EcommBloom
내용
[subtitle-meta] lang=en auto=True
all right if you're on Shopify you have
seen this analytics dashboard there is a
cohort analysis do you use it do you not
use it I'm going to provide you a use
case here uh which is a real life
example that I had a call about two
weeks ago now where they're like hey
Casey what should I do like how do I
know my ltvs how can I calculate it it's
like I got you let's look at this real
quick just to see what we can learn in
snapshot like so this is not real data
it's the same um I took the real data
and just altered a little bit so it's a
correlation on jumps uh month-to month
will be similar but not the exact same
because I don't want to share someone or
you clients's exact data but I will
share my screen and show you what they
got going on here so I've pulled the Cod
analysis into a sheet here and you can
see we got uh all the cohorts by month
the last 12 months uh February through
January 2025
average spent per customer so this is
like from what the data we have here
which is obviously not a full 12 months
for all of them but for each cohort it's
on average what that customer and that
cohort is spent with your business it's
like on if you took number of customers
that bought in February times
$96 that's amount of Revenue that Cort
has generated on average so then it
breaks it down by their first order and
if they bought the same month
so this is for February this is still
February then this becomes March this is
April so on and so forth so that's a
little bit of how to how to read this
and then this top row takes the average
for every month now the one thing I want
to notice this is what we noticed
immediately it's like if you look at the
average by month the last 12 months
these three months stick out as the most
now they have a Peril and a and some
other things in a very nich
audience but like a lot of e-commerce
businesses Q4 is pretty important to
them but what you'll notice is those
aren't the highest amount of ltvs or
average amount spent per customer in
those cohorts so these are new customers
acquired each of these months
essentially um and I've removed their so
they have a physical store as well I've
removed their physical store sales from
this this is online sales only
and you'll notice that these months are
the highest why well okay they're right
before Q4 that is how they're monetizing
their their list they're hitting their
list hard in Q4 of course like everyone
does emails SMS and the people who end
up being worth the most are not the
people you acquire in Q4 I should say
November December um Black Friday some
Monday holiday it's the people right
before so their Q4 really starts in
August and going forward they can
leverage this data like okay I know that
these people are going to be worth a lot
more to me especially September and more
so October so I am willing you know we
can leverage that 90-day lifetime value
or 60-day depending on which month we're
in like and to make sure we're keeping
cash flow and I'm going to spend more to
acquire them because I know fire you
know I want to acquire as many people in
these months as possible because I know
they're going to be worth more from when
they buy again in November and December
and we could see that so this is
November December for August cohort this
is November December for the September
and then for the October cohort you see
they each go up pretty nicely now you
think it's just only a few few dollars
you take that times the number of people
they acquired that month uh and then all
of a sudden you know $3 difference per
you know put in a th000 customers you
know
$3,000 um that's a made of number
obviously but you get the idea and it's
like those can end up being a lot bigger
numbers or if you required 10,000 people
that month then that's a lot more 30,000
so that's the kind of thing where even
just a snapshot like this we we looked
at this in 15 minutes 1015 minutes we're
like we should be spending a lot more
money in these months and what we did we
even broke it down further and we did it
for their shirts all these numbers went
up when we did their shirts um because
they have shirts and they have hats and
some other stuff and uh I won't go into
the details but the shirts were the ones
that had the best ltvs and follow the
same Trend like okay well not only do we
want to pump a bunch of money and try to
even take maybe a loss or a lower uh
Blended Rass these months uh to acquire
more customers but we also want to make
sure it's more focused on the shirts
because those people come back have a
better experience buy more so that's
something in 15 minutes you go look at
this coh holder analysis you can kind of
see what does that look like for you are
there certain months where you know your
ltvs are better and then we proved this
but went look in 2020 so we were looking
in 2024 look at 2023 the trend was
consistent um so that's just something
you can use look at this cohort analysis
and kind of see how you can leverage it
now there's other ways you can do it buy
product is a great way um and you know
you in the filters uh first sale is by X
product or has the title it contains XYZ
so those are some great ways to use this
cohort analysis to leverage times of the
year to in your favor to help grow and
scale the business and still be
profitable
원문 자막 펼치기
WEBVTT Kind: captions Language: en 00:00:01.040 --> 00:00:03.189 align:start position:0% all<00:00:01.199><c> right</c><00:00:01.400><c> if</c><00:00:01.560><c> you're</c><00:00:01.839><c> on</c><00:00:02.120><c> Shopify</c><00:00:02.879><c> you</c><00:00:03.040><c> have</c> 00:00:03.189 --> 00:00:03.199 align:start position:0% all right if you're on Shopify you have 00:00:03.199 --> 00:00:05.390 align:start position:0% all right if you're on Shopify you have seen<00:00:03.560><c> this</c><00:00:03.800><c> analytics</c><00:00:04.359><c> dashboard</c><00:00:04.920><c> there</c><00:00:05.040><c> is</c><00:00:05.200><c> a</c> 00:00:05.390 --> 00:00:05.400 align:start position:0% seen this analytics dashboard there is a 00:00:05.400 --> 00:00:08.110 align:start position:0% seen this analytics dashboard there is a cohort<00:00:06.120><c> analysis</c><00:00:07.120><c> do</c><00:00:07.279><c> you</c><00:00:07.399><c> use</c><00:00:07.560><c> it</c><00:00:07.680><c> do</c><00:00:07.799><c> you</c><00:00:07.879><c> not</c> 00:00:08.110 --> 00:00:08.120 align:start position:0% cohort analysis do you use it do you not 00:00:08.120 --> 00:00:10.270 align:start position:0% cohort analysis do you use it do you not use<00:00:08.280><c> it</c><00:00:09.000><c> I'm</c><00:00:09.080><c> going</c><00:00:09.200><c> to</c><00:00:09.280><c> provide</c><00:00:09.559><c> you</c><00:00:09.760><c> a</c><00:00:09.920><c> use</c> 00:00:10.270 --> 00:00:10.280 align:start position:0% use it I'm going to provide you a use 00:00:10.280 --> 00:00:12.629 align:start position:0% use it I'm going to provide you a use case<00:00:10.599><c> here</c><00:00:11.280><c> uh</c><00:00:11.480><c> which</c><00:00:11.799><c> is</c><00:00:11.960><c> a</c><00:00:12.200><c> real</c><00:00:12.440><c> life</c> 00:00:12.629 --> 00:00:12.639 align:start position:0% case here uh which is a real life 00:00:12.639 --> 00:00:14.470 align:start position:0% case here uh which is a real life example<00:00:13.000><c> that</c><00:00:13.080><c> I</c><00:00:13.200><c> had</c><00:00:13.320><c> a</c><00:00:13.519><c> call</c><00:00:14.160><c> about</c><00:00:14.320><c> two</c> 00:00:14.470 --> 00:00:14.480 align:start position:0% example that I had a call about two 00:00:14.480 --> 00:00:16.950 align:start position:0% example that I had a call about two weeks<00:00:14.679><c> ago</c><00:00:14.960><c> now</c><00:00:15.519><c> where</c><00:00:16.359><c> they're</c><00:00:16.520><c> like</c><00:00:16.720><c> hey</c> 00:00:16.950 --> 00:00:16.960 align:start position:0% weeks ago now where they're like hey 00:00:16.960 --> 00:00:19.109 align:start position:0% weeks ago now where they're like hey Casey<00:00:17.320><c> what</c><00:00:17.400><c> should</c><00:00:17.560><c> I</c><00:00:17.760><c> do</c><00:00:18.560><c> like</c><00:00:18.840><c> how</c><00:00:18.920><c> do</c><00:00:19.000><c> I</c> 00:00:19.109 --> 00:00:19.119 align:start position:0% Casey what should I do like how do I 00:00:19.119 --> 00:00:21.470 align:start position:0% Casey what should I do like how do I know<00:00:19.320><c> my</c><00:00:19.400><c> ltvs</c><00:00:20.039><c> how</c><00:00:20.160><c> can</c><00:00:20.279><c> I</c><00:00:20.439><c> calculate</c><00:00:20.840><c> it</c><00:00:21.320><c> it's</c> 00:00:21.470 --> 00:00:21.480 align:start position:0% know my ltvs how can I calculate it it's 00:00:21.480 --> 00:00:22.870 align:start position:0% know my ltvs how can I calculate it it's like<00:00:21.640><c> I</c><00:00:21.760><c> got</c><00:00:21.920><c> you</c><00:00:22.080><c> let's</c><00:00:22.240><c> look</c><00:00:22.359><c> at</c><00:00:22.519><c> this</c><00:00:22.680><c> real</c> 00:00:22.870 --> 00:00:22.880 align:start position:0% like I got you let's look at this real 00:00:22.880 --> 00:00:24.230 align:start position:0% like I got you let's look at this real quick<00:00:23.080><c> just</c><00:00:23.160><c> to</c><00:00:23.279><c> see</c><00:00:23.439><c> what</c><00:00:23.519><c> we</c><00:00:23.640><c> can</c><00:00:23.720><c> learn</c><00:00:23.880><c> in</c> 00:00:24.230 --> 00:00:24.240 align:start position:0% quick just to see what we can learn in 00:00:24.240 --> 00:00:27.990 align:start position:0% quick just to see what we can learn in snapshot<00:00:25.240><c> like</c><00:00:25.400><c> so</c><00:00:25.920><c> this</c><00:00:26.119><c> is</c><00:00:27.000><c> not</c><00:00:27.240><c> real</c><00:00:27.560><c> data</c> 00:00:27.990 --> 00:00:28.000 align:start position:0% snapshot like so this is not real data 00:00:28.000 --> 00:00:31.150 align:start position:0% snapshot like so this is not real data it's<00:00:28.160><c> the</c><00:00:28.599><c> same</c><00:00:29.599><c> um</c><00:00:30.320><c> I</c><00:00:30.400><c> took</c><00:00:30.599><c> the</c><00:00:30.679><c> real</c><00:00:30.960><c> data</c> 00:00:31.150 --> 00:00:31.160 align:start position:0% it's the same um I took the real data 00:00:31.160 --> 00:00:33.150 align:start position:0% it's the same um I took the real data and<00:00:31.279><c> just</c><00:00:31.400><c> altered</c><00:00:31.759><c> a</c><00:00:31.840><c> little</c><00:00:32.000><c> bit</c><00:00:32.160><c> so</c><00:00:32.320><c> it's</c><00:00:32.439><c> a</c> 00:00:33.150 --> 00:00:33.160 align:start position:0% and just altered a little bit so it's a 00:00:33.160 --> 00:00:35.910 align:start position:0% and just altered a little bit so it's a correlation<00:00:33.760><c> on</c><00:00:34.120><c> jumps</c><00:00:35.040><c> uh</c><00:00:35.160><c> month-to</c><00:00:35.600><c> month</c> 00:00:35.910 --> 00:00:35.920 align:start position:0% correlation on jumps uh month-to month 00:00:35.920 --> 00:00:38.950 align:start position:0% correlation on jumps uh month-to month will<00:00:36.160><c> be</c><00:00:36.960><c> similar</c><00:00:37.960><c> but</c><00:00:38.079><c> not</c><00:00:38.239><c> the</c><00:00:38.440><c> exact</c><00:00:38.719><c> same</c> 00:00:38.950 --> 00:00:38.960 align:start position:0% will be similar but not the exact same 00:00:38.960 --> 00:00:40.510 align:start position:0% will be similar but not the exact same because<00:00:39.079><c> I</c><00:00:39.160><c> don't</c><00:00:39.239><c> want</c><00:00:39.360><c> to</c><00:00:39.440><c> share</c><00:00:39.920><c> someone</c><00:00:40.399><c> or</c> 00:00:40.510 --> 00:00:40.520 align:start position:0% because I don't want to share someone or 00:00:40.520 --> 00:00:44.670 align:start position:0% because I don't want to share someone or you<00:00:41.000><c> clients's</c><00:00:41.480><c> exact</c><00:00:42.200><c> data</c><00:00:42.879><c> but</c><00:00:43.879><c> I</c><00:00:44.000><c> will</c> 00:00:44.670 --> 00:00:44.680 align:start position:0% you clients's exact data but I will 00:00:44.680 --> 00:00:47.430 align:start position:0% you clients's exact data but I will share<00:00:45.000><c> my</c><00:00:45.160><c> screen</c><00:00:45.440><c> and</c><00:00:45.600><c> show</c><00:00:46.079><c> you</c><00:00:47.079><c> what</c><00:00:47.239><c> they</c> 00:00:47.430 --> 00:00:47.440 align:start position:0% share my screen and show you what they 00:00:47.440 --> 00:00:51.389 align:start position:0% share my screen and show you what they got<00:00:47.640><c> going</c><00:00:47.840><c> on</c><00:00:48.640><c> here</c><00:00:49.640><c> so</c><00:00:50.520><c> I've</c><00:00:50.719><c> pulled</c><00:00:51.000><c> the</c><00:00:51.079><c> Cod</c> 00:00:51.389 --> 00:00:51.399 align:start position:0% got going on here so I've pulled the Cod 00:00:51.399 --> 00:00:54.150 align:start position:0% got going on here so I've pulled the Cod analysis<00:00:51.840><c> into</c><00:00:52.320><c> a</c><00:00:52.399><c> sheet</c><00:00:52.800><c> here</c><00:00:53.559><c> and</c><00:00:53.960><c> you</c><00:00:54.039><c> can</c> 00:00:54.150 --> 00:00:54.160 align:start position:0% analysis into a sheet here and you can 00:00:54.160 --> 00:00:56.349 align:start position:0% analysis into a sheet here and you can see<00:00:54.359><c> we</c><00:00:54.520><c> got</c><00:00:55.079><c> uh</c><00:00:55.199><c> all</c><00:00:55.359><c> the</c><00:00:55.480><c> cohorts</c><00:00:55.960><c> by</c><00:00:56.120><c> month</c> 00:00:56.349 --> 00:00:56.359 align:start position:0% see we got uh all the cohorts by month 00:00:56.359 --> 00:00:58.670 align:start position:0% see we got uh all the cohorts by month the<00:00:56.520><c> last</c><00:00:56.719><c> 12</c><00:00:57.039><c> months</c><00:00:57.800><c> uh</c><00:00:57.960><c> February</c><00:00:58.440><c> through</c> 00:00:58.670 --> 00:00:58.680 align:start position:0% the last 12 months uh February through 00:00:58.680 --> 00:01:00.509 align:start position:0% the last 12 months uh February through January<00:00:59.079><c> 2025</c> 00:01:00.509 --> 00:01:00.519 align:start position:0% January 2025 00:01:00.519 --> 00:01:02.509 align:start position:0% January 2025 average<00:01:00.879><c> spent</c><00:01:01.399><c> per</c><00:01:01.680><c> customer</c><00:01:02.039><c> so</c><00:01:02.239><c> this</c><00:01:02.320><c> is</c> 00:01:02.509 --> 00:01:02.519 align:start position:0% average spent per customer so this is 00:01:02.519 --> 00:01:05.030 align:start position:0% average spent per customer so this is like<00:01:03.359><c> from</c><00:01:03.800><c> what</c><00:01:03.960><c> the</c><00:01:04.040><c> data</c><00:01:04.320><c> we</c><00:01:04.479><c> have</c><00:01:04.720><c> here</c> 00:01:05.030 --> 00:01:05.040 align:start position:0% like from what the data we have here 00:01:05.040 --> 00:01:06.350 align:start position:0% like from what the data we have here which<00:01:05.159><c> is</c><00:01:05.280><c> obviously</c><00:01:05.560><c> not</c><00:01:05.640><c> a</c><00:01:05.760><c> full</c><00:01:05.960><c> 12</c><00:01:06.159><c> months</c> 00:01:06.350 --> 00:01:06.360 align:start position:0% which is obviously not a full 12 months 00:01:06.360 --> 00:01:08.230 align:start position:0% which is obviously not a full 12 months for<00:01:06.479><c> all</c><00:01:06.600><c> of</c><00:01:06.680><c> them</c><00:01:07.000><c> but</c><00:01:07.119><c> for</c><00:01:07.240><c> each</c><00:01:07.439><c> cohort</c><00:01:07.840><c> it's</c> 00:01:08.230 --> 00:01:08.240 align:start position:0% for all of them but for each cohort it's 00:01:08.240 --> 00:01:10.469 align:start position:0% for all of them but for each cohort it's on<00:01:08.520><c> average</c><00:01:09.439><c> what</c><00:01:09.640><c> that</c><00:01:09.840><c> customer</c><00:01:10.159><c> and</c><00:01:10.320><c> that</c> 00:01:10.469 --> 00:01:10.479 align:start position:0% on average what that customer and that 00:01:10.479 --> 00:01:13.710 align:start position:0% on average what that customer and that cohort<00:01:11.040><c> is</c><00:01:11.799><c> spent</c><00:01:12.479><c> with</c><00:01:12.640><c> your</c><00:01:12.840><c> business</c><00:01:13.600><c> it's</c> 00:01:13.710 --> 00:01:13.720 align:start position:0% cohort is spent with your business it's 00:01:13.720 --> 00:01:15.350 align:start position:0% cohort is spent with your business it's like<00:01:13.960><c> on</c><00:01:14.119><c> if</c><00:01:14.240><c> you</c><00:01:14.320><c> took</c><00:01:14.640><c> number</c><00:01:14.840><c> of</c><00:01:15.000><c> customers</c> 00:01:15.350 --> 00:01:15.360 align:start position:0% like on if you took number of customers 00:01:15.360 --> 00:01:17.749 align:start position:0% like on if you took number of customers that<00:01:15.520><c> bought</c><00:01:15.759><c> in</c><00:01:16.040><c> February</c><00:01:16.479><c> times</c> 00:01:17.749 --> 00:01:17.759 align:start position:0% that bought in February times 00:01:17.759 --> 00:01:21.749 align:start position:0% that bought in February times $96<00:01:18.759><c> that's</c><00:01:19.080><c> amount</c><00:01:19.840><c> of</c><00:01:20.200><c> Revenue</c><00:01:20.799><c> that</c><00:01:21.000><c> Cort</c> 00:01:21.749 --> 00:01:21.759 align:start position:0% $96 that's amount of Revenue that Cort 00:01:21.759 --> 00:01:26.670 align:start position:0% $96 that's amount of Revenue that Cort has<00:01:22.439><c> generated</c><00:01:23.439><c> on</c><00:01:24.479><c> average</c><00:01:25.520><c> so</c><00:01:26.520><c> then</c><00:01:26.600><c> it</c> 00:01:26.670 --> 00:01:26.680 align:start position:0% has generated on average so then it 00:01:26.680 --> 00:01:28.830 align:start position:0% has generated on average so then it breaks<00:01:26.920><c> it</c><00:01:27.000><c> down</c><00:01:27.159><c> by</c><00:01:27.320><c> their</c><00:01:27.479><c> first</c><00:01:27.720><c> order</c><00:01:28.560><c> and</c> 00:01:28.830 --> 00:01:28.840 align:start position:0% breaks it down by their first order and 00:01:28.840 --> 00:01:30.550 align:start position:0% breaks it down by their first order and if<00:01:28.960><c> they</c><00:01:29.079><c> bought</c><00:01:29.280><c> the</c><00:01:29.439><c> same</c><00:01:29.640><c> month</c> 00:01:30.550 --> 00:01:30.560 align:start position:0% if they bought the same month 00:01:30.560 --> 00:01:33.069 align:start position:0% if they bought the same month so<00:01:31.079><c> this</c><00:01:31.240><c> is</c><00:01:31.439><c> for</c><00:01:31.720><c> February</c><00:01:32.520><c> this</c><00:01:32.640><c> is</c><00:01:32.799><c> still</c> 00:01:33.069 --> 00:01:33.079 align:start position:0% so this is for February this is still 00:01:33.079 --> 00:01:35.830 align:start position:0% so this is for February this is still February<00:01:34.079><c> then</c><00:01:34.520><c> this</c><00:01:34.680><c> becomes</c><00:01:35.040><c> March</c><00:01:35.479><c> this</c><00:01:35.600><c> is</c> 00:01:35.830 --> 00:01:35.840 align:start position:0% February then this becomes March this is 00:01:35.840 --> 00:01:37.990 align:start position:0% February then this becomes March this is April<00:01:36.280><c> so</c><00:01:36.399><c> on</c><00:01:36.560><c> and</c><00:01:36.720><c> so</c><00:01:36.920><c> forth</c><00:01:37.600><c> so</c><00:01:37.759><c> that's</c><00:01:37.920><c> a</c> 00:01:37.990 --> 00:01:38.000 align:start position:0% April so on and so forth so that's a 00:01:38.000 --> 00:01:40.069 align:start position:0% April so on and so forth so that's a little<00:01:38.119><c> bit</c><00:01:38.200><c> of</c><00:01:38.320><c> how</c><00:01:38.439><c> to</c><00:01:38.720><c> how</c><00:01:38.799><c> to</c><00:01:38.960><c> read</c><00:01:39.280><c> this</c> 00:01:40.069 --> 00:01:40.079 align:start position:0% little bit of how to how to read this 00:01:40.079 --> 00:01:42.270 align:start position:0% little bit of how to how to read this and<00:01:40.240><c> then</c><00:01:40.680><c> this</c><00:01:40.880><c> top</c><00:01:41.119><c> row</c><00:01:41.439><c> takes</c><00:01:41.720><c> the</c><00:01:41.920><c> average</c> 00:01:42.270 --> 00:01:42.280 align:start position:0% and then this top row takes the average 00:01:42.280 --> 00:01:45.550 align:start position:0% and then this top row takes the average for<00:01:42.680><c> every</c><00:01:43.399><c> month</c><00:01:44.399><c> now</c><00:01:44.880><c> the</c><00:01:45.000><c> one</c><00:01:45.159><c> thing</c><00:01:45.320><c> I</c><00:01:45.399><c> want</c> 00:01:45.550 --> 00:01:45.560 align:start position:0% for every month now the one thing I want 00:01:45.560 --> 00:01:46.870 align:start position:0% for every month now the one thing I want to<00:01:45.680><c> notice</c><00:01:46.079><c> this</c><00:01:46.159><c> is</c><00:01:46.280><c> what</c><00:01:46.360><c> we</c><00:01:46.479><c> noticed</c> 00:01:46.870 --> 00:01:46.880 align:start position:0% to notice this is what we noticed 00:01:46.880 --> 00:01:49.590 align:start position:0% to notice this is what we noticed immediately<00:01:47.759><c> it's</c><00:01:47.920><c> like</c><00:01:48.280><c> if</c><00:01:48.399><c> you</c><00:01:48.560><c> look</c><00:01:48.719><c> at</c><00:01:49.360><c> the</c> 00:01:49.590 --> 00:01:49.600 align:start position:0% immediately it's like if you look at the 00:01:49.600 --> 00:01:52.469 align:start position:0% immediately it's like if you look at the average<00:01:50.280><c> by</c><00:01:50.520><c> month</c><00:01:50.920><c> the</c><00:01:51.079><c> last</c><00:01:51.240><c> 12</c><00:01:51.520><c> months</c> 00:01:52.469 --> 00:01:52.479 align:start position:0% average by month the last 12 months 00:01:52.479 --> 00:01:55.670 align:start position:0% average by month the last 12 months these<00:01:52.719><c> three</c><00:01:52.920><c> months</c><00:01:53.240><c> stick</c><00:01:53.520><c> out</c><00:01:53.880><c> as</c><00:01:54.159><c> the</c><00:01:54.680><c> most</c> 00:01:55.670 --> 00:01:55.680 align:start position:0% these three months stick out as the most 00:01:55.680 --> 00:01:58.429 align:start position:0% these three months stick out as the most now<00:01:55.960><c> they</c><00:01:56.200><c> have</c><00:01:56.640><c> a</c><00:01:56.880><c> Peril</c><00:01:57.439><c> and</c><00:01:57.640><c> a</c><00:01:58.119><c> and</c><00:01:58.280><c> some</c> 00:01:58.429 --> 00:01:58.439 align:start position:0% now they have a Peril and a and some 00:01:58.439 --> 00:02:00.350 align:start position:0% now they have a Peril and a and some other<00:01:58.640><c> things</c><00:01:58.799><c> in</c><00:01:58.920><c> a</c><00:01:59.159><c> very</c><00:01:59.399><c> nich</c> 00:02:00.350 --> 00:02:00.360 align:start position:0% other things in a very nich 00:02:00.360 --> 00:02:03.230 align:start position:0% other things in a very nich audience<00:02:01.360><c> but</c><00:02:02.240><c> like</c><00:02:02.399><c> a</c><00:02:02.520><c> lot</c><00:02:02.640><c> of</c><00:02:02.759><c> e-commerce</c> 00:02:03.230 --> 00:02:03.240 align:start position:0% audience but like a lot of e-commerce 00:02:03.240 --> 00:02:06.310 align:start position:0% audience but like a lot of e-commerce businesses<00:02:03.960><c> Q4</c><00:02:04.759><c> is</c><00:02:05.159><c> pretty</c><00:02:05.479><c> important</c><00:02:05.840><c> to</c> 00:02:06.310 --> 00:02:06.320 align:start position:0% businesses Q4 is pretty important to 00:02:06.320 --> 00:02:10.869 align:start position:0% businesses Q4 is pretty important to them<00:02:07.320><c> but</c><00:02:07.960><c> what</c><00:02:08.119><c> you'll</c><00:02:08.599><c> notice</c><00:02:09.679><c> is</c><00:02:10.679><c> those</c> 00:02:10.869 --> 00:02:10.879 align:start position:0% them but what you'll notice is those 00:02:10.879 --> 00:02:15.509 align:start position:0% them but what you'll notice is those aren't<00:02:11.440><c> the</c><00:02:11.640><c> highest</c><00:02:12.480><c> amount</c><00:02:12.959><c> of</c><00:02:14.200><c> ltvs</c><00:02:15.200><c> or</c> 00:02:15.509 --> 00:02:15.519 align:start position:0% aren't the highest amount of ltvs or 00:02:15.519 --> 00:02:17.670 align:start position:0% aren't the highest amount of ltvs or average<00:02:15.879><c> amount</c><00:02:16.200><c> spent</c><00:02:16.560><c> per</c><00:02:16.800><c> customer</c><00:02:17.480><c> in</c> 00:02:17.670 --> 00:02:17.680 align:start position:0% average amount spent per customer in 00:02:17.680 --> 00:02:19.509 align:start position:0% average amount spent per customer in those<00:02:17.840><c> cohorts</c><00:02:18.480><c> so</c><00:02:18.680><c> these</c><00:02:18.800><c> are</c><00:02:18.920><c> new</c><00:02:19.120><c> customers</c> 00:02:19.509 --> 00:02:19.519 align:start position:0% those cohorts so these are new customers 00:02:19.519 --> 00:02:21.190 align:start position:0% those cohorts so these are new customers acquired<00:02:19.879><c> each</c><00:02:20.160><c> of</c><00:02:20.319><c> these</c><00:02:20.519><c> months</c> 00:02:21.190 --> 00:02:21.200 align:start position:0% acquired each of these months 00:02:21.200 --> 00:02:24.190 align:start position:0% acquired each of these months essentially<00:02:22.200><c> um</c><00:02:22.560><c> and</c><00:02:22.720><c> I've</c><00:02:23.040><c> removed</c><00:02:23.599><c> their</c><00:02:24.080><c> so</c> 00:02:24.190 --> 00:02:24.200 align:start position:0% essentially um and I've removed their so 00:02:24.200 --> 00:02:25.589 align:start position:0% essentially um and I've removed their so they<00:02:24.280><c> have</c><00:02:24.560><c> a</c><00:02:24.680><c> physical</c><00:02:24.959><c> store</c><00:02:25.200><c> as</c><00:02:25.319><c> well</c><00:02:25.440><c> I've</c> 00:02:25.589 --> 00:02:25.599 align:start position:0% they have a physical store as well I've 00:02:25.599 --> 00:02:27.150 align:start position:0% they have a physical store as well I've removed<00:02:25.959><c> their</c><00:02:26.160><c> physical</c><00:02:26.440><c> store</c><00:02:26.680><c> sales</c><00:02:27.000><c> from</c> 00:02:27.150 --> 00:02:27.160 align:start position:0% removed their physical store sales from 00:02:27.160 --> 00:02:29.990 align:start position:0% removed their physical store sales from this<00:02:27.319><c> this</c><00:02:27.440><c> is</c><00:02:27.640><c> online</c><00:02:28.000><c> sales</c><00:02:28.319><c> only</c> 00:02:29.990 --> 00:02:30.000 align:start position:0% this this is online sales only 00:02:30.000 --> 00:02:31.990 align:start position:0% this this is online sales only and<00:02:30.440><c> you'll</c><00:02:30.680><c> notice</c><00:02:30.959><c> that</c><00:02:31.480><c> these</c><00:02:31.640><c> months</c><00:02:31.879><c> are</c> 00:02:31.990 --> 00:02:32.000 align:start position:0% and you'll notice that these months are 00:02:32.000 --> 00:02:34.470 align:start position:0% and you'll notice that these months are the<00:02:32.280><c> highest</c><00:02:33.280><c> why</c><00:02:33.560><c> well</c><00:02:33.760><c> okay</c><00:02:33.920><c> they're</c><00:02:34.280><c> right</c> 00:02:34.470 --> 00:02:34.480 align:start position:0% the highest why well okay they're right 00:02:34.480 --> 00:02:37.630 align:start position:0% the highest why well okay they're right before<00:02:34.959><c> Q4</c><00:02:35.959><c> that</c><00:02:36.080><c> is</c><00:02:36.280><c> how</c><00:02:36.480><c> they're</c><00:02:37.080><c> monetizing</c> 00:02:37.630 --> 00:02:37.640 align:start position:0% before Q4 that is how they're monetizing 00:02:37.640 --> 00:02:38.990 align:start position:0% before Q4 that is how they're monetizing their<00:02:38.080><c> their</c><00:02:38.280><c> list</c><00:02:38.519><c> they're</c><00:02:38.640><c> hitting</c><00:02:38.840><c> their</c> 00:02:38.990 --> 00:02:39.000 align:start position:0% their their list they're hitting their 00:02:39.000 --> 00:02:42.350 align:start position:0% their their list they're hitting their list<00:02:39.360><c> hard</c><00:02:39.840><c> in</c><00:02:40.360><c> Q4</c><00:02:41.280><c> of</c><00:02:41.440><c> course</c><00:02:41.879><c> like</c><00:02:42.040><c> everyone</c> 00:02:42.350 --> 00:02:42.360 align:start position:0% list hard in Q4 of course like everyone 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should</c><00:02:50.519><c> say</c> 00:02:50.710 --> 00:02:50.720 align:start position:0% people you acquire in Q4 I should say 00:02:50.720 --> 00:02:53.670 align:start position:0% people you acquire in Q4 I should say November<00:02:51.159><c> December</c><00:02:52.120><c> um</c><00:02:53.000><c> Black</c><00:02:53.239><c> Friday</c><00:02:53.480><c> some</c> 00:02:53.670 --> 00:02:53.680 align:start position:0% November December um Black Friday some 00:02:53.680 --> 00:02:57.070 align:start position:0% November December um Black Friday some Monday<00:02:54.599><c> holiday</c><00:02:55.599><c> it's</c><00:02:55.920><c> the</c><00:02:56.080><c> people</c><00:02:56.800><c> right</c> 00:02:57.070 --> 00:02:57.080 align:start position:0% Monday holiday it's the people right 00:02:57.080 --> 00:03:00.550 align:start position:0% Monday holiday it's the people right before<00:02:57.879><c> so</c><00:02:58.319><c> their</c><00:02:58.640><c> Q4</c><00:02:59.440><c> really</c><00:02:59.879><c> starts</c><00:03:00.120><c> in</c> 00:03:00.550 --> 00:03:00.560 align:start position:0% before so their Q4 really starts in 00:03:00.560 --> 00:03:03.229 align:start position:0% before so their Q4 really starts in August<00:03:01.560><c> and</c><00:03:02.239><c> going</c><00:03:02.480><c> forward</c><00:03:02.879><c> they</c><00:03:03.000><c> can</c> 00:03:03.229 --> 00:03:03.239 align:start position:0% August and going forward they can 00:03:03.239 --> 00:03:06.710 align:start position:0% August and going forward they can leverage<00:03:03.799><c> this</c><00:03:04.000><c> data</c><00:03:04.840><c> like</c><00:03:05.200><c> okay</c><00:03:05.799><c> I</c><00:03:06.000><c> know</c><00:03:06.480><c> that</c> 00:03:06.710 --> 00:03:06.720 align:start position:0% leverage this data like okay I know that 00:03:06.720 --> 00:03:08.229 align:start position:0% leverage this data like okay I know that these<00:03:06.879><c> people</c><00:03:07.040><c> are</c><00:03:07.159><c> going</c><00:03:07.239><c> to</c><00:03:07.319><c> be</c><00:03:07.480><c> worth</c><00:03:07.840><c> a</c><00:03:08.040><c> lot</c> 00:03:08.229 --> 00:03:08.239 align:start position:0% these people are going to be worth a lot 00:03:08.239 --> 00:03:11.509 align:start position:0% these people are going to be worth a lot more<00:03:08.400><c> to</c><00:03:08.599><c> me</c><00:03:09.440><c> especially</c><00:03:10.040><c> September</c><00:03:10.959><c> and</c><00:03:11.280><c> more</c> 00:03:11.509 --> 00:03:11.519 align:start position:0% more to me especially September and more 00:03:11.519 --> 00:03:14.630 align:start position:0% more to me especially September and more so<00:03:11.840><c> October</c><00:03:12.760><c> so</c><00:03:13.519><c> I</c><00:03:13.640><c> am</c><00:03:13.799><c> willing</c><00:03:14.280><c> you</c><00:03:14.360><c> know</c><00:03:14.560><c> we</c> 00:03:14.630 --> 00:03:14.640 align:start position:0% so October so I am willing you know we 00:03:14.640 --> 00:03:16.630 align:start position:0% so October so I am willing you know we can<00:03:14.799><c> leverage</c><00:03:15.159><c> that</c><00:03:15.280><c> 90-day</c><00:03:15.920><c> lifetime</c><00:03:16.360><c> value</c> 00:03:16.630 --> 00:03:16.640 align:start position:0% can leverage that 90-day lifetime value 00:03:16.640 --> 00:03:18.070 align:start position:0% can leverage that 90-day lifetime value or<00:03:16.840><c> 60-day</c><00:03:17.319><c> depending</c><00:03:17.560><c> on</c><00:03:17.640><c> which</c><00:03:17.760><c> month</c><00:03:17.920><c> we're</c> 00:03:18.070 --> 00:03:18.080 align:start position:0% or 60-day depending on which month we're 00:03:18.080 --> 00:03:20.270 align:start position:0% or 60-day depending on which month we're in<00:03:18.640><c> like</c><00:03:19.280><c> and</c><00:03:19.440><c> to</c><00:03:19.560><c> make</c><00:03:19.680><c> sure</c><00:03:19.840><c> we're</c><00:03:20.000><c> keeping</c> 00:03:20.270 --> 00:03:20.280 align:start position:0% in like and to make sure we're keeping 00:03:20.280 --> 00:03:22.470 align:start position:0% in like and to make sure we're keeping cash<00:03:20.480><c> flow</c><00:03:21.360><c> and</c><00:03:21.480><c> I'm</c><00:03:21.599><c> going</c><00:03:21.720><c> to</c><00:03:21.840><c> spend</c><00:03:22.080><c> more</c><00:03:22.319><c> to</c> 00:03:22.470 --> 00:03:22.480 align:start position:0% cash flow and I'm going to spend more to 00:03:22.480 --> 00:03:24.789 align:start position:0% cash flow and I'm going to spend more to acquire<00:03:22.840><c> them</c><00:03:23.239><c> because</c><00:03:23.400><c> I</c><00:03:23.519><c> know</c><00:03:24.159><c> fire</c><00:03:24.720><c> you</c> 00:03:24.789 --> 00:03:24.799 align:start position:0% acquire them because I know fire you 00:03:24.799 --> 00:03:26.229 align:start position:0% acquire them because I know fire you know<00:03:25.000><c> I</c><00:03:25.080><c> want</c><00:03:25.159><c> to</c><00:03:25.280><c> acquire</c><00:03:25.640><c> as</c><00:03:25.760><c> many</c><00:03:25.920><c> people</c><00:03:26.120><c> in</c> 00:03:26.229 --> 00:03:26.239 align:start position:0% know I want to acquire as many people in 00:03:26.239 --> 00:03:27.309 align:start position:0% know I want to acquire as many people in these<00:03:26.360><c> months</c><00:03:26.599><c> as</c><00:03:26.720><c> possible</c><00:03:27.000><c> because</c><00:03:27.120><c> I</c><00:03:27.200><c> know</c> 00:03:27.309 --> 00:03:27.319 align:start position:0% these months as possible because I know 00:03:27.319 --> 00:03:29.350 align:start position:0% these months as possible because I know they're<00:03:27.440><c> going</c><00:03:27.519><c> to</c><00:03:27.560><c> be</c><00:03:27.720><c> worth</c><00:03:27.959><c> more</c><00:03:28.920><c> from</c><00:03:29.239><c> when</c> 00:03:29.350 --> 00:03:29.360 align:start position:0% they're going to be worth more from when 00:03:29.360 --> 00:03:31.710 align:start position:0% they're going to be worth more from when they<00:03:29.519><c> buy</c><00:03:29.879><c> again</c><00:03:30.200><c> in</c><00:03:30.640><c> November</c><00:03:31.040><c> and</c><00:03:31.159><c> December</c> 00:03:31.710 --> 00:03:31.720 align:start position:0% they buy again in November and December 00:03:31.720 --> 00:03:34.429 align:start position:0% they buy again in November and December and<00:03:31.840><c> we</c><00:03:31.959><c> could</c><00:03:32.080><c> see</c><00:03:32.319><c> that</c><00:03:33.000><c> so</c><00:03:33.599><c> this</c><00:03:33.760><c> is</c> 00:03:34.429 --> 00:03:34.439 align:start position:0% and we could see that so this is 00:03:34.439 --> 00:03:36.830 align:start position:0% and we could see that so this is November<00:03:34.959><c> December</c><00:03:35.319><c> for</c><00:03:35.720><c> August</c><00:03:36.120><c> cohort</c><00:03:36.760><c> this</c> 00:03:36.830 --> 00:03:36.840 align:start position:0% November December for August cohort this 00:03:36.840 --> 00:03:38.830 align:start position:0% November December for August cohort this is<00:03:37.000><c> November</c><00:03:37.360><c> December</c><00:03:37.680><c> for</c><00:03:37.920><c> the</c><00:03:38.080><c> September</c> 00:03:38.830 --> 00:03:38.840 align:start position:0% is November December for the September 00:03:38.840 --> 00:03:41.030 align:start position:0% is November December for the September and<00:03:39.000><c> then</c><00:03:39.280><c> for</c><00:03:39.400><c> the</c><00:03:39.560><c> October</c><00:03:39.920><c> cohort</c><00:03:40.680><c> you</c><00:03:40.840><c> see</c> 00:03:41.030 --> 00:03:41.040 align:start position:0% and then for the October cohort you see 00:03:41.040 --> 00:03:43.750 align:start position:0% and then for the October cohort you see they<00:03:41.159><c> each</c><00:03:41.360><c> go</c><00:03:41.560><c> up</c><00:03:42.080><c> pretty</c><00:03:42.480><c> nicely</c><00:03:43.480><c> now</c><00:03:43.640><c> you</c> 00:03:43.750 --> 00:03:43.760 align:start position:0% they each go up pretty nicely now you 00:03:43.760 --> 00:03:46.070 align:start position:0% they each go up pretty nicely now you think<00:03:43.920><c> it's</c><00:03:44.120><c> just</c><00:03:44.280><c> only</c><00:03:44.519><c> a</c><00:03:44.680><c> few</c><00:03:45.400><c> few</c><00:03:45.760><c> dollars</c> 00:03:46.070 --> 00:03:46.080 align:start position:0% think it's just only a few few dollars 00:03:46.080 --> 00:03:47.589 align:start position:0% think it's just only a few few dollars you<00:03:46.200><c> take</c><00:03:46.400><c> that</c><00:03:46.599><c> times</c><00:03:46.799><c> the</c><00:03:46.959><c> number</c><00:03:47.200><c> of</c><00:03:47.360><c> people</c> 00:03:47.589 --> 00:03:47.599 align:start position:0% you take that times the number of people 00:03:47.599 --> 00:03:49.949 align:start position:0% you take that times the number of people they<00:03:47.799><c> acquired</c><00:03:48.200><c> that</c><00:03:48.360><c> month</c><00:03:49.319><c> uh</c><00:03:49.519><c> and</c><00:03:49.680><c> then</c><00:03:49.840><c> all</c> 00:03:49.949 --> 00:03:49.959 align:start position:0% they acquired that month uh and then all 00:03:49.959 --> 00:03:53.949 align:start position:0% they acquired that month uh and then all of<00:03:50.040><c> a</c><00:03:50.159><c> sudden</c><00:03:50.920><c> you</c><00:03:51.080><c> know</c><00:03:51.519><c> $3</c><00:03:52.319><c> difference</c><00:03:53.040><c> per</c> 00:03:53.949 --> 00:03:53.959 align:start position:0% of a sudden you know $3 difference per 00:03:53.959 --> 00:03:55.470 align:start position:0% of a sudden you know $3 difference per you<00:03:54.079><c> know</c><00:03:54.280><c> put</c><00:03:54.439><c> in</c><00:03:54.560><c> a</c><00:03:54.680><c> th000</c><00:03:54.959><c> customers</c><00:03:55.400><c> you</c> 00:03:55.470 --> 00:03:55.480 align:start position:0% you know put in a th000 customers you 00:03:55.480 --> 00:03:56.110 align:start position:0% you know put in a th000 customers you know 00:03:56.110 --> 00:03:56.120 align:start position:0% know 00:03:56.120 --> 00:03:58.509 align:start position:0% know $3,000<00:03:57.120><c> um</c><00:03:57.519><c> that's</c><00:03:57.680><c> a</c><00:03:57.920><c> made</c><00:03:58.120><c> of</c><00:03:58.280><c> number</c> 00:03:58.509 --> 00:03:58.519 align:start position:0% $3,000 um that's a made of number 00:03:58.519 --> 00:04:00.910 align:start position:0% $3,000 um that's a made of number obviously<00:03:59.040><c> but</c><00:03:59.360><c> you</c><00:03:59.480><c> get</c><00:03:59.879><c> the</c><00:04:00.040><c> idea</c><00:04:00.640><c> and</c><00:04:00.720><c> it's</c> 00:04:00.910 --> 00:04:00.920 align:start position:0% obviously but you get the idea and it's 00:04:00.920 --> 00:04:02.670 align:start position:0% obviously but you get the idea and it's like<00:04:01.319><c> those</c><00:04:01.560><c> can</c><00:04:01.720><c> end</c><00:04:01.840><c> up</c><00:04:02.000><c> being</c><00:04:02.239><c> a</c><00:04:02.319><c> lot</c><00:04:02.439><c> bigger</c> 00:04:02.670 --> 00:04:02.680 align:start position:0% like those can end up being a lot bigger 00:04:02.680 --> 00:04:05.270 align:start position:0% like those can end up being a lot bigger numbers<00:04:02.959><c> or</c><00:04:03.120><c> if</c><00:04:03.200><c> you</c><00:04:03.439><c> required</c><00:04:04.439><c> 10,000</c><00:04:05.040><c> people</c> 00:04:05.270 --> 00:04:05.280 align:start position:0% numbers or if you required 10,000 people 00:04:05.280 --> 00:04:08.429 align:start position:0% numbers or if you required 10,000 people that<00:04:05.480><c> month</c><00:04:05.959><c> then</c><00:04:06.159><c> that's</c><00:04:06.760><c> a</c><00:04:06.840><c> lot</c><00:04:07.000><c> more</c><00:04:07.200><c> 30,000</c> 00:04:08.429 --> 00:04:08.439 align:start position:0% that month then that's a lot more 30,000 00:04:08.439 --> 00:04:11.470 align:start position:0% that month then that's a lot more 30,000 so<00:04:09.439><c> that's</c><00:04:09.680><c> the</c><00:04:09.920><c> kind</c><00:04:10.040><c> of</c><00:04:10.239><c> thing</c><00:04:10.640><c> where</c><00:04:11.159><c> even</c> 00:04:11.470 --> 00:04:11.480 align:start position:0% so that's the kind of thing where even 00:04:11.480 --> 00:04:13.630 align:start position:0% so that's the kind of thing where even just<00:04:11.680><c> a</c><00:04:11.920><c> snapshot</c><00:04:12.519><c> like</c><00:04:12.720><c> this</c><00:04:13.040><c> we</c><00:04:13.280><c> we</c><00:04:13.400><c> looked</c> 00:04:13.630 --> 00:04:13.640 align:start position:0% just a snapshot like this we we looked 00:04:13.640 --> 00:04:16.189 align:start position:0% just a snapshot like this we we looked at<00:04:13.760><c> this</c><00:04:13.879><c> in</c><00:04:14.319><c> 15</c><00:04:14.720><c> minutes</c><00:04:15.120><c> 1015</c><00:04:15.680><c> minutes</c><00:04:15.959><c> we're</c> 00:04:16.189 --> 00:04:16.199 align:start position:0% at this in 15 minutes 1015 minutes we're 00:04:16.199 --> 00:04:18.310 align:start position:0% at this in 15 minutes 1015 minutes we're like<00:04:17.160><c> we</c><00:04:17.280><c> should</c><00:04:17.440><c> be</c><00:04:17.519><c> spending</c><00:04:17.840><c> a</c><00:04:18.000><c> lot</c><00:04:18.160><c> more</c> 00:04:18.310 --> 00:04:18.320 align:start position:0% like we should be spending a lot more 00:04:18.320 --> 00:04:21.670 align:start position:0% like we should be spending a lot more money<00:04:18.560><c> in</c><00:04:18.759><c> these</c><00:04:19.040><c> months</c><00:04:20.040><c> and</c><00:04:20.680><c> what</c><00:04:20.799><c> we</c><00:04:20.959><c> did</c><00:04:21.519><c> we</c> 00:04:21.670 --> 00:04:21.680 align:start position:0% money in these months and what we did we 00:04:21.680 --> 00:04:23.590 align:start position:0% money in these months and what we did we even<00:04:21.840><c> broke</c><00:04:22.040><c> it</c><00:04:22.160><c> down</c><00:04:22.360><c> further</c><00:04:23.120><c> and</c><00:04:23.280><c> we</c><00:04:23.400><c> did</c><00:04:23.520><c> it</c> 00:04:23.590 --> 00:04:23.600 align:start position:0% even broke it down further and we did it 00:04:23.600 --> 00:04:26.629 align:start position:0% even broke it down further and we did it for<00:04:23.840><c> their</c><00:04:24.280><c> shirts</c><00:04:25.280><c> all</c><00:04:25.479><c> these</c><00:04:25.639><c> numbers</c><00:04:26.400><c> went</c> 00:04:26.629 --> 00:04:26.639 align:start position:0% for their shirts all these numbers went 00:04:26.639 --> 00:04:28.950 align:start position:0% for their shirts all these numbers went up<00:04:26.880><c> when</c><00:04:27.000><c> we</c><00:04:27.160><c> did</c><00:04:27.400><c> their</c><00:04:27.680><c> shirts</c><00:04:28.680><c> um</c><00:04:28.800><c> because</c> 00:04:28.950 --> 00:04:28.960 align:start position:0% up when we did their shirts um because 00:04:28.960 --> 00:04:30.749 align:start position:0% up when we did their shirts um because they<00:04:29.039><c> have</c><00:04:29.199><c> shirts</c><00:04:29.520><c> and</c><00:04:29.800><c> they</c><00:04:29.960><c> have</c><00:04:30.240><c> hats</c><00:04:30.520><c> and</c> 00:04:30.749 --> 00:04:30.759 align:start position:0% they have shirts and they have hats and 00:04:30.759 --> 00:04:33.189 align:start position:0% they have shirts and they have hats and some<00:04:30.960><c> other</c><00:04:31.199><c> stuff</c><00:04:31.520><c> and</c><00:04:32.320><c> uh</c><00:04:32.680><c> I</c><00:04:32.759><c> won't</c><00:04:32.960><c> go</c><00:04:33.039><c> into</c> 00:04:33.189 --> 00:04:33.199 align:start position:0% some other stuff and uh I won't go into 00:04:33.199 --> 00:04:35.590 align:start position:0% some other stuff and uh I won't go into the<00:04:33.320><c> details</c><00:04:33.720><c> but</c><00:04:34.520><c> the</c><00:04:34.639><c> shirts</c><00:04:34.960><c> were</c><00:04:35.160><c> the</c><00:04:35.320><c> ones</c> 00:04:35.590 --> 00:04:35.600 align:start position:0% the details but the shirts were the ones 00:04:35.600 --> 00:04:38.550 align:start position:0% the details but the shirts were the ones that<00:04:35.840><c> had</c><00:04:36.240><c> the</c><00:04:36.400><c> best</c><00:04:36.880><c> ltvs</c><00:04:37.880><c> and</c><00:04:38.080><c> follow</c><00:04:38.400><c> the</c> 00:04:38.550 --> 00:04:38.560 align:start position:0% that had the best ltvs and follow the 00:04:38.560 --> 00:04:41.150 align:start position:0% that had the best ltvs and follow the same<00:04:38.759><c> Trend</c><00:04:39.360><c> like</c><00:04:39.639><c> okay</c><00:04:40.039><c> well</c><00:04:40.320><c> not</c><00:04:40.479><c> only</c><00:04:40.759><c> do</c><00:04:40.960><c> we</c> 00:04:41.150 --> 00:04:41.160 align:start position:0% same Trend like okay well not only do we 00:04:41.160 --> 00:04:43.909 align:start position:0% same Trend like okay well not only do we want<00:04:41.360><c> to</c><00:04:42.360><c> pump</c><00:04:42.600><c> a</c><00:04:42.680><c> bunch</c><00:04:42.840><c> of</c><00:04:42.960><c> money</c><00:04:43.240><c> and</c><00:04:43.400><c> try</c><00:04:43.560><c> to</c> 00:04:43.909 --> 00:04:43.919 align:start position:0% want to pump a bunch of money and try to 00:04:43.919 --> 00:04:46.510 align:start position:0% want to pump a bunch of money and try to even<00:04:44.160><c> take</c><00:04:44.400><c> maybe</c><00:04:44.639><c> a</c><00:04:44.800><c> loss</c><00:04:45.039><c> or</c><00:04:45.199><c> a</c><00:04:45.320><c> lower</c><00:04:46.280><c> uh</c> 00:04:46.510 --> 00:04:46.520 align:start position:0% even take maybe a loss or a lower uh 00:04:46.520 --> 00:04:49.270 align:start position:0% even take maybe a loss or a lower uh Blended<00:04:46.880><c> Rass</c><00:04:47.360><c> these</c><00:04:47.720><c> months</c><00:04:48.720><c> uh</c><00:04:48.840><c> to</c><00:04:49.000><c> acquire</c> 00:04:49.270 --> 00:04:49.280 align:start position:0% Blended Rass these months uh to acquire 00:04:49.280 --> 00:04:52.150 align:start position:0% Blended Rass these months uh to acquire more<00:04:49.759><c> customers</c><00:04:50.759><c> but</c><00:04:51.400><c> we</c><00:04:51.600><c> also</c><00:04:51.800><c> want</c><00:04:51.919><c> to</c><00:04:52.039><c> make</c> 00:04:52.150 --> 00:04:52.160 align:start position:0% more customers but we also want to make 00:04:52.160 --> 00:04:54.029 align:start position:0% more customers but we also want to make sure<00:04:52.360><c> it's</c><00:04:52.479><c> more</c><00:04:52.680><c> focused</c><00:04:53.039><c> on</c><00:04:53.160><c> the</c><00:04:53.240><c> shirts</c> 00:04:54.029 --> 00:04:54.039 align:start position:0% sure it's more focused on the shirts 00:04:54.039 --> 00:04:55.310 align:start position:0% sure it's more focused on the shirts because<00:04:54.280><c> those</c><00:04:54.479><c> people</c><00:04:54.720><c> come</c><00:04:54.919><c> back</c><00:04:55.120><c> have</c><00:04:55.199><c> a</c> 00:04:55.310 --> 00:04:55.320 align:start position:0% because those people come back have a 00:04:55.320 --> 00:04:58.830 align:start position:0% because those people come back have a better<00:04:55.560><c> experience</c><00:04:56.120><c> buy</c><00:04:56.639><c> more</c><00:04:57.639><c> so</c><00:04:58.240><c> that's</c> 00:04:58.830 --> 00:04:58.840 align:start position:0% better experience buy more so that's 00:04:58.840 --> 00:05:02.469 align:start position:0% better experience buy more so that's something<00:05:00.039><c> in</c><00:05:00.960><c> 15</c><00:05:01.360><c> minutes</c><00:05:01.919><c> you</c><00:05:02.039><c> go</c><00:05:02.240><c> look</c><00:05:02.360><c> at</c> 00:05:02.469 --> 00:05:02.479 align:start position:0% something in 15 minutes you go look at 00:05:02.479 --> 00:05:04.189 align:start position:0% something in 15 minutes you go look at this<00:05:02.600><c> coh</c><00:05:02.800><c> holder</c><00:05:03.000><c> analysis</c><00:05:03.759><c> you</c><00:05:03.880><c> can</c><00:05:04.000><c> kind</c><00:05:04.120><c> of</c> 00:05:04.189 --> 00:05:04.199 align:start position:0% this coh holder analysis you can kind of 00:05:04.199 --> 00:05:06.590 align:start position:0% this coh holder analysis you can kind of see<00:05:04.360><c> what</c><00:05:04.440><c> does</c><00:05:04.560><c> that</c><00:05:04.720><c> look</c><00:05:04.880><c> like</c><00:05:05.000><c> for</c><00:05:05.400><c> you</c><00:05:06.400><c> are</c> 00:05:06.590 --> 00:05:06.600 align:start position:0% see what does that look like for you are 00:05:06.600 --> 00:05:09.310 align:start position:0% see what does that look like for you are there<00:05:06.800><c> certain</c><00:05:07.080><c> months</c><00:05:07.479><c> where</c><00:05:08.039><c> you</c><00:05:08.199><c> know</c><00:05:08.720><c> your</c> 00:05:09.310 --> 00:05:09.320 align:start position:0% there certain months where you know your 00:05:09.320 --> 00:05:12.990 align:start position:0% there certain months where you know your ltvs<00:05:10.240><c> are</c><00:05:10.960><c> better</c><00:05:11.960><c> and</c><00:05:12.080><c> then</c><00:05:12.280><c> we</c><00:05:12.560><c> proved</c><00:05:12.880><c> this</c> 00:05:12.990 --> 00:05:13.000 align:start position:0% ltvs are better and then we proved this 00:05:13.000 --> 00:05:15.150 align:start position:0% ltvs are better and then we proved this but<00:05:13.160><c> went</c><00:05:13.400><c> look</c><00:05:13.759><c> in</c><00:05:14.160><c> 2020</c><00:05:14.680><c> so</c><00:05:14.800><c> we</c><00:05:14.880><c> were</c><00:05:15.000><c> looking</c> 00:05:15.150 --> 00:05:15.160 align:start position:0% but went look in 2020 so we were looking 00:05:15.160 --> 00:05:18.390 align:start position:0% but went look in 2020 so we were looking in<00:05:15.280><c> 2024</c><00:05:16.120><c> look</c><00:05:16.240><c> at</c><00:05:16.479><c> 2023</c><00:05:17.479><c> the</c><00:05:17.639><c> trend</c><00:05:17.919><c> was</c> 00:05:18.390 --> 00:05:18.400 align:start position:0% in 2024 look at 2023 the trend was 00:05:18.400 --> 00:05:20.990 align:start position:0% in 2024 look at 2023 the trend was consistent<00:05:19.400><c> um</c><00:05:19.759><c> so</c><00:05:20.160><c> that's</c><00:05:20.319><c> just</c><00:05:20.479><c> something</c> 00:05:20.990 --> 00:05:21.000 align:start position:0% consistent um so that's just something 00:05:21.000 --> 00:05:23.350 align:start position:0% consistent um so that's just something you<00:05:21.160><c> can</c><00:05:21.360><c> use</c><00:05:21.960><c> look</c><00:05:22.160><c> at</c><00:05:22.280><c> this</c><00:05:22.440><c> cohort</c><00:05:22.880><c> analysis</c> 00:05:23.350 --> 00:05:23.360 align:start position:0% you can use look at this cohort analysis 00:05:23.360 --> 00:05:25.189 align:start position:0% you can use look at this cohort analysis and<00:05:23.479><c> kind</c><00:05:23.600><c> of</c><00:05:23.720><c> see</c><00:05:23.880><c> how</c><00:05:24.000><c> you</c><00:05:24.120><c> can</c><00:05:24.360><c> leverage</c><00:05:24.759><c> it</c> 00:05:25.189 --> 00:05:25.199 align:start position:0% and kind of see how you can leverage it 00:05:25.199 --> 00:05:27.029 align:start position:0% and kind of see how you can leverage it now<00:05:25.360><c> there's</c><00:05:25.560><c> other</c><00:05:25.759><c> ways</c><00:05:25.919><c> you</c><00:05:26.000><c> can</c><00:05:26.160><c> do</c><00:05:26.280><c> it</c><00:05:26.720><c> buy</c> 00:05:27.029 --> 00:05:27.039 align:start position:0% now there's other ways you can do it buy 00:05:27.039 --> 00:05:29.309 align:start position:0% now there's other ways you can do it buy product<00:05:27.479><c> is</c><00:05:27.600><c> a</c><00:05:27.840><c> great</c><00:05:28.160><c> way</c><00:05:28.800><c> um</c><00:05:29.000><c> and</c><00:05:29.120><c> you</c><00:05:29.199><c> know</c> 00:05:29.309 --> 00:05:29.319 align:start position:0% product is a great way um and you know 00:05:29.319 --> 00:05:32.150 align:start position:0% product is a great way um and you know you<00:05:29.759><c> in</c><00:05:29.880><c> the</c><00:05:29.960><c> filters</c><00:05:30.720><c> uh</c><00:05:30.800><c> first</c><00:05:31.080><c> sale</c><00:05:31.360><c> is</c><00:05:31.560><c> by</c><00:05:31.840><c> X</c> 00:05:32.150 --> 00:05:32.160 align:start position:0% you in the filters uh first sale is by X 00:05:32.160 --> 00:05:35.950 align:start position:0% you in the filters uh first sale is by X product<00:05:32.800><c> or</c><00:05:33.039><c> has</c><00:05:33.199><c> the</c><00:05:33.440><c> title</c><00:05:33.800><c> it</c><00:05:33.960><c> contains</c><00:05:34.960><c> XYZ</c> 00:05:35.950 --> 00:05:35.960 align:start position:0% product or has the title it contains XYZ 00:05:35.960 --> 00:05:38.990 align:start position:0% product or has the title it contains XYZ so<00:05:36.520><c> those</c><00:05:36.680><c> are</c><00:05:36.840><c> some</c><00:05:37.080><c> great</c><00:05:37.319><c> ways</c><00:05:37.840><c> to</c><00:05:38.560><c> use</c><00:05:38.800><c> this</c> 00:05:38.990 --> 00:05:39.000 align:start position:0% so those are some great ways to use this 00:05:39.000 --> 00:05:42.390 align:start position:0% so those are some great ways to use this cohort<00:05:39.440><c> analysis</c><00:05:40.199><c> to</c><00:05:40.759><c> leverage</c><00:05:41.759><c> times</c><00:05:42.039><c> of</c><00:05:42.199><c> the</c> 00:05:42.390 --> 00:05:42.400 align:start position:0% cohort analysis to leverage times of the 00:05:42.400 --> 00:05:45.110 align:start position:0% cohort analysis to leverage times of the year<00:05:43.240><c> to</c><00:05:43.520><c> in</c><00:05:43.639><c> your</c><00:05:43.759><c> favor</c><00:05:44.120><c> to</c><00:05:44.240><c> help</c><00:05:44.639><c> grow</c><00:05:44.960><c> and</c> 00:05:45.110 --> 00:05:45.120 align:start position:0% year to in your favor to help grow and 00:05:45.120 --> 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