Latest / Omni Talk Retail / AI Is Finally Coming for One of Retail's Most Broken Jobs And It's About Time | Spotlight Series

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AI Is Finally Coming for One of Retail's Most Broken Jobs And It's About Time | Spotlight Series · Omni Talk Retail

• 0:00
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  Retail
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  Spotlight
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• 0:24
  but
• 0:24
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• 0:25
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• 0:25
  happier.
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  You
• 0:25
  each
• 0:26
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• 0:26
  too.
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  And
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  just
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  one
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• 0:30
  alongside
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  Daily
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  Minute,
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  which
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  brings
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• 0:33
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• 0:33
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• 0:36
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• 0:36
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  signature
• 0:36
  podcast,
• 0:37
  the
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  Retail
• 0:37
  Fast
• 0:38
  five
• 0:38
  that
• 0:38
  breaks
• 0:38
  down
• 0:38
  each
• 0:39
  week.
• 0:39
  The
• 0:39
  top
• 0:39
  five
• 0:40
  headlines
• 0:40
  making
• 0:40
  waves
• 0:41
  in
• 0:41
  the
• 0:41
  world
• 0:41
  of
• 0:41
  omnichannel
• 0:42
  retailing
• 0:42
  and
• 0:43
  comes
• 0:43
  your
• 0:43
  way
• 0:44
  without
• 0:44
  fail
• 0:44
  every
• 0:45
  Wednesday
• 0:45
  afternoon.
• 0:46
  Hello
• 0:46
  everyone.
• 0:47
  I
• 0:47
  am
• 0:47
  Chris
• 0:48
  Walton,
• 0:48
  your
• 0:48
  host
• 0:49
  for
• 0:49
  today's
• 0:49
  interview
• 0:49
  and
• 0:50
  interview
• 0:50
  in
• 0:51
  which
• 0:51
  we
• 0:51
  will
• 0:51
  explore
• 0:51
  the
• 0:52
  often
• 0:53
  under
• 0:53
  tech
• 0:54
  side
• 0:54
  of
• 0:54
  one
• 0:55
  area
• 0:55
  of
• 0:55
  retail
• 0:55
  that
• 0:56
  is
• 0:56
  near
• 0:56
  and
• 0:56
  dear
• 0:56
  to
• 0:57
  my
• 0:57
  heart.
• 0:57
  And
• 0:57
  of
• 0:57
  course,
• 0:58
  if
• 0:58
  you
• 0:58
  know
• 0:58
  me
• 0:58
  well,
• 0:58
  you
• 0:59
  know
• 0:59
  I'm
• 0:59
  talking
• 0:59
  about
• 0:59
  merchandise
• 1:00
  planning
• 1:01
  and
• 1:01
  allocation.
• 1:02
  For
• 1:02
  those
• 1:02
  of
• 1:02
  you
• 1:02
  that
• 1:03
  are
• 1:03
  familiar
• 1:03
  with
• 1:03
  this
• 1:03
  podcast,
• 1:04
  I
• 1:04
  spent
• 1:04
  the
• 1:04
  first
• 1:05
  four
• 1:05
  years
• 1:05
  of
• 1:05
  my
• 1:05
  retail
• 1:06
  career
• 1:06
  at
• 1:06
  the
• 1:07
  Gap
• 1:07
  back
• 1:07
  in
• 1:07
  the
• 1:07
  late
• 1:07
  90s
• 1:08
  in
• 1:08
  merch
• 1:08
  planning
• 1:09
  and
• 1:09
  allocation
• 1:10
  and
• 1:10
  I
• 1:10
  remember
• 1:11
  the
• 1:11
  job
• 1:11
  like
• 1:11
  it
• 1:11
  was
• 1:12
  yesterday.
• 1:12
  It
• 1:12
  was
• 1:12
  one
• 1:12
  of
• 1:12
  my
• 1:12
  favorite
• 1:13
  jobs
• 1:13
  I
• 1:13
  ever
• 1:13
  had.
• 1:14
  But
• 1:14
  I
• 1:15
  also
• 1:15
  remember
• 1:15
  having
• 1:16
  to
• 1:16
  manage
• 1:16
  spreadsheets
• 1:17
  upon
• 1:18
  spreadsheets
• 1:18
  to
• 1:18
  order
• 1:19
  every
• 1:19
  step
• 1:20
  style
• 1:20
  of
• 1:20
  denim
• 1:20
  across
• 1:21
  40
• 1:22
  various
• 1:22
  size
• 1:23
  options.
• 1:24
  And
• 1:24
  back
• 1:24
  in
• 1:24
  the
• 1:24
  90s,
• 1:25
  the
• 1:25
  gap
• 1:26
  carried
• 1:26
  a
• 1:26
  lot
• 1:26
  of
• 1:27
  denim.
• 1:27
  But
• 1:27
  that
• 1:27
  is
• 1:28
  a
• 1:28
  true
• 1:28
  story.
• 1:29
  I
• 1:29
  absolutely
• 1:30
  hated
• 1:30
  coming
• 1:30
  to
• 1:30
  work
• 1:31
  every
• 1:31
  Monday.
• 1:31
  You
• 1:32
  can
• 1:32
  ask
• 1:32
  my
• 1:32
  boss,
• 1:32
  Jen
• 1:33
  Meyerberg.
• 1:33
  It
• 1:34
  was
• 1:34
  a
• 1:34
  disaster
• 1:34
  until
• 1:35
  I
• 1:35
  got
• 1:35
  through
• 1:36
  all
• 1:36
  the
• 1:36
  different
• 1:36
  spreadsheets
• 1:37
  I
• 1:37
  had
• 1:37
  to
• 1:37
  manage
• 1:38
  and
• 1:38
  could
• 1:38
  start
• 1:38
  my
• 1:39
  day
• 1:39
  fresh
• 1:39
  on
• 1:40
  Tuesday.
• 1:41
  But
• 1:41
  sadly,
• 1:42
  sadly,
• 1:43
  friends,
• 1:44
  I'm
• 1:44
  not
• 1:44
  sure
• 1:44
  the
• 1:45
  process
• 1:45
  is
• 1:45
  all
• 1:45
  that
• 1:45
  different
• 1:46
  now
• 1:47
  at
• 1:47
  many
• 1:47
  companies,
• 1:48
  even
• 1:48
  almost
• 1:49
  30
• 1:49
  years
• 1:49
  later.
• 1:50
  So
• 1:50
  joining
• 1:51
  me
• 1:51
  to
• 1:51
  discuss
• 1:51
  whether
• 1:52
  this
• 1:52
  hypothesis
• 1:53
  is
• 1:53
  right
• 1:53
  or
• 1:53
  Wrong
• 1:54
  are
• 1:54
  Intello
• 1:55
  AI's
• 1:55
  co
• 1:55
  CEO
• 1:56
  Jeff
• 1:56
  Fish
• 1:56
  and
• 1:57
  its
• 1:57
  head
• 1:57
  of
• 1:57
  Merchandise
• 1:58
  strategy,
• 1:58
  Noah
• 1:59
  Hirschman.
• 2:00
  Jeff,
• 2:00
  welcome
• 2:00
  to
• 2:01
  omnitalk.
• 2:01
  Thanks
• 2:02
  Chris.
• 2:02
  Thanks
• 2:02
  for
• 2:03
  having
• 2:03
  me.
• 2:03
  And
• 2:03
  Noah,
• 2:03
  it's
• 2:04
  great
• 2:04
  to
• 2:04
  sit
• 2:04
  down
• 2:04
  with
• 2:04
  you
• 2:05
  as
• 2:05
  well.
• 2:05
  Yes,
• 2:06
  it's
• 2:06
  great
• 2:06
  to
• 2:06
  be
• 2:06
  here,
• 2:06
  Chris.
• 2:07
  Thank
• 2:07
  you.
• 2:07
  All
• 2:07
  right,
• 2:08
  well,
• 2:08
  let's
• 2:08
  get
• 2:08
  started.
• 2:08
  So
• 2:09
  Jeff,
• 2:09
  as
• 2:09
  I
• 2:09
  said
• 2:09
  at
• 2:09
  the
• 2:10
  outset,
• 2:10
  merchandise
• 2:11
  planning
• 2:11
  is
• 2:11
  kind
• 2:11
  of
• 2:12
  quote
• 2:12
  unquote
• 2:12
  under
• 2:13
  tech.
• 2:13
  And
• 2:13
  I
• 2:13
  use
• 2:13
  the
• 2:14
  air
• 2:14
  quotes
• 2:14
  on
• 2:14
  that
• 2:14
  one
• 2:15
  because
• 2:15
  it's
• 2:15
  kind
• 2:15
  of
• 2:15
  my
• 2:16
  my
• 2:16
  quotation
• 2:16
  of
• 2:17
  it.
• 2:17
  Do
• 2:18
  you
• 2:18
  agree
• 2:18
  with
• 2:18
  that?
• 2:19
  That
• 2:19
  that
• 2:19
  merchandise
• 2:20
  planning
• 2:20
  has
• 2:20
  been
• 2:20
  under
• 2:21
  tech?
• 2:21
  And
• 2:21
  if
• 2:22
  so,
• 2:22
  why
• 2:22
  is
• 2:22
  that
• 2:23
  I
• 2:23
  do
• 2:23
  agree.
• 2:24
  I
• 2:24
  think
• 2:24
  that,
• 2:25
  you
• 2:25
  know,
• 2:25
  there's
• 2:25
  been
• 2:25
  lots
• 2:26
  of
• 2:26
  systems
• 2:26
  that
• 2:26
  have
• 2:26
  been
• 2:26
  out
• 2:26
  there.
• 2:27
  I
• 2:27
  think
• 2:27
  when
• 2:27
  you
• 2:27
  were
• 2:27
  at
• 2:27
  Gap,
• 2:28
  I'm
• 2:28
  sure
• 2:28
  you
• 2:28
  had
• 2:28
  a,
• 2:29
  a
• 2:29
  complex
• 2:30
  merchandising
• 2:30
  and
• 2:31
  planning
• 2:31
  system
• 2:31
  that,
• 2:31
  that
• 2:32
  you
• 2:32
  used.
• 2:33
  And
• 2:33
  what
• 2:34
  you
• 2:34
  did
• 2:34
  was
• 2:34
  you
• 2:34
  downloaded
• 2:35
  everything
• 2:35
  out
• 2:35
  of
• 2:35
  that
• 2:35
  system
• 2:36
  and
• 2:36
  you,
• 2:36
  and
• 2:36
  you
• 2:36
  used
• 2:37
  your
• 2:37
  spreadsheets
• 2:37
  to,
• 2:38
  to,
• 2:38
  to
• 2:38
  get
• 2:39
  to
• 2:39
  the
• 2:39
  outcome
• 2:39
  that
• 2:39
  you
• 2:39
  were
• 2:39
  looking
• 2:40
  for.
• 2:40
  That
• 2:41
  hasn't
• 2:41
  changed
• 2:41
  a
• 2:41
  whole
• 2:41
  lot
• 2:42
  in
• 2:42
  30
• 2:42
  years.
• 2:43
  And
• 2:43
  whatever
• 2:44
  systems
• 2:44
  that
• 2:44
  are
• 2:44
  out
• 2:45
  there
• 2:46
  generally
• 2:46
  are
• 2:47
  not
• 2:47
  very
• 2:47
  much
• 2:48
  loved
• 2:48
  by
• 2:48
  merchandisers,
• 2:49
  planners,
• 2:49
  allocators,
• 2:50
  buyers.
• 2:51
  So
• 2:51
  the
• 2:52
  end
• 2:53
  result
• 2:53
  is
• 2:54
  they
• 2:54
  download
• 2:55
  whatever
• 2:55
  they're
• 2:56
  doing
• 2:56
  out
• 2:56
  of
• 2:56
  whatever
• 2:56
  system
• 2:57
  they
• 2:57
  have
• 2:57
  and
• 2:57
  they
• 2:58
  leverage
• 2:58
  spreadsheets.
• 2:59
  We
• 2:59
  saw
• 3:00
  that
• 3:00
  as
• 3:00
  a
• 3:00
  huge
• 3:01
  opportunity.
• 3:01
  We
• 3:02
  saw
• 3:02
  that
• 3:03
  there
• 3:03
  was
• 3:03
  ripe
• 3:04
  for
• 3:04
  disruption
• 3:05
  in
• 3:05
  that
• 3:05
  space
• 3:05
  and
• 3:05
  that's
• 3:06
  why
• 3:06
  we
• 3:06
  created
• 3:06
  Intello.
• 3:07
  So
• 3:08
  why
• 3:08
  is
• 3:08
  that
• 3:09
  though,
• 3:09
  Jeff?
• 3:09
  Like
• 3:09
  dig
• 3:10
  into
• 3:10
  that
• 3:10
  for
• 3:10
  me.
• 3:10
  Why
• 3:11
  have
• 3:11
  we
• 3:11
  seen
• 3:11
  so
• 3:11
  little
• 3:12
  technological
• 3:12
  innovation,
• 3:13
  know,
• 3:14
  to
• 3:14
  improve
• 3:14
  the
• 3:14
  day
• 3:14
  to
• 3:14
  day
• 3:15
  lives
• 3:15
  of
• 3:15
  the
• 3:15
  average
• 3:16
  merchandise
• 3:16
  planner
• 3:16
  and
• 3:17
  allocator?
• 3:17
  What,
• 3:17
  what,
• 3:18
  what,
• 3:18
  what
• 3:18
  caused
• 3:18
  that?
• 3:19
  Merchandising
• 3:20
  and
• 3:20
  planning
• 3:21
  is
• 3:21
  complicated.
• 3:22
  It's
• 3:23
  damn
• 3:23
  right.
• 3:25
  One
• 3:26
  part
• 3:26
  art,
• 3:27
  two
• 3:27
  part
• 3:27
  science
• 3:28
  or
• 3:28
  two
• 3:29
  parts
• 3:29
  art,
• 3:29
  one
• 3:29
  part
• 3:29
  science,
• 3:30
  depending
• 3:30
  on
• 3:30
  what,
• 3:31
  what
• 3:31
  area
• 3:32
  of,
• 3:32
  of
• 3:32
  the
• 3:32
  industry
• 3:33
  you're
• 3:33
  in.
• 3:34
  And
• 3:34
  you
• 3:35
  know,
• 3:35
  being
• 3:35
  able
• 3:36
  to,
• 3:36
  to
• 3:36
  input
• 3:37
  a
• 3:38
  set
• 3:38
  of
• 3:38
  data
• 3:38
  and
• 3:38
  then
• 3:39
  get
• 3:39
  an
• 3:39
  output
• 3:39
  that,
• 3:40
  that's
• 3:40
  easy,
• 3:41
  there's
• 3:41
  lots
• 3:41
  of
• 3:41
  systems
• 3:42
  that
• 3:42
  do
• 3:42
  that.
• 3:42
  But
• 3:43
  to
• 3:43
  take
• 3:44
  the
• 3:44
  creativity
• 3:45
  of
• 3:45
  a
• 3:45
  merchant
• 3:46
  that
• 3:46
  understands
• 3:47
  their
• 3:47
  business
• 3:47
  inside
• 3:48
  and
• 3:48
  out,
• 3:48
  or
• 3:48
  the
• 3:49
  creativity
• 3:49
  of
• 3:49
  a
• 3:49
  planner
• 3:50
  and
• 3:50
  knowing
• 3:51
  what
• 3:51
  the
• 3:51
  trends
• 3:51
  are
• 3:51
  gonna
• 3:52
  be
• 3:52
  for
• 3:52
  a
• 3:52
  certain
• 3:52
  store
• 3:53
  or
• 3:53
  a
• 3:53
  certain
• 3:53
  line,
• 3:54
  and
• 3:54
  applying
• 3:55
  that
• 3:55
  to
• 3:56
  an
• 3:56
  entire
• 3:57
  assortment
• 3:57
  or
• 3:58
  applying
• 3:58
  that
• 3:58
  to
• 3:58
  an
• 3:58
  allocation,
• 3:59
  that's
• 4:00
  a
• 4:00
  lot
• 4:00
  of
• 4:00
  art.
• 4:01
  And
• 4:01
  I
• 4:01
  think
• 4:01
  that
• 4:01
  systems
• 4:02
  historically
• 4:02
  just
• 4:02
  haven't
• 4:03
  been
• 4:03
  able
• 4:03
  to
• 4:03
  do
• 4:03
  that
• 4:03
  very
• 4:03
  well.
• 4:05
  Yeah,
• 4:06
  what,
• 4:06
  like,
• 4:06
  what's
• 4:07
  the
• 4:07
  example
• 4:07
  of
• 4:07
  the
• 4:07
  art
• 4:07
  that
• 4:08
  comes
• 4:08
  into
• 4:08
  that?
• 4:08
  Because
• 4:08
  like,
• 4:08
  I
• 4:09
  think,
• 4:09
  you
• 4:09
  know,
• 4:09
  there
• 4:10
  are,
• 4:10
  when
• 4:10
  I
• 4:10
  think
• 4:10
  about
• 4:10
  merchandise
• 4:11
  planning,
• 4:11
  there
• 4:11
  are
• 4:12
  so
• 4:12
  many
• 4:12
  things
• 4:12
  that
• 4:13
  have
• 4:13
  to
• 4:13
  link
• 4:13
  up
• 4:14
  to
• 4:14
  get
• 4:14
  the
• 4:14
  product
• 4:14
  to
• 4:15
  go
• 4:15
  to
• 4:15
  the
• 4:15
  right
• 4:16
  place
• 4:16
  at
• 4:16
  the
• 4:16
  right
• 4:16
  time.
• 4:17
  And
• 4:17
  so
• 4:18
  like
• 4:18
  what,
• 4:18
  when
• 4:18
  you
• 4:18
  say
• 4:19
  art,
• 4:19
  I'm
• 4:19
  curious
• 4:19
  what,
• 4:20
  what
• 4:20
  comes
• 4:20
  into
• 4:20
  your
• 4:20
  head?
• 4:21
  Yeah.
• 4:22
  So
• 4:22
  you
• 4:22
  know,
• 4:22
  let's
• 4:22
  just
• 4:23
  use
• 4:23
  where
• 4:23
  you
• 4:23
  used
• 4:23
  to
• 4:23
  work,
• 4:24
  right?
• 4:24
  Yeah.
• 4:26
  Understanding
• 4:26
  what
• 4:26
  the
• 4:26
  trends
• 4:27
  are
• 4:27
  going
• 4:27
  to
• 4:27
  be
• 4:27
  for
• 4:27
  the
• 4:27
  following
• 4:28
  season,
• 4:29
  understanding
• 4:30
  what
• 4:30
  the
• 4:30
  buy
• 4:30
  should
• 4:31
  be
• 4:31
  to,
• 4:31
  to
• 4:32
  really
• 4:32
  fill
• 4:32
  all
• 4:33
  of
• 4:33
  those
• 4:33
  stores.
• 4:34
  You
• 4:34
  know,
• 4:34
  we
• 4:34
  work
• 4:34
  with
• 4:35
  a
• 4:35
  lot
• 4:35
  of
• 4:35
  luxury
• 4:35
  brands
• 4:36
  for
• 4:36
  luxury
• 4:36
  brands.
• 4:37
  You
• 4:37
  know,
• 4:37
  knowing
• 4:38
  the,
• 4:38
  the
• 4:38
  trends
• 4:39
  around
• 4:40
  sizing,
• 4:40
  you
• 4:40
  know,
• 4:41
  we
• 4:41
  think
• 4:41
  about,
• 4:41
  you
• 4:41
  know,
• 4:41
  what's
• 4:42
  changed
• 4:43
  so
• 4:43
  much
• 4:43
  in
• 4:43
  the
• 4:43
  US
• 4:43
  around
• 4:43
  GLP1s
• 4:44
  or
• 4:45
  what
• 4:45
  the
• 4:46
  next
• 4:46
  Color
• 4:46
  should
• 4:46
  be,
• 4:47
  you
• 4:47
  know,
• 4:48
  leveraging
• 4:49
  legacy
• 4:49
  ML
• 4:50
  systems
• 4:50
  or
• 4:51
  certainly
• 4:51
  just
• 4:51
  legacy
• 4:52
  systems.
• 4:52
  It's
• 4:52
  very
• 4:52
  hard
• 4:53
  to
• 4:53
  be
• 4:53
  able
• 4:53
  to
• 4:53
  do
• 4:53
  that.
• 4:53
  It's
• 4:54
  very
• 4:54
  hard
• 4:54
  to
• 4:54
  be
• 4:54
  able
• 4:54
  to
• 4:55
  apply
• 4:56
  that
• 4:57
  gut
• 4:57
  instinct
• 4:57
  to
• 4:58
  a
• 4:59
  system
• 4:59
  of
• 4:59
  record.
• 5:01
  Yeah.
• 5:01
  The
• 5:01
  other
• 5:01
  part
• 5:01
  about
• 5:01
  this
• 5:02
  too,
• 5:02
  Jeff,
• 5:02
  that
• 5:02
  I've
• 5:02
  been
• 5:02
  thinking
• 5:03
  a
• 5:03
  lot
• 5:03
  about
• 5:03
  recently
• 5:03
  is
• 5:04
  like,
• 5:04
  you
• 5:04
  know,
• 5:05
  a
• 5:05
  lot
• 5:05
  of
• 5:05
  what
• 5:05
  we're
• 5:05
  talking
• 5:06
  about,
• 5:06
  you
• 5:06
  know,
• 5:07
  has
• 5:07
  been
• 5:07
  around
• 5:07
  for
• 5:07
  a
• 5:07
  long
• 5:08
  time
• 5:08
  and
• 5:08
  it's
• 5:08
  all
• 5:08
  pre2022.
• 5:09
  It's
• 5:10
  pre
• 5:11
  the
• 5:11
  new
• 5:11
  generative
• 5:12
  AI
• 5:12
  age
• 5:13
  where
• 5:13
  you
• 5:13
  can
• 5:13
  just
• 5:14
  do
• 5:15
  more
• 5:15
  things.
• 5:15
  Is
• 5:16
  that
• 5:16
  a
• 5:16
  factor
• 5:16
  too
• 5:17
  in
• 5:17
  the
• 5:17
  sense
• 5:17
  of
• 5:18
  like,
• 5:18
  you
• 5:18
  know,
• 5:19
  as
• 5:19
  much
• 5:19
  as
• 5:19
  we
• 5:20
  knew
• 5:20
  the
• 5:20
  issues
• 5:21
  that
• 5:21
  merchandise
• 5:21
  planners
• 5:22
  and
• 5:22
  allocators
• 5:22
  had
• 5:22
  as
• 5:23
  an
• 5:23
  industry,
• 5:24
  we
• 5:24
  just
• 5:24
  didn't
• 5:24
  really
• 5:25
  have
• 5:25
  the
• 5:25
  technology
• 5:26
  to
• 5:26
  help
• 5:27
  them
• 5:27
  in
• 5:27
  any
• 5:27
  way
• 5:28
  as
• 5:28
  well.
• 5:29
  Yeah,
• 5:29
  AI
• 5:30
  has
• 5:30
  been
• 5:30
  around
• 5:30
  for
• 5:30
  years.
• 5:30
  Right.
• 5:31
  Noah
• 5:31
  and
• 5:31
  I
• 5:32
  come
• 5:32
  from
• 5:32
  Microsoft
• 5:33
  and
• 5:33
  Salesforce.
• 5:34
  We
• 5:34
  were
• 5:34
  using
• 5:34
  AI
• 5:35
  for
• 5:35
  many,
• 5:35
  many
• 5:35
  years.
• 5:37
  And
• 5:37
  merchandising
• 5:38
  and
• 5:38
  planning
• 5:38
  systems
• 5:39
  have
• 5:39
  had
• 5:39
  ML
• 5:40
  models
• 5:41
  in
• 5:41
  place
• 5:41
  for
• 5:42
  at
• 5:42
  least
• 5:42
  10
• 5:43
  to
• 5:43
  15
• 5:43
  years,
• 5:43
  maybe
• 5:44
  back
• 5:44
  to
• 5:44
  when
• 5:44
  you
• 5:44
  were
• 5:44
  a
• 5:44
  gap.
• 5:45
  And
• 5:46
  they've
• 5:46
  gotten
• 5:46
  better
• 5:46
  over
• 5:46
  time,
• 5:47
  but
• 5:47
  historically
• 5:48
  they've
• 5:48
  really
• 5:48
  been
• 5:49
  a
• 5:49
  black
• 5:49
  box
• 5:50
  of
• 5:50
  AI
• 5:51
  where
• 5:52
  you
• 5:52
  input
• 5:52
  some
• 5:53
  data
• 5:53
  and
• 5:53
  you
• 5:53
  get
• 5:53
  an
• 5:53
  output
• 5:54
  and
• 5:54
  you
• 5:55
  may
• 5:55
  agree
• 5:55
  with
• 5:55
  that
• 5:55
  output
• 5:55
  or
• 5:56
  you're
• 5:56
  not.
• 5:56
  And
• 5:56
  generally,
• 5:57
  historically,
• 5:58
  merchants
• 5:58
  and
• 5:59
  planners
• 5:59
  have
• 5:59
  not
• 5:59
  agreed.
• 5:59
  So
• 6:00
  that's
• 6:00
  why
• 6:00
  they
• 6:00
  ended
• 6:00
  up
• 6:01
  downloading
• 6:02
  everything
• 6:02
  into
• 6:02
  a
• 6:02
  spreadsheet
• 6:03
  and
• 6:03
  working
• 6:03
  their
• 6:04
  magic
• 6:04
  on
• 6:04
  their
• 6:04
  own.
• 6:05
  I
• 6:05
  think
• 6:05
  since
• 6:06
  ChatGPT
• 6:06
  launched
• 6:07
  and
• 6:08
  the
• 6:08
  entire
• 6:08
  world
• 6:09
  is
• 6:09
  now
• 6:09
  using
• 6:10
  Some
• 6:10
  sort
• 6:10
  of
• 6:10
  LLM,
• 6:11
  whether
• 6:11
  it's
• 6:11
  Gemini
• 6:12
  or
• 6:12
  ChatGPT
• 6:13
  or
• 6:15
  Claude
• 6:15
  or
• 6:15
  any
• 6:16
  of
• 6:16
  the
• 6:16
  other
• 6:16
  open
• 6:16
  models,
• 6:18
  there's
• 6:18
  a
• 6:18
  level
• 6:18
  of
• 6:19
  comfort
• 6:19
  now
• 6:20
  that
• 6:20
  if
• 6:20
  you
• 6:20
  have
• 6:20
  an
• 6:20
  interaction
• 6:21
  with
• 6:22
  a
• 6:22
  model,
• 6:24
  it
• 6:24
  will
• 6:24
  reason
• 6:24
  with
• 6:24
  you,
• 6:25
  it
• 6:25
  will
• 6:26
  tell
• 6:26
  you
• 6:26
  why
• 6:26
  it
• 6:26
  did
• 6:26
  what
• 6:27
  it
• 6:27
  did.
• 6:28
  And
• 6:28
  that
• 6:28
  gives
• 6:28
  a
• 6:28
  level
• 6:29
  of
• 6:29
  trust.
• 6:30
  And
• 6:31
  we
• 6:31
  saw
• 6:31
  an
• 6:31
  opportunity
• 6:32
  post
• 6:33
  2022
• 6:34
  that
• 6:34
  if
• 6:34
  you
• 6:34
  could
• 6:34
  build
• 6:35
  that
• 6:35
  level
• 6:35
  of
• 6:36
  trust
• 6:36
  in
• 6:36
  a
• 6:37
  very
• 6:37
  narrow
• 6:37
  and
• 6:37
  focused
• 6:38
  way
• 6:38
  for
• 6:38
  merchandisers
• 6:39
  and
• 6:39
  planners,
• 6:39
  you
• 6:40
  can
• 6:40
  really
• 6:40
  transform
• 6:40
  how
• 6:41
  they
• 6:41
  work.
• 6:42
  Right.
• 6:42
  And
• 6:43
  yeah,
• 6:43
  that's
• 6:43
  interesting
• 6:43
  too.
• 6:44
  The
• 6:44
  dichotomy
• 6:44
  between
• 6:45
  pre
• 6:45
  and
• 6:45
  post2022
• 6:46
  is
• 6:46
  really
• 6:46
  interesting.
• 6:46
  Yeah.
• 6:46
  Because
• 6:46
  you
• 6:47
  always
• 6:47
  had
• 6:47
  MO,
• 6:47
  but
• 6:47
  particularly
• 6:48
  on
• 6:48
  the
• 6:48
  forecasting
• 6:48
  side.
• 6:49
  But
• 6:49
  when
• 6:49
  you
• 6:49
  think
• 6:49
  about
• 6:49
  the
• 6:50
  actual
• 6:51
  planning
• 6:51
  and
• 6:51
  then
• 6:51
  the
• 6:52
  execution
• 6:52
  of
• 6:52
  the
• 6:52
  day
• 6:52
  to
• 6:53
  day
• 6:53
  job,
• 6:53
  that's
• 6:53
  where
• 6:54
  I
• 6:54
  think
• 6:54
  the
• 6:54
  rubber
• 6:54
  is
• 6:54
  really
• 6:54
  starting
• 6:55
  to
• 6:55
  meet
• 6:55
  the
• 6:55
  road
• 6:55
  with,
• 6:55
  with
• 6:56
  the
• 6:56
  new
• 6:56
  tech.
• 6:57
  Noah,
• 6:57
  what
• 6:57
  color
• 6:58
  would
• 6:58
  you
• 6:58
  add
• 6:58
  here?
• 6:58
  I'm
• 6:58
  curious.
• 7:01
  Right.
• 7:01
  Well,
• 7:01
  I
• 7:01
  mean,
• 7:02
  I
• 7:02
  think
• 7:02
  that
• 7:02
  merchandising
• 7:03
  is
• 7:03
  a
• 7:04
  little
• 7:04
  bit
• 7:04
  of
• 7:04
  a
• 7:04
  black
• 7:04
  box
• 7:05
  for
• 7:05
  a
• 7:05
  lot
• 7:05
  of
• 7:05
  people
• 7:05
  who
• 7:06
  are
• 7:06
  not
• 7:06
  as
• 7:06
  involved
• 7:07
  in
• 7:07
  retail
• 7:08
  as
• 7:08
  let's
• 7:08
  say
• 7:08
  you
• 7:09
  are
• 7:09
  or
• 7:09
  we
• 7:10
  are.
• 7:10
  And
• 7:11
  so
• 7:11
  I
• 7:11
  think
• 7:11
  a
• 7:11
  lot
• 7:11
  of
• 7:11
  people,
• 7:12
  especially
• 7:12
  from,
• 7:12
  you
• 7:12
  know,
• 7:13
  some
• 7:13
  of
• 7:13
  the
• 7:13
  big
• 7:13
  tech
• 7:13
  companies,
• 7:14
  they
• 7:14
  understand
• 7:15
  CRM
• 7:15
  from,
• 7:16
  for
• 7:16
  example,
• 7:16
  very
• 7:17
  easy,
• 7:17
  very
• 7:17
  quickly.
• 7:18
  They
• 7:18
  understand
• 7:18
  supply
• 7:19
  chain
• 7:19
  and
• 7:19
  demand
• 7:20
  forecasting
• 7:20
  and
• 7:20
  planning,
• 7:21
  they
• 7:21
  understand
• 7:22
  store
• 7:22
  operations.
• 7:23
  But
• 7:23
  when
• 7:23
  they
• 7:23
  talk
• 7:24
  about
• 7:24
  merchandising,
• 7:24
  they're
• 7:25
  like,
• 7:26
  what
• 7:26
  exactly
• 7:26
  is
• 7:27
  that?
• 7:27
  And
• 7:27
  so
• 7:27
  that's
• 7:28
  one
• 7:28
  of
• 7:28
  the
• 7:28
  reasons
• 7:28
  why
• 7:28
  there
• 7:29
  hasn't
• 7:29
  really
• 7:29
  been
• 7:30
  a
• 7:30
  lot
• 7:30
  of
• 7:30
  good
• 7:31
  tools.
• 7:31
  And
• 7:31
  the
• 7:31
  other
• 7:31
  one
• 7:32
  is
• 7:32
  of
• 7:32
  course
• 7:32
  this,
• 7:32
  and
• 7:33
  I'll
• 7:33
  probably
• 7:33
  talk
• 7:33
  about
• 7:34
  this
• 7:34
  a
• 7:34
  lot,
• 7:35
  the
• 7:35
  difference
• 7:35
  between
• 7:35
  the
• 7:35
  left
• 7:36
  brain
• 7:36
  and
• 7:36
  the
• 7:36
  right
• 7:36
  brain,
• 7:37
  why
• 7:37
  I
• 7:38
  love
• 7:38
  retail
• 7:39
  and
• 7:39
  I've
• 7:39
  been
• 7:39
  a
• 7:39
  retail
• 7:40
  merchant
• 7:40
  for
• 7:41
  many,
• 7:41
  many,
• 7:41
  many
• 7:42
  years.
• 7:43
  Right.
• 7:43
  Is
• 7:43
  that
• 7:44
  kind
• 7:44
  of
• 7:44
  balance
• 7:44
  between
• 7:45
  the
• 7:46
  art
• 7:46
  part
• 7:46
  of
• 7:46
  it,
• 7:47
  which
• 7:47
  is
• 7:48
  what
• 7:48
  Jeff
• 7:48
  was
• 7:48
  saying
• 7:49
  earlier,
• 7:49
  you
• 7:49
  know,
• 7:49
  what's
• 7:50
  going
• 7:50
  to
• 7:50
  be
• 7:50
  the
• 7:50
  hot
• 7:50
  color,
• 7:51
  what's
• 7:51
  going
• 7:51
  to
• 7:51
  be
• 7:51
  the
• 7:51
  hot
• 7:52
  trend,
• 7:52
  you
• 7:52
  know,
• 7:53
  how
• 7:53
  do
• 7:53
  I
• 7:53
  use
• 7:54
  my
• 7:54
  creativity
• 7:55
  to
• 7:55
  be
• 7:55
  able
• 7:55
  to
• 7:55
  understand
• 7:56
  what's
• 7:56
  going
• 7:56
  to
• 7:56
  sell.
• 7:57
  And
• 7:58
  the
• 7:58
  whole
• 7:59
  quantification
• 8:00
  part,
• 8:00
  which
• 8:01
  is
• 8:01
  very
• 8:01
  hard.
• 8:02
  And
• 8:02
  the
• 8:02
  truth
• 8:02
  is,
• 8:03
  is
• 8:03
  that
• 8:03
  there
• 8:04
  is
• 8:04
  a
• 8:04
  lot
• 8:04
  of
• 8:05
  efficiency,
• 8:06
  you
• 8:06
  know,
• 8:06
  not
• 8:07
  having
• 8:07
  to
• 8:07
  use
• 8:07
  spreadsheets
• 8:08
  and
• 8:08
  being
• 8:08
  able
• 8:08
  to
• 8:09
  use
• 8:09
  the
• 8:09
  these
• 8:10
  kind
• 8:10
  of
• 8:10
  prompt
• 8:10
  driven
• 8:11
  LLM
• 8:11
  interfaces.
• 8:12
  But
• 8:13
  even
• 8:13
  more
• 8:14
  importantly
• 8:14
  is
• 8:15
  how
• 8:15
  precise
• 8:16
  these
• 8:16
  are
• 8:17
  compared
• 8:17
  to
• 8:17
  humans.
• 8:18
  Right?
• 8:18
  And
• 8:19
  I
• 8:19
  think
• 8:19
  people
• 8:20
  have
• 8:20
  sort
• 8:20
  of
• 8:20
  realized
• 8:21
  that
• 8:21
  in
• 8:21
  terms
• 8:22
  of
• 8:22
  math
• 8:22
  and
• 8:23
  higher
• 8:23
  math
• 8:23
  and
• 8:24
  statistics
• 8:24
  and
• 8:24
  things
• 8:25
  like
• 8:25
  that
• 8:26
  AI
• 8:26
  is
• 8:27
  just
• 8:27
  better
• 8:27
  than
• 8:28
  humans
• 8:28
  are.
• 8:28
  And
• 8:29
  they
• 8:29
  just,
• 8:29
  you
• 8:29
  know,
• 8:29
  and
• 8:30
  we're
• 8:30
  talking
• 8:30
  about,
• 8:31
  you
• 8:31
  know,
• 8:32
  these
• 8:32
  kind
• 8:32
  of
• 8:32
  very
• 8:33
  thin
• 8:33
  margin,
• 8:34
  very
• 8:34
  high
• 8:34
  velocity
• 8:36
  business
• 8:36
  models
• 8:37
  that
• 8:37
  retailers
• 8:38
  have
• 8:38
  small
• 8:39
  mistakes.
• 8:40
  This
• 8:40
  inventory
• 8:41
  should
• 8:41
  be
• 8:41
  in
• 8:41
  this
• 8:41
  store,
• 8:42
  but
• 8:42
  it's
• 8:42
  not,
• 8:42
  it's
• 8:43
  in
• 8:43
  that
• 8:43
  store.
• 8:44
  It
• 8:44
  can
• 8:44
  be
• 8:44
  something
• 8:45
  like,
• 8:45
  I
• 8:45
  think
• 8:46
  the
• 8:46
  last
• 8:46
  statistic
• 8:46
  I
• 8:47
  read
• 8:47
  is
• 8:47
  between
• 8:48
  6
• 8:48
  and
• 8:48
  12%
• 8:49
  of
• 8:49
  total
• 8:49
  revenue
• 8:50
  can
• 8:50
  be
• 8:50
  impacted
• 8:51
  by
• 8:51
  just
• 8:52
  dumb
• 8:52
  merchandising
• 8:53
  and
• 8:53
  planning
• 8:54
  mistakes.
• 8:54
  Right?
• 8:55
  So
• 8:55
  it's
• 8:55
  very,
• 8:55
  very
• 8:56
  high
• 8:56
  stakes
• 8:57
  actually.
• 8:57
  And
• 8:58
  that's
• 8:58
  why
• 8:58
  I
• 8:59
  think
• 8:59
  it's
• 8:59
  important
• 8:59
  to
• 8:59
  be
• 9:00
  able
• 9:00
  to
• 9:00
  say,
• 9:00
  look,
• 9:01
  this,
• 9:01
  you
• 9:01
  know,
• 9:01
  this
• 9:02
  AI
• 9:03
  high
• 9:03
  math,
• 9:04
  super
• 9:05
  statistical
• 9:06
  stuff
• 9:06
  that
• 9:06
  humans
• 9:07
  either
• 9:08
  don't
• 9:08
  want
• 9:08
  to
• 9:08
  do
• 9:09
  or
• 9:09
  don't
• 9:09
  know
• 9:09
  how
• 9:10
  to
• 9:10
  do
• 9:10
  or
• 9:10
  don't
• 9:11
  know
• 9:11
  how
• 9:11
  to
• 9:11
  do
• 9:11
  that.
• 9:12
  Well,
• 9:12
  just
• 9:13
  let
• 9:13
  them
• 9:13
  do
• 9:13
  that
• 9:14
  and
• 9:14
  then
• 9:14
  allow
• 9:14
  the
• 9:15
  merchants
• 9:15
  to
• 9:15
  really
• 9:16
  shine
• 9:16
  what
• 9:17
  they're,
• 9:17
  what
• 9:18
  they're
• 9:18
  good
• 9:18
  at,
• 9:19
  which
• 9:19
  is
• 9:19
  really,
• 9:20
  you
• 9:20
  know,
• 9:20
  being
• 9:20
  able
• 9:21
  to
• 9:21
  predict
• 9:22
  the
• 9:22
  trends
• 9:22
  and
• 9:23
  do
• 9:23
  the
• 9:23
  art
• 9:23
  part,
• 9:23
  it's
• 9:24
  more
• 9:24
  fun.
• 9:25
  And
• 9:25
  also
• 9:26
  I
• 9:26
  don't
• 9:26
  see
• 9:26
  that
• 9:27
  AI
• 9:27
  is
• 9:27
  going
• 9:28
  to
• 9:28
  take
• 9:28
  that
• 9:28
  over
• 9:29
  anytime
• 9:30
  soon,
• 9:30
  the
• 9:30
  real
• 9:31
  creative
• 9:31
  part.
• 9:31
  But
• 9:32
  they
• 9:32
  could
• 9:32
  take
• 9:33
  sort
• 9:33
  of
• 9:33
  the
• 9:33
  day
• 9:33
  to
• 9:34
  day
• 9:34
  operations
• 9:35
  and
• 9:35
  just
• 9:35
  do
• 9:36
  it
• 9:36
  faster,
• 9:36
  better,
• 9:37
  more
• 9:37
  efficiently
• 9:38
  than
• 9:38
  humans
• 9:39
  can.
• 9:39
  Yeah,
• 9:40
  there's
• 9:40
  a
• 9:40
  couple
• 9:40
  things
• 9:40
  that
• 9:40
  come
• 9:41
  to
• 9:41
  mind
• 9:41
  for
• 9:41
  me
• 9:41
  there
• 9:41
  when
• 9:41
  you
• 9:41
  said
• 9:42
  that,
• 9:42
  Noah.
• 9:42
  I
• 9:42
  mean
• 9:42
  like
• 9:43
  the,
• 9:43
  the,
• 9:43
  the,
• 9:43
  those
• 9:44
  numbers
• 9:44
  actually,
• 9:44
  given
• 9:45
  my
• 9:45
  history
• 9:45
  at
• 9:45
  the
• 9:46
  Gap
• 9:46
  and
• 9:46
  then
• 9:46
  running
• 9:47
  large
• 9:47
  scale
• 9:47
  merchandise
• 9:48
  planning
• 9:48
  teams
• 9:48
  of
• 9:48
  like
• 9:48
  50
• 9:49
  plus
• 9:49
  people
• 9:49
  at
• 9:49
  Target,
• 9:50
  like,
• 9:50
  I
• 9:50
  actually,
• 9:50
  I
• 9:51
  actually
• 9:51
  think,
• 9:51
  I
• 9:52
  actually
• 9:52
  think
• 9:52
  those
• 9:52
  numbers
• 9:52
  are
• 9:52
  probably
• 9:53
  low
• 9:53
  in
• 9:53
  terms
• 9:53
  of
• 9:54
  the
• 9:54
  impact
• 9:54
  that
• 9:54
  they're
• 9:54
  having
• 9:55
  in
• 9:55
  terms
• 9:55
  of
• 9:55
  the
• 9:55
  potential
• 9:56
  mistakes
• 9:56
  that
• 9:56
  are
• 9:56
  out
• 9:56
  there.
• 9:56
  We
• 9:57
  just,
• 9:57
  we,
• 9:57
  we
• 9:57
  have
• 9:57
  no
• 9:57
  idea
• 9:58
  as
• 9:58
  an
• 9:58
  industry
• 9:59
  in
• 9:59
  terms
• 9:59
  of
• 9:59
  the
• 9:59
  impact
• 10:00
  here.
• 10:01
  And
• 10:01
  then
• 10:01
  the
• 10:01
  other
• 10:02
  thing
• 10:02
  too
• 10:02
  is
• 10:02
  like,
• 10:02
  we
• 10:02
  give
• 10:02
  these
• 10:03
  jobs
• 10:03
  typically
• 10:03
  to
• 10:04
  people
• 10:04
  that
• 10:04
  are
• 10:04
  fresh
• 10:04
  out
• 10:04
  of
• 10:05
  college,
• 10:05
  that
• 10:05
  are
• 10:05
  learning
• 10:06
  the
• 10:06
  retail
• 10:07
  ropes
• 10:07
  for
• 10:07
  the
• 10:07
  first
• 10:07
  time.
• 10:08
  So
• 10:08
  they're,
• 10:08
  you
• 10:08
  know,
• 10:08
  they're
• 10:09
  having
• 10:09
  to
• 10:09
  learn
• 10:09
  things.
• 10:10
  And
• 10:11
  the
• 10:11
  lack
• 10:11
  of
• 10:11
  a
• 10:11
  system,
• 10:12
  systematized
• 10:13
  approach
• 10:13
  actually
• 10:13
  makes
• 10:14
  the
• 10:14
  job
• 10:14
  more
• 10:14
  difficult
• 10:15
  for
• 10:15
  them
• 10:15
  too.
• 10:16
  Because
• 10:16
  the
• 10:16
  other
• 10:16
  thing
• 10:16
  I
• 10:17
  was
• 10:17
  thinking
• 10:17
  about
• 10:17
  is
• 10:18
  when
• 10:18
  you
• 10:18
  mentioned
• 10:19
  CRM,
• 10:19
  the
• 10:20
  other
• 10:20
  thing
• 10:20
  I
• 10:20
  would
• 10:20
  say
• 10:20
  about
• 10:20
  the
• 10:21
  merchandise
• 10:21
  planning
• 10:21
  process,
• 10:22
  it's
• 10:22
  not
• 10:22
  linear.
• 10:23
  Like
• 10:23
  it
• 10:23
  never
• 10:24
  works
• 10:24
  the
• 10:24
  same
• 10:25
  way
• 10:25
  for
• 10:25
  every
• 10:26
  item,
• 10:27
  the
• 10:27
  exact
• 10:27
  same
• 10:27
  way
• 10:28
  every
• 10:28
  single
• 10:29
  time.
• 10:29
  Which
• 10:30
  makes
• 10:30
  the,
• 10:31
  which
• 10:32
  requires
• 10:33
  human
• 10:34
  brains
• 10:34
  to
• 10:35
  step
• 10:35
  in
• 10:35
  and
• 10:35
  solve
• 10:36
  problems
• 10:36
  that
• 10:37
  they
• 10:37
  haven't
• 10:37
  seen
• 10:37
  before.
• 10:38
  Am
• 10:38
  I,
• 10:39
  do
• 10:39
  you
• 10:40
  agree
• 10:40
  with
• 10:40
  that?
• 10:40
  No,
• 10:40
  I
• 10:41
  saw
• 10:41
  you
• 10:41
  shaking
• 10:41
  your
• 10:41
  head
• 10:42
  like
• 10:42
  that,
• 10:43
  to
• 10:43
  me,
• 10:43
  is
• 10:43
  the
• 10:43
  fundamental
• 10:44
  thing
• 10:44
  that
• 10:45
  is
• 10:45
  now
• 10:46
  unlocked
• 10:46
  because
• 10:47
  of
• 10:47
  what
• 10:47
  you
• 10:47
  can
• 10:47
  do
• 10:48
  with
• 10:48
  the
• 10:48
  new,
• 10:49
  the
• 10:49
  new,
• 10:50
  you
• 10:50
  know,
• 10:50
  revolution
• 10:51
  with
• 10:51
  AI,
• 10:51
  so
• 10:52
  to
• 10:52
  speak.
• 10:53
  I'll
• 10:53
  tell
• 10:53
  you,
• 10:53
  it's
• 10:54
  one
• 10:54
  of
• 10:54
  these
• 10:54
  wow
• 10:55
  moments,
• 10:55
  you
• 10:55
  know,
• 10:55
  using,
• 10:56
  I
• 10:56
  mean,
• 10:57
  our
• 10:57
  tool.
• 10:57
  Obviously
• 10:59
  we're
• 10:59
  going
• 10:59
  to
• 10:59
  be
• 10:59
  biased
• 11:00
  about
• 11:00
  intello
• 11:01
  AIs,
• 11:02
  you
• 11:02
  know,
• 11:02
  great
• 11:02
  interfaces,
• 11:03
  etc.
• 11:04
  But
• 11:04
  the
• 11:04
  truth
• 11:04
  is,
• 11:04
  is
• 11:05
  that,
• 11:05
  you
• 11:05
  know,
• 11:06
  most
• 11:06
  people,
• 11:06
  as
• 11:06
  Jeff
• 11:07
  said
• 11:07
  earlier,
• 11:07
  are
• 11:08
  used
• 11:08
  to
• 11:08
  using
• 11:08
  an
• 11:09
  LLM
• 11:09
  interface.
• 11:10
  They
• 11:10
  know
• 11:10
  how
• 11:10
  to
• 11:11
  create
• 11:11
  a
• 11:11
  prompt.
• 11:12
  Right.
• 11:12
  But
• 11:13
  so
• 11:13
  to
• 11:13
  be
• 11:13
  able
• 11:13
  to
• 11:13
  ask
• 11:15
  a
• 11:15
  relatively
• 11:16
  obtuse
• 11:17
  question,
• 11:17
  you
• 11:18
  know,
• 11:18
  so
• 11:18
  for
• 11:18
  example,
• 11:19
  if
• 11:19
  we're
• 11:19
  doing
• 11:19
  merchandise
• 11:20
  financial
• 11:21
  planning
• 11:22
  and
• 11:22
  we
• 11:22
  can
• 11:22
  be
• 11:22
  able
• 11:23
  to
• 11:23
  say,
• 11:23
  okay,
• 11:23
  you
• 11:24
  know,
• 11:24
  give
• 11:24
  me
• 11:24
  my
• 11:25
  financial
• 11:25
  plan
• 11:26
  for,
• 11:26
  you
• 11:26
  know,
• 11:26
  based
• 11:27
  on
• 11:27
  these
• 11:27
  parameters
• 11:28
  for
• 11:28
  the
• 11:28
  next
• 11:29
  six
• 11:29
  months
• 11:29
  and
• 11:29
  then
• 11:30
  you
• 11:30
  can
• 11:30
  say,
• 11:31
  oh,
• 11:31
  and
• 11:32
  by
• 11:32
  the
• 11:32
  way,
• 11:32
  can
• 11:32
  you
• 11:32
  just
• 11:33
  change
• 11:33
  them?
• 11:33
  I
• 11:33
  need
• 11:33
  to
• 11:34
  get
• 11:34
  more
• 11:34
  margin.
• 11:35
  So
• 11:35
  can
• 11:36
  you
• 11:36
  just
• 11:36
  like
• 11:36
  change
• 11:37
  the
• 11:37
  margin
• 11:37
  from
• 11:38
  32%
• 11:38
  to
• 11:38
  32.5%
• 11:40
  and
• 11:40
  then
• 11:40
  it'll
• 11:41
  go
• 11:41
  back
• 11:41
  and
• 11:41
  do
• 11:41
  all
• 11:42
  of
• 11:42
  the
• 11:42
  back
• 11:43
  end
• 11:43
  calculations,
• 11:44
  you
• 11:45
  know,
• 11:45
  just
• 11:45
  to
• 11:45
  be
• 11:45
  able
• 11:46
  to
• 11:46
  do
• 11:46
  that
• 11:46
  one
• 11:46
  kind
• 11:47
  of
• 11:47
  scenario
• 11:47
  analysis
• 11:48
  prompt
• 11:48
  where
• 11:48
  if
• 11:49
  I
• 11:49
  had
• 11:49
  to
• 11:49
  do
• 11:49
  that
• 11:49
  back
• 11:50
  in
• 11:50
  the
• 11:50
  day,
• 11:50
  it
• 11:50
  would
• 11:51
  have
• 11:51
  been
• 11:51
  like,
• 11:52
  you
• 11:52
  know,
• 11:52
  the
• 11:53
  CFO
• 11:53
  would
• 11:53
  say,
• 11:54
  wait,
• 11:54
  wait,
• 11:54
  we
• 11:54
  need
• 11:54
  an
• 11:55
  extra
• 11:55
  point
• 11:55
  out
• 11:55
  of
• 11:55
  You.
• 11:55
  And
• 11:56
  I'd
• 11:56
  go,
• 11:56
  oh,
• 11:56
  no.
• 11:56
  So
• 11:57
  I'd
• 11:57
  have
• 11:57
  to
• 11:57
  go
• 11:57
  back
• 11:57
  and
• 11:58
  start
• 11:58
  from
• 11:58
  scratch
• 11:58
  and
• 11:59
  do
• 11:59
  that.
• 11:59
  And
• 11:59
  this
• 11:59
  does
• 12:00
  it
• 12:00
  basically
• 12:00
  instantaneously.
• 12:02
  And
• 12:02
  then
• 12:02
  it'll
• 12:03
  also
• 12:03
  tell
• 12:03
  you
• 12:03
  the
• 12:04
  reasoning.
• 12:05
  How
• 12:05
  did
• 12:05
  it
• 12:05
  get
• 12:06
  there?
• 12:06
  What
• 12:06
  are
• 12:07
  the
• 12:07
  things
• 12:07
  that
• 12:07
  it
• 12:07
  had
• 12:07
  to
• 12:08
  change?
• 12:08
  What
• 12:08
  are
• 12:08
  the
• 12:08
  assumptions
• 12:09
  that
• 12:09
  it
• 12:09
  had
• 12:09
  to
• 12:10
  make?
• 12:10
  I
• 12:10
  mean,
• 12:10
  this
• 12:10
  is
• 12:11
  the
• 12:11
  real.
• 12:12
  Wow.
• 12:12
  Stuff
• 12:13
  about
• 12:13
  identic
• 12:14
  AI
• 12:14
  and
• 12:15
  certainly
• 12:15
  our,
• 12:16
  you
• 12:16
  know,
• 12:16
  from
• 12:16
  Intello
• 12:17
  AI
• 12:17
  school.
• 12:17
  And
• 12:18
  it's
• 12:18
  really
• 12:18
  amazing
• 12:18
  to
• 12:19
  be
• 12:19
  able
• 12:19
  to
• 12:19
  do.
• 12:20
  Yeah,
• 12:21
  right.
• 12:21
  Yeah.
• 12:21
  Yeah.
• 12:21
  And
• 12:21
  you
• 12:22
  hope
• 12:22
  and
• 12:22
  you
• 12:22
  hope
• 12:22
  and
• 12:22
  pray
• 12:22
  that
• 12:23
  you
• 12:23
  didn't
• 12:23
  anchor
• 12:23
  the
• 12:23
  wrong
• 12:24
  cell
• 12:24
  in
• 12:24
  Excel
• 12:24
  when
• 12:25
  you're
• 12:25
  doing
• 12:25
  that
• 12:25
  analysis
• 12:26
  for
• 12:26
  the
• 12:26
  cfo
• 12:26
  too,
• 12:27
  is
• 12:27
  the
• 12:27
  other
• 12:27
  point
• 12:27
  of
• 12:27
  this
• 12:27
  too.
• 12:28
  Right.
• 12:29
  Then
• 12:29
  you
• 12:29
  have
• 12:29
  to
• 12:29
  redownload
• 12:30
  it
• 12:30
  again
• 12:30
  and
• 12:30
  it
• 12:31
  wipes
• 12:31
  out
• 12:31
  all
• 12:31
  the
• 12:31
  calculations
• 12:32
  you
• 12:32
  did
• 12:32
  before.
• 12:33
  I
• 12:33
  mean,
• 12:33
  it's,
• 12:33
  you
• 12:33
  know,
• 12:33
  problematic.
• 12:34
  Yeah,
• 12:35
  it's
• 12:35
  problematic
• 12:36
  for
• 12:36
  a
• 12:36
  ton
• 12:36
  of
• 12:36
  reasons.
• 12:37
  All
• 12:37
  right,
• 12:37
  Jeff,
• 12:37
  we'll
• 12:37
  go
• 12:38
  deeper
• 12:38
  on
• 12:38
  that
• 12:38
  for
• 12:38
  me,
• 12:39
  if
• 12:39
  you
• 12:39
  will.
• 12:39
  So,
• 12:39
  like,
• 12:40
  so
• 12:41
  what,
• 12:41
  what
• 12:42
  are
• 12:42
  maybe
• 12:43
  the
• 12:43
  big
• 12:43
  things,
• 12:44
  like
• 12:44
  the
• 12:44
  big
• 12:45
  bucket
• 12:45
  things
• 12:47
  that
• 12:47
  retailers
• 12:47
  can
• 12:48
  do
• 12:48
  now
• 12:48
  with
• 12:48
  their
• 12:48
  merchant
• 12:49
  planning
• 12:49
  systems
• 12:49
  that
• 12:50
  they
• 12:50
  couldn't
• 12:50
  do
• 12:50
  before
• 12:51
  2022?
• 12:53
  Yeah.
• 12:53
  So,
• 12:54
  you
• 12:54
  know,
• 12:54
  retailers
• 12:55
  have
• 12:55
  been
• 12:55
  doing
• 12:56
  merchandising
• 12:56
  and
• 12:57
  planning
• 12:57
  for
• 12:57
  years
• 12:58
  before,
• 12:58
  before
• 12:59
  there
• 12:59
  were
• 12:59
  even
• 12:59
  systems.
• 13:00
  And
• 13:00
  if
• 13:00
  we
• 13:00
  think
• 13:00
  about
• 13:01
  how
• 13:01
  we
• 13:01
  break
• 13:01
  up
• 13:02
  our.
• 13:02
  Our
• 13:03
  agents,
• 13:03
  we
• 13:04
  think
• 13:04
  of
• 13:04
  them
• 13:04
  like
• 13:04
  people.
• 13:05
  So
• 13:05
  there's
• 13:06
  a
• 13:06
  team
• 13:06
  that
• 13:07
  works
• 13:07
  on
• 13:07
  building
• 13:07
  the
• 13:08
  assortment
• 13:08
  plan.
• 13:08
  There's
• 13:09
  a
• 13:09
  team
• 13:09
  that
• 13:09
  works
• 13:09
  on
• 13:10
  building
• 13:10
  the
• 13:10
  merchandising
• 13:11
  financial
• 13:11
  plan.
• 13:12
  There's
• 13:12
  a
• 13:13
  group
• 13:13
  that
• 13:13
  works
• 13:13
  on
• 13:13
  in
• 13:14
  season
• 13:14
  optimization.
• 13:15
  And
• 13:15
  in
• 13:15
  some
• 13:16
  organizations,
• 13:17
  large
• 13:17
  organizations
• 13:17
  like
• 13:18
  Target
• 13:18
  or
• 13:18
  Gap,
• 13:18
  they're
• 13:19
  all
• 13:19
  broken
• 13:19
  down
• 13:19
  very
• 13:20
  cleanly
• 13:21
  by
• 13:21
  teams.
• 13:21
  And
• 13:22
  there's
• 13:23
  generally
• 13:23
  a
• 13:24
  big
• 13:24
  system
• 13:24
  that
• 13:24
  you
• 13:24
  use,
• 13:25
  and
• 13:25
  all
• 13:26
  these
• 13:26
  different
• 13:26
  teams
• 13:26
  are
• 13:27
  downloading
• 13:27
  things
• 13:27
  into
• 13:27
  spreadsheets,
• 13:28
  making
• 13:28
  their
• 13:28
  changes
• 13:29
  and
• 13:29
  uploading
• 13:29
  them
• 13:29
  back
• 13:30
  in
• 13:30
  and
• 13:30
  then
• 13:31
  collaborating
• 13:31
  within
• 13:32
  that
• 13:32
  one
• 13:32
  system.
• 13:33
  Today
• 13:34
  with
• 13:34
  Intello,
• 13:35
  you
• 13:35
  can
• 13:36
  have
• 13:37
  multiple
• 13:37
  people
• 13:38
  across
• 13:38
  the
• 13:38
  organization,
• 13:39
  and
• 13:39
  it
• 13:39
  could
• 13:39
  be
• 13:39
  a
• 13:39
  large
• 13:40
  organization
• 13:40
  with,
• 13:41
  you
• 13:41
  know,
• 13:41
  hundreds
• 13:41
  of
• 13:41
  merchants
• 13:42
  and
• 13:42
  planners
• 13:42
  and
• 13:42
  allocators.
• 13:43
  Could
• 13:43
  be
• 13:43
  a
• 13:43
  small
• 13:43
  organization
• 13:44
  with
• 13:44
  five
• 13:44
  or
• 13:44
  six
• 13:45
  and
• 13:45
  people
• 13:45
  are
• 13:45
  wearing
• 13:46
  multiple
• 13:46
  hats,
• 13:46
  and
• 13:47
  they
• 13:47
  can
• 13:47
  interact
• 13:48
  with
• 13:48
  the
• 13:48
  agents
• 13:48
  in
• 13:49
  real
• 13:49
  time
• 13:49
  and
• 13:49
  interact
• 13:49
  with
• 13:50
  each
• 13:50
  other.
• 13:50
  So
• 13:51
  the
• 13:51
  agents
• 13:51
  are
• 13:52
  able
• 13:52
  to
• 13:52
  reason
• 13:52
  with
• 13:52
  them,
• 13:53
  they're
• 13:53
  able
• 13:53
  to
• 13:53
  talk
• 13:54
  to
• 13:54
  each
• 13:54
  other.
• 13:54
  So
• 13:55
  our
• 13:55
  agents
• 13:55
  are
• 13:56
  set
• 13:56
  up
• 13:56
  on
• 13:56
  agent
• 13:57
  agent
• 13:57
  protocol.
• 13:57
  So
• 13:58
  the
• 13:58
  A2A
• 13:59
  standard
• 13:59
  allows
• 13:59
  our
• 14:00
  agents
• 14:00
  to
• 14:00
  share
• 14:00
  data
• 14:01
  with
• 14:01
  each
• 14:01
  other
• 14:01
  and
• 14:01
  then
• 14:02
  interact
• 14:02
  with
• 14:03
  any
• 14:03
  individual
• 14:03
  that.
• 14:04
  That
• 14:04
  has
• 14:04
  a
• 14:04
  login
• 14:05
  to
• 14:05
  Intello.
• 14:06
  So
• 14:06
  if
• 14:06
  I'm
• 14:06
  working
• 14:07
  on
• 14:07
  my
• 14:07
  merchandise
• 14:08
  financial
• 14:08
  plan
• 14:09
  and
• 14:09
  Noah's
• 14:09
  working
• 14:10
  on
• 14:10
  in
• 14:11
  season
• 14:11
  optimization
• 14:11
  and
• 14:12
  Chris,
• 14:12
  you're
• 14:12
  busy
• 14:13
  building
• 14:13
  an
• 14:13
  assortment
• 14:13
  plan
• 14:14
  for
• 14:14
  next
• 14:14
  year.
• 14:14
  All
• 14:15
  of
• 14:15
  that
• 14:15
  data
• 14:15
  is
• 14:16
  interacting
• 14:16
  in
• 14:16
  real
• 14:16
  time.
• 14:17
  We're
• 14:17
  able
• 14:18
  to
• 14:18
  make
• 14:18
  assumptions
• 14:19
  and
• 14:20
  make
• 14:20
  changes
• 14:20
  in
• 14:20
  real
• 14:20
  time
• 14:21
  against
• 14:21
  each
• 14:22
  other's
• 14:22
  plans.
• 14:23
  And
• 14:23
  the
• 14:23
  agents
• 14:23
  will
• 14:24
  then
• 14:24
  carry
• 14:24
  that
• 14:24
  data
• 14:24
  across
• 14:25
  the
• 14:26
  organization.
• 14:26
  That's
• 14:27
  something
• 14:27
  that's
• 14:27
  never
• 14:27
  been
• 14:27
  able
• 14:28
  to
• 14:28
  be
• 14:28
  done
• 14:28
  before.
• 14:29
  And
• 14:29
  the
• 14:29
  agents
• 14:29
  are
• 14:30
  learning
• 14:30
  over
• 14:31
  time.
• 14:31
  So
• 14:31
  as
• 14:31
  compared
• 14:32
  to
• 14:32
  kind
• 14:32
  of
• 14:32
  a
• 14:32
  locked
• 14:33
  ML
• 14:33
  model
• 14:34
  where
• 14:34
  you,
• 14:35
  you
• 14:35
  deploy
• 14:35
  that
• 14:35
  ML,
• 14:36
  you
• 14:36
  build
• 14:36
  the
• 14:36
  demand
• 14:36
  plan
• 14:37
  and
• 14:37
  then
• 14:37
  kind
• 14:37
  of,
• 14:37
  you
• 14:37
  live
• 14:37
  with
• 14:38
  it,
• 14:38
  these
• 14:39
  agents
• 14:39
  are
• 14:39
  learning
• 14:40
  from
• 14:40
  the
• 14:40
  interactions
• 14:41
  that
• 14:41
  all
• 14:41
  of
• 14:41
  us
• 14:41
  are
• 14:41
  having.
• 14:42
  They're
• 14:42
  learning
• 14:42
  from
• 14:43
  the
• 14:43
  data
• 14:43
  that
• 14:43
  maybe
• 14:43
  we're
• 14:44
  getting
• 14:44
  from
• 14:44
  your
• 14:45
  data
• 14:46
  warehouse.
• 14:46
  And
• 14:47
  then
• 14:47
  they're
• 14:47
  also
• 14:47
  learning
• 14:48
  from
• 14:48
  the
• 14:48
  overall
• 14:49
  third
• 14:49
  party
• 14:50
  data
• 14:50
  that
• 14:50
  we're
• 14:50
  bringing
• 14:50
  in,
• 14:51
  which
• 14:51
  most
• 14:51
  systems
• 14:52
  have
• 14:52
  never
• 14:52
  even
• 14:52
  thought
• 14:52
  about.
• 14:52
  So
• 14:53
  things
• 14:53
  like
• 14:53
  weather
• 14:54
  patterns,
• 14:54
  things
• 14:54
  like
• 14:55
  events
• 14:55
  that
• 14:55
  are
• 14:55
  happening
• 14:56
  and
• 14:57
  economic
• 14:58
  and
• 14:59
  geopolitical,
• 15:00
  certainly
• 15:00
  what's
• 15:00
  going
• 15:00
  on
• 15:01
  today
• 15:01
  with,
• 15:02
  with
• 15:02
  the
• 15:02
  price
• 15:02
  of
• 15:02
  oil,
• 15:02
  all
• 15:03
  of
• 15:03
  those
• 15:03
  things
• 15:03
  are
• 15:03
  factored
• 15:04
  in
• 15:04
  to
• 15:04
  the
• 15:04
  planning
• 15:05
  that,
• 15:05
  that
• 15:05
  are,
• 15:06
  that
• 15:06
  our
• 15:06
  customers
• 15:06
  are
• 15:06
  leveraging.
• 15:08
  Yeah,
• 15:08
  that
• 15:08
  makes
• 15:08
  sense.
• 15:09
  Yeah.
• 15:09
  I
• 15:09
  mean
• 15:09
  that's
• 15:09
  where
• 15:09
  I
• 15:09
  see
• 15:10
  the
• 15:10
  value
• 15:10
  in
• 15:10
  this
• 15:10
  is
• 15:10
  like,
• 15:10
  you
• 15:11
  know,
• 15:11
  especially
• 15:11
  as
• 15:11
  you
• 15:11
  do
• 15:12
  this
• 15:12
  year
• 15:12
  over
• 15:12
  year
• 15:12
  over
• 15:13
  year
• 15:13
  too.
• 15:13
  As
• 15:13
  the
• 15:14
  data,
• 15:14
  as
• 15:14
  you,
• 15:14
  as
• 15:14
  you
• 15:15
  unders,
• 15:15
  as
• 15:15
  the,
• 15:16
  as
• 15:16
  the
• 15:16
  systems
• 15:16
  understand
• 15:17
  what
• 15:17
  they
• 15:17
  executed
• 15:18
  and
• 15:18
  how
• 15:18
  well
• 15:18
  they
• 15:18
  executed
• 15:19
  against
• 15:19
  it,
• 15:19
  then
• 15:20
  you
• 15:20
  can
• 15:20
  say
• 15:20
  like,
• 15:21
  you
• 15:21
  know,
• 15:21
  in
• 15:21
  the
• 15:21
  planning
• 15:21
  meeting,
• 15:22
  like
• 15:22
  as
• 15:22
  a,
• 15:23
  as
• 15:23
  a
• 15:23
  theoretical
• 15:23
  exercise,
• 15:24
  right,
• 15:24
  Jeff,
• 15:24
  you
• 15:24
  can
• 15:25
  basically
• 15:25
  say
• 15:25
  where
• 15:26
  were
• 15:26
  our
• 15:26
  opportunities
• 15:27
  this
• 15:27
  past
• 15:27
  year
• 15:28
  and
• 15:28
  what
• 15:28
  did
• 15:29
  we
• 15:29
  not
• 15:29
  capitalize
• 15:30
  on?
• 15:30
  What
• 15:30
  could
• 15:30
  we
• 15:30
  have
• 15:30
  capitalized
• 15:31
  more
• 15:31
  on?
• 15:31
  And
• 15:32
  then
• 15:32
  start
• 15:32
  the
• 15:32
  analysis
• 15:33
  with
• 15:33
  that
• 15:33
  point
• 15:34
  of
• 15:34
  view.
• 15:34
  From
• 15:35
  looking
• 15:35
  at
• 15:35
  all
• 15:35
  that
• 15:35
  exhaustive
• 15:36
  data,.
• 15:37
  100%,
• 15:38
  you
• 15:38
  know,
• 15:38
  think
• 15:39
  about
• 15:39
  where
• 15:40
  a
• 15:40
  lot
• 15:40
  of
• 15:40
  our
• 15:40
  customers
• 15:41
  start.
• 15:41
  It's
• 15:41
  with
• 15:41
  loss
• 15:41
  sales
• 15:42
  analysis.
• 15:42
  The
• 15:44
  historically
• 15:44
  that's
• 15:45
  been
• 15:45
  a
• 15:45
  challenge
• 15:46
  and
• 15:46
  I'm
• 15:46
  sure
• 15:46
  you
• 15:47
  experienced
• 15:47
  it
• 15:47
  when
• 15:48
  you
• 15:48
  were
• 15:48
  in
• 15:49
  the
• 15:49
  retail
• 15:49
  space
• 15:49
  and
• 15:50
  you
• 15:50
  were
• 15:50
  trying
• 15:50
  to
• 15:50
  do
• 15:51
  lost
• 15:51
  sales
• 15:51
  against
• 15:51
  a
• 15:51
  certain
• 15:52
  cluster
• 15:52
  of
• 15:52
  stores
• 15:53
  or
• 15:54
  specific
• 15:54
  store
• 15:55
  or
• 15:56
  a
• 15:56
  product.
• 15:58
  Historically
• 15:58
  that's
• 15:58
  been
• 15:59
  a
• 15:59
  problem.
• 15:59
  Now
• 16:00
  that
• 16:00
  becomes
• 16:00
  a
• 16:00
  lot
• 16:00
  easier.
• 16:01
  And
• 16:01
  so
• 16:01
  you
• 16:01
  start
• 16:02
  with
• 16:02
  your
• 16:02
  lost
• 16:02
  sales
• 16:02
  analysis.
• 16:03
  You
• 16:03
  build
• 16:03
  your
• 16:04
  plan.
• 16:04
  You
• 16:05
  trust
• 16:05
  the
• 16:05
  agents
• 16:06
  are
• 16:06
  doing
• 16:06
  the
• 16:06
  work
• 16:06
  over
• 16:07
  time.
• 16:07
  And
• 16:08
  then
• 16:08
  the
• 16:08
  aha
• 16:09
  moment
• 16:09
  after,
• 16:10
  you
• 16:10
  know,
• 16:11
  doing
• 16:11
  five,
• 16:11
  six,
• 16:12
  seven
• 16:12
  runs
• 16:12
  or
• 16:12
  even
• 16:12
  a
• 16:13
  season's
• 16:13
  worth
• 16:13
  of
• 16:13
  runs,
• 16:14
  you
• 16:14
  start
• 16:14
  to
• 16:14
  go,
• 16:14
  well,
• 16:15
  you
• 16:15
  know
• 16:15
  what,
• 16:15
  I
• 16:15
  don't
• 16:15
  really
• 16:15
  need
• 16:15
  to
• 16:16
  do
• 16:16
  this
• 16:16
  anymore.
• 16:16
  I
• 16:16
  can
• 16:17
  let
• 16:17
  the
• 16:17
  agent
• 16:17
  run
• 16:17
  fully
• 16:17
  autonomously.
• 16:18
  I
• 16:18
  can
• 16:19
  always
• 16:19
  be
• 16:19
  in
• 16:19
  the
• 16:19
  loop.
• 16:19
  We've
• 16:20
  got
• 16:20
  human
• 16:20
  in
• 16:20
  the
• 16:20
  loop
• 16:21
  actions
• 16:21
  across
• 16:21
  all
• 16:21
  of
• 16:21
  our
• 16:22
  agents.
• 16:22
  But
• 16:23
  over
• 16:23
  time
• 16:23
  you
• 16:24
  build
• 16:24
  a
• 16:24
  level
• 16:24
  of
• 16:24
  trust
• 16:25
  with
• 16:25
  your
• 16:25
  agent.
• 16:25
  The
• 16:25
  same
• 16:25
  way
• 16:26
  you
• 16:26
  build
• 16:26
  a
• 16:26
  level
• 16:26
  of
• 16:26
  trust
• 16:27
  with
• 16:27
  your
• 16:27
  team
• 16:28
  that
• 16:28
  they
• 16:28
  can
• 16:29
  go
• 16:29
  run
• 16:29
  on
• 16:29
  their
• 16:29
  own.
• 16:29
  I'll
• 16:30
  check
• 16:30
  it
• 16:30
  every
• 16:30
  once
• 16:30
  in
• 16:30
  a
• 16:31
  while.
• 16:31
  I'll
• 16:31
  even
• 16:31
  maybe
• 16:32
  do
• 16:32
  the
• 16:32
  final
• 16:32
  approval,
• 16:33
  but
• 16:33
  I'm
• 16:34
  going
• 16:34
  to
• 16:34
  let
• 16:34
  the
• 16:34
  agent
• 16:34
  do
• 16:35
  their
• 16:35
  thing.
• 16:35
  I
• 16:35
  can
• 16:35
  go
• 16:35
  think
• 16:36
  strategically
• 16:36
  about
• 16:37
  what's
• 16:37
  hot
• 16:37
  for
• 16:37
  next
• 16:38
  season
• 16:38
  or
• 16:39
  where
• 16:39
  we
• 16:39
  should
• 16:40
  be
• 16:40
  thinking
• 16:40
  about
• 16:40
  it
• 16:41
  strategically
• 16:41
  within
• 16:42
  our
• 16:42
  organization.
• 16:42
  These
• 16:43
  are
• 16:44
  changes
• 16:44
  in
• 16:45
  behavior
• 16:45
  and
• 16:45
  transformational
• 16:46
  moves
• 16:47
  that
• 16:47
  have
• 16:47
  really
• 16:47
  never
• 16:48
  happened
• 16:48
  before
• 16:48
  in
• 16:48
  merchandising
• 16:49
  and
• 16:49
  planning.
• 16:50
  Yeah,
• 16:50
  that's,
• 16:50
  that's
• 16:51
  really
• 16:51
  interesting
• 16:51
  to
• 16:51
  me
• 16:51
  too.
• 16:51
  Like,
• 16:52
  I
• 16:52
  think
• 16:52
  in
• 16:52
  apparel,
• 16:52
  like,
• 16:52
  you
• 16:53
  know,
• 16:53
  the
• 16:53
  styles
• 16:53
  and
• 16:54
  whatnot
• 16:54
  are
• 16:54
  changing
• 16:54
  pretty
• 16:55
  regularly
• 16:55
  too.
• 16:55
  So
• 16:56
  like
• 16:56
  you've
• 16:56
  got
• 16:56
  all
• 16:56
  that
• 16:56
  benchmark
• 16:57
  history
• 16:57
  and
• 16:57
  then
• 16:57
  like
• 16:57
  all
• 16:58
  of
• 16:58
  a
• 16:58
  sudden
• 16:58
  like
• 16:58
  some
• 16:59
  type
• 16:59
  of
• 16:59
  denim
• 16:59
  is
• 16:59
  going
• 16:59
  to
• 17:00
  take
• 17:00
  up
• 17:00
  the
• 17:00
  floor
• 17:00
  plan
• 17:01
  out
• 17:01
  of
• 17:01
  nowhere.
• 17:01
  At
• 17:01
  least
• 17:01
  you're
• 17:02
  thinking
• 17:02
  it
• 17:02
  is.
• 17:02
  So
• 17:02
  it's
• 17:02
  like,
• 17:03
  okay,
• 17:03
  now
• 17:03
  here's
• 17:04
  what
• 17:04
  I
• 17:04
  think
• 17:04
  the
• 17:04
  plan
• 17:04
  is
• 17:04
  going
• 17:05
  to
• 17:05
  be
• 17:05
  for
• 17:05
  this
• 17:05
  new
• 17:05
  category
• 17:06
  of
• 17:06
  product.
• 17:06
  What
• 17:07
  are
• 17:07
  the
• 17:07
  puts
• 17:07
  or
• 17:07
  takes
• 17:08
  with
• 17:08
  that
• 17:08
  that
• 17:08
  I
• 17:08
  have
• 17:08
  to
• 17:08
  think
• 17:09
  about
• 17:09
  in
• 17:09
  the
• 17:09
  total
• 17:09
  overall
• 17:10
  assortment,
• 17:10
  design
• 17:10
  and
• 17:11
  planning
• 17:11
  of,
• 17:12
  of,
• 17:12
  of
• 17:13
  everything
• 17:13
  I'm
• 17:13
  putting
• 17:13
  into
• 17:13
  my
• 17:14
  store.
• 17:14
  So
• 17:14
  that
• 17:14
  helps
• 17:15
  in,
• 17:15
  in
• 17:15
  that
• 17:15
  situation
• 17:16
  too.
• 17:18
  No.
• 17:18
  I'm
• 17:18
  curious.
• 17:18
  So
• 17:18
  Jeff,
• 17:19
  you,
• 17:19
  you
• 17:19
  kind
• 17:19
  of
• 17:19
  talked
• 17:19
  about
• 17:20
  the
• 17:20
  pre,
• 17:20
  the
• 17:21
  pre
• 17:21
  season
• 17:21
  planning
• 17:22
  side
• 17:22
  of
• 17:22
  this.
• 17:22
  What
• 17:22
  are,
• 17:23
  what
• 17:23
  are
• 17:23
  concrete
• 17:24
  examples
• 17:24
  of
• 17:24
  what
• 17:24
  you
• 17:25
  can
• 17:25
  do
• 17:25
  now
• 17:25
  in
• 17:26
  terms
• 17:26
  of
• 17:27
  what
• 17:27
  you
• 17:27
  couldn't
• 17:27
  do
• 17:27
  before?
• 17:28
  AI
• 17:28
  on
• 17:28
  more
• 17:28
  the
• 17:29
  in
• 17:29
  season
• 17:29
  management
• 17:29
  side
• 17:30
  of
• 17:30
  things.
• 17:32
  Yeah.
• 17:32
  So
• 17:32
  I
• 17:32
  mean,
• 17:32
  it
• 17:33
  really
• 17:33
  has
• 17:33
  to
• 17:33
  do
• 17:33
  with,
• 17:33
  you
• 17:34
  know,
• 17:34
  a
• 17:34
  lot
• 17:34
  of
• 17:34
  it
• 17:34
  has
• 17:34
  to
• 17:34
  do
• 17:35
  with
• 17:35
  inventory,
• 17:35
  rebalancing.
• 17:36
  You
• 17:36
  know,
• 17:37
  remember
• 17:37
  that
• 17:38
  a
• 17:38
  lot
• 17:38
  of
• 17:38
  the,
• 17:39
  you
• 17:39
  know,
• 17:39
  certainly
• 17:39
  our
• 17:39
  customers
• 17:40
  are,
• 17:41
  you
• 17:41
  know,
• 17:42
  many
• 17:42
  of
• 17:42
  them
• 17:42
  are
• 17:42
  fashion
• 17:43
  and
• 17:44
  luxury
• 17:44
  and
• 17:45
  they
• 17:45
  really
• 17:46
  don't,
• 17:46
  you
• 17:46
  know,
• 17:47
  want
• 17:47
  to
• 17:47
  mark
• 17:47
  things
• 17:47
  down.
• 17:48
  They
• 17:48
  would
• 17:48
  rather
• 17:48
  just
• 17:48
  have
• 17:49
  the
• 17:49
  right
• 17:49
  stuff
• 17:49
  in
• 17:49
  the
• 17:50
  right
• 17:50
  store
• 17:50
  and
• 17:51
  you
• 17:51
  get
• 17:51
  to
• 17:51
  buy,
• 17:51
  as
• 17:52
  you
• 17:52
  know,
• 17:52
  from
• 17:52
  being
• 17:53
  in
• 17:53
  this
• 17:53
  business
• 17:53
  and
• 17:53
  the
• 17:53
  passion
• 17:54
  side
• 17:54
  especially,
• 17:55
  basically
• 17:56
  by
• 17:56
  one
• 17:56
  time.
• 17:57
  And
• 17:57
  then,
• 17:57
  you
• 17:57
  know,
• 17:58
  once
• 17:58
  you
• 17:58
  do
• 17:58
  that,
• 17:58
  you
• 17:59
  got
• 17:59
  to
• 17:59
  make
• 17:59
  sure
• 18:00
  that
• 18:00
  the
• 18:00
  inventory
• 18:01
  is
• 18:01
  constantly
• 18:02
  in
• 18:02
  a
• 18:03
  place
• 18:03
  where
• 18:03
  it's
• 18:03
  going
• 18:03
  to
• 18:03
  be
• 18:04
  the
• 18:04
  most
• 18:05
  productive.
• 18:05
  And
• 18:06
  so
• 18:06
  this
• 18:06
  is
• 18:06
  a
• 18:06
  very
• 18:07
  proactive
• 18:07
  thing
• 18:08
  and
• 18:08
  it
• 18:09
  tells
• 18:09
  you
• 18:09
  ahead
• 18:10
  of
• 18:10
  time,
• 18:10
  sort
• 18:10
  of,
• 18:10
  you
• 18:10
  know,
• 18:11
  you
• 18:11
  need
• 18:11
  to
• 18:11
  move
• 18:11
  this,
• 18:12
  these
• 18:12
  few
• 18:13
  things
• 18:13
  here
• 18:14
  or
• 18:14
  there.
• 18:15
  And
• 18:15
  you
• 18:15
  know,
• 18:16
  so
• 18:16
  one
• 18:16
  of
• 18:16
  our
• 18:16
  luxury
• 18:17
  customers
• 18:17
  who's
• 18:18
  been
• 18:18
  using
• 18:18
  our
• 18:19
  tool,
• 18:19
  you
• 18:19
  know,
• 18:19
  our
• 18:20
  systems
• 18:21
  for
• 18:21
  a
• 18:21
  while
• 18:21
  has
• 18:22
  already
• 18:22
  seen
• 18:22
  a
• 18:22
  47%
• 18:23
  reduction
• 18:24
  in
• 18:24
  stock
• 18:24
  outs,
• 18:25
  which
• 18:25
  is,
• 18:25
  you
• 18:25
  know,
• 18:25
  in
• 18:25
  the
• 18:26
  millions
• 18:26
  of
• 18:26
  dollars
• 18:26
  of
• 18:27
  excess
• 18:27
  revenue.
• 18:28
  Right.
• 18:29
  And
• 18:29
  so
• 18:29
  that's
• 18:29
  like,
• 18:30
  you
• 18:30
  know,
• 18:30
  one
• 18:30
  of
• 18:30
  the
• 18:31
  important
• 18:31
  things
• 18:31
  Is
• 18:32
  that
• 18:33
  the
• 18:33
  other
• 18:33
  one
• 18:33
  is
• 18:34
  around
• 18:34
  understanding
• 18:35
  size
• 18:35
  curves.
• 18:36
  You
• 18:36
  know,
• 18:36
  sizes
• 18:37
  are
• 18:37
  very
• 18:38
  tricky
• 18:38
  business
• 18:39
  as
• 18:39
  you
• 18:39
  know,
• 18:39
  and
• 18:40
  it
• 18:40
  takes
• 18:40
  a
• 18:40
  lot
• 18:40
  of
• 18:41
  the
• 18:41
  sort
• 18:42
  of
• 18:42
  statistical
• 18:42
  analysis
• 18:43
  to
• 18:43
  understand,
• 18:44
  you
• 18:44
  know,
• 18:45
  where
• 18:45
  the
• 18:45
  right
• 18:46
  sizes
• 18:46
  need
• 18:46
  to
• 18:46
  be
• 18:47
  and
• 18:47
  in
• 18:47
  what
• 18:47
  stores.
• 18:48
  And
• 18:48
  so
• 18:48
  that's
• 18:48
  another
• 18:49
  thing
• 18:49
  that
• 18:49
  we
• 18:49
  can,
• 18:50
  we're
• 18:50
  able
• 18:50
  to
• 18:51
  do
• 18:51
  from
• 18:51
  a
• 18:52
  replenishment
• 18:52
  from
• 18:53
  the,
• 18:53
  from
• 18:53
  the,
• 18:53
  from
• 18:54
  the
• 18:54
  warehouse,
• 18:55
  the
• 18:55
  central
• 18:55
  warehouse,
• 18:56
  you
• 18:56
  know,
• 18:56
  after
• 18:56
  the
• 18:57
  stuff
• 18:57
  has
• 18:57
  been
• 18:57
  ordered
• 18:57
  and
• 18:58
  received,
• 18:59
  where
• 18:59
  the
• 18:59
  right
• 18:59
  sizes
• 19:00
  need
• 19:00
  to
• 19:00
  go,
• 19:01
  you
• 19:01
  know,
• 19:02
  where
• 19:02
  they're
• 19:02
  going
• 19:02
  to
• 19:02
  have
• 19:02
  higher
• 19:03
  probability
• 19:03
  of
• 19:03
  selling.
• 19:04
  So
• 19:04
  those
• 19:04
  are,
• 19:04
  those
• 19:04
  are
• 19:04
  two,
• 19:05
  I
• 19:05
  think,
• 19:05
  really
• 19:06
  important
• 19:06
  things
• 19:06
  that
• 19:07
  are
• 19:07
  painful
• 19:07
  to
• 19:08
  do
• 19:08
  and
• 19:09
  also
• 19:10
  take
• 19:10
  a
• 19:10
  lot
• 19:10
  of
• 19:11
  you
• 19:11
  know,
• 19:11
  real
• 19:12
  heads
• 19:12
  down
• 19:12
  analysis
• 19:13
  and
• 19:13
  being
• 19:14
  able
• 19:14
  to
• 19:14
  predict
• 19:15
  where
• 19:15
  it's
• 19:15
  going
• 19:15
  that
• 19:15
  that's,
• 19:16
  you
• 19:16
  know,
• 19:16
  going
• 19:16
  to
• 19:16
  bear
• 19:17
  medium
• 19:17
  fruit.
• 19:18
  Right.
• 19:18
  And
• 19:19
  no,
• 19:19
  and,
• 19:19
  and
• 19:19
  Noah,
• 19:20
  go,
• 19:20
  go
• 19:20
  deeper
• 19:21
  into
• 19:21
  the
• 19:21
  rebalancing
• 19:22
  thing
• 19:22
  for
• 19:22
  me
• 19:22
  because
• 19:22
  when
• 19:22
  I
• 19:22
  first
• 19:23
  met
• 19:23
  you
• 19:23
  guys
• 19:23
  and
• 19:23
  you
• 19:23
  were
• 19:23
  talking
• 19:24
  to
• 19:24
  me
• 19:24
  about
• 19:24
  that,
• 19:24
  I
• 19:24
  was
• 19:24
  kind
• 19:24
  of
• 19:25
  like,
• 19:25
  you
• 19:25
  know,
• 19:25
  I
• 19:25
  was
• 19:25
  thinking
• 19:25
  more
• 19:26
  from
• 19:26
  my
• 19:26
  Target,
• 19:26
  even
• 19:26
  my
• 19:27
  Gap
• 19:27
  days
• 19:27
  where
• 19:27
  I
• 19:27
  was
• 19:28
  like,
• 19:28
  yeah,
• 19:28
  rebalancing,
• 19:29
  like
• 19:29
  how
• 19:29
  much
• 19:29
  is
• 19:29
  that
• 19:30
  really
• 19:30
  worth?
• 19:30
  You
• 19:30
  know,
• 19:31
  like
• 19:31
  it's
• 19:31
  probably,
• 19:31
  is
• 19:32
  it
• 19:32
  worth
• 19:32
  the
• 19:32
  cost
• 19:32
  to
• 19:33
  even
• 19:33
  try
• 19:33
  to
• 19:33
  send
• 19:34
  it
• 19:34
  to
• 19:34
  a
• 19:34
  new
• 19:34
  store?
• 19:34
  But
• 19:34
  then
• 19:35
  when
• 19:35
  you
• 19:35
  think
• 19:35
  about
• 19:35
  it
• 19:35
  from
• 19:35
  a
• 19:36
  luxury
• 19:36
  standpoint
• 19:37
  and
• 19:37
  the
• 19:37
  margins
• 19:38
  they're
• 19:38
  commanding
• 19:38
  on
• 19:39
  those
• 19:39
  products,
• 19:40
  that
• 19:40
  is
• 19:40
  a
• 19:40
  big
• 19:40
  deal.
• 19:41
  And
• 19:41
  I
• 19:41
  had
• 19:41
  never
• 19:42
  thought
• 19:42
  about
• 19:42
  that
• 19:42
  until,
• 19:43
  until
• 19:43
  you
• 19:43
  brought
• 19:43
  it
• 19:43
  up.
• 19:43
  So,
• 19:44
  so
• 19:44
  talk
• 19:44
  about
• 19:44
  why
• 19:45
  that
• 19:45
  is.
• 19:46
  Well,
• 19:46
  I
• 19:46
  mean,
• 19:46
  so
• 19:47
  you
• 19:47
  have
• 19:47
  to
• 19:47
  look
• 19:47
  at
• 19:47
  the
• 19:47
  different
• 19:47
  types
• 19:48
  of
• 19:48
  retail
• 19:49
  and
• 19:49
  some
• 19:49
  retail,
• 19:50
  let's
• 19:50
  say
• 19:50
  like,
• 19:50
  you
• 19:51
  know,
• 19:51
  hard
• 19:51
  goods
• 19:52
  that
• 19:52
  have
• 19:52
  big
• 19:53
  and
• 19:53
  bulky
• 19:53
  items
• 19:54
  with
• 19:54
  low
• 19:54
  margin,
• 19:55
  you
• 19:55
  know,
• 19:56
  it's
• 19:56
  very
• 19:56
  expensive
• 19:57
  to,
• 19:58
  you
• 19:58
  know,
• 19:58
  brands
• 19:59
  in
• 19:59
  a
• 20:00
  store
• 20:00
  transfer
• 20:01
  those
• 20:01
  particular
• 20:01
  things.
• 20:02
  Like
• 20:02
  television
• 20:02
  sets,
• 20:03
  for
• 20:03
  example.
• 20:03
  But
• 20:03
  when
• 20:04
  you're
• 20:04
  looking
• 20:04
  at
• 20:05
  luxury
• 20:05
  items
• 20:06
  that
• 20:06
  are
• 20:06
  lightweight
• 20:07
  and
• 20:08
  small
• 20:08
  and
• 20:08
  easy
• 20:09
  to
• 20:09
  ship
• 20:09
  and
• 20:10
  that
• 20:10
  have
• 20:10
  a
• 20:10
  very
• 20:10
  high
• 20:11
  price
• 20:11
  point
• 20:11
  and
• 20:12
  high
• 20:12
  margin,
• 20:13
  it
• 20:13
  really
• 20:13
  does
• 20:13
  make
• 20:14
  a
• 20:14
  lot
• 20:14
  of
• 20:14
  sense
• 20:15
  to
• 20:15
  do
• 20:15
  continual
• 20:16
  in
• 20:16
  store
• 20:16
  transfers
• 20:17
  because
• 20:17
  the
• 20:18
  truth
• 20:18
  is,
• 20:18
  is
• 20:18
  that
• 20:19
  it's
• 20:19
  sitting
• 20:20
  somewhere
• 20:20
  and
• 20:20
  being
• 20:20
  dead
• 20:21
  is
• 20:22
  way,
• 20:22
  way
• 20:23
  more
• 20:23
  of
• 20:23
  a
• 20:23
  burden
• 20:24
  on
• 20:24
  the
• 20:24
  balance
• 20:24
  sheet
• 20:25
  than
• 20:25
  it
• 20:25
  is
• 20:25
  to
• 20:26
  spend
• 20:26
  a
• 20:26
  couple
• 20:27
  bucks
• 20:27
  to
• 20:27
  move
• 20:28
  it
• 20:28
  to
• 20:28
  another
• 20:29
  store
• 20:29
  where
• 20:29
  you
• 20:30
  know
• 20:30
  it's
• 20:30
  going
• 20:30
  to
• 20:30
  sell.
• 20:30
  But
• 20:31
  the
• 20:31
  truth
• 20:31
  is,
• 20:31
  is
• 20:32
  that
• 20:32
  this
• 20:32
  is
• 20:32
  something
• 20:33
  that
• 20:33
  it's
• 20:33
  easy
• 20:34
  to
• 20:34
  get
• 20:34
  into
• 20:34
  trouble
• 20:35
  in
• 20:35
  arrears
• 20:36
  if
• 20:36
  you
• 20:36
  take
• 20:37
  your
• 20:37
  eye
• 20:37
  off
• 20:37
  the
• 20:37
  ball.
• 20:38
  And
• 20:38
  you
• 20:38
  know
• 20:38
  this
• 20:38
  very
• 20:39
  well,
• 20:39
  you
• 20:40
  could
• 20:40
  all
• 20:40
  of
• 20:40
  a
• 20:40
  sudden
• 20:41
  have
• 20:41
  a
• 20:41
  buildup
• 20:41
  of
• 20:42
  something
• 20:42
  very,
• 20:42
  very
• 20:43
  quickly
• 20:43
  and
• 20:44
  be
• 20:44
  out
• 20:44
  of
• 20:44
  stock.
• 20:45
  So
• 20:45
  think
• 20:45
  about
• 20:45
  the
• 20:45
  two
• 20:46
  things,
• 20:46
  right?
• 20:46
  One
• 20:46
  of
• 20:46
  them
• 20:47
  is
• 20:47
  you've
• 20:47
  got
• 20:48
  capital
• 20:48
  being
• 20:48
  used
• 20:49
  right
• 20:49
  here
• 20:49
  that's,
• 20:50
  you
• 20:50
  know,
• 20:50
  not
• 20:51
  generating
• 20:51
  any
• 20:51
  value
• 20:52
  and
• 20:52
  then
• 20:52
  you're
• 20:53
  losing
• 20:53
  sales
• 20:54
  on
• 20:54
  the
• 20:54
  other
• 20:55
  side,
• 20:55
  which
• 20:55
  could
• 20:55
  be,
• 20:55
  you
• 20:56
  know,
• 20:56
  in
• 20:56
  the
• 20:56
  millions
• 20:56
  of
• 20:57
  dollars.
• 20:57
  So
• 20:57
  you
• 20:57
  have
• 20:57
  to
• 20:58
  be
• 20:58
  ahead
• 20:58
  of
• 20:58
  the
• 20:59
  game
• 20:59
  and
• 20:59
  anticipate
• 21:00
  it.
• 21:00
  And
• 21:00
  that's
• 21:00
  what
• 21:01
  our
• 21:01
  agents
• 21:02
  do
• 21:02
  is
• 21:03
  before
• 21:03
  a
• 21:03
  human
• 21:04
  would
• 21:04
  actually
• 21:04
  see
• 21:05
  something
• 21:05
  was
• 21:05
  wrong,
• 21:06
  it's
• 21:06
  already
• 21:07
  detecting
• 21:08
  that
• 21:08
  there's
• 21:08
  going
• 21:08
  to
• 21:08
  be
• 21:08
  a
• 21:09
  problem
• 21:09
  in
• 21:09
  the
• 21:09
  future
• 21:09
  and
• 21:10
  it's
• 21:11
  proactive
• 21:11
  about
• 21:11
  where
• 21:12
  to
• 21:12
  transfer
• 21:12
  it
• 21:13
  and
• 21:13
  when.
• 21:14
  Yeah,
• 21:14
  having
• 21:14
  an,
• 21:15
  having
• 21:15
  an
• 21:15
  agent
• 21:15
  objectively
• 21:16
  do
• 21:16
  that
• 21:16
  work
• 21:17
  in
• 21:17
  the
• 21:17
  luxury
• 21:17
  industry
• 21:18
  has
• 21:18
  got
• 21:18
  to
• 21:18
  be
• 21:18
  low
• 21:19
  hanging
• 21:19
  fruit.
• 21:19
  I
• 21:19
  have
• 21:20
  to
• 21:20
  imagine
• 21:20
  the
• 21:21
  way
• 21:21
  you
• 21:21
  just
• 21:21
  described
• 21:22
  that.
• 21:22
  So.
• 21:23
  All
• 21:23
  right,
• 21:23
  Jeff,
• 21:24
  so
• 21:25
  we
• 21:25
  kind
• 21:25
  of
• 21:25
  talked,
• 21:26
  we
• 21:26
  kind
• 21:26
  of
• 21:26
  started
• 21:27
  at
• 21:27
  this
• 21:27
  high
• 21:27
  level
• 21:27
  in
• 21:28
  terms
• 21:28
  of
• 21:28
  what's
• 21:28
  the
• 21:28
  history
• 21:28
  of
• 21:28
  merchandise
• 21:29
  planning
• 21:29
  and
• 21:29
  technology
• 21:30
  and
• 21:30
  now
• 21:30
  we've
• 21:30
  got
• 21:30
  into
• 21:31
  a
• 21:31
  little
• 21:31
  bit.
• 21:31
  But
• 21:31
  I
• 21:32
  want
• 21:32
  you
• 21:32
  go
• 21:32
  deeper
• 21:32
  for
• 21:32
  me
• 21:33
  because
• 21:33
  I've
• 21:33
  seen,
• 21:34
  I,
• 21:34
  maybe
• 21:34
  I,
• 21:35
  I,
• 21:35
  I
• 21:35
  told
• 21:35
  you
• 21:35
  guys
• 21:36
  when
• 21:36
  I
• 21:36
  first
• 21:36
  met
• 21:36
  you,
• 21:36
  I've
• 21:37
  seen
• 21:37
  a
• 21:37
  lot
• 21:37
  of
• 21:37
  failed
• 21:38
  attempts
• 21:39
  to
• 21:39
  enhance
• 21:39
  merchandise
• 21:40
  planning
• 21:40
  with
• 21:40
  technology
• 21:41
  over
• 21:41
  my
• 21:41
  almost
• 21:42
  30
• 21:42
  years
• 21:42
  in,
• 21:42
  in
• 21:43
  this
• 21:43
  business.
• 21:44
  So
• 21:44
  I'm
• 21:44
  curious
• 21:45
  Jeff,
• 21:45
  where
• 21:46
  does
• 21:46
  what
• 21:46
  you're
• 21:46
  trying
• 21:47
  to
• 21:47
  do
• 21:47
  at
• 21:47
  Intello
• 21:48
  AI
• 21:48
  actually
• 21:48
  begin
• 21:49
  and
• 21:49
  end?
• 21:49
  Like
• 21:50
  what,
• 21:50
  what
• 21:50
  is
• 21:50
  it
• 21:50
  all
• 21:51
  about?
• 21:52
  Yeah.
• 21:53
  So
• 21:53
  we
• 21:53
  have
• 21:54
  three
• 21:55
  distinct
• 21:56
  ways
• 21:57
  of
• 21:57
  approaching
• 21:57
  this.
• 21:58
  There's
• 21:59
  one
• 21:59
  way
• 22:00
  that
• 22:00
  you're
• 22:01
  a
• 22:01
  Gap
• 22:02
  or
• 22:02
  any
• 22:02
  other
• 22:03
  retailer
• 22:04
  and
• 22:04
  you've
• 22:04
  got
• 22:04
  a
• 22:04
  system
• 22:04
  in
• 22:05
  place
• 22:05
  that
• 22:06
  has
• 22:06
  probably
• 22:07
  been
• 22:07
  there
• 22:07
  for
• 22:07
  five,
• 22:08
  10
• 22:08
  years
• 22:09
  and
• 22:09
  you're
• 22:11
  currently
• 22:11
  downloading
• 22:12
  spreadsheets
• 22:13
  to
• 22:13
  get
• 22:13
  your
• 22:13
  work
• 22:13
  done
• 22:13
  and
• 22:14
  maybe
• 22:14
  you
• 22:15
  need
• 22:15
  to
• 22:15
  do
• 22:15
  lost
• 22:15
  sales
• 22:16
  analysis
• 22:16
  that
• 22:16
  your
• 22:16
  system's
• 22:17
  not
• 22:17
  doing
• 22:17
  really
• 22:17
  well
• 22:18
  or
• 22:18
  you
• 22:18
  need
• 22:18
  to
• 22:18
  do
• 22:19
  as
• 22:19
  Noah
• 22:20
  was
• 22:20
  talking
• 22:20
  about,
• 22:20
  size
• 22:20
  packs
• 22:21
  and
• 22:21
  size
• 22:21
  curves.
• 22:22
  Or
• 22:22
  you
• 22:23
  need
• 22:23
  to
• 22:23
  do
• 22:23
  store
• 22:23
  clustering
• 22:24
  and
• 22:25
  you
• 22:26
  come
• 22:26
  to
• 22:26
  Intello
• 22:27
  and
• 22:27
  you
• 22:27
  go,
• 22:27
  you
• 22:27
  know,
• 22:27
  I've
• 22:28
  got
• 22:28
  this
• 22:28
  problem,
• 22:28
  I
• 22:29
  want
• 22:29
  to
• 22:29
  solve
• 22:29
  it
• 22:29
  and
• 22:30
  can
• 22:31
  you
• 22:31
  do
• 22:31
  it?
• 22:31
  I've
• 22:32
  got
• 22:32
  X,
• 22:32
  Y
• 22:32
  or
• 22:32
  Z
• 22:33
  system.
• 22:34
  Absolutely.
• 22:35
  We
• 22:35
  can
• 22:35
  be
• 22:35
  the
• 22:35
  intelligence
• 22:36
  layer
• 22:36
  that
• 22:36
  sits
• 22:36
  on
• 22:37
  top
• 22:37
  of
• 22:37
  it.
• 22:37
  So
• 22:38
  you
• 22:38
  know,
• 22:38
  you're
• 22:38
  a
• 22:39
  large
• 22:39
  organization
• 22:39
  ripping
• 22:40
  out
• 22:40
  those
• 22:40
  legacy
• 22:41
  systems
• 22:41
  can
• 22:41
  take
• 22:41
  years
• 22:42
  and
• 22:42
  it's
• 22:42
  a
• 22:43
  huge
• 22:43
  amount
• 22:43
  of
• 22:43
  change
• 22:43
  management.
• 22:45
  But
• 22:45
  you
• 22:45
  need
• 22:46
  that
• 22:46
  intelligence
• 22:46
  layer
• 22:47
  and
• 22:47
  currently
• 22:47
  what
• 22:48
  you're
• 22:48
  doing
• 22:48
  is
• 22:48
  you're
• 22:48
  doing
• 22:48
  it
• 22:48
  in
• 22:49
  spreadsheets
• 22:49
  that's
• 22:49
  not
• 22:49
  scalable.
• 22:50
  So
• 22:50
  you
• 22:50
  deploy
• 22:50
  our
• 22:51
  agents
• 22:51
  on
• 22:51
  top
• 22:52
  and
• 22:52
  we
• 22:52
  can
• 22:53
  instantly
• 22:53
  change
• 22:53
  how
• 22:54
  that
• 22:54
  team
• 22:54
  is
• 22:55
  working.
• 22:55
  That's
• 22:55
  kind
• 22:55
  of
• 22:56
  one
• 22:56
  channel
• 22:56
  for
• 22:56
  us.
• 22:57
  There's
• 22:58
  another
• 22:58
  channel
• 22:58
  for
• 22:58
  us
• 22:59
  that
• 23:00
  they
• 23:00
  don't
• 23:00
  have
• 23:00
  that
• 23:00
  legacy
• 23:01
  system
• 23:01
  or
• 23:02
  they
• 23:02
  have
• 23:02
  it
• 23:02
  and
• 23:02
  they're
• 23:02
  just
• 23:02
  not
• 23:03
  using
• 23:03
  it
• 23:03
  at
• 23:03
  all
• 23:03
  and
• 23:03
  they're
• 23:04
  living
• 23:04
  in
• 23:04
  spreadsheets.
• 23:05
  Well
• 23:05
  that
• 23:06
  for
• 23:06
  us
• 23:06
  is,
• 23:06
  that's
• 23:07
  the
• 23:07
  real
• 23:07
  low
• 23:07
  hanging
• 23:08
  fruit,
• 23:08
  right?
• 23:08
  That
• 23:09
  low
• 23:09
  hanging
• 23:09
  fruit.
• 23:10
  In
• 23:10
  30
• 23:11
  days
• 23:12
  we
• 23:12
  can
• 23:12
  change
• 23:12
  a
• 23:13
  team.
• 23:13
  We
• 23:13
  can
• 23:14
  say,
• 23:14
  you
• 23:14
  know
• 23:14
  what,
• 23:14
  upload
• 23:15
  your
• 23:15
  spreadsheets,
• 23:15
  give
• 23:15
  us
• 23:16
  your
• 23:16
  data
• 23:16
  and,
• 23:17
  and
• 23:17
  we'll
• 23:17
  show
• 23:17
  you
• 23:17
  how
• 23:18
  to
• 23:18
  interact
• 23:18
  with
• 23:18
  that
• 23:18
  data
• 23:19
  in
• 23:19
  ways
• 23:19
  that
• 23:19
  you
• 23:19
  never
• 23:20
  could
• 23:20
  before.
• 23:21
  And
• 23:22
  Your
• 23:22
  team
• 23:22
  of
• 23:23
  10
• 23:23
  or
• 23:23
  12
• 23:23
  or
• 23:23
  14
• 23:24
  people,
• 23:24
  15
• 23:24
  people,
• 23:24
  whatever
• 23:25
  it
• 23:25
  is,
• 23:25
  now
• 23:26
  just
• 23:26
  added
• 23:26
  five
• 23:27
  or
• 23:27
  six
• 23:27
  PhDs
• 23:28
  that
• 23:28
  know
• 23:29
  your
• 23:29
  business
• 23:29
  inside
• 23:29
  and
• 23:29
  out.
• 23:30
  Cause
• 23:30
  they
• 23:30
  have
• 23:30
  access
• 23:30
  to
• 23:30
  your
• 23:30
  data
• 23:31
  and
• 23:31
  they're
• 23:31
  gonna
• 23:31
  help
• 23:32
  you.
• 23:32
  Right?
• 23:32
  That's
• 23:33
  kind
• 23:33
  of
• 23:33
  the
• 23:33
  second
• 23:33
  channel.
• 23:33
  The
• 23:34
  third
• 23:34
  channel
• 23:35
  is
• 23:35
  where
• 23:36
  our
• 23:36
  long
• 23:36
  term
• 23:36
  vision
• 23:37
  is.
• 23:37
  Our
• 23:37
  long
• 23:38
  term
• 23:38
  vision
• 23:38
  is
• 23:39
  that
• 23:39
  every
• 23:40
  retailer
• 23:40
  is
• 23:40
  going
• 23:40
  through
• 23:41
  a
• 23:41
  transformation.
• 23:42
  Some
• 23:42
  are
• 23:42
  more
• 23:43
  along
• 23:43
  the
• 23:43
  lines
• 23:43
  than
• 23:44
  others.
• 23:44
  Some
• 23:44
  started
• 23:45
  five
• 23:45
  years
• 23:45
  ago,
• 23:46
  some
• 23:46
  are
• 23:46
  just
• 23:46
  getting
• 23:46
  started
• 23:47
  now.
• 23:47
  But
• 23:48
  ultimately
• 23:48
  we
• 23:48
  think
• 23:49
  that
• 23:49
  every
• 23:49
  retailer
• 23:49
  is
• 23:49
  going
• 23:50
  to
• 23:50
  move
• 23:50
  to
• 23:50
  a
• 23:50
  lakehouse
• 23:50
  architecture.
• 23:51
  Pick
• 23:52
  your
• 23:52
  lakehouse,
• 23:52
  doesn't
• 23:53
  matter.
• 23:53
  Could
• 23:53
  be
• 23:53
  snowflake,
• 23:54
  could
• 23:54
  be
• 23:54
  databricks,
• 23:55
  bigquery.
• 23:55
  That
• 23:55
  doesn't
• 23:56
  matter
• 23:56
  to
• 23:56
  us.
• 23:56
  But
• 23:57
  we
• 23:57
  think
• 23:57
  once
• 23:57
  you
• 23:57
  get
• 23:57
  all
• 23:57
  your
• 23:58
  data
• 23:58
  in
• 23:58
  a
• 23:58
  place
• 23:58
  where
• 23:59
  it's
• 23:59
  centrally
• 24:00
  located,
• 24:00
  we
• 24:01
  can
• 24:01
  deploy
• 24:02
  teams
• 24:02
  of
• 24:03
  agents
• 24:03
  or
• 24:03
  armies
• 24:04
  of
• 24:04
  agents
• 24:04
  on
• 24:04
  top
• 24:04
  of
• 24:05
  that
• 24:05
  and
• 24:05
  we
• 24:05
  can
• 24:06
  interact
• 24:06
  with
• 24:06
  that
• 24:06
  data.
• 24:07
  Just
• 24:07
  like
• 24:07
  you
• 24:07
  went
• 24:07
  and
• 24:07
  hired
• 24:08
  an
• 24:08
  entire
• 24:09
  new
• 24:09
  workforce
• 24:10
  that's
• 24:10
  working
• 24:11
  24
• 24:11
  7,
• 24:11
  that's
• 24:12
  thinking
• 24:12
  strategically,
• 24:13
  that's
• 24:13
  optimizing
• 24:14
  for
• 24:14
  you
• 24:14
  while
• 24:15
  the
• 24:15
  team
• 24:15
  that
• 24:15
  you
• 24:15
  already
• 24:16
  have
• 24:16
  are
• 24:17
  leveling
• 24:17
  up
• 24:18
  to
• 24:18
  do
• 24:19
  much
• 24:19
  more
• 24:19
  strategic
• 24:20
  thinking.
• 24:20
  So
• 24:20
  we,
• 24:21
  as
• 24:21
  we
• 24:22
  break
• 24:22
  up
• 24:22
  that
• 24:22
  art
• 24:22
  and
• 24:23
  science,
• 24:23
  right,
• 24:23
  the
• 24:24
  science
• 24:24
  and
• 24:24
  math,
• 24:24
  the
• 24:24
  pattern
• 24:25
  recognition,
• 24:26
  the
• 24:26
  ability
• 24:26
  to
• 24:27
  input
• 24:28
  and
• 24:30
  increase
• 24:31
  massive
• 24:31
  amounts
• 24:31
  of
• 24:31
  data
• 24:32
  across
• 24:32
  data
• 24:33
  sets
• 24:33
  and
• 24:33
  then
• 24:34
  make
• 24:34
  decisions
• 24:34
  with
• 24:34
  that,
• 24:35
  that's
• 24:35
  where
• 24:35
  our
• 24:36
  agents
• 24:36
  thrive.
• 24:36
  And
• 24:37
  our
• 24:37
  agents
• 24:37
  can
• 24:37
  thrive
• 24:37
  across
• 24:38
  any
• 24:38
  sort
• 24:39
  of
• 24:39
  data
• 24:39
  warehouse
• 24:40
  that
• 24:40
  you've
• 24:40
  got
• 24:40
  working
• 24:41
  with
• 24:41
  a
• 24:41
  team.
• 24:41
  So
• 24:42
  our
• 24:42
  long
• 24:42
  term
• 24:42
  vision
• 24:43
  is
• 24:43
  that
• 24:43
  these
• 24:43
  organizations
• 24:44
  are
• 24:44
  going
• 24:44
  to
• 24:44
  go
• 24:44
  through
• 24:45
  this
• 24:45
  transformation.
• 24:46
  They're
• 24:46
  going
• 24:46
  to
• 24:46
  move
• 24:46
  their
• 24:47
  data
• 24:47
  to
• 24:47
  a
• 24:47
  place
• 24:47
  that's
• 24:47
  easily
• 24:48
  accessible,
• 24:48
  where
• 24:49
  we
• 24:49
  can
• 24:49
  have
• 24:50
  zero
• 24:50
  copy
• 24:51
  access
• 24:51
  to
• 24:51
  it
• 24:51
  in
• 24:51
  real
• 24:52
  time.
• 24:52
  And
• 24:53
  that
• 24:53
  sets
• 24:54
  of
• 24:54
  teams
• 24:54
  of
• 24:54
  agents
• 24:55
  work
• 24:55
  alongside
• 24:56
  merchants
• 24:56
  and
• 24:56
  planning
• 24:57
  teams
• 24:57
  that
• 24:57
  already
• 24:57
  exist
• 24:57
  today
• 24:58
  and
• 24:58
  just
• 24:58
  makes
• 24:58
  them
• 24:59
  much
• 24:59
  more
• 24:59
  successful.
• 25:00
  So
• 25:00
  Noah
• 25:01
  talked
• 25:01
  about
• 25:01
  a
• 25:01
  47%
• 25:03
  statistic.
• 25:04
  Our,
• 25:05
  our
• 25:05
  data
• 25:06
  points
• 25:06
  are
• 25:08
  dependent
• 25:08
  on
• 25:08
  the
• 25:09
  team
• 25:09
  that
• 25:09
  we're
• 25:09
  deploying.
• 25:10
  So
• 25:10
  in
• 25:10
  some
• 25:10
  cases
• 25:11
  it's
• 25:11
  about,
• 25:11
  you
• 25:12
  know,
• 25:12
  increasing
• 25:12
  sell
• 25:12
  through
• 25:13
  significantly.
• 25:13
  Five,
• 25:14
  six,
• 25:14
  seven
• 25:14
  times
• 25:15
  that
• 25:15
  equals
• 25:15
  millions
• 25:16
  of
• 25:16
  dollars
• 25:16
  in
• 25:17
  increased
• 25:17
  revenue.
• 25:18
  In
• 25:18
  other
• 25:19
  cases
• 25:19
  it's
• 25:19
  about
• 25:19
  being,
• 25:20
  just
• 25:20
  being
• 25:20
  more
• 25:20
  efficient,
• 25:21
  right.
• 25:21
  In
• 25:21
  other
• 25:22
  cases
• 25:22
  it's
• 25:22
  about
• 25:22
  being
• 25:23
  flexible,
• 25:24
  right.
• 25:24
  So
• 25:24
  the
• 25:24
  ability
• 25:25
  to
• 25:25
  create
• 25:26
  store
• 25:27
  clusters
• 25:27
  on
• 25:27
  the
• 25:28
  fly,
• 25:28
  which
• 25:28
  you
• 25:29
  can
• 25:29
  never
• 25:29
  do
• 25:29
  before
• 25:30
  at
• 25:30
  scale,
• 25:31
  and
• 25:31
  then
• 25:31
  be
• 25:31
  able
• 25:32
  to
• 25:32
  actually
• 25:32
  measure
• 25:33
  that
• 25:33
  and,
• 25:33
  and
• 25:33
  look
• 25:34
  back
• 25:34
  and
• 25:34
  look
• 25:35
  forward.
• 25:35
  These
• 25:35
  are
• 25:36
  things
• 25:36
  that
• 25:36
  our
• 25:36
  agents
• 25:36
  can
• 25:36
  do.
• 25:37
  We
• 25:37
  think
• 25:37
  that
• 25:38
  the
• 25:38
  long
• 25:38
  term
• 25:39
  play
• 25:39
  for
• 25:39
  us
• 25:39
  is
• 25:40
  that
• 25:40
  we
• 25:40
  go
• 25:40
  through
• 25:40
  that
• 25:41
  transformation
• 25:41
  cycle.
• 25:42
  It
• 25:42
  might
• 25:42
  take
• 25:42
  a
• 25:42
  year
• 25:42
  or
• 25:43
  two
• 25:43
  for
• 25:43
  a
• 25:43
  customer
• 25:44
  or
• 25:44
  three,
• 25:44
  but
• 25:45
  we'll
• 25:45
  get
• 25:45
  many
• 25:46
  of
• 25:46
  our
• 25:46
  customers
• 25:46
  that
• 25:47
  are
• 25:47
  already
• 25:47
  on
• 25:47
  board
• 25:47
  and
• 25:47
  then
• 25:47
  future
• 25:48
  customers
• 25:49
  into
• 25:49
  that
• 25:49
  space.
• 25:50
  Got
• 25:51
  it.
• 25:51
  Makes
• 25:51
  sense.
• 25:51
  Let
• 25:52
  me
• 25:52
  add
• 25:52
  on
• 25:52
  to
• 25:52
  the
• 25:52
  store
• 25:53
  clustering
• 25:53
  thing,
• 25:54
  by
• 25:54
  the
• 25:54
  way,
• 25:54
  if
• 25:54
  you
• 25:54
  don't
• 25:55
  mind.
• 25:55
  So
• 25:55
  store
• 25:56
  clustering
• 25:56
  is
• 25:57
  something
• 25:57
  that
• 25:57
  for
• 25:58
  some
• 25:58
  reasons,
• 25:59
  I
• 25:59
  think
• 26:00
  so
• 26:00
  a
• 26:00
  lot
• 26:00
  of
• 26:00
  stores
• 26:01
  don't
• 26:01
  really
• 26:01
  do.
• 26:02
  They
• 26:02
  have
• 26:02
  an
• 26:02
  A
• 26:03
  store
• 26:03
  and
• 26:03
  a
• 26:03
  B
• 26:04
  store
• 26:04
  and
• 26:04
  a
• 26:04
  C
• 26:04
  store.
• 26:05
  Right.
• 26:05
  And
• 26:05
  the
• 26:05
  A
• 26:06
  store
• 26:06
  is
• 26:06
  the
• 26:06
  big.
• 26:06
  And
• 26:06
  they
• 26:07
  do
• 26:07
  it
• 26:07
  by,
• 26:07
  by,
• 26:07
  by
• 26:08
  square
• 26:08
  feet,
• 26:08
  essentially.
• 26:09
  Right.
• 26:09
  A
• 26:10
  is
• 26:10
  the
• 26:10
  big
• 26:10
  store
• 26:10
  gets
• 26:11
  the
• 26:11
  A
• 26:11
  assortment.
• 26:11
  B
• 26:12
  is
• 26:12
  the
• 26:12
  second
• 26:13
  biggest
• 26:13
  one
• 26:13
  gets
• 26:13
  the
• 26:13
  B
• 26:14
  assortment.
• 26:14
  Right.
• 26:14
  But
• 26:15
  store
• 26:15
  clustering
• 26:16
  is
• 26:16
  actually
• 26:16
  a
• 26:16
  lot
• 26:17
  more
• 26:17
  nuanced
• 26:17
  than
• 26:17
  that.
• 26:18
  And
• 26:18
  it
• 26:18
  has
• 26:18
  to
• 26:18
  do
• 26:19
  with
• 26:19
  a
• 26:19
  lot
• 26:19
  of
• 26:20
  the
• 26:20
  demographics
• 26:21
  and
• 26:22
  things
• 26:22
  that
• 26:22
  are
• 26:22
  supporting
• 26:23
  different
• 26:23
  stores.
• 26:24
  And
• 26:24
  so
• 26:25
  a
• 26:25
  store
• 26:25
  may
• 26:26
  have
• 26:26
  one
• 26:26
  assortment
• 26:27
  and,
• 26:27
  and
• 26:27
  a
• 26:27
  B
• 26:28
  store
• 26:28
  may
• 26:28
  have
• 26:29
  a
• 26:29
  B
• 26:29
  assortment.
• 26:29
  But
• 26:30
  the
• 26:30
  truth
• 26:30
  is,
• 26:30
  is
• 26:30
  that
• 26:31
  there's
• 26:31
  a
• 26:31
  lot
• 26:32
  of
• 26:32
  stuff
• 26:32
  in
• 26:32
  that
• 26:32
  B
• 26:32
  store
• 26:33
  that
• 26:33
  it
• 26:33
  could
• 26:34
  be
• 26:34
  selling
• 26:34
  and
• 26:34
  a
• 26:34
  lot
• 26:35
  of
• 26:35
  stuff
• 26:35
  in
• 26:35
  that
• 26:35
  B
• 26:35
  store
• 26:36
  that
• 26:36
  shouldn't
• 26:36
  be
• 26:36
  selling.
• 26:37
  And
• 26:37
  it's
• 26:37
  really
• 26:38
  based
• 26:38
  on
• 26:38
  all
• 26:39
  of
• 26:39
  this
• 26:39
  data
• 26:39
  that
• 26:40
  we're
• 26:40
  able
• 26:40
  to
• 26:41
  bring
• 26:41
  in
• 26:42
  and
• 26:42
  be
• 26:42
  able
• 26:43
  to
• 26:43
  create
• 26:43
  these
• 26:43
  things.
• 26:44
  And
• 26:44
  so
• 26:44
  that
• 26:45
  alone
• 26:46
  is
• 26:46
  very
• 26:46
  difficult
• 26:47
  to
• 26:47
  do.
• 26:47
  It
• 26:48
  requires
• 26:48
  a
• 26:48
  lot
• 26:48
  of
• 26:49
  math
• 26:49
  and
• 26:49
  statistics
• 26:50
  and
• 26:50
  a
• 26:50
  lot
• 26:50
  of
• 26:50
  access
• 26:51
  to
• 26:51
  internal
• 26:52
  and
• 26:52
  external
• 26:52
  data.
• 26:53
  But
• 26:53
  that
• 26:53
  bears
• 26:54
  a
• 26:54
  lot
• 26:54
  of
• 26:54
  fruit.
• 26:55
  Because
• 26:56
  the
• 26:56
  truth
• 26:56
  is,
• 26:56
  is
• 26:56
  that
• 26:57
  just
• 26:57
  modifying
• 26:58
  assortments
• 26:59
  slightly
• 26:59
  based
• 27:00
  on
• 27:00
  that
• 27:00
  versus
• 27:01
  based
• 27:01
  on
• 27:01
  a
• 27:01
  kind
• 27:02
  of
• 27:02
  gut
• 27:02
  feel
• 27:02
  or
• 27:02
  a
• 27:03
  traditional
• 27:03
  planogram
• 27:04
  can
• 27:04
  be
• 27:05
  millions
• 27:05
  and
• 27:05
  millions
• 27:06
  of
• 27:06
  dollars
• 27:06
  and
• 27:07
  either
• 27:07
  lost
• 27:07
  sales
• 27:08
  or,
• 27:08
  you
• 27:09
  know,
• 27:09
  more
• 27:09
  productive
• 27:10
  inventory.
• 27:11
  Okay,
• 27:12
  Noah,
• 27:12
  since
• 27:12
  you,
• 27:12
  since
• 27:12
  you
• 27:13
  said
• 27:13
  it,
• 27:13
  I
• 27:13
  was
• 27:13
  going
• 27:13
  to
• 27:14
  ask
• 27:14
  you,
• 27:14
  before
• 27:14
  you
• 27:14
  brought
• 27:14
  up
• 27:15
  cluster,
• 27:15
  I
• 27:15
  was
• 27:15
  going
• 27:15
  to,
• 27:15
  I
• 27:16
  was
• 27:16
  going
• 27:16
  to
• 27:16
  ask
• 27:16
  you,
• 27:16
  I
• 27:17
  was
• 27:17
  going
• 27:17
  to
• 27:17
  have
• 27:17
  you
• 27:17
  put
• 27:18
  your
• 27:18
  CEO's
• 27:19
  money
• 27:19
  where
• 27:19
  his
• 27:20
  mouth
• 27:20
  is.
• 27:20
  But
• 27:20
  now
• 27:20
  I'm
• 27:20
  going
• 27:20
  to
• 27:20
  have
• 27:21
  you
• 27:21
  do
• 27:21
  it
• 27:21
  for
• 27:21
  both
• 27:21
  of
• 27:22
  you.
• 27:22
  So
• 27:22
  what?
• 27:23
  So
• 27:23
  how
• 27:23
  do
• 27:23
  you
• 27:23
  know,
• 27:24
  how
• 27:24
  do
• 27:24
  you
• 27:24
  know
• 27:24
  this
• 27:24
  works?
• 27:24
  Where
• 27:25
  are
• 27:25
  you
• 27:25
  guys
• 27:25
  having
• 27:25
  success
• 27:25
  out
• 27:26
  of
• 27:26
  the
• 27:26
  gate?
• 27:28
  So,
• 27:28
  I
• 27:28
  mean,
• 27:28
  as
• 27:28
  I
• 27:28
  said
• 27:29
  before,
• 27:29
  you
• 27:29
  know,
• 27:29
  we
• 27:30
  have
• 27:30
  a
• 27:30
  luxury
• 27:30
  customer
• 27:31
  that's
• 27:31
  already
• 27:32
  seen
• 27:32
  a
• 27:32
  47%
• 27:33
  reduction
• 27:33
  in
• 27:33
  stock
• 27:34
  stock
• 27:34
  outs,
• 27:35
  but
• 27:35
  we
• 27:35
  also
• 27:35
  have
• 27:36
  specialty
• 27:36
  customer
• 27:37
  that's
• 27:38
  seen
• 27:40
  42%
• 27:41
  reduction
• 27:41
  in
• 27:41
  broken
• 27:42
  sizes
• 27:42
  and
• 27:43
  improved
• 27:43
  sell
• 27:43
  through.
• 27:44
  And
• 27:45
  so
• 27:45
  we've
• 27:45
  Seen,
• 27:46
  you
• 27:46
  know,
• 27:46
  the
• 27:46
  guys
• 27:46
  that
• 27:47
  we've
• 27:47
  done
• 27:47
  this
• 27:47
  for
• 27:47
  already,
• 27:48
  which
• 27:48
  are
• 27:49
  both
• 27:49
  in
• 27:49
  the
• 27:49
  luxury
• 27:50
  and
• 27:50
  also
• 27:51
  in
• 27:51
  the
• 27:52
  specialty
• 27:52
  retail,
• 27:53
  we've
• 27:53
  seen
• 27:54
  immediate
• 27:54
  increases
• 27:55
  in
• 27:55
  sell
• 27:56
  through
• 27:56
  and
• 27:56
  immediate
• 27:57
  decreases
• 27:57
  in
• 27:58
  stockouts.
• 27:59
  So
• 27:59
  this
• 27:59
  is
• 27:59
  really
• 28:00
  what
• 28:00
  we're
• 28:00
  measuring
• 28:01
  in
• 28:01
  so
• 28:01
  far.
• 28:02
  I
• 28:02
  mean,
• 28:02
  obviously
• 28:03
  in
• 28:03
  longer
• 28:03
  term
• 28:04
  we're
• 28:04
  going
• 28:04
  to
• 28:04
  be
• 28:04
  able
• 28:04
  to
• 28:05
  measure
• 28:05
  not
• 28:06
  having
• 28:06
  to
• 28:06
  mark
• 28:06
  stuff
• 28:07
  down
• 28:07
  because
• 28:08
  it's
• 28:08
  in
• 28:08
  the
• 28:08
  right
• 28:08
  place
• 28:09
  at
• 28:09
  the
• 28:09
  right
• 28:09
  time
• 28:09
  versus
• 28:10
  it
• 28:11
  gets
• 28:11
  to
• 28:11
  the
• 28:11
  end
• 28:12
  of
• 28:12
  the
• 28:12
  life
• 28:12
  cycle
• 28:12
  and
• 28:13
  all
• 28:13
  of
• 28:13
  a
• 28:13
  sudden
• 28:13
  it's
• 28:13
  like,
• 28:14
  oh
• 28:14
  my
• 28:14
  God,
• 28:14
  I
• 28:14
  got
• 28:14
  all
• 28:14
  this
• 28:15
  inventory
• 28:15
  here
• 28:15
  and
• 28:15
  now
• 28:16
  I
• 28:16
  got
• 28:16
  to
• 28:16
  get
• 28:16
  rid
• 28:16
  of
• 28:16
  it
• 28:16
  because
• 28:17
  the
• 28:17
  new
• 28:17
  model
• 28:17
  is
• 28:17
  coming
• 28:18
  or
• 28:18
  the
• 28:18
  new,
• 28:19
  new,
• 28:19
  new
• 28:19
  style
• 28:20
  is
• 28:20
  coming
• 28:20
  and
• 28:20
  I've
• 28:20
  got
• 28:21
  to
• 28:21
  mark
• 28:21
  it
• 28:21
  down.
• 28:21
  We
• 28:22
  haven't
• 28:22
  had
• 28:22
  a
• 28:23
  long
• 28:23
  enough
• 28:24
  run
• 28:24
  with
• 28:24
  the
• 28:24
  customers
• 28:25
  to
• 28:25
  see
• 28:25
  that.
• 28:26
  But
• 28:26
  I
• 28:26
  can
• 28:26
  guarantee
• 28:27
  that
• 28:27
  there's
• 28:27
  going
• 28:27
  to
• 28:27
  be
• 28:28
  a
• 28:28
  margin
• 28:29
  increase
• 28:29
  as
• 28:29
  well.
• 28:30
  So
• 28:30
  it's,
• 28:30
  you
• 28:30
  know,
• 28:30
  obviously
• 28:31
  lost
• 28:31
  sales,
• 28:32
  use
• 28:32
  of,
• 28:33
  of
• 28:33
  capital
• 28:33
  and
• 28:34
  inventory
• 28:35
  and
• 28:35
  then
• 28:35
  you
• 28:36
  know,
• 28:36
  reduced
• 28:36
  mark
• 28:37
  markdown
• 28:37
  which
• 28:37
  increases
• 28:38
  the,
• 28:38
  the
• 28:39
  margin
• 28:39
  are
• 28:39
  the
• 28:40
  kind
• 28:40
  of
• 28:40
  the
• 28:40
  three
• 28:40
  ways
• 28:40
  that
• 28:41
  we're
• 28:41
  looking
• 28:41
  at
• 28:41
  it
• 28:41
  that
• 28:41
  we're
• 28:42
  seeing
• 28:42
  immediate
• 28:42
  results.
• 28:43
  Jeff,
• 28:43
  you
• 28:43
  want
• 28:43
  to
• 28:43
  add
• 28:43
  anything
• 28:44
  to
• 28:44
  that?
• 28:44
  Yeah,
• 28:45
  I'd
• 28:45
  add
• 28:45
  to
• 28:45
  that.
• 28:47
  Every
• 28:47
  agent
• 28:47
  team
• 28:48
  that
• 28:48
  we
• 28:48
  deploy
• 28:49
  has
• 28:49
  a
• 28:49
  preset
• 28:50
  level
• 28:50
  of
• 28:50
  KPIs
• 28:51
  that
• 28:51
  we
• 28:51
  measure
• 28:51
  against.
• 28:52
  And
• 28:53
  every
• 28:53
  customer
• 28:54
  deployment
• 28:55
  that
• 28:55
  we've
• 28:55
  had,
• 28:56
  we
• 28:56
  start
• 28:56
  with
• 28:57
  a
• 28:57
  baseline.
• 28:57
  That
• 28:58
  baseline
• 28:58
  could
• 28:58
  be
• 28:58
  what
• 28:59
  their
• 28:59
  current
• 28:59
  sell
• 28:59
  through
• 28:59
  is
• 29:00
  and
• 29:00
  how
• 29:00
  do
• 29:00
  we
• 29:00
  increase
• 29:00
  that
• 29:00
  sell
• 29:01
  through?
• 29:02
  Their
• 29:02
  current
• 29:02
  baseline
• 29:03
  could
• 29:03
  be
• 29:03
  what
• 29:03
  their
• 29:03
  margin
• 29:04
  is
• 29:04
  and
• 29:04
  how
• 29:04
  do
• 29:04
  we
• 29:04
  increase
• 29:04
  that
• 29:05
  margin?
• 29:05
  And
• 29:06
  another
• 29:06
  baseline
• 29:07
  could
• 29:07
  be
• 29:08
  what's
• 29:08
  the
• 29:08
  level
• 29:08
  of
• 29:08
  efficiency?
• 29:09
  So
• 29:10
  if
• 29:10
  you're,
• 29:10
  you
• 29:11
  know,
• 29:11
  you
• 29:11
  were
• 29:12
  doing
• 29:12
  rebalancing
• 29:12
  once
• 29:13
  a
• 29:13
  week
• 29:13
  and
• 29:13
  it
• 29:13
  was
• 29:14
  really
• 29:14
  hard
• 29:14
  and
• 29:14
  you
• 29:14
  had
• 29:14
  two
• 29:15
  people
• 29:15
  spending
• 29:15
  three
• 29:16
  days
• 29:16
  on
• 29:16
  it
• 29:16
  and
• 29:17
  now
• 29:17
  you're
• 29:17
  doing
• 29:17
  it
• 29:18
  twice
• 29:18
  a
• 29:18
  week
• 29:18
  and
• 29:18
  you've
• 29:19
  got
• 29:19
  no
• 29:19
  one
• 29:19
  working
• 29:19
  on
• 29:20
  it.
• 29:20
  What's
• 29:20
  that
• 29:20
  value
• 29:21
  to
• 29:21
  you?
• 29:21
  So
• 29:22
  there's
• 29:22
  different
• 29:22
  levels
• 29:22
  of
• 29:23
  KPIs
• 29:23
  based
• 29:24
  on
• 29:24
  the
• 29:24
  agent
• 29:24
  and
• 29:24
  the
• 29:24
  agent
• 29:25
  teams
• 29:25
  that
• 29:25
  we
• 29:25
  deploy
• 29:26
  for
• 29:26
  each
• 29:26
  one
• 29:26
  of
• 29:26
  our
• 29:26
  customers.
• 29:27
  So
• 29:28
  Jeff,
• 29:28
  how
• 29:28
  long
• 29:28
  does
• 29:28
  it
• 29:28
  take
• 29:29
  to
• 29:29
  deploy
• 29:30
  like
• 29:30
  a
• 29:30
  typical
• 29:31
  deployment
• 29:31
  that
• 29:31
  you're
• 29:31
  doing
• 29:32
  with
• 29:32
  say
• 29:32
  this
• 29:32
  luxury
• 29:32
  retailer
• 29:33
  and
• 29:33
  the
• 29:33
  specialty
• 29:33
  apparel
• 29:34
  retail
• 29:34
  that
• 29:34
  you
• 29:34
  guys
• 29:35
  referenced?
• 29:35
  How
• 29:36
  long
• 29:36
  does
• 29:36
  it
• 29:36
  take?
• 29:37
  We
• 29:37
  can
• 29:37
  be
• 29:38
  alive
• 29:38
  in
• 29:38
  as
• 29:38
  little
• 29:38
  as
• 29:38
  three
• 29:39
  weeks.
• 29:40
  Three
• 29:40
  weeks,
• 29:40
  wow.
• 29:41
  As
• 29:41
  little
• 29:41
  as
• 29:41
  three
• 29:42
  weeks.
• 29:43
  Is
• 29:43
  that
• 29:43
  typical
• 29:43
  or
• 29:44
  what's
• 29:44
  yet.
• 29:44
  What's
• 29:44
  the
• 29:44
  average?
• 29:45
  Average
• 29:45
  is
• 29:46
  six
• 29:46
  to
• 29:46
  eight
• 29:46
  weeks.
• 29:46
  Average
• 29:47
  is
• 29:47
  six
• 29:47
  to
• 29:47
  eight
• 29:47
  weeks.
• 29:47
  But
• 29:48
  we've
• 29:48
  got,
• 29:48
  we've
• 29:48
  gotten
• 29:48
  it
• 29:48
  done
• 29:48
  in
• 29:48
  less
• 29:49
  than
• 29:49
  30
• 29:49
  days
• 29:49
  before.
• 29:50
  Geez,
• 29:50
  that,
• 29:51
  that's
• 29:51
  that's,
• 29:51
  that's
• 29:52
  ridiculously
• 29:52
  fast.
• 29:53
  My
• 29:53
  God.
• 29:54
  All
• 29:54
  right,
• 29:54
  so
• 29:55
  let's
• 29:55
  get,
• 29:55
  let's
• 29:55
  close
• 29:56
  this
• 29:56
  up
• 29:56
  here.
• 29:56
  So
• 29:56
  I
• 29:56
  want
• 29:56
  to
• 29:56
  get
• 29:56
  you
• 29:57
  out
• 29:57
  of
• 29:57
  here
• 29:57
  on
• 29:57
  this.
• 29:57
  So,
• 29:57
  like,
• 29:57
  as
• 29:58
  I
• 29:58
  mentioned
• 29:58
  before,
• 29:59
  you
• 29:59
  know,
• 29:59
  I've
• 29:59
  been
• 29:59
  a
• 30:00
  planner
• 30:00
  for,
• 30:01
  I've
• 30:01
  had
• 30:01
  planning
• 30:02
  stints
• 30:03
  both
• 30:03
  at
• 30:03
  the
• 30:03
  lowest
• 30:04
  level
• 30:04
  and
• 30:04
  at
• 30:04
  the
• 30:04
  highest
• 30:05
  level
• 30:05
  in
• 30:06
  my
• 30:06
  career.
• 30:07
  And
• 30:07
  so
• 30:07
  if
• 30:07
  your
• 30:07
  vision
• 30:08
  is
• 30:08
  right,
• 30:08
  in
• 30:08
  terms
• 30:08
  of
• 30:09
  what
• 30:09
  we're
• 30:09
  talking
• 30:09
  about,
• 30:10
  the
• 30:10
  last
• 30:11
  question
• 30:11
  that
• 30:11
  it
• 30:11
  brings
• 30:11
  up
• 30:12
  for
• 30:12
  me
• 30:12
  is
• 30:13
  how
• 30:13
  will
• 30:14
  the
• 30:14
  actual
• 30:14
  job
• 30:15
  of
• 30:15
  merchandise
• 30:16
  planning
• 30:16
  change
• 30:16
  over
• 30:17
  the
• 30:17
  next,
• 30:17
  you
• 30:18
  know,
• 30:18
  say
• 30:18
  three
• 30:18
  to
• 30:19
  five
• 30:19
  years,
• 30:19
  which
• 30:20
  is
• 30:20
  a
• 30:20
  medium,
• 30:21
  medium
• 30:21
  term
• 30:21
  horizon.
• 30:22
  Like,
• 30:22
  how's
• 30:22
  the,
• 30:22
  how's
• 30:23
  the
• 30:23
  average
• 30:23
  person's
• 30:24
  job
• 30:24
  going
• 30:24
  to
• 30:24
  change?
• 30:25
  Jeff,
• 30:25
  why
• 30:25
  don't
• 30:25
  you
• 30:25
  start
• 30:25
  and
• 30:26
  then,
• 30:26
  Noah,
• 30:26
  we'll
• 30:26
  have
• 30:26
  you
• 30:26
  close
• 30:27
  us
• 30:27
  out.
• 30:27
  Sure.
• 30:28
  Yeah.
• 30:28
  So
• 30:29
  we
• 30:29
  talk
• 30:29
  to
• 30:29
  chief
• 30:29
  merchants
• 30:30
  and
• 30:30
  merchandising,
• 30:30
  planning
• 30:31
  and
• 30:31
  allocation
• 30:31
  teams
• 30:31
  literally
• 30:32
  every
• 30:32
  single
• 30:32
  day.
• 30:33
  And
• 30:33
  when,
• 30:34
  when
• 30:34
  we
• 30:34
  talk
• 30:34
  to
• 30:34
  these
• 30:35
  teams,
• 30:35
  there's
• 30:35
  no
• 30:36
  one
• 30:36
  that
• 30:36
  ever
• 30:36
  told
• 30:36
  me
• 30:37
  that
• 30:37
  I
• 30:37
  went
• 30:37
  to
• 30:38
  school
• 30:38
  to
• 30:38
  be
• 30:39
  a
• 30:39
  merchant
• 30:39
  or
• 30:40
  a
• 30:40
  planner.
• 30:41
  And
• 30:41
  I
• 30:41
  love
• 30:42
  retail
• 30:42
  and
• 30:43
  I
• 30:43
  really
• 30:43
  went
• 30:43
  to
• 30:44
  school
• 30:44
  to
• 30:44
  spend
• 30:44
  all
• 30:45
  of
• 30:45
  my
• 30:45
  time
• 30:45
  in
• 30:45
  spreadsheets.
• 30:45
  I
• 30:46
  really
• 30:46
  wanted
• 30:46
  to
• 30:46
  be
• 30:46
  a
• 30:46
  data
• 30:47
  analyst
• 30:47
  in
• 30:47
  spreadsheets.
• 30:48
  And
• 30:49
  realistically,
• 30:50
  the
• 30:50
  majority
• 30:50
  of
• 30:51
  them,
• 30:51
  that's
• 30:51
  what
• 30:51
  they
• 30:51
  do.
• 30:52
  The
• 30:52
  majority
• 30:52
  of
• 30:53
  what
• 30:53
  the
• 30:53
  team
• 30:53
  members
• 30:53
  do
• 30:54
  today
• 30:54
  doesn't
• 30:55
  matter
• 30:55
  how
• 30:55
  big
• 30:55
  the
• 30:55
  organization
• 30:56
  is.
• 30:56
  They're
• 30:56
  doing
• 30:57
  data
• 30:57
  analysis
• 30:58
  and
• 30:59
  the
• 30:59
  transformation
• 31:00
  that
• 31:00
  we
• 31:00
  see
• 31:00
  with
• 31:01
  teams
• 31:01
  three
• 31:01
  to
• 31:02
  five
• 31:02
  years
• 31:02
  out,
• 31:02
  and
• 31:02
  I
• 31:02
  wouldn't
• 31:03
  even
• 31:03
  say
• 31:03
  three
• 31:03
  to
• 31:03
  five
• 31:03
  years
• 31:04
  out,
• 31:04
  I'd
• 31:04
  say,
• 31:04
  you
• 31:04
  know,
• 31:05
  customers
• 31:05
  that
• 31:05
  are
• 31:05
  using
• 31:05
  Intello
• 31:07
  6
• 31:07
  to
• 31:07
  12
• 31:08
  months
• 31:08
  out,
• 31:09
  that
• 31:09
  they
• 31:09
  get
• 31:10
  out
• 31:10
  of
• 31:10
  their
• 31:10
  head
• 31:10
  downs
• 31:11
  in
• 31:11
  their
• 31:11
  spreadsheets
• 31:11
  and
• 31:12
  they
• 31:12
  really
• 31:12
  start
• 31:12
  to
• 31:13
  think
• 31:13
  strategically
• 31:13
  about
• 31:14
  their
• 31:14
  business
• 31:14
  and
• 31:14
  they're
• 31:15
  able
• 31:15
  to
• 31:15
  think
• 31:16
  about
• 31:16
  not
• 31:16
  just,
• 31:16
  you
• 31:17
  know,
• 31:17
  next
• 31:17
  season,
• 31:18
  but
• 31:18
  long
• 31:18
  range
• 31:18
  planning
• 31:19
  and
• 31:19
  working
• 31:20
  with
• 31:20
  their
• 31:20
  CFO
• 31:21
  and
• 31:21
  their
• 31:21
  CEO
• 31:21
  and
• 31:22
  their
• 31:22
  design
• 31:22
  team.
• 31:23
  Because
• 31:23
  the
• 31:23
  design
• 31:23
  team
• 31:24
  is
• 31:24
  always
• 31:24
  going
• 31:24
  to
• 31:24
  be
• 31:24
  the
• 31:24
  art
• 31:25
  part.
• 31:25
  Right.
• 31:26
  But
• 31:26
  they
• 31:26
  can,
• 31:26
  they
• 31:27
  can
• 31:27
  provide
• 31:27
  insights
• 31:28
  to
• 31:28
  that
• 31:28
  design
• 31:28
  team
• 31:28
  that
• 31:28
  they
• 31:29
  never
• 31:29
  could
• 31:29
  before
• 31:29
  by,
• 31:30
  by,
• 31:30
  by
• 31:30
  leveraging
• 31:31
  our
• 31:31
  agents.
• 31:31
  And
• 31:32
  I
• 31:32
  think
• 31:32
  that's
• 31:32
  going
• 31:32
  to
• 31:32
  be
• 31:32
  the
• 31:33
  real
• 31:33
  transformation.
• 31:33
  They're
• 31:34
  going
• 31:34
  to
• 31:34
  get
• 31:34
  out
• 31:34
  of
• 31:34
  the
• 31:34
  busy
• 31:35
  work,
• 31:35
  the
• 31:35
  mundane
• 31:36
  work
• 31:36
  of,
• 31:36
  you
• 31:36
  know,
• 31:37
  living,
• 31:37
  living
• 31:37
  in
• 31:38
  data
• 31:38
  analysis
• 31:39
  and
• 31:39
  looking
• 31:39
  at,
• 31:40
  and
• 31:40
  really
• 31:40
  spending
• 31:41
  their
• 31:41
  time
• 31:41
  and
• 31:41
  strategy.
• 31:42
  Yeah,
• 31:43
  and
• 31:43
  what
• 31:43
  I
• 31:43
  hear
• 31:43
  from
• 31:43
  that
• 31:44
  too
• 31:44
  is
• 31:44
  from,
• 31:44
  for
• 31:44
  the
• 31:45
  average
• 31:45
  employee,
• 31:45
  like
• 31:45
  the,
• 31:46
  the
• 31:46
  benefits
• 31:46
  of
• 31:46
  that
• 31:47
  are,
• 31:47
  you
• 31:47
  know,
• 31:48
  one,
• 31:48
  you
• 31:48
  get
• 31:48
  to
• 31:48
  be
• 31:48
  more
• 31:48
  strategic
• 31:49
  because
• 31:49
  you
• 31:49
  can
• 31:49
  answer
• 31:50
  the
• 31:50
  questions
• 31:50
  you
• 31:50
  could
• 31:50
  answer
• 31:50
  before.
• 31:51
  Before.
• 31:51
  I
• 31:51
  mean,
• 31:51
  you
• 31:51
  can
• 31:51
  now
• 31:52
  answer
• 31:52
  the
• 31:52
  questions
• 31:52
  you
• 31:52
  couldn't
• 31:53
  answer
• 31:53
  before.
• 31:54
  And
• 31:54
  then
• 31:54
  you
• 31:55
  also
• 31:55
  get
• 31:55
  to
• 31:55
  be
• 31:55
  more
• 31:55
  strategic,
• 31:56
  which
• 31:56
  just
• 31:57
  makes
• 31:57
  the
• 31:57
  job
• 31:57
  inherently
• 31:58
  more
• 31:58
  interesting
• 31:59
  and
• 31:59
  you
• 31:59
  have
• 31:59
  more
• 31:59
  confidence
• 32:00
  that
• 32:00
  you're
• 32:00
  making
• 32:00
  the
• 32:01
  right
• 32:01
  decisions.
• 32:01
  Which
• 32:01
  as
• 32:02
  a
• 32:02
  new
• 32:02
  person
• 32:02
  fresh
• 32:02
  out
• 32:03
  of
• 32:03
  colleges,
• 32:03
  is
• 32:04
  kind
• 32:04
  of,
• 32:04
  kind
• 32:05
  of
• 32:05
  a
• 32:05
  challenge,
• 32:05
  you
• 32:05
  know,
• 32:06
  for
• 32:06
  the
• 32:06
  most
• 32:06
  part,
• 32:06
  like,
• 32:06
  at
• 32:07
  least
• 32:07
  it
• 32:07
  was
• 32:07
  for
• 32:07
  me
• 32:08
  back
• 32:08
  in
• 32:08
  the
• 32:08
  day,
• 32:08
  when
• 32:08
  I
• 32:08
  remember
• 32:09
  that.
• 32:09
  But
• 32:10
  the
• 32:10
  other
• 32:10
  part
• 32:11
  you
• 32:11
  mentioned
• 32:11
  too,
• 32:11
  which
• 32:11
  I
• 32:12
  don't
• 32:12
  think
• 32:12
  most
• 32:12
  people
• 32:12
  thought
• 32:12
  about,
• 32:13
  is
• 32:13
  actually
• 32:13
  managing
• 32:14
  agents,
• 32:14
  right?
• 32:14
  They're
• 32:15
  going
• 32:15
  to
• 32:15
  have
• 32:15
  to
• 32:15
  manage
• 32:15
  agents.
• 32:16
  Nobody
• 32:16
  was.
• 32:16
  I
• 32:17
  mean,
• 32:17
  maybe
• 32:17
  they're
• 32:17
  teaching
• 32:17
  that
• 32:17
  now
• 32:18
  in
• 32:18
  college,
• 32:18
  but
• 32:18
  I
• 32:18
  have
• 32:18
  no
• 32:19
  idea.
• 32:19
  I
• 32:19
  don't,
• 32:19
  I
• 32:20
  don't
• 32:20
  know
• 32:20
  how
• 32:20
  to
• 32:20
  manage
• 32:20
  an
• 32:20
  agent.
• 32:21
  So.
• 32:21
  So,
• 32:21
  Noah,
• 32:22
  what,
• 32:22
  what
• 32:22
  do
• 32:22
  you
• 32:22
  think
• 32:22
  on
• 32:23
  that?
• 32:24
  Yeah,
• 32:24
  I
• 32:25
  mean,
• 32:25
  it's
• 32:25
  a
• 32:25
  little
• 32:25
  creepy
• 32:26
  to
• 32:26
  be
• 32:26
  able
• 32:26
  to
• 32:26
  have,
• 32:26
  you
• 32:27
  know,
• 32:27
  your
• 32:27
  AI
• 32:27
  body,
• 32:28
  right?
• 32:28
  I
• 32:28
  guess.
• 32:28
  But
• 32:28
  people
• 32:28
  are
• 32:29
  going
• 32:29
  to
• 32:29
  be
• 32:29
  used
• 32:29
  to
• 32:29
  that
• 32:30
  trip.
• 32:30
  I
• 32:30
  mean,
• 32:31
  look,
• 32:31
  at
• 32:32
  the
• 32:32
  risk
• 32:32
  of,
• 32:33
  of,
• 32:34
  of
• 32:34
  being
• 32:34
  direct
• 32:35
  about
• 32:35
  this,
• 32:35
  right?
• 32:36
  Yeah.
• 32:36
  There
• 32:36
  is
• 32:37
  an
• 32:37
  efficiency
• 32:38
  component
• 32:38
  which
• 32:39
  people
• 32:39
  are
• 32:39
  scared
• 32:40
  about,
• 32:40
  right?
• 32:41
  They're
• 32:41
  thinking,
• 32:41
  oh
• 32:42
  my
• 32:42
  God,
• 32:42
  this
• 32:42
  guy's
• 32:42
  going
• 32:43
  to
• 32:43
  replace
• 32:44
  the
• 32:44
  job.
• 32:44
  But
• 32:44
  if
• 32:44
  you
• 32:44
  just
• 32:45
  do
• 32:45
  the
• 32:45
  math,
• 32:46
  the
• 32:46
  amount
• 32:47
  of
• 32:47
  money
• 32:47
  you
• 32:47
  spend
• 32:48
  on
• 32:48
  somebody's
• 32:49
  payroll
• 32:50
  versus
• 32:50
  the
• 32:51
  amount
• 32:51
  of
• 32:51
  money
• 32:51
  that
• 32:52
  you're
• 32:52
  going
• 32:52
  to
• 32:52
  save
• 32:52
  from
• 32:53
  12%
• 32:54
  lost
• 32:54
  sales
• 32:55
  improvement,
• 32:56
  and
• 32:56
  you
• 32:56
  know,
• 32:56
  the
• 32:57
  kind
• 32:57
  of
• 32:57
  margin
• 32:57
  that
• 32:58
  you're
• 32:58
  going
• 32:58
  to
• 32:58
  make
• 32:58
  isn't
• 32:58
  even
• 32:59
  in
• 32:59
  the
• 32:59
  same
• 32:59
  ballpark.
• 33:00
  The
• 33:00
  truth
• 33:00
  is
• 33:01
  that
• 33:01
  this
• 33:02
  is
• 33:02
  going
• 33:02
  to
• 33:02
  allow
• 33:03
  people
• 33:03
  to
• 33:03
  be
• 33:04
  super
• 33:05
  powered
• 33:06
  superheroes
• 33:07
  at
• 33:07
  their
• 33:07
  jobs.
• 33:08
  Okay.
• 33:08
  It's
• 33:09
  going
• 33:09
  to
• 33:09
  have
• 33:09
  this
• 33:10
  AI
• 33:10
  sort
• 33:10
  of
• 33:11
  incredible
• 33:11
  Iron
• 33:12
  man
• 33:12
  suit.
• 33:13
  I
• 33:13
  don't
• 33:13
  know
• 33:13
  what
• 33:13
  the
• 33:13
  analogy
• 33:14
  is.
• 33:15
  To
• 33:15
  be
• 33:15
  able
• 33:15
  to
• 33:15
  do
• 33:16
  a
• 33:16
  lot
• 33:16
  of
• 33:16
  these
• 33:17
  things
• 33:17
  that
• 33:17
  we've
• 33:17
  been
• 33:17
  talking
• 33:18
  about
• 33:18
  that
• 33:18
  they
• 33:18
  either
• 33:19
  didn't
• 33:19
  want
• 33:20
  to
• 33:20
  do,
• 33:20
  didn't
• 33:21
  know
• 33:21
  how
• 33:21
  to
• 33:21
  do,
• 33:22
  weren't
• 33:22
  very
• 33:22
  good
• 33:22
  at,
• 33:23
  and
• 33:23
  all
• 33:23
  of
• 33:23
  a
• 33:23
  sudden
• 33:24
  you've
• 33:24
  got
• 33:24
  this
• 33:24
  tool
• 33:25
  that's
• 33:26
  not
• 33:26
  only
• 33:26
  going
• 33:26
  to
• 33:26
  do
• 33:27
  it
• 33:27
  for
• 33:27
  you
• 33:27
  better
• 33:27
  and
• 33:28
  learn
• 33:28
  it
• 33:28
  over
• 33:28
  time,
• 33:29
  it's
• 33:29
  also
• 33:29
  going
• 33:29
  to
• 33:30
  give
• 33:30
  you
• 33:30
  all
• 33:30
  the
• 33:30
  reasons
• 33:31
  how
• 33:31
  it,
• 33:31
  of
• 33:32
  how
• 33:32
  it
• 33:32
  did
• 33:32
  it,
• 33:33
  right?
• 33:33
  And
• 33:33
  it's
• 33:34
  going
• 33:34
  to
• 33:34
  make
• 33:34
  you
• 33:34
  to
• 33:34
  be
• 33:35
  a
• 33:35
  better
• 33:35
  merchandiser.
• 33:36
  So
• 33:36
  whether
• 33:37
  you're
• 33:37
  doing
• 33:37
  strategic
• 33:38
  things
• 33:38
  or
• 33:38
  whether
• 33:38
  you're
• 33:39
  just
• 33:39
  doing
• 33:39
  the
• 33:40
  similar
• 33:40
  function,
• 33:41
  but
• 33:41
  way
• 33:42
  better
• 33:43
  than
• 33:43
  you
• 33:43
  used
• 33:43
  to
• 33:43
  be
• 33:43
  able
• 33:44
  to
• 33:44
  do
• 33:44
  it
• 33:44
  before.
• 33:44
  It's
• 33:45
  going
• 33:45
  to
• 33:45
  be
• 33:45
  a
• 33:45
  tremendous
• 33:46
  value
• 33:48
  for
• 33:48
  you
• 33:49
  to
• 33:49
  be
• 33:49
  able
• 33:49
  to
• 33:49
  use
• 33:49
  this
• 33:50
  tool.
• 33:50
  It's
• 33:50
  not
• 33:50
  going
• 33:51
  to
• 33:51
  replace
• 33:51
  people.
• 33:51
  It's
• 33:52
  just
• 33:52
  going
• 33:52
  to
• 33:52
  make
• 33:52
  them
• 33:53
  much,
• 33:53
  much
• 33:54
  better
• 33:54
  at
• 33:54
  their
• 33:54
  jobs.
• 33:56
  That.
• 33:57
  This
• 33:57
  is
• 33:57
  why
• 33:57
  I
• 33:57
  love
• 33:58
  doing
• 33:58
  this
• 33:58
  job.
• 33:58
  I
• 33:59
  love
• 33:59
  this
• 33:59
  job
• 33:59
  because
• 33:59
  I,
• 34:00
  when
• 34:00
  I,
• 34:00
  whenever
• 34:00
  I,
• 34:01
  whenever
• 34:01
  I
• 34:01
  do
• 34:01
  a
• 34:01
  podcast,
• 34:02
  I
• 34:02
  Always
• 34:02
  tell
• 34:02
  a
• 34:02
  good
• 34:03
  podcast
• 34:03
  when
• 34:03
  I
• 34:03
  have
• 34:03
  like
• 34:03
  a
• 34:04
  sudden
• 34:04
  epiphany
• 34:04
  that
• 34:04
  I
• 34:04
  had
• 34:05
  never
• 34:05
  thought
• 34:05
  about
• 34:06
  before
• 34:06
  having
• 34:07
  the
• 34:07
  conversation
• 34:08
  and
• 34:08
  no,
• 34:08
  you
• 34:08
  just
• 34:09
  hit
• 34:09
  it
• 34:09
  on
• 34:09
  the
• 34:09
  head.
• 34:09
  Like,
• 34:09
  for
• 34:10
  me,
• 34:10
  like,
• 34:10
  if
• 34:11
  I'm
• 34:11
  a
• 34:11
  retail
• 34:11
  executive
• 34:11
  and
• 34:12
  I'm
• 34:12
  thinking
• 34:12
  about,
• 34:12
  okay,
• 34:13
  how
• 34:13
  am
• 34:13
  I
• 34:13
  going
• 34:13
  to
• 34:13
  leverage
• 34:13
  AI
• 34:14
  and
• 34:14
  what
• 34:14
  am
• 34:14
  I
• 34:14
  going
• 34:14
  to
• 34:15
  do
• 34:15
  with
• 34:15
  AI
• 34:16
  in
• 34:16
  terms
• 34:16
  of
• 34:16
  my
• 34:16
  workforce?
• 34:17
  The
• 34:18
  first
• 34:18
  step
• 34:19
  is
• 34:19
  using
• 34:19
  it
• 34:19
  as
• 34:20
  the
• 34:20
  steroid
• 34:20
  to
• 34:21
  get
• 34:21
  the
• 34:21
  most
• 34:21
  profit
• 34:22
  and
• 34:22
  revenue
• 34:22
  you
• 34:23
  can
• 34:23
  out
• 34:23
  of
• 34:23
  your
• 34:23
  organization
• 34:24
  by
• 34:25
  deploying
• 34:25
  it
• 34:25
  in
• 34:25
  a
• 34:26
  way
• 34:26
  like
• 34:26
  you
• 34:26
  guys
• 34:26
  have
• 34:26
  been
• 34:27
  espousing,
• 34:27
  right?
• 34:28
  Like
• 34:28
  find
• 34:28
  the
• 34:29
  just
• 34:29
  the
• 34:29
  low
• 34:29
  hanging
• 34:30
  fruit
• 34:30
  on
• 34:30
  the
• 34:30
  ground
• 34:31
  and
• 34:31
  make
• 34:31
  it
• 34:31
  work.
• 34:32
  That
• 34:32
  should
• 34:32
  be
• 34:33
  your
• 34:33
  first
• 34:33
  step.
• 34:33
  You
• 34:33
  shouldn't
• 34:33
  be
• 34:34
  looking
• 34:34
  at
• 34:34
  it
• 34:34
  as
• 34:34
  a
• 34:34
  tool
• 34:35
  for
• 34:35
  headcount
• 34:35
  reduction
• 34:36
  and
• 34:36
  at
• 34:36
  all.
• 34:36
  You
• 34:37
  got
• 34:37
  to
• 34:37
  get
• 34:37
  it
• 34:37
  that
• 34:38
  right
• 34:38
  first.
• 34:38
  Because
• 34:38
  if
• 34:39
  you
• 34:39
  don't
• 34:39
  get
• 34:39
  that
• 34:39
  right
• 34:39
  first
• 34:40
  and
• 34:40
  you
• 34:40
  go
• 34:41
  the
• 34:41
  other
• 34:41
  direction,
• 34:42
  then
• 34:42
  you're
• 34:42
  going
• 34:42
  to
• 34:42
  be
• 34:42
  in
• 34:43
  a
• 34:43
  world
• 34:43
  of
• 34:43
  hurt
• 34:43
  potentially
• 34:44
  as
• 34:44
  well,
• 34:45
  because
• 34:45
  you
• 34:45
  haven't
• 34:45
  actually
• 34:46
  figured
• 34:46
  out
• 34:46
  the
• 34:47
  processes
• 34:47
  you
• 34:47
  need
• 34:47
  to
• 34:47
  run
• 34:48
  your
• 34:48
  organization.
• 34:48
  So.
• 34:49
  So
• 34:49
  that
• 34:49
  is,
• 34:50
  that
• 34:50
  is
• 34:50
  an
• 34:50
  awesome
• 34:51
  nugget
• 34:51
  that
• 34:52
  just
• 34:52
  hit
• 34:52
  me
• 34:53
  in
• 34:53
  the
• 34:53
  head
• 34:53
  and
• 34:53
  I'm
• 34:53
  going
• 34:53
  to
• 34:53
  probably
• 34:54
  be
• 34:54
  talking
• 34:54
  about
• 34:54
  that
• 34:54
  a
• 34:54
  lot
• 34:55
  and
• 34:55
  you
• 34:55
  can
• 34:55
  bet
• 34:55
  your
• 34:55
  bottom
• 34:55
  dollar
• 34:56
  omnitog
• 34:56
  listeners
• 34:56
  that
• 34:57
  you're
• 34:57
  going
• 34:57
  to
• 34:57
  be
• 34:57
  hearing
• 34:58
  me
• 34:58
  espouse
• 34:58
  that
• 34:58
  going
• 34:59
  forward.
• 34:59
  So.
• 35:00
  All
• 35:00
  right,
• 35:00
  well,
• 35:00
  thank
• 35:01
  you
• 35:01
  both.
• 35:02
  That
• 35:02
  was
• 35:02
  great.
• 35:02
  It
• 35:02
  was
• 35:03
  wonderful,
• 35:03
  Jeff.
• 35:04
  If
• 35:04
  people
• 35:04
  want
• 35:04
  to
• 35:04
  get
• 35:04
  in
• 35:05
  touch
• 35:05
  with
• 35:05
  either
• 35:05
  one
• 35:05
  of
• 35:05
  you,
• 35:05
  what's
• 35:06
  the
• 35:06
  best
• 35:06
  way
• 35:06
  for
• 35:06
  them
• 35:06
  to
• 35:07
  do
• 35:07
  that?
• 35:08
  Noah@intello.AI
• 35:09
  JeffTello
• 35:09
  AI
• 35:10
  sales
• 35:12
  at
• 35:12
  Intello
• 35:12
  AI
• 35:13
  find
• 35:13
  us
• 35:14
  on
• 35:14
  LinkedIn.
• 35:15
  Lots
• 35:15
  of
• 35:15
  ways
• 35:15
  to
• 35:16
  find
• 35:16
  us.
• 35:16
  We're
• 35:16
  easily
• 35:16
  accessible.
• 35:18
  Awesome.
• 35:18
  Awesome.
• 35:18
  Well,
• 35:19
  thank
• 35:19
  you
• 35:19
  both
• 35:19
  for
• 35:19
  your
• 35:19
  time
• 35:20
  today.
• 35:20
  I
• 35:20
  love
• 35:20
  that
• 35:21
  discussion.
• 35:21
  It's
• 35:21
  the
• 35:21
  merchandise
• 35:22
  planning,
• 35:22
  as
• 35:22
  you
• 35:22
  can
• 35:23
  tell,
• 35:23
  has
• 35:23
  always
• 35:23
  been
• 35:23
  near
• 35:24
  and
• 35:24
  dear
• 35:24
  to
• 35:24
  my
• 35:25
  heart.
• 35:25
  So
• 35:25
  that
• 35:25
  wraps
• 35:25
  us
• 35:26
  up.
• 35:26
  Today's
• 35:26
  podcast
• 35:27
  was
• 35:27
  produced,
• 35:27
  of
• 35:28
  course,
• 35:28
  with
• 35:28
  the
• 35:29
  help
• 35:29
  and
• 35:29
  support
• 35:29
  of
• 35:29
  Ella
• 35:30
  Sirjord
• 35:30
  and
• 35:31
  on
• 35:31
  behalf
• 35:31
  of
• 35:32
  all
• 35:32
  of
• 35:32
  us
• 35:32
  at
• 35:32
  Omnitalk.
• 35:33
  As
• 35:33
  always,
• 35:34
  be
• 35:34
  careful
• 35:34
  out
• 35:34
  there.