80% of your store traffic doesn’t convert.

And for most retailers, that’s where the story ends.

No follow-up.
No data.
No second chance.

As Shane from The Wishlist explains, in-store is still a black hole:
Customers show intent, spend time, even try products… and then disappear.

But here’s the opportunity:
Convert just 2 more out of that 80…
That’s ~10% revenue growth without more traffic.

🎧 Exclusive Episode #618 out now
Spotify | Apple | YouTube

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Shane Lenton, founder of The Wishlist, and Douglas Low, CEO of Incu, are tackling one of retail’s most overlooked problems: what happens after a customer walks into a store, and leaves without buying.

Between them, they’ve seen both sides of the equation. Shane built his career inside omnichannel retail before launching a platform designed to unify online and offline intent. Doug has spent over two decades shaping Incu into one of Australia’s most respected retail experiences.

Today, we’re discussing:

- Why in-store retail is still a “black hole” for customer data and lost revenue
- How capturing in-store intent can unlock an extra 10%+ growth without more traffic
- The difference between data-driven personalisation and real human relationships
- Why most retailers struggle to deliver consistent service across locations
- Turning staff intuition into scalable, trackable customer data
- Why first-party data is becoming retail’s biggest competitive moat
- How AI will enhance retail teams, not replace them

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If your marketing feels like a catalogue, your customers can feel it too.

@cherrycollectables flipped the model for live shopping:
✅ Community first
✅ Entertainment second
✅ Offers last

Focus on earning trust.
Conversion follows.

🎧 Episode #617 out now
Spotify | Apple Podcast | YouTube

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Live shopping and scarcity marketing are two of the most underused levers in Australian ecommerce, and Cherry Collectibles has built its entire brand around both. In this episode, Nathan Bush sits down with Grayson White, founder and director of Cherry Collectibles, Australia's biggest trading card retailer, to unpack how a $200-a-week side hustle became a community-driven retail powerhouse with genuine, unprompted brand love.

Grayson shares how Cherry manages supply and demand when you have no control over manufacturing, why pricing at market rate (not above it) was a deliberate growth strategy, and what 16 years of live shopping has taught him about turning product drops into events people show up for.

In this episode:
• Why Cherry prices at global market rates even when it could charge more, and how that decision grew the entire Australian trading card category
• How scarcity and restocking work when the Australian dollar is weak and a 30-40% price bump would kill demand
• What Cherry learned experimenting with Whatnot and why live shopping needs to be treated as an event, not just a channel
• How Shopify Flow and a two-person human review layer reduced six-figure annual chargeback losses
• How Cherry personalises the experience for distinct collector communities under one brand roof
• What 40% year-on-year in-store growth post-COVID taught them about not writing off physical retail

Links:
• Add To Cart newsletter: https://www.addtocart.com.au/newsletter
• Website: https://www.addtocart.com.au

Add To Cart is Australia's leading ecommerce podcast. New episodes every week.

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