Episode 5 – Gary Ladue, Marketing Director at Modern Automotive Network

🎙️ Episode 5 – Gary Ladue, Marketing Director at Modern Automotive Network

Podcast: The 100 Marketers Project

Hosts: Andrew Street (DealerOMG), Matthew Davis (TradePending)

In this episode of The 100 Marketers Project, we sit down with Gary Ladue, Marketing Director at Modern Automotive Network. Gary shares how his team approaches automotive marketing across multiple rooftops, balancing brand consistency with local dealership needs.

From his philosophy on vendor partnerships to his take on digital retailing, Gary opens up about the strategies that help Modern Automotive scale while keeping people and relationships at the center. If you’re looking for a candid take on what works in dealership marketing today, this episode delivers.

⏱️ Timestamps:

• ⏱ Key Timestamps
  • [00:01:00] Introduction to Gary Ladue and Modern Automotive Network
  • [00:04:00] The evolving role of a marketing director in automotive retail
  • [00:08:00] Balancing group-wide strategy with local dealership execution
  • [00:12:00] Building better vendor relationships and holding partners accountable
  • [00:16:00] Digital retailing: customer expectations vs. dealership realities
  • [00:21:00] The importance of training and communication across stores
  • [00:25:00] Marketing beyond leads — brand trust, community, and retention
  • [00:29:00] Gary’s advice for future automotive marketers

Like what you hear?

Subscribe and follow along as we talk with 97 more brilliant marketing minds shaping the future of automotive retail. 

Think you got what it takes to be a guest? 

Contact Ashley: ashley@dealeromg.com and lets get your opinion out into the world!

Transcript

WEBVTT
Kind: captions
Language: en

00:00:01.650 --> 00:00:04.789 align:start position:0%
 
[Music]

00:00:04.789 --> 00:00:04.799 align:start position:0%
[Music]
 

00:00:04.799 --> 00:00:06.789 align:start position:0%
[Music]
We<00:00:05.040><c> are</c><00:00:05.120><c> on</c><00:00:05.359><c> a</c><00:00:05.600><c> mission</c><00:00:05.839><c> to</c><00:00:06.080><c> talk</c><00:00:06.319><c> to</c><00:00:06.480><c> the</c>

00:00:06.789 --> 00:00:06.799 align:start position:0%
We are on a mission to talk to the
 

00:00:06.799 --> 00:00:09.430 align:start position:0%
We are on a mission to talk to the
hundred<00:00:07.359><c> leading</c><00:00:08.080><c> marketing</c><00:00:08.559><c> minds</c><00:00:08.960><c> in</c><00:00:09.280><c> the</c>

00:00:09.430 --> 00:00:09.440 align:start position:0%
hundred leading marketing minds in the
 

00:00:09.440 --> 00:00:11.910 align:start position:0%
hundred leading marketing minds in the
automotive<00:00:10.160><c> space.</c><00:00:10.639><c> I'm</c><00:00:10.880><c> Andrew</c><00:00:11.360><c> Street,</c>

00:00:11.910 --> 00:00:11.920 align:start position:0%
automotive space. I'm Andrew Street,
 

00:00:11.920 --> 00:00:15.110 align:start position:0%
automotive space. I'm Andrew Street,
owner<00:00:12.160><c> of</c><00:00:12.320><c> Dealer</c><00:00:12.719><c> OMG.</c><00:00:14.160><c> Matthew</c><00:00:14.480><c> Davis</c><00:00:14.880><c> here,</c>

00:00:15.110 --> 00:00:15.120 align:start position:0%
owner of Dealer OMG. Matthew Davis here,
 

00:00:15.120 --> 00:00:16.390 align:start position:0%
owner of Dealer OMG. Matthew Davis here,
chief<00:00:15.280><c> marketing</c><00:00:15.599><c> officer</c><00:00:15.839><c> at</c><00:00:16.080><c> Trade</c>

00:00:16.390 --> 00:00:16.400 align:start position:0%
chief marketing officer at Trade
 

00:00:16.400 --> 00:00:17.830 align:start position:0%
chief marketing officer at Trade
Pending.<00:00:16.720><c> Why</c><00:00:16.880><c> are</c><00:00:16.960><c> we</c><00:00:17.119><c> doing</c><00:00:17.279><c> this?</c><00:00:17.520><c> Well,</c><00:00:17.680><c> we</c>

00:00:17.830 --> 00:00:17.840 align:start position:0%
Pending. Why are we doing this? Well, we
 

00:00:17.840 --> 00:00:19.750 align:start position:0%
Pending. Why are we doing this? Well, we
like<00:00:18.000><c> automotive.</c><00:00:18.800><c> We</c><00:00:18.960><c> like</c><00:00:19.119><c> marketers.</c><00:00:19.600><c> And</c>

00:00:19.750 --> 00:00:19.760 align:start position:0%
like automotive. We like marketers. And
 

00:00:19.760 --> 00:00:22.070 align:start position:0%
like automotive. We like marketers. And
we<00:00:19.920><c> like</c><00:00:20.240><c> retail</c><00:00:20.640><c> automotive</c><00:00:21.199><c> marketers.</c><00:00:21.920><c> Our</c>

00:00:22.070 --> 00:00:22.080 align:start position:0%
we like retail automotive marketers. Our
 

00:00:22.080 --> 00:00:23.990 align:start position:0%
we like retail automotive marketers. Our
goal<00:00:22.320><c> here</c><00:00:22.560><c> is</c><00:00:22.720><c> to</c><00:00:22.960><c> give</c><00:00:23.039><c> you</c><00:00:23.279><c> the</c><00:00:23.600><c> insights</c>

00:00:23.990 --> 00:00:24.000 align:start position:0%
goal here is to give you the insights
 

00:00:24.000 --> 00:00:25.910 align:start position:0%
goal here is to give you the insights
into<00:00:24.240><c> what</c><00:00:24.400><c> these</c><00:00:24.640><c> leading</c><00:00:25.119><c> marketers</c><00:00:25.680><c> are</c>

00:00:25.910 --> 00:00:25.920 align:start position:0%
into what these leading marketers are
 

00:00:25.920 --> 00:00:28.230 align:start position:0%
into what these leading marketers are
thinking,<00:00:26.320><c> planning,</c><00:00:26.800><c> and</c><00:00:27.119><c> doing.</c><00:00:27.840><c> Are</c><00:00:28.080><c> you</c>

00:00:28.230 --> 00:00:28.240 align:start position:0%
thinking, planning, and doing. Are you
 

00:00:28.240 --> 00:00:29.990 align:start position:0%
thinking, planning, and doing. Are you
one<00:00:28.400><c> of</c><00:00:28.480><c> the</c><00:00:28.640><c> countless</c><00:00:29.119><c> dealers</c><00:00:29.679><c> who</c>

00:00:29.990 --> 00:00:30.000 align:start position:0%
one of the countless dealers who
 

00:00:30.000 --> 00:00:31.750 align:start position:0%
one of the countless dealers who
probably<00:00:30.240><c> has</c><00:00:30.480><c> several</c><00:00:30.880><c> stores,</c><00:00:31.519><c> working</c>

00:00:31.750 --> 00:00:31.760 align:start position:0%
probably has several stores, working
 

00:00:31.760 --> 00:00:35.430 align:start position:0%
probably has several stores, working
with<00:00:32.000><c> countless</c><00:00:32.559><c> vendors,</c><00:00:33.440><c> OEM</c><00:00:34.079><c> programs,</c>

00:00:35.430 --> 00:00:35.440 align:start position:0%
with countless vendors, OEM programs,
 

00:00:35.440 --> 00:00:37.190 align:start position:0%
with countless vendors, OEM programs,
and<00:00:35.840><c> interested</c><00:00:36.160><c> in</c><00:00:36.399><c> building</c><00:00:36.640><c> out</c><00:00:36.880><c> some</c><00:00:37.120><c> of</c>

00:00:37.190 --> 00:00:37.200 align:start position:0%
and interested in building out some of
 

00:00:37.200 --> 00:00:39.510 align:start position:0%
and interested in building out some of
your<00:00:37.360><c> own</c><00:00:37.600><c> marketing</c><00:00:37.920><c> capabilities</c><00:00:38.800><c> inhouse,</c>

00:00:39.510 --> 00:00:39.520 align:start position:0%
your own marketing capabilities inhouse,
 

00:00:39.520 --> 00:00:40.950 align:start position:0%
your own marketing capabilities inhouse,
maybe<00:00:39.840><c> potentially</c><00:00:40.239><c> even</c><00:00:40.480><c> talking</c><00:00:40.719><c> about</c>

00:00:40.950 --> 00:00:40.960 align:start position:0%
maybe potentially even talking about
 

00:00:40.960 --> 00:00:43.350 align:start position:0%
maybe potentially even talking about
building<00:00:41.280><c> some</c><00:00:41.600><c> software</c><00:00:42.000><c> to</c><00:00:42.320><c> help</c><00:00:42.800><c> automate</c>

00:00:43.350 --> 00:00:43.360 align:start position:0%
building some software to help automate
 

00:00:43.360 --> 00:00:46.310 align:start position:0%
building some software to help automate
some<00:00:43.680><c> things</c><00:00:44.320><c> or</c><00:00:44.559><c> to</c><00:00:44.719><c> to</c><00:00:45.040><c> build</c><00:00:45.120><c> out</c><00:00:45.280><c> a</c><00:00:45.440><c> CDP.</c>

00:00:46.310 --> 00:00:46.320 align:start position:0%
some things or to to build out a CDP.
 

00:00:46.320 --> 00:00:48.310 align:start position:0%
some things or to to build out a CDP.
This<00:00:46.480><c> is</c><00:00:46.559><c> a</c><00:00:46.719><c> cool</c><00:00:46.960><c> conversation</c><00:00:47.440><c> for</c><00:00:47.680><c> you</c>

00:00:48.310 --> 00:00:48.320 align:start position:0%
This is a cool conversation for you
 

00:00:48.320 --> 00:00:50.229 align:start position:0%
This is a cool conversation for you
talking<00:00:48.640><c> with</c><00:00:48.800><c> Gary</c><00:00:49.039><c> Leoo</c><00:00:49.600><c> with</c><00:00:49.840><c> Modern</c>

00:00:50.229 --> 00:00:50.239 align:start position:0%
talking with Gary Leoo with Modern
 

00:00:50.239 --> 00:00:52.389 align:start position:0%
talking with Gary Leoo with Modern
Automotive<00:00:50.800><c> Group</c><00:00:51.520><c> who's</c><00:00:51.840><c> building</c><00:00:52.079><c> out</c><00:00:52.239><c> a</c>

00:00:52.389 --> 00:00:52.399 align:start position:0%
Automotive Group who's building out a
 

00:00:52.399 --> 00:00:54.630 align:start position:0%
Automotive Group who's building out a
lot<00:00:52.480><c> of</c><00:00:52.559><c> these</c><00:00:52.879><c> things</c><00:00:53.360><c> inhouse</c><00:00:54.239><c> on</c><00:00:54.480><c> the</c>

00:00:54.630 --> 00:00:54.640 align:start position:0%
lot of these things inhouse on the
 

00:00:54.640 --> 00:00:56.950 align:start position:0%
lot of these things inhouse on the
dealership<00:00:55.120><c> side.</c><00:00:55.840><c> Enjoy</c><00:00:56.719><c> this</c>

00:00:56.950 --> 00:00:56.960 align:start position:0%
dealership side. Enjoy this
 

00:00:56.960 --> 00:00:59.670 align:start position:0%
dealership side. Enjoy this
conversation.<00:00:58.079><c> I'm</c><00:00:58.320><c> Andrew</c><00:00:58.800><c> Street.</c><00:00:59.440><c> This</c><00:00:59.600><c> is</c>

00:00:59.670 --> 00:00:59.680 align:start position:0%
conversation. I'm Andrew Street. This is
 

00:00:59.680 --> 00:01:03.270 align:start position:0%
conversation. I'm Andrew Street. This is
the<00:00:59.920><c> Hundred</c><00:01:00.239><c> Marketers</c><00:01:01.039><c> Project.</c>

00:01:03.270 --> 00:01:03.280 align:start position:0%
the Hundred Marketers Project.
 

00:01:03.280 --> 00:01:05.750 align:start position:0%
the Hundred Marketers Project.
All<00:01:03.359><c> right,</c><00:01:03.840><c> Gary,</c><00:01:04.559><c> give</c><00:01:04.799><c> us</c><00:01:04.960><c> a</c><00:01:05.199><c> quick</c><00:01:05.439><c> heads</c>

00:01:05.750 --> 00:01:05.760 align:start position:0%
All right, Gary, give us a quick heads
 

00:01:05.760 --> 00:01:08.149 align:start position:0%
All right, Gary, give us a quick heads
up<00:01:06.000><c> on</c><00:01:06.240><c> who</c><00:01:06.479><c> you</c><00:01:06.720><c> are,</c><00:01:07.119><c> where</c><00:01:07.360><c> you</c><00:01:07.520><c> work,</c><00:01:07.920><c> and</c>

00:01:08.149 --> 00:01:08.159 align:start position:0%
up on who you are, where you work, and
 

00:01:08.159 --> 00:01:10.950 align:start position:0%
up on who you are, where you work, and
what<00:01:08.400><c> your</c><00:01:08.640><c> responsibilities</c><00:01:09.760><c> are.</c>

00:01:10.950 --> 00:01:10.960 align:start position:0%
what your responsibilities are.
 

00:01:10.960 --> 00:01:14.630 align:start position:0%
what your responsibilities are.
Okay,<00:01:11.760><c> so</c><00:01:12.720><c> um</c><00:01:13.200><c> I'm</c><00:01:13.439><c> in</c><00:01:13.600><c> Winston</c><00:01:14.000><c> Salem,</c><00:01:14.400><c> North</c>

00:01:14.630 --> 00:01:14.640 align:start position:0%
Okay, so um I'm in Winston Salem, North
 

00:01:14.640 --> 00:01:17.590 align:start position:0%
Okay, so um I'm in Winston Salem, North
Carolina.<00:01:15.680><c> I</c><00:01:15.920><c> work</c><00:01:16.159><c> with</c><00:01:16.720><c> Modern</c><00:01:17.119><c> Automotive</c>

00:01:17.590 --> 00:01:17.600 align:start position:0%
Carolina. I work with Modern Automotive
 

00:01:17.600 --> 00:01:20.550 align:start position:0%
Carolina. I work with Modern Automotive
Network.<00:01:18.000><c> I've</c><00:01:18.159><c> been</c><00:01:18.320><c> here</c><00:01:18.560><c> for</c><00:01:19.759><c> almost</c><00:01:20.240><c> nine</c>

00:01:20.550 --> 00:01:20.560 align:start position:0%
Network. I've been here for almost nine
 

00:01:20.560 --> 00:01:22.230 align:start position:0%
Network. I've been here for almost nine
years.

00:01:22.230 --> 00:01:22.240 align:start position:0%
years.
 

00:01:22.240 --> 00:01:24.550 align:start position:0%
years.
I'm<00:01:22.400><c> the</c><00:01:22.640><c> marketing</c><00:01:22.960><c> director.</c>

00:01:24.550 --> 00:01:24.560 align:start position:0%
I'm the marketing director.
 

00:01:24.560 --> 00:01:28.070 align:start position:0%
I'm the marketing director.
Uh<00:01:24.960><c> we</c><00:01:25.280><c> do</c><00:01:26.240><c> almost</c><00:01:26.720><c> everything</c><00:01:27.040><c> in</c><00:01:27.360><c> house</c>

00:01:28.070 --> 00:01:28.080 align:start position:0%
Uh we do almost everything in house
 

00:01:28.080 --> 00:01:30.710 align:start position:0%
Uh we do almost everything in house
except<00:01:28.640><c> maybe</c><00:01:29.119><c> deploy</c><00:01:29.600><c> our</c><00:01:29.920><c> digital</c><00:01:30.320><c> media,</c>

00:01:30.710 --> 00:01:30.720 align:start position:0%
except maybe deploy our digital media,
 

00:01:30.720 --> 00:01:33.429 align:start position:0%
except maybe deploy our digital media,
but<00:01:30.960><c> we're</c><00:01:31.200><c> kind</c><00:01:31.360><c> of</c><00:01:32.240><c> transitioning</c><00:01:33.040><c> into</c>

00:01:33.429 --> 00:01:33.439 align:start position:0%
but we're kind of transitioning into
 

00:01:33.439 --> 00:01:36.230 align:start position:0%
but we're kind of transitioning into
being<00:01:33.680><c> able</c><00:01:33.840><c> to</c><00:01:34.000><c> do</c><00:01:34.159><c> that</c><00:01:34.400><c> ourselves.</c>

00:01:36.230 --> 00:01:36.240 align:start position:0%
being able to do that ourselves.
 

00:01:36.240 --> 00:01:38.149 align:start position:0%
being able to do that ourselves.
Um

00:01:38.149 --> 00:01:38.159 align:start position:0%
Um
 

00:01:38.159 --> 00:01:40.789 align:start position:0%
Um
so,<00:01:38.560><c> uh</c><00:01:38.720><c> yeah,</c><00:01:38.960><c> so</c><00:01:39.119><c> it's</c><00:01:39.360><c> good</c><00:01:39.520><c> fun.</c>

00:01:40.789 --> 00:01:40.799 align:start position:0%
so, uh yeah, so it's good fun.
 

00:01:40.799 --> 00:01:42.469 align:start position:0%
so, uh yeah, so it's good fun.
Did<00:01:40.960><c> you</c><00:01:41.200><c> start</c><00:01:41.439><c> as</c><00:01:41.600><c> the</c><00:01:41.759><c> marketing</c><00:01:42.159><c> director</c>

00:01:42.469 --> 00:01:42.479 align:start position:0%
Did you start as the marketing director
 

00:01:42.479 --> 00:01:44.310 align:start position:0%
Did you start as the marketing director
or<00:01:42.640><c> have</c><00:01:42.799><c> you</c><00:01:43.119><c> kind</c><00:01:43.280><c> of</c><00:01:43.439><c> navigated</c><00:01:43.920><c> your</c><00:01:44.159><c> way</c>

00:01:44.310 --> 00:01:44.320 align:start position:0%
or have you kind of navigated your way
 

00:01:44.320 --> 00:01:46.469 align:start position:0%
or have you kind of navigated your way
through<00:01:44.720><c> like</c><00:01:45.119><c> porter</c><00:01:45.920><c> up</c><00:01:46.079><c> all</c><00:01:46.079><c> all</c><00:01:46.240><c> the</c><00:01:46.399><c> way</c>

00:01:46.469 --> 00:01:46.479 align:start position:0%
through like porter up all all the way
 

00:01:46.479 --> 00:01:48.069 align:start position:0%
through like porter up all all the way
up<00:01:46.640><c> to</c><00:01:46.880><c> marketing</c><00:01:47.280><c> director?</c>

00:01:48.069 --> 00:01:48.079 align:start position:0%
up to marketing director?
 

00:01:48.079 --> 00:01:52.230 align:start position:0%
up to marketing director?
No.<00:01:48.479><c> So</c><00:01:48.960><c> I</c><00:01:49.840><c> actually</c><00:01:50.240><c> spent</c><00:01:50.560><c> about</c><00:01:51.439><c> 12</c><00:01:51.840><c> years</c>

00:01:52.230 --> 00:01:52.240 align:start position:0%
No. So I actually spent about 12 years
 

00:01:52.240 --> 00:01:55.910 align:start position:0%
No. So I actually spent about 12 years
in<00:01:52.720><c> uh</c><00:01:52.880><c> CPG</c><00:01:54.000><c> before</c><00:01:54.479><c> I</c><00:01:55.119><c> came</c><00:01:55.360><c> here.</c><00:01:55.600><c> So</c><00:01:55.759><c> I</c>

00:01:55.910 --> 00:01:55.920 align:start position:0%
in uh CPG before I came here. So I
 

00:01:55.920 --> 00:01:58.069 align:start position:0%
in uh CPG before I came here. So I
worked<00:01:56.079><c> with</c><00:01:56.159><c> Hannes,</c><00:01:56.640><c> I</c><00:01:56.720><c> worked</c><00:01:56.880><c> with</c><00:01:57.119><c> me.</c>

00:01:58.069 --> 00:01:58.079 align:start position:0%
worked with Hannes, I worked with me.
 

00:01:58.079 --> 00:01:59.510 align:start position:0%
worked with Hannes, I worked with me.
Prior<00:01:58.320><c> to</c><00:01:58.479><c> that,</c><00:01:58.640><c> I</c><00:01:58.799><c> worked</c><00:01:58.960><c> in</c><00:01:59.119><c> the</c><00:01:59.280><c> window</c>

00:01:59.510 --> 00:01:59.520 align:start position:0%
Prior to that, I worked in the window
 

00:01:59.520 --> 00:02:02.389 align:start position:0%
Prior to that, I worked in the window
coverings<00:01:59.920><c> industry.</c><00:02:01.040><c> And</c><00:02:01.280><c> so</c><00:02:01.520><c> my</c><00:02:01.840><c> first</c><00:02:02.079><c> job</c>

00:02:02.389 --> 00:02:02.399 align:start position:0%
coverings industry. And so my first job
 

00:02:02.399 --> 00:02:04.310 align:start position:0%
coverings industry. And so my first job
here,<00:02:02.799><c> my</c><00:02:03.040><c> first</c><00:02:03.119><c> job</c><00:02:03.280><c> in</c><00:02:03.520><c> automotive</c><00:02:03.920><c> is</c><00:02:04.159><c> as</c>

00:02:04.310 --> 00:02:04.320 align:start position:0%
here, my first job in automotive is as
 

00:02:04.320 --> 00:02:06.069 align:start position:0%
here, my first job in automotive is as
the<00:02:04.479><c> marketing</c><00:02:04.880><c> director.</c>

00:02:06.069 --> 00:02:06.079 align:start position:0%
the marketing director.
 

00:02:06.079 --> 00:02:06.950 align:start position:0%
the marketing director.
Wow.

00:02:06.950 --> 00:02:06.960 align:start position:0%
Wow.
 

00:02:06.960 --> 00:02:08.790 align:start position:0%
Wow.
Yeah.<00:02:07.360><c> But</c><00:02:07.520><c> when</c><00:02:07.759><c> I</c><00:02:07.920><c> started,</c><00:02:08.160><c> we</c><00:02:08.399><c> were</c><00:02:08.479><c> a</c><00:02:08.640><c> team</c>

00:02:08.790 --> 00:02:08.800 align:start position:0%
Yeah. But when I started, we were a team
 

00:02:08.800 --> 00:02:10.710 align:start position:0%
Yeah. But when I started, we were a team
of<00:02:09.039><c> like</c><00:02:09.200><c> four</c><00:02:09.520><c> and</c><00:02:09.679><c> now</c><00:02:09.840><c> we're</c><00:02:10.000><c> a</c><00:02:10.239><c> team</c><00:02:10.399><c> of</c>

00:02:10.710 --> 00:02:10.720 align:start position:0%
of like four and now we're a team of
 

00:02:10.720 --> 00:02:12.229 align:start position:0%
of like four and now we're a team of
like<00:02:11.200><c> nine.</c><00:02:11.840><c> So</c>

00:02:12.229 --> 00:02:12.239 align:start position:0%
like nine. So
 

00:02:12.239 --> 00:02:14.070 align:start position:0%
like nine. So
in<00:02:12.480><c> the</c><00:02:12.640><c> marketing</c><00:02:13.280><c> just</c><00:02:13.440><c> in</c><00:02:13.599><c> the</c><00:02:13.760><c> marketing</c>

00:02:14.070 --> 00:02:14.080 align:start position:0%
in the marketing just in the marketing
 

00:02:14.080 --> 00:02:15.190 align:start position:0%
in the marketing just in the marketing
team.

00:02:15.190 --> 00:02:15.200 align:start position:0%
team.
 

00:02:15.200 --> 00:02:18.470 align:start position:0%
team.
Yeah.<00:02:16.000><c> And</c><00:02:16.239><c> so</c><00:02:16.400><c> how's</c><00:02:16.720><c> that</c><00:02:17.360><c> been?</c><00:02:18.160><c> Did</c><00:02:18.319><c> you</c>

00:02:18.470 --> 00:02:18.480 align:start position:0%
Yeah. And so how's that been? Did you
 

00:02:18.480 --> 00:02:21.110 align:start position:0%
Yeah. And so how's that been? Did you
help<00:02:18.640><c> grow</c><00:02:18.879><c> that</c><00:02:19.040><c> team</c><00:02:19.280><c> from</c><00:02:19.520><c> zero</c><00:02:19.840><c> to</c><00:02:20.239><c> you</c><00:02:20.879><c> to</c>

00:02:21.110 --> 00:02:21.120 align:start position:0%
help grow that team from zero to you to
 

00:02:21.120 --> 00:02:22.710 align:start position:0%
help grow that team from zero to you to
the<00:02:21.280><c> rest</c><00:02:21.440><c> of</c><00:02:21.520><c> the</c><00:02:21.680><c> staff?</c>

00:02:22.710 --> 00:02:22.720 align:start position:0%
the rest of the staff?
 

00:02:22.720 --> 00:02:25.589 align:start position:0%
the rest of the staff?
Yeah.<00:02:23.040><c> So</c><00:02:23.520><c> before</c><00:02:23.840><c> I</c><00:02:24.080><c> got</c><00:02:24.239><c> here,</c><00:02:24.480><c> they</c><00:02:24.720><c> had</c><00:02:25.280><c> two</c>

00:02:25.589 --> 00:02:25.599 align:start position:0%
Yeah. So before I got here, they had two
 

00:02:25.599 --> 00:02:27.750 align:start position:0%
Yeah. So before I got here, they had two
directors.<00:02:26.239><c> One</c><00:02:26.480><c> ran</c><00:02:26.959><c> kind</c><00:02:27.200><c> of</c><00:02:27.280><c> traditional</c>

00:02:27.750 --> 00:02:27.760 align:start position:0%
directors. One ran kind of traditional
 

00:02:27.760 --> 00:02:30.949 align:start position:0%
directors. One ran kind of traditional
advertising<00:02:28.480><c> and</c><00:02:29.200><c> the</c><00:02:29.440><c> other</c><00:02:29.599><c> one</c><00:02:29.840><c> ran</c>

00:02:30.949 --> 00:02:30.959 align:start position:0%
advertising and the other one ran
 

00:02:30.959 --> 00:02:34.150 align:start position:0%
advertising and the other one ran
website,<00:02:31.599><c> social</c><00:02:32.000><c> and</c><00:02:32.319><c> and</c><00:02:32.640><c> digital</c><00:02:33.040><c> media.</c>

00:02:34.150 --> 00:02:34.160 align:start position:0%
website, social and and digital media.
 

00:02:34.160 --> 00:02:35.750 align:start position:0%
website, social and and digital media.
Uh<00:02:34.480><c> both</c><00:02:34.640><c> of</c><00:02:34.800><c> those</c><00:02:34.959><c> people</c><00:02:35.280><c> left</c><00:02:35.519><c> the</c>

00:02:35.750 --> 00:02:35.760 align:start position:0%
Uh both of those people left the
 

00:02:35.760 --> 00:02:37.430 align:start position:0%
Uh both of those people left the
organization.<00:02:36.400><c> So</c><00:02:36.560><c> they</c><00:02:36.720><c> just</c><00:02:36.959><c> decided</c><00:02:37.200><c> to</c>

00:02:37.430 --> 00:02:37.440 align:start position:0%
organization. So they just decided to
 

00:02:37.440 --> 00:02:39.190 align:start position:0%
organization. So they just decided to
fold<00:02:37.680><c> it</c><00:02:37.840><c> under</c><00:02:38.080><c> one</c><00:02:38.319><c> entity</c><00:02:38.720><c> to</c><00:02:38.959><c> kind</c><00:02:39.120><c> of</c>

00:02:39.190 --> 00:02:39.200 align:start position:0%
fold it under one entity to kind of
 

00:02:39.200 --> 00:02:40.790 align:start position:0%
fold it under one entity to kind of
bring<00:02:39.360><c> it</c><00:02:39.519><c> all</c><00:02:39.760><c> together.</c><00:02:40.080><c> So</c><00:02:40.239><c> that's</c><00:02:40.480><c> how</c><00:02:40.560><c> it</c>

00:02:40.790 --> 00:02:40.800 align:start position:0%
bring it all together. So that's how it
 

00:02:40.800 --> 00:02:44.869 align:start position:0%
bring it all together. So that's how it
started.<00:02:42.000><c> And</c><00:02:42.480><c> uh</c><00:02:42.640><c> so</c><00:02:42.879><c> over</c><00:02:43.120><c> time</c><00:02:43.440><c> we've</c><00:02:44.480><c> we've</c>

00:02:44.869 --> 00:02:44.879 align:start position:0%
started. And uh so over time we've we've
 

00:02:44.879 --> 00:02:47.350 align:start position:0%
started. And uh so over time we've we've
we've<00:02:45.280><c> built</c><00:02:45.599><c> the</c><00:02:45.920><c> capabilities</c><00:02:46.720><c> internally.</c>

00:02:47.350 --> 00:02:47.360 align:start position:0%
we've built the capabilities internally.
 

00:02:47.360 --> 00:02:49.190 align:start position:0%
we've built the capabilities internally.
We've<00:02:47.680><c> built</c><00:02:47.920><c> processes.</c><00:02:48.640><c> We've</c><00:02:48.800><c> kind</c><00:02:48.959><c> of</c>

00:02:49.190 --> 00:02:49.200 align:start position:0%
We've built processes. We've kind of
 

00:02:49.200 --> 00:02:51.270 align:start position:0%
We've built processes. We've kind of
laid<00:02:49.440><c> the</c><00:02:49.680><c> foundation</c><00:02:50.080><c> and</c><00:02:50.239><c> then</c><00:02:50.879><c> added</c>

00:02:51.270 --> 00:02:51.280 align:start position:0%
laid the foundation and then added
 

00:02:51.280 --> 00:02:53.910 align:start position:0%
laid the foundation and then added
people<00:02:51.519><c> as</c><00:02:51.760><c> we've</c><00:02:52.000><c> needed</c><00:02:52.319><c> them.</c>

00:02:53.910 --> 00:02:53.920 align:start position:0%
people as we've needed them.
 

00:02:53.920 --> 00:02:56.470 align:start position:0%
people as we've needed them.
And<00:02:54.160><c> what's</c><00:02:54.400><c> that</c><00:02:54.879><c> composition</c><00:02:55.440><c> look</c><00:02:55.599><c> like?</c>

00:02:56.470 --> 00:02:56.480 align:start position:0%
And what's that composition look like?
 

00:02:56.480 --> 00:02:57.350 align:start position:0%
And what's that composition look like?
Sorry.

00:02:57.350 --> 00:02:57.360 align:start position:0%
Sorry.
 

00:02:57.360 --> 00:02:58.949 align:start position:0%
Sorry.
What's<00:02:57.599><c> the</c><00:02:57.840><c> team</c><00:02:58.080><c> composition</c><00:02:58.560><c> look</c><00:02:58.800><c> like</c>

00:02:58.949 --> 00:02:58.959 align:start position:0%
What's the team composition look like
 

00:02:58.959 --> 00:03:00.309 align:start position:0%
What's the team composition look like
today?

00:03:00.309 --> 00:03:00.319 align:start position:0%
today?
 

00:03:00.319 --> 00:03:03.030 align:start position:0%
today?
Uh,<00:03:00.720><c> so</c><00:03:00.959><c> we</c><00:03:01.200><c> have</c>

00:03:03.030 --> 00:03:03.040 align:start position:0%
Uh, so we have
 

00:03:03.040 --> 00:03:06.710 align:start position:0%
Uh, so we have
kind<00:03:03.200><c> of</c><00:03:03.280><c> a</c><00:03:03.599><c> digital</c><00:03:04.239><c> experience</c><00:03:04.879><c> lead</c><00:03:06.239><c> who's</c>

00:03:06.710 --> 00:03:06.720 align:start position:0%
kind of a digital experience lead who's
 

00:03:06.720 --> 00:03:09.270 align:start position:0%
kind of a digital experience lead who's
really<00:03:07.040><c> in</c><00:03:07.360><c> charge</c><00:03:07.599><c> of</c><00:03:08.560><c> websites,</c>

00:03:09.270 --> 00:03:09.280 align:start position:0%
really in charge of websites,
 

00:03:09.280 --> 00:03:10.710 align:start position:0%
really in charge of websites,
administering<00:03:09.920><c> all</c><00:03:10.080><c> of</c><00:03:10.159><c> our</c><00:03:10.400><c> digital</c>

00:03:10.710 --> 00:03:10.720 align:start position:0%
administering all of our digital
 

00:03:10.720 --> 00:03:13.830 align:start position:0%
administering all of our digital
accounts<00:03:11.519><c> and</c><00:03:11.920><c> our</c><00:03:12.239><c> CDP.</c>

00:03:13.830 --> 00:03:13.840 align:start position:0%
accounts and our CDP.
 

00:03:13.840 --> 00:03:16.470 align:start position:0%
accounts and our CDP.
We've<00:03:14.159><c> got</c><00:03:14.319><c> a</c><00:03:14.800><c> um</c>

00:03:16.470 --> 00:03:16.480 align:start position:0%
We've got a um
 

00:03:16.480 --> 00:03:17.910 align:start position:0%
We've got a um
another<00:03:16.879><c> digital</c><00:03:17.200><c> lead</c><00:03:17.440><c> that's</c><00:03:17.680><c> really</c>

00:03:17.910 --> 00:03:17.920 align:start position:0%
another digital lead that's really
 

00:03:17.920 --> 00:03:21.110 align:start position:0%
another digital lead that's really
primarily<00:03:18.560><c> analytics</c><00:03:19.360><c> and</c><00:03:19.599><c> email.</c><00:03:20.800><c> We've</c><00:03:21.040><c> got</c>

00:03:21.110 --> 00:03:21.120 align:start position:0%
primarily analytics and email. We've got
 

00:03:21.120 --> 00:03:24.550 align:start position:0%
primarily analytics and email. We've got
a<00:03:21.360><c> social</c><00:03:21.680><c> media</c><00:03:22.080><c> lead.</c><00:03:22.959><c> We've</c><00:03:23.280><c> got</c><00:03:23.440><c> a</c><00:03:24.159><c> um</c><00:03:24.319><c> a</c>

00:03:24.550 --> 00:03:24.560 align:start position:0%
a social media lead. We've got a um a
 

00:03:24.560 --> 00:03:27.670 align:start position:0%
a social media lead. We've got a um a
creative<00:03:25.120><c> manager</c><00:03:26.159><c> who</c><00:03:26.800><c> really</c><00:03:27.040><c> focuses</c><00:03:27.519><c> on</c>

00:03:27.670 --> 00:03:27.680 align:start position:0%
creative manager who really focuses on
 

00:03:27.680 --> 00:03:31.030 align:start position:0%
creative manager who really focuses on
compliance,<00:03:28.560><c> doing</c><00:03:28.959><c> creative</c><00:03:29.760><c> and</c><00:03:30.720><c> getting</c>

00:03:31.030 --> 00:03:31.040 align:start position:0%
compliance, doing creative and getting
 

00:03:31.040 --> 00:03:33.589 align:start position:0%
compliance, doing creative and getting
creative<00:03:31.519><c> from</c><00:03:32.239><c> other</c><00:03:32.560><c> sources</c><00:03:33.200><c> like</c><00:03:33.440><c> our</c>

00:03:33.589 --> 00:03:33.599 align:start position:0%
creative from other sources like our
 

00:03:33.599 --> 00:03:35.990 align:start position:0%
creative from other sources like our
agencies.<00:03:35.040><c> Uh</c><00:03:35.280><c> we</c><00:03:35.440><c> have</c><00:03:35.519><c> a</c><00:03:35.680><c> community</c>

00:03:35.990 --> 00:03:36.000 align:start position:0%
agencies. Uh we have a community
 

00:03:36.000 --> 00:03:40.229 align:start position:0%
agencies. Uh we have a community
relations<00:03:36.560><c> manager.</c><00:03:37.280><c> We</c><00:03:37.519><c> have</c><00:03:38.000><c> an</c><00:03:38.239><c> SEO</c><00:03:38.799><c> lead.</c>

00:03:40.229 --> 00:03:40.239 align:start position:0%
relations manager. We have an SEO lead.
 

00:03:40.239 --> 00:03:42.789 align:start position:0%
relations manager. We have an SEO lead.
Um<00:03:40.879><c> we</c><00:03:41.200><c> have</c><00:03:41.280><c> a</c><00:03:41.440><c> content</c><00:03:41.920><c> assistant</c><00:03:42.480><c> and</c><00:03:42.640><c> then</c>

00:03:42.789 --> 00:03:42.799 align:start position:0%
Um we have a content assistant and then
 

00:03:42.799 --> 00:03:44.710 align:start position:0%
Um we have a content assistant and then
we<00:03:43.040><c> have</c><00:03:43.200><c> another</c><00:03:43.760><c> assistant</c><00:03:44.159><c> we're</c><00:03:44.400><c> hiring</c>

00:03:44.710 --> 00:03:44.720 align:start position:0%
we have another assistant we're hiring
 

00:03:44.720 --> 00:03:47.910 align:start position:0%
we have another assistant we're hiring
for<00:03:45.040><c> now</c><00:03:45.599><c> that</c><00:03:45.920><c> will</c><00:03:46.080><c> do</c><00:03:46.319><c> nothing</c><00:03:46.640><c> but</c><00:03:47.599><c> uh</c><00:03:47.760><c> help</c>

00:03:47.910 --> 00:03:47.920 align:start position:0%
for now that will do nothing but uh help
 

00:03:47.920 --> 00:03:49.589 align:start position:0%
for now that will do nothing but uh help
us<00:03:48.159><c> administer</c><00:03:48.640><c> budgets</c><00:03:48.959><c> and</c><00:03:49.120><c> co-op</c>

00:03:49.589 --> 00:03:49.599 align:start position:0%
us administer budgets and co-op
 

00:03:49.599 --> 00:03:51.350 align:start position:0%
us administer budgets and co-op
programs.<00:03:50.239><c> I</c><00:03:50.560><c> was</c><00:03:50.640><c> hoping</c><00:03:50.879><c> you</c><00:03:51.040><c> were</c><00:03:51.200><c> going</c><00:03:51.280><c> to</c>

00:03:51.350 --> 00:03:51.360 align:start position:0%
programs. I was hoping you were going to
 

00:03:51.360 --> 00:03:54.229 align:start position:0%
programs. I was hoping you were going to
say<00:03:51.920><c> prompt</c><00:03:52.400><c> engineer</c><00:03:52.879><c> for</c><00:03:53.120><c> AI,</c><00:03:53.680><c> but</c><00:03:53.920><c> that's</c>

00:03:54.229 --> 00:03:54.239 align:start position:0%
say prompt engineer for AI, but that's
 

00:03:54.239 --> 00:03:55.990 align:start position:0%
say prompt engineer for AI, but that's
that's<00:03:54.640><c> also</c><00:03:54.959><c> good,</c><00:03:55.200><c> too.</c>

00:03:55.990 --> 00:03:56.000 align:start position:0%
that's also good, too.
 

00:03:56.000 --> 00:03:59.190 align:start position:0%
that's also good, too.
Well,<00:03:56.239><c> I</c><00:03:56.400><c> mean,</c><00:03:56.560><c> we're</c><00:03:56.959><c> we're</c><00:03:57.360><c> using</c><00:03:57.840><c> AI,</c><00:03:59.040><c> you</c>

00:03:59.190 --> 00:03:59.200 align:start position:0%
Well, I mean, we're we're using AI, you
 

00:03:59.200 --> 00:04:01.830 align:start position:0%
Well, I mean, we're we're using AI, you
know,<00:03:59.360><c> we</c><00:04:00.159><c> we</c><00:04:00.400><c> we've</c><00:04:00.720><c> dipped</c><00:04:01.040><c> our</c><00:04:01.200><c> toe</c><00:04:01.439><c> in</c><00:04:01.680><c> the</c>

00:04:01.830 --> 00:04:01.840 align:start position:0%
know, we we we've dipped our toe in the
 

00:04:01.840 --> 00:04:04.390 align:start position:0%
know, we we we've dipped our toe in the
water.<00:04:02.239><c> Like,</c><00:04:02.480><c> we</c><00:04:02.799><c> we</c><00:04:03.200><c> use</c><00:04:03.439><c> it</c><00:04:03.680><c> generatively</c>

00:04:04.390 --> 00:04:04.400 align:start position:0%
water. Like, we we use it generatively
 

00:04:04.400 --> 00:04:07.030 align:start position:0%
water. Like, we we use it generatively
for<00:04:04.720><c> social</c><00:04:05.040><c> media</c><00:04:05.439><c> content.</c>

00:04:07.030 --> 00:04:07.040 align:start position:0%
for social media content.
 

00:04:07.040 --> 00:04:09.350 align:start position:0%
for social media content.
And<00:04:07.280><c> it's</c><00:04:07.519><c> great</c><00:04:07.760><c> for,</c><00:04:08.560><c> hey,</c><00:04:08.799><c> I</c><00:04:08.959><c> can't</c><00:04:09.120><c> figure</c>

00:04:09.350 --> 00:04:09.360 align:start position:0%
And it's great for, hey, I can't figure
 

00:04:09.360 --> 00:04:12.630 align:start position:0%
And it's great for, hey, I can't figure
something<00:04:09.599><c> out.</c><00:04:09.920><c> Let</c><00:04:10.080><c> me</c><00:04:10.159><c> just</c><00:04:10.319><c> go</c><00:04:10.480><c> ask</c><00:04:10.799><c> AI.</c>

00:04:12.630 --> 00:04:12.640 align:start position:0%
something out. Let me just go ask AI.
 

00:04:12.640 --> 00:04:14.869 align:start position:0%
something out. Let me just go ask AI.
So<00:04:12.959><c> every,</c><00:04:13.280><c> you</c><00:04:13.439><c> know,</c><00:04:13.599><c> so</c><00:04:13.840><c> everybody's</c><00:04:14.720><c> kind</c>

00:04:14.869 --> 00:04:14.879 align:start position:0%
So every, you know, so everybody's kind
 

00:04:14.879 --> 00:04:17.270 align:start position:0%
So every, you know, so everybody's kind
of<00:04:15.040><c> got</c><00:04:15.280><c> access</c><00:04:15.599><c> to</c>

00:04:17.270 --> 00:04:17.280 align:start position:0%
of got access to
 

00:04:17.280 --> 00:04:19.030 align:start position:0%
of got access to
um<00:04:17.440><c> an</c><00:04:17.680><c> account</c><00:04:17.840><c> that</c><00:04:18.079><c> we</c><00:04:18.320><c> set</c><00:04:18.400><c> up</c><00:04:18.560><c> and</c><00:04:18.799><c> built</c>

00:04:19.030 --> 00:04:19.040 align:start position:0%
um an account that we set up and built
 

00:04:19.040 --> 00:04:21.990 align:start position:0%
um an account that we set up and built
our<00:04:19.199><c> brand</c><00:04:19.519><c> inside</c><00:04:20.000><c> and</c><00:04:20.959><c> you</c><00:04:21.120><c> know,</c><00:04:21.600><c> everybody</c>

00:04:21.990 --> 00:04:22.000 align:start position:0%
our brand inside and you know, everybody
 

00:04:22.000 --> 00:04:23.430 align:start position:0%
our brand inside and you know, everybody
can<00:04:22.160><c> use</c><00:04:22.320><c> it.</c>

00:04:23.430 --> 00:04:23.440 align:start position:0%
can use it.
 

00:04:23.440 --> 00:04:25.590 align:start position:0%
can use it.
You<00:04:23.600><c> know</c><00:04:23.680><c> what</c><00:04:23.840><c> I</c><00:04:24.000><c> find,</c><00:04:24.320><c> Gary?</c><00:04:24.720><c> It's</c><00:04:24.960><c> like</c>

00:04:25.590 --> 00:04:25.600 align:start position:0%
You know what I find, Gary? It's like
 

00:04:25.600 --> 00:04:27.510 align:start position:0%
You know what I find, Gary? It's like
people<00:04:25.840><c> like</c><00:04:26.080><c> you</c><00:04:26.479><c> are</c><00:04:26.800><c> building</c><00:04:27.040><c> the</c><00:04:27.360><c> same</c>

00:04:27.510 --> 00:04:27.520 align:start position:0%
people like you are building the same
 

00:04:27.520 --> 00:04:29.909 align:start position:0%
people like you are building the same
type<00:04:27.680><c> of</c><00:04:28.240><c> thing</c><00:04:28.639><c> and</c><00:04:29.199><c> solving</c><00:04:29.520><c> the</c><00:04:29.759><c> same</c>

00:04:29.909 --> 00:04:29.919 align:start position:0%
type of thing and solving the same
 

00:04:29.919 --> 00:04:31.749 align:start position:0%
type of thing and solving the same
problems<00:04:30.240><c> that</c><00:04:30.479><c> I</c><00:04:30.639><c> do.</c><00:04:30.880><c> It's</c><00:04:31.120><c> like</c><00:04:31.360><c> I've</c><00:04:31.600><c> built</c>

00:04:31.749 --> 00:04:31.759 align:start position:0%
problems that I do. It's like I've built
 

00:04:31.759 --> 00:04:33.189 align:start position:0%
problems that I do. It's like I've built
out<00:04:31.919><c> an</c><00:04:32.160><c> agency</c><00:04:32.479><c> and</c><00:04:32.720><c> it's</c><00:04:32.880><c> just</c><00:04:33.040><c> like</c>

00:04:33.189 --> 00:04:33.199 align:start position:0%
out an agency and it's just like
 

00:04:33.199 --> 00:04:35.030 align:start position:0%
out an agency and it's just like
continually<00:04:33.680><c> hiring</c><00:04:34.320><c> people</c><00:04:34.560><c> that</c><00:04:34.720><c> I</c><00:04:34.880><c> hope</c>

00:04:35.030 --> 00:04:35.040 align:start position:0%
continually hiring people that I hope
 

00:04:35.040 --> 00:04:37.270 align:start position:0%
continually hiring people that I hope
are<00:04:35.280><c> talented</c><00:04:35.680><c> that,</c>

00:04:37.270 --> 00:04:37.280 align:start position:0%
are talented that,
 

00:04:37.280 --> 00:04:39.030 align:start position:0%
are talented that,
you<00:04:37.440><c> know,</c><00:04:37.520><c> maybe</c><00:04:37.840><c> can</c><00:04:38.000><c> speak</c><00:04:38.320><c> automotive</c><00:04:38.880><c> and</c>

00:04:39.030 --> 00:04:39.040 align:start position:0%
you know, maybe can speak automotive and
 

00:04:39.040 --> 00:04:41.830 align:start position:0%
you know, maybe can speak automotive and
they<00:04:39.280><c> can</c><00:04:39.440><c> speak</c><00:04:40.160><c> digital</c><00:04:40.639><c> marketing</c><00:04:41.120><c> and</c>

00:04:41.830 --> 00:04:41.840 align:start position:0%
they can speak digital marketing and
 

00:04:41.840 --> 00:04:43.909 align:start position:0%
they can speak digital marketing and
translate<00:04:42.320><c> that</c><00:04:42.560><c> into</c><00:04:42.880><c> English</c><00:04:43.280><c> and</c><00:04:43.600><c> come</c><00:04:43.759><c> up</c>

00:04:43.909 --> 00:04:43.919 align:start position:0%
translate that into English and come up
 

00:04:43.919 --> 00:04:46.150 align:start position:0%
translate that into English and come up
with<00:04:44.479><c> ideas,</c><00:04:44.960><c> but</c><00:04:45.199><c> it's</c><00:04:45.360><c> like,</c><00:04:45.520><c> okay,</c><00:04:45.759><c> what</c>

00:04:46.150 --> 00:04:46.160 align:start position:0%
with ideas, but it's like, okay, what
 

00:04:46.160 --> 00:04:48.950 align:start position:0%
with ideas, but it's like, okay, what
else<00:04:46.400><c> can</c><00:04:46.639><c> we</c><00:04:46.800><c> do</c><00:04:47.040><c> from</c><00:04:47.280><c> our</c><00:04:47.440><c> end</c><00:04:47.680><c> to</c><00:04:47.919><c> help</c><00:04:48.720><c> with</c>

00:04:48.950 --> 00:04:48.960 align:start position:0%
else can we do from our end to help with
 

00:04:48.960 --> 00:04:50.629 align:start position:0%
else can we do from our end to help with
dealerships<00:04:49.600><c> needs,</c><00:04:50.080><c> you</c><00:04:50.160><c> know,</c><00:04:50.320><c> and</c><00:04:50.479><c> it</c>

00:04:50.629 --> 00:04:50.639 align:start position:0%
dealerships needs, you know, and it
 

00:04:50.639 --> 00:04:52.070 align:start position:0%
dealerships needs, you know, and it
seems<00:04:50.800><c> like</c><00:04:50.960><c> that's</c><00:04:51.199><c> the</c><00:04:51.440><c> team</c><00:04:51.680><c> that</c><00:04:51.840><c> you're</c>

00:04:52.070 --> 00:04:52.080 align:start position:0%
seems like that's the team that you're
 

00:04:52.080 --> 00:04:54.310 align:start position:0%
seems like that's the team that you're
assembling<00:04:52.639><c> too,</c><00:04:53.520><c> which</c><00:04:53.759><c> is</c><00:04:53.919><c> why</c><00:04:54.000><c> I</c><00:04:54.160><c> like</c>

00:04:54.310 --> 00:04:54.320 align:start position:0%
assembling too, which is why I like
 

00:04:54.320 --> 00:04:56.870 align:start position:0%
assembling too, which is why I like
these<00:04:54.639><c> conversations</c><00:04:55.199><c> because</c><00:04:55.840><c> we're</c><00:04:56.479><c> we're</c>

00:04:56.870 --> 00:04:56.880 align:start position:0%
these conversations because we're we're
 

00:04:56.880 --> 00:04:59.110 align:start position:0%
these conversations because we're we're
pushing,<00:04:57.520><c> you</c><00:04:57.680><c> know,</c><00:04:58.000><c> similar</c><00:04:58.400><c> rocks</c><00:04:58.800><c> up</c><00:04:58.960><c> the</c>

00:04:59.110 --> 00:04:59.120 align:start position:0%
pushing, you know, similar rocks up the
 

00:04:59.120 --> 00:05:02.550 align:start position:0%
pushing, you know, similar rocks up the
same<00:04:59.360><c> Bill.</c><00:05:00.639><c> Um,</c><00:05:01.840><c> you</c><00:05:02.000><c> you</c><00:05:02.240><c> mentioned</c><00:05:02.400><c> that</c>

00:05:02.550 --> 00:05:02.560 align:start position:0%
same Bill. Um, you you mentioned that
 

00:05:02.560 --> 00:05:05.110 align:start position:0%
same Bill. Um, you you mentioned that
there's<00:05:02.800><c> somebody</c><00:05:03.040><c> who's</c><00:05:04.320><c> overseeing</c>

00:05:05.110 --> 00:05:05.120 align:start position:0%
there's somebody who's overseeing
 

00:05:05.120 --> 00:05:07.189 align:start position:0%
there's somebody who's overseeing
administering<00:05:05.680><c> the</c><00:05:05.919><c> CDP.</c>

00:05:07.189 --> 00:05:07.199 align:start position:0%
administering the CDP.
 

00:05:07.199 --> 00:05:08.310 align:start position:0%
administering the CDP.
Yeah.

00:05:08.310 --> 00:05:08.320 align:start position:0%
Yeah.
 

00:05:08.320 --> 00:05:11.510 align:start position:0%
Yeah.
What<00:05:08.479><c> does</c><00:05:08.639><c> that</c><00:05:08.800><c> look</c><00:05:09.039><c> like?</c>

00:05:11.510 --> 00:05:11.520 align:start position:0%
What does that look like?
 

00:05:11.520 --> 00:05:17.990 align:start position:0%
What does that look like?
Uh,<00:05:11.919><c> well,</c><00:05:12.320><c> so</c><00:05:13.440><c> January</c><00:05:14.320><c> of</c><00:05:14.960><c> 24,</c>

00:05:17.990 --> 00:05:18.000 align:start position:0%
 
 

00:05:18.000 --> 00:05:23.110 align:start position:0%
 
we<00:05:18.320><c> started</c><00:05:19.440><c> building</c><00:05:19.840><c> our</c><00:05:20.080><c> CDP,</c><00:05:20.960><c> which</c><00:05:21.280><c> took</c>

00:05:23.110 --> 00:05:23.120 align:start position:0%
we started building our CDP, which took
 

00:05:23.120 --> 00:05:26.790 align:start position:0%
we started building our CDP, which took
quite<00:05:23.360><c> a</c><00:05:23.600><c> few</c><00:05:23.759><c> months.</c><00:05:24.960><c> Um,</c><00:05:25.600><c> you</c><00:05:25.759><c> know,</c><00:05:26.560><c> it's</c>

00:05:26.790 --> 00:05:26.800 align:start position:0%
quite a few months. Um, you know, it's
 

00:05:26.800 --> 00:05:28.790 align:start position:0%
quite a few months. Um, you know, it's
it's<00:05:27.199><c> no</c><00:05:27.440><c> easy</c><00:05:27.680><c> feat</c><00:05:28.000><c> if</c><00:05:28.160><c> you're</c><00:05:28.320><c> not</c><00:05:28.479><c> buying</c>

00:05:28.790 --> 00:05:28.800 align:start position:0%
it's no easy feat if you're not buying
 

00:05:28.800 --> 00:05:30.710 align:start position:0%
it's no easy feat if you're not buying
something<00:05:29.120><c> off</c><00:05:29.360><c> the</c><00:05:29.520><c> shelf</c><00:05:29.759><c> in</c><00:05:30.000><c> automotive.</c>

00:05:30.710 --> 00:05:30.720 align:start position:0%
something off the shelf in automotive.
 

00:05:30.720 --> 00:05:33.670 align:start position:0%
something off the shelf in automotive.
And<00:05:31.280><c> offtheshelf</c><00:05:32.000><c> works</c><00:05:32.320><c> really</c><00:05:32.560><c> well</c><00:05:33.199><c> for</c><00:05:33.440><c> a</c>

00:05:33.670 --> 00:05:33.680 align:start position:0%
And offtheshelf works really well for a
 

00:05:33.680 --> 00:05:35.189 align:start position:0%
And offtheshelf works really well for a
lot<00:05:33.759><c> of</c><00:05:33.840><c> instances,</c><00:05:34.400><c> for</c><00:05:34.639><c> a</c><00:05:34.800><c> lot</c><00:05:34.880><c> of</c><00:05:34.960><c> people,</c>

00:05:35.189 --> 00:05:35.199 align:start position:0%
lot of instances, for a lot of people,
 

00:05:35.199 --> 00:05:37.350 align:start position:0%
lot of instances, for a lot of people,
but<00:05:35.919><c> we</c><00:05:36.160><c> wanted</c><00:05:36.479><c> something</c><00:05:36.720><c> that</c><00:05:36.960><c> we</c><00:05:37.199><c> could</c>

00:05:37.350 --> 00:05:37.360 align:start position:0%
but we wanted something that we could
 

00:05:37.360 --> 00:05:39.430 align:start position:0%
but we wanted something that we could
compose<00:05:37.919><c> ourselves.</c>

00:05:39.430 --> 00:05:39.440 align:start position:0%
compose ourselves.
 

00:05:39.440 --> 00:05:43.909 align:start position:0%
compose ourselves.
So,<00:05:40.400><c> um,</c><00:05:40.800><c> we</c><00:05:41.039><c> went</c><00:05:41.280><c> outside</c><00:05:41.680><c> of</c><00:05:41.840><c> automotive</c>

00:05:43.909 --> 00:05:43.919 align:start position:0%
So, um, we went outside of automotive
 

00:05:43.919 --> 00:05:46.629 align:start position:0%
So, um, we went outside of automotive
and<00:05:44.320><c> getting</c>

00:05:46.629 --> 00:05:46.639 align:start position:0%
and getting
 

00:05:46.639 --> 00:05:48.790 align:start position:0%
and getting
automotive<00:05:47.280><c> tech</c><00:05:47.520><c> to</c><00:05:47.759><c> work</c><00:05:47.919><c> with</c><00:05:48.240><c> outside</c><00:05:48.639><c> of</c>

00:05:48.790 --> 00:05:48.800 align:start position:0%
automotive tech to work with outside of
 

00:05:48.800 --> 00:05:50.710 align:start position:0%
automotive tech to work with outside of
automotive<00:05:49.360><c> tech</c><00:05:49.520><c> isn't</c><00:05:49.919><c> always</c><00:05:50.080><c> the</c><00:05:50.320><c> easiest</c>

00:05:50.710 --> 00:05:50.720 align:start position:0%
automotive tech isn't always the easiest
 

00:05:50.720 --> 00:05:54.070 align:start position:0%
automotive tech isn't always the easiest
process.<00:05:52.080><c> Um,</c><00:05:52.720><c> and</c><00:05:52.960><c> along</c><00:05:53.280><c> the</c><00:05:53.520><c> way,</c><00:05:53.919><c> you</c>

00:05:54.070 --> 00:05:54.080 align:start position:0%
process. Um, and along the way, you
 

00:05:54.080 --> 00:05:56.950 align:start position:0%
process. Um, and along the way, you
know,<00:05:54.160><c> we</c><00:05:54.400><c> learned</c><00:05:54.720><c> all</c><00:05:54.960><c> sorts</c><00:05:55.199><c> of</c><00:05:55.440><c> things</c><00:05:56.880><c> uh</c>

00:05:56.950 --> 00:05:56.960 align:start position:0%
know, we learned all sorts of things uh
 

00:05:56.960 --> 00:06:00.070 align:start position:0%
know, we learned all sorts of things uh
that<00:05:57.199><c> slowed</c><00:05:57.520><c> us</c><00:05:57.759><c> down,</c><00:05:58.160><c> like</c><00:05:59.280><c> we</c><00:05:59.440><c> need</c><00:05:59.600><c> a</c><00:05:59.759><c> data</c>

00:06:00.070 --> 00:06:00.080 align:start position:0%
that slowed us down, like we need a data
 

00:06:00.080 --> 00:06:01.749 align:start position:0%
that slowed us down, like we need a data
hygiene<00:06:00.560><c> process</c><00:06:00.960><c> before</c><00:06:01.199><c> we</c><00:06:01.360><c> just</c><00:06:01.520><c> start</c>

00:06:01.749 --> 00:06:01.759 align:start position:0%
hygiene process before we just start
 

00:06:01.759 --> 00:06:06.629 align:start position:0%
hygiene process before we just start
dumping<00:06:02.080><c> it</c><00:06:02.320><c> into</c><00:06:02.560><c> the</c><00:06:02.800><c> the</c><00:06:03.199><c> CDP.</c><00:06:04.319><c> So,</c><00:06:04.960><c> um,</c>

00:06:06.629 --> 00:06:06.639 align:start position:0%
dumping it into the the CDP. So, um,
 

00:06:06.639 --> 00:06:09.590 align:start position:0%
dumping it into the the CDP. So, um,
you<00:06:06.880><c> know,</c><00:06:06.960><c> it</c><00:06:07.199><c> took</c><00:06:08.639><c> like</c><00:06:08.880><c> would</c><00:06:09.039><c> it</c><00:06:09.280><c> would</c><00:06:09.440><c> it</c>

00:06:09.590 --> 00:06:09.600 align:start position:0%
you know, it took like would it would it
 

00:06:09.600 --> 00:06:11.590 align:start position:0%
you know, it took like would it would it
have<00:06:09.759><c> been</c><00:06:09.840><c> easier</c><00:06:10.080><c> if</c><00:06:10.240><c> we</c><00:06:10.400><c> just</c><00:06:10.560><c> hired</c><00:06:10.800><c> a</c><00:06:10.960><c> CDP</c>

00:06:11.590 --> 00:06:11.600 align:start position:0%
have been easier if we just hired a CDP
 

00:06:11.600 --> 00:06:13.110 align:start position:0%
have been easier if we just hired a CDP
person<00:06:11.919><c> and</c><00:06:12.160><c> like</c><00:06:12.400><c> they</c><00:06:12.639><c> did</c><00:06:12.800><c> it</c><00:06:12.960><c> all</c>

00:06:13.110 --> 00:06:13.120 align:start position:0%
person and like they did it all
 

00:06:13.120 --> 00:06:17.510 align:start position:0%
person and like they did it all
beginning<00:06:13.440><c> to</c><00:06:13.600><c> end?</c><00:06:13.919><c> Yes,</c><00:06:14.400><c> probably.</c><00:06:15.840><c> Um,</c><00:06:17.280><c> but</c>

00:06:17.510 --> 00:06:17.520 align:start position:0%
beginning to end? Yes, probably. Um, but
 

00:06:17.520 --> 00:06:19.430 align:start position:0%
beginning to end? Yes, probably. Um, but
we<00:06:17.680><c> didn't</c><00:06:17.840><c> want</c><00:06:17.919><c> to</c><00:06:18.080><c> do</c><00:06:18.240><c> that</c><00:06:18.479><c> because</c><00:06:19.039><c> if</c><00:06:19.280><c> we</c>

00:06:19.430 --> 00:06:19.440 align:start position:0%
we didn't want to do that because if we
 

00:06:19.440 --> 00:06:22.469 align:start position:0%
we didn't want to do that because if we
got<00:06:19.600><c> all</c><00:06:19.759><c> the</c><00:06:19.840><c> way</c><00:06:20.000><c> down</c><00:06:20.160><c> the</c><00:06:20.400><c> road</c>

00:06:22.469 --> 00:06:22.479 align:start position:0%
got all the way down the road
 

00:06:22.479 --> 00:06:25.909 align:start position:0%
got all the way down the road
and<00:06:23.520><c> the</c><00:06:24.240><c> it</c><00:06:24.560><c> wasn't</c><00:06:24.880><c> what</c><00:06:25.039><c> we</c><00:06:25.280><c> wanted</c><00:06:25.520><c> it</c><00:06:25.759><c> to</c>

00:06:25.909 --> 00:06:25.919 align:start position:0%
and the it wasn't what we wanted it to
 

00:06:25.919 --> 00:06:28.790 align:start position:0%
and the it wasn't what we wanted it to
be,<00:06:26.720><c> well,</c><00:06:26.960><c> now</c><00:06:27.120><c> we</c><00:06:27.360><c> have</c><00:06:27.440><c> this</c><00:06:27.680><c> person,</c><00:06:28.639><c> you</c>

00:06:28.790 --> 00:06:28.800 align:start position:0%
be, well, now we have this person, you
 

00:06:28.800 --> 00:06:30.710 align:start position:0%
be, well, now we have this person, you
know,<00:06:28.880><c> that</c><00:06:29.199><c> we</c><00:06:29.440><c> we</c><00:06:29.840><c> basically</c><00:06:30.240><c> would</c><00:06:30.400><c> have</c><00:06:30.560><c> to</c>

00:06:30.710 --> 00:06:30.720 align:start position:0%
know, that we we basically would have to
 

00:06:30.720 --> 00:06:33.430 align:start position:0%
know, that we we basically would have to
let<00:06:30.960><c> go.</c><00:06:32.000><c> And</c><00:06:32.160><c> we</c><00:06:32.319><c> said,</c><00:06:32.479><c> let's</c><00:06:32.720><c> just</c><00:06:32.960><c> build</c><00:06:33.120><c> it</c>

00:06:33.430 --> 00:06:33.440 align:start position:0%
let go. And we said, let's just build it
 

00:06:33.440 --> 00:06:36.150 align:start position:0%
let go. And we said, let's just build it
ourselves,<00:06:34.880><c> figure</c><00:06:35.120><c> out</c><00:06:35.280><c> as</c><00:06:35.520><c> much</c><00:06:35.600><c> as</c><00:06:35.759><c> we</c><00:06:35.919><c> can,</c>

00:06:36.150 --> 00:06:36.160 align:start position:0%
ourselves, figure out as much as we can,
 

00:06:36.160 --> 00:06:38.950 align:start position:0%
ourselves, figure out as much as we can,
and<00:06:36.319><c> when</c><00:06:36.479><c> it</c><00:06:36.639><c> gets</c><00:06:36.880><c> so,</c><00:06:38.240><c> you</c><00:06:38.319><c> know,</c><00:06:38.639><c> time</c>

00:06:38.950 --> 00:06:38.960 align:start position:0%
and when it gets so, you know, time
 

00:06:38.960 --> 00:06:40.629 align:start position:0%
and when it gets so, you know, time
consuming<00:06:39.520><c> that</c><00:06:39.840><c> we</c><00:06:40.000><c> need</c><00:06:40.080><c> a</c><00:06:40.319><c> full-time</c>

00:06:40.629 --> 00:06:40.639 align:start position:0%
consuming that we need a full-time
 

00:06:40.639 --> 00:06:42.309 align:start position:0%
consuming that we need a full-time
person,<00:06:40.960><c> we'll</c><00:06:41.199><c> put</c><00:06:41.280><c> a</c><00:06:41.440><c> full-time</c><00:06:41.840><c> person</c><00:06:42.080><c> on</c>

00:06:42.309 --> 00:06:42.319 align:start position:0%
person, we'll put a full-time person on
 

00:06:42.319 --> 00:06:44.390 align:start position:0%
person, we'll put a full-time person on
it.<00:06:42.560><c> And</c><00:06:42.880><c> so</c>

00:06:44.390 --> 00:06:44.400 align:start position:0%
it. And so
 

00:06:44.400 --> 00:06:47.029 align:start position:0%
it. And so
we<00:06:45.039><c> um</c>

00:06:47.029 --> 00:06:47.039 align:start position:0%
we um
 

00:06:47.039 --> 00:06:49.510 align:start position:0%
we um
so<00:06:47.280><c> we</c><00:06:47.520><c> built</c><00:06:47.759><c> it.</c><00:06:48.000><c> It</c><00:06:48.240><c> was</c><00:06:48.400><c> built</c><00:06:49.039><c> at</c><00:06:49.280><c> some</c>

00:06:49.510 --> 00:06:49.520 align:start position:0%
so we built it. It was built at some
 

00:06:49.520 --> 00:06:52.070 align:start position:0%
so we built it. It was built at some
point<00:06:49.759><c> last</c><00:06:50.160><c> fall.</c><00:06:50.800><c> We</c><00:06:51.039><c> started</c><00:06:51.360><c> activating</c>

00:06:52.070 --> 00:06:52.080 align:start position:0%
point last fall. We started activating
 

00:06:52.080 --> 00:06:55.270 align:start position:0%
point last fall. We started activating
early<00:06:52.400><c> this</c><00:06:52.639><c> year.</c><00:06:54.000><c> We</c><00:06:54.240><c> then</c><00:06:54.479><c> put</c><00:06:54.639><c> a</c><00:06:54.800><c> pause</c><00:06:55.039><c> on</c>

00:06:55.270 --> 00:06:55.280 align:start position:0%
early this year. We then put a pause on
 

00:06:55.280 --> 00:06:58.950 align:start position:0%
early this year. We then put a pause on
it<00:06:55.680><c> because</c><00:06:56.400><c> we</c><00:06:56.720><c> wanted</c><00:06:56.960><c> to</c><00:06:57.280><c> add</c>

00:06:58.950 --> 00:06:58.960 align:start position:0%
it because we wanted to add
 

00:06:58.960 --> 00:07:01.990 align:start position:0%
it because we wanted to add
an<00:06:59.280><c> activation</c><00:07:00.240><c> layer.</c><00:07:01.199><c> Uh</c><00:07:01.440><c> a</c><00:07:01.680><c> piece</c><00:07:01.840><c> of</c>

00:07:01.990 --> 00:07:02.000 align:start position:0%
an activation layer. Uh a piece of
 

00:07:02.000 --> 00:07:05.029 align:start position:0%
an activation layer. Uh a piece of
technology<00:07:02.560><c> that</c><00:07:02.880><c> allows</c><00:07:03.199><c> us</c><00:07:03.440><c> to</c>

00:07:05.029 --> 00:07:05.039 align:start position:0%
technology that allows us to
 

00:07:05.039 --> 00:07:06.950 align:start position:0%
technology that allows us to
do<00:07:05.440><c> unknown</c>

00:07:06.950 --> 00:07:06.960 align:start position:0%
do unknown
 

00:07:06.960 --> 00:07:09.029 align:start position:0%
do unknown
um<00:07:07.199><c> shopper</c><00:07:07.680><c> ID</c><00:07:08.000><c> resolution.</c><00:07:08.639><c> It</c><00:07:08.800><c> does</c><00:07:08.880><c> it</c>

00:07:09.029 --> 00:07:09.039 align:start position:0%
um shopper ID resolution. It does it
 

00:07:09.039 --> 00:07:10.629 align:start position:0%
um shopper ID resolution. It does it
probabilistically.

00:07:10.629 --> 00:07:10.639 align:start position:0%
probabilistically.
 

00:07:10.639 --> 00:07:12.309 align:start position:0%
probabilistically.
uh<00:07:10.720><c> the</c><00:07:10.880><c> CDP</c><00:07:11.360><c> we're</c><00:07:11.599><c> using</c><00:07:11.759><c> already</c><00:07:12.000><c> does</c><00:07:12.160><c> it</c>

00:07:12.309 --> 00:07:12.319 align:start position:0%
uh the CDP we're using already does it
 

00:07:12.319 --> 00:07:14.629 align:start position:0%
uh the CDP we're using already does it
deterministically.<00:07:13.280><c> So</c><00:07:13.599><c> now</c><00:07:13.840><c> we</c><00:07:14.080><c> have</c><00:07:14.319><c> both</c>

00:07:14.629 --> 00:07:14.639 align:start position:0%
deterministically. So now we have both
 

00:07:14.639 --> 00:07:16.550 align:start position:0%
deterministically. So now we have both
ends<00:07:14.880><c> of</c><00:07:14.960><c> the</c><00:07:15.120><c> spectrum</c><00:07:15.680><c> kind</c><00:07:15.840><c> of</c><00:07:16.000><c> helping</c><00:07:16.319><c> us</c>

00:07:16.550 --> 00:07:16.560 align:start position:0%
ends of the spectrum kind of helping us
 

00:07:16.560 --> 00:07:20.309 align:start position:0%
ends of the spectrum kind of helping us
stitch<00:07:16.880><c> records</c><00:07:17.280><c> together.</c><00:07:18.560><c> Um</c><00:07:19.840><c> and</c><00:07:20.080><c> we</c>

00:07:20.309 --> 00:07:20.319 align:start position:0%
stitch records together. Um and we
 

00:07:20.319 --> 00:07:23.350 align:start position:0%
stitch records together. Um and we
wanted<00:07:20.560><c> to</c><00:07:20.720><c> be</c><00:07:20.880><c> able</c><00:07:21.039><c> to</c><00:07:21.280><c> kind</c><00:07:21.440><c> of</c>

00:07:23.350 --> 00:07:23.360 align:start position:0%
wanted to be able to kind of
 

00:07:23.360 --> 00:07:25.189 align:start position:0%
wanted to be able to kind of
deploy<00:07:23.840><c> whatever</c><00:07:24.319><c> kind</c><00:07:24.479><c> of</c><00:07:24.639><c> communication</c>

00:07:25.189 --> 00:07:25.199 align:start position:0%
deploy whatever kind of communication
 

00:07:25.199 --> 00:07:27.510 align:start position:0%
deploy whatever kind of communication
tactic<00:07:25.599><c> we</c><00:07:25.919><c> wanted</c><00:07:26.319><c> quickly</c><00:07:26.720><c> and</c><00:07:26.960><c> easily.</c><00:07:27.360><c> So</c>

00:07:27.510 --> 00:07:27.520 align:start position:0%
tactic we wanted quickly and easily. So
 

00:07:27.520 --> 00:07:29.589 align:start position:0%
tactic we wanted quickly and easily. So
we<00:07:27.759><c> found</c><00:07:28.080><c> a</c><00:07:28.319><c> tech</c><00:07:28.720><c> layer</c><00:07:28.800><c> that</c><00:07:28.960><c> we</c><00:07:29.120><c> added</c><00:07:29.360><c> on</c>

00:07:29.589 --> 00:07:29.599 align:start position:0%
we found a tech layer that we added on
 

00:07:29.599 --> 00:07:34.070 align:start position:0%
we found a tech layer that we added on
that<00:07:29.840><c> we're</c><00:07:30.080><c> now</c><00:07:31.360><c> activating.</c><00:07:32.639><c> And</c><00:07:32.960><c> so</c><00:07:33.599><c> I</c><00:07:33.919><c> give</c>

00:07:34.070 --> 00:07:34.080 align:start position:0%
that we're now activating. And so I give
 

00:07:34.080 --> 00:07:37.029 align:start position:0%
that we're now activating. And so I give
you<00:07:34.240><c> all</c><00:07:34.400><c> that</c><00:07:34.639><c> background</c><00:07:35.039><c> to</c><00:07:35.280><c> answer</c><00:07:36.720><c> a</c>

00:07:37.029 --> 00:07:37.039 align:start position:0%
you all that background to answer a
 

00:07:37.039 --> 00:07:38.550 align:start position:0%
you all that background to answer a
short<00:07:37.280><c> question</c><00:07:37.520><c> with</c><00:07:37.680><c> a</c><00:07:37.919><c> long</c><00:07:38.160><c> answer</c>

00:07:38.550 --> 00:07:38.560 align:start position:0%
short question with a long answer
 

00:07:38.560 --> 00:07:42.790 align:start position:0%
short question with a long answer
because<00:07:39.680><c> what</c><00:07:40.000><c> that</c><00:07:40.240><c> looks</c><00:07:40.479><c> like</c><00:07:40.800><c> is</c><00:07:42.240><c> um</c><00:07:42.479><c> it</c>

00:07:42.790 --> 00:07:42.800 align:start position:0%
because what that looks like is um it
 

00:07:42.800 --> 00:07:44.629 align:start position:0%
because what that looks like is um it
kind<00:07:42.880><c> of</c><00:07:43.039><c> depends.</c><00:07:43.840><c> You</c><00:07:44.000><c> know,</c><00:07:44.080><c> it's</c><00:07:44.319><c> it's</c>

00:07:44.629 --> 00:07:44.639 align:start position:0%
kind of depends. You know, it's it's
 

00:07:44.639 --> 00:07:48.390 align:start position:0%
kind of depends. You know, it's it's
many<00:07:44.880><c> hats.</c><00:07:46.319><c> So,</c><00:07:47.599><c> you</c><00:07:47.759><c> know,</c><00:07:47.919><c> there's</c><00:07:48.160><c> three</c>

00:07:48.390 --> 00:07:48.400 align:start position:0%
many hats. So, you know, there's three
 

00:07:48.400 --> 00:07:50.550 align:start position:0%
many hats. So, you know, there's three
of<00:07:48.479><c> us</c><00:07:48.639><c> on</c><00:07:48.880><c> the</c><00:07:49.039><c> team</c><00:07:49.199><c> that</c><00:07:49.440><c> have</c><00:07:49.680><c> learned</c><00:07:50.240><c> the</c>

00:07:50.550 --> 00:07:50.560 align:start position:0%
of us on the team that have learned the
 

00:07:50.560 --> 00:07:52.150 align:start position:0%
of us on the team that have learned the
platform.

00:07:52.150 --> 00:07:52.160 align:start position:0%
platform.
 

00:07:52.160 --> 00:07:54.070 align:start position:0%
platform.
Uh<00:07:52.400><c> I</c><00:07:52.639><c> was</c><00:07:52.800><c> kind</c><00:07:52.960><c> of</c><00:07:53.039><c> the</c><00:07:53.280><c> lead</c><00:07:53.440><c> on</c><00:07:53.680><c> getting</c><00:07:53.919><c> all</c>

00:07:54.070 --> 00:07:54.080 align:start position:0%
Uh I was kind of the lead on getting all
 

00:07:54.080 --> 00:07:56.469 align:start position:0%
Uh I was kind of the lead on getting all
of<00:07:54.240><c> the</c><00:07:54.400><c> data</c><00:07:54.720><c> integrations,</c><00:07:55.840><c> the</c><00:07:56.080><c> vendor</c>

00:07:56.469 --> 00:07:56.479 align:start position:0%
of the data integrations, the vendor
 

00:07:56.479 --> 00:07:59.110 align:start position:0%
of the data integrations, the vendor
integrations.<00:07:57.840><c> Um</c><00:07:58.160><c> the</c><00:07:58.400><c> other</c><00:07:58.560><c> two</c><00:07:58.800><c> people</c><00:07:58.960><c> on</c>

00:07:59.110 --> 00:07:59.120 align:start position:0%
integrations. Um the other two people on
 

00:07:59.120 --> 00:08:00.629 align:start position:0%
integrations. Um the other two people on
my<00:07:59.280><c> team</c><00:07:59.520><c> were</c><00:07:59.759><c> really</c><00:07:59.919><c> in</c><00:08:00.080><c> charge</c><00:08:00.240><c> of</c><00:08:00.400><c> kind</c><00:08:00.560><c> of</c>

00:08:00.629 --> 00:08:00.639 align:start position:0%
my team were really in charge of kind of
 

00:08:00.639 --> 00:08:02.230 align:start position:0%
my team were really in charge of kind of
learning<00:08:00.879><c> the</c><00:08:01.039><c> platform</c><00:08:01.440><c> so</c><00:08:01.599><c> that</c><00:08:01.759><c> we</c><00:08:02.000><c> could</c>

00:08:02.230 --> 00:08:02.240 align:start position:0%
learning the platform so that we could
 

00:08:02.240 --> 00:08:04.230 align:start position:0%
learning the platform so that we could
build<00:08:02.560><c> audiences</c><00:08:03.039><c> and</c><00:08:03.280><c> activate</c><00:08:03.759><c> against</c><00:08:04.000><c> it</c>

00:08:04.230 --> 00:08:04.240 align:start position:0%
build audiences and activate against it
 

00:08:04.240 --> 00:08:06.790 align:start position:0%
build audiences and activate against it
and<00:08:04.560><c> all</c><00:08:04.720><c> that,</c><00:08:05.199><c> connect</c><00:08:05.440><c> our</c><00:08:05.680><c> accounts,</c><00:08:06.639><c> do</c>

00:08:06.790 --> 00:08:06.800 align:start position:0%
and all that, connect our accounts, do
 

00:08:06.800 --> 00:08:08.390 align:start position:0%
and all that, connect our accounts, do
all<00:08:06.960><c> the</c><00:08:07.120><c> verifications,</c><00:08:07.840><c> all</c><00:08:08.000><c> those</c><00:08:08.160><c> kinds</c>

00:08:08.390 --> 00:08:08.400 align:start position:0%
all the verifications, all those kinds
 

00:08:08.400 --> 00:08:11.510 align:start position:0%
all the verifications, all those kinds
of<00:08:08.560><c> things.</c><00:08:09.360><c> Um</c><00:08:10.240><c> so</c><00:08:10.479><c> now</c><00:08:10.800><c> we're</c><00:08:10.960><c> at</c><00:08:11.120><c> a</c><00:08:11.360><c> point</c>

00:08:11.510 --> 00:08:11.520 align:start position:0%
of things. Um so now we're at a point
 

00:08:11.520 --> 00:08:13.189 align:start position:0%
of things. Um so now we're at a point
where<00:08:11.680><c> it's</c><00:08:11.919><c> like,</c><00:08:12.160><c> okay,</c><00:08:12.400><c> we've</c><00:08:12.720><c> got</c><00:08:12.879><c> this</c>

00:08:13.189 --> 00:08:13.199 align:start position:0%
where it's like, okay, we've got this
 

00:08:13.199 --> 00:08:15.909 align:start position:0%
where it's like, okay, we've got this
activation<00:08:14.000><c> layer,</c><00:08:14.879><c> we're</c><00:08:15.199><c> starting</c><00:08:15.440><c> to</c><00:08:15.599><c> ramp</c>

00:08:15.909 --> 00:08:15.919 align:start position:0%
activation layer, we're starting to ramp
 

00:08:15.919 --> 00:08:17.909 align:start position:0%
activation layer, we're starting to ramp
up<00:08:16.080><c> that</c><00:08:16.319><c> activity.</c>

00:08:17.909 --> 00:08:17.919 align:start position:0%
up that activity.
 

00:08:17.919 --> 00:08:19.589 align:start position:0%
up that activity.
What<00:08:18.160><c> are</c><00:08:18.240><c> we</c><00:08:18.400><c> going</c><00:08:18.479><c> to</c><00:08:18.639><c> do</c><00:08:19.199><c> from</c><00:08:19.440><c> an</c>

00:08:19.589 --> 00:08:19.599 align:start position:0%
What are we going to do from an
 

00:08:19.599 --> 00:08:21.110 align:start position:0%
What are we going to do from an
organizational<00:08:20.319><c> perspective?</c><00:08:20.800><c> Are</c><00:08:20.960><c> we</c><00:08:21.039><c> going</c>

00:08:21.110 --> 00:08:21.120 align:start position:0%
organizational perspective? Are we going
 

00:08:21.120 --> 00:08:23.350 align:start position:0%
organizational perspective? Are we going
to<00:08:21.199><c> hire</c><00:08:21.440><c> a</c><00:08:21.599><c> full-time</c><00:08:22.080><c> person?</c><00:08:22.960><c> Are</c><00:08:23.199><c> we</c><00:08:23.280><c> going</c>

00:08:23.350 --> 00:08:23.360 align:start position:0%
to hire a full-time person? Are we going
 

00:08:23.360 --> 00:08:24.869 align:start position:0%
to hire a full-time person? Are we going
to<00:08:23.440><c> let</c><00:08:23.599><c> the</c><00:08:23.759><c> people</c><00:08:23.919><c> who</c><00:08:24.080><c> trained</c><00:08:24.319><c> on</c><00:08:24.479><c> it</c><00:08:24.720><c> kind</c>

00:08:24.869 --> 00:08:24.879 align:start position:0%
to let the people who trained on it kind
 

00:08:24.879 --> 00:08:26.390 align:start position:0%
to let the people who trained on it kind
of<00:08:24.960><c> become</c><00:08:25.199><c> the</c><00:08:25.360><c> leads</c><00:08:25.599><c> and</c><00:08:25.759><c> then</c><00:08:25.919><c> backfill</c>

00:08:26.390 --> 00:08:26.400 align:start position:0%
of become the leads and then backfill
 

00:08:26.400 --> 00:08:28.550 align:start position:0%
of become the leads and then backfill
their<00:08:26.639><c> roles?</c><00:08:27.120><c> And</c><00:08:27.599><c> so</c><00:08:27.840><c> we're</c><00:08:28.000><c> figuring</c><00:08:28.400><c> all</c>

00:08:28.550 --> 00:08:28.560 align:start position:0%
their roles? And so we're figuring all
 

00:08:28.560 --> 00:08:31.110 align:start position:0%
their roles? And so we're figuring all
that<00:08:28.800><c> out.</c><00:08:29.599><c> Um,</c><00:08:30.240><c> it's</c><00:08:30.479><c> been</c><00:08:30.639><c> a</c><00:08:30.800><c> pretty</c>

00:08:31.110 --> 00:08:31.120 align:start position:0%
that out. Um, it's been a pretty
 

00:08:31.120 --> 00:08:33.190 align:start position:0%
that out. Um, it's been a pretty
interesting<00:08:31.599><c> journey.</c>

00:08:33.190 --> 00:08:33.200 align:start position:0%
interesting journey.
 

00:08:33.200 --> 00:08:35.990 align:start position:0%
interesting journey.
Have<00:08:33.440><c> you</c><00:08:33.599><c> activated</c><00:08:34.159><c> campaigns</c><00:08:34.640><c> already,</c>

00:08:35.990 --> 00:08:36.000 align:start position:0%
Have you activated campaigns already,
 

00:08:36.000 --> 00:08:38.550 align:start position:0%
Have you activated campaigns already,
like<00:08:36.240><c> marketing</c><00:08:36.640><c> messages</c><00:08:37.039><c> to</c><00:08:37.360><c> people?</c>

00:08:38.550 --> 00:08:38.560 align:start position:0%
like marketing messages to people?
 

00:08:38.560 --> 00:08:40.389 align:start position:0%
like marketing messages to people?
Yeah.<00:08:38.880><c> Well,</c><00:08:39.120><c> so</c><00:08:39.360><c> we</c><00:08:39.519><c> did</c><00:08:39.680><c> and</c><00:08:39.919><c> then</c><00:08:40.000><c> we</c><00:08:40.240><c> shut</c>

00:08:40.389 --> 00:08:40.399 align:start position:0%
Yeah. Well, so we did and then we shut
 

00:08:40.399 --> 00:08:43.110 align:start position:0%
Yeah. Well, so we did and then we shut
them<00:08:40.640><c> off</c><00:08:41.440><c> because</c>

00:08:43.110 --> 00:08:43.120 align:start position:0%
them off because
 

00:08:43.120 --> 00:08:45.430 align:start position:0%
them off because
in<00:08:43.360><c> the</c><00:08:43.519><c> middle</c><00:08:43.680><c> of</c><00:08:43.839><c> all</c><00:08:44.000><c> of</c><00:08:44.159><c> it,</c><00:08:44.800><c> um,</c><00:08:44.959><c> we</c><00:08:45.200><c> took</c>

00:08:45.430 --> 00:08:45.440 align:start position:0%
in the middle of all of it, um, we took
 

00:08:45.440 --> 00:08:48.710 align:start position:0%
in the middle of all of it, um, we took
pause<00:08:45.760><c> to</c><00:08:46.000><c> test</c><00:08:46.240><c> something</c><00:08:46.560><c> new</c><00:08:47.519><c> and,</c><00:08:48.560><c> uh,</c>

00:08:48.710 --> 00:08:48.720 align:start position:0%
pause to test something new and, uh,
 

00:08:48.720 --> 00:08:52.870 align:start position:0%
pause to test something new and, uh,
we're<00:08:49.040><c> about</c><00:08:49.360><c> to</c><00:08:50.240><c> start</c><00:08:51.440><c> that</c><00:08:51.760><c> test.</c><00:08:52.560><c> uh</c><00:08:52.640><c> in</c>

00:08:52.870 --> 00:08:52.880 align:start position:0%
we're about to start that test. uh in
 

00:08:52.880 --> 00:08:53.670 align:start position:0%
we're about to start that test. uh in
the<00:08:53.040><c> next</c><00:08:53.200><c> week.</c>

00:08:53.670 --> 00:08:53.680 align:start position:0%
the next week.
 

00:08:53.680 --> 00:08:56.790 align:start position:0%
the next week.
Does<00:08:53.839><c> that</c><00:08:54.240><c> make</c><00:08:54.399><c> you</c><00:08:54.480><c> feel</c><00:08:54.720><c> nervous</c><00:08:54.959><c> at</c><00:08:55.200><c> all?</c>

00:08:56.790 --> 00:08:56.800 align:start position:0%
Does that make you feel nervous at all?
 

00:08:56.800 --> 00:08:59.350 align:start position:0%
Does that make you feel nervous at all?
No.

00:08:59.350 --> 00:08:59.360 align:start position:0%
No.
 

00:08:59.360 --> 00:09:01.110 align:start position:0%
No.
You're<00:08:59.519><c> hitting</c><00:08:59.680><c> on</c><00:08:59.839><c> like</c><00:09:00.160><c> the</c><00:09:00.480><c> launch</c><00:09:00.720><c> button</c>

00:09:01.110 --> 00:09:01.120 align:start position:0%
You're hitting on like the launch button
 

00:09:01.120 --> 00:09:02.870 align:start position:0%
You're hitting on like the launch button
like

00:09:02.870 --> 00:09:02.880 align:start position:0%
like
 

00:09:02.880 --> 00:09:05.509 align:start position:0%
like
one<00:09:03.120><c> of</c><00:09:03.200><c> the</c><00:09:03.360><c> one</c><00:09:03.600><c> of</c><00:09:03.680><c> the</c><00:09:04.320><c> um</c><00:09:04.560><c> philosophies</c><00:09:05.200><c> I</c>

00:09:05.509 --> 00:09:05.519 align:start position:0%
one of the one of the um philosophies I
 

00:09:05.519 --> 00:09:07.829 align:start position:0%
one of the one of the um philosophies I
brought<00:09:06.000><c> when</c><00:09:06.240><c> I</c><00:09:06.560><c> started</c><00:09:06.880><c> here</c><00:09:07.040><c> was</c><00:09:07.279><c> test</c><00:09:07.600><c> for</c>

00:09:07.829 --> 00:09:07.839 align:start position:0%
brought when I started here was test for
 

00:09:07.839 --> 00:09:10.230 align:start position:0%
brought when I started here was test for
success.<00:09:08.240><c> And</c><00:09:08.399><c> so</c><00:09:08.560><c> I've</c><00:09:08.800><c> been</c><00:09:08.959><c> here,</c><00:09:10.080><c> you</c>

00:09:10.230 --> 00:09:10.240 align:start position:0%
success. And so I've been here, you
 

00:09:10.240 --> 00:09:14.230 align:start position:0%
success. And so I've been here, you
know,<00:09:10.399><c> almost</c><00:09:10.640><c> nine</c><00:09:10.959><c> years</c><00:09:11.200><c> and</c><00:09:11.360><c> we've</c><00:09:11.680><c> tested</c>

00:09:14.230 --> 00:09:14.240 align:start position:0%
know, almost nine years and we've tested
 

00:09:14.240 --> 00:09:17.110 align:start position:0%
know, almost nine years and we've tested
consistently,<00:09:15.200><c> you</c><00:09:15.360><c> know,</c><00:09:15.519><c> every</c><00:09:15.760><c> year.</c><00:09:16.880><c> It</c>

00:09:17.110 --> 00:09:17.120 align:start position:0%
consistently, you know, every year. It
 

00:09:17.120 --> 00:09:21.110 align:start position:0%
consistently, you know, every year. It
was<00:09:17.519><c> websites,</c><00:09:18.320><c> it</c><00:09:18.560><c> was</c><00:09:19.519><c> agencies,</c><00:09:20.320><c> it</c><00:09:20.560><c> was</c>

00:09:21.110 --> 00:09:21.120 align:start position:0%
was websites, it was agencies, it was
 

00:09:21.120 --> 00:09:23.110 align:start position:0%
was websites, it was agencies, it was
different<00:09:21.440><c> ad</c><00:09:21.760><c> tools,</c><00:09:22.160><c> it</c><00:09:22.320><c> was</c><00:09:22.480><c> trade</c><00:09:22.720><c> tools,</c>

00:09:23.110 --> 00:09:23.120 align:start position:0%
different ad tools, it was trade tools,
 

00:09:23.120 --> 00:09:24.710 align:start position:0%
different ad tools, it was trade tools,
it<00:09:23.279><c> was</c><00:09:23.440><c> yeah,</c><00:09:23.600><c> I'd</c><00:09:23.760><c> pick</c><00:09:23.920><c> a</c><00:09:24.080><c> card.</c><00:09:24.240><c> Like</c><00:09:24.480><c> we've</c>

00:09:24.710 --> 00:09:24.720 align:start position:0%
it was yeah, I'd pick a card. Like we've
 

00:09:24.720 --> 00:09:28.710 align:start position:0%
it was yeah, I'd pick a card. Like we've
tested<00:09:25.200><c> so</c><00:09:25.600><c> much</c><00:09:26.959><c> and</c><00:09:27.519><c> uh</c><00:09:28.080><c> you</c><00:09:28.240><c> know,</c><00:09:28.399><c> so</c><00:09:28.560><c> here</c>

00:09:28.710 --> 00:09:28.720 align:start position:0%
tested so much and uh you know, so here
 

00:09:28.720 --> 00:09:31.509 align:start position:0%
tested so much and uh you know, so here
we<00:09:28.959><c> are</c><00:09:29.040><c> at</c><00:09:29.279><c> this</c><00:09:29.440><c> precipice</c><00:09:30.000><c> of</c><00:09:30.240><c> having</c><00:09:30.560><c> like</c>

00:09:31.509 --> 00:09:31.519 align:start position:0%
we are at this precipice of having like
 

00:09:31.519 --> 00:09:33.509 align:start position:0%
we are at this precipice of having like
a<00:09:31.839><c> platform</c><00:09:32.320><c> that</c><00:09:32.640><c> will</c><00:09:32.880><c> allow</c><00:09:33.200><c> us</c><00:09:33.360><c> to</c>

00:09:33.509 --> 00:09:33.519 align:start position:0%
a platform that will allow us to
 

00:09:33.519 --> 00:09:36.790 align:start position:0%
a platform that will allow us to
activate<00:09:34.000><c> whatever</c><00:09:34.399><c> we</c><00:09:34.640><c> want</c><00:09:34.800><c> in</c><00:09:35.120><c> house.</c>

00:09:36.790 --> 00:09:36.800 align:start position:0%
activate whatever we want in house.
 

00:09:36.800 --> 00:09:38.710 align:start position:0%
activate whatever we want in house.
You<00:09:36.959><c> know,</c><00:09:37.279><c> everything</c><00:09:37.519><c> except</c><00:09:38.000><c> search.</c><00:09:38.560><c> Like</c>

00:09:38.710 --> 00:09:38.720 align:start position:0%
You know, everything except search. Like
 

00:09:38.720 --> 00:09:39.990 align:start position:0%
You know, everything except search. Like
the<00:09:38.880><c> only</c><00:09:39.040><c> thing</c><00:09:39.200><c> we're</c><00:09:39.440><c> not</c><00:09:39.600><c> going</c><00:09:39.760><c> to</c><00:09:39.839><c> be</c>

00:09:39.990 --> 00:09:40.000 align:start position:0%
the only thing we're not going to be
 

00:09:40.000 --> 00:09:41.269 align:start position:0%
the only thing we're not going to be
doing<00:09:40.160><c> in</c><00:09:40.320><c> house</c><00:09:40.480><c> is</c><00:09:40.720><c> search.</c><00:09:40.959><c> And</c><00:09:41.120><c> I</c><00:09:41.200><c> don't</c>

00:09:41.269 --> 00:09:41.279 align:start position:0%
doing in house is search. And I don't
 

00:09:41.279 --> 00:09:42.710 align:start position:0%
doing in house is search. And I don't
know,<00:09:41.519><c> maybe</c><00:09:41.600><c> we'll</c><00:09:41.839><c> be</c><00:09:42.000><c> doing</c><00:09:42.080><c> that</c><00:09:42.240><c> in</c><00:09:42.480><c> house</c>

00:09:42.710 --> 00:09:42.720 align:start position:0%
know, maybe we'll be doing that in house
 

00:09:42.720 --> 00:09:45.430 align:start position:0%
know, maybe we'll be doing that in house
by<00:09:42.959><c> next</c><00:09:43.120><c> year,</c><00:09:43.360><c> but</c><00:09:43.680><c> like</c><00:09:44.720><c> we'll</c><00:09:45.040><c> be</c><00:09:45.120><c> able</c><00:09:45.279><c> to</c>

00:09:45.430 --> 00:09:45.440 align:start position:0%
by next year, but like we'll be able to
 

00:09:45.440 --> 00:09:46.630 align:start position:0%
by next year, but like we'll be able to
do<00:09:45.600><c> everything</c><00:09:45.839><c> with</c><00:09:46.000><c> the</c><00:09:46.160><c> click</c><00:09:46.320><c> of</c><00:09:46.480><c> a</c>

00:09:46.630 --> 00:09:46.640 align:start position:0%
do everything with the click of a
 

00:09:46.640 --> 00:09:49.269 align:start position:0%
do everything with the click of a
button.<00:09:47.120><c> And</c><00:09:47.360><c> so,</c><00:09:48.320><c> uh,</c><00:09:48.480><c> I</c><00:09:48.720><c> don't</c><00:09:48.959><c> have</c><00:09:49.040><c> a</c>

00:09:49.269 --> 00:09:49.279 align:start position:0%
button. And so, uh, I don't have a
 

00:09:49.279 --> 00:09:50.870 align:start position:0%
button. And so, uh, I don't have a
problem<00:09:49.600><c> kind</c><00:09:49.839><c> of</c><00:09:49.920><c> hitting</c><00:09:50.160><c> the</c><00:09:50.399><c> brakes</c><00:09:50.720><c> a</c>

00:09:50.870 --> 00:09:50.880 align:start position:0%
problem kind of hitting the brakes a
 

00:09:50.880 --> 00:09:53.350 align:start position:0%
problem kind of hitting the brakes a
little<00:09:51.040><c> bit</c><00:09:51.680><c> to</c><00:09:51.920><c> say,</c><00:09:52.160><c> let's</c><00:09:52.480><c> make</c><00:09:52.640><c> sure</c><00:09:52.880><c> that</c>

00:09:53.350 --> 00:09:53.360 align:start position:0%
little bit to say, let's make sure that
 

00:09:53.360 --> 00:09:54.790 align:start position:0%
little bit to say, let's make sure that
this<00:09:53.680><c> way</c><00:09:53.839><c> that</c><00:09:54.080><c> we're</c><00:09:54.240><c> doing</c><00:09:54.399><c> this</c><00:09:54.640><c> with</c>

00:09:54.790 --> 00:09:54.800 align:start position:0%
this way that we're doing this with
 

00:09:54.800 --> 00:09:57.910 align:start position:0%
this way that we're doing this with
these<00:09:55.120><c> people</c><00:09:55.279><c> is</c><00:09:55.519><c> the</c><00:09:55.760><c> right</c><00:09:55.920><c> way,</c><00:09:57.200><c> you</c><00:09:57.360><c> know,</c>

00:09:57.910 --> 00:09:57.920 align:start position:0%
these people is the right way, you know,
 

00:09:57.920 --> 00:09:59.590 align:start position:0%
these people is the right way, you know,
pausing,<00:09:58.480><c> hitting</c><00:09:58.720><c> the</c><00:09:58.880><c> brakes,</c><00:09:59.200><c> and</c><00:09:59.440><c> then</c>

00:09:59.590 --> 00:09:59.600 align:start position:0%
pausing, hitting the brakes, and then
 

00:09:59.600 --> 00:10:01.829 align:start position:0%
pausing, hitting the brakes, and then
looking<00:09:59.839><c> at</c><00:10:00.000><c> alternatives</c><00:10:00.560><c> and</c><00:10:00.800><c> saying,</c>

00:10:01.829 --> 00:10:01.839 align:start position:0%
looking at alternatives and saying,
 

00:10:01.839 --> 00:10:03.670 align:start position:0%
looking at alternatives and saying,
maybe<00:10:02.080><c> this</c><00:10:02.320><c> is</c><00:10:02.480><c> a</c><00:10:02.640><c> better</c><00:10:02.880><c> path.</c><00:10:03.440><c> You</c><00:10:03.600><c> know,</c>

00:10:03.670 --> 00:10:03.680 align:start position:0%
maybe this is a better path. You know,
 

00:10:03.680 --> 00:10:06.389 align:start position:0%
maybe this is a better path. You know,
we're<00:10:03.920><c> not</c><00:10:04.080><c> we're</c><00:10:04.240><c> not</c><00:10:04.399><c> in</c><00:10:04.560><c> a</c><00:10:04.720><c> rush.</c><00:10:06.080><c> We're</c>

00:10:06.389 --> 00:10:06.399 align:start position:0%
we're not we're not in a rush. We're
 

00:10:06.399 --> 00:10:09.990 align:start position:0%
we're not we're not in a rush. We're
we're<00:10:06.480><c> we're</c><00:10:07.440><c> more</c><00:10:07.680><c> in</c><00:10:07.920><c> a</c><00:10:08.320><c> um</c><00:10:09.440><c> we're</c><00:10:09.680><c> we're</c>

00:10:09.990 --> 00:10:10.000 align:start position:0%
we're we're more in a um we're we're
 

00:10:10.000 --> 00:10:12.630 align:start position:0%
we're we're more in a um we're we're
more<00:10:10.160><c> in</c><00:10:10.320><c> a</c><00:10:10.880><c> um</c><00:10:11.120><c> a</c><00:10:11.360><c> steady</c><00:10:11.760><c> walk</c><00:10:12.000><c> to</c><00:10:12.240><c> get</c><00:10:12.320><c> to</c><00:10:12.480><c> the</c>

00:10:12.630 --> 00:10:12.640 align:start position:0%
more in a um a steady walk to get to the
 

00:10:12.640 --> 00:10:14.389 align:start position:0%
more in a um a steady walk to get to the
right<00:10:12.800><c> thing</c><00:10:12.959><c> that</c><00:10:13.279><c> works</c><00:10:13.440><c> for</c><00:10:13.680><c> us.</c>

00:10:14.389 --> 00:10:14.399 align:start position:0%
right thing that works for us.
 

00:10:14.399 --> 00:10:18.310 align:start position:0%
right thing that works for us.
Yeah.<00:10:15.040><c> What</c><00:10:15.440><c> how</c><00:10:16.320><c> how</c><00:10:16.959><c> did</c><00:10:17.440><c> that</c><00:10:17.839><c> experience</c>

00:10:18.310 --> 00:10:18.320 align:start position:0%
Yeah. What how how did that experience
 

00:10:18.320 --> 00:10:21.670 align:start position:0%
Yeah. What how how did that experience
in<00:10:18.560><c> consumer</c><00:10:19.040><c> package</c><00:10:19.440><c> goods</c><00:10:19.680><c> and</c><00:10:19.920><c> CPG</c><00:10:21.120><c> shape</c>

00:10:21.670 --> 00:10:21.680 align:start position:0%
in consumer package goods and CPG shape
 

00:10:21.680 --> 00:10:24.470 align:start position:0%
in consumer package goods and CPG shape
what<00:10:21.920><c> you're</c><00:10:22.079><c> doing</c><00:10:22.240><c> in</c><00:10:22.480><c> automotive?</c>

00:10:24.470 --> 00:10:24.480 align:start position:0%
what you're doing in automotive?
 

00:10:24.480 --> 00:10:26.949 align:start position:0%
what you're doing in automotive?
I<00:10:24.560><c> just</c><00:10:24.720><c> think</c><00:10:24.880><c> CPG</c><00:10:25.360><c> is</c><00:10:25.519><c> incredibly</c><00:10:26.560><c> data</c>

00:10:26.949 --> 00:10:26.959 align:start position:0%
I just think CPG is incredibly data
 

00:10:26.959 --> 00:10:29.670 align:start position:0%
I just think CPG is incredibly data
driven<00:10:27.519><c> and</c><00:10:28.560><c> you</c><00:10:28.720><c> know</c><00:10:28.959><c> not</c><00:10:29.200><c> not</c><00:10:29.519><c> that</c>

00:10:29.670 --> 00:10:29.680 align:start position:0%
driven and you know not not that
 

00:10:29.680 --> 00:10:31.509 align:start position:0%
driven and you know not not that
automotive<00:10:30.160><c> isn't</c><00:10:30.399><c> data</c><00:10:30.720><c> driven.</c><00:10:31.040><c> It</c><00:10:31.120><c> is</c><00:10:31.279><c> data</c>

00:10:31.509 --> 00:10:31.519 align:start position:0%
automotive isn't data driven. It is data
 

00:10:31.519 --> 00:10:33.350 align:start position:0%
automotive isn't data driven. It is data
driven<00:10:31.839><c> but</c><00:10:32.160><c> CPG</c><00:10:32.720><c> it's</c><00:10:32.959><c> very</c>

00:10:33.350 --> 00:10:33.360 align:start position:0%
driven but CPG it's very
 

00:10:33.360 --> 00:10:35.670 align:start position:0%
driven but CPG it's very
it's<00:10:33.600><c> next</c><00:10:33.760><c> level.</c><00:10:34.160><c> It's</c><00:10:34.320><c> academic</c><00:10:34.959><c> level.</c>

00:10:35.670 --> 00:10:35.680 align:start position:0%
it's next level. It's academic level.
 

00:10:35.680 --> 00:10:38.710 align:start position:0%
it's next level. It's academic level.
It's<00:10:35.839><c> it's</c><00:10:36.320><c> consumer</c><00:10:37.440><c> data</c><00:10:37.920><c> driven,</c><00:10:38.399><c> right?</c>

00:10:38.710 --> 00:10:38.720 align:start position:0%
It's it's consumer data driven, right?
 

00:10:38.720 --> 00:10:43.750 align:start position:0%
It's it's consumer data driven, right?
Like<00:10:40.160><c> if</c><00:10:40.480><c> you're</c><00:10:41.120><c> a</c><00:10:41.440><c> company</c><00:10:41.760><c> like</c><00:10:42.160><c> a</c><00:10:42.480><c> Hannes</c>

00:10:43.750 --> 00:10:43.760 align:start position:0%
Like if you're a company like a Hannes
 

00:10:43.760 --> 00:10:46.870 align:start position:0%
Like if you're a company like a Hannes
or<00:10:44.160><c> me,</c><00:10:44.640><c> you're</c><00:10:44.959><c> selling</c><00:10:45.279><c> to</c><00:10:45.600><c> the</c><00:10:45.920><c> largest</c>

00:10:46.870 --> 00:10:46.880 align:start position:0%
or me, you're selling to the largest
 

00:10:46.880 --> 00:10:50.790 align:start position:0%
or me, you're selling to the largest
retailers<00:10:48.160><c> in</c><00:10:48.399><c> the</c><00:10:48.640><c> nation,</c><00:10:49.360><c> right?</c><00:10:50.480><c> Whether</c>

00:10:50.790 --> 00:10:50.800 align:start position:0%
retailers in the nation, right? Whether
 

00:10:50.800 --> 00:10:52.630 align:start position:0%
retailers in the nation, right? Whether
they're<00:10:51.040><c> e-commerce</c><00:10:51.680><c> like</c><00:10:51.920><c> Amazon</c><00:10:52.399><c> or</c>

00:10:52.630 --> 00:10:52.640 align:start position:0%
they're e-commerce like Amazon or
 

00:10:52.640 --> 00:10:54.150 align:start position:0%
they're e-commerce like Amazon or
whether<00:10:52.959><c> they</c><00:10:53.279><c> are</c><00:10:53.360><c> brick</c><00:10:53.600><c> and</c><00:10:53.760><c> mortar</c><00:10:54.000><c> like</c>

00:10:54.150 --> 00:10:54.160 align:start position:0%
whether they are brick and mortar like
 

00:10:54.160 --> 00:10:56.870 align:start position:0%
whether they are brick and mortar like
Target<00:10:54.480><c> and</c><00:10:54.720><c> Walmart</c><00:10:55.440><c> or</c><00:10:55.760><c> both.</c><00:10:56.240><c> Like</c>

00:10:56.870 --> 00:10:56.880 align:start position:0%
Target and Walmart or both. Like
 

00:10:56.880 --> 00:10:58.710 align:start position:0%
Target and Walmart or both. Like
Walmart's<00:10:57.360><c> e-commerce</c><00:10:57.839><c> business</c><00:10:58.079><c> is</c><00:10:58.320><c> massive</c>

00:10:58.710 --> 00:10:58.720 align:start position:0%
Walmart's e-commerce business is massive
 

00:10:58.720 --> 00:11:02.230 align:start position:0%
Walmart's e-commerce business is massive
now,<00:10:59.040><c> right?</c><00:10:59.839><c> So,</c><00:11:00.640><c> um,</c><00:11:01.279><c> when</c><00:11:01.519><c> you</c><00:11:01.680><c> go</c><00:11:01.839><c> in</c><00:11:02.000><c> to</c>

00:11:02.230 --> 00:11:02.240 align:start position:0%
now, right? So, um, when you go in to
 

00:11:02.240 --> 00:11:05.110 align:start position:0%
now, right? So, um, when you go in to
sell<00:11:02.399><c> a</c><00:11:02.720><c> program,</c><00:11:04.079><c> you</c><00:11:04.399><c> have</c><00:11:04.560><c> to</c><00:11:04.720><c> convince</c>

00:11:05.110 --> 00:11:05.120 align:start position:0%
sell a program, you have to convince
 

00:11:05.120 --> 00:11:07.110 align:start position:0%
sell a program, you have to convince
them<00:11:05.279><c> why</c><00:11:05.600><c> that</c><00:11:05.839><c> program</c><00:11:06.160><c> is</c><00:11:06.399><c> right</c><00:11:06.640><c> for</c><00:11:06.800><c> their</c>

00:11:07.110 --> 00:11:07.120 align:start position:0%
them why that program is right for their
 

00:11:07.120 --> 00:11:09.670 align:start position:0%
them why that program is right for their
store.<00:11:08.079><c> So,</c><00:11:08.320><c> you</c><00:11:08.560><c> need</c><00:11:08.640><c> to</c><00:11:08.800><c> understand</c><00:11:09.360><c> who</c>

00:11:09.670 --> 00:11:09.680 align:start position:0%
store. So, you need to understand who
 

00:11:09.680 --> 00:11:11.509 align:start position:0%
store. So, you need to understand who
the<00:11:09.920><c> consumer</c><00:11:10.399><c> is</c><00:11:10.560><c> that</c><00:11:10.800><c> you're</c><00:11:11.120><c> targeting</c>

00:11:11.509 --> 00:11:11.519 align:start position:0%
the consumer is that you're targeting
 

00:11:11.519 --> 00:11:14.069 align:start position:0%
the consumer is that you're targeting
and<00:11:11.839><c> everything</c><00:11:12.320><c> about</c><00:11:12.640><c> that</c><00:11:12.959><c> consumer</c><00:11:13.440><c> that</c>

00:11:14.069 --> 00:11:14.079 align:start position:0%
and everything about that consumer that
 

00:11:14.079 --> 00:11:17.030 align:start position:0%
and everything about that consumer that
is<00:11:14.399><c> able</c><00:11:14.720><c> to</c><00:11:15.040><c> explain</c><00:11:15.600><c> why.</c><00:11:16.640><c> And</c><00:11:16.800><c> then</c><00:11:16.959><c> you</c>

00:11:17.030 --> 00:11:17.040 align:start position:0%
is able to explain why. And then you
 

00:11:17.040 --> 00:11:19.110 align:start position:0%
is able to explain why. And then you
need<00:11:17.200><c> to</c><00:11:17.279><c> be</c><00:11:17.360><c> able</c><00:11:17.519><c> to</c><00:11:17.600><c> match</c><00:11:17.920><c> that</c><00:11:18.160><c> up</c><00:11:18.320><c> with</c>

00:11:19.110 --> 00:11:19.120 align:start position:0%
need to be able to match that up with
 

00:11:19.120 --> 00:11:23.269 align:start position:0%
need to be able to match that up with
that<00:11:19.440><c> consumers</c><00:11:20.000><c> in</c><00:11:20.240><c> your</c><00:11:20.560><c> store,</c><00:11:21.920><c> right?</c><00:11:22.720><c> So</c>

00:11:23.269 --> 00:11:23.279 align:start position:0%
that consumers in your store, right? So
 

00:11:23.279 --> 00:11:25.030 align:start position:0%
that consumers in your store, right? So
there's<00:11:23.600><c> this</c><00:11:24.000><c> there's</c><00:11:24.320><c> a</c><00:11:24.480><c> very</c><00:11:24.720><c> different</c>

00:11:25.030 --> 00:11:25.040 align:start position:0%
there's this there's a very different
 

00:11:25.040 --> 00:11:27.829 align:start position:0%
there's this there's a very different
approach<00:11:26.240><c> kind</c><00:11:26.480><c> of</c><00:11:26.640><c> strategically</c><00:11:27.279><c> on</c><00:11:27.600><c> how</c>

00:11:27.829 --> 00:11:27.839 align:start position:0%
approach kind of strategically on how
 

00:11:27.839 --> 00:11:29.590 align:start position:0%
approach kind of strategically on how
you<00:11:28.079><c> sell</c>

00:11:29.590 --> 00:11:29.600 align:start position:0%
you sell
 

00:11:29.600 --> 00:11:31.590 align:start position:0%
you sell
um<00:11:30.000><c> because</c><00:11:30.320><c> of</c><00:11:30.480><c> that.</c><00:11:30.880><c> So</c><00:11:31.040><c> you</c><00:11:31.279><c> have</c><00:11:31.360><c> to</c><00:11:31.519><c> have</c>

00:11:31.590 --> 00:11:31.600 align:start position:0%
um because of that. So you have to have
 

00:11:31.600 --> 00:11:33.829 align:start position:0%
um because of that. So you have to have
the<00:11:31.760><c> end</c><00:11:31.920><c> consumer</c><00:11:32.399><c> in</c><00:11:32.560><c> mind</c><00:11:32.720><c> at</c><00:11:32.959><c> all</c><00:11:33.200><c> time.</c>

00:11:33.829 --> 00:11:33.839 align:start position:0%
the end consumer in mind at all time.
 

00:11:33.839 --> 00:11:35.269 align:start position:0%
the end consumer in mind at all time.
You're<00:11:34.079><c> you're</c><00:11:34.399><c> designing</c><00:11:34.800><c> a</c><00:11:34.959><c> product,</c>

00:11:35.269 --> 00:11:35.279 align:start position:0%
You're you're designing a product,
 

00:11:35.279 --> 00:11:36.870 align:start position:0%
You're you're designing a product,
you're<00:11:35.519><c> selling</c><00:11:35.760><c> a</c><00:11:35.920><c> product</c><00:11:36.160><c> for</c><00:11:36.399><c> an</c><00:11:36.640><c> end</c>

00:11:36.870 --> 00:11:36.880 align:start position:0%
you're selling a product for an end
 

00:11:36.880 --> 00:11:40.069 align:start position:0%
you're selling a product for an end
consumer<00:11:38.320><c> um</c><00:11:38.720><c> but</c><00:11:38.959><c> you</c><00:11:39.200><c> also</c><00:11:39.440><c> have</c><00:11:39.600><c> to</c><00:11:39.760><c> sell</c><00:11:39.920><c> to</c>

00:11:40.069 --> 00:11:40.079 align:start position:0%
consumer um but you also have to sell to
 

00:11:40.079 --> 00:11:41.910 align:start position:0%
consumer um but you also have to sell to
the<00:11:40.320><c> customer</c><00:11:40.560><c> who's</c><00:11:40.880><c> selling</c><00:11:41.120><c> it</c><00:11:41.279><c> for</c><00:11:41.519><c> you.</c>

00:11:41.910 --> 00:11:41.920 align:start position:0%
the customer who's selling it for you.
 

00:11:41.920 --> 00:11:44.949 align:start position:0%
the customer who's selling it for you.
So<00:11:42.160><c> it's</c><00:11:42.560><c> um</c><00:11:42.800><c> it's</c><00:11:43.040><c> it's</c><00:11:43.440><c> B2B</c><00:11:43.839><c> TOC.</c><00:11:44.560><c> You</c><00:11:44.720><c> got</c><00:11:44.800><c> to</c>

00:11:44.949 --> 00:11:44.959 align:start position:0%
So it's um it's it's B2B TOC. You got to
 

00:11:44.959 --> 00:11:47.430 align:start position:0%
So it's um it's it's B2B TOC. You got to
understand<00:11:45.279><c> all</c><00:11:45.440><c> the</c><00:11:45.600><c> steps.</c>

00:11:47.430 --> 00:11:47.440 align:start position:0%
understand all the steps.
 

00:11:47.440 --> 00:11:48.550 align:start position:0%
understand all the steps.
And<00:11:47.519><c> then</c><00:11:47.680><c> were</c><00:11:47.839><c> you</c><00:11:47.920><c> doing</c><00:11:48.079><c> any</c><00:11:48.240><c> like</c><00:11:48.399><c> direct</c>

00:11:48.550 --> 00:11:48.560 align:start position:0%
And then were you doing any like direct
 

00:11:48.560 --> 00:11:50.790 align:start position:0%
And then were you doing any like direct
to<00:11:48.800><c> consumer</c><00:11:49.200><c> advertising</c><00:11:49.920><c> too?</c>

00:11:50.790 --> 00:11:50.800 align:start position:0%
to consumer advertising too?
 

00:11:50.800 --> 00:11:53.590 align:start position:0%
to consumer advertising too?
Yeah.<00:11:52.000><c> Yeah,</c><00:11:52.480><c> that's</c><00:11:52.959><c> there's</c><00:11:53.279><c> a</c><00:11:53.440><c> lot</c><00:11:53.519><c> of</c>

00:11:53.590 --> 00:11:53.600 align:start position:0%
Yeah. Yeah, that's there's a lot of
 

00:11:53.600 --> 00:11:54.949 align:start position:0%
Yeah. Yeah, that's there's a lot of
complexity.<00:11:54.160><c> Do</c><00:11:54.240><c> you</c><00:11:54.320><c> feel</c><00:11:54.480><c> like</c><00:11:54.560><c> there's</c>

00:11:54.949 --> 00:11:54.959 align:start position:0%
complexity. Do you feel like there's
 

00:11:54.959 --> 00:11:57.190 align:start position:0%
complexity. Do you feel like there's
more<00:11:55.120><c> complexity</c><00:11:55.680><c> in</c><00:11:56.399><c> consumer</c><00:11:56.880><c> package</c>

00:11:57.190 --> 00:11:57.200 align:start position:0%
more complexity in consumer package
 

00:11:57.200 --> 00:12:00.630 align:start position:0%
more complexity in consumer package
goods<00:11:57.440><c> or</c><00:11:57.680><c> in</c><00:11:57.839><c> automotive?</c>

00:12:00.630 --> 00:12:00.640 align:start position:0%
goods or in automotive?
 

00:12:00.640 --> 00:12:03.190 align:start position:0%
goods or in automotive?
Um<00:12:01.839><c> I</c><00:12:02.079><c> don't</c><00:12:02.240><c> know</c><00:12:02.320><c> that</c><00:12:02.640><c> there's</c><00:12:02.959><c> more</c>

00:12:03.190 --> 00:12:03.200 align:start position:0%
Um I don't know that there's more
 

00:12:03.200 --> 00:12:06.310 align:start position:0%
Um I don't know that there's more
complexity.<00:12:04.079><c> It's</c><00:12:04.399><c> just</c><00:12:04.800><c> different.</c><00:12:06.160><c> You</c>

00:12:06.310 --> 00:12:06.320 align:start position:0%
complexity. It's just different. You
 

00:12:06.320 --> 00:12:08.150 align:start position:0%
complexity. It's just different. You
know,<00:12:06.639><c> automotive</c><00:12:07.200><c> is</c><00:12:07.440><c> like</c><00:12:07.600><c> everything's</c><00:12:08.000><c> a</c>

00:12:08.150 --> 00:12:08.160 align:start position:0%
know, automotive is like everything's a
 

00:12:08.160 --> 00:12:10.150 align:start position:0%
know, automotive is like everything's a
30-day<00:12:08.639><c> cycle.</c>

00:12:10.150 --> 00:12:10.160 align:start position:0%
30-day cycle.
 

00:12:10.160 --> 00:12:12.389 align:start position:0%
30-day cycle.
Almost<00:12:10.560><c> everything</c><00:12:10.959><c> is</c><00:12:11.279><c> lowfunnel.</c><00:12:12.160><c> It's</c>

00:12:12.389 --> 00:12:12.399 align:start position:0%
Almost everything is lowfunnel. It's
 

00:12:12.399 --> 00:12:15.829 align:start position:0%
Almost everything is lowfunnel. It's
like<00:12:13.519><c> leads,</c><00:12:13.920><c> leads,</c><00:12:14.320><c> leads,</c><00:12:15.440><c> right?</c>

00:12:15.829 --> 00:12:15.839 align:start position:0%
like leads, leads, leads, right?
 

00:12:15.839 --> 00:12:18.069 align:start position:0%
like leads, leads, leads, right?
Conversions,<00:12:16.399><c> conversions.</c>

00:12:18.069 --> 00:12:18.079 align:start position:0%
Conversions, conversions.
 

00:12:18.079 --> 00:12:21.750 align:start position:0%
Conversions, conversions.
And<00:12:18.240><c> in</c><00:12:18.480><c> CPG</c><00:12:19.279><c> like</c><00:12:19.680><c> there</c><00:12:20.000><c> is</c><00:12:21.200><c> elements</c><00:12:21.600><c> of</c>

00:12:21.750 --> 00:12:21.760 align:start position:0%
And in CPG like there is elements of
 

00:12:21.760 --> 00:12:24.310 align:start position:0%
And in CPG like there is elements of
that.<00:12:22.639><c> So</c><00:12:22.880><c> if</c><00:12:23.040><c> you</c><00:12:23.200><c> have</c><00:12:23.360><c> a</c><00:12:23.600><c> big</c><00:12:23.760><c> push</c><00:12:24.079><c> because</c>

00:12:24.310 --> 00:12:24.320 align:start position:0%
that. So if you have a big push because
 

00:12:24.320 --> 00:12:26.150 align:start position:0%
that. So if you have a big push because
it's<00:12:24.560><c> end</c><00:12:24.720><c> of</c><00:12:24.959><c> year</c><00:12:25.279><c> or</c><00:12:25.600><c> you</c><00:12:25.760><c> want</c><00:12:25.839><c> to</c><00:12:26.000><c> move</c>

00:12:26.150 --> 00:12:26.160 align:start position:0%
it's end of year or you want to move
 

00:12:26.160 --> 00:12:28.069 align:start position:0%
it's end of year or you want to move
inventory<00:12:26.720><c> down,</c><00:12:27.040><c> maybe</c><00:12:27.279><c> you</c><00:12:27.440><c> run</c><00:12:27.680><c> some</c><00:12:27.920><c> kind</c>

00:12:28.069 --> 00:12:28.079 align:start position:0%
inventory down, maybe you run some kind
 

00:12:28.079 --> 00:12:32.230 align:start position:0%
inventory down, maybe you run some kind
of<00:12:28.320><c> special</c><00:12:29.519><c> in</c><00:12:29.839><c> order</c><00:12:30.000><c> to</c><00:12:30.240><c> do</c><00:12:30.399><c> that.</c><00:12:30.800><c> But</c><00:12:30.959><c> like</c>

00:12:32.230 --> 00:12:32.240 align:start position:0%
of special in order to do that. But like
 

00:12:32.240 --> 00:12:34.870 align:start position:0%
of special in order to do that. But like
generally<00:12:32.959><c> speaking</c><00:12:33.680><c> in</c><00:12:33.920><c> the</c><00:12:34.079><c> categories</c><00:12:34.560><c> I</c>

00:12:34.870 --> 00:12:34.880 align:start position:0%
generally speaking in the categories I
 

00:12:34.880 --> 00:12:37.509 align:start position:0%
generally speaking in the categories I
was<00:12:34.959><c> in,</c><00:12:35.920><c> there</c><00:12:36.160><c> was</c><00:12:36.320><c> a</c><00:12:36.560><c> lot</c><00:12:36.720><c> less</c><00:12:36.959><c> of</c><00:12:37.200><c> that</c>

00:12:37.509 --> 00:12:37.519 align:start position:0%
was in, there was a lot less of that
 

00:12:37.519 --> 00:12:39.269 align:start position:0%
was in, there was a lot less of that
kind<00:12:37.680><c> of</c><00:12:38.000><c> urgency.</c><00:12:38.399><c> It</c><00:12:38.639><c> was</c><00:12:38.720><c> a</c><00:12:38.880><c> lot</c><00:12:39.040><c> more</c>

00:12:39.269 --> 00:12:39.279 align:start position:0%
kind of urgency. It was a lot more
 

00:12:39.279 --> 00:12:41.110 align:start position:0%
kind of urgency. It was a lot more
branding.

00:12:41.110 --> 00:12:41.120 align:start position:0%
branding.
 

00:12:41.120 --> 00:12:42.790 align:start position:0%
branding.
Were<00:12:41.360><c> you</c><00:12:41.519><c> ever</c><00:12:41.680><c> asked</c><00:12:41.920><c> to</c><00:12:42.000><c> do</c><00:12:42.160><c> any</c><00:12:42.399><c> modeling</c>

00:12:42.790 --> 00:12:42.800 align:start position:0%
Were you ever asked to do any modeling
 

00:12:42.800 --> 00:12:44.949 align:start position:0%
Were you ever asked to do any modeling
for<00:12:43.040><c> Hannes?</c>

00:12:44.949 --> 00:12:44.959 align:start position:0%
for Hannes?
 

00:12:44.959 --> 00:12:47.269 align:start position:0%
for Hannes?
I<00:12:45.120><c> was</c><00:12:45.279><c> not</c><00:12:45.519><c> personally.</c><00:12:46.000><c> No.</c><00:12:46.800><c> Wow,</c><00:12:47.120><c> that</c>

00:12:47.269 --> 00:12:47.279 align:start position:0%
I was not personally. No. Wow, that
 

00:12:47.279 --> 00:12:49.030 align:start position:0%
I was not personally. No. Wow, that
would<00:12:47.440><c> have</c><00:12:47.519><c> been</c><00:12:47.760><c> really</c><00:12:48.000><c> good</c><00:12:48.240><c> though.</c>

00:12:49.030 --> 00:12:49.040 align:start position:0%
would have been really good though.
 

00:12:49.040 --> 00:12:50.470 align:start position:0%
would have been really good though.
Not<00:12:49.200><c> yet.</c>

00:12:50.470 --> 00:12:50.480 align:start position:0%
Not yet.
 

00:12:50.480 --> 00:12:53.670 align:start position:0%
Not yet.
So,<00:12:50.880><c> how</c><00:12:51.040><c> do</c><00:12:51.200><c> you</c><00:12:51.279><c> think</c><00:12:51.440><c> about</c><00:12:51.760><c> balancing</c>

00:12:53.670 --> 00:12:53.680 align:start position:0%
So, how do you think about balancing
 

00:12:53.680 --> 00:12:56.389 align:start position:0%
So, how do you think about balancing
building<00:12:54.079><c> the</c><00:12:54.480><c> brand</c><00:12:54.800><c> around</c><00:12:55.200><c> Modern</c><00:12:55.600><c> Auto</c>

00:12:56.389 --> 00:12:56.399 align:start position:0%
building the brand around Modern Auto
 

00:12:56.399 --> 00:12:59.350 align:start position:0%
building the brand around Modern Auto
and<00:12:57.040><c> all</c><00:12:57.279><c> of</c><00:12:57.440><c> your</c><00:12:57.600><c> locations</c>

00:12:59.350 --> 00:12:59.360 align:start position:0%
and all of your locations
 

00:12:59.360 --> 00:13:01.110 align:start position:0%
and all of your locations
and<00:12:59.680><c> building</c><00:12:59.920><c> the</c><00:13:00.160><c> brand</c><00:13:00.320><c> awareness</c><00:13:00.800><c> versus,</c>

00:13:01.110 --> 00:13:01.120 align:start position:0%
and building the brand awareness versus,
 

00:13:01.120 --> 00:13:02.710 align:start position:0%
and building the brand awareness versus,
hey,<00:13:01.440><c> we</c><00:13:01.680><c> actually</c><00:13:01.920><c> just</c><00:13:02.079><c> need</c><00:13:02.240><c> the</c><00:13:02.399><c> leads,</c>

00:13:02.710 --> 00:13:02.720 align:start position:0%
hey, we actually just need the leads,
 

00:13:02.720 --> 00:13:04.230 align:start position:0%
hey, we actually just need the leads,
leads,<00:13:02.959><c> leads</c><00:13:03.360><c> right</c><00:13:03.519><c> now</c><00:13:03.600><c> because</c><00:13:03.839><c> we</c><00:13:04.000><c> got</c><00:13:04.079><c> to</c>

00:13:04.230 --> 00:13:04.240 align:start position:0%
leads, leads right now because we got to
 

00:13:04.240 --> 00:13:05.190 align:start position:0%
leads, leads right now because we got to
sell<00:13:04.399><c> cars.</c>

00:13:05.190 --> 00:13:05.200 align:start position:0%
sell cars.
 

00:13:05.200 --> 00:13:06.150 align:start position:0%
sell cars.
Yeah.

00:13:06.150 --> 00:13:06.160 align:start position:0%
Yeah.
 

00:13:06.160 --> 00:13:08.550 align:start position:0%
Yeah.
Yeah.<00:13:06.480><c> Well,</c><00:13:06.800><c> I</c><00:13:06.959><c> mean,</c><00:13:07.120><c> look,</c><00:13:07.600><c> no</c><00:13:07.920><c> advertising</c>

00:13:08.550 --> 00:13:08.560 align:start position:0%
Yeah. Well, I mean, look, no advertising
 

00:13:08.560 --> 00:13:10.470 align:start position:0%
Yeah. Well, I mean, look, no advertising
is<00:13:08.800><c> bad</c><00:13:09.120><c> advertising,</c><00:13:09.760><c> right?</c><00:13:10.000><c> Like,</c><00:13:10.240><c> your</c>

00:13:10.470 --> 00:13:10.480 align:start position:0%
is bad advertising, right? Like, your
 

00:13:10.480 --> 00:13:12.150 align:start position:0%
is bad advertising, right? Like, your
brand<00:13:10.720><c> is</c><00:13:10.959><c> on</c><00:13:11.279><c> everything,</c><00:13:11.680><c> no</c><00:13:11.680><c> matter</c><00:13:12.000><c> what</c>

00:13:12.150 --> 00:13:12.160 align:start position:0%
brand is on everything, no matter what
 

00:13:12.160 --> 00:13:14.389 align:start position:0%
brand is on everything, no matter what
it<00:13:12.320><c> is.</c><00:13:12.560><c> So</c><00:13:12.800><c> if</c><00:13:12.959><c> you're</c><00:13:13.120><c> pushing</c><00:13:13.360><c> a</c><00:13:14.160><c> an</c>

00:13:14.389 --> 00:13:14.399 align:start position:0%
it is. So if you're pushing a an
 

00:13:14.399 --> 00:13:17.190 align:start position:0%
it is. So if you're pushing a an
incentive<00:13:15.680><c> or</c><00:13:16.079><c> you're</c><00:13:16.399><c> pushing</c><00:13:16.639><c> a</c><00:13:16.880><c> service</c>

00:13:17.190 --> 00:13:17.200 align:start position:0%
incentive or you're pushing a service
 

00:13:17.200 --> 00:13:19.590 align:start position:0%
incentive or you're pushing a service
offer,<00:13:18.399><c> it's</c><00:13:18.639><c> still</c><00:13:18.800><c> got</c><00:13:18.959><c> your</c><00:13:19.120><c> brand</c><00:13:19.279><c> on</c><00:13:19.440><c> it.</c>

00:13:19.590 --> 00:13:19.600 align:start position:0%
offer, it's still got your brand on it.
 

00:13:19.600 --> 00:13:22.150 align:start position:0%
offer, it's still got your brand on it.
So<00:13:19.680><c> it's</c><00:13:19.920><c> all</c><00:13:20.079><c> branding.</c><00:13:21.440><c> What</c><00:13:21.600><c> it's</c><00:13:21.920><c> not</c>

00:13:22.150 --> 00:13:22.160 align:start position:0%
So it's all branding. What it's not
 

00:13:22.160 --> 00:13:24.310 align:start position:0%
So it's all branding. What it's not
doing<00:13:22.480><c> necessarily</c><00:13:23.200><c> is</c><00:13:23.440><c> bringing</c><00:13:23.760><c> your</c><00:13:24.000><c> value</c>

00:13:24.310 --> 00:13:24.320 align:start position:0%
doing necessarily is bringing your value
 

00:13:24.320 --> 00:13:26.310 align:start position:0%
doing necessarily is bringing your value
proposition<00:13:24.880><c> to</c><00:13:25.120><c> the</c><00:13:25.200><c> surface,</c><00:13:25.680><c> right?</c><00:13:26.079><c> And</c>

00:13:26.310 --> 00:13:26.320 align:start position:0%
proposition to the surface, right? And
 

00:13:26.320 --> 00:13:29.350 align:start position:0%
proposition to the surface, right? And
so<00:13:27.440><c> we</c><00:13:27.839><c> try</c>

00:13:29.350 --> 00:13:29.360 align:start position:0%
so we try
 

00:13:29.360 --> 00:13:32.150 align:start position:0%
so we try
to<00:13:29.600><c> take</c><00:13:30.399><c> a</c><00:13:30.720><c> percentage</c><00:13:31.120><c> of</c><00:13:31.279><c> our</c><00:13:31.519><c> budget</c><00:13:31.920><c> for</c>

00:13:32.150 --> 00:13:32.160 align:start position:0%
to take a percentage of our budget for
 

00:13:32.160 --> 00:13:34.470 align:start position:0%
to take a percentage of our budget for
every<00:13:32.399><c> store</c><00:13:32.720><c> every</c><00:13:33.040><c> month</c><00:13:33.680><c> and</c><00:13:33.920><c> use</c><00:13:34.160><c> it</c><00:13:34.320><c> for</c>

00:13:34.470 --> 00:13:34.480 align:start position:0%
every store every month and use it for
 

00:13:34.480 --> 00:13:36.550 align:start position:0%
every store every month and use it for
brand<00:13:34.880><c> messages.</c>

00:13:36.550 --> 00:13:36.560 align:start position:0%
brand messages.
 

00:13:36.560 --> 00:13:38.470 align:start position:0%
brand messages.
uh<00:13:36.720><c> we're</c><00:13:36.959><c> we're</c><00:13:37.360><c> probably</c><00:13:37.680><c> not</c><00:13:38.000><c> doing</c><00:13:38.240><c> as</c>

00:13:38.470 --> 00:13:38.480 align:start position:0%
uh we're we're probably not doing as
 

00:13:38.480 --> 00:13:41.110 align:start position:0%
uh we're we're probably not doing as
much<00:13:38.560><c> as</c><00:13:38.720><c> that</c><00:13:38.959><c> as</c><00:13:39.200><c> I</c><00:13:39.360><c> would</c><00:13:39.519><c> like</c><00:13:40.000><c> but</c><00:13:40.959><c> you</c>

00:13:41.110 --> 00:13:41.120 align:start position:0%
much as that as I would like but you
 

00:13:41.120 --> 00:13:44.470 align:start position:0%
much as that as I would like but you
know<00:13:41.440><c> you</c><00:13:41.680><c> have</c><00:13:41.839><c> to</c><00:13:42.399><c> start</c><00:13:42.720><c> somewhere</c><00:13:43.279><c> and</c><00:13:43.519><c> so</c>

00:13:44.470 --> 00:13:44.480 align:start position:0%
know you have to start somewhere and so
 

00:13:44.480 --> 00:13:47.509 align:start position:0%
know you have to start somewhere and so
it's<00:13:44.800><c> taken</c><00:13:45.120><c> a</c><00:13:45.279><c> long</c><00:13:45.680><c> like</c><00:13:46.560><c> we</c><00:13:46.880><c> change</c><00:13:47.200><c> pretty</c>

00:13:47.509 --> 00:13:47.519 align:start position:0%
it's taken a long like we change pretty
 

00:13:47.519 --> 00:13:49.030 align:start position:0%
it's taken a long like we change pretty
slowly<00:13:47.839><c> here</c><00:13:48.079><c> and</c><00:13:48.240><c> it's</c><00:13:48.399><c> not</c><00:13:48.560><c> because</c><00:13:48.800><c> people</c>

00:13:49.030 --> 00:13:49.040 align:start position:0%
slowly here and it's not because people
 

00:13:49.040 --> 00:13:51.430 align:start position:0%
slowly here and it's not because people
don't<00:13:49.200><c> want</c><00:13:49.440><c> change</c><00:13:49.839><c> it's</c><00:13:50.079><c> just</c><00:13:50.240><c> because</c><00:13:50.560><c> we</c>

00:13:51.430 --> 00:13:51.440 align:start position:0%
don't want change it's just because we
 

00:13:51.440 --> 00:13:53.350 align:start position:0%
don't want change it's just because we
operate<00:13:51.920><c> slowly</c><00:13:52.240><c> it's</c><00:13:52.480><c> like</c><00:13:52.639><c> okay</c><00:13:52.880><c> let's</c><00:13:53.200><c> do</c>

00:13:53.350 --> 00:13:53.360 align:start position:0%
operate slowly it's like okay let's do
 

00:13:53.360 --> 00:13:55.509 align:start position:0%
operate slowly it's like okay let's do
this<00:13:53.920><c> and</c><00:13:54.240><c> make</c><00:13:54.399><c> sure</c><00:13:54.480><c> it's</c><00:13:54.720><c> okay</c><00:13:55.040><c> then</c><00:13:55.360><c> let's</c>

00:13:55.509 --> 00:13:55.519 align:start position:0%
this and make sure it's okay then let's
 

00:13:55.519 --> 00:13:58.710 align:start position:0%
this and make sure it's okay then let's
do<00:13:55.680><c> this</c><00:13:55.920><c> and</c><00:13:56.160><c> let's</c><00:13:56.399><c> make</c><00:13:56.560><c> sure</c><00:13:56.639><c> it's</c><00:13:56.880><c> okay</c><00:13:57.680><c> so</c>

00:13:58.710 --> 00:13:58.720 align:start position:0%
do this and let's make sure it's okay so
 

00:13:58.720 --> 00:14:00.550 align:start position:0%
do this and let's make sure it's okay so
you<00:13:58.880><c> know</c><00:13:59.040><c> when</c><00:13:59.199><c> I</c><00:13:59.440><c> started</c><00:13:59.839><c> we</c><00:14:00.000><c> weren't</c>

00:14:00.550 --> 00:14:00.560 align:start position:0%
you know when I started we weren't
 

00:14:00.560 --> 00:14:02.710 align:start position:0%
you know when I started we weren't
really<00:14:00.959><c> running</c><00:14:01.279><c> a</c><00:14:01.519><c> whole</c><00:14:01.680><c> lot</c><00:14:01.839><c> of</c><00:14:02.320><c> brand</c>

00:14:02.710 --> 00:14:02.720 align:start position:0%
really running a whole lot of brand
 

00:14:02.720 --> 00:14:06.710 align:start position:0%
really running a whole lot of brand
messages<00:14:03.760><c> maybe</c><00:14:04.639><c> a</c><00:14:05.040><c> tiny</c><00:14:05.519><c> like</c><00:14:05.839><c> 2%</c><00:14:06.320><c> of</c><00:14:06.480><c> budget</c>

00:14:06.710 --> 00:14:06.720 align:start position:0%
messages maybe a tiny like 2% of budget
 

00:14:06.720 --> 00:14:08.150 align:start position:0%
messages maybe a tiny like 2% of budget
or<00:14:06.959><c> something</c><00:14:07.199><c> like</c><00:14:07.360><c> that.</c>

00:14:08.150 --> 00:14:08.160 align:start position:0%
or something like that.
 

00:14:08.160 --> 00:14:08.389 align:start position:0%
or something like that.
Yeah.

00:14:08.389 --> 00:14:08.399 align:start position:0%
Yeah.
 

00:14:08.399 --> 00:14:11.269 align:start position:0%
Yeah.
You<00:14:08.560><c> know,</c><00:14:09.360><c> and</c><00:14:09.680><c> now</c><00:14:09.920><c> it's,</c><00:14:10.639><c> you</c><00:14:10.800><c> know,</c><00:14:10.959><c> more</c>

00:14:11.269 --> 00:14:11.279 align:start position:0%
You know, and now it's, you know, more
 

00:14:11.279 --> 00:14:13.509 align:start position:0%
You know, and now it's, you know, more
like,<00:14:11.920><c> okay,</c><00:14:12.240><c> if</c><00:14:12.399><c> we're</c><00:14:12.560><c> going</c><00:14:12.639><c> to</c><00:14:12.800><c> do</c><00:14:12.880><c> a</c><00:14:13.120><c> buy,</c>

00:14:13.509 --> 00:14:13.519 align:start position:0%
like, okay, if we're going to do a buy,
 

00:14:13.519 --> 00:14:15.990 align:start position:0%
like, okay, if we're going to do a buy,
if<00:14:13.680><c> we're</c><00:14:13.760><c> going</c><00:14:13.839><c> to</c><00:14:13.920><c> do</c><00:14:14.000><c> a</c><00:14:14.240><c> media</c><00:14:14.639><c> buy,</c><00:14:15.760><c> then</c>

00:14:15.990 --> 00:14:16.000 align:start position:0%
if we're going to do a media buy, then
 

00:14:16.000 --> 00:14:19.110 align:start position:0%
if we're going to do a media buy, then
like<00:14:16.320><c> 20</c><00:14:16.480><c> to</c><00:14:16.800><c> 30%</c><00:14:17.199><c> of</c><00:14:17.360><c> that</c><00:14:17.600><c> will</c><00:14:17.760><c> be</c><00:14:17.920><c> brand.</c>

00:14:19.110 --> 00:14:19.120 align:start position:0%
like 20 to 30% of that will be brand.
 

00:14:19.120 --> 00:14:20.150 align:start position:0%
like 20 to 30% of that will be brand.
Okay.

00:14:20.150 --> 00:14:20.160 align:start position:0%
Okay.
 

00:14:20.160 --> 00:14:22.470 align:start position:0%
Okay.
And<00:14:20.320><c> I'm</c><00:14:20.480><c> sure</c><00:14:20.639><c> the</c><00:14:20.800><c> gen</c><00:14:21.120><c> the</c><00:14:21.440><c> GMs</c><00:14:21.920><c> are</c><00:14:22.160><c> excited</c>

00:14:22.470 --> 00:14:22.480 align:start position:0%
And I'm sure the gen the GMs are excited
 

00:14:22.480 --> 00:14:24.550 align:start position:0%
And I'm sure the gen the GMs are excited
about<00:14:22.720><c> it.</c><00:14:22.959><c> Like,</c><00:14:23.199><c> yeah,</c><00:14:23.440><c> let's</c><00:14:23.680><c> take</c><00:14:23.839><c> out</c><00:14:24.079><c> 30%</c>

00:14:24.550 --> 00:14:24.560 align:start position:0%
about it. Like, yeah, let's take out 30%
 

00:14:24.560 --> 00:14:25.990 align:start position:0%
about it. Like, yeah, let's take out 30%
of<00:14:24.720><c> the</c><00:14:24.880><c> lead</c><00:14:25.120><c> genen</c><00:14:25.360><c> and</c><00:14:25.519><c> let's</c><00:14:25.680><c> put</c><00:14:25.760><c> that</c>

00:14:25.990 --> 00:14:26.000 align:start position:0%
of the lead genen and let's put that
 

00:14:26.000 --> 00:14:28.150 align:start position:0%
of the lead genen and let's put that
towards<00:14:26.320><c> branding.</c>

00:14:28.150 --> 00:14:28.160 align:start position:0%
towards branding.
 

00:14:28.160 --> 00:14:31.110 align:start position:0%
towards branding.
Right.<00:14:29.040><c> Right.</c><00:14:30.000><c> I</c><00:14:30.240><c> mean</c><00:14:30.399><c> like</c><00:14:30.560><c> they</c><00:14:30.800><c> get</c><00:14:30.880><c> it</c>

00:14:31.110 --> 00:14:31.120 align:start position:0%
Right. Right. I mean like they get it
 

00:14:31.120 --> 00:14:33.269 align:start position:0%
Right. Right. I mean like they get it
but<00:14:31.440><c> you</c><00:14:31.600><c> know</c><00:14:31.760><c> when</c><00:14:31.920><c> when</c><00:14:32.320><c> the</c><00:14:32.560><c> market</c><00:14:32.880><c> is</c>

00:14:33.269 --> 00:14:33.279 align:start position:0%
but you know when when the market is
 

00:14:33.279 --> 00:14:37.030 align:start position:0%
but you know when when the market is
tighter<00:14:33.920><c> which</c><00:14:34.160><c> it's</c><00:14:34.480><c> has</c><00:14:34.800><c> become</c><00:14:35.360><c> tighter</c><00:14:36.800><c> um</c>

00:14:37.030 --> 00:14:37.040 align:start position:0%
tighter which it's has become tighter um
 

00:14:37.040 --> 00:14:38.629 align:start position:0%
tighter which it's has become tighter um
you<00:14:37.199><c> know</c><00:14:37.360><c> leads</c><00:14:37.680><c> are</c><00:14:37.760><c> harder</c><00:14:38.000><c> to</c><00:14:38.160><c> come</c><00:14:38.240><c> by</c><00:14:38.480><c> and</c>

00:14:38.629 --> 00:14:38.639 align:start position:0%
you know leads are harder to come by and
 

00:14:38.639 --> 00:14:40.710 align:start position:0%
you know leads are harder to come by and
everybody's<00:14:38.959><c> got</c><00:14:39.120><c> to</c><00:14:39.199><c> work</c><00:14:39.440><c> harder</c><00:14:39.839><c> so</c><00:14:40.480><c> you</c>

00:14:40.710 --> 00:14:40.720 align:start position:0%
everybody's got to work harder so you
 

00:14:40.720 --> 00:14:42.629 align:start position:0%
everybody's got to work harder so you
will<00:14:41.040><c> scrutinize</c><00:14:41.680><c> everything</c><00:14:42.079><c> and</c><00:14:42.320><c> like</c><00:14:42.480><c> I</c>

00:14:42.629 --> 00:14:42.639 align:start position:0%
will scrutinize everything and like I
 

00:14:42.639 --> 00:14:45.750 align:start position:0%
will scrutinize everything and like I
get<00:14:42.800><c> it</c><00:14:43.600><c> you</c><00:14:43.839><c> know</c><00:14:44.720><c> people</c><00:14:44.959><c> have</c><00:14:45.120><c> pay</c><00:14:45.440><c> plans</c>

00:14:45.750 --> 00:14:45.760 align:start position:0%
get it you know people have pay plans
 

00:14:45.760 --> 00:14:48.949 align:start position:0%
get it you know people have pay plans
tied<00:14:46.079><c> to</c><00:14:46.240><c> performance</c><00:14:46.800><c> and</c><00:14:47.040><c> so</c><00:14:48.079><c> spend</c><00:14:48.480><c> against</c>

00:14:48.949 --> 00:14:48.959 align:start position:0%
tied to performance and so spend against
 

00:14:48.959 --> 00:14:50.629 align:start position:0%
tied to performance and so spend against
making<00:14:49.360><c> sure</c><00:14:49.600><c> that</c><00:14:49.760><c> that</c><00:14:50.079><c> performance</c>

00:14:50.629 --> 00:14:50.639 align:start position:0%
making sure that that performance
 

00:14:50.639 --> 00:14:53.269 align:start position:0%
making sure that that performance
happens<00:14:50.959><c> like</c><00:14:51.199><c> I</c><00:14:51.360><c> get</c><00:14:51.440><c> it</c><00:14:52.160><c> I</c><00:14:52.399><c> get</c><00:14:52.480><c> it</c><00:14:52.639><c> entirely</c>

00:14:53.269 --> 00:14:53.279 align:start position:0%
happens like I get it I get it entirely
 

00:14:53.279 --> 00:14:56.069 align:start position:0%
happens like I get it I get it entirely
but<00:14:53.839><c> what</c><00:14:54.079><c> I</c><00:14:54.320><c> think</c>

00:14:56.069 --> 00:14:56.079 align:start position:0%
but what I think
 

00:14:56.079 --> 00:14:58.629 align:start position:0%
but what I think
the<00:14:56.399><c> difference</c><00:14:57.120><c> for</c><00:14:57.360><c> us</c><00:14:57.680><c> going</c><00:14:57.920><c> forward</c><00:14:58.320><c> is</c>

00:14:58.629 --> 00:14:58.639 align:start position:0%
the difference for us going forward is
 

00:14:58.639 --> 00:15:01.189 align:start position:0%
the difference for us going forward is
with<00:14:59.040><c> the</c><00:14:59.279><c> PDP,</c>

00:15:01.189 --> 00:15:01.199 align:start position:0%
with the PDP,
 

00:15:01.199 --> 00:15:06.150 align:start position:0%
with the PDP,
we<00:15:01.519><c> should</c><00:15:01.920><c> see</c><00:15:03.360><c> a</c><00:15:03.920><c> better</c><00:15:04.480><c> conversion</c><00:15:05.199><c> rate</c>

00:15:06.150 --> 00:15:06.160 align:start position:0%
we should see a better conversion rate
 

00:15:06.160 --> 00:15:09.430 align:start position:0%
we should see a better conversion rate
at<00:15:06.399><c> a</c><00:15:06.639><c> lower</c><00:15:07.120><c> cost</c><00:15:08.560><c> because</c><00:15:08.880><c> we're</c><00:15:09.120><c> really</c>

00:15:09.430 --> 00:15:09.440 align:start position:0%
at a lower cost because we're really
 

00:15:09.440 --> 00:15:12.629 align:start position:0%
at a lower cost because we're really
activating<00:15:10.160><c> against</c><00:15:11.199><c> engaged</c><00:15:11.760><c> audiences</c><00:15:12.320><c> and</c>

00:15:12.629 --> 00:15:12.639 align:start position:0%
activating against engaged audiences and
 

00:15:12.639 --> 00:15:15.910 align:start position:0%
activating against engaged audiences and
our<00:15:12.800><c> first</c><00:15:13.120><c> party</c><00:15:13.440><c> data.</c><00:15:14.560><c> Um,</c><00:15:15.120><c> and</c><00:15:15.360><c> then</c><00:15:15.600><c> from</c>

00:15:15.910 --> 00:15:15.920 align:start position:0%
our first party data. Um, and then from
 

00:15:15.920 --> 00:15:20.150 align:start position:0%
our first party data. Um, and then from
that,<00:15:16.959><c> we</c><00:15:17.279><c> can</c><00:15:17.519><c> still</c><00:15:18.720><c> use</c><00:15:19.040><c> that</c><00:15:19.360><c> same</c><00:15:19.600><c> data</c><00:15:19.920><c> to</c>

00:15:20.150 --> 00:15:20.160 align:start position:0%
that, we can still use that same data to
 

00:15:20.160 --> 00:15:23.430 align:start position:0%
that, we can still use that same data to
create<00:15:20.480><c> audiences</c><00:15:21.040><c> or</c><00:15:21.279><c> segments</c><00:15:21.760><c> to</c><00:15:22.000><c> send</c>

00:15:23.430 --> 00:15:23.440 align:start position:0%
create audiences or segments to send
 

00:15:23.440 --> 00:15:25.829 align:start position:0%
create audiences or segments to send
value<00:15:23.839><c> messages,</c><00:15:24.399><c> brand</c><00:15:24.720><c> value</c><00:15:25.199><c> proposition</c>

00:15:25.829 --> 00:15:25.839 align:start position:0%
value messages, brand value proposition
 

00:15:25.839 --> 00:15:29.030 align:start position:0%
value messages, brand value proposition
messages.<00:15:26.480><c> So,</c><00:15:27.199><c> it'll</c><00:15:27.600><c> it'll</c><00:15:27.920><c> all</c><00:15:28.240><c> end</c><00:15:28.480><c> up,</c><00:15:28.720><c> I</c>

00:15:29.030 --> 00:15:29.040 align:start position:0%
messages. So, it'll it'll all end up, I
 

00:15:29.040 --> 00:15:33.030 align:start position:0%
messages. So, it'll it'll all end up, I
think,<00:15:30.160><c> better</c><00:15:30.560><c> balanced</c><00:15:31.920><c> um</c><00:15:32.240><c> as</c><00:15:32.480><c> we</c><00:15:32.720><c> really</c>

00:15:33.030 --> 00:15:33.040 align:start position:0%
think, better balanced um as we really
 

00:15:33.040 --> 00:15:36.629 align:start position:0%
think, better balanced um as we really
get<00:15:33.519><c> completely</c><00:15:34.000><c> ramped</c><00:15:34.399><c> up.</c>

00:15:36.629 --> 00:15:36.639 align:start position:0%
get completely ramped up.
 

00:15:36.639 --> 00:15:38.389 align:start position:0%
get completely ramped up.
That's<00:15:36.880><c> cool.</c><00:15:37.199><c> And</c><00:15:37.440><c> I'm</c><00:15:37.680><c> so</c><00:15:37.920><c> curious</c><00:15:38.160><c> about</c>

00:15:38.389 --> 00:15:38.399 align:start position:0%
That's cool. And I'm so curious about
 

00:15:38.399 --> 00:15:39.829 align:start position:0%
That's cool. And I'm so curious about
this<00:15:38.560><c> stuff</c><00:15:38.800><c> just</c><00:15:38.959><c> because</c><00:15:39.120><c> I'm</c><00:15:39.279><c> about</c><00:15:39.440><c> to</c><00:15:39.600><c> go</c>

00:15:39.829 --> 00:15:39.839 align:start position:0%
this stuff just because I'm about to go
 

00:15:39.839 --> 00:15:41.829 align:start position:0%
this stuff just because I'm about to go
to

00:15:41.829 --> 00:15:41.839 align:start position:0%
to
 

00:15:41.839 --> 00:15:45.430 align:start position:0%
to
NCM<00:15:43.120><c> Clients</c><00:15:43.519><c> and</c><00:15:43.920><c> Friends</c><00:15:44.399><c> Digital</c><00:15:44.959><c> Success</c>

00:15:45.430 --> 00:15:45.440 align:start position:0%
NCM Clients and Friends Digital Success
 

00:15:45.440 --> 00:15:46.310 align:start position:0%
NCM Clients and Friends Digital Success
Workshop,

00:15:46.310 --> 00:15:46.320 align:start position:0%
Workshop,
 

00:15:46.320 --> 00:15:49.189 align:start position:0%
Workshop,
formerly<00:15:46.880><c> known</c><00:15:47.120><c> as</c><00:15:47.279><c> the</c><00:15:47.600><c> artist</c><00:15:48.000><c> known</c><00:15:48.240><c> as</c>

00:15:49.189 --> 00:15:49.199 align:start position:0%
formerly known as the artist known as
 

00:15:49.199 --> 00:15:50.310 align:start position:0%
formerly known as the artist known as
David<00:15:49.519><c> Kaine.</c>

00:15:50.310 --> 00:15:50.320 align:start position:0%
David Kaine.
 

00:15:50.320 --> 00:15:50.790 align:start position:0%
David Kaine.
Yeah.

00:15:50.790 --> 00:15:50.800 align:start position:0%
Yeah.
 

00:15:50.800 --> 00:15:53.110 align:start position:0%
Yeah.
Yeah.<00:15:51.519><c> I</c><00:15:51.759><c> think</c><00:15:51.839><c> I</c><00:15:52.079><c> might</c><00:15:52.240><c> have</c><00:15:52.320><c> added</c><00:15:52.639><c> one</c><00:15:52.880><c> too</c>

00:15:53.110 --> 00:15:53.120 align:start position:0%
Yeah. I think I might have added one too
 

00:15:53.120 --> 00:15:54.790 align:start position:0%
Yeah. I think I might have added one too
many<00:15:53.279><c> words</c><00:15:53.440><c> or</c><00:15:53.680><c> two</c><00:15:53.839><c> too</c><00:15:54.079><c> many</c><00:15:54.240><c> words</c><00:15:54.399><c> in</c><00:15:54.639><c> the</c>

00:15:54.790 --> 00:15:54.800 align:start position:0%
many words or two too many words in the
 

00:15:54.800 --> 00:15:56.629 align:start position:0%
many words or two too many words in the
title,<00:15:55.680><c> but</c><00:15:55.839><c> I'm</c><00:15:56.000><c> going</c><00:15:56.079><c> to</c><00:15:56.160><c> go</c><00:15:56.240><c> there</c><00:15:56.399><c> and</c><00:15:56.480><c> I'm</c>

00:15:56.629 --> 00:15:56.639 align:start position:0%
title, but I'm going to go there and I'm
 

00:15:56.639 --> 00:15:59.430 align:start position:0%
title, but I'm going to go there and I'm
going<00:15:56.720><c> to</c><00:15:56.800><c> be</c><00:15:57.519><c> presenting</c><00:15:58.079><c> about,</c><00:15:59.120><c> you</c><00:15:59.279><c> know,</c>

00:15:59.430 --> 00:15:59.440 align:start position:0%
going to be presenting about, you know,
 

00:15:59.440 --> 00:16:01.030 align:start position:0%
going to be presenting about, you know,
part<00:15:59.600><c> of</c><00:15:59.680><c> it's</c><00:15:59.839><c> going</c><00:15:59.920><c> to</c><00:16:00.000><c> be</c><00:16:00.160><c> like</c><00:16:00.480><c> unlocking</c>

00:16:01.030 --> 00:16:01.040 align:start position:0%
part of it's going to be like unlocking
 

00:16:01.040 --> 00:16:03.829 align:start position:0%
part of it's going to be like unlocking
your<00:16:01.199><c> CDP</c><00:16:01.759><c> and</c><00:16:02.000><c> how</c><00:16:02.160><c> to</c><00:16:02.320><c> really</c><00:16:02.480><c> deliver</c><00:16:02.880><c> ads</c>

00:16:03.829 --> 00:16:03.839 align:start position:0%
your CDP and how to really deliver ads
 

00:16:03.839 --> 00:16:05.430 align:start position:0%
your CDP and how to really deliver ads
on<00:16:04.079><c> those</c><00:16:04.320><c> different</c><00:16:04.639><c> audiences</c><00:16:05.120><c> that</c><00:16:05.279><c> you</c>

00:16:05.430 --> 00:16:05.440 align:start position:0%
on those different audiences that you
 

00:16:05.440 --> 00:16:07.910 align:start position:0%
on those different audiences that you
can<00:16:05.600><c> generate.</c><00:16:06.560><c> So,</c><00:16:06.720><c> I'm</c><00:16:06.880><c> curious</c><00:16:07.199><c> like</c><00:16:07.680><c> and</c>

00:16:07.910 --> 00:16:07.920 align:start position:0%
can generate. So, I'm curious like and
 

00:16:07.920 --> 00:16:09.509 align:start position:0%
can generate. So, I'm curious like and
and<00:16:08.160><c> the</c><00:16:08.320><c> way</c><00:16:08.399><c> that</c><00:16:08.639><c> I'm</c><00:16:08.800><c> doing</c><00:16:08.959><c> it</c><00:16:09.120><c> right</c><00:16:09.279><c> now,</c>

00:16:09.509 --> 00:16:09.519 align:start position:0%
and the way that I'm doing it right now,
 

00:16:09.519 --> 00:16:11.749 align:start position:0%
and the way that I'm doing it right now,
it's<00:16:09.759><c> like</c><00:16:10.480><c> based</c><00:16:10.720><c> on</c><00:16:10.880><c> what</c><00:16:11.040><c> the</c><00:16:11.199><c> store</c><00:16:11.440><c> needs,</c>

00:16:11.749 --> 00:16:11.759 align:start position:0%
it's like based on what the store needs,
 

00:16:11.759 --> 00:16:13.430 align:start position:0%
it's like based on what the store needs,
let's<00:16:11.920><c> activate</c><00:16:12.399><c> campaigns</c><00:16:12.880><c> on</c><00:16:13.040><c> that.</c><00:16:13.279><c> And</c>

00:16:13.430 --> 00:16:13.440 align:start position:0%
let's activate campaigns on that. And
 

00:16:13.440 --> 00:16:16.069 align:start position:0%
let's activate campaigns on that. And
it's<00:16:13.600><c> sort</c><00:16:13.759><c> of</c><00:16:13.920><c> more</c><00:16:14.079><c> prescriptive</c><00:16:14.800><c> based</c><00:16:15.199><c> on,</c>

00:16:16.069 --> 00:16:16.079 align:start position:0%
it's sort of more prescriptive based on,
 

00:16:16.079 --> 00:16:17.509 align:start position:0%
it's sort of more prescriptive based on,
you<00:16:16.240><c> know,</c><00:16:16.320><c> what's</c><00:16:16.560><c> at</c><00:16:16.720><c> the</c><00:16:16.880><c> door.</c><00:16:17.120><c> Do</c><00:16:17.279><c> we</c><00:16:17.440><c> need</c>

00:16:17.509 --> 00:16:17.519 align:start position:0%
you know, what's at the door. Do we need
 

00:16:17.519 --> 00:16:20.389 align:start position:0%
you know, what's at the door. Do we need
to<00:16:17.680><c> do</c><00:16:18.560><c> uh</c><00:16:18.720><c> inventory</c><00:16:19.279><c> acquisition</c><00:16:20.000><c> or</c>

00:16:20.389 --> 00:16:20.399 align:start position:0%
to do uh inventory acquisition or
 

00:16:20.399 --> 00:16:23.350 align:start position:0%
to do uh inventory acquisition or
loyalty<00:16:20.959><c> for</c><00:16:21.440><c> service</c><00:16:22.079><c> retention</c><00:16:22.720><c> or</c><00:16:23.040><c> do</c><00:16:23.199><c> we</c>

00:16:23.350 --> 00:16:23.360 align:start position:0%
loyalty for service retention or do we
 

00:16:23.360 --> 00:16:25.590 align:start position:0%
loyalty for service retention or do we
need<00:16:23.440><c> to</c><00:16:23.680><c> push</c><00:16:24.000><c> a</c><00:16:24.240><c> specific</c><00:16:24.560><c> model?</c><00:16:25.360><c> And</c><00:16:25.519><c> so</c>

00:16:25.590 --> 00:16:25.600 align:start position:0%
need to push a specific model? And so
 

00:16:25.600 --> 00:16:26.870 align:start position:0%
need to push a specific model? And so
I'll<00:16:25.839><c> go</c><00:16:25.920><c> after</c><00:16:26.160><c> people</c><00:16:26.320><c> driving</c><00:16:26.639><c> those</c>

00:16:26.870 --> 00:16:26.880 align:start position:0%
I'll go after people driving those
 

00:16:26.880 --> 00:16:31.749 align:start position:0%
I'll go after people driving those
vehicles.<00:16:28.160><c> Um</c><00:16:29.519><c> what's</c><00:16:30.160><c> what's</c><00:16:30.959><c> attractive</c>

00:16:31.749 --> 00:16:31.759 align:start position:0%
vehicles. Um what's what's attractive
 

00:16:31.759 --> 00:16:34.550 align:start position:0%
vehicles. Um what's what's attractive
like<00:16:32.000><c> that</c><00:16:32.320><c> you</c><00:16:32.560><c> want</c><00:16:32.720><c> to</c><00:16:32.880><c> really</c><00:16:33.199><c> unload</c><00:16:33.680><c> with</c>

00:16:34.550 --> 00:16:34.560 align:start position:0%
like that you want to really unload with
 

00:16:34.560 --> 00:16:36.470 align:start position:0%
like that you want to really unload with
CDP<00:16:35.120><c> audiences?</c>

00:16:36.470 --> 00:16:36.480 align:start position:0%
CDP audiences?
 

00:16:36.480 --> 00:16:39.189 align:start position:0%
CDP audiences?
Oh<00:16:36.800><c> well,</c><00:16:37.759><c> you</c><00:16:38.079><c> want</c><00:16:38.160><c> to</c><00:16:38.320><c> be</c><00:16:38.399><c> as</c><00:16:38.639><c> relevant</c><00:16:38.959><c> as</c>

00:16:39.189 --> 00:16:39.199 align:start position:0%
Oh well, you want to be as relevant as
 

00:16:39.199 --> 00:16:42.470 align:start position:0%
Oh well, you want to be as relevant as
possible.<00:16:39.680><c> So</c><00:16:40.000><c> for</c><00:16:40.240><c> me,</c><00:16:40.560><c> like</c><00:16:41.839><c> if</c><00:16:42.079><c> we're</c><00:16:42.320><c> going</c>

00:16:42.470 --> 00:16:42.480 align:start position:0%
possible. So for me, like if we're going
 

00:16:42.480 --> 00:16:44.629 align:start position:0%
possible. So for me, like if we're going
to<00:16:42.959><c> if</c><00:16:43.199><c> we're</c><00:16:43.360><c> going</c><00:16:43.440><c> to</c><00:16:43.519><c> run</c><00:16:43.759><c> incentives</c><00:16:44.399><c> as</c>

00:16:44.629 --> 00:16:44.639 align:start position:0%
to if we're going to run incentives as
 

00:16:44.639 --> 00:16:46.629 align:start position:0%
to if we're going to run incentives as
an<00:16:44.720><c> example,</c>

00:16:46.629 --> 00:16:46.639 align:start position:0%
an example,
 

00:16:46.639 --> 00:16:50.949 align:start position:0%
an example,
I<00:16:46.959><c> don't</c><00:16:47.120><c> want</c><00:16:47.279><c> to</c><00:16:47.440><c> just</c><00:16:48.639><c> buy</c><00:16:49.199><c> like</c><00:16:50.399><c> random</c>

00:16:50.949 --> 00:16:50.959 align:start position:0%
I don't want to just buy like random
 

00:16:50.959 --> 00:16:53.910 align:start position:0%
I don't want to just buy like random
Google<00:16:51.199><c> or</c><00:16:51.519><c> Facebook</c><00:16:51.920><c> audiences</c><00:16:52.639><c> that</c><00:16:53.040><c> say</c>

00:16:53.910 --> 00:16:53.920 align:start position:0%
Google or Facebook audiences that say
 

00:16:53.920 --> 00:16:55.590 align:start position:0%
Google or Facebook audiences that say
here's<00:16:54.320><c> all</c><00:16:54.480><c> the</c><00:16:54.639><c> people</c><00:16:54.800><c> who</c><00:16:55.040><c> are</c><00:16:55.120><c> in</c><00:16:55.360><c> market</c>

00:16:55.590 --> 00:16:55.600 align:start position:0%
here's all the people who are in market
 

00:16:55.600 --> 00:16:58.470 align:start position:0%
here's all the people who are in market
for<00:16:55.839><c> a</c><00:16:56.000><c> car.</c><00:16:57.120><c> Instead,</c><00:16:57.600><c> what</c><00:16:57.759><c> I</c><00:16:57.920><c> want</c><00:16:58.000><c> to</c><00:16:58.079><c> do</c><00:16:58.240><c> is</c>

00:16:58.470 --> 00:16:58.480 align:start position:0%
for a car. Instead, what I want to do is
 

00:16:58.480 --> 00:17:01.430 align:start position:0%
for a car. Instead, what I want to do is
create<00:16:58.720><c> a</c><00:16:58.880><c> segment</c><00:16:59.279><c> that</c><00:16:59.600><c> says,</c>

00:17:01.430 --> 00:17:01.440 align:start position:0%
create a segment that says,
 

00:17:01.440 --> 00:17:03.430 align:start position:0%
create a segment that says,
tell<00:17:01.680><c> me</c><00:17:01.920><c> the</c><00:17:02.160><c> people</c><00:17:02.399><c> who</c><00:17:02.639><c> are</c><00:17:02.800><c> shopping</c><00:17:03.199><c> for</c>

00:17:03.430 --> 00:17:03.440 align:start position:0%
tell me the people who are shopping for
 

00:17:03.440 --> 00:17:06.949 align:start position:0%
tell me the people who are shopping for
this<00:17:03.759><c> exact</c><00:17:04.240><c> model,</c><00:17:05.679><c> right?</c><00:17:06.240><c> I</c><00:17:06.480><c> want</c><00:17:06.640><c> to</c><00:17:06.720><c> build</c>

00:17:06.949 --> 00:17:06.959 align:start position:0%
this exact model, right? I want to build
 

00:17:06.959 --> 00:17:08.789 align:start position:0%
this exact model, right? I want to build
that<00:17:07.199><c> audience</c><00:17:07.760><c> and</c><00:17:08.000><c> then</c><00:17:08.160><c> I</c><00:17:08.319><c> want</c><00:17:08.400><c> to</c><00:17:08.559><c> send</c>

00:17:08.789 --> 00:17:08.799 align:start position:0%
that audience and then I want to send
 

00:17:08.799 --> 00:17:12.069 align:start position:0%
that audience and then I want to send
onetoone<00:17:09.439><c> communication</c><00:17:10.000><c> to</c><00:17:10.319><c> those</c><00:17:10.559><c> people.</c>

00:17:12.069 --> 00:17:12.079 align:start position:0%
onetoone communication to those people.
 

00:17:12.079 --> 00:17:15.669 align:start position:0%
onetoone communication to those people.
Oneto<00:17:12.559><c> one</c><00:17:12.880><c> albe</c><00:17:13.280><c> it</c><00:17:13.520><c> through</c>

00:17:15.669 --> 00:17:15.679 align:start position:0%
Oneto one albe it through
 

00:17:15.679 --> 00:17:19.829 align:start position:0%
Oneto one albe it through
a<00:17:16.000><c> display</c><00:17:16.400><c> ad,</c><00:17:16.799><c> an</c><00:17:17.039><c> email,</c><00:17:17.919><c> a</c><00:17:18.240><c> text,</c><00:17:19.280><c> a</c><00:17:19.520><c> direct</c>

00:17:19.829 --> 00:17:19.839 align:start position:0%
a display ad, an email, a text, a direct
 

00:17:19.839 --> 00:17:22.390 align:start position:0%
a display ad, an email, a text, a direct
mail<00:17:20.079><c> piece.</c><00:17:20.480><c> Oh</c><00:17:20.720><c> god,</c><00:17:20.880><c> I</c><00:17:21.039><c> said</c><00:17:21.199><c> direct</c><00:17:21.439><c> mail.</c>

00:17:22.390 --> 00:17:22.400 align:start position:0%
mail piece. Oh god, I said direct mail.
 

00:17:22.400 --> 00:17:24.230 align:start position:0%
mail piece. Oh god, I said direct mail.
Yeah,<00:17:22.880><c> that's</c><00:17:23.120><c> a</c><00:17:23.360><c> great</c><00:17:23.520><c> spot</c><00:17:23.760><c> for</c><00:17:24.000><c> direct</c>

00:17:24.230 --> 00:17:24.240 align:start position:0%
Yeah, that's a great spot for direct
 

00:17:24.240 --> 00:17:26.390 align:start position:0%
Yeah, that's a great spot for direct
mail<00:17:24.559><c> right</c><00:17:24.880><c> now.</c>

00:17:26.390 --> 00:17:26.400 align:start position:0%
mail right now.
 

00:17:26.400 --> 00:17:29.190 align:start position:0%
mail right now.
Yeah.<00:17:27.120><c> So,</c><00:17:27.600><c> so</c>

00:17:29.190 --> 00:17:29.200 align:start position:0%
Yeah. So, so
 

00:17:29.200 --> 00:17:32.630 align:start position:0%
Yeah. So, so
if<00:17:29.440><c> you</c><00:17:29.520><c> can</c><00:17:29.760><c> find</c><00:17:30.000><c> the</c><00:17:31.440><c> the</c><00:17:31.760><c> pieces</c><00:17:32.160><c> and</c><00:17:32.400><c> put</c>

00:17:32.630 --> 00:17:32.640 align:start position:0%
if you can find the the pieces and put
 

00:17:32.640 --> 00:17:34.310 align:start position:0%
if you can find the the pieces and put
put<00:17:32.799><c> them</c><00:17:32.960><c> all</c><00:17:33.120><c> together</c><00:17:33.520><c> to</c><00:17:33.760><c> be</c><00:17:33.840><c> able</c><00:17:34.000><c> to</c><00:17:34.160><c> do</c>

00:17:34.310 --> 00:17:34.320 align:start position:0%
put them all together to be able to do
 

00:17:34.320 --> 00:17:36.950 align:start position:0%
put them all together to be able to do
those<00:17:34.640><c> things,</c><00:17:35.679><c> then</c><00:17:35.919><c> I</c><00:17:36.080><c> I</c><00:17:36.320><c> think</c><00:17:36.480><c> you'll</c><00:17:36.720><c> win</c>

00:17:36.950 --> 00:17:36.960 align:start position:0%
those things, then I I think you'll win
 

00:17:36.960 --> 00:17:39.029 align:start position:0%
those things, then I I think you'll win
because<00:17:37.200><c> it</c><00:17:37.440><c> helps</c>

00:17:39.029 --> 00:17:39.039 align:start position:0%
because it helps
 

00:17:39.039 --> 00:17:42.070 align:start position:0%
because it helps
it<00:17:39.280><c> helps</c><00:17:39.520><c> the</c><00:17:39.760><c> low</c><00:17:40.080><c> funnel,</c><00:17:40.640><c> right?</c><00:17:41.039><c> It</c><00:17:41.280><c> helps</c>

00:17:42.070 --> 00:17:42.080 align:start position:0%
it helps the low funnel, right? It helps
 

00:17:42.080 --> 00:17:44.950 align:start position:0%
it helps the low funnel, right? It helps
leads,<00:17:42.559><c> it</c><00:17:42.720><c> helps</c><00:17:43.039><c> conversion.</c>

00:17:44.950 --> 00:17:44.960 align:start position:0%
leads, it helps conversion.
 

00:17:44.960 --> 00:17:47.830 align:start position:0%
leads, it helps conversion.
But<00:17:45.039><c> there's</c><00:17:45.360><c> so</c><00:17:45.520><c> many</c><00:17:45.679><c> other</c><00:17:45.919><c> things</c><00:17:46.240><c> like</c>

00:17:47.830 --> 00:17:47.840 align:start position:0%
But there's so many other things like
 

00:17:47.840 --> 00:17:50.070 align:start position:0%
But there's so many other things like
you<00:17:48.000><c> know</c><00:17:48.320><c> service.</c><00:17:48.880><c> So</c><00:17:49.039><c> for</c><00:17:49.280><c> us,</c><00:17:49.840><c> the</c>

00:17:50.070 --> 00:17:50.080 align:start position:0%
you know service. So for us, the
 

00:17:50.080 --> 00:17:51.750 align:start position:0%
you know service. So for us, the
marketing<00:17:50.400><c> department</c><00:17:50.720><c> is</c><00:17:50.960><c> centralized.</c><00:17:51.520><c> We</c>

00:17:51.750 --> 00:17:51.760 align:start position:0%
marketing department is centralized. We
 

00:17:51.760 --> 00:17:54.150 align:start position:0%
marketing department is centralized. We
run<00:17:51.919><c> everything</c><00:17:52.160><c> for</c><00:17:52.400><c> all</c><00:17:52.640><c> 17</c><00:17:53.039><c> stores.</c><00:17:53.840><c> What</c>

00:17:54.150 --> 00:17:54.160 align:start position:0%
run everything for all 17 stores. What
 

00:17:54.160 --> 00:17:58.470 align:start position:0%
run everything for all 17 stores. What
we<00:17:54.400><c> don't</c><00:17:54.720><c> do</c><00:17:55.760><c> is</c><00:17:56.320><c> own</c><00:17:57.600><c> service</c><00:17:58.000><c> marketing</c>

00:17:58.470 --> 00:17:58.480 align:start position:0%
we don't do is own service marketing
 

00:17:58.480 --> 00:18:02.070 align:start position:0%
we don't do is own service marketing
soup<00:17:58.799><c> to</c><00:17:58.960><c> nuts.</c><00:18:00.240><c> Um,</c><00:18:00.880><c> we</c><00:18:01.120><c> do</c><00:18:01.280><c> a</c><00:18:01.520><c> little</c><00:18:01.679><c> bit</c><00:18:01.840><c> of</c>

00:18:02.070 --> 00:18:02.080 align:start position:0%
soup to nuts. Um, we do a little bit of
 

00:18:02.080 --> 00:18:04.390 align:start position:0%
soup to nuts. Um, we do a little bit of
support<00:18:02.480><c> there.</c><00:18:02.880><c> Like</c><00:18:03.120><c> we'll</c><00:18:03.440><c> run</c>

00:18:04.390 --> 00:18:04.400 align:start position:0%
support there. Like we'll run
 

00:18:04.400 --> 00:18:07.029 align:start position:0%
support there. Like we'll run
advertising<00:18:05.200><c> campaigns,</c><00:18:05.919><c> digital</c><00:18:06.320><c> campaigns</c>

00:18:07.029 --> 00:18:07.039 align:start position:0%
advertising campaigns, digital campaigns
 

00:18:07.039 --> 00:18:09.510 align:start position:0%
advertising campaigns, digital campaigns
for<00:18:07.360><c> service,</c><00:18:08.320><c> but</c><00:18:08.559><c> like</c><00:18:08.880><c> you</c><00:18:08.960><c> know,</c><00:18:09.120><c> we</c><00:18:09.200><c> we</c>

00:18:09.510 --> 00:18:09.520 align:start position:0%
for service, but like you know, we we
 

00:18:09.520 --> 00:18:12.070 align:start position:0%
for service, but like you know, we we
really<00:18:09.760><c> just</c><00:18:10.080><c> dabble</c><00:18:10.480><c> in</c><00:18:10.640><c> it</c><00:18:10.799><c> a</c><00:18:10.960><c> little</c><00:18:11.120><c> bit.</c>

00:18:12.070 --> 00:18:12.080 align:start position:0%
really just dabble in it a little bit.
 

00:18:12.080 --> 00:18:13.909 align:start position:0%
really just dabble in it a little bit.
And<00:18:12.240><c> so</c><00:18:12.400><c> the</c><00:18:12.640><c> stores</c><00:18:13.039><c> kind</c><00:18:13.200><c> of</c><00:18:13.280><c> run</c><00:18:13.520><c> all</c><00:18:13.679><c> their</c>

00:18:13.909 --> 00:18:13.919 align:start position:0%
And so the stores kind of run all their
 

00:18:13.919 --> 00:18:15.750 align:start position:0%
And so the stores kind of run all their
own<00:18:14.160><c> service</c><00:18:14.480><c> marketing.</c><00:18:14.960><c> And</c><00:18:15.120><c> that's</c><00:18:15.280><c> a</c>

00:18:15.750 --> 00:18:15.760 align:start position:0%
own service marketing. And that's a
 

00:18:15.760 --> 00:18:19.270 align:start position:0%
own service marketing. And that's a
that's<00:18:16.080><c> a</c><00:18:16.320><c> huge</c><00:18:16.559><c> budget.</c><00:18:17.120><c> like</c><00:18:17.679><c> annually.</c><00:18:19.039><c> If</c>

00:18:19.270 --> 00:18:19.280 align:start position:0%
that's a huge budget. like annually. If
 

00:18:19.280 --> 00:18:21.110 align:start position:0%
that's a huge budget. like annually. If
we<00:18:19.440><c> can</c><00:18:19.600><c> eliminate</c><00:18:20.080><c> that</c><00:18:20.240><c> and</c><00:18:20.480><c> do</c><00:18:20.559><c> it</c><00:18:20.720><c> all</c><00:18:20.880><c> in</c>

00:18:21.110 --> 00:18:21.120 align:start position:0%
we can eliminate that and do it all in
 

00:18:21.120 --> 00:18:24.630 align:start position:0%
we can eliminate that and do it all in
house,<00:18:21.440><c> that's</c><00:18:21.600><c> a</c><00:18:21.840><c> huge</c><00:18:22.799><c> savings</c><00:18:24.080><c> and</c><00:18:24.400><c> the</c>

00:18:24.630 --> 00:18:24.640 align:start position:0%
house, that's a huge savings and the
 

00:18:24.640 --> 00:18:27.510 align:start position:0%
house, that's a huge savings and the
potential<00:18:25.039><c> for</c><00:18:25.280><c> us</c><00:18:25.520><c> to</c><00:18:25.840><c> run</c><00:18:26.960><c> way</c><00:18:27.280><c> more</c>

00:18:27.510 --> 00:18:27.520 align:start position:0%
potential for us to run way more
 

00:18:27.520 --> 00:18:30.150 align:start position:0%
potential for us to run way more
efficiently<00:18:28.080><c> because</c><00:18:28.400><c> we're</c><00:18:28.720><c> using</c><00:18:29.200><c> data</c>

00:18:30.150 --> 00:18:30.160 align:start position:0%
efficiently because we're using data
 

00:18:30.160 --> 00:18:32.470 align:start position:0%
efficiently because we're using data
that's<00:18:30.559><c> been</c><00:18:30.799><c> cleaned</c>

00:18:32.470 --> 00:18:32.480 align:start position:0%
that's been cleaned
 

00:18:32.480 --> 00:18:35.669 align:start position:0%
that's been cleaned
and<00:18:32.720><c> put</c><00:18:32.880><c> into</c><00:18:33.039><c> the</c><00:18:33.200><c> CDP,</c><00:18:34.640><c> right?</c><00:18:35.120><c> So,</c><00:18:35.360><c> like</c>

00:18:35.669 --> 00:18:35.679 align:start position:0%
and put into the CDP, right? So, like
 

00:18:35.679 --> 00:18:38.230 align:start position:0%
and put into the CDP, right? So, like
you<00:18:35.919><c> can</c><00:18:36.000><c> go</c><00:18:36.320><c> you</c><00:18:36.559><c> can</c><00:18:36.640><c> go</c><00:18:36.799><c> to</c><00:18:36.880><c> the</c><00:18:37.039><c> DMS</c><00:18:37.760><c> as</c><00:18:37.919><c> an</c>

00:18:38.230 --> 00:18:38.240 align:start position:0%
you can go you can go to the DMS as an
 

00:18:38.240 --> 00:18:39.510 align:start position:0%
you can go you can go to the DMS as an
here.<00:18:38.400><c> So,</c><00:18:38.559><c> here's</c><00:18:38.720><c> an</c><00:18:38.880><c> example.</c><00:18:39.200><c> Like</c><00:18:39.360><c> you</c>

00:18:39.510 --> 00:18:39.520 align:start position:0%
here. So, here's an example. Like you
 

00:18:39.520 --> 00:18:41.510 align:start position:0%
here. So, here's an example. Like you
can<00:18:39.600><c> go</c><00:18:39.679><c> into</c><00:18:39.840><c> the</c><00:18:39.919><c> DMS</c>

00:18:41.510 --> 00:18:41.520 align:start position:0%
can go into the DMS
 

00:18:41.520 --> 00:18:44.470 align:start position:0%
can go into the DMS
and<00:18:42.400><c> there's</c><00:18:42.880><c> going</c><00:18:43.039><c> to</c><00:18:43.200><c> be</c><00:18:44.000><c> people</c><00:18:44.240><c> that</c>

00:18:44.470 --> 00:18:44.480 align:start position:0%
and there's going to be people that
 

00:18:44.480 --> 00:18:47.270 align:start position:0%
and there's going to be people that
bought<00:18:44.640><c> a</c><00:18:44.880><c> car</c><00:18:45.039><c> from</c><00:18:45.280><c> us</c><00:18:45.520><c> five</c><00:18:45.760><c> years</c><00:18:45.919><c> ago</c><00:18:46.880><c> that</c>

00:18:47.270 --> 00:18:47.280 align:start position:0%
bought a car from us five years ago that
 

00:18:47.280 --> 00:18:49.750 align:start position:0%
bought a car from us five years ago that
do<00:18:47.520><c> not</c><00:18:47.760><c> own</c><00:18:48.000><c> that</c><00:18:48.240><c> car</c><00:18:48.480><c> anymore,</c><00:18:49.120><c> but</c><00:18:49.360><c> the</c><00:18:49.520><c> new</c>

00:18:49.750 --> 00:18:49.760 align:start position:0%
do not own that car anymore, but the new
 

00:18:49.760 --> 00:18:51.909 align:start position:0%
do not own that car anymore, but the new
car<00:18:49.919><c> that</c><00:18:50.160><c> they</c><00:18:50.480><c> bought</c><00:18:51.039><c> did</c><00:18:51.280><c> not</c><00:18:51.440><c> come</c><00:18:51.679><c> from</c>

00:18:51.909 --> 00:18:51.919 align:start position:0%
car that they bought did not come from
 

00:18:51.919 --> 00:18:53.750 align:start position:0%
car that they bought did not come from
our<00:18:52.160><c> network,</c><00:18:52.880><c> but</c><00:18:53.120><c> yet</c><00:18:53.280><c> they're</c><00:18:53.600><c> still</c>

00:18:53.750 --> 00:18:53.760 align:start position:0%
our network, but yet they're still
 

00:18:53.760 --> 00:18:57.590 align:start position:0%
our network, but yet they're still
sitting<00:18:54.000><c> in</c><00:18:54.160><c> our</c><00:18:54.400><c> DMS.</c><00:18:55.679><c> So</c><00:18:55.919><c> like</c><00:18:56.799><c> if</c><00:18:57.039><c> we</c><00:18:57.280><c> run</c>

00:18:57.590 --> 00:18:57.600 align:start position:0%
sitting in our DMS. So like if we run
 

00:18:57.600 --> 00:19:01.510 align:start position:0%
sitting in our DMS. So like if we run
something<00:18:58.720><c> for</c><00:18:59.039><c> service</c><00:18:59.760><c> or</c><00:19:00.000><c> even</c><00:19:00.240><c> for</c><00:19:00.480><c> sales,</c>

00:19:01.510 --> 00:19:01.520 align:start position:0%
something for service or even for sales,
 

00:19:01.520 --> 00:19:03.190 align:start position:0%
something for service or even for sales,
there's<00:19:01.760><c> a</c><00:19:02.000><c> likelihood</c><00:19:02.400><c> that</c><00:19:02.640><c> those</c><00:19:02.960><c> people</c>

00:19:03.190 --> 00:19:03.200 align:start position:0%
there's a likelihood that those people
 

00:19:03.200 --> 00:19:04.789 align:start position:0%
there's a likelihood that those people
are<00:19:03.360><c> going</c><00:19:03.520><c> to</c><00:19:03.679><c> be</c><00:19:03.840><c> included</c><00:19:04.320><c> in</c><00:19:04.559><c> that</c>

00:19:04.789 --> 00:19:04.799 align:start position:0%
are going to be included in that
 

00:19:04.799 --> 00:19:06.390 align:start position:0%
are going to be included in that
communication,

00:19:06.390 --> 00:19:06.400 align:start position:0%
communication,
 

00:19:06.400 --> 00:19:08.150 align:start position:0%
communication,
right?<00:19:06.720><c> and</c><00:19:06.960><c> and</c><00:19:07.200><c> if</c><00:19:07.360><c> it's</c><00:19:07.520><c> for</c><00:19:07.679><c> service,</c><00:19:08.000><c> it's</c>

00:19:08.150 --> 00:19:08.160 align:start position:0%
right? and and if it's for service, it's
 

00:19:08.160 --> 00:19:09.430 align:start position:0%
right? and and if it's for service, it's
like<00:19:08.320><c> we're</c><00:19:08.559><c> probably</c><00:19:08.960><c> talking</c><00:19:09.120><c> to</c><00:19:09.280><c> them</c>

00:19:09.430 --> 00:19:09.440 align:start position:0%
like we're probably talking to them
 

00:19:09.440 --> 00:19:11.510 align:start position:0%
like we're probably talking to them
about<00:19:09.600><c> a</c><00:19:09.760><c> car</c><00:19:09.919><c> they</c><00:19:10.160><c> don't</c><00:19:10.240><c> even</c><00:19:10.480><c> own</c><00:19:10.720><c> anymore.</c>

00:19:11.510 --> 00:19:11.520 align:start position:0%
about a car they don't even own anymore.
 

00:19:11.520 --> 00:19:13.270 align:start position:0%
about a car they don't even own anymore.
Well,<00:19:11.840><c> not</c><00:19:12.080><c> only</c><00:19:12.240><c> is</c><00:19:12.400><c> it</c><00:19:12.480><c> irrelevant,</c><00:19:12.960><c> but</c><00:19:13.120><c> it</c>

00:19:13.270 --> 00:19:13.280 align:start position:0%
Well, not only is it irrelevant, but it
 

00:19:13.280 --> 00:19:15.669 align:start position:0%
Well, not only is it irrelevant, but it
makes<00:19:13.360><c> us</c><00:19:13.600><c> look</c><00:19:13.840><c> ridiculous.</c>

00:19:15.669 --> 00:19:15.679 align:start position:0%
makes us look ridiculous.
 

00:19:15.679 --> 00:19:20.710 align:start position:0%
makes us look ridiculous.
So,<00:19:17.039><c> I</c><00:19:17.360><c> think</c><00:19:17.600><c> having</c><00:19:18.640><c> that</c><00:19:19.039><c> data</c><00:19:19.360><c> cleaned</c><00:19:19.760><c> up</c>

00:19:20.710 --> 00:19:20.720 align:start position:0%
So, I think having that data cleaned up
 

00:19:20.720 --> 00:19:24.630 align:start position:0%
So, I think having that data cleaned up
and<00:19:21.360><c> doing</c><00:19:21.760><c> those</c><00:19:22.080><c> initiatives</c><00:19:23.200><c> ourself</c>

00:19:24.630 --> 00:19:24.640 align:start position:0%
and doing those initiatives ourself
 

00:19:24.640 --> 00:19:28.549 align:start position:0%
and doing those initiatives ourself
allow<00:19:24.960><c> us</c><00:19:25.200><c> to</c><00:19:25.919><c> one</c><00:19:26.400><c> be</c><00:19:26.640><c> really</c><00:19:26.880><c> relevant,</c><00:19:27.520><c> two</c>

00:19:28.549 --> 00:19:28.559 align:start position:0%
allow us to one be really relevant, two
 

00:19:28.559 --> 00:19:30.710 align:start position:0%
allow us to one be really relevant, two
not<00:19:28.799><c> look</c><00:19:29.039><c> stupid,</c><00:19:29.919><c> three</c><00:19:30.320><c> be</c><00:19:30.480><c> more</c>

00:19:30.710 --> 00:19:30.720 align:start position:0%
not look stupid, three be more
 

00:19:30.720 --> 00:19:33.750 align:start position:0%
not look stupid, three be more
efficient,<00:19:31.679><c> save</c><00:19:32.000><c> more</c><00:19:32.240><c> money.</c><00:19:32.960><c> So</c><00:19:33.280><c> like</c><00:19:33.520><c> for</c>

00:19:33.750 --> 00:19:33.760 align:start position:0%
efficient, save more money. So like for
 

00:19:33.760 --> 00:19:35.830 align:start position:0%
efficient, save more money. So like for
me<00:19:34.000><c> service</c><00:19:34.320><c> is</c><00:19:34.559><c> a</c><00:19:34.799><c> huge</c><00:19:35.120><c> one</c><00:19:35.280><c> that's</c><00:19:35.600><c> just</c>

00:19:35.830 --> 00:19:35.840 align:start position:0%
me service is a huge one that's just
 

00:19:35.840 --> 00:19:38.070 align:start position:0%
me service is a huge one that's just
like<00:19:36.559><c> dangling</c><00:19:37.120><c> out</c><00:19:37.360><c> there.</c><00:19:37.520><c> It's</c><00:19:37.679><c> a</c><00:19:37.840><c> big</c>

00:19:38.070 --> 00:19:38.080 align:start position:0%
like dangling out there. It's a big
 

00:19:38.080 --> 00:19:39.270 align:start position:0%
like dangling out there. It's a big
carrot<00:19:38.400><c> for</c><00:19:38.559><c> us.</c>

00:19:39.270 --> 00:19:39.280 align:start position:0%
carrot for us.
 

00:19:39.280 --> 00:19:41.669 align:start position:0%
carrot for us.
And<00:19:39.600><c> you</c><00:19:39.919><c> started</c><00:19:40.240><c> this</c><00:19:40.559><c> project</c><00:19:40.880><c> in</c><00:19:41.120><c> January</c>

00:19:41.669 --> 00:19:41.679 align:start position:0%
And you started this project in January
 

00:19:41.679 --> 00:19:45.590 align:start position:0%
And you started this project in January
24<00:19:42.080><c> and</c><00:19:42.320><c> it's</c><00:19:43.600><c> almost</c><00:19:44.080><c> two</c><00:19:44.320><c> years</c><00:19:44.559><c> later.</c><00:19:45.440><c> Do</c>

00:19:45.590 --> 00:19:45.600 align:start position:0%
24 and it's almost two years later. Do
 

00:19:45.600 --> 00:19:48.230 align:start position:0%
24 and it's almost two years later. Do
you<00:19:45.679><c> feel</c><00:19:45.840><c> like</c><00:19:46.000><c> that's</c><00:19:46.320><c> like</c><00:19:46.880><c> a</c><00:19:47.120><c> a</c><00:19:47.520><c> typical</c>

00:19:48.230 --> 00:19:48.240 align:start position:0%
you feel like that's like a a typical
 

00:19:48.240 --> 00:19:50.470 align:start position:0%
you feel like that's like a a typical
kind<00:19:48.480><c> of</c><00:19:48.720><c> learning</c><00:19:49.280><c> and</c><00:19:49.600><c> installation</c>

00:19:50.470 --> 00:19:50.480 align:start position:0%
kind of learning and installation
 

00:19:50.480 --> 00:19:52.630 align:start position:0%
kind of learning and installation
process<00:19:51.360><c> to</c><00:19:51.600><c> get</c><00:19:51.679><c> to</c><00:19:51.840><c> this</c><00:19:52.000><c> point</c><00:19:52.160><c> where</c><00:19:52.400><c> you</c>

00:19:52.630 --> 00:19:52.640 align:start position:0%
process to get to this point where you
 

00:19:52.640 --> 00:19:53.590 align:start position:0%
process to get to this point where you
are?

00:19:53.590 --> 00:19:53.600 align:start position:0%
are?
 

00:19:53.600 --> 00:19:54.549 align:start position:0%
are?
I<00:19:53.760><c> have</c><00:19:53.840><c> no</c><00:19:54.000><c> idea.</c>

00:19:54.549 --> 00:19:54.559 align:start position:0%
I have no idea.
 

00:19:54.559 --> 00:19:55.590 align:start position:0%
I have no idea.
I<00:19:54.640><c> don't</c><00:19:54.799><c> either.</c>

00:19:55.590 --> 00:19:55.600 align:start position:0%
I don't either.
 

00:19:55.600 --> 00:19:58.070 align:start position:0%
I don't either.
I<00:19:55.840><c> have</c><00:19:55.919><c> no</c><00:19:56.160><c> idea.</c><00:19:57.120><c> But</c><00:19:57.280><c> we</c><00:19:57.520><c> started</c><00:19:57.840><c> way</c>

00:19:58.070 --> 00:19:58.080 align:start position:0%
I have no idea. But we started way
 

00:19:58.080 --> 00:20:01.190 align:start position:0%
I have no idea. But we started way
before<00:19:58.480><c> January</c><00:19:59.120><c> 24.</c><00:19:59.600><c> like</c><00:19:59.840><c> we</c>

00:20:01.190 --> 00:20:01.200 align:start position:0%
before January 24. like we
 

00:20:01.200 --> 00:20:03.990 align:start position:0%
before January 24. like we
we<00:20:02.000><c> um</c>

00:20:03.990 --> 00:20:04.000 align:start position:0%
we um
 

00:20:04.000 --> 00:20:05.750 align:start position:0%
we um
we<00:20:04.240><c> started</c><00:20:04.480><c> this</c><00:20:04.799><c> conversation</c><00:20:05.360><c> probably</c>

00:20:05.750 --> 00:20:05.760 align:start position:0%
we started this conversation probably
 

00:20:05.760 --> 00:20:08.150 align:start position:0%
we started this conversation probably
four<00:20:06.000><c> or</c><00:20:06.160><c> five</c><00:20:06.400><c> years</c><00:20:06.559><c> ago</c>

00:20:08.150 --> 00:20:08.160 align:start position:0%
four or five years ago
 

00:20:08.160 --> 00:20:12.549 align:start position:0%
four or five years ago
um<00:20:08.640><c> and</c><00:20:08.799><c> it</c><00:20:09.039><c> was</c><00:20:09.200><c> about</c><00:20:09.440><c> like</c><00:20:10.559><c> hey</c>

00:20:12.549 --> 00:20:12.559 align:start position:0%
um and it was about like hey
 

00:20:12.559 --> 00:20:15.830 align:start position:0%
um and it was about like hey
I'd<00:20:12.799><c> like</c><00:20:12.960><c> to</c><00:20:13.120><c> be</c><00:20:13.200><c> able</c><00:20:13.360><c> to</c><00:20:13.520><c> access</c><00:20:14.080><c> our</c><00:20:14.480><c> data</c>

00:20:15.830 --> 00:20:15.840 align:start position:0%
I'd like to be able to access our data
 

00:20:15.840 --> 00:20:19.830 align:start position:0%
I'd like to be able to access our data
in<00:20:16.080><c> order</c><00:20:16.400><c> to</c><00:20:17.600><c> be</c><00:20:17.919><c> more</c><00:20:18.400><c> segmented</c><00:20:19.360><c> in</c><00:20:19.600><c> order</c>

00:20:19.830 --> 00:20:19.840 align:start position:0%
in order to be more segmented in order
 

00:20:19.840 --> 00:20:23.029 align:start position:0%
in order to be more segmented in order
to<00:20:20.160><c> be</c><00:20:20.400><c> smarter</c><00:20:20.960><c> about</c><00:20:21.520><c> who</c><00:20:21.760><c> we</c><00:20:22.080><c> said</c><00:20:22.320><c> stuff</c><00:20:22.640><c> to</c>

00:20:23.029 --> 00:20:23.039 align:start position:0%
to be smarter about who we said stuff to
 

00:20:23.039 --> 00:20:24.710 align:start position:0%
to be smarter about who we said stuff to
right<00:20:23.360><c> like</c><00:20:23.520><c> that's</c><00:20:23.760><c> what</c><00:20:23.919><c> we</c><00:20:24.160><c> did</c><00:20:24.320><c> when</c><00:20:24.559><c> we</c>

00:20:24.710 --> 00:20:24.720 align:start position:0%
right like that's what we did when we
 

00:20:24.720 --> 00:20:27.110 align:start position:0%
right like that's what we did when we
were<00:20:25.360><c> in</c><00:20:25.600><c> CPG</c>

00:20:27.110 --> 00:20:27.120 align:start position:0%
were in CPG
 

00:20:27.120 --> 00:20:29.669 align:start position:0%
were in CPG
right<00:20:27.440><c> like</c><00:20:27.600><c> we</c><00:20:27.840><c> we</c><00:20:28.159><c> could</c><00:20:28.320><c> go</c><00:20:28.480><c> to</c><00:20:28.720><c> Kohl's</c><00:20:29.440><c> When</c>

00:20:29.669 --> 00:20:29.679 align:start position:0%
right like we we could go to Kohl's When
 

00:20:29.679 --> 00:20:31.270 align:start position:0%
right like we we could go to Kohl's When
I<00:20:29.760><c> was</c><00:20:29.840><c> at</c><00:20:30.000><c> Hannes,</c><00:20:30.400><c> my</c><00:20:30.559><c> my</c><00:20:30.799><c> biggest</c><00:20:31.039><c> customer</c>

00:20:31.270 --> 00:20:31.280 align:start position:0%
I was at Hannes, my my biggest customer
 

00:20:31.280 --> 00:20:33.029 align:start position:0%
I was at Hannes, my my biggest customer
was<00:20:31.520><c> Kohl's.</c><00:20:31.840><c> So,</c><00:20:32.000><c> I</c><00:20:32.159><c> could</c><00:20:32.240><c> go</c><00:20:32.320><c> to</c><00:20:32.400><c> Kohl's</c><00:20:32.880><c> and</c>

00:20:33.029 --> 00:20:33.039 align:start position:0%
was Kohl's. So, I could go to Kohl's and
 

00:20:33.039 --> 00:20:35.430 align:start position:0%
was Kohl's. So, I could go to Kohl's and
say,<00:20:33.120><c> "Hey,</c><00:20:34.320><c> we're</c><00:20:34.559><c> launching</c><00:20:34.960><c> this</c><00:20:35.200><c> new</c>

00:20:35.430 --> 00:20:35.440 align:start position:0%
say, "Hey, we're launching this new
 

00:20:35.440 --> 00:20:38.149 align:start position:0%
say, "Hey, we're launching this new
program.<00:20:36.559><c> We</c><00:20:37.120><c> really</c><00:20:37.360><c> like</c><00:20:37.600><c> to</c><00:20:37.760><c> be</c><00:20:37.919><c> able</c><00:20:38.000><c> to</c>

00:20:38.149 --> 00:20:38.159 align:start position:0%
program. We really like to be able to
 

00:20:38.159 --> 00:20:40.870 align:start position:0%
program. We really like to be able to
give<00:20:38.320><c> it</c><00:20:38.480><c> a</c><00:20:38.640><c> hard</c><00:20:38.799><c> push</c><00:20:39.120><c> at</c><00:20:39.360><c> launch.</c><00:20:40.320><c> Uh,</c><00:20:40.720><c> what</c>

00:20:40.870 --> 00:20:40.880 align:start position:0%
give it a hard push at launch. Uh, what
 

00:20:40.880 --> 00:20:42.470 align:start position:0%
give it a hard push at launch. Uh, what
tools<00:20:41.200><c> do</c><00:20:41.360><c> you</c><00:20:41.520><c> have</c><00:20:41.679><c> available</c><00:20:42.159><c> and</c><00:20:42.320><c> what</c>

00:20:42.470 --> 00:20:42.480 align:start position:0%
tools do you have available and what
 

00:20:42.480 --> 00:20:44.390 align:start position:0%
tools do you have available and what
data<00:20:42.799><c> do</c><00:20:42.960><c> you</c><00:20:43.120><c> have</c><00:20:43.200><c> available?"</c><00:20:44.000><c> And</c><00:20:44.240><c> they</c>

00:20:44.390 --> 00:20:44.400 align:start position:0%
data do you have available?" And they
 

00:20:44.400 --> 00:20:46.549 align:start position:0%
data do you have available?" And they
come<00:20:44.559><c> back</c><00:20:44.640><c> to</c><00:20:44.799><c> us</c><00:20:44.960><c> and</c><00:20:45.120><c> say,</c><00:20:45.200><c> "You</c><00:20:45.600><c> can</c><00:20:45.760><c> run</c>

00:20:46.549 --> 00:20:46.559 align:start position:0%
come back to us and say, "You can run
 

00:20:46.559 --> 00:20:48.310 align:start position:0%
come back to us and say, "You can run
email<00:20:46.960><c> through</c><00:20:47.280><c> us,</c><00:20:47.600><c> display</c><00:20:47.919><c> on</c><00:20:48.159><c> the</c>

00:20:48.310 --> 00:20:48.320 align:start position:0%
email through us, display on the
 

00:20:48.320 --> 00:20:50.310 align:start position:0%
email through us, display on the
website,<00:20:48.960><c> you</c><00:20:49.120><c> can</c><00:20:49.200><c> do</c><00:20:49.280><c> a</c><00:20:49.520><c> mailer,</c><00:20:49.919><c> you</c><00:20:50.080><c> can</c><00:20:50.159><c> be</c>

00:20:50.310 --> 00:20:50.320 align:start position:0%
website, you can do a mailer, you can be
 

00:20:50.320 --> 00:20:53.190 align:start position:0%
website, you can do a mailer, you can be
featured<00:20:50.559><c> in</c><00:20:50.720><c> the</c><00:20:50.880><c> catalog,</c><00:20:52.159><c> and</c><00:20:52.480><c> by</c><00:20:52.720><c> the</c><00:20:52.799><c> way,</c>

00:20:53.190 --> 00:20:53.200 align:start position:0%
featured in the catalog, and by the way,
 

00:20:53.200 --> 00:20:55.190 align:start position:0%
featured in the catalog, and by the way,
here's<00:20:53.440><c> the</c><00:20:53.679><c> database</c><00:20:54.159><c> of</c><00:20:54.400><c> like</c><00:20:54.720><c> everybody</c>

00:20:55.190 --> 00:20:55.200 align:start position:0%
here's the database of like everybody
 

00:20:55.200 --> 00:20:57.590 align:start position:0%
here's the database of like everybody
who's<00:20:55.520><c> ever</c><00:20:55.760><c> bought</c><00:20:56.000><c> your</c><00:20:56.320><c> product</c><00:20:56.640><c> from</c><00:20:56.880><c> us.</c>

00:20:57.590 --> 00:20:57.600 align:start position:0%
who's ever bought your product from us.
 

00:20:57.600 --> 00:21:00.149 align:start position:0%
who's ever bought your product from us.
We<00:20:57.760><c> know</c><00:20:57.919><c> the</c><00:20:58.159><c> frequency</c><00:20:58.559><c> of</c><00:20:58.880><c> purchase.</c><00:20:59.919><c> We</c>

00:21:00.149 --> 00:21:00.159 align:start position:0%
We know the frequency of purchase. We
 

00:21:00.159 --> 00:21:01.909 align:start position:0%
We know the frequency of purchase. We
can<00:21:00.320><c> go</c><00:21:00.400><c> in</c><00:21:00.559><c> and</c><00:21:00.720><c> say,</c><00:21:00.880><c> "Give</c><00:21:01.200><c> me</c><00:21:01.440><c> the</c><00:21:01.600><c> people</c>

00:21:01.909 --> 00:21:01.919 align:start position:0%
can go in and say, "Give me the people
 

00:21:01.919 --> 00:21:06.789 align:start position:0%
can go in and say, "Give me the people
who've<00:21:02.320><c> bought</c><00:21:03.360><c> less</c><00:21:03.679><c> than</c><00:21:04.159><c> X</c><00:21:05.039><c> this</c><00:21:05.440><c> year</c><00:21:06.400><c> and</c>

00:21:06.789 --> 00:21:06.799 align:start position:0%
who've bought less than X this year and
 

00:21:06.799 --> 00:21:09.350 align:start position:0%
who've bought less than X this year and
send<00:21:07.039><c> them</c><00:21:07.440><c> this</c><00:21:07.919><c> communication</c><00:21:08.559><c> piece,</c>

00:21:09.350 --> 00:21:09.360 align:start position:0%
send them this communication piece,
 

00:21:09.360 --> 00:21:12.149 align:start position:0%
send them this communication piece,
right?"<00:21:10.559><c> Um,</c>

00:21:12.149 --> 00:21:12.159 align:start position:0%
right?" Um,
 

00:21:12.159 --> 00:21:15.029 align:start position:0%
right?" Um,
in<00:21:12.480><c> automotive,</c><00:21:13.360><c> we</c><00:21:13.679><c> couldn't</c><00:21:14.080><c> access</c><00:21:14.720><c> the</c>

00:21:15.029 --> 00:21:15.039 align:start position:0%
in automotive, we couldn't access the
 

00:21:15.039 --> 00:21:17.909 align:start position:0%
in automotive, we couldn't access the
DMS<00:21:15.760><c> easily.</c><00:21:16.960><c> I</c><00:21:17.120><c> say</c><00:21:17.280><c> the</c><00:21:17.440><c> word</c><00:21:17.600><c> easily</c>

00:21:17.909 --> 00:21:17.919 align:start position:0%
DMS easily. I say the word easily
 

00:21:17.919 --> 00:21:19.430 align:start position:0%
DMS easily. I say the word easily
because<00:21:18.159><c> you</c><00:21:18.320><c> can</c><00:21:18.480><c> access</c><00:21:18.720><c> it,</c><00:21:18.880><c> but</c><00:21:19.120><c> you</c><00:21:19.280><c> can't</c>

00:21:19.430 --> 00:21:19.440 align:start position:0%
because you can access it, but you can't
 

00:21:19.440 --> 00:21:22.230 align:start position:0%
because you can access it, but you can't
access<00:21:19.760><c> it</c><00:21:20.000><c> easily,</c><00:21:21.360><c> right?</c><00:21:21.600><c> To</c><00:21:21.840><c> be</c><00:21:21.919><c> able</c><00:21:22.080><c> to</c>

00:21:22.230 --> 00:21:22.240 align:start position:0%
access it easily, right? To be able to
 

00:21:22.240 --> 00:21:25.510 align:start position:0%
access it easily, right? To be able to
kind<00:21:22.480><c> of</c><00:21:22.960><c> analyze</c><00:21:23.600><c> the</c><00:21:23.919><c> opportunities.</c>

00:21:25.510 --> 00:21:25.520 align:start position:0%
kind of analyze the opportunities.
 

00:21:25.520 --> 00:21:27.350 align:start position:0%
kind of analyze the opportunities.
And<00:21:25.679><c> you</c><00:21:25.840><c> can</c><00:21:26.000><c> kind</c><00:21:26.080><c> of</c><00:21:26.159><c> do</c><00:21:26.320><c> it</c><00:21:26.400><c> in</c><00:21:26.559><c> the</c><00:21:26.720><c> CRM,</c>

00:21:27.350 --> 00:21:27.360 align:start position:0%
And you can kind of do it in the CRM,
 

00:21:27.360 --> 00:21:30.070 align:start position:0%
And you can kind of do it in the CRM,
right?<00:21:27.679><c> But</c><00:21:27.840><c> like</c><00:21:28.640><c> CRM</c><00:21:29.200><c> data</c><00:21:29.520><c> is</c><00:21:29.679><c> a</c><00:21:29.840><c> little</c><00:21:29.919><c> bit</c>

00:21:30.070 --> 00:21:30.080 align:start position:0%
right? But like CRM data is a little bit
 

00:21:30.080 --> 00:21:31.190 align:start position:0%
right? But like CRM data is a little bit
messy<00:21:30.640><c> and</c>

00:21:31.190 --> 00:21:31.200 align:start position:0%
messy and
 

00:21:31.200 --> 00:21:32.710 align:start position:0%
messy and
you're<00:21:31.360><c> always</c><00:21:31.600><c> working</c><00:21:31.760><c> in</c><00:21:32.000><c> spreadsheets</c><00:21:32.559><c> it</c>

00:21:32.710 --> 00:21:32.720 align:start position:0%
you're always working in spreadsheets it
 

00:21:32.720 --> 00:21:33.669 align:start position:0%
you're always working in spreadsheets it
seems<00:21:32.880><c> like.</c><00:21:33.120><c> Yeah.</c>

00:21:33.669 --> 00:21:33.679 align:start position:0%
seems like. Yeah.
 

00:21:33.679 --> 00:21:38.310 align:start position:0%
seems like. Yeah.
Yeah.<00:21:34.400><c> 100%.</c><00:21:35.120><c> So</c><00:21:35.440><c> like</c><00:21:36.640><c> you</c><00:21:36.799><c> know</c><00:21:36.960><c> now</c><00:21:38.080><c> I'm</c>

00:21:38.310 --> 00:21:38.320 align:start position:0%
Yeah. 100%. So like you know now I'm
 

00:21:38.320 --> 00:21:41.110 align:start position:0%
Yeah. 100%. So like you know now I'm
like<00:21:38.559><c> okay</c><00:21:38.880><c> think</c><00:21:39.039><c> of</c><00:21:39.200><c> something</c><00:21:40.480><c> just</c><00:21:40.799><c> like</c>

00:21:41.110 --> 00:21:41.120 align:start position:0%
like okay think of something just like
 

00:21:41.120 --> 00:21:42.870 align:start position:0%
like okay think of something just like
think<00:21:41.360><c> of</c><00:21:41.520><c> some</c><00:21:41.840><c> opportunity</c><00:21:42.400><c> you've</c><00:21:42.640><c> always</c>

00:21:42.870 --> 00:21:42.880 align:start position:0%
think of some opportunity you've always
 

00:21:42.880 --> 00:21:44.310 align:start position:0%
think of some opportunity you've always
wanted<00:21:43.039><c> to</c><00:21:43.200><c> go</c><00:21:43.360><c> after</c><00:21:43.600><c> and</c><00:21:43.679><c> I'm</c><00:21:43.840><c> like</c><00:21:44.000><c> yeah</c><00:21:44.159><c> we</c>

00:21:44.310 --> 00:21:44.320 align:start position:0%
wanted to go after and I'm like yeah we
 

00:21:44.320 --> 00:21:47.029 align:start position:0%
wanted to go after and I'm like yeah we
can<00:21:44.480><c> build</c><00:21:44.559><c> an</c><00:21:44.799><c> audience</c><00:21:45.039><c> for</c><00:21:45.280><c> that</c><00:21:46.159><c> you</c><00:21:46.320><c> know.</c>

00:21:47.029 --> 00:21:47.039 align:start position:0%
can build an audience for that you know.
 

00:21:47.039 --> 00:21:48.470 align:start position:0%
can build an audience for that you know.
Yeah.<00:21:47.360><c> And</c><00:21:47.520><c> we're</c><00:21:47.679><c> getting</c><00:21:47.840><c> to</c><00:21:48.000><c> a</c><00:21:48.159><c> place</c><00:21:48.240><c> where</c>

00:21:48.470 --> 00:21:48.480 align:start position:0%
Yeah. And we're getting to a place where
 

00:21:48.480 --> 00:21:51.029 align:start position:0%
Yeah. And we're getting to a place where
you<00:21:48.640><c> can</c><00:21:49.840><c> I</c><00:21:50.080><c> know</c><00:21:50.240><c> some</c><00:21:50.400><c> stores</c><00:21:50.720><c> that</c><00:21:50.880><c> are</c>

00:21:51.029 --> 00:21:51.039 align:start position:0%
you can I know some stores that are
 

00:21:51.039 --> 00:21:53.510 align:start position:0%
you can I know some stores that are
doing<00:21:51.360><c> this</c><00:21:52.240><c> and</c><00:21:52.400><c> and</c><00:21:52.799><c> we've</c><00:21:53.039><c> been</c><00:21:53.200><c> trying</c><00:21:53.360><c> to</c>

00:21:53.510 --> 00:21:53.520 align:start position:0%
doing this and and we've been trying to
 

00:21:53.520 --> 00:21:55.909 align:start position:0%
doing this and and we've been trying to
do<00:21:53.600><c> this</c><00:21:53.760><c> with</c><00:21:54.080><c> more</c><00:21:54.880><c> providers,</c><00:21:55.440><c> but</c><00:21:55.600><c> to</c><00:21:55.760><c> just</c>

00:21:55.909 --> 00:21:55.919 align:start position:0%
do this with more providers, but to just
 

00:21:55.919 --> 00:21:58.149 align:start position:0%
do this with more providers, but to just
to<00:21:56.080><c> run</c><00:21:56.240><c> an</c><00:21:56.480><c> agent</c><00:21:57.039><c> that's</c><00:21:57.360><c> able</c><00:21:57.600><c> to</c><00:21:57.760><c> just</c><00:21:58.000><c> take</c>

00:21:58.149 --> 00:21:58.159 align:start position:0%
to run an agent that's able to just take
 

00:21:58.159 --> 00:22:01.350 align:start position:0%
to run an agent that's able to just take
a<00:21:58.400><c> query</c><00:21:58.799><c> and</c><00:21:59.120><c> go</c><00:21:59.280><c> through</c><00:21:59.520><c> that</c><00:21:59.760><c> data</c><00:22:01.039><c> and</c>

00:22:01.350 --> 00:22:01.360 align:start position:0%
a query and go through that data and
 

00:22:01.360 --> 00:22:03.990 align:start position:0%
a query and go through that data and
generate<00:22:01.679><c> the</c><00:22:01.919><c> result.</c>

00:22:03.990 --> 00:22:04.000 align:start position:0%
generate the result.
 

00:22:04.000 --> 00:22:07.430 align:start position:0%
generate the result.
And<00:22:04.799><c> then</c><00:22:05.039><c> there's</c><00:22:05.440><c> APIs</c><00:22:06.159><c> into</c><00:22:06.480><c> the</c><00:22:06.880><c> SMS</c>

00:22:07.430 --> 00:22:07.440 align:start position:0%
And then there's APIs into the SMS
 

00:22:07.440 --> 00:22:09.669 align:start position:0%
And then there's APIs into the SMS
platform<00:22:07.919><c> and</c><00:22:08.240><c> the</c><00:22:08.480><c> direct</c><00:22:08.799><c> mail</c><00:22:09.120><c> and</c><00:22:09.440><c> other</c>

00:22:09.669 --> 00:22:09.679 align:start position:0%
platform and the direct mail and other
 

00:22:09.679 --> 00:22:11.110 align:start position:0%
platform and the direct mail and other
things,<00:22:09.919><c> but</c><00:22:10.159><c> it's</c><00:22:10.320><c> like,</c><00:22:10.480><c> okay,</c><00:22:10.720><c> at</c><00:22:10.720><c> least</c><00:22:10.960><c> we</c>

00:22:11.110 --> 00:22:11.120 align:start position:0%
things, but it's like, okay, at least we
 

00:22:11.120 --> 00:22:13.909 align:start position:0%
things, but it's like, okay, at least we
have<00:22:11.200><c> that</c><00:22:11.360><c> on</c><00:22:11.520><c> a</c><00:22:11.679><c> spreadsheet</c><00:22:12.159><c> now.</c><00:22:13.440><c> Now</c><00:22:13.760><c> all</c>

00:22:13.909 --> 00:22:13.919 align:start position:0%
have that on a spreadsheet now. Now all
 

00:22:13.919 --> 00:22:16.549 align:start position:0%
have that on a spreadsheet now. Now all
the<00:22:14.159><c> nine</c><00:22:14.480><c> one</c><00:22:14.720><c> of</c><00:22:14.799><c> the</c><00:22:14.960><c> nine</c><00:22:15.200><c> employees</c><00:22:15.840><c> can</c>

00:22:16.549 --> 00:22:16.559 align:start position:0%
the nine one of the nine employees can
 

00:22:16.559 --> 00:22:18.710 align:start position:0%
the nine one of the nine employees can
take<00:22:16.799><c> that</c><00:22:17.039><c> and</c><00:22:17.440><c> plug</c><00:22:17.679><c> it</c><00:22:17.840><c> in</c><00:22:18.080><c> and</c><00:22:18.320><c> start</c><00:22:18.480><c> to</c>

00:22:18.710 --> 00:22:18.720 align:start position:0%
take that and plug it in and start to
 

00:22:18.720 --> 00:22:20.950 align:start position:0%
take that and plug it in and start to
run<00:22:18.960><c> media</c><00:22:19.280><c> against</c><00:22:19.679><c> it.</c>

00:22:20.950 --> 00:22:20.960 align:start position:0%
run media against it.
 

00:22:20.960 --> 00:22:21.590 align:start position:0%
run media against it.
Yeah.

00:22:21.590 --> 00:22:21.600 align:start position:0%
Yeah.
 

00:22:21.600 --> 00:22:24.070 align:start position:0%
Yeah.
All<00:22:21.760><c> in</c><00:22:21.919><c> an</c><00:22:22.080><c> effort</c><00:22:22.240><c> to</c><00:22:22.400><c> be</c>

00:22:24.070 --> 00:22:24.080 align:start position:0%
All in an effort to be
 

00:22:24.080 --> 00:22:25.669 align:start position:0%
All in an effort to be
more<00:22:24.400><c> relevant</c><00:22:24.799><c> and</c><00:22:25.039><c> especially</c><00:22:25.360><c> with</c><00:22:25.520><c> like</c>

00:22:25.669 --> 00:22:25.679 align:start position:0%
more relevant and especially with like
 

00:22:25.679 --> 00:22:26.789 align:start position:0%
more relevant and especially with like
the<00:22:25.840><c> things</c><00:22:25.919><c> that</c><00:22:26.080><c> are</c><00:22:26.159><c> more</c><00:22:26.320><c> expensive</c><00:22:26.640><c> for</c>

00:22:26.789 --> 00:22:26.799 align:start position:0%
the things that are more expensive for
 

00:22:26.799 --> 00:22:29.190 align:start position:0%
the things that are more expensive for
that<00:22:26.960><c> onetoone</c><00:22:27.760><c> outreach</c><00:22:28.320><c> which</c><00:22:28.559><c> would</c><00:22:28.720><c> be</c>

00:22:29.190 --> 00:22:29.200 align:start position:0%
that onetoone outreach which would be
 

00:22:29.200 --> 00:22:31.990 align:start position:0%
that onetoone outreach which would be
the<00:22:29.520><c> phone</c><00:22:29.760><c> call</c><00:22:30.559><c> from</c><00:22:31.039><c> somebody</c><00:22:31.280><c> in</c><00:22:31.360><c> the</c><00:22:31.520><c> BDC.</c>

00:22:31.990 --> 00:22:32.000 align:start position:0%
the phone call from somebody in the BDC.
 

00:22:32.000 --> 00:22:34.950 align:start position:0%
the phone call from somebody in the BDC.
It<00:22:32.159><c> would</c><00:22:32.240><c> be</c><00:22:32.320><c> a</c><00:22:32.559><c> piece</c><00:22:32.799><c> of</c><00:22:32.960><c> direct</c><00:22:33.280><c> mail</c><00:22:34.480><c> or</c><00:22:34.720><c> on</c>

00:22:34.950 --> 00:22:34.960 align:start position:0%
It would be a piece of direct mail or on
 

00:22:34.960 --> 00:22:36.230 align:start position:0%
It would be a piece of direct mail or on
social<00:22:35.280><c> you</c><00:22:35.440><c> can</c><00:22:35.600><c> get</c><00:22:35.679><c> a</c><00:22:35.840><c> little</c><00:22:35.919><c> bit</c><00:22:36.080><c> more</c>

00:22:36.230 --> 00:22:36.240 align:start position:0%
social you can get a little bit more
 

00:22:36.240 --> 00:22:37.510 align:start position:0%
social you can get a little bit more
broad<00:22:36.480><c> and</c><00:22:36.640><c> it's</c><00:22:36.799><c> like</c><00:22:36.960><c> okay</c><00:22:37.200><c> maybe</c><00:22:37.360><c> we're</c>

00:22:37.510 --> 00:22:37.520 align:start position:0%
broad and it's like okay maybe we're
 

00:22:37.520 --> 00:22:39.029 align:start position:0%
broad and it's like okay maybe we're
hitting<00:22:37.679><c> a</c><00:22:37.840><c> few</c><00:22:37.919><c> of</c><00:22:38.000><c> the</c><00:22:38.240><c> wrong</c><00:22:38.400><c> people.</c><00:22:38.720><c> It's</c>

00:22:39.029 --> 00:22:39.039 align:start position:0%
hitting a few of the wrong people. It's
 

00:22:39.039 --> 00:22:41.990 align:start position:0%
hitting a few of the wrong people. It's
just<00:22:39.360><c> costs</c><00:22:39.600><c> a</c><00:22:39.840><c> penny.</c><00:22:41.120><c> But</c><00:22:41.360><c> like</c><00:22:41.600><c> the</c><00:22:41.840><c> reason</c>

00:22:41.990 --> 00:22:42.000 align:start position:0%
just costs a penny. But like the reason
 

00:22:42.000 --> 00:22:43.190 align:start position:0%
just costs a penny. But like the reason
I'm<00:22:42.159><c> want</c><00:22:42.320><c> I'm</c><00:22:42.559><c> so</c><00:22:42.720><c> interested</c><00:22:42.960><c> in</c><00:22:43.039><c> what</c>

00:22:43.190 --> 00:22:43.200 align:start position:0%
I'm want I'm so interested in what
 

00:22:43.200 --> 00:22:44.470 align:start position:0%
I'm want I'm so interested in what
you're<00:22:43.360><c> doing</c><00:22:43.440><c> with</c><00:22:43.600><c> CDP</c><00:22:44.000><c> is</c><00:22:44.159><c> because</c><00:22:44.320><c> I</c><00:22:44.400><c> want</c>

00:22:44.470 --> 00:22:44.480 align:start position:0%
you're doing with CDP is because I want
 

00:22:44.480 --> 00:22:47.270 align:start position:0%
you're doing with CDP is because I want
to<00:22:44.640><c> be</c><00:22:44.720><c> relevant</c><00:22:45.120><c> when</c><00:22:45.360><c> I'm</c><00:22:46.480><c> at</c><00:22:46.720><c> Kansas</c><00:22:47.120><c> City</c>

00:22:47.270 --> 00:22:47.280 align:start position:0%
to be relevant when I'm at Kansas City
 

00:22:47.280 --> 00:22:48.789 align:start position:0%
to be relevant when I'm at Kansas City
at<00:22:47.520><c> this</c><00:22:47.679><c> conference</c><00:22:48.000><c> and</c><00:22:48.240><c> presenting</c><00:22:48.640><c> about</c>

00:22:48.789 --> 00:22:48.799 align:start position:0%
at this conference and presenting about
 

00:22:48.799 --> 00:22:50.070 align:start position:0%
at this conference and presenting about
it<00:22:49.039><c> for</c><00:22:49.280><c> what</c><00:22:49.520><c> people</c><00:22:49.760><c> are</c>

00:22:50.070 --> 00:22:50.080 align:start position:0%
it for what people are
 

00:22:50.080 --> 00:22:51.430 align:start position:0%
it for what people are
trying<00:22:50.240><c> to</c><00:22:50.320><c> take</c><00:22:50.480><c> all</c><00:22:50.640><c> your</c><00:22:50.799><c> ideas.</c>

00:22:51.430 --> 00:22:51.440 align:start position:0%
trying to take all your ideas.
 

00:22:51.440 --> 00:22:53.270 align:start position:0%
trying to take all your ideas.
Yeah.<00:22:51.600><c> I'm</c><00:22:51.760><c> just</c>

00:22:53.270 --> 00:22:53.280 align:start position:0%
Yeah. I'm just
 

00:22:53.280 --> 00:22:55.909 align:start position:0%
Yeah. I'm just
I'm<00:22:53.600><c> taking</c><00:22:53.840><c> notes</c><00:22:54.159><c> while</c><00:22:54.400><c> you're</c><00:22:54.640><c> talking.</c>

00:22:55.909 --> 00:22:55.919 align:start position:0%
I'm taking notes while you're talking.
 

00:22:55.919 --> 00:22:57.350 align:start position:0%
I'm taking notes while you're talking.
Just<00:22:56.159><c> call</c><00:22:56.400><c> me</c><00:22:56.559><c> when</c><00:22:56.720><c> you're</c><00:22:56.880><c> there.</c>

00:22:57.350 --> 00:22:57.360 align:start position:0%
Just call me when you're there.
 

00:22:57.360 --> 00:23:00.310 align:start position:0%
Just call me when you're there.
He's<00:22:57.520><c> like</c><00:22:58.159><c> one</c><00:22:58.480><c> word</c><00:22:58.799><c> activation.</c><00:22:59.520><c> Use</c><00:22:59.840><c> that.</c>

00:23:00.310 --> 00:23:00.320 align:start position:0%
He's like one word activation. Use that.
 

00:23:00.320 --> 00:23:02.230 align:start position:0%
He's like one word activation. Use that.
Yeah.<00:23:01.039><c> Okay,</c><00:23:01.360><c> Gary,</c><00:23:01.600><c> you're</c><00:23:01.760><c> on</c><00:23:01.919><c> speaker</c>

00:23:02.230 --> 00:23:02.240 align:start position:0%
Yeah. Okay, Gary, you're on speaker
 

00:23:02.240 --> 00:23:07.190 align:start position:0%
Yeah. Okay, Gary, you're on speaker
phone<00:23:02.480><c> now.</c><00:23:03.280><c> Put</c><00:23:03.440><c> you</c><00:23:03.679><c> the</c><00:23:03.840><c> microphone.</c>

00:23:07.190 --> 00:23:07.200 align:start position:0%
 
 

00:23:07.200 --> 00:23:09.029 align:start position:0%
 
Yeah.<00:23:07.440><c> I</c><00:23:07.679><c> mean,</c><00:23:07.840><c> I</c><00:23:08.080><c> think,</c><00:23:08.320><c> you</c><00:23:08.480><c> know,</c><00:23:08.640><c> there's</c>

00:23:09.029 --> 00:23:09.039 align:start position:0%
Yeah. I mean, I think, you know, there's
 

00:23:09.039 --> 00:23:11.590 align:start position:0%
Yeah. I mean, I think, you know, there's
like<00:23:10.000><c> for</c><00:23:10.240><c> us</c><00:23:10.480><c> with</c><00:23:10.720><c> this</c><00:23:10.880><c> project,</c><00:23:11.280><c> there's</c><00:23:11.440><c> a</c>

00:23:11.590 --> 00:23:11.600 align:start position:0%
like for us with this project, there's a
 

00:23:11.600 --> 00:23:14.870 align:start position:0%
like for us with this project, there's a
lot<00:23:11.679><c> of</c><00:23:11.840><c> stuff</c><00:23:12.080><c> on</c><00:23:12.320><c> the</c><00:23:12.480><c> horizon.</c><00:23:13.120><c> Like</c>

00:23:14.870 --> 00:23:14.880 align:start position:0%
lot of stuff on the horizon. Like
 

00:23:14.880 --> 00:23:17.510 align:start position:0%
lot of stuff on the horizon. Like
I<00:23:15.200><c> I</c><00:23:15.360><c> I</c><00:23:15.440><c> I</c><00:23:15.919><c> think</c><00:23:16.000><c> I</c><00:23:16.240><c> speak</c><00:23:16.480><c> in</c><00:23:16.799><c> generalizations</c>

00:23:17.510 --> 00:23:17.520 align:start position:0%
I I I I think I speak in generalizations
 

00:23:17.520 --> 00:23:18.950 align:start position:0%
I I I I think I speak in generalizations
when<00:23:17.760><c> I</c><00:23:17.919><c> say</c><00:23:18.080><c> like,</c><00:23:18.320><c> you</c><00:23:18.400><c> know,</c><00:23:18.480><c> we</c><00:23:18.640><c> wanted</c><00:23:18.799><c> a</c>

00:23:18.950 --> 00:23:18.960 align:start position:0%
when I say like, you know, we wanted a
 

00:23:18.960 --> 00:23:20.950 align:start position:0%
when I say like, you know, we wanted a
CDP<00:23:19.440><c> so</c><00:23:19.600><c> we</c><00:23:19.760><c> could</c><00:23:19.840><c> activate</c><00:23:20.240><c> our</c><00:23:20.400><c> data</c><00:23:20.720><c> and</c>

00:23:20.950 --> 00:23:20.960 align:start position:0%
CDP so we could activate our data and
 

00:23:20.960 --> 00:23:23.590 align:start position:0%
CDP so we could activate our data and
like,<00:23:21.120><c> you</c><00:23:21.280><c> know,</c><00:23:21.440><c> but</c><00:23:21.600><c> like</c><00:23:22.880><c> the</c><00:23:23.120><c> truth</c><00:23:23.280><c> of</c><00:23:23.440><c> it</c>

00:23:23.590 --> 00:23:23.600 align:start position:0%
like, you know, but like the truth of it
 

00:23:23.600 --> 00:23:25.510 align:start position:0%
like, you know, but like the truth of it
is

00:23:25.510 --> 00:23:25.520 align:start position:0%
is
 

00:23:25.520 --> 00:23:27.990 align:start position:0%
is
we<00:23:25.760><c> wanted</c><00:23:26.080><c> a</c><00:23:26.320><c> database,</c>

00:23:27.990 --> 00:23:28.000 align:start position:0%
we wanted a database,
 

00:23:28.000 --> 00:23:30.230 align:start position:0%
we wanted a database,
right?<00:23:28.559><c> Like</c><00:23:28.720><c> the</c><00:23:28.960><c> CDP</c><00:23:29.440><c> is</c><00:23:29.600><c> the</c><00:23:29.760><c> language,</c><00:23:30.080><c> but</c>

00:23:30.230 --> 00:23:30.240 align:start position:0%
right? Like the CDP is the language, but
 

00:23:30.240 --> 00:23:32.149 align:start position:0%
right? Like the CDP is the language, but
like<00:23:30.400><c> we</c><00:23:30.640><c> wanted</c><00:23:30.880><c> a</c><00:23:31.120><c> database.</c><00:23:31.600><c> I</c><00:23:31.840><c> want</c><00:23:31.919><c> a</c>

00:23:32.149 --> 00:23:32.159 align:start position:0%
like we wanted a database. I want a
 

00:23:32.159 --> 00:23:36.230 align:start position:0%
like we wanted a database. I want a
database<00:23:32.960><c> of</c><00:23:33.520><c> all</c><00:23:33.840><c> of</c><00:23:34.000><c> the</c><00:23:34.159><c> data</c><00:23:34.480><c> we</c><00:23:34.799><c> have</c><00:23:35.840><c> in</c>

00:23:36.230 --> 00:23:36.240 align:start position:0%
database of all of the data we have in
 

00:23:36.240 --> 00:23:40.789 align:start position:0%
database of all of the data we have in
one<00:23:36.480><c> spot.</c><00:23:37.840><c> And</c><00:23:38.320><c> if</c><00:23:38.640><c> you</c><00:23:38.799><c> live</c><00:23:39.039><c> in</c><00:23:39.280><c> my</c><00:23:39.600><c> market,</c>

00:23:40.789 --> 00:23:40.799 align:start position:0%
one spot. And if you live in my market,
 

00:23:40.799 --> 00:23:43.750 align:start position:0%
one spot. And if you live in my market,
I<00:23:41.039><c> want</c><00:23:41.120><c> you</c><00:23:41.360><c> in</c><00:23:41.520><c> my</c><00:23:41.760><c> database,</c><00:23:43.120><c> right?</c>

00:23:43.750 --> 00:23:43.760 align:start position:0%
I want you in my database, right?
 

00:23:43.760 --> 00:23:45.190 align:start position:0%
I want you in my database, right?
Because<00:23:44.000><c> like</c><00:23:44.159><c> you</c><00:23:44.320><c> might</c><00:23:44.480><c> not</c><00:23:44.640><c> be</c><00:23:44.799><c> buying</c><00:23:45.039><c> a</c>

00:23:45.190 --> 00:23:45.200 align:start position:0%
Because like you might not be buying a
 

00:23:45.200 --> 00:23:47.830 align:start position:0%
Because like you might not be buying a
car<00:23:45.440><c> today,</c><00:23:46.640><c> but</c><00:23:46.880><c> you</c><00:23:47.039><c> might</c><00:23:47.200><c> be</c><00:23:47.360><c> buying</c><00:23:47.520><c> one</c>

00:23:47.830 --> 00:23:47.840 align:start position:0%
car today, but you might be buying one
 

00:23:47.840 --> 00:23:50.630 align:start position:0%
car today, but you might be buying one
tomorrow.<00:23:48.880><c> You</c><00:23:49.039><c> might</c><00:23:49.200><c> need</c><00:23:49.520><c> service.</c><00:23:50.480><c> You</c>

00:23:50.630 --> 00:23:50.640 align:start position:0%
tomorrow. You might need service. You
 

00:23:50.640 --> 00:23:52.390 align:start position:0%
tomorrow. You might need service. You
might<00:23:50.799><c> need</c><00:23:50.880><c> a</c><00:23:51.039><c> car</c><00:23:51.200><c> for</c><00:23:51.440><c> your</c><00:23:51.600><c> kid.</c><00:23:52.080><c> You</c><00:23:52.240><c> might</c>

00:23:52.390 --> 00:23:52.400 align:start position:0%
might need a car for your kid. You might
 

00:23:52.400 --> 00:23:54.230 align:start position:0%
might need a car for your kid. You might
need<00:23:52.559><c> car</c><00:23:52.720><c> for</c><00:23:52.960><c> a</c><00:23:53.120><c> friend.</c><00:23:53.520><c> Like</c><00:23:53.840><c> whatever</c><00:23:54.080><c> it</c>

00:23:54.230 --> 00:23:54.240 align:start position:0%
need car for a friend. Like whatever it
 

00:23:54.240 --> 00:23:55.909 align:start position:0%
need car for a friend. Like whatever it
is,<00:23:54.480><c> like</c><00:23:54.640><c> if</c><00:23:54.799><c> you</c><00:23:55.039><c> live</c><00:23:55.200><c> in</c><00:23:55.440><c> one</c><00:23:55.600><c> of</c><00:23:55.760><c> my</c>

00:23:55.909 --> 00:23:55.919 align:start position:0%
is, like if you live in one of my
 

00:23:55.919 --> 00:23:57.830 align:start position:0%
is, like if you live in one of my
markets,<00:23:56.240><c> I</c><00:23:56.480><c> want</c><00:23:56.559><c> you</c><00:23:56.720><c> in</c><00:23:56.960><c> my</c><00:23:57.120><c> database.</c><00:23:57.600><c> Like</c>

00:23:57.830 --> 00:23:57.840 align:start position:0%
markets, I want you in my database. Like
 

00:23:57.840 --> 00:23:59.430 align:start position:0%
markets, I want you in my database. Like
that's<00:23:58.000><c> the</c><00:23:58.159><c> goal.</c><00:23:58.720><c> Do</c><00:23:58.880><c> you</c><00:23:58.960><c> feel</c><00:23:59.120><c> like</c><00:23:59.280><c> this</c>

00:23:59.430 --> 00:23:59.440 align:start position:0%
that's the goal. Do you feel like this
 

00:23:59.440 --> 00:24:01.590 align:start position:0%
that's the goal. Do you feel like this
pursuit<00:23:59.919><c> has</c><00:24:00.240><c> changed</c><00:24:00.720><c> since</c><00:24:00.960><c> you</c><00:24:01.200><c> initially</c>

00:24:01.590 --> 00:24:01.600 align:start position:0%
pursuit has changed since you initially
 

00:24:01.600 --> 00:24:04.149 align:start position:0%
pursuit has changed since you initially
had<00:24:01.760><c> it</c><00:24:02.240><c> at</c><00:24:03.039><c> five</c><00:24:03.280><c> years</c><00:24:03.440><c> ago</c><00:24:03.600><c> or</c><00:24:03.840><c> six</c><00:24:04.000><c> years</c>

00:24:04.149 --> 00:24:04.159 align:start position:0%
had it at five years ago or six years
 

00:24:04.159 --> 00:24:06.630 align:start position:0%
had it at five years ago or six years
ago<00:24:04.400><c> while</c><00:24:04.640><c> you</c><00:24:04.799><c> guys</c><00:24:04.960><c> were</c><00:24:05.120><c> talking</c><00:24:05.360><c> about</c>

00:24:06.630 --> 00:24:06.640 align:start position:0%
ago while you guys were talking about
 

00:24:06.640 --> 00:24:09.110 align:start position:0%
ago while you guys were talking about
activating<00:24:07.200><c> on</c><00:24:07.360><c> your</c><00:24:07.520><c> own</c><00:24:07.679><c> database</c><00:24:08.799><c> and</c><00:24:08.960><c> it</c>

00:24:09.110 --> 00:24:09.120 align:start position:0%
activating on your own database and it
 

00:24:09.120 --> 00:24:10.470 align:start position:0%
activating on your own database and it
could<00:24:09.280><c> have</c><00:24:09.360><c> been</c><00:24:09.440><c> like</c><00:24:09.679><c> equity</c><00:24:10.000><c> mining</c><00:24:10.320><c> or</c>

00:24:10.470 --> 00:24:10.480 align:start position:0%
could have been like equity mining or
 

00:24:10.480 --> 00:24:13.909 align:start position:0%
could have been like equity mining or
data<00:24:10.799><c> mining?</c><00:24:12.000><c> Is</c><00:24:12.240><c> it</c><00:24:12.480><c> different</c><00:24:12.799><c> than</c><00:24:13.600><c> the</c>

00:24:13.909 --> 00:24:13.919 align:start position:0%
data mining? Is it different than the
 

00:24:13.919 --> 00:24:15.110 align:start position:0%
data mining? Is it different than the
conversation<00:24:14.320><c> you</c><00:24:14.559><c> guys</c><00:24:14.640><c> are</c><00:24:14.799><c> having</c><00:24:14.960><c> now</c>

00:24:15.110 --> 00:24:15.120 align:start position:0%
conversation you guys are having now
 

00:24:15.120 --> 00:24:16.870 align:start position:0%
conversation you guys are having now
with<00:24:15.279><c> the</c><00:24:15.360><c> CDP</c>

00:24:16.870 --> 00:24:16.880 align:start position:0%
with the CDP
 

00:24:16.880 --> 00:24:19.269 align:start position:0%
with the CDP
like<00:24:17.120><c> the</c><00:24:17.360><c> end?</c><00:24:17.679><c> So</c><00:24:17.919><c> the</c><00:24:18.080><c> the</c><00:24:18.159><c> the</c><00:24:18.720><c> two</c><00:24:18.960><c> big</c>

00:24:19.269 --> 00:24:19.279 align:start position:0%
like the end? So the the the two big
 

00:24:19.279 --> 00:24:22.149 align:start position:0%
like the end? So the the the two big
goals<00:24:20.159><c> when</c><00:24:20.400><c> we</c><00:24:20.640><c> started</c><00:24:20.960><c> this</c><00:24:21.440><c> whole</c><00:24:21.760><c> journey</c>

00:24:22.149 --> 00:24:22.159 align:start position:0%
goals when we started this whole journey
 

00:24:22.159 --> 00:24:26.390 align:start position:0%
goals when we started this whole journey
was<00:24:23.039><c> one</c><00:24:24.159><c> I</c><00:24:24.400><c> want</c><00:24:24.559><c> a</c><00:24:24.720><c> database.</c>

00:24:26.390 --> 00:24:26.400 align:start position:0%
was one I want a database.
 

00:24:26.400 --> 00:24:27.990 align:start position:0%
was one I want a database.
Two

00:24:27.990 --> 00:24:28.000 align:start position:0%
Two
 

00:24:28.000 --> 00:24:31.510 align:start position:0%
Two
I<00:24:28.320><c> need</c><00:24:29.360><c> the</c><00:24:29.679><c> ability</c><00:24:30.159><c> to</c><00:24:30.480><c> run</c><00:24:31.120><c> business</c>

00:24:31.510 --> 00:24:31.520 align:start position:0%
I need the ability to run business
 

00:24:31.520 --> 00:24:35.590 align:start position:0%
I need the ability to run business
analytics<00:24:32.799><c> on</c><00:24:33.120><c> what's</c><00:24:33.360><c> inside</c><00:24:33.679><c> my</c><00:24:34.240><c> database,</c>

00:24:35.590 --> 00:24:35.600 align:start position:0%
analytics on what's inside my database,
 

00:24:35.600 --> 00:24:38.870 align:start position:0%
analytics on what's inside my database,
right?<00:24:36.320><c> And</c><00:24:36.559><c> like</c><00:24:37.200><c> I</c><00:24:37.520><c> can't</c><00:24:38.159><c> I</c><00:24:38.480><c> couldn't</c><00:24:38.720><c> do</c>

00:24:38.870 --> 00:24:38.880 align:start position:0%
right? And like I can't I couldn't do
 

00:24:38.880 --> 00:24:41.029 align:start position:0%
right? And like I can't I couldn't do
either<00:24:39.200><c> of</c><00:24:39.360><c> those,</c>

00:24:41.029 --> 00:24:41.039 align:start position:0%
either of those,
 

00:24:41.039 --> 00:24:42.950 align:start position:0%
either of those,
right?<00:24:41.440><c> Like</c>

00:24:42.950 --> 00:24:42.960 align:start position:0%
right? Like
 

00:24:42.960 --> 00:24:45.830 align:start position:0%
right? Like
I<00:24:43.360><c> want</c><00:24:43.520><c> to</c><00:24:43.679><c> know</c><00:24:44.320><c> what's</c><00:24:44.720><c> there.</c><00:24:45.520><c> I</c><00:24:45.760><c> don't</c>

00:24:45.830 --> 00:24:45.840 align:start position:0%
I want to know what's there. I don't
 

00:24:45.840 --> 00:24:47.430 align:start position:0%
I want to know what's there. I don't
want<00:24:45.919><c> to</c><00:24:46.080><c> just</c><00:24:46.240><c> fill</c><00:24:46.480><c> it</c><00:24:46.640><c> with</c><00:24:46.799><c> stuff.</c><00:24:47.200><c> I</c><00:24:47.360><c> want</c>

00:24:47.430 --> 00:24:47.440 align:start position:0%
want to just fill it with stuff. I want
 

00:24:47.440 --> 00:24:48.630 align:start position:0%
want to just fill it with stuff. I want
to<00:24:47.520><c> know</c><00:24:47.679><c> what's</c><00:24:47.840><c> there</c><00:24:48.080><c> and</c><00:24:48.240><c> then</c><00:24:48.320><c> I</c><00:24:48.480><c> want</c><00:24:48.559><c> to</c>

00:24:48.630 --> 00:24:48.640 align:start position:0%
to know what's there and then I want to
 

00:24:48.640 --> 00:24:51.350 align:start position:0%
to know what's there and then I want to
be<00:24:48.720><c> able</c><00:24:48.880><c> to</c><00:24:48.960><c> do</c><00:24:49.200><c> analysis</c><00:24:49.840><c> on</c><00:24:50.080><c> it</c><00:24:50.640><c> so</c><00:24:50.799><c> that</c><00:24:51.120><c> I</c>

00:24:51.350 --> 00:24:51.360 align:start position:0%
be able to do analysis on it so that I
 

00:24:51.360 --> 00:24:54.390 align:start position:0%
be able to do analysis on it so that I
can<00:24:51.600><c> learn</c><00:24:51.919><c> more</c><00:24:52.240><c> about</c><00:24:52.559><c> my</c><00:24:52.880><c> customer</c><00:24:53.840><c> and</c><00:24:54.159><c> I</c>

00:24:54.390 --> 00:24:54.400 align:start position:0%
can learn more about my customer and I
 

00:24:54.400 --> 00:24:55.909 align:start position:0%
can learn more about my customer and I
can<00:24:54.480><c> come</c><00:24:54.640><c> up</c><00:24:54.799><c> with</c><00:24:54.960><c> some</c><00:24:55.200><c> insights</c><00:24:55.600><c> that</c>

00:24:55.909 --> 00:24:55.919 align:start position:0%
can come up with some insights that
 

00:24:55.919 --> 00:24:57.750 align:start position:0%
can come up with some insights that
might<00:24:56.080><c> give</c><00:24:56.159><c> me</c><00:24:56.320><c> an</c><00:24:56.480><c> aha</c><00:24:56.799><c> moment</c><00:24:57.039><c> that</c><00:24:57.200><c> says</c><00:24:57.440><c> oh</c>

00:24:57.750 --> 00:24:57.760 align:start position:0%
might give me an aha moment that says oh
 

00:24:57.760 --> 00:25:00.230 align:start position:0%
might give me an aha moment that says oh
we<00:24:57.919><c> should</c><00:24:58.080><c> go</c><00:24:58.159><c> after</c><00:24:58.400><c> that</c><00:24:58.640><c> person</c><00:25:00.000><c> that</c>

00:25:00.230 --> 00:25:00.240 align:start position:0%
we should go after that person that
 

00:25:00.240 --> 00:25:01.669 align:start position:0%
we should go after that person that
sounds<00:25:00.480><c> negative</c><00:25:00.880><c> we</c><00:25:01.039><c> should</c><00:25:01.120><c> go</c><00:25:01.279><c> after</c><00:25:01.440><c> that</c>

00:25:01.669 --> 00:25:01.679 align:start position:0%
sounds negative we should go after that
 

00:25:01.679 --> 00:25:03.269 align:start position:0%
sounds negative we should go after that
person<00:25:02.480><c> like</c>

00:25:03.269 --> 00:25:03.279 align:start position:0%
person like
 

00:25:03.279 --> 00:25:05.430 align:start position:0%
person like
but<00:25:03.520><c> like</c><00:25:04.320><c> do</c><00:25:04.400><c> you</c><00:25:04.480><c> know</c><00:25:04.559><c> what</c><00:25:04.640><c> I</c><00:25:04.799><c> mean</c><00:25:04.960><c> like</c><00:25:05.200><c> so</c>

00:25:05.430 --> 00:25:05.440 align:start position:0%
but like do you know what I mean like so
 

00:25:05.440 --> 00:25:07.750 align:start position:0%
but like do you know what I mean like so
so<00:25:05.679><c> here</c><00:25:06.000><c> so</c><00:25:06.159><c> like</c><00:25:06.320><c> here's</c><00:25:06.559><c> an</c><00:25:06.640><c> example</c><00:25:07.360><c> we</c><00:25:07.600><c> get</c>

00:25:07.750 --> 00:25:07.760 align:start position:0%
so here so like here's an example we get
 

00:25:07.760 --> 00:25:10.710 align:start position:0%
so here so like here's an example we get
the<00:25:08.000><c> database</c><00:25:08.559><c> completely</c><00:25:09.279><c> built</c><00:25:09.760><c> it's</c><00:25:10.000><c> built</c>

00:25:10.710 --> 00:25:10.720 align:start position:0%
the database completely built it's built
 

00:25:10.720 --> 00:25:13.590 align:start position:0%
the database completely built it's built
and<00:25:11.039><c> we</c><00:25:11.440><c> lay</c><00:25:11.520><c> an</c><00:25:11.679><c> analytics</c><00:25:12.720><c> platform</c><00:25:13.200><c> on</c><00:25:13.520><c> top</c>

00:25:13.590 --> 00:25:13.600 align:start position:0%
and we lay an analytics platform on top
 

00:25:13.600 --> 00:25:15.590 align:start position:0%
and we lay an analytics platform on top
of<00:25:13.760><c> it</c><00:25:13.919><c> that</c><00:25:14.240><c> allows</c><00:25:14.480><c> me</c><00:25:14.640><c> to</c><00:25:14.880><c> slice</c><00:25:15.120><c> and</c><00:25:15.360><c> dice</c>

00:25:15.590 --> 00:25:15.600 align:start position:0%
of it that allows me to slice and dice
 

00:25:15.600 --> 00:25:17.750 align:start position:0%
of it that allows me to slice and dice
it<00:25:15.760><c> by</c><00:25:16.000><c> every</c><00:25:16.240><c> single</c><00:25:16.640><c> data</c><00:25:16.960><c> field</c><00:25:17.279><c> that's</c><00:25:17.520><c> in</c>

00:25:17.750 --> 00:25:17.760 align:start position:0%
it by every single data field that's in
 

00:25:17.760 --> 00:25:21.269 align:start position:0%
it by every single data field that's in
there.<00:25:18.640><c> Well,</c><00:25:19.440><c> okay,</c><00:25:20.159><c> that</c><00:25:20.400><c> could</c><00:25:20.640><c> be</c><00:25:20.799><c> really</c>

00:25:21.269 --> 00:25:21.279 align:start position:0%
there. Well, okay, that could be really
 

00:25:21.279 --> 00:25:24.310 align:start position:0%
there. Well, okay, that could be really
valuable<00:25:21.760><c> if</c><00:25:22.000><c> you</c><00:25:22.320><c> understand</c><00:25:23.200><c> how</c><00:25:23.440><c> to</c><00:25:23.600><c> like</c>

00:25:24.310 --> 00:25:24.320 align:start position:0%
valuable if you understand how to like
 

00:25:24.320 --> 00:25:26.470 align:start position:0%
valuable if you understand how to like
dig<00:25:24.640><c> through</c><00:25:24.880><c> data</c><00:25:25.200><c> and</c><00:25:25.520><c> string</c><00:25:25.919><c> together</c>

00:25:26.470 --> 00:25:26.480 align:start position:0%
dig through data and string together
 

00:25:26.480 --> 00:25:29.350 align:start position:0%
dig through data and string together
information<00:25:27.440><c> in</c><00:25:27.679><c> order</c><00:25:27.840><c> to</c><00:25:28.080><c> find</c><00:25:28.320><c> insights,</c>

00:25:29.350 --> 00:25:29.360 align:start position:0%
information in order to find insights,
 

00:25:29.360 --> 00:25:32.230 align:start position:0%
information in order to find insights,
right?<00:25:30.480><c> Like</c><00:25:30.960><c> that's</c><00:25:31.200><c> that's</c><00:25:31.520><c> how</c><00:25:31.679><c> you</c><00:25:31.919><c> lived</c>

00:25:32.230 --> 00:25:32.240 align:start position:0%
right? Like that's that's how you lived
 

00:25:32.240 --> 00:25:35.190 align:start position:0%
right? Like that's that's how you lived
when<00:25:32.559><c> you</c><00:25:32.720><c> were</c><00:25:33.200><c> in</c><00:25:33.360><c> CPG.</c><00:25:34.080><c> You</c><00:25:34.240><c> did</c><00:25:34.799><c> data</c>

00:25:35.190 --> 00:25:35.200 align:start position:0%
when you were in CPG. You did data
 

00:25:35.200 --> 00:25:39.430 align:start position:0%
when you were in CPG. You did data
analysis<00:25:35.919><c> all</c><00:25:36.159><c> the</c><00:25:36.400><c> time.</c><00:25:37.760><c> So,</c><00:25:38.880><c> um</c><00:25:39.120><c> that's</c>

00:25:39.430 --> 00:25:39.440 align:start position:0%
analysis all the time. So, um that's
 

00:25:39.440 --> 00:25:41.909 align:start position:0%
analysis all the time. So, um that's
really<00:25:39.679><c> the</c><00:25:39.840><c> goal.</c><00:25:40.400><c> build</c><00:25:40.640><c> a</c><00:25:40.880><c> database,</c><00:25:41.679><c> be</c>

00:25:41.909 --> 00:25:41.919 align:start position:0%
really the goal. build a database, be
 

00:25:41.919 --> 00:25:44.950 align:start position:0%
really the goal. build a database, be
able<00:25:42.080><c> to</c><00:25:42.240><c> run</c><00:25:42.880><c> analysis</c><00:25:43.679><c> on</c><00:25:43.919><c> it,</c><00:25:44.320><c> and</c><00:25:44.559><c> like</c><00:25:44.720><c> you</c>

00:25:44.950 --> 00:25:44.960 align:start position:0%
able to run analysis on it, and like you
 

00:25:44.960 --> 00:25:46.870 align:start position:0%
able to run analysis on it, and like you
can<00:25:45.039><c> kind</c><00:25:45.200><c> of</c><00:25:45.360><c> sort</c><00:25:45.600><c> of</c><00:25:45.919><c> step</c><00:25:46.240><c> your</c><00:25:46.480><c> way</c><00:25:46.640><c> into</c>

00:25:46.870 --> 00:25:46.880 align:start position:0%
can kind of sort of step your way into
 

00:25:46.880 --> 00:25:49.350 align:start position:0%
can kind of sort of step your way into
the<00:25:47.039><c> analysis</c><00:25:47.520><c> of</c><00:25:47.679><c> it.</c><00:25:47.840><c> Now,</c><00:25:48.159><c> like</c><00:25:48.880><c> if</c><00:25:49.039><c> I</c><00:25:49.279><c> come</c>

00:25:49.350 --> 00:25:49.360 align:start position:0%
the analysis of it. Now, like if I come
 

00:25:49.360 --> 00:25:51.669 align:start position:0%
the analysis of it. Now, like if I come
up<00:25:49.520><c> with</c><00:25:49.679><c> an</c><00:25:49.840><c> idea,</c><00:25:50.880><c> I</c><00:25:51.120><c> can</c><00:25:51.279><c> build</c><00:25:51.520><c> that</c>

00:25:51.669 --> 00:25:51.679 align:start position:0%
up with an idea, I can build that
 

00:25:51.679 --> 00:25:53.110 align:start position:0%
up with an idea, I can build that
audience<00:25:52.000><c> and</c><00:25:52.240><c> then</c><00:25:52.400><c> see</c><00:25:52.480><c> how</c><00:25:52.720><c> many</c><00:25:52.880><c> people</c>

00:25:53.110 --> 00:25:53.120 align:start position:0%
audience and then see how many people
 

00:25:53.120 --> 00:25:56.070 align:start position:0%
audience and then see how many people
are<00:25:53.279><c> in</c><00:25:53.520><c> it</c><00:25:53.840><c> actively</c><00:25:54.640><c> instantaneously,</c>

00:25:56.070 --> 00:25:56.080 align:start position:0%
are in it actively instantaneously,
 

00:25:56.080 --> 00:25:57.750 align:start position:0%
are in it actively instantaneously,
right?

00:25:57.750 --> 00:25:57.760 align:start position:0%
right?
 

00:25:57.760 --> 00:26:00.390 align:start position:0%
right?
But<00:25:58.000><c> like</c><00:25:58.320><c> then</c><00:25:58.640><c> you're</c><00:25:59.520><c> kind</c><00:25:59.760><c> of</c><00:25:59.840><c> onesie</c>

00:26:00.390 --> 00:26:00.400 align:start position:0%
But like then you're kind of onesie
 

00:26:00.400 --> 00:26:02.549 align:start position:0%
But like then you're kind of onesie
twoosying<00:26:01.039><c> it,</c><00:26:01.360><c> right?</c><00:26:01.760><c> Like</c><00:26:02.080><c> I'm</c><00:26:02.320><c> building</c>

00:26:02.549 --> 00:26:02.559 align:start position:0%
twoosying it, right? Like I'm building
 

00:26:02.559 --> 00:26:03.990 align:start position:0%
twoosying it, right? Like I'm building
an<00:26:02.720><c> audience</c><00:26:03.039><c> to</c><00:26:03.200><c> see</c><00:26:03.360><c> the</c><00:26:03.520><c> size</c><00:26:03.679><c> of</c><00:26:03.760><c> the</c>

00:26:03.990 --> 00:26:04.000 align:start position:0%
an audience to see the size of the
 

00:26:04.000 --> 00:26:05.190 align:start position:0%
an audience to see the size of the
opportunity.<00:26:04.480><c> I'm</c><00:26:04.640><c> building</c><00:26:04.880><c> another</c>

00:26:05.190 --> 00:26:05.200 align:start position:0%
opportunity. I'm building another
 

00:26:05.200 --> 00:26:06.470 align:start position:0%
opportunity. I'm building another
audience<00:26:05.520><c> to</c><00:26:05.679><c> see</c><00:26:05.840><c> the</c><00:26:06.000><c> size</c><00:26:06.159><c> of</c><00:26:06.240><c> the</c>

00:26:06.470 --> 00:26:06.480 align:start position:0%
audience to see the size of the
 

00:26:06.480 --> 00:26:09.110 align:start position:0%
audience to see the size of the
opportunity.<00:26:07.039><c> Like</c><00:26:07.919><c> that</c><00:26:08.240><c> is</c><00:26:08.880><c> pretty</c>

00:26:09.110 --> 00:26:09.120 align:start position:0%
opportunity. Like that is pretty
 

00:26:09.120 --> 00:26:11.269 align:start position:0%
opportunity. Like that is pretty
inefficient.<00:26:09.760><c> Wouldn't</c><00:26:09.919><c> it</c><00:26:10.080><c> be</c><00:26:10.240><c> better</c><00:26:10.960><c> if</c>

00:26:11.269 --> 00:26:11.279 align:start position:0%
inefficient. Wouldn't it be better if
 

00:26:11.279 --> 00:26:13.909 align:start position:0%
inefficient. Wouldn't it be better if
you<00:26:11.440><c> could</c><00:26:11.679><c> just</c><00:26:12.559><c> run</c><00:26:12.799><c> the</c><00:26:13.039><c> analysis</c><00:26:13.600><c> that</c>

00:26:13.909 --> 00:26:13.919 align:start position:0%
you could just run the analysis that
 

00:26:13.919 --> 00:26:17.510 align:start position:0%
you could just run the analysis that
says<00:26:14.559><c> where's</c><00:26:14.960><c> the</c><00:26:15.120><c> opportunities?</c>

00:26:17.510 --> 00:26:17.520 align:start position:0%
says where's the opportunities?
 

00:26:17.520 --> 00:26:17.750 align:start position:0%
says where's the opportunities?
Right.

00:26:17.750 --> 00:26:17.760 align:start position:0%
Right.
 

00:26:17.760 --> 00:26:20.789 align:start position:0%
Right.
I<00:26:17.919><c> love</c><00:26:18.080><c> that.</c><00:26:18.320><c> So</c><00:26:18.960><c> get</c><00:26:19.200><c> the</c><00:26:19.440><c> data.</c><00:26:20.080><c> Let's</c><00:26:20.559><c> get</c>

00:26:20.789 --> 00:26:20.799 align:start position:0%
I love that. So get the data. Let's get
 

00:26:20.799 --> 00:26:23.269 align:start position:0%
I love that. So get the data. Let's get
a<00:26:20.960><c> database,</c><00:26:21.600><c> get</c><00:26:21.760><c> the</c><00:26:22.000><c> data</c><00:26:22.240><c> clean,</c><00:26:22.960><c> be</c><00:26:23.200><c> able</c>

00:26:23.269 --> 00:26:23.279 align:start position:0%
a database, get the data clean, be able
 

00:26:23.279 --> 00:26:25.190 align:start position:0%
a database, get the data clean, be able
to<00:26:23.440><c> analyze</c><00:26:23.760><c> it,</c><00:26:23.919><c> and</c><00:26:24.080><c> then</c><00:26:24.240><c> be</c><00:26:24.400><c> able</c><00:26:24.559><c> to</c><00:26:24.799><c> to</c>

00:26:25.190 --> 00:26:25.200 align:start position:0%
to analyze it, and then be able to to
 

00:26:25.200 --> 00:26:27.830 align:start position:0%
to analyze it, and then be able to to
use<00:26:25.440><c> it,</c><00:26:26.080><c> right?</c><00:26:26.320><c> It</c><00:26:26.480><c> doesn't</c><00:26:26.640><c> matter</c><00:26:26.960><c> what</c>

00:26:27.830 --> 00:26:27.840 align:start position:0%
use it, right? It doesn't matter what
 

00:26:27.840 --> 00:26:30.230 align:start position:0%
use it, right? It doesn't matter what
marketing<00:26:28.720><c> jargon</c><00:26:29.120><c> or</c><00:26:29.360><c> acronym</c><00:26:29.760><c> you</c><00:26:29.919><c> throw</c><00:26:30.080><c> at</c>

00:26:30.230 --> 00:26:30.240 align:start position:0%
marketing jargon or acronym you throw at
 

00:26:30.240 --> 00:26:33.110 align:start position:0%
marketing jargon or acronym you throw at
it.<00:26:30.400><c> CDP,</c><00:26:30.960><c> ADP,</c><00:26:31.600><c> OP,</c><00:26:32.240><c> like</c><00:26:32.400><c> it</c><00:26:32.640><c> doesn't</c><00:26:32.880><c> like</c>

00:26:33.110 --> 00:26:33.120 align:start position:0%
it. CDP, ADP, OP, like it doesn't like
 

00:26:33.120 --> 00:26:35.110 align:start position:0%
it. CDP, ADP, OP, like it doesn't like
that's<00:26:33.520><c> ultimately</c><00:26:33.840><c> the</c><00:26:34.080><c> goal</c><00:26:34.320><c> there.</c>

00:26:35.110 --> 00:26:35.120 align:start position:0%
that's ultimately the goal there.
 

00:26:35.120 --> 00:26:38.070 align:start position:0%
that's ultimately the goal there.
Yeah.<00:26:36.159><c> Yeah.</c><00:26:36.400><c> What's</c><00:26:36.880><c> pulling</c><00:26:37.200><c> back</c><00:26:37.520><c> broadly?</c>

00:26:38.070 --> 00:26:38.080 align:start position:0%
Yeah. Yeah. What's pulling back broadly?
 

00:26:38.080 --> 00:26:39.909 align:start position:0%
Yeah. Yeah. What's pulling back broadly?
What's<00:26:38.480><c> what's</c><00:26:38.880><c> working</c><00:26:39.120><c> well</c><00:26:39.360><c> for</c><00:26:39.520><c> you</c><00:26:39.679><c> guys</c>

00:26:39.909 --> 00:26:39.919 align:start position:0%
What's what's working well for you guys
 

00:26:39.919 --> 00:26:43.190 align:start position:0%
What's what's working well for you guys
with<00:26:40.159><c> your</c><00:26:40.320><c> marketing</c><00:26:40.640><c> efforts?</c><00:26:41.360><c> Anything?</c>

00:26:43.190 --> 00:26:43.200 align:start position:0%
with your marketing efforts? Anything?
 

00:26:43.200 --> 00:26:44.549 align:start position:0%
with your marketing efforts? Anything?
I<00:26:43.440><c> mean,</c><00:26:43.520><c> that's</c><00:26:43.760><c> not</c><00:26:43.840><c> an</c><00:26:44.080><c> easy</c><00:26:44.320><c> answer</c>

00:26:44.549 --> 00:26:44.559 align:start position:0%
I mean, that's not an easy answer
 

00:26:44.559 --> 00:26:47.669 align:start position:0%
I mean, that's not an easy answer
because<00:26:44.880><c> we've</c><00:26:45.200><c> got</c><00:26:45.440><c> 17</c><00:26:45.919><c> stores</c><00:26:46.799><c> and</c><00:26:47.360><c> every</c>

00:26:47.669 --> 00:26:47.679 align:start position:0%
because we've got 17 stores and every
 

00:26:47.679 --> 00:26:50.549 align:start position:0%
because we've got 17 stores and every
market<00:26:48.080><c> is</c><00:26:48.400><c> different.</c><00:26:49.360><c> Um,</c><00:26:50.159><c> you</c><00:26:50.240><c> know,</c><00:26:50.400><c> like</c>

00:26:50.549 --> 00:26:50.559 align:start position:0%
market is different. Um, you know, like
 

00:26:50.559 --> 00:26:52.310 align:start position:0%
market is different. Um, you know, like
you<00:26:50.720><c> live</c><00:26:50.880><c> in</c><00:26:51.039><c> North</c><00:26:51.279><c> Carolina,</c><00:26:51.760><c> so</c><00:26:52.000><c> you</c><00:26:52.159><c> know</c>

00:26:52.310 --> 00:26:52.320 align:start position:0%
you live in North Carolina, so you know
 

00:26:52.320 --> 00:26:54.470 align:start position:0%
you live in North Carolina, so you know
that<00:26:52.880><c> Boone</c><00:26:53.279><c> is</c><00:26:53.440><c> a</c><00:26:53.600><c> very</c><00:26:53.840><c> different</c><00:26:54.159><c> market</c>

00:26:54.470 --> 00:26:54.480 align:start position:0%
that Boone is a very different market
 

00:26:54.480 --> 00:26:56.710 align:start position:0%
that Boone is a very different market
than<00:26:55.600><c> you</c><00:26:55.760><c> know,</c><00:26:56.000><c> Charlotte.</c>

00:26:56.710 --> 00:26:56.720 align:start position:0%
than you know, Charlotte.
 

00:26:56.720 --> 00:26:57.110 align:start position:0%
than you know, Charlotte.
Sure.

00:26:57.110 --> 00:26:57.120 align:start position:0%
Sure.
 

00:26:57.120 --> 00:26:58.070 align:start position:0%
Sure.
Right.

00:26:58.070 --> 00:26:58.080 align:start position:0%
Right.
 

00:26:58.080 --> 00:26:59.909 align:start position:0%
Right.
And,<00:26:58.559><c> uh,</c><00:26:58.640><c> and</c><00:26:58.880><c> Winston's</c><00:26:59.440><c> very</c><00:26:59.679><c> different</c>

00:26:59.909 --> 00:26:59.919 align:start position:0%
And, uh, and Winston's very different
 

00:26:59.919 --> 00:27:04.070 align:start position:0%
And, uh, and Winston's very different
than<00:27:00.159><c> Burlington.</c><00:27:00.880><c> So</c><00:27:02.159><c> um</c><00:27:03.200><c> you</c><00:27:03.440><c> know</c><00:27:03.520><c> what</c><00:27:03.840><c> we</c>

00:27:04.070 --> 00:27:04.080 align:start position:0%
than Burlington. So um you know what we
 

00:27:04.080 --> 00:27:09.029 align:start position:0%
than Burlington. So um you know what we
found<00:27:04.320><c> is</c><00:27:05.600><c> we</c><00:27:06.000><c> have</c><00:27:06.320><c> a</c><00:27:07.600><c> set</c><00:27:07.840><c> of</c><00:27:08.000><c> tools</c><00:27:08.799><c> a</c>

00:27:09.029 --> 00:27:09.039 align:start position:0%
found is we have a set of tools a
 

00:27:09.039 --> 00:27:11.350 align:start position:0%
found is we have a set of tools a
structure<00:27:09.440><c> that</c><00:27:09.679><c> we</c><00:27:09.919><c> like</c><00:27:10.159><c> with</c><00:27:10.480><c> our</c><00:27:11.039><c> paid</c>

00:27:11.350 --> 00:27:11.360 align:start position:0%
structure that we like with our paid
 

00:27:11.360 --> 00:27:13.750 align:start position:0%
structure that we like with our paid
search<00:27:11.679><c> and</c><00:27:11.840><c> our</c><00:27:12.000><c> VAS</c><00:27:12.640><c> and</c><00:27:12.720><c> our</c><00:27:12.960><c> PMAX</c><00:27:13.440><c> and</c><00:27:13.600><c> our</c>

00:27:13.750 --> 00:27:13.760 align:start position:0%
search and our VAS and our PMAX and our
 

00:27:13.760 --> 00:27:17.510 align:start position:0%
search and our VAS and our PMAX and our
Facebook<00:27:14.159><c> and</c><00:27:14.400><c> everything</c><00:27:14.640><c> combined.</c><00:27:15.840><c> Um</c><00:27:17.279><c> and</c>

00:27:17.510 --> 00:27:17.520 align:start position:0%
Facebook and everything combined. Um and
 

00:27:17.520 --> 00:27:20.549 align:start position:0%
Facebook and everything combined. Um and
we<00:27:17.760><c> will</c><00:27:17.919><c> jockey</c><00:27:18.400><c> them</c><00:27:18.640><c> on</c><00:27:18.880><c> and</c><00:27:19.120><c> off</c><00:27:20.240><c> with</c>

00:27:20.549 --> 00:27:20.559 align:start position:0%
we will jockey them on and off with
 

00:27:20.559 --> 00:27:22.630 align:start position:0%
we will jockey them on and off with
those<00:27:20.799><c> stores</c><00:27:21.279><c> in</c><00:27:21.600><c> order</c><00:27:21.760><c> to</c><00:27:22.000><c> figure</c><00:27:22.240><c> out</c><00:27:22.400><c> what</c>

00:27:22.630 --> 00:27:22.640 align:start position:0%
those stores in order to figure out what
 

00:27:22.640 --> 00:27:24.710 align:start position:0%
those stores in order to figure out what
works<00:27:22.880><c> best,</c><00:27:23.679><c> you</c><00:27:23.840><c> know,</c><00:27:23.919><c> and</c><00:27:24.159><c> that's</c><00:27:24.320><c> like</c><00:27:24.480><c> an</c>

00:27:24.710 --> 00:27:24.720 align:start position:0%
works best, you know, and that's like an
 

00:27:24.720 --> 00:27:27.110 align:start position:0%
works best, you know, and that's like an
ongoing<00:27:25.279><c> optimization</c><00:27:26.159><c> that</c><00:27:26.559><c> takes</c><00:27:26.799><c> place</c>

00:27:27.110 --> 00:27:27.120 align:start position:0%
ongoing optimization that takes place
 

00:27:27.120 --> 00:27:28.070 align:start position:0%
ongoing optimization that takes place
every<00:27:27.440><c> month.</c>

00:27:28.070 --> 00:27:28.080 align:start position:0%
every month.
 

00:27:28.080 --> 00:27:29.430 align:start position:0%
every month.
That's<00:27:28.320><c> fascinating.</c><00:27:28.799><c> So</c><00:27:28.960><c> you</c><00:27:29.120><c> basically</c>

00:27:29.430 --> 00:27:29.440 align:start position:0%
That's fascinating. So you basically
 

00:27:29.440 --> 00:27:32.230 align:start position:0%
That's fascinating. So you basically
have<00:27:29.600><c> a</c><00:27:29.840><c> portfolio</c><00:27:30.640><c> of</c><00:27:31.039><c> places</c><00:27:31.440><c> to</c><00:27:31.600><c> to</c><00:27:32.080><c> make</c>

00:27:32.230 --> 00:27:32.240 align:start position:0%
have a portfolio of places to to make
 

00:27:32.240 --> 00:27:34.470 align:start position:0%
have a portfolio of places to to make
your<00:27:32.480><c> investments</c><00:27:32.880><c> or</c><00:27:33.120><c> your</c><00:27:33.279><c> bets</c><00:27:34.080><c> and</c><00:27:34.320><c> you're</c>

00:27:34.470 --> 00:27:34.480 align:start position:0%
your investments or your bets and you're
 

00:27:34.480 --> 00:27:36.230 align:start position:0%
your investments or your bets and you're
just<00:27:34.640><c> kind</c><00:27:34.799><c> of</c><00:27:34.880><c> fine-tuning</c><00:27:35.440><c> it</c><00:27:35.679><c> based</c><00:27:35.919><c> upon</c>

00:27:36.230 --> 00:27:36.240 align:start position:0%
just kind of fine-tuning it based upon
 

00:27:36.240 --> 00:27:39.510 align:start position:0%
just kind of fine-tuning it based upon
the<00:27:36.400><c> market.</c><00:27:36.799><c> That's</c><00:27:36.960><c> really</c><00:27:37.200><c> cool.</c>

00:27:39.510 --> 00:27:39.520 align:start position:0%
the market. That's really cool.
 

00:27:39.520 --> 00:27:40.870 align:start position:0%
the market. That's really cool.
Are<00:27:39.679><c> there</c><00:27:39.840><c> things</c><00:27:39.919><c> that</c><00:27:40.080><c> you're</c><00:27:40.320><c> doing?</c><00:27:40.640><c> Is</c>

00:27:40.870 --> 00:27:40.880 align:start position:0%
Are there things that you're doing? Is
 

00:27:40.880 --> 00:27:43.909 align:start position:0%
Are there things that you're doing? Is
it<00:27:41.760><c> It</c><00:27:42.000><c> sounds</c><00:27:42.159><c> like</c><00:27:42.320><c> the</c><00:27:42.559><c> services</c><00:27:43.279><c> is</c><00:27:43.520><c> handed</c>

00:27:43.909 --> 00:27:43.919 align:start position:0%
it It sounds like the services is handed
 

00:27:43.919 --> 00:27:47.510 align:start position:0%
it It sounds like the services is handed
off<00:27:45.039><c> in</c><00:27:45.279><c> large</c><00:27:45.600><c> part</c><00:27:45.840><c> to</c><00:27:46.240><c> vendors</c><00:27:46.880><c> and</c><00:27:47.200><c> done</c>

00:27:47.510 --> 00:27:47.520 align:start position:0%
off in large part to vendors and done
 

00:27:47.520 --> 00:27:50.310 align:start position:0%
off in large part to vendors and done
more<00:27:47.760><c> agnostically</c><00:27:48.320><c> at</c><00:27:48.559><c> the</c><00:27:48.720><c> store</c><00:27:48.960><c> level.</c>

00:27:50.310 --> 00:27:50.320 align:start position:0%
more agnostically at the store level.
 

00:27:50.320 --> 00:27:52.230 align:start position:0%
more agnostically at the store level.
Your<00:27:50.640><c> team's</c><00:27:50.960><c> really</c><00:27:51.200><c> focused</c><00:27:51.520><c> on</c><00:27:51.760><c> new</c><00:27:52.000><c> car</c>

00:27:52.230 --> 00:27:52.240 align:start position:0%
Your team's really focused on new car
 

00:27:52.240 --> 00:27:55.510 align:start position:0%
Your team's really focused on new car
sales,<00:27:52.559><c> used</c><00:27:52.880><c> car</c><00:27:53.120><c> sales,</c><00:27:53.520><c> branding,</c>

00:27:55.510 --> 00:27:55.520 align:start position:0%
sales, used car sales, branding,
 

00:27:55.520 --> 00:27:57.909 align:start position:0%
sales, used car sales, branding,
anything<00:27:55.840><c> with</c>

00:27:57.909 --> 00:27:57.919 align:start position:0%
anything with
 

00:27:57.919 --> 00:28:00.310 align:start position:0%
anything with
anything<00:27:58.159><c> with</c><00:27:58.399><c> like</c><00:27:58.640><c> vehicle</c><00:27:58.960><c> acquisition,</c>

00:28:00.310 --> 00:28:00.320 align:start position:0%
anything with like vehicle acquisition,
 

00:28:00.320 --> 00:28:01.430 align:start position:0%
anything with like vehicle acquisition,
things<00:28:00.559><c> like</c><00:28:00.640><c> that</c><00:28:00.799><c> that</c><00:28:01.039><c> you</c><00:28:01.200><c> guys</c><00:28:01.279><c> are</c>

00:28:01.430 --> 00:28:01.440 align:start position:0%
things like that that you guys are
 

00:28:01.440 --> 00:28:02.710 align:start position:0%
things like that that you guys are
finding<00:28:02.159><c> successful.</c>

00:28:02.710 --> 00:28:02.720 align:start position:0%
finding successful.
 

00:28:02.720 --> 00:28:06.310 align:start position:0%
finding successful.
Now,<00:28:03.760><c> um</c><00:28:04.000><c> not</c><00:28:04.559><c> now</c><00:28:04.799><c> and</c><00:28:04.960><c> then</c><00:28:05.200><c> we</c><00:28:05.360><c> get</c><00:28:05.520><c> the,</c><00:28:06.159><c> you</c>

00:28:06.310 --> 00:28:06.320 align:start position:0%
Now, um not now and then we get the, you
 

00:28:06.320 --> 00:28:08.389 align:start position:0%
Now, um not now and then we get the, you
know,<00:28:06.480><c> we</c><00:28:06.640><c> get</c><00:28:06.799><c> the</c><00:28:07.039><c> ask</c><00:28:07.279><c> from</c><00:28:07.520><c> the</c><00:28:07.679><c> store,</c>

00:28:08.389 --> 00:28:08.399 align:start position:0%
know, we get the ask from the store,
 

00:28:08.399 --> 00:28:11.029 align:start position:0%
know, we get the ask from the store,
hey,<00:28:08.720><c> I',</c><00:28:09.120><c> you</c><00:28:09.279><c> know,</c><00:28:10.159><c> I'd</c><00:28:10.399><c> really</c><00:28:10.640><c> like</c><00:28:10.799><c> to</c>

00:28:11.029 --> 00:28:11.039 align:start position:0%
hey, I', you know, I'd really like to
 

00:28:11.039 --> 00:28:14.389 align:start position:0%
hey, I', you know, I'd really like to
drive<00:28:11.360><c> trades.</c><00:28:12.640><c> Um</c><00:28:13.200><c> so</c><00:28:13.440><c> we'll</c><00:28:13.679><c> run</c><00:28:13.840><c> a</c><00:28:14.080><c> campaign</c>

00:28:14.389 --> 00:28:14.399 align:start position:0%
drive trades. Um so we'll run a campaign
 

00:28:14.399 --> 00:28:16.950 align:start position:0%
drive trades. Um so we'll run a campaign
for<00:28:14.640><c> it.</c><00:28:15.039><c> But</c><00:28:15.760><c> we,</c><00:28:16.000><c> you</c><00:28:16.159><c> know,</c><00:28:16.320><c> we</c><00:28:16.559><c> haven't</c>

00:28:16.950 --> 00:28:16.960 align:start position:0%
for it. But we, you know, we haven't
 

00:28:16.960 --> 00:28:18.630 align:start position:0%
for it. But we, you know, we haven't
found,

00:28:18.630 --> 00:28:18.640 align:start position:0%
found,
 

00:28:18.640 --> 00:28:21.669 align:start position:0%
found,
you<00:28:18.799><c> know,</c><00:28:19.200><c> one</c><00:28:19.440><c> piece</c><00:28:19.679><c> of</c><00:28:19.840><c> tech,</c><00:28:21.120><c> one</c><00:28:21.440><c> thing</c>

00:28:21.669 --> 00:28:21.679 align:start position:0%
you know, one piece of tech, one thing
 

00:28:21.679 --> 00:28:23.990 align:start position:0%
you know, one piece of tech, one thing
that<00:28:22.000><c> works</c><00:28:22.720><c> better</c><00:28:23.039><c> than</c><00:28:23.279><c> anything</c><00:28:23.600><c> else.</c>

00:28:23.990 --> 00:28:24.000 align:start position:0%
that works better than anything else.
 

00:28:24.000 --> 00:28:27.029 align:start position:0%
that works better than anything else.
But<00:28:24.240><c> like</c><00:28:25.600><c> email</c><00:28:26.000><c> has</c><00:28:26.240><c> proven</c><00:28:26.480><c> to</c><00:28:26.640><c> be</c><00:28:26.799><c> pretty</c>

00:28:27.029 --> 00:28:27.039 align:start position:0%
But like email has proven to be pretty
 

00:28:27.039 --> 00:28:29.909 align:start position:0%
But like email has proven to be pretty
effective.<00:28:28.399><c> You</c><00:28:28.559><c> know,</c><00:28:28.799><c> if</c><00:28:29.039><c> we're</c><00:28:29.279><c> trying</c><00:28:29.679><c> to</c>

00:28:29.909 --> 00:28:29.919 align:start position:0%
effective. You know, if we're trying to
 

00:28:29.919 --> 00:28:34.389 align:start position:0%
effective. You know, if we're trying to
like<00:28:30.320><c> drive</c><00:28:31.279><c> acquisition</c><00:28:31.840><c> of</c><00:28:32.159><c> vehicles,</c><00:28:33.600><c> then</c>

00:28:34.389 --> 00:28:34.399 align:start position:0%
like drive acquisition of vehicles, then
 

00:28:34.399 --> 00:28:37.430 align:start position:0%
like drive acquisition of vehicles, then
email<00:28:34.799><c> to</c><00:28:35.039><c> our</c><00:28:35.279><c> existing</c><00:28:36.640><c> customers</c><00:28:37.200><c> has</c>

00:28:37.430 --> 00:28:37.440 align:start position:0%
email to our existing customers has
 

00:28:37.440 --> 00:28:39.110 align:start position:0%
email to our existing customers has
proven<00:28:37.760><c> to</c><00:28:37.919><c> be</c><00:28:38.000><c> the</c><00:28:38.159><c> most</c><00:28:38.320><c> effective.</c>

00:28:39.110 --> 00:28:39.120 align:start position:0%
proven to be the most effective.
 

00:28:39.120 --> 00:28:42.630 align:start position:0%
proven to be the most effective.
Good<00:28:39.360><c> old</c><00:28:39.600><c> email.</c>

00:28:42.630 --> 00:28:42.640 align:start position:0%
 
 

00:28:42.640 --> 00:28:44.070 align:start position:0%
 
Yeah.<00:28:42.880><c> Yeah.</c><00:28:43.120><c> I</c><00:28:43.200><c> mean,</c><00:28:43.440><c> it</c><00:28:43.600><c> can</c><00:28:43.760><c> work.</c><00:28:43.919><c> And</c>

00:28:44.070 --> 00:28:44.080 align:start position:0%
Yeah. Yeah. I mean, it can work. And
 

00:28:44.080 --> 00:28:45.590 align:start position:0%
Yeah. Yeah. I mean, it can work. And
it's<00:28:44.320><c> if</c><00:28:44.480><c> it's</c><00:28:44.640><c> super</c><00:28:44.799><c> targeted,</c><00:28:45.200><c> too.</c><00:28:45.440><c> Like,</c>

00:28:45.590 --> 00:28:45.600 align:start position:0%
it's if it's super targeted, too. Like,
 

00:28:45.600 --> 00:28:47.110 align:start position:0%
it's if it's super targeted, too. Like,
go<00:28:45.760><c> after</c><00:28:46.000><c> everybody</c><00:28:46.320><c> who's</c><00:28:46.559><c> driving</c><00:28:46.880><c> our</c>

00:28:47.110 --> 00:28:47.120 align:start position:0%
go after everybody who's driving our
 

00:28:47.120 --> 00:28:48.470 align:start position:0%
go after everybody who's driving our
brand,<00:28:47.440><c> whether</c><00:28:47.600><c> or</c><00:28:47.760><c> not</c><00:28:47.840><c> they</c><00:28:48.080><c> bought</c><00:28:48.320><c> from</c>

00:28:48.470 --> 00:28:48.480 align:start position:0%
brand, whether or not they bought from
 

00:28:48.480 --> 00:28:51.750 align:start position:0%
brand, whether or not they bought from
us.<00:28:49.520><c> That's</c><00:28:50.640><c> what</c><00:28:50.880><c> we're</c><00:28:51.039><c> finding</c><00:28:51.279><c> is</c><00:28:51.520><c> like</c>

00:28:51.750 --> 00:28:51.760 align:start position:0%
us. That's what we're finding is like
 

00:28:51.760 --> 00:28:54.950 align:start position:0%
us. That's what we're finding is like
after<00:28:52.320><c> 23</c><00:28:52.880><c> months</c><00:28:53.919><c> of</c><00:28:54.159><c> ownership,</c><00:28:54.799><c> you're</c>

00:28:54.950 --> 00:28:54.960 align:start position:0%
after 23 months of ownership, you're
 

00:28:54.960 --> 00:28:56.789 align:start position:0%
after 23 months of ownership, you're
about<00:28:55.120><c> to</c><00:28:55.279><c> come</c><00:28:55.360><c> in</c><00:28:55.520><c> and</c><00:28:55.679><c> get</c><00:28:55.840><c> your</c><00:28:56.000><c> first</c>

00:28:56.789 --> 00:28:56.799 align:start position:0%
about to come in and get your first
 

00:28:56.799 --> 00:28:58.549 align:start position:0%
about to come in and get your first
inspection<00:28:57.440><c> renewal.</c>

00:28:58.549 --> 00:28:58.559 align:start position:0%
inspection renewal.
 

00:28:58.559 --> 00:28:59.190 align:start position:0%
inspection renewal.
Yeah.

00:28:59.190 --> 00:28:59.200 align:start position:0%
Yeah.
 

00:28:59.200 --> 00:29:00.630 align:start position:0%
Yeah.
Hey,<00:29:00.080><c> let's</c><00:29:00.320><c> let's</c>

00:29:00.630 --> 00:29:00.640 align:start position:0%
Hey, let's let's
 

00:29:00.640 --> 00:29:02.070 align:start position:0%
Hey, let's let's
Well,<00:29:00.799><c> it's</c><00:29:00.960><c> like</c><00:29:01.039><c> the</c><00:29:01.200><c> sweet</c><00:29:01.440><c> spot,</c><00:29:01.840><c> right?</c>

00:29:02.070 --> 00:29:02.080 align:start position:0%
Well, it's like the sweet spot, right?
 

00:29:02.080 --> 00:29:03.510 align:start position:0%
Well, it's like the sweet spot, right?
Like,<00:29:02.320><c> you've</c><00:29:02.559><c> owned</c><00:29:02.799><c> you've</c><00:29:03.039><c> owned</c><00:29:03.279><c> the</c>

00:29:03.510 --> 00:29:03.520 align:start position:0%
Like, you've owned you've owned the
 

00:29:03.520 --> 00:29:05.110 align:start position:0%
Like, you've owned you've owned the
vehicle<00:29:03.840><c> at</c><00:29:03.919><c> least</c><00:29:04.240><c> two</c><00:29:04.480><c> years.</c><00:29:04.799><c> Like,</c><00:29:04.960><c> if</c>

00:29:05.110 --> 00:29:05.120 align:start position:0%
vehicle at least two years. Like, if
 

00:29:05.120 --> 00:29:06.470 align:start position:0%
vehicle at least two years. Like, if
you've<00:29:05.279><c> owned</c><00:29:05.440><c> it</c><00:29:05.600><c> for</c><00:29:05.679><c> a</c><00:29:05.840><c> year,</c><00:29:06.080><c> you</c><00:29:06.320><c> probably</c>

00:29:06.470 --> 00:29:06.480 align:start position:0%
you've owned it for a year, you probably
 

00:29:06.480 --> 00:29:07.909 align:start position:0%
you've owned it for a year, you probably
don't<00:29:06.640><c> want</c><00:29:06.720><c> to</c><00:29:06.880><c> get</c><00:29:06.960><c> an</c><00:29:07.120><c> offer</c><00:29:07.360><c> to</c><00:29:07.520><c> trade</c><00:29:07.760><c> it</c>

00:29:07.909 --> 00:29:07.919 align:start position:0%
don't want to get an offer to trade it
 

00:29:07.919 --> 00:29:10.710 align:start position:0%
don't want to get an offer to trade it
in,<00:29:08.240><c> right?</c><00:29:08.559><c> like</c><00:29:09.600><c> over</c><00:29:09.919><c> two</c><00:29:10.159><c> years,</c><00:29:10.559><c> you</c>

00:29:10.710 --> 00:29:10.720 align:start position:0%
in, right? like over two years, you
 

00:29:10.720 --> 00:29:12.389 align:start position:0%
in, right? like over two years, you
know,<00:29:10.880><c> two</c><00:29:11.120><c> and</c><00:29:11.200><c> a</c><00:29:11.360><c> half</c><00:29:11.520><c> is</c><00:29:11.840><c> probably</c><00:29:12.159><c> even</c>

00:29:12.389 --> 00:29:12.399 align:start position:0%
know, two and a half is probably even
 

00:29:12.399 --> 00:29:15.430 align:start position:0%
know, two and a half is probably even
more<00:29:12.960><c> relevant,</c><00:29:13.600><c> but</c><00:29:13.840><c> like</c><00:29:14.080><c> yeah,</c><00:29:14.960><c> we</c><00:29:15.279><c> if</c>

00:29:15.430 --> 00:29:15.440 align:start position:0%
more relevant, but like yeah, we if
 

00:29:15.440 --> 00:29:17.590 align:start position:0%
more relevant, but like yeah, we if
we're<00:29:15.679><c> even</c><00:29:15.919><c> with</c><00:29:16.159><c> offer</c><00:29:16.559><c> messages</c><00:29:17.039><c> and</c><00:29:17.279><c> stuff</c>

00:29:17.590 --> 00:29:17.600 align:start position:0%
we're even with offer messages and stuff
 

00:29:17.600 --> 00:29:19.830 align:start position:0%
we're even with offer messages and stuff
like<00:29:17.760><c> incentives,</c><00:29:18.399><c> we</c><00:29:18.559><c> don't</c><00:29:19.120><c> we</c><00:29:19.360><c> don't</c><00:29:19.600><c> send</c>

00:29:19.830 --> 00:29:19.840 align:start position:0%
like incentives, we don't we don't send
 

00:29:19.840 --> 00:29:21.990 align:start position:0%
like incentives, we don't we don't send
those<00:29:20.080><c> to</c><00:29:20.320><c> like</c><00:29:20.480><c> our</c><00:29:20.720><c> entire</c><00:29:21.039><c> BA</c><00:29:21.360><c> database.</c><00:29:21.840><c> We</c>

00:29:21.990 --> 00:29:22.000 align:start position:0%
those to like our entire BA database. We
 

00:29:22.000 --> 00:29:23.590 align:start position:0%
those to like our entire BA database. We
always<00:29:22.240><c> cut</c><00:29:22.480><c> that</c><00:29:22.640><c> off</c><00:29:22.799><c> at</c><00:29:23.120><c> like</c><00:29:23.279><c> somebody</c>

00:29:23.590 --> 00:29:23.600 align:start position:0%
always cut that off at like somebody
 

00:29:23.600 --> 00:29:27.190 align:start position:0%
always cut that off at like somebody
who's<00:29:23.840><c> bought</c><00:29:24.640><c> two</c><00:29:24.880><c> years</c><00:29:25.120><c> or</c><00:29:25.360><c> more.</c>

00:29:27.190 --> 00:29:27.200 align:start position:0%
who's bought two years or more.
 

00:29:27.200 --> 00:29:28.549 align:start position:0%
who's bought two years or more.
So,<00:29:27.440><c> you've</c><00:29:27.679><c> teased</c><00:29:28.000><c> some</c><00:29:28.080><c> of</c><00:29:28.159><c> this</c><00:29:28.320><c> out</c>

00:29:28.549 --> 00:29:28.559 align:start position:0%
So, you've teased some of this out
 

00:29:28.559 --> 00:29:31.029 align:start position:0%
So, you've teased some of this out
already<00:29:29.760><c> uh</c><00:29:30.000><c> in</c><00:29:30.240><c> terms</c><00:29:30.399><c> of</c><00:29:30.559><c> the</c><00:29:30.720><c> work</c><00:29:30.799><c> you're</c>

00:29:31.029 --> 00:29:31.039 align:start position:0%
already uh in terms of the work you're
 

00:29:31.039 --> 00:29:33.590 align:start position:0%
already uh in terms of the work you're
doing<00:29:31.200><c> with</c><00:29:31.360><c> CDP,</c><00:29:32.480><c> but</c><00:29:32.720><c> what</c><00:29:32.960><c> else</c><00:29:33.120><c> are</c><00:29:33.360><c> you</c>

00:29:33.590 --> 00:29:33.600 align:start position:0%
doing with CDP, but what else are you
 

00:29:33.600 --> 00:29:35.029 align:start position:0%
doing with CDP, but what else are you
thinking<00:29:33.840><c> about</c><00:29:34.080><c> experimenting</c><00:29:34.559><c> with</c><00:29:34.799><c> for</c>

00:29:35.029 --> 00:29:35.039 align:start position:0%
thinking about experimenting with for
 

00:29:35.039 --> 00:29:37.990 align:start position:0%
thinking about experimenting with for
the<00:29:35.200><c> next</c><00:29:35.440><c> four,</c><00:29:35.760><c> five,</c><00:29:36.000><c> six</c><00:29:36.159><c> months?</c>

00:29:37.990 --> 00:29:38.000 align:start position:0%
the next four, five, six months?
 

00:29:38.000 --> 00:29:40.070 align:start position:0%
the next four, five, six months?
Um,

00:29:40.070 --> 00:29:40.080 align:start position:0%
Um,
 

00:29:40.080 --> 00:29:41.990 align:start position:0%
Um,
that's<00:29:40.399><c> the</c><00:29:40.640><c> primary</c><00:29:41.120><c> focus.</c><00:29:41.600><c> I'm</c><00:29:41.760><c> not</c><00:29:41.919><c> going</c>

00:29:41.990 --> 00:29:42.000 align:start position:0%
that's the primary focus. I'm not going
 

00:29:42.000 --> 00:29:45.430 align:start position:0%
that's the primary focus. I'm not going
to<00:29:42.080><c> lie</c><00:29:42.240><c> to</c><00:29:42.399><c> you.</c><00:29:42.799><c> We</c><00:29:43.039><c> are</c><00:29:44.399><c> we</c><00:29:44.559><c> we</c><00:29:44.880><c> kind</c><00:29:45.039><c> of</c><00:29:45.200><c> have</c>

00:29:45.430 --> 00:29:45.440 align:start position:0%
to lie to you. We are we we kind of have
 

00:29:45.440 --> 00:29:49.190 align:start position:0%
to lie to you. We are we we kind of have
one<00:29:45.679><c> eye</c><00:29:46.000><c> on</c><00:29:46.480><c> on</c><00:29:46.880><c> what</c><00:29:47.120><c> else</c><00:29:47.279><c> we'll</c><00:29:47.600><c> do</c><00:29:47.679><c> with</c><00:29:48.000><c> AI</c>

00:29:49.190 --> 00:29:49.200 align:start position:0%
one eye on on what else we'll do with AI
 

00:29:49.200 --> 00:29:51.190 align:start position:0%
one eye on on what else we'll do with AI
and<00:29:49.520><c> but</c><00:29:49.760><c> for</c><00:29:50.000><c> us</c><00:29:50.240><c> like</c><00:29:50.480><c> that</c><00:29:50.720><c> would</c><00:29:50.960><c> be</c>

00:29:51.190 --> 00:29:51.200 align:start position:0%
and but for us like that would be
 

00:29:51.200 --> 00:29:53.510 align:start position:0%
and but for us like that would be
integrated<00:29:51.679><c> with</c><00:29:51.919><c> the</c><00:29:52.159><c> entire</c><00:29:52.960><c> database</c>

00:29:53.510 --> 00:29:53.520 align:start position:0%
integrated with the entire database
 

00:29:53.520 --> 00:29:55.590 align:start position:0%
integrated with the entire database
project.<00:29:54.080><c> So,</c><00:29:54.640><c> it's</c><00:29:54.880><c> kind</c><00:29:54.960><c> of</c><00:29:55.120><c> one</c><00:29:55.279><c> and</c><00:29:55.440><c> the</c>

00:29:55.590 --> 00:29:55.600 align:start position:0%
project. So, it's kind of one and the
 

00:29:55.600 --> 00:29:57.590 align:start position:0%
project. So, it's kind of one and the
same.

00:29:57.590 --> 00:29:57.600 align:start position:0%
same.
 

00:29:57.600 --> 00:29:59.510 align:start position:0%
same.
Have<00:29:57.760><c> you</c><00:29:57.919><c> been</c><00:29:58.080><c> tinkering</c><00:29:58.399><c> with</c><00:29:58.640><c> like</c><00:29:59.120><c> chat</c>

00:29:59.510 --> 00:29:59.520 align:start position:0%
Have you been tinkering with like chat
 

00:29:59.520 --> 00:30:04.070 align:start position:0%
Have you been tinkering with like chat
solutions<00:30:00.000><c> using</c><00:30:00.799><c> bots</c><00:30:01.200><c> or</c><00:30:01.360><c> AI?</c>

00:30:04.070 --> 00:30:04.080 align:start position:0%
solutions using bots or AI?
 

00:30:04.080 --> 00:30:06.549 align:start position:0%
solutions using bots or AI?
No,<00:30:04.320><c> I</c><00:30:04.480><c> mean</c><00:30:04.559><c> we</c><00:30:04.799><c> run</c><00:30:05.039><c> car</c><00:30:05.360><c> now</c><00:30:05.600><c> chat</c><00:30:06.159><c> on</c><00:30:06.399><c> our</c>

00:30:06.549 --> 00:30:06.559 align:start position:0%
No, I mean we run car now chat on our
 

00:30:06.559 --> 00:30:08.070 align:start position:0%
No, I mean we run car now chat on our
whole<00:30:06.799><c> network.</c><00:30:07.679><c> Um</c>

00:30:08.070 --> 00:30:08.080 align:start position:0%
whole network. Um
 

00:30:08.080 --> 00:30:09.350 align:start position:0%
whole network. Um
Okay.

00:30:09.350 --> 00:30:09.360 align:start position:0%
Okay.
 

00:30:09.360 --> 00:30:11.590 align:start position:0%
Okay.
You<00:30:09.520><c> know,</c><00:30:09.679><c> and</c><00:30:09.919><c> it's</c><00:30:10.080><c> it's</c><00:30:10.240><c> it's</c><00:30:10.880><c> fine.</c><00:30:11.360><c> I</c>

00:30:11.590 --> 00:30:11.600 align:start position:0%
You know, and it's it's it's fine. I
 

00:30:11.600 --> 00:30:13.190 align:start position:0%
You know, and it's it's it's fine. I
mean,

00:30:13.190 --> 00:30:13.200 align:start position:0%
mean,
 

00:30:13.200 --> 00:30:14.470 align:start position:0%
mean,
I<00:30:13.440><c> think</c><00:30:13.520><c> there's</c><00:30:13.760><c> a</c><00:30:13.919><c> lot</c><00:30:14.000><c> of</c><00:30:14.080><c> really</c><00:30:14.320><c> good</c>

00:30:14.470 --> 00:30:14.480 align:start position:0%
I think there's a lot of really good
 

00:30:14.480 --> 00:30:17.909 align:start position:0%
I think there's a lot of really good
chat<00:30:14.799><c> tools</c><00:30:15.120><c> out</c><00:30:15.279><c> there.</c><00:30:16.399><c> Um</c>

00:30:17.909 --> 00:30:17.919 align:start position:0%
chat tools out there. Um
 

00:30:17.919 --> 00:30:19.990 align:start position:0%
chat tools out there. Um
we're<00:30:18.240><c> pretty</c><00:30:18.480><c> happy</c><00:30:18.720><c> with</c><00:30:18.880><c> what</c><00:30:19.120><c> we</c><00:30:19.600><c> what</c><00:30:19.840><c> we</c>

00:30:19.990 --> 00:30:20.000 align:start position:0%
we're pretty happy with what we what we
 

00:30:20.000 --> 00:30:23.190 align:start position:0%
we're pretty happy with what we what we
have<00:30:20.159><c> with</c><00:30:20.320><c> these</c><00:30:20.559><c> guys</c><00:30:20.799><c> right</c><00:30:21.039><c> now.</c><00:30:21.360><c> So,</c>

00:30:23.190 --> 00:30:23.200 align:start position:0%
have with these guys right now. So,
 

00:30:23.200 --> 00:30:25.909 align:start position:0%
have with these guys right now. So,
yeah,<00:30:23.520><c> I</c><00:30:23.679><c> I</c><00:30:23.919><c> think</c><00:30:24.000><c> everybody's</c><00:30:24.559><c> kind</c><00:30:24.799><c> of,</c><00:30:25.760><c> you</c>

00:30:25.909 --> 00:30:25.919 align:start position:0%
yeah, I I think everybody's kind of, you
 

00:30:25.919 --> 00:30:27.510 align:start position:0%
yeah, I I think everybody's kind of, you
know,

00:30:27.510 --> 00:30:27.520 align:start position:0%
know,
 

00:30:27.520 --> 00:30:31.269 align:start position:0%
know,
eager<00:30:28.000><c> to</c><00:30:28.320><c> figure</c><00:30:28.720><c> something</c><00:30:29.120><c> out</c><00:30:29.360><c> with</c><00:30:29.760><c> AI.</c>

00:30:31.269 --> 00:30:31.279 align:start position:0%
eager to figure something out with AI.
 

00:30:31.279 --> 00:30:33.510 align:start position:0%
eager to figure something out with AI.
Um,

00:30:33.510 --> 00:30:33.520 align:start position:0%
Um,
 

00:30:33.520 --> 00:30:35.830 align:start position:0%
Um,
but<00:30:33.760><c> like</c><00:30:34.000><c> we're</c><00:30:34.159><c> not</c><00:30:34.240><c> in</c><00:30:34.399><c> a</c><00:30:34.559><c> rush.</c><00:30:35.520><c> You</c><00:30:35.679><c> know,</c>

00:30:35.830 --> 00:30:35.840 align:start position:0%
but like we're not in a rush. You know,
 

00:30:35.840 --> 00:30:38.149 align:start position:0%
but like we're not in a rush. You know,
owner<00:30:36.720><c> myself,</c><00:30:37.200><c> the</c><00:30:37.360><c> other</c><00:30:37.520><c> directors</c><00:30:37.919><c> and</c>

00:30:38.149 --> 00:30:38.159 align:start position:0%
owner myself, the other directors and
 

00:30:38.159 --> 00:30:39.669 align:start position:0%
owner myself, the other directors and
the<00:30:38.240><c> owners,</c><00:30:38.640><c> we've</c><00:30:38.799><c> all</c><00:30:38.960><c> been</c><00:30:39.120><c> on</c><00:30:39.279><c> multiple</c>

00:30:39.669 --> 00:30:39.679 align:start position:0%
the owners, we've all been on multiple
 

00:30:39.679 --> 00:30:41.830 align:start position:0%
the owners, we've all been on multiple
phone<00:30:39.919><c> calls</c><00:30:40.159><c> with</c><00:30:40.399><c> multiple</c><00:30:40.960><c> AI</c><00:30:41.440><c> products</c>

00:30:41.830 --> 00:30:41.840 align:start position:0%
phone calls with multiple AI products
 

00:30:41.840 --> 00:30:43.750 align:start position:0%
phone calls with multiple AI products
and<00:30:42.559><c> we</c><00:30:42.799><c> just</c><00:30:42.960><c> haven't</c><00:30:43.120><c> pulled</c><00:30:43.360><c> the</c><00:30:43.520><c> trigger</c>

00:30:43.750 --> 00:30:43.760 align:start position:0%
and we just haven't pulled the trigger
 

00:30:43.760 --> 00:30:46.549 align:start position:0%
and we just haven't pulled the trigger
yet<00:30:44.000><c> because</c><00:30:44.240><c> it's</c><00:30:44.480><c> like,</c><00:30:44.720><c> let's</c><00:30:45.120><c> really</c>

00:30:46.549 --> 00:30:46.559 align:start position:0%
yet because it's like, let's really
 

00:30:46.559 --> 00:30:48.630 align:start position:0%
yet because it's like, let's really
figure<00:30:46.880><c> out</c><00:30:47.120><c> what</c><00:30:47.279><c> it</c><00:30:47.440><c> is</c><00:30:47.679><c> we're</c><00:30:48.080><c> trying</c><00:30:48.320><c> to</c>

00:30:48.630 --> 00:30:48.640 align:start position:0%
figure out what it is we're trying to
 

00:30:48.640 --> 00:30:50.710 align:start position:0%
figure out what it is we're trying to
achieve,

00:30:50.710 --> 00:30:50.720 align:start position:0%
achieve,
 

00:30:50.720 --> 00:30:52.470 align:start position:0%
achieve,
right?<00:30:51.120><c> Like</c><00:30:51.279><c> we</c><00:30:51.520><c> now</c><00:30:51.840><c> know</c><00:30:52.000><c> all</c><00:30:52.240><c> these</c>

00:30:52.470 --> 00:30:52.480 align:start position:0%
right? Like we now know all these
 

00:30:52.480 --> 00:30:54.070 align:start position:0%
right? Like we now know all these
capabilities.<00:30:53.200><c> Let's</c><00:30:53.440><c> figure</c><00:30:53.600><c> out</c><00:30:53.760><c> what</c><00:30:53.919><c> it</c>

00:30:54.070 --> 00:30:54.080 align:start position:0%
capabilities. Let's figure out what it
 

00:30:54.080 --> 00:30:56.070 align:start position:0%
capabilities. Let's figure out what it
is<00:30:54.240><c> we're</c><00:30:54.559><c> really</c><00:30:54.880><c> trying</c><00:30:55.200><c> to</c><00:30:55.360><c> achieve</c><00:30:55.840><c> and</c>

00:30:56.070 --> 00:30:56.080 align:start position:0%
is we're really trying to achieve and
 

00:30:56.080 --> 00:30:59.269 align:start position:0%
is we're really trying to achieve and
then<00:30:56.720><c> find</c><00:30:57.039><c> who</c><00:30:57.200><c> fits</c><00:30:57.520><c> that</c><00:30:57.760><c> best.</c>

00:30:59.269 --> 00:30:59.279 align:start position:0%
then find who fits that best.
 

00:30:59.279 --> 00:31:01.190 align:start position:0%
then find who fits that best.
Yeah.<00:30:59.600><c> And</c><00:30:59.840><c> it's</c><00:31:00.000><c> tough</c><00:31:00.240><c> too</c><00:31:00.559><c> handing</c><00:31:00.960><c> off</c>

00:31:01.190 --> 00:31:01.200 align:start position:0%
Yeah. And it's tough too handing off
 

00:31:01.200 --> 00:31:05.510 align:start position:0%
Yeah. And it's tough too handing off
such<00:31:01.440><c> a</c><00:31:01.600><c> like</c><00:31:01.919><c> a</c><00:31:02.159><c> nuanced</c><00:31:02.720><c> conversation</c><00:31:03.679><c> to</c><00:31:04.000><c> AI</c>

00:31:05.510 --> 00:31:05.520 align:start position:0%
such a like a nuanced conversation to AI
 

00:31:05.520 --> 00:31:07.990 align:start position:0%
such a like a nuanced conversation to AI
as<00:31:05.840><c> your</c><00:31:06.080><c> brand.</c><00:31:06.399><c> It</c><00:31:06.559><c> has</c><00:31:06.799><c> modern</c><00:31:07.120><c> on</c><00:31:07.279><c> it.</c><00:31:07.600><c> It's</c>

00:31:07.990 --> 00:31:08.000 align:start position:0%
as your brand. It has modern on it. It's
 

00:31:08.000 --> 00:31:11.350 align:start position:0%
as your brand. It has modern on it. It's
it<00:31:08.960><c> needs</c><00:31:09.279><c> to</c><00:31:09.600><c> be,</c><00:31:10.640><c> you</c><00:31:10.799><c> know,</c><00:31:10.960><c> warmly</c>

00:31:11.350 --> 00:31:11.360 align:start position:0%
it needs to be, you know, warmly
 

00:31:11.360 --> 00:31:12.630 align:start position:0%
it needs to be, you know, warmly
received,

00:31:12.630 --> 00:31:12.640 align:start position:0%
received,
 

00:31:12.640 --> 00:31:15.590 align:start position:0%
received,
at least<00:31:13.520><c> believable</c><00:31:14.159><c> by</c><00:31:14.399><c> the</c><00:31:14.720><c> customer</c>

00:31:15.590 --> 00:31:15.600 align:start position:0%
at least believable by the customer
 

00:31:15.600 --> 00:31:17.590 align:start position:0%
at least believable by the customer
and<00:31:15.919><c> have</c><00:31:16.080><c> a</c><00:31:16.320><c> topical</c><00:31:16.880><c> conversation</c><00:31:17.279><c> where</c><00:31:17.440><c> if</c>

00:31:17.590 --> 00:31:17.600 align:start position:0%
and have a topical conversation where if
 

00:31:17.600 --> 00:31:19.830 align:start position:0%
and have a topical conversation where if
they're<00:31:17.840><c> having</c><00:31:18.080><c> challenges</c><00:31:19.200><c> with</c><00:31:19.600><c> credit</c>

00:31:19.830 --> 00:31:19.840 align:start position:0%
they're having challenges with credit
 

00:31:19.840 --> 00:31:21.669 align:start position:0%
they're having challenges with credit
and<00:31:20.159><c> getting</c><00:31:20.399><c> challenges,</c><00:31:21.120><c> you</c><00:31:21.279><c> know,</c><00:31:21.440><c> with</c>

00:31:21.669 --> 00:31:21.679 align:start position:0%
and getting challenges, you know, with
 

00:31:21.679 --> 00:31:23.510 align:start position:0%
and getting challenges, you know, with
the<00:31:21.760><c> down</c><00:31:22.000><c> payment</c><00:31:22.240><c> and</c><00:31:22.480><c> things</c><00:31:22.640><c> like</c><00:31:22.720><c> that,</c>

00:31:23.510 --> 00:31:23.520 align:start position:0%
the down payment and things like that,
 

00:31:23.520 --> 00:31:24.870 align:start position:0%
the down payment and things like that,
let's<00:31:23.760><c> stop</c><00:31:24.000><c> talking</c><00:31:24.159><c> to</c><00:31:24.320><c> them</c><00:31:24.480><c> about</c><00:31:24.640><c> this</c>

00:31:24.870 --> 00:31:24.880 align:start position:0%
let's stop talking to them about this
 

00:31:24.880 --> 00:31:27.750 align:start position:0%
let's stop talking to them about this
new<00:31:25.039><c> F-150</c><00:31:25.679><c> and</c><00:31:25.919><c> let's</c><00:31:26.480><c> kind</c><00:31:26.720><c> of</c><00:31:26.799><c> like</c><00:31:27.440><c> make</c>

00:31:27.750 --> 00:31:27.760 align:start position:0%
new F-150 and let's kind of like make
 

00:31:27.760 --> 00:31:30.389 align:start position:0%
new F-150 and let's kind of like make
sure<00:31:27.919><c> that</c><00:31:28.159><c> the</c><00:31:28.480><c> chat</c>

00:31:30.389 --> 00:31:30.399 align:start position:0%
sure that the chat
 

00:31:30.399 --> 00:31:32.310 align:start position:0%
sure that the chat
handling<00:31:30.880><c> that</c><00:31:31.120><c> customer</c><00:31:31.520><c> for,</c><00:31:32.000><c> you</c><00:31:32.159><c> know,</c>

00:31:32.310 --> 00:31:32.320 align:start position:0%
handling that customer for, you know,
 

00:31:32.320 --> 00:31:34.630 align:start position:0%
handling that customer for, you know,
what<00:31:32.640><c> situation</c><00:31:33.039><c> they're</c><00:31:33.279><c> in</c><00:31:33.520><c> right</c><00:31:33.760><c> now.</c>

00:31:34.630 --> 00:31:34.640 align:start position:0%
what situation they're in right now.
 

00:31:34.640 --> 00:31:36.630 align:start position:0%
what situation they're in right now.
Yeah.<00:31:34.960><c> So</c><00:31:35.120><c> I</c><00:31:35.279><c> I</c><00:31:35.440><c> get</c><00:31:35.600><c> the</c><00:31:35.840><c> apprehension</c><00:31:36.399><c> to</c>

00:31:36.630 --> 00:31:36.640 align:start position:0%
Yeah. So I I get the apprehension to
 

00:31:36.640 --> 00:31:39.029 align:start position:0%
Yeah. So I I get the apprehension to
like<00:31:36.799><c> just</c><00:31:37.039><c> go</c><00:31:37.200><c> all</c><00:31:37.440><c> in</c><00:31:37.840><c> for</c><00:31:38.080><c> some</c><00:31:38.240><c> stores.</c>

00:31:39.029 --> 00:31:39.039 align:start position:0%
like just go all in for some stores.
 

00:31:39.039 --> 00:31:40.070 align:start position:0%
like just go all in for some stores.
And<00:31:39.200><c> I</c><00:31:39.279><c> mean</c>

00:31:40.070 --> 00:31:40.080 align:start position:0%
And I mean
 

00:31:40.080 --> 00:31:41.909 align:start position:0%
And I mean
and<00:31:40.320><c> you</c><00:31:40.480><c> could</c><00:31:40.640><c> go</c><00:31:40.880><c> big</c><00:31:41.039><c> with</c><00:31:41.200><c> it.</c><00:31:41.440><c> Like</c><00:31:41.679><c> you</c>

00:31:41.909 --> 00:31:41.919 align:start position:0%
and you could go big with it. Like you
 

00:31:41.919 --> 00:31:45.509 align:start position:0%
and you could go big with it. Like you
could<00:31:42.080><c> bring</c><00:31:42.320><c> in,</c><00:31:43.519><c> you</c><00:31:43.679><c> know,</c><00:31:43.760><c> an</c><00:31:44.000><c> AI</c><00:31:44.559><c> voice</c><00:31:45.279><c> to</c>

00:31:45.509 --> 00:31:45.519 align:start position:0%
could bring in, you know, an AI voice to
 

00:31:45.519 --> 00:31:48.310 align:start position:0%
could bring in, you know, an AI voice to
receive<00:31:45.840><c> incoming</c><00:31:46.399><c> or</c><00:31:46.559><c> to</c><00:31:46.720><c> do</c><00:31:46.880><c> outbound.</c><00:31:48.159><c> You</c>

00:31:48.310 --> 00:31:48.320 align:start position:0%
receive incoming or to do outbound. You
 

00:31:48.320 --> 00:31:51.110 align:start position:0%
receive incoming or to do outbound. You
could<00:31:48.559><c> brand</c><00:31:48.880><c> it,</c><00:31:49.440><c> you</c><00:31:49.600><c> know,</c><00:31:50.480><c> you</c><00:31:50.720><c> could</c><00:31:50.880><c> tell</c>

00:31:51.110 --> 00:31:51.120 align:start position:0%
could brand it, you know, you could tell
 

00:31:51.120 --> 00:31:52.389 align:start position:0%
could brand it, you know, you could tell
the<00:31:51.360><c> world</c><00:31:51.600><c> that</c><00:31:51.840><c> they're</c><00:31:52.000><c> going</c><00:31:52.080><c> to</c><00:31:52.240><c> be</c>

00:31:52.389 --> 00:31:52.399 align:start position:0%
the world that they're going to be
 

00:31:52.399 --> 00:31:54.789 align:start position:0%
the world that they're going to be
talking<00:31:52.640><c> to</c><00:31:52.880><c> AI,</c><00:31:53.919><c> you</c><00:31:54.080><c> know,</c><00:31:54.240><c> right</c><00:31:54.480><c> out</c><00:31:54.640><c> of</c>

00:31:54.789 --> 00:31:54.799 align:start position:0%
talking to AI, you know, right out of
 

00:31:54.799 --> 00:31:57.269 align:start position:0%
talking to AI, you know, right out of
the<00:31:54.960><c> blocks</c><00:31:55.360><c> so</c><00:31:55.600><c> that</c><00:31:55.760><c> they</c><00:31:56.080><c> know.</c><00:31:56.960><c> And,</c><00:31:57.200><c> you</c>

00:31:57.269 --> 00:31:57.279 align:start position:0%
the blocks so that they know. And, you
 

00:31:57.279 --> 00:31:58.789 align:start position:0%
the blocks so that they know. And, you
know,<00:31:57.440><c> then</c><00:31:57.600><c> it's</c><00:31:57.760><c> no</c><00:31:58.000><c> surprise.</c><00:31:58.480><c> Then</c><00:31:58.640><c> it's</c>

00:31:58.789 --> 00:31:58.799 align:start position:0%
know, then it's no surprise. Then it's
 

00:31:58.799 --> 00:32:00.230 align:start position:0%
know, then it's no surprise. Then it's
like,<00:31:58.960><c> oh,</c><00:31:59.120><c> I'm</c><00:31:59.279><c> dealing</c><00:31:59.440><c> with</c><00:31:59.600><c> AI.</c><00:31:59.919><c> Like</c><00:32:00.080><c> you</c>

00:32:00.230 --> 00:32:00.240 align:start position:0%
like, oh, I'm dealing with AI. Like you
 

00:32:00.240 --> 00:32:01.430 align:start position:0%
like, oh, I'm dealing with AI. Like you
could<00:32:00.320><c> brand</c><00:32:00.559><c> it</c><00:32:00.640><c> and</c><00:32:00.880><c> make</c><00:32:00.960><c> a</c><00:32:01.120><c> thing</c><00:32:01.200><c> out</c><00:32:01.360><c> of</c>

00:32:01.430 --> 00:32:01.440 align:start position:0%
could brand it and make a thing out of
 

00:32:01.440 --> 00:32:02.549 align:start position:0%
could brand it and make a thing out of
it.<00:32:01.519><c> You</c><00:32:01.679><c> could</c><00:32:01.760><c> be</c><00:32:01.840><c> like,</c><00:32:01.919><c> "Here's</c><00:32:02.240><c> our</c><00:32:02.399><c> new</c>

00:32:02.549 --> 00:32:02.559 align:start position:0%
it. You could be like, "Here's our new
 

00:32:02.559 --> 00:32:04.389 align:start position:0%
it. You could be like, "Here's our new
modern<00:32:02.960><c> AI</c><00:32:03.360><c> assistant,</c><00:32:04.159><c> right?</c>

00:32:04.389 --> 00:32:04.399 align:start position:0%
modern AI assistant, right?
 

00:32:04.399 --> 00:32:05.750 align:start position:0%
modern AI assistant, right?
It's<00:32:04.559><c> going</c><00:32:04.640><c> to</c><00:32:04.720><c> help</c><00:32:04.960><c> you</c><00:32:05.200><c> quicker."</c><00:32:05.600><c> Blah,</c>

00:32:05.750 --> 00:32:05.760 align:start position:0%
It's going to help you quicker." Blah,
 

00:32:05.760 --> 00:32:07.669 align:start position:0%
It's going to help you quicker." Blah,
blah,<00:32:05.919><c> blah.</c><00:32:06.320><c> Whatever</c><00:32:06.559><c> it</c><00:32:06.720><c> is,</c><00:32:06.960><c> like</c><00:32:07.440><c> you</c>

00:32:07.669 --> 00:32:07.679 align:start position:0%
blah, blah. Whatever it is, like you
 

00:32:07.679 --> 00:32:09.990 align:start position:0%
blah, blah. Whatever it is, like you
could<00:32:07.919><c> go</c><00:32:08.159><c> all</c><00:32:08.399><c> in</c><00:32:08.559><c> on</c><00:32:08.799><c> it.</c><00:32:09.360><c> There's</c><00:32:09.679><c> companies</c>

00:32:09.990 --> 00:32:10.000 align:start position:0%
could go all in on it. There's companies
 

00:32:10.000 --> 00:32:11.750 align:start position:0%
could go all in on it. There's companies
you<00:32:10.240><c> can</c><00:32:10.320><c> do</c><00:32:10.480><c> that</c><00:32:10.640><c> with</c><00:32:10.880><c> now.</c><00:32:11.120><c> Like,</c><00:32:11.279><c> we</c><00:32:11.519><c> know</c>

00:32:11.750 --> 00:32:11.760 align:start position:0%
you can do that with now. Like, we know
 

00:32:11.760 --> 00:32:13.669 align:start position:0%
you can do that with now. Like, we know
we<00:32:12.000><c> know</c><00:32:12.159><c> who</c><00:32:12.320><c> they</c><00:32:12.480><c> are,</c><00:32:12.799><c> right?</c>

00:32:13.669 --> 00:32:13.679 align:start position:0%
we know who they are, right?
 

00:32:13.679 --> 00:32:16.870 align:start position:0%
we know who they are, right?
Um,<00:32:14.480><c> yeah.</c><00:32:14.720><c> I</c><00:32:14.960><c> just</c><00:32:15.120><c> think</c><00:32:15.279><c> we're</c><00:32:15.600><c> just,</c><00:32:16.720><c> you</c>

00:32:16.870 --> 00:32:16.880 align:start position:0%
Um, yeah. I just think we're just, you
 

00:32:16.880 --> 00:32:19.350 align:start position:0%
Um, yeah. I just think we're just, you
know,<00:32:17.039><c> we're</c><00:32:17.279><c> just</c><00:32:17.519><c> figuring</c><00:32:17.760><c> it</c><00:32:18.000><c> out</c><00:32:18.320><c> still.</c>

00:32:19.350 --> 00:32:19.360 align:start position:0%
know, we're just figuring it out still.
 

00:32:19.360 --> 00:32:22.710 align:start position:0%
know, we're just figuring it out still.
I<00:32:19.679><c> I</c><00:32:19.919><c> think</c><00:32:20.000><c> that's</c><00:32:20.480><c> so</c><00:32:20.799><c> fascinating</c><00:32:21.279><c> in</c><00:32:21.519><c> that</c>

00:32:22.710 --> 00:32:22.720 align:start position:0%
I I think that's so fascinating in that
 

00:32:22.720 --> 00:32:24.789 align:start position:0%
I I think that's so fascinating in that
where<00:32:23.679><c> are</c><00:32:23.840><c> we</c><00:32:24.000><c> going</c><00:32:24.080><c> to</c><00:32:24.159><c> get</c><00:32:24.240><c> to</c><00:32:24.399><c> a</c><00:32:24.640><c> point</c>

00:32:24.789 --> 00:32:24.799 align:start position:0%
where are we going to get to a point
 

00:32:24.799 --> 00:32:27.669 align:start position:0%
where are we going to get to a point
where<00:32:25.039><c> you</c><00:32:25.440><c> have</c><00:32:25.679><c> to</c><00:32:26.559><c> say</c><00:32:26.880><c> things</c><00:32:27.039><c> are</c><00:32:27.279><c> AI</c>

00:32:27.669 --> 00:32:27.679 align:start position:0%
where you have to say things are AI
 

00:32:27.679 --> 00:32:30.549 align:start position:0%
where you have to say things are AI
generated<00:32:28.159><c> or</c><00:32:28.480><c> AI</c>

00:32:30.549 --> 00:32:30.559 align:start position:0%
generated or AI
 

00:32:30.559 --> 00:32:34.549 align:start position:0%
generated or AI
uh<00:32:30.720><c> AI</c><00:32:31.120><c> conversations</c><00:32:32.080><c> AI</c><00:32:32.559><c> voice</c><00:32:33.440><c> or</c><00:32:33.760><c> do</c><00:32:33.919><c> you</c>

00:32:34.549 --> 00:32:34.559 align:start position:0%
uh AI conversations AI voice or do you
 

00:32:34.559 --> 00:32:36.149 align:start position:0%
uh AI conversations AI voice or do you
do<00:32:34.799><c> you</c><00:32:34.960><c> not</c><00:32:35.120><c> do</c><00:32:35.279><c> that</c><00:32:35.440><c> or</c><00:32:35.679><c> do</c><00:32:35.760><c> you</c><00:32:35.840><c> go</c><00:32:35.919><c> the</c>

00:32:36.149 --> 00:32:36.159 align:start position:0%
do you not do that or do you go the
 

00:32:36.159 --> 00:32:37.350 align:start position:0%
do you not do that or do you go the
approach<00:32:36.320><c> you're</c><00:32:36.559><c> talking</c><00:32:36.720><c> about</c><00:32:36.960><c> which</c><00:32:37.120><c> I</c>

00:32:37.350 --> 00:32:37.360 align:start position:0%
approach you're talking about which I
 

00:32:37.360 --> 00:32:39.029 align:start position:0%
approach you're talking about which I
think<00:32:37.440><c> is</c><00:32:37.679><c> that's</c><00:32:38.080><c> really</c><00:32:38.320><c> fascinating</c><00:32:38.880><c> just</c>

00:32:39.029 --> 00:32:39.039 align:start position:0%
think is that's really fascinating just
 

00:32:39.039 --> 00:32:41.909 align:start position:0%
think is that's really fascinating just
saying<00:32:39.279><c> like</c><00:32:39.679><c> this</c><00:32:40.000><c> is</c><00:32:40.720><c> AI</c><00:32:41.440><c> you're</c><00:32:41.679><c> working</c>

00:32:41.909 --> 00:32:41.919 align:start position:0%
saying like this is AI you're working
 

00:32:41.919 --> 00:32:45.190 align:start position:0%
saying like this is AI you're working
with<00:32:42.080><c> AI</c><00:32:42.480><c> you</c><00:32:42.640><c> should</c><00:32:42.880><c> love</c><00:32:43.039><c> it</c><00:32:43.840><c> right</c><00:32:44.640><c> I</c><00:32:44.799><c> don't</c>

00:32:45.190 --> 00:32:45.200 align:start position:0%
with AI you should love it right I don't
 

00:32:45.200 --> 00:32:47.750 align:start position:0%
with AI you should love it right I don't
I<00:32:45.360><c> mean</c><00:32:45.440><c> if</c><00:32:45.600><c> we</c><00:32:45.840><c> were</c><00:32:46.080><c> going</c><00:32:46.320><c> to</c><00:32:46.559><c> do</c><00:32:46.720><c> it</c><00:32:47.279><c> as</c><00:32:47.600><c> an</c>

00:32:47.750 --> 00:32:47.760 align:start position:0%
I mean if we were going to do it as an
 

00:32:47.760 --> 00:32:49.430 align:start position:0%
I mean if we were going to do it as an
organization<00:32:48.320><c> I</c><00:32:48.640><c> would</c><00:32:48.799><c> want</c><00:32:48.960><c> I'd</c><00:32:49.120><c> want</c><00:32:49.279><c> to</c>

00:32:49.430 --> 00:32:49.440 align:start position:0%
organization I would want I'd want to
 

00:32:49.440 --> 00:32:51.990 align:start position:0%
organization I would want I'd want to
brand<00:32:49.679><c> it,</c><00:32:50.080><c> you</c><00:32:50.240><c> know,</c><00:32:50.480><c> like</c>

00:32:51.990 --> 00:32:52.000 align:start position:0%
brand it, you know, like
 

00:32:52.000 --> 00:32:55.430 align:start position:0%
brand it, you know, like
I<00:32:52.159><c> don't</c><00:32:52.399><c> know.</c><00:32:52.720><c> Here's</c><00:32:53.120><c> here's</c><00:32:53.840><c> uh</c>

00:32:55.430 --> 00:32:55.440 align:start position:0%
I don't know. Here's here's uh
 

00:32:55.440 --> 00:32:57.190 align:start position:0%
I don't know. Here's here's uh
here's<00:32:55.760><c> Dorothy.</c><00:32:56.240><c> She's</c><00:32:56.480><c> our</c><00:32:56.640><c> new</c><00:32:56.799><c> AI</c>

00:32:57.190 --> 00:32:57.200 align:start position:0%
here's Dorothy. She's our new AI
 

00:32:57.200 --> 00:32:58.549 align:start position:0%
here's Dorothy. She's our new AI
assistant.<00:32:57.600><c> When</c><00:32:57.760><c> you</c><00:32:57.919><c> call,</c><00:32:58.159><c> you're</c><00:32:58.320><c> gonna</c>

00:32:58.549 --> 00:32:58.559 align:start position:0%
assistant. When you call, you're gonna
 

00:32:58.559 --> 00:32:59.669 align:start position:0%
assistant. When you call, you're gonna
speak<00:32:58.720><c> to</c><00:32:58.880><c> Dorothy.</c><00:32:59.360><c> Like</c>

00:32:59.669 --> 00:32:59.679 align:start position:0%
speak to Dorothy. Like
 

00:32:59.679 --> 00:33:04.230 align:start position:0%
speak to Dorothy. Like
she's<00:32:59.919><c> a</c><00:33:00.080><c> savage</c><00:33:00.559><c> negotiator,</c><00:33:01.279><c> but</c><00:33:01.519><c> she's</c>

00:33:04.230 --> 00:33:04.240 align:start position:0%
she's a savage negotiator, but she's
 

00:33:04.240 --> 00:33:06.549 align:start position:0%
she's a savage negotiator, but she's
Yeah.<00:33:04.960><c> So,</c><00:33:05.360><c> you</c><00:33:05.440><c> know,</c><00:33:05.600><c> I</c><00:33:05.840><c> mean,</c><00:33:05.919><c> and</c><00:33:06.240><c> outside</c>

00:33:06.549 --> 00:33:06.559 align:start position:0%
Yeah. So, you know, I mean, and outside
 

00:33:06.559 --> 00:33:09.830 align:start position:0%
Yeah. So, you know, I mean, and outside
of<00:33:06.720><c> that,</c><00:33:07.120><c> like</c><00:33:08.240><c> um</c><00:33:08.640><c> we</c><00:33:08.960><c> launched</c><00:33:09.200><c> a</c><00:33:09.360><c> new</c><00:33:09.519><c> group</c>

00:33:09.830 --> 00:33:09.840 align:start position:0%
of that, like um we launched a new group
 

00:33:09.840 --> 00:33:13.029 align:start position:0%
of that, like um we launched a new group
site<00:33:10.159><c> earlier</c><00:33:10.559><c> this</c><00:33:10.799><c> year.</c><00:33:11.840><c> We</c><00:33:12.080><c> did</c><00:33:12.320><c> that</c><00:33:12.559><c> with</c>

00:33:13.029 --> 00:33:13.039 align:start position:0%
site earlier this year. We did that with
 

00:33:13.039 --> 00:33:15.750 align:start position:0%
site earlier this year. We did that with
um<00:33:13.200><c> Autogenius.</c><00:33:14.240><c> And</c><00:33:14.480><c> so,</c><00:33:15.200><c> you</c><00:33:15.360><c> know,</c><00:33:15.519><c> all</c>

00:33:15.750 --> 00:33:15.760 align:start position:0%
um Autogenius. And so, you know, all
 

00:33:15.760 --> 00:33:16.389 align:start position:0%
um Autogenius. And so, you know, all
their

00:33:16.389 --> 00:33:16.399 align:start position:0%
their
 

00:33:16.399 --> 00:33:18.310 align:start position:0%
their
other<00:33:16.720><c> sites</c><00:33:17.039><c> are</c><00:33:17.279><c> edge</c><00:33:17.600><c> technology.</c><00:33:18.159><c> They're</c>

00:33:18.310 --> 00:33:18.320 align:start position:0%
other sites are edge technology. They're
 

00:33:18.320 --> 00:33:20.470 align:start position:0%
other sites are edge technology. They're
hyperfast<00:33:19.039><c> and</c>

00:33:20.470 --> 00:33:20.480 align:start position:0%
hyperfast and
 

00:33:20.480 --> 00:33:22.870 align:start position:0%
hyperfast and
um<00:33:21.120><c> so</c><00:33:21.360><c> we've</c><00:33:21.600><c> got</c><00:33:21.760><c> that</c><00:33:22.000><c> tuned</c><00:33:22.320><c> and</c><00:33:22.559><c> running</c>

00:33:22.870 --> 00:33:22.880 align:start position:0%
um so we've got that tuned and running
 

00:33:22.880 --> 00:33:25.509 align:start position:0%
um so we've got that tuned and running
and<00:33:23.039><c> and</c><00:33:24.080><c> we're</c><00:33:24.399><c> just</c><00:33:24.720><c> getting</c><00:33:24.960><c> ready</c><00:33:25.200><c> to</c>

00:33:25.509 --> 00:33:25.519 align:start position:0%
and and we're just getting ready to
 

00:33:25.519 --> 00:33:28.149 align:start position:0%
and and we're just getting ready to
start<00:33:25.760><c> pushing</c><00:33:26.640><c> traffic</c><00:33:26.960><c> to</c><00:33:27.120><c> it</c><00:33:27.279><c> with</c><00:33:27.519><c> media.</c>

00:33:28.149 --> 00:33:28.159 align:start position:0%
start pushing traffic to it with media.
 

00:33:28.159 --> 00:33:29.750 align:start position:0%
start pushing traffic to it with media.
So,<00:33:28.320><c> we</c><00:33:28.480><c> haven't</c><00:33:28.640><c> been</c><00:33:28.799><c> running</c><00:33:29.039><c> any</c><00:33:29.279><c> media</c><00:33:29.519><c> to</c>

00:33:29.750 --> 00:33:29.760 align:start position:0%
So, we haven't been running any media to
 

00:33:29.760 --> 00:33:33.509 align:start position:0%
So, we haven't been running any media to
it<00:33:29.919><c> at</c><00:33:30.080><c> all</c><00:33:30.240><c> yet.</c><00:33:31.519><c> And</c><00:33:32.080><c> uh</c><00:33:32.480><c> I'm</c><00:33:32.799><c> eager</c><00:33:33.120><c> to</c><00:33:33.360><c> see</c>

00:33:33.509 --> 00:33:33.519 align:start position:0%
it at all yet. And uh I'm eager to see
 

00:33:33.519 --> 00:33:37.269 align:start position:0%
it at all yet. And uh I'm eager to see
what<00:33:33.760><c> happens</c><00:33:34.159><c> once</c><00:33:34.480><c> we</c><00:33:34.640><c> do</c><00:33:34.799><c> that</c><00:33:35.679><c> because</c><00:33:36.960><c> we</c>

00:33:37.269 --> 00:33:37.279 align:start position:0%
what happens once we do that because we
 

00:33:37.279 --> 00:33:40.549 align:start position:0%
what happens once we do that because we
get<00:33:37.519><c> leads</c><00:33:37.919><c> off</c><00:33:38.159><c> of</c><00:33:38.320><c> this</c><00:33:38.559><c> site</c><00:33:39.200><c> every</c><00:33:39.600><c> day</c><00:33:40.320><c> and</c>

00:33:40.549 --> 00:33:40.559 align:start position:0%
get leads off of this site every day and
 

00:33:40.559 --> 00:33:43.430 align:start position:0%
get leads off of this site every day and
we<00:33:40.720><c> have</c><00:33:40.880><c> no</c><00:33:41.120><c> media</c><00:33:41.440><c> on</c><00:33:41.679><c> it.</c><00:33:42.399><c> And</c><00:33:42.720><c> so</c><00:33:43.120><c> what</c>

00:33:43.430 --> 00:33:43.440 align:start position:0%
we have no media on it. And so what
 

00:33:43.440 --> 00:33:46.310 align:start position:0%
we have no media on it. And so what
happens,<00:33:44.240><c> you</c><00:33:44.320><c> know,</c><00:33:44.480><c> when</c><00:33:44.640><c> we</c><00:33:44.880><c> start</c><00:33:45.039><c> pushing</c>

00:33:46.310 --> 00:33:46.320 align:start position:0%
happens, you know, when we start pushing
 

00:33:46.320 --> 00:33:49.029 align:start position:0%
happens, you know, when we start pushing
thousands<00:33:46.880><c> of</c><00:33:47.120><c> more</c><00:33:47.440><c> visitors</c><00:33:47.919><c> there,</c><00:33:48.799><c> is</c>

00:33:49.029 --> 00:33:49.039 align:start position:0%
thousands of more visitors there, is
 

00:33:49.039 --> 00:33:50.870 align:start position:0%
thousands of more visitors there, is
that<00:33:49.200><c> going</c><00:33:49.360><c> to</c><00:33:49.760><c> convert</c><00:33:50.159><c> as</c><00:33:50.399><c> well</c><00:33:50.559><c> as</c><00:33:50.720><c> we</c>

00:33:50.870 --> 00:33:50.880 align:start position:0%
that going to convert as well as we
 

00:33:50.880 --> 00:33:52.389 align:start position:0%
that going to convert as well as we
think<00:33:50.960><c> it</c><00:33:51.120><c> is?</c><00:33:51.360><c> I</c><00:33:51.519><c> don't</c><00:33:51.600><c> know.</c><00:33:51.840><c> We'll</c><00:33:52.080><c> see.</c>

00:33:52.389 --> 00:33:52.399 align:start position:0%
think it is? I don't know. We'll see.
 

00:33:52.399 --> 00:33:53.669 align:start position:0%
think it is? I don't know. We'll see.
It's<00:33:52.559><c> going</c><00:33:52.640><c> to</c><00:33:52.799><c> be</c><00:33:52.880><c> fun</c><00:33:53.039><c> to</c><00:33:53.200><c> figure</c><00:33:53.360><c> that</c><00:33:53.519><c> one</c>

00:33:53.669 --> 00:33:53.679 align:start position:0%
It's going to be fun to figure that one
 

00:33:53.679 --> 00:33:53.990 align:start position:0%
It's going to be fun to figure that one
out.

00:33:53.990 --> 00:33:54.000 align:start position:0%
out.
 

00:33:54.000 --> 00:33:56.149 align:start position:0%
out.
It's<00:33:54.159><c> cool.</c><00:33:54.399><c> And</c><00:33:54.559><c> they're</c><00:33:54.799><c> fast</c><00:33:55.200><c> and</c><00:33:55.600><c> dynamic</c>

00:33:56.149 --> 00:33:56.159 align:start position:0%
It's cool. And they're fast and dynamic
 

00:33:56.159 --> 00:33:58.630 align:start position:0%
It's cool. And they're fast and dynamic
websites,<00:33:56.799><c> too,</c><00:33:56.960><c> that</c><00:33:57.200><c> those</c><00:33:57.440><c> guys</c><00:33:57.679><c> pump</c><00:33:57.919><c> out.</c>

00:33:58.630 --> 00:33:58.640 align:start position:0%
websites, too, that those guys pump out.
 

00:33:58.640 --> 00:33:59.990 align:start position:0%
websites, too, that those guys pump out.
I've<00:33:58.880><c> worked</c><00:33:59.039><c> with</c><00:33:59.120><c> a</c><00:33:59.360><c> handful</c><00:33:59.519><c> of</c><00:33:59.679><c> them.</c><00:33:59.840><c> And</c>

00:33:59.990 --> 00:34:00.000 align:start position:0%
I've worked with a handful of them. And
 

00:34:00.000 --> 00:34:01.509 align:start position:0%
I've worked with a handful of them. And
what<00:34:00.159><c> we're</c><00:34:00.240><c> finding,</c><00:34:00.480><c> it's</c><00:34:00.720><c> like</c><00:34:01.200><c> they're</c>

00:34:01.509 --> 00:34:01.519 align:start position:0%
what we're finding, it's like they're
 

00:34:01.519 --> 00:34:03.430 align:start position:0%
what we're finding, it's like they're
great<00:34:01.679><c> with</c><00:34:01.919><c> vehicle</c><00:34:02.320><c> acquisition</c><00:34:03.120><c> for</c>

00:34:03.430 --> 00:34:03.440 align:start position:0%
great with vehicle acquisition for
 

00:34:03.440 --> 00:34:04.950 align:start position:0%
great with vehicle acquisition for
recruiting

00:34:04.950 --> 00:34:04.960 align:start position:0%
recruiting
 

00:34:04.960 --> 00:34:09.109 align:start position:0%
recruiting
techs,<00:34:05.760><c> salespeople.</c><00:34:07.200><c> They're</c><00:34:07.519><c> good</c><00:34:07.679><c> with</c><00:34:08.240><c> uh</c>

00:34:09.109 --> 00:34:09.119 align:start position:0%
techs, salespeople. They're good with uh
 

00:34:09.119 --> 00:34:11.349 align:start position:0%
techs, salespeople. They're good with uh
pushing<00:34:09.440><c> pre-owned</c><00:34:09.919><c> inventory</c><00:34:10.720><c> and</c><00:34:11.040><c> just</c>

00:34:11.349 --> 00:34:11.359 align:start position:0%
pushing pre-owned inventory and just
 

00:34:11.359 --> 00:34:13.030 align:start position:0%
pushing pre-owned inventory and just
chunking<00:34:11.760><c> it</c><00:34:11.919><c> all</c><00:34:12.079><c> together</c><00:34:12.320><c> and</c><00:34:12.560><c> having</c><00:34:12.800><c> big</c>

00:34:13.030 --> 00:34:13.040 align:start position:0%
chunking it all together and having big
 

00:34:13.040 --> 00:34:15.990 align:start position:0%
chunking it all together and having big
swaths<00:34:13.520><c> of,</c><00:34:14.079><c> you</c><00:34:14.320><c> know,</c><00:34:14.639><c> segmented</c>

00:34:15.990 --> 00:34:16.000 align:start position:0%
swaths of, you know, segmented
 

00:34:16.000 --> 00:34:16.389 align:start position:0%
swaths of, you know, segmented
Yeah.

00:34:16.389 --> 00:34:16.399 align:start position:0%
Yeah.
 

00:34:16.399 --> 00:34:18.950 align:start position:0%
Yeah.
inventory<00:34:16.960><c> for</c><00:34:17.200><c> different</c><00:34:17.440><c> audiences.</c>

00:34:18.950 --> 00:34:18.960 align:start position:0%
inventory for different audiences.
 

00:34:18.960 --> 00:34:20.550 align:start position:0%
inventory for different audiences.
That's<00:34:19.200><c> exactly</c><00:34:19.679><c> what</c><00:34:19.919><c> we're</c><00:34:20.079><c> going</c><00:34:20.159><c> to</c><00:34:20.399><c> start</c>

00:34:20.550 --> 00:34:20.560 align:start position:0%
That's exactly what we're going to start
 

00:34:20.560 --> 00:34:24.230 align:start position:0%
That's exactly what we're going to start
with<00:34:21.280><c> is</c><00:34:22.079><c> um</c><00:34:23.200><c> we're</c><00:34:23.440><c> going</c><00:34:23.520><c> to</c><00:34:23.679><c> run</c><00:34:24.000><c> we're</c>

00:34:24.230 --> 00:34:24.240 align:start position:0%
with is um we're going to run we're
 

00:34:24.240 --> 00:34:27.909 align:start position:0%
with is um we're going to run we're
going<00:34:24.399><c> to</c><00:34:24.480><c> run</c><00:34:24.720><c> Facebook</c><00:34:26.000><c> AIAS</c><00:34:26.800><c> with</c><00:34:27.040><c> just</c>

00:34:27.909 --> 00:34:27.919 align:start position:0%
going to run Facebook AIAS with just
 

00:34:27.919 --> 00:34:29.669 align:start position:0%
going to run Facebook AIAS with just
used<00:34:28.240><c> inventory</c><00:34:28.879><c> because</c><00:34:29.119><c> it's</c><00:34:29.359><c> shared</c>

00:34:29.669 --> 00:34:29.679 align:start position:0%
used inventory because it's shared
 

00:34:29.679 --> 00:34:32.149 align:start position:0%
used inventory because it's shared
across<00:34:29.919><c> the</c><00:34:30.159><c> whole</c><00:34:30.320><c> network.</c><00:34:31.359><c> Um</c><00:34:31.679><c> yeah,</c><00:34:32.000><c> it's</c>

00:34:32.149 --> 00:34:32.159 align:start position:0%
across the whole network. Um yeah, it's
 

00:34:32.159 --> 00:34:33.990 align:start position:0%
across the whole network. Um yeah, it's
all

00:34:33.990 --> 00:34:34.000 align:start position:0%
all
 

00:34:34.000 --> 00:34:37.750 align:start position:0%
all
whatever<00:34:34.399><c> you</c><00:34:34.639><c> can</c><00:34:34.800><c> boast</c><00:34:36.159><c> 4,500</c><00:34:36.960><c> vehicles</c><00:34:37.440><c> in</c>

00:34:37.750 --> 00:34:37.760 align:start position:0%
whatever you can boast 4,500 vehicles in
 

00:34:37.760 --> 00:34:40.470 align:start position:0%
whatever you can boast 4,500 vehicles in
stock,<00:34:39.119><c> you</c><00:34:39.359><c> know,</c>

00:34:40.470 --> 00:34:40.480 align:start position:0%
stock, you know,
 

00:34:40.480 --> 00:34:43.829 align:start position:0%
stock, you know,
just<00:34:40.960><c> beat</c><00:34:41.280><c> down</c><00:34:41.599><c> any</c><00:34:42.320><c> any</c><00:34:42.720><c> warehouse.</c>

00:34:43.829 --> 00:34:43.839 align:start position:0%
just beat down any any warehouse.
 

00:34:43.839 --> 00:34:44.149 align:start position:0%
just beat down any any warehouse.
Yeah.

00:34:44.149 --> 00:34:44.159 align:start position:0%
Yeah.
 

00:34:44.159 --> 00:34:46.149 align:start position:0%
Yeah.
With,<00:34:44.720><c> you</c><00:34:44.879><c> know,</c><00:34:45.040><c> just</c><00:34:45.359><c> a</c><00:34:45.599><c> big</c><00:34:45.760><c> footprint</c>

00:34:46.149 --> 00:34:46.159 align:start position:0%
With, you know, just a big footprint
 

00:34:46.159 --> 00:34:47.990 align:start position:0%
With, you know, just a big footprint
that<00:34:46.320><c> you</c><00:34:46.480><c> guys</c><00:34:46.720><c> have.</c>

00:34:47.990 --> 00:34:48.000 align:start position:0%
that you guys have.
 

00:34:48.000 --> 00:34:49.990 align:start position:0%
that you guys have.
And<00:34:48.159><c> we</c><00:34:48.320><c> keep</c><00:34:48.480><c> it</c><00:34:48.720><c> skinny</c><00:34:49.040><c> on</c><00:34:49.280><c> that</c><00:34:49.520><c> site.</c><00:34:49.760><c> Like</c>

00:34:49.990 --> 00:34:50.000 align:start position:0%
And we keep it skinny on that site. Like
 

00:34:50.000 --> 00:34:52.389 align:start position:0%
And we keep it skinny on that site. Like
we<00:34:50.159><c> haven't</c><00:34:50.560><c> layered</c><00:34:50.800><c> in</c><00:34:51.599><c> a</c><00:34:51.919><c> bunch</c><00:34:52.000><c> of</c><00:34:52.159><c> stuff</c>

00:34:52.389 --> 00:34:52.399 align:start position:0%
we haven't layered in a bunch of stuff
 

00:34:52.399 --> 00:34:54.869 align:start position:0%
we haven't layered in a bunch of stuff
we<00:34:52.560><c> don't</c><00:34:52.720><c> need.</c><00:34:52.960><c> The</c><00:34:53.119><c> CTAs</c><00:34:53.760><c> are</c><00:34:53.919><c> simple</c><00:34:54.560><c> and</c>

00:34:54.869 --> 00:34:54.879 align:start position:0%
we don't need. The CTAs are simple and
 

00:34:54.879 --> 00:34:57.670 align:start position:0%
we don't need. The CTAs are simple and
clean.<00:34:55.280><c> The</c><00:34:55.440><c> VDPs</c><00:34:56.000><c> are</c><00:34:56.159><c> clean.</c><00:34:56.800><c> There's</c><00:34:57.040><c> no</c><00:34:57.280><c> DR</c>

00:34:57.670 --> 00:34:57.680 align:start position:0%
clean. The VDPs are clean. There's no DR
 

00:34:57.680 --> 00:35:00.150 align:start position:0%
clean. The VDPs are clean. There's no DR
tool.<00:34:58.560><c> Hey,</c><00:34:58.800><c> are</c><00:34:58.960><c> you</c><00:34:59.119><c> interested</c><00:34:59.440><c> in</c><00:34:59.599><c> this?</c>

00:35:00.150 --> 00:35:00.160 align:start position:0%
tool. Hey, are you interested in this?
 

00:35:00.160 --> 00:35:01.430 align:start position:0%
tool. Hey, are you interested in this?
Yes.<00:35:00.560><c> Okay.</c><00:35:00.800><c> They</c><00:35:00.960><c> fill</c><00:35:01.119><c> out</c><00:35:01.200><c> your</c>

00:35:01.430 --> 00:35:01.440 align:start position:0%
Yes. Okay. They fill out your
 

00:35:01.440 --> 00:35:02.870 align:start position:0%
Yes. Okay. They fill out your
information<00:35:01.760><c> and</c><00:35:02.000><c> then</c><00:35:02.160><c> it</c><00:35:02.400><c> goes</c><00:35:02.560><c> to</c><00:35:02.720><c> the</c>

00:35:02.870 --> 00:35:02.880 align:start position:0%
information and then it goes to the
 

00:35:02.880 --> 00:35:04.790 align:start position:0%
information and then it goes to the
store<00:35:03.119><c> where</c><00:35:03.359><c> the</c><00:35:03.520><c> inventory</c><00:35:03.760><c> is</c><00:35:04.079><c> located.</c>

00:35:04.790 --> 00:35:04.800 align:start position:0%
store where the inventory is located.
 

00:35:04.800 --> 00:35:05.829 align:start position:0%
store where the inventory is located.
Done<00:35:05.040><c> deal.</c>

00:35:05.829 --> 00:35:05.839 align:start position:0%
Done deal.
 

00:35:05.839 --> 00:35:07.190 align:start position:0%
Done deal.
That's<00:35:06.160><c> going</c><00:35:06.240><c> to</c><00:35:06.320><c> be</c><00:35:06.480><c> a</c><00:35:06.720><c> really</c><00:35:06.960><c> fun</c>

00:35:07.190 --> 00:35:07.200 align:start position:0%
That's going to be a really fun
 

00:35:07.200 --> 00:35:08.950 align:start position:0%
That's going to be a really fun
experiment<00:35:07.599><c> to</c><00:35:07.760><c> see</c><00:35:08.000><c> Shake</c><00:35:08.320><c> out.</c>

00:35:08.950 --> 00:35:08.960 align:start position:0%
experiment to see Shake out.
 

00:35:08.960 --> 00:35:12.310 align:start position:0%
experiment to see Shake out.
Yeah,<00:35:09.760><c> pretty</c><00:35:10.079><c> intrigued</c><00:35:10.400><c> by</c><00:35:10.640><c> that</c><00:35:10.800><c> one.</c>

00:35:12.310 --> 00:35:12.320 align:start position:0%
Yeah, pretty intrigued by that one.
 

00:35:12.320 --> 00:35:14.710 align:start position:0%
Yeah, pretty intrigued by that one.
Gary,<00:35:12.800><c> any</c><00:35:13.359><c> conferences</c><00:35:13.839><c> you've</c><00:35:14.079><c> got</c><00:35:14.240><c> on</c><00:35:14.400><c> your</c>

00:35:14.710 --> 00:35:14.720 align:start position:0%
Gary, any conferences you've got on your
 

00:35:14.720 --> 00:35:18.230 align:start position:0%
Gary, any conferences you've got on your
on<00:35:14.960><c> your</c><00:35:15.359><c> her</c><00:35:15.599><c> radar</c><00:35:16.400><c> coming</c><00:35:16.720><c> up?</c><00:35:17.680><c> Uh</c><00:35:18.000><c> yeah,</c>

00:35:18.230 --> 00:35:18.240 align:start position:0%
on your her radar coming up? Uh yeah,
 

00:35:18.240 --> 00:35:20.870 align:start position:0%
on your her radar coming up? Uh yeah,
I'll<00:35:18.400><c> be</c><00:35:18.560><c> at</c><00:35:18.720><c> the</c><00:35:19.200><c> Modern</c><00:35:19.599><c> Retail</c><00:35:20.000><c> Conference</c>

00:35:20.870 --> 00:35:20.880 align:start position:0%
I'll be at the Modern Retail Conference
 

00:35:20.880 --> 00:35:25.109 align:start position:0%
I'll be at the Modern Retail Conference
in<00:35:21.280><c> November</c><00:35:22.480><c> um</c><00:35:22.720><c> down</c><00:35:22.880><c> in</c><00:35:23.119><c> Florida</c><00:35:24.400><c> and</c><00:35:24.800><c> I'm</c>

00:35:25.109 --> 00:35:25.119 align:start position:0%
in November um down in Florida and I'm
 

00:35:25.119 --> 00:35:27.910 align:start position:0%
in November um down in Florida and I'm
I'm<00:35:25.359><c> a</c><00:35:25.520><c> member</c><00:35:25.760><c> of</c><00:35:25.920><c> the</c><00:35:26.240><c> the</c><00:35:26.720><c> CXO</c><00:35:27.359><c> group</c><00:35:27.599><c> that</c>

00:35:27.910 --> 00:35:27.920 align:start position:0%
I'm a member of the the CXO group that
 

00:35:27.920 --> 00:35:30.550 align:start position:0%
I'm a member of the the CXO group that
meets<00:35:29.280><c> before</c><00:35:29.680><c> the</c><00:35:29.920><c> day</c><00:35:30.000><c> before</c><00:35:30.320><c> that</c>

00:35:30.550 --> 00:35:30.560 align:start position:0%
meets before the day before that
 

00:35:30.560 --> 00:35:32.470 align:start position:0%
meets before the day before that
conference.<00:35:30.960><c> So</c><00:35:31.119><c> I'll</c><00:35:31.359><c> go</c><00:35:31.440><c> down</c><00:35:31.599><c> for</c><00:35:31.760><c> the</c><00:35:31.920><c> CXO</c>

00:35:32.470 --> 00:35:32.480 align:start position:0%
conference. So I'll go down for the CXO
 

00:35:32.480 --> 00:35:34.470 align:start position:0%
conference. So I'll go down for the CXO
meeting<00:35:33.200><c> and</c><00:35:33.440><c> then</c><00:35:33.599><c> do</c><00:35:33.760><c> that</c><00:35:34.000><c> conference</c><00:35:34.320><c> and</c>

00:35:34.470 --> 00:35:34.480 align:start position:0%
meeting and then do that conference and
 

00:35:34.480 --> 00:35:35.990 align:start position:0%
meeting and then do that conference and
then<00:35:34.720><c> of</c><00:35:34.800><c> course</c><00:35:34.960><c> on</c><00:35:35.119><c> the</c><00:35:35.359><c> tales</c><00:35:35.680><c> of</c><00:35:35.760><c> that</c>

00:35:35.990 --> 00:35:36.000 align:start position:0%
then of course on the tales of that
 

00:35:36.000 --> 00:35:38.950 align:start position:0%
then of course on the tales of that
early<00:35:36.320><c> next</c><00:35:36.560><c> year</c><00:35:36.720><c> is</c><00:35:37.359><c> NADA,</c>

00:35:38.950 --> 00:35:38.960 align:start position:0%
early next year is NADA,
 

00:35:38.960 --> 00:35:40.390 align:start position:0%
early next year is NADA,
the<00:35:39.200><c> big</c><00:35:39.440><c> dance.</c>

00:35:40.390 --> 00:35:40.400 align:start position:0%
the big dance.
 

00:35:40.400 --> 00:35:42.230 align:start position:0%
the big dance.
Yeah.<00:35:40.880><c> I</c><00:35:41.119><c> don't</c><00:35:41.200><c> I</c><00:35:41.440><c> don't</c><00:35:41.520><c> do</c><00:35:41.680><c> as</c><00:35:41.839><c> me.</c><00:35:42.160><c> You</c>

00:35:42.230 --> 00:35:42.240 align:start position:0%
Yeah. I don't I don't do as me. You
 

00:35:42.240 --> 00:35:43.829 align:start position:0%
Yeah. I don't I don't do as me. You
know,<00:35:42.320><c> when</c><00:35:42.480><c> I</c><00:35:42.640><c> first</c><00:35:42.800><c> started,</c><00:35:43.119><c> I</c><00:35:43.280><c> I</c><00:35:43.520><c> used</c><00:35:43.680><c> to</c>

00:35:43.829 --> 00:35:43.839 align:start position:0%
know, when I first started, I I used to
 

00:35:43.839 --> 00:35:45.430 align:start position:0%
know, when I first started, I I used to
try<00:35:43.920><c> to</c><00:35:44.079><c> go</c><00:35:44.160><c> to</c><00:35:44.320><c> every</c><00:35:44.560><c> conference</c><00:35:44.960><c> I</c><00:35:45.200><c> could,</c>

00:35:45.430 --> 00:35:45.440 align:start position:0%
try to go to every conference I could,
 

00:35:45.440 --> 00:35:50.069 align:start position:0%
try to go to every conference I could,
but<00:35:46.560><c> um</c><00:35:47.520><c> you</c><00:35:47.680><c> know,</c><00:35:49.119><c> it's</c><00:35:49.440><c> just</c><00:35:49.680><c> harder</c><00:35:49.920><c> and</c>

00:35:50.069 --> 00:35:50.079 align:start position:0%
but um you know, it's just harder and
 

00:35:50.079 --> 00:35:51.589 align:start position:0%
but um you know, it's just harder and
harder<00:35:50.400><c> to</c><00:35:50.560><c> get</c><00:35:50.640><c> out</c><00:35:50.800><c> of</c><00:35:50.880><c> the</c><00:35:51.119><c> office</c><00:35:51.359><c> because</c>

00:35:51.589 --> 00:35:51.599 align:start position:0%
harder to get out of the office because
 

00:35:51.599 --> 00:35:55.109 align:start position:0%
harder to get out of the office because
we're<00:35:51.920><c> busy.</c><00:35:53.280><c> So,</c><00:35:53.760><c> I</c><00:35:54.079><c> try</c><00:35:54.240><c> to</c><00:35:54.480><c> I</c><00:35:54.720><c> try</c><00:35:54.800><c> to</c><00:35:54.960><c> pick</c>

00:35:55.109 --> 00:35:55.119 align:start position:0%
we're busy. So, I try to I try to pick
 

00:35:55.119 --> 00:35:56.390 align:start position:0%
we're busy. So, I try to I try to pick
my<00:35:55.280><c> battles.</c>

00:35:56.390 --> 00:35:56.400 align:start position:0%
my battles.
 

00:35:56.400 --> 00:35:58.390 align:start position:0%
my battles.
And<00:35:56.640><c> it's</c><00:35:56.800><c> also</c><00:35:57.119><c> like</c><00:35:57.520><c> I</c><00:35:57.839><c> I</c><00:35:58.079><c> don't</c><00:35:58.160><c> know</c><00:35:58.240><c> this</c>

00:35:58.390 --> 00:35:58.400 align:start position:0%
And it's also like I I don't know this
 

00:35:58.400 --> 00:35:59.829 align:start position:0%
And it's also like I I don't know this
for<00:35:58.560><c> a</c><00:35:58.640><c> fact,</c><00:35:58.800><c> but</c><00:35:58.960><c> I</c><00:35:59.119><c> like</c><00:35:59.280><c> to</c><00:35:59.359><c> think</c><00:35:59.440><c> of</c><00:35:59.680><c> it's</c>

00:35:59.829 --> 00:35:59.839 align:start position:0%
for a fact, but I like to think of it's
 

00:35:59.839 --> 00:36:01.109 align:start position:0%
for a fact, but I like to think of it's
somebody<00:36:00.079><c> that's</c><00:36:00.320><c> sitting</c><00:36:00.480><c> at</c><00:36:00.640><c> your</c><00:36:00.880><c> desk,</c>

00:36:01.109 --> 00:36:01.119 align:start position:0%
somebody that's sitting at your desk,
 

00:36:01.119 --> 00:36:02.550 align:start position:0%
somebody that's sitting at your desk,
it's<00:36:01.359><c> like</c><00:36:01.520><c> we're</c><00:36:01.760><c> looking</c><00:36:01.920><c> for</c><00:36:02.160><c> something</c>

00:36:02.550 --> 00:36:02.560 align:start position:0%
it's like we're looking for something
 

00:36:02.560 --> 00:36:04.710 align:start position:0%
it's like we're looking for something
specific<00:36:03.520><c> and</c><00:36:03.760><c> a</c><00:36:03.920><c> lot</c><00:36:04.000><c> of</c><00:36:04.079><c> these</c><00:36:04.320><c> providers</c>

00:36:04.710 --> 00:36:04.720 align:start position:0%
specific and a lot of these providers
 

00:36:04.720 --> 00:36:06.710 align:start position:0%
specific and a lot of these providers
are<00:36:04.800><c> going</c><00:36:04.880><c> to</c><00:36:04.960><c> be</c><00:36:05.119><c> at</c><00:36:05.359><c> this</c><00:36:05.839><c> conference.</c><00:36:06.480><c> I'll</c>

00:36:06.710 --> 00:36:06.720 align:start position:0%
are going to be at this conference. I'll
 

00:36:06.720 --> 00:36:09.510 align:start position:0%
are going to be at this conference. I'll
go<00:36:06.880><c> there.</c><00:36:07.760><c> or</c><00:36:08.079><c> there's</c><00:36:08.480><c> something</c><00:36:08.960><c> emerging</c>

00:36:09.510 --> 00:36:09.520 align:start position:0%
go there. or there's something emerging
 

00:36:09.520 --> 00:36:11.349 align:start position:0%
go there. or there's something emerging
that<00:36:09.920><c> I</c><00:36:10.160><c> feel</c><00:36:10.320><c> like</c><00:36:10.400><c> we're</c><00:36:10.640><c> slipping</c><00:36:11.040><c> behind</c>

00:36:11.349 --> 00:36:11.359 align:start position:0%
that I feel like we're slipping behind
 

00:36:11.359 --> 00:36:15.030 align:start position:0%
that I feel like we're slipping behind
on.<00:36:11.760><c> I</c><00:36:12.079><c> need</c><00:36:12.160><c> to</c><00:36:12.320><c> go</c>

00:36:15.030 --> 00:36:15.040 align:start position:0%
on. I need to go
 

00:36:15.040 --> 00:36:17.030 align:start position:0%
on. I need to go
watch<00:36:15.359><c> somebody</c><00:36:15.680><c> present,</c><00:36:16.160><c> whatever,</c><00:36:16.880><c> you</c>

00:36:17.030 --> 00:36:17.040 align:start position:0%
watch somebody present, whatever, you
 

00:36:17.040 --> 00:36:17.910 align:start position:0%
watch somebody present, whatever, you
know.

00:36:17.910 --> 00:36:17.920 align:start position:0%
know.
 

00:36:17.920 --> 00:36:18.790 align:start position:0%
know.
Yeah.

00:36:18.790 --> 00:36:18.800 align:start position:0%
Yeah.
 

00:36:18.800 --> 00:36:20.710 align:start position:0%
Yeah.
Beef<00:36:19.119><c> up</c><00:36:19.280><c> your</c><00:36:19.440><c> rolodex.</c>

00:36:20.710 --> 00:36:20.720 align:start position:0%
Beef up your rolodex.
 

00:36:20.720 --> 00:36:22.630 align:start position:0%
Beef up your rolodex.
Yeah.

00:36:22.630 --> 00:36:22.640 align:start position:0%
Yeah.
 

00:36:22.640 --> 00:36:22.950 align:start position:0%
Yeah.
So,

00:36:22.950 --> 00:36:22.960 align:start position:0%
So,
 

00:36:22.960 --> 00:36:25.270 align:start position:0%
So,
well,<00:36:23.599><c> uh,</c><00:36:23.839><c> Gary,</c><00:36:24.240><c> man,</c><00:36:24.560><c> thank</c><00:36:24.720><c> you.</c><00:36:24.960><c> How</c><00:36:25.119><c> do</c>

00:36:25.270 --> 00:36:25.280 align:start position:0%
well, uh, Gary, man, thank you. How do
 

00:36:25.280 --> 00:36:26.870 align:start position:0%
well, uh, Gary, man, thank you. How do
How<00:36:25.440><c> do</c><00:36:25.599><c> people</c><00:36:25.839><c> follow</c><00:36:26.079><c> you</c><00:36:26.160><c> or</c><00:36:26.400><c> connect</c><00:36:26.640><c> with</c>

00:36:26.870 --> 00:36:26.880 align:start position:0%
How do people follow you or connect with
 

00:36:26.880 --> 00:36:28.390 align:start position:0%
How do people follow you or connect with
you<00:36:27.440><c> if</c><00:36:27.680><c> you</c>

00:36:28.390 --> 00:36:28.400 align:start position:0%
you if you
 

00:36:28.400 --> 00:36:31.270 align:start position:0%
you if you
I'm<00:36:28.640><c> on</c><00:36:28.800><c> LinkedIn,</c><00:36:29.280><c> so</c><00:36:29.359><c> I'm</c><00:36:29.599><c> easy</c><00:36:29.839><c> to</c><00:36:30.000><c> find.</c>

00:36:31.270 --> 00:36:31.280 align:start position:0%
I'm on LinkedIn, so I'm easy to find.
 

00:36:31.280 --> 00:36:33.510 align:start position:0%
I'm on LinkedIn, so I'm easy to find.
I<00:36:31.520><c> don't</c><00:36:31.680><c> I</c><00:36:31.839><c> don't</c><00:36:32.000><c> post</c><00:36:32.240><c> as</c><00:36:32.480><c> much</c><00:36:32.880><c> content</c><00:36:33.280><c> as</c>

00:36:33.510 --> 00:36:33.520 align:start position:0%
I don't I don't post as much content as
 

00:36:33.520 --> 00:36:36.390 align:start position:0%
I don't I don't post as much content as
I<00:36:33.760><c> used</c><00:36:33.920><c> to,</c><00:36:34.240><c> but</c><00:36:34.800><c> uh</c><00:36:35.520><c> you</c><00:36:35.680><c> know,</c><00:36:35.920><c> every</c><00:36:36.160><c> once</c>

00:36:36.390 --> 00:36:36.400 align:start position:0%
I used to, but uh you know, every once
 

00:36:36.400 --> 00:36:38.069 align:start position:0%
I used to, but uh you know, every once
in<00:36:36.480><c> a</c><00:36:36.640><c> while</c><00:36:36.800><c> I</c><00:36:37.040><c> just</c><00:36:37.200><c> I</c><00:36:37.359><c> have</c><00:36:37.520><c> some</c><00:36:37.680><c> thoughts</c><00:36:37.839><c> I</c>

00:36:38.069 --> 00:36:38.079 align:start position:0%
in a while I just I have some thoughts I
 

00:36:38.079 --> 00:36:40.390 align:start position:0%
in a while I just I have some thoughts I
feel<00:36:38.240><c> like</c><00:36:38.320><c> I</c><00:36:38.560><c> need</c><00:36:38.640><c> to</c><00:36:38.800><c> share.</c>

00:36:40.390 --> 00:36:40.400 align:start position:0%
feel like I need to share.
 

00:36:40.400 --> 00:36:41.829 align:start position:0%
feel like I need to share.
Keep<00:36:40.560><c> it</c><00:36:40.720><c> going,</c><00:36:40.960><c> man.</c><00:36:41.200><c> Get</c><00:36:41.359><c> some</c><00:36:41.520><c> more</c><00:36:41.680><c> out</c>

00:36:41.829 --> 00:36:41.839 align:start position:0%
Keep it going, man. Get some more out
 

00:36:41.839 --> 00:36:43.670 align:start position:0%
Keep it going, man. Get some more out
there.<00:36:42.079><c> I</c><00:36:42.400><c> You</c><00:36:42.560><c> don't</c><00:36:42.720><c> have</c><00:36:42.800><c> a</c><00:36:42.960><c> lot</c><00:36:43.040><c> to</c><00:36:43.200><c> do,</c><00:36:43.440><c> so</c>

00:36:43.670 --> 00:36:43.680 align:start position:0%
there. I You don't have a lot to do, so
 

00:36:43.680 --> 00:36:45.510 align:start position:0%
there. I You don't have a lot to do, so
go<00:36:43.760><c> ahead</c><00:36:43.920><c> and</c><00:36:44.079><c> do</c><00:36:44.240><c> that.</c>

00:36:45.510 --> 00:36:45.520 align:start position:0%
go ahead and do that.
 

00:36:45.520 --> 00:36:50.710 align:start position:0%
go ahead and do that.
Yeah,<00:36:46.320><c> maybe</c><00:36:46.640><c> that's</c><00:36:46.960><c> what</c><00:36:47.119><c> I</c><00:36:47.280><c> need</c><00:36:47.440><c> AI</c><00:36:47.839><c> for.</c>

00:36:50.710 --> 00:36:50.720 align:start position:0%
Yeah, maybe that's what I need AI for.
 

00:36:50.720 --> 00:36:52.230 align:start position:0%
Yeah, maybe that's what I need AI for.
There<00:36:50.880><c> it</c><00:36:51.119><c> is.</c>

00:36:52.230 --> 00:36:52.240 align:start position:0%
There it is.
 

00:36:52.240 --> 00:36:54.390 align:start position:0%
There it is.
Well,<00:36:52.560><c> Gary,</c><00:36:52.960><c> thanks,</c><00:36:53.280><c> man.</c>

00:36:54.390 --> 00:36:54.400 align:start position:0%
Well, Gary, thanks, man.
 

00:36:54.400 --> 00:36:55.910 align:start position:0%
Well, Gary, thanks, man.
Yeah,<00:36:54.560><c> it</c><00:36:54.720><c> was</c><00:36:54.880><c> good</c><00:36:55.040><c> seeing</c><00:36:55.200><c> you</c><00:36:55.440><c> guys.</c><00:36:55.680><c> Good</c>

00:36:55.910 --> 00:36:55.920 align:start position:0%
Yeah, it was good seeing you guys. Good
 

00:36:55.920 --> 00:36:57.270 align:start position:0%
Yeah, it was good seeing you guys. Good
catch<00:36:56.160><c> up.</c>

00:36:57.270 --> 00:36:57.280 align:start position:0%
catch up.
 

00:36:57.280 --> 00:36:59.510 align:start position:0%
catch up.
Hope<00:36:57.520><c> you</c><00:36:57.680><c> enjoyed</c><00:36:57.920><c> this</c><00:36:58.160><c> conversation.</c><00:36:59.359><c> If</c>

00:36:59.510 --> 00:36:59.520 align:start position:0%
Hope you enjoyed this conversation. If
 

00:36:59.520 --> 00:37:01.430 align:start position:0%
Hope you enjoyed this conversation. If
you<00:36:59.680><c> did,</c><00:37:00.000><c> please</c><00:37:00.320><c> subscribe</c><00:37:00.800><c> to</c><00:37:00.960><c> the</c><00:37:01.119><c> show.</c>

00:37:01.430 --> 00:37:01.440 align:start position:0%
you did, please subscribe to the show.
 

00:37:01.440 --> 00:37:03.030 align:start position:0%
you did, please subscribe to the show.
It<00:37:01.599><c> helps</c><00:37:01.760><c> us</c><00:37:02.000><c> get</c><00:37:02.079><c> out</c><00:37:02.240><c> to</c><00:37:02.400><c> more</c><00:37:02.640><c> people</c><00:37:02.800><c> like</c>

00:37:03.030 --> 00:37:03.040 align:start position:0%
It helps us get out to more people like
 

00:37:03.040 --> 00:37:05.109 align:start position:0%
It helps us get out to more people like
you.<00:37:03.599><c> And</c><00:37:03.760><c> if</c><00:37:04.000><c> you</c><00:37:04.079><c> know</c><00:37:04.240><c> somebody</c><00:37:04.560><c> or</c><00:37:04.800><c> you're</c>

00:37:05.109 --> 00:37:05.119 align:start position:0%
you. And if you know somebody or you're
 

00:37:05.119 --> 00:37:07.190 align:start position:0%
you. And if you know somebody or you're
somebody<00:37:05.359><c> that's</c><00:37:05.599><c> a</c><00:37:05.839><c> sharp</c><00:37:06.240><c> marketer</c><00:37:06.960><c> in</c>

00:37:07.190 --> 00:37:07.200 align:start position:0%
somebody that's a sharp marketer in
 

00:37:07.200 --> 00:37:09.349 align:start position:0%
somebody that's a sharp marketer in
automotive,<00:37:08.160><c> please</c><00:37:08.400><c> reach</c><00:37:08.640><c> out</c><00:37:08.800><c> to</c><00:37:08.960><c> us.</c><00:37:09.119><c> We'd</c>

00:37:09.349 --> 00:37:09.359 align:start position:0%
automotive, please reach out to us. We'd
 

00:37:09.359 --> 00:37:11.430 align:start position:0%
automotive, please reach out to us. We'd
love<00:37:09.520><c> to</c><00:37:09.599><c> feature</c><00:37:10.000><c> you</c><00:37:10.240><c> on</c><00:37:10.480><c> the</c><00:37:10.720><c> show.</c><00:37:11.200><c> Reach</c>

00:37:11.430 --> 00:37:11.440 align:start position:0%
love to feature you on the show. Reach
 

00:37:11.440 --> 00:37:15.560 align:start position:0%
love to feature you on the show. Reach
out<00:37:11.520><c> to</c><00:37:11.839><c> ashley</c><00:37:12.560><c> dealerom.com.</c>