The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Steven Paul Forbes - Guggenheim Securities, LLC, Research Division - Analyst
: Niraj, you mentioned the thesis of selling space is not just items. So curious if that's centric to just Perigold or if you see an opportunity
within the Wayfair brand as well in those underserved households.
Niraj S. Shah - Wayfair Inc. - Co-Founder, Co-Chairman, President & CEO
Yes. Thanks, Steve. No, we see it for the Wayfair brand as well. We see it for our specialty retail brands. The design services offering
that we have inside our B2C sales team where we work with customers leads to multiple item purchases and thinking of projects.
If you look at what we're doing in home improvement, if you think about what we have between the categories, flooring and tile,
lighting, plumbing, vanities, door hardware, large appliances, you can start to think about laundry rooms, bathrooms, kitchens and
those types of projects. We do those projects in addition to selling people just items, right? So we do both.
So we see it applicable broadly. Obviously, Perigold is very applicable. And then we think about Wayfair Professional, we have series
of verticals, a lot of whom have to do with projects. And so the interior design decorators there, obviously, the decorators doing a
lot of the work, but then our team can provide a lot of support and help. And then, of course, we have the resource catalog. We have
the logistics ability to help them.
Then when you get over to whether it be contractors, who might be referring their customers or you get into what we do in hospitality
where we've outfitted entire boutique hotels, there's a lot of project work in these various different segments of our business.
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