Balancing Economic Data With The Customer Experience In eCommerce

[00:00:00] Welcome to Around The Horn in Wholesale Distribution with Kevin Brown and Tom Burton.

[00:00:10] Sponsored each week by lead smart technologies, Tom, Kevin and their guests review the

[00:00:14] news of the week and dive deep into the topics impacting manufacturers, wholesale distribution,

[00:00:20] independent sales agents, and the global wholesale supply chain. Whether it's M&A,

[00:00:26] or the staff in cloud computing, B to B e commerce or supply chain issues. We peel back

[00:00:31] the onion with our guests into the topics that impact your business the most.

[00:00:37] Good morning. What's happening? Keep dancing. Keep dancing.

[00:00:42] When you're not having anybody on here because we have the wrong, the linkedin canceled

[00:00:46] our original events. So there may not be anybody to see your dance either than me.

[00:00:51] Can fire the editor? No, I'm going to fire John and fire the person that posted it.

[00:00:59] Got to cut my contract. That's it. Well, we'll see if anybody shows up to join us this

[00:01:06] one. You are here. Click the links. Know that you're here because you can be very lonely.

[00:01:12] Yeah. So to get if I get that hiccup that happened in a correctly is you're on the East Coast

[00:01:17] today in Florida. Take a little time with your wife there and but work in still somewhat

[00:01:24] and I'm here in California like normal. And I think your laptops timing on it when you schedule

[00:01:31] the event caught us on East Coast versus on linkedin for the linkedin invite. So that's okay.

[00:01:37] We live in our. That's right. And we've got our podcast friends joining us as well.

[00:01:41] And John will edit this accordingly. Our editor that takes care of all the podcast of John

[00:01:48] been working with him diligently this week on some updates and some cool stuff he's doing.

[00:01:53] So we're appreciative of that. So before we jump into things I'm Kevin Brown. This is Tom Burton,

[00:01:59] my lifelong friend and co-founder of Leeds Mart Technologies who's the sponsor of the

[00:02:04] around the horn in wholesale distribution live show and podcast. We get together every Friday

[00:02:11] morning at 9 o'clock Pacific time on the ring. We live in the 12 Eastern. Yeah. Or 12 Eastern.

[00:02:21] On linkedin live YouTube live in Facebook live and then later in the day our editor that I mentioned

[00:02:27] earlier Johnny does a phenomenal job. John puts all of this together and gets us out on all the

[00:02:33] popular podcast formats. So you can listen live or listen to the recording on a podcast. So what we do

[00:02:40] but Tom and I get together we oftentimes have guests. We've got a phenomenal list of guests.

[00:02:45] In fact, we have guests typically every other week. Sometimes every week our guests are kind of

[00:02:49] booked right now through really almost through probably through Q2 and into the early part of Q3.

[00:02:56] We've got some guests book. So exciting. We're able to do that in phenomenal industry folks.

[00:03:03] So what we do every week is we get together. We spend about an hour or so when we talk with

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[00:05:38] that with your friends as well. So that's kind of it for the day time you want to kick us off

[00:05:42] here and get us rolling on the news. Let's talk about some news. So we'll start as usual with

[00:05:50] economy and supply chain. If you want to kick off with the first one here, prices up a little bit

[00:05:56] in February and for that 2.2 point something again from a year ago so definitely not I don't know

[00:06:06] it's not drifting down but it's drifting upside. Yeah you know what it's interesting is you know

[00:06:12] early I don't know I haven't seen any of today's news but I don't know if the fed said any

[00:06:17] different but Powell was saying earlier in the week that this kind of bumping up and down wasn't

[00:06:24] impacting them too much and that they're still looking for that and it's probably you know we

[00:06:28] were hoping for March it's obviously not going to be March we're on the 15th now but you know I think

[00:06:34] there's still looking at this unless something dramatic happens that we see something at the end

[00:06:38] of this month that pushes this much higher but you know it's I was thinking about this morning

[00:06:43] as we're kind of putting some of my notes together and things on this and you know it's like well

[00:06:47] you know I just got done talking about the fact that you know we're here to talk about wholesale

[00:06:51] distribution and manufacturing and you know here we are talking about consumer price index you know

[00:06:57] it's like where's the balancing act with that but you know when you stop and look at this

[00:07:01] the reality of all of this is that consumer price index and the handful of these other factors

[00:07:06] housing markets and so forth they all tie right in through the department of labor

[00:07:13] of labor statistics and so forth all these peace factors into what the fed's doing

[00:07:18] with interest rates interest rates impact how easy it is to get money and how easy it is to get

[00:07:23] money and yeah impacts wholesale distribution based on the cost of money right obviously the cost

[00:07:28] to cap the cost of money yeah so yeah so yeah I guess you know bottom line I don't

[00:07:36] think the same sort of story right not a whole lot of guidance one where the other things is kind

[00:07:41] of drifting around um I personally think we're gonna see a slight tick up over the next

[00:07:49] say between now and the end of the year that's just really difficult observation upon on rates

[00:07:56] on inflation I think we're gonna see a little bit to probably end up around three dot you know

[00:08:02] waiver between three dot two and three dot five as we move from month to month yeah are the next

[00:08:08] few months just that's just you know again that's more instinctive more than having a whole lot of

[00:08:14] data back to back it but that's what I think we're gonna I don't I doubt we're gonna see that drop

[00:08:18] back down but that could be proven wrong so let me ask you question related to that if you're

[00:08:25] prognosticating then okay based upon that prognostication or your crystal ball what what a

[00:08:33] Johnny uh first thing used to have that they call the Wizard of Sensor yeah I remember that yeah

[00:08:38] yep but um so if that's the case let's say we bounce between three point two three point five

[00:08:47] are there cats I don't I think we will see a cat I don't know all the meetings I think there's

[00:08:54] meetings in November and December I don't know exactly but I think we will see the first

[00:08:59] task we can roughly right but I think at the end of the year there I don't know if there's one

[00:09:03] month a month or whatever I think it'll be Q4 let's just put that way I think we're not gonna see a

[00:09:08] cat until Q4 um and I think they're going to have to make a cat at that point but I don't think

[00:09:17] we're still gonna see inflation you know getting down to that 2.0 by then I think they're just at the

[00:09:22] point where they're gonna have to start making some cats otherwise it ends up they end up being

[00:09:28] too late like they were before when they were too early so I think that that might what I believe

[00:09:34] will happen is they're gonna say hey we're gonna hold tight until Q4 really kind of see how this

[00:09:39] plays out and then there will be a cutting Q4 I don't think it'll be meaningful and then we'll

[00:09:44] have to see how things kind of play out till next year that's my procrast what would you call the word

[00:09:49] um track and estimation or kind of easy for me to say yeah pronunciation yes that is my pronunciation

[00:09:56] okay I'm gonna take a different tack all right I think I think we're gonna bounce between

[00:10:03] 2.8 and 3.2 and I think that by summer we're gonna see them

[00:10:13] doing the first one of what's probably only 2 this year I think so you think Q3 so the first one will be in Q3

[00:10:22] yep so 1 and Q3 and 1 and Q4 so I think we'll see 2 to 3 not I think the original they said 4 or 5

[00:10:30] I don't think that's gonna happen this year based on where we're at but might at in listen

[00:10:35] where we right uh we're procrastinating yeah yeah we're procrastinating too but that's why

[00:10:44] yeah that's funny no the the the point with that then I'm making and thinking about this is

[00:10:51] I think there is enough of and in this goes kind of back to what I've talked about a lot is

[00:10:57] I I question kind of all of our metrics that we use that we've been using forever

[00:11:03] in the economy and I think at this setting right now is I think the stock market is doing some

[00:11:09] great things although this week hasn't been as you know bullish as some other weeks recently but

[00:11:14] you were setting records and what we look at what's going on with the chip makers and some of the

[00:11:19] technology stocks out there that are happening right now I think there's enough of the economy that's

[00:11:24] feeling this we've talked a lot about this just even over almost two you know year and a half now right

[00:11:29] there's just some pent-up energy there and I think that again what do I know but about economics

[00:11:36] but I think the reality of it is I can see the fed saying okay we're gonna test the water with one

[00:11:43] right and but I would think we would have to be at three or below three certainly not being up you

[00:11:51] where we're at right now three two-range and so forth so that's just my thoughts we'll see what happens

[00:11:56] we'll see what happens yeah so we'll let's let's go into the next article here because I think it's

[00:12:03] kind of relevant to what we're talking about here yep so U.S. small business this is from

[00:12:10] Reuters U.S. small business optimism falls to lowest nine months and they're saying that it's a

[00:12:17] lowest level since May due to continued concerns around inflation right so what's your what's

[00:12:23] your take on that and based upon what we just were you know talking about well I you know I think

[00:12:29] this stuff is interesting right it's the they've historically right been been solid and had you know

[00:12:37] good outlook on things and I think the struggle right now is what you know we mentioned earlier

[00:12:42] right is cost of funds right what is it cost to get money and until we see some of these things happen

[00:12:49] right um the some adjustments to rates and so forth you're gonna have this call it kind of

[00:12:56] waffling right at the small business level um you know it's been solid all along but I think it's

[00:13:04] my struggle with some of this is like how long can we it we use the term oftentimes here on

[00:13:09] this shows simmer right how long can we be simmering and we don't want rapid boil you know like

[00:13:14] evaporating boil and we don't want coal but simmering seems to be you know it's like it's it's no man's

[00:13:22] land I think it's as struggle to be there you know yeah I think if you look at this article right

[00:13:30] and look at some of the data that they were talking about in here what I read from this is that

[00:13:37] and I think about it just even for our own company or in in so forth I think people expected

[00:13:43] almost what we just talked about expected things to be getting better faster and maybe even have

[00:13:49] I did a reduction in price right so reduction in interest in a reduction in price and it's not

[00:13:55] it just keeps dragging on right it just keeps dragging on along the way and yet you know we see it all

[00:14:01] the time right I mean the cost of things especially for people and it depends upon the types of

[00:14:06] people you're looking for the cost of services all of that just keeps going up and up and up and

[00:14:10] up and you know it's obviously a drag on your expenses and it keeps going up so I think that you

[00:14:17] know if you look at that article I think that's what I read into it is it's keeps it keeps

[00:14:23] dragging on longer and so as a result the optimism falls where there is a lot more optimism

[00:14:28] that things are going to be happening faster well I think you're spot on with that and one of

[00:14:33] the things that the article talks about right is you know they've small businesses have felt the

[00:14:38] pinch of higher costs and tighter credit conditions right there's not as much money available

[00:14:44] and it's more costly to get to that impacts the business right as a whole you know the good the good

[00:14:49] news out of that is right the audience that we're addressing here with wholesale distributors and

[00:14:54] manufacturers is you know they have been surging you know the vast majority of our customers and

[00:15:01] the people we talk to day in and day out crazy busy growth opening new branches even you know

[00:15:07] really getting ready for you know the future being more positive I think one of the neat things

[00:15:14] that came out of this are that I really liked and appreciate that of this particular article excuse me

[00:15:19] was the discussion about the labor market easing a little bit from the same survey

[00:15:25] because we've you know heard constantly from our customers and folks had joined us for the show

[00:15:29] regularly and so forth talking about how difficult it is to hire right now and this talked about

[00:15:36] that that was easing slightly and they're having an easier time and attracting and retaining employees

[00:15:41] so that's a that's a positive thing that that came out of that because you know in January

[00:15:48] it was a much higher issue so we've seen some adjustments so far this year for them so

[00:15:53] yep good news let's jump ahead here you know it's interesting we're in our section by the way as a

[00:16:00] reminder if you're listening to the podcast and and not watching us live on YouTube linked in or Facebook

[00:16:07] we we're discussing the newsletter around the Horn of wholesale distribution that goes out every Friday

[00:16:12] and that we have multiple sections that we talk about the economy and supply chain and then we move on

[00:16:18] and we we talk about e-commerce and marketing and AI and technology so we've got these different

[00:16:23] sections so we're still in that first section about supply chain and there's an article that we

[00:16:27] posted this morning from CNBC and it talks about strikes at that east coast and golf port

[00:16:35] ports that are uh port strikes that are looming or potential and it's a big a big deal right

[00:16:42] we've talked about this talked about it east coast and west coast of Canada last year and the west

[00:16:48] coast of the US earlier last year and these are these are big factors you know and again we're here

[00:16:54] each week to talk about things that impact wholesale distribution and manufacturing and part of what

[00:16:59] we've what we've got going on here is the perfect storm kind of brewing right we've got

[00:17:06] the Panama Canal issues that are going on with the lake there being lower because of a drought

[00:17:11] and the Panama Canal's narrower and fewer ships able to get through and it's slower and a big

[00:17:15] backup with it in the article even mentions what's going on is kind of similar to the backup

[00:17:20] that we had during the pandemic at the ports of Los Angeles and LA and then you've got this

[00:17:26] Suez Canal issue which things from Europe are coming through there to get to the east coast so this

[00:17:30] is a big issue yeah it is the perfect storm we talked about last week right some of the things

[00:17:37] in fact with Mike on the call we were talking about just the issues with you know shipping

[00:17:42] and shipping so forth right you know just the like us geopolitical issues and the

[00:17:48] and the drought issues but now you enter in a strike into the equation it seems like you know

[00:17:54] freight shipping or shipping is really going to be a very very perilous way of writing stuff around

[00:18:02] well and what's interesting about this one too is this is all of the east coast and it's

[00:18:07] the golf right so you're it's really kind of talking about from probably the port of Houston

[00:18:13] all the way across through Florida and up towards Canada and that's a really big issue so we've

[00:18:19] already been seeing container prices going up and slowing down in talking to folks here

[00:18:26] and now you've got this potential issue now the contract doesn't expire tell September but

[00:18:33] it's May 17th is the cutoff for the contract negotiations basically so this this could be a pretty

[00:18:39] big deal what if there was potentially a little bit of a silver lining to this is that unlike the west

[00:18:46] coast the west coast bonuses and so forth or typically to for that longshoremen and in the

[00:18:53] west coast it's longshoremen warehouse workers in east coast it's longshoremen is tied to

[00:18:59] hours worked in so forth there's a tie on the east coast contract and golf port and east coast

[00:19:04] contract to the amount of tonnage going through so in the west coast they had some work slow downs

[00:19:12] but not a stopage and the east coast if they have a stopage they're not going to be removing

[00:19:17] as much tonnage and you know there's people here as this article talked about that you know

[00:19:22] are longshoremen that are making 150 to $250,000 a year that's an attractive wage

[00:19:28] and now they're talking about with this contract extension wanting to go I think it was the the

[00:19:34] west coast increase was 32% and this mentioned something about a great lakes

[00:19:42] contract extension that was even higher so these are some powerful job numbers yeah big numbers

[00:19:50] right I think and man maybe I should head up to get in this union head up on Friday afternoon

[00:19:55] and Saturday and Sunday and I'm looking for a good like a moon my job yeah that's right it's

[00:20:01] yeah it's my little my little uh it's right Keith the odors here says I should be a longshoremen

[00:20:07] right uh that's it and and Keith happens to live in Long Beach probably 10 minutes from the port

[00:20:13] so uh that's a great thing I agree you know and but you know it's funny as we talk about this

[00:20:18] which I'm at the east coast right we have people listening from all over the world but you know

[00:20:23] we've been friends our our whole life basically since kindergarten which is funny enough but

[00:20:28] we grew up right on the edge of the port of L.A. in Long Beach and I know quite a few people

[00:20:33] that have gone into that career and I had a job while I was in college working in the port

[00:20:38] and delivering things out to the tanker ships in the harbour and those at anchor in those in

[00:20:42] the harbour at dock and and that was quite an experience to watch that whole world work so big issue

[00:20:50] you know it's just something to be paying attention to whether you're central part of the country

[00:20:54] eastern part of the country we're already seeing freight being somewhat diverted to the west coast

[00:20:59] this talks about so that's how to pay close attention to because back to what we're not going

[00:21:04] right yeah I just could say it goes back to everything is getting more that on-shoring that near-shoring

[00:21:09] yeah having options that are not were dependent upon stuff coming from overseas so well and perfect

[00:21:15] perfect segue man you're getting your approach this as we move into our manufacturing

[00:21:20] distribution segment here right we've got a talk about Schneider electric the French electrical equipment

[00:21:26] you know Schneider is if you're in distribution anything industrial related or building materials

[00:21:33] related you know who Schneider is the biggest and let's say the best because I don't know enough but

[00:21:37] the biggest out there and they're investing $140 million to boosting their US manufacturing operations

[00:21:46] doesn't necessarily mention this tying into on-shoring they have a facility already here in

[00:21:52] Mrs. Irina Tennessee but they're talking about 750 new workers right so one they're going to have

[00:21:59] to go find those people but that's good news and I think that also our pioneer attention is we

[00:22:05] we've had some of the articles to some more about on-shoring because when you look at all this

[00:22:10] port stuff that we talk about each week and last week I think we had an article about just freight

[00:22:15] in general and it is a it's no longer a spot issue right it's now a global issue the article

[00:22:22] I think it was last week we talked about this that it's not an issue about is there a port strike

[00:22:29] you know on the west coast of the east coast or in Canada or whatever it's geopolitical tensions

[00:22:35] with China and Taiwan it's the Russian input on you know of gas and LPG and in the North Sea and so forth

[00:22:45] it's the Suez Canal and geopolitical issues going on in the Middle East it's climate change or

[00:22:51] whatever you want to call that that has this lake drying up in the Panama Canal these are

[00:22:56] issues that are day-to-day issues that are probably no longer going to be ebbying and flowing

[00:23:01] like they have historically they are constantly which you know if you're in the supply chain world

[00:23:06] right and you're working on that and planning and so forth it's your job is probably more important

[00:23:13] than it's ever been yeah all right and we talked about this last week I think you know even

[00:23:20] we've talked a bit even about how AI and so forth can help really optimize what you're doing

[00:23:25] with your supply chain so you understand you know what are the different where are the points of

[00:23:31] failure or potential points of failure what are some contingencies all of that kind of stuff

[00:23:35] I'm sure Schneider you know as big as they are invested a lot in making the decision to decide

[00:23:40] to boost the US operations I'm yep you're interested to know you know all the things that

[00:23:45] we're decided to look at behind the scenes yeah my my guess it was a it was a a broad decision

[00:23:52] it was probably tied to on-shoring it was probably tied to issues in China going on and so forth

[00:23:59] right now and and you pull all of those things together and it starts making sense and you know

[00:24:05] the reality of it is we've talked about this a lot is you know it is nowhere near

[00:24:11] the the financial benefits of manufacturing in China even if you were not factoring in any

[00:24:17] it is geopolitical issues or timeline issues or port issues any of those things it's not the same

[00:24:23] financially manufacturing it when manufacturing moved over and I'm going to say 80s was the big push

[00:24:30] but 70s and so forth as well as we moved so much offshore to China in particular there was no

[00:24:38] middle class in China there's a middle class that's developed now because of this input and in

[00:24:44] fact and prices just keep going up so now as you have prices have gone up for manufacturing in

[00:24:51] China and then you have these supply chain issues shipping issues and and so forth that are going on

[00:24:57] so you start putting all that together and the question is comes is you know not just what are my

[00:25:02] costs or what are my risks yep so in risk and the risk and lead to much higher cost

[00:25:10] well exactly right and you know what I know is on people's mind on tucked people about this

[00:25:15] is that if there's an issue with with China and Taiwan which is a great risk right now

[00:25:22] right other countries are going to get involved with that and getting things out of China might

[00:25:26] be very difficult certainly out of Taiwan right so anyway something we're going to continue

[00:25:31] to pay close attention because we do on an ongoing basis you come here for this type of info and

[00:25:36] we'll give you opinions from at least two of us as you can we will give you some really crappy

[00:25:42] opinions but other than that we're going to give you you know opinions right there worth what you pay

[00:25:47] for but try so good all right well our friends at at Hardy the eating and air-conditioning

[00:25:54] refrigeration distributors international group trade association for those folks which we have a

[00:26:00] lot of customers in the leeds more technologies world in that HVAC and refrigeration world so

[00:26:08] good news right 9% revenue increase in January for their members which is this all it because

[00:26:15] they earlier had been reporting some some falloffs a little bit so it's kind of nice to see this

[00:26:22] I think December was a 7% decline so it's nice to see this kind of bump for that group

[00:26:28] Yeah and it looked like year over years it's pretty flat 0.2% but definitely and again this

[00:26:35] goes back to our early discussion on economy right it's you know obviously I have to 9% increase

[00:26:41] in one month as a lot of additional revenue yeah and again that could just be pent up to man

[00:26:46] from a holiday is you know things not happening during the holiday season or whatever will be

[00:26:51] it's we just see how that continues as we as we move forward. Yep absolutely the

[00:26:58] it's interesting right in in this HVAC kind of world and there's a lot of really large distributors

[00:27:05] here in the US in particular that our HVAC plumbing pipe volunteer and electric we've got

[00:27:14] three or four and and have those as really good the very large ones as leeds more customers

[00:27:20] some more coming on here shortly as our customers and as you know I was a couple of weeks ago

[00:27:25] is on the East Coast and visiting a few of our larger ones and one of our customers it's

[00:27:34] a large very large HVAC distributors visiting in in upstate New York and just great great people

[00:27:41] and to watch the buzz around their business right opening new branches new showrooms and so

[00:27:47] for the just felt really really positive in fact I made a video about it and posted it's a LinkedIn

[00:27:52] and Instagram last week about that is just you can feel when you are on the phone with a lot

[00:27:59] of these organizations they're moving fast and there's good things happening there so even if

[00:28:04] it's kind of a little bit of a hiccup liner you know that we see along the way I should say hiccup

[00:28:09] a more like a heart rate with ups and downs overall there's a nice demand that you can see when

[00:28:15] you're out visiting and talking to these folks yep so good all right shall we scroll into our

[00:28:20] e-commerce and in marketing segment yep so first one here digital commerce 360

[00:28:27] is miss a surprise customer experience has everything in e-commerce 80 per 86% of B2B retail buyers

[00:28:35] are willing to switch suppliers if the B2B web store offers a better experience again we've talked

[00:28:41] about this before well get more and more important every day right yeah and we obviously you know

[00:28:49] there wasn't a tremendous amount of details in this article but you know things that we've

[00:28:53] touched on before yeah you think about omnipresence right what is experience experience has a lot of

[00:28:58] different things as personalization it's omnipresent or omnibying opportunities omnichannel

[00:29:04] and what you're doing you know there's a number of variables that go into that and I think the bar

[00:29:09] is going to continue there's an area where I think AI is really going to as AI gets more solid

[00:29:15] and more reliable is really really going to make a big difference because somebody who can really

[00:29:21] have that conversational AI experience that isn't hallucinating or you have been bad data like

[00:29:27] some of the airlines did or whatever I think it really will make a expectation of experience to another

[00:29:35] I think you're on with that you know what I mean it's kind of that we think about you know what

[00:29:42] what is experience right and they talk a little bit about that you know in here they're looking

[00:29:48] for accurate delivery time and information accurate pricing information accurate stock love

[00:29:54] levels and it said that they one of the challenges they have is lack of product information

[00:30:00] you know and I know a number that both of buying groups and trade associations are working really hard to

[00:30:05] get unified you know product information management tools out there the the pins that are out there

[00:30:11] for a software standpoint that work on these things but it's interesting you know and we've got

[00:30:16] another article I'll talk about in a few minutes related to a large electrical distributor the good folks

[00:30:22] at state electric in their experience but I kind of was thinking about this one if wanted to

[00:30:28] get your take a little bit on this you know and I haven't this will surprise you I haven't

[00:30:34] developed an opinion on this fully yet but it kind of wondering right as we and we talk about

[00:30:39] e-commerce every week at some level I just was a travel last last month to a e-commerce and marketing

[00:30:47] event in San Antonio that affiliated distributors put on for their members a great event talked to a

[00:30:54] lot of people there and I guess where I'm kind of struggling is am I in my in my

[00:31:00] and better shape because if I'm a wholesale distributor because I adopted an e-commerce strategy two

[00:31:06] years ago but I'm struggling with some of these issues right my content keeping pricing up to date

[00:31:13] because of my connections and so forth you know maybe I have maybe some of that not as advanced

[00:31:21] software solutions you know put a little plug in for our friends it optimizely and there e-commerce

[00:31:28] solutions that we've just partnered with at Leeds Smart we're excited about that and maybe

[00:31:33] there maybe there are a little bit behind the curve and now they're struggling to have to go fix all

[00:31:38] of these things and my better off being that guy or my better off being the person that is taking

[00:31:43] advantage of all the advanced tools the research has been available some of the AI tools that

[00:31:48] are available and just going into e-commerce i mean just start out with the commerce i mean just starting

[00:31:53] with the commerce just starting with e-commerce versus having been in it for a while yeah no I

[00:31:58] well yeah so I think there's definitely first of all I don't even like the word e-commerce I think

[00:32:03] there is there is the buying whatever we want to call it whether digital or analog right there's

[00:32:09] the buying experience yeah and I think those become there's there's those lines are getting grayer

[00:32:17] between them but that said if we call it e-commerce I do believe yes there is an e-commerce

[00:32:22] 2.0 that we're in to right now that is looking I think this ties into the next article we're going

[00:32:28] to talk about e-com 2.0 is very different than e-com 1.0 in terms of that experience in terms

[00:32:34] of the technology in terms of you know how it's again just the different capabilities that are going

[00:32:42] to be there I do think that there's unfortunately a lot of people that have done e-com 1.0 that

[00:32:49] all to a large degree have to throw the baby out with the bath water and really upgrade it's

[00:32:54] not just hey I'm going to patch this and patch that they're just not going to have the architecture

[00:32:58] of the infrastructure necessarily to accomplish what they need to but you know again everybody's

[00:33:04] different right everybody's done things at a different time and different technologies and

[00:33:08] different platforms and so forth so by no means is that a one-size-fits-all but yeah I do think

[00:33:13] there is a definitely a new generation here and what I would recommend is be deliberate right now

[00:33:20] because I think a lot of the AI things that are available now are going to be very different than

[00:33:25] what are available and even six months nine months 12 months yeah so I think that's the challenge

[00:33:31] is being a bit deliberate between those things because we haven't seen some of the things that

[00:33:37] are going to be possible with the AI side but yeah I think there's very much a new generation

[00:33:42] here that's yep so it's a it's a kind of an interesting place to be and I think you're right about

[00:33:49] it the the interesting thing they just was going through my mind you know I'm going to make

[00:33:54] a broad statement that's maybe a little too broad but you know sometimes you look at your

[00:34:00] some of your legacy technology right and I'll just use ERP's the simplest one right is

[00:34:06] it's not that it's set it and forget it right you've got your IT teams are managing there's

[00:34:10] updates or patches whatever it might be um if you've got a CRM or customer intelligence solution

[00:34:16] you're always working in the updates with that but e-commerce is super dynamic right it's changing

[00:34:23] constantly buyers are adjusting there's new tools that are coming into it it seems like

[00:34:29] e-commerce specifically in the technology side of it and then maintaining you know all of the

[00:34:35] connections and so forth might be a little bit more challenging for folks who are used to having

[00:34:39] kind of a set it and forget it and you know we have the same ERP system we've had for you know 14

[00:34:46] years or whatever it might be yeah I mean and when you went to the show the e-commerce show a

[00:34:52] cup like I suppose last month who month before come on you see yeah are you seen where you

[00:34:58] seen titles of like a chief buying officer or a chief you know commerce officer thing

[00:35:04] things like that and all are seeing that in some other industries where it's it's a full time

[00:35:10] strategic role it's not even an IT role it's a full-time strategic role on that buyer experience

[00:35:16] I think what we see that's a great question Tom I think what we see a lot of is

[00:35:20] and I've seen this I've been in a event three years in a row now and in fact interesting enough

[00:35:28] them this particular e-commerce event that affiliated distributors posted it was the first very

[00:35:34] first event I went to it wasn't even post-COVID I was actually kind of uncomfortable even going to an event

[00:35:42] yet you know we had the different colored landyards based upon you know with could somebody you know

[00:35:47] keep their distance was red and all these difference what you were you know the landyards of

[00:35:52] what you were willing to for your bat land your bat a batch landyards for what you were willing to

[00:35:57] engage with people but what I've seen the changes you'll see in a lot more of a director level

[00:36:07] you come director and so forth digital experience and it's been so much of that a digital

[00:36:12] director and then there are a handful in fact trying to get him to come join us on the show

[00:36:18] sometimes soon is at to go to supply you know massive HVAC plumbing electrical distributor in the

[00:36:27] north central part of the country and their president CEO has been on this show with us before

[00:36:33] and they've recently hired a chief digital officer where all of those things kind of fall underneath

[00:36:39] and I think that's in this again this is just one guy's thoughts but um that's what I think will

[00:36:45] probably see more of is a chief digital officer that's going to be responsible for e-commerce AI

[00:36:52] and what I'm seeing is that digital term it starts falling into where we fit because of the AI tools

[00:37:01] and so forth built into leads more channel cloud our our product is it we're fitting more into

[00:37:07] that world than maybe an IT world um I know what some of these companies are doing is they've got you

[00:37:13] know a chief digital officer and chief information officer as well or CTO and you know

[00:37:21] CDO in that setting so I think that's kind of where we're headed but to your question is I've only seen it

[00:37:27] where somebody has the C level position a couple of times okay yeah no I think I mean that way

[00:37:35] I mean there's you know IT right his historically been very technology focused

[00:37:40] sure and technology being you know transactional right we have systems that do a transactions

[00:37:47] when you start looking at your technology solution from the eye of the buyer first or your partner

[00:37:54] or whatever whoever your your your stakeholder goes way beyond an internal employee right a lot of

[00:38:00] IT was all built around building systems for internal employees but now if you look beyond the

[00:38:05] instruction figure right customer facing partner facing all of that which is what this is happening right

[00:38:11] as the technology the the driver of the technology is outside of your organization versus inside

[00:38:18] your organization exactly having that strategic view from the buyer perspective is I think essential

[00:38:24] because an IT person and generally isn't going to have that same depth of understanding of the

[00:38:31] buyer there are more understanding the technology not the buyer and the user themselves so I think it's

[00:38:36] kind of be a very important role well those are good points Tom you know and I think before we jump

[00:38:41] ahead on that it's good to discuss right and you brought this you talk about this a lot in your book

[00:38:47] that you wrote in the revenue zone and and we talked we've talked about it forever and you know

[00:38:52] in the conversations we have with customers we talk about this all the time right is is the buyer is

[00:38:58] changing right every day what's the most recent percentage you've seen a BTV buyers being millennials

[00:39:05] a big 60 60 60 60 yeah 60% yeah and so that's just going to keep changing right so guys like us

[00:39:14] you know we're approaching I guess we're approaching and we're not there but approaching those ages

[00:39:19] and people are starting to retire and we've got younger people coming they're expecting a different

[00:39:25] experience I'll quote our friend Ian Heller from Distribution Strategy Group that was on the show

[00:39:31] as well back he said and I absolutely love this phrase right wholesale distribution needs to meet the

[00:39:39] buyer where the buyer wants to buy and it's irrelevant what you think or what you want right you need

[00:39:47] to meet the buyer where the buyer wants to buy and what the buyer is now doing is saying

[00:39:51] I want a different experience I say this all the time right that you know you're I am holding

[00:39:57] up my cell phone right that that buyer be to be buyer is coming up through the ranks in at the

[00:40:04] auto planter at the construction company or whatever it might be that guy probably took his girlfriend

[00:40:12] to out to dinner or to a concert in an Uber the night before and could have ordered door-dash

[00:40:18] delivered to the office from his phone that says has experience is different so we need to meet them

[00:40:24] in that place uh and what wholesale distribution is going to have to catch up with and frankly

[00:40:29] is I'll suggest this as well with manufacturers what manufacturers have to be thinking is what's

[00:40:34] the digital experience that distributors want right uh with them as well and so you start putting

[00:40:41] those two pieces together as we've got to keep expanding making these things seamless and frictionless

[00:40:47] for these buyers because what we see the most of right now and you know this is back to

[00:40:54] to the folks get distribution strategy you can browse listed in one of their podcasts the other day

[00:40:59] and you know they were talking about attribution and you know because a lot of people will

[00:41:05] comment about well you know i'm trying to figure out exactly how many purchase orders were placed

[00:41:11] you know online and that's not appropriate attribution for your digital journey right or your

[00:41:18] digital options that you share with your customers right what you really want to be looking at

[00:41:23] is thinking about you know even surveying customers in this setting is with the idea that says hey

[00:41:28] you know what when you purchase from us what role does our website play and and what most people will

[00:41:36] find is that you know the vast majority of people are starting to say i did research on your website

[00:41:41] or maybe i built my order and so forth and I think where we're going to migrate out of right

[00:41:45] now is what people are seeing is people are building orders online and saying go ahead and ship this

[00:41:51] to me or my guys are going to go pick it up but that digital transition to e-commerce being much

[00:41:58] deeper of what the people are literally ready to click the buy button at that b2b buyer is going

[00:42:05] to continue to expand yep and just i guess to kind of wrap up right what we just said here 80

[00:42:10] percent of buyers are willing to switch suppliers if they offer a better experience so

[00:42:17] you may have discounts you may already have pre-existing you know peos and things

[00:42:22] and contracts with the buyer but yet what it's saying here is regardless of that if you're

[00:42:26] experience is not great i'm still willing to look this way so anyway let's let's jump yeah we

[00:42:33] got still got a few more. Yeah it was kind of ties into that second article right about state electric

[00:42:37] and uh and their digital commerce article that we've got in there great folks there you know the kind

[00:42:43] of ties right in right with they're really working on doing is you know keeping up with what the buyers

[00:42:49] the last thing i'll make the comment on this is Ryan Ramsby that from state uh and there's

[00:42:55] great folks over there have had number conversations with them you know he made a comment about

[00:42:59] their internal structure as well is that they had a struggle with sales people being uncomfortable

[00:43:06] it's stuff being available online and am I going to get commissions and this internal adoption

[00:43:11] and has it in c.m. amongst some of the stakeholders so i think you know that goes ties back to

[00:43:16] how we message in general to our people what is all this mean so yeah good points there okay let's

[00:43:22] go ahead do uh technology cybersecurity and AI yeah hey can I tell you real quick um way off base here but

[00:43:32] you know just as it hit me with as we as i look at the newsletter here which i'm at cyber and

[00:43:37] technology and AI in the segment of the newsletter and and yesterday i saw uh only for the second time

[00:43:44] i saw a Tesla cyber truck you see any of those on the road yet i have not no no kind of there ugly

[00:43:53] i don't know why somebody would spend that kind of money but other than the look cool but yeah i've

[00:43:57] seen two of them now in the last 10 days uh i haven't seen them yeah so anyways that just caught me

[00:44:04] cyber trucks ugly my my book got my mine record now so all right so hey but it's an important

[00:44:10] thing's stressburg uh Austria i'm sorry stressburg frames um is uh right on the the border of

[00:44:19] the black forest with Germany is um big meeting this week the uh european unions group that was

[00:44:28] working on artificial intelligence rules have met they've got a provisional agreement in place

[00:44:35] that looks like it is going to become legislation within the EU starting very quickly

[00:44:41] what are your takes on that is our resident AI expert good morning Brandon just joined us as

[00:44:46] well thanks for having me with this Brandon not not to worry that you're late because

[00:44:51] because of my LinkedIn ineptitude um i think we're late because of the times on so i'm glad you found us

[00:44:58] so nine and forty four Pacific time so we're happy that anybody knows this yeah that's right but um

[00:45:06] i haven't read all the details of this you know i know it's based on what they did before or what

[00:45:10] some of the things that they had done before so i assume it's going to be

[00:45:15] not radically different than you know more details or whatever i still say the same thing that i said

[00:45:21] before um i think it's hard to legislate something that is so rapidly changing a lot of this

[00:45:28] focus is on the building large models but if you look at where a lot of the model building is going

[00:45:36] is open source and i don't know how you regulate open source because you're not really

[00:45:44] it's it's not there's not like you know one neck to choke so to speak it's like how do you

[00:45:49] actually you know manage and do some of these things so i think there's a lot of

[00:45:54] first why i think it's good i think it's good to get some guidelines down on paper i think

[00:45:59] it's good that we're looking at it i don't know practically from a from a rule or a lot

[00:46:06] perspective how practical this is going to be or even enforceable so that we're going to have to

[00:46:12] see but the time i've said this before i just don't things are changing so quickly and it's

[00:46:17] i'm in the technology changing it's just if you look at the in the beginning you know when open a i and

[00:46:23] chat GPT came out right it was one big model and it was owned by open a i and you have models that are owned by google

[00:46:29] and there's actually a lot of conversation even with open a i and a lot of push to make what they're doing open source

[00:46:35] so there's a lot of things happening in the dynamics here that i'm not sure are going to reflect in

[00:46:41] these legislations but i guess i think it's a good start

[00:46:44] we're good so i've got a take on this as well i'm very happy to see this you know i i think there's

[00:46:52] a you hear sometimes the phrase it says we're in the you know the wild west of AI right and what

[00:47:01] was needed during the wild west you need it a sheriff and i think what this does is just as

[00:47:08] a nice job of laying some groundwork i would argue for one second what you're saying about all these

[00:47:13] eight open source pieces and so forth what they're doing here though is they're saying hey you know what

[00:47:19] if you're chat GPT and you choose to make this open source you are accountable for this and so i think

[00:47:26] what they're really trying to do is put some level of accountability and this is really not

[00:47:31] stifling i think what's what's interesting might take on it is you know and i've watched this

[00:47:36] read a lot of this says as this came together it's they put something fairly rock solid and we talked

[00:47:41] about this in number months ago and they were you know first kind of gave the outline of what

[00:47:46] this was going to look like um and then we came out with this you know i think it was actually

[00:47:52] even the week before uh outcomes uh i'm just going to call it milk toast uh what did it what was

[00:47:59] what what did the White House come out with a presidential guidance or yeah i was also something

[00:48:03] I don't remember but i know i could no teeth behind it really other than i mean you you could still

[00:48:09] and i've always looked at i'm going to go back to my days and you know safety equipment sale

[00:48:14] right you know uh if you have any type of guidance out there that is an industry standard

[00:48:19] you better be ready to defend yourself against that if you get to court doesn't matter if it's a

[00:48:24] law or not um but i think what they're trying to do here in the the EU is really set some guidelines

[00:48:30] and as they talk about it you know here is that by the way uh 523 EU lawmakers voted in favor of

[00:48:39] this and only 46 were against it right so what they're talking about is um you'll real time

[00:48:47] biometrics surveillance how those things are being used uh certain specific crimes they're trying to

[00:48:53] prevent uh genuine threats such as terror attacks um and how these pieces are used out there but i

[00:49:00] think what we're seeing is and i i believe and we will see if this proves out or not i think we're

[00:49:05] going to see in the this article that we posted here references that there's you know this is probably

[00:49:11] now the baseline moving forward for other nations to follow but but i think what this does is if

[00:49:19] i mean if i think of the first thing came to my mind is i was looking at this article was

[00:49:23] you know what does this mean to leave some more technology so right we're the two co-founders

[00:49:27] of a technology company that use AI um but i think what this does is it draws kind of a line in

[00:49:33] the sand that says okay you know what to your point about open source and what does all this mean is

[00:49:40] they're shifting that responsibility that says we're putting a line in the sand of some expectations

[00:49:46] and now you as an industry that's developing all of this technology you should be taking that into

[00:49:51] account in your development right and it's as simple as having a you know an antsy standard for

[00:49:59] a piece of safety equipment or a uh a nia standard for health care or whatever it might be there

[00:50:05] is something that when we're developing technology to we're trying to stay within those bounds

[00:50:11] and maybe those boundaries change but i think it's probably good to have some boundaries in place

[00:50:15] well i got so i think it's good i don't have any issue with the taking the thing on there it'll

[00:50:20] be interesting to see the practicality of it and especially when you go from to something that's

[00:50:26] actually law right how you abide with those practicalities and so forth so yeah um i guess i

[00:50:33] haven't dug into all the details of it but the first glance that was my my thoughts i certainly

[00:50:37] agree that having something there is is a good thing to have some guidelines some some

[00:50:42] strides so the interesting thing the interesting thing is this is turn out messing around right

[00:50:47] it finds on this red we go from seven and a half million euros on the low end to one and a half

[00:50:53] times your annual turnover of your company or seven percent of global turnover uh crazy yeah oh no

[00:51:04] you don't want to be you don't want to be met or Google and get sideways on this no right so that's

[00:51:11] it'll be interesting but to see my assumption is we're going to see probably fairly quickly um

[00:51:17] you know other other nations follow and then probably some more teeth behind what we see here in the

[00:51:23] US so yeah and again i guess i haven't read it but generally when you get these large legislations

[00:51:29] so a lot of times the large incumbents have influenced it and at a lot of times or it is in

[00:51:36] their favor the Google's the Facebook's those types of people like i said i don't know i haven't

[00:51:40] dug into enough to see but a lot of times they have a lot of influence on what's put in there and

[00:51:47] sometimes in it it affects more the little guys than than the big guys when you get these big

[00:51:51] legislation that's better there yep so absolutely absolutely all right we can kind of slide on here

[00:51:57] you know before we jump ahead too far then too fast the time just i need to do my typical midway

[00:52:03] reminder and we're coming down to the end of the show but if you're listening to us uh on our podcast

[00:52:08] Amazon or pods uh Spotify Apple Podcasts wherever it might be we're here each week at 90

[00:52:16] I'm Pacific time Tom Burton and Kevin Brown we review a new letter that we send out every week

[00:52:23] all around the horn and wholesale distribution and manufacturing if you don't get that newsletter

[00:52:27] and you would like to two simple ways to get that go to our website for the podcast which is called

[00:52:33] www.aroundthehorn pod.com around the horn pod.com or a simple email at helloatleadsmarttech.com

[00:52:42] we'll get you that newsletter out it gets out to about 8000 people each week now and we have that list

[00:52:48] growing every week and so it's a real positive thing out there so if you'd like it let us know

[00:52:54] but you're not seeing the screen that we're showing these articles on and we have different segments

[00:52:58] this takes this kind of into the segment here about uh our sales and m&a segment we just posted one

[00:53:04] article there this week about imperial date which is a large janitorial supply and mros supply company

[00:53:12] having done an acquisition this week of another large maintenance supply company in New York City

[00:53:17] we try and kind of keep up on those the m&a activities we share those both here in this particular

[00:53:22] segment and also in our industry scottled about segments so good good for the folks at imperial date

[00:53:28] if we jump time into our people and leadership segments which is new work to the newsletter we just added

[00:53:33] that in in the middle of January it's kind of a good article here about it says one for all an

[00:53:40] all for one about loss and products who's a large industrial distributor Chicago based company

[00:53:46] and there's a good article there with their chief of HR and talking about really trying to get

[00:53:52] the solid message around the entire company about what they do what they bring to their customers

[00:53:59] and really get an understanding of the business and I see this so often you know or throughout

[00:54:05] my career is you know and even in my travels recently I've kind of seen this with some

[00:54:11] of the groups that I've met with is you know you've got a group over here whether it's IT or it's HR

[00:54:17] or it's whoever it might be they don't understand the full impact of their company necessarily

[00:54:24] or they don't understand all aspects of their company even what some of their other departments do

[00:54:30] and they just said this was a nice thing about the work that you know in loss and has nine hundred

[00:54:35] sales reps about trying to bring all aspects of the company together so everybody's behind it

[00:54:41] and yes telling you mentioning this to you and some of our team a while back is what some

[00:54:46] one of the things I want to start doing is we bring new hires into our company it leads more

[00:54:50] technologies is everything that we do is about supporting manufacturers and wholesale distributors

[00:54:57] so you start working with us you're going to go out and probably spend a day in a truck

[00:55:03] with a building material salesman or a pipe valve and fitting salesman and really see

[00:55:08] right what they're doing and how they how they use our products so I really enjoyed that article

[00:55:14] about the what loss and products is doing so good on your loss and whatever has got one that

[00:55:19] does take one real quick thing on that is that we I see this and dealing with our customers is

[00:55:26] every day I think I'm seeing that our customers are looking to have a much better

[00:55:31] not just the understanding of the products they sell or who their customers are but

[00:55:35] what are the customers behavior what are they buying what are they not buying what could they

[00:55:40] be buying and not just so much on how do I sell more but how do I again goes back to experience right

[00:55:46] how do I provide a better experience how do I provide better service so really getting that depth

[00:55:52] of understanding is I'm seeing you know companies having more more attention on that all the time

[00:55:58] yeah great great point totally agree with that what's going to jump into our industry

[00:56:02] scout about section we do each week um three m with a new CEO coming in which is uh was good news

[00:56:09] according to stock market and so that was kind of interesting to see new gentleman there bill brown must

[00:56:17] be solid with a name like that must name a brown but 7% jump in their stock on the day that it

[00:56:22] was announced pretty solid and he's not an industry insider he's a technology guy that's coming

[00:56:28] into to run this organization so it's kind of interesting to see this external person come in we've

[00:56:35] got a regular group of people from three m that join us on the show each week and we see them

[00:56:42] it shows an events and good company has had some some challenges from some tough lawsuits

[00:56:49] in the last year or so but uh good to see that and obviously it was very encouraging to Wall Street

[00:56:56] to see the new CEO coming in. Good quick update there regarding sonopar another uh French large

[00:57:05] French distributor with some very significant growth in their income so that good to see them

[00:57:11] 13 acquisitions last year wait there is no shortage of cash out there to do acquisitions is there

[00:57:19] no even with a higher interest rates and some of that the private equity and uh m and m

[00:57:25] markets still seems to be quite robust yep that's interesting and then the last part of our

[00:57:30] industry scuttle but this week last week as our guest we had the CEO of ARG industrial uh Mike

[00:57:37] Mortensen was with us for pre-shaving Mike with us Mike actually announced this news piece that

[00:57:42] we have on last week's show but they're marketing managers sent me the press release and so

[00:57:48] we we threw it in there as well that ARG just opened their 13th branch and I know so good for them

[00:57:54] there specific northwest and Alaska good solid people they're so appreciative of them and

[00:57:59] congratulations to them on that as well so last uh last and certainly not least is an article

[00:58:07] that was written its public was published uh distribution strategy groups website by our friend Brian Hopkins

[00:58:14] Brian's with us most weeks find gentleman and he wrote a great article about how to redefine

[00:58:21] leadership for a customer obsessed air era era did you get a chance to look to that very closely

[00:58:28] he'd be some really good points no I didn't and so what were some of the key highlights just

[00:58:32] real quick well you know he he his focus was on you know leadership taking a focus on commitment

[00:58:40] to being customer centric in organizations and I think you know what we've seen over the years

[00:58:45] over and over again is it's we do business this way right and we've done it this way for 75 years

[00:58:54] or whatever it might be and I think what comes out of that is uh sometimes a mindset that needs to

[00:59:00] be changes we you know we spend so much time earlier today we talk about it all the time

[00:59:04] about changing buyers is that we need to move out of that area and that mindset and we can talk

[00:59:11] about it right and Brian mentions this in here as well you know we can we can talk about that

[00:59:16] but what are we really doing it right so about changing that focus within our organization

[00:59:22] so move throughout the organization and it's not just with you know you used to turn we were

[00:59:27] we did our yearly revealing in January for our company and you were we were looking at our

[00:59:34] core values uh as an EOS operating company we need to stick really close with that we look at

[00:59:39] those every year and you had made a comment about wanting to make sure that nothing in our core

[00:59:44] values was a platitude right or just it's nice that would look nice up on the wall or you know

[00:59:49] our mission statement or whatever it is it's so so often doesn't go through an organization

[00:59:54] and there was a lot of that type of discussion and so you know he was talking about you made a

[00:59:59] couple of key points about executives you know visiting your locations uh seeing how customer experiences

[01:00:06] first hint both for your customer and for your employees and uh just talking about town halls

[01:00:14] talking about shadow a customer where leaders and team members spend a day working with customers going

[01:00:19] out and visiting with them more and getting into it all layers the organization he is a good

[01:00:23] example um from uh Brian's a former Ranger executive and uh very strong background experience he just

[01:00:30] joined a DSG and and I'd consider Brian a friend uh but he uses an example of when Granger

[01:00:39] instituted in the early 2000s I remember because I was at Granger probably monthly then as a vendor

[01:00:45] at their corporate headquarters of when they implemented their SAP program and uh when they shifted

[01:00:51] into the SAP is their ERP program and it was it was hard and I remember back there and seeing you know

[01:00:59] more call more rooms I guess of you know 50 75 people that were in there trying to sort

[01:01:04] through this stuff but he talked about uh at the time the Granger's present Mike Pulick met Mike a few

[01:01:10] different times and about him going out to branches and seeing how it was impacting people there

[01:01:15] so we tend to sometimes get wrapped up in the idea of you know this is how we do things and what we

[01:01:22] need to be thinking about is this is how our customer wants to do. So everything we've talked about

[01:01:27] today right it's a good way to put up on some of the things where so yeah I will definitely take

[01:01:31] a closer look at that. Yeah that was in our good read segment and it's a good read so

[01:01:38] very good so uh appreciate Brandon's comment their leadership behavior is so important

[01:01:44] what they do is more impactful than just what they say and Brandon you're the father of five right

[01:01:50] think that's right good friend of our company in the show and and we do some good work together

[01:01:57] and that's something I told specifically my youngest is growing up in I have three steps

[01:02:03] and says you know and and I've said forever as you know watch what I do and what others do

[01:02:10] more than what they say and I think that's a great thought to leave our show on today Brandon

[01:02:16] you can drop the mic for us on that because watch what they do so good stuff okay.

[01:02:24] Thanks everybody appreciate sorry for I apologize for our LinkedIn time zone issue we will

[01:02:31] definitely correct that for future weeks so that we don't get canceled by LinkedIn at the last minute

[01:02:36] so yeah yep good news well we've got the recording those you listed on the podcast thank you

[01:02:41] those with live I think we still have a lot more people we might have thought with us live today

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[01:03:22] Kevin Brown go found his leads more technologies wishing you a great weekend be kind

[01:03:30] enjoy be safe do good things I've got a weekend thanks everyone

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