Meeting Title: Eden Analysis Review Date: 2026-03-02 Meeting participants: Robert Tseng, Amber Lin
WEBVTT
1 00:00:37.060 ⇒ 00:00:38.320 Amber Lin: Hi!
2 00:00:38.320 ⇒ 00:00:39.650 Robert Tseng: Hello!
3 00:00:40.670 ⇒ 00:00:41.840 Amber Lin: How you feeling?
4 00:00:42.800 ⇒ 00:00:44.160 Robert Tseng: I’m good.
5 00:00:44.540 ⇒ 00:00:45.440 Amber Lin: That’s good.
6 00:00:45.980 ⇒ 00:00:46.610 Robert Tseng: Yeah.
7 00:00:48.140 ⇒ 00:00:52.410 Robert Tseng: a little bit tired, but I… have to…
8 00:00:52.540 ⇒ 00:00:56.369 Robert Tseng: I have to give a presentation in, like, 2 hours, so I’m gonna…
9 00:00:56.370 ⇒ 00:01:01.890 Amber Lin: Oh, I see, I was like, it’s already 5 for you, but I remember you said you had your law stuff.
10 00:01:02.710 ⇒ 00:01:09.139 Robert Tseng: Yep, I’m, doing an argument. I’m giving… yeah, I’m… I have a… I’m going to court today, so…
11 00:01:09.140 ⇒ 00:01:10.530 Amber Lin: Exciting! Exciting.
12 00:01:10.870 ⇒ 00:01:17.849 Robert Tseng: Yeah. Should be fun. I don’t really know what I’m doing, but I tried, so we’ll see.
13 00:01:17.850 ⇒ 00:01:24.489 Amber Lin: And that’s why people go to school. Most people don’t know what they’re doing, even when they’re working, so… it’s okay.
14 00:01:24.490 ⇒ 00:01:29.509 Robert Tseng: That’s right, yeah. So, I mean, I don’t have fear about this kind of stuff. I’ll be fine.
15 00:01:29.510 ⇒ 00:01:30.140 Amber Lin: Cool.
16 00:01:30.570 ⇒ 00:01:48.040 Amber Lin: Yeah, on my side, I mean, I just got access from Zoran, so I was able to look at the ample tables. I created a doc for what analysis I think is possible. It honestly looks very much of what you have for Eden, but they might have some
17 00:01:48.040 ⇒ 00:01:56.050 Amber Lin: basic questions or emphasis that’s different. And then on… I know we’re calling to talk about the Eden side, so I have…
18 00:01:56.090 ⇒ 00:02:02.609 Amber Lin: update, and then kind of where I… where I want to go next, and current gaps.
19 00:02:02.780 ⇒ 00:02:06.390 Amber Lin: that still need working. So, where would you like to start?
20 00:02:09.280 ⇒ 00:02:18.149 Robert Tseng: Sorry, I just got pinged, sorry. Yeah, let’s start with, are you… on the eating side, there’s multiple places? By what?
21 00:02:18.410 ⇒ 00:02:20.199 Amber Lin: Amble or Eden?
22 00:02:20.200 ⇒ 00:02:21.700 Robert Tseng: Oh yeah, let’s start with Ethan.
23 00:02:21.860 ⇒ 00:02:27.700 Amber Lin: Okay, I can share a screen. So… Quickly…
24 00:02:28.150 ⇒ 00:02:32.679 Amber Lin: Going over this. So I have this… I have this doc.
25 00:02:33.200 ⇒ 00:02:36.999 Amber Lin: that Jasmine helped review, and I kind of put context
26 00:02:37.150 ⇒ 00:02:45.530 Amber Lin: Here, and I put initially what I thought can be next over here. So, a quick overview.
27 00:02:46.200 ⇒ 00:02:51.190 Amber Lin: I first, had Casey help me scrape
28 00:02:51.330 ⇒ 00:03:09.959 Amber Lin: per variant ID, what the, what the vial… variant label and variant product is on BASC, because this is what contains the vial size. So this is step one. Two, I got the pricing sheets from Brad.
29 00:03:10.100 ⇒ 00:03:21.039 Amber Lin: this is his most current one, so he doesn’t have some of the older ones, but I got this, made it into a standardized table, and then, mapped the price.
30 00:03:21.390 ⇒ 00:03:28.610 Amber Lin: Based on the vial size to the product. Using that, I was able to calculate
31 00:03:29.260 ⇒ 00:03:33.220 Amber Lin: Cogs, mainly for…
32 00:03:33.600 ⇒ 00:03:50.310 Amber Lin: Absolute has the least missing ones. Some of the other pharmacies are missing more, so that’s the biggest gap I’m working with Brad on, because there’s older products that they don’t have the specific pricing for, but…
33 00:03:50.310 ⇒ 00:03:58.640 Amber Lin: I have the workflows, I have the code, so it’s mainly once I update it, I’ll just run it through again. So that’s not, like,
34 00:03:58.910 ⇒ 00:04:00.730 Amber Lin: major issue.
35 00:04:00.860 ⇒ 00:04:14.229 Amber Lin: I do want to talk about, kind of, where to go next. I tried to review this with Jasmine, but I don’t think she has enough context to think about what the next steps are.
36 00:04:14.540 ⇒ 00:04:15.100 Robert Tseng: Yeah.
37 00:04:15.100 ⇒ 00:04:18.919 Amber Lin: I want to pause here if there’s any comments before we talk about next steps.
38 00:04:19.310 ⇒ 00:04:22.860 Robert Tseng: No, makes sense. I think I’m glad we finally got the set together.
39 00:04:23.860 ⇒ 00:04:35.510 Amber Lin: I mean, we kind of had some before, but again, like, there’s always missing… missing gaps, and I… I’m scared that, oh, this one won’t be as complete either, so we’ll… we’ll see.
40 00:04:37.390 ⇒ 00:04:46.130 Amber Lin: Okay, so, I think on what’s next, I was also talking to ChatGPT about this, so there’s… Yeah. First of…
41 00:04:46.590 ⇒ 00:05:00.659 Amber Lin: this is, I think, Brad’s thing that he’s working on, of… he’s doing this COGS comparison of… Yep. Oh, if we switch to Eden Pharmacy, this is how much we can save. So, I can help him with that. I can give him actual volume.
42 00:05:00.720 ⇒ 00:05:07.920 Amber Lin: Now that we have it mapped to the name, so that if he wants to analyze like that, I can support it, I can probably help him do that.
43 00:05:08.020 ⇒ 00:05:18.350 Amber Lin: So that’s the initial one, and then the other one is what we talked about on shipping and membership schedules of, for example, when we look at…
44 00:05:18.940 ⇒ 00:05:29.000 Amber Lin: When we look at this, this is a, so you have a product for Absolute. Their shipping is at $22. That is, 25%.
45 00:05:30.380 ⇒ 00:05:44.629 Amber Lin: up to sometimes 30-something percent of what their COGS are. And because Eden eats the shipping costs, the customer just paid up front, this is something that they can ship on, and this is what we were talking about, okay, we can offer them discounts.
46 00:05:44.630 ⇒ 00:05:52.270 Amber Lin: So my hope is that by calculating it, by calculating it with the quantity that people order,
47 00:05:52.270 ⇒ 00:06:02.999 Amber Lin: To show, okay, you have this much money that you’re currently putting into shipping, that equals maybe 5%, 10% you can offer, in-store nonprofit.
48 00:06:03.450 ⇒ 00:06:04.070 Robert Tseng: Yeah.
49 00:06:04.360 ⇒ 00:06:09.380 Amber Lin: Yeah, that’s the first two I have, and then I was just looking at this, so we’ll have to come back to…
50 00:06:09.640 ⇒ 00:06:11.290 Amber Lin: We can…
51 00:06:11.290 ⇒ 00:06:15.200 Robert Tseng: Those two are great. I mean, those seem like… yeah, I would say those are the… those are…
52 00:06:15.200 ⇒ 00:06:18.180 Amber Lin: Yeah, I think those are, like, bigger wins.
53 00:06:18.180 ⇒ 00:06:18.650 Robert Tseng: Yeah.
54 00:06:18.650 ⇒ 00:06:30.869 Amber Lin: Like, this… this is… this is something… some… I think the hypothesis of this one is that within SEMA, there’s, like, different margins, but this is, like, one layer deeper.
55 00:06:30.980 ⇒ 00:06:35.579 Amber Lin: And I think this is harder to achieve than the.
56 00:06:35.580 ⇒ 00:06:39.590 Robert Tseng: I either got distracted by your custom GPT, Mr. Chet GPT.
57 00:06:39.590 ⇒ 00:06:44.170 Amber Lin: No, this is Ryan’s, this is Ryan’s, it’s so funny.
58 00:06:44.170 ⇒ 00:06:45.150 Robert Tseng: What is that?
59 00:06:45.150 ⇒ 00:06:52.860 Amber Lin: It’s not ChatGPT. It’s his… I think it’s the old one, it’s the old, like, interview bot.
60 00:06:52.860 ⇒ 00:06:53.810 Robert Tseng: Oh, it’s…
61 00:06:53.810 ⇒ 00:06:54.210 Amber Lin: Yeah.
62 00:06:54.510 ⇒ 00:06:55.040 Robert Tseng: So…
63 00:06:55.040 ⇒ 00:06:56.200 Amber Lin: That’s really funny.
64 00:06:56.200 ⇒ 00:06:59.429 Robert Tseng: Sorry, okay. Yeah.
65 00:06:59.430 ⇒ 00:07:09.990 Amber Lin: Sorry, this is… this is a bunch. This is not the greatest thing to look at. And then there’s, like, this, which is vial utilization.
66 00:07:10.320 ⇒ 00:07:18.490 Amber Lin: Like, I guess they can use this to negotiate with doctors or pharmacies, but also, I think this is a smaller thing.
67 00:07:18.830 ⇒ 00:07:33.260 Amber Lin: Like, if they assign 5 milliliters and they only use, like, 4.2? Yeah, I mean, I guess, like, kind of even before we move to the next one, it’s like, so, now that you have the COGS break down, you look at where, like, the biggest COGS.
68 00:07:33.260 ⇒ 00:07:42.530 Robert Tseng: percentages are. I mean, shipping is obviously a big one. If it’s 25%, you could easily try to cut that number easily, but, you know, driving that down seems like a…
69 00:07:42.690 ⇒ 00:07:45.170 Robert Tseng: Easy win to, like, get margin.
70 00:07:46.310 ⇒ 00:07:56.350 Robert Tseng: yeah, 25% of your cogs on shipping is pretty terrible for any product, so… Yeah. But yeah, it makes sense. It’s like, it has to be a refrigerated product.
71 00:07:56.350 ⇒ 00:08:10.669 Robert Tseng: the shipping here is a premium, so yeah, I mean, I think that seems like a big one. I don’t know how much we could impact the cost of the drugs. I mean, it’s only really comparing across pharmacies, so yeah, for Brad, he’s, like, thinking about, okay, well, does it…
72 00:08:11.760 ⇒ 00:08:22.059 Robert Tseng: is funneling more, orders over to Eaton actually cheaper? I don’t know how much visibility you get into it, but the idea of shipping through Eden Pharmacy
73 00:08:22.290 ⇒ 00:08:24.740 Robert Tseng: they will save on a bunch of fees, suppose.
74 00:08:25.190 ⇒ 00:08:27.459 Robert Tseng: I don’t know how much money they’re actually saving, so…
75 00:08:27.460 ⇒ 00:08:33.500 Amber Lin: I see. I can help look at the actual COGS, I think he has that data, but some of it…
76 00:08:33.730 ⇒ 00:08:38.570 Amber Lin: Is cheaper, but that… that could be part of my analysis.
77 00:08:38.570 ⇒ 00:08:44.500 Robert Tseng: Yeah, so, I mean, it’s like, you have to consider the Basque platform fee and things like that, right? So…
78 00:08:46.840 ⇒ 00:08:54.909 Robert Tseng: I think another one that would be helpful, now that you know, you should… I mean, I don’t know, maybe you should understand, now that you have
79 00:08:55.270 ⇒ 00:08:58.330 Robert Tseng: Order volumes, maybe you know how much they’re paying back.
80 00:08:58.510 ⇒ 00:09:00.379 Robert Tseng: Like, would you be able to calculate that?
81 00:09:01.650 ⇒ 00:09:03.139 Amber Lin: Mmm, I think so.
82 00:09:03.500 ⇒ 00:09:04.400 Robert Tseng: Yeah. Yeah.
83 00:09:06.100 ⇒ 00:09:14.330 Robert Tseng: So, I mean, my guess is that with BASC fees on the order volumes that they’re shipping, I mean, I would assume that they’re paying BASC, like, $10 million or something, is my guess.
84 00:09:14.330 ⇒ 00:09:15.110 Amber Lin: Hmm.
85 00:09:15.330 ⇒ 00:09:21.439 Robert Tseng: I don’t know how… I don’t know how much it actually is, but I… if it’s somewhere between 5 and 10 million, that’s kind of what I would expect.
86 00:09:23.590 ⇒ 00:09:33.510 Robert Tseng: Yeah, like, I think this is helpful for Eden to see, like, okay, what does a rollout to Health OS, like, really gonna save them, especially, like.
87 00:09:33.510 ⇒ 00:09:34.319 Amber Lin: I see.
88 00:09:34.490 ⇒ 00:09:39.080 Amber Lin: I mean, do they really need the margin data to do how much they’re paying back?
89 00:09:39.080 ⇒ 00:09:45.540 Robert Tseng: No, they don’t. They didn’t need to, but I’m just, you know, if you’re able to do that… I mean, because… Some other things, like…
90 00:09:45.880 ⇒ 00:09:51.510 Robert Tseng: by switching from Basque to Eden OS, they do have to pay… well… It’s like…
91 00:09:51.970 ⇒ 00:10:02.169 Robert Tseng: the mar… I don’t… the margins that you’re looking at, it’s not just, like, the cost of goods sold, right? It’s all… it’s obviously… it’s also the… like, the software fees on top that we haven’t layered into it, so…
92 00:10:02.170 ⇒ 00:10:02.860 Amber Lin: True.
93 00:10:02.860 ⇒ 00:10:12.420 Robert Tseng: BAS platform fee, like, now you have to pay, like, the integrations with the pharmacies, you have to pay for order processing, you have to pay for all these other things that they have to manage.
94 00:10:12.420 ⇒ 00:10:13.689 Amber Lin: Hmm… Where’d she go?
95 00:10:13.690 ⇒ 00:10:33.289 Robert Tseng: You know, maybe Diego is the PM on the Health OS. This is not urgent yet, but, like, you know, once… but we’re gonna have to know, like, what does it cost to run the Eden OS thing, and how does that impact the price of the product as well? It’s not just we’re saving, you know, X percentage from BAS, but, like, we’re gonna… we’re gonna be eating this cost elsewhere.
96 00:10:34.470 ⇒ 00:10:44.520 Robert Tseng: Yeah, so I don’t think they have a very clear idea of how much money they’re saving for moving off bass. They just think that it’s… it’s, like, gonna be significant, they just don’t really know how much.
97 00:10:44.740 ⇒ 00:10:52.120 Amber Lin: I see. That should be an easy calculation, because it’s a flat percentage most of the time. I can apply it onto orders and see.
98 00:10:52.600 ⇒ 00:10:53.180 Robert Tseng: Yeah.
99 00:10:53.460 ⇒ 00:11:12.410 Amber Lin: Okay, yeah, if… I think those two or three are good directions to go next, but I do have gaps I want to address, like, the… the missing… missing pricing is a big one, and then there’s, like, I do want to talk with Brad again about treatments, and…
100 00:11:12.410 ⇒ 00:11:14.840 Robert Tseng: Can you show me, like, a couple of the missing prices?
101 00:11:14.840 ⇒ 00:11:15.430 Amber Lin: Yeah.
102 00:11:15.670 ⇒ 00:11:21.590 Robert Tseng: I can give you some ways that you can kind of, like, just move forward with it. So.
103 00:11:21.770 ⇒ 00:11:27.330 Amber Lin: These are by the… Vile product, so this is the one that has the…
104 00:11:27.950 ⇒ 00:11:47.379 Amber Lin: the actual product names that contain vials. This is the older one, like, this is just Semma, for example, on Absolute. The current one they have on Absolute is like this, so it’s Semma slash methylcobalamin, so this is their new
105 00:11:47.430 ⇒ 00:11:59.369 Amber Lin: products that they’re using. So, a lot of these are older products that they were using, and two, when they switched pharmacies, because Boothwin has products from
106 00:11:59.910 ⇒ 00:12:13.079 Amber Lin: I think, absolutely, we’re from Precision, so there’s sometimes when they switch, the product is still the same, but they get classified under, like, a different pharmacy, so there’s also that.
107 00:12:13.680 ⇒ 00:12:14.540 Robert Tseng: Yeah.
108 00:12:15.610 ⇒ 00:12:21.649 Amber Lin: So, a lot of these are, like, just treatments. They, they, they probably are,
109 00:12:21.830 ⇒ 00:12:32.340 Amber Lin: like, if they were able to find a sheet, I can help do these, or just ignore them, because then we can… we can do future products, but I want to…
110 00:12:32.730 ⇒ 00:12:37.539 Amber Lin: Without these, it’ll be hard to calculate old margin and how things have changed.
111 00:12:38.510 ⇒ 00:12:39.270 Robert Tseng: Okay.
112 00:12:39.590 ⇒ 00:12:41.489 Robert Tseng: It’s… all of these are missing.
113 00:12:42.280 ⇒ 00:12:45.969 Amber Lin: This is, like, half of the…
114 00:12:45.970 ⇒ 00:12:54.459 Robert Tseng: Yeah, what’s… how much does it… do you know the… how… like, what’s the percentage of orders? Like, if it’s, like, all of this is, like, 5% of orders, like, yeah, just exclude it, who cares?
115 00:12:54.670 ⇒ 00:13:02.740 Amber Lin: It is… I don’t think it’s 5%. I have it in my analysis, let me… I did do, like, a revenue impact.
116 00:13:04.410 ⇒ 00:13:14.160 Robert Tseng: Yeah, I mean, I would say, while you’re pulling up, if it’s a small percentage of orders, like, you should just exclude it, but if not, then you should… I mean, maybe we have enough to…
117 00:13:14.350 ⇒ 00:13:16.700 Robert Tseng: Put, like, a… to estimate the price.
118 00:13:17.150 ⇒ 00:13:23.140 Amber Lin: Yeah, for Absolute, for Pharmacy Hub, I have, like, 80% of it.
119 00:13:23.240 ⇒ 00:13:36.699 Amber Lin: And then for, like, Jungle Gym’s really old, Google Mets really old. Contigo, they don’t have anything. Yeah. The main thing is that for Boothwin, they have very, very little pricing, but…
120 00:13:36.750 ⇒ 00:13:45.539 Amber Lin: they’re not with Boothra anymore, so it’s harder… I think they can’t really go back, and… I don’t know, they haven’t given me any stuff for…
121 00:13:46.200 ⇒ 00:13:55.510 Robert Tseng: Yeah, I don’t think they’re gonna get it. I feel like we’ve been asking for Boothman pricing for, like, 6 months, haven’t gotten anything. Well, yeah, we just focus on the active pharmacies then. I think that’s fine.
122 00:13:55.510 ⇒ 00:13:56.040 Amber Lin: Yeah.
123 00:13:56.580 ⇒ 00:14:10.180 Amber Lin: Yeah, like, for the active ones, it shouldn’t be a problem. And I can also do… this is for 20… since 2025. If I were to do, say, the past 3 months, the past 6 months, it’ll… I think it’ll be even better.
124 00:14:10.450 ⇒ 00:14:11.050 Robert Tseng: Yeah.
125 00:14:11.390 ⇒ 00:14:20.349 Robert Tseng: I mean, I would just say, well, just work with what you have for 2025, and yeah, just exclude on… yeah, you should call it out in, like, you know, the… in the,
126 00:14:22.370 ⇒ 00:14:28.919 Robert Tseng: the key assumptions, or whatever, it’s like, excluding these pharmacies because we’re no longer with them, or not enough data, or whatever.
127 00:14:29.360 ⇒ 00:14:29.700 Amber Lin: Yeah.
128 00:14:29.890 ⇒ 00:14:32.769 Robert Tseng: Yeah, I think that’s just the simplest thing to do. Like, you don’t…
129 00:14:33.760 ⇒ 00:14:36.480 Amber Lin: I mean, there’s nothing else I can do.
130 00:14:36.480 ⇒ 00:14:39.880 Robert Tseng: Well, I was, you know, if it’s, like, product X,
131 00:14:40.060 ⇒ 00:14:49.270 Robert Tseng: if it’s, like, a… if it’s a certain group of products, and you can just basically… you can estimate the price. If you know, like, a 6 milligram or whatever.
132 00:14:49.490 ⇒ 00:15:04.030 Robert Tseng: price, and… but you don’t know the three, like, you could just divide it in half, right? I think there’s, like, different, like, ways that you could try to back into it, but you’d still call it out as an estimate. So, I mean, that’s probably… that would be my second recommendation, if you needed to fill it in.
133 00:15:04.540 ⇒ 00:15:05.140 Amber Lin: Yeah.
134 00:15:05.140 ⇒ 00:15:08.849 Robert Tseng: You’re basically creating synthetic data that doesn’t feel too ridiculous.
135 00:15:09.060 ⇒ 00:15:27.550 Amber Lin: Yeah. Yeah. Sounds good. Okay. Well, that’s on Eden. I think, this week I… there’s no… not really elements of… ABC hasn’t started yet, so I can go back to Eden and Amble. I think this will be our… my main work this week.
136 00:15:27.630 ⇒ 00:15:32.790 Amber Lin: Do you want to take the rest of the time to talk a little bit about AMBLE stuff?
137 00:15:32.790 ⇒ 00:15:34.409 Robert Tseng: Yeah, yeah, let’s talk about AML.
138 00:15:34.690 ⇒ 00:15:42.820 Amber Lin: Okay. So, have you tried logging in with Zoran’s account? Because you might need him to click something on his phone.
139 00:15:42.820 ⇒ 00:15:43.939 Robert Tseng: I haven’t yet, yeah.
140 00:15:43.940 ⇒ 00:15:48.140 Amber Lin: Okay, you might need to wait for him to be online to do that, then.
141 00:15:48.140 ⇒ 00:15:48.970 Robert Tseng: Okay. But…
142 00:15:49.010 ⇒ 00:15:58.520 Amber Lin: Overall, I think the tables are very similar. They use the same product, so I don’t think you really need to go that deep in there.
143 00:15:59.170 ⇒ 00:16:06.259 Amber Lin: I framed this in… in… I looked at the tables that I have, so this is what they have in Broadmarts.
144 00:16:06.600 ⇒ 00:16:13.330 Amber Lin: So, there’s products, patients, orders, treatments, and they have their, like, channels.
145 00:16:13.750 ⇒ 00:16:18.619 Amber Lin: So this is the basic… what they… what they have in the prod marks.
146 00:16:18.790 ⇒ 00:16:20.329 Robert Tseng: Oh, they have DBT this time?
147 00:16:20.710 ⇒ 00:16:21.450 Amber Lin: Huh?
148 00:16:21.760 ⇒ 00:16:23.469 Robert Tseng: Are they using dbt this time?
149 00:16:23.470 ⇒ 00:16:26.260 Amber Lin: Let me, let me see, let’s go…
150 00:16:26.260 ⇒ 00:16:28.709 Robert Tseng: I mean, even if not, they’re structuring it in a similar way, so…
151 00:16:28.710 ⇒ 00:16:30.329 Amber Lin: Yeah, they have… they have DMT.
152 00:16:30.330 ⇒ 00:16:32.810 Robert Tseng: Oh, they are? Okay, great.
153 00:16:33.910 ⇒ 00:16:34.630 Robert Tseng: Yeah.
154 00:16:34.930 ⇒ 00:16:41.749 Amber Lin: And so… I guess that I… sorry, let’s start… I think I…
155 00:16:41.750 ⇒ 00:16:45.410 Robert Tseng: I wonder if they copied our tables, because it’s the same people before, but…
156 00:16:45.410 ⇒ 00:16:47.550 Amber Lin: I think so, it…
157 00:16:48.370 ⇒ 00:16:54.080 Amber Lin: I have another one that’s for Eden, it looks exactly the same. I was, I was like, am I in the right project?
158 00:16:54.080 ⇒ 00:17:00.820 Robert Tseng: Okay, yeah, because the data engineer was at Eden, he probably just took our tables and he just, like, riffed it and moved it over to the…
159 00:17:00.820 ⇒ 00:17:02.410 Amber Lin: So funny.
160 00:17:02.410 ⇒ 00:17:03.780 Robert Tseng: It’s funny seeing.
161 00:17:03.780 ⇒ 00:17:09.910 Amber Lin: We, excluded 220K, 30K from our earnings.
162 00:17:10.569 ⇒ 00:17:12.570 Robert Tseng: Oh, yeah. Yeah.
163 00:17:12.579 ⇒ 00:17:16.429 Amber Lin: Anyways, but then we got the contract with them.
164 00:17:16.679 ⇒ 00:17:31.029 Amber Lin: So, I have some questions for you, and then this is, like, I can do… I listed this in categories. There’s a basic overview, if they don’t have this yet, of revenue, growth, AOV, margin.
165 00:17:31.029 ⇒ 00:17:44.289 Amber Lin: and then, like, subscription versus one time. There’s customer stuff, which, have… is about the life cycle. They do repeat purchases, segmentation, kind of similar to…
166 00:17:44.479 ⇒ 00:17:46.769 Amber Lin: the stuff I did for Insomnia.
167 00:17:46.889 ⇒ 00:17:51.029 Amber Lin: Also on conversion,
168 00:17:51.669 ⇒ 00:18:04.929 Amber Lin: like, by channel, time to convert, any drop-offs, how that is. Part of this would be, like, more on needing Zoran’s help, but whatever data I have, I think this…
169 00:18:05.809 ⇒ 00:18:09.589 Amber Lin: This would take a little bit more time, but it’ll be interesting.
170 00:18:10.249 ⇒ 00:18:21.789 Amber Lin: On the pro… and then there’s, of course, on the product side of… I can look at per customer what products they’re getting. I can’t do margin if they don’t have COGS, which I don’t think they do yet.
171 00:18:21.790 ⇒ 00:18:22.380 Robert Tseng: Yeah.
172 00:18:22.380 ⇒ 00:18:24.279 Amber Lin: So I can’t do that one.
173 00:18:24.400 ⇒ 00:18:25.060 Amber Lin: So…
174 00:18:25.060 ⇒ 00:18:26.930 Robert Tseng: Do you have access to their basket?
175 00:18:27.760 ⇒ 00:18:29.400 Amber Lin: Their Basque, no.
176 00:18:29.690 ⇒ 00:18:32.320 Robert Tseng: Okay, it’s just… it’s just the data that’s here, sure, okay.
177 00:18:32.320 ⇒ 00:18:32.830 Amber Lin: Yeah.
178 00:18:33.090 ⇒ 00:18:41.409 Amber Lin: And then there’s operations of… I think this is less of a, like, priority yet.
179 00:18:41.410 ⇒ 00:18:41.760 Robert Tseng: Yeah.
180 00:18:41.760 ⇒ 00:18:51.279 Amber Lin: It would be interesting if it’s… if we can just take two fields and compare that. There’s… also, this would be easy to just look at the…
181 00:18:51.730 ⇒ 00:18:53.170 Amber Lin: field refund.
182 00:18:53.320 ⇒ 00:18:55.910 Amber Lin: And then they can’t do forecasting yet.
183 00:18:56.390 ⇒ 00:18:56.790 Robert Tseng: Yeah.
184 00:18:56.790 ⇒ 00:18:59.729 Amber Lin: More of a, hey, we can do this for you in the future type thing.
185 00:19:00.270 ⇒ 00:19:05.910 Amber Lin: Okay. But I do think… I would start off with this. Yeah, I would start there, yeah.
186 00:19:06.260 ⇒ 00:19:14.069 Amber Lin: But… like, I… we’ll talk once… once we have this. I mean, they’re pretty simple stuff, not…
187 00:19:14.460 ⇒ 00:19:17.699 Amber Lin: Not too complicated, we’re business dependent.
188 00:19:17.870 ⇒ 00:19:24.270 Amber Lin: so, any… anything else? Any suggestions? Any feedback on where else.
189 00:19:24.270 ⇒ 00:19:36.239 Robert Tseng: Yeah, I mean, I would try to kind of go do the marketing stuff, like, everything that we… I mean, what we have, you know, just use an opportunity to, like, learn what we… you know, you’ve seen some of the marketing reports we have on Eden.
190 00:19:36.450 ⇒ 00:19:43.260 Robert Tseng: And, like, you try to get a similar view of AMBLE. Like, I think, like, you know, you said CAC by channel, but…
191 00:19:43.260 ⇒ 00:19:59.640 Robert Tseng: CAC LTV, like, or LTVAC, right? Or LTV over CAC by channel is, I think, is something that you should look at. Yeah, like, the payback period, do they have, do they have, like, retent, retention, like, co… Retention by cohorts, like.
192 00:19:59.640 ⇒ 00:20:06.969 Robert Tseng: Because, you know, we have, cohorted retention by product, so something like that, I think would be important.
193 00:20:09.540 ⇒ 00:20:24.749 Robert Tseng: Yeah, ultimately, I want to be able to benchmark Eden’s business against them as well. I want to know, like, is he just, like, really bad at some channels? And, like, you know, who’s like, yeah, like, can we… you know, I think it’d be helpful to get a similar view of the business, so…
194 00:20:25.490 ⇒ 00:20:25.920 Robert Tseng: Yeah.
195 00:20:25.920 ⇒ 00:20:26.440 Amber Lin: Okay, cool.
196 00:20:26.440 ⇒ 00:20:34.700 Robert Tseng: I would say, like, the lifecycle stuff is probably… I mean, yeah, first time versus repeat purchases, like, obviously we want that, so…
197 00:20:34.920 ⇒ 00:20:46.519 Robert Tseng: You bet. The CIO stuff, you could take more time. But yeah, I think just performance marketing and exec view, like, I would just start there. I think those are the more important things to, like, to learn first.
198 00:20:47.040 ⇒ 00:20:52.930 Amber Lin: Cool, okay, so I’ll do… this… Alright.
199 00:20:53.260 ⇒ 00:20:59.620 Robert Tseng: Yeah, the conversion, and then after that, I think the conversion funnel leakage would be important to work on with Zora.
200 00:20:59.920 ⇒ 00:21:15.310 Robert Tseng: Yeah, I think that’s probably all we have time for, for this engagement with them, and I think that’s enough for us to kind of push for continuum work, like, to help them optimize their funnel, and then if we can basically help them with some of their performance marketing stuff, like, I think that’s probably where I would see it happening.
201 00:21:15.310 ⇒ 00:21:18.900 Amber Lin: Yeah, sounds good. I mean, these other stuff would take more time, too.
202 00:21:18.900 ⇒ 00:21:19.480 Robert Tseng: Yeah.
203 00:21:22.490 ⇒ 00:21:37.629 Robert Tseng: So, but, like, you know, let’s say you do this, like, first time versus repeat purchase, and you realize that, like, the mix of first time and repeat is very different from Eden. Maybe you realize that Eden customers are stickier, their customers are not, their plan types are shorter, whatever it is.
204 00:21:37.630 ⇒ 00:21:38.150 Amber Lin: Hmm, I…
205 00:21:38.150 ⇒ 00:21:40.629 Robert Tseng: That’d be interesting, because I think that would…
206 00:21:40.630 ⇒ 00:21:41.390 Amber Lin: What?
207 00:21:41.910 ⇒ 00:21:50.870 Robert Tseng: That could give us some, you know… then it’s like, hey, if they’re accommodating a customer mix that’s mostly first-time customers, then…
208 00:21:51.230 ⇒ 00:21:57.370 Robert Tseng: Like, operationally, you know, forecasting kind of new purchases is going to be important.
209 00:21:58.710 ⇒ 00:22:02.960 Robert Tseng: and… Yeah, maybe, like, the whole,
210 00:22:03.240 ⇒ 00:22:21.790 Robert Tseng: well, I mean, I don’t really know how their payment plan is structured or whatever, but, like, I think that’s when I would pay attention more to the other, like, ops and forecasting-related things. But you have to… we have to understand the difference in the business between Amble and Eden before we can say, like, hey.
211 00:22:21.790 ⇒ 00:22:22.370 Amber Lin: Awesome.
212 00:22:22.750 ⇒ 00:22:25.629 Robert Tseng: This is a… we should… we should look into that more.
213 00:22:27.440 ⇒ 00:22:35.040 Amber Lin: Yeah, that was part of the questions I wanted to ask you. How long have they been in business? Are they, like, a very new business, or have they been.
214 00:22:35.040 ⇒ 00:22:37.290 Robert Tseng: I think they’re probably the same as Eden, like, very similar.
215 00:22:37.290 ⇒ 00:22:37.750 Amber Lin: Whoa!
216 00:22:37.750 ⇒ 00:22:41.360 Robert Tseng: They all started around the… probably less than 5 years… like, 5 years ago, old max or something.
217 00:22:41.360 ⇒ 00:22:43.339 Amber Lin: Okay, okay, okay, sounds good.
218 00:22:43.340 ⇒ 00:22:47.590 Robert Tseng: Yeah, I don’t know how much data they have. I would imagine maybe, like, only 2 or 3 years of data.
219 00:22:48.250 ⇒ 00:22:49.590 Amber Lin: Gotcha, okay.
220 00:22:49.800 ⇒ 00:22:54.899 Amber Lin: Yeah, then I guess these are things I want to answer.
221 00:22:55.190 ⇒ 00:22:59.540 Amber Lin: For… I can also look at overall growth.
222 00:22:59.830 ⇒ 00:23:06.160 Amber Lin: do they know anything on their marketing? Like, do they have any reporting on… available that…
223 00:23:06.370 ⇒ 00:23:12.159 Amber Lin: I can do, I just don’t want to repeat the work that they already have. If they have it, I’ll explore their dashboard.
224 00:23:12.160 ⇒ 00:23:19.609 Robert Tseng: Yeah, I would ask Zoran, because he’s talked to Zach more. Like, Zach is basically…
225 00:23:19.800 ⇒ 00:23:22.780 Robert Tseng: running marketing there, so… I think…
226 00:23:23.100 ⇒ 00:23:28.329 Robert Tseng: I can ask him if he’s one of those now, like, I don’t think he needs to rebuild it from scratch, but…
227 00:23:28.580 ⇒ 00:23:29.070 Amber Lin: Yeah.
228 00:23:29.070 ⇒ 00:23:34.219 Robert Tseng: Yeah, I imagine he probably has it in the Looker dashboard somewhere. That’s what he was doing an evening before.
229 00:23:36.830 ⇒ 00:23:38.090 Amber Lin: Cool, okay.
230 00:23:38.260 ⇒ 00:23:43.770 Amber Lin: And then I assume… I mean, I can’t do this right now, but…
231 00:23:43.770 ⇒ 00:23:44.739 Robert Tseng: Yeah, you can’t do that.
232 00:23:44.740 ⇒ 00:23:46.339 Amber Lin: I also don’t have cogs.
233 00:23:46.650 ⇒ 00:23:59.200 Amber Lin: Do you know if they have, like, churn issues? Like, when you contracted with them, what was their main issue that they were facing, or did they not even know?
234 00:23:59.970 ⇒ 00:24:08.520 Robert Tseng: Oh, the main thing is they just wanted… they wanted the, edge tracking that Zora does. Oh, okay, okay. Yeah, that was the… that was the main thing we sold them on, yeah.
235 00:24:08.520 ⇒ 00:24:12.420 Amber Lin: I see, I see. So we’re right now trying to find out…
236 00:24:12.560 ⇒ 00:24:15.849 Robert Tseng: Yeah, I want to find other opportunities that they haven’t told us about.
237 00:24:15.850 ⇒ 00:24:31.530 Amber Lin: Okay, that’s good, yeah. This is helpful. I’ll have to look a bit more, and then we can talk. I don’t know if it’ll have something by tomorrow. Do you still want our tomorrow’s meeting to be at the same time, or would you like to move it a bit later?
238 00:24:31.530 ⇒ 00:24:35.509 Robert Tseng: Yeah, let me see, I might move it. Yeah, I might move it back.
239 00:24:36.480 ⇒ 00:24:41.600 Amber Lin: Yeah, sounds good. I’m out tomorrow afternoon, but, like, any time this week.
240 00:24:41.860 ⇒ 00:24:43.870 Amber Lin: And we can talk about our findings.
241 00:24:44.120 ⇒ 00:24:45.400 Robert Tseng: Okay, sounds good.
242 00:24:45.400 ⇒ 00:24:46.090 Amber Lin: Alright.
243 00:24:46.760 ⇒ 00:24:47.489 Amber Lin: Thank you so much.
244 00:24:47.620 ⇒ 00:24:48.609 Robert Tseng: Thanks, Amber.