Latest / Omni Talk Retail / Office Depot & OfficeMax President on Transformation & Omnichannel Innovation | Live at eTail 2025

Transcript

Office Depot & OfficeMax President on Transformation & Omnichannel Innovation | Live at eTail 2025 · Omni Talk Retail

• 0:00
  Welcome
• 0:00
  back
• 0:01
  everybody.
• 0:01
  This
• 0:01
  is
• 0:01
  Omnitalk
• 0:02
  Retail.
• 0:03
  I'm
• 0:03
  Anne
• 0:03
  Mazinga
• 0:04
  coming
• 0:04
  to
• 0:04
  you
• 0:05
  from
• 0:05
  day
• 0:05
  two
• 0:06
  of
• 0:06
  E
• 0:06
  TAIL
• 0:06
  here
• 0:06
  in
• 0:07
  Palm
• 0:07
  Springs.
• 0:08
  Before
• 0:08
  we
• 0:09
  get
• 0:09
  started
• 0:09
  and
• 0:09
  I
• 0:10
  introduce
• 0:10
  my
• 0:10
  next
• 0:10
  guest
• 0:11
  here,
• 0:11
  I
• 0:11
  just
• 0:11
  want
• 0:11
  to
• 0:12
  give
• 0:12
  a
• 0:12
  big
• 0:12
  shout
• 0:12
  out
• 0:12
  and
• 0:13
  thank
• 0:13
  you
• 0:13
  to
• 0:13
  Net
• 0:13
  Elixir
• 0:14
  who's
• 0:14
  making
• 0:15
  all
• 0:15
  of
• 0:15
  our
• 0:15
  coverage
• 0:16
  here
• 0:16
  at
• 0:16
  Etail
• 0:17
  possible.
• 0:17
  You
• 0:17
  can
• 0:18
  stop
• 0:18
  by
• 0:18
  and
• 0:18
  visit
• 0:18
  Net
• 0:18
  elixir
• 0:19
  in
• 0:19
  booth
• 0:20
  501.
• 0:22
  All
• 0:22
  right,
• 0:23
  with
• 0:23
  that,
• 0:23
  let's
• 0:24
  introduce
• 0:24
  my
• 0:24
  guest.
• 0:25
  Here
• 0:25
  to
• 0:25
  my
• 0:26
  left
• 0:26
  is
• 0:26
  Kevin
• 0:27
  Moffitt.
• 0:27
  Kevin
• 0:28
  is
• 0:28
  the
• 0:28
  president
• 0:28
  of
• 0:29
  Office
• 0:29
  Depot
• 0:30
  and
• 0:30
  Office
• 0:30
  Max
• 0:31
  joining
• 0:31
  us
• 0:32
  today.
• 0:32
  Welcome
• 0:33
  Kevin.
• 0:33
  To
• 0:34
  meet
• 0:34
  you
• 0:34
  face
• 0:34
  to
• 0:34
  face.
• 0:34
  I
• 0:35
  know,
• 0:35
  face
• 0:35
  to
• 0:35
  face.
• 0:36
  Yes,
• 0:36
  we
• 0:36
  finally
• 0:37
  get
• 0:37
  to
• 0:37
  meet.
• 0:37
  Yes,
• 0:38
  we've
• 0:38
  tried
• 0:38
  to
• 0:38
  connect
• 0:38
  a
• 0:38
  couple
• 0:39
  of
• 0:39
  times.
• 0:39
  It's
• 0:39
  great
• 0:39
  to
• 0:40
  meet
• 0:40
  you
• 0:40
  here
• 0:40
  at
• 0:40
  eto.
• 0:41
  Yeah,
• 0:41
  of
• 0:41
  course.
• 0:42
  Well,
• 0:42
  tell
• 0:42
  me
• 0:43
  a
• 0:43
  little
• 0:43
  bit
• 0:43
  too
• 0:44
  about
• 0:44
  maybe
• 0:45
  what's
• 0:45
  all
• 0:45
  included
• 0:46
  in
• 0:47
  your
• 0:47
  role
• 0:48
  with
• 0:48
  Office
• 0:49
  Depot
• 0:49
  and
• 0:49
  Office
• 0:50
  Max,
• 0:50
  if
• 0:50
  you
• 0:50
  don't
• 0:50
  mind.
• 0:51
  So
• 0:51
  I
• 0:51
  lead
• 0:51
  our,
• 0:52
  our
• 0:53
  B2C
• 0:54
  business,
• 0:54
  but
• 0:54
  I
• 0:54
  like
• 0:55
  to
• 0:55
  put
• 0:55
  a
• 0:56
  little
• 0:56
  twist
• 0:56
  on
• 0:56
  that
• 0:57
  and
• 0:57
  call
• 0:57
  it
• 0:57
  B2C
• 0:58
  and
• 0:58
  B2SMB.
• 0:59
  We
• 0:59
  have
• 0:59
  a
• 1:00
  tremendous
• 1:00
  number
• 1:01
  of
• 1:01
  small
• 1:02
  business
• 1:02
  customers
• 1:03
  and
• 1:04
  you
• 1:04
  know,
• 1:04
  it's
• 1:05
  a
• 1:05
  market
• 1:06
  that
• 1:06
  is,
• 1:07
  it's
• 1:07
  underserved
• 1:08
  typically
• 1:09
  because,
• 1:10
  you
• 1:10
  know,
• 1:10
  B2B
• 1:11
  companies
• 1:11
  are
• 1:11
  looking
• 1:11
  at
• 1:12
  much
• 1:13
  larger
• 1:13
  organizations
• 1:14
  and
• 1:15
  enterprises
• 1:16
  and
• 1:16
  in
• 1:17
  traditional
• 1:17
  retail
• 1:18
  the
• 1:18
  focus
• 1:18
  is
• 1:19
  on
• 1:19
  end
• 1:20
  consumers.
• 1:21
  So
• 1:21
  that
• 1:21
  middle
• 1:22
  tier
• 1:22
  is
• 1:22
  a
• 1:22
  really,
• 1:23
  really
• 1:23
  interesting
• 1:24
  group
• 1:24
  of
• 1:25
  folks
• 1:25
  and
• 1:25
  their
• 1:25
  needs
• 1:26
  are
• 1:26
  so
• 1:26
  complex.
• 1:27
  They
• 1:27
  have
• 1:28
  very
• 1:28
  similar
• 1:28
  needs
• 1:29
  to
• 1:29
  large
• 1:29
  businesses
• 1:30
  and
• 1:30
  they're
• 1:31
  often
• 1:31
  doing
• 1:31
  many,
• 1:32
  many
• 1:32
  of
• 1:32
  the
• 1:32
  tasks
• 1:33
  that
• 1:33
  would
• 1:33
  be
• 1:34
  generalized
• 1:34
  in
• 1:34
  a
• 1:34
  larger
• 1:35
  company
• 1:35
  themselves.
• 1:36
  And
• 1:36
  so
• 1:36
  anything
• 1:37
  that
• 1:37
  we
• 1:37
  can
• 1:37
  do
• 1:38
  to
• 1:38
  help,
• 1:38
  you
• 1:39
  know,
• 1:39
  increase
• 1:39
  their
• 1:39
  efficiency,
• 1:40
  increase
• 1:41
  their
• 1:41
  effectiveness
• 1:42
  at
• 1:42
  juggling
• 1:44
  multiple
• 1:44
  tasks
• 1:45
  at
• 1:45
  the
• 1:45
  same
• 1:45
  time
• 1:46
  is
• 1:46
  usually
• 1:46
  very
• 1:46
  appreciated.
• 1:47
  And
• 1:48
  what
• 1:48
  does
• 1:48
  that
• 1:48
  look
• 1:48
  like,
• 1:48
  Kevin?
• 1:49
  Like,
• 1:49
  do
• 1:49
  you
• 1:49
  have
• 1:49
  an
• 1:49
  example
• 1:50
  of
• 1:50
  that?
• 1:50
  Just
• 1:50
  so
• 1:50
  like
• 1:51
  our
• 1:51
  audience
• 1:51
  at
• 1:51
  home
• 1:52
  can
• 1:52
  kind
• 1:52
  of
• 1:52
  get
• 1:52
  a
• 1:52
  sense
• 1:53
  of
• 1:53
  just
• 1:53
  how
• 1:54
  you're
• 1:54
  doing
• 1:54
  that.
• 1:54
  Yeah,
• 1:54
  I
• 1:55
  mean,
• 1:55
  absolutely.
• 1:56
  95
• 1:57
  plus
• 1:57
  percent
• 1:58
  of
• 1:58
  businesses
• 1:59
  in
• 1:59
  the
• 1:59
  U.S.
• 2:00
  are
• 2:00
  small
• 2:01
  businesses.
• 2:01
  Less
• 2:02
  than
• 2:02
  20
• 2:02
  employees.
• 2:03
  And
• 2:03
  a
• 2:03
  huge
• 2:04
  chunk
• 2:04
  of
• 2:04
  those
• 2:04
  businesses
• 2:05
  are
• 2:05
  sole
• 2:05
  proprietorships.
• 2:06
  Just
• 2:06
  one
• 2:07
  person.
• 2:07
  Right.
• 2:08
  Often,
• 2:09
  you
• 2:09
  know,
• 2:09
  kind
• 2:09
  of
• 2:09
  bringing
• 2:10
  in
• 2:10
  their
• 2:11
  friends
• 2:11
  and
• 2:11
  family
• 2:12
  to
• 2:12
  help
• 2:12
  support
• 2:13
  when,
• 2:13
  when
• 2:14
  needed.
• 2:14
  But
• 2:15
  the
• 2:15
  small
• 2:15
  business
• 2:16
  entrepreneur
• 2:17
  is
• 2:17
  really
• 2:17
  the
• 2:18
  backbone
• 2:18
  of
• 2:19
  our
• 2:19
  communities.
• 2:19
  Right.
• 2:20
  They're
• 2:20
  the
• 2:20
  local,
• 2:21
  you
• 2:21
  know,
• 2:21
  the
• 2:21
  local
• 2:22
  restaurants,
• 2:22
  they're
• 2:23
  the
• 2:23
  local
• 2:23
  insurance
• 2:24
  companies.
• 2:24
  They're,
• 2:25
  you
• 2:25
  know,
• 2:25
  they're
• 2:26
  providing
• 2:26
  services
• 2:27
  that
• 2:27
  are
• 2:27
  so
• 2:27
  important
• 2:28
  to
• 2:28
  all
• 2:29
  of
• 2:29
  our
• 2:29
  lives.
• 2:29
  Yeah.
• 2:30
  And
• 2:30
  so
• 2:31
  creating
• 2:31
  a
• 2:32
  real
• 2:32
  focus
• 2:32
  from
• 2:32
  an
• 2:33
  assortment
• 2:33
  perspective,
• 2:34
  from
• 2:34
  a
• 2:34
  go
• 2:34
  to
• 2:34
  market
• 2:35
  perspective,
• 2:36
  even
• 2:36
  our
• 2:36
  services,
• 2:37
  I
• 2:37
  mean
• 2:37
  most
• 2:38
  people
• 2:38
  know
• 2:38
  Us
• 2:38
  for
• 2:39
  paper,
• 2:39
  ink,
• 2:39
  toner,
• 2:40
  you
• 2:40
  know,
• 2:40
  the
• 2:40
  basic
• 2:41
  office
• 2:41
  supplies.
• 2:42
  But
• 2:42
  not
• 2:42
  everyone
• 2:42
  knows
• 2:43
  that
• 2:43
  every
• 2:43
  single
• 2:43
  one
• 2:44
  of
• 2:44
  our
• 2:44
  stores
• 2:44
  is
• 2:44
  a
• 2:45
  full
• 2:45
  service
• 2:46
  print
• 2:46
  facility.
• 2:47
  Interesting.
• 2:47
  That
• 2:48
  can
• 2:48
  do
• 2:48
  custom
• 2:49
  flyers,
• 2:50
  signs,
• 2:51
  business
• 2:51
  cards,
• 2:52
  you
• 2:52
  know,
• 2:52
  you
• 2:52
  name
• 2:53
  it.
• 2:53
  We
• 2:53
  really
• 2:53
  can
• 2:54
  support
• 2:54
  many,
• 2:55
  many
• 2:55
  different
• 2:55
  business
• 2:56
  needs.
• 2:56
  Well,
• 2:57
  Kevin,
• 2:58
  you
• 2:58
  were
• 2:58
  on
• 2:59
  the
• 2:59
  stage
• 2:59
  earlier
• 3:00
  today
• 3:00
  with
• 3:01
  a
• 3:01
  few
• 3:01
  other
• 3:01
  individuals
• 3:02
  and
• 3:03
  I
• 3:03
  think
• 3:03
  this
• 3:03
  session
• 3:04
  is
• 3:04
  really
• 3:04
  interesting.
• 3:05
  You
• 3:05
  know,
• 3:05
  talking
• 3:06
  about
• 3:06
  how
• 3:07
  legacy
• 3:07
  brands
• 3:08
  like
• 3:08
  Office
• 3:09
  Depot
• 3:09
  and
• 3:09
  Office
• 3:10
  Max,
• 3:10
  who've
• 3:10
  really
• 3:10
  been
• 3:10
  embedded
• 3:11
  in
• 3:11
  their
• 3:11
  communities
• 3:12
  for
• 3:12
  years,
• 3:13
  how
• 3:13
  you
• 3:13
  can
• 3:15
  get
• 3:15
  that
• 3:15
  next
• 3:16
  generation
• 3:16
  of
• 3:17
  audience
• 3:17
  that
• 3:18
  started
• 3:18
  their
• 3:19
  lives
• 3:19
  in
• 3:20
  some
• 3:20
  of
• 3:20
  them,
• 3:20
  they're
• 3:20
  taking
• 3:20
  over
• 3:21
  the
• 3:21
  family
• 3:21
  business,
• 3:21
  they
• 3:21
  started
• 3:22
  their
• 3:22
  lives
• 3:23
  online.
• 3:24
  What
• 3:24
  does
• 3:24
  that
• 3:25
  look
• 3:25
  like
• 3:25
  for
• 3:25
  you
• 3:26
  at
• 3:26
  Office
• 3:26
  Max
• 3:27
  and
• 3:27
  Office
• 3:27
  Depot?
• 3:28
  And
• 3:28
  then
• 3:29
  tell
• 3:29
  us
• 3:29
  a
• 3:29
  little
• 3:29
  bit
• 3:29
  about
• 3:29
  what
• 3:30
  some
• 3:30
  of
• 3:30
  the
• 3:31
  other
• 3:31
  panelists
• 3:31
  shared.
• 3:32
  Yeah.
• 3:32
  So,
• 3:32
  you
• 3:32
  know,
• 3:33
  for
• 3:33
  us,
• 3:33
  it's,
• 3:33
  it's
• 3:33
  such
• 3:34
  a
• 3:34
  fascinating
• 3:34
  time
• 3:35
  as
• 3:35
  we've,
• 3:35
  we
• 3:35
  saw
• 3:36
  just
• 3:36
  an
• 3:36
  incredible
• 3:37
  transformation
• 3:38
  in
• 3:38
  workspace
• 3:39
  management.
• 3:40
  Right.
• 3:40
  Remote
• 3:41
  hybrid.
• 3:42
  I
• 3:42
  mean,
• 3:42
  people
• 3:43
  were
• 3:43
  working
• 3:43
  remote
• 3:43
  before
• 3:44
  the
• 3:44
  pandemic,
• 3:45
  but
• 3:45
  we're
• 3:45
  still
• 3:46
  seeing
• 3:46
  only
• 3:46
  about
• 3:47
  50%
• 3:47
  occupancy
• 3:48
  in
• 3:49
  office
• 3:49
  buildings
• 3:50
  across
• 3:50
  the
• 3:50
  country.
• 3:51
  So
• 3:51
  there's
• 3:51
  a
• 3:52
  tremendous
• 3:52
  amount
• 3:53
  of
• 3:53
  momentum
• 3:54
  behind
• 3:55
  flexibility
• 3:56
  in
• 3:57
  managing
• 3:57
  your
• 3:57
  own
• 3:58
  work
• 3:58
  environment
• 3:58
  and
• 3:59
  your
• 3:59
  own.
• 3:59
  It
• 4:00
  used
• 4:00
  to
• 4:00
  be
• 4:00
  called
• 4:00
  work
• 4:01
  life
• 4:01
  balance.
• 4:01
  Some
• 4:02
  people
• 4:02
  are
• 4:02
  still
• 4:02
  using
• 4:03
  that
• 4:03
  term.
• 4:03
  I
• 4:03
  find
• 4:03
  it
• 4:04
  very
• 4:04
  interesting
• 4:04
  because
• 4:05
  I
• 4:05
  just
• 4:05
  think
• 4:05
  work
• 4:05
  and
• 4:06
  life
• 4:06
  have
• 4:06
  blended
• 4:07
  together.
• 4:08
  You're
• 4:08
  absolutely
• 4:09
  right.
• 4:09
  You
• 4:09
  know,
• 4:09
  for
• 4:09
  us,
• 4:10
  trying
• 4:10
  to
• 4:11
  really
• 4:11
  think
• 4:11
  through
• 4:12
  as
• 4:12
  folks
• 4:12
  enter
• 4:13
  the
• 4:13
  workspace
• 4:14
  now,
• 4:15
  most
• 4:15
  of
• 4:16
  whom
• 4:16
  will
• 4:16
  have
• 4:17
  experienced
• 4:17
  remote
• 4:18
  learning
• 4:18
  for
• 4:18
  at
• 4:18
  least
• 4:19
  a
• 4:19
  full
• 4:19
  year
• 4:20
  during
• 4:20
  the
• 4:20
  pandemic.
• 4:21
  You
• 4:21
  know,
• 4:21
  we're
• 4:21
  working,
• 4:21
  we're
• 4:22
  learning
• 4:22
  from
• 4:22
  home
• 4:23
  in
• 4:23
  makeshift
• 4:24
  classrooms,
• 4:24
  on
• 4:25
  their
• 4:25
  bedroom
• 4:26
  floors.
• 4:26
  Not
• 4:26
  that
• 4:27
  my
• 4:27
  daughter
• 4:27
  did
• 4:27
  that
• 4:28
  or
• 4:28
  anything,
• 4:29
  but,
• 4:29
  you
• 4:29
  know,
• 4:29
  I
• 4:29
  have,
• 4:31
  and,
• 4:32
  and
• 4:32
  you
• 4:32
  know,
• 4:33
  they
• 4:33
  just
• 4:33
  have
• 4:33
  a
• 4:33
  different
• 4:34
  perspective
• 4:34
  of
• 4:34
  how
• 4:35
  to
• 4:35
  integrate
• 4:35
  technology
• 4:36
  into
• 4:36
  their
• 4:37
  workday.
• 4:37
  It's
• 4:38
  so
• 4:38
  naturally,
• 4:39
  what
• 4:40
  I
• 4:40
  think
• 4:40
  we're
• 4:40
  really
• 4:41
  focused
• 4:41
  on
• 4:41
  is
• 4:41
  just
• 4:42
  how
• 4:42
  do
• 4:42
  you
• 4:43
  avoid
• 4:44
  completely
• 4:44
  taking
• 4:45
  the
• 4:45
  human
• 4:46
  factor
• 4:47
  out
• 4:47
  of
• 4:47
  your
• 4:47
  work?
• 4:48
  Right.
• 4:48
  And
• 4:48
  even
• 4:49
  how
• 4:49
  we
• 4:49
  take
• 4:49
  it
• 4:49
  out
• 4:50
  of
• 4:50
  retail.
• 4:51
  You've
• 4:51
  seen
• 4:51
  the
• 4:51
  trends
• 4:52
  in
• 4:52
  retail
• 4:52
  that
• 4:53
  many,
• 4:53
  even
• 4:54
  large
• 4:54
  retailers
• 4:54
  are
• 4:55
  moving
• 4:55
  away
• 4:55
  from.
• 4:55
  Even
• 4:56
  that
• 4:56
  final
• 4:57
  mode
• 4:57
  of
• 4:58
  human
• 4:58
  face
• 4:59
  to
• 4:59
  face
• 4:59
  interaction.
• 5:00
  At
• 5:00
  checkout
• 5:00
  right
• 5:01
  now,
• 5:01
  you
• 5:01
  have
• 5:01
  self
• 5:02
  checkout.
• 5:03
  You
• 5:03
  don't
• 5:03
  even
• 5:03
  have
• 5:04
  a
• 5:04
  smile
• 5:04
  and
• 5:05
  a
• 5:05
  hello
• 5:05
  anymore
• 5:06
  in
• 5:06
  a
• 5:06
  retail
• 5:07
  environment.
• 5:07
  And
• 5:07
  we're
• 5:07
  really
• 5:08
  proud
• 5:08
  that,
• 5:09
  you
• 5:09
  know,
• 5:09
  the
• 5:10
  vast
• 5:10
  majority
• 5:10
  of
• 5:11
  customers
• 5:11
  who
• 5:11
  are
• 5:11
  going
• 5:11
  to
• 5:11
  walk
• 5:11
  into
• 5:12
  one
• 5:12
  of
• 5:12
  our
• 5:12
  stores,
• 5:12
  at
• 5:13
  least
• 5:13
  they're
• 5:13
  going
• 5:13
  to
• 5:13
  have
• 5:14
  someone
• 5:14
  welcoming
• 5:14
  them,
• 5:15
  someone
• 5:15
  asking
• 5:15
  them
• 5:16
  what
• 5:16
  brought
• 5:17
  them
• 5:17
  in
• 5:17
  that
• 5:17
  day,
• 5:18
  how
• 5:18
  they,
• 5:18
  how
• 5:18
  we
• 5:19
  can
• 5:19
  help
• 5:19
  them.
• 5:20
  And
• 5:20
  you
• 5:20
  know,
• 5:21
  it
• 5:21
  very
• 5:21
  Often
• 5:22
  goes
• 5:22
  way
• 5:22
  beyond
• 5:23
  that
• 5:23
  as
• 5:23
  well
• 5:24
  into
• 5:24
  really
• 5:24
  getting
• 5:25
  to
• 5:25
  know
• 5:25
  their
• 5:25
  business
• 5:26
  and
• 5:26
  their.
• 5:26
  And
• 5:26
  their
• 5:27
  needs.
• 5:27
  And
• 5:28
  I
• 5:28
  think
• 5:28
  that
• 5:29
  that
• 5:29
  in
• 5:29
  real
• 5:30
  life
• 5:30
  factor.
• 5:31
  Yeah,
• 5:31
  right.
• 5:32
  Is
• 5:33
  we
• 5:33
  dismiss
• 5:34
  it
• 5:34
  as
• 5:34
  the
• 5:34
  younger
• 5:35
  generations
• 5:35
  are
• 5:35
  pure
• 5:36
  digital.
• 5:37
  I'm
• 5:37
  not
• 5:38
  so
• 5:38
  sure.
• 5:38
  I
• 5:38
  mean,
• 5:39
  I
• 5:39
  have
• 5:39
  four
• 5:39
  children,
• 5:40
  and
• 5:40
  luckily
• 5:41
  they
• 5:41
  keep
• 5:41
  me
• 5:41
  connected
• 5:42
  to
• 5:42
  what's
• 5:43
  going
• 5:43
  on
• 5:43
  out
• 5:44
  there.
• 5:44
  And
• 5:45
  I
• 5:45
  think
• 5:45
  that,
• 5:45
  you
• 5:46
  know,
• 5:46
  this
• 5:46
  need
• 5:46
  for
• 5:47
  human
• 5:48
  to
• 5:48
  human
• 5:48
  interaction
• 5:49
  as
• 5:49
  well
• 5:49
  as
• 5:50
  tangible
• 5:51
  experiences,
• 5:52
  I
• 5:52
  think
• 5:53
  does
• 5:53
  not
• 5:53
  go
• 5:53
  away.
• 5:53
  In
• 5:54
  fact,
• 5:54
  it
• 5:54
  may
• 5:54
  be
• 5:54
  more
• 5:55
  important
• 5:55
  to
• 5:56
  the
• 5:56
  younger
• 5:56
  generations.
• 5:57
  So,
• 5:57
  Kevin,
• 5:57
  would
• 5:58
  you
• 5:58
  go
• 5:58
  as
• 5:58
  far
• 5:58
  to
• 5:59
  say
• 5:59
  as
• 5:59
  like
• 6:00
  Office
• 6:00
  Depot
• 6:00
  and
• 6:01
  Office
• 6:01
  Max
• 6:01
  are
• 6:02
  turning
• 6:02
  into
• 6:02
  more
• 6:02
  of
• 6:03
  a
• 6:03
  service
• 6:03
  business
• 6:04
  than
• 6:04
  they
• 6:04
  are
• 6:05
  a
• 6:06
  goods
• 6:07
  business?
• 6:07
  Well,
• 6:07
  I
• 6:07
  wouldn't
• 6:08
  go
• 6:08
  that
• 6:08
  far,
• 6:09
  but
• 6:09
  I
• 6:09
  would
• 6:09
  definitely
• 6:10
  say
• 6:10
  we
• 6:10
  are
• 6:11
  much.
• 6:12
  We're
• 6:12
  much
• 6:12
  more
• 6:12
  of
• 6:13
  a
• 6:13
  balance
• 6:13
  than
• 6:13
  you
• 6:14
  might
• 6:14
  think.
• 6:14
  Right,
• 6:15
  right.
• 6:15
  And
• 6:15
  certainly
• 6:16
  we
• 6:16
  know
• 6:16
  we
• 6:16
  have
• 6:16
  tremendous
• 6:17
  growth
• 6:17
  opportunities
• 6:18
  within
• 6:18
  the
• 6:19
  services
• 6:19
  side
• 6:19
  of
• 6:19
  our.
• 6:19
  But
• 6:20
  here's
• 6:20
  a
• 6:20
  great
• 6:20
  example.
• 6:20
  I
• 6:21
  bet
• 6:21
  you
• 6:21
  don't
• 6:21
  know
• 6:21
  that
• 6:21
  you
• 6:21
  can
• 6:22
  get
• 6:22
  your
• 6:22
  TSA
• 6:22
  PreCheck
• 6:23
  done
• 6:24
  at
• 6:24
  our
• 6:24
  store.
• 6:24
  No,
• 6:25
  I
• 6:25
  didn't.
• 6:25
  But
• 6:25
  now
• 6:26
  I
• 6:26
  do
• 6:26
  need
• 6:26
  to
• 6:26
  renew.
• 6:27
  You
• 6:27
  know
• 6:27
  where
• 6:27
  to
• 6:27
  come.
• 6:28
  Yeah.
• 6:28
  200
• 6:29
  of
• 6:29
  our
• 6:29
  stores
• 6:29
  actually
• 6:30
  offer
• 6:30
  that
• 6:30
  service.
• 6:31
  Okay.
• 6:31
  And
• 6:31
  more
• 6:31
  to
• 6:32
  come.
• 6:32
  But
• 6:32
  we're
• 6:33
  just
• 6:33
  constantly
• 6:33
  thinking
• 6:33
  about
• 6:34
  how
• 6:34
  can
• 6:34
  we
• 6:34
  leverage
• 6:35
  our
• 6:35
  f
• 6:36
  assets
• 6:36
  to
• 6:37
  help
• 6:37
  support
• 6:37
  customer
• 6:38
  needs.
• 6:38
  Obviously,
• 6:39
  business
• 6:39
  customers,
• 6:40
  they're
• 6:40
  traveling.
• 6:41
  Right.
• 6:41
  And
• 6:42
  now
• 6:42
  it
• 6:42
  seems
• 6:42
  like
• 6:43
  if
• 6:43
  you've
• 6:43
  been
• 6:43
  to
• 6:43
  an
• 6:43
  airport
• 6:44
  lately,
• 6:44
  they're
• 6:44
  traveling
• 6:44
  more
• 6:45
  than
• 6:45
  ever.
• 6:45
  Right.
• 6:46
  And
• 6:46
  so
• 6:46
  just
• 6:47
  being
• 6:47
  able
• 6:47
  to
• 6:47
  help
• 6:48
  facilitate
• 6:48
  that
• 6:48
  process
• 6:49
  is
• 6:49
  just
• 6:49
  another
• 6:50
  example
• 6:50
  of
• 6:50
  how
• 6:51
  we
• 6:51
  can
• 6:51
  use
• 6:52
  our
• 6:52
  real
• 6:52
  estate
• 6:53
  to
• 6:53
  support
• 6:53
  our
• 6:54
  customers.
• 6:54
  I
• 6:54
  think
• 6:54
  it's
• 6:55
  really
• 6:55
  smart
• 6:56
  how
• 6:56
  you're
• 6:56
  thinking
• 6:56
  about
• 6:57
  it,
• 6:57
  because
• 6:57
  I
• 6:58
  think
• 6:58
  we
• 6:58
  just
• 6:58
  covered,
• 6:59
  you
• 6:59
  know,
• 7:00
  Joanne,
• 7:00
  closing
• 7:01
  all
• 7:01
  their
• 7:01
  stores
• 7:02
  today
• 7:02
  and
• 7:02
  what,
• 7:03
  you
• 7:03
  know,
• 7:03
  really
• 7:03
  is
• 7:04
  another
• 7:04
  legacy
• 7:05
  brand
• 7:05
  that
• 7:05
  everybody's
• 7:06
  so
• 7:06
  sad,
• 7:06
  sad
• 7:07
  to
• 7:07
  see
• 7:07
  this.
• 7:08
  This
• 7:08
  retailer
• 7:08
  kind
• 7:09
  of
• 7:09
  die
• 7:09
  off.
• 7:10
  But
• 7:11
  I
• 7:11
  also
• 7:12
  think
• 7:12
  that
• 7:12
  based
• 7:13
  on,
• 7:13
  you
• 7:13
  know,
• 7:13
  research
• 7:14
  that
• 7:14
  we've
• 7:14
  done,
• 7:14
  there's
• 7:14
  not.
• 7:15
  There's
• 7:15
  not
• 7:15
  a
• 7:15
  lot
• 7:15
  of
• 7:16
  effort
• 7:16
  to
• 7:16
  kind
• 7:16
  of
• 7:17
  convert
• 7:17
  the
• 7:17
  business
• 7:17
  to
• 7:18
  what
• 7:18
  the
• 7:18
  demands
• 7:18
  are
• 7:18
  of
• 7:19
  the
• 7:19
  community.
• 7:19
  What
• 7:20
  do
• 7:20
  you
• 7:20
  think
• 7:21
  are
• 7:21
  the
• 7:21
  biggest
• 7:22
  roadblocks
• 7:22
  or
• 7:22
  challenges
• 7:23
  that
• 7:23
  you.
• 7:24
  You
• 7:24
  found
• 7:24
  in
• 7:25
  your
• 7:25
  work?
• 7:25
  Or,
• 7:25
  like,
• 7:26
  what
• 7:26
  hurdles
• 7:27
  do
• 7:27
  retailers
• 7:27
  and
• 7:27
  brands.
• 7:28
  Who
• 7:28
  are
• 7:28
  those
• 7:28
  legacy
• 7:29
  players?
• 7:29
  What.
• 7:30
  What
• 7:30
  do
• 7:30
  they
• 7:30
  have
• 7:30
  to
• 7:30
  get
• 7:30
  over
• 7:31
  in
• 7:31
  order
• 7:31
  to
• 7:31
  make
• 7:31
  their
• 7:32
  business
• 7:32
  continue
• 7:32
  to
• 7:32
  succeed
• 7:33
  with
• 7:33
  this
• 7:33
  next
• 7:34
  generation?
• 7:34
  I
• 7:34
  think,
• 7:34
  look,
• 7:36
  having
• 7:36
  spent
• 7:36
  a
• 7:37
  lot
• 7:37
  of
• 7:37
  time
• 7:37
  in
• 7:37
  retail
• 7:38
  and
• 7:38
  more
• 7:38
  time
• 7:39
  in
• 7:39
  digital
• 7:39
  and
• 7:40
  E
• 7:40
  commerce,
• 7:41
  I
• 7:42
  think
• 7:42
  the
• 7:42
  constant
• 7:43
  need
• 7:43
  to
• 7:44
  evaluate
• 7:45
  how
• 7:46
  you
• 7:46
  can
• 7:46
  leverage
• 7:46
  technology
• 7:47
  not
• 7:48
  just
• 7:48
  as
• 7:49
  a
• 7:49
  solution
• 7:50
  in
• 7:50
  and
• 7:50
  of
• 7:50
  itself,
• 7:50
  but
• 7:51
  really
• 7:52
  how
• 7:52
  it
• 7:52
  helps
• 7:52
  to
• 7:53
  transform
• 7:53
  the
• 7:54
  customer
• 7:54
  experience.
• 7:55
  And
• 7:55
  we
• 7:56
  have
• 7:56
  been
• 7:56
  major
• 7:57
  advocates
• 7:57
  of
• 7:58
  omnichannel
• 7:58
  integration
• 7:59
  for
• 8:00
  many
• 8:00
  years.
• 8:01
  We
• 8:01
  are
• 8:01
  a
• 8:02
  leading
• 8:02
  edge
• 8:02
  provider
• 8:03
  of
• 8:03
  those
• 8:03
  capabilities.
• 8:04
  I
• 8:05
  mentioned
• 8:05
  it
• 8:06
  during
• 8:06
  my
• 8:06
  panel.
• 8:06
  We
• 8:06
  have
• 8:07
  the
• 8:07
  fastest
• 8:07
  in
• 8:07
  store
• 8:07
  pickup
• 8:08
  program
• 8:08
  in
• 8:08
  the
• 8:08
  world.
• 8:09
  Wow.
• 8:10
  And
• 8:10
  at
• 8:10
  least
• 8:10
  I
• 8:11
  think
• 8:11
  we
• 8:11
  do
• 8:11
  until
• 8:11
  someone
• 8:12
  proves.
• 8:13
  Now,
• 8:13
  I
• 8:13
  need
• 8:13
  a
• 8:13
  stopwatch.
• 8:14
  I
• 8:14
  got
• 8:14
  a
• 8:14
  timer.
• 8:15
  There
• 8:15
  you
• 8:15
  go.
• 8:15
  Well,
• 8:15
  it's
• 8:15
  20
• 8:15
  minutes.
• 8:16
  We
• 8:16
  have
• 8:16
  a
• 8:16
  20
• 8:16
  minute
• 8:17
  promise.
• 8:17
  So
• 8:17
  if
• 8:18
  you
• 8:18
  place
• 8:18
  an
• 8:18
  order
• 8:19
  on
• 8:19
  our
• 8:19
  website,
• 8:20
  you
• 8:21
  will
• 8:21
  within
• 8:21
  20
• 8:22
  minutes,
• 8:22
  often
• 8:22
  very
• 8:23
  much
• 8:23
  faster.
• 8:24
  You'll
• 8:24
  get
• 8:24
  an
• 8:24
  email
• 8:24
  saying
• 8:24
  it's
• 8:25
  ready
• 8:25
  to
• 8:25
  pick
• 8:25
  up.
• 8:25
  And
• 8:25
  if
• 8:26
  you
• 8:26
  don't,
• 8:26
  we'll
• 8:26
  automatically
• 8:27
  send
• 8:27
  you
• 8:27
  a
• 8:27
  $20
• 8:28
  coupon
• 8:28
  off
• 8:28
  your
• 8:28
  next
• 8:28
  order.
• 8:29
  And
• 8:29
  how
• 8:29
  do
• 8:29
  you
• 8:29
  do
• 8:30
  that?
• 8:31
  We
• 8:31
  leverage
• 8:32
  technology
• 8:32
  very
• 8:33
  smart
• 8:33
  ways.
• 8:33
  Here's
• 8:34
  one
• 8:34
  great
• 8:34
  example.
• 8:35
  We
• 8:35
  partner
• 8:35
  with
• 8:36
  Zebra
• 8:37
  Technologies.
• 8:37
  All
• 8:38
  of
• 8:38
  our
• 8:38
  associates
• 8:39
  carry
• 8:39
  mobile
• 8:39
  devices
• 8:40
  with
• 8:40
  them
• 8:40
  at
• 8:40
  all
• 8:41
  times.
• 8:41
  And
• 8:41
  so
• 8:42
  as
• 8:42
  part
• 8:42
  of
• 8:43
  our
• 8:43
  just
• 8:43
  operational
• 8:44
  efficiency,
• 8:44
  we
• 8:45
  leverage
• 8:45
  those
• 8:45
  devices
• 8:46
  to
• 8:46
  do
• 8:46
  everything.
• 8:47
  Inventory
• 8:47
  management,
• 8:48
  you
• 8:49
  know,
• 8:49
  controls,
• 8:50
  making
• 8:50
  sure
• 8:50
  the
• 8:50
  right
• 8:51
  products
• 8:51
  are
• 8:51
  on
• 8:51
  the
• 8:51
  right
• 8:52
  shelves,
• 8:52
  making
• 8:52
  sure
• 8:52
  our
• 8:53
  pricing
• 8:53
  is
• 8:53
  updated,
• 8:54
  but
• 8:54
  importantly,
• 8:55
  making
• 8:55
  sure
• 8:55
  that
• 8:56
  customer
• 8:56
  needs
• 8:57
  are
• 8:57
  taken
• 8:57
  care
• 8:57
  of
• 8:58
  as
• 8:58
  the
• 8:58
  first
• 8:58
  priority.
• 8:59
  So
• 8:59
  as
• 8:59
  soon
• 8:59
  as
• 8:59
  an
• 8:59
  in
• 9:00
  store
• 9:00
  pickup
• 9:00
  order
• 9:00
  comes
• 9:01
  in
• 9:01
  at
• 9:01
  any
• 9:01
  given
• 9:02
  stores,
• 9:02
  alarms
• 9:03
  are
• 9:03
  going
• 9:03
  off,
• 9:04
  it's
• 9:04
  ready
• 9:04
  to
• 9:05
  go,
• 9:05
  and
• 9:05
  it's
• 9:06
  often
• 9:06
  taken
• 9:06
  care
• 9:06
  of,
• 9:07
  you
• 9:07
  know,
• 9:07
  within
• 9:07
  minutes.
• 9:08
  I,
• 9:08
  I
• 9:08
  have
• 9:08
  to
• 9:08
  give
• 9:09
  you
• 9:09
  kudos,
• 9:09
  Kevin,
• 9:10
  because
• 9:10
  you're
• 9:10
  really
• 9:10
  hitting
• 9:11
  on
• 9:11
  all
• 9:11
  the
• 9:11
  things
• 9:11
  that
• 9:12
  we've
• 9:12
  been
• 9:12
  talking
• 9:12
  to
• 9:13
  retailers
• 9:13
  about
• 9:13
  that
• 9:14
  they're
• 9:14
  trying
• 9:14
  to
• 9:15
  do
• 9:16
  to
• 9:16
  create
• 9:17
  an
• 9:17
  omnichannel
• 9:18
  experience
• 9:18
  that
• 9:18
  works
• 9:18
  for
• 9:18
  the
• 9:19
  customer.
• 9:19
  To
• 9:20
  not
• 9:20
  bog
• 9:20
  down
• 9:20
  your
• 9:20
  associates
• 9:21
  with
• 9:21
  multiple
• 9:22
  devices
• 9:22
  and
• 9:23
  platforms
• 9:23
  in
• 9:23
  order
• 9:23
  to
• 9:24
  do
• 9:24
  this
• 9:24
  work.
• 9:24
  And
• 9:24
  it,
• 9:25
  you're,
• 9:25
  you
• 9:25
  know,
• 9:26
  for
• 9:26
  a
• 9:26
  legacy
• 9:26
  brand,
• 9:27
  it's
• 9:27
  really
• 9:27
  impressive
• 9:28
  the
• 9:28
  work
• 9:28
  that
• 9:28
  you
• 9:29
  and
• 9:29
  your
• 9:29
  team
• 9:29
  are
• 9:29
  doing.
• 9:30
  Yeah,
• 9:30
  I
• 9:30
  mean,
• 9:30
  I
• 9:30
  don't
• 9:30
  want
• 9:30
  to
• 9:31
  under
• 9:32
  underestimate
• 9:32
  the
• 9:33
  challenges
• 9:33
  that
• 9:33
  are
• 9:33
  out
• 9:34
  there.
• 9:34
  Retail
• 9:34
  is
• 9:34
  transforming,
• 9:35
  it's
• 9:35
  changing
• 9:36
  all
• 9:36
  the
• 9:36
  time.
• 9:37
  Customer
• 9:37
  expectations
• 9:38
  are
• 9:38
  changing.
• 9:39
  You
• 9:40
  know,
• 9:40
  you
• 9:40
  really
• 9:40
  obviously
• 9:41
  have
• 9:41
  to
• 9:41
  stay
• 9:41
  focused
• 9:42
  on
• 9:42
  that
• 9:43
  experience.
• 9:43
  And
• 9:43
  what
• 9:43
  I
• 9:43
  really
• 9:44
  am
• 9:44
  very
• 9:44
  proud
• 9:44
  of
• 9:45
  is
• 9:45
  our,
• 9:45
  we
• 9:45
  have
• 9:46
  incredible
• 9:46
  NPS
• 9:47
  scores
• 9:47
  in
• 9:47
  our
• 9:47
  stores.
• 9:48
  Our
• 9:48
  associates
• 9:49
  genuinely
• 9:50
  focus
• 9:50
  on
• 9:51
  making
• 9:51
  sure
• 9:51
  that
• 9:51
  our
• 9:52
  customers
• 9:52
  walk
• 9:53
  out
• 9:53
  of
• 9:53
  the
• 9:53
  store
• 9:54
  happy.
• 9:55
  And
• 9:55
  I
• 9:55
  think
• 9:55
  that
• 9:56
  is
• 9:56
  a
• 9:56
  big
• 9:56
  differentiator
• 9:57
  for
• 9:57
  us.
• 9:57
  Yeah,
• 9:58
  absolutely.
• 9:58
  Well,
• 9:59
  let's
• 9:59
  conclude
• 10:00
  with
• 10:00
  this
• 10:01
  question.
• 10:01
  Sure.
• 10:02
  You're
• 10:02
  already
• 10:03
  using
• 10:03
  a
• 10:04
  lot
• 10:04
  of
• 10:04
  really
• 10:04
  cool
• 10:05
  technology
• 10:05
  to
• 10:06
  help
• 10:06
  with
• 10:06
  those
• 10:06
  experiences.
• 10:07
  But
• 10:07
  we're
• 10:07
  at
• 10:07
  Etail.
• 10:08
  There's
• 10:08
  a
• 10:09
  lot
• 10:09
  of
• 10:09
  new
• 10:10
  content
• 10:10
  being
• 10:11
  discussed
• 10:11
  about
• 10:12
  new
• 10:12
  retail
• 10:12
  technology.
• 10:13
  You
• 10:13
  can
• 10:13
  walk
• 10:13
  the
• 10:13
  floor
• 10:14
  and
• 10:14
  there's
• 10:14
  tons
• 10:14
  of
• 10:14
  information
• 10:15
  for
• 10:15
  new
• 10:16
  partners.
• 10:17
  What's
• 10:17
  kind
• 10:17
  of
• 10:18
  top
• 10:18
  of
• 10:18
  mind
• 10:18
  as
• 10:18
  you
• 10:18
  look
• 10:19
  ahead
• 10:19
  to
• 10:19
  2025
• 10:20
  for
• 10:20
  you
• 10:20
  and
• 10:20
  your
• 10:21
  team.
• 10:21
  What
• 10:21
  technology
• 10:22
  or
• 10:23
  challenges
• 10:23
  are
• 10:23
  you
• 10:24
  going
• 10:24
  to
• 10:24
  try
• 10:24
  to
• 10:24
  tackle
• 10:24
  this
• 10:24
  year?
• 10:25
  Yeah.
• 10:25
  There's
• 10:25
  really
• 10:25
  two
• 10:25
  big
• 10:25
  things
• 10:26
  that
• 10:26
  I
• 10:26
  say
• 10:26
  we're
• 10:26
  focused
• 10:27
  on.
• 10:27
  One
• 10:27
  is
• 10:27
  leveraging
• 10:28
  AI
• 10:28
  for
• 10:29
  very
• 10:30
  clear
• 10:30
  use
• 10:31
  cases.
• 10:31
  Okay.
• 10:32
  One
• 10:32
  way
• 10:32
  that
• 10:32
  we've
• 10:33
  leveraged
• 10:33
  AI
• 10:34
  is
• 10:34
  to
• 10:35
  digitize
• 10:36
  all
• 10:36
  of
• 10:37
  our
• 10:37
  user
• 10:37
  manuals,
• 10:38
  our
• 10:38
  SOPs,
• 10:39
  all
• 10:39
  the
• 10:40
  associate
• 10:40
  facing
• 10:41
  documentation,
• 10:42
  and
• 10:42
  put
• 10:42
  it
• 10:43
  into
• 10:43
  a
• 10:43
  model
• 10:44
  where
• 10:44
  AI
• 10:45
  will
• 10:45
  help
• 10:45
  them
• 10:46
  just
• 10:46
  get
• 10:46
  to
• 10:47
  the
• 10:47
  solution
• 10:48
  that
• 10:48
  they
• 10:48
  need
• 10:48
  right
• 10:48
  away.
• 10:48
  Yeah.
• 10:49
  Remember,
• 10:49
  with
• 10:49
  any
• 10:50
  complex
• 10:50
  retail
• 10:50
  organization,
• 10:51
  you're
• 10:51
  going
• 10:51
  to
• 10:51
  have
• 10:51
  thousands
• 10:52
  of
• 10:52
  things.
• 10:52
  Oh
• 10:53
  yeah.
• 10:53
  Are
• 10:53
  possible.
• 10:54
  Right.
• 10:54
  For
• 10:54
  any
• 10:54
  customer
• 10:55
  walking
• 10:55
  in
• 10:56
  one
• 10:57
  particular
• 10:57
  thing
• 10:57
  may
• 10:57
  only
• 10:58
  happen
• 10:58
  in
• 10:58
  your
• 10:58
  store
• 10:59
  once
• 10:59
  a
• 10:59
  year
• 11:00
  maybe.
• 11:00
  Right.
• 11:00
  So
• 11:01
  being
• 11:01
  able
• 11:01
  to
• 11:01
  quickly
• 11:02
  figure
• 11:02
  out
• 11:02
  how
• 11:02
  to
• 11:02
  accomplish
• 11:03
  that
• 11:03
  task
• 11:03
  is
• 11:04
  really
• 11:04
  important.
• 11:04
  So
• 11:04
  I
• 11:04
  think
• 11:04
  that's
• 11:05
  one
• 11:05
  interesting
• 11:05
  use.
• 11:06
  And
• 11:06
  that's
• 11:06
  like
• 11:07
  generative
• 11:07
  AI
• 11:07
  or
• 11:08
  LLM.
• 11:08
  Based
• 11:09
  leverage
• 11:09
  is,
• 11:10
  you
• 11:10
  know,
• 11:10
  basically
• 11:11
  put
• 11:11
  everything,
• 11:12
  all
• 11:12
  of
• 11:12
  it
• 11:12
  into
• 11:13
  the
• 11:13
  machine.
• 11:14
  Yeah.
• 11:14
  And
• 11:14
  then
• 11:14
  the
• 11:15
  machine
• 11:15
  parses
• 11:16
  back
• 11:16
  out
• 11:16
  to
• 11:16
  individual
• 11:17
  associates,
• 11:18
  the
• 11:18
  answers
• 11:19
  to
• 11:19
  their
• 11:19
  questions.
• 11:19
  So
• 11:19
  as
• 11:20
  a
• 11:20
  pretty
• 11:20
  amazing
• 11:20
  new
• 11:21
  associate,
• 11:21
  I
• 11:21
  could
• 11:21
  be
• 11:21
  like,
• 11:22
  what
• 11:22
  are
• 11:22
  the
• 11:22
  closing
• 11:22
  procedures
• 11:23
  for
• 11:23
  my
• 11:23
  store?
• 11:24
  Exactly.
• 11:24
  Or
• 11:25
  you
• 11:25
  know,
• 11:25
  small
• 11:26
  use
• 11:26
  case
• 11:27
  in
• 11:27
  our
• 11:27
  print
• 11:27
  center.
• 11:28
  Right.
• 11:28
  That
• 11:28
  may
• 11:29
  be
• 11:29
  relatively
• 11:29
  uncommon.
• 11:30
  So
• 11:30
  that's
• 11:30
  a
• 11:31
  great
• 11:31
  example.
• 11:31
  And
• 11:31
  then
• 11:31
  the
• 11:32
  other
• 11:32
  one
• 11:32
  is
• 11:32
  really
• 11:32
  around
• 11:33
  personalization.
• 11:33
  Obviously
• 11:34
  we've
• 11:34
  been
• 11:34
  talking
• 11:34
  about
• 11:34
  personalization
• 11:35
  for
• 11:35
  a
• 11:35
  very,
• 11:36
  very
• 11:36
  long
• 11:36
  time,
• 11:37
  but
• 11:38
  we
• 11:38
  are
• 11:38
  actively
• 11:38
  working
• 11:39
  with
• 11:39
  our
• 11:40
  marketing
• 11:40
  partner,
• 11:41
  platform
• 11:41
  partner
• 11:42
  right
• 11:42
  now
• 11:42
  on
• 11:43
  revamping
• 11:44
  all
• 11:44
  of
• 11:44
  our
• 11:44
  promotional
• 11:45
  emails.
• 11:45
  Really
• 11:46
  looking
• 11:46
  to
• 11:46
  increase
• 11:47
  the
• 11:47
  amount
• 11:47
  of
• 11:48
  targeted
• 11:48
  content
• 11:49
  that
• 11:49
  we
• 11:49
  have
• 11:49
  out
• 11:49
  there.
• 11:50
  We
• 11:50
  have
• 11:50
  a
• 11:50
  really
• 11:50
  diverse
• 11:51
  customer
• 11:51
  base
• 11:52
  and
• 11:52
  we
• 11:52
  know,
• 11:53
  right.
• 11:53
  A
• 11:53
  teacher
• 11:54
  just.
• 11:54
  They're
• 11:54
  going
• 11:54
  to
• 11:54
  have
• 11:55
  different
• 11:55
  needs
• 11:55
  from.
• 11:56
  From
• 11:56
  a
• 11:56
  small
• 11:56
  business
• 11:57
  owner.
• 11:57
  Right.
• 11:57
  So
• 11:58
  being
• 11:58
  able
• 11:58
  to
• 11:58
  leverage
• 11:58
  that
• 11:59
  information
• 11:59
  is
• 12:00
  really
• 12:00
  important
• 12:01
  to
• 12:01
  us.
• 12:01
  Well,
• 12:01
  Kevin,
• 12:02
  this
• 12:02
  has
• 12:02
  been
• 12:03
  quite
• 12:03
  an
• 12:03
  impressive
• 12:04
  conversation.
• 12:05
  Relatively
• 12:06
  short,
• 12:06
  but
• 12:06
  hard
• 12:07
  hitting.
• 12:07
  Right?
• 12:07
  Oh
• 12:07
  my
• 12:08
  God,
• 12:08
  yes.
• 12:09
  This
• 12:09
  has
• 12:09
  been
• 12:09
  great.
• 12:10
  Thank
• 12:10
  you
• 12:11
  so
• 12:11
  much
• 12:11
  for
• 12:11
  sharing
• 12:12
  all
• 12:12
  of
• 12:12
  the
• 12:13
  updates
• 12:13
  from
• 12:13
  your
• 12:14
  team.
• 12:14
  Thanks
• 12:15
  for
• 12:15
  taking
• 12:15
  the
• 12:15
  time
• 12:16
  with
• 12:16
  us
• 12:16
  here.
• 12:17
  Quick
• 12:17
  thank
• 12:18
  you
• 12:18
  again
• 12:18
  to
• 12:18
  Net
• 12:18
  Elixir
• 12:19
  for
• 12:19
  making
• 12:19
  our
• 12:19
  coverage
• 12:20
  possible.
• 12:21
  And
• 12:21
  until
• 12:21
  the
• 12:22
  next
• 12:22
  interview,
• 12:23
  be
• 12:23
  careful
• 12:23
  out
• 12:24
  there.