In a retail landscape obsessed with speed and conversion, Anthropologie has mastered something far more elusive: cultural alchemy. How do you transform a fleeting TikTok trend into a cross-category empire spanning everything from ceramic lamps to cashmere sweaters? COO Candan Erenguc reveals the operational artistry behind turning cultural moments into commerce gold, and why connection always trumps conversion. 

• Community over conversion - Building authentic customer relationships drives long-term success more than short-term sales optimization
• Cultural instinct beats data - When responding to viral moments and cultural trends, intuition often signals opportunities before data can catch up
• Choice trumps speed - Customers value optionality in how, when, and where they receive products more than just fast delivery
• Localized curation wins - Store-specific assortments based on neighborhood demographics and customer needs drive expansion success
• Cross-category trend application - Scaling cultural moments across diverse product categories (from eccentric lamps to dog sweaters) maximizes trend participation
• [00:03:13] "[Our merchant teams] are ahead of the curve, predicting trends. And if I may be so bold, they're influencing trends." - Candan
• [00:05:53] "It’s symbiotic. Our goal is to give customers what they want. But I think …sometimes they don't know yet what they want." - Candan
• [00:20:04] "Connection over conversion. You build the connection, everything else will come." - Candan
• [00:16:41] "I don't think that the most important thing is speed. I think the most important thing is choice." - Candan
• [00:19:43] "We're also at a time where people are much more savvy than we give them credit for." - Phillip

• Listen to Mindy Massey, Anthropologie Global Director of Stores, on the latest season of Step By Step.

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Retail realist Kate Fannin joins Future Commerce to explore how today’s leading brands are redefining the store experience. Spearheading Field Notes, Kate is analyzing in-store experiences at SKIMS, Swatch, Rituals, and more. In this episode, she explains why Return on Experience is becoming a critical metric, how pop-ups act as brand laboratories, and what makes some stores unforgettable while others fall flat.

• Return on Experience (ROE) trumps immediate conversion: Great retail experiences build trust and engagement over multiple visits rather than forcing day-one purchases. Customers may visit four or ten times before converting, especially for luxury or investment pieces.
• Know your brand story—and tell it consistently: The most successful stores have crystal-clear brand identity. Swatch excels because they know exactly who they are across generations, while other brands confuse customers by mixing messages or defaulting to celebrity associations.
• Sensorial brands must commit fully: Stores like Rituals in Dublin create immersive experiences (offering green tea, trial sinks, strong scents) that keep customers engaged, while half-measures feel clinical and forgettable like many current luxury retailers.
• Physical retail is about experimentation, not just sales: Pop-ups and flagship stores serve as brand laboratories where companies test market reception, gather customer data, and create shareable moments—even when immediate sales aren't the primary goal.
• "People buy stuff, they buy things, but they pay for an experience." - Kate Fannin
• "If you like their stuff, go online"—the worst possible thing someone could say about a store experience. - Kate Fannin on SKIMS
• "I wish marketing would change their name to engagement because that's really what companies and brands and stores should be focused on." - Kate Fannin

• Field Notes: Future Commerce's new premium retail analysis product measuring in-store return on experience
• SKIMS flagship store: Clinical Fifth Avenue showroom experience
• Swatch Times Square: Interactive, multigenerational retail experience with hands-on elements

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• Kate Fannin Consulting: katefanninconsulting.com

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Nicole Tapscott, Chief Commercial Officer at Knix, dissects the anatomy of category disruption in an era where authenticity trumps algorithms. Drawing from two decades of scaling high-growth consumer brands like Casper and Mejuri, Tapscott reveals how Knix has redefined the intimate apparel industry into a movement of destigmatization through authentic celebrity partnerships. The conversation unpacks strategic insights on navigating the post-DTC landscape, premium retail expansions, data-driven personalization, and omnichannel orchestration—essential intelligence for building next-generation brands that thrive on vulnerability. PLUS: We talk Knix’s latest campaign with Kristen Bell and the first U.S. store opening in New York City.

• Next-gen brands prioritize channel agnosticism over DTC exclusivity - Success comes from meeting customers where they are, whether that's TikTok Shop, Nordstrom, or intimate retail experiences designed for vulnerable conversations.
• Cultural barrier-breaking requires authentic celebrity partnerships - Kristen Bell's decade-long customer relationship with Knix created campaign authenticity that audiences could immediately sense, proving that real relationships trump transactional endorsements.
• Product innovation emerges from customer vulnerability - Knix's best product developments, from ultra-thin technology to natural fiber collections, stem directly from customer feedback about their most personal needs and experiences.
• Physical retail serves emotional commerce needs - In categories requiring trust and education, stores become "vulnerability corners" where trained staff facilitate intimate conversations that e-commerce cannot replicate.
• Mission-driven marketing survives economic pressure - As consumer spending tightens, brands with clear purpose and authentic intention will outperform those focused solely on transactions.

• "DTC is no longer a differentiator. It's just table stakes. These brands are no longer defined by how they sell their product, but why they sell, and how they integrate into a customer's life." - Nicole Tapscott [00:08:35]
• "The best campaigns are based on a true insight and great representation... someone that really represents that message in a real authentic way." - Nicole Tapscott [00:15:51]
• "Listen to the customer. They're usually telling you the answer... The if you build it, they will come mentality of former businesses does not work. You actually have to build it where they want it." - Nicole Tapscott [00:51:16]

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In luxury resale, customer relationships can span decades as buyers become sellers and vice versa. Geronimo Chala, Chief Client Officer at Rebag, explains how the brand has evolved from a simple buyout model into a comprehensive lifestyle platform that prioritizes community over transactions. From developing membership models that grow customer funds by 27% annually to creating experiences where customers connect with each other rather than just the brand, Rebag's approach demonstrates the future of loyalty in an omnichannel world.

• Community over transactions: Rebag shifted from viewing customers as individual transactions to building "a sense of community" where customers feel they "own the company" through membership and engagement models. - Geronimo [08:30]
• No channel separation: "There really is no separation between e-commerce and the physical stores" because customers naturally move between digital and physical touchpoints in their shopping journey. - Geronimo [05:31]
• Person-first data collection: Rather than focusing on brands and colors, Rebag captures customers' "internal self, their core beliefs" and lifestyles to create meaningful connections before any transaction occurs. - Geronimo [17:44]
• Curated solutions, not overwhelming options: When you have too much to offer, "we have to first get to know that customer, collect that data from them to then evaluate" which services will be most impactful, like "a concierge" at a resort. - Geronimo [23:29]

• Charles Gorra (CEO and Founder, Rebag)
• Elizabeth Lane (Chief Marketing Officer, Rebag)
• Partnership with Macy's Inc. and Bloomingdale's

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In an era where retail often feels transactional, Akira has spent 23 years proving that personal connection drives business success. Eric Hsueh, co-owner of the Chicago-based fashion brand, reveals how their 40-store chain has scaled authentic relationships without losing its boutique DNA. Eric expands on how technology can enable human relationship, rather than replace it.

• Authenticity over automation: Akira actively combats formulaic retail interactions, training stylists to engage genuinely rather than asking "Can I help you find anything?" which Eric calls "nails on a chalkboard." - Eric [07:12]
• Micro-wins build macro loyalty: Individual moments—like finding the perfect jeans after 90 minutes—create lasting relationships that compound over years. "That's authenticity. And that is micro wins leading to building a business." - Eric [21:03]
• Technology enables, doesn't replace: Tools like texting and client data enhance personal relationships rather than scaling impersonal outreach. The focus remains "the one on one relationship, the personal connection." - Eric [16:14]
• Character comes first: When hiring, Eric prioritizes "energy, intelligence and integrity," with integrity being "first and foremost" because authentic relationships require genuine people. - Eric [09:14]

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After 33 years of redefining retail, Anthropologie has mastered creating stores that serve communities rather than just selling to them. Mindy Massey, who oversees stores across North America and the UK after 26 years with the brand, reveals how they've shifted from conversion to connection—empowering 10,000+ employees as community curators while maintaining authentic relationships at scale. Her insights offer a masterclass in why this approach matters more than ever as younger generations reshape retail expectations.

• Amplification over transformation: Anthropologie didn't reinvent their service strategy—they amplified 33 years of authentic relationship-building with better tools and deeper community integration. "I would say more than transformation. It's been like amplification... Our service strategy has always been built on a foundation of genuine connection." - Mindy [02:52]
• Wide lanes, strong guardrails: Success requires high accountability and clear brand standards while giving local teams wide creative latitude to serve their specific communities. "We do provide guardrails. But the lanes are kind of wide open for a localized approach." - Mindy [06:41]
• Authenticity drives KPIs, not vice versa: The brand prioritizes genuine relationships over metrics, trusting that real connections naturally generate better business outcomes. "The authenticity of the relationships is what drives the KPIs versus the KPIs driving the relationships." - Mindy [09:26]
• Ordinary to extraordinary: Every element of the operation embraces the philosophy of transforming simple materials into unexpected beauty. "So much of our heritage is steeped in making the ordinary extraordinary. You find something really simple and you make it super innovative." - Mindy [13:36]

• Tricia Smith (CEO, Anthropologie)
• Rockefeller Center store holiday display

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Live at Klaviyo London, Kunle Campbell joins Future Commerce to explore the tension between idealistic wellness brands and the realities of scaling in a capitalist system. Kunle and Phillip explore intentionality, identity formation, and how conscious consumers can navigate the cascade of marketing messages while staying true to themselves.

• Pure idealism faces scalability challenges: Growing wellness brands often must compromise their founding principles to reach broader audiences and achieve economies of scale, as demonstrated by Whole Foods' evolution from commune cooperative to mainstream retailer.
• Identity exchange drives commerce decisions: Every purchase represents an identity transaction where consumers either align with authentic values or fall prey to manufactured personas pushed by predatory marketing tactics.
• Self-knowledge enables intentional consumption: Understanding your personal predispositions (Kunle recommends DNA tests, blood work, meditation, or breathwork) allows for more conscious brand alignment and purchasing decisions.
• Consciousness awakening shifts market dynamics: Social media influencers educating consumers about ingredient transparency and wellness principles are forcing traditional retailers like Tesco to create accelerator programs for "Better For You" brands.

• [00:01:56]: "Culture is communication, it's community. It's the zeitgeist... At the core, if you go deeper into culture, I think the value system is very, very fundamental." – Kunle Campbell 
• [00:06:22]: "In order to change the world, like at scale, you're going to have to make some compromises... Pure idealism is not enough in a capitalist system." – Kunle Campbell 
• [00:19:25]: "Marketing clutter says, 'this is an identity. Claim it. Take it,' and then you lose your inner person." – Kunle Campbell 
• [00:26:35]: "Don't lose self... There are brands out there that would sort of merge with your own unique wants and needs based on what you need for yourself." – Kunle Campbell 

• John Mackey's "The Whole Story" book and Whole Foods' evolution
• Joe Dispenza meditation methodology and body scanning techniques
• Tesco's Better For You brand accelerator program

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Will systems-driven commerce be the death of our (Brian’s) peace? This week, Phillip and Brian explore how artificial intelligence is reshaping expertise, the chokehold inflexible systems have on modern life, and the meaning of the digital afterlife. Plus: learn how brands like American Eagle are balancing controversy and virality to shock themselves into relevancy while feeling minimal aftershocks.

• The ChatGPT Expert Problem: AI is enabling a new class of "nouveau experts" who cite disparate cultural theorists like Freddie DeBoer and Peter Turchin to sound authoritative, creating sophisticated-sounding but potentially hollow analysis
• Peak Inflexibility: Modern life is increasingly controlled by inflexible systems that eliminate human judgment and serendipity, from cell phone stores that can't override basic functions to restaurants requiring months-advance reservations
• One-Round Game Marketing: Brands like American Eagle are adopting political-style "one-round game" tactics, where temporary controversy and outrage generate attention without long-term brand damage, as demonstrated by Sydney Sweeney's "good genes" campaign
• The Post-Internet Brain: We're outsourcing memory, emotions, and even nostalgia to algorithms, with AI potentially eliminating the need to ask questions by providing contextual information before we realize we want it
• [00:25:55] Brian: "I believe that there is a set of business leaders out there that see ChatGPT as a way to make decisions about their business... they're sending it to an entity that effectively is confirmation bias."
• [00:24:27] Phillip: "What we found in our primary research is that TikTok doesn't show up for direct like spear fishing—that's Amazon. It doesn't show up for inspiration like window shopping—that's Instagram. And it doesn't show up for entertainment or learning—that's YouTube."
• [00:54:49] Brian: "Someday we're not going to call it the internet anymore, actually. Because it's actually an extension of our brains. It's a way for us to store information."
• [01:13:54] Phillip: "A blonde woman talking about her good genes. You’re telling me that not one person thought about this? This is perfectly engineered for outrage."

• Jack Conte on X: TikTok vs. YouTube as search engines
• Alex Greifeld on X: “One round game marketing”

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The hunt for certainty is killing creativity.

Rory Sutherland, chairman of Ogilvy and the poet of persuasion, joins us live from Klaviyo London to challenge marketing's obsession with thin-tailed attribution. Brands are facing an existential crisis in an increasingly brandless, chat-interface powered world, but Sutherland believes that current measurement models are not designed to allow marketers to test, fail, learn, and grow, systematically destroying breakthrough potential.

• Technology evolves from option to obligation: Parking apps that liberated us from coin machines now trap those without smartphones, while McDonald's screen-only outlets eliminate human flexibility
• Marketing is fat-tailed, business is not thin-tailed: "10% of what you do delivers 130% of the value, but you don't know what the 10% is in advance." But marketing’s current measurement system is designed for us to fail. Attribution models punish necessary failures and do not credit long-term breakthroughs
• Interface changes redistribute power overnight: When fundamental interaction modes shift from typing to voice and stores to apps, established advantages can disappear instantly, creating opportunities for complete market disruption
• Brand value is multifarious, not monolithic: Fame, trust signals, and decision-making heuristics remain valuable even as chat interfaces challenge traditional brand expression. "People will come and find you rather than you having to find them." – Rory Sutherland
• [00:06:13] "Interface change is always disruptive, because if you change the interface within which people choose and act, you fundamentally change behavior." - Rory Sutherland
• [00:20:25] "There's a concern I always have about technology, which is the extent to which a lot of technology arrives as an option and ends up as an obligation." - Rory Sutherland
• [00:42:47] "There's a danger that what [AI is] doing is enshrining groupthink. It's taking groupthink and effectively engraving it." - Rory Sutherland

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