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Why Retailers Can't Ignore Competitive Intelligence With ClearDemand CPO Rajat Nigam | Spotlight Series · Omni Talk Retail

• 0:00
  Foreign.
• 0:08
  Welcome
• 0:08
  to
• 0:09
  the
• 0:09
  latest
• 0:09
  edition
• 0:09
  of
• 0:09
  the
• 0:10
  Omnitalk
• 0:10
  Spotlight
• 0:11
  series,
• 0:11
  the
• 0:11
  series
• 0:11
  that
• 0:11
  highlights
• 0:12
  the
• 0:12
  people,
• 0:12
  the
• 0:13
  companies
• 0:13
  and
• 0:13
  the
• 0:14
  technologies
• 0:14
  that
• 0:15
  are
• 0:15
  shaping
• 0:15
  the
• 0:15
  future
• 0:15
  of
• 0:16
  retail.
• 0:16
  I'm
• 0:16
  one
• 0:16
  of
• 0:16
  your
• 0:16
  co
• 0:17
  hosts
• 0:17
  for
• 0:17
  today's
• 0:17
  interview,
• 0:18
  Chris
• 0:18
  Walton.
• 0:18
  And
• 0:19
  I'm
• 0:19
  Anne
• 0:19
  Mazenga.
• 0:20
  And
• 0:21
  today
• 0:21
  we
• 0:21
  are
• 0:21
  turning
• 0:22
  our
• 0:22
  attention
• 0:22
  once
• 0:23
  again
• 0:23
  to
• 0:24
  pricing
• 0:24
  because,
• 0:25
  hey,
• 0:25
  it's
• 0:26
  kind
• 0:26
  of
• 0:26
  in
• 0:26
  the
• 0:26
  news
• 0:26
  lately,
• 0:27
  right?
• 0:27
  And
• 0:28
  just
• 0:28
  a
• 0:28
  little
• 0:28
  bit,
• 0:29
  just
• 0:29
  a
• 0:29
  couple
• 0:30
  topics
• 0:31
  around.
• 0:31
  A
• 0:31
  little
• 0:31
  bit.
• 0:32
  Yeah,
• 0:32
  a
• 0:32
  little
• 0:32
  bit.
• 0:32
  Can't
• 0:33
  get
• 0:33
  my
• 0:33
  mind
• 0:33
  off
• 0:33
  it,
• 0:34
  quite
• 0:34
  honestly.
• 0:34
  But
• 0:34
  this
• 0:34
  time
• 0:35
  we
• 0:35
  are
• 0:35
  going
• 0:36
  to
• 0:36
  look
• 0:36
  at
• 0:36
  it
• 0:36
  from
• 0:36
  a
• 0:37
  new
• 0:37
  angle.
• 0:37
  We
• 0:37
  are
• 0:38
  asking
• 0:38
  the
• 0:38
  question,
• 0:39
  what
• 0:39
  role
• 0:40
  does
• 0:40
  competitive
• 0:41
  intelligence
• 0:41
  play
• 0:42
  in
• 0:42
  designing
• 0:43
  an
• 0:43
  effective
• 0:44
  pricing
• 0:44
  system?
• 0:44
  So
• 0:45
  we're
• 0:45
  going
• 0:45
  a
• 0:45
  little
• 0:45
  bit
• 0:45
  deeper.
• 0:46
  And
• 0:46
  to
• 0:46
  help
• 0:46
  us
• 0:47
  understand
• 0:47
  the
• 0:47
  answer
• 0:48
  to
• 0:48
  that
• 0:48
  question
• 0:48
  is
• 0:49
  with
• 0:49
  great
• 0:49
  pleasure
• 0:50
  that
• 0:50
  we
• 0:50
  introduce
• 0:50
  today's
• 0:51
  guest,
• 0:52
  Rajat
• 0:52
  Nigam,
• 0:52
  the
• 0:53
  Chief
• 0:53
  Product
• 0:53
  Officer
• 0:54
  at
• 0:54
  Clear
• 0:54
  Demand.
• 0:55
  Rajat,
• 0:55
  welcome
• 0:56
  to
• 0:56
  omnitalk.
• 0:58
  Thank
• 0:58
  you,
• 0:58
  Chris.
• 0:59
  Thank
• 0:59
  you.
• 0:59
  And
• 0:59
  thank
• 1:00
  you
• 1:00
  for
• 1:00
  having
• 1:00
  me,
• 1:00
  folks.
• 1:00
  It's
• 1:01
  a
• 1:01
  pleasure
• 1:01
  being
• 1:01
  here.
• 1:03
  Yeah.
• 1:03
  We
• 1:03
  have
• 1:03
  so
• 1:04
  much
• 1:04
  to
• 1:04
  cover
• 1:04
  with
• 1:05
  you
• 1:05
  today,
• 1:05
  Rajat,
• 1:06
  so
• 1:06
  we're
• 1:06
  going
• 1:06
  to
• 1:06
  dive
• 1:07
  right
• 1:07
  in.
• 1:08
  Before
• 1:08
  we
• 1:09
  start,
• 1:09
  though,
• 1:09
  you're
• 1:10
  definitely
• 1:10
  an
• 1:10
  expert
• 1:10
  when
• 1:11
  it
• 1:11
  comes
• 1:11
  to
• 1:11
  competitive
• 1:11
  intelligence.
• 1:12
  So
• 1:12
  if
• 1:13
  you
• 1:13
  don't
• 1:13
  mind,
• 1:13
  do
• 1:14
  you
• 1:14
  just
• 1:14
  want
• 1:15
  to
• 1:15
  give
• 1:15
  a
• 1:15
  quick
• 1:15
  background
• 1:16
  for
• 1:16
  our
• 1:16
  audience,
• 1:17
  for
• 1:17
  your
• 1:18
  background
• 1:18
  for
• 1:19
  our
• 1:19
  audience,
• 1:19
  Please,
• 1:20
  please.
• 1:21
  Absolutely.
• 1:22
  Look,
• 1:23
  I
• 1:23
  would
• 1:23
  say
• 1:23
  that
• 1:23
  back
• 1:24
  in
• 1:24
  the
• 1:24
  day,
• 1:24
  I
• 1:25
  was
• 1:25
  hired
• 1:25
  for
• 1:25
  a
• 1:26
  secret
• 1:26
  project
• 1:26
  at
• 1:26
  Amazon.
• 1:27
  Not
• 1:27
  so
• 1:28
  secret
• 1:28
  anymore,
• 1:28
  is
• 1:28
  it,
• 1:28
  Rajat?
• 1:30
  That
• 1:30
  is
• 1:30
  right.
• 1:30
  But
• 1:31
  back
• 1:31
  in
• 1:31
  the
• 1:31
  day,
• 1:32
  Amazon
• 1:33
  or
• 1:33
  my
• 1:33
  team
• 1:34
  at
• 1:34
  Amazon
• 1:35
  was
• 1:35
  at
• 1:35
  the
• 1:35
  forefront
• 1:36
  of
• 1:37
  using
• 1:38
  machine
• 1:38
  learning
• 1:39
  and
• 1:39
  data
• 1:40
  to
• 1:41
  really
• 1:42
  reinvent
• 1:42
  how
• 1:43
  competitive
• 1:43
  intelligence
• 1:44
  was
• 1:44
  being
• 1:44
  used
• 1:44
  by
• 1:44
  a
• 1:45
  retailer
• 1:45
  like
• 1:45
  Amazon
• 1:46
  to
• 1:46
  lead
• 1:46
  the
• 1:46
  market.
• 1:48
  Very
• 1:48
  quickly,
• 1:49
  what
• 1:50
  I
• 1:50
  ended
• 1:51
  up
• 1:51
  doing
• 1:51
  was
• 1:52
  actually
• 1:52
  inventing
• 1:53
  the
• 1:53
  hardware,
• 1:53
  the
• 1:53
  networks,
• 1:54
  the
• 1:54
  software
• 1:54
  that
• 1:55
  was
• 1:55
  needed
• 1:56
  to
• 1:56
  go
• 1:56
  out
• 1:56
  to
• 1:57
  the
• 1:57
  Internet
• 1:57
  at
• 1:57
  scale
• 1:58
  and
• 1:58
  basically
• 1:59
  monitor
• 1:59
  anybody
• 2:00
  who
• 2:00
  was
• 2:00
  in
• 2:01
  the
• 2:01
  business
• 2:01
  of
• 2:01
  online
• 2:02
  selling
• 2:02
  to
• 2:03
  consumers
• 2:04
  and
• 2:04
  then
• 2:04
  monitoring
• 2:05
  what
• 2:05
  products
• 2:06
  they
• 2:06
  were
• 2:06
  selling
• 2:06
  at
• 2:07
  what
• 2:07
  prices,
• 2:07
  what
• 2:08
  promotions,
• 2:08
  what
• 2:08
  kind
• 2:09
  of
• 2:09
  shipping
• 2:09
  and
• 2:09
  convenience
• 2:10
  options,
• 2:10
  and
• 2:11
  really
• 2:11
  using
• 2:11
  that
• 2:11
  data
• 2:12
  to
• 2:12
  beat
• 2:12
  them
• 2:12
  at
• 2:12
  their
• 2:13
  own
• 2:13
  game.
• 2:14
  It
• 2:14
  was
• 2:14
  massive
• 2:14
  amounts
• 2:15
  of
• 2:15
  data
• 2:15
  that
• 2:15
  were
• 2:15
  being
• 2:16
  collected,
• 2:17
  then
• 2:17
  cleansed,
• 2:18
  and
• 2:18
  then
• 2:18
  used
• 2:19
  by
• 2:19
  machine
• 2:19
  learning
• 2:20
  model
• 2:20
  to
• 2:20
  make
• 2:20
  automated
• 2:21
  decisions.
• 2:21
  That
• 2:22
  was
• 2:22
  unprecedented
• 2:23
  at
• 2:23
  the
• 2:23
  time.
• 2:24
  Wow.
• 2:25
  So,
• 2:25
  so,
• 2:25
  and
• 2:25
  we've
• 2:25
  got,
• 2:26
  we've
• 2:26
  got
• 2:26
  the
• 2:26
  guy
• 2:26
  that
• 2:26
  created
• 2:27
  competitive
• 2:27
  pricing
• 2:28
  intelligence
• 2:28
  for
• 2:28
  Amazon
• 2:29
  via
• 2:29
  a
• 2:29
  secret
• 2:30
  project
• 2:30
  with
• 2:30
  us.
• 2:31
  So
• 2:31
  I
• 2:31
  think,
• 2:31
  yes,
• 2:32
  I
• 2:32
  think
• 2:32
  Rajad
• 2:32
  is
• 2:32
  clearly,
• 2:33
  clearly
• 2:33
  an
• 2:33
  expert
• 2:33
  on
• 2:34
  this
• 2:34
  subject.
• 2:34
  And
• 2:34
  I
• 2:34
  think
• 2:34
  our
• 2:35
  listeners
• 2:35
  are
• 2:35
  going
• 2:35
  to
• 2:35
  get
• 2:35
  a
• 2:35
  lot
• 2:35
  from
• 2:36
  this
• 2:36
  conversation.
• 2:36
  All
• 2:37
  right,
• 2:37
  so,
• 2:37
  so
• 2:38
  the
• 2:38
  next
• 2:38
  question
• 2:38
  that
• 2:38
  we
• 2:38
  logically
• 2:39
  have
• 2:39
  then
• 2:40
  is
• 2:41
  what
• 2:41
  in
• 2:41
  your
• 2:41
  mind
• 2:41
  separates
• 2:42
  good
• 2:43
  from
• 2:43
  bad?
• 2:44
  Competitive
• 2:44
  intelligence.
• 2:45
  I
• 2:45
  mean,
• 2:46
  at
• 2:46
  this
• 2:46
  day
• 2:46
  and
• 2:46
  age,
• 2:47
  competitive
• 2:47
  intelligence
• 2:48
  seems
• 2:48
  pretty
• 2:48
  easy
• 2:49
  to
• 2:49
  come
• 2:49
  come
• 2:49
  by.
• 2:50
  Can't
• 2:50
  anybody
• 2:50
  just
• 2:50
  scrape
• 2:51
  everyone
• 2:51
  else's
• 2:51
  websites
• 2:52
  at
• 2:52
  this
• 2:52
  point?
• 2:52
  Or,
• 2:53
  or
• 2:53
  is,
• 2:53
  is
• 2:53
  there
• 2:54
  more
• 2:54
  to
• 2:54
  it
• 2:54
  than
• 2:54
  that?
• 2:54
  Am
• 2:55
  I
• 2:55
  oversimplifying
• 2:56
  it?
• 2:56
  What's
• 2:56
  your
• 2:56
  take?
• 2:57
  Yeah,
• 2:59
  see,
• 2:59
  you're
• 2:59
  not
• 3:00
  wrong
• 3:00
  in
• 3:00
  saying
• 3:00
  that
• 3:00
  it's
• 3:01
  now
• 3:01
  easier
• 3:02
  than
• 3:02
  ever
• 3:02
  to
• 3:03
  build
• 3:03
  programs
• 3:04
  which
• 3:04
  can
• 3:04
  go
• 3:04
  to
• 3:04
  websites
• 3:05
  and
• 3:05
  collect
• 3:05
  some
• 3:06
  sort
• 3:06
  of
• 3:06
  data.
• 3:07
  But
• 3:08
  getting
• 3:09
  data
• 3:09
  at
• 3:09
  scale
• 3:10
  is
• 3:10
  a
• 3:10
  very,
• 3:10
  very
• 3:10
  hard
• 3:11
  problem.
• 3:12
  First
• 3:12
  of
• 3:12
  all,
• 3:13
  I
• 3:13
  think
• 3:13
  the
• 3:13
  idea
• 3:14
  is
• 3:14
  doing
• 3:14
  it
• 3:14
  thoughtfully
• 3:15
  so
• 3:15
  that
• 3:15
  you're
• 3:15
  not
• 3:15
  taxing
• 3:16
  the
• 3:16
  resources
• 3:16
  of
• 3:17
  the
• 3:17
  people
• 3:17
  from
• 3:17
  where
• 3:18
  you're
• 3:18
  getting
• 3:18
  the
• 3:18
  information.
• 3:19
  Most
• 3:19
  people
• 3:19
  miss
• 3:19
  out
• 3:20
  that
• 3:20
  point.
• 3:21
  The
• 3:21
  second
• 3:21
  thing
• 3:22
  is
• 3:22
  doing
• 3:23
  it
• 3:23
  in
• 3:23
  a
• 3:23
  way
• 3:24
  where
• 3:24
  you
• 3:25
  are
• 3:25
  not
• 3:25
  blocked
• 3:26
  by
• 3:26
  technologies
• 3:27
  like
• 3:27
  anti
• 3:28
  block
• 3:28
  solutions.
• 3:29
  And
• 3:30
  again,
• 3:30
  I'm
• 3:30
  not
• 3:30
  trying
• 3:30
  to
• 3:31
  say
• 3:31
  this
• 3:31
  nefariously,
• 3:32
  but
• 3:32
  again,
• 3:34
  but
• 3:34
  when
• 3:34
  you
• 3:34
  want
• 3:34
  to
• 3:35
  get
• 3:35
  data,
• 3:35
  you
• 3:35
  just
• 3:35
  want
• 3:36
  to
• 3:36
  make
• 3:36
  sure
• 3:36
  that
• 3:36
  it's
• 3:37
  predictability
• 3:39
  in
• 3:39
  getting
• 3:40
  the
• 3:40
  data.
• 3:41
  Just
• 3:42
  getting
• 3:42
  that
• 3:42
  bit
• 3:43
  right
• 3:43
  is
• 3:43
  a
• 3:44
  very
• 3:44
  hard
• 3:44
  engineering
• 3:45
  problem
• 3:45
  to
• 3:45
  ensure
• 3:46
  that
• 3:46
  you're
• 3:46
  trying
• 3:47
  to
• 3:47
  be
• 3:47
  like
• 3:47
  a
• 3:47
  human
• 3:47
  being
• 3:48
  going
• 3:48
  to
• 3:48
  a
• 3:48
  website
• 3:49
  or
• 3:49
  a
• 3:50
  mobile
• 3:50
  app
• 3:50
  and
• 3:50
  trying
• 3:50
  to
• 3:51
  get
• 3:51
  the
• 3:51
  information
• 3:52
  reliably.
• 3:54
  And
• 3:54
  again,
• 3:54
  without
• 3:54
  taxing
• 3:55
  a
• 3:55
  lot
• 3:55
  of
• 3:55
  resources
• 3:56
  of
• 3:56
  the
• 3:56
  competitor
• 3:58
  at
• 3:58
  scale,
• 3:59
  that
• 3:59
  becomes
• 4:00
  a
• 4:00
  very
• 4:00
  hard
• 4:00
  problem.
• 4:01
  Then
• 4:01
  finally,
• 4:02
  look,
• 4:03
  it's
• 4:03
  just
• 4:03
  one
• 4:03
  thing,
• 4:04
  getting
• 4:04
  data,
• 4:04
  making
• 4:05
  sure
• 4:05
  you're
• 4:05
  getting
• 4:05
  the
• 4:06
  right
• 4:06
  data
• 4:07
  and
• 4:07
  making
• 4:07
  sure
• 4:08
  that
• 4:08
  you
• 4:08
  can
• 4:08
  use
• 4:08
  the
• 4:09
  data
• 4:09
  that
• 4:09
  you're
• 4:09
  getting
• 4:10
  is
• 4:10
  a
• 4:10
  very
• 4:10
  different
• 4:11
  problem.
• 4:12
  I've
• 4:13
  worked
• 4:13
  with
• 4:13
  customers
• 4:14
  who
• 4:14
  worked
• 4:14
  with,
• 4:15
  you
• 4:15
  know,
• 4:16
  or
• 4:16
  were
• 4:16
  working
• 4:16
  with
• 4:17
  vendors,
• 4:17
  other
• 4:18
  vendors
• 4:18
  prior
• 4:18
  to
• 4:18
  us,
• 4:20
  where
• 4:20
  they
• 4:20
  would
• 4:20
  get
• 4:21
  heaps
• 4:21
  of
• 4:21
  data
• 4:21
  every
• 4:22
  day
• 4:22
  and
• 4:23
  they
• 4:23
  would
• 4:23
  sit
• 4:23
  on
• 4:23
  mounts
• 4:23
  of
• 4:24
  data
• 4:24
  just
• 4:24
  trying
• 4:24
  to
• 4:24
  scratch
• 4:25
  their
• 4:25
  hand,
• 4:25
  scratching
• 4:25
  their
• 4:26
  hand,
• 4:26
  trying
• 4:26
  to
• 4:26
  figure
• 4:26
  out
• 4:26
  what
• 4:26
  to
• 4:27
  do
• 4:27
  with
• 4:27
  it,
• 4:27
  how
• 4:28
  to
• 4:28
  make
• 4:28
  it
• 4:28
  useful
• 4:29
  and
• 4:29
  how
• 4:29
  to
• 4:29
  really
• 4:29
  use
• 4:30
  it
• 4:30
  for
• 4:30
  responding
• 4:31
  to
• 4:31
  the
• 4:31
  market
• 4:32
  to
• 4:32
  make
• 4:32
  things
• 4:33
  better
• 4:33
  for
• 4:33
  their
• 4:33
  consumers.
• 4:34
  And
• 4:34
  that's
• 4:34
  harder
• 4:34
  said
• 4:35
  than
• 4:35
  done.
• 4:36
  Yeah,
• 4:36
  so
• 4:37
  talk
• 4:37
  to
• 4:37
  us
• 4:37
  a
• 4:37
  little
• 4:37
  bit
• 4:37
  more
• 4:38
  about
• 4:38
  that.
• 4:38
  Let's
• 4:38
  go
• 4:38
  deeper
• 4:39
  on
• 4:39
  that.
• 4:40
  So
• 4:40
  what
• 4:40
  have
• 4:40
  you
• 4:40
  found
• 4:41
  that's
• 4:41
  useful
• 4:42
  to
• 4:43
  ameliorate
• 4:43
  some
• 4:43
  of
• 4:44
  those
• 4:44
  issues
• 4:44
  then?
• 4:45
  Right,
• 4:46
  so
• 4:46
  when
• 4:47
  you
• 4:47
  think
• 4:47
  about,
• 4:48
  from
• 4:48
  a
• 4:48
  retailer
• 4:48
  perspective,
• 4:49
  look,
• 4:49
  really
• 4:50
  what
• 4:50
  I
• 4:50
  want
• 4:51
  is
• 4:51
  that
• 4:51
  I
• 4:52
  want
• 4:52
  to
• 4:52
  increase
• 4:52
  the
• 4:52
  traffic
• 4:53
  in
• 4:53
  my
• 4:53
  store.
• 4:54
  I
• 4:54
  want
• 4:54
  to
• 4:54
  sell
• 4:54
  more
• 4:54
  units,
• 4:55
  I
• 4:55
  want
• 4:55
  to
• 4:55
  offer
• 4:56
  the
• 4:56
  best
• 4:56
  products
• 4:56
  to
• 4:57
  my
• 4:57
  customers.
• 4:57
  I
• 4:58
  want
• 4:58
  to
• 4:58
  offer
• 4:58
  the
• 4:58
  best
• 4:59
  prices,
• 4:59
  the
• 5:00
  best
• 5:00
  experience
• 5:00
  to
• 5:01
  my
• 5:01
  customers,
• 5:01
  really.
• 5:02
  So
• 5:02
  that's
• 5:02
  the
• 5:02
  business
• 5:03
  problem
• 5:03
  I'm
• 5:03
  trying
• 5:03
  to
• 5:03
  solve.
• 5:04
  And
• 5:04
  I
• 5:04
  want
• 5:04
  to
• 5:04
  make
• 5:05
  sure
• 5:05
  that
• 5:05
  data
• 5:05
  or
• 5:06
  a
• 5:06
  data
• 5:06
  provider
• 5:07
  or
• 5:07
  a
• 5:07
  set
• 5:07
  of
• 5:07
  Technology
• 5:08
  can
• 5:08
  help
• 5:08
  me
• 5:08
  do
• 5:08
  that.
• 5:09
  Now,
• 5:09
  when
• 5:10
  you
• 5:10
  break
• 5:10
  that
• 5:11
  business
• 5:11
  problem
• 5:11
  into
• 5:12
  a
• 5:12
  couple
• 5:12
  of
• 5:12
  big
• 5:12
  pieces
• 5:13
  that
• 5:13
  you
• 5:13
  need
• 5:13
  to
• 5:13
  solve
• 5:14
  from
• 5:14
  a
• 5:14
  data
• 5:14
  perspective,
• 5:15
  is
• 5:15
  that
• 5:15
  a,
• 5:16
  all
• 5:16
  the
• 5:16
  comp
• 5:16
  intel
• 5:17
  data
• 5:17
  that
• 5:17
  you're
• 5:18
  getting
• 5:18
  is
• 5:19
  something
• 5:19
  that
• 5:19
  can
• 5:20
  be
• 5:20
  used
• 5:20
  with
• 5:21
  respect
• 5:21
  to
• 5:21
  the
• 5:22
  products
• 5:22
  that
• 5:22
  you
• 5:23
  are
• 5:23
  carrying.
• 5:23
  So
• 5:24
  let
• 5:24
  me,
• 5:24
  let
• 5:24
  me
• 5:25
  break
• 5:25
  that
• 5:25
  down
• 5:25
  a
• 5:25
  little
• 5:26
  bit.
• 5:26
  For
• 5:26
  example,
• 5:27
  let's
• 5:27
  say
• 5:28
  you
• 5:28
  carry
• 5:29
  Granny
• 5:30
  Smith
• 5:30
  Apple
• 5:32
  and
• 5:32
  you
• 5:32
  collecting
• 5:33
  data
• 5:33
  from
• 5:33
  your
• 5:33
  competitors
• 5:34
  who
• 5:34
  may
• 5:34
  be
• 5:35
  selling
• 5:36
  both
• 5:36
  Granny
• 5:36
  Smith
• 5:37
  Apple
• 5:37
  and
• 5:37
  honeycrisp
• 5:38
  Apple.
• 5:38
  Now
• 5:39
  you
• 5:39
  have
• 5:39
  to
• 5:39
  make
• 5:39
  sure
• 5:40
  that
• 5:40
  you
• 5:40
  match
• 5:41
  the
• 5:41
  right
• 5:41
  apples
• 5:43
  to
• 5:43
  be
• 5:43
  able
• 5:43
  to
• 5:44
  track
• 5:44
  the
• 5:44
  price
• 5:45
  correctly.
• 5:46
  Then
• 5:46
  by
• 5:47
  the
• 5:47
  way,
• 5:47
  retailers
• 5:48
  use
• 5:48
  different
• 5:48
  kind
• 5:48
  of
• 5:49
  pack
• 5:49
  sizes.
• 5:50
  Somebody
• 5:51
  may
• 5:51
  be
• 5:51
  selling
• 5:51
  apple
• 5:52
  pie,
• 5:52
  pound
• 5:53
  buy
• 5:53
  back,
• 5:54
  buy
• 5:54
  piece,
• 5:54
  and
• 5:55
  you
• 5:55
  may
• 5:55
  be
• 5:55
  selling
• 5:55
  it
• 5:56
  by
• 5:56
  piece.
• 5:57
  Doing
• 5:57
  the
• 5:57
  translation
• 5:58
  of
• 5:59
  that
• 5:59
  information
• 5:59
  that
• 6:00
  a
• 6:00
  price
• 6:00
  may
• 6:01
  be
• 6:02
  related
• 6:02
  to
• 6:02
  a
• 6:03
  different
• 6:03
  kind
• 6:03
  of
• 6:03
  unit
• 6:04
  of
• 6:04
  measure
• 6:04
  of
• 6:04
  sales
• 6:05
  to
• 6:06
  yours
• 6:06
  and
• 6:07
  then
• 6:07
  trying
• 6:07
  to
• 6:08
  normalize
• 6:08
  it
• 6:08
  to
• 6:08
  do
• 6:09
  a
• 6:09
  comparison
• 6:09
  is
• 6:10
  again
• 6:10
  a
• 6:10
  hard
• 6:10
  engineering
• 6:11
  problem
• 6:11
  that
• 6:11
  needs
• 6:12
  to
• 6:12
  be
• 6:12
  solved.
• 6:13
  You
• 6:13
  get
• 6:13
  the
• 6:14
  data
• 6:14
  first
• 6:14
  hard
• 6:15
  problem,
• 6:15
  you
• 6:16
  need
• 6:16
  to
• 6:16
  then
• 6:16
  match
• 6:16
  the
• 6:17
  products
• 6:17
  correctly,
• 6:18
  whether
• 6:19
  it's
• 6:19
  the
• 6:19
  same
• 6:19
  products
• 6:19
  or
• 6:20
  similar
• 6:20
  products
• 6:20
  or
• 6:21
  related
• 6:21
  products
• 6:21
  correctly.
• 6:22
  That's
• 6:22
  the
• 6:22
  second
• 6:23
  hard
• 6:23
  engineering
• 6:23
  problem.
• 6:24
  The
• 6:24
  third
• 6:25
  hard
• 6:25
  engineering
• 6:25
  problem
• 6:26
  is
• 6:26
  normalizing
• 6:27
  these
• 6:27
  differences
• 6:27
  in
• 6:28
  terms
• 6:28
  of
• 6:28
  pack
• 6:28
  sizes
• 6:29
  and
• 6:29
  units
• 6:29
  of
• 6:30
  measure
• 6:30
  to
• 6:30
  make
• 6:31
  sure
• 6:31
  that
• 6:31
  you
• 6:31
  can
• 6:31
  actually
• 6:32
  truly
• 6:32
  compare
• 6:33
  the
• 6:33
  price.
• 6:34
  So
• 6:34
  for
• 6:34
  example,
• 6:34
  again
• 6:35
  going
• 6:35
  back
• 6:35
  to
• 6:35
  my
• 6:35
  Apple
• 6:36
  example,
• 6:36
  let's
• 6:36
  say
• 6:37
  you
• 6:37
  had
• 6:37
  a
• 6:37
  one
• 6:37
  pound
• 6:37
  bag
• 6:39
  versus
• 6:39
  a
• 6:39
  half
• 6:40
  a
• 6:40
  pound
• 6:40
  bag.
• 6:41
  One
• 6:41
  is
• 6:41
  priced
• 6:42
  at
• 6:42
  $5,
• 6:43
  the
• 6:44
  one
• 6:44
  pound
• 6:44
  bag
• 6:45
  and
• 6:45
  the
• 6:45
  half
• 6:45
  a
• 6:46
  pound
• 6:46
  bag
• 6:46
  is
• 6:47
  priced
• 6:47
  at
• 6:47
  two
• 6:47
  and
• 6:47
  a
• 6:47
  half
• 6:48
  dollars.
• 6:48
  You
• 6:49
  need
• 6:49
  to
• 6:49
  be
• 6:49
  able
• 6:49
  to
• 6:49
  translate
• 6:50
  both
• 6:50
  the
• 6:50
  prices,
• 6:51
  add
• 6:51
  the
• 6:52
  half
• 6:52
  a
• 6:52
  pound
• 6:52
  bag
• 6:52
  that
• 6:53
  I
• 6:53
  am
• 6:53
  carrying
• 6:54
  to
• 6:54
  see
• 6:54
  whether
• 6:55
  I'm
• 6:57
  at
• 6:57
  the
• 6:57
  market
• 6:58
  below
• 6:58
  the
• 6:58
  market
• 6:59
  or
• 6:59
  leading
• 6:59
  the
• 6:59
  market
• 7:00
  in
• 7:00
  terms
• 7:00
  of
• 7:00
  prices.
• 7:01
  So
• 7:02
  those
• 7:02
  are
• 7:03
  the
• 7:03
  three
• 7:03
  big
• 7:03
  things.
• 7:04
  And
• 7:04
  then
• 7:04
  again,
• 7:05
  once
• 7:06
  you
• 7:06
  have
• 7:06
  the
• 7:06
  comp
• 7:06
  and
• 7:07
  data,
• 7:08
  it's
• 7:08
  imperative
• 7:08
  that
• 7:09
  you
• 7:09
  use
• 7:09
  it
• 7:09
  in
• 7:09
  your
• 7:10
  pricing
• 7:10
  strategy
• 7:11
  to
• 7:11
  get
• 7:11
  the
• 7:11
  maximum
• 7:12
  return
• 7:12
  out
• 7:12
  of
• 7:12
  that.
• 7:13
  So
• 7:13
  Rashad,
• 7:14
  I
• 7:14
  want
• 7:14
  to
• 7:14
  push
• 7:14
  a
• 7:14
  little
• 7:14
  bit
• 7:14
  on
• 7:15
  that
• 7:15
  too
• 7:15
  because
• 7:15
  one
• 7:15
  thing
• 7:15
  that
• 7:15
  I
• 7:16
  think
• 7:16
  Ann
• 7:16
  and
• 7:16
  I
• 7:16
  both
• 7:16
  learned
• 7:17
  in
• 7:17
  having
• 7:17
  these
• 7:17
  discussions
• 7:17
  for
• 7:18
  the
• 7:18
  past
• 7:18
  eight
• 7:18
  years
• 7:19
  around
• 7:19
  pricing
• 7:19
  is
• 7:21
  there's
• 7:21
  also
• 7:21
  the
• 7:21
  idea
• 7:21
  of,
• 7:22
  so
• 7:22
  there's
• 7:22
  the,
• 7:22
  the
• 7:22
  idea
• 7:23
  of,
• 7:23
  you
• 7:23
  know,
• 7:23
  getting
• 7:23
  the
• 7:24
  comp
• 7:24
  items
• 7:24
  right
• 7:25
  like
• 7:25
  you
• 7:25
  said,
• 7:25
  like,
• 7:25
  you
• 7:26
  know,
• 7:26
  apples
• 7:26
  to
• 7:27
  apples,
• 7:27
  for
• 7:27
  lack
• 7:27
  of
• 7:27
  a
• 7:28
  better
• 7:28
  way
• 7:28
  to
• 7:28
  put
• 7:28
  it,
• 7:28
  and
• 7:28
  then
• 7:29
  pack
• 7:29
  sizes
• 7:29
  and
• 7:29
  whatnot.
• 7:30
  But
• 7:30
  the
• 7:31
  items
• 7:31
  themselves
• 7:31
  don't
• 7:32
  exist
• 7:32
  in
• 7:32
  isolation
• 7:33
  because
• 7:33
  oftentimes
• 7:34
  they're,
• 7:35
  they're
• 7:35
  a
• 7:35
  part
• 7:35
  of
• 7:36
  a
• 7:36
  larger
• 7:36
  category.
• 7:37
  Price
• 7:37
  positioning
• 7:38
  too.
• 7:38
  So
• 7:39
  is
• 7:39
  that
• 7:40
  also
• 7:40
  part
• 7:40
  of
• 7:41
  of
• 7:41
  what
• 7:41
  you
• 7:41
  need
• 7:41
  from
• 7:42
  a
• 7:42
  competitive
• 7:42
  intelligence
• 7:42
  standpoint
• 7:43
  to
• 7:43
  understand
• 7:43
  how
• 7:44
  the
• 7:44
  product
• 7:44
  item
• 7:45
  at
• 7:45
  the
• 7:45
  item
• 7:45
  level
• 7:46
  fits
• 7:46
  into
• 7:46
  the
• 7:46
  category
• 7:47
  pricing
• 7:47
  strategy
• 7:48
  as
• 7:48
  well.
• 7:48
  Because.
• 7:49
  Because
• 7:49
  the
• 7:49
  actions
• 7:49
  you
• 7:49
  take
• 7:50
  could
• 7:51
  lead
• 7:51
  you
• 7:51
  in
• 7:51
  the
• 7:51
  wrong
• 7:51
  direction
• 7:52
  if
• 7:52
  you're
• 7:52
  not
• 7:52
  thinking
• 7:52
  about
• 7:53
  it
• 7:53
  in
• 7:53
  that
• 7:53
  way.
• 7:54
  Absolutely,
• 7:54
  absolutely.
• 7:55
  I
• 7:55
  think
• 7:56
  you're
• 7:57
  right.
• 7:57
  It's
• 7:58
  not
• 7:58
  just
• 7:58
  looking
• 7:58
  at
• 7:58
  the
• 7:59
  apple,
• 7:59
  but
• 7:59
  the
• 7:59
  category
• 8:00
  as
• 8:00
  a
• 8:00
  whole.
• 8:01
  Trying
• 8:01
  to
• 8:02
  understand
• 8:02
  the
• 8:02
  category
• 8:03
  architecture
• 8:03
  of
• 8:04
  not
• 8:04
  only
• 8:05
  your
• 8:05
  category
• 8:05
  architecture,
• 8:06
  but
• 8:06
  how
• 8:06
  does
• 8:06
  your
• 8:07
  category
• 8:07
  architecture
• 8:08
  works
• 8:09
  with
• 8:09
  respect
• 8:09
  to
• 8:09
  your
• 8:10
  competitors
• 8:10
  category
• 8:11
  architecture.
• 8:11
  What
• 8:11
  kind
• 8:12
  of
• 8:12
  brands,
• 8:12
  what
• 8:13
  kind
• 8:13
  of
• 8:13
  pack
• 8:13
  sizes
• 8:13
  are
• 8:14
  they
• 8:14
  carrying?
• 8:14
  What's
• 8:14
  the
• 8:15
  price
• 8:15
  ranges
• 8:15
  of
• 8:15
  the
• 8:16
  products
• 8:16
  that
• 8:16
  they
• 8:16
  typically
• 8:17
  carry?
• 8:17
  What
• 8:18
  kind
• 8:18
  of
• 8:18
  an
• 8:18
  audience
• 8:18
  are
• 8:19
  they
• 8:19
  appealing
• 8:19
  to?
• 8:20
  What
• 8:20
  locations
• 8:20
  are
• 8:21
  they
• 8:21
  operating?
• 8:21
  And
• 8:21
  all
• 8:22
  of
• 8:22
  this
• 8:22
  sort
• 8:22
  of
• 8:22
  becomes
• 8:23
  imperative
• 8:23
  and
• 8:23
  becomes
• 8:24
  a
• 8:24
  part
• 8:24
  of,
• 8:26
  you
• 8:26
  know,
• 8:27
  part
• 8:27
  of
• 8:27
  the
• 8:27
  execution
• 8:28
  metrics,
• 8:28
  if
• 8:28
  I
• 8:29
  may
• 8:29
  say
• 8:29
  so
• 8:30
  as
• 8:30
  we
• 8:30
  work
• 8:30
  for
• 8:30
  the
• 8:31
  customer.
• 8:31
  So
• 8:31
  Rajat,
• 8:32
  I.
• 8:32
  How
• 8:33
  then
• 8:33
  should
• 8:33
  retailers
• 8:34
  be
• 8:34
  thinking
• 8:34
  about
• 8:35
  competitive
• 8:36
  intelligence?
• 8:36
  Because
• 8:37
  I
• 8:37
  think
• 8:37
  on
• 8:38
  one
• 8:38
  hand
• 8:39
  you
• 8:39
  and
• 8:39
  Chris
• 8:39
  were
• 8:39
  just
• 8:40
  talking
• 8:40
  about
• 8:40
  making
• 8:40
  sure
• 8:41
  that
• 8:41
  your
• 8:41
  prices
• 8:42
  meet
• 8:43
  or
• 8:43
  match,
• 8:43
  you
• 8:44
  know,
• 8:44
  or
• 8:44
  at
• 8:44
  least
• 8:44
  are
• 8:45
  aware
• 8:45
  of
• 8:45
  what
• 8:45
  your
• 8:45
  competitors
• 8:46
  prices
• 8:47
  are.
• 8:47
  But
• 8:48
  as
• 8:48
  we
• 8:48
  get
• 8:48
  into,
• 8:49
  you
• 8:50
  know,
• 8:50
  things
• 8:50
  like
• 8:51
  promotion
• 8:51
  strategies,
• 8:52
  as
• 8:53
  the
• 8:53
  economy
• 8:53
  is
• 8:54
  going
• 8:54
  up
• 8:54
  and
• 8:54
  down,
• 8:55
  we're
• 8:55
  getting
• 8:55
  into
• 8:56
  other
• 8:56
  things
• 8:56
  that
• 8:57
  retailers
• 8:57
  might
• 8:57
  need
• 8:57
  to,
• 8:58
  to
• 8:58
  use
• 8:59
  this
• 8:59
  competitive
• 9:00
  intelligence
• 9:00
  for.
• 9:02
  What,
• 9:02
  what
• 9:03
  else
• 9:03
  are
• 9:04
  retailers
• 9:04
  that
• 9:04
  you
• 9:05
  are
• 9:05
  working
• 9:05
  with?
• 9:05
  What
• 9:06
  else
• 9:06
  are
• 9:06
  they
• 9:06
  using
• 9:06
  this
• 9:07
  for?
• 9:07
  And
• 9:07
  like
• 9:08
  how
• 9:08
  do
• 9:08
  they
• 9:08
  kind
• 9:08
  of
• 9:08
  use
• 9:09
  that
• 9:09
  to
• 9:09
  justify
• 9:10
  maybe
• 9:11
  the
• 9:11
  expense
• 9:12
  at
• 9:12
  first,
• 9:13
  like
• 9:13
  the
• 9:13
  first
• 9:13
  like
• 9:13
  capital
• 9:14
  that
• 9:14
  they'll
• 9:14
  put
• 9:15
  into
• 9:16
  a
• 9:16
  competitive
• 9:17
  intelligence
• 9:17
  platform?
• 9:18
  When
• 9:18
  you
• 9:18
  look
• 9:19
  at
• 9:19
  competitive
• 9:19
  intelligence
• 9:20
  data,
• 9:20
  you
• 9:21
  are
• 9:21
  getting
• 9:22
  all
• 9:22
  the
• 9:22
  product
• 9:23
  information,
• 9:23
  the
• 9:23
  category
• 9:24
  information,
• 9:24
  the
• 9:25
  pricing
• 9:25
  information,
• 9:26
  promotions,
• 9:26
  convenience,
• 9:27
  shipping
• 9:28
  options,
• 9:28
  all
• 9:28
  of
• 9:29
  that,
• 9:29
  you
• 9:29
  know,
• 9:30
  are
• 9:30
  the
• 9:30
  third
• 9:30
  party
• 9:31
  sellers
• 9:31
  selling
• 9:31
  the
• 9:32
  product
• 9:32
  on
• 9:32
  the
• 9:32
  platform.
• 9:33
  You
• 9:33
  know,
• 9:33
  what
• 9:33
  is
• 9:33
  the,
• 9:34
  you
• 9:34
  know,
• 9:34
  you
• 9:34
  get
• 9:35
  a
• 9:35
  lot
• 9:35
  of
• 9:35
  rich
• 9:35
  data
• 9:36
  and,
• 9:37
  and
• 9:37
  you
• 9:37
  could
• 9:37
  do
• 9:37
  multiple
• 9:38
  things
• 9:38
  with
• 9:38
  it.
• 9:39
  You
• 9:39
  know,
• 9:39
  pricing
• 9:40
  is
• 9:40
  the
• 9:40
  first
• 9:41
  one
• 9:41
  where
• 9:41
  most
• 9:41
  customers
• 9:42
  start.
• 9:42
  I
• 9:42
  think
• 9:43
  that's
• 9:43
  where
• 9:43
  you
• 9:43
  can
• 9:43
  add
• 9:44
  immediate
• 9:44
  value.
• 9:45
  Promotions
• 9:45
  is
• 9:46
  typically
• 9:46
  what
• 9:46
  follows
• 9:47
  next.
• 9:48
  Okay.
• 9:48
  Or
• 9:49
  in
• 9:49
  parallel,
• 9:49
  I
• 9:49
  have
• 9:50
  seen
• 9:50
  people
• 9:51
  doing
• 9:51
  assortment
• 9:52
  gap
• 9:52
  analysis
• 9:53
  and
• 9:53
  management.
• 9:53
  So
• 9:54
  again,
• 9:55
  you
• 9:55
  want
• 9:55
  to
• 9:56
  make
• 9:56
  sure
• 9:56
  that
• 9:56
  you're
• 9:56
  carrying
• 9:57
  the
• 9:57
  best
• 9:57
  products
• 9:57
  that
• 9:58
  your
• 9:58
  consumers
• 9:59
  want
• 9:59
  to
• 9:59
  see
• 9:59
  in
• 9:59
  the
• 9:59
  store.
• 10:00
  So
• 10:00
  you
• 10:00
  try
• 10:00
  to
• 10:00
  figure
• 10:00
  out
• 10:01
  what
• 10:01
  is
• 10:01
  it
• 10:01
  that
• 10:02
  I'm
• 10:02
  not
• 10:02
  carrying
• 10:03
  that
• 10:03
  the
• 10:03
  other
• 10:03
  guy
• 10:03
  is
• 10:03
  carrying
• 10:04
  that
• 10:05
  may
• 10:05
  drive
• 10:05
  more
• 10:06
  traffic
• 10:06
  to
• 10:06
  my
• 10:06
  store
• 10:07
  and
• 10:07
  at
• 10:07
  the
• 10:07
  end
• 10:08
  of
• 10:08
  the
• 10:08
  day
• 10:08
  delight
• 10:08
  my
• 10:08
  customers.
• 10:09
  So
• 10:09
  assortment
• 10:10
  gap
• 10:10
  management
• 10:10
  is
• 10:10
  again
• 10:11
  our
• 10:11
  engineering
• 10:12
  problem.
• 10:12
  We're
• 10:13
  trying
• 10:13
  to
• 10:13
  figure
• 10:13
  out
• 10:13
  and
• 10:14
  answer
• 10:14
  the
• 10:14
  question
• 10:15
  what
• 10:15
  should
• 10:15
  I
• 10:16
  buy
• 10:16
  next?
• 10:16
  And
• 10:17
  again,
• 10:17
  by
• 10:17
  all
• 10:17
  means,
• 10:18
  you
• 10:18
  understand
• 10:19
  building
• 10:19
  supplier
• 10:20
  relationships
• 10:21
  because
• 10:21
  of
• 10:21
  to
• 10:21
  Manage
• 10:22
  those
• 10:22
  assortment
• 10:22
  gaps,
• 10:23
  then
• 10:23
  onboarding
• 10:24
  the
• 10:24
  product,
• 10:24
  then
• 10:25
  productionizing
• 10:26
  them,
• 10:26
  making
• 10:26
  sure
• 10:26
  that
• 10:27
  you
• 10:27
  have
• 10:27
  a
• 10:27
  supply
• 10:27
  chain
• 10:28
  to
• 10:28
  get
• 10:28
  them
• 10:28
  into
• 10:28
  store.
• 10:29
  All
• 10:29
  it's
• 10:30
  a
• 10:30
  big
• 10:30
  decision
• 10:30
  to
• 10:31
  figure
• 10:31
  out
• 10:31
  what
• 10:32
  do
• 10:32
  you
• 10:32
  want
• 10:32
  to
• 10:33
  sell
• 10:33
  next
• 10:33
  in
• 10:33
  your
• 10:33
  store.
• 10:34
  And
• 10:34
  assortment
• 10:34
  gap
• 10:35
  analysis
• 10:35
  is
• 10:36
  the
• 10:36
  first
• 10:36
  step
• 10:36
  that
• 10:37
  basically
• 10:37
  helps
• 10:38
  in
• 10:38
  that
• 10:38
  decision
• 10:38
  making.
• 10:39
  And
• 10:39
  then,
• 10:41
  you
• 10:41
  know,
• 10:42
  the
• 10:42
  other
• 10:42
  thing
• 10:42
  that
• 10:43
  I
• 10:43
  have
• 10:43
  seen
• 10:43
  customers,
• 10:44
  you
• 10:45
  know,
• 10:45
  my,
• 10:45
  my,
• 10:46
  the
• 10:46
  retailers
• 10:46
  that
• 10:46
  we
• 10:47
  work
• 10:47
  with
• 10:47
  use
• 10:48
  the
• 10:48
  data
• 10:48
  for
• 10:48
  is
• 10:48
  of
• 10:49
  course,
• 10:49
  a
• 10:49
  regional
• 10:50
  planning
• 10:50
  of
• 10:50
  assortment.
• 10:51
  You
• 10:51
  know,
• 10:52
  depending
• 10:52
  upon,
• 10:53
  you
• 10:53
  know,
• 10:53
  again,
• 10:54
  the
• 10:54
  market
• 10:54
  and
• 10:55
  again
• 10:55
  the
• 10:55
  audience
• 10:56
  that
• 10:56
  you're
• 10:56
  targeting,
• 10:57
  you
• 10:57
  may
• 10:58
  want
• 10:58
  to
• 10:58
  have
• 10:58
  a
• 10:59
  distribution
• 10:59
  of
• 10:59
  products
• 11:00
  across
• 11:01
  the
• 11:01
  country
• 11:01
  and
• 11:01
  across
• 11:02
  the
• 11:02
  regions
• 11:02
  that
• 11:02
  you
• 11:03
  operate
• 11:03
  very
• 11:03
  differently
• 11:05
  depending
• 11:05
  upon
• 11:06
  which
• 11:06
  category,
• 11:06
  what
• 11:07
  product
• 11:07
  you're
• 11:07
  talking
• 11:07
  about.
• 11:08
  So
• 11:08
  that's
• 11:09
  another
• 11:09
  thing
• 11:10
  that
• 11:10
  retailers
• 11:11
  do.
• 11:11
  Also,
• 11:12
  you
• 11:12
  know,
• 11:12
  as
• 11:12
  we
• 11:12
  look
• 11:12
  into
• 11:13
  ahead,
• 11:13
  into
• 11:13
  the
• 11:13
  coming
• 11:14
  months
• 11:14
  where
• 11:14
  there's
• 11:14
  a
• 11:15
  lot
• 11:15
  of
• 11:15
  uncertainty
• 11:15
  in
• 11:15
  the
• 11:16
  market,
• 11:16
  can
• 11:17
  retailers
• 11:17
  still
• 11:17
  do
• 11:18
  this
• 11:18
  the
• 11:18
  way
• 11:19
  that
• 11:19
  they
• 11:19
  were
• 11:19
  doing
• 11:20
  it
• 11:20
  without
• 11:20
  a
• 11:21
  competitive
• 11:21
  intelligence
• 11:22
  platform?
• 11:22
  I
• 11:23
  mean,
• 11:23
  you've
• 11:23
  named
• 11:24
  like
• 11:24
  seven
• 11:24
  different
• 11:24
  engineering
• 11:25
  problems
• 11:26
  that
• 11:26
  you're
• 11:26
  trying
• 11:26
  to
• 11:27
  solve.
• 11:27
  It
• 11:27
  just
• 11:27
  seems
• 11:27
  like
• 11:28
  a
• 11:28
  lot
• 11:28
  for
• 11:29
  someone
• 11:29
  to
• 11:29
  manually
• 11:30
  be
• 11:30
  doing
• 11:30
  or
• 11:31
  to
• 11:31
  be,
• 11:31
  you
• 11:32
  know,
• 11:32
  doing
• 11:32
  through
• 11:32
  a
• 11:32
  disjointed
• 11:33
  process.
• 11:34
  Where,
• 11:34
  where
• 11:35
  do
• 11:35
  you,
• 11:35
  how
• 11:35
  do
• 11:35
  you
• 11:35
  think
• 11:36
  about
• 11:36
  that?
• 11:36
  This
• 11:37
  is
• 11:37
  a
• 11:37
  signal
• 11:38
  that
• 11:38
  you
• 11:38
  can
• 11:39
  no
• 11:39
  longer
• 11:39
  ignore
• 11:40
  looking
• 11:40
  at
• 11:40
  competitive
• 11:41
  intelligence
• 11:41
  and
• 11:42
  looking
• 11:42
  at
• 11:42
  your
• 11:42
  market
• 11:42
  position.
• 11:43
  And
• 11:43
  you
• 11:43
  have
• 11:43
  to
• 11:43
  do
• 11:44
  it
• 11:44
  more
• 11:44
  often,
• 11:47
  more
• 11:47
  often
• 11:47
  now
• 11:48
  than
• 11:49
  in
• 11:49
  the
• 11:49
  past.
• 11:49
  I
• 11:50
  mean,
• 11:50
  gone
• 11:50
  are
• 11:50
  the
• 11:50
  days
• 11:51
  where
• 11:51
  you
• 11:51
  could
• 11:51
  send,
• 11:52
  you
• 11:52
  know,
• 11:52
  a
• 11:52
  mystery
• 11:52
  shopper
• 11:53
  to
• 11:53
  a
• 11:54
  competitive
• 11:54
  store
• 11:55
  once
• 11:55
  in
• 11:55
  a
• 11:55
  month
• 11:56
  or
• 11:56
  once
• 11:56
  in
• 11:56
  three
• 11:56
  months
• 11:57
  to
• 11:57
  benchmark
• 11:57
  your
• 11:58
  prices,
• 11:58
  that
• 11:58
  those
• 11:59
  days
• 11:59
  are
• 11:59
  over.
• 12:01
  So,
• 12:01
  so
• 12:01
  that's
• 12:01
  the
• 12:02
  first
• 12:02
  thing.
• 12:02
  The
• 12:02
  second
• 12:02
  thing
• 12:03
  is
• 12:03
  I
• 12:03
  think
• 12:03
  it's
• 12:04
  always
• 12:04
  good
• 12:04
  to
• 12:04
  start
• 12:04
  small
• 12:05
  with
• 12:05
  a
• 12:05
  good
• 12:05
  partner
• 12:06
  that
• 12:06
  you
• 12:06
  can
• 12:06
  work
• 12:06
  with.
• 12:08
  You
• 12:08
  know,
• 12:08
  have
• 12:09
  simple
• 12:09
  objectives
• 12:10
  like,
• 12:10
  you
• 12:10
  know,
• 12:11
  focus
• 12:11
  on
• 12:12
  a
• 12:12
  few
• 12:12
  categories
• 12:12
  that
• 12:13
  you
• 12:13
  want
• 12:13
  to
• 12:13
  lead
• 12:14
  with,
• 12:15
  a
• 12:15
  few
• 12:15
  KVI
• 12:16
  items
• 12:16
  or
• 12:16
  key
• 12:17
  value
• 12:17
  items
• 12:17
  that
• 12:17
  you
• 12:17
  want
• 12:18
  to
• 12:18
  focus
• 12:18
  on
• 12:18
  to
• 12:19
  improve
• 12:19
  the,
• 12:20
  the
• 12:20
  price,
• 12:20
  value
• 12:21
  image
• 12:21
  of
• 12:22
  those
• 12:22
  items
• 12:23
  compared
• 12:23
  to
• 12:23
  your
• 12:24
  competitors
• 12:24
  and
• 12:24
  then
• 12:24
  scale
• 12:25
  up.
• 12:25
  So
• 12:26
  start
• 12:26
  with
• 12:26
  pricing,
• 12:27
  then
• 12:27
  promotions,
• 12:27
  then
• 12:28
  assortment,
• 12:28
  gap
• 12:28
  management,
• 12:29
  and
• 12:29
  then
• 12:29
  look
• 12:30
  at
• 12:30
  other
• 12:30
  problems.
• 12:31
  The
• 12:31
  data
• 12:31
  that
• 12:31
  you
• 12:32
  have
• 12:32
  is
• 12:32
  still
• 12:32
  going
• 12:32
  to
• 12:32
  be
• 12:33
  gold.
• 12:33
  The
• 12:33
  data
• 12:34
  like,
• 12:34
  even
• 12:34
  if
• 12:34
  you
• 12:35
  start
• 12:35
  from
• 12:35
  pricing,
• 12:35
  you're
• 12:36
  not
• 12:36
  going
• 12:36
  to
• 12:36
  miss
• 12:36
  out
• 12:36
  on
• 12:36
  anything.
• 12:37
  You'll
• 12:37
  have
• 12:37
  the
• 12:37
  historical
• 12:38
  data
• 12:38
  which
• 12:38
  you
• 12:38
  can
• 12:39
  back
• 12:39
  and
• 12:39
  look
• 12:39
  at
• 12:39
  and
• 12:39
  then
• 12:40
  use
• 12:40
  for
• 12:40
  other
• 12:40
  things
• 12:41
  later
• 12:41
  on.
• 12:42
  Did
• 12:42
  I,
• 12:42
  did
• 12:43
  I
• 12:43
  answer
• 12:43
  your
• 12:43
  questions?
• 12:44
  Yeah,
• 12:45
  I
• 12:45
  think
• 12:45
  you
• 12:45
  did.
• 12:45
  I
• 12:45
  mean,
• 12:45
  I
• 12:46
  think
• 12:46
  it's
• 12:46
  actually
• 12:47
  a
• 12:47
  big
• 12:47
  nugget
• 12:47
  for,
• 12:48
  for,
• 12:48
  for
• 12:48
  us,
• 12:49
  I
• 12:49
  think,
• 12:49
  you
• 12:49
  know,
• 12:49
  and
• 12:49
  for
• 12:49
  our
• 12:50
  listeners
• 12:50
  too.
• 12:50
  Because
• 12:50
  what,
• 12:51
  what
• 12:51
  you're
• 12:51
  saying,
• 12:52
  what
• 12:52
  you're
• 12:52
  saying
• 12:52
  essentially
• 12:53
  Rajat,
• 12:53
  which
• 12:53
  I
• 12:54
  don't
• 12:54
  think
• 12:54
  was
• 12:55
  clear
• 12:55
  to
• 12:55
  me
• 12:55
  before
• 12:56
  this
• 12:56
  conversation,
• 12:57
  is
• 12:57
  that,
• 12:57
  you
• 12:58
  know,
• 12:58
  competitive
• 12:58
  intelligence,
• 12:59
  while
• 12:59
  a
• 12:59
  necessary
• 13:00
  condition
• 13:01
  for
• 13:01
  good
• 13:01
  pricing,
• 13:02
  intelligence
• 13:03
  is
• 13:03
  also
• 13:03
  a
• 13:03
  necessary
• 13:04
  condition
• 13:04
  for
• 13:05
  a
• 13:05
  lot
• 13:05
  of
• 13:05
  other
• 13:05
  things
• 13:06
  like
• 13:06
  the
• 13:06
  quality
• 13:07
  of
• 13:07
  your
• 13:07
  assortment,
• 13:08
  the
• 13:08
  speed
• 13:09
  and
• 13:09
  convenience
• 13:09
  at
• 13:10
  which
• 13:10
  you
• 13:10
  deliver
• 13:10
  that
• 13:10
  assortment
• 13:11
  to
• 13:11
  people,
• 13:11
  particularly
• 13:12
  E
• 13:12
  commerce
• 13:13
  space
• 13:13
  and
• 13:13
  other
• 13:14
  aspects
• 13:14
  of
• 13:14
  operations
• 13:15
  too,
• 13:15
  I
• 13:15
  would
• 13:15
  imagine.
• 13:16
  So,
• 13:16
  so
• 13:17
  I
• 13:17
  think
• 13:17
  yeah,
• 13:17
  100.
• 13:18
  100%
• 13:19
  you
• 13:19
  did.
• 13:19
  But
• 13:19
  my
• 13:20
  question
• 13:20
  though,
• 13:20
  actually
• 13:21
  my
• 13:22
  next
• 13:22
  question
• 13:22
  though
• 13:22
  is,
• 13:23
  is
• 13:23
  again
• 13:24
  kind
• 13:24
  of
• 13:24
  putting
• 13:24
  you
• 13:24
  on
• 13:24
  the
• 13:24
  spot.
• 13:25
  No,
• 13:26
  I
• 13:26
  get
• 13:26
  how
• 13:26
  this
• 13:27
  makes
• 13:27
  sense
• 13:28
  for
• 13:29
  you
• 13:30
  know,
• 13:30
  for
• 13:30
  grocery
• 13:31
  particularly.
• 13:31
  Like
• 13:31
  I
• 13:32
  think
• 13:32
  it,
• 13:32
  you
• 13:32
  know,
• 13:32
  it
• 13:32
  makes
• 13:32
  sense
• 13:33
  as
• 13:33
  you're
• 13:33
  describing,
• 13:33
  you
• 13:34
  can
• 13:34
  get
• 13:34
  a
• 13:34
  sense
• 13:34
  of
• 13:34
  all
• 13:35
  those
• 13:35
  things
• 13:35
  in
• 13:35
  terms
• 13:35
  of
• 13:36
  how
• 13:36
  you're
• 13:36
  stacking
• 13:36
  up
• 13:36
  competitively.
• 13:38
  But
• 13:38
  is
• 13:38
  this
• 13:39
  same
• 13:39
  rationale
• 13:40
  philosophy
• 13:41
  applicable
• 13:41
  to
• 13:42
  all
• 13:42
  areas
• 13:43
  of
• 13:43
  retail
• 13:44
  or
• 13:44
  are
• 13:44
  there
• 13:44
  areas
• 13:45
  that
• 13:45
  it
• 13:45
  doesn't
• 13:45
  work
• 13:45
  as
• 13:45
  well
• 13:46
  for?
• 13:46
  I'm
• 13:46
  curious
• 13:46
  what
• 13:46
  you
• 13:47
  think
• 13:47
  about
• 13:47
  that.
• 13:47
  Look,
• 13:48
  I
• 13:48
  would
• 13:48
  say
• 13:49
  that
• 13:49
  for
• 13:49
  all
• 13:49
  high
• 13:50
  velocity
• 13:51
  retail
• 13:51
  segments,
• 13:53
  whether
• 13:53
  it's
• 13:53
  grocery
• 13:54
  bats
• 13:55
  convenience,
• 13:57
  I
• 13:57
  mean
• 13:58
  segments
• 13:58
  where
• 13:59
  consumers
• 14:02
  often
• 14:02
  make
• 14:03
  purchases,
• 14:04
  you
• 14:04
  know,
• 14:04
  on
• 14:04
  a
• 14:04
  recurring
• 14:05
  basis
• 14:06
  in
• 14:06
  short
• 14:06
  amounts
• 14:07
  of
• 14:07
  time
• 14:07
  is
• 14:07
  definitely
• 14:08
  where,
• 14:08
  you
• 14:08
  know,
• 14:09
  value
• 14:09
  perception
• 14:10
  of
• 14:10
  value
• 14:10
  by
• 14:11
  consumer
• 14:11
  is
• 14:12
  a
• 14:12
  very,
• 14:12
  very
• 14:12
  big
• 14:12
  thing.
• 14:13
  Now
• 14:14
  when
• 14:14
  you
• 14:14
  move
• 14:14
  to
• 14:14
  the,
• 14:15
  to
• 14:15
  the,
• 14:15
  to
• 14:16
  to
• 14:16
  other
• 14:16
  segments
• 14:17
  like
• 14:17
  high
• 14:17
  end
• 14:17
  fashion
• 14:18
  for
• 14:18
  example,
• 14:18
  I
• 14:19
  think
• 14:19
  the
• 14:19
  need
• 14:19
  sort
• 14:19
  of
• 14:20
  disappears
• 14:21
  because
• 14:22
  you're
• 14:22
  trying
• 14:22
  to,
• 14:23
  you
• 14:23
  have
• 14:23
  a
• 14:23
  very
• 14:23
  different
• 14:24
  objective
• 14:24
  there.
• 14:25
  Whether
• 14:26
  it's
• 14:26
  expensive
• 14:27
  watches
• 14:27
  or
• 14:28
  are
• 14:29
  very
• 14:29
  high
• 14:29
  end
• 14:30
  shoes,
• 14:30
  I
• 14:30
  think
• 14:31
  the
• 14:31
  dynamics
• 14:31
  change
• 14:31
  a
• 14:32
  little
• 14:32
  bit.
• 14:32
  I
• 14:32
  think
• 14:33
  the
• 14:33
  user
• 14:33
  definition
• 14:34
  of
• 14:34
  value
• 14:34
  and
• 14:35
  per
• 14:36
  is
• 14:37
  owning
• 14:37
  a
• 14:37
  branded
• 14:38
  piece
• 14:38
  there
• 14:39
  versus
• 14:39
  you
• 14:40
  know,
• 14:40
  when
• 14:40
  you
• 14:40
  come
• 14:40
  to
• 14:40
  high
• 14:41
  velocity,
• 14:42
  high
• 14:42
  velocity
• 14:43
  segments
• 14:43
  where
• 14:44
  they
• 14:44
  basically
• 14:45
  they
• 14:45
  want
• 14:45
  us
• 14:46
  like
• 14:46
  nobody
• 14:46
  wants
• 14:46
  to
• 14:47
  buy
• 14:47
  cheap
• 14:47
  products,
• 14:47
  everybody
• 14:48
  wants
• 14:48
  to
• 14:48
  buy
• 14:48
  high
• 14:48
  quality
• 14:49
  products,
• 14:49
  but
• 14:50
  they
• 14:50
  want
• 14:50
  to
• 14:50
  make
• 14:50
  sure
• 14:51
  that
• 14:51
  it's
• 14:52
  the
• 14:52
  value
• 14:52
  that
• 14:52
  they
• 14:52
  get
• 14:53
  for
• 14:53
  every
• 14:53
  dollar
• 14:53
  they
• 14:54
  spend
• 14:54
  is
• 14:56
  maximized.
• 14:57
  So
• 14:57
  I
• 14:57
  think
• 14:57
  it's
• 14:58
  just
• 14:58
  very
• 14:58
  two
• 14:58
  different
• 14:58
  objectives
• 14:59
  as
• 14:59
  you
• 14:59
  go
• 15:00
  through
• 15:00
  different
• 15:01
  retail
• 15:01
  segments.
• 15:02
  But
• 15:02
  then
• 15:02
  again,
• 15:02
  I
• 15:02
  think
• 15:03
  I
• 15:03
  firmly
• 15:03
  believe
• 15:04
  that
• 15:05
  for
• 15:05
  all
• 15:05
  high
• 15:05
  velocity
• 15:06
  segments,
• 15:07
  the
• 15:08
  pricing
• 15:09
  as
• 15:09
  one
• 15:10
  of
• 15:10
  the
• 15:10
  biggest
• 15:10
  pillars
• 15:11
  for
• 15:12
  driving
• 15:13
  value
• 15:13
  to
• 15:13
  your
• 15:13
  customers,
• 15:15
  I
• 15:15
  think
• 15:16
  is
• 15:16
  the
• 15:16
  truth.
• 15:19
  And
• 15:19
  that
• 15:19
  notwithstanding
• 15:20
  too,
• 15:20
  I
• 15:20
  imagine
• 15:20
  even
• 15:20
  in
• 15:21
  the
• 15:21
  high
• 15:21
  luxury
• 15:22
  fashion
• 15:22
  area,
• 15:23
  having
• 15:23
  competitive
• 15:23
  data
• 15:24
  on
• 15:24
  how
• 15:24
  well
• 15:24
  you're
• 15:24
  shipping
• 15:25
  or
• 15:25
  what
• 15:25
  your
• 15:26
  times
• 15:26
  to
• 15:26
  ship
• 15:26
  are
• 15:26
  relative
• 15:27
  to
• 15:27
  others
• 15:27
  is
• 15:27
  still
• 15:28
  valuable.
• 15:28
  But
• 15:28
  I'm
• 15:29
  curious,
• 15:29
  I
• 15:29
  want
• 15:30
  to
• 15:30
  ask
• 15:30
  you
• 15:30
  even
• 15:30
  more.
• 15:31
  How
• 15:31
  does
• 15:31
  price
• 15:31
  elasticity
• 15:32
  come
• 15:32
  into
• 15:33
  that
• 15:33
  too?
• 15:33
  Is
• 15:34
  it
• 15:34
  just
• 15:34
  high
• 15:34
  unit
• 15:34
  movement
• 15:35
  or
• 15:35
  is
• 15:35
  it
• 15:35
  also
• 15:35
  where
• 15:35
  there's,
• 15:36
  you
• 15:36
  know,
• 15:36
  a
• 15:37
  lot
• 15:37
  of
• 15:37
  price
• 15:37
  elasticity
• 15:38
  where
• 15:38
  the
• 15:38
  competitive
• 15:39
  pricing
• 15:39
  is
• 15:39
  also
• 15:39
  important.
• 15:40
  Like
• 15:40
  I
• 15:40
  think
• 15:40
  categories
• 15:40
  like
• 15:41
  electronics,
• 15:41
  they
• 15:41
  might
• 15:41
  not
• 15:41
  move
• 15:42
  as
• 15:42
  quickly,
• 15:42
  but
• 15:43
  being,
• 15:43
  you
• 15:44
  know,
• 15:44
  lockstep
• 15:45
  with
• 15:45
  the
• 15:45
  market
• 15:45
  in
• 15:46
  terms
• 15:46
  of
• 15:46
  where
• 15:46
  your
• 15:46
  price
• 15:46
  and
• 15:47
  your
• 15:47
  assortment
• 15:47
  gaps
• 15:47
  are,
• 15:48
  is
• 15:48
  pretty
• 15:48
  critical.
• 15:48
  What
• 15:49
  do
• 15:49
  you
• 15:49
  think
• 15:49
  about
• 15:49
  that?
• 15:51
  That's
• 15:51
  again
• 15:51
  a
• 15:51
  great
• 15:52
  point.
• 15:52
  Look,
• 15:52
  I
• 15:53
  mean
• 15:53
  you
• 15:54
  could
• 15:54
  have
• 15:54
  the
• 15:55
  best
• 15:55
  assortment,
• 15:55
  you
• 15:56
  could
• 15:56
  have
• 15:56
  the
• 15:56
  best
• 15:56
  price,
• 15:57
  but
• 15:58
  if
• 15:58
  you
• 15:58
  have
• 15:58
  empty
• 15:58
  shelves
• 15:59
  and
• 15:59
  poor
• 16:00
  consumer
• 16:00
  experience,
• 16:01
  that's
• 16:01
  no
• 16:01
  good.
• 16:02
  You
• 16:02
  know,
• 16:03
  I
• 16:03
  think
• 16:03
  elasticities
• 16:04
  help
• 16:04
  you
• 16:05
  with
• 16:06
  better
• 16:06
  price
• 16:06
  planning.
• 16:07
  I
• 16:07
  think
• 16:07
  they
• 16:07
  also
• 16:08
  help
• 16:08
  you
• 16:08
  with
• 16:08
  better
• 16:09
  demand
• 16:09
  planning
• 16:10
  to
• 16:11
  make
• 16:11
  sure
• 16:11
  that,
• 16:11
  you
• 16:11
  know,
• 16:12
  your
• 16:12
  consumers
• 16:12
  always
• 16:13
  have
• 16:13
  a
• 16:13
  good
• 16:13
  experience,
• 16:14
  that
• 16:14
  they
• 16:14
  have
• 16:14
  the
• 16:15
  products
• 16:15
  always
• 16:15
  available,
• 16:16
  that
• 16:16
  they
• 16:17
  want
• 16:17
  to
• 16:17
  shop
• 16:17
  at
• 16:17
  their
• 16:17
  convenience.
• 16:18
  And
• 16:18
  you
• 16:19
  know,
• 16:19
  basically
• 16:20
  you're
• 16:20
  meeting
• 16:20
  the
• 16:21
  consumer
• 16:21
  and
• 16:22
  in
• 16:22
  their
• 16:22
  buying
• 16:22
  journey
• 16:23
  every
• 16:23
  time.
• 16:24
  So
• 16:25
  elasticities
• 16:26
  do
• 16:26
  definitely
• 16:27
  play
• 16:27
  a
• 16:27
  good
• 16:27
  role
• 16:28
  there.
• 16:29
  And
• 16:29
  then,
• 16:29
  you
• 16:29
  know,
• 16:30
  computing
• 16:30
  elasticities,
• 16:31
  again
• 16:31
  I
• 16:31
  would
• 16:32
  say
• 16:32
  is
• 16:32
  a,
• 16:33
  is
• 16:33
  a
• 16:33
  hard
• 16:33
  engineering
• 16:34
  problem
• 16:34
  to
• 16:35
  make
• 16:35
  sure
• 16:35
  that
• 16:35
  you're
• 16:35
  doing
• 16:36
  it
• 16:36
  right.
• 16:37
  See
• 16:37
  the
• 16:38
  thing
• 16:38
  is
• 16:38
  that,
• 16:39
  and
• 16:39
  most
• 16:39
  people
• 16:39
  don't
• 16:40
  realize
• 16:40
  it,
• 16:40
  that
• 16:41
  elasticity
• 16:42
  change.
• 16:42
  Like
• 16:43
  imagine
• 16:43
  this,
• 16:43
  you're
• 16:44
  looking
• 16:44
  at
• 16:44
  two
• 16:44
  years
• 16:45
  worth
• 16:45
  of
• 16:45
  data
• 16:45
  today
• 16:46
  and
• 16:47
  it
• 16:47
  signifies
• 16:47
  a
• 16:48
  certain
• 16:48
  elasticity
• 16:49
  and
• 16:49
  then
• 16:49
  you
• 16:50
  make
• 16:50
  a
• 16:50
  price
• 16:50
  change
• 16:50
  today
• 16:51
  with
• 16:51
  response
• 16:52
  to
• 16:52
  that
• 16:53
  and
• 16:53
  then,
• 16:53
  you
• 16:53
  know,
• 16:54
  it
• 16:54
  may
• 16:54
  take
• 16:55
  up
• 16:55
  to
• 16:56
  next
• 16:56
  couple
• 16:56
  of
• 16:56
  weeks
• 16:57
  before
• 16:57
  the
• 16:58
  true
• 16:58
  effect
• 16:59
  of
• 16:59
  that
• 16:59
  new
• 16:59
  price
• 17:00
  would,
• 17:00
  would
• 17:01
  basically
• 17:01
  start
• 17:01
  reflecting
• 17:02
  in
• 17:02
  the
• 17:02
  new
• 17:02
  elasticities.
• 17:03
  So
• 17:03
  it's
• 17:03
  a
• 17:03
  moving
• 17:04
  target
• 17:04
  that
• 17:04
  you
• 17:04
  need
• 17:05
  to
• 17:05
  know
• 17:06
  how
• 17:06
  to
• 17:06
  leverage
• 17:08
  to,
• 17:08
  to,
• 17:09
  to
• 17:09
  maximize,
• 17:10
  you
• 17:10
  know,
• 17:10
  taking
• 17:11
  the
• 17:11
  benefit
• 17:11
  from
• 17:11
  that.
• 17:13
  So,
• 17:13
  so
• 17:14
  Rajat,
• 17:14
  if,
• 17:14
  if
• 17:14
  people
• 17:15
  are
• 17:15
  listening
• 17:16
  and
• 17:16
  they're,
• 17:17
  they're
• 17:17
  all
• 17:18
  in,
• 17:18
  they're
• 17:18
  thinking,
• 17:19
  yes,
• 17:19
  we
• 17:19
  need
• 17:19
  to
• 17:20
  make
• 17:20
  a
• 17:20
  change
• 17:20
  in
• 17:20
  this
• 17:21
  direction
• 17:21
  towards
• 17:22
  the
• 17:22
  types
• 17:22
  of
• 17:22
  things
• 17:23
  we've
• 17:23
  been
• 17:23
  talking
• 17:23
  about.
• 17:24
  How
• 17:24
  should
• 17:24
  they
• 17:25
  go
• 17:25
  about
• 17:25
  doing
• 17:25
  it?
• 17:26
  What
• 17:26
  considerations
• 17:27
  should
• 17:27
  they
• 17:28
  be
• 17:28
  making?
• 17:28
  What
• 17:29
  assessments
• 17:29
  should
• 17:29
  they
• 17:30
  be
• 17:30
  making
• 17:30
  before
• 17:30
  they
• 17:31
  take
• 17:31
  the
• 17:31
  leap
• 17:32
  here?
• 17:32
  A
• 17:33
  good
• 17:33
  partner
• 17:33
  can
• 17:33
  of
• 17:33
  course
• 17:34
  share
• 17:34
  best
• 17:34
  practices
• 17:35
  can
• 17:35
  basically
• 17:38
  reinforce
• 17:38
  or
• 17:38
  revalidate
• 17:39
  what
• 17:40
  you
• 17:40
  might
• 17:40
  be
• 17:40
  thinking
• 17:41
  as
• 17:41
  your
• 17:42
  go
• 17:42
  to
• 17:42
  market
• 17:43
  strategy
• 17:44
  for
• 17:44
  both
• 17:44
  pricing
• 17:45
  and
• 17:45
  comp.
• 17:45
  And
• 17:46
  so
• 17:47
  I
• 17:47
  think
• 17:47
  I
• 17:47
  would
• 17:47
  start
• 17:48
  there,
• 17:48
  starting
• 17:48
  with
• 17:48
  a
• 17:49
  good
• 17:49
  partner.
• 17:50
  But
• 17:50
  once
• 17:50
  you
• 17:50
  have
• 17:51
  a
• 17:51
  good
• 17:51
  partner,
• 17:51
  I
• 17:52
  would
• 17:52
  again
• 17:52
  say
• 17:53
  focusing
• 17:54
  on
• 17:54
  a
• 17:54
  good
• 17:55
  product
• 17:55
  mix,
• 17:56
  especially
• 17:56
  KVIs,
• 17:57
  fast
• 17:58
  moving
• 17:58
  items
• 17:59
  that,
• 17:59
  you
• 17:59
  know,
• 18:00
  basically
• 18:00
  drive
• 18:01
  the
• 18:01
  maximum
• 18:01
  amount
• 18:01
  of
• 18:01
  your
• 18:02
  revenue
• 18:02
  or
• 18:02
  margins
• 18:05
  or,
• 18:05
  or
• 18:06
  categories
• 18:06
  where
• 18:07
  you
• 18:07
  actually
• 18:07
  want
• 18:07
  to
• 18:07
  turn
• 18:08
  around
• 18:08
  things
• 18:08
  like
• 18:08
  you're
• 18:09
  tired
• 18:09
  of,
• 18:09
  you
• 18:10
  know,
• 18:10
  you
• 18:10
  know,
• 18:10
  losing
• 18:10
  money
• 18:11
  and
• 18:11
  you
• 18:11
  say
• 18:11
  look,
• 18:11
  I
• 18:12
  want
• 18:12
  to
• 18:12
  change
• 18:12
  things
• 18:12
  here
• 18:13
  to
• 18:13
  see
• 18:13
  some
• 18:13
  movement
• 18:14
  and
• 18:14
  turn
• 18:14
  this
• 18:14
  around
• 18:15
  in
• 18:15
  terms
• 18:15
  of
• 18:15
  profitability
• 18:16
  or
• 18:16
  margin.
• 18:16
  Those
• 18:17
  may
• 18:17
  be
• 18:17
  two
• 18:17
  good
• 18:17
  candidates
• 18:18
  to,
• 18:18
  you
• 18:18
  know,
• 18:19
  two
• 18:19
  different
• 18:19
  kinds
• 18:20
  of
• 18:20
  Candidates
• 18:20
  to
• 18:21
  start
• 18:21
  with
• 18:23
  and
• 18:23
  move
• 18:23
  forward.
• 18:24
  How
• 18:25
  do
• 18:25
  you,
• 18:25
  how
• 18:25
  do
• 18:25
  you
• 18:26
  help
• 18:26
  the
• 18:26
  retailers
• 18:27
  on
• 18:27
  the
• 18:27
  data
• 18:27
  side
• 18:27
  of
• 18:28
  this?
• 18:28
  Like
• 18:28
  the
• 18:28
  one
• 18:28
  thing
• 18:28
  we
• 18:28
  always
• 18:28
  hear
• 18:29
  and
• 18:29
  it's
• 18:29
  always
• 18:29
  such
• 18:29
  an
• 18:29
  amorphous,
• 18:30
  amorphous
• 18:30
  topic.
• 18:31
  Now
• 18:31
  credit
• 18:31
  to
• 18:32
  the
• 18:32
  retailers
• 18:32
  that
• 18:32
  talk
• 18:32
  about
• 18:33
  it,
• 18:33
  first
• 18:33
  of
• 18:33
  all,
• 18:33
  because
• 18:33
  a
• 18:33
  lot
• 18:33
  of
• 18:34
  them
• 18:34
  don't,
• 18:34
  which
• 18:35
  is,
• 18:35
  you
• 18:35
  know,
• 18:35
  the
• 18:35
  idea
• 18:36
  of
• 18:36
  data.
• 18:36
  So
• 18:37
  like
• 18:37
  how
• 18:37
  do
• 18:37
  you
• 18:37
  get
• 18:38
  the
• 18:38
  data
• 18:38
  around
• 18:39
  this
• 18:39
  and
• 18:39
  what
• 18:39
  aspects
• 18:40
  of
• 18:40
  data
• 18:40
  do
• 18:41
  the
• 18:41
  retailers
• 18:41
  need
• 18:41
  to
• 18:42
  consider
• 18:42
  to
• 18:42
  implement
• 18:43
  this
• 18:43
  idea
• 18:43
  correctly?
• 18:44
  Chris
• 18:45
  I
• 18:45
  think
• 18:45
  the
• 18:45
  most
• 18:45
  important
• 18:46
  thing
• 18:46
  here
• 18:47
  is
• 18:48
  when
• 18:48
  you
• 18:48
  think
• 18:48
  of
• 18:48
  data
• 18:49
  is
• 18:50
  precision
• 18:50
  of
• 18:50
  data.
• 18:52
  The
• 18:52
  data
• 18:53
  quality
• 18:53
  is
• 18:53
  one
• 18:53
  of
• 18:53
  the
• 18:53
  key
• 18:54
  metrics
• 18:54
  I
• 18:54
  would
• 18:54
  say
• 18:55
  that
• 18:55
  customers
• 18:57
  should
• 18:57
  insist
• 18:58
  on,
• 18:59
  irrespective
• 19:00
  of
• 19:00
  who
• 19:00
  they're
• 19:00
  working
• 19:00
  with
• 19:01
  as
• 19:01
  one
• 19:01
  of
• 19:01
  the
• 19:02
  key
• 19:02
  metrics.
• 19:02
  Then
• 19:03
  I
• 19:03
  think
• 19:03
  it's
• 19:03
  the
• 19:03
  completeness
• 19:04
  of
• 19:04
  the
• 19:04
  data
• 19:04
  and
• 19:04
  the
• 19:05
  data
• 19:05
  coverage.
• 19:05
  Now
• 19:06
  for
• 19:06
  example,
• 19:07
  you
• 19:08
  may
• 19:08
  be
• 19:08
  a
• 19:08
  regional
• 19:09
  retailer
• 19:10
  operating
• 19:10
  in
• 19:11
  three
• 19:11
  or
• 19:11
  four
• 19:11
  different
• 19:11
  states.
• 19:13
  In
• 19:13
  every
• 19:14
  location
• 19:14
  you
• 19:14
  are
• 19:14
  operating,
• 19:15
  you
• 19:16
  may
• 19:16
  have
• 19:16
  different
• 19:16
  kind
• 19:16
  of
• 19:17
  competitors
• 19:18
  around
• 19:18
  you
• 19:18
  in
• 19:18
  a
• 19:19
  1
• 19:19
  mile
• 19:19
  radius,
• 19:19
  a
• 19:20
  2
• 19:20
  mile
• 19:20
  radius
• 19:20
  or
• 19:20
  a
• 19:20
  3
• 19:21
  mile
• 19:21
  radius
• 19:21
  that
• 19:21
  you
• 19:21
  want
• 19:22
  to
• 19:22
  monitor.
• 19:23
  Now
• 19:23
  it's
• 19:24
  not
• 19:24
  just
• 19:24
  sufficient
• 19:26
  for
• 19:27
  your
• 19:27
  partner
• 19:28
  to
• 19:28
  deliver
• 19:29
  data
• 19:29
  for
• 19:29
  one
• 19:30
  region.
• 19:30
  You
• 19:30
  have
• 19:31
  to
• 19:31
  make
• 19:31
  sure
• 19:31
  that
• 19:31
  all
• 19:32
  competitors,
• 19:32
  all
• 19:33
  regions
• 19:33
  are
• 19:33
  covered,
• 19:34
  covering
• 19:34
  all
• 19:34
  the
• 19:35
  products
• 19:35
  across
• 19:35
  all
• 19:35
  the
• 19:36
  categories
• 19:36
  to
• 19:37
  begin
• 19:37
  with.
• 19:38
  Then
• 19:38
  that
• 19:38
  data
• 19:39
  is
• 19:39
  basically
• 19:41
  used
• 19:41
  by
• 19:41
  a
• 19:41
  price
• 19:42
  optimization
• 19:42
  engine
• 19:43
  like
• 19:43
  ours
• 19:44
  to
• 19:44
  basically
• 19:44
  help
• 19:45
  you
• 19:45
  then
• 19:45
  come
• 19:46
  to
• 19:46
  the
• 19:46
  best
• 19:46
  prices
• 19:47
  possible.
• 19:47
  But
• 19:48
  look,
• 19:48
  at
• 19:49
  the
• 19:49
  end
• 19:49
  of
• 19:49
  the
• 19:49
  day,
• 19:49
  it's
• 19:49
  garbage
• 19:50
  in,
• 19:50
  garbage
• 19:50
  out.
• 19:52
  You
• 19:52
  have
• 19:52
  to
• 19:52
  collect
• 19:53
  all
• 19:53
  the
• 19:53
  prizes,
• 19:54
  the
• 19:54
  right
• 19:54
  prices,
• 19:55
  you
• 19:55
  have
• 19:56
  to
• 19:56
  do
• 19:56
  good
• 19:56
  product
• 19:57
  matching,
• 19:58
  be
• 19:58
  accurate
• 19:58
  at
• 19:59
  it,
• 19:59
  and
• 19:59
  then
• 20:00
  basically
• 20:00
  also
• 20:01
  do
• 20:02
  the
• 20:02
  right
• 20:03
  normalization
• 20:05
  of
• 20:05
  the
• 20:05
  competitor
• 20:06
  prizes
• 20:07
  before
• 20:07
  all
• 20:07
  of
• 20:07
  this
• 20:08
  gets
• 20:08
  fed
• 20:08
  as
• 20:08
  input
• 20:10
  into,
• 20:10
  into
• 20:11
  the
• 20:11
  good
• 20:11
  optimization
• 20:12
  work
• 20:13
  that
• 20:14
  a
• 20:14
  pricing
• 20:14
  engine
• 20:14
  can
• 20:14
  do
• 20:15
  and
• 20:15
  then
• 20:15
  make,
• 20:16
  you
• 20:16
  know,
• 20:17
  then
• 20:17
  output
• 20:18
  for
• 20:18
  you
• 20:19
  the
• 20:19
  best
• 20:19
  prices
• 20:20
  that
• 20:20
  you,
• 20:20
  that
• 20:21
  you
• 20:21
  need
• 20:21
  where
• 20:22
  you
• 20:22
  could
• 20:22
  truly
• 20:22
  see
• 20:22
  the
• 20:23
  impact.
• 20:24
  Yeah,
• 20:24
  that's
• 20:24
  a
• 20:24
  really,
• 20:24
  that's
• 20:25
  a
• 20:25
  really
• 20:25
  good
• 20:25
  way
• 20:25
  to
• 20:25
  frame
• 20:25
  it
• 20:26
  up
• 20:26
  too.
• 20:26
  I
• 20:26
  think
• 20:26
  for
• 20:26
  our
• 20:26
  listeners
• 20:27
  too
• 20:27
  they're
• 20:27
  like,
• 20:27
  okay,
• 20:27
  because
• 20:28
  that's
• 20:28
  always
• 20:28
  the
• 20:28
  question
• 20:29
  we
• 20:29
  get
• 20:29
  right
• 20:29
  and
• 20:29
  is
• 20:29
  like
• 20:30
  where
• 20:30
  do
• 20:30
  I
• 20:30
  start?
• 20:30
  And
• 20:31
  like
• 20:31
  yep,
• 20:31
  and
• 20:31
  to
• 20:32
  your
• 20:32
  point,
• 20:32
  you
• 20:32
  can
• 20:32
  start
• 20:32
  in
• 20:32
  any
• 20:33
  category
• 20:33
  you
• 20:33
  want
• 20:34
  to
• 20:34
  with
• 20:34
  this.
• 20:34
  But
• 20:34
  you've
• 20:35
  got
• 20:35
  to
• 20:35
  think
• 20:35
  about
• 20:35
  it
• 20:35
  from
• 20:35
  the
• 20:36
  framework
• 20:36
  of
• 20:36
  where
• 20:37
  do
• 20:37
  I
• 20:37
  have
• 20:37
  good
• 20:37
  data
• 20:37
  quality,
• 20:38
  where's
• 20:39
  the
• 20:39
  data
• 20:39
  complete?
• 20:40
  And
• 20:40
  then
• 20:40
  where
• 20:40
  do
• 20:41
  I
• 20:41
  have
• 20:41
  the
• 20:41
  coverage?
• 20:42
  And
• 20:42
  you
• 20:42
  know,
• 20:42
  and
• 20:42
  you've
• 20:42
  got
• 20:42
  to
• 20:43
  do
• 20:43
  kind
• 20:43
  of
• 20:43
  a
• 20:43
  gap
• 20:43
  analysis
• 20:44
  before
• 20:44
  you
• 20:44
  start
• 20:45
  this
• 20:45
  to
• 20:45
  understand
• 20:45
  where
• 20:46
  you're
• 20:46
  going
• 20:46
  to
• 20:46
  have
• 20:46
  the
• 20:46
  most
• 20:46
  effectiveness
• 20:47
  when
• 20:48
  you
• 20:48
  try
• 20:48
  to
• 20:48
  implement
• 20:48
  this
• 20:49
  solution.
• 20:49
  So
• 20:49
  I
• 20:49
  think,
• 20:50
  I
• 20:50
  think
• 20:50
  it's
• 20:50
  really
• 20:50
  smart,
• 20:50
  Anne.
• 20:51
  Yeah,
• 20:52
  I
• 20:52
  mean,
• 20:52
  I
• 20:53
  think
• 20:53
  I'd
• 20:54
  love
• 20:54
  to
• 20:54
  close
• 20:54
  Rajat
• 20:55
  with
• 20:56
  like
• 20:56
  your
• 20:56
  kind
• 20:57
  of
• 20:57
  predictions
• 20:57
  and
• 20:58
  thinking
• 20:58
  about
• 20:59
  where,
• 21:00
  where
• 21:00
  retailers
• 21:01
  who
• 21:01
  are
• 21:01
  investing
• 21:02
  in,
• 21:03
  you
• 21:03
  know,
• 21:03
  competitive
• 21:04
  intelligence
• 21:05
  platforms
• 21:06
  and
• 21:06
  those
• 21:06
  who
• 21:06
  are
• 21:06
  not,
• 21:07
  where,
• 21:08
  where
• 21:08
  does
• 21:09
  the
• 21:09
  future
• 21:10
  lie
• 21:10
  for
• 21:10
  them,
• 21:12
  especially
• 21:12
  in
• 21:12
  regards
• 21:13
  to
• 21:13
  pricing
• 21:13
  mean,
• 21:13
  what's
• 21:14
  the
• 21:14
  end
• 21:14
  result
• 21:15
  here?
• 21:16
  Yeah,
• 21:17
  I
• 21:18
  firmly
• 21:18
  believe
• 21:19
  that
• 21:19
  competitive
• 21:20
  intelligence
• 21:20
  is
• 21:20
  one
• 21:21
  of
• 21:21
  the
• 21:21
  most
• 21:21
  important
• 21:22
  input
• 21:22
  into
• 21:23
  your
• 21:23
  pricing
• 21:23
  strategy
• 21:24
  right
• 21:24
  now.
• 21:25
  Whether
• 21:25
  or
• 21:25
  not
• 21:25
  you
• 21:25
  choose
• 21:26
  to
• 21:26
  match
• 21:26
  prices
• 21:27
  with
• 21:27
  your
• 21:27
  competitors
• 21:28
  or
• 21:28
  whether
• 21:29
  or
• 21:29
  not
• 21:29
  you
• 21:29
  don't
• 21:30
  want
• 21:30
  to
• 21:30
  be
• 21:30
  the
• 21:31
  prize
• 21:31
  leader
• 21:31
  in
• 21:32
  the
• 21:32
  market
• 21:32
  is
• 21:32
  a
• 21:32
  very
• 21:32
  different
• 21:33
  question.
• 21:34
  But
• 21:36
  irrespective
• 21:36
  of
• 21:37
  what
• 21:37
  kind
• 21:37
  of
• 21:38
  high,
• 21:39
  low
• 21:39
  strategy
• 21:39
  or
• 21:40
  everyday
• 21:40
  low
• 21:40
  prices
• 21:40
  strategy
• 21:41
  that
• 21:41
  you
• 21:41
  have
• 21:41
  as
• 21:41
  a
• 21:41
  retailer,
• 21:43
  the
• 21:43
  reality
• 21:44
  is
• 21:44
  that
• 21:45
  you
• 21:45
  have
• 21:45
  to
• 21:45
  make
• 21:46
  sure
• 21:46
  that
• 21:47
  the
• 21:47
  perception
• 21:48
  of
• 21:49
  value
• 21:49
  that
• 21:50
  your
• 21:50
  customer
• 21:51
  gets
• 21:51
  by
• 21:51
  shopping
• 21:52
  in
• 21:52
  your
• 21:52
  store,
• 21:53
  which
• 21:53
  is
• 21:53
  a
• 21:54
  combination
• 21:54
  of
• 21:54
  price,
• 21:55
  experience,
• 21:59
  convenience,
• 22:01
  quality
• 22:01
  of
• 22:02
  products,
• 22:06
  that
• 22:06
  has
• 22:07
  to
• 22:07
  raise
• 22:07
  the
• 22:07
  bar
• 22:08
  with
• 22:08
  respect
• 22:08
  to
• 22:09
  your
• 22:09
  competition.
• 22:10
  And
• 22:10
  you
• 22:11
  cannot
• 22:12
  ignore
• 22:13
  Comp
• 22:14
  intel,
• 22:14
  which
• 22:15
  sort
• 22:15
  of
• 22:15
  covers
• 22:16
  a
• 22:17
  lot
• 22:17
  of
• 22:17
  those
• 22:17
  bases
• 22:18
  as
• 22:18
  input
• 22:19
  data
• 22:20
  anymore.
• 22:21
  So
• 22:22
  my
• 22:23
  recommendation
• 22:23
  to
• 22:24
  all
• 22:24
  our
• 22:24
  retailer
• 22:24
  fans
• 22:25
  is
• 22:25
  that
• 22:25
  if
• 22:25
  you're
• 22:26
  operating
• 22:26
  in
• 22:26
  a
• 22:26
  high
• 22:26
  velocity
• 22:27
  category,
• 22:28
  definitely
• 22:29
  look
• 22:30
  at
• 22:30
  Comp
• 22:30
  intel
• 22:31
  data
• 22:32
  as
• 22:33
  a
• 22:33
  key
• 22:33
  input
• 22:33
  strategy.
• 22:35
  Well,
• 22:35
  and,
• 22:35
  and
• 22:36
  Raja,
• 22:36
  just
• 22:37
  one
• 22:37
  more
• 22:37
  thing.
• 22:37
  Like,
• 22:37
  I
• 22:37
  think
• 22:38
  you
• 22:38
  have
• 22:39
  to
• 22:39
  be
• 22:39
  with
• 22:40
  all
• 22:40
  of
• 22:40
  the,
• 22:40
  the
• 22:41
  constant
• 22:42
  changes
• 22:42
  to
• 22:43
  pricing
• 22:43
  right
• 22:44
  now
• 22:44
  and
• 22:44
  like
• 22:45
  you
• 22:45
  said
• 22:45
  earlier,
• 22:45
  you
• 22:46
  know,
• 22:46
  making
• 22:46
  sure
• 22:47
  that
• 22:47
  you
• 22:47
  have
• 22:48
  the
• 22:48
  flexibility
• 22:48
  as
• 22:49
  a
• 22:49
  retailer
• 22:50
  to
• 22:50
  make
• 22:50
  sure
• 22:50
  that
• 22:51
  you
• 22:51
  adhere
• 22:51
  to
• 22:52
  certain
• 22:53
  pricing
• 22:53
  rules
• 22:54
  that
• 22:54
  you've
• 22:54
  set
• 22:54
  up
• 22:54
  for
• 22:54
  yourself,
• 22:55
  like
• 22:55
  in
• 22:55
  produce.
• 22:56
  Like,
• 22:56
  we're
• 22:56
  always
• 22:56
  going
• 22:57
  to
• 22:57
  be,
• 22:57
  you
• 22:57
  know,
• 22:58
  we're
• 22:58
  going
• 22:58
  to
• 22:58
  always
• 22:58
  going
• 22:59
  to
• 22:59
  try
• 22:59
  to
• 22:59
  hit
• 22:59
  the
• 23:00
  price
• 23:00
  in
• 23:00
  produce
• 23:00
  so
• 23:01
  that
• 23:01
  we
• 23:01
  can
• 23:01
  get
• 23:01
  people
• 23:01
  in
• 23:02
  and
• 23:02
  maybe
• 23:02
  we
• 23:02
  can
• 23:02
  adjust
• 23:03
  margins
• 23:04
  on
• 23:04
  some
• 23:04
  of
• 23:04
  the
• 23:04
  other
• 23:04
  things
• 23:05
  that
• 23:05
  we
• 23:05
  have
• 23:05
  in
• 23:05
  our
• 23:05
  store.
• 23:06
  But
• 23:07
  like,
• 23:07
  how
• 23:08
  important
• 23:08
  is
• 23:08
  it
• 23:09
  that
• 23:09
  you
• 23:09
  have
• 23:09
  that
• 23:10
  agility
• 23:10
  in
• 23:11
  pricing
• 23:11
  as
• 23:12
  we
• 23:12
  head
• 23:12
  into
• 23:12
  the
• 23:13
  future?
• 23:14
  Yeah.
• 23:15
  So
• 23:15
  look,
• 23:15
  I
• 23:16
  will
• 23:16
  tell
• 23:16
  you
• 23:16
  that
• 23:16
  there
• 23:16
  are
• 23:16
  categories
• 23:17
  that
• 23:17
  we
• 23:17
  operate
• 23:18
  in
• 23:18
  where
• 23:18
  retailers
• 23:19
  are
• 23:19
  changing
• 23:20
  price
• 23:20
  at
• 23:20
  least
• 23:21
  four
• 23:21
  to
• 23:21
  six
• 23:21
  times
• 23:22
  in
• 23:22
  a
• 23:22
  day.
• 23:23
  Wow.
• 23:23
  Wow.
• 23:24
  Cross
• 23:24
  key
• 23:24
  value
• 23:25
  items.
• 23:26
  Sure.
• 23:26
  This
• 23:27
  is
• 23:27
  not
• 23:28
  during
• 23:28
  the
• 23:28
  holidays.
• 23:29
  And
• 23:30
  during
• 23:30
  the
• 23:30
  holidays
• 23:31
  the
• 23:31
  war
• 23:32
  can
• 23:32
  become
• 23:32
  so
• 23:33
  intense
• 23:35
  where
• 23:35
  prices
• 23:36
  may
• 23:36
  be
• 23:36
  changing
• 23:37
  every
• 23:38
  five
• 23:38
  to
• 23:38
  15
• 23:39
  minutes
• 23:39
  across.
• 23:42
  So
• 23:43
  it's
• 23:44
  imperative
• 23:44
  that
• 23:45
  you
• 23:45
  are
• 23:45
  able
• 23:45
  to
• 23:45
  respond
• 23:46
  to
• 23:46
  them.
• 23:48
  Again,
• 23:48
  not
• 23:48
  every
• 23:49
  category
• 23:49
  is
• 23:49
  the
• 23:49
  same,
• 23:50
  but
• 23:51
  we
• 23:51
  are
• 23:51
  at
• 23:51
  a
• 23:52
  point
• 23:52
  where
• 23:52
  we
• 23:53
  see
• 23:53
  that
• 23:55
  daily.
• 23:56
  Most
• 23:56
  of
• 23:56
  our
• 23:56
  customers,
• 23:57
  especially
• 23:57
  in
• 23:57
  the
• 23:57
  grocery
• 23:58
  space,
• 23:58
  want
• 23:58
  the
• 23:59
  data
• 23:59
  daily
• 24:00
  to
• 24:00
  be
• 24:00
  able
• 24:00
  to
• 24:01
  see
• 24:01
  the
• 24:01
  changes
• 24:01
  in
• 24:01
  the
• 24:01
  market
• 24:02
  and
• 24:02
  be
• 24:02
  able
• 24:02
  to
• 24:02
  respond
• 24:03
  to
• 24:03
  them.
• 24:03
  And
• 24:04
  especially
• 24:04
  with,
• 24:05
  as
• 24:05
  technology
• 24:06
  is
• 24:06
  evolving
• 24:07
  around
• 24:07
  us,
• 24:07
  for
• 24:07
  example,
• 24:08
  the
• 24:08
  electronic
• 24:08
  shelf
• 24:09
  labels.
• 24:09
  So
• 24:09
  look,
• 24:10
  I
• 24:10
  was
• 24:11
  going
• 24:11
  to
• 24:11
  say.
• 24:11
  Yeah,
• 24:13
  that's
• 24:14
  going
• 24:14
  to
• 24:14
  accelerate
• 24:15
  the
• 24:15
  adoption
• 24:16
  of
• 24:16
  price
• 24:16
  optimization
• 24:17
  and
• 24:17
  competitive
• 24:18
  intelligence
• 24:18
  even
• 24:19
  more.
• 24:19
  Now,
• 24:20
  initially
• 24:20
  you
• 24:21
  had
• 24:21
  the
• 24:21
  friction
• 24:21
  of
• 24:21
  somebody
• 24:22
  going
• 24:22
  in,
• 24:22
  sticking
• 24:23
  to
• 24:23
  labels,
• 24:23
  all
• 24:23
  of
• 24:24
  that,
• 24:24
  but
• 24:24
  now,
• 24:24
  hey,
• 24:24
  you
• 24:24
  know
• 24:25
  what?
• 24:25
  You
• 24:25
  know,
• 24:26
  you
• 24:26
  got
• 24:26
  a
• 24:27
  husband,
• 24:28
  shell
• 24:28
  fetch,
• 24:29
  you're
• 24:30
  gonna
• 24:30
  do
• 24:30
  great
• 24:30
  in
• 24:30
  terms
• 24:31
  of
• 24:31
  responding
• 24:31
  to
• 24:32
  the,
• 24:32
  the
• 24:32
  market,
• 24:33
  you
• 24:33
  know,
• 24:33
  without
• 24:34
  even
• 24:34
  thinking
• 24:34
  about
• 24:34
  it.
• 24:35
  It's
• 24:35
  all
• 24:35
  automated.
• 24:36
  Yeah,
• 24:37
  yeah,
• 24:37
  right.
• 24:37
  Yeah,
• 24:38
  yeah,
• 24:38
  no,
• 24:38
  yeah,
• 24:38
  that,
• 24:39
  that's
• 24:39
  what
• 24:39
  it
• 24:39
  tells
• 24:39
  me,
• 24:39
  too,
• 24:40
  is
• 24:40
  like,
• 24:40
  if
• 24:40
  people
• 24:40
  are
• 24:40
  trying
• 24:41
  to
• 24:41
  change
• 24:41
  prices
• 24:41
  that
• 24:42
  much
• 24:42
  online,
• 24:42
  whether
• 24:43
  you
• 24:43
  know
• 24:43
  what,
• 24:44
  you
• 24:44
  know,
• 24:44
  they're
• 24:44
  going
• 24:44
  to
• 24:44
  want
• 24:44
  to
• 24:45
  start
• 24:45
  doing
• 24:45
  that
• 24:45
  in
• 24:45
  store
• 24:45
  and
• 24:46
  they're
• 24:46
  going
• 24:46
  to
• 24:46
  look
• 24:46
  to,
• 24:46
  you
• 24:46
  know,
• 24:46
  companies
• 24:47
  like
• 24:47
  the
• 24:47
  Vision
• 24:47
  Group,
• 24:48
  like
• 24:48
  we
• 24:48
  cover
• 24:48
  on
• 24:48
  our
• 24:48
  show
• 24:49
  all
• 24:49
  the
• 24:49
  time,
• 24:49
  and
• 24:50
  try
• 24:50
  to
• 24:50
  figure
• 24:50
  out
• 24:51
  how
• 24:51
  to
• 24:51
  do
• 24:51
  that
• 24:51
  so.
• 24:52
  Well,
• 24:53
  thank
• 24:53
  you,
• 24:53
  Rajat.
• 24:54
  That
• 24:54
  was
• 24:54
  really,
• 24:54
  really
• 24:55
  interesting.
• 24:55
  A
• 24:55
  lot
• 24:55
  of
• 24:56
  nuggets
• 24:56
  from
• 24:56
  the
• 24:56
  conversation.
• 24:57
  I
• 24:57
  think
• 24:57
  I
• 24:57
  said
• 24:57
  the
• 24:57
  nugget,
• 24:58
  the
• 24:58
  word
• 24:58
  nugget,
• 24:58
  like
• 24:59
  three
• 24:59
  or
• 24:59
  four
• 24:59
  times,
• 24:59
  maybe,
• 25:00
  or
• 25:00
  more.
• 25:01
  Who
• 25:01
  knows?
• 25:02
  Because
• 25:02
  I
• 25:02
  never
• 25:03
  thought
• 25:03
  about,
• 25:03
  I
• 25:03
  never
• 25:03
  thought
• 25:03
  about
• 25:04
  pricing
• 25:04
  intelligence
• 25:05
  only
• 25:05
  being
• 25:05
  as
• 25:06
  good
• 25:06
  as
• 25:06
  the
• 25:06
  competitive
• 25:07
  data
• 25:07
  that
• 25:07
  feeds
• 25:08
  it,
• 25:08
  feeds
• 25:08
  the
• 25:08
  algorithms.
• 25:09
  I
• 25:09
  mean,
• 25:09
  it's
• 25:10
  intuitive,
• 25:10
  but
• 25:10
  it's
• 25:10
  something
• 25:11
  that
• 25:11
  I
• 25:12
  know
• 25:12
  I
• 25:12
  personally
• 25:12
  had
• 25:12
  never
• 25:13
  thought
• 25:13
  of.
• 25:13
  So
• 25:13
  if
• 25:14
  people
• 25:14
  want
• 25:14
  to
• 25:14
  get
• 25:14
  in
• 25:14
  touch
• 25:15
  with
• 25:15
  you
• 25:16
  or
• 25:16
  anyone
• 25:16
  else
• 25:17
  at
• 25:17
  Clear
• 25:17
  Demand,
• 25:17
  what's
• 25:17
  the
• 25:18
  best
• 25:18
  way
• 25:18
  for
• 25:18
  them
• 25:18
  to
• 25:18
  do
• 25:18
  that?
• 25:21
  Please
• 25:21
  definitely
• 25:21
  reach
• 25:21
  out
• 25:22
  to
• 25:22
  us
• 25:22
  on
• 25:22
  our
• 25:22
  website.
• 25:23
  Our
• 25:23
  website
• 25:23
  is
• 25:23
  www.cleardemand.com.
• 25:25
  please
• 25:26
  request
• 25:26
  for
• 25:26
  a
• 25:26
  demo.
• 25:27
  There's
• 25:27
  a
• 25:28
  easy
• 25:28
  form
• 25:29
  to
• 25:29
  fill
• 25:29
  and
• 25:30
  we'll
• 25:30
  promptly
• 25:30
  get
• 25:30
  back
• 25:31
  to
• 25:31
  you.
• 25:32
  That
• 25:33
  sounds
• 25:33
  amazing.
• 25:34
  That
• 25:34
  wraps
• 25:35
  us
• 25:35
  up.
• 25:35
  Thank
• 25:36
  you
• 25:36
  so
• 25:36
  much,
• 25:37
  Rajat
• 25:38
  Nigam,
• 25:38
  for
• 25:38
  sitting
• 25:38
  down
• 25:39
  with
• 25:39
  us
• 25:39
  today.
• 25:40
  And
• 25:40
  to
• 25:40
  everyone
• 25:41
  out
• 25:41
  there
• 25:41
  who
• 25:41
  is
• 25:42
  listening
• 25:42
  in,
• 25:43
  and
• 25:43
  as
• 25:43
  always,
• 25:43
  on
• 25:44
  behalf
• 25:44
  of
• 25:44
  all
• 25:44
  of
• 25:44
  us
• 25:45
  here
• 25:45
  at
• 25:45
  Omnitalk,
• 25:45
  be
• 25:46
  careful
• 25:46
  out
• 25:46
  there.