{"version":"1.0.0","segments":[{"speaker":"Speaker A","startTime":0.56,"endTime":4.526,"body":"On this episode of the Unsolved"},{"speaker":"Speaker A","startTime":0.56,"endTime":4.526,"body":"podcast, I speak to Casey Drake, the VP of"},{"speaker":"Speaker A","startTime":4.55,"endTime":5.67,"body":"sales at Endear."},{"speaker":"Speaker A","startTime":5.822,"endTime":7.558,"body":"Casey and I have known each other for a long"},{"speaker":"Speaker A","startTime":7.606,"endTime":11.99,"body":"time, so we sat down to talk about all things"},{"speaker":"Speaker A","startTime":7.606,"endTime":11.99,"body":"retail and clientelent."},{"speaker":"Speaker A","startTime":12.142,"endTime":13.074,"body":"Let's roll."},{"speaker":"Speaker A","startTime":26.624,"endTime":27.216,"body":"Hey, Casey."},{"speaker":"Speaker A","startTime":27.24,"endTime":28.124,"body":"How are you, man?"},{"speaker":"Speaker B","startTime":28.504,"endTime":30.272,"body":"Hey, how's it going, Marcus?"},{"speaker":"Speaker A","startTime":30.448,"endTime":31.524,"body":"Good, good."},{"speaker":"Speaker A","startTime":32.184,"endTime":34.92,"body":"Yeah. Usually we reserve our chats for"},{"speaker":"Speaker A","startTime":35.032,"endTime":39.232,"body":"Brooklyn at the lead summit or NRF or shop"},{"speaker":"Speaker A","startTime":35.032,"endTime":39.232,"body":"talk or wherever we are, but we're doing this"},{"speaker":"Speaker A","startTime":39.248,"endTime":40.848,"body":"today on a podcast on the endless aisle."},{"speaker":"Speaker A","startTime":40.896,"endTime":43.004,"body":"So thank you for coming on."},{"speaker":"Speaker A","startTime":43.704,"endTime":45.484,"body":"How's things been?"},{"speaker":"Speaker A","startTime":43.704,"endTime":45.484,"body":"What have you been up to?"},{"speaker":"Speaker B","startTime":46.144,"endTime":47.684,"body":"Yeah, things have been good."},{"speaker":"Speaker B","startTime":48.024,"endTime":49.024,"body":"The running joke."},{"speaker":"Speaker B","startTime":49.064,"endTime":52.84,"body":"I have this joke with both, like, you and,"},{"speaker":"Speaker B","startTime":49.064,"endTime":52.84,"body":"like, there's a couple other people on your"},{"speaker":"Speaker B","startTime":52.872,"endTime":58.556,"body":"team that it's like, I haven't really been to"},{"speaker":"Speaker B","startTime":52.872,"endTime":58.556,"body":"a conference until I've seen Marcus, until"},{"speaker":"Speaker B","startTime":58.62,"endTime":60.772,"body":"I've seen Rachel, you know, the."},{"speaker":"Speaker B","startTime":60.868,"endTime":62.86,"body":"The host of me or the whole squad on that"},{"speaker":"Speaker B","startTime":62.892,"endTime":63.156,"body":"side."},{"speaker":"Speaker B","startTime":63.22,"endTime":65.532,"body":"So it is always great to catch up with you"},{"speaker":"Speaker B","startTime":65.548,"endTime":65.82,"body":"guys."},{"speaker":"Speaker A","startTime":65.892,"endTime":66.46,"body":"Yeah, we joke."},{"speaker":"Speaker A","startTime":66.492,"endTime":68.668,"body":"We joked about that with Noah, um, on the"},{"speaker":"Speaker A","startTime":68.676,"endTime":71.9,"body":"lead, too, and in terms of seeing each other"},{"speaker":"Speaker A","startTime":68.676,"endTime":71.9,"body":"there, and that's how we."},{"speaker":"Speaker A","startTime":71.932,"endTime":72.46,"body":"That's how we met."},{"speaker":"Speaker A","startTime":72.492,"endTime":74.188,"body":"I know our teams have been talking and doing a"},{"speaker":"Speaker A","startTime":74.196,"endTime":78.332,"body":"lot of work with, uh, with customers and"},{"speaker":"Speaker A","startTime":74.196,"endTime":78.332,"body":"prospects and things like that, but, um, yeah,"},{"speaker":"Speaker A","startTime":78.348,"endTime":81.1,"body":"it's always good to see friends in the"},{"speaker":"Speaker A","startTime":78.348,"endTime":81.1,"body":"industry at different shows and then"},{"speaker":"Speaker A","startTime":81.132,"endTime":83.73,"body":"connecting, you know, offline, although"},{"speaker":"Speaker A","startTime":81.132,"endTime":83.73,"body":"online."},{"speaker":"Speaker A","startTime":83.802,"endTime":84.314,"body":"I mean, we're."},{"speaker":"Speaker A","startTime":84.354,"endTime":85.626,"body":"We're on a Zoom meeting right now and"},{"speaker":"Speaker A","startTime":85.65,"endTime":87.018,"body":"recording this, but, um."},{"speaker":"Speaker A","startTime":87.146,"endTime":88.354,"body":"Yeah, it's good to have you, man."},{"speaker":"Speaker A","startTime":88.394,"endTime":90.482,"body":"So, you know, the topic."},{"speaker":"Speaker A","startTime":90.578,"endTime":92.17,"body":"Topic of the day is client telling."},{"speaker":"Speaker A","startTime":92.242,"endTime":94.162,"body":"Um, it's a hot topic in the industry."},{"speaker":"Speaker A","startTime":94.298,"endTime":97.354,"body":"It's one that, uh, our prospects customers are"},{"speaker":"Speaker A","startTime":97.394,"endTime":97.986,"body":"talking about."},{"speaker":"Speaker A","startTime":98.05,"endTime":99.666,"body":"That's top of mind, and I know that that's"},{"speaker":"Speaker A","startTime":99.69,"endTime":100.954,"body":"your world and what you live in."},{"speaker":"Speaker A","startTime":100.994,"endTime":104.194,"body":"So, um, yeah, first, can you introduce"},{"speaker":"Speaker A","startTime":104.234,"endTime":107.738,"body":"yourself?"},{"speaker":"Speaker A","startTime":104.234,"endTime":107.738,"body":"Um, your title company, um, give a little"},{"speaker":"Speaker A","startTime":107.786,"endTime":109.854,"body":"background, and then we'll dig right in."},{"speaker":"Speaker B","startTime":110.604,"endTime":111.388,"body":"Yeah, for sure."},{"speaker":"Speaker B","startTime":111.436,"endTime":113.9,"body":"So I work for Indir."},{"speaker":"Speaker B","startTime":114.052,"endTime":114.984,"body":"We are."},{"speaker":"Speaker B","startTime":115.484,"endTime":119.028,"body":"I say client telling because it is what a lot"},{"speaker":"Speaker B","startTime":119.036,"endTime":121.924,"body":"of people in this space would think of when"},{"speaker":"Speaker B","startTime":119.036,"endTime":121.924,"body":"they think of what we do."},{"speaker":"Speaker B","startTime":121.964,"endTime":123.972,"body":"But I think it kind of sells short a little"},{"speaker":"Speaker B","startTime":121.964,"endTime":123.972,"body":"bit."},{"speaker":"Speaker B","startTime":123.988,"endTime":129.796,"body":"What we do, we're really, like, a true retail"},{"speaker":"Speaker B","startTime":123.988,"endTime":129.796,"body":"CRM is what we and client telling being one of"},{"speaker":"Speaker B","startTime":129.82,"endTime":134.904,"body":"the features of that retail CRM, amongst the"},{"speaker":"Speaker B","startTime":129.82,"endTime":134.904,"body":"other things you can do in there."},{"speaker":"Speaker B","startTime":136.164,"endTime":138.124,"body":"And I'm the vp of sales for endear."},{"speaker":"Speaker B","startTime":138.164,"endTime":141.38,"body":"I would say myself, personally, I, like, ever"},{"speaker":"Speaker B","startTime":141.412,"endTime":147.092,"body":"since I got out of college, I knew I wanted to"},{"speaker":"Speaker B","startTime":141.412,"endTime":147.092,"body":"sort of, like, not be stuck in these, you"},{"speaker":"Speaker B","startTime":147.108,"endTime":148.356,"body":"know, stuffy offices."},{"speaker":"Speaker B","startTime":148.42,"endTime":151.316,"body":"I've always been big on the, like, I never, my"},{"speaker":"Speaker B","startTime":151.42,"endTime":156.708,"body":"phrase was always, I never want to work at a"},{"speaker":"Speaker B","startTime":151.42,"endTime":156.708,"body":"job where my boss, like, my boss's boss"},{"speaker":"Speaker B","startTime":156.756,"endTime":157.716,"body":"doesn't know me."},{"speaker":"Speaker B","startTime":157.86,"endTime":159.492,"body":"Like, I always want to be at a job where,"},{"speaker":"Speaker B","startTime":159.508,"endTime":161.804,"body":"like, my boss's boss's boss knows who I am."},{"speaker":"Speaker B","startTime":161.844,"endTime":163.004,"body":"At least they know my name."},{"speaker":"Speaker B","startTime":163.044,"endTime":165.832,"body":"And, like, if they saw me, they, they, they"},{"speaker":"Speaker B","startTime":163.044,"endTime":165.832,"body":"don't need to be worried about my work,"},{"speaker":"Speaker B","startTime":165.888,"endTime":166.304,"body":"necessarily."},{"speaker":"Speaker B","startTime":166.344,"endTime":168.936,"body":"But, like, know me is all I want to be in that"},{"speaker":"Speaker B","startTime":168.96,"endTime":170.104,"body":"kind of environment always."},{"speaker":"Speaker B","startTime":170.184,"endTime":173.384,"body":"And so I, you know, started at a couple of"},{"speaker":"Speaker B","startTime":173.424,"endTime":177.896,"body":"their software jobs, but once I landed at"},{"speaker":"Speaker B","startTime":173.424,"endTime":177.896,"body":"Endear, it was like this match made in heaven."},{"speaker":"Speaker B","startTime":178.04,"endTime":182.896,"body":"And the reason I love it is because, and it"},{"speaker":"Speaker B","startTime":178.04,"endTime":182.896,"body":"kind of blends into what client telling is."},{"speaker":"Speaker B","startTime":182.92,"endTime":188.104,"body":"And kind of what I view client telling is, is"},{"speaker":"Speaker B","startTime":182.92,"endTime":188.104,"body":"in dear I, client telling is just sales."},{"speaker":"Speaker B","startTime":188.184,"endTime":191.624,"body":"In my mind, it is like sales, but it's this"},{"speaker":"Speaker B","startTime":188.184,"endTime":191.624,"body":"fancy word."},{"speaker":"Speaker B","startTime":191.664,"endTime":196.208,"body":"We've given sales in retail, but it's all the"},{"speaker":"Speaker B","startTime":191.664,"endTime":196.208,"body":"motions that we call sales in every other"},{"speaker":"Speaker B","startTime":196.256,"endTime":196.844,"body":"industry."},{"speaker":"Speaker B","startTime":197.144,"endTime":200.48,"body":"So what I get to do at endear is just, like,"},{"speaker":"Speaker B","startTime":200.592,"endTime":204.728,"body":"teach retail brands how to do what I have to"},{"speaker":"Speaker B","startTime":200.592,"endTime":204.728,"body":"do anyway."},{"speaker":"Speaker B","startTime":204.816,"endTime":205.936,"body":"So it's like, I get to both."},{"speaker":"Speaker B","startTime":206.04,"endTime":207.488,"body":"I get the two birds 1 st effect."},{"speaker":"Speaker B","startTime":207.536,"endTime":210.848,"body":"I get to learn about what I need to do to do"},{"speaker":"Speaker B","startTime":207.536,"endTime":210.848,"body":"my job."},{"speaker":"Speaker B","startTime":210.936,"endTime":215.856,"body":"And it also helps my clients because I tell"},{"speaker":"Speaker B","startTime":210.936,"endTime":215.856,"body":"them new email techniques and because what"},{"speaker":"Speaker B","startTime":215.88,"endTime":218.924,"body":"works in my world also tends to work in their"},{"speaker":"Speaker B","startTime":215.88,"endTime":218.924,"body":"world."},{"speaker":"Speaker A","startTime":219.224,"endTime":224.0,"body":"Robert, I do find that in the,"},{"speaker":"Speaker A","startTime":219.224,"endTime":224.0,"body":"like, retail space, and we've been in it for a"},{"speaker":"Speaker A","startTime":224.032,"endTime":231.962,"body":"while, is we throw a lot of, like, buzzwords"},{"speaker":"Speaker A","startTime":224.032,"endTime":231.962,"body":"and complicate very easy things, like, you"},{"speaker":"Speaker A","startTime":231.978,"endTime":233.45,"body":"know, client telling."},{"speaker":"Speaker A","startTime":233.642,"endTime":234.458,"body":"It's just sales."},{"speaker":"Speaker A","startTime":234.506,"endTime":234.954,"body":"Right."},{"speaker":"Speaker A","startTime":235.074,"endTime":238.014,"body":"Um, and it takes on a whole life of its own."},{"speaker":"Speaker A","startTime":238.474,"endTime":242.45,"body":"That's how you end up with content on"},{"speaker":"Speaker A","startTime":238.474,"endTime":242.45,"body":"different trade shows or conferences."},{"speaker":"Speaker A","startTime":242.602,"endTime":247.202,"body":"And, you know, it's like, okay, so how are"},{"speaker":"Speaker A","startTime":242.602,"endTime":247.202,"body":"people leveraging AI to do stuff?"},{"speaker":"Speaker A","startTime":247.258,"endTime":251.274,"body":"It's probably sales, you know, and automating"},{"speaker":"Speaker A","startTime":247.258,"endTime":251.274,"body":"certain things."},{"speaker":"Speaker A","startTime":251.394,"endTime":256.522,"body":"But, yeah, there is this, like, over"},{"speaker":"Speaker A","startTime":251.394,"endTime":256.522,"body":"complication of terminologies and jargon and"},{"speaker":"Speaker A","startTime":256.538,"endTime":260.009,"body":"things, things that when you really distill it"},{"speaker":"Speaker A","startTime":256.538,"endTime":260.009,"body":"down, it's just sales."},{"speaker":"Speaker B","startTime":260.041,"endTime":263.537,"body":"Simply, I have a good one for you"},{"speaker":"Speaker B","startTime":260.041,"endTime":263.537,"body":"that I've been beating the drum against"},{"speaker":"Speaker B","startTime":263.625,"endTime":268.121,"body":"recently, which is, I think there's my"},{"speaker":"Speaker B","startTime":263.625,"endTime":268.121,"body":"explanation for that."},{"speaker":"Speaker B","startTime":268.137,"endTime":273.673,"body":"I think retail is probably one of the most"},{"speaker":"Speaker B","startTime":268.137,"endTime":273.673,"body":"creative industries out there, so people love"},{"speaker":"Speaker B","startTime":273.713,"endTime":278.689,"body":"coming up with their terms and their buzzwords"},{"speaker":"Speaker B","startTime":273.713,"endTime":278.689,"body":"and what have you."},{"speaker":"Speaker B","startTime":278.721,"endTime":280.753,"body":"So I think that definitely has something to do"},{"speaker":"Speaker B","startTime":278.721,"endTime":280.753,"body":"with it."},{"speaker":"Speaker B","startTime":280.793,"endTime":285.096,"body":"But one of the ones that I've been hating on"},{"speaker":"Speaker B","startTime":280.793,"endTime":285.096,"body":"recently and this is a very hot take for"},{"speaker":"Speaker B","startTime":285.12,"endTime":288.164,"body":"somebody in the client telling space is"},{"speaker":"Speaker B","startTime":285.12,"endTime":288.164,"body":"personalization."},{"speaker":"Speaker B","startTime":288.704,"endTime":292.824,"body":"Because I think what personalization is, it"},{"speaker":"Speaker B","startTime":288.704,"endTime":292.824,"body":"does exactly what you're saying."},{"speaker":"Speaker B","startTime":292.864,"endTime":299.184,"body":"It takes this, like, very simple concept of"},{"speaker":"Speaker B","startTime":292.864,"endTime":299.184,"body":"building a relationship with someone, and it"},{"speaker":"Speaker B","startTime":299.224,"endTime":305.72,"body":"makes it this whole complex beast of, you need"},{"speaker":"Speaker B","startTime":299.224,"endTime":305.72,"body":"to know their birthday and their husband's"},{"speaker":"Speaker B","startTime":305.752,"endTime":310.726,"body":"birthday and their pets names and all these"},{"speaker":"Speaker B","startTime":305.752,"endTime":310.726,"body":"things about them to build a relationship with"},{"speaker":"Speaker B","startTime":310.75,"endTime":313.334,"body":"them when, like, that just ends up making you"},{"speaker":"Speaker B","startTime":310.75,"endTime":313.334,"body":"feel forced."},{"speaker":"Speaker B","startTime":313.414,"endTime":318.35,"body":"Like, in our world, I'm sure you get like,"},{"speaker":"Speaker B","startTime":313.414,"endTime":318.35,"body":"cold sales emails all the time."},{"speaker":"Speaker B","startTime":318.502,"endTime":322.806,"body":"And isn't it so weird when you see somebody be"},{"speaker":"Speaker B","startTime":318.502,"endTime":322.806,"body":"like, I don't know where you went to school,"},{"speaker":"Speaker B","startTime":322.87,"endTime":326.03,"body":"but they'll be like, hey, like, go, you know,"},{"speaker":"Speaker B","startTime":322.87,"endTime":326.03,"body":"for me, I went to Gettysburg."},{"speaker":"Speaker B","startTime":326.062,"endTime":327.254,"body":"So they'll be like, go, bullets."},{"speaker":"Speaker B","startTime":327.294,"endTime":328.766,"body":"Like, and I'm like, what?"},{"speaker":"Speaker B","startTime":328.83,"endTime":330.83,"body":"That's a weird detail that you threw in there."},{"speaker":"Speaker B","startTime":330.862,"endTime":332.918,"body":"That just tells me you looked on my LinkedIn"},{"speaker":"Speaker B","startTime":332.966,"endTime":333.39,"body":"profile."},{"speaker":"Speaker B","startTime":333.462,"endTime":334.59,"body":"Like, come on, man."},{"speaker":"Speaker A","startTime":334.742,"endTime":339.742,"body":"Oh, I get those all the time and"},{"speaker":"Speaker A","startTime":334.742,"endTime":339.742,"body":"usually forward them to my BDR team and say,"},{"speaker":"Speaker A","startTime":339.758,"endTime":341.478,"body":"hey, let's, let's not do this."},{"speaker":"Speaker B","startTime":341.566,"endTime":342.47,"body":"Let's not do this one."},{"speaker":"Speaker A","startTime":342.502,"endTime":342.734,"body":"Yep."},{"speaker":"Speaker B","startTime":342.774,"endTime":343.714,"body":"Bad examples."},{"speaker":"Speaker A","startTime":344.854,"endTime":348.714,"body":"It's funny you mentioned, like, the"},{"speaker":"Speaker A","startTime":344.854,"endTime":348.714,"body":"alma mater thing, because I had one."},{"speaker":"Speaker B","startTime":349.534,"endTime":351.102,"body":"They always go for that one."},{"speaker":"Speaker A","startTime":351.238,"endTime":352.27,"body":"They always do."},{"speaker":"Speaker A","startTime":352.342,"endTime":355.654,"body":"And it was like, you know, hey, you went to"},{"speaker":"Speaker A","startTime":355.774,"endTime":356.446,"body":"Aswego."},{"speaker":"Speaker A","startTime":356.51,"endTime":358.234,"body":"You must have made lifelong friends."},{"speaker":"Speaker A","startTime":358.534,"endTime":361.918,"body":"By the way, we're selling this marketing"},{"speaker":"Speaker A","startTime":358.534,"endTime":361.918,"body":"software to help you do this."},{"speaker":"Speaker A","startTime":361.966,"endTime":365.662,"body":"Is this a problem?"},{"speaker":"Speaker A","startTime":361.966,"endTime":365.662,"body":"And I'm like, dope."},{"speaker":"Speaker A","startTime":365.758,"endTime":369.388,"body":"I talked to our team and I was like, you know,"},{"speaker":"Speaker A","startTime":365.758,"endTime":369.388,"body":"there's a few things here."},{"speaker":"Speaker A","startTime":369.476,"endTime":374.78,"body":"One, if they went to my college, then that"},{"speaker":"Speaker A","startTime":369.476,"endTime":374.78,"body":"would be a common connection and a thread."},{"speaker":"Speaker A","startTime":374.852,"endTime":378.788,"body":"And I've taken sales calls from people that"},{"speaker":"Speaker A","startTime":374.852,"endTime":378.788,"body":"have gone to, to my school."},{"speaker":"Speaker A","startTime":378.956,"endTime":383.324,"body":"Um, but also, like, if you're going to bring"},{"speaker":"Speaker A","startTime":378.956,"endTime":383.324,"body":"that up, like, okay, so what about it?"},{"speaker":"Speaker A","startTime":383.364,"endTime":387.196,"body":"You know, if someone went to Gettysburg, they"},{"speaker":"Speaker A","startTime":383.364,"endTime":387.196,"body":"went to Oswego or something."},{"speaker":"Speaker A","startTime":387.26,"endTime":387.796,"body":"Okay."},{"speaker":"Speaker A","startTime":387.9,"endTime":390.276,"body":"Um, well, did you, did you know what I"},{"speaker":"Speaker A","startTime":390.3,"endTime":392.324,"body":"studied?"},{"speaker":"Speaker A","startTime":390.3,"endTime":392.324,"body":"Do you know that I played soccer?"},{"speaker":"Speaker A","startTime":392.364,"endTime":394.844,"body":"Did you do any research or is it just a"},{"speaker":"Speaker A","startTime":392.364,"endTime":394.844,"body":"surface level stuff?"},{"speaker":"Speaker A","startTime":394.884,"endTime":399.584,"body":"And as it relates to client selling, uh, and"},{"speaker":"Speaker A","startTime":394.884,"endTime":399.584,"body":"retail and in that space, or personalization,"},{"speaker":"Speaker A","startTime":399.924,"endTime":401.224,"body":"okay, sure."},{"speaker":"Speaker A","startTime":401.524,"endTime":403.972,"body":"You can pick up something and try and find a"},{"speaker":"Speaker A","startTime":403.988,"endTime":409.38,"body":"common thread there, or you can really dig in"},{"speaker":"Speaker A","startTime":403.988,"endTime":409.38,"body":"and say, okay, so, you know, and I, and this"},{"speaker":"Speaker A","startTime":409.412,"endTime":410.944,"body":"probably goes into a little bit."},{"speaker":"Speaker B","startTime":411.804,"endTime":413.356,"body":"I'll push back against you a little"},{"speaker":"Speaker B","startTime":411.804,"endTime":413.356,"body":"bit there."},{"speaker":"Speaker B","startTime":413.38,"endTime":415.076,"body":"So here's what I actually think."},{"speaker":"Speaker A","startTime":415.26,"endTime":415.532,"body":"So."},{"speaker":"Speaker B","startTime":415.548,"endTime":420.82,"body":"And I think in my world, in the b"},{"speaker":"Speaker B","startTime":415.548,"endTime":420.82,"body":"two b world, somebody selling new stores,"},{"speaker":"Speaker B","startTime":420.852,"endTime":423.628,"body":"somebody selling in deer, it makes sense."},{"speaker":"Speaker B","startTime":423.756,"endTime":426.508,"body":"To go do that extra layer of research to dig"},{"speaker":"Speaker B","startTime":426.556,"endTime":430.604,"body":"deeper into you because you're trying to make"},{"speaker":"Speaker B","startTime":426.556,"endTime":430.604,"body":"this big sale, you have this big payoff."},{"speaker":"Speaker B","startTime":430.644,"endTime":431.724,"body":"There's a bottom of the funnel."},{"speaker":"Speaker B","startTime":431.764,"endTime":432.78,"body":"We need to get that closed."},{"speaker":"Speaker B","startTime":432.812,"endTime":433.38,"body":"One deal."},{"speaker":"Speaker B","startTime":433.452,"endTime":434.044,"body":"Right."},{"speaker":"Speaker B","startTime":434.204,"endTime":436.308,"body":"That's not the world we live in, in retail."},{"speaker":"Speaker A","startTime":436.436,"endTime":436.748,"body":"Right."},{"speaker":"Speaker B","startTime":436.796,"endTime":438.644,"body":"That's why personalization doesn't"},{"speaker":"Speaker B","startTime":436.796,"endTime":438.644,"body":"make sense."},{"speaker":"Speaker B","startTime":438.724,"endTime":443.972,"body":"It would never is going to pay off for me to"},{"speaker":"Speaker B","startTime":438.724,"endTime":443.972,"body":"know as much as I would actually need to know"},{"speaker":"Speaker B","startTime":444.028,"endTime":445.772,"body":"to make personalization work."},{"speaker":"Speaker B","startTime":445.908,"endTime":447.852,"body":"In my mind, what matters, and the key that"},{"speaker":"Speaker B","startTime":447.868,"endTime":449.636,"body":"I've been pushing on everybody is relevance."},{"speaker":"Speaker B","startTime":449.74,"endTime":450.54,"body":"It's timing."},{"speaker":"Speaker B","startTime":450.612,"endTime":454.296,"body":"It is about hitting them when it makes sense"},{"speaker":"Speaker B","startTime":450.612,"endTime":454.296,"body":"for them."},{"speaker":"Speaker B","startTime":454.36,"endTime":459.952,"body":"So, like, I have this concept I talk about"},{"speaker":"Speaker B","startTime":454.36,"endTime":459.952,"body":"with people called the retail sales cycle."},{"speaker":"Speaker B","startTime":460.008,"endTime":462.056,"body":"I made a YouTube video about this, actually."},{"speaker":"Speaker B","startTime":462.24,"endTime":464.704,"body":"And, like, the whole idea is just that it's"},{"speaker":"Speaker B","startTime":464.744,"endTime":465.456,"body":"not a funnel."},{"speaker":"Speaker B","startTime":465.52,"endTime":467.272,"body":"As soon as we stop thinking about it, like a"},{"speaker":"Speaker B","startTime":467.288,"endTime":471.92,"body":"funnel where our life's going to get so much"},{"speaker":"Speaker B","startTime":467.288,"endTime":471.92,"body":"easier when we realize it's just about keeping"},{"speaker":"Speaker B","startTime":471.952,"endTime":475.768,"body":"them going through this cycle and making sure"},{"speaker":"Speaker B","startTime":471.952,"endTime":475.768,"body":"we know where they're at in that cycle,"},{"speaker":"Speaker B","startTime":475.816,"endTime":478.11,"body":"because that's what's going to make our"},{"speaker":"Speaker B","startTime":475.816,"endTime":478.11,"body":"messaging relevant."},{"speaker":"Speaker A","startTime":478.272,"endTime":479.17,"body":"Yeah, exactly."},{"speaker":"Speaker A","startTime":479.282,"endTime":481.114,"body":"That was what I was trying to come around to,"},{"speaker":"Speaker A","startTime":481.154,"endTime":484.402,"body":"is how that relates on the sales floor is a"},{"speaker":"Speaker A","startTime":481.154,"endTime":484.402,"body":"little bit different."},{"speaker":"Speaker A","startTime":484.458,"endTime":490.934,"body":"If you walk in, if I walk into any type of"},{"speaker":"Speaker A","startTime":484.458,"endTime":490.934,"body":"brand, and I've shopped with them before,"},{"speaker":"Speaker A","startTime":491.714,"endTime":496.218,"body":"someone's trying to work with me and they know"},{"speaker":"Speaker A","startTime":491.714,"endTime":496.218,"body":"that I'm a loyal customer, it probably,"},{"speaker":"Speaker A","startTime":496.306,"endTime":500.562,"body":"depending on the brand, it probably makes"},{"speaker":"Speaker A","startTime":496.306,"endTime":500.562,"body":"sense to understand a little bit more about,"},{"speaker":"Speaker A","startTime":500.698,"endTime":505.266,"body":"okay, you have kids, so I've seen you've"},{"speaker":"Speaker A","startTime":500.698,"endTime":505.266,"body":"bought kids clothing before, or you bought"},{"speaker":"Speaker A","startTime":505.29,"endTime":508.778,"body":"something for my wife, or your wife, whatever"},{"speaker":"Speaker A","startTime":505.29,"endTime":508.778,"body":"that is."},{"speaker":"Speaker A","startTime":508.946,"endTime":511.602,"body":"It's not the, oh, where'd you go to school"},{"speaker":"Speaker A","startTime":508.946,"endTime":511.602,"body":"using it."},{"speaker":"Speaker B","startTime":511.658,"endTime":512.026,"body":"Yeah. It's."},{"speaker":"Speaker A","startTime":512.05,"endTime":512.37,"body":"What's your."},{"speaker":"Speaker A","startTime":512.402,"endTime":513.938,"body":"Yeah, what's the relationship with the brand?"},{"speaker":"Speaker A","startTime":513.986,"endTime":517.778,"body":"And then how can I leverage some of those"},{"speaker":"Speaker A","startTime":513.986,"endTime":517.778,"body":"simple points to bring that person along in"},{"speaker":"Speaker A","startTime":517.786,"endTime":519.114,"body":"that life cycle, like you said."},{"speaker":"Speaker B","startTime":519.274,"endTime":520.018,"body":"Yeah, totally."},{"speaker":"Speaker B","startTime":520.066,"endTime":520.674,"body":"I want to be clear."},{"speaker":"Speaker B","startTime":520.714,"endTime":523.17,"body":"It's not a bad thing to know these things,"},{"speaker":"Speaker B","startTime":520.714,"endTime":523.17,"body":"right?"},{"speaker":"Speaker B","startTime":523.242,"endTime":527.194,"body":"It's a bad thing to have your business"},{"speaker":"Speaker B","startTime":523.242,"endTime":527.194,"body":"strategy be built around knowing these things."},{"speaker":"Speaker A","startTime":527.274,"endTime":528.258,"body":"Yeah, I was talking about."},{"speaker":"Speaker B","startTime":528.266,"endTime":529.05,"body":"You know what I mean?"},{"speaker":"Speaker A","startTime":529.162,"endTime":532.89,"body":"Yeah. So Matthias, our producer for"},{"speaker":"Speaker A","startTime":529.162,"endTime":532.89,"body":"the show, was with me."},{"speaker":"Speaker A","startTime":533.002,"endTime":538.762,"body":"We went to go visit a store, and we were"},{"speaker":"Speaker A","startTime":533.002,"endTime":538.762,"body":"talking with one of the store manager, and he"},{"speaker":"Speaker A","startTime":538.778,"endTime":544.174,"body":"was saying, like, you know, and he was talking"},{"speaker":"Speaker A","startTime":538.778,"endTime":544.174,"body":"about clienteling, and he had worked at Saks"},{"speaker":"Speaker A","startTime":544.214,"endTime":550.954,"body":"and Bloomingdale, so very higher clientele,"},{"speaker":"Speaker A","startTime":544.214,"endTime":550.954,"body":"bigger spend, much more leverage."},{"speaker":"Speaker B","startTime":552.894,"endTime":553.422,"body":"Exactly."},{"speaker":"Speaker A","startTime":553.478,"endTime":559.79,"body":"And he was like, there was a client"},{"speaker":"Speaker A","startTime":553.478,"endTime":559.79,"body":"that I had who hated black and the note wasn't"},{"speaker":"Speaker A","startTime":559.822,"endTime":560.302,"body":"logged."},{"speaker":"Speaker A","startTime":560.358,"endTime":564.174,"body":"And so one of my sales team members had gone"},{"speaker":"Speaker A","startTime":564.214,"endTime":568.75,"body":"in and started fitting them for this wedding"},{"speaker":"Speaker A","startTime":564.214,"endTime":568.75,"body":"and giving them black."},{"speaker":"Speaker A","startTime":568.822,"endTime":570.414,"body":"And he was like, it was a disaster."},{"speaker":"Speaker A","startTime":570.534,"endTime":570.79,"body":"Right."},{"speaker":"Speaker A","startTime":570.822,"endTime":574.502,"body":"And so it's those little, little tiny things,"},{"speaker":"Speaker A","startTime":570.822,"endTime":574.502,"body":"um, that actually make all the difference."},{"speaker":"Speaker A","startTime":574.558,"endTime":578.462,"body":"So, um, you know, we've kind of broke it down,"},{"speaker":"Speaker A","startTime":574.558,"endTime":578.462,"body":"talked a little bit about it."},{"speaker":"Speaker A","startTime":578.478,"endTime":580.434,"body":"But how do you define clientele?"},{"speaker":"Speaker B","startTime":581.454,"endTime":586.126,"body":"Yeah, so I define it again as like,"},{"speaker":"Speaker B","startTime":581.454,"endTime":586.126,"body":"to, to get a little bit more specific than"},{"speaker":"Speaker B","startTime":586.15,"endTime":587.862,"body":"just say it's sales."},{"speaker":"Speaker B","startTime":587.998,"endTime":590.966,"body":"It is building that relationship with the"},{"speaker":"Speaker B","startTime":590.99,"endTime":596.838,"body":"customer to a point where, like, they feel"},{"speaker":"Speaker B","startTime":590.99,"endTime":596.838,"body":"loyalty to you."},{"speaker":"Speaker B","startTime":596.886,"endTime":599.73,"body":"And it's not like brands are maybe going to"},{"speaker":"Speaker B","startTime":596.886,"endTime":599.73,"body":"hate to hear this."},{"speaker":"Speaker B","startTime":599.822,"endTime":603.73,"body":"It's not loyalty to the brand, it's loyalty to"},{"speaker":"Speaker B","startTime":599.822,"endTime":603.73,"body":"that person."},{"speaker":"Speaker B","startTime":603.842,"endTime":608.97,"body":"And then, like, it's up to that brand to keep"},{"speaker":"Speaker B","startTime":603.842,"endTime":608.97,"body":"that person happy and, like, working there."},{"speaker":"Speaker B","startTime":609.122,"endTime":611.394,"body":"And like, that is really true."},{"speaker":"Speaker B","startTime":611.434,"endTime":613.162,"body":"Client telling is building loyalty between"},{"speaker":"Speaker B","startTime":613.218,"endTime":614.666,"body":"those two people in my mind."},{"speaker":"Speaker B","startTime":614.73,"endTime":617.13,"body":"And, like, I think, again, the way that that's"},{"speaker":"Speaker B","startTime":617.162,"endTime":622.802,"body":"done is like, through, I think, the way it has"},{"speaker":"Speaker B","startTime":617.162,"endTime":622.802,"body":"to be done, I should say, in the modern retail"},{"speaker":"Speaker B","startTime":622.858,"endTime":623.194,"body":"world."},{"speaker":"Speaker B","startTime":623.274,"endTime":626.356,"body":"Like, I think at Saks, again, back in the, I"},{"speaker":"Speaker B","startTime":626.38,"endTime":629.476,"body":"always tell this story of, do you know the"},{"speaker":"Speaker B","startTime":626.38,"endTime":629.476,"body":"show marvelous Miss Maisel?"},{"speaker":"Speaker A","startTime":629.62,"endTime":630.564,"body":"Yeah. Yeah."},{"speaker":"Speaker B","startTime":630.684,"endTime":634.972,"body":"So in the very beginning of that"},{"speaker":"Speaker B","startTime":630.684,"endTime":634.972,"body":"show, if you remember, she plays this like,"},{"speaker":"Speaker B","startTime":635.108,"endTime":640.292,"body":"she's like this fifties sort of housewife"},{"speaker":"Speaker B","startTime":635.108,"endTime":640.292,"body":"character, and she goes and works at one of"},{"speaker":"Speaker B","startTime":640.308,"endTime":641.396,"body":"these department stores."},{"speaker":"Speaker B","startTime":641.5,"endTime":643.708,"body":"And those ladies are hustlers."},{"speaker":"Speaker B","startTime":643.756,"endTime":645.116,"body":"They are true salespeople."},{"speaker":"Speaker B","startTime":645.18,"endTime":646.372,"body":"They're like your salesperson."},{"speaker":"Speaker B","startTime":646.428,"endTime":647.012,"body":"Salesperson."},{"speaker":"Speaker B","startTime":647.068,"endTime":648.732,"body":"They know all their, everything about their,"},{"speaker":"Speaker B","startTime":648.788,"endTime":650.54,"body":"they have their rolodexes and everything."},{"speaker":"Speaker B","startTime":650.692,"endTime":652.622,"body":"That's just not the, the retail world we live"},{"speaker":"Speaker B","startTime":652.638,"endTime":652.99,"body":"in today."},{"speaker":"Speaker B","startTime":653.062,"endTime":653.294,"body":"Right."},{"speaker":"Speaker B","startTime":653.334,"endTime":659.334,"body":"So that's where like the, what we really push"},{"speaker":"Speaker B","startTime":653.334,"endTime":659.334,"body":"and talk about as clientele and dear, it's the"},{"speaker":"Speaker B","startTime":659.374,"endTime":664.398,"body":"system, it's a process, it's what we set up in"},{"speaker":"Speaker B","startTime":659.374,"endTime":664.398,"body":"all these, like, sales worlds where like, I"},{"speaker":"Speaker B","startTime":664.446,"endTime":671.822,"body":"have a system where if I see somebody, you"},{"speaker":"Speaker B","startTime":664.446,"endTime":671.822,"body":"know, is going to NRF, I'm going to ping them"},{"speaker":"Speaker B","startTime":671.878,"endTime":675.47,"body":"with this email and this message and I have"},{"speaker":"Speaker B","startTime":671.878,"endTime":675.47,"body":"reminder set and all of this."},{"speaker":"Speaker B","startTime":675.502,"endTime":680.878,"body":"And it's sort of teaching brands how to get"},{"speaker":"Speaker B","startTime":675.502,"endTime":680.878,"body":"that philosophy and process set up at a store"},{"speaker":"Speaker B","startTime":681.046,"endTime":684.286,"body":"because otherwise you're just like leaving it"},{"speaker":"Speaker B","startTime":681.046,"endTime":684.286,"body":"up to foot traffic."},{"speaker":"Speaker A","startTime":684.47,"endTime":690.39,"body":"Yeah. Do you find, I mean, I think"},{"speaker":"Speaker A","startTime":684.47,"endTime":690.39,"body":"I know the answer, but I'd like to hear from"},{"speaker":"Speaker A","startTime":690.422,"endTime":694.314,"body":"you, is client telling applicable for every"},{"speaker":"Speaker A","startTime":690.422,"endTime":694.314,"body":"brand?"},{"speaker":"Speaker B","startTime":696.654,"endTime":702.03,"body":"I would say no. I think you"},{"speaker":"Speaker B","startTime":696.654,"endTime":702.03,"body":"certainly have to be at a certain, I used to"},{"speaker":"Speaker B","startTime":702.062,"endTime":703.23,"body":"say price point."},{"speaker":"Speaker B","startTime":703.422,"endTime":705.726,"body":"I'm going to say I've changed that recently to"},{"speaker":"Speaker B","startTime":705.75,"endTime":709.148,"body":"be like, thoughtful purchase decision."},{"speaker":"Speaker B","startTime":709.316,"endTime":709.74,"body":"Right?"},{"speaker":"Speaker B","startTime":709.812,"endTime":712.212,"body":"Like, I need to be thinking about the"},{"speaker":"Speaker B","startTime":709.812,"endTime":712.212,"body":"decision."},{"speaker":"Speaker B","startTime":712.308,"endTime":714.508,"body":"And it's not just, it's not for."},{"speaker":"Speaker B","startTime":714.596,"endTime":715.548,"body":"I love target."},{"speaker":"Speaker B","startTime":715.676,"endTime":716.428,"body":"It's not target."},{"speaker":"Speaker B","startTime":716.516,"endTime":716.812,"body":"Right."},{"speaker":"Speaker B","startTime":716.868,"endTime":719.66,"body":"I buy things at Target because I walk in and I"},{"speaker":"Speaker B","startTime":716.868,"endTime":719.66,"body":"see them."},{"speaker":"Speaker B","startTime":719.772,"endTime":720.916,"body":"It's not that kind of sale."},{"speaker":"Speaker B","startTime":720.94,"endTime":722.98,"body":"It's like, I thought about this, right?"},{"speaker":"Speaker B","startTime":723.092,"endTime":730.252,"body":"I think that's the brand it works for simply"},{"speaker":"Speaker B","startTime":723.092,"endTime":730.252,"body":"because, like, just, again, it's the economics"},{"speaker":"Speaker B","startTime":730.348,"endTime":731.708,"body":"of time and effort."},{"speaker":"Speaker B","startTime":731.756,"endTime":733.412,"body":"That client telling takes time and effort."},{"speaker":"Speaker B","startTime":733.468,"endTime":738.228,"body":"It's a person, a human, stepping in to do a"},{"speaker":"Speaker B","startTime":733.468,"endTime":738.228,"body":"little bit of a task and a job for you, and it"},{"speaker":"Speaker B","startTime":738.236,"endTime":740.78,"body":"needs to pay off if it's going to your end"},{"speaker":"Speaker B","startTime":738.236,"endTime":740.78,"body":"goal."},{"speaker":"Speaker B","startTime":740.812,"endTime":741.964,"body":"Can't be a $10 sale."},{"speaker":"Speaker B","startTime":742.004,"endTime":743.636,"body":"It's got to be a little bit of something more"},{"speaker":"Speaker B","startTime":743.66,"endTime":744.316,"body":"than that."},{"speaker":"Speaker A","startTime":744.46,"endTime":751.22,"body":"Yeah. What are some of the trends"},{"speaker":"Speaker A","startTime":744.46,"endTime":751.22,"body":"in things either related to clientelling and"},{"speaker":"Speaker A","startTime":751.252,"endTime":757.98,"body":"personalization, whether you like the word or"},{"speaker":"Speaker A","startTime":751.252,"endTime":757.98,"body":"not, that you've sort of seen in your worlds"},{"speaker":"Speaker A","startTime":758.012,"endTime":760.624,"body":"over the last 612 months?"},{"speaker":"Speaker B","startTime":762.564,"endTime":764.868,"body":"I mean, I think the biggest one"},{"speaker":"Speaker B","startTime":762.564,"endTime":764.868,"body":"everybody knows is AI."},{"speaker":"Speaker B","startTime":764.916,"endTime":766.876,"body":"Right?"},{"speaker":"Speaker B","startTime":764.916,"endTime":766.876,"body":"So we mentioned it earlier."},{"speaker":"Speaker B","startTime":766.94,"endTime":768.108,"body":"I think this is a classic."},{"speaker":"Speaker B","startTime":768.156,"endTime":770.316,"body":"It ties right into what we were talking about"},{"speaker":"Speaker B","startTime":770.46,"endTime":776.372,"body":"with the alumni sort of messaging in the sales"},{"speaker":"Speaker B","startTime":770.46,"endTime":776.372,"body":"emails, because I think what's happening there"},{"speaker":"Speaker B","startTime":776.468,"endTime":781.42,"body":"is they're using some kind of AI bot that I've"},{"speaker":"Speaker B","startTime":776.468,"endTime":781.42,"body":"seen these, that they just scrape that"},{"speaker":"Speaker B","startTime":781.452,"endTime":785.068,"body":"LinkedIn profile quick, draft up a little"},{"speaker":"Speaker B","startTime":781.452,"endTime":785.068,"body":"sentence and then send it off."},{"speaker":"Speaker B","startTime":785.236,"endTime":787.9,"body":"Issue there is, there's no human intervention."},{"speaker":"Speaker B","startTime":788.092,"endTime":792.34,"body":"So the way that we've approached AI at endear"},{"speaker":"Speaker B","startTime":792.412,"endTime":795.224,"body":"is sort of just helping AI help that person."},{"speaker":"Speaker B","startTime":795.764,"endTime":798.396,"body":"So it's like, hey, here's a person and here's"},{"speaker":"Speaker B","startTime":798.42,"endTime":799.998,"body":"a good message to send them."},{"speaker":"Speaker B","startTime":800.156,"endTime":801.802,"body":"Your associate just has to say yes."},{"speaker":"Speaker B","startTime":801.858,"endTime":806.93,"body":"Basically, we're not going to send it because"},{"speaker":"Speaker B","startTime":801.858,"endTime":806.93,"body":"what we found is the AI is never going to be"},{"speaker":"Speaker B","startTime":806.962,"endTime":807.426,"body":"perfect."},{"speaker":"Speaker B","startTime":807.53,"endTime":809.034,"body":"I think a lot of people have seen this."},{"speaker":"Speaker B","startTime":809.114,"endTime":810.778,"body":"You need that human intervention piece."},{"speaker":"Speaker B","startTime":810.826,"endTime":812.97,"body":"But I think that's the biggest thing with"},{"speaker":"Speaker B","startTime":813.002,"endTime":818.57,"body":"personalization that's going to make it be"},{"speaker":"Speaker B","startTime":813.002,"endTime":818.57,"body":"possible, because the longer those AI bots are"},{"speaker":"Speaker B","startTime":818.602,"endTime":824.09,"body":"able to learn about that customer, the more"},{"speaker":"Speaker B","startTime":818.602,"endTime":824.09,"body":"real personalization can happen."},{"speaker":"Speaker B","startTime":824.282,"endTime":829.04,"body":"I talk to brands all the time and they'll"},{"speaker":"Speaker B","startTime":824.282,"endTime":829.04,"body":"always say, and I'll push people on this, too."},{"speaker":"Speaker B","startTime":829.152,"endTime":829.76,"body":"They'll be like, yeah."},{"speaker":"Speaker B","startTime":829.792,"endTime":831.456,"body":"So my associates are going to go to the"},{"speaker":"Speaker B","startTime":831.48,"endTime":835.848,"body":"customer's profile, they're going to look"},{"speaker":"Speaker B","startTime":831.48,"endTime":835.848,"body":"through their last year of order history,"},{"speaker":"Speaker B","startTime":835.976,"endTime":839.76,"body":"they're going to make them a lookbook, and"},{"speaker":"Speaker B","startTime":835.976,"endTime":839.76,"body":"then they're going to send them this template"},{"speaker":"Speaker B","startTime":839.792,"endTime":844.504,"body":"that I drafted and I will be like, I need an"},{"speaker":"Speaker B","startTime":839.792,"endTime":844.504,"body":"honest answer from you."},{"speaker":"Speaker B","startTime":844.544,"endTime":848.616,"body":"How many times do you think, let's say a, how"},{"speaker":"Speaker B","startTime":844.544,"endTime":848.616,"body":"many times do you think your associates will"},{"speaker":"Speaker B","startTime":848.64,"endTime":853.168,"body":"really do that?"},{"speaker":"Speaker B","startTime":848.64,"endTime":853.168,"body":"And b, even if they do that, how many times"},{"speaker":"Speaker B","startTime":853.216,"endTime":856.196,"body":"can they do it in a day?"},{"speaker":"Speaker B","startTime":853.216,"endTime":856.196,"body":"And like you need x percent of those to"},{"speaker":"Speaker B","startTime":856.22,"endTime":857.604,"body":"convert for it to be worth it."},{"speaker":"Speaker B","startTime":857.684,"endTime":859.38,"body":"When we start doing the math it's like that"},{"speaker":"Speaker B","startTime":859.412,"endTime":860.548,"body":"doesn't make sense."},{"speaker":"Speaker B","startTime":860.596,"endTime":863.572,"body":"But if an AI bot could just do all that for me"},{"speaker":"Speaker B","startTime":863.588,"endTime":866.276,"body":"in 30 seconds and then be like, here's a good"},{"speaker":"Speaker B","startTime":863.588,"endTime":866.276,"body":"message."},{"speaker":"Speaker B","startTime":866.42,"endTime":867.828,"body":"Now it starts to make sense."},{"speaker":"Speaker A","startTime":867.956,"endTime":874.1,"body":"Yeah. Um, you know you, you"},{"speaker":"Speaker A","startTime":867.956,"endTime":874.1,"body":"mentioned like a use case, Sarah, where you"},{"speaker":"Speaker A","startTime":874.132,"endTime":880.556,"body":"push back, you know, how much enablement, you"},{"speaker":"Speaker A","startTime":874.132,"endTime":880.556,"body":"know, post adoption of, of some clientele and"},{"speaker":"Speaker A","startTime":880.58,"endTime":885.106,"body":"tech, whether it's endear or otherwise, um, do"},{"speaker":"Speaker A","startTime":880.58,"endTime":885.106,"body":"you think is required, whether it's around"},{"speaker":"Speaker A","startTime":885.17,"endTime":889.294,"body":"training, coaching, um, things like that for"},{"speaker":"Speaker A","startTime":885.17,"endTime":889.294,"body":"it to be effective."},{"speaker":"Speaker B","startTime":889.834,"endTime":894.722,"body":"I'm going to be honest here, and"},{"speaker":"Speaker B","startTime":889.834,"endTime":894.722,"body":"this is not in my best interest as a person"},{"speaker":"Speaker B","startTime":894.778,"endTime":895.458,"body":"selling this product."},{"speaker":"Speaker B","startTime":895.506,"endTime":899.114,"body":"To say this a lot, I think it is a constant"},{"speaker":"Speaker B","startTime":899.154,"endTime":904.802,"body":"thing that you need to be on top of because it"},{"speaker":"Speaker B","startTime":899.154,"endTime":904.802,"body":"is your, it's like your, like what do you, do"},{"speaker":"Speaker B","startTime":904.818,"endTime":907.922,"body":"you guys use, I'm assuming you guys use"},{"speaker":"Speaker B","startTime":904.818,"endTime":907.922,"body":"salesforce for your CRM."},{"speaker":"Speaker B","startTime":908.018,"endTime":910.654,"body":"Yeah, it is, it is Salesforce for that brand."},{"speaker":"Speaker B","startTime":911.034,"endTime":913.13,"body":"Like Salesforce is something everybody at your"},{"speaker":"Speaker B","startTime":913.162,"endTime":918.354,"body":"company is on top of and sort of has their"},{"speaker":"Speaker B","startTime":913.162,"endTime":918.354,"body":"hands in in some way every single day and some"},{"speaker":"Speaker B","startTime":918.394,"endTime":923.906,"body":"piece of it and deere at its operating its"},{"speaker":"Speaker B","startTime":918.394,"endTime":923.906,"body":"highest level is like that for the brands we"},{"speaker":"Speaker B","startTime":923.93,"endTime":930.25,"body":"work in where marketing teams might be coming"},{"speaker":"Speaker B","startTime":923.93,"endTime":930.25,"body":"in and making lookbooks and templates, not for"},{"speaker":"Speaker B","startTime":930.282,"endTime":934.002,"body":"marketing to send because they have their"},{"speaker":"Speaker B","startTime":930.282,"endTime":934.002,"body":"other platform to do that, their klaviyos or"},{"speaker":"Speaker B","startTime":934.018,"endTime":939.266,"body":"whatnot, but for the associates to send"},{"speaker":"Speaker B","startTime":934.018,"endTime":939.266,"body":"creating campaigns for the associates to send"},{"speaker":"Speaker B","startTime":939.29,"endTime":939.45,"body":"out."},{"speaker":"Speaker B","startTime":939.482,"endTime":941.62,"body":"But what's constantly changing is like the"},{"speaker":"Speaker B","startTime":941.652,"endTime":947.3,"body":"initiative and the, you know, we're a b"},{"speaker":"Speaker B","startTime":941.652,"endTime":947.3,"body":"testing this and we're trying out that it's"},{"speaker":"Speaker B","startTime":947.332,"endTime":950.276,"body":"never going to be a set it and forget it sort"},{"speaker":"Speaker B","startTime":947.332,"endTime":950.276,"body":"of system."},{"speaker":"Speaker B","startTime":950.38,"endTime":956.396,"body":"So I really do think that it's a constant"},{"speaker":"Speaker B","startTime":950.38,"endTime":956.396,"body":"thing that you need a, a director who is in"},{"speaker":"Speaker B","startTime":956.42,"endTime":961.556,"body":"charge of it, at least in the best, operating"},{"speaker":"Speaker B","startTime":956.42,"endTime":961.556,"body":"the ones that are using in dear, in the best"},{"speaker":"Speaker B","startTime":961.58,"endTime":961.82,"body":"ways."},{"speaker":"Speaker B","startTime":961.852,"endTime":964.132,"body":"I certainly have brands that don't that kind"},{"speaker":"Speaker B","startTime":964.148,"endTime":965.052,"body":"of set it and forget it."},{"speaker":"Speaker B","startTime":965.068,"endTime":966.724,"body":"But I wouldn't call them the best, the best"},{"speaker":"Speaker B","startTime":966.764,"endTime":967.544,"body":"users."},{"speaker":"Speaker A","startTime":967.994,"endTime":973.414,"body":"What, not to disparage any brands,"},{"speaker":"Speaker A","startTime":967.994,"endTime":973.414,"body":"but."},{"speaker":"Speaker B","startTime":974.234,"endTime":975.458,"body":"I don't say name."},{"speaker":"Speaker B","startTime":975.626,"endTime":978.85,"body":"No, but we've got enough that I could throw"},{"speaker":"Speaker B","startTime":978.882,"endTime":979.694,"body":"some shade."},{"speaker":"Speaker A","startTime":980.994,"endTime":985.414,"body":"What is it the brands get wrong?"},{"speaker":"Speaker A","startTime":980.994,"endTime":985.414,"body":"Is it the training and actual execution of it"},{"speaker":"Speaker A","startTime":986.114,"endTime":986.786,"body":"or."},{"speaker":"Speaker A","startTime":986.93,"endTime":987.654,"body":"Yeah."},{"speaker":"Speaker A","startTime":988.034,"endTime":992.334,"body":"What are some of the common pitfalls or misses"},{"speaker":"Speaker A","startTime":988.034,"endTime":992.334,"body":"or missed opportunities, rather?"},{"speaker":"Speaker B","startTime":993.854,"endTime":997.798,"body":"I think the biggest pitfall is that"},{"speaker":"Speaker B","startTime":993.854,"endTime":997.798,"body":"they."},{"speaker":"Speaker B","startTime":997.966,"endTime":1000.854,"body":"I don't think they do that math that I just"},{"speaker":"Speaker B","startTime":997.966,"endTime":1000.854,"body":"took you through."},{"speaker":"Speaker B","startTime":1001.014,"endTime":1005.374,"body":"Yeah, I think that they set up a system and"},{"speaker":"Speaker B","startTime":1001.014,"endTime":1005.374,"body":"they have this plan in their mind of, like,"},{"speaker":"Speaker B","startTime":1005.414,"endTime":1010.374,"body":"what I call pure play client telling, which"},{"speaker":"Speaker B","startTime":1005.414,"endTime":1010.374,"body":"is, you know, one to one messaging, and they"},{"speaker":"Speaker B","startTime":1010.414,"endTime":1016.526,"body":"don't think about ways that they could include"},{"speaker":"Speaker B","startTime":1010.414,"endTime":1016.526,"body":"some of these other really popular, like,"},{"speaker":"Speaker B","startTime":1016.67,"endTime":1017.654,"body":"sales triggers."},{"speaker":"Speaker B","startTime":1017.694,"endTime":1020.326,"body":"Like, instead of having my team send a thank"},{"speaker":"Speaker B","startTime":1020.35,"endTime":1023.654,"body":"you, why not?"},{"speaker":"Speaker B","startTime":1020.35,"endTime":1023.654,"body":"If that thank you is going to be the same"},{"speaker":"Speaker B","startTime":1023.694,"endTime":1027.382,"body":"template every time, and if you and I will"},{"speaker":"Speaker B","startTime":1023.694,"endTime":1027.382,"body":"both agree that your team's not actually going"},{"speaker":"Speaker B","startTime":1027.438,"endTime":1030.654,"body":"in and personalizing that, and what does that"},{"speaker":"Speaker B","startTime":1027.438,"endTime":1030.654,"body":"even really mean?"},{"speaker":"Speaker B","startTime":1030.814,"endTime":1034.302,"body":"Let's just trigger that thank you to go out"},{"speaker":"Speaker B","startTime":1030.814,"endTime":1034.302,"body":"and then let's spend your time on a different"},{"speaker":"Speaker B","startTime":1034.358,"endTime":1034.966,"body":"message."},{"speaker":"Speaker B","startTime":1035.11,"endTime":1039.086,"body":"So you could be sending so much more if you"},{"speaker":"Speaker B","startTime":1039.11,"endTime":1041.566,"body":"take time to just think about the process and"},{"speaker":"Speaker B","startTime":1039.11,"endTime":1041.566,"body":"set it up."},{"speaker":"Speaker B","startTime":1041.59,"endTime":1047.23,"body":"Where a lot of brands are like Clientele's"},{"speaker":"Speaker B","startTime":1041.59,"endTime":1047.23,"body":"manual, I give the app to my team and they"},{"speaker":"Speaker B","startTime":1047.302,"endTime":1054.262,"body":"like, basically they rely on a really good"},{"speaker":"Speaker B","startTime":1047.302,"endTime":1054.262,"body":"user to pick it up and use it rather than"},{"speaker":"Speaker B","startTime":1054.398,"endTime":1060.79,"body":"putting a almost foolproof system in place"},{"speaker":"Speaker B","startTime":1054.398,"endTime":1060.79,"body":"where it's like the best users."},{"speaker":"Speaker B","startTime":1060.822,"endTime":1065.366,"body":"This is why I say it to people within Deere,"},{"speaker":"Speaker B","startTime":1060.822,"endTime":1065.366,"body":"and if you set it up the way that we will take"},{"speaker":"Speaker B","startTime":1065.39,"endTime":1070.878,"body":"you through setting it up, what's going to"},{"speaker":"Speaker B","startTime":1065.39,"endTime":1070.878,"body":"happen is your best users, no matter what app,"},{"speaker":"Speaker B","startTime":1070.926,"endTime":1074.494,"body":"or even if you don't give them an app to"},{"speaker":"Speaker B","startTime":1070.926,"endTime":1074.494,"body":"clientele, your best clientelers are always"},{"speaker":"Speaker B","startTime":1074.534,"endTime":1075.57,"body":"going to be your best."},{"speaker":"Speaker B","startTime":1075.742,"endTime":1078.21,"body":"They have this gene and this thing in their"},{"speaker":"Speaker B","startTime":1078.242,"endTime":1083.586,"body":"brain that just makes them be the best at that"},{"speaker":"Speaker B","startTime":1078.242,"endTime":1083.586,"body":"piece of the job, whether you give them an app"},{"speaker":"Speaker B","startTime":1083.61,"endTime":1084.17,"body":"or not."},{"speaker":"Speaker B","startTime":1084.282,"endTime":1086.506,"body":"What we're going to do is we're going to bring"},{"speaker":"Speaker B","startTime":1086.53,"endTime":1090.498,"body":"all these people down here that aren't so"},{"speaker":"Speaker B","startTime":1086.53,"endTime":1090.498,"body":"great at client telling, at least halfway up"},{"speaker":"Speaker B","startTime":1090.506,"endTime":1094.538,"body":"to their level, and we're not going to stop"},{"speaker":"Speaker B","startTime":1090.506,"endTime":1094.538,"body":"them from doing better, but we're going to"},{"speaker":"Speaker B","startTime":1094.546,"endTime":1096.49,"body":"make sure everybody is at this level."},{"speaker":"Speaker B","startTime":1096.562,"endTime":1097.946,"body":"And that's where we're going to focus, is"},{"speaker":"Speaker B","startTime":1097.97,"endTime":1101.314,"body":"getting everybody up here, because that's"},{"speaker":"Speaker B","startTime":1097.97,"endTime":1101.314,"body":"going to have a bigger effect than just"},{"speaker":"Speaker B","startTime":1101.354,"endTime":1103.654,"body":"helping those stars exceed even more."},{"speaker":"Speaker A","startTime":1104.364,"endTime":1110.572,"body":"Do you find that the store teams"},{"speaker":"Speaker A","startTime":1104.364,"endTime":1110.572,"body":"gravitate towards what's working for one of"},{"speaker":"Speaker A","startTime":1110.588,"endTime":1113.444,"body":"those stars?"},{"speaker":"Speaker A","startTime":1110.588,"endTime":1113.444,"body":"Like, is there an inherent sort of natural,"},{"speaker":"Speaker A","startTime":1113.484,"endTime":1119.388,"body":"like, I'm trying to think of the word, but,"},{"speaker":"Speaker A","startTime":1113.484,"endTime":1119.388,"body":"you know, are they, I mean, if somebody's just"},{"speaker":"Speaker A","startTime":1119.436,"endTime":1122.308,"body":"crushing it, right, and they're, they've hit"},{"speaker":"Speaker A","startTime":1119.436,"endTime":1122.308,"body":"their number, they've."},{"speaker":"Speaker A","startTime":1122.356,"endTime":1125.508,"body":"They've exceeded their, their goals and totals"},{"speaker":"Speaker A","startTime":1122.356,"endTime":1125.508,"body":"for that."},{"speaker":"Speaker A","startTime":1125.676,"endTime":1131.79,"body":"Is there a natural sort of, um, follow on"},{"speaker":"Speaker A","startTime":1125.676,"endTime":1131.79,"body":"effect where the team, team start asking, hey,"},{"speaker":"Speaker A","startTime":1131.822,"endTime":1136.194,"body":"what's, what's so and so doing?"},{"speaker":"Speaker A","startTime":1131.822,"endTime":1136.194,"body":"Um, does that naturally start to happen?"},{"speaker":"Speaker B","startTime":1136.574,"endTime":1137.55,"body":"Definitely, yeah."},{"speaker":"Speaker B","startTime":1137.582,"endTime":1139.262,"body":"That's my favorite thing about endear, is when"},{"speaker":"Speaker B","startTime":1139.278,"endTime":1144.134,"body":"you watch this sort of snowball effect, it'll"},{"speaker":"Speaker B","startTime":1139.278,"endTime":1144.134,"body":"even happen, like, store to store, because"},{"speaker":"Speaker B","startTime":1144.174,"endTime":1148.294,"body":"we'll have these, like, calls where I think"},{"speaker":"Speaker B","startTime":1144.174,"endTime":1148.294,"body":"that's the other cool thing I've seen within"},{"speaker":"Speaker B","startTime":1148.334,"endTime":1148.526,"body":"deere."},{"speaker":"Speaker B","startTime":1148.55,"endTime":1149.71,"body":"I don't know if you guys see this with new"},{"speaker":"Speaker B","startTime":1149.742,"endTime":1154.222,"body":"store as well, but because we get on these,"},{"speaker":"Speaker B","startTime":1149.742,"endTime":1154.222,"body":"like, group calls with all the managers, I"},{"speaker":"Speaker B","startTime":1154.238,"endTime":1159.016,"body":"find with a lot of brands, it's like the first"},{"speaker":"Speaker B","startTime":1154.238,"endTime":1159.016,"body":"time it really, like, not all brands, I don't"},{"speaker":"Speaker B","startTime":1159.04,"endTime":1161.912,"body":"think, are, like, getting all their managers"},{"speaker":"Speaker B","startTime":1159.04,"endTime":1161.912,"body":"together on a call like that."},{"speaker":"Speaker B","startTime":1161.968,"endTime":1166.304,"body":"And so giving that opportunity, I'll see,"},{"speaker":"Speaker B","startTime":1161.968,"endTime":1166.304,"body":"like, you know, managers cross communicating"},{"speaker":"Speaker B","startTime":1166.384,"endTime":1171.484,"body":"and collaborating with each other, and I'm"},{"speaker":"Speaker B","startTime":1166.384,"endTime":1171.484,"body":"like, oh, man, is this not, is this the first"},{"speaker":"Speaker B","startTime":1171.864,"endTime":1174.712,"body":"opportunity that they've been given to do this"},{"speaker":"Speaker B","startTime":1171.864,"endTime":1174.712,"body":"with each other?"},{"speaker":"Speaker B","startTime":1174.808,"endTime":1177.992,"body":"So I'll just sit back, you know, it's my,"},{"speaker":"Speaker B","startTime":1174.808,"endTime":1177.992,"body":"like, training call, and I'll just sit back"},{"speaker":"Speaker B","startTime":1178.008,"endTime":1181.004,"body":"and be like, yeah, you guys talk to each"},{"speaker":"Speaker B","startTime":1178.008,"endTime":1181.004,"body":"other, like, let's hear it out."},{"speaker":"Speaker A","startTime":1181.944,"endTime":1186.934,"body":"Yeah. I mean, I think we, we do see"},{"speaker":"Speaker A","startTime":1181.944,"endTime":1186.934,"body":"some of them, but I don't know how prevalent"},{"speaker":"Speaker A","startTime":1186.974,"endTime":1193.462,"body":"it is, right, to say, hey, we've really, you"},{"speaker":"Speaker A","startTime":1186.974,"endTime":1193.462,"body":"know, um, we've been utilizing x, y, and z,"},{"speaker":"Speaker A","startTime":1193.558,"endTime":1198.55,"body":"and we've seen this type of effect, and, um,"},{"speaker":"Speaker A","startTime":1193.558,"endTime":1198.55,"body":"you know, I don't, I don't know, I don't know"},{"speaker":"Speaker A","startTime":1198.622,"endTime":1203.166,"body":"the, how often that happens, but I, you would"},{"speaker":"Speaker A","startTime":1198.622,"endTime":1203.166,"body":"think, like, in any industry, that that would"},{"speaker":"Speaker A","startTime":1203.19,"endTime":1206.374,"body":"be beneficial, right?"},{"speaker":"Speaker A","startTime":1203.19,"endTime":1206.374,"body":"And that's, you know, part of what, when we're"},{"speaker":"Speaker A","startTime":1206.414,"endTime":1210.688,"body":"building community and bringing customers"},{"speaker":"Speaker A","startTime":1206.414,"endTime":1210.688,"body":"together, you know, we've, we've started"},{"speaker":"Speaker A","startTime":1210.736,"endTime":1214.792,"body":"putting events together and over the last few"},{"speaker":"Speaker A","startTime":1210.736,"endTime":1214.792,"body":"years started to recognize that this is an"},{"speaker":"Speaker A","startTime":1214.808,"endTime":1216.648,"body":"opportunity for our customers to connect."},{"speaker":"Speaker A","startTime":1216.776,"endTime":1219.656,"body":"And certainly internally, what different teams"},{"speaker":"Speaker A","startTime":1219.68,"endTime":1224.544,"body":"and store teams do is unknown to me at this"},{"speaker":"Speaker A","startTime":1219.68,"endTime":1224.544,"body":"point."},{"speaker":"Speaker A","startTime":1224.704,"endTime":1230.336,"body":"I'm sure our team knows how much that's"},{"speaker":"Speaker A","startTime":1224.704,"endTime":1230.336,"body":"happening, but, yeah, you want to learn from"},{"speaker":"Speaker A","startTime":1230.36,"endTime":1236.176,"body":"each other, whether it's within store teams at"},{"speaker":"Speaker A","startTime":1230.36,"endTime":1236.176,"body":"different locations or like a morale builder."},{"speaker":"Speaker B","startTime":1236.32,"endTime":1238.128,"body":"Yeah, yeah, it's almost like a"},{"speaker":"Speaker B","startTime":1236.32,"endTime":1238.128,"body":"morale."},{"speaker":"Speaker B","startTime":1238.256,"endTime":1241.464,"body":"I wish I could put a number on it for when I'm"},{"speaker":"Speaker B","startTime":1238.256,"endTime":1241.464,"body":"doing, like, my sales pitches."},{"speaker":"Speaker B","startTime":1241.504,"endTime":1245.004,"body":"I could actually have, like, you know, that"},{"speaker":"Speaker B","startTime":1241.504,"endTime":1245.004,"body":"cool data point to show the person."},{"speaker":"Speaker B","startTime":1246.224,"endTime":1252.456,"body":"But, yeah, probably one of the coolest"},{"speaker":"Speaker B","startTime":1246.224,"endTime":1252.456,"body":"benefits is this sort of, like, you know, I"},{"speaker":"Speaker B","startTime":1252.48,"endTime":1256.792,"body":"think when you, you don't have a tool, like in"},{"speaker":"Speaker B","startTime":1252.48,"endTime":1256.792,"body":"dear, I won't just say only in Deere, because"},{"speaker":"Speaker B","startTime":1256.808,"endTime":1261.384,"body":"there's certainly, we have our competitors,"},{"speaker":"Speaker B","startTime":1256.808,"endTime":1261.384,"body":"but when you don't have a tool that, and"},{"speaker":"Speaker B","startTime":1261.504,"endTime":1265.16,"body":"really less than a tool, it's like a"},{"speaker":"Speaker B","startTime":1261.504,"endTime":1265.16,"body":"confidence from the team above you saying,"},{"speaker":"Speaker B","startTime":1265.232,"endTime":1267.724,"body":"hey, go chase your goal."},{"speaker":"Speaker B","startTime":1267.844,"endTime":1269.252,"body":"Heres your goal, go get it."},{"speaker":"Speaker B","startTime":1269.268,"endTime":1271.116,"body":"And heres a way to go get it."},{"speaker":"Speaker B","startTime":1271.26,"endTime":1273.324,"body":"It becomes really defeating."},{"speaker":"Speaker B","startTime":1273.404,"endTime":1278.204,"body":"You just end up going in there, and even if"},{"speaker":"Speaker B","startTime":1273.404,"endTime":1278.204,"body":"youre a manager or store associate that took"},{"speaker":"Speaker B","startTime":1278.244,"endTime":1283.38,"body":"that job feeling like you really wanted to be"},{"speaker":"Speaker B","startTime":1278.244,"endTime":1283.38,"body":"a part of this company, you end up just"},{"speaker":"Speaker B","startTime":1283.412,"endTime":1284.788,"body":"feeling like youre a cog in the machine."},{"speaker":"Speaker B","startTime":1284.836,"endTime":1286.084,"body":"Youre kind of just standing there and waiting"},{"speaker":"Speaker B","startTime":1286.124,"endTime":1287.332,"body":"for people to walk in."},{"speaker":"Speaker B","startTime":1287.428,"endTime":1289.396,"body":"But if you have the ability to go change it"},{"speaker":"Speaker B","startTime":1289.42,"endTime":1293.206,"body":"and make a difference by sending these"},{"speaker":"Speaker B","startTime":1289.42,"endTime":1293.206,"body":"outbound messages, it just, like, makes you"},{"speaker":"Speaker B","startTime":1293.23,"endTime":1294.074,"body":"feel more."},{"speaker":"Speaker B","startTime":1294.574,"endTime":1296.278,"body":"It builds the morale of those stores."},{"speaker":"Speaker B","startTime":1296.326,"endTime":1297.334,"body":"I've seen it happen."},{"speaker":"Speaker B","startTime":1297.454,"endTime":1299.47,"body":"I just don't have a data point, unfortunately."},{"speaker":"Speaker B","startTime":1299.582,"endTime":1300.846,"body":"People love their data."},{"speaker":"Speaker A","startTime":1300.99,"endTime":1303.022,"body":"Yeah. Well, and then it becomes"},{"speaker":"Speaker A","startTime":1300.99,"endTime":1303.022,"body":"infectious."},{"speaker":"Speaker A","startTime":1303.078,"endTime":1303.678,"body":"Right."},{"speaker":"Speaker A","startTime":1303.846,"endTime":1305.518,"body":"You want to celebrate each other, celebrate"},{"speaker":"Speaker A","startTime":1305.566,"endTime":1306.274,"body":"wins."},{"speaker":"Speaker A","startTime":1307.334,"endTime":1310.646,"body":"So any, I wanted to get to this because this"},{"speaker":"Speaker A","startTime":1310.67,"endTime":1312.674,"body":"was one of the exciting questions."},{"speaker":"Speaker A","startTime":1313.014,"endTime":1314.814,"body":"So you mentioned before, like, the great white"},{"speaker":"Speaker A","startTime":1314.854,"endTime":1320.894,"body":"buffalo, and I would love to understand a"},{"speaker":"Speaker A","startTime":1314.854,"endTime":1320.894,"body":"little bit of that and have you sort of break"},{"speaker":"Speaker A","startTime":1320.934,"endTime":1322.194,"body":"that down for us."},{"speaker":"Speaker B","startTime":1322.954,"endTime":1324.774,"body":"Yeah. Like the one that got away."},{"speaker":"Speaker B","startTime":1326.474,"endTime":1326.874,"body":"Yeah."},{"speaker":"Speaker B","startTime":1326.914,"endTime":1330.77,"body":"So, I mean, it's this, like, so have you seen"},{"speaker":"Speaker B","startTime":1326.914,"endTime":1330.77,"body":"hot tub time machine?"},{"speaker":"Speaker A","startTime":1330.922,"endTime":1331.654,"body":"Yeah."},{"speaker":"Speaker B","startTime":1332.154,"endTime":1334.626,"body":"Yeah. I want to make sure I'm"},{"speaker":"Speaker B","startTime":1332.154,"endTime":1334.626,"body":"referring to the same thing here."},{"speaker":"Speaker A","startTime":1334.65,"endTime":1334.954,"body":"Right."},{"speaker":"Speaker B","startTime":1335.034,"endTime":1336.786,"body":"Did we have another conversation"},{"speaker":"Speaker B","startTime":1335.034,"endTime":1336.786,"body":"about this?"},{"speaker":"Speaker B","startTime":1336.81,"endTime":1337.986,"body":"The great white, like."},{"speaker":"Speaker B","startTime":1338.09,"endTime":1341.266,"body":"Yeah, because I was talking about Verity"},{"speaker":"Speaker B","startTime":1341.33,"endTime":1344.514,"body":"specifically, is just a brand that I like."},{"speaker":"Speaker B","startTime":1344.634,"endTime":1347.466,"body":"So I was referring to some of the brands that"},{"speaker":"Speaker B","startTime":1347.49,"endTime":1348.29,"body":"work great for."},{"speaker":"Speaker B","startTime":1348.322,"endTime":1352.274,"body":"And, dear, it's rare that men's focused brands"},{"speaker":"Speaker B","startTime":1352.314,"endTime":1353.57,"body":"fall into that category."},{"speaker":"Speaker B","startTime":1353.682,"endTime":1354.026,"body":"Right."},{"speaker":"Speaker B","startTime":1354.09,"endTime":1354.618,"body":"A lot."},{"speaker":"Speaker B","startTime":1354.706,"endTime":1357.21,"body":"Where's way more heavily women's focused"},{"speaker":"Speaker B","startTime":1357.242,"endTime":1358.65,"body":"brands that fall into that category."},{"speaker":"Speaker B","startTime":1358.682,"endTime":1361.614,"body":"So I end up working with a ton of brands that"},{"speaker":"Speaker B","startTime":1362.194,"endTime":1364.25,"body":"just don't sell things that I would buy."},{"speaker":"Speaker B","startTime":1364.322,"endTime":1364.65,"body":"Right."},{"speaker":"Speaker B","startTime":1364.722,"endTime":1371.186,"body":"And so my, I love this, this expression of the"},{"speaker":"Speaker B","startTime":1364.722,"endTime":1371.186,"body":"great white Buffalo is like, I have it on my"},{"speaker":"Speaker B","startTime":1371.21,"endTime":1372.378,"body":"team for, like, that."},{"speaker":"Speaker B","startTime":1372.506,"endTime":1375.404,"body":"I think everybody should have one brand that"},{"speaker":"Speaker B","startTime":1375.444,"endTime":1375.908,"body":"they are."},{"speaker":"Speaker B","startTime":1375.956,"endTime":1378.204,"body":"Like, that's my one I want to go get, like,"},{"speaker":"Speaker B","startTime":1378.244,"endTime":1380.332,"body":"that's the one that I think would be."},{"speaker":"Speaker B","startTime":1380.468,"endTime":1383.3,"body":"It would be a. Not only a perfect fit for our"},{"speaker":"Speaker B","startTime":1383.332,"endTime":1388.172,"body":"company, because there's a lot of perfect fits"},{"speaker":"Speaker B","startTime":1383.332,"endTime":1388.172,"body":"for our company out there, but I personally"},{"speaker":"Speaker B","startTime":1388.268,"endTime":1390.308,"body":"love the, you know, I shop with the brand."},{"speaker":"Speaker B","startTime":1390.396,"endTime":1391.188,"body":"I love the brand."},{"speaker":"Speaker B","startTime":1391.236,"endTime":1393.26,"body":"I love their, their attitude."},{"speaker":"Speaker B","startTime":1393.372,"endTime":1395.98,"body":"Like, I'm like, everybody jokes on me about it"},{"speaker":"Speaker B","startTime":1396.012,"endTime":1396.42,"body":"here."},{"speaker":"Speaker B","startTime":1396.532,"endTime":1398.604,"body":"I, like, have a man crush on the farty"},{"speaker":"Speaker B","startTime":1398.644,"endTime":1399.02,"body":"brothers."},{"speaker":"Speaker B","startTime":1399.092,"endTime":1401.304,"body":"So it's like, like I want that brand"},{"speaker":"Speaker B","startTime":1401.444,"endTime":1402.752,"body":"regardless of sales goals."},{"speaker":"Speaker B","startTime":1402.808,"endTime":1404.384,"body":"I want that brand just because itd be great,"},{"speaker":"Speaker B","startTime":1404.424,"endTime":1406.816,"body":"itd be awesome to say I work with Verity, you"},{"speaker":"Speaker B","startTime":1404.424,"endTime":1406.816,"body":"know what I mean?"},{"speaker":"Speaker A","startTime":1406.88,"endTime":1407.216,"body":"Yeah."},{"speaker":"Speaker B","startTime":1407.28,"endTime":1410.144,"body":"So I think every salesperson should"},{"speaker":"Speaker B","startTime":1407.28,"endTime":1410.144,"body":"have a great white buffalo."},{"speaker":"Speaker B","startTime":1410.184,"endTime":1414.072,"body":"This like one thats like, im going to like"},{"speaker":"Speaker B","startTime":1410.184,"endTime":1414.072,"body":"chase this one down."},{"speaker":"Speaker B","startTime":1414.128,"endTime":1416.72,"body":"And thats where you spend your personalization"},{"speaker":"Speaker B","startTime":1414.128,"endTime":1416.72,"body":"time, right."},{"speaker":"Speaker B","startTime":1416.752,"endTime":1417.536,"body":"Thats where you go."},{"speaker":"Speaker B","startTime":1417.64,"endTime":1419.6,"body":"You go listen to a podcast with that person"},{"speaker":"Speaker B","startTime":1419.712,"endTime":1420.384,"body":"and you bring."},{"speaker":"Speaker B","startTime":1420.464,"endTime":1422.432,"body":"If any salesperson thats trying to sell to me"},{"speaker":"Speaker B","startTime":1422.488,"endTime":1426.016,"body":"listens to this part of the podcast right here"},{"speaker":"Speaker B","startTime":1422.488,"endTime":1426.016,"body":"and brings this up, I will take at least one"},{"speaker":"Speaker B","startTime":1426.04,"endTime":1426.664,"body":"call with you."},{"speaker":"Speaker B","startTime":1426.744,"endTime":1427.884,"body":"Guarantee you that."},{"speaker":"Speaker A","startTime":1429.144,"endTime":1432.284,"body":"Yeah, I think Patagonia is one."},{"speaker":"Speaker A","startTime":1433.144,"endTime":1439.744,"body":"I also Levi's, I was in London in June, and"},{"speaker":"Speaker A","startTime":1439.824,"endTime":1446.968,"body":"Ian Scott, who's a co host here on the"},{"speaker":"Speaker A","startTime":1439.824,"endTime":1446.968,"body":"podcast, not on this one, but as part of the"},{"speaker":"Speaker A","startTime":1446.976,"endTime":1447.924,"body":"endless isle."},{"speaker":"Speaker A","startTime":1448.304,"endTime":1451.344,"body":"He also does like retail safaris and he took"},{"speaker":"Speaker A","startTime":1451.384,"endTime":1454.088,"body":"me in and retail Safari?"},{"speaker":"Speaker A","startTime":1451.384,"endTime":1454.088,"body":"Oh, yeah."},{"speaker":"Speaker A","startTime":1454.136,"endTime":1457.28,"body":"And he took a couple of us around like Covent"},{"speaker":"Speaker A","startTime":1454.136,"endTime":1457.28,"body":"Garden and Soho."},{"speaker":"Speaker A","startTime":1457.432,"endTime":1463.772,"body":"And there was a, like, there's a Levi's store,"},{"speaker":"Speaker A","startTime":1457.432,"endTime":1463.772,"body":"but it's more like a historical museum and"},{"speaker":"Speaker A","startTime":1463.788,"endTime":1465.724,"body":"that's like such a heritage brand."},{"speaker":"Speaker A","startTime":1465.884,"endTime":1469.476,"body":"So they had like some of the early jeans that"},{"speaker":"Speaker A","startTime":1469.5,"endTime":1472.604,"body":"they had built and then they had, it was like,"},{"speaker":"Speaker A","startTime":1469.5,"endTime":1472.604,"body":"it was a museum."},{"speaker":"Speaker A","startTime":1472.684,"endTime":1478.316,"body":"And you go through and it like has a history"},{"speaker":"Speaker A","startTime":1472.684,"endTime":1478.316,"body":"of different custom garments that they had"},{"speaker":"Speaker A","startTime":1478.34,"endTime":1478.844,"body":"built."},{"speaker":"Speaker A","startTime":1478.964,"endTime":1481.3,"body":"And then you look down and there's like a"},{"speaker":"Speaker A","startTime":1481.332,"endTime":1483.024,"body":"base, it's all open air."},{"speaker":"Speaker A","startTime":1483.444,"endTime":1485.084,"body":"So you go and you can kind of observe."},{"speaker":"Speaker A","startTime":1485.124,"endTime":1486.984,"body":"See, I think you can shop there too."},{"speaker":"Speaker A","startTime":1487.364,"endTime":1488.984,"body":"Well, yeah, you definitely can."},{"speaker":"Speaker A","startTime":1489.404,"endTime":1493.42,"body":"And then, and there's all like unique made to"},{"speaker":"Speaker A","startTime":1489.404,"endTime":1493.42,"body":"order type stuff that you can order through"},{"speaker":"Speaker A","startTime":1493.452,"endTime":1493.812,"body":"there."},{"speaker":"Speaker A","startTime":1493.908,"endTime":1495.652,"body":"And then they have all these, you."},{"speaker":"Speaker B","startTime":1495.668,"endTime":1497.612,"body":"Said Covent Garden and so, yeah,"},{"speaker":"Speaker B","startTime":1495.668,"endTime":1497.612,"body":"and."},{"speaker":"Speaker A","startTime":1497.628,"endTime":1501.38,"body":"Then they have like a whole"},{"speaker":"Speaker A","startTime":1497.628,"endTime":1501.38,"body":"workshop downstairs where they're building and"},{"speaker":"Speaker A","startTime":1501.412,"endTime":1504.164,"body":"designing and creating all these different"},{"speaker":"Speaker A","startTime":1501.412,"endTime":1504.164,"body":"garments and stuff."},{"speaker":"Speaker A","startTime":1504.204,"endTime":1508.028,"body":"And it was, it's one of those stores that"},{"speaker":"Speaker A","startTime":1504.204,"endTime":1508.028,"body":"you're like, man, this is really, really a"},{"speaker":"Speaker A","startTime":1508.076,"endTime":1510.14,"body":"good representation of the brand."},{"speaker":"Speaker A","startTime":1510.292,"endTime":1512.684,"body":"It captured history, captured where it's"},{"speaker":"Speaker A","startTime":1512.724,"endTime":1513.14,"body":"going."},{"speaker":"Speaker A","startTime":1513.252,"endTime":1515.188,"body":"Um, all this stuff in one place."},{"speaker":"Speaker A","startTime":1515.316,"endTime":1518.116,"body":"And like, how do you not want to work with"},{"speaker":"Speaker A","startTime":1515.316,"endTime":1518.116,"body":"someone like that, you know?"},{"speaker":"Speaker A","startTime":1518.18,"endTime":1520.252,"body":"And not all brands have that story."},{"speaker":"Speaker A","startTime":1520.308,"endTime":1525.474,"body":"And when we had early on, obviously focusing"},{"speaker":"Speaker A","startTime":1525.514,"endTime":1533.458,"body":"and working with direct to consumer digital,"},{"speaker":"Speaker A","startTime":1525.514,"endTime":1533.458,"body":"native brands, and there was a lot of brands"},{"speaker":"Speaker A","startTime":1533.506,"endTime":1537.882,"body":"about seven, eight years ago, six years ago,"},{"speaker":"Speaker A","startTime":1533.506,"endTime":1537.882,"body":"even five years ago that were coming onto the"},{"speaker":"Speaker A","startTime":1537.898,"endTime":1546.21,"body":"scene that were white hot and some fizzled out"},{"speaker":"Speaker A","startTime":1537.898,"endTime":1546.21,"body":"with COVID like any business did through that"},{"speaker":"Speaker A","startTime":1546.242,"endTime":1550.544,"body":"time, but the ones that stuck around really"},{"speaker":"Speaker A","startTime":1546.242,"endTime":1550.544,"body":"had a unique sort of founding story."},{"speaker":"Speaker A","startTime":1550.674,"endTime":1550.964,"body":"They."},{"speaker":"Speaker A","startTime":1551.004,"endTime":1552.5,"body":"They represented something, they meant"},{"speaker":"Speaker A","startTime":1552.532,"endTime":1556.94,"body":"something, and then that becomes, you know,"},{"speaker":"Speaker A","startTime":1552.532,"endTime":1556.94,"body":"something that consumers gravitate towards."},{"speaker":"Speaker A","startTime":1557.012,"endTime":1557.388,"body":"Right."},{"speaker":"Speaker A","startTime":1557.476,"endTime":1559.372,"body":"Fairty outdoor voices."},{"speaker":"Speaker A","startTime":1559.428,"endTime":1564.668,"body":"When Ty Haney was there, um, you've got a"},{"speaker":"Speaker A","startTime":1559.428,"endTime":1564.668,"body":"bunch of those types of brands, all birds,"},{"speaker":"Speaker A","startTime":1564.716,"endTime":1569.196,"body":"that resonates with people, right?"},{"speaker":"Speaker A","startTime":1564.716,"endTime":1569.196,"body":"Whether it's sustainability, um, culture, you"},{"speaker":"Speaker A","startTime":1569.22,"endTime":1572.844,"body":"know, different, uh, philanthropic missions."},{"speaker":"Speaker A","startTime":1573.004,"endTime":1575.012,"body":"Like, whatever it is, there's something that"},{"speaker":"Speaker A","startTime":1575.028,"endTime":1576.256,"body":"residents it."},{"speaker":"Speaker B","startTime":1576.42,"endTime":1577.568,"body":"You can sense it when you."},{"speaker":"Speaker B","startTime":1577.616,"endTime":1579.312,"body":"Like, when you do those retail safaris, you"},{"speaker":"Speaker B","startTime":1579.328,"endTime":1585.16,"body":"can sense it when you walk into a retail"},{"speaker":"Speaker B","startTime":1579.328,"endTime":1585.16,"body":"store, it's always so very clear to me, like,"},{"speaker":"Speaker B","startTime":1585.192,"endTime":1585.976,"body":"I walk into one of the."},{"speaker":"Speaker B","startTime":1586.0,"endTime":1587.24,"body":"And I'll be fairies."},{"speaker":"Speaker B","startTime":1587.352,"endTime":1588.12,"body":"Another per."},{"speaker":"Speaker B","startTime":1588.192,"endTime":1591.976,"body":"Levi's a great example of this, the attitude"},{"speaker":"Speaker B","startTime":1592.0,"endTime":1594.084,"body":"of the associates about the brand."},{"speaker":"Speaker B","startTime":1594.424,"endTime":1595.232,"body":"They'll tell you."},{"speaker":"Speaker B","startTime":1595.288,"endTime":1597.992,"body":"They don't even mean to tell you, but they'll"},{"speaker":"Speaker B","startTime":1595.288,"endTime":1597.992,"body":"read it all over their face."},{"speaker":"Speaker B","startTime":1598.088,"endTime":1601.364,"body":"Go shop in a store that, you know, has, like."},{"speaker":"Speaker B","startTime":1602.044,"endTime":1603.964,"body":"That's just like a corporate brand, you know?"},{"speaker":"Speaker B","startTime":1604.004,"endTime":1604.596,"body":"I don't want to."},{"speaker":"Speaker B","startTime":1604.62,"endTime":1604.988,"body":"I'm."},{"speaker":"Speaker B","startTime":1605.076,"endTime":1608.044,"body":"I want all brands, so I'm not about to throw"},{"speaker":"Speaker B","startTime":1605.076,"endTime":1608.044,"body":"any brand under the bus right now."},{"speaker":"Speaker A","startTime":1608.084,"endTime":1608.66,"body":"Know what you mean?"},{"speaker":"Speaker B","startTime":1608.732,"endTime":1609.404,"body":"Yeah, yeah."},{"speaker":"Speaker B","startTime":1609.444,"endTime":1610.564,"body":"Go shop in one of those stores."},{"speaker":"Speaker B","startTime":1610.604,"endTime":1612.3,"body":"And, like, you'll see the associate is just."},{"speaker":"Speaker B","startTime":1612.372,"endTime":1613.684,"body":"They know they're coggin the machine."},{"speaker":"Speaker B","startTime":1613.724,"endTime":1614.508,"body":"They don't even mind."},{"speaker":"Speaker B","startTime":1614.596,"endTime":1615.988,"body":"They're just trying to get through their day."},{"speaker":"Speaker B","startTime":1616.036,"endTime":1616.436,"body":"Right."},{"speaker":"Speaker B","startTime":1616.54,"endTime":1617.924,"body":"And you go shopping in one of these other"},{"speaker":"Speaker B","startTime":1617.964,"endTime":1619.98,"body":"brands that we're talking about, and those"},{"speaker":"Speaker B","startTime":1617.964,"endTime":1619.98,"body":"people are."},{"speaker":"Speaker B","startTime":1620.132,"endTime":1624.052,"body":"They're genuinely passionate about the brand"},{"speaker":"Speaker B","startTime":1620.132,"endTime":1624.052,"body":"that they work for."},{"speaker":"Speaker B","startTime":1624.148,"endTime":1624.428,"body":"Right."},{"speaker":"Speaker B","startTime":1624.476,"endTime":1625.624,"body":"And like, that is."},{"speaker":"Speaker B","startTime":1625.964,"endTime":1626.972,"body":"That is what."},{"speaker":"Speaker B","startTime":1627.028,"endTime":1628.83,"body":"That's when, you know, you're like, then it"},{"speaker":"Speaker B","startTime":1628.862,"endTime":1629.422,"body":"makes sense to me."},{"speaker":"Speaker B","startTime":1629.438,"endTime":1631.27,"body":"I'm like, oh, that makes sense why they are"},{"speaker":"Speaker B","startTime":1631.382,"endTime":1632.102,"body":"still growing."},{"speaker":"Speaker B","startTime":1632.158,"endTime":1633.734,"body":"They're still adding more stores."},{"speaker":"Speaker B","startTime":1633.894,"endTime":1640.126,"body":"And some of these other brands, like you"},{"speaker":"Speaker B","startTime":1633.894,"endTime":1640.126,"body":"mentioned, were died off after the big Vc d to"},{"speaker":"Speaker B","startTime":1640.15,"endTime":1640.974,"body":"see boom."},{"speaker":"Speaker B","startTime":1641.054,"endTime":1641.75,"body":"Sort of, you know."},{"speaker":"Speaker A","startTime":1641.782,"endTime":1643.47,"body":"Yeah, yeah, yeah."},{"speaker":"Speaker A","startTime":1643.502,"endTime":1645.606,"body":"And when you think about it, and maybe it's"},{"speaker":"Speaker A","startTime":1645.63,"endTime":1647.462,"body":"just like how I view things."},{"speaker":"Speaker A","startTime":1647.518,"endTime":1650.846,"body":"You sort of have brands that are like staples."},{"speaker":"Speaker A","startTime":1650.95,"endTime":1652.23,"body":"Right, that you're loyal to."},{"speaker":"Speaker A","startTime":1652.302,"endTime":1655.702,"body":"Because I just like the way that Nike fits."},{"speaker":"Speaker A","startTime":1655.758,"endTime":1657.222,"body":"I like the way it looks, you."},{"speaker":"Speaker B","startTime":1657.238,"endTime":1659.754,"body":"Know, certain things, like, they're"},{"speaker":"Speaker B","startTime":1657.238,"endTime":1659.754,"body":"a customer of my company."},{"speaker":"Speaker A","startTime":1660.084,"endTime":1660.9,"body":"Yeah."},{"speaker":"Speaker B","startTime":1661.092,"endTime":1662.784,"body":"That's why I'm loyal to brands."},{"speaker":"Speaker B","startTime":1663.324,"endTime":1665.372,"body":"I've recently been like, I should shop with"},{"speaker":"Speaker B","startTime":1665.388,"endTime":1666.428,"body":"more of our customers."},{"speaker":"Speaker A","startTime":1666.556,"endTime":1670.412,"body":"Yeah. But there's kind of the"},{"speaker":"Speaker A","startTime":1666.556,"endTime":1670.412,"body":"staple stuff, and then there's ones that"},{"speaker":"Speaker A","startTime":1670.428,"endTime":1674.916,"body":"you're like, I'm going to spend more with that"},{"speaker":"Speaker A","startTime":1670.428,"endTime":1674.916,"body":"brand because I love it, because I'm"},{"speaker":"Speaker A","startTime":1674.94,"endTime":1675.524,"body":"passionate about."},{"speaker":"Speaker A","startTime":1675.564,"endTime":1677.556,"body":"They share either we see the world the same"},{"speaker":"Speaker A","startTime":1677.58,"endTime":1681.024,"body":"way they represent what a consumer wants and"},{"speaker":"Speaker A","startTime":1677.58,"endTime":1681.024,"body":"looks for."},{"speaker":"Speaker A","startTime":1681.564,"endTime":1685.244,"body":"And then you marry that on top of great"},{"speaker":"Speaker A","startTime":1681.564,"endTime":1685.244,"body":"shopping experiences and you've got a killer"},{"speaker":"Speaker A","startTime":1685.284,"endTime":1686.822,"body":"recipe, you know?"},{"speaker":"Speaker B","startTime":1686.998,"endTime":1690.134,"body":"Yeah. You know, it's a bummer when"},{"speaker":"Speaker B","startTime":1686.998,"endTime":1690.134,"body":"if you go the other way around is if you buy"},{"speaker":"Speaker B","startTime":1690.174,"endTime":1693.982,"body":"something online and you really love the"},{"speaker":"Speaker B","startTime":1690.174,"endTime":1693.982,"body":"product, and then you go into the store and"},{"speaker":"Speaker B","startTime":1693.998,"endTime":1695.342,"body":"you're like, oh, man."},{"speaker":"Speaker B","startTime":1695.398,"endTime":1696.774,"body":"You're like, they don't have that culture."},{"speaker":"Speaker B","startTime":1696.854,"endTime":1700.158,"body":"You're like, ah, the product was good, though,"},{"speaker":"Speaker B","startTime":1696.854,"endTime":1700.158,"body":"but they don't have the co, I'm not going to"},{"speaker":"Speaker B","startTime":1700.166,"endTime":1701.07,"body":"be, like, loyal to them."},{"speaker":"Speaker B","startTime":1701.102,"endTime":1703.318,"body":"Like, it's, it's a really weird thing."},{"speaker":"Speaker B","startTime":1703.366,"endTime":1705.966,"body":"Like, there's too many options."},{"speaker":"Speaker B","startTime":1706.07,"endTime":1708.094,"body":"You know, there's just like, I was pitching"},{"speaker":"Speaker B","startTime":1708.134,"endTime":1713.354,"body":"one, I'll say, athleisure brand, and I said to"},{"speaker":"Speaker B","startTime":1708.134,"endTime":1713.354,"body":"them, I would, I would say they're, they were,"},{"speaker":"Speaker B","startTime":1713.754,"endTime":1715.21,"body":"for lack of, like, giving away a name."},{"speaker":"Speaker B","startTime":1715.242,"endTime":1717.394,"body":"They were a big player in the athleisure space"},{"speaker":"Speaker B","startTime":1717.474,"endTime":1719.618,"body":"before it really started to explode."},{"speaker":"Speaker B","startTime":1719.786,"endTime":1722.658,"body":"And I was like, my best guess is that you guys"},{"speaker":"Speaker B","startTime":1722.706,"endTime":1728.25,"body":"had a different definition of brand loyalty"},{"speaker":"Speaker B","startTime":1722.706,"endTime":1728.25,"body":"before your space exploded."},{"speaker":"Speaker B","startTime":1728.362,"endTime":1734.274,"body":"And, like, I bet you everybody was a you"},{"speaker":"Speaker B","startTime":1728.362,"endTime":1734.274,"body":"person and had, like, by all your metrics,"},{"speaker":"Speaker B","startTime":1734.314,"endTime":1738.094,"body":"like, number of orders and times they've"},{"speaker":"Speaker B","startTime":1734.314,"endTime":1738.094,"body":"shopped, were loyal to your brand."},{"speaker":"Speaker B","startTime":1738.434,"endTime":1743.816,"body":"But as soon as a better product or a similar"},{"speaker":"Speaker B","startTime":1738.434,"endTime":1743.816,"body":"product comes out that they're interested in,"},{"speaker":"Speaker B","startTime":1743.97,"endTime":1748.356,"body":"that loyalty isn't real loyalty, because,"},{"speaker":"Speaker B","startTime":1743.97,"endTime":1748.356,"body":"again, nobody's loyal to a brand."},{"speaker":"Speaker B","startTime":1748.42,"endTime":1750.212,"body":"They're loyal to a human."},{"speaker":"Speaker B","startTime":1750.348,"endTime":1752.7,"body":"So, like, the people that probably stuck"},{"speaker":"Speaker B","startTime":1752.732,"endTime":1756.38,"body":"around with that brand were the people that"},{"speaker":"Speaker B","startTime":1752.732,"endTime":1756.38,"body":"were like, oh, well, like, I gotta keep"},{"speaker":"Speaker B","startTime":1756.412,"endTime":1757.204,"body":"shopping with Marcus."},{"speaker":"Speaker B","startTime":1757.244,"endTime":1758.02,"body":"Like, I can't."},{"speaker":"Speaker B","startTime":1758.132,"endTime":1760.66,"body":"I know, I love those yoga pants of that other"},{"speaker":"Speaker B","startTime":1758.132,"endTime":1760.66,"body":"brand, but I can't."},{"speaker":"Speaker A","startTime":1760.692,"endTime":1764.844,"body":"Leave Marcus if I'm selling yoga"},{"speaker":"Speaker A","startTime":1760.692,"endTime":1764.844,"body":"pants."},{"speaker":"Speaker A","startTime":1764.884,"endTime":1770.748,"body":"At some point, either things went really,"},{"speaker":"Speaker A","startTime":1764.884,"endTime":1770.748,"body":"really well or took a pivotal, um."},{"speaker":"Speaker B","startTime":1770.876,"endTime":1773.172,"body":"And spit out my coffee."},{"speaker":"Speaker A","startTime":1773.308,"endTime":1777.044,"body":"I have, I haven't squeezed into"},{"speaker":"Speaker A","startTime":1773.308,"endTime":1777.044,"body":"yoga pants ever."},{"speaker":"Speaker A","startTime":1777.124,"endTime":1780.38,"body":"Um, but, you know, if maybe recently."},{"speaker":"Speaker B","startTime":1780.452,"endTime":1784.54,"body":"Hit my running phase in life, so I"},{"speaker":"Speaker B","startTime":1780.452,"endTime":1784.54,"body":"have bought spandex to, like, wear under my"},{"speaker":"Speaker B","startTime":1784.572,"endTime":1785.876,"body":"shorts when I go running."},{"speaker":"Speaker A","startTime":1786.02,"endTime":1786.324,"body":"Yeah."},{"speaker":"Speaker B","startTime":1786.364,"endTime":1787.852,"body":"So that is a new thing in my life."},{"speaker":"Speaker B","startTime":1787.908,"endTime":1790.74,"body":"But, yeah, no, technically yoga pants yet."},{"speaker":"Speaker A","startTime":1790.892,"endTime":1792.844,"body":"Yeah, no, I, I've got the same"},{"speaker":"Speaker A","startTime":1790.892,"endTime":1792.844,"body":"thing."},{"speaker":"Speaker A","startTime":1792.884,"endTime":1796.924,"body":"Maybe, maybe they do qualify in some parts of"},{"speaker":"Speaker A","startTime":1792.884,"endTime":1796.924,"body":"the world as yoga pants, but, but we'll see."},{"speaker":"Speaker B","startTime":1796.964,"endTime":1799.284,"body":"You and I are gonna, you and I"},{"speaker":"Speaker B","startTime":1796.964,"endTime":1799.284,"body":"should make, like, some kind of bet."},{"speaker":"Speaker B","startTime":1799.324,"endTime":1803.204,"body":"Maybe, like, if one of us, one of our"},{"speaker":"Speaker B","startTime":1799.324,"endTime":1803.204,"body":"companies gets our, our great white Buffalo"},{"speaker":"Speaker B","startTime":1803.244,"endTime":1807.7,"body":"first, the other person has to show up to the"},{"speaker":"Speaker B","startTime":1803.244,"endTime":1807.7,"body":"next event with yoga pants on something like"},{"speaker":"Speaker B","startTime":1807.732,"endTime":1810.172,"body":"that, we can work it out off Mike."},{"speaker":"Speaker A","startTime":1810.348,"endTime":1811.82,"body":"Yeah, off the record."},{"speaker":"Speaker A","startTime":1811.932,"endTime":1812.772,"body":"That sounds good."},{"speaker":"Speaker A","startTime":1812.828,"endTime":1814.464,"body":"That sounds like a really good deal."},{"speaker":"Speaker A","startTime":1815.324,"endTime":1818.196,"body":"All right, man, well, we will wrap this up."},{"speaker":"Speaker A","startTime":1818.38,"endTime":1820.972,"body":"What are you focused on?"},{"speaker":"Speaker A","startTime":1818.38,"endTime":1820.972,"body":"What are you keeping an eye on for the rest of"},{"speaker":"Speaker A","startTime":1820.988,"endTime":1821.744,"body":"the year?"},{"speaker":"Speaker B","startTime":1822.624,"endTime":1828.52,"body":"Honestly, if I can, to be"},{"speaker":"Speaker B","startTime":1822.624,"endTime":1828.52,"body":"transparent, we had such an awesome q one and"},{"speaker":"Speaker B","startTime":1828.552,"endTime":1832.764,"body":"brought on so many great brands that I'm just"},{"speaker":"Speaker B","startTime":1828.552,"endTime":1832.764,"body":"trying to keep the momentum rolling."},{"speaker":"Speaker B","startTime":1833.624,"endTime":1840.736,"body":"I think luxury retail, the space that you and"},{"speaker":"Speaker B","startTime":1833.624,"endTime":1840.736,"body":"I play in, is really on the up and up right"},{"speaker":"Speaker B","startTime":1840.76,"endTime":1841.112,"body":"now."},{"speaker":"Speaker B","startTime":1841.208,"endTime":1843.36,"body":"I think they had a very, very good holiday,"},{"speaker":"Speaker B","startTime":1843.472,"endTime":1845.44,"body":"and I think they're having a really good start"},{"speaker":"Speaker B","startTime":1843.472,"endTime":1845.44,"body":"to the year."},{"speaker":"Speaker B","startTime":1845.472,"endTime":1850.004,"body":"So I just want to keep that momentum rolling"},{"speaker":"Speaker B","startTime":1845.472,"endTime":1850.004,"body":"and hope that, like, brands keep feeling those"},{"speaker":"Speaker B","startTime":1850.044,"endTime":1854.508,"body":"good vibes, because I know there are certainly"},{"speaker":"Speaker B","startTime":1850.044,"endTime":1854.508,"body":"parts of last year that brands were being a"},{"speaker":"Speaker B","startTime":1854.516,"endTime":1857.636,"body":"little bit more skeptical, a little bit more"},{"speaker":"Speaker B","startTime":1854.516,"endTime":1857.636,"body":"on edge, but it feels like a lot of that's"},{"speaker":"Speaker B","startTime":1857.66,"endTime":1858.092,"body":"gone away."},{"speaker":"Speaker B","startTime":1858.148,"endTime":1860.508,"body":"So I'm focused on keeping the good times"},{"speaker":"Speaker B","startTime":1860.556,"endTime":1862.548,"body":"rolling and, like, bringing more brands on."},{"speaker":"Speaker A","startTime":1862.716,"endTime":1864.54,"body":"Amen. I'll drink to that."},{"speaker":"Speaker A","startTime":1864.732,"endTime":1865.348,"body":"Yeah."},{"speaker":"Speaker A","startTime":1865.476,"endTime":1865.932,"body":"All right."},{"speaker":"Speaker B","startTime":1865.988,"endTime":1866.74,"body":"Our coffees, though."},{"speaker":"Speaker B","startTime":1866.772,"endTime":1868.996,"body":"It's a little early to drink anything."},{"speaker":"Speaker A","startTime":1869.06,"endTime":1870.904,"body":"I've got my water here."},{"speaker":"Speaker A","startTime":1871.604,"endTime":1872.252,"body":"All right, man."},{"speaker":"Speaker A","startTime":1872.308,"endTime":1873.62,"body":"Well, it was great to have you."},{"speaker":"Speaker A","startTime":1873.652,"endTime":1874.784,"body":"Thank you so much."},{"speaker":"Speaker A","startTime":1875.284,"endTime":1876.624,"body":"We'll be seeing you soon."},{"speaker":"Speaker B","startTime":1876.964,"endTime":1878.564,"body":"Yeah, I'll see you this summer at"},{"speaker":"Speaker B","startTime":1876.964,"endTime":1878.564,"body":"least."},{"speaker":"Speaker A","startTime":1878.684,"endTime":1879.932,"body":"Yeah, yeah, for sure."},{"speaker":"Speaker A","startTime":1880.028,"endTime":1881.02,"body":"All right, take care, man."},{"speaker":"Speaker B","startTime":1881.052,"endTime":1881.764,"body":"Have a good one, guys."},{"speaker":"Speaker B","startTime":1881.844,"endTime":1882.504,"body":"Bye."},{"speaker":"Speaker A","startTime":1885.684,"endTime":1888.812,"body":"Thank you for tuning in to this"},{"speaker":"Speaker A","startTime":1885.684,"endTime":1888.812,"body":"episode of the podcast, which is presented by"},{"speaker":"Speaker A","startTime":1888.828,"endTime":1889.7,"body":"new store."},{"speaker":"Speaker A","startTime":1889.852,"endTime":1891.644,"body":"We'll catch you next time on the MSR."}]}