Thank you Maddie, are we good to join and start? We are, yep. I think everyone's joined or joining as we speak, so good to go. Great. All right, thank you. Thanks for that Maddie. So hello, morning, afternoon, wherever you are in the world, thanks for joining us today. You're joined by me, so I'm Imran Choudhary, VP of eCommerce here at Crownpeak. I've also got Ella and Katie. Folks, do you want to do a quick intro? Yeah, so I'm Ella, I've been at Crownpeak, two and a half years now, based up in our Newcastle office. And yeah, I'm a customer success manager here at Crown Peak. Katie? Hi, yeah, nice to see everyone. Very similar to Ella, I'm a customer success manager based out of our Newcastle office in the northeast of England. Work with a vast majority of our customers. Can see a few of you have joined as well. So yeah, looking forward to today. Yeah, this very much feels like a customer webinar. So thanks everyone for joining us. And hopefully some of you we saw over at the CCD earlier in January, I think it was. Time flies. Okay, so what are we here for? So this session was really just to look at a few things that we've been doing of late. One of them is a report which I'm going to touch on, which everyone who attends will have access to. But also some of the best practices that Ella and Katie have been working with a number of customers that we think are worthwhile sharing with our customer base, and hopefully giving you some ideas of what you can do as we go into this year. So there is some data driven strategies behind this, both from the inside report, but also what we're seeing from customer data that helps to aid and influence some of these best practices that we're going to talk to today. So let's make a bit of a start. Just as a quick one, Q&A, if you've got any questions, please put them in the chat. And then hopefully, at the end of the chat, we'll see you next time. So at the end, we can try and get to them and answer some of those questions for you. So for those that don't know much about Crownpeak, just a very quick high level. So within Crownpeak, we have a solution called Fredhopper. This is our product discovery solution. Many customers that joined us today, I'm sure are very familiar with it. For those that aren't, this is our search merchandising and recommendation platform. And as what you can see from the customer list there, we've got a really good spread across brands and across fashion, luxury and beauty in particular. Where we really do well is for those brands and organizations that are trying to provide some visual merchandise and some engagement online that helps to differentiate them and also develop their brand stories and to do that internationally. And that's a key area that we saw from the inside that we're going to share and where we're going to kind of delve into today. So I keep talking about this report. And I will highlight it again, because we're going to feed from this report as to how we're kind of guiding through today's session. So every two years we do this report is an independent study with the Linden Business Research Group. And what we're trying to do is get a feel a bit of a psyche from the market as to where people are focusing their time and effort with regards to ecommerce in the context of product discovery. It's roughly in the region of about 200, 250 people that we actually survey as part of this process. And it helps give us a feel as to how the market is looking and where people are focusing their time and effort. And what you can see is, you know, what you can see is, you know, what you can see is, you know, 88% of those that surveyed did highlight that product discovery, search, merchandising and recommendations is not only just the opportunity, but also a challenge for ecommerce success. What you can also see is over half of them believe it was real driver in terms of increasing revenue and providing that customer loyalty. At the end of this session, what you'll see is you'll see a link that you're able to go and download this report. As I said, independent research, but we're happy to share as thought leadership. And equally in the follow up to this webinar, you should also be able to get a link to this report. So let's make a bit of a start. So what we wanted to try and do is leverage some of the insights from the report in order to guide some of our session. And what you will see right at the start is we haven't started with search. So today's session is very much around merchandise. And don't get me wrong searches, as we say in the UK, bread and butter is hygiene for us. We do it extremely well as part of our platform. But today's session is really delving into what we think is the secret source of differentiation. And that's around merchandising. So 66% of retailers agree that shoppers often don't know what they're looking for until they see it is that browse element is that discovery and that inspiration. And we're going to talk a little bit about that from a PLP perspective, a product listing page perspective. So many of you on this call are very familiar with this. This is a product listing page where we've been able to track historical and the general averages of attention and click through rates as we go from the top, that lovely top row, where we know that gets the highest attention is we scroll through the page and then at the bottom. Fundamentally, what we see very often is customers or prospects, but come as customers when they approach us where they've been struggling because they've been only limited by their traditional e-commerce, be it promoting at the top bestsellers or highest conversion. And that's not always the answer. This is where we need to build more data and more of an intelligent strategy in terms of how we merchandise. So those familiar with our ranking cocktails capability, this is what we do very well. This is where you're building intelligent strategies. So here is an example you've got new in. So you can do this row by row on a PLP and class leaders, this is what they're doing extremely well. And they're looking at what strategy am I populating each of these rows. Now, it can be a lot of different ways to do this. So it could be for the whole product listing page or it could be per row. So an example new in, you're feeding the data of what product has recently entered my catalogue. Over a short period of time, what's getting the most attention in terms of views and purchases, but crucially, what's also available. If I'm selling apparel as an example, and I've got a really good spread across my size and availability, great. That should be a candidate for one at the top. But actually, it might be the new listing, getting the highest views and the highest purchases. But actually, if my sizes are fragmented, I've only got limited sizes across the board, and actually, maybe that's not the best products to be placing at the top. These are the kind of strategies that we work with our customers on to figure out their priorities, their objectives, and then start to build these strategies out. So we can populate those product listing pages with some intelligence, some intelligence to drive higher propensity to engage, but ultimately convert. Ella, Katie, I'm going to pick on you. So you build these day in, day out. So maybe if you could share one or two examples or trends that you're seeing as to what customers are doing here. Yeah, so I think as Imran obviously touched on, obviously, by kind of using these different data points, retailers can really kind of drive merchandising to optimize trading on site. And kind of what I've seen customers do is obviously kind of using different customer segments, such as, you know, your bargain hunters, or your loyal shoppers, or your loyal shoppers, and target them differently through merchandising strategies. So for instance, bargain hunters, you're probably more likely to serve them sale products. Obviously, they're motivated by discounts and kind of promotions on site. And you can obviously use this strategically to attract these customers. You know, highlighting heavily discounted items can obviously create a sense of urgency and obviously make those shoppers spend. But then you've obviously got your loyal shoppers who are probably looking for products that you can actually use. So, you know, you can personalize recommendations and kind of offers based on this. And even based on kind of past purchases as well to kind of enhance that shopping experience. And this shopper is probably less interested in kind of the heavy discount and will be more interested in kind of the latest products. So then kind of newness comes in there as well. And obviously just making sure kind of you're creating this engaging experience for your customers and getting the most out of kind of your merchandise. And what's the focus on what's happening in the way you're getting the most out of your business. And so I think that's a little bit, which I think we might touch on too in a bit. Sorry, I interrupted. No, it's a worry. So yeah, and just kind of to add to that. So very much kind of things I've been seeing is very much based on customers business goals, for example. And that's very much we're always kind of looking at how Fredhopper can look at supporting those more specifically. And one in particular, I've seen quite a lot of recently is stock availability. Now, this is probably being mainly driven by having high levels of stock. You know, post COVID, it was a case of people couldn't get enough stock. And, you know, holding lots of stock became very much kind of common then. Well, more than norm. Now, obviously, with the current market at the minute, you know, customers aren't wanting to hold as much stock. So it's how can we look at kind of pushing the stock out more quickly? You know, it's stock kind of covers all areas of the business. It's not just a case of that you're holding it, but it's warehouse costs, for example. We're looking at reducing those. So we'll then kind of look at the other influencing factors that would play part into that. So we can see in sale, we've obviously got stock availability there. And in RAN, you're obviously touching on it based with a new end. So it's something that can play across a lot of different strategies here. But when you're looking specifically at stock availability, you know, you're going to be thinking about, okay, you want to look at the number of number of days you've held the product. So we'd actually be looking at a longer term that you've got it. And then yeah, we'll be looking at other things such as price point, you know, if you've got like lots of sale old stock you want to get rid of, you're going to be pushy up products with like lower price points and things like that. But yeah, so I think the key messaging here is you can very much kind of leverage it based on your business goals at the time. And those that are unfamiliar with this approach, each of these data points, we can wait. Okay, so I'm guessing to your point, Katie, yes, stock availability and margin, they've all they've generally been in a ranking cocktail somewhere historically, but that waiting is now a lot bigger nowadays. David Preeti, I think it was, let's say during COVID days, or even the past 12 months, it's like one of the bigger priorities. Yeah, yeah. And I think that's where the automation can come in. So it's again, back to traditionally commerce, you're limited with your fill your ability to assault, maybe on one data point, such as bestseller or conversion. But then if you did want to do some form of curation or something intelligent, it was the manual dragging and dropping was this, you can start to automate it and that's where the time saving comes in and where you also can benefit from pulling this data and working quite intelligently. And where it comes, it comes even more so interesting is when you're going international. So here's a really basic example of comparing Australia with the UK. So again, an apparel retailer, we started to define some intelligence strategies here, row by row, but we're pulling in a very basic way just to show this, I guess as an example, I guess as an example, we're pulling local data of what stock or product lines are in those different regions, but also the weather. So here in Australia, all my new in, it's going to be t shirts versus coats here in the UK. We are in February now, it feels like we might be getting near to spring, maybe, maybe not sure weather yet, though. But what was interesting is you can start to see how you pull that data from that local region, and you dynamically assort in that same way. So you may mentioned a few there, but I know one of the big ones, so you mentioned, sorry, bargain hunters and VIP, but I know one of the big ones we see quite often is say Switzerland, Switzerland, the buyers in Switzerland are arguably happier to pay full price versus let's say the bargain hunters, which I'm in the UK, so I feel I'm okay saying it, and more UK centric, they want a bargain. We love a bargain here in the UK. So again, the strategy stays the same. But by pulling that local data, say in Switzerland, I'm promoting higher price items at the top, whereas in the UK, I may be promoting those that are mid range or more centered around bargain hunting. Yeah. One thing I just wanted to talk to you on this actually, hello, Katie. I mean, I put this one in sponsored, but we're starting to see this a little bit more. I was curious if you've got some examples, but we are starting to see some brands sponsoring, I guess, real estate on that PLP page. And therefore, that becomes an attribute where we also need to be boosting as well. Yeah, sure. I think it's definitely a new business strategy for customers of ours. So it won't be typically more like brands, but more department stores, for example, or large retailers where we might see this. It's an opportunity for the brands themselves selling into them to obviously kind of look at getting that higher placement on the page. So yeah, so we've been working. Obviously, it can depend on customers' data, how it's received. So it's all a little bit bespoke. But yeah, definitely more of a demand we're seeing at the minute. Yeah. Okay. And of course, we can't go anywhere without talking about a little bit of an AI. So for those that are unfamiliar with us, yes, you've got this ability to provide these intelligent strategies through what we call ranking cocktails. But then you've got this ability to add a little bit of sparkle. And that sparkle comes from our AI scores and AI capabilities, where we're starting to not only take the data from the local, we're not only taking, let's say the rules or the strategy from the ranking cocktail, but we're sprinkling in there some of the one-to-one personalization. So there's another layer, I guess, of just trying to ensure relevance to that end one-to-one customer and try and help improve not only that engagement, but also that conversion. I guess we're talking a little bit about visual merchandising. So let's get into a few examples and some really cool ones actually over the past six months. I think this one's yours, Katie. What do you do here? It is. So yeah, so this is with a customer, many of you which might recognise the PLP design. But yeah, in particular with this one, what we kind of looked at was grouping products together. So really kind of bringing that store experience to online. And with this, but essentially what we've been able to do is match up products, you know, that are matching. So a classic example is like men's two, three-piece suits, women's bikinis, but it could be like, you know, like your lounge wear, things like that very much where you sell things in pairs. Now, not only does it make the page more aesthetically pleasing and like nice to look at, you know, you're going to hopefully look at increasing your basket value and upsell potential here as well. So yeah, it's something that, you know, we're getting more and more interest about as well. But what we've been able to do here is kind of leverage the data that we've got from the products and essentially automate this process rather than the very much kind of drag and drop process, which is in place. Now, that's obviously still very beneficial. And it's definitely, it's, I guess, figuring out the right time to do that. But we've been able to do this on mass across category pages. So it's been a huge win for the customer. And it's automated as well. Whereas previously, it might have been manual, taking a lot of time and energy. You've now automated that. Yeah, Katie? Yeah, 100%. We've had to do a bit of an enrichment on our end with the data, but it's definitely something we can look at exploring kind of and putting out to all customers. So yeah, I just suggest I can see a few of mine are logged in at the minute anyways. But yeah, if you want to speak to your CSM about it, find out more, definitely, you know, don't be afraid to reach out and see what we can do there. Yeah, and I was just going to touch on that it's obviously doesn't sit just within fashion. Obviously, if you've got kind of a homeware range where, I don't know, you've got a bedspread that then matches a throw, things like that, you can really, you know, do a lot with it. It's not just just towards fashion. It can be applicable to any other kind of retailers as well. Yeah, I can imagine it working really well for like kitchen and kind of homeware and stuff like that as well, Ella, when people think about matching up things in the house in particular. Just makes it easier. And it's also more engaging, for sure. Okay, let's have a look at a few more examples. I think this also is you, Katie, as well. So I guess the rise of starting to build together grouping and collections based on colour and style, I guess. So talk us through this one. Yeah, 100%. So this is a kind of a classic example of like shop the look, for instance, or visually similar. So with this in mind, essentially, what we've been able to do is utilise AI, essentially to kind of look at grouping the products together. So again, it also helps with like basket value. But also, you know, kind of touching on your point earlier in around your stat, I think it was like 66% like browsing, for example. So it's, you know, it's, there's also another interesting like conversion rate stat I've seen once, where it very much kind of talks to it, you know, it takes somebody like 0.01 seconds to actually make their mind up about something. But you know, a classic example of this is, you know, you might be browsing like, okay, I'm going to look for a brown cardigan, or a brown jacket, for example. But you know, you're not specifically looking for, especially when we think of merchandising, a customer is actually, you know, they're open for shopping. Whereas when you're searching, you're making a very specific search for something. So yeah, so it just, again, kind of, just, you know, helps with getting the customer to convert, really. Yeah, it's like, I know, I'm after that colour and that style, but I'm still kind of in discovery, and you're just helping them make that. Cool, cool, cool. And then that leads to, I guess, where we're starting to see more grouping in different themes, aren't we? Yeah, definitely. So with this in mind, we're kind of thinking about more thematic collections, essentially. So one thing that I've been, you know, I've been doing lots of onsites with customers. And the one thing I kept noticing was collections and edits, for example. And I was like, this is a bit of a new trend. And you know, from speaking with customers on site, you know, it's very much kind of where, I guess, the browsing behaviour and where like new collections are being launched. And this is, it's very trend driven. So with this, you know, what customers are really lucky at doing is, you know, they're kind of utilising, you know, things like the ranking cocktails, and the AI to kind of automate a lot of the BAU stuff. But where they're really focusing, say on, you know, it could be a new brand launch, or as we've got here kind of certain themes. So like, I imagine the bottom one's a bit more kind of like Christmas party, New Year, things like that. Whereas we've obviously got winter essentials on the top for the gents. And that's where the merchandisers are then really able to kind of go in and really focus on those different collections and edits there. Yeah, I think you're quite right. It seems like that's the trick in some ways is use the AI and the ranking cocktails to try and tackle and manage the BAU successfully. to let yourself get time to start doing the higher value stuff, such as these curations and these editorials. Yeah. Sorry, go on. No, I was going to say, especially, you know, as we're seeing like, and I kind of mentioned it earlier in terms of the market, you know, teams are smaller than before previously. And, you know, companies are looking at how they can look at leveraging technology further. So by being able to, you know, utilise certain areas of technology, you know, it still enables the team not to lose focus on kind of the really key important categories. I have seen one of our customers use it as a very good excuse to get customers back to the site. So a little bit like an editorial process, I'll check out our latest edit, and a way to kind of use their email marketing with a bit of a catch there to bring people back on a weekly basis. I've seen kind of editorials on a weekly basis from one customer in particular, again, just giving that continual kind of reengagement, which has been quite cool. Okay, so let's keep going. So 51% of people report too many products. Yeah, we've seen some of this, haven't we, especially during COVID, the wonders of dropship. So highlighting too much choice, which causes barriers to purchase. So basically choice overload. Yeah. So how have we been looking to do that? I guess it's that extension of collections and edits. You've got a purpose of doing something. I think you're going to talk about one, jeans and a nice top. You've got a purpose and you're just trying to provide that guidance there. So this is River Island, isn't it? So I think, again, this is one of yours, Katie, yeah? Yes, it is. Yeah. And I think, you know, Ella and I, when we were looking at collating different examples for this, you know, we looked straight at this and both laughed because jeans and a nice top personally is so relatable to me. Like that is very much to my friends, what are you wearing? Jeans and a nice top. And it's, you know, that's what, especially, well, I'm, 31 year old woman, you know, this is what very much I'm going to be kind of driven and driven by online, basically. It's, you know, it's, it's how I shop. It's how I talk to my friends and that's what makes it, it's engaging for me. So, so yeah. Yeah. And just off the back of that, I know, obviously, we're, Katie's kind of touched on edits anyway. And I've got a couple of slides as well to go through them. But I think kind of the on-site experience of kind of having these edits is extremely helpful. And I feel like I dropped this into every possible conversation, but I'm getting married in August and I always look out for kind of an edit on a website, especially for kind of a fashion retailer, you know, the bridal edit or things like that, or even, you know, wedding guest shopping as well. It's obviously something that comes around every single year. And everyone's always looking for something to wear to a wedding and it's kind of chiming into that edit and that on-site experience. Well, I learned two things today. One, Katie, I didn't realize you was 31. I won't tell you what I thought you was. And then Ella, no, no one's ever heard that you're getting married. I mean, that's all. There is, I think this customer might be on this call and I haven't, I can't believe I didn't see it before, but I'm intrigued by dopamine dressing. That one actually is a new one. I might have to go and check that one out after this webinar. Okay, cool. Jeans and a nice top. Love it. All right. So you're kind of doing this collection. You've done this, you're in this discovery. And then again, what happens when actually you're searching for, in this case, a pair of jeans and it's just a wash of choices. So how are we helping them there, Van and Katie? So what we can kind of see here. So when we kind of think about the merchandising, you know, navigation plays a huge part into this because essentially to get to that merchandising element, customers are navigating through the site essentially. So one example I really like on the bottom of here is we can see kind of in the images along the bottom, you've got lucid to tighter. Now, as a woman shopping for jeans, it's probably the hardest thing to shop for online. I think every woman will probably say that. Now, with this in mind, you know, there's so many different trends and different styles out there. And what this is doing is it's, you know, it's not only showing you the way that they look and the way that they fit, but it's giving you a real representation of how they might actually fit on your body. Now, because for example, all women, we're all different shapes, different sizes, things fit differently. So yeah. So again, it's just, one, it's just, it's relatable to women wanting to shop online, but also, you know, it's making it easier and allowing customers to kind of make a decision more quickly as well. But yeah, I think really good one here. And when you kind of look at the facets in particular, you know, it's not just broken down into, I guess, like regular fit or tall or like, or small, for example, that's very kind of a regular way you see it. They really break it down into leg length and various different styles and things like that. So yeah, I just, you know, when I was looking online at this, I was like, this is a fantastic example for this here. Yeah, it's really cool. I dealt with trying to simplify the complexity of that broad range of genes and different styles, but they've kind of put on that visual element, which just helps from a user experience. It's really cool. Really cool. Okie dokie. All right, Ella, the wonders of Doc Martens. Talk to us about what you've been doing there. Yeah, so we've been doing lots of cool things with Doc Martens recently. If you attended our CCD, we went into quite a lot of detail into some experience consulting time, we worked closely with them on, where we kind of worked with enrichments with our data team, and it's been a real kind of game changer for them. But this is slightly different. So similar to what we've been kind of talking about earlier on, where we've been talking about kind of edits and making sure that that kind of on site experience, is kind of as engaging as possible. So obviously, here, you've got all of different sorts of styles. So you've got obviously the Halloween styling, then you've also got examples of different boots that they do how to style. And obviously, yeah, this is kind of encouraging customers to explore and discover various various styles at Dr. Martin's. And then on this slide, you've got kind of two videos here. So that's where Dr. Martin's have kind of guided style sections, which show you exactly how to effectively merchandise when you're known for mainly one category. Obviously, they're known for their classic boots, which they stock and they do very well, but they've obviously got a lot of different categories nowadays. So this, the first one obviously shows kind of how to style, and you've got kind of the short dress, tall boots option, you've got platform boots, lace ups, and then also discover staff styling. So making it a lot more kind of engaging, and obviously, personal as well. You know, you want to be shopping on site, knowing that there's kind of real people that are wearing these shoes, and how they kind of style them. And then in the second video, we've got how to wear. So you've got kind of winter boots, which is obviously linking to kind of the season with engaging content, relating to their fur lined boots, that they do, which are obviously a great warm option. And then made for everything kind of showing how you can invest in a classic staple boots. And it's obviously kind of a key part of your wardrobe. And obviously, as you know, Dr. Martin's offer kind of a very high quality option, especially for kind of people that really want kind of a boot that's going to last, which is also very stylish. So obviously, yeah, these guided style sections kind of aim to cater to different preferences and interests, making the shopping experience more enjoyable and meaningful for customers. And I remember CCD, Dr. Martin's were one of the ones that showed an example how they're also changing that product listing page per region as well. So another great example, another great example there. I think, sorry, I just want to chirp in here a little bit as well. So I think I do have a pair of Dr. Martens, but like, I don't wear them, I guess, for me, like, my experience of them was just the pure boots, you know, that's very much kind of their, their cult product. So yeah, so I think it's like, as you said, this is where they're really opening it up in terms of like, what other products they do as well, especially when you kind of look at that. But I think also Ella, I think we should get you a pair of white Dr. Martens for the wedding. I'm not getting married. I don't know what you're talking about. So if Dr. Martens are on this call, and I think they might be, maybe there's a hint there. Maybe there's a hint there. Okay, let's carry on. But it's interesting. I'll just I'll probably just one thing. So let's talk about collapse because in a moment, but just on your point, Katie, I guess, and I don't know in depth, but like a lot of brands, we talked a bit about kind of the loyal customer and the VIP customer, I'm guessing, well, I know Dr. Martens is a brand, it has a very clear brand story, that resonates. And yes, to your point, maybe it resonates with people like you, that are wanting a just really solid, nice, well made quality boot. But then there are others, which are just massively loyal fans probably are like 20 or different versions of their Dr. Martens and their, and their wardrobe. And I guess, Ella, that's where collabs become quite interesting. Because again, that generates that hype, it generates that interest and back to that brand community piece. Yeah. Yeah, definitely. And I think it's Yeah, obviously, Dr. Martens have a big kind of fan following as well. But I think it's the collaborations are also really, really key. I know that they did one last year with Wednesday. And so obviously, with the launch of kind of the Netflix show, you know, driving fans of that across kind of to Dr. Martens, obviously, a great sort of way to market. Obviously, these are kind of designed to kind of drive interest and basically create that buzz around new products, as well. And I think it's something collaborations are something that customers are doing across the board. Now, it's such a big thing, especially with kind of the increase in, you know, social media activities. So TikTok, there's a lot more now where kind of content creators are doing collaborations with different brands. And so I think, yeah, it's great to kind of see our customers doing the same. And to that point, you know, it's the big thing. It's great, these collabs and how they work. But they need time, they need effort. A collab, a new launch, you can't really just leave AI to do it. It needs to be the merchandising team, the brand team. But how do you do that? If to think Katie's point, you know, resources tie, and that's where you leverage AI for the various use cases of things like BAU and repetitive tasks, but hopefully will free you up to do some of this great stuff. Yeah. What's your favourite pair of Dr. Martens, Ella? It's a cop-out answer, but 1460s are just classic. I wear them all the time. But yes, I am one of those people that does have numerous pairs. So yes, I'm sounding like a super fan here. Could you look after them, Ben, yeah? Yeah. Okay. So this comes on to another point. And it's interesting. We talked a little bit about the different types of customer from bargain hunters and VIPs. And I think we're probably going to show an example. I think this one was one of yours, Katie. So, you know, the survey kind of showed that 55% of leading retailers strongly agree and recognise customer journey interactions. We kind of know this, we've been knowing this for years, but, you know, how they're now kind of tapping into making sure that the marketing activity kind of mirrors any personalisation from the website or what you've learnt through the website kind of mirrors what content or recommendations you publish into your email. It's something that we've been tapping into for quite a while now. And one of the things that also came from the report was we've just got so many personas now. And I know at CCD, there was one customer that talked to 56 different personas and that they struggled to do much with them. And it was a case of, well, why don't you just start with two or three? First, yeah. Versus trying to do something big, you know, which feels overwhelming because it's the first time you're kind of tapping into it. Start with something, let's say, with three personas and go from there. And I think, Katie, you've got an example again from, I think, from our wonderful folks at River Island, yeah? Yes, yeah. So this is, I think, especially when we kind of think back to Peak in particular, and we're looking at, you know, well, essentially Black Friday deals, Christmas, for example, that, you know, there's a whole buzz around early access VIP at the minute. Now, the whole point of this as well is a retention piece, primarily, you know, it's to engage with your returning customers more, you know, make them feel special. You know, more than anything, the market's so competitive at the minute now. So it's, you know, you want to be able to really kind of, essentially, what was it? Draw the line and hook them back in or whatever. But, yeah, so this is something, you know, I'm signed up to loads of mailing lists, you know, with all my different favourite brands and shops. And this is something that I was very much kind of keeping an eye out for because, you know, customers are rewarding them with giving them, say, maybe a week's early access, you know, to get access to those, you know, that kind of probably better selling sale products that they'll have on there. So, yeah, definitely something we're seeing across the board. And, you know, I think what we're also seeing as well is kind of when you compare high street versus luxury, this is very much kind of a luxury trend that we used to see kind of across different brands, but they're very much kind of moving over into kind of more fast fashion high street as well. Cool. All right, let's see how we're getting on. We're into final thoughts. I think we're doing pretty okay for time. So hopefully there's a few things that you've seen in terms of some examples and new approaches that the team have been doing with our customers and it's giving you a bit of food for thought. But fundamentally, you know, product discovery really is that secret source. It's that trading tool for growth. And hopefully many of our customers that are on this call and those that are researching, hopefully you see and you can welcome those conversations with our team in order to how do we get product discovery even driving more sales and optimisation. And I think if there are folks on this line that aren't having conversations with us with regards to AI, it is something that, you know, is here. Nearly 70% seeing significant impact with merchandising and trading with AI. And hopefully those that saw us at CCD will have seen some of the roadmap that we've got there and some of the examples of customers that are using it very successfully. So if you are an existing customer and not doing it right now, you want to try and automate to get you back some time to build those wonderful collections and edits, give your CSM a call and hopefully they can give you some guidance there. And go beyond search. Whenever I look at any product discovery kind of webinar or material, it always seems to be centred on search. And I don't want to downplay search. It's very important. But what we do know from the brands that we represent is more of a holistic approach is needed. And when you really tap into those intelligent strategies, especially as to how they differ in different regions based on buying behaviour and preferences, it really does have an impact. And also the visual merchandising, has that major impact in terms of engagement and creating those brand stories that hopefully your customers will love and return to going forward. Okay, I think that is it from us. I think we might have a bit of a Q&A. Oh, I'll get into, I'll get into trouble if I don't push this. So yeah, as I said at the start, we have done our research, we are open to showing this research, this thought leadership piece that we've done. There is a link here, hopefully our marketing team, which actually is partly my responsibility. So it should, you should get an email with a link to this as part of the follow up to this webinar. But I think Maddie, if you're still there, if you've been tracking Q&A, anything that we've got, any burning questions that maybe we can help with. We do have a few. And yes, just to confirm after today's session, everyone will get a copy of the recording and a copy of the report as well. So that was correct. So the first question is, let me see, how do you see assortment change across different regions and markets? Okay, I think, I'm hoping we kind of covered some of that. But yeah, it's, as I said, that classic example we saw around pricing, you know, Switzerland versus the UK, seasons are very, very common one. But I think Katie, you tapped into it a little bit as well, where we've got brands that have different stock availability. You know, if there's certain distribution centers in certain regions, you want to be promoting those above and above. beyond the others because of the cost to serve the cost to deliver. But hopefully you've seen some of that in today's little chit chat. Perfect. And then we have a couple in on AI. So the first one is, do you see AI automating or merchandising on site? No, not all sites. No, there are some, please, Ella, Katie, correct me, at any point. Yeah, you've got well more experience than I have on this. But there are certain categories that once you've defined the strategy you want to take, you are probably best off just letting it do its thing. So I think like sales category is an example, could be one to go and test it with. Would I do it across the whole site? No. But Katie, Ella, your thoughts? Yeah, so with me personally, I'm the same, you know, especially when you're kind of thinking about your actual merchandising across site, in particular, you know, there's always going to be an element of wanting to curate the page in some way. And I think that's kind of the beauty within Fred Hopper itself. You kind of have the ability to automate quite a lot. But the, you know, but the freedom to still curate different sections, you know, even if it's just the first few rows or specific pages, like new in, for example, I think, as you said, sale in is always kind of, I don't know, I don't know, it's been a sale for some customers, obviously, you know, especially the first few weeks of launch, you definitely want to have a bit of control there. You might have some stock fragmentation in there to kind of help control in terms of the product offering on display. But yeah, it's, I wouldn't say fully, but yeah, that's me. That's my thought anyways. Find a balance. Yeah. Ella, did you have anything to add? No, I completely agree with you both. It's something that's great to an extent, but obviously not fully. I think that ties in nicely to the next question. So what are some common pitfalls or misconceptions about using AI? Do you want me to start that one, Ella Kate? This is one that can get me into trouble. I think there's two points. One, the AI is going to fix everything, especially one AI model. We know from ourselves, hence why we're quite open in our approach around AI. You know, you pick the right AI model, let's say recommendations, you pay, you pick the right AI model for the use case that you're working to. And sometimes you might have different models for different use cases. I think in our industry, we seem to have, you know, certain vendors and we're a vendor. Yeah, don't get me wrong, but we have certain vendors, but kind of class, our AI is the best. And it'll do everything. And we've got the one model that'll do everything and fix all your problems. And it's not the case. You pick the right model for the use case, but you're kind of aiming for, and you still optimize it. There is no right model. Well, sorry, let me rephrase that. There is no one right model. You pick the right model for the actual use case. The second one is education and enablement. I think we all could be better at moving from our historical ways of manually curating to starting to tap into how do I use AI and how do I start to play with it. I think all us as a business, so, you know, Katie and Ella, I'm probably picking on you, you know, how we all start to tap into more of a data science psyche and starting to leverage prompts and seeing how that works and how it plays out in a tested environment. I think we could all be better at that. Sorry to pick on you, Ella and Katie. I class myself in that learning zone as well. Would you add any more to that? I guess, yeah, the only thing I'd probably add to that is I think, especially for maybe people who don't work in tech, don't actually fully understand what AI is. You know, people think it's like a robot. It's going to take complete control of the world where when you actually drill into it, it's all driven, you know, it learns from previous data. So it's, you know, it's to enable it and build it in the first place is we need data on what's happening on your website. You know, what are people searching for exactly? You know, it's not a one like fixes everything, basically. I think you said that earlier as well. One size fits all. I've just realized that fix it. Yeah, yeah, yeah. Go on, Ella. Yeah. And then I guess, obviously, we've kind of touched on it at the CCD as well when we were kind of speaking with Dr. Martens. Obviously, as you guys have touched on, like AI can be amazing, but also, you know, it can sometimes be slightly detrimental to kind of brand image and things like that. You've kind of, there's still got to be those curated journeys as well, which involve kind of day to day interactions. And then also, obviously, things that we do that Katie touched on with regards to kind of data and the data that's fed into Breadhopper, obviously, automate things as well. I think that's a key selling point of AI. So, yeah, it's a key selling point of AI is obviously a time saver and efficiency. But, you know, there's also other ways around it that we can involve kind of our data team and strategies there as well. Any more, Maddy? No, that's everything. Okay. Well, I think we have time. Thank you all for attended. And thank you, Ella, Katie and Maddy for organizing this. So really appreciate it. We're nearly getting close to three o'clock. Have a great day, folks. And take care. Thanks now. Bye.