Tim Morris: Head of Ecommerce at Stan Ray

^{Joe Fox (00:00.974)}
Hey everyone, Joe Fox, president at Grow Wave. I'm here with another episode of Retain Grow Thrive. Today I have a very, very cool guest. I was very lucky to meet Tim a couple of months back when I was in London at an event we hosted. Tim is actually a client of ours and I'd now like to say that he's a friend, but I'm really excited to introduce Tim Morris from Stanray. Tim is also

a very affluent entrepreneur in the fact that he is creating his own app for the Shopify ecosystem. I don't want to steal his glory there. So I'll let him introduce the name and introduce exactly what problem and pain points that app is going to solve. But I'm super excited to have Tim here because Stanray is personally one of my favorite merchants in the US. I love their heritage. They're actually based nearby here in Texas.

albeit Tim is based in the UK, but I'm looking forward to having him here in Texas at some point soon so I can take him out to do all the barbecue and the shooting and all the fun Texas things. Tim, thank you so much for coming on board, mate. How are you today?

_{Tim Morris (01:11.798)}
Yeah, yeah, really good. Thank you. Thank you for having me.

^{Joe Fox (01:14.489)}
Absolutely. Of course. Absolutely. I'm glad we could make this happen. mean, I know we spoke about it, you know, a couple of months back when we met in person, but it's great to have you on today. And I think as a starting point, Tim, do you want to chat a little bit about sort of like your background in e-commerce and then lead into, know, tell us more about Stanray as well. think, you know, I'm obviously familiar with the brand. know a lot of,

A lot of our audience will know the brand as well, but tell us a little bit more about what Stanray do as well.

_{Tim Morris (01:50.402)}
Yeah, sure. So my background started in marketing, progressed to digital marketing, where I had a little bit of time with Accor Hotels, which is one of the largest, if not the largest hotel groups in the world. I was managing their APAC digital marketing for, I think we had about 40 hotels at the time. So that gave me a really good insight into

the commercial side of digital marketing, but also gave me hands-on experience with all your big platforms, your Meta, your affiliate marketing, Google Ads, et cetera. That has evolved, so I've become more of an e-commerce, a head of e-commerce in my previous two or three roles, both for fashion brands.

because that's where my interest lies and I've been lucky enough to end up with these guys Stan Ray. Like you mentioned, Joe, they're an American brand with American origins in Texas, so about 50 years old now. Essentially, they're fashion workwear. think car hut, but cooler.

^{Joe Fox (02:49.218)}
Yeah.

^{Joe Fox (03:10.017)}
Agreed. Agreed. No, but it's such a heritage brand. It's amazing. And I think the quality, you know, the, Stanray quality is something that, you know, totally stands out. Like, you know, for, for heritage brands, you got your Filson's, your Carhartts, those are kind of, you know, the, the, the main ones. But I think the beauty with Stanray is that you guys haven't lost that essence.

_{Tim Morris (03:14.338)}
Thank

^{Joe Fox (03:37.34)}
of, you know, being a proper American workwear brand. I Filson is now, you know, majority of their products. If not, it would have to be at least 95 % of their category is all, is all, you know, made overseas now. Whereas I know with Stan Ray, you guys still do, or am I correct in saying all of everything is produced locally or majority?

_{Tim Morris (04:00.015)}
I wish that were the case. So the history of Stan Ray is that it was a family run factory in Texas. We still use them today. Same guys, same process, same pants. And they're what we call our core classics. So they come from the original factory. But as Stamrey has grown, I guess, and diversified over the years, hence why we're over here in the UK,

we actually got the license for Stan Ray and then we started to internationalize the brand and add additional product lines to what was originally just workwear pants. So yes, we do still work with the factory. I'm very happy to work with them. They produce a lot of our core range. We do outsource to, I think we've got some places in China and Turkey to produce some of our licensed goods.

But what that's enabled us to do is to really kind of broaden our horizons, reach newer audiences, but also maintain good margins, which obviously is important for growth. And I'd say, you know, we have, we will always work with the founders. That's true to who we are. But if we want to grow and become a little bit, you know, scalable, we have to look at other solutions as well.

But that opens up opportunity, also, I guess, some barriers that we're learning to overcome as a business.

^{Joe Fox (05:39.179)}
Yeah, absolutely. I mean, I think staying true to those core products still being, you know, manufactured in that same way is such a cool, you know, iconic story because so many brands haven't done that, right? Like you've obviously got to diversify, you've got to grow, you've got to expand, go international, all of those sorts of things. And it sounds like you've done that in a very efficient and effective way that's still true to the core brand, which, which I absolutely love.

and to, and the quality, you know, is obviously still as good, which I think is really impressive. So that's amazing. obviously there's quite a lot to dive into here because, know, obviously as well, as I mentioned at the start, you have your own app that you're launching as well. So I want to, I want to save that for the second half. I kind of want to dive a little deeper into the sort of day to day at Stanray.

and the core focuses that you have at the moment for any of the watchers or listeners of the podcast who are, know, brands themselves. I think there's a lot they can learn from you because you've done everything so well. So one thing I'd like to know, Tim, is like, what does your kind of like core focus look like now? Obviously, head of Ecom, there's a lot of things as we know that go into the funnel and into the...

you know, logistical side of things and the general messaging and everything. But what are some of the key kind of initiatives that you're focused on at the moment at Stan Ray?

_{Tim Morris (07:13.966)}
Sure, yeah, that's a really timely question. We're going through a number of positive changes at Stan Ray at the moment in terms of resource, structure, processes, tech stack, all of the above with the overall plan to provide 10 times growth over a short period of time. So...

With that, we've been looking at all of the strategy and the processes in place. One of the key things that we've introduced over the last couple of years is looking at third party logistics, which has enabled us to internationalize far more effectively. Shipping and carrier costs are down, duties are down, so we can therefore offer a better price whilst maintaining our margin on our products in those markets.

^{Joe Fox (08:09.002)}
love that. That's that's something that I feel a lot of people overlook, right? Like, is they look more around the cost of the acquisition, they look more around. So they'll look at the cost of the acquisition, they'll look at, you know, LTV, they'll look at those sort of metrics, but not the metrics around how to make their normal process more profitable, right, and maintain good margins. So that's really forward thinking that you're looking at that.

‍
_{Tim Morris (08:13.739)}
Yeah.

_{Tim Morris (08:39.63)}
Yeah, I mean, we know where the demand is coming from. We've got a lot of organic growth and that's being fed from our wholesale. So our wholesale channel does about 60 % of our business. And from that, you organically get the PR, the exposure, the reach in new countries and different markets. And off the back of that, we need to support it with our e-comm offering.

which means all of the top of the funnel marketing activity that goes with it, translations, personalised and localised experiences, payment gateways, all of the above. So as and when we build out our wholesale, we then look at it from an e-com perspective and decide what we need to do to introduce a localised experience for the customer.

^{Joe Fox (09:30.452)}
Love that. And do you find that through utilizing, know, Shopify, that's been a relatively efficient move to make? Like, do you find that Shopify has really been able to support those regional expansions and growth in the way that you want it to?

_{Tim Morris (09:49.731)}
Yes, as a whole, yes, I think the off-the-shelf kind of solution definitely allows you to internationalise quite effortlessly. However, I don't want to give the game away, one of the frustrations was about internationalisation and merchandising, so visual merchandising on site when you have multiple markets and multiple fulfilment locations. I think Shopify is getting there.

^{Joe Fox (10:16.274)}
Mmm.

_{Tim Morris (10:19.278)}
I think the introduction of markets is fantastic, but I can lead into this in a little while. But one of the frustrations at Stanray was that we weren't able to offer the visual merchandising that was required when you sell completely worldwide, globally. So as a brand, in apparel, we will have our spring, summer and our autumn, winter seasons.

^{Joe Fox (10:40.114)}
Yes.

_{Tim Morris (10:48.258)}
Well, if you're in the Northern Hemisphere, that's great. If you're in the Southern Hemisphere, it's completely different. It's a completely different time of season for them. And at the moment, the frustration was that we weren't able to then merchandise accordingly.

^{Joe Fox (10:53.586)}
Not so great. Yeah.

^{Joe Fox (11:04.597)}
So like based upon IPGO it would show different... yeah okay yeah yeah

_{Tim Morris (11:10.51)}
Well, all selected, whether you toggle the location selector, ultimately a bestseller will be a site-wide bestseller. But that might be great if, as we do have probably about 40 % of our traffic and sales from the US, another 40 % from the UK. So 80 % of our sales will be driven by what season they're in. But then we'd

^{Joe Fox (11:29.501)}
Yeah. Yeah.

^{Joe Fox (11:38.16)}
Yes, yep.

_{Tim Morris (11:39.17)}
We do actually at the same time sell to Australia, New Zealand, South Africa, quite big growing markets for us, but they're gonna be showing best sellers based on the season of the Northern hemisphere and vice versa. So we needed to address that.

_{Joe Fox (11:45.151)}
Yes, yeah. Yeah.

^{Joe Fox (11:52.604)}
Yes. Yes. Yeah, absolutely. And on that, do you have like, would you ever have separate sales based upon region? Because then some markets would clean up very well if it was like coming into their season too, right? So like Australia, obviously about to head into their sort of summer, you know, US, UK, we're heading into our winter or our cooler season. Does that?

Why an issue too? Is that something you've had to face?

_{Tim Morris (12:24.494)}
Yes, more so let's say with Australia we actually fulfill all of our Australian orders out of the UK at the moment. That's soon to change but what that means is Australia will have, will do a web order for the UK, predominantly the UK market which means Australia kind of gets to see the wrong season at the wrong time.

^{Joe Fox (12:34.491)}
Okay, yup.

_{Joe Fox (12:50.759)}
Yes. Yeah.

^{Tim Morris (12:51.806)}
So we're in the process of changing that so that we can actually offer the right season to the right market at the right time.

^{Joe Fox (12:59.954)}
Yeah, no, that's, that's fascinating. I, I mean, we can, well, you and I have to dig into that a little more offline. Cause like, I could talk about that stuff forever. Cause I love those, you know, kind of problem solving elements of Ecom, right? It's like, it may not necessarily be something that people are thinking about all of the time, but for a, you know, massive international growing brand like Stanray, you know, that's very much a consideration. So that's super interesting.

Tim, on that note, know, Stan Ray Heritage brand, huge following. I imagine that your, you know, LTV is is massive, like a customer would repeatedly be buying. You got a ton of loyal customers. I know that, you know, from from what I can see on the on the grow wave data side of things. Diggin, can you tell us a little bit more about, you know, how everything works for you from a

_{Tim Morris (13:29.486)}
Yeah.

^{Joe Fox (13:55.461)}
loyalty perspective from a social proof perspective, from a reviews perspective, because I imagine that not only is there a huge element of that, that comes through on the e-comm, I think there would be so much that, you know, is referred through from, as you said, your wholesalers, because you guys are, you know, in a lot of wholesale locations. but also I imagine it's a very much a word of mouth thing, right? Like it's, it's kind of one of those things.

You know, I'll give an example is like, was talking about the dinner we had to a friend here and I was talking about, you know, Stan Ray and how they're a customer. It's like, Oh, I've heard of them like blah, blah, blah. They're in Texas. Cool. Like, and I'm 90 % sure he bought two jackets from you guys. So if you did, you can share the commission revenue with me. I'm kidding. But you know, it's, it's a, it's a word of mouth, you know, kind of a brand as well, but digging a little bit with me around.

_{Tim Morris (14:39.439)}
Thank you, thank you.

^{Joe Fox (14:52.498)}
How are you utilizing loyalty and social proof to really drive, you know, repeat sales with Stan Ray?

_{Tim Morris (15:01.327)}
Yeah, well, actually, I'll dig into that. beforehand, what I would say is something that we've got to factor in. And you're absolutely right. It's a very desirable brand. It's a cool label, right? So people do want to talk about it. It isn't high street yet. So people like that. People like a little bit different, whilst we retain the quality. However, as I said at the start, our plan is to actually grow so we do become

^{Joe Fox (15:11.856)}
Yeah. Yeah.

_{Tim Morris (15:30.255)}
bigger and more recognized and the balance for the brand there is to say, yeah, we want to be known. We want everyone to hear of us, but yet retain the, I guess, the cool identity of being a lesser known brand. So that's going to be a problem for a few years time. But in the short term, you're absolutely right. I we launched with Growave probably about eight months ago.

^{Joe Fox (15:45.893)}
Yup, yup.

_{Tim Morris (15:59.992)}
Not long after I joined Stan Ray actually, noticing that they didn't really utilize a rewards program or collect reviews for that matter. And I identified that as an opportunity or a necessity for us to be able to scale. So having worked with various platforms in the past, I ended up settling on Grow Wave in my previous roles. And I know Value for Money,

the functionality, the customer service, all of the above makes it almost the perfect solution for what we needed at the time. So we introduced what we've called our StanRay Union, which is our rewards program.

^{Joe Fox (16:48.977)}
Great name by the way, really great name. That's spot on, very much on brand. So I love that.

_{Tim Morris (16:55.759)}
Thank you. I can't take the credit for that one, but yeah, yeah, I think it works. And we've had really good engagement with it, you know. So one of the things that we wanted to do off the bat was to try and increase that second purchase. We're driving huge amounts of new acquisitions to the site, which is fantastic. But with the points program, we're now able, we've got another reason to speak to the customer rather than just being product or sale or price based.

^{Joe Fox (17:24.037)}
Mm-hmm. Yeah.

_{Tim Morris (17:24.771)}
can go back and say, hey, you remember you've earned these points because you joined and because you made that first purchase and you might as well use them. So it's a more positive way of approaching the customer to get that second acquisition and get a repeat purchase.

^{Joe Fox (17:42.352)}
I love that. how are you finding out like, you sort of, you know, I guess, eight, did you say seven, eight, nine months or around that timeframe? How are you, how are you finding that for in terms of like your LTV, your repeat purchase rate? Like, are you noticing quite an impact from that?

_{Tim Morris (18:05.22)}
Yeah, we are. So overall, our growth has been good this year. But what we have seen, even though we're acquiring new customers, we are getting a higher percentage of repeat customers at the same time. Yeah, so we're feeding that funnel really well, but then we're maintaining it with those repeat, which obviously saves you in those extra acquisition costs for the cost of a few points. I think at the moment we're

^{Joe Fox (18:18.33)}
Amazing. Amazing.

_{Tim Morris (18:35.044)}
you know, a pound a pound a point. So every pound you spend, you get a point back, hundred points, you then turn that into a cash discount or potentially free shipping. Those seem to be engaging with the customer. And like I said, it gives us another positive reason to come back.

^{Joe Fox (18:55.182)}
Yeah, I love that. love that. Not just because of the grow wave factor, but I just love that because I think it's so important. Like customer acquisition costs are just going to continue to rise. you know, especially now with like everything around AI and like all of the AI tools and the LLM stuff. And, you know, I've had a few guests on talking about SEO that's specific for LLM. And it's like, you know, you yourself as an, as a head of e-commerce sitting there saying, my goodness.

more stuff I have to do. And then the acquisition costs rising. I think, you you're someone who's cracked that code by saying, look, we, we, we do need to continue to focus on all of those things, but being able to get repeat purchase and encourage customers to be loyal is priceless. So that's amazing. And out of curiosity, because I know every vertical is slightly different. What about reviews?

Are you finding that a lot of like, are you finding that it's usually, there's a lot of customers that are happy to leave a review after first purchase, or do you find it second purchase or how do you weave that into your funnel?

_{Tim Morris (20:06.64)}
We do invite a review after every purchase, whether it be the first or tenth. And I think the uptake is fairly consistent. What we will find though is that, and this is a fairly new function I believe with Growave, is that we're getting multiple reviews off the one order. So previously, I think...

_{Tim Morris (20:34.506)}
before we started with GrowAvert standard, you could place a review, but you could only leave a review for one product. All right, yeah, that change has been really significant. we're now, because our customers do place an order for multiple products in the same time, we're now able to collect those reviews for every single one of those products that they've ordered. And what you'll find is that if a customer leaves one review for a product, they'll leave it for all of them.

^{Joe Fox (20:41.825)}
Mm-hmm. Mm-hmm. Yeah. Yeah. Yes, that is correct. Yeah.

^{Joe Fox (21:04.311)}
Yeah, absolutely. love that. These are stuff that makes me happy to hear. And I love, you know, well, I love, regardless of whether it's a grow wave or it's, you know, Klaviyo or any of our tech partners, I love hearing that innovation is working, right? Like it's all well and good for us to build improvements into a product. But when you actually hear use cases of how that is working and how it's helping, I love to hear it. So.

That's fantastic. And I think that's a really nice segue now that, sorry, you go Tim. Yeah, yeah.

_{Tim Morris (21:38.021)}
Yeah, can I just jump in as well? the integration with Klaviyo is significant for us. So we've set up tagging, customer tagging. So if they leave a four or five star review, they get tagged with a positive customer review tag. That feeds into our Klaviyo and we're running a flow that will then email those particular customers.

^{Joe Fox (21:56.024)}
North.

_{Tim Morris (22:06.328)}
inviting them to leave a review on our trust pilot and or our Google profiles. So we're able to target the ones that we know have had a good experience. And that's seen a really positive conversion rate.

^{Joe Fox (22:09.72)}

Yes.

^{Joe Fox (22:20.655)}
and then utilize that for SEO and other. Yeah, that's really, really cool. And just not sure if you're aware of this feature as a side note, but we can now integrate into your Google shopping reviews as well. So I'm not sure if you're already doing that, but if you're not, I'll get CS to reach out and I'm sure you probably already are, but.

_{Tim Morris (22:39.564)}
No, I saw that. Yeah, previously we were using a third party, another third party app to submit it to Google Merchants Center. That's all switched over now. So we're using.

^{Joe Fox (22:46.07)}
Yes. Yeah. Yeah.

Yeah. Well, that process, just so you know, is very painstaking. It's Google, obviously, you know, completely very, very, you know, focused on protecting their transparency and everything like that. So I think they do run an audit process every single year. Once you have that relationship with them that we now have that direct integration. So fascinating. But once again, I don't want to digress too much, but look,

I think this is a great segue. We're talking about Growave, we're talking about Klaviyo, we're talking about SAS. We've gone really in depth on Stanray. I want to use a couple of minutes on this to talk about your latest project. I really think that's important. I think there'll be a lot of agency partners of Growave who are watching this who will find a lot of value in what you're creating.

Can you give me the elevator pitch on that and how people can get in contact if they're interested in trying that out? Because I'll make sure it's connected in the show notes, I really, partners, my partners who are watching, I think you'll get a lot of value out of this. So Tim, can you please dive into that?

_{Tim Morris (24:05.072)}
Yeah, totally. Thank you, Joe. So this has come from real life experience and frustrations with utilizing markets in Shopify. For Stanray specifically, and I touched on it earlier around visual merchandising being a little bit difficult when you're using markets. A collection is a collection. The way it is sorted will be shown to all markets in the same way.

But as I mentioned, you have different buying behaviors, whether that be seasonal, whether it be demand, interest, stock availability, all of those things mean that actually, if you want to visual merchandise a site utilizing Shopify markets, you're pretty limited. So the old way of doing things would be to have a multi-site approach. So if you're gonna go into the US, you would have a .com, if you're in the UK, would

and would have your subdomains or subdirectories. What that means is that would end up every time you have a new subdomain or subdirectories you would end up doubling your work because you've got to merchandise each site independently.

^{Joe Fox (25:18.669)}
Thanks.

^{Joe Fox (25:22.316)}
And that's a lot of mucking around if you've got lot of skews. Like that is, that's nightmare material. Yeah.

_{Tim Morris (25:29.594)}
Well, it is, and then you've got the tech aspect of it in terms of, you know, making sure each one is connected to the correct marketing channel with the correct URLs. All of those things make it for a business of our size at the moment, unfeasible to consider that as an option. So we looked at the scope of what we needed and what was missing and what was already out there in terms of.

some of the features we wanted and third party apps. And we found that some apps might work with markets, but they wouldn't offer the full functionality. And other apps might work with locations, different fulfillment locations. But again, it wouldn't offer the full functionality we needed. So what we've ended up doing is creating a new app, which is called MarketWise Merchandiser.

^{Joe Fox (26:23.114)}
Market wise, merchandiser, I'll make sure it's linked below. Yup.

Tim Morris (26:26.735)
Thank you very much, which is soon to be released. We're going through the final pieces of QA. What this app will do, it will allow you to merchandise each collection by each market that you have. And that will, so you can do it manually, you can do it with all of the usual sorting methods that Shopify offers. So new to old, old to new, et cetera. But importantly, it will also do it based on bestsellers by market.

_{Joe Fox (26:42.284)}
Love that.

^{Joe Fox (26:56.99)}
Nice, nice. So it's pulling that data. Is it pulling that data? Yeah, lovely. Yeah.

_{Tim Morris (26:57.489)}
and it will also pull that data, but you also within the settings are able to set a look back period per market. So because we don't sell as much in Australia to the US, let's say, we would have a longer look back window in Australia so that you get more data to work the best sellers and you can control that by market.

^{Joe Fox (27:09.641)}
Nice.

^{Joe Fox (27:21.785)}
I that.

_{Tim Morris (27:25.553)}
So that's the core feature, but we thought, well, let's solve all of the problems. So another problem is back-in-stock notifications. So we don't have this on site at the moment because I couldn't find a suitable app that would work with the three different fulfillment locations that we have. So if you were to restock, which we do because we've got our core classics, so they come back in into stock throughout the year, it should never be out of stock.

^{Joe Fox (27:42.121)}
Mmm, yeah, yeah.

_{Tim Morris (27:53.626)}
If we were to restock them in one fulfillment location and you'd signed up for a notification, that notification would be sent regardless of the customer's market.

^{Joe Fox (28:03.895)}
yeah, that's dangerous. Yeah, yeah. And that can really frustrate a customer. So you've addressed that. Love that.

_{Tim Morris (28:11.875)}
Exactly. Yeah, so you would you would link your back in stock by variant by market. So when the customer subscribes for the back in stock, it will recognize which market they're previewing and then it will then see which location fulfills that market and only when that location gets replenished will the customer get the notification.

^{Joe Fox (28:37.067)}
I love that. Super clever. I love apps when it's fulfilled out of a pure need and you've seen this massive gap in the market, identified multiple use cases for it. Any brand, essentially, that is working in different markets that's seasonal is gonna love this. So your audience for this is massive.

As I said, I know a lot of our agency partners work with brands that are in that similar situation. So I encourage our agency partners who are watching to please click on the link below and check that out because that's going to be a game changer and save a lot of time, which I love as well.

_{Tim Morris (29:20.209)}
That was part of the reason behind this. But there are two other features, if I may. One of the more significant features is labeling. So product labeling on the collection pages on the PDPs. So again, I couldn't find any other label solution that would work with markets specifically.

^{Joe Fox (29:28.299)}
sorry, keep going, keep going.

_{Tim Morris (29:49.746)}
There is one that works with IP, but that's not entirely reliable. So what this means is that if you were to show the customer the percentage discount as a label on the product title, at the moment, it will only look at the site's default price and compare at price to calculate the discount. But of course, when you've got catalogs, you've got

^{Joe Fox (30:04.852)}
Mm-hmm. Yep.

_{Joe Fox (30:14.506)}
Okay, yep, yep.

^{Tim Morris (30:18.689)}
different price list. So we might we might discount and we do discount differently per market depending on inventory and demand. So we might have a pair of blue pants in the UK with 50 % off in the US with 20 % off. At the moment it would show 50 % off to all markets even though it's different. So what we've done is we've provided a solution that will look at prices per market and show you the according

_{Joe Fox (30:28.051)}
Absolutely.

^{Joe Fox (30:34.1)}
Mm hmm.

^{Joe Fox (30:38.793)}
Yes, yeah, okay, yeah, yeah.

_{Tim Morris (30:48.081)}
discount for each market.

^{Joe Fox (30:51.218)}
Nice, nice. Yeah, that's, that's, no, get to the last, the last one. yeah.

_{Tim Morris (30:54.991)}
So, well, no, just to continue with that as well. So, free shipping, again, we offer free shipping in all of our markets, but with different price thresholds, purely to do with margins and the shipping costs, depending on one of the three PLs that fulfills our market. we, for example, in Europe offer free shipping on everything.

In the UK it's on orders over £95, in the US it's on orders over $90.

^{Joe Fox (31:27.486)}

Yep. Yep.

_{Tim Morris (31:32.527)}
What we've done with the labels is within the global settings you're able to set the threshold per market. And then the label will recognise the market price of the product, determine if it qualifies for free shipping and then it will apply the free shipping label dynamically based on the market per product.

^{Joe Fox (31:43.018)}
Okay.

_{Joe Fox (31:57.296)}
Nice. Nice. That's super clever. So it's like, once again, you've literally seen all the issues that you were having and facing, you know, working across multi regions, multi markets, and you've came in and just said, I'm going to build this, I'm going to build this, I'm going to build this. That's so clever. Like so clever.

^{Tim Morris (32:18.322)}
The only other option, like I said, was a multi-domain, multi-website approach and we just don't have the resource to do it. But like you say, most of these things, most of evolution, guess, or inventions, they come out of need, So being firsthand, being at the coalface, experiencing these myself, it's given us the ability to kind of really understand the problem.

^{Joe Fox (32:37.863)}
Yes. Yeah.

_{Tim Morris (32:47.418)}
and solve it effectively. And then, sorry, the one last thing that this does, and this is just a bit of a bells and whistles, but linked to the free shipping threshold, we also have a progress bar that you can apply to the car. It's a bit of a standard visual merchandising tool.

^{Joe Fox (33:06.043)}
on us.

^{Joe Fox (33:10.161)}
No, but it's, it's, it's, it's a huge CRO tool, right? Because it's like, you know, on a mental level, seeing that, you know, I will pay, I will overpay to not pay shipping. know that I'm like that. So it's a very strong, you know, kind of motivational driver for consumers. So I think that's fantastic. And I think the fact that you've so thoroughly built out this product is super exciting. And I know, you know, as

_{Tim Morris (33:14.831)}
Exactly. Yeah.

^{Joe Fox (33:40.143)}
As I said, when we spoke about it very briefly, when we caught up in person in London, it was like, this is going to be massive. think, you know, I think it's a really, really, really cool tool. And I know a lot of, you know, agency partners who will be, who have been probably looking for a very similar tool and in a very similar position, but soon they'll be able to find it. And probably by the time this releases, that'll be available. So that's super exciting, mate. Congratulations on that. It's no.

No small feat, so congrats.

_{Tim Morris (34:11.794)}
Well, thank you. And thank you for your advice and support and insight through this. And just to add, this isn't a finished product. We're going to continue to invest in it, continue to evolve it. if there are feature requests, technical issues, as we launch, there will always be teething problems. We've got our team in place to be able to make those fixes, take on board the feedback, and try and grow this so it becomes even more useful.

based on other people's experiences and needs.

^{Joe Fox (34:44.604)}
Love that, love that. And it's, you couldn't have a more defined ICP because it's essentially any econ manager, any agency working with brands in verticals that are seasonal, really. I mean, like that's the quickest ICP ever and the most distinctive ICP ever. So, mate, you're gonna crush it. That's incredible. Congratulations. Super excited to continue to watch the success for sure.

_{Tim Morris (35:09.383)}
Thank you.

_{Tim Morris (35:13.542)}
Yeah great, well I'll definitely keep you informed.

^{Joe Fox (35:17.071)}
Absolutely. Absolutely. look, we could chat forever. I know that we'll do a part two of this. There was a lot that we covered here, both from a, you know, market wise and a Stan Ray position. so look, I, I'm really, really grateful for you coming on board. how can people connect with you, Tim? Obviously I'll link market wise, I'll link Stan Ray in the show notes.

But you know, is the best place for people to be able to speak to you directly? that LinkedIn or?

_{Tim Morris (35:48.434)}
Yeah, totally. Reach out through LinkedIn. I'm not too sure what my profile details are. Here we go.

Tim hyphen Morris hyphen nine zero zero seven. You'll see, you'll see. Cool. Well, you'll see me with my lovely golden Irish dog. So can't miss the profile. But yeah, feel free to reach out that way. Alternatively, if it's Stan Ray related, it's tim@sunny-up.com.

^{Joe Fox (36:06.824)}
Okay, I'll link it as well. I'll link it, yeah.

^{Joe Fox (36:16.484)}
Absolutely, absolutely. Absolutely.

^{Joe Fox (36:29.896)}
Awesome. Mate, thank you so much for coming on board today. I thoroughly enjoyed this conversation. You know, I think, as I said, we covered so much in such a short period of time, and I'm sure the audience got a lot of value out of this. And I definitely like to do a part two, you know, so we can dig even more into the success you're having with MarketWise within the next sort of six to 12 months. I have no doubt that's going to take off like a match to gasoline.

super excited to watch that journey. And I know the audience will be very interested in hearing about that success because we do have a lot of other app founders and everything who watch this. as I said, partners and customers. So I think we added a lot of value to the entire audience. So I really appreciate you coming on,

_{Tim Morris (37:19.379)}
Thank you very much. And can I just say, we've seen at Stan Ray in the time that I've been there, about 35 % growth on Ecom. And that's whilst we're trying to get our ducks in a row. So we haven't invested any additional money. We've just changed some of our processes and some of our tech stack. And one of those is Growave. So bringing Growave on board was...

I mean, it was seamless. I'd used it before, but it is seamless. And it's opened up the opportunity for those repeat purchases, that customer loyalty that we were really missing. So I have no doubt that the growth that we have seen, despite not investing any more money, is being supported by Growave. And I'd happily recommend it to anyone who's

who's researching the right platform, the right app. I've used multiple in the past. I've been with Growave probably for about four years now with different clients, different retailers. And yeah, I think out of the box, it's perfect.

^{Joe Fox (38:34.566)}
Thank you so much for that. really, really appreciate that. That's the stuff I love to hear that that for me is as refreshing as three cups of coffee in the morning. So I really appreciate that, man. Thank you so much. yeah, Tim, appreciate it, mate. Very, very excited for, you know, our partnership and our friendship to continue to grow in the coming years. But I'm very, excited, you know, to to see everything.

The growth you're having with Stan Ray, the growth you're going to have with MarketWise, it's awesome. So these podcasts are my favorite thing to do in my role. And this has been a fantastic one. So thank you so much for coming on, Tim. I appreciate it.

_{Tim Morris (39:17.809)}
Yeah, likewise. Thank you for inviting me.

^{Joe Fox (39:20.716)}
Awesome, man. Audience, thank you so much for tuning into another episode of Retain Growth Thrive. That episode with Tim Morris was a breath of fresh air. There was so many like epic, epic insights, whether you're an e-comm manager, whether you're a agency partner of ours, whether you're a tech partner of ours, whether you're a customer of ours, or you're an e-commerce person in general, tons of tons of good insights there. So please check out all the links below.

I encourage you to connect with Tim on LinkedIn, follow the journey of Stan Ray and Market Wise. And once again, thank you for tuning into the Growave podcast, Retain Grow Thrive. I'm your host and president at Growave, Joe Fox. Thank you.