WEBVTT

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<v ->So this is Terry Smith</v>

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with the National Association of Blind Merchants.

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And on behalf of

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the National Association of Blind Merchants,

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a division of the National Federation of the Blind,

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and our president Nicky Gacos,

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and the Board of Directors,

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I welcome you to the fourth installment

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of the micro market training.

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I know from my perspective,

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we've gotten a lot of positive feedback this far.

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And that participation has been very, very good.

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And we hope you're finding it worthwhile and informative.

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We welcome back Steve and Patty, who at this point,

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don't really need much of an introduction.

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I will remind you that all of this

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will be available to you, online app

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for you to go back and review.

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If somebody happened to miss, like the last session,

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and you want to get caught up

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before our final session on Friday,

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if you email me at Terry@merchantshalf@nfv.org,

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we can make sure that you at least get the link

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so you can listen to Tuesday's training

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before you are caught up.

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But with that, I would like to turn the program over

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to Steve and Patty closer with trans solution.

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<v ->All right, Terry can you hear us okay?</v>

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<v ->Yes, I here you fine.</v>

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<v ->All right, great, here we go.</v>

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So today, I'll kick it off,

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and then Patty will do a fair amount of talking.

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It's kind of the lesson number four.

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It's about what the future is

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what the progression of the markets are.

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And we'll do the same thing we did on Tuesday.

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We will go for a little bit,

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then stop and take questions.

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So I'm sure Kirby will pop back on us.

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And say, hey, send us your questions.

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And we'll kind of go through that same process again,

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and then proceed on through.

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So that way we have a little interaction here.

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And, so today we're gonna talk about marketing promotions.

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We'll spend a fair amount of time talking about promotions.

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It's one of the things that that we stress a lot

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in making this not vending on a shelf.

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But it really is a retail experience,

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the decor, we're gonna talk about

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why picking out the right fixtures or look

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and I wanna think about it

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in a different way about what your image

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is gonna be as a business.

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A lot of you buy the same machines

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because you like the way they look, the way they operate,

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or the micro markets work the same way

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your image will say a lot about

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what you are and what you have for your customers.

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And then product trials and how to roll things in and out

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of that, so with that being said, Patty anything there?

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<v ->What we wanna talk about is it's going to take you</v>

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a while to get your first market going,

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get yourself established.

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And then once you have had it operating for a year,

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even though your business is moving on

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and you're building new and you're moving forward

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for those first customers with that first market,

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what are you doing to keep it interesting for them?

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And that's what we're talking about

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as far as the promos, the marketing,

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even when we talk about decor,

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even though your fixtures are done,

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and they're built and they stay the same.

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Unlike a vending machine that always looks

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like a vending machine in your market,

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you have the opportunity to change things up

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to keep it fresh.

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So you have to remember

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that you have a new possibilities that you don't have.

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Again, I say think outside the box

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of the vending machine into the shape of your store

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and you can change up and put a,

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pretty right now a pretty pink basket

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because it's spring next to the kiosk with the gum in it.

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Or come summer, some red, white and blue decor

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to celebrate our nation's independence.

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So little things to keep it interesting

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for your consumers because it is a retail location.

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It's not a vending machine.

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And that's what we want to,

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most of today's discussion is

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thinking about once you get it built,

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don't fall into the routine

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of just doing the same thing every day

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because to your consumers,

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then you might as well be a vending machine.

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<v ->So one of the things we want to kind of</v>

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start talking about is as we all know millennials,

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and Generation X after them

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are becoming more and more of the workforce.

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By 2023, they will be in excess of 60%

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of the workforce and by 2025, which is tomorrow,

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you know, by most, the way most of us go.

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It'll be 75% of the workforce.

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And those folks, those men and women

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have never not had a cell phone in their hand.

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They have been marketed to 24 hours a day,

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seven days a week.

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And so you need to take advantage of that

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and adapt to that.

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So right now, if you think about it with a vending business,

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we only market to the people that come into the store.

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So if you wanna run a new product,

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you're only selling it to the people

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that are in the store that come in

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to the vending machines that come into your area.

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We have to break down those barriers and go outside of that.

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So with the phone app with 365,

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we can send notifications out through the app,

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and it'll pop up on the phone app

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very similar to,

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what you may see with McDonald's and Starbucks

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and Chick-fil-A and other exciting phone apps out there.

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They can send you deals.

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Well, with the 365 phone app, we can send you deals,

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we can push things out and say,

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hey, come see our new gummy bears

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and save $0.50 or this week

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its buy two sodas and save $0.75,

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whatever you wanna do just tell them hi.

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We just did a big push out today

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for one of the customers just telling folks

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we hope everybody's staying safe.

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And I look forward to seeing you

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when you get back to work.

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And we have a lot of response back from that.

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So just think about ways that you can push things out,

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use social media,

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I will tell you that to the best of your ability,

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LinkedIn is great and so is Facebook

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and don't be, you just become more comfortable

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using them and how that goes.

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And just other internal sources within your clients space.

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Get with them and find out how they communicate

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to their folks, and ask how you can become part of that.

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Because we are no different, we're an employee benefit,

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I tell everybody, we are a benefit to their employees.

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So all the communication

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they get about their health insurance programs,

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we should be able to get just as much communication.

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Because we nourish their employees,

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we keep them going.

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And so just use that power

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and ask how you can and how you can do more and be creative.

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And don't be afraid to use it.

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<v ->Its along with LinkedIn and Facebook,</v>

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the majority of the gen Z's

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that are just starting to enter the workforce.

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Majority of were still in college,

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but they will be here in the next couple of years.

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Do actually do not use Facebook,

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they primarily use Instagram or Twitter

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and there's even the new TikTok.

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So you have to keep yourself current on marketing.

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And as you're looking at those platforms

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also look at what's being marketed to them.

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What are they buying,

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because that's where they're buying from.

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If there's a new flavor of KitKat out there,

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get that, if you can get the new flavor of KitKat

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into your market because they've been watching ads

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and if you can have what they've been watching ads for,

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they'll buy it from you.

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So pay attention to what's out on those channels.

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So that that way you can utilize the marketing,

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other companies are doing to sell product.

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<v ->And you know, we mentioned this Tuesday about your rep,</v>

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either from The Star or Core-Mark or McCain's.

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Get them involved in your promotions.

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Don't want to come with a whole bag of stuff

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that is the current stuff you already have.

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And you just end up taking it home

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or eating it yourself or your employees needed

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or what have you.

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Get them to bring the things that they're pushing,

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have them bring the reps along,

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get on the phone and find out

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what those reps can do for you.

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A lot of times not only do they have free products

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but they have a lot of brochures

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in companies like Mars and Hershey's and Frito Lay

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spent millions of millions of dollars on marketing,

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will use it, don't be afraid to go in and use it.

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<v ->Yap.</v>

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<v ->But do things you know, you'll see a lot of things</v>

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that you can do to help about pricing.

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Most places around the country

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we're now pushing a little bit over $2

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for bottled soda in the markets.

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So in the convenience stores are

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$20.9 give or take $19.9 $20.9

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is pretty much commonplace around the country.

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But one of the ways that combat that price

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is they say buy two bottles

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and two bottles for $35.0 or two bottles,

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you know, for a different price &amp;34.9

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whatever the case may be,

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the same with candy bars, same with that kind of stuff.

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Don't be afraid to employ that

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because that kind of gives the customer

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that feels like they're getting the deal

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and allows you to keep your price

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at the maximum that you can

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it also allows you to reward them

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on different ways.

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So for example, the phone app or 365 has loyalty points.

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So you get a penny for every,

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or one point for every penny that you spend.

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And then after you accumulate so many points,

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you get money off.

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And again, if you think about that,

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you say, Well, how does that work for me?

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I'm saying, Well, here's the Deal.

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credit card companies make a lot of people

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choose their credit card by what their points are.

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And so they made a commercial offer.

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If you remember how long ago,

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there was a commercial about some

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taking somebody to lunch and they bought lunch today,

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so I'm just using it to get the points.

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People like to feel like they're getting deals.

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And so just play off that marketing aspect of that

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and just run to it.

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Don't run away from it.

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And again, we talked about pushing new items out

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market, get signage, rotate the signage

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between your different stores,

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so you can have a sign made and rotated

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between the different stores.

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And also by doing marketing, what you'll find is that

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you will see your total per person purchase

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rise very, very quickly.

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And so get comfortable driving those numbers

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because again, like we talked about the first day,

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the vending is a singular transaction event.

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Well, when you're doing the markets,

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and again, about 80% of the sales

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are actually closer to about 85.

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It was a latest number that just came out

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is credit card or account driven,

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which means they're not exchanging cash,

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they spend more when they use their credit card,

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and they're very comfortable doing that.

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So again, get real,

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just market market, market, market market

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have deals going all the time people just really like that.

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<v ->And actually doing that as we're bringing this topic up.</v>

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This is something that you need to,

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as you're making your technology decision.

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Look at the different platforms out there

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and see if they're going to do

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what you would like to do to aggressively

263
00:11:58.470 --> 00:12:00.380
keep your market continuing to grow

264
00:12:00.380 --> 00:12:03.750
and interesting and moving towards the future,

265
00:12:03.750 --> 00:12:06.742
all of them work perfectly well as a point of purchase.

266
00:12:06.742 --> 00:12:09.800
But how many of them are going to take you

267
00:12:09.800 --> 00:12:11.920
to the next level to give you the ability

268
00:12:11.920 --> 00:12:15.290
to market to give you the ability to do promos

269
00:12:15.290 --> 00:12:17.950
to do loyalty or so,

270
00:12:17.950 --> 00:12:20.260
as you're making your technology decisions,

271
00:12:20.260 --> 00:12:22.510
like we talked about on the second day,

272
00:12:22.510 --> 00:12:24.860
these future things we're talking about

273
00:12:24.860 --> 00:12:27.053
are things that you need to look into,

274
00:12:28.178 --> 00:12:33.178
and weigh your cost as in what you're going to gain

275
00:12:33.290 --> 00:12:37.360
in the future by looking at future technology.

276
00:12:37.360 --> 00:12:41.160
The Heinz company was actually the very first company

277
00:12:41.160 --> 00:12:46.000
in the 1800s to build a factory with electricity.

278
00:12:46.000 --> 00:12:47.710
And people thought he was crazy

279
00:12:47.710 --> 00:12:49.800
because he was messing with magic.

280
00:12:49.800 --> 00:12:52.110
And here we are decades later,

281
00:12:52.110 --> 00:12:53.850
and how big is the Heinz company

282
00:12:53.850 --> 00:12:56.130
and everybody uses electricity.

283
00:12:56.130 --> 00:12:59.560
So think about the future.

284
00:12:59.560 --> 00:13:02.920
Don't just think about what can this do for me today.

285
00:13:02.920 --> 00:13:05.760
Because if you, all you worry about is today,

286
00:13:05.760 --> 00:13:06.910
you're never going to realize

287
00:13:06.910 --> 00:13:08.600
your full potential for tomorrow.

288
00:13:08.600 --> 00:13:11.410
I bet you, a majority of you in this room

289
00:13:11.410 --> 00:13:16.290
wish you had gotten into the markets five, six years ago,

290
00:13:16.290 --> 00:13:18.880
instead of now if you've seen the success

291
00:13:18.880 --> 00:13:20.430
of the competition and the other people

292
00:13:20.430 --> 00:13:22.110
who are running markets,

293
00:13:22.110 --> 00:13:24.260
you would be wishing that you had joined it already.

294
00:13:24.260 --> 00:13:25.660
So don't get stuck in,

295
00:13:25.660 --> 00:13:28.070
you're already behind in getting into the market game

296
00:13:28.070 --> 00:13:29.730
and set yourself further behind

297
00:13:29.730 --> 00:13:31.810
by not making good decisions on making sure

298
00:13:31.810 --> 00:13:34.610
you're ready to have your market grow to the next level.

299
00:13:35.462 --> 00:13:37.730
<v ->And just a little bit more on marketing.</v>

300
00:13:37.730 --> 00:13:39.540
Then we'll go to some questions here.

301
00:13:39.540 --> 00:13:41.320
Kirby just one second.

302
00:13:41.320 --> 00:13:46.220
The, I have I don't, I try and equate marketing

303
00:13:46.220 --> 00:13:48.443
to things that excite me when I'm a consumer.

304
00:13:48.443 --> 00:13:52.990
I'm a shopper, so Patty and I have a little role reversal.

305
00:13:52.990 --> 00:13:56.110
I love the shop, I don't mind it one bit

306
00:13:56.110 --> 00:13:59.720
and there are a lot of, you'll see a lot of things

307
00:13:59.720 --> 00:14:02.620
with marketing that buy four, get one free,

308
00:14:02.620 --> 00:14:05.270
buy five, get get two free or whatever,

309
00:14:05.270 --> 00:14:09.453
we have found those over the years not to be successful.

310
00:14:10.480 --> 00:14:12.090
And I'm not saying they're not

311
00:14:12.090 --> 00:14:15.040
maybe in instances or in specific locations,

312
00:14:15.040 --> 00:14:16.371
they're not successful.

313
00:14:16.371 --> 00:14:19.840
But people don't like to have to buy the same thing

314
00:14:19.840 --> 00:14:21.180
to get a free one.

315
00:14:21.180 --> 00:14:23.816
They like the freedom to buy what they wanna buy,

316
00:14:23.816 --> 00:14:26.068
and then spend those points,

317
00:14:26.068 --> 00:14:29.990
spend their rewards, whatever the case may be,

318
00:14:29.990 --> 00:14:31.930
however they wanna spend it.

319
00:14:31.930 --> 00:14:35.300
So just be careful not to get caught into a trap.

320
00:14:35.300 --> 00:14:39.650
You know, to do that, just think about your,

321
00:14:39.650 --> 00:14:42.190
you know, your marketing when you're doing those things

322
00:14:42.190 --> 00:14:43.800
and how you like to be marketed to.

323
00:14:43.800 --> 00:14:46.278
So now's a good time for questions.

324
00:14:46.278 --> 00:14:48.560
Our first audience so, yeah.

325
00:14:48.560 --> 00:14:49.670
<v ->So this time we'll take questions</v>

326
00:14:49.670 --> 00:14:51.630
from the audience to ask their questions,

327
00:14:51.630 --> 00:14:53.670
go ahead and raise your hand

328
00:14:53.670 --> 00:14:57.080
by clicking the Raised Hand next to the chat button

329
00:14:57.080 --> 00:14:59.990
on your computer, or if you'd like to use shortcuts

330
00:14:59.990 --> 00:15:02.401
If you're on a phone, you can hit star nine.

331
00:15:02.401 --> 00:15:05.327
on a Windows device, you can hit Alt+Y

332
00:15:05.327 --> 00:15:10.110
And on a MacBook or an iPad you can hit Option+Y.

333
00:15:10.110 --> 00:15:11.720
We have a couple questions here.

334
00:15:11.720 --> 00:15:15.610
The first question comes from area code 512

335
00:15:15.610 --> 00:15:17.620
and ends with 906.

336
00:15:17.620 --> 00:15:19.920
You're unmuted go ahead and ask your question.

337
00:15:21.180 --> 00:15:25.040
<v ->Okay, so I was listening to what you were talking about.</v>

338
00:15:25.040 --> 00:15:27.330
Again, I'm sorry, my name is Kristin McNab,

339
00:15:27.330 --> 00:15:29.660
I was listening to what you were speaking about

340
00:15:29.660 --> 00:15:32.300
with rewards and marketing and whatnot.

341
00:15:32.300 --> 00:15:33.800
And you're saying people don't want to

342
00:15:33.800 --> 00:15:35.690
like if you buy six Cokes,

343
00:15:35.690 --> 00:15:38.510
you know, get your seventh Coke with your points

344
00:15:38.510 --> 00:15:39.800
or something like that.

345
00:15:39.800 --> 00:15:41.780
What are you suggesting more like,

346
00:15:41.780 --> 00:15:44.660
you know, if you spend up to a certain threshold,

347
00:15:44.660 --> 00:15:46.750
you'll get, you know, $1 or 50

348
00:15:46.750 --> 00:15:49.390
towards the purchase of whatever?

349
00:15:49.390 --> 00:15:50.710
Is that that what you mean?

350
00:15:50.710 --> 00:15:52.510
<v ->Yeah, let them buy what they want.</v>

351
00:15:52.510 --> 00:15:54.700
So, in other words, you wanna let them

352
00:15:54.700 --> 00:15:55.890
kind of track their own.

353
00:15:55.890 --> 00:15:59.020
I mean, there are a lot, the program that's out there

354
00:15:59.020 --> 00:16:01.190
right now, that talks about this,

355
00:16:01.190 --> 00:16:03.160
it doesn't allow the customer to track it.

356
00:16:03.160 --> 00:16:06.060
So on the phone app with 365,

357
00:16:06.060 --> 00:16:07.880
and there's their co-sponsor,

358
00:16:07.880 --> 00:16:10.779
so I'm just gonna, they've made it very easy to look.

359
00:16:10.779 --> 00:16:12.860
You, like your credit card.

360
00:16:12.860 --> 00:16:14.900
When you log in, you can see how many points you have,

361
00:16:14.900 --> 00:16:17.740
Every time I log in to my Southwest phone app

362
00:16:17.740 --> 00:16:20.130
to book a flight, it tells me how many points I have

363
00:16:20.130 --> 00:16:21.490
and where I'm at with my rewards.

364
00:16:21.490 --> 00:16:23.206
<v ->Right</v>
<v ->The same thing</v>

365
00:16:23.206 --> 00:16:26.420
with 365 it tells you how many points you've earned

366
00:16:26.420 --> 00:16:30.320
and how you're progressing to earn your money back for you.

367
00:16:30.320 --> 00:16:32.260
So you as an operator,

368
00:16:32.260 --> 00:16:35.093
don't wanna try and say I want you to buy Cokes.

369
00:16:35.093 --> 00:16:38.810
If you wanna them buy Cokes give them a buy two save money,

370
00:16:38.810 --> 00:16:40.373
like the convenience stores do.

371
00:16:41.495 --> 00:16:42.328
<v ->All right</v>

372
00:16:42.328 --> 00:16:43.418
<v ->That is just my advise.</v>

373
00:16:43.418 --> 00:16:44.251
So yeah, don't make them,

374
00:16:44.251 --> 00:16:45.720
and by the way, they won't remember

375
00:16:45.720 --> 00:16:47.350
what they bought the last time they came in

376
00:16:47.350 --> 00:16:49.620
there, your, there's gonna be two,

377
00:16:49.620 --> 00:16:54.203
most markets have over 200 selections in them.

378
00:16:55.100 --> 00:16:58.050
Customers come in and they're almost overwhelmed

379
00:16:58.050 --> 00:16:59.100
with all their choices.

380
00:16:59.100 --> 00:17:00.260
So don't make them try and remember

381
00:17:00.260 --> 00:17:03.053
what they bought the last time, if that makes sense.

382
00:17:04.220 --> 00:17:05.720
I hope that answers your question.

383
00:17:05.720 --> 00:17:09.810
<v ->We have another question from area code 202.</v>

384
00:17:09.810 --> 00:17:13.020
And the phone number ends with 107.

385
00:17:13.020 --> 00:17:15.320
You're unmuted go ahead and ask your question.

386
00:17:16.440 --> 00:17:18.903
<v ->Yes, good afternoon, everyone.</v>

387
00:17:19.810 --> 00:17:23.153
My question may be a little unique for,

388
00:17:24.693 --> 00:17:27.890
in relationship to urban areas.

389
00:17:27.890 --> 00:17:30.110
I'm calling from Washington DC.

390
00:17:30.110 --> 00:17:35.110
And if I were to operate a micro market with no storage,

391
00:17:38.310 --> 00:17:42.946
how can I run that as a man micro market?

392
00:17:42.946 --> 00:17:45.600
So here in DC we have micro markets

393
00:17:45.600 --> 00:17:48.273
that be operated by third parties.

394
00:17:49.550 --> 00:17:51.470
But I live in an apartment

395
00:17:51.470 --> 00:17:56.360
and if I ran a micro market with no storage space,

396
00:17:56.360 --> 00:17:58.993
how can I man that place myself?

397
00:18:00.530 --> 00:18:02.002
<v ->Well,</v>

398
00:18:02.002 --> 00:18:03.023
<v ->(mumbles)</v>

399
00:18:03.023 --> 00:18:04.870
<v ->I guess if you had vending machines,</v>

400
00:18:04.870 --> 00:18:06.350
you wouldn't have a storage space.

401
00:18:06.350 --> 00:18:08.680
And so I would do the same thing.

402
00:18:08.680 --> 00:18:10.580
I guess you're saying you want someone there

403
00:18:10.580 --> 00:18:12.473
to monitor it when it's open?

404
00:18:13.570 --> 00:18:15.930
<v ->Yeah, so I'm willing to do that myself.</v>

405
00:18:15.930 --> 00:18:17.100
So I have no storage.

406
00:18:17.100 --> 00:18:19.170
And I understand the micro market

407
00:18:19.170 --> 00:18:22.013
is one of the things they point out to us about.

408
00:18:23.657 --> 00:18:28.657
If have 12, Mountain Dews in my case, or 24,

409
00:18:30.640 --> 00:18:33.360
and all that and I sell 12 and I need 12

410
00:18:33.360 --> 00:18:36.930
instead of you know, and I want to put 12 Cokes

411
00:18:36.930 --> 00:18:40.380
and six Mountain Dews and bring in a bag of chips,

412
00:18:40.380 --> 00:18:43.480
I have no storage in on premise.

413
00:18:43.480 --> 00:18:45.590
So how would I manage that?

414
00:18:45.590 --> 00:18:49.470
<v ->Well, the system generates a pick list for you,</v>

415
00:18:49.470 --> 00:18:50.580
that you can bring with you

416
00:18:50.580 --> 00:18:51.910
when you come in the morning

417
00:18:51.910 --> 00:18:54.230
or go get it in the afternoon to restock.

418
00:18:54.230 --> 00:18:55.983
So you know how much to bring.

419
00:18:57.469 --> 00:18:58.302
But you know, you could set it up

420
00:18:58.302 --> 00:18:59.340
to where you would have enough stock

421
00:18:59.340 --> 00:19:01.010
to make it through the day.

422
00:19:01.010 --> 00:19:04.513
And then just replenish either daily or as often as needed.

423
00:19:05.910 --> 00:19:08.450
<v ->Right, but that means, again, I live in apartment.</v>

424
00:19:08.450 --> 00:19:10.790
So I would have to, if I bought,

425
00:19:10.790 --> 00:19:14.040
if I sold 24 different products of Coke,

426
00:19:14.040 --> 00:19:16.690
I, you know, I would have to have those in my apartment.

427
00:19:16.690 --> 00:19:19.650
And when I need six of any was old product,

428
00:19:19.650 --> 00:19:22.420
I will put it in half hour period a piece of luggage.

429
00:19:22.420 --> 00:19:23.630
That's my only option,

430
00:19:23.630 --> 00:19:26.400
is to bring it from wherever I'm storing it.

431
00:19:26.400 --> 00:19:28.120
If I'm lucky enough to have a garage,

432
00:19:28.120 --> 00:19:30.050
I can bring it from my garage.

433
00:19:30.050 --> 00:19:31.300
But if I don't have a garage

434
00:19:31.300 --> 00:19:35.530
and I'm using my second bedroom, that's my only option.

435
00:19:35.530 --> 00:19:38.120
<v ->Yeah, unless you want to run it out of</v>

436
00:19:38.120 --> 00:19:39.570
you could, I mean there are people

437
00:19:39.570 --> 00:19:41.840
that are still running micro markets out of a van

438
00:19:41.840 --> 00:19:43.280
like traditional.

439
00:19:43.280 --> 00:19:44.482
<v ->Yeah, music man is aware, that's true.</v>

440
00:19:44.482 --> 00:19:47.653
<v ->And another possibility is there are people</v>

441
00:19:47.653 --> 00:19:50.670
that are actually just renting like a square storage space

442
00:19:50.670 --> 00:19:52.300
and using it as their warehouse

443
00:19:52.300 --> 00:19:54.400
because that's a lot less expensive to rent

444
00:19:54.400 --> 00:19:56.983
a storage space than it is a warehouse.

445
00:20:00.040 --> 00:20:02.820
<v ->Okay, any other questions?</v>

446
00:20:02.820 --> 00:20:05.290
It doesn't look like we have any other raised hands

447
00:20:05.290 --> 00:20:06.123
at this time.

448
00:20:06.123 --> 00:20:07.713
So you, Steve, go ahead.

449
00:20:09.270 --> 00:20:10.753
<v ->All right, Patty you wanna talk about</v>

450
00:20:10.753 --> 00:20:12.290
some of the seasonal products

451
00:20:12.290 --> 00:20:14.610
and some of the things we talked about?

452
00:20:14.610 --> 00:20:17.190
<v ->Yes, you you want to keep it fresh.</v>

453
00:20:17.190 --> 00:20:20.070
We as Steve gave you the numbers earlier

454
00:20:20.070 --> 00:20:21.880
of the changing workforce,

455
00:20:21.880 --> 00:20:24.470
those same people in the workforce

456
00:20:24.470 --> 00:20:26.100
that have always had a cell phone in their hand

457
00:20:26.100 --> 00:20:29.660
and also always had a choice of 50 channels.

458
00:20:29.660 --> 00:20:34.550
And think of all of the possibilities

459
00:20:34.550 --> 00:20:36.470
that they're exposed to every single day

460
00:20:36.470 --> 00:20:40.480
compared to the older generations in the workforce.

461
00:20:40.480 --> 00:20:43.765
So they're used to constant change and excitement,

462
00:20:43.765 --> 00:20:45.810
and new things.

463
00:20:45.810 --> 00:20:47.970
That's their normal.

464
00:20:47.970 --> 00:20:51.810
And so in order for your market to meet that normal,

465
00:20:51.810 --> 00:20:55.110
you have to, you cannot just sit back

466
00:20:55.110 --> 00:20:57.230
and leave it be the same 30 things

467
00:20:57.230 --> 00:20:58.980
like you had in the vending machine.

468
00:20:58.980 --> 00:21:02.780
So again, going back to new KitKat

469
00:21:02.780 --> 00:21:05.960
or the new flavor of Mountain Dew

470
00:21:05.960 --> 00:21:08.460
and that doesn't mean you have to carry

471
00:21:08.460 --> 00:21:10.590
that flavor permanently.

472
00:21:10.590 --> 00:21:12.860
You need to leave spots in your market

473
00:21:12.860 --> 00:21:16.850
for a rotating, a rotation of seasonal items

474
00:21:16.850 --> 00:21:20.930
or limited time items, there

475
00:21:20.930 --> 00:21:25.704
and within that market those items push,

476
00:21:25.704 --> 00:21:28.510
do push notifications as you have a new item out there

477
00:21:28.510 --> 00:21:31.090
or if you have a Facebook or Instagram

478
00:21:31.090 --> 00:21:33.430
or whatever, put a picture and look what's available

479
00:21:33.430 --> 00:21:35.167
in my markets now.

480
00:21:35.167 --> 00:21:38.320
Get the word out, so that that way you're constantly

481
00:21:38.320 --> 00:21:39.660
in the forefront

482
00:21:39.660 --> 00:21:43.980
and they're thinking about purchasing from you.

483
00:21:43.980 --> 00:21:48.339
I, in a past life, I ran a food service operation

484
00:21:48.339 --> 00:21:50.550
that was in multiple buildings.

485
00:21:50.550 --> 00:21:53.220
And every, whenever I had time

486
00:21:53.220 --> 00:21:54.960
I would go over to the building

487
00:21:54.960 --> 00:21:57.300
that was several blocks away

488
00:21:57.300 --> 00:21:59.238
and actually walk around the floor

489
00:21:59.238 --> 00:22:01.700
and Just say hi to people.

490
00:22:01.700 --> 00:22:03.300
And by exposing myself to them,

491
00:22:03.300 --> 00:22:06.940
I saw more of them come in and come get food for a while.

492
00:22:06.940 --> 00:22:08.580
So what I did was I got in front of them

493
00:22:08.580 --> 00:22:10.360
to remind them that we were still over

494
00:22:10.360 --> 00:22:12.600
at this other building come get food,

495
00:22:12.600 --> 00:22:15.608
you don't have that personal touch you can do here

496
00:22:15.608 --> 00:22:16.590
but if you can get a new item out

497
00:22:16.590 --> 00:22:19.917
and just remind them, hey, come down and get food for me.

498
00:22:19.917 --> 00:22:22.350
You want to make sure that you have that constant

499
00:22:22.350 --> 00:22:25.270
interaction and you don't wanna just keep pushing

500
00:22:25.270 --> 00:22:27.440
out an obligation going come get a coke, come get coke,

501
00:22:27.440 --> 00:22:28.810
come get coke.

502
00:22:28.810 --> 00:22:30.640
So keep things interesting,

503
00:22:30.640 --> 00:22:33.010
new and exciting and send your notifications

504
00:22:33.010 --> 00:22:35.273
out about the new exciting things.

505
00:22:35.273 --> 00:22:40.273
In the summer salads, fall pumpkin spice

506
00:22:40.780 --> 00:22:42.840
carry the Starbucks pumpkin latte

507
00:22:42.840 --> 00:22:44.403
that comes out every fall.

508
00:22:45.660 --> 00:22:48.450
<v ->Yeah, I mean, a lot of you may have</v>

509
00:22:48.450 --> 00:22:52.030
food service operations as part of your portfolio.

510
00:22:52.030 --> 00:22:54.330
You know change up the change of the sandwiches

511
00:22:54.330 --> 00:22:56.163
just introduce new sandwiches.

512
00:22:57.040 --> 00:22:59.170
We had an operator in Australia

513
00:22:59.170 --> 00:23:01.460
that she did a lot of Mother's Day packets

514
00:23:01.460 --> 00:23:04.160
in her market had huge success with them,

515
00:23:04.160 --> 00:23:06.160
it was really kind of surprising.

516
00:23:06.160 --> 00:23:09.515
So you know, the things that you see in the stores,

517
00:23:09.515 --> 00:23:12.090
don't be afraid to sell those things

518
00:23:12.090 --> 00:23:13.420
for eight, nine or $10.

519
00:23:13.420 --> 00:23:14.680
Or sometimes they can go 15.

520
00:23:14.680 --> 00:23:17.544
She had a lot of success with anything under $20

521
00:23:17.544 --> 00:23:19.180
that were things in instead of

522
00:23:19.180 --> 00:23:22.130
stopping off and getting something they got them from them.

523
00:23:23.673 --> 00:23:25.580
And also, you may have and Patty

524
00:23:25.580 --> 00:23:27.850
I can't remember the name of the group that came in

525
00:23:27.850 --> 00:23:31.130
at the one large restaurant that we had that they had,

526
00:23:31.130 --> 00:23:33.000
there were some underprivileged kids that came in

527
00:23:33.000 --> 00:23:34.216
kids from the inner city.

528
00:23:34.216 --> 00:23:35.049
<v ->They're heartstrings.</v>

529
00:23:35.049 --> 00:23:35.882
<v ->Yeah, heartstrings.</v>

530
00:23:35.882 --> 00:23:38.790
There are probably groups in your town

531
00:23:38.790 --> 00:23:41.150
that employ people that have

532
00:23:41.150 --> 00:23:42.940
different kinds of disabilities.

533
00:23:42.940 --> 00:23:45.790
And they are always looking for ways to come

534
00:23:45.790 --> 00:23:47.510
and sell their trinkets.

535
00:23:47.510 --> 00:23:51.710
And I would encourage you to befriend those folks

536
00:23:51.710 --> 00:23:54.179
and market the day that they come in

537
00:23:54.179 --> 00:23:56.520
and you, they can sell their product,

538
00:23:56.520 --> 00:23:58.130
you can get a little piece of the action

539
00:23:58.130 --> 00:23:59.530
but it gets people and let you know that

540
00:23:59.530 --> 00:24:02.590
you're that you're involved in a community in a special way.

541
00:24:02.590 --> 00:24:05.100
And a lot of times, if they don't have time to come in

542
00:24:05.100 --> 00:24:06.760
say, Look, sell it to me for x,

543
00:24:06.760 --> 00:24:08.753
I'll give you you know, I'll give you a, you know,

544
00:24:08.753 --> 00:24:10.840
a premium on your on your cell.

545
00:24:10.840 --> 00:24:13.370
And then you can make a little bit of money on that

546
00:24:13.370 --> 00:24:14.560
by just promoting that.

547
00:24:14.560 --> 00:24:19.560
And so, it really, it's all about taking the blinders off.

548
00:24:19.630 --> 00:24:22.530
In really thinking there's really nothing you can't sell,

549
00:24:22.530 --> 00:24:26.580
You can barcode anything and sell it.

550
00:24:26.580 --> 00:24:28.300
And if you don't wanna put a barcode on it,

551
00:24:28.300 --> 00:24:29.810
we can put a button on the screen for you.

552
00:24:29.810 --> 00:24:31.747
So you can buy it without having to do that.

553
00:24:31.747 --> 00:24:34.510
But we prefer barcodes just because

554
00:24:34.510 --> 00:24:38.120
it specifically tracks a specific product.

555
00:24:38.120 --> 00:24:39.950
And it's also very easy to use

556
00:24:39.950 --> 00:24:41.850
when someone goes to use their phone app

557
00:24:41.850 --> 00:24:44.490
as a kiosk which I again, with all

558
00:24:44.490 --> 00:24:47.430
the COVID-19 stuff going on.

559
00:24:47.430 --> 00:24:50.463
I think you're gonna see folks using their phone

560
00:24:50.463 --> 00:24:52.950
almost exclusively going forward.

561
00:24:52.950 --> 00:24:56.780
So again, don't forget to do seasonal decor.

562
00:24:56.780 --> 00:25:00.280
Decorate for the holidays, for Christmas, for Easter,

563
00:25:00.280 --> 00:25:02.860
for Fourth of July Memorial Day,

564
00:25:02.860 --> 00:25:05.984
I encourage you do a lot of stuff around with veterans.

565
00:25:05.984 --> 00:25:08.768
Veterans Day in the different holidays.

566
00:25:08.768 --> 00:25:12.540
If you can help do that in your market,

567
00:25:12.540 --> 00:25:15.050
it will become a destination point for folks.

568
00:25:15.050 --> 00:25:16.220
It will really make them feel like

569
00:25:16.220 --> 00:25:18.820
they're coming to a store and not to a venting area.

570
00:25:20.720 --> 00:25:23.748
We talked a little bit about testing new items,

571
00:25:23.748 --> 00:25:27.620
switch wires around if a new Gatorade comes out,

572
00:25:27.620 --> 00:25:32.070
if you see something being advertised on TV, go get it.

573
00:25:32.070 --> 00:25:35.198
If you see a new by flavor coming out or new teas.

574
00:25:35.198 --> 00:25:38.330
I think most of you probably know this.

575
00:25:38.330 --> 00:25:41.700
But in 2017 was the first year

576
00:25:41.700 --> 00:25:45.512
that carbonated soft drinks fell below 50%

577
00:25:45.512 --> 00:25:49.650
of the sales for the two largest soda vendors in the world,

578
00:25:49.650 --> 00:25:50.930
Pepsi and Coke.

579
00:25:50.930 --> 00:25:53.140
And that's why you see all the other flavors

580
00:25:53.140 --> 00:25:56.860
and all the other teas and all the different drinks,

581
00:25:56.860 --> 00:25:58.990
styles and energy drinks coming out.

582
00:25:58.990 --> 00:26:03.780
So you gotta again, use your suppliers to tell you,

583
00:26:03.780 --> 00:26:05.850
they'll make sure that you're on the cutting edge

584
00:26:05.850 --> 00:26:06.840
of what's coming out.

585
00:26:06.840 --> 00:26:09.710
And I'll give you a good example of water.

586
00:26:09.710 --> 00:26:12.380
We talked about water on one of the earlier sessions,

587
00:26:12.380 --> 00:26:15.020
you might think, well, I'll carry Dasani or Aquafina.

588
00:26:15.020 --> 00:26:16.860
I would encourage you to carry the things like

589
00:26:16.860 --> 00:26:19.786
the Fiji water, or the Premium waters or Coral waters,

590
00:26:19.786 --> 00:26:22.930
you're gonna charge and you'll be surprised how many people

591
00:26:22.930 --> 00:26:26.064
will pay anywhere from two to $4 for bottled water.

592
00:26:26.064 --> 00:26:28.240
And again, remember, you're gonna say

593
00:26:28.240 --> 00:26:30.100
well, they would never do that in the vending machine.

594
00:26:30.100 --> 00:26:32.700
You're right, they won't, but they will.

595
00:26:32.700 --> 00:26:36.560
And they do buy that water from your convenience store.

596
00:26:36.560 --> 00:26:37.620
So you might as well sell it

597
00:26:37.620 --> 00:26:39.300
and do the same thing that they're doing.

598
00:26:39.300 --> 00:26:44.240
<v ->Our millennial children, all by Fiji or Smart water.</v>

599
00:26:44.240 --> 00:26:48.010
I never see them with a bottle of the less expensive water.

600
00:26:48.010 --> 00:26:50.790
So and they're in there, they're half

601
00:26:50.790 --> 00:26:52.920
of your your buying group now.

602
00:26:52.920 --> 00:26:55.650
So don't just, what you have always done

603
00:26:55.650 --> 00:26:57.200
is going to continue to work

604
00:26:57.200 --> 00:26:59.440
but you need to do more than what you've always done

605
00:26:59.440 --> 00:27:03.350
because, the, your purchasing, your,

606
00:27:03.350 --> 00:27:05.218
people buying from you are changing,

607
00:27:05.218 --> 00:27:09.680
so you have to adapt to be prepared to sell to them as well.

608
00:27:09.680 --> 00:27:12.420
There, we had a location where a guy always said

609
00:27:12.420 --> 00:27:13.420
that out of the vending machine,

610
00:27:13.420 --> 00:27:16.185
their top selling thing was $0.75 waters.

611
00:27:16.185 --> 00:27:18.830
So we put the $0.75 waters in the market

612
00:27:18.830 --> 00:27:21.470
and we put and add Fiji and Perrier,

613
00:27:21.470 --> 00:27:24.610
and it, multiple of the name brands

614
00:27:24.610 --> 00:27:27.280
that he thought for sure weren't gonna sell any.

615
00:27:27.280 --> 00:27:30.680
Those collectively were selling more than the $0.75 waters.

616
00:27:30.680 --> 00:27:33.300
He was quite stunned to realize that

617
00:27:33.300 --> 00:27:35.470
the whole time he could have been making $1

618
00:27:35.470 --> 00:27:38.613
every time he sold a bottle of water instead of $0.40.

619
00:27:40.470 --> 00:27:42.710
<v ->So that's, and by the way,</v>

620
00:27:42.710 --> 00:27:45.970
that's another reason to sell those premium waters

621
00:27:45.970 --> 00:27:48.350
is again, we talked about this.

622
00:27:48.350 --> 00:27:51.260
And you'll see as you read through the materials again,

623
00:27:51.260 --> 00:27:53.610
after the calls, and I'm hopefully

624
00:27:53.610 --> 00:27:55.956
there's a lot of questions about this on Tuesday.

625
00:27:55.956 --> 00:27:58.794
The margin that you want to sell things for,

626
00:27:58.794 --> 00:28:00.968
it takes a same amount of effort

627
00:28:00.968 --> 00:28:03.170
is it doesn't move a Snickers bar,

628
00:28:03.170 --> 00:28:05.440
is it doesn't move a bag of Snickers bars.

629
00:28:05.440 --> 00:28:07.940
So it is no different effort.

630
00:28:07.940 --> 00:28:10.730
So you might as well make as much margin as you can

631
00:28:10.730 --> 00:28:14.670
by selling things and don't worry about percentage of cost.

632
00:28:14.670 --> 00:28:15.830
That's not where this is at.

633
00:28:15.830 --> 00:28:19.810
It's about making money for the margin on that item.

634
00:28:19.810 --> 00:28:23.632
So, today, users, there's a lot of questions

635
00:28:23.632 --> 00:28:25.850
with marketing and things like that.

636
00:28:25.850 --> 00:28:28.070
But we were ready for some more questions.

637
00:28:28.070 --> 00:28:30.120
And then we kind of wrap it up from here.

638
00:28:31.850 --> 00:28:34.690
<v ->Okay, at this time, we'll accept additional questions.</v>

639
00:28:34.690 --> 00:28:37.440
And let me remind you, if you're on the phone,

640
00:28:37.440 --> 00:28:41.080
you can press star nine to raise your hand.

641
00:28:41.080 --> 00:28:42.950
On a Windows device it's Alt+Y,

642
00:28:42.950 --> 00:28:45.770
and on an Apple device, it's Option+Y.

643
00:28:45.770 --> 00:28:47.940
<v ->Hey, Terry, before big questions.</v>

644
00:28:47.940 --> 00:28:49.840
Can I, I wanna say one more thing real quick

645
00:28:49.840 --> 00:28:50.903
and I apologize.

646
00:28:52.454 --> 00:28:55.230
We talk a lot about the future

647
00:28:55.230 --> 00:28:56.440
and what's kind of happening

648
00:28:56.440 --> 00:29:00.970
and some of you, hopefully a lot of you

649
00:29:00.970 --> 00:29:04.683
have food service as part of your portfolio.

650
00:29:06.240 --> 00:29:09.100
I think the model of food service as we've known it

651
00:29:09.100 --> 00:29:10.910
in the past is gonna change a lot.

652
00:29:10.910 --> 00:29:12.623
And I would encourage you,

653
00:29:13.530 --> 00:29:15.930
and this is where we can offer a lot of help to folks,

654
00:29:15.930 --> 00:29:17.750
sometimes just with ideas,

655
00:29:17.750 --> 00:29:22.750
the idea of a market and a scaled down food service option

656
00:29:24.350 --> 00:29:27.040
is about half of what we do.

657
00:29:27.040 --> 00:29:30.530
And you know, so that you don't have these cafes

658
00:29:30.530 --> 00:29:32.320
that have a deli and a grill

659
00:29:32.320 --> 00:29:35.450
and an entree station and a salad bar

660
00:29:35.450 --> 00:29:37.040
which I don't think we're gonna see salad bars

661
00:29:37.040 --> 00:29:38.033
for a long time.

662
00:29:39.230 --> 00:29:43.780
But there's a way to do you know,

663
00:29:43.780 --> 00:29:47.920
a grill and a deli together with a market

664
00:29:47.920 --> 00:29:52.340
and you can rip, self checkout is the way to go.

665
00:29:52.340 --> 00:29:55.300
And so don't think about this is how it can help

666
00:29:55.300 --> 00:29:57.290
all other parts of your business.

667
00:29:57.290 --> 00:29:59.320
So anyways, I'm sorry Terry, go ahead,

668
00:29:59.320 --> 00:30:00.380
have Kirby on phone.

669
00:30:00.380 --> 00:30:01.340
<v ->No problem.</v>

670
00:30:01.340 --> 00:30:04.677
Our first question comes from area code 917.

671
00:30:04.677 --> 00:30:07.890
And the last three digits are 375,

672
00:30:07.890 --> 00:30:10.190
you're unmuted go ahead and ask your question.

673
00:30:11.620 --> 00:30:13.610
<v ->Hi everybody, this is Manoj Khaled</v>

674
00:30:13.610 --> 00:30:17.310
from our New York City, federal court.

675
00:30:17.310 --> 00:30:21.380
And my question is, what is the benefits

676
00:30:21.380 --> 00:30:22.820
for signing up for 360?

677
00:30:22.820 --> 00:30:24.470
Let's just say we want to go with 360

678
00:30:24.470 --> 00:30:25.804
out of other competitors.

679
00:30:25.804 --> 00:30:29.790
What, as an operator, what are the benefits

680
00:30:29.790 --> 00:30:33.250
of choosing 365 over let's just say

681
00:30:33.250 --> 00:30:35.253
three square or these other models?

682
00:30:36.100 --> 00:30:40.730
<v ->365 has 24 seven support.</v>

683
00:30:40.730 --> 00:30:45.040
And we have, actually have, if you sign up with them

684
00:30:45.040 --> 00:30:47.940
as a non, as an exclusive partner,

685
00:30:47.940 --> 00:30:52.118
they actually have a business materials to help you market.

686
00:30:52.118 --> 00:30:55.140
But the bottom line is they have the best

687
00:30:55.140 --> 00:30:56.370
phone app currently.

688
00:30:56.370 --> 00:30:59.790
So if you're wanting to move your market towards

689
00:30:59.790 --> 00:31:01.410
the future Where more and more people

690
00:31:01.410 --> 00:31:05.473
are going to use their phone rather than the kiosk.

691
00:31:06.690 --> 00:31:10.584
Then 365 is the one that has the iPhone, or the best phone,

692
00:31:10.584 --> 00:31:13.093
it is the best for the consumer.

693
00:31:14.740 --> 00:31:16.939
Hands down, the best phone app.

694
00:31:16.939 --> 00:31:20.300
And they also have the highest security rating

695
00:31:20.300 --> 00:31:22.302
for credit card processing.

696
00:31:22.302 --> 00:31:26.070
<v ->They're actually, they're PCI certified,</v>

697
00:31:26.070 --> 00:31:29.430
not just compliant, there's a large difference.

698
00:31:29.430 --> 00:31:30.687
And the other thing is

699
00:31:30.687 --> 00:31:33.310
and it might be something you check with Nick or Terry

700
00:31:33.310 --> 00:31:35.110
about if there's any kind of special,

701
00:31:35.110 --> 00:31:37.233
we kind of stay on the finance part of it.

702
00:31:38.610 --> 00:31:41.830
But I will tell you that they have a team of people

703
00:31:41.830 --> 00:31:44.336
that all they do is sit around and think about

704
00:31:44.336 --> 00:31:47.317
what's coming up next, and there are,

705
00:31:47.317 --> 00:31:48.960
and we work with all of them.

706
00:31:48.960 --> 00:31:53.557
So don't, we really don't have a dog in the hunt,

707
00:31:53.557 --> 00:31:55.780
for lack of a better word,

708
00:31:55.780 --> 00:31:58.130
but they are the only ones that are doing that.

709
00:31:59.310 --> 00:32:00.370
It is amazing.

710
00:32:00.370 --> 00:32:02.563
The stuff that they are dreaming up.

711
00:32:03.820 --> 00:32:08.820
And they're backing software is very user friendly.

712
00:32:09.000 --> 00:32:13.370
And I think, look, when you go to use the software,

713
00:32:13.370 --> 00:32:16.250
that's a big deal, and cause they're now your collector

714
00:32:16.250 --> 00:32:19.950
of money, and so you don't wanna mess with that.

715
00:32:19.950 --> 00:32:22.750
And I always said, I wanted to feel comfortable

716
00:32:22.750 --> 00:32:23.807
about the people I did business with

717
00:32:23.807 --> 00:32:27.247
that are now going to control a large portion of our money.

718
00:32:27.247 --> 00:32:29.343
And so we felt really good about that.

719
00:32:30.860 --> 00:32:32.940
<v ->There also, if you're looking to go to</v>

720
00:32:32.940 --> 00:32:35.670
one of the, as Steve was mentioning the future

721
00:32:35.670 --> 00:32:38.978
where you're combining food service with the market.

722
00:32:38.978 --> 00:32:43.978
Their kiosk actually allows you to build a menu

723
00:32:45.980 --> 00:32:49.570
for the consumer to pay for a cheeseburger.

724
00:32:49.570 --> 00:32:51.801
<v ->Yeah, there's like you say, McDonald's, it goes both ways.</v>

725
00:32:51.801 --> 00:32:54.134
<v ->(mumbles)</v>

726
00:32:55.384 --> 00:32:56.864
<v ->You can learn more in there.</v>

727
00:32:56.864 --> 00:32:58.010
<v ->It is not as interactive as,</v>

728
00:32:58.010 --> 00:33:00.930
but if you upgrade to the right touched system

729
00:33:00.930 --> 00:33:04.750
their system which they all run on the same bat technology

730
00:33:04.750 --> 00:33:06.380
they actually have a system where you can actually

731
00:33:06.380 --> 00:33:08.850
use it where somebody can place an order 100%

732
00:33:08.850 --> 00:33:10.160
and even pick the kind of cheese

733
00:33:10.160 --> 00:33:14.168
and start the other, so they are also integrated

734
00:33:14.168 --> 00:33:19.168
into the restaurant POS system also.

735
00:33:20.100 --> 00:33:22.900
Or using the same software so that you could learn

736
00:33:22.900 --> 00:33:26.263
one set of software and use it in both applications.

737
00:33:29.060 --> 00:33:32.223
Okay, we have another question from area code 512.

738
00:33:32.223 --> 00:33:35.570
And the last three digits are 846

739
00:33:35.570 --> 00:33:37.870
you're unmuted go ahead and ask your question.

740
00:33:39.140 --> 00:33:41.820
<v ->Hi, my name is Karla Martinez,</v>

741
00:33:41.820 --> 00:33:43.881
shielding Human Service Commission in Texas.

742
00:33:43.881 --> 00:33:47.450
I have a question in in my sub service operation

743
00:33:47.450 --> 00:33:49.430
has been like these big trend

744
00:33:49.430 --> 00:33:53.890
as you say with the millenniums for all that raw natural

745
00:33:53.890 --> 00:33:57.197
stuff kombucha in overall keto.

746
00:33:57.197 --> 00:33:59.800
Is there any way that in a micro market

747
00:33:59.800 --> 00:34:03.241
you Like cover pre destiny, did like fiction.

748
00:34:03.241 --> 00:34:06.940
Say you know Kanto area where you can have

749
00:34:06.940 --> 00:34:09.744
like viral protein drinks or special salads.

750
00:34:09.744 --> 00:34:11.990
I mean is there any way that you can combine

751
00:34:11.990 --> 00:34:16.410
or there is need to be separated by drinks here,

752
00:34:16.410 --> 00:34:19.650
sandwiches here or you know, is there way that

753
00:34:19.650 --> 00:34:21.720
you can do something like that in a micro market

754
00:34:21.720 --> 00:34:23.544
to be more specific?

755
00:34:23.544 --> 00:34:24.736
<v ->Absolutely.</v>
<v ->If you can.</v>

756
00:34:24.736 --> 00:34:26.880
<v ->You can, you would just need it to be</v>

757
00:34:26.880 --> 00:34:30.600
the drinks and the food in the locking refrigerator.

758
00:34:30.600 --> 00:34:35.150
But absolutely there are actually hooks that you can get

759
00:34:35.150 --> 00:34:37.510
even that have a second peg on them

760
00:34:37.510 --> 00:34:39.280
that's actually for a price tag.

761
00:34:39.280 --> 00:34:41.190
And instead of using that as a price tag,

762
00:34:41.190 --> 00:34:43.030
you could use it to hang a sign that says

763
00:34:43.030 --> 00:34:44.750
that this is a keto friendly item

764
00:34:44.750 --> 00:34:48.882
so that even your things hanging on a peg or there.

765
00:34:48.882 --> 00:34:49.715
<v ->Hunger.</v>

766
00:34:49.715 --> 00:34:53.130
<v ->Yes, absolutely 100% It is a very trendy thing</v>

767
00:34:53.130 --> 00:34:56.290
and take advantage of that to sell them products

768
00:34:56.290 --> 00:34:57.860
because a lot of those products actually

769
00:34:57.860 --> 00:34:59.590
have very high margins on them.

770
00:34:59.590 --> 00:35:01.315
And they're willing to pay them.

771
00:35:01.315 --> 00:35:02.453
<v ->Yeah.</v>

772
00:35:02.453 --> 00:35:05.010
<v ->Well, and that's what comes in.</v>

773
00:35:05.010 --> 00:35:08.900
You could say, if you buy three keto products,

774
00:35:08.900 --> 00:35:11.390
you save 10% on your purchase.

775
00:35:11.390 --> 00:35:13.860
And the system, the software allows you

776
00:35:13.860 --> 00:35:17.362
to set up a promotion, that somebody bought a kombucha,

777
00:35:17.362 --> 00:35:20.550
and maybe a Y bar, and you know,

778
00:35:20.550 --> 00:35:23.740
some of their keto maybe a salad, that's a keto salad,

779
00:35:23.740 --> 00:35:25.138
and they bought off.

780
00:35:25.138 --> 00:35:26.215
<v ->Yeah, they are Coke salad.</v>

781
00:35:26.215 --> 00:35:29.555
<v ->It will automatically trigger that 10% promotion.</v>

782
00:35:29.555 --> 00:35:33.110
And then what's neat about the software is

783
00:35:33.110 --> 00:35:35.800
With 365, you can track that

784
00:35:35.800 --> 00:35:38.430
and see how well your promotion did.

785
00:35:38.430 --> 00:35:40.580
And then you can also track the folks

786
00:35:40.580 --> 00:35:43.510
that only bought two of them and didn't buy three,

787
00:35:43.510 --> 00:35:45.360
and you can go back and figure out

788
00:35:45.360 --> 00:35:47.710
why they didn't buy the third one you can do.

789
00:35:47.710 --> 00:35:49.170
You can really kind of dig down

790
00:35:49.170 --> 00:35:51.270
into the marketing aspect of this

791
00:35:51.270 --> 00:35:54.693
and it really pays huge dividends for it, trust me.

792
00:35:56.110 --> 00:35:57.948
<v ->Okay, thank you so much.</v>

793
00:35:57.948 --> 00:35:59.071
<v ->And you are welcome, thank you.</v>

794
00:35:59.071 --> 00:36:01.070
That is a good question, that's a great question.

795
00:36:01.070 --> 00:36:04.253
Okay, we have, let's see.

796
00:36:06.190 --> 00:36:07.860
<v ->One more question.</v>

797
00:36:07.860 --> 00:36:09.727
And it's from area code 202

798
00:36:09.727 --> 00:36:12.490
and the last three digits are 107.

799
00:36:12.490 --> 00:36:14.513
Go ahead and ask your question.

800
00:36:16.540 --> 00:36:20.960
<v ->Yes, for 365 systems does it do more than one</v>

801
00:36:20.960 --> 00:36:23.300
or multiple transactions at one time?

802
00:36:23.300 --> 00:36:25.470
So can I have someone at the kiosk

803
00:36:25.470 --> 00:36:27.403
and on their phone at the same time?

804
00:36:29.649 --> 00:36:32.410
<v ->Yeah, you can have, we've never,</v>

805
00:36:32.410 --> 00:36:35.040
we've tried it with 30 people on the phone

806
00:36:35.040 --> 00:36:37.490
at the same time and someone at the kiosk,

807
00:36:37.490 --> 00:36:38.380
and it works fine.

808
00:36:38.380 --> 00:36:41.543
We've never tried more than 30 at one time.

809
00:36:42.971 --> 00:36:43.804
It's just the maximum amount of people

810
00:36:43.804 --> 00:36:45.070
we've had in the market at one time

811
00:36:45.070 --> 00:36:46.370
and it was a large market.

812
00:36:47.890 --> 00:36:50.100
And so it handled it just fine.

813
00:36:50.100 --> 00:36:51.670
And there was no delay or anything.

814
00:36:51.670 --> 00:36:53.970
No, that's what's fascinating about,

815
00:36:53.970 --> 00:36:56.830
that's what's so cool about the phone app,

816
00:36:56.830 --> 00:37:00.080
is that you, as this thing kind of goes on

817
00:37:00.080 --> 00:37:02.550
you may not need to spend the money to buy a kiosk

818
00:37:02.550 --> 00:37:05.053
down the road, you can buy a smaller version.

819
00:37:06.610 --> 00:37:08.900
And we do, we're doing a lot of testing right now

820
00:37:08.900 --> 00:37:11.354
where there's no kiosk whatsoever.

821
00:37:11.354 --> 00:37:14.910
And it, I'll be honest, it's a little slow.

822
00:37:14.910 --> 00:37:16.720
The testing is a little slow,

823
00:37:16.720 --> 00:37:17.980
but it's starting to pick up

824
00:37:17.980 --> 00:37:19.540
because people are becoming more and more

825
00:37:19.540 --> 00:37:20.540
comfortable with it.

826
00:37:21.760 --> 00:37:26.760
And so yeah, I mean, I will tell you if the beat in it.

827
00:37:28.130 --> 00:37:29.710
Yeah, absolutely.

828
00:37:29.710 --> 00:37:32.110
There's no, we haven't seen a limit yet, so yes.

829
00:37:33.940 --> 00:37:37.437
<v ->Okay, we have another question from area code 917.</v>

830
00:37:37.437 --> 00:37:40.610
And the last three digits are 375,

831
00:37:40.610 --> 00:37:42.910
you're unmuted go ahead and ask your question.

832
00:37:44.460 --> 00:37:46.906
Hi, so it's Manoj Khaled, again.

833
00:37:46.906 --> 00:37:50.030
So right now in my current setup in federal court,

834
00:37:50.030 --> 00:37:52.500
and the DMV, I have two stores.

835
00:37:52.500 --> 00:37:55.300
We were using square POS

836
00:37:55.300 --> 00:37:57.770
and I see that square is implementing this thing

837
00:37:57.770 --> 00:37:59.120
with like gift cards.

838
00:37:59.120 --> 00:38:02.340
I was wondering do these micro markets,

839
00:38:02.340 --> 00:38:04.980
can they offer our clients till like gift cards?

840
00:38:04.980 --> 00:38:07.860
So, let's just say for like Christmas or Thanksgiving,

841
00:38:07.860 --> 00:38:10.810
you wanna give your buddy at the office a gift card

842
00:38:10.810 --> 00:38:13.170
for you know, or somebody just had a kid

843
00:38:13.170 --> 00:38:15.920
or something or you know, something like that, do they?

844
00:38:19.713 --> 00:38:21.640
<v ->Yeah, you can do it one or two ways,</v>

845
00:38:21.640 --> 00:38:25.083
you can sell them gift cards, XML and yes, you can.

846
00:38:26.570 --> 00:38:29.230
They are working on in the restaurant side

847
00:38:29.230 --> 00:38:32.330
of the 365 software, they have you can generate

848
00:38:32.330 --> 00:38:36.320
your own guest pass, it's called

849
00:38:36.320 --> 00:38:38.810
and it you can generate it for a specific dollar amount

850
00:38:38.810 --> 00:38:39.660
and sell it that way.

851
00:38:39.660 --> 00:38:41.659
So you don't even have to buy the cards

852
00:38:41.659 --> 00:38:45.223
that is being tested right now on the kiosk side.

853
00:38:47.110 --> 00:38:48.923
But yes, you can do that.

854
00:38:50.331 --> 00:38:51.620
<v ->All right, thank you.</v>

855
00:38:51.620 --> 00:38:53.420
<v ->And also, there's one more thing,</v>

856
00:38:53.420 --> 00:38:55.250
if you wanna customize those cards

857
00:38:55.250 --> 00:38:57.250
with your company logo on them.

858
00:38:57.250 --> 00:38:59.280
We have a company that we work with

859
00:38:59.280 --> 00:39:01.143
they are giving, you will do assume the name of it,

860
00:39:01.143 --> 00:39:02.750
and you can contact them

861
00:39:02.750 --> 00:39:05.650
and get your own card so you can even customize it to you.

862
00:39:07.640 --> 00:39:11.650
<v ->Great, we have another question from area code 512.</v>

863
00:39:11.650 --> 00:39:14.180
last three digits are 906,

864
00:39:14.180 --> 00:39:16.480
you're unmuted go ahead and ask your question.

865
00:39:17.580 --> 00:39:19.333
<v ->Hey, this is Kristen McNab again.</v>

866
00:39:20.290 --> 00:39:24.220
I'm curious, regarding, you know,

867
00:39:24.220 --> 00:39:26.260
as far as finding out the hot products,

868
00:39:26.260 --> 00:39:29.440
like I realize you can look at Instagram and Twitter

869
00:39:29.440 --> 00:39:30.910
and the like.

870
00:39:30.910 --> 00:39:34.363
But when I spoke with my contact at besar,

871
00:39:35.390 --> 00:39:38.370
unfortunately, he's just not been the most amazing,

872
00:39:38.370 --> 00:39:40.960
if I say, hey, what are the new trendy items?

873
00:39:40.960 --> 00:39:42.903
I mean, yeah, you get email sometimes.

874
00:39:42.903 --> 00:39:44.240
But he's like, Oh, I don't know.

875
00:39:44.240 --> 00:39:45.820
I mean, we have 5 million items.

876
00:39:45.820 --> 00:39:48.010
And it's not they're just not always that helpful.

877
00:39:48.010 --> 00:39:50.660
I was wondering, is there like a publication

878
00:39:51.910 --> 00:39:55.540
like that you could subscribe to like an E-newsletter

879
00:39:55.540 --> 00:39:59.070
that discusses new products that are available.

880
00:39:59.070 --> 00:40:03.920
I do already, I get a email from 365.

881
00:40:03.920 --> 00:40:06.650
But I was just wondering if there was any other publications

882
00:40:06.650 --> 00:40:09.700
that talks about new and hip items

883
00:40:09.700 --> 00:40:11.493
that you know people want.

884
00:40:12.335 --> 00:40:14.313
There isn't honestly,

885
00:40:15.340 --> 00:40:18.540
if you haven't that kind of trouble with your VISTA Rep,

886
00:40:18.540 --> 00:40:21.850
You've got our numbers, send me the information.

887
00:40:21.850 --> 00:40:22.683
I'll call our boss.

888
00:40:22.683 --> 00:40:26.238
We're very, we do a lot of work of this art.

889
00:40:26.238 --> 00:40:29.090
That is their job period. (laughs)

890
00:40:29.090 --> 00:40:32.170
<v ->I will tell you actually one of the,</v>

891
00:40:32.170 --> 00:40:36.060
a friend of mine who actually works for a marketing firm

892
00:40:37.630 --> 00:40:39.410
in our segment of the industry,

893
00:40:39.410 --> 00:40:42.670
they market to vending micro market, etc.

894
00:40:42.670 --> 00:40:45.500
He actually, one of his tricks he told me

895
00:40:45.500 --> 00:40:48.110
for research is because they've shown

896
00:40:48.110 --> 00:40:50.663
that especially in cities like in larger cities,

897
00:40:50.663 --> 00:40:52.059
New York, Chicago, etc,

898
00:40:52.059 --> 00:40:54.680
that a good chunk of the millennials and Gen Z's

899
00:40:54.680 --> 00:40:58.740
actually shop at Walgreens and CVS,

900
00:40:58.740 --> 00:41:01.090
so he will go into Walgreens and CVS

901
00:41:01.090 --> 00:41:02.440
and see what new things are there

902
00:41:02.440 --> 00:41:04.720
and he'll just ask the cashier for selling.

903
00:41:06.619 --> 00:41:07.452
<v ->Okay.</v>

904
00:41:07.452 --> 00:41:08.930
<v ->I think we've mentioned earlier too,</v>

905
00:41:08.930 --> 00:41:11.550
don't be your, that convenience stores

906
00:41:11.550 --> 00:41:14.010
are gonna be your new place to hang out.

907
00:41:14.010 --> 00:41:16.010
Walgreens, those are a great idea Patty,

908
00:41:16.010 --> 00:41:18.120
because in the large cities, a lot of times

909
00:41:18.120 --> 00:41:20.820
they are the convenience store as you're walking home.

910
00:41:22.110 --> 00:41:24.350
But yeah, I mean, you're gonna have to do some of this

911
00:41:24.350 --> 00:41:25.730
on your own but this is,

912
00:41:25.730 --> 00:41:29.048
and also you I don't know if Get the digital WSPR book

913
00:41:29.048 --> 00:41:31.733
every month when you, when it comes out.

914
00:41:31.733 --> 00:41:35.890
It's not asking for either the first pages

915
00:41:35.890 --> 00:41:37.433
or the last few pages or all the things

916
00:41:37.433 --> 00:41:39.083
that they're kind of promoting.

917
00:41:40.900 --> 00:41:42.190
But don't be afraid to say,

918
00:41:42.190 --> 00:41:43.280
hey, look, I want, you know,

919
00:41:43.280 --> 00:41:44.930
send them an email and say,

920
00:41:44.930 --> 00:41:47.160
hey, I want to, I want your contact

921
00:41:47.160 --> 00:41:49.697
for Mars for Hershey's and just go right to those people

922
00:41:49.697 --> 00:41:50.847
who send them an email.

923
00:41:51.882 --> 00:41:52.715
I mean.

924
00:41:52.715 --> 00:41:53.548
<v ->Okay.</v>

925
00:41:53.548 --> 00:41:56.000
<v ->They'll market it and tell you what's going on.</v>

926
00:41:56.000 --> 00:41:58.080
Because they've got that stuff done a year in advance,

927
00:41:58.080 --> 00:41:59.470
like right now.

928
00:41:59.470 --> 00:42:01.740
Well, I'm sure that Mars and Hershey's

929
00:42:01.740 --> 00:42:03.833
are working on what's going on in 2021.

930
00:42:03.833 --> 00:42:06.150
2020 is set, that products already made

931
00:42:06.150 --> 00:42:07.830
somewhere and ready to go out.

932
00:42:07.830 --> 00:42:11.020
So now, just use tools that you have.

933
00:42:11.020 --> 00:42:14.350
All right, I will tell you that it's amazing.

934
00:42:14.350 --> 00:42:16.734
But that person should be doing a better job.

935
00:42:16.734 --> 00:42:21.163
<v ->There's emails that she can sign up for (mumbles)</v>

936
00:42:22.443 --> 00:42:24.119
<v ->That is trying to find something that</v>

937
00:42:24.119 --> 00:42:24.952
I saw the other day.

938
00:42:24.952 --> 00:42:26.200
So next question?

939
00:42:26.200 --> 00:42:27.750
I hope that is answered, sorry.

940
00:42:29.480 --> 00:42:32.563
<v ->Okay, are there any other questions for Steve and Patty?</v>

941
00:42:33.970 --> 00:42:36.690
Let me remind you, you can hit star nine on a phone

942
00:42:36.690 --> 00:42:39.700
to raise your hand, Alt+Y on a windows device

943
00:42:39.700 --> 00:42:41.623
or Option+Y on an Apple device.

944
00:42:42.680 --> 00:42:44.030
<v ->Somebody raised their hand?</v>

945
00:42:44.030 --> 00:42:47.270
<v ->We have a question from area code 202.</v>

946
00:42:47.270 --> 00:42:49.910
Last three digits are 107.

947
00:42:49.910 --> 00:42:51.310
Go ahead and ask a question.

948
00:42:52.410 --> 00:42:55.070
<v ->Yes, I'm Ron Walker from DC</v>

949
00:42:55.070 --> 00:42:57.370
and you were telling me that

950
00:42:57.370 --> 00:43:02.140
at what time you had 30 persons on the phone

951
00:43:02.140 --> 00:43:06.410
and one person at the kiosk, fortunately for that

952
00:43:06.410 --> 00:43:09.700
most people are honest and dishonest.

953
00:43:09.700 --> 00:43:11.626
So how can you regulate?

954
00:43:11.626 --> 00:43:15.370
So I have a man micro market in DC

955
00:43:15.370 --> 00:43:17.630
and sometimes my employee,

956
00:43:17.630 --> 00:43:20.420
she can know that the customer

957
00:43:20.420 --> 00:43:24.540
didn't finish the transaction before before they walked out.

958
00:43:24.540 --> 00:43:26.700
So she's able to call him and tell him

959
00:43:26.700 --> 00:43:28.650
you know call them and let them know that

960
00:43:28.650 --> 00:43:30.760
they didn't finish the transaction.

961
00:43:30.760 --> 00:43:33.640
And therefore, did you find that to be a problem?

962
00:43:33.640 --> 00:43:37.003
Is that a possible problem, review the telephone?

963
00:43:38.160 --> 00:43:43.000
<v ->So I'm gonna give you a long answer to this question.</v>

964
00:43:43.000 --> 00:43:45.440
The separate in the micro markets

965
00:43:45.440 --> 00:43:48.051
for almost all the micro markets,

966
00:43:48.051 --> 00:43:49.510
and you're going to hear different numbers

967
00:43:49.510 --> 00:43:51.333
from different people.

968
00:43:51.333 --> 00:43:55.030
The reality is, and there's always that one off

969
00:43:55.030 --> 00:43:56.540
or two off or what have you.

970
00:43:56.540 --> 00:43:58.980
And we all talk about the worst possible scenario

971
00:43:58.980 --> 00:44:01.000
when we say these things.

972
00:44:01.000 --> 00:44:04.650
But the reality is that for 99% of the micro markets

973
00:44:04.650 --> 00:44:06.523
out there, theft is not an issue.

974
00:44:08.290 --> 00:44:10.183
And the theft rate and a lot of times,

975
00:44:10.183 --> 00:44:13.500
it's not stuff, it's shrinkage, it's,

976
00:44:13.500 --> 00:44:15.750
there's a lot of things that go into that

977
00:44:15.750 --> 00:44:17.610
technology errors and things like that,

978
00:44:17.610 --> 00:44:19.620
just some of that you mentioned.

979
00:44:19.620 --> 00:44:21.880
It runs between two and 3%

980
00:44:21.880 --> 00:44:26.330
which is the same that it runs in the TV or business.

981
00:44:26.330 --> 00:44:28.060
That is one of the reason While your product

982
00:44:28.060 --> 00:44:29.760
has to be priced at the correct price,

983
00:44:29.760 --> 00:44:33.210
because you're gonna price some of those mistakes in.

984
00:44:33.210 --> 00:44:35.120
And what I will tell you is,

985
00:44:35.120 --> 00:44:38.030
is that 99% of the people in the country are good,

986
00:44:38.030 --> 00:44:40.950
and make your living and focus all your efforts

987
00:44:40.950 --> 00:44:44.370
on the 99 and not the one.

988
00:44:44.370 --> 00:44:46.130
So there will be things

989
00:44:46.130 --> 00:44:48.030
and she will find your attendant

990
00:44:48.030 --> 00:44:49.780
he or she will find that there are times

991
00:44:49.780 --> 00:44:53.060
that people didn't complete the transaction correctly,

992
00:44:53.060 --> 00:44:56.823
it's a lot less likely that we have found

993
00:44:56.823 --> 00:45:00.130
that they complete the transaction better

994
00:45:00.130 --> 00:45:04.710
on their phone than they do on the kiosk.

995
00:45:04.710 --> 00:45:06.989
And the only reason that we, there's no real,

996
00:45:06.989 --> 00:45:10.980
you know, logical reason we can think of why

997
00:45:10.980 --> 00:45:12.692
the only thing we can think of

998
00:45:12.692 --> 00:45:15.370
that we believe is when you're on your phone,

999
00:45:15.370 --> 00:45:16.910
it's you and your phone,

1000
00:45:16.910 --> 00:45:18.490
and you feel like you're,

1001
00:45:18.490 --> 00:45:20.470
whether you're feel like you're being watched more

1002
00:45:20.470 --> 00:45:22.290
or you can figure that out.

1003
00:45:22.290 --> 00:45:24.536
There are cameras that they can watch and see

1004
00:45:24.536 --> 00:45:27.010
and you can know if someone did that.

1005
00:45:27.010 --> 00:45:29.890
But really, I would encourage you to spend

1006
00:45:29.890 --> 00:45:33.040
all your time to spend it on the 99% not the one.

1007
00:45:33.040 --> 00:45:34.533
That's just my think.

1008
00:45:36.310 --> 00:45:37.942
<v ->All right, thank you.</v>

1009
00:45:37.942 --> 00:45:38.775
<v ->You're welcome.</v>

1010
00:45:38.775 --> 00:45:41.110
<v ->I'm gonna backtrack to that prior question.</v>

1011
00:45:41.110 --> 00:45:44.050
There is a company it has a website called

1012
00:45:44.050 --> 00:45:48.047
Smartbrief.calm, and within it you can sign up

1013
00:45:48.047 --> 00:45:52.430
on what type of newsletters you want to email.

1014
00:45:52.430 --> 00:45:55.873
You can say that you want food service, you want retail.

1015
00:45:56.890 --> 00:45:58.480
And there's a bunch of different

1016
00:45:58.480 --> 00:45:59.800
and they send you emails,

1017
00:45:59.800 --> 00:46:01.340
you do get a lot of emails from them,

1018
00:46:01.340 --> 00:46:03.310
cause I've signed up for a bunch of different ones

1019
00:46:03.310 --> 00:46:05.910
cause I like to keep track of lots of categories.

1020
00:46:05.910 --> 00:46:07.810
But they will automatically send you emails

1021
00:46:07.810 --> 00:46:09.913
with basically news stories.

1022
00:46:11.790 --> 00:46:13.610
links to various news stories,

1023
00:46:13.610 --> 00:46:15.740
including those news stories will include

1024
00:46:15.740 --> 00:46:18.540
if you sign up to the retail one, it'll talk about it.

1025
00:46:18.540 --> 00:46:20.780
But it's not retail grocery.

1026
00:46:20.780 --> 00:46:22.520
There's a grocery one that I've signed up for

1027
00:46:22.520 --> 00:46:25.391
and it will talk about new grocery items coming out.

1028
00:46:25.391 --> 00:46:28.440
It talks about, there's all kinds of actually

1029
00:46:28.440 --> 00:46:31.270
business information within a period.

1030
00:46:31.270 --> 00:46:33.170
It's actually a resource I use a lot to keep,

1031
00:46:33.170 --> 00:46:35.650
just keep up to date on what's going on in the business.

1032
00:46:35.650 --> 00:46:37.720
<v ->So what's the email address again in case?</v>

1033
00:46:37.720 --> 00:46:39.759
<v ->Its smartbriefs.com</v>

1034
00:46:39.759 --> 00:46:44.759
<v ->So smartbrief.calm might help you with that.</v>

1035
00:46:44.870 --> 00:46:46.020
SO another good avenue.

1036
00:46:47.990 --> 00:46:48.830
Any more questions Terry?

1037
00:46:48.830 --> 00:46:51.643
<v ->At this time, we have no further questions.</v>

1038
00:46:53.120 --> 00:46:56.380
<v ->All right, so everybody get questions together.</v>

1039
00:46:56.380 --> 00:46:58.189
But overall, what's your,

1040
00:46:58.189 --> 00:47:01.292
and I tell everybody, the more questions you ask,

1041
00:47:01.292 --> 00:47:04.210
you're helping all your fellow peers

1042
00:47:04.210 --> 00:47:06.410
that are gonna be on the phone next Tuesday.

1043
00:47:07.450 --> 00:47:11.030
We'll probably have a little kind of first 10 or 15 minutes,

1044
00:47:11.030 --> 00:47:14.403
maybe of a kind of a summary of what we talked about.

1045
00:47:15.930 --> 00:47:17.260
Maybe not even that long,

1046
00:47:17.260 --> 00:47:19.720
but we'll kind of bust through the first part of it.

1047
00:47:19.720 --> 00:47:21.780
And then we'll take questions

1048
00:47:21.780 --> 00:47:24.143
the rest of the time, next Tuesday.

1049
00:47:25.432 --> 00:47:27.800
As much as anybody has.

1050
00:47:27.800 --> 00:47:29.680
<v ->And it can be specific to your business</v>

1051
00:47:29.680 --> 00:47:31.630
because even if it's specific to you,

1052
00:47:31.630 --> 00:47:33.530
somebody else may have the same situation

1053
00:47:33.530 --> 00:47:35.330
be able to learn from your question.

1054
00:47:37.160 --> 00:47:38.630
<v ->Sounds good.</v>

1055
00:47:38.630 --> 00:47:40.190
<v ->Terry, did you want to say anything</v>

1056
00:47:40.190 --> 00:47:41.173
before we close?

1057
00:47:42.420 --> 00:47:45.753
<v ->Yes, first of all, thank you, Steve, thank you, Patty.</v>

1058
00:47:46.670 --> 00:47:49.591
I do have to say a little disclaimer here.

1059
00:47:49.591 --> 00:47:53.080
We truly appreciate 365 being your sponsor,

1060
00:47:53.080 --> 00:47:55.120
and I think they have found this to be a good investment

1061
00:47:55.120 --> 00:47:55.953
on their part.

1062
00:47:56.920 --> 00:48:00.140
You know, ANBM doesn't officially endorse

1063
00:48:00.140 --> 00:48:03.010
any of these and we are working Nicky

1064
00:48:03.010 --> 00:48:06.210
and his team, accessibility team in particular

1065
00:48:06.210 --> 00:48:07.580
have been working with the other

1066
00:48:07.580 --> 00:48:09.688
micro market companies as well.

1067
00:48:09.688 --> 00:48:14.490
So you know, we are happy to work with

1068
00:48:14.490 --> 00:48:18.330
any of the companies that truly do appreciate 365

1069
00:48:18.330 --> 00:48:21.093
and their participation in this.

1070
00:48:22.570 --> 00:48:27.560
I failed to mention whom we got started that, Nicky Gacos

1071
00:48:27.560 --> 00:48:30.250
who is our president had a conflict

1072
00:48:30.250 --> 00:48:35.250
and wasn't able to be on this particular session.

1073
00:48:35.880 --> 00:48:39.890
But this training was all Nikcy's idea

1074
00:48:39.890 --> 00:48:44.480
and judging by the reaction that we have gotten,

1075
00:48:44.480 --> 00:48:46.410
it was an outstanding idea.

1076
00:48:46.410 --> 00:48:49.400
So we appreciate your participation.

1077
00:48:49.400 --> 00:48:53.420
And we hope everybody returns on Tuesday,

1078
00:48:53.420 --> 00:48:56.484
same time, same station, thank you, everybody.

1079
00:48:56.484 --> 00:48:57.489
<v ->Thank you.</v>

1080
00:48:57.489 --> 00:48:58.403
<v ->Thank you.</v>