Kate Gulliver

That part of the business seems to have done a bit better from a category perspective overall.

So those would be lower ticket items that may feel more comfortable for folks to purchase right now.

Yeah, we have a number of options, you know, for various financings and buy now, pay later.

We work with a wide range of partners.

I do think it's an important offering for the consumer.

So, you know, to sort of ensure good underwriting for folks and provide them with a lot of optionality.

I would say our penetration there has been lower than other more traditional brick and mortar furniture retailers.

So, you know, as we grow, we're really trying to get to, you know, sort of a more natural place there for the furniture industry overall.

Yeah, it's a great question.

So we look at the economics of the store itself.

So purchases that are directly attributable to the store and the economics of operating that store.

So as you think about the overall store for Wall P&L.

But one of the unique things about building stores who already have a well-established e-commerce brand is you do get to see a benefit in the area for the brand overall.

The other thing that we look at is, you know, what in sort of industry parlance you might call the halo effect, but really sales that are attributable to folks that maybe came into the store and then, you know, left and went and bought something or, you know, had an idea about the store being in the area because they've heard more about it and therefore then shopped on our platform.

And we've seen that continue to hold in really nicely.

We gave a stat in our updated investor presentation today that the first store, which is in Chicago,

If you look at the entire state of Illinois versus the rest of the country, since the store opened, it's had a 10% CAGR higher than the rest of the country.

And that gives you a sense of the momentum that you can get from the store.

It's obviously a very crude metric, but it's an easy way to sort of explain it.

So we really look at the combination of the store P&L and then the other benefits that come along with having the store.