2026-02-11_wholesale_revenue_definition_alignment_db525855

Wholesale revenue definition alignment

Date: February 11, 2026 Source: Granola Meeting ID: db525855-ab11-46ed-be50-5052f3e09edc URL: https://notes.granola.ai/t/db525855-ab11-46ed-be50-5052f3e09edc

Participants:

• Uttam Kumaran (note creator) from Brainforge uttam@brainforge.ai
• Shivani shivani@drinklmnt.com
• Laura Putnam from Drink LMNT laura@drinklmnt.com
• Jacob Rogers, CPA from Drink LMNT jacob@drinklmnt.com
• Amber Siru Lin from Brainforge ambersiru.lin@brainforge.ai
• Bess Ross from Drink LMNT bess@drinklmnt.com

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Revenue Data Reconciliation Challenge

• Brainforge’s December 2025 wholesale revenue report shows ~$2.86M vs LMNT’s OKR sheet showing different splits
• Gap identified: some wholesale transactions happen in QuickBooks but not Shopify
• Need alignment on methodology before expanding to other business channels (retail, e-commerce)

Current Revenue Calculation Methods

• LMNT Finance (Bess/Jacob)
  • Uses Shopify “Sales by Product” report
  • Differentiates wholesale vs D2C by pricing analysis
  • Manual wholesale refund adjustments from Laura’s team
  • Total December: ~$2.65M (matches GL)
• LMNT Wholesale (Laura)
  • Pulls certain customers out of Shopify numbers into separate buckets
  • Moves pallet orders to “online reseller” vs wholesale
  • Uses shipping tracker to identify manual QuickBooks orders
  • Creates complex splits that don’t clearly tie back to source data

Manual Order Discovery

• December manual orders (QuickBooks only): $48Kbase+$291K Thrive = $339K total
• Thrive Market now flows through SPS but still manually invoiced
• International wholesale customers also manually invoiced
• These orders missing from current Brainforge dataset (Shopify only)

Refund Methodology Issues

• Current process: Pamela provides monthly wholesale refund report to reduce revenue
• Two refund types identified:
  1. Shop Pay issues - customer switches from personal to wholesale account (should NOT reduce wholesale revenue)
  2. True refunds - shipping issues, order problems (should reduce wholesale revenue)
• December refunds: $363K total, but majority were account switches, not true revenue loss
• Duffel orders: $271K in legitimate refunds (largest component)

Data Source Alignment Plan

• Immediate next steps:
  1. Brainforge to pull Shopify “Sales by Product All” report and reconcile with current dataset
  2. Cross-reference order-level data to identify SKU/pricing differences
  3. Validate time zone consistency across all pulls
• Methodology agreement:
  • Total sales minus refunds = net revenue
  • Separate line items for gross sales, refunds (not discounts - appear minimal/false)
  • Split by: Drink Mix, Sparkling, International Reseller, US Reseller

Required Customer Classifications

• Laura to provide customer names for proper bucketing:
  • International vs US resellers
  • Online resellers vs traditional wholesale
• Jacob’s preferred breakdown: Trusted/Specialty Retailers vs Online Resellers
• Need to accommodate executive reporting format preferences

Next Steps

• Uttam/Amber: Recreate December numbers using agreed methodology, test on November/January
• Team huddle: 3pm ET tomorrow to review reconciliation results
• Future state: Eliminate manual refund adjustment process, use direct Shopify refund data
• Retail expansion: Investigate SPS portal access for Costco, Vitamin Shoppe revenue data

Transcript

Transcript

Them: But maybe this is because you’re, like, kind of blondish, so it just blends in. I have to highlight it so it hides it. Think about my game plan here. And I was like, I always like your hair, so I wanted to know your protocol. Appreciate that. Yeah. I kept telling my hairdresser, Like, all right. When you feel like it’s time, you got to tell me. And it was literally like the appointment after my 30th birthday 10 years ago. She’s like, I think it’s time. I’m like, I guess we’re there. How often do you get a trim? Because I feel like it’s also always, like, perfect length. It fluctuates like this much, like every eight to ten weeks or so. Okay, that’s pretty frequent. Yeah, that’s pretty frequent maintenance. Okay. Yeah. All right, we got Jacob in the house. This is going to be a fun conversation. I’m, like, not great with caffeine. So I had half of a latte, but only with one shot. And then my. My fiance just cut me off. He was like, ok, you’re yelling at Brainforge. I’m taking. He’s like, I’m taking the rest of your life. Me: How could you stop a machine from pouring? Them: No, I always say, like, half calf or whatever. I’m like. I’m like only one shot of espresso, and then. And then usually I get cut off from half of that drink. Me: Oh, half cash. Them: Sweating over here. Hi, jacob. How’s nashville? It’s great. Haven’t really been off calls. Okay, great. So you’re just in a phone booth, but in Nashville. Pretty much, yeah. You’re wearing a nice shirt today. Gotta dress up when you’re in person. Yeah. You’re looking sharp. Okay. So. All right, let me. Let me start by sharing some background of, like, where we are. Because, Bess, maybe you haven’t been fully caught up in, like, the Brainforge world of things. And then we’ll get into, like, kind of like a crosswalking exercise of numbers. Sure. I took a look at. The document, so I think I have an idea of what you’re trying to do. Perfect. So basically, like, one thing is, like, the way that we’re working on the data side. Is that we’re going to, like, we’re starting with the commercial side of the business, so wholesale retail, E commerce. Right. Like, we’re starting with that part of the business, the North Star. I’m holding for that part of the business that eventually we can get, like, nice omnichannel data, so. You can say, like, ok, like, how was revenue in California across our channels or something. Right. Which right now would be kind of hard to answer. So, like, that’s like the North Star I’m trying to get to. And so we said, you know what? Let’s start with wholesale as our, like, first entry point into, like, looking at what the data looks like and to, like, cleaning the tables. Why did we start with wholesale? It’s because it’s a bit simpler. It’s like, yeah, you have a Shopify data, you’ve got your tags. And you have a Google sheet CRM that tells you who the customer is and when they, like when they came into our system of being a wholesale customer. So like, okay, that’s like two data sources. Whereas, like, if I was said, let’s start with E commerce, it’s like you have to get shopify you have to get Amazon. You have to go walmart.com like it’s, it’s just like a lot more complicated. And you’re going to want marketing data so you can understand, like, all the things related to E commerce efficacy. Okay, let’s start with wholesale. Brainforge did a nice job of cleaning the tables, trying to document the heck out of the thing. And then it, like, we, like, produce something, which I’ll. I’ll show you. We produce something. And then I was, like, staring at it, like, how can I do my own QA on this? Like, quality assurance on this thing? So it’s like, let me crosswalk what they have as revenue for December20.25. With what I see in our okr sheet. Okay? And I’m like. What we were saying is, like, higher than what I’m seeing in the okr. So it’s like, do we have duplicates? What you’re showing for Brainforge is much closer to what we have in the gl. I looked at the okrs. I can’t. Figure out how they’re splicing the data. For their okr. So I think we. Okay, wait, did I invite Laura to this? Oh, my God. I thought she was on. I was hoping she was going to be on, because that. That was my. Oh, okay. I did. I was like, oh, my God, did I forget? Hold on one second. Are you free for this? Me: Yeah. Them: We are jamming. We’re still not 100% tied out with what you are showing in brain for. Me: The next thing Is, it’s only 4,000 orders, and we feel like it could be a mix of, like, okay, are we filtering on stuff that’s unfulfilled refunds? Them: I’m guessing you might be included because we when we do it on the when we actually book the journal entry every month we have, we do it by SKU and we look at pricing to determine because we can’t pull we’re not pulling in the tag information, so I’m guessing there’s maybe like a skew or two that you’re including that we’re not including as wholesale. Me: And then are you doing it on the quarter creation date or on shipment? Them: For Shopify. We’re doing it on order creation. Great. Okay. Me: Okay? Them: Cool. We’re jumping in a little bit, but I’m going to keep us higher level before we. We get into the weeds. And I think I want to just make my slightly caffeinated emotional pitch about this, setting the context that that’s where I am. For this work to be successful, people need to be able to trust the numbers. And we need, like, really clear definitions about what everything is. And so, like, my feeling today was like, maybe we’re doing something that sales. But it’s actually like, revenue is a different equation in wholesale. And, like, another thing that we learned yesterday as an example is that there are some wholesale transactions that happen in quickbooks but don’t have Shopify. We didn’t know this, right? And so if I’m trying to deliver something that’s like, let’s say, my goal, at least for this milestone, which I now feel like I’ve not met for myself, is that the wholesale team now can get their data for their okrs from what, Brainforge. Has produced. Right. I did not know that. Like, there’s some quickbook stuff happening that’s related to wholesale, so that will be impossible if all this has. All this has a Shopify. So I think it’s like, this is the starting point of a conversation I want to have with you guys, like Jacob and Bess. Around, like, how do we make sure that the data work actually gets us to this, like, North Star, like, place that I want to get to, where it’s, like, really meaningful. Everybody trusts it, everybody understands the methodology, and there’s, like, alignment across the org so that eventually we have, like, one source of truth. And the, like, QuickBooks thing yesterday, when it was like, oh, some things happen in QuickBooks, I was like, oh, shoot. Does that mean we need to. Just a pin for you, Jacob. Like, my question was like, should we set up an API connection for QuickBooks so some transactions are flowing in related to wholesale kind of thing. Or, like, do we just caveat? Caveat? Caveat that this is an imperfect picture until we have shifted erp. And so that’s like a separate question. But I’m like, if I want to just say to executives, you can now, like, learn what’s going on in the wholesale business in this sheet, I might need to develop a connection to QuickBooks just so that I can get those transactions that are happening outside of our other systems. Cool. Okay. Anything else? Like, I know that. Just, like, that’s like, the broad view. And again, like, what I’m saying is, like, this is plenty of seed, because as we move through the business, once we get to retail, we’re going to do the same thing. Do you have any connection with Brainforge and. Shopify. Yes. Because I wonder if you could pull the manual orders from using that because it’s based off of when when those are booked is based off of when it ships from stored. Great. So what we have, which Utam can share is we have a list of, like, about 4,000 orders from Shopify that happened in December 2025. This is what we just pulled. One second. Me: Yeah. So these are all. Them: Sorry, did I say shopify meant stored? Me: Oh, you said shopify. Them: Oh, okay. Sorry. Stored. Me: We do not have. The we do not. Them: Wouldn’t have the dollar value, though. Me: Yeah. I wonder if store would mainly just have the shipment. Them: Oh, that’s true. Me: Yeah. Them: So when I say, like, what was December sales for wholesale? What I think. This is what I think. I, like, hear those words. I’m like, cool. How many orders placed in December. What were the value of those orders? Does that resonate so far? Yes. Okay. Cool. So then if we look at, like, the column total price, which is what it is, like, and you go down to the bottom with them. I think I froze. Yeah. If you go down to the very bottom of the sheet, You’ll see what I did. So it’s like all orders total 2.86 mil in in December. Okay? Now, there are some, like, nuances here. There’s a column, column H, in this document that shows whether it was, like, fulfilled or unfulfilled. And I’m like, does that play a role in what you guys pull when you are looking at revenue? Like, was the. Does it for Shopify? No. Okay. So then, like, you’re at 2.82 million 866K. Then you’re like, total refunded is 282,000 so far that we were seeing from these orders, like, we refunded 280k. So then the delta of that is like 2.5 mil. So is that kind of how your methodology, Bess, for what you would say, like, revenue is, or would you just say it’s? If we’re looking at Shopify, we consider revenue. To be gross revenue, less discounts. And then. And then there’s some weird shopify or real weird wholesale returns that fall into a wholesale return call or into a return column that aren’t really returns. So then we add those back. To get them in the wholesale bucket versus the returns. Line item on the financial. So that is a manual entry. We have Laura’s team send us. Hey, what are the wholesale returns? And I think you had that listed in your document. At a slightly different number, but it was like, this is what the sum is in shopify of, like, total refunded. Is that kind of what you’re thinking about when you say returns? It. Look, I’m. Let me look at my shopify. Record that looks more like actual refunds, not the wholesale. In shopify. It’s labeled returns. Me: Okay. I can go look for a return orders. Well, I guess. Them: They’re not actually returns, which is. There’s a number. There’s a. I think I’d have to get a refresher from wholesale on what some of these items are, but let me wholesale. There’s like, some where there’s a shop pay issue or there’s a fraud process that. Me: Yeah. So there’s two business. But they’re not going back to the order itself and just like marking it as refunded or return. Them: I’m not sure what their process is for that, to be honest with you. Me: Because this would include anything where they’re going back to the Order itself and being like, all of that is now zeroed out. That way we have both. Line items. Right. Them: So I think it does, but and what we’re trying to accomplish on the financial side is we don’t want it to be included in wholesale sales and then and then have a netting item down in returns. We want it to come out of wholesale sales because it’s not a true order. So that’s what our manual netting is doing there so that we don’t have sales grossed up by the amount of what’s being labeled as a return that’s not actually a return. Me: Okay? Them: So. Okay. I know you’re sharing your screen. I don’t know if you’re just scoping. If you want to stop sharing your screen, you could poke around and snowflake and see what you’re finding. Me: Yeah. Them: But then it’s interesting. Because when you look at the okrs, if I just play this back, you’re kind of like, I’m confused by these numbers. I looked at it when I saw your report because I was like, those look really low. What you had shown. But there’s so I can’t tell. Here, let me. Let me. Actually, let me pull up okrs, just so we can all look at it together for a second. I know it’s a bummer that Laura isn’t here, but here’s an interesting thing. Ok? So she’s got. 1.1 mil and then 400k. And if you scroll down, there’s more. Yeah. And then you need more. Yeah. So then she’s got International. Would this be in Shopify, the international distributor? I can’t tell what the split is here because the what I. Would say is in Shopify. That’s what I was wanting to ask Laura. I’m not sure how they’re splitting. How they know the split. Really? Yeah. They must be pulling something. I’m not sure because the 2.65 agrees to what we have on the financials. But my split for Shopify versus non Shopify. Doesn’t agree to any of this. And then question for you. Do you think you might not know? But like, let’s say a manual order comes in in QuickBooks, do we record it in Shopify? Like, is it possible? We don’t. We don’t. And the manual order. I don’t even know how that comes through. Do they just place a PO With Laura? They place a. I don’t know who it goes to, but I know their CXA wants it shipped. It gets logged in the shipment tracker. They add the ship date and they tell me, hey, this has been shipped. And then I go and manually invoice it in QuickBooks. And can you tell us what the size of the manual order number total was in December? Yeah, it was. Oh, this is January. Hang on, let me get. It’s. It’s 21. 600. 21k. That doesn’t for drink, Megs. Yeah. Total 48,480. Okay. So that’s a smallish number. I’m like, we’re not. Okay. It’s definitely a smaller number than majority is coming through Shopify, but there are some orders. Thrive market being one and then some international wholesale customers that are manually invoiced and does thrive come through SBS. Now it comes through SBS, but we don’t have a connection. Yeah. books and XPs and manually do it. She’s got, like, these numbers, like. Including thrive here for. Yeah. So thrive is that for December? Yeah. Throughout. Probably a digital. Oh, that’s in digital. Yeah, sorry. There’s. Totals340. I wasn’t including the one so. But I had 291 for Thrive. This is a good little rabbit hole. Kind of like. It’s. I don’t totally have a game plan, but I think it’s important that we all get aligned. It definitely is. Because we. Because we send Laura. Like a. A, P and L during the wholesale or during the closed process. Yeah. To book this, but I can’t. I don’t see the. Can it ties in total. But I don’t see the split. Like, I can’t get back to her split. It’s like she subtracting things. She’ll be like, oh, okay, well, I know the online orders was this. I’m gonna subtract it from this other bucket. So that’s, like, how she’s, like, making it tie out with your number. But what’s interesting is regardless, like, let’s say, like. Okay, let’s say there was. Let’s say we felt comfortable with her total. Right? Because does that align with your total, Bess, the two points? Yes, it does. Yeah, okay. Then I go back to this. No. This, and I’m at, like, I’m at close to 2.6 mil if I’m doing net of refunds. Which is not what you’re doing. No. Well, I’m. I’m doing net of the wholesale. Refunds. Because that number is big, because they have fraud items that get canceled. And so we don’t want to gross up their number. So I do do net of refunds for wholesale, specifically. Perfect. Okay, wait, wait. So actually, wait. We might be close now, so. Yeah, we’re. We’re within two when I look in total. I did a reconciliation on my end where with then like 250,000. Because, like, if we do. If you said you got. If you said you had about 48k in manual, and then this is at 2.5. Are we kind of there now? Sorry, the manual. That 48 wasn’t including thrive, which thrive is like another 291. Me: So I guess Shivani Just to confirm, yesterday we heard that there were orders. This is excluding those orders that are only coming in through QuickBooks. This is just like, qualified pieces, okay? Them: Y. Eah. She was trying to add it back in that manual. 48,000. That’s what I think the QuickBooks ones are here. Right. Me: But it felt like yesterday was a lot higher. Them: She said 700k, but maybe that was for January. Me: Oh, maybe it was for January. Them: Yeah, yeah, but, Shivani, replace your 48,000 with 340,000. Because that includes thrive. But then we’re 2.9 versus 2.6. So I’m like, yes, that’s right. So I think we have a difference of about 257,000 is what I’m coming up with. And so the methodology here is if I were to use this number, It’s Shopify’s net revenue version, which is the total sales minus the. Refunds, but it sounds like that might not be the exact right methodology, and it’s actually about something related to returns. So my refund. Returns number is like 263,000. Do you think it’s both? Do you think it’s minus refunds and returns? I’m not sure the. Hang on one sec, let me look it. We’re getting somewhere. And I can share my file as well, if it’s helpful, Yes. Me: Yes, if you have. Yeah. And then also, should we be taking the. We’re looking at. Them: Yes, it returns is a separate column, but it looks really small for wholesale when I’m looking at it. Oh, that’s quantity. It’s like, it’s 12. Yeah. I’m like, that’s weird. Thousand. Sorry, with the. What were you saying? Me: Now. I was just thinking about the total price versus the net revenue. But that’s what we’re looking at. The 2 5, all net revenue. Them: Yeah, yeah. Me: Yeah. I mean, usually the gotchas are. Like discounts. And then shipping costs and then refund returns. That’s why. But, like, refund returns? I mean, if I can get an example order, I can go walk through and make sure that returns are getting brought into this. Them: The. The tricky piece with that is like I’m getting a report from Wholesale. Me: So the Navy wholesale. Shivani can give me an example of a December return order. Them: This is a. This is a funny little. Chicken or the egg. Like, it’s like yesterday we were asking to reconcile. They’re like, but we get it from finance. I can walk you through our file real quick if that’s helpful. Please. Do you want to do that? Me: Yeah. And the lovely thing is, if we could, as far as you guys can get to the order, we could match order to order. Because we’re building this all up from that. It’s when there are aggregations is where we’re then, like, who’s doing what aggregation. Them: Yeah. So if you were to say, this is my methodology, it’s like I look at the order and then I subtract. If it was discount, do the summary report. So we’re not doing it on an order basis. Me: Is there any order information in. Could you isolate a single order at all? Them: We would have to probably drill down within Shopify. We don’t pull you the report we pull, but we pull it. It’s basically like a summary by Skew. Can you walk with them through that report, maybe even send him the link in shopping? He has access so he could also investigate the report and be like. Okay, what is this report pulling? Me: Yeah. I assume you’re pulling the. Them: Yeah. Thanks. A new report. Okay, perfect. Is there anything, Bess, that you think will be helpful to walk through while we’re together, or if you want to share your screen or you just want to, like, send stuff over later? I’ll. I’ll walk you through it real quick. It’s pretty basic. Let me know. Actually, let me do this differently. Let me move it over here. Okay? Can you see this? Y. Okay, so. This is kind of the Shopify report. That’s the raw data report. We pull it in over on this summary to summarize it by different types of D2C versus wholesale sparkling versus drink mix. But this is. This is the summary that you would want to pull, and I can show you how we pull that. But on the summary tab, we’re basically taking. Me: Honestly, this is helpful, too, because even if we can’t get through the order, I can start to look at the product buckets. At least for the month and find out if it’s, like, consistent. Them: Yeah, and. We’re. Yeah, that’s what I was going to say. I have a feeling that our difference, because we are so close, is maybe you’re including a couple extra skus that we’re not including in wholesale. Me: Okay. Yeah. It’s either that or sometimes it’s like, I don’t know if you guys know what time zone you’re using, if this is all getting pulled, like, whatever Shopify is giving you. Or you’re using esd or mountain time, like that’s also. Them: That could be. That’s probably pretty minor, but I get. I get what you mean. That, like, eventually this needs to be super, like, all of our times. Me: Yeah, well, it’s also, I have a 50k order came in, like, 9pm at the end of the day, like, it’ll just shift. And so there’s these kind of, like, stupid little things where I just have to kind of go one by one. Them: Yeah. Like when you said, Bess, that we might be counting some things that you don’t count as wholesale. Do you have, like, an example? Well, I’m just thinking like, because we do that, we in order to tell it’s wholesale, we look at the pricing. So that’s how I was going to say on here. So you can see here it starts D2C sparkling. It’s basically everything’s falling to this 16 ounce sparkling bundle. Me: I see. Them: And then there’s wholesale, sparkling. And we can tell it’s wholesale because of the pricing that’s used. So that’s how we’re differentiating, because the report. We just don’t have a great report to use. So we’ve got wholesale sparkling here. You’ll see. It’s. It’s net quantity, gross sales, less discounts. Gets us our gross sales, less discounts. And then this is the. So this is wholesale sparkling. Then there’s drink mix. Then there’s wholesale drink mix. This is the piece. That’s their refund. So all of this is directly from Shopify, except for this line here, which is coming from this wholesale refund report. That the wholesale teams provides to us on what the issue was for the for the refund, whether it was drink mix or sparkling. And so we’re using this report. To shoot. And, like, this is something that they’re like, manually typing to. They’re pulling it from Shopify. Like, would you know their methodology? I’m not sure their methodology for how they pull it, so we’ll have to ask Laura Madison that. But that’s what we we take out here, so we’re not grossing out revenue. So that’s the only piece that’s not directly from Shopify. And then you can see down here what general ledger account it’s getting booked to. And this will tie to what’s actually in the. In the GL. So our Shopify. Sparkling, wholesale sparkling. So that 392 agrees to what we have in the general ledger. Shopify Drink mix Wholesale drink mix. And then all the other number of things that gets booked through this entry. But those are the revenue numbers. So it’s all coming directly from Shopify. With the exception of that one wholesale piece, yeah. Me: Okay, we can work with this. Them: I think this is great. I can send you this. And then the other piece is if you were to. Some. The two of those. The 2.264. That is a component of what’s in Laura’s, but I can’t tell how she’s splitting that out. Yeah. And then the remaining pieces, that one manual. The remaining pieces, the additional manual parts. Okay. I feel like we made progress. The real bummer was that Laura wasn’t able to join so that we get like, fully land the plane here. But Uttam, what do you recommend in terms of, like, next steps? Because one more quick thing on, on this, I think the other thing you’ll be able to. Check your completeness of what report you’re using versus what we’re we’re using because the Shopify. The Shopify summary, I keep clicking on the wrong one will give you what we’re using for total sales wholesale plus D2C. So I would think that’d be easy. Me: Yeah. And that’s in the Shopify sales, like 4.2. Them: Yes or two. Me: Need the sheet that you were just in, where it had, like, the variance. Them: Tab 4:2. Yeah. So this is the sells my product. Me: Okay, great. Yeah. So this is the view that we will. If I go to the ui, we’ll pull this, and so we’ll back in it. We’ll back into this kind of basically. Them: When you. When you do some gross sales total. What is that column? Right here, the 14. And with them, when you just did it, it was a little above 15. Me: Yeah. But I need to check this. I guess this report best they’re handing to you or you’re going into. Them: No, I’m pulling it from Shopify. Me: So if that can get that link, I can just double check. Them: To a link from Shopify to a report. I think. Me: Or if you just tell me where you navigated to. Them: How you get it. Like if you show us your path to getting it. That would be so helpful. Yeah. I mean to just show you right now. Me: Yeah, yeah, please. Them: We had the. We had the file path. Or the path on the tab, too. I’m not. Yeah, I saw that. I’m not 100% sure if that’s so accurate, so I just want to go to. Analytics reports, and it’s this sales by product all. Me: Okay? Perfect. Them: Perfect. Uttam, you’ll take it from here with some investigation. Because, like, yeah, when you just quickly did your SQL, we were a little over 15 million and they’re getting 14 something. So I’m not like, wow, we’re crazy far off. But I also am curious, like, if Bess is doing some like quality check to say, am I making sure I’m not pulling in D to C by checking some pricing. Like I wonder if our thing has some de la C mixed in right? Like or we feel. Me: Yeah. Yeah. So what I’m going to do is I’m going to back our orders. Them: For merch, maybe. Me: Yeah. I’m going to take our orders. I’m going to recreate sales by product, all. And then we’re going to basically see where’s the difference coming from. Them: How exciting. I don’t know if any of you are excited, but I think I want to be able to pull stuff from. From Snowflake. My hope is best that eventually it’s like what you’re doing is like, just like in their reporting, but it’s like, we just need the methodology to be like, really crisp and so that you, like, know what the numbers are. And my hope is then you’re like, I don’t even need to go into Shopify. I just, like, have this, like, wholesale report where I’m, like, I’m able to find it, you know, that’d be great. Me: I’m excited. Them: Cool. Okay. Laura got pulled into a customer call. I’m going to see if. We are still on if you want to chat for a minute. But otherwise, I think. Uttam, at least you have a game plan here. Me: Yeah. So if I can get that Excel, Bess, or can share. Them: Yeah. Let me. Me: With. I don’t know if we’re all in a. Them: I don’t think we’re all in an email together, but if someone wants to start, then I’m happy to. I’ll do that. Hey, Laura. Hey, guys. Sorry about that. It’s okay. Basically what we went through was how Bess comes to her revenue numbers to, like, get you guys what you need. But there were some questions around that translation as well, of, like, when Bess gets you numbers and then how it shows up in. In the OKR sheet was. I know yesterday you were saying something like, sometimes subtract this number from this number and I think just walking best through that could be helpful. I don’t know if people have a hard stop. I could tie out the whole the number in total that you have on the okrs, but I couldn’t tell how stuff was split out. Yeah, it’s definitely a whole process. And I apologize for being ready to get pulled into an urgent customer issue. I can spend. Like, if you guys have five minutes, I can just show you how I do. I have time. Okay. Yeah. Okay. Go for it. So what I do best is, can you guys see this? Yeah. Okay. So what I do is I basically make a tracker with the same format. It has changed a couple times over the month, so I’m just, like, rejiggering it to make sure it matches the latest Costco, but because. Because some of the revenue comes through Shopify, but is calculated under online reseller. Or US reseller. I don’t want to count that twice in the revenue numbers. So those are all drink mix orders. So I basically use Pomela’s shipping tracker here. And match the total POS for each online ordering customer. And I pull those out of your total drink drinks revenue number and put them into the online reseller bucket. And then anytime that you out of the Shopify number and put them basically like it’s flowing through Shopify because they’re pallet orders. But they’re. That makes sense because your Shopify numbers looked low. When I was looking at it, I was like, I don’t understand how that. But that makes sense. Yeah. So if you add these numbers. Together. That’s the 4.2, but I didn’t want to be double counting. The drink mix revenue. It’s just like I’m separating those out by account. One question for you, Laura. If you name what those customers are, and we know that they’re technically like should sit under a bucket of US resellers as opposed to drink mixer sparkling like Brainforge could probably if you if you have a set list of customers that belong there, Brainforge could probably tag them as such, so that it, like, splits it out like this for you, especially if that data is in Shopify. Yeah, exactly. So these are consistent every month. The ones that aren’t consistent are like the manual order one because sometimes ends up that’s just like the duffel order, for example. Normally they’re that 771 would have flowed through in Shopify. But because it was such a large order and they had the credit card issues. We did those ones as manual. So now it’s showing up on your manual Costco bucket. So that’s consistent every month. Me: Yeah. So a couple ways we could attack. That is one, like, eventually, we’ll try to get QuickBooks, and we’ll try to get that in in the meantime. Them: But. Me: If those are just, like, a few line items for the last, like, 12 months, we can just, like, basically hard code those in. So that they always exist. It’s an option. Just to make sure these tie out. Them: And those will always be in this tracker for me. So, like, if hard coding like it might like, this would probably be the only place that you would get that is my tracker, which had always match Bess manual order Costco. I think. I think the goal should eventually be just with them getting this, this code from Quickbooks. Like, that’s, like, a cleaner way. Me: S okay. Okay? Them: Yeah. Want to get in the business of hard coding things? Me: And then for the tags on those customers, is there a checkbox on that wholesale Google sheet at all for those, or no? Them: I’ll just have to manually tell you which ones are international and which ones are us. Me: Okay? O. Kay. Them: Which I can just slack you. Me: Okay? Them: What? I wasn’t confident on Bess and team. And I’m again sorry that you probably already went over this, but the refund report. Do those? When do I have it? I have it somewhere. When. Oh, here it is. When Pamela sends you the refund report. And then she says, No impact on revenue. Because like the shop pay issue is basically a one to one switch. It’s like they were in the wrong account. So they go from their personal account to the wholesale account. But for the ones that do say revenue impact, I’ll be honest. I haven’t. I haven’t looked at that column. Because you just reduce all this total. I was taking the total and reducing also revenue, taking it out of refunds and pulling it up wholesale revenue. So if you go to December, that’s the month we’re, like, just talking about, like, that was what total. Yeah, it was big. Can you just sum that for me, Laura? Oh, it was 363. Okay, so. And that’s actually a little. Oh, that might be right, everyone. I think. Okay, so that’s kind of what you, like, reduced from, took out of refunds and put into and reduced wholesale by that amount. I see. Which, like, When she says impact on revenues, how she’s determining that. That was my question, too. She had originally aligned in this process with Dan, like, a while back. And then when I was looking at it, I was like, I don’t know what that. Means here. Okay, I’ll get with her on that. Like the no impact on revenue, for example, for this, like shop pay issue. Is like, because it’s essentially switching from, like, an account. Personal account, be a shop pay, and then it’s actually just like going to the wholesale account. So it’s like, it’ll show up as a refund, but it’s actually just, like, zeroing out that transaction so they can replace the order because she. She creates a manual invoice. So that order. That order was placed back in. In, like, a D to C view. Yeah, it’s a shop pay issue that I was going to see if I can see if Kamala can join this call real quick. So in that case, and I’m looking at that, if that was the January file, I may be reducing wholesale by too much in January. If. I see like the. Still net net, right? Because it’s either in. But then I’m like, if UTAM is pulling things that are tagged as wholesale, and that was a D2C thing. That was like a refund on D2C. It might not even be relevant. Me: Yeah. Them: Right? Because he’s just looking at orders that are wholesale. So it’s like if that happened, it’s like, OK, that happened. It was in D2C. It got zeroed out in D2C. So it should impact revenue in D2C. But the. The new order in wholesale probably is still accurate. So don’t actually. Me: Yeah, we’re getting it by. By the wholesale customers. Them: Yeah, I would say D to C would be grossed up, but that’s a different conversation from what we’re talking about here. Yeah. Like I understand it being a refund that does impact. D2c revenue. But then there’s probably a new order. In wholesale that is just getting captured. Which we’re, like, understating wholesale revenue for decreasing that when that was actually wholesale revenue. Correct. Yeah. So in January, I may. I may need to make an adjustment, but. We’re learning. We’re learning. Yeah. I’m like, honestly, I need Pamela because. We had, like, we had that one issue, Bess, where we started doing this report. Yeah. And I mean, I’m looking at this, and if it’s like, if it’s $500thatw{e}^{\prime }retalkingaboutthatimpactrevenue,thenIdo{n}^{\prime }tneedtomakeanadjustmentatall.But,like,iftherewasacouplemonthstherewherethereweresomereallybigones.Yeah.Ijust,like,do{n}^{\prime }tknowwhatthisbucketiseither.Okay?Well,I^{\prime }mnotsureifshecanjoin,but,yeah,Ineedtogettothebottomofthatwithher.Yeah,becausetheshoppayonesareessentiallylike.Andithappensasfatlikebeforetheorderisevenfulfilled.So,likeitcomesthrough.Sheisbasicallylikeastandardprocessforthat.Thefraudonesarecanceledordersifthey.Weliterallyjustgoinandcanceltheorderbeforei{t}^{\prime }sfulfilled.Sothoseareliketrue.Refunds.Thinkaboutrevenue,Laura.Thefactthattherearesomeordersthatsayunfulfilled.Wouldyou,inyourmind,wouldyoubelike,weshoulddeductthosefromoursales.Notonanorderstatus,Ido{n}^{\prime }tthink,becausei{t}^{\prime }snotreally,i{t}^{\prime }s.Therevenue.IthinkyouknowtheShopifyrevenueisrecorded.Atthetime.I{t}^{\prime }slike,becausew{e}^{\prime }reactuallyrefundingthoseandthereforenotfulfillingthem.Unfulfilledcanmean,like,alotofotherreasons,like,nottiedto.Okay.Like,itcouldbe,like,awheretogoflowissue,wherew{e}^{\prime }relike,thisordersitting,i{t}^{\prime }spaidfor.Whyis{n}^{\prime }titfulfilled?So.Sotha{t}^{\prime }snotnecessarilyokay.Justchecking.Okay,well.I^{\prime }llhavetodoaseparatedebriefwithheronthis,butIthinkw{e}^{\prime }regettingclose,actually,because,like,maybe.Maybew{e}^{\prime }reunderstating.Revenueintheokrsiswhere{I}^{\prime }m.Thinking.Wemightbegettingto.Bess,Ido{n}^{\prime }tknowiftha{t}^{\prime }strackingwithwhatyo{u}^{\prime }resaying.Like,letmeknoweverymonth.Itmightvarymonthtomonth,butlike,Ithinkitwouldverymonthtomonth.ButletmelookatwhatDecember.IfIlookedatDecemberwholesalereportandlookedat.Soweweretalking.Prettyclose.Imean,thatwouldsayifI.IfIlookedatonlytheonesthathaveanimpactonrevenueonthatreport.ThenIwouldbeaddingback363,000towholesalerevenueinDecember.And.Thenw{e}^{\prime }dbecloserto.Utta{m}^{\prime }snumberis,whichislike2.8orsomethinglikethat.Yeah,itwouldstillbe100grandoff,buti{t}^{\prime }dbeprettyclose.Okay?Me:Andthenlaura.Them:I.Wanttoconfirm.Iwanttodosomediggingandmakesuretha{t}^{\prime }sright.Me:Oneotherquestion,Laura.DoyouhaveanexampleofareturnfromawholesalepartnerinDecember?Averyspecificquestion.Butifyouhaveone.Them:Over.Me:AndIcanjust.Them:Whatdoyoumean?Returnarefundorreturn.Me:Areturn.Them:Wedo{n}^{\prime }t.Me:Oraretheyall.Them:Well,wedo{n}^{\prime }t.Tha{t}^{\prime }sthetrickypart.Like,wedo{n}^{\prime }tdoreturnsorrefundsinwholesale.Wehaveadifferentreturnrefundpolicythandtc.Me:Whenwesee.Iguessw{e}^{\prime }reseeingvaluesintherefunds.Them:Sotha{t}^{\prime }swhyi{t}^{\prime }salittletricky.Yeah.Because,like.Thesewould{n}^{\prime }tbereturns.Thisisliterallylikeinorderthatwhathappensintheshoppayonesisinordercomesthroughandthe{y}^{\prime }reusingtheirshoppayaccount,sotheyactuallydid{n}^{\prime }tgetwholesalepricing.Andi{t}^{\prime }scomingthroughasbasicallylikethe30countorders,butjustwithoutwholesalepricing.Sowecancelthatorderasquicklyasitcomesin.Wesay,hey,wenoticedyouwere{n}^{\prime }tloggedintoyourwholesaleaccount.W{e}^{\prime }verecreateditandinvoicedyouhere.Soi{t}^{\prime }slike,justlikeaswappingofaccounts.Me:Okay?Sothenthat.Yeah.Sothen.Them:Butthen.Butthenthatrevenuewouldbecapturedinshopifyandwholesaleiswhat{I}^{\prime }msaying.Soi{t}^{\prime }slikebecause.Me:Butifwepull.Ifwe.Wepullfromnetrevenue,w{e}^{\prime }reexcludingouttherefunds,soitwould{n}^{\prime }tcomeatall.Them:Yeah.Yeah.Sothat.And,like,also,w{e}^{\prime }reonlylookingatawholesalefilterrightnow,so,like,thatwholethingisintheDDClane.Soi{t}^{\prime }s,like,filteredoutanyway.Me:Tha{t}^{\prime }scorrect.I^{\prime }monlylookingatordersplacedbywholesalecustomers.Them:Right.Soyouwouldjustbegettingitonthecorrectendofit,then?Exactly,yeah.Me:Yes,yes.AndthenNDtoCagain.Evenifitcomes,ifi{t}^{\prime }scapable,wewould{n}^{\prime }tevenbringitinanyways.Them:AndIthinkBesswouldhavebeensorry.Me:Ifi{t}^{\prime }scanceled,status.Them:Yeah.AndIthinkBesswouldalsobegettingitonthecorrectend,butthensh{e}^{\prime }s,like,deductingit,eventhoughitdoes{n}^{\prime }tneedtobededucted.Yes.Ithinktha{t}^{\prime }sifPamelacomesandtellsusthat.Yeah.Impacton,thenIthinktha{t}^{\prime }sright.Ido{n}^{\prime }tseeanybodyinthewaitingroom.Yeah.Because,Imean,wejustneedtofigureoutbecauseforeventhisJanuaryone.I{t}^{\prime }slikeabignumber.Like,whatwasthis?275iswhat?I^{\prime }m.Well,howaboutthis?LikeI.Mynextcallisnottill4Eastern,so45minutes.Ido{n}^{\prime }tknowwhatotherpeoplefeel,butwecanalsojuststartaslackchannelandifotherpeoplearearoundoncesh{e}^{\prime }savailable,wecanallhopbackintotheZoom.IhavetheDtoCLaunchsyncfrom3:30to4:30.Icouldmaybejumpinandout,um.Me:Again.Ifwecangetthefile,wecanstartto.Worktoday.Them:Yeah,Ineed.Ialsoneedwhat.Whatsheusedtopullbeforeshedidthissummaryreportwas.Sheusedtoactuallydothefull.Sheusedtodoitby,like,orderstatushere.AndthenthisiswhereIusedtogetthisreport.Soitwaslikethefull.Youcouldtraceitbacktotheorderlevel.So,like,I^{\prime }m.Ithinkthatwouldbethedatathatyo{u}^{\prime }relookingatversusjustthissummary.Sowecouldcrossreferencethat.SoIjustwanttogetthedatainputtoothatsh{e}^{\prime }susingtobuildtheIwouldliketobeabletodoubleclicklikethisforexampleandsaywhatordersaremakingupthat275.Liketoinvestigatethat.Couldwelookatanorderthatwasworththatandthatwewouldfindit?Ori{t}^{\prime }s12orders.Butalso{I}^{\prime }mlike,yeah.Andsomearedrink,Mike.Somearesparkling.SoIjustdo{n}^{\prime }tknowwhatshemeans.Customererror.Oftentimes,Ithinktha{t}^{\prime }slikesomeon{e}^{\prime }s,like,Iplaceitonthewrongcardor,like,wejustgetalotofthesesortof,like,weirdcaseswherepeoplearelike,youmayhaveasked.Heraboutthat.Hangon,letmelookatmy.Ring.Realquick.Ithinkithadtodowiththeduffelorder.Laura.Yeah,becausethatonewasthe.Well,yeah,becausetheyweretryingtogetitthroughtheiraccount,butitwas{n}^{\prime }tworking.Ithinktha{t}^{\prime }swhatthatis,but{I}^{\prime }mnotcertain.Hello.Hey,IsentyouaZoomlink.Isthereanywayyoucouldjumpinrealquick?Wejusthaveacouplequestionsaboutyourrefundreport,and{I}^{\prime }monwithalltherightpeoplerightnow,sowouldjustloveifyoucouldjumpintothiszoomfor5,10minutes.Okay.Okay,thanks.Sh{e}^{\prime }slike,yo{u}^{\prime }restalkingme,lady.Ifoundthisinvigorating.Justfortherecord.Youdo?Yourcaffeine,Shivani.I^{\prime }mlike,Ifindthisstressfulbecause{I}^{\prime }mlike,Me:Ho{w}^{\prime }stheoneshotfromthismorningnow?Woreitonbynow.Them:Iamridinghighonnumberreconciliation.I^{\prime }m,like,panicking,so{I}^{\prime }mlike,arewe$300,000? Off. No, no, no, no. This is like. Me: I am. I just get. I just had a long kind of time and data, and it’s like. There’s 100 things. Did I mess something up? More panic for me. Them: Learning. We are learning. Everybody take a breath, it’s all good. Chill out, people. Hey, so we, you know, the refunds report. You do monthly? We’re trying to understand it better because what. What Bess gives me in my revenue numbers, we’re trying. Uttam is from our new team that’s helping us with some revenue reporting things. And so we’re trying to match those two numbers of basically everything that’s coming through Shopify. What we’re seeing in QuickBooks, which is what Bess and Jacob send me and trying to make sure those numbers match. We’re having a gap in understanding your refund report and, like, how we’re getting to impact on revenue. For example, I know you used to pull the full refund report with, like, all the orders that add up to this. You have, like, if we could just dig in real quick, even on December, and look at this. 275 because we’re trying to make sure that Bess is not. Should or should not be subtracting that from total wholesale revenue. And if you have that report, if you can share it, I’ll stop sharing. Or just a high level? Real quick, before we get into the detail on what that impact on revenue column represents, Okay, so. The impact on revenue is, for example, The shop pay issue orders, since those orders do get refunded. But then the wholesaler places the order again, then it’s not like a loss. On revenue because the money we’re recovering when they place any order and if the impact on revenue is yes, is because we are not like getting the money back again. For example, in shipping issues, sometimes when like a wholesaler gets repeated issues on their shipping and we decide to offer them a refund under order, then that is considered an impact on revenue because that’s the money we are losing. We could say. So that’s what I how I choose a yes or no. So. Okay. That I’m tracking. But to get to the 275,001, for example, in December, could we just see that report to how you got to that? Because I just. Yes. Let me look for that one. I think it had to do with the duffel issue, but. Yeah, I think so, because they did place the order and we had to refund them because I manually entered them. Let me just look for the habit here. I can share my screen. So this is like the export that I get from Shopify. These are all December orders. Should be in the refund, but. This is a poll of all wholesale orders specifically or all Shopify orders from December. All wholesale orders and shopify that were refunded. Okay. Okay. So select all wholesale orders in shopify that were refunded. Ok. Yeah. In December. And, like, let’s do a count of, like, how many, and it looks like 980 rows, OK? But it’s only. Oh, let me see. I think it’s filtered here. Some. Some of these are duplicates. So I just remove the ones in this column that are blank because those are the duplicates, so. It leaves me with 161, because it’s considering this row. So it would be. Yeah, 161 orders. And in the refunded amount here it should be. And I think it was the duffel order. Yeah, that was double. I just saw it when you. Here is this one for. 1508007006 $158,000 760. I’m tracking, so they place that in their account originally. But I think they didn’t enter it, like in palette. So that would have been a true. True deduction. Deduction, yeah. Okay. And, Uttam, what are you seeing when you’re like, okay, this is a row that I’m seeing. Like, how would you identify this one? Me: Yeah, I mean, I want to go. I just want to go. Basically take this order ID and, like, look at how it’s recognized in our sheet. Basically, just see, like, if we’re filtering it out or if it’s coming in. And we’re accounting for it. Them: Okay, cool. So this one is 753 0904. Okay. We can send you these reports too, so you have them. Yep. So, Pamela, on that one, you had it marked as impact on revenue? No financial status refunded Utam is what I’m seeing. Me: Yeah. Them: Okay, There’s a call and then there’s some that are partially refunded. Which I don’t know what that means. Because, for example, when customer Mark is taxed, it’s not. We only refund, like the tax charge, not the full order. So I see those are the ones that are partially refunded. Okay, so that ends up being with them, the 280K. Yeah. Wait, but really quick on that one. It said no impact revenue, but wasn’t was the duffel won an impact then? I think it would be. If they, if they paid. And we actually. And then we couldn’t fulfill the order, so we, we paid them back and then we placed it manually and they paid us via credit card link. That I think that was correctly. Deducted from wholesale revenue. Okay, so should that column have been? Yes, then. But you’re not even looking at those comments. I wasn’t looking at that column. I think I still need to understand what that column represents, and then maybe I do need to pay attention to that column load forward. But I think that particular order was handled correctly, which was the biggest one of that. I probably reduced the shop pay issue. Probably shouldn’t have been reduced. The 83,000. Me: Man. It looks like it’s both of these duffel orders that’s the majority. It’s like 113k and then another 158. And that’s basically gets us to, like, almost 280 just alone there. Them: Yep. Maybe it will be good to check in with you, Bess, to, like, get clarity on what would be an impact on revenue. And what would not like each month. Yeah, and I think, too, if. If we’re getting to a place where. Like it looks to me. I think previously the reason we started doing this was there were a couple months where there were some. Big numbers where it seemed like the wholesale revenue was grossed up. And it was then, you know, coming at washing out and in refunds. But it looks like now, duffel order aside, that was kind of a one time thing that doesn’t typically happen. If we’re talking, like, 500. Well, the shop. We don’t need to be doing this anyway because the shop pay is not really. How I’m understanding it. That is a refund on the D to C side, not on the wholesale side. So I don’t need to be reducing wholesale for that. So this may not even need to occur. Unless there’s something that happens, similar to Duffel, where you just. Our teams would need to be in communication with each other, but this may be able to go away. Jacob, let me know if you disagree. What I’m sensing from this, Bess, is that, like that column. That UTAM showed, which is just total refunded, is actually the amount to deduct from the revenue. Like the well, we we do have a we have a refunds line item, but it’s generic to it kind of rolls up under D2C. And when there was refunds that weren’t true refunds falling in there, we wanted to put them where they were supposed to be for financial purposes. But if it’s true. Refunds. Like the doppelin. Like the duffel one. Made sense to take out a whole set. Like what I’m saying. I don’t think. Like. I’ll give you another example of a smaller order. Ok, so you’ve got Rise Athletics refunded. Unfulfilled. Okay. And that was, like, 645 bucks that was refunded. Okay, so, like, all of these add up to not like, a ton, but, like, as you can see before you get, it’s about 8,000. Small. But, like, the big ones were duffel. These two duffel things. But it seems like this whole column is kind of what you’re reducing. So your revenue ends up being like. But that’s recorded in a separate line that’s not in the revenue line you’re trying to tie out. Gotcha. With the exception of the wholesale piece, which I think we’re deciding that that maybe doesn’t even need to happen anymore. I see. This is all wholesale, by the way, this whole thing that I’m looking at, right. So I’ve filtered to all wholesale. So this is not including E Commerce. Got it. That’s where I’m like, your wholesale revenue was 2.86. But if you wanted to reduce Duffel and the other little refunds that happened, you would end up at about 2.6 mil. That seems about right. Let’s see if I. Yeah. Let me just plug it in real quick and see what happens. Right. Yeah. Let me just see what my monthly report, you guys. Yeah, you. You gave me 260-5235. Last number as total wholesale revenue. Yes. So I would have had, if we had that to be the correct number of the 282. Then I’m looking at 2.3. So I think. I think we’ll still need to go back to the reports, but I think. Okay, perfect. I think we’re getting close. But I think methodology with them. What I’m hearing is really, it’s just like this one minus this one is getting us to the. To the right place. Me: Yeah. Them: And then, yeah, I think we just need alignment, like, on the sheet itself, so that we’re getting you exactly what you need best in order to, like, truly know. What is a legitimate like the duffel one, for example. Yeah, I think the shop pay issue. Well, I think we can take this offline because I think it’s a different conversation. But, like, what I’m. What I’m getting to, I think is, like, yes, there’s the. The process that, you know. That Pamela is doing, but, like, there’s a world in which that process doesn’t even need to happen. If we all get comfortable with, it’s just like, oh, yeah, we need to. Like, this is the total refund. If we get comfortable with this column being accurate, we don’t even need a process. Because I think we’re talking more short term, which is why we’ll take it off. But I agree with you 100%. We get comfortable. Some of the process is saying, oh, this was D to C. I canceled it. Great. That should show up in D2C Anyway, in terms of refunded. And then it doesn’t even impact wholesale numbers because it ends up being a new order. So, like, I think when I say short term, I’m saying even, like, starting the next couple weeks, my hope is that, like, a report, like, this can just tell you what your December revenue was. Really cleanly without with reducing the refunds, if that’s what we align on the methodology to be versus like, even for January reconciliation. It’s like we come up with the methodology and we start using this going forward. Yeah, we’re still slightly off. 2605 we’re closer. But then the 258, like so. Like what? And what is. Sorry, I know this report comes from Shopify. I think I would want to validate the. That’s part of what you’re saying. We are comfortable with the report, but I would want to just. Make sure that I’ve been. Me: Yeah. All of us are pulling from Shopify different granularities. We’re going to pull it at the smallest level, which is the order, and that way all of us can start just pulling from one place. We need to filter by unfulfilled. If you need to aggregate it up to the category. You can do all that, but actually, what’s helpful is you can basically say, hey, I actually want to see the constituent orders that went into this category. You can immediately drill down. Them: Y. Me: Versus now. We’re like, well, I have this view, and I have a report that pulls up here. I just have refunds. We’re sort of like, it’s. We want it all be like we’re starting with the same global set of orders and these filters are being applied. To get the aggregation, things like that. Them: Eah, totally. Shivani, when you said in the short term, like in January or. Sorry, I guess not January. I’m talking about like. Like to report out on January revenue. I’m hoping I can get to a place where brainforges report helps us get there. As opposed to like. Yes, we might still have to add the manual QuickBooks thing. We don’t have that. But for anything Shopify related. So you’re thinking like, this will be available for use, like, next month? Yeah. Great. That’s what the hope is. But we all have to feel really tight in methodology. So. So I think. Do we. Do we think, like, even starting with January, like, if you. January is done, like. No, I know, but just them pull. Like, we’re looking at December here. But if you guys can figure out how to get. Me: Yeah. We just pick December, basically, as January. We didn’t know if it was closed or. Them: We picked December. Just have something to crosswalk. That’s it. I know. What I’m trying to say is, like, if this methodology, if we can figure out if you guys can match it back to how I just showed you my 4.2 for January. We have all the data now. Can you just run this? Same process and try to get 4.2. Yeah, okay. Me: Yes. Them: Absolutely. And, like, it’s, like, running the same process. And if you get with them, the, like, If you get with them, the, like, the names of those customers split out. Even, like, say, like, by the way, this is total. But, like, what you would subtract is these for international, these for whatever. Right? Like, there’s a way we can actually just get. I want to get to a place for you, Laura, that. Like this becomes your source of truth for your okrs inputs. Great. Let’s do it. I’ll send you that right now. Okay. Okay? Yeah, go ahead, Laura. And then just separate offline, Kamela. And while we’re still refining this process, I know this will ultimately be ideally the source of truth, but let’s just make sure we’re getting you what you need. Best monthly too, at the Four Hour. Correct January. I’ll take the I’ll correct January to not include the shopify orders. Okay? And then can you just tell me that number, and I’ll update my OKR tracker, too. Okay. All right. Just went up. Look at that. Because I got a little robin. All right. Bye, guys. Bye. Utam just to tie out next step. So you’re gonna. You’re gonna crosswalk? The report that Bess led us to with what you just pulled. Me: Yes. Them: Ok, I think. I think it’s just the total sales minus the refunds, but, like, maybe I’m missing something, right? Like. Me: And we’ll go check the dates in, like, a couple of those things. Them: Yeah, but like Jacob, did that sound right to you? I think so. But I don’t think it’s the refunds, though, because the ones we book in a separate because we take gross. Revenue. Well, I guess you’re saying we’re manual. The manual piece is what you’re. Yeah, I’m just saying that’s like what the. The crosswalk is just like adding those numbers up, but not adding too many of the numbers up. I think we were over counting the refunds. Basically. Or like over count, like you were summing everything up on her sheet. Right. And it’s like there were some things we shouldn’t have summed up, which is totally fine. Like, that was where she’s trying to do an impact on revenue. But I think if you were to say, what’s the source of truth for what I should be deducting, it really is just. The refund column. Yeah, that’s probably right. I think. And so then. So, like, I’m. I’m seeing it here because I think it was too complicated with too many cooks in the kitchen, but I’m like, I think it’s literally total sales minus total refunds equals your net revenue or whatever, your gross net. I don’t know, the. Right word your revenue, and then it’s like. Then if there’s a delta, it might be, like a slight timing thing on the edges with them that we just need to, like. Me: Yeah. Them: Make a line. One thing I’ll name is I think we would probably want to have. In a perfect world, we would want refunds to be separate. We would probably create. Right now we have a refunds line Item. That’s for D2C. We haven’t had visibility into the wholesale piece, which is. What we’re trying to do here refunds wholesale as well. So I think we would still want gross revenue less discounts to be our revenue number and then refunds as a separate line. Me: Y. Es. Them: Not the gross revenue number. We can totally do that. Yeah, I know. I’m just naming it here so we don’t n refund. Yeah. Yeah, that’s perfect. Me: Y. Eah. Them: Talking definitions, so let me just. Me: So something native discounts and then something that a discounts and refunds. Them: Yes. So you have. Okay, we have. Total 2.8. That’s what we have right now. Okay. Like a. That’s what we have. We’ll do the crosswalk. Sorry. 2.2.86 if you’re looking at all orders. Regardless of whatever, it’s 2.8. If I look at total discounts, it was just like 13k. Yeah. Discounts should be small. So it’s like that minus that is, like, really small. It’s still like 2.8, right? 2.9. Then it’s like we had these refunds. And that kind of is like, you could say, you know, you could show. You can show total sales. Total discounts. Total. I think discounts. It’s not a real thing, so I don’t. I don’t even think. Me: Yeah. I was like, I don’t even know. I mean, originally we heard that there was no discount, so I was going to go look at an order and be like, what is this? Them: We. Yeah. I don’t know what that represents, but I think. Me: I have to go look and see, like, maybe some false refund or something. I don’t know. Them: Yeah, I think we would want our revenue number. We don’t necessarily. I think it’d be confusing if someone saw gross revenue discounts net revenue because that net revenue numbers really are gross revenue. Me: Yeah. Them: Those discounts aren’t real. So just for presentation purposes, To eliminate confusion. I don’t think you’d want to show the discounts. Just random little numbers floating around, okay? Anyway, that’s your total discounts. So, like, we can just show you the line item, like, for the total. But, like, we could even. Let’s say we did this. Total sales. Discounts. Refunds. Right. And this is all for wholesale? That’s. That’s it. Wholesale shopify only. Okay? Like, not including whatever. And we could make the total sales split out. Utam, do you know how to split it out by drink mix and. Me: We’re doing that. We have both the product type splits. Yes. Them: Then if she gets you the names of the things, then you can have it be you. You could do. You could do. Me: We can do that. Yeah, we also have. We can also split those out. International reseller, us reseller. And then their products. Them: I don’t know if. Yeah, I don’t know. Let me just look at how she has it real quick. She has it as. Sorry, one second. Guys. She has it as drink mix, sparkling, and then she just has it total for international versus reseller consolidated. I think. I think all of these are drink mix anyway. I think. So. Whatever. So she’ll tell you those customer names. Now I go back to where I was before. So you could probably do this. Total sales, less discounts, less refunds. And then we could just have, I think, one. So I think that total sales number should be inclusive of discounts. I don’t think you want people to see. I don’t think you want end users to see. That discount because I think it’s confusing because it’s not a real discount. So, sorry, should it be you’re deducting the discount or you’re just just ignoring discount? No, we’re deducting it. So that total sales number is really gross. Sales less discounts. In shopify. But you don’t want to show discounts because they’re not a real discount. It’s going to confuse people. Okay, great. Does that make sense? Yes, absolutely. So total sales is gross sales, minus discounts. Then you split it by drink mix, sparkling, international reseller. And then you say what the refund is. And then we do it for November, December and January. And then we say, where are we? Where are we? At odds. Me: And then we’ll drag it out. Them: And, like, we’re going to be at odds with what was in the OKRs because we were, like, over counting refunds. I think just in that December period, but. Well, it could be more. It could be more. Yeah, it could be more. And so, like, if you did this with them, then we could say, like, man, why is like, you know, then Bess can say, like, man, my, like, by November number was actually, like, way lower for Shopify or way higher for Shopify. Like, what’s happening, right? Me: Yes. Them: So this is something that you can just, like, now that you have the methodology. Kind of throw this table together. Which I think once Laura gets you, which ones are international in US Reseller, then you can, like, net those out kind of and, like, split it out that way. And then you’ll do the crosswalk. And then maybe tomorrow we can just, like, huddle again and talk about what we learned. Me: Go. Yeah. So I’ll. I’ll probably end up calling Amber after this at some point, and then we’re going to meet in the morning. So she’ll probably start on it today. She’s pst and we’ll probably mean the morning. Get an update. Them: Okay? Per. Fect. And then if you need this, the sales rack, just start an email with all of us on it, and I’ll respond to it. Yeah, I’ll start that email now. Does 3pm eastern work tomorrow for just, like, a huddle to, like, close this out without, like, with them. Are you, like, that’s too little time. Like, what do you feel? Am I creating a fire door or. It’s manageable. Me: I think let’s. Just. Let’s just put it on and I’ll tell you sort of in the morning. Them: Okay? Me: 10 or 11 how we’re feeling. Them: Should I put Laura on that one or just have it be us? Me: I think if we can tie out with this team first, And then we can talk to their okrs. That we at least work. Two of us are on the same page. Them: Sounds good. Yeah, because at the end of the day, Laura’s okrs do tie in total. It’s just her split. That’s wonky. Yeah. Me: Yeah, it’s responsive. Them: Okay, perfect. Okay, great. And then did you see Jacob’s note in the chat? No. Yeah. So this is the breakdown that James got on me. Last month for not having. So we need this. This is how he wants to see it. Oh, really? It’s trusted and specialty retailer versus on online resellers. So is trusted in specialty retailers. That’s the wholesale piece. I think that’s the wholesale piece. And then the online to your like it says, Thrive Feed whole scripts and international. But I don’t really know. I don’t know what the breakdown is between those two, really. Okay, well, we can add those if we go to what. I think we start with the getting the total, and then we can do this. Splits, probably. No doubt. Yeah, for sure. No, that’s helpful. That’s the thing. I’m like. I just want this in the way that, like, people’s brains will, like, feel good about what they’re looking at. And feel like it’s trustworthy if we can get there, like I will. I will feel so good, like, at least on this wholesale side. And it’s going to like, just for context, Jacob and Bess, it’s like this result of like getting to matched revenue, I think is possible with wholesale. It’s gonna be a lot harder with retail because like retail Utam has access to Target and Walmart, but he doesn’t have access, right? Now. To. To a vitamin shop. Or costco. So it’s like that revenue reconciliation, or that’s maybe too technical of a term, but, like, getting to, like, a total revenue for retail is going to just be like a harder mountain to climb because we don’t have all the data sources, but on wholesale, I know we’re lacking the QuickBooks thing. But if we can feel good, if everybody feels good about what’s happening in Shopify, then we’ll be like, this process is working. What are you missing on the retail side? We don’t have data in our warehouse right now for, like, Vitamin Shop and Costco because, like, Emerson. Like, Emerson’s, like, not feeding that data. So it’s like, I just got access to Costco, and I think. I think Will could probably. So you would need revenue. You’re looking for revenue data. For all the point of sales access. I was going to say. Are you talking point of set? If you’re talking point of sale, it wouldn’t have that. That’s fine. But like. But it would have our revenue, which is like when Amber to them. Because you could pull the invoices down from the. Costco portal. This this Costco environment shop use sbs both. Yes. Well, I don’t know. I don’t know about Vitamin Shop. I assume they do. Yeah, they, they actually. They do. Yeah. Because we see the. So like it might be an SBS is also customers. Do you have cost? Do you have sbs access? No. Okay. We can about that tomorrow with them. In our check in and then just best maybe you can be our guide in like getting this situated with with Costco. With Costco Vitamin Shop like all the other. I don’t have access to vitamin shopping either, but I just you mentioned Costco and it perked my ears up because I just got access to that last week and got it through Will roster will be have to be the one to provide it. But if you need the connection to the portal. I can start that conversation. All right, this is my four box and tag him. I’ll just be like, word on the street is there’s Costco. It’s called the accounting vendor portal. I am in my four box. Let me check in that portal and make sure I’m not lying to you, because I just got access as well. But I’m pretty sure you can see the invoices in there. Okay, perfect. Thank you. Cool. I feel like we have a game plan with them. You’re going to crosswalk this stuff? And then. I don’t know. Maybe. Maybe pretty soon, Pamela doesn’t even have to do what she’s doing. It sort of feels. I think this conversation made me realize she probably doesn’t need to do that. No, I don’t think so. It’s literally just take out the refunds from wholesale. But don’t tell me about things you’re doing in E Commerce that are indeed a c that are like. Irrelevant. They’ll show up in D2C.Data. As refunds in d2c. Correct. Yeah. Okay? Yeah, I think that whole workflow can go away. Starting, I think so. Okay? All right. This was a time. Thank you. Me: Thanks, everyone. Them: You enjoy the rest of that single shot. Yeah. Me: Yeah. I gotta go get another double saw right after this. Them: Like, I got to be able to match this crazy person’s energy. Okay. All right. Enjoy Nashville, Jacob. Will do. Okay? See? Me: Five. Them: Ya.