03:33,520 --> 00:03:37,360 process a lot easier. So brands come to see us, they 88 00:03:37,360 --> 00:03:38,800 tell us what we what they want to make. 89 00:03:39,000 --> 00:03:42,160 We find them a set of suppliers across the world who can make it 90 00:03:42,440 --> 00:03:45,120 and streamline the entire process and then make sure that 91 00:03:45,120 --> 00:03:47,160 the products get sent to your warehouse. 92 00:03:48,120 --> 00:03:49,840 Amazing. And and just to put my kind of 93 00:03:49,840 --> 00:03:52,000 seal of approval on that as well, guys, I, I know a lot of 94 00:03:52,000 --> 00:03:53,880 you trust me, which terrifies me sometimes. 95 00:03:53,960 --> 00:03:56,280 Make sure I always say the right thing and give the right advice. 96 00:03:56,720 --> 00:03:58,000 And, but to put my seal of approval on it. 97 00:03:58,000 --> 00:04:00,960 I don't think I've ever met a Shopify store that sell their 98 00:04:00,960 --> 00:04:04,080 own products that have not had a problem either with 99 00:04:04,080 --> 00:04:07,800 manufacturing, even supplying the raw material to manufacture 100 00:04:07,800 --> 00:04:10,800 their own products, let alone as, as you say, Anthony, all of 101 00:04:10,800 --> 00:04:13,120 those issues that come along with the Q&A, the language 102 00:04:13,120 --> 00:04:15,600 barriers that oh, something sitting in the port. 103 00:04:16,000 --> 00:04:18,000 I myself have imported things and I'll mention a couple 104 00:04:18,079 --> 00:04:21,200 sometimes as we go through today, but I've imported bamboo 105 00:04:21,200 --> 00:04:22,760 sunglasses for a store. We used to run it. 106 00:04:22,960 --> 00:04:25,320 Sometimes we got charged import tax, sometimes we didn't. 107 00:04:25,320 --> 00:04:27,280 Sometimes we declared it ourselves, sometimes we didn't. 108 00:04:27,560 --> 00:04:30,520 And sometimes it came in by DHL and we got a nice little phone 109 00:04:30,520 --> 00:04:31,840 call. We paid over the phone, we set 110 00:04:31,840 --> 00:04:33,480 up an account. Other times the first 111 00:04:33,480 --> 00:04:36,080 notification we got is your stocks being sent back to China. 112 00:04:36,080 --> 00:04:38,480 And obviously things like Alibaba, it's a, it's an 113 00:04:38,480 --> 00:04:40,680 absolute jungle. It's a minefield of things. 114 00:04:40,680 --> 00:04:42,920 So I think you guys are in a really good space. 115 00:04:42,920 --> 00:04:45,920 And obviously, and just to just to speak openly for a minute, 116 00:04:46,680 --> 00:04:49,480 Anthony and I took a long time before getting this episode in 117 00:04:49,480 --> 00:04:52,320 the diary to record because you've been very, very busy. 118 00:04:52,960 --> 00:04:54,840 So I know you're going to mention Trump, you're going to 119 00:04:54,840 --> 00:04:56,120 mention tariffs. But I'm going to kick off with 120 00:04:56,120 --> 00:04:58,760 question #1 today. What are some of the biggest 121 00:04:58,760 --> 00:05:02,840 challenges facing Shopify store owners today in terms of getting 122 00:05:02,840 --> 00:05:04,920 stock on their shelves? Yeah. 123 00:05:04,920 --> 00:05:07,320 So I think that, you know, the big ones we're going to talk 124 00:05:07,320 --> 00:05:11,480 about is, is tariffs when you need to get stock on your 125 00:05:11,480 --> 00:05:14,360 shelves. As far as we're concerned, that 126 00:05:14,360 --> 00:05:16,720 is the sourcing process, right? How do you find the right 127 00:05:16,720 --> 00:05:18,280 supplier? Finding suppliers that you can 128 00:05:18,280 --> 00:05:22,640 trust is not easy, especially when you're looking outside of 129 00:05:22,640 --> 00:05:24,880 countries like China, which is a lot of brands are now 130 00:05:24,880 --> 00:05:27,840 increasingly doing. So how can you find how can you 131 00:05:27,840 --> 00:05:29,600 find suppliers? A lot of people are using these 132 00:05:29,600 --> 00:05:32,320 platforms like Alibaba that you've mentioned, but you know, 133 00:05:32,320 --> 00:05:35,800 Alibaba has a lot of middle men. It has a lot of other issues, a 134 00:05:35,800 --> 00:05:39,720 lot of other suppliers that are, you know, quite excellent might 135 00:05:39,720 --> 00:05:41,160 not be on these online platforms. 136 00:05:41,160 --> 00:05:43,720 So how do you find them? That's especially true as well 137 00:05:43,840 --> 00:05:47,280 when you're looking in countries outside of outside of China. 138 00:05:48,040 --> 00:05:50,040 You know, when you're looking outside of China as well, you're 139 00:05:50,040 --> 00:05:54,520 dealing with suppliers that will have higher Moqs and you're also 140 00:05:54,520 --> 00:05:57,160 dealing with in China as well. So how do you get a foot in the 141 00:05:57,160 --> 00:05:59,560 door? How can you, you know, find a 142 00:05:59,560 --> 00:06:02,120 supplier who you can work with that isn't going to break the 143 00:06:02,120 --> 00:06:05,080 bank either. That is a massive problem. 144 00:06:05,080 --> 00:06:09,400 And in addition to that, even once you found suppliers, you 145 00:06:09,400 --> 00:06:13,720 know there is an entire process of how do you get your stock on 146 00:06:13,720 --> 00:06:15,760 the shelves. So the entire process of 147 00:06:15,760 --> 00:06:19,520 sampling, I'm sure we'll be very familiar to a lot of your, a lot 148 00:06:19,520 --> 00:06:22,320 of the brands listening to this. It can go many rounds of 149 00:06:22,320 --> 00:06:24,560 sampling, a lot of miscommunication can happen. 150 00:06:24,560 --> 00:06:29,200 You can have issues at the production time as well, QA that 151 00:06:29,200 --> 00:06:31,880 should have happened, didn't happen or you or it failed. 152 00:06:31,880 --> 00:06:34,880 And now your production is delayed for whatever reason. 153 00:06:35,440 --> 00:06:38,080 And then now suddenly with the tariff landscape changing, 154 00:06:38,360 --> 00:06:42,440 there's a scramble to get, you know, your shipment sent 155 00:06:42,440 --> 00:06:45,680 overseas. It's a very chaotic process. 156 00:06:45,680 --> 00:06:49,400 And So what we've seen is that for brands that are trying to, 157 00:06:49,400 --> 00:06:52,320 you know, kick off a new product, it can take, you know, 158 00:06:52,440 --> 00:06:58,480 3-4 sometimes up to a a year of, of time before you can get your 159 00:06:58,480 --> 00:07:02,080 product from concept to execution in your warehouse. 160 00:07:03,000 --> 00:07:05,320 Yeah, which is obviously a huge pain to an e-commerce brand. 161 00:07:05,320 --> 00:07:06,920 There's someone that sits in marketing. 162 00:07:06,920 --> 00:07:09,440 The worst thing I ever want to hear is, oh, that's out of stock 163 00:07:09,440 --> 00:07:11,240 and we're not getting any more. We're not getting any more for a 164 00:07:11,240 --> 00:07:12,920 while. Or actually, there's a huge lean 165 00:07:12,920 --> 00:07:14,920 time on this thing. Do you ever find that in your 166 00:07:14,920 --> 00:07:17,720 warehouse you have dead stock, You can't sell it, no one wants 167 00:07:17,720 --> 00:07:19,160 to buy it, and you can't get a refund on it. 168 00:07:19,440 --> 00:07:22,520 Or alternatively, you're missing inventory in your warehouse that 169 00:07:22,520 --> 00:07:24,640 you need, you've got sales coming in and you're low on 170 00:07:24,640 --> 00:07:26,720 stock and you haven't ordered more stock. 171 00:07:26,800 --> 00:07:28,720 In time, all these things hit profit. 172 00:07:28,760 --> 00:07:30,440 And I've been there. I've run my own Shopify store 173 00:07:30,440 --> 00:07:33,040 and had exactly that problem, but we've partnered up with 174 00:07:33,040 --> 00:07:35,480 Inventory Planner who have the most incredible app to help you 175 00:07:35,480 --> 00:07:39,320 manage that and forecast exactly what products, what skews even 176 00:07:39,320 --> 00:07:42,640 down to what colour of product you need to order in advance to 177 00:07:42,640 --> 00:07:45,400 make sure stock levels remain consistent throughout. 178 00:07:45,760 --> 00:07:48,040 They're also running a seven day boot camp and if you want to go 179 00:07:48,040 --> 00:07:50,800 and sign up to that, it's 7 emails every seven days and it 180 00:07:50,800 --> 00:07:52,800 takes the same amount of time as your morning coffee. 181 00:07:52,840 --> 00:07:55,240 And in seven days, like me, you can become an inventory 182 00:07:55,240 --> 00:07:56,120 management. Pro. 183 00:07:56,560 --> 00:07:58,200 Both links are in the description. 184 00:07:58,440 --> 00:08:01,560 Enjoy. One of the biggest you, you 185 00:08:01,560 --> 00:08:03,920 touched this briefly as well. And one of the biggest things I 186 00:08:03,920 --> 00:08:06,840 think brands struggle to do, certainly in the earlier days. 187 00:08:06,880 --> 00:08:09,000 And, and sorry, guys, I'm going to use some stereotypes here. 188 00:08:09,000 --> 00:08:11,960 And this is one of them is you get so caught up with that one 189 00:08:11,960 --> 00:08:14,440 dream supplier and suddenly you phone them and there's no, 190 00:08:14,520 --> 00:08:15,680 there's no voice at the end of the phone. 191 00:08:15,680 --> 00:08:17,280 There's no response to your e-mail. 192 00:08:17,280 --> 00:08:19,080 Something's happened. They've gone, they've changed, 193 00:08:19,080 --> 00:08:21,040 they've moved. They didn't tell you because you 194 00:08:21,040 --> 00:08:24,920 were a small fish in a big pond, but diversification of supplier. 195 00:08:25,320 --> 00:08:28,240 How? How should that process work in 196 00:08:28,240 --> 00:08:30,680 in an ideal world or through through something like Covella? 197 00:08:31,440 --> 00:08:33,080 Yeah. So I think that, look, the old 198 00:08:33,080 --> 00:08:35,799 way of doing things was that you'd find one supplier with 199 00:08:35,799 --> 00:08:38,679 whom you would work and have like a long relationship. 200 00:08:38,679 --> 00:08:40,880 And I think that in a lot of cases that is appropriate and 201 00:08:40,880 --> 00:08:42,880 that is what a lot of people are are still doing. 202 00:08:43,240 --> 00:08:46,280 But the problem is that, you know, a situation like what 203 00:08:46,280 --> 00:08:48,120 we're seeing today is revealing the issues with that. 204 00:08:48,280 --> 00:08:50,720 So when you need to quickly pivot your supply chain, you're 205 00:08:50,720 --> 00:08:54,040 now locked in with one supplier with whom you've worked with 206 00:08:54,320 --> 00:08:56,600 your, you know, the entire duration of your, of your 207 00:08:56,600 --> 00:08:59,880 brand's existence. And you now have to find out the 208 00:08:59,880 --> 00:09:01,240 supplier. How do you go about doing that? 209 00:09:01,240 --> 00:09:05,160 It's very, very difficult. So, you know, when it comes to 210 00:09:05,360 --> 00:09:07,920 diversification, it's not just about diversifying across 211 00:09:07,920 --> 00:09:10,560 suppliers within countries, but now we're talking about 212 00:09:10,560 --> 00:09:12,200 diversification across countries. 213 00:09:12,640 --> 00:09:16,040 And so, you know, diversification is a is 214 00:09:16,320 --> 00:09:19,480 difficult because there's a reason a lot of people source in 215 00:09:19,480 --> 00:09:22,200 China. China continues to be, you know, 216 00:09:22,200 --> 00:09:25,240 one of the most efficient countries when it comes to 217 00:09:25,240 --> 00:09:27,880 sourcing and production. And even with the tariffs, I 218 00:09:27,880 --> 00:09:30,320 suspect a lot of brands will continue trying to source in 219 00:09:30,320 --> 00:09:32,520 China. They'll, you know, have certain 220 00:09:33,120 --> 00:09:35,760 tricks to deal with the current situation that we can talk 221 00:09:35,760 --> 00:09:38,440 about. How should brands deal with, you 222 00:09:38,440 --> 00:09:41,560 know, handling the the tariffs with their, with their existing 223 00:09:41,560 --> 00:09:44,840 Chinese suppliers? But diversification is 224 00:09:45,120 --> 00:09:46,880 increasingly becoming a requirement. 225 00:09:46,960 --> 00:09:50,920 And so that means diversifying across suppliers both within and 226 00:09:50,920 --> 00:09:56,960 across countries that allows you to have a hedging solution in a 227 00:09:56,960 --> 00:09:59,320 world where the tariffs change, you can quickly and easily pull 228 00:09:59,320 --> 00:10:03,400 the trigger on another supplier who's perhaps less affected. 229 00:10:03,800 --> 00:10:08,120 You might want to stack up some backup suppliers and do things 230 00:10:08,120 --> 00:10:11,440 that way. These are all things that have 231 00:10:11,440 --> 00:10:13,360 been part of how we built Cabela, right? 232 00:10:13,360 --> 00:10:17,080 So the way that we work is that when brands come see us and they 233 00:10:17,080 --> 00:10:19,840 want to source a product, what we'll do is it will come up with 234 00:10:20,080 --> 00:10:22,640 we'll find suppliers in the host of different countries and even 235 00:10:22,640 --> 00:10:25,840 with multiple suppliers within a given country and provide 236 00:10:25,840 --> 00:10:27,840 quotes. And So what a brand can then do 237 00:10:27,840 --> 00:10:32,240 is order samples from multiple suppliers and, you know, do that 238 00:10:32,240 --> 00:10:35,720 sourcing process concurrently with all these suppliers at 239 00:10:35,720 --> 00:10:38,000 once. And then when it comes time to 240 00:10:38,000 --> 00:10:39,720 production time, they can, you know, you can look at what the 241 00:10:39,720 --> 00:10:42,560 landscape looks like right now and essentially pull the trigger 242 00:10:42,560 --> 00:10:46,760 and place that order. We also aggregate a lot of these 243 00:10:46,760 --> 00:10:50,280 brands under one platform. So one of the big complications 244 00:10:50,280 --> 00:10:53,560 that brands face is that when they're sourcing, you know, they 245 00:10:53,560 --> 00:10:56,040 want to keep everything under 1 supplier because it's less 246 00:10:56,040 --> 00:10:57,440 headache. You don't want to be dealing 247 00:10:57,440 --> 00:10:59,400 with all these different e-mail chains and all these different 248 00:10:59,400 --> 00:11:02,520 points of contact and all these WhatsApp groups and WeChat 249 00:11:02,520 --> 00:11:05,880 groups and what have you. Having being able to work with 250 00:11:05,880 --> 00:11:08,680 multiple suppliers but under one single platform allows you to 251 00:11:08,680 --> 00:11:12,760 have all of the advantages of consolidation while maintaining 252 00:11:12,760 --> 00:11:14,800 all the advantages of diversification. 253 00:11:15,960 --> 00:11:18,120 I think, I mean, you've touched on so many points there. 254 00:11:18,120 --> 00:11:20,200 We can probably do and we we might do this in the future as 255 00:11:20,200 --> 00:11:21,880 well. Guys, actually a whole episode 256 00:11:21,880 --> 00:11:23,760 on just diversification of supplier. 257 00:11:24,360 --> 00:11:26,720 I'm going to ask one question and I'm just while you were 258 00:11:26,720 --> 00:11:29,120 talking, I'm just thinking what is the one thing I think we 259 00:11:29,120 --> 00:11:31,000 should really cover on this? There's five things running 260 00:11:31,000 --> 00:11:33,000 around my head. I think it's about product 261 00:11:33,000 --> 00:11:35,560 quality. And I think that I'm going to 262 00:11:35,560 --> 00:11:37,560 going to take a punt here and say it's probably the biggest 263 00:11:37,560 --> 00:11:39,600 question people have is if you order from multiple suppliers 264 00:11:39,600 --> 00:11:42,320 from multiple countries, like say, I mean, say this baseball 265 00:11:42,320 --> 00:11:44,720 cap I'm wearing right now, which I don't normally wear on the 266 00:11:44,720 --> 00:11:46,960 show, but you know, I've not been in the office very much. 267 00:11:46,960 --> 00:11:49,400 So I thought we're dressed down. But my baseball cap. 268 00:11:49,560 --> 00:11:50,960 How do you have that consistency? 269 00:11:50,960 --> 00:11:54,000 If there's four of them on a shelf in a physical store and, 270 00:11:54,080 --> 00:11:56,840 or actually if somebody buys the same, you know, quantity 3 of 271 00:11:56,840 --> 00:12:00,560 this product and one comes from 1 batch from Hong Kong, another 272 00:12:00,560 --> 00:12:02,760 one comes from another batch from Mexico, another one from 273 00:12:02,760 --> 00:12:06,240 Argentina as an example. How do you get that product 274 00:12:06,240 --> 00:12:08,160 quality across multiple suppliers? 275 00:12:08,160 --> 00:12:11,520 You know, if someone's just using one supplier for a range 276 00:12:11,520 --> 00:12:14,160 of products or all products and they suddenly pivot and switch 277 00:12:14,160 --> 00:12:16,880 to somebody else, how do you avoid that kind of drop in 278 00:12:16,880 --> 00:12:18,080 quality? Or it's not even drop in 279 00:12:18,080 --> 00:12:20,280 quality, but just you want them to be the same. 280 00:12:20,280 --> 00:12:22,280 So somebody gets the same product when they order the 281 00:12:22,280 --> 00:12:25,200 second, the third, the 4th time. Right, it's a great question. 282 00:12:25,200 --> 00:12:27,480 So you know, typically what you'll want to do is you'll want 283 00:12:27,480 --> 00:12:30,040 to at least keep the same supplier for a given product 284 00:12:30,440 --> 00:12:33,680 vertical, which is to say you know, it's you don't want to 285 00:12:33,680 --> 00:12:37,560 have, you know, your best seller being made consistently by all 286 00:12:37,560 --> 00:12:40,640 these different suppliers. It mostly exists as a backup 287 00:12:40,640 --> 00:12:43,120 solutions provided you're dealing with the current 288 00:12:43,160 --> 00:12:48,400 situation. But you know, the quality 289 00:12:48,400 --> 00:12:50,560 question is something that's important because, you know, 290 00:12:50,560 --> 00:12:53,320 when you are trying to source overseas and you're trying to, 291 00:12:53,600 --> 00:12:55,920 you know, find an alternative supplier, it can be a little bit 292 00:12:55,920 --> 00:12:58,520 of a of a problem. And it's not just quality in 293 00:12:58,520 --> 00:13:01,560 terms of getting, you know, the same consistent product, but 294 00:13:01,560 --> 00:13:04,720 even not having any bad surprises. 295 00:13:05,680 --> 00:13:08,400 One of the big things that we've seen is that suppliers or sorry, 296 00:13:08,400 --> 00:13:11,920 excuse me, brands will fail to do is that they'll fail to 297 00:13:11,920 --> 00:13:16,280 deploy, for instance, a third party QA, which is by and large 298 00:13:16,360 --> 00:13:21,160 the cheapest and best thing you can do for your brand when 299 00:13:21,160 --> 00:13:25,680 dealing with overseas suppliers is to get a third party QA. 300 00:13:25,680 --> 00:13:28,560 So that is to send someone to the factory to make sure that 301 00:13:28,560 --> 00:13:30,240 everything is looking good. And they can go in with a 302 00:13:30,240 --> 00:13:34,360 reference sample in hand and make sure that you know you have 303 00:13:34,600 --> 00:13:37,680 the product you like to make and that the entire production looks 304 00:13:37,680 --> 00:13:41,600 and feels exactly like the product that you want to be on 305 00:13:41,600 --> 00:13:44,640 the shelves. And so by having these checks, 306 00:13:45,040 --> 00:13:47,440 you can essentially get closer to guaranteeing that you're 307 00:13:47,440 --> 00:13:50,120 getting consistent quality across your product line. 308 00:13:50,960 --> 00:13:53,960 Which I think is, I mean, it's a game changer with the 309 00:13:53,960 --> 00:13:56,240 globalization going on at the moment. 310 00:13:56,240 --> 00:13:58,320 I think there's a, there's a, there's a real tendency for a 311 00:13:58,320 --> 00:14:00,680 lot of brands actually just to say that like, do you know what 312 00:14:00,680 --> 00:14:02,400 we're, we're going to go with this supply and if the products 313 00:14:02,400 --> 00:14:04,600 are good, great. That's the end of the equation. 314 00:14:04,800 --> 00:14:07,360 You just need one customer to do a bit of digging and try and 315 00:14:07,360 --> 00:14:09,560 find who your supplier is and go, do you know what that 316 00:14:09,560 --> 00:14:12,200 factory there, there's children working in that factory and 317 00:14:12,200 --> 00:14:15,680 suddenly the whole thing falls apart and no brand needs that, 318 00:14:15,680 --> 00:14:18,560 that kind of, you know, that kind of PR exercise on on their 319 00:14:18,560 --> 00:14:22,320 desk, regardless of size or or history of trading, etcetera, 320 00:14:22,320 --> 00:14:24,160 etcetera. I I think it's such an 321 00:14:24,160 --> 00:14:25,840 incredible thing that you actually send someone to the 322 00:14:25,840 --> 00:14:28,520 factory to check staff for so many little brands. 323 00:14:28,520 --> 00:14:30,760 So many of you guys listening, that is just out of the question 324 00:14:30,760 --> 00:14:32,920 for you. As I say, the only thing you 325 00:14:32,920 --> 00:14:34,680 have to go on is the quality of the product that arrives. 326 00:14:34,920 --> 00:14:37,400 So again, I think having that third party do that exercise for 327 00:14:37,400 --> 00:14:39,320 you. But I guess Anthony, you're the 328 00:14:39,320 --> 00:14:42,440 benefit people get of working with Covella as well is, you 329 00:14:42,440 --> 00:14:44,200 know, a massive advocate of certainly this part. 330 00:14:44,200 --> 00:14:47,120 The exercise is you've done that across all 200,000 suppliers. 331 00:14:47,120 --> 00:14:49,120 So even when they reach out initially and say, hey, let's 332 00:14:49,120 --> 00:14:51,440 get some samples, one of these guys you've been to visit them, 333 00:14:51,440 --> 00:14:53,800 you've met them, you've seen what what quality of product 334 00:14:53,800 --> 00:14:55,640 they're doing. And obviously if there's any bad 335 00:14:55,640 --> 00:14:57,720 reputation, they're in the bad books with you. 336 00:14:57,720 --> 00:15:00,480 And you're 1 probably one of the biggest people actually driving, 337 00:15:01,280 --> 00:15:03,560 driving work for that factory or products to be sent out. 338 00:15:03,560 --> 00:15:04,920 Is that right? Right. 339 00:15:04,920 --> 00:15:08,560 So there's different sets of vetting cycles of vetting based 340 00:15:08,560 --> 00:15:11,200 on who the supplier is and how they've come into the network. 341 00:15:11,600 --> 00:15:15,840 But at production time, we're sending that verification 342 00:15:15,920 --> 00:15:18,320 across, you know, every product order. 343 00:15:18,320 --> 00:15:20,920 So that is, you know, one guarantee that you have, but 344 00:15:20,920 --> 00:15:23,960 there's lots of other sort of steps in the in the in that 345 00:15:23,960 --> 00:15:25,920 guarantee. So what you, what you mentioned, 346 00:15:26,920 --> 00:15:30,480 you know, wanting to avoid having a bad surprise such as, 347 00:15:30,800 --> 00:15:34,280 you know, your factory is engaging in, you know, 348 00:15:35,320 --> 00:15:38,560 unsustainable or unethical production practices. 349 00:15:38,720 --> 00:15:41,960 There are certifications that are, that are exist and that are 350 00:15:41,960 --> 00:15:45,120 also provided by third parties that we collect and make sure 351 00:15:45,120 --> 00:15:46,680 that these suppliers comply with them. 352 00:15:46,800 --> 00:15:48,200 Yeah, yeah. I think one of the things we did 353 00:15:48,200 --> 00:15:50,200 with the bamboo sunglass business, which doesn't exist 354 00:15:50,200 --> 00:15:51,680 anymore, by the way, if you've been listening to show for a 355 00:15:51,680 --> 00:15:53,800 while, you know, it's it's my claim to fame that I had a 356 00:15:53,800 --> 00:15:55,600 failed bamboo sunglasses business. 357 00:15:56,560 --> 00:15:59,360 One of the things we did though, is we, and I think I said to you 358 00:15:59,360 --> 00:16:01,760 before as well, Anthony, we, we actually got gotten to send a 359 00:16:01,760 --> 00:16:05,440 picture of one of our products or pictures of it from here is a 360 00:16:05,480 --> 00:16:08,600 bamboo tree that gets chopped down by these guys, gets put in 361 00:16:08,600 --> 00:16:11,240 this truck sent to factory. And we use that as marketing 362 00:16:11,240 --> 00:16:14,920 content on our website to say like this isn't plastic, which 363 00:16:14,920 --> 00:16:17,560 is made to look like bamboo. It's certified bamboo. 364 00:16:17,560 --> 00:16:20,000 It grows up to a foot a day in China. 365 00:16:20,200 --> 00:16:22,880 So actually we made a thing of saying this is like authentic 366 00:16:22,880 --> 00:16:25,200 Chinese bamboo. Like we went the opposite from 367 00:16:25,200 --> 00:16:27,760 like, you know, the that tiny made in China in the back of 368 00:16:27,760 --> 00:16:29,360 little products you buy on Amazon and things. 369 00:16:29,680 --> 00:16:32,520 We went the opposite and said this is certified authenticated 370 00:16:32,520 --> 00:16:36,120 Chinese bamboo that you're buying from, which I mean, we 371 00:16:36,120 --> 00:16:37,880 talk about a lot on the show about marketing anyway, but you 372 00:16:37,880 --> 00:16:40,040 want to drill down to what's that number one big thing that 373 00:16:40,040 --> 00:16:41,480 people really want from products. 374 00:16:41,800 --> 00:16:44,400 So if it's they want a really soft products, they want the 375 00:16:44,400 --> 00:16:47,640 T-shirt that's really soft. I think using using your your 376 00:16:47,640 --> 00:16:49,760 sampling process to go, do you know what, let's get samples 377 00:16:49,760 --> 00:16:52,040 from all these factories and let's choose the one that has 378 00:16:52,040 --> 00:16:55,040 the softest product as long as the commercials stack up as 379 00:16:55,040 --> 00:16:56,720 well. But that's also a good way that 380 00:16:57,120 --> 00:17:00,280 and and I know from experience and and you can probably tell us 381 00:17:00,280 --> 00:17:02,880 a lot more about Sue Anthony, but even just getting samples 382 00:17:02,880 --> 00:17:05,000 into the country, whichever country you're based in from 383 00:17:05,000 --> 00:17:07,960 another country overseas is providing the samples. 384 00:17:08,200 --> 00:17:10,640 Even the samples can be a nightmare to get through. 385 00:17:10,880 --> 00:17:14,720 Customs delivery, what looks like $5 can easily turn to five 386 00:17:14,720 --> 00:17:16,839 hundreds. And you think this is just a net 387 00:17:16,839 --> 00:17:18,560 loss? Like there's no good outcome 388 00:17:18,560 --> 00:17:20,839 here apart from I'm going to buy more products from them, but I'm 389 00:17:20,839 --> 00:17:23,440 just losing money until I've decided on somebody. 390 00:17:23,440 --> 00:17:26,800 So again, making that process streamlined, massive cost saving 391 00:17:26,800 --> 00:17:28,920 as much as time. Absolutely. 392 00:17:28,920 --> 00:17:32,160 Especially when you're, you know, you're purchasing samples 393 00:17:32,160 --> 00:17:34,080 from multiple suppliers within a given country. 394 00:17:34,560 --> 00:17:39,520 There's, you know, those shipping fees stack up, I'd say 395 00:17:39,520 --> 00:17:41,560 about, you know, when you're ordering a sample, half of the 396 00:17:41,560 --> 00:17:44,320 sample cost that you're paying goes to shipping. 397 00:18:05,760 --> 00:18:08,800 So what we do when you're sampling within a given country, 398 00:18:09,000 --> 00:18:11,360 we consolidate, get all the samples together, send it over 399 00:18:11,360 --> 00:18:13,480 to you, so you're at least saving significantly on the 400 00:18:13,480 --> 00:18:16,480 samples themselves. Which is really smart. 401 00:18:16,480 --> 00:18:20,160 It's a really good way to do it. And let's go back to globally 402 00:18:20,160 --> 00:18:22,240 right now. I mean, there's I I don't 403 00:18:22,240 --> 00:18:24,920 understand like a newsroom and call it a crisis, but we do have 404 00:18:24,920 --> 00:18:28,680 clients saying this is like borderline disaster, which 405 00:18:28,680 --> 00:18:31,280 obviously creates opportunity. But equally in the in the thick 406 00:18:31,280 --> 00:18:33,680 of it, in the moment when you wake up and go Trump's whacked 407 00:18:33,680 --> 00:18:36,120 100 and something percent on a, you know, on a tariff. 408 00:18:36,480 --> 00:18:39,200 That's a problem that's just literally doubled our doubled 409 00:18:39,200 --> 00:18:41,080 our overhead for getting products into the country. 410 00:18:41,680 --> 00:18:45,200 What are you seeing brands do in response to that right now? 411 00:18:45,200 --> 00:18:46,560 What is? What is the strategy? 412 00:18:47,400 --> 00:18:51,440 So here's what we've been advocating for brands who are 413 00:18:51,440 --> 00:18:53,080 worried about what's happening with tariffs. 414 00:18:53,080 --> 00:18:57,640 So the first thing I'll say is that this if the tariffs remain 415 00:18:57,640 --> 00:19:01,240 as they're as they are, this is a, you know, extinction level 416 00:19:01,240 --> 00:19:05,040 event for a lot of brands. And so I think that the 417 00:19:05,040 --> 00:19:08,240 government knows about this. They're not blind to it. 418 00:19:08,960 --> 00:19:12,080 I suspect, and I've been telling this, you know, to brands for 419 00:19:12,080 --> 00:19:14,720 for some time, that the tariffs are going to come down. 420 00:19:14,840 --> 00:19:16,960 They're not going to go down to 0, but they are going to come 421 00:19:16,960 --> 00:19:19,840 down significantly. So the number one thing that 422 00:19:19,840 --> 00:19:25,160 brands should do is that they should seek to delay an 423 00:19:25,160 --> 00:19:28,320 importing event as long as possible so they can delay 424 00:19:28,320 --> 00:19:30,280 production. That is ideal. 425 00:19:30,280 --> 00:19:33,240 So we, there was a, you know, pushing out your production and 426 00:19:33,240 --> 00:19:36,520 leaning into what inventory you have is the number one thing you 427 00:19:36,520 --> 00:19:38,440 should do until the dust settles. 428 00:19:39,080 --> 00:19:42,040 Let's say that you can't do that, right? 429 00:19:42,360 --> 00:19:45,560 So what do you do? There's a couple options that 430 00:19:45,560 --> 00:19:48,840 exist here. 1 is to use a bonded warehouse. 431 00:19:48,840 --> 00:19:52,760 Now bonded warehouse is a warehouse that exists outside of 432 00:19:53,080 --> 00:19:56,600 the US borders. And what you do is that you will 433 00:19:56,600 --> 00:19:59,840 send your stock to that warehouse and that you will 434 00:20:00,080 --> 00:20:04,160 slowly trickle it into the US as needed, and you'll pay tariffs 435 00:20:04,600 --> 00:20:09,120 on that on those imports. But you'll do it in a way that 436 00:20:09,120 --> 00:20:11,800 buys you a little bit of time so that you're not. 437 00:20:12,920 --> 00:20:15,080 Sorry to interrupt, but just just just to be super clear on 438 00:20:15,080 --> 00:20:17,120 that, if, if this is new to any of you as well, I'll ask a 439 00:20:17,120 --> 00:20:19,960 really kind of simple question. So you could, you could in 440 00:20:19,960 --> 00:20:24,240 theory only import a product once it's been sold and have it 441 00:20:24,240 --> 00:20:27,440 delivered direct from a warehouse outside of the outside 442 00:20:27,440 --> 00:20:30,200 of the US to straight to customer in theory. 443 00:20:30,200 --> 00:20:31,080 So you could do that with a bundle. 444 00:20:31,240 --> 00:20:33,240 So you're not paying import tax and anything that's not already 445 00:20:33,240 --> 00:20:34,840 been sold. So you know you've got a profit 446 00:20:34,840 --> 00:20:37,200 on that, that product. Correct. 447 00:20:37,320 --> 00:20:39,720 Exactly. So that's the one thing that 448 00:20:39,720 --> 00:20:42,840 allows you to at least buy more time depending on what happens 449 00:20:42,840 --> 00:20:45,440 with, you know, de minimis as well. 450 00:20:45,440 --> 00:20:49,000 This is something that is also an evolving situation. 451 00:20:49,000 --> 00:20:52,880 But if you are able to send all your products to, for instance, 452 00:20:53,040 --> 00:20:55,320 you know, Mexico, have them held there and then trickle them in 453 00:20:55,320 --> 00:20:58,560 and send them on a order by order basis and de minimis 454 00:20:58,560 --> 00:21:02,240 remains intact, which is looking like it probably won't. 455 00:21:02,240 --> 00:21:06,040 But let's let's see how things pan out that would allow you to 456 00:21:06,040 --> 00:21:08,800 avoid the tariffs. Now if that also is not an 457 00:21:08,800 --> 00:21:14,640 option, there's a couple small things we you can also do 1 is 458 00:21:14,640 --> 00:21:18,200 to play on HTS code optimization. 459 00:21:18,520 --> 00:21:22,960 So when HTS codes are essentially a categorization of 460 00:21:22,960 --> 00:21:27,680 products and your tariffs and duties and imports fees will all 461 00:21:27,680 --> 00:21:30,720 be related to what category your products fall into. 462 00:21:31,280 --> 00:21:35,160 And you'll sometimes run into cases where your product could 463 00:21:35,160 --> 00:21:40,800 be considered 1 of various types of HTS codes. 464 00:21:40,800 --> 00:21:43,920 Now you have to actually make a strong case for it being in one 465 00:21:43,920 --> 00:21:46,040 or the other. But when you are kind of 466 00:21:46,040 --> 00:21:50,040 straddling that line, you can make a case for your product 467 00:21:50,040 --> 00:21:52,960 being considered one or the other and optimize on the basis 468 00:21:52,960 --> 00:21:58,000 of which which ATS code has more favorable duty fees. 469 00:21:58,840 --> 00:22:00,800 So, you know, one example would be footwear. 470 00:22:01,720 --> 00:22:08,600 Footwear has pretty disparate fees based off of how they're 471 00:22:08,600 --> 00:22:11,120 categorized. Is it sports footwear versus not 472 00:22:11,120 --> 00:22:12,800 sports footwear? You could be looking at a tariff 473 00:22:12,800 --> 00:22:18,040 difference of, you know, 5 to 20% difference on that basis. 474 00:22:18,160 --> 00:22:20,080 So that's, that's a, that's a big one. 475 00:22:20,720 --> 00:22:22,840 Again, you have to make a compelling case. 476 00:22:22,840 --> 00:22:25,720 If you miscategorized your products, you will be fine and 477 00:22:26,120 --> 00:22:27,600 they'll be paying a lot of attention to that. 478 00:22:28,200 --> 00:22:29,560 So that's another thing you can do. 479 00:22:30,720 --> 00:22:32,920 And then another thing that we also recommend if this is 480 00:22:34,280 --> 00:22:39,120 possible is that your tariffs are the tariff fees are 481 00:22:39,120 --> 00:22:43,240 calculated on the basis of the production cost of the products. 482 00:22:43,720 --> 00:22:47,720 And so when you're sourcing from suppliers overseas, what you 483 00:22:47,720 --> 00:22:50,440 might have is you might have a price, which is called the EXW 484 00:22:50,760 --> 00:22:53,280 price, which is the price of just the manufacturing, the cost 485 00:22:53,280 --> 00:22:56,400 of getting the product made and essentially to the to the door 486 00:22:56,640 --> 00:23:00,680 of the of the factory. And there's this FoB price. 487 00:23:00,720 --> 00:23:04,080 FoB price is the price of getting the product made and 488 00:23:04,080 --> 00:23:06,080 also taking it all the way to the port where the freight 489 00:23:06,080 --> 00:23:07,520 forwarder will pick it up and take it. 490 00:23:08,600 --> 00:23:11,480 If you don't separate that out, then your tariffs might be 491 00:23:11,480 --> 00:23:14,120 calculated on the basis of your FoB cost, meaning that you're 492 00:23:14,120 --> 00:23:19,920 going to get more cost that is tariffed then should otherwise 493 00:23:19,920 --> 00:23:22,840 happen. So one thing, just double check 494 00:23:23,080 --> 00:23:27,480 that the tariffs are being applied on your EXW rather than 495 00:23:27,960 --> 00:23:31,640 on the FoB cost. It's marginal, but you know, 496 00:23:31,640 --> 00:23:34,360 when you're talking about, you know, tariffs that are in the, 497 00:23:34,360 --> 00:23:38,320 you know, hundreds of percentages, it's pretty 498 00:23:38,440 --> 00:23:41,880 sizable. The last thing I'll say here is 499 00:23:41,880 --> 00:23:45,680 that you can look at invoices, right? 500 00:23:45,720 --> 00:23:51,600 So when you are getting your when you get your product made, 501 00:23:51,760 --> 00:23:54,080 there's different steps you might be making might be doing a 502 00:23:54,080 --> 00:23:57,440 lot of R&D, you might be having a have a mold made for your 503 00:23:57,440 --> 00:24:00,080 product. Make sure that that is taken out 504 00:24:00,080 --> 00:24:01,880 because that shouldn't have your tariffs applied. 505 00:24:02,120 --> 00:24:05,160 So get an itemized invoice from your supplier and make sure that 506 00:24:05,160 --> 00:24:10,360 the, that the costs that are getting reported really reflect 507 00:24:10,360 --> 00:24:12,920 actually the manufacturing of the product itself. 508 00:24:13,680 --> 00:24:16,640 And that will allow you to hopefully cut off a little bit 509 00:24:16,640 --> 00:24:18,520 of the, of the cost that you're getting taxed on. 510 00:24:18,800 --> 00:24:23,160 Now one thing I should mention here is that, you know, there's 511 00:24:23,160 --> 00:24:25,640 a lot of shady practices here. There's a lot of, you know, 512 00:24:25,640 --> 00:24:30,880 suppliers overseas who will try and help you by under declaring 513 00:24:31,600 --> 00:24:33,840 the value of the goods and, and what have you. 514 00:24:34,800 --> 00:24:38,600 That is a risk And, and I, I don't advocate for that because 515 00:24:38,600 --> 00:24:42,720 if you get caught, then, you know, pretty hefty fines there 516 00:24:43,040 --> 00:24:45,400 and you know, the border. They're checking that. 517 00:24:45,400 --> 00:24:48,120 They're looking at how much did this product typically cost. 518 00:24:48,400 --> 00:24:50,960 They're looking at how much have you, you know, imported and with 519 00:24:50,960 --> 00:24:52,800 the supplier for this product in the past. 520 00:24:52,800 --> 00:24:54,360 And they'll be running those comparisons. 521 00:24:54,360 --> 00:24:57,200 They have all the data. So you might be able to cut 522 00:24:57,200 --> 00:25:01,840 things down, but be wary of, you know, previously declaring a 523 00:25:01,840 --> 00:25:04,680 unit cost of $6 and then suddenly having that declared. 524 00:25:04,680 --> 00:25:06,560 Now it's 150. You're going to run into 525 00:25:06,560 --> 00:25:08,080 trouble. Yeah, yeah. 526 00:25:08,280 --> 00:25:09,840 I think I mean some really good advice there. 527 00:25:09,840 --> 00:25:13,040 And I I always take exactly the same approach to you is wherever 528 00:25:13,040 --> 00:25:15,960 the line is, let's stay as far away from it as possible and do 529 00:25:15,960 --> 00:25:18,560 things properly. I I've certainly heard of more 530 00:25:18,560 --> 00:25:22,400 than one brand categorizing products differently and saving 531 00:25:22,400 --> 00:25:25,680 money in the process, which then means they've been reviewed and 532 00:25:25,680 --> 00:25:26,720 gone. Were you categorized them wrong 533 00:25:26,720 --> 00:25:28,600 initially? So we're going to fine you and 534 00:25:28,600 --> 00:25:30,480 they sort of say, well, that's fine because the new category is 535 00:25:30,480 --> 00:25:32,520 cheaper. So we've picked up a fine to 536 00:25:32,520 --> 00:25:34,320 find out we're in the wrong category that was too expensive 537 00:25:34,320 --> 00:25:36,320 in the 1st place. But equally it could completely 538 00:25:36,320 --> 00:25:38,800 go the other way. So I think some really good 539 00:25:38,800 --> 00:25:40,920 steps that that people can certainly take with this. 540 00:25:42,280 --> 00:25:45,160 I, I guess it's, it's a, as you say, there are some very grey 541 00:25:45,160 --> 00:25:48,880 shady tactics here, which is why I think otherwise I focus more 542 00:25:48,880 --> 00:25:50,240 on marketing and customer acquisition. 543 00:25:50,480 --> 00:25:52,400 The moment we first spoke, Anthony, it was like, OK, 544 00:25:52,440 --> 00:25:55,400 there's a real reason why I want to get, you want to get you guys 545 00:25:55,400 --> 00:25:58,080 involved long term in the show. Actually is having that third 546 00:25:58,080 --> 00:26:01,000 party, you guys in the middle actually doing some of this, 547 00:26:01,200 --> 00:26:04,200 doing the due diligence for people that any shady practices 548 00:26:04,200 --> 00:26:07,040 get whispered back to Covella. It's like, right, we're doing an 549 00:26:07,040 --> 00:26:09,160 investigation ourselves, say like this is not OK. 550 00:26:09,160 --> 00:26:12,400 And you have that, that that insurance policy of working with 551 00:26:12,400 --> 00:26:15,720 you guys, which thinks really, really important with, with some 552 00:26:15,720 --> 00:26:17,840 of these things in mind, then what are some of the mistakes 553 00:26:17,840 --> 00:26:20,200 that brands make on an ongoing basis? 554 00:26:20,200 --> 00:26:23,280 I know I've mentioned one or two that I've come across normally 555 00:26:23,280 --> 00:26:25,840 when a best seller's out of stock and I'm really angry 556 00:26:25,840 --> 00:26:27,400 because it's our best marketing campaign. 557 00:26:27,400 --> 00:26:29,520 But what are some of the mistakes that that people make 558 00:26:29,520 --> 00:26:32,240 on a regular basis that you think all Shopify brands should 559 00:26:32,240 --> 00:26:34,800 be wary of and and should be trying to avoid? 560 00:26:36,480 --> 00:26:37,520 Yeah. So I think that, you know, 561 00:26:37,560 --> 00:26:42,080 there's a couple things when they're looking at suppliers, I 562 00:26:42,080 --> 00:26:46,400 think that's letting your operations lag behind. 563 00:26:46,400 --> 00:26:50,080 Growth is 1 big one, so sales scale pretty quickly. 564 00:26:50,480 --> 00:26:52,480 Supply chains don't unless you plan for it. 565 00:26:52,480 --> 00:26:56,120 So, you know, treat your operations like a growth engine 566 00:26:56,120 --> 00:26:59,040 and not an afterthought. So invest in better forecasting 567 00:26:59,040 --> 00:27:02,360 fulfillment flexibility and make sure that your, your suppliers 568 00:27:02,360 --> 00:27:07,400 are equipped to handle any boom in growth in sales that you 569 00:27:07,400 --> 00:27:10,640 might feel. So again, just making sure that 570 00:27:10,640 --> 00:27:16,160 your capacity to handle demand is prepared for any big push in 571 00:27:16,160 --> 00:27:17,920 sales that occurs. I'd say that's, that's one big 572 00:27:17,920 --> 00:27:19,880 one. There's nothing worth, as you 573 00:27:19,880 --> 00:27:23,200 said, that just being out of stock because that is, you know, 574 00:27:23,360 --> 00:27:26,320 those are potential sales that are now just not being realized. 575 00:27:26,320 --> 00:27:27,560 And that's a, that's a big problem. 576 00:27:28,280 --> 00:27:32,840 I'd say that another one is I think over optimizing for cost 577 00:27:32,960 --> 00:27:34,360 and this is kind of related to that. 578 00:27:35,080 --> 00:27:37,600 So if you're, you know, you're looking for the absolute 579 00:27:37,600 --> 00:27:43,120 cheapest unit costs, then you might not be optimizing on other 580 00:27:43,120 --> 00:27:44,720 aspects that are important for your business. 581 00:27:44,720 --> 00:27:48,480 I'll give a very quick example. We had one of our brands who had 582 00:27:48,480 --> 00:27:53,080 been sourcing this, this beautiful linen product in India 583 00:27:53,160 --> 00:27:57,520 and the unit costs were low. The quality was fantastic. 584 00:27:58,760 --> 00:28:02,000 The problem was that the brand was selling to hotels and hotels 585 00:28:02,000 --> 00:28:06,520 needed to have stock delivered to them very, very quickly to 586 00:28:06,520 --> 00:28:08,920 make, to match basically the the hotel season. 587 00:28:09,440 --> 00:28:13,160 And so, you know, she'd get these contracts and they'd say 588 00:28:13,160 --> 00:28:16,200 great, we want, you know, a couple 1000 units and she's 589 00:28:16,200 --> 00:28:19,320 like, OK, I can get that to you in two months or three months or 590 00:28:19,320 --> 00:28:20,840 what have you. And they said, well, that's too 591 00:28:20,840 --> 00:28:23,280 late for us. So what we did is we found her a 592 00:28:23,280 --> 00:28:26,400 supplier in Mexico which was a lot closer to where her 593 00:28:26,800 --> 00:28:29,040 customers were. And then we got that production 594 00:28:29,040 --> 00:28:31,520 cost that sorry that lead time down to half. 595 00:28:31,560 --> 00:28:34,800 Now the costs were marginally greater than what she was 596 00:28:34,800 --> 00:28:39,680 getting in in India, but the product quality was still, you 597 00:28:39,680 --> 00:28:42,480 know, was at that same level but by. 598 00:28:42,480 --> 00:28:45,400 And not turning away orders now, which is equally as important as 599 00:28:45,600 --> 00:28:47,520 one order saved. What's your marginal cost 600 00:28:47,520 --> 00:28:49,680 looking like now? You know, it's a bigger picture. 601 00:28:49,680 --> 00:28:51,600 Exactly, exactly. So now she's not making a lot, 602 00:28:51,840 --> 00:28:54,480 making a lot more sales. And so that allows her to 603 00:28:54,480 --> 00:28:56,720 capitalize on all these sales that you wouldn't otherwise 604 00:28:56,720 --> 00:28:58,960 have. And that's because she optimized 605 00:28:58,960 --> 00:29:01,400 on something else and just the cost of the units. 606 00:29:02,160 --> 00:29:04,160 And then I'd say that just that's the same thing like 607 00:29:04,160 --> 00:29:06,400 underestimating lead time variability. 608 00:29:06,920 --> 00:29:08,800 When people speak with suppliers, you know, and 609 00:29:08,800 --> 00:29:14,160 suppliers quote them on 30 or 60 days, if you plan around that to 610 00:29:14,160 --> 00:29:16,600 the day, then you, you know, there's so many things that can 611 00:29:16,600 --> 00:29:18,240 go wrong. We've seen so many examples of 612 00:29:18,240 --> 00:29:21,800 that of just in the last five, five years on a global scale. 613 00:29:21,800 --> 00:29:24,120 But even on the individual scale, you know, you can have a 614 00:29:24,800 --> 00:29:26,640 sample that goes wrong and whoever's leading your 615 00:29:26,640 --> 00:29:29,680 production can get sick and is off for a couple days, you know, 616 00:29:30,040 --> 00:29:33,120 a holiday in the country that you didn't know about. 617 00:29:33,120 --> 00:29:35,880 All sorts of things can happen. So. 618 00:29:35,960 --> 00:29:40,920 So just buffering a little bit can be a a big value add. 619 00:29:40,920 --> 00:29:42,240 Yeah. Yeah. 620 00:29:42,240 --> 00:29:44,240 And what I'm going to do is I'm going to convert 2 of those 621 00:29:44,240 --> 00:29:45,920 things you said. I think it's a really good list 622 00:29:45,920 --> 00:29:49,120 of things and definitely seen to feel as myself, two of them. 623 00:29:49,120 --> 00:29:50,800 I'm going to convert into marketing campaigns guys. 624 00:29:50,920 --> 00:29:54,200 And obviously it's all relevant to the user, their pain points, 625 00:29:54,200 --> 00:29:57,720 what they want and say. Sometimes, sometimes you might 626 00:29:57,720 --> 00:30:00,400 think like this is amazing about this product and no one cares. 627 00:30:00,880 --> 00:30:03,440 It's identified a lot with pharmaceutical like supplement 628 00:30:03,440 --> 00:30:05,720 based products, that kind of thing where their owners are 629 00:30:05,720 --> 00:30:08,840 saying, wow, it's so good. It even does this and users are 630 00:30:08,840 --> 00:30:11,240 going, I'm in pain, want to not be in pain done. 631 00:30:11,480 --> 00:30:13,440 That's the end of my decision making phrases. 632 00:30:13,600 --> 00:30:15,120 And you're talking about microbiomes. 633 00:30:15,120 --> 00:30:17,520 I got no idea. Like no, no, no, clear enough. 634 00:30:17,520 --> 00:30:18,680 I have multiple clients talk about that. 635 00:30:19,200 --> 00:30:20,920 The two things I would say 1 is quality. 636 00:30:21,240 --> 00:30:23,680 So you mentioned about actually having a pay slightly more to 637 00:30:23,680 --> 00:30:25,640 get better quality rather than just trying to get the cheapest 638 00:30:25,640 --> 00:30:27,280 price. What that looks like in 639 00:30:27,280 --> 00:30:30,480 marketing then is you run a marketing campaign and as a test 640 00:30:30,800 --> 00:30:33,680 to say, let's focus on quality. So it might be in the the second 641 00:30:33,680 --> 00:30:37,000 image of the product is zoomed in to show the Super high 642 00:30:37,000 --> 00:30:39,840 quality of stitching on this new trainer that you're looking at 643 00:30:39,840 --> 00:30:42,960 buying or this new garment to show the actual quality of the 644 00:30:42,960 --> 00:30:45,680 seams and everything to show this is a top quality product 645 00:30:45,680 --> 00:30:47,960 you're buying here. Or actually, although it's a red 646 00:30:47,960 --> 00:30:50,280 T-shirt, the stitching is actually in a sort of beige 647 00:30:50,280 --> 00:30:52,880 color. And that is just a, a minute 648 00:30:52,880 --> 00:30:55,680 detail you might have missed. And your, your whole USP then 649 00:30:55,680 --> 00:30:58,800 becomes about getting those minute details to the forefront. 650 00:30:58,800 --> 00:31:01,120 And again, see if that converts better than a different 651 00:31:01,120 --> 00:31:04,400 approach, which might be it's just a beautiful design or all 652 00:31:04,400 --> 00:31:06,320 the best people are wearing this this product at the moment. 653 00:31:06,680 --> 00:31:09,280 The second time I would say about lead time and that higher 654 00:31:09,280 --> 00:31:11,280 quantity 1, you mentioned Anthony's. 655 00:31:11,720 --> 00:31:14,080 This has been a game changer for so many brands we've worked with 656 00:31:14,080 --> 00:31:17,200 where we've said, OK, you're selling, you mentioned hotels. 657 00:31:17,200 --> 00:31:20,280 We have a client that sells product to hotels and we only 658 00:31:20,280 --> 00:31:22,240 found out because she said, I, I think you listened to the 659 00:31:22,240 --> 00:31:23,960 podcast as well, Anya. So I'm going to use you as an 660 00:31:23,960 --> 00:31:26,640 example if that's all right. But Anya said we can't, I can't 661 00:31:26,640 --> 00:31:28,400 make that time for a meeting because I'm meeting one of my 662 00:31:28,400 --> 00:31:30,640 hotel clients. We say, whoa, hang on a minute, 663 00:31:30,640 --> 00:31:33,680 you sell to hotels, not just single items out, but you sell 664 00:31:33,920 --> 00:31:35,480 big wholesale. Yeah, yeah, of course I do. 665 00:31:35,480 --> 00:31:36,920 That's where a lot of the business started. 666 00:31:36,920 --> 00:31:38,280 Now I'm trying to go direct to consumer. 667 00:31:38,760 --> 00:31:39,960 Well, none of that's on the website. 668 00:31:40,040 --> 00:31:43,800 Imagine how many more hotels or other establishments like 669 00:31:43,800 --> 00:31:47,000 Airbnb's and other stuff that might want to buy high volumes 670 00:31:47,000 --> 00:31:49,000 of products. So we then made well in the 671 00:31:49,000 --> 00:31:51,600 process, the moment of looking at how do we make some pages 672 00:31:51,600 --> 00:31:53,200 around that? And we've done it with lots of 673 00:31:53,200 --> 00:31:54,360 other clients. We've just created like a 674 00:31:54,360 --> 00:31:57,040 corporate button in the menu. So it's like product drop down, 675 00:31:57,040 --> 00:31:58,960 product drop down, product, then all different categories of 676 00:31:58,960 --> 00:32:01,920 products, colours, sizes, different styles, different 677 00:32:02,280 --> 00:32:03,880 items themselves. And then have one just called 678 00:32:04,000 --> 00:32:06,560 corporate orders or even put something on the product saying 679 00:32:06,760 --> 00:32:09,760 if you order more than ten of these, we give you a 5% discount 680 00:32:09,760 --> 00:32:12,160 or click here for a wholesale quote. 681 00:32:12,640 --> 00:32:15,360 And what we do then is we say on Google Ads, like, OK, that is 682 00:32:15,360 --> 00:32:19,360 then worth what, $5000 instead of a normal order at 100 or $200 683 00:32:19,360 --> 00:32:22,560 because $5000 is the average revenue we make per corporate 684 00:32:22,560 --> 00:32:24,000 order. So actually we're trying to 685 00:32:24,000 --> 00:32:26,920 drive people to those corporate orders, which I think again, is, 686 00:32:26,960 --> 00:32:28,280 is a really, really important thing. 687 00:32:28,280 --> 00:32:31,560 But you can't say that if your supply has taken six weeks and 688 00:32:31,760 --> 00:32:34,160 actually half the big corporate orders get cancelled anyway 689 00:32:34,160 --> 00:32:36,640 because you're too slow and you've annoyed someone, which is 690 00:32:36,640 --> 00:32:39,160 really bad for your reputation. So I think some, some really 691 00:32:39,160 --> 00:32:41,680 important points there. And I think I, I sometimes, I 692 00:32:41,920 --> 00:32:43,800 sometimes find when we're talking about back office stuff 693 00:32:43,800 --> 00:32:46,280 like supply chains, we forget about the front office in front 694 00:32:46,280 --> 00:32:50,640 of house and actually what that starts to look like and talk us 695 00:32:50,640 --> 00:32:52,320 through then, Anthony, I know we've spoken about quite a few 696 00:32:52,320 --> 00:32:55,280 different sort of facets of Covella here, but talk us 697 00:32:55,280 --> 00:32:57,080 through that process if someone's listening going. 698 00:32:57,320 --> 00:32:59,240 All right, Anthony, you've mentioned like all of my 699 00:32:59,240 --> 00:33:01,720 shortcomings as a business owner trying to sell products. 700 00:33:02,200 --> 00:33:04,320 Where do I start? Like, you know, I reach out to 701 00:33:04,320 --> 00:33:06,120 you guys and say, Hey, where do we Shopify sent me in. 702 00:33:06,120 --> 00:33:08,440 I want to get some samples what happens next? 703 00:33:08,440 --> 00:33:10,560 What's that end to end process look like through through 704 00:33:10,560 --> 00:33:11,840 Cabela? Sure. 705 00:33:12,040 --> 00:33:16,000 So it starts with engaging with us and doing a product on 706 00:33:16,000 --> 00:33:18,520 boarding. So we one of the big parts of 707 00:33:18,520 --> 00:33:20,960 what Cabela does and why we're able to be so much more 708 00:33:20,960 --> 00:33:23,560 efficient and you know, get better costs is because we're 709 00:33:23,560 --> 00:33:27,000 using a lot of AI in our operational process. 710 00:33:27,440 --> 00:33:30,480 A lot of your users are definitely using ChatGPT and 711 00:33:30,480 --> 00:33:35,240 seeing the power of AI and LLMS in optimizing different parts of 712 00:33:35,240 --> 00:33:37,040 their business. Sourcing is no different. 713 00:33:37,040 --> 00:33:41,000 So we're incorporating a lot of AI into how we build 714 00:33:41,000 --> 00:33:44,720 efficiencies in our operations. And so one aspect of that is 715 00:33:44,720 --> 00:33:48,400 going to be when you onboard with us, we are going to onboard 716 00:33:48,400 --> 00:33:51,080 your products, get all the product specs and we're going to 717 00:33:51,080 --> 00:33:54,040 run things through AI to make sure that we're catching all of 718 00:33:54,040 --> 00:33:58,520 the missing details in your product spec sheets, identifying 719 00:33:58,520 --> 00:34:01,320 all the different limitations questions that suppliers might 720 00:34:01,320 --> 00:34:04,920 have upfront and get those addressed at the very beginning. 721 00:34:05,560 --> 00:34:08,639 We now have a complete product spec of the product you want to 722 00:34:08,639 --> 00:34:10,800 make. And then what we do is that we 723 00:34:10,800 --> 00:34:15,040 go through our database of, you know, our private network of 724 00:34:15,040 --> 00:34:18,920 suppliers and we find identify all the suppliers with whom 725 00:34:18,920 --> 00:34:20,719 there is potentially a good match here. 726 00:34:21,120 --> 00:34:23,639 And we reach out to the suppliers on your behalf. 727 00:34:23,719 --> 00:34:25,840 And again, automating some of these processes to make it a 728 00:34:25,840 --> 00:34:28,560 little bit more manageable. You know, a lot of your brands 729 00:34:28,560 --> 00:34:30,719 have probably reached out to suppliers and see how that 730 00:34:30,760 --> 00:34:32,239 communication gets kind of hairy. 731 00:34:33,120 --> 00:34:37,600 By automating that process with a lot of LMS and and AI, we're 732 00:34:37,600 --> 00:34:40,000 able to engage with hundreds if not thousands of suppliers at 733 00:34:40,000 --> 00:34:43,480 once, which is how we get some efficiencies from that. 734 00:34:43,800 --> 00:34:47,199 We'll come back to you after a couple of days, maybe a week, a 735 00:34:47,320 --> 00:34:50,080 week and a half if your product's a bit more complex and 736 00:34:50,080 --> 00:34:53,239 come back with a list of quotes and you'll have a full breakdown 737 00:34:53,280 --> 00:34:57,440 of the cost, lead times, examples of, you know, other 738 00:34:57,440 --> 00:35:01,520 similar products that suppliers made in the past, any 739 00:35:01,520 --> 00:35:05,200 certifications that are required for your product, different 740 00:35:05,480 --> 00:35:08,640 brands that supplier has worked with in the past, all this 741 00:35:08,640 --> 00:35:10,240 information. And from there, you just have a 742 00:35:10,440 --> 00:35:14,280 quote table that is standardized and you can purchase samples 743 00:35:14,280 --> 00:35:16,480 from the different suppliers that look good to you. 744 00:35:17,080 --> 00:35:19,800 And that's a payment that happens through Stripe. 745 00:35:19,800 --> 00:35:22,640 You're not, you know, wiring money to a bank account in Hong 746 00:35:22,640 --> 00:35:26,240 Kong or what have you. It's just Stripe payments and 747 00:35:26,240 --> 00:35:30,760 then the samples get started and what you then get is a bit of a 748 00:35:30,760 --> 00:35:32,920 feed. So you'll get updates in a feed 749 00:35:32,920 --> 00:35:36,840 style platform that shows you the product being made. 750 00:35:37,160 --> 00:35:39,480 Samples are sent to your doorstep and then you could just 751 00:35:39,560 --> 00:35:41,320 look at the samples, give your feedback. 752 00:35:42,040 --> 00:35:44,080 If we need to do a second iteration of samples, then 753 00:35:44,080 --> 00:35:47,560 there's no problem. And then once you're happy with 754 00:35:47,560 --> 00:35:50,960 the, with the samples, you just place an order and we will send 755 00:35:51,040 --> 00:35:55,200 an in person QA agents to make sure that everything's looking 756 00:35:55,200 --> 00:35:58,160 good. And then, you know, samples are 757 00:35:58,160 --> 00:36:00,600 sorry, the order is sent to your, to your warehouse and we 758 00:36:00,600 --> 00:36:02,840 handle everything in terms of the optimization of the freight 759 00:36:02,840 --> 00:36:06,680 forwarding, handle all the, all the tariffs and duties and, and 760 00:36:06,680 --> 00:36:08,120 what have you. And it's just sent to your 761 00:36:08,120 --> 00:36:10,600 warehouse. So for brands, it's a pretty 762 00:36:10,600 --> 00:36:12,560 simple process. They just tell us what they want 763 00:36:12,560 --> 00:36:15,480 to make. We find them quotes from 764 00:36:15,840 --> 00:36:18,960 reputable suppliers, they purchase the samples, sample 765 00:36:18,960 --> 00:36:21,400 sent to their doorstep, they take a look, see what they like 766 00:36:21,800 --> 00:36:25,240 and give some feedback and then we dial it in and then send the 767 00:36:25,480 --> 00:36:28,080 order to their warehouse. Which is amazing. 768 00:36:28,080 --> 00:36:31,120 I mean, when you look at the the time scale, imagine like 50 769 00:36:31,120 --> 00:36:33,720 years ago, guys flying around the world to all these different 770 00:36:33,720 --> 00:36:36,560 suppliers getting sample runs. Seems like you're talking a year 771 00:36:36,560 --> 00:36:37,840 before. You've got to the point where 772 00:36:37,840 --> 00:36:40,560 actually with you guys, you could in as you say 1 1/2 weeks 773 00:36:40,560 --> 00:36:42,760 if it's a bit more complicated and you're at a point where you 774 00:36:42,760 --> 00:36:45,080 can start clicking there, order sample, order sample, order 775 00:36:45,080 --> 00:36:46,680 sample. And I think you guys looking 776 00:36:46,680 --> 00:36:49,800 after that whole logistical process, I, I've, I've heard so 777 00:36:49,800 --> 00:36:53,160 many stories over the years, guys where someone is using one 778 00:36:53,160 --> 00:36:55,760 supplier and then they finally look at a second supplier and 779 00:36:55,760 --> 00:36:59,160 go, they can do a better quality product, slightly cheaper as 780 00:36:59,160 --> 00:37:01,280 well. So imagine if you did that via 781 00:37:01,280 --> 00:37:05,800 10/20/30 different suppliers and using your what, what my friend 782 00:37:05,800 --> 00:37:09,040 James likes to call product economics and actually look at, 783 00:37:09,040 --> 00:37:11,040 OK, each product. What are the economics behind 784 00:37:11,040 --> 00:37:13,640 how much we can pay for it, delivery costs to get it here, 785 00:37:13,640 --> 00:37:16,280 what we can then sell it at to know what's our shelf for 786 00:37:16,280 --> 00:37:17,960 product, if it was that good. And then could we actually 787 00:37:17,960 --> 00:37:19,760 increase the product price of the product if it was even 788 00:37:19,760 --> 00:37:22,760 better rather than doing, which is a really dangerous way of 789 00:37:22,760 --> 00:37:25,120 doing e-commerce, which is race to the bottom and trying to get 790 00:37:25,120 --> 00:37:27,800 things as cheap as possible. And I mentioned at the start as 791 00:37:27,800 --> 00:37:30,000 well about that. I think it's an average saving, 792 00:37:30,000 --> 00:37:33,440 isn't it about 40% you guys find because you do so much homework 793 00:37:33,440 --> 00:37:36,520 to go, you're overpaying for a product that could be better. 794 00:37:36,680 --> 00:37:38,760 And let's give you a suite of options and you can choose. 795 00:37:39,480 --> 00:37:42,000 That's exactly right. So, I mean, you know, your 796 00:37:42,000 --> 00:37:43,200 brands will be familiar with this. 797 00:37:43,200 --> 00:37:46,320 You'll if you're a product you want to make, you find a couple 798 00:37:46,320 --> 00:37:48,720 suppliers, a couple, a handful of suppliers that reach out to 799 00:37:48,720 --> 00:37:51,080 them. Some are not answering, some of 800 00:37:51,080 --> 00:37:53,920 the communication's a bit shaky. You finally land on one who 801 00:37:53,920 --> 00:37:57,560 seems like they can get a good, they have a good handle of what 802 00:37:57,560 --> 00:37:59,880 you're trying to make. They give you a quote, you might 803 00:37:59,880 --> 00:38:02,720 have another quote from another supplier that seems pretty good. 804 00:38:03,120 --> 00:38:05,880 You'll just choose the one that is maybe more cost effective. 805 00:38:06,560 --> 00:38:09,320 Imagine the savings that you get when you're not just comparing a 806 00:38:09,320 --> 00:38:11,960 handful of quotes, but you're comparing, you know, several 807 00:38:11,960 --> 00:38:13,360 hundreds. And So what we'll do is that 808 00:38:13,360 --> 00:38:16,160 we'll be engaging with hundreds of suppliers at once and then 809 00:38:16,160 --> 00:38:20,120 come back to you with a series of quotes that best match what 810 00:38:20,120 --> 00:38:22,040 you're looking for. And what that allows us to do is 811 00:38:22,040 --> 00:38:25,800 just by sheer volume, we can get much more competitive quotes 812 00:38:25,800 --> 00:38:27,000 than you could doing this yourself. 813 00:38:27,320 --> 00:38:31,360 In addition to saving you the hundreds of hours of you know, 814 00:38:31,440 --> 00:38:35,320 communication, staying up till God knows what time in order to 815 00:38:35,320 --> 00:38:38,240 get the the quotes and get those communications done. 816 00:38:39,280 --> 00:38:41,360 Amazing, amazing. And if people want to reach out 817 00:38:41,360 --> 00:38:43,840 and and get in touch with you guys, obviously I mentioned at 818 00:38:43,840 --> 00:38:45,960 the start everyone you've got to mention when it was Shopify, 819 00:38:46,640 --> 00:38:49,600 you'll get 50% of sample run and you've got to have an invite 820 00:38:49,600 --> 00:38:50,720 anyway. If you just fill out the form on 821 00:38:50,720 --> 00:38:53,120 the website, they get, I think they get chucked in a list of 822 00:38:53,120 --> 00:38:55,720 people and you get you basically join the waiting list to get 823 00:38:55,720 --> 00:38:57,640 involved for us. When you shop by people front of 824 00:38:57,640 --> 00:39:01,520 the queue, you get spoken to and Cav ela.com. 825 00:39:01,520 --> 00:39:03,200 Is that right, Anthony? That's right. 826 00:39:03,200 --> 00:39:06,680 Cav ela.com, I think we're going to put an affiliate link as 827 00:39:06,680 --> 00:39:08,200 well. There's a code as well, yeah. 828 00:39:09,200 --> 00:39:10,280 Amazing. So yeah, if you click on that 829 00:39:10,280 --> 00:39:11,880 link guys, that'll again, it automatically put you to the 830 00:39:11,880 --> 00:39:13,600 front of the queue. As you can imagine, right now 831 00:39:13,600 --> 00:39:16,320 Anthony is incredibly busy. He's currently sitting in Mexico 832 00:39:16,880 --> 00:39:18,960 as much as I know you used to be in the Uka bit as well. 833 00:39:18,960 --> 00:39:22,440 Also US based West Coast and your colleagues from the East 834 00:39:22,440 --> 00:39:25,360 Coast like these guys are, these guys are at the forefront of of 835 00:39:25,360 --> 00:39:27,080 product sourcing. And so I definitely recommend 836 00:39:27,080 --> 00:39:29,720 reaching out. Anthony, any final comments or 837 00:39:29,720 --> 00:39:32,720 thoughts from your side at all? No, I'd just say that, look, 838 00:39:32,720 --> 00:39:34,960 it's a, it's a tough time for a lot of brands out there. 839 00:39:35,000 --> 00:39:39,320 And I think that, you know, to the extent that you can weather 840 00:39:39,320 --> 00:39:41,800 the storm, I think that things are going to be looking a little 841 00:39:41,800 --> 00:39:44,880 bit more manageable. But it's what I tell a lot of 842 00:39:44,880 --> 00:39:46,640 brands, like everyone's on the same boat right now. 843 00:39:46,680 --> 00:39:50,200 A lot of brands are hurting and everyone is not really sure what 844 00:39:50,200 --> 00:39:53,040 to do. So try to find, you know, 845 00:39:53,680 --> 00:39:55,600 resources that help you get through this. 846 00:39:55,840 --> 00:39:58,720 But you're not alone. And, and there are products and 847 00:39:58,720 --> 00:40:01,800 services and and solutions available that can make things 848 00:40:01,800 --> 00:40:04,640 hopeful a little bit a little bit more manageable while we get 849 00:40:04,640 --> 00:40:06,000 some clarity on what's going on globally. 850 00:40:07,080 --> 00:40:09,560 And you never know, working with Covella might actually save you 851 00:40:09,560 --> 00:40:12,200 guys money anyway, regardless of all those tariffs and everything 852 00:40:12,200 --> 00:40:14,720 else by getting that supplier diversification. 853 00:40:14,720 --> 00:40:17,480 So Anthony, I mean, thank you so much for coming on the show, 854 00:40:17,480 --> 00:40:19,400 sharing so many great insights. And you guys are going to be 855 00:40:19,400 --> 00:40:21,960 involved quite a bit going forward as our other sponsor as 856 00:40:21,960 --> 00:40:22,920 well. So you'll probably hear from 857 00:40:22,920 --> 00:40:25,000 Anthony or some of the team again in the future and might 858 00:40:25,000 --> 00:40:26,960 even get some of the brands on that working with you guys talk 859 00:40:26,960 --> 00:40:29,400 about how they've optimized that process as well. 860 00:40:29,400 --> 00:40:30,760 So thank you so much for joining us today. 861 00:40:30,800 --> 00:40:32,080 It's been absolutely a pleasure having you with. 862 00:40:32,560 --> 00:40:34,920 US. Nick, thanks so much and looking 863 00:40:34,920 --> 00:40:36,240 forward to the next conversation. 864 00:40:37,040 --> 00:40:38,480 Amazing. And for everybody listening at 865 00:40:38,640 --> 00:40:40,080 home, we'll be back again next Friday. 866 00:40:40,080 --> 00:40:41,840 Apologies. We missed the odd week or two. 867 00:40:42,160 --> 00:40:45,520 And as I say, I'm trying to balance doing my job and also 868 00:40:45,520 --> 00:40:47,320 being a dad. So we're, yeah, we're learning 869 00:40:47,320 --> 00:40:48,840 as we go. But thank you so much for tuning 870 00:40:48,840 --> 00:40:49,680 in. If you haven't already, hit 871 00:40:49,680 --> 00:40:51,800 subscribe, leave us a review. And we look forward to having 872 00:40:51,800 --> 00:40:53,400 you joining us on the show again next week. 873 00:40:53,400 --> 00:40:54,160 Thanks for tuning in.