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From Consultant To CEO: Neil Stern's Journey At Good Food Holdings · Omni Talk Retail

• 0:00
  Hello,
• 0:00
  everyone.
• 0:01
  Welcome
• 0:01
  back.
• 0:01
  This
• 0:02
  is
• 0:02
  Omnitalk
• 0:02
  Retail.
• 0:03
  I'm
• 0:03
  Chris
• 0:03
  Walton.
• 0:03
  And
• 0:04
  I'm
• 0:04
  Ann
• 0:04
  Mazingo.
• 0:04
  And
• 0:05
  we
• 0:05
  are
• 0:05
  coming
• 0:05
  to
• 0:05
  you
• 0:05
  live
• 0:06
  for
• 0:06
  the
• 0:06
  final
• 0:07
  time
• 0:07
  from
• 0:08
  grocery
• 0:08
  shop
• 0:09
  today
• 0:09
  from
• 0:09
  the
• 0:09
  fusion
• 0:10
  group's
• 0:10
  booth.
• 0:11
  Booth
• 0:11
  a
• 0:12
  210.
• 0:13
  And
• 0:13
  standing
• 0:14
  between
• 0:14
  us,
• 0:14
  Ann,
• 0:15
  is
• 0:15
  Neal
• 0:15
  Stern,
• 0:16
  the
• 0:16
  CEO
• 0:17
  of
• 0:17
  Good
• 0:17
  Food
• 0:18
  Holdings.
• 0:19
  Neil,
• 0:19
  welcome
• 0:19
  to
• 0:19
  Omnitalk.
• 0:20
  Thank
• 0:20
  you.
• 0:21
  Neil,
• 0:22
  we
• 0:22
  gotta
• 0:22
  start
• 0:23
  with
• 0:23
  your
• 0:23
  background,
• 0:23
  because
• 0:24
  you
• 0:24
  maybe
• 0:24
  have
• 0:24
  one
• 0:24
  of
• 0:25
  the
• 0:25
  most
• 0:25
  interesting
• 0:25
  backgrounds
• 0:26
  of
• 0:27
  anybody
• 0:27
  that
• 0:27
  we've
• 0:27
  interviewed
• 0:28
  so
• 0:28
  far
• 0:28
  here.
• 0:29
  You
• 0:29
  were
• 0:29
  a
• 0:29
  longtime
• 0:30
  consultant,
• 0:31
  and
• 0:31
  then
• 0:31
  for
• 0:31
  some
• 0:32
  reason,
• 0:32
  now
• 0:32
  you've
• 0:33
  decided
• 0:33
  back.
• 0:33
  In,
• 0:33
  what,
• 0:34
  2020,
• 0:34
  you
• 0:35
  middle
• 0:36
  of
• 0:36
  COVID.
• 0:36
  Middle
• 0:37
  of
• 0:37
  COVID
• 0:37
  That's
• 0:37
  a
• 0:38
  hint.
• 0:38
  That's
• 0:38
  a
• 0:38
  hint.
• 0:38
  You're
• 0:38
  like,
• 0:40
  this
• 0:40
  is
• 0:40
  a
• 0:40
  good
• 0:40
  time
• 0:41
  for
• 0:41
  me
• 0:41
  to
• 0:41
  go
• 0:42
  and
• 0:42
  become
• 0:42
  CEO
• 0:43
  of
• 0:43
  Good
• 0:43
  Food
• 0:43
  holdings.
• 0:44
  Tell
• 0:44
  us
• 0:44
  a
• 0:44
  little
• 0:44
  bit
• 0:45
  about
• 0:45
  that
• 0:45
  journey.
• 0:45
  So,
• 0:46
  first
• 0:46
  of
• 0:46
  all,
• 0:46
  I
• 0:46
  did
• 0:46
  it
• 0:47
  exactly
• 0:47
  backwards.
• 0:48
  So
• 0:48
  you're
• 0:48
  supposed
• 0:49
  to
• 0:49
  have
• 0:49
  a
• 0:49
  real
• 0:49
  job
• 0:50
  that
• 0:50
  is
• 0:50
  being
• 0:50
  a
• 0:50
  retailer,
• 0:51
  and
• 0:51
  then
• 0:51
  you
• 0:51
  can
• 0:51
  become
• 0:51
  a
• 0:52
  cult
• 0:52
  consultant
• 0:52
  in
• 0:52
  your
• 0:52
  golden
• 0:53
  years.
• 0:54
  Dispense
• 0:54
  advice.
• 0:55
  I
• 0:55
  did
• 0:55
  it
• 0:55
  completely
• 0:55
  the
• 0:56
  opposite.
• 0:56
  It's
• 0:57
  2020.
• 0:58
  It's
• 0:59
  2020.
• 0:59
  I'm
• 0:59
  sitting
• 1:00
  in
• 1:00
  my
• 1:00
  daughter's
• 1:01
  bedroom
• 1:01
  making
• 1:02
  zoom
• 1:02
  calls
• 1:02
  because
• 1:03
  it's
• 1:03
  the
• 1:03
  middle
• 1:03
  of
• 1:03
  COVID
• 1:04
  And
• 1:05
  the.
• 1:06
  The
• 1:07
  parent
• 1:07
  company
• 1:07
  of
• 1:08
  good
• 1:08
  food
• 1:08
  holdings.
• 1:08
  Yeah.
• 1:09
  Is
• 1:09
  a
• 1:10
  large
• 1:10
  korean
• 1:10
  conglomerate
• 1:11
  called
• 1:11
  Emart.
• 1:12
  And
• 1:12
  they
• 1:12
  were
• 1:12
  my
• 1:13
  biggest
• 1:13
  client.
• 1:13
  And
• 1:14
  I
• 1:14
  was,
• 1:14
  you
• 1:14
  know,
• 1:15
  I
• 1:15
  was
• 1:15
  flying
• 1:15
  250,000
• 1:16
  miles
• 1:17
  a
• 1:17
  year,
• 1:17
  going
• 1:17
  around
• 1:17
  the
• 1:18
  world
• 1:18
  doing
• 1:18
  my
• 1:18
  thing,
• 1:19
  and
• 1:19
  they're
• 1:20
  like,
• 1:20
  hey,
• 1:20
  do
• 1:21
  you
• 1:21
  want
• 1:21
  to
• 1:21
  run
• 1:22
  this
• 1:22
  company?
• 1:22
  And
• 1:23
  I'm
• 1:23
  like,
• 1:23
  huh?
• 1:24
  And
• 1:25
  they're,
• 1:25
  no,
• 1:25
  no,
• 1:25
  we
• 1:25
  want
• 1:25
  you
• 1:25
  to
• 1:25
  run
• 1:25
  the
• 1:26
  company.
• 1:26
  And
• 1:26
  I
• 1:26
  was
• 1:26
  sitting
• 1:26
  there
• 1:27
  in
• 1:27
  my
• 1:27
  daughter's
• 1:27
  bedroom
• 1:27
  and
• 1:28
  saying,
• 1:28
  you
• 1:29
  know
• 1:29
  what?
• 1:29
  I
• 1:29
  don't
• 1:29
  know.
• 1:29
  That
• 1:29
  I
• 1:30
  want
• 1:30
  to
• 1:30
  get
• 1:30
  on
• 1:30
  a
• 1:30
  plane
• 1:30
  again.
• 1:31
  Yeah.
• 1:32
  You
• 1:32
  know,
• 1:32
  after
• 1:33
  Covid
• 1:33
  doing
• 1:33
  what
• 1:33
  I
• 1:34
  was
• 1:34
  doing,
• 1:34
  and
• 1:34
  I
• 1:34
  said,
• 1:35
  sure,
• 1:36
  yeah.
• 1:36
  Did
• 1:36
  you
• 1:36
  ask
• 1:37
  the
• 1:37
  Taylor
• 1:37
  Swift
• 1:37
  poster
• 1:38
  behind
• 1:38
  you
• 1:38
  in
• 1:39
  your
• 1:39
  daughter's
• 1:39
  room?
• 1:39
  Like,
• 1:40
  what
• 1:40
  do
• 1:40
  you
• 1:40
  think?
• 1:40
  Taylor?
• 1:41
  She
• 1:41
  was
• 1:41
  out
• 1:41
  of
• 1:41
  the
• 1:41
  Taylor
• 1:42
  phase
• 1:42
  by
• 1:42
  then,
• 1:43
  but.
• 1:43
  Yes,
• 1:43
  but
• 1:43
  we
• 1:44
  invested
• 1:44
  heavily
• 1:44
  in
• 1:44
  Taylor
• 1:45
  until.
• 1:46
  You
• 1:46
  were
• 1:46
  long
• 1:46
  on
• 1:46
  Taylor.
• 1:47
  Yeah,
• 1:47
  we're
• 1:47
  very
• 1:47
  long
• 1:48
  on
• 1:48
  Taylor.
• 1:48
  Yeah.
• 1:48
  Who
• 1:49
  is
• 1:49
  it?
• 1:49
  Actually,
• 1:50
  you
• 1:50
  gotta
• 1:50
  support
• 1:50
  Taylor.
• 1:51
  Yes.
• 1:52
  Yeah.
• 1:52
  So
• 1:54
  great
• 1:54
  change.
• 1:54
  It
• 1:55
  took
• 1:55
  me
• 1:55
  out
• 1:55
  to
• 1:55
  California.
• 1:56
  My
• 1:57
  wife
• 1:57
  and
• 1:57
  I,
• 1:58
  our
• 1:59
  plans
• 1:59
  have
• 1:59
  always
• 1:59
  been,
• 2:00
  we're
• 2:00
  going
• 2:00
  to
• 2:00
  retire
• 2:00
  to
• 2:00
  California.
• 2:01
  So
• 2:01
  I
• 2:02
  just
• 2:02
  made
• 2:02
  the
• 2:02
  pilgrimage
• 2:03
  a
• 2:03
  little
• 2:03
  bit
• 2:03
  earlier
• 2:04
  to
• 2:04
  go
• 2:04
  there.
• 2:04
  And
• 2:05
  good
• 2:05
  food
• 2:06
  holdings,
• 2:06
  I
• 2:06
  was
• 2:06
  on
• 2:06
  the
• 2:06
  board.
• 2:07
  I
• 2:07
  helped
• 2:08
  do
• 2:08
  the
• 2:08
  two
• 2:08
  acquisitions
• 2:09
  to
• 2:09
  put
• 2:09
  the
• 2:09
  company
• 2:10
  together.
• 2:10
  Okay.
• 2:11
  So
• 2:11
  I
• 2:11
  knew
• 2:12
  the
• 2:12
  team,
• 2:12
  and
• 2:12
  it
• 2:12
  was
• 2:13
  like
• 2:13
  a
• 2:13
  great
• 2:13
  opportunity
• 2:14
  to,
• 2:15
  you
• 2:15
  know,
• 2:15
  change
• 2:15
  the
• 2:16
  real.
• 2:16
  Yeah.
• 2:17
  Yeah,
• 2:17
  man.
• 2:18
  Amazing.
• 2:19
  So,
• 2:19
  Neil,
• 2:19
  so
• 2:20
  one
• 2:20
  of
• 2:20
  the
• 2:20
  reasons
• 2:20
  we
• 2:20
  were
• 2:20
  interested
• 2:21
  in
• 2:21
  talking
• 2:21
  to
• 2:21
  you
• 2:21
  today
• 2:22
  is
• 2:23
  we
• 2:23
  were
• 2:23
  talking
• 2:23
  about
• 2:23
  this
• 2:23
  a
• 2:23
  little
• 2:23
  bit
• 2:24
  beforehand,
• 2:24
  too.
• 2:24
  Even
• 2:25
  before
• 2:25
  we
• 2:25
  started
• 2:25
  hitting
• 2:25
  record,
• 2:26
  you
• 2:26
  were
• 2:26
  one
• 2:27
  of
• 2:27
  the
• 2:27
  first
• 2:27
  people
• 2:28
  to
• 2:28
  jump
• 2:28
  feet
• 2:28
  first
• 2:29
  into
• 2:29
  the
• 2:29
  water
• 2:29
  on
• 2:29
  this
• 2:30
  idea
• 2:30
  of
• 2:30
  the
• 2:30
  connected
• 2:31
  store.
• 2:31
  Yes.
• 2:32
  Why
• 2:32
  did
• 2:32
  you
• 2:33
  feel
• 2:33
  that
• 2:33
  was
• 2:33
  such
• 2:33
  an
• 2:33
  important
• 2:34
  thing
• 2:34
  to
• 2:35
  embark
• 2:35
  upon,
• 2:35
  particularly
• 2:37
  as
• 2:37
  a
• 2:37
  new
• 2:37
  CEO?
• 2:38
  Yeah,
• 2:39
  I
• 2:39
  would
• 2:39
  say,
• 2:41
  first
• 2:41
  of
• 2:41
  all,
• 2:41
  I
• 2:41
  give
• 2:42
  credit
• 2:42
  to
• 2:42
  myself.
• 2:43
  When
• 2:43
  I
• 2:43
  took
• 2:43
  over,
• 2:44
  our
• 2:44
  e
• 2:44
  commerce
• 2:44
  sales
• 2:44
  shot
• 2:45
  up
• 2:45
  450%
• 2:46
  upon
• 2:47
  me
• 2:47
  taking
• 2:47
  over
• 2:47
  the
• 2:48
  company.
• 2:48
  Just
• 2:49
  solely
• 2:50
  nothing
• 2:51
  to
• 2:51
  do
• 2:51
  with
• 2:51
  anything.
• 2:52
  No
• 2:52
  external
• 2:53
  what
• 2:53
  was
• 2:53
  going
• 2:53
  on
• 2:53
  at
• 2:53
  that
• 2:53
  time.
• 2:54
  I
• 2:54
  forgot.
• 2:55
  We
• 2:55
  just
• 2:55
  talked
• 2:55
  about
• 2:55
  it,
• 2:55
  but
• 2:56
  I
• 2:56
  can't
• 2:56
  remember.
• 2:57
  There
• 2:57
  might
• 2:58
  have
• 2:58
  been
• 2:58
  a
• 2:58
  little
• 2:58
  Covid,
• 2:59
  but,
• 2:59
  you
• 3:00
  know,
• 3:00
  but
• 3:01
  seriously,
• 3:02
  we
• 3:02
  went
• 3:02
  from
• 3:03
  being,
• 3:03
  I
• 3:03
  would
• 3:03
  say
• 3:03
  we
• 3:04
  were
• 3:04
  technology
• 3:04
  luddites
• 3:05
  at
• 3:05
  good
• 3:05
  food
• 3:06
  holdings.
• 3:06
  We
• 3:07
  had
• 3:07
  no
• 3:07
  self
• 3:07
  checkouts.
• 3:08
  We
• 3:08
  had
• 3:09
  very
• 3:09
  little
• 3:09
  technology.
• 3:11
  And
• 3:12
  I
• 3:12
  don't
• 3:12
  think
• 3:12
  I
• 3:12
  did
• 3:13
  it.
• 3:13
  I
• 3:13
  think
• 3:13
  our
• 3:13
  customers
• 3:14
  did
• 3:14
  it
• 3:15
  for
• 3:15
  us.
• 3:16
  So
• 3:16
  we
• 3:16
  went
• 3:16
  in.
• 3:17
  You
• 3:17
  know,
• 3:17
  it
• 3:17
  sounds.
• 3:17
  It
• 3:18
  sounds.
• 3:18
  Pushed
• 3:18
  it.
• 3:18
  They
• 3:19
  pushed
• 3:19
  it,
• 3:19
  but
• 3:19
  it
• 3:19
  sounds
• 3:19
  boring.
• 3:20
  But
• 3:20
  an
• 3:20
  18
• 3:20
  months
• 3:21
  period
• 3:21
  of
• 3:21
  time,
• 3:21
  we
• 3:21
  went
• 3:22
  from
• 3:22
  zero
• 3:22
  self
• 3:22
  checkouts
• 3:23
  to
• 3:23
  having
• 3:23
  self
• 3:24
  checkout
• 3:24
  across
• 3:24
  the
• 3:25
  chain.
• 3:25
  Why?
• 3:25
  Because
• 3:25
  our
• 3:26
  customers
• 3:26
  wanted
• 3:26
  it.
• 3:27
  As
• 3:27
  soon
• 3:27
  as
• 3:28
  we
• 3:28
  put
• 3:28
  it
• 3:28
  in,
• 3:29
  you
• 3:29
  know,
• 3:30
  40%
• 3:30
  of
• 3:30
  our
• 3:30
  transactions
• 3:31
  went
• 3:31
  self
• 3:31
  checkout.
• 3:32
  Thankfully,
• 3:32
  other
• 3:33
  retailers
• 3:33
  trained
• 3:33
  them
• 3:34
  right.
• 3:34
  And
• 3:34
  then
• 3:34
  we're
• 3:35
  saying,
• 3:35
  okay,
• 3:35
  this
• 3:35
  is
• 3:36
  great.
• 3:36
  Now
• 3:36
  what
• 3:37
  can
• 3:37
  we
• 3:37
  do?
• 3:37
  That's,
• 3:37
  you
• 3:38
  know,
• 3:38
  I
• 3:38
  don't
• 3:38
  think
• 3:38
  we're
• 3:38
  going
• 3:38
  to
• 3:39
  do
• 3:39
  a
• 3:39
  whole
• 3:39
  segment
• 3:39
  on,
• 3:40
  you
• 3:40
  know,
• 3:41
  trailing
• 3:41
  self
• 3:42
  checkout
• 3:42
  by
• 3:42
  30
• 3:42
  years.
• 3:43
  So
• 3:43
  then
• 3:43
  it
• 3:44
  was
• 3:44
  like,
• 3:44
  all
• 3:44
  right,
• 3:44
  you
• 3:44
  know,
• 3:45
  what
• 3:45
  can,
• 3:45
  what
• 3:45
  can
• 3:46
  we
• 3:46
  do?
• 3:46
  We're
• 3:46
  game
• 3:46
  if
• 3:47
  you
• 3:47
  are.
• 3:47
  Yeah,
• 3:48
  I
• 3:48
  would
• 3:48
  speak
• 3:49
  for
• 3:49
  yourself,
• 3:49
  Chris,
• 3:51
  but,
• 3:51
  you
• 3:51
  know,
• 3:51
  yeah,
• 3:52
  let's
• 3:52
  take
• 3:52
  this
• 3:53
  and
• 3:53
  figure
• 3:53
  out,
• 3:53
  all
• 3:53
  right,
• 3:54
  what
• 3:54
  is
• 3:54
  the
• 3:54
  consumer
• 3:55
  going
• 3:55
  to
• 3:55
  look
• 3:55
  for
• 3:55
  us
• 3:56
  in
• 3:56
  the
• 3:56
  future?
• 3:57
  And,
• 3:58
  you
• 3:58
  know,
• 3:58
  we
• 3:58
  had
• 3:58
  been
• 3:58
  playing
• 3:59
  around
• 3:59
  with
• 3:59
  different
• 3:59
  technologies
• 4:00
  here
• 4:00
  and
• 4:00
  there,
• 4:01
  and
• 4:01
  Instacart
• 4:01
  came
• 4:02
  with
• 4:02
  a
• 4:02
  vision
• 4:02
  of
• 4:02
  connected
• 4:03
  store,
• 4:03
  and
• 4:04
  we
• 4:04
  said,
• 4:04
  yeah,
• 4:04
  that's
• 4:05
  it.
• 4:05
  Because
• 4:06
  we
• 4:06
  have
• 4:06
  a
• 4:06
  lot
• 4:07
  of
• 4:07
  disparate
• 4:07
  pieces
• 4:07
  of
• 4:08
  technology
• 4:08
  that
• 4:08
  don't
• 4:09
  talk
• 4:09
  to
• 4:09
  each
• 4:09
  other.
• 4:10
  What
• 4:10
  if
• 4:10
  we
• 4:10
  were
• 4:10
  able
• 4:10
  to
• 4:10
  connect
• 4:11
  it
• 4:11
  for
• 4:11
  the
• 4:11
  consumer?
• 4:12
  Right?
• 4:12
  So
• 4:13
  right
• 4:13
  now,
• 4:13
  I'd
• 4:13
  say
• 4:13
  there's
• 4:14
  a
• 4:14
  huge
• 4:14
  disconnect
• 4:15
  between
• 4:15
  what
• 4:15
  happens
• 4:16
  online,
• 4:16
  what
• 4:16
  happens
• 4:16
  in
• 4:17
  store.
• 4:17
  How
• 4:18
  do
• 4:18
  you
• 4:18
  start
• 4:18
  to
• 4:18
  bring
• 4:18
  those
• 4:18
  pieces
• 4:19
  together?
• 4:20
  And
• 4:20
  that
• 4:20
  vision
• 4:21
  kind
• 4:21
  of
• 4:21
  captivated
• 4:22
  us.
• 4:22
  And
• 4:22
  we
• 4:22
  said,
• 4:23
  yeah,
• 4:23
  let's
• 4:24
  do
• 4:24
  it.
• 4:24
  And
• 4:25
  of
• 4:25
  course,
• 4:25
  Instacart
• 4:25
  wanted
• 4:25
  to
• 4:26
  go
• 4:26
  somewhere
• 4:26
  sunny
• 4:26
  and
• 4:26
  warm.
• 4:27
  So
• 4:27
  here
• 4:27
  we
• 4:27
  are
• 4:27
  at
• 4:28
  Bristol
• 4:28
  Farms,
• 4:28
  and
• 4:28
  they're
• 4:29
  like,
• 4:29
  yeah,
• 4:30
  travel
• 4:30
  south.
• 4:31
  We'll
• 4:31
  come
• 4:31
  to
• 4:32
  Santa
• 4:32
  Monica
• 4:33
  and
• 4:33
  put
• 4:33
  some
• 4:33
  stuff
• 4:33
  in,
• 4:34
  and
• 4:34
  that's
• 4:35
  what
• 4:35
  we've
• 4:35
  been
• 4:35
  doing.
• 4:35
  Right.
• 4:36
  And
• 4:36
  how
• 4:36
  do
• 4:36
  you
• 4:36
  think
• 4:36
  you
• 4:37
  have
• 4:37
  a
• 4:37
  lot
• 4:37
  of
• 4:37
  banners
• 4:37
  too,
• 4:38
  that
• 4:38
  you
• 4:38
  manage
• 4:39
  as
• 4:39
  well.
• 4:39
  So
• 4:39
  how
• 4:39
  do
• 4:39
  you
• 4:39
  think
• 4:40
  about
• 4:40
  that?
• 4:40
  Because
• 4:41
  the
• 4:41
  data
• 4:41
  component
• 4:42
  of
• 4:42
  that's
• 4:42
  got
• 4:42
  to
• 4:42
  be
• 4:42
  interesting.
• 4:43
  And
• 4:43
  the
• 4:43
  back
• 4:43
  office,
• 4:44
  to
• 4:44
  get
• 4:44
  a
• 4:44
  connected
• 4:45
  store
• 4:45
  off
• 4:45
  the
• 4:45
  ground
• 4:45
  has
• 4:45
  got
• 4:45
  to
• 4:46
  be
• 4:46
  difficult,
• 4:46
  too.
• 4:46
  Yeah.
• 4:47
  Which
• 4:47
  is
• 4:47
  why
• 4:47
  we're
• 4:47
  trialing
• 4:48
  in
• 4:48
  banners.
• 4:48
  So
• 4:49
  one
• 4:49
  of
• 4:49
  the
• 4:49
  wonderful
• 4:50
  benefits
• 4:50
  we
• 4:50
  have
• 4:51
  of
• 4:51
  being.
• 4:51
  That's
• 4:51
  interesting.
• 4:52
  Yeah.
• 4:52
  So
• 4:52
  I'll
• 4:53
  give
• 4:53
  the
• 4:53
  plug.
• 4:53
  Right.
• 4:53
  We
• 4:54
  have
• 4:54
  stores
• 4:54
  from
• 4:54
  San
• 4:54
  Diego
• 4:55
  to
• 4:55
  Seattle.
• 4:55
  Metropolitan
• 4:56
  markets
• 4:56
  in
• 4:56
  Seattle,
• 4:57
  new
• 4:57
  seasons
• 4:57
  in
• 4:58
  Portland,
• 4:58
  new
• 4:58
  Leaf
• 4:59
  in
• 4:59
  Santa
• 4:59
  Cruz,
• 5:00
  Bristol
• 5:00
  Farms,
• 5:00
  Lazy
• 5:00
  Acres,
• 5:01
  southern
• 5:01
  California.
• 5:02
  One
• 5:03
  of
• 5:03
  the
• 5:03
  things
• 5:03
  that
• 5:03
  we
• 5:03
  had
• 5:03
  to
• 5:04
  do
• 5:04
  was
• 5:05
  as
• 5:05
  our
• 5:05
  business
• 5:06
  grew
• 5:06
  450%,
• 5:07
  we
• 5:07
  had
• 5:08
  zero
• 5:08
  way
• 5:08
  to
• 5:09
  scale
• 5:09
  it
• 5:09
  efficiently.
• 5:10
  It
• 5:10
  just
• 5:11
  happened
• 5:11
  by
• 5:11
  happenstance.
• 5:12
  So
• 5:13
  we've
• 5:13
  had
• 5:13
  to
• 5:13
  go
• 5:13
  backwards,
• 5:14
  really,
• 5:15
  in
• 5:16
  our
• 5:16
  data
• 5:16
  journey,
• 5:16
  put
• 5:17
  in
• 5:17
  master
• 5:17
  data
• 5:17
  management,
• 5:18
  put
• 5:19
  in
• 5:19
  clean
• 5:19
  data
• 5:19
  files,
• 5:21
  things
• 5:21
  that
• 5:21
  are
• 5:21
  not
• 5:21
  very
• 5:21
  sexy
• 5:22
  to
• 5:22
  talk
• 5:22
  about,
• 5:23
  but
• 5:23
  we
• 5:23
  needed
• 5:23
  that
• 5:23
  to
• 5:24
  enable
• 5:24
  how
• 5:24
  you
• 5:24
  move
• 5:25
  forward.
• 5:25
  But
• 5:25
  the
• 5:26
  beauty
• 5:26
  of
• 5:26
  what
• 5:26
  we
• 5:26
  have
• 5:27
  is
• 5:27
  we
• 5:28
  can,
• 5:29
  we
• 5:29
  can
• 5:29
  have
• 5:29
  caper
• 5:29
  carts
• 5:30
  in
• 5:30
  southern
• 5:30
  California.
• 5:31
  We
• 5:31
  can
• 5:31
  have
• 5:31
  ESL
• 5:32
  infusion
• 5:33
  booth,
• 5:33
  a
• 5:33
  4210,
• 5:35
  a
• 5:35
  210.
• 5:36
  It's
• 5:37
  a
• 5:37
  good
• 5:37
  thing
• 5:37
  you're
• 5:37
  not
• 5:37
  in
• 5:38
  charge
• 5:38
  of
• 5:38
  directions.
• 5:39
  They
• 5:39
  have
• 5:39
  cupcakes,
• 5:40
  by
• 5:40
  the
• 5:40
  way.
• 5:41
  Sprinkles.
• 5:41
  Yeah.
• 5:43
  You're
• 5:43
  at
• 5:43
  geolocation.
• 5:46
  Walking
• 5:47
  to
• 5:47
  those
• 5:47
  cupcakes.
• 5:48
  So
• 5:49
  what
• 5:49
  enables
• 5:49
  us
• 5:50
  to
• 5:50
  do
• 5:50
  is
• 5:51
  test
• 5:51
  pretty
• 5:51
  quickly
• 5:54
  and
• 5:54
  be
• 5:54
  able
• 5:54
  to
• 5:54
  test
• 5:54
  different
• 5:55
  things.
• 5:56
  So
• 5:56
  I
• 5:56
  can
• 5:56
  test
• 5:57
  something
• 5:57
  different
• 5:57
  in
• 5:57
  Seattle,
• 5:57
  I
• 5:58
  can
• 5:58
  test
• 5:58
  something
• 5:58
  different
• 5:58
  in
• 5:59
  Portland.
• 5:59
  And
• 6:00
  La
• 6:00
  sort
• 6:00
  of
• 6:00
  became
• 6:01
  the
• 6:01
  place
• 6:02
  for
• 6:02
  connected
• 6:02
  store.
• 6:03
  Now
• 6:03
  if
• 6:03
  we
• 6:03
  want
• 6:03
  to
• 6:03
  roll
• 6:04
  that.
• 6:04
  Right.
• 6:05
  That's
• 6:05
  all
• 6:05
  the
• 6:05
  work
• 6:06
  we've
• 6:06
  been
• 6:06
  doing
• 6:06
  with
• 6:07
  a
• 6:07
  lot
• 6:07
  of
• 6:07
  vendors
• 6:08
  around
• 6:08
  this
• 6:08
  room.
• 6:09
  Right.
• 6:09
  You
• 6:09
  know,
• 6:10
  our
• 6:11
  mantra
• 6:11
  sort
• 6:12
  of
• 6:12
  is
• 6:12
  we're
• 6:12
  going
• 6:12
  to
• 6:12
  have
• 6:13
  centralized
• 6:13
  technology,
• 6:14
  we're
• 6:14
  going
• 6:14
  to
• 6:15
  pick
• 6:15
  the
• 6:15
  best
• 6:15
  in
• 6:15
  class
• 6:16
  tool
• 6:16
  and
• 6:17
  then
• 6:17
  have
• 6:17
  localized
• 6:17
  execution
• 6:18
  of
• 6:18
  that.
• 6:19
  Okay.
• 6:19
  Right.
• 6:19
  So
• 6:20
  the
• 6:20
  example
• 6:21
  would
• 6:21
  be
• 6:21
  where
• 6:21
  we're
• 6:22
  all
• 6:22
  on
• 6:22
  storefront
• 6:23
  pro
• 6:24
  as
• 6:24
  our
• 6:24
  e
• 6:24
  commerce
• 6:24
  platform.
• 6:25
  But
• 6:26
  if
• 6:26
  you
• 6:26
  went
• 6:26
  on
• 6:26
  our
• 6:26
  website
• 6:27
  today,
• 6:27
  if
• 6:28
  you
• 6:28
  went
• 6:28
  to
• 6:28
  new
• 6:28
  seasons,
• 6:29
  you're
• 6:29
  going
• 6:29
  to
• 6:29
  see
• 6:29
  them
• 6:29
  talking
• 6:29
  about
• 6:30
  local
• 6:30
  and
• 6:30
  something
• 6:30
  about
• 6:31
  Oregon.
• 6:31
  If
• 6:31
  you
• 6:31
  go
• 6:31
  to
• 6:32
  Bristol
• 6:32
  Farm,
• 6:32
  they
• 6:32
  may
• 6:33
  be
• 6:33
  talking
• 6:33
  about
• 6:33
  me.
• 6:33
  Right.
• 6:34
  So
• 6:34
  we
• 6:34
  have
• 6:34
  the
• 6:34
  ability
• 6:35
  to
• 6:35
  have
• 6:36
  that
• 6:36
  central
• 6:36
  tool,
• 6:37
  but
• 6:37
  then
• 6:37
  have
• 6:37
  the
• 6:37
  local
• 6:37
  people
• 6:38
  execute
• 6:38
  to
• 6:39
  what's
• 6:39
  right
• 6:39
  for
• 6:39
  the
• 6:39
  market.
• 6:40
  Well,
• 6:40
  Neil,
• 6:41
  I
• 6:41
  want
• 6:41
  to
• 6:41
  talk
• 6:41
  for
• 6:41
  a
• 6:42
  little
• 6:42
  bit.
• 6:42
  You
• 6:42
  mentioned
• 6:43
  all
• 6:43
  the
• 6:43
  banners,
• 6:43
  all
• 6:44
  the
• 6:44
  testing
• 6:44
  that
• 6:44
  you're
• 6:45
  doing
• 6:45
  and
• 6:45
  have
• 6:45
  been
• 6:45
  doing
• 6:46
  since
• 6:46
  you
• 6:46
  started
• 6:46
  in
• 6:46
  2020.
• 6:48
  What
• 6:48
  is
• 6:49
  paying
• 6:49
  off
• 6:50
  and
• 6:50
  where
• 6:51
  do
• 6:51
  you
• 6:51
  think
• 6:52
  I.
• 6:52
  Technology
• 6:53
  that
• 6:53
  you've
• 6:54
  invested
• 6:54
  in
• 6:55
  or
• 6:55
  tested
• 6:56
  still
• 6:56
  has
• 6:56
  a
• 6:56
  little
• 6:56
  ways
• 6:57
  to
• 6:57
  go.
• 6:57
  Yeah.
• 6:58
  I
• 6:58
  think
• 6:58
  what's
• 6:59
  paying
• 6:59
  off
• 6:59
  are
• 7:00
  things
• 7:00
  that
• 7:01
  are
• 7:02
  tangible
• 7:02
  and
• 7:02
  immediate
• 7:02
  for
• 7:03
  consumers.
• 7:03
  So
• 7:04
  boring
• 7:04
  things
• 7:04
  like
• 7:05
  self
• 7:05
  checkout.
• 7:05
  Absolutely
• 7:06
  paying
• 7:06
  off
• 7:07
  because
• 7:07
  the
• 7:07
  consumer
• 7:08
  can
• 7:08
  see
• 7:08
  it.
• 7:08
  We've
• 7:09
  redone
• 7:09
  our,
• 7:09
  we've
• 7:10
  redone
• 7:10
  our
• 7:10
  websites,
• 7:11
  we've
• 7:11
  redone
• 7:11
  our
• 7:11
  social
• 7:12
  platforms.
• 7:13
  We
• 7:13
  can
• 7:13
  see
• 7:14
  immediate,
• 7:14
  tangible
• 7:14
  benefits
• 7:15
  of
• 7:15
  it.
• 7:15
  So
• 7:16
  tangible
• 7:16
  benefits
• 7:16
  from
• 7:17
  the
• 7:17
  consumer
• 7:17
  perspective
• 7:18
  instead
• 7:18
  of
• 7:18
  an
• 7:18
  ROI
• 7:19
  from
• 7:20
  consumer
• 7:20
  benefit.
• 7:20
  N
• 7:20
  ROI
• 7:21
  for
• 7:21
  us
• 7:21
  too.
• 7:22
  Like
• 7:22
  ultimately
• 7:22
  both
• 7:23
  of
• 7:23
  those
• 7:23
  have
• 7:23
  to
• 7:23
  work.
• 7:24
  Right?
• 7:26
  I
• 7:26
  have
• 7:26
  to
• 7:26
  get
• 7:26
  something
• 7:27
  the
• 7:27
  consumer
• 7:27
  cares
• 7:28
  about
• 7:29
  and
• 7:29
  I
• 7:30
  have
• 7:30
  to
• 7:30
  eventually
• 7:30
  get
• 7:30
  our
• 7:30
  OI
• 7:31
  on
• 7:31
  it
• 7:31
  for
• 7:31
  us.
• 7:32
  The
• 7:32
  things
• 7:32
  that
• 7:32
  are
• 7:32
  taking
• 7:33
  longer
• 7:33
  to
• 7:33
  play
• 7:34
  out,
• 7:35
  I
• 7:35
  said
• 7:36
  on
• 7:36
  my
• 7:36
  talk
• 7:36
  this
• 7:36
  morning,
• 7:36
  we're
• 7:37
  in
• 7:37
  the
• 7:37
  second
• 7:37
  inning.
• 7:37
  In
• 7:38
  our
• 7:38
  baseball
• 7:38
  analogy,
• 7:39
  it's
• 7:39
  early
• 7:39
  days,
• 7:40
  right.
• 7:41
  So
• 7:41
  when
• 7:42
  you
• 7:42
  talk
• 7:42
  to
• 7:43
  David
• 7:43
  McIntosh
• 7:44
  and
• 7:44
  you
• 7:44
  talk
• 7:44
  about
• 7:45
  the
• 7:45
  vision
• 7:45
  of
• 7:45
  what
• 7:45
  caper
• 7:46
  carts
• 7:46
  can
• 7:46
  become,
• 7:48
  it's
• 7:48
  fantastic,
• 7:49
  right.
• 7:49
  Because
• 7:49
  it's
• 7:49
  going
• 7:49
  to
• 7:49
  be
• 7:50
  the
• 7:50
  vehicle
• 7:50
  to
• 7:50
  say,
• 7:51
  I'm
• 7:51
  going
• 7:51
  to
• 7:51
  be
• 7:52
  able
• 7:52
  to
• 7:52
  have
• 7:52
  personalized
• 7:53
  customized
• 7:56
  offers
• 7:56
  companion
• 7:57
  going
• 7:57
  through
• 7:58
  my
• 7:58
  store.
• 7:59
  I
• 7:59
  can
• 7:59
  gamify
• 8:00
  it,
• 8:00
  I
• 8:00
  can
• 8:00
  do
• 8:01
  all
• 8:01
  these
• 8:01
  cool
• 8:01
  things.
• 8:02
  But
• 8:02
  we're
• 8:02
  early
• 8:03
  days
• 8:03
  on
• 8:03
  doing
• 8:03
  that.
• 8:04
  And
• 8:05
  our
• 8:06
  customers
• 8:07
  have
• 8:07
  been
• 8:08
  shopping
• 8:08
  us
• 8:08
  for
• 8:08
  a
• 8:08
  very
• 8:09
  long
• 8:09
  time.
• 8:09
  They
• 8:10
  know
• 8:10
  how
• 8:10
  to
• 8:10
  use
• 8:10
  a
• 8:10
  shopping
• 8:11
  cart.
• 8:11
  They
• 8:12
  don't
• 8:12
  know
• 8:12
  how
• 8:12
  to
• 8:12
  use
• 8:12
  a
• 8:12
  capercart.
• 8:13
  So
• 8:13
  now
• 8:14
  it's
• 8:14
  like,
• 8:14
  okay,
• 8:15
  we
• 8:16
  have
• 8:16
  ambassadors
• 8:16
  in
• 8:16
  the
• 8:16
  store.
• 8:17
  We've
• 8:17
  got
• 8:17
  to
• 8:17
  start
• 8:17
  training
• 8:18
  them
• 8:18
  to
• 8:18
  use
• 8:19
  it.
• 8:19
  They
• 8:19
  have
• 8:19
  to
• 8:19
  repeat
• 8:20
  use
• 8:20
  it.
• 8:21
  Yeah.
• 8:21
  We
• 8:21
  have
• 8:21
  to
• 8:21
  get
• 8:21
  rid
• 8:22
  of
• 8:22
  the,
• 8:22
  the
• 8:22
  bugs.
• 8:23
  Yeah.
• 8:23
  And
• 8:23
  there,
• 8:24
  and
• 8:24
  there
• 8:24
  are
• 8:24
  always
• 8:24
  bugs
• 8:25
  and
• 8:25
  things
• 8:25
  we
• 8:25
  can't
• 8:25
  do.
• 8:26
  But
• 8:26
  that's,
• 8:26
  that's
• 8:27
  the
• 8:27
  journey
• 8:27
  that
• 8:27
  we're
• 8:28
  on.
• 8:28
  When
• 8:28
  you're
• 8:28
  trying
• 8:28
  to
• 8:28
  change
• 8:30
  longstanding
• 8:30
  consumer
• 8:31
  behavior,
• 8:31
  it
• 8:32
  takes
• 8:32
  some
• 8:32
  time.
• 8:33
  Right.
• 8:33
  And
• 8:33
  ultimately
• 8:34
  for
• 8:34
  caper
• 8:34
  as
• 8:35
  an
• 8:35
  example,
• 8:36
  that,
• 8:36
  that
• 8:36
  consumer
• 8:37
  benefit.
• 8:37
  Right.
• 8:38
  You
• 8:38
  have
• 8:38
  to
• 8:38
  start
• 8:39
  stacking
• 8:39
  those
• 8:39
  consumer
• 8:40
  benefits.
• 8:40
  Right.
• 8:40
  So
• 8:41
  what
• 8:41
  are
• 8:41
  the
• 8:41
  benefits
• 8:41
  like,
• 8:42
  okay,
• 8:42
  I
• 8:42
  can
• 8:42
  save
• 8:42
  some
• 8:43
  time
• 8:43
  on
• 8:43
  checkout.
• 8:43
  Yep.
• 8:44
  I
• 8:44
  know
• 8:44
  what
• 8:44
  my,
• 8:44
  I
• 8:44
  know
• 8:45
  what
• 8:45
  my,
• 8:46
  surprisingly,
• 8:47
  the
• 8:47
  biggest
• 8:47
  thing
• 8:47
  has
• 8:48
  been.
• 8:48
  I
• 8:48
  know
• 8:48
  how
• 8:49
  much
• 8:49
  money
• 8:49
  I'm
• 8:49
  spending.
• 8:49
  Right.
• 8:50
  Yes.
• 8:50
  As
• 8:50
  you
• 8:50
  shop.
• 8:51
  Yeah.
• 8:51
  That's
• 8:51
  been
• 8:52
  a
• 8:52
  big
• 8:52
  awakening.
• 8:52
  Like,
• 8:53
  wow,
• 8:53
  it's
• 8:54
  not
• 8:54
  so
• 8:54
  much,
• 8:54
  yeah,
• 8:55
  I
• 8:55
  want
• 8:55
  to
• 8:55
  save
• 8:56
  time,
• 8:56
  but
• 8:56
  it's
• 8:56
  really
• 8:56
  great
• 8:56
  that
• 8:57
  I
• 8:57
  know
• 8:57
  how
• 8:57
  much
• 8:57
  money
• 8:57
  I'm
• 8:57
  spending.
• 8:58
  And
• 8:58
  by
• 8:58
  the
• 8:58
  way,
• 8:58
  if
• 8:58
  they
• 8:58
  know
• 8:59
  how
• 8:59
  much
• 8:59
  money
• 8:59
  they're
• 8:59
  spending,
• 9:00
  they're
• 9:00
  actually
• 9:00
  spending
• 9:01
  more
• 9:01
  money.
• 9:01
  Right,
• 9:01
  exactly.
• 9:02
  Because
• 9:02
  we're
• 9:02
  like,
• 9:02
  oh,
• 9:03
  that's
• 9:03
  gonna
• 9:03
  be
• 9:03
  a
• 9:03
  bad
• 9:03
  thing.
• 9:03
  No,
• 9:04
  no,
• 9:04
  no.
• 9:04
  The
• 9:04
  consumers
• 9:04
  just
• 9:05
  want
• 9:05
  to
• 9:05
  have
• 9:05
  control
• 9:05
  of
• 9:05
  what.
• 9:06
  They
• 9:06
  just
• 9:06
  want
• 9:06
  to
• 9:06
  make
• 9:06
  sure
• 9:06
  they're
• 9:06
  not
• 9:07
  going
• 9:07
  exactly.
• 9:08
  If
• 9:09
  they
• 9:09
  don't
• 9:09
  have
• 9:09
  that
• 9:10
  prize
• 9:10
  at
• 9:10
  the
• 9:10
  end.
• 9:11
  So
• 9:11
  then
• 9:11
  as
• 9:11
  we,
• 9:11
  you
• 9:12
  know,
• 9:12
  we
• 9:12
  start
• 9:12
  to
• 9:12
  layer
• 9:12
  on
• 9:12
  the
• 9:13
  benefits.
• 9:13
  But
• 9:13
  I
• 9:13
  say
• 9:13
  those
• 9:13
  are
• 9:14
  the
• 9:14
  things
• 9:14
  we're
• 9:14
  early
• 9:14
  days
• 9:15
  on.
• 9:15
  And
• 9:15
  you
• 9:16
  know,
• 9:16
  we're
• 9:16
  saying
• 9:17
  we're
• 9:17
  willing
• 9:17
  to
• 9:17
  put
• 9:17
  an
• 9:18
  alert
• 9:18
  little
• 9:19
  bleeding
• 9:19
  edge
• 9:19
  to
• 9:20
  go
• 9:20
  with
• 9:20
  the
• 9:20
  things
• 9:20
  that
• 9:20
  we
• 9:20
  know
• 9:20
  are
• 9:21
  gonna
• 9:21
  be
• 9:21
  tried
• 9:21
  and
• 9:21
  true.
• 9:21
  Yeah.
• 9:22
  Awesome.
• 9:22
  Neil,
• 9:23
  have
• 9:23
  you
• 9:23
  done
• 9:23
  any
• 9:23
  experimentation
• 9:24
  on
• 9:24
  the
• 9:24
  scan
• 9:24
  and
• 9:24
  go
• 9:24
  side
• 9:25
  of
• 9:25
  things?
• 9:25
  Cause
• 9:25
  that's
• 9:25
  an
• 9:26
  interesting
• 9:26
  like
• 9:26
  dichotomy
• 9:27
  there.
• 9:27
  The
• 9:27
  scan
• 9:27
  and
• 9:27
  go
• 9:27
  approach
• 9:28
  versus
• 9:28
  the
• 9:28
  capercart
• 9:29
  approach.
• 9:30
  Something
• 9:30
  I've
• 9:31
  personally
• 9:31
  and
• 9:31
  Ann
• 9:31
  and
• 9:32
  I
• 9:32
  have
• 9:32
  been
• 9:32
  talking
• 9:32
  about
• 9:32
  a
• 9:32
  lot
• 9:33
  at
• 9:33
  this
• 9:33
  show,
• 9:33
  especially
• 9:34
  given
• 9:34
  the
• 9:34
  announcements
• 9:34
  we
• 9:34
  saw
• 9:35
  from
• 9:35
  Sam's
• 9:35
  club
• 9:35
  yesterday.
• 9:36
  What
• 9:36
  have
• 9:36
  you
• 9:37
  learned
• 9:37
  that
• 9:37
  are
• 9:37
  the
• 9:37
  puts
• 9:37
  and
• 9:38
  takes
• 9:38
  in
• 9:38
  regards
• 9:38
  to
• 9:38
  that
• 9:39
  system?
• 9:39
  Yeah,
• 9:40
  we
• 9:40
  have
• 9:40
  scan
• 9:40
  and
• 9:40
  go
• 9:40
  as
• 9:40
  well.
• 9:41
  We're
• 9:41
  testing
• 9:41
  that.
• 9:43
  Scanago
• 9:44
  is
• 9:44
  working
• 9:44
  incredibly
• 9:45
  well
• 9:45
  for
• 9:45
  us
• 9:45
  for
• 9:47
  smaller
• 9:48
  transaction
• 9:49
  sizes.
• 9:49
  A
• 9:49
  lot
• 9:50
  of,
• 9:50
  a
• 9:50
  lot
• 9:50
  of
• 9:50
  our
• 9:50
  food
• 9:51
  service
• 9:51
  driven
• 9:51
  transactions.
• 9:53
  You
• 9:54
  know,
• 9:54
  we
• 9:54
  have
• 9:54
  customers.
• 9:54
  We
• 9:55
  put
• 9:55
  it
• 9:55
  into
• 9:55
  Manhattan
• 9:56
  beach.
• 9:57
  Our
• 9:58
  Manhattan
• 9:58
  beach
• 9:58
  store
• 9:58
  is
• 9:58
  almost
• 9:59
  a
• 9:59
  cafeteria.
• 9:59
  Right.
• 10:00
  For
• 10:00
  office
• 10:00
  workers
• 10:01
  around
• 10:01
  there.
• 10:01
  They
• 10:02
  love
• 10:02
  scan
• 10:02
  and
• 10:02
  go
• 10:03
  because
• 10:03
  of,
• 10:03
  because
• 10:03
  of
• 10:04
  the
• 10:04
  speed
• 10:04
  on
• 10:04
  it.
• 10:05
  You
• 10:06
  know
• 10:06
  what,
• 10:06
  now
• 10:07
  we
• 10:07
  have,
• 10:07
  I
• 10:08
  think
• 10:08
  the
• 10:08
  difference
• 10:08
  between
• 10:08
  us
• 10:08
  and
• 10:09
  Sam's.
• 10:09
  And
• 10:09
  great
• 10:09
  for
• 10:09
  Sam's.
• 10:10
  We
• 10:10
  have
• 10:10
  30,000
• 10:11
  items.
• 10:11
  They
• 10:11
  have
• 10:11
  4000
• 10:12
  items.
• 10:12
  That's
• 10:12
  a
• 10:12
  great
• 10:13
  point.
• 10:13
  We
• 10:13
  have
• 10:13
  random
• 10:13
  weight
• 10:14
  items.
• 10:15
  They
• 10:15
  tend
• 10:15
  not
• 10:16
  to.
• 10:16
  So
• 10:17
  they're
• 10:17
  in
• 10:17
  bulk
• 10:17
  as
• 10:18
  well.
• 10:19
  We
• 10:19
  have
• 10:19
  liquor,
• 10:20
  which
• 10:20
  right
• 10:20
  now
• 10:20
  you
• 10:20
  can't
• 10:21
  do
• 10:21
  in
• 10:21
  California
• 10:22
  through
• 10:22
  scan
• 10:22
  and
• 10:22
  pay.
• 10:23
  So
• 10:23
  that's
• 10:23
  why
• 10:23
  I
• 10:23
  said
• 10:24
  the
• 10:24
  more
• 10:24
  things
• 10:24
  you
• 10:25
  put
• 10:25
  in
• 10:25
  front
• 10:25
  of
• 10:25
  customers,
• 10:25
  like
• 10:26
  wow,
• 10:26
  that's
• 10:26
  cool.
• 10:27
  But
• 10:27
  I
• 10:27
  just
• 10:28
  gave
• 10:28
  you
• 10:28
  four
• 10:28
  things
• 10:28
  you
• 10:28
  can't
• 10:29
  do
• 10:29
  with
• 10:29
  us.
• 10:30
  That's
• 10:30
  kind
• 10:30
  of
• 10:31
  the
• 10:31
  piece
• 10:31
  that
• 10:31
  we're
• 10:31
  still
• 10:32
  trying
• 10:32
  to
• 10:32
  work
• 10:32
  through,
• 10:32
  which
• 10:33
  is
• 10:33
  it
• 10:34
  has
• 10:34
  to
• 10:34
  be
• 10:34
  seamless
• 10:34
  for
• 10:35
  the
• 10:35
  customer.
• 10:35
  But
• 10:35
  yeah,
• 10:37
  I
• 10:37
  think
• 10:37
  our
• 10:38
  vision
• 10:38
  of
• 10:38
  the
• 10:38
  future
• 10:39
  is
• 10:39
  it
• 10:40
  is
• 10:40
  not
• 10:40
  going
• 10:40
  to
• 10:41
  be
• 10:41
  one
• 10:41
  thing.
• 10:42
  Right.
• 10:43
  We
• 10:43
  always
• 10:43
  say
• 10:44
  what
• 10:44
  we
• 10:44
  want
• 10:44
  to
• 10:44
  do
• 10:44
  is
• 10:44
  eliminate
• 10:45
  lines
• 10:46
  for
• 10:46
  customers,
• 10:47
  period.
• 10:48
  And
• 10:49
  you
• 10:50
  might
• 10:50
  choose
• 10:50
  self
• 10:50
  checkout,
• 10:51
  you
• 10:51
  might
• 10:51
  choose
• 10:52
  scan
• 10:52
  and
• 10:52
  pay.
• 10:52
  You
• 10:52
  might
• 10:53
  want
• 10:53
  to
• 10:53
  cart.
• 10:54
  We've
• 10:54
  got
• 10:54
  a
• 10:54
  lot
• 10:54
  of
• 10:55
  customers
• 10:55
  who
• 10:56
  want
• 10:56
  to
• 10:56
  go
• 10:56
  through
• 10:56
  the
• 10:57
  register
• 10:57
  and.
• 10:58
  Right.
• 10:58
  So
• 10:59
  we
• 10:59
  don't
• 10:59
  want
• 10:59
  to
• 10:59
  limit
• 10:59
  their
• 11:00
  choices.
• 11:00
  We
• 11:00
  want
• 11:00
  to
• 11:00
  give
• 11:00
  them
• 11:00
  what
• 11:01
  they're
• 11:01
  looking
• 11:01
  for.
• 11:01
  Right,
• 11:01
  right.
• 11:02
  Yeah.
• 11:02
  Which
• 11:02
  is
• 11:02
  a
• 11:02
  great
• 11:03
  segue
• 11:03
  to
• 11:03
  the
• 11:03
  question
• 11:03
  we
• 11:03
  want
• 11:04
  to
• 11:04
  ask
• 11:04
  you
• 11:04
  to.
• 11:05
  In
• 11:05
  closing
• 11:05
  here
• 11:06
  too
• 11:06
  is
• 11:06
  the
• 11:06
  connected
• 11:07
  store.
• 11:07
  While
• 11:07
  an
• 11:08
  idea
• 11:09
  is
• 11:09
  still,
• 11:09
  like
• 11:10
  you
• 11:10
  said,
• 11:10
  it's
• 11:10
  maybe
• 11:11
  not
• 11:11
  even
• 11:11
  any
• 11:11
  two
• 11:12
  in
• 11:12
  terms
• 11:12
  of
• 11:12
  the
• 11:12
  total
• 11:12
  connected
• 11:13
  store.
• 11:13
  Right.
• 11:13
  We're
• 11:14
  still,
• 11:14
  we're
• 11:14
  still
• 11:15
  in
• 11:15
  the
• 11:15
  preseason
• 11:15
  in
• 11:15
  a
• 11:16
  lot
• 11:16
  of
• 11:16
  ways.
• 11:17
  So
• 11:17
  as
• 11:17
  it's
• 11:17
  starting
• 11:18
  to
• 11:18
  take
• 11:18
  shape
• 11:19
  and
• 11:19
  with
• 11:19
  our
• 11:20
  grocery
• 11:20
  ex,
• 11:20
  our
• 11:21
  grocery
• 11:21
  executive
• 11:21
  audience,
• 11:21
  as
• 11:22
  well
• 11:22
  as
• 11:22
  our
• 11:22
  retail
• 11:22
  audience
• 11:23
  in
• 11:23
  general,
• 11:23
  that
• 11:23
  can
• 11:24
  benefit
• 11:24
  from
• 11:24
  your
• 11:24
  insight
• 11:25
  and
• 11:25
  knowledge,
• 11:25
  what
• 11:25
  are
• 11:25
  some
• 11:26
  of
• 11:26
  the
• 11:26
  lessons
• 11:26
  you've
• 11:27
  learned
• 11:27
  over
• 11:28
  these
• 11:28
  past
• 11:28
  few
• 11:29
  years
• 11:29
  that
• 11:30
  you
• 11:30
  could
• 11:31
  maybe
• 11:31
  impart
• 11:31
  on
• 11:31
  others
• 11:32
  so
• 11:32
  they
• 11:32
  don't
• 11:32
  make
• 11:32
  the
• 11:32
  same
• 11:33
  mistakes
• 11:33
  that
• 11:33
  you've
• 11:33
  made
• 11:34
  potentially
• 11:34
  in
• 11:34
  trying
• 11:35
  to
• 11:35
  understand?
• 11:37
  Right?
• 11:37
  Yes.
• 11:38
  Either
• 11:38
  the
• 11:38
  things
• 11:39
  you've
• 11:39
  learned
• 11:39
  that
• 11:39
  you
• 11:39
  got
• 11:40
  right
• 11:40
  or
• 11:40
  the
• 11:40
  things
• 11:40
  maybe
• 11:40
  you
• 11:41
  missed.
• 11:41
  Otherwise,
• 11:41
  I
• 11:41
  should
• 11:41
  have
• 11:41
  got
• 11:41
  the
• 11:42
  cupcake
• 11:42
  early.
• 11:42
  Cause
• 11:42
  I'm
• 11:42
  worried
• 11:43
  they're
• 11:43
  not
• 11:43
  gonna
• 11:43
  have
• 11:43
  my
• 11:43
  flavor.
• 11:44
  Yeah.
• 11:44
  No.
• 11:45
  Hey,
• 11:45
  hold
• 11:45
  one
• 11:45
  of
• 11:45
  those.
• 11:46
  Yeah,
• 11:46
  hold
• 11:46
  the
• 11:46
  cupcakes.
• 11:47
  No,
• 11:48
  I
• 11:48
  think,
• 11:49
  first
• 11:49
  of
• 11:49
  all,
• 11:50
  you're
• 11:50
  gonna
• 11:50
  have
• 11:51
  to
• 11:51
  make
• 11:51
  mistakes.
• 11:52
  That's
• 11:52
  a
• 11:52
  great
• 11:52
  point.
• 11:53
  That's
• 11:54
  the
• 11:54
  part
• 11:54
  where
• 11:54
  we
• 11:54
  said
• 11:55
  we're
• 11:55
  gonna
• 11:55
  fail
• 11:55
  fast.
• 11:56
  We're
• 11:56
  gonna
• 11:56
  test,
• 11:57
  we're
• 11:57
  gonna
• 11:57
  hopefully
• 11:57
  not
• 11:58
  commit.
• 11:59
  Right.
• 11:59
  You
• 11:59
  don't
• 11:59
  wanna
• 11:59
  over
• 11:59
  commit.
• 12:00
  We
• 12:00
  don't
• 12:00
  wanna
• 12:00
  over
• 12:00
  commit,
• 12:01
  but
• 12:01
  we
• 12:02
  wanna
• 12:02
  try
• 12:02
  things.
• 12:03
  Right.
• 12:03
  So
• 12:03
  we
• 12:04
  know
• 12:04
  coming
• 12:04
  in
• 12:04
  some
• 12:04
  of
• 12:04
  the
• 12:05
  things
• 12:05
  we're
• 12:05
  trying
• 12:05
  is
• 12:05
  not
• 12:05
  gonna
• 12:06
  work.
• 12:06
  And
• 12:06
  I
• 12:06
  would
• 12:06
  say,
• 12:06
  yeah,
• 12:06
  one
• 12:07
  of
• 12:07
  the
• 12:07
  lessons
• 12:07
  is
• 12:08
  don't
• 12:09
  be
• 12:09
  afraid
• 12:09
  to
• 12:09
  try
• 12:10
  because
• 12:10
  if
• 12:10
  you
• 12:10
  don't,
• 12:10
  you're
• 12:10
  not
• 12:11
  going
• 12:11
  to
• 12:11
  get
• 12:11
  anywhere
• 12:12
  or
• 12:12
  you're
• 12:12
  going
• 12:12
  to
• 12:12
  be,
• 12:12
  you
• 12:13
  know,
• 12:13
  you're
• 12:13
  going
• 12:13
  to
• 12:13
  be
• 12:13
  a
• 12:13
  laggard.
• 12:14
  But,
• 12:14
  yeah,
• 12:14
  I
• 12:14
  think,
• 12:14
  I
• 12:15
  think
• 12:15
  the
• 12:15
  cool
• 12:15
  thing
• 12:15
  in
• 12:15
  connected
• 12:16
  store,
• 12:16
  and
• 12:16
  here
• 12:16
  we
• 12:17
  are
• 12:17
  sitting
• 12:17
  in
• 12:17
  the
• 12:17
  fusion
• 12:18
  booth,
• 12:18
  like,
• 12:19
  what
• 12:19
  else
• 12:20
  can
• 12:20
  you
• 12:20
  layer
• 12:20
  on
• 12:21
  carrot
• 12:21
  tags.
• 12:22
  Pick
• 12:22
  to
• 12:22
  light
• 12:22
  for
• 12:23
  the
• 12:23
  consumer.
• 12:23
  Pick
• 12:23
  the
• 12:23
  light
• 12:24
  for
• 12:24
  stocking.
• 12:25
  Those
• 12:25
  are,
• 12:25
  those
• 12:26
  are
• 12:26
  cool
• 12:26
  things
• 12:26
  that
• 12:26
  are
• 12:27
  coming
• 12:27
  the
• 12:27
  future.
• 12:27
  And
• 12:27
  then
• 12:28
  where
• 12:28
  we
• 12:28
  get
• 12:28
  excited
• 12:28
  about
• 12:29
  it
• 12:29
  is
• 12:29
  they're
• 12:29
  saying,
• 12:29
  okay,
• 12:30
  that's
• 12:30
  a
• 12:30
  technology.
• 12:31
  If
• 12:32
  I
• 12:32
  put
• 12:32
  it
• 12:32
  in,
• 12:32
  what,
• 12:32
  what
• 12:33
  else
• 12:33
  can
• 12:33
  I
• 12:33
  do
• 12:33
  with
• 12:34
  it?
• 12:34
  Right,
• 12:34
  right,
• 12:34
  I,
• 12:35
  and
• 12:35
  now
• 12:35
  we
• 12:35
  get
• 12:36
  excited
• 12:36
  for
• 12:36
  our
• 12:36
  customer
• 12:37
  base
• 12:37
  of
• 12:37
  saying,
• 12:38
  oh,
• 12:39
  you're
• 12:39
  gluten
• 12:40
  free.
• 12:41
  What
• 12:41
  if
• 12:41
  you're
• 12:41
  able
• 12:42
  to
• 12:42
  go
• 12:42
  down
• 12:42
  the
• 12:42
  aisle
• 12:42
  and
• 12:43
  hit
• 12:43
  the
• 12:43
  button
• 12:43
  and
• 12:43
  you
• 12:43
  can
• 12:43
  find
• 12:44
  their
• 12:44
  products
• 12:44
  that
• 12:44
  are
• 12:44
  gluten
• 12:44
  free?
• 12:45
  We
• 12:45
  have
• 12:45
  tags
• 12:46
  on
• 12:46
  our
• 12:46
  items,
• 12:46
  but
• 12:46
  our
• 12:47
  tags
• 12:47
  get
• 12:48
  to
• 12:48
  give
• 12:48
  you
• 12:48
  two
• 12:48
  attributes.
• 12:50
  There's
• 12:50
  only
• 12:50
  so
• 12:50
  much
• 12:50
  you
• 12:51
  can
• 12:51
  put
• 12:51
  on
• 12:51
  a
• 12:51
  tag.
• 12:51
  We
• 12:51
  have
• 12:51
  items
• 12:52
  coded
• 12:52
  to
• 12:52
  100
• 12:52
  attributes.
• 12:53
  I
• 12:53
  can
• 12:53
  only
• 12:53
  put
• 12:53
  two
• 12:53
  items
• 12:54
  on
• 12:54
  the
• 12:54
  tag.
• 12:55
  So
• 12:55
  can
• 12:56
  I
• 12:56
  help
• 12:56
  vegan
• 12:56
  customers
• 12:57
  find
• 12:57
  their
• 12:57
  way?
• 12:57
  Can
• 12:57
  I
• 12:57
  help
• 12:58
  gluten
• 12:58
  free
• 12:58
  customers
• 12:58
  find
• 12:59
  their
• 12:59
  way?
• 13:00
  I
• 13:00
  got
• 13:00
  the
• 13:01
  technology,
• 13:01
  now
• 13:02
  I
• 13:02
  got
• 13:02
  to
• 13:02
  start
• 13:02
  to
• 13:02
  figure
• 13:02
  out
• 13:03
  ways
• 13:03
  to
• 13:03
  layer
• 13:03
  on
• 13:03
  value
• 13:04
  to
• 13:04
  it.
• 13:04
  Right.
• 13:05
  But
• 13:05
  if
• 13:05
  you're
• 13:05
  just
• 13:05
  looking
• 13:06
  example,
• 13:06
  if
• 13:06
  you're
• 13:06
  just
• 13:07
  looking
• 13:07
  and
• 13:07
  saying,
• 13:07
  well,
• 13:08
  I'm
• 13:08
  going
• 13:08
  to
• 13:08
  look
• 13:08
  at
• 13:08
  labor
• 13:08
  savings.
• 13:10
  Great.
• 13:10
  But
• 13:11
  what
• 13:11
  else
• 13:11
  can
• 13:12
  I
• 13:12
  be
• 13:12
  thinking
• 13:12
  about
• 13:12
  in
• 13:12
  the
• 13:12
  future?
• 13:13
  So
• 13:13
  option
• 13:13
  value
• 13:13
  of
• 13:14
  tech
• 13:14
  is
• 13:14
  very
• 13:14
  important
• 13:14
  to
• 13:15
  you.
• 13:15
  Yeah.
• 13:16
  And
• 13:16
  the
• 13:16
  ability
• 13:16
  to
• 13:16
  have
• 13:16
  flexibility
• 13:17
  in
• 13:17
  thinking
• 13:18
  about
• 13:18
  what
• 13:18
  that,
• 13:18
  what
• 13:19
  that
• 13:19
  value
• 13:19
  is
• 13:19
  today
• 13:20
  and
• 13:20
  what
• 13:20
  it
• 13:20
  might
• 13:20
  be
• 13:20
  in
• 13:20
  the
• 13:21
  future.
• 13:23
  All
• 13:23
  right.
• 13:23
  All
• 13:23
  right.
• 13:23
  Well,
• 13:24
  that
• 13:24
  closes
• 13:24
  us
• 13:25
  up.
• 13:25
  Thank
• 13:25
  you,
• 13:25
  Neil.
• 13:26
  You're
• 13:26
  welcome.
• 13:26
  Thank
• 13:26
  you
• 13:27
  for
• 13:27
  spending
• 13:27
  time
• 13:27
  with
• 13:27
  us.
• 13:27
  Thanks
• 13:28
  for,
• 13:28
  thanks
• 13:28
  for
• 13:28
  going
• 13:28
  in
• 13:29
  depth,
• 13:29
  too.
• 13:29
  We
• 13:29
  always
• 13:29
  appreciate
• 13:30
  that
• 13:30
  and
• 13:30
  appreciate
• 13:31
  your
• 13:31
  time
• 13:31
  that
• 13:32
  you
• 13:32
  spent
• 13:32
  with
• 13:32
  us
• 13:32
  today.
• 13:33
  And
• 13:33
  so
• 13:33
  on
• 13:34
  behalf
• 13:34
  of
• 13:34
  all
• 13:34
  of
• 13:35
  us
• 13:35
  at
• 13:35
  Omnitalk,
• 13:35
  Ann,
• 13:36
  this,
• 13:36
  thank
• 13:36
  you
• 13:36
  again.
• 13:37
  Yes,
• 13:38
  thank
• 13:38
  you
• 13:38
  again
• 13:38
  to
• 13:38
  fusion
• 13:39
  group
• 13:39
  for
• 13:39
  making
• 13:39
  the
• 13:40
  coverage
• 13:40
  possible.
• 13:41
  Yes,
• 13:41
  yes,
• 13:42
  they're
• 13:42
  still
• 13:42
  here.
• 13:42
  They're
• 13:43
  having
• 13:43
  a
• 13:43
  happy
• 13:43
  hour
• 13:44
  right
• 13:44
  now
• 13:44
  with
• 13:45
  Instacart.
• 13:45
  It's
• 13:46
  only
• 13:46
  like,
• 13:46
  what
• 13:46
  time
• 13:46
  is
• 13:46
  it,
• 13:47
  Ann?
• 13:47
  It's
• 13:47
  ten
• 13:47
  to
• 13:48
  five.
• 13:48
  There's
• 13:49
  wine,
• 13:49
  there's
• 13:49
  cheese,
• 13:49
  there's
• 13:50
  Kobe
• 13:50
  beef.
• 13:50
  So
• 13:51
  come
• 13:51
  on,
• 13:51
  stop
• 13:51
  on
• 13:52
  by.
• 13:52
  We'll
• 13:53
  see
• 13:53
  you.
• 13:53
  We'll
• 13:53
  say
• 13:54
  hi.
• 13:54
  And
• 13:54
  until
• 13:55
  next
• 13:55
  time,
• 13:55
  and
• 13:56
  be
• 13:56
  careful
• 13:57
  out
• 13:57
  there.