1 00:00:00,240 --> 00:00:04,000 Have you ever had a record breaking month followed by total 2 00:00:04,000 --> 00:00:07,680 silence? You're not alone. If your sales feel 3 00:00:07,680 --> 00:00:11,200 like a rollercoaster with highs and then worrying 4 00:00:11,200 --> 00:00:15,040 lows, then this episode will help you understand why it happens 5 00:00:15,040 --> 00:00:18,000 and what you can do to finally break the cycle. 6 00:00:19,280 --> 00:00:23,080 Welcome to the Resilient Retail Game Plan. I'm Catherine Edley and in the 7 00:00:23,080 --> 00:00:26,800 next few minutes, you're about to get powerful real world retail strategies 8 00:00:27,210 --> 00:00:31,010 from insights shared both from my guests and myself, backed up by 9 00:00:31,010 --> 00:00:34,850 my 25 years in the retail industry. Keep listening to learn how 10 00:00:34,850 --> 00:00:38,690 to grow a thriving, profitable product business. Let's jump in 11 00:00:38,690 --> 00:00:42,490 with this latest episode. A few weeks ago I was having a chat with a 12 00:00:42,490 --> 00:00:45,850 lovely founder. She just had her best month ever. 13 00:00:46,330 --> 00:00:50,010 Absolutely flying. She had a new product launch, she had lots of interest 14 00:00:50,250 --> 00:00:53,770 and lots of sales. But then two weeks later, 15 00:00:54,000 --> 00:00:57,840 later she had crickets, nothing. Sales dried up 16 00:00:57,840 --> 00:01:01,400 almost overnight. And even though she knew she hadn't done 17 00:01:01,400 --> 00:01:05,200 anything wrong, and she certainly wasn't doing anything different than she had been when things 18 00:01:05,200 --> 00:01:08,880 had been working well, then the self doubt really started to creep 19 00:01:08,880 --> 00:01:12,640 in. She said to me, I thought I'd cracked it. I 20 00:01:12,640 --> 00:01:16,440 thought I'd finally figured out what my customer wanted. I thought I'd finally started 21 00:01:16,440 --> 00:01:20,200 to get that momentum going and now I feel like I've 22 00:01:20,200 --> 00:01:23,850 lost my momentum and I don't know how to get it back. And then 23 00:01:23,850 --> 00:01:27,370 that's the thing about fluctuating sales. It's not just about 24 00:01:27,370 --> 00:01:30,770 cash flow. It can really knock your confidence and you start 25 00:01:30,770 --> 00:01:34,130 questioning everything. Was it a fluke? Am I doing something wrong? 26 00:01:34,370 --> 00:01:38,050 And probably the number one question that crosses people's minds when 27 00:01:38,050 --> 00:01:41,650 sales are slow, which is will the sales ever pick back 28 00:01:41,650 --> 00:01:45,210 up? Let's talk about why this 29 00:01:45,210 --> 00:01:48,850 sort of thing happens. So why do people 30 00:01:49,090 --> 00:01:52,620 have sales spikes followed by lulz? 31 00:01:53,020 --> 00:01:56,060 The reality is, is that most retail is 32 00:01:56,300 --> 00:02:00,140 extremely variable and you are seeing it more 33 00:02:00,140 --> 00:02:03,820 because the likelihood is that your volumes aren't huge 34 00:02:03,900 --> 00:02:07,660 yet. So the slightest variation in sales can 35 00:02:07,900 --> 00:02:11,340 really feel like a very big variation. And 36 00:02:11,420 --> 00:02:15,220 I've worked for many retailers for many years and I've worked with 37 00:02:15,220 --> 00:02:18,990 many clients. And even in the big retailers, even in the 38 00:02:18,990 --> 00:02:22,830 ones that were turning over a couple of billion dollars in sales 39 00:02:22,830 --> 00:02:26,510 every year, there would be quiet days and there would be busy 40 00:02:26,510 --> 00:02:30,350 days. For example, when I worked in the US I was managing a chain of 41 00:02:30,350 --> 00:02:34,150 over 550 stores. Then one store would have a quiet day, but another 42 00:02:34,150 --> 00:02:37,110 store would have a busy day. And between the two of them, it would even 43 00:02:37,110 --> 00:02:40,950 out. So first of all, just to Say that a certain degree of 44 00:02:40,950 --> 00:02:44,300 fluctuations are completely normal. 45 00:02:44,700 --> 00:02:47,700 Sometimes we see a bit of a dip in the middle of the month or 46 00:02:47,700 --> 00:02:51,260 getting towards payday. Payday does still have an impact. 47 00:02:51,900 --> 00:02:55,660 Not as big as it used to be, but it does still happen. Basically, 48 00:02:55,980 --> 00:02:59,500 there isn't a certain element to which you're going to see things 49 00:02:59,660 --> 00:03:03,380 shifting day to day, week to week. And the lower 50 00:03:03,380 --> 00:03:06,780 your sales overall, the more it's going to feel like a big 51 00:03:06,780 --> 00:03:10,580 fluctuation. Because if two sales is really 52 00:03:10,580 --> 00:03:13,940 big for you, then you can imagine that a day where you sell two versus 53 00:03:13,940 --> 00:03:17,680 a day we sell zero is going to feel very, very different. Putting aside 54 00:03:17,680 --> 00:03:20,760 for a moment the fact that a lot of the time in retail it just 55 00:03:20,760 --> 00:03:24,480 does fluctuate and you don't always know why. Often what 56 00:03:24,480 --> 00:03:27,600 we see is it starts with a spike. When I was talking to people, for 57 00:03:27,600 --> 00:03:31,400 example, the founder, who'd had their best month ever, and then crickets, 58 00:03:31,640 --> 00:03:35,240 what actually happened was they launched something new. They were 59 00:03:35,240 --> 00:03:39,080 super excited about it. It was something that they found they really wanted 60 00:03:39,080 --> 00:03:42,880 to get onto their social media, talk to their customers 61 00:03:42,880 --> 00:03:46,510 about it. They just felt very energized and 62 00:03:46,830 --> 00:03:50,430 really enthusiastic, and therefore they were 63 00:03:50,430 --> 00:03:54,270 naturally showing up and connecting with their audience. And 64 00:03:54,270 --> 00:03:57,870 often when people see these spikes, these peaks and troughs, 65 00:03:58,110 --> 00:04:01,710 then the reality is either it was just a very busy time of year, for 66 00:04:01,710 --> 00:04:05,470 example, it was Christmas, or maybe they were doing some 67 00:04:05,470 --> 00:04:09,190 kind of stock clearance event or deal, so 68 00:04:09,190 --> 00:04:12,150 that was getting people to buy. Or maybe they had a launch that they felt 69 00:04:12,150 --> 00:04:15,710 really excited about and then naturally were overcoming what many, 70 00:04:15,710 --> 00:04:19,130 many people have, which is a natural aversion to actively selling. 71 00:04:19,530 --> 00:04:23,210 So they had something that meant that there was sales. But then things 72 00:04:23,210 --> 00:04:26,650 got busy. They're fulfilling orders, they're juggling everything 73 00:04:26,650 --> 00:04:30,370 else, and they didn't have a plan in place to keep the 74 00:04:30,370 --> 00:04:33,570 momentum going. So once that kind of natural burst of 75 00:04:33,570 --> 00:04:37,010 activity happened and was over, there 76 00:04:37,010 --> 00:04:40,530 wasn't anything to help keep them going. So their 77 00:04:40,530 --> 00:04:44,370 energy fizzled out because they were doing it all on 78 00:04:44,370 --> 00:04:47,770 a very ad hoc basis. And once the energy 79 00:04:47,770 --> 00:04:51,370 fizzles out and maybe the sales start to dip, then if that 80 00:04:51,370 --> 00:04:54,770 confidence wobble comes in, then it can create this 81 00:04:54,770 --> 00:04:58,610 vicious cycle, or the cycle of doom. I often refer 82 00:04:58,610 --> 00:05:02,250 to it the cycle of doom, where confidence drops 83 00:05:02,330 --> 00:05:06,090 so you're taking less action, so your sales go 84 00:05:06,090 --> 00:05:09,810 down, so your confidence drops so you take less action, and so on and 85 00:05:09,810 --> 00:05:13,130 so forth. The cycle then maybe will start again. 86 00:05:13,370 --> 00:05:17,190 When you feel excited about something, something, or you have a launch, 87 00:05:17,830 --> 00:05:21,590 or again, it's your Peak time of year, maybe Christmas for a 88 00:05:21,590 --> 00:05:24,910 lot of people will be their peak time of year. Or back to school could 89 00:05:24,910 --> 00:05:28,470 be another one. Or January if you're in the fitness business or 90 00:05:28,470 --> 00:05:32,269 you have anything to do with weddings, because often wedding interest peaks 91 00:05:32,269 --> 00:05:35,990 in January. It can then mean that 92 00:05:36,230 --> 00:05:39,590 you're not only feeling less 93 00:05:39,590 --> 00:05:43,310 confident, but in a way, because you've been through this cycle, it can leave 94 00:05:43,310 --> 00:05:46,550 you feeling very confused as to why was it working and why is it not 95 00:05:46,550 --> 00:05:50,270 working now. So the feast and famine, as I said, it can be something that 96 00:05:50,270 --> 00:05:53,750 can be really, really exhausting for a lot of people and really 97 00:05:53,750 --> 00:05:54,230 difficult. 98 00:05:57,910 --> 00:06:01,150 So what are some signs that you might be stuck in the feast or famine 99 00:06:01,150 --> 00:06:04,710 cycle? So the first sign I'd say is that 100 00:06:04,710 --> 00:06:08,510 sales really follows your energy. So what I mean by that is, is that 101 00:06:08,510 --> 00:06:12,150 if you are showing up when you've got something new or 102 00:06:12,150 --> 00:06:15,830 exciting that you're really fired up to talk about and 103 00:06:15,990 --> 00:06:19,670 people respond to it, but when you don't know what to say, 104 00:06:19,670 --> 00:06:23,470 you disappear. That is a really big warning sign for 105 00:06:23,470 --> 00:06:27,190 me when I'm talking to founders to say, okay, there's something going on here. 106 00:06:27,430 --> 00:06:31,109 If you're allowing yourself to effectively 107 00:06:31,109 --> 00:06:34,830 be governed by your energy level, as it were, when it comes to your 108 00:06:34,830 --> 00:06:38,430 sales. So when it's exciting, when you've got something to talk 109 00:06:38,430 --> 00:06:42,150 about, you're showing up and you are selling. 110 00:06:42,740 --> 00:06:46,420 Or maybe again, it's your peak time of year and therefore sales 111 00:06:46,420 --> 00:06:50,180 maybe feel a little bit easier, then you're showing up. But 112 00:06:50,180 --> 00:06:53,620 when you don't know what to say, then all of a sudden your energy fizzles 113 00:06:53,620 --> 00:06:57,380 out. The second sign that you're stuck in a feast or 114 00:06:57,380 --> 00:07:01,140 famine cycle is that your marketing is reactive. 115 00:07:01,460 --> 00:07:05,100 So you wake up, decide what to post on that day. It's not part 116 00:07:05,100 --> 00:07:08,940 of a bigger picture. And probably if I asked 117 00:07:08,940 --> 00:07:12,420 you what your overall marketing strategy was, then you would 118 00:07:13,010 --> 00:07:16,810 be pushed to say you. Maybe it's like, okay, well, I know I need 119 00:07:16,810 --> 00:07:20,290 to talk about this, but I don't really know how all of the pieces connect 120 00:07:20,290 --> 00:07:23,570 together. And I am basically just deciding week on week, 121 00:07:23,970 --> 00:07:27,170 what do I feel like talking about today. And then the third 122 00:07:27,490 --> 00:07:31,170 sign, or the third kind of red flag, if you like, for being stuck in 123 00:07:31,170 --> 00:07:34,530 feast or famine cycles, is that you're not taking advantage 124 00:07:35,010 --> 00:07:38,770 of seasonal cycles. So what I mean 125 00:07:38,770 --> 00:07:42,530 by that is, is that it's very important for you as a business 126 00:07:42,530 --> 00:07:46,070 owner to not only understand your customer, not 127 00:07:46,070 --> 00:07:49,550 only to think about what they want in general, to really have a good 128 00:07:49,550 --> 00:07:53,390 understanding of what that customer wants. But you really need to be 129 00:07:53,390 --> 00:07:56,990 thinking about what does your customer want right 130 00:07:57,390 --> 00:08:00,670 now. And that's because 131 00:08:01,070 --> 00:08:04,710 ultimately, at the end of the day, retail is a game of 132 00:08:04,710 --> 00:08:08,550 probability. It's about you talking about the things that 133 00:08:08,550 --> 00:08:12,310 your customer is most likely to want from you at this 134 00:08:12,310 --> 00:08:16,060 particular point. So if it is October 135 00:08:16,140 --> 00:08:19,860 and the nights are drawing in and it's getting colder, what is your 136 00:08:19,860 --> 00:08:23,500 customer most likely going to want from you? Well, they're most likely 137 00:08:23,900 --> 00:08:27,180 to want things that relate to the changing season. 138 00:08:28,060 --> 00:08:31,780 So they may want things that will help them stay warm. They may want 139 00:08:31,780 --> 00:08:35,420 things that will make their house feel cozy and warm. They 140 00:08:35,420 --> 00:08:38,900 may well want things that are to do with 141 00:08:38,900 --> 00:08:42,660 Christmas because they're super organized or they're on a very tight budget 142 00:08:42,660 --> 00:08:46,340 and they want to spread their Christmas spending across the a few 143 00:08:46,340 --> 00:08:50,100 months as opposed to doing it all in one go. They might be thinking 144 00:08:50,100 --> 00:08:53,620 about Halloween. They might be thinking about 145 00:08:54,100 --> 00:08:57,460 making their home feel more autumnal, seasonal 146 00:08:57,460 --> 00:09:00,980 decorating. They may be thinking about updating their 147 00:09:00,980 --> 00:09:04,620 wardrobe with something that is appropriate for the 148 00:09:04,620 --> 00:09:08,220 winter season, getting their knitwear out and assessing if they've got 149 00:09:08,220 --> 00:09:11,460 everything they need to get them through the winter. If you sell 150 00:09:11,460 --> 00:09:15,260 equipment or outdoor sports, then 151 00:09:15,340 --> 00:09:18,980 your customer is going to be thinking about what do they need as the weather 152 00:09:18,980 --> 00:09:22,300 gets colder that they maybe don't have or maybe 153 00:09:22,940 --> 00:09:26,540 had last year, but needs replacing? For me, one of the 154 00:09:26,620 --> 00:09:30,220 red flags is when people just aren't factoring all of this into 155 00:09:30,380 --> 00:09:33,980 their forward planning. Maybe they're waking up in October and 156 00:09:33,980 --> 00:09:37,380 thinking, oh, maybe I should talk about my cold weather accessories, for 157 00:09:37,380 --> 00:09:40,820 example. But they're not getting it planned out in 158 00:09:40,820 --> 00:09:44,040 advance. Retail, as I've said before, it does 159 00:09:44,040 --> 00:09:47,760 fluctuate a lot, but it also does repeat year on year. So it's really 160 00:09:47,760 --> 00:09:51,600 important to get that plan into place. So let's flip this 161 00:09:51,600 --> 00:09:55,000 and look at it from a different perspective. What does 162 00:09:55,080 --> 00:09:58,360 actually create consistent sales? And 163 00:09:59,160 --> 00:10:02,680 the thing is that it's about creating a 164 00:10:02,760 --> 00:10:06,520 system. It's not about pushing harder or 165 00:10:06,760 --> 00:10:10,170 constantly launching. It's about building a sales 166 00:10:10,250 --> 00:10:13,770 system that can operate whether or not 167 00:10:13,770 --> 00:10:16,570 you're in the middle of a launch or whether or not you've come out of 168 00:10:16,570 --> 00:10:20,090 the launch. And it includes things like 169 00:10:22,010 --> 00:10:25,490 it's about building a sales system that can 170 00:10:25,490 --> 00:10:29,170 operate whether or not you're in the middle of a launch or 171 00:10:29,170 --> 00:10:32,490 whether or not you've come out of the launch. And it 172 00:10:32,490 --> 00:10:36,260 includes things like planning your sales calendar in advance, 173 00:10:36,740 --> 00:10:40,540 tying together your product launches and your marketing messages so 174 00:10:40,540 --> 00:10:44,180 that the two are working together, having a really clear Idea 175 00:10:44,180 --> 00:10:47,580 about what conversation you want to have every single week with your 176 00:10:47,580 --> 00:10:51,380 customer as you move through the year, knowing what your best 177 00:10:51,380 --> 00:10:54,100 sellers are and helping you focus your marketing there, 178 00:10:55,060 --> 00:10:58,820 Making sure that you can consistently talk to your customer across 179 00:10:58,820 --> 00:11:02,470 all touch points. And one of the best ways to do that is via 180 00:11:02,470 --> 00:11:06,190 email. So making sure that you're building and actually using your email list. 181 00:11:06,750 --> 00:11:10,550 And this is really important, creating a 182 00:11:10,550 --> 00:11:13,950 rhythm that doesn't rely on your energy or your 183 00:11:13,950 --> 00:11:17,590 mood. So what do I mean by that? Well, at the 184 00:11:17,590 --> 00:11:21,390 moment, an example I can give you, unrelated to retail, 185 00:11:21,390 --> 00:11:24,990 but relevant here, I feel, is that I'm currently training for 186 00:11:24,990 --> 00:11:28,710 the Valencia Marathon in December. I have got a plan. I 187 00:11:28,710 --> 00:11:32,390 have a training plan. And what that means is 188 00:11:32,390 --> 00:11:36,030 that I know in a particular week what I need 189 00:11:36,030 --> 00:11:39,550 to run in order to work towards my larger goal. 190 00:11:39,950 --> 00:11:43,550 Does that mean that I don't wake up some mornings, maybe many 191 00:11:43,550 --> 00:11:47,390 mornings, and think, ah, I'd really rather not run today? No, 192 00:11:47,390 --> 00:11:50,990 absolutely not. There are definitely days where I wake up, especially now it's 193 00:11:50,990 --> 00:11:54,830 darker in the morning, and I think, oh, you know what I really could 194 00:11:55,270 --> 00:11:58,470 do with giving this a miss. But I've got a plan. 195 00:11:59,350 --> 00:12:02,790 So I am able to say, right, the most important 196 00:12:02,950 --> 00:12:06,670 thing is I stick to the plan. I'm letting go of the outcome, 197 00:12:06,670 --> 00:12:10,070 but I've got a plan and I just have to execute on the plan. 198 00:12:10,390 --> 00:12:14,150 It's not about my motivation, it's not about the mood that I'm 199 00:12:14,150 --> 00:12:17,270 in when I wake up. It's about me knowing that I've got a plan, I've 200 00:12:17,270 --> 00:12:20,310 got a series of things I need to do and that that is working towards 201 00:12:20,310 --> 00:12:24,120 this bigger goal and it's effectively removing the mental 202 00:12:24,120 --> 00:12:27,840 friction so I don't wake up and think to myself, I wonder how far I 203 00:12:27,840 --> 00:12:31,440 should run today. I wonder what would be the best thing for me to do. 204 00:12:31,440 --> 00:12:34,920 Because that is often for many of us, 205 00:12:35,160 --> 00:12:38,880 where the block comes in. Because as soon 206 00:12:38,880 --> 00:12:42,000 as we're able to sort of say, oh, well, I don't really know what I'm 207 00:12:42,000 --> 00:12:45,080 doing, not really sure, then we almost 208 00:12:45,240 --> 00:12:48,930 immediately are able to talk ourselves out of doing something thing. Whereas 209 00:12:48,930 --> 00:12:52,730 I know I'm gonna wake up and I have to run 13km 210 00:12:52,730 --> 00:12:55,690 and this is the paces that I'm aiming for. Whether or not I hit them 211 00:12:55,690 --> 00:12:59,450 is another question. But this is what I'm aiming for, then I know that 212 00:12:59,450 --> 00:13:03,090 I just have to get up, get out and do it. And having a sales 213 00:13:03,090 --> 00:13:06,650 plan can be like that as well. Because many people, as I mentioned 214 00:13:06,650 --> 00:13:10,450 earlier, it's not something that is their natural wheelhouse. They 215 00:13:10,450 --> 00:13:13,370 don't naturally wake up every day and think, I know what I want to do, 216 00:13:13,370 --> 00:13:17,190 I want to sell my products. Most people, they love the creative side of their 217 00:13:17,190 --> 00:13:20,870 business, they love selecting the products, they love talking to 218 00:13:20,870 --> 00:13:24,710 their customers, they love the whole idea of 219 00:13:24,710 --> 00:13:28,070 having the product business. Whether or not they love the 220 00:13:28,070 --> 00:13:31,910 actual selling is another question. But if you've got a plan, if 221 00:13:31,910 --> 00:13:35,350 you've got a plan mapped out for you of what you're going to talk about, 222 00:13:35,350 --> 00:13:39,030 it removes that mental friction. It stops 223 00:13:39,030 --> 00:13:42,030 you waking up and wondering what on earth you're supposed to do that day and 224 00:13:42,030 --> 00:13:45,420 then wandering off and doing something, something else. Because we naturally 225 00:13:45,660 --> 00:13:49,300 gravitate towards the tasks that we find the easiest in our 226 00:13:49,300 --> 00:13:52,700 business. 100%. I see it time and time again. 227 00:13:52,700 --> 00:13:56,500 Whatever you enjoy the most, you will naturally gravitate towards. If 228 00:13:56,500 --> 00:14:00,260 you don't have a plan, if you're relying on energy or inspiration, the 229 00:14:00,260 --> 00:14:03,980 chances are you'll only show up when you're really excited and then you'll go 230 00:14:03,980 --> 00:14:07,540 quiet again when you either get busy or the launch has passed, or the peak 231 00:14:07,540 --> 00:14:10,910 season's past. And then you don't really know what to do. Say so. Then the 232 00:14:10,910 --> 00:14:14,630 momentum dies and the confidence takes a hit. But when you've got a 233 00:14:14,630 --> 00:14:18,430 system that supports you, one that's really sustainable, simple, 234 00:14:18,430 --> 00:14:22,190 repeatable, then everything starts to feel calmer. You show 235 00:14:22,190 --> 00:14:25,989 up more, you start to build trust with your customers and then you can start 236 00:14:25,989 --> 00:14:29,550 to look at the different ways of growing sales and the sales start to smooth 237 00:14:29,550 --> 00:14:32,550 out. So if you want to know more about the different ways to grow your 238 00:14:32,550 --> 00:14:36,310 sales in your product business, do go check out episode number 264 239 00:14:36,310 --> 00:14:39,890 of the podcast, which is called Four Ways to Grow your sales, where I go 240 00:14:39,890 --> 00:14:43,370 into more detail into the different ways that you can grow. 241 00:14:43,770 --> 00:14:47,530 But just know that if you have a plan, then you're able to 242 00:14:47,530 --> 00:14:51,050 really work on all four of those elements and then 243 00:14:51,130 --> 00:14:54,530 that helps you grow your sales overall. As I said, build that 244 00:14:54,530 --> 00:14:57,450 momentum and grow your trust with your customers. 245 00:15:01,610 --> 00:15:05,130 So if you are sitting here thinking this sounds awfully 246 00:15:05,130 --> 00:15:08,850 familiar, I'm pretty sure that I am scattergun 247 00:15:08,850 --> 00:15:12,570 with my approach. Maybe you are noticing 248 00:15:12,570 --> 00:15:16,370 that you're in the feast and famine, then I definitely recommend 249 00:15:16,610 --> 00:15:20,370 checking out the retail sales game plan. It is my 250 00:15:20,370 --> 00:15:24,050 brand new 16 week program designed just for product 251 00:15:24,050 --> 00:15:27,890 business owners like you. And right now we have the wait list open. 252 00:15:28,050 --> 00:15:30,850 So if you head to resilient retail club.com 253 00:15:31,330 --> 00:15:34,810 waitlist, you'll get £50 off when the doors open 254 00:15:34,970 --> 00:15:38,490 plus early access and some juicy bonuses as well. 255 00:15:38,970 --> 00:15:42,770 So if you are listening and thinking, yes, I really need someone to 256 00:15:42,770 --> 00:15:46,610 walk me through this process, putting together a plan, looking at 257 00:15:46,610 --> 00:15:50,210 my business, looking at the different ways of growing my sales, how to make it 258 00:15:50,210 --> 00:15:53,970 smoother and more consistent. Then you definitely want to head over 259 00:15:53,970 --> 00:15:57,770 to resilient retail club.com waitlist and 260 00:15:57,770 --> 00:16:01,490 get on the list for the retail sales sales game plan. We will be kicking 261 00:16:01,490 --> 00:16:05,290 off in early November. We will get you sorted out 262 00:16:05,610 --> 00:16:08,890 right away for your Christmas plans and then we will be together 263 00:16:09,530 --> 00:16:12,650 until the end of February in 264 00:16:12,650 --> 00:16:16,490 2026 and we'll have time to work together on putting 265 00:16:16,490 --> 00:16:20,050 together that plan for the whole of 2026, 266 00:16:20,050 --> 00:16:23,850 planning that out and giving you a really great start and a way to 267 00:16:23,850 --> 00:16:27,600 make your sales more calm and consistent. Because that's what we want. 268 00:16:27,680 --> 00:16:31,400 We want to get off the roller coaster and into the driver's seat. We 269 00:16:31,400 --> 00:16:34,800 want to go from feast and famine to calm and repeatable 270 00:16:34,880 --> 00:16:38,280 sales. Thank you so much for listening to the podcast. If this 271 00:16:38,280 --> 00:16:42,120 today's episode has hit home, feel free to share it with a friend who 272 00:16:42,120 --> 00:16:45,680 you think would benefit. Or why not tag me over on Instagram at Resilient 273 00:16:45,680 --> 00:16:48,960 Retail Club. I love to see where people are listening in when they're listening to 274 00:16:48,960 --> 00:16:51,590 the podcast. And as always, I'll see you next time week.