{"version":"1.0.0","segments":[{"speaker":"Crystal Vilkaitis","startTime":0.0,"endTime":3.93,"body":"Prepare yourself"},{"speaker":"Crystal Vilkaitis","startTime":0.0,"endTime":3.93,"body":"for another content rich action"},{"speaker":"Crystal Vilkaitis","startTime":3.93,"endTime":6.72,"body":"packed episode of Rooted in Retail."},{"speaker":"Crystal Vilkaitis","startTime":6.9,"endTime":11.97,"body":"Today I'm joined with my friend and"},{"speaker":"Crystal Vilkaitis","startTime":6.9,"endTime":11.97,"body":"colleague, Dan Holman, the CEO of Retail"},{"speaker":"Crystal Vilkaitis","startTime":11.97,"endTime":15.509,"body":"by CRS and Canadian Retail Solutions."},{"speaker":"Crystal Vilkaitis","startTime":15.869,"endTime":17.64,"body":"Dan is breaking it down."},{"speaker":"Crystal Vilkaitis","startTime":17.64,"endTime":19.29,"body":"What metrics should you be measuring?"},{"speaker":"Crystal Vilkaitis","startTime":19.38,"endTime":20.25,"body":"What matters?"},{"speaker":"Crystal Vilkaitis","startTime":20.25,"endTime":23.7,"body":"How to make it easier on yourself"},{"speaker":"Crystal Vilkaitis","startTime":20.25,"endTime":23.7,"body":"so it doesn't feel like a burden."},{"speaker":"Crystal Vilkaitis","startTime":24.03,"endTime":29.545,"body":"Having the right type of measurement"},{"speaker":"Crystal Vilkaitis","startTime":24.03,"endTime":29.545,"body":"and doing it the right cadence and how"},{"speaker":"Crystal Vilkaitis","startTime":29.565,"endTime":31.435,"body":"often you're doing this is so important."},{"speaker":"Crystal Vilkaitis","startTime":31.475,"endTime":36.155,"body":"And we break it all down in this"},{"speaker":"Crystal Vilkaitis","startTime":31.475,"endTime":36.155,"body":"episode to help you be more profitable"},{"speaker":"Crystal Vilkaitis","startTime":36.395,"endTime":41.685,"body":"and really understand trends in your"},{"speaker":"Crystal Vilkaitis","startTime":36.395,"endTime":41.685,"body":"business to help you connect with"},{"speaker":"Crystal Vilkaitis","startTime":41.685,"endTime":45.325,"body":"your customers to sell more from an"},{"speaker":"Crystal Vilkaitis","startTime":41.685,"endTime":45.325,"body":"inventory management perspective."},{"speaker":"Crystal Vilkaitis","startTime":45.705,"endTime":48.035,"body":"I mean, this was sort"},{"speaker":"Crystal Vilkaitis","startTime":45.705,"endTime":48.035,"body":"of a retail masterclass."},{"speaker":"Crystal Vilkaitis","startTime":48.075,"endTime":51.015,"body":"I love Dan's passion for this industry."},{"speaker":"Crystal Vilkaitis","startTime":51.015,"endTime":54.989,"body":"He's very rooted in retail and has a"},{"speaker":"Crystal Vilkaitis","startTime":51.015,"endTime":54.989,"body":"lot of education to share as you're"},{"speaker":"Crystal Vilkaitis","startTime":54.989,"endTime":56.48,"body":"going to learn in today's episode."},{"speaker":"Crystal Vilkaitis","startTime":56.48,"endTime":59.04,"body":"I looked at the clock and I'm"},{"speaker":"Crystal Vilkaitis","startTime":56.48,"endTime":59.04,"body":"like, I don't want to stop."},{"speaker":"Crystal Vilkaitis","startTime":59.04,"endTime":60.259,"body":"This is so good."},{"speaker":"Crystal Vilkaitis","startTime":60.259,"endTime":62.589,"body":"I felt like I had just so"},{"speaker":"Crystal Vilkaitis","startTime":60.259,"endTime":62.589,"body":"many more questions for Dan."},{"speaker":"Crystal Vilkaitis","startTime":62.599,"endTime":64.0,"body":"He has so much knowledge."},{"speaker":"Crystal Vilkaitis","startTime":64.625,"endTime":68.965,"body":"If you have questions about POS systems,"},{"speaker":"Crystal Vilkaitis","startTime":64.625,"endTime":68.965,"body":"if you hate yours, sort of love it."},{"speaker":"Crystal Vilkaitis","startTime":68.965,"endTime":71.485,"body":"You know, there's a big POS"},{"speaker":"Crystal Vilkaitis","startTime":68.965,"endTime":71.485,"body":"controversy in our industry."},{"speaker":"Crystal Vilkaitis","startTime":71.485,"endTime":73.245,"body":"We talk about it in this episode."},{"speaker":"Crystal Vilkaitis","startTime":73.245,"endTime":75.935,"body":"He has some really great"},{"speaker":"Crystal Vilkaitis","startTime":73.245,"endTime":75.935,"body":"advice on understanding a POS"},{"speaker":"Crystal Vilkaitis","startTime":75.935,"endTime":77.365,"body":"system that's good for you."},{"speaker":"Crystal Vilkaitis","startTime":77.735,"endTime":79.575,"body":"Plus, this is airing in Q4."},{"speaker":"Crystal Vilkaitis","startTime":79.585,"endTime":85.045,"body":"So Dan gives some advice for you to"},{"speaker":"Crystal Vilkaitis","startTime":79.585,"endTime":85.045,"body":"have a really successful holiday season."},{"speaker":"Crystal Vilkaitis","startTime":85.095,"endTime":88.255,"body":"I love the advice he gave in this episode."},{"speaker":"Crystal Vilkaitis","startTime":88.595,"endTime":93.425,"body":"So be sure to listen fully because even"},{"speaker":"Crystal Vilkaitis","startTime":88.595,"endTime":93.425,"body":"through our resilience round at the end."},{"speaker":"Crystal Vilkaitis","startTime":93.915,"endTime":100.425,"body":"Man, Dan was just dropping so much,"},{"speaker":"Crystal Vilkaitis","startTime":93.915,"endTime":100.425,"body":"so many ideas and education and"},{"speaker":"Crystal Vilkaitis","startTime":100.425,"endTime":105.395,"body":"resources that I was blown away by"},{"speaker":"Crystal Vilkaitis","startTime":100.425,"endTime":105.395,"body":"how much he gave in this episode."},{"speaker":"Crystal Vilkaitis","startTime":105.405,"endTime":106.085,"body":"You're going to love it."},{"speaker":"Crystal Vilkaitis","startTime":106.095,"endTime":109.845,"body":"Now, before we dive in, here's a"},{"speaker":"Crystal Vilkaitis","startTime":106.095,"endTime":109.845,"body":"little bit more about my guest, Dan."},{"speaker":"Crystal Vilkaitis","startTime":110.275,"endTime":113.215,"body":"Dan Holman has spent 30 plus"},{"speaker":"Crystal Vilkaitis","startTime":110.275,"endTime":113.215,"body":"years in the retail and service"},{"speaker":"Crystal Vilkaitis","startTime":113.225,"endTime":116.105,"body":"industries, specializing in"},{"speaker":"Crystal Vilkaitis","startTime":113.225,"endTime":116.105,"body":"marketing and business development,"},{"speaker":"Crystal Vilkaitis","startTime":116.135,"endTime":120.325,"body":"inventory planning, operations, and"},{"speaker":"Crystal Vilkaitis","startTime":116.135,"endTime":120.325,"body":"customer driven sales management."},{"speaker":"Crystal Vilkaitis","startTime":120.585,"endTime":124.205,"body":"He's an award winning business coach with"},{"speaker":"Crystal Vilkaitis","startTime":120.585,"endTime":124.205,"body":"a proven understanding of what it takes"},{"speaker":"Crystal Vilkaitis","startTime":124.215,"endTime":126.305,"body":"to be successful as an entrepreneur."},{"speaker":"Crystal Vilkaitis","startTime":126.565,"endTime":130.005,"body":"Dan spent 16 years in senior"},{"speaker":"Crystal Vilkaitis","startTime":126.565,"endTime":130.005,"body":"management and ownership roles with"},{"speaker":"Crystal Vilkaitis","startTime":130.015,"endTime":134.015,"body":"multi store retailers before joining"},{"speaker":"Crystal Vilkaitis","startTime":130.015,"endTime":134.015,"body":"Canadian Retail Solutions as their"},{"speaker":"Crystal Vilkaitis","startTime":134.015,"endTime":136.335,"body":"CEO, Director of Retail Planning."},{"speaker":"Crystal Vilkaitis","startTime":136.915,"endTime":140.045,"body":"Dan works directly with clients"},{"speaker":"Crystal Vilkaitis","startTime":136.915,"endTime":140.045,"body":"coast to coast representing"},{"speaker":"Crystal Vilkaitis","startTime":140.045,"endTime":142.045,"body":"hundreds of retailers categories."},{"speaker":"Crystal Vilkaitis","startTime":142.075,"endTime":147.035,"body":"He's the founder of The Wealthy"},{"speaker":"Crystal Vilkaitis","startTime":142.075,"endTime":147.035,"body":"Retailer, a boutique consulting firm,"},{"speaker":"Crystal Vilkaitis","startTime":147.085,"endTime":151.875,"body":"guiding independent specialty retailers"},{"speaker":"Crystal Vilkaitis","startTime":147.085,"endTime":151.875,"body":"and wholesalers to growth, improved"},{"speaker":"Crystal Vilkaitis","startTime":151.895,"endTime":154.245,"body":"profitability, and more cashflow."},{"speaker":"Crystal Vilkaitis","startTime":154.425,"endTime":159.585,"body":"You can learn more about Dan"},{"speaker":"Crystal Vilkaitis","startTime":154.425,"endTime":159.585,"body":"and his company retailbycrs.com."},{"speaker":"Crystal Vilkaitis","startTime":159.875,"endTime":162.795,"body":"Dan is also sponsoring EVOLVE."},{"speaker":"Crystal Vilkaitis","startTime":162.815,"endTime":167.055,"body":"So you will see him there and he's"},{"speaker":"Crystal Vilkaitis","startTime":162.815,"endTime":167.055,"body":"got an awesome breakout session"},{"speaker":"Crystal Vilkaitis","startTime":167.145,"endTime":168.835,"body":"that you will not want to miss."},{"speaker":"Crystal Vilkaitis","startTime":168.935,"endTime":172.275,"body":"So be sure to get your EVOLVE"},{"speaker":"Crystal Vilkaitis","startTime":168.935,"endTime":172.275,"body":"tickets so you can meet Dan."},{"speaker":"Crystal Vilkaitis","startTime":172.275,"endTime":173.245,"body":"You can ask questions."},{"speaker":"Crystal Vilkaitis","startTime":173.245,"endTime":175.485,"body":"That's the beauty of going"},{"speaker":"Crystal Vilkaitis","startTime":173.245,"endTime":175.485,"body":"to in person conferences."},{"speaker":"Crystal Vilkaitis","startTime":175.485,"endTime":178.495,"body":"You get to see people in person"},{"speaker":"Crystal Vilkaitis","startTime":175.485,"endTime":178.495,"body":"and ask those questions and really"},{"speaker":"Crystal Vilkaitis","startTime":178.495,"endTime":180.075,"body":"connect and learn from each other."},{"speaker":"Crystal Vilkaitis","startTime":180.075,"endTime":186.685,"body":"So listeners, you can use the code"},{"speaker":"Crystal Vilkaitis","startTime":180.075,"endTime":186.685,"body":"rooted at crystalmediaco.com/evolve"},{"speaker":"Crystal Vilkaitis","startTime":186.705,"endTime":188.015,"body":"to save $200 on your tickets."},{"speaker":"Crystal Vilkaitis","startTime":188.275,"endTime":191.065,"body":"All right, let's dive into"},{"speaker":"Crystal Vilkaitis","startTime":188.275,"endTime":191.065,"body":"this episode with Dan."},{"speaker":"Crystal Vilkaitis","startTime":196.071,"endTime":197.591,"body":"Welcome to Rooted in Retail."},{"speaker":"Crystal Vilkaitis","startTime":197.821,"endTime":199.591,"body":"I'm your host, Crystal Vilkaitis."},{"speaker":"Crystal Vilkaitis","startTime":199.971,"endTime":204.781,"body":"Here, we have engaging and informative"},{"speaker":"Crystal Vilkaitis","startTime":199.971,"endTime":204.781,"body":"conversations with successful indie"},{"speaker":"Crystal Vilkaitis","startTime":204.781,"endTime":206.501,"body":"retailers and industry experts."},{"speaker":"Crystal Vilkaitis","startTime":207.001,"endTime":209.601,"body":"Together, we learn, connect, and grow."},{"speaker":"Crystal Vilkaitis","startTime":210.171,"endTime":213.181,"body":"Don't miss our live after the"},{"speaker":"Crystal Vilkaitis","startTime":210.171,"endTime":213.181,"body":"show every Tuesday night in the"},{"speaker":"Crystal Vilkaitis","startTime":213.181,"endTime":214.801,"body":"Rooted in Retail Facebook group."},{"speaker":"Crystal Vilkaitis","startTime":215.571,"endTime":218.121,"body":"Alright, here's today's episode."},{"speaker":"Crystal Vilkaitis","startTime":221.626,"endTime":223.586,"body":"Dan, welcome to Rooted in Retail."},{"speaker":"Crystal Vilkaitis","startTime":223.586,"endTime":224.636,"body":"I'm thrilled you're here."},{"speaker":"Dan Holman","startTime":225.336,"endTime":226.536,"body":"Well, thank you for having me."},{"speaker":"Dan Holman","startTime":226.536,"endTime":227.206,"body":"I'm excited."},{"speaker":"Crystal Vilkaitis","startTime":227.611,"endTime":230.201,"body":"Yeah, you're"},{"speaker":"Crystal Vilkaitis","startTime":227.611,"endTime":230.201,"body":"one of those people I always love"},{"speaker":"Crystal Vilkaitis","startTime":230.411,"endTime":233.641,"body":"seeing in person at conferences."},{"speaker":"Crystal Vilkaitis","startTime":233.651,"endTime":234.751,"body":"Like it's always so nice."},{"speaker":"Crystal Vilkaitis","startTime":234.751,"endTime":236.311,"body":"We see each other along the years."},{"speaker":"Crystal Vilkaitis","startTime":236.341,"endTime":239.071,"body":"And this year we actually"},{"speaker":"Crystal Vilkaitis","startTime":236.341,"endTime":239.071,"body":"got to see each other twice,"},{"speaker":"Crystal Vilkaitis","startTime":239.101,"endTime":240.431,"body":"which was so great."},{"speaker":"Crystal Vilkaitis","startTime":240.881,"endTime":243.321,"body":"So I'm looking forward"},{"speaker":"Crystal Vilkaitis","startTime":240.881,"endTime":243.321,"body":"to this conversation."},{"speaker":"Crystal Vilkaitis","startTime":243.381,"endTime":248.721,"body":"I told you right before we hit record"},{"speaker":"Crystal Vilkaitis","startTime":243.381,"endTime":248.721,"body":"that today is Dan's day because I was"},{"speaker":"Crystal Vilkaitis","startTime":248.721,"endTime":251.996,"body":"listening to some Stacey's episode,"},{"speaker":"Crystal Vilkaitis","startTime":248.721,"endTime":251.996,"body":"who owns all of Olive \u0026 Bette's."},{"speaker":"Crystal Vilkaitis","startTime":252.016,"endTime":253.876,"body":"She gave a good plug for Dan."},{"speaker":"Crystal Vilkaitis","startTime":253.946,"endTime":256.696,"body":"I'm going to be talking to Cloud Nine"},{"speaker":"Crystal Vilkaitis","startTime":253.946,"endTime":256.696,"body":"Pajamas later who works with Dan."},{"speaker":"Crystal Vilkaitis","startTime":257.006,"endTime":258.486,"body":"He's very rooted in retail."},{"speaker":"Crystal Vilkaitis","startTime":258.486,"endTime":262.636,"body":"So Dan, well, before we dive in here, will"},{"speaker":"Crystal Vilkaitis","startTime":258.486,"endTime":262.636,"body":"you take a couple of minutes and share"},{"speaker":"Crystal Vilkaitis","startTime":262.686,"endTime":264.586,"body":"more about you and your retail journey?"},{"speaker":"Dan Holman","startTime":265.006,"endTime":265.806,"body":"Sure."},{"speaker":"Dan Holman","startTime":265.836,"endTime":268.456,"body":"Yeah, I've been in retail my whole life."},{"speaker":"Dan Holman","startTime":268.666,"endTime":271.856,"body":"It started at a very, very"},{"speaker":"Dan Holman","startTime":268.666,"endTime":271.856,"body":"young age, probably younger"},{"speaker":"Dan Holman","startTime":271.856,"endTime":273.306,"body":"than most should work at retail."},{"speaker":"Dan Holman","startTime":273.806,"endTime":275.206,"body":"But I did, that's where I started."},{"speaker":"Dan Holman","startTime":275.206,"endTime":280.066,"body":"And I sort of cut my teeth as"},{"speaker":"Dan Holman","startTime":275.206,"endTime":280.066,"body":"a young person in retail, left"},{"speaker":"Dan Holman","startTime":280.066,"endTime":283.916,"body":"retail and went into sort of a"},{"speaker":"Dan Holman","startTime":280.066,"endTime":283.916,"body":"service sales and service industry."},{"speaker":"Dan Holman","startTime":284.196,"endTime":288.236,"body":"And then, five or seven years there"},{"speaker":"Dan Holman","startTime":284.196,"endTime":288.236,"body":"and I quickly went back into retail."},{"speaker":"Dan Holman","startTime":288.716,"endTime":295.461,"body":"So I tell this story that I cut my teeth,"},{"speaker":"Dan Holman","startTime":288.716,"endTime":295.461,"body":"in traditional home and gift retail."},{"speaker":"Dan Holman","startTime":295.831,"endTime":303.431,"body":"And for the better part of 12 or so years"},{"speaker":"Dan Holman","startTime":295.831,"endTime":303.431,"body":"was a leader, an owner and a manager"},{"speaker":"Dan Holman","startTime":303.431,"endTime":306.591,"body":"within a group of gift and home stores."},{"speaker":"Dan Holman","startTime":306.941,"endTime":310.381,"body":"You know, I said this on a webinar"},{"speaker":"Dan Holman","startTime":306.941,"endTime":310.381,"body":"yesterday, my claim to fame is taking"},{"speaker":"Dan Holman","startTime":310.381,"endTime":315.766,"body":"a $5 million business and growing"},{"speaker":"Dan Holman","startTime":310.381,"endTime":315.766,"body":"it to $55 million in four or five"},{"speaker":"Dan Holman","startTime":315.776,"endTime":318.646,"body":"years and then to zero in one year."},{"speaker":"Dan Holman","startTime":318.906,"endTime":323.296,"body":"And so that journey teaches you so much."},{"speaker":"Dan Holman","startTime":323.606,"endTime":327.576,"body":"And as I exited that company"},{"speaker":"Dan Holman","startTime":323.606,"endTime":327.576,"body":"or as we exited,  I mean,"},{"speaker":"Dan Holman","startTime":327.576,"endTime":329.446,"body":"chapter 11, exited the company."},{"speaker":"Dan Holman","startTime":329.846,"endTime":334.746,"body":"One of the consulting firms that I had"},{"speaker":"Dan Holman","startTime":329.846,"endTime":334.746,"body":"worked with for a decade said to me, \"If"},{"speaker":"Dan Holman","startTime":334.746,"endTime":339.396,"body":"you're ever looking to change your career,"},{"speaker":"Dan Holman","startTime":334.746,"endTime":339.396,"body":"you would make a great consultant.\""},{"speaker":"Dan Holman","startTime":339.796,"endTime":346.006,"body":"And I honestly, Crystal, I just"},{"speaker":"Dan Holman","startTime":339.796,"endTime":346.006,"body":"hated the word consultant .Still do."},{"speaker":"Dan Holman","startTime":346.026,"endTime":351.376,"body":"I never refer to myself, when I'm wearing"},{"speaker":"Dan Holman","startTime":346.026,"endTime":351.376,"body":"a consulting hat as a consultant, I'm a"},{"speaker":"Dan Holman","startTime":351.396,"endTime":356.426,"body":"coach, I'm a mentor for some, but I really"},{"speaker":"Dan Holman","startTime":351.396,"endTime":356.426,"body":"coach, I get in the game and coach the"},{"speaker":"Dan Holman","startTime":356.426,"endTime":358.716,"body":"plays that are happening in the game."},{"speaker":"Dan Holman","startTime":358.716,"endTime":362.946,"body":"And that's really where I"},{"speaker":"Dan Holman","startTime":358.716,"endTime":362.946,"body":"found my passion in retail."},{"speaker":"Dan Holman","startTime":363.186,"endTime":366.496,"body":"While I own a retail store"},{"speaker":"Dan Holman","startTime":363.186,"endTime":366.496,"body":"today, I have the good fortune"},{"speaker":"Dan Holman","startTime":366.496,"endTime":372.576,"body":"to work with 35 or 40 retailers"},{"speaker":"Dan Holman","startTime":366.496,"endTime":372.576,"body":"in one on one every single month."},{"speaker":"Dan Holman","startTime":373.166,"endTime":379.026,"body":"That feeds my passion and then"},{"speaker":"Dan Holman","startTime":373.166,"endTime":379.026,"body":"POS, point of sale, pays the"},{"speaker":"Dan Holman","startTime":379.026,"endTime":380.786,"body":"bills, is the way I look at it."},{"speaker":"Dan Holman","startTime":381.076,"endTime":385.426,"body":"And so not necessarily a passion,"},{"speaker":"Dan Holman","startTime":381.076,"endTime":385.426,"body":"but an absolutely essential tool."},{"speaker":"Dan Holman","startTime":385.626,"endTime":390.886,"body":"And I learned very early in my retail"},{"speaker":"Dan Holman","startTime":385.626,"endTime":390.886,"body":"career that the more effort I put"},{"speaker":"Dan Holman","startTime":390.886,"endTime":395.836,"body":"into understanding the nucleus of"},{"speaker":"Dan Holman","startTime":390.886,"endTime":395.836,"body":"our business, that one platform that"},{"speaker":"Dan Holman","startTime":395.856,"endTime":402.951,"body":"harbors all information, I could make"},{"speaker":"Dan Holman","startTime":395.856,"endTime":402.951,"body":"a significant change if I just listen."},{"speaker":"Dan Holman","startTime":403.251,"endTime":404.511,"body":"And so here we are."},{"speaker":"Dan Holman","startTime":404.511,"endTime":406.588,"body":"30 through years."},{"speaker":"Dan Holman","startTime":406.588,"endTime":409.071,"body":"Probably 35, almost 40."},{"speaker":"Dan Holman","startTime":409.071,"endTime":413.241,"body":"I mean, if I'm thinking about when"},{"speaker":"Dan Holman","startTime":409.071,"endTime":413.241,"body":"I started, I was 12 when I started."},{"speaker":"Dan Holman","startTime":413.241,"endTime":418.721,"body":"So, you know, I'm definitely 40 some"},{"speaker":"Dan Holman","startTime":413.241,"endTime":418.721,"body":"years into retail and working with"},{"speaker":"Dan Holman","startTime":418.721,"endTime":425.666,"body":"retailers on an independent level has"},{"speaker":"Dan Holman","startTime":418.721,"endTime":425.666,"body":"really been about since 2007, 2008."},{"speaker":"Dan Holman","startTime":426.443,"endTime":429.613,"body":"I have kind of lived and"},{"speaker":"Dan Holman","startTime":426.443,"endTime":429.613,"body":"breathed in retail and never"},{"speaker":"Dan Holman","startTime":429.613,"endTime":432.563,"body":"thought about ever leaving."},{"speaker":"Crystal Vilkaitis","startTime":432.563,"endTime":433.183,"body":"Yeah, you really have."},{"speaker":"Crystal Vilkaitis","startTime":433.183,"endTime":437.153,"body":"You are super rooted and what incredible"},{"speaker":"Crystal Vilkaitis","startTime":433.183,"endTime":437.153,"body":"experience that you have and what"},{"speaker":"Crystal Vilkaitis","startTime":437.153,"endTime":441.243,"body":"you can bring to our listeners today,"},{"speaker":"Crystal Vilkaitis","startTime":437.153,"endTime":441.243,"body":"which we're going to dive in and we're"},{"speaker":"Crystal Vilkaitis","startTime":441.243,"endTime":443.363,"body":"going to talk about POS and data."},{"speaker":"Crystal Vilkaitis","startTime":443.663,"endTime":447.533,"body":"But before we get there, I want"},{"speaker":"Crystal Vilkaitis","startTime":443.663,"endTime":447.533,"body":"to hear some of this coaching side"},{"speaker":"Crystal Vilkaitis","startTime":447.773,"endTime":451.753,"body":"because you've coached retailers"},{"speaker":"Crystal Vilkaitis","startTime":447.773,"endTime":451.753,"body":"across hundreds of categories."},{"speaker":"Crystal Vilkaitis","startTime":452.003,"endTime":457.563,"body":"What's one unconventional tactic or"},{"speaker":"Crystal Vilkaitis","startTime":452.003,"endTime":457.563,"body":"mindset shift that has led to a major"},{"speaker":"Crystal Vilkaitis","startTime":457.593,"endTime":459.233,"body":"turnaround for one of your clients?"},{"speaker":"Dan Holman","startTime":459.878,"endTime":460.748,"body":"A great question."},{"speaker":"Dan Holman","startTime":462.088,"endTime":464.438,"body":"I don't know if it's unconventional."},{"speaker":"Dan Holman","startTime":464.748,"endTime":468.548,"body":"But there is definitely a"},{"speaker":"Dan Holman","startTime":464.748,"endTime":468.548,"body":"systemic problem in our world."},{"speaker":"Dan Holman","startTime":469.508,"endTime":473.998,"body":"Most independent retailers struggle"},{"speaker":"Dan Holman","startTime":469.508,"endTime":473.998,"body":"with negativity in their business."},{"speaker":"Dan Holman","startTime":474.258,"endTime":479.058,"body":"And the reality is we tend to focus"},{"speaker":"Dan Holman","startTime":474.258,"endTime":479.058,"body":"on the negatives that we create."},{"speaker":"Dan Holman","startTime":479.398,"endTime":483.218,"body":"We're off our last year goal or our"},{"speaker":"Dan Holman","startTime":479.398,"endTime":483.218,"body":"last year sales, our comp is down."},{"speaker":"Dan Holman","startTime":483.418,"endTime":484.778,"body":"We didn't make our sales goal."},{"speaker":"Dan Holman","startTime":484.778,"endTime":486.898,"body":"There's no traffic, et"},{"speaker":"Dan Holman","startTime":484.778,"endTime":486.898,"body":"cetera, et cetera, et cetera."},{"speaker":"Dan Holman","startTime":487.148,"endTime":488.968,"body":"Those are all negative."},{"speaker":"Dan Holman","startTime":489.278,"endTime":495.178,"body":"Things that take us to the wrong place"},{"speaker":"Dan Holman","startTime":489.278,"endTime":495.178,"body":"in our business and the real turnaround"},{"speaker":"Dan Holman","startTime":495.188,"endTime":501.808,"body":"for retailer always begins when we"},{"speaker":"Dan Holman","startTime":495.188,"endTime":501.808,"body":"start to focus on success, no matter"},{"speaker":"Dan Holman","startTime":501.808,"endTime":508.888,"body":"how small it is literally impossible to"},{"speaker":"Dan Holman","startTime":501.808,"endTime":508.888,"body":"work on broken things in your business."},{"speaker":"Dan Holman","startTime":509.058,"endTime":511.528,"body":"You just don't know what you don't know."},{"speaker":"Dan Holman","startTime":511.548,"endTime":514.628,"body":"And if you did know,"},{"speaker":"Dan Holman","startTime":511.548,"endTime":514.628,"body":"they wouldn't be broken."},{"speaker":"Dan Holman","startTime":515.128,"endTime":518.868,"body":"And so my coaching, has always"},{"speaker":"Dan Holman","startTime":515.128,"endTime":518.868,"body":"sort of been foundationally"},{"speaker":"Dan Holman","startTime":518.868,"endTime":521.028,"body":"based as a cheerleader."},{"speaker":"Dan Holman","startTime":521.058,"endTime":523.698,"body":"I'm going to look for"},{"speaker":"Dan Holman","startTime":521.058,"endTime":523.698,"body":"positives and cheer you on."},{"speaker":"Dan Holman","startTime":524.128,"endTime":528.848,"body":"And when we flip sort of that lens"},{"speaker":"Dan Holman","startTime":524.128,"endTime":528.848,"body":"that we look at from what's not"},{"speaker":"Dan Holman","startTime":528.848,"endTime":534.228,"body":"working to what is working, and"},{"speaker":"Dan Holman","startTime":528.848,"endTime":534.228,"body":"understand why something is working."},{"speaker":"Dan Holman","startTime":534.708,"endTime":539.278,"body":"We make significant change in the"},{"speaker":"Dan Holman","startTime":534.708,"endTime":539.278,"body":"business and we achieve success"},{"speaker":"Dan Holman","startTime":539.498,"endTime":541.618,"body":"that we didn't know was possible."},{"speaker":"Dan Holman","startTime":541.828,"endTime":546.328,"body":"So for me, the biggest turnaround, and"},{"speaker":"Dan Holman","startTime":541.828,"endTime":546.328,"body":"I can tell you, you know, you're talking"},{"speaker":"Dan Holman","startTime":546.328,"endTime":552.438,"body":"to Stacy or Cloud Nine, they are going to"},{"speaker":"Dan Holman","startTime":546.328,"endTime":552.438,"body":"say the same thing, \"Dan always focuses on"},{"speaker":"Dan Holman","startTime":552.448,"endTime":555.068,"body":"what's working, never what's not working.\""},{"speaker":"Dan Holman","startTime":555.308,"endTime":557.888,"body":"And it's not that I'm"},{"speaker":"Dan Holman","startTime":555.308,"endTime":557.888,"body":"oblivious to what doesn't work."},{"speaker":"Dan Holman","startTime":558.178,"endTime":564.588,"body":"It's that I focus energy on understanding"},{"speaker":"Dan Holman","startTime":558.178,"endTime":564.588,"body":"reasoning why something is working."},{"speaker":"Dan Holman","startTime":564.838,"endTime":568.708,"body":"Whether it's a product or"},{"speaker":"Dan Holman","startTime":564.838,"endTime":568.708,"body":"a process, a relationship."},{"speaker":"Dan Holman","startTime":568.728,"endTime":573.348,"body":"If I understand why it"},{"speaker":"Dan Holman","startTime":568.728,"endTime":573.348,"body":"works, I can fix anything."},{"speaker":"Dan Holman","startTime":574.158,"endTime":578.008,"body":"It's the knowledge of what does"},{"speaker":"Dan Holman","startTime":574.158,"endTime":578.008,"body":"work that is our superpower."},{"speaker":"Crystal Vilkaitis","startTime":579.133,"endTime":580.733,"body":"I love that."},{"speaker":"Crystal Vilkaitis","startTime":580.783,"endTime":585.383,"body":"And something that I have personally"},{"speaker":"Crystal Vilkaitis","startTime":580.783,"endTime":585.383,"body":"done as a small business owner, and I'm"},{"speaker":"Crystal Vilkaitis","startTime":585.383,"endTime":586.973,"body":"sure you've seen it with these retailers."},{"speaker":"Crystal Vilkaitis","startTime":586.973,"endTime":592.023,"body":"I want to know is that we can do"},{"speaker":"Crystal Vilkaitis","startTime":586.973,"endTime":592.023,"body":"something that does work really well."},{"speaker":"Crystal Vilkaitis","startTime":592.513,"endTime":594.013,"body":"And then never do it again."},{"speaker":"Crystal Vilkaitis","startTime":594.173,"endTime":596.613,"body":"It's like, we just move right on."},{"speaker":"Crystal Vilkaitis","startTime":596.633,"endTime":597.993,"body":"We forget about it."},{"speaker":"Crystal Vilkaitis","startTime":598.273,"endTime":599.823,"body":"We're doing so many things."},{"speaker":"Crystal Vilkaitis","startTime":599.833,"endTime":603.333,"body":"We don't actually like stop and"},{"speaker":"Crystal Vilkaitis","startTime":599.833,"endTime":603.333,"body":"say, \"Oh, that worked really well."},{"speaker":"Crystal Vilkaitis","startTime":603.523,"endTime":604.433,"body":"Should we do that again?\""},{"speaker":"Crystal Vilkaitis","startTime":604.523,"endTime":605.853,"body":"Like, and learn from it."},{"speaker":"Crystal Vilkaitis","startTime":605.853,"endTime":607.433,"body":"Do you see that with retailers?"},{"speaker":"Dan Holman","startTime":607.718,"endTime":610.278,"body":"Always, and that"},{"speaker":"Dan Holman","startTime":607.718,"endTime":610.278,"body":"sort of brings me always back"},{"speaker":"Dan Holman","startTime":610.278,"endTime":612.398,"body":"to one foundational place."},{"speaker":"Dan Holman","startTime":612.764,"endTime":616.874,"body":"And I'm going to say this, I mean, until"},{"speaker":"Dan Holman","startTime":612.764,"endTime":616.874,"body":"the day I die, every retailer needs a"},{"speaker":"Dan Holman","startTime":616.874,"endTime":620.854,"body":"dashboard that keeps their finger on the"},{"speaker":"Dan Holman","startTime":616.874,"endTime":620.854,"body":"pulse of what's working and what's not."},{"speaker":"Dan Holman","startTime":621.084,"endTime":626.824,"body":"And it focuses on what's working so"},{"speaker":"Dan Holman","startTime":621.084,"endTime":626.824,"body":"that we don't forget why we had success."},{"speaker":"Dan Holman","startTime":627.324,"endTime":628.464,"body":"And too many of us do it."},{"speaker":"Dan Holman","startTime":628.714,"endTime":630.694,"body":"I sent this email, I held this event."},{"speaker":"Dan Holman","startTime":630.694,"endTime":631.654,"body":"It was a great success."},{"speaker":"Dan Holman","startTime":631.654,"endTime":632.584,"body":"When did you last do it?"},{"speaker":"Dan Holman","startTime":632.704,"endTime":633.514,"body":"Oh, a year ago."},{"speaker":"Dan Holman","startTime":633.514,"endTime":634.344,"body":"Oh my gosh."},{"speaker":"Dan Holman","startTime":635.134,"endTime":638.894,"body":"Hello, there's success"},{"speaker":"Dan Holman","startTime":635.134,"endTime":638.894,"body":"there you can build from."},{"speaker":"Crystal Vilkaitis","startTime":639.354,"endTime":641.934,"body":"There is, I"},{"speaker":"Crystal Vilkaitis","startTime":639.354,"endTime":641.934,"body":"like to call this a winning slot"},{"speaker":"Crystal Vilkaitis","startTime":641.934,"endTime":645.234,"body":"machine where you can just pull"},{"speaker":"Crystal Vilkaitis","startTime":641.934,"endTime":645.234,"body":"the lever and just keep winning."},{"speaker":"Crystal Vilkaitis","startTime":645.234,"endTime":645.564,"body":"Right?"},{"speaker":"Crystal Vilkaitis","startTime":645.594,"endTime":647.694,"body":"Like that's what we want."},{"speaker":"Crystal Vilkaitis","startTime":648.154,"endTime":650.194,"body":"And you know, Systems and data."},{"speaker":"Crystal Vilkaitis","startTime":650.194,"endTime":654.504,"body":"Like making those data driven"},{"speaker":"Crystal Vilkaitis","startTime":650.194,"endTime":654.504,"body":"decisions are so critical."},{"speaker":"Crystal Vilkaitis","startTime":654.524,"endTime":658.484,"body":"We will get into that a little bit,"},{"speaker":"Crystal Vilkaitis","startTime":654.524,"endTime":658.484,"body":"but I want to hear like about these"},{"speaker":"Crystal Vilkaitis","startTime":658.654,"endTime":663.034,"body":"blind spots that you're seeing from"},{"speaker":"Crystal Vilkaitis","startTime":658.654,"endTime":663.034,"body":"retailers 'cause I'm sure there are some,"},{"speaker":"Crystal Vilkaitis","startTime":663.034,"endTime":666.034,"body":"especially when it comes to inventory"},{"speaker":"Crystal Vilkaitis","startTime":663.034,"endTime":666.034,"body":"management, like what are you seeing?"},{"speaker":"Dan Holman","startTime":666.624,"endTime":671.234,"body":"Well, I think the biggest"},{"speaker":"Dan Holman","startTime":666.624,"endTime":671.234,"body":"blind spot, Crystal, is a retailer's"},{"speaker":"Dan Holman","startTime":671.274,"endTime":675.944,"body":"inability to connect their current"},{"speaker":"Dan Holman","startTime":671.274,"endTime":675.944,"body":"inventory to their current customer base."},{"speaker":"Dan Holman","startTime":676.144,"endTime":679.674,"body":"I say current, I don't mean the"},{"speaker":"Dan Holman","startTime":676.144,"endTime":679.674,"body":"people that are your infrequents."},{"speaker":"Dan Holman","startTime":679.694,"endTime":681.674,"body":"I mean the people that"},{"speaker":"Dan Holman","startTime":679.694,"endTime":681.674,"body":"shop with you frequently."},{"speaker":"Dan Holman","startTime":681.894,"endTime":685.674,"body":"I mean the customers that were"},{"speaker":"Dan Holman","startTime":681.894,"endTime":685.674,"body":"here yesterday tell you a better"},{"speaker":"Dan Holman","startTime":685.674,"endTime":687.164,"body":"story than those that don't."},{"speaker":"Dan Holman","startTime":687.384,"endTime":693.794,"body":"And the blind spot for every retailer is"},{"speaker":"Dan Holman","startTime":687.384,"endTime":693.794,"body":"not recognizing that behavioral activity."},{"speaker":"Dan Holman","startTime":694.024,"endTime":700.324,"body":"And the connection of existing"},{"speaker":"Dan Holman","startTime":694.024,"endTime":700.324,"body":"inventory to existing active customers"},{"speaker":"Dan Holman","startTime":700.564,"endTime":703.004,"body":"is a key ingredient to success."},{"speaker":"Dan Holman","startTime":703.204,"endTime":707.729,"body":"And instead, we have this, I call"},{"speaker":"Dan Holman","startTime":703.204,"endTime":707.729,"body":"it the Kevin Costner approach."},{"speaker":"Dan Holman","startTime":707.879,"endTime":709.839,"body":"If you build it, they will come."},{"speaker":"Dan Holman","startTime":710.149,"endTime":711.069,"body":"That's not true."},{"speaker":"Dan Holman","startTime":711.469,"endTime":713.679,"body":"It's never been more untrue."},{"speaker":"Dan Holman","startTime":713.859,"endTime":717.499,"body":"It's never a more inaccurate"},{"speaker":"Dan Holman","startTime":713.859,"endTime":717.499,"body":"strategy in retail."},{"speaker":"Dan Holman","startTime":717.779,"endTime":723.819,"body":"You have to connect what you do to the"},{"speaker":"Dan Holman","startTime":717.779,"endTime":723.819,"body":"audience that trusts you, that loves you,"},{"speaker":"Dan Holman","startTime":723.819,"endTime":725.836,"body":"that follows you, that patronizes you."},{"speaker":"Crystal Vilkaitis","startTime":726.411,"endTime":729.231,"body":"Absolutely, it's so true."},{"speaker":"Crystal Vilkaitis","startTime":729.231,"endTime":733.401,"body":"So this makes me think about when I"},{"speaker":"Crystal Vilkaitis","startTime":729.231,"endTime":733.401,"body":"was interviewing Miranda with Cloud"},{"speaker":"Crystal Vilkaitis","startTime":733.401,"endTime":738.711,"body":"Nine Pajamas and she said, you are on"},{"speaker":"Crystal Vilkaitis","startTime":733.401,"endTime":738.711,"body":"her email list and you got an email"},{"speaker":"Crystal Vilkaitis","startTime":738.711,"endTime":741.831,"body":"from her about bras and you are a male."},{"speaker":"Crystal Vilkaitis","startTime":741.831,"endTime":745.941,"body":"And you're like, this is not, no,"},{"speaker":"Crystal Vilkaitis","startTime":741.831,"endTime":745.941,"body":"this is not the right segmentation."},{"speaker":"Crystal Vilkaitis","startTime":745.951,"endTime":748.431,"body":"And we were talking about"},{"speaker":"Crystal Vilkaitis","startTime":745.951,"endTime":748.431,"body":"email marketing and segmenting,"},{"speaker":"Crystal Vilkaitis","startTime":748.761,"endTime":750.221,"body":"but what am I understanding?"},{"speaker":"Crystal Vilkaitis","startTime":750.221,"endTime":753.541,"body":"What you're saying here is our"},{"speaker":"Crystal Vilkaitis","startTime":750.221,"endTime":753.541,"body":"retailers, understanding and"},{"speaker":"Crystal Vilkaitis","startTime":753.541,"endTime":755.001,"body":"knowing they have that information."},{"speaker":"Crystal Vilkaitis","startTime":755.001,"endTime":759.131,"body":"They have that data of what the"},{"speaker":"Crystal Vilkaitis","startTime":755.001,"endTime":759.131,"body":"customer in their store is buying today."},{"speaker":"Crystal Vilkaitis","startTime":759.131,"endTime":763.691,"body":"So they can make strategic decisions"},{"speaker":"Crystal Vilkaitis","startTime":759.131,"endTime":763.691,"body":"on how they're talking to that"},{"speaker":"Crystal Vilkaitis","startTime":763.691,"endTime":769.531,"body":"customer in the future, as well as what"},{"speaker":"Crystal Vilkaitis","startTime":763.691,"endTime":769.531,"body":"they're ordering and using that data."},{"speaker":"Crystal Vilkaitis","startTime":769.614,"endTime":771.294,"body":"How should they be using the data?"},{"speaker":"Dan Holman","startTime":771.914,"endTime":774.524,"body":"Well, there's really"},{"speaker":"Dan Holman","startTime":771.914,"endTime":774.524,"body":"three things that come from"},{"speaker":"Dan Holman","startTime":774.624,"endTime":778.844,"body":"understanding that behavioral activity"},{"speaker":"Dan Holman","startTime":774.624,"endTime":778.844,"body":"of both inventory and customer."},{"speaker":"Dan Holman","startTime":779.164,"endTime":782.544,"body":"I know exactly what she's buying from me."},{"speaker":"Dan Holman","startTime":782.874,"endTime":788.704,"body":"If I know exactly what she's buying from"},{"speaker":"Dan Holman","startTime":782.874,"endTime":788.704,"body":"me, I also know what she's not buying from"},{"speaker":"Dan Holman","startTime":788.704,"endTime":791.514,"body":"me, which opens the door to opportunity."},{"speaker":"Dan Holman","startTime":792.244,"endTime":795.754,"body":"This person is buying dress wear"},{"speaker":"Dan Holman","startTime":792.244,"endTime":795.754,"body":"from me, but not casual, not"},{"speaker":"Dan Holman","startTime":795.764,"endTime":797.614,"body":"denim, not sweaters, not jackets."},{"speaker":"Dan Holman","startTime":798.199,"endTime":798.709,"body":"Why?"},{"speaker":"Dan Holman","startTime":798.749,"endTime":802.219,"body":"What are other people doing"},{"speaker":"Dan Holman","startTime":798.749,"endTime":802.219,"body":"that buy those products from me?"},{"speaker":"Dan Holman","startTime":802.469,"endTime":804.119,"body":"So it is understanding."},{"speaker":"Dan Holman","startTime":804.139,"endTime":806.439,"body":"And you know this better than most."},{"speaker":"Dan Holman","startTime":806.949,"endTime":811.579,"body":"To the degree you know your"},{"speaker":"Dan Holman","startTime":806.949,"endTime":811.579,"body":"customer, you will have success."},{"speaker":"Dan Holman","startTime":811.879,"endTime":816.419,"body":"It's this unknown and it's not that"},{"speaker":"Dan Holman","startTime":811.879,"endTime":816.419,"body":"we don't know our customers and we"},{"speaker":"Dan Holman","startTime":816.419,"endTime":819.179,"body":"think about the independent retailer."},{"speaker":"Dan Holman","startTime":819.249,"endTime":821.839,"body":"That person that's got a small boutique."},{"speaker":"Dan Holman","startTime":822.129,"endTime":824.119,"body":"That's got five or seven employees."},{"speaker":"Dan Holman","startTime":824.139,"endTime":826.689,"body":"That's really active in the"},{"speaker":"Dan Holman","startTime":824.139,"endTime":826.689,"body":"front end of their business."},{"speaker":"Dan Holman","startTime":827.329,"endTime":828.509,"body":"They know their customers."},{"speaker":"Dan Holman","startTime":828.829,"endTime":832.699,"body":"They know their customers"},{"speaker":"Dan Holman","startTime":828.829,"endTime":832.699,"body":"by face, but not by habit."},{"speaker":"Dan Holman","startTime":833.229,"endTime":839.059,"body":"They don't ever go back and look at their"},{"speaker":"Dan Holman","startTime":833.229,"endTime":839.059,"body":"habits to justify, to verify, to in fact,"},{"speaker":"Dan Holman","startTime":839.379,"endTime":842.349,"body":"reason why something is the way it is."},{"speaker":"Dan Holman","startTime":842.619,"endTime":846.609,"body":"We use excuse, you know, what we believe"},{"speaker":"Dan Holman","startTime":842.619,"endTime":846.609,"body":"to be true rather than what we prove."},{"speaker":"Dan Holman","startTime":846.799,"endTime":849.969,"body":"So certainly connecting inventory"},{"speaker":"Dan Holman","startTime":846.799,"endTime":849.969,"body":"to your existing customer."},{"speaker":"Dan Holman","startTime":849.969,"endTime":850.679,"body":"What did she buy?"},{"speaker":"Dan Holman","startTime":850.679,"endTime":851.649,"body":"What hasn't she bought?"},{"speaker":"Dan Holman","startTime":851.899,"endTime":855.789,"body":"I mean, when you talk about segmentation,"},{"speaker":"Dan Holman","startTime":851.899,"endTime":855.789,"body":"you've used the best example."},{"speaker":"Dan Holman","startTime":855.789,"endTime":858.059,"body":"Why would you send a bra ad?"},{"speaker":"Dan Holman","startTime":858.509,"endTime":863.029,"body":"Which I love KDM, not the KDM"},{"speaker":"Dan Holman","startTime":858.509,"endTime":863.029,"body":"products, but from Cloud Nine, I"},{"speaker":"Dan Holman","startTime":863.029,"endTime":865.009,"body":"can tell you that my wife is a fan."},{"speaker":"Dan Holman","startTime":865.316,"endTime":868.516,"body":"I got the email about the"},{"speaker":"Dan Holman","startTime":865.316,"endTime":868.516,"body":"KDM  bras and underwear."},{"speaker":"Dan Holman","startTime":868.536,"endTime":869.976,"body":"I'm not the audience."},{"speaker":"Dan Holman","startTime":870.256,"endTime":876.021,"body":"So I instantly, if I wasn't part"},{"speaker":"Dan Holman","startTime":870.256,"endTime":876.021,"body":"of that family, I would have just"},{"speaker":"Dan Holman","startTime":876.021,"endTime":879.551,"body":"tuned out and there's a good chance"},{"speaker":"Dan Holman","startTime":876.021,"endTime":879.551,"body":"I'd have never looked at another one"},{"speaker":"Dan Holman","startTime":879.911,"endTime":881.471,"body":"because they clearly don't know me."},{"speaker":"Crystal Vilkaitis","startTime":882.496,"endTime":883.256,"body":"It's so true."},{"speaker":"Crystal Vilkaitis","startTime":883.696,"endTime":889.056,"body":"And I think that's where a lot of"},{"speaker":"Crystal Vilkaitis","startTime":883.696,"endTime":889.056,"body":"retailers are hesitant on, at least from"},{"speaker":"Crystal Vilkaitis","startTime":889.106,"endTime":892.826,"body":"the email marketing side is that they feel"},{"speaker":"Crystal Vilkaitis","startTime":889.106,"endTime":892.826,"body":"like they're bothering their customers."},{"speaker":"Crystal Vilkaitis","startTime":892.836,"endTime":894.416,"body":"So they never send anything."},{"speaker":"Crystal Vilkaitis","startTime":894.536,"endTime":898.946,"body":"But if you are sending the right type"},{"speaker":"Crystal Vilkaitis","startTime":894.536,"endTime":898.946,"body":"of communication, because you know"},{"speaker":"Crystal Vilkaitis","startTime":898.946,"endTime":902.946,"body":"what they are buying and your customers"},{"speaker":"Crystal Vilkaitis","startTime":898.946,"endTime":902.946,"body":"habits, like you just said that."},{"speaker":"Crystal Vilkaitis","startTime":903.571,"endTime":905.941,"body":"I really want our listeners"},{"speaker":"Crystal Vilkaitis","startTime":903.571,"endTime":905.941,"body":"to let that sink in."},{"speaker":"Crystal Vilkaitis","startTime":905.971,"endTime":909.331,"body":"Do you know your customer's habits?"},{"speaker":"Crystal Vilkaitis","startTime":909.601,"endTime":912.391,"body":"And what are you doing"},{"speaker":"Crystal Vilkaitis","startTime":909.601,"endTime":912.391,"body":"with that information?"},{"speaker":"Crystal Vilkaitis","startTime":913.591,"endTime":915.481,"body":"It's so powerful, you've gotta use it."},{"speaker":"Dan Holman","startTime":915.811,"endTime":918.581,"body":"You have to know if your"},{"speaker":"Dan Holman","startTime":915.811,"endTime":918.581,"body":"customer comes in your store whether"},{"speaker":"Dan Holman","startTime":918.581,"endTime":919.921,"body":"she buys or not is irrelevant."},{"speaker":"Dan Holman","startTime":920.091,"endTime":924.421,"body":"If she walks through your front door"},{"speaker":"Dan Holman","startTime":920.091,"endTime":924.421,"body":"every single week, that's habit."},{"speaker":"Dan Holman","startTime":924.901,"endTime":927.001,"body":"If she comes in every month, that's habit."},{"speaker":"Dan Holman","startTime":927.001,"endTime":930.051,"body":"If she comes in every quarter,"},{"speaker":"Dan Holman","startTime":927.001,"endTime":930.051,"body":"every season, that's habit."},{"speaker":"Dan Holman","startTime":930.321,"endTime":932.941,"body":"Habit isn't necessarily a daily task."},{"speaker":"Dan Holman","startTime":933.291,"endTime":937.421,"body":"Habit is this act of repeating"},{"speaker":"Dan Holman","startTime":933.291,"endTime":937.421,"body":"the same function, the same"},{"speaker":"Dan Holman","startTime":937.421,"endTime":939.181,"body":"process over and over again."},{"speaker":"Dan Holman","startTime":939.431,"endTime":941.101,"body":"Cadence really is irrelevant."},{"speaker":"Dan Holman","startTime":942.006,"endTime":947.216,"body":"And so understanding how she shops, when"},{"speaker":"Dan Holman","startTime":942.006,"endTime":947.216,"body":"she shops, what things she purchases,"},{"speaker":"Dan Holman","startTime":947.426,"endTime":953.046,"body":"the best example I have for stores that"},{"speaker":"Dan Holman","startTime":947.426,"endTime":953.046,"body":"sell consumable commodity: candles,"},{"speaker":"Dan Holman","startTime":953.046,"endTime":955.456,"body":"soap, detergents, things like that."},{"speaker":"Dan Holman","startTime":955.456,"endTime":960.156,"body":"We think about bra stores and the amount"},{"speaker":"Dan Holman","startTime":955.456,"endTime":960.156,"body":"of soap that we should sell that we don't."},{"speaker":"Dan Holman","startTime":960.636,"endTime":963.226,"body":"I mean candles, how"},{"speaker":"Dan Holman","startTime":960.636,"endTime":963.226,"body":"long does a candle last?"},{"speaker":"Dan Holman","startTime":963.466,"endTime":967.986,"body":"If you light a candle, open a bottle of"},{"speaker":"Dan Holman","startTime":963.466,"endTime":967.986,"body":"wine, how long will that candle last?"},{"speaker":"Dan Holman","startTime":968.236,"endTime":971.916,"body":"And when should I let her know,"},{"speaker":"Dan Holman","startTime":968.236,"endTime":971.916,"body":"it's time to get another candle?"},{"speaker":"Dan Holman","startTime":972.551,"endTime":976.221,"body":"Like there is habit buried in"},{"speaker":"Dan Holman","startTime":972.551,"endTime":976.221,"body":"our information, like buried"},{"speaker":"Dan Holman","startTime":976.221,"endTime":977.411,"body":"in our point of sale system."},{"speaker":"Dan Holman","startTime":977.621,"endTime":981.201,"body":"If we just understand how to ask a"},{"speaker":"Dan Holman","startTime":977.621,"endTime":981.201,"body":"question, you're going to get this."},{"speaker":"Dan Holman","startTime":981.941,"endTime":986.711,"body":"I mean, untapped uncapped"},{"speaker":"Dan Holman","startTime":981.941,"endTime":986.711,"body":"potential revenue in your stores."},{"speaker":"Dan Holman","startTime":986.951,"endTime":987.831,"body":"And we're missing it today."},{"speaker":"Dan Holman","startTime":988.011,"endTime":988.731,"body":"It's a blind spot."},{"speaker":"Dan Holman","startTime":989.341,"endTime":992.621,"body":"I mean, so the third thing I"},{"speaker":"Dan Holman","startTime":989.341,"endTime":992.621,"body":"would say that understanding"},{"speaker":"Dan Holman","startTime":992.621,"endTime":995.101,"body":"this, it tells you how to buy."},{"speaker":"Dan Holman","startTime":995.561,"endTime":997.661,"body":"It tells you what size to buy."},{"speaker":"Dan Holman","startTime":997.801,"endTime":1002.096,"body":"When you go and swim through the"},{"speaker":"Dan Holman","startTime":997.801,"endTime":1002.096,"body":"minutia of stuff at a trade show,"},{"speaker":"Dan Holman","startTime":1002.296,"endTime":1004.606,"body":"it tells you what to focus on."},{"speaker":"Dan Holman","startTime":1004.916,"endTime":1010.466,"body":"Your ultimate goal has to always"},{"speaker":"Dan Holman","startTime":1004.916,"endTime":1010.466,"body":"be \"Fill her closet, fill her home."},{"speaker":"Dan Holman","startTime":1010.586,"endTime":1011.546,"body":"Not my store.\""},{"speaker":"Dan Holman","startTime":1012.141,"endTime":1016.511,"body":"And it is behavioral information that"},{"speaker":"Dan Holman","startTime":1012.141,"endTime":1016.511,"body":"allows us to become better buyers."},{"speaker":"Dan Holman","startTime":1016.671,"endTime":1018.161,"body":"And these are traditional blind spots."},{"speaker":"Dan Holman","startTime":1018.201,"endTime":1022.501,"body":"These are typical blind spots in all"},{"speaker":"Dan Holman","startTime":1018.201,"endTime":1022.501,"body":"indie retail, not all, not just indie"},{"speaker":"Dan Holman","startTime":1022.501,"endTime":1024.441,"body":"retail, but in retail in general."},{"speaker":"Dan Holman","startTime":1024.681,"endTime":1029.011,"body":"We're seeing significant improvement"},{"speaker":"Dan Holman","startTime":1024.681,"endTime":1029.011,"body":"with clientele and now coming back"},{"speaker":"Dan Holman","startTime":1029.011,"endTime":1032.811,"body":"to the forefront, which I think"},{"speaker":"Dan Holman","startTime":1029.011,"endTime":1032.811,"body":"you're not old enough to remember"},{"speaker":"Dan Holman","startTime":1032.891,"endTime":1038.946,"body":"this, but I will say this in the old"},{"speaker":"Dan Holman","startTime":1032.891,"endTime":1038.946,"body":"days, you knew exactly what I bought."},{"speaker":"Dan Holman","startTime":1038.956,"endTime":1040.526,"body":"It was written in your book."},{"speaker":"Dan Holman","startTime":1040.846,"endTime":1044.226,"body":"You had a little black book that"},{"speaker":"Dan Holman","startTime":1040.846,"endTime":1044.226,"body":"contained all of that information."},{"speaker":"Dan Holman","startTime":1044.466,"endTime":1048.296,"body":"And you reached out to me"},{"speaker":"Dan Holman","startTime":1044.466,"endTime":1048.296,"body":"specifically about a dress, a"},{"speaker":"Dan Holman","startTime":1048.306,"endTime":1050.676,"body":"jacket, a suit, a whatever it is."},{"speaker":"Dan Holman","startTime":1050.676,"endTime":1052.216,"body":"\"Dan, I haven't seen you in forever.\""},{"speaker":"Dan Holman","startTime":1052.246,"endTime":1052.956,"body":"That's clienteling."},{"speaker":"Dan Holman","startTime":1053.816,"endTime":1058.336,"body":"And only now, I mean, especially in"},{"speaker":"Dan Holman","startTime":1053.816,"endTime":1058.336,"body":"the last sort of 12 to 18 months,"},{"speaker":"Dan Holman","startTime":1058.596,"endTime":1063.656,"body":"are we even hearing the words"},{"speaker":"Dan Holman","startTime":1058.596,"endTime":1063.656,"body":"clienteling in regular language."},{"speaker":"Crystal Vilkaitis","startTime":1064.206,"endTime":1064.876,"body":"It's so true."},{"speaker":"Dan Holman","startTime":1064.876,"endTime":1065.686,"body":"It's a lost art."},{"speaker":"Crystal Vilkaitis","startTime":1066.146,"endTime":1067.346,"body":"It so is."},{"speaker":"Crystal Vilkaitis","startTime":1067.346,"endTime":1070.446,"body":"Actually, I've been in this industry"},{"speaker":"Crystal Vilkaitis","startTime":1067.346,"endTime":1070.446,"body":"for over a decade and I feel like"},{"speaker":"Crystal Vilkaitis","startTime":1070.446,"endTime":1073.156,"body":"I've only been hearing clienteling"},{"speaker":"Crystal Vilkaitis","startTime":1070.446,"endTime":1073.156,"body":"for the past couple of years now."},{"speaker":"Crystal Vilkaitis","startTime":1073.156,"endTime":1074.876,"body":"Like it is coming back."},{"speaker":"Crystal Vilkaitis","startTime":1074.956,"endTime":1077.726,"body":"I remember I was in a store a"},{"speaker":"Crystal Vilkaitis","startTime":1074.956,"endTime":1077.726,"body":"couple of years, well, actually"},{"speaker":"Crystal Vilkaitis","startTime":1077.726,"endTime":1078.926,"body":"probably like six years ago."},{"speaker":"Crystal Vilkaitis","startTime":1078.926,"endTime":1080.216,"body":"And my mom was in town."},{"speaker":"Crystal Vilkaitis","startTime":1080.706,"endTime":1081.606,"body":"I was in California."},{"speaker":"Crystal Vilkaitis","startTime":1081.626,"endTime":1082.656,"body":"My mom was in town."},{"speaker":"Crystal Vilkaitis","startTime":1082.666,"endTime":1085.896,"body":"It was Mother's Day weekend and"},{"speaker":"Crystal Vilkaitis","startTime":1082.666,"endTime":1085.896,"body":"we were taking her shopping and"},{"speaker":"Crystal Vilkaitis","startTime":1085.896,"endTime":1087.306,"body":"she really needed a pair of jeans."},{"speaker":"Crystal Vilkaitis","startTime":1087.636,"endTime":1089.326,"body":"And we went into a couple of stores."},{"speaker":"Crystal Vilkaitis","startTime":1089.326,"endTime":1093.091,"body":"She tried on a few things, but she"},{"speaker":"Crystal Vilkaitis","startTime":1089.326,"endTime":1093.091,"body":"didn't find anything that she liked."},{"speaker":"Crystal Vilkaitis","startTime":1093.471,"endTime":1097.321,"body":"The store owner the next, like"},{"speaker":"Crystal Vilkaitis","startTime":1093.471,"endTime":1097.321,"body":"five days later, called me and"},{"speaker":"Crystal Vilkaitis","startTime":1097.321,"endTime":1100.411,"body":"was like, \"I was wondering if"},{"speaker":"Crystal Vilkaitis","startTime":1097.321,"endTime":1100.411,"body":"your mom ever found any jeans."},{"speaker":"Crystal Vilkaitis","startTime":1100.441,"endTime":1104.241,"body":"We got some new jeans"},{"speaker":"Crystal Vilkaitis","startTime":1100.441,"endTime":1104.241,"body":"in,\" and I was blown away."},{"speaker":"Crystal Vilkaitis","startTime":1104.331,"endTime":1106.911,"body":"I'm like, \"I can't believe this lady.\""},{"speaker":"Crystal Vilkaitis","startTime":1107.231,"endTime":1113.761,"body":"Like seriously blown"},{"speaker":"Crystal Vilkaitis","startTime":1107.231,"endTime":1113.761,"body":"away It is a lost art."},{"speaker":"Crystal Vilkaitis","startTime":1113.781,"endTime":1116.526,"body":"I think that there is"},{"speaker":"Crystal Vilkaitis","startTime":1113.781,"endTime":1116.526,"body":"so many opportunities."},{"speaker":"Crystal Vilkaitis","startTime":1116.556,"endTime":1120.056,"body":"And I also love the idea of"},{"speaker":"Crystal Vilkaitis","startTime":1116.556,"endTime":1120.056,"body":"retailers getting really almost like"},{"speaker":"Crystal Vilkaitis","startTime":1120.056,"endTime":1125.866,"body":"obsessed with the purchases and the"},{"speaker":"Crystal Vilkaitis","startTime":1120.056,"endTime":1125.866,"body":"behavior and the habits that their"},{"speaker":"Crystal Vilkaitis","startTime":1125.866,"endTime":1128.326,"body":"customers are, that they have."},{"speaker":"Crystal Vilkaitis","startTime":1128.596,"endTime":1132.336,"body":"Now let's talk about the data because"},{"speaker":"Crystal Vilkaitis","startTime":1128.596,"endTime":1132.336,"body":"it can feel really overwhelming."},{"speaker":"Crystal Vilkaitis","startTime":1133.066,"endTime":1137.606,"body":"So what are the top data points"},{"speaker":"Crystal Vilkaitis","startTime":1133.066,"endTime":1137.606,"body":"they should monitor regularly?"},{"speaker":"Crystal Vilkaitis","startTime":1137.646,"endTime":1142.236,"body":"And how can they easily track these"},{"speaker":"Crystal Vilkaitis","startTime":1137.646,"endTime":1142.236,"body":"metrics without becoming burdened by it?"},{"speaker":"Dan Holman","startTime":1142.571,"endTime":1143.441,"body":"That's great question."},{"speaker":"Dan Holman","startTime":1143.491,"endTime":1148.151,"body":"I mean, key metrics are a critical"},{"speaker":"Dan Holman","startTime":1143.491,"endTime":1148.151,"body":"component of success in any business."},{"speaker":"Dan Holman","startTime":1148.151,"endTime":1150.761,"body":"You have to know what your key"},{"speaker":"Dan Holman","startTime":1148.151,"endTime":1150.761,"body":"performance indicators are."},{"speaker":"Dan Holman","startTime":1151.161,"endTime":1154.281,"body":"And for us in retail, it should"},{"speaker":"Dan Holman","startTime":1151.161,"endTime":1154.281,"body":"always start the same way."},{"speaker":"Dan Holman","startTime":1154.591,"endTime":1155.831,"body":"What are my weekly sales?"},{"speaker":"Dan Holman","startTime":1155.861,"endTime":1156.781,"body":"And I'm going to break this down."},{"speaker":"Dan Holman","startTime":1156.781,"endTime":1158.346,"body":"This has to be weekly."},{"speaker":"Dan Holman","startTime":1158.566,"endTime":1161.646,"body":"Not monthly, not quarterly,"},{"speaker":"Dan Holman","startTime":1158.566,"endTime":1161.646,"body":"not annually every week."},{"speaker":"Dan Holman","startTime":1161.646,"endTime":1162.896,"body":"What are my weekly sales?"},{"speaker":"Dan Holman","startTime":1163.436,"endTime":1165.036,"body":"What are my units per transaction?"},{"speaker":"Dan Holman","startTime":1165.186,"endTime":1166.596,"body":"What's my average order value?"},{"speaker":"Dan Holman","startTime":1166.786,"endTime":1169.386,"body":"What's my margin and what's"},{"speaker":"Dan Holman","startTime":1166.786,"endTime":1169.386,"body":"my on hand inventory?"},{"speaker":"Dan Holman","startTime":1169.566,"endTime":1173.676,"body":"And if I measure that every"},{"speaker":"Dan Holman","startTime":1169.566,"endTime":1173.676,"body":"single week on a dashboard, on a"},{"speaker":"Dan Holman","startTime":1173.686,"endTime":1176.726,"body":"simple dashboard, I can see trend."},{"speaker":"Dan Holman","startTime":1177.066,"endTime":1182.786,"body":"I can quickly identify when my AOV"},{"speaker":"Dan Holman","startTime":1177.066,"endTime":1182.786,"body":"starts to soften or strengthen."},{"speaker":"Dan Holman","startTime":1183.296,"endTime":1184.586,"body":"Why did it get better?"},{"speaker":"Dan Holman","startTime":1184.596,"endTime":1186.056,"body":"Why is it softening?"},{"speaker":"Dan Holman","startTime":1186.306,"endTime":1191.116,"body":"If it's softening on AOV, I"},{"speaker":"Dan Holman","startTime":1186.306,"endTime":1191.116,"body":"know exactly what lever to"},{"speaker":"Dan Holman","startTime":1191.116,"endTime":1193.486,"body":"push on to improve that number."},{"speaker":"Dan Holman","startTime":1193.676,"endTime":1198.516,"body":"That's an internal problem,"},{"speaker":"Dan Holman","startTime":1193.676,"endTime":1198.516,"body":"not an external problem, right?"},{"speaker":"Dan Holman","startTime":1198.546,"endTime":1199.536,"body":"I own that."},{"speaker":"Dan Holman","startTime":1199.776,"endTime":1205.101,"body":"And so these metrics that you look"},{"speaker":"Dan Holman","startTime":1199.776,"endTime":1205.101,"body":"for, you should have most three"},{"speaker":"Dan Holman","startTime":1205.171,"endTime":1209.681,"body":"automated reports that you get"},{"speaker":"Dan Holman","startTime":1205.171,"endTime":1209.681,"body":"every Monday morning from last week."},{"speaker":"Dan Holman","startTime":1209.981,"endTime":1210.781,"body":"You want to know."},{"speaker":"Dan Holman","startTime":1211.811,"endTime":1213.351,"body":"Obviously, POS reporting."},{"speaker":"Dan Holman","startTime":1213.371,"endTime":1217.061,"body":"You should have one report that"},{"speaker":"Dan Holman","startTime":1213.371,"endTime":1217.061,"body":"gives you really the five key"},{"speaker":"Dan Holman","startTime":1217.061,"endTime":1218.671,"body":"metrics that you need from sales."},{"speaker":"Dan Holman","startTime":1218.891,"endTime":1222.641,"body":"I always want to know what my on"},{"speaker":"Dan Holman","startTime":1218.891,"endTime":1222.641,"body":"hand inventory is and if measured"},{"speaker":"Dan Holman","startTime":1222.681,"endTime":1226.961,"body":"against my weekly sales, I know"},{"speaker":"Dan Holman","startTime":1222.681,"endTime":1226.961,"body":"what my average weekly sales are."},{"speaker":"Dan Holman","startTime":1226.991,"endTime":1232.566,"body":"And I can quickly say, Oh, my"},{"speaker":"Dan Holman","startTime":1226.991,"endTime":1232.566,"body":"average weekly sales are $10,000."},{"speaker":"Dan Holman","startTime":1232.736,"endTime":1235.746,"body":"I have a hundred thousand"},{"speaker":"Dan Holman","startTime":1232.736,"endTime":1235.746,"body":"dollars in on hand inventory."},{"speaker":"Dan Holman","startTime":1235.876,"endTime":1237.916,"body":"I have about 10 weeks of supply."},{"speaker":"Dan Holman","startTime":1238.146,"endTime":1241.516,"body":"Now that would be perfection,"},{"speaker":"Dan Holman","startTime":1238.146,"endTime":1241.516,"body":"if I had 10 weeks of supply."},{"speaker":"Dan Holman","startTime":1241.796,"endTime":1246.826,"body":"The fact is most of our retailers are"},{"speaker":"Dan Holman","startTime":1241.796,"endTime":1246.826,"body":"carrying more than 25 or 26 weeks of"},{"speaker":"Dan Holman","startTime":1246.826,"endTime":1249.956,"body":"inventory, which is a half a year's"},{"speaker":"Dan Holman","startTime":1246.826,"endTime":1249.956,"body":"worth of goods at any given time."},{"speaker":"Dan Holman","startTime":1251.271,"endTime":1252.041,"body":"You have no cash."},{"speaker":"Dan Holman","startTime":1252.261,"endTime":1256.661,"body":"And so just that simple metric"},{"speaker":"Dan Holman","startTime":1252.261,"endTime":1256.661,"body":"keeps me focused on how many weeks"},{"speaker":"Dan Holman","startTime":1256.661,"endTime":1258.151,"body":"worth of inventory do I have?"},{"speaker":"Dan Holman","startTime":1258.431,"endTime":1260.741,"body":"Based on my trended weekly sales."},{"speaker":"Dan Holman","startTime":1260.971,"endTime":1265.861,"body":"And as we move in and out of bigger"},{"speaker":"Dan Holman","startTime":1260.971,"endTime":1265.861,"body":"sales seasons like fourth quarter I know"},{"speaker":"Dan Holman","startTime":1265.861,"endTime":1270.461,"body":"historically what my average sales have"},{"speaker":"Dan Holman","startTime":1265.861,"endTime":1270.461,"body":"been so I know where I can grow from."},{"speaker":"Dan Holman","startTime":1270.711,"endTime":1274.231,"body":"So those five sort of pos"},{"speaker":"Dan Holman","startTime":1270.711,"endTime":1274.231,"body":"metrics, critically important."},{"speaker":"Dan Holman","startTime":1274.491,"endTime":1277.061,"body":"The other thing I will say, there's"},{"speaker":"Dan Holman","startTime":1274.491,"endTime":1277.061,"body":"two other reports that I lean on."},{"speaker":"Dan Holman","startTime":1277.061,"endTime":1278.801,"body":"A marketing report, absolutely."},{"speaker":"Dan Holman","startTime":1279.071,"endTime":1281.921,"body":"What are my weekly email"},{"speaker":"Dan Holman","startTime":1279.071,"endTime":1281.921,"body":"campaigns and flows."},{"speaker":"Dan Holman","startTime":1282.281,"endTime":1283.871,"body":"And I'll just share this quick story."},{"speaker":"Dan Holman","startTime":1283.961,"endTime":1287.311,"body":"And we're talking about Cloud Nine, I"},{"speaker":"Dan Holman","startTime":1283.961,"endTime":1287.311,"body":"do this quarterly strategy meeting for"},{"speaker":"Dan Holman","startTime":1287.311,"endTime":1289.191,"body":"them typically right before holiday."},{"speaker":"Dan Holman","startTime":1289.191,"endTime":1291.871,"body":"And just try to rally the"},{"speaker":"Dan Holman","startTime":1289.191,"endTime":1291.871,"body":"team, give them some insight."},{"speaker":"Dan Holman","startTime":1292.251,"endTime":1296.956,"body":"And so this year we went to the team"},{"speaker":"Dan Holman","startTime":1292.251,"endTime":1296.956,"body":"of store managers and said, \"Hey, tell"},{"speaker":"Dan Holman","startTime":1296.956,"endTime":1298.686,"body":"me what you want to hear from me.\""},{"speaker":"Dan Holman","startTime":1298.916,"endTime":1300.216,"body":"And everybody had the same thing."},{"speaker":"Dan Holman","startTime":1300.246,"endTime":1302.656,"body":"Tell us how we compare,"},{"speaker":"Dan Holman","startTime":1300.246,"endTime":1302.656,"body":"how are others doing?"},{"speaker":"Dan Holman","startTime":1302.926,"endTime":1308.696,"body":"And so I always cautioned by saying"},{"speaker":"Dan Holman","startTime":1302.926,"endTime":1308.696,"body":"comparisons either live, leave us in a"},{"speaker":"Dan Holman","startTime":1308.696,"endTime":1311.316,"body":"world of commiseration or aspiration."},{"speaker":"Dan Holman","startTime":1311.316,"endTime":1315.681,"body":"Make sure you're looking for"},{"speaker":"Dan Holman","startTime":1311.316,"endTime":1315.681,"body":"the right output when you comp."},{"speaker":"Dan Holman","startTime":1316.091,"endTime":1321.221,"body":"So we showed them 22 stores that"},{"speaker":"Dan Holman","startTime":1316.091,"endTime":1321.221,"body":"are relatively similar to what"},{"speaker":"Dan Holman","startTime":1321.221,"endTime":1325.291,"body":"they do over the same period,"},{"speaker":"Dan Holman","startTime":1321.221,"endTime":1325.291,"body":"same store sales, same period."},{"speaker":"Dan Holman","startTime":1326.071,"endTime":1331.171,"body":"The average is in the middle point, but"},{"speaker":"Dan Holman","startTime":1326.071,"endTime":1331.171,"body":"the bottom was 30 percent behind last"},{"speaker":"Dan Holman","startTime":1331.171,"endTime":1333.051,"body":"year and the top was 58 percent behind."},{"speaker":"Dan Holman","startTime":1333.731,"endTime":1336.651,"body":"And they asked me, what is"},{"speaker":"Dan Holman","startTime":1333.731,"endTime":1336.651,"body":"that person doing that they've"},{"speaker":"Dan Holman","startTime":1336.651,"endTime":1337.801,"body":"got that kind of growth?"},{"speaker":"Dan Holman","startTime":1338.406,"endTime":1342.556,"body":"And I said, every single morning, she"},{"speaker":"Dan Holman","startTime":1338.406,"endTime":1342.556,"body":"wakes up and thinks about how do I"},{"speaker":"Dan Holman","startTime":1342.556,"endTime":1344.756,"body":"drive traffic into my store tomorrow?"},{"speaker":"Dan Holman","startTime":1344.986,"endTime":1346.416,"body":"Not today, tomorrow."},{"speaker":"Dan Holman","startTime":1346.976,"endTime":1349.176,"body":"Today, I should have"},{"speaker":"Dan Holman","startTime":1346.976,"endTime":1349.176,"body":"done that work yesterday."},{"speaker":"Dan Holman","startTime":1349.376,"endTime":1351.826,"body":"So I'm always focused on"},{"speaker":"Dan Holman","startTime":1349.376,"endTime":1351.826,"body":"future traffic growth."},{"speaker":"Dan Holman","startTime":1352.106,"endTime":1358.141,"body":"So when I think about the number of emails"},{"speaker":"Dan Holman","startTime":1352.106,"endTime":1358.141,"body":"that Laura sends, there are seven to 10"},{"speaker":"Dan Holman","startTime":1358.181,"endTime":1361.611,"body":"emails that go out every single week."},{"speaker":"Dan Holman","startTime":1363.021,"endTime":1367.681,"body":"Not always to the same customer,"},{"speaker":"Dan Holman","startTime":1363.021,"endTime":1367.681,"body":"obviously, but truly segmented."},{"speaker":"Dan Holman","startTime":1367.971,"endTime":1370.551,"body":"Here's the emails that"},{"speaker":"Dan Holman","startTime":1367.971,"endTime":1370.551,"body":"go to my early adopters."},{"speaker":"Dan Holman","startTime":1370.561,"endTime":1371.961,"body":"Here's my sales seagulls."},{"speaker":"Dan Holman","startTime":1372.211,"endTime":1373.731,"body":"Here's my popular girl."},{"speaker":"Dan Holman","startTime":1373.731,"endTime":1376.411,"body":"I'm sending her these are"},{"speaker":"Dan Holman","startTime":1373.731,"endTime":1376.411,"body":"the most popular items."},{"speaker":"Dan Holman","startTime":1376.841,"endTime":1377.981,"body":"And then the, we miss you."},{"speaker":"Dan Holman","startTime":1378.041,"endTime":1381.366,"body":"And so those seven to 10"},{"speaker":"Dan Holman","startTime":1378.041,"endTime":1381.366,"body":"emails that go out have to be"},{"speaker":"Dan Holman","startTime":1381.376,"endTime":1383.506,"body":"measured for their performance."},{"speaker":"Dan Holman","startTime":1383.636,"endTime":1385.386,"body":"If we don't measure it,"},{"speaker":"Dan Holman","startTime":1383.636,"endTime":1385.386,"body":"we can't improve it."},{"speaker":"Dan Holman","startTime":1385.516,"endTime":1389.346,"body":"So I want a marketing report"},{"speaker":"Dan Holman","startTime":1385.516,"endTime":1389.346,"body":"on my dashboard that I can see."},{"speaker":"Dan Holman","startTime":1389.686,"endTime":1393.606,"body":"How many did I send campaigns and"},{"speaker":"Dan Holman","startTime":1389.686,"endTime":1393.606,"body":"flows, what percentage were open,"},{"speaker":"Dan Holman","startTime":1393.606,"endTime":1396.436,"body":"what percentage were clicked,"},{"speaker":"Dan Holman","startTime":1393.606,"endTime":1396.436,"body":"and then what events did I have?"},{"speaker":"Dan Holman","startTime":1396.796,"endTime":1400.666,"body":"And if I do it every week and I"},{"speaker":"Dan Holman","startTime":1396.796,"endTime":1400.666,"body":"consistently enter that number, you"},{"speaker":"Dan Holman","startTime":1400.666,"endTime":1402.216,"body":"guessed it, I get to see a trend."},{"speaker":"Dan Holman","startTime":1402.706,"endTime":1406.786,"body":"And when I see a spike in"},{"speaker":"Dan Holman","startTime":1402.706,"endTime":1406.786,"body":"traffic, that's followed by a"},{"speaker":"Dan Holman","startTime":1407.006,"endTime":1410.076,"body":"spike in sales, I have hit gold."},{"speaker":"Dan Holman","startTime":1410.861,"endTime":1413.191,"body":"And now I want to expand on that."},{"speaker":"Dan Holman","startTime":1413.351,"endTime":1416.111,"body":"This is part of that ability to"},{"speaker":"Dan Holman","startTime":1413.351,"endTime":1416.111,"body":"reason why something happens."},{"speaker":"Dan Holman","startTime":1416.401,"endTime":1419.871,"body":"And then the very last report"},{"speaker":"Dan Holman","startTime":1416.401,"endTime":1419.871,"body":"that I need to have is traffic."},{"speaker":"Dan Holman","startTime":1420.601,"endTime":1424.471,"body":"I need to know how many people are"},{"speaker":"Dan Holman","startTime":1420.601,"endTime":1424.471,"body":"walking through your front door or your"},{"speaker":"Dan Holman","startTime":1424.481,"endTime":1428.431,"body":"virtual and your physical door that"},{"speaker":"Dan Holman","startTime":1424.481,"endTime":1428.431,"body":"allows me to see what conversion is."},{"speaker":"Dan Holman","startTime":1429.221,"endTime":1432.731,"body":"Every retailer should know the"},{"speaker":"Dan Holman","startTime":1429.221,"endTime":1432.731,"body":"success or the sales formula."},{"speaker":"Dan Holman","startTime":1432.731,"endTime":1435.651,"body":"Traffic times conversion times"},{"speaker":"Dan Holman","startTime":1432.731,"endTime":1435.651,"body":"average sale equals your sales."},{"speaker":"Dan Holman","startTime":1435.861,"endTime":1438.421,"body":"No matter how you multiply it or how"},{"speaker":"Dan Holman","startTime":1435.861,"endTime":1438.421,"body":"you divide it, you get the same result."},{"speaker":"Dan Holman","startTime":1438.441,"endTime":1438.881,"body":"Here you go."},{"speaker":"Dan Holman","startTime":1438.911,"endTime":1439.781,"body":"This is my sales."},{"speaker":"Dan Holman","startTime":1440.171,"endTime":1444.531,"body":"So if I can break down the effort"},{"speaker":"Dan Holman","startTime":1440.171,"endTime":1444.531,"body":"rather than the result, I know"},{"speaker":"Dan Holman","startTime":1444.531,"endTime":1446.371,"body":"where to improve the business."},{"speaker":"Crystal Vilkaitis","startTime":1447.096,"endTime":1447.506,"body":"Yeah."},{"speaker":"Crystal Vilkaitis","startTime":1447.646,"endTime":1455.396,"body":"Whoa, that was just like a masterclass"},{"speaker":"Crystal Vilkaitis","startTime":1447.646,"endTime":1455.396,"body":"here on really making sure the retailer"},{"speaker":"Crystal Vilkaitis","startTime":1455.556,"endTime":1458.256,"body":"is measuring what matters weekly."},{"speaker":"Dan Holman","startTime":1458.411,"endTime":1460.481,"body":"Right, stop measuring"},{"speaker":"Dan Holman","startTime":1458.411,"endTime":1460.481,"body":"things that don't matter."},{"speaker":"Crystal Vilkaitis","startTime":1460.936,"endTime":1461.586,"body":"Yes."},{"speaker":"Dan Holman","startTime":1461.611,"endTime":1464.961,"body":"And the things that"},{"speaker":"Dan Holman","startTime":1461.611,"endTime":1464.961,"body":"don't matter to you are the"},{"speaker":"Dan Holman","startTime":1464.971,"endTime":1467.621,"body":"things that are not a catalyst."},{"speaker":"Dan Holman","startTime":1467.851,"endTime":1471.101,"body":"The metrics that are not"},{"speaker":"Dan Holman","startTime":1467.851,"endTime":1471.101,"body":"a catalyst to change."},{"speaker":"Dan Holman","startTime":1472.271,"endTime":1477.441,"body":"Okay, If I'm measuring something"},{"speaker":"Dan Holman","startTime":1472.271,"endTime":1477.441,"body":"that doesn't create change in my"},{"speaker":"Dan Holman","startTime":1477.441,"endTime":1479.971,"body":"life, it doesn't need to be measured."},{"speaker":"Crystal Vilkaitis","startTime":1480.309,"endTime":1481.839,"body":"I love that."},{"speaker":"Dan Holman","startTime":1481.874,"endTime":1485.884,"body":"And the people that have"},{"speaker":"Dan Holman","startTime":1481.874,"endTime":1485.884,"body":"dashboards or scorecards that kind"},{"speaker":"Dan Holman","startTime":1485.884,"endTime":1491.119,"body":"of max out at 10 to 15 numbers are"},{"speaker":"Dan Holman","startTime":1485.884,"endTime":1491.119,"body":"the ones that get the best traction."},{"speaker":"Dan Holman","startTime":1491.349,"endTime":1491.539,"body":"I"},{"speaker":"Dan Holman","startTime":1491.539,"endTime":1494.839,"body":"look at some scorecards and"},{"speaker":"Dan Holman","startTime":1491.539,"endTime":1494.839,"body":"there's 40 lines of information."},{"speaker":"Dan Holman","startTime":1495.149,"endTime":1497.279,"body":"I'm like I have paralysis by analysis."},{"speaker":"Dan Holman","startTime":1497.279,"endTime":1498.819,"body":"It's too much information."},{"speaker":"Dan Holman","startTime":1499.059,"endTime":1502.519,"body":"I don't know what to focus on give"},{"speaker":"Dan Holman","startTime":1499.059,"endTime":1502.519,"body":"me three good sales metrics, two"},{"speaker":"Dan Holman","startTime":1502.519,"endTime":1506.199,"body":"good inventory metrics, one good"},{"speaker":"Dan Holman","startTime":1502.519,"endTime":1506.199,"body":"marketing metric, I'm a happy guy."},{"speaker":"Dan Holman","startTime":1506.599,"endTime":1510.289,"body":"But I want to expand to know"},{"speaker":"Dan Holman","startTime":1506.599,"endTime":1510.289,"body":"where to apply pressure."},{"speaker":"Crystal Vilkaitis","startTime":1511.134,"endTime":1512.034,"body":"Yeah, exactly."},{"speaker":"Crystal Vilkaitis","startTime":1512.034,"endTime":1514.524,"body":"Well, and that's why I said"},{"speaker":"Crystal Vilkaitis","startTime":1512.034,"endTime":1514.524,"body":"in my question, the burden."},{"speaker":"Crystal Vilkaitis","startTime":1514.534,"endTime":1515.874,"body":"We don't want the burden."},{"speaker":"Crystal Vilkaitis","startTime":1515.894,"endTime":1521.714,"body":"And if you're looking at 40 different"},{"speaker":"Crystal Vilkaitis","startTime":1515.894,"endTime":1521.714,"body":"things, then that just feels very heavy."},{"speaker":"Crystal Vilkaitis","startTime":1521.754,"endTime":1523.724,"body":"And then what levers are you pulling?"},{"speaker":"Crystal Vilkaitis","startTime":1523.724,"endTime":1525.494,"body":"And I just feel like you're"},{"speaker":"Crystal Vilkaitis","startTime":1523.724,"endTime":1525.494,"body":"wasting a lot of time."},{"speaker":"Crystal Vilkaitis","startTime":1525.814,"endTime":1530.414,"body":"It is time to think differently"},{"speaker":"Crystal Vilkaitis","startTime":1525.814,"endTime":1530.414,"body":"about retail and about your store."},{"speaker":"Crystal Vilkaitis","startTime":1530.564,"endTime":1533.924,"body":"And it's really important that we're"},{"speaker":"Crystal Vilkaitis","startTime":1530.564,"endTime":1533.924,"body":"thinking differently about customers"},{"speaker":"Crystal Vilkaitis","startTime":1533.934,"endTime":1537.104,"body":"and what's going on in the world,"},{"speaker":"Crystal Vilkaitis","startTime":1533.934,"endTime":1537.104,"body":"because let's face it, things are"},{"speaker":"Crystal Vilkaitis","startTime":1537.164,"endTime":1540.974,"body":"changing quickly, and if we're not"},{"speaker":"Crystal Vilkaitis","startTime":1537.164,"endTime":1540.974,"body":"evolving, we are being left behind."},{"speaker":"Crystal Vilkaitis","startTime":1541.254,"endTime":1543.774,"body":"That is exactly why I created"},{"speaker":"Crystal Vilkaitis","startTime":1541.254,"endTime":1543.774,"body":"the conference EVOLVE."},{"speaker":"Crystal Vilkaitis","startTime":1543.804,"endTime":1548.364,"body":"And I would love to see you in the room,"},{"speaker":"Crystal Vilkaitis","startTime":1543.804,"endTime":1548.364,"body":"April 4th and 5th in Denver, Colorado."},{"speaker":"Crystal Vilkaitis","startTime":1548.364,"endTime":1552.744,"body":"And just by being a listener of the"},{"speaker":"Crystal Vilkaitis","startTime":1548.364,"endTime":1552.744,"body":"show, you can save $200 on tickets."},{"speaker":"Crystal Vilkaitis","startTime":1553.124,"endTime":1561.284,"body":"You can go to crystalmediaco.com/evolve"},{"speaker":"Crystal Vilkaitis","startTime":1553.124,"endTime":1561.284,"body":"and use the code rooted to save $200."},{"speaker":"Crystal Vilkaitis","startTime":1561.344,"endTime":1564.804,"body":"That's rooted to save 200."},{"speaker":"Crystal Vilkaitis","startTime":1565.054,"endTime":1566.004,"body":"Now here's the deal."},{"speaker":"Crystal Vilkaitis","startTime":1566.034,"endTime":1568.314,"body":"This agenda is fire."},{"speaker":"Crystal Vilkaitis","startTime":1568.314,"endTime":1573.774,"body":"You can see the speakers on that page, but"},{"speaker":"Crystal Vilkaitis","startTime":1568.314,"endTime":1573.774,"body":"we're talking about all aspects of retail."},{"speaker":"Crystal Vilkaitis","startTime":1574.064,"endTime":1579.394,"body":"New ideas for your store, things that"},{"speaker":"Crystal Vilkaitis","startTime":1574.064,"endTime":1579.394,"body":"you can add in to create revenue streams."},{"speaker":"Crystal Vilkaitis","startTime":1579.709,"endTime":1581.099,"body":"Where you're making money in your sleep."},{"speaker":"Crystal Vilkaitis","startTime":1581.309,"endTime":1582.149,"body":"Would you like that?"},{"speaker":"Crystal Vilkaitis","startTime":1582.259,"endTime":1582.939,"body":"I bet you would."},{"speaker":"Crystal Vilkaitis","startTime":1582.989,"endTime":1584.239,"body":"I'm so excited for that topic."},{"speaker":"Crystal Vilkaitis","startTime":1584.519,"endTime":1588.779,"body":"We're talking about marketing, social"},{"speaker":"Crystal Vilkaitis","startTime":1584.519,"endTime":1588.779,"body":"media, how to build a strong foundation."},{"speaker":"Crystal Vilkaitis","startTime":1588.779,"endTime":1590.669,"body":"We're talking about money and profits."},{"speaker":"Crystal Vilkaitis","startTime":1590.929,"endTime":1594.429,"body":"We're talking about exit strategies"},{"speaker":"Crystal Vilkaitis","startTime":1590.929,"endTime":1594.429,"body":"in case you are planning an exit."},{"speaker":"Crystal Vilkaitis","startTime":1594.669,"endTime":1598.749,"body":"We are covering so many aspects"},{"speaker":"Crystal Vilkaitis","startTime":1594.669,"endTime":1598.749,"body":"of retail at evolve that you're"},{"speaker":"Crystal Vilkaitis","startTime":1598.749,"endTime":1599.629,"body":"not going to want to miss it."},{"speaker":"Crystal Vilkaitis","startTime":1599.629,"endTime":1602.839,"body":"This content, it's going to help"},{"speaker":"Crystal Vilkaitis","startTime":1599.629,"endTime":1602.839,"body":"you be a better business owner."},{"speaker":"Crystal Vilkaitis","startTime":1602.849,"endTime":1605.509,"body":"Plus, you get to connect with"},{"speaker":"Crystal Vilkaitis","startTime":1602.849,"endTime":1605.509,"body":"all the other retailers that are"},{"speaker":"Crystal Vilkaitis","startTime":1605.509,"endTime":1608.469,"body":"going to be in the room and the"},{"speaker":"Crystal Vilkaitis","startTime":1605.509,"endTime":1608.469,"body":"retail pros that we're bringing in."},{"speaker":"Crystal Vilkaitis","startTime":1608.819,"endTime":1610.089,"body":"So get your tickets."},{"speaker":"Crystal Vilkaitis","startTime":1610.129,"endTime":1612.049,"body":"There's a solid chance"},{"speaker":"Crystal Vilkaitis","startTime":1610.129,"endTime":1612.049,"body":"we're going to sell out."},{"speaker":"Crystal Vilkaitis","startTime":1612.079,"endTime":1614.709,"body":"And the longer you wait,"},{"speaker":"Crystal Vilkaitis","startTime":1612.079,"endTime":1614.709,"body":"the prices will be going up."},{"speaker":"Crystal Vilkaitis","startTime":1615.009,"endTime":1617.799,"body":"So get your tickets today and"},{"speaker":"Crystal Vilkaitis","startTime":1615.009,"endTime":1617.799,"body":"I can't wait to see you there."},{"speaker":"Crystal Vilkaitis","startTime":1617.849,"endTime":1620.209,"body":"Now, two questions for you."},{"speaker":"Crystal Vilkaitis","startTime":1620.219,"endTime":1625.434,"body":"One, how are retailers"},{"speaker":"Crystal Vilkaitis","startTime":1620.219,"endTime":1625.434,"body":"tracking in store traffic?"},{"speaker":"Crystal Vilkaitis","startTime":1625.444,"endTime":1629.754,"body":"Do they have like a door counter, like"},{"speaker":"Crystal Vilkaitis","startTime":1625.444,"endTime":1629.754,"body":"something that is actually tracking?"},{"speaker":"Crystal Vilkaitis","startTime":1629.754,"endTime":1632.134,"body":"Do you have a software"},{"speaker":"Crystal Vilkaitis","startTime":1629.754,"endTime":1632.134,"body":"you recommend for that?"},{"speaker":"Crystal Vilkaitis","startTime":1632.204,"endTime":1632.804,"body":"How can they"},{"speaker":"Crystal Vilkaitis","startTime":1632.804,"endTime":1633.094,"body":"do it?"},{"speaker":"Dan Holman","startTime":1633.094,"endTime":1635.114,"body":"For every retailer"},{"speaker":"Dan Holman","startTime":1633.094,"endTime":1635.114,"body":"that we talked to, we say, \"Hey,"},{"speaker":"Dan Holman","startTime":1635.114,"endTime":1636.774,"body":"you got to use SMS store traffic.\""},{"speaker":"Dan Holman","startTime":1636.904,"endTime":1638.464,"body":"It's a simple PEARL counter."},{"speaker":"Dan Holman","startTime":1638.464,"endTime":1639.524,"body":"It's a door entrance."},{"speaker":"Dan Holman","startTime":1639.524,"endTime":1640.634,"body":"It's inexpensive."},{"speaker":"Dan Holman","startTime":1640.904,"endTime":1646.474,"body":"It has the ability to capture live"},{"speaker":"Dan Holman","startTime":1640.904,"endTime":1646.474,"body":"data for $35 a month, Canadian,"},{"speaker":"Dan Holman","startTime":1646.474,"endTime":1649.394,"body":"I think it is, but you can see"},{"speaker":"Dan Holman","startTime":1646.474,"endTime":1649.394,"body":"your live data in your store."},{"speaker":"Dan Holman","startTime":1649.644,"endTime":1652.694,"body":"The pain, Crystal, in counting"},{"speaker":"Dan Holman","startTime":1649.644,"endTime":1652.694,"body":"traffic comes when we rely"},{"speaker":"Dan Holman","startTime":1652.694,"endTime":1653.804,"body":"on the human to count it"},{"speaker":"Crystal Vilkaitis","startTime":1653.974,"endTime":1654.554,"body":"Yeah."},{"speaker":"Crystal Vilkaitis","startTime":1654.914,"endTime":1655.034,"body":"It's not going to"},{"speaker":"Dan Holman","startTime":1655.054,"endTime":1655.694,"body":"they ignore."},{"speaker":"Dan Holman","startTime":1655.994,"endTime":1657.724,"body":"They ignore the mailman, the FedEx guy."},{"speaker":"Dan Holman","startTime":1657.754,"endTime":1659.574,"body":"Oh, the FedEx guy came in seven times."},{"speaker":"Dan Holman","startTime":1659.584,"endTime":1660.894,"body":"That door counts not accurate."},{"speaker":"Dan Holman","startTime":1661.044,"endTime":1664.894,"body":"Well, the FedEx guy is actually"},{"speaker":"Dan Holman","startTime":1661.044,"endTime":1664.894,"body":"an ambassador for your store."},{"speaker":"Dan Holman","startTime":1665.204,"endTime":1669.604,"body":"He should feel the love of"},{"speaker":"Dan Holman","startTime":1665.204,"endTime":1669.604,"body":"shopping at Crystal's dress shop."},{"speaker":"Dan Holman","startTime":1669.964,"endTime":1673.584,"body":"And if he doesn't feel that love,"},{"speaker":"Dan Holman","startTime":1669.964,"endTime":1673.584,"body":"he's never going to share that love."},{"speaker":"Dan Holman","startTime":1673.864,"endTime":1675.334,"body":"He'll never share that message."},{"speaker":"Dan Holman","startTime":1675.484,"endTime":1677.974,"body":"He, in fact, is an opportunity to sell."},{"speaker":"Dan Holman","startTime":1678.384,"endTime":1679.044,"body":"We miss it."},{"speaker":"Dan Holman","startTime":1679.294,"endTime":1684.184,"body":"So I say, put a door counter in and"},{"speaker":"Dan Holman","startTime":1679.294,"endTime":1684.184,"body":"write that number down or pull that"},{"speaker":"Dan Holman","startTime":1684.184,"endTime":1687.014,"body":"number if you're using software,"},{"speaker":"Dan Holman","startTime":1684.184,"endTime":1687.014,"body":"which in today's world you should"},{"speaker":"Dan Holman","startTime":1687.014,"endTime":1689.194,"body":"be, and get it on your scorecard."},{"speaker":"Dan Holman","startTime":1689.524,"endTime":1693.834,"body":"And if you count it the same way"},{"speaker":"Dan Holman","startTime":1689.524,"endTime":1693.834,"body":"every day, it's not inaccurate."},{"speaker":"Dan Holman","startTime":1694.044,"endTime":1698.324,"body":"It only becomes inaccurate"},{"speaker":"Dan Holman","startTime":1694.044,"endTime":1698.324,"body":"when you humanly modify it."},{"speaker":"Dan Holman","startTime":1698.544,"endTime":1701.314,"body":"When you say, \"oh, this is an exception.\""},{"speaker":"Dan Holman","startTime":1701.514,"endTime":1702.464,"body":"There's no such thing."},{"speaker":"Dan Holman","startTime":1702.824,"endTime":1704.294,"body":"That's the number of people"},{"speaker":"Dan Holman","startTime":1702.824,"endTime":1704.294,"body":"that walk through the door."},{"speaker":"Dan Holman","startTime":1704.294,"endTime":1707.774,"body":"And I don't care if it's a kid with a"},{"speaker":"Dan Holman","startTime":1704.294,"endTime":1707.774,"body":"popsicle that came in and out 17 times."},{"speaker":"Dan Holman","startTime":1707.774,"endTime":1708.684,"body":"It doesn't matter to me."},{"speaker":"Dan Holman","startTime":1709.419,"endTime":1710.189,"body":"It happens."},{"speaker":"Dan Holman","startTime":1711.029,"endTime":1712.129,"body":"Just roll with the number."},{"speaker":"Dan Holman","startTime":1712.339,"endTime":1715.279,"body":"And when we start to think"},{"speaker":"Dan Holman","startTime":1712.339,"endTime":1715.279,"body":"about micro measurement, we're"},{"speaker":"Dan Holman","startTime":1715.279,"endTime":1716.539,"body":"starting at a small scale."},{"speaker":"Dan Holman","startTime":1716.559,"endTime":1720.469,"body":"And the bigger we get in looking at"},{"speaker":"Dan Holman","startTime":1716.559,"endTime":1720.469,"body":"trend, the more accurate it becomes."},{"speaker":"Dan Holman","startTime":1721.669,"endTime":1724.469,"body":"So that kid came three months"},{"speaker":"Dan Holman","startTime":1721.669,"endTime":1724.469,"body":"ago and he did the same thing."},{"speaker":"Dan Holman","startTime":1724.709,"endTime":1728.339,"body":"So my average traffic on Tuesdays"},{"speaker":"Dan Holman","startTime":1724.709,"endTime":1728.339,"body":"is this and he influenced it."},{"speaker":"Dan Holman","startTime":1728.339,"endTime":1733.344,"body":"He sure did, but the way I treated"},{"speaker":"Dan Holman","startTime":1728.339,"endTime":1733.344,"body":"him resonated with his mother."},{"speaker":"Crystal Vilkaitis","startTime":1734.044,"endTime":1735.084,"body":"Exactly."},{"speaker":"Crystal Vilkaitis","startTime":1735.994,"endTime":1737.124,"body":"Yep, exactly."},{"speaker":"Dan Holman","startTime":1737.324,"endTime":1738.134,"body":"He's an ambassador."},{"speaker":"Crystal Vilkaitis","startTime":1738.564,"endTime":1739.724,"body":"He's the ambassador."},{"speaker":"Crystal Vilkaitis","startTime":1739.724,"endTime":1740.194,"body":"I love that."},{"speaker":"Crystal Vilkaitis","startTime":1740.194,"endTime":1742.944,"body":"I love thinking about the"},{"speaker":"Crystal Vilkaitis","startTime":1740.194,"endTime":1742.944,"body":"FedEx guy is the ambassador."},{"speaker":"Crystal Vilkaitis","startTime":1743.264,"endTime":1747.334,"body":"You just can't, you got to be careful"},{"speaker":"Crystal Vilkaitis","startTime":1743.264,"endTime":1747.334,"body":"when you're manipulating data and then"},{"speaker":"Crystal Vilkaitis","startTime":1747.334,"endTime":1750.134,"body":"you create like inconsistencies as well."},{"speaker":"Crystal Vilkaitis","startTime":1750.144,"endTime":1753.744,"body":"Like just allow it to give you the number"},{"speaker":"Crystal Vilkaitis","startTime":1750.144,"endTime":1753.744,"body":"and work from the number, find the trends."},{"speaker":"Crystal Vilkaitis","startTime":1754.084,"endTime":1756.094,"body":"My second question was this dashboard."},{"speaker":"Crystal Vilkaitis","startTime":1756.094,"endTime":1759.624,"body":"So I'm assuming that you have a"},{"speaker":"Crystal Vilkaitis","startTime":1756.094,"endTime":1759.624,"body":"dashboard, probably the software."},{"speaker":"Crystal Vilkaitis","startTime":1759.624,"endTime":1763.084,"body":"So people could do that through you"},{"speaker":"Crystal Vilkaitis","startTime":1759.624,"endTime":1763.084,"body":"or they could create their own, but"},{"speaker":"Crystal Vilkaitis","startTime":1763.084,"endTime":1765.364,"body":"like, tell us about your dashboard."},{"speaker":"Dan Holman","startTime":1765.584,"endTime":1769.044,"body":"The simplest, easiest"},{"speaker":"Dan Holman","startTime":1765.584,"endTime":1769.044,"body":"dashboard is a Google sheet."},{"speaker":"Dan Holman","startTime":1769.384,"endTime":1772.584,"body":"I mean, if you're not, if you're not"},{"speaker":"Dan Holman","startTime":1769.384,"endTime":1772.584,"body":"living in a Google world or you're"},{"speaker":"Dan Holman","startTime":1772.584,"endTime":1773.884,"body":"on some other platform, great."},{"speaker":"Dan Holman","startTime":1773.914,"endTime":1774.374,"body":"I get it."},{"speaker":"Dan Holman","startTime":1774.404,"endTime":1775.344,"body":"There's tons of options."},{"speaker":"Dan Holman","startTime":1775.644,"endTime":1779.824,"body":"The simplest, most cost effective"},{"speaker":"Dan Holman","startTime":1775.644,"endTime":1779.824,"body":"platform is Google sheets, create"},{"speaker":"Dan Holman","startTime":1779.824,"endTime":1781.624,"body":"your goal and your tolerance."},{"speaker":"Dan Holman","startTime":1781.634,"endTime":1784.204,"body":"So you list your metrics,"},{"speaker":"Dan Holman","startTime":1781.634,"endTime":1784.204,"body":"create your goal."},{"speaker":"Dan Holman","startTime":1784.364,"endTime":1785.554,"body":"What do I want to achieve?"},{"speaker":"Dan Holman","startTime":1785.814,"endTime":1786.794,"body":"The tolerance."},{"speaker":"Dan Holman","startTime":1787.334,"endTime":1791.594,"body":"You know, that's typically 10 percent"},{"speaker":"Dan Holman","startTime":1787.334,"endTime":1791.594,"body":"behind goal, which tells me I'm on track."},{"speaker":"Dan Holman","startTime":1791.744,"endTime":1797.094,"body":"So if I have a sales goal of a hundred"},{"speaker":"Dan Holman","startTime":1791.744,"endTime":1797.094,"body":"dollars this month, and my variance allows"},{"speaker":"Dan Holman","startTime":1797.094,"endTime":1802.874,"body":"me to fall to my tolerance to fall to"},{"speaker":"Dan Holman","startTime":1797.094,"endTime":1802.874,"body":"90 before I do anything, I'm on track."},{"speaker":"Dan Holman","startTime":1803.214,"endTime":1806.464,"body":"I'm within that gold"},{"speaker":"Dan Holman","startTime":1803.214,"endTime":1806.464,"body":"zone or the scoring zone."},{"speaker":"Dan Holman","startTime":1806.954,"endTime":1810.454,"body":"The truth is when that number"},{"speaker":"Dan Holman","startTime":1806.954,"endTime":1810.454,"body":"falls more than 10 percent off,"},{"speaker":"Dan Holman","startTime":1810.734,"endTime":1812.464,"body":"I'm going to go take action."},{"speaker":"Dan Holman","startTime":1813.384,"endTime":1815.234,"body":"It's a really simple to do it on a go."},{"speaker":"Dan Holman","startTime":1815.254,"endTime":1817.174,"body":"And I listen for anybody that's listening."},{"speaker":"Dan Holman","startTime":1817.194,"endTime":1817.794,"body":"I'm that guy."},{"speaker":"Dan Holman","startTime":1817.794,"endTime":1819.394,"body":"I've always got my hand up, not out."},{"speaker":"Dan Holman","startTime":1819.854,"endTime":1823.034,"body":"If you're not sure about how to"},{"speaker":"Dan Holman","startTime":1819.854,"endTime":1823.034,"body":"use a dashboard, you know, ping me."},{"speaker":"Dan Holman","startTime":1823.254,"endTime":1824.474,"body":"We'll jump on a screen share."},{"speaker":"Dan Holman","startTime":1824.474,"endTime":1826.954,"body":"We'll build you a quick dashboard and"},{"speaker":"Dan Holman","startTime":1824.474,"endTime":1826.954,"body":"I'll show you where to get the information"},{"speaker":"Dan Holman","startTime":1826.954,"endTime":1828.694,"body":"from whatever system you're using."},{"speaker":"Dan Holman","startTime":1828.694,"endTime":1829.874,"body":"It doesn't really matter."},{"speaker":"Dan Holman","startTime":1830.104,"endTime":1832.224,"body":"It's just as long as it's consistent."},{"speaker":"Dan Holman","startTime":1832.514,"endTime":1836.129,"body":"It can give me, again, those"},{"speaker":"Dan Holman","startTime":1832.514,"endTime":1836.129,"body":"foundational springboards that are"},{"speaker":"Dan Holman","startTime":1836.129,"endTime":1839.089,"body":"required to drive business forward."},{"speaker":"Crystal Vilkaitis","startTime":1839.629,"endTime":1840.809,"body":"Yeah, good."},{"speaker":"Crystal Vilkaitis","startTime":1840.809,"endTime":1843.729,"body":"Okay, I hope everyone that's"},{"speaker":"Crystal Vilkaitis","startTime":1840.809,"endTime":1843.729,"body":"listening to this takes action."},{"speaker":"Crystal Vilkaitis","startTime":1844.009,"endTime":1847.149,"body":"And if you do not have a"},{"speaker":"Crystal Vilkaitis","startTime":1844.009,"endTime":1847.149,"body":"dashboard, it's time to build it."},{"speaker":"Crystal Vilkaitis","startTime":1847.169,"endTime":1849.259,"body":"And I really love the tolerance too."},{"speaker":"Crystal Vilkaitis","startTime":1849.619,"endTime":1852.769,"body":"I kind of do like a level one, level"},{"speaker":"Crystal Vilkaitis","startTime":1849.619,"endTime":1852.769,"body":"two, but it's sort of the same."},{"speaker":"Crystal Vilkaitis","startTime":1852.769,"endTime":1856.209,"body":"Where are we in this buffer, the zone?"},{"speaker":"Crystal Vilkaitis","startTime":1856.229,"endTime":1857.679,"body":"Like, I really like that."},{"speaker":"Crystal Vilkaitis","startTime":1857.739,"endTime":1858.239,"body":"That's awesome."},{"speaker":"Dan Holman","startTime":1858.299,"endTime":1863.379,"body":"For me, it comes on the"},{"speaker":"Dan Holman","startTime":1858.299,"endTime":1863.379,"body":"back of being an EOS guy for so many"},{"speaker":"Dan Holman","startTime":1863.379,"endTime":1867.999,"body":"years, that I understand getting 80"},{"speaker":"Dan Holman","startTime":1863.379,"endTime":1867.999,"body":"percent of the way there is good enough."},{"speaker":"Dan Holman","startTime":1868.329,"endTime":1871.029,"body":"But in retail, 80 percent"},{"speaker":"Dan Holman","startTime":1868.329,"endTime":1871.029,"body":"isn't good enough."},{"speaker":"Dan Holman","startTime":1871.349,"endTime":1872.729,"body":"We've got break evens that we're doing."},{"speaker":"Dan Holman","startTime":1872.779,"endTime":1876.709,"body":"And so I'd set my tolerance and I"},{"speaker":"Dan Holman","startTime":1872.779,"endTime":1876.709,"body":"set it realistically and I never"},{"speaker":"Dan Holman","startTime":1876.709,"endTime":1878.269,"body":"set goals that are on achievable."},{"speaker":"Dan Holman","startTime":1878.289,"endTime":1881.739,"body":"Every goal I set has to be SMART,"},{"speaker":"Dan Holman","startTime":1878.289,"endTime":1881.739,"body":"which just means it's specific,"},{"speaker":"Dan Holman","startTime":1881.739,"endTime":1886.089,"body":"measurable, achievable, relevant to"},{"speaker":"Dan Holman","startTime":1881.739,"endTime":1886.089,"body":"the business, and it's time bound."},{"speaker":"Dan Holman","startTime":1886.349,"endTime":1890.079,"body":"I'm measuring the same way the same"},{"speaker":"Dan Holman","startTime":1886.349,"endTime":1890.079,"body":"day the same week every single month"},{"speaker":"Dan Holman","startTime":1890.409,"endTime":1891.949,"body":"And I know what my numbers are."},{"speaker":"Crystal Vilkaitis","startTime":1893.254,"endTime":1894.934,"body":"Oh, so good."},{"speaker":"Crystal Vilkaitis","startTime":1894.934,"endTime":1895.584,"body":"Okay."},{"speaker":"Crystal Vilkaitis","startTime":1895.644,"endTime":1896.144,"body":"I love it."},{"speaker":"Crystal Vilkaitis","startTime":1896.144,"endTime":1898.004,"body":"Okay, Dan, we're going to keep this going."},{"speaker":"Crystal Vilkaitis","startTime":1898.004,"endTime":1903.364,"body":"I feel like there's this"},{"speaker":"Crystal Vilkaitis","startTime":1898.004,"endTime":1903.364,"body":"controversy with POS systems."},{"speaker":"Crystal Vilkaitis","startTime":1903.384,"endTime":1906.674,"body":"I mean, I'm sure you've"},{"speaker":"Crystal Vilkaitis","startTime":1903.384,"endTime":1906.674,"body":"heard it too over the years."},{"speaker":"Crystal Vilkaitis","startTime":1906.994,"endTime":1908.214,"body":"There is love."},{"speaker":"Crystal Vilkaitis","startTime":1908.639,"endTime":1914.019,"body":"Little love for POS and a lot of"},{"speaker":"Crystal Vilkaitis","startTime":1908.639,"endTime":1914.019,"body":"hate and a lot of frustrations."},{"speaker":"Crystal Vilkaitis","startTime":1914.039,"endTime":1915.339,"body":"And I'm not kidding."},{"speaker":"Crystal Vilkaitis","startTime":1915.379,"endTime":1920.969,"body":"I met a woman once who was so mad at her"},{"speaker":"Crystal Vilkaitis","startTime":1915.379,"endTime":1920.969,"body":"POS system that she took it out into an"},{"speaker":"Crystal Vilkaitis","startTime":1920.979,"endTime":1927.259,"body":"alley and drove over it with her car, then"},{"speaker":"Crystal Vilkaitis","startTime":1920.979,"endTime":1927.259,"body":"reverse, then kept just going over it."},{"speaker":"Crystal Vilkaitis","startTime":1928.169,"endTime":1932.149,"body":"Like oh my gosh, that would be"},{"speaker":"Crystal Vilkaitis","startTime":1928.169,"endTime":1932.149,"body":"great content for social media."},{"speaker":"Crystal Vilkaitis","startTime":1932.509,"endTime":1935.139,"body":"But I want to know your opinion."},{"speaker":"Crystal Vilkaitis","startTime":1935.149,"endTime":1937.999,"body":"Based on your experience,"},{"speaker":"Crystal Vilkaitis","startTime":1935.149,"endTime":1937.999,"body":"which one's the best and why?"},{"speaker":"Dan Holman","startTime":1938.699,"endTime":1941.789,"body":"such a good question, it's"},{"speaker":"Dan Holman","startTime":1938.699,"endTime":1941.789,"body":"impossible to answer and this is why"},{"speaker":"Dan Holman","startTime":1941.789,"endTime":1948.689,"body":"it's impossible when choosing a point of"},{"speaker":"Dan Holman","startTime":1941.789,"endTime":1948.689,"body":"sales system I have to better understand"},{"speaker":"Dan Holman","startTime":1948.689,"endTime":1951.909,"body":"my business and ask the right questions."},{"speaker":"Dan Holman","startTime":1952.219,"endTime":1955.614,"body":"Everybody that hates their point"},{"speaker":"Dan Holman","startTime":1952.219,"endTime":1955.614,"body":"of sales system did not ask the"},{"speaker":"Dan Holman","startTime":1955.614,"endTime":1957.234,"body":"right questions when they chose it."},{"speaker":"Dan Holman","startTime":1957.614,"endTime":1960.984,"body":"\"It doesn't do the things I wanted"},{"speaker":"Dan Holman","startTime":1957.614,"endTime":1960.984,"body":"to do, and I hate it,\" but it was"},{"speaker":"Dan Holman","startTime":1960.984,"endTime":1963.204,"body":"never capable of doing those things."},{"speaker":"Dan Holman","startTime":1963.484,"endTime":1965.804,"body":"We created this, what"},{"speaker":"Dan Holman","startTime":1963.484,"endTime":1965.804,"body":"we call the POS Toolkit."},{"speaker":"Dan Holman","startTime":1966.034,"endTime":1971.084,"body":"It's this 20 page, lots of image, it's"},{"speaker":"Dan Holman","startTime":1966.034,"endTime":1971.084,"body":"not 20 pages of questions, but it is all"},{"speaker":"Dan Holman","startTime":1971.084,"endTime":1975.134,"body":"of the questions you should ask yourself"},{"speaker":"Dan Holman","startTime":1971.084,"endTime":1975.134,"body":"when choosing a POS system, that you"},{"speaker":"Dan Holman","startTime":1975.134,"endTime":1976.794,"body":"make sure you end up in the right place."},{"speaker":"Dan Holman","startTime":1977.074,"endTime":1979.634,"body":"And I will say this, I"},{"speaker":"Dan Holman","startTime":1977.074,"endTime":1979.634,"body":"absolutely have my favorites."},{"speaker":"Dan Holman","startTime":1980.159,"endTime":1984.819,"body":"If you're an apparel shop and you're"},{"speaker":"Dan Holman","startTime":1980.159,"endTime":1984.819,"body":"doing, 80 percent or more of your sales"},{"speaker":"Dan Holman","startTime":1984.819,"endTime":1988.879,"body":"are done a brick and mortar genius or"},{"speaker":"Dan Holman","startTime":1984.819,"endTime":1988.879,"body":"what's called genius now Heartland Point"},{"speaker":"Dan Holman","startTime":1988.879,"endTime":1995.029,"body":"of Sale, 100 percent the best dollar"},{"speaker":"Dan Holman","startTime":1988.879,"endTime":1995.029,"body":"over dollar investment for point of sale."},{"speaker":"Dan Holman","startTime":1995.299,"endTime":1998.849,"body":"If you're a little larger scale, I'm"},{"speaker":"Dan Holman","startTime":1995.299,"endTime":1998.849,"body":"going to go to a bigger software."},{"speaker":"Dan Holman","startTime":1999.099,"endTime":2003.489,"body":"And this is the thing unsophisticated"},{"speaker":"Dan Holman","startTime":1999.099,"endTime":2003.489,"body":"retailers don't, and this is"},{"speaker":"Dan Holman","startTime":2003.489,"endTime":2004.719,"body":"not a negative or a slight."},{"speaker":"Dan Holman","startTime":2005.819,"endTime":2010.509,"body":"If you're not sophisticated you should"},{"speaker":"Dan Holman","startTime":2005.819,"endTime":2010.509,"body":"never choose a sophisticated system."},{"speaker":"Dan Holman","startTime":2011.159,"endTime":2014.849,"body":"If you're very simplistic, you"},{"speaker":"Dan Holman","startTime":2011.159,"endTime":2014.849,"body":"need something that fits your"},{"speaker":"Dan Holman","startTime":2014.859,"endTime":2019.119,"body":"level of simplicity or conversely"},{"speaker":"Dan Holman","startTime":2014.859,"endTime":2019.119,"body":"your level of sophistication."},{"speaker":"Dan Holman","startTime":2019.369,"endTime":2023.909,"body":"And too often we choose the wrong system"},{"speaker":"Dan Holman","startTime":2019.369,"endTime":2023.909,"body":"for ourselves and then we spend, gas"},{"speaker":"Dan Holman","startTime":2023.909,"endTime":2026.479,"body":"money driving over it in the alley, right?"},{"speaker":"Dan Holman","startTime":2026.794,"endTime":2028.074,"body":"And so I have my favorites."},{"speaker":"Dan Holman","startTime":2028.084,"endTime":2029.274,"body":"I love Shopify."},{"speaker":"Dan Holman","startTime":2029.314,"endTime":2030.734,"body":"I love Heartland."},{"speaker":"Dan Holman","startTime":2030.734,"endTime":2033.484,"body":"I love Retail Pro on an enterprise level."},{"speaker":"Dan Holman","startTime":2033.504,"endTime":2038.374,"body":"I'm a huge fan of some of the"},{"speaker":"Dan Holman","startTime":2033.504,"endTime":2038.374,"body":"enterprise ERP systems that we get"},{"speaker":"Dan Holman","startTime":2038.384,"endTime":2040.274,"body":"to sell and work with every day."},{"speaker":"Dan Holman","startTime":2040.544,"endTime":2045.124,"body":"But from an independent retailer"},{"speaker":"Dan Holman","startTime":2040.544,"endTime":2045.124,"body":"perspective, that's largely brick"},{"speaker":"Dan Holman","startTime":2045.204,"endTime":2049.824,"body":"and mortar, the best dollar for"},{"speaker":"Dan Holman","startTime":2045.204,"endTime":2049.824,"body":"dollar platform is Heartland,"},{"speaker":"Dan Holman","startTime":2049.824,"endTime":2053.004,"body":"which is rebranded now as Genius."},{"speaker":"Dan Holman","startTime":2053.124,"endTime":2054.454,"body":"Global has global payments."},{"speaker":"Dan Holman","startTime":2054.454,"endTime":2060.114,"body":"Who owns that product is investing"},{"speaker":"Dan Holman","startTime":2054.454,"endTime":2060.114,"body":"significantly in the retail product."},{"speaker":"Dan Holman","startTime":2060.364,"endTime":2064.264,"body":"They are masters in restaurant and"},{"speaker":"Dan Holman","startTime":2060.364,"endTime":2064.264,"body":"they're going to become masters in retail."},{"speaker":"Crystal Vilkaitis","startTime":2064.774,"endTime":2065.624,"body":"Very cool."},{"speaker":"Crystal Vilkaitis","startTime":2065.634,"endTime":2068.851,"body":"I have a interview scheduled"},{"speaker":"Crystal Vilkaitis","startTime":2065.634,"endTime":2068.851,"body":"with Heartland, or Genius."},{"speaker":"Crystal Vilkaitis","startTime":2068.851,"endTime":2070.781,"body":"So I'm looking forward"},{"speaker":"Crystal Vilkaitis","startTime":2068.851,"endTime":2070.781,"body":"to that conversation."},{"speaker":"Crystal Vilkaitis","startTime":2070.881,"endTime":2072.571,"body":"That was so insightful, thank you."},{"speaker":"Crystal Vilkaitis","startTime":2072.571,"endTime":2077.071,"body":"I know that retailers listening just"},{"speaker":"Crystal Vilkaitis","startTime":2072.571,"endTime":2077.071,"body":"it's there's a lot of confusion."},{"speaker":"Crystal Vilkaitis","startTime":2077.261,"endTime":2081.841,"body":"It can be so technical and confusing"},{"speaker":"Crystal Vilkaitis","startTime":2077.261,"endTime":2081.841,"body":"and I love how you broke it down."},{"speaker":"Crystal Vilkaitis","startTime":2081.841,"endTime":2082.931,"body":"Like get it."},{"speaker":"Crystal Vilkaitis","startTime":2082.931,"endTime":2084.501,"body":"If you're simple, find a simple one."},{"speaker":"Crystal Vilkaitis","startTime":2084.501,"endTime":2086.191,"body":"If you're sophisticated, find simple."},{"speaker":"Crystal Vilkaitis","startTime":2086.561,"endTime":2091.901,"body":"One thing that I find challenging for"},{"speaker":"Crystal Vilkaitis","startTime":2086.561,"endTime":2091.901,"body":"people is like Merle Norman, let's say."},{"speaker":"Crystal Vilkaitis","startTime":2091.901,"endTime":2096.751,"body":"They have their own system or like a"},{"speaker":"Crystal Vilkaitis","startTime":2091.901,"endTime":2096.751,"body":"quilting has their own system and you"},{"speaker":"Crystal Vilkaitis","startTime":2096.801,"endTime":2101.361,"body":"can't be on a different system and you're"},{"speaker":"Crystal Vilkaitis","startTime":2096.801,"endTime":2101.361,"body":"stuck and it's like oh, you want to"},{"speaker":"Crystal Vilkaitis","startTime":2101.361,"endTime":2103.291,"body":"help these people, but they're trapped."},{"speaker":"Crystal Vilkaitis","startTime":2103.291,"endTime":2105.401,"body":"It's just blows my mind, that world."},{"speaker":"Dan Holman","startTime":2105.668,"endTime":2107.578,"body":"And there are"},{"speaker":"Dan Holman","startTime":2105.668,"endTime":2107.578,"body":"so many verticals that are"},{"speaker":"Dan Holman","startTime":2107.638,"endTime":2110.208,"body":"underserved by technology today."},{"speaker":"Dan Holman","startTime":2110.208,"endTime":2113.968,"body":"There are just thin, I mean, when you"},{"speaker":"Dan Holman","startTime":2110.208,"endTime":2113.968,"body":"think about fabric and quilt stores."},{"speaker":"Dan Holman","startTime":2114.443,"endTime":2120.093,"body":"I mean, the greatest pain that I"},{"speaker":"Dan Holman","startTime":2114.443,"endTime":2120.093,"body":"hear is the limited choice in POS and"},{"speaker":"Dan Holman","startTime":2120.103,"endTime":2122.593,"body":"everything that they buy is a P.O.S."},{"speaker":"Dan Holman","startTime":2123.253,"endTime":2125.813,"body":"Piece of, you know, not"},{"speaker":"Dan Holman","startTime":2123.253,"endTime":2125.813,"body":"point of sale, right?"},{"speaker":"Dan Holman","startTime":2126.283,"endTime":2130.293,"body":"They just end up unhappy because"},{"speaker":"Dan Holman","startTime":2126.283,"endTime":2130.293,"body":"there's not enough opportunity in that."},{"speaker":"Dan Holman","startTime":2130.563,"endTime":2132.963,"body":"And we're going to see"},{"speaker":"Dan Holman","startTime":2130.563,"endTime":2132.963,"body":"improvement in the products."},{"speaker":"Dan Holman","startTime":2133.163,"endTime":2135.263,"body":"We're going to see"},{"speaker":"Dan Holman","startTime":2133.163,"endTime":2135.263,"body":"fractional selling available."},{"speaker":"Dan Holman","startTime":2135.263,"endTime":2138.043,"body":"It's already available in"},{"speaker":"Dan Holman","startTime":2135.263,"endTime":2138.043,"body":"Shopify through an app."},{"speaker":"Dan Holman","startTime":2138.043,"endTime":2139.733,"body":"It'll become inherent development."},{"speaker":"Dan Holman","startTime":2139.913,"endTime":2141.943,"body":"We're going to see fractional"},{"speaker":"Dan Holman","startTime":2139.913,"endTime":2141.943,"body":"selling and genius."},{"speaker":"Dan Holman","startTime":2141.973,"endTime":2145.693,"body":"These things that are critically"},{"speaker":"Dan Holman","startTime":2141.973,"endTime":2145.693,"body":"important to the operation of a"},{"speaker":"Dan Holman","startTime":2145.703,"endTime":2151.213,"body":"fabric store or anyone that, that"},{"speaker":"Dan Holman","startTime":2145.703,"endTime":2151.213,"body":"sells in less quantity than they buy."},{"speaker":"Dan Holman","startTime":2151.373,"endTime":2154.723,"body":"Bolts of fabric, cases of"},{"speaker":"Dan Holman","startTime":2151.373,"endTime":2154.723,"body":"pop, cartons of cigarettes."},{"speaker":"Dan Holman","startTime":2154.733,"endTime":2159.033,"body":"Whatever it is, I buy in a bigger quantity"},{"speaker":"Dan Holman","startTime":2154.733,"endTime":2159.033,"body":"and have to fraction it out in sales."},{"speaker":"Dan Holman","startTime":2159.438,"endTime":2161.218,"body":"And so it is such a painful world."},{"speaker":"Dan Holman","startTime":2161.218,"endTime":2165.828,"body":"And this is the one time whenever I"},{"speaker":"Dan Holman","startTime":2161.218,"endTime":2165.828,"body":"talk about this, it's the one time that"},{"speaker":"Dan Holman","startTime":2165.828,"endTime":2171.288,"body":"makes me reflect on how lucky I am to"},{"speaker":"Dan Holman","startTime":2165.828,"endTime":2171.288,"body":"have such great technicians on our team."},{"speaker":"Dan Holman","startTime":2171.618,"endTime":2175.788,"body":"That just deal with the hatred for"},{"speaker":"Dan Holman","startTime":2171.618,"endTime":2175.788,"body":"point of sale that exists in the"},{"speaker":"Dan Holman","startTime":2175.788,"endTime":2179.158,"body":"client, our own clients will call"},{"speaker":"Dan Holman","startTime":2175.788,"endTime":2179.158,"body":"and say, \"I hate my POS system.\""},{"speaker":"Dan Holman","startTime":2179.383,"endTime":2181.793,"body":"Oh, you hate an aspect of"},{"speaker":"Dan Holman","startTime":2179.383,"endTime":2181.793,"body":"it because we don't know it."},{"speaker":"Dan Holman","startTime":2181.793,"endTime":2183.043,"body":"Let's figure this out for you."},{"speaker":"Crystal Vilkaitis","startTime":2183.653,"endTime":2185.843,"body":"Exactly, well said."},{"speaker":"Crystal Vilkaitis","startTime":2185.903,"endTime":2186.993,"body":"Oh my goodness."},{"speaker":"Crystal Vilkaitis","startTime":2187.013,"endTime":2189.203,"body":"We love those technicians,"},{"speaker":"Crystal Vilkaitis","startTime":2187.013,"endTime":2189.203,"body":"that's for sure."},{"speaker":"Crystal Vilkaitis","startTime":2189.743,"endTime":2190.813,"body":"Thank goodness for them."},{"speaker":"Crystal Vilkaitis","startTime":2191.583,"endTime":2197.073,"body":"Now, Dan, you have 30 plus years,"},{"speaker":"Crystal Vilkaitis","startTime":2191.583,"endTime":2197.073,"body":"maybe 40 years of experience here."},{"speaker":"Crystal Vilkaitis","startTime":2197.283,"endTime":2200.913,"body":"What's one piece of leadership advice"},{"speaker":"Crystal Vilkaitis","startTime":2197.283,"endTime":2200.913,"body":"that you would offer our listeners"},{"speaker":"Crystal Vilkaitis","startTime":2200.913,"endTime":2204.913,"body":"to help them manage their teams more"},{"speaker":"Crystal Vilkaitis","startTime":2200.913,"endTime":2204.913,"body":"effectively and boost their profitability?"},{"speaker":"Dan Holman","startTime":2205.443,"endTime":2206.353,"body":"That's a good question."},{"speaker":"Dan Holman","startTime":2206.693,"endTime":2210.663,"body":"So I will just go back to in my"},{"speaker":"Dan Holman","startTime":2206.693,"endTime":2210.663,"body":"younger days in home and gift I had"},{"speaker":"Dan Holman","startTime":2210.853,"endTime":2215.953,"body":"a two mentors Lee, was my inventory"},{"speaker":"Dan Holman","startTime":2210.853,"endTime":2215.953,"body":"coach, consultant, whatever."},{"speaker":"Dan Holman","startTime":2216.113,"endTime":2217.663,"body":"And Toni was our front end."},{"speaker":"Dan Holman","startTime":2217.663,"endTime":2222.553,"body":"She was she looked after all of our sales"},{"speaker":"Dan Holman","startTime":2217.663,"endTime":2222.553,"body":"training everything and Toni was really"},{"speaker":"Dan Holman","startTime":2222.553,"endTime":2225.443,"body":"the person that gave me the best advice."},{"speaker":"Dan Holman","startTime":2225.513,"endTime":2230.933,"body":"I was a good manager and the best advice"},{"speaker":"Dan Holman","startTime":2225.513,"endTime":2230.933,"body":"I ever got from Toni was simply, Dan,"},{"speaker":"Dan Holman","startTime":2230.983,"endTime":2235.613,"body":"you need to lead and I said, I could"},{"speaker":"Dan Holman","startTime":2230.983,"endTime":2235.613,"body":"remember this conversation saying,"},{"speaker":"Dan Holman","startTime":2235.743,"endTime":2238.893,"body":"there's a lot to unpack when someone"},{"speaker":"Dan Holman","startTime":2235.743,"endTime":2238.893,"body":"gives you four letters and says, go."},{"speaker":"Crystal Vilkaitis","startTime":2239.263,"endTime":2239.683,"body":"Yeah."},{"speaker":"Dan Holman","startTime":2240.233,"endTime":2243.973,"body":"And she used to begin"},{"speaker":"Dan Holman","startTime":2240.233,"endTime":2243.973,"body":"each session as I pushed back"},{"speaker":"Dan Holman","startTime":2243.973,"endTime":2247.333,"body":"on understanding the difference"},{"speaker":"Dan Holman","startTime":2243.973,"endTime":2247.333,"body":"between leadership and management."},{"speaker":"Dan Holman","startTime":2247.573,"endTime":2249.153,"body":"She'd say, \"Dan, leaders, lead."},{"speaker":"Dan Holman","startTime":2249.153,"endTime":2249.893,"body":"Managers, direct."},{"speaker":"Dan Holman","startTime":2249.943,"endTime":2250.593,"body":"Leaders, listen."},{"speaker":"Dan Holman","startTime":2250.603,"endTime":2251.433,"body":"Managers, speak."},{"speaker":"Dan Holman","startTime":2251.623,"endTime":2252.563,"body":"Leaders, inspire."},{"speaker":"Dan Holman","startTime":2252.563,"endTime":2253.743,"body":"Managers, control."},{"speaker":"Dan Holman","startTime":2253.893,"endTime":2255.993,"body":"Leaders see vision, managers see the task."},{"speaker":"Dan Holman","startTime":2256.603,"endTime":2259.963,"body":"If you want to boost profitability"},{"speaker":"Dan Holman","startTime":2256.603,"endTime":2259.963,"body":"and productivity or productivity and"},{"speaker":"Dan Holman","startTime":2259.963,"endTime":2262.553,"body":"profitability, you have to shift."},{"speaker":"Dan Holman","startTime":2262.943,"endTime":2267.853,"body":"To becoming a leader, you shift"},{"speaker":"Dan Holman","startTime":2262.943,"endTime":2267.853,"body":"your mindset to lead people"},{"speaker":"Dan Holman","startTime":2267.903,"endTime":2271.473,"body":"and manage process or systems."},{"speaker":"Dan Holman","startTime":2271.763,"endTime":2272.993,"body":"You lead people.\""},{"speaker":"Dan Holman","startTime":2273.023,"endTime":2277.963,"body":"And her innate ability to just"},{"speaker":"Dan Holman","startTime":2273.023,"endTime":2277.963,"body":"fall out of her mouth leaders lead."},{"speaker":"Dan Holman","startTime":2278.233,"endTime":2281.613,"body":"I was like, \"Oh boy, okay,"},{"speaker":"Dan Holman","startTime":2278.233,"endTime":2281.613,"body":"there's something here.\""},{"speaker":"Dan Holman","startTime":2281.813,"endTime":2285.993,"body":"And even when I think about my own"},{"speaker":"Dan Holman","startTime":2281.813,"endTime":2285.993,"body":"team, when I sink back down into"},{"speaker":"Dan Holman","startTime":2286.243,"endTime":2292.513,"body":"management, our productivity weakens,"},{"speaker":"Dan Holman","startTime":2286.243,"endTime":2292.513,"body":"thereby profitability weakens."},{"speaker":"Dan Holman","startTime":2292.773,"endTime":2296.873,"body":"When I focus my energy"},{"speaker":"Dan Holman","startTime":2292.773,"endTime":2296.873,"body":"on leadership, we grow."},{"speaker":"Dan Holman","startTime":2297.059,"endTime":2298.799,"body":"Good things come out in people."},{"speaker":"Dan Holman","startTime":2299.029,"endTime":2302.309,"body":"And Toni used to say this to me all the"},{"speaker":"Dan Holman","startTime":2299.029,"endTime":2302.309,"body":"time, which is tough for a guy like me"},{"speaker":"Dan Holman","startTime":2302.309,"endTime":2304.709,"body":"that spends 90 percent of his day yapping."},{"speaker":"Dan Holman","startTime":2304.729,"endTime":2308.699,"body":"She said, \"you got to"},{"speaker":"Dan Holman","startTime":2304.729,"endTime":2308.699,"body":"listen more than you speak.\""},{"speaker":"Dan Holman","startTime":2310.479,"endTime":2313.059,"body":"If you're speaking more than"},{"speaker":"Dan Holman","startTime":2310.479,"endTime":2313.059,"body":"you're listening, you are"},{"speaker":"Dan Holman","startTime":2313.089,"endTime":2316.109,"body":"clearly a manager, not a leader."},{"speaker":"Dan Holman","startTime":2316.584,"endTime":2319.734,"body":"And it's just something that"},{"speaker":"Dan Holman","startTime":2316.584,"endTime":2319.734,"body":"has stuck with me forever."},{"speaker":"Dan Holman","startTime":2320.554,"endTime":2322.714,"body":"You have to lead people."},{"speaker":"Dan Holman","startTime":2322.734,"endTime":2327.524,"body":"If you lead them, they will do"},{"speaker":"Dan Holman","startTime":2322.734,"endTime":2327.524,"body":"unbelievable things for you."},{"speaker":"Dan Holman","startTime":2327.684,"endTime":2331.394,"body":"If you manage them, they'll only"},{"speaker":"Dan Holman","startTime":2327.684,"endTime":2331.394,"body":"do what you're capable of doing."},{"speaker":"Crystal Vilkaitis","startTime":2332.859,"endTime":2333.939,"body":"Oh, Dan."},{"speaker":"Crystal Vilkaitis","startTime":2333.969,"endTime":2335.289,"body":"So good."},{"speaker":"Crystal Vilkaitis","startTime":2335.289,"endTime":2336.889,"body":"And wow, Toni."},{"speaker":"Crystal Vilkaitis","startTime":2336.889,"endTime":2338.229,"body":"Thank you, Toni, for that."},{"speaker":"Dan Holman","startTime":2338.259,"endTime":2339.059,"body":"I love Toni."},{"speaker":"Dan Holman","startTime":2339.959,"endTime":2345.464,"body":"Still 25 or 30 years later, I"},{"speaker":"Dan Holman","startTime":2339.959,"endTime":2345.464,"body":"refer to Toni frequently in my"},{"speaker":"Dan Holman","startTime":2345.464,"endTime":2346.734,"body":"coaching calls with clients."},{"speaker":"Crystal Vilkaitis","startTime":2347.094,"endTime":2348.889,"body":"Yeah,"},{"speaker":"Crystal Vilkaitis","startTime":2347.094,"endTime":2348.889,"body":"that is really good."},{"speaker":"Crystal Vilkaitis","startTime":2348.889,"endTime":2352.249,"body":"I want our listeners, if you're"},{"speaker":"Crystal Vilkaitis","startTime":2348.889,"endTime":2352.249,"body":"listening, really take an honest look."},{"speaker":"Crystal Vilkaitis","startTime":2352.249,"endTime":2354.404,"body":"Are you managing or are you leading?"},{"speaker":"Crystal Vilkaitis","startTime":2354.624,"endTime":2359.784,"body":"And are there opportunities for you"},{"speaker":"Crystal Vilkaitis","startTime":2354.624,"endTime":2359.784,"body":"to really lead and empower the team,"},{"speaker":"Crystal Vilkaitis","startTime":2359.794,"endTime":2361.794,"body":"maybe to become those managers?"},{"speaker":"Crystal Vilkaitis","startTime":2361.814,"endTime":2362.534,"body":"It's so good."},{"speaker":"Crystal Vilkaitis","startTime":2362.884,"endTime":2366.524,"body":"Dan, before we go into the"},{"speaker":"Crystal Vilkaitis","startTime":2362.884,"endTime":2366.524,"body":"resilience round, we're filming"},{"speaker":"Crystal Vilkaitis","startTime":2366.524,"endTime":2368.654,"body":"this in Q4, it's airing in Q4."},{"speaker":"Crystal Vilkaitis","startTime":2369.054,"endTime":2371.344,"body":"What can retailers do to have a strong Q4?"},{"speaker":"Crystal Vilkaitis","startTime":2371.344,"endTime":2374.374,"body":"I mean, I'm sure there's a lot of things,"},{"speaker":"Crystal Vilkaitis","startTime":2371.344,"endTime":2374.374,"body":"but give me one or two things here."},{"speaker":"Dan Holman","startTime":2374.724,"endTime":2377.809,"body":"The number one thing"},{"speaker":"Dan Holman","startTime":2374.724,"endTime":2377.809,"body":"we have to do is always focus"},{"speaker":"Dan Holman","startTime":2377.819,"endTime":2379.589,"body":"on the customer experience."},{"speaker":"Dan Holman","startTime":2379.919,"endTime":2383.689,"body":"And I will say this, the minute"},{"speaker":"Dan Holman","startTime":2379.919,"endTime":2383.689,"body":"that we shift thinking from"},{"speaker":"Dan Holman","startTime":2383.699,"endTime":2387.429,"body":"selling to serving, sales follow."},{"speaker":"Dan Holman","startTime":2387.479,"endTime":2388.699,"body":"They always do."},{"speaker":"Dan Holman","startTime":2388.939,"endTime":2392.859,"body":"And I want you to think about it"},{"speaker":"Dan Holman","startTime":2388.939,"endTime":2392.859,"body":"like this, we're in retail, but"},{"speaker":"Dan Holman","startTime":2392.869,"endTime":2397.599,"body":"what if we were in restaurant and"},{"speaker":"Dan Holman","startTime":2392.869,"endTime":2397.599,"body":"we sent the people in our retail"},{"speaker":"Dan Holman","startTime":2397.599,"endTime":2400.809,"body":"store to go and serve in restaurants?"},{"speaker":"Dan Holman","startTime":2401.399,"endTime":2402.939,"body":"Would they ever make any money?"},{"speaker":"Dan Holman","startTime":2403.139,"endTime":2405.339,"body":"I mean, think about a"},{"speaker":"Dan Holman","startTime":2403.139,"endTime":2405.339,"body":"restaurant in North America."},{"speaker":"Dan Holman","startTime":2405.619,"endTime":2408.199,"body":"When we go to a restaurant, a"},{"speaker":"Dan Holman","startTime":2405.619,"endTime":2408.199,"body":"bar, a tavern, whatever it is."},{"speaker":"Dan Holman","startTime":2408.604,"endTime":2413.064,"body":"We acknowledge the level"},{"speaker":"Dan Holman","startTime":2408.604,"endTime":2413.064,"body":"of service with a gratuity."},{"speaker":"Dan Holman","startTime":2413.494,"endTime":2420.004,"body":"We pay over and above the invoice"},{"speaker":"Dan Holman","startTime":2413.494,"endTime":2420.004,"body":"based on the experience we got"},{"speaker":"Dan Holman","startTime":2420.044,"endTime":2424.644,"body":"from the service that we received"},{"speaker":"Dan Holman","startTime":2420.044,"endTime":2424.644,"body":"from that person in retail."},{"speaker":"Dan Holman","startTime":2425.054,"endTime":2430.174,"body":"I mean, every business coach out"},{"speaker":"Dan Holman","startTime":2425.054,"endTime":2430.174,"body":"there will say ABC or ABS, always"},{"speaker":"Dan Holman","startTime":2430.174,"endTime":2431.654,"body":"be closing or always be selling."},{"speaker":"Dan Holman","startTime":2431.874,"endTime":2432.474,"body":"I don't say it."},{"speaker":"Dan Holman","startTime":2432.594,"endTime":2434.164,"body":"I say always be serving."},{"speaker":"Dan Holman","startTime":2434.394,"endTime":2439.324,"body":"To the degree that we serve"},{"speaker":"Dan Holman","startTime":2434.394,"endTime":2439.324,"body":"people, sales will grow."},{"speaker":"Dan Holman","startTime":2439.464,"endTime":2445.064,"body":"And in Q4, there is never a better"},{"speaker":"Dan Holman","startTime":2439.464,"endTime":2445.064,"body":"time to demonstrate how much"},{"speaker":"Dan Holman","startTime":2445.074,"endTime":2446.654,"body":"you care about that customer."},{"speaker":"Dan Holman","startTime":2446.844,"endTime":2451.364,"body":"This is their most, this is"},{"speaker":"Dan Holman","startTime":2446.844,"endTime":2451.364,"body":"what I would call their most"},{"speaker":"Dan Holman","startTime":2451.564,"endTime":2454.484,"body":"anxiety ridden time to shop."},{"speaker":"Dan Holman","startTime":2455.354,"endTime":2460.364,"body":"And it comes out in their tone, in their"},{"speaker":"Dan Holman","startTime":2455.354,"endTime":2460.364,"body":"body language, in their feeling, they are"},{"speaker":"Dan Holman","startTime":2460.364,"endTime":2469.129,"body":"stressed out and it's our job to serve"},{"speaker":"Dan Holman","startTime":2460.364,"endTime":2469.129,"body":"them and make them feel like they matter."},{"speaker":"Dan Holman","startTime":2469.364,"endTime":2471.614,"body":"If you do that in Q4."},{"speaker":"Dan Holman","startTime":2471.814,"endTime":2476.764,"body":"If you shift focus from sales,"},{"speaker":"Dan Holman","startTime":2471.814,"endTime":2476.764,"body":"park sales on the side and focus"},{"speaker":"Dan Holman","startTime":2476.834,"endTime":2479.894,"body":"everything on how my customer feels."},{"speaker":"Dan Holman","startTime":2480.664,"endTime":2482.634,"body":"You will have sales success"},{"speaker":"Dan Holman","startTime":2480.664,"endTime":2482.634,"body":"and you won't know why."},{"speaker":"Crystal Vilkaitis","startTime":2482.634,"endTime":2487.459,"body":"I So 100"},{"speaker":"Crystal Vilkaitis","startTime":2482.634,"endTime":2487.459,"body":"percent agree with that."},{"speaker":"Crystal Vilkaitis","startTime":2487.749,"endTime":2493.364,"body":"I'm such a believer of giving and"},{"speaker":"Crystal Vilkaitis","startTime":2487.749,"endTime":2493.364,"body":"serving and everything follows."},{"speaker":"Crystal Vilkaitis","startTime":2493.394,"endTime":2497.144,"body":"And it's easy, I think, for our"},{"speaker":"Crystal Vilkaitis","startTime":2493.394,"endTime":2497.144,"body":"retailers to get caught up in Q4 sales."},{"speaker":"Dan Holman","startTime":2497.684,"endTime":2497.964,"body":"God,"},{"speaker":"Crystal Vilkaitis","startTime":2497.964,"endTime":2498.184,"body":"yes."},{"speaker":"Crystal Vilkaitis","startTime":2498.234,"endTime":2501.124,"body":"Cyber Monday, Small Business"},{"speaker":"Crystal Vilkaitis","startTime":2498.234,"endTime":2501.124,"body":"Saturday, sell, sell, sell."},{"speaker":"Crystal Vilkaitis","startTime":2501.424,"endTime":2503.434,"body":"So that was excellent advice."},{"speaker":"Crystal Vilkaitis","startTime":2503.464,"endTime":2506.294,"body":"Dan, are you ready for"},{"speaker":"Crystal Vilkaitis","startTime":2503.464,"endTime":2506.294,"body":"the resilience round?"},{"speaker":"Dan Holman","startTime":2506.904,"endTime":2507.814,"body":"All right fire."},{"speaker":"Crystal Vilkaitis","startTime":2508.104,"endTime":2508.974,"body":"All right, let's go."},{"speaker":"Crystal Vilkaitis","startTime":2508.984,"endTime":2510.134,"body":"Best business book."},{"speaker":"Dan Holman","startTime":2510.934,"endTime":2512.784,"body":"Oh, best business book."},{"speaker":"Dan Holman","startTime":2512.794,"endTime":2516.874,"body":"Okay, I'm gonna tell you what the"},{"speaker":"Dan Holman","startTime":2512.794,"endTime":2516.874,"body":"best business book ever written."},{"speaker":"Dan Holman","startTime":2517.184,"endTime":2524.114,"body":"That was not written for business is"},{"speaker":"Dan Holman","startTime":2517.184,"endTime":2524.114,"body":"called Moneyball: Winning the Unfair Game."},{"speaker":"Dan Holman","startTime":2524.794,"endTime":2527.574,"body":"Moneyball is a story, for those"},{"speaker":"Dan Holman","startTime":2524.794,"endTime":2527.574,"body":"that don't know, now you're"},{"speaker":"Dan Holman","startTime":2527.574,"endTime":2528.744,"body":"gonna have to go read this book."},{"speaker":"Dan Holman","startTime":2529.044,"endTime":2532.284,"body":"Moneyball is the story of a general"},{"speaker":"Dan Holman","startTime":2529.044,"endTime":2532.284,"body":"manager in major league baseball"},{"speaker":"Dan Holman","startTime":2532.564,"endTime":2534.344,"body":"that lived in cyber analytics."},{"speaker":"Dan Holman","startTime":2534.344,"endTime":2535.904,"body":"He hired somebody to change."},{"speaker":"Dan Holman","startTime":2536.104,"endTime":2540.954,"body":"He had a payroll that was 30 million"},{"speaker":"Dan Holman","startTime":2536.104,"endTime":2540.954,"body":"going up against payrolls of 300 million."},{"speaker":"Dan Holman","startTime":2541.144,"endTime":2543.494,"body":"And in the first year"},{"speaker":"Dan Holman","startTime":2541.144,"endTime":2543.494,"body":"made it to the playoffs."},{"speaker":"Dan Holman","startTime":2543.614,"endTime":2546.044,"body":"And this is the game"},{"speaker":"Dan Holman","startTime":2543.614,"endTime":2546.044,"body":"that we play in today."},{"speaker":"Dan Holman","startTime":2546.224,"endTime":2551.379,"body":"Moneyball tells seven different"},{"speaker":"Dan Holman","startTime":2546.224,"endTime":2551.379,"body":"tips stories within that book"},{"speaker":"Dan Holman","startTime":2551.709,"endTime":2553.929,"body":"into how do I get more for less?"},{"speaker":"Dan Holman","startTime":2553.939,"endTime":2556.059,"body":"How do I inspire people to change?"},{"speaker":"Dan Holman","startTime":2556.119,"endTime":2561.259,"body":"How do I ignore the old gray haired"},{"speaker":"Dan Holman","startTime":2556.119,"endTime":2561.259,"body":"big belly dude that thinks he knows"},{"speaker":"Dan Holman","startTime":2561.259,"endTime":2565.489,"body":"retail inside and out and pay attention"},{"speaker":"Dan Holman","startTime":2561.259,"endTime":2565.489,"body":"to the 20 year old kid that's coming"},{"speaker":"Dan Holman","startTime":2565.489,"endTime":2567.809,"body":"up that represents my customer base?"},{"speaker":"Dan Holman","startTime":2568.169,"endTime":2573.409,"body":"I mean, they took a major league catcher"},{"speaker":"Dan Holman","startTime":2568.169,"endTime":2573.409,"body":"and trained him to be a first baseman."},{"speaker":"Dan Holman","startTime":2573.579,"endTime":2576.379,"body":"Like there are so many"},{"speaker":"Dan Holman","startTime":2573.579,"endTime":2576.379,"body":"good things in Moneyball."},{"speaker":"Dan Holman","startTime":2576.669,"endTime":2578.279,"body":"That it was never written for business."},{"speaker":"Dan Holman","startTime":2578.279,"endTime":2582.619,"body":"It was to tell a story, a real story of"},{"speaker":"Dan Holman","startTime":2578.279,"endTime":2582.619,"body":"what happens in major league baseball."},{"speaker":"Dan Holman","startTime":2582.779,"endTime":2583.939,"body":"And in fact, you're seeing it."},{"speaker":"Dan Holman","startTime":2583.949,"endTime":2586.359,"body":"If you're a baseball fan,"},{"speaker":"Dan Holman","startTime":2583.949,"endTime":2586.359,"body":"they're going to win the world"},{"speaker":"Dan Holman","startTime":2586.359,"endTime":2587.949,"body":"series by the time this airs."},{"speaker":"Dan Holman","startTime":2588.119,"endTime":2591.629,"body":"But you're going to see a team that wins"},{"speaker":"Dan Holman","startTime":2588.119,"endTime":2591.629,"body":"the world series is going to do it with"},{"speaker":"Dan Holman","startTime":2591.629,"endTime":2595.189,"body":"a payroll that's less than a third of"},{"speaker":"Dan Holman","startTime":2591.629,"endTime":2595.189,"body":"the team they're playing against today."},{"speaker":"Dan Holman","startTime":2595.339,"endTime":2599.379,"body":"And it's because they use"},{"speaker":"Dan Holman","startTime":2595.339,"endTime":2599.379,"body":"analytics to build their team."},{"speaker":"Dan Holman","startTime":2599.599,"endTime":2602.499,"body":"They fill their gaps and"},{"speaker":"Dan Holman","startTime":2599.599,"endTime":2602.499,"body":"their voids with data."},{"speaker":"Dan Holman","startTime":2603.129,"endTime":2605.219,"body":"Not personality or skill."},{"speaker":"Dan Holman","startTime":2605.619,"endTime":2606.779,"body":"I mean, I say skill."},{"speaker":"Dan Holman","startTime":2607.209,"endTime":2611.689,"body":"We all want that Aaron Hernandez, we"},{"speaker":"Dan Holman","startTime":2607.209,"endTime":2611.689,"body":"all want that big star on our team,"},{"speaker":"Dan Holman","startTime":2612.129,"endTime":2616.669,"body":"but the result that we want comes from"},{"speaker":"Dan Holman","startTime":2612.129,"endTime":2616.669,"body":"the effort and this book, I mean, it"},{"speaker":"Dan Holman","startTime":2616.669,"endTime":2618.359,"body":"is, in my mind, the best book ever."},{"speaker":"Dan Holman","startTime":2618.359,"endTime":2619.869,"body":"And sorry, this was supposed to be fast."},{"speaker":"Crystal Vilkaitis","startTime":2620.809,"endTime":2623.354,"body":"No, are"},{"speaker":"Crystal Vilkaitis","startTime":2620.809,"endTime":2623.354,"body":"passionate about Moneyball"},{"speaker":"Crystal Vilkaitis","startTime":2623.394,"endTime":2624.834,"body":"and I can't wait to read it."},{"speaker":"Dan Holman","startTime":2624.969,"endTime":2628.919,"body":"There are so many good"},{"speaker":"Dan Holman","startTime":2624.969,"endTime":2628.919,"body":"business tips in there that you can read"},{"speaker":"Dan Holman","startTime":2628.919,"endTime":2630.259,"body":"it and go, how does this apply to me?"},{"speaker":"Dan Holman","startTime":2630.369,"endTime":2631.319,"body":"Oh my gosh."},{"speaker":"Dan Holman","startTime":2631.519,"endTime":2632.099,"body":"Okay."},{"speaker":"Dan Holman","startTime":2632.269,"endTime":2633.179,"body":"This applies."},{"speaker":"Crystal Vilkaitis","startTime":2633.469,"endTime":2634.979,"body":"Very cool, I love it."},{"speaker":"Crystal Vilkaitis","startTime":2634.979,"endTime":2637.919,"body":"Okay, best retail technology,"},{"speaker":"Crystal Vilkaitis","startTime":2634.979,"endTime":2637.919,"body":"like an app or software."},{"speaker":"Dan Holman","startTime":2638.269,"endTime":2640.669,"body":"Oh, totally going"},{"speaker":"Dan Holman","startTime":2638.269,"endTime":2640.669,"body":"to be an analytical software."},{"speaker":"Dan Holman","startTime":2640.859,"endTime":2641.629,"body":"I'm biased."},{"speaker":"Dan Holman","startTime":2641.809,"endTime":2645.769,"body":"We built a Shopify reporting"},{"speaker":"Dan Holman","startTime":2641.809,"endTime":2645.769,"body":"product for Shopify retailers."},{"speaker":"Dan Holman","startTime":2645.799,"endTime":2649.359,"body":"Absolutely game changing"},{"speaker":"Dan Holman","startTime":2645.799,"endTime":2649.359,"body":"analytical product."},{"speaker":"Dan Holman","startTime":2649.609,"endTime":2653.609,"body":"And whenever I look for a new app"},{"speaker":"Dan Holman","startTime":2649.609,"endTime":2653.609,"body":"or new software, it always comes"},{"speaker":"Dan Holman","startTime":2653.609,"endTime":2656.569,"body":"on the foundation or with the"},{"speaker":"Dan Holman","startTime":2653.609,"endTime":2656.569,"body":"foundation of being analytical."},{"speaker":"Dan Holman","startTime":2656.779,"endTime":2660.329,"body":"So my favorites are going to be analytical"},{"speaker":"Dan Holman","startTime":2656.779,"endTime":2660.329,"body":"products that plug into your systems."},{"speaker":"Crystal Vilkaitis","startTime":2660.489,"endTime":2662.739,"body":"What's"},{"speaker":"Crystal Vilkaitis","startTime":2660.489,"endTime":2662.739,"body":"the name of the Shopify app?"},{"speaker":"Dan Holman","startTime":2662.969,"endTime":2665.279,"body":"It's just CRS"},{"speaker":"Dan Holman","startTime":2662.969,"endTime":2665.279,"body":"Advanced Shopify Reporting."},{"speaker":"Dan Holman","startTime":2665.449,"endTime":2668.389,"body":"We actually called it ARR"},{"speaker":"Dan Holman","startTime":2665.449,"endTime":2668.389,"body":"Advanced Responsive Reporting."},{"speaker":"Dan Holman","startTime":2668.579,"endTime":2673.559,"body":"But ARR gets confused with annual"},{"speaker":"Dan Holman","startTime":2668.579,"endTime":2673.559,"body":"recurring revenue, and it's really not."},{"speaker":"Dan Holman","startTime":2673.559,"endTime":2675.259,"body":"It's just responsive reporting."},{"speaker":"Dan Holman","startTime":2675.259,"endTime":2678.089,"body":"Meaning that I can click on an"},{"speaker":"Dan Holman","startTime":2675.259,"endTime":2678.089,"body":"item and drill all the way down."},{"speaker":"Dan Holman","startTime":2678.359,"endTime":2681.659,"body":"Or a metric and drill all the way"},{"speaker":"Dan Holman","startTime":2678.359,"endTime":2681.659,"body":"down on every attribute within it"},{"speaker":"Dan Holman","startTime":2681.819,"endTime":2684.719,"body":"and then all the way back up out"},{"speaker":"Dan Holman","startTime":2681.819,"endTime":2684.719,"body":"without running multiple reports."},{"speaker":"Dan Holman","startTime":2684.919,"endTime":2687.909,"body":"It's just responsive"},{"speaker":"Dan Holman","startTime":2684.919,"endTime":2687.909,"body":"reporting, but it is using it."},{"speaker":"Dan Holman","startTime":2687.959,"endTime":2689.909,"body":"It's a data aggregation platform."},{"speaker":"Dan Holman","startTime":2689.919,"endTime":2694.089,"body":"We pulled data from a bunch of"},{"speaker":"Dan Holman","startTime":2689.919,"endTime":2694.089,"body":"sources, mix it back up and give it"},{"speaker":"Dan Holman","startTime":2694.109,"endTime":2696.209,"body":"back to you in an actionable state."},{"speaker":"Crystal Vilkaitis","startTime":2697.249,"endTime":2697.769,"body":"I love it."},{"speaker":"Crystal Vilkaitis","startTime":2697.769,"endTime":2698.539,"body":"We'll link to that."},{"speaker":"Crystal Vilkaitis","startTime":2698.539,"endTime":2699.539,"body":"I know that's on your site."},{"speaker":"Crystal Vilkaitis","startTime":2699.549,"endTime":2700.909,"body":"Retailers got to go check that out."},{"speaker":"Crystal Vilkaitis","startTime":2701.209,"endTime":2704.339,"body":"How do you keep up with the"},{"speaker":"Crystal Vilkaitis","startTime":2701.209,"endTime":2704.339,"body":"ever changing retail landscape?"},{"speaker":"Dan Holman","startTime":2704.994,"endTime":2705.614,"body":"Oh, Crystal."},{"speaker":"Dan Holman","startTime":2705.704,"endTime":2707.174,"body":"Education, education, education."},{"speaker":"Dan Holman","startTime":2707.644,"endTime":2710.364,"body":"Every day, you have to wake up and"},{"speaker":"Dan Holman","startTime":2707.644,"endTime":2710.364,"body":"learn something new about retail."},{"speaker":"Dan Holman","startTime":2710.574,"endTime":2711.174,"body":"And I'm lucky."},{"speaker":"Dan Holman","startTime":2711.174,"endTime":2713.614,"body":"I have the good fortune to work"},{"speaker":"Dan Holman","startTime":2711.174,"endTime":2713.614,"body":"with and learn from some of the"},{"speaker":"Dan Holman","startTime":2713.634,"endTime":2715.464,"body":"best retailers on the planet."},{"speaker":"Dan Holman","startTime":2715.834,"endTime":2720.174,"body":"And my connection to enterprise level"},{"speaker":"Dan Holman","startTime":2715.834,"endTime":2720.174,"body":"retail sort of keeps me in tune with big"},{"speaker":"Dan Holman","startTime":2720.204,"endTime":2725.974,"body":"scale shifts, but I wake up every morning"},{"speaker":"Dan Holman","startTime":2720.204,"endTime":2725.974,"body":"and I have about 7 different blogs,"},{"speaker":"Dan Holman","startTime":2725.994,"endTime":2730.134,"body":"newsletters that I go through that are"},{"speaker":"Dan Holman","startTime":2725.994,"endTime":2730.134,"body":"latest and greatest or shifts or trends."},{"speaker":"Dan Holman","startTime":2730.233,"endTime":2734.303,"body":"And so it is just continuing to"},{"speaker":"Dan Holman","startTime":2730.233,"endTime":2734.303,"body":"educate myself every single day."},{"speaker":"Dan Holman","startTime":2734.443,"endTime":2735.223,"body":"Learn something new."},{"speaker":"Crystal Vilkaitis","startTime":2735.693,"endTime":2736.453,"body":"So agree."},{"speaker":"Crystal Vilkaitis","startTime":2736.733,"endTime":2739.343,"body":"To help retailers be stronger,"},{"speaker":"Crystal Vilkaitis","startTime":2736.733,"endTime":2739.343,"body":"more rooted in success."},{"speaker":"Crystal Vilkaitis","startTime":2739.343,"endTime":2742.233,"body":"What's an inventory management"},{"speaker":"Crystal Vilkaitis","startTime":2739.343,"endTime":2742.233,"body":"foundational best practice?"},{"speaker":"Dan Holman","startTime":2742.733,"endTime":2744.353,"body":"I'm sorry, I'm"},{"speaker":"Dan Holman","startTime":2742.733,"endTime":2744.353,"body":"going to repeat myself."},{"speaker":"Dan Holman","startTime":2744.443,"endTime":2747.823,"body":"You always think about behavioral"},{"speaker":"Dan Holman","startTime":2744.443,"endTime":2747.823,"body":"activity of inventory and customers."},{"speaker":"Dan Holman","startTime":2747.833,"endTime":2748.983,"body":"The behavioral activity."},{"speaker":"Dan Holman","startTime":2748.993,"endTime":2752.773,"body":"Work harder at connecting to your"},{"speaker":"Dan Holman","startTime":2748.993,"endTime":2752.773,"body":"current on hand inventory to your"},{"speaker":"Dan Holman","startTime":2752.793,"endTime":2756.953,"body":"current active customer and you"},{"speaker":"Dan Holman","startTime":2752.793,"endTime":2756.953,"body":"will have foundational success."},{"speaker":"Dan Holman","startTime":2756.973,"endTime":2758.053,"body":"It's a best practice."},{"speaker":"Dan Holman","startTime":2758.333,"endTime":2761.093,"body":"Connect inventory to"},{"speaker":"Dan Holman","startTime":2758.333,"endTime":2761.093,"body":"customers that exist already."},{"speaker":"Crystal Vilkaitis","startTime":2762.303,"endTime":2762.903,"body":"Well said."},{"speaker":"Crystal Vilkaitis","startTime":2763.113,"endTime":2765.423,"body":"If you had to start your business"},{"speaker":"Crystal Vilkaitis","startTime":2763.113,"endTime":2765.423,"body":"all over again, what's one"},{"speaker":"Crystal Vilkaitis","startTime":2765.423,"endTime":2766.533,"body":"thing you'd do differently?"},{"speaker":"Dan Holman","startTime":2766.963,"endTime":2768.993,"body":"I've been asked this"},{"speaker":"Dan Holman","startTime":2766.963,"endTime":2768.993,"body":"question before and I never have a good"},{"speaker":"Dan Holman","startTime":2768.993,"endTime":2770.293,"body":"answer for it and i'll tell you why."},{"speaker":"Dan Holman","startTime":2771.203,"endTime":2775.033,"body":"If we knew the things we knew"},{"speaker":"Dan Holman","startTime":2771.203,"endTime":2775.033,"body":"now back then, we wouldn't build"},{"speaker":"Dan Holman","startTime":2775.033,"endTime":2776.373,"body":"the businesses that we did."},{"speaker":"Dan Holman","startTime":2776.733,"endTime":2780.383,"body":"So when I think about this, truly,"},{"speaker":"Dan Holman","startTime":2776.733,"endTime":2780.383,"body":"what would I do differently?"},{"speaker":"Dan Holman","startTime":2780.788,"endTime":2784.188,"body":"It would adopt an"},{"speaker":"Dan Holman","startTime":2780.788,"endTime":2784.188,"body":"iterative process faster."},{"speaker":"Dan Holman","startTime":2784.598,"endTime":2788.338,"body":"We have iteration in our business today,"},{"speaker":"Dan Holman","startTime":2784.598,"endTime":2788.338,"body":"and we do it without even knowing."},{"speaker":"Dan Holman","startTime":2788.498,"endTime":2790.158,"body":"We do the same thing over and over again."},{"speaker":"Dan Holman","startTime":2790.158,"endTime":2791.378,"body":"We measure it and we improve it."},{"speaker":"Dan Holman","startTime":2791.388,"endTime":2791.628,"body":"That's iteration."},{"speaker":"Dan Holman","startTime":2792.608,"endTime":2796.568,"body":"And if I can think about back"},{"speaker":"Dan Holman","startTime":2792.608,"endTime":2796.568,"body":"in my early days, I did things"},{"speaker":"Dan Holman","startTime":2796.578,"endTime":2797.898,"body":"one way and one way only."},{"speaker":"Dan Holman","startTime":2798.743,"endTime":2800.483,"body":"There's no iteration, right?"},{"speaker":"Dan Holman","startTime":2800.523,"endTime":2802.913,"body":"And growth is slow because of that."},{"speaker":"Dan Holman","startTime":2803.113,"endTime":2806.473,"body":"So it is adopt iteration"},{"speaker":"Dan Holman","startTime":2803.113,"endTime":2806.473,"body":"in your world today."},{"speaker":"Dan Holman","startTime":2806.763,"endTime":2809.763,"body":"Think about what you're doing today"},{"speaker":"Dan Holman","startTime":2806.763,"endTime":2809.763,"body":"and do it over and over again."},{"speaker":"Dan Holman","startTime":2809.773,"endTime":2814.283,"body":"Measure to improve it, which"},{"speaker":"Dan Holman","startTime":2809.773,"endTime":2814.283,"body":"strengthens business faster."},{"speaker":"Crystal Vilkaitis","startTime":2815.783,"endTime":2817.883,"body":"I love that so much."},{"speaker":"Crystal Vilkaitis","startTime":2818.783,"endTime":2821.563,"body":"Dan, what do you think the future"},{"speaker":"Crystal Vilkaitis","startTime":2818.783,"endTime":2821.563,"body":"of independent retail looks like?"},{"speaker":"Dan Holman","startTime":2822.623,"endTime":2824.733,"body":"It's stronger"},{"speaker":"Dan Holman","startTime":2822.623,"endTime":2824.733,"body":"than it's ever been."},{"speaker":"Dan Holman","startTime":2825.013,"endTime":2827.903,"body":"We have more access to our customer."},{"speaker":"Dan Holman","startTime":2828.033,"endTime":2832.053,"body":"I say our customer, the"},{"speaker":"Dan Holman","startTime":2828.033,"endTime":2832.053,"body":"GeoDemo psychographics of our"},{"speaker":"Dan Holman","startTime":2832.083,"endTime":2834.573,"body":"customer than we have ever had."},{"speaker":"Dan Holman","startTime":2834.893,"endTime":2839.683,"body":"We can speak directly to her like"},{"speaker":"Dan Holman","startTime":2834.893,"endTime":2839.683,"body":"we never have i'm thinking about"},{"speaker":"Dan Holman","startTime":2839.683,"endTime":2841.523,"body":"a client that's in Philadelphia."},{"speaker":"Dan Holman","startTime":2841.773,"endTime":2844.423,"body":"And her largest customer base is in texas."},{"speaker":"Dan Holman","startTime":2844.443,"endTime":2847.473,"body":"You know how far it is from"},{"speaker":"Dan Holman","startTime":2844.443,"endTime":2847.473,"body":"Philadelphia to Texas to buy a dress?"},{"speaker":"Dan Holman","startTime":2847.693,"endTime":2852.833,"body":"But that's because we have access to those"},{"speaker":"Dan Holman","startTime":2847.693,"endTime":2852.833,"body":"customers that we never had before now."},{"speaker":"Dan Holman","startTime":2852.833,"endTime":2854.973,"body":"That's not me advocating"},{"speaker":"Dan Holman","startTime":2852.833,"endTime":2854.973,"body":"get online itself."},{"speaker":"Dan Holman","startTime":2855.173,"endTime":2859.633,"body":"It's just this reinforcement"},{"speaker":"Dan Holman","startTime":2855.173,"endTime":2859.633,"body":"that access to the marketplace"},{"speaker":"Dan Holman","startTime":2860.243,"endTime":2861.963,"body":"is greater than it ever was."},{"speaker":"Dan Holman","startTime":2861.963,"endTime":2864.543,"body":"It used to be you put"},{"speaker":"Dan Holman","startTime":2861.963,"endTime":2864.543,"body":"up a beautiful store."},{"speaker":"Dan Holman","startTime":2864.673,"endTime":2867.163,"body":"You had great products and"},{"speaker":"Dan Holman","startTime":2864.673,"endTime":2867.163,"body":"great people and you got sales."},{"speaker":"Dan Holman","startTime":2867.333,"endTime":2868.433,"body":"It's not that way today."},{"speaker":"Dan Holman","startTime":2868.963,"endTime":2870.453,"body":"You have to have better messaging."},{"speaker":"Dan Holman","startTime":2870.453,"endTime":2872.253,"body":"You have to be a better influencer."},{"speaker":"Dan Holman","startTime":2872.253,"endTime":2875.828,"body":"You have better analytical"},{"speaker":"Dan Holman","startTime":2872.253,"endTime":2875.828,"body":"mind in order to be successful."},{"speaker":"Crystal Vilkaitis","startTime":2877.483,"endTime":2878.063,"body":"So true."},{"speaker":"Crystal Vilkaitis","startTime":2878.483,"endTime":2880.773,"body":"Dan, where can people learn"},{"speaker":"Crystal Vilkaitis","startTime":2878.483,"endTime":2880.773,"body":"more and connect with you?"},{"speaker":"Dan Holman","startTime":2881.273,"endTime":2884.913,"body":"You can see"},{"speaker":"Dan Holman","startTime":2881.273,"endTime":2884.913,"body":"me at dan@retailbycrs.com."},{"speaker":"Dan Holman","startTime":2884.963,"endTime":2887.113,"body":"Canadian retail solutions"},{"speaker":"Dan Holman","startTime":2884.963,"endTime":2887.113,"body":"if you're in Canada."},{"speaker":"Dan Holman","startTime":2887.293,"endTime":2892.093,"body":"If you're our friends in the south, it's"},{"speaker":"Dan Holman","startTime":2887.293,"endTime":2892.093,"body":"just Retail by CRS and yeah, I mean my"},{"speaker":"Dan Holman","startTime":2892.093,"endTime":2894.493,"body":"email my contact information's all there."},{"speaker":"Dan Holman","startTime":2894.783,"endTime":2898.263,"body":"And if you're bored driving in the"},{"speaker":"Dan Holman","startTime":2894.783,"endTime":2898.263,"body":"car and you've listened to every"},{"speaker":"Dan Holman","startTime":2898.303,"endTime":2902.653,"body":"single Rooted in Retail podcast twice,"},{"speaker":"Dan Holman","startTime":2898.303,"endTime":2902.653,"body":"then check out The Wealthy Retailer."},{"speaker":"Dan Holman","startTime":2902.653,"endTime":2904.153,"body":"I did some stuff over there for a while."},{"speaker":"Dan Holman","startTime":2904.153,"endTime":2908.723,"body":"But there is lots of evergreen content and"},{"speaker":"Dan Holman","startTime":2904.153,"endTime":2908.723,"body":"some really good stories of really good"},{"speaker":"Dan Holman","startTime":2909.033,"endTime":2914.013,"body":"people in retail that sometimes I still"},{"speaker":"Dan Holman","startTime":2909.033,"endTime":2914.013,"body":"get super emotional when I listen to them."},{"speaker":"Dan Holman","startTime":2914.433,"endTime":2919.633,"body":"You know because I got to live vicariously"},{"speaker":"Dan Holman","startTime":2914.433,"endTime":2919.633,"body":"through their ups and downs and there"},{"speaker":"Dan Holman","startTime":2919.633,"endTime":2925.633,"body":"are some things that even I as much"},{"speaker":"Dan Holman","startTime":2919.633,"endTime":2925.633,"body":"as I dislike listening to my own talk."},{"speaker":"Dan Holman","startTime":2926.123,"endTime":2928.063,"body":"There are some that I"},{"speaker":"Dan Holman","startTime":2926.123,"endTime":2928.063,"body":"just absolutely love."},{"speaker":"Dan Holman","startTime":2928.063,"endTime":2931.263,"body":"So yeah, you can find me,"},{"speaker":"Dan Holman","startTime":2928.063,"endTime":2931.263,"body":"dan@thewealthyretailer.com"},{"speaker":"Dan Holman","startTime":2931.263,"endTime":2933.303,"body":"or dan@retailbycrs.com."},{"speaker":"Dan Holman","startTime":2933.543,"endTime":2935.953,"body":"Emails and then"},{"speaker":"Dan Holman","startTime":2933.543,"endTime":2935.953,"body":"canadianretailsolutions.com"},{"speaker":"Dan Holman","startTime":2935.973,"endTime":2937.263,"body":"or Retail by CRS."},{"speaker":"Dan Holman","startTime":2937.713,"endTime":2941.023,"body":"Everything you need to know about"},{"speaker":"Dan Holman","startTime":2937.713,"endTime":2941.023,"body":"us is at least a way to get to us is"},{"speaker":"Crystal Vilkaitis","startTime":2941.023,"endTime":2941.193,"body":"there."},{"speaker":"Crystal Vilkaitis","startTime":2941.243,"endTime":2942.787,"body":"Yeah, we'll link to it too."},{"speaker":"Crystal Vilkaitis","startTime":2942.787,"endTime":2944.517,"body":"And I have togive a"},{"speaker":"Crystal Vilkaitis","startTime":2942.787,"endTime":2944.517,"body":"plug Wealthy Retailerr."},{"speaker":"Crystal Vilkaitis","startTime":2944.537,"endTime":2948.967,"body":"Cause I have listened to many of your"},{"speaker":"Crystal Vilkaitis","startTime":2944.537,"endTime":2948.967,"body":"episodes on my walks and I love them."},{"speaker":"Crystal Vilkaitis","startTime":2948.977,"endTime":2951.017,"body":"You do bring in really great content."},{"speaker":"Crystal Vilkaitis","startTime":2951.027,"endTime":2952.917,"body":"So we'll listen, we'll link to that."},{"speaker":"Crystal Vilkaitis","startTime":2953.197,"endTime":2955.427,"body":"And then you're sponsoring EVOLVE."},{"speaker":"Crystal Vilkaitis","startTime":2955.697,"endTime":2960.437,"body":"But we're going to see you at"},{"speaker":"Crystal Vilkaitis","startTime":2955.697,"endTime":2960.437,"body":"EVOLVE, which we're so excited for."},{"speaker":"Crystal Vilkaitis","startTime":2960.517,"endTime":2962.587,"body":"So listeners, get your tickets."},{"speaker":"Crystal Vilkaitis","startTime":2962.588,"endTime":2965.657,"body":"Come see Dan, meet him, learn"},{"speaker":"Crystal Vilkaitis","startTime":2962.588,"endTime":2965.657,"body":"more what they're doing."},{"speaker":"Crystal Vilkaitis","startTime":2966.287,"endTime":2968.027,"body":"We're just honored to have you guys there."},{"speaker":"Dan Holman","startTime":2968.098,"endTime":2969.928,"body":"We are so excited to come."},{"speaker":"Dan Holman","startTime":2969.928,"endTime":2975.338,"body":"I think it's going to be the first trade"},{"speaker":"Dan Holman","startTime":2969.928,"endTime":2975.338,"body":"show that's a full blown, not trade show,"},{"speaker":"Dan Holman","startTime":2975.338,"endTime":2981.253,"body":"but the first sponsorship that we're"},{"speaker":"Dan Holman","startTime":2975.338,"endTime":2981.253,"body":"going to bring a full suite of Genius with"},{"speaker":"Dan Holman","startTime":2981.253,"endTime":2982.743,"body":"us, which is the new Heartland product."},{"speaker":"Dan Holman","startTime":2982.963,"endTime":2987.113,"body":"So we're going to see lots of new"},{"speaker":"Dan Holman","startTime":2982.963,"endTime":2987.113,"body":"products and devices and software and"},{"speaker":"Dan Holman","startTime":2987.153,"endTime":2988.493,"body":"all the other stuff that we have too."},{"speaker":"Dan Holman","startTime":2988.543,"endTime":2990.493,"body":"It's all in branding right now."},{"speaker":"Dan Holman","startTime":2990.703,"endTime":2994.253,"body":"And I think yours is going to be the"},{"speaker":"Dan Holman","startTime":2990.703,"endTime":2994.253,"body":"first one that we roll it out at."},{"speaker":"Dan Holman","startTime":2994.533,"endTime":2995.633,"body":"So we're excited."},{"speaker":"Crystal Vilkaitis","startTime":2995.792,"endTime":2998.132,"body":"I'm"},{"speaker":"Crystal Vilkaitis","startTime":2995.792,"endTime":2998.132,"body":"so excited for that."},{"speaker":"Crystal Vilkaitis","startTime":2999.072,"endTime":2999.572,"body":"Thank you."},{"speaker":"Crystal Vilkaitis","startTime":2999.802,"endTime":3000.862,"body":"I can't wait to see it."},{"speaker":"Crystal Vilkaitis","startTime":3000.922,"endTime":3002.982,"body":"Our retailers are going to"},{"speaker":"Crystal Vilkaitis","startTime":3000.922,"endTime":3002.982,"body":"be so excited to see it."},{"speaker":"Crystal Vilkaitis","startTime":3002.992,"endTime":3003.972,"body":"So thank you, Dan."},{"speaker":"Crystal Vilkaitis","startTime":3004.232,"endTime":3005.212,"body":"This was so awesome."},{"speaker":"Crystal Vilkaitis","startTime":3005.212,"endTime":3006.442,"body":"Thank you for being here today."},{"speaker":"Dan Holman","startTime":3007.203,"endTime":3008.023,"body":"Anytime."},{"speaker":"Dan Holman","startTime":3008.023,"endTime":3009.703,"body":"It's my absolute pleasure, Crystal."},{"speaker":"Dan Holman","startTime":3009.703,"endTime":3012.763,"body":"And I'm sorry it took us"},{"speaker":"Dan Holman","startTime":3009.703,"endTime":3012.763,"body":"this long to just chat."},{"speaker":"Crystal Vilkaitis","startTime":3013.182,"endTime":3017.372,"body":"I know it's"},{"speaker":"Crystal Vilkaitis","startTime":3013.182,"endTime":3017.372,"body":"long overdue, but this was so good."},{"speaker":"Crystal Vilkaitis","startTime":3017.372,"endTime":3019.102,"body":"I love it so thank you."},{"speaker":"Crystal Vilkaitis","startTime":3019.132,"endTime":3022.643,"body":"And everyone, remember that I"},{"speaker":"Crystal Vilkaitis","startTime":3019.132,"endTime":3022.643,"body":"am rooting for your success."},{"speaker":"Crystal Vilkaitis","startTime":3022.643,"endTime":3024.318,"body":"Have a great week ahead."},{"speaker":"Crystal Vilkaitis","startTime":3024.318,"endTime":3024.653,"body":"Bye."},{"speaker":"Crystal Vilkaitis","startTime":3028.193,"endTime":3030.033,"body":"Thank you so much for being here."},{"speaker":"Crystal Vilkaitis","startTime":3030.053,"endTime":3031.503,"body":"It means the world to me."},{"speaker":"Crystal Vilkaitis","startTime":3031.833,"endTime":3035.633,"body":"Don't forget to join the rise and shine"},{"speaker":"Crystal Vilkaitis","startTime":3031.833,"endTime":3035.633,"body":"newsletter, which is social media news."},{"speaker":"Crystal Vilkaitis","startTime":3035.663,"endTime":3041.143,"body":"You need to know sent via email every"},{"speaker":"Crystal Vilkaitis","startTime":3035.663,"endTime":3041.143,"body":"Monday morning, go to crystal media, co."},{"speaker":"Crystal Vilkaitis","startTime":3041.453,"endTime":3046.413,"body":"com slash rise to join and don't miss"},{"speaker":"Crystal Vilkaitis","startTime":3041.453,"endTime":3046.413,"body":"the newest episode of rooted in retail,"},{"speaker":"Crystal Vilkaitis","startTime":3046.413,"endTime":3047.933,"body":"which drops every Sunday morning."}]}