Latest / Omni Talk Retail / To Automate, Or Not To Automate, That Is The Question | Ask An Expert

Transcript

To Automate, Or Not To Automate, That Is The Question | Ask An Expert · Omni Talk Retail

• 0:00
  Foreign.
• 0:08
  Thank
• 0:08
  you
• 0:08
  for
• 0:09
  joining
• 0:09
  us.
• 0:10
  Ask
• 0:10
  any
• 0:10
  honest
• 0:11
  integrator
• 0:11
  what
• 0:12
  percentage
• 0:12
  of
• 0:12
  automation
• 0:13
  projects
• 0:13
  hit
• 0:13
  their
• 0:13
  projected
• 0:14
  ROI
• 0:14
  targets
• 0:15
  in
• 0:15
  year
• 0:15
  one
• 0:16
  and
• 0:16
  the
• 0:16
  answer
• 0:17
  undoubtedly
• 0:17
  is
• 0:17
  going
• 0:17
  to
• 0:18
  make
• 0:18
  you
• 0:18
  probably
• 0:18
  a
• 0:18
  little
• 0:19
  uncomfortable.
• 0:20
  And
• 0:20
  yet
• 0:20
  the
• 0:20
  capital
• 0:21
  keeps
• 0:21
  on
• 0:21
  flowing
• 0:22
  year
• 0:22
  after
• 0:22
  year,
• 0:23
  Billions
• 0:23
  of
• 0:23
  dollars
• 0:24
  every
• 0:24
  year
• 0:25
  change
• 0:25
  chasing
• 0:25
  the
• 0:26
  promise
• 0:26
  of
• 0:26
  lights
• 0:26
  out
• 0:27
  fulfillment,
• 0:27
  labor
• 0:28
  independence
• 0:28
  and
• 0:29
  throughput
• 0:30
  that
• 0:30
  never
• 0:30
  sleeps.
• 0:31
  But
• 0:32
  what's
• 0:32
  actually
• 0:32
  going
• 0:33
  on
• 0:33
  inside
• 0:34
  of
• 0:34
  the
• 0:34
  four
• 0:34
  walls?
• 0:35
  What
• 0:35
  separates
• 0:35
  the
• 0:36
  automation
• 0:36
  wins
• 0:37
  from
• 0:37
  the
• 0:37
  automation
• 0:38
  write
• 0:38
  offs?
• 0:39
  And
• 0:39
  what
• 0:40
  does
• 0:40
  the
• 0:40
  oddest
• 0:40
  version
• 0:41
  of
• 0:41
  the
• 0:41
  automation
• 0:41
  conversation
• 0:43
  actually
• 0:43
  sound
• 0:44
  like?
• 0:44
  Well,
• 0:45
  today,
• 0:45
  with
• 0:46
  the
• 0:46
  help
• 0:46
  of
• 0:46
  an
• 0:46
  expert,
• 0:46
  we
• 0:47
  are
• 0:47
  going
• 0:47
  to
• 0:47
  find
• 0:47
  out
• 0:48
  the
• 0:48
  answer
• 0:48
  to
• 0:48
  those
• 0:49
  questions.
• 0:50
  So
• 0:50
  welcome
• 0:50
  to
• 0:51
  another
• 0:51
  exciting
• 0:51
  and
• 0:51
  elucidating
• 0:52
  activity
• 0:53
  episode
• 0:53
  of
• 0:53
  the
• 0:53
  Omnitalk
• 0:54
  Ask
• 0:54
  an
• 0:54
  Expert
• 0:55
  series.
• 0:55
  My
• 0:55
  guest
• 0:56
  today
• 0:56
  is
• 0:56
  Blake
• 0:57
  Neal,
• 0:57
  Director
• 0:58
  of
• 0:58
  Business
• 0:58
  Development
• 0:59
  for
• 0:59
  TGW
• 1:00
  North
• 1:01
  America.
• 1:02
  Tgw,
• 1:02
  as
• 1:03
  many
• 1:03
  of
• 1:03
  you
• 1:03
  probably
• 1:03
  know,
• 1:03
  is
• 1:04
  one
• 1:04
  of
• 1:04
  the
• 1:04
  world's
• 1:04
  leading
• 1:04
  intra
• 1:05
  logistics
• 1:05
  companies,
• 1:06
  designing
• 1:06
  and
• 1:06
  implementing
• 1:07
  automated
• 1:08
  warehouse
• 1:08
  systems
• 1:09
  for
• 1:09
  some
• 1:09
  of
• 1:09
  the
• 1:09
  most
• 1:09
  demanding
• 1:10
  fulfillment
• 1:11
  operations
• 1:11
  on
• 1:11
  the
• 1:12
  planet.
• 1:12
  And
• 1:12
  Blake
• 1:12
  works
• 1:13
  at
• 1:13
  the
• 1:13
  intersection
• 1:14
  of
• 1:14
  customer
• 1:15
  need
• 1:15
  and
• 1:15
  solution
• 1:16
  design,
• 1:16
  which
• 1:16
  means
• 1:16
  he's
• 1:17
  seen
• 1:17
  the
• 1:17
  full
• 1:17
  spectrum,
• 1:18
  the
• 1:19
  implementations
• 1:19
  that
• 1:19
  transformed
• 1:20
  operations
• 1:21
  as
• 1:21
  well
• 1:21
  as
• 1:22
  the
• 1:22
  ones
• 1:22
  that
• 1:22
  quietly
• 1:23
  became
• 1:23
  cautionary
• 1:24
  tales.
• 1:25
  That's
• 1:25
  probably
• 1:25
  putting
• 1:25
  it
• 1:26
  nicely,
• 1:26
  isn't
• 1:26
  it
• 1:26
  Blake?
• 1:27
  So
• 1:27
  Blake,
• 1:27
  welcome.
• 1:28
  How
• 1:28
  long
• 1:28
  has
• 1:28
  it
• 1:28
  been
• 1:29
  since
• 1:29
  we
• 1:29
  last
• 1:29
  spoke
• 1:29
  to
• 1:29
  you?
• 1:29
  Do
• 1:30
  you
• 1:30
  even
• 1:30
  remember?
• 1:30
  I
• 1:31
  think
• 1:31
  it's
• 1:31
  been
• 1:31
  in
• 1:31
  like
• 1:31
  a
• 1:31
  year
• 1:32
  or
• 1:32
  something.
• 1:33
  Manifest,
• 1:33
  I
• 1:34
  want
• 1:34
  to
• 1:34
  say.
• 1:34
  Last
• 1:34
  year,
• 1:35
  I
• 1:35
  believe.
• 1:35
  Yeah,
• 1:36
  that's
• 1:36
  right.
• 1:36
  Yeah,
• 1:36
  we
• 1:36
  interviewed
• 1:37
  you
• 1:37
  live
• 1:38
  on
• 1:38
  the
• 1:38
  floor.
• 1:39
  Yeah,
• 1:39
  that
• 1:39
  was
• 1:40
  a
• 1:40
  blast.
• 1:40
  How
• 1:41
  you
• 1:41
  been
• 1:41
  keeping
• 1:41
  since
• 1:41
  then?
• 1:42
  Busy,
• 1:42
  very
• 1:43
  busy.
• 1:43
  Yep,
• 1:44
  yep.
• 1:44
  And
• 1:44
  now
• 1:44
  where
• 1:44
  are
• 1:44
  you
• 1:45
  located,
• 1:45
  Blake?
• 1:45
  Metro
• 1:46
  Detroit.
• 1:46
  So
• 1:46
  Michigan.
• 1:47
  Right
• 1:47
  now
• 1:47
  I'm
• 1:48
  at
• 1:48
  our
• 1:48
  head
• 1:48
  office
• 1:48
  in
• 1:48
  Grand
• 1:49
  Rapids.
• 1:49
  All
• 1:49
  right.
• 1:50
  I
• 1:50
  saw
• 1:50
  you
• 1:50
  grinning
• 1:50
  in
• 1:51
  the
• 1:51
  background
• 1:51
  as
• 1:51
  I
• 1:51
  was
• 1:51
  doing
• 1:52
  that,
• 1:52
  that
• 1:52
  intro
• 1:53
  read.
• 1:54
  What
• 1:54
  struck
• 1:55
  your
• 1:55
  fancy
• 1:55
  with
• 1:55
  that
• 1:56
  read
• 1:56
  as
• 1:56
  I
• 1:56
  was
• 1:56
  doing
• 1:57
  it.
• 1:57
  You
• 1:58
  know,
• 1:58
  I'll
• 1:58
  say
• 1:58
  the
• 1:59
  lights
• 1:59
  out
• 1:59
  is
• 1:59
  totally
• 2:00
  possible.
• 2:00
  I
• 2:01
  just
• 2:01
  feel
• 2:01
  like
• 2:02
  we
• 2:03
  haven't
• 2:03
  gotten
• 2:03
  there
• 2:04
  yet
• 2:04
  here
• 2:04
  in
• 2:04
  the
• 2:05
  US
• 2:05
  I
• 2:05
  feel
• 2:05
  like,
• 2:05
  and
• 2:05
  I
• 2:06
  always
• 2:06
  laugh
• 2:06
  because
• 2:06
  people
• 2:07
  try
• 2:07
  to
• 2:07
  get
• 2:07
  there
• 2:07
  and
• 2:07
  then
• 2:08
  you
• 2:09
  get
• 2:10
  certain
• 2:10
  way
• 2:11
  down
• 2:11
  the
• 2:12
  engineering
• 2:12
  road,
• 2:13
  they're
• 2:13
  like,
• 2:13
  yeah,
• 2:13
  it's
• 2:13
  a
• 2:14
  little
• 2:14
  much.
• 2:14
  I
• 2:14
  don't
• 2:14
  think
• 2:14
  we
• 2:14
  want
• 2:15
  it.
• 2:15
  We're
• 2:15
  ready
• 2:15
  for
• 2:15
  that
• 2:15
  yet.
• 2:17
  So
• 2:17
  that's
• 2:17
  why
• 2:17
  I
• 2:17
  laugh
• 2:18
  because
• 2:18
  I
• 2:18
  think
• 2:18
  a
• 2:18
  lot
• 2:18
  of
• 2:18
  companies
• 2:19
  like
• 2:19
  the
• 2:19
  idea.
• 2:20
  But
• 2:20
  to
• 2:21
  actually
• 2:21
  implement
• 2:22
  it
• 2:22
  and
• 2:23
  go
• 2:23
  down
• 2:23
  the
• 2:23
  road
• 2:24
  and
• 2:24
  change
• 2:24
  your
• 2:24
  process,
• 2:25
  that's,
• 2:25
  that's
• 2:25
  a
• 2:25
  big
• 2:25
  one
• 2:26
  for
• 2:26
  some
• 2:26
  of
• 2:26
  these
• 2:26
  big
• 2:26
  companies.
• 2:27
  Yeah,
• 2:27
  it
• 2:27
  takes
• 2:27
  a
• 2:27
  lot
• 2:27
  of
• 2:28
  stick
• 2:28
  to
• 2:28
  itiveness
• 2:28
  to,
• 2:29
  to
• 2:29
  make
• 2:29
  these
• 2:29
  things
• 2:30
  work.
• 2:30
  So
• 2:30
  at
• 2:30
  the
• 2:30
  end
• 2:30
  of
• 2:31
  the
• 2:31
  day.
• 2:31
  All
• 2:31
  right,
• 2:31
  well,
• 2:31
  I
• 2:32
  can't
• 2:32
  wait
• 2:32
  for
• 2:32
  that
• 2:32
  reason
• 2:33
  alone.
• 2:33
  I
• 2:33
  can't
• 2:34
  wait
• 2:34
  to
• 2:34
  have
• 2:34
  this
• 2:34
  conversation
• 2:35
  with
• 2:35
  you
• 2:35
  in
• 2:35
  front
• 2:35
  of
• 2:35
  the
• 2:35
  live
• 2:36
  audience.
• 2:36
  So
• 2:36
  before
• 2:36
  we
• 2:37
  get
• 2:37
  started,
• 2:37
  just
• 2:37
  a
• 2:37
  quick
• 2:38
  reminder
• 2:38
  for
• 2:38
  all
• 2:38
  of
• 2:39
  you
• 2:39
  watching
• 2:40
  live
• 2:40
  on
• 2:40
  LinkedIn.
• 2:40
  I'm
• 2:41
  sure
• 2:41
  some
• 2:41
  of
• 2:41
  you
• 2:41
  are
• 2:41
  listening
• 2:42
  later.
• 2:42
  But
• 2:42
  for
• 2:42
  those
• 2:42
  watching
• 2:43
  live
• 2:43
  on
• 2:43
  LinkedIn,
• 2:44
  feel
• 2:44
  free
• 2:45
  to
• 2:45
  ask
• 2:45
  your
• 2:45
  questions
• 2:46
  of
• 2:46
  Blake
• 2:46
  at
• 2:46
  any
• 2:46
  time
• 2:47
  via
• 2:47
  the
• 2:47
  chat
• 2:48
  session
• 2:48
  window
• 2:48
  in
• 2:49
  LinkedIn
• 2:49
  on
• 2:50
  the
• 2:50
  right
• 2:50
  hand
• 2:50
  of
• 2:50
  your
• 2:50
  screen
• 2:51
  if
• 2:51
  you're
• 2:51
  on
• 2:51
  your
• 2:51
  desktop
• 2:51
  or
• 2:52
  just
• 2:52
  down
• 2:52
  below
• 2:52
  if
• 2:53
  you're
• 2:53
  on
• 2:53
  mobile.
• 2:54
  All
• 2:54
  right,
• 2:54
  Blake,
• 2:56
  let's
• 2:56
  start
• 2:56
  with
• 2:56
  this.
• 2:56
  So
• 2:57
  you
• 2:57
  spent
• 2:57
  your
• 2:57
  career
• 2:58
  in
• 2:58
  business
• 2:58
  development
• 2:59
  for
• 2:59
  automation
• 3:00
  systems.
• 3:00
  That's,
• 3:01
  that's,
• 3:01
  that's
• 3:01
  what
• 3:01
  your
• 3:02
  bread
• 3:02
  and
• 3:02
  butter
• 3:02
  is.
• 3:03
  When
• 3:03
  you
• 3:03
  look
• 3:04
  at
• 3:04
  where,
• 3:04
  wherehouse
• 3:05
  automation
• 3:05
  actually
• 3:06
  stands
• 3:06
  today
• 3:07
  versus
• 3:07
  where
• 3:08
  people
• 3:08
  thought
• 3:08
  it
• 3:09
  would
• 3:09
  be
• 3:09
  five
• 3:09
  years
• 3:10
  ago,
• 3:11
  how
• 3:11
  would
• 3:11
  you
• 3:11
  characterize
• 3:12
  the
• 3:12
  gap,
• 3:12
  if
• 3:13
  there
• 3:13
  is
• 3:13
  even
• 3:13
  a
• 3:13
  gap
• 3:14
  in
• 3:14
  your
• 3:14
  mind?
• 3:15
  I
• 3:15
  think
• 3:15
  there
• 3:15
  is
• 3:15
  a
• 3:16
  gap.
• 3:16
  And
• 3:16
  I
• 3:17
  personally,
• 3:17
  I
• 3:17
  think
• 3:17
  it
• 3:18
  had
• 3:18
  to
• 3:18
  do
• 3:18
  with
• 3:19
  five
• 3:19
  years
• 3:19
  ago.
• 3:20
  We
• 3:20
  were
• 3:20
  slowly
• 3:21
  tailoring
• 3:21
  off
• 3:21
  of
• 3:22
  COVID
• 3:22
  Everyone
• 3:22
  had
• 3:23
  this
• 3:23
  huge
• 3:23
  push
• 3:23
  of
• 3:23
  COVID
• 3:24
  We
• 3:24
  couldn't
• 3:24
  find
• 3:24
  labor
• 3:25
  and
• 3:25
  everyone
• 3:25
  switched
• 3:26
  from
• 3:26
  retail
• 3:27
  to
• 3:27
  E
• 3:27
  commerce.
• 3:28
  You
• 3:28
  couldn't
• 3:28
  go
• 3:28
  in
• 3:28
  the
• 3:28
  store
• 3:29
  and
• 3:29
  they
• 3:29
  couldn't
• 3:30
  find
• 3:30
  labor.
• 3:30
  So
• 3:31
  automation
• 3:31
  was
• 3:31
  a
• 3:32
  big
• 3:32
  thing.
• 3:32
  And
• 3:32
  then
• 3:32
  I
• 3:33
  think
• 3:33
  as
• 3:33
  everyone
• 3:33
  started
• 3:34
  ramping
• 3:34
  up,
• 3:34
  getting
• 3:35
  ready
• 3:35
  for
• 3:35
  those
• 3:35
  projects,
• 3:37
  we
• 3:37
  could
• 3:37
  go
• 3:37
  back
• 3:37
  to
• 3:38
  stores
• 3:38
  again.
• 3:38
  Everything
• 3:38
  started
• 3:39
  opening
• 3:39
  up.
• 3:39
  E.
• 3:39
  Com
• 3:40
  kind
• 3:40
  of
• 3:40
  changed
• 3:40
  a
• 3:40
  little
• 3:41
  bit.
• 3:42
  And
• 3:42
  they
• 3:43
  felt,
• 3:43
  they
• 3:43
  didn't
• 3:43
  feel
• 3:44
  the
• 3:44
  need
• 3:44
  for
• 3:44
  that
• 3:45
  level
• 3:45
  of
• 3:45
  automation.
• 3:46
  So
• 3:46
  I
• 3:46
  think
• 3:46
  there
• 3:46
  is
• 3:47
  a
• 3:47
  gap.
• 3:48
  And
• 3:48
  now
• 3:48
  I
• 3:48
  think
• 3:49
  they're
• 3:49
  starting
• 3:49
  to
• 3:49
  see,
• 3:49
  hey,
• 3:50
  we
• 3:50
  really
• 3:50
  need
• 3:51
  this.
• 3:51
  Labor
• 3:52
  force
• 3:52
  is
• 3:52
  changing
• 3:53
  what
• 3:53
  people
• 3:54
  do
• 3:54
  and
• 3:54
  don't
• 3:54
  want
• 3:54
  to
• 3:55
  do.
• 3:55
  They
• 3:56
  might
• 3:56
  not
• 3:56
  want
• 3:56
  to
• 3:56
  work
• 3:56
  in
• 3:57
  a
• 3:57
  DC
• 3:57
  anymore.
• 3:58
  So
• 3:58
  they're
• 3:58
  starting
• 3:58
  to
• 3:59
  feel
• 3:59
  that
• 3:59
  I
• 3:59
  think
• 3:59
  a
• 3:59
  little
• 3:59
  bit
• 4:00
  more
• 4:00
  now.
• 4:00
  And
• 4:00
  that's
• 4:00
  where
• 4:00
  this,
• 4:01
  this,
• 4:01
  we're
• 4:01
  seeing
• 4:01
  this
• 4:02
  gap,
• 4:02
  at
• 4:02
  least
• 4:02
  I
• 4:02
  believe
• 4:03
  got
• 4:03
  it.
• 4:03
  So
• 4:04
  you
• 4:04
  said
• 4:04
  there's
• 4:04
  a
• 4:04
  pullback.
• 4:04
  So
• 4:04
  what?
• 4:05
  Like,
• 4:05
  be
• 4:05
  more
• 4:05
  specific
• 4:05
  about
• 4:06
  what
• 4:06
  drove
• 4:06
  that
• 4:06
  pullback.
• 4:07
  So,
• 4:07
  like,
• 4:07
  you
• 4:07
  know,
• 4:08
  was
• 4:08
  it
• 4:08
  was
• 4:09
  that
• 4:09
  people
• 4:09
  just
• 4:09
  want
• 4:09
  to
• 4:10
  get
• 4:10
  more
• 4:10
  out
• 4:10
  of
• 4:10
  their
• 4:11
  stores
• 4:11
  as
• 4:11
  fulfillment
• 4:12
  nodes
• 4:12
  or,
• 4:13
  you
• 4:13
  know,
• 4:13
  what,
• 4:13
  what
• 4:13
  was
• 4:14
  it?
• 4:14
  The
• 4:15
  pullback
• 4:15
  from
• 4:15
  like
• 4:15
  a
• 4:15
  D.C.
• 4:16
  you
• 4:16
  mean?
• 4:16
  Or
• 4:16
  like.
• 4:17
  Yeah,
• 4:17
  from
• 4:18
  the
• 4:18
  investment
• 4:18
  side.
• 4:19
  I
• 4:20
  think
• 4:20
  labor
• 4:20
  came
• 4:20
  down
• 4:21
  and
• 4:22
  availability
• 4:22
  of
• 4:23
  labor
• 4:23
  was
• 4:23
  there.
• 4:23
  Well,
• 4:24
  we
• 4:24
  didn't
• 4:24
  have
• 4:25
  the
• 4:25
  process.
• 4:25
  We're
• 4:25
  going
• 4:25
  to
• 4:26
  keep
• 4:26
  doing
• 4:26
  what
• 4:26
  we've
• 4:26
  always
• 4:26
  done.
• 4:29
  You
• 4:29
  know,
• 4:29
  it's
• 4:29
  a
• 4:29
  huge
• 4:30
  investment,
• 4:30
  you
• 4:30
  know,
• 4:30
  depending
• 4:31
  on
• 4:31
  what
• 4:31
  kind
• 4:31
  of
• 4:31
  technology
• 4:32
  end
• 4:32
  up
• 4:32
  going
• 4:32
  with.
• 4:32
  So,
• 4:34
  yeah,
• 4:34
  I,
• 4:35
  I
• 4:35
  think
• 4:35
  they
• 4:35
  just
• 4:35
  saw
• 4:36
  things
• 4:36
  were
• 4:36
  Returning
• 4:37
  to
• 4:37
  normal.
• 4:37
  We
• 4:37
  don't
• 4:37
  need
• 4:37
  to
• 4:37
  go
• 4:38
  spend
• 4:38
  $30
• 4:38
  million
• 4:39
  in
• 4:39
  automation,
• 4:40
  guys.
• 4:40
  So
• 4:40
  it
• 4:40
  wasn't
• 4:40
  necessarily
• 4:41
  dynamic,
• 4:41
  as
• 4:41
  I
• 4:42
  was
• 4:42
  kind
• 4:42
  of
• 4:42
  assuming
• 4:42
  that
• 4:42
  of,
• 4:43
  in
• 4:43
  terms
• 4:43
  of
• 4:43
  like
• 4:43
  where
• 4:43
  you're
• 4:44
  fulfilling
• 4:44
  the
• 4:44
  product
• 4:45
  from.
• 4:45
  It
• 4:46
  was
• 4:46
  more
• 4:46
  availability
• 4:47
  of
• 4:47
  labor
• 4:48
  in
• 4:48
  the
• 4:48
  warehouse.
• 4:48
  Specifically,
• 4:49
  I
• 4:49
  think
• 4:49
  that.
• 4:50
  Labor
• 4:50
  in
• 4:50
  the
• 4:50
  warehouse.
• 4:51
  Yep.
• 4:51
  Personally,
• 4:52
  I
• 4:52
  think
• 4:52
  that's,
• 4:52
  that's
• 4:53
  where
• 4:53
  you're
• 4:53
  seeing
• 4:53
  it.
• 4:54
  Got
• 4:54
  it.
• 4:54
  Okay.
• 4:54
  That
• 4:54
  makes
• 4:55
  sense.
• 4:55
  That
• 4:55
  makes
• 4:55
  sense.
• 4:56
  Yeah.
• 4:56
  I
• 4:56
  mean,
• 4:56
  it's
• 4:57
  pretty
• 4:57
  self
• 4:57
  intuitive
• 4:58
  or
• 4:58
  it's
• 4:58
  pretty
• 4:58
  intuitive
• 4:58
  when
• 4:59
  you
• 4:59
  step
• 4:59
  back
• 4:59
  and
• 4:59
  look
• 4:59
  at
• 4:59
  what's
• 5:00
  happened
• 5:00
  over
• 5:01
  five
• 5:01
  years.
• 5:02
  So
• 5:02
  let
• 5:02
  me
• 5:02
  ask
• 5:02
  you
• 5:02
  then.
• 5:03
  So
• 5:03
  when
• 5:03
  a,
• 5:03
  when
• 5:04
  a
• 5:04
  VP
• 5:04
  of
• 5:04
  a
• 5:04
  supply
• 5:04
  chain
• 5:05
  or
• 5:05
  even
• 5:05
  a
• 5:05
  CFO
• 5:06
  comes
• 5:06
  to
• 5:06
  you
• 5:06
  and
• 5:06
  says,
• 5:07
  you
• 5:07
  know,
• 5:07
  we
• 5:07
  want
• 5:07
  to
• 5:08
  automate
• 5:08
  our
• 5:08
  warehouse,
• 5:08
  you
• 5:09
  know,
• 5:09
  we,
• 5:09
  we
• 5:09
  actually
• 5:09
  want
• 5:10
  to,
• 5:10
  you
• 5:11
  know,
• 5:11
  get
• 5:11
  better
• 5:12
  at,
• 5:12
  you
• 5:12
  know,
• 5:12
  doing
• 5:12
  this
• 5:13
  more
• 5:13
  profitably,
• 5:13
  more
• 5:14
  efficiently.
• 5:15
  What's
• 5:15
  the
• 5:15
  first
• 5:15
  honest
• 5:16
  question
• 5:16
  that
• 5:16
  you
• 5:16
  tend
• 5:17
  to
• 5:17
  ask
• 5:17
  them?
• 5:19
  Why?
• 5:20
  Why?
• 5:20
  Just
• 5:21
  start
• 5:21
  out
• 5:21
  why?
• 5:21
  Why
• 5:22
  you
• 5:22
  want
• 5:22
  to
• 5:22
  do
• 5:22
  this?
• 5:23
  Because
• 5:23
  you'll
• 5:24
  hear
• 5:24
  some
• 5:24
  people,
• 5:24
  it's
• 5:25
  the,
• 5:25
  the
• 5:25
  big
• 5:25
  shiny
• 5:26
  new
• 5:26
  thing
• 5:26
  that
• 5:26
  you
• 5:26
  want.
• 5:26
  I'm
• 5:27
  like,
• 5:28
  well,
• 5:28
  let's
• 5:28
  talk
• 5:28
  about
• 5:28
  the
• 5:28
  re.
• 5:29
  What
• 5:29
  you're
• 5:29
  trying
• 5:29
  to
• 5:29
  solve
• 5:30
  for
• 5:30
  what
• 5:30
  the
• 5:31
  issues
• 5:31
  are
• 5:31
  today
• 5:31
  and
• 5:31
  where
• 5:32
  you
• 5:32
  want
• 5:32
  to
• 5:32
  be,
• 5:32
  say,
• 5:32
  five,
• 5:32
  10
• 5:33
  years
• 5:33
  down
• 5:33
  the
• 5:33
  road.
• 5:34
  If
• 5:34
  you
• 5:34
  can't
• 5:35
  answer
• 5:35
  that
• 5:35
  question,
• 5:35
  it's
• 5:36
  like
• 5:36
  we
• 5:36
  need
• 5:36
  to
• 5:36
  take
• 5:36
  a
• 5:36
  step
• 5:37
  back
• 5:37
  then
• 5:37
  because
• 5:37
  you're
• 5:38
  going
• 5:38
  to
• 5:38
  put
• 5:38
  in
• 5:39
  some
• 5:39
  automated
• 5:40
  system,
• 5:40
  whether
• 5:40
  it's
• 5:41
  mobile
• 5:41
  robotics
• 5:41
  or
• 5:41
  fixed
• 5:42
  automation,
• 5:42
  whatever
• 5:43
  it
• 5:43
  might
• 5:43
  be,
• 5:44
  and
• 5:44
  it
• 5:44
  might
• 5:44
  not
• 5:44
  solve
• 5:45
  the
• 5:45
  problem
• 5:45
  you're
• 5:45
  looking
• 5:45
  to
• 5:46
  solve
• 5:46
  and
• 5:46
  could
• 5:46
  cause
• 5:46
  more
• 5:47
  issues
• 5:47
  down
• 5:47
  the
• 5:47
  line.
• 5:48
  If
• 5:48
  you've
• 5:48
  created
• 5:48
  a
• 5:49
  bottleneck
• 5:49
  somewhere
• 5:49
  now,
• 5:50
  you
• 5:50
  didn't
• 5:51
  go
• 5:51
  through
• 5:51
  it
• 5:51
  properly.
• 5:53
  So.
• 5:53
  Okay,
• 5:53
  Blake,
• 5:54
  so
• 5:54
  let's
• 5:54
  get
• 5:54
  real
• 5:54
  here.
• 5:54
  So
• 5:55
  like
• 5:55
  in
• 5:55
  those,
• 5:55
  and
• 5:56
  you
• 5:56
  don't
• 5:56
  have
• 5:56
  to
• 5:56
  call
• 5:56
  out
• 5:56
  any
• 5:57
  names,
• 5:57
  but
• 5:57
  like
• 5:57
  in
• 5:57
  those
• 5:58
  conversations,
• 5:58
  when
• 5:58
  you
• 5:59
  ask
• 5:59
  why,
• 6:00
  what
• 6:01
  percentage
• 6:01
  of
• 6:01
  the
• 6:01
  time
• 6:02
  can
• 6:02
  the
• 6:02
  person
• 6:03
  you're
• 6:03
  asking
• 6:03
  that
• 6:03
  question
• 6:04
  articulate
• 6:05
  their
• 6:05
  rationale?
• 6:07
  It
• 6:07
  really
• 6:08
  depends
• 6:08
  on
• 6:08
  who
• 6:08
  it
• 6:08
  is
• 6:08
  and
• 6:09
  at
• 6:09
  what
• 6:09
  level.
• 6:09
  If
• 6:09
  you
• 6:09
  talk
• 6:10
  to
• 6:10
  an
• 6:10
  engineer,
• 6:10
  they're
• 6:11
  going
• 6:11
  to
• 6:11
  tell
• 6:11
  you,
• 6:13
  say,
• 6:13
  let's
• 6:13
  uptime.
• 6:14
  We
• 6:14
  might
• 6:14
  have
• 6:14
  old
• 6:14
  equipment,
• 6:15
  it's,
• 6:16
  it's
• 6:16
  aging.
• 6:16
  We
• 6:16
  need
• 6:17
  something
• 6:17
  better.
• 6:17
  If
• 6:18
  you
• 6:18
  talk
• 6:18
  to
• 6:19
  someone,
• 6:19
  logistics,
• 6:20
  you
• 6:20
  might
• 6:20
  not
• 6:21
  be
• 6:21
  getting
• 6:21
  shipments
• 6:22
  out
• 6:22
  on
• 6:22
  time.
• 6:23
  So
• 6:23
  I
• 6:23
  think
• 6:23
  the
• 6:23
  answer
• 6:24
  is
• 6:24
  a
• 6:24
  little
• 6:24
  different
• 6:24
  depending
• 6:24
  on
• 6:25
  who
• 6:25
  you're
• 6:25
  talking
• 6:25
  to.
• 6:27
  But
• 6:27
  yeah,
• 6:28
  a
• 6:28
  lot
• 6:28
  of
• 6:28
  time
• 6:28
  I
• 6:28
  think
• 6:28
  it
• 6:28
  comes
• 6:29
  down
• 6:29
  to
• 6:30
  we
• 6:30
  are
• 6:31
  not
• 6:31
  efficient
• 6:31
  enough.
• 6:32
  We
• 6:32
  can't
• 6:32
  handle
• 6:33
  things.
• 6:33
  The
• 6:33
  labor
• 6:33
  is
• 6:33
  not
• 6:34
  where
• 6:34
  it
• 6:34
  needs
• 6:34
  to
• 6:34
  be.
• 6:35
  It's
• 6:35
  expensive.
• 6:36
  We
• 6:36
  want
• 6:37
  to
• 6:37
  try
• 6:37
  to
• 6:37
  save
• 6:37
  money.
• 6:38
  So
• 6:38
  I
• 6:38
  think
• 6:38
  that's
• 6:39
  usually
• 6:39
  a
• 6:39
  why
• 6:40
  and
• 6:40
  that
• 6:40
  kind
• 6:40
  of
• 6:40
  gets
• 6:41
  the
• 6:41
  conversation
• 6:41
  going.
• 6:42
  So
• 6:42
  yeah.
• 6:42
  Which
• 6:43
  and
• 6:43
  the
• 6:43
  why
• 6:43
  is
• 6:43
  kind
• 6:43
  of
• 6:44
  self
• 6:44
  explanatory
• 6:44
  in
• 6:44
  a
• 6:44
  way.
• 6:45
  But
• 6:45
  then
• 6:45
  there's
• 6:45
  probably
• 6:45
  a
• 6:45
  lot
• 6:45
  of
• 6:46
  levels
• 6:46
  to
• 6:46
  the,
• 6:46
  to
• 6:47
  answer
• 6:47
  the
• 6:47
  why
• 6:47
  in
• 6:48
  terms
• 6:48
  of
• 6:48
  Right.
• 6:49
  Spectrum
• 6:49
  of
• 6:49
  where
• 6:50
  the
• 6:50
  investment
• 6:50
  comes.
• 6:52
  If
• 6:52
  you
• 6:52
  can
• 6:52
  at
• 6:53
  least
• 6:53
  say
• 6:53
  we're
• 6:53
  having
• 6:54
  an
• 6:54
  issue
• 6:54
  now,
• 6:54
  these
• 6:55
  are
• 6:55
  some
• 6:55
  of
• 6:55
  the
• 6:55
  issues
• 6:55
  we're
• 6:55
  seeing,
• 6:56
  then
• 6:56
  we
• 6:56
  can
• 6:56
  dive
• 6:56
  into
• 6:57
  that
• 6:57
  and
• 6:57
  that's
• 6:58
  where
• 6:58
  the
• 6:58
  discussion
• 6:59
  starts.
• 6:59
  And
• 7:00
  to
• 7:00
  me
• 7:00
  that's,
• 7:00
  that's
• 7:01
  the
• 7:01
  perfect
• 7:01
  way
• 7:01
  to
• 7:01
  start
• 7:01
  any
• 7:02
  of
• 7:02
  these
• 7:04
  engineering
• 7:04
  designs
• 7:05
  is
• 7:06
  we're
• 7:06
  trying
• 7:06
  to
• 7:06
  fix
• 7:07
  X,
• 7:08
  we
• 7:08
  need
• 7:08
  Y.
• 7:09
  It's
• 7:10
  not
• 7:10
  necessarily
• 7:10
  that
• 7:10
  simple,
• 7:11
  but
• 7:11
  you
• 7:11
  know
• 7:11
  what
• 7:11
  I
• 7:11
  mean,
• 7:11
  it's
• 7:12
  let's
• 7:12
  figure
• 7:13
  out
• 7:13
  what
• 7:13
  the
• 7:13
  issues
• 7:13
  are
• 7:13
  first.
• 7:14
  Right.
• 7:15
  What's,
• 7:15
  let's
• 7:15
  set
• 7:15
  the
• 7:16
  scope
• 7:16
  too.
• 7:16
  Like
• 7:17
  what
• 7:17
  types
• 7:17
  of
• 7:18
  warehouse
• 7:18
  automation
• 7:19
  are
• 7:19
  we
• 7:19
  generally
• 7:20
  talking
• 7:20
  about?
• 7:20
  Are
• 7:21
  you
• 7:21
  generally
• 7:21
  talking
• 7:22
  about
• 7:22
  or
• 7:22
  pitching
• 7:22
  to
• 7:23
  the
• 7:23
  market?
• 7:23
  Yep.
• 7:25
  We
• 7:25
  can
• 7:25
  go
• 7:26
  two
• 7:26
  totally
• 7:26
  different
• 7:27
  ways.
• 7:27
  I,
• 7:27
  I
• 7:27
  think
• 7:28
  the,
• 7:28
  the
• 7:31
  less
• 7:32
  fixed,
• 7:32
  I
• 7:32
  don't
• 7:33
  say
• 7:33
  easy,
• 7:33
  but
• 7:33
  mobile
• 7:34
  robotics,
• 7:34
  if
• 7:35
  you're
• 7:35
  having
• 7:35
  trouble
• 7:35
  moving
• 7:36
  things
• 7:36
  around
• 7:36
  a
• 7:37
  warehouse,
• 7:37
  mobile
• 7:38
  robotics
• 7:38
  works,
• 7:39
  you
• 7:39
  know,
• 7:39
  you
• 7:39
  can
• 7:39
  add
• 7:40
  take
• 7:40
  away.
• 7:41
  You
• 7:41
  don't
• 7:41
  have
• 7:41
  to
• 7:41
  really
• 7:42
  change
• 7:42
  much
• 7:42
  within
• 7:42
  your
• 7:43
  building.
• 7:44
  But
• 7:44
  then
• 7:44
  you
• 7:44
  start
• 7:44
  getting
• 7:45
  a
• 7:45
  little
• 7:45
  more
• 7:48
  fixed
• 7:48
  automation
• 7:49
  where
• 7:49
  we
• 7:49
  start
• 7:49
  getting
• 7:50
  into
• 7:50
  like
• 7:50
  mini
• 7:51
  load
• 7:51
  cranes,
• 7:52
  you
• 7:52
  get
• 7:52
  into
• 7:52
  shuttles,
• 7:54
  goods
• 7:54
  to
• 7:55
  person
• 7:55
  type
• 7:55
  systems.
• 7:56
  So
• 7:57
  you
• 7:57
  can
• 7:57
  go
• 7:57
  any
• 7:58
  direction
• 7:58
  possible.
• 7:59
  And
• 7:59
  it
• 7:59
  really
• 7:59
  just
• 7:59
  comes
• 8:00
  down
• 8:00
  to
• 8:00
  what's
• 8:01
  your
• 8:01
  investment
• 8:01
  level,
• 8:01
  what
• 8:02
  are
• 8:02
  you
• 8:02
  trying
• 8:02
  to
• 8:02
  fix,
• 8:05
  what
• 8:05
  kind
• 8:05
  of
• 8:05
  products
• 8:06
  are
• 8:06
  you
• 8:06
  moving.
• 8:06
  All
• 8:07
  those
• 8:07
  things
• 8:07
  you
• 8:07
  really
• 8:08
  take
• 8:08
  into
• 8:08
  consideration
• 8:09
  as
• 8:09
  you're
• 8:09
  looking
• 8:10
  through
• 8:10
  the
• 8:10
  correct
• 8:11
  type
• 8:11
  of
• 8:11
  technology
• 8:11
  for
• 8:12
  you
• 8:12
  and
• 8:13
  then
• 8:13
  you
• 8:14
  know,
• 8:14
  what
• 8:14
  does
• 8:14
  the
• 8:14
  building
• 8:15
  look
• 8:15
  like,
• 8:15
  where
• 8:15
  is
• 8:15
  it
• 8:15
  going
• 8:15
  to
• 8:16
  be?
• 8:16
  Let's,
• 8:16
  let's
• 8:17
  take
• 8:17
  both
• 8:17
  those
• 8:17
  use
• 8:17
  cases.
• 8:18
  Let's
• 8:18
  take
• 8:19
  the
• 8:19
  robotics
• 8:20
  use
• 8:20
  case,
• 8:20
  the
• 8:20
  flexible
• 8:21
  use
• 8:21
  case.
• 8:22
  So
• 8:22
  how
• 8:23
  do
• 8:23
  I
• 8:23
  know
• 8:23
  like
• 8:24
  what
• 8:24
  is
• 8:24
  the
• 8:24
  business
• 8:24
  case
• 8:25
  that
• 8:25
  you
• 8:25
  typically
• 8:26
  see
• 8:26
  around
• 8:26
  the
• 8:27
  implementation
• 8:27
  of
• 8:28
  that
• 8:28
  solution?
• 8:28
  And
• 8:28
  then
• 8:29
  I'll
• 8:29
  ask
• 8:29
  you
• 8:29
  the
• 8:29
  same
• 8:29
  thing
• 8:30
  regarding
• 8:30
  the
• 8:31
  fixed
• 8:31
  solution.
• 8:33
  So
• 8:33
  I
• 8:33
  think
• 8:33
  a
• 8:33
  use
• 8:33
  case
• 8:33
  in
• 8:34
  that
• 8:34
  scenario
• 8:34
  is
• 8:35
  someone
• 8:35
  that
• 8:35
  is
• 8:36
  probably
• 8:37
  doing,
• 8:38
  and
• 8:39
  this
• 8:39
  isn't
• 8:39
  for
• 8:39
  everyone
• 8:40
  but
• 8:40
  let's
• 8:41
  say
• 8:41
  less
• 8:41
  volume,
• 8:42
  that
• 8:42
  it's
• 8:42
  not
• 8:43
  going
• 8:43
  to
• 8:43
  be
• 8:43
  a
• 8:44
  fashion
• 8:45
  company
• 8:45
  that's
• 8:45
  putting
• 8:45
  out
• 8:45
  a
• 8:46
  hundred
• 8:46
  thousand
• 8:46
  orders
• 8:46
  a
• 8:46
  day.
• 8:47
  You're
• 8:47
  probably
• 8:47
  not
• 8:48
  going
• 8:48
  to
• 8:48
  have
• 8:48
  mobile
• 8:48
  robotics
• 8:49
  when
• 8:50
  you
• 8:50
  need
• 8:50
  that
• 8:50
  level
• 8:51
  of
• 8:51
  throughput.
• 8:52
  It's
• 8:53
  someone
• 8:53
  that
• 8:53
  might
• 8:53
  be
• 8:54
  putting
• 8:54
  out,
• 8:54
  I
• 8:54
  don't
• 8:54
  know,
• 8:54
  a
• 8:55
  thousand
• 8:55
  orders
• 8:55
  a
• 8:55
  day.
• 8:56
  You
• 8:56
  need
• 8:56
  to
• 8:56
  be
• 8:57
  moving
• 8:57
  things
• 8:57
  around
• 8:58
  this
• 8:58
  warehouse.
• 8:58
  And
• 8:59
  that's
• 8:59
  where
• 8:59
  your
• 8:59
  bottleneck
• 9:00
  is
• 9:00
  right
• 9:00
  now
• 9:00
  is
• 9:00
  the
• 9:00
  transportation
• 9:01
  piece
• 9:02
  or
• 9:03
  getting,
• 9:04
  getting
• 9:04
  products
• 9:04
  to
• 9:05
  one
• 9:05
  side
• 9:05
  of
• 9:05
  the
• 9:05
  building
• 9:05
  to
• 9:06
  the
• 9:06
  other
• 9:06
  or
• 9:06
  whatever
• 9:06
  it
• 9:06
  might
• 9:06
  be.
• 9:07
  I
• 9:08
  think
• 9:08
  that
• 9:08
  would
• 9:08
  be
• 9:08
  the
• 9:08
  best
• 9:09
  use
• 9:09
  case
• 9:09
  for
• 9:10
  mobile
• 9:10
  robotics
• 9:11
  in
• 9:11
  that
• 9:11
  scenario.
• 9:12
  Things
• 9:13
  aren't
• 9:13
  as
• 9:13
  tried
• 9:13
  and
• 9:14
  true
• 9:14
  in
• 9:14
  terms
• 9:14
  of
• 9:14
  what
• 9:15
  you
• 9:15
  can
• 9:15
  go
• 9:15
  back
• 9:15
  on
• 9:15
  and
• 9:16
  count
• 9:16
  on
• 9:16
  in
• 9:16
  the
• 9:16
  building
• 9:17
  every
• 9:17
  single
• 9:17
  day.
• 9:18
  Like
• 9:18
  the
• 9:18
  footage
• 9:18
  of
• 9:18
  the
• 9:19
  building
• 9:19
  may
• 9:19
  be
• 9:19
  needing
• 9:20
  to
• 9:20
  change
• 9:21
  the
• 9:21
  volume
• 9:21
  of
• 9:22
  the
• 9:22
  going
• 9:22
  through
• 9:22
  the
• 9:23
  building.
• 9:23
  Might
• 9:23
  also
• 9:23
  need
• 9:23
  to
• 9:24
  change
• 9:24
  the
• 9:24
  availability
• 9:25
  of
• 9:25
  the.
• 9:25
  Where
• 9:25
  the
• 9:25
  workforce
• 9:26
  might
• 9:26
  also
• 9:26
  need.
• 9:27
  Is
• 9:27
  that
• 9:27
  factor
• 9:27
  into
• 9:27
  it
• 9:28
  too?
• 9:28
  I
• 9:28
  think
• 9:29
  that
• 9:29
  does.
• 9:29
  But
• 9:29
  a
• 9:29
  lot
• 9:29
  of
• 9:30
  times
• 9:30
  with
• 9:30
  a
• 9:30
  lot
• 9:30
  of
• 9:30
  customers
• 9:31
  I've
• 9:31
  been
• 9:31
  discussing
• 9:31
  mobile
• 9:32
  robotics
• 9:32
  with,
• 9:32
  it's
• 9:33
  like
• 9:33
  our
• 9:34
  issue
• 9:34
  is
• 9:35
  one
• 9:36
  of
• 9:36
  them
• 9:36
  was
• 9:36
  manufacturing.
• 9:37
  We're
• 9:37
  having
• 9:37
  trouble
• 9:38
  of
• 9:38
  getting
• 9:39
  products
• 9:39
  from
• 9:39
  this,
• 9:40
  this
• 9:40
  stage
• 9:41
  to
• 9:41
  this
• 9:41
  stage.
• 9:42
  And
• 9:42
  sometimes
• 9:43
  it's
• 9:43
  literally
• 9:43
  just
• 9:44
  a,
• 9:44
  an
• 9:44
  operator
• 9:45
  that
• 9:45
  stops
• 9:45
  and
• 9:45
  talks
• 9:46
  for
• 9:46
  20
• 9:46
  minutes.
• 9:47
  Well,
• 9:47
  now
• 9:47
  someone
• 9:48
  down
• 9:48
  the
• 9:48
  line
• 9:48
  is
• 9:48
  waiting
• 9:49
  for
• 9:49
  that
• 9:49
  product
• 9:49
  and
• 9:49
  they
• 9:49
  can't
• 9:50
  get
• 9:50
  it
• 9:50
  because
• 9:51
  the
• 9:51
  tug
• 9:52
  driver's
• 9:52
  talking
• 9:53
  to
• 9:53
  someone
• 9:53
  else.
• 9:54
  Well,
• 9:54
  robots
• 9:55
  don't
• 9:55
  talk,
• 9:55
  they
• 9:55
  don't
• 9:55
  stop,
• 9:56
  they
• 9:56
  just
• 9:56
  keep
• 9:56
  doing
• 9:56
  their
• 9:57
  process.
• 9:58
  So
• 9:58
  it's
• 9:59
  not
• 9:59
  yet.
• 10:01
  We'll
• 10:01
  see
• 10:01
  with
• 10:01
  AI,
• 10:02
  who
• 10:02
  knows?
• 10:02
  Right?
• 10:03
  Yeah.
• 10:03
  Right.
• 10:04
  That's
• 10:04
  a
• 10:04
  great
• 10:05
  use
• 10:05
  case
• 10:05
  for
• 10:05
  that.
• 10:06
  It's
• 10:06
  something
• 10:06
  that's
• 10:07
  fairly
• 10:07
  repeatable.
• 10:07
  You're
• 10:08
  calling
• 10:08
  on
• 10:08
  it
• 10:08
  when
• 10:09
  you
• 10:09
  need
• 10:09
  it,
• 10:10
  you
• 10:11
  need
• 10:11
  some
• 10:11
  level
• 10:12
  of
• 10:12
  urgency,
• 10:13
  but
• 10:13
  it's
• 10:13
  not.
• 10:14
  I
• 10:14
  have
• 10:14
  to
• 10:14
  have
• 10:15
  this
• 10:15
  here
• 10:16
  now.
• 10:17
  So
• 10:17
  I
• 10:17
  don't
• 10:17
  need
• 10:17
  a
• 10:17
  conveyor
• 10:18
  that's
• 10:18
  running
• 10:18
  at
• 10:18
  say
• 10:19
  3,000
• 10:19
  units
• 10:20
  an
• 10:20
  hour,
• 10:20
  let's
• 10:21
  say.
• 10:21
  Yeah,
• 10:21
  I
• 10:21
  mean,
• 10:21
  essentially,
• 10:22
  like
• 10:22
  what
• 10:22
  you're
• 10:22
  saying,
• 10:23
  what
• 10:23
  you're
• 10:23
  getting
• 10:23
  at
• 10:23
  is
• 10:23
  like
• 10:24
  you're
• 10:24
  going
• 10:24
  to
• 10:24
  use
• 10:24
  robotics.
• 10:25
  If
• 10:25
  you
• 10:25
  are
• 10:26
  not
• 10:26
  comfortable
• 10:27
  with
• 10:27
  the
• 10:27
  decision
• 10:27
  that
• 10:27
  you're
• 10:28
  going
• 10:28
  to
• 10:28
  make,
• 10:28
  that
• 10:28
  it's
• 10:28
  still
• 10:29
  going
• 10:29
  to
• 10:29
  be
• 10:29
  the
• 10:29
  way
• 10:29
  you're
• 10:29
  going
• 10:30
  to
• 10:30
  be
• 10:30
  doing
• 10:30
  things.
• 10:30
  Sometimes
• 10:31
  it
• 10:31
  just
• 10:31
  doesn't
• 10:31
  work
• 10:32
  for
• 10:32
  the
• 10:32
  facility.
• 10:33
  Like,
• 10:33
  it
• 10:33
  just
• 10:33
  doesn't
• 10:33
  make
• 10:34
  sense
• 10:34
  to
• 10:34
  have
• 10:34
  some
• 10:35
  massive
• 10:35
  ASRs
• 10:36
  in
• 10:36
  this
• 10:37
  building
• 10:37
  because
• 10:37
  of
• 10:38
  what
• 10:39
  you're
• 10:39
  storing,
• 10:39
  how
• 10:39
  you're
• 10:40
  storing
• 10:40
  it.
• 10:41
  And
• 10:41
  you
• 10:41
  might
• 10:41
  be
• 10:41
  fine
• 10:42
  with
• 10:42
  the
• 10:42
  labor
• 10:42
  you
• 10:42
  have.
• 10:42
  It
• 10:42
  could
• 10:43
  be
• 10:43
  cheaper
• 10:43
  to
• 10:43
  run
• 10:43
  a
• 10:43
  forklift
• 10:44
  operator
• 10:44
  in
• 10:45
  that
• 10:45
  scenario.
• 10:45
  But
• 10:47
  I
• 10:47
  just
• 10:47
  need
• 10:47
  the
• 10:47
  forklift
• 10:47
  operator
• 10:48
  bring
• 10:48
  that
• 10:48
  unit
• 10:49
  down
• 10:49
  and
• 10:49
  then
• 10:49
  I
• 10:49
  can
• 10:49
  transport
• 10:50
  it
• 10:50
  with
• 10:50
  an
• 10:50
  AGV
• 10:51
  from
• 10:51
  there.
• 10:51
  That's
• 10:51
  cheap,
• 10:52
  that's
• 10:52
  repeatable.
• 10:54
  So
• 10:54
  that's
• 10:54
  when
• 10:54
  you
• 10:55
  start
• 10:55
  looking
• 10:55
  at
• 10:55
  the
• 10:55
  different
• 10:56
  technologies
• 10:57
  and
• 10:57
  what
• 10:57
  you're
• 10:57
  trying
• 10:57
  to
• 10:58
  achieve.
• 10:58
  To
• 10:58
  say
• 10:59
  this
• 10:59
  makes
• 10:59
  sense.
• 11:00
  Otherwise
• 11:00
  you
• 11:01
  might
• 11:01
  be
• 11:01
  spending
• 11:01
  tens
• 11:01
  of
• 11:02
  millions
• 11:02
  of
• 11:02
  dollars
• 11:02
  in
• 11:02
  something
• 11:03
  you're
• 11:03
  never
• 11:03
  going
• 11:03
  to
• 11:03
  see
• 11:03
  an
• 11:03
  ROI
• 11:04
  on.
• 11:04
  And
• 11:04
  that's,
• 11:05
  that's
• 11:05
  something
• 11:05
  we
• 11:05
  usually
• 11:05
  Try
• 11:06
  to
• 11:06
  avoid.
• 11:06
  Got
• 11:06
  it.
• 11:07
  So
• 11:07
  is
• 11:07
  the
• 11:07
  vice
• 11:07
  versa
• 11:08
  use
• 11:08
  case
• 11:08
  for
• 11:08
  like
• 11:09
  the
• 11:09
  fixed,
• 11:09
  the
• 11:09
  fixed
• 11:10
  infrastructure
• 11:10
  the
• 11:11
  same
• 11:11
  or
• 11:11
  are
• 11:11
  there
• 11:11
  other
• 11:11
  dynamics
• 11:12
  or
• 11:12
  nuances
• 11:13
  that
• 11:13
  you
• 11:13
  have
• 11:13
  to,
• 11:14
  you
• 11:14
  know,
• 11:14
  think
• 11:14
  about
• 11:15
  as
• 11:15
  the
• 11:15
  implementer
• 11:16
  before
• 11:16
  you
• 11:16
  go
• 11:17
  about
• 11:17
  doing
• 11:17
  those
• 11:17
  as
• 11:18
  well?
• 11:18
  They're
• 11:19
  similar,
• 11:19
  but
• 11:19
  there's
• 11:19
  some
• 11:19
  others
• 11:20
  as
• 11:20
  well.
• 11:20
  When
• 11:21
  we
• 11:21
  need
• 11:21
  to
• 11:21
  talk
• 11:21
  more
• 11:22
  about
• 11:23
  can
• 11:23
  the
• 11:23
  building
• 11:23
  handle
• 11:24
  it?
• 11:24
  You
• 11:24
  know,
• 11:25
  I
• 11:25
  could
• 11:25
  probably
• 11:25
  put
• 11:25
  an
• 11:25
  AGV
• 11:26
  in
• 11:26
  almost
• 11:26
  any
• 11:27
  facility.
• 11:28
  Whereas
• 11:28
  with
• 11:28
  fixed
• 11:29
  automation,
• 11:29
  we
• 11:30
  need
• 11:30
  to
• 11:30
  figure
• 11:31
  out
• 11:31
  how
• 11:31
  tall
• 11:31
  are
• 11:32
  the,
• 11:32
  how
• 11:32
  tall
• 11:32
  is
• 11:33
  the
• 11:33
  ceiling,
• 11:33
  can
• 11:33
  the
• 11:33
  floor
• 11:33
  support
• 11:34
  it?
• 11:35
  Does
• 11:35
  it
• 11:35
  make
• 11:36
  sense
• 11:37
  lengthwise?
• 11:38
  You
• 11:38
  know,
• 11:38
  the
• 11:39
  longer
• 11:39
  you
• 11:39
  go,
• 11:39
  the
• 11:39
  higher
• 11:40
  you
• 11:40
  go,
• 11:40
  the
• 11:40
  more
• 11:40
  efficient
• 11:40
  it
• 11:41
  is.
• 11:41
  You
• 11:41
  might
• 11:41
  have
• 11:41
  like
• 11:42
  a
• 11:42
  really
• 11:42
  oddly
• 11:42
  shaped
• 11:42
  building
• 11:43
  and,
• 11:43
  you
• 11:43
  know,
• 11:43
  it's
• 11:44
  really
• 11:44
  not
• 11:44
  efficient
• 11:44
  to
• 11:45
  put
• 11:45
  something
• 11:45
  like
• 11:45
  that
• 11:45
  in.
• 11:46
  So
• 11:46
  we
• 11:46
  try
• 11:46
  to
• 11:46
  take
• 11:47
  all
• 11:47
  that
• 11:47
  into
• 11:47
  consideration
• 11:48
  when
• 11:48
  we're
• 11:49
  looking
• 11:49
  at
• 11:49
  the
• 11:49
  different
• 11:49
  types
• 11:50
  of
• 11:50
  technology
• 11:51
  and
• 11:51
  what
• 11:51
  would
• 11:51
  make
• 11:52
  most
• 11:52
  sense
• 11:52
  for
• 11:53
  your,
• 11:54
  your
• 11:54
  business,
• 11:55
  but
• 11:55
  also
• 11:56
  the
• 11:57
  problem
• 11:57
  that
• 11:57
  you're
• 11:57
  trying
• 11:57
  to
• 11:58
  solve.
• 11:58
  So
• 11:59
  all
• 11:59
  that
• 11:59
  comes
• 11:59
  into
• 11:59
  consideration.
• 12:00
  So
• 12:00
  you
• 12:01
  mentioned
• 12:01
  labor
• 12:01
  before.
• 12:02
  So
• 12:02
  is,
• 12:03
  is
• 12:03
  labor,
• 12:05
  is
• 12:05
  labor
• 12:05
  generally
• 12:06
  the
• 12:06
  anchor
• 12:07
  of
• 12:07
  the
• 12:07
  return
• 12:07
  on
• 12:08
  investment
• 12:08
  models
• 12:08
  that
• 12:09
  you're
• 12:09
  creating
• 12:09
  with
• 12:10
  the,
• 12:10
  these
• 12:10
  companies?
• 12:11
  Or
• 12:11
  like,
• 12:11
  how
• 12:11
  do
• 12:11
  you,
• 12:11
  how
• 12:12
  do,
• 12:12
  how
• 12:12
  should
• 12:12
  my
• 12:12
  audience
• 12:13
  think
• 12:13
  about
• 12:13
  that?
• 12:13
  How
• 12:13
  should
• 12:14
  I
• 12:14
  think
• 12:14
  about
• 12:14
  that
• 12:14
  too?
• 12:15
  I
• 12:15
  think
• 12:15
  that
• 12:16
  really
• 12:16
  depends
• 12:16
  on
• 12:16
  the
• 12:16
  industry.
• 12:17
  So
• 12:18
  I'll
• 12:19
  start
• 12:19
  with
• 12:19
  fashion
• 12:19
  because
• 12:19
  that's
• 12:20
  kind
• 12:20
  of
• 12:20
  my,
• 12:20
  my,
• 12:21
  I
• 12:21
  don't
• 12:22
  say
• 12:22
  specialty,
• 12:22
  but
• 12:22
  what
• 12:22
  I
• 12:23
  focus
• 12:23
  on
• 12:23
  a
• 12:23
  lot
• 12:23
  is,
• 12:23
  is
• 12:24
  fashion.
• 12:24
  Usually
• 12:25
  it
• 12:25
  is
• 12:25
  labor
• 12:25
  related.
• 12:26
  A
• 12:26
  lot
• 12:27
  of
• 12:27
  times
• 12:27
  we
• 12:27
  can
• 12:27
  save
• 12:28
  60
• 12:28
  to
• 12:28
  40
• 12:29
  to
• 12:29
  60%
• 12:30
  in
• 12:30
  labor
• 12:30
  by
• 12:30
  putting
• 12:31
  in
• 12:31
  fixed
• 12:31
  automation
• 12:32
  because
• 12:32
  it's
• 12:33
  high
• 12:33
  throughput,
• 12:35
  usually
• 12:36
  very
• 12:36
  dense
• 12:36
  storage
• 12:37
  is
• 12:37
  what
• 12:37
  you're
• 12:37
  going
• 12:37
  to
• 12:37
  want.
• 12:38
  You
• 12:38
  think
• 12:38
  about
• 12:40
  your
• 12:41
  peak
• 12:41
  season
• 12:41
  when
• 12:42
  you're,
• 12:42
  you're
• 12:42
  jumping
• 12:42
  up
• 12:43
  your
• 12:43
  labor
• 12:44
  by
• 12:44
  40%,
• 12:45
  let's
• 12:45
  say.
• 12:46
  And
• 12:46
  if
• 12:46
  we
• 12:46
  can
• 12:47
  reduce
• 12:47
  that,
• 12:47
  then
• 12:47
  there's
• 12:48
  a
• 12:48
  massive
• 12:48
  ROI
• 12:49
  to
• 12:49
  be
• 12:49
  had
• 12:49
  there.
• 12:50
  But
• 12:50
  then
• 12:51
  you
• 12:51
  look
• 12:51
  at
• 12:51
  say
• 12:51
  medical
• 12:52
  device
• 12:53
  and
• 12:53
  labor
• 12:53
  plays
• 12:54
  a
• 12:54
  role
• 12:55
  in
• 12:55
  that.
• 12:55
  But
• 12:55
  a
• 12:55
  lot
• 12:55
  of
• 12:55
  times
• 12:56
  they're
• 12:56
  looking
• 12:57
  to
• 12:57
  add
• 12:57
  automation
• 12:58
  because
• 12:58
  of
• 12:58
  accuracy
• 12:59
  and
• 13:00
  the
• 13:00
  speed
• 13:00
  in
• 13:00
  which
• 13:01
  they
• 13:01
  can
• 13:01
  get
• 13:01
  this
• 13:01
  product
• 13:02
  out.
• 13:02
  Because
• 13:02
  if
• 13:02
  someone's
• 13:02
  having
• 13:03
  a
• 13:03
  surgery,
• 13:03
  hospital's
• 13:04
  like,
• 13:04
  I
• 13:04
  need
• 13:05
  this.
• 13:05
  They
• 13:05
  need
• 13:05
  it.
• 13:05
  There's
• 13:06
  now.
• 13:06
  And
• 13:07
  they
• 13:07
  need
• 13:07
  to
• 13:07
  make
• 13:07
  sure
• 13:07
  that
• 13:08
  all
• 13:08
  the
• 13:08
  bits
• 13:08
  and
• 13:08
  pieces
• 13:08
  you
• 13:09
  need
• 13:09
  to
• 13:09
  do
• 13:10
  this
• 13:10
  operation,
• 13:10
  whatever
• 13:11
  it
• 13:11
  is,
• 13:11
  is
• 13:11
  in
• 13:12
  that
• 13:12
  order.
• 13:12
  And
• 13:13
  if
• 13:13
  you're
• 13:13
  doing
• 13:13
  that
• 13:13
  manually,
• 13:14
  then
• 13:14
  you
• 13:14
  add
• 13:14
  the
• 13:14
  human
• 13:15
  factor
• 13:15
  and
• 13:15
  you
• 13:15
  might
• 13:16
  miss
• 13:16
  things.
• 13:18
  So
• 13:18
  the
• 13:18
  ROI
• 13:18
  is
• 13:19
  different.
• 13:19
  A
• 13:20
  lot
• 13:20
  of
• 13:20
  people,
• 13:20
  you
• 13:20
  know,
• 13:21
  they
• 13:21
  always
• 13:21
  want
• 13:21
  to
• 13:21
  say
• 13:22
  three
• 13:22
  to
• 13:22
  four
• 13:22
  years
• 13:23
  is
• 13:23
  what
• 13:23
  I'm
• 13:23
  hoping
• 13:23
  to
• 13:23
  return
• 13:24
  on
• 13:24
  but
• 13:25
  depending
• 13:25
  on
• 13:25
  the
• 13:25
  market
• 13:26
  or
• 13:26
  the
• 13:26
  industry,
• 13:28
  there
• 13:28
  might
• 13:28
  not
• 13:28
  be
• 13:29
  a
• 13:29
  financial
• 13:29
  one
• 13:29
  attached
• 13:30
  to
• 13:30
  it.
• 13:30
  Sometimes
• 13:31
  it's
• 13:31
  just
• 13:32
  what
• 13:32
  you're
• 13:32
  doing
• 13:33
  what,
• 13:33
  what
• 13:34
  you're
• 13:34
  trying
• 13:34
  to
• 13:34
  achieve
• 13:34
  with
• 13:34
  it
• 13:35
  and
• 13:35
  fix.
• 13:36
  So
• 13:36
  yeah,
• 13:37
  so
• 13:37
  you're
• 13:37
  basically
• 13:37
  saying
• 13:38
  like
• 13:38
  automation
• 13:39
  in
• 13:39
  a
• 13:39
  warehouse
• 13:40
  will
• 13:41
  part
• 13:41
  and
• 13:41
  parcel,
• 13:42
  all
• 13:42
  things
• 13:42
  being
• 13:42
  equal
• 13:43
  is
• 13:43
  going
• 13:43
  to
• 13:43
  be
• 13:43
  a
• 13:43
  more
• 13:44
  accurate
• 13:44
  operation
• 13:45
  than
• 13:46
  heavily
• 13:46
  depend
• 13:46
  on
• 13:46
  human
• 13:47
  labor.
• 13:47
  Yeah,
• 13:47
  it
• 13:47
  makes
• 13:47
  sense.
• 13:48
  In
• 13:48
  some
• 13:48
  of
• 13:48
  this
• 13:49
  medical
• 13:49
  field
• 13:49
  it's
• 13:50
  serialized.
• 13:51
  So
• 13:51
  I
• 13:51
  need
• 13:51
  to
• 13:51
  know
• 13:51
  exactly
• 13:52
  where
• 13:52
  this
• 13:52
  one
• 13:52
  individual
• 13:53
  part
• 13:53
  is
• 13:53
  in
• 13:53
  that
• 13:53
  warehouse
• 13:54
  at
• 13:54
  all
• 13:54
  times.
• 13:55
  And
• 13:55
  if
• 13:55
  you
• 13:55
  say
• 13:55
  I
• 13:56
  need
• 13:56
  it,
• 13:56
  I
• 13:56
  can
• 13:56
  call
• 13:56
  it
• 13:57
  down
• 13:57
  for
• 13:57
  you.
• 13:57
  Whereas
• 13:58
  if
• 13:58
  you're
• 13:58
  in
• 13:58
  a
• 13:59
  manual
• 13:59
  situation,
• 14:01
  it
• 14:01
  might
• 14:01
  be,
• 14:02
  might
• 14:02
  be
• 14:02
  using
• 14:02
  a
• 14:02
  piece
• 14:02
  of
• 14:02
  paper
• 14:03
  and
• 14:03
  I've
• 14:03
  seen
• 14:03
  that
• 14:04
  too
• 14:04
  where
• 14:05
  they're
• 14:05
  still
• 14:05
  working
• 14:06
  off
• 14:06
  of
• 14:07
  paper
• 14:07
  orders
• 14:07
  and
• 14:08
  that
• 14:08
  they're
• 14:08
  going
• 14:08
  through
• 14:08
  and
• 14:09
  checking
• 14:09
  things
• 14:09
  off.
• 14:10
  And
• 14:10
  if
• 14:11
  when
• 14:11
  we're
• 14:11
  talking
• 14:11
  about
• 14:11
  a
• 14:12
  serialized
• 14:12
  item
• 14:13
  and
• 14:13
  I
• 14:13
  need
• 14:13
  that
• 14:13
  exact
• 14:14
  specific
• 14:14
  one
• 14:14
  like
• 14:15
  first
• 14:15
  in,
• 14:15
  first
• 14:15
  out,
• 14:16
  it
• 14:16
  becomes
• 14:16
  a
• 14:16
  lot
• 14:17
  harder
• 14:17
  to
• 14:17
  do
• 14:18
  just
• 14:18
  on
• 14:18
  a
• 14:18
  piece
• 14:18
  of
• 14:19
  paper.
• 14:19
  And
• 14:19
  so
• 14:19
  that's
• 14:19
  when
• 14:20
  the
• 14:20
  automation
• 14:21
  and
• 14:21
  the
• 14:21
  software
• 14:21
  really
• 14:21
  plays
• 14:22
  a
• 14:22
  huge
• 14:22
  role
• 14:23
  in
• 14:23
  that.
• 14:24
  Got
• 14:24
  it.
• 14:24
  So
• 14:24
  the
• 14:24
  ultimate
• 14:25
  business
• 14:25
  model
• 14:26
  also
• 14:26
  has
• 14:27
  ways
• 14:27
  into
• 14:27
  this
• 14:27
  greatly.
• 14:28
  Okay,
• 14:28
  I'm
• 14:28
  curious,
• 14:28
  so
• 14:29
  in
• 14:29
  addition
• 14:29
  to
• 14:29
  labor
• 14:30
  like
• 14:30
  what
• 14:30
  other,
• 14:31
  what
• 14:32
  other
• 14:32
  elements
• 14:32
  go
• 14:33
  into
• 14:33
  the
• 14:33
  business
• 14:34
  case
• 14:34
  as
• 14:34
  you
• 14:34
  know,
• 14:35
  as
• 14:35
  you
• 14:35
  look
• 14:35
  at
• 14:35
  roi.
• 14:36
  So
• 14:36
  like
• 14:36
  you
• 14:36
  know,
• 14:36
  I
• 14:37
  think
• 14:37
  you
• 14:37
  said
• 14:37
  throughput
• 14:38
  a
• 14:38
  couple
• 14:38
  times.
• 14:38
  I
• 14:38
  imagine
• 14:39
  you
• 14:39
  know,
• 14:39
  that
• 14:39
  is
• 14:39
  one
• 14:40
  in
• 14:40
  terms
• 14:40
  of
• 14:40
  how
• 14:40
  many
• 14:40
  units
• 14:41
  you
• 14:41
  can
• 14:41
  get
• 14:41
  out
• 14:41
  the
• 14:41
  building.
• 14:41
  Talked
• 14:42
  about
• 14:42
  labor
• 14:42
  but
• 14:43
  you
• 14:43
  know,
• 14:43
  is
• 14:43
  it
• 14:44
  picks
• 14:44
  per
• 14:44
  hour,
• 14:45
  like
• 14:45
  what
• 14:45
  are
• 14:46
  all
• 14:46
  the
• 14:46
  key
• 14:46
  metrics
• 14:47
  that
• 14:47
  you
• 14:47
  generally
• 14:48
  use
• 14:48
  in
• 14:48
  the
• 14:49
  industry
• 14:49
  to
• 14:49
  you
• 14:50
  know,
• 14:50
  assess
• 14:50
  whether
• 14:51
  or
• 14:51
  not
• 14:52
  an
• 14:52
  automation
• 14:53
  implementation.
• 14:53
  Will
• 14:54
  work
• 14:54
  long
• 14:54
  run.
• 14:55
  So
• 14:55
  I
• 14:55
  think
• 14:56
  of
• 14:56
  some
• 14:56
  big
• 14:56
  ones,
• 14:57
  accuracy
• 14:57
  is
• 14:57
  one
• 14:58
  because
• 14:58
  there
• 14:58
  could
• 14:58
  be
• 14:59
  a,
• 15:01
  some
• 15:02
  sort
• 15:02
  of
• 15:02
  fee
• 15:02
  if
• 15:02
  your
• 15:03
  order
• 15:03
  is
• 15:03
  not
• 15:03
  correct
• 15:04
  like
• 15:04
  say
• 15:04
  in
• 15:04
  the
• 15:04
  medical
• 15:05
  industry
• 15:05
  or
• 15:05
  something
• 15:05
  like
• 15:05
  that.
• 15:06
  Storage
• 15:07
  density.
• 15:07
  If
• 15:08
  I
• 15:08
  can
• 15:08
  increase
• 15:08
  your
• 15:08
  storage
• 15:09
  density,
• 15:09
  that
• 15:09
  means
• 15:09
  I
• 15:10
  don't
• 15:10
  have
• 15:10
  to
• 15:10
  buy
• 15:10
  a
• 15:10
  new
• 15:11
  building
• 15:11
  for
• 15:11
  say
• 15:11
  another
• 15:11
  10
• 15:12
  years.
• 15:12
  There's
• 15:13
  an
• 15:13
  ROI
• 15:13
  there
• 15:13
  if
• 15:13
  you
• 15:14
  start
• 15:14
  looking
• 15:14
  at
• 15:14
  that
• 15:14
  long
• 15:15
  term.
• 15:16
  Another
• 15:17
  one
• 15:17
  is
• 15:17
  cost
• 15:17
  per
• 15:18
  pick.
• 15:19
  A
• 15:19
  lot
• 15:19
  of
• 15:19
  times,
• 15:20
  especially
• 15:20
  in
• 15:21
  the
• 15:21
  E
• 15:21
  Comm
• 15:21
  world,
• 15:21
  it
• 15:22
  could
• 15:22
  cost,
• 15:22
  I'm
• 15:23
  making
• 15:23
  some
• 15:23
  numbers
• 15:23
  up
• 15:23
  here.
• 15:24
  Might
• 15:24
  cost,
• 15:25
  yeah,
• 15:25
  20
• 15:25
  cents,
• 15:26
  50
• 15:26
  cents
• 15:26
  a
• 15:26
  pick
• 15:27
  if
• 15:27
  it's
• 15:27
  very
• 15:28
  manual.
• 15:28
  Whereas
• 15:29
  one
• 15:29
  of
• 15:29
  our
• 15:29
  largest
• 15:30
  customers,
• 15:30
  they
• 15:30
  just
• 15:31
  reported
• 15:31
  to
• 15:31
  us
• 15:31
  that
• 15:31
  it
• 15:32
  was,
• 15:32
  I
• 15:32
  think
• 15:32
  it
• 15:32
  was
• 15:33
  6
• 15:33
  cents
• 15:33
  a
• 15:33
  pick
• 15:34
  during
• 15:34
  their
• 15:35
  peak
• 15:35
  season,
• 15:35
  which
• 15:36
  is
• 15:36
  crazy
• 15:36
  to
• 15:36
  think
• 15:37
  about.
• 15:37
  So
• 15:37
  that's
• 15:37
  you,
• 15:38
  you
• 15:38
  talk
• 15:38
  about
• 15:39
  a
• 15:39
  hundred
• 15:39
  thousand
• 15:40
  or
• 15:40
  sorry
• 15:40
  100,000
• 15:41
  orders
• 15:42
  with
• 15:42
  say
• 15:42
  250,000
• 15:44
  picks
• 15:44
  a
• 15:44
  day
• 15:45
  that
• 15:45
  adds
• 15:46
  up
• 15:46
  quick.
• 15:47
  So
• 15:47
  those
• 15:48
  are
• 15:48
  some
• 15:48
  of
• 15:48
  the
• 15:48
  metrics
• 15:48
  that,
• 15:49
  that
• 15:49
  they're
• 15:49
  starting
• 15:50
  to
• 15:50
  look
• 15:50
  at
• 15:52
  to
• 15:52
  figure
• 15:52
  out,
• 15:52
  does
• 15:53
  this
• 15:53
  make
• 15:53
  sense?
• 15:53
  What
• 15:54
  are,
• 15:54
  what's
• 15:54
  our
• 15:54
  return
• 15:54
  on
• 15:55
  investment
• 15:55
  going
• 15:55
  to
• 15:55
  be?
• 15:56
  And
• 15:56
  in
• 15:56
  a
• 15:56
  lot
• 15:56
  of
• 15:56
  cases,
• 15:57
  on
• 15:57
  average,
• 15:58
  it
• 15:58
  pays
• 15:58
  off
• 15:58
  in
• 15:58
  about
• 15:58
  four
• 15:59
  years,
• 15:59
  depending
• 16:00
  on
• 16:00
  the
• 16:00
  type
• 16:00
  of
• 16:00
  technology,
• 16:00
  or
• 16:01
  even
• 16:01
  less.
• 16:02
  So
• 16:02
  I'm
• 16:02
  curious
• 16:02
  too,
• 16:03
  like,
• 16:03
  this
• 16:03
  is
• 16:03
  always
• 16:03
  a
• 16:03
  question
• 16:04
  I've
• 16:04
  wanted
• 16:04
  to
• 16:04
  ask
• 16:04
  you.
• 16:05
  You
• 16:05
  know,
• 16:05
  so
• 16:06
  as,
• 16:06
  as
• 16:06
  you
• 16:06
  sit
• 16:06
  down
• 16:06
  with
• 16:07
  these
• 16:07
  companies
• 16:07
  and
• 16:07
  you're
• 16:08
  like,
• 16:08
  you
• 16:08
  know,
• 16:09
  you're
• 16:09
  designing
• 16:09
  the
• 16:09
  models
• 16:10
  for
• 16:10
  roi,
• 16:10
  you're
• 16:10
  looking
• 16:11
  at
• 16:11
  the
• 16:11
  throughput,
• 16:11
  you've
• 16:12
  got
• 16:12
  the
• 16:12
  productions
• 16:13
  and
• 16:14
  your
• 16:14
  experience.
• 16:14
  How
• 16:14
  often
• 16:15
  does
• 16:15
  the
• 16:16
  system
• 16:16
  that
• 16:16
  you've
• 16:17
  designed
• 16:17
  actually
• 16:18
  hit
• 16:18
  the
• 16:18
  plan
• 16:19
  throughput
• 16:19
  in
• 16:19
  year
• 16:20
  one?
• 16:20
  And
• 16:21
  if,
• 16:21
  you
• 16:22
  know,
• 16:22
  how
• 16:22
  often
• 16:22
  does
• 16:22
  it
• 16:22
  happen?
• 16:22
  And
• 16:23
  then
• 16:23
  what,
• 16:23
  what,
• 16:23
  what
• 16:24
  are
• 16:24
  some
• 16:24
  of
• 16:24
  the
• 16:24
  things
• 16:24
  that
• 16:25
  maybe
• 16:25
  prevent
• 16:26
  it
• 16:26
  from
• 16:26
  happening
• 16:26
  too?
• 16:27
  I
• 16:27
  think
• 16:28
  on
• 16:28
  average
• 16:28
  we
• 16:29
  hit
• 16:29
  those
• 16:29
  numbers.
• 16:30
  But
• 16:30
  I'll
• 16:30
  preface
• 16:31
  this
• 16:31
  with
• 16:32
  we
• 16:34
  set
• 16:34
  real
• 16:35
  expectations.
• 16:36
  Because
• 16:36
  anyone
• 16:37
  that
• 16:37
  says
• 16:37
  you
• 16:38
  were
• 16:38
  going
• 16:38
  to
• 16:38
  hit
• 16:38
  your,
• 16:39
  your
• 16:39
  max
• 16:40
  day
• 16:40
  one
• 16:40
  is
• 16:41
  lying
• 16:41
  to
• 16:41
  you.
• 16:41
  I
• 16:41
  don't
• 16:42
  see
• 16:42
  anyone
• 16:42
  that
• 16:42
  could
• 16:43
  possibly
• 16:43
  do
• 16:43
  that.
• 16:43
  It's
• 16:43
  not
• 16:43
  because,
• 16:44
  say,
• 16:44
  the
• 16:44
  system
• 16:44
  can't
• 16:45
  do
• 16:45
  it.
• 16:46
  You
• 16:46
  have
• 16:46
  to
• 16:46
  get
• 16:46
  the
• 16:46
  entire
• 16:47
  company
• 16:47
  on
• 16:47
  board
• 16:48
  to,
• 16:48
  to
• 16:48
  run
• 16:48
  a
• 16:49
  system
• 16:49
  like
• 16:49
  that
• 16:49
  at
• 16:50
  its
• 16:50
  most
• 16:50
  efficient,
• 16:51
  you
• 16:51
  need
• 16:51
  operators
• 16:52
  that
• 16:53
  know
• 16:53
  what
• 16:53
  they're
• 16:53
  doing.
• 16:54
  You
• 16:54
  need
• 16:54
  management
• 16:55
  that
• 16:55
  can
• 16:58
  process
• 16:58
  the
• 16:59
  orders
• 16:59
  properly
• 16:59
  or
• 17:00
  they
• 17:00
  might
• 17:00
  need
• 17:00
  to
• 17:00
  move
• 17:00
  things
• 17:00
  in
• 17:01
  and
• 17:01
  out.
• 17:01
  You
• 17:01
  need
• 17:01
  the
• 17:02
  logistics
• 17:02
  piece
• 17:02
  of
• 17:02
  it
• 17:03
  as
• 17:03
  well.
• 17:03
  So
• 17:03
  if
• 17:03
  everything's
• 17:04
  running
• 17:04
  smoothly,
• 17:04
  yeah,
• 17:05
  you
• 17:05
  can
• 17:05
  hit
• 17:05
  those
• 17:05
  numbers.
• 17:06
  But
• 17:07
  day
• 17:07
  one,
• 17:08
  I
• 17:08
  think
• 17:08
  if
• 17:09
  you
• 17:09
  set
• 17:09
  real
• 17:09
  expectations
• 17:10
  of
• 17:10
  this
• 17:10
  is
• 17:10
  what
• 17:11
  we
• 17:11
  can
• 17:11
  expect
• 17:11
  in
• 17:11
  the
• 17:12
  first
• 17:12
  year
• 17:12
  and
• 17:13
  things
• 17:13
  start
• 17:13
  to
• 17:13
  ramp
• 17:14
  up
• 17:14
  and
• 17:14
  that's
• 17:15
  much
• 17:15
  more
• 17:15
  realistic.
• 17:16
  Not
• 17:17
  to
• 17:17
  say,
• 17:17
  you
• 17:18
  know,
• 17:18
  we
• 17:18
  haven't
• 17:19
  had
• 17:19
  our
• 17:19
  issues,
• 17:19
  but,
• 17:19
  you
• 17:20
  know,
• 17:20
  things
• 17:20
  happen.
• 17:20
  These,
• 17:21
  these
• 17:21
  systems
• 17:21
  are
• 17:22
  advanced.
• 17:23
  There's
• 17:23
  a
• 17:23
  lot
• 17:23
  of
• 17:24
  moving
• 17:24
  pieces
• 17:25
  from
• 17:25
  the
• 17:25
  software
• 17:26
  to
• 17:26
  the
• 17:26
  mechanical.
• 17:27
  And
• 17:27
  to
• 17:27
  get
• 17:27
  all
• 17:28
  that
• 17:28
  married
• 17:28
  together
• 17:29
  on
• 17:29
  top
• 17:29
  of
• 17:30
  a,
• 17:31
  let's
• 17:31
  say
• 17:31
  a
• 17:31
  homegrown
• 17:32
  wms,
• 17:33
  that's
• 17:33
  over
• 17:33
  us
• 17:34
  as
• 17:34
  well.
• 17:34
  All
• 17:35
  that
• 17:35
  has
• 17:35
  to
• 17:35
  communicate
• 17:36
  just
• 17:36
  absolutely
• 17:36
  perfectly.
• 17:38
  It
• 17:38
  never
• 17:38
  does.
• 17:39
  It
• 17:39
  just.
• 17:39
  Yeah,
• 17:39
  right.
• 17:40
  Things,
• 17:40
  you
• 17:40
  know.
• 17:41
  Right.
• 17:42
  Yeah.
• 17:42
  If
• 17:42
  I
• 17:42
  read
• 17:42
  between
• 17:42
  the
• 17:43
  lines,
• 17:43
  there's
• 17:43
  a
• 17:44
  couple
• 17:44
  of
• 17:44
  words
• 17:44
  that
• 17:44
  are
• 17:44
  coming
• 17:44
  to
• 17:45
  mind
• 17:45
  for
• 17:45
  me.
• 17:45
  Like
• 17:45
  culture
• 17:46
  becomes
• 17:46
  a
• 17:46
  factor
• 17:47
  here.
• 17:47
  And
• 17:47
  then
• 17:47
  also
• 17:47
  like
• 17:48
  the
• 17:48
  people
• 17:48
  and
• 17:49
  process,
• 17:49
  part
• 17:49
  of
• 17:49
  the
• 17:49
  people,
• 17:50
  process
• 17:50
  and
• 17:50
  technology.
• 17:51
  I
• 17:51
  think
• 17:51
  that
• 17:51
  is
• 17:52
  what
• 17:52
  you're
• 17:52
  hitting
• 17:52
  at,
• 17:52
  right?
• 17:53
  Yeah.
• 17:53
  I
• 17:53
  mean,
• 17:53
  we
• 17:54
  can,
• 17:54
  we
• 17:54
  can
• 17:54
  do
• 17:55
  everything
• 17:55
  correct
• 17:55
  on
• 17:55
  our
• 17:56
  end.
• 17:56
  The
• 17:56
  software
• 17:56
  is
• 17:57
  there,
• 17:57
  the
• 17:57
  mechanical
• 17:57
  pieces
• 17:58
  are
• 17:58
  there,
• 17:58
  everything's
• 17:58
  ready
• 17:59
  to
• 17:59
  go.
• 17:59
  And
• 17:59
  let's
• 18:00
  say
• 18:00
  just
• 18:01
  the
• 18:01
  operators
• 18:02
  haven't
• 18:02
  figured
• 18:02
  things
• 18:02
  out
• 18:03
  just
• 18:03
  right
• 18:03
  or
• 18:04
  all
• 18:05
  the
• 18:05
  products
• 18:05
  not
• 18:05
  in
• 18:06
  the
• 18:06
  building
• 18:06
  the
• 18:06
  way
• 18:06
  it
• 18:06
  should
• 18:06
  be.
• 18:07
  Those
• 18:07
  are
• 18:08
  some
• 18:08
  things
• 18:08
  that
• 18:08
  just,
• 18:08
  they're
• 18:09
  variables
• 18:09
  that
• 18:09
  you
• 18:10
  can't
• 18:10
  always
• 18:10
  take
• 18:10
  into
• 18:10
  consideration
• 18:11
  when
• 18:11
  you're,
• 18:12
  you're
• 18:12
  going
• 18:13
  live.
• 18:14
  So
• 18:14
  you
• 18:14
  set
• 18:15
  up
• 18:15
  contingencies,
• 18:15
  you
• 18:16
  set
• 18:16
  up
• 18:16
  real
• 18:16
  expectations
• 18:17
  and
• 18:17
  then
• 18:17
  everyone's
• 18:18
  on
• 18:18
  the
• 18:18
  same
• 18:18
  page.
• 18:18
  So
• 18:18
  customer
• 18:19
  is
• 18:19
  not
• 18:19
  coming
• 18:19
  back
• 18:19
  saying,
• 18:20
  hey,
• 18:20
  you
• 18:21
  guys
• 18:21
  are
• 18:21
  only
• 18:21
  doing
• 18:21
  75%
• 18:22
  of
• 18:22
  what
• 18:22
  you
• 18:23
  said
• 18:23
  you
• 18:23
  would.
• 18:23
  And
• 18:24
  that's
• 18:24
  a
• 18:24
  problem.
• 18:24
  That's
• 18:25
  a
• 18:25
  huge
• 18:25
  problem.
• 18:26
  Also,
• 18:26
  we
• 18:27
  try
• 18:27
  not
• 18:27
  to
• 18:27
  go
• 18:28
  live
• 18:28
  at
• 18:28
  peak,
• 18:29
  so
• 18:29
  it's
• 18:29
  kind
• 18:29
  of
• 18:30
  right,
• 18:30
  we're
• 18:30
  going
• 18:30
  to
• 18:30
  go
• 18:30
  live.
• 18:31
  Let's
• 18:31
  do
• 18:31
  it.
• 18:31
  When
• 18:31
  you're
• 18:31
  kind
• 18:32
  of
• 18:32
  in
• 18:32
  a
• 18:32
  low
• 18:32
  spot,
• 18:34
  generally
• 18:34
  a
• 18:34
  good
• 18:34
  rule.
• 18:35
  Generally
• 18:35
  a
• 18:35
  good
• 18:35
  rule.
• 18:36
  Yeah.
• 18:36
  I'm
• 18:37
  always,
• 18:37
  I
• 18:37
  always
• 18:37
  laugh.
• 18:37
  Somebody,
• 18:38
  I
• 18:38
  can't
• 18:38
  remember
• 18:38
  who,
• 18:38
  but
• 18:38
  somebody
• 18:39
  did
• 18:39
  that
• 18:40
  last
• 18:40
  year
• 18:40
  and
• 18:40
  I
• 18:40
  was
• 18:40
  like,
• 18:41
  you're
• 18:41
  crazy.
• 18:41
  But,
• 18:42
  but
• 18:43
  yeah,
• 18:43
  that,
• 18:44
  that's
• 18:44
  funny.
• 18:44
  It's,
• 18:44
  it's
• 18:45
  good
• 18:45
  to
• 18:45
  hear,
• 18:46
  it's,
• 18:46
  it's
• 18:47
  good
• 18:47
  to
• 18:47
  hear
• 18:47
  the
• 18:47
  real
• 18:47
  story.
• 18:47
  So
• 18:48
  the
• 18:48
  big
• 18:48
  takeaway
• 18:48
  for
• 18:49
  me
• 18:49
  then
• 18:49
  if
• 18:49
  I
• 18:49
  extrapolate
• 18:50
  out
• 18:50
  what
• 18:50
  you
• 18:50
  just
• 18:50
  said
• 18:50
  is
• 18:51
  like
• 18:51
  if,
• 18:51
  you
• 18:51
  know,
• 18:51
  for
• 18:51
  the
• 18:51
  retailers
• 18:52
  listening,
• 18:52
  like
• 18:53
  if
• 18:53
  you're
• 18:53
  gonna
• 18:53
  invest,
• 18:54
  because
• 18:54
  these
• 18:54
  are,
• 18:54
  these
• 18:55
  are,
• 18:55
  these
• 18:55
  are,
• 18:55
  you
• 18:56
  know,
• 18:56
  pretty
• 18:56
  big
• 18:56
  capital
• 18:57
  projects,
• 18:58
  you're
• 18:58
  gonna
• 18:58
  invest
• 18:58
  in
• 18:59
  this.
• 18:59
  You
• 18:59
  also
• 18:59
  have
• 19:00
  to
• 19:00
  really
• 19:00
  think
• 19:00
  about
• 19:01
  how
• 19:01
  you
• 19:02
  are
• 19:02
  supporting
• 19:02
  the
• 19:03
  team
• 19:03
  in
• 19:04
  the
• 19:04
  building
• 19:04
  and
• 19:05
  organizing
• 19:06
  them
• 19:06
  and
• 19:06
  giving
• 19:06
  them
• 19:06
  the
• 19:06
  tools
• 19:07
  they
• 19:07
  need
• 19:07
  to
• 19:07
  use
• 19:08
  the
• 19:08
  new
• 19:08
  technology
• 19:09
  successfully.
• 19:10
  Like
• 19:10
  that
• 19:11
  has
• 19:11
  to
• 19:11
  be
• 19:11
  part
• 19:12
  of
• 19:12
  the
• 19:12
  plan
• 19:13
  and
• 19:13
  there's
• 19:13
  probably
• 19:13
  an
• 19:14
  additional
• 19:14
  cost
• 19:14
  to
• 19:15
  that
• 19:15
  too
• 19:15
  somewhere
• 19:16
  in
• 19:16
  the
• 19:16
  modeling
• 19:17
  or
• 19:17
  how
• 19:17
  do
• 19:17
  you
• 19:17
  guys
• 19:18
  think
• 19:18
  about
• 19:18
  that?
• 19:19
  Typically
• 19:19
  we
• 19:19
  already
• 19:20
  have
• 19:20
  that
• 19:20
  built
• 19:20
  into
• 19:20
  our
• 19:21
  cost.
• 19:21
  So
• 19:22
  we
• 19:22
  know
• 19:22
  that
• 19:22
  there
• 19:23
  needs
• 19:23
  to
• 19:23
  be
• 19:24
  ramp
• 19:24
  of
• 19:24
  operators,
• 19:25
  there
• 19:25
  needs
• 19:25
  to
• 19:25
  be
• 19:26
  training
• 19:26
  that
• 19:26
  goes
• 19:26
  along
• 19:26
  with
• 19:27
  that
• 19:27
  to
• 19:28
  floor
• 19:28
  managers,
• 19:29
  to
• 19:29
  upper
• 19:29
  level
• 19:29
  supply
• 19:30
  chain
• 19:30
  people.
• 19:31
  We've
• 19:31
  already
• 19:31
  got
• 19:32
  that
• 19:32
  in
• 19:32
  place.
• 19:33
  Also,
• 19:34
  what's
• 19:34
  been
• 19:34
  great
• 19:35
  is
• 19:36
  I've
• 19:36
  been
• 19:36
  really
• 19:36
  impressed
• 19:36
  with
• 19:37
  this.
• 19:37
  Our
• 19:37
  community
• 19:37
  of
• 19:38
  customers
• 19:38
  that
• 19:39
  we
• 19:39
  have
• 19:39
  really
• 19:39
  good
• 19:39
  relationships
• 19:40
  with,
• 19:40
  they've
• 19:40
  actually
• 19:41
  invited
• 19:41
  some
• 19:41
  of
• 19:41
  our
• 19:42
  new
• 19:42
  customers
• 19:43
  to
• 19:43
  go
• 19:43
  to
• 19:43
  their
• 19:43
  sites,
• 19:44
  work
• 19:44
  the
• 19:45
  site
• 19:45
  for
• 19:45
  a
• 19:45
  couple
• 19:45
  of
• 19:45
  months
• 19:45
  and
• 19:46
  train
• 19:46
  their
• 19:46
  operators.
• 19:47
  Just
• 19:47
  because
• 19:47
  they're
• 19:48
  like,
• 19:48
  hey,
• 19:48
  we
• 19:48
  want
• 19:48
  everyone
• 19:48
  to
• 19:48
  know
• 19:49
  what's,
• 19:49
  what's
• 19:49
  going
• 19:49
  on,
• 19:49
  how
• 19:50
  to
• 19:50
  do
• 19:50
  this.
• 19:50
  I
• 19:51
  mean,
• 19:51
  so
• 19:51
  long
• 19:51
  as
• 19:51
  you're
• 19:51
  not
• 19:51
  a
• 19:52
  direct
• 19:52
  competitor,
• 19:53
  they're
• 19:53
  fine
• 19:54
  with
• 19:54
  it.
• 19:54
  You
• 19:54
  know,
• 19:54
  they
• 19:55
  get
• 19:55
  labor
• 19:56
  out
• 19:56
  of
• 19:56
  it
• 19:56
  too.
• 19:57
  That's
• 19:57
  been
• 19:58
  fantastic.
• 19:58
  So
• 19:59
  then
• 19:59
  by
• 19:59
  the
• 19:59
  time
• 19:59
  that
• 20:00
  these
• 20:01
  new
• 20:01
  operators
• 20:01
  are
• 20:02
  working
• 20:02
  their
• 20:02
  system,
• 20:02
  they
• 20:03
  have
• 20:03
  some
• 20:03
  running
• 20:04
  knowledge
• 20:04
  of
• 20:04
  how
• 20:04
  to
• 20:05
  use
• 20:05
  it
• 20:07
  and
• 20:07
  then
• 20:07
  of
• 20:07
  Course,
• 20:07
  we
• 20:07
  have
• 20:07
  our
• 20:08
  people
• 20:08
  on
• 20:08
  site
• 20:08
  too,
• 20:09
  that
• 20:09
  are
• 20:09
  helping
• 20:09
  to
• 20:10
  give
• 20:11
  advice,
• 20:11
  maintain
• 20:12
  certain
• 20:12
  things.
• 20:12
  And,
• 20:12
  and
• 20:13
  there'll
• 20:13
  be
• 20:13
  a.
• 20:14
  We'll
• 20:14
  kind
• 20:14
  of
• 20:14
  taper
• 20:15
  off
• 20:15
  as
• 20:15
  time
• 20:15
  goes
• 20:16
  on.
• 20:16
  Say
• 20:16
  a
• 20:17
  couple
• 20:17
  of
• 20:17
  months
• 20:17
  down
• 20:17
  the
• 20:17
  road.
• 20:18
  You
• 20:18
  guys
• 20:18
  are
• 20:18
  running
• 20:19
  fine.
• 20:19
  We're
• 20:19
  going
• 20:19
  to
• 20:19
  step
• 20:20
  back,
• 20:21
  or
• 20:21
  if
• 20:21
  you
• 20:21
  want
• 20:21
  us
• 20:21
  to
• 20:21
  stay
• 20:21
  on,
• 20:22
  then
• 20:22
  of
• 20:22
  course
• 20:22
  we
• 20:22
  can
• 20:22
  do
• 20:23
  something
• 20:23
  like
• 20:23
  that
• 20:23
  as
• 20:23
  well.
• 20:24
  But
• 20:24
  we
• 20:25
  try
• 20:25
  to
• 20:25
  make
• 20:25
  sure
• 20:25
  everyone
• 20:25
  is
• 20:26
  as
• 20:26
  prepared
• 20:27
  as
• 20:27
  possible.
• 20:27
  So
• 20:28
  it's
• 20:28
  not
• 20:28
  a,
• 20:28
  hey,
• 20:29
  here's
• 20:29
  your
• 20:29
  cool
• 20:29
  system.
• 20:29
  We'll
• 20:30
  see
• 20:30
  you
• 20:30
  later.
• 20:30
  Yeah,
• 20:31
  that
• 20:31
  never
• 20:32
  goes
• 20:32
  over
• 20:32
  well.
• 20:33
  No,
• 20:33
  right.
• 20:33
  I
• 20:34
  doubt
• 20:34
  it
• 20:34
  does,
• 20:34
  but
• 20:34
  so,
• 20:35
  so
• 20:35
  it's,
• 20:35
  it's
• 20:36
  overtly
• 20:36
  in
• 20:36
  the
• 20:37
  thought
• 20:37
  process
• 20:37
  as
• 20:37
  you're
• 20:38
  having
• 20:38
  these
• 20:38
  discussions,
• 20:40
  so.
• 20:40
  And
• 20:40
  I
• 20:40
  can
• 20:41
  tell
• 20:41
  it's
• 20:41
  top
• 20:41
  of
• 20:41
  mind
• 20:41
  for
• 20:41
  you
• 20:42
  too.
• 20:42
  All
• 20:42
  right,
• 20:42
  so
• 20:42
  let's
• 20:43
  flip
• 20:43
  the
• 20:43
  script
• 20:43
  a
• 20:43
  little
• 20:43
  bit
• 20:44
  now.
• 20:44
  So
• 20:44
  I'm
• 20:44
  curious
• 20:44
  because
• 20:44
  we
• 20:45
  kind
• 20:45
  of
• 20:45
  talked
• 20:45
  about,
• 20:45
  like,
• 20:45
  what
• 20:45
  are
• 20:46
  the
• 20:46
  conditions
• 20:46
  you
• 20:46
  need
• 20:46
  to
• 20:47
  be,
• 20:47
  you
• 20:47
  know,
• 20:47
  to
• 20:48
  think
• 20:48
  about
• 20:48
  if
• 20:48
  you're
• 20:48
  going
• 20:49
  to
• 20:49
  do
• 20:49
  an
• 20:49
  automation
• 20:50
  implementation?
• 20:51
  But
• 20:51
  I'm
• 20:52
  curious
• 20:52
  too.
• 20:52
  Like,
• 20:52
  are
• 20:53
  there
• 20:54
  situations
• 20:54
  that
• 20:55
  you
• 20:55
  encounter
• 20:56
  where
• 20:57
  Automation
• 20:58
  is
• 20:58
  just
• 20:58
  100%
• 21:00
  not
• 21:00
  the
• 21:00
  right
• 21:00
  answer,
• 21:01
  not
• 21:02
  something
• 21:02
  people
• 21:02
  should
• 21:03
  think
• 21:03
  about?
• 21:03
  Like,
• 21:03
  what's
• 21:04
  the
• 21:04
  profile
• 21:04
  of
• 21:04
  an
• 21:04
  operator
• 21:05
  that
• 21:06
  should
• 21:06
  be
• 21:06
  pumping
• 21:07
  the
• 21:07
  brakes
• 21:07
  on
• 21:07
  these
• 21:08
  discussions,
• 21:09
  you
• 21:09
  know,
• 21:09
  with
• 21:09
  you
• 21:10
  in
• 21:10
  your
• 21:10
  mind?
• 21:10
  And
• 21:10
  how
• 21:11
  hard
• 21:11
  is
• 21:11
  that
• 21:11
  to
• 21:12
  tell
• 21:12
  folks
• 21:12
  too?
• 21:13
  I
• 21:13
  gotta
• 21:13
  imagine
• 21:13
  it's
• 21:13
  not
• 21:13
  the
• 21:14
  easiest
• 21:14
  thing
• 21:14
  to
• 21:14
  do.
• 21:15
  Depends
• 21:15
  on
• 21:15
  the
• 21:15
  person.
• 21:16
  But
• 21:16
  a
• 21:16
  lot
• 21:16
  of
• 21:16
  times
• 21:16
  it's
• 21:17
  low
• 21:18
  volume.
• 21:18
  If
• 21:18
  you
• 21:19
  have
• 21:19
  low
• 21:19
  volume,
• 21:20
  slow
• 21:20
  moving
• 21:22
  equipment
• 21:23
  or
• 21:23
  products,
• 21:25
  it
• 21:25
  really
• 21:25
  doesn't
• 21:26
  work
• 21:26
  well
• 21:26
  for
• 21:26
  automation
• 21:27
  or
• 21:27
  it's
• 21:27
  an
• 21:27
  oddly
• 21:28
  shaped
• 21:28
  item.
• 21:29
  Automation
• 21:30
  likes
• 21:30
  repeatability.
• 21:31
  So
• 21:31
  if
• 21:31
  you
• 21:31
  have
• 21:31
  some
• 21:31
  very
• 21:32
  oddly
• 21:32
  shaped
• 21:33
  products
• 21:33
  that
• 21:33
  are
• 21:33
  moving
• 21:34
  slowly
• 21:34
  or
• 21:34
  really,
• 21:35
  really,
• 21:35
  really
• 21:35
  heavy,
• 21:36
  it
• 21:36
  just
• 21:37
  doesn't
• 21:37
  make
• 21:37
  sense
• 21:37
  sometimes,
• 21:38
  you
• 21:38
  know,
• 21:38
  if
• 21:38
  you're
• 21:39
  more
• 21:39
  along
• 21:39
  the
• 21:39
  lines
• 21:40
  of
• 21:40
  a
• 21:40
  startup
• 21:40
  company
• 21:41
  and
• 21:41
  it
• 21:42
  sounds
• 21:42
  cool.
• 21:43
  Yeah.
• 21:43
  If
• 21:44
  you're
• 21:44
  not
• 21:44
  pumping
• 21:44
  out
• 21:45
  thousands
• 21:45
  of
• 21:45
  orders
• 21:45
  a
• 21:46
  day,
• 21:46
  this
• 21:47
  might
• 21:47
  not
• 21:47
  make
• 21:47
  sense
• 21:47
  for
• 21:48
  you.
• 21:48
  And
• 21:48
  then
• 21:49
  it's
• 21:49
  just,
• 21:49
  you're
• 21:49
  wasting
• 21:49
  your
• 21:50
  money.
• 21:50
  Come,
• 21:50
  come
• 21:50
  back
• 21:50
  in
• 21:51
  a
• 21:51
  couple
• 21:51
  years.
• 21:51
  When
• 21:51
  the
• 21:52
  volume's
• 21:52
  there,
• 21:52
  then
• 21:53
  let's
• 21:53
  talk.
• 21:54
  That's
• 21:54
  usually
• 21:55
  the
• 21:55
  profile
• 21:55
  of
• 21:55
  people
• 21:56
  that
• 21:56
  were
• 21:57
  kind
• 21:57
  of
• 21:57
  like,
• 21:57
  you
• 21:57
  want
• 21:57
  to
• 21:58
  pump
• 21:58
  the
• 21:58
  brakes
• 21:58
  here?
• 21:59
  So
• 22:00
  far,
• 22:00
  I
• 22:00
  haven't
• 22:00
  encountered
• 22:01
  anyone
• 22:01
  that
• 22:01
  was
• 22:02
  upset
• 22:03
  about
• 22:03
  that.
• 22:03
  They're
• 22:03
  usually
• 22:04
  happy
• 22:05
  that
• 22:05
  you're
• 22:05
  like,
• 22:05
  hey,
• 22:06
  thanks
• 22:06
  for
• 22:06
  being
• 22:06
  honest.
• 22:06
  We
• 22:07
  appreciate
• 22:07
  that.
• 22:08
  Um,
• 22:09
  you
• 22:09
  know,
• 22:10
  we
• 22:10
  don't
• 22:10
  want
• 22:10
  to
• 22:10
  go
• 22:11
  invest
• 22:11
  all
• 22:11
  this
• 22:11
  money
• 22:12
  in
• 22:12
  something
• 22:12
  that's
• 22:12
  just
• 22:12
  not
• 22:12
  going
• 22:12
  to
• 22:13
  work
• 22:13
  and
• 22:13
  we're
• 22:13
  never
• 22:13
  going
• 22:13
  to
• 22:13
  see
• 22:13
  that
• 22:14
  ROI
• 22:14
  on
• 22:14
  it.
• 22:15
  And
• 22:15
  there's,
• 22:15
  there's
• 22:16
  There
• 22:16
  is
• 22:16
  automation
• 22:17
  out
• 22:17
  there
• 22:17
  that
• 22:17
  can
• 22:17
  help
• 22:18
  some
• 22:18
  of
• 22:18
  these
• 22:18
  other
• 22:19
  robotics
• 22:19
  companies
• 22:19
  that
• 22:20
  will,
• 22:20
  might
• 22:20
  bring
• 22:20
  something
• 22:21
  to
• 22:21
  you
• 22:22
  that
• 22:22
  could
• 22:22
  be
• 22:22
  great.
• 22:23
  You
• 22:23
  might
• 22:23
  have
• 22:23
  five
• 22:23
  robots
• 22:24
  and
• 22:25
  that
• 22:25
  helps
• 22:25
  out,
• 22:26
  but
• 22:26
  maybe
• 22:27
  not
• 22:27
  something
• 22:27
  large
• 22:28
  scale.
• 22:29
  Yeah.
• 22:29
  It
• 22:29
  reminds
• 22:29
  me
• 22:29
  of
• 22:30
  some
• 22:30
  advice
• 22:30
  I
• 22:30
  got
• 22:30
  back
• 22:30
  in
• 22:30
  my
• 22:30
  target
• 22:31
  days
• 22:31
  from
• 22:31
  the
• 22:31
  chief
• 22:31
  supply
• 22:32
  chain
• 22:32
  officer
• 22:32
  at
• 22:32
  the
• 22:32
  time.
• 22:33
  He
• 22:33
  said,
• 22:33
  Chris,
• 22:33
  you
• 22:33
  should
• 22:33
  just
• 22:33
  use,
• 22:34
  use
• 22:34
  human
• 22:34
  labor
• 22:35
  as
• 22:35
  much
• 22:35
  as
• 22:36
  possible
• 22:36
  until
• 22:36
  you
• 22:37
  absolutely
• 22:37
  cannot
• 22:37
  anymore.
• 22:38
  Do
• 22:38
  you
• 22:38
  agree
• 22:39
  with
• 22:39
  that
• 22:39
  or
• 22:40
  you,
• 22:40
  what's
• 22:40
  he
• 22:40
  get
• 22:41
  right
• 22:41
  or
• 22:41
  wrong?
• 22:43
  I
• 22:43
  mean,
• 22:43
  he
• 22:43
  was
• 22:43
  being
• 22:43
  deliberately
• 22:44
  hyperbolic
• 22:45
  when
• 22:45
  he
• 22:45
  told
• 22:45
  me
• 22:45
  that.
• 22:46
  But
• 22:46
  I'm
• 22:46
  curious,
• 22:46
  what,
• 22:46
  what's
• 22:47
  your
• 22:47
  thoughts
• 22:47
  on
• 22:47
  that?
• 22:48
  I,
• 22:49
  I
• 22:49
  would
• 22:49
  disagree
• 22:50
  that
• 22:50
  you
• 22:51
  use
• 22:51
  it
• 22:51
  until
• 22:51
  you
• 22:52
  can't
• 22:52
  anymore
• 22:52
  because
• 22:52
  I
• 22:53
  think
• 22:53
  there's
• 22:53
  a,
• 22:54
  when
• 22:54
  you
• 22:54
  get
• 22:54
  to
• 22:54
  that
• 22:55
  point,
• 22:55
  you're
• 22:55
  in
• 22:55
  like
• 22:55
  an
• 22:55
  emergency
• 22:56
  situation.
• 22:57
  If
• 22:57
  I
• 22:57
  can't
• 22:57
  use
• 22:57
  human
• 22:58
  labor
• 22:58
  anymore,
• 22:58
  that
• 22:59
  means
• 22:59
  I've
• 22:59
  surpassed
• 23:00
  it
• 23:00
  and
• 23:00
  I
• 23:00
  can't
• 23:01
  get
• 23:01
  orders
• 23:01
  out.
• 23:02
  So
• 23:02
  I
• 23:02
  think
• 23:03
  there's,
• 23:03
  there's
• 23:03
  a
• 23:03
  transition
• 23:04
  period
• 23:04
  where
• 23:04
  you're
• 23:04
  looking
• 23:05
  like,
• 23:05
  hey,
• 23:05
  we're
• 23:05
  starting
• 23:06
  to
• 23:06
  get
• 23:06
  here
• 23:07
  now,
• 23:07
  let's
• 23:08
  get
• 23:08
  in
• 23:08
  front
• 23:08
  of
• 23:08
  it.
• 23:08
  Because
• 23:08
  These
• 23:09
  projects
• 23:09
  take
• 23:09
  2,
• 23:10
  3
• 23:10
  years
• 23:11
  from
• 23:11
  the
• 23:11
  time
• 23:11
  that
• 23:11
  you
• 23:12
  sign
• 23:12
  a
• 23:12
  contract
• 23:13
  to
• 23:14
  designing
• 23:14
  it,
• 23:15
  implementing
• 23:15
  it,
• 23:16
  all
• 23:16
  of
• 23:16
  that,
• 23:17
  that
• 23:17
  takes
• 23:17
  a
• 23:18
  couple
• 23:18
  of
• 23:18
  years.
• 23:19
  So
• 23:19
  you
• 23:19
  need
• 23:19
  to
• 23:19
  kind
• 23:20
  of
• 23:20
  be
• 23:20
  ahead
• 23:20
  of
• 23:20
  that
• 23:20
  before
• 23:21
  you
• 23:21
  get
• 23:21
  into
• 23:21
  that
• 23:21
  emergency
• 23:22
  situation.
• 23:23
  But
• 23:24
  the
• 23:24
  big
• 23:24
  takeaway
• 23:24
  then,
• 23:25
  so
• 23:25
  you
• 23:25
  know,
• 23:25
  is,
• 23:25
  is
• 23:26
  you
• 23:26
  know,
• 23:27
  you
• 23:27
  should
• 23:27
  probably
• 23:28
  be
• 23:28
  thinking
• 23:28
  in
• 23:28
  that,
• 23:29
  in
• 23:29
  that,
• 23:29
  with
• 23:29
  that
• 23:29
  mindset,
• 23:30
  particularly
• 23:30
  if
• 23:31
  you've
• 23:31
  got
• 23:31
  slow
• 23:31
  moving
• 23:32
  items
• 23:32
  and
• 23:32
  oddly
• 23:33
  shaped.
• 23:33
  Yeah,
• 23:34
  it's
• 23:35
  not
• 23:35
  to
• 23:35
  say
• 23:35
  don't
• 23:35
  talk.
• 23:35
  To
• 23:35
  some,
• 23:36
  we're
• 23:36
  happy
• 23:36
  to
• 23:36
  talk
• 23:36
  to
• 23:36
  anyone.
• 23:37
  And
• 23:37
  it's,
• 23:37
  it's
• 23:37
  pretty
• 23:38
  easy
• 23:38
  to
• 23:38
  do
• 23:38
  a
• 23:38
  quick
• 23:38
  analysis
• 23:39
  if
• 23:39
  we
• 23:40
  have
• 23:40
  some
• 23:40
  data
• 23:41
  to
• 23:41
  support.
• 23:41
  Like
• 23:41
  here's
• 23:42
  your
• 23:42
  order
• 23:42
  profile.
• 23:42
  This
• 23:43
  is
• 23:43
  what
• 23:43
  the,
• 23:44
  the
• 23:44
  dimensions
• 23:45
  are
• 23:45
  of
• 23:45
  your,
• 23:46
  your
• 23:46
  cartons.
• 23:46
  We
• 23:47
  can
• 23:47
  quickly
• 23:47
  put
• 23:47
  something
• 23:48
  together
• 23:48
  in
• 23:48
  a
• 23:48
  couple
• 23:48
  of
• 23:48
  days.
• 23:49
  So
• 23:49
  yeah,
• 23:49
  there,
• 23:50
  there's
• 23:51
  technology
• 23:51
  that
• 23:51
  could
• 23:52
  help
• 23:52
  you
• 23:52
  or
• 23:52
  no,
• 23:52
  I
• 23:53
  don't
• 23:53
  think
• 23:53
  you're
• 23:53
  ready
• 23:53
  yet.
• 23:54
  Let's,
• 23:54
  let's
• 23:55
  talk
• 23:55
  in
• 23:55
  a
• 23:55
  couple
• 23:55
  years
• 23:56
  when
• 23:56
  your
• 23:57
  volume's
• 23:57
  higher.
• 23:58
  Okay,
• 23:58
  so
• 23:58
  let
• 23:59
  me
• 23:59
  ask
• 23:59
  you
• 23:59
  the
• 23:59
  next
• 23:59
  question
• 23:59
  that,
• 24:00
  so
• 24:00
  like
• 24:00
  the,
• 24:00
  the,
• 24:01
  the
• 24:01
  other,
• 24:01
  the
• 24:01
  other
• 24:01
  thing
• 24:02
  that
• 24:02
  throws
• 24:02
  a
• 24:02
  wrench
• 24:02
  into
• 24:02
  this,
• 24:03
  and
• 24:03
  you've
• 24:03
  mentioned
• 24:03
  it
• 24:03
  a
• 24:04
  couple
• 24:04
  times
• 24:04
  just
• 24:05
  in
• 24:05
  the
• 24:05
  conversation
• 24:07
  is
• 24:07
  seasonality
• 24:08
  because
• 24:09
  you
• 24:09
  know,
• 24:09
  like
• 24:09
  you
• 24:10
  could
• 24:10
  go
• 24:10
  from
• 24:10
  being
• 24:10
  a
• 24:10
  slow
• 24:11
  moving
• 24:11
  business
• 24:12
  to
• 24:12
  all
• 24:12
  of
• 24:12
  a
• 24:12
  sudden
• 24:13
  a
• 24:13
  very,
• 24:13
  very
• 24:13
  quick
• 24:14
  moving
• 24:14
  business
• 24:15
  if
• 24:16
  I'm
• 24:16
  the
• 24:16
  one
• 24:16
  operating
• 24:17
  that
• 24:17
  business.
• 24:17
  So
• 24:18
  that
• 24:18
  happens.
• 24:18
  Like
• 24:18
  how
• 24:19
  should
• 24:19
  I
• 24:19
  be
• 24:19
  thinking
• 24:19
  about
• 24:19
  automation
• 24:20
  in
• 24:20
  that
• 24:20
  case?
• 24:20
  Can
• 24:21
  I
• 24:21
  still
• 24:21
  get
• 24:21
  the
• 24:21
  benefit
• 24:22
  of
• 24:22
  Automation
• 24:23
  in
• 24:23
  the
• 24:23
  peak
• 24:23
  times
• 24:24
  of
• 24:24
  the
• 24:24
  year.
• 24:24
  If
• 24:24
  I'm
• 24:24
  slow
• 24:25
  moving
• 24:25
  the
• 24:25
  rest
• 24:25
  of
• 24:26
  the
• 24:26
  time.
• 24:26
  Yeah,
• 24:27
  we
• 24:27
  make
• 24:27
  a
• 24:27
  joke
• 24:27
  that
• 24:27
  you
• 24:28
  don't
• 24:28
  want
• 24:28
  to
• 24:28
  design
• 24:28
  to
• 24:29
  Easter
• 24:29
  Sunday.
• 24:30
  So
• 24:30
  you
• 24:31
  don't
• 24:31
  want
• 24:31
  to
• 24:31
  build
• 24:33
  an
• 24:33
  automated
• 24:34
  system
• 24:34
  that's
• 24:35
  designed
• 24:35
  for
• 24:35
  your
• 24:35
  peak.
• 24:36
  Because
• 24:36
  the
• 24:36
  other,
• 24:37
  let's
• 24:38
  say
• 24:38
  90%
• 24:38
  of
• 24:38
  the
• 24:38
  year,
• 24:39
  it's
• 24:40
  half,
• 24:40
  it's
• 24:40
  going
• 24:41
  to
• 24:41
  be
• 24:41
  dormant,
• 24:41
  not
• 24:41
  doing
• 24:41
  anything.
• 24:42
  So
• 24:42
  a
• 24:43
  lot
• 24:43
  of
• 24:43
  times
• 24:43
  we
• 24:43
  try
• 24:43
  to
• 24:43
  find
• 24:43
  a
• 24:43
  nice
• 24:44
  middle
• 24:44
  ground
• 24:44
  of,
• 24:44
  hey,
• 24:45
  throughout
• 24:45
  the
• 24:45
  entire
• 24:46
  year,
• 24:46
  we
• 24:47
  can
• 24:47
  handle
• 24:47
  everything
• 24:47
  you're
• 24:48
  doing
• 24:48
  with
• 24:48
  some
• 24:48
  buffer.
• 24:49
  Peak
• 24:49
  comes
• 24:50
  in
• 24:50
  and
• 24:50
  either
• 24:50
  we
• 24:51
  change
• 24:51
  the
• 24:51
  style
• 24:52
  of
• 24:53
  the
• 24:53
  way
• 24:53
  it
• 24:53
  operates,
• 24:54
  like,
• 24:54
  say
• 24:54
  it
• 24:54
  goes
• 24:54
  into
• 24:55
  a
• 24:55
  batch
• 24:55
  mode
• 24:56
  and
• 24:56
  then
• 24:56
  you
• 24:56
  bring
• 24:57
  in
• 24:57
  some
• 24:57
  extra
• 24:57
  labor
• 24:58
  just
• 24:59
  to
• 24:59
  supplement
• 24:59
  it
• 25:00
  that
• 25:00
  we've
• 25:01
  been
• 25:01
  successful
• 25:01
  with,
• 25:02
  because
• 25:02
  then
• 25:02
  you're
• 25:02
  not
• 25:03
  spending
• 25:03
  an
• 25:03
  extra.
• 25:05
  I'd
• 25:05
  make
• 25:05
  numbers
• 25:05
  up
• 25:06
  at
• 25:06
  10,
• 25:06
  20,
• 25:06
  $30
• 25:06
  million
• 25:07
  on
• 25:07
  this
• 25:07
  ridiculous
• 25:08
  system
• 25:09
  for
• 25:09
  your
• 25:09
  peak.
• 25:10
  But
• 25:10
  then
• 25:10
  it's
• 25:11
  not
• 25:11
  doing
• 25:11
  anything
• 25:11
  the
• 25:11
  rest
• 25:11
  of
• 25:12
  the
• 25:12
  year.
• 25:12
  So
• 25:12
  we
• 25:12
  can
• 25:13
  find
• 25:13
  this
• 25:13
  nice
• 25:13
  happy
• 25:14
  middle
• 25:14
  ground
• 25:14
  between
• 25:15
  the
• 25:15
  two.
• 25:16
  And
• 25:16
  that,
• 25:16
  that's
• 25:17
  been
• 25:17
  really
• 25:17
  successful
• 25:17
  with
• 25:18
  a
• 25:18
  lot
• 25:18
  of
• 25:18
  our
• 25:18
  customers
• 25:19
  is
• 25:19
  just
• 25:19
  designing
• 25:21
  kind
• 25:21
  of
• 25:21
  for
• 25:21
  the
• 25:21
  average,
• 25:22
  let's
• 25:22
  say,
• 25:22
  and
• 25:23
  then
• 25:23
  we
• 25:23
  can
• 25:23
  handle
• 25:23
  the,
• 25:24
  the
• 25:24
  peak
• 25:24
  when
• 25:25
  we
• 25:25
  get
• 25:25
  there.
• 25:26
  Which
• 25:26
  is
• 25:27
  interesting
• 25:27
  because
• 25:27
  that's,
• 25:27
  I
• 25:28
  mean,
• 25:28
  I,
• 25:28
  I,
• 25:28
  I
• 25:29
  think,
• 25:29
  and
• 25:29
  maybe
• 25:29
  some
• 25:30
  of
• 25:30
  the
• 25:30
  listeners
• 25:30
  will
• 25:30
  correct
• 25:30
  me
• 25:30
  if
• 25:31
  I'm
• 25:31
  wrong,
• 25:31
  but
• 25:31
  that's
• 25:32
  a
• 25:32
  very
• 25:32
  different
• 25:32
  approach
• 25:32
  when
• 25:33
  you're
• 25:33
  talking
• 25:33
  about
• 25:33
  physical
• 25:34
  infrastructure
• 25:35
  versus,
• 25:35
  like
• 25:35
  software
• 25:36
  or
• 25:36
  website
• 25:36
  volume.
• 25:37
  Like,
• 25:37
  you've
• 25:38
  got
• 25:38
  to
• 25:38
  design
• 25:38
  your
• 25:38
  website
• 25:38
  to
• 25:39
  handle
• 25:39
  peak
• 25:39
  volume
• 25:40
  on
• 25:40
  Black
• 25:40
  Friday.
• 25:42
  You
• 25:42
  can't
• 25:42
  supplement
• 25:43
  that
• 25:43
  with
• 25:43
  human
• 25:43
  labor.
• 25:44
  Right,
• 25:44
  right.
• 25:45
  It's
• 25:46
  again,
• 25:46
  if,
• 25:47
  if
• 25:47
  we're
• 25:47
  using
• 25:47
  automation,
• 25:48
  let's
• 25:48
  say
• 25:50
  it
• 25:50
  always
• 25:50
  becomes
• 25:51
  a
• 25:51
  discussion
• 25:51
  with
• 25:51
  the
• 25:52
  customer
• 25:52
  of
• 25:52
  what
• 25:52
  that
• 25:52
  profile
• 25:53
  looks
• 25:53
  like,
• 25:53
  how
• 25:54
  they're,
• 25:54
  what
• 25:54
  their
• 25:55
  customers
• 25:55
  are
• 25:55
  expecting.
• 25:56
  Because
• 25:56
  there's
• 25:56
  ways
• 25:56
  that
• 25:56
  you
• 25:57
  can
• 25:57
  say,
• 25:57
  all
• 25:57
  right,
• 25:57
  let's,
• 25:58
  let's
• 25:59
  change
• 25:59
  your
• 25:59
  standard
• 26:00
  delivery
• 26:00
  times.
• 26:00
  Let's
• 26:01
  say
• 26:01
  normally
• 26:01
  it's,
• 26:02
  it's
• 26:02
  a
• 26:02
  day
• 26:02
  or
• 26:02
  two
• 26:02
  days,
• 26:03
  but
• 26:03
  maybe
• 26:03
  during
• 26:04
  that
• 26:04
  peak
• 26:04
  time
• 26:04
  we
• 26:04
  make
• 26:05
  it
• 26:05
  three
• 26:05
  to
• 26:05
  five
• 26:05
  days.
• 26:05
  Well,
• 26:06
  now
• 26:06
  all
• 26:06
  of
• 26:06
  a
• 26:06
  sudden
• 26:06
  your
• 26:06
  order
• 26:07
  window
• 26:07
  gets
• 26:08
  wider
• 26:08
  and
• 26:09
  the
• 26:09
  system
• 26:09
  can
• 26:09
  handle
• 26:10
  it
• 26:10
  as
• 26:10
  is.
• 26:11
  So
• 26:12
  those
• 26:12
  are
• 26:12
  some
• 26:12
  things
• 26:12
  that
• 26:12
  we
• 26:12
  kind
• 26:13
  of
• 26:13
  work
• 26:13
  with.
• 26:13
  Customers
• 26:13
  say,
• 26:14
  hey,
• 26:14
  we
• 26:14
  can
• 26:14
  design
• 26:15
  it
• 26:16
  or
• 26:16
  we
• 26:16
  can
• 26:16
  do
• 26:17
  it
• 26:17
  this
• 26:17
  way.
• 26:17
  Your
• 26:18
  customer
• 26:18
  should
• 26:18
  be
• 26:18
  okay
• 26:19
  with
• 26:19
  that
• 26:19
  and
• 26:19
  you're
• 26:19
  saving
• 26:19
  money.
• 26:20
  Or
• 26:21
  we
• 26:21
  have
• 26:21
  a
• 26:21
  couple
• 26:21
  extra
• 26:22
  workstations
• 26:22
  and
• 26:23
  bring
• 26:23
  in
• 26:23
  a,
• 26:23
  you
• 26:23
  know,
• 26:24
  say
• 26:24
  10
• 26:24
  extra
• 26:25
  people
• 26:25
  instead
• 26:26
  of
• 26:26
  having
• 26:26
  to
• 26:26
  hire
• 26:26
  40
• 26:26
  extra
• 26:27
  people,
• 26:27
  now
• 26:27
  you're
• 26:27
  just
• 26:27
  hiring
• 26:28
  10.
• 26:29
  So
• 26:29
  that
• 26:29
  way
• 26:29
  you're
• 26:30
  not
• 26:30
  spending
• 26:30
  all
• 26:31
  this
• 26:31
  money
• 26:31
  on
• 26:31
  something
• 26:32
  that
• 26:32
  you're
• 26:32
  not
• 26:32
  going
• 26:32
  to
• 26:32
  use
• 26:33
  the
• 26:33
  rest
• 26:33
  of
• 26:33
  the
• 26:33
  year.
• 26:34
  Right,
• 26:34
  Right.
• 26:35
  And
• 26:35
  there's
• 26:35
  puts
• 26:35
  and
• 26:35
  takes
• 26:36
  with
• 26:36
  everything.
• 26:36
  That's,
• 26:36
  that's
• 26:37
  what
• 26:37
  I,
• 26:37
  that's
• 26:37
  what
• 26:37
  I
• 26:37
  hear
• 26:37
  from
• 26:38
  you.
• 26:38
  It,
• 26:39
  it
• 26:39
  comes
• 26:39
  down
• 26:39
  to
• 26:40
  collaboration.
• 26:40
  You
• 26:40
  can't
• 26:41
  do
• 26:41
  something
• 26:42
  in
• 26:42
  the
• 26:42
  dark
• 26:42
  by
• 26:43
  yourself
• 26:43
  and
• 26:43
  then
• 26:43
  say,
• 26:43
  here's
• 26:44
  your
• 26:44
  system.
• 26:44
  You
• 26:44
  need
• 26:45
  to
• 26:45
  work
• 26:45
  hand
• 26:45
  in
• 26:45
  hand
• 26:45
  with
• 26:45
  your
• 26:46
  customer
• 26:46
  to
• 26:46
  make
• 26:46
  sure
• 26:46
  that
• 26:47
  they're
• 26:47
  on
• 26:47
  board
• 26:47
  with,
• 26:49
  makes
• 26:49
  sense
• 26:49
  for
• 26:49
  their,
• 26:50
  their
• 26:50
  customers
• 26:51
  and
• 26:51
  how
• 26:51
  that
• 26:51
  they
• 26:52
  manage
• 26:53
  their,
• 26:53
  their
• 26:53
  supply
• 26:53
  chain.
• 26:54
  So
• 26:55
  from
• 26:55
  TGW
• 26:55
  standpoint,
• 26:56
  you
• 26:56
  say
• 26:56
  collaboration.
• 26:57
  I'm
• 26:57
  curious.
• 26:58
  I
• 26:58
  mean
• 26:58
  collaboration,
• 26:58
  you
• 26:59
  know,
• 26:59
  has,
• 27:00
  there's
• 27:00
  points
• 27:00
  where
• 27:00
  you
• 27:01
  can
• 27:01
  no
• 27:01
  longer
• 27:01
  collaborate
• 27:02
  too.
• 27:02
  So
• 27:02
  like,
• 27:02
  is
• 27:03
  there
• 27:03
  any
• 27:03
  point
• 27:04
  in
• 27:04
  which,
• 27:05
  are
• 27:05
  there
• 27:05
  any
• 27:05
  non
• 27:05
  negotiables
• 27:06
  in
• 27:07
  which,
• 27:08
  that
• 27:08
  you
• 27:08
  insist
• 27:09
  on
• 27:09
  at
• 27:09
  TGW
• 27:10
  before
• 27:10
  any
• 27:10
  steel
• 27:11
  goes
• 27:11
  in
• 27:11
  the
• 27:11
  ground
• 27:11
  or
• 27:12
  any
• 27:12
  robot
• 27:12
  starts
• 27:13
  roaming
• 27:13
  the
• 27:13
  floor?
• 27:13
  Like,
• 27:14
  what
• 27:14
  are
• 27:14
  the
• 27:14
  non
• 27:14
  negotiables
• 27:15
  that
• 27:15
  you
• 27:15
  just
• 27:15
  have
• 27:16
  to
• 27:16
  have
• 27:16
  in
• 27:16
  place
• 27:16
  with
• 27:17
  that,
• 27:17
  with,
• 27:17
  with
• 27:18
  whatever
• 27:18
  customers
• 27:19
  you're
• 27:19
  working
• 27:19
  with?
• 27:21
  It's
• 27:22
  a
• 27:22
  very
• 27:22
  physical
• 27:23
  one.
• 27:23
  But
• 27:23
  I'm
• 27:24
  just
• 27:24
  going
• 27:24
  to
• 27:24
  say
• 27:24
  the
• 27:24
  building,
• 27:24
  specifically
• 27:25
  the
• 27:25
  floor,
• 27:26
  the.
• 27:26
  Okay.
• 27:28
  And
• 27:28
  it's,
• 27:29
  there
• 27:29
  are
• 27:29
  other
• 27:29
  things
• 27:29
  that
• 27:30
  we
• 27:30
  want
• 27:30
  to,
• 27:30
  we're
• 27:31
  concerned
• 27:31
  about
• 27:31
  as
• 27:31
  well.
• 27:31
  But
• 27:32
  if
• 27:32
  you're
• 27:32
  building
• 27:32
  specific
• 27:33
  specifically
• 27:34
  like
• 27:34
  a
• 27:34
  brownfield
• 27:34
  environment,
• 27:35
  if
• 27:36
  the
• 27:36
  floor
• 27:36
  isn't
• 27:36
  ready
• 27:37
  for
• 27:38
  a
• 27:38
  shuttle
• 27:39
  system
• 27:39
  or
• 27:39
  a
• 27:39
  mini
• 27:39
  load,
• 27:40
  it
• 27:40
  doesn't
• 27:40
  matter
• 27:41
  what
• 27:41
  you
• 27:41
  do.
• 27:41
  Like
• 27:42
  it
• 27:42
  will
• 27:42
  crack
• 27:42
  the
• 27:42
  floor,
• 27:43
  it
• 27:43
  will
• 27:43
  not
• 27:43
  run.
• 27:45
  We'll
• 27:45
  have
• 27:45
  to
• 27:45
  redo
• 27:46
  everything.
• 27:46
  So
• 27:46
  for
• 27:46
  me,
• 27:47
  that's
• 27:47
  like
• 27:47
  one
• 27:47
  of
• 27:48
  the
• 27:48
  big
• 27:48
  things.
• 27:48
  When
• 27:48
  we're
• 27:48
  talking
• 27:49
  about
• 27:49
  either
• 27:50
  a
• 27:50
  brand
• 27:50
  new
• 27:51
  building
• 27:51
  or
• 27:51
  existing
• 27:52
  one.
• 27:52
  What
• 27:52
  does
• 27:53
  that
• 27:53
  floor
• 27:53
  look
• 27:53
  like?
• 27:54
  Can
• 27:54
  we
• 27:54
  put
• 27:54
  in
• 27:55
  large
• 27:56
  fixed
• 27:56
  automation
• 27:56
  and
• 27:57
  we're
• 27:57
  talking
• 27:57
  mobile
• 27:57
  robotics
• 27:58
  is
• 27:58
  nowhere
• 27:58
  near
• 27:58
  as
• 27:59
  big
• 27:59
  of
• 27:59
  a
• 27:59
  deal.
• 27:59
  But
• 28:00
  I
• 28:00
  think
• 28:00
  that's
• 28:00
  a.
• 28:01
  We
• 28:02
  can't
• 28:02
  do
• 28:02
  anything
• 28:03
  until
• 28:03
  that
• 28:03
  gets
• 28:04
  fixed
• 28:04
  or
• 28:04
  we're
• 28:04
  certain
• 28:05
  that
• 28:05
  it
• 28:05
  can
• 28:05
  handle
• 28:05
  something
• 28:06
  like
• 28:06
  that.
• 28:07
  Wow.
• 28:07
  So
• 28:08
  then,
• 28:08
  so
• 28:08
  then
• 28:08
  the
• 28:08
  operator
• 28:09
  has
• 28:09
  to
• 28:09
  go
• 28:09
  through
• 28:09
  the
• 28:09
  calculus
• 28:09
  of
• 28:10
  do
• 28:10
  I
• 28:10
  fix
• 28:10
  the
• 28:10
  floor?
• 28:11
  Do
• 28:11
  I
• 28:12
  switch
• 28:12
  buildings?
• 28:12
  Is
• 28:13
  that,
• 28:13
  is
• 28:13
  that,
• 28:13
  is
• 28:14
  that
• 28:14
  what
• 28:14
  they
• 28:14
  get
• 28:14
  into?
• 28:14
  Usually
• 28:15
  we,
• 28:15
  we
• 28:15
  can
• 28:16
  find
• 28:17
  economic
• 28:18
  alternatives
• 28:18
  to
• 28:19
  redoing
• 28:19
  the
• 28:19
  whole
• 28:19
  floor.
• 28:20
  Maybe
• 28:20
  it's
• 28:20
  just
• 28:20
  like
• 28:21
  the
• 28:21
  actual
• 28:21
  points
• 28:22
  where,
• 28:22
  where
• 28:24
  we're
• 28:24
  bolting
• 28:25
  our
• 28:25
  equipment
• 28:25
  down.
• 28:26
  We've
• 28:27
  done
• 28:27
  something
• 28:27
  like
• 28:27
  that.
• 28:27
  Instead
• 28:28
  of
• 28:28
  ripping
• 28:28
  out
• 28:28
  the
• 28:29
  entire
• 28:29
  floor
• 28:29
  and
• 28:30
  having
• 28:30
  to
• 28:30
  redo
• 28:30
  it,
• 28:30
  we're
• 28:30
  like,
• 28:31
  here's
• 28:31
  some
• 28:31
  spots
• 28:31
  that
• 28:31
  you
• 28:31
  have
• 28:32
  to
• 28:32
  concentrate
• 28:32
  on.
• 28:34
  It
• 28:34
  sounds
• 28:34
  like
• 28:35
  a
• 28:35
  small,
• 28:36
  a
• 28:36
  small
• 28:36
  piece
• 28:37
  of
• 28:37
  the
• 28:37
  whole
• 28:37
  puzzle.
• 28:38
  But
• 28:38
  it's
• 28:38
  a
• 28:38
  big
• 28:38
  deal
• 28:39
  because
• 28:39
  you
• 28:39
  think
• 28:39
  about,
• 28:40
  I
• 28:40
  mean
• 28:40
  you've,
• 28:40
  you've
• 28:40
  been
• 28:41
  to
• 28:41
  some
• 28:41
  of
• 28:41
  these
• 28:41
  DCs
• 28:41
  before
• 28:42
  these
• 28:42
  shuttles
• 28:43
  and
• 28:43
  these
• 28:43
  cranes
• 28:43
  are
• 28:44
  moving
• 28:44
  at
• 28:44
  high
• 28:44
  speed
• 28:45
  and
• 28:45
  there's
• 28:45
  vibration,
• 28:46
  there's
• 28:46
  weight,
• 28:47
  and
• 28:47
  if
• 28:47
  you
• 28:48
  don't
• 28:48
  have
• 28:48
  it
• 28:48
  anchored
• 28:49
  to
• 28:49
  the
• 28:49
  floor
• 28:49
  properly,
• 28:50
  you
• 28:50
  know,
• 28:50
  bad
• 28:50
  things
• 28:51
  happen.
• 28:51
  I
• 28:52
  mean,
• 28:52
  I've
• 28:52
  actually
• 28:53
  been
• 28:53
  almost
• 28:53
  single
• 28:53
  handedly
• 28:54
  responsible
• 28:54
  for
• 28:54
  taking
• 28:55
  down
• 28:55
  one
• 28:55
  of
• 28:55
  those
• 28:55
  operations
• 28:56
  when
• 28:56
  I
• 28:56
  didn't
• 28:56
  know
• 28:57
  how
• 28:57
  to,
• 28:57
  how
• 28:57
  to
• 28:57
  run
• 28:57
  the,
• 28:58
  the
• 28:58
  forklift
• 28:59
  correctly.
• 28:59
  It
• 28:59
  was
• 28:59
  getting
• 28:59
  trained
• 29:00
  on
• 29:00
  it.
• 29:00
  But
• 29:00
  that's
• 29:00
  a
• 29:00
  whole
• 29:00
  other
• 29:01
  story
• 29:01
  for
• 29:01
  a
• 29:01
  different
• 29:01
  day.
• 29:02
  Blake,
• 29:02
  as
• 29:02
  I'm
• 29:03
  sure
• 29:03
  anyone
• 29:03
  that
• 29:03
  knows
• 29:03
  me,
• 29:03
  that
• 29:04
  doesn't
• 29:04
  surprise
• 29:04
  anyone
• 29:05
  because
• 29:05
  I
• 29:05
  have
• 29:05
  no
• 29:06
  dexterity
• 29:07
  with
• 29:08
  automating
• 29:09
  or
• 29:09
  any
• 29:09
  type
• 29:09
  of
• 29:10
  electrical
• 29:10
  equipment.
• 29:11
  But.
• 29:12
  All
• 29:12
  right,
• 29:13
  so
• 29:13
  what
• 29:15
  when
• 29:15
  you've,
• 29:16
  you've
• 29:16
  kind
• 29:16
  of
• 29:16
  touched
• 29:16
  on
• 29:16
  this
• 29:17
  a
• 29:17
  little
• 29:17
  bit,
• 29:17
  but
• 29:17
  I
• 29:17
  want
• 29:17
  to
• 29:17
  make
• 29:17
  sure
• 29:18
  we
• 29:18
  bring
• 29:18
  it
• 29:18
  out
• 29:18
  as
• 29:18
  we
• 29:18
  close
• 29:18
  this
• 29:19
  interview
• 29:19
  up.
• 29:19
  So
• 29:20
  like,
• 29:20
  you
• 29:20
  know,
• 29:20
  you've
• 29:21
  said
• 29:21
  those
• 29:21
  are
• 29:21
  your
• 29:21
  non
• 29:21
  negotiables.
• 29:23
  Where
• 29:24
  have
• 29:24
  you
• 29:24
  seen
• 29:24
  implementations
• 29:25
  just
• 29:25
  go,
• 29:26
  go
• 29:26
  off
• 29:26
  the
• 29:26
  rails
• 29:27
  in
• 29:27
  your
• 29:27
  history
• 29:27
  of
• 29:27
  doing
• 29:28
  this?
• 29:28
  Like,
• 29:28
  is
• 29:28
  it,
• 29:29
  is
• 29:29
  it
• 29:29
  solely
• 29:29
  the
• 29:30
  team
• 29:30
  side?
• 29:30
  Is
• 29:31
  it,
• 29:31
  is
• 29:31
  it
• 29:32
  the
• 29:32
  integrator
• 29:32
  side,
• 29:32
  the
• 29:32
  customer
• 29:33
  side?
• 29:33
  Some
• 29:34
  combination
• 29:34
  of
• 29:34
  both?
• 29:35
  Like
• 29:35
  the
• 29:35
  technology
• 29:35
  you're
• 29:36
  picking,
• 29:36
  like,
• 29:36
  what
• 29:36
  is
• 29:37
  it?
• 29:37
  I
• 29:38
  wouldn't
• 29:38
  necessarily
• 29:38
  blame
• 29:39
  it
• 29:39
  on
• 29:39
  one
• 29:39
  side
• 29:39
  or
• 29:40
  the
• 29:40
  other,
• 29:40
  but
• 29:40
  I
• 29:40
  think
• 29:40
  where
• 29:40
  we
• 29:41
  see
• 29:41
  a
• 29:41
  lot
• 29:41
  of
• 29:41
  issues
• 29:41
  is
• 29:43
  at
• 29:43
  startup
• 29:44
  and
• 29:44
  because
• 29:45
  we,
• 29:46
  we
• 29:46
  can
• 29:46
  get
• 29:46
  things
• 29:46
  on
• 29:46
  site,
• 29:47
  so
• 29:47
  long
• 29:47
  as
• 29:47
  we're
• 29:47
  not
• 29:47
  having
• 29:48
  some
• 29:48
  massive
• 29:48
  issue
• 29:48
  with
• 29:49
  freight
• 29:49
  going
• 29:49
  across
• 29:49
  the
• 29:50
  ocean
• 29:51
  installing
• 29:51
  it,
• 29:51
  we
• 29:52
  usually
• 29:52
  have
• 29:52
  the
• 29:52
  labor
• 29:52
  that's
• 29:53
  not
• 29:53
  a
• 29:53
  problem.
• 29:54
  But
• 29:54
  when
• 29:54
  you
• 29:54
  go
• 29:54
  to
• 29:54
  turn
• 29:54
  it
• 29:55
  on,
• 29:56
  that's
• 29:56
  where
• 29:56
  we
• 29:56
  sometimes
• 29:57
  run
• 29:57
  into
• 29:57
  issues.
• 29:58
  Is
• 29:58
  everyone
• 29:58
  ready?
• 29:59
  Has,
• 29:59
  has
• 29:59
  it
• 30:00
  been
• 30:00
  trained
• 30:00
  properly?
• 30:01
  Have
• 30:01
  people
• 30:01
  decided
• 30:01
  to
• 30:01
  quit
• 30:02
  that
• 30:02
  were
• 30:02
  supposed
• 30:03
  to
• 30:03
  be
• 30:03
  there
• 30:03
  on
• 30:03
  either
• 30:03
  side?
• 30:05
  So
• 30:05
  that's
• 30:05
  usually
• 30:06
  where
• 30:06
  we
• 30:06
  see
• 30:06
  the
• 30:07
  biggest
• 30:07
  challenges.
• 30:08
  At
• 30:08
  the
• 30:08
  very
• 30:08
  end
• 30:08
  of
• 30:09
  it,
• 30:09
  when
• 30:09
  you
• 30:09
  go
• 30:09
  to
• 30:10
  turn
• 30:10
  it
• 30:10
  on
• 30:11
  and
• 30:12
  start
• 30:12
  to
• 30:13
  run
• 30:13
  it,
• 30:13
  you
• 30:13
  know,
• 30:13
  the
• 30:13
  ramp
• 30:14
  up
• 30:14
  might
• 30:14
  be
• 30:14
  okay,
• 30:14
  but
• 30:15
  when
• 30:15
  you
• 30:15
  start
• 30:16
  processing
• 30:16
  orders,
• 30:17
  there
• 30:18
  might
• 30:18
  be
• 30:18
  some
• 30:18
  variable
• 30:18
  that
• 30:19
  we
• 30:19
  didn't
• 30:19
  take
• 30:19
  into
• 30:20
  consideration
• 30:20
  or
• 30:20
  the
• 30:20
  customer,
• 30:21
  their
• 30:21
  data
• 30:21
  changed
• 30:22
  potentially.
• 30:23
  So
• 30:23
  we
• 30:23
  planned
• 30:24
  this
• 30:24
  whole
• 30:24
  system
• 30:24
  out
• 30:25
  two
• 30:25
  years
• 30:25
  ago.
• 30:26
  What
• 30:26
  if
• 30:26
  something
• 30:27
  changed
• 30:27
  and
• 30:27
  we
• 30:28
  weren't
• 30:28
  made
• 30:28
  aware
• 30:28
  of
• 30:28
  it
• 30:29
  and
• 30:29
  now
• 30:29
  all
• 30:29
  of
• 30:29
  a
• 30:29
  sudden
• 30:30
  the
• 30:30
  volume
• 30:30
  is
• 30:31
  totally
• 30:31
  different
• 30:31
  or
• 30:32
  the
• 30:32
  order
• 30:32
  profiles
• 30:33
  are
• 30:33
  totally
• 30:33
  different.
• 30:34
  That's
• 30:35
  a
• 30:35
  lot
• 30:35
  of
• 30:35
  times
• 30:35
  where
• 30:35
  we
• 30:35
  can
• 30:36
  start
• 30:36
  to
• 30:36
  see
• 30:36
  some
• 30:36
  issues.
• 30:36
  Unfortunately,
• 30:37
  it's
• 30:37
  at
• 30:37
  the
• 30:38
  very
• 30:38
  end.
• 30:39
  Right,
• 30:39
  so
• 30:39
  what
• 30:39
  does
• 30:40
  that
• 30:40
  go,
• 30:40
  no
• 30:40
  go
• 30:40
  decision
• 30:41
  look
• 30:41
  like?
• 30:41
  You
• 30:42
  know,
• 30:42
  in
• 30:42
  the,
• 30:42
  in
• 30:43
  the
• 30:43
  quote
• 30:43
  unquote
• 30:44
  boardroom?
• 30:44
  Like,
• 30:44
  is
• 30:44
  there
• 30:45
  like
• 30:45
  a,
• 30:45
  you
• 30:45
  know,
• 30:45
  an
• 30:46
  airline,
• 30:46
  airline
• 30:47
  pilot
• 30:47
  checklist?
• 30:48
  You
• 30:48
  guys
• 30:48
  are
• 30:48
  all
• 30:49
  working
• 30:49
  through
• 30:49
  Together,
• 30:50
  like,
• 30:50
  take
• 30:50
  me
• 30:50
  into
• 30:51
  what
• 30:51
  that
• 30:51
  looks
• 30:51
  like.
• 30:51
  We
• 30:52
  set
• 30:52
  that
• 30:52
  up
• 30:53
  at
• 30:53
  the
• 30:53
  beginning
• 30:54
  ST
• 30:54
  stages.
• 30:54
  When
• 30:54
  we're,
• 30:55
  we're
• 30:55
  engineering
• 30:55
  it,
• 30:55
  we
• 30:56
  come
• 30:56
  up
• 30:56
  with,
• 30:57
  here's
• 30:57
  our
• 30:57
  various
• 30:58
  checks.
• 30:58
  This
• 30:58
  is
• 30:59
  what
• 30:59
  our
• 30:59
  final
• 30:59
  acceptance
• 31:00
  is
• 31:00
  going
• 31:00
  to
• 31:00
  look
• 31:00
  like.
• 31:00
  We
• 31:01
  have
• 31:01
  factory
• 31:01
  acceptance
• 31:02
  tests.
• 31:04
  The
• 31:04
  customer
• 31:05
  will
• 31:05
  be
• 31:05
  on
• 31:05
  site
• 31:05
  for
• 31:06
  a
• 31:06
  lot
• 31:06
  of
• 31:06
  these
• 31:06
  where
• 31:06
  we
• 31:06
  do
• 31:06
  it
• 31:07
  digitally,
• 31:07
  then
• 31:07
  we'll
• 31:08
  do
• 31:08
  it
• 31:08
  in
• 31:08
  the
• 31:08
  physical
• 31:09
  sense
• 31:09
  at
• 31:10
  their
• 31:10
  facility.
• 31:11
  So
• 31:11
  we
• 31:11
  try
• 31:12
  every
• 31:12
  step
• 31:12
  of
• 31:12
  the
• 31:12
  way
• 31:13
  to
• 31:13
  be
• 31:13
  as
• 31:14
  transparent
• 31:14
  and
• 31:14
  collaborative
• 31:15
  as
• 31:15
  possible
• 31:15
  so
• 31:16
  everyone's
• 31:16
  on
• 31:16
  the
• 31:16
  same
• 31:16
  page.
• 31:16
  If
• 31:17
  there's
• 31:17
  an
• 31:17
  issue,
• 31:17
  it's
• 31:17
  like,
• 31:17
  let's
• 31:17
  go
• 31:18
  fix
• 31:18
  it
• 31:18
  now.
• 31:19
  So
• 31:19
  when
• 31:19
  you
• 31:19
  do
• 31:20
  finally
• 31:20
  flip
• 31:20
  that
• 31:20
  switch,
• 31:22
  if
• 31:22
  there
• 31:22
  are
• 31:22
  errors,
• 31:23
  they're
• 31:23
  as
• 31:23
  minimal
• 31:24
  as
• 31:24
  possible.
• 31:25
  We
• 31:25
  don't
• 31:25
  like
• 31:25
  surprises
• 31:26
  like
• 31:26
  that,
• 31:26
  especially
• 31:27
  when
• 31:27
  you're
• 31:28
  expecting
• 31:28
  to
• 31:28
  utilize
• 31:29
  that
• 31:29
  capacity
• 31:30
  in
• 31:30
  that,
• 31:30
  that
• 31:31
  building
• 31:31
  and
• 31:32
  something
• 31:32
  doesn't
• 31:32
  go
• 31:32
  right.
• 31:33
  That's
• 31:33
  always
• 31:33
  a
• 31:34
  bad
• 31:34
  day.
• 31:35
  Yeah,
• 31:35
  yeah.
• 31:35
  To
• 31:36
  your
• 31:36
  point,
• 31:36
  hopefully
• 31:36
  you're
• 31:36
  pre
• 31:36
  identifying
• 31:37
  where
• 31:37
  the
• 31:38
  issues
• 31:38
  are
• 31:38
  going
• 31:38
  to
• 31:38
  arise,
• 31:39
  so
• 31:39
  then
• 31:39
  when
• 31:39
  you
• 31:39
  see
• 31:39
  them,
• 31:40
  you're
• 31:40
  ready
• 31:40
  and
• 31:40
  prepared
• 31:41
  to
• 31:41
  deal
• 31:41
  with
• 31:41
  them
• 31:42
  as
• 31:42
  well.
• 31:43
  All
• 31:43
  right,
• 31:43
  well,
• 31:43
  let's,
• 31:44
  let's
• 31:44
  close
• 31:44
  it
• 31:44
  up.
• 31:44
  Let's
• 31:45
  get
• 31:45
  you
• 31:45
  out
• 31:45
  of
• 31:45
  here
• 31:45
  on
• 31:45
  this.
• 31:45
  You
• 31:46
  know,
• 31:46
  given
• 31:46
  everything
• 31:46
  we've
• 31:47
  talked
• 31:47
  about
• 31:47
  today,
• 31:48
  I'm
• 31:48
  curious
• 31:48
  if
• 31:48
  you
• 31:48
  could
• 31:49
  give
• 31:50
  supply
• 31:50
  chain
• 31:50
  executives
• 31:51
  one
• 31:51
  piece
• 31:52
  of
• 31:52
  advice.
• 31:52
  Blake,
• 31:53
  One
• 31:53
  piece
• 31:53
  of
• 31:53
  advice.
• 31:54
  You
• 31:54
  get
• 31:54
  one.
• 31:55
  One.
• 31:55
  One
• 31:56
  piece
• 31:56
  of
• 31:56
  advice.
• 31:56
  Before
• 31:57
  they
• 31:57
  sign
• 31:57
  an
• 31:57
  automation
• 31:58
  contract,
• 31:59
  what's
• 32:00
  the
• 32:00
  thing
• 32:00
  that
• 32:00
  would
• 32:00
  save
• 32:01
  them
• 32:01
  the
• 32:01
  most
• 32:01
  pain?
• 32:02
  What
• 32:02
  would
• 32:02
  it
• 32:02
  be?
• 32:04
  Oh,
• 32:04
  man,
• 32:04
  that's.
• 32:06
  I'm
• 32:06
  gonna
• 32:06
  say
• 32:08
  communication
• 32:08
  and
• 32:09
  collaboration.
• 32:09
  I
• 32:10
  know
• 32:10
  it's
• 32:10
  two,
• 32:10
  but
• 32:10
  they're
• 32:11
  hand
• 32:11
  in
• 32:11
  hand.
• 32:12
  Okay.
• 32:13
  I
• 32:13
  think
• 32:13
  those
• 32:13
  are
• 32:13
  the
• 32:14
  two
• 32:14
  biggest
• 32:14
  things
• 32:14
  is
• 32:15
  talking,
• 32:16
  you
• 32:16
  know,
• 32:16
  figure
• 32:17
  out
• 32:17
  exactly
• 32:18
  what's,
• 32:19
  what
• 32:19
  we
• 32:19
  are
• 32:19
  providing
• 32:20
  and
• 32:20
  what
• 32:20
  you
• 32:20
  need
• 32:21
  and
• 32:21
  that
• 32:22
  it
• 32:23
  will,
• 32:23
  it
• 32:23
  will
• 32:24
  solve
• 32:24
  the
• 32:24
  problems
• 32:25
  that
• 32:25
  you're
• 32:25
  trying
• 32:25
  to
• 32:25
  solve.
• 32:26
  Don't
• 32:27
  work
• 32:27
  in
• 32:27
  a
• 32:27
  black
• 32:27
  box
• 32:28
  like
• 32:28
  that,
• 32:28
  to
• 32:28
  me,
• 32:28
  is
• 32:29
  the
• 32:29
  best
• 32:30
  piece
• 32:30
  of
• 32:30
  advice
• 32:30
  I
• 32:30
  can
• 32:31
  give
• 32:31
  to
• 32:31
  anyone
• 32:32
  that
• 32:32
  is
• 32:33
  looking
• 32:33
  into
• 32:33
  doing
• 32:33
  automation.
• 32:35
  Classic.
• 32:36
  Know
• 32:36
  what
• 32:36
  you
• 32:36
  want.
• 32:37
  No,
• 32:37
  you
• 32:38
  want.
• 32:38
  But,
• 32:38
  but
• 32:39
  spend
• 32:39
  the
• 32:39
  time
• 32:39
  to
• 32:40
  talk
• 32:40
  to
• 32:40
  the
• 32:40
  integrator
• 32:41
  that
• 32:41
  you're
• 32:41
  working
• 32:41
  with
• 32:42
  or
• 32:42
  that
• 32:42
  you've
• 32:42
  chosen
• 32:43
  to
• 32:43
  make
• 32:43
  sure
• 32:43
  that
• 32:43
  we
• 32:44
  are
• 32:44
  on
• 32:44
  the
• 32:44
  same
• 32:44
  page
• 32:45
  as
• 32:45
  we're
• 32:45
  going
• 32:45
  through
• 32:45
  the
• 32:46
  design
• 32:46
  process.
• 32:47
  I
• 32:47
  think
• 32:47
  that's
• 32:47
  absolutely
• 32:48
  key
• 32:48
  to
• 32:48
  have
• 32:49
  that,
• 32:49
  that
• 32:50
  collaboration
• 32:50
  with
• 32:50
  them
• 32:51
  and
• 32:51
  the
• 32:51
  partnership.
• 32:52
  Let's
• 32:52
  say
• 32:52
  that
• 32:53
  that's,
• 32:53
  that's
• 32:54
  huge.
• 32:55
  So
• 32:55
  I
• 32:55
  kind
• 32:56
  of.
• 32:56
  So
• 32:56
  the
• 32:56
  way
• 32:56
  I
• 32:56
  interpret
• 32:56
  what
• 32:57
  you
• 32:57
  said
• 32:57
  is
• 32:57
  like
• 32:57
  set
• 32:58
  up
• 32:58
  a
• 32:58
  relationship
• 32:58
  with
• 32:59
  the
• 32:59
  integrator
• 33:00
  where
• 33:00
  the
• 33:00
  integrator's
• 33:01
  job
• 33:01
  is
• 33:01
  to
• 33:01
  pressure
• 33:02
  test
• 33:02
  the
• 33:02
  assumptions
• 33:03
  that
• 33:03
  you've
• 33:04
  made
• 33:04
  exactly
• 33:05
  in
• 33:05
  terms
• 33:05
  of
• 33:05
  what
• 33:05
  you
• 33:06
  want.
• 33:06
  Yeah,
• 33:06
  that's
• 33:06
  good
• 33:06
  advice.
• 33:07
  It's
• 33:07
  good
• 33:07
  advice.
• 33:07
  Not
• 33:08
  everyone
• 33:08
  wants
• 33:08
  to
• 33:08
  do
• 33:08
  that
• 33:08
  either.
• 33:09
  Not
• 33:09
  every
• 33:09
  executive
• 33:09
  likes
• 33:10
  to
• 33:10
  be
• 33:10
  pressure
• 33:10
  tested.
• 33:11
  It.
• 33:11
  I'm
• 33:11
  sure
• 33:11
  as
• 33:11
  you're
• 33:12
  shaking
• 33:12
  your
• 33:12
  head,.
• 33:13
  Yeah,
• 33:13
  it
• 33:14
  makes
• 33:14
  for
• 33:14
  a
• 33:14
  good
• 33:14
  system
• 33:14
  in
• 33:15
  a
• 33:15
  good
• 33:15
  relationship.
• 33:16
  Some
• 33:16
  of
• 33:16
  our
• 33:16
  best
• 33:16
  partnerships
• 33:17
  we've
• 33:17
  had,
• 33:18
  and
• 33:18
  that's,
• 33:18
  that's
• 33:18
  the
• 33:19
  relationship
• 33:19
  that
• 33:19
  we
• 33:19
  have
• 33:19
  with
• 33:19
  them
• 33:20
  is
• 33:20
  that
• 33:20
  collaboration
• 33:20
  and
• 33:21
  partnership
• 33:21
  with
• 33:21
  them.
• 33:22
  It's
• 33:22
  been
• 33:22
  good.
• 33:22
  Yeah.
• 33:23
  Yeah.
• 33:23
  And
• 33:23
  I
• 33:23
  think
• 33:23
  any
• 33:24
  executive
• 33:24
  worth
• 33:24
  their
• 33:24
  salt
• 33:25
  always
• 33:25
  wants
• 33:25
  somebody
• 33:25
  that's
• 33:26
  willing
• 33:26
  to
• 33:26
  pressure
• 33:26
  test
• 33:27
  them
• 33:27
  as
• 33:27
  well
• 33:27
  in
• 33:28
  any
• 33:28
  partner
• 33:29
  they
• 33:29
  have
• 33:29
  inside
• 33:29
  the
• 33:29
  organization
• 33:30
  or
• 33:30
  outside
• 33:30
  the
• 33:31
  organization.
• 33:31
  All
• 33:32
  right,
• 33:32
  well,
• 33:32
  thank
• 33:32
  you,
• 33:32
  Blake.
• 33:33
  That
• 33:33
  was
• 33:33
  really
• 33:33
  great.
• 33:34
  You
• 33:34
  know,
• 33:34
  if
• 33:34
  people
• 33:35
  watching
• 33:35
  or
• 33:35
  listening
• 33:35
  later
• 33:36
  want
• 33:36
  to
• 33:36
  get
• 33:36
  in
• 33:36
  touch
• 33:36
  with
• 33:37
  you,
• 33:37
  learn
• 33:37
  more
• 33:37
  about
• 33:38
  tgw,
• 33:38
  what's
• 33:39
  the
• 33:39
  best
• 33:39
  way
• 33:39
  for
• 33:39
  them
• 33:39
  to
• 33:39
  do
• 33:39
  that?
• 33:40
  So
• 33:40
  you
• 33:40
  can
• 33:40
  reach
• 33:41
  out
• 33:41
  to
• 33:41
  me.
• 33:41
  I
• 33:42
  think
• 33:42
  we'll
• 33:42
  put
• 33:42
  my
• 33:43
  email
• 33:43
  here,
• 33:43
  but
• 33:43
  it's
• 33:44
  blake.nealtw-group.com
• 33:47
  you
• 33:47
  can
• 33:47
  find
• 33:47
  me
• 33:47
  on
• 33:48
  LinkedIn
• 33:48
  or
• 33:48
  even
• 33:48
  our
• 33:49
  website.
• 33:50
  Just
• 33:50
  come
• 33:51
  check
• 33:51
  us
• 33:51
  out
• 33:51
  and
• 33:51
  we'd
• 33:51
  be
• 33:51
  happy
• 33:52
  to
• 33:52
  share
• 33:52
  whatever
• 33:53
  information
• 33:53
  you're
• 33:53
  looking
• 33:53
  for.
• 33:54
  All
• 33:55
  right,
• 33:55
  Blake.
• 33:55
  Well,
• 33:55
  thank
• 33:56
  you
• 33:56
  so
• 33:56
  much
• 33:56
  for
• 33:56
  that
• 33:56
  conversation.
• 33:57
  We
• 33:57
  got
• 33:57
  into
• 33:57
  it
• 33:57
  a
• 33:57
  lot
• 33:58
  more
• 33:58
  than
• 33:58
  we
• 33:58
  usually
• 33:58
  do,
• 33:58
  too.
• 33:59
  I
• 33:59
  thought
• 33:59
  it
• 33:59
  was
• 33:59
  fun.
• 33:59
  We
• 34:00
  had
• 34:00
  a
• 34:00
  blast.
• 34:00
  So
• 34:01
  thanks
• 34:01
  everyone
• 34:02
  for
• 34:02
  watching
• 34:02
  live
• 34:03
  with
• 34:03
  us
• 34:03
  on
• 34:03
  LinkedIn
• 34:04
  again.
• 34:04
  If
• 34:04
  you're
• 34:04
  listening
• 34:04
  later,
• 34:05
  hope
• 34:05
  you
• 34:05
  enjoyed
• 34:05
  today's
• 34:06
  episode.
• 34:06
  Episode,
• 34:07
  of
• 34:07
  course.
• 34:08
  Today's
• 34:09
  webinar
• 34:10
  was
• 34:10
  produced
• 34:10
  with
• 34:10
  the
• 34:11
  help
• 34:11
  and
• 34:11
  support
• 34:12
  of
• 34:12
  producer
• 34:12
  Ella
• 34:13
  Ella
• 34:13
  Siriord.
• 34:14
  So
• 34:14
  thanks
• 34:14
  to
• 34:14
  her,
• 34:14
  as
• 34:15
  always,
• 34:15
  and
• 34:15
  on
• 34:15
  behalf
• 34:16
  of
• 34:16
  all
• 34:16
  of
• 34:16
  us
• 34:16
  here
• 34:16
  at
• 34:17
  omnitalk,
• 34:17
  as
• 34:17
  always,
• 34:18
  be
• 34:18
  careful
• 34:18
  out
• 34:18
  there.