How to Avoid Stockouts in Q4 (with Restock Limits)

Paul Sonneveld
I am your host, Paul Sonneveld. And today we are talking about what you can do as an agency, or as an aggregator to help your clients and brands stay in stock during peak trading season. Now, to help us do this, I've invited Chelsea Cohen to join us and share her expertise. Chelsea is an Amazon Inventory Management Expert and the co-founder and CEO of SoStocked.com, an Amazon Inventory Management Software.

She's an Amazon seller, speaker & consultant. Her regular clients include 7 & 8-figure sellers. She has been featured on AM/PM Podcast, 7-Figure Sellers Summit, Seller Events & the Prosper Show among others. So brings with her a broad range of experience to the conversation today. Thank you so much for being on the show. Chelsea.

Chelsea Cohen
Yes, thank you so much for having me.

Paul Sonneveld
It's I know you've just moved house and I really appreciate you making the time for us. As you know, we are in the middle of I call it peak season. You know, Q4. Where everything sort of happens. But before we talk about, you know, what sellers and brands can do this year, I just want to take a look back at last year and get your thoughts on Q4 2021. You know, what did you see from inventory management point of view and particularly some of the pitfalls you experienced?

Chelsea Cohen
Sure. Yeah. Last year, we obviously have restocked limits that everyone was, you know, starting to get the idea of restock limits. Of course, they went away the beginning of this last quarter. But, you know, we had a lot of restrictions, a lot of logistics issues. We have things like striking, there was a lot of strikes going on. There was a lot of turnover in the warehouses and that turnover led to a lot of slows in terms of check-in times for Amazon.

And we'll talk about it a little bit more in terms of logistics and how to get your inventory checked in faster. But one of the things that cause a lot of these slows in terms of, you know, you'd get something delivered, but then you wait five, six weeks for it to be checked in. That tended to happen a lot and happen for specific reasons that can be avoided. That's stuff that I would try to mitigate against which we can talk about.

But we did see that because of strikes and because of the massive amount of turnover that Amazon had with their warehousing staff. So that added a lot to the additional strain. Besides restock limits the check-in times were just horrible, alot of port closures, a lot of slows at the port and that type of thing that was kind of a climate for 2021.

Paul Sonneveld
That brings back a lot of memories just you talking about it. I think we've all forgotten what a challenge last year was and I'm sure this year, Q4 is not without challenges. So you've mentioned a couple of things that we're going to talk about today. You know restock limits, check-in times and we'll cover some other things as well but let's start with the limits. Being able to have a larger restock limit is obviously critical. It provides the oxygen to your sales. So let's start there. What do you see some of the really good sellers and brands do when it comes to restock limits?

Chelsea Cohen
Hmm. Yeah. So there are a couple of things and you kind of have to prepare in advance which, you know, we're getting kind of down to the wire. I mean, there's still about a month out from Black Friday. The, the restock limits are based on your sell through rate over the last 90 days. So, as you increase your sales, your restock limits should be going up. So, the focus right now would be on let's increase our sales. Let's increase our sell through and what that means. Sometimes it's smaller orders more frequently because Amazon's number one metric that they use for inventory is sell-through.

And that basically means how quickly do you turn over inventory, when you send an inventory, how soon do you get it to be sold? And they actually have the calculation available and it looks at your 90 days of sales versus how much inventory you held on average in the FBA warehouse for that 90-day period. So, that is what's what they consider sell-through. So if you look at your 90-day sales, that is going to dictate your future restock levels.

Smaller orders more frequently would be something to focus on some of the ways that you can also bolster this. Increasing your sales is something that you'll want to do. You can do this by using multi-channel fulfillment and Amazon last year, helped to increase people's restock limits based on the fact that they were using multi-channel fulfillment. They were almost bribing people. We haven't heard it in the past or in this last quarter to be something that's happening. But last year, they were sometimes doubling people's restock limits based on the fact that they had connected their Shopify accounts. My opinion is that they want shopify's information, and they're making a lot of strides in that direction.

Plugging in your multi-channel fulfillment, your Shopify, your eBay, whatever it is, could help to increase your restock limits and then having that backup of fulfilled by Merchant. What that will do is any sales that come through by fulfilled by Merchant will add to the top of that sell-through rate, that 90-day sales, it will be counted as part of the 90-day sales, but it won't be counted as stock that you're holding at Amazon. So, it kind of tips the scale to increase sell-through rate by adjusting kind of that average just the math, the way, the math works out. So those are some of the things that should be thought of when you're looking at restock limits.

Paul Sonneveld
That's really interesting. So, if you're selling across multiple channels, you can use the Fulfillment of your other channels as a way of boosting your limits. And then you can if you like the, you know, the Math equation right when it comes to sell-through rate. That is so interesting. So, you know, your boosted. The numerator and keep the denominator, the same. That's on this work, right? That is very interesting.

Chelsea Cohen
Yeah, it's interesting. We do a news every week. We either report and or write up some news and we’ve been doing a lot of reporting on Amazon and Shopify, and Amazon has been making a lot of moves against Shopify and Shopify is kind of coming back. But some of them have to do with warehousing and with the data that they want to get from Shopify. So I honestly thought that restock limits were going to be gone for good.

At the beginning of the year, first two quarters, I was saying to everybody, you know, you have got to be careful that can bring it back at any time. And then at a certain point, when they launched by with prime basically said, non-Amazon sellers can use FBA and will fulfill even if you don't sell on Amazon. And further, they reported the first down quarter, since 2015. They reported a 3.8-billion-dollar loss and most of that was based on the warehousing expansion. So, I thought they're not going to bring back restock limits because they have so much space that they're giving it away to non-Amazon sellers. Then restock limits came back. And I have a theory as to why that is, but we can obviously get into that.

Paul Sonneveld
Very interesting. What else should brands and agencies think about when it comes to restock limits?

Chelsea Cohen
Mmm, sure. Yeah, let's jump into things that hurt your restock limits. Stockouts obviously will hurt your restock limits excess inventory, stale shipments, slow sellers all of these factor into that sell through equation. A lot of this directly affects your inventory performance index score. But if you look at every single one of those points on the IPI score, they all have something to do with sell through. So we kind of boil it down to just focus on, improving your sell through. You know, increasing your number of sales while you're decreasing the amount of inventory or holding at Amazon. That's going to help your restock limits.

So, stockouts obviously decrease that top number. That number of total sales. Excess inventory increases the bottom number, which you don't want, you want to decrease the bottom number while increasing the top number. And then stale shipments. Same type of thing. If you've got stale shipments, those are being counted against you. So, if you’ve got shipments in working status, that you're not actually going to be sending that is counting against your inventory. It's being counted as inventory because Amazon thinks that you're going to send it. So you want to delete those. And then slow sellers are another thing that you know look at how can you move your slow sellers so that they're not a drag on your restock limits.

Paul Sonneveld
Yeah, very interesting point about this stale shipments, I mean because that's just being disciplined about the paperwork, right? And just making sure that you run a really tight ship and operation. Certainly, I think that's ones certainly easily missed. You've mentioned this calculation actually a few times. I think you may have a slide on this anyway, but be great. Would you mind just for us that are sort of mathematically inclined, if you could bring up that sell through calculation?

Chelsea Cohen
Yeah.

Paul Sonneveld
Always really interesting to see how does Amazon think about this?

Chelsea Cohen
Yeah, let me go ahead and throw it up because I had to jump into a different slide.

Paul Sonneveld
There it is. Perfect.

Chelsea Cohen
So yeah. So this is the the calculation units orders ship within the last 90 days divided by the average units available. So that equals your sell through. So if you have 9,000 units that you sold and you holding 3,000 units on average, you would see a 3 in your sell through. Everyone can go to the inventory dashboard. Look at their inventory performance index and look at sell through, and you should have a number tied to that.

So you would hope to see a higher number, maybe not so high because that means you're turning inventory so quickly that it may not be cost effective in terms of your shipping cost but I would say shooting for between 1.5 and 2 or even 3. Three is great, but not necessarily always possible because of you need to hold at least 30 days worth of inventory, to ensure that you have a proper dispersal of inventory throughout the country. So you would have in order to get a monthly turnover, this would be one of the scenarios. And then if you had a quarterly turnover, you would have basically the same amount of inventory that you sold was the same amount that you held on average. And that's kind of how math works out.

Paul Sonneveld
Yeah, great now that's very, very clear. Thank you for doing that. Excellent. Yeah. Any final thoughts on that? I know we only have time to cover some of these topics, you know for a small amount of time. Final thoughts on the restock limits before you tackle some of the other challenges that are before us?

Chelsea Cohen
I'd want to bring up in terms of restock limits there is a hack just like last year, we have the hack of if you had your Shopify, then you would increase your restock limits. There is a way to circumvent restock limits. You can actually get restock limits waived for some of your inventory. And that is the reason that I think that restock limits came back. And it's a program that Amazon launched the same week they launched the return of restock limits.

They launched something called Amazon Warehousing, and Distribution. And that is basically Amazon saying that they want to become your 3PL. Send stuff into Amazon, pay them, like you would have a 3PL for storage and that type of thing and they will keep track of what needs to be sent in. They will send inventory in and they will keep you in stock, and you can send, however, much inventory You want to them. Because you'll be paying them fees on that. And that inventory that you send to them is not subject to restock limits. Anything at your own 3PL which I do advise not to use Amazon as your only third-party logistics, if you are using the AWS or a AWD program because it is a new program and it's untried. You don't want to put all your eggs in that basket necessarily and that's all.

Paul Sonneveld
Yeah, that is a great. So, basically allow Amazon to take a greater share of your logistics wallet and you'll get greater limits or no limits or at least from now. Who know what that looks like next year, at the end of day warehouse space is not finite. So, there's always some constraints at some point. Just this program, you just mentioned before, is that an invite-only program or is that open to the broader set of community?

Chelsea Cohen
Right now, it has been invite-only may be possible to reach out and find out if you can get an invite. I've suggested some people because we sometimes set up to archive certain emails from Amazon, ignore them, or they get filtered in some way, because there's so many emails, we have stuff set up in our Gmail accounts, or whatever it is. Search, invite or search Amazon Warehousing and Distribution. Search these types of keywords in your emails and you may have already been invited.

Paul Sonneveld
There might be an invite very deeply there in your own inbox. Well, this was a great segue to talk about our next topic which is all about Logistics Flexibility. This year, what is on your list of things that seller should think about when it comes to being flexible around how they run and operate the logistics?

Chelsea Cohen
Hmm. Yeah, so Logistics Flexibility is something that I started talking about I guess last year. It’s basically, when I started talking about this, I had someone who said that, they use the system and they haven't stocked out since. And we've moved from prior to 2020, we were basically at using what was called, Just-In-Time Inventory, you know, sending things in just when you need to. Nowadays, we have to use what's called Just In Case Inventory. So, there's been more of a doubling up of extra inventory that you keep at various different places, just in case you can't rely on Amazon, to check your stuff in or, you know, something gets stuck at the port.

So there is a golden rule to adopt, which is never let anyone have all your stuff, you know, otherwise known, as don't put all your eggs in one basket and the system would have to include, how do we buy in for more inventory? And at the same time, make sure our cash flow isn't doesn't go crazy. So you would, if you're sending its, let's say a whole container. Okay, I'm going to send it to full container. That's putting all your eggs in one basket. You're putting everything on a boat and hoping, you know, crossing your fingers that it's going to be checked in on time. And then, of course, when it gets stuck at port, you know, you're kicking yourself. Yeah. So, you know, at this point, what do you do about that? Instead of ordering a container load, be ordering a container plus say a month or two of inventory, additional inventory.

To control the the cash flow you want to negotiate with your supplier to hold the excess inventory for free, which they'll often do for say three, you know, three months or so, you're not paying for storage on that. So that helped your cash flow and then you can also usually could talk them into. Okay, let's pay the initial payment, you know, full payment but then I'm only paying the final payment on what ships. And if you still have my excess inventory I haven't paid you yet for that. I've only paid you for the container that shipped for that final payment.

Then if you have an emergency, you have that inventory, you can Airship it. But only, if you need to, you don't want to Airship it, unless you absolutely need to incur the cost and it's going to be more costly to run out. So that would be kind of how you would set up Logistics Flexibility. Gives you the option to make a different move rather than locking you into to being stuck at the at the behest of someone else, you know, messing up or whatever.

Paul Sonneveld
Yeah. Are you starting to see a move into more inventory being held on Shore? And what I mean by that is not yet an Amazon FBA but in third party, where houses just to create that buffer and just in case inventory sounds very expensive from a working capital point of view. But I mean, I think we all realize that is, unfortunately the option. But what do you see in North America here or in Europe?

Chelsea Cohen
Yeah, there is definitely been an increase. There are people who never had a 3PL in their life and then 2020 came around, and they had to because of restock limits. So, because of restock limits, most people are for forced to, to have a 3PL to have an additional fulfilled by Merchant option, as well. Separate from, you know, a 3PL that does your replenishment just sends cartons or pallets into Amazon FBA. Also, the trend has been to have an additional option to fulfill your orders.

If Amazon doesn't check your stuff in, you still want to be able to take sales on Amazon and not rely on Amazon is the only way to distribute those products to your customers. So, those are two things that we have seen crop up and become more popular in the past couple of years. It's mostly because you can't trust the supply chain and Amazon to restock limits,

Paul Sonneveld
Yeah. Now that's unfortunate but very true. So stocks in the country have got options in terms of bringing you there, we've got flexibility getting it into Amazon as the next question, right? Particular around, How can we speed things up? There's nothing more frustrating than setting. Oh, sending whole container or a whole big shipment into Amazon, only for it to be checked in the Tuesday after Cyber Weekend, right? What do you do to avoid situations like that?

Chelsea Cohen
The first thing that I will say is talk to the owners of your 3PL, your Freight Forwarders, the people who are actually shipping your stuff in. A lot of time, what we tend to do is well, go on to Amazon we’ll set up our shipment, we’ll get the shipment paid for, we’ll send it over to our 3PL almost like hey can you ship this out? Here's everything you need to do that. And of course, they're going to do it. They're busy. They don't take the time to pick up the phone and tell everyone. Here's a better way to ship your stuff. To understand why it could take your stuff gets delivered and then four weeks later, it gets checked in. To understand why that could happen, you need to understand that Amazon controls a lot of the trailers that are actually picking the stuff up. And if they don't control the trailers, they own a lot of the trailer.

So if they don't own the trailer, they own contracts and relationships with a lot of carriers. And they say, if you want to send stuff in, you have to drop it off and we'll check it in when we have time. You drop the trailer. You usually pick up a new trailer and leave. That's kind of the system they set up but things start getting backlogged especially because they had so much turnover last year. That's what has been happening, things get backlogged, and they don't get checked in right away.

What you want to do, it's going to be more expensive. It's going to tend to be more expensive, but if you've been having these problems, you'll want to pay the extra money for something called Live Unload. And that is usually a company that has not bought into, you know, agreeing with Amazon. It’s not an Amazon trailer, they don't have a contract that says drop your trailer. When you get the delivery date that's give or take a couple of days. That's the check-in date. The stuff gets unloaded directly into the warehouse. It doesn't get you know left and you know to die in some parking lot somewhere.

So ask your 3PL who's the best you know, that you use for Live Unload. I want a Live Unload or can you get me a pricing on a Live Unload and that would be the the question to ask. There are different companies that do it, but one of them that was recommended by the owner of Hub Dub, Eddie. He recommended something called Uber Freight for Live Unload.

Paul Sonneveld
So in other words, there's a decision to make. There's 3PLs that you can get your stock to Amazon's parking lot. I just visions of trailers just sitting outside the massive Distribution Center waiting, you know, quietly waiting to primers to get around and then there's Live Unload which means you are allocated a specific fixed lot to deliver your goods you'll be checked in at time.

Chelsea Cohen
Yes, exactly. And often, Amazon might favor, you know, in terms of delivery dates, they might favor their trailers, so you might get a later delivery date. But if you really care about is what I call Net Check-In time. If your delivery date is later, but your check-in time is earlier, that's what you really care about. You care about when it's checked in. Even if, you know, you're getting it in the parking lot.

Paul Sonneveld
And in terms of the actual receipting process by Amazon, certainly we've been doing a lot of work on the Amazon vendor side. And this is such a big topic. Sending 100 units, Amazon only receipts 98 to go missing all that. And of course, there's accost of those missing things and chargebacks and all that. In peak trading there's the opportunity cost of not having the stock to sell, even if it's a small percentage. What are the best sellers do in terms of these? How do I make sure that the receipt rate of Amazon is as close as possible to 100%?

Chelsea Cohen
I mean, that's a tough one. I don’t know if anyone has kind of really dialed that in because there's a lot of human error involved. I would say, just not committing errors on your end to begin with. Making sure that each of those shipments were delivered. And sometimes you need to look at, let's say you're doing loose cartons, your shipping and cartons rather than pallets, making sure that you see the tracking numbers, and that it's actually moving and tracking, because it's possible that at your warehouse, you left something off, and we've had this happen ourselves with loose cartons. It can also happen with the pallets doesn't make it onto the trailer.

Those are errors on your end that you can control. And then just being accurate from the inspection point at, at the order side, or the supplier side, to the 3PL, making sure that you have your stuff, your ducks in a row and then, you know, that helps to mitigate some of those issues. And then, of course, hoping that Amazon's warehousing staff is competent.

Paul Sonneveld
Yeah, it sounds like reading between the lines. A lot of this comes down to the relationship with your 3PL and how they're performing for you and make sure they are really on the ball and they're not dropping things or delaying things or not delivering full loads sounds like a great relationship there is super crucial.

Chelsea Cohen
Yeah, I think so. I mean I look smarter than I am because I talk to these types of people, 3PLs, Freight Forwarders, they have the most up-to-date information, they are very smart, and a lot of them are happy to talk with you and I find it very interesting, some people find it, most people find it very boring. I find it very interesting especially because it can, you know, keep a lot of money in your pocket.

Paul Sonneveld
Yeah, for sure, for sure. We’re getting close to the half an hour mark, but there's another quite big topic actually at least want to touch on which is, you know, the interplay of marketing strategies and sort of driving that above the line activity versus staying in stock and that whole balancing act to avoiding stockouts and really two questions for me to actually might be just be good to remind our audience, What is the price of going out of stock, because I think there's a couple of different lenses to that. And then, how do you think about marketing strategies, alongside out of stock? And one of them will say, well, you know, if we don't sell anything, we will have worked great in stock position. It's clearly not the answer. Where is that balance?

Chelsea Cohen
Yeah. So in terms of some of the prices of going out of stock, obviously, now we have restock limits to think with. And if we have if we stocked out then that's going to decrease our restock limits.

Amazon only cares about what you've sold. They don't care about what you could have sold, so that side of things. And then financially, there are a lot of different costs involved. Obviously, running out of stock and not being able to sell. Coming back in stock and having to pay to re-rank is another one, but the cost that people don't consider are the costs beforehand. So, if you've marketed yourself into a stockout, I know that prior to restock limits coming about.

The number one reason that people stock out with because they marketed themselves into a stock out. Another one is they put all their eggs in one basket. Those are the two main issues. They gave all their stuff to someone Amazon or put it on a boat or whatever ran out of stock or they discover they went to an event. They discovered a really cool hack for boosting their, you know, conversion rate or whatever it is and they couldn't sustain.

So those are some of the main causes of stocking out that I would say and that was how I came up with Inventory Minded Marketing as I call it specifically because nobody wanted to talk about inventory but everyone want to talk about marketing. So I decided that if I you know, invented a term and said Inventory Minded Marketing would connect the dots between those two things and show how inventory and marketing are directly correlated. And if you get good at connecting those two and coordinating them, you can actually increase your revenue but also your profitability.

Paul Sonneveld
How to make inventory sexy as a topic, right?

Chelsea Cohen
Yes. Yeah.

Paul Sonneveld
So, how are you thinking about that? What will be your top three things for sellers to think about?

Chelsea Cohen
Sure. First off is the marketing team needs to get their marketing plan to the inventory team. You know, what sales are you planning on doing? What are you planning on? You know, What do you think is going to happen seasonally? Do you have any Lightning Deals planned? All of those things, you should be sending. PPC I think I'm going to increase sales by, you know, 10% because I'm doing this PPC campaign. Or if what if I increase my conversion rate by 3% with a tweak to my bullet points, whatever it is, that needs to go to the inventory team and the inventory team vets that against the your SKUs and can give you the go-ahead and say, okay, this is all great. This one SKU is going to stock out if you do that lightning deal. So you need to hold off on that lightning deal. Until we get back in stock on this date or whatever it is.

So that would be first and foremost. And then beyond that, the inventory team is not off the hook, It took me about a year to realize that marketing wasn't the only one to blame. That inventory had been this passive role and they really need to give data to the marketing team, right? They need to proactively say, hey here are the products that at this pace, you're going to stock out of stock out risk report.

What are you going to stock out of the marketing team can adjust their plan accordingly. And then, what are we having in terms of slow sellers? I would say that's a range of let's say for a business 5 to 20% 5 to20 units a day. In my business, I consider that a slow seller versus a liquidation product, which is below 5 units a day. I'm not going to save this product at all. Get rid of it. Get it off of my books, get it off of my catalog. Slow seller, I could possibly save. If I don't save this product, if I don’t move it at the top of the list, it's going to fall out the bottom of the list, and it's going to completely, you know, destroy my profitability. So, those two reports and then finally, the Overstock report, which could be your best sellers, could be your slow sellers. But what am I carrying? Let's say more than 90 days of inventory that can be used to either sell through it and quick and boost your restock limits.

You can also recover that cash, put it to some, some better use and use it for ranking. If you want to rank for another keyword, you've got a best-seller that you have 120 days of inventory. Let's blast some of that inventory and rank for a keyword that we're not the bottom of page one. Let's get it to the top of page one. So these reports become very valuable to marketing if they actually choose to use them and know how to use them to improve their marketing plan.

Paul Sonneveld
Sounds. It's the typical kind of question, right? Which is communicate share information. What do you see? What do I see? Let's build a plan around that. In terms of our maybe we'll sort of a, you know, off-pieced a little bit here. But what does it look like in terms of like weekly interaction between the inventory team, or the supply chain team in the marketing team? Of course, there's different models, but if, you know, if there's a brand that's listening to this podcast. How where do I start? What will be a good place to facilitate that interaction?

Chelsea Cohen
Sure. I think the easiest one is the marketing team giving a plan to the inventory team. Because that seems to be more that those systems are more setup. But then so you would say, okay, here's some of the steps. These are the plans that we have for these SKUs, list out the SKU list out the plans that you have. We actually have a free template If you went to sostocked.com/ tools. We have an Inventory Minded Marketing Planner that you can use to send this to your Inventory Team and then as far as the inventory reports, those should I guess created in an Excel spreadsheet. We have the ability to build those inside of SoStocked.

But could also potentially create those inside of a spreadsheet take a couple of, you know, exporting and reports and filtering and analyzing. But those sellers would be based on, Okay, here's my range 5 to 20, you know, units a day. These products fall within that range, you know, these are the products that I have too much you know, Overstock on that type of thing.

But generating those reports, and on a weekly basis, The inventory team in a perfect world, the inventory team would supply those four reports to the marketing team, the marketing team would have their plan. But then take the reports and say okay, well, we didn't realize that this SKU is actually about to stock out. Let's back off of that. This SKU is slow seller. We need to boost that. We're going to do a campaign. So let's say, you know, put into the marketing report that we're about to send inventory an increase in 10% because we're running a special PPC campaign or something.

Paul Sonneveld
Make sense. I think that's a great call to arms for kind of two different departments. Who I think traditionally have always been on different floors. Probably on different zoom calls these days to really collaborate for the sake of really balancing maximizing sales, staying in stock, and actually using some of the different parts of your inventory, typically the liquidation stock, overstock section to use those to your strategic advantage, you know, maybe drive your ranking sell through, whatever that might be.

So very, very insightful. Thank you so much Chelsea. Unfortunately, we are out of time. I'm actually passionate about this topic as well, although, I don’t think anyone could be, especially as you are. But there's a lot of knots and bolts here that make really practical difference. So I really want to thank you Chelsea for coming on the show today. I really appreciate the expertise, the generosity that you brought to the table. I have written out at least six things that I think are just practical nuggets like, multi-channel fulfillment and using some of the new programs with Amazon, working, in a new way with your 3PL and collaborating better internally as an organization which I think you're going to really make a big, big difference.

So thank you for providing those. I always ask at the end of the show. If there are viewers interested in getting contact with you or exploring SoStocked, perhaps, what's the best way to do that for them?

Chelsea Cohen
Yeah, they go to sostocked.com/connect. There's a lot of our socials there, demo account or demo of the software, as well as free tools, and just various different things, that would be helpful.

Paul Sonneveld
Excellent! Thank you so much Chelsea. Till next time. And that's it for today's episode of Marketplace Masters. Thank you so much for watching or listening if you are listening to this as a podcast. Don't forget to visit merchantspring.io. to see exclusive offers only available to viewers of this show till next time.