Speaker unverified: evaluation

Transcript context

…Do you think you guys were more focused on retention than others? I don't know if we were more focused. I could tell you, though, one of the things that was happening, especially when you see a competitive fight, is you see everybody race towards it. Everybody is going to try to make offers to customers, try to give discounts, try to give coupons, free this, free that. One of the things that we had looking backwards is we actually did not have a large budget. In fact, between 2016, '17, '18, we barely were able to raise a dollar relative to our peers. As a result of that, that made it a constraint. One of the constraints is, okay, you can grow, but you cannot spend in order to do it. In order to do that, you effectively have to actually come up with ideas in the product to actually stand out and make a difference and have organic growth carry you. Then once we were able to demonstrate to ourselves first that we had a product with higher retention than other people and higher frequency, and then we were able to raise capital, then we actually made the decision to pedal to the metal and actually go and acquire customers because we had an unfair advantage. Were you more customer-obsessed than others?…

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