{"version":"1.0.0","segments":[{"startTime":121.58000000000001,"endTime":127.94,"body":"Hi, everyone, and welcome to the CPG Guys"},{"startTime":121.58000000000001,"endTime":127.94,"body":"podcast, I'm PVSB the Savory CPG guy."},{"startTime":128.14000000000001,"endTime":130.38,"body":"My domains of expertise revolve around"},{"startTime":130.58,"endTime":135.26,"body":"digital shelf content, retail,"},{"startTime":130.58,"endTime":135.26,"body":"customer data, insights, CRM and loyalty."},{"startTime":135.46,"endTime":140.3,"body":"And my co-host"},{"startTime":135.46,"endTime":140.3,"body":"is the Sweet CPG guy is a subject matter"},{"startTime":140.5,"endTime":143.94,"body":"expert at branding, direct to consumer"},{"startTime":140.5,"endTime":143.94,"body":"unified commerce,"},{"startTime":144.14000000000001,"endTime":148.74,"body":"retail media and marketplaces."},{"startTime":144.14000000000001,"endTime":148.74,"body":"Please join me in welcoming the man with"},{"startTime":148.94,"endTime":152.22,"body":"the golden voice Sri. Sri,"},{"startTime":148.94,"endTime":152.22,"body":"How are you doing today?"},{"startTime":152.42000000000002,"endTime":153.9,"body":"More like the radio face."},{"startTime":153.9,"endTime":155.10000000000002,"body":"But"},{"startTime":155.3,"endTime":156.66,"body":"Peter, pleasure doing this week over week"},{"startTime":157.14000000000001,"endTime":161.34,"body":"with you and for our audience to know this"},{"startTime":157.14000000000001,"endTime":161.34,"body":"is the first time he's called me the sweet"},{"startTime":161.54000000000002,"endTime":167.26,"body":"KPG usually calls me the cool guy,"},{"startTime":161.54000000000002,"endTime":167.26,"body":"the evil guy or the Yankees loser."},{"startTime":167.7,"endTime":168.82,"body":"Grump guy, don't forget grumpy."},{"startTime":168.82,"endTime":170.18,"body":"Grumpy."},{"startTime":170.78,"endTime":172.58,"body":"All right."},{"startTime":170.78,"endTime":172.58,"body":"Thank you for that Sri."},{"startTime":172.78,"endTime":176.94,"body":"And before we get to our guests, I want to"},{"startTime":172.78,"endTime":176.94,"body":"remind our audience that all of our"},{"startTime":177.14,"endTime":180.5,"body":"content we did a big series"},{"startTime":177.14,"endTime":180.5,"body":"on e-commerce profitability."},{"startTime":180.7,"endTime":184.42000000000002,"body":"We had a women's leadership series where"},{"startTime":180.7,"endTime":184.42000000000002,"body":"she and I were very pleased to be able to"},{"startTime":184.42000000000002,"endTime":186.7,"body":"contribute eight thousand"},{"startTime":184.42000000000002,"endTime":186.7,"body":"dollars to the Susan G."},{"startTime":186.9,"endTime":190.98000000000002,"body":"Komen Foundation, our Founders"},{"startTime":186.9,"endTime":190.98000000000002,"body":"series from Q1 of this year."},{"startTime":191.18,"endTime":196.10000000000002,"body":"All of that is available for the"},{"startTime":191.18,"endTime":196.10000000000002,"body":"very affordable price of zero"},{"startTime":196.3,"endTime":200.42000000000002,"body":"three, and you can find it by"},{"startTime":196.3,"endTime":200.42000000000002,"body":"just visiting CPG guys dot com."},{"startTime":200.42000000000002,"endTime":202.02,"body":"And while you're there, if you want to"},{"startTime":202.22000000000003,"endTime":206.5,"body":"click on the link to our LinkedIn page"},{"startTime":202.22000000000003,"endTime":206.5,"body":"and once you get there, click follow."},{"startTime":206.7,"endTime":210.58,"body":"That way you're going to be kept apprized"},{"startTime":206.7,"endTime":210.58,"body":"of all the content that we're sharing."},{"startTime":210.66000000000003,"endTime":213.06,"body":"LinkedIn is our primary"},{"startTime":210.66000000000003,"endTime":213.06,"body":"mechanism for doing that."},{"startTime":213.26,"endTime":214.78,"body":"We hope you'll join us there."},{"startTime":214.98000000000002,"endTime":217.86,"body":"We just crossed fifty"},{"startTime":214.98000000000002,"endTime":217.86,"body":"two hundred followers."},{"startTime":217.91000000000003,"endTime":219.86,"body":"That's incredible from our perspective."},{"startTime":219.86,"endTime":223.5,"body":"We thank all of you for doing that, but we"},{"startTime":219.86,"endTime":223.5,"body":"like you to be part of the community. It's"},{"startTime":223.51,"endTime":226.66000000000003,"body":"a great way to to learn about all"},{"startTime":223.51,"endTime":226.66000000000003,"body":"the stuff we're talking about."},{"startTime":226.86,"endTime":229.14,"body":"So on to the main event."},{"startTime":229.34000000000003,"endTime":231.3,"body":"Our guest today come from a rapidly"},{"startTime":231.5,"endTime":236.45999999999998,"body":"growing instant needs company,"},{"startTime":231.5,"endTime":236.45999999999998,"body":"if you're watching on video, you'll know"},{"startTime":236.66000000000003,"endTime":240.14,"body":"that right now Sri and I are performing"},{"startTime":236.66000000000003,"endTime":240.14,"body":"an homage to our guests today."},{"startTime":240.34000000000003,"endTime":242.57999999999998,"body":"We're talking about, of course, Gopuff."},{"startTime":242.78000000000003,"endTime":244.74,"body":"And they recently acquired BevMo."},{"startTime":244.87,"endTime":246.42000000000002,"body":"One hundred and sixty plus your"},{"startTime":246.62,"endTime":250.78000000000003,"body":"neighborhood retailer of alcoholic"},{"startTime":246.62,"endTime":250.78000000000003,"body":"beverages located on the West Coast."},{"startTime":250.86,"endTime":252.45999999999998,"body":"Boy, can't wait to dig in there."},{"startTime":252.66000000000003,"endTime":255.42000000000002,"body":"Gopuff started in the Philadelphia market"},{"startTime":255.62,"endTime":258.42,"body":"delivering everyday"},{"startTime":255.62,"endTime":258.42,"body":"essentials to households."},{"startTime":258.62,"endTime":261.78000000000003,"body":"They now service over 600 shourie six"},{"startTime":261.98,"endTime":267.5,"body":"hundred and fifty U.S. cities out of two"},{"startTime":261.98,"endTime":267.5,"body":"hundred and fifty distribution centers."},{"startTime":267.7,"endTime":268.14,"body":"Wow."},{"startTime":268.34000000000003,"endTime":272.66,"body":"Here to speak with us about the analytics"},{"startTime":268.34000000000003,"endTime":272.66,"body":"behind the phenomenal growth of Gopuff"},{"startTime":272.86,"endTime":277.06,"body":"and some of the great ways brands can"},{"startTime":272.86,"endTime":277.06,"body":"partner with Gopuff to increase brand"},{"startTime":277.26,"endTime":282.18,"body":"sales through their platform are Andy"},{"startTime":277.26,"endTime":282.18,"body":"Berman, the VP of Media Sales and"},{"startTime":282.38,"endTime":286.46,"body":"Operations, and Alina Bilger,"},{"startTime":282.38,"endTime":286.46,"body":"head of Strategic Development."},{"startTime":286.66,"endTime":289.14,"body":"Andy, Alina, welcome to the podcast."},{"startTime":289.14,"endTime":290.46,"body":"How are you doing?"},{"startTime":290.66,"endTime":293.7,"body":"We're great, thank you so much"},{"startTime":290.66,"endTime":293.7,"body":"for having us, Peter and Sri."},{"startTime":293.90000000000003,"endTime":295.62,"body":"Excited to be here"},{"startTime":296.5,"endTime":301.74,"body":"As you can see, is where we're where fan-"},{"startTime":296.5,"endTime":301.74,"body":"boying Y'all's business with our t shirts."},{"startTime":301.94,"endTime":304.06,"body":"We're very happy to have you here today."},{"startTime":304.06,"endTime":306.74,"body":"We think this is tremendous and"},{"startTime":304.06,"endTime":306.74,"body":"we're so excited to get in."},{"startTime":306.94,"endTime":310.5,"body":"Hey, Andy, our audience likes to research."},{"startTime":310.7,"endTime":312.18,"body":"They want to learn all about you while"},{"startTime":312.38,"endTime":315.7,"body":"they're listening to you and they"},{"startTime":312.38,"endTime":315.7,"body":"want to understand your business."},{"startTime":315.90000000000003,"endTime":317.78000000000003,"body":"Would you first let them know where they"},{"startTime":317.98,"endTime":322.74,"body":"can find go pop on the Web and also on"},{"startTime":317.98,"endTime":322.74,"body":"like app stores, and then would you kind"},{"startTime":322.94,"endTime":325.90000000000003,"body":"of give us a brief overview of"},{"startTime":322.94,"endTime":325.90000000000003,"body":"your business in your words?"},{"startTime":326.1,"endTime":326.98,"body":"Yeah, for sure."},{"startTime":327.18,"endTime":332.02,"body":"So first of all, gopuff dot com is the"},{"startTime":327.18,"endTime":332.02,"body":"easiest way to find us on the Web."},{"startTime":332.02,"endTime":335.54,"body":"And then, of course, on the App Store, in"},{"startTime":332.02,"endTime":335.54,"body":"the Google Play store as well,"},{"startTime":335.74,"endTime":339.7,"body":"which is where we certainly see the vast"},{"startTime":335.74,"endTime":339.7,"body":"majority of our of our traffic"},{"startTime":339.90000000000003,"endTime":343.94,"body":"and where the vast majority of the"},{"startTime":339.90000000000003,"endTime":343.94,"body":"buying behavior takes place on mobile."},{"startTime":344.14,"endTime":345.46,"body":"A little bit about the business."},{"startTime":345.66,"endTime":348.1,"body":"We really view ourselves"},{"startTime":345.66,"endTime":348.1,"body":"as category defining."},{"startTime":348.3,"endTime":352.82,"body":"We've carved out a niche that we call the"},{"startTime":348.3,"endTime":352.82,"body":"instant needs category, and we've carved"},{"startTime":353.02,"endTime":356.46000000000004,"body":"out a brand of commerce that"},{"startTime":353.02,"endTime":356.46000000000004,"body":"we refer to as go commerce."},{"startTime":356.66,"endTime":358.86,"body":"And if you think about the instant needs"},{"startTime":359.06,"endTime":361.58000000000004,"body":"category, it's it's exactly"},{"startTime":359.06,"endTime":361.58000000000004,"body":"what it sounds like."},{"startTime":361.78000000000003,"endTime":365.78000000000003,"body":"It is everything from cleaning supplies to"},{"startTime":361.78000000000003,"endTime":365.78000000000003,"body":"pet care to baby products,"},{"startTime":365.98,"endTime":370.3,"body":"which are some of our fastest growing"},{"startTime":365.98,"endTime":370.3,"body":"categories to alcohol, to sports drinks,"},{"startTime":370.5,"endTime":374.86,"body":"to pain medication. If you can imagine"},{"startTime":370.5,"endTime":374.86,"body":"that, you'd want it in under 20 minutes."},{"startTime":375.06,"endTime":378.02000000000004,"body":"We likely sell it or we will soon."},{"startTime":378.22,"endTime":382.06,"body":"I think what is interesting about this"},{"startTime":378.22,"endTime":382.06,"body":"category and about the company more"},{"startTime":382.26000000000005,"endTime":388.62,"body":"broadly is that this is a company that"},{"startTime":382.26000000000005,"endTime":388.62,"body":"really grew up out of a first generation"},{"startTime":388.82,"endTime":392.74,"body":"American immigrant"},{"startTime":388.82,"endTime":392.74,"body":"pair of entrepreneurs who started the"},{"startTime":392.94,"endTime":396.42,"body":"business while they were"},{"startTime":392.94,"endTime":396.42,"body":"students at Drexel University."},{"startTime":396.62,"endTime":402.18,"body":"And from day one, this is a business that"},{"startTime":396.62,"endTime":402.18,"body":"had an intense focus on fiscal"},{"startTime":402.38,"endTime":406.78000000000003,"body":"responsibility, on profitability, and on"},{"startTime":402.38,"endTime":406.78000000000003,"body":"putting the customer at the very center of"},{"startTime":406.78000000000003,"endTime":410.86,"body":"what we do. And so even though the growth"},{"startTime":406.78000000000003,"endTime":410.86,"body":"has been explosive over these past several"},{"startTime":411.06,"endTime":413.86,"body":"years, we're still very, very"},{"startTime":411.06,"endTime":413.86,"body":"grounded in those values."},{"startTime":414.06,"endTime":415.06,"body":"Wow."},{"startTime":414.06,"endTime":415.06,"body":"Thanks, Andy."},{"startTime":415.26000000000005,"endTime":417.42,"body":"That's a great overview of your business."},{"startTime":417.62,"endTime":419.14000000000004,"body":"We really appreciate it."},{"startTime":419.34000000000003,"endTime":421.06,"body":"Sri and I are anxious"},{"startTime":419.34000000000003,"endTime":421.06,"body":"to get to the question."},{"startTime":421.23,"endTime":422.98,"body":"So why don't we just jump right in?"},{"startTime":423.18,"endTime":427.58000000000004,"body":"I'm going to lead off"},{"startTime":423.18,"endTime":427.58000000000004,"body":"and this one is going to go to Alina."},{"startTime":427.78000000000003,"endTime":431.66,"body":"So what were some of the customer needs or"},{"startTime":431.86,"endTime":437.14000000000004,"body":"consumer needs that Gopuff was ideally"},{"startTime":431.86,"endTime":437.14000000000004,"body":"trying to address with its business model?"},{"startTime":437.34000000000003,"endTime":442.18,"body":"And why did you decide that you wanted to"},{"startTime":437.34000000000003,"endTime":442.18,"body":"control the entire customer experience"},{"startTime":442.38,"endTime":445.78000000000003,"body":"from browsing through, purchase"},{"startTime":442.38,"endTime":445.78000000000003,"body":"all the way to fulfillment?"},{"startTime":445.98,"endTime":451.86,"body":"So Gopoff was initially founded on the"},{"startTime":445.98,"endTime":451.86,"body":"need for convenience, one of the lines"},{"startTime":451.89000000000004,"endTime":455.74,"body":"that our founders love to say that I"},{"startTime":451.89000000000004,"endTime":455.74,"body":"really love was they recognize while they"},{"startTime":455.75,"endTime":459.1,"body":"were in college that the convenience"},{"startTime":455.75,"endTime":459.1,"body":"store was no longer convenient."},{"startTime":459.3,"endTime":461.42,"body":"You have to get in."},{"startTime":459.3,"endTime":461.42,"body":"Your car had to go."},{"startTime":461.62,"endTime":465.14000000000004,"body":"Maybe it was sold out of what you wanted,"},{"startTime":461.62,"endTime":465.14000000000004,"body":"maybe was far away,"},{"startTime":465.34000000000003,"endTime":468.02000000000004,"body":"maybe didn't have a car and you"},{"startTime":465.34000000000003,"endTime":468.02000000000004,"body":"just couldn't get those items."},{"startTime":468.22,"endTime":471.34000000000003,"body":"And so convenience was really at the"},{"startTime":468.22,"endTime":471.34000000000003,"body":"center of what we did. And where we"},{"startTime":471.43,"endTime":474.98,"body":"started was they said, OK, we need to"},{"startTime":471.43,"endTime":474.98,"body":"drive convenience in a new manner."},{"startTime":475.18,"endTime":476.78000000000003,"body":"And that was really the need was what"},{"startTime":476.84000000000003,"endTime":479.74,"body":"could people need at any point"},{"startTime":476.84000000000003,"endTime":479.74,"body":"in time in that convenience?"},{"startTime":479.94,"endTime":484.54,"body":"So it started with that, with targeting"},{"startTime":479.94,"endTime":484.54,"body":"those C-store products so that the chips,"},{"startTime":484.74,"endTime":489.06,"body":"the beverages, perhaps some"},{"startTime":484.74,"endTime":489.06,"body":"other personal care items."},{"startTime":489.06,"endTime":490.86,"body":"But it really grew from there and as Andy"},{"startTime":491.06,"endTime":494.02000000000004,"body":"just said, became more of"},{"startTime":491.06,"endTime":494.02000000000004,"body":"this idea of instant needs."},{"startTime":494.22,"endTime":495.94,"body":"So convenience was one element of it. And"},{"startTime":495.94,"endTime":499.14000000000004,"body":"that was all about saving people"},{"startTime":495.94,"endTime":499.14000000000004,"body":"time, getting them what they need."},{"startTime":499.34000000000003,"endTime":502.5,"body":"But then instant needs kind of"},{"startTime":499.34000000000003,"endTime":502.5,"body":"begin to evolve out of that was."},{"startTime":502.5,"endTime":504.18,"body":"All right."},{"startTime":502.5,"endTime":504.18,"body":"We're seeing that there's actually"},{"startTime":504.22,"endTime":508.26000000000005,"body":"behavior shift, that it's not just about"},{"startTime":504.22,"endTime":508.26000000000005,"body":"convenience, it's about getting people the"},{"startTime":508.46000000000004,"endTime":511.62,"body":"products at any point in time"},{"startTime":508.46000000000004,"endTime":511.62,"body":"that they could want or need."},{"startTime":511.82,"endTime":513.66,"body":"And so that evolution has really come into"},{"startTime":513.86,"endTime":518.58,"body":"this ability to change consumer behavior,"},{"startTime":513.86,"endTime":518.58,"body":"to give people a new way to think about"},{"startTime":518.58,"endTime":521.9399999999999,"body":"getting the items that they want or need"},{"startTime":518.58,"endTime":521.9399999999999,"body":"at any point in time if they can't leave"},{"startTime":522.14,"endTime":526.42,"body":"the house, don't want to leave the house"},{"startTime":522.14,"endTime":526.42,"body":"and kind of have that at their fingertips."},{"startTime":526.42,"endTime":529.9399999999999,"body":"And so a big, big piece of that was that"},{"startTime":526.42,"endTime":529.9399999999999,"body":"vertical integration, as you mentioned,"},{"startTime":529.95,"endTime":533.9,"body":"controlling it from browsing all the way"},{"startTime":529.95,"endTime":533.9,"body":"to delivery by having that integration."},{"startTime":533.9,"endTime":535.22,"body":"We own all of our products."},{"startTime":535.33,"endTime":537.38,"body":"We're able to understand what's in stock."},{"startTime":537.58,"endTime":539.26,"body":"We're able to control our pack times,"},{"startTime":539.3199999999999,"endTime":543.22,"body":"watch the delivery, make sure customers"},{"startTime":539.3199999999999,"endTime":543.22,"body":"have someone that can call if something"},{"startTime":543.37,"endTime":547.42,"body":"goes wrong, really have that whole end to"},{"startTime":543.37,"endTime":547.42,"body":"end experience and then also capture the"},{"startTime":547.48,"endTime":551.58,"body":"data across the board to understand where"},{"startTime":547.48,"endTime":551.58,"body":"we can optimize where the demand lies and"},{"startTime":551.78,"endTime":556.14,"body":"how we can continue to lean into that idea"},{"startTime":551.78,"endTime":556.14,"body":"of those wants and needs further and"},{"startTime":556.34,"endTime":560.02,"body":"further and continue to drive"},{"startTime":556.34,"endTime":560.02,"body":"up that idea of convenience."},{"startTime":560.22,"endTime":562.58,"body":"Andy \u0026 Alina, first of"},{"startTime":560.22,"endTime":562.58,"body":"all, welcome to the show."},{"startTime":562.78,"endTime":565.26,"body":"It's a pleasure to have you both."},{"startTime":565.46,"endTime":567.9,"body":"And I can also proudly claim that I've"},{"startTime":568.1,"endTime":573.78,"body":"actually been to your headquarters about"},{"startTime":568.1,"endTime":573.78,"body":"a year ago before the pandemic happened."},{"startTime":573.98,"endTime":575.3,"body":"That said Andy, this next one's for you."},{"startTime":575.5,"endTime":577.14,"body":"You know, looking through your background,"},{"startTime":577.34,"endTime":581.98,"body":"you spent close to a decade long at"},{"startTime":577.34,"endTime":581.98,"body":"Facebook building its audience network."},{"startTime":582.18,"endTime":585.74,"body":"And clearly you have a deep"},{"startTime":582.18,"endTime":585.74,"body":"media background."},{"startTime":585.9399999999999,"endTime":592.86,"body":"What is and what is your go"},{"startTime":585.9399999999999,"endTime":592.86,"body":"forward focus for Gopuff?"},{"startTime":593.06,"endTime":597.62,"body":"Yeah, so, you know, as you said, I spent a"},{"startTime":593.06,"endTime":597.62,"body":"decade at Facebook, and in that time I"},{"startTime":597.8199999999999,"endTime":601.02,"body":"worked across a retail business,"},{"startTime":597.8199999999999,"endTime":601.02,"body":"the CPG business there."},{"startTime":601.02,"endTime":602.46,"body":"And then also our audience network"},{"startTime":602.66,"endTime":605.3,"body":"business, which is"},{"startTime":602.66,"endTime":605.3,"body":"Facebook's programmatic arm."},{"startTime":605.5,"endTime":608.42,"body":"And my focus at GoPuff is actually bring"},{"startTime":608.62,"endTime":612.6999999999999,"body":"together the best of all three of those"},{"startTime":608.62,"endTime":612.6999999999999,"body":"experiences to craft what I believe can be"},{"startTime":612.9,"endTime":617.74,"body":"one of the most powerful retail media"},{"startTime":612.9,"endTime":617.74,"body":"offerings in the world. I think the market"},{"startTime":617.9399999999999,"endTime":622.62,"body":"still remains largely confused and a lot"},{"startTime":617.9399999999999,"endTime":622.62,"body":"of instances between the difference"},{"startTime":622.8199999999999,"endTime":628.42,"body":"about the difference between marketplace"},{"startTime":622.8199999999999,"endTime":628.42,"body":"businesses and true retail businesses."},{"startTime":628.62,"endTime":633.0999999999999,"body":"And if you are operating a marketplace"},{"startTime":628.62,"endTime":633.0999999999999,"body":"business, what you are fundamentally doing"},{"startTime":633.3,"endTime":639.4599999999999,"body":"is attempting to find margin within a"},{"startTime":633.3,"endTime":639.4599999999999,"body":"transaction between a seller and a buyer"},{"startTime":639.66,"endTime":642.86,"body":"without actually producing"},{"startTime":639.66,"endTime":642.86,"body":"any margin on that product."},{"startTime":643.06,"endTime":645.9,"body":"Gopuff is in a remarkably unique situation"},{"startTime":645.9,"endTime":649.3,"body":"within that landscape because as Alina"},{"startTime":645.9,"endTime":649.3,"body":"spoke to and as we've mentioned a couple"},{"startTime":649.5,"endTime":653.86,"body":"of times, we are a vertically integrated"},{"startTime":649.5,"endTime":653.86,"body":"retailer and within that we have the"},{"startTime":654.06,"endTime":659.3399999999999,"body":"ability to not only control the consumer"},{"startTime":654.06,"endTime":659.3399999999999,"body":"experience, but also control a much"},{"startTime":659.54,"endTime":663.5,"body":"different media experience than what you"},{"startTime":659.54,"endTime":663.5,"body":"find in a lot of other places. And what"},{"startTime":663.6999999999999,"endTime":669.06,"body":"that means is that we are able to both"},{"startTime":663.6999999999999,"endTime":669.06,"body":"understand and optimize for lifetime value"},{"startTime":669.26,"endTime":672.4599999999999,"body":"in ways that a lot of the other"},{"startTime":669.26,"endTime":672.4599999999999,"body":"players in the space are not."},{"startTime":672.66,"endTime":677.3,"body":"And so my focus since joining Gopuff has"},{"startTime":672.66,"endTime":677.3,"body":"been really kind of deeply understanding,"},{"startTime":677.3,"endTime":681.06,"body":"attempting to deeply understand, I should"},{"startTime":677.3,"endTime":681.06,"body":"say it's still early in this journey."},{"startTime":681.26,"endTime":683.4599999999999,"body":"What are those key drivers of lifetime"},{"startTime":683.66,"endTime":690.42,"body":"value and what is it that makes the"},{"startTime":683.66,"endTime":690.42,"body":"GOP's platform so sticky and so kind of"},{"startTime":690.66,"endTime":696.06,"body":"drive so much loyalty among the consumers"},{"startTime":690.66,"endTime":696.06,"body":"who come back to us over and over again?"},{"startTime":696.26,"endTime":700.3,"body":"Within that, there are incredibly"},{"startTime":696.26,"endTime":700.3,"body":"powerful stories to go and tell brands."},{"startTime":700.5,"endTime":704.3,"body":"And so my area of focus is one,"},{"startTime":700.5,"endTime":704.3,"body":"understanding the stories that the data is"},{"startTime":704.5,"endTime":708.8199999999999,"body":"telling us, and then two finding the right"},{"startTime":704.5,"endTime":708.8199999999999,"body":"ways to amplify those stories into the"},{"startTime":709.02,"endTime":713.54,"body":"marketplace so that the brands that are"},{"startTime":709.02,"endTime":713.54,"body":"experiencing the most retail success on"},{"startTime":713.74,"endTime":716.9399999999999,"body":"Gorpuff can also experience"},{"startTime":713.74,"endTime":716.9399999999999,"body":"the most advertising success."},{"startTime":717.06,"endTime":718.5799999999999,"body":"I know that will get to this a little bit"},{"startTime":718.5799999999999,"endTime":721.74,"body":"later, but one of the things that is so"},{"startTime":718.5799999999999,"endTime":721.74,"body":"powerful about Gopuff is that we're"},{"startTime":721.9399999999999,"endTime":726.5,"body":"capturing somebody at a moment"},{"startTime":721.9399999999999,"endTime":726.5,"body":"when they've made a decision to purchase."},{"startTime":726.6999999999999,"endTime":730.4599999999999,"body":"And so browsing is highly"},{"startTime":726.6999999999999,"endTime":730.4599999999999,"body":"intentional on our platform."},{"startTime":730.66,"endTime":732.66,"body":"And given that the opportunity to"},{"startTime":732.86,"endTime":737.14,"body":"influence a purchase is very different"},{"startTime":732.86,"endTime":737.14,"body":"than if you're capturing somebody who is"},{"startTime":737.29,"endTime":739.9399999999999,"body":"higher in the funnel and not"},{"startTime":737.29,"endTime":739.9399999999999,"body":"necessarily ready to buy."},{"startTime":740.14,"endTime":745.06,"body":"And that is really where I see the big"},{"startTime":740.14,"endTime":745.06,"body":"opportunity from a media standpoint."},{"startTime":745.26,"endTime":752.6999999999999,"body":"Andy, you used a two word combination"},{"startTime":745.26,"endTime":752.6999999999999,"body":"that she loves even more than \"Yankees win"},{"startTime":752.9,"endTime":759.26,"body":",\" and that's retail media. So let's"},{"startTime":752.9,"endTime":759.26,"body":"let's double click a little bit."},{"startTime":759.78,"endTime":761.18,"body":"By the way Peter, it's also because the"},{"startTime":761.18,"endTime":763.26,"body":"Yankees are not getting a"},{"startTime":761.18,"endTime":763.26,"body":"lot of wins these days."},{"startTime":763.3,"endTime":765.02,"body":"Well, I was going to say sorry, but I"},{"startTime":765.2199999999999,"endTime":767.9399999999999,"body":"didn't want I didn't want"},{"startTime":765.2199999999999,"endTime":767.9399999999999,"body":"to rub salt into the wound."},{"startTime":768.14,"endTime":770.62,"body":"Peter is boasting about that"},{"startTime":768.14,"endTime":770.62,"body":"every single day on Instagram."},{"startTime":770.8199999999999,"endTime":773.26,"body":"But our day will come."},{"startTime":770.8199999999999,"endTime":773.26,"body":"Yes."},{"startTime":773.4599999999999,"endTime":777.38,"body":"Keep hoping Sri, keep hope alive anyhow."},{"startTime":777.5799999999999,"endTime":778.6999999999999,"body":"Back to my question, Andy."},{"startTime":778.9,"endTime":781.3,"body":"I'd love to know how Gopuff is involving"},{"startTime":781.5,"endTime":786.3399999999999,"body":"brands in creating a really compelling"},{"startTime":781.5,"endTime":786.3399999999999,"body":"customer experience through your service."},{"startTime":786.54,"endTime":788.2199999999999,"body":"Yeah, so it's a great question and it's a"},{"startTime":788.42,"endTime":793.06,"body":"really important one because, you know,"},{"startTime":788.42,"endTime":793.06,"body":"the easy answer here would be,"},{"startTime":793.26,"endTime":797.3,"body":"hey, we're capturing consumers at this"},{"startTime":793.26,"endTime":797.3,"body":"incredibly valuable moment in time."},{"startTime":797.3,"endTime":799.62,"body":"And so we're just going to put a"},{"startTime":797.3,"endTime":799.62,"body":"brand message in front of them."},{"startTime":799.62,"endTime":801.18,"body":"And that, quite frankly, would be a"},{"startTime":801.38,"endTime":804.42,"body":"perfectly credible and easy"},{"startTime":801.38,"endTime":804.42,"body":"way to build this business."},{"startTime":804.62,"endTime":806.78,"body":"And it is a part of our story, but it is"},{"startTime":806.78,"endTime":810.74,"body":"not the entire story by a long shot. So"},{"startTime":806.78,"endTime":810.74,"body":"one of the things that we're very focused"},{"startTime":810.9399999999999,"endTime":815.9,"body":"on inside of Gopuff is an arm of our"},{"startTime":810.9399999999999,"endTime":815.9,"body":"business called the Creative Studio."},{"startTime":816.0999999999999,"endTime":819.06,"body":"It's an in-house creative agency, and they"},{"startTime":819.26,"endTime":824.5,"body":"are tasked specifically with creating"},{"startTime":819.26,"endTime":824.5,"body":"bespoke experiences for brand partners"},{"startTime":824.6999999999999,"endTime":829.42,"body":"that come alive, not only on Gopuff inside"},{"startTime":824.6999999999999,"endTime":829.42,"body":"of our owned and operated app ecosystem,"},{"startTime":829.62,"endTime":833.9399999999999,"body":"but also in a host of different physical"},{"startTime":829.62,"endTime":833.9399999999999,"body":"environments that we own and operate."},{"startTime":833.98,"endTime":835.4599999999999,"body":"And so if you think about the Gopuff"},{"startTime":835.66,"endTime":839.78,"body":"experience, it's very kind of easy and"},{"startTime":835.66,"endTime":839.78,"body":"logical to think about it as the owned and"},{"startTime":839.98,"endTime":844.3,"body":"operated app experience. But what that"},{"startTime":839.98,"endTime":844.3,"body":"leaves out is that we have one hundred and"},{"startTime":844.5,"endTime":848.66,"body":"sixty plus BevMo locations where we"},{"startTime":844.5,"endTime":848.66,"body":"can go activate on behalf of a brand."},{"startTime":848.86,"endTime":851.66,"body":"And so our focus is really on tying"},{"startTime":851.86,"endTime":857.5799999999999,"body":"together the physical store infrastructure"},{"startTime":851.86,"endTime":857.5799999999999,"body":"and the digital experience on behalf of"},{"startTime":857.78,"endTime":862.5799999999999,"body":"brands to create one unified"},{"startTime":857.78,"endTime":862.5799999999999,"body":"Gopuff experience. I"},{"startTime":862.78,"endTime":865.3399999999999,"body":"n terms of bringing to life great brand"},{"startTime":865.54,"endTime":870.02,"body":"experiences, what we do is we attempt to"},{"startTime":865.54,"endTime":870.02,"body":"focus on those really big brand moments."},{"startTime":870.2199999999999,"endTime":874.5,"body":"And so part of our best practice"},{"startTime":870.2199999999999,"endTime":874.5,"body":"internally is really kind of understanding"},{"startTime":874.5,"endTime":878.3,"body":"a brand's activation calendar throughout a"},{"startTime":874.5,"endTime":878.3,"body":"year, understanding what those really big"},{"startTime":878.5,"endTime":883.4599999999999,"body":"moments are, and then aligning that"},{"startTime":878.5,"endTime":883.4599999999999,"body":"to some of Gopuff's big priorities."},{"startTime":883.5,"endTime":885.26,"body":"Let me crystallize that with an example."},{"startTime":885.4599999999999,"endTime":889.5799999999999,"body":"This year we're going to be launching in a"},{"startTime":885.4599999999999,"endTime":889.5799999999999,"body":"host of new markets and those new market"},{"startTime":889.5799999999999,"endTime":891.66,"body":"launches are only ever"},{"startTime":889.5799999999999,"endTime":891.66,"body":"going to happen once."},{"startTime":891.66,"endTime":895.18,"body":"You know, we're only going to go live in"},{"startTime":891.66,"endTime":895.18,"body":"Las Vegas, in New York City one time."},{"startTime":895.38,"endTime":897.4599999999999,"body":"As we do that, we're enrolling and"},{"startTime":897.66,"endTime":901.86,"body":"enlisting brand partners to be a part"},{"startTime":897.66,"endTime":901.86,"body":"of those launch platforms with us."},{"startTime":902.06,"endTime":906.66,"body":"And so, well, that obviously includes"},{"startTime":902.06,"endTime":906.66,"body":"placement within our app ecosystem."},{"startTime":906.86,"endTime":912.2199999999999,"body":"It also includes a lot of physical out"},{"startTime":906.86,"endTime":912.2199999999999,"body":"of home and retail activation as well."},{"startTime":912.42,"endTime":918.66,"body":"Alina, Peter and I have been trained over"},{"startTime":912.42,"endTime":918.66,"body":"multiple decades in the CPG industry."},{"startTime":918.86,"endTime":922.4599999999999,"body":"That data and insights platforms is how we"},{"startTime":922.66,"endTime":926.14,"body":"really shape"},{"startTime":922.66,"endTime":926.14,"body":"consumer outcomes of experiences,"},{"startTime":926.3399999999999,"endTime":931.54,"body":"innovation and things of that nature"},{"startTime":926.3399999999999,"endTime":931.54,"body":"when a brand chooses to partner with you."},{"startTime":931.74,"endTime":936.8199999999999,"body":"What kind of insights can they expect back"},{"startTime":931.74,"endTime":936.8199999999999,"body":"from you, especially as product moves"},{"startTime":937.02,"endTime":940.3,"body":"through the platform"},{"startTime":937.02,"endTime":940.3,"body":"and in return, what do you expect from"},{"startTime":940.5,"endTime":943.38,"body":"brands when you choose to"},{"startTime":940.5,"endTime":943.38,"body":"partner with the brand?"},{"startTime":943.5799999999999,"endTime":945.98,"body":"And how do these come together?"},{"startTime":946.18,"endTime":948.5,"body":"Yeah, I mean, I love this question, and"},{"startTime":948.5,"endTime":952.26,"body":"I'm I come from the data and insights"},{"startTime":948.5,"endTime":952.26,"body":"background, too, so this is a big passion"},{"startTime":952.4599999999999,"endTime":957.4599999999999,"body":"of mine when it comes to the insights that"},{"startTime":952.4599999999999,"endTime":957.4599999999999,"body":"Gopuff has, I mean, being vertically,"},{"startTime":957.48,"endTime":960.38,"body":"vertically integrated, being a"},{"startTime":957.48,"endTime":960.38,"body":"direct to consumer platform."},{"startTime":960.4699999999999,"endTime":962.42,"body":"We have a wealth of understanding about"},{"startTime":962.62,"endTime":966.5,"body":"shopper behavior, shopper insights,"},{"startTime":962.62,"endTime":966.5,"body":"product trends, product insights, the"},{"startTime":966.6999999999999,"endTime":971.14,"body":"market and being Gopuff, being this"},{"startTime":966.6999999999999,"endTime":971.14,"body":"instant needs delivery platform."},{"startTime":971.14,"endTime":972.9399999999999,"body":"It's not just about shopper insights, it's"},{"startTime":973.14,"endTime":976.8199999999999,"body":"about understanding the demand"},{"startTime":973.14,"endTime":976.8199999999999,"body":"moment when it's happening."},{"startTime":977.02,"endTime":980.74,"body":"I worked with a lot of CPGs in the past"},{"startTime":977.02,"endTime":980.74,"body":"and one of the biggest questions I used to"},{"startTime":980.9399999999999,"endTime":985.62,"body":"get in past lives was, well, what"},{"startTime":980.9399999999999,"endTime":985.62,"body":"triggered the trip? What what happened"},{"startTime":985.8199999999999,"endTime":988.26,"body":"between the need and when"},{"startTime":985.8199999999999,"endTime":988.26,"body":"they got to the store?"},{"startTime":988.4599999999999,"endTime":992.02,"body":"In this case, that need and the product"},{"startTime":988.4599999999999,"endTime":992.02,"body":"in hand is such a short window."},{"startTime":992.2199999999999,"endTime":994.4599999999999,"body":"We actually deeply understand this moment"},{"startTime":994.66,"endTime":997.62,"body":"of instant consumption,"},{"startTime":994.66,"endTime":997.62,"body":"this idea of that craving."},{"startTime":997.8199999999999,"endTime":1001.18,"body":"And so it's all of those insights"},{"startTime":997.8199999999999,"endTime":1001.18,"body":"that we deliver to our brands."},{"startTime":1001.38,"endTime":1003.6999999999999,"body":"It's understanding when products are being"},{"startTime":1003.9,"endTime":1008.02,"body":"sold, who is buying them, what else they"},{"startTime":1003.9,"endTime":1008.02,"body":"tend to purchase, what that frequency"},{"startTime":1008.2199999999999,"endTime":1012.4599999999999,"body":"looks like, where they are. And we can"},{"startTime":1008.2199999999999,"endTime":1012.4599999999999,"body":"form these these big stories around it."},{"startTime":1012.4599999999999,"endTime":1013.9,"body":"We can help brands understand that."},{"startTime":1014.0999999999999,"endTime":1017.98,"body":"You've got one shopper segment that tends"},{"startTime":1014.0999999999999,"endTime":1017.98,"body":"to skew to the East Coast that has"},{"startTime":1018.18,"endTime":1021.38,"body":"healthier carts but will"},{"startTime":1018.18,"endTime":1021.38,"body":"eat unhealthy twice a week."},{"startTime":1021.5799999999999,"endTime":1024.14,"body":"And they like you, but they"},{"startTime":1021.5799999999999,"endTime":1024.14,"body":"like your competitor more."},{"startTime":1024.34,"endTime":1026.66,"body":"You know, that's a lot"},{"startTime":1024.34,"endTime":1026.66,"body":"of what our brands get."},{"startTime":1026.66,"endTime":1028.74,"body":"They get this narrative"},{"startTime":1026.66,"endTime":1028.74,"body":"and they get the strategy."},{"startTime":1028.94,"endTime":1032.54,"body":"And then we build everything through"},{"startTime":1028.94,"endTime":1032.54,"body":"Andy's team against that strategy."},{"startTime":1032.71,"endTime":1036.06,"body":"We understand this about them. When"},{"startTime":1032.71,"endTime":1036.06,"body":"do when do we advertise to them?"},{"startTime":1036.06,"endTime":1037.3,"body":"When do we market new products?"},{"startTime":1037.3,"endTime":1038.82,"body":"How do we introduce them to things that we"},{"startTime":1039.02,"endTime":1043.22,"body":"know they need based on their search"},{"startTime":1039.02,"endTime":1043.22,"body":"terms, based on their cart behavior, and"},{"startTime":1043.22,"endTime":1045.82,"body":"how do we make sure we can make"},{"startTime":1043.22,"endTime":1045.82,"body":"that experience even stronger?"},{"startTime":1046.02,"endTime":1050.9,"body":"And so as we work with brands, it's"},{"startTime":1046.02,"endTime":1050.9,"body":"not just about getting data reports."},{"startTime":1050.9,"endTime":1052.5,"body":"It's not just about one-off insights."},{"startTime":1052.7,"endTime":1054.94,"body":"It's about this deeper shopper and product"},{"startTime":1054.94,"endTime":1058.34,"body":"strategies that can help inform all of"},{"startTime":1054.94,"endTime":1058.34,"body":"their decision making from their sales"},{"startTime":1058.54,"endTime":1061.26,"body":"strategies all the way"},{"startTime":1058.54,"endTime":1061.26,"body":"into innovation and R\u0026D."},{"startTime":1061.27,"endTime":1062.42,"body":"What do consumers want?"},{"startTime":1062.56,"endTime":1064.26,"body":"What are they reacting to and why?"},{"startTime":1064.46,"endTime":1068.42,"body":"In exchange, what we look for from brands"},{"startTime":1064.46,"endTime":1068.42,"body":"is what other information do they know?"},{"startTime":1068.6200000000001,"endTime":1071.46,"body":"What did they know about their"},{"startTime":1068.6200000000001,"endTime":1071.46,"body":"consumers in that retail space?"},{"startTime":1071.66,"endTime":1073.06,"body":"What what patterns have they seen?"},{"startTime":1073.26,"endTime":1074.8600000000001,"body":"What challenges are they seeing?"},{"startTime":1075.06,"endTime":1077.8600000000001,"body":"And in some cases, how is that"},{"startTime":1075.06,"endTime":1077.8600000000001,"body":"data different from our own?"},{"startTime":1078.06,"endTime":1082.18,"body":"We've had instances of brands calling us"},{"startTime":1078.06,"endTime":1082.18,"body":"saying these products are dropping"},{"startTime":1082.38,"endTime":1086.14,"body":"in stores in brick and mortar, but they're"},{"startTime":1082.38,"endTime":1086.14,"body":"flying on top of what's happening here."},{"startTime":1086.34,"endTime":1088.8600000000001,"body":"And again, the realization was"},{"startTime":1086.34,"endTime":1088.8600000000001,"body":"this is an impulse product."},{"startTime":1088.9,"endTime":1092.38,"body":"This is a product that people want when"},{"startTime":1088.9,"endTime":1092.38,"body":"they see it, but it's not top of mind."},{"startTime":1092.58,"endTime":1094.9,"body":"And suddenly that that created cascading"},{"startTime":1095.07,"endTime":1098.6200000000001,"body":"strategy that completely affected how"},{"startTime":1095.07,"endTime":1098.6200000000001,"body":"they thought about their business."},{"startTime":1098.82,"endTime":1100.82,"body":"And so getting that data back from brands"},{"startTime":1101.02,"endTime":1105.06,"body":"is so, so helpful because we can really"},{"startTime":1101.02,"endTime":1105.06,"body":"then make that three sixty strategy and"},{"startTime":1105.26,"endTime":1109.38,"body":"even change of how we think about"},{"startTime":1105.26,"endTime":1109.38,"body":"their products with customers."},{"startTime":1109.58,"endTime":1112.18,"body":"Alina, that's great, thank you for helping"},{"startTime":1112.38,"endTime":1116.98,"body":"us understand the application of the"},{"startTime":1112.38,"endTime":1116.98,"body":"insights in working with the brands. Now"},{"startTime":1117.18,"endTime":1121.14,"body":"we're going to get to the question that"},{"startTime":1117.18,"endTime":1121.14,"body":"I've been dying to get an answer for"},{"startTime":1121.34,"endTime":1127.22,"body":"months since it occurred"},{"startTime":1121.34,"endTime":1127.22,"body":"late last year, Gopuff decided to acquire"},{"startTime":1127.42,"endTime":1131.7,"body":"a traditional brick and mortar alcohol"},{"startTime":1127.42,"endTime":1131.7,"body":"beverage retailer on the West Coast."},{"startTime":1131.8999999999999,"endTime":1134.3,"body":"BevMo, we talked about that in our opener."},{"startTime":1134.5,"endTime":1136.94,"body":"Can you share with our audience what was"},{"startTime":1137.1399999999999,"endTime":1141.98,"body":"kind of the strategic intent behind this"},{"startTime":1137.1399999999999,"endTime":1141.98,"body":"acquisition and kind of what synergies do"},{"startTime":1141.98,"endTime":1145.3799999999999,"body":"you think you're going to be able to"},{"startTime":1141.98,"endTime":1145.3799999999999,"body":"offer the people who are using Gopuff?"},{"startTime":1145.58,"endTime":1148.58,"body":"Yeah, absolutely."},{"startTime":1145.58,"endTime":1148.58,"body":"This was a really exciting move for Gopoff"},{"startTime":1148.78,"endTime":1151.78,"body":"and and very kind of, I think,"},{"startTime":1148.78,"endTime":1151.78,"body":"a little out of the box."},{"startTime":1151.78,"endTime":1153.46,"body":"It was surprising for a lot of people."},{"startTime":1153.6,"endTime":1157.7,"body":"And especially looking at BevMo, which is"},{"startTime":1153.6,"endTime":1157.7,"body":"a leading specialty retailer, they have a"},{"startTime":1157.8999999999999,"endTime":1161.86,"body":"big presence and a lot of their"},{"startTime":1157.8999999999999,"endTime":1161.86,"body":"in-store is how they do that."},{"startTime":1161.86,"endTime":1163.5,"body":"They have a lot of delivery,"},{"startTime":1161.86,"endTime":1163.5,"body":"a lot of in-store."},{"startTime":1163.7,"endTime":1166.42,"body":"And us being tech was a"},{"startTime":1163.7,"endTime":1166.42,"body":"very interesting marriage."},{"startTime":1166.51,"endTime":1170.46,"body":"But, you know, acquiring gave us a really"},{"startTime":1166.51,"endTime":1170.46,"body":"strategic and meaningful way for us to"},{"startTime":1170.46,"endTime":1174.18,"body":"enter California. You know, it was a"},{"startTime":1170.46,"endTime":1174.18,"body":"geography we were deeply interested in."},{"startTime":1174.18,"endTime":1176.18,"body":"We wanted to do it right and we wanted to"},{"startTime":1176.18,"endTime":1178.26,"body":"really understand the"},{"startTime":1176.18,"endTime":1178.26,"body":"customer base going there."},{"startTime":1178.46,"endTime":1184.3,"body":"And by acquiring BevMo, we were able to"},{"startTime":1178.46,"endTime":1184.3,"body":"instantly hit 30 percent of California who"},{"startTime":1184.3,"endTime":1187.7,"body":"was already within delivery range,"},{"startTime":1184.3,"endTime":1187.7,"body":"and we could just expand from there."},{"startTime":1187.8999999999999,"endTime":1189.58,"body":"And so it was a very direct and efficient"},{"startTime":1189.78,"endTime":1192.58,"body":"route to these new customers,"},{"startTime":1189.78,"endTime":1192.58,"body":"to new geographies."},{"startTime":1192.78,"endTime":1197.54,"body":"And then for BevMo was actually providing"},{"startTime":1192.78,"endTime":1197.54,"body":"a way to get their loyal customers, their"},{"startTime":1197.74,"endTime":1201.54,"body":"depth of customers, a"},{"startTime":1197.74,"endTime":1201.54,"body":"seamless delivery solution."},{"startTime":1201.74,"endTime":1202.86,"body":"And so, yeah, yeah."},{"startTime":1202.86,"endTime":1204.58,"body":"It was a really, really"},{"startTime":1202.86,"endTime":1204.58,"body":"interesting system."},{"startTime":1204.58,"endTime":1207.78,"body":"And so now we're in the process of doing"},{"startTime":1204.58,"endTime":1207.78,"body":"that integration of integrating our"},{"startTime":1207.79,"endTime":1210.74,"body":"proprietary tech with a lot of"},{"startTime":1207.79,"endTime":1210.74,"body":"their products, their trends."},{"startTime":1210.94,"endTime":1214.86,"body":"They have a wealth of knowledge of what"},{"startTime":1210.94,"endTime":1214.86,"body":"people like, what they react to, and"},{"startTime":1215.06,"endTime":1216.98,"body":"there's some synergies and"},{"startTime":1215.06,"endTime":1216.98,"body":"there's some differences."},{"startTime":1216.98,"endTime":1218.98,"body":"And that's actually the best part that now"},{"startTime":1218.98,"endTime":1221.1,"body":"we can kind of appeal"},{"startTime":1218.98,"endTime":1221.1,"body":"to a much wider range."},{"startTime":1221.3,"endTime":1224.5,"body":"There are things that both Gopuff and"},{"startTime":1221.3,"endTime":1224.5,"body":"BevMo customers like, and there are things"},{"startTime":1224.5,"endTime":1227.02,"body":"only Gopuff customers like"},{"startTime":1224.5,"endTime":1227.02,"body":"only BevMo, customers like."},{"startTime":1227.22,"endTime":1230.82,"body":"And we're being very, very deliberate and"},{"startTime":1227.22,"endTime":1230.82,"body":"making sure we're building out strategies"},{"startTime":1231.02,"endTime":1233.5,"body":"that appeal to that entire"},{"startTime":1231.02,"endTime":1233.5,"body":"scale across the board."},{"startTime":1233.7,"endTime":1236.58,"body":"But it was really a"},{"startTime":1233.7,"endTime":1236.58,"body":"phenomenal enabling tool."},{"startTime":1236.78,"endTime":1241.46,"body":"Let us get into a whole new space and"},{"startTime":1236.78,"endTime":1241.46,"body":"they're a fantastic business."},{"startTime":1241.46,"endTime":1242.8999999999999,"body":"And so we're excited to really bring these"},{"startTime":1243.1,"endTime":1246.3799999999999,"body":"two really customer focused"},{"startTime":1243.1,"endTime":1246.3799999999999,"body":"companies together."},{"startTime":1246.58,"endTime":1247.8999999999999,"body":"What a great story Alina."},{"startTime":1248.1,"endTime":1254.8999999999999,"body":"That is tremendous, thank you for helping"},{"startTime":1248.1,"endTime":1254.8999999999999,"body":"us walk through what the idea was behind"},{"startTime":1255.1,"endTime":1259.86,"body":"this great combination and"},{"startTime":1255.1,"endTime":1259.86,"body":"synergy of these two businesses."},{"startTime":1260.06,"endTime":1262.1,"body":"Alina, thank you for making Peter happy"},{"startTime":1262.3,"endTime":1265.06,"body":"with your answer today and"},{"startTime":1262.3,"endTime":1265.06,"body":"solving a mystery for him."},{"startTime":1265.26,"endTime":1268.3,"body":"Now, he would get off my back with that."},{"startTime":1268.5,"endTime":1270.46,"body":"That itch has been scratched!"},{"startTime":1268.5,"endTime":1270.46,"body":"I feel so much better now."},{"startTime":1270.6599999999999,"endTime":1272.78,"body":"There we go."},{"startTime":1270.6599999999999,"endTime":1272.78,"body":"There we go."},{"startTime":1272.98,"endTime":1276.18,"body":"Andy, I want to go back into"},{"startTime":1272.98,"endTime":1276.18,"body":"the world of media with you."},{"startTime":1276.3799999999999,"endTime":1278.7,"body":"And, you know, the larger the brand you"},{"startTime":1278.8999999999999,"endTime":1282.8999999999999,"body":"continue to work with and there's so many"},{"startTime":1278.8999999999999,"endTime":1282.8999999999999,"body":"in your ecosystem already,"},{"startTime":1283.1,"endTime":1287.22,"body":"one of the things brands are really going"},{"startTime":1283.1,"endTime":1287.22,"body":"to be interested in is how can I be found"},{"startTime":1287.42,"endTime":1290.74,"body":"very quickly when people when"},{"startTime":1287.42,"endTime":1290.74,"body":"consumers search for products?"},{"startTime":1290.94,"endTime":1296.5,"body":"And the shortcut to that is search"},{"startTime":1290.94,"endTime":1296.5,"body":"sponsored search conquesting, so many"},{"startTime":1296.7,"endTime":1301.86,"body":"words come to mind. But Peter and I"},{"startTime":1296.7,"endTime":1301.86,"body":"love this word the most of it all."},{"startTime":1302.06,"endTime":1305.86,"body":"It is a favorite topic here on the"},{"startTime":1302.06,"endTime":1305.86,"body":"show, and we call it retail media."},{"startTime":1306.06,"endTime":1308.86,"body":"So how is Gopuff enabling this for brands?"},{"startTime":1309.06,"endTime":1311.22,"body":"And where are you on the"},{"startTime":1309.06,"endTime":1311.22,"body":"retail media journey?"},{"startTime":1311.42,"endTime":1315.18,"body":"Can brands participate in"},{"startTime":1311.42,"endTime":1315.18,"body":"retail media with you?"},{"startTime":1315.3799999999999,"endTime":1318.42,"body":"Yeah, so let me address that"},{"startTime":1315.3799999999999,"endTime":1318.42,"body":"question a couple of ways."},{"startTime":1318.62,"endTime":1321.58,"body":"The first answer is"},{"startTime":1318.62,"endTime":1321.58,"body":"just a very direct one."},{"startTime":1321.75,"endTime":1324.5,"body":"Absolutely."},{"startTime":1321.75,"endTime":1324.5,"body":"Brands can participate with us and we are"},{"startTime":1324.7,"endTime":1327.94,"body":"in market with a series of different"},{"startTime":1324.7,"endTime":1327.94,"body":"products today. So"},{"startTime":1328.1399999999999,"endTime":1332.98,"body":"obviously, sponsored search is a critical"},{"startTime":1328.1399999999999,"endTime":1332.98,"body":"growth vector for the retail media space."},{"startTime":1333.18,"endTime":1338.1,"body":"And it is where between 60 and 80 percent"},{"startTime":1333.18,"endTime":1338.1,"body":"of all retail media investment is headed"},{"startTime":1338.3,"endTime":1342.94,"body":"that is equally critical for Gopuff and"},{"startTime":1338.3,"endTime":1342.94,"body":"a recently launched product for us."},{"startTime":1343.1399999999999,"endTime":1346.54,"body":"In addition to sponsored search, we also"},{"startTime":1346.54,"endTime":1350.1,"body":"offer paid product placement and we are"},{"startTime":1346.54,"endTime":1350.1,"body":"exploring and that's paid product"},{"startTime":1350.1299999999999,"endTime":1352.98,"body":"placement within the Gopuff owned and"},{"startTime":1350.1299999999999,"endTime":1352.98,"body":"operated ecosystem."},{"startTime":1353.18,"endTime":1357.7,"body":"And we have a small but growing"},{"startTime":1353.18,"endTime":1357.7,"body":"programmatic offering as well that allows"},{"startTime":1357.8999999999999,"endTime":1363.86,"body":"us to take our our data and then reach our"},{"startTime":1357.8999999999999,"endTime":1363.86,"body":"consumers across the open web and to do"},{"startTime":1364.06,"endTime":1367.5,"body":"that using all sorts of"},{"startTime":1364.06,"endTime":1367.5,"body":"different creative canvases."},{"startTime":1367.5,"endTime":1371.3799999999999,"body":"And so the surface that you appear on"},{"startTime":1367.5,"endTime":1371.3799999999999,"body":"matters, but so does the creative canvas."},{"startTime":1371.58,"endTime":1374.02,"body":"And so the ability to target a television"},{"startTime":1374.22,"endTime":1379.62,"body":"advertisement using go puff real time"},{"startTime":1374.22,"endTime":1379.62,"body":"transaction data is an ability that we now"},{"startTime":1379.82,"endTime":1385.54,"body":"have an ability to target IAB standard"},{"startTime":1379.82,"endTime":1385.54,"body":"creative or native creative inside of"},{"startTime":1385.74,"endTime":1388.86,"body":"other environments is an"},{"startTime":1385.74,"endTime":1388.86,"body":"ability that we now have."},{"startTime":1389.06,"endTime":1393.62,"body":"And so over time we will we will have the"},{"startTime":1389.06,"endTime":1393.62,"body":"capability to control for reach and"},{"startTime":1393.82,"endTime":1398.34,"body":"frequency across these surfaces, have a"},{"startTime":1393.82,"endTime":1398.34,"body":"deep understanding of what the optimum"},{"startTime":1398.34,"endTime":1402.34,"body":"reach and frequency to trigger a sale and"},{"startTime":1398.34,"endTime":1402.34,"body":"therefore to trigger an appropriate level"},{"startTime":1402.54,"endTime":1405.58,"body":"of ROAS against a given"},{"startTime":1402.54,"endTime":1405.58,"body":"campaign will look like."},{"startTime":1405.78,"endTime":1407.82,"body":"And that's something that we're"},{"startTime":1408.02,"endTime":1412.54,"body":"on the one hand early in doing, but on the"},{"startTime":1408.02,"endTime":1412.54,"body":"other hand, very rapidly developing and"},{"startTime":1412.74,"endTime":1417.98,"body":"excited to in a matter of weeks launch in"},{"startTime":1412.74,"endTime":1417.98,"body":"a much broader way than we already have."},{"startTime":1418.18,"endTime":1419.3799999999999,"body":"The other thing"},{"startTime":1419.58,"endTime":1423.82,"body":"that I want to just sort of touch on vis a"},{"startTime":1419.58,"endTime":1423.82,"body":"vis where we sit within the retail media"},{"startTime":1424.02,"endTime":1428.1399999999999,"body":"journey, that is a little bit less product"},{"startTime":1424.02,"endTime":1428.1399999999999,"body":"specific is just around this notion of"},{"startTime":1428.1399999999999,"endTime":1431.74,"body":"kind of the evolution of the Internet and"},{"startTime":1428.1399999999999,"endTime":1431.74,"body":"around digital consumption more broadly."},{"startTime":1431.74,"endTime":1433.54,"body":"And if you think about the kind of initial"},{"startTime":1433.6499999999999,"endTime":1437.7,"body":"behaviors that you saw people engaging in"},{"startTime":1433.6499999999999,"endTime":1437.7,"body":"online, it really started with browsing."},{"startTime":1437.8999999999999,"endTime":1438.26,"body":"Right?"},{"startTime":1438.46,"endTime":1442.18,"body":"I mean, you remember these days where"},{"startTime":1438.46,"endTime":1442.18,"body":"you'd actually open up a Web browser and"},{"startTime":1442.3799999999999,"endTime":1447.06,"body":"browse the web, right? And then"},{"startTime":1442.3799999999999,"endTime":1447.06,"body":"browsing evolved into search."},{"startTime":1447.06,"endTime":1450.06,"body":"And, you know, we all know who the"},{"startTime":1447.06,"endTime":1450.06,"body":"really big player in searches."},{"startTime":1450.06,"endTime":1453.3799999999999,"body":"Right."},{"startTime":1450.06,"endTime":1453.3799999999999,"body":"And then search evolved into discovery."},{"startTime":1453.5,"endTime":1453.8999999999999,"body":"Right."},{"startTime":1454.1,"endTime":1457.8999999999999,"body":"Where things you are interested in were"},{"startTime":1454.1,"endTime":1457.8999999999999,"body":"actually proactively push towards you."},{"startTime":1457.8999999999999,"endTime":1459.02,"body":"And I think one of the things that is so"},{"startTime":1459.22,"endTime":1463.06,"body":"fascinating about Gopuff off in the way"},{"startTime":1459.22,"endTime":1463.06,"body":"that we've gone to market is that we"},{"startTime":1463.26,"endTime":1468.02,"body":"combine all three of those"},{"startTime":1463.26,"endTime":1468.02,"body":"behaviors in our experience."},{"startTime":1468.02,"endTime":1468.34,"body":"Right."},{"startTime":1468.54,"endTime":1473.26,"body":"We are a place where users are where our"},{"startTime":1468.54,"endTime":1473.26,"body":"customers actually are browsing selection"},{"startTime":1473.28,"endTime":1475.98,"body":"because we do have so much"},{"startTime":1473.28,"endTime":1475.98,"body":"local and bespoke selection."},{"startTime":1476.18,"endTime":1478.5,"body":"One just quick sidebar point on this is"},{"startTime":1478.7,"endTime":1482.26,"body":"that, well, in the average MFC, we carry"},{"startTime":1478.7,"endTime":1482.26,"body":"around thirty five hundred"},{"startTime":1482.42,"endTime":1486.1399999999999,"body":"SKUs, nationally we have north of twenty"},{"startTime":1482.42,"endTime":1486.1399999999999,"body":"thousand, which really speaks to the kind"},{"startTime":1486.34,"endTime":1490.98,"body":"of number of regional and local"},{"startTime":1486.34,"endTime":1490.98,"body":"brands that we engage with."},{"startTime":1491.26,"endTime":1495.1,"body":"So certainly browsing is a very"},{"startTime":1491.26,"endTime":1495.1,"body":"common behavior on our platform."},{"startTime":1495.3,"endTime":1497.74,"body":"Search is also an incredibly common"},{"startTime":1497.94,"endTime":1501.02,"body":"behavior on our platform."},{"startTime":1497.94,"endTime":1501.02,"body":"But then so is discovery."},{"startTime":1501.18,"endTime":1501.5,"body":"Right?"},{"startTime":1501.7,"endTime":1506.58,"body":"So is that discovery of a local brand that"},{"startTime":1501.7,"endTime":1506.58,"body":"maybe you'd heard of once but had never"},{"startTime":1506.58,"endTime":1508.78,"body":"tried or that you'd never"},{"startTime":1506.58,"endTime":1508.78,"body":"heard of but never tried?"},{"startTime":1508.98,"endTime":1511.3,"body":"And we really view our platform is not"},{"startTime":1511.5,"endTime":1515.5,"body":"just a growth vector for brands through"},{"startTime":1511.5,"endTime":1515.5,"body":"paid advertising, which of course it is,"},{"startTime":1515.7,"endTime":1519.82,"body":"but also a growth factor for brands"},{"startTime":1515.7,"endTime":1519.82,"body":"from a discoverability standpoint."},{"startTime":1519.82,"endTime":1521.26,"body":"And so that's one of the things that I"},{"startTime":1521.3,"endTime":1525.1,"body":"think is fairly differentiated around"},{"startTime":1521.3,"endTime":1525.1,"body":"where we sit not just within the retail"},{"startTime":1525.3,"endTime":1529.3,"body":"media space, but the"},{"startTime":1525.3,"endTime":1529.3,"body":"e-commerce space more broadly."},{"startTime":1530.02,"endTime":1532.62,"body":"Andy, thank you for that level of detail,"},{"startTime":1532.82,"endTime":1537.18,"body":"that's the kind of stuff we try to"},{"startTime":1532.82,"endTime":1537.18,"body":"deliver to our audience on this podcast."},{"startTime":1537.3799999999999,"endTime":1538.58,"body":"It's very educational."},{"startTime":1538.78,"endTime":1541.1399999999999,"body":"And you basically told us it"},{"startTime":1541.18,"endTime":1544.58,"body":"metaphorically how the sausage is"},{"startTime":1541.18,"endTime":1544.58,"body":"made and that's what we want to do."},{"startTime":1544.78,"endTime":1547.62,"body":"So thank you very much for that."},{"startTime":1547.82,"endTime":1550.5,"body":"So knowing all of this."},{"startTime":1550.7,"endTime":1552.74,"body":"At a higher level, how do you counsel"},{"startTime":1552.94,"endTime":1557.8999999999999,"body":"brands on investing with Gopuff"},{"startTime":1552.94,"endTime":1557.8999999999999,"body":"to grow their businesses?"},{"startTime":1558.1,"endTime":1562.3799999999999,"body":"Yeah, so, look, I think"},{"startTime":1558.1,"endTime":1562.3799999999999,"body":"a lot of this comes down to first"},{"startTime":1562.58,"endTime":1568.54,"body":"principles and advertising relies on on a"},{"startTime":1562.58,"endTime":1568.54,"body":"few first principles, and I'll try to kind"},{"startTime":1568.74,"endTime":1574.02,"body":"of capture them in a number of words,"},{"startTime":1568.74,"endTime":1574.02,"body":"which is reach, frequency and creative."},{"startTime":1574.22,"endTime":1579.1,"body":"And what we know is that that human"},{"startTime":1574.22,"endTime":1579.1,"body":"behavior can be heavily influenced through"},{"startTime":1579.3,"endTime":1581.98,"body":"the appropriate mix of reach,"},{"startTime":1579.3,"endTime":1581.98,"body":"frequency and creative."},{"startTime":1582.18,"endTime":1585.5,"body":"And if you talk to any"},{"startTime":1582.18,"endTime":1585.5,"body":"one of the big brands,"},{"startTime":1585.7,"endTime":1587.7,"body":"whether it's a PepsiCo or Mondelz, a"},{"startTime":1587.8999999999999,"endTime":1593.18,"body":"Nestl, a Coke, any of them, what they"},{"startTime":1587.8999999999999,"endTime":1593.18,"body":"will tell you is that this is ultimately a"},{"startTime":1593.3799999999999,"endTime":1597.5,"body":"reach game because all of them rely on not"},{"startTime":1593.3799999999999,"endTime":1597.5,"body":"just reaching their existing consumers,"},{"startTime":1597.7,"endTime":1600.42,"body":"but also reaching that"},{"startTime":1597.7,"endTime":1600.42,"body":"next cohort of consumers."},{"startTime":1600.48,"endTime":1602.18,"body":"And if you talk to smaller brands,"},{"startTime":1602.3799999999999,"endTime":1606.8999999999999,"body":"Challenger brands or even local brands"},{"startTime":1602.3799999999999,"endTime":1606.8999999999999,"body":"reaches that much more important to them."},{"startTime":1607.1,"endTime":1611.5,"body":"The numbers might be smaller, but the"},{"startTime":1607.1,"endTime":1611.5,"body":"nature of what they need to do, the job to"},{"startTime":1611.7,"endTime":1616.26,"body":"be done fundamentally is reaching people"},{"startTime":1611.7,"endTime":1616.26,"body":"who could be interested in their product."},{"startTime":1616.46,"endTime":1622.58,"body":"And so when I counsel brands, what I talk"},{"startTime":1616.46,"endTime":1622.58,"body":"about is the uniqueness of the Gopuff"},{"startTime":1622.78,"endTime":1628.22,"body":"audience and just how hard it is to"},{"startTime":1622.78,"endTime":1628.22,"body":"reach them in any other environment."},{"startTime":1628.42,"endTime":1630.18,"body":"And what we have found is that we're"},{"startTime":1630.3799999999999,"endTime":1636.58,"body":"growing so rapidly with a cohort of"},{"startTime":1630.3799999999999,"endTime":1636.58,"body":"consumers that does not have deep loyalty"},{"startTime":1636.78,"endTime":1642.82,"body":"to linear television, that does not have"},{"startTime":1636.78,"endTime":1642.82,"body":"deep loyalty to particular media channels"},{"startTime":1643.02,"endTime":1647.22,"body":"outside of really the biggest of the big,"},{"startTime":1643.02,"endTime":1647.22,"body":"but in those really large media channels."},{"startTime":1647.22,"endTime":1648.74,"body":"And of course, I'm talking about kind of"},{"startTime":1648.94,"endTime":1653.74,"body":"the Facebook, the Instagram, the snaps of"},{"startTime":1648.94,"endTime":1653.74,"body":"the world, you can't drive a purchase."},{"startTime":1653.94,"endTime":1656.74,"body":"Right."},{"startTime":1653.94,"endTime":1656.74,"body":"And so if you want to reach people in an"},{"startTime":1656.74,"endTime":1660.62,"body":"environment where you can not only deliver"},{"startTime":1656.74,"endTime":1660.62,"body":"a really compelling brand message, but"},{"startTime":1660.82,"endTime":1665.26,"body":"capture them at a moment when you can"},{"startTime":1660.82,"endTime":1665.26,"body":"influence the purchase they're going to"},{"startTime":1665.46,"endTime":1669.7,"body":"make, we're capturing a remarkably"},{"startTime":1665.46,"endTime":1669.7,"body":"valuable audience at a remarkably valuable"},{"startTime":1669.8999999999999,"endTime":1675.22,"body":"moment in time. And then within that, you"},{"startTime":1669.8999999999999,"endTime":1675.22,"body":"wrap that in this incredible growth story."},{"startTime":1675.42,"endTime":1681.18,"body":"And so if you look at Gopuff"},{"startTime":1675.42,"endTime":1681.18,"body":"three years ago, it was tiny."},{"startTime":1681.3799999999999,"endTime":1684.82,"body":"If you look at it, a"},{"startTime":1681.3799999999999,"endTime":1684.82,"body":"year ago, it was bigger."},{"startTime":1685.02,"endTime":1688.86,"body":"And if you look at it today,"},{"startTime":1685.02,"endTime":1688.86,"body":"it's now really big, right?"},{"startTime":1689.06,"endTime":1691.3,"body":"You start folding BevMo into that story."},{"startTime":1691.33,"endTime":1693.3799999999999,"body":"You start folding the opening of north of"},{"startTime":1693.58,"endTime":1696.86,"body":"of one micro fulfillment"},{"startTime":1693.58,"endTime":1696.86,"body":"center every single day."},{"startTime":1696.8999999999999,"endTime":1700.8999999999999,"body":"And you start projecting this out three,"},{"startTime":1696.8999999999999,"endTime":1700.8999999999999,"body":"six, nine months into the future and you"},{"startTime":1701.1,"endTime":1704.1,"body":"have a behemoth on your hands"},{"startTime":1701.1,"endTime":1704.1,"body":"inside of another nine months."},{"startTime":1704.3,"endTime":1706.42,"body":"And so what brands are really doing when"},{"startTime":1706.62,"endTime":1710.18,"body":"they invest in us today is that they"},{"startTime":1706.62,"endTime":1710.18,"body":"are investing in future growth."},{"startTime":1710.3799999999999,"endTime":1715.7,"body":"And so flexing those muscles now, training"},{"startTime":1710.3799999999999,"endTime":1715.7,"body":"those muscles now and being there early"},{"startTime":1715.8999999999999,"endTime":1720.94,"body":"means that they won't have to play catch"},{"startTime":1715.8999999999999,"endTime":1720.94,"body":"up when the dream is fully realized. And"},{"startTime":1720.94,"endTime":1724.46,"body":"that's a compelling place not just for"},{"startTime":1720.94,"endTime":1724.46,"body":"the big guys, but for the small guys too."},{"startTime":1724.6599999999999,"endTime":1726.6599999999999,"body":"Three years ago, it was tiny."},{"startTime":1726.86,"endTime":1730.3,"body":"Years ago it was bigger"},{"startTime":1726.86,"endTime":1730.3,"body":"and now it's really big."},{"startTime":1730.5,"endTime":1733.8999999999999,"body":"Brandee So when I'd"},{"startTime":1730.5,"endTime":1733.8999999999999,"body":"like to go next, Alina."},{"startTime":1734.08,"endTime":1735.98,"body":"And the last question for this episode"},{"startTime":1736.18,"endTime":1742.42,"body":"is when you really big now, what's next"},{"startTime":1736.18,"endTime":1742.42,"body":"for you or what are those strategic"},{"startTime":1742.62,"endTime":1747.54,"body":"imperatives that you are pursuing to grow"},{"startTime":1742.62,"endTime":1747.54,"body":"Gopuff as well as to continue to deliver"},{"startTime":1747.74,"endTime":1752.62,"body":"this amazing convenience model"},{"startTime":1747.74,"endTime":1752.62,"body":"for customers in your platform?"},{"startTime":1752.82,"endTime":1756.34,"body":"Yeah, absolutely, I mean,"},{"startTime":1752.82,"endTime":1756.34,"body":"as Andy said, as we get bigger, that gives"},{"startTime":1756.54,"endTime":1761.22,"body":"us some freedoms to really start to"},{"startTime":1756.54,"endTime":1761.22,"body":"stretch those walls. And as we continue to"},{"startTime":1761.3799999999999,"endTime":1764.98,"body":"to evolve what we deliver to our customers"},{"startTime":1761.3799999999999,"endTime":1764.98,"body":"from that product standpoint, we're also"},{"startTime":1765.18,"endTime":1769.18,"body":"really starting to explore what other"},{"startTime":1765.18,"endTime":1769.18,"body":"what other lands are out there, how we can"},{"startTime":1769.3799999999999,"endTime":1773.5,"body":"start to to give customers different kinds"},{"startTime":1769.3799999999999,"endTime":1773.5,"body":"of things again that they would need"},{"startTime":1773.7,"endTime":1779.42,"body":"in that on-demand platform and disrupt"},{"startTime":1773.7,"endTime":1779.42,"body":"perhaps a less convenient process."},{"startTime":1779.62,"endTime":1781.26,"body":"And then we are, as"},{"startTime":1781.46,"endTime":1785.1399999999999,"body":"there's been different rumors, different"},{"startTime":1781.46,"endTime":1785.1399999999999,"body":"articles sent about what's next in terms"},{"startTime":1785.1399999999999,"endTime":1787.46,"body":"of our expansion and nothing"},{"startTime":1785.1399999999999,"endTime":1787.46,"body":"is really off the table."},{"startTime":1787.6599999999999,"endTime":1790.18,"body":"While, today we are we"},{"startTime":1787.6599999999999,"endTime":1790.18,"body":"are in the United States."},{"startTime":1790.3799999999999,"endTime":1792.74,"body":"Our eyes are looking around everywhere."},{"startTime":1792.74,"endTime":1795.58,"body":"We're trying to understand what other"},{"startTime":1792.74,"endTime":1795.58,"body":"competitive markets to go into."},{"startTime":1795.78,"endTime":1799.3,"body":"We're trying to understand"},{"startTime":1795.78,"endTime":1799.3,"body":"where else the opportunities lie, what"},{"startTime":1799.33,"endTime":1803.3799999999999,"body":"other pockets of customers outside of just"},{"startTime":1799.33,"endTime":1803.3799999999999,"body":"the United States we could be servicing"},{"startTime":1803.58,"endTime":1806.6599999999999,"body":"and how that happens,"},{"startTime":1803.58,"endTime":1806.6599999999999,"body":"what that looks like."},{"startTime":1806.86,"endTime":1809.3799999999999,"body":"And so really, as we think about our"},{"startTime":1809.58,"endTime":1813.86,"body":"imperatives, it's all about"},{"startTime":1809.58,"endTime":1813.86,"body":"continuing to evolve that core, but also"},{"startTime":1814.06,"endTime":1818.3,"body":"introducing new business units that are"},{"startTime":1814.06,"endTime":1818.3,"body":"letting us push the limits of how we do"},{"startTime":1818.5,"endTime":1822.6599999999999,"body":"things today and not just, again, not"},{"startTime":1818.5,"endTime":1822.6599999999999,"body":"just in the States, but across the world."},{"startTime":1822.6599999999999,"endTime":1825.1,"body":"And what does that look like"},{"startTime":1822.6599999999999,"endTime":1825.1,"body":"from a product standpoint?"},{"startTime":1825.1,"endTime":1827.82,"body":"From a services standpoint and"},{"startTime":1825.1,"endTime":1827.82,"body":"from a partnership standpoint?"},{"startTime":1827.82,"endTime":1830.46,"body":"How can we use our logistics"},{"startTime":1827.82,"endTime":1830.46,"body":"networks in different ways?"},{"startTime":1830.6599999999999,"endTime":1833.5,"body":"How can we partner with"},{"startTime":1830.6599999999999,"endTime":1833.5,"body":"celebrities in different ways?"},{"startTime":1833.5,"endTime":1836.06,"body":"We have a phenomenal partnership"},{"startTime":1833.5,"endTime":1836.06,"body":"with Chris Paul right now."},{"startTime":1836.26,"endTime":1839.94,"body":"But what we're really thinking about"},{"startTime":1836.26,"endTime":1839.94,"body":"everything from products all the way to"},{"startTime":1840.1399999999999,"endTime":1844.26,"body":"different charitable organizations"},{"startTime":1840.1399999999999,"endTime":1844.26,"body":"and everything in between."},{"startTime":1844.46,"endTime":1846.02,"body":"And so nothing is off the table."},{"startTime":1846.06,"endTime":1849.1,"body":"One of the best parts about Gopoff and"},{"startTime":1846.06,"endTime":1849.1,"body":"this really comes top down from our"},{"startTime":1849.3,"endTime":1854.02,"body":"founders is a willingness to try anything,"},{"startTime":1849.3,"endTime":1854.02,"body":"to not necessarily accept status quo, to"},{"startTime":1854.22,"endTime":1857.7,"body":"not be safe and to disrupt"},{"startTime":1854.22,"endTime":1857.7,"body":"anything that could be disrupted."},{"startTime":1857.8999999999999,"endTime":1860.74,"body":"And so that attitude remains"},{"startTime":1857.8999999999999,"endTime":1860.74,"body":"today, no matter how big we get."},{"startTime":1860.94,"endTime":1865.34,"body":"And as we think about those imperatives,"},{"startTime":1860.94,"endTime":1865.34,"body":"it's all about what do customers want"},{"startTime":1865.54,"endTime":1868.54,"body":"and then how does Gopuff go deliver"},{"startTime":1865.54,"endTime":1868.54,"body":"it, not what do we think we can do."},{"startTime":1868.74,"endTime":1871.34,"body":"But let's just make anything happen."},{"startTime":1871.54,"endTime":1874.8999999999999,"body":"Congratulations on all the growth."},{"startTime":1871.54,"endTime":1874.8999999999999,"body":"Thank you."},{"startTime":1875.1,"endTime":1877.54,"body":"To remind our audience that all of our"},{"startTime":1877.74,"endTime":1884.22,"body":"content today, as I mentioned to you"},{"startTime":1877.74,"endTime":1884.22,"body":"earlier, just go to CPG guys dot com, it's"},{"startTime":1884.42,"endTime":1888.78,"body":"all there for free. You can"},{"startTime":1884.42,"endTime":1888.78,"body":"get audio, podcasts, video."},{"startTime":1888.98,"endTime":1892.26,"body":"You can get a list of our favorite"},{"startTime":1888.98,"endTime":1892.26,"body":"podcasts that we listen to."},{"startTime":1892.28,"endTime":1894.3799999999999,"body":"And we're not listening to ourselves talk."},{"startTime":1894.58,"endTime":1897.3,"body":"You can find all that by"},{"startTime":1894.58,"endTime":1897.3,"body":"going to CBG guys dot com."},{"startTime":1897.5,"endTime":1901.02,"body":"And we're also an audience driven platform"},{"startTime":1901.22,"endTime":1907.58,"body":"in so far as we want your feedback to help"},{"startTime":1901.22,"endTime":1907.58,"body":"determine what guests like the great ones"},{"startTime":1907.78,"endTime":1910.62,"body":"we had today from Gopugg to"},{"startTime":1907.78,"endTime":1910.62,"body":"invite on to the podcast."},{"startTime":1910.62,"endTime":1914.02,"body":"And one of the topics we pursue, the best"},{"startTime":1910.62,"endTime":1914.02,"body":"way to do that is just go to"},{"startTime":1914.22,"endTime":1920.78,"body":"rate this podcast, dot com slash"},{"startTime":1914.22,"endTime":1920.78,"body":"CPG guys, leave a review there."},{"startTime":1920.98,"endTime":1923.42,"body":"You can also leave a rating."},{"startTime":1920.98,"endTime":1923.42,"body":"What's my favorite number?"},{"startTime":1923.62,"endTime":1924.7,"body":"Think it's fun."},{"startTime":1924.8999999999999,"endTime":1926.6599999999999,"body":"It's five, but it's up to you."},{"startTime":1924.8999999999999,"endTime":1926.6599999999999,"body":"Right."},{"startTime":1926.86,"endTime":1928.26,"body":"Leave whatever you want, but seriously,"},{"startTime":1928.46,"endTime":1931.46,"body":"leave a review because that's"},{"startTime":1928.46,"endTime":1931.46,"body":"how we learn from you."},{"startTime":1931.5,"endTime":1932.86,"body":"So."},{"startTime":1933.22,"endTime":1935.3,"body":"We're going to put in the digital liner"},{"startTime":1935.5,"endTime":1939.98,"body":"notes of this podcast,"},{"startTime":1935.5,"endTime":1939.98,"body":"links to obviously go."},{"startTime":1940.22,"endTime":1944.8999999999999,"body":"And to your placement on the App"},{"startTime":1940.22,"endTime":1944.8999999999999,"body":"Store and Google Play store."},{"startTime":1945.1,"endTime":1949.62,"body":"But I want to thank both"},{"startTime":1945.1,"endTime":1949.62,"body":"Alina and Andy for joining us today."},{"startTime":1949.6599999999999,"endTime":1952.74,"body":"Thank you so much."},{"startTime":1949.6599999999999,"endTime":1952.74,"body":"This was this knocked my socks off."},{"startTime":1952.94,"endTime":1954.7,"body":"This was a really great episode."},{"startTime":1954.8999999999999,"endTime":1957.06,"body":"You answered all our questions directly."},{"startTime":1957.26,"endTime":1961.46,"body":"We got some great understanding"},{"startTime":1957.26,"endTime":1961.46,"body":"education for our audience."},{"startTime":1961.6599999999999,"endTime":1963.74,"body":"The last question I'll just ask you"},{"startTime":1963.94,"endTime":1969.86,"body":"before I before I ask you to say goodbye"},{"startTime":1963.94,"endTime":1969.86,"body":"to us: I'd sure love to know and where we"},{"startTime":1970.06,"endTime":1973.94,"body":"can direct brands to if they're not"},{"startTime":1970.06,"endTime":1973.94,"body":"already engaged with you on this."},{"startTime":1973.94,"endTime":1976.62,"body":"Because, Andy, you shared with us a"},{"startTime":1973.94,"endTime":1976.62,"body":"lot of great ways they're doing it."},{"startTime":1976.82,"endTime":1980.54,"body":"How can brands get more engaged with you?"},{"startTime":1980.74,"endTime":1984.54,"body":"So we are we are in the process"},{"startTime":1980.74,"endTime":1984.54,"body":"of launching an advertiser hub."},{"startTime":1984.74,"endTime":1987.54,"body":"It will be live very soon."},{"startTime":1987.74,"endTime":1990.5,"body":"But if anybody is interested in engaging"},{"startTime":1990.52,"endTime":1993.62,"body":"directly with us, I'm going to"},{"startTime":1990.52,"endTime":1993.62,"body":"just offer up my personal email."},{"startTime":1993.62,"endTime":1995.06,"body":"And it's just"},{"startTime":1996.26,"endTime":1998.78,"body":"andy.berman@gopuff.com."},{"startTime":1996.26,"endTime":1998.78,"body":"Feel free to reach out."},{"startTime":1998.98,"endTime":2001.34,"body":"We are very much open for business and all"},{"startTime":2001.36,"endTime":2004.46,"body":"of the advertisers with us web"},{"startTime":2001.36,"endTime":2004.46,"body":"linking will be live quite soon."},{"startTime":2004.6599999999999,"endTime":2005.8999999999999,"body":"All right."},{"startTime":2004.6599999999999,"endTime":2005.8999999999999,"body":"We'll put a link to that."},{"startTime":2005.96,"endTime":2007.34,"body":"But thank you."},{"startTime":2005.96,"endTime":2007.34,"body":"Thank you, Elaine."},{"startTime":2007.54,"endTime":2009.78,"body":"And thank you, Andy, for joining us today."},{"startTime":2009.98,"endTime":2011.86,"body":"Thanks for having us."},{"startTime":2012.06,"endTime":2014.62,"body":"Sri, just a run of the"},{"startTime":2012.06,"endTime":2014.62,"body":"mill episode, right?"},{"startTime":2014.75,"endTime":2016.8999999999999,"body":"Nothing really exciting"},{"startTime":2014.75,"endTime":2016.8999999999999,"body":"going on here today."},{"startTime":2017.1,"endTime":2017.94,"body":"Ha ha ha."},{"startTime":2018.1399999999999,"endTime":2021.3799999999999,"body":"One more time,"},{"startTime":2018.1399999999999,"endTime":2021.3799999999999,"body":"we've got the fanboy stuff going on."},{"startTime":2021.48,"endTime":2022.78,"body":"Our fan going all over it."},{"startTime":2022.98,"endTime":2025.34,"body":"Thank you so much."},{"startTime":2022.98,"endTime":2025.34,"body":"There's a great episode."},{"startTime":2025.54,"endTime":2027.58,"body":"You bet."},{"startTime":2025.54,"endTime":2027.58,"body":"Your bottom dollar."},{"startTime":2027.78,"endTime":2032.34,"body":"All right, and to our audience, we are"},{"startTime":2027.78,"endTime":2032.34,"body":"really appreciative that you join us for"},{"startTime":2032.54,"endTime":2037.6599999999999,"body":"all of these episodes where we're well"},{"startTime":2032.54,"endTime":2037.6599999999999,"body":"into we're closing in on 100 episodes."},{"startTime":2037.7,"endTime":2040.8999999999999,"body":"Hard to believe we just launched this"},{"startTime":2037.7,"endTime":2040.8999999999999,"body":"last year and we're almost there."},{"startTime":2041.1,"endTime":2042.98,"body":"But this is a great journey for us."},{"startTime":2043.02,"endTime":2044.6599999999999,"body":"We're thankful that you're on it with us."},{"startTime":2044.86,"endTime":2050.46,"body":"And we look forward to you joining us on"},{"startTime":2044.86,"endTime":2050.46,"body":"the next episode of the CPG Guys podcast."},{"startTime":2050.66,"endTime":2051.42,"body":"Thanks."},{"startTime":2050.66,"endTime":2051.42,"body":"Goodbye."}]}