{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":2.98,"body":"Well, hello, hello, and"},{"startTime":0.0,"endTime":2.98,"body":"welcome to After the Show."},{"startTime":3.019,"endTime":7.79,"body":"I'm your host, Crystal Vilkaitis, and"},{"startTime":3.019,"endTime":7.79,"body":"I hope that you loved Ulla's episode."},{"startTime":7.8,"endTime":10.13,"body":"Her FAVES app is super cool."},{"startTime":10.36,"endTime":11.82,"body":"She's doing some really cool things."},{"startTime":11.84,"endTime":16.559,"body":"I loved getting to know her more and  my"},{"startTime":11.84,"endTime":16.559,"body":"big takeaway that we're going to talk"},{"startTime":16.569,"endTime":24.959,"body":"about today is Ulla said \"question your"},{"startTime":16.569,"endTime":24.959,"body":"assumptions,\" and that is so powerful."},{"startTime":25.179,"endTime":28.439,"body":"So I wanted to go a little deeper"},{"startTime":25.179,"endTime":28.439,"body":"in today's episode on that."},{"startTime":28.469,"endTime":32.319,"body":"And I also have a little exercise"},{"startTime":28.469,"endTime":32.319,"body":"that we can do when you have"},{"startTime":32.319,"endTime":34.009,"body":"certain kind of assumptions."},{"startTime":34.019,"endTime":38.049,"body":"The one we're going to use as an example,"},{"startTime":34.019,"endTime":38.049,"body":"in today's episode, is the assumption"},{"startTime":38.049,"endTime":44.679,"body":"that foot traffic is down because of"},{"startTime":38.049,"endTime":44.679,"body":"this post COVID hangover and because"},{"startTime":44.709,"endTime":46.929,"body":"of the rise of e commerce shoppers."},{"startTime":47.249,"endTime":50.869,"body":"As you're listening to today's episode,"},{"startTime":47.249,"endTime":50.869,"body":"it would be great for you to think"},{"startTime":50.869,"endTime":54.909,"body":"about an assumption you have and for"},{"startTime":50.869,"endTime":54.909,"body":"you to kind of challenge that and"},{"startTime":54.909,"endTime":58.629,"body":"question it and go through this exercise"},{"startTime":54.909,"endTime":58.629,"body":"I'm going to take you through today."},{"startTime":58.859,"endTime":64.369,"body":"Before we dive in, this is being"},{"startTime":58.859,"endTime":64.369,"body":"filmed and released in December 2024."},{"startTime":64.629,"endTime":70.309,"body":"And if you're listening to this in"},{"startTime":64.629,"endTime":70.309,"body":"December 2024, we have the ultimate EVOLVE"},{"startTime":70.309,"endTime":72.429,"body":"experience giveaway happening right now."},{"startTime":72.429,"endTime":75.779,"body":"You can enter to win a"},{"startTime":72.429,"endTime":75.779,"body":"free VIP ticket to EVOLVE."},{"startTime":76.149,"endTime":80.909,"body":"A $500 flight credit and three"},{"startTime":76.149,"endTime":80.909,"body":"nights stay at the Gaylord Rockies."},{"startTime":81.159,"endTime":85.659,"body":"To enter to win, go to"},{"startTime":81.159,"endTime":85.659,"body":"rootedinretail.com/giveaway."},{"startTime":85.849,"endTime":87.789,"body":"There's a lot of different"},{"startTime":85.849,"endTime":87.789,"body":"ways you can get points."},{"startTime":87.789,"endTime":90.919,"body":"The more points you have, the"},{"startTime":87.789,"endTime":90.919,"body":"better chance you have at winning."},{"startTime":90.919,"endTime":92.489,"body":"And maybe that's a hint hint."},{"startTime":93.059,"endTime":96.419,"body":"So be sure to register if you"},{"startTime":93.059,"endTime":96.419,"body":"want to come to EVOLVE in Denver."},{"startTime":96.439,"endTime":97.659,"body":"I would love to see you."},{"startTime":97.659,"endTime":99.449,"body":"You can also learn more about EVOLVE."},{"startTime":99.449,"endTime":102.49,"body":"If you want to see our speakers,"},{"startTime":99.449,"endTime":102.49,"body":"we have over 15 speakers."},{"startTime":102.49,"endTime":103.714,"body":"This agenda is fire."},{"startTime":103.944,"endTime":107.514,"body":"You can go to crystalmediaco.com/evolve."},{"startTime":107.534,"endTime":109.884,"body":"Learn all about the"},{"startTime":107.534,"endTime":109.884,"body":"event, but enter to win."},{"startTime":110.524,"endTime":112.844,"body":"Okay, let's talk about"},{"startTime":110.524,"endTime":112.844,"body":"questioning our assumptions."},{"startTime":112.854,"endTime":117.794,"body":"So what happens when we have these"},{"startTime":112.854,"endTime":117.794,"body":"assumptions is, I mean, a lot of"},{"startTime":117.794,"endTime":120.774,"body":"different things can happen, but one"},{"startTime":117.794,"endTime":120.774,"body":"of the things that I think a lot about"},{"startTime":120.804,"endTime":122.974,"body":"is that it can stifle our creativity."},{"startTime":123.724,"endTime":126.634,"body":"When we just assume that things"},{"startTime":123.724,"endTime":126.634,"body":"are a certain way, then we're not"},{"startTime":126.634,"endTime":128.074,"body":"going to be thinking creatively."},{"startTime":128.074,"endTime":129.484,"body":"We're not going to be"},{"startTime":128.074,"endTime":129.484,"body":"thinking differently."},{"startTime":129.804,"endTime":134.544,"body":"We're not going to be evolving,"},{"startTime":129.804,"endTime":134.544,"body":"creating, innovating, adapting."},{"startTime":134.904,"endTime":138.934,"body":"We're just staying still because we have"},{"startTime":134.904,"endTime":138.934,"body":"a certain assumption about something."},{"startTime":139.264,"endTime":144.964,"body":"And maybe that assumption was true a"},{"startTime":139.264,"endTime":144.964,"body":"year ago, six months ago, two weeks ago."},{"startTime":145.364,"endTime":149.144,"body":"10 years ago, depending on what"},{"startTime":145.364,"endTime":149.144,"body":"assumptions we're hanging on to."},{"startTime":149.844,"endTime":151.344,"body":"It might've been true at one point."},{"startTime":151.784,"endTime":155.974,"body":"But if we don't question these assumptions"},{"startTime":151.784,"endTime":155.974,"body":"and really understand where they're"},{"startTime":155.974,"endTime":160.434,"body":"coming from and understand if they're"},{"startTime":155.974,"endTime":160.434,"body":"true or not, we could get left behind."},{"startTime":160.454,"endTime":162.854,"body":"And this is where I have a"},{"startTime":160.454,"endTime":162.854,"body":"conference called EVOLVE."},{"startTime":162.934,"endTime":165.064,"body":"The importance of evolving."},{"startTime":165.094,"endTime":169.714,"body":"We have to in retail and as small business"},{"startTime":165.094,"endTime":169.714,"body":"owners, it's the name of the game."},{"startTime":170.044,"endTime":174.849,"body":"You're just not going to do business the"},{"startTime":170.044,"endTime":174.849,"body":"way that you did 50 years ago and have"},{"startTime":174.869,"endTime":180.769,"body":"no online presence and not integrate"},{"startTime":174.869,"endTime":180.769,"body":"any kind of new, fresh experiences and"},{"startTime":180.769,"endTime":184.869,"body":"new ideas, just always doing, selling"},{"startTime":180.769,"endTime":184.869,"body":"the same products you did back then."},{"startTime":185.119,"endTime":186.499,"body":"It's just not going to happen."},{"startTime":186.919,"endTime":189.589,"body":"So we have to evolve and we have"},{"startTime":186.919,"endTime":189.589,"body":"to question our assumptions."},{"startTime":189.839,"endTime":193.036,"body":"Oh, one thing I want to add too, is that"},{"startTime":189.839,"endTime":193.036,"body":"I often say to my team, just because"},{"startTime":193.036,"endTime":195.976,"body":"that's the way we've done, it doesn't"},{"startTime":193.036,"endTime":195.976,"body":"mean that's the way we should do it."},{"startTime":196.556,"endTime":200.106,"body":"So I want you to also question"},{"startTime":196.556,"endTime":200.106,"body":"like the things that you're doing."},{"startTime":200.286,"endTime":203.206,"body":"So maybe they're not assumptions, but"},{"startTime":200.286,"endTime":203.206,"body":"just like the systems that you have"},{"startTime":203.206,"endTime":206.926,"body":"in place, how you're doing things,"},{"startTime":203.206,"endTime":206.926,"body":"the technology that you're using."},{"startTime":207.176,"endTime":210.616,"body":"That doesn't necessarily mean"},{"startTime":207.176,"endTime":210.616,"body":"that that's what we need to do."},{"startTime":210.896,"endTime":214.006,"body":"We can change, we can"},{"startTime":210.896,"endTime":214.006,"body":"evolve, we can adapt."},{"startTime":214.156,"endTime":214.956,"body":"And you should."},{"startTime":215.226,"endTime":221.156,"body":"So it's very important in my opinion"},{"startTime":215.226,"endTime":221.156,"body":"to create a culture of that evolution,"},{"startTime":221.176,"endTime":225.136,"body":"of that questioning, how we're doing"},{"startTime":221.176,"endTime":225.136,"body":"things and looking for ways that"},{"startTime":225.136,"endTime":228.076,"body":"we can do things better and really"},{"startTime":225.136,"endTime":228.076,"body":"challenging those assumptions."},{"startTime":228.086,"endTime":234.641,"body":"So the exercise that you can go through,"},{"startTime":228.086,"endTime":234.641,"body":"that I did some research with ChatGPT."},{"startTime":234.661,"endTime":237.041,"body":"You know me and AI, I"},{"startTime":234.661,"endTime":237.041,"body":"mean, my best friend here."},{"startTime":237.331,"endTime":241.351,"body":"You know, we did some digging in some"},{"startTime":237.331,"endTime":241.351,"body":"brainstorming here to give you a great"},{"startTime":241.361,"endTime":243.461,"body":"exercise for questioning your assumptions."},{"startTime":243.471,"endTime":247.411,"body":"So there's five things to do and I'll"},{"startTime":243.471,"endTime":247.411,"body":"take you through a specific example."},{"startTime":247.631,"endTime":250.351,"body":"One, ask why regularly."},{"startTime":250.371,"endTime":253.851,"body":"Challenge why you believe"},{"startTime":250.371,"endTime":253.851,"body":"something to be true."},{"startTime":254.546,"endTime":258.356,"body":"This is so important that we take"},{"startTime":254.546,"endTime":258.356,"body":"the time and stop and ask, why?"},{"startTime":258.446,"endTime":259.556,"body":"Why do I believe this?"},{"startTime":259.966,"endTime":261.046,"body":"Where did this come from?"},{"startTime":261.816,"endTime":266.106,"body":"You know, asking why five times, I"},{"startTime":261.816,"endTime":266.106,"body":"taught this at EVOLVE this year, 2024."},{"startTime":266.396,"endTime":269.716,"body":"You know, you ask why, why you go"},{"startTime":266.396,"endTime":269.716,"body":"deeper and deeper and deeper and deeper."},{"startTime":269.716,"endTime":272.006,"body":"And actually, if you do this"},{"startTime":269.716,"endTime":272.006,"body":"with AI, it helps you really"},{"startTime":272.006,"endTime":273.666,"body":"get to the root of something."},{"startTime":274.176,"endTime":277.296,"body":"So that five why, asking why"},{"startTime":274.176,"endTime":277.296,"body":"really great thing to do."},{"startTime":277.556,"endTime":280.871,"body":"Two, seek evidence, verify"},{"startTime":277.556,"endTime":280.871,"body":"whether the assumption is based"},{"startTime":280.871,"endTime":282.821,"body":"on facts or just a belief."},{"startTime":283.421,"endTime":287.611,"body":"I was just recently at a mastermind,"},{"startTime":283.421,"endTime":287.611,"body":"one of my friends, she is a"},{"startTime":287.611,"endTime":291.781,"body":"retailer and she's been thinking"},{"startTime":287.611,"endTime":291.781,"body":"that sales have just been sucking."},{"startTime":292.301,"endTime":296.491,"body":"So she logged in to get some"},{"startTime":292.301,"endTime":296.491,"body":"evidence to get the data and"},{"startTime":296.491,"endTime":298.191,"body":"she had her best month ever."},{"startTime":298.531,"endTime":304.271,"body":"In her 10 plus year history of having"},{"startTime":298.531,"endTime":304.271,"body":"her store had her best month ever, but"},{"startTime":304.271,"endTime":306.201,"body":"she thought she's been doing terrible."},{"startTime":306.411,"endTime":310.611,"body":"And I'm just like, Oh my gosh,"},{"startTime":306.411,"endTime":310.611,"body":"why do we do this to ourselves?"},{"startTime":311.241,"endTime":311.921,"body":"Cause I do it too."},{"startTime":312.531,"endTime":313.671,"body":"I'll get down to myself."},{"startTime":313.891,"endTime":316.791,"body":"And all of a sudden I'm like,"},{"startTime":313.891,"endTime":316.791,"body":"well, is my feelings valid?"},{"startTime":317.031,"endTime":317.991,"body":"Like, is this true?"},{"startTime":318.531,"endTime":320.771,"body":"So I'll log in, I'll research,"},{"startTime":318.531,"endTime":320.771,"body":"I'll look, and I'm like, \"Oh"},{"startTime":320.771,"endTime":321.711,"body":"yeah, we're actually fine.\""},{"startTime":321.781,"endTime":325.001,"body":"You know, or in this case of this"},{"startTime":321.781,"endTime":325.001,"body":"retailer, \"she's crushing it.\""},{"startTime":325.491,"endTime":327.091,"body":"So seek evidence."},{"startTime":327.111,"endTime":330.546,"body":"Make sure that that is"},{"startTime":327.111,"endTime":330.546,"body":"in fact based on facts."},{"startTime":330.709,"endTime":335.789,"body":"Then three, consider alternatives, think"},{"startTime":330.709,"endTime":335.789,"body":"about other possible explanations or"},{"startTime":335.789,"endTime":338.089,"body":"perspectives and have fun with this."},{"startTime":338.429,"endTime":341.949,"body":"Like, what's the complete"},{"startTime":338.429,"endTime":341.949,"body":"opposite of your assumption?"},{"startTime":342.329,"endTime":345.636,"body":"You know, how could I make"},{"startTime":342.329,"endTime":345.636,"body":"that assumption more fun, more"},{"startTime":345.636,"endTime":347.296,"body":"enjoyable, totally different?"},{"startTime":347.306,"endTime":348.126,"body":"Like how?"},{"startTime":348.571,"endTime":351.871,"body":"Creatively brainstorm here and have"},{"startTime":348.571,"endTime":351.871,"body":"some fun with these alternatives."},{"startTime":352.121,"endTime":356.371,"body":"Also, you can be very practical too,"},{"startTime":352.121,"endTime":356.371,"body":"depending on what works best for you."},{"startTime":356.821,"endTime":360.371,"body":"Four, get feedback, discuss"},{"startTime":356.821,"endTime":360.371,"body":"your assumptions with others"},{"startTime":360.371,"endTime":361.961,"body":"to gain different viewpoints."},{"startTime":361.961,"endTime":364.081,"body":"This is a beautiful thing"},{"startTime":361.961,"endTime":364.081,"body":"to do with your team."},{"startTime":364.351,"endTime":366.041,"body":"Really get their perspective."},{"startTime":366.261,"endTime":370.801,"body":"You might even do this with customers,"},{"startTime":366.261,"endTime":370.801,"body":"with vendors, with rep agents."},{"startTime":370.831,"endTime":372.901,"body":"You know, like your"},{"startTime":370.831,"endTime":372.901,"body":"reps that you work with."},{"startTime":373.001,"endTime":377.451,"body":"So get that feedback so you can"},{"startTime":373.001,"endTime":377.451,"body":"kind of have an outside view, right?"},{"startTime":377.511,"endTime":378.251,"body":"It's hard."},{"startTime":378.391,"endTime":378.951,"body":"I say this a lot."},{"startTime":378.951,"endTime":380.721,"body":"It's hard to see the picture"},{"startTime":378.951,"endTime":380.721,"body":"when you're in the frame."},{"startTime":381.161,"endTime":382.781,"body":"So step outside, get that feedback."},{"startTime":382.801,"endTime":385.541,"body":"And finally, fifth, stay curious."},{"startTime":385.921,"endTime":390.521,"body":"Cultivate a mind of curiosity"},{"startTime":385.921,"endTime":390.521,"body":"rather than certainty."},{"startTime":390.848,"endTime":393.418,"body":"I feel like one of my"},{"startTime":390.848,"endTime":393.418,"body":"superpowers might be curiosity."},{"startTime":393.448,"endTime":396.288,"body":"I'm just a naturally"},{"startTime":393.448,"endTime":396.288,"body":"incredibly curious person."},{"startTime":396.758,"endTime":400.988,"body":"I'm constantly questioning and want to"},{"startTime":396.758,"endTime":400.988,"body":"know why and how and all the things."},{"startTime":401.328,"endTime":404.918,"body":"But there are certainly things in my"},{"startTime":401.328,"endTime":404.918,"body":"life that I am like very certain about."},{"startTime":405.298,"endTime":409.208,"body":"And it's funny cause Dustin, my"},{"startTime":405.298,"endTime":409.208,"body":"husband, he works for the company"},{"startTime":409.438,"endTime":412.148,"body":"and we'll have these brainstorming"},{"startTime":409.438,"endTime":412.148,"body":"meetings and he'll come up with ideas."},{"startTime":412.148,"endTime":416.438,"body":"He is very much a curious, think outside"},{"startTime":412.148,"endTime":416.438,"body":"the box, has this great marketing mind."},{"startTime":416.888,"endTime":420.718,"body":"And he'll say things sometimes that I"},{"startTime":416.888,"endTime":420.718,"body":"immediately shut them down because based"},{"startTime":420.718,"endTime":422.598,"body":"on my assumptions, and I'm very certain."},{"startTime":423.038,"endTime":426.478,"body":"And when I move, all of a sudden I"},{"startTime":423.038,"endTime":426.478,"body":"find myself like shutting it down"},{"startTime":426.478,"endTime":427.738,"body":"and I'm like nope, get curious."},{"startTime":428.118,"endTime":430.518,"body":"So I'll sit there while he's talking"},{"startTime":428.118,"endTime":430.518,"body":"and I'm like, could this work?"},{"startTime":430.648,"endTime":431.418,"body":"How could that work?"},{"startTime":431.858,"endTime":434.818,"body":"Even though that didn't work, could we"},{"startTime":431.858,"endTime":434.818,"body":"do something different to make it work?"},{"startTime":434.868,"endTime":436.523,"body":"Like just get curious."},{"startTime":436.683,"endTime":441.313,"body":"Man, it's done wonders for me, as"},{"startTime":436.683,"endTime":441.313,"body":"well as for those conversations"},{"startTime":441.313,"endTime":442.673,"body":"with Dustin brainstorming."},{"startTime":442.673,"endTime":443.633,"body":"So get curious."},{"startTime":443.893,"endTime":449.493,"body":"So let's go through an exercise of"},{"startTime":443.893,"endTime":449.493,"body":"the assumption that foot traffic"},{"startTime":449.513,"endTime":455.003,"body":"is slow because we had this"},{"startTime":449.513,"endTime":455.003,"body":"epic couple of years with COVID."},{"startTime":455.193,"endTime":456.963,"body":"Now it's the post COVID hangover."},{"startTime":457.203,"endTime":458.603,"body":"Sales are really down."},{"startTime":458.863,"endTime":462.513,"body":"Maybe they're even they're further"},{"startTime":458.863,"endTime":462.513,"body":"down from before COVID or maybe"},{"startTime":462.513,"endTime":464.293,"body":"you're even from before COVID."},{"startTime":464.653,"endTime":467.653,"body":"And you're feeling like that's"},{"startTime":464.653,"endTime":467.653,"body":"happening with this post hangover,"},{"startTime":467.653,"endTime":469.983,"body":"as well as with the rise of e comm."},{"startTime":470.303,"endTime":472.373,"body":"So number one, we're going to ask why."},{"startTime":473.253,"endTime":477.903,"body":"Why do you believe that foot"},{"startTime":473.253,"endTime":477.903,"body":"traffic is down due to post"},{"startTime":477.943,"endTime":480.673,"body":"COVID changes and ecomm growth?"},{"startTime":481.013,"endTime":483.583,"body":"So, you might even pause,"},{"startTime":481.013,"endTime":483.583,"body":"you might like be driving."},{"startTime":483.603,"endTime":486.283,"body":"I do this when I listen to podcasts,"},{"startTime":483.603,"endTime":486.283,"body":"I'll pause and I'll think about it."},{"startTime":486.303,"endTime":489.483,"body":"I'll talk to myself out loud and"},{"startTime":486.303,"endTime":489.483,"body":"and I'll process some of this."},{"startTime":489.603,"endTime":491.183,"body":"You might journal on this as well."},{"startTime":491.493,"endTime":494.203,"body":"So it could be because of broader trends."},{"startTime":494.493,"endTime":498.473,"body":"That are reported in the media, it"},{"startTime":494.493,"endTime":498.473,"body":"could be feedback from your customers."},{"startTime":498.493,"endTime":501.863,"body":"It could be personal observations of"},{"startTime":498.493,"endTime":501.863,"body":"just these fewer shoppers you're seeing."},{"startTime":502.213,"endTime":505.103,"body":"You may find you're relying"},{"startTime":502.213,"endTime":505.103,"body":"on a general narrative."},{"startTime":505.398,"endTime":510.898,"body":"Or anecdotal evidence which might"},{"startTime":505.398,"endTime":510.898,"body":"not fully explain the issue, right?"},{"startTime":510.928,"endTime":512.208,"body":"So just question why."},{"startTime":512.298,"endTime":512.958,"body":"Ask why."},{"startTime":513.008,"endTime":515.688,"body":"Maybe you can resonate with some"},{"startTime":513.008,"endTime":515.688,"body":"of those things that I just said."},{"startTime":515.768,"endTime":519.148,"body":"Then we're getting into kind"},{"startTime":515.768,"endTime":519.148,"body":"of our investigator mode"},{"startTime":519.178,"endTime":520.688,"body":"and we're seeking evidence."},{"startTime":520.948,"endTime":523.108,"body":"So what data supports this assumption?"},{"startTime":523.788,"endTime":526.318,"body":"So you can look at your store"},{"startTime":523.788,"endTime":526.318,"body":"traffic for the past two years."},{"startTime":526.588,"endTime":527.628,"body":"You know, what is going on?"},{"startTime":527.638,"endTime":529.938,"body":"In the case of the retailer I"},{"startTime":527.638,"endTime":529.938,"body":"just talked to this week who"},{"startTime":529.938,"endTime":531.588,"body":"thought, you know, sales were down."},{"startTime":531.588,"endTime":536.568,"body":"And actually she had her best month"},{"startTime":531.588,"endTime":536.568,"body":"ever, you know, get in there and really"},{"startTime":536.568,"endTime":538.838,"body":"see, is foot traffic actually down?"},{"startTime":539.273,"endTime":542.943,"body":"Like I can't tell you how many times I've"},{"startTime":539.273,"endTime":542.943,"body":"heard things like this from retailers."},{"startTime":542.963,"endTime":545.883,"body":"And then when I actually start talking"},{"startTime":542.963,"endTime":545.883,"body":"to them, they're like, well, actually"},{"startTime":546.203,"endTime":547.523,"body":"we did have a really great event."},{"startTime":547.783,"endTime":549.943,"body":"Actually, I think maybe we were up."},{"startTime":550.373,"endTime":554.583,"body":"So look at the metrics, compare"},{"startTime":550.373,"endTime":554.583,"body":"your data with local retail trends."},{"startTime":554.603,"endTime":558.588,"body":"Are other stores in your area"},{"startTime":554.603,"endTime":558.588,"body":"experiencing the same drop, or"},{"startTime":558.588,"endTime":560.613,"body":"is this unique to your business?"},{"startTime":560.893,"endTime":562.283,"body":"We are an investigator."},{"startTime":562.283,"endTime":563.343,"body":"Let's figure this out."},{"startTime":563.683,"endTime":567.773,"body":"And then  research  industry"},{"startTime":563.683,"endTime":567.773,"body":"reports on post COVID retail"},{"startTime":567.773,"endTime":569.843,"body":"behavior and e comm growth."},{"startTime":570.283,"endTime":572.463,"body":"Are they truly the main factors?"},{"startTime":572.943,"endTime":577.753,"body":"Or are there other drivers like"},{"startTime":572.943,"endTime":577.753,"body":"inflation, changing consumer"},{"startTime":577.753,"endTime":579.863,"body":"priorities, things like that."},{"startTime":580.223,"endTime":582.633,"body":"Now, inflation very well could"},{"startTime":580.223,"endTime":582.633,"body":"have been something if you"},{"startTime":582.633,"endTime":584.193,"body":"saw the decline this year."},{"startTime":584.333,"endTime":586.043,"body":"Especially in 2024, right?"},{"startTime":586.043,"endTime":587.613,"body":"We definitely battled that."},{"startTime":587.963,"endTime":588.653,"body":"Many did."},{"startTime":589.338,"endTime":594.108,"body":"So, you know, we're just seeking"},{"startTime":589.338,"endTime":594.108,"body":"some actual real evidence here."},{"startTime":594.268,"endTime":595.418,"body":"Look and find that."},{"startTime":595.438,"endTime":598.028,"body":"Then three, we are"},{"startTime":595.438,"endTime":598.028,"body":"considering alternatives."},{"startTime":598.028,"endTime":601.188,"body":"So what other factors"},{"startTime":598.028,"endTime":601.188,"body":"might explain the decline?"},{"startTime":601.198,"endTime":604.388,"body":"Like what else is going on that"},{"startTime":601.198,"endTime":604.388,"body":"maybe foot traffic is down?"},{"startTime":604.388,"endTime":605.033,"body":"So, yeah."},{"startTime":605.243,"endTime":609.373,"body":"Has your stores location, like the area"},{"startTime":605.243,"endTime":609.373,"body":"you're in, or the neighborhood you're in?"},{"startTime":609.373,"endTime":610.453,"body":"Is there construction?"},{"startTime":610.453,"endTime":611.733,"body":"Is there parking issues?"},{"startTime":612.063,"endTime":615.083,"body":"Has the neighborhood been changing"},{"startTime":612.063,"endTime":615.083,"body":"over the past couple of years?"},{"startTime":615.093,"endTime":616.863,"body":"Like is that more what's going on?"},{"startTime":616.863,"endTime":618.293,"body":"It's an area thing."},{"startTime":618.783,"endTime":622.328,"body":"Or are your competitors"},{"startTime":618.783,"endTime":622.328,"body":"driving your shoppers?"},{"startTime":622.338,"endTime":626.378,"body":"Like your customers into their stores,"},{"startTime":622.338,"endTime":626.378,"body":"because maybe they have better promotions."},{"startTime":626.708,"endTime":629.578,"body":"They've got, you know,"},{"startTime":626.708,"endTime":629.578,"body":"really fun experiences, cool"},{"startTime":629.578,"endTime":631.738,"body":"events, different pricing."},{"startTime":632.028,"endTime":636.388,"body":"Maybe a strong online strategy,"},{"startTime":632.028,"endTime":636.388,"body":"where are these customers going?"},{"startTime":636.628,"endTime":638.318,"body":"Are they being pulled to the competitor?"},{"startTime":638.728,"endTime":641.378,"body":"Could your marketing"},{"startTime":638.728,"endTime":641.378,"body":"strategies be updated?"},{"startTime":641.778,"endTime":643.098,"body":"Is it a little dated?"},{"startTime":643.178,"endTime":646.898,"body":"Are we not really focusing on the"},{"startTime":643.178,"endTime":646.898,"body":"call to action to come in the store?"},{"startTime":646.898,"endTime":648.358,"body":"Are we talking to them enough?"},{"startTime":648.418,"endTime":649.478,"body":"Are we inviting them in?"},{"startTime":649.478,"endTime":652.788,"body":"Do we have experiences, events,"},{"startTime":649.478,"endTime":652.788,"body":"things that are happening that"},{"startTime":652.788,"endTime":656.038,"body":"we could really drive them in and"},{"startTime":652.788,"endTime":656.038,"body":"localized marketing campaigns."},{"startTime":656.558,"endTime":659.663,"body":"So we're considering these different"},{"startTime":656.558,"endTime":659.663,"body":"alternatives to help support."},{"startTime":659.693,"endTime":661.783,"body":"The issue, this assumption that we have."},{"startTime":662.123,"endTime":663.413,"body":"Then we're going to get some feedback."},{"startTime":663.613,"endTime":665.413,"body":"So what are your"},{"startTime":663.613,"endTime":665.413,"body":"customers and peers think?"},{"startTime":665.463,"endTime":666.253,"body":"Let's ask them."},{"startTime":666.253,"endTime":669.013,"body":"Survey your customers about"},{"startTime":666.253,"endTime":669.013,"body":"their shopping habits."},{"startTime":669.313,"endTime":673.713,"body":"Are they shopping more online or do they"},{"startTime":669.313,"endTime":673.713,"body":"prioritize convenience and proximity?"},{"startTime":673.943,"endTime":676.703,"body":"So have them send out a survey."},{"startTime":676.703,"endTime":680.953,"body":"You can have them enter to win"},{"startTime":676.703,"endTime":680.953,"body":"a $50 gift card, $100 gift card."},{"startTime":680.953,"endTime":683.363,"body":"Just to incentivize them"},{"startTime":680.953,"endTime":683.363,"body":"to fill out the survey."},{"startTime":683.363,"endTime":684.503,"body":"Cause you want this data."},{"startTime":684.943,"endTime":688.133,"body":"I would send it via email,"},{"startTime":684.943,"endTime":688.133,"body":"post it on social, remind them."},{"startTime":688.133,"endTime":691.203,"body":"Like maybe you send it via email a"},{"startTime":688.133,"endTime":691.203,"body":"couple of times just to encourage"},{"startTime":691.203,"endTime":694.663,"body":"people, \"Hey, last chance to"},{"startTime":691.203,"endTime":694.663,"body":"enter this five question survey.\""},{"startTime":694.693,"endTime":696.593,"body":"Maybe it's a three question survey."},{"startTime":696.903,"endTime":701.748,"body":"You know, like name, email, and"},{"startTime":696.903,"endTime":701.748,"body":"are you shopping more online?"},{"startTime":702.268,"endTime":706.308,"body":"I would use ChatGPT to get a"},{"startTime":702.268,"endTime":706.308,"body":"couple of really great questions."},{"startTime":706.551,"endTime":709.721,"body":"Or, you know, PO or Claude,"},{"startTime":706.551,"endTime":709.721,"body":"whatever AI tool you're using."},{"startTime":709.991,"endTime":714.771,"body":"I would say, I want to create a survey"},{"startTime":709.991,"endTime":714.771,"body":"to get feedback from my customers about."},{"startTime":715.336,"endTime":719.626,"body":"Because I'm questioning my assumption"},{"startTime":715.336,"endTime":719.626,"body":"that my foot traffic is down"},{"startTime":719.636,"endTime":725.826,"body":"because of the post COVID hangover"},{"startTime":719.636,"endTime":725.826,"body":"and the rise of e comm shopping."},{"startTime":726.076,"endTime":730.566,"body":"I want to know if that is in fact,"},{"startTime":726.076,"endTime":730.566,"body":"what's happening with my customers,"},{"startTime":730.786,"endTime":735.506,"body":"or could there be another reason that"},{"startTime":730.786,"endTime":735.506,"body":"they're not coming in and buying from me?"},{"startTime":735.716,"endTime":738.476,"body":"What survey questions would you write too?"},{"startTime":738.496,"endTime":742.91,"body":"Give me great questions so my customers"},{"startTime":738.496,"endTime":742.91,"body":"give me the answers I'm looking"},{"startTime":742.91,"endTime":745.53,"body":"for to question this assumption."},{"startTime":745.7,"endTime":748.39,"body":"You know, I do something like"},{"startTime":745.7,"endTime":748.39,"body":"that from a prompt perspective."},{"startTime":748.79,"endTime":751.02,"body":"Also, you know, so we're"},{"startTime":748.79,"endTime":751.02,"body":"serving our customers."},{"startTime":751.02,"endTime":752.44,"body":"We're just getting that insight."},{"startTime":752.44,"endTime":756.09,"body":"And then we're talking to our"},{"startTime":752.44,"endTime":756.09,"body":"neighborhood retailers, other businesses."},{"startTime":756.1,"endTime":758.95,"body":"Like I said, your reps, I would"},{"startTime":756.1,"endTime":758.95,"body":"really be leveraging your reps."},{"startTime":759.305,"endTime":761.385,"body":"The good ones have good"},{"startTime":759.305,"endTime":761.385,"body":"information for you."},{"startTime":761.725,"endTime":764.905,"body":"And then maybe even like"},{"startTime":761.725,"endTime":764.905,"body":"chambers or different boards"},{"startTime":764.905,"endTime":765.995,"body":"or main street associations."},{"startTime":766.005,"endTime":769.565,"body":"Things like that, that you could just"},{"startTime":766.005,"endTime":769.565,"body":"really have a conversation around what"},{"startTime":769.565,"endTime":773.835,"body":"they're seeing and what their assumptions"},{"startTime":769.565,"endTime":773.835,"body":"are and what kind of data do they have."},{"startTime":774.495,"endTime":775.975,"body":"And then finally, we're"},{"startTime":774.495,"endTime":775.975,"body":"going to stay curious."},{"startTime":776.345,"endTime":781.825,"body":"So what if the assumption is only"},{"startTime":776.345,"endTime":781.825,"body":"partially true or entirely false?"},{"startTime":782.275,"endTime":785.18,"body":"What if I am not right at all?"},{"startTime":785.31,"endTime":787.13,"body":"And something else is"},{"startTime":785.31,"endTime":787.13,"body":"actually happening here."},{"startTime":787.46,"endTime":792.73,"body":"If foot traffic hasn't recovered,"},{"startTime":787.46,"endTime":792.73,"body":"could new strategies like in store"},{"startTime":792.73,"endTime":796.12,"body":"events, exclusive products, or"},{"startTime":792.73,"endTime":796.12,"body":"partnerships re engage my customers?"},{"startTime":796.57,"endTime":799.26,"body":"You know, maybe it's not the fact"},{"startTime":796.57,"endTime":799.26,"body":"that those things are happening."},{"startTime":799.26,"endTime":803.395,"body":"Like maybe it's just the fact that"},{"startTime":799.26,"endTime":803.395,"body":"I haven't been doing enough to"},{"startTime":803.395,"endTime":806.665,"body":"really show up for my customers"},{"startTime":803.395,"endTime":806.665,"body":"and provide opportunities for"},{"startTime":806.665,"endTime":808.355,"body":"them to come in and shop with me."},{"startTime":808.795,"endTime":811.315,"body":"So I'm going to try those things."},{"startTime":811.315,"endTime":812.045,"body":"I'm going to be curious."},{"startTime":812.045,"endTime":816.905,"body":"Will this work and see if I can"},{"startTime":812.045,"endTime":816.905,"body":"raise my foot traffic, explore"},{"startTime":816.905,"endTime":821.165,"body":"ways to leverage e comm rather than"},{"startTime":816.905,"endTime":821.165,"body":"seeing it as a comp as a competitor."},{"startTime":821.935,"endTime":825.505,"body":"So for example, you could do click"},{"startTime":821.935,"endTime":825.505,"body":"and collect, social shopping,"},{"startTime":825.715,"endTime":828.345,"body":"or email marketing that's"},{"startTime":825.715,"endTime":828.345,"body":"driving those in store visits."},{"startTime":828.665,"endTime":833.31,"body":"So get creative on how you are"},{"startTime":828.665,"endTime":833.31,"body":"leveraging omni channel, social,"},{"startTime":833.31,"endTime":838.22,"body":"ecomm, to still drive foot traffic"},{"startTime":833.31,"endTime":838.22,"body":"in and still drive purchases."},{"startTime":838.22,"endTime":841.55,"body":"You know, maybe you decide that I"},{"startTime":838.22,"endTime":841.55,"body":"want to be a part of the ecomm game."},{"startTime":841.57,"endTime":845.01,"body":"So I'm going to play a little bit of a"},{"startTime":841.57,"endTime":845.01,"body":"bigger game there to just really drive."},{"startTime":845.515,"endTime":846.945,"body":"Website traffic as well."},{"startTime":846.945,"endTime":848.585,"body":"You know, we're staying curious."},{"startTime":848.585,"endTime":850.565,"body":"What's going to make sense for our store?"},{"startTime":851.055,"endTime":851.915,"body":"Now, here's the deal."},{"startTime":852.225,"endTime":856.595,"body":"So you might have, by questioning"},{"startTime":852.225,"endTime":856.595,"body":"this specific assumption, you"},{"startTime":856.595,"endTime":860.565,"body":"could discover that foot traffic"},{"startTime":856.595,"endTime":860.565,"body":"is down for reasons beyond this"},{"startTime":860.565,"endTime":862.865,"body":"hangover and e com competition."},{"startTime":863.075,"endTime":867.465,"body":"It could be changing local, you know"},{"startTime":863.075,"endTime":867.465,"body":"markets that are happening things that are"},{"startTime":867.465,"endTime":872.365,"body":"happening from an operational perspective"},{"startTime":867.465,"endTime":872.365,"body":"different factors that are not those."},{"startTime":872.495,"endTime":875.765,"body":"So if we realize that they're"},{"startTime":872.495,"endTime":875.765,"body":"actually these things, now we can"},{"startTime":875.765,"endTime":877.875,"body":"address the real things going on."},{"startTime":878.775,"endTime":882.625,"body":"Maybe you've overestimated the"},{"startTime":878.775,"endTime":882.625,"body":"impact of e comm, which I think that"},{"startTime":882.635,"endTime":885.245,"body":"happens a lot actually for retailers."},{"startTime":885.275,"endTime":887.325,"body":"They think that they're"},{"startTime":885.275,"endTime":887.325,"body":"losing a lot of business."},{"startTime":887.345,"endTime":892.164,"body":"And depending on your categories and type"},{"startTime":887.345,"endTime":892.164,"body":"of retailer and location, like you very"},{"startTime":892.164,"endTime":893.774,"body":"well could be losing business to ecomm."},{"startTime":893.795,"endTime":895.845,"body":"I'm not saying that at all,"},{"startTime":893.795,"endTime":895.845,"body":"but I think that sometimes we"},{"startTime":895.905,"endTime":898.345,"body":"overestimate the actual impact."},{"startTime":899.095,"endTime":902.055,"body":"At a conference I was recently at, they"},{"startTime":899.095,"endTime":902.055,"body":"were saying that there was a recent"},{"startTime":902.055,"endTime":906.195,"body":"study that was saying that still 80"},{"startTime":902.055,"endTime":906.195,"body":"percent of consumers still,  it was"},{"startTime":906.195,"endTime":910.715,"body":"somewhere between 70 and 80 percent"},{"startTime":906.195,"endTime":910.715,"body":"of consumers still wanted to come in."},{"startTime":911.095,"endTime":912.255,"body":"They were shopping in store."},{"startTime":912.915,"endTime":916.115,"body":"Majority of consumers are"},{"startTime":912.915,"endTime":916.115,"body":"still shopping in store."},{"startTime":916.115,"endTime":919.225,"body":"So we might overestimate that power there."},{"startTime":919.538,"endTime":924.988,"body":"You know, new opportunities could emerge"},{"startTime":919.538,"endTime":924.988,"body":"new ideas, the omni channel strategies"},{"startTime":924.998,"endTime":929.098,"body":"for you, things that can really"},{"startTime":924.998,"endTime":929.098,"body":"help drive more local foot traffic."},{"startTime":929.418,"endTime":932.108,"body":"So that was my big takeaway"},{"startTime":929.418,"endTime":932.108,"body":"from Ulla's episode."},{"startTime":932.108,"endTime":937.763,"body":"I think that she had phenomenal advice"},{"startTime":932.108,"endTime":937.763,"body":"for us on questioning our assumptions."},{"startTime":938.143,"endTime":940.253,"body":"I really want you to take action on that."},{"startTime":940.253,"endTime":942.453,"body":"This becomes a change in behavior."},{"startTime":942.533,"endTime":945.463,"body":"This isn't a, \"I question one"},{"startTime":942.533,"endTime":945.463,"body":"assumption and I am done.\""},{"startTime":945.803,"endTime":948.283,"body":"It is a \"I'm having this assumption."},{"startTime":948.283,"endTime":949.213,"body":"I'm having this thought."},{"startTime":949.373,"endTime":950.123,"body":"Is it valid?"},{"startTime":950.223,"endTime":951.683,"body":"Let's go through these five things.\""},{"startTime":952.083,"endTime":955.963,"body":"I hope that you found today's episode"},{"startTime":952.083,"endTime":955.963,"body":"helpful, and I hope that you listened"},{"startTime":955.963,"endTime":960.243,"body":"to Ulla and if you, especially"},{"startTime":955.963,"endTime":960.243,"body":"if you're in, you know, gift home"},{"startTime":960.243,"endTime":961.833,"body":"fashion, I hope you check out her app."},{"startTime":961.853,"endTime":962.663,"body":"It's super cool."},{"startTime":962.916,"endTime":965.736,"body":"And you know that I am"},{"startTime":962.916,"endTime":965.736,"body":"rooting for your success."},{"startTime":965.736,"endTime":968.796,"body":"Have a wonderful rest of your week ahead."},{"startTime":968.796,"endTime":972.686,"body":"And just a reminder, I'm going to be"},{"startTime":968.796,"endTime":972.686,"body":"for my gift and home peeps in January."},{"startTime":972.686,"endTime":977.576,"body":"I'm going to be at America's Mart in"},{"startTime":972.686,"endTime":977.576,"body":"Atlanta, World Market Center in Vegas, and"},{"startTime":977.616,"endTime":980.546,"body":"the Javits in New York city for NY NOW."},{"startTime":980.546,"endTime":982.066,"body":"So I hope to see you at"},{"startTime":980.546,"endTime":982.066,"body":"one of those markets."},{"startTime":982.086,"endTime":983.176,"body":"Let me know, let's connect."},{"startTime":983.246,"endTime":983.516,"body":"All right."},{"startTime":983.536,"endTime":984.656,"body":"Have a great week ahead, bye."},{"startTime":986.003,"endTime":988.123,"body":"Okay, I have exciting news to share."},{"startTime":988.213,"endTime":992.803,"body":"The Rooted in Retail Mastermind"},{"startTime":988.213,"endTime":992.803,"body":"is launching this January."},{"startTime":993.053,"endTime":997.523,"body":"It's your chance to connect deeper with"},{"startTime":993.053,"endTime":997.523,"body":"me, the retail pros from the show and"},{"startTime":997.523,"endTime":1003.333,"body":"an incredible community of resilient"},{"startTime":997.523,"endTime":1003.333,"body":"retailers, both online and in person"},{"startTime":1003.343,"endTime":1005.373,"body":"with several meetups throughout the year."},{"startTime":1005.778,"endTime":1011.088,"body":"Get on the waitlist at"},{"startTime":1005.778,"endTime":1011.088,"body":"rootedinretail.com/waitlist and"},{"startTime":1011.088,"endTime":1013.068,"body":"don't just listen to the show."},{"startTime":1013.098,"endTime":1016.848,"body":"Be a part of the magic and"},{"startTime":1013.098,"endTime":1016.848,"body":"grow your store with us."},{"startTime":1017.148,"endTime":1018.468,"body":"I hope to see you there."}]}