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Welcome to Travel Buddy
Airlines often rely on fare discounts to compete in a highly price-sensitive market, but this strategy can erode margins and weaken brand differentiation. In this episode, Rachel Satow and Jessica Steinberg discuss alternative approaches to marketing airline travel rewards that focus on value and experience rather than price alone.
They explain that while competitive fares are necessary, airlines can stand out by highlighting added value. A key strategy is identifying customer friction points across the travel journey, from booking to arrival, and solving them with thoughtful offerings like family-friendly boarding, seamless hotel check-ins, or integrated activities within travel packages.
The conversation also emphasizes storytelling as a powerful marketing tool. Instead of promoting discounts, airlines can market emotional experiences—such as the joy of a direct flight or the anticipation of a sunny getaway—which protects margins while building brand loyalty.
Finally, the hosts recommend analyzing multi-year customer data to uncover hidden travel demand peaks and search trends. By understanding when travelers plan trips and what they value most, airlines can design targeted campaigns, partnerships, and packages that drive engagement without relying solely on price competition.
Transcript
Brandon Giella (00:01.322)
Airlines are famous for having razor thin margins and competing any way that they can and one way that they do that especially when it comes to travel rewards is by discounting their fares very price sensitive market but that is not the only way to market your travel rewards so today we're talking with Rachel Satow welcome back to the show as well as our expert Jessica Steinberg welcome back to the show as well you are the travel packaging marketing manager for Switchfly and have lots of insight to share with us. So let's dive in. Talk to me a little bit about why competing on fare alone and price alone around discounts is not the only way to do this kind of marketing around your travel rewards.
Jessica Steinberg (00:48.876)
Yeah, I think in this very competitive landscape, obviously, fare is really important. And ultimately, especially when customers are coming from places like Google Flights, they're seeing all the fares right there in their face. If yours is far higher, then you might lose out. But really leaning into the value that comes with that fare, think customers are more and more demanding that the fare not only be low, but also include everything from free Wi-Fi and flight, maybe even a free drink, depending on what kind of seat they book, the carry-on, et cetera. And so I think it's really important not only, yes, to hit the right fare, but also make that value really apparent for the customer, because if it's not obvious, they might miss it.
Brandon Giella (01:30.072)
Agreed. Especially for folks that are in the Travel Awards program for the airline, I imagine they are more invested in finding the right experience for them. However you might want to phrase that or however might that look, but they're willing to do some deep diving on like, okay, this is actually a brand that I want to align with. Okay, yeah, great.
Rachel Satow (01:51.297)
Yeah. And I would, I would add that, you know, I think it's a reflex to do fare discounting when demand softens, just simply because, you know, you're seeing a lull, let's quickly, let's quickly do a discount because maybe that'll stir some engagement that last minute engagement. But when you are constantly doing sales-led marketing or you are constantly only focused on the price, you are advertising and competing in the most crowded aspect of the market because that is a message that every other brand can also do if they're also seeing a lull. Whereas if you're aligning more with, you know, the experience-led, the storytelling aspect of like, this is a brand that I actually want to align with, you know, it can, it can go miles for you, pun intended. But like that sales-led messaging, really, you know, it compresses the yield and it undermines your brand differentiation. Like that's the bottom line. If you sound and look like everyone else because of the messaging that you're putting out there for a marketing perspective, you are going to be just like everyone else.
Brandon Giella (03:04.949)
That's right. It's a heavily commodified market and competing on price makes you even more of a commodity and it might not be the only way to do that, even though it's probably one of the easier levers to pull, but there's other ones. So before we get into that, because we've got a bunch of different ways of approaching this kind of creative, some of these ideas or strategies around marketing in this way and driving value. Before we get there, Rachel and Jessica, talk to me a little bit about why is it that airlines default to this discounting approach. Like what are some of the reasons there? Because I think we empathize with that. Like this is a, there's a lot of reasons why it's actually, you it makes sense why this is happening, but it's not the only way to do that. So talk to me a little bit about that, about what some airline leaders might be thinking.
Jessica Steinberg (03:52.78)
Yeah, I think it's a very reactive tactic and it's quick, right? It's a really quick lever that you can pull. It's a very obvious lever that you can pull and one that customers see pretty immediately. And that's why, you know, own channel marketing for so many airlines is so important because those customers are paying attention to when you're on sale. But I think then you end up in this kind of stressful, reactive environment where you're having to go on sale every time you see a lull.
And while that might help sometimes you might also be training customers to wait for that and so finding other ways to you know get the value across while again keeping the fair low enough that you're competitive but not too low where you're you know diluting what you're offering I think there's there's a happy medium in there somewhere and I think how you keep
revenue up on non-sale days looks different for every airline, but I think there's a lot of testing and thought that has to go into finding what works, and then even then it might change. So it's a lot of kind of nimble movement in the market.
Rachel Satow (04:52.47)
You kind of mentioned this already, Brandon, but, you know, price and when you are, when you are in such a competitive market, like airlines, price is the most visible lever that airlines have to pull. Because of that competitive transparency can almost force the, the, the need for discounting because if you see one of your direct competitors doing it at that moment, you almost have that gut reaction of like, or what do they know that we don't know? Because price is the most visible lever, I would agree that with Jessica, it's one of the most reactive marketing tactic you probably have.
Brandon Giella (05:36.534)
Yeah. And I empathize too with the, on the consumer side, because you've of course got your OTAs and these aggregation tools that just pull up all the prices. Like you mentioned Google flights. And then you've also got like the points guy and going.com, formerly Scott's cheap flights, RIP. But you know, that you get this email blast or notification on your phone of like, Hey, you can fly from here to Paris for 400 bucks. And it's like, great.
All I need is a metal tube with a seat in it I'm gonna be there, because I don't really care about anything else but the price. So I get that. But at the same time, I think digging a little bit deeper and depending on the kind of audience you're trying to reach and the customer base that you have, especially on the reward side, I have searched many, many times to move away from the credit card that I currently use to an airline branded card.
if it provided the right experience. I just can't seem to get away from the card because I like the whole experience of the card that I currently have. But I really saw it. So I like empathize on both sides of that coin. So we'll talk more about that. But talk to me about some of these other levers that you guys are thinking through that you've seen in your research, seen in the data on the Switchfly side.
Rachel, you mentioned like this kind of sales-led approach and things like that. There's a component of storytelling that I wanna get into that I think is really important, but talk to me about some of the things that you guys have seen in your research and what some other things that might be good to consider at least for 2026.
Jessica Steinberg (07:07.532)
Yeah, I think, like I said, it's going to differ for every airline. But when you look at what other levers are there, I think you have to look at the customer that you're serving. And this definitely applies to packages, first and foremost. When you look at the customer experience from
you know, boarding their flight to landing to even getting to their hotel. If you're, we're talking about a package, where is there a natural friction in that experience or that journey that you might be able to help solve? Now, obviously there's costs associated with that. So you have to do that exercise and figure out what's worth it to dive into. But I think again, finding that maybe natural point of friction in that customer's experience, whether it be, you know, long boarding times, can they board early? Is there, you know, a language barrier at the hotel? Does there need to be someone there to help them when they check in or
Brandon Giella (07:34.712)
Hmm.
Jessica Steinberg (07:53.406)
or a welcome glass of wine and things like that. So just thinking about how to make their experience from end to end better, and then being able to offer that experience, but also market it and lean heavily into it on the marketing front. I think depending on where your top routes are, where your customers are flying from and flying to for the most part, I think the answer will differ, but I think that's kind of the first step in finding what lever to pull next.
Brandon Giella (08:06.946)
Yeah.
Brandon Giella (08:19.936)
Okay, let me see if this if what you said called to mind for me if this makes sense. I am 35.
I am married with two kids, three and nine months old. I am looking for the smoothest possible travel experience. It has to be in between nap times. It has to be where my wife can nurse or like a lounge is really great because it's a little bit more private, it's quieter, my kids can run around a little bit. Like there's all these things that I am now as a parent of young kids thinking through when I'm traveling and I want to travel, it's just freaking hard. So anything that an airline could do
They could market or create packages or whatever to say hey, you're a young parent with kids We're gonna bump you up to the first group. You're gonna board early. You're gonna have this and that and we're gonna here's a great time to fly Here's a great time to check in at this, you know these different moments. Are there things like that that You think in a really creative, you know, let's say like all bets are off Really creative strategies like thinking through that kind of thing. Like is that what you mean by the friction points?
Jessica Steinberg (09:25.944)
Totally, and I think that's a great example is the kids. I think it depends again where that point of friction is for you. Like you said, it might be boarding or getting them on the flight and having an experience whether it's a separate lounge or an area for diaper changes, things like that, or.
kids eat free at the resort that you're checking into. And if your customers as an airline, call it 80 % of them you know are traveling with children, then those are things that are absolutely worth looking into and fronting that cost of having the kids eat free breakfast or whatever it might be at the resort or giving the kids an extra snack in flight, things like that. I know we've seen airlines these days are promotions around families get to sit together and organizing seats in a way that makes sense for them.
Brandon Giella (09:56.301)
Yeah.
Jessica Steinberg (10:14.576)
think again, if that's something that the airlines find is helpful for their customers, it's absolutely a lever they should pull.
Brandon Giella (10:22.838)
And if you're listening to this podcast and you have the power within your grasp to add mac and cheese to any of your offerings of dining experiences, please do that because my three year old eats nothing else. Thank you. Rachel, what, what else, what else are some other levers to pull?
Rachel Satow (10:42.081)
Yeah, so I mean, I think where we were saying essentially, make sure you know your customer and Jess, you might have an example with our current clients that might align with what I'm about to say. I think.
At the end of it, it's not just the friction points, it's also recognizing commonalities between your customers and are they continuously asking for certain things that you don't currently offer because that is a huge opportunity for you to shift your marketing to, or even your offering to align with what people are really asking for. don't know, Jess, if you want to chime in with Bermudaire and what you are seeing.
Jessica Steinberg (11:22.348)
Yeah, absolutely. And in that example, Brunei did a really great job of finding that again, to Rachel's point, not just even a friction point, something that they know their customers want and would really appreciate. And so now they can offer golf tee times in Bermuda as part of a package. so customers seamlessly can add their tee time to their package. Before it was a little bit of a manual process for both the customer and the airline. And so now it's easy and they're able to also run promotions off of it. so, you know, add a tee time to your package.
and get upgrade to business class, your bags fly free, things like that. It just opens a lot of doors when, again, you not only look at the friction points, but also things that make the customers happy. And that's, again, huge for an example like Bermuda Air, but that might not be applicable to every airline. So it's about finding that lever, I think, that fits.
Rachel Satow (12:02.751)
He
Brandon Giella (12:12.524)
Hmm. So maybe a fair question is like, if you were to go back, you know, your marketing team, strategy team, what is it about our airline that makes us unique? What is the distinctive experience that we can offer that not many other people can? Is that a fair, fair thing that maybe can prompt some of this? Yeah.
Jessica Steinberg (12:33.004)
Yeah, absolutely.
Rachel Satow (12:33.118)
Absolutely.
Brandon Giella (12:35.896)
Yeah, I like that. So that's good segue into, we were kinda talking before we started recording about the story-led marketing, story-led approach. I have a thousand things to say, but I want you guys to just jump in. Just like, what do you mean by story-led marketing? And what does that look like applied to an airline in this case?
Rachel Satow (12:47.137)
You
Rachel Satow (12:57.193)
Yeah, so, go ahead, Jess.
Jessica Steinberg (12:57.463)
Yeah.
I can kick this off. So I think the feeling of being on vacation is one that I think most people want most of the time. And so I think selling that and having a tie back to the airline is really important. for example, you just launched a new route to service, new destinations. Now customers in a specific city can fly direct to the Caribbean, for example.
Brandon Giella (13:09.046)
Mm-hmm.
Jessica Steinberg (13:24.59)
And so maybe the fares aren't the lowest in the market, but you know that this is a new route that customers have been wanting. And so you're now servicing that need and being able to dive into the feeling of being able to take a direct flight. think everybody, when they go to look for a flight, they want to fly direct if they're going to, you if they have a specific destination in mind, nobody I don't think wants to connect. And so even just something as simple as that and diving into.
the feeling of being able to fly direct or even speaking to the flight, the distance, if you fly from Fort Lauderdale to the Caribbean, it is a really quick and easy flight. so making that prominent in marketing, I think is something, again, it doesn't cost you anything, it's just true. And so things like that, I think are super helpful.
Rachel Satow (14:14.464)
So emotional framing, I could go on and on about, but emotional framing really drives the action without necessarily eroding margin. And when we tie it back to some of that brand differentiation that we were talking about, what truly makes your brand and your airline unique, that owned marketing is so...
so valuable and oftentimes we, I don't want to rag on anybody, but like oftentimes we see that price-led ad, 20 % off flights, rather than a story-led or an experience-led message, which is more along the lines of, you know, three days of sunshine before winter hits. You are selling, if you shift to more of a storytelling message, you're showcasing the experience that they are guaranteed to have with your.
Brandon Giella (14:56.632)
Hmm.
Rachel Satow (15:07.188)
brand with your airline. And that emotional framing, you can own that day in and day out without ever touching your margins, without having to offer a discount. So when we talk about story-led marketing instead of price-led or sales-led marketing, that's really the differentiator there. You're leaning into the things that make you unique because at the end of the day,
Those are the things that no other brand or no other airline can take away from you.
Brandon Giella (15:42.188)
I love that and it resonates with me and I want to qualify that statement by saying we're all marketers on this recording here, just as girls here. And I know a lot of our listeners are also in the marketing customer experience side of things. So I'm sure that resonates, but I would love to emphasize that I think there's a huge premium in that as well. If you frame the emotions the right way, the story the right way, I'm willing to bet people will be willing to
pay a premium on that. If you create an experience, let's say for me as a parent of young kids, that connects all those things together that are friction points for me, creates a story and there's a campaign there, that to me is like an obvious win. And if an airline knew to take care of some of these things for me, I would be willing to pay more, think. It gets you out of that price conversation.
Rachel Satow (16:39.691)
Especially because, like we said, prices... Fares are pretty much universal. We know that for similar experiences, prices are probably going to be around the same. They might have an extra $20 on one ticket versus another, but for the most part, prices... It's so visible that it's purposely done that way, and then the only thing you have left to earn the customer's attention...
Brandon Giella (16:53.046)
Mm-hmm.
Rachel Satow (17:07.909)
is your experience and is that story that you're trying to market.
Brandon Giella (17:08.152)
Mm-hmm.
Yeah, I think at that point it becomes kind of a distribution problem because you know, I like most people when I'm needing a flight, I go to Google flights and I see what's the fares on this date? Is it twice as much as I really wanted to pay or is it, know, what's going on? So it becomes at that point, like how do you reach those people that need that story? That's always a challenge for sure. But another thing that we were talking about too, and I don't want to move too quickly off the story led.
marketing, because I think that's really important, but a component of that is there are different peaks throughout the year where demand is especially important. And so maybe there are different stories that connect with those peaks. And Rachel, you were saying something earlier about some of the data and the research that you guys are seeing is it's not necessarily by season. having that seasonality effect either. Like right now we're in March, 2026. I'm getting old. but right now it's, you know, spring break.
to go to the beach, that kind of thing. And then summer, of course, you have high seasons there, there's, it may not be about that as well. So talk to me a little bit about these like off season peaks that you're seeing and maybe how story led marketing might fit into those as well.
Rachel Satow (18:24.744)
Yeah, sure. So I would be remiss if I said airlines should throw out the playbook of promoting summer and holidays. would be so misleading of me. But what I do encourage, and this really stems from Switchfly, we recently took a look at some of our multi-year data forum, our airline partners, and we analyzed it in order to one,
Brandon Giella (18:32.497)
yeah, for sure. I'm going to spring break. Yeah, absolutely. That's right.
Rachel Satow (18:52.294)
validate what we all kind of assume and what we know, which is, you know, holidays and summer tend to have a nice little uptick in travel. But also to find those overlapping and recurring annual peaks that aren't really talked about often. And what we did, what we saw was that, you know, shoulder seasons really do offer really strong margin opportunities. And some of those hidden peaks are occurring at times that you wouldn't even think.
So late January really saw a nice uptick in travel across the board, which really means that if you're thinking in the calendar year, you should start potentially promoting during the holiday season for a January travel date. It's not necessarily promoting a flash sale during the holidays that is going to bring you consistent customers. Some of the others, I mean, you mentioned it.
Early March planning is a big one specifically for individuals who are doing some last minute spring break time, but also who are really trying to capitalize on finding the deals for summer. Like it's really pre-summer research. And that's, know, we have a whole calendar that we've put together with some of these insights for airlines to showcase, hey, across...
Brandon Giella (19:58.156)
your boy.
Rachel Satow (20:18.505)
multiple airlines across multiple years, here's kind of the ebbs and flows that we're finding. So outside of that resource, I would highly recommend airlines to take a look at their multi-year data outside of known peaks because you may have some hidden performance shoulder seasons that would do you good to market and kind of plan ahead for.
And Jess, I know you look like you've got something to say.
Jessica Steinberg (20:51.286)
Yeah, no, I mean, think it's a great point. think, know, airlines, it's easy to get into the habit of, you know, we promote on these days every year and these are the promotions that we run. And I do think you make a really good point that taking a look at multi-year data and finding those hidden peaks is really important. And I think too, you know, when you think about the landscape and it's super competitive when it comes to fare and promotions and things like that, if any peak that you can find is meaningful, because if you're, you know,
Discounting during shoulder season might help some, but in an instance like that, more, you kind of have these two problems. You're convincing the customer to travel and also to travel with you versus if you can find a peak, hopefully that other airlines haven't found quite yet, you're just convincing them to travel with you. They already want to travel. So you're kind of eliminating that extra step of having to convince them to take a trip just because the price is low. And so I think.
Like you said, it's super important to take a look at that multi-year data and not just assume that it's gonna be the same every year.
Brandon Giella (21:53.11)
I like that. It's something I like to say where if you have to educate your buyer, that's very expensive marketing. You don't want to educate the buyer. You want to find the buyers that are already wanting to travel with you. Just find the people that are already looking.
Jessica Steinberg (22:04.065)
Totally, and I think as an airline, absolutely, and I think even when it comes to like media buying and spend, it should, you know, I would always want to lean into seasons and, you know, times that already do well and then finding those hidden peaks versus the shoulder season where you're again, having to convince the customer to travel and then also convince them to travel with you versus just convincing them to travel with you. Yeah.
Rachel Satow (22:28.751)
Yeah, I think you bring up a really interesting point regarding media spend and some of the push for marketing materials. One of the things that we analyzed was search data specifically. I wanted to know the peaks of when people were actually searching, regardless of when they were actually booking and regardless of when they were planning travel for because
If we could identify the peaks of when those searches were happening and when somebody was in that planning state of mind, we can push the message harder during those timeframes because if we can get in front of them when they're already wanting to travel and already doing the research, that is going to pay off down the line. Regardless of when they're looking to travel, regardless of when they're looking to book, if you're in front of them when you know that volume is there, it's a shoe-in.
Brandon Giella (23:22.306)
And you have this data for customers that are on the Switchfly platform about when people are searching, how they're booking, that kind of thing.
Rachel Satow (23:29.307)
Yes, we have metrics that align with booking, actual travel dates, and then search as well.
Brandon Giella (23:37.016)
That's helpful. Where can people find this resource that you mentioned?
Rachel Satow (23:41.191)
It is on our website, but we'll ensure to link it in the description, I'm sure.
Brandon Giella (23:44.574)
Okay. Okay, awesome. Okay. Just want to make sure. Okay. So to summarize to kind of wind down the conversation, what is the playbook that you think in 2026, if we want to get really creative about marketing to our travel rewards base, and I'm an airline, and I don't want to just think about price or discount compete at a commodity.
What is the playbook? What are the steps? Where do I start?
Jessica Steinberg (24:16.684)
Yeah, I think it's, I just keep going back to what I said earlier as far as, you know, every airline, it's going to be different. So I think first step, you have to look at your customer. What do they care about? What are they booking? What are they searching for? And then again, find either those friction points or points where you can, you know, surprise and delight them. Whether it be from, you know, the check-in process to the boarding process, to even if you're selling packages, the...
hotel check-in process, activities when you get there, things like that. I think you have to look at who your customer is and what they care about in order to find those points where you can either offer promotions based on those things or help a friction point. I think that would, if I was running an airline, that would be the first thing that I do is take a look at my data and find out what we know about our customer. And then I would also look at, you
What kind of partnerships do you have that you can leverage? If you're selling packages, do have relationships with the tourism boards in your most popular destinations? Or activity providers in your most popular destinations? Things like that, I think, can get leveraged too, depending on what you find in the data.
Brandon Giella (25:26.616)
Okay, anything else on this topic from you two? I know you've been researching, thinking, strategizing on this topic. Anything else to include?
Jessica Steinberg (25:36.238)
I think that pretty much wraps it for me. think, like I said, it's going to be unique per airline. And that also packages are a great way if you are in a fair sensitive environment, which most airlines are. It's a great way if you are going to be discounting flights to do so without diluting your brand. And so it's a great way to run tests and things like that. So that's something to consider as well.
Rachel Satow (26:00.051)
Yeah, I think the last note that I'll have is just remember that storytelling protects your margins. You own your own story and no other brand, no other airline can take that. So definitely lean into some of those experience led marketing messages after you've identified some of the friction points and opportunities where your customers are already at and lean into the storytelling aspect because it's the one thing that makes you unique.
Brandon Giella (26:31.316)
I think it's a huge trend to maybe this is a bit of an aside, but the Wall Street Journal back in December had a big article on a bunch of big brands hiring storytellers and paying hundreds of thousands of dollars in salary to these folks that tell the brand story. But I'm seeing it that AI is driving a lot of the storytelling.
Story if you will that you know, of course because you can create so much content out there nowadays It's really now the the value lies and what is the story that connects all of them together? And so applying that to an airline It's pretty interesting to think what you could do on a sales campaign perspective thinking about the story that connects all these things Especially if it's unique to you and unique to your customer base. I think it's pretty cool
Rachel Satow (27:15.475)
Yeah, and I mean, at the end of the day, I'm a sucker for customer stories. If you can have somebody tell me about how wonderful of an experience they had with your airline, alright. I'm sold. Yeah?
Brandon Giella (27:19.5)
Thank you.
Brandon Giella (27:26.841)
Or even just the marketing mix in general. Yeah, like Jessica, you were talking about there's like a Super Bowl, like some social beef between two different airlines during the Super Bowl. What was that about?
Jessica Steinberg (27:39.168)
Yeah, so and I saw this and I thought it was, you it was really engaging. I watched the whole video and then even read some of the comments just for fun. But I know JetBlue and Alaska Airlines had a friendly competition going over the Super Bowl. And they bet that if the Seahawks won, that JetBlue would have to send some of their best Boston lobster over to Alaska. And then Alaska would have to send over their best Alaskan salmon if the Patriots won. And then they followed up and they actually, JetBlue did actually send
some lobster to Alaska and they had that on video and obviously posted on all their socials and things like that. Again, they're not driving immediate revenue. It's not fair driven, but it is something that the customer notices. It's fun, it's human. And I think it's something that people remember. And it just goes back to that kind of the feeling of the brand and the storytelling.
Brandon Giella (28:21.207)
Yeah.
Brandon Giella (28:28.824)
I love that. I guess the takeaway is just like...
Be creative, have fun. Like if you're in marketing for an airline, you're thinking about the customer experience, the travel loyalty rewards side of the equation, like make it fun. Like why not? You of course it's got to drive outcomes on business side, you know, you got to drive revenue, you got to drive margins, but have fun with it. There's so many different opportunities out there with the amount of data, with AI, the amount of content, the ways that you can create content, create these stories. I think it's fantastic. Yeah, thank you.
Last question for you, where are you both traveling next?
Jessica Steinberg (29:07.31)
I actually have a, well it'll be a mixture of a work trip and a fun trip, but I've never been to Dublin and I'm heading there in July.
Brandon Giella (29:15.544)
Dublin, Yeah, cool. All right, great. That's awesome. I'm excited. Very cool.
Rachel Satow (29:16.474)
Okay.
Jessica Steinberg (29:17.27)
Yeah.
you
Rachel Satow (29:23.24)
I'm actually heading out on a cruise later this week to the Bahamas. So we're celebrating a wonderful friend of mine and yeah, I'm very excited.
Brandon Giella (29:28.248)
Thanks.
Brandon Giella (29:32.438)
I'm jealous. I've never been on a cruise and I've never been to the Bahamas. I feel like, do you have a plus one in that invite or is there like...
Rachel Satow (29:37.95)
Yes, for the low, low price of your own stateroom.
Brandon Giella (29:43.0)
Okay, okay, I'll start saving All right. Okay or Rachel Jessica. Thank you so much for joining this episode I am excited to hear what folks think as always Please go to switch fly comm check out these wonderful resources that Rachel and the team have put together and we will see you next time
Rachel Satow (29:47.101)
You
Jessica Steinberg (30:02.36)
Sounds good, thanks for having me.
Rachel Satow (30:03.998)
Thanks, Brandon.
