Latest / Omni Talk Retail / Mind the Gap: Bridging the Divide Between Supply Chain & Merchandising | Ask An Expert

Transcript

Mind the Gap: Bridging the Divide Between Supply Chain & Merchandising | Ask An Expert · Omni Talk Retail

• 0:08
  Hello.
• 0:08
  Welcome
• 0:08
  to
• 0:09
  another
• 0:09
  exciting
• 0:09
  and
• 0:10
  elucidating
• 0:10
  episode
• 0:11
  of
• 0:11
  the
• 0:11
  omnietalk
• 0:12
  Ask
• 0:12
  an
• 0:12
  Expert
• 0:13
  series.
• 0:13
  I'm
• 0:13
  one
• 0:13
  of
• 0:13
  your
• 0:14
  co
• 0:14
  hosts
• 0:14
  for
• 0:14
  today's
• 0:15
  interview,
• 0:15
  Anne
• 0:15
  Mazinga.
• 0:16
  And
• 0:16
  I'm
• 0:17
  Chris
• 0:17
  Walton.
• 0:18
  And
• 0:18
  we
• 0:18
  are
• 0:18
  the
• 0:18
  founders
• 0:19
  of
• 0:19
  OmniTalk,
• 0:19
  the
• 0:20
  fast
• 0:20
  growing
• 0:20
  retail
• 0:21
  media
• 0:21
  organization
• 0:21
  that's
• 0:22
  all
• 0:22
  about
• 0:22
  the
• 0:22
  companies,
• 0:22
  the
• 0:23
  technologies
• 0:23
  and
• 0:23
  the
• 0:24
  people
• 0:24
  that
• 0:24
  are
• 0:24
  coming
• 0:25
  together
• 0:25
  to
• 0:26
  shape
• 0:26
  the
• 0:26
  future
• 0:27
  of
• 0:27
  retail.
• 0:28
  Chris,
• 0:29
  I'm
• 0:29
  giving
• 0:30
  you
• 0:30
  a
• 0:30
  little
• 0:30
  bit
• 0:30
  of
• 0:31
  a
• 0:31
  gift.
• 0:32
  We'll
• 0:32
  call
• 0:32
  it
• 0:32
  an
• 0:32
  early
• 0:33
  Christmas
• 0:33
  gift
• 0:33
  with
• 0:33
  this
• 0:34
  LinkedIn
• 0:34
  Live.
• 0:34
  Oh,
• 0:35
  really,
• 0:35
  Ann?
• 0:35
  I
• 0:36
  am,
• 0:36
  yes.
• 0:37
  Because
• 0:37
  I'm
• 0:37
  going
• 0:38
  to
• 0:38
  bridge
• 0:38
  two
• 0:39
  loves
• 0:39
  of
• 0:39
  yours.
• 0:40
  One
• 0:41
  London.
• 0:42
  London.
• 0:43
  Two
• 0:44
  is
• 0:45
  merchandising.
• 0:46
  And
• 0:46
  just
• 0:46
  a
• 0:47
  little,
• 0:47
  a
• 0:47
  little
• 0:47
  sprinkle,
• 0:48
  if
• 0:49
  you
• 0:49
  will,
• 0:49
  of
• 0:49
  supply
• 0:50
  chain.
• 0:50
  Because,
• 0:51
  Chris.
• 0:51
  So
• 0:51
  it's
• 0:52
  a
• 0:52
  threesome
• 0:52
  ad.
• 0:52
  You're
• 0:52
  giving
• 0:53
  me
• 0:53
  a.
• 0:53
  It's
• 0:54
  threesome.
• 0:54
  It's
• 0:54
  a
• 0:54
  trio
• 0:55
  sprinkle.
• 0:55
  It's
• 0:56
  a
• 0:56
  trio
• 0:56
  of
• 0:56
  sprinkle.
• 0:57
  Yes.
• 0:57
  A
• 0:58
  sprinkle
• 0:58
  of
• 0:58
  supply
• 0:59
  chain.
• 1:00
  This
• 1:00
  session,
• 1:01
  Chris,
• 1:01
  is
• 1:01
  called
• 1:02
  Mind
• 1:03
  the
• 1:03
  Gap.
• 1:04
  And
• 1:04
  I'm
• 1:04
  almost
• 1:05
  like
• 1:05
  I'm
• 1:05
  expecting
• 1:06
  you
• 1:06
  at
• 1:06
  some
• 1:06
  point
• 1:06
  in
• 1:07
  time
• 1:07
  to
• 1:07
  do
• 1:07
  your,
• 1:07
  like,
• 1:08
  British
• 1:08
  version
• 1:08
  of
• 1:09
  the
• 1:09
  tube
• 1:09
  station.
• 1:09
  Mind
• 1:09
  the
• 1:10
  gap.
• 1:10
  Mind
• 1:10
  the
• 1:11
  Gap.
• 1:11
  Yeah.
• 1:12
  I
• 1:13
  don't
• 1:13
  know
• 1:13
  what
• 1:13
  that
• 1:13
  was,
• 1:14
  but
• 1:14
  close
• 1:15
  enough.
• 1:16
  But
• 1:16
  we're
• 1:16
  going
• 1:16
  to
• 1:16
  talk
• 1:16
  about
• 1:17
  just
• 1:17
  how
• 1:17
  important
• 1:18
  it
• 1:18
  is
• 1:18
  for
• 1:19
  retailers
• 1:19
  to
• 1:19
  make
• 1:20
  sure
• 1:20
  that
• 1:21
  those
• 1:21
  two
• 1:22
  sometimes
• 1:22
  siloed
• 1:23
  groups
• 1:23
  of
• 1:23
  retail
• 1:24
  organization
• 1:25
  are
• 1:25
  collaborating.
• 1:27
  So
• 1:27
  to
• 1:27
  do
• 1:28
  this,
• 1:28
  we've
• 1:28
  called
• 1:28
  on
• 1:28
  two
• 1:29
  experts.
• 1:29
  Chris,
• 1:29
  we're
• 1:29
  bringing
• 1:30
  back
• 1:30
  SPS
• 1:31
  Commerce's
• 1:31
  VP
• 1:31
  of
• 1:32
  Customer
• 1:32
  success,
• 1:32
  Brandon
• 1:33
  Pierre.
• 1:34
  We
• 1:34
  are
• 1:34
  joined
• 1:35
  by
• 1:35
  their
• 1:36
  new
• 1:36
  Senior
• 1:36
  Director
• 1:36
  of
• 1:37
  Customer
• 1:37
  Success
• 1:37
  for
• 1:38
  retail,
• 1:38
  Mayan
• 1:38
  Kaplan,
• 1:39
  who
• 1:39
  are
• 1:40
  going
• 1:40
  to
• 1:40
  help
• 1:40
  our
• 1:40
  audience
• 1:40
  figure
• 1:41
  out
• 1:41
  how
• 1:41
  to
• 1:41
  get
• 1:41
  your
• 1:42
  supply
• 1:42
  chain
• 1:43
  teams
• 1:43
  and
• 1:43
  your
• 1:43
  merchandising
• 1:44
  teams
• 1:44
  working
• 1:44
  on
• 1:45
  the
• 1:45
  shame.
• 1:45
  Same
• 1:46
  sheet
• 1:46
  of
• 1:46
  music.
• 1:46
  So,
• 1:47
  Brandon
• 1:48
  and
• 1:48
  Mayan,
• 1:49
  welcome
• 1:49
  to
• 1:50
  the
• 1:50
  show.
• 1:50
  Brandon,
• 1:52
  this
• 1:52
  is
• 1:52
  old
• 1:52
  hat
• 1:53
  for
• 1:53
  you.
• 1:53
  You've
• 1:53
  done
• 1:53
  this
• 1:54
  how
• 1:54
  many
• 1:54
  times
• 1:54
  now?
• 1:55
  It's
• 1:56
  been
• 1:56
  a
• 1:56
  couple
• 1:56
  of
• 1:56
  times,
• 1:57
  but
• 1:57
  I'm
• 1:58
  super
• 1:58
  excited.
• 1:58
  I
• 1:59
  always
• 1:59
  enjoy
• 1:59
  the
• 1:59
  conversation.
• 2:01
  And
• 2:01
  thanks
• 2:02
  for
• 2:02
  having
• 2:02
  us.
• 2:03
  And
• 2:04
  a
• 2:04
  topic
• 2:05
  that
• 2:05
  I'm
• 2:05
  very,
• 2:05
  very
• 2:06
  passionate
• 2:06
  about.
• 2:07
  Is
• 2:08
  it
• 2:08
  London
• 2:09
  or
• 2:10
  the
• 2:10
  siloed
• 2:11
  merchandising?
• 2:11
  Supply
• 2:12
  chain
• 2:12
  teams
• 2:12
  coming
• 2:12
  together.
• 2:13
  Great
• 2:14
  question.
• 2:14
  I
• 2:14
  would
• 2:14
  say
• 2:14
  it's
• 2:14
  more
• 2:15
  the
• 2:15
  merchandising
• 2:16
  and
• 2:16
  now
• 2:16
  supply
• 2:17
  chain
• 2:18
  side
• 2:18
  of
• 2:18
  the
• 2:18
  world
• 2:18
  for
• 2:18
  me.
• 2:19
  Fair.
• 2:20
  Fair.
• 2:20
  Well,
• 2:21
  speaking
• 2:21
  of
• 2:21
  supply
• 2:22
  chain,
• 2:22
  Mayan,
• 2:23
  welcome
• 2:23
  to
• 2:24
  your
• 2:24
  first
• 2:25
  omnitalk
• 2:25
  debut.
• 2:26
  We're
• 2:26
  so
• 2:26
  excited
• 2:26
  to
• 2:26
  have
• 2:27
  you.
• 2:27
  Thank
• 2:28
  you
• 2:28
  so
• 2:28
  much
• 2:28
  for
• 2:28
  having
• 2:29
  me.
• 2:29
  I'm
• 2:29
  really
• 2:29
  excited.
• 2:30
  This
• 2:30
  topic
• 2:31
  is
• 2:31
  really
• 2:31
  important
• 2:31
  to
• 2:32
  me
• 2:32
  too.
• 2:33
  And
• 2:33
  again,
• 2:33
  talking
• 2:34
  more
• 2:34
  on
• 2:34
  the
• 2:35
  breaking
• 2:36
  the
• 2:36
  silos
• 2:36
  between
• 2:37
  merchandise
• 2:38
  and
• 2:38
  Supply
• 2:38
  chain.
• 2:40
  Excellent.
• 2:41
  It's
• 2:41
  great
• 2:41
  to
• 2:41
  have
• 2:41
  you
• 2:42
  both,
• 2:42
  Brent.
• 2:42
  Yeah,
• 2:42
  Brent,
• 2:43
  I
• 2:43
  think
• 2:43
  this
• 2:43
  is
• 2:43
  your
• 2:43
  third
• 2:44
  or
• 2:44
  at
• 2:44
  least
• 2:44
  your
• 2:44
  third
• 2:44
  time,
• 2:45
  maybe
• 2:45
  even
• 2:45
  your
• 2:45
  fourth
• 2:46
  time
• 2:46
  appearing
• 2:46
  on
• 2:47
  Omnitox.
• 2:48
  So.
• 2:48
  Yeah.
• 2:49
  So
• 2:49
  we're
• 2:49
  excited
• 2:49
  to
• 2:50
  have
• 2:50
  you
• 2:50
  back
• 2:50
  and
• 2:50
  mine,
• 2:50
  it's
• 2:51
  great
• 2:51
  to
• 2:51
  have
• 2:51
  you
• 2:51
  here
• 2:51
  with
• 2:51
  us
• 2:51
  for
• 2:51
  the
• 2:52
  first
• 2:52
  time.
• 2:52
  So
• 2:52
  before
• 2:53
  we
• 2:53
  mine
• 2:54
  the
• 2:54
  gap,
• 2:55
  we
• 2:56
  want
• 2:56
  to
• 2:56
  give
• 2:56
  a
• 2:56
  quick
• 2:56
  reminder
• 2:57
  to
• 2:57
  those
• 2:58
  watching
• 2:58
  live
• 2:58
  on
• 2:58
  LinkedIn.
• 2:59
  Feel
• 3:00
  free
• 3:00
  to
• 3:00
  ask
• 3:00
  your
• 3:00
  questions
• 3:01
  of
• 3:01
  Brandon
• 3:01
  and
• 3:01
  Mayan
• 3:02
  at
• 3:02
  any
• 3:02
  time
• 3:03
  via
• 3:03
  the
• 3:03
  chat
• 3:03
  session
• 3:04
  window
• 3:04
  in
• 3:04
  LinkedIn
• 3:05
  to
• 3:05
  the
• 3:05
  right
• 3:06
  of
• 3:06
  your
• 3:06
  screen.
• 3:07
  All
• 3:07
  right,
• 3:07
  you
• 3:07
  two,
• 3:08
  you're
• 3:08
  on
• 3:08
  omnitalk.
• 3:09
  So
• 3:10
  let
• 3:10
  me
• 3:10
  start
• 3:10
  out
• 3:11
  by
• 3:11
  saying
• 3:11
  there
• 3:11
  are
• 3:12
  no
• 3:12
  holds
• 3:12
  barred
• 3:13
  when
• 3:13
  you
• 3:13
  appear
• 3:13
  on
• 3:13
  Omnitalk.
• 3:14
  Mayan,
• 3:15
  you're
• 3:15
  going
• 3:15
  to
• 3:16
  be
• 3:16
  representing
• 3:16
  the
• 3:17
  supply
• 3:17
  chain
• 3:18
  side
• 3:18
  of
• 3:18
  a
• 3:18
  retail
• 3:19
  organization.
• 3:19
  And
• 3:19
  Brandon,
• 3:20
  you
• 3:21
  will
• 3:21
  be
• 3:21
  representing
• 3:21
  the
• 3:21
  merchandising
• 3:22
  side
• 3:22
  of
• 3:22
  a
• 3:23
  retail
• 3:23
  organization.
• 3:24
  So
• 3:24
  now
• 3:24
  I'm
• 3:25
  going
• 3:25
  to
• 3:25
  have
• 3:25
  you
• 3:25
  start
• 3:26
  by.
• 3:26
  But
• 3:26
  before
• 3:26
  we
• 3:27
  do
• 3:27
  that,
• 3:27
  before
• 3:27
  we
• 3:27
  pitch
• 3:28
  you
• 3:28
  one
• 3:28
  against
• 3:29
  another,
• 3:30
  I
• 3:30
  want
• 3:30
  you
• 3:30
  to
• 3:30
  each
• 3:30
  explain
• 3:31
  your
• 3:31
  backgrounds
• 3:31
  a
• 3:31
  little
• 3:31
  bit.
• 3:32
  Brandon,
• 3:32
  why
• 3:32
  don't
• 3:32
  we
• 3:32
  start
• 3:32
  with
• 3:32
  you?
• 3:34
  Yeah.
• 3:35
  So
• 3:35
  really
• 3:35
  I
• 3:36
  grew
• 3:36
  up
• 3:36
  in
• 3:36
  retail.
• 3:37
  My
• 3:37
  family
• 3:37
  owns
• 3:37
  a
• 3:38
  retail
• 3:38
  business
• 3:39
  where
• 3:39
  I
• 3:39
  did
• 3:39
  a
• 3:39
  lot
• 3:39
  of
• 3:40
  buying
• 3:40
  for
• 3:41
  the
• 3:41
  family
• 3:41
  business.
• 3:42
  Spent
• 3:42
  13
• 3:43
  years
• 3:43
  at
• 3:43
  Target,
• 3:44
  primarily
• 3:44
  all
• 3:45
  in
• 3:45
  the
• 3:45
  merchandising,
• 3:46
  buying,
• 3:47
  planning
• 3:48
  side
• 3:48
  of
• 3:48
  the
• 3:48
  organization
• 3:49
  there.
• 3:50
  And
• 3:51
  from
• 3:51
  there
• 3:51
  really
• 3:52
  came
• 3:52
  over
• 3:52
  to
• 3:52
  sps.
• 3:53
  I've
• 3:53
  been
• 3:53
  at
• 3:53
  SPS
• 3:54
  now
• 3:54
  nine
• 3:54
  years
• 3:54
  and
• 3:55
  I
• 3:55
  know
• 3:55
  we'll
• 3:55
  get
• 3:55
  into
• 3:56
  a
• 3:56
  little
• 3:56
  bit
• 3:56
  about
• 3:56
  what
• 3:57
  SPS
• 3:57
  does,
• 3:57
  but
• 3:58
  a
• 3:59
  big
• 3:59
  part
• 3:59
  of
• 3:59
  what
• 3:59
  we
• 4:00
  do
• 4:00
  is
• 4:00
  we
• 4:00
  work
• 4:00
  with
• 4:01
  aligning
• 4:01
  merchants
• 4:02
  with
• 4:02
  supply
• 4:03
  chain
• 4:03
  initiatives
• 4:04
  and
• 4:04
  then
• 4:04
  connecting
• 4:05
  that
• 4:05
  to
• 4:05
  their
• 4:05
  suppliers.
• 4:07
  So
• 4:07
  definitely
• 4:08
  come
• 4:08
  more
• 4:08
  and
• 4:09
  came
• 4:09
  into
• 4:09
  SPS
• 4:10
  with
• 4:10
  more
• 4:10
  of
• 4:10
  the
• 4:10
  merchant
• 4:11
  background
• 4:12
  and
• 4:12
  experience.
• 4:12
  But
• 4:13
  I've
• 4:13
  had
• 4:14
  a
• 4:14
  chance
• 4:14
  over
• 4:14
  the
• 4:15
  course
• 4:15
  of
• 4:15
  the
• 4:15
  last
• 4:15
  nine
• 4:15
  years
• 4:16
  to
• 4:16
  better
• 4:17
  appreciate
• 4:17
  what's
• 4:17
  happening
• 4:18
  on
• 4:18
  the
• 4:18
  supply
• 4:18
  chain
• 4:19
  side
• 4:19
  and
• 4:20
  seeing
• 4:20
  some
• 4:21
  of
• 4:21
  the
• 4:21
  gaps
• 4:21
  that
• 4:21
  exist
• 4:22
  in
• 4:22
  these
• 4:22
  organizations.
• 4:24
  Well,
• 4:24
  well
• 4:24
  said.
• 4:25
  Better
• 4:25
  appreciate
• 4:26
  what's
• 4:26
  happening
• 4:26
  on
• 4:27
  the
• 4:27
  supply
• 4:27
  chain
• 4:27
  side
• 4:27
  of
• 4:27
  the
• 4:27
  organization
• 4:28
  from
• 4:28
  the
• 4:28
  perspective
• 4:29
  of
• 4:29
  virtually.
• 4:29
  Love
• 4:29
  that
• 4:30
  answer.
• 4:30
  All
• 4:30
  right,
• 4:31
  Mayan,
• 4:31
  why
• 4:31
  are
• 4:32
  you
• 4:32
  here
• 4:32
  representing
• 4:32
  the
• 4:33
  operational
• 4:33
  side
• 4:34
  of
• 4:34
  the
• 4:34
  supply
• 4:34
  chain
• 4:34
  side
• 4:35
  of
• 4:35
  the
• 4:35
  organization?
• 4:36
  So
• 4:37
  throughout
• 4:37
  my
• 4:38
  career
• 4:38
  I
• 4:39
  started
• 4:39
  in
• 4:39
  data
• 4:39
  and
• 4:40
  analytics
• 4:40
  and
• 4:40
  I
• 4:41
  actually
• 4:41
  discovered
• 4:42
  supply
• 4:42
  chain.
• 4:43
  Throughout
• 4:44
  my
• 4:44
  career
• 4:45
  I
• 4:46
  led
• 4:46
  organizations
• 4:47
  within
• 4:48
  supply
• 4:48
  chain.
• 4:49
  So
• 4:49
  demand
• 4:49
  planning,
• 4:50
  supply
• 4:50
  planning
• 4:51
  and
• 4:51
  purchasing
• 4:53
  for
• 4:53
  both
• 4:54
  distributions
• 4:55
  and
• 4:55
  manufacturers.
• 4:56
  And
• 4:57
  I've
• 4:57
  joined
• 4:57
  SPS
• 4:58
  three
• 4:58
  months
• 4:59
  ago,
• 4:59
  so
• 4:59
  I'm
• 4:59
  brand
• 4:59
  new
• 5:00
  to
• 5:00
  the
• 5:00
  team,
• 5:01
  bringing
• 5:02
  in
• 5:02
  some
• 5:03
  of
• 5:03
  my
• 5:04
  thoughts
• 5:04
  and
• 5:05
  practices,
• 5:06
  leading
• 5:06
  again,
• 5:07
  supply
• 5:07
  chain
• 5:07
  organization
• 5:08
  and
• 5:09
  sales
• 5:09
  and
• 5:09
  operation
• 5:10
  planning
• 5:11
  opportunities.
• 5:13
  Well,
• 5:13
  Mayan,
• 5:13
  I'm
• 5:14
  really
• 5:14
  excited
• 5:14
  to
• 5:14
  have
• 5:14
  you
• 5:15
  on
• 5:15
  because
• 5:16
  of
• 5:17
  your
• 5:17
  background
• 5:17
  and
• 5:18
  the
• 5:18
  newness
• 5:19
  really
• 5:19
  to
• 5:19
  sps.
• 5:20
  And
• 5:21
  I
• 5:21
  would
• 5:21
  want,
• 5:21
  if
• 5:22
  you
• 5:22
  don't
• 5:22
  mind,
• 5:23
  I
• 5:23
  would
• 5:23
  love
• 5:23
  to
• 5:23
  have
• 5:23
  you
• 5:24
  explain
• 5:24
  for
• 5:24
  the
• 5:25
  audience
• 5:25
  who
• 5:26
  may
• 5:26
  not
• 5:26
  be
• 5:26
  familiar
• 5:26
  what
• 5:27
  SPS
• 5:27
  does,
• 5:28
  especially
• 5:28
  as
• 5:28
  it
• 5:28
  pertains
• 5:29
  to
• 5:29
  our
• 5:30
  two
• 5:30
  topics
• 5:30
  to
• 5:31
  your
• 5:31
  supply
• 5:32
  chain
• 5:32
  and
• 5:32
  merchandising.
• 5:34
  Yeah,
• 5:34
  and
• 5:35
  I
• 5:35
  actually
• 5:36
  going
• 5:36
  to
• 5:36
  share
• 5:36
  it
• 5:36
  from
• 5:37
  the
• 5:37
  view
• 5:37
  of
• 5:37
  the
• 5:37
  customer.
• 5:38
  I
• 5:38
  was
• 5:39
  an
• 5:39
  SPS
• 5:39
  customer
• 5:40
  and
• 5:40
  that's
• 5:40
  how
• 5:40
  I
• 5:41
  learned
• 5:41
  about
• 5:42
  sps.
• 5:43
  So
• 5:43
  for
• 5:43
  us,
• 5:45
  as
• 5:45
  we
• 5:45
  were
• 5:46
  thinking
• 5:47
  about
• 5:47
  okay,
• 5:47
  where
• 5:48
  can
• 5:48
  we
• 5:48
  add
• 5:49
  efficiency,
• 5:49
  where
• 5:50
  do
• 5:50
  we
• 5:50
  see
• 5:50
  that
• 5:51
  our
• 5:51
  buyers
• 5:52
  are
• 5:52
  spending
• 5:52
  most
• 5:52
  of
• 5:53
  their
• 5:53
  time
• 5:54
  and
• 5:54
  where
• 5:55
  do
• 5:55
  we
• 5:55
  want
• 5:55
  them
• 5:55
  to
• 5:55
  spend
• 5:56
  time
• 5:56
  on?
• 5:57
  And
• 5:57
  we
• 5:57
  understood
• 5:58
  that
• 5:58
  there
• 5:58
  were
• 5:58
  a
• 5:58
  lot
• 5:59
  of
• 5:59
  manual
• 6:00
  activities
• 6:01
  and
• 6:01
  a
• 6:01
  lot
• 6:01
  of
• 6:02
  areas
• 6:02
  where
• 6:03
  they
• 6:03
  didn't
• 6:03
  add
• 6:04
  value
• 6:04
  as
• 6:04
  we
• 6:04
  needed
• 6:05
  them.
• 6:05
  So
• 6:06
  we
• 6:06
  started
• 6:06
  looking
• 6:06
  around
• 6:07
  and
• 6:07
  said,
• 6:07
  okay,
• 6:08
  where
• 6:08
  is
• 6:09
  this
• 6:09
  gap
• 6:10
  and
• 6:10
  is
• 6:10
  it
• 6:11
  internally,
• 6:12
  is
• 6:12
  it
• 6:13
  externally
• 6:14
  and
• 6:14
  what
• 6:14
  exactly
• 6:15
  is
• 6:15
  causing
• 6:16
  that
• 6:16
  friction?
• 6:17
  And
• 6:17
  what
• 6:17
  we
• 6:17
  discovered
• 6:18
  is
• 6:18
  we
• 6:19
  want
• 6:19
  our
• 6:19
  buyers
• 6:19
  to
• 6:20
  spend
• 6:20
  a
• 6:20
  lot
• 6:20
  more
• 6:20
  time
• 6:21
  with
• 6:21
  the
• 6:21
  suppliers.
• 6:22
  We
• 6:22
  don't
• 6:22
  want
• 6:23
  them
• 6:23
  to,
• 6:23
  for
• 6:24
  example,
• 6:24
  enter
• 6:24
  data,
• 6:25
  right.
• 6:25
  We
• 6:25
  want
• 6:26
  them
• 6:26
  to
• 6:26
  have
• 6:26
  those
• 6:26
  conversations
• 6:27
  to
• 6:27
  solve
• 6:28
  shortages,
• 6:29
  to
• 6:29
  understand
• 6:30
  how
• 6:30
  can
• 6:30
  we
• 6:31
  expedite,
• 6:31
  how
• 6:31
  can
• 6:32
  we
• 6:32
  make
• 6:32
  sure
• 6:32
  that
• 6:32
  we
• 6:33
  have
• 6:33
  the
• 6:33
  right
• 6:33
  inventory
• 6:34
  at
• 6:34
  the
• 6:34
  right
• 6:34
  time
• 6:35
  and
• 6:35
  the
• 6:35
  right
• 6:35
  place.
• 6:36
  So
• 6:37
  as
• 6:37
  we
• 6:37
  were
• 6:38
  looking
• 6:38
  to
• 6:38
  understand
• 6:39
  what
• 6:39
  can
• 6:40
  help
• 6:40
  us
• 6:41
  and
• 6:42
  how
• 6:42
  can
• 6:42
  we
• 6:43
  better
• 6:43
  connect
• 6:44
  with
• 6:44
  our
• 6:45
  suppliers,
• 6:46
  we
• 6:46
  found
• 6:47
  SPS
• 6:47
  commerce
• 6:48
  and
• 6:48
  we
• 6:49
  kicked
• 6:49
  out
• 6:49
  a
• 6:50
  project
• 6:50
  to
• 6:51
  actually
• 6:51
  have
• 6:52
  a
• 6:52
  handshake
• 6:53
  both
• 6:53
  internally,
• 6:54
  so
• 6:54
  different
• 6:55
  organization
• 6:55
  internally
• 6:56
  and
• 6:56
  externally
• 6:57
  with
• 6:57
  the
• 6:57
  suppliers.
• 6:59
  So
• 6:59
  we
• 6:59
  can
• 7:00
  in
• 7:00
  a
• 7:00
  way
• 7:00
  automate
• 7:01
  non
• 7:02
  value
• 7:02
  add
• 7:02
  activities
• 7:03
  so
• 7:03
  we
• 7:03
  can
• 7:04
  focus
• 7:04
  more
• 7:05
  on,
• 7:06
  okay,
• 7:06
  now
• 7:06
  the
• 7:07
  conversation
• 7:07
  about
• 7:08
  how
• 7:08
  can
• 7:08
  we
• 7:08
  both
• 7:09
  drive
• 7:09
  into
• 7:10
  one
• 7:10
  true
• 7:11
  north.
• 7:11
  How
• 7:11
  can
• 7:12
  now
• 7:12
  the
• 7:12
  conversation
• 7:13
  be
• 7:13
  how
• 7:14
  can
• 7:14
  the
• 7:14
  supplier
• 7:15
  and
• 7:15
  us
• 7:15
  be
• 7:15
  more
• 7:16
  successful
• 7:16
  in
• 7:17
  achieving
• 7:17
  our
• 7:18
  goals?
• 7:19
  And
• 7:19
  what
• 7:19
  I
• 7:20
  actually
• 7:20
  discovered
• 7:20
  throughout
• 7:21
  the
• 7:21
  project
• 7:21
  is
• 7:22
  how
• 7:22
  much
• 7:23
  misaligned
• 7:23
  we
• 7:24
  were
• 7:25
  internally
• 7:25
  when
• 7:26
  we
• 7:26
  talked
• 7:26
  within
• 7:27
  supply
• 7:28
  chain
• 7:28
  and
• 7:29
  product
• 7:29
  management,
• 7:29
  or
• 7:30
  here
• 7:30
  we're
• 7:30
  calling
• 7:31
  the
• 7:31
  merchandise.
• 7:32
  Right.
• 7:32
  Because
• 7:33
  product
• 7:34
  management
• 7:34
  or
• 7:35
  the
• 7:35
  merchant
• 7:36
  had
• 7:36
  the
• 7:37
  experience
• 7:37
  of
• 7:38
  talking
• 7:38
  more
• 7:38
  strategically
• 7:39
  with
• 7:39
  our
• 7:40
  suppliers
• 7:41
  and
• 7:41
  our
• 7:41
  buyers
• 7:42
  were
• 7:42
  talking
• 7:43
  more
• 7:43
  tactically
• 7:44
  with
• 7:44
  the
• 7:44
  suppliers.
• 7:45
  So
• 7:45
  as
• 7:46
  we
• 7:46
  are
• 7:46
  looking
• 7:46
  to
• 7:47
  onboard
• 7:47
  a
• 7:48
  new
• 7:48
  community
• 7:48
  of
• 7:49
  suppliers
• 7:49
  into
• 7:50
  this
• 7:50
  program,
• 7:51
  we
• 7:51
  now
• 7:51
  need
• 7:51
  to
• 7:52
  work
• 7:52
  very
• 7:52
  closely
• 7:53
  on
• 7:53
  both
• 7:54
  aspects
• 7:54
  of
• 7:55
  the
• 7:56
  strategic
• 7:56
  side
• 7:57
  of
• 7:57
  supplier
• 7:58
  management
• 7:59
  and
• 7:59
  the
• 7:59
  tactical
• 7:59
  side
• 8:00
  of
• 8:00
  supplier
• 8:01
  management.
• 8:02
  And
• 8:02
  how
• 8:02
  can
• 8:02
  we
• 8:03
  actually
• 8:04
  enhance
• 8:05
  that
• 8:05
  internal
• 8:05
  relationship
• 8:06
  so
• 8:07
  we
• 8:07
  show
• 8:07
  up
• 8:08
  together
• 8:09
  to
• 8:09
  the
• 8:09
  supplier,
• 8:11
  right.
• 8:12
  So
• 8:12
  there's
• 8:12
  a
• 8:12
  lot
• 8:12
  of
• 8:12
  meat
• 8:13
  on
• 8:13
  that
• 8:13
  bone
• 8:13
  that
• 8:13
  you
• 8:13
  just,
• 8:14
  you
• 8:14
  just
• 8:15
  laid
• 8:15
  out
• 8:15
  in
• 8:15
  front
• 8:15
  of
• 8:16
  us.
• 8:16
  So
• 8:16
  I'm
• 8:16
  excited
• 8:17
  to
• 8:17
  get
• 8:17
  to
• 8:17
  it.
• 8:17
  So.
• 8:18
  And
• 8:18
  you
• 8:18
  know,
• 8:18
  before
• 8:19
  we
• 8:19
  pitch
• 8:19
  it
• 8:19
  to
• 8:19
  you
• 8:19
  against
• 8:20
  each
• 8:20
  Other,
• 8:20
  you
• 8:20
  know,
• 8:20
  some
• 8:20
  people
• 8:21
  are
• 8:21
  going
• 8:21
  to
• 8:21
  assume
• 8:21
  that
• 8:21
  as
• 8:22
  a
• 8:22
  lifelong
• 8:22
  merchant
• 8:22
  that
• 8:23
  I'm
• 8:23
  going
• 8:23
  to
• 8:23
  be
• 8:23
  automatically
• 8:24
  team
• 8:24
  Brandon
• 8:25
  here.
• 8:25
  But
• 8:25
  I
• 8:26
  don't
• 8:26
  know.
• 8:26
  Hold
• 8:26
  the
• 8:26
  phone,
• 8:27
  folks,
• 8:27
  because,
• 8:27
  like,
• 8:27
  I
• 8:27
  got
• 8:27
  a
• 8:28
  lot
• 8:28
  of
• 8:28
  operation
• 8:28
  experience,
• 8:29
  both
• 8:29
  operator
• 8:30
  experience,
• 8:30
  both
• 8:30
  as
• 8:30
  a
• 8:30
  store
• 8:31
  field
• 8:31
  leader
• 8:31
  at
• 8:31
  Target
• 8:32
  and
• 8:32
  then
• 8:32
  also
• 8:32
  an
• 8:32
  inventory
• 8:33
  management
• 8:33
  at
• 8:33
  Gap
• 8:33
  too.
• 8:34
  So.
• 8:34
  And.
• 8:34
  And
• 8:35
  we've
• 8:35
  been
• 8:35
  doing
• 8:35
  this
• 8:35
  job
• 8:36
  for
• 8:36
  the
• 8:36
  last
• 8:36
  several
• 8:37
  years
• 8:37
  too.
• 8:37
  And
• 8:37
  supply
• 8:38
  chain
• 8:38
  kind
• 8:38
  of
• 8:39
  an
• 8:39
  important
• 8:39
  thing,
• 8:39
  you
• 8:40
  know,
• 8:40
  it's
• 8:40
  kind
• 8:40
  of
• 8:40
  important
• 8:40
  thing
• 8:41
  to
• 8:41
  figure
• 8:41
  out
• 8:41
  and
• 8:41
  get
• 8:41
  right.
• 8:42
  Right.
• 8:42
  Like
• 8:42
  for
• 8:43
  the
• 8:43
  most
• 8:43
  part
• 8:43
  nowadays.
• 8:44
  Right.
• 8:44
  Much
• 8:44
  more
• 8:44
  so
• 8:44
  than
• 8:45
  it
• 8:45
  was
• 8:45
  probably
• 8:45
  10
• 8:45
  or
• 8:46
  15
• 8:46
  years
• 8:46
  ago,
• 8:46
  even.
• 8:47
  So.
• 8:47
  So,
• 8:47
  Brandon,
• 8:48
  let's
• 8:49
  go
• 8:49
  to
• 8:49
  you
• 8:49
  first,
• 8:50
  the
• 8:50
  merchant.
• 8:52
  Where
• 8:52
  does
• 8:52
  a
• 8:52
  retailer
• 8:53
  need
• 8:53
  to
• 8:54
  start
• 8:54
  if
• 8:54
  they
• 8:54
  want
• 8:54
  to,
• 8:55
  quote,
• 8:55
  unquote,
• 8:55
  mind
• 8:56
  the
• 8:56
  gap
• 8:56
  or
• 8:56
  bridge
• 8:57
  the
• 8:57
  divide
• 8:57
  between
• 8:58
  merchandising
• 8:59
  and
• 8:59
  supply
• 8:59
  chain
• 9:00
  operations?
• 9:01
  Yeah,
• 9:02
  I
• 9:02
  mean,
• 9:02
  so
• 9:03
  there's
• 9:03
  a
• 9:03
  couple
• 9:04
  ways.
• 9:04
  One,
• 9:05
  it
• 9:05
  does
• 9:06
  feel
• 9:06
  like
• 9:07
  there's
• 9:07
  becoming
• 9:08
  more
• 9:08
  of
• 9:08
  a
• 9:08
  natural
• 9:09
  progression
• 9:09
  of
• 9:10
  supply
• 9:10
  chain
• 9:10
  and
• 9:10
  merchandising
• 9:11
  working
• 9:11
  together.
• 9:12
  And
• 9:12
  I
• 9:12
  think
• 9:13
  one
• 9:13
  of
• 9:13
  the
• 9:13
  biggest
• 9:13
  forcing
• 9:14
  factors
• 9:14
  there
• 9:15
  is
• 9:15
  the
• 9:15
  inventory
• 9:16
  side
• 9:16
  of
• 9:16
  things.
• 9:16
  As
• 9:17
  inventory
• 9:18
  is
• 9:18
  becoming
• 9:18
  much
• 9:19
  harder
• 9:19
  to
• 9:19
  manage
• 9:20
  and
• 9:20
  allocate
• 9:21
  across
• 9:21
  all
• 9:21
  those
• 9:21
  channels,
• 9:22
  all
• 9:22
  the
• 9:23
  channels,
• 9:24
  it
• 9:24
  is
• 9:24
  forcing
• 9:24
  the
• 9:25
  merchants
• 9:25
  to
• 9:25
  have
• 9:25
  a
• 9:25
  better
• 9:26
  appreciation
• 9:26
  for
• 9:27
  how
• 9:27
  does
• 9:27
  my
• 9:28
  supply
• 9:28
  chain
• 9:28
  best
• 9:29
  perform?
• 9:29
  Because
• 9:29
  I
• 9:30
  can't
• 9:30
  just
• 9:30
  order
• 9:31
  more
• 9:31
  inventory
• 9:32
  across
• 9:32
  the
• 9:32
  board.
• 9:32
  I
• 9:33
  have
• 9:33
  to
• 9:33
  make
• 9:33
  sure
• 9:33
  it
• 9:33
  gets
• 9:33
  to
• 9:33
  the
• 9:34
  right
• 9:34
  place
• 9:35
  at
• 9:35
  the
• 9:35
  right
• 9:35
  time.
• 9:36
  And
• 9:36
  it
• 9:36
  is
• 9:36
  forcing
• 9:37
  some
• 9:37
  of
• 9:37
  that
• 9:37
  collaboration.
• 9:39
  What
• 9:39
  I've
• 9:40
  seen
• 9:40
  some
• 9:40
  organizations
• 9:41
  do
• 9:41
  and
• 9:42
  where
• 9:43
  I
• 9:43
  start
• 9:43
  to
• 9:43
  see
• 9:44
  the
• 9:44
  focus
• 9:44
  start
• 9:44
  to
• 9:44
  manifest
• 9:45
  in
• 9:46
  driving
• 9:46
  improvement
• 9:47
  is
• 9:47
  they
• 9:47
  start
• 9:47
  to
• 9:48
  align
• 9:48
  around
• 9:48
  some
• 9:48
  key
• 9:49
  metrics.
• 9:49
  So
• 9:49
  obviously,
• 9:50
  you
• 9:50
  know,
• 9:51
  something
• 9:51
  like
• 9:51
  an
• 9:51
  inventory
• 9:52
  position
• 9:52
  is
• 9:52
  pretty
• 9:53
  critical,
• 9:53
  but
• 9:54
  even
• 9:54
  as
• 9:54
  you
• 9:54
  drill
• 9:55
  a
• 9:55
  level
• 9:55
  deeper
• 9:56
  on
• 9:56
  something
• 9:56
  so
• 9:57
  simple
• 9:57
  as
• 9:57
  Otis
• 9:58
  or
• 9:58
  on
• 9:59
  time
• 9:59
  in
• 10:00
  full,
• 10:00
  and
• 10:00
  it's
• 10:01
  a
• 10:01
  metric
• 10:01
  that
• 10:01
  I
• 10:01
  think
• 10:02
  has
• 10:02
  become
• 10:02
  a
• 10:02
  little
• 10:02
  bit
• 10:02
  of
• 10:03
  a
• 10:03
  buzzword
• 10:03
  across
• 10:03
  supply
• 10:04
  chain.
• 10:05
  And
• 10:05
  most
• 10:05
  merchants
• 10:05
  are
• 10:06
  like,
• 10:06
  oh,
• 10:06
  great
• 10:07
  Otif,
• 10:07
  what
• 10:07
  does
• 10:07
  that
• 10:08
  mean?
• 10:10
  Is
• 10:10
  it
• 10:10
  just
• 10:10
  the
• 10:11
  merchants?
• 10:11
  It
• 10:11
  might
• 10:11
  be
• 10:12
  the
• 10:12
  rest
• 10:12
  of
• 10:12
  us.
• 10:13
  Sure,
• 10:14
  sure,
• 10:16
  that
• 10:16
  that's
• 10:17
  absolutely
• 10:17
  fair.
• 10:18
  But.
• 10:18
  But
• 10:19
  it's
• 10:19
  being
• 10:19
  able
• 10:19
  to
• 10:19
  connect
• 10:20
  the
• 10:20
  value
• 10:20
  of.
• 10:20
  Well,
• 10:21
  when
• 10:21
  product
• 10:21
  shows
• 10:22
  and
• 10:23
  it
• 10:23
  consistently
• 10:23
  shows
• 10:24
  up
• 10:24
  on
• 10:24
  time,
• 10:25
  how
• 10:25
  much
• 10:25
  better
• 10:25
  can
• 10:26
  I
• 10:26
  have
• 10:26
  my
• 10:26
  inventory
• 10:27
  allocated
• 10:28
  to
• 10:28
  the
• 10:28
  right
• 10:28
  endpoints?
• 10:29
  How
• 10:29
  can
• 10:29
  I
• 10:29
  promise
• 10:30
  inventory
• 10:30
  better
• 10:31
  to
• 10:31
  consumers
• 10:32
  online?
• 10:32
  Because
• 10:33
  simply
• 10:33
  that
• 10:34
  simple
• 10:35
  fact
• 10:35
  of
• 10:35
  knowing
• 10:35
  it's
• 10:36
  arriving
• 10:36
  on
• 10:36
  time
• 10:37
  and
• 10:37
  then
• 10:37
  even
• 10:38
  things
• 10:38
  like,
• 10:38
  is
• 10:39
  it
• 10:39
  coming
• 10:39
  in
• 10:39
  full?
• 10:40
  And
• 10:41
  what's
• 10:41
  so
• 10:41
  fascinating
• 10:42
  is
• 10:42
  we
• 10:42
  roll
• 10:42
  out
• 10:42
  about
• 10:43
  100
• 10:43
  of
• 10:43
  these
• 10:43
  programs
• 10:44
  a
• 10:44
  year
• 10:44
  at
• 10:44
  SPS
• 10:44
  across
• 10:45
  retailers
• 10:45
  where
• 10:46
  we're
• 10:46
  attempting
• 10:46
  to
• 10:47
  modernize
• 10:48
  and
• 10:48
  automate
• 10:48
  their
• 10:48
  Supply
• 10:49
  chain.
• 10:49
  And
• 10:50
  one
• 10:50
  of
• 10:50
  the
• 10:50
  number
• 10:50
  one
• 10:50
  things
• 10:51
  I
• 10:51
  hear
• 10:51
  from
• 10:51
  most
• 10:52
  merchants
• 10:52
  when
• 10:53
  we
• 10:53
  roll
• 10:53
  out
• 10:53
  one
• 10:53
  of
• 10:53
  the
• 10:54
  program
• 10:54
  is
• 10:54
  the
• 10:54
  data
• 10:55
  is
• 10:55
  wrong
• 10:55
  and
• 10:55
  the
• 10:56
  metrics
• 10:56
  are
• 10:56
  wrong.
• 10:57
  My
• 10:57
  fill
• 10:57
  rates
• 10:57
  aren't
• 10:58
  that
• 10:58
  bad.
• 10:58
  They
• 10:59
  can't
• 10:59
  possibly
• 10:59
  be
• 10:59
  that
• 11:00
  bad.
• 11:00
  And
• 11:00
  then
• 11:00
  we
• 11:01
  dive
• 11:01
  into
• 11:01
  it
• 11:01
  and
• 11:01
  they're
• 11:02
  like,
• 11:02
  oh
• 11:02
  no,
• 11:02
  actually
• 11:03
  that
• 11:03
  is
• 11:03
  accurate.
• 11:04
  I
• 11:04
  forgot
• 11:04
  I
• 11:04
  did
• 11:05
  cut
• 11:05
  that
• 11:06
  order
• 11:06
  with
• 11:06
  that
• 11:06
  supplier
• 11:07
  or
• 11:07
  I
• 11:07
  forgot
• 11:08
  I
• 11:08
  did
• 11:08
  give
• 11:08
  them
• 11:08
  a
• 11:08
  two
• 11:09
  week
• 11:09
  extension.
• 11:10
  But
• 11:10
  because
• 11:11
  they're
• 11:11
  not
• 11:11
  focused
• 11:11
  on
• 11:12
  those
• 11:12
  metrics
• 11:12
  over
• 11:13
  time
• 11:13
  it
• 11:14
  just
• 11:14
  creates
• 11:15
  delays
• 11:15
  in
• 11:16
  the
• 11:16
  supply
• 11:16
  chain,
• 11:17
  it
• 11:17
  creates
• 11:17
  inaccuracies
• 11:18
  and
• 11:19
  all
• 11:19
  of
• 11:19
  that
• 11:19
  starts
• 11:19
  to
• 11:20
  compound
• 11:20
  and
• 11:20
  the
• 11:21
  ability
• 11:21
  to
• 11:21
  service
• 11:22
  the
• 11:22
  end
• 11:22
  consumer
• 11:23
  in
• 11:23
  the
• 11:24
  channels
• 11:24
  you
• 11:24
  need
• 11:24
  to.
• 11:25
  So
• 11:26
  I
• 11:26
  think
• 11:26
  some
• 11:26
  of
• 11:26
  it
• 11:26
  is
• 11:27
  just,
• 11:27
  it's
• 11:27
  a
• 11:27
  natural
• 11:28
  forcing
• 11:28
  function
• 11:29
  that's
• 11:29
  happening
• 11:29
  now
• 11:29
  amongst
• 11:30
  these
• 11:30
  organizations.
• 11:31
  But
• 11:32
  where
• 11:32
  I've
• 11:32
  seen
• 11:32
  some
• 11:33
  really
• 11:33
  start
• 11:33
  to
• 11:33
  lean
• 11:33
  in
• 11:34
  is
• 11:34
  the
• 11:34
  pinpointing
• 11:35
  around
• 11:35
  what
• 11:36
  the
• 11:36
  metrics
• 11:36
  are
• 11:36
  that
• 11:36
  we
• 11:37
  want
• 11:37
  to
• 11:37
  focus
• 11:37
  on
• 11:38
  and
• 11:38
  then
• 11:38
  driving
• 11:39
  that
• 11:39
  collaboration
• 11:40
  inside
• 11:40
  the
• 11:40
  organization.
• 11:42
  So
• 11:42
  Brandon,
• 11:43
  what
• 11:43
  is
• 11:43
  the
• 11:43
  general
• 11:44
  zeitgeist
• 11:44
  or
• 11:45
  the
• 11:45
  impetus
• 11:45
  for
• 11:46
  this
• 11:47
  kind
• 11:47
  of
• 11:47
  forcing
• 11:48
  mechanism
• 11:48
  as
• 11:48
  you
• 11:48
  described
• 11:49
  it?
• 11:50
  Is
• 11:50
  it
• 11:50
  the
• 11:50
  belief
• 11:50
  in
• 11:51
  the
• 11:51
  omnichannel
• 11:52
  view
• 11:52
  into
• 11:52
  the
• 11:53
  inventory
• 11:53
  across
• 11:54
  the
• 11:54
  digital
• 11:54
  and
• 11:55
  the
• 11:55
  bricks
• 11:55
  and
• 11:55
  mortar
• 11:56
  divide?
• 11:56
  Is
• 11:57
  it?
• 11:58
  How
• 11:58
  do
• 11:58
  you
• 11:58
  think
• 11:58
  about
• 11:59
  that?
• 12:00
  Yeah,
• 12:00
  I
• 12:00
  mean,
• 12:01
  if
• 12:01
  I
• 12:01
  understand
• 12:01
  your
• 12:02
  question
• 12:02
  correctly,
• 12:02
  Chris,
• 12:03
  I
• 12:03
  mean
• 12:04
  I
• 12:04
  think
• 12:04
  in
• 12:04
  a
• 12:04
  lot
• 12:05
  of
• 12:05
  ways
• 12:06
  supply
• 12:06
  chain
• 12:06
  used
• 12:06
  to
• 12:07
  be
• 12:07
  looked
• 12:07
  at
• 12:07
  as
• 12:07
  a
• 12:08
  cost
• 12:08
  or
• 12:09
  a
• 12:09
  minimizing
• 12:10
  cost
• 12:10
  and
• 12:10
  margin
• 12:11
  opportunity.
• 12:12
  And
• 12:12
  I
• 12:12
  think
• 12:12
  now
• 12:13
  it's
• 12:13
  being
• 12:13
  seen
• 12:13
  more
• 12:14
  as
• 12:14
  a
• 12:14
  growth
• 12:15
  opportunity
• 12:15
  or
• 12:16
  an
• 12:16
  accelerator
• 12:16
  opportunity
• 12:17
  that
• 12:18
  I,
• 12:19
  not
• 12:19
  only
• 12:19
  as
• 12:20
  a
• 12:20
  merchant
• 12:20
  am
• 12:20
  now
• 12:21
  picking
• 12:21
  my
• 12:21
  item,
• 12:22
  but
• 12:23
  if
• 12:23
  I
• 12:23
  can
• 12:23
  actually
• 12:24
  align
• 12:24
  that
• 12:24
  to
• 12:24
  our
• 12:25
  supply
• 12:25
  chain
• 12:25
  capabilities,
• 12:27
  the
• 12:27
  item
• 12:27
  is
• 12:28
  almost
• 12:28
  just
• 12:28
  as
• 12:28
  important
• 12:28
  on
• 12:29
  how
• 12:29
  I
• 12:29
  can
• 12:29
  get
• 12:29
  that
• 12:29
  item
• 12:30
  to
• 12:30
  the
• 12:30
  end
• 12:30
  consumer
• 12:30
  in
• 12:31
  the
• 12:31
  various
• 12:31
  different
• 12:31
  channels.
• 12:32
  And
• 12:32
  so
• 12:33
  they're
• 12:33
  now
• 12:33
  starting
• 12:34
  to
• 12:34
  connect
• 12:34
  that
• 12:34
  more
• 12:35
  to
• 12:35
  growth
• 12:36
  than
• 12:36
  just
• 12:37
  purely
• 12:37
  a
• 12:37
  cost
• 12:38
  in
• 12:39
  managing
• 12:39
  the
• 12:40
  cost
• 12:40
  of
• 12:40
  moving
• 12:40
  the
• 12:40
  goods
• 12:41
  from
• 12:41
  across
• 12:41
  the
• 12:41
  supply
• 12:42
  chain.
• 12:43
  Got
• 12:43
  it.
• 12:43
  So
• 12:43
  said
• 12:43
  another
• 12:44
  way
• 12:44
  merchants
• 12:44
  you
• 12:44
  believe
• 12:44
  are
• 12:45
  starting
• 12:45
  to
• 12:45
  see
• 12:45
  supply
• 12:46
  chain
• 12:46
  as
• 12:47
  a
• 12:47
  point
• 12:47
  of
• 12:47
  differentiation
• 12:48
  for
• 12:48
  their
• 12:49
  product
• 12:49
  as
• 12:49
  much
• 12:49
  as
• 12:50
  say
• 12:50
  like
• 12:50
  what
• 12:50
  the
• 12:50
  color
• 12:51
  of
• 12:51
  the
• 12:51
  shirt
• 12:51
  is,
• 12:52
  where,
• 12:52
  when
• 12:52
  you
• 12:52
  can
• 12:52
  give
• 12:53
  it
• 12:53
  to
• 12:53
  them,
• 12:53
  how
• 12:53
  you
• 12:53
  can
• 12:53
  get
• 12:53
  it
• 12:54
  to
• 12:54
  them
• 12:54
  is
• 12:54
  just
• 12:54
  as
• 12:54
  an
• 12:54
  important
• 12:55
  piece
• 12:55
  of
• 12:55
  differentiation.
• 12:56
  Yeah.
• 12:57
  In
• 12:57
  the
• 12:57
  big
• 12:58
  challenge
• 12:58
  we
• 12:58
  see,
• 12:58
  and
• 12:58
  certainly
• 12:59
  one
• 12:59
  of
• 12:59
  the
• 12:59
  areas
• 12:59
  that
• 13:00
  was
• 13:00
  very
• 13:00
  interested
• 13:00
  in
• 13:01
  Mayan
• 13:01
  joining
• 13:02
  SPS
• 13:03
  is
• 13:03
  Mayan
• 13:04
  was
• 13:04
  able
• 13:04
  to
• 13:04
  connect
• 13:04
  those
• 13:05
  dots
• 13:05
  between
• 13:05
  supply
• 13:06
  chain
• 13:06
  and
• 13:06
  merchants.
• 13:07
  But
• 13:07
  a
• 13:07
  lot
• 13:07
  of
• 13:07
  times
• 13:08
  supply
• 13:08
  chain
• 13:08
  is
• 13:09
  using
• 13:09
  terms
• 13:09
  and
• 13:10
  words
• 13:10
  like
• 13:10
  otif
• 13:11
  that
• 13:11
  a
• 13:11
  merchant's
• 13:12
  kind
• 13:12
  of
• 13:12
  like
• 13:12
  why
• 13:13
  do
• 13:13
  I
• 13:13
  care
• 13:13
  about
• 13:13
  that?
• 13:14
  And
• 13:15
  so
• 13:15
  while
• 13:16
  they
• 13:16
  are
• 13:16
  connected.
• 13:17
  It's
• 13:18
  almost
• 13:18
  like
• 13:18
  they
• 13:18
  operate
• 13:19
  in
• 13:19
  two
• 13:19
  different
• 13:19
  worlds
• 13:19
  in
• 13:20
  two
• 13:20
  different
• 13:20
  languages.
• 13:21
  And
• 13:21
  while
• 13:21
  they're
• 13:22
  attempting
• 13:22
  to
• 13:22
  maybe
• 13:23
  tackle
• 13:23
  some
• 13:23
  of
• 13:23
  the
• 13:23
  same
• 13:24
  things,
• 13:24
  they're
• 13:25
  not
• 13:25
  always
• 13:25
  able
• 13:25
  to
• 13:26
  pinpoint
• 13:26
  how
• 13:26
  those
• 13:26
  conversations
• 13:27
  come
• 13:28
  together.
• 13:28
  And
• 13:28
  so
• 13:29
  again,
• 13:30
  that's
• 13:30
  a
• 13:30
  big
• 13:30
  part
• 13:30
  of
• 13:31
  where
• 13:31
  we've
• 13:31
  seen
• 13:32
  advances
• 13:33
  there.
• 13:33
  You
• 13:33
  see
• 13:33
  more
• 13:34
  supply
• 13:34
  chain
• 13:34
  folks
• 13:35
  actually
• 13:35
  now
• 13:36
  taking
• 13:37
  on
• 13:37
  some
• 13:37
  responsibilities
• 13:38
  in
• 13:38
  merchandising
• 13:39
  in
• 13:39
  some
• 13:39
  organizations.
• 13:41
  But
• 13:42
  that's
• 13:43
  the
• 13:43
  gap
• 13:44
  that
• 13:44
  we're
• 13:44
  talking
• 13:44
  about,
• 13:45
  that
• 13:45
  minding
• 13:45
  the
• 13:45
  gap
• 13:46
  and
• 13:46
  making
• 13:46
  those
• 13:46
  connections.
• 13:47
  Yeah.
• 13:48
  So,
• 13:48
  Mayan,
• 13:48
  I'm
• 13:48
  curious
• 13:48
  then.
• 13:49
  So
• 13:49
  let's
• 13:49
  bring
• 13:49
  your
• 13:49
  side
• 13:50
  of
• 13:50
  your
• 13:51
  perspective
• 13:51
  into
• 13:51
  this
• 13:52
  discussion
• 13:52
  too.
• 13:52
  So
• 13:55
  where
• 13:55
  would
• 13:55
  you
• 13:56
  suggest
• 13:56
  the
• 13:57
  operations
• 13:57
  side
• 13:57
  of
• 13:57
  the
• 13:57
  organization
• 13:58
  to
• 13:58
  start
• 13:58
  to
• 13:59
  get
• 13:59
  the
• 14:00
  merchants
• 14:00
  on
• 14:00
  board?
• 14:00
  In
• 14:01
  a
• 14:01
  lot
• 14:01
  of
• 14:01
  ways,
• 14:01
  I
• 14:01
  think
• 14:01
  is
• 14:02
  kind
• 14:02
  of
• 14:02
  my
• 14:02
  takeaway
• 14:03
  here.
• 14:03
  I'm
• 14:03
  probably
• 14:03
  not
• 14:04
  team
• 14:04
  merchant
• 14:04
  on
• 14:04
  this
• 14:05
  at
• 14:05
  the
• 14:05
  end
• 14:05
  of
• 14:05
  the
• 14:05
  day.
• 14:05
  What's
• 14:06
  your
• 14:06
  take?
• 14:07
  So
• 14:07
  I'm
• 14:08
  going
• 14:08
  to
• 14:08
  introduce
• 14:08
  another
• 14:09
  concept
• 14:10
  Brendan
• 14:10
  was
• 14:10
  talking
• 14:11
  about,
• 14:11
  autif.
• 14:12
  I'm
• 14:12
  going
• 14:12
  to
• 14:12
  talk
• 14:13
  about
• 14:13
  snop,
• 14:14
  which
• 14:14
  stands
• 14:14
  for
• 14:14
  sales
• 14:15
  and
• 14:15
  operation
• 14:15
  planning,
• 14:16
  or
• 14:17
  the
• 14:17
  more
• 14:17
  mature
• 14:18
  ability,
• 14:19
  which
• 14:19
  is
• 14:19
  in
• 14:20
  ibp,
• 14:21
  which
• 14:22
  is
• 14:22
  integrated
• 14:23
  Business
• 14:23
  planning.
• 14:24
  And
• 14:24
  the
• 14:24
  idea
• 14:25
  is
• 14:25
  how
• 14:26
  can
• 14:26
  we
• 14:26
  as
• 14:27
  one
• 14:27
  company
• 14:28
  have
• 14:28
  one
• 14:28
  true
• 14:29
  north
• 14:29
  and
• 14:30
  collaborate,
• 14:31
  cross
• 14:31
  functionally?
• 14:32
  So
• 14:32
  this
• 14:32
  process
• 14:33
  includes
• 14:33
  five
• 14:34
  steps.
• 14:34
  The
• 14:35
  first
• 14:35
  step
• 14:35
  is
• 14:36
  discussing
• 14:36
  your
• 14:37
  product.
• 14:38
  The
• 14:38
  second
• 14:38
  step
• 14:38
  is
• 14:39
  discussing
• 14:39
  demand
• 14:40
  planning.
• 14:40
  The
• 14:41
  third
• 14:41
  is
• 14:42
  supply
• 14:42
  planning,
• 14:43
  then
• 14:43
  financial
• 14:44
  planning.
• 14:45
  And
• 14:45
  at
• 14:45
  the
• 14:45
  end
• 14:45
  you
• 14:45
  have
• 14:46
  executive
• 14:46
  review
• 14:47
  where
• 14:47
  the
• 14:47
  C
• 14:47
  suite
• 14:48
  is
• 14:48
  getting
• 14:48
  all
• 14:49
  that
• 14:49
  information.
• 14:50
  Understand
• 14:51
  where
• 14:51
  do
• 14:52
  we
• 14:52
  have
• 14:52
  gaps
• 14:53
  to
• 14:53
  achieve
• 14:53
  our
• 14:53
  financial
• 14:54
  goals?
• 14:55
  What
• 14:56
  activities
• 14:56
  do
• 14:56
  we
• 14:56
  need
• 14:57
  to
• 14:57
  do
• 14:57
  to
• 14:57
  close
• 14:57
  that
• 14:58
  gap?
• 14:58
  And
• 14:59
  now
• 14:59
  you
• 14:59
  have
• 15:00
  a
• 15:00
  true
• 15:01
  global
• 15:02
  view
• 15:03
  of
• 15:03
  your
• 15:04
  organization
• 15:05
  of
• 15:06
  what
• 15:06
  product
• 15:07
  is
• 15:08
  wanted
• 15:08
  or
• 15:09
  going
• 15:09
  to
• 15:09
  be
• 15:09
  introduced
• 15:10
  to
• 15:10
  the
• 15:10
  market.
• 15:11
  What
• 15:12
  demand
• 15:12
  do
• 15:12
  we
• 15:12
  have?
• 15:13
  Can
• 15:13
  we
• 15:13
  actually
• 15:14
  achieve
• 15:14
  that
• 15:14
  demand
• 15:15
  with
• 15:15
  supply
• 15:16
  planning?
• 15:16
  Are
• 15:17
  we
• 15:17
  under,
• 15:18
  do
• 15:18
  we
• 15:18
  have
• 15:18
  additional
• 15:19
  capacity
• 15:19
  that
• 15:19
  we
• 15:20
  can
• 15:20
  start
• 15:20
  saying,
• 15:21
  I
• 15:21
  understand
• 15:21
  the
• 15:22
  demand
• 15:22
  is
• 15:22
  X,
• 15:23
  but
• 15:23
  I'm
• 15:23
  underutilizing
• 15:25
  this
• 15:25
  place,
• 15:26
  this
• 15:26
  dc,
• 15:27
  this
• 15:27
  plant,
• 15:27
  this
• 15:28
  whatever
• 15:28
  service.
• 15:29
  Do
• 15:30
  you
• 15:30
  want
• 15:30
  to
• 15:30
  go
• 15:30
  and
• 15:30
  introduce
• 15:31
  the
• 15:31
  product
• 15:31
  to
• 15:31
  additional
• 15:32
  markets?
• 15:32
  Right
• 15:33
  now
• 15:33
  you're
• 15:33
  having
• 15:33
  those
• 15:34
  true
• 15:34
  conversations
• 15:35
  of
• 15:36
  not
• 15:36
  only
• 15:37
  let's
• 15:37
  drop
• 15:37
  it
• 15:38
  across
• 15:39
  right
• 15:39
  over
• 15:39
  the
• 15:40
  fence
• 15:40
  to
• 15:40
  the
• 15:41
  supply
• 15:41
  chain,
• 15:41
  go
• 15:41
  deal
• 15:42
  with
• 15:42
  it.
• 15:42
  It's
• 15:42
  more
• 15:43
  supply
• 15:43
  chain
• 15:44
  now
• 15:44
  coming
• 15:44
  into
• 15:44
  the
• 15:45
  conversation
• 15:45
  and
• 15:46
  saying,
• 15:46
  okay,
• 15:48
  you
• 15:48
  want
• 15:48
  this
• 15:48
  product,
• 15:49
  I
• 15:49
  understand
• 15:49
  here
• 15:50
  is
• 15:50
  the
• 15:50
  cost
• 15:50
  associated
• 15:51
  with
• 15:51
  it,
• 15:52
  or
• 15:52
  you
• 15:53
  only
• 15:53
  asking
• 15:53
  for
• 15:54
  this,
• 15:54
  but
• 15:54
  I
• 15:54
  have
• 15:54
  additional
• 15:55
  capacity.
• 15:55
  Do
• 15:55
  you
• 15:56
  want
• 15:56
  more?
• 15:57
  Those
• 15:57
  conversations
• 15:58
  don't
• 15:58
  happen
• 15:58
  as
• 15:59
  much
• 15:59
  in
• 15:59
  retail,
• 16:00
  as
• 16:00
  much
• 16:01
  as
• 16:01
  I
• 16:01
  might
• 16:01
  see
• 16:02
  more
• 16:02
  in
• 16:02
  manufacturing
• 16:03
  and
• 16:03
  distribution.
• 16:04
  I
• 16:04
  don't
• 16:04
  think
• 16:04
  SNOP
• 16:05
  and
• 16:05
  IBP
• 16:05
  has
• 16:05
  been
• 16:06
  introduced
• 16:06
  to
• 16:06
  retail
• 16:07
  and
• 16:07
  I
• 16:07
  think
• 16:07
  this
• 16:08
  is
• 16:08
  a
• 16:08
  really
• 16:08
  opportunity
• 16:10
  to
• 16:10
  break
• 16:10
  the
• 16:10
  silos
• 16:11
  and
• 16:11
  mind
• 16:11
  the
• 16:12
  gap
• 16:12
  by
• 16:12
  introducing
• 16:13
  cross
• 16:13
  functional
• 16:14
  processes.
• 16:15
  I
• 16:16
  think
• 16:16
  Mayan's
• 16:17
  getting
• 16:17
  some
• 16:17
  points
• 16:18
  on
• 16:18
  the
• 16:18
  board
• 16:18
  for
• 16:18
  team
• 16:19
  supply
• 16:19
  chain
• 16:19
  here
• 16:20
  with
• 16:20
  that
• 16:20
  answer.
• 16:21
  But
• 16:21
  Mayan,
• 16:22
  I
• 16:22
  want
• 16:22
  to
• 16:22
  dive
• 16:22
  a
• 16:23
  little
• 16:23
  bit
• 16:23
  deeper.
• 16:24
  I
• 16:24
  mean,
• 16:25
  this
• 16:25
  all
• 16:26
  makes
• 16:26
  sense,
• 16:26
  like
• 16:27
  going
• 16:27
  towards
• 16:28
  unified
• 16:30
  metrics
• 16:30
  that
• 16:31
  you're
• 16:31
  working
• 16:31
  off
• 16:31
  of.
• 16:33
  There's
• 16:33
  seems
• 16:33
  like
• 16:34
  there's
• 16:34
  a
• 16:34
  lot
• 16:34
  more
• 16:35
  on
• 16:35
  the
• 16:35
  strategy
• 16:35
  side
• 16:35
  that
• 16:36
  supply
• 16:36
  chain
• 16:36
  can
• 16:36
  be
• 16:36
  doing.
• 16:37
  But
• 16:37
  what
• 16:38
  have
• 16:38
  some
• 16:38
  of
• 16:38
  the
• 16:39
  retailers,
• 16:39
  when
• 16:39
  you're
• 16:39
  going
• 16:39
  in
• 16:40
  and
• 16:40
  doing
• 16:40
  these
• 16:40
  programs,
• 16:40
  programs
• 16:41
  like
• 16:41
  Brandon
• 16:41
  talk,
• 16:41
  Brandon
• 16:42
  was
• 16:42
  talking
• 16:42
  about,
• 16:43
  what
• 16:43
  are
• 16:43
  some
• 16:44
  of
• 16:44
  the
• 16:44
  challenges
• 16:44
  that
• 16:44
  they're
• 16:45
  facing
• 16:45
  right
• 16:45
  now
• 16:45
  that
• 16:46
  are
• 16:46
  kind
• 16:46
  of
• 16:46
  getting
• 16:47
  in
• 16:47
  the
• 16:47
  way
• 16:47
  of
• 16:47
  them
• 16:47
  being
• 16:47
  able
• 16:48
  to
• 16:48
  do
• 16:48
  this?
• 16:50
  Yeah.
• 16:50
  So
• 16:50
  as
• 16:50
  Brandon
• 16:51
  said,
• 16:51
  it's
• 16:51
  all
• 16:51
  about
• 16:52
  metrics.
• 16:52
  Right.
• 16:53
  And
• 16:53
  let's
• 16:54
  think
• 16:54
  again
• 16:55
  about
• 16:55
  the
• 16:55
  gap
• 16:55
  between
• 16:56
  the
• 16:56
  two.
• 16:56
  When
• 16:56
  we
• 16:57
  think
• 16:57
  about
• 16:57
  the
• 16:57
  cmo,
• 16:58
  they
• 16:58
  think
• 16:58
  about
• 16:59
  revenue.
• 16:59
  Right.
• 17:00
  They're
• 17:00
  much
• 17:00
  more
• 17:00
  on
• 17:00
  the
• 17:00
  sales
• 17:01
  side.
• 17:01
  When
• 17:02
  we
• 17:02
  think
• 17:02
  about
• 17:03
  the
• 17:03
  chief
• 17:03
  supply
• 17:03
  chain
• 17:04
  officer,
• 17:04
  they're
• 17:05
  much
• 17:05
  more
• 17:05
  on
• 17:06
  cash
• 17:06
  conversion
• 17:07
  cycles
• 17:07
  and
• 17:08
  finding
• 17:09
  ways
• 17:09
  to
• 17:10
  do
• 17:10
  as
• 17:11
  much
• 17:11
  saving
• 17:11
  as
• 17:12
  possible.
• 17:12
  So
• 17:13
  now
• 17:13
  you
• 17:13
  have
• 17:13
  two
• 17:13
  conflicting
• 17:15
  KPIs,
• 17:16
  right?
• 17:16
  That
• 17:17
  each
• 17:17
  department
• 17:17
  is
• 17:18
  following
• 17:18
  a
• 17:18
  different
• 17:18
  path.
• 17:19
  Yep.
• 17:20
  Now
• 17:21
  let's
• 17:21
  say
• 17:22
  we
• 17:22
  have
• 17:22
  those
• 17:23
  two.
• 17:23
  Supplier
• 17:24
  scorecarding
• 17:25
  or
• 17:26
  metrics,
• 17:27
  if
• 17:28
  both
• 17:28
  organizations
• 17:29
  pick
• 17:30
  both
• 17:30
  of
• 17:30
  those
• 17:31
  metrics
• 17:32
  and
• 17:32
  understand.
• 17:33
  Okay,
• 17:34
  so
• 17:35
  I
• 17:35
  now
• 17:36
  understand
• 17:36
  why
• 17:36
  you're
• 17:36
  talking
• 17:37
  about
• 17:37
  cash
• 17:37
  conversion
• 17:38
  cycle,
• 17:38
  because
• 17:39
  you
• 17:40
  are,
• 17:40
  you
• 17:41
  are
• 17:42
  accountable
• 17:43
  for
• 17:43
  day
• 17:44
  sales
• 17:44
  and
• 17:44
  you
• 17:45
  are
• 17:45
  accountable
• 17:46
  for
• 17:46
  inventory
• 17:47
  on
• 17:48
  hand
• 17:48
  and
• 17:48
  you
• 17:48
  are
• 17:48
  accounted
• 17:50
  for
• 17:51
  days
• 17:51
  payment
• 17:52
  outstanding,
• 17:53
  which
• 17:53
  are
• 17:53
  the
• 17:53
  components
• 17:54
  of
• 17:54
  the
• 17:54
  cash
• 17:54
  conversion
• 17:55
  cycle.
• 17:56
  And
• 17:56
  then
• 17:56
  the
• 17:56
  merchant
• 17:57
  understand
• 17:58
  how
• 17:59
  cash
• 17:59
  is
• 18:00
  so
• 18:00
  important
• 18:00
  for
• 18:01
  the
• 18:01
  business
• 18:02
  to
• 18:03
  enable
• 18:03
  that
• 18:04
  growth
• 18:05
  and
• 18:05
  enable
• 18:06
  additional
• 18:08
  opportunities
• 18:08
  of
• 18:09
  profit
• 18:09
  and
• 18:09
  revenue.
• 18:10
  So
• 18:11
  to
• 18:11
  me,
• 18:11
  talking
• 18:12
  about
• 18:12
  supplier
• 18:13
  scorecarding,
• 18:14
  understanding
• 18:14
  what
• 18:14
  are
• 18:14
  those
• 18:15
  metrics,
• 18:15
  what
• 18:16
  are
• 18:16
  those
• 18:16
  targets
• 18:17
  and
• 18:17
  how
• 18:17
  can
• 18:18
  the
• 18:18
  business
• 18:19
  can
• 18:19
  become
• 18:21
  that
• 18:21
  target
• 18:22
  points
• 18:22
  that
• 18:22
  they
• 18:22
  want
• 18:23
  to
• 18:23
  grow
• 18:23
  into.
• 18:24
  That's
• 18:24
  how
• 18:25
  we
• 18:25
  can
• 18:25
  enable
• 18:26
  them.
• 18:27
  And
• 18:28
  Brandon,
• 18:28
  how
• 18:29
  do
• 18:29
  you
• 18:29
  think
• 18:29
  about
• 18:29
  this
• 18:29
  from
• 18:29
  the
• 18:30
  merchandising
• 18:30
  side
• 18:31
  here?
• 18:31
  Like
• 18:31
  where.
• 18:32
  What
• 18:33
  potential
• 18:34
  roadblocks
• 18:35
  have
• 18:35
  there
• 18:35
  been?
• 18:36
  Or
• 18:36
  you
• 18:36
  know,
• 18:37
  as,
• 18:37
  as
• 18:37
  someone
• 18:38
  who's
• 18:38
  been
• 18:38
  in
• 18:38
  merchandising
• 18:39
  for
• 18:39
  as
• 18:39
  long
• 18:39
  as
• 18:39
  you
• 18:39
  have,
• 18:40
  like,
• 18:41
  it
• 18:41
  seems
• 18:42
  like
• 18:42
  there's
• 18:42
  a
• 18:42
  solution
• 18:43
  out
• 18:43
  here,
• 18:43
  but
• 18:43
  what's
• 18:44
  getting
• 18:44
  in
• 18:44
  the
• 18:44
  way?
• 18:46
  Yeah,
• 18:46
  I
• 18:46
  mean,
• 18:47
  part
• 18:47
  of
• 18:47
  me
• 18:47
  is
• 18:49
  I've
• 18:49
  been
• 18:50
  pretty
• 18:50
  amazed
• 18:51
  at
• 18:51
  the
• 18:51
  lack
• 18:51
  of
• 18:52
  internal
• 18:52
  reporting
• 18:53
  that
• 18:53
  exists
• 18:54
  that
• 18:54
  can
• 18:54
  connect
• 18:55
  sort
• 18:56
  of
• 18:56
  the
• 18:56
  supply
• 18:56
  chain
• 18:57
  performance
• 18:58
  to
• 18:58
  the
• 18:58
  merchants
• 18:59
  performance
• 19:00
  from
• 19:00
  a
• 19:00
  sales
• 19:01
  and
• 19:01
  margin
• 19:02
  standpoint.
• 19:03
  And
• 19:03
  I
• 19:03
  think
• 19:04
  merchants
• 19:05
  see
• 19:06
  a
• 19:06
  lot
• 19:06
  of
• 19:06
  data
• 19:07
  and
• 19:07
  a
• 19:07
  lot
• 19:07
  of
• 19:07
  analysis.
• 19:08
  I
• 19:08
  mean,
• 19:08
  you're
• 19:08
  getting
• 19:08
  a
• 19:08
  lot
• 19:09
  thrown
• 19:09
  at
• 19:09
  you,
• 19:09
  from
• 19:10
  suppliers
• 19:11
  to
• 19:12
  market
• 19:12
  share
• 19:12
  analysis
• 19:13
  to
• 19:15
  marketing
• 19:16
  analysis.
• 19:17
  And
• 19:17
  then
• 19:17
  all
• 19:18
  of
• 19:18
  a
• 19:18
  sudden
• 19:18
  you
• 19:18
  start
• 19:18
  to
• 19:18
  hear
• 19:19
  these
• 19:19
  supply
• 19:19
  chain
• 19:19
  metrics
• 19:20
  that
• 19:20
  you
• 19:20
  need
• 19:20
  to
• 19:20
  care
• 19:21
  about.
• 19:21
  And
• 19:22
  it's
• 19:23
  some
• 19:23
  of
• 19:23
  the
• 19:23
  consistency
• 19:24
  to
• 19:24
  demonstrate
• 19:25
  to
• 19:25
  me,
• 19:25
  okay,
• 19:25
  if
• 19:26
  we're
• 19:26
  going
• 19:26
  to
• 19:26
  sign
• 19:26
  up
• 19:26
  for
• 19:27
  this
• 19:27
  new
• 19:27
  metric,
• 19:28
  help
• 19:28
  me
• 19:29
  see
• 19:29
  how
• 19:29
  that's
• 19:29
  changing
• 19:30
  over
• 19:30
  time
• 19:31
  and
• 19:31
  then
• 19:31
  help
• 19:31
  me
• 19:31
  make
• 19:32
  that
• 19:32
  connection
• 19:32
  to
• 19:32
  what
• 19:33
  that's
• 19:33
  doing
• 19:33
  to
• 19:33
  drive
• 19:34
  growth
• 19:34
  in
• 19:35
  sales,
• 19:35
  in
• 19:35
  margin
• 19:36
  or
• 19:36
  market
• 19:37
  share
• 19:37
  for
• 19:37
  me
• 19:38
  and
• 19:38
  starting
• 19:38
  to
• 19:38
  make
• 19:38
  those
• 19:39
  connections.
• 19:40
  And
• 19:40
  that's
• 19:41
  where
• 19:41
  I
• 19:41
  will
• 19:41
  come
• 19:41
  to
• 19:41
  the
• 19:42
  defense
• 19:42
  of
• 19:42
  the
• 19:42
  merchants.
• 19:43
  Like
• 19:43
  it's
• 19:43
  not
• 19:43
  because
• 19:44
  they're
• 19:44
  ignorant
• 19:44
  or
• 19:45
  idiots.
• 19:45
  Like
• 19:46
  they
• 19:46
  do
• 19:46
  want
• 19:46
  to
• 19:47
  drive
• 19:47
  this,
• 19:47
  but
• 19:48
  I
• 19:48
  have
• 19:48
  so
• 19:48
  many
• 19:48
  different
• 19:49
  ways
• 19:49
  in
• 19:49
  which
• 19:49
  I
• 19:49
  can
• 19:50
  pull
• 19:50
  the
• 19:50
  levers.
• 19:51
  Why
• 19:51
  is
• 19:51
  this
• 19:51
  the
• 19:51
  one
• 19:52
  I
• 19:52
  should
• 19:52
  prioritize?
• 19:53
  And
• 19:53
  that's
• 19:53
  where
• 19:54
  I
• 19:54
  hold
• 19:54
  some
• 19:54
  of
• 19:54
  the
• 19:54
  supply
• 19:54
  chain
• 19:55
  folks
• 19:55
  accountable
• 19:56
  to.
• 19:56
  Don't
• 19:56
  throw
• 19:57
  a
• 19:57
  bunch
• 19:57
  of
• 19:57
  metrics
• 19:57
  and
• 19:58
  measurements
• 19:58
  at
• 19:58
  me
• 19:58
  that
• 19:58
  I
• 19:59
  don't
• 19:59
  understand.
• 20:00
  Connect
• 20:00
  that
• 20:00
  back
• 20:00
  to
• 20:01
  the
• 20:01
  thing
• 20:01
  I
• 20:01
  care
• 20:01
  about.
• 20:02
  And
• 20:02
  I
• 20:02
  will,
• 20:03
  and
• 20:03
  I
• 20:03
  will
• 20:03
  drive
• 20:04
  that.
• 20:05
  But
• 20:06
  that
• 20:06
  consistency
• 20:06
  in
• 20:07
  being
• 20:07
  able
• 20:07
  to
• 20:07
  do
• 20:08
  that
• 20:08
  is
• 20:08
  where
• 20:09
  I
• 20:09
  see
• 20:09
  some
• 20:09
  of
• 20:09
  the
• 20:09
  gap
• 20:09
  in
• 20:10
  these
• 20:10
  organizations.
• 20:11
  And
• 20:12
  I
• 20:12
  mean,
• 20:12
  that's
• 20:12
  a
• 20:12
  real
• 20:13
  challenge.
• 20:13
  They're
• 20:13
  operating
• 20:14
  in
• 20:14
  different
• 20:14
  systems
• 20:15
  sometimes,
• 20:17
  you
• 20:17
  know,
• 20:17
  that
• 20:17
  can
• 20:18
  create
• 20:18
  some
• 20:18
  challenges
• 20:18
  to
• 20:19
  being
• 20:19
  able
• 20:19
  to
• 20:19
  do
• 20:19
  that.
• 20:20
  But
• 20:21
  that
• 20:21
  is
• 20:21
  where
• 20:21
  I
• 20:21
  will
• 20:21
  come
• 20:22
  to
• 20:22
  the
• 20:22
  defense
• 20:22
  of
• 20:22
  the
• 20:22
  merchants.
• 20:23
  They
• 20:23
  typically
• 20:24
  tend
• 20:24
  to
• 20:24
  be
• 20:24
  rational.
• 20:24
  If
• 20:25
  you
• 20:25
  show
• 20:25
  them
• 20:25
  something
• 20:26
  that
• 20:26
  says
• 20:26
  how
• 20:26
  it
• 20:27
  can
• 20:27
  improve
• 20:27
  their
• 20:27
  performance,
• 20:29
  you
• 20:29
  know,
• 20:30
  they'll,
• 20:30
  they'll
• 20:30
  do
• 20:31
  it,
• 20:31
  they'll
• 20:31
  lean
• 20:31
  into
• 20:31
  it,
• 20:32
  but
• 20:32
  you
• 20:32
  got
• 20:32
  to
• 20:32
  be
• 20:32
  able
• 20:32
  to
• 20:32
  show
• 20:32
  it
• 20:33
  to
• 20:33
  them.
• 20:34
  Oh
• 20:34
  yeah,
• 20:35
  that's
• 20:35
  great.
• 20:36
  So,
• 20:36
  so,
• 20:36
  so
• 20:36
  basically
• 20:37
  what
• 20:37
  you're
• 20:37
  saying,
• 20:37
  it's
• 20:37
  a
• 20:37
  leadership
• 20:38
  and
• 20:38
  a
• 20:38
  management,
• 20:39
  you
• 20:39
  know,
• 20:39
  issue
• 20:39
  here
• 20:40
  in
• 20:40
  a
• 20:40
  lot
• 20:40
  of
• 20:40
  ways
• 20:40
  too,
• 20:41
  between
• 20:41
  the,
• 20:42
  or
• 20:43
  the,
• 20:43
  across
• 20:43
  the
• 20:43
  junction
• 20:44
  between
• 20:44
  supply
• 20:44
  chain
• 20:45
  and
• 20:45
  merchandising
• 20:46
  leadership
• 20:46
  and
• 20:46
  their
• 20:47
  management
• 20:47
  tactics.
• 20:48
  So.
• 20:48
  But
• 20:48
  Brent,
• 20:48
  I
• 20:49
  want
• 20:49
  to
• 20:49
  put
• 20:49
  your
• 20:49
  feet
• 20:49
  to
• 20:49
  the
• 20:49
  fire
• 20:49
  a
• 20:50
  little
• 20:50
  bit,
• 20:51
  you
• 20:51
  know.
• 20:51
  And
• 20:51
  by
• 20:51
  the
• 20:52
  way,
• 20:52
  I
• 20:52
  question
• 20:52
  whether
• 20:53
  anyone
• 20:53
  ever
• 20:53
  needs
• 20:53
  to
• 20:53
  come
• 20:54
  to
• 20:54
  the
• 20:54
  defense
• 20:54
  of
• 20:54
  the
• 20:54
  merchants
• 20:55
  given
• 20:55
  their
• 20:55
  traditional
• 20:56
  roles
• 20:56
  inside
• 20:56
  an
• 20:56
  organization.
• 20:57
  But
• 20:58
  with
• 20:58
  that
• 20:59
  said,
• 20:59
  I
• 20:59
  want
• 20:59
  to
• 20:59
  put
• 20:59
  your
• 20:59
  feet
• 21:00
  to
• 21:00
  the
• 21:00
  fire
• 21:00
  here
• 21:00
  because
• 21:00
  what
• 21:01
  you
• 21:01
  both
• 21:01
  are
• 21:01
  talking
• 21:01
  about,
• 21:03
  I
• 21:03
  think
• 21:03
  anyone
• 21:03
  watching
• 21:04
  here
• 21:04
  and
• 21:05
  for
• 21:05
  those
• 21:05
  watching
• 21:06
  live,
• 21:06
  let
• 21:06
  me
• 21:06
  know
• 21:06
  if
• 21:07
  you
• 21:07
  agree.
• 21:07
  But
• 21:08
  I
• 21:08
  think
• 21:08
  generally
• 21:08
  people
• 21:09
  are
• 21:09
  probably
• 21:09
  buying
• 21:10
  into
• 21:10
  what
• 21:10
  you're
• 21:10
  saying,
• 21:10
  that
• 21:11
  we
• 21:11
  need
• 21:11
  more
• 21:11
  alignment
• 21:12
  across
• 21:12
  metrics
• 21:13
  and
• 21:13
  communication
• 21:14
  and
• 21:14
  strategies
• 21:15
  between
• 21:15
  the
• 21:15
  two
• 21:15
  orgs.
• 21:16
  But
• 21:16
  how
• 21:16
  do
• 21:16
  you
• 21:17
  actually
• 21:17
  do
• 21:17
  it?
• 21:18
  So,
• 21:18
  Brandon,
• 21:19
  what
• 21:19
  have
• 21:19
  you
• 21:19
  seen
• 21:20
  that's
• 21:20
  crucial
• 21:20
  for
• 21:21
  success
• 21:21
  to
• 21:21
  get
• 21:22
  this
• 21:22
  implemented?
• 21:25
  Yeah,
• 21:25
  I
• 21:25
  mean,
• 21:26
  I
• 21:26
  would
• 21:27
  say
• 21:27
  A
• 21:27
  lot
• 21:27
  of
• 21:27
  it
• 21:27
  starts
• 21:28
  with
• 21:28
  a
• 21:28
  focus.
• 21:29
  There's
• 21:30
  so
• 21:30
  many
• 21:30
  different
• 21:30
  areas
• 21:31
  you
• 21:31
  could
• 21:31
  go
• 21:31
  and
• 21:31
  tackle.
• 21:33
  When
• 21:33
  you
• 21:33
  talk
• 21:34
  supply
• 21:34
  chain
• 21:34
  and
• 21:34
  supply
• 21:35
  chain
• 21:35
  performance,
• 21:36
  I
• 21:36
  mean,
• 21:37
  it
• 21:37
  can
• 21:38
  almost
• 21:38
  be,
• 21:42
  it
• 21:42
  can
• 21:42
  be
• 21:42
  paralyzing
• 21:43
  a
• 21:43
  bit
• 21:44
  when
• 21:44
  you
• 21:44
  look
• 21:44
  at
• 21:44
  all
• 21:44
  the
• 21:44
  different
• 21:45
  areas
• 21:45
  you
• 21:45
  can
• 21:45
  touch.
• 21:46
  And
• 21:47
  I
• 21:47
  do
• 21:47
  think
• 21:48
  really
• 21:49
  where
• 21:49
  I've
• 21:49
  seen
• 21:50
  organizations
• 21:50
  start
• 21:51
  to
• 21:51
  be
• 21:51
  able
• 21:51
  to
• 21:51
  accelerate
• 21:52
  some
• 21:52
  change
• 21:52
  here
• 21:53
  is
• 21:53
  really
• 21:53
  looking
• 21:54
  at
• 21:54
  the
• 21:54
  interaction
• 21:55
  between
• 21:55
  them
• 21:55
  and
• 21:55
  their
• 21:55
  suppliers
• 21:56
  and
• 21:57
  those
• 21:57
  points
• 21:57
  of
• 21:57
  interaction
• 21:58
  they
• 21:58
  have
• 21:58
  with
• 21:59
  their
• 21:59
  suppliers
• 21:59
  and
• 22:00
  kind
• 22:00
  of
• 22:00
  saying,
• 22:00
  where
• 22:01
  is
• 22:01
  it
• 22:02
  that
• 22:02
  we
• 22:02
  have
• 22:02
  some
• 22:03
  disruption
• 22:04
  in
• 22:04
  the
• 22:04
  way
• 22:04
  in
• 22:05
  which
• 22:05
  we
• 22:05
  work
• 22:05
  across
• 22:06
  our
• 22:06
  supply
• 22:06
  chain
• 22:07
  and
• 22:07
  how
• 22:07
  we
• 22:07
  connect
• 22:07
  with
• 22:08
  suppliers?
• 22:08
  Is
• 22:09
  that
• 22:09
  on
• 22:09
  our
• 22:09
  receiving
• 22:10
  process?
• 22:10
  Is
• 22:11
  that
• 22:11
  on
• 22:11
  our
• 22:11
  ordering
• 22:12
  process?
• 22:12
  Could
• 22:13
  it
• 22:13
  be
• 22:13
  even
• 22:13
  further
• 22:13
  upstream
• 22:14
  on
• 22:14
  like,
• 22:14
  are
• 22:14
  we
• 22:15
  poor
• 22:15
  at
• 22:15
  our
• 22:15
  planning
• 22:16
  process
• 22:17
  or
• 22:17
  suppliers
• 22:17
  don't
• 22:17
  even
• 22:18
  know
• 22:18
  what
• 22:18
  we're
• 22:18
  bringing?
• 22:19
  Where
• 22:19
  is
• 22:19
  it
• 22:20
  that
• 22:20
  we're
• 22:20
  struggling
• 22:21
  a
• 22:21
  bit
• 22:21
  here
• 22:22
  and
• 22:22
  pick
• 22:22
  off
• 22:22
  one
• 22:23
  of
• 22:23
  those
• 22:23
  key
• 22:23
  points
• 22:24
  and
• 22:24
  then
• 22:25
  start
• 22:25
  to
• 22:25
  hone
• 22:25
  in
• 22:25
  on,
• 22:26
  well,
• 22:26
  okay,
• 22:27
  how
• 22:27
  have
• 22:27
  we
• 22:27
  set
• 22:27
  the
• 22:28
  expectations
• 22:28
  with
• 22:29
  our
• 22:29
  suppliers?
• 22:30
  Have
• 22:30
  we
• 22:30
  set
• 22:30
  the
• 22:30
  appropriate
• 22:31
  expectations
• 22:31
  internally
• 22:32
  and
• 22:32
  being
• 22:33
  able
• 22:33
  to
• 22:33
  look
• 22:33
  at
• 22:33
  that
• 22:34
  analysis
• 22:34
  across
• 22:35
  their
• 22:36
  industry
• 22:36
  and
• 22:36
  market
• 22:37
  to
• 22:37
  say,
• 22:37
  hey,
• 22:38
  you
• 22:39
  know,
• 22:39
  we're,
• 22:39
  we're
• 22:40
  operating
• 22:40
  with
• 22:40
  two
• 22:41
  week
• 22:41
  lead
• 22:41
  times
• 22:41
  on
• 22:42
  most
• 22:42
  of
• 22:42
  our
• 22:42
  orders,
• 22:43
  where
• 22:43
  the
• 22:43
  reality
• 22:44
  is
• 22:44
  most
• 22:44
  of
• 22:44
  our
• 22:45
  competitors
• 22:45
  are
• 22:45
  planning
• 22:46
  four
• 22:46
  weeks
• 22:47
  out
• 22:47
  or
• 22:47
  six
• 22:48
  weeks
• 22:48
  out
• 22:48
  and
• 22:48
  maybe
• 22:48
  that's
• 22:49
  part
• 22:49
  of
• 22:49
  where
• 22:49
  the
• 22:49
  pain
• 22:50
  is
• 22:50
  with
• 22:50
  us
• 22:50
  and
• 22:51
  the
• 22:51
  suppliers.
• 22:51
  So
• 22:52
  it's
• 22:52
  kind
• 22:53
  of
• 22:53
  taking
• 22:53
  a
• 22:53
  look
• 22:53
  at
• 22:53
  those
• 22:54
  connection
• 22:54
  points
• 22:54
  into
• 22:54
  the
• 22:55
  suppliers,
• 22:55
  seeing
• 22:56
  where
• 22:56
  those
• 22:56
  biggest
• 22:57
  areas
• 22:57
  of
• 22:58
  pain
• 22:58
  are,
• 22:58
  focusing
• 22:59
  in
• 22:59
  on
• 22:59
  one
• 22:59
  or
• 22:59
  two
• 22:59
  of
• 23:00
  those
• 23:00
  and
• 23:00
  then
• 23:02
  looking
• 23:02
  at
• 23:02
  it
• 23:02
  through
• 23:02
  the
• 23:02
  lens
• 23:03
  of
• 23:03
  have
• 23:03
  I
• 23:03
  been
• 23:03
  clear
• 23:04
  internally
• 23:04
  around
• 23:04
  what
• 23:05
  our
• 23:05
  expectations
• 23:05
  are
• 23:06
  and
• 23:06
  are
• 23:06
  those
• 23:06
  consistent
• 23:07
  and
• 23:07
  then
• 23:07
  have
• 23:08
  I
• 23:08
  communicated
• 23:08
  that
• 23:08
  out
• 23:09
  to
• 23:09
  the
• 23:09
  supplier
• 23:10
  and
• 23:10
  then
• 23:10
  I
• 23:10
  can
• 23:11
  start
• 23:11
  to
• 23:11
  drive
• 23:11
  the
• 23:12
  performance
• 23:12
  improvement
• 23:13
  in
• 23:13
  those
• 23:14
  areas.
• 23:14
  But
• 23:14
  when
• 23:15
  we
• 23:15
  see
• 23:15
  organizations
• 23:16
  try
• 23:16
  to
• 23:16
  go
• 23:16
  too
• 23:16
  broad
• 23:17
  and
• 23:17
  too
• 23:17
  fast
• 23:18
  all
• 23:18
  at
• 23:18
  once,
• 23:19
  you
• 23:19
  lose
• 23:19
  focus.
• 23:21
  And
• 23:21
  when
• 23:22
  I
• 23:22
  see
• 23:22
  it
• 23:23
  only
• 23:23
  internally,
• 23:24
  but
• 23:24
  it
• 23:25
  not
• 23:25
  necessarily
• 23:25
  incorporate
• 23:26
  how
• 23:26
  the
• 23:26
  suppliers
• 23:27
  are
• 23:27
  going
• 23:27
  to
• 23:27
  need
• 23:27
  to
• 23:27
  operate,
• 23:28
  you
• 23:28
  also
• 23:29
  see
• 23:29
  it
• 23:29
  fail.
• 23:30
  That's
• 23:30
  a
• 23:30
  great
• 23:30
  point.
• 23:31
  Especially
• 23:31
  because
• 23:31
  in
• 23:31
  supply
• 23:31
  chain
• 23:32
  you
• 23:32
  can
• 23:32
  almost
• 23:32
  measure
• 23:33
  anything
• 23:33
  too,
• 23:34
  right?
• 23:34
  Like
• 23:34
  you
• 23:34
  can,
• 23:35
  you
• 23:35
  can
• 23:35
  almost
• 23:35
  overload
• 23:35
  yourself
• 23:36
  with
• 23:36
  data
• 23:36
  if
• 23:36
  you're
• 23:36
  not
• 23:36
  careful.
• 23:37
  I'm
• 23:37
  curious,
• 23:37
  so
• 23:37
  Brandon,
• 23:38
  in
• 23:38
  your,
• 23:39
  in
• 23:39
  your
• 23:39
  history
• 23:40
  or
• 23:40
  in
• 23:40
  your
• 23:40
  experience,
• 23:41
  which
• 23:41
  is
• 23:41
  pretty
• 23:41
  extensive
• 23:42
  at
• 23:42
  this
• 23:42
  point,
• 23:43
  is
• 23:43
  are
• 23:43
  there
• 23:44
  any
• 23:44
  like
• 23:44
  one
• 23:45
  or
• 23:45
  two
• 23:45
  or
• 23:45
  three
• 23:46
  key
• 23:46
  metrics
• 23:47
  that
• 23:47
  you
• 23:47
  would
• 23:47
  tell
• 23:47
  people?
• 23:48
  Yeah,
• 23:48
  if
• 23:48
  you
• 23:48
  probably
• 23:48
  focus
• 23:49
  on
• 23:49
  this,
• 23:49
  it's
• 23:49
  probably
• 23:50
  going
• 23:50
  to
• 23:50
  help
• 23:50
  you.
• 23:50
  Particularly
• 23:51
  if
• 23:51
  you're
• 23:51
  starting
• 23:51
  from
• 23:51
  ground
• 23:52
  zero
• 23:52
  in
• 23:52
  this
• 23:52
  conversation.
• 23:53
  Yeah,
• 23:54
  well,
• 23:54
  it
• 23:55
  is
• 23:55
  that
• 23:55
  on
• 23:55
  time
• 23:55
  info
• 23:56
  that
• 23:56
  One
• 23:58
  and
• 23:58
  I
• 24:02
  got
• 24:02
  an.
• 24:02
  OTIF
• 24:03
  in
• 24:03
  my
• 24:03
  back.
• 24:04
  Actually.
• 24:06
  I
• 24:07
  did
• 24:07
  not
• 24:07
  realize
• 24:07
  I
• 24:07
  was
• 24:08
  breaking
• 24:08
  that
• 24:08
  term
• 24:08
  out.
• 24:09
  I've
• 24:09
  just
• 24:09
  become
• 24:11
  immersed
• 24:12
  in
• 24:12
  supply
• 24:13
  chain
• 24:13
  that
• 24:13
  it
• 24:13
  just
• 24:14
  has
• 24:14
  become
• 24:14
  a
• 24:15
  natural
• 24:15
  for
• 24:15
  me.
• 24:16
  But
• 24:16
  no,
• 24:16
  that
• 24:17
  on
• 24:17
  time
• 24:17
  and
• 24:17
  full,
• 24:18
  there's
• 24:18
  so
• 24:18
  many
• 24:18
  things
• 24:19
  that
• 24:19
  stem
• 24:19
  from
• 24:19
  that
• 24:20
  and
• 24:20
  levers
• 24:20
  you.
• 24:21
  If
• 24:22
  I
• 24:22
  know
• 24:22
  my
• 24:22
  suppliers
• 24:23
  are
• 24:23
  consistently
• 24:24
  shipping
• 24:24
  me
• 24:24
  on
• 24:24
  time,
• 24:25
  then
• 24:25
  I
• 24:25
  might
• 24:25
  be
• 24:26
  able
• 24:26
  to
• 24:26
  start
• 24:26
  to
• 24:26
  work
• 24:26
  with
• 24:26
  my
• 24:27
  ship
• 24:27
  windows
• 24:27
  with
• 24:27
  them
• 24:28
  am
• 24:29
  I
• 24:29
  ordering
• 24:29
  two
• 24:30
  weeks
• 24:30
  in
• 24:30
  advance?
• 24:30
  But
• 24:30
  they're
• 24:31
  always
• 24:31
  shipping
• 24:31
  me
• 24:31
  on
• 24:31
  time.
• 24:32
  Can
• 24:32
  I
• 24:32
  maybe
• 24:32
  talk
• 24:33
  to
• 24:33
  them
• 24:33
  about
• 24:33
  could
• 24:33
  we
• 24:33
  do
• 24:34
  that
• 24:34
  a
• 24:34
  week
• 24:34
  in
• 24:34
  advance
• 24:35
  and
• 24:35
  still
• 24:35
  see
• 24:35
  that
• 24:36
  that
• 24:36
  allows
• 24:36
  me
• 24:36
  to
• 24:37
  be
• 24:37
  more
• 24:37
  flexible
• 24:38
  in
• 24:38
  how
• 24:38
  I'm
• 24:39
  responding
• 24:40
  to
• 24:40
  sales
• 24:41
  performance,
• 24:42
  things
• 24:42
  like
• 24:44
  is
• 24:44
  it
• 24:44
  coming
• 24:44
  in
• 24:45
  full?
• 24:45
  And
• 24:45
  if
• 24:46
  they're
• 24:46
  shipping
• 24:46
  me
• 24:46
  50%
• 24:47
  of
• 24:47
  my
• 24:47
  product
• 24:48
  every
• 24:48
  time,
• 24:48
  and
• 24:48
  I
• 24:49
  don't
• 24:49
  know
• 24:49
  that
• 24:50
  until
• 24:50
  it
• 24:50
  comes
• 24:50
  into
• 24:51
  my
• 24:51
  distribution
• 24:51
  center.
• 24:52
  Well,
• 24:52
  I'm
• 24:53
  sitting
• 24:53
  on
• 24:53
  expecting
• 24:54
  this
• 24:54
  inventory
• 24:55
  to
• 24:55
  come
• 24:55
  in
• 24:55
  and
• 24:55
  I'm
• 24:55
  likely
• 24:56
  not
• 24:56
  buying
• 24:56
  replan
• 24:57
  or
• 24:58
  I
• 24:58
  haven't
• 24:58
  invested
• 24:59
  in
• 24:59
  some
• 24:59
  other
• 24:59
  product.
• 25:00
  And
• 25:00
  so
• 25:01
  it's
• 25:01
  pretty
• 25:01
  basic
• 25:02
  when
• 25:02
  you
• 25:02
  get
• 25:03
  there.
• 25:03
  But
• 25:04
  that
• 25:04
  metric,
• 25:04
  you
• 25:05
  can
• 25:05
  do
• 25:05
  so
• 25:05
  much
• 25:06
  when
• 25:06
  you're
• 25:07
  able
• 25:07
  to
• 25:07
  drive
• 25:07
  that
• 25:08
  up.
• 25:09
  And
• 25:10
  again,
• 25:10
  Chris,
• 25:10
  this
• 25:10
  is
• 25:10
  where
• 25:11
  I've
• 25:11
  said
• 25:11
  when
• 25:12
  we've
• 25:12
  started
• 25:12
  to
• 25:12
  measure
• 25:13
  this
• 25:13
  with
• 25:13
  organizations,
• 25:14
  they're
• 25:14
  shocked
• 25:15
  at
• 25:15
  the
• 25:16
  current
• 25:16
  state
• 25:16
  of
• 25:16
  what
• 25:17
  that
• 25:17
  looks
• 25:17
  like.
• 25:17
  They're
• 25:17
  just
• 25:18
  especially
• 25:18
  merchants,
• 25:19
  they
• 25:20
  constantly
• 25:20
  will
• 25:20
  say
• 25:20
  that's
• 25:21
  wrong.
• 25:21
  And
• 25:21
  it's
• 25:22
  like,
• 25:22
  no,
• 25:22
  you
• 25:22
  actually
• 25:22
  exempted
• 25:23
  that
• 25:23
  supplier
• 25:24
  and
• 25:24
  you
• 25:25
  didn't
• 25:25
  even
• 25:25
  realize
• 25:26
  how
• 25:26
  much
• 25:26
  that
• 25:26
  would
• 25:27
  impact
• 25:27
  the
• 25:28
  downstream
• 25:29
  supply
• 25:29
  chain.
• 25:30
  So
• 25:30
  OTIF
• 25:31
  is
• 25:31
  probably
• 25:32
  the
• 25:32
  one
• 25:32
  that
• 25:33
  it
• 25:33
  incorporates
• 25:33
  a
• 25:33
  couple
• 25:34
  of
• 25:34
  things.
• 25:34
  It's
• 25:34
  the
• 25:34
  on
• 25:35
  time
• 25:35
  and
• 25:35
  it's
• 25:36
  the
• 25:36
  in
• 25:36
  full.
• 25:36
  And
• 25:37
  if
• 25:37
  you
• 25:37
  can
• 25:38
  create
• 25:39
  better
• 25:39
  performance
• 25:40
  in
• 25:40
  those
• 25:40
  two,
• 25:41
  there's
• 25:41
  so
• 25:41
  much
• 25:41
  you
• 25:41
  can
• 25:41
  do
• 25:42
  in
• 25:42
  pulling
• 25:42
  down
• 25:42
  inventory
• 25:43
  levels,
• 25:44
  cutting
• 25:44
  down
• 25:45
  some
• 25:45
  lead
• 25:45
  times
• 25:47
  and
• 25:47
  improving
• 25:48
  the
• 25:48
  throughput
• 25:49
  when
• 25:49
  you
• 25:49
  do
• 25:49
  receive
• 25:50
  it,
• 25:50
  you're
• 25:50
  able
• 25:50
  to
• 25:50
  now
• 25:51
  not
• 25:51
  sit
• 25:51
  on
• 25:52
  inventory
• 25:52
  that
• 25:52
  you
• 25:52
  didn't
• 25:52
  know
• 25:53
  was
• 25:53
  coming
• 25:53
  and
• 25:54
  now
• 25:54
  all
• 25:54
  of
• 25:54
  a
• 25:54
  sudden
• 25:54
  you're
• 25:54
  moving
• 25:55
  it
• 25:55
  through
• 25:55
  your
• 25:55
  DCs
• 25:56
  or
• 25:56
  your
• 25:56
  backrooms
• 25:56
  or
• 25:56
  your
• 25:57
  stores
• 25:57
  much
• 25:57
  faster.
• 25:58
  Got
• 25:59
  it.
• 25:59
  So
• 25:59
  OTIF
• 26:00
  is
• 26:00
  the
• 26:00
  acronym
• 26:00
  of
• 26:00
  the
• 26:01
  day
• 26:01
  then
• 26:01
  I
• 26:01
  guess
• 26:02
  that's
• 26:02
  my
• 26:02
  big
• 26:03
  takeaway
• 26:03
  from
• 26:03
  this
• 26:04
  webinar.
• 26:04
  And
• 26:04
  it
• 26:05
  brings
• 26:05
  up
• 26:05
  the
• 26:05
  point
• 26:05
  too
• 26:05
  about
• 26:06
  including
• 26:06
  the
• 26:06
  suppliers
• 26:07
  in
• 26:07
  that
• 26:07
  conversation
• 26:08
  as
• 26:08
  well.
• 26:08
  If
• 26:08
  you
• 26:09
  don't
• 26:09
  do
• 26:09
  that,
• 26:09
  you're
• 26:09
  going
• 26:09
  to
• 26:10
  miss
• 26:10
  out
• 26:10
  on
• 26:10
  the
• 26:10
  importance
• 26:11
  of
• 26:11
  this
• 26:11
  metric
• 26:12
  aligning
• 26:12
  your
• 26:12
  organization
• 26:13
  as
• 26:13
  well.
• 26:13
  So,
• 26:13
  Mayan,
• 26:14
  I'm
• 26:14
  curious
• 26:14
  any
• 26:15
  color
• 26:15
  you
• 26:15
  would
• 26:15
  add
• 26:15
  to
• 26:16
  this
• 26:16
  discussion,
• 26:16
  any
• 26:17
  additional
• 26:17
  metrics
• 26:17
  you
• 26:17
  would
• 26:18
  add
• 26:18
  into
• 26:18
  the
• 26:18
  mix?
• 26:19
  Yeah,
• 26:20
  Team
• 26:20
  supply
• 26:21
  Chain.
• 26:21
  Let's
• 26:21
  hear
• 26:21
  what
• 26:22
  you
• 26:22
  have
• 26:22
  to
• 26:22
  say
• 26:22
  Mayan.
• 26:24
  So
• 26:24
  for
• 26:25
  me
• 26:25
  again,
• 26:25
  OTIF
• 26:26
  is
• 26:26
  something
• 26:26
  that
• 26:27
  I've
• 26:27
  implemented
• 26:28
  in
• 26:28
  any
• 26:28
  organization
• 26:29
  I
• 26:29
  joined.
• 26:30
  It's
• 26:30
  my
• 26:30
  first
• 26:31
  step
• 26:31
  to
• 26:31
  understand
• 26:32
  what
• 26:33
  should
• 26:33
  be
• 26:33
  my
• 26:33
  action
• 26:33
  plan.
• 26:34
  Because
• 26:34
  you
• 26:35
  start
• 26:35
  with
• 26:35
  a
• 26:35
  number
• 26:36
  and
• 26:36
  you
• 26:36
  say
• 26:36
  okay,
• 26:37
  is
• 26:37
  this
• 26:37
  number
• 26:37
  good
• 26:38
  or
• 26:38
  bad?
• 26:38
  And
• 26:39
  then
• 26:39
  you
• 26:39
  say
• 26:39
  okay,
• 26:39
  what
• 26:39
  number
• 26:40
  do
• 26:40
  I
• 26:40
  want
• 26:40
  to
• 26:40
  get
• 26:40
  you
• 26:41
  and
• 26:41
  what
• 26:41
  is
• 26:41
  my
• 26:42
  five
• 26:42
  year
• 26:42
  plan?
• 26:43
  And
• 26:43
  then
• 26:43
  you
• 26:43
  go
• 26:43
  to
• 26:43
  okay.
• 26:44
  So
• 26:44
  if
• 26:44
  today
• 26:44
  let's
• 26:45
  say
• 26:45
  I'm
• 26:45
  on
• 26:45
  80
• 26:46
  and
• 26:46
  in
• 26:46
  five
• 26:46
  years
• 26:47
  I
• 26:47
  want
• 26:47
  to
• 26:47
  get
• 26:47
  to
• 26:47
  98
• 26:48
  because
• 26:48
  you
• 26:48
  can
• 26:48
  get
• 26:49
  100.
• 26:49
  100
• 26:49
  means
• 26:50
  infinity
• 26:51
  of
• 26:51
  inventory.
• 26:53
  If
• 26:53
  you
• 26:53
  want
• 26:53
  to
• 26:54
  close
• 26:54
  that
• 26:54
  gap,
• 26:55
  what
• 26:55
  actions
• 26:55
  do
• 26:55
  you
• 26:55
  need
• 26:56
  to
• 26:56
  take?
• 26:56
  Do
• 26:56
  you
• 26:56
  need
• 26:56
  to
• 26:57
  increase
• 26:57
  your
• 26:57
  forecast
• 26:58
  accuracy?
• 26:59
  Do
• 26:59
  you
• 26:59
  need
• 26:59
  to
• 27:00
  increase
• 27:00
  your
• 27:00
  supplier
• 27:01
  on
• 27:01
  time?
• 27:02
  Do
• 27:02
  you
• 27:02
  need
• 27:03
  to
• 27:03
  increase
• 27:04
  your
• 27:04
  output
• 27:05
  from
• 27:05
  your
• 27:06
  DCs?
• 27:07
  And
• 27:07
  I
• 27:07
  can
• 27:08
  give
• 27:08
  so
• 27:08
  many
• 27:08
  examples
• 27:09
  as
• 27:09
  a
• 27:09
  customer
• 27:10
  where
• 27:12
  I've
• 27:13
  ordered
• 27:13
  five
• 27:13
  packs
• 27:14
  of
• 27:14
  batteries.
• 27:15
  I
• 27:15
  got
• 27:16
  five
• 27:17
  boxes
• 27:18
  in
• 27:18
  separate
• 27:19
  days
• 27:19
  of
• 27:20
  batteries.
• 27:20
  Me
• 27:21
  as
• 27:21
  a
• 27:21
  customer
• 27:22
  receiving
• 27:22
  five
• 27:22
  boxes
• 27:24
  is
• 27:24
  just
• 27:24
  a
• 27:25
  waste,
• 27:25
  right?
• 27:26
  But
• 27:27
  the
• 27:31
  retail
• 27:31
  that
• 27:31
  sent
• 27:32
  it
• 27:32
  to
• 27:32
  me
• 27:33
  wanted
• 27:33
  to
• 27:33
  get
• 27:33
  me
• 27:33
  the
• 27:34
  product
• 27:34
  as
• 27:34
  fast
• 27:34
  as
• 27:35
  possible.
• 27:35
  Now
• 27:36
  again
• 27:36
  you
• 27:36
  go
• 27:36
  into
• 27:37
  a
• 27:38
  very
• 27:38
  different
• 27:38
  conversation
• 27:39
  of
• 27:40
  what
• 27:40
  is
• 27:41
  the
• 27:41
  in
• 27:41
  full
• 27:41
  that
• 27:41
  the
• 27:42
  customer
• 27:42
  is
• 27:42
  actually
• 27:43
  looking
• 27:43
  for
• 27:43
  is
• 27:44
  in
• 27:44
  full
• 27:44
  for
• 27:45
  them
• 27:45
  as
• 27:45
  soon
• 27:45
  as
• 27:46
  possible
• 27:46
  or
• 27:46
  in
• 27:47
  full
• 27:47
  for
• 27:47
  them
• 27:48
  is
• 27:48
  packaged
• 27:49
  together.
• 27:49
  When
• 27:50
  you
• 27:50
  have
• 27:50
  everything
• 27:50
  available
• 27:51
  for
• 27:51
  me,
• 27:51
  then
• 27:52
  ship
• 27:52
  it.
• 27:53
  There's
• 27:53
  so
• 27:53
  much
• 27:54
  detail.
• 27:54
  You
• 27:54
  can
• 27:55
  go
• 27:55
  in
• 27:55
  it.
• 27:56
  Now
• 27:57
  Otif
• 27:57
  is
• 27:58
  really
• 27:58
  great.
• 27:58
  But
• 27:59
  how
• 27:59
  I
• 27:59
  can
• 27:59
  also
• 28:00
  connect
• 28:00
  between
• 28:01
  the
• 28:01
  merchant
• 28:02
  and
• 28:02
  supply
• 28:03
  chain
• 28:03
  is
• 28:03
  the
• 28:03
  cash
• 28:04
  conversion
• 28:04
  cycle.
• 28:05
  Because
• 28:05
  the
• 28:05
  merchant
• 28:06
  is
• 28:06
  really
• 28:09
  key
• 28:10
  to
• 28:10
  the
• 28:12
  sales
• 28:12
  outstanding
• 28:13
  and
• 28:14
  the
• 28:14
  payment
• 28:14
  outstanding
• 28:15
  right.
• 28:15
  In
• 28:15
  their
• 28:16
  relationship.
• 28:16
  And
• 28:17
  then
• 28:17
  when
• 28:17
  you
• 28:18
  talk
• 28:18
  about
• 28:18
  supply
• 28:18
  chain,
• 28:19
  it's
• 28:19
  inventory
• 28:20
  outstanding,
• 28:20
  right?
• 28:21
  So
• 28:21
  now
• 28:21
  you
• 28:22
  have
• 28:22
  those
• 28:23
  financial
• 28:23
  KPIs
• 28:24
  that
• 28:25
  you
• 28:25
  can
• 28:25
  use
• 28:26
  together
• 28:27
  as
• 28:27
  two
• 28:28
  organization
• 28:29
  discussing
• 28:30
  with
• 28:30
  finance
• 28:31
  and
• 28:31
  with
• 28:31
  the
• 28:32
  CEO
• 28:32
  to
• 28:33
  say
• 28:33
  here
• 28:33
  is
• 28:34
  how
• 28:34
  we
• 28:34
  as
• 28:34
  an
• 28:34
  organization
• 28:36
  better
• 28:37
  manage
• 28:37
  our
• 28:38
  cash
• 28:39
  and
• 28:40
  capital,
• 28:41
  right?
• 28:43
  Yeah,
• 28:43
  it
• 28:43
  sounds
• 28:43
  like
• 28:44
  everybody's
• 28:44
  benefiting
• 28:45
  from
• 28:45
  that.
• 28:46
  If
• 28:46
  you
• 28:46
  can
• 28:46
  do
• 28:46
  what
• 28:47
  you
• 28:47
  and
• 28:47
  Brandon
• 28:47
  are
• 28:47
  talking
• 28:48
  about
• 28:48
  Mayan,
• 28:48
  which
• 28:49
  is
• 28:49
  work
• 28:49
  off
• 28:50
  a
• 28:50
  similar
• 28:52
  metrics
• 28:52
  or
• 28:53
  at
• 28:53
  least
• 28:53
  use
• 28:54
  goals
• 28:54
  like
• 28:54
  OTIF
• 28:55
  to
• 28:55
  start
• 28:55
  out
• 28:55
  with,
• 28:56
  to
• 28:56
  get
• 28:56
  on
• 28:56
  the
• 28:57
  same
• 28:57
  page
• 28:57
  and
• 28:58
  then
• 28:58
  to
• 28:58
  start
• 28:58
  to
• 28:58
  look
• 28:59
  at
• 28:59
  how
• 28:59
  you
• 29:00
  combine
• 29:01
  really
• 29:01
  like
• 29:02
  your
• 29:02
  KPIs
• 29:03
  or
• 29:03
  what's
• 29:04
  driving
• 29:05
  the
• 29:05
  growth
• 29:05
  of
• 29:05
  the
• 29:06
  business
• 29:06
  in
• 29:07
  merchandising
• 29:07
  and
• 29:08
  in
• 29:08
  supply
• 29:08
  chain.
• 29:10
  I
• 29:10
  also
• 29:10
  like
• 29:10
  the
• 29:11
  customer
• 29:11
  perspective
• 29:12
  and
• 29:12
  I'm
• 29:12
  curious
• 29:12
  Mayan,
• 29:13
  like
• 29:13
  you
• 29:13
  mentioned,
• 29:14
  you
• 29:14
  know,
• 29:14
  as
• 29:15
  a
• 29:15
  customer,
• 29:15
  do
• 29:15
  I
• 29:15
  want
• 29:16
  to
• 29:16
  get
• 29:16
  five
• 29:16
  individual
• 29:17
  boxes
• 29:17
  or
• 29:18
  one
• 29:18
  box
• 29:18
  with
• 29:18
  five?
• 29:19
  Do
• 29:19
  you
• 29:20
  find
• 29:20
  that
• 29:20
  there's
• 29:21
  interest
• 29:21
  on
• 29:21
  the
• 29:22
  retailer
• 29:22
  side
• 29:23
  now
• 29:23
  to
• 29:23
  have
• 29:24
  visibility
• 29:25
  because
• 29:25
  it's
• 29:26
  yes,
• 29:26
  less
• 29:27
  money
• 29:27
  for
• 29:27
  me
• 29:27
  as
• 29:28
  a
• 29:28
  retailer
• 29:28
  to
• 29:28
  ship
• 29:28
  this
• 29:29
  product
• 29:29
  but
• 29:29
  also
• 29:30
  my
• 29:30
  consumers
• 29:31
  expectations
• 29:31
  are
• 29:31
  changing
• 29:32
  as
• 29:32
  to,
• 29:33
  you
• 29:33
  know,
• 29:34
  what's
• 29:34
  the
• 29:34
  more
• 29:35
  sustainable
• 29:35
  option
• 29:36
  or
• 29:36
  you
• 29:36
  know,
• 29:36
  what's
• 29:37
  happening.
• 29:37
  Like
• 29:37
  is
• 29:38
  that
• 29:38
  playing
• 29:38
  into
• 29:39
  some
• 29:39
  of
• 29:39
  the
• 29:39
  retailers
• 29:40
  investments
• 29:41
  in
• 29:41
  some
• 29:41
  of
• 29:41
  these,
• 29:42
  these
• 29:43
  strategies?
• 29:45
  Absolutely.
• 29:46
  And
• 29:46
  you'll
• 29:46
  hear
• 29:46
  the
• 29:47
  subject
• 29:47
  of
• 29:47
  sustainable
• 29:48
  supply
• 29:49
  chain
• 29:49
  coming
• 29:49
  up
• 29:50
  a
• 29:50
  lot.
• 29:50
  Right.
• 29:50
  And
• 29:51
  it's
• 29:51
  part
• 29:51
  of
• 29:51
  it
• 29:52
  as
• 29:52
  well
• 29:52
  is
• 29:53
  not
• 29:53
  only
• 29:54
  thinking
• 29:54
  how
• 29:55
  you
• 29:55
  within
• 29:55
  your
• 29:56
  organization
• 29:57
  is
• 29:58
  managing
• 29:59
  those
• 29:59
  expectations,
• 30:00
  but
• 30:00
  what
• 30:01
  is
• 30:01
  the
• 30:01
  supplier
• 30:02
  expectation
• 30:02
  and
• 30:03
  what
• 30:03
  is
• 30:03
  the
• 30:03
  customer
• 30:04
  expect?
• 30:05
  I
• 30:05
  can
• 30:05
  switch
• 30:06
  that
• 30:06
  battery
• 30:07
  example
• 30:07
  to
• 30:08
  say
• 30:08
  okay,
• 30:08
  the
• 30:08
  supplier
• 30:09
  now
• 30:09
  shipped
• 30:09
  me
• 30:10
  five
• 30:10
  boxes
• 30:11
  of
• 30:11
  those
• 30:12
  batteries.
• 30:12
  I
• 30:12
  need
• 30:13
  to
• 30:13
  open
• 30:13
  five
• 30:14
  boxes,
• 30:14
  I
• 30:14
  need
• 30:15
  to
• 30:15
  put
• 30:15
  them
• 30:15
  on
• 30:15
  the
• 30:16
  shelf,
• 30:16
  I
• 30:16
  need
• 30:17
  to
• 30:17
  do
• 30:18
  all
• 30:18
  those
• 30:18
  activities
• 30:19
  five
• 30:19
  times
• 30:19
  instead
• 30:20
  of
• 30:20
  I
• 30:20
  got
• 30:21
  one
• 30:21
  box
• 30:21
  with
• 30:21
  consolidated
• 30:24
  material,
• 30:24
  for
• 30:25
  example.
• 30:25
  So
• 30:26
  any
• 30:26
  example
• 30:27
  that
• 30:27
  I
• 30:27
  give
• 30:27
  on
• 30:28
  the
• 30:28
  customer
• 30:28
  side,
• 30:29
  you
• 30:29
  can
• 30:29
  flip
• 30:29
  it
• 30:29
  on
• 30:30
  the
• 30:30
  supplier
• 30:30
  side
• 30:31
  because
• 30:31
  at
• 30:31
  the
• 30:31
  end
• 30:31
  of
• 30:32
  the
• 30:32
  day
• 30:32
  the
• 30:32
  retailer
• 30:33
  becomes
• 30:35
  the
• 30:35
  customer
• 30:35
  of
• 30:36
  the.
• 30:37
  Right.
• 30:38
  Great
• 30:38
  point.
• 30:38
  Right,
• 30:39
  Right.
• 30:40
  Oh
• 30:41
  well,
• 30:41
  I
• 30:42
  want
• 30:42
  to,
• 30:42
  I
• 30:42
  want
• 30:42
  to
• 30:42
  kind
• 30:43
  of
• 30:43
  start
• 30:43
  to
• 30:44
  close
• 30:44
  out
• 30:44
  the
• 30:44
  conversation
• 30:45
  with
• 30:46
  planning
• 30:46
  ahead
• 30:46
  for
• 30:47
  next
• 30:47
  year.
• 30:48
  The
• 30:49
  teams
• 30:49
  listening
• 30:49
  to
• 30:50
  this
• 30:50
  on
• 30:50
  this
• 30:50
  live
• 30:51
  event
• 30:51
  today
• 30:52
  are
• 30:52
  deep
• 30:53
  in
• 30:53
  the
• 30:53
  throes
• 30:53
  of
• 30:53
  kind
• 30:54
  of
• 30:54
  getting
• 30:54
  ready
• 30:54
  for
• 30:54
  2025.
• 30:55
  So
• 30:56
  Brandon,
• 30:57
  I'd
• 30:57
  love
• 30:57
  to
• 30:57
  go
• 30:57
  to
• 30:57
  you
• 30:58
  first.
• 30:58
  Like
• 30:58
  what's
• 30:58
  your
• 30:59
  advice
• 30:59
  for
• 30:59
  them
• 31:00
  as
• 31:00
  they
• 31:00
  kick
• 31:00
  off
• 31:01
  some
• 31:01
  of
• 31:01
  these
• 31:01
  initiatives
• 31:02
  that
• 31:02
  we've
• 31:02
  talked
• 31:03
  about
• 31:03
  today
• 31:03
  or
• 31:04
  try
• 31:04
  to
• 31:05
  kind
• 31:05
  of
• 31:05
  merge
• 31:06
  the
• 31:06
  gap
• 31:07
  between,
• 31:07
  bridge
• 31:07
  the
• 31:07
  gap
• 31:08
  between
• 31:09
  their
• 31:09
  supply
• 31:09
  chain
• 31:09
  and
• 31:09
  merchandising
• 31:10
  teams?
• 31:11
  Yeah,
• 31:12
  I,
• 31:12
  I
• 31:13
  think,
• 31:13
  I
• 31:14
  mean
• 31:14
  I'll
• 31:14
  give
• 31:14
  a
• 31:14
  couple,
• 31:15
  a
• 31:15
  couple
• 31:15
  of
• 31:15
  thoughts
• 31:16
  there.
• 31:16
  So
• 31:16
  first
• 31:16
  off,
• 31:18
  I
• 31:18
  would
• 31:18
  challenge
• 31:19
  people
• 31:19
  to,
• 31:19
  on
• 31:19
  this,
• 31:20
  this
• 31:20
  term
• 31:20
  that
• 31:20
  we
• 31:21
  brought
• 31:21
  up,
• 31:21
  which
• 31:21
  is
• 31:21
  the
• 31:21
  term
• 31:22
  of
• 31:22
  the
• 31:22
  day
• 31:22
  apparently
• 31:22
  otiv,
• 31:24
  if
• 31:24
  you
• 31:24
  don't
• 31:25
  know
• 31:25
  how
• 31:26
  your
• 31:26
  suppliers
• 31:27
  are
• 31:27
  shipping
• 31:27
  you
• 31:27
  from
• 31:27
  an
• 31:28
  on
• 31:28
  time
• 31:28
  perspective,
• 31:29
  why
• 31:30
  not?
• 31:31
  I
• 31:31
  would
• 31:32
  challenge
• 31:32
  you
• 31:32
  on
• 31:32
  why
• 31:33
  don't
• 31:33
  you
• 31:33
  care
• 31:33
  about
• 31:34
  that?
• 31:35
  And
• 31:35
  if
• 31:35
  you
• 31:36
  are
• 31:36
  looking
• 31:36
  at
• 31:36
  that,
• 31:37
  have
• 31:37
  you
• 31:37
  set
• 31:38
  a
• 31:38
  goal
• 31:38
  towards
• 31:38
  what
• 31:39
  good
• 31:39
  should
• 31:39
  be
• 31:40
  and
• 31:40
  how
• 31:40
  did
• 31:40
  you
• 31:40
  arrive
• 31:41
  at
• 31:41
  what
• 31:41
  that
• 31:41
  goal
• 31:42
  of
• 31:42
  good
• 31:42
  should
• 31:43
  be?
• 31:43
  And
• 31:43
  have
• 31:43
  you
• 31:44
  communicated
• 31:44
  that
• 31:44
  to
• 31:45
  your
• 31:45
  suppliers?
• 31:45
  And
• 31:45
  then
• 31:45
  you
• 31:46
  look
• 31:46
  at
• 31:46
  the
• 31:46
  and
• 31:47
  in
• 31:47
  full
• 31:48
  and
• 31:48
  are
• 31:49
  they
• 31:49
  actually
• 31:49
  shipping
• 31:49
  meaningful?
• 31:50
  And
• 31:50
  again,
• 31:50
  if
• 31:50
  you're
• 31:51
  not
• 31:51
  measuring
• 31:51
  that,
• 31:51
  why
• 31:52
  not?
• 31:53
  And
• 31:53
  what
• 31:54
  does
• 31:54
  good
• 31:54
  look
• 31:55
  like?
• 31:56
  Because
• 31:56
  the
• 31:57
  OTIF
• 31:57
  concept
• 31:58
  brings
• 31:58
  those
• 31:59
  things
• 31:59
  together
• 32:00
  and
• 32:00
  it
• 32:00
  kind
• 32:00
  of
• 32:01
  creates
• 32:01
  that
• 32:01
  perfect
• 32:01
  marriage
• 32:02
  of
• 32:02
  it.
• 32:02
  But
• 32:02
  it
• 32:03
  starts
• 32:03
  with
• 32:03
  if
• 32:03
  you're
• 32:03
  not
• 32:04
  measuring
• 32:04
  it,
• 32:04
  why
• 32:04
  not?
• 32:05
  Even
• 32:06
  if
• 32:06
  you
• 32:06
  are,
• 32:06
  what
• 32:07
  does
• 32:07
  good
• 32:07
  look
• 32:07
  like
• 32:08
  and
• 32:08
  how
• 32:08
  are
• 32:08
  you
• 32:08
  communicating
• 32:09
  that
• 32:09
  out
• 32:10
  to
• 32:11
  other
• 32:11
  parties
• 32:11
  in
• 32:12
  your
• 32:12
  organization
• 32:12
  as
• 32:13
  well
• 32:13
  as
• 32:13
  your
• 32:13
  suppliers?
• 32:14
  Around
• 32:15
  what
• 32:15
  the
• 32:15
  expectations
• 32:16
  are.
• 32:16
  The
• 32:16
  other
• 32:17
  thing
• 32:17
  is
• 32:17
  if
• 32:17
  OTIF
• 32:18
  in
• 32:18
  that
• 32:18
  measurement
• 32:19
  piece
• 32:19
  feels
• 32:19
  too
• 32:20
  big
• 32:20
  as
• 32:20
  you're
• 32:21
  thinking
• 32:21
  about
• 32:21
  planning
• 32:22
  for
• 32:22
  next
• 32:22
  year,
• 32:24
  this
• 32:24
  might
• 32:24
  be
• 32:24
  the
• 32:24
  kumbaya
• 32:25
  of
• 32:25
  mine
• 32:26
  and
• 32:26
  I
• 32:26
  coming
• 32:26
  together,
• 32:26
  but
• 32:27
  it
• 32:27
  does,
• 32:28
  in
• 32:28
  my
• 32:28
  opinion
• 32:29
  the
• 32:29
  merchant
• 32:30
  team
• 32:30
  should
• 32:30
  sit
• 32:30
  there
• 32:30
  and
• 32:31
  it's
• 32:31
  some
• 32:31
  level
• 32:31
  of
• 32:31
  leadership.
• 32:32
  Sitting
• 32:32
  down
• 32:32
  with
• 32:32
  the
• 32:33
  supply
• 32:33
  chain
• 32:33
  team
• 32:33
  and
• 32:34
  saying
• 32:34
  to
• 32:34
  the
• 32:35
  supply
• 32:35
  chain
• 32:35
  group,
• 32:36
  what
• 32:36
  is
• 32:36
  the
• 32:36
  biggest
• 32:36
  disruption
• 32:37
  that
• 32:37
  goes
• 32:37
  on
• 32:37
  in
• 32:38
  the
• 32:38
  supply
• 32:38
  chain
• 32:38
  today
• 32:39
  that
• 32:39
  doesn't
• 32:39
  allow
• 32:40
  that
• 32:40
  keeps
• 32:40
  you
• 32:41
  from
• 32:41
  moving
• 32:41
  the
• 32:41
  goods
• 32:42
  through
• 32:42
  the
• 32:42
  supply
• 32:42
  chain
• 32:42
  as
• 32:43
  fast
• 32:43
  as
• 32:43
  possible.
• 32:44
  Just
• 32:44
  start
• 32:44
  with
• 32:44
  that
• 32:45
  question
• 32:45
  and
• 32:46
  then
• 32:46
  from
• 32:46
  there
• 32:46
  you
• 32:46
  can
• 32:47
  start
• 32:47
  to
• 32:47
  figure
• 32:47
  out,
• 32:48
  okay,
• 32:48
  what's
• 32:49
  my
• 32:49
  role
• 32:49
  in
• 32:50
  that?
• 32:50
  Oftentimes
• 32:51
  merchants
• 32:51
  don't
• 32:51
  even
• 32:52
  realize
• 32:52
  they
• 32:52
  play
• 32:52
  a
• 32:53
  role
• 32:53
  in
• 32:53
  what
• 32:54
  that
• 32:54
  disruption
• 32:55
  is.
• 32:56
  And
• 32:56
  then
• 32:56
  you
• 32:56
  can
• 32:57
  start
• 32:57
  to
• 32:57
  take
• 32:57
  that
• 32:57
  one
• 32:58
  big
• 32:58
  thing
• 32:59
  and
• 32:59
  start
• 32:59
  to
• 32:59
  unpack
• 33:00
  it
• 33:00
  and
• 33:00
  look
• 33:00
  at
• 33:00
  that.
• 33:01
  So
• 33:02
  and
• 33:02
  on
• 33:02
  the
• 33:03
  supply
• 33:03
  chain
• 33:03
  side,
• 33:05
  they
• 33:05
  need
• 33:05
  to
• 33:06
  be
• 33:06
  invested
• 33:06
  in
• 33:07
  what
• 33:07
  the
• 33:07
  merchant
• 33:08
  strategy
• 33:08
  is.
• 33:09
  What
• 33:09
  are
• 33:09
  the
• 33:09
  big
• 33:09
  categories
• 33:10
  you're
• 33:10
  going
• 33:10
  after?
• 33:11
  What
• 33:11
  are
• 33:11
  the
• 33:11
  channels?
• 33:12
  Am
• 33:12
  I
• 33:12
  set
• 33:12
  up
• 33:12
  for
• 33:13
  success
• 33:13
  to
• 33:13
  do
• 33:13
  that
• 33:14
  now?
• 33:14
  The
• 33:14
  best
• 33:14
  organizations
• 33:15
  are
• 33:15
  likely
• 33:16
  having
• 33:16
  that
• 33:16
  planning
• 33:17
  conversation
• 33:17
  at
• 33:17
  a
• 33:17
  high
• 33:18
  level.
• 33:18
  But
• 33:19
  I
• 33:19
  do
• 33:19
  think
• 33:19
  just
• 33:19
  even
• 33:19
  that
• 33:20
  intimate
• 33:21
  let's
• 33:21
  sit
• 33:22
  down
• 33:22
  and
• 33:22
  talk
• 33:22
  about
• 33:22
  it
• 33:25
  is
• 33:25
  critical
• 33:25
  for
• 33:25
  both
• 33:26
  parties.
• 33:27
  I
• 33:27
  mean
• 33:27
  Brandon,
• 33:28
  I
• 33:28
  think
• 33:28
  what
• 33:28
  you
• 33:28
  need
• 33:28
  to
• 33:29
  do
• 33:29
  is
• 33:29
  at
• 33:29
  NRF
• 33:30
  start
• 33:30
  handing
• 33:31
  out
• 33:31
  T
• 33:31
  shirts
• 33:32
  from
• 33:32
  SPSS
• 33:33
  booth
• 33:33
  that
• 33:33
  say
• 33:33
  your
• 33:34
  otif
• 33:34
  is
• 33:35
  off
• 33:35
  and
• 33:36
  you
• 33:37
  like
• 33:37
  we
• 33:37
  can
• 33:37
  help
• 33:37
  you
• 33:38
  find
• 33:38
  it
• 33:38
  and
• 33:38
  then
• 33:38
  they
• 33:39
  can
• 33:39
  wear
• 33:39
  that
• 33:39
  when
• 33:39
  they
• 33:40
  get
• 33:40
  back
• 33:40
  to
• 33:41
  their
• 33:41
  offices
• 33:41
  after
• 33:41
  NRF
• 33:42
  and
• 33:42
  then
• 33:42
  they
• 33:42
  can
• 33:43
  start
• 33:43
  that
• 33:43
  conversation.
• 33:45
  I'm
• 33:46
  more
• 33:46
  of
• 33:46
  a
• 33:46
  quarters
• 33:47
  guy
• 33:48
  and.
• 33:48
  But
• 33:49
  you
• 33:50
  know
• 33:50
  what
• 33:52
  Squeezy
• 33:52
  ball,
• 33:53
  you
• 33:53
  know,
• 33:53
  whatever.
• 33:53
  Yeah,
• 33:54
  yeah.
• 33:54
  Why
• 33:55
  would
• 33:55
  I
• 33:55
  say
• 33:55
  T
• 33:56
  shirt
• 33:57
  quarter
• 33:57
  zips
• 33:57
  are
• 33:58
  truly
• 33:58
  making
• 33:58
  a
• 33:59
  Comeback.
• 33:59
  It's
• 34:00
  the
• 34:00
  90s
• 34:00
  reboot.
• 34:01
  Brandon.
• 34:02
  Of
• 34:02
  course,
• 34:03
  of
• 34:03
  course.
• 34:03
  Quarter
• 34:04
  zips.
• 34:04
  Mayan,
• 34:05
  what
• 34:05
  would
• 34:05
  your
• 34:06
  advice
• 34:06
  be
• 34:07
  for
• 34:07
  the
• 34:07
  listeners
• 34:08
  here
• 34:08
  as
• 34:08
  we
• 34:08
  wrap
• 34:09
  up?
• 34:10
  So
• 34:10
  I
• 34:10
  would
• 34:11
  just
• 34:11
  repeat
• 34:11
  what
• 34:12
  Brandon
• 34:12
  said.
• 34:13
  Just
• 34:14
  meet
• 34:14
  together,
• 34:15
  cross
• 34:15
  functionally
• 34:16
  align
• 34:17
  on
• 34:17
  one
• 34:17
  true
• 34:18
  north.
• 34:18
  What
• 34:18
  is
• 34:19
  the
• 34:19
  metric
• 34:19
  that
• 34:20
  cross
• 34:20
  functionally
• 34:21
  will
• 34:21
  move
• 34:21
  us
• 34:22
  forward
• 34:23
  and
• 34:23
  then
• 34:24
  set
• 34:24
  up
• 34:25
  action
• 34:25
  plan
• 34:25
  toward
• 34:26
  it.
• 34:27
  We
• 34:27
  are
• 34:27
  recommending
• 34:27
  is
• 34:28
  otif
• 34:28
  and
• 34:28
  if
• 34:28
  it
• 34:29
  is,
• 34:29
  then
• 34:30
  understand
• 34:30
  what
• 34:31
  each
• 34:31
  of
• 34:31
  those
• 34:31
  department
• 34:32
  needs
• 34:32
  to
• 34:32
  do.
• 34:32
  Right.
• 34:33
  It's
• 34:33
  not
• 34:33
  let's
• 34:33
  set
• 34:33
  up
• 34:34
  OTIF
• 34:34
  and
• 34:34
  our
• 34:34
  supply
• 34:35
  chain
• 34:35
  need
• 34:35
  to
• 34:35
  go
• 34:35
  and
• 34:35
  do
• 34:35
  all
• 34:36
  the
• 34:36
  work.
• 34:36
  It's
• 34:37
  how
• 34:37
  do
• 34:37
  we
• 34:37
  educate
• 34:38
  both
• 34:38
  sides
• 34:39
  and
• 34:39
  assign
• 34:40
  activities
• 34:41
  for
• 34:41
  both
• 34:41
  sides
• 34:42
  to
• 34:42
  improve
• 34:42
  so
• 34:43
  we
• 34:43
  can
• 34:43
  continuously
• 34:44
  improve
• 34:44
  as
• 34:45
  an
• 34:45
  organization
• 34:46
  and
• 34:46
  achieve
• 34:46
  the
• 34:47
  growth
• 34:47
  that
• 34:47
  we
• 34:47
  set
• 34:48
  up.
• 34:49
  Yeah,
• 34:49
  I
• 34:49
  think
• 34:49
  that's
• 34:50
  a
• 34:50
  great
• 34:50
  point
• 34:50
  to
• 34:50
  close
• 34:50
  on
• 34:51
  the
• 34:51
  way
• 34:51
  I'D
• 34:51
  sum
• 34:51
  up
• 34:51
  what
• 34:51
  you
• 34:51
  guys
• 34:52
  both
• 34:52
  just
• 34:52
  said,
• 34:52
  too,
• 34:52
  is
• 34:53
  like,
• 34:53
  the
• 34:53
  first
• 34:53
  step
• 34:53
  is,
• 34:54
  you
• 34:54
  know,
• 34:54
  what
• 34:55
  is
• 34:55
  good,
• 34:55
  right?
• 34:55
  You
• 34:56
  got
• 34:56
  to
• 34:56
  define
• 34:56
  what
• 34:56
  good
• 34:56
  is.
• 34:57
  And
• 34:57
  then
• 34:57
  the
• 34:57
  next
• 34:57
  question,
• 34:58
  which
• 34:58
  I
• 34:58
  think
• 34:58
  is
• 34:58
  interesting
• 34:58
  too,
• 34:59
  is
• 34:59
  how
• 34:59
  good
• 35:00
  is
• 35:00
  your
• 35:00
  good?
• 35:00
  Which
• 35:00
  is
• 35:00
  a
• 35:00
  phrase
• 35:01
  that
• 35:01
  we
• 35:01
  love
• 35:01
  at
• 35:01
  Omnitalk,
• 35:02
  like,
• 35:02
  how
• 35:02
  good
• 35:02
  is
• 35:02
  your
• 35:03
  actual
• 35:03
  good?
• 35:03
  And
• 35:04
  that's
• 35:04
  the
• 35:04
  point
• 35:04
  of
• 35:05
  defining,
• 35:06
  you
• 35:06
  know,
• 35:06
  what
• 35:06
  you
• 35:07
  want
• 35:07
  that
• 35:07
  metric
• 35:07
  ultimately
• 35:08
  to
• 35:08
  be,
• 35:09
  you
• 35:09
  know,
• 35:09
  and
• 35:09
  so
• 35:10
  it's
• 35:10
  very
• 35:10
  good
• 35:11
  way
• 35:11
  to
• 35:11
  wrap
• 35:11
  this
• 35:11
  conversation
• 35:12
  up.
• 35:12
  So
• 35:13
  thank
• 35:13
  you
• 35:13
  both.
• 35:14
  It
• 35:14
  was
• 35:14
  a
• 35:14
  real
• 35:14
  pleasure
• 35:15
  to
• 35:15
  have
• 35:15
  you
• 35:16
  join
• 35:16
  us
• 35:16
  today.
• 35:17
  If
• 35:17
  people
• 35:17
  want
• 35:17
  to
• 35:17
  get
• 35:17
  in
• 35:18
  touch
• 35:18
  with
• 35:18
  either
• 35:18
  of
• 35:18
  you,
• 35:19
  what's
• 35:19
  the
• 35:19
  best
• 35:20
  way
• 35:20
  for
• 35:20
  them
• 35:20
  to
• 35:20
  do
• 35:20
  that?
• 35:20
  Mayan,
• 35:21
  why
• 35:21
  don't
• 35:21
  you
• 35:21
  start?
• 35:22
  Yeah,
• 35:23
  for
• 35:23
  me,
• 35:23
  you
• 35:23
  can
• 35:24
  email
• 35:24
  me
• 35:24
  to
• 35:25
  my
• 35:26
  SPS
• 35:26
  email,
• 35:27
  which
• 35:27
  is
• 35:27
  mcaplanpscommerce.com
• 35:32
  you
• 35:32
  can
• 35:33
  send
• 35:33
  me
• 35:33
  a
• 35:33
  message
• 35:34
  on
• 35:34
  LinkedIn.
• 35:35
  It's
• 35:35
  forward/my
• 35:37
  nk.
• 35:38
  Or
• 35:38
  you
• 35:38
  can
• 35:39
  go
• 35:39
  into
• 35:39
  our
• 35:40
  website,
• 35:40
  spscommerce.com
• 35:42
  awesome.
• 35:43
  Brandon,
• 35:44
  please
• 35:44
  find
• 35:44
  me
• 35:44
  on
• 35:44
  LinkedIn.
• 35:45
  Seems
• 35:45
  to
• 35:45
  be
• 35:45
  the
• 35:45
  easiest
• 35:46
  way
• 35:46
  to
• 35:46
  network
• 35:46
  and
• 35:47
  connect
• 35:47
  across
• 35:47
  all
• 35:48
  of
• 35:48
  us
• 35:48
  folks
• 35:48
  across
• 35:49
  retail.
• 35:49
  Otherwise,
• 35:50
  you
• 35:50
  can
• 35:50
  find
• 35:50
  me
• 35:51
  via
• 35:52
  email@brpierrepspscommerce.com
• 35:56
  or
• 35:57
  else
• 35:57
  SPS
• 35:58
  will
• 35:58
  have
• 35:58
  a
• 35:58
  booth
• 35:59
  at
• 35:59
  NRF.
• 36:00
  It's
• 36:00
  booth
• 36:01
  6757
• 36:02
  and
• 36:03
  I
• 36:03
  will
• 36:03
  be
• 36:03
  there.
• 36:03
  Mine
• 36:04
  will
• 36:04
  be
• 36:04
  there.
• 36:04
  And
• 36:05
  we'd
• 36:05
  love
• 36:05
  to
• 36:05
  pick
• 36:05
  up
• 36:05
  the
• 36:06
  conversation
• 36:06
  there
• 36:06
  as
• 36:07
  well.
• 36:07
  Awesome.
• 36:07
  Well,
• 36:08
  that
• 36:08
  wraps
• 36:08
  us
• 36:08
  up.
• 36:08
  Hopefully
• 36:09
  everyone
• 36:09
  watching
• 36:10
  will
• 36:10
  never
• 36:10
  forget
• 36:10
  the
• 36:10
  acronym
• 36:11
  OT
• 36:11
  if
• 36:11
  ever
• 36:12
  again.
• 36:12
  It'll
• 36:12
  always
• 36:13
  be
• 36:13
  top
• 36:13
  of
• 36:13
  mind.
• 36:14
  Thanks
• 36:14
  to
• 36:14
  Brandon
• 36:15
  Pierre
• 36:15
  and
• 36:15
  Mayan
• 36:16
  Kaplan
• 36:16
  of
• 36:16
  SPS
• 36:17
  Commerce
• 36:17
  for
• 36:17
  sitting
• 36:17
  down
• 36:18
  with
• 36:18
  us
• 36:18
  today.
• 36:18
  And
• 36:18
  thanks
• 36:18
  to
• 36:19
  all
• 36:19
  of
• 36:19
  you
• 36:19
  that
• 36:19
  joined
• 36:19
  us
• 36:20
  live
• 36:20
  on
• 36:20
  LinkedIn.
• 36:21
  As
• 36:21
  always,
• 36:22
  on
• 36:22
  behalf
• 36:22
  of
• 36:22
  all
• 36:22
  of
• 36:22
  us
• 36:23
  at
• 36:23
  Omnitalk,
• 36:23
  on
• 36:23
  behalf
• 36:24
  of
• 36:24
  Anne
• 36:24
  and
• 36:24
  myself,
• 36:25
  be
• 36:25
  careful
• 36:25
  out
• 36:26
  there.