{"version":"1.0.0","segments":[{"speaker":"Crystal Vilkaitis","startTime":0.0,"endTime":3.669,"body":"If you have inventory"},{"speaker":"Crystal Vilkaitis","startTime":0.0,"endTime":3.669,"body":"that is sitting around, you just can't"},{"speaker":"Crystal Vilkaitis","startTime":3.669,"endTime":8.23,"body":"sell no matter how old it is and you"},{"speaker":"Crystal Vilkaitis","startTime":3.669,"endTime":8.23,"body":"want to get rid of that inventory"},{"speaker":"Crystal Vilkaitis","startTime":8.23,"endTime":9.66,"body":"and make your money back from it."},{"speaker":"Crystal Vilkaitis","startTime":10.27,"endTime":11.52,"body":"This episode is for you."},{"speaker":"Crystal Vilkaitis","startTime":11.86,"endTime":17.22,"body":"If you want to build a very successful"},{"speaker":"Crystal Vilkaitis","startTime":11.86,"endTime":17.22,"body":"retail store that maybe you one day exit,"},{"speaker":"Crystal Vilkaitis","startTime":17.23,"endTime":22.189,"body":"you sell it, you hand it down to your kids"},{"speaker":"Crystal Vilkaitis","startTime":17.23,"endTime":22.189,"body":"and employee buys it, whatever it may be."},{"speaker":"Crystal Vilkaitis","startTime":22.499,"endTime":26.419,"body":"You want to build this successful retail"},{"speaker":"Crystal Vilkaitis","startTime":22.499,"endTime":26.419,"body":"store, then this episode is for you."},{"speaker":"Crystal Vilkaitis","startTime":26.759,"endTime":32.125,"body":"You want a masterclass in less"},{"speaker":"Crystal Vilkaitis","startTime":26.759,"endTime":32.125,"body":"than an hour on independent retail,"},{"speaker":"Crystal Vilkaitis","startTime":32.435,"endTime":34.025,"body":"then this episode is for you."},{"speaker":"Crystal Vilkaitis","startTime":34.065,"endTime":35.375,"body":"Oh my goodness."},{"speaker":"Crystal Vilkaitis","startTime":35.485,"endTime":38.435,"body":"I've got so much to share with"},{"speaker":"Crystal Vilkaitis","startTime":35.485,"endTime":38.435,"body":"you in this episode because of my"},{"speaker":"Crystal Vilkaitis","startTime":38.445,"endTime":44.184,"body":"guest, Melodie Van der Baan, who is"},{"speaker":"Crystal Vilkaitis","startTime":38.445,"endTime":44.184,"body":"just dropping the retail knowledge."},{"speaker":"Crystal Vilkaitis","startTime":44.455,"endTime":50.064,"body":"She is incredible and also has built"},{"speaker":"Crystal Vilkaitis","startTime":44.455,"endTime":50.064,"body":"a very interesting business called"},{"speaker":"Crystal Vilkaitis","startTime":50.094,"endTime":55.345,"body":"Max Retail that helps you sell"},{"speaker":"Crystal Vilkaitis","startTime":50.094,"endTime":55.345,"body":"your inventory that you can't sell."},{"speaker":"Crystal Vilkaitis","startTime":55.495,"endTime":56.394,"body":"You get money for it."},{"speaker":"Crystal Vilkaitis","startTime":56.395,"endTime":57.625,"body":"It gets out of your store."},{"speaker":"Crystal Vilkaitis","startTime":57.625,"endTime":58.885,"body":"It's not your problem."},{"speaker":"Crystal Vilkaitis","startTime":59.195,"endTime":62.895,"body":"And we break down everything about"},{"speaker":"Crystal Vilkaitis","startTime":59.195,"endTime":62.895,"body":"that service and that offering in"},{"speaker":"Crystal Vilkaitis","startTime":62.895,"endTime":66.945,"body":"this episode, as well as how to"},{"speaker":"Crystal Vilkaitis","startTime":62.895,"endTime":66.945,"body":"build a successful retail store."},{"speaker":"Crystal Vilkaitis","startTime":66.945,"endTime":69.475,"body":"Melodie used to be a retailer herself."},{"speaker":"Crystal Vilkaitis","startTime":69.565,"endTime":74.695,"body":"You can tell she is very systematized"},{"speaker":"Crystal Vilkaitis","startTime":69.565,"endTime":74.695,"body":"and has processes and has, was a"},{"speaker":"Crystal Vilkaitis","startTime":74.695,"endTime":78.435,"body":"successful retailer, and she is sharing"},{"speaker":"Crystal Vilkaitis","startTime":74.695,"endTime":78.435,"body":"those things with you in this episode."},{"speaker":"Crystal Vilkaitis","startTime":78.435,"endTime":80.335,"body":"You're going to get so much out of it."},{"speaker":"Crystal Vilkaitis","startTime":80.365,"endTime":81.525,"body":"I can't wait for you to listen."},{"speaker":"Crystal Vilkaitis","startTime":81.525,"endTime":82.785,"body":"So let's dive in."},{"speaker":"Crystal Vilkaitis","startTime":88.128,"endTime":89.648,"body":"Welcome to Rooted in Retail."},{"speaker":"Crystal Vilkaitis","startTime":89.878,"endTime":91.648,"body":"I'm your host, Crystal Vilkaitis."},{"speaker":"Crystal Vilkaitis","startTime":92.028,"endTime":96.838,"body":"Here, we have engaging and informative"},{"speaker":"Crystal Vilkaitis","startTime":92.028,"endTime":96.838,"body":"conversations with successful indie"},{"speaker":"Crystal Vilkaitis","startTime":96.838,"endTime":98.558,"body":"retailers and industry experts."},{"speaker":"Crystal Vilkaitis","startTime":99.058,"endTime":101.658,"body":"Together, we learn, connect, and grow."},{"speaker":"Crystal Vilkaitis","startTime":102.228,"endTime":105.238,"body":"Don't miss our live after the"},{"speaker":"Crystal Vilkaitis","startTime":102.228,"endTime":105.238,"body":"show every Tuesday night in the"},{"speaker":"Crystal Vilkaitis","startTime":105.238,"endTime":106.858,"body":"Rooted in Retail Facebook group."},{"speaker":"Crystal Vilkaitis","startTime":107.628,"endTime":110.178,"body":"Alright, here's today's episode."},{"speaker":"Crystal Vilkaitis","startTime":113.791,"endTime":116.581,"body":"Melodie, welcome to Rooted in Retail."},{"speaker":"Crystal Vilkaitis","startTime":116.581,"endTime":117.971,"body":"I'm thrilled you're here."},{"speaker":"Melodie Van der Baan","startTime":118.591,"endTime":119.911,"body":"Thank you for having me."},{"speaker":"Crystal Vilkaitis","startTime":120.341,"endTime":120.911,"body":"Yes."},{"speaker":"Crystal Vilkaitis","startTime":121.191,"endTime":126.201,"body":"So before we dive in, in today's"},{"speaker":"Crystal Vilkaitis","startTime":121.191,"endTime":126.201,"body":"conversation, which I'm so excited"},{"speaker":"Crystal Vilkaitis","startTime":126.201,"endTime":129.041,"body":"to bring to our retailers, cause"},{"speaker":"Crystal Vilkaitis","startTime":126.201,"endTime":129.041,"body":"you're doing some really cool things"},{"speaker":"Crystal Vilkaitis","startTime":129.051,"endTime":130.951,"body":"that I just recently learned about."},{"speaker":"Crystal Vilkaitis","startTime":130.961,"endTime":134.991,"body":"So I can't wait for our conversation,"},{"speaker":"Crystal Vilkaitis","startTime":130.961,"endTime":134.991,"body":"but will you just take a couple of"},{"speaker":"Crystal Vilkaitis","startTime":134.991,"endTime":138.201,"body":"minutes and share a little bit more"},{"speaker":"Crystal Vilkaitis","startTime":134.991,"endTime":138.201,"body":"about you and your retail journey?"},{"speaker":"Melodie Van der Baan","startTime":138.861,"endTime":139.611,"body":"Absolutely."},{"speaker":"Melodie Van der Baan","startTime":139.921,"endTime":142.641,"body":"So I started out as a road rep, right?"},{"speaker":"Melodie Van der Baan","startTime":142.661,"endTime":145.821,"body":"Like so many of you who became retailers."},{"speaker":"Melodie Van der Baan","startTime":145.861,"endTime":151.571,"body":"And I drove across the country from South"},{"speaker":"Melodie Van der Baan","startTime":145.861,"endTime":151.571,"body":"Florida, up to Boston, over to Chicago,"},{"speaker":"Melodie Van der Baan","startTime":151.571,"endTime":155.681,"body":"down to San Antonio and everywhere in"},{"speaker":"Melodie Van der Baan","startTime":151.571,"endTime":155.681,"body":"between selling to independent retailers."},{"speaker":"Melodie Van der Baan","startTime":156.311,"endTime":159.861,"body":"And then in 2012, I became a retailer"},{"speaker":"Melodie Van der Baan","startTime":156.311,"endTime":159.861,"body":"myself, opening a store in Palm Beach"},{"speaker":"Melodie Van der Baan","startTime":159.861,"endTime":161.701,"body":"Gardens, Florida called Blessed Boutique."},{"speaker":"Melodie Van der Baan","startTime":161.975,"endTime":164.305,"body":"And I enjoyed that journey for"},{"speaker":"Melodie Van der Baan","startTime":161.975,"endTime":164.305,"body":"nine years before selling it."},{"speaker":"Melodie Van der Baan","startTime":164.85,"endTime":168.98,"body":"And today I have a company called"},{"speaker":"Melodie Van der Baan","startTime":164.85,"endTime":168.98,"body":"Max Retail, where we empower"},{"speaker":"Melodie Van der Baan","startTime":168.98,"endTime":172.24,"body":"independent retailers to sell their"},{"speaker":"Melodie Van der Baan","startTime":168.98,"endTime":172.24,"body":"excess inventory with ease online."},{"speaker":"Crystal Vilkaitis","startTime":173.665,"endTime":174.135,"body":"Awesome."},{"speaker":"Crystal Vilkaitis","startTime":174.435,"endTime":178.725,"body":"Okay, I didn't know because we"},{"speaker":"Crystal Vilkaitis","startTime":174.435,"endTime":178.725,"body":"just met last month in June,"},{"speaker":"Crystal Vilkaitis","startTime":178.735,"endTime":179.925,"body":"we're filming this in July."},{"speaker":"Crystal Vilkaitis","startTime":180.185,"endTime":183.135,"body":"I did not know that you"},{"speaker":"Crystal Vilkaitis","startTime":180.185,"endTime":183.135,"body":"were also a retailer."},{"speaker":"Crystal Vilkaitis","startTime":183.135,"endTime":185.585,"body":"So you totally get our audience."},{"speaker":"Crystal Vilkaitis","startTime":185.595,"endTime":187.255,"body":"Like you have been there."},{"speaker":"Crystal Vilkaitis","startTime":187.255,"endTime":187.794,"body":"You know what it's like."},{"speaker":"Crystal Vilkaitis","startTime":187.795,"endTime":192.455,"body":"It's like, and hence why you created Max"},{"speaker":"Crystal Vilkaitis","startTime":187.795,"endTime":192.455,"body":"Retail, which is such a great solution."},{"speaker":"Crystal Vilkaitis","startTime":192.455,"endTime":195.315,"body":"So we're going to kind of dive"},{"speaker":"Crystal Vilkaitis","startTime":192.455,"endTime":195.315,"body":"right in and start talking about"},{"speaker":"Crystal Vilkaitis","startTime":195.315,"endTime":198.915,"body":"that and inventory, because"},{"speaker":"Crystal Vilkaitis","startTime":195.315,"endTime":198.915,"body":"managing excess inventory can"},{"speaker":"Crystal Vilkaitis","startTime":198.915,"endTime":200.735,"body":"be challenging for retailers."},{"speaker":"Crystal Vilkaitis","startTime":201.015,"endTime":205.985,"body":"What are some pro tips for deciding"},{"speaker":"Crystal Vilkaitis","startTime":201.015,"endTime":205.985,"body":"which inventory to get rid of and how"},{"speaker":"Crystal Vilkaitis","startTime":205.985,"endTime":211.495,"body":"can retailers maximize their returns"},{"speaker":"Crystal Vilkaitis","startTime":205.985,"endTime":211.495,"body":"on these items using Max Retail?"},{"speaker":"Melodie Van der Baan","startTime":212.03,"endTime":212.44,"body":"Sure."},{"speaker":"Melodie Van der Baan","startTime":213.05,"endTime":216.37,"body":"I think knowing how old your"},{"speaker":"Melodie Van der Baan","startTime":213.05,"endTime":216.37,"body":"inventory is one of the most"},{"speaker":"Melodie Van der Baan","startTime":216.37,"endTime":218.17,"body":"important things you can be aware of."},{"speaker":"Melodie Van der Baan","startTime":218.68,"endTime":221.99,"body":"And it's challenging because"},{"speaker":"Melodie Van der Baan","startTime":218.68,"endTime":221.99,"body":"we're going 100 miles a minute,"},{"speaker":"Melodie Van der Baan","startTime":222.43,"endTime":226.84,"body":"as a retailer, and in 8 different"},{"speaker":"Melodie Van der Baan","startTime":222.43,"endTime":226.84,"body":"directions at any moment in time."},{"speaker":"Melodie Van der Baan","startTime":227.47,"endTime":232.66,"body":"And sometimes you're thinking, Oh my"},{"speaker":"Melodie Van der Baan","startTime":227.47,"endTime":232.66,"body":"goodness, of course that sandal is old."},{"speaker":"Melodie Van der Baan","startTime":232.86,"endTime":237.49,"body":"Well, because it's now 60 degrees"},{"speaker":"Melodie Van der Baan","startTime":232.86,"endTime":237.49,"body":"in October, but being mindful of"},{"speaker":"Melodie Van der Baan","startTime":237.5,"endTime":239.21,"body":"that in advance is super important."},{"speaker":"Melodie Van der Baan","startTime":239.24,"endTime":243.06,"body":"And that's why I strongly suggest"},{"speaker":"Melodie Van der Baan","startTime":239.24,"endTime":243.06,"body":"every retailer diving into your"},{"speaker":"Melodie Van der Baan","startTime":243.06,"endTime":246.67,"body":"point of sale and knowing how"},{"speaker":"Melodie Van der Baan","startTime":243.06,"endTime":246.67,"body":"to run an aged inventory report."},{"speaker":"Melodie Van der Baan","startTime":247.46,"endTime":251.89,"body":"In my opinion, this should be a weekly"},{"speaker":"Melodie Van der Baan","startTime":247.46,"endTime":251.89,"body":"occurrence, but even if you can just"},{"speaker":"Melodie Van der Baan","startTime":251.89,"endTime":256.73,"body":"set a calendar invite for the last"},{"speaker":"Melodie Van der Baan","startTime":251.89,"endTime":256.73,"body":"day of the month to remind yourself"},{"speaker":"Melodie Van der Baan","startTime":256.93,"endTime":258.88,"body":"to at least run your on hand report."},{"speaker":"Melodie Van der Baan","startTime":259.31,"endTime":260.27,"body":"And then what do you do with that?"},{"speaker":"Melodie Van der Baan","startTime":260.3,"endTime":263.58,"body":"Well, I know today when we're seeing"},{"speaker":"Melodie Van der Baan","startTime":260.3,"endTime":263.58,"body":"those sandals that have been there"},{"speaker":"Melodie Van der Baan","startTime":263.59,"endTime":266.1,"body":"and they're suddenly in October,"},{"speaker":"Melodie Van der Baan","startTime":263.59,"endTime":266.1,"body":"we're putting them on sale, right?"},{"speaker":"Melodie Van der Baan","startTime":266.1,"endTime":269.47,"body":"We're like, \"Hey, let's just put a"},{"speaker":"Melodie Van der Baan","startTime":266.1,"endTime":269.47,"body":"little sticker on that says 50 percent"},{"speaker":"Melodie Van der Baan","startTime":269.47,"endTime":270.66,"body":"off and try to get as fast as we can.\""},{"speaker":"Melodie Van der Baan","startTime":271.02,"endTime":274.93,"body":"Which is awesome, but I think we"},{"speaker":"Melodie Van der Baan","startTime":271.02,"endTime":274.93,"body":"all know how it feels when that"},{"speaker":"Melodie Van der Baan","startTime":274.94,"endTime":278.96,"body":"customer walks in and they say,"},{"speaker":"Melodie Van der Baan","startTime":274.94,"endTime":278.96,"body":"\"Well, I bought those at full price."},{"speaker":"Melodie Van der Baan","startTime":279.0,"endTime":280.2,"body":"Why are they on sale now?\""},{"speaker":"Melodie Van der Baan","startTime":280.59,"endTime":281.82,"body":"It's so uncomfortable."},{"speaker":"Melodie Van der Baan","startTime":282.1,"endTime":285.38,"body":"And it's actually the reason why"},{"speaker":"Melodie Van der Baan","startTime":282.1,"endTime":285.38,"body":"I resisted markdowns for my first"},{"speaker":"Melodie Van der Baan","startTime":285.41,"endTime":288.74,"body":"eight years of owning a store,"},{"speaker":"Melodie Van der Baan","startTime":285.41,"endTime":288.74,"body":"because I hated when that happened."},{"speaker":"Melodie Van der Baan","startTime":288.74,"endTime":290.08,"body":"I was so uncomfortable."},{"speaker":"Melodie Van der Baan","startTime":290.9,"endTime":293.58,"body":"And yet, we know markdowns"},{"speaker":"Melodie Van der Baan","startTime":290.9,"endTime":293.58,"body":"are a necessary evil."},{"speaker":"Melodie Van der Baan","startTime":294.44,"endTime":295.88,"body":"But what are our alternatives?"},{"speaker":"Melodie Van der Baan","startTime":295.95,"endTime":297.61,"body":"Max Retail is a really great alternative."},{"speaker":"Melodie Van der Baan","startTime":298.03,"endTime":300.92,"body":"So with Max Retail, what you're able"},{"speaker":"Melodie Van der Baan","startTime":298.03,"endTime":300.92,"body":"to do is once you know something"},{"speaker":"Melodie Van der Baan","startTime":300.92,"endTime":304.2,"body":"is getting dusty, aging out, right?"},{"speaker":"Melodie Van der Baan","startTime":304.22,"endTime":308.19,"body":"And you need that money to buy something"},{"speaker":"Melodie Van der Baan","startTime":304.22,"endTime":308.19,"body":"that's now coming in next week, or"},{"speaker":"Melodie Van der Baan","startTime":308.19,"endTime":309.76,"body":"maybe you still have to pay the vendor."},{"speaker":"Melodie Van der Baan","startTime":310.19,"endTime":314.16,"body":"You can just simply tag that item in"},{"speaker":"Melodie Van der Baan","startTime":310.19,"endTime":314.16,"body":"Shopify or in Lightspeed that sends"},{"speaker":"Melodie Van der Baan","startTime":314.19,"endTime":317.39,"body":"a product feed to Max Retail, and we"},{"speaker":"Melodie Van der Baan","startTime":314.19,"endTime":317.39,"body":"know that you need help selling it."},{"speaker":"Melodie Van der Baan","startTime":318.14,"endTime":323.155,"body":"If you have any other point of"},{"speaker":"Melodie Van der Baan","startTime":318.14,"endTime":323.155,"body":"sale, you can simply send our team"},{"speaker":"Melodie Van der Baan","startTime":323.195,"endTime":326.565,"body":"that aged inventory report and"},{"speaker":"Melodie Van der Baan","startTime":323.195,"endTime":326.565,"body":"we will list those items for you."},{"speaker":"Melodie Van der Baan","startTime":326.995,"endTime":327.985,"body":"We'll find the images."},{"speaker":"Melodie Van der Baan","startTime":328.225,"endTime":329.465,"body":"We'll write the descriptions."},{"speaker":"Melodie Van der Baan","startTime":329.725,"endTime":333.545,"body":"We'll find out on those jeans, the"},{"speaker":"Melodie Van der Baan","startTime":329.725,"endTime":333.545,"body":"rise, in seam, wash care, country of"},{"speaker":"Melodie Van der Baan","startTime":333.545,"endTime":335.295,"body":"origin, so that you don't have to."},{"speaker":"Melodie Van der Baan","startTime":335.895,"endTime":336.845,"body":"And then what are we doing?"},{"speaker":"Melodie Van der Baan","startTime":337.135,"endTime":341.635,"body":"Well, Max Retail goes out and forges"},{"speaker":"Melodie Van der Baan","startTime":337.135,"endTime":341.635,"body":"relationships with major e commerce"},{"speaker":"Melodie Van der Baan","startTime":341.635,"endTime":346.145,"body":"sites and retail marketplaces so"},{"speaker":"Melodie Van der Baan","startTime":341.635,"endTime":346.145,"body":"that your sale rack gets in front"},{"speaker":"Melodie Van der Baan","startTime":346.145,"endTime":349.105,"body":"of over 400 million end consumers."},{"speaker":"Crystal Vilkaitis","startTime":349.625,"endTime":349.945,"body":"Wow."},{"speaker":"Melodie Van der Baan","startTime":350.355,"endTime":351.595,"body":"Without"},{"speaker":"Melodie Van der Baan","startTime":350.355,"endTime":351.595,"body":"you having to do anything."},{"speaker":"Crystal Vilkaitis","startTime":352.435,"endTime":353.495,"body":"No kidding."},{"speaker":"Crystal Vilkaitis","startTime":353.605,"endTime":353.765,"body":"This"},{"speaker":"Melodie Van der Baan","startTime":353.775,"endTime":354.775,"body":"Yeah, it's super fun."},{"speaker":"Melodie Van der Baan","startTime":355.185,"endTime":359.475,"body":"And so the nice thing is, all right,"},{"speaker":"Melodie Van der Baan","startTime":355.185,"endTime":359.475,"body":"you ran the report, you listed that"},{"speaker":"Melodie Van der Baan","startTime":359.475,"endTime":363.205,"body":"inventory on Max Retail, and now"},{"speaker":"Melodie Van der Baan","startTime":359.475,"endTime":363.205,"body":"you just go about your business."},{"speaker":"Melodie Van der Baan","startTime":363.205,"endTime":366.195,"body":"You go back to doing all the things"},{"speaker":"Melodie Van der Baan","startTime":363.205,"endTime":366.195,"body":"that make your business money."},{"speaker":"Melodie Van der Baan","startTime":366.265,"endTime":369.585,"body":"And Max Retail sends you an order that"},{"speaker":"Melodie Van der Baan","startTime":366.265,"endTime":369.585,"body":"says, great news, those jeans have sold."},{"speaker":"Melodie Van der Baan","startTime":370.215,"endTime":373.145,"body":"You approve the order,"},{"speaker":"Melodie Van der Baan","startTime":370.215,"endTime":373.145,"body":"immediately get a prepaid label."},{"speaker":"Melodie Van der Baan","startTime":373.225,"endTime":375.655,"body":"And once you send it out, you"},{"speaker":"Melodie Van der Baan","startTime":373.225,"endTime":375.655,"body":"get back your wholesale cost"},{"speaker":"Melodie Van der Baan","startTime":375.995,"endTime":377.295,"body":"and we take a 15 percent fee."},{"speaker":"Crystal Vilkaitis","startTime":378.19,"endTime":379.2,"body":"Wow, okay."},{"speaker":"Crystal Vilkaitis","startTime":379.38,"endTime":382.14,"body":"Yeah, of course, I'm wondering"},{"speaker":"Crystal Vilkaitis","startTime":379.38,"endTime":382.14,"body":"the economics of this and"},{"speaker":"Crystal Vilkaitis","startTime":382.14,"endTime":383.25,"body":"our listeners are too."},{"speaker":"Crystal Vilkaitis","startTime":383.3,"endTime":384.95,"body":"So this makes it incredibly easy."},{"speaker":"Crystal Vilkaitis","startTime":385.06,"endTime":386.87,"body":"The retailer, they're so busy."},{"speaker":"Crystal Vilkaitis","startTime":386.87,"endTime":387.63,"body":"You were there."},{"speaker":"Crystal Vilkaitis","startTime":387.63,"endTime":391.57,"body":"So they can just basically say,"},{"speaker":"Crystal Vilkaitis","startTime":387.63,"endTime":391.57,"body":"okay, this I've heard you should"},{"speaker":"Crystal Vilkaitis","startTime":391.57,"endTime":393.61,"body":"never have a birthday for inventory."},{"speaker":"Crystal Vilkaitis","startTime":393.61,"endTime":394.57,"body":"Do you agree with that?"},{"speaker":"Melodie Van der Baan","startTime":396.755,"endTime":397.865,"body":"That's pretty epic."},{"speaker":"Crystal Vilkaitis","startTime":398.11,"endTime":398.32,"body":"Yeah,"},{"speaker":"Melodie Van der Baan","startTime":398.675,"endTime":399.395,"body":"I love that."},{"speaker":"Crystal Vilkaitis","startTime":399.71,"endTime":403.31,"body":"I heard that from"},{"speaker":"Crystal Vilkaitis","startTime":399.71,"endTime":403.31,"body":"Dane Cohen with Management One and I"},{"speaker":"Crystal Vilkaitis","startTime":403.33,"endTime":405.26,"body":"think Kathy Wagner with Retail Maven."},{"speaker":"Crystal Vilkaitis","startTime":405.27,"endTime":407.83,"body":"So like, we don't want to"},{"speaker":"Crystal Vilkaitis","startTime":405.27,"endTime":407.83,"body":"be celebrating birthdays."},{"speaker":"Crystal Vilkaitis","startTime":407.83,"endTime":409.75,"body":"We want to make sure we're"},{"speaker":"Crystal Vilkaitis","startTime":407.83,"endTime":409.75,"body":"moving the inventory."},{"speaker":"Crystal Vilkaitis","startTime":409.75,"endTime":412.69,"body":"So if they're synced up Shopify,"},{"speaker":"Crystal Vilkaitis","startTime":409.75,"endTime":412.69,"body":"Light Speed, that's easy, but"},{"speaker":"Crystal Vilkaitis","startTime":412.69,"endTime":413.83,"body":"they don't have to be using that."},{"speaker":"Crystal Vilkaitis","startTime":413.84,"endTime":414.89,"body":"They can send it to you."},{"speaker":"Crystal Vilkaitis","startTime":415.32,"endTime":416.3,"body":"You're then going to list it."},{"speaker":"Crystal Vilkaitis","startTime":416.3,"endTime":420.236,"body":"When you say, did you say 400"},{"speaker":"Crystal Vilkaitis","startTime":416.3,"endTime":420.236,"body":"million consumers that the product?"},{"speaker":"Crystal Vilkaitis","startTime":420.236,"endTime":423.996,"body":"Okay so will you give us a breakdown"},{"speaker":"Crystal Vilkaitis","startTime":420.236,"endTime":423.996,"body":"of like some of those places that"},{"speaker":"Crystal Vilkaitis","startTime":424.066,"endTime":425.536,"body":"the products are being listed?"},{"speaker":"Crystal Vilkaitis","startTime":425.536,"endTime":426.176,"body":"Yes."},{"speaker":"Melodie Van der Baan","startTime":426.841,"endTime":430.421,"body":"So we work"},{"speaker":"Melodie Van der Baan","startTime":426.841,"endTime":430.421,"body":"with sites such as the common ones"},{"speaker":"Melodie Van der Baan","startTime":430.421,"endTime":434.451,"body":"that retailers might be selling"},{"speaker":"Melodie Van der Baan","startTime":430.421,"endTime":434.451,"body":"on today, like Poshmark or eBay."},{"speaker":"Melodie Van der Baan","startTime":434.491,"endTime":434.901,"body":"Right."},{"speaker":"Melodie Van der Baan","startTime":435.211,"endTime":439.121,"body":"And we all know it's a lot"},{"speaker":"Melodie Van der Baan","startTime":435.211,"endTime":439.121,"body":"of work to sell online."},{"speaker":"Melodie Van der Baan","startTime":439.661,"endTime":445.656,"body":"It's a lot of work listing, responding to"},{"speaker":"Melodie Van der Baan","startTime":439.661,"endTime":445.656,"body":"the customer questions, them haggling with"},{"speaker":"Melodie Van der Baan","startTime":445.656,"endTime":449.616,"body":"you and then, God forbid, they actually"},{"speaker":"Melodie Van der Baan","startTime":445.656,"endTime":449.616,"body":"want to try to return something after."},{"speaker":"Melodie Van der Baan","startTime":449.936,"endTime":454.236,"body":"And so with Max Retail, we do all of"},{"speaker":"Melodie Van der Baan","startTime":449.936,"endTime":454.236,"body":"that customer correspondence for you,"},{"speaker":"Melodie Van der Baan","startTime":454.306,"endTime":456.126,"body":"all of that offer things for you."},{"speaker":"Melodie Van der Baan","startTime":456.146,"endTime":458.536,"body":"And even there are no"},{"speaker":"Melodie Van der Baan","startTime":456.146,"endTime":458.536,"body":"returns with Max Retail."},{"speaker":"Melodie Van der Baan","startTime":458.856,"endTime":461.756,"body":"And then we work with more"},{"speaker":"Melodie Van der Baan","startTime":458.856,"endTime":461.756,"body":"sophisticated e commerce sites as well."},{"speaker":"Melodie Van der Baan","startTime":462.166,"endTime":465.666,"body":"Those range from Canada, the"},{"speaker":"Melodie Van der Baan","startTime":462.166,"endTime":465.666,"body":"US, and even Latin America."},{"speaker":"Melodie Van der Baan","startTime":466.096,"endTime":469.516,"body":"Next year, we'll be expanding"},{"speaker":"Melodie Van der Baan","startTime":466.096,"endTime":469.516,"body":"globally with our goal of just"},{"speaker":"Melodie Van der Baan","startTime":469.606,"endTime":472.366,"body":"increasing number of units sold"},{"speaker":"Melodie Van der Baan","startTime":469.606,"endTime":472.366,"body":"for each and every of our sellers."},{"speaker":"Melodie Van der Baan","startTime":472.816,"endTime":475.846,"body":"To us, the measure of"},{"speaker":"Melodie Van der Baan","startTime":472.816,"endTime":475.846,"body":"success is seller payouts."},{"speaker":"Melodie Van der Baan","startTime":475.996,"endTime":481.876,"body":"And today, on average, our"},{"speaker":"Melodie Van der Baan","startTime":475.996,"endTime":481.876,"body":"sellers make $2,200 a month in"},{"speaker":"Melodie Van der Baan","startTime":481.876,"endTime":484.216,"body":"payouts of their excess inventory."},{"speaker":"Melodie Van der Baan","startTime":484.846,"endTime":488.236,"body":"Some of our retailers who have more"},{"speaker":"Melodie Van der Baan","startTime":484.846,"endTime":488.236,"body":"excess inventory and list frequently."},{"speaker":"Melodie Van der Baan","startTime":489.041,"endTime":491.301,"body":"They make up to $20,000"},{"speaker":"Melodie Van der Baan","startTime":489.041,"endTime":491.301,"body":"a month in payouts."},{"speaker":"Melodie Van der Baan","startTime":491.451,"endTime":496.781,"body":"But I mean, even $30,000 in additional"},{"speaker":"Melodie Van der Baan","startTime":491.451,"endTime":496.781,"body":"money from your excess, dusty, past"},{"speaker":"Melodie Van der Baan","startTime":496.781,"endTime":500.811,"body":"season inventory is a pretty good payout"},{"speaker":"Melodie Van der Baan","startTime":496.781,"endTime":500.811,"body":"than staring at it in store longer."},{"speaker":"Crystal Vilkaitis","startTime":501.096,"endTime":503.866,"body":"No kidding, and"},{"speaker":"Crystal Vilkaitis","startTime":501.096,"endTime":503.866,"body":"it's just taking space and then you're"},{"speaker":"Crystal Vilkaitis","startTime":503.866,"endTime":505.926,"body":"not able to bring in new inventory."},{"speaker":"Crystal Vilkaitis","startTime":505.926,"endTime":508.716,"body":"You can get some of that cash"},{"speaker":"Crystal Vilkaitis","startTime":505.926,"endTime":508.716,"body":"back so you can purchase like,"},{"speaker":"Crystal Vilkaitis","startTime":509.066,"endTime":510.236,"body":"it's just such a win win."},{"speaker":"Crystal Vilkaitis","startTime":510.236,"endTime":516.346,"body":"And so then how, so if I bought"},{"speaker":"Crystal Vilkaitis","startTime":510.236,"endTime":516.346,"body":"something for $10 wholesale and"},{"speaker":"Crystal Vilkaitis","startTime":516.446,"endTime":520.806,"body":"I can't move it and so now I list"},{"speaker":"Crystal Vilkaitis","startTime":516.446,"endTime":520.806,"body":"it, you're going to go and sell it."},{"speaker":"Crystal Vilkaitis","startTime":520.906,"endTime":524.226,"body":"And do you decide, like, how do"},{"speaker":"Crystal Vilkaitis","startTime":520.906,"endTime":524.226,"body":"you decide the pricing that you're"},{"speaker":"Crystal Vilkaitis","startTime":524.226,"endTime":525.336,"body":"going to sell that item for?"},{"speaker":"Melodie Van der Baan","startTime":526.121,"endTime":528.731,"body":"So first"},{"speaker":"Melodie Van der Baan","startTime":526.121,"endTime":528.731,"body":"off, our threshold for listing"},{"speaker":"Melodie Van der Baan","startTime":528.731,"endTime":530.701,"body":"inventory is $15 wholesale."},{"speaker":"Crystal Vilkaitis","startTime":530.936,"endTime":531.276,"body":"Okay."},{"speaker":"Melodie Van der Baan","startTime":531.721,"endTime":532.081,"body":"right?"},{"speaker":"Melodie Van der Baan","startTime":532.091,"endTime":534.511,"body":"So it has to be at least 15 wholesale."},{"speaker":"Melodie Van der Baan","startTime":534.891,"endTime":538.401,"body":"And then what we're going to do is"},{"speaker":"Melodie Van der Baan","startTime":534.891,"endTime":538.401,"body":"we're going to add on that price."},{"speaker":"Melodie Van der Baan","startTime":538.881,"endTime":540.381,"body":"What is the sales channel?"},{"speaker":"Melodie Van der Baan","startTime":540.401,"endTime":541.221,"body":"Like, what do they want to make?"},{"speaker":"Melodie Van der Baan","startTime":541.221,"endTime":543.581,"body":"Like, what is eBay want to"},{"speaker":"Melodie Van der Baan","startTime":541.221,"endTime":543.581,"body":"make on this transaction?"},{"speaker":"Melodie Van der Baan","startTime":543.791,"endTime":544.871,"body":"What are the shipping costs?"},{"speaker":"Melodie Van der Baan","startTime":544.871,"endTime":549.151,"body":"Because remember, we offer that"},{"speaker":"Melodie Van der Baan","startTime":544.871,"endTime":549.151,"body":"prepaid label and then a margin for,"},{"speaker":"Melodie Van der Baan","startTime":549.151,"endTime":550.811,"body":"hey, the fact that we absorb returns."},{"speaker":"Melodie Van der Baan","startTime":551.031,"endTime":554.111,"body":"And when there's a return requested,"},{"speaker":"Melodie Van der Baan","startTime":551.031,"endTime":554.111,"body":"that's like a customer that just"},{"speaker":"Melodie Van der Baan","startTime":554.111,"endTime":556.351,"body":"changes their mind and they're"},{"speaker":"Melodie Van der Baan","startTime":554.111,"endTime":556.351,"body":"like, \"I don't want to keep this.\""},{"speaker":"Melodie Van der Baan","startTime":556.381,"endTime":559.231,"body":"Cause on half of our marketplaces,"},{"speaker":"Melodie Van der Baan","startTime":556.381,"endTime":559.231,"body":"we do have to accept returns."},{"speaker":"Melodie Van der Baan","startTime":559.791,"endTime":564.371,"body":"What we know is that the last"},{"speaker":"Melodie Van der Baan","startTime":559.791,"endTime":564.371,"body":"thing our retailers want is"},{"speaker":"Melodie Van der Baan","startTime":564.371,"endTime":566.411,"body":"to ever see that item again."},{"speaker":"Melodie Van der Baan","startTime":567.141,"endTime":570.611,"body":"And so then we go and we either try"},{"speaker":"Melodie Van der Baan","startTime":567.141,"endTime":570.611,"body":"to resell it through our marketplace"},{"speaker":"Melodie Van der Baan","startTime":570.611,"endTime":573.891,"body":"network again, or we have other"},{"speaker":"Melodie Van der Baan","startTime":570.611,"endTime":573.891,"body":"partners that we will put it in like"},{"speaker":"Melodie Van der Baan","startTime":573.931,"endTime":577.661,"body":"maybe a physical store that's meant"},{"speaker":"Melodie Van der Baan","startTime":573.931,"endTime":577.661,"body":"for off price, things like that."},{"speaker":"Melodie Van der Baan","startTime":577.661,"endTime":580.101,"body":"But we have to creatively"},{"speaker":"Melodie Van der Baan","startTime":577.661,"endTime":580.101,"body":"solve for things like returns."},{"speaker":"Melodie Van der Baan","startTime":580.431,"endTime":584.641,"body":"But really at the end of the day, it's"},{"speaker":"Melodie Van der Baan","startTime":580.431,"endTime":584.641,"body":"the lowest possible price that end"},{"speaker":"Melodie Van der Baan","startTime":584.641,"endTime":586.501,"body":"consumer will be motivated to buy."},{"speaker":"Melodie Van der Baan","startTime":586.541,"endTime":590.301,"body":"That covers all the expenses we need"},{"speaker":"Melodie Van der Baan","startTime":586.541,"endTime":590.301,"body":"to cover to get the item sold where"},{"speaker":"Crystal Vilkaitis","startTime":590.421,"endTime":590.991,"body":"Got it."},{"speaker":"Crystal Vilkaitis","startTime":591.121,"endTime":595.071,"body":"And so then as the retailer, I'm"},{"speaker":"Crystal Vilkaitis","startTime":591.121,"endTime":595.071,"body":"basically like, \"I bought this for 15."},{"speaker":"Crystal Vilkaitis","startTime":595.081,"endTime":597.611,"body":"So I know I'm going to get 15 back.\""},{"speaker":"Crystal Vilkaitis","startTime":597.641,"endTime":600.181,"body":"Like, it's just pretty transparent"},{"speaker":"Crystal Vilkaitis","startTime":597.641,"endTime":600.181,"body":"of what I bought it for."},{"speaker":"Crystal Vilkaitis","startTime":600.181,"endTime":601.801,"body":"I'm just going to get my money back."},{"speaker":"Crystal Vilkaitis","startTime":601.801,"endTime":604.091,"body":"This isn't necessarily going to"},{"speaker":"Crystal Vilkaitis","startTime":601.801,"endTime":604.091,"body":"be a place where they're going"},{"speaker":"Crystal Vilkaitis","startTime":604.091,"endTime":605.941,"body":"to profit from these channels."},{"speaker":"Crystal Vilkaitis","startTime":605.941,"endTime":608.461,"body":"It's all about really just"},{"speaker":"Crystal Vilkaitis","startTime":605.941,"endTime":608.461,"body":"getting rid of this inventory."},{"speaker":"Crystal Vilkaitis","startTime":608.461,"endTime":610.031,"body":"You can't move."},{"speaker":"Crystal Vilkaitis","startTime":610.131,"endTime":610.731,"body":"Right."},{"speaker":"Melodie Van der Baan","startTime":611.026,"endTime":611.336,"body":"Right."},{"speaker":"Melodie Van der Baan","startTime":611.456,"endTime":615.476,"body":"And Crystal, we take our 15 percent"},{"speaker":"Melodie Van der Baan","startTime":611.456,"endTime":615.476,"body":"fee right from their payout."},{"speaker":"Melodie Van der Baan","startTime":615.676,"endTime":618.286,"body":"So, and that money drops into"},{"speaker":"Melodie Van der Baan","startTime":615.676,"endTime":618.286,"body":"their account as soon as the"},{"speaker":"Melodie Van der Baan","startTime":618.286,"endTime":619.436,"body":"shipping label is scanned."},{"speaker":"Melodie Van der Baan","startTime":620.036,"endTime":622.096,"body":"They don't have to wait"},{"speaker":"Melodie Van der Baan","startTime":620.036,"endTime":622.096,"body":"for it to be delivered."},{"speaker":"Melodie Van der Baan","startTime":622.286,"endTime":624.936,"body":"We wait till it's delivered"},{"speaker":"Melodie Van der Baan","startTime":622.286,"endTime":624.936,"body":"to be paid, right?"},{"speaker":"Melodie Van der Baan","startTime":625.046,"endTime":628.326,"body":"We actually have net 30 terms"},{"speaker":"Melodie Van der Baan","startTime":625.046,"endTime":628.326,"body":"with a lot of our sales channels."},{"speaker":"Melodie Van der Baan","startTime":628.326,"endTime":634.896,"body":"So Max Retails really holding  this"},{"speaker":"Melodie Van der Baan","startTime":628.326,"endTime":634.896,"body":"financial obligation because we"},{"speaker":"Melodie Van der Baan","startTime":634.896,"endTime":637.756,"body":"understand that independent retailers"},{"speaker":"Melodie Van der Baan","startTime":634.896,"endTime":637.756,"body":"need that money as soon as possible."},{"speaker":"Melodie Van der Baan","startTime":639.366,"endTime":640.996,"body":"We have had conversations"},{"speaker":"Melodie Van der Baan","startTime":639.366,"endTime":640.996,"body":"with our retailers."},{"speaker":"Melodie Van der Baan","startTime":640.996,"endTime":644.516,"body":"They're like, \"Well, if it's 85 percent"},{"speaker":"Melodie Van der Baan","startTime":640.996,"endTime":644.516,"body":"of my cost back, it's not my cost."},{"speaker":"Melodie Van der Baan","startTime":644.516,"endTime":645.636,"body":"It's not my wholesale cost.\""},{"speaker":"Melodie Van der Baan","startTime":645.966,"endTime":651.256,"body":"But what I like to explain is if you"},{"speaker":"Melodie Van der Baan","startTime":645.966,"endTime":651.256,"body":"have it in store and it takes you"},{"speaker":"Melodie Van der Baan","startTime":651.266,"endTime":655.716,"body":"six months to get your cost back when"},{"speaker":"Melodie Van der Baan","startTime":651.266,"endTime":655.716,"body":"Max Retail could have sold it in one."},{"speaker":"Melodie Van der Baan","startTime":656.866,"endTime":658.846,"body":"How many more turns"},{"speaker":"Melodie Van der Baan","startTime":656.866,"endTime":658.846,"body":"could you have gotten in?"},{"speaker":"Crystal Vilkaitis","startTime":659.161,"endTime":659.831,"body":"Exactly."},{"speaker":"Melodie Van der Baan","startTime":660.401,"endTime":663.211,"body":"And so our"},{"speaker":"Melodie Van der Baan","startTime":660.401,"endTime":663.211,"body":"goal is to get you your money back"},{"speaker":"Melodie Van der Baan","startTime":663.241,"endTime":666.501,"body":"as fast as possible, so you can"},{"speaker":"Melodie Van der Baan","startTime":663.241,"endTime":666.501,"body":"bring your new shipments in faster"},{"speaker":"Melodie Van der Baan","startTime":666.501,"endTime":668.341,"body":"and sell something at full price."},{"speaker":"Melodie Van der Baan","startTime":668.391,"endTime":672.111,"body":"It's not worth holding onto it to"},{"speaker":"Melodie Van der Baan","startTime":668.391,"endTime":672.111,"body":"wait for the right eyeball to walk in"},{"speaker":"Melodie Van der Baan","startTime":672.111,"endTime":676.341,"body":"the store when we can expand how many"},{"speaker":"Melodie Van der Baan","startTime":672.111,"endTime":676.341,"body":"eyeballs are seeing your sale rack today."},{"speaker":"Crystal Vilkaitis","startTime":676.651,"endTime":677.961,"body":"Yep, totally."},{"speaker":"Crystal Vilkaitis","startTime":678.171,"endTime":682.451,"body":"I feel like this is a service, but it's"},{"speaker":"Crystal Vilkaitis","startTime":678.171,"endTime":682.451,"body":"so smart and it's a service that every"},{"speaker":"Crystal Vilkaitis","startTime":682.451,"endTime":686.681,"body":"retailer, like every retailer should"},{"speaker":"Crystal Vilkaitis","startTime":682.451,"endTime":686.681,"body":"use because there is just, it's like"},{"speaker":"Crystal Vilkaitis","startTime":686.711,"endTime":692.671,"body":"almost foundational retail best practice"},{"speaker":"Crystal Vilkaitis","startTime":686.711,"endTime":692.671,"body":"because you need an easy way to just"},{"speaker":"Crystal Vilkaitis","startTime":692.671,"endTime":695.991,"body":"turn it into the convenience of this,"},{"speaker":"Crystal Vilkaitis","startTime":692.671,"endTime":695.991,"body":"the time that it's not going to take."},{"speaker":"Crystal Vilkaitis","startTime":696.201,"endTime":697.521,"body":"There's a value to that."},{"speaker":"Crystal Vilkaitis","startTime":697.541,"endTime":698.911,"body":"So it's so smart."},{"speaker":"Crystal Vilkaitis","startTime":699.701,"endTime":700.731,"body":"Oh my goodness."},{"speaker":"Crystal Vilkaitis","startTime":700.781,"endTime":704.811,"body":"The feedback we're getting from our"},{"speaker":"Crystal Vilkaitis","startTime":700.781,"endTime":704.811,"body":"Evolve conference has been incredible."},{"speaker":"Crystal Vilkaitis","startTime":705.071,"endTime":708.101,"body":"And if you want to be in the"},{"speaker":"Crystal Vilkaitis","startTime":705.071,"endTime":708.101,"body":"room, you're going to need to"},{"speaker":"Crystal Vilkaitis","startTime":708.101,"endTime":709.581,"body":"get your ticket pretty soon here."},{"speaker":"Crystal Vilkaitis","startTime":709.581,"endTime":712.951,"body":"Cause we're already 30 percent"},{"speaker":"Crystal Vilkaitis","startTime":709.581,"endTime":712.951,"body":"sold out and it's mid August as"},{"speaker":"Crystal Vilkaitis","startTime":712.951,"endTime":714.231,"body":"I am filming this commercial."},{"speaker":"Crystal Vilkaitis","startTime":714.661,"endTime":716.051,"body":"I would love to see you at Evolve."},{"speaker":"Crystal Vilkaitis","startTime":716.061,"endTime":721.061,"body":"This is the destination for resilient"},{"speaker":"Crystal Vilkaitis","startTime":716.061,"endTime":721.061,"body":"retailers, which I know is you."},{"speaker":"Crystal Vilkaitis","startTime":721.421,"endTime":726.471,"body":"Our agenda, the things I'm"},{"speaker":"Crystal Vilkaitis","startTime":721.421,"endTime":726.471,"body":"working on for 2025 is so good."},{"speaker":"Crystal Vilkaitis","startTime":726.471,"endTime":730.501,"body":"We're going to be really focusing"},{"speaker":"Crystal Vilkaitis","startTime":726.471,"endTime":730.501,"body":"on your transformation, customer"},{"speaker":"Crystal Vilkaitis","startTime":730.501,"endTime":736.361,"body":"experiences, both in store and"},{"speaker":"Crystal Vilkaitis","startTime":730.501,"endTime":736.361,"body":"online, how to really amplify results."},{"speaker":"Crystal Vilkaitis","startTime":736.411,"endTime":741.951,"body":"You are going to walk away with actionable"},{"speaker":"Crystal Vilkaitis","startTime":736.411,"endTime":741.951,"body":"step by step strategies that you need to"},{"speaker":"Crystal Vilkaitis","startTime":741.951,"endTime":747.091,"body":"implement into your store to reach your"},{"speaker":"Crystal Vilkaitis","startTime":741.951,"endTime":747.091,"body":"goals and find new levels of success."},{"speaker":"Crystal Vilkaitis","startTime":747.121,"endTime":750.621,"body":"And I'd be honored to be a part of that"},{"speaker":"Crystal Vilkaitis","startTime":747.121,"endTime":750.621,"body":"journey with you as well as all of our"},{"speaker":"Crystal Vilkaitis","startTime":750.621,"endTime":752.461,"body":"incredible speakers that we have lined up."},{"speaker":"Crystal Vilkaitis","startTime":752.461,"endTime":753.761,"body":"Like seriously, it gives me goosebumps."},{"speaker":"Crystal Vilkaitis","startTime":753.831,"endTime":754.451,"body":"I can't wait."},{"speaker":"Crystal Vilkaitis","startTime":754.811,"endTime":760.551,"body":"So you could go to"},{"speaker":"Crystal Vilkaitis","startTime":754.811,"endTime":760.551,"body":"crystalmediaco.com/evolve to learn more,"},{"speaker":"Crystal Vilkaitis","startTime":760.571,"endTime":763.111,"body":"secure your ticket, be in the room."},{"speaker":"Crystal Vilkaitis","startTime":763.171,"endTime":764.581,"body":"That's where the magic happens."},{"speaker":"Crystal Vilkaitis","startTime":764.591,"endTime":765.831,"body":"And I can't wait to see you there."},{"speaker":"Crystal Vilkaitis","startTime":765.961,"endTime":771.596,"body":"Now, Melodie, are there different types,"},{"speaker":"Crystal Vilkaitis","startTime":765.961,"endTime":771.596,"body":"like categories of products that do"},{"speaker":"Crystal Vilkaitis","startTime":771.806,"endTime":777.456,"body":"well or better on your platform that"},{"speaker":"Crystal Vilkaitis","startTime":771.806,"endTime":777.456,"body":"you've seen, or is it pretty broad?"},{"speaker":"Melodie Van der Baan","startTime":778.481,"endTime":780.921,"body":"I like to"},{"speaker":"Melodie Van der Baan","startTime":778.481,"endTime":780.921,"body":"say we have a few categories that"},{"speaker":"Melodie Van der Baan","startTime":780.921,"endTime":784.521,"body":"we excel in, and then we also"},{"speaker":"Melodie Van der Baan","startTime":780.921,"endTime":784.521,"body":"like to leave room for surprise."},{"speaker":"Melodie Van der Baan","startTime":785.481,"endTime":791.596,"body":"So brand name apparel and footwear"},{"speaker":"Melodie Van der Baan","startTime":785.481,"endTime":791.596,"body":"are our two strongest categories."},{"speaker":"Melodie Van der Baan","startTime":792.056,"endTime":798.826,"body":"Now that can be a popular fast fashion"},{"speaker":"Melodie Van der Baan","startTime":792.056,"endTime":798.826,"body":"brand all the way up to a designer brand."},{"speaker":"Melodie Van der Baan","startTime":799.006,"endTime":803.426,"body":"So it could be $15 wholesale,"},{"speaker":"Melodie Van der Baan","startTime":799.006,"endTime":803.426,"body":"it could be $1,500 wholesale."},{"speaker":"Melodie Van der Baan","startTime":804.066,"endTime":809.276,"body":"We have retailers that are mid tier,"},{"speaker":"Melodie Van der Baan","startTime":804.066,"endTime":809.276,"body":"contemporary, and designer on Max Retail."},{"speaker":"Melodie Van der Baan","startTime":809.653,"endTime":813.853,"body":"But what I'll say is beauty"},{"speaker":"Melodie Van der Baan","startTime":809.653,"endTime":813.853,"body":"has been surprising us, right?"},{"speaker":"Melodie Van der Baan","startTime":814.343,"endTime":817.383,"body":"And so that's where I always like"},{"speaker":"Melodie Van der Baan","startTime":814.343,"endTime":817.383,"body":"to leave room for things like that."},{"speaker":"Melodie Van der Baan","startTime":817.663,"endTime":822.483,"body":"We've also seen, because footwear has"},{"speaker":"Melodie Van der Baan","startTime":817.663,"endTime":822.483,"body":"been growing and running shoes are also"},{"speaker":"Melodie Van der Baan","startTime":822.483,"endTime":827.563,"body":"sold in sporting stores, we now see"},{"speaker":"Melodie Van der Baan","startTime":822.483,"endTime":827.563,"body":"more outdoor stores joining Max Retail."},{"speaker":"Melodie Van der Baan","startTime":827.563,"endTime":831.933,"body":"So we have just this natural"},{"speaker":"Melodie Van der Baan","startTime":827.563,"endTime":831.933,"body":"expansion into other categories"},{"speaker":"Melodie Van der Baan","startTime":831.983,"endTime":833.363,"body":"because an independent retailer."},{"speaker":"Melodie Van der Baan","startTime":833.363,"endTime":836.033,"body":"Yeah, she's buying a dress, but"},{"speaker":"Melodie Van der Baan","startTime":833.363,"endTime":836.033,"body":"she's also buying the sandals and"},{"speaker":"Melodie Van der Baan","startTime":836.033,"endTime":837.413,"body":"she's also buying the sunglasses."},{"speaker":"Melodie Van der Baan","startTime":837.753,"endTime":841.363,"body":"Next thing you know, we have eyewear"},{"speaker":"Melodie Van der Baan","startTime":837.753,"endTime":841.363,"body":"on Max Retail and that's selling."},{"speaker":"Melodie Van der Baan","startTime":841.673,"endTime":845.783,"body":"And so what I like to say is, if you"},{"speaker":"Melodie Van der Baan","startTime":841.673,"endTime":845.783,"body":"have brand name apparel or footwear"},{"speaker":"Melodie Van der Baan","startTime":846.313,"endTime":850.283,"body":"by all means list it on Max Retail,"},{"speaker":"Melodie Van der Baan","startTime":846.313,"endTime":850.283,"body":"you're going to win, but list"},{"speaker":"Melodie Van der Baan","startTime":850.283,"endTime":854.113,"body":"everything else because there is so"},{"speaker":"Melodie Van der Baan","startTime":850.283,"endTime":854.113,"body":"much room for surprise based on what's"},{"speaker":"Melodie Van der Baan","startTime":854.113,"endTime":856.903,"body":"trending, based on new sales channels"},{"speaker":"Melodie Van der Baan","startTime":854.113,"endTime":856.903,"body":"that we're launching all the time."},{"speaker":"Melodie Van der Baan","startTime":857.433,"endTime":860.753,"body":"One really important thing, Crystal,"},{"speaker":"Melodie Van der Baan","startTime":857.433,"endTime":860.753,"body":"is that as I'm explaining all these"},{"speaker":"Melodie Van der Baan","startTime":860.753,"endTime":864.153,"body":"different kinds of retailers that"},{"speaker":"Melodie Van der Baan","startTime":860.753,"endTime":864.153,"body":"we work with, the most important"},{"speaker":"Melodie Van der Baan","startTime":864.163,"endTime":866.053,"body":"thing is everything is anonymous."},{"speaker":"Melodie Van der Baan","startTime":866.593,"endTime":870.223,"body":"So, you know, when retailers"},{"speaker":"Melodie Van der Baan","startTime":866.593,"endTime":870.223,"body":"are selling directly on Poshmark"},{"speaker":"Melodie Van der Baan","startTime":870.223,"endTime":874.143,"body":"or eBay or anywhere else, they"},{"speaker":"Melodie Van der Baan","startTime":870.223,"endTime":874.143,"body":"have to have the account, right?"},{"speaker":"Melodie Van der Baan","startTime":874.653,"endTime":877.953,"body":"And what we hear from a lot of"},{"speaker":"Melodie Van der Baan","startTime":874.653,"endTime":877.953,"body":"retailers is, I don't want anyone"},{"speaker":"Melodie Van der Baan","startTime":877.953,"endTime":880.143,"body":"to know it's my excess inventory."},{"speaker":"Melodie Van der Baan","startTime":881.048,"endTime":882.928,"body":"And so we're very sensitive to that."},{"speaker":"Melodie Van der Baan","startTime":883.328,"endTime":886.698,"body":"I will also say that we work with"},{"speaker":"Melodie Van der Baan","startTime":883.328,"endTime":886.698,"body":"some publicly traded companies who"},{"speaker":"Melodie Van der Baan","startTime":886.698,"endTime":891.348,"body":"have the same problems as independent"},{"speaker":"Melodie Van der Baan","startTime":886.698,"endTime":891.348,"body":"retailers and want to remain anonymous."},{"speaker":"Melodie Van der Baan","startTime":891.808,"endTime":895.578,"body":"And so when you list and work"},{"speaker":"Melodie Van der Baan","startTime":891.808,"endTime":895.578,"body":"with Max Retail, you simply have"},{"speaker":"Melodie Van der Baan","startTime":895.578,"endTime":897.348,"body":"a retailer ID number, right?"},{"speaker":"Melodie Van der Baan","startTime":897.578,"endTime":899.428,"body":"There is no visibility of your store."},{"speaker":"Melodie Van der Baan","startTime":899.438,"endTime":903.058,"body":"And even on any sales channels, there's"},{"speaker":"Melodie Van der Baan","startTime":899.438,"endTime":903.058,"body":"no visibility at all because Max"},{"speaker":"Melodie Van der Baan","startTime":903.058,"endTime":906.458,"body":"Retail is the sole seller on record"},{"speaker":"Melodie Van der Baan","startTime":903.058,"endTime":906.458,"body":"on the sales channels, and you are"},{"speaker":"Melodie Van der Baan","startTime":906.458,"endTime":907.808,"body":"simply doing your thing in store."},{"speaker":"Melodie Van der Baan","startTime":907.808,"endTime":913.713,"body":"And when we sell an item, you know, we buy"},{"speaker":"Melodie Van der Baan","startTime":907.808,"endTime":913.713,"body":"it from you and you're good, you're safe."},{"speaker":"Melodie Van der Baan","startTime":914.313,"endTime":916.503,"body":"And that's really, really"},{"speaker":"Melodie Van der Baan","startTime":914.313,"endTime":916.503,"body":"important to our community."},{"speaker":"Crystal Vilkaitis","startTime":917.123,"endTime":918.413,"body":"That is awesome."},{"speaker":"Crystal Vilkaitis","startTime":918.453,"endTime":920.633,"body":"I love that you have that built in."},{"speaker":"Crystal Vilkaitis","startTime":921.113,"endTime":925.383,"body":"And then again, with these items,"},{"speaker":"Crystal Vilkaitis","startTime":921.113,"endTime":925.383,"body":"I want to make sure that I'm"},{"speaker":"Crystal Vilkaitis","startTime":925.383,"endTime":928.703,"body":"understanding, because I'm sure"},{"speaker":"Crystal Vilkaitis","startTime":925.383,"endTime":928.703,"body":"there might be a listener who's"},{"speaker":"Crystal Vilkaitis","startTime":928.703,"endTime":930.113,"body":"asking this same question I'm having."},{"speaker":"Crystal Vilkaitis","startTime":930.113,"endTime":934.973,"body":"So let's say that I do have a surprise"},{"speaker":"Crystal Vilkaitis","startTime":930.113,"endTime":934.973,"body":"thing that I can't sell that isn't in"},{"speaker":"Crystal Vilkaitis","startTime":934.973,"endTime":937.783,"body":"fashion , I can still list it, right?"},{"speaker":"Crystal Vilkaitis","startTime":937.813,"endTime":940.963,"body":"And you guys, is it basically"},{"speaker":"Crystal Vilkaitis","startTime":937.813,"endTime":940.963,"body":"like an approval where you'll"},{"speaker":"Crystal Vilkaitis","startTime":940.963,"endTime":942.533,"body":"be like, \"yes, we'll take it.\""},{"speaker":"Crystal Vilkaitis","startTime":942.593,"endTime":944.953,"body":"And then at that point, I'm getting paid."},{"speaker":"Crystal Vilkaitis","startTime":944.953,"endTime":949.043,"body":"I'm not waiting for it to sell"},{"speaker":"Crystal Vilkaitis","startTime":944.953,"endTime":949.043,"body":"through, or can you pretty much put,"},{"speaker":"Crystal Vilkaitis","startTime":949.343,"endTime":951.173,"body":"is it just like, boom, you take it?"},{"speaker":"Crystal Vilkaitis","startTime":951.183,"endTime":952.693,"body":"Like, is there an approval process?"},{"speaker":"Crystal Vilkaitis","startTime":952.693,"endTime":953.153,"body":"I guess."},{"speaker":"Melodie Van der Baan","startTime":954.073,"endTime":955.973,"body":"So there's"},{"speaker":"Melodie Van der Baan","startTime":954.073,"endTime":955.973,"body":"no approval process, but we"},{"speaker":"Melodie Van der Baan","startTime":955.973,"endTime":958.683,"body":"also can't guarantee that"},{"speaker":"Melodie Van der Baan","startTime":955.973,"endTime":958.683,"body":"anything's going to sell, right?"},{"speaker":"Melodie Van der Baan","startTime":959.153,"endTime":964.323,"body":"So what we like to say is Max Retail"},{"speaker":"Melodie Van der Baan","startTime":959.153,"endTime":964.323,"body":"enables independent retailers to"},{"speaker":"Melodie Van der Baan","startTime":964.323,"endTime":966.173,"body":"have access to these sales channels."},{"speaker":"Melodie Van der Baan","startTime":966.308,"endTime":971.468,"body":"But at the end of the day, it's the end"},{"speaker":"Melodie Van der Baan","startTime":966.308,"endTime":971.468,"body":"consumer who decides to buy or not buy."},{"speaker":"Melodie Van der Baan","startTime":972.038,"endTime":976.078,"body":"And so that's why payouts occur when"},{"speaker":"Melodie Van der Baan","startTime":972.038,"endTime":976.078,"body":"merchandise sells and is shipped."},{"speaker":"Melodie Van der Baan","startTime":976.678,"endTime":981.588,"body":"So we can't pay people because what"},{"speaker":"Melodie Van der Baan","startTime":976.678,"endTime":981.588,"body":"if they then sold it in store, right?"},{"speaker":"Melodie Van der Baan","startTime":981.588,"endTime":983.978,"body":"Like if you listed them into our Max"},{"speaker":"Melodie Van der Baan","startTime":981.588,"endTime":983.978,"body":"Retail, I'm just going to send you"},{"speaker":"Melodie Van der Baan","startTime":983.978,"endTime":985.528,"body":"money, but you didn't send it anywhere."},{"speaker":"Melodie Van der Baan","startTime":985.528,"endTime":989.238,"body":"No, like we actually built this"},{"speaker":"Melodie Van der Baan","startTime":985.528,"endTime":989.238,"body":"in such a way where a retailer"},{"speaker":"Melodie Van der Baan","startTime":989.258,"endTime":993.868,"body":"can benefit from an in store"},{"speaker":"Melodie Van der Baan","startTime":989.258,"endTime":993.868,"body":"opportunity or an online opportunity."},{"speaker":"Melodie Van der Baan","startTime":993.868,"endTime":995.568,"body":"So you keep your inventory in store."},{"speaker":"Melodie Van der Baan","startTime":995.938,"endTime":996.898,"body":"Customer comes in."},{"speaker":"Melodie Van der Baan","startTime":996.948,"endTime":998.578,"body":"They see that sweater on the sale rack."},{"speaker":"Melodie Van der Baan","startTime":998.588,"endTime":999.448,"body":"It's an extra large."},{"speaker":"Melodie Van der Baan","startTime":999.448,"endTime":1000.268,"body":"They're so stoked."},{"speaker":"Melodie Van der Baan","startTime":1000.618,"endTime":1002.058,"body":"They buy it right there and then."},{"speaker":"Melodie Van der Baan","startTime":1002.498,"endTime":1006.098,"body":"It simply comes off a Max Retail"},{"speaker":"Melodie Van der Baan","startTime":1002.498,"endTime":1006.098,"body":"and Hey, at least the item sold."},{"speaker":"Melodie Van der Baan","startTime":1006.098,"endTime":1008.078,"body":"So our goal is to be a resource."},{"speaker":"Melodie Van der Baan","startTime":1008.388,"endTime":1009.468,"body":"Another sales channel."},{"speaker":"Melodie Van der Baan","startTime":1009.688,"endTime":1014.898,"body":"Another opportunity for a retailer to"},{"speaker":"Melodie Van der Baan","startTime":1009.688,"endTime":1014.898,"body":"get sales, but also still be able to"},{"speaker":"Melodie Van der Baan","startTime":1014.898,"endTime":1018.318,"body":"operate their core business of  benefiting"},{"speaker":"Melodie Van der Baan","startTime":1014.898,"endTime":1018.318,"body":"from the person who walks in the door."},{"speaker":"Crystal Vilkaitis","startTime":1018.813,"endTime":1019.473,"body":"Totally."},{"speaker":"Crystal Vilkaitis","startTime":1019.563,"endTime":1020.733,"body":"Okay, love it."},{"speaker":"Crystal Vilkaitis","startTime":1020.973,"endTime":1024.673,"body":"I think I was getting confused in the"},{"speaker":"Crystal Vilkaitis","startTime":1020.973,"endTime":1024.673,"body":"sense I was thinking that the second I"},{"speaker":"Crystal Vilkaitis","startTime":1024.693,"endTime":1026.513,"body":"list it and it's like, yep, we'll take it."},{"speaker":"Crystal Vilkaitis","startTime":1026.523,"endTime":1028.683,"body":"Then I was thinking I was"},{"speaker":"Crystal Vilkaitis","startTime":1026.523,"endTime":1028.683,"body":"getting paid at that point."},{"speaker":"Melodie Van der Baan","startTime":1028.928,"endTime":1029.618,"body":"I wish."},{"speaker":"Crystal Vilkaitis","startTime":1029.903,"endTime":1030.593,"body":"right."},{"speaker":"Crystal Vilkaitis","startTime":1030.633,"endTime":1031.513,"body":"I know the"},{"speaker":"Melodie Van der Baan","startTime":1031.763,"endTime":1036.293,"body":"you, Crystal, as we"},{"speaker":"Melodie Van der Baan","startTime":1031.763,"endTime":1036.293,"body":"continue to launch more sales channels."},{"speaker":"Melodie Van der Baan","startTime":1036.293,"endTime":1041.563,"body":"Yes, you will be able to list it"},{"speaker":"Melodie Van der Baan","startTime":1036.293,"endTime":1041.563,"body":"and it will be as good as sold."},{"speaker":"Melodie Van der Baan","startTime":1042.143,"endTime":1044.663,"body":"But I like to say we're a"},{"speaker":"Melodie Van der Baan","startTime":1042.143,"endTime":1044.663,"body":"small, but mighty company."},{"speaker":"Melodie Van der Baan","startTime":1045.353,"endTime":1049.563,"body":"And we're on our way and there are"},{"speaker":"Melodie Van der Baan","startTime":1045.353,"endTime":1049.563,"body":"some products that if they were"},{"speaker":"Melodie Van der Baan","startTime":1049.563,"endTime":1051.773,"body":"listed today, I could guarantee"},{"speaker":"Melodie Van der Baan","startTime":1049.563,"endTime":1051.773,"body":"you they'll be sold by tomorrow."},{"speaker":"Melodie Van der Baan","startTime":1052.693,"endTime":1057.513,"body":"But that will continue to happen as we"},{"speaker":"Melodie Van der Baan","startTime":1052.693,"endTime":1057.513,"body":"launch our distribution network further."},{"speaker":"Crystal Vilkaitis","startTime":1058.093,"endTime":1059.193,"body":"Very cool."},{"speaker":"Crystal Vilkaitis","startTime":1059.243,"endTime":1062.803,"body":"Okay, so some cool things to look forward"},{"speaker":"Crystal Vilkaitis","startTime":1059.243,"endTime":1062.803,"body":"to but even just right now, what an"},{"speaker":"Crystal Vilkaitis","startTime":1062.803,"endTime":1065.683,"body":"amazing option for retailers to have."},{"speaker":"Crystal Vilkaitis","startTime":1065.693,"endTime":1070.143,"body":"So I'm so glad that you're here"},{"speaker":"Crystal Vilkaitis","startTime":1065.693,"endTime":1070.143,"body":"and that I met you so we could"},{"speaker":"Crystal Vilkaitis","startTime":1070.143,"endTime":1071.883,"body":"share this to our listeners."},{"speaker":"Crystal Vilkaitis","startTime":1072.353,"endTime":1074.973,"body":"Now, Melodie, I love success stories."},{"speaker":"Crystal Vilkaitis","startTime":1074.983,"endTime":1078.633,"body":"So do you have a specific success"},{"speaker":"Crystal Vilkaitis","startTime":1074.983,"endTime":1078.633,"body":"story of a retailer who saw significant"},{"speaker":"Crystal Vilkaitis","startTime":1078.633,"endTime":1080.503,"body":"results from using Max Retail?"},{"speaker":"Melodie Van der Baan","startTime":1081.233,"endTime":1084.153,"body":"Absolutely, I"},{"speaker":"Melodie Van der Baan","startTime":1081.233,"endTime":1084.153,"body":"think the most meaningful thing to"},{"speaker":"Melodie Van der Baan","startTime":1084.153,"endTime":1088.763,"body":"me today is when I see the names of"},{"speaker":"Melodie Van der Baan","startTime":1084.153,"endTime":1088.763,"body":"retailers getting sales on Max Retail"},{"speaker":"Melodie Van der Baan","startTime":1089.153,"endTime":1091.843,"body":"that I actually sold to 15 years ago."},{"speaker":"Crystal Vilkaitis","startTime":1092.353,"endTime":1093.273,"body":"Yeah."},{"speaker":"Melodie Van der Baan","startTime":1093.473,"endTime":1095.743,"body":"The ones who"},{"speaker":"Melodie Van der Baan","startTime":1093.473,"endTime":1095.743,"body":"I stood in their store and they"},{"speaker":"Melodie Van der Baan","startTime":1095.743,"endTime":1098.593,"body":"would point to what didn't sell and"},{"speaker":"Melodie Van der Baan","startTime":1095.743,"endTime":1098.593,"body":"say, \"Mel, how can you help me?\""},{"speaker":"Melodie Van der Baan","startTime":1099.393,"endTime":1104.843,"body":"And today on my dashboard, I'm like,"},{"speaker":"Melodie Van der Baan","startTime":1099.393,"endTime":1104.843,"body":"wow, They had five sales today, right?"},{"speaker":"Melodie Van der Baan","startTime":1105.053,"endTime":1109.573,"body":"But I think my most exciting success"},{"speaker":"Melodie Van der Baan","startTime":1105.053,"endTime":1109.573,"body":"story is probably a retailer in"},{"speaker":"Melodie Van der Baan","startTime":1109.573,"endTime":1117.553,"body":"Wisconsin who has a small location in"},{"speaker":"Melodie Van der Baan","startTime":1109.573,"endTime":1117.553,"body":"a seasonal town and I noticed that she"},{"speaker":"Melodie Van der Baan","startTime":1117.553,"endTime":1119.193,"body":"had a lot of activity on Max Retail."},{"speaker":"Melodie Van der Baan","startTime":1119.243,"endTime":1122.553,"body":"I didn't know her personally, but I"},{"speaker":"Melodie Van der Baan","startTime":1119.243,"endTime":1122.553,"body":"was like, gee, I want to know her."},{"speaker":"Melodie Van der Baan","startTime":1123.043,"endTime":1128.153,"body":"So I called her and I said, \"Hey, you're"},{"speaker":"Melodie Van der Baan","startTime":1123.043,"endTime":1128.153,"body":"getting a lot of sales You I just want"},{"speaker":"Melodie Van der Baan","startTime":1128.153,"endTime":1129.973,"body":"to understand what are you doing?\""},{"speaker":"Melodie Van der Baan","startTime":1130.503,"endTime":1136.55,"body":"And she said, \"well, I have a basement"},{"speaker":"Melodie Van der Baan","startTime":1130.503,"endTime":1136.55,"body":"where I have been storing my past season"},{"speaker":"Melodie Van der Baan","startTime":1136.57,"endTime":1138.8,"body":"inventory for the last couple years."},{"speaker":"Melodie Van der Baan","startTime":1139.51,"endTime":1140.91,"body":"And I've just made it a habit."},{"speaker":"Melodie Van der Baan","startTime":1141.44,"endTime":1147.56,"body":"Every single day, I list one item on Max"},{"speaker":"Melodie Van der Baan","startTime":1141.44,"endTime":1147.56,"body":"Retail, one more style every single day."},{"speaker":"Melodie Van der Baan","startTime":1148.35,"endTime":1150.76,"body":"And it seems to be working for me.\""},{"speaker":"Melodie Van der Baan","startTime":1151.9,"endTime":1157.305,"body":"And so what we learned from her is that"},{"speaker":"Melodie Van der Baan","startTime":1151.9,"endTime":1157.305,"body":"the more frequently you list, every day"},{"speaker":"Melodie Van der Baan","startTime":1157.305,"endTime":1163.895,"body":"when she was listing, her item was going"},{"speaker":"Melodie Van der Baan","startTime":1157.305,"endTime":1163.895,"body":"to the front page of every sales channel."},{"speaker":"Melodie Van der Baan","startTime":1164.955,"endTime":1169.495,"body":"At that point in time, retailers were"},{"speaker":"Melodie Van der Baan","startTime":1164.955,"endTime":1169.495,"body":"listing quarterly or monthly, right?"},{"speaker":"Melodie Van der Baan","startTime":1170.015,"endTime":1173.895,"body":"But she was just doing it her"},{"speaker":"Melodie Van der Baan","startTime":1170.015,"endTime":1173.895,"body":"own way, which felt achievable."},{"speaker":"Melodie Van der Baan","startTime":1173.895,"endTime":1178.025,"body":"Really just chopping down that oak"},{"speaker":"Melodie Van der Baan","startTime":1173.895,"endTime":1178.025,"body":"tree one swipe of the blade at a time."},{"speaker":"Melodie Van der Baan","startTime":1178.725,"endTime":1180.835,"body":"And from that, she was"},{"speaker":"Melodie Van der Baan","startTime":1178.725,"endTime":1180.835,"body":"seeing a tremendous success."},{"speaker":"Melodie Van der Baan","startTime":1180.845,"endTime":1184.335,"body":"So then we took that and we brought it"},{"speaker":"Melodie Van der Baan","startTime":1180.845,"endTime":1184.335,"body":"back to our other retailers and we're"},{"speaker":"Melodie Van der Baan","startTime":1184.335,"endTime":1186.175,"body":"like, \"Hey, here's what she's doing."},{"speaker":"Melodie Van der Baan","startTime":1186.225,"endTime":1187.735,"body":"And it's working.\""},{"speaker":"Melodie Van der Baan","startTime":1188.055,"endTime":1192.185,"body":"And that's where, anytime we say, \"Hey,"},{"speaker":"Melodie Van der Baan","startTime":1188.055,"endTime":1192.185,"body":"listen, it's not just how much you list."},{"speaker":"Melodie Van der Baan","startTime":1192.195,"endTime":1196.095,"body":"It's how frequently you list,\""},{"speaker":"Melodie Van der Baan","startTime":1192.195,"endTime":1196.095,"body":"because of that front page placement."},{"speaker":"Melodie Van der Baan","startTime":1196.455,"endTime":1202.085,"body":"Then that retailer also taught us that"},{"speaker":"Melodie Van der Baan","startTime":1196.455,"endTime":1202.085,"body":"she was marking down a low wholesale when"},{"speaker":"Melodie Van der Baan","startTime":1202.085,"endTime":1203.845,"body":"she was really motivated to get rid of it."},{"speaker":"Melodie Van der Baan","startTime":1205.07,"endTime":1208.36,"body":"And what we realized is every time"},{"speaker":"Melodie Van der Baan","startTime":1205.07,"endTime":1208.36,"body":"she was doing that, it was bringing"},{"speaker":"Melodie Van der Baan","startTime":1208.36,"endTime":1213.14,"body":"her inventory to the front page"},{"speaker":"Melodie Van der Baan","startTime":1208.36,"endTime":1213.14,"body":"again of all of our sales channels"},{"speaker":"Melodie Van der Baan","startTime":1213.14,"endTime":1214.88,"body":"because she had a new lower price."},{"speaker":"Melodie Van der Baan","startTime":1216.49,"endTime":1220.99,"body":"It was just amazing because she"},{"speaker":"Melodie Van der Baan","startTime":1216.49,"endTime":1220.99,"body":"was achieving a 55% sell through"},{"speaker":"Melodie Van der Baan","startTime":1220.99,"endTime":1228.34,"body":"on Max Retail, and today she has"},{"speaker":"Melodie Van der Baan","startTime":1220.99,"endTime":1228.34,"body":"made over $180,000 in payouts from"},{"speaker":"Melodie Van der Baan","startTime":1228.34,"endTime":1232.57,"body":"her tiny little store in Wisconsin"},{"speaker":"Melodie Van der Baan","startTime":1228.34,"endTime":1232.57,"body":"over the last two and a half years,"},{"speaker":"Melodie Van der Baan","startTime":1233.17,"endTime":1234.46,"body":"and that's been really exciting."},{"speaker":"Melodie Van der Baan","startTime":1234.51,"endTime":1239.165,"body":"Also, last month we celebrated $10"},{"speaker":"Melodie Van der Baan","startTime":1234.51,"endTime":1239.165,"body":"million in seller payouts  and we've"},{"speaker":"Melodie Van der Baan","startTime":1239.165,"endTime":1241.085,"body":"already hit 11 million in the last month."},{"speaker":"Crystal Vilkaitis","startTime":1241.775,"endTime":1242.825,"body":"Oh dang, that's"},{"speaker":"Melodie Van der Baan","startTime":1242.97,"endTime":1246.47,"body":"So like we're"},{"speaker":"Melodie Van der Baan","startTime":1242.97,"endTime":1246.47,"body":"quickly even blasting through to the"},{"speaker":"Melodie Van der Baan","startTime":1246.47,"endTime":1248.71,"body":"next milestone of impact to sellers."},{"speaker":"Melodie Van der Baan","startTime":1249.09,"endTime":1253.3,"body":"But I just love that the sellers in"},{"speaker":"Melodie Van der Baan","startTime":1249.09,"endTime":1253.3,"body":"our community, these small retailers"},{"speaker":"Melodie Van der Baan","startTime":1253.61,"endTime":1258.11,"body":"can really teach us how to set other"},{"speaker":"Melodie Van der Baan","startTime":1253.61,"endTime":1258.11,"body":"retailers up for success with this"},{"speaker":"Melodie Van der Baan","startTime":1258.12,"endTime":1262.13,"body":"tool that we built and have really"},{"speaker":"Melodie Van der Baan","startTime":1258.12,"endTime":1262.13,"body":"meaningful impact on their businesses."},{"speaker":"Crystal Vilkaitis","startTime":1262.65,"endTime":1264.42,"body":"that is incredible."},{"speaker":"Crystal Vilkaitis","startTime":1264.43,"endTime":1267.39,"body":"Congratulations on"},{"speaker":"Crystal Vilkaitis","startTime":1264.43,"endTime":1267.39,"body":"reaching those milestones."},{"speaker":"Crystal Vilkaitis","startTime":1267.42,"endTime":1268.97,"body":"That's so awesome."},{"speaker":"Crystal Vilkaitis","startTime":1269.36,"endTime":1274.25,"body":"And I love this example with this"},{"speaker":"Crystal Vilkaitis","startTime":1269.36,"endTime":1274.25,"body":"Wisconsin store because I just know"},{"speaker":"Crystal Vilkaitis","startTime":1274.25,"endTime":1278.05,"body":"there's a retailer, at least one"},{"speaker":"Crystal Vilkaitis","startTime":1274.25,"endTime":1278.05,"body":"listening right now that has a room, a"},{"speaker":"Crystal Vilkaitis","startTime":1278.05,"endTime":1280.73,"body":"basement, an attic, a closet, a something."},{"speaker":"Crystal Vilkaitis","startTime":1281.1,"endTime":1286.33,"body":"That you just keep putting stuff"},{"speaker":"Crystal Vilkaitis","startTime":1281.1,"endTime":1286.33,"body":"in there and I can't imagine"},{"speaker":"Crystal Vilkaitis","startTime":1286.75,"endTime":1288.37,"body":"just like the heaviness of that."},{"speaker":"Crystal Vilkaitis","startTime":1288.38,"endTime":1294.81,"body":"Like there is, there's energetics with"},{"speaker":"Crystal Vilkaitis","startTime":1288.38,"endTime":1294.81,"body":"having things and then more things"},{"speaker":"Crystal Vilkaitis","startTime":1294.81,"endTime":1298.76,"body":"and more things and knowing like, I"},{"speaker":"Crystal Vilkaitis","startTime":1294.81,"endTime":1298.76,"body":"bought this, but now I can't sell it."},{"speaker":"Crystal Vilkaitis","startTime":1298.76,"endTime":1301.51,"body":"And now I'm getting further behind"},{"speaker":"Crystal Vilkaitis","startTime":1298.76,"endTime":1301.51,"body":"or where am I going to store it?"},{"speaker":"Crystal Vilkaitis","startTime":1301.95,"endTime":1304.58,"body":"And it's a matter of just"},{"speaker":"Crystal Vilkaitis","startTime":1301.95,"endTime":1304.58,"body":"like freeing that up."},{"speaker":"Crystal Vilkaitis","startTime":1304.59,"endTime":1309.61,"body":"And I love the retailer's method"},{"speaker":"Crystal Vilkaitis","startTime":1304.59,"endTime":1309.61,"body":"of just make this easy on me once"},{"speaker":"Crystal Vilkaitis","startTime":1309.61,"endTime":1311.71,"body":"a day, I'm just going to chop away."},{"speaker":"Crystal Vilkaitis","startTime":1312.25,"endTime":1316.37,"body":"And if it's, you said $180,000"},{"speaker":"Crystal Vilkaitis","startTime":1312.25,"endTime":1316.37,"body":"in two and a half years."},{"speaker":"Crystal Vilkaitis","startTime":1316.38,"endTime":1321.61,"body":"So about $70,000 a year,"},{"speaker":"Crystal Vilkaitis","startTime":1316.38,"endTime":1321.61,"body":"bringing that back."},{"speaker":"Crystal Vilkaitis","startTime":1322.02,"endTime":1325.56,"body":"I mean, I feel like we have somebody"},{"speaker":"Crystal Vilkaitis","startTime":1322.02,"endTime":1325.56,"body":"right now listening, feeling so hopeful"},{"speaker":"Crystal Vilkaitis","startTime":1325.74,"endTime":1327.79,"body":"being like, \"Oh my gosh, this can help me."},{"speaker":"Crystal Vilkaitis","startTime":1328.43,"endTime":1329.17,"body":"That's me.\""},{"speaker":"Crystal Vilkaitis","startTime":1329.36,"endTime":1332.86,"body":"And if that is you listening,"},{"speaker":"Crystal Vilkaitis","startTime":1329.36,"endTime":1332.86,"body":"you need to contact Max Retail"},{"speaker":"Crystal Vilkaitis","startTime":1333.1,"endTime":1336.97,"body":"immediately and then keep me posted"},{"speaker":"Crystal Vilkaitis","startTime":1333.1,"endTime":1336.97,"body":"because I want to hear how it goes."},{"speaker":"Crystal Vilkaitis","startTime":1337.11,"endTime":1337.38,"body":"So"},{"speaker":"Melodie Van der Baan","startTime":1337.61,"endTime":1338.74,"body":"You know what, Crystal?"},{"speaker":"Melodie Van der Baan","startTime":1338.74,"endTime":1342.01,"body":"I think the other thing that was super"},{"speaker":"Melodie Van der Baan","startTime":1338.74,"endTime":1342.01,"body":"exciting is we actually just celebrating"},{"speaker":"Melodie Van der Baan","startTime":1342.01,"endTime":1344.36,"body":"that retailer opening a second location."},{"speaker":"Crystal Vilkaitis","startTime":1344.595,"endTime":1345.825,"body":"Oh my gosh."},{"speaker":"Crystal Vilkaitis","startTime":1347.005,"endTime":1348.795,"body":"I had chills when you"},{"speaker":"Crystal Vilkaitis","startTime":1347.005,"endTime":1348.795,"body":"were talking about that."},{"speaker":"Crystal Vilkaitis","startTime":1348.795,"endTime":1349.895,"body":"I have chills again."},{"speaker":"Crystal Vilkaitis","startTime":1350.165,"endTime":1351.235,"body":"That's really cool."},{"speaker":"Crystal Vilkaitis","startTime":1351.445,"endTime":1353.955,"body":"So cool, oh my goodness."},{"speaker":"Crystal Vilkaitis","startTime":1354.325,"endTime":1359.715,"body":"Okay, now I want to switch gears a little"},{"speaker":"Crystal Vilkaitis","startTime":1354.325,"endTime":1359.715,"body":"bit because you were a retailer and I"},{"speaker":"Crystal Vilkaitis","startTime":1359.715,"endTime":1364.475,"body":"want to talk a little bit more about"},{"speaker":"Crystal Vilkaitis","startTime":1359.715,"endTime":1364.475,"body":"kind of balancing running a retail store."},{"speaker":"Crystal Vilkaitis","startTime":1364.93,"endTime":1367.71,"body":"Because many independent"},{"speaker":"Crystal Vilkaitis","startTime":1364.93,"endTime":1367.71,"body":"retailers struggle with that"},{"speaker":"Crystal Vilkaitis","startTime":1367.71,"endTime":1371.43,"body":"balance between the operational"},{"speaker":"Crystal Vilkaitis","startTime":1367.71,"endTime":1371.43,"body":"aspect, the strategic planning."},{"speaker":"Crystal Vilkaitis","startTime":1371.72,"endTime":1375.84,"body":"So can you share some actionable"},{"speaker":"Crystal Vilkaitis","startTime":1371.72,"endTime":1375.84,"body":"tips a retailer can use this week?"},{"speaker":"Crystal Vilkaitis","startTime":1375.85,"endTime":1377.29,"body":"We're going to be super focused."},{"speaker":"Crystal Vilkaitis","startTime":1377.29,"endTime":1382.32,"body":"Like we could take action now on how they"},{"speaker":"Crystal Vilkaitis","startTime":1377.29,"endTime":1382.32,"body":"can effectively work on their business"},{"speaker":"Crystal Vilkaitis","startTime":1382.38,"endTime":1384.72,"body":"while managing the daily operations."},{"speaker":"Melodie Van der Baan","startTime":1385.69,"endTime":1386.33,"body":"Let's do it."},{"speaker":"Crystal Vilkaitis","startTime":1387.18,"endTime":1387.67,"body":"Let's do it."},{"speaker":"Melodie Van der Baan","startTime":1388.57,"endTime":1392.17,"body":"So get out"},{"speaker":"Melodie Van der Baan","startTime":1388.57,"endTime":1392.17,"body":"a notepad, my retailer friends."},{"speaker":"Melodie Van der Baan","startTime":1392.85,"endTime":1396.19,"body":"And I want you to start from the"},{"speaker":"Melodie Van der Baan","startTime":1392.85,"endTime":1396.19,"body":"beginning of the week and I want you"},{"speaker":"Melodie Van der Baan","startTime":1396.19,"endTime":1402.925,"body":"to write down every single thing you"},{"speaker":"Melodie Van der Baan","startTime":1396.19,"endTime":1402.925,"body":"did for your business this entire week."},{"speaker":"Melodie Van der Baan","startTime":1403.285,"endTime":1406.955,"body":"Go through every hour of every"},{"speaker":"Melodie Van der Baan","startTime":1403.285,"endTime":1406.955,"body":"day and I want you to put that"},{"speaker":"Melodie Van der Baan","startTime":1407.545,"endTime":1410.065,"body":"one item for each row, right?"},{"speaker":"Melodie Van der Baan","startTime":1410.105,"endTime":1411.555,"body":"And just go down."},{"speaker":"Melodie Van der Baan","startTime":1412.205,"endTime":1416.205,"body":"Now on the right hand side of this"},{"speaker":"Melodie Van der Baan","startTime":1412.205,"endTime":1416.205,"body":"same piece of paper, I want you to"},{"speaker":"Melodie Van der Baan","startTime":1416.205,"endTime":1422.385,"body":"write down how much it would have"},{"speaker":"Melodie Van der Baan","startTime":1416.205,"endTime":1422.385,"body":"cost you to outsource that same task."},{"speaker":"Melodie Van der Baan","startTime":1422.555,"endTime":1428.045,"body":"So maybe you had to create the"},{"speaker":"Melodie Van der Baan","startTime":1422.555,"endTime":1428.045,"body":"schedule, run payroll, you had to"},{"speaker":"Melodie Van der Baan","startTime":1428.465,"endTime":1430.515,"body":"book your coterie appointments."},{"speaker":"Melodie Van der Baan","startTime":1430.785,"endTime":1433.465,"body":"You had to receive a new shipment."},{"speaker":"Melodie Van der Baan","startTime":1433.915,"endTime":1436.045,"body":"Maybe you steamed some of the clothes."},{"speaker":"Melodie Van der Baan","startTime":1436.395,"endTime":1437.525,"body":"You shot a video."},{"speaker":"Melodie Van der Baan","startTime":1437.785,"endTime":1440.105,"body":"Maybe you did a fashion show"},{"speaker":"Melodie Van der Baan","startTime":1437.785,"endTime":1440.105,"body":"for the local community."},{"speaker":"Melodie Van der Baan","startTime":1440.575,"endTime":1443.345,"body":"Maybe you did run an inventory"},{"speaker":"Melodie Van der Baan","startTime":1440.575,"endTime":1443.345,"body":"report and look at your numbers."},{"speaker":"Melodie Van der Baan","startTime":1444.165,"endTime":1446.815,"body":"And what you're going to do is you're"},{"speaker":"Melodie Van der Baan","startTime":1444.165,"endTime":1446.815,"body":"going to quickly see how much of"},{"speaker":"Melodie Van der Baan","startTime":1446.815,"endTime":1450.525,"body":"your week you're spending on things"},{"speaker":"Melodie Van der Baan","startTime":1446.815,"endTime":1450.525,"body":"that are way below your pay grade."},{"speaker":"Crystal Vilkaitis","startTime":1451.49,"endTime":1452.329,"body":"Mm hmm."},{"speaker":"Melodie Van der Baan","startTime":1452.445,"endTime":1456.815,"body":"And anything"},{"speaker":"Melodie Van der Baan","startTime":1452.445,"endTime":1456.815,"body":"on that list, that is a 15 an"},{"speaker":"Melodie Van der Baan","startTime":1456.815,"endTime":1460.975,"body":"hour or less task, you're going"},{"speaker":"Melodie Van der Baan","startTime":1456.815,"endTime":1460.975,"body":"to outsource to your teammates."},{"speaker":"Melodie Van der Baan","startTime":1460.985,"endTime":1464.625,"body":"You're going to delegate because"},{"speaker":"Melodie Van der Baan","startTime":1460.985,"endTime":1464.625,"body":"what you'll find is that 80 percent"},{"speaker":"Melodie Van der Baan","startTime":1464.625,"endTime":1468.965,"body":"of your week most likely was spent"},{"speaker":"Melodie Van der Baan","startTime":1464.625,"endTime":1468.965,"body":"on very low hourly wage tasks."},{"speaker":"Melodie Van der Baan","startTime":1469.255,"endTime":1471.015,"body":"That's what we call"},{"speaker":"Melodie Van der Baan","startTime":1469.255,"endTime":1471.015,"body":"working in your business."},{"speaker":"Melodie Van der Baan","startTime":1471.875,"endTime":1474.515,"body":"Now, 20 percent of these things that"},{"speaker":"Melodie Van der Baan","startTime":1471.875,"endTime":1474.515,"body":"you did are actually things that are"},{"speaker":"Melodie Van der Baan","startTime":1474.515,"endTime":1476.545,"body":"going to propel your business forward."},{"speaker":"Melodie Van der Baan","startTime":1477.085,"endTime":1478.015,"body":"Those are more expensive."},{"speaker":"Melodie Van der Baan","startTime":1478.035,"endTime":1482.715,"body":"That would cost you anywhere between"},{"speaker":"Melodie Van der Baan","startTime":1478.035,"endTime":1482.715,"body":"$50 to $150 an hour, maybe even"},{"speaker":"Melodie Van der Baan","startTime":1482.995,"endTime":1485.455,"body":"200 an hour to do to hire out."},{"speaker":"Melodie Van der Baan","startTime":1485.685,"endTime":1486.115,"body":"Right?"},{"speaker":"Melodie Van der Baan","startTime":1486.985,"endTime":1488.415,"body":"And those are the meaningful things."},{"speaker":"Melodie Van der Baan","startTime":1488.945,"endTime":1494.025,"body":"And I want you to just think about if"},{"speaker":"Melodie Van der Baan","startTime":1488.945,"endTime":1494.025,"body":"you could delegate the other things"},{"speaker":"Melodie Van der Baan","startTime":1494.135,"endTime":1498.155,"body":"and get 80 percent of that time"},{"speaker":"Melodie Van der Baan","startTime":1494.135,"endTime":1498.155,"body":"back to work on meaningful things,"},{"speaker":"Melodie Van der Baan","startTime":1498.525,"endTime":1499.725,"body":"how that will change your business."},{"speaker":"Crystal Vilkaitis","startTime":1500.896,"endTime":1504.866,"body":"It'll be massive,"},{"speaker":"Crystal Vilkaitis","startTime":1500.896,"endTime":1504.866,"body":"I think for some of our retailers,"},{"speaker":"Crystal Vilkaitis","startTime":1504.906,"endTime":1508.336,"body":"like what a great exercise."},{"speaker":"Crystal Vilkaitis","startTime":1508.716,"endTime":1510.416,"body":"I can't stress this enough."},{"speaker":"Crystal Vilkaitis","startTime":1510.606,"endTime":1512.076,"body":"This is really important to do."},{"speaker":"Crystal Vilkaitis","startTime":1512.486,"endTime":1513.896,"body":"I know we're all really busy."},{"speaker":"Crystal Vilkaitis","startTime":1514.316,"endTime":1516.046,"body":"This is really important to do."},{"speaker":"Melodie Van der Baan","startTime":1516.546,"endTime":1517.756,"body":"Do it"},{"speaker":"Melodie Van der Baan","startTime":1516.546,"endTime":1517.756,"body":"when your kids go to bed."},{"speaker":"Melodie Van der Baan","startTime":1517.806,"endTime":1520.556,"body":"Make the list when your"},{"speaker":"Melodie Van der Baan","startTime":1517.806,"endTime":1520.556,"body":"kids go to bed and reflect."},{"speaker":"Melodie Van der Baan","startTime":1520.806,"endTime":1525.446,"body":"Reflect on the time you spend because"},{"speaker":"Melodie Van der Baan","startTime":1520.806,"endTime":1525.446,"body":"we are an octopus, but do we really"},{"speaker":"Melodie Van der Baan","startTime":1525.446,"endTime":1527.636,"body":"need those eight legs hanging out of us?"},{"speaker":"Melodie Van der Baan","startTime":1527.656,"endTime":1528.766,"body":"Or can we have two?"},{"speaker":"Crystal Vilkaitis","startTime":1529.086,"endTime":1532.266,"body":"yes,"},{"speaker":"Crystal Vilkaitis","startTime":1529.086,"endTime":1532.266,"body":"okay, let's get to like,"},{"speaker":"Melodie Van der Baan","startTime":1532.566,"endTime":1533.936,"body":"Let's walk on two legs."},{"speaker":"Melodie Van der Baan","startTime":1533.936,"endTime":1536.436,"body":"You"},{"speaker":"Crystal Vilkaitis","startTime":1536.761,"endTime":1537.131,"body":"need."},{"speaker":"Crystal Vilkaitis","startTime":1537.421,"endTime":1540.201,"body":"The stress that this"},{"speaker":"Crystal Vilkaitis","startTime":1537.421,"endTime":1540.201,"body":"could save our retailers."},{"speaker":"Crystal Vilkaitis","startTime":1540.481,"endTime":1543.901,"body":"Melodie, what would you say to"},{"speaker":"Crystal Vilkaitis","startTime":1540.481,"endTime":1543.901,"body":"somebody who is listening to this, but"},{"speaker":"Crystal Vilkaitis","startTime":1543.901,"endTime":1548.355,"body":"they're like,  it's going to take so"},{"speaker":"Crystal Vilkaitis","startTime":1543.901,"endTime":1548.355,"body":"much work for me to train somebody."},{"speaker":"Crystal Vilkaitis","startTime":1548.365,"endTime":1552.625,"body":"It's just going to take more work"},{"speaker":"Crystal Vilkaitis","startTime":1548.365,"endTime":1552.625,"body":"for me to get this off my plate then."},{"speaker":"Crystal Vilkaitis","startTime":1552.625,"endTime":1554.115,"body":"So I'm just going to do it anyways."},{"speaker":"Crystal Vilkaitis","startTime":1554.135,"endTime":1557.575,"body":"Cause I think that there's a lot of people"},{"speaker":"Crystal Vilkaitis","startTime":1554.135,"endTime":1557.575,"body":"that feel like it's just going to be a"},{"speaker":"Crystal Vilkaitis","startTime":1557.575,"endTime":1563.255,"body":"lot of work to train and to offload, and"},{"speaker":"Crystal Vilkaitis","startTime":1557.575,"endTime":1563.255,"body":"they're not going to do it like I would."},{"speaker":"Crystal Vilkaitis","startTime":1563.255,"endTime":1565.055,"body":"So what would you say to that person?"},{"speaker":"Melodie Van der Baan","startTime":1565.91,"endTime":1567.43,"body":"really"},{"speaker":"Melodie Van der Baan","startTime":1565.91,"endTime":1567.43,"body":"need to look at your team."},{"speaker":"Melodie Van der Baan","startTime":1568.12,"endTime":1571.97,"body":"And the number one thing that we hear"},{"speaker":"Melodie Van der Baan","startTime":1568.12,"endTime":1571.97,"body":"from the retailers in our community,"},{"speaker":"Melodie Van der Baan","startTime":1571.97,"endTime":1577.25,"body":"which we have over 2,500, is they"},{"speaker":"Melodie Van der Baan","startTime":1571.97,"endTime":1577.25,"body":"say, \"I don't have enough time.\""},{"speaker":"Melodie Van der Baan","startTime":1577.74,"endTime":1580.23,"body":"Time is the number one thing"},{"speaker":"Melodie Van der Baan","startTime":1577.74,"endTime":1580.23,"body":"that we're all limited by."},{"speaker":"Melodie Van der Baan","startTime":1581.07,"endTime":1585.36,"body":"But when you look at your team today,"},{"speaker":"Melodie Van der Baan","startTime":1581.07,"endTime":1585.36,"body":"you have to really evaluate, is there any"},{"speaker":"Melodie Van der Baan","startTime":1585.36,"endTime":1588.63,"body":"toxicity that you are allowing to linger?"},{"speaker":"Melodie Van der Baan","startTime":1588.9,"endTime":1593.02,"body":"Whether that be someone who always"},{"speaker":"Melodie Van der Baan","startTime":1588.9,"endTime":1593.02,"body":"calls out, always shows up late."},{"speaker":"Melodie Van der Baan","startTime":1593.73,"endTime":1597.1,"body":"Maybe they have a negative impact"},{"speaker":"Melodie Van der Baan","startTime":1593.73,"endTime":1597.1,"body":"on customers, but it's intermittent."},{"speaker":"Melodie Van der Baan","startTime":1597.18,"endTime":1598.28,"body":"It's not every time."},{"speaker":"Melodie Van der Baan","startTime":1598.51,"endTime":1599.49,"body":"It's just here or there."},{"speaker":"Melodie Van der Baan","startTime":1599.92,"endTime":1605.97,"body":"You have to realize that when you"},{"speaker":"Melodie Van der Baan","startTime":1599.92,"endTime":1605.97,"body":"settle for good enough with your team,"},{"speaker":"Melodie Van der Baan","startTime":1606.55,"endTime":1610.97,"body":"you're preventing yourself from going"},{"speaker":"Melodie Van der Baan","startTime":1606.55,"endTime":1610.97,"body":"and finding someone really amazing"},{"speaker":"Melodie Van der Baan","startTime":1611.2,"endTime":1613.034,"body":"who could take things off your plate."},{"speaker":"Melodie Van der Baan","startTime":1613.995,"endTime":1618.205,"body":"So I think that a lot of times"},{"speaker":"Melodie Van der Baan","startTime":1613.995,"endTime":1618.205,"body":"we just don't want to do without."},{"speaker":"Melodie Van der Baan","startTime":1618.495,"endTime":1623.025,"body":"And so we end up overcompensating"},{"speaker":"Melodie Van der Baan","startTime":1618.495,"endTime":1623.025,"body":"when really we just need to sometimes"},{"speaker":"Melodie Van der Baan","startTime":1623.085,"endTime":1627.515,"body":"pull the bandaid off and maybe"},{"speaker":"Melodie Van der Baan","startTime":1623.085,"endTime":1627.515,"body":"spending a week or two of your time."},{"speaker":"Melodie Van der Baan","startTime":1627.775,"endTime":1633.255,"body":"What I used to do, I used to go to the"},{"speaker":"Melodie Van der Baan","startTime":1627.775,"endTime":1633.255,"body":"mall and I would go and poach whoever"},{"speaker":"Melodie Van der Baan","startTime":1633.255,"endTime":1636.475,"body":"was the best person in the other stores."},{"speaker":"Melodie Van der Baan","startTime":1636.855,"endTime":1644.365,"body":"And I never felt bad taking from a big"},{"speaker":"Melodie Van der Baan","startTime":1636.855,"endTime":1644.365,"body":"box retailer, their most amazing employee."},{"speaker":"Melodie Van der Baan","startTime":1644.395,"endTime":1645.555,"body":"Now I don't feel bad at all."},{"speaker":"Melodie Van der Baan","startTime":1646.185,"endTime":1649.385,"body":"And I never hired from a sign on the door."},{"speaker":"Melodie Van der Baan","startTime":1650.275,"endTime":1653.805,"body":"So if you need to say the most important"},{"speaker":"Melodie Van der Baan","startTime":1650.275,"endTime":1653.805,"body":"thing I need to do is find someone I can"},{"speaker":"Melodie Van der Baan","startTime":1653.805,"endTime":1658.095,"body":"trust who will safeguard the experience,"},{"speaker":"Melodie Van der Baan","startTime":1653.805,"endTime":1658.095,"body":"who will be absolutely amazing."},{"speaker":"Melodie Van der Baan","startTime":1658.665,"endTime":1663.065,"body":"Go find them, make them a good offer"},{"speaker":"Melodie Van der Baan","startTime":1658.665,"endTime":1663.065,"body":"because now you have a list of all"},{"speaker":"Melodie Van der Baan","startTime":1663.065,"endTime":1667.005,"body":"the things you need to offload where"},{"speaker":"Melodie Van der Baan","startTime":1663.065,"endTime":1667.005,"body":"everyone else is lacking and you know"},{"speaker":"Melodie Van der Baan","startTime":1667.005,"endTime":1668.365,"body":"what it's going to be worth to pay them."},{"speaker":"Melodie Van der Baan","startTime":1669.585,"endTime":1673.015,"body":"And if they're delivering on that,"},{"speaker":"Melodie Van der Baan","startTime":1669.585,"endTime":1673.015,"body":"your business is going to grow and"},{"speaker":"Melodie Van der Baan","startTime":1673.015,"endTime":1674.185,"body":"you're going to sleep better at night."},{"speaker":"Melodie Van der Baan","startTime":1674.185,"endTime":1677.114,"body":"Poach,"},{"speaker":"Crystal Vilkaitis","startTime":1679.38,"endTime":1681.96,"body":"I just hope"},{"speaker":"Crystal Vilkaitis","startTime":1679.38,"endTime":1681.96,"body":"we take that in listeners."},{"speaker":"Crystal Vilkaitis","startTime":1681.96,"endTime":1683.72,"body":"Like that is really, really good."},{"speaker":"Crystal Vilkaitis","startTime":1683.73,"endTime":1685.03,"body":"Go poach some good people."},{"speaker":"Crystal Vilkaitis","startTime":1685.33,"endTime":1686.04,"body":"Get the help."},{"speaker":"Melodie Van der Baan","startTime":1686.995,"endTime":1687.705,"body":"Poach, poach, poach."},{"speaker":"Melodie Van der Baan","startTime":1687.705,"endTime":1690.465,"body":"I'm telling you, man,"},{"speaker":"Melodie Van der Baan","startTime":1687.705,"endTime":1690.465,"body":"there are good people."},{"speaker":"Melodie Van der Baan","startTime":1690.465,"endTime":1693.075,"body":"There are good people out there, but if"},{"speaker":"Melodie Van der Baan","startTime":1690.465,"endTime":1693.075,"body":"you wait for them to walk through your"},{"speaker":"Melodie Van der Baan","startTime":1693.075,"endTime":1695.645,"body":"door, you're probably not going to get the"},{"speaker":"Melodie Van der Baan","startTime":1693.075,"endTime":1695.645,"body":"good ones because the good ones are taken."},{"speaker":"Crystal Vilkaitis","startTime":1695.91,"endTime":1697.16,"body":"Absolutely, yeah."},{"speaker":"Crystal Vilkaitis","startTime":1697.16,"endTime":1698.39,"body":"They're not looking for a job."},{"speaker":"Crystal Vilkaitis","startTime":1698.46,"endTime":1702.166,"body":"They're being poached, like"},{"speaker":"Crystal Vilkaitis","startTime":1698.46,"endTime":1702.166,"body":"the jobs are coming to them."},{"speaker":"Crystal Vilkaitis","startTime":1702.576,"endTime":1706.136,"body":"Okay, I'm sure that you've heard"},{"speaker":"Crystal Vilkaitis","startTime":1702.576,"endTime":1706.136,"body":"you need to be working on your"},{"speaker":"Crystal Vilkaitis","startTime":1706.146,"endTime":1710.116,"body":"business versus in your business,"},{"speaker":"Crystal Vilkaitis","startTime":1706.146,"endTime":1710.116,"body":"especially as a store owner."},{"speaker":"Crystal Vilkaitis","startTime":1710.176,"endTime":1713.286,"body":"And sometimes that could be, that"},{"speaker":"Crystal Vilkaitis","startTime":1710.176,"endTime":1713.286,"body":"could feel really challenging because"},{"speaker":"Crystal Vilkaitis","startTime":1713.286,"endTime":1717.046,"body":"you're wearing all the hats to run"},{"speaker":"Crystal Vilkaitis","startTime":1713.286,"endTime":1717.046,"body":"your store, but here's the deal."},{"speaker":"Crystal Vilkaitis","startTime":1717.046,"endTime":1719.236,"body":"It is really important that"},{"speaker":"Crystal Vilkaitis","startTime":1717.046,"endTime":1719.236,"body":"we do spend that time working."},{"speaker":"Crystal Vilkaitis","startTime":1719.381,"endTime":1721.421,"body":"Working on our business."},{"speaker":"Crystal Vilkaitis","startTime":1721.481,"endTime":1725.741,"body":"Now, our friends at Retail Mavens"},{"speaker":"Crystal Vilkaitis","startTime":1721.481,"endTime":1725.741,"body":"says there's only three hats that you"},{"speaker":"Crystal Vilkaitis","startTime":1725.741,"endTime":1727.271,"body":"should be wearing in your business."},{"speaker":"Crystal Vilkaitis","startTime":1727.291,"endTime":1731.661,"body":"And Kathy Donovan Wagner will share"},{"speaker":"Crystal Vilkaitis","startTime":1727.291,"endTime":1731.661,"body":"those three things in an upcoming"},{"speaker":"Crystal Vilkaitis","startTime":1731.671,"endTime":1737.171,"body":"free class called three steps to"},{"speaker":"Crystal Vilkaitis","startTime":1731.671,"endTime":1737.171,"body":"maximize profit and reduce overwhelm."},{"speaker":"Crystal Vilkaitis","startTime":1737.481,"endTime":1741.681,"body":"Something that Kathy says is your"},{"speaker":"Crystal Vilkaitis","startTime":1737.481,"endTime":1741.681,"body":"store shouldn't run you and your life."},{"speaker":"Crystal Vilkaitis","startTime":1742.021,"endTime":1745.661,"body":"You should run your"},{"speaker":"Crystal Vilkaitis","startTime":1742.021,"endTime":1745.661,"body":"store to serve your life."},{"speaker":"Crystal Vilkaitis","startTime":1746.151,"endTime":1747.661,"body":"Ooh, so true."},{"speaker":"Crystal Vilkaitis","startTime":1747.681,"endTime":1749.631,"body":"And learn, you've got to learn from Kathy."},{"speaker":"Crystal Vilkaitis","startTime":1749.631,"endTime":1750.471,"body":"She's one of the best."},{"speaker":"Crystal Vilkaitis","startTime":1750.471,"endTime":1751.581,"body":"She's the profit lady."},{"speaker":"Crystal Vilkaitis","startTime":1751.591,"endTime":1752.671,"body":"You know that I love Kathy."},{"speaker":"Crystal Vilkaitis","startTime":1752.671,"endTime":1754.141,"body":"If you've listened to this show."},{"speaker":"Crystal Vilkaitis","startTime":1754.501,"endTime":1758.061,"body":"So here's what you're going to learn in"},{"speaker":"Crystal Vilkaitis","startTime":1754.501,"endTime":1758.061,"body":"this free class, how to stop spending"},{"speaker":"Crystal Vilkaitis","startTime":1758.071,"endTime":1762.091,"body":"all your time working in your store"},{"speaker":"Crystal Vilkaitis","startTime":1758.071,"endTime":1762.091,"body":"and start working on your store."},{"speaker":"Crystal Vilkaitis","startTime":1762.301,"endTime":1765.571,"body":"So you could start making more"},{"speaker":"Crystal Vilkaitis","startTime":1762.301,"endTime":1765.571,"body":"money and having more time off."},{"speaker":"Crystal Vilkaitis","startTime":1765.791,"endTime":1768.611,"body":"The only three hats you should"},{"speaker":"Crystal Vilkaitis","startTime":1765.791,"endTime":1768.611,"body":"be wearing in your business and"},{"speaker":"Crystal Vilkaitis","startTime":1768.611,"endTime":1772.311,"body":"how Retail Mavens can help you"},{"speaker":"Crystal Vilkaitis","startTime":1768.611,"endTime":1772.311,"body":"maximize your results with each one."},{"speaker":"Crystal Vilkaitis","startTime":1772.631,"endTime":1776.481,"body":"And three inventory mistakes you might"},{"speaker":"Crystal Vilkaitis","startTime":1772.631,"endTime":1776.481,"body":"be making right now that is costing"},{"speaker":"Crystal Vilkaitis","startTime":1776.481,"endTime":1779.261,"body":"you more money than you realize."},{"speaker":"Crystal Vilkaitis","startTime":1779.271,"endTime":1784.611,"body":"So you want to be sure if you want to save"},{"speaker":"Crystal Vilkaitis","startTime":1779.271,"endTime":1784.611,"body":"money, save time, register for this class,"},{"speaker":"Crystal Vilkaitis","startTime":1784.901,"endTime":1798.806,"body":"go to retailmavens.com/profitroadmap"},{"speaker":"Crystal Vilkaitis","startTime":1784.901,"endTime":1798.806,"body":"to get your profit roadmap to lead you"},{"speaker":"Crystal Vilkaitis","startTime":1798.806,"endTime":1800.996,"body":"to more time, more money, better sleep."},{"speaker":"Crystal Vilkaitis","startTime":1801.176,"endTime":1802.236,"body":"Learn it from Kathy."},{"speaker":"Crystal Vilkaitis","startTime":1802.256,"endTime":1803.076,"body":"She's the best."},{"speaker":"Crystal Vilkaitis","startTime":1803.086,"endTime":1804.006,"body":"Go register now."},{"speaker":"Crystal Vilkaitis","startTime":1804.13,"endTime":1808.66,"body":"Now, since we're talking about teams,"},{"speaker":"Crystal Vilkaitis","startTime":1804.13,"endTime":1808.66,"body":"you know, obviously empowering your team"},{"speaker":"Crystal Vilkaitis","startTime":1808.99,"endTime":1815.685,"body":"is so critical to a business owner's"},{"speaker":"Crystal Vilkaitis","startTime":1808.99,"endTime":1815.685,"body":"wellbeing and the success of the store."},{"speaker":"Crystal Vilkaitis","startTime":1815.945,"endTime":1819.805,"body":"What are your top tips or hacks for"},{"speaker":"Crystal Vilkaitis","startTime":1815.945,"endTime":1819.805,"body":"independent retailers to effectively"},{"speaker":"Crystal Vilkaitis","startTime":1819.815,"endTime":1824.215,"body":"empower their teams and create a"},{"speaker":"Crystal Vilkaitis","startTime":1819.815,"endTime":1824.215,"body":"positive, productive work environment?"},{"speaker":"Melodie Van der Baan","startTime":1828.115,"endTime":1830.465,"body":"group because"},{"speaker":"Melodie Van der Baan","startTime":1828.115,"endTime":1830.465,"body":"I really feel strongly about it."},{"speaker":"Melodie Van der Baan","startTime":1830.465,"endTime":1831.605,"body":"So I'll say it again here."},{"speaker":"Melodie Van der Baan","startTime":1832.146,"endTime":1833.386,"body":"You've got to have a handbook."},{"speaker":"Melodie Van der Baan","startTime":1835.576,"endTime":1841.456,"body":"You started this business because you"},{"speaker":"Melodie Van der Baan","startTime":1835.576,"endTime":1841.456,"body":"knew you could deliver an experience that"},{"speaker":"Melodie Van der Baan","startTime":1841.456,"endTime":1844.096,"body":"would be memorable and create a following."},{"speaker":"Melodie Van der Baan","startTime":1844.326,"endTime":1846.266,"body":"It's not just what you"},{"speaker":"Melodie Van der Baan","startTime":1844.326,"endTime":1846.266,"body":"love, it's who you are."},{"speaker":"Melodie Van der Baan","startTime":1846.956,"endTime":1851.996,"body":"And when you document what makes"},{"speaker":"Melodie Van der Baan","startTime":1846.956,"endTime":1851.996,"body":"you you and your store special,"},{"speaker":"Melodie Van der Baan","startTime":1852.576,"endTime":1855.446,"body":"then everyone knows that that's"},{"speaker":"Melodie Van der Baan","startTime":1852.576,"endTime":1855.446,"body":"what excellence looks like."},{"speaker":"Melodie Van der Baan","startTime":1855.836,"endTime":1858.586,"body":"And they can maintain that"},{"speaker":"Melodie Van der Baan","startTime":1855.836,"endTime":1858.586,"body":"as a consistent experience."},{"speaker":"Melodie Van der Baan","startTime":1860.021,"endTime":1865.951,"body":"And so you must take the time to"},{"speaker":"Melodie Van der Baan","startTime":1860.021,"endTime":1865.951,"body":"write down what makes you, you."},{"speaker":"Crystal Vilkaitis","startTime":1866.501,"endTime":1866.831,"body":"Yeah."},{"speaker":"Melodie Van der Baan","startTime":1867.311,"endTime":1869.531,"body":"And teach the"},{"speaker":"Melodie Van der Baan","startTime":1867.311,"endTime":1869.531,"body":"other people and hold them accountable"},{"speaker":"Melodie Van der Baan","startTime":1869.531,"endTime":1872.731,"body":"because then if someone drops the"},{"speaker":"Melodie Van der Baan","startTime":1869.531,"endTime":1872.731,"body":"ball, you can open that handbook and"},{"speaker":"Melodie Van der Baan","startTime":1872.731,"endTime":1874.011,"body":"it doesn't have to be uncomfortable."},{"speaker":"Melodie Van der Baan","startTime":1874.481,"endTime":1875.681,"body":"I know you don't want to call someone out."},{"speaker":"Melodie Van der Baan","startTime":1875.711,"endTime":1876.181,"body":"I get it."},{"speaker":"Melodie Van der Baan","startTime":1876.181,"endTime":1878.481,"body":"You don't want to be like, \"Hey"},{"speaker":"Melodie Van der Baan","startTime":1876.181,"endTime":1878.481,"body":"Sarah, that's not how we blah blah.\""},{"speaker":"Melodie Van der Baan","startTime":1878.631,"endTime":1881.291,"body":"But if it's written down, \"Hey"},{"speaker":"Melodie Van der Baan","startTime":1878.631,"endTime":1881.291,"body":"Sarah, this is how we steam."},{"speaker":"Melodie Van der Baan","startTime":1881.661,"endTime":1883.581,"body":"This is how we hang our garments."},{"speaker":"Melodie Van der Baan","startTime":1883.901,"endTime":1886.801,"body":"This is our timeline to"},{"speaker":"Melodie Van der Baan","startTime":1883.901,"endTime":1886.801,"body":"clean out a fitting room."},{"speaker":"Melodie Van der Baan","startTime":1887.111,"endTime":1890.361,"body":"This is how frequently the"},{"speaker":"Melodie Van der Baan","startTime":1887.111,"endTime":1890.361,"body":"mannequins need to be changed."},{"speaker":"Melodie Van der Baan","startTime":1890.691,"endTime":1893.351,"body":"This is our policy with closing our door.\""},{"speaker":"Melodie Van der Baan","startTime":1893.936,"endTime":1899.076,"body":"I would fall over and just about die"},{"speaker":"Melodie Van der Baan","startTime":1893.936,"endTime":1899.076,"body":"if I saw on my cameras a customer"},{"speaker":"Melodie Van der Baan","startTime":1899.076,"endTime":1902.766,"body":"walking in at close time and my"},{"speaker":"Melodie Van der Baan","startTime":1899.076,"endTime":1902.766,"body":"employee saying, \"Sorry, we're closed,\""},{"speaker":"Melodie Van der Baan","startTime":1902.766,"endTime":1906.116,"body":"and lock up the door because in the"},{"speaker":"Melodie Van der Baan","startTime":1902.766,"endTime":1906.116,"body":"handbook, it was written a customer"},{"speaker":"Melodie Van der Baan","startTime":1906.116,"endTime":1907.616,"body":"walks in, you never turn them away."},{"speaker":"Melodie Van der Baan","startTime":1908.506,"endTime":1913.446,"body":"But if people don't know what your"},{"speaker":"Melodie Van der Baan","startTime":1908.506,"endTime":1913.446,"body":"expectations are explicitly on"},{"speaker":"Melodie Van der Baan","startTime":1913.486,"endTime":1915.506,"body":"paper, they can't achieve them."},{"speaker":"Melodie Van der Baan","startTime":1916.486,"endTime":1919.316,"body":"So most of the time people let you"},{"speaker":"Melodie Van der Baan","startTime":1916.486,"endTime":1919.316,"body":"down because they don't understand your"},{"speaker":"Melodie Van der Baan","startTime":1919.316,"endTime":1923.336,"body":"bar of excellence and writing it down"},{"speaker":"Melodie Van der Baan","startTime":1919.316,"endTime":1923.336,"body":"completely neutralizes all of that."},{"speaker":"Melodie Van der Baan","startTime":1923.406,"endTime":1929.556,"body":"Ideally,"},{"speaker":"Crystal Vilkaitis","startTime":1929.711,"endTime":1930.531,"body":"do things."},{"speaker":"Crystal Vilkaitis","startTime":1930.771,"endTime":1933.841,"body":"It also allows anybody to enforce that."},{"speaker":"Crystal Vilkaitis","startTime":1933.951,"endTime":1939.391,"body":"Because ideally, the store owner"},{"speaker":"Crystal Vilkaitis","startTime":1933.951,"endTime":1939.391,"body":"isn't in the store all the time."},{"speaker":"Crystal Vilkaitis","startTime":1939.401,"endTime":1941.056,"body":"You know, they're, Right."},{"speaker":"Crystal Vilkaitis","startTime":1941.326,"endTime":1944.656,"body":"Like one of my dear friends who's"},{"speaker":"Crystal Vilkaitis","startTime":1941.326,"endTime":1944.656,"body":"been on the show, she owns a couple"},{"speaker":"Crystal Vilkaitis","startTime":1944.656,"endTime":1949.976,"body":"of stores, Beth Rich, and she wants"},{"speaker":"Crystal Vilkaitis","startTime":1944.656,"endTime":1949.976,"body":"to run her store from a beach in Bali."},{"speaker":"Crystal Vilkaitis","startTime":1950.216,"endTime":1954.676,"body":"So if you're right, like if you want"},{"speaker":"Crystal Vilkaitis","startTime":1950.216,"endTime":1954.676,"body":"to run your store from a beach in Bali,"},{"speaker":"Crystal Vilkaitis","startTime":1954.676,"endTime":1958.726,"body":"then you've got that handbook for your"},{"speaker":"Crystal Vilkaitis","startTime":1954.676,"endTime":1958.726,"body":"manager or the supervisor or whoever"},{"speaker":"Crystal Vilkaitis","startTime":1958.726,"endTime":1960.886,"body":"to say, no, this is how we do things."},{"speaker":"Crystal Vilkaitis","startTime":1960.896,"endTime":1962.356,"body":"And really creates that consistency."},{"speaker":"Crystal Vilkaitis","startTime":1962.456,"endTime":1964.475,"body":"It's so worth building that out."},{"speaker":"Crystal Vilkaitis","startTime":1964.475,"endTime":1968.451,"body":"And I talk a lot about AI on the show."},{"speaker":"Crystal Vilkaitis","startTime":1968.711,"endTime":1972.431,"body":"AI can help write that for"},{"speaker":"Crystal Vilkaitis","startTime":1968.711,"endTime":1972.431,"body":"you, you can really bullet out."},{"speaker":"Crystal Vilkaitis","startTime":1972.431,"endTime":1973.571,"body":"You don't have to be a great writer."},{"speaker":"Crystal Vilkaitis","startTime":1973.571,"endTime":1975.111,"body":"You don't have to have"},{"speaker":"Crystal Vilkaitis","startTime":1973.571,"endTime":1975.111,"body":"this long, big thing."},{"speaker":"Crystal Vilkaitis","startTime":1975.371,"endTime":1978.091,"body":"Just get it all out on who you"},{"speaker":"Crystal Vilkaitis","startTime":1975.371,"endTime":1978.091,"body":"are, what you stand for your"},{"speaker":"Crystal Vilkaitis","startTime":1978.091,"endTime":1981.831,"body":"policies, and then AI can formulate"},{"speaker":"Crystal Vilkaitis","startTime":1978.091,"endTime":1981.831,"body":"that for you and you are done."},{"speaker":"Melodie Van der Baan","startTime":1982.386,"endTime":1983.916,"body":"Can I"},{"speaker":"Melodie Van der Baan","startTime":1982.386,"endTime":1983.916,"body":"take that one step further?"},{"speaker":"Crystal Vilkaitis","startTime":1984.051,"endTime":1984.801,"body":"Please."},{"speaker":"Melodie Van der Baan","startTime":1984.926,"endTime":1988.306,"body":"If you don't"},{"speaker":"Melodie Van der Baan","startTime":1984.926,"endTime":1988.306,"body":"know what your policies and procedures"},{"speaker":"Melodie Van der Baan","startTime":1988.306,"endTime":1990.636,"body":"should be, just ask ChatGPT."},{"speaker":"Melodie Van der Baan","startTime":1991.766,"endTime":1996.136,"body":"What should be my policy for closing"},{"speaker":"Melodie Van der Baan","startTime":1991.766,"endTime":1996.136,"body":"my store, for opening my store, right?"},{"speaker":"Melodie Van der Baan","startTime":1996.756,"endTime":1999.296,"body":"You don't even have to"},{"speaker":"Melodie Van der Baan","startTime":1996.756,"endTime":1999.296,"body":"have all the answers."},{"speaker":"Melodie Van der Baan","startTime":2000.066,"endTime":2002.086,"body":"I call ChatGPT my co pilot."},{"speaker":"Melodie Van der Baan","startTime":2002.783,"endTime":2005.413,"body":"And I am a very verbal person."},{"speaker":"Melodie Van der Baan","startTime":2005.493,"endTime":2007.183,"body":"I don't like to write."},{"speaker":"Melodie Van der Baan","startTime":2007.613,"endTime":2011.703,"body":"And so, yes, if I can dictate, and"},{"speaker":"Melodie Van der Baan","startTime":2007.613,"endTime":2011.703,"body":"it can just go ahead and put it"},{"speaker":"Melodie Van der Baan","startTime":2011.713,"endTime":2013.783,"body":"in a nice format and summarize it."},{"speaker":"Melodie Van der Baan","startTime":2014.303,"endTime":2016.603,"body":"There's something called"},{"speaker":"Melodie Van der Baan","startTime":2014.303,"endTime":2016.603,"body":"Fireflies Notetaker."},{"speaker":"Melodie Van der Baan","startTime":2017.043,"endTime":2020.613,"body":"You can install it, and then"},{"speaker":"Melodie Van der Baan","startTime":2017.043,"endTime":2020.613,"body":"all of your conversations,"},{"speaker":"Melodie Van der Baan","startTime":2020.793,"endTime":2022.203,"body":"it'll just put a summary of it."},{"speaker":"Melodie Van der Baan","startTime":2022.223,"endTime":2024.053,"body":"So even if you just want"},{"speaker":"Melodie Van der Baan","startTime":2022.223,"endTime":2024.053,"body":"to talk to yourself,"},{"speaker":"Crystal Vilkaitis","startTime":2025.208,"endTime":2026.018,"body":"Yes."},{"speaker":"Melodie Van der Baan","startTime":2026.143,"endTime":2026.493,"body":"that too."},{"speaker":"Crystal Vilkaitis","startTime":2027.098,"endTime":2027.948,"body":"Totally."},{"speaker":"Crystal Vilkaitis","startTime":2027.988,"endTime":2030.998,"body":"I think that a lot of our retailers"},{"speaker":"Crystal Vilkaitis","startTime":2027.988,"endTime":2030.998,"body":"actually would prefer to do"},{"speaker":"Crystal Vilkaitis","startTime":2030.998,"endTime":2033.068,"body":"that is just to talk out loud."},{"speaker":"Crystal Vilkaitis","startTime":2033.478,"endTime":2036.788,"body":"So with that app, people can"},{"speaker":"Crystal Vilkaitis","startTime":2033.478,"endTime":2036.788,"body":"just talk into it and then"},{"speaker":"Crystal Vilkaitis","startTime":2036.788,"endTime":2038.038,"body":"it will transcribe for them."},{"speaker":"Melodie Van der Baan","startTime":2038.553,"endTime":2039.063,"body":"That's right."},{"speaker":"Melodie Van der Baan","startTime":2039.193,"endTime":2042.843,"body":"And you can plug it into your Google"},{"speaker":"Melodie Van der Baan","startTime":2039.193,"endTime":2042.843,"body":"Hangouts, Google Meets, right?"},{"speaker":"Melodie Van der Baan","startTime":2042.843,"endTime":2045.443,"body":"Like, if you have a couple different"},{"speaker":"Melodie Van der Baan","startTime":2042.843,"endTime":2045.443,"body":"stores and you want everybody in on"},{"speaker":"Melodie Van der Baan","startTime":2045.443,"endTime":2049.153,"body":"the call, if you want to collaborate"},{"speaker":"Melodie Van der Baan","startTime":2045.443,"endTime":2049.153,"body":"on the ideas together, there's a"},{"speaker":"Melodie Van der Baan","startTime":2049.153,"endTime":2052.473,"body":"really great saying that one of our"},{"speaker":"Melodie Van der Baan","startTime":2049.153,"endTime":2052.473,"body":"advisors taught me, which is those who"},{"speaker":"Melodie Van der Baan","startTime":2052.473,"endTime":2054.793,"body":"make the plan don't fight the plan."},{"speaker":"Crystal Vilkaitis","startTime":2055.443,"endTime":2056.113,"body":"Mm."},{"speaker":"Melodie Van der Baan","startTime":2056.373,"endTime":2058.843,"body":"Bring your"},{"speaker":"Melodie Van der Baan","startTime":2056.373,"endTime":2058.843,"body":"employees in and let them be a part"},{"speaker":"Melodie Van der Baan","startTime":2058.843,"endTime":2060.703,"body":"of this handbook creation process."},{"speaker":"Melodie Van der Baan","startTime":2061.133,"endTime":2063.013,"body":"Then they're going to"},{"speaker":"Melodie Van der Baan","startTime":2061.133,"endTime":2063.013,"body":"feel empowered by it."},{"speaker":"Melodie Van der Baan","startTime":2063.173,"endTime":2064.873,"body":"You're not going to"},{"speaker":"Melodie Van der Baan","startTime":2063.173,"endTime":2064.873,"body":"throw the book at them."},{"speaker":"Melodie Van der Baan","startTime":2064.873,"endTime":2066.573,"body":"They're going to be your co authors."},{"speaker":"Melodie Van der Baan","startTime":2066.933,"endTime":2070.413,"body":"I used to have an employee who was"},{"speaker":"Melodie Van der Baan","startTime":2066.933,"endTime":2070.413,"body":"with me and just during our downtime,"},{"speaker":"Melodie Van der Baan","startTime":2070.543,"endTime":2073.593,"body":"what we did is we made the outline"},{"speaker":"Melodie Van der Baan","startTime":2070.543,"endTime":2073.593,"body":"of what needed to be in the handbook"},{"speaker":"Melodie Van der Baan","startTime":2073.853,"endTime":2075.343,"body":"and we would just chip away at it."},{"speaker":"Melodie Van der Baan","startTime":2075.453,"endTime":2078.083,"body":"She'd be like, Mel, one hour today, go."},{"speaker":"Melodie Van der Baan","startTime":2078.793,"endTime":2079.003,"body":"Right."},{"speaker":"Melodie Van der Baan","startTime":2079.003,"endTime":2080.423,"body":"And this is before chat GPT."},{"speaker":"Melodie Van der Baan","startTime":2080.683,"endTime":2083.663,"body":"And I would say, okay, here's everything"},{"speaker":"Melodie Van der Baan","startTime":2080.683,"endTime":2083.663,"body":"I want to happen when you open the"},{"speaker":"Melodie Van der Baan","startTime":2083.663,"endTime":2084.543,"body":"store and blah, blah, blah, blah."},{"speaker":"Melodie Van der Baan","startTime":2084.543,"endTime":2086.044,"body":"And she would just type, type, type, type,"},{"speaker":"Melodie Van der Baan","startTime":2084.543,"endTime":2086.044,"body":"type, type, type, type, type, type, type,"},{"speaker":"Melodie Van der Baan","startTime":2086.044,"endTime":2086.573,"body":"type, type, type, type, type, type, type."},{"speaker":"Melodie Van der Baan","startTime":2086.573,"endTime":2086.823,"body":"Right."},{"speaker":"Melodie Van der Baan","startTime":2087.143,"endTime":2089.713,"body":"And then the next day and the next"},{"speaker":"Melodie Van der Baan","startTime":2087.143,"endTime":2089.713,"body":"day, and it took us a couple months."},{"speaker":"Melodie Van der Baan","startTime":2089.853,"endTime":2090.993,"body":"This was not a one day thing."},{"speaker":"Melodie Van der Baan","startTime":2091.433,"endTime":2094.813,"body":"And over the course of years, our"},{"speaker":"Melodie Van der Baan","startTime":2091.433,"endTime":2094.813,"body":"handbook was around 80 pages big."},{"speaker":"Melodie Van der Baan","startTime":2095.623,"endTime":2101.783,"body":"But I was able to sell that business"},{"speaker":"Melodie Van der Baan","startTime":2095.623,"endTime":2101.783,"body":"because the owner saw that I was that"},{"speaker":"Melodie Van der Baan","startTime":2101.783,"endTime":2103.453,"body":"there was a process for everything."},{"speaker":"Melodie Van der Baan","startTime":2103.893,"endTime":2107.543,"body":"And they did not feel like they"},{"speaker":"Melodie Van der Baan","startTime":2103.893,"endTime":2107.543,"body":"were walking into an operation where"},{"speaker":"Melodie Van der Baan","startTime":2107.543,"endTime":2109.003,"body":"they would need to be an octopus."},{"speaker":"Melodie Van der Baan","startTime":2110.293,"endTime":2111.973,"body":"They could truly be a business owner."},{"speaker":"Crystal Vilkaitis","startTime":2112.578,"endTime":2113.578,"body":"Absolutely."},{"speaker":"Crystal Vilkaitis","startTime":2113.768,"endTime":2115.168,"body":"Yep, it's so smart."},{"speaker":"Crystal Vilkaitis","startTime":2115.238,"endTime":2120.088,"body":"And it's creating that sustainable"},{"speaker":"Crystal Vilkaitis","startTime":2115.238,"endTime":2120.088,"body":"business that can go on without"},{"speaker":"Crystal Vilkaitis","startTime":2120.088,"endTime":2123.488,"body":"you, that you can exit out of"},{"speaker":"Crystal Vilkaitis","startTime":2120.088,"endTime":2123.488,"body":"if that's one of your goals."},{"speaker":"Crystal Vilkaitis","startTime":2123.528,"endTime":2125.738,"body":"I mean, it's so critical."},{"speaker":"Crystal Vilkaitis","startTime":2125.968,"endTime":2127.828,"body":"Okay, now I'm talking about planning."},{"speaker":"Crystal Vilkaitis","startTime":2128.253,"endTime":2132.883,"body":"Long term thinking is also so critical"},{"speaker":"Crystal Vilkaitis","startTime":2128.253,"endTime":2132.883,"body":"to the sustainability of a business."},{"speaker":"Crystal Vilkaitis","startTime":2133.213,"endTime":2137.633,"body":"So what advice do you have for helping"},{"speaker":"Crystal Vilkaitis","startTime":2133.213,"endTime":2137.633,"body":"retailers prioritize long term planning?"},{"speaker":"Crystal Vilkaitis","startTime":2137.853,"endTime":2140.913,"body":"And do you have a framework or"},{"speaker":"Crystal Vilkaitis","startTime":2137.853,"endTime":2140.913,"body":"system that can help them stay"},{"speaker":"Crystal Vilkaitis","startTime":2140.943,"endTime":2142.993,"body":"organized and clear in their goals?"},{"speaker":"Melodie Van der Baan","startTime":2143.863,"endTime":2144.413,"body":"Absolutely."},{"speaker":"Melodie Van der Baan","startTime":2144.453,"endTime":2146.463,"body":"I would say the first"},{"speaker":"Melodie Van der Baan","startTime":2144.453,"endTime":2146.463,"body":"thing is that handbook."},{"speaker":"Melodie Van der Baan","startTime":2146.463,"endTime":2151.353,"body":"You can't plan for your legacy without"},{"speaker":"Melodie Van der Baan","startTime":2146.463,"endTime":2151.353,"body":"defining what your business is."},{"speaker":"Melodie Van der Baan","startTime":2152.173,"endTime":2154.763,"body":"So start there, right?"},{"speaker":"Melodie Van der Baan","startTime":2154.763,"endTime":2157.473,"body":"You can't sell something"},{"speaker":"Melodie Van der Baan","startTime":2154.763,"endTime":2157.473,"body":"that doesn't have value."},{"speaker":"Melodie Van der Baan","startTime":2157.483,"endTime":2160.913,"body":"The next thing is you have to"},{"speaker":"Melodie Van der Baan","startTime":2157.483,"endTime":2160.913,"body":"learn what is the multiple that"},{"speaker":"Melodie Van der Baan","startTime":2160.913,"endTime":2162.243,"body":"your business is going to get."},{"speaker":"Melodie Van der Baan","startTime":2162.243,"endTime":2164.233,"body":"Which is like, what's it going"},{"speaker":"Melodie Van der Baan","startTime":2162.243,"endTime":2164.233,"body":"to be worth when it sells?"},{"speaker":"Melodie Van der Baan","startTime":2164.633,"endTime":2166.573,"body":"And that goes to your inventory turns."},{"speaker":"Melodie Van der Baan","startTime":2166.633,"endTime":2170.983,"body":"And Crystal, I can only imagine how much"},{"speaker":"Melodie Van der Baan","startTime":2166.633,"endTime":2170.983,"body":"you've talked about turns in the past and"},{"speaker":"Melodie Van der Baan","startTime":2170.983,"endTime":2175.793,"body":"present and will in the future, because"},{"speaker":"Melodie Van der Baan","startTime":2170.983,"endTime":2175.793,"body":"it is not just about your sell through."},{"speaker":"Melodie Van der Baan","startTime":2175.983,"endTime":2179.213,"body":"It is not just about your"},{"speaker":"Melodie Van der Baan","startTime":2175.983,"endTime":2179.213,"body":"little gross margin, right?"},{"speaker":"Melodie Van der Baan","startTime":2179.353,"endTime":2180.853,"body":"It is about your number of turns."},{"speaker":"Melodie Van der Baan","startTime":2180.913,"endTime":2185.258,"body":"That is your profitability and no"},{"speaker":"Melodie Van der Baan","startTime":2180.913,"endTime":2185.258,"body":"one is going to buy your store and"},{"speaker":"Melodie Van der Baan","startTime":2185.258,"endTime":2187.068,"body":"pay for all that aged inventory."},{"speaker":"Crystal Vilkaitis","startTime":2187.453,"endTime":2187.883,"body":"Mm hmm."},{"speaker":"Melodie Van der Baan","startTime":2188.438,"endTime":2191.238,"body":"So you have to"},{"speaker":"Melodie Van der Baan","startTime":2188.438,"endTime":2191.238,"body":"make sure that you have all of your"},{"speaker":"Melodie Van der Baan","startTime":2191.238,"endTime":2192.948,"body":"ducks in a row and your resources."},{"speaker":"Melodie Van der Baan","startTime":2193.538,"endTime":2196.738,"body":"You want your ducks in a row"},{"speaker":"Melodie Van der Baan","startTime":2193.538,"endTime":2196.738,"body":"and your resources on hand now"},{"speaker":"Melodie Van der Baan","startTime":2196.738,"endTime":2198.218,"body":"because you want to sleep at night"},{"speaker":"Crystal Vilkaitis","startTime":2199.333,"endTime":2199.363,"body":"Yes."},{"speaker":"Melodie Van der Baan","startTime":2199.448,"endTime":2202.798,"body":"and later because"},{"speaker":"Melodie Van der Baan","startTime":2199.448,"endTime":2202.798,"body":"you're going to want to pass it to your"},{"speaker":"Melodie Van der Baan","startTime":2202.818,"endTime":2208.448,"body":"child, sell it to your employee, sell"},{"speaker":"Melodie Van der Baan","startTime":2202.818,"endTime":2208.448,"body":"it to an excited new business owner."},{"speaker":"Crystal Vilkaitis","startTime":2208.673,"endTime":2209.133,"body":"Mm hmm."},{"speaker":"Melodie Van der Baan","startTime":2209.588,"endTime":2211.568,"body":"But"},{"speaker":"Melodie Van der Baan","startTime":2209.588,"endTime":2211.568,"body":"step one is the handbook, the"},{"speaker":"Melodie Van der Baan","startTime":2211.588,"endTime":2213.318,"body":"documentation, the processes."},{"speaker":"Melodie Van der Baan","startTime":2214.083,"endTime":2218.173,"body":"Step two is understanding what is"},{"speaker":"Melodie Van der Baan","startTime":2214.083,"endTime":2218.173,"body":"the health of your business today."},{"speaker":"Melodie Van der Baan","startTime":2218.483,"endTime":2224.683,"body":"Step three is making sure you have the"},{"speaker":"Melodie Van der Baan","startTime":2218.483,"endTime":2224.683,"body":"resources to improve your terms metric."},{"speaker":"Melodie Van der Baan","startTime":2224.803,"endTime":2225.803,"body":"That might be a planner."},{"speaker":"Melodie Van der Baan","startTime":2226.263,"endTime":2229.473,"body":"That might be a retailer association"},{"speaker":"Melodie Van der Baan","startTime":2226.263,"endTime":2229.473,"body":"where you're learning new tips."},{"speaker":"Melodie Van der Baan","startTime":2229.703,"endTime":2231.903,"body":"It's definitely Max Retail, right?"},{"speaker":"Melodie Van der Baan","startTime":2231.913,"endTime":2235.153,"body":"Like you, you need to have a"},{"speaker":"Melodie Van der Baan","startTime":2231.913,"endTime":2235.153,"body":"tool set and your tool set is"},{"speaker":"Melodie Van der Baan","startTime":2235.173,"endTime":2236.993,"body":"both proactive and reactive."},{"speaker":"Melodie Van der Baan","startTime":2237.233,"endTime":2240.003,"body":"Because no matter how much you"},{"speaker":"Melodie Van der Baan","startTime":2237.233,"endTime":2240.003,"body":"plan, it can still be hot as hell in"},{"speaker":"Melodie Van der Baan","startTime":2240.003,"endTime":2241.313,"body":"January and you're stuck with boots."},{"speaker":"Melodie Van der Baan","startTime":2241.768,"endTime":2245.968,"body":"That is not your fault, but it's going to"},{"speaker":"Melodie Van der Baan","startTime":2241.768,"endTime":2245.968,"body":"happen, it's the name of the game, right?"},{"speaker":"Melodie Van der Baan","startTime":2246.648,"endTime":2247.538,"body":"And then team."},{"speaker":"Crystal Vilkaitis","startTime":2248.363,"endTime":2248.613,"body":"hmm."},{"speaker":"Melodie Van der Baan","startTime":2248.808,"endTime":2253.688,"body":"You have to"},{"speaker":"Melodie Van der Baan","startTime":2248.808,"endTime":2253.688,"body":"keep a strong team and limit toxicity."},{"speaker":"Crystal Vilkaitis","startTime":2254.003,"endTime":2254.503,"body":"Mm hmm."},{"speaker":"Crystal Vilkaitis","startTime":2255.723,"endTime":2256.233,"body":"so true."},{"speaker":"Crystal Vilkaitis","startTime":2256.543,"endTime":2261.153,"body":"Okay, it's like you say that in a matter"},{"speaker":"Crystal Vilkaitis","startTime":2256.543,"endTime":2261.153,"body":"of 90 seconds, two minutes, and it's"},{"speaker":"Crystal Vilkaitis","startTime":2261.323,"endTime":2268.143,"body":"four things that are so critical, but"},{"speaker":"Crystal Vilkaitis","startTime":2261.323,"endTime":2268.143,"body":"we'll seriously transform a business if"},{"speaker":"Crystal Vilkaitis","startTime":2268.143,"endTime":2270.383,"body":"you don't have these things in place."},{"speaker":"Crystal Vilkaitis","startTime":2270.423,"endTime":2274.383,"body":"And what I love about this answer,"},{"speaker":"Crystal Vilkaitis","startTime":2270.423,"endTime":2274.383,"body":"it feels very, it is very doable"},{"speaker":"Crystal Vilkaitis","startTime":2274.383,"endTime":2276.863,"body":"for every single retailer that's"},{"speaker":"Crystal Vilkaitis","startTime":2274.383,"endTime":2276.863,"body":"listening to this right now."},{"speaker":"Crystal Vilkaitis","startTime":2276.863,"endTime":2278.603,"body":"But like you said, Melodie."},{"speaker":"Crystal Vilkaitis","startTime":2278.988,"endTime":2281.108,"body":"It took you a couple of"},{"speaker":"Crystal Vilkaitis","startTime":2278.988,"endTime":2281.108,"body":"months to do the handbook."},{"speaker":"Crystal Vilkaitis","startTime":2281.128,"endTime":2284.418,"body":"Like it's not going to"},{"speaker":"Crystal Vilkaitis","startTime":2281.128,"endTime":2284.418,"body":"necessarily happen overnight."},{"speaker":"Crystal Vilkaitis","startTime":2284.418,"endTime":2290.128,"body":"We do have to have some patience, but"},{"speaker":"Crystal Vilkaitis","startTime":2284.418,"endTime":2290.128,"body":"focus on these four areas of your business"},{"speaker":"Crystal Vilkaitis","startTime":2290.158,"endTime":2295.598,"body":"and really have that long term thinking"},{"speaker":"Crystal Vilkaitis","startTime":2290.158,"endTime":2295.598,"body":"of what is it,  where do you want to go?"},{"speaker":"Crystal Vilkaitis","startTime":2295.598,"endTime":2296.748,"body":"What are you trying to achieve?"},{"speaker":"Crystal Vilkaitis","startTime":2296.758,"endTime":2301.878,"body":"And in these four areas, where"},{"speaker":"Crystal Vilkaitis","startTime":2296.758,"endTime":2301.878,"body":"do we need to solve some issues?"},{"speaker":"Crystal Vilkaitis","startTime":2301.878,"endTime":2305.618,"body":"We're having fixed some things,"},{"speaker":"Crystal Vilkaitis","startTime":2301.878,"endTime":2305.618,"body":"get some things in place to"},{"speaker":"Crystal Vilkaitis","startTime":2305.618,"endTime":2306.868,"body":"really support the business."},{"speaker":"Crystal Vilkaitis","startTime":2306.958,"endTime":2307.698,"body":"It's so good."},{"speaker":"Melodie Van der Baan","startTime":2308.428,"endTime":2311.288,"body":"And I think"},{"speaker":"Melodie Van der Baan","startTime":2308.428,"endTime":2311.288,"body":"if we're going to have a really"},{"speaker":"Melodie Van der Baan","startTime":2311.298,"endTime":2315.948,"body":"vulnerable conversation for one minute,"},{"speaker":"Melodie Van der Baan","startTime":2311.298,"endTime":2315.948,"body":"I would say at the end of the day,"},{"speaker":"Melodie Van der Baan","startTime":2315.948,"endTime":2319.258,"body":"without a team, you cannot succeed."},{"speaker":"Melodie Van der Baan","startTime":2320.168,"endTime":2321.618,"body":"A one man band."},{"speaker":"Melodie Van der Baan","startTime":2322.298,"endTime":2323.708,"body":"doesn't build a legacy."},{"speaker":"Melodie Van der Baan","startTime":2324.378,"endTime":2325.948,"body":"Teams create legacy."},{"speaker":"Melodie Van der Baan","startTime":2326.368,"endTime":2331.578,"body":"And if you are struggling with your"},{"speaker":"Melodie Van der Baan","startTime":2326.368,"endTime":2331.578,"body":"ability to lead or retain talent or"},{"speaker":"Melodie Van der Baan","startTime":2331.578,"endTime":2337.008,"body":"source talent, find an organization"},{"speaker":"Melodie Van der Baan","startTime":2331.578,"endTime":2337.008,"body":"of retailers that can support you."},{"speaker":"Melodie Van der Baan","startTime":2337.818,"endTime":2338.868,"body":"There's Whizbang."},{"speaker":"Melodie Van der Baan","startTime":2339.458,"endTime":2340.648,"body":"There's Boutique Hub."},{"speaker":"Melodie Van der Baan","startTime":2341.138,"endTime":2346.368,"body":"There are lots of amazing resources that"},{"speaker":"Melodie Van der Baan","startTime":2341.138,"endTime":2346.368,"body":"can teach you how to be a good manager."},{"speaker":"Melodie Van der Baan","startTime":2346.383,"endTime":2351.853,"body":"And if you need that personal"},{"speaker":"Melodie Van der Baan","startTime":2346.383,"endTime":2351.853,"body":"development, most of us open a retail"},{"speaker":"Melodie Van der Baan","startTime":2351.853,"endTime":2353.873,"body":"store simply because we love fashion."},{"speaker":"Melodie Van der Baan","startTime":2354.37,"endTime":2358.13,"body":"But our personal development"},{"speaker":"Melodie Van der Baan","startTime":2354.37,"endTime":2358.13,"body":"has got to continue and being"},{"speaker":"Melodie Van der Baan","startTime":2358.13,"endTime":2361.57,"body":"a leader is the most important"},{"speaker":"Melodie Van der Baan","startTime":2358.13,"endTime":2361.57,"body":"thing you can be in your business."},{"speaker":"Crystal Vilkaitis","startTime":2362.865,"endTime":2364.425,"body":"So critical."},{"speaker":"Crystal Vilkaitis","startTime":2364.545,"endTime":2367.005,"body":"I'm really glad that you brought"},{"speaker":"Crystal Vilkaitis","startTime":2364.545,"endTime":2367.005,"body":"that up because it really"},{"speaker":"Crystal Vilkaitis","startTime":2367.005,"endTime":2368.585,"body":"does start with the owner."},{"speaker":"Crystal Vilkaitis","startTime":2368.785,"endTime":2370.945,"body":"And I want to throw in there too."},{"speaker":"Crystal Vilkaitis","startTime":2370.945,"endTime":2374.505,"body":"Strategic Coach is also a great resource."},{"speaker":"Crystal Vilkaitis","startTime":2374.525,"endTime":2375.735,"body":"Yeah, that I've been through that."},{"speaker":"Crystal Vilkaitis","startTime":2375.795,"endTime":2378.664,"body":"I learned a lot as a business"},{"speaker":"Crystal Vilkaitis","startTime":2375.795,"endTime":2378.664,"body":"owner and leader too."},{"speaker":"Crystal Vilkaitis","startTime":2378.665,"endTime":2381.355,"body":"So there's so many great resources today."},{"speaker":"Crystal Vilkaitis","startTime":2381.685,"endTime":2385.795,"body":"You know, it's really about finding"},{"speaker":"Crystal Vilkaitis","startTime":2381.685,"endTime":2385.795,"body":"the coach or the platform or the"},{"speaker":"Crystal Vilkaitis","startTime":2385.795,"endTime":2387.485,"body":"place that really supports you."},{"speaker":"Crystal Vilkaitis","startTime":2387.925,"endTime":2389.795,"body":"And you've got to get that support."},{"speaker":"Crystal Vilkaitis","startTime":2389.805,"endTime":2393.575,"body":"There's a solid chance that a lot"},{"speaker":"Crystal Vilkaitis","startTime":2389.805,"endTime":2393.575,"body":"of us need that support because"},{"speaker":"Crystal Vilkaitis","startTime":2393.575,"endTime":2397.055,"body":"you're just, there's few and far"},{"speaker":"Crystal Vilkaitis","startTime":2393.575,"endTime":2397.055,"body":"between that are just born leaders"},{"speaker":"Crystal Vilkaitis","startTime":2397.055,"endTime":2398.815,"body":"that know how to manage people."},{"speaker":"Crystal Vilkaitis","startTime":2399.115,"endTime":2402.345,"body":"I think I've learned it's"},{"speaker":"Crystal Vilkaitis","startTime":2399.115,"endTime":2402.345,"body":"so hard to manage people."},{"speaker":"Crystal Vilkaitis","startTime":2402.625,"endTime":2404.525,"body":"That is certainly not my strength."},{"speaker":"Crystal Vilkaitis","startTime":2405.005,"endTime":2408.935,"body":"And I've learned a lot over the"},{"speaker":"Crystal Vilkaitis","startTime":2405.005,"endTime":2408.935,"body":"years and I've found somebody who"},{"speaker":"Crystal Vilkaitis","startTime":2408.935,"endTime":2412.295,"body":"could help me manage, like really"},{"speaker":"Crystal Vilkaitis","startTime":2408.935,"endTime":2412.295,"body":"learn more about yourself, but it's"},{"speaker":"Crystal Vilkaitis","startTime":2412.295,"endTime":2413.995,"body":"critical to the success of the store."},{"speaker":"Crystal Vilkaitis","startTime":2414.565,"endTime":2418.515,"body":"My goodness, Melodie, this feels like"},{"speaker":"Crystal Vilkaitis","startTime":2414.565,"endTime":2418.515,"body":"it was just like a retail masterclass."},{"speaker":"Crystal Vilkaitis","startTime":2418.585,"endTime":2420.778,"body":"are you ready for the resilience round?"},{"speaker":"Crystal Vilkaitis","startTime":2422.898,"endTime":2423.738,"body":"Let's do it."},{"speaker":"Crystal Vilkaitis","startTime":2423.748,"endTime":2425.148,"body":"Best business book."},{"speaker":"Crystal Vilkaitis","startTime":2429.528,"endTime":2430.308,"body":"That is a good one."},{"speaker":"Crystal Vilkaitis","startTime":2430.428,"endTime":2431.198,"body":"That's a really good one."},{"speaker":"Crystal Vilkaitis","startTime":2431.838,"endTime":2434.188,"body":"Best retail technology,"},{"speaker":"Crystal Vilkaitis","startTime":2431.838,"endTime":2434.188,"body":"like an app or software."},{"speaker":"Melodie Van der Baan","startTime":2435.568,"endTime":2438.668,"body":"Truly, I"},{"speaker":"Melodie Van der Baan","startTime":2435.568,"endTime":2438.668,"body":"think Apple Wallet is my favorite."},{"speaker":"Crystal Vilkaitis","startTime":2439.778,"endTime":2440.248,"body":"Nice."},{"speaker":"Crystal Vilkaitis","startTime":2440.248,"endTime":2441.498,"body":"Yeah, that's a great one."},{"speaker":"Crystal Vilkaitis","startTime":2443.118,"endTime":2443.618,"body":"It's great."},{"speaker":"Crystal Vilkaitis","startTime":2443.998,"endTime":2446.648,"body":"How do you keep up with the"},{"speaker":"Crystal Vilkaitis","startTime":2443.998,"endTime":2446.648,"body":"ever changing retail landscape?"},{"speaker":"Melodie Van der Baan","startTime":2447.518,"endTime":2449.778,"body":"I have a"},{"speaker":"Melodie Van der Baan","startTime":2447.518,"endTime":2449.778,"body":"very lucky position here in that I"},{"speaker":"Melodie Van der Baan","startTime":2449.788,"endTime":2455.518,"body":"have investors who actually go out,"},{"speaker":"Melodie Van der Baan","startTime":2449.788,"endTime":2455.518,"body":"source and fund retail technologies."},{"speaker":"Melodie Van der Baan","startTime":2455.528,"endTime":2458.778,"body":"So they always keep me in"},{"speaker":"Melodie Van der Baan","startTime":2455.528,"endTime":2458.778,"body":"the loop on what's the latest"},{"speaker":"Melodie Van der Baan","startTime":2458.778,"endTime":2459.888,"body":"thing that's coming to market."},{"speaker":"Melodie Van der Baan","startTime":2459.888,"endTime":2462.578,"body":"And then I also have my retailers"},{"speaker":"Melodie Van der Baan","startTime":2459.888,"endTime":2462.578,"body":"who keep me in the loop on what"},{"speaker":"Melodie Van der Baan","startTime":2462.578,"endTime":2463.918,"body":"the problems they need solved are."},{"speaker":"Crystal Vilkaitis","startTime":2464.383,"endTime":2465.533,"body":"Yeah, awesome."},{"speaker":"Crystal Vilkaitis","startTime":2466.173,"endTime":2470.133,"body":"Now to help retailers be stronger,"},{"speaker":"Crystal Vilkaitis","startTime":2466.173,"endTime":2470.133,"body":"more rooted in success, what's an"},{"speaker":"Crystal Vilkaitis","startTime":2470.143,"endTime":2472.813,"body":"operational foundational best practice?"},{"speaker":"Melodie Van der Baan","startTime":2474.098,"endTime":2475.778,"body":"I would"},{"speaker":"Melodie Van der Baan","startTime":2474.098,"endTime":2475.778,"body":"absolutely say the handbook."},{"speaker":"Melodie Van der Baan","startTime":2475.838,"endTime":2480.618,"body":"If I'm going to be so obnoxious on your"},{"speaker":"Melodie Van der Baan","startTime":2475.838,"endTime":2480.618,"body":"podcast, I'm going to go back to it."},{"speaker":"Crystal Vilkaitis","startTime":2481.083,"endTime":2482.113,"body":"Yep, that's a good one."},{"speaker":"Crystal Vilkaitis","startTime":2482.113,"endTime":2483.943,"body":"It's truly, it's foundational."},{"speaker":"Crystal Vilkaitis","startTime":2484.873,"endTime":2487.553,"body":"If you had to start your business"},{"speaker":"Crystal Vilkaitis","startTime":2484.873,"endTime":2487.553,"body":"all over again, what's one"},{"speaker":"Crystal Vilkaitis","startTime":2487.553,"endTime":2488.653,"body":"thing you'd do differently?"},{"speaker":"Melodie Van der Baan","startTime":2489.548,"endTime":2490.588,"body":"I'd be less stubborn."},{"speaker":"Crystal Vilkaitis","startTime":2491.193,"endTime":2492.323,"body":"Hmm."},{"speaker":"Crystal Vilkaitis","startTime":2492.323,"endTime":2492.603,"body":"Yep."},{"speaker":"Crystal Vilkaitis","startTime":2492.613,"endTime":2493.253,"body":"That's a good one."},{"speaker":"Crystal Vilkaitis","startTime":2494.573,"endTime":2499.163,"body":"And finally, what do you think the"},{"speaker":"Crystal Vilkaitis","startTime":2494.573,"endTime":2499.163,"body":"future of independent retail looks like?"},{"speaker":"Melodie Van der Baan","startTime":2500.058,"endTime":2501.048,"body":"I think it's omni."},{"speaker":"Melodie Van der Baan","startTime":2501.818,"endTime":2504.458,"body":"I think it's maintaining these"},{"speaker":"Melodie Van der Baan","startTime":2501.818,"endTime":2504.458,"body":"beautiful in store connections"},{"speaker":"Melodie Van der Baan","startTime":2504.458,"endTime":2508.118,"body":"that cannot be replaced by anything"},{"speaker":"Melodie Van der Baan","startTime":2504.458,"endTime":2508.118,"body":"online, while understanding that"},{"speaker":"Melodie Van der Baan","startTime":2508.138,"endTime":2511.088,"body":"global reach of consumers will"},{"speaker":"Melodie Van der Baan","startTime":2508.138,"endTime":2511.088,"body":"be important to your business."},{"speaker":"Crystal Vilkaitis","startTime":2511.833,"endTime":2512.333,"body":"Well said."},{"speaker":"Crystal Vilkaitis","startTime":2512.783,"endTime":2515.693,"body":"Melodie, how can people learn"},{"speaker":"Crystal Vilkaitis","startTime":2512.783,"endTime":2515.693,"body":"more and connect with you?"},{"speaker":"Melodie Van der Baan","startTime":2516.328,"endTime":2517.148,"body":"Absolutely."},{"speaker":"Melodie Van der Baan","startTime":2517.148,"endTime":2520.968,"body":"You can just send an email"},{"speaker":"Melodie Van der Baan","startTime":2517.148,"endTime":2520.968,"body":"to info@maxretail.com and a"},{"speaker":"Melodie Van der Baan","startTime":2520.968,"endTime":2522.238,"body":"member of our success team."},{"speaker":"Melodie Van der Baan","startTime":2522.238,"endTime":2525.158,"body":"We'll reach out to you, share more"},{"speaker":"Melodie Van der Baan","startTime":2522.238,"endTime":2525.158,"body":"about Max Retail, or you could"},{"speaker":"Melodie Van der Baan","startTime":2525.158,"endTime":2529.168,"body":"simply go to MaxRetail.Com and"},{"speaker":"Melodie Van der Baan","startTime":2525.158,"endTime":2529.168,"body":"fill out the get qualified form."},{"speaker":"Melodie Van der Baan","startTime":2529.208,"endTime":2532.298,"body":"Somebody will give you a buzz real"},{"speaker":"Melodie Van der Baan","startTime":2529.208,"endTime":2532.298,"body":"quick and they can't wait to see"},{"speaker":"Melodie Van der Baan","startTime":2532.298,"endTime":2534.008,"body":"everyone at the trade shows this fall."},{"speaker":"Melodie Van der Baan","startTime":2534.018,"endTime":2535.268,"body":"We've got a lot going on."},{"speaker":"Melodie Van der Baan","startTime":2535.688,"endTime":2536.918,"body":"And so come meet us."},{"speaker":"Melodie Van der Baan","startTime":2536.988,"endTime":2542.228,"body":"Meet us in New York, Atlanta, Dallas,"},{"speaker":"Melodie Van der Baan","startTime":2536.988,"endTime":2542.228,"body":"Grand Rapids, Michigan, right?"},{"speaker":"Melodie Van der Baan","startTime":2542.228,"endTime":2542.698,"body":"Crystal."},{"speaker":"Melodie Van der Baan","startTime":2542.708,"endTime":2543.818,"body":"We're even going to be there."},{"speaker":"Crystal Vilkaitis","startTime":2544.213,"endTime":2544.803,"body":"Yes."},{"speaker":"Crystal Vilkaitis","startTime":2544.823,"endTime":2547.963,"body":"I know we're filming this in"},{"speaker":"Crystal Vilkaitis","startTime":2544.823,"endTime":2547.963,"body":"July and Melodie and I will be"},{"speaker":"Crystal Vilkaitis","startTime":2548.053,"endTime":2549.673,"body":"at  Bob and Susan's conference."},{"speaker":"Crystal Vilkaitis","startTime":2549.673,"endTime":2551.773,"body":"The Retail Success Summit"},{"speaker":"Crystal Vilkaitis","startTime":2549.673,"endTime":2551.773,"body":"will be together soon."},{"speaker":"Crystal Vilkaitis","startTime":2551.773,"endTime":2555.623,"body":"So if you're there, this episode is airing"},{"speaker":"Crystal Vilkaitis","startTime":2551.773,"endTime":2555.623,"body":"in September, so we already saw you."},{"speaker":"Crystal Vilkaitis","startTime":2555.623,"endTime":2556.133,"body":"But so much for watching."},{"speaker":"Crystal Vilkaitis","startTime":2556.173,"endTime":2561.183,"body":"Go check out where Max Retail is going to"},{"speaker":"Crystal Vilkaitis","startTime":2556.173,"endTime":2561.183,"body":"be because they might be at a trade show"},{"speaker":"Crystal Vilkaitis","startTime":2561.183,"endTime":2564.143,"body":"near you and definitely connect online."},{"speaker":"Crystal Vilkaitis","startTime":2564.143,"endTime":2569.313,"body":"Melodie, you dropped some serious"},{"speaker":"Crystal Vilkaitis","startTime":2564.143,"endTime":2569.313,"body":"retail knowledge and help today."},{"speaker":"Crystal Vilkaitis","startTime":2569.343,"endTime":2571.793,"body":"Thank you so much for"},{"speaker":"Crystal Vilkaitis","startTime":2569.343,"endTime":2571.793,"body":"sharing your expertise."},{"speaker":"Melodie Van der Baan","startTime":2572.343,"endTime":2573.513,"body":"Thank you for having me."},{"speaker":"Melodie Van der Baan","startTime":2573.513,"endTime":2574.783,"body":"Look forward to meeting everyone."},{"speaker":"Crystal Vilkaitis","startTime":2575.173,"endTime":2575.613,"body":"Yeah."},{"speaker":"Crystal Vilkaitis","startTime":2575.653,"endTime":2576.113,"body":"Awesome."},{"speaker":"Crystal Vilkaitis","startTime":2576.113,"endTime":2578.573,"body":"Everyone remember that I'm"},{"speaker":"Crystal Vilkaitis","startTime":2576.113,"endTime":2578.573,"body":"rooting for your success."},{"speaker":"Crystal Vilkaitis","startTime":2578.603,"endTime":2580.023,"body":"Have a great weekend, bye."},{"speaker":"Crystal Vilkaitis","startTime":2583.772,"endTime":2585.612,"body":"Thank you so much for being here."},{"speaker":"Crystal Vilkaitis","startTime":2585.632,"endTime":2587.082,"body":"It means the world to me."},{"speaker":"Crystal Vilkaitis","startTime":2587.412,"endTime":2590.532,"body":"Don't forget to join the Rise and"},{"speaker":"Crystal Vilkaitis","startTime":2587.412,"endTime":2590.532,"body":"Shine newsletter, which is social"},{"speaker":"Crystal Vilkaitis","startTime":2590.532,"endTime":2595.072,"body":"media news you need to know sent via"},{"speaker":"Crystal Vilkaitis","startTime":2590.532,"endTime":2595.072,"body":"email every Monday morning, go to"},{"speaker":"Crystal Vilkaitis","startTime":2595.182,"endTime":2601.602,"body":"crystalmediaco.com/rise to join and don't"},{"speaker":"Crystal Vilkaitis","startTime":2595.182,"endTime":2601.602,"body":"miss the newest episode of Rooted in"},{"speaker":"Crystal Vilkaitis","startTime":2601.612,"endTime":2603.512,"body":"Retail, which drops every Sunday morning."}]}