Latest / Omni Talk Retail / The Future of Retail Merchandising With Former Walmart EVP Turned Board Advisor Marybeth Hays | 5IM

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The Future of Retail Merchandising With Former Walmart EVP Turned Board Advisor Marybeth Hays | 5IM · Omni Talk Retail

• 0:00
  Foreigning
• 0:08
  us
• 0:08
  now
• 0:09
  for
• 0:09
  five
• 0:09
  insightful
• 0:10
  minutes
• 0:10
  is
• 0:10
  Mary
• 0:10
  Beth
• 0:11
  Hayes.
• 0:11
  Mary
• 0:12
  Beth
• 0:12
  is
• 0:12
  a
• 0:12
  former
• 0:12
  Walmart
• 0:13
  merchant
• 0:13
  executive,
• 0:14
  a
• 0:14
  trusted
• 0:15
  board
• 0:15
  member,
• 0:15
  and
• 0:16
  now
• 0:16
  a
• 0:16
  colleague
• 0:16
  of
• 0:17
  Ann's
• 0:17
  and
• 0:17
  mine
• 0:17
  at
• 0:18
  Simbi.
• 0:18
  And
• 0:19
  she
• 0:19
  is
• 0:19
  here
• 0:19
  to
• 0:19
  discuss
• 0:19
  the
• 0:20
  ongoing
• 0:20
  evolution
• 0:21
  of
• 0:21
  merchandising,
• 0:21
  a
• 0:22
  subject
• 0:22
  you
• 0:22
  all
• 0:23
  know
• 0:23
  is
• 0:23
  near
• 0:24
  and
• 0:24
  dear
• 0:24
  to
• 0:24
  our
• 0:24
  hearts
• 0:24
  here
• 0:25
  at
• 0:25
  OmniTalk.
• 0:25
  Mary
• 0:26
  Beth,
• 0:26
  welcome
• 0:26
  to
• 0:26
  OmniTalk.
• 0:27
  Let's
• 0:27
  get
• 0:27
  started
• 0:28
  with
• 0:28
  this.
• 0:29
  What
• 0:29
  is
• 0:29
  different
• 0:29
  about
• 0:30
  merchandising
• 0:30
  now
• 0:31
  relative
• 0:31
  to
• 0:31
  even
• 0:32
  five
• 0:32
  years
• 0:32
  ago?
• 0:33
  My
• 0:33
  favorite
• 0:33
  topic,
• 0:34
  merchandising.
• 0:35
  One
• 0:35
  major
• 0:35
  change
• 0:36
  that
• 0:36
  I've
• 0:37
  seen
• 0:37
  is
• 0:37
  that
• 0:37
  merchants
• 0:38
  now
• 0:38
  have
• 0:38
  responsibility
• 0:40
  for
• 0:40
  both
• 0:41
  in
• 0:41
  store
• 0:42
  and
• 0:42
  for
• 0:42
  the
• 0:43
  online
• 0:43
  assortment
• 0:44
  instead
• 0:44
  of
• 0:44
  having
• 0:44
  two
• 0:45
  organizations.
• 0:46
  This
• 0:46
  is
• 0:47
  such
• 0:47
  a
• 0:47
  relief
• 0:48
  for
• 0:48
  suppliers
• 0:49
  I
• 0:49
  work
• 0:49
  with
• 0:49
  a
• 0:49
  lot
• 0:50
  now
• 0:50
  who
• 0:51
  are
• 0:51
  often
• 0:51
  caught
• 0:51
  between
• 0:52
  two
• 0:52
  merchants.
• 0:52
  It's
• 0:53
  better
• 0:53
  for
• 0:53
  the
• 0:53
  customer
• 0:54
  because
• 0:54
  the
• 0:55
  product
• 0:56
  assortment
• 0:56
  itself
• 0:57
  hangs
• 0:57
  together
• 0:58
  better.
• 0:58
  Right.
• 0:59
  And
• 0:59
  it's
• 0:59
  certainly
• 1:00
  better
• 1:00
  for
• 1:00
  the
• 1:00
  merchants
• 1:01
  because
• 1:01
  they
• 1:01
  can
• 1:01
  gain
• 1:02
  an
• 1:02
  even
• 1:02
  deeper
• 1:02
  understanding
• 1:04
  of
• 1:04
  customers
• 1:05
  and
• 1:05
  purchase
• 1:05
  behavior.
• 1:06
  Not
• 1:06
  to
• 1:06
  mean
• 1:07
  that
• 1:07
  it's
• 1:07
  easier
• 1:08
  because
• 1:08
  as
• 1:08
  any
• 1:09
  merchant
• 1:09
  will
• 1:09
  tell
• 1:09
  you,
• 1:09
  a
• 1:10
  hit
• 1:10
  online
• 1:10
  may
• 1:11
  not
• 1:11
  transfer
• 1:11
  in
• 1:12
  store
• 1:12
  and
• 1:13
  vice
• 1:13
  versa.
• 1:14
  Well,
• 1:14
  Mary
• 1:14
  Beth,
• 1:15
  as
• 1:15
  merchandising
• 1:16
  teams
• 1:16
  are
• 1:16
  trying
• 1:16
  to
• 1:17
  kind
• 1:17
  of
• 1:17
  stay
• 1:17
  on
• 1:17
  the
• 1:17
  cutting
• 1:18
  edge,
• 1:18
  how
• 1:19
  would
• 1:19
  you
• 1:19
  recommend
• 1:20
  that
• 1:20
  they
• 1:20
  kind
• 1:21
  of
• 1:21
  try
• 1:21
  to
• 1:21
  capitalize
• 1:22
  on
• 1:22
  this
• 1:22
  new
• 1:23
  way
• 1:23
  of
• 1:23
  working?
• 1:24
  The
• 1:24
  new
• 1:24
  way
• 1:24
  of
• 1:24
  working
• 1:25
  with
• 1:25
  having
• 1:25
  responsibility
• 1:26
  for
• 1:27
  online
• 1:28
  and
• 1:28
  in
• 1:29
  store
• 1:29
  typically
• 1:30
  comes
• 1:30
  when
• 1:30
  that
• 1:30
  change
• 1:31
  is
• 1:31
  made
• 1:31
  with
• 1:31
  a
• 1:31
  narrower
• 1:32
  product
• 1:33
  responsibility.
• 1:34
  So
• 1:35
  this
• 1:35
  should
• 1:35
  allow
• 1:36
  the
• 1:36
  merchants
• 1:36
  to
• 1:37
  truly
• 1:37
  become
• 1:37
  experts
• 1:38
  in
• 1:38
  the
• 1:39
  product,
• 1:39
  everything
• 1:40
  about
• 1:40
  that
• 1:40
  product
• 1:41
  category
• 1:41
  from
• 1:41
  the
• 1:42
  brands,
• 1:43
  the
• 1:43
  need
• 1:43
  for
• 1:43
  a
• 1:44
  private
• 1:44
  label,
• 1:46
  what
• 1:46
  most
• 1:46
  matters
• 1:47
  to
• 1:47
  customers
• 1:47
  and
• 1:47
  they
• 1:48
  can
• 1:48
  really
• 1:48
  become
• 1:49
  technical
• 1:49
  experts
• 1:51
  in
• 1:51
  the
• 1:51
  category
• 1:51
  and
• 1:52
  partners
• 1:52
  to
• 1:53
  suppliers
• 1:53
  and
• 1:53
  bringing
• 1:53
  new
• 1:54
  products
• 1:54
  to
• 1:54
  market.
• 1:55
  And
• 1:55
  Mary
• 1:55
  Beth,
• 1:55
  I
• 1:56
  imagine
• 1:56
  this
• 1:56
  comes
• 1:56
  with
• 1:57
  even
• 1:57
  more
• 1:57
  data
• 1:58
  now
• 1:58
  than
• 1:58
  than
• 1:59
  ever
• 1:59
  before.
• 1:59
  They
• 2:00
  were
• 2:00
  already
• 2:00
  getting
• 2:00
  inundated.
• 2:01
  But
• 2:01
  how
• 2:02
  do
• 2:02
  you
• 2:02
  recommend
• 2:03
  that
• 2:03
  now
• 2:03
  with
• 2:03
  a
• 2:03
  narrower
• 2:04
  product
• 2:04
  focus
• 2:05
  that
• 2:05
  they,
• 2:06
  they
• 2:06
  use
• 2:06
  the
• 2:07
  data
• 2:07
  that
• 2:07
  they're
• 2:07
  getting
• 2:08
  to
• 2:08
  be
• 2:08
  successful.
• 2:09
  There's
• 2:10
  always
• 2:10
  been
• 2:11
  in
• 2:11
  my
• 2:11
  mind
• 2:12
  two
• 2:13
  issues
• 2:13
  with
• 2:14
  data.
• 2:14
  And
• 2:15
  one
• 2:15
  is
• 2:15
  can
• 2:15
  you
• 2:16
  trust
• 2:16
  it?
• 2:17
  And
• 2:18
  two
• 2:18
  is
• 2:18
  that
• 2:19
  for
• 2:20
  so
• 2:20
  long,
• 2:20
  I
• 2:20
  mean,
• 2:21
  hundreds
• 2:21
  of
• 2:21
  years
• 2:21
  of
• 2:21
  organized
• 2:22
  retail,
• 2:23
  it's
• 2:23
  always
• 2:23
  been
• 2:24
  backwards
• 2:25
  looking.
• 2:25
  Right?
• 2:26
  Right.
• 2:26
  So
• 2:27
  now
• 2:28
  that
• 2:28
  you
• 2:28
  know,
• 2:28
  they're
• 2:29
  deploy
• 2:30
  their
• 2:30
  technologies
• 2:31
  rather
• 2:31
  that
• 2:31
  are
• 2:31
  being
• 2:32
  deployed
• 2:32
  such
• 2:32
  as
• 2:33
  digital
• 2:34
  shelf
• 2:34
  labels,
• 2:35
  RFID
• 2:36
  and
• 2:36
  certainly
• 2:37
  Simbis
• 2:37
  Tally
• 2:38
  that
• 2:38
  we
• 2:38
  get
• 2:38
  to
• 2:38
  collaborate
• 2:39
  on,
• 2:40
  we're
• 2:40
  finally
• 2:40
  entering
• 2:41
  an
• 2:41
  era
• 2:41
  where
• 2:41
  the
• 2:41
  data
• 2:42
  can
• 2:42
  be
• 2:42
  trusted.
• 2:43
  Right.
• 2:43
  So
• 2:43
  we
• 2:43
  can
• 2:43
  eliminate
• 2:44
  that
• 2:44
  pain
• 2:45
  point.
• 2:46
  And
• 2:46
  since
• 2:46
  it
• 2:46
  can
• 2:46
  be
• 2:47
  trusted,
• 2:48
  we
• 2:48
  can
• 2:48
  now
• 2:49
  turn
• 2:49
  to
• 2:49
  AI
• 2:49
  to
• 2:50
  mine
• 2:50
  that
• 2:50
  data
• 2:50
  for
• 2:51
  trends
• 2:51
  that
• 2:51
  no
• 2:52
  human's
• 2:52
  going
• 2:52
  to
• 2:52
  see.
• 2:53
  And
• 2:53
  like
• 2:54
  here's
• 2:54
  here's
• 2:54
  my
• 2:55
  favorite
• 2:55
  story.
• 2:56
  If
• 2:56
  we
• 2:56
  had
• 2:57
  had
• 2:57
  this
• 2:57
  technology
• 2:58
  way
• 2:58
  back
• 2:58
  when,
• 2:58
  this
• 2:59
  would
• 2:59
  be
• 2:59
  different.
• 3:00
  Story
• 3:00
  of
• 3:01
  Blue
• 3:01
  Moon
• 3:01
  beer,
• 3:01
  which
• 3:02
  we
• 3:02
  always
• 3:02
  enjoy
• 3:03
  with
• 3:03
  an
• 3:03
  orange
• 3:03
  slice.
• 3:04
  Yeah,
• 3:05
  well,
• 3:05
  when
• 3:05
  that
• 3:05
  beer
• 3:06
  came
• 3:06
  out
• 3:06
  like
• 3:06
  that,
• 3:07
  what.
• 3:07
  The
• 3:07
  orange
• 3:08
  slice
• 3:08
  wasn't
• 3:08
  a
• 3:08
  thing
• 3:09
  yet.
• 3:09
  And
• 3:10
  the
• 3:10
  retailer
• 3:11
  that
• 3:11
  I
• 3:11
  was
• 3:11
  with,
• 3:12
  like
• 3:13
  some
• 3:13
  really,
• 3:14
  really
• 3:15
  smart
• 3:15
  store
• 3:15
  manager
• 3:17
  observed
• 3:17
  that
• 3:17
  in
• 3:18
  his
• 3:18
  or
• 3:18
  her
• 3:18
  community,
• 3:19
  came
• 3:19
  back
• 3:19
  to
• 3:20
  the
• 3:20
  store,
• 3:21
  did
• 3:21
  a,
• 3:21
  you
• 3:21
  know,
• 3:22
  pallets
• 3:22
  of
• 3:23
  the
• 3:23
  product
• 3:23
  together,
• 3:24
  and
• 3:24
  it
• 3:24
  was
• 3:24
  a
• 3:24
  hit
• 3:24
  that
• 3:25
  went
• 3:25
  up
• 3:25
  through
• 3:25
  the
• 3:26
  district.
• 3:26
  And
• 3:26
  then
• 3:26
  finally,
• 3:27
  you
• 3:27
  know,
• 3:29
  nationally,
• 3:30
  we
• 3:30
  were
• 3:31
  asking
• 3:31
  the
• 3:31
  stores,
• 3:32
  please
• 3:32
  do
• 3:32
  that.
• 3:32
  Right.
• 3:33
  Where
• 3:33
  your
• 3:33
  liquor
• 3:34
  laws,
• 3:34
  you
• 3:34
  know,
• 3:35
  make
• 3:35
  that,
• 3:35
  allow
• 3:35
  that,
• 3:36
  but
• 3:36
  think
• 3:36
  about
• 3:36
  that.
• 3:37
  That's.
• 3:37
  Oranges
• 3:38
  are
• 3:38
  in
• 3:38
  produce.
• 3:39
  And
• 3:39
  then
• 3:39
  of
• 3:39
  course,
• 3:39
  you've
• 3:40
  got
• 3:40
  the
• 3:40
  adult
• 3:40
  beverage
• 3:41
  buyer.
• 3:42
  They're
• 3:42
  never
• 3:42
  going
• 3:42
  to
• 3:42
  see
• 3:43
  that
• 3:44
  connection.
• 3:45
  So
• 3:45
  it
• 3:45
  feels
• 3:46
  to
• 3:46
  me
• 3:46
  like
• 3:46
  AI
• 3:47
  and
• 3:48
  shelf
• 3:48
  intelligence
• 3:49
  is
• 3:49
  just
• 3:49
  bringing
• 3:49
  us
• 3:50
  out
• 3:50
  of
• 3:50
  like
• 3:50
  the
• 3:51
  merchandising
• 3:51
  equivalent
• 3:52
  of
• 3:52
  getting
• 3:52
  smoke
• 3:52
  signals,
• 3:53
  you
• 3:53
  know,
• 3:54
  from,
• 3:54
  from
• 3:55
  each
• 3:55
  retail
• 3:56
  store.
• 3:56
  Yeah,
• 3:56
  the
• 3:56
  vodka
• 3:57
  buyer
• 3:57
  might
• 3:57
  be
• 3:57
  talking
• 3:58
  to
• 3:58
  the
• 3:58
  olive
• 3:58
  buyer,
• 3:58
  but
• 3:58
  the
• 3:59
  beer
• 3:59
  buyer's
• 3:59
  definitely
• 3:59
  not
• 4:00
  talking
• 4:00
  to
• 4:00
  the
• 4:00
  orange
• 4:00
  buyer.
• 4:01
  That's
• 4:01
  for
• 4:01
  sure.
• 4:02
  Right.
• 4:03
  Yeah.
• 4:03
  But
• 4:03
  the
• 4:03
  other
• 4:03
  point
• 4:04
  that
• 4:04
  raises
• 4:04
  too,
• 4:05
  which
• 4:05
  I
• 4:05
  think
• 4:05
  is
• 4:05
  also
• 4:05
  important
• 4:06
  to
• 4:06
  think
• 4:06
  about,
• 4:06
  you
• 4:07
  know,
• 4:07
  as
• 4:07
  you
• 4:07
  take
• 4:07
  that
• 4:07
  up
• 4:08
  a
• 4:08
  level,
• 4:08
  take
• 4:08
  it
• 4:08
  up
• 4:08
  to
• 4:09
  say,
• 4:09
  the
• 4:09
  chief
• 4:09
  merchant
• 4:10
  level,
• 4:10
  which
• 4:10
  is
• 4:10
  what
• 4:10
  you
• 4:10
  were
• 4:11
  in
• 4:11
  your
• 4:11
  previous,
• 4:11
  you
• 4:12
  know,
• 4:12
  and
• 4:12
  you
• 4:12
  previously
• 4:13
  in
• 4:13
  your
• 4:13
  career,
• 4:14
  like,
• 4:15
  there
• 4:15
  starts
• 4:15
  to
• 4:16
  become
• 4:16
  some
• 4:16
  territorial
• 4:17
  overlap
• 4:17
  between
• 4:18
  the
• 4:18
  opera
• 4:18
  people
• 4:19
  that
• 4:19
  own
• 4:19
  the
• 4:19
  operation.
• 4:20
  So
• 4:20
  let's,
• 4:20
  let's
• 4:21
  say
• 4:21
  for
• 4:21
  sake
• 4:21
  of
• 4:21
  argument,
• 4:22
  the
• 4:22
  COO
• 4:22
  side
• 4:23
  of
• 4:23
  the
• 4:23
  organization
• 4:23
  and
• 4:24
  the
• 4:24
  chief
• 4:24
  merchant
• 4:25
  side
• 4:25
  of
• 4:25
  the
• 4:25
  organization.
• 4:26
  What
• 4:26
  advice
• 4:27
  do
• 4:27
  you
• 4:27
  have
• 4:27
  for
• 4:28
  navigating
• 4:29
  that
• 4:29
  blurring
• 4:29
  of
• 4:30
  lines,
• 4:30
  so
• 4:30
  to
• 4:31
  speak?
• 4:31
  You
• 4:31
  know,
• 4:31
  the
• 4:31
  relationship
• 4:32
  between
• 4:33
  operators
• 4:34
  and
• 4:34
  merchants?
• 4:35
  I
• 4:35
  think
• 4:36
  it's
• 4:36
  like
• 4:36
  cats
• 4:36
  and
• 4:37
  dogs,
• 4:37
  like,
• 4:37
  since
• 4:37
  the
• 4:38
  beginning
• 4:38
  of
• 4:38
  time,
• 4:39
  like,
• 4:39
  it's,
• 4:39
  it's
• 4:40
  full
• 4:40
  of
• 4:40
  friction.
• 4:41
  But
• 4:42
  a
• 4:42
  lot
• 4:42
  of
• 4:42
  that
• 4:42
  friction
• 4:42
  is
• 4:43
  really
• 4:43
  productive.
• 4:44
  You
• 4:44
  know,
• 4:44
  operator
• 4:45
  Ally
• 4:45
  is
• 4:45
  going
• 4:46
  to
• 4:46
  be
• 4:46
  the
• 4:46
  first
• 4:46
  one
• 4:46
  to
• 4:46
  tell
• 4:46
  you
• 4:47
  when,
• 4:47
  like,
• 4:47
  this
• 4:47
  set
• 4:48
  isn't
• 4:48
  working
• 4:48
  or
• 4:48
  you're
• 4:49
  missing
• 4:49
  something.
• 4:50
  The,
• 4:51
  the
• 4:51
  packaging
• 4:52
  is
• 4:52
  just,
• 4:52
  it's,
• 4:53
  it's
• 4:53
  horrible.
• 4:54
  It's,
• 4:54
  it's
• 4:54
  not
• 4:54
  good
• 4:55
  for
• 4:55
  the
• 4:55
  stores.
• 4:55
  Right.
• 4:56
  And
• 4:57
  then
• 4:57
  the
• 4:57
  merchants
• 4:57
  are
• 4:58
  always
• 4:58
  just,
• 4:58
  they
• 4:58
  just
• 4:59
  want
• 4:59
  to
• 4:59
  see
• 4:59
  their
• 4:59
  set
• 4:59
  executed.
• 5:00
  And,
• 5:01
  you
• 5:01
  know,
• 5:01
  and
• 5:01
  the
• 5:01
  sales
• 5:02
  happen
• 5:02
  and
• 5:02
  they
• 5:03
  want
• 5:03
  their
• 5:03
  inventories,
• 5:04
  like,
• 5:04
  always
• 5:04
  corrected
• 5:05
  and
• 5:05
  adjusted.
• 5:06
  But
• 5:06
  then
• 5:06
  the
• 5:06
  poor
• 5:07
  operator
• 5:07
  takes
• 5:07
  that
• 5:08
  adjustment.
• 5:08
  It
• 5:08
  can
• 5:09
  look
• 5:09
  like
• 5:09
  shrink,
• 5:10
  right?
• 5:10
  It
• 5:10
  looks
• 5:10
  like
• 5:10
  their
• 5:10
  shrinks
• 5:11
  out
• 5:11
  of
• 5:11
  control.
• 5:13
  So
• 5:13
  the
• 5:14
  endless
• 5:14
  quibbling
• 5:15
  over
• 5:16
  good
• 5:16
  faith,
• 5:16
  receiving
• 5:17
  execution
• 5:18
  and
• 5:18
  inventory
• 5:19
  levels
• 5:19
  is
• 5:19
  just,
• 5:19
  it's
• 5:20
  just
• 5:20
  unproductive.
• 5:21
  Right.
• 5:23
  So
• 5:23
  just
• 5:23
  like,
• 5:24
  you
• 5:24
  know,
• 5:24
  I
• 5:24
  mentioned
• 5:24
  earlier,
• 5:25
  we're
• 5:25
  over
• 5:25
  the
• 5:25
  debate
• 5:26
  about
• 5:26
  online
• 5:27
  business
• 5:28
  killing
• 5:28
  the
• 5:28
  stores
• 5:31
  shelf
• 5:31
  intelligence
• 5:33
  like,
• 5:34
  like
• 5:34
  Simbi
• 5:35
  and
• 5:35
  our
• 5:36
  friend
• 5:36
  Tally
• 5:36
  is
• 5:37
  going
• 5:37
  to
• 5:37
  move
• 5:37
  the
• 5:37
  industry
• 5:37
  past
• 5:38
  that
• 5:38
  squabbling
• 5:38
  and
• 5:39
  providing,
• 5:40
  helping
• 5:40
  the
• 5:41
  operators
• 5:41
  and
• 5:42
  the
• 5:42
  merchants
• 5:42
  and
• 5:43
  supply
• 5:43
  chain
• 5:44
  provide
• 5:44
  what
• 5:45
  the
• 5:45
  customer
• 5:45
  needs
• 5:45
  and
• 5:46
  when
• 5:46
  they
• 5:46
  need
• 5:46
  it.
• 5:46
  So
• 5:47
  my
• 5:47
  advice
• 5:48
  to
• 5:48
  retail
• 5:49
  executives
• 5:50
  in
• 5:50
  this
• 5:50
  day
• 5:50
  and
• 5:50
  age
• 5:51
  is
• 5:51
  that
• 5:52
  when
• 5:52
  you
• 5:52
  deploy
• 5:53
  technology
• 5:54
  like
• 5:54
  Simbi
• 5:55
  and
• 5:55
  Tally,
• 5:57
  please
• 5:57
  do
• 5:57
  that,
• 5:58
  but
• 5:58
  cross
• 5:59
  functionally.
• 6:00
  It's
• 6:00
  an
• 6:00
  enterprise
• 6:01
  level
• 6:01
  project
• 6:02
  that
• 6:04
  will
• 6:05
  maximize
• 6:05
  the
• 6:05
  investment
• 6:06
  will
• 6:06
  when
• 6:07
  it
• 6:07
  has
• 6:07
  executive
• 6:08
  sponsorship
• 6:09
  from
• 6:09
  the
• 6:09
  chief
• 6:09
  merchant,
• 6:10
  the
• 6:10
  chief
• 6:11
  operator
• 6:11
  and
• 6:12
  the
• 6:12
  head
• 6:12
  of
• 6:12
  supply
• 6:13
  chain
• 6:13
  to
• 6:14
  maximize
• 6:15
  the
• 6:15
  investment
• 6:15
  and
• 6:16
  utilize
• 6:16
  the
• 6:16
  data
• 6:17
  and
• 6:17
  take
• 6:18
  advantage
• 6:18
  of
• 6:18
  the
• 6:18
  whole
• 6:18
  suite
• 6:19
  of
• 6:19
  products
• 6:20
  that
• 6:20
  are
• 6:20
  available
• 6:20
  now.
• 6:21
  So
• 6:21
  welcome
• 6:22
  to
• 6:22
  the
• 6:22
  future.
• 6:23
  Well,
• 6:23
  thanks,
• 6:23
  Mary
• 6:23
  Beth,
• 6:24
  that
• 6:24
  was
• 6:24
  great.
• 6:24
  Thank
• 6:24
  you.
• 6:25
  Thank
• 6:25
  you
• 6:25
  so
• 6:25
  much.