Latest / Omni Talk Retail / Former Loblaw & Sobeys CIO Bruce Burrows on AI, Buy vs Build, and Smart Stores | FMI 2026

Transcript

Former Loblaw & Sobeys CIO Bruce Burrows on AI, Buy vs Build, and Smart Stores | FMI 2026 · Omni Talk Retail

• 0:00
  Hey,
• 0:00
  welcome
• 0:00
  back.
• 0:01
  This
• 0:01
  is
• 0:01
  omnitalk
• 0:01
  Retail.
• 0:02
  I'm
• 0:02
  Anne
• 0:02
  Mazinga.
• 0:03
  And
• 0:03
  I'm
• 0:03
  Chris
• 0:03
  Walton.
• 0:03
  And
• 0:04
  we're
• 0:04
  coming
• 0:04
  back
• 0:05
  live
• 0:05
  from
• 0:06
  FMI
• 0:07
  here
• 0:07
  in
• 0:07
  San
• 0:07
  Diego.
• 0:08
  We
• 0:09
  are
• 0:09
  coming
• 0:09
  to
• 0:09
  you
• 0:09
  from
• 0:09
  the
• 0:09
  Simbi
• 0:10
  booth
• 0:10
  where
• 0:11
  we
• 0:11
  will
• 0:11
  be
• 0:11
  recording
• 0:12
  interviews
• 0:12
  all
• 0:13
  day
• 0:13
  today.
• 0:13
  Big
• 0:14
  shout
• 0:14
  out
• 0:14
  and
• 0:15
  thank
• 0:15
  you
• 0:15
  to
• 0:15
  Simbi
• 0:16
  for
• 0:16
  helping
• 0:16
  us
• 0:16
  bring
• 0:17
  you
• 0:17
  all
• 0:17
  of
• 0:17
  the
• 0:18
  coverage
• 0:18
  at
• 0:19
  FMI
• 0:19
  Here.
• 0:20
  Standing
• 0:21
  in
• 0:21
  between
• 0:21
  us,
• 0:21
  we
• 0:21
  have
• 0:22
  our
• 0:22
  next
• 0:22
  interview,
• 0:22
  Bruce
• 0:23
  Burroughs.
• 0:24
  Bruce
• 0:25
  is
• 0:25
  the
• 0:25
  former
• 0:26
  Loblaw
• 0:26
  and
• 0:26
  Sobey
• 0:27
  CIO
• 0:28
  and
• 0:28
  now
• 0:29
  our
• 0:29
  fellow
• 0:30
  SIMBI
• 0:30
  Advisory
• 0:31
  board
• 0:31
  member.
• 0:32
  Bruce,
• 0:32
  welcome
• 0:33
  to
• 0:33
  omnitalk.
• 0:33
  Thank
• 0:34
  you
• 0:34
  very
• 0:34
  much
• 0:34
  and
• 0:34
  happy
• 0:35
  to
• 0:35
  be
• 0:35
  here.
• 0:35
  Yeah,
• 0:36
  we're
• 0:36
  excited
• 0:36
  to
• 0:36
  have
• 0:36
  you.
• 0:37
  So,
• 0:37
  Bruce,
• 0:38
  in
• 0:38
  my
• 0:38
  months
• 0:38
  of
• 0:39
  getting
• 0:39
  to
• 0:39
  know
• 0:39
  you
• 0:39
  in
• 0:40
  our,
• 0:40
  in
• 0:40
  our
• 0:40
  role,
• 0:40
  in
• 0:40
  our
• 0:41
  advisory
• 0:41
  roles
• 0:41
  at
• 0:41
  Simi,
• 0:42
  you're,
• 0:42
  you're,
• 0:42
  I
• 0:42
  don't,
• 0:43
  I
• 0:43
  think
• 0:43
  I've
• 0:43
  told
• 0:43
  you
• 0:43
  this
• 0:43
  before,
• 0:44
  but
• 0:44
  I'm
• 0:44
  going
• 0:44
  to
• 0:44
  tell
• 0:44
  it
• 0:44
  to
• 0:44
  the
• 0:45
  audience
• 0:45
  too.
• 0:45
  You
• 0:45
  are
• 0:45
  slowly
• 0:46
  becoming,
• 0:46
  or
• 0:46
  actually
• 0:47
  fast
• 0:47
  becoming
• 0:47
  one
• 0:48
  of
• 0:48
  my
• 0:48
  go
• 0:48
  to
• 0:48
  advisors
• 0:49
  when
• 0:49
  I
• 0:49
  have
• 0:49
  questions
• 0:50
  about,
• 0:50
  you
• 0:50
  know,
• 0:50
  how
• 0:51
  tech
• 0:51
  is
• 0:51
  playing
• 0:51
  out
• 0:52
  in
• 0:52
  the
• 0:52
  industry.
• 0:53
  And
• 0:53
  one
• 0:53
  of
• 0:53
  the
• 0:53
  topics
• 0:54
  that
• 0:54
  I
• 0:54
  love
• 0:54
  picking
• 0:55
  your
• 0:55
  brain
• 0:55
  about
• 0:56
  is
• 0:56
  the
• 0:56
  whole
• 0:56
  buy
• 0:57
  versus
• 0:57
  build
• 0:58
  discussion
• 0:59
  or
• 0:59
  argument.
• 1:00
  How
• 1:00
  do
• 1:00
  you
• 1:00
  think
• 1:01
  about
• 1:01
  that?
• 1:02
  You
• 1:02
  know,
• 1:03
  it's
• 1:03
  a
• 1:03
  very
• 1:03
  polarizing
• 1:04
  topic
• 1:05
  because
• 1:06
  people
• 1:06
  are
• 1:06
  on
• 1:06
  both
• 1:06
  sides
• 1:06
  of
• 1:07
  it.
• 1:07
  My
• 1:07
  point
• 1:07
  of
• 1:08
  view
• 1:08
  is
• 1:08
  we're
• 1:09
  not
• 1:09
  in
• 1:09
  the
• 1:09
  technology
• 1:10
  business,
• 1:10
  we're
• 1:10
  in
• 1:10
  the
• 1:10
  retail
• 1:11
  business
• 1:11
  and
• 1:11
  we
• 1:11
  shouldn't
• 1:12
  be
• 1:12
  making
• 1:12
  technology.
• 1:14
  And
• 1:14
  the
• 1:14
  thing
• 1:14
  that
• 1:14
  reinforces
• 1:15
  that
• 1:15
  to
• 1:15
  me,
• 1:15
  every
• 1:16
  time
• 1:16
  I've
• 1:16
  seen
• 1:16
  a
• 1:16
  homegrown
• 1:17
  solution,
• 1:18
  it
• 1:18
  tends
• 1:18
  to
• 1:19
  get
• 1:19
  built
• 1:19
  and
• 1:19
  then
• 1:19
  left
• 1:21
  to
• 1:21
  decay
• 1:22
  over
• 1:22
  time
• 1:22
  and
• 1:22
  not
• 1:23
  reinvested
• 1:23
  in.
• 1:23
  So
• 1:24
  it
• 1:24
  doesn't
• 1:25
  get
• 1:25
  better
• 1:25
  the
• 1:25
  way
• 1:25
  package
• 1:26
  solutions
• 1:26
  are
• 1:26
  continually
• 1:27
  innovating
• 1:27
  and
• 1:28
  adding
• 1:28
  new
• 1:28
  capabilities
• 1:29
  and
• 1:29
  features.
• 1:30
  And
• 1:30
  you're
• 1:30
  really
• 1:30
  only
• 1:31
  drawing
• 1:31
  on
• 1:31
  the
• 1:31
  knowledge
• 1:32
  you
• 1:32
  have
• 1:32
  inside
• 1:32
  your
• 1:33
  own
• 1:33
  company,
• 1:34
  which
• 1:34
  isn't
• 1:35
  as
• 1:35
  broad
• 1:35
  as
• 1:36
  the
• 1:36
  knowledge
• 1:36
  that
• 1:36
  software
• 1:37
  companies
• 1:37
  are
• 1:37
  drawing
• 1:37
  on
• 1:38
  across
• 1:38
  the
• 1:38
  broader
• 1:38
  industry.
• 1:39
  So
• 1:40
  the
• 1:40
  chances
• 1:40
  of
• 1:41
  your
• 1:41
  product
• 1:41
  being
• 1:42
  state
• 1:42
  of
• 1:42
  the
• 1:42
  art
• 1:43
  and
• 1:43
  continuing
• 1:43
  to
• 1:44
  be
• 1:44
  good
• 1:44
  over
• 1:44
  time
• 1:44
  is
• 1:45
  going
• 1:45
  to
• 1:45
  diminish
• 1:45
  the
• 1:45
  longer
• 1:46
  you
• 1:46
  have
• 1:46
  it.
• 1:47
  So
• 1:47
  I
• 1:47
  think
• 1:48
  about
• 1:48
  it
• 1:48
  as
• 1:49
  we're
• 1:49
  in
• 1:49
  the
• 1:49
  business
• 1:49
  of
• 1:50
  being
• 1:50
  a
• 1:50
  retailer,
• 1:50
  we
• 1:51
  should
• 1:51
  hire
• 1:52
  companies
• 1:52
  that
• 1:52
  are
• 1:53
  good
• 1:53
  and
• 1:53
  work
• 1:54
  across
• 1:54
  industry
• 1:54
  and
• 1:55
  help
• 1:55
  us
• 1:55
  bring
• 1:56
  the
• 1:56
  best
• 1:56
  of
• 1:56
  breed
• 1:57
  tools
• 1:57
  and
• 1:57
  we'll
• 1:57
  make
• 1:57
  those
• 1:58
  better
• 1:58
  over
• 1:58
  time
• 1:59
  versus
• 1:59
  trying
• 2:00
  to
• 2:00
  spend
• 2:00
  our
• 2:00
  money
• 2:01
  trying
• 2:01
  to
• 2:01
  do
• 2:01
  something
• 2:01
  we're
• 2:02
  not
• 2:02
  supposed
• 2:02
  to
• 2:02
  be,
• 2:02
  which
• 2:03
  is
• 2:03
  a
• 2:03
  software
• 2:03
  developer.
• 2:04
  Right.
• 2:04
  So,
• 2:05
  Bruce,
• 2:05
  I'm
• 2:05
  curious
• 2:05
  too,
• 2:05
  and
• 2:06
  you
• 2:06
  and
• 2:06
  I
• 2:06
  were
• 2:06
  talking
• 2:06
  about
• 2:06
  this
• 2:06
  before
• 2:06
  and
• 2:07
  I
• 2:07
  want
• 2:07
  to
• 2:07
  bring
• 2:07
  the
• 2:07
  audience
• 2:07
  into
• 2:08
  the
• 2:08
  conversation
• 2:08
  too,
• 2:09
  because
• 2:09
  I
• 2:09
  like
• 2:09
  whenever
• 2:10
  the
• 2:10
  Audience
• 2:10
  can
• 2:10
  learn
• 2:11
  as
• 2:11
  we
• 2:11
  are
• 2:11
  learning,
• 2:12
  as
• 2:12
  Ann
• 2:12
  and
• 2:12
  I
• 2:12
  are
• 2:12
  learning.
• 2:13
  And
• 2:13
  so
• 2:13
  I'm
• 2:13
  curious,
• 2:13
  like,
• 2:14
  where
• 2:14
  does
• 2:14
  the
• 2:14
  rubber
• 2:14
  meet
• 2:15
  the
• 2:15
  road
• 2:15
  on
• 2:15
  that
• 2:15
  philosophy?
• 2:16
  And
• 2:16
  particularly,
• 2:17
  like,
• 2:17
  you
• 2:18
  know,
• 2:18
  you
• 2:18
  and
• 2:18
  I
• 2:18
  were
• 2:18
  talking
• 2:18
  about
• 2:19
  LLMs,
• 2:20
  like
• 2:20
  there's
• 2:20
  some
• 2:20
  school
• 2:20
  of
• 2:21
  thought
• 2:21
  that
• 2:21
  LLMs
• 2:22
  will
• 2:22
  become
• 2:22
  commoditized.
• 2:23
  And
• 2:23
  therefore
• 2:24
  that
• 2:24
  is
• 2:24
  actually
• 2:24
  something
• 2:25
  that
• 2:25
  if
• 2:25
  you
• 2:25
  have
• 2:25
  the
• 2:25
  resources,
• 2:26
  you
• 2:26
  should
• 2:26
  build
• 2:26
  it.
• 2:27
  So
• 2:27
  is
• 2:28
  that,
• 2:28
  is
• 2:28
  that
• 2:28
  a
• 2:28
  philosophy
• 2:29
  you
• 2:29
  agree
• 2:29
  with?
• 2:29
  And
• 2:29
  how
• 2:30
  does
• 2:30
  it
• 2:30
  play
• 2:30
  back
• 2:30
  into
• 2:30
  the
• 2:31
  buy
• 2:31
  versus
• 2:31
  build
• 2:32
  discussion
• 2:33
  you
• 2:33
  just
• 2:33
  had?
• 2:33
  I
• 2:33
  mean,
• 2:34
  LLM
• 2:34
  ultimately
• 2:35
  is
• 2:35
  going
• 2:35
  to
• 2:35
  get
• 2:35
  built
• 2:36
  by
• 2:37
  you
• 2:37
  using
• 2:38
  tools
• 2:38
  and
• 2:38
  building
• 2:39
  data
• 2:39
  inside
• 2:39
  that.
• 2:40
  So
• 2:41
  you're
• 2:41
  going
• 2:41
  to
• 2:41
  create
• 2:41
  a
• 2:42
  foundation
• 2:43
  and
• 2:43
  then
• 2:43
  you're
• 2:43
  going
• 2:43
  to
• 2:44
  add
• 2:44
  your
• 2:44
  own
• 2:44
  data
• 2:45
  into
• 2:45
  it.
• 2:45
  So
• 2:45
  I
• 2:45
  don't
• 2:46
  really
• 2:46
  feel
• 2:46
  like
• 2:47
  it's
• 2:47
  a
• 2:47
  build.
• 2:47
  I
• 2:47
  think
• 2:48
  what
• 2:48
  you're
• 2:48
  doing
• 2:48
  is
• 2:48
  creating
• 2:49
  it.
• 2:49
  It's
• 2:49
  evolving
• 2:50
  over
• 2:50
  time
• 2:50
  as
• 2:51
  you
• 2:51
  continue
• 2:52
  to
• 2:52
  use
• 2:52
  the
• 2:53
  information
• 2:53
  you
• 2:53
  have
• 2:54
  inside
• 2:54
  your
• 2:54
  own
• 2:54
  ecosystem
• 2:55
  and
• 2:55
  then
• 2:56
  bring
• 2:56
  in
• 2:56
  new
• 2:57
  insights
• 2:57
  that
• 2:57
  feed
• 2:58
  it
• 2:58
  and
• 2:58
  make
• 2:58
  it
• 2:58
  better.
• 2:59
  So
• 2:59
  to
• 2:59
  me,
• 3:00
  it
• 3:00
  will
• 3:00
  evolve
• 3:00
  to
• 3:01
  become
• 3:01
  your
• 3:01
  own
• 3:01
  private
• 3:02
  LLM.
• 3:03
  You
• 3:03
  don't
• 3:03
  actually
• 3:03
  go
• 3:04
  and
• 3:04
  try
• 3:04
  to
• 3:04
  build
• 3:04
  it.
• 3:05
  It's
• 3:05
  created
• 3:06
  on
• 3:06
  the
• 3:06
  fly
• 3:06
  and
• 3:07
  it
• 3:07
  grows
• 3:07
  over
• 3:08
  time.
• 3:08
  So
• 3:09
  it
• 3:09
  will
• 3:09
  be
• 3:09
  a
• 3:09
  private
• 3:09
  thing,
• 3:10
  which
• 3:10
  is
• 3:10
  what
• 3:10
  I
• 3:10
  think
• 3:10
  it
• 3:11
  needs
• 3:11
  to
• 3:11
  be.
• 3:11
  But
• 3:12
  you
• 3:12
  don't
• 3:12
  really
• 3:12
  think
• 3:12
  of
• 3:13
  that
• 3:13
  as
• 3:13
  a
• 3:13
  build.
• 3:14
  It's
• 3:14
  going
• 3:14
  to
• 3:14
  be
• 3:14
  something
• 3:14
  that
• 3:15
  evolves
• 3:15
  as
• 3:16
  you're
• 3:16
  using
• 3:16
  tools
• 3:17
  that
• 3:17
  are
• 3:17
  producing
• 3:18
  data
• 3:18
  that
• 3:18
  you
• 3:19
  use
• 3:19
  to
• 3:19
  run
• 3:19
  the
• 3:19
  business.
• 3:20
  And
• 3:20
  it
• 3:20
  learns
• 3:21
  and
• 3:21
  grows
• 3:21
  and
• 3:21
  adds
• 3:22
  more
• 3:22
  and
• 3:22
  more
• 3:22
  insights
• 3:22
  into
• 3:23
  help
• 3:23
  you
• 3:23
  run
• 3:23
  your
• 3:23
  business
• 3:24
  better
• 3:24
  and
• 3:24
  better.
• 3:24
  Got
• 3:25
  it.
• 3:25
  Let's
• 3:26
  talk
• 3:26
  a
• 3:26
  little
• 3:26
  bit
• 3:26
  more,
• 3:27
  Bruce,
• 3:27
  about
• 3:27
  gathering
• 3:28
  that
• 3:28
  data.
• 3:29
  So
• 3:29
  shelf
• 3:30
  intelligence,
• 3:31
  the
• 3:31
  connected
• 3:32
  or
• 3:32
  smart
• 3:32
  store,
• 3:33
  where
• 3:33
  do
• 3:34
  you
• 3:34
  think
• 3:34
  we
• 3:34
  are
• 3:34
  right
• 3:35
  now
• 3:35
  on
• 3:35
  the
• 3:35
  maturity
• 3:36
  curve
• 3:37
  of
• 3:37
  both
• 3:37
  of
• 3:38
  those
• 3:38
  things
• 3:38
  and
• 3:39
  what
• 3:40
  does
• 3:40
  that
• 3:40
  future
• 3:40
  look
• 3:41
  like?
• 3:41
  What
• 3:41
  do
• 3:42
  retailers
• 3:42
  and
• 3:42
  brands
• 3:43
  need
• 3:43
  to
• 3:43
  be
• 3:43
  thinking
• 3:43
  about
• 3:43
  to
• 3:44
  be
• 3:44
  successful
• 3:44
  in
• 3:44
  actually
• 3:45
  accomplishing
• 3:45
  that?
• 3:46
  I
• 3:46
  mean,
• 3:47
  over
• 3:47
  my
• 3:47
  experience,
• 3:48
  retailers
• 3:49
  are
• 3:49
  latent
• 3:49
  adopters
• 3:50
  of
• 3:50
  technology,
• 3:51
  and
• 3:51
  grocery
• 3:52
  are.
• 3:52
  The
• 3:52
  most
• 3:52
  latent
• 3:53
  adopters,
• 3:53
  putting
• 3:53
  it
• 3:54
  nicely.
• 3:55
  So
• 3:56
  we're
• 3:56
  at
• 3:56
  the
• 3:56
  beginning
• 3:56
  of
• 3:57
  that
• 3:57
  curve,
• 3:57
  particularly
• 3:58
  in
• 3:58
  the
• 3:58
  grocery
• 3:58
  industry.
• 3:59
  And
• 3:59
  the
• 3:59
  store
• 4:00
  is
• 4:00
  really,
• 4:00
  to
• 4:00
  me,
• 4:01
  the
• 4:01
  last
• 4:01
  frontier
• 4:01
  too.
• 4:02
  It's
• 4:02
  the
• 4:03
  area
• 4:03
  has
• 4:03
  been
• 4:03
  left
• 4:04
  to
• 4:04
  the
• 4:04
  end
• 4:04
  and
• 4:04
  nobody's
• 4:05
  really
• 4:05
  done
• 4:05
  much
• 4:06
  there
• 4:06
  until
• 4:07
  more
• 4:07
  recently.
• 4:07
  You're
• 4:08
  seeing
• 4:08
  much
• 4:09
  more
• 4:09
  use
• 4:09
  of
• 4:09
  ESLs
• 4:10
  now,
• 4:10
  electronic
• 4:11
  shelf
• 4:11
  labels
• 4:11
  in
• 4:12
  store.
• 4:12
  And
• 4:13
  we
• 4:13
  have
• 4:13
  Symbio
• 4:13
  obviously,
• 4:14
  going
• 4:14
  into
• 4:14
  stores
• 4:15
  more
• 4:15
  and
• 4:15
  more
• 4:15
  and
• 4:15
  creating
• 4:16
  this
• 4:17
  digital
• 4:17
  twin
• 4:17
  of
• 4:18
  a
• 4:18
  store
• 4:18
  that
• 4:18
  is
• 4:19
  so
• 4:19
  many
• 4:19
  use
• 4:20
  cases
• 4:20
  that
• 4:21
  played
• 4:21
  off
• 4:21
  of
• 4:21
  that.
• 4:22
  So
• 4:22
  I
• 4:23
  think
• 4:23
  we're
• 4:23
  at
• 4:23
  the
• 4:23
  very
• 4:24
  beginning.
• 4:25
  But
• 4:25
  like
• 4:25
  a
• 4:25
  lot
• 4:25
  of
• 4:25
  things
• 4:26
  Once
• 4:26
  it
• 4:26
  catches
• 4:27
  on,
• 4:27
  you're
• 4:27
  going
• 4:27
  to
• 4:27
  start,
• 4:27
  see,
• 4:27
  that
• 4:28
  becomes
• 4:28
  the
• 4:28
  new
• 4:28
  standard
• 4:29
  that
• 4:29
  you
• 4:29
  have
• 4:30
  to
• 4:30
  have.
• 4:30
  And
• 4:30
  if
• 4:30
  you
• 4:30
  want
• 4:31
  to
• 4:31
  compete,
• 4:32
  was
• 4:32
  in
• 4:32
  a
• 4:32
  conversation
• 4:33
  a
• 4:33
  week
• 4:33
  or
• 4:33
  so
• 4:34
  ago
• 4:34
  and
• 4:35
  the
• 4:35
  person
• 4:36
  I
• 4:36
  was
• 4:36
  talking
• 4:36
  to
• 4:36
  said,
• 4:37
  so
• 4:37
  basically
• 4:38
  this
• 4:38
  is
• 4:38
  going
• 4:38
  to
• 4:38
  be
• 4:38
  what
• 4:38
  everybody's
• 4:39
  going
• 4:39
  to
• 4:39
  be
• 4:39
  doing.
• 4:39
  So
• 4:40
  it's
• 4:40
  not
• 4:40
  a
• 4:40
  competitive
• 4:40
  advantage
• 4:41
  unless
• 4:42
  you
• 4:42
  don't
• 4:42
  do
• 4:42
  it
• 4:44
  right.
• 4:44
  You
• 4:44
  need
• 4:45
  to
• 4:45
  get
• 4:45
  in
• 4:45
  this,
• 4:45
  you
• 4:46
  need
• 4:46
  to
• 4:46
  start
• 4:46
  moving
• 4:46
  in
• 4:47
  that
• 4:47
  direction.
• 4:48
  Otherwise
• 4:48
  you're
• 4:48
  going
• 4:48
  to
• 4:48
  get
• 4:49
  left
• 4:49
  behind
• 4:49
  and
• 4:49
  your
• 4:49
  consumers
• 4:50
  are
• 4:50
  going
• 4:50
  to
• 4:50
  leave
• 4:50
  you
• 4:50
  because
• 4:51
  they're
• 4:51
  going
• 4:51
  to
• 4:51
  go
• 4:51
  to
• 4:51
  somebody
• 4:52
  who's
• 4:52
  a
• 4:52
  better
• 4:52
  executor
• 4:53
  in
• 4:53
  store
• 4:53
  because
• 4:54
  the
• 4:54
  technology
• 4:54
  is
• 4:54
  there
• 4:54
  to
• 4:55
  help
• 4:55
  them.
• 4:55
  Right.
• 4:55
  It's
• 4:56
  a
• 4:56
  better
• 4:56
  experience
• 4:56
  overall,
• 4:57
  becomes
• 4:57
  a.
• 4:57
  Competitive
• 4:58
  disadvantage
• 4:58
  is
• 4:58
  what
• 4:58
  you're
• 4:59
  saying,
• 4:59
  right?
• 4:59
  Yeah,
• 5:00
  yeah.
• 5:00
  Right.
• 5:01
  Okay.
• 5:02
  So,
• 5:02
  you
• 5:02
  know,
• 5:02
  one
• 5:02
  of
• 5:02
  the
• 5:03
  expressions
• 5:03
  we
• 5:03
  always
• 5:03
  hear
• 5:03
  in
• 5:03
  the
• 5:03
  industry
• 5:04
  is
• 5:04
  crawl.
• 5:05
  I'll
• 5:05
  try
• 5:05
  to
• 5:05
  say
• 5:05
  that.
• 5:06
  Right.
• 5:06
  Crawl,
• 5:06
  walk
• 5:07
  and
• 5:07
  run.
• 5:07
  Bruce.
• 5:08
  So
• 5:08
  if
• 5:09
  that's
• 5:09
  your
• 5:09
  philosophy,
• 5:10
  that
• 5:10
  everyone's
• 5:11
  going
• 5:11
  to
• 5:11
  be
• 5:11
  doing
• 5:11
  it,
• 5:12
  what
• 5:12
  is
• 5:12
  the
• 5:12
  right
• 5:13
  way
• 5:13
  for
• 5:14
  particularly
• 5:14
  a
• 5:14
  grocer?
• 5:15
  Let's
• 5:15
  keep
• 5:16
  it
• 5:16
  in
• 5:16
  the
• 5:16
  grocery
• 5:16
  space.
• 5:17
  Since
• 5:17
  we're
• 5:17
  at
• 5:17
  fmi,
• 5:18
  what
• 5:18
  is
• 5:18
  the
• 5:19
  particular
• 5:19
  right
• 5:19
  way
• 5:19
  for
• 5:19
  a
• 5:20
  grocer
• 5:20
  to
• 5:20
  crawl,
• 5:21
  walk,
• 5:21
  run
• 5:21
  its
• 5:21
  way
• 5:22
  into
• 5:22
  Shelf
• 5:23
  Intelligence
• 5:23
  or
• 5:24
  a
• 5:24
  more
• 5:24
  connected
• 5:24
  store?
• 5:25
  I
• 5:26
  mean,
• 5:26
  the
• 5:26
  first
• 5:26
  thing
• 5:26
  you
• 5:26
  want
• 5:26
  to
• 5:26
  do
• 5:27
  is
• 5:27
  get
• 5:27
  what's
• 5:28
  the
• 5:28
  fastest
• 5:28
  return
• 5:28
  on
• 5:29
  my
• 5:29
  investment?
• 5:30
  What's
• 5:30
  the
• 5:30
  easiest
• 5:31
  way
• 5:31
  for
• 5:31
  me
• 5:31
  to
• 5:31
  get
• 5:31
  in
• 5:31
  it?
• 5:32
  You
• 5:32
  know,
• 5:33
  the
• 5:34
  crawl
• 5:34
  version
• 5:35
  is
• 5:35
  really
• 5:36
  trying
• 5:36
  to
• 5:36
  take
• 5:36
  what
• 5:37
  data
• 5:37
  you're
• 5:37
  already
• 5:37
  feeding
• 5:38
  down
• 5:38
  to
• 5:38
  the
• 5:38
  stores.
• 5:39
  What
• 5:39
  I'm
• 5:39
  already
• 5:39
  saying
• 5:39
  down
• 5:39
  to
• 5:40
  stores
• 5:40
  is
• 5:40
  my
• 5:40
  item
• 5:40
  mix
• 5:41
  items
• 5:42
  and
• 5:42
  my
• 5:42
  prices.
• 5:43
  Yeah.
• 5:43
  So
• 5:44
  I
• 5:44
  don't
• 5:44
  have
• 5:44
  to
• 5:44
  build
• 5:44
  something
• 5:44
  there.
• 5:45
  It's
• 5:45
  already
• 5:45
  going
• 5:45
  to
• 5:46
  the
• 5:46
  stores.
• 5:47
  Now
• 5:47
  if
• 5:47
  I
• 5:47
  ingest
• 5:48
  that
• 5:48
  in
• 5:48
  a
• 5:48
  tool
• 5:49
  like
• 5:49
  a
• 5:49
  tally,
• 5:50
  what
• 5:51
  I
• 5:51
  start
• 5:51
  getting
• 5:51
  is
• 5:52
  I
• 5:52
  can
• 5:52
  identify
• 5:52
  holes
• 5:53
  because
• 5:53
  I
• 5:53
  know
• 5:53
  what
• 5:53
  should
• 5:53
  be
• 5:54
  there
• 5:54
  and
• 5:54
  I
• 5:54
  know
• 5:54
  what's
• 5:54
  happening
• 5:54
  not
• 5:54
  there.
• 5:55
  I
• 5:55
  can
• 5:55
  start
• 5:56
  to
• 5:56
  get
• 5:56
  pricing
• 5:56
  issues
• 5:57
  because
• 5:57
  I
• 5:57
  know
• 5:57
  what
• 5:57
  it
• 5:58
  should
• 5:58
  be
• 5:58
  priced
• 5:58
  at
• 5:58
  and
• 5:58
  it's
• 5:59
  not
• 5:59
  priced
• 5:59
  that
• 5:59
  way.
• 6:00
  Those
• 6:00
  become
• 6:01
  real
• 6:01
  quick
• 6:01
  wins
• 6:02
  that
• 6:02
  you
• 6:02
  can
• 6:03
  start
• 6:03
  to
• 6:03
  monetize
• 6:04
  very
• 6:04
  quickly
• 6:05
  and
• 6:05
  you
• 6:05
  start
• 6:05
  to
• 6:05
  then
• 6:06
  have
• 6:06
  the
• 6:06
  benefit
• 6:06
  of
• 6:06
  having
• 6:07
  a
• 6:07
  more
• 6:07
  in
• 6:07
  stock
• 6:07
  store.
• 6:08
  So
• 6:09
  your
• 6:09
  first
• 6:09
  step,
• 6:10
  get
• 6:10
  in
• 6:10
  and
• 6:10
  show
• 6:11
  a
• 6:11
  benefit
• 6:11
  and
• 6:11
  drive
• 6:12
  value
• 6:12
  quickly.
• 6:13
  Don't
• 6:13
  have
• 6:13
  to
• 6:13
  reinvent,
• 6:14
  create
• 6:14
  new
• 6:14
  APIs
• 6:15
  or
• 6:15
  new
• 6:15
  data
• 6:16
  feeds
• 6:16
  that
• 6:16
  don't
• 6:17
  naturally
• 6:17
  flow
• 6:17
  down
• 6:17
  to
• 6:18
  the
• 6:18
  store
• 6:18
  and
• 6:19
  then
• 6:21
  use
• 6:21
  that
• 6:21
  to
• 6:21
  pay
• 6:21
  for
• 6:21
  that.
• 6:22
  Now
• 6:22
  you're
• 6:22
  going
• 6:22
  to
• 6:22
  leverage
• 6:23
  that
• 6:23
  asset
• 6:23
  because
• 6:24
  now
• 6:24
  it's
• 6:24
  going
• 6:24
  to
• 6:24
  build
• 6:25
  on
• 6:25
  top
• 6:25
  of
• 6:26
  everything
• 6:26
  else
• 6:26
  you've
• 6:26
  got
• 6:27
  down
• 6:27
  there
• 6:27
  and
• 6:27
  start
• 6:27
  to
• 6:27
  integrate
• 6:28
  which,
• 6:28
  you
• 6:28
  know,
• 6:29
  if
• 6:29
  I
• 6:29
  go
• 6:29
  then
• 6:29
  to
• 6:29
  step
• 6:30
  two.
• 6:30
  Yeah.
• 6:31
  Crawl
• 6:31
  was
• 6:32
  just
• 6:32
  really
• 6:32
  trying
• 6:33
  to
• 6:33
  eliminate
• 6:33
  holes
• 6:33
  and
• 6:33
  fix
• 6:34
  pricing
• 6:34
  issues.
• 6:35
  Walk
• 6:36
  is
• 6:36
  going
• 6:36
  to
• 6:36
  be
• 6:36
  how
• 6:37
  do
• 6:37
  I
• 6:37
  drive
• 6:38
  better
• 6:38
  decision
• 6:39
  making
• 6:39
  and
• 6:39
  merchandising?
• 6:41
  Because
• 6:41
  now
• 6:41
  I
• 6:41
  can
• 6:41
  look
• 6:41
  at
• 6:42
  my
• 6:42
  planograms.
• 6:42
  I
• 6:42
  can
• 6:43
  look
• 6:43
  at,
• 6:43
  is
• 6:43
  that
• 6:43
  one
• 6:43
  oversized?
• 6:44
  Should
• 6:44
  I
• 6:44
  have
• 6:44
  six
• 6:45
  spaces
• 6:45
  there,
• 6:45
  maybe
• 6:46
  only
• 6:46
  three.
• 6:46
  And
• 6:46
  if
• 6:46
  I
• 6:46
  only
• 6:46
  have
• 6:47
  three,
• 6:47
  what
• 6:47
  else
• 6:48
  could
• 6:48
  I
• 6:48
  put
• 6:48
  in
• 6:48
  my
• 6:48
  store?
• 6:49
  And
• 6:49
  so
• 6:50
  that
• 6:50
  kind
• 6:50
  of
• 6:50
  information
• 6:51
  starts
• 6:51
  to
• 6:52
  expand.
• 6:53
  And
• 6:54
  as
• 6:54
  a
• 6:54
  store
• 6:54
  operator,
• 6:54
  I
• 6:55
  can
• 6:55
  look
• 6:55
  at
• 6:55
  my
• 6:55
  digital
• 6:55
  twin.
• 6:56
  If
• 6:56
  I
• 6:56
  can't
• 6:56
  get
• 6:56
  to
• 6:57
  every
• 6:57
  store
• 6:57
  every
• 6:57
  week,
• 6:58
  I
• 6:58
  can
• 6:58
  look
• 6:59
  online
• 7:00
  and
• 7:00
  see,
• 7:00
  okay,
• 7:00
  they've
• 7:01
  got
• 7:01
  super
• 7:01
  bowl
• 7:02
  set
• 7:02
  up
• 7:02
  properly
• 7:02
  or
• 7:02
  they've
• 7:03
  got
• 7:03
  Easter
• 7:04
  looking
• 7:04
  good
• 7:04
  or
• 7:04
  Halloween
• 7:06
  or
• 7:06
  give
• 7:06
  feedback
• 7:08
  or
• 7:08
  share
• 7:09
  here's
• 7:09
  a
• 7:09
  really
• 7:09
  good
• 7:10
  execution
• 7:10
  and
• 7:11
  share
• 7:11
  it
• 7:11
  with
• 7:11
  somebody
• 7:11
  else.
• 7:12
  So
• 7:12
  it
• 7:12
  really
• 7:12
  makes
• 7:12
  the
• 7:12
  ability
• 7:13
  to
• 7:14
  learn
• 7:14
  and
• 7:14
  see
• 7:14
  what's
• 7:14
  going
• 7:15
  on
• 7:15
  in
• 7:15
  store
• 7:16
  that
• 7:16
  much
• 7:16
  better.
• 7:16
  So
• 7:17
  the
• 7:17
  broader
• 7:17
  organization,
• 7:18
  not
• 7:18
  just
• 7:18
  store
• 7:19
  operations,
• 7:19
  starts
• 7:20
  to
• 7:20
  take
• 7:20
  benefit
• 7:21
  from
• 7:21
  the
• 7:21
  information
• 7:21
  that's
• 7:22
  coming
• 7:22
  out
• 7:22
  of
• 7:22
  the
• 7:22
  store.
• 7:23
  And
• 7:24
  then
• 7:24
  the
• 7:24
  last
• 7:24
  mile
• 7:25
  is
• 7:25
  really
• 7:25
  about
• 7:25
  monetization.
• 7:27
  Okay.
• 7:27
  Okay.
• 7:28
  I
• 7:28
  was
• 7:28
  not
• 7:28
  expecting
• 7:28
  you
• 7:29
  to
• 7:29
  say
• 7:29
  that.
• 7:29
  Okay.
• 7:30
  This
• 7:30
  is
• 7:30
  why
• 7:30
  I
• 7:31
  love
• 7:31
  talking
• 7:31
  to
• 7:31
  you.
• 7:32
  Integration,
• 7:32
  right.
• 7:33
  So
• 7:33
  what
• 7:33
  do
• 7:33
  I
• 7:33
  do
• 7:33
  with
• 7:34
  the
• 7:34
  information?
• 7:34
  If
• 7:35
  I
• 7:35
  integrate
• 7:35
  that
• 7:35
  into
• 7:36
  my
• 7:36
  supply
• 7:36
  chain,
• 7:36
  I
• 7:37
  can
• 7:37
  enrich
• 7:37
  my
• 7:37
  supply
• 7:38
  chain
• 7:38
  to
• 7:38
  get
• 7:39
  a
• 7:39
  better
• 7:39
  replenishment
• 7:40
  system
• 7:40
  happening
• 7:41
  more
• 7:41
  quickly.
• 7:42
  If
• 7:42
  I'm
• 7:43
  making
• 7:43
  adjustments
• 7:43
  and
• 7:44
  finding
• 7:44
  out
• 7:44
  that
• 7:44
  there
• 7:44
  is
• 7:44
  a
• 7:45
  stock
• 7:45
  problem,
• 7:45
  I'm
• 7:45
  going
• 7:45
  to
• 7:46
  find
• 7:46
  that
• 7:46
  faster
• 7:46
  and
• 7:47
  make
• 7:47
  my
• 7:47
  replenishment
• 7:48
  run
• 7:48
  better.
• 7:49
  I'm
• 7:49
  going
• 7:49
  to
• 7:49
  hold
• 7:49
  my
• 7:49
  vendors
• 7:50
  to
• 7:50
  better
• 7:50
  account
• 7:51
  because
• 7:52
  a
• 7:52
  lot
• 7:52
  of
• 7:52
  stores
• 7:53
  still
• 7:53
  have
• 7:53
  a
• 7:53
  lot
• 7:53
  of
• 7:53
  DST
• 7:54
  or
• 7:54
  direct
• 7:54
  to
• 7:54
  store.
• 7:55
  Right.
• 7:55
  And
• 7:56
  what
• 7:56
  that
• 7:56
  translates
• 7:56
  into,
• 7:57
  they
• 7:57
  put
• 7:57
  in
• 7:57
  the
• 7:57
  store
• 7:58
  what
• 7:58
  they
• 7:59
  have,
• 7:59
  not
• 7:59
  necessarily
• 8:00
  what
• 8:00
  you
• 8:00
  need.
• 8:01
  And
• 8:01
  if
• 8:01
  you're
• 8:01
  not
• 8:01
  seeing
• 8:02
  it
• 8:02
  happen,
• 8:02
  you
• 8:02
  can
• 8:03
  start
• 8:03
  to
• 8:03
  hold
• 8:03
  them
• 8:03
  more
• 8:04
  to
• 8:04
  account
• 8:04
  on
• 8:04
  what's
• 8:05
  happening
• 8:06
  and
• 8:06
  start
• 8:06
  to
• 8:07
  share
• 8:07
  more
• 8:07
  with
• 8:07
  information.
• 8:09
  Think
• 8:09
  about,
• 8:10
  you
• 8:10
  know,
• 8:10
  everybody's
• 8:11
  doing
• 8:11
  E
• 8:11
  commerce
• 8:12
  and
• 8:12
  a
• 8:12
  lot
• 8:12
  of
• 8:12
  that's
• 8:12
  picked
• 8:12
  in
• 8:13
  store
• 8:13
  and
• 8:13
  a
• 8:13
  lot
• 8:13
  of
• 8:13
  it
• 8:14
  by
• 8:14
  doordash
• 8:15
  or
• 8:16
  Instacart
• 8:17
  or
• 8:17
  other
• 8:17
  vendors.
• 8:19
  If
• 8:19
  they
• 8:20
  had
• 8:20
  that
• 8:20
  information
• 8:21
  so
• 8:21
  they
• 8:21
  could
• 8:21
  pick
• 8:21
  better
• 8:22
  and
• 8:22
  it
• 8:23
  was
• 8:23
  better
• 8:23
  in
• 8:23
  stock,
• 8:23
  their
• 8:24
  customers
• 8:24
  would
• 8:24
  have
• 8:24
  a
• 8:25
  better
• 8:25
  experience
• 8:26
  and
• 8:26
  they
• 8:26
  would
• 8:26
  get
• 8:27
  a
• 8:27
  better
• 8:27
  outcome.
• 8:28
  And
• 8:28
  I
• 8:28
  think
• 8:28
  they
• 8:29
  would
• 8:29
  pay
• 8:29
  for
• 8:29
  that
• 8:29
  insight.
• 8:30
  Right.
• 8:30
  It's
• 8:30
  going
• 8:30
  to
• 8:31
  make
• 8:31
  their
• 8:31
  people
• 8:31
  more
• 8:31
  efficient.
• 8:32
  So
• 8:32
  it
• 8:32
  means
• 8:32
  their
• 8:32
  pick
• 8:33
  is
• 8:33
  going
• 8:33
  to
• 8:33
  be
• 8:33
  that
• 8:33
  much
• 8:33
  quicker.
• 8:34
  Right.
• 8:34
  So
• 8:35
  that's
• 8:35
  sort
• 8:35
  of
• 8:35
  the,
• 8:35
  for
• 8:36
  me,
• 8:36
  the
• 8:37
  well
• 8:37
  said.
• 8:38
  And
• 8:38
  at
• 8:38
  the
• 8:38
  end,
• 8:39
  you
• 8:40
  know,
• 8:40
  you're
• 8:40
  adding
• 8:41
  value
• 8:41
  the
• 8:42
  more
• 8:42
  you
• 8:42
  use
• 8:42
  this
• 8:43
  data.
• 8:43
  And
• 8:43
  I
• 8:43
  think
• 8:43
  there'll
• 8:44
  be
• 8:44
  new
• 8:44
  things.
• 8:44
  We
• 8:44
  learn
• 8:45
  about
• 8:45
  what
• 8:45
  we
• 8:45
  do
• 8:45
  with
• 8:45
  it
• 8:46
  once
• 8:46
  we
• 8:46
  start
• 8:46
  getting
• 8:46
  it
• 8:47
  and
• 8:47
  start
• 8:47
  seeing
• 8:47
  how
• 8:48
  powerful
• 8:48
  it
• 8:48
  can
• 8:48
  be.
• 8:48
  Yeah,
• 8:49
  it's
• 8:49
  interesting.
• 8:49
  The
• 8:50
  new
• 8:50
  revenue
• 8:51
  stream
• 8:51
  so
• 8:51
  like
• 8:52
  ROI
• 8:52
  has
• 8:52
  got
• 8:52
  to
• 8:52
  come
• 8:53
  from
• 8:53
  so
• 8:53
  many
• 8:53
  different
• 8:54
  places
• 8:54
  as
• 8:55
  we
• 8:55
  get
• 8:55
  to
• 8:55
  that
• 8:56
  walk
• 8:56
  and
• 8:56
  run
• 8:56
  phase.
• 8:58
  Bruce,
• 8:58
  you
• 8:59
  are
• 9:00
  one
• 9:00
  of
• 9:00
  our
• 9:00
  go
• 9:00
  tos,
• 9:01
  as
• 9:01
  Chris
• 9:01
  mentioned,
• 9:02
  but
• 9:03
  I
• 9:03
  know
• 9:03
  you
• 9:03
  have
• 9:03
  a
• 9:03
  lot
• 9:04
  of
• 9:04
  other
• 9:04
  peers
• 9:04
  who
• 9:05
  are
• 9:05
  technologists
• 9:05
  in
• 9:06
  the
• 9:06
  grocery
• 9:06
  space
• 9:06
  as
• 9:07
  well.
• 9:07
  What
• 9:07
  are
• 9:08
  the
• 9:08
  things
• 9:08
  that
• 9:08
  they're
• 9:09
  coming
• 9:09
  to
• 9:09
  you
• 9:09
  and
• 9:09
  asking
• 9:10
  you
• 9:10
  about,
• 9:10
  or
• 9:10
  what
• 9:10
  are
• 9:11
  the
• 9:11
  challenges
• 9:11
  that
• 9:11
  are
• 9:11
  facing
• 9:12
  them
• 9:12
  right
• 9:12
  now?
• 9:13
  Most.
• 9:13
  What
• 9:13
  do
• 9:13
  you
• 9:13
  hear
• 9:14
  most
• 9:14
  often
• 9:14
  from
• 9:14
  them?
• 9:15
  I
• 9:15
  think
• 9:16
  everybody's
• 9:16
  really
• 9:16
  struggling
• 9:17
  with
• 9:17
  what
• 9:17
  do
• 9:18
  you
• 9:18
  do?
• 9:18
  What
• 9:18
  is
• 9:19
  AI?
• 9:19
  How
• 9:19
  do
• 9:19
  we
• 9:19
  take
• 9:20
  advantage?
• 9:20
  Okay.
• 9:21
  And
• 9:21
  so
• 9:21
  I
• 9:21
  think
• 9:21
  that's.
• 9:22
  Everybody's
• 9:23
  trying
• 9:23
  to
• 9:23
  figure
• 9:23
  out.
• 9:23
  Every
• 9:24
  board
• 9:24
  is
• 9:24
  asking
• 9:24
  the
• 9:25
  question,
• 9:26
  how
• 9:26
  do
• 9:26
  we.
• 9:27
  What
• 9:27
  are
• 9:27
  you
• 9:27
  doing
• 9:27
  about
• 9:27
  AI?
• 9:28
  Everybody's
• 9:28
  trying
• 9:28
  to
• 9:29
  figure
• 9:29
  out
• 9:29
  what's
• 9:29
  their
• 9:29
  right
• 9:29
  first
• 9:30
  step
• 9:30
  to
• 9:30
  move
• 9:30
  forward
• 9:31
  on.
• 9:32
  And
• 9:32
  I
• 9:32
  think
• 9:32
  the
• 9:32
  other
• 9:32
  one
• 9:33
  is
• 9:33
  we're
• 9:34
  always
• 9:34
  faced
• 9:34
  with
• 9:35
  there's
• 9:36
  all
• 9:36
  kinds
• 9:36
  of
• 9:36
  things
• 9:37
  we
• 9:37
  could
• 9:37
  do.
• 9:37
  Which
• 9:37
  one
• 9:38
  should
• 9:38
  we
• 9:38
  do?
• 9:38
  Yeah.
• 9:39
  And
• 9:39
  how
• 9:39
  do
• 9:39
  we
• 9:39
  decide
• 9:39
  which
• 9:40
  is
• 9:40
  the
• 9:40
  best
• 9:40
  act.
• 9:41
  Next
• 9:41
  project
• 9:42
  for
• 9:42
  us
• 9:42
  to
• 9:42
  do?
• 9:42
  Where
• 9:43
  can
• 9:43
  we
• 9:43
  add
• 9:43
  the
• 9:43
  most?
• 9:46
  So
• 9:46
  those
• 9:46
  two
• 9:46
  things
• 9:47
  tend
• 9:47
  to
• 9:47
  be
• 9:48
  the
• 9:48
  thing
• 9:48
  that
• 9:49
  every
• 9:49
  cio,
• 9:49
  every.
• 9:52
  That's
• 9:52
  what
• 9:52
  the
• 9:52
  bat
• 9:52
  phone,
• 9:53
  the
• 9:53
  Bruce
• 9:53
  Burroughs
• 9:54
  bat
• 9:54
  phone
• 9:54
  is
• 9:54
  for.
• 9:54
  Yeah.
• 9:55
  The
• 9:55
  great
• 9:55
  thing
• 9:55
  is
• 9:56
  a
• 9:56
  lot
• 9:56
  of
• 9:57
  applications
• 9:57
  are
• 9:58
  building
• 9:58
  their
• 9:58
  own
• 9:58
  agentic
• 9:59
  layer,
• 10:00
  which
• 10:00
  I
• 10:00
  think
• 10:00
  is
• 10:00
  great.
• 10:01
  Yeah.
• 10:01
  I
• 10:02
  think
• 10:02
  we
• 10:02
  got
• 10:02
  to
• 10:02
  avoid
• 10:03
  getting
• 10:03
  agent
• 10:03
  sprawl
• 10:04
  the
• 10:04
  way
• 10:04
  we
• 10:04
  want
• 10:05
  to
• 10:05
  avoid
• 10:06
  agent
• 10:06
  sprawl
• 10:06
  or
• 10:07
  solution
• 10:08
  sprawl
• 10:08
  across
• 10:09
  our
• 10:09
  ecosystems.
• 10:10
  So
• 10:11
  you
• 10:11
  want
• 10:11
  to
• 10:11
  find
• 10:12
  these
• 10:12
  super
• 10:12
  agents
• 10:12
  so
• 10:13
  you
• 10:13
  can
• 10:13
  have
• 10:13
  a
• 10:13
  few
• 10:14
  big
• 10:14
  strategic
• 10:15
  agents
• 10:15
  that
• 10:15
  run
• 10:16
  and
• 10:16
  start
• 10:16
  to
• 10:17
  combine
• 10:17
  things
• 10:17
  that
• 10:18
  are
• 10:18
  in
• 10:18
  joule
• 10:18
  for
• 10:19
  SAP.
• 10:19
  What
• 10:20
  it's
• 10:20
  doing
• 10:20
  across
• 10:21
  that.
• 10:21
  So
• 10:21
  it's
• 10:22
  tying
• 10:22
  into
• 10:22
  what
• 10:22
  Relics
• 10:23
  or
• 10:23
  Blue
• 10:23
  Yonder
• 10:24
  has
• 10:24
  in
• 10:24
  their
• 10:24
  tool
• 10:25
  set.
• 10:25
  Right.
• 10:25
  So
• 10:26
  you
• 10:26
  start
• 10:26
  to
• 10:26
  do
• 10:26
  it
• 10:26
  that
• 10:27
  way.
• 10:27
  So
• 10:27
  there's
• 10:28
  a
• 10:28
  strategy
• 10:28
  there.
• 10:28
  Again,
• 10:28
  I
• 10:29
  think
• 10:29
  the
• 10:29
  crawl,
• 10:29
  walk,
• 10:29
  run
• 10:30
  makes
• 10:30
  sense.
• 10:31
  But
• 10:31
  you're
• 10:31
  gonna
• 10:32
  get
• 10:32
  there
• 10:32
  by,
• 10:32
  first
• 10:32
  of
• 10:32
  all
• 10:33
  starting
• 10:33
  to
• 10:33
  use
• 10:33
  things
• 10:33
  that
• 10:33
  are
• 10:33
  being
• 10:34
  built
• 10:34
  into
• 10:34
  the
• 10:34
  products
• 10:35
  you
• 10:35
  have.
• 10:35
  Yeah.
• 10:36
  And
• 10:36
  then
• 10:36
  go
• 10:37
  from
• 10:37
  there.
• 10:37
  And
• 10:37
  everybody's
• 10:37
  got
• 10:38
  to
• 10:38
  figure
• 10:38
  out
• 10:38
  the
• 10:38
  way
• 10:39
  to
• 10:39
  do
• 10:39
  this,
• 10:40
  including
• 10:40
  agents.
• 10:41
  Yeah.
• 10:41
  What's
• 10:42
  the
• 10:42
  roi?
• 10:42
  They're
• 10:43
  not
• 10:43
  free.
• 10:43
  Right,
• 10:44
  Right.
• 10:45
  Well.
• 10:45
  And
• 10:45
  you
• 10:45
  were
• 10:46
  on
• 10:46
  stage
• 10:47
  here
• 10:47
  at
• 10:48
  fmi.
• 10:50
  What
• 10:50
  did
• 10:51
  you
• 10:51
  talk
• 10:51
  to
• 10:51
  the
• 10:51
  audience
• 10:52
  about
• 10:52
  today
• 10:52
  and
• 10:53
  what
• 10:53
  advice
• 10:53
  did
• 10:53
  you
• 10:54
  have
• 10:54
  for
• 10:54
  them
• 10:55
  now
• 10:55
  that
• 10:56
  they'll
• 10:56
  be
• 10:56
  calling
• 10:56
  you
• 10:56
  about?
• 10:57
  I'm
• 10:57
  sure
• 10:58
  two
• 10:58
  quick
• 10:59
  things.
• 10:59
  I
• 10:59
  mean,
• 10:59
  so
• 10:59
  I
• 11:00
  was
• 11:00
  on
• 11:00
  a
• 11:00
  discussion
• 11:01
  about
• 11:01
  Digitization
• 11:01
  of
• 11:02
  scores.
• 11:03
  And
• 11:03
  I
• 11:03
  was
• 11:03
  on
• 11:03
  with
• 11:04
  Tom
• 11:04
  Henry
• 11:05
  and
• 11:05
  John
• 11:06
  DeCicco
• 11:07
  from
• 11:07
  Chico
• 11:08
  and
• 11:08
  Sons
• 11:08
  and
• 11:09
  Tom
• 11:09
  Henry
• 11:10
  from
• 11:10
  Schnooks.
• 11:11
  And
• 11:12
  I'm
• 11:12
  super
• 11:12
  impressed
• 11:13
  with
• 11:13
  how
• 11:13
  the
• 11:13
  mid
• 11:14
  market
• 11:14
  is
• 11:14
  adopting
• 11:15
  technology.
• 11:16
  Yeah,
• 11:16
  right.
• 11:17
  Like
• 11:17
  they
• 11:17
  seem
• 11:17
  to
• 11:17
  be.
• 11:18
  And
• 11:18
  some
• 11:18
  of
• 11:18
  the
• 11:18
  companies
• 11:19
  I've
• 11:19
  worked
• 11:19
  for
• 11:19
  and
• 11:20
  some
• 11:20
  other
• 11:20
  bigger
• 11:20
  ones
• 11:21
  seem
• 11:21
  to
• 11:21
  be
• 11:21
  much
• 11:21
  slower
• 11:23
  and
• 11:23
  much
• 11:23
  more,
• 11:24
  I
• 11:24
  don't
• 11:24
  know,
• 11:25
  bureaucratic
• 11:26
  in
• 11:26
  how
• 11:26
  they
• 11:26
  decide
• 11:27
  to
• 11:28
  look
• 11:28
  at
• 11:28
  new
• 11:28
  things
• 11:29
  and
• 11:29
  try
• 11:29
  things.
• 11:29
  Schnux
• 11:30
  has
• 11:30
  been
• 11:30
  using
• 11:30
  the
• 11:31
  Tally
• 11:31
  robot
• 11:32
  longer
• 11:32
  than
• 11:32
  any
• 11:32
  other
• 11:32
  other
• 11:33
  person
• 11:33
  has
• 11:33
  and
• 11:33
  the
• 11:33
  advantages
• 11:34
  they've
• 11:34
  gained
• 11:34
  are
• 11:34
  just
• 11:35
  incredible.
• 11:35
  They're
• 11:35
  at
• 11:35
  the
• 11:36
  run
• 11:36
  stage.
• 11:36
  Right.
• 11:37
  And
• 11:37
  so
• 11:38
  that
• 11:38
  was
• 11:38
  interesting
• 11:39
  to
• 11:39
  me
• 11:39
  and
• 11:39
  I
• 11:39
  think
• 11:40
  some
• 11:40
  of
• 11:40
  our
• 11:40
  bigger
• 11:41
  retailers
• 11:42
  could
• 11:42
  take
• 11:43
  learnings
• 11:43
  from
• 11:44
  some
• 11:44
  of
• 11:44
  these
• 11:44
  small
• 11:44
  ones
• 11:45
  that
• 11:45
  are
• 11:45
  prepared
• 11:45
  to
• 11:45
  take
• 11:45
  a
• 11:46
  bit
• 11:46
  of
• 11:46
  a
• 11:46
  risk
• 11:46
  and
• 11:47
  go
• 11:47
  out
• 11:47
  there
• 11:47
  and
• 11:47
  try
• 11:48
  some
• 11:48
  new
• 11:48
  things
• 11:48
  to
• 11:48
  differentiate.
• 11:49
  Right.
• 11:50
  And
• 11:50
  the
• 11:50
  other
• 11:50
  thing
• 11:50
  I
• 11:51
  was
• 11:51
  super
• 11:51
  impressed
• 11:51
  with.
• 11:52
  So
• 11:52
  Brad
• 11:52
  Bogolia
• 11:53
  was
• 11:53
  with
• 11:53
  us
• 11:53
  and
• 11:54
  he
• 11:54
  talked
• 11:54
  about
• 11:54
  what
• 11:55
  Tally's
• 11:55
  doing
• 11:55
  now.
• 11:56
  It's
• 11:57
  just
• 11:57
  continually
• 11:58
  blazing
• 11:59
  new
• 11:59
  trails
• 11:59
  and
• 12:00
  shining
• 12:00
  more
• 12:00
  and
• 12:00
  more
• 12:01
  light
• 12:01
  on
• 12:01
  the
• 12:01
  dark
• 12:02
  tunnel
• 12:02
  that
• 12:02
  was
• 12:02
  store
• 12:03
  operations.
• 12:04
  So
• 12:04
  it
• 12:04
  was
• 12:04
  really
• 12:05
  fun
• 12:05
  to
• 12:05
  hear
• 12:05
  and
• 12:06
  see
• 12:07
  what's
• 12:07
  happening
• 12:07
  in
• 12:07
  the
• 12:07
  mid
• 12:08
  market
• 12:08
  and
• 12:08
  how
• 12:08
  Tally
• 12:09
  has
• 12:09
  continued
• 12:10
  to
• 12:10
  evolve
• 12:10
  and
• 12:10
  become
• 12:10
  even
• 12:11
  a
• 12:11
  better
• 12:11
  tool
• 12:11
  for
• 12:11
  stores
• 12:12
  to
• 12:12
  use.
• 12:12
  So
• 12:13
  Bruce,
• 12:13
  how
• 12:14
  would
• 12:14
  you
• 12:14
  put
• 12:14
  your
• 12:14
  finger
• 12:14
  on
• 12:15
  that?
• 12:15
  Why
• 12:15
  do
• 12:15
  you
• 12:15
  think
• 12:15
  that
• 12:15
  is?
• 12:16
  Because
• 12:16
  Ann
• 12:16
  and
• 12:17
  I
• 12:17
  noticed
• 12:17
  that
• 12:17
  too
• 12:17
  when
• 12:18
  we
• 12:18
  were
• 12:18
  at
• 12:18
  the
• 12:18
  Spartan
• 12:18
  NASH
• 12:19
  conference
• 12:19
  last
• 12:19
  year
• 12:19
  that
• 12:20
  there
• 12:20
  was
• 12:20
  just
• 12:20
  a.
• 12:21
  There
• 12:21
  was
• 12:21
  a
• 12:21
  surprising
• 12:22
  appetite
• 12:23
  for
• 12:23
  new
• 12:23
  technologies
• 12:24
  to
• 12:24
  help
• 12:24
  improve
• 12:24
  the
• 12:25
  business
• 12:25
  at
• 12:26
  that
• 12:26
  level
• 12:26
  versus
• 12:27
  the
• 12:27
  larger
• 12:27
  enterprise
• 12:29
  level
• 12:29
  retailers.
• 12:29
  So
• 12:30
  why
• 12:30
  do
• 12:30
  you
• 12:30
  think
• 12:30
  that
• 12:30
  is?
• 12:31
  What's
• 12:31
  your
• 12:31
  hypothesis?
• 12:32
  I
• 12:33
  think
• 12:33
  part
• 12:33
  of
• 12:33
  it
• 12:33
  is
• 12:33
  they're
• 12:33
  nimbler.
• 12:34
  I
• 12:34
  mean,
• 12:34
  you
• 12:35
  see
• 12:35
  that
• 12:35
  in
• 12:35
  their
• 12:35
  operations
• 12:36
  day
• 12:36
  to
• 12:36
  day.
• 12:37
  They're
• 12:37
  able
• 12:37
  to
• 12:38
  because
• 12:38
  they're
• 12:38
  smaller
• 12:39
  footprint
• 12:39
  or
• 12:39
  smaller
• 12:40
  number
• 12:40
  of
• 12:40
  stores,
• 12:41
  less
• 12:42
  people
• 12:42
  to
• 12:42
  get
• 12:43
  on
• 12:43
  board.
• 12:43
  So
• 12:43
  the
• 12:44
  decision
• 12:44
  making
• 12:44
  processes
• 12:45
  are
• 12:45
  leaner.
• 12:46
  I
• 12:46
  think
• 12:46
  that's
• 12:47
  part
• 12:47
  of
• 12:47
  it.
• 12:47
  I
• 12:48
  think
• 12:48
  they're
• 12:48
  also
• 12:48
  looking
• 12:49
  for
• 12:49
  ways
• 12:49
  to
• 12:50
  get
• 12:50
  a
• 12:50
  leg
• 12:50
  up
• 12:50
  on
• 12:51
  some
• 12:51
  of
• 12:51
  the
• 12:51
  bigger
• 12:51
  guys
• 12:52
  that
• 12:52
  they
• 12:52
  have
• 12:52
  to
• 12:52
  compete
• 12:53
  with
• 12:53
  and
• 12:54
  technology
• 12:54
  is
• 12:54
  to
• 12:55
  one
• 12:55
  of
• 12:55
  the
• 12:55
  ways
• 12:55
  that
• 12:55
  they
• 12:55
  can
• 12:56
  do
• 12:56
  that.
• 12:56
  So
• 12:57
  I
• 12:57
  think
• 12:57
  those
• 12:58
  would
• 12:58
  be
• 12:58
  the
• 12:58
  two
• 12:58
  things
• 12:59
  that
• 12:59
  seem
• 12:59
  to
• 12:59
  resonate
• 13:00
  for
• 13:00
  me.
• 13:01
  They
• 13:01
  do
• 13:01
  take
• 13:02
  a
• 13:02
  little
• 13:02
  bit
• 13:02
  more
• 13:02
  risk,
• 13:05
  but
• 13:05
  they
• 13:05
  seem
• 13:05
  to
• 13:06
  be
• 13:06
  taking
• 13:06
  some
• 13:06
  chances
• 13:07
  on
• 13:07
  some
• 13:07
  things
• 13:07
  that
• 13:07
  are
• 13:07
  really
• 13:08
  paying
• 13:08
  off
• 13:08
  for
• 13:08
  them.
• 13:10
  Well,
• 13:10
  Bruce,
• 13:12
  I
• 13:12
  don't
• 13:12
  want
• 13:12
  to
• 13:12
  give
• 13:12
  out
• 13:13
  your
• 13:13
  contact
• 13:13
  information
• 13:14
  because
• 13:14
  you'll
• 13:15
  have
• 13:15
  all
• 13:15
  of
• 13:15
  our
• 13:16
  tens
• 13:16
  of
• 13:16
  thousands
• 13:17
  of
• 13:17
  followers
• 13:18
  reaching
• 13:18
  out
• 13:18
  to
• 13:18
  you,
• 13:19
  but
• 13:19
  thank
• 13:19
  you
• 13:20
  for
• 13:20
  giving
• 13:20
  us
• 13:20
  this
• 13:21
  break
• 13:21
  where
• 13:22
  we
• 13:22
  get
• 13:22
  to
• 13:22
  sit
• 13:23
  and
• 13:23
  learn
• 13:24
  from
• 13:24
  you.
• 13:25
  We
• 13:25
  really
• 13:25
  appreciate
• 13:26
  your
• 13:26
  time
• 13:26
  here
• 13:27
  today.
• 13:27
  Thank
• 13:28
  you
• 13:28
  again
• 13:28
  to
• 13:28
  Simbi
• 13:29
  for
• 13:29
  helping
• 13:30
  us
• 13:30
  bring
• 13:30
  all
• 13:31
  of
• 13:31
  these
• 13:31
  discussions.
• 13:31
  We've
• 13:32
  learned
• 13:32
  so
• 13:32
  much
• 13:33
  today,
• 13:33
  and
• 13:33
  we
• 13:33
  hope
• 13:33
  that
• 13:33
  you
• 13:34
  have,
• 13:34
  too.
• 13:35
  Stay
• 13:35
  tuned.
• 13:35
  We
• 13:36
  have
• 13:36
  a
• 13:36
  couple
• 13:36
  more
• 13:36
  interviews
• 13:37
  today,
• 13:37
  and
• 13:37
  we'll
• 13:38
  be
• 13:38
  back
• 13:38
  tomorrow
• 13:39
  as
• 13:39
  well.
• 13:39
  And
• 13:40
  until
• 13:40
  the
• 13:40
  next
• 13:40
  time,
• 13:41
  be
• 13:41
  careful
• 13:41
  out
• 13:42
  there.