Latest / Omni Talk Retail / How Uncommon Goods Has Survived—and Thrived—for 26 Years | CEO Dave Bolotsky at Shoptalk 2025

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How Uncommon Goods Has Survived—and Thrived—for 26 Years | CEO Dave Bolotsky at Shoptalk 2025 · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone.
• 0:01
  Welcome
• 0:01
  back.
• 0:01
  This
• 0:02
  is
• 0:02
  Omnitalk
• 0:02
  Retail.
• 0:03
  I'm
• 0:03
  Anne
• 0:03
  Mazinga.
• 0:04
  And
• 0:04
  I'm
• 0:04
  Chris
• 0:04
  Walton.
• 0:05
  And
• 0:05
  we
• 0:05
  are
• 0:05
  coming
• 0:05
  to
• 0:05
  you
• 0:06
  live
• 0:06
  from
• 0:07
  Shop
• 0:07
  Talk
• 0:07
  from
• 0:08
  the
• 0:08
  avalara
• 0:08
  booth,
• 0:09
  number
• 0:09
  1554.
• 0:11
  We
• 0:11
  will
• 0:11
  be
• 0:11
  here
• 0:11
  all
• 0:12
  day
• 0:12
  today,
• 0:12
  so
• 0:13
  come
• 0:13
  stop
• 0:13
  by
• 0:13
  and
• 0:14
  say
• 0:14
  hello.
• 0:15
  And
• 0:16
  now,
• 0:16
  Chris,
• 0:16
  we
• 0:17
  have
• 0:17
  the
• 0:17
  chance
• 0:18
  to
• 0:18
  interview
• 0:19
  the
• 0:19
  CEO
• 0:20
  of
• 0:20
  Uncommon
• 0:21
  Goods,
• 0:22
  Dave
• 0:22
  Bolotsky.
• 0:23
  Dave,
• 0:24
  happy
• 0:24
  first
• 0:24
  day
• 0:24
  of
• 0:24
  Shop
• 0:25
  Talk
• 0:25
  and
• 0:26
  welcome
• 0:26
  to
• 0:26
  omnitalk.
• 0:27
  Thank
• 0:28
  you.
• 0:28
  And
• 0:28
  thanks
• 0:28
  for
• 0:28
  having
• 0:29
  me.
• 0:29
  We're
• 0:29
  excited.
• 0:30
  Yeah.
• 0:30
  So,
• 0:30
  Dave,
• 0:31
  start
• 0:31
  off
• 0:31
  with
• 0:31
  your
• 0:31
  background
• 0:32
  a
• 0:32
  little
• 0:32
  bit.
• 0:32
  Like
• 0:32
  I
• 0:32
  was
• 0:32
  in
• 0:33
  doing
• 0:33
  the
• 0:33
  research,
• 0:33
  I
• 0:34
  was
• 0:34
  like,
• 0:34
  I
• 0:34
  was,
• 0:34
  you
• 0:34
  know,
• 0:35
  I'm
• 0:35
  familiar
• 0:35
  with
• 0:35
  Uncommon
• 0:36
  Goods,
• 0:36
  but
• 0:36
  I
• 0:36
  was
• 0:36
  like,
• 0:36
  wow,
• 0:36
  you
• 0:36
  guys
• 0:37
  have
• 0:37
  been
• 0:37
  around
• 0:37
  for
• 0:37
  25
• 0:38
  years,
• 0:38
  give
• 0:38
  or
• 0:38
  take,
• 0:38
  right?
• 0:39
  26.
• 0:39
  26,
• 0:40
  technically.
• 0:40
  Right,
• 0:41
  yeah.
• 0:41
  So
• 0:41
  tell
• 0:42
  us
• 0:42
  about
• 0:42
  it.
• 0:43
  So
• 0:44
  prior
• 0:45
  to
• 0:45
  starting
• 0:45
  Uncommon
• 0:46
  goods,
• 0:46
  I
• 0:46
  spent
• 0:47
  14
• 0:47
  years
• 0:48
  on
• 0:48
  Wall
• 0:48
  street
• 0:49
  as
• 0:49
  a
• 0:50
  research
• 0:50
  analyst.
• 0:51
  Always
• 0:52
  wanting
• 0:52
  to
• 0:53
  be
• 0:53
  an
• 0:53
  entrepreneur,
• 0:54
  start
• 0:54
  my
• 0:54
  own
• 0:54
  business,
• 0:55
  but
• 0:55
  wasn't
• 0:55
  sure
• 0:56
  what
• 0:56
  I
• 0:56
  was
• 0:56
  going
• 0:56
  to
• 0:56
  do.
• 0:57
  Learned
• 0:58
  about
• 0:58
  the
• 0:58
  Internet
• 0:59
  in
• 0:59
  the
• 0:59
  mid-90s
• 1:00
  from
• 1:00
  a
• 1:00
  friend
• 1:00
  of
• 1:01
  mine,
• 1:01
  before
• 1:01
  Netscape
• 1:02
  was
• 1:02
  even
• 1:03
  out
• 1:03
  there.
• 1:04
  And
• 1:05
  once
• 1:06
  photographs
• 1:06
  started
• 1:07
  being
• 1:07
  online,
• 1:08
  people
• 1:08
  started
• 1:09
  selling.
• 1:10
  I
• 1:10
  started
• 1:10
  writing
• 1:11
  about
• 1:11
  it
• 1:11
  as
• 1:11
  a
• 1:11
  retail
• 1:12
  analyst,
• 1:12
  saying,
• 1:13
  this
• 1:13
  is
• 1:13
  going
• 1:13
  to
• 1:13
  be
• 1:13
  huge,
• 1:15
  and
• 1:16
  spent
• 1:16
  about
• 1:17
  four
• 1:17
  years
• 1:18
  as
• 1:18
  a
• 1:18
  research
• 1:19
  analyst
• 1:19
  writing
• 1:20
  about
• 1:20
  the
• 1:20
  industry,
• 1:20
  and
• 1:21
  then
• 1:21
  said,
• 1:21
  you
• 1:21
  know
• 1:21
  what?
• 1:22
  I'd
• 1:22
  much
• 1:22
  rather
• 1:23
  be
• 1:23
  a
• 1:23
  participant
• 1:24
  than
• 1:24
  a
• 1:24
  critic,
• 1:25
  and
• 1:26
  came
• 1:26
  up
• 1:26
  with
• 1:26
  the
• 1:27
  idea
• 1:27
  for
• 1:27
  Uncommon
• 1:28
  Goods
• 1:29
  back
• 1:29
  then.
• 1:29
  Okay,
• 1:30
  and
• 1:30
  what
• 1:30
  is
• 1:31
  Uncommon
• 1:31
  Goods?
• 1:32
  Uncommon
• 1:33
  Goods
• 1:33
  is
• 1:34
  a
• 1:35
  collection
• 1:36
  of
• 1:36
  products
• 1:36
  from
• 1:37
  independent
• 1:37
  designers
• 1:38
  and
• 1:39
  makers.
• 1:40
  Things
• 1:40
  that
• 1:40
  you
• 1:40
  will
• 1:41
  not
• 1:41
  find
• 1:41
  typically
• 1:42
  at
• 1:42
  Amazon
• 1:43
  or
• 1:43
  a
• 1:43
  mass
• 1:43
  market
• 1:44
  store.
• 1:44
  A
• 1:45
  lot
• 1:45
  of
• 1:45
  handmade
• 1:46
  product
• 1:46
  in
• 1:46
  many
• 1:46
  ways.
• 1:47
  It
• 1:47
  was
• 1:47
  Etsy
• 1:48
  before
• 1:48
  there
• 1:49
  was
• 1:50
  an
• 1:50
  Etsy,
• 1:50
  and
• 1:51
  it's
• 1:51
  an
• 1:51
  edited
• 1:52
  version
• 1:52
  of
• 1:53
  a
• 1:53
  site
• 1:53
  like
• 1:53
  Etsy.
• 1:54
  So
• 1:55
  I
• 1:55
  have
• 1:55
  to
• 1:55
  ask
• 1:55
  you,
• 1:55
  because
• 1:56
  I
• 1:56
  feel
• 1:56
  like
• 1:56
  we
• 1:56
  keep
• 1:57
  hearing
• 1:57
  about
• 1:58
  curated
• 1:59
  marketplaces
• 2:00
  lately,
• 2:00
  and
• 2:01
  you
• 2:01
  really
• 2:02
  started
• 2:02
  kind
• 2:02
  of
• 2:03
  doing
• 2:03
  this
• 2:03
  26
• 2:04
  years
• 2:04
  ago.
• 2:05
  Now,
• 2:05
  what
• 2:06
  do
• 2:06
  you
• 2:06
  think
• 2:06
  is
• 2:06
  important
• 2:07
  about
• 2:08
  the
• 2:08
  types
• 2:08
  of
• 2:09
  brands
• 2:09
  that
• 2:09
  you're
• 2:09
  bringing
• 2:09
  in
• 2:10
  or
• 2:10
  for
• 2:10
  Uncommon
• 2:11
  Goods?
• 2:12
  What
• 2:12
  has
• 2:12
  to
• 2:12
  be
• 2:13
  true
• 2:13
  about
• 2:14
  the
• 2:14
  brands
• 2:14
  in
• 2:14
  order
• 2:15
  for
• 2:15
  them
• 2:15
  to
• 2:15
  kind
• 2:15
  of
• 2:15
  come
• 2:15
  on
• 2:16
  the
• 2:16
  platform
• 2:16
  and
• 2:16
  be
• 2:17
  worthy
• 2:17
  of
• 2:17
  the
• 2:17
  platform?
• 2:18
  Well,
• 2:18
  it's
• 2:18
  in
• 2:19
  our
• 2:19
  name.
• 2:21
  They
• 2:21
  have
• 2:21
  to
• 2:21
  be
• 2:22
  uncommon
• 2:22
  and
• 2:23
  they
• 2:23
  have
• 2:23
  to
• 2:23
  be
• 2:24
  good.
• 2:24
  And
• 2:25
  by
• 2:25
  good
• 2:26
  meaning,
• 2:26
  quality.
• 2:27
  And
• 2:28
  Uncommon
• 2:28
  can
• 2:29
  also
• 2:29
  reference
• 2:30
  the
• 2:30
  quality,
• 2:31
  but
• 2:31
  it
• 2:31
  has
• 2:32
  to
• 2:32
  be
• 2:32
  things
• 2:32
  that
• 2:33
  people
• 2:33
  want
• 2:33
  that
• 2:33
  they're
• 2:34
  going
• 2:34
  to
• 2:34
  want
• 2:34
  to
• 2:34
  buy.
• 2:35
  It
• 2:35
  has
• 2:35
  to
• 2:35
  be
• 2:35
  a
• 2:36
  fair
• 2:36
  price,
• 2:37
  but
• 2:37
  really
• 2:38
  things
• 2:38
  that
• 2:38
  they
• 2:38
  can't
• 2:39
  find
• 2:39
  easily
• 2:40
  anywhere
• 2:40
  else.
• 2:41
  And
• 2:41
  increasingly,
• 2:42
  those
• 2:42
  are
• 2:43
  products
• 2:43
  that
• 2:44
  we're
• 2:44
  designing
• 2:45
  and
• 2:45
  actually
• 2:45
  manufacturing.
• 2:46
  Now,
• 2:47
  are
• 2:47
  you
• 2:47
  Yourself?
• 2:47
  Yeah,
• 2:48
  that's
• 2:48
  gonna
• 2:48
  be
• 2:48
  my
• 2:48
  question.
• 2:48
  Like,
• 2:49
  how
• 2:49
  do
• 2:49
  you
• 2:49
  actually
• 2:49
  pick
• 2:49
  the
• 2:50
  assortment?
• 2:50
  Like,
• 2:51
  are
• 2:51
  you
• 2:51
  out
• 2:51
  scouring
• 2:51
  the
• 2:52
  trade
• 2:52
  shows?
• 2:52
  Are
• 2:53
  you
• 2:53
  buying
• 2:53
  from
• 2:54
  the
• 2:54
  vendors?
• 2:54
  Or
• 2:54
  are
• 2:54
  you
• 2:55
  actually
• 2:55
  creating
• 2:55
  the
• 2:56
  products
• 2:56
  collaboratively?
• 2:57
  So
• 2:58
  it's
• 2:58
  evolved.
• 2:59
  Yeah,
• 3:00
  it's
• 3:00
  evolved
• 3:00
  quite
• 3:01
  a
• 3:01
  bit.
• 3:01
  I
• 3:01
  mean,
• 3:01
  when
• 3:02
  we
• 3:02
  started
• 3:03
  the
• 3:03
  business,
• 3:03
  we
• 3:04
  would
• 3:04
  go
• 3:04
  to
• 3:04
  Artisans
• 3:05
  and
• 3:05
  they
• 3:05
  would
• 3:05
  say,
• 3:06
  oh,
• 3:06
  I'm
• 3:06
  not
• 3:06
  gonna
• 3:06
  sell
• 3:07
  online.
• 3:08
  Or
• 3:08
  they'd
• 3:08
  say,
• 3:08
  wait,
• 3:09
  you,
• 3:09
  you're
• 3:09
  in
• 3:09
  Greenwich
• 3:10
  Village,
• 3:10
  which
• 3:10
  is
• 3:10
  where
• 3:11
  our
• 3:11
  first
• 3:11
  office
• 3:11
  was
• 3:12
  located.
• 3:12
  They
• 3:13
  say,
• 3:13
  I
• 3:13
  have
• 3:13
  a
• 3:13
  store
• 3:14
  there.
• 3:14
  I
• 3:14
  can't
• 3:14
  sell
• 3:15
  to
• 3:15
  you
• 3:15
  because
• 3:15
  they're
• 3:16
  that
• 3:16
  territory.
• 3:17
  Right,
• 3:18
  right.
• 3:18
  We
• 3:18
  really
• 3:19
  had
• 3:19
  to
• 3:19
  convince
• 3:20
  makers
• 3:21
  to
• 3:21
  sell
• 3:21
  to
• 3:21
  us.
• 3:22
  Now,
• 3:23
  the
• 3:24
  20
• 3:24
  something
• 3:25
  maker
• 3:26
  is
• 3:27
  a
• 3:27
  digital
• 3:27
  native,
• 3:28
  and
• 3:28
  in
• 3:28
  some
• 3:28
  ways
• 3:29
  they're
• 3:29
  our
• 3:29
  competition.
• 3:30
  They're
• 3:30
  selling
• 3:30
  on
• 3:31
  Shopify,
• 3:31
  they're
• 3:31
  selling
• 3:32
  on
• 3:32
  Etsy,
• 3:33
  what
• 3:33
  have
• 3:33
  you.
• 3:34
  And
• 3:34
  so
• 3:36
  exclusive
• 3:37
  product
• 3:38
  is
• 3:38
  incredibly
• 3:38
  important.
• 3:39
  So
• 3:39
  that's
• 3:39
  over
• 3:40
  40%
• 3:41
  of
• 3:41
  what
• 3:41
  we
• 3:41
  sell.
• 3:42
  You
• 3:42
  can
• 3:42
  only
• 3:42
  get
• 3:43
  40%
• 3:43
  uncommon
• 3:44
  goods.
• 3:45
  Yeah.
• 3:45
  And
• 3:45
  almost
• 3:46
  half
• 3:46
  of
• 3:46
  that
• 3:47
  we
• 3:47
  actually
• 3:47
  design
• 3:48
  in
• 3:48
  house,
• 3:49
  a
• 3:49
  lot
• 3:49
  of
• 3:49
  which
• 3:50
  we
• 3:51
  manufacture
• 3:51
  or
• 3:52
  arrange
• 3:52
  the
• 3:52
  manufacture.
• 3:53
  And
• 3:53
  then
• 3:54
  as
• 3:54
  you
• 3:54
  were
• 3:54
  suggesting,
• 3:55
  we
• 3:55
  also
• 3:55
  co
• 3:56
  create.
• 3:56
  We
• 3:57
  have
• 3:57
  a
• 3:57
  number
• 3:57
  of
• 3:57
  vendors
• 3:58
  that
• 3:58
  we've
• 3:58
  been
• 3:58
  working
• 3:58
  with
• 3:59
  for
• 3:59
  years
• 4:00
  and
• 4:00
  partner
• 4:01
  with
• 4:01
  them
• 4:02
  to
• 4:02
  create
• 4:03
  exclusive
• 4:03
  product.
• 4:04
  That's
• 4:05
  cool.
• 4:05
  So,
• 4:05
  Dave,
• 4:05
  what
• 4:05
  brings
• 4:06
  you
• 4:06
  to
• 4:06
  Shop
• 4:06
  talk?
• 4:07
  Always
• 4:08
  be
• 4:08
  learning.
• 4:09
  Always
• 4:09
  be
• 4:09
  learning.
• 4:10
  Abl.
• 4:11
  Yeah,
• 4:11
  a
• 4:11
  little
• 4:11
  abl.
• 4:12
  No,
• 4:12
  I
• 4:13
  mean,
• 4:13
  that's
• 4:14
  one
• 4:14
  thing
• 4:14
  I've
• 4:15
  learned
• 4:15
  from
• 4:16
  being
• 4:16
  a
• 4:16
  research
• 4:16
  analyst.
• 4:17
  I
• 4:17
  was
• 4:17
  sort
• 4:17
  of
• 4:17
  a
• 4:17
  professional
• 4:18
  student
• 4:19
  in
• 4:19
  a
• 4:19
  way.
• 4:20
  And
• 4:20
  this
• 4:20
  industry
• 4:21
  is
• 4:21
  constantly
• 4:22
  evolving
• 4:23
  and
• 4:23
  this
• 4:24
  is
• 4:24
  a
• 4:24
  great
• 4:25
  place
• 4:25
  to
• 4:26
  learn
• 4:27
  what's
• 4:27
  new.
• 4:27
  Yeah.
• 4:28
  And
• 4:28
  that's
• 4:28
  where
• 4:28
  we
• 4:28
  met,
• 4:29
  I
• 4:29
  think,
• 4:29
  first,
• 4:29
  like,
• 4:29
  I
• 4:29
  think
• 4:30
  you
• 4:30
  came
• 4:30
  up
• 4:30
  to
• 4:30
  me
• 4:30
  after
• 4:30
  a
• 4:31
  session
• 4:31
  once
• 4:31
  and
• 4:31
  we
• 4:31
  got
• 4:31
  to
• 4:31
  know
• 4:32
  each
• 4:32
  other
• 4:32
  a
• 4:32
  little
• 4:32
  bit.
• 4:32
  Are
• 4:33
  you
• 4:33
  speaking
• 4:33
  at
• 4:33
  the
• 4:33
  show
• 4:33
  too?
• 4:34
  I
• 4:34
  am
• 4:34
  not.
• 4:34
  You
• 4:35
  are
• 4:35
  not.
• 4:35
  Okay,
• 4:35
  got
• 4:36
  it.
• 4:36
  All
• 4:36
  right,
• 4:36
  well,
• 4:37
  wonderful.
• 4:38
  Dave,
• 4:38
  I
• 4:38
  want
• 4:39
  to.
• 4:39
  I
• 4:39
  want
• 4:39
  to
• 4:39
  change
• 4:40
  shift
• 4:41
  gears
• 4:41
  here
• 4:41
  a
• 4:41
  little
• 4:41
  bit.
• 4:42
  I
• 4:42
  want
• 4:42
  to
• 4:42
  talk
• 4:42
  about
• 4:43
  macroeconomics
• 4:44
  and
• 4:44
  some
• 4:44
  of
• 4:45
  the
• 4:45
  trends
• 4:45
  that
• 4:46
  are
• 4:46
  happening
• 4:46
  and
• 4:46
  that
• 4:47
  I
• 4:47
  imagine
• 4:47
  are
• 4:48
  starting
• 4:48
  to
• 4:48
  impact
• 4:49
  uncommon
• 4:49
  goods
• 4:50
  business.
• 4:50
  We
• 4:50
  just
• 4:50
  had
• 4:51
  Peter
• 4:52
  Pernode
• 4:52
  here
• 4:52
  of
• 4:53
  Sheehan
• 4:53
  talking
• 4:54
  about,
• 4:54
  you
• 4:54
  know,
• 4:54
  how
• 4:54
  they're
• 4:55
  coming
• 4:55
  into
• 4:55
  the
• 4:55
  market.
• 4:56
  There's
• 4:56
  a
• 4:56
  lot
• 4:56
  of
• 4:57
  this
• 4:57
  dupe
• 4:58
  culture
• 4:58
  that's
• 4:59
  kind
• 4:59
  of
• 4:59
  come
• 4:59
  into
• 4:59
  it.
• 5:00
  How
• 5:00
  do
• 5:00
  you
• 5:01
  think
• 5:01
  about
• 5:02
  really
• 5:02
  making
• 5:03
  sure
• 5:03
  that
• 5:03
  the
• 5:03
  uncommon
• 5:04
  goods
• 5:04
  products
• 5:04
  stand
• 5:05
  alone?
• 5:06
  You
• 5:06
  mentioned
• 5:06
  uncommon
• 5:07
  and
• 5:07
  good.
• 5:07
  But
• 5:08
  when
• 5:08
  that's
• 5:08
  more
• 5:09
  accessible
• 5:09
  to
• 5:10
  more
• 5:10
  people
• 5:10
  now,
• 5:10
  how
• 5:11
  do
• 5:11
  you
• 5:11
  really
• 5:11
  make
• 5:12
  sure
• 5:12
  that
• 5:12
  uncommon
• 5:12
  goods
• 5:13
  is
• 5:13
  like
• 5:13
  defensible
• 5:14
  against
• 5:14
  some
• 5:14
  of
• 5:14
  these
• 5:15
  new
• 5:15
  things
• 5:15
  coming
• 5:16
  into
• 5:16
  market
• 5:16
  that
• 5:17
  are
• 5:17
  trying
• 5:17
  to
• 5:17
  be
• 5:18
  Uncommon
• 5:18
  goods.
• 5:19
  I
• 5:19
  think
• 5:19
  it
• 5:20
  comes
• 5:20
  down
• 5:20
  to
• 5:21
  constantly
• 5:22
  coming
• 5:22
  up
• 5:23
  with
• 5:23
  those
• 5:24
  compelling
• 5:24
  new
• 5:25
  items.
• 5:26
  We've
• 5:27
  increasingly
• 5:28
  have
• 5:28
  to
• 5:28
  be
• 5:29
  inventors
• 5:30
  or
• 5:30
  innovators
• 5:31
  or
• 5:32
  partners
• 5:32
  with
• 5:33
  those
• 5:33
  inventors
• 5:34
  or
• 5:34
  innovators.
• 5:35
  I
• 5:35
  mean,
• 5:35
  that's.
• 5:36
  The
• 5:36
  table
• 5:36
  stakes
• 5:37
  are
• 5:37
  much
• 5:37
  higher
• 5:38
  than
• 5:38
  they
• 5:38
  were
• 5:38
  when
• 5:38
  we
• 5:39
  started.
• 5:39
  How
• 5:40
  has
• 5:40
  that
• 5:40
  kind
• 5:40
  of
• 5:41
  stuff
• 5:41
  changed
• 5:41
  your
• 5:42
  business
• 5:42
  and
• 5:42
  your
• 5:42
  day
• 5:42
  to
• 5:42
  day
• 5:43
  operations?
• 5:43
  I
• 5:43
  mean,
• 5:44
  are
• 5:44
  you
• 5:45
  working
• 5:45
  with
• 5:45
  your
• 5:46
  partners
• 5:46
  in
• 5:46
  different
• 5:47
  ways?
• 5:47
  Are
• 5:47
  you.
• 5:47
  I
• 5:48
  mean,
• 5:48
  we
• 5:48
  have
• 5:48
  manufacturing
• 5:49
  equipment
• 5:50
  now.
• 5:50
  You
• 5:50
  know,
• 5:51
  we've
• 5:51
  got
• 5:51
  a,
• 5:52
  a
• 5:52
  warehouse
• 5:52
  in
• 5:53
  Brooklyn
• 5:53
  that
• 5:53
  is
• 5:54
  now
• 5:54
  a
• 5:54
  warehouse
• 5:55
  and
• 5:55
  manufacturing
• 5:56
  facility.
• 5:57
  Okay.
• 5:57
  And
• 5:58
  it's,
• 5:58
  it's
• 5:58
  very
• 5:58
  light
• 5:59
  manufacturing,
• 6:00
  but
• 6:00
  it's
• 6:02
  engraving,
• 6:02
  glassware,
• 6:03
  decoration
• 6:04
  things.
• 6:04
  Embroidery
• 6:05
  is
• 6:05
  something
• 6:06
  we're
• 6:06
  adding.
• 6:06
  Okay.
• 6:07
  So
• 6:07
  it's,
• 6:08
  it's
• 6:08
  changing.
• 6:10
  What,
• 6:10
  what
• 6:11
  are
• 6:11
  some
• 6:11
  of
• 6:11
  like
• 6:11
  the
• 6:11
  trends
• 6:12
  or
• 6:12
  the
• 6:12
  cool,
• 6:12
  like
• 6:13
  products
• 6:13
  that
• 6:14
  you
• 6:14
  are
• 6:14
  inspired
• 6:15
  by
• 6:15
  now
• 6:15
  that
• 6:15
  we
• 6:16
  might
• 6:16
  expect
• 6:16
  to
• 6:16
  see
• 6:17
  coming
• 6:17
  up
• 6:17
  here
• 6:18
  in
• 6:18
  the
• 6:18
  next
• 6:19
  couple
• 6:19
  months
• 6:19
  or
• 6:20
  as
• 6:20
  gifting
• 6:20
  seasons
• 6:21
  come
• 6:21
  about?
• 6:22
  This.
• 6:22
  Well,
• 6:23
  Mother's
• 6:24
  Day
• 6:24
  is
• 6:24
  not
• 6:25
  far
• 6:25
  away.
• 6:27
  What
• 6:27
  should
• 6:27
  I
• 6:27
  put
• 6:27
  on
• 6:28
  my
• 6:28
  Mother's
• 6:28
  Day
• 6:28
  list
• 6:28
  is
• 6:29
  what
• 6:29
  I'm
• 6:29
  really
• 6:29
  asking
• 6:29
  you,
• 6:30
  Dave.
• 6:30
  We've
• 6:30
  got
• 6:31
  a
• 6:31
  very
• 6:32
  cool
• 6:32
  QR
• 6:33
  mug,
• 6:34
  literature,
• 6:35
  QR
• 6:35
  mug,
• 6:36
  horoscope,
• 6:37
  QR
• 6:37
  mugs
• 6:38
  where
• 6:38
  you
• 6:38
  can
• 6:40
  click
• 6:41
  your
• 6:41
  phone
• 6:41
  and
• 6:41
  every
• 6:42
  day
• 6:42
  get
• 6:42
  your
• 6:43
  horoscope.
• 6:43
  Oh,
• 6:44
  my
• 6:44
  gosh.
• 6:44
  Oh,
• 6:44
  wow.
• 6:45
  Interesting.
• 6:45
  Yeah,
• 6:46
  that's
• 6:46
  cool.
• 6:46
  That's
• 6:46
  very
• 6:46
  uncommon
• 6:47
  and
• 6:47
  good.
• 6:48
  And
• 6:48
  is
• 6:48
  that
• 6:48
  something
• 6:48
  that
• 6:49
  you're
• 6:49
  manufacturing?
• 6:50
  Okay,
• 6:50
  interesting.
• 6:51
  Okay.
• 6:52
  Oh,
• 6:52
  awesome.
• 6:53
  So
• 6:53
  that's
• 6:53
  all
• 6:53
  happening
• 6:54
  in
• 6:54
  the
• 6:54
  Brooklyn
• 6:54
  studio?
• 6:55
  Correct.
• 6:56
  Wow.
• 6:56
  Okay,
• 6:57
  I
• 6:57
  gotta
• 6:57
  check
• 6:58
  it
• 6:58
  out.
• 6:58
  Yeah,
• 6:58
  no,
• 6:58
  it
• 6:59
  sounds
• 6:59
  awesome.
• 6:59
  All
• 6:59
  right,
• 6:59
  Dave,
• 7:00
  so
• 7:00
  I'm
• 7:01
  curious.
• 7:01
  You
• 7:01
  said
• 7:02
  ABL
• 7:02
  always
• 7:03
  be
• 7:03
  learning.
• 7:04
  So
• 7:04
  we're
• 7:04
  standing
• 7:04
  on
• 7:04
  the
• 7:04
  exhibit
• 7:05
  hall
• 7:05
  floor,
• 7:06
  you
• 7:06
  know,
• 7:06
  like
• 7:07
  Ann
• 7:07
  said,
• 7:07
  We're
• 7:07
  at
• 7:07
  booth
• 7:08
  1554.
• 7:09
  What
• 7:09
  is
• 7:09
  your
• 7:09
  approach
• 7:10
  to
• 7:10
  shop
• 7:10
  talk?
• 7:11
  Like,
• 7:11
  how
• 7:11
  do
• 7:11
  you
• 7:11
  try
• 7:12
  to
• 7:12
  learn,
• 7:12
  you
• 7:13
  know,
• 7:13
  how
• 7:13
  do
• 7:13
  you
• 7:13
  try
• 7:13
  to
• 7:14
  go
• 7:14
  serendipitously,
• 7:15
  just
• 7:15
  go
• 7:15
  wherever,
• 7:16
  you
• 7:16
  know,
• 7:16
  the
• 7:16
  spirit
• 7:17
  takes
• 7:17
  you
• 7:17
  or
• 7:17
  do
• 7:17
  you
• 7:18
  you
• 7:18
  to
• 7:19
  take
• 7:19
  a
• 7:19
  more
• 7:19
  planful
• 7:19
  approach
• 7:20
  to
• 7:20
  a
• 7:20
  conference
• 7:21
  like
• 7:21
  this?
• 7:21
  How
• 7:21
  do
• 7:21
  you
• 7:21
  do
• 7:21
  it?
• 7:22
  I
• 7:23
  would
• 7:23
  say
• 7:23
  all
• 7:23
  of
• 7:23
  the
• 7:23
  above.
• 7:24
  All
• 7:24
  of
• 7:24
  the
• 7:24
  above.
• 7:24
  I'll
• 7:25
  look
• 7:25
  at
• 7:25
  sessions
• 7:26
  and
• 7:27
  look
• 7:27
  at
• 7:27
  companies
• 7:28
  that
• 7:28
  I'm
• 7:28
  interested
• 7:28
  in
• 7:29
  learning
• 7:29
  from
• 7:29
  speakers
• 7:30
  who
• 7:30
  I
• 7:30
  may
• 7:30
  know.
• 7:31
  So
• 7:31
  I'll
• 7:32
  go
• 7:32
  to
• 7:32
  a
• 7:32
  fair
• 7:32
  number
• 7:32
  of
• 7:33
  sessions.
• 7:33
  I
• 7:33
  do
• 7:34
  the
• 7:34
  hosted
• 7:34
  sessions
• 7:35
  also.
• 7:36
  Yeah,
• 7:37
  I
• 7:37
  invest
• 7:37
  the
• 7:38
  time
• 7:38
  also
• 7:39
  to
• 7:39
  go
• 7:40
  through
• 7:40
  and
• 7:40
  see
• 7:40
  who
• 7:41
  I
• 7:41
  want
• 7:41
  to
• 7:41
  meet
• 7:41
  at
• 7:42
  some
• 7:42
  of
• 7:42
  these
• 7:42
  other
• 7:42
  companies,
• 7:43
  which
• 7:43
  has
• 7:43
  worked
• 7:44
  out
• 7:44
  well.
• 7:44
  And
• 7:45
  then,
• 7:45
  yeah,
• 7:45
  I'll
• 7:45
  walk
• 7:45
  around
• 7:46
  the
• 7:46
  floor,
• 7:46
  depending
• 7:47
  on
• 7:47
  how
• 7:47
  much
• 7:47
  energy
• 7:48
  I
• 7:48
  have.
• 7:48
  Yeah,
• 7:48
  right.
• 7:49
  Depending
• 7:49
  on
• 7:49
  what
• 7:49
  day
• 7:49
  it
• 7:49
  is.
• 7:50
  What
• 7:50
  you
• 7:50
  did
• 7:50
  the
• 7:50
  night
• 7:50
  Before.
• 7:51
  Yeah.
• 7:51
  Right.
• 7:52
  I'm
• 7:52
  curious.
• 7:52
  So
• 7:53
  do
• 7:53
  you
• 7:53
  have
• 7:53
  your
• 7:53
  eye
• 7:53
  on
• 7:53
  any
• 7:53
  sessions
• 7:54
  in
• 7:54
  particular
• 7:54
  or
• 7:55
  any
• 7:55
  tech
• 7:55
  as
• 7:56
  well
• 7:56
  that
• 7:57
  you
• 7:57
  want
• 7:57
  to
• 7:57
  learn
• 7:57
  more
• 7:57
  about?
• 7:58
  I
• 7:59
  would
• 7:59
  say
• 8:00
  we've
• 8:00
  dipped
• 8:01
  our
• 8:01
  toe
• 8:01
  into
• 8:02
  retail
• 8:02
  media.
• 8:03
  I
• 8:03
  mean,
• 8:03
  that's
• 8:03
  been
• 8:03
  hyped
• 8:04
  a
• 8:04
  lot.
• 8:04
  I've
• 8:05
  been
• 8:06
  very
• 8:06
  skeptical
• 8:07
  about
• 8:07
  it
• 8:08
  because
• 8:08
  I
• 8:08
  really
• 8:09
  love
• 8:09
  the
• 8:09
  concept
• 8:09
  of
• 8:10
  having
• 8:10
  that
• 8:10
  ongoing
• 8:11
  relationship
• 8:12
  with
• 8:12
  the
• 8:12
  customer.
• 8:13
  And
• 8:15
  depending
• 8:15
  on
• 8:16
  how
• 8:16
  you
• 8:16
  engage
• 8:17
  with
• 8:17
  retail
• 8:17
  media,
• 8:18
  you
• 8:18
  can
• 8:18
  just
• 8:19
  essentially,
• 8:21
  particularly
• 8:21
  if
• 8:21
  you're
• 8:22
  on
• 8:22
  a
• 8:22
  marketplace,
• 8:23
  not
• 8:23
  have
• 8:24
  that
• 8:25
  relationship.
• 8:26
  So
• 8:26
  we're
• 8:27
  still
• 8:27
  figuring
• 8:27
  that
• 8:28
  out.
• 8:28
  We
• 8:28
  dipped
• 8:28
  our
• 8:28
  toe
• 8:29
  in
• 8:29
  last
• 8:30
  year
• 8:30
  and
• 8:30
  are
• 8:31
  growing
• 8:31
  that
• 8:32
  this
• 8:32
  year.
• 8:33
  And
• 8:33
  also
• 8:33
  physical
• 8:34
  stores.
• 8:34
  We
• 8:35
  had
• 8:35
  a
• 8:35
  pop
• 8:35
  up
• 8:36
  this
• 8:37
  past
• 8:37
  holiday
• 8:37
  at
• 8:38
  Grand
• 8:38
  Central
• 8:39
  and
• 8:39
  saw
• 8:40
  very
• 8:40
  good
• 8:40
  results
• 8:41
  from
• 8:41
  that.
• 8:41
  And
• 8:41
  it's
• 8:41
  something
• 8:41
  we're
• 8:42
  looking
• 8:42
  to
• 8:42
  expand
• 8:43
  on.
• 8:43
  Did
• 8:43
  you?
• 8:43
  Okay.
• 8:43
  Pop
• 8:44
  ups
• 8:44
  are
• 8:44
  a
• 8:44
  hard
• 8:44
  business
• 8:45
  to
• 8:45
  do.
• 8:45
  Right
• 8:45
  too.
• 8:46
  That's
• 8:46
  good
• 8:46
  to
• 8:46
  hear.
• 8:46
  Yeah.
• 8:47
  Well,
• 8:47
  part
• 8:47
  of
• 8:48
  that
• 8:48
  is
• 8:48
  a
• 8:48
  function
• 8:49
  of
• 8:49
  ad
• 8:49
  costs,
• 8:50
  online
• 8:50
  skyrocketing,
• 8:52
  and
• 8:52
  you've
• 8:53
  got
• 8:53
  to
• 8:53
  find
• 8:53
  new
• 8:53
  ways
• 8:54
  to
• 8:54
  attract
• 8:55
  customers.
• 8:56
  Right.
• 8:56
  I'm
• 8:56
  curious.
• 8:56
  This
• 8:57
  has
• 8:57
  been
• 8:57
  top
• 8:57
  of
• 8:57
  mind
• 8:57
  for
• 8:58
  me
• 8:58
  too
• 8:58
  because
• 8:58
  I
• 8:58
  literally
• 8:58
  just
• 8:59
  got
• 8:59
  off
• 8:59
  stage
• 8:59
  listening
• 9:00
  to
• 9:00
  Ann
• 9:00
  talk
• 9:00
  about
• 9:01
  it
• 9:01
  with
• 9:01
  some
• 9:01
  different
• 9:02
  folks
• 9:02
  that
• 9:02
  she
• 9:02
  interviewed.
• 9:03
  Do
• 9:03
  you
• 9:03
  have
• 9:03
  a
• 9:03
  loyalty
• 9:03
  program
• 9:04
  or
• 9:05
  how
• 9:05
  do
• 9:05
  you
• 9:05
  think
• 9:05
  about
• 9:05
  loyalty?
• 9:06
  I
• 9:07
  think
• 9:07
  about
• 9:07
  loyalty
• 9:08
  a
• 9:08
  lot.
• 9:09
  And
• 9:09
  we
• 9:09
  have
• 9:09
  a
• 9:10
  program
• 9:10
  called
• 9:11
  Uncommon
• 9:12
  Perks.
• 9:12
  Okay.
• 9:13
  So
• 9:13
  instead
• 9:13
  of,
• 9:13
  what
• 9:14
  is
• 9:14
  it
• 9:14
  now,
• 9:14
  $159
• 9:15
  a
• 9:16
  year
• 9:16
  for
• 9:16
  Prime.
• 9:17
  Yes,
• 9:17
  it's
• 9:18
  only
• 9:19
  $25
• 9:20
  a
• 9:20
  year
• 9:20
  and
• 9:20
  actually
• 9:21
  year
• 9:21
  one
• 9:21
  is
• 9:21
  only
• 9:22
  $15
• 9:23
  to
• 9:24
  get
• 9:24
  unlimited
• 9:25
  free
• 9:25
  shipping
• 9:26
  at
• 9:26
  Uncommon
• 9:27
  Goods.
• 9:28
  And
• 9:28
  we
• 9:28
  have
• 9:29
  about
• 9:29
  30%
• 9:30
  of
• 9:31
  our
• 9:31
  revenue
• 9:31
  and
• 9:32
  growing
• 9:32
  comes
• 9:33
  from
• 9:33
  those
• 9:33
  members.
• 9:34
  Really.
• 9:34
  Okay,
• 9:35
  that's
• 9:35
  interesting.
• 9:35
  And
• 9:35
  I
• 9:36
  imagine
• 9:36
  you
• 9:36
  get
• 9:36
  some
• 9:37
  more
• 9:38
  from
• 9:38
  them
• 9:39
  and
• 9:39
  you
• 9:39
  can
• 9:40
  learn
• 9:40
  how
• 9:40
  to
• 9:40
  kind
• 9:40
  of
• 9:41
  continue
• 9:41
  to
• 9:41
  evolve
• 9:41
  and
• 9:42
  build
• 9:42
  a
• 9:42
  business.
• 9:42
  Yeah.
• 9:43
  It's
• 9:44
  a
• 9:44
  great
• 9:44
  source
• 9:44
  of
• 9:44
  both
• 9:45
  loyalty
• 9:45
  and
• 9:46
  also
• 9:46
  customer
• 9:47
  information.
• 9:47
  Right.
• 9:48
  Especially
• 9:48
  as
• 9:48
  you
• 9:48
  start
• 9:48
  to
• 9:48
  look
• 9:49
  into
• 9:49
  retail
• 9:49
  media
• 9:49
  and
• 9:50
  things
• 9:50
  like
• 9:50
  that
• 9:50
  too.
• 9:51
  So
• 9:51
  I
• 9:51
  gotta
• 9:51
  ask
• 9:52
  you,
• 9:52
  Dave,
• 9:52
  because
• 9:53
  like,
• 9:53
  you
• 9:53
  know,
• 9:54
  I
• 9:54
  mean,
• 9:54
  you're
• 9:55
  kind
• 9:55
  of
• 9:55
  a
• 9:55
  needle
• 9:55
  in
• 9:55
  a
• 9:55
  stack
• 9:55
  of
• 9:56
  needles.
• 9:56
  I
• 9:56
  mean,
• 9:56
  there
• 9:56
  aren't
• 9:57
  that
• 9:57
  many
• 9:57
  pure
• 9:57
  E
• 9:57
  commerce
• 9:58
  players
• 9:58
  that
• 9:58
  have
• 9:58
  survived
• 9:59
  the
• 9:59
  length
• 9:59
  of
• 9:59
  time
• 10:00
  that
• 10:00
  you
• 10:00
  guys
• 10:00
  have.
• 10:00
  So
• 10:01
  kudos
• 10:01
  to
• 10:01
  that.
• 10:01
  So
• 10:02
  I'm
• 10:02
  curious,
• 10:02
  as
• 10:02
  we
• 10:02
  get
• 10:02
  you
• 10:02
  out
• 10:03
  on
• 10:03
  this,
• 10:03
  how
• 10:04
  are
• 10:04
  you
• 10:04
  looking
• 10:04
  at
• 10:04
  AI?
• 10:05
  Are
• 10:05
  you
• 10:05
  looking
• 10:06
  at
• 10:06
  it?
• 10:06
  So
• 10:07
  we've
• 10:07
  been
• 10:07
  using
• 10:08
  AI
• 10:08
  for
• 10:09
  six
• 10:09
  years.
• 10:10
  Okay.
• 10:11
  Initially
• 10:12
  in
• 10:12
  customer
• 10:13
  service
• 10:13
  service.
• 10:13
  Yep.
• 10:14
  And
• 10:14
  that's
• 10:15
  been
• 10:15
  very
• 10:15
  effective
• 10:16
  for
• 10:16
  automated
• 10:17
  responses,
• 10:19
  but
• 10:19
  you
• 10:20
  have
• 10:20
  to
• 10:20
  do
• 10:20
  it
• 10:21
  with
• 10:21
  the
• 10:21
  human
• 10:22
  touch.
• 10:22
  So
• 10:22
  when
• 10:23
  we
• 10:23
  would
• 10:23
  have
• 10:23
  automated
• 10:24
  responses
• 10:25
  initially,
• 10:26
  we
• 10:26
  would
• 10:26
  monitor
• 10:27
  them
• 10:27
  and
• 10:27
  say,
• 10:28
  is
• 10:28
  this
• 10:28
  giving
• 10:29
  the
• 10:29
  Customer
• 10:30
  what
• 10:30
  she
• 10:31
  wants.
• 10:31
  Yeah.
• 10:32
  And
• 10:33
  we're
• 10:34
  now
• 10:35
  writing
• 10:35
  copy
• 10:36
  with
• 10:36
  the
• 10:36
  assistance
• 10:37
  of
• 10:37
  AI.
• 10:38
  Our
• 10:39
  coders
• 10:39
  are
• 10:40
  writing
• 10:40
  code
• 10:40
  with
• 10:40
  the
• 10:41
  assistance
• 10:41
  of
• 10:41
  AI.
• 10:42
  And
• 10:42
  so,
• 10:43
  you
• 10:43
  know,
• 10:45
  is
• 10:45
  there
• 10:45
  a
• 10:45
  lot
• 10:46
  of
• 10:46
  hype?
• 10:46
  Yes.
• 10:47
  But,
• 10:47
  you
• 10:47
  know,
• 10:47
  I
• 10:48
  remember
• 10:48
  when
• 10:48
  smartphones
• 10:49
  came
• 10:49
  out.
• 10:49
  Right.
• 10:50
  And
• 10:51
  everybody
• 10:51
  said,
• 10:52
  oh,
• 10:52
  you
• 10:52
  know,
• 10:53
  mobile
• 10:54
  is
• 10:54
  going
• 10:54
  to
• 10:54
  dominate
• 10:55
  in
• 10:55
  no
• 10:55
  time
• 10:55
  frame.
• 10:56
  It
• 10:56
  took
• 10:56
  about
• 10:56
  15,
• 10:57
  20
• 10:57
  minutes,
• 10:57
  right?
• 10:57
  It
• 10:58
  did,
• 10:58
  yeah.
• 10:58
  But
• 10:58
  now
• 10:58
  it
• 10:58
  did.
• 10:59
  You
• 10:59
  know,
• 10:59
  an
• 10:59
  AI
• 11:00
  will
• 11:00
  probably
• 11:00
  be
• 11:01
  faster,
• 11:01
  but
• 11:01
  there's
• 11:02
  no
• 11:02
  question
• 11:02
  that
• 11:03
  it's
• 11:03
  sort
• 11:03
  of
• 11:03
  going
• 11:03
  to
• 11:03
  be
• 11:03
  like
• 11:04
  going
• 11:04
  from
• 11:04
  an
• 11:04
  adding
• 11:05
  machine
• 11:05
  to
• 11:05
  a
• 11:05
  calculator.
• 11:06
  I
• 11:06
  think
• 11:06
  it'll
• 11:06
  accelerate
• 11:07
  the
• 11:07
  pace.
• 11:08
  So
• 11:08
  you're
• 11:08
  really
• 11:08
  using
• 11:08
  it
• 11:09
  as
• 11:09
  an
• 11:09
  efficiency
• 11:10
  tool
• 11:10
  for
• 11:10
  the
• 11:11
  most
• 11:11
  part,
• 11:11
  to
• 11:11
  make
• 11:11
  the
• 11:12
  team
• 11:12
  more
• 11:12
  productive.
• 11:12
  More
• 11:13
  efficient,
• 11:13
  I
• 11:13
  would
• 11:14
  say,
• 11:14
  primarily.
• 11:15
  What
• 11:15
  are
• 11:15
  you
• 11:15
  seeing
• 11:16
  others
• 11:17
  do?
• 11:17
  That's
• 11:18
  what
• 11:18
  I
• 11:18
  think
• 11:18
  is
• 11:18
  probably
• 11:18
  best
• 11:19
  in
• 11:19
  class.
• 11:19
  I
• 11:20
  know
• 11:20
  that's
• 11:20
  how
• 11:20
  Ann
• 11:20
  and
• 11:20
  I
• 11:21
  use
• 11:21
  it
• 11:21
  in
• 11:21
  our
• 11:21
  daily
• 11:21
  work,
• 11:22
  too,
• 11:22
  is
• 11:22
  more
• 11:22
  to
• 11:23
  make
• 11:23
  us
• 11:23
  more
• 11:23
  efficient
• 11:24
  and
• 11:24
  more
• 11:24
  productive
• 11:25
  in
• 11:25
  what
• 11:25
  we
• 11:25
  do.
• 11:25
  And
• 11:25
  it
• 11:25
  sounds
• 11:26
  like
• 11:26
  those
• 11:26
  are
• 11:26
  the
• 11:26
  use
• 11:26
  cases.
• 11:26
  We
• 11:26
  always
• 11:27
  hear
• 11:27
  customer
• 11:27
  service,
• 11:28
  too,
• 11:28
  as
• 11:29
  a
• 11:29
  way
• 11:29
  to
• 11:29
  streamline
• 11:29
  things
• 11:30
  and
• 11:30
  potentially
• 11:31
  be
• 11:31
  more
• 11:31
  automated
• 11:32
  in
• 11:32
  that
• 11:32
  respect,
• 11:32
  too.
• 11:33
  We're
• 11:33
  hearing
• 11:33
  that
• 11:33
  and
• 11:34
  just
• 11:34
  got
• 11:34
  off
• 11:34
  stage,
• 11:35
  you
• 11:35
  know,
• 11:35
  talking.
• 11:36
  Hearing
• 11:36
  about
• 11:36
  that
• 11:36
  from
• 11:36
  everybody.
• 11:37
  Yeah,
• 11:37
  I
• 11:37
  mean,
• 11:37
  I
• 11:37
  think
• 11:38
  it's
• 11:38
  consistent
• 11:39
  in
• 11:40
  what
• 11:40
  we're
• 11:40
  hearing
• 11:40
  from
• 11:40
  the
• 11:40
  retailers
• 11:41
  we
• 11:41
  had
• 11:41
  on
• 11:41
  stage.
• 11:42
  Nestle,
• 11:42
  Purina,
• 11:43
  Wayfair
• 11:44
  and
• 11:45
  Nyx.
• 11:45
  They're
• 11:46
  all
• 11:46
  trying
• 11:46
  to
• 11:46
  figure
• 11:47
  out
• 11:48
  it
• 11:48
  might
• 11:48
  not
• 11:48
  be
• 11:49
  customer
• 11:49
  facing
• 11:50
  right
• 11:50
  now
• 11:50
  outside
• 11:50
  of
• 11:51
  the
• 11:51
  customer
• 11:51
  support
• 11:52
  and
• 11:52
  where's
• 11:52
  my
• 11:52
  order?
• 11:53
  You
• 11:53
  know,
• 11:53
  the
• 11:53
  main
• 11:54
  questions
• 11:54
  that
• 11:55
  people
• 11:55
  are
• 11:55
  reaching
• 11:55
  out
• 11:56
  to
• 11:56
  about,
• 11:56
  but
• 11:57
  it's
• 11:57
  really
• 11:57
  about,
• 11:58
  like,
• 11:58
  how
• 11:58
  do
• 11:58
  you
• 11:59
  figure
• 11:59
  out
• 11:59
  how
• 11:59
  to
• 11:59
  distill
• 12:00
  down
• 12:00
  some
• 12:00
  of
• 12:00
  the
• 12:01
  processes
• 12:01
  that
• 12:01
  you're
• 12:01
  doing
• 12:02
  day
• 12:02
  to
• 12:02
  day
• 12:02
  that
• 12:03
  will
• 12:03
  free
• 12:03
  up
• 12:04
  your
• 12:04
  teams
• 12:04
  to
• 12:05
  work
• 12:05
  on
• 12:06
  more
• 12:06
  strategic
• 12:06
  initiatives
• 12:07
  than,
• 12:08
  you
• 12:08
  know,
• 12:08
  submitting
• 12:09
  expense
• 12:09
  reports
• 12:10
  or
• 12:10
  those
• 12:10
  kinds
• 12:11
  of
• 12:11
  things.
• 12:11
  Yeah,
• 12:12
  I
• 12:12
  mean,
• 12:12
  I'd
• 12:12
  love
• 12:12
  to
• 12:13
  figure
• 12:13
  out,
• 12:13
  and
• 12:13
  we've
• 12:14
  played
• 12:14
  around
• 12:14
  a
• 12:15
  little
• 12:15
  with
• 12:15
  it.
• 12:15
  How
• 12:16
  can
• 12:16
  it
• 12:16
  help
• 12:16
  us
• 12:17
  create.
• 12:17
  Create
• 12:17
  new
• 12:17
  products,
• 12:18
  invent
• 12:18
  new
• 12:19
  products,
• 12:20
  sharing
• 12:21
  sales
• 12:21
  trends
• 12:22
  and
• 12:22
  helping
• 12:22
  us?
• 12:23
  Yeah,
• 12:24
  absolutely.
• 12:24
  Well,
• 12:25
  we'll
• 12:25
  have
• 12:25
  to
• 12:25
  keep
• 12:25
  a
• 12:26
  close
• 12:26
  eye
• 12:26
  on
• 12:26
  that
• 12:27
  and
• 12:27
  what
• 12:27
  you
• 12:28
  end
• 12:28
  up
• 12:28
  using
• 12:28
  AI
• 12:29
  for
• 12:29
  for
• 12:29
  your
• 12:29
  next.
• 12:30
  26
• 12:30
  years,
• 12:32
  the
• 12:32
  uncommonly
• 12:33
  good
• 12:33
  usages
• 12:34
  of
• 12:34
  AI.
• 12:35
  All
• 12:35
  right,
• 12:35
  well,
• 12:35
  David
• 12:36
  Blasky,
• 12:36
  thank
• 12:36
  you
• 12:36
  so
• 12:36
  much,
• 12:37
  man.
• 12:37
  Thanks
• 12:37
  for
• 12:38
  doing
• 12:38
  this.
• 12:38
  This
• 12:38
  is
• 12:38
  great.
• 12:38
  I
• 12:39
  reached
• 12:39
  out
• 12:39
  and
• 12:39
  we're
• 12:39
  like,
• 12:39
  yeah,
• 12:40
  let's
• 12:40
  do
• 12:40
  it.
• 12:40
  So
• 12:40
  we
• 12:41
  appreciate
• 12:41
  the
• 12:41
  time.
• 12:41
  Thanks,
• 12:42
  Avalara,
• 12:42
  for
• 12:42
  supporting
• 12:43
  our
• 12:43
  work
• 12:43
  here.
• 12:43
  Again,
• 12:44
  we're
• 12:44
  going
• 12:44
  to
• 12:44
  be
• 12:44
  here
• 12:44
  all
• 12:44
  day.
• 12:45
  We
• 12:45
  got
• 12:45
  a
• 12:45
  number
• 12:45
  of
• 12:45
  interviews
• 12:46
  coming.
• 12:46
  Your
• 12:46
  way.
• 12:46
  We're
• 12:47
  at
• 12:47
  booth
• 12:47
  1554.
• 12:49
  We're
• 12:49
  on
• 12:49
  the
• 12:49
  dock.
• 12:50
  Anne.
• 12:50
  We're
• 12:50
  sitting
• 12:51
  the
• 12:51
  bay
• 12:51
  here,
• 12:52
  if
• 12:52
  you
• 12:52
  can
• 12:52
  see
• 12:52
  it.
• 12:53
  I
• 12:53
  almost
• 12:53
  fell
• 12:53
  off
• 12:54
  the
• 12:54
  dock
• 12:54
  earlier
• 12:54
  today,
• 12:55
  but
• 12:55
  I'm
• 12:55
  still
• 12:55
  on
• 12:55
  it.
• 12:56
  We're
• 12:56
  still
• 12:56
  doing
• 12:56
  it.
• 12:56
  And,
• 12:56
  Anne,
• 12:57
  as
• 12:57
  always,
• 12:57
  be
• 12:57
  careful
• 12:58
  out
• 12:58
  there.