Robert Keane: So thank you. Frankly, this is a topic we discuss internally. You’re right, the consumer is an important part of Vista’s profitability, and it’s been traditionally that remains the case. To put numbers on it, on an annual basis, it’s roughly 20% or so of revenues, although, of course, it’s higher in Q2. One thing, Sean, and you can jump in and correct me if I’m wrong, but I think there was a thing I mean you just mentioned a moment ago that performance advertising, we’ve limited €“ pulled back last quarter, it was 13% in the quarter versus 16% the year before. So we have made some cap rate with tighter paybacks. But if you go beyond that, I think, the core is we are focusing so much on small customers where we have our biggest opportunity.
A consumer has had less focus. And we had to be clear in our small business to move that, and that certainly has impacted things like our brand messaging, our go-to-market and resource allocation generally. Again, the business €“ like all of this is traditional business was very discount driven. And as €“ away from discounts for consumers, but there has been a shift there. That said, we have created a dedicated consumer team that look €“ added resources so they can be focused on consumer around the year rather than just seeing it as a holiday. And that team has improved the product and service offering already this year. We had planned for a flat year overall in €“ $4 million, although we did that with less advertising spend, as I just mentioned above.
So the consumer category should also benefit from the improvements that we have been making and will be making €“ so it could be getting to the ease of getting new products launched, improved experiences on the site for conversion €“ integration of design services and many other things. Now another thing that should over time help €“ we’re introducing for business, for example, promotional products have interesting use cases for consumers where drinkware and apparel are good examples. And consumer-focused promotional products €“ and have been performing well during holiday. That being said, we do recognize that consumer is a far — is a base, and we see the competitive set there when holiday season comes around really spiking up €“ the advertising goes up.
And we did not — we intentionally did not chase bookings. We really try to be disciplined to stick to our set thresholds. A couple of more comments. I’d say we do have some key products like holiday cards and invitations and announcements and we are seeing changes in behavior over time that are likely leading to overall market declines. But if you look at consumer €“ category, we still feel there’s a great opportunity there. Again, it’s important to us, it’s second €“ of our business that comes through small business. But going forward, we’ll keep pushing and having consumer benefit, we front doing across the site. Sean, do you want to add anything?
Sean Quinn: Yes, I think that covers. Just to touch on I think there was part of the question, which was the things that we can do in other quarters to change if we are going to not focus on consumer, which is, as you heard from Robert, not the case, it’s still as important. It just has been secondary. And the answer there is basically everything that we’re doing across Vista to support small businesses, how we serve them, how we partner with them and how we can serve them across their entire lifestyle — sorry, life cycle and in turn, increased volume across the year in serving small business customers in addition to improvements that we can continue to make in consumer as well.
