Latest / Omni Talk Retail / GLP-1s and SNAP Changes Are Rewriting Grocery Merchandising | Spotlight Series

Transcript

GLP-1s and SNAP Changes Are Rewriting Grocery Merchandising | Spotlight Series · Omni Talk Retail

• 0:08
  If
• 0:08
  a
• 0:08
  retailer
• 0:09
  is
• 0:09
  not
• 0:09
  doing
• 0:09
  GLP1
• 0:10
  friendly
• 0:10
  merchandising
• 0:11
  now,
• 0:11
  I
• 0:11
  don't
• 0:12
  know
• 0:12
  if
• 0:12
  they've
• 0:12
  been
• 0:12
  paying
• 0:13
  too
• 0:13
  much
• 0:13
  attention.
• 0:14
  There
• 0:14
  are
• 0:14
  22
• 0:15
  states
• 0:16
  that
• 0:16
  have
• 0:16
  approved
• 0:17
  waivers.
• 0:17
  There
• 0:18
  are
• 0:18
  10
• 0:18
  states
• 0:19
  who
• 0:19
  are
• 0:20
  activated
• 0:20
  currently,
• 0:21
  with
• 0:21
  two
• 0:22
  more
• 0:22
  coming
• 0:22
  up
• 0:23
  in
• 0:23
  July.
• 0:24
  How
• 0:24
  cool
• 0:24
  would
• 0:24
  it
• 0:24
  be
• 0:25
  if
• 0:25
  you
• 0:25
  could
• 0:25
  create
• 0:26
  some
• 0:26
  pharmacy
• 0:27
  led
• 0:27
  programs
• 0:27
  around
• 0:28
  foods
• 0:29
  that
• 0:29
  align
• 0:29
  to
• 0:29
  folks
• 0:30
  that
• 0:30
  are
• 0:30
  picking
• 0:30
  up
• 0:30
  their
• 0:31
  prescriptions?
• 0:32
  There
• 0:32
  are
• 0:32
  electronic
• 0:33
  shelf
• 0:33
  tags
• 0:34
  that
• 0:34
  light
• 0:34
  up
• 0:34
  for
• 0:34
  products
• 0:35
  that
• 0:35
  are
• 0:35
  a
• 0:35
  good
• 0:35
  fit
• 0:36
  for
• 0:36
  me.
• 0:36
  And
• 0:37
  if
• 0:37
  the
• 0:37
  data
• 0:37
  indicates
• 0:38
  that
• 0:38
  there
• 0:39
  actually
• 0:39
  are
• 0:39
  some
• 0:39
  good
• 0:40
  health
• 0:40
  comes
• 0:40
  around
• 0:41
  limiting
• 0:41
  the
• 0:42
  unhealthy
• 0:42
  stuff,
• 0:43
  well,
• 0:43
  then
• 0:43
  that's
• 0:44
  only
• 0:44
  going
• 0:44
  to
• 0:44
  help
• 0:44
  it
• 0:44
  gain
• 0:45
  more
• 0:45
  momentum.
• 0:46
  This
• 0:46
  Retail
• 0:47
  Technology
• 0:47
  Spotlight
• 0:48
  series
• 0:48
  podcast
• 0:49
  is
• 0:49
  brought
• 0:49
  to
• 0:49
  you
• 0:49
  by
• 0:49
  the
• 0:50
  Omnitalk
• 0:50
  Retail
• 0:51
  Podcast
• 0:52
  Network.
• 0:52
  Hello
• 0:53
  everyone.
• 0:53
  I
• 0:53
  am
• 0:53
  Chris
• 0:54
  Walton,
• 0:54
  your
• 0:54
  host
• 0:54
  for
• 0:55
  today's
• 0:55
  interview.
• 0:55
  An
• 0:56
  interview
• 0:56
  in
• 0:56
  which
• 0:56
  we
• 0:56
  are
• 0:57
  going
• 0:57
  to
• 0:57
  try
• 0:57
  to
• 0:57
  make
• 0:57
  sense
• 0:58
  of
• 0:58
  of
• 0:58
  some
• 0:59
  of
• 0:59
  the
• 0:59
  key
• 0:59
  macroeconomic
• 1:00
  factors
• 1:01
  that
• 1:01
  are
• 1:01
  impacting
• 1:02
  our
• 1:02
  grocery
• 1:02
  aisles.
• 1:03
  We've
• 1:03
  all
• 1:03
  heard
• 1:03
  the
• 1:03
  noise,
• 1:04
  We've
• 1:04
  all
• 1:04
  heard
• 1:05
  the
• 1:05
  noise
• 1:05
  about
• 1:05
  GLP1s.
• 1:06
  But
• 1:07
  did
• 1:07
  you
• 1:07
  know
• 1:08
  that
• 1:08
  there
• 1:08
  are
• 1:08
  also
• 1:09
  significant
• 1:09
  regulatory
• 1:10
  changes
• 1:10
  coming
• 1:11
  down
• 1:11
  the
• 1:11
  pike
• 1:12
  that
• 1:12
  could
• 1:12
  exacerbate
• 1:13
  the
• 1:13
  impact
• 1:13
  of
• 1:14
  GLP1s
• 1:14
  even
• 1:15
  more
• 1:15
  drastically?
• 1:16
  I
• 1:16
  sure
• 1:16
  as
• 1:17
  heck
• 1:17
  did
• 1:17
  not.
• 1:17
  And
• 1:17
  I'm
• 1:17
  guessing
• 1:18
  many
• 1:18
  of
• 1:18
  you
• 1:18
  did
• 1:18
  not
• 1:19
  know
• 1:19
  that
• 1:19
  either.
• 1:20
  But
• 1:20
  yes,
• 1:20
  it
• 1:21
  is
• 1:21
  true,
• 1:22
  and
• 1:22
  we're
• 1:22
  going
• 1:22
  to
• 1:22
  tell
• 1:23
  you
• 1:23
  what
• 1:23
  they
• 1:23
  are.
• 1:23
  And
• 1:24
  my
• 1:24
  big
• 1:24
  takeaway
• 1:25
  from
• 1:25
  listening
• 1:25
  to
• 1:25
  this
• 1:25
  podcast
• 1:27
  when
• 1:27
  you
• 1:27
  walk
• 1:27
  away
• 1:28
  is
• 1:28
  that
• 1:28
  from
• 1:29
  the
• 1:29
  conversation
• 1:29
  you're
• 1:30
  about
• 1:30
  to
• 1:30
  hear,
• 1:31
  it's
• 1:31
  that
• 1:31
  there
• 1:31
  is
• 1:31
  a
• 1:32
  right
• 1:32
  and
• 1:32
  a
• 1:32
  wrong
• 1:33
  way
• 1:33
  to
• 1:33
  get
• 1:33
  out
• 1:34
  in
• 1:34
  front
• 1:34
  of
• 1:34
  all
• 1:35
  the
• 1:35
  changes
• 1:35
  that
• 1:35
  are
• 1:36
  coming
• 1:36
  the
• 1:36
  way
• 1:36
  of
• 1:37
  grocers
• 1:37
  and
• 1:38
  to
• 1:38
  build
• 1:38
  a
• 1:38
  foundation
• 1:39
  that
• 1:39
  enables
• 1:39
  your
• 1:40
  grocery
• 1:40
  operation
• 1:41
  to
• 1:41
  pivot
• 1:42
  in
• 1:42
  whatever
• 1:43
  direction
• 1:43
  is
• 1:44
  needed.
• 1:44
  And
• 1:45
  so,
• 1:45
  to
• 1:45
  no
• 1:46
  surprise
• 1:46
  to
• 1:46
  my
• 1:47
  loyal
• 1:47
  listeners,
• 1:47
  it
• 1:48
  all
• 1:48
  starts
• 1:49
  with
• 1:49
  one
• 1:49
  thing
• 1:49
  that
• 1:49
  we
• 1:50
  talk
• 1:50
  about
• 1:50
  routinely
• 1:50
  on
• 1:51
  that
• 1:51
  on
• 1:51
  this
• 1:51
  show,
• 1:52
  and
• 1:52
  that
• 1:52
  is
• 1:52
  data.
• 1:53
  The
• 1:53
  data
• 1:53
  to
• 1:54
  understand
• 1:54
  what
• 1:54
  is
• 1:54
  actually
• 1:55
  happening
• 1:55
  on
• 1:55
  our
• 1:55
  shelves
• 1:56
  to
• 1:56
  begin
• 1:56
  with.
• 1:57
  And
• 1:57
  not
• 1:57
  just
• 1:57
  in
• 1:58
  an
• 1:58
  inventory
• 1:58
  sense,
• 1:59
  as
• 1:59
  we
• 1:59
  often
• 1:59
  talk
• 1:59
  about,
• 2:00
  but
• 2:00
  in
• 2:00
  the
• 2:01
  nutritional
• 2:01
  makeup
• 2:02
  of
• 2:02
  the
• 2:03
  items
• 2:03
  we
• 2:03
  sell
• 2:04
  as
• 2:04
  well.
• 2:05
  So
• 2:05
  please
• 2:05
  join
• 2:05
  me
• 2:05
  in
• 2:06
  welcoming
• 2:06
  Kevin
• 2:07
  Billings,
• 2:07
  the
• 2:08
  Vice
• 2:08
  President
• 2:08
  of
• 2:08
  Business
• 2:09
  Development
• 2:09
  at
• 2:10
  Sifter,
• 2:10
  to
• 2:11
  today's
• 2:11
  show.
• 2:11
  Kevin,
• 2:12
  how
• 2:13
  are
• 2:13
  you?
• 2:14
  I'm
• 2:14
  doing
• 2:14
  great,
• 2:15
  Chris.
• 2:15
  Thanks
• 2:15
  for
• 2:15
  having
• 2:16
  me.
• 2:16
  I
• 2:16
  really
• 2:16
  appreciate
• 2:16
  it.
• 2:17
  Yeah,
• 2:18
  yeah.
• 2:18
  So
• 2:18
  I
• 2:18
  was
• 2:18
  joking
• 2:19
  with
• 2:19
  you
• 2:19
  beforehand.
• 2:19
  I
• 2:20
  don't
• 2:20
  think
• 2:20
  I've
• 2:20
  ever
• 2:20
  done
• 2:21
  an
• 2:21
  interview
• 2:21
  with
• 2:21
  someone
• 2:22
  that
• 2:22
  has
• 2:23
  not
• 2:23
  one,
• 2:23
  but
• 2:23
  two
• 2:24
  cowboy
• 2:24
  hats
• 2:25
  in
• 2:25
  the
• 2:25
  background
• 2:26
  of
• 2:26
  the
• 2:26
  zoom.
• 2:27
  So.
• 2:27
  So
• 2:28
  I.
• 2:28
  I
• 2:28
  take
• 2:28
  it
• 2:28
  you
• 2:29
  hail
• 2:29
  from
• 2:29
  Texas,
• 2:29
  is
• 2:30
  that
• 2:30
  right,
• 2:30
  Kevin?
• 2:31
  That
• 2:31
  is
• 2:31
  correct.
• 2:32
  Born
• 2:32
  and
• 2:32
  raised
• 2:33
  my
• 2:33
  friend,
• 2:33
  West
• 2:34
  Texas,
• 2:34
  and
• 2:34
  then
• 2:35
  migrated
• 2:35
  to
• 2:35
  Dallas,
• 2:36
  Fort
• 2:36
  Worth.
• 2:36
  I'm
• 2:36
  in
• 2:36
  Fort
• 2:37
  Worth
• 2:37
  now
• 2:37
  for
• 2:37
  sure.
• 2:38
  Nice,
• 2:39
  Nice.
• 2:39
  And
• 2:39
  you
• 2:39
  were
• 2:39
  telling.
• 2:39
  You
• 2:39
  were.
• 2:40
  I
• 2:40
  got
• 2:40
  to
• 2:40
  share
• 2:41
  this
• 2:41
  people
• 2:41
  with
• 2:41
  people,
• 2:42
  too,
• 2:42
  because
• 2:42
  I
• 2:42
  did
• 2:42
  not
• 2:42
  know
• 2:42
  this.
• 2:42
  I
• 2:43
  guess
• 2:43
  there's
• 2:43
  a
• 2:43
  different
• 2:44
  type
• 2:44
  of
• 2:44
  cowboy
• 2:45
  hat
• 2:45
  that
• 2:45
  one
• 2:45
  wears
• 2:46
  for
• 2:46
  the
• 2:46
  different
• 2:46
  seasons.
• 2:47
  Can
• 2:47
  you
• 2:47
  please
• 2:47
  enlighten
• 2:48
  our
• 2:48
  guests
• 2:48
  on
• 2:48
  that
• 2:48
  one,
• 2:49
  too,
• 2:49
  Kev,
• 2:49
  before
• 2:49
  we
• 2:49
  get
• 2:50
  started?
• 2:50
  Well,
• 2:51
  sure.
• 2:51
  So
• 2:51
  historically,
• 2:53
  you
• 2:53
  wear
• 2:53
  felt
• 2:54
  hats
• 2:54
  in
• 2:54
  the
• 2:54
  fall
• 2:55
  and
• 2:55
  winter
• 2:56
  and
• 2:56
  then
• 2:56
  straw
• 2:57
  hats
• 2:57
  in
• 2:58
  the
• 2:58
  spring
• 2:58
  and
• 2:58
  summer.
• 2:59
  So,
• 3:00
  you
• 3:01
  know,
• 3:01
  interestingly
• 3:01
  enough,
• 3:02
  that
• 3:02
  rule
• 3:03
  has
• 3:03
  kind
• 3:04
  of,
• 3:04
  you
• 3:04
  know,
• 3:05
  probably
• 3:05
  diluted
• 3:06
  itself
• 3:06
  a
• 3:06
  little
• 3:06
  bit.
• 3:06
  I
• 3:06
  don't
• 3:07
  think
• 3:07
  it's
• 3:07
  as
• 3:07
  much
• 3:08
  of
• 3:08
  a
• 3:08
  rule.
• 3:08
  But
• 3:08
  back
• 3:08
  in
• 3:09
  the
• 3:09
  day,
• 3:09
  it's
• 3:09
  like,
• 3:09
  you
• 3:10
  know,
• 3:10
  after
• 3:10
  Easter,
• 3:11
  straw.
• 3:12
  And
• 3:12
  then,
• 3:13
  you
• 3:13
  know,
• 3:13
  around
• 3:14
  October,
• 3:15
  it's
• 3:15
  felt.
• 3:16
  Yeah,
• 3:16
  for
• 3:16
  sure.
• 3:17
  Wow.
• 3:17
  I
• 3:18
  had.
• 3:18
  I
• 3:18
  had
• 3:18
  no
• 3:19
  idea.
• 3:19
  I
• 3:19
  had
• 3:19
  no
• 3:20
  idea.
• 3:20
  I
• 3:20
  thought.
• 3:20
  I
• 3:20
  thought
• 3:20
  it
• 3:21
  was
• 3:21
  like
• 3:21
  a
• 3:21
  class
• 3:21
  thing.
• 3:21
  Like,
• 3:22
  you
• 3:22
  wear
• 3:22
  straw
• 3:22
  maybe
• 3:23
  if
• 3:23
  you're
• 3:23
  of
• 3:23
  one
• 3:23
  class
• 3:23
  or
• 3:24
  another.
• 3:24
  Felt
• 3:24
  if
• 3:25
  you're
• 3:25
  of
• 3:25
  a
• 3:25
  different
• 3:25
  class,
• 3:26
  but
• 3:26
  I
• 3:26
  guess
• 3:26
  not.
• 3:27
  I
• 3:27
  guess
• 3:27
  it's
• 3:27
  a
• 3:27
  seasonal
• 3:28
  thing,
• 3:28
  Kevin.
• 3:28
  Who
• 3:28
  knew?
• 3:29
  Who
• 3:29
  knew?
• 3:30
  Yeah,
• 3:30
  you
• 3:30
  know
• 3:31
  me
• 3:31
  well
• 3:31
  enough,
• 3:31
  Chris.
• 3:31
  I
• 3:31
  don't
• 3:32
  have
• 3:32
  any
• 3:32
  class.
• 3:32
  Come
• 3:33
  on
• 3:33
  now.
• 3:34
  That's
• 3:34
  right.
• 3:35
  Yeah,
• 3:35
  true,
• 3:35
  true.
• 3:36
  I'll
• 3:36
  vouch
• 3:36
  for
• 3:36
  that.
• 3:36
  I'll
• 3:36
  vouch
• 3:37
  for
• 3:37
  that,
• 3:37
  Kevin.
• 3:37
  All
• 3:38
  right,
• 3:38
  well,
• 3:38
  we
• 3:38
  asked
• 3:38
  you
• 3:38
  onto
• 3:39
  today's
• 3:39
  podcast
• 3:40
  because,
• 3:41
  and
• 3:41
  I
• 3:41
  mean
• 3:41
  this
• 3:41
  in
• 3:42
  all
• 3:42
  sincerity,
• 3:42
  you
• 3:42
  are
• 3:43
  the
• 3:43
  living,
• 3:43
  breathing
• 3:44
  embodiment
• 3:45
  of.
• 3:45
  Of
• 3:45
  wanting
• 3:46
  to
• 3:46
  help
• 3:46
  people
• 3:46
  eat
• 3:47
  better.
• 3:47
  I
• 3:47
  know
• 3:47
  it's
• 3:48
  a
• 3:48
  passion
• 3:48
  of
• 3:48
  yours.
• 3:49
  We've
• 3:49
  had
• 3:49
  drinks
• 3:50
  over
• 3:50
  the
• 3:50
  subject
• 3:51
  and
• 3:51
  talked
• 3:51
  extensively
• 3:52
  about
• 3:52
  it
• 3:52
  for
• 3:52
  hours
• 3:52
  on
• 3:53
  end.
• 3:54
  So
• 3:54
  tell
• 3:54
  us,
• 3:55
  tell
• 3:55
  the
• 3:55
  audience,
• 3:55
  when
• 3:56
  and
• 3:56
  how
• 3:56
  did
• 3:57
  this
• 3:57
  passion
• 3:58
  for
• 3:58
  helping
• 3:59
  people
• 3:59
  eat
• 3:59
  better
• 4:00
  start
• 4:00
  for
• 4:00
  you?
• 4:01
  Yeah,
• 4:02
  so
• 4:02
  it
• 4:02
  goes
• 4:02
  way
• 4:03
  back.
• 4:03
  I
• 4:03
  mean,
• 4:04
  historically,
• 4:05
  like
• 4:05
  I
• 4:05
  mentioned,
• 4:05
  I
• 4:06
  grew
• 4:06
  up
• 4:06
  in
• 4:06
  West
• 4:06
  Texas.
• 4:07
  So,
• 4:08
  you
• 4:08
  know,
• 4:08
  you
• 4:09
  play,
• 4:09
  you're
• 4:09
  born,
• 4:10
  you
• 4:10
  play
• 4:10
  football,
• 4:10
  you
• 4:11
  play
• 4:11
  most
• 4:11
  sports
• 4:11
  out
• 4:12
  there.
• 4:12
  And
• 4:12
  so
• 4:12
  as
• 4:13
  a
• 4:13
  young
• 4:13
  man,
• 4:13
  I
• 4:14
  was
• 4:14
  very,
• 4:14
  very
• 4:14
  active.
• 4:16
  And,
• 4:16
  you
• 4:16
  know,
• 4:16
  at
• 4:16
  that
• 4:16
  point
• 4:16
  in
• 4:17
  your
• 4:17
  life,
• 4:17
  you
• 4:17
  eat
• 4:17
  anything
• 4:18
  you
• 4:18
  want.
• 4:18
  Right.
• 4:19
  And,
• 4:20
  of
• 4:20
  course,
• 4:20
  my
• 4:20
  parents
• 4:21
  were
• 4:21
  the
• 4:21
  generation
• 4:22
  of
• 4:23
  fast
• 4:23
  food
• 4:23
  and
• 4:23
  ultra
• 4:24
  processed
• 4:24
  food.
• 4:25
  And
• 4:25
  so
• 4:26
  I'll
• 4:26
  go
• 4:26
  on
• 4:26
  record
• 4:27
  and
• 4:27
  say
• 4:27
  that
• 4:27
  I've
• 4:27
  eaten
• 4:28
  my
• 4:28
  weight
• 4:28
  and
• 4:28
  Captain
• 4:29
  Crunch
• 4:29
  and
• 4:29
  Froot
• 4:30
  Loops
• 4:30
  and
• 4:30
  all
• 4:30
  the
• 4:31
  things.
• 4:31
  But,
• 4:32
  you
• 4:33
  know,
• 4:33
  after
• 4:33
  I
• 4:34
  got
• 4:34
  to
• 4:34
  college,
• 4:35
  I
• 4:35
  was
• 4:35
  still
• 4:35
  pretty
• 4:36
  active.
• 4:37
  I
• 4:37
  still
• 4:38
  worked
• 4:38
  in
• 4:38
  the
• 4:38
  oil
• 4:38
  field
• 4:38
  in
• 4:39
  college,
• 4:39
  so
• 4:39
  I
• 4:39
  was
• 4:39
  still
• 4:39
  doing
• 4:40
  things,
• 4:40
  you
• 4:40
  know,
• 4:41
  and
• 4:41
  really
• 4:41
  burning
• 4:41
  a
• 4:42
  lot
• 4:42
  of
• 4:42
  calories.
• 4:42
  But
• 4:43
  after
• 4:43
  graduation
• 4:44
  and
• 4:44
  I
• 4:45
  started
• 4:46
  more
• 4:46
  of
• 4:47
  an
• 4:47
  office
• 4:47
  job,
• 4:48
  then
• 4:48
  I
• 4:49
  started
• 4:49
  to
• 4:49
  realize,
• 4:50
  hey,
• 4:50
  I
• 4:50
  really
• 4:50
  can't
• 4:51
  eat
• 4:51
  this
• 4:51
  way
• 4:51
  because
• 4:53
  it's
• 4:53
  not
• 4:53
  helping
• 4:54
  my
• 4:55
  health
• 4:55
  at
• 4:55
  all.
• 4:56
  And
• 4:56
  so
• 4:56
  after
• 4:56
  about
• 4:56
  a
• 4:57
  25
• 4:57
  pound
• 4:58
  uptick,
• 4:58
  I
• 4:59
  decided
• 5:00
  I
• 5:00
  need
• 5:00
  to
• 5:00
  learn
• 5:00
  a
• 5:01
  little
• 5:01
  bit
• 5:01
  more
• 5:01
  about
• 5:02
  nutrition
• 5:02
  and
• 5:03
  start
• 5:03
  eating
• 5:04
  a
• 5:04
  little
• 5:04
  bit
• 5:04
  better.
• 5:05
  So
• 5:06
  it
• 5:06
  was
• 5:06
  probably
• 5:06
  in
• 5:06
  my
• 5:07
  late
• 5:07
  20s,
• 5:08
  I
• 5:08
  guess,
• 5:08
  when
• 5:08
  I
• 5:08
  started
• 5:09
  to
• 5:09
  get
• 5:09
  a
• 5:09
  little
• 5:09
  more
• 5:09
  serious
• 5:10
  about
• 5:10
  it.
• 5:10
  And.
• 5:11
  And
• 5:11
  then
• 5:11
  shortly
• 5:12
  thereafter,
• 5:13
  I
• 5:14
  went
• 5:14
  to
• 5:14
  work
• 5:14
  for
• 5:15
  the
• 5:15
  American
• 5:15
  Heart
• 5:16
  association,
• 5:17
  and
• 5:17
  that's
• 5:18
  really
• 5:18
  what
• 5:18
  triggered
• 5:19
  my
• 5:19
  interest
• 5:19
  in
• 5:20
  healthy
• 5:20
  eating.
• 5:21
  And
• 5:21
  I
• 5:21
  was
• 5:22
  so
• 5:22
  fortunate.
• 5:22
  I
• 5:23
  was
• 5:23
  surrounded
• 5:23
  with
• 5:25
  dietitians
• 5:26
  and
• 5:26
  folks
• 5:26
  that
• 5:27
  really
• 5:27
  knew
• 5:27
  about
• 5:27
  nutrition.
• 5:28
  And
• 5:28
  I
• 5:29
  ultimately
• 5:29
  ended
• 5:30
  up
• 5:30
  leading
• 5:30
  the
• 5:31
  heart
• 5:31
  check
• 5:31
  certification
• 5:32
  program.
• 5:32
  So
• 5:33
  really,
• 5:33
  all
• 5:34
  things
• 5:34
  heart
• 5:34
  health
• 5:35
  now,
• 5:35
  aha.
• 5:36
  Is
• 5:36
  committed
• 5:36
  to
• 5:37
  your
• 5:37
  whole
• 5:37
  body
• 5:37
  health,
• 5:38
  obviously,
• 5:38
  but
• 5:38
  they're
• 5:39
  focused
• 5:39
  on
• 5:39
  heart
• 5:39
  health.
• 5:40
  But
• 5:40
  at
• 5:40
  that
• 5:41
  point
• 5:41
  in
• 5:41
  my
• 5:41
  life,
• 5:42
  I
• 5:42
  even
• 5:42
  got
• 5:42
  more
• 5:43
  serious
• 5:43
  about
• 5:43
  it.
• 5:44
  And
• 5:45
  since
• 5:46
  then,
• 5:46
  I've
• 5:46
  really
• 5:47
  just
• 5:47
  tried
• 5:48
  to
• 5:48
  adopt
• 5:48
  the.
• 5:49
  And
• 5:49
  my
• 5:49
  doctor
• 5:49
  agrees
• 5:50
  with
• 5:50
  me
• 5:51
  on
• 5:51
  this,
• 5:51
  by
• 5:51
  the
• 5:51
  way.
• 5:52
  It's
• 5:52
  the
• 5:53
  8020
• 5:53
  rule.
• 5:54
  Like,
• 5:54
  I'm
• 5:54
  really
• 5:55
  good,
• 5:55
  80%
• 5:56
  of
• 5:56
  the
• 5:56
  time,
• 5:57
  I'm
• 5:58
  bad,
• 5:58
  20%
• 5:59
  of
• 5:59
  the
• 5:59
  time,
• 5:59
  and
• 6:00
  10%
• 6:01
  of
• 6:01
  the
• 6:01
  20%,
• 6:02
  I'm
• 6:02
  probably
• 6:02
  really
• 6:03
  bad.
• 6:03
  But
• 6:04
  as
• 6:05
  long
• 6:05
  as
• 6:05
  I
• 6:05
  can
• 6:05
  follow
• 6:05
  that
• 6:06
  8020
• 6:06
  rule
• 6:07
  for
• 6:07
  the
• 6:07
  rest
• 6:07
  of
• 6:07
  my
• 6:07
  life
• 6:08
  and
• 6:09
  continue
• 6:09
  to
• 6:09
  exercise
• 6:10
  and
• 6:10
  stay
• 6:10
  active,
• 6:12
  I
• 6:12
  feel
• 6:12
  pretty
• 6:12
  good
• 6:12
  about
• 6:12
  my
• 6:13
  chances
• 6:13
  of
• 6:13
  living
• 6:13
  for
• 6:14
  a
• 6:14
  little
• 6:14
  bit
• 6:14
  longer.
• 6:15
  That
• 6:16
  reminds
• 6:16
  me
• 6:16
  of
• 6:16
  the
• 6:17
  old
• 6:17
  anchorman
• 6:17
  line,
• 6:18
  Kevin,
• 6:18
  too.
• 6:18
  You
• 6:19
  know,
• 6:19
  you
• 6:19
  got
• 6:19
  me
• 6:19
  thinking,
• 6:19
  like,
• 6:20
  you
• 6:20
  know,
• 6:20
  for
• 6:20
  me,
• 6:21
  it's
• 6:21
  probably,
• 6:21
  I
• 6:21
  eat.
• 6:22
  I
• 6:22
  eat
• 6:22
  60%
• 6:23
  of
• 6:23
  the
• 6:23
  time.
• 6:23
  I
• 6:23
  eat
• 6:23
  bad
• 6:24
  all
• 6:24
  the
• 6:24
  time,
• 6:24
  you
• 6:25
  know,
• 6:26
  or
• 6:26
  whatever
• 6:26
  it
• 6:26
  is,
• 6:26
  whatever
• 6:27
  it
• 6:27
  is.
• 6:27
  So,
• 6:27
  all
• 6:28
  kidding
• 6:28
  aside,
• 6:28
  though,
• 6:29
  Kevin,
• 6:29
  so
• 6:29
  what.
• 6:30
  What
• 6:30
  led
• 6:30
  you
• 6:30
  to
• 6:30
  Sifter
• 6:31
  and
• 6:31
  talk
• 6:31
  about
• 6:31
  what
• 6:32
  Sifter
• 6:32
  does
• 6:33
  too,
• 6:33
  that
• 6:33
  extends
• 6:34
  kind
• 6:34
  of
• 6:34
  your
• 6:34
  passion
• 6:35
  for,
• 6:35
  you
• 6:35
  know,
• 6:36
  helping
• 6:36
  people
• 6:36
  eat
• 6:36
  healthy.
• 6:37
  As
• 6:37
  I
• 6:37
  was
• 6:38
  exiting
• 6:38
  the
• 6:38
  American
• 6:39
  Heart
• 6:39
  association,
• 6:41
  we
• 6:41
  were
• 6:41
  starting
• 6:42
  to
• 6:42
  get
• 6:42
  into
• 6:42
  more
• 6:44
  food
• 6:45
  data
• 6:46
  and
• 6:46
  really
• 6:47
  a
• 6:47
  lot
• 6:47
  of
• 6:48
  data
• 6:48
  and
• 6:49
  algorithms
• 6:49
  around
• 6:49
  healthy
• 6:50
  eating.
• 6:50
  And
• 6:51
  actually,
• 6:52
  at
• 6:52
  that
• 6:52
  moment
• 6:53
  in
• 6:53
  time,
• 6:53
  I
• 6:53
  got
• 6:53
  connected
• 6:54
  with
• 6:54
  a
• 6:54
  company
• 6:54
  called
• 6:55
  Label
• 6:55
  Insight,
• 6:56
  and
• 6:56
  they
• 6:56
  were
• 6:57
  all
• 6:57
  about
• 6:57
  food
• 6:58
  attribution,
• 6:59
  and
• 6:59
  I
• 6:59
  ultimately
• 7:00
  ended
• 7:00
  up
• 7:00
  going
• 7:00
  to
• 7:01
  work
• 7:01
  for
• 7:01
  them
• 7:02
  afterwards.
• 7:02
  So
• 7:02
  that
• 7:02
  was
• 7:03
  really
• 7:03
  my
• 7:03
  foray
• 7:03
  into
• 7:05
  more
• 7:05
  food
• 7:05
  and
• 7:05
  nutrition
• 7:06
  technology.
• 7:07
  And
• 7:08
  with.
• 7:08
  With
• 7:08
  Label
• 7:08
  Inside,
• 7:09
  I
• 7:09
  guess
• 7:09
  I
• 7:09
  was
• 7:09
  there
• 7:10
  for
• 7:10
  three
• 7:10
  or
• 7:10
  four
• 7:11
  years,
• 7:11
  and
• 7:11
  then
• 7:11
  we
• 7:12
  ultimately
• 7:12
  got
• 7:12
  acquired
• 7:13
  by
• 7:14
  niq.
• 7:15
  So
• 7:15
  I
• 7:15
  worked
• 7:15
  for
• 7:16
  NIQ
• 7:16
  for
• 7:16
  a
• 7:16
  few
• 7:17
  years,
• 7:17
  but
• 7:17
  really
• 7:17
  more
• 7:18
  on
• 7:18
  the
• 7:18
  nutrition
• 7:19
  side,
• 7:20
  but.
• 7:20
  But
• 7:20
  really
• 7:20
  focused
• 7:21
  on
• 7:21
  grocery
• 7:21
  retail
• 7:22
  and
• 7:22
  really
• 7:22
  kind
• 7:23
  of
• 7:23
  helping
• 7:23
  them
• 7:24
  better
• 7:24
  understand
• 7:24
  their
• 7:25
  assortment
• 7:25
  so
• 7:26
  that
• 7:26
  they
• 7:26
  can,
• 7:26
  you
• 7:26
  know,
• 7:26
  merchandise
• 7:27
  accordingly
• 7:28
  around
• 7:28
  health.
• 7:29
  And
• 7:29
  then
• 7:30
  as
• 7:31
  I
• 7:31
  was
• 7:31
  exiting
• 7:31
  niq,
• 7:32
  I
• 7:32
  got
• 7:33
  introduced
• 7:33
  to
• 7:34
  two
• 7:35
  of
• 7:35
  the
• 7:35
  greatest
• 7:35
  guys
• 7:36
  I've
• 7:36
  Ever
• 7:37
  met
• 7:37
  Andrew
• 7:37
  and
• 7:38
  Thomas
• 7:38
  Parkinson.
• 7:39
  They
• 7:40
  are
• 7:40
  the
• 7:40
  founders
• 7:41
  of
• 7:41
  Sifter,
• 7:42
  along
• 7:42
  with
• 7:42
  Judy
• 7:43
  Sebold,
• 7:43
  who
• 7:43
  is
• 7:44
  legendary
• 7:44
  in
• 7:45
  the
• 7:45
  nutrition
• 7:45
  world
• 7:45
  and
• 7:46
  re
• 7:46
  in
• 7:46
  grocery
• 7:46
  retail
• 7:47
  and
• 7:47
  the
• 7:47
  food
• 7:48
  industry.
• 7:49
  And
• 7:49
  for
• 7:50
  those
• 7:50
  that
• 7:50
  don't
• 7:50
  know
• 7:50
  the
• 7:50
  Parkinson
• 7:51
  brothers,
• 7:51
  they're
• 7:51
  the
• 7:52
  Peapod
• 7:52
  guys.
• 7:52
  So
• 7:53
  they
• 7:53
  started
• 7:53
  legends.
• 7:54
  Legendary.
• 7:55
  Yeah,
• 7:56
  they
• 7:56
  started
• 7:56
  Peapod
• 7:57
  back
• 7:57
  in
• 7:57
  the
• 7:58
  late
• 7:58
  80s,
• 7:58
  early
• 7:59
  90s,
• 8:00
  really
• 8:00
  the
• 8:00
  first
• 8:00
  online
• 8:01
  grocery
• 8:01
  store.
• 8:02
  And
• 8:03
  so
• 8:04
  even
• 8:04
  though
• 8:04
  we've
• 8:04
  been
• 8:05
  in
• 8:05
  market
• 8:05
  for
• 8:06
  four
• 8:06
  or
• 8:06
  five
• 8:06
  years,
• 8:06
  at
• 8:07
  this
• 8:07
  point,
• 8:08
  we've
• 8:08
  got
• 8:09
  a
• 8:09
  deep
• 8:09
  and
• 8:10
  rich
• 8:10
  grocery
• 8:11
  retail
• 8:11
  background.
• 8:12
  And
• 8:13
  much
• 8:13
  like
• 8:14
  myself,
• 8:14
  Andrew
• 8:15
  and
• 8:15
  Thomas
• 8:15
  are
• 8:16
  very
• 8:16
  healthy.
• 8:18
  They
• 8:18
  stay
• 8:18
  active.
• 8:19
  And
• 8:20
  really,
• 8:21
  the
• 8:22
  passion
• 8:22
  for
• 8:22
  this
• 8:23
  company
• 8:23
  is
• 8:23
  to
• 8:23
  try
• 8:24
  to
• 8:24
  make
• 8:24
  healthy
• 8:24
  eating
• 8:25
  easier
• 8:25
  for
• 8:25
  everyone.
• 8:26
  And
• 8:27
  Sifter
• 8:27
  is
• 8:27
  unique
• 8:28
  in
• 8:28
  a
• 8:28
  few
• 8:28
  ways.
• 8:29
  We
• 8:30
  align
• 8:30
  foods
• 8:31
  at
• 8:31
  the
• 8:31
  product
• 8:32
  level
• 8:32
  to
• 8:33
  an
• 8:33
  individual's
• 8:34
  chronic
• 8:35
  disease
• 8:35
  that
• 8:35
  they're
• 8:35
  managing
• 8:36
  or
• 8:36
  their
• 8:36
  dietary
• 8:37
  requirements.
• 8:37
  And
• 8:38
  so
• 8:38
  that's
• 8:38
  really
• 8:38
  our
• 8:39
  uniqueness,
• 8:40
  especially
• 8:40
  related
• 8:41
  to
• 8:41
  the
• 8:41
  health
• 8:41
  diet.
• 8:42
  So
• 8:42
  diabetes,
• 8:43
  you
• 8:44
  know,
• 8:44
  all
• 8:45
  four
• 8:45
  stages
• 8:46
  of
• 8:46
  kidney
• 8:46
  disease,
• 8:46
  you
• 8:47
  know,
• 8:47
  the.
• 8:47
  And
• 8:47
  with
• 8:48
  chronic
• 8:48
  disease
• 8:49
  on
• 8:49
  the
• 8:49
  rise
• 8:49
  and
• 8:50
  really
• 8:51
  the
• 8:51
  percentage
• 8:51
  of
• 8:52
  Americans
• 8:52
  that
• 8:53
  are
• 8:53
  affected
• 8:53
  by
• 8:53
  chronic
• 8:54
  disease,
• 8:55
  what
• 8:55
  we
• 8:55
  do
• 8:55
  is
• 8:56
  unique,
• 8:56
  but
• 8:57
  we
• 8:57
  feel
• 8:57
  it's
• 8:57
  really
• 8:57
  important
• 8:58
  to
• 8:58
  support
• 8:59
  grocery
• 8:59
  retail
• 9:00
  and
• 9:00
  their
• 9:01
  initiatives
• 9:01
  around
• 9:02
  healthy
• 9:02
  eating.
• 9:03
  And
• 9:03
  so
• 9:04
  that's
• 9:04
  really
• 9:04
  the
• 9:04
  story
• 9:04
  of
• 9:05
  how
• 9:05
  I
• 9:05
  got
• 9:05
  to
• 9:05
  Sifter.
• 9:06
  And
• 9:06
  I've
• 9:06
  been
• 9:07
  here
• 9:07
  for
• 9:07
  almost
• 9:07
  four
• 9:08
  years
• 9:08
  now,
• 9:08
  and
• 9:09
  we're
• 9:10
  busy
• 9:10
  as
• 9:10
  beavers
• 9:11
  because
• 9:11
  food
• 9:11
  is
• 9:12
  medicine,
• 9:13
  wellness
• 9:13
  is
• 9:14
  a
• 9:14
  hot
• 9:14
  topic.
• 9:14
  And
• 9:15
  you
• 9:15
  know
• 9:15
  that
• 9:15
  train
• 9:15
  is
• 9:16
  going
• 9:16
  about
• 9:16
  100
• 9:16
  miles
• 9:16
  an
• 9:17
  hour
• 9:17
  right
• 9:17
  now.
• 9:18
  Yeah,
• 9:18
  100%.
• 9:19
  I
• 9:19
  want
• 9:19
  to.
• 9:19
  And
• 9:19
  I
• 9:19
  want
• 9:19
  to
• 9:20
  get
• 9:20
  to
• 9:20
  that,
• 9:20
  you
• 9:20
  know,
• 9:21
  here,
• 9:21
  very,
• 9:21
  very
• 9:22
  shortly,
• 9:22
  as
• 9:22
  quick,
• 9:22
  as
• 9:22
  quickly
• 9:23
  as
• 9:23
  possible.
• 9:23
  But,
• 9:24
  but
• 9:24
  I
• 9:24
  do
• 9:24
  want.
• 9:24
  I
• 9:24
  do
• 9:24
  want
• 9:25
  to
• 9:25
  highlight
• 9:25
  the
• 9:25
  Peapod
• 9:26
  origins
• 9:26
  here
• 9:26
  too,
• 9:26
  because
• 9:27
  I
• 9:27
  had
• 9:27
  a
• 9:27
  chance
• 9:27
  to
• 9:28
  sit
• 9:28
  down
• 9:28
  with
• 9:28
  both
• 9:28
  the
• 9:28
  Parkinson
• 9:29
  brothers,
• 9:29
  like
• 9:29
  six
• 9:29
  or
• 9:30
  seven
• 9:30
  months
• 9:30
  ago.
• 9:31
  And
• 9:31
  what
• 9:31
  I
• 9:31
  was
• 9:31
  struck
• 9:32
  by,
• 9:32
  and
• 9:32
  I
• 9:32
  imagine
• 9:33
  this
• 9:33
  plays
• 9:33
  into
• 9:33
  what
• 9:34
  we're
• 9:34
  going
• 9:34
  to
• 9:34
  talk
• 9:34
  about
• 9:34
  too,
• 9:34
  Kevin,
• 9:35
  but
• 9:35
  I'd
• 9:35
  love
• 9:35
  for
• 9:35
  you
• 9:36
  to
• 9:36
  highlight
• 9:36
  it
• 9:36
  for
• 9:36
  the
• 9:37
  audience
• 9:37
  a
• 9:37
  little
• 9:37
  bit
• 9:37
  more
• 9:37
  too,
• 9:37
  is
• 9:38
  because
• 9:38
  they
• 9:39
  grew
• 9:39
  up
• 9:39
  in
• 9:39
  understanding
• 9:40
  the
• 9:40
  data
• 9:41
  aspect
• 9:41
  of
• 9:42
  E
• 9:42
  commerce
• 9:42
  and
• 9:43
  grocery
• 9:43
  merchandising.
• 9:44
  That
• 9:45
  knowledge
• 9:45
  of
• 9:45
  data
• 9:46
  is
• 9:46
  permeated
• 9:46
  through
• 9:47
  everything
• 9:47
  Sifter
• 9:48
  does
• 9:48
  and
• 9:48
  tries
• 9:49
  to
• 9:49
  do
• 9:49
  for
• 9:49
  the
• 9:49
  grocery
• 9:50
  industry.
• 9:50
  Is
• 9:50
  that
• 9:50
  not
• 9:50
  right?
• 9:51
  That
• 9:52
  is
• 9:52
  correct.
• 9:52
  Yeah.
• 9:53
  And
• 9:54
  you
• 9:54
  know,
• 9:54
  it's
• 9:55
  important
• 9:56
  because
• 9:56
  when
• 9:56
  you
• 9:57
  start
• 9:57
  to
• 9:57
  serve
• 9:58
  up
• 9:59
  foods
• 10:00
  that
• 10:00
  are
• 10:00
  diabetic
• 10:01
  friendly,
• 10:01
  as
• 10:02
  an
• 10:02
  example,
• 10:03
  or,
• 10:03
  you
• 10:04
  know,
• 10:04
  the
• 10:04
  hottest
• 10:04
  recent
• 10:05
  topic
• 10:05
  is
• 10:05
  GLP1
• 10:06
  friendly,
• 10:07
  you
• 10:07
  need
• 10:07
  to
• 10:07
  make
• 10:08
  sure
• 10:08
  that
• 10:08
  you're
• 10:08
  serving
• 10:09
  up
• 10:09
  the
• 10:09
  right
• 10:09
  products
• 10:10
  because.
• 10:10
  And
• 10:10
  of
• 10:11
  course,
• 10:12
  needless
• 10:12
  to
• 10:12
  say,
• 10:12
  the
• 10:13
  allergen
• 10:13
  side
• 10:13
  of
• 10:13
  the
• 10:13
  business
• 10:14
  that's
• 10:15
  critical.
• 10:15
  You
• 10:16
  never
• 10:16
  want
• 10:16
  to
• 10:16
  serve
• 10:17
  up
• 10:17
  a
• 10:18
  product
• 10:18
  with
• 10:19
  nuts
• 10:19
  in
• 10:20
  it
• 10:20
  or
• 10:20
  peanuts
• 10:20
  in
• 10:20
  it
• 10:20
  to
• 10:21
  an
• 10:21
  individual
• 10:21
  who
• 10:21
  happens
• 10:22
  to
• 10:22
  be
• 10:22
  allergic
• 10:22
  to
• 10:22
  peanuts.
• 10:23
  So,
• 10:24
  you
• 10:24
  know,
• 10:24
  all
• 10:24
  of
• 10:24
  those
• 10:24
  things
• 10:25
  are
• 10:25
  critical.
• 10:26
  But
• 10:26
  they,
• 10:27
  they
• 10:27
  understood
• 10:28
  that
• 10:28
  early
• 10:28
  on.
• 10:28
  In
• 10:29
  fact,
• 10:29
  they
• 10:29
  created
• 10:29
  a
• 10:30
  company
• 10:30
  called
• 10:30
  Item
• 10:31
  Master
• 10:32
  along
• 10:32
  their
• 10:33
  Peapod
• 10:34
  route
• 10:35
  and
• 10:35
  ultimately
• 10:36
  Syndigo
• 10:36
  ended
• 10:36
  up
• 10:37
  buying
• 10:37
  that
• 10:37
  company.
• 10:37
  But
• 10:38
  they,
• 10:38
  they
• 10:39
  were
• 10:39
  struggling
• 10:40
  because,
• 10:41
  and
• 10:41
  again,
• 10:42
  nothing
• 10:42
  against
• 10:42
  brands,
• 10:43
  but
• 10:43
  when
• 10:44
  you're
• 10:44
  dependent
• 10:44
  upon
• 10:45
  brands
• 10:45
  for
• 10:45
  data,
• 10:47
  it's,
• 10:47
  it's
• 10:47
  all
• 10:47
  different
• 10:48
  based
• 10:49
  on
• 10:49
  the
• 10:49
  way
• 10:49
  that
• 10:49
  they
• 10:50
  structure
• 10:50
  their
• 10:50
  data.
• 10:51
  So
• 10:51
  as
• 10:51
  a
• 10:52
  grocery
• 10:52
  retailer
• 10:53
  is,
• 10:53
  you
• 10:53
  know,
• 10:53
  receiving
• 10:54
  data
• 10:54
  from
• 10:55
  multiple
• 10:55
  sources,
• 10:56
  it's
• 10:57
  very
• 10:57
  difficult
• 10:57
  to
• 10:58
  kind
• 10:58
  of
• 10:59
  sift
• 10:59
  that
• 11:00
  down
• 11:00
  to
• 11:00
  something
• 11:01
  that's
• 11:01
  functional,
• 11:02
  clean
• 11:02
  and
• 11:03
  ultimately
• 11:03
  accurate.
• 11:04
  So
• 11:05
  we
• 11:05
  feel
• 11:05
  that
• 11:06
  we've
• 11:06
  figured
• 11:06
  that
• 11:07
  formula
• 11:07
  out
• 11:08
  just
• 11:08
  because
• 11:08
  of
• 11:08
  our
• 11:09
  capabilities
• 11:10
  and
• 11:10
  our
• 11:11
  subject
• 11:11
  matter
• 11:11
  expert.
• 11:12
  We're
• 11:12
  fortunate
• 11:12
  that
• 11:12
  we
• 11:12
  brought
• 11:13
  the
• 11:13
  brain
• 11:13
  trust
• 11:13
  over
• 11:14
  from
• 11:14
  Peapod
• 11:15
  and
• 11:15
  Automaster.
• 11:16
  So
• 11:16
  we
• 11:17
  are
• 11:17
  not
• 11:17
  only
• 11:17
  a
• 11:18
  food
• 11:18
  is
• 11:18
  medicine
• 11:20
  technology
• 11:20
  platform
• 11:21
  but,
• 11:22
  but
• 11:22
  we're
• 11:22
  really,
• 11:22
  really
• 11:22
  good
• 11:23
  at
• 11:23
  product
• 11:23
  data
• 11:23
  and
• 11:24
  that
• 11:24
  serves
• 11:24
  us
• 11:24
  well
• 11:25
  in
• 11:26
  today
• 11:26
  Food
• 11:26
  is
• 11:27
  Medicine.
• 11:27
  But
• 11:28
  also
• 11:28
  what
• 11:28
  we're
• 11:28
  going
• 11:28
  to
• 11:29
  talk
• 11:29
  about,
• 11:29
  which
• 11:29
  is
• 11:29
  the,
• 11:30
  the
• 11:31
  challenges
• 11:31
  that
• 11:31
  retailers
• 11:32
  are
• 11:32
  having
• 11:32
  around
• 11:32
  SNAP
• 11:33
  waiver
• 11:34
  compliance
• 11:34
  as
• 11:35
  well.
• 11:36
  Yeah,
• 11:36
  yeah.
• 11:36
  And
• 11:37
  yeah,
• 11:37
  there's
• 11:38
  a
• 11:38
  premium
• 11:38
  on
• 11:38
  getting
• 11:38
  this
• 11:39
  information
• 11:39
  right,
• 11:39
  and
• 11:40
  hence
• 11:40
  the
• 11:40
  name.
• 11:40
  Why
• 11:40
  you
• 11:41
  call
• 11:41
  it
• 11:41
  Sifter
• 11:41
  too?
• 11:42
  Because
• 11:42
  you
• 11:42
  got
• 11:42
  to
• 11:42
  sift
• 11:42
  through
• 11:43
  a
• 11:43
  lot
• 11:43
  of
• 11:43
  information
• 11:44
  and
• 11:44
  you
• 11:44
  got
• 11:44
  to
• 11:44
  make
• 11:45
  sure
• 11:45
  it's
• 11:45
  correct.
• 11:45
  And
• 11:46
  you
• 11:46
  know,
• 11:46
  and,
• 11:46
  and
• 11:47
  you
• 11:47
  mentioned
• 11:47
  JLP
• 11:47
  on.
• 11:47
  So
• 11:48
  we'll
• 11:48
  get
• 11:48
  to
• 11:48
  that
• 11:48
  in
• 11:48
  a
• 11:48
  minute.
• 11:48
  But
• 11:48
  I
• 11:48
  want
• 11:48
  to
• 11:49
  come
• 11:49
  back
• 11:49
  to
• 11:49
  what
• 11:49
  you
• 11:49
  just
• 11:49
  said
• 11:50
  there
• 11:50
  too
• 11:50
  because
• 11:51
  there's
• 11:52
  some
• 11:52
  big
• 11:52
  legislation
• 11:53
  that's
• 11:53
  already
• 11:53
  underway
• 11:54
  coming
• 11:54
  down
• 11:55
  from
• 11:55
  our
• 11:55
  government
• 11:56
  that
• 11:56
  is
• 11:56
  going
• 11:57
  to
• 11:57
  change
• 11:57
  the
• 11:57
  dynamics
• 11:58
  of
• 11:58
  what
• 11:58
  grocers
• 11:59
  put
• 11:59
  on
• 11:59
  their
• 11:59
  shelves.
• 11:59
  And
• 12:00
  I'm
• 12:00
  talking
• 12:00
  about
• 12:01
  what
• 12:01
  you
• 12:01
  just
• 12:02
  mentioned,
• 12:02
  which
• 12:02
  is
• 12:02
  the
• 12:02
  move
• 12:03
  to
• 12:03
  restrict
• 12:04
  SNAP
• 12:04
  recipients
• 12:05
  from
• 12:05
  purchasing
• 12:06
  non
• 12:06
  nutritious
• 12:07
  food.
• 12:08
  Can
• 12:08
  you
• 12:08
  give
• 12:09
  us
• 12:09
  the
• 12:09
  four
• 12:09
  one,
• 12:10
  one
• 12:10
  on
• 12:10
  everything
• 12:11
  my
• 12:11
  audience
• 12:12
  and
• 12:12
  I
• 12:12
  need
• 12:12
  to
• 12:13
  know
• 12:13
  about
• 12:14
  that?
• 12:16
  Sure,
• 12:16
  yeah,
• 12:16
  I'll
• 12:17
  do
• 12:17
  my
• 12:17
  best.
• 12:17
  It's,
• 12:18
  it's
• 12:19
  complicated
• 12:19
  for
• 12:20
  sure.
• 12:20
  But
• 12:22
  you
• 12:22
  know,
• 12:22
  a
• 12:22
  year
• 12:23
  or
• 12:23
  so,
• 12:23
  probably
• 12:24
  a
• 12:24
  little
• 12:24
  bit
• 12:24
  before
• 12:24
  that,
• 12:26
  the,
• 12:26
  there
• 12:27
  were
• 12:27
  a
• 12:27
  few
• 12:27
  states
• 12:27
  that
• 12:28
  submitted
• 12:29
  waivers
• 12:30
  to
• 12:30
  USDA
• 12:31
  to
• 12:31
  do
• 12:31
  just
• 12:32
  what
• 12:32
  you
• 12:32
  mentioned.
• 12:32
  They
• 12:33
  wanted
• 12:33
  to
• 12:34
  restrict
• 12:34
  SNAP
• 12:35
  expenditures
• 12:36
  on
• 12:36
  the
• 12:36
  bad
• 12:37
  stuff,
• 12:37
  more
• 12:37
  or
• 12:37
  less.
• 12:38
  And
• 12:39
  over
• 12:39
  time,
• 12:40
  more
• 12:41
  states
• 12:41
  got
• 12:41
  behind
• 12:42
  that.
• 12:42
  And
• 12:42
  at
• 12:42
  this
• 12:42
  point
• 12:43
  there
• 12:43
  are
• 12:44
  22
• 12:44
  states
• 12:45
  that
• 12:45
  have
• 12:46
  approved
• 12:46
  waivers.
• 12:47
  There
• 12:48
  are
• 12:48
  10
• 12:48
  states
• 12:49
  who
• 12:49
  are
• 12:50
  activated
• 12:51
  currently
• 12:52
  and
• 12:52
  with
• 12:52
  two
• 12:53
  more
• 12:53
  coming
• 12:53
  up
• 12:54
  in
• 12:54
  July.
• 12:54
  So
• 12:55
  by
• 12:55
  the
• 12:55
  end
• 12:55
  of
• 12:55
  July
• 12:55
  you'll
• 12:56
  have
• 12:56
  12
• 12:56
  states
• 12:56
  that
• 12:57
  have
• 12:57
  active
• 12:58
  waivers
• 12:58
  where
• 12:59
  in
• 12:59
  those
• 12:59
  states,
• 13:01
  based
• 13:01
  on
• 13:01
  the
• 13:02
  rules
• 13:02
  around
• 13:03
  restrictions,
• 13:04
  Snap
• 13:05
  shoppers
• 13:05
  can't
• 13:05
  buy
• 13:06
  certain
• 13:06
  things.
• 13:07
  And
• 13:08
  so
• 13:09
  retailers,
• 13:11
  they're
• 13:11
  doing
• 13:11
  the
• 13:12
  best
• 13:12
  they
• 13:12
  can.
• 13:12
  And
• 13:13
  the
• 13:14
  part
• 13:14
  of
• 13:15
  the
• 13:15
  challenge
• 13:15
  is
• 13:15
  that
• 13:16
  there's
• 13:16
  not
• 13:16
  a
• 13:16
  whole
• 13:16
  lot
• 13:16
  of
• 13:17
  standardization
• 13:17
  around
• 13:18
  it.
• 13:18
  Every
• 13:18
  state
• 13:18
  is
• 13:19
  different,
• 13:20
  they
• 13:20
  all
• 13:20
  have
• 13:21
  different
• 13:21
  rules.
• 13:21
  So
• 13:22
  if
• 13:22
  you're
• 13:23
  a
• 13:23
  one
• 13:23
  state
• 13:23
  retailer,
• 13:24
  maybe
• 13:24
  not
• 13:25
  as
• 13:25
  complex,
• 13:25
  but
• 13:26
  if
• 13:26
  you're
• 13:26
  a
• 13:26
  retailer
• 13:27
  that
• 13:27
  serves
• 13:28
  shoppers
• 13:29
  in
• 13:29
  multiple
• 13:29
  states,
• 13:30
  it
• 13:30
  could
• 13:30
  be
• 13:30
  really
• 13:30
  complicated
• 13:31
  because
• 13:32
  every
• 13:32
  state
• 13:32
  is
• 13:33
  different.
• 13:34
  So,
• 13:35
  you
• 13:35
  know,
• 13:35
  that's,
• 13:35
  that's
• 13:36
  what's
• 13:36
  happened.
• 13:37
  And
• 13:38
  we
• 13:38
  don't
• 13:38
  think
• 13:39
  it's
• 13:39
  going
• 13:39
  to
• 13:39
  slow
• 13:39
  down.
• 13:40
  You
• 13:40
  know,
• 13:41
  the,
• 13:42
  I
• 13:42
  think
• 13:42
  the
• 13:43
  intent
• 13:44
  behind
• 13:44
  it
• 13:44
  is
• 13:45
  to
• 13:45
  at
• 13:46
  least
• 13:46
  activate
• 13:47
  something
• 13:47
  that
• 13:47
  might
• 13:48
  help
• 13:48
  reduce
• 13:48
  chronic
• 13:49
  disease.
• 13:50
  Not
• 13:50
  in
• 13:50
  a
• 13:50
  certain
• 13:50
  population,
• 13:51
  but
• 13:51
  just
• 13:53
  associated
• 13:53
  with
• 13:53
  folks
• 13:54
  just
• 13:54
  buying
• 13:54
  things
• 13:54
  that
• 13:55
  we
• 13:55
  know
• 13:55
  contribute
• 13:56
  to
• 13:56
  chronic
• 13:56
  disease.
• 13:58
  But
• 13:59
  the
• 13:59
  challenge
• 14:00
  too
• 14:00
  is
• 14:00
  that
• 14:01
  it's
• 14:02
  very
• 14:02
  difficult
• 14:03
  to
• 14:04
  build
• 14:05
  a
• 14:05
  strategy
• 14:05
  around
• 14:06
  category
• 14:07
  level
• 14:08
  assumptions.
• 14:09
  A
• 14:09
  perfect
• 14:10
  example
• 14:10
  would
• 14:10
  be
• 14:11
  in
• 14:11
  most
• 14:11
  states,
• 14:12
  you
• 14:12
  can't
• 14:12
  buy
• 14:12
  soda
• 14:13
  anymore,
• 14:13
  you
• 14:14
  can't
• 14:14
  buy
• 14:14
  candy
• 14:15
  anymore.
• 14:16
  So
• 14:17
  if
• 14:17
  you
• 14:17
  were
• 14:17
  simply
• 14:18
  to
• 14:19
  take
• 14:19
  out
• 14:19
  the
• 14:20
  soda
• 14:20
  category
• 14:22
  and
• 14:22
  every
• 14:22
  retailer
• 14:23
  categorizes
• 14:24
  differently,
• 14:24
  but
• 14:24
  that,
• 14:24
  I'm
• 14:25
  just
• 14:25
  trying
• 14:25
  to
• 14:25
  talk
• 14:26
  about
• 14:26
  it
• 14:26
  at
• 14:26
  a
• 14:26
  high
• 14:26
  level.
• 14:27
  Right.
• 14:28
  Well,
• 14:28
  you
• 14:28
  may
• 14:29
  be
• 14:29
  in
• 14:29
  theory
• 14:29
  eliminating
• 14:30
  some
• 14:31
  things
• 14:31
  in
• 14:31
  the
• 14:31
  soda
• 14:32
  category
• 14:32
  that
• 14:32
  actually
• 14:32
  do
• 14:33
  qualify
• 14:34
  for
• 14:34
  Snap
• 14:34
  purchase,
• 14:35
  as
• 14:35
  an
• 14:36
  example,
• 14:37
  maybe
• 14:37
  a
• 14:37
  carbonated
• 14:38
  flavored
• 14:39
  water
• 14:39
  of
• 14:40
  some
• 14:40
  sort.
• 14:41
  So
• 14:41
  you
• 14:41
  don't
• 14:41
  want
• 14:41
  to
• 14:41
  take
• 14:42
  a
• 14:42
  category
• 14:42
  approach
• 14:43
  and
• 14:43
  eliminate
• 14:44
  everything.
• 14:45
  The
• 14:45
  best
• 14:46
  way
• 14:46
  to
• 14:46
  manage
• 14:46
  this,
• 14:47
  in
• 14:47
  Sifter's
• 14:48
  opinion,
• 14:48
  is
• 14:48
  to
• 14:48
  take
• 14:48
  it
• 14:49
  to
• 14:49
  a
• 14:49
  product
• 14:50
  level
• 14:50
  approach
• 14:50
  where
• 14:51
  you've
• 14:51
  got
• 14:52
  the
• 14:52
  technology
• 14:52
  and
• 14:53
  you've
• 14:53
  got
• 14:53
  the
• 14:53
  data
• 14:53
  to
• 14:54
  make
• 14:54
  a
• 14:55
  decision
• 14:55
  per
• 14:56
  product
• 14:56
  or
• 14:56
  byproduct.
• 14:57
  And
• 14:57
  that's
• 14:57
  really
• 14:58
  where
• 14:58
  we
• 14:58
  come
• 14:58
  into
• 14:58
  play
• 14:59
  because
• 14:59
  of
• 14:59
  our
• 15:01
  experience
• 15:01
  and
• 15:02
  our
• 15:02
  ability
• 15:03
  to
• 15:03
  do
• 15:03
  that
• 15:03
  based
• 15:04
  on
• 15:04
  our
• 15:05
  history
• 15:05
  as
• 15:05
  a
• 15:05
  food
• 15:05
  is
• 15:05
  medicine
• 15:06
  company.
• 15:06
  So,
• 15:07
  you
• 15:07
  know,
• 15:07
  there's
• 15:07
  some
• 15:08
  real
• 15:08
  challenges,
• 15:09
  but
• 15:10
  we
• 15:10
  feel
• 15:10
  like
• 15:11
  retailers
• 15:12
  are
• 15:12
  trying
• 15:12
  to
• 15:13
  do
• 15:13
  the
• 15:13
  best
• 15:13
  they
• 15:14
  can.
• 15:14
  The
• 15:14
  legislation
• 15:15
  is
• 15:15
  the
• 15:15
  legislation,
• 15:16
  once
• 15:16
  it's
• 15:16
  passed,
• 15:17
  it
• 15:17
  is
• 15:17
  law.
• 15:18
  And
• 15:18
  there's
• 15:18
  some
• 15:18
  pretty
• 15:19
  severe
• 15:19
  compliance
• 15:20
  penalties
• 15:21
  if
• 15:21
  you
• 15:21
  don't
• 15:21
  get
• 15:21
  it
• 15:22
  right.
• 15:22
  So
• 15:23
  they're
• 15:23
  all
• 15:24
  concerned
• 15:24
  about
• 15:24
  it.
• 15:25
  And
• 15:25
  it's
• 15:25
  definitely
• 15:25
  been
• 15:25
  a
• 15:25
  disruptor
• 15:26
  in
• 15:26
  the
• 15:26
  industry.
• 15:28
  So.
• 15:28
  So
• 15:28
  Kevin,
• 15:28
  the
• 15:29
  key
• 15:29
  point
• 15:29
  that,
• 15:29
  that
• 15:30
  I
• 15:30
  want
• 15:30
  to
• 15:30
  make
• 15:30
  sure
• 15:30
  people
• 15:31
  heard,
• 15:31
  and
• 15:31
  I
• 15:31
  want
• 15:31
  to
• 15:32
  make
• 15:32
  sure
• 15:32
  I
• 15:32
  heard
• 15:32
  it
• 15:32
  right
• 15:32
  too,
• 15:32
  is
• 15:33
  you
• 15:33
  said
• 15:33
  this
• 15:33
  legislation
• 15:34
  is
• 15:34
  happening
• 15:35
  state
• 15:35
  by
• 15:35
  state,
• 15:35
  which
• 15:36
  means
• 15:36
  the
• 15:36
  item
• 15:36
  lists
• 15:37
  that
• 15:37
  are
• 15:38
  restricted
• 15:39
  can
• 15:39
  be
• 15:39
  different
• 15:39
  by
• 15:40
  state.
• 15:40
  So
• 15:40
  if
• 15:40
  I'm
• 15:40
  a
• 15:40
  grocer
• 15:41
  operating
• 15:41
  in
• 15:42
  more
• 15:42
  than
• 15:42
  one
• 15:42
  state,
• 15:43
  I
• 15:43
  could
• 15:43
  be
• 15:44
  having
• 15:44
  to
• 15:44
  manage
• 15:45
  multiple
• 15:45
  lists
• 15:46
  Especially
• 15:46
  if
• 15:46
  I'm
• 15:47
  a
• 15:47
  national
• 15:47
  grocer.
• 15:48
  And
• 15:48
  the
• 15:48
  timings
• 15:49
  are
• 15:49
  all
• 15:49
  rolling
• 15:49
  out
• 15:50
  differently
• 15:50
  as
• 15:50
  well,
• 15:50
  I
• 15:51
  would
• 15:51
  imagine,
• 15:51
  because
• 15:52
  no
• 15:52
  state,
• 15:53
  states
• 15:53
  generally
• 15:54
  work
• 15:54
  on
• 15:54
  their
• 15:54
  own.
• 15:54
  They
• 15:54
  don't
• 15:54
  work
• 15:54
  in
• 15:55
  concert
• 15:55
  with
• 15:55
  each
• 15:55
  other
• 15:55
  necessarily.
• 15:57
  That's
• 15:58
  correct.
• 15:58
  Yeah.
• 15:59
  And
• 15:59
  that's
• 15:59
  part
• 15:59
  of
• 15:59
  the
• 16:00
  driver
• 16:01
  behind
• 16:01
  the,
• 16:01
  the
• 16:02
  what's
• 16:02
  make,
• 16:02
  what
• 16:02
  makes
• 16:03
  it
• 16:03
  so
• 16:03
  complicated
• 16:04
  and
• 16:04
  so
• 16:04
  complex.
• 16:06
  But
• 16:06
  you
• 16:06
  know,
• 16:06
  we,
• 16:07
  we
• 16:07
  as
• 16:07
  a
• 16:08
  company,
• 16:08
  we,
• 16:09
  when
• 16:09
  we
• 16:09
  decided
• 16:10
  to
• 16:10
  build
• 16:10
  a
• 16:10
  solution
• 16:11
  around
• 16:11
  this,
• 16:12
  we
• 16:13
  wanted
• 16:13
  to
• 16:13
  honor
• 16:14
  the
• 16:14
  complexity
• 16:14
  of
• 16:15
  it
• 16:15
  all.
• 16:16
  And
• 16:16
  we
• 16:17
  also
• 16:17
  wanted
• 16:17
  to
• 16:17
  honor
• 16:18
  what
• 16:18
  we're
• 16:19
  hearing
• 16:19
  from
• 16:19
  retailers.
• 16:20
  And
• 16:21
  it's
• 16:21
  not
• 16:21
  only
• 16:22
  especially
• 16:22
  for
• 16:23
  the
• 16:23
  larger
• 16:23
  ones,
• 16:24
  we
• 16:24
  need
• 16:24
  an
• 16:25
  accurate
• 16:25
  restricted
• 16:26
  product
• 16:26
  list
• 16:27
  for
• 16:27
  every
• 16:27
  state
• 16:28
  that
• 16:28
  we
• 16:28
  work
• 16:28
  in
• 16:29
  in
• 16:29
  order
• 16:29
  to
• 16:29
  be
• 16:29
  able
• 16:30
  to
• 16:30
  integrate
• 16:30
  into
• 16:30
  our
• 16:30
  POS
• 16:31
  so
• 16:31
  that
• 16:31
  we're
• 16:32
  in
• 16:32
  compliance
• 16:32
  and
• 16:33
  we'
• 16:33
  subject
• 16:34
  to
• 16:34
  these
• 16:35
  very
• 16:35
  severe
• 16:35
  penalties.
• 16:36
  But
• 16:37
  the
• 16:37
  other
• 16:37
  thing
• 16:37
  that
• 16:37
  we
• 16:37
  heard
• 16:38
  is
• 16:38
  we
• 16:39
  really
• 16:39
  need
• 16:40
  something
• 16:40
  on
• 16:40
  the
• 16:41
  education
• 16:41
  side.
• 16:42
  We
• 16:42
  need
• 16:42
  something
• 16:42
  to
• 16:42
  help
• 16:43
  educate
• 16:43
  Snap
• 16:44
  shoppers
• 16:44
  and
• 16:45
  make
• 16:45
  it
• 16:45
  a
• 16:46
  better
• 16:46
  experience
• 16:46
  for
• 16:47
  them.
• 16:48
  So
• 16:48
  the,
• 16:49
  the
• 16:49
  solution
• 16:50
  from
• 16:50
  Sifter
• 16:50
  is
• 16:51
  really
• 16:51
  what
• 16:51
  I
• 16:52
  would
• 16:52
  say,
• 16:52
  very
• 16:53
  comprehensive
• 16:53
  kind
• 16:54
  of
• 16:54
  soup
• 16:54
  to
• 16:54
  nuts.
• 16:55
  Not
• 16:55
  only
• 16:56
  are
• 16:56
  we
• 16:56
  delivering,
• 16:57
  in
• 16:58
  our
• 16:58
  opinion
• 16:58
  the
• 16:59
  most
• 16:59
  accurate
• 16:59
  restricted
• 17:00
  product
• 17:00
  list
• 17:01
  for
• 17:01
  them
• 17:01
  to
• 17:01
  integrate
• 17:02
  in
• 17:02
  positive,
• 17:03
  we're
• 17:03
  also
• 17:04
  standing
• 17:04
  up
• 17:04
  what
• 17:05
  we're
• 17:05
  calling
• 17:05
  Snap
• 17:06
  Companion,
• 17:07
  which
• 17:07
  is
• 17:07
  a
• 17:08
  shopper
• 17:08
  app
• 17:09
  that
• 17:09
  can
• 17:10
  be
• 17:10
  uploaded
• 17:10
  into
• 17:10
  the
• 17:11
  loyalty
• 17:11
  app
• 17:11
  of
• 17:12
  a
• 17:12
  retailer
• 17:13
  to
• 17:13
  be
• 17:13
  able
• 17:13
  to
• 17:14
  allow
• 17:14
  Snap
• 17:14
  shopper
• 17:15
  to
• 17:15
  scan
• 17:15
  a
• 17:15
  product
• 17:15
  as
• 17:16
  they're
• 17:16
  shopping
• 17:16
  the
• 17:17
  aisles.
• 17:17
  And
• 17:18
  it's
• 17:18
  green
• 17:18
  check.
• 17:18
  Yes,
• 17:19
  this
• 17:19
  qualifies
• 17:20
  for
• 17:20
  Snap
• 17:21
  red
• 17:21
  X.
• 17:21
  It's
• 17:22
  restricted.
• 17:22
  But
• 17:22
  we
• 17:23
  are
• 17:23
  also
• 17:23
  serving
• 17:24
  up
• 17:24
  recommended
• 17:25
  products
• 17:26
  or
• 17:26
  alternative
• 17:27
  products
• 17:27
  for
• 17:27
  them
• 17:28
  to
• 17:28
  consider
• 17:29
  X
• 17:29
  on
• 17:29
  a,
• 17:29
  on
• 17:30
  a
• 17:30
  bottle
• 17:30
  of
• 17:30
  soda.
• 17:31
  But
• 17:32
  you
• 17:32
  know,
• 17:33
  why
• 17:33
  don't
• 17:33
  you
• 17:33
  try
• 17:34
  this
• 17:34
  poppy
• 17:34
  drink
• 17:34
  as
• 17:34
  an
• 17:35
  example
• 17:35
  or
• 17:35
  this
• 17:35
  flavored
• 17:36
  carbonated
• 17:36
  beverage.
• 17:37
  And
• 17:38
  so
• 17:38
  retailers
• 17:39
  like
• 17:39
  that
• 17:39
  for
• 17:40
  two
• 17:40
  reasons.
• 17:40
  One,
• 17:41
  it
• 17:42
  makes
• 17:42
  lowers
• 17:43
  the
• 17:43
  anxiety,
• 17:43
  I
• 17:44
  think
• 17:44
  for
• 17:44
  the
• 17:44
  Snap
• 17:45
  shopper
• 17:45
  who's
• 17:46
  maybe
• 17:46
  confused
• 17:47
  about
• 17:47
  it.
• 17:47
  Well
• 17:48
  before
• 17:48
  they
• 17:48
  get
• 17:48
  to
• 17:48
  checkout
• 17:49
  because
• 17:49
  they
• 17:49
  can
• 17:49
  understand
• 17:50
  what's
• 17:50
  going
• 17:50
  to
• 17:50
  be
• 17:51
  paid
• 17:51
  for
• 17:51
  or
• 17:51
  not
• 17:52
  before
• 17:52
  they
• 17:52
  get
• 17:52
  to
• 17:52
  checkout.
• 17:53
  But
• 17:54
  more
• 17:54
  importantly,
• 17:54
  or
• 17:55
  maybe
• 17:55
  as
• 17:55
  importantly,
• 17:56
  it
• 17:56
  gives
• 17:56
  them
• 17:56
  the
• 17:56
  opportunity
• 17:57
  to
• 17:57
  spend
• 17:57
  those
• 17:57
  SNAP
• 17:58
  dollars
• 17:58
  on
• 17:58
  other
• 17:58
  products
• 17:59
  in
• 17:59
  store
• 18:01
  because
• 18:01
  the
• 18:01
  one
• 18:01
  they
• 18:02
  tried
• 18:02
  to
• 18:02
  buy
• 18:02
  or
• 18:03
  historically
• 18:03
  bought
• 18:03
  is
• 18:04
  restricted
• 18:04
  now.
• 18:05
  But
• 18:05
  because
• 18:05
  we're
• 18:05
  serving
• 18:06
  up
• 18:06
  alternatives,
• 18:06
  it
• 18:06
  gives
• 18:07
  them
• 18:07
  an
• 18:07
  opportunity
• 18:07
  to
• 18:07
  continue
• 18:08
  to
• 18:08
  spend
• 18:08
  those
• 18:08
  SNAP
• 18:09
  dollars.
• 18:10
  Yeah,
• 18:11
  that
• 18:11
  makes
• 18:11
  sense
• 18:11
  as
• 18:12
  an
• 18:12
  approach.
• 18:12
  Do
• 18:12
  you
• 18:13
  have
• 18:13
  any,
• 18:13
  do
• 18:13
  you
• 18:13
  have
• 18:13
  any
• 18:13
  real
• 18:13
  life
• 18:14
  examples
• 18:14
  in
• 18:14
  terms
• 18:14
  of
• 18:15
  where
• 18:16
  you're
• 18:16
  taking
• 18:16
  this
• 18:16
  approach?
• 18:17
  Are
• 18:17
  you
• 18:17
  doing
• 18:18
  anything
• 18:18
  unique
• 18:18
  by
• 18:19
  state
• 18:19
  or
• 18:21
  anything
• 18:21
  in
• 18:21
  that
• 18:21
  realm?
• 18:22
  Yeah,
• 18:23
  so
• 18:23
  we're
• 18:23
  happy
• 18:24
  to
• 18:24
  announce
• 18:25
  and
• 18:25
  this
• 18:26
  just
• 18:26
  happened
• 18:27
  late
• 18:27
  last
• 18:27
  week
• 18:28
  and
• 18:28
  we're
• 18:29
  super
• 18:29
  honored
• 18:29
  to
• 18:30
  be
• 18:30
  part
• 18:30
  of
• 18:30
  it.
• 18:30
  But
• 18:31
  the
• 18:31
  state
• 18:31
  of
• 18:31
  Arkansas
• 18:33
  has
• 18:34
  stood
• 18:34
  up,
• 18:35
  the
• 18:35
  first
• 18:36
  state
• 18:36
  to
• 18:36
  do
• 18:36
  so.
• 18:38
  The
• 18:40
  state
• 18:41
  sponsored
• 18:42
  Snap
• 18:42
  solution
• 18:43
  for
• 18:43
  the
• 18:44
  retailers
• 18:44
  of
• 18:44
  the
• 18:45
  state
• 18:45
  and
• 18:46
  the
• 18:46
  shoppers
• 18:47
  of
• 18:47
  the
• 18:47
  state.
• 18:47
  So
• 18:49
  that
• 18:49
  contract
• 18:51
  is
• 18:51
  big
• 18:51
  for
• 18:51
  us
• 18:52
  and
• 18:52
  it's
• 18:52
  big
• 18:52
  for
• 18:52
  Arkansas.
• 18:54
  They're
• 18:54
  such
• 18:54
  a
• 18:54
  great
• 18:54
  state
• 18:55
  to
• 18:55
  work
• 18:55
  with.
• 18:55
  The
• 18:56
  Department
• 18:56
  of
• 18:57
  Human
• 18:57
  Services,
• 18:58
  that
• 18:58
  team
• 18:58
  is
• 18:59
  amazing
• 19:00
  and
• 19:00
  they're
• 19:00
  very,
• 19:00
  very
• 19:01
  committed
• 19:01
  to
• 19:01
  get
• 19:01
  this
• 19:02
  right.
• 19:02
  So
• 19:02
  what
• 19:03
  we're
• 19:03
  delivering
• 19:04
  over
• 19:04
  the
• 19:04
  next
• 19:04
  few
• 19:05
  months
• 19:05
  because
• 19:05
  they
• 19:05
  become
• 19:06
  their
• 19:06
  activation
• 19:07
  date
• 19:07
  is
• 19:08
  July
• 19:08
  1,
• 19:08
  so
• 19:08
  we
• 19:09
  have
• 19:09
  a
• 19:09
  very
• 19:09
  short
• 19:09
  window.
• 19:10
  But
• 19:10
  we're
• 19:11
  delivering
• 19:12
  a
• 19:12
  data
• 19:12
  exchange
• 19:13
  portal
• 19:14
  for
• 19:15
  all
• 19:15
  retailers
• 19:16
  of
• 19:16
  Arkansas
• 19:17
  to
• 19:17
  submit
• 19:17
  their
• 19:17
  assortment.
• 19:19
  That
• 19:19
  data
• 19:19
  exchange
• 19:20
  will
• 19:20
  also
• 19:20
  be
• 19:21
  used
• 19:21
  for
• 19:21
  them
• 19:21
  to
• 19:21
  pull
• 19:22
  down
• 19:22
  the
• 19:22
  restricted
• 19:23
  product
• 19:23
  list
• 19:24
  that
• 19:24
  they
• 19:24
  can
• 19:26
  integrate
• 19:26
  into
• 19:26
  pos.
• 19:27
  But
• 19:27
  we're
• 19:28
  also
• 19:29
  creating
• 19:29
  an
• 19:29
  Arkansas
• 19:30
  Snap
• 19:31
  app
• 19:32
  that's
• 19:32
  available
• 19:32
  in
• 19:33
  the
• 19:33
  Android
• 19:33
  Store
• 19:34
  or
• 19:34
  Apple
• 19:34
  Store
• 19:34
  for
• 19:35
  any
• 19:35
  Snap
• 19:36
  shopper
• 19:36
  in
• 19:36
  the
• 19:36
  state
• 19:37
  where
• 19:37
  they
• 19:37
  can
• 19:38
  activate
• 19:38
  the
• 19:38
  functionality
• 19:39
  that
• 19:39
  we
• 19:39
  just
• 19:39
  talked
• 19:40
  about,
• 19:40
  being
• 19:41
  able
• 19:41
  to
• 19:41
  scan
• 19:41
  products
• 19:42
  in
• 19:42
  store
• 19:44
  and
• 19:44
  really
• 19:44
  kind
• 19:44
  of
• 19:44
  reduce
• 19:45
  anxiety
• 19:45
  around
• 19:46
  what
• 19:47
  qualifies
• 19:47
  or
• 19:47
  not.
• 19:48
  And
• 19:48
  of
• 19:48
  course
• 19:48
  there'll
• 19:49
  be
• 19:49
  a
• 19:49
  lot
• 19:49
  of
• 19:49
  education,
• 19:50
  nutrition
• 19:50
  education
• 19:51
  pushed
• 19:51
  through
• 19:51
  the
• 19:51
  app
• 19:52
  by
• 19:52
  the
• 19:53
  state
• 19:53
  of
• 19:53
  Arkansas
• 19:54
  as
• 19:54
  well.
• 19:54
  So
• 19:55
  super
• 19:55
  excited
• 19:55
  about
• 19:56
  that.
• 19:57
  We,
• 19:57
  we've
• 19:58
  heard
• 19:58
  rumors
• 19:58
  that
• 19:59
  other
• 19:59
  states
• 19:59
  may
• 20:00
  ultimately
• 20:00
  wanted
• 20:01
  to
• 20:01
  do
• 20:01
  that.
• 20:02
  If
• 20:02
  they
• 20:02
  do,
• 20:03
  we
• 20:03
  feel
• 20:04
  like
• 20:04
  we've
• 20:04
  got
• 20:04
  a
• 20:04
  great
• 20:05
  model
• 20:05
  with
• 20:05
  the
• 20:05
  state
• 20:05
  of
• 20:05
  Arkansas.
• 20:07
  And
• 20:07
  I
• 20:07
  would
• 20:07
  say
• 20:07
  if
• 20:07
  there
• 20:08
  are
• 20:08
  any
• 20:08
  other
• 20:08
  states
• 20:08
  out
• 20:08
  there
• 20:09
  that
• 20:09
  are
• 20:09
  interested,
• 20:09
  give
• 20:10
  me
• 20:10
  a
• 20:10
  call.
• 20:10
  We're
• 20:10
  happy
• 20:11
  to
• 20:11
  let
• 20:11
  you
• 20:11
  know
• 20:11
  how
• 20:12
  we
• 20:12
  did
• 20:12
  it.
• 20:13
  But
• 20:13
  then,
• 20:14
  you
• 20:14
  know,
• 20:15
  from
• 20:15
  a
• 20:15
  retail
• 20:15
  perspective,
• 20:17
  a
• 20:17
  lot
• 20:17
  of
• 20:17
  retailers
• 20:18
  are
• 20:19
  activating
• 20:20
  their
• 20:20
  own
• 20:21
  RPLs.
• 20:22
  We
• 20:22
  do
• 20:22
  have
• 20:22
  some
• 20:22
  clients.
• 20:23
  We
• 20:23
  actually
• 20:23
  AWG
• 20:25
  Associated
• 20:25
  Wholesale
• 20:26
  Grocers
• 20:26
  is
• 20:26
  a
• 20:26
  big
• 20:26
  client
• 20:27
  of
• 20:27
  ours.
• 20:27
  So
• 20:27
  we're
• 20:28
  delivering
• 20:29
  our
• 20:29
  Snap
• 20:30
  solution
• 20:30
  through
• 20:31
  AWG
• 20:32
  out
• 20:32
  to
• 20:32
  their
• 20:33
  member
• 20:33
  retailers.
• 20:34
  So
• 20:34
  we've
• 20:34
  got
• 20:35
  a
• 20:35
  few
• 20:35
  of
• 20:35
  those
• 20:35
  that
• 20:36
  are
• 20:36
  on
• 20:36
  board,
• 20:37
  if
• 20:37
  not
• 20:37
  to
• 20:37
  be
• 20:37
  on
• 20:37
  board
• 20:38
  soon.
• 20:38
  But
• 20:39
  I
• 20:39
  would
• 20:39
  say
• 20:39
  probably
• 20:39
  the
• 20:40
  best
• 20:40
  example
• 20:41
  of
• 20:42
  a
• 20:42
  full
• 20:43
  activation
• 20:43
  is
• 20:44
  Berkshire
• 20:44
  Brothers
• 20:44
  in
• 20:45
  Texas.
• 20:46
  They
• 20:46
  actually
• 20:46
  serve
• 20:47
  Texas
• 20:47
  and
• 20:47
  Louisiana.
• 20:49
  So
• 20:49
  they're
• 20:49
  a
• 20:49
  state
• 20:49
  where
• 20:50
  they've
• 20:50
  got
• 20:50
  multiple
• 20:51
  states,
• 20:51
  two
• 20:51
  different
• 20:52
  RPLs
• 20:52
  that
• 20:52
  we're
• 20:53
  delivering
• 20:53
  to
• 20:53
  them.
• 20:54
  But
• 20:54
  when
• 20:54
  you
• 20:54
  go
• 20:55
  to
• 20:55
  their
• 20:56
  website
• 20:57
  or
• 20:57
  their
• 20:58
  loyalty
• 20:58
  app,
• 20:58
  you
• 20:59
  can
• 20:59
  select
• 21:00
  Snap
• 21:00
  products
• 21:01
  and
• 21:01
  then
• 21:02
  it
• 21:03
  takes
• 21:03
  them
• 21:03
  down
• 21:04
  a
• 21:04
  path
• 21:04
  of
• 21:04
  determining
• 21:05
  am
• 21:06
  I
• 21:06
  in
• 21:06
  Louisiana
• 21:06
  or
• 21:07
  am
• 21:07
  I
• 21:07
  Texas?
• 21:07
  If
• 21:08
  they
• 21:08
  choose
• 21:08
  the
• 21:08
  Texas
• 21:09
  card,
• 21:09
  then
• 21:10
  it
• 21:10
  allows
• 21:10
  them
• 21:11
  to
• 21:11
  scan
• 21:11
  products
• 21:12
  in
• 21:12
  their
• 21:12
  store
• 21:14
  and
• 21:14
  determine
• 21:15
  what
• 21:15
  qualifies
• 21:16
  or
• 21:16
  not.
• 21:16
  So
• 21:17
  they're
• 21:17
  really
• 21:17
  a
• 21:17
  great
• 21:18
  regional
• 21:19
  grocer
• 21:19
  that
• 21:20
  has
• 21:20
  been
• 21:20
  all
• 21:20
  in
• 21:21
  on
• 21:21
  the
• 21:21
  new
• 21:21
  SNAP
• 21:22
  compliance
• 21:23
  solution
• 21:23
  that
• 21:24
  we've
• 21:24
  created.
• 21:24
  So
• 21:25
  if
• 21:25
  you're
• 21:25
  interested
• 21:25
  in
• 21:26
  taking
• 21:26
  a
• 21:26
  look
• 21:26
  at
• 21:26
  that,
• 21:26
  go
• 21:27
  check
• 21:27
  out
• 21:27
  Brookshire
• 21:27
  Brothers
• 21:28
  in
• 21:28
  Texas.
• 21:30
  Yeah,
• 21:30
  I
• 21:30
  mean,
• 21:30
  that,
• 21:31
  that,
• 21:31
  that,
• 21:31
  it
• 21:32
  is
• 21:32
  pretty
• 21:32
  cool.
• 21:32
  I
• 21:32
  checked
• 21:32
  it
• 21:32
  out
• 21:33
  yesterday
• 21:33
  and
• 21:33
  it's
• 21:34
  pretty
• 21:34
  slick.
• 21:34
  I'm
• 21:34
  gonna
• 21:34
  put
• 21:34
  it
• 21:34
  out
• 21:35
  on
• 21:35
  social
• 21:35
  media
• 21:35
  too,
• 21:36
  because
• 21:36
  I
• 21:36
  think
• 21:36
  it's
• 21:36
  really
• 21:36
  cool
• 21:36
  for
• 21:37
  everyone
• 21:37
  to
• 21:37
  see
• 21:37
  exactly
• 21:38
  what
• 21:38
  you're
• 21:38
  talking
• 21:38
  about
• 21:39
  when
• 21:39
  you
• 21:39
  talk
• 21:39
  about
• 21:39
  how
• 21:39
  the
• 21:40
  scan,
• 21:41
  the
• 21:41
  scan
• 21:41
  app
• 21:41
  side
• 21:42
  of
• 21:42
  this
• 21:42
  works.
• 21:42
  But
• 21:43
  I
• 21:43
  want
• 21:43
  to
• 21:43
  go
• 21:43
  back
• 21:43
  to
• 21:43
  the
• 21:43
  Arkansas
• 21:44
  thing,
• 21:44
  Kevin,
• 21:44
  so,
• 21:45
  you
• 21:45
  know,
• 21:45
  kudos
• 21:45
  to
• 21:45
  you
• 21:46
  guys
• 21:46
  because,
• 21:46
  you
• 21:46
  know,
• 21:46
  I
• 21:46
  mean,
• 21:47
  my
• 21:47
  listeners
• 21:47
  don't
• 21:48
  have
• 21:48
  to,
• 21:48
  I
• 21:48
  don't
• 21:48
  have
• 21:48
  to
• 21:48
  tell
• 21:48
  them
• 21:49
  which
• 21:49
  retailer
• 21:49
  operates
• 21:50
  out
• 21:50
  of
• 21:50
  Arkansas.
• 21:50
  So
• 21:51
  that's
• 21:51
  a
• 21:51
  big
• 21:51
  coup
• 21:51
  when
• 21:52
  you
• 21:52
  think
• 21:52
  about
• 21:53
  how
• 21:53
  this
• 21:53
  could
• 21:53
  go
• 21:54
  nationally.
• 21:55
  But
• 21:55
  Arkansas,
• 21:55
  is
• 21:56
  Arkansas
• 21:56
  the
• 21:56
  exception
• 21:57
  to
• 21:57
  the
• 21:57
  rule.
• 21:57
  Do
• 21:58
  most
• 21:58
  are,
• 21:58
  do
• 21:59
  most
• 21:59
  states
• 21:59
  handle
• 21:59
  it
• 22:00
  like
• 22:00
  that,
• 22:00
  like
• 22:00
  from
• 22:00
  a
• 22:01
  state
• 22:01
  down
• 22:01
  perspective?
• 22:02
  Or
• 22:02
  do
• 22:02
  most
• 22:03
  states
• 22:03
  handle
• 22:03
  it
• 22:03
  like
• 22:03
  you
• 22:04
  were
• 22:04
  describing,
• 22:04
  where,
• 22:04
  hey,
• 22:05
  it's
• 22:05
  just
• 22:05
  up
• 22:05
  to
• 22:05
  the
• 22:05
  retailers
• 22:06
  to
• 22:06
  try
• 22:06
  to
• 22:06
  go
• 22:06
  and
• 22:06
  figure
• 22:07
  this
• 22:07
  out.
• 22:08
  Yeah,
• 22:09
  that's
• 22:09
  current
• 22:09
  status,
• 22:10
  Chris.
• 22:12
  And
• 22:12
  you
• 22:13
  know,
• 22:13
  not
• 22:13
  to
• 22:14
  say
• 22:14
  that,
• 22:14
  I
• 22:14
  mean,
• 22:15
  states,
• 22:15
  in
• 22:15
  my
• 22:16
  opinion,
• 22:16
  are
• 22:16
  doing
• 22:16
  a
• 22:17
  good
• 22:17
  job
• 22:17
  of
• 22:18
  communicating
• 22:19
  the
• 22:19
  changes
• 22:20
  out
• 22:20
  to
• 22:21
  grocery
• 22:22
  retail
• 22:22
  and
• 22:23
  out
• 22:23
  to
• 22:23
  Snap
• 22:24
  shoppers.
• 22:25
  But
• 22:26
  Arkansas
• 22:27
  is
• 22:27
  the
• 22:27
  first
• 22:27
  one
• 22:27
  to
• 22:28
  make
• 22:28
  a
• 22:28
  full
• 22:28
  commitment
• 22:29
  to
• 22:30
  allocate
• 22:30
  funds
• 22:31
  to
• 22:32
  pay
• 22:32
  for
• 22:32
  a
• 22:32
  solution
• 22:34
  to
• 22:34
  support
• 22:34
  the
• 22:34
  retailers
• 22:35
  of
• 22:35
  Arkansas
• 22:36
  and
• 22:36
  to
• 22:37
  support
• 22:37
  the
• 22:37
  Snap
• 22:38
  shoppers
• 22:38
  of
• 22:38
  Arkansas.
• 22:40
  You
• 22:40
  know,
• 22:40
  the,
• 22:41
  the,
• 22:41
  the
• 22:42
  state
• 22:43
  had
• 22:43
  the
• 22:43
  funding
• 22:43
  through
• 22:44
  some
• 22:44
  nutrition
• 22:45
  education
• 22:45
  dollars
• 22:46
  that
• 22:46
  they
• 22:47
  wanted
• 22:47
  to
• 22:47
  use.
• 22:48
  I
• 22:48
  think
• 22:48
  other
• 22:49
  states
• 22:49
  have
• 22:49
  access
• 22:50
  to
• 22:50
  similar
• 22:51
  funds
• 22:52
  if
• 22:52
  they're
• 22:53
  looking
• 22:53
  for
• 22:53
  ways
• 22:53
  to
• 22:54
  fund
• 22:54
  that.
• 22:54
  But,
• 22:55
  you
• 22:55
  know,
• 22:55
  at
• 22:55
  the
• 22:55
  end
• 22:55
  of
• 22:56
  the
• 22:56
  day,
• 22:56
  it'll
• 22:57
  be
• 22:57
  interesting
• 22:57
  to
• 22:57
  see
• 22:58
  what
• 22:58
  happens.
• 22:59
  A
• 22:59
  lot
• 22:59
  of
• 22:59
  times,
• 23:00
  you
• 23:00
  know,
• 23:00
  in
• 23:00
  any
• 23:01
  industry
• 23:01
  that
• 23:01
  we're
• 23:01
  in,
• 23:02
  when
• 23:02
  there's
• 23:03
  something
• 23:03
  innovative
• 23:04
  that
• 23:04
  happens
• 23:04
  and
• 23:05
  somebody
• 23:06
  does
• 23:06
  something
• 23:06
  first,
• 23:07
  there
• 23:07
  seems
• 23:08
  to
• 23:08
  be
• 23:08
  others
• 23:08
  that,
• 23:08
  that
• 23:09
  follow
• 23:09
  or
• 23:09
  want
• 23:09
  to
• 23:10
  follow.
• 23:10
  So,
• 23:10
  you
• 23:11
  know,
• 23:11
  we'll
• 23:11
  see
• 23:11
  what
• 23:12
  happens.
• 23:12
  But
• 23:12
  Arkansas
• 23:13
  is
• 23:13
  the
• 23:13
  only
• 23:13
  one
• 23:13
  and
• 23:14
  the
• 23:14
  first
• 23:14
  one
• 23:14
  at
• 23:14
  this
• 23:14
  point.
• 23:15
  Yeah.
• 23:16
  And
• 23:16
  I
• 23:16
  got
• 23:16
  to,
• 23:16
  I
• 23:16
  got
• 23:16
  to
• 23:16
  think,
• 23:16
  you
• 23:17
  know,
• 23:17
  at
• 23:17
  least
• 23:17
  I
• 23:18
  would,
• 23:18
  you
• 23:18
  know,
• 23:18
  hope
• 23:18
  or
• 23:19
  imagine
• 23:19
  that,
• 23:19
  you
• 23:19
  know,
• 23:20
  as
• 23:20
  this
• 23:20
  legislation
• 23:20
  starts
• 23:21
  to
• 23:21
  roll
• 23:21
  out
• 23:21
  nationally
• 23:22
  too,
• 23:22
  like,
• 23:22
  and
• 23:23
  Walmart
• 23:23
  has
• 23:23
  to
• 23:23
  think
• 23:23
  about,
• 23:23
  you
• 23:24
  know,
• 23:24
  where
• 23:24
  they're
• 23:24
  going
• 23:24
  with
• 23:25
  this
• 23:25
  as
• 23:25
  well
• 23:25
  across
• 23:26
  all
• 23:26
  those
• 23:26
  different
• 23:26
  states.
• 23:26
  That's
• 23:27
  got
• 23:27
  to
• 23:27
  be,
• 23:27
  got
• 23:28
  to
• 23:28
  be
• 23:28
  something
• 23:28
  that
• 23:28
  will
• 23:28
  come
• 23:28
  into
• 23:29
  the
• 23:29
  equation
• 23:29
  at
• 23:29
  some
• 23:29
  point.
• 23:30
  All
• 23:30
  right,
• 23:30
  so,
• 23:31
  Kevin,
• 23:31
  let's
• 23:31
  bring
• 23:31
  this
• 23:31
  conversation
• 23:32
  back
• 23:32
  to,
• 23:32
  you
• 23:33
  know,
• 23:33
  kind
• 23:33
  of
• 23:33
  how
• 23:33
  I
• 23:33
  tease
• 23:33
  it
• 23:34
  at
• 23:34
  the
• 23:34
  beginning
• 23:34
  in
• 23:34
  terms
• 23:35
  of
• 23:35
  GLP1s,
• 23:36
  because
• 23:36
  the
• 23:37
  merchant
• 23:37
  in
• 23:37
  me
• 23:37
  really
• 23:38
  wants
• 23:38
  to
• 23:38
  talk
• 23:38
  about
• 23:39
  that
• 23:39
  because
• 23:40
  you
• 23:40
  know,
• 23:40
  just
• 23:40
  from
• 23:41
  what
• 23:41
  we've
• 23:41
  already
• 23:41
  discussed,
• 23:42
  you
• 23:42
  know,
• 23:42
  we
• 23:42
  haven't
• 23:43
  even
• 23:43
  touched
• 23:43
  on
• 23:43
  this
• 23:43
  really.
• 23:44
  But
• 23:44
  you
• 23:44
  know,
• 23:45
  my
• 23:45
  planograms
• 23:46
  are
• 23:46
  going
• 23:46
  to
• 23:46
  change
• 23:46
  because
• 23:47
  my
• 23:47
  sales
• 23:47
  velocity
• 23:48
  on
• 23:48
  all
• 23:48
  these
• 23:48
  items
• 23:49
  is
• 23:49
  going
• 23:49
  to
• 23:49
  change
• 23:50
  because
• 23:50
  less
• 23:50
  and
• 23:50
  less
• 23:50
  people
• 23:51
  are
• 23:51
  going
• 23:51
  to
• 23:51
  be
• 23:51
  given
• 23:52
  incentives
• 23:52
  to
• 23:53
  buy
• 23:53
  them
• 23:54
  relative
• 23:54
  to
• 23:55
  the
• 23:55
  incentives
• 23:55
  that
• 23:55
  they
• 23:55
  received
• 23:56
  before.
• 23:57
  So,
• 23:58
  and
• 23:59
  many
• 23:59
  of
• 23:59
  those
• 23:59
  items
• 24:00
  too
• 24:00
  are
• 24:01
  also
• 24:01
  items
• 24:02
  that
• 24:02
  are
• 24:02
  declining
• 24:02
  in
• 24:02
  Usage
• 24:03
  because
• 24:03
  of
• 24:03
  GLP.
• 24:04
  1,
• 24:04
  so
• 24:04
  my
• 24:05
  question
• 24:05
  then
• 24:05
  is,
• 24:06
  wouldn't
• 24:07
  I
• 24:07
  want
• 24:07
  to
• 24:07
  take
• 24:07
  this
• 24:08
  nutritional
• 24:08
  data
• 24:09
  approach
• 24:09
  now
• 24:10
  for
• 24:10
  so
• 24:11
  I
• 24:11
  can
• 24:11
  one,
• 24:11
  get
• 24:12
  in
• 24:12
  front
• 24:12
  of
• 24:12
  the
• 24:12
  further
• 24:13
  sales
• 24:13
  decline
• 24:13
  because
• 24:14
  that's
• 24:14
  going
• 24:14
  to
• 24:14
  happen
• 24:14
  even
• 24:15
  more
• 24:15
  precipitously
• 24:16
  now
• 24:16
  and
• 24:16
  then
• 24:16
  two,
• 24:17
  because
• 24:17
  I
• 24:17
  also
• 24:17
  want
• 24:18
  to
• 24:18
  know
• 24:18
  which
• 24:18
  products
• 24:19
  I
• 24:19
  should
• 24:20
  market
• 24:20
  and
• 24:20
  shift
• 24:20
  towards
• 24:21
  based
• 24:21
  on
• 24:22
  their
• 24:22
  nutritional
• 24:22
  panels.
• 24:23
  What
• 24:23
  do
• 24:23
  you
• 24:23
  think
• 24:23
  of
• 24:24
  that?
• 24:25
  I'd
• 24:26
  say
• 24:26
  the
• 24:26
  answer
• 24:26
  is
• 24:26
  yes,
• 24:28
  we
• 24:28
  should
• 24:28
  all
• 24:29
  start
• 24:29
  now.
• 24:30
  I
• 24:31
  wish
• 24:31
  it
• 24:31
  was
• 24:31
  that
• 24:31
  simple,
• 24:32
  Chris.
• 24:32
  You
• 24:32
  know,
• 24:32
  you're,
• 24:33
  you're,
• 24:33
  you're
• 24:33
  a
• 24:34
  retail
• 24:34
  guy,
• 24:35
  you
• 24:35
  understand
• 24:35
  it.
• 24:36
  You
• 24:36
  know,
• 24:36
  there
• 24:36
  are
• 24:36
  always
• 24:37
  competing
• 24:37
  priorities,
• 24:38
  right?
• 24:39
  And,
• 24:40
  but,
• 24:40
  but,
• 24:40
  but
• 24:40
  I,
• 24:41
  I
• 24:41
  will
• 24:41
  say
• 24:41
  that
• 24:41
  in
• 24:42
  my
• 24:42
  opinion
• 24:44
  it's,
• 24:44
  it's
• 24:45
  good
• 24:45
  to
• 24:45
  get
• 24:45
  ahead
• 24:46
  of
• 24:46
  this
• 24:48
  now.
• 24:48
  And,
• 24:49
  and
• 24:49
  also
• 24:49
  I
• 24:50
  think
• 24:50
  we
• 24:50
  need
• 24:50
  to
• 24:50
  take
• 24:50
  into
• 24:51
  consideration
• 24:53
  consumer
• 24:53
  demand
• 24:53
  and
• 24:54
  shopper
• 24:54
  demand.
• 24:55
  You
• 24:55
  know,
• 24:55
  this
• 24:56
  shoppers
• 24:57
  really
• 24:57
  do
• 24:58
  require
• 24:59
  not
• 25:00
  only
• 25:00
  personalization
• 25:01
  but
• 25:01
  hyper
• 25:02
  personalization
• 25:02
  now.
• 25:03
  I
• 25:03
  mean
• 25:03
  they're,
• 25:03
  they
• 25:04
  want
• 25:04
  what
• 25:04
  they
• 25:05
  want,
• 25:05
  they
• 25:05
  want
• 25:05
  what
• 25:06
  they
• 25:06
  need
• 25:06
  and
• 25:06
  they
• 25:07
  want
• 25:07
  it
• 25:07
  now.
• 25:07
  And
• 25:08
  if
• 25:08
  they
• 25:08
  don't
• 25:08
  get
• 25:09
  it
• 25:09
  from
• 25:10
  retailer
• 25:11
  A,
• 25:11
  there
• 25:11
  are
• 25:12
  other
• 25:12
  options
• 25:12
  that
• 25:13
  they're
• 25:13
  readily
• 25:14
  available
• 25:14
  and
• 25:15
  you
• 25:15
  know,
• 25:15
  those
• 25:16
  shoppers
• 25:16
  are
• 25:16
  bouncing
• 25:17
  around
• 25:17
  to
• 25:18
  go
• 25:18
  find
• 25:18
  what
• 25:18
  they
• 25:18
  want.
• 25:19
  So
• 25:20
  I
• 25:20
  feel
• 25:20
  like,
• 25:21
  you
• 25:22
  know,
• 25:22
  the
• 25:22
  perfect
• 25:22
  model
• 25:23
  in
• 25:23
  my
• 25:23
  opinion
• 25:24
  would
• 25:24
  be
• 25:26
  take
• 25:26
  advantage
• 25:27
  of
• 25:27
  the,
• 25:29
  the
• 25:29
  opportunities
• 25:30
  that
• 25:30
  you
• 25:30
  have
• 25:30
  in
• 25:31
  your
• 25:31
  enterprise.
• 25:31
  And
• 25:32
  I'll,
• 25:32
  I'll
• 25:32
  use
• 25:32
  a,
• 25:33
  you
• 25:33
  know,
• 25:33
  just
• 25:33
  kind
• 25:33
  of
• 25:34
  standard
• 25:34
  structure
• 25:34
  of
• 25:34
  a
• 25:35
  retailer.
• 25:35
  Let's
• 25:36
  say
• 25:36
  you
• 25:36
  are
• 25:37
  a
• 25:37
  grocery
• 25:37
  retailer,
• 25:38
  but
• 25:38
  you
• 25:39
  also
• 25:39
  have
• 25:40
  a
• 25:40
  pharmacy.
• 25:41
  How
• 25:42
  cool
• 25:42
  would
• 25:42
  it
• 25:42
  be
• 25:42
  if
• 25:43
  you
• 25:43
  could
• 25:43
  create
• 25:43
  some
• 25:44
  pharmacy
• 25:44
  led
• 25:45
  programs
• 25:45
  around,
• 25:47
  you
• 25:47
  know,
• 25:48
  foods
• 25:48
  that
• 25:48
  align
• 25:48
  to
• 25:49
  folks
• 25:49
  that
• 25:49
  are
• 25:49
  picking
• 25:50
  up
• 25:50
  their
• 25:50
  prescriptions,
• 25:51
  you
• 25:52
  know,
• 25:52
  and
• 25:52
  again,
• 25:53
  I
• 25:53
  understand
• 25:54
  the
• 25:54
  concern
• 25:55
  about
• 25:57
  confidentiality
• 25:58
  and
• 25:59
  data
• 25:59
  of
• 25:59
  individuals
• 26:00
  that
• 26:00
  are
• 26:01
  leveraging
• 26:02
  the
• 26:02
  pharmacy
• 26:02
  in
• 26:02
  that
• 26:03
  environment
• 26:03
  or
• 26:03
  in
• 26:03
  that
• 26:04
  situation.
• 26:04
  But
• 26:05
  it
• 26:06
  would
• 26:06
  be
• 26:06
  in
• 26:06
  my
• 26:06
  opinion
• 26:07
  a
• 26:07
  great
• 26:07
  model
• 26:08
  to
• 26:09
  help
• 26:09
  a
• 26:09
  person
• 26:09
  picking
• 26:10
  up
• 26:10
  a
• 26:10
  diabetic
• 26:11
  medication
• 26:11
  to
• 26:12
  understand
• 26:13
  what
• 26:13
  is
• 26:13
  available
• 26:14
  for
• 26:14
  them
• 26:14
  to
• 26:14
  buy,
• 26:15
  even
• 26:15
  if
• 26:16
  they
• 26:16
  turn
• 26:16
  around
• 26:16
  and
• 26:17
  shop
• 26:17
  the
• 26:17
  store
• 26:17
  immediately.
• 26:18
  Here
• 26:18
  are
• 26:19
  all
• 26:19
  the
• 26:19
  diabetic
• 26:19
  friendly
• 26:20
  products
• 26:20
  that
• 26:20
  are
• 26:20
  available
• 26:21
  in
• 26:21
  our
• 26:22
  store
• 26:22
  that
• 26:22
  you
• 26:22
  can
• 26:22
  buy
• 26:23
  now
• 26:24
  or
• 26:24
  if
• 26:24
  you
• 26:25
  prefer
• 26:25
  to
• 26:25
  go
• 26:25
  home
• 26:25
  and
• 26:26
  shop.
• 26:26
  You
• 26:26
  can
• 26:26
  load
• 26:27
  them
• 26:27
  in
• 26:27
  your
• 26:27
  cart
• 26:27
  and
• 26:28
  we'll
• 26:28
  deliver
• 26:28
  them
• 26:28
  to
• 26:28
  you,
• 26:29
  whatever
• 26:29
  that
• 26:29
  looks
• 26:29
  like.
• 26:30
  Same
• 26:30
  example
• 26:31
  with
• 26:31
  GLP1.
• 26:32
  You
• 26:32
  know
• 26:32
  that
• 26:33
  those
• 26:33
  pharmacy
• 26:34
  LED
• 26:34
  models,
• 26:34
  to
• 26:34
  me,
• 26:35
  that's
• 26:35
  a
• 26:35
  great
• 26:36
  way
• 26:36
  to
• 26:36
  deliver
• 26:37
  that
• 26:37
  hyper
• 26:37
  personalization.
• 26:39
  And
• 26:39
  you
• 26:39
  talk
• 26:39
  about
• 26:39
  excellent
• 26:40
  customer
• 26:40
  service.
• 26:41
  I
• 26:41
  mean,
• 26:41
  you're
• 26:41
  taking
• 26:42
  a
• 26:42
  lot
• 26:42
  of
• 26:42
  the
• 26:43
  guesswork
• 26:43
  out
• 26:43
  for
• 26:43
  the
• 26:44
  shopper.
• 26:44
  But
• 26:45
  to
• 26:45
  your
• 26:45
  point,
• 26:46
  you
• 26:46
  gotta
• 26:46
  have
• 26:46
  the
• 26:47
  right
• 26:47
  data
• 26:47
  to
• 26:47
  be
• 26:47
  able
• 26:48
  to
• 26:48
  make
• 26:48
  that
• 26:48
  happen.
• 26:48
  And,
• 26:49
  you
• 26:49
  know,
• 26:49
  that's
• 26:50
  really
• 26:50
  where
• 26:50
  we
• 26:50
  feel
• 26:51
  sifter
• 26:51
  capabilities
• 26:52
  could
• 26:53
  enhance
• 26:54
  the
• 26:54
  ability
• 26:54
  of
• 26:54
  a
• 26:55
  retailer
• 26:55
  to
• 26:55
  deliver
• 26:56
  hyper
• 26:56
  personalization.
• 26:57
  And
• 26:57
  we're
• 26:58
  confident
• 26:58
  that
• 26:59
  we
• 26:59
  can
• 26:59
  do
• 26:59
  that.
• 27:00
  Again,
• 27:00
  the
• 27:01
  challenge
• 27:01
  is,
• 27:02
  I
• 27:02
  think,
• 27:02
  competing
• 27:03
  priorities
• 27:03
  and
• 27:04
  really
• 27:04
  just
• 27:04
  kind
• 27:05
  of
• 27:05
  getting
• 27:05
  your
• 27:05
  head
• 27:05
  around
• 27:06
  something
• 27:06
  that's
• 27:06
  innovative
• 27:07
  like
• 27:07
  that.
• 27:08
  But
• 27:08
  if
• 27:08
  retailers
• 27:09
  did
• 27:09
  that,
• 27:09
  and
• 27:10
  there
• 27:10
  are
• 27:10
  a
• 27:10
  few
• 27:10
  that
• 27:10
  are
• 27:11
  considering
• 27:11
  it,
• 27:12
  I
• 27:12
  feel
• 27:12
  like
• 27:12
  they'll
• 27:13
  not
• 27:13
  only
• 27:13
  win
• 27:14
  in
• 27:14
  the
• 27:14
  long
• 27:14
  run,
• 27:15
  but
• 27:15
  they'll
• 27:15
  win
• 27:15
  up
• 27:16
  front.
• 27:16
  And
• 27:17
  that
• 27:17
  might
• 27:18
  force
• 27:18
  the
• 27:18
  tide
• 27:18
  for
• 27:19
  other
• 27:19
  retailers
• 27:20
  to
• 27:20
  do
• 27:20
  it
• 27:20
  as
• 27:20
  well.
• 27:21
  But
• 27:21
  that's
• 27:21
  just
• 27:21
  one
• 27:22
  example,
• 27:22
  you
• 27:22
  know,
• 27:22
  general
• 27:23
  merchandising.
• 27:24
  You
• 27:24
  know,
• 27:24
  if
• 27:25
  a
• 27:25
  retailer
• 27:25
  is
• 27:25
  not
• 27:26
  doing
• 27:26
  GLP1
• 27:27
  friendly
• 27:27
  merchandising
• 27:28
  now,
• 27:28
  I
• 27:29
  don't
• 27:29
  know
• 27:29
  if
• 27:29
  they've
• 27:29
  been
• 27:30
  paying
• 27:30
  too
• 27:30
  much
• 27:30
  attention
• 27:31
  because
• 27:31
  there
• 27:32
  are
• 27:33
  exponential
• 27:33
  growth
• 27:34
  in
• 27:34
  shoppers
• 27:35
  that
• 27:35
  are
• 27:35
  using
• 27:35
  GLP1s
• 27:37
  and
• 27:37
  it
• 27:37
  is
• 27:37
  not
• 27:37
  going
• 27:37
  to
• 27:37
  go
• 27:37
  away.
• 27:38
  I
• 27:38
  mean,
• 27:38
  it's
• 27:38
  only
• 27:39
  those
• 27:39
  percentages
• 27:40
  are
• 27:40
  only
• 27:40
  getting
• 27:40
  higher.
• 27:41
  So
• 27:41
  that's
• 27:42
  something
• 27:42
  that
• 27:42
  you
• 27:42
  don't
• 27:43
  really
• 27:43
  need
• 27:43
  a
• 27:43
  whole
• 27:43
  lot
• 27:43
  of
• 27:43
  data
• 27:44
  behind
• 27:44
  to
• 27:44
  make
• 27:44
  the
• 27:44
  decision.
• 27:45
  It's
• 27:45
  like
• 27:45
  GLP1
• 27:46
  shoppers
• 27:46
  are
• 27:46
  looking
• 27:47
  for
• 27:47
  GLP1
• 27:48
  friendly
• 27:48
  foods.
• 27:48
  We
• 27:49
  better
• 27:49
  have
• 27:49
  them,
• 27:49
  we
• 27:49
  better
• 27:50
  merchandise
• 27:50
  them
• 27:50
  well,
• 27:51
  because
• 27:51
  if
• 27:51
  we
• 27:51
  don't,
• 27:52
  they're
• 27:52
  going
• 27:52
  to
• 27:52
  go
• 27:52
  somewhere
• 27:53
  else
• 27:53
  to
• 27:53
  find
• 27:53
  that.
• 27:54
  Yeah,
• 27:54
  I
• 27:55
  think
• 27:55
  they're
• 27:55
  doing
• 27:55
  it,
• 27:55
  like
• 27:55
  in
• 27:55
  mass,
• 27:56
  but
• 27:56
  not
• 27:56
  on
• 27:56
  the
• 27:56
  margins.
• 27:56
  There's
• 27:57
  probably
• 27:57
  a
• 27:57
  lot
• 27:57
  of
• 27:57
  products
• 27:57
  that
• 27:57
  fall
• 27:58
  into
• 27:58
  the
• 27:58
  categories
• 27:58
  that
• 27:58
  are.
• 27:59
  You're
• 27:59
  not
• 27:59
  quite
• 28:00
  sure
• 28:00
  if
• 28:01
  you
• 28:01
  want
• 28:01
  to
• 28:02
  advertise
• 28:02
  them
• 28:02
  or
• 28:02
  promote
• 28:03
  them
• 28:03
  too.
• 28:03
  Because
• 28:03
  I
• 28:03
  actually
• 28:04
  think
• 28:04
  about
• 28:04
  my
• 28:04
  local
• 28:04
  grocery
• 28:05
  store.
• 28:05
  I
• 28:05
  haven't
• 28:05
  seen
• 28:05
  the
• 28:05
  merchandise
• 28:06
  to
• 28:06
  it
• 28:06
  at
• 28:07
  all
• 28:07
  at
• 28:07
  this
• 28:07
  point.
• 28:08
  And.
• 28:08
  And
• 28:08
  it's
• 28:09
  kind
• 28:09
  of,
• 28:09
  yeah,
• 28:09
  like
• 28:09
  my
• 28:10
  brain
• 28:10
  just
• 28:10
  starts
• 28:10
  going,
• 28:10
  oh,
• 28:11
  my
• 28:11
  God,
• 28:11
  you're
• 28:11
  giving
• 28:11
  me
• 28:12
  an
• 28:12
  arsenal
• 28:12
  of
• 28:12
  new
• 28:13
  ways
• 28:13
  to
• 28:13
  talk
• 28:13
  to
• 28:13
  my
• 28:14
  consumer.
• 28:14
  The
• 28:15
  pharmacy
• 28:15
  point's
• 28:15
  really
• 28:16
  interesting
• 28:16
  too,
• 28:16
  particularly
• 28:17
  when
• 28:17
  you
• 28:17
  think
• 28:17
  about
• 28:17
  it,
• 28:17
  the
• 28:17
  competitive
• 28:18
  dynamics
• 28:18
  of
• 28:18
  it.
• 28:19
  I
• 28:19
  mean,
• 28:19
  Amazon
• 28:20
  just
• 28:20
  announced
• 28:20
  this
• 28:20
  week,
• 28:21
  you
• 28:21
  know,
• 28:21
  30
• 28:21
  minute
• 28:22
  or
• 28:22
  less
• 28:22
  delivery
• 28:23
  on
• 28:23
  GLP1
• 28:23
  oral
• 28:24
  medications.
• 28:25
  So,
• 28:25
  you
• 28:25
  know,
• 28:25
  they're
• 28:26
  going
• 28:26
  to
• 28:26
  be
• 28:26
  thinking
• 28:27
  about
• 28:27
  this
• 28:27
  to
• 28:27
  that
• 28:28
  degree.
• 28:28
  But
• 28:28
  what
• 28:28
  the
• 28:29
  grocers
• 28:29
  have
• 28:29
  at
• 28:29
  their
• 28:29
  fingertips
• 28:30
  is
• 28:30
  they
• 28:30
  have
• 28:30
  a
• 28:30
  store
• 28:31
  full
• 28:31
  of
• 28:31
  products
• 28:32
  that
• 28:32
  they
• 28:32
  can
• 28:32
  offer
• 28:32
  as
• 28:33
  part
• 28:33
  of
• 28:33
  that
• 28:33
  loyalty
• 28:34
  package
• 28:34
  and
• 28:34
  that
• 28:34
  loyalty
• 28:35
  connection
• 28:36
  with
• 28:36
  their
• 28:36
  consumer.
• 28:37
  And
• 28:37
  so,
• 28:38
  you
• 28:38
  know,
• 28:38
  Kevin,
• 28:38
  I
• 28:38
  go
• 28:38
  back
• 28:39
  to
• 28:39
  what
• 28:39
  we
• 28:39
  talked
• 28:39
  about
• 28:39
  in
• 28:39
  the
• 28:39
  beginning,
• 28:40
  too.
• 28:40
  Like,
• 28:40
  the
• 28:41
  legislation
• 28:41
  rollout
• 28:42
  is
• 28:42
  one
• 28:42
  thing,
• 28:43
  but
• 28:43
  at
• 28:43
  the
• 28:43
  end
• 28:44
  of
• 28:44
  the
• 28:44
  day,
• 28:44
  like,
• 28:44
  you
• 28:44
  could,
• 28:45
  like,
• 28:45
  I
• 28:45
  could
• 28:45
  see
• 28:45
  groceries
• 28:46
  sitting
• 28:46
  back
• 28:46
  here
• 28:46
  and
• 28:46
  going,
• 28:47
  oh,
• 28:47
  you
• 28:47
  know,
• 28:47
  I'll
• 28:47
  just
• 28:47
  wait
• 28:47
  for
• 28:47
  my
• 28:48
  state
• 28:48
  to,
• 28:48
  you
• 28:49
  know,
• 28:49
  tell
• 28:49
  me
• 28:49
  what
• 28:49
  to
• 28:50
  do.
• 28:50
  But
• 28:50
  at
• 28:50
  the
• 28:51
  end
• 28:51
  of
• 28:51
  the
• 28:51
  day,
• 28:51
  if
• 28:51
  you
• 28:51
  want
• 28:51
  to
• 28:51
  capitalize
• 28:52
  on
• 28:52
  this
• 28:52
  opportunity
• 28:53
  from
• 28:53
  a
• 28:53
  merchandising
• 28:53
  perspective,
• 28:54
  as
• 28:54
  well
• 28:55
  as
• 28:55
  keep
• 28:55
  in
• 28:55
  front
• 28:55
  of
• 28:56
  the
• 28:56
  legislation
• 28:56
  changes,
• 28:57
  you
• 28:58
  really
• 28:58
  have
• 28:58
  to
• 28:58
  take
• 28:59
  this
• 28:59
  approach
• 28:59
  to
• 29:00
  some
• 29:00
  degree.
• 29:01
  I
• 29:01
  don't
• 29:01
  see
• 29:01
  how
• 29:01
  you
• 29:01
  get
• 29:02
  around
• 29:02
  it.
• 29:02
  Am
• 29:02
  I
• 29:02
  right?
• 29:03
  Yeah,
• 29:04
  I
• 29:04
  mean,
• 29:04
  I,
• 29:04
  I'm,
• 29:05
  I
• 29:05
  align
• 29:05
  with
• 29:05
  your
• 29:06
  thinking.
• 29:06
  Yeah.
• 29:07
  And,
• 29:09
  but,
• 29:09
  but,
• 29:10
  you
• 29:10
  know,
• 29:10
  I
• 29:10
  feel
• 29:11
  like
• 29:13
  the
• 29:13
  resistance
• 29:14
  is
• 29:15
  maybe
• 29:16
  just
• 29:17
  kind
• 29:17
  of
• 29:17
  falls
• 29:18
  into
• 29:18
  the
• 29:18
  category
• 29:19
  of
• 29:19
  old
• 29:19
  habits.
• 29:20
  It's
• 29:20
  like,
• 29:21
  you
• 29:21
  know,
• 29:22
  we
• 29:22
  need,
• 29:22
  we
• 29:22
  need
• 29:23
  pilots
• 29:24
  and
• 29:24
  we
• 29:24
  need
• 29:24
  data
• 29:25
  to
• 29:25
  be
• 29:25
  able
• 29:25
  to
• 29:25
  make
• 29:25
  these
• 29:26
  decisions,
• 29:27
  which,
• 29:27
  you
• 29:28
  know,
• 29:28
  that's,
• 29:28
  that's
• 29:28
  fine.
• 29:29
  And
• 29:29
  I
• 29:29
  totally
• 29:29
  understand
• 29:30
  that
• 29:30
  from
• 29:30
  a
• 29:30
  business
• 29:31
  perspective,
• 29:32
  but
• 29:33
  I
• 29:33
  think
• 29:33
  there
• 29:33
  are
• 29:34
  also
• 29:34
  opportunities
• 29:35
  in
• 29:35
  everybody's
• 29:36
  career
• 29:36
  or
• 29:37
  timeline
• 29:38
  where
• 29:39
  sometimes
• 29:39
  you
• 29:39
  do
• 29:39
  have
• 29:40
  to
• 29:40
  take
• 29:40
  a
• 29:40
  little
• 29:40
  bit
• 29:41
  of
• 29:41
  a
• 29:41
  risk.
• 29:42
  And
• 29:42
  in
• 29:42
  my
• 29:43
  opinion,
• 29:44
  you
• 29:45
  know,
• 29:45
  legislation
• 29:46
  around
• 29:47
  healthy
• 29:48
  eating,
• 29:48
  legislation
• 29:49
  around
• 29:51
  food
• 29:51
  is
• 29:51
  medicine,
• 29:52
  legislation
• 29:53
  around
• 29:53
  anything
• 29:54
  tied
• 29:54
  to
• 29:55
  make
• 29:55
  America
• 29:55
  healthy
• 29:56
  again,
• 29:57
  it's
• 29:57
  more
• 29:57
  likely
• 29:58
  that
• 29:58
  that's
• 29:59
  going
• 29:59
  to
• 29:59
  happen
• 29:59
  now
• 30:01
  than
• 30:01
  it's
• 30:01
  not
• 30:02
  going
• 30:02
  to
• 30:02
  happen.
• 30:03
  Even
• 30:03
  with
• 30:05
  a
• 30:05
  change
• 30:05
  in
• 30:05
  administration
• 30:06
  in
• 30:07
  two
• 30:07
  years,
• 30:08
  what
• 30:08
  we're
• 30:08
  hearing
• 30:09
  is
• 30:09
  that
• 30:10
  there's
• 30:10
  enough
• 30:11
  momentum
• 30:11
  behind
• 30:11
  this.
• 30:12
  And
• 30:13
  I
• 30:13
  think
• 30:13
  over
• 30:13
  the
• 30:13
  next
• 30:14
  couple
• 30:14
  of
• 30:14
  years,
• 30:14
  what
• 30:15
  we'll
• 30:15
  probably
• 30:15
  start
• 30:15
  to
• 30:16
  see
• 30:17
  is
• 30:17
  hopefully
• 30:18
  some
• 30:18
  better
• 30:19
  health
• 30:19
  outcomes
• 30:20
  from.
• 30:21
  Just
• 30:21
  look
• 30:21
  at
• 30:21
  SNAP
• 30:22
  as
• 30:22
  an
• 30:22
  example.
• 30:22
  I
• 30:22
  know
• 30:23
  that
• 30:23
  that's
• 30:23
  what
• 30:24
  most
• 30:24
  states
• 30:24
  are
• 30:25
  wanting
• 30:25
  to
• 30:26
  hopefully
• 30:27
  get
• 30:27
  out
• 30:27
  of
• 30:27
  this.
• 30:28
  SNAP
• 30:29
  state
• 30:29
  waiver
• 30:30
  initiative
• 30:31
  is
• 30:32
  okay,
• 30:33
  let's
• 30:33
  see
• 30:33
  if
• 30:33
  there's
• 30:34
  a
• 30:34
  way
• 30:34
  that
• 30:34
  we
• 30:34
  can
• 30:35
  move
• 30:35
  the
• 30:35
  needle
• 30:35
  on
• 30:36
  health
• 30:36
  by
• 30:37
  activating
• 30:38
  these
• 30:38
  state
• 30:38
  waivers
• 30:39
  within
• 30:39
  a
• 30:39
  few
• 30:40
  years.
• 30:40
  We
• 30:40
  should
• 30:40
  be
• 30:41
  able
• 30:41
  to
• 30:41
  have
• 30:41
  some
• 30:41
  data
• 30:41
  behind
• 30:42
  that.
• 30:42
  And
• 30:43
  if
• 30:43
  the
• 30:43
  data
• 30:43
  indicates
• 30:44
  that,
• 30:44
  hey,
• 30:45
  there
• 30:45
  actually
• 30:45
  are
• 30:45
  some
• 30:46
  good
• 30:46
  health
• 30:46
  comes
• 30:47
  around,
• 30:47
  limiting
• 30:48
  the
• 30:49
  unhealthy
• 30:49
  stuff,
• 30:50
  well,
• 30:50
  then
• 30:50
  that's
• 30:51
  only
• 30:51
  going
• 30:51
  to
• 30:51
  help
• 30:51
  it
• 30:51
  gain
• 30:52
  more
• 30:52
  momentum.
• 30:52
  But
• 30:53
  if
• 30:53
  you're
• 30:53
  a
• 30:53
  retailer
• 30:53
  and
• 30:54
  you're
• 30:54
  kind
• 30:54
  of
• 30:54
  waiting
• 30:54
  for
• 30:54
  all
• 30:55
  that
• 30:55
  to
• 30:55
  happen,
• 30:56
  then
• 30:56
  I
• 30:56
  think
• 30:57
  you
• 30:57
  might
• 30:57
  find
• 30:57
  yourself
• 30:58
  way
• 30:58
  behind,
• 30:59
  because
• 30:59
  I
• 31:00
  think
• 31:00
  there
• 31:00
  are
• 31:00
  a
• 31:00
  lot
• 31:00
  of
• 31:00
  retailers
• 31:01
  that
• 31:01
  are
• 31:02
  on
• 31:02
  the
• 31:02
  cusp
• 31:03
  of
• 31:04
  really
• 31:04
  starting
• 31:04
  to
• 31:05
  integrate
• 31:05
  the
• 31:06
  mindset
• 31:06
  around
• 31:06
  this
• 31:07
  and
• 31:07
  buying
• 31:08
  the
• 31:08
  technology
• 31:09
  now,
• 31:09
  even
• 31:10
  though
• 31:10
  they
• 31:10
  might
• 31:10
  not
• 31:10
  use
• 31:11
  it
• 31:11
  fully
• 31:11
  today.
• 31:12
  They
• 31:12
  certainly
• 31:12
  will
• 31:13
  use
• 31:13
  it
• 31:13
  fully
• 31:13
  down
• 31:13
  the
• 31:14
  road.
• 31:15
  Yeah,
• 31:15
  and
• 31:15
  I
• 31:15
  worry
• 31:16
  if
• 31:16
  you're
• 31:16
  taking
• 31:16
  that,
• 31:17
  I
• 31:17
  mean,
• 31:17
  I
• 31:17
  candidly
• 31:18
  worry
• 31:18
  if
• 31:18
  you're
• 31:18
  taking
• 31:18
  that
• 31:18
  approach.
• 31:19
  You're
• 31:19
  starting
• 31:19
  off
• 31:19
  with
• 31:19
  one
• 31:20
  foot
• 31:20
  in
• 31:20
  a
• 31:20
  hole
• 31:20
  too,
• 31:21
  because
• 31:21
  you're
• 31:21
  going
• 31:21
  to
• 31:21
  be
• 31:21
  competing
• 31:22
  against,
• 31:22
  you
• 31:22
  know,
• 31:23
  retailers
• 31:24
  on
• 31:24
  a
• 31:24
  national
• 31:24
  scale
• 31:25
  that
• 31:25
  have
• 31:25
  the
• 31:25
  technological
• 31:26
  advantages
• 31:26
  at
• 31:27
  their
• 31:27
  fingertips
• 31:28
  to
• 31:28
  go
• 31:28
  after
• 31:28
  this
• 31:28
  like
• 31:29
  we're
• 31:29
  describing
• 31:29
  it,
• 31:30
  and
• 31:30
  that's
• 31:31
  going
• 31:31
  to
• 31:31
  eat
• 31:31
  away
• 31:31
  at
• 31:31
  you
• 31:31
  over
• 31:32
  time.
• 31:32
  All
• 31:32
  right,
• 31:33
  so
• 31:33
  Kevin,
• 31:33
  let
• 31:33
  me
• 31:33
  get
• 31:33
  you
• 31:33
  out
• 31:34
  of
• 31:34
  here
• 31:34
  on
• 31:34
  this
• 31:34
  then.
• 31:36
  I'm
• 31:36
  curious,
• 31:37
  like,
• 31:37
  how
• 31:37
  do
• 31:37
  you
• 31:37
  think
• 31:38
  I
• 31:38
  was,
• 31:38
  like,
• 31:38
  I
• 31:38
  always
• 31:39
  love
• 31:39
  when
• 31:39
  I
• 31:39
  could
• 31:39
  have
• 31:39
  my
• 31:40
  guests
• 31:40
  put
• 31:40
  on
• 31:40
  the
• 31:40
  prediction
• 31:41
  hat.
• 31:41
  I
• 31:41
  don't
• 31:41
  always
• 31:41
  do
• 31:42
  it,
• 31:42
  but
• 31:42
  sometimes,
• 31:42
  sometimes
• 31:43
  the
• 31:43
  conversation
• 31:44
  allows
• 31:44
  it.
• 31:45
  If
• 31:45
  I
• 31:45
  was
• 31:45
  to
• 31:45
  ask
• 31:45
  you
• 31:46
  to
• 31:46
  put
• 31:46
  yours
• 31:46
  on,
• 31:47
  how
• 31:47
  do
• 31:47
  you
• 31:47
  think
• 31:48
  shopping
• 31:48
  for
• 31:48
  groceries
• 31:49
  is
• 31:49
  going
• 31:49
  to
• 31:49
  be
• 31:49
  different
• 31:49
  in
• 31:50
  say,
• 31:50
  five
• 31:50
  to
• 31:50
  10
• 31:50
  years?
• 31:53
  Well,
• 31:53
  that's
• 31:54
  a
• 31:54
  great
• 31:54
  question.
• 31:55
  I
• 31:56
  think
• 31:56
  if
• 31:56
  we
• 31:56
  continue
• 31:57
  to
• 31:57
  follow
• 31:57
  the
• 31:58
  trends,
• 31:58
  I
• 31:58
  think
• 31:59
  there'll
• 31:59
  be
• 32:00
  a
• 32:00
  lot
• 32:00
  more
• 32:02
  home
• 32:02
  delivery
• 32:04
  groceries
• 32:04
  where,
• 32:05
  you
• 32:05
  know,
• 32:06
  you're,
• 32:06
  you're,
• 32:06
  you're
• 32:07
  really
• 32:07
  doing
• 32:07
  all
• 32:08
  the
• 32:08
  work
• 32:08
  from
• 32:08
  home.
• 32:09
  I
• 32:10
  mean,
• 32:10
  my
• 32:10
  gosh,
• 32:10
  you've
• 32:11
  got
• 32:11
  commitments
• 32:11
  from
• 32:12
  Amazon
• 32:13
  and
• 32:13
  Walmart
• 32:14
  and
• 32:14
  all
• 32:14
  the
• 32:14
  big
• 32:14
  guys
• 32:15
  to
• 32:15
  get
• 32:15
  you
• 32:15
  the
• 32:15
  food
• 32:16
  same
• 32:16
  day,
• 32:16
  if
• 32:16
  not
• 32:17
  within
• 32:17
  an
• 32:17
  hour.
• 32:17
  I
• 32:18
  mean,
• 32:18
  that's
• 32:18
  just
• 32:18
  crazy
• 32:18
  to
• 32:19
  me.
• 32:19
  Right,
• 32:19
  right.
• 32:20
  It's
• 32:20
  amazing
• 32:20
  how
• 32:20
  they
• 32:20
  logistically
• 32:21
  figure
• 32:21
  all
• 32:21
  that
• 32:22
  out.
• 32:22
  It
• 32:22
  was
• 32:22
  smart
• 32:23
  people
• 32:23
  that
• 32:23
  are
• 32:23
  doing
• 32:23
  that
• 32:24
  for
• 32:24
  sure.
• 32:25
  But
• 32:25
  you
• 32:26
  know,
• 32:26
  the
• 32:26
  store
• 32:26
  of
• 32:26
  the
• 32:26
  future,
• 32:27
  if
• 32:27
  that's
• 32:27
  your
• 32:27
  question,
• 32:28
  I
• 32:28
  mean,
• 32:29
  I
• 32:29
  could
• 32:29
  see
• 32:30
  where
• 32:31
  if
• 32:31
  I'm
• 32:32
  a
• 32:32
  shopper
• 32:32
  and
• 32:32
  I'm
• 32:33
  going
• 32:33
  into
• 32:33
  my
• 32:34
  grocery
• 32:34
  store,
• 32:34
  or
• 32:35
  better
• 32:35
  stated,
• 32:35
  the
• 32:36
  grocery
• 32:36
  store
• 32:36
  that
• 32:36
  I
• 32:37
  would
• 32:37
  want
• 32:37
  to
• 32:37
  shop
• 32:37
  in
• 32:39
  would
• 32:39
  allow
• 32:39
  me
• 32:40
  to
• 32:41
  identify
• 32:42
  myself
• 32:42
  when
• 32:43
  I
• 32:43
  walk
• 32:43
  in
• 32:43
  the
• 32:43
  store
• 32:44
  where
• 32:45
  I've
• 32:45
  got
• 32:45
  my
• 32:46
  dietary
• 32:46
  profile
• 32:47
  in
• 32:47
  my
• 32:48
  loyalty
• 32:48
  app,
• 32:49
  it
• 32:49
  recognizes
• 32:50
  that
• 32:50
  when
• 32:50
  I
• 32:51
  walk
• 32:51
  in,
• 32:51
  they
• 32:52
  know
• 32:52
  exactly
• 32:52
  who
• 32:52
  I
• 32:53
  am
• 32:54
  as
• 32:54
  I'm
• 32:55
  walking
• 32:55
  down
• 32:55
  the
• 32:55
  aisle.
• 32:57
  There
• 32:57
  are
• 32:57
  electronic
• 32:58
  shelf
• 32:58
  tags
• 32:59
  that
• 32:59
  light
• 32:59
  up
• 32:59
  for
• 33:00
  products
• 33:00
  that
• 33:00
  are
• 33:00
  a
• 33:00
  good
• 33:01
  fit
• 33:01
  for
• 33:01
  me.
• 33:03
  There
• 33:03
  are
• 33:04
  solid
• 33:04
  promotions
• 33:05
  and
• 33:05
  incentives
• 33:06
  around
• 33:06
  those
• 33:06
  products
• 33:07
  that
• 33:08
  are
• 33:08
  good
• 33:08
  for
• 33:09
  me.
• 33:10
  And
• 33:10
  it
• 33:11
  makes
• 33:11
  my
• 33:11
  shopping
• 33:12
  experience
• 33:13
  not
• 33:13
  only
• 33:14
  hyper
• 33:14
  personalized,
• 33:15
  personalized,
• 33:15
  but
• 33:16
  it
• 33:16
  makes
• 33:16
  it
• 33:16
  a
• 33:16
  lot
• 33:16
  easier
• 33:17
  where
• 33:18
  it's
• 33:18
  not
• 33:18
  like
• 33:18
  the
• 33:18
  old
• 33:19
  days
• 33:19
  where
• 33:19
  you
• 33:19
  had
• 33:19
  a
• 33:19
  list
• 33:20
  and
• 33:20
  you
• 33:20
  have
• 33:20
  to
• 33:20
  mark
• 33:20
  things
• 33:21
  off
• 33:21
  one
• 33:21
  at
• 33:21
  a
• 33:21
  time
• 33:21
  or
• 33:22
  one
• 33:22
  of
• 33:22
  them's
• 33:23
  out
• 33:23
  of
• 33:23
  stock.
• 33:24
  So
• 33:24
  I
• 33:25
  feel
• 33:25
  like
• 33:26
  we're
• 33:27
  capable
• 33:27
  of
• 33:27
  doing
• 33:27
  that.
• 33:28
  We
• 33:28
  could
• 33:28
  probably
• 33:28
  do
• 33:29
  that
• 33:29
  now
• 33:29
  in
• 33:30
  theory.
• 33:31
  But
• 33:32
  you
• 33:32
  know,
• 33:32
  the
• 33:33
  again,
• 33:33
  competing
• 33:34
  priorities
• 33:34
  with
• 33:35
  retailers.
• 33:35
  I
• 33:35
  know
• 33:35
  a
• 33:36
  lot
• 33:36
  of
• 33:36
  times
• 33:36
  they're
• 33:36
  just
• 33:36
  trying
• 33:37
  to
• 33:37
  survive
• 33:38
  on
• 33:38
  Thin
• 33:38
  margins.
• 33:40
  But,
• 33:40
  but,
• 33:40
  but
• 33:41
  the
• 33:41
  technology
• 33:41
  is
• 33:42
  there
• 33:42
  to
• 33:42
  do
• 33:42
  really
• 33:42
  cool
• 33:43
  and
• 33:43
  interesting
• 33:43
  things
• 33:44
  like
• 33:44
  that.
• 33:46
  And
• 33:46
  I
• 33:46
  would
• 33:46
  say
• 33:46
  if
• 33:46
  you're
• 33:47
  a
• 33:47
  retailer
• 33:47
  and
• 33:47
  you're
• 33:48
  thinking
• 33:49
  along
• 33:50
  the
• 33:50
  lines
• 33:50
  of
• 33:50
  hyper
• 33:51
  personalization
• 33:52
  and
• 33:52
  really
• 33:53
  just
• 33:53
  connecting
• 33:54
  and
• 33:54
  getting
• 33:54
  really
• 33:55
  sticky
• 33:55
  with
• 33:55
  your
• 33:55
  shoppers,
• 33:56
  you
• 33:57
  got
• 33:57
  to
• 33:57
  have
• 33:57
  the
• 33:57
  right
• 33:57
  data
• 33:58
  to
• 33:58
  power
• 33:59
  most
• 33:59
  all
• 33:59
  of
• 33:59
  those
• 34:01
  activations
• 34:01
  or
• 34:02
  the
• 34:02
  functionality
• 34:02
  behind
• 34:03
  that.
• 34:03
  And
• 34:03
  we
• 34:04
  feel
• 34:04
  strongly
• 34:04
  that
• 34:05
  Sifter
• 34:05
  is
• 34:05
  unique
• 34:06
  in
• 34:07
  that
• 34:07
  part
• 34:07
  of
• 34:08
  the
• 34:08
  world.
• 34:08
  And
• 34:08
  if
• 34:09
  you're
• 34:09
  doing
• 34:09
  anything
• 34:10
  around
• 34:10
  Food
• 34:10
  is
• 34:10
  Medicine,
• 34:12
  well,
• 34:12
  if
• 34:12
  you
• 34:13
  need
• 34:13
  help
• 34:13
  with
• 34:13
  SNAP
• 34:13
  compliance,
• 34:14
  for
• 34:14
  sure,
• 34:14
  give
• 34:15
  us
• 34:15
  a
• 34:15
  call.
• 34:16
  But
• 34:17
  any
• 34:17
  Food
• 34:17
  is
• 34:18
  Medicine
• 34:18
  initiatives,
• 34:20
  please
• 34:21
  let
• 34:21
  us
• 34:21
  know,
• 34:21
  because
• 34:22
  we
• 34:23
  are,
• 34:23
  we're
• 34:23
  really
• 34:23
  good
• 34:24
  at
• 34:24
  it,
• 34:24
  and
• 34:24
  we're
• 34:25
  confident
• 34:25
  that
• 34:26
  we
• 34:26
  can
• 34:27
  deliver
• 34:27
  a
• 34:27
  really
• 34:28
  great
• 34:28
  service
• 34:29
  that
• 34:29
  delivers
• 34:30
  value
• 34:30
  at
• 34:31
  a,
• 34:31
  at
• 34:31
  an
• 34:31
  equitable
• 34:32
  price.
• 34:32
  And
• 34:33
  so
• 34:33
  that
• 34:33
  would
• 34:33
  be
• 34:33
  my
• 34:34
  request.
• 34:34
  If
• 34:34
  you're
• 34:34
  thinking
• 34:35
  about
• 34:35
  it,
• 34:35
  let
• 34:35
  us
• 34:35
  know
• 34:35
  because
• 34:36
  we
• 34:36
  can
• 34:36
  help.
• 34:37
  Yeah.
• 34:37
  Yeah.
• 34:38
  You
• 34:38
  know,
• 34:38
  it's
• 34:38
  funny,
• 34:38
  Kevin,
• 34:39
  you
• 34:39
  made
• 34:39
  me
• 34:39
  think
• 34:39
  about
• 34:39
  this,
• 34:40
  this
• 34:41
  experience
• 34:41
  I
• 34:41
  had.
• 34:41
  Or
• 34:41
  I'll
• 34:41
  share
• 34:42
  an
• 34:42
  anecdote
• 34:42
  here
• 34:42
  to
• 34:42
  close
• 34:42
  the
• 34:43
  show.
• 34:43
  When
• 34:43
  I
• 34:43
  was
• 34:43
  in
• 34:44
  charge
• 34:44
  of
• 34:44
  frozen
• 34:44
  food
• 34:44
  at
• 34:45
  Target,
• 34:46
  I
• 34:46
  had
• 34:46
  the
• 34:46
  chance
• 34:47
  to
• 34:47
  walk
• 34:48
  some
• 34:48
  stores,
• 34:49
  you
• 34:49
  know,
• 34:49
  Target
• 34:49
  stores
• 34:50
  as
• 34:50
  well
• 34:50
  as
• 34:50
  competitor
• 34:51
  stores,
• 34:51
  with
• 34:51
  the
• 34:51
  head
• 34:52
  of
• 34:52
  sales
• 34:52
  for
• 34:52
  Kraft
• 34:53
  Heinz
• 34:53
  at
• 34:53
  the
• 34:53
  time,
• 34:54
  I
• 34:54
  think
• 34:54
  it
• 34:54
  was
• 34:54
  just
• 34:54
  Heinz
• 34:54
  at
• 34:55
  the
• 34:55
  time,
• 34:55
  actually.
• 34:56
  And
• 34:56
  I
• 34:56
  was
• 34:57
  walking
• 34:57
  with
• 34:57
  them
• 34:57
  and
• 34:57
  I
• 34:57
  said,
• 34:57
  like,
• 34:58
  what's
• 34:58
  the
• 34:59
  one
• 34:59
  question
• 35:00
  every
• 35:00
  merchant
• 35:01
  asks
• 35:01
  you
• 35:01
  whenever
• 35:01
  you
• 35:02
  do
• 35:02
  a
• 35:02
  walk
• 35:02
  like
• 35:02
  this?
• 35:03
  And
• 35:03
  he
• 35:03
  said
• 35:03
  to
• 35:03
  me,
• 35:04
  Chris,
• 35:04
  they
• 35:04
  always
• 35:05
  want
• 35:05
  to
• 35:05
  ask
• 35:05
  me
• 35:06
  what's
• 35:06
  new.
• 35:07
  Like,
• 35:07
  what,
• 35:07
  what,
• 35:07
  what,
• 35:08
  what
• 35:08
  do
• 35:08
  these
• 35:08
  guys
• 35:08
  have
• 35:09
  that
• 35:09
  I
• 35:09
  don't
• 35:09
  have
• 35:09
  in
• 35:09
  my
• 35:10
  assortment?
• 35:10
  And
• 35:10
  what
• 35:11
  you
• 35:11
  just,
• 35:11
  what
• 35:11
  you
• 35:12
  just
• 35:12
  hit
• 35:12
  on
• 35:13
  from
• 35:13
  a
• 35:13
  merchandising
• 35:14
  standpoint,
• 35:14
  I
• 35:14
  think
• 35:14
  is
• 35:14
  what
• 35:15
  makes
• 35:15
  this
• 35:15
  conversation
• 35:16
  so
• 35:16
  important
• 35:16
  in
• 35:16
  context.
• 35:17
  Where
• 35:17
  if
• 35:18
  I
• 35:18
  can
• 35:18
  get
• 35:18
  this
• 35:19
  data
• 35:19
  as
• 35:19
  a
• 35:20
  retailer,
• 35:20
  understand
• 35:20
  it,
• 35:21
  catalog
• 35:21
  it,
• 35:22
  you
• 35:22
  know,
• 35:23
  pivot
• 35:24
  it
• 35:24
  in
• 35:24
  whatever
• 35:24
  direction
• 35:25
  I
• 35:25
  want,
• 35:25
  it
• 35:26
  enables
• 35:26
  me
• 35:26
  to
• 35:26
  talk
• 35:26
  to
• 35:27
  my
• 35:27
  shopper
• 35:28
  in
• 35:28
  a
• 35:28
  new
• 35:28
  way,
• 35:29
  because
• 35:29
  then
• 35:29
  I
• 35:29
  can,
• 35:30
  especially
• 35:30
  in
• 35:30
  this
• 35:30
  digital
• 35:31
  age
• 35:31
  where
• 35:31
  everything
• 35:31
  is
• 35:32
  so
• 35:32
  personalized.
• 35:32
  Like,
• 35:32
  I
• 35:33
  could
• 35:33
  see
• 35:33
  a
• 35:33
  world
• 35:33
  like
• 35:33
  you're
• 35:34
  describing,
• 35:34
  where
• 35:35
  not
• 35:35
  only
• 35:35
  am
• 35:35
  I
• 35:35
  showing
• 35:36
  you,
• 35:36
  like,
• 35:36
  what
• 35:36
  I
• 35:36
  have
• 35:37
  available
• 35:37
  now,
• 35:37
  but
• 35:37
  I'm
• 35:38
  showing
• 35:38
  you
• 35:38
  what
• 35:38
  you've
• 35:38
  never
• 35:39
  even
• 35:39
  seen
• 35:39
  seen
• 35:39
  before.
• 35:40
  You
• 35:40
  know,
• 35:41
  one
• 35:41
  to
• 35:41
  one,
• 35:41
  like,
• 35:42
  hey,
• 35:42
  I
• 35:42
  know
• 35:42
  you've
• 35:43
  got
• 35:43
  this
• 35:43
  health
• 35:43
  condition,
• 35:44
  or
• 35:44
  I
• 35:44
  know
• 35:44
  these
• 35:44
  are
• 35:45
  the
• 35:45
  products
• 35:45
  you
• 35:45
  bought
• 35:45
  in
• 35:45
  the
• 35:45
  past.
• 35:46
  Have
• 35:46
  you
• 35:46
  seen
• 35:47
  this
• 35:47
  new
• 35:47
  item
• 35:47
  that
• 35:48
  just
• 35:48
  came
• 35:48
  out
• 35:48
  from
• 35:48
  name
• 35:49
  your
• 35:49
  CPG
• 35:50
  company
• 35:50
  or
• 35:50
  this
• 35:51
  new
• 35:51
  upstart
• 35:51
  CPG
• 35:52
  Company?
• 35:53
  That's
• 35:53
  really
• 35:53
  cool,
• 35:54
  and
• 35:54
  that's
• 35:54
  what
• 35:54
  keeps
• 35:55
  you
• 35:55
  coming
• 35:55
  back,
• 35:56
  and
• 35:56
  that's
• 35:56
  what
• 35:56
  keeps
• 35:56
  the
• 35:57
  experience
• 35:57
  of
• 35:58
  a
• 35:58
  grocer
• 35:58
  so
• 35:58
  special
• 35:59
  because,
• 35:59
  you
• 35:59
  know,
• 36:00
  you
• 36:00
  can
• 36:00
  only
• 36:00
  get
• 36:00
  those
• 36:00
  products
• 36:01
  at
• 36:01
  that
• 36:01
  grocer
• 36:01
  the
• 36:02
  way
• 36:02
  you
• 36:02
  want
• 36:02
  them.
• 36:02
  So
• 36:03
  I
• 36:03
  think
• 36:03
  it's
• 36:03
  really
• 36:04
  great
• 36:04
  you've
• 36:04
  inspired
• 36:05
  me
• 36:05
  to
• 36:05
  think
• 36:05
  differently,
• 36:06
  Kevin.
• 36:06
  Um,
• 36:07
  yeah.
• 36:07
  If
• 36:07
  people
• 36:07
  want
• 36:08
  to
• 36:08
  get
• 36:08
  in
• 36:08
  touch
• 36:08
  with
• 36:08
  you,
• 36:08
  what's
• 36:09
  the
• 36:09
  best
• 36:09
  way
• 36:09
  for
• 36:09
  them
• 36:09
  to
• 36:09
  do
• 36:10
  that?
• 36:10
  Kevin,
• 36:10
  should
• 36:10
  they
• 36:10
  reach
• 36:11
  you
• 36:11
  on
• 36:11
  LinkedIn?
• 36:12
  Should
• 36:12
  they
• 36:12
  go
• 36:12
  to
• 36:12
  your
• 36:12
  website?
• 36:13
  What?
• 36:14
  Yeah,
• 36:14
  LinkedIn's
• 36:15
  great.
• 36:15
  But
• 36:15
  really,
• 36:16
  Kevin,
• 36:16
  billingsiftersolutions.com.
• 36:18
  I
• 36:19
  mean,
• 36:19
  just
• 36:19
  ping
• 36:19
  me
• 36:19
  and
• 36:20
  I'll
• 36:21
  get
• 36:21
  back
• 36:21
  with
• 36:21
  you
• 36:21
  asap.
• 36:23
  Probably
• 36:23
  shouldn't
• 36:23
  get
• 36:24
  my
• 36:24
  phone
• 36:24
  number
• 36:24
  out,
• 36:24
  but
• 36:25
  I
• 36:25
  think
• 36:25
  email
• 36:25
  is
• 36:26
  probably
• 36:26
  good.
• 36:26
  Yeah,
• 36:27
  yeah,
• 36:27
  yeah,
• 36:27
  yeah.
• 36:27
  We've
• 36:28
  had
• 36:28
  a
• 36:28
  few
• 36:28
  people
• 36:28
  do
• 36:28
  that
• 36:28
  in
• 36:28
  the.
• 36:29
  Over
• 36:29
  the
• 36:29
  years,
• 36:29
  but,
• 36:29
  yeah,
• 36:29
  email
• 36:30
  is
• 36:30
  probably.
• 36:30
  Probably
• 36:31
  good
• 36:31
  enough,
• 36:31
  Kevin.
• 36:32
  Yeah.
• 36:32
  All
• 36:33
  right,
• 36:33
  well.
• 36:33
  Well,
• 36:33
  like
• 36:34
  I
• 36:34
  said,
• 36:34
  you.
• 36:34
  You.
• 36:35
  You
• 36:35
  live
• 36:35
  this,
• 36:35
  you
• 36:36
  breathe
• 36:36
  this.
• 36:36
  I
• 36:37
  know
• 36:37
  it's
• 36:37
  really
• 36:37
  important
• 36:37
  to
• 36:38
  you
• 36:38
  personally,
• 36:38
  and
• 36:39
  so
• 36:39
  kudos
• 36:39
  to
• 36:39
  you
• 36:39
  for
• 36:40
  everything
• 36:40
  you've
• 36:40
  been
• 36:40
  trying
• 36:41
  to
• 36:41
  do,
• 36:42
  not
• 36:42
  only
• 36:42
  at
• 36:42
  Sifter,
• 36:43
  but
• 36:43
  throughout
• 36:43
  your
• 36:43
  entire
• 36:44
  career
• 36:44
  to
• 36:45
  try
• 36:45
  to
• 36:45
  help
• 36:45
  people
• 36:45
  live
• 36:46
  a
• 36:46
  healthier
• 36:46
  life.
• 36:47
  All
• 36:47
  right,
• 36:47
  well,
• 36:47
  that
• 36:47
  wraps
• 36:48
  this
• 36:48
  up.
• 36:48
  Kevin,
• 36:49
  thank
• 36:49
  you
• 36:49
  for
• 36:49
  being
• 36:49
  with
• 36:49
  us.
• 36:50
  Today's
• 36:51
  podcast
• 36:51
  was
• 36:51
  produced,
• 36:52
  of
• 36:52
  course,
• 36:52
  with
• 36:52
  the
• 36:52
  help
• 36:53
  of
• 36:53
  Ella
• 36:53
  Sirjord,
• 36:54
  and
• 36:54
  on
• 36:54
  behalf
• 36:55
  of
• 36:55
  Ella,
• 36:55
  Kevin,
• 36:56
  and
• 36:56
  myself,
• 36:57
  as
• 36:57
  always,
• 36:57
  on
• 36:58
  all
• 36:58
  of
• 36:58
  you
• 36:58
  out
• 36:58
  there,
• 36:59
  be
• 36:59
  careful
• 37:00
  out
• 37:01
  there.