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How Simbe's Tally Robot Saves Grocers $200K+ Per Store · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone,
• 0:00
  this
• 0:00
  is
• 0:00
  Omnitalk
• 0:01
  Retail.
• 0:01
  I'm
• 0:01
  Chris
• 0:02
  Walton.
• 0:02
  And
• 0:02
  I'm
• 0:02
  Man
• 0:02
  Mazinga.
• 0:03
  And
• 0:03
  we
• 0:03
  are
• 0:03
  coming
• 0:04
  to
• 0:04
  you
• 0:04
  live
• 0:04
  from
• 0:04
  the
• 0:04
  Symbi
• 0:05
  and
• 0:05
  Omnitalk
• 0:06
  Retail
• 0:06
  podcast
• 0:07
  studio
• 0:07
  at
• 0:07
  the
• 0:07
  Spartan
• 0:08
  Ash
• 0:08
  Conference
• 0:09
  in
• 0:09
  Grand
• 0:10
  Rapids,
• 0:10
  Michigan.
• 0:10
  And
• 0:11
  it's
• 0:11
  day
• 0:11
  two
• 0:11
  of
• 0:11
  the
• 0:11
  conference.
• 0:12
  Bright
• 0:13
  eyed
• 0:13
  and
• 0:13
  bushy
• 0:13
  tailed
• 0:14
  the
• 0:14
  Food
• 0:14
  Solutions
• 0:15
  Expo.
• 0:16
  The
• 0:16
  Food
• 0:16
  Solutions
• 0:16
  Expo.
• 0:17
  There
• 0:17
  are
• 0:17
  some
• 0:17
  solutions
• 0:18
  at
• 0:18
  this
• 0:19
  expo,
• 0:19
  I
• 0:19
  have
• 0:19
  to
• 0:19
  say.
• 0:20
  And
• 0:20
  there's
• 0:20
  some
• 0:20
  food
• 0:21
  too.
• 0:21
  And
• 0:21
  some
• 0:21
  food.
• 0:21
  Some
• 0:22
  food
• 0:22
  and
• 0:22
  some
• 0:22
  solutions.
• 0:23
  But
• 0:23
  yes,
• 0:23
  but
• 0:24
  without
• 0:24
  further
• 0:24
  ado,
• 0:24
  I'd
• 0:25
  like
• 0:25
  to
• 0:25
  introduce
• 0:25
  our
• 0:25
  first
• 0:25
  guest
• 0:26
  of
• 0:26
  today,
• 0:26
  and
• 0:26
  that
• 0:27
  is
• 0:27
  Marty
• 0:27
  Reeser.
• 0:27
  Marty
• 0:28
  is
• 0:28
  the
• 0:28
  senior
• 0:28
  Director
• 0:29
  of
• 0:29
  Customer
• 0:29
  Success
• 0:30
  and
• 0:30
  @CIMBI.
• 0:31
  Marty,
• 0:32
  welcome
• 0:32
  to
• 0:32
  Omni
• 0:32
  Talking.
• 0:33
  Thanks
• 0:33
  for
• 0:33
  joining
• 0:33
  us.
• 0:33
  Great
• 0:34
  to
• 0:34
  be
• 0:34
  here.
• 0:34
  Thanks
• 0:34
  for
• 0:35
  asking
• 0:35
  me.
• 0:35
  Marty,
• 0:36
  I
• 0:37
  want
• 0:37
  to
• 0:37
  start
• 0:37
  by
• 0:37
  telling
• 0:38
  our
• 0:38
  audience
• 0:38
  a
• 0:38
  little
• 0:38
  bit
• 0:39
  about
• 0:39
  your
• 0:39
  career
• 0:39
  path
• 0:40
  because
• 0:40
  it's
• 0:40
  really
• 0:41
  special
• 0:41
  and
• 0:42
  unique.
• 0:42
  You
• 0:43
  were
• 0:43
  the
• 0:43
  regional
• 0:44
  grocery
• 0:44
  VP
• 0:45
  of
• 0:45
  Global
• 0:45
  Op.
• 0:46
  You
• 0:46
  were
• 0:47
  a
• 0:47
  consultant,
• 0:48
  you
• 0:48
  were
• 0:48
  regional
• 0:49
  grocer
• 0:49
  vp.
• 0:50
  You
• 0:50
  were
• 0:51
  the
• 0:51
  global
• 0:52
  food
• 0:52
  ops
• 0:53
  at
• 0:54
  Whole
• 0:54
  Foods.
• 0:55
  That
• 0:55
  was
• 0:55
  one
• 0:55
  of
• 0:55
  your
• 0:55
  many
• 0:56
  roles.
• 0:56
  I
• 0:56
  can't
• 0:57
  even
• 0:57
  say
• 0:57
  them
• 0:57
  all
• 0:58
  steeped
• 0:59
  in
• 0:59
  grocery.
• 1:00
  But
• 1:00
  now
• 1:01
  you're
• 1:01
  leading
• 1:01
  customer
• 1:01
  success
• 1:02
  at
• 1:02
  Symby.
• 1:02
  I'm
• 1:03
  curious,
• 1:03
  what
• 1:03
  drew
• 1:04
  you
• 1:04
  to
• 1:04
  Simbee
• 1:05
  and
• 1:05
  to
• 1:06
  kind
• 1:06
  of
• 1:06
  help,
• 1:06
  you
• 1:07
  know,
• 1:07
  improve
• 1:07
  retail
• 1:08
  through
• 1:08
  robotics?
• 1:09
  Yeah,
• 1:10
  great,
• 1:10
  great
• 1:10
  question.
• 1:12
  I'm
• 1:12
  going
• 1:12
  to
• 1:12
  say
• 1:12
  back
• 1:13
  in
• 1:13
  2017,
• 1:14
  when
• 1:14
  I
• 1:14
  joined
• 1:16
  Whole
• 1:16
  Foods
• 1:17
  is
• 1:17
  when
• 1:17
  I
• 1:17
  started
• 1:17
  to
• 1:17
  get
• 1:17
  interested
• 1:18
  in
• 1:18
  robotics.
• 1:19
  What
• 1:20
  peaked
• 1:20
  it
• 1:20
  for
• 1:20
  me?
• 1:20
  What
• 1:20
  peaked
• 1:21
  it
• 1:21
  for
• 1:21
  me
• 1:21
  was
• 1:21
  actually
• 1:22
  back
• 1:22
  in
• 1:22
  2015,
• 1:23
  a
• 1:23
  friend
• 1:23
  of
• 1:24
  mine
• 1:24
  had
• 1:24
  a
• 1:25
  robotics
• 1:25
  company
• 1:25
  in
• 1:26
  Philadelphia
• 1:28
  and
• 1:28
  he
• 1:28
  was
• 1:28
  helping
• 1:29
  blind
• 1:30
  people
• 1:30
  with
• 1:31
  internal
• 1:32
  navigation.
• 1:32
  And
• 1:33
  I
• 1:33
  said,
• 1:33
  internal
• 1:33
  navigation?
• 1:34
  You
• 1:34
  mean
• 1:34
  in
• 1:34
  a
• 1:35
  house?
• 1:35
  Yeah,
• 1:36
  couldn't
• 1:36
  we
• 1:36
  do
• 1:36
  that
• 1:36
  in
• 1:37
  a
• 1:37
  store?
• 1:37
  And
• 1:38
  he's
• 1:38
  like,
• 1:38
  yeah,
• 1:38
  that
• 1:39
  might
• 1:39
  be
• 1:39
  cool
• 1:39
  too.
• 1:40
  So
• 1:40
  started
• 1:41
  talking
• 1:41
  about
• 1:41
  it
• 1:41
  back
• 1:41
  then.
• 1:43
  And
• 1:43
  then
• 1:43
  I
• 1:44
  brought
• 1:44
  that
• 1:45
  out
• 1:45
  to
• 1:45
  Whole
• 1:46
  Foods
• 1:46
  and
• 1:47
  asked
• 1:47
  him
• 1:47
  to
• 1:47
  come
• 1:48
  give
• 1:48
  me
• 1:48
  a
• 1:48
  sample
• 1:49
  of
• 1:49
  where
• 1:49
  kind
• 1:49
  of
• 1:49
  where
• 1:49
  he
• 1:50
  was
• 1:50
  at
• 1:50
  in
• 1:50
  his
• 1:51
  journey.
• 1:52
  And
• 1:52
  then
• 1:52
  I
• 1:52
  found
• 1:52
  out
• 1:53
  about
• 1:53
  what
• 1:53
  Schnooks
• 1:54
  was
• 1:54
  doing
• 1:54
  and
• 1:55
  Dave
• 1:55
  Seck
• 1:56
  was
• 1:56
  doing
• 1:56
  it.
• 1:56
  Schnooks
• 1:57
  and
• 1:57
  said,
• 1:58
  well,
• 1:58
  I
• 1:58
  gotta
• 1:58
  ask
• 1:59
  Simbi
• 1:59
  to
• 1:59
  come
• 1:59
  out
• 2:00
  and
• 2:01
  show
• 2:01
  me
• 2:01
  what
• 2:01
  they're
• 2:01
  doing
• 2:01
  too.
• 2:02
  And
• 2:02
  then
• 2:02
  I
• 2:02
  was
• 2:03
  blown
• 2:03
  away
• 2:03
  by
• 2:03
  what
• 2:03
  they
• 2:04
  had
• 2:04
  compared
• 2:04
  to
• 2:04
  what
• 2:05
  my
• 2:05
  friend
• 2:05
  had.
• 2:05
  And
• 2:06
  we're
• 2:06
  still
• 2:06
  friends,
• 2:07
  but
• 2:08
  I'm
• 2:09
  way
• 2:09
  more
• 2:09
  impressed
• 2:09
  with
• 2:09
  what
• 2:10
  Simbi
• 2:10
  did.
• 2:11
  Well,
• 2:11
  they
• 2:12
  just
• 2:12
  were
• 2:12
  further
• 2:12
  along
• 2:12
  maybe.
• 2:13
  Exactly.
• 2:14
  So
• 2:14
  I
• 2:14
  take
• 2:15
  two
• 2:15
  borrows
• 2:15
  out
• 2:15
  of
• 2:15
  that
• 2:15
  story.
• 2:16
  Good
• 2:16
  things
• 2:16
  can
• 2:17
  actually
• 2:17
  come
• 2:17
  out
• 2:17
  of
• 2:17
  Philadelphia.
• 2:18
  That's
• 2:18
  number
• 2:18
  one
• 2:19
  for
• 2:19
  sure.
• 2:19
  And
• 2:20
  number
• 2:20
  two,
• 2:20
  you
• 2:20
  got
• 2:20
  inspired
• 2:21
  by
• 2:21
  robotics.
• 2:22
  All
• 2:22
  right,
• 2:22
  so
• 2:22
  to
• 2:23
  that
• 2:23
  last
• 2:23
  point
• 2:24
  we've
• 2:24
  been
• 2:24
  hearing,
• 2:25
  we
• 2:25
  talked
• 2:25
  to
• 2:25
  Caitlin
• 2:26
  Allen
• 2:26
  yesterday
• 2:26
  of
• 2:26
  Simbi.
• 2:27
  Based
• 2:27
  on
• 2:27
  the
• 2:28
  recent
• 2:28
  report,
• 2:28
  the
• 2:28
  second
• 2:29
  report
• 2:29
  they've
• 2:29
  done
• 2:29
  annually
• 2:30
  with
• 2:30
  Coresight,
• 2:31
  they're
• 2:31
  saying
• 2:31
  that
• 2:31
  70%
• 2:32
  of
• 2:32
  retailers
• 2:32
  are
• 2:33
  losing
• 2:33
  up
• 2:33
  to
• 2:33
  5%
• 2:34
  of
• 2:34
  their
• 2:34
  sales
• 2:35
  typically
• 2:36
  from
• 2:36
  in
• 2:37
  store
• 2:37
  execution
• 2:37
  issues.
• 2:39
  What
• 2:39
  is
• 2:39
  causing
• 2:39
  that
• 2:40
  day
• 2:40
  to
• 2:40
  day,
• 2:40
  in
• 2:41
  your
• 2:41
  mind,
• 2:41
  as
• 2:42
  someone
• 2:42
  that
• 2:42
  understands
• 2:42
  the
• 2:43
  grocery
• 2:43
  industry
• 2:43
  as
• 2:43
  well
• 2:43
  as
• 2:44
  you
• 2:44
  do,
• 2:45
  it's
• 2:45
  interesting.
• 2:45
  I
• 2:45
  think
• 2:47
  this
• 2:47
  year's
• 2:47
  number
• 2:48
  was
• 2:48
  about
• 2:49
  20
• 2:49
  to
• 2:49
  25%
• 2:50
  higher
• 2:50
  than
• 2:50
  last
• 2:50
  year's.
• 2:51
  Right.
• 2:51
  So.
• 2:51
  So
• 2:52
  it
• 2:52
  continues
• 2:53
  to
• 2:53
  grow
• 2:53
  and
• 2:53
  I
• 2:53
  think
• 2:53
  the
• 2:53
  issue
• 2:54
  becomes
• 2:56
  execution
• 2:56
  in
• 2:56
  the
• 2:57
  store.
• 2:58
  We
• 2:58
  ask
• 2:58
  a
• 2:58
  lot
• 2:58
  of
• 2:59
  our
• 2:59
  associates
• 3:00
  in
• 3:00
  the
• 3:00
  store,
• 3:01
  we
• 3:02
  ask
• 3:03
  a
• 3:03
  lot
• 3:03
  from
• 3:03
  a
• 3:03
  merchandising
• 3:04
  standpoint.
• 3:04
  So
• 3:05
  we
• 3:05
  have
• 3:05
  multiple
• 3:05
  displays,
• 3:06
  we
• 3:06
  have
• 3:07
  multiple
• 3:07
  ways
• 3:08
  to
• 3:08
  get
• 3:08
  product
• 3:08
  into
• 3:08
  the
• 3:09
  store,
• 3:09
  whether
• 3:09
  it's
• 3:10
  single
• 3:10
  case
• 3:11
  or
• 3:11
  it's
• 3:11
  shippers
• 3:11
  or
• 3:12
  it's
• 3:12
  pallets.
• 3:12
  And
• 3:13
  so
• 3:13
  how
• 3:13
  that
• 3:13
  product
• 3:14
  gets
• 3:14
  to
• 3:14
  the
• 3:14
  shelf
• 3:15
  sometimes
• 3:15
  gets
• 3:15
  lost
• 3:16
  on
• 3:16
  the
• 3:16
  associate.
• 3:17
  And
• 3:17
  the
• 3:17
  importance
• 3:17
  of
• 3:18
  keeping
• 3:18
  the
• 3:18
  shelf
• 3:18
  full
• 3:19
  when
• 3:19
  they
• 3:19
  know
• 3:19
  they
• 3:19
  have
• 3:19
  a
• 3:19
  display
• 3:20
  up.
• 3:20
  I
• 3:21
  would
• 3:21
  also
• 3:21
  say
• 3:21
  that
• 3:21
  there's
• 3:22
  some
• 3:22
  supply
• 3:22
  chain
• 3:23
  challenges.
• 3:23
  Right.
• 3:24
  We've
• 3:24
  gone
• 3:24
  through
• 3:25
  a
• 3:25
  lot
• 3:25
  of
• 3:25
  things
• 3:25
  since
• 3:26
  the
• 3:26
  pandemic,
• 3:27
  but
• 3:27
  also
• 3:28
  from
• 3:29
  a
• 3:29
  forecasting
• 3:29
  standpoint,
• 3:30
  we
• 3:31
  haven't
• 3:31
  really
• 3:31
  gotten
• 3:32
  as
• 3:32
  good
• 3:32
  maybe
• 3:32
  as
• 3:33
  we
• 3:33
  could
• 3:33
  be.
• 3:33
  And
• 3:34
  I
• 3:34
  think
• 3:34
  what
• 3:34
  we're
• 3:35
  offering
• 3:36
  gives
• 3:36
  you
• 3:36
  the
• 3:36
  opportunity
• 3:37
  to
• 3:37
  see
• 3:37
  what's
• 3:38
  happening
• 3:38
  on
• 3:38
  the
• 3:38
  shelf
• 3:39
  today
• 3:39
  and
• 3:39
  it
• 3:40
  gives
• 3:40
  you
• 3:40
  a
• 3:40
  better
• 3:40
  chance
• 3:40
  to
• 3:41
  understand
• 3:41
  what
• 3:41
  you
• 3:42
  need
• 3:42
  tomorrow.
• 3:43
  And
• 3:43
  if
• 3:43
  I'm
• 3:43
  the
• 3:43
  CFO
• 3:44
  and
• 3:44
  I'm
• 3:44
  looking
• 3:44
  at
• 3:45
  the
• 3:45
  raw
• 3:45
  financials
• 3:46
  of
• 3:46
  this
• 3:46
  martyr,
• 3:47
  what
• 3:47
  in
• 3:47
  your
• 3:48
  mind,
• 3:48
  where
• 3:48
  does
• 3:48
  the
• 3:48
  value
• 3:48
  come
• 3:49
  from?
• 3:49
  Like
• 3:49
  both
• 3:49
  in
• 3:50
  the
• 3:50
  short
• 3:50
  term
• 3:50
  and
• 3:51
  the
• 3:51
  long
• 3:51
  term,
• 3:51
  like
• 3:51
  what
• 3:51
  are
• 3:52
  the
• 3:52
  buckets
• 3:52
  of
• 3:52
  value
• 3:52
  that
• 3:53
  robotics
• 3:53
  creates
• 3:54
  for
• 3:54
  the
• 3:54
  CFO
• 3:55
  and
• 3:55
  the
• 3:55
  grocer
• 3:56
  now
• 3:56
  and
• 3:56
  in
• 3:57
  the
• 3:57
  future?
• 3:57
  Yeah,
• 3:58
  I
• 3:58
  think
• 3:58
  the
• 3:58
  first
• 3:58
  bucket
• 3:59
  comes
• 3:59
  out
• 3:59
  of
• 3:59
  the
• 3:59
  store
• 3:59
  operationally.
• 4:01
  We're
• 4:01
  going
• 4:01
  to
• 4:01
  help
• 4:01
  you
• 4:02
  with
• 4:02
  price
• 4:02
  accuracy.
• 4:03
  Number
• 4:03
  number
• 4:04
  one.
• 4:04
  Number
• 4:04
  two
• 4:05
  is
• 4:05
  on
• 4:05
  shelf
• 4:06
  availability
• 4:06
  and
• 4:07
  that
• 4:07
  on
• 4:07
  shelf
• 4:07
  availability
• 4:08
  to
• 4:08
  again
• 4:08
  to
• 4:09
  grab
• 4:09
  those
• 4:09
  sales
• 4:10
  that
• 4:10
  you
• 4:10
  mentioned
• 4:10
  that
• 4:10
  we're
• 4:10
  losing.
• 4:11
  That's
• 4:12
  US
• 4:12
  sales
• 4:12
  significant
• 4:13
  amount
• 4:13
  of
• 4:13
  money.
• 4:14
  And
• 4:14
  I'm
• 4:14
  going
• 4:15
  to
• 4:15
  say
• 4:15
  that
• 4:16
  a
• 4:16
  recent
• 4:16
  study
• 4:16
  that
• 4:17
  we
• 4:17
  saw
• 4:17
  is
• 4:18
  at
• 4:18
  least
• 4:18
  a
• 4:18
  couple
• 4:19
  hundred
• 4:19
  thousand
• 4:19
  dollars
• 4:20
  annually
• 4:20
  for
• 4:21
  each
• 4:21
  store
• 4:22
  that
• 4:22
  we
• 4:22
  can
• 4:22
  help
• 4:22
  impact
• 4:23
  quickly
• 4:24
  setting
• 4:24
  up
• 4:24
  SIMBI
• 4:25
  and
• 4:25
  setting
• 4:26
  up
• 4:26
  tally
• 4:26
  in
• 4:26
  your
• 4:26
  store.
• 4:27
  And
• 4:27
  then
• 4:27
  long
• 4:28
  term,
• 4:29
  once
• 4:29
  you
• 4:30
  get
• 4:30
  out
• 4:30
  of
• 4:30
  the
• 4:30
  store,
• 4:30
  I
• 4:31
  think
• 4:31
  the
• 4:31
  big
• 4:31
  unlocks
• 4:32
  are
• 4:32
  going
• 4:32
  to
• 4:32
  come
• 4:32
  in
• 4:32
  merchandising,
• 4:33
  marketing
• 4:34
  and
• 4:34
  promotional
• 4:35
  funding
• 4:36
  with
• 4:37
  vendor
• 4:37
  management
• 4:38
  and
• 4:38
  collaboration.
• 4:39
  Because
• 4:40
  now
• 4:40
  that
• 4:40
  you've
• 4:40
  got
• 4:41
  all
• 4:41
  the
• 4:41
  information
• 4:41
  in
• 4:41
  your
• 4:42
  store,
• 4:42
  can
• 4:42
  you
• 4:42
  share
• 4:43
  that
• 4:43
  with
• 4:43
  your
• 4:43
  partners,
• 4:44
  are
• 4:44
  they
• 4:44
  able
• 4:44
  to
• 4:46
  more
• 4:46
  efficiently
• 4:47
  run
• 4:47
  their
• 4:47
  factories,
• 4:48
  more
• 4:48
  efficiently
• 4:49
  run
• 4:49
  their
• 4:49
  logistics,
• 4:50
  get
• 4:50
  you
• 4:51
  the
• 4:51
  product
• 4:51
  that
• 4:51
  you
• 4:52
  want,
• 4:52
  when
• 4:53
  you
• 4:53
  want
• 4:53
  it
• 4:54
  on
• 4:54
  the
• 4:54
  display
• 4:55
  that
• 4:55
  you're
• 4:55
  telling
• 4:55
  them
• 4:56
  that
• 4:56
  you're
• 4:56
  going
• 4:56
  to
• 4:56
  put
• 4:56
  up
• 4:56
  for
• 4:56
  that
• 4:57
  sale?
• 4:58
  I
• 4:58
  think
• 4:58
  it's
• 4:58
  going
• 4:58
  to
• 4:59
  work
• 4:59
  just
• 5:00
  splendid.
• 5:01
  Well,
• 5:01
  Marty,
• 5:01
  talk
• 5:02
  to
• 5:02
  us
• 5:02
  a
• 5:02
  little
• 5:02
  bit
• 5:02
  about,
• 5:03
  you
• 5:03
  know,
• 5:03
  once
• 5:03
  they've,
• 5:04
  once
• 5:04
  a
• 5:05
  partner
• 5:05
  has
• 5:05
  deployed
• 5:06
  Tally
• 5:06
  in
• 5:06
  the
• 5:06
  store,
• 5:07
  what
• 5:07
  are
• 5:07
  some
• 5:07
  of
• 5:08
  the
• 5:08
  metrics
• 5:08
  then
• 5:08
  that
• 5:09
  they
• 5:09
  should
• 5:09
  expect
• 5:09
  to
• 5:10
  see?
• 5:11
  How
• 5:11
  do
• 5:11
  you
• 5:11
  define
• 5:12
  success
• 5:12
  for
• 5:13
  some
• 5:13
  of
• 5:13
  those
• 5:13
  partners?
• 5:14
  Yeah,
• 5:15
  easy
• 5:16
  metrics
• 5:16
  for
• 5:16
  us
• 5:17
  are
• 5:17
  price
• 5:18
  accuracy.
• 5:18
  So
• 5:19
  we
• 5:19
  really
• 5:19
  improve
• 5:19
  your
• 5:20
  overall
• 5:20
  price.
• 5:20
  Accuracy,
• 5:21
  mostly
• 5:22
  both
• 5:22
  promo
• 5:22
  and
• 5:23
  everyday
• 5:23
  price.
• 5:23
  Right?
• 5:24
  Everyday
• 5:24
  price
• 5:25
  to
• 5:25
  begin
• 5:25
  with,
• 5:26
  promo
• 5:26
  second.
• 5:27
  But
• 5:27
  yes,
• 5:29
  for
• 5:29
  us,
• 5:29
  we
• 5:30
  start
• 5:30
  with
• 5:30
  the
• 5:31
  base,
• 5:31
  the
• 5:31
  standard
• 5:32
  price
• 5:32
  first
• 5:32
  and
• 5:33
  that
• 5:33
  we
• 5:33
  can
• 5:33
  improve
• 5:34
  that
• 5:34
  almost
• 5:34
  90%
• 5:35
  in
• 5:36
  most
• 5:36
  cases.
• 5:36
  So
• 5:37
  that's
• 5:37
  a
• 5:37
  quick
• 5:37
  impact.
• 5:38
  The
• 5:38
  second
• 5:38
  piece
• 5:38
  then
• 5:39
  is
• 5:39
  on
• 5:39
  shelf
• 5:39
  availability.
• 5:40
  And
• 5:40
  if
• 5:40
  you
• 5:41
  can
• 5:41
  have
• 5:41
  more
• 5:41
  products
• 5:42
  on
• 5:42
  the
• 5:42
  shelf
• 5:42
  for
• 5:42
  sale,
• 5:43
  you're
• 5:43
  going
• 5:43
  to
• 5:43
  see
• 5:43
  those
• 5:43
  sales
• 5:44
  increase.
• 5:44
  And
• 5:44
  we've
• 5:45
  seen
• 5:45
  sales
• 5:46
  increase
• 5:46
  typically
• 5:47
  around
• 5:47
  the
• 5:47
  2%
• 5:48
  range
• 5:49
  for
• 5:50
  the
• 5:50
  stores
• 5:50
  that
• 5:50
  we're
• 5:51
  working
• 5:51
  with
• 5:51
  long
• 5:51
  term.
• 5:52
  Got
• 5:52
  it.
• 5:52
  So
• 5:52
  what
• 5:53
  challenges
• 5:53
  do
• 5:53
  you
• 5:53
  typically
• 5:54
  run
• 5:54
  into
• 5:54
  as
• 5:54
  you're
• 5:55
  trying
• 5:55
  to
• 5:55
  implement
• 5:55
  Tally?
• 5:57
  The
• 5:57
  challenges
• 5:58
  are
• 5:58
  just
• 5:58
  about
• 5:59
  the
• 5:59
  same
• 6:00
  with
• 6:00
  anything
• 6:00
  else
• 6:01
  that
• 6:01
  you
• 6:01
  do
• 6:01
  in
• 6:01
  life,
• 6:01
  right.
• 6:02
  It's
• 6:02
  never
• 6:02
  the
• 6:03
  tool
• 6:03
  or
• 6:03
  the
• 6:03
  process
• 6:04
  that
• 6:04
  is
• 6:04
  the
• 6:05
  solution.
• 6:06
  It's
• 6:06
  always
• 6:06
  about
• 6:06
  the
• 6:06
  change
• 6:07
  management
• 6:07
  piece.
• 6:08
  And
• 6:09
  are
• 6:09
  you
• 6:09
  willing
• 6:09
  to
• 6:09
  make
• 6:09
  some
• 6:10
  changes
• 6:10
  in
• 6:10
  how
• 6:10
  you
• 6:10
  approach
• 6:11
  things
• 6:11
  and
• 6:11
  how
• 6:11
  you
• 6:12
  look
• 6:12
  at
• 6:12
  the
• 6:12
  world?
• 6:13
  Are
• 6:13
  you
• 6:13
  willing
• 6:13
  to
• 6:13
  change
• 6:14
  the
• 6:14
  way
• 6:14
  that
• 6:15
  you
• 6:15
  do
• 6:15
  your
• 6:16
  day
• 6:17
  to
• 6:17
  day
• 6:17
  work
• 6:17
  and
• 6:18
  some
• 6:18
  of
• 6:18
  the
• 6:18
  work
• 6:18
  disciplines?
• 6:19
  So
• 6:19
  we
• 6:19
  help
• 6:20
  by
• 6:20
  coming
• 6:20
  in,
• 6:21
  working
• 6:22
  with
• 6:22
  the
• 6:22
  stores
• 6:23
  in
• 6:23
  a
• 6:23
  pilot
• 6:23
  environment,
• 6:24
  side
• 6:25
  by
• 6:25
  side
• 6:25
  with
• 6:25
  them,
• 6:26
  setting
• 6:26
  up,
• 6:26
  help
• 6:27
  setting
• 6:27
  them
• 6:28
  up
• 6:28
  with
• 6:28
  workflows,
• 6:29
  new
• 6:29
  workflows,
• 6:30
  and
• 6:30
  incorporating
• 6:31
  that
• 6:31
  into
• 6:31
  the
• 6:31
  day
• 6:31
  to
• 6:32
  day.
• 6:32
  So
• 6:32
  that
• 6:32
  tally
• 6:33
  just
• 6:33
  becomes
• 6:33
  a
• 6:33
  tool
• 6:34
  that
• 6:34
  they
• 6:34
  use
• 6:35
  every
• 6:35
  day
• 6:36
  just
• 6:36
  like
• 6:36
  they
• 6:36
  would
• 6:37
  a
• 6:37
  box
• 6:37
  cutter
• 6:37
  or
• 6:37
  just
• 6:38
  like
• 6:38
  they
• 6:38
  would
• 6:39
  anything
• 6:40
  else
• 6:40
  in
• 6:40
  the
• 6:40
  store.
• 6:41
  And
• 6:42
  that's
• 6:42
  what
• 6:42
  we
• 6:42
  strive
• 6:43
  for.
• 6:43
  Tally
• 6:44
  becomes
• 6:44
  a
• 6:44
  tool
• 6:44
  that
• 6:44
  you
• 6:44
  use
• 6:45
  every
• 6:45
  day.
• 6:45
  Yeah.
• 6:46
  You
• 6:46
  know,
• 6:46
  Martin,
• 6:46
  the
• 6:46
  interesting
• 6:47
  thing
• 6:47
  too,
• 6:47
  we
• 6:47
  always
• 6:47
  get
• 6:47
  asked
• 6:48
  like,
• 6:48
  how
• 6:48
  do
• 6:48
  you
• 6:48
  digitize
• 6:49
  the
• 6:49
  store?
• 6:49
  And
• 6:49
  people
• 6:49
  always,
• 6:50
  when,
• 6:50
  you
• 6:50
  know,
• 6:50
  first
• 6:50
  they
• 6:51
  start
• 6:51
  thinking
• 6:51
  about
• 6:51
  E
• 6:51
  commerce,
• 6:52
  you
• 6:52
  know,
• 6:52
  to
• 6:52
  answer
• 6:53
  that
• 6:53
  question,
• 6:54
  or
• 6:54
  digitizing
• 6:55
  the
• 6:55
  retail
• 6:55
  operation,
• 6:55
  I
• 6:55
  should
• 6:55
  say.
• 6:56
  But
• 6:56
  it's
• 6:57
  so
• 6:57
  much
• 6:57
  more
• 6:57
  to
• 6:57
  that,
• 6:58
  right?
• 6:58
  Like
• 6:58
  Tally
• 6:59
  is
• 6:59
  the
• 6:59
  tool
• 6:59
  to
• 6:59
  digitize
• 7:00
  the
• 7:00
  data
• 7:00
  in
• 7:00
  the
• 7:00
  store
• 7:00
  to
• 7:01
  understand
• 7:01
  what's
• 7:01
  happening.
• 7:02
  But
• 7:02
  then
• 7:02
  you
• 7:02
  have
• 7:02
  to
• 7:02
  digitize
• 7:03
  the
• 7:03
  flows
• 7:03
  of
• 7:03
  communication
• 7:04
  across
• 7:05
  the
• 7:05
  organization
• 7:06
  too.
• 7:06
  And
• 7:07
  both
• 7:07
  of
• 7:07
  those
• 7:07
  are
• 7:07
  equal
• 7:08
  parts
• 7:08
  required
• 7:09
  to
• 7:09
  be
• 7:09
  successful.
• 7:10
  Right,
• 7:11
  That's
• 7:11
  a
• 7:11
  great
• 7:11
  point.
• 7:12
  Once
• 7:13
  you
• 7:13
  get
• 7:13
  the
• 7:13
  information,
• 7:14
  how
• 7:14
  you
• 7:15
  get
• 7:15
  it
• 7:15
  from
• 7:17
  out
• 7:17
  of
• 7:17
  the
• 7:17
  store
• 7:18
  into
• 7:18
  the
• 7:18
  other
• 7:18
  elements
• 7:19
  of
• 7:19
  your
• 7:20
  business
• 7:20
  is
• 7:21
  really
• 7:21
  important.
• 7:21
  And
• 7:22
  how
• 7:22
  you
• 7:22
  share
• 7:22
  that
• 7:23
  with
• 7:23
  your
• 7:23
  vendors
• 7:23
  is
• 7:24
  even
• 7:24
  more
• 7:24
  important.
• 7:25
  So
• 7:25
  when
• 7:26
  we
• 7:26
  think
• 7:26
  about
• 7:26
  what
• 7:26
  AI
• 7:27
  can
• 7:27
  do
• 7:28
  for
• 7:29
  stores
• 7:29
  with.
• 7:30
  Because
• 7:30
  this
• 7:30
  is
• 7:30
  a
• 7:30
  ton
• 7:30
  of
• 7:30
  data
• 7:31
  that's
• 7:31
  coming
• 7:31
  out
• 7:31
  of
• 7:31
  the
• 7:31
  store,
• 7:32
  so
• 7:32
  you
• 7:32
  need
• 7:32
  something
• 7:32
  to
• 7:32
  help
• 7:33
  you
• 7:33
  with
• 7:33
  it.
• 7:34
  But
• 7:34
  AI
• 7:35
  is
• 7:35
  going
• 7:35
  to
• 7:35
  need
• 7:36
  open
• 7:37
  communication
• 7:38
  between
• 7:38
  your
• 7:39
  database
• 7:39
  and
• 7:39
  your
• 7:40
  vendor
• 7:40
  databases.
• 7:41
  So
• 7:41
  think
• 7:41
  about
• 7:42
  how
• 7:42
  you're
• 7:42
  architected
• 7:43
  and
• 7:44
  when
• 7:45
  you
• 7:45
  have
• 7:46
  the.
• 7:46
  The
• 7:46
  chance
• 7:47
  to
• 7:47
  upgrade
• 7:48
  that
• 7:48
  and
• 7:48
  open
• 7:49
  that
• 7:49
  up
• 7:49
  to
• 7:50
  a
• 7:50
  way
• 7:50
  that
• 7:50
  you
• 7:50
  feel
• 7:51
  comfortable
• 7:51
  sharing
• 7:51
  with
• 7:52
  your
• 7:52
  vendors,
• 7:52
  it's
• 7:53
  going
• 7:53
  to
• 7:53
  be
• 7:53
  a
• 7:53
  big
• 7:53
  win
• 7:54
  for
• 7:54
  both
• 7:54
  sides
• 7:54
  of
• 7:54
  it.
• 7:55
  Right.
• 7:56
  Well,
• 7:57
  let's
• 7:58
  close,
• 7:58
  Marty,
• 7:59
  with
• 7:59
  talking
• 7:59
  about
• 7:59
  an
• 8:00
  award
• 8:00
  that
• 8:00
  Simbi
• 8:01
  recently
• 8:01
  won.
• 8:02
  You
• 8:02
  were
• 8:02
  named
• 8:03
  the
• 8:03
  number
• 8:03
  one
• 8:04
  in
• 8:04
  robotics
• 8:04
  and
• 8:05
  engineering
• 8:05
  by
• 8:05
  Fast
• 8:06
  Company.
• 8:06
  Congrats.
• 8:07
  First,
• 8:07
  that's
• 8:07
  a
• 8:07
  huge
• 8:08
  accomplishment.
• 8:10
  Where
• 8:10
  do
• 8:11
  you
• 8:11
  see
• 8:12
  retail,
• 8:12
  automation,
• 8:13
  robotics,
• 8:15
  Simbi
• 8:15
  kind
• 8:16
  of
• 8:16
  going
• 8:16
  as
• 8:17
  you
• 8:17
  head
• 8:17
  into
• 8:17
  the
• 8:17
  rest
• 8:18
  of
• 8:18
  the
• 8:18
  year,
• 8:18
  what's
• 8:19
  the
• 8:19
  future
• 8:19
  look
• 8:19
  like?
• 8:19
  What
• 8:20
  are
• 8:20
  you
• 8:20
  excited
• 8:20
  about?
• 8:21
  Yeah,
• 8:21
  I'm
• 8:21
  most
• 8:21
  excited
• 8:22
  about
• 8:23
  taking
• 8:23
  it
• 8:23
  from
• 8:24
  operations,
• 8:25
  just
• 8:25
  kind
• 8:25
  of
• 8:26
  our
• 8:26
  store
• 8:26
  base.
• 8:26
  And
• 8:27
  hey,
• 8:27
  we've
• 8:27
  got
• 8:27
  the
• 8:27
  shelves
• 8:28
  really
• 8:29
  disciplined.
• 8:29
  We
• 8:30
  understand
• 8:30
  the
• 8:31
  data
• 8:31
  that's
• 8:31
  there
• 8:31
  is
• 8:32
  good.
• 8:32
  And
• 8:33
  now
• 8:33
  you
• 8:33
  can
• 8:33
  take
• 8:33
  that
• 8:33
  and
• 8:33
  leverage
• 8:34
  that
• 8:34
  into
• 8:34
  the
• 8:34
  rest
• 8:34
  of
• 8:34
  your
• 8:34
  organization,
• 8:35
  specifically
• 8:36
  into
• 8:37
  merchandising,
• 8:38
  category
• 8:39
  management
• 8:40
  and
• 8:40
  being
• 8:40
  able
• 8:40
  to
• 8:40
  bring
• 8:40
  some
• 8:41
  efficiency
• 8:41
  there,
• 8:42
  then
• 8:42
  into
• 8:43
  vendor
• 8:43
  relations.
• 8:44
  We're
• 8:44
  working
• 8:45
  with
• 8:45
  clients
• 8:46
  right
• 8:46
  now
• 8:47
  where
• 8:47
  DSD
• 8:48
  is
• 8:48
  a
• 8:48
  huge
• 8:49
  unlock
• 8:49
  for
• 8:49
  them
• 8:50
  to
• 8:50
  say,
• 8:50
  I
• 8:51
  can
• 8:51
  provide
• 8:51
  information
• 8:52
  for
• 8:52
  you
• 8:52
  about
• 8:52
  how
• 8:53
  my
• 8:53
  store
• 8:53
  is
• 8:53
  serviced.
• 8:54
  It's
• 8:54
  not
• 8:54
  just
• 8:55
  my
• 8:55
  feeling
• 8:56
  about
• 8:56
  how
• 8:56
  you're
• 8:56
  serving
• 8:57
  me.
• 8:57
  It's
• 8:57
  an
• 8:57
  actual
• 8:58
  picture.
• 8:59
  Data
• 8:59
  to
• 8:59
  match
• 8:59
  that.
• 9:00
  Right.
• 9:00
  Data
• 9:00
  to
• 9:00
  match
• 9:01
  that
• 9:01
  up.
• 9:01
  So,
• 9:01
  yeah,
• 9:02
  I'm
• 9:02
  excited
• 9:02
  about
• 9:02
  where
• 9:03
  it's
• 9:03
  going.
• 9:03
  Out
• 9:04
  of
• 9:04
  the
• 9:04
  store,
• 9:04
  into
• 9:05
  merch,
• 9:06
  demand
• 9:06
  planning,
• 9:08
  supply
• 9:08
  chain,
• 9:09
  and
• 9:09
  maybe
• 9:09
  even
• 9:10
  some
• 9:10
  into
• 9:11
  asset
• 9:11
  protection
• 9:12
  as
• 9:12
  well.
• 9:12
  Wow.
• 9:13
  Okay.
• 9:14
  Spoken
• 9:14
  like
• 9:14
  a
• 9:14
  true
• 9:15
  grocer,
• 9:15
  my
• 9:15
  friend,
• 9:15
  from
• 9:16
  a
• 9:16
  merchandising
• 9:16
  perspective.
• 9:17
  Love
• 9:17
  it.
• 9:17
  Love
• 9:17
  it.
• 9:18
  Yes.
• 9:18
  Well,
• 9:18
  thank
• 9:19
  you
• 9:19
  so
• 9:19
  much,
• 9:19
  Marty.
• 9:20
  Thank
• 9:20
  you
• 9:20
  all
• 9:21
  for
• 9:22
  joining
• 9:22
  us
• 9:22
  today
• 9:23
  for
• 9:23
  the
• 9:23
  day,
• 9:24
  the
• 9:24
  second
• 9:24
  day
• 9:25
  of
• 9:25
  the
• 9:25
  Food
• 9:25
  Solutions
• 9:26
  Expo.
• 9:27
  And
• 9:27
  thank
• 9:28
  you
• 9:28
  again
• 9:28
  to
• 9:28
  Cimbie
• 9:28
  and
• 9:29
  Spartan
• 9:29
  Nash
• 9:29
  for
• 9:30
  hosting
• 9:30
  us
• 9:30
  here
• 9:30
  today.
• 9:31
  We'll
• 9:31
  be
• 9:31
  here
• 9:31
  all
• 9:32
  day.
• 9:32
  We've
• 9:32
  got
• 9:32
  tons
• 9:33
  of
• 9:33
  interviews
• 9:34
  headed
• 9:34
  your
• 9:34
  way,
• 9:35
  so
• 9:35
  until
• 9:36
  our
• 9:36
  next
• 9:36
  interview,
• 9:37
  be
• 9:38
  careful
• 9:38
  out
• 9:38
  there.