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# Miller Ingenuity CEO Steve Blue
- URL: https://www.ceo.com/episodes/miller-ingenuity-ceo-steve-blue/
- Published: 2025-06-12T10:01:37.000Z
- Updated: 2026-08-30T02:24:48.000Z
- Description: Steve Blue has run Miller Ingenuity for 26 years and says he has grown EBITDA more than sevenfold without outside capital.
- Author: Clint Betts

# Cash is King

For seven years early in his career, Steve Blue worked at a company that, some weeks, had to choose between paying the utility bill and making payroll. He was a divisional general manager. His boss, the president, liked to take the leadership team off-site with consultants to talk about the five-year strategic plan.

"I'm thinking, are you flipping kidding me?" Blue said on the CEO.com Podcast. He has a theory about why executives do that. In a turnaround, the present is ugly, and the plan is a happy place. Nobody writes a strategic plan that says the company will be broke in five years.

He got out of that job when he was offered another one he didn't want. A headhunter called about a small manufacturer in Winona, Minnesota, a river town on the Mississippi. Blue turned it down. The company hired someone else, fired him in three months, and called Blue back. This time he said yes, on a principle he still holds: when you get a shot at being a CEO, you take it, wherever it is and however complicated.

That was 26 years ago. He has run [Miller Ingenuity](https://www.milleringenuity.com/?ref=ceo.com) ever since.

The company was [founded in 1947 as Miller Felpax](https://www.winonapost.com/news/winona-manufacturer-miller-ingenuity-marks-75-years/article%5F67823a9a-f49f-11ec-a49a-eb9b89a2df68.html?ref=ceo.com) by Rudy Miller, who invented a felt wick lubricator for locomotive axles. It still makes that part at 1155 East Eighth Street, along with springs, truck kits, radio panels, and the rest of a locomotive parts catalog. Its defining product now is [ZoneGuard](https://www.milleringenuity.com/roadway-worker-protection/?ref=ceo.com), an electronic system that warns track crews when a train is coming into their work zone. Transit agencies in [San Diego, San Francisco, and the Bay Area](https://www.sdmts.com/sites/default/files/2020-12-10%5Fboard%5F-%5Fada%5Fsave%5Fas%5F1.pdf?ref=ceo.com) took on the portable version, and the fixed system went in first on the [Maryland Transit Administration's Baltimore light rail](https://www.masstransitmag.com/rail/press-release/12379777/miller-ingenuity-miller-ingenuity-to-equip-maryland-transit-administration-with-zoneguard-roadway-worker-protection-system?ref=ceo.com). The company sells in more than 100 countries. A 2020 filing with San Diego's transit board put it at 45 employees in a 75,000-square-foot plant.

Blue says EBITDA has grown more than seven times on his watch, without outside capital. He remembers borrowing about $800,000 once for a small acquisition, and only because the company chose to. Miller Ingenuity is private, so the numbers are his. But the discipline behind them matches everything else he says.

"If you work for a big multinational corporation, a Fortune 500 company, which I have, they like play with monopoly money," he said. "They don't have to worry about, am I going to make the payroll this week?" At Miller, growth came one step at a time, each step funded by the last.

The same instinct shaped his response to tariffs. When the news started moving, his board called to ask what he was going to do. Nothing, he told them, until there was something to do something about. Shipments from China sat at the port because he would not take delivery at a cost he did not know. The company had roughly a year of inventory bought at old prices, which gave him room. His team worked out what it would do under each scenario, A through G, and waited. Now there is a 90-day window of cost certainty, and they will probably pull orders forward. What happens after that, he says, nobody knows.

"It's always a mistake, especially for a CEO, to react to something when you don't know what's going to happen."

The way he runs the inside of the company follows the same logic. Everyone in the building gets paid on one number: operating profit against the annual budget. Hit it, and everyone gets an incentive. Miss it, and nobody does, Blue included. Every employee gets a daily orders report. Every month the whole company knows where it stands. He has heard every argument for why this cannot work and finds none persuasive.

One December, years ago, the company was in danger of missing budget. A man on the factory floor stopped Blue and asked whether there was anything he could do to help. "Imagine that a guy in the factory cares about profit," Blue said. "Well, it's not because of philanthropy. It's because he's got money getting in his pocket if we hit the number and he doesn't if we don't."

Getting to that floor took most of a decade. When Blue arrived, wages were below market and, in his telling, nobody moved much. "I can smell a bad factory," he said. He raised pay and told the workforce that higher wages came with higher expectations. Within five years the entire factory had turned over. "Every single one," he said, "because neither one of them wanted to do and be what we wanted them to do and be." Today there are no supervisors on the floor. Workers see what has to ship, pull their own inventory, and build it. When the factory hires, the people who will work next to the candidate do the interviewing and make the call. Blue knows what the lawyers think about that.

He knows culture used to make CEOs' eyes glaze over. He thinks it is the only place to start, and that it takes years, not the six months most chief executives budget for it. Values first, then every process rebuilt to match them. He points to companies that preach teamwork and then grade only individuals, or tell the plant manager the job is done when the product goes out the back door. At Miller, the quality problem gets fixed upstream, because the quality manager and the plant manager are paid on the same number.

On the sales side, he is just as blunt. He hates trade shows because no one, including his own salespeople, can show him the return. His solution isn't to skip them, but to work them differently. "We have the most attractive girl you will ever find," he said. "She goes out and gets him. Brings him into the booth." The prospect sits in a director's chair, gets a glass of water and a three-minute pitch on an iPad, then the salesman takes over. Afterward, if the customer is willing, the company films a testimonial on the spot. Do what your competitors do, Blue says, and you get what they get.

He is also firm about robots, which the factory has used for years. His rule is that nobody loses a job to one; the company just does not make the next two hires. He says employees have to believe that, and he acknowledges a bad enough recession could test it. On AI, the easy uses are in place, in customer service and order forecasting. The hard one is new product development, where most launches fail, and the manufacturer that uses AI to fail less will bury the ones that do not. He does not claim to have solved that.

The rest of the picture is a company that spends real money on Winona. Employees run an [annual giving campaign](https://www.milleringenuity.com/news/miller-ingenuity-gives-back-through-annual-employee-charitable-giving-campaign/?ref=ceo.com) and pick the recipients by survey. Blue is the first [CEO in Residence at Winona State University's College of Business](https://news.winona.edu/10858/steven-blue-named-ceo-in-residence-at-wsu/?ref=ceo.com). He says the company owes the town it makes its living in, and he also says, without embarrassment, that it is why he never has trouble hiring while paying less than the top of the market.

Blue did not say which flood took his employee's house. The one everyone in Winona County remembers came in [August 2007](https://www.dnr.state.mn.us/climate/journal/ff070820.html?ref=ceo.com), when more than 20 inches of rain fell in places over three days, seven people died, and hundreds of homes and businesses were damaged. Whenever it was, the company golf outing was coming up. A day off, free golf, hamburgers, liquor. The employees asked Blue if they could give it up and have the money go to the man who had lost his home. He said yes. He says he would have paid either way, but that was not the point.

He has never been chairman, but he has led the board long enough to be the de facto one. It meets once a quarter for about 90 minutes. He learned board management by getting his knuckles slapped. He calls himself a control freak and says his early mistakes were about keeping directors out of things he thought were his. What he settled on is a set of lines: he cannot buy a company or sell a major product line without approval, and inside an approved budget he does what he wants. "If the board gets their fingers in your pie and they screw something up big time, they're not going to blame themselves," he said. "They're going to blame you, Mr. CEO."

He has written six books. The newest, *Unlocking Success*, is his second with Jack Canfield of the Chicken Soup for the Soul series; it lays out culture, then creativity, then marketing, in that order. His favorite book is Tony Robbins' *Unleash the Power Within*. He has firewalked three times and been to the expensive seminars, and after one of Robbins' longevity books he went to specialist doctors and got every test known to man and ended up on 25 supplements a day, which he now thinks was taking it a bit far.

Every CEO.com Podcast episode ends with the same question: who gave you a chance?

Blue's answer was the president he complained about at the start, the one with the five-year plans. Thirty years ago, Blue worked in human resources at Allen-Bradley, and he came to hate telling line managers how to run their people. When he interviewed for an HR job at the company he would later run, the union was hostile and a new contract had to be negotiated. He took the job on one condition. If he cleaned it up, he wanted a line job. The president, whom Blue calls Stu, agreed.

```chapters
00:00:00 Introduction and Overview of Miller Ingenuity
00:02:34 Driving Growth and Culture Change
00:04:36 Building and Sustaining a Killer Culture
00:11:26 Aligning the Organization on Profit
00:18:10 Managing the Board of Directors
00:24:46 Strategic Planning and Cash Management
00:29:33 Unlocking Success with Jack Canfield
00:32:21 Integrating AI and Robotics in Manufacturing
```

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changes<00:02:42.560> that<00:02:42.800> had<00:02:42.959> to<00:02:43.040> be<00:02:43.200> made,<00:02:43.360> and<00:02:43.519> I'm<00:02:43.760> sure<00:02:44.239> you've<00:02:44.560> spoken<00:02:44.959> with<00:02:45.120> other<00:02:45.360> guests<00:02:45.680> about<00:02:46.000> the<00:02:46.560> complications<00:02:47.280> of<00:02:47.599> changing<00:02:47.920> an<00:02:48.160> organization,<00:02:48.959> uh,<00:02:49.200> and<00:02:49.440> so<00:02:49.599> I<00:02:49.840> had<00:02:49.920> that

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in<00:02:50.319> spades.<00:02:50.640> So<00:02:50.800> that<00:02:50.959> was<00:02:51.120> 26<00:02:51.599> years<00:02:51.760> ago.

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So<00:02:52.720> that's<00:02:52.959> incredible,<00:02:53.519> and<00:02:53.680> what<00:02:53.920> an<00:02:54.000> incred—<00:02:54.400> I<00:02:54.480> mean,<00:02:54.640> seven<00:02:54.959> times,<00:02:55.280> even,<00:02:55.760> wow,<00:02:56.160> that,<00:02:56.319> that's<00:02:56.640> unbelievable,<00:02:57.440> that,<00:02:57.840> that's<00:02:58.000> a<00:02:58.160> pretty<00:02:58.319> big<00:02:58.480> number.

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That,<00:02:59.519> that's<00:03:00.000> wonderful.<00:03:00.640> So<00:03:00.959> congratulations<00:03:01.599> on<00:03:01.760> that.

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Give<00:03:02.159> me<00:03:02.319> a<00:03:02.480> sense<00:03:02.640> for<00:03:02.800> what<00:03:02.959> you've<00:03:03.120> learned<00:03:03.360> about<00:03:03.599> leadership<00:03:04.159> during<00:03:04.480> that<00:03:04.720> time<00:03:05.680> and<00:03:06.000> what<00:03:06.239> it<00:03:06.400> means<00:03:06.640> to<00:03:06.800> come<00:03:06.959> into<00:03:07.280> a<00:03:07.519> company<00:03:07.760> that's<00:03:08.080> been<00:03:08.239> established.

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I<00:03:09.440> mean,<00:03:09.519> now<00:03:09.760> this<00:03:09.920> is<00:03:10.000> your<00:03:10.239> company,<00:03:10.560> 26<00:03:10.959> years,<00:03:11.280> my<00:03:11.440> word,<00:03:11.760> you<00:03:11.840> know,<00:03:11.920> that's,<00:03:12.239> but<00:03:12.480> like,<00:03:12.800> uh,<00:03:12.959> when<00:03:13.200> you<00:03:13.360> first<00:03:13.519> come<00:03:13.599> in,<00:03:13.920> what<00:03:14.080> does<00:03:14.159> it<00:03:14.319> mean<00:03:14.599> to<00:03:15.599> change,<00:03:16.480> uh,<00:03:16.640> the<00:03:16.959> culture

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of<00:03:17.360> a<00:03:17.599> company<00:03:18.000> and<00:03:18.319> get<00:03:18.480> them<00:03:18.640> on<00:03:18.800> a<00:03:18.959> path<00:03:19.200> where<00:03:19.440> they<00:03:19.680> can<00:03:19.840> do<00:03:20.239> seven<00:03:20.480> times<00:03:20.720> EBITDA<00:03:21.680> over<00:03:22.000> 26<00:03:22.560> years?

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Yeah.<00:03:23.840> Oh,<00:03:24.080> the<00:03:24.239> other<00:03:24.319> thing<00:03:24.400> I'll<00:03:24.640> mention<00:03:24.879> is<00:03:25.120> we<00:03:25.680> haven't,<00:03:26.000> uh,<00:03:26.159> used<00:03:26.400> any<00:03:26.640> outside<00:03:27.040> capital<00:03:27.440> to<00:03:27.680> do<00:03:27.760> that.

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So<00:03:28.239> that<00:03:28.560> makes<00:03:28.800> that<00:03:28.959> number<00:03:29.280> even<00:03:29.599> more<00:03:29.760> extraordinary.

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We<00:03:30.640> didn't<00:03:30.879> have<00:03:30.959> to.<00:03:31.760> So,<00:03:32.000> so<00:03:32.159> wait,<00:03:32.560> before<00:03:32.799> you<00:03:32.959> go<00:03:33.200> to<00:03:33.360> answer<00:03:33.519> the<00:03:33.840> question,<00:03:34.000> I<00:03:34.159> just,<00:03:35.040> uh,<00:03:35.360> how<00:03:35.519> have<00:03:35.680> you<00:03:35.760> funded,<00:03:36.080> how<00:03:36.239> has<00:03:36.319> the<00:03:36.480> business<00:03:36.720> been<00:03:36.959> funded?

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Well,<00:03:38.080> uh,<00:03:38.239> with<00:03:38.400> internally<00:03:39.040> generated<00:03:39.519> cash<00:03:40.400> and<00:03:40.720> two<00:03:40.879> or<00:03:41.120> three<00:03:41.360> acquisitions<00:03:42.000> along<00:03:42.319> the<00:03:42.560> way,<00:03:42.959> uh,<00:03:43.040> we,<00:03:43.280> I<00:03:43.519> think,<00:03:43.599> we<00:03:43.760> borrowed<00:03:44.159> maybe<00:03:44.480> 800,000<00:03:45.360> once<00:03:45.519> to<00:03:45.680> get

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a<00:03:46.080> smaller<00:03:46.480> acquisition<00:03:47.120> many,<00:03:47.440> many<00:03:47.680> years<00:03:47.840> ago.

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We<00:03:48.239> didn't<00:03:48.400> need<00:03:48.560> to<00:03:48.640> borrow<00:03:48.959> money<00:03:49.120> because<00:03:49.360> we<00:03:49.519> had<00:03:49.680> the<00:03:49.879> cash,<00:03:50.879> but<00:03:51.120> we<00:03:51.360> chose<00:03:51.680> to.

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And,<00:03:52.799> um,<00:03:53.120> so<00:03:53.440> it<00:03:53.680> was<00:03:53.760> mostly<00:03:54.239> internally<00:03:54.959> generated<00:03:55.519> cash,<00:03:56.400> and<00:03:56.799> you<00:03:57.040> sort<00:03:57.280> of<00:03:57.360> take<00:03:57.519> a<00:03:57.680> step<00:03:57.840> at<00:03:58.000> a<00:03:58.159> time,<00:03:58.799> and<00:03:59.040> then<00:03:59.200> you<00:03:59.360> take<00:03:59.519> another<00:03:59.840> step,<00:04:00.080> and<00:04:00.319> then

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you<00:04:00.640> generate<00:04:00.959> the<00:04:01.120> cash<00:04:01.439> that<00:04:01.599> you<00:04:01.760> need<00:04:01.840> to<00:04:02.000> take<00:04:02.159> the<00:04:02.400> next<00:04:02.560> step.

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And<00:04:03.199> one<00:04:03.519> of<00:04:03.839> the<00:04:04.159> things<00:04:04.479> I've<00:04:04.799> learned<00:04:05.120> in<00:04:05.440> my<00:04:05.760> career<00:04:06.080> is<00:04:06.400> cash<00:04:06.720> is<00:04:07.040> king.

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Cash<00:04:08.080> is<00:04:08.319> everything.<00:04:08.879> I<00:04:09.040> mean,<00:04:09.200> if<00:04:09.360> you<00:04:09.519> work<00:04:09.599> for<00:04:09.840> a<00:04:10.000> big,<00:04:10.799> uh,<00:04:10.959> multinational<00:04:11.840> corporation,<00:04:12.400> a<00:04:12.560> Fortune<00:04:12.959> 500<00:04:13.439> company,<00:04:13.760> which<00:04:14.000> I<00:04:14.159> have,<00:04:14.799> they,<00:04:14.959> they<00:04:15.360> like<00:04:15.760> play

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with<00:04:16.160> monopoly<00:04:16.799> money.<00:04:17.440> It's,<00:04:17.759> they<00:04:18.000> don't<00:04:18.160> have<00:04:18.239> to<00:04:18.400> worry<00:04:18.639> about,<00:04:18.880> "Am<00:04:19.120> I<00:04:19.280> going<00:04:19.359> to<00:04:19.440> make<00:04:19.519> the<00:04:19.759> payroll<00:04:20.160> this<00:04:20.479> week?"<00:04:20.639> and,<00:04:20.959> you<00:04:21.120> know,<00:04:21.199> how<00:04:21.359> do<00:04:21.519> I<00:04:21.919> fund<00:04:22.240> my<00:04:22.479> capex<00:04:23.040> purchases

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and<00:04:23.680> that<00:04:23.840> sort<00:04:24.000> of<00:04:24.160> thing,<00:04:24.560> and,<00:04:25.120> um,<00:04:25.520> so<00:04:26.240> you<00:04:26.479> just,<00:04:27.040> you<00:04:27.199> know,<00:04:27.680> you<00:04:27.919> grow,<00:04:28.400> uh,<00:04:28.560> not<00:04:28.720> by<00:04:28.960> leaps<00:04:29.280> and<00:04:29.360> bounds,<00:04:29.680> but<00:04:29.919> by<00:04:30.160> one<00:04:30.320> step<00:04:30.560> and<00:04:30.800> then<00:04:30.960> another<00:04:31.280> step,<00:04:31.520> and

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then<00:04:31.840> you<00:04:32.000> fund<00:04:32.240> it,<00:04:32.320> and<00:04:32.560> you<00:04:32.720> do<00:04:32.800> another<00:04:33.120> step,<00:04:33.360> and<00:04:33.520> it,<00:04:33.840> it<00:04:34.400> took<00:04:34.720> 26<00:04:35.280> years<00:04:35.520> to<00:04:35.759> get<00:04:35.919> there,<00:04:36.639> but,<00:04:37.440> uh,<00:04:37.600> the<00:04:37.759> shareholders<00:04:38.320> are<00:04:38.400> pretty<00:04:38.639> happy<00:04:38.800> that<00:04:39.120> that's<00:04:39.440> how<00:04:39.680> we<00:04:39.919> did

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it,<00:04:41.120> and<00:04:41.360> I'm<00:04:41.520> sorry,<00:04:41.840> what<00:04:42.000> was<00:04:42.080> your<00:04:42.320> question<00:04:42.560> again?

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Oh,<00:04:43.199> no.<00:04:43.520> That's<00:04:43.840> my<00:04:44.479> fault.

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Sorry.<00:04:45.040> I,<00:04:45.120> I<00:04:45.440> was<00:04:45.520> just<00:04:45.680> so<00:04:45.840> stunned<00:04:46.160> by,<00:04:46.720> uh,<00:04:47.240> the,<00:04:48.240> you<00:04:48.400> know,<00:04:48.639> building<00:04:49.199> a<00:04:49.440> business<00:04:49.680> the<00:04:49.919> old-fashioned<00:04:50.479> way,<00:04:51.199> uh,<00:04:51.280> that<00:04:51.520> I<00:04:51.759> wanted<00:04:51.919> to<00:04:52.080> stop<00:04:52.240> there.

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I<00:04:52.720> was<00:04:52.800> talking<00:04:53.040> about<00:04:53.280> how,<00:04:53.680> what<00:04:53.919> you<00:04:54.080> learned<00:04:54.400> about<00:04:54.639> leadership<00:04:55.120> and<00:04:55.360> what<00:04:55.520> it<00:04:55.680> means<00:04:55.840> to<00:04:56.080> come<00:04:56.240> in<00:04:56.479> and<00:04:57.199> build<00:04:57.440> a<00:04:57.800> culture<00:04:58.800> and,<00:04:59.360> you<00:04:59.520> know,<00:04:59.759> set<00:04:59.919> a<00:05:00.160> company<00:05:00.320> on<00:05:00.560> the

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right<00:05:00.880> path.<00:05:01.759> You<00:05:01.919> know,<00:05:02.479> culture<00:05:02.880> is<00:05:03.120> everything.

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And,<00:05:04.240> uh,<00:05:04.639> you<00:05:04.960> probably<00:05:05.199> know<00:05:05.360> this<00:05:05.600> yourself,<00:05:06.080> 10<00:05:06.400> years<00:05:06.560> ago,<00:05:06.960> maybe<00:05:07.280> 15<00:05:07.680> years<00:05:07.919> ago,<00:05:08.320> if<00:05:08.560> you<00:05:09.039> stood<00:05:09.280> in<00:05:09.440> front<00:05:09.600> of<00:05:09.680> a<00:05:09.840> bunch<00:05:10.000> of<00:05:10.160> CEOs<00:05:10.720> and<00:05:10.960> talked<00:05:11.199> about<00:05:11.360> the<00:05:11.600> importance

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of<00:05:12.080> culture,<00:05:12.560> they,<00:05:12.720> their<00:05:13.039> eyes<00:05:13.280> would<00:05:13.520> glaze<00:05:13.840> over<00:05:14.400> and<00:05:14.639> they<00:05:14.800> go,<00:05:14.960> "Yeah,<00:05:15.280> yeah,<00:05:15.520> yeah,<00:05:15.759> culture."

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Schmultzer,<00:05:16.639> tell<00:05:16.800> me<00:05:16.960> how<00:05:17.120> to,<00:05:17.280> you<00:05:17.440> know,<00:05:17.840> the<00:05:18.080> marketing<00:05:18.560> stuff<00:05:18.800> and<00:05:19.039> the<00:05:19.360> engineering<00:05:20.080> stuff<00:05:20.400> and<00:05:20.960> buying<00:05:21.360> companies<00:05:21.680> and<00:05:21.840> all<00:05:22.080> that."

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Now,<00:05:22.800> they,<00:05:23.039> they<00:05:23.280> pay<00:05:23.440> a<00:05:23.600> little<00:05:23.680> more<00:05:23.840> attention<00:05:24.160> to<00:05:24.400> culture<00:05:24.720> because<00:05:25.120> culture,<00:05:25.680> everything<00:05:25.919> in<00:05:26.160> a<00:05:26.320> company<00:05:26.639> starts<00:05:26.960> with<00:05:27.280> the<00:05:27.520> culture.

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And<00:05:28.400> I<00:05:28.560> tell<00:05:28.800> CEOs<00:05:29.280> this<00:05:29.440> all<00:05:29.600> the<00:05:29.759> time.

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The<00:05:30.400> first<00:05:30.639> thing<00:05:30.800> you<00:05:31.120> have<00:05:31.280> to<00:05:31.440> do<00:05:32.080> is<00:05:32.479> build<00:05:32.800> your<00:05:33.039> culture<00:05:33.680> and<00:05:34.000> build<00:05:34.160> it<00:05:34.400> right<00:05:34.560> before<00:05:34.800> you<00:05:34.960> do<00:05:35.120> anything<00:05:35.360> else.

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Because<00:05:36.400> if<00:05:36.720> you<00:05:36.880> have<00:05:36.960> a<00:05:37.280> killer<00:05:37.680> culture,<00:05:38.160> which<00:05:38.400> we<00:05:38.720> have,<00:05:39.600> then<00:05:39.840> you<00:05:40.000> can<00:05:40.160> do<00:05:40.320> anything.

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If<00:05:40.880> you<00:05:41.039> don't<00:05:41.199> have<00:05:41.280> a<00:05:41.520> killer<00:05:41.840> culture,<00:05:42.320> you<00:05:42.560> really<00:05:42.800> can't<00:05:43.039> do<00:05:43.199> anything.

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And<00:05:44.240> when<00:05:44.400> I<00:05:44.639> first<00:05:44.800> came<00:05:44.960> into<00:05:45.199> the<00:05:45.440> organization,<00:05:46.000> and<00:05:46.240> this<00:05:46.400> is<00:05:46.560> true<00:05:46.720> of<00:05:46.960> every<00:05:47.199> organization<00:05:47.840> that<00:05:48.080> I,<00:05:48.639> I've<00:05:48.880> led.

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At<00:05:50.000> the<00:05:50.160> beginning,<00:05:50.479> the<00:05:50.639> culture<00:05:50.960> wasn't<00:05:51.280> that<00:05:51.440> good.

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In<00:05:51.840> some<00:05:52.080> cases,<00:05:52.400> it<00:05:52.639> was<00:05:52.720> a<00:05:52.880> lot<00:05:53.039> worse<00:05:53.280> than<00:05:53.520> others.

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And<00:05:54.400> you<00:05:54.720> have<00:05:54.880> to<00:05:55.320> decide<00:05:56.320> what<00:05:56.639> kind<00:05:56.800> of<00:05:57.199> values,<00:05:57.840> which<00:05:58.000> are<00:05:58.160> the<00:05:58.320> underpinnings<00:05:58.880> of<00:05:59.039> all<00:05:59.199> culture.

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What<00:05:59.759> kind<00:05:59.919> of<00:06:00.000> values<00:06:00.320> do<00:06:00.479> you<00:06:00.639> want?<00:06:01.280> And<00:06:01.440> then<00:06:01.600> you<00:06:01.840> have<00:06:02.000> to<00:06:02.160> put<00:06:02.320> in<00:06:02.560> all<00:06:02.720> of<00:06:02.880> the<00:06:03.120> organization<00:06:04.199> processes<00:06:05.199> and<00:06:05.520> procedures<00:06:06.160> to,<00:06:06.720> uh,<00:06:07.120> support<00:06:07.440> that<00:06:07.680> and

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sustain<00:06:08.319> it.<00:06:09.199> That's<00:06:09.440> not<00:06:09.600> what<00:06:09.759> a<00:06:09.919> lot<00:06:10.080> of<00:06:10.160> companies<00:06:10.560> do<00:06:10.800> when<00:06:11.039> they're<00:06:11.280> trying<00:06:11.360> to<00:06:11.520> build<00:06:11.680> a<00:06:11.840> c<00:06:12.160> culture.

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They<00:06:12.720> go,<00:06:13.199> "I'll<00:06:13.360> give<00:06:13.440> you<00:06:13.600> an<00:06:13.680> example.<00:06:14.080> We<00:06:14.400> love<00:06:14.639> teamwork."

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Teamwork<00:06:15.520> is<00:06:15.680> our—<00:06:16.080> everybody's<00:06:16.560> got<00:06:16.639> to<00:06:16.800> have<00:06:16.880> teamwork.

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And<00:06:17.520> yet<00:06:17.840> they<00:06:18.080> will,<00:06:18.639> uh,<00:06:19.039> uh,<00:06:19.560> individually,<00:06:20.720> um,<00:06:21.199> uh,<00:06:21.440> assess<00:06:21.840> people's<00:06:22.240> performance.

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They<00:06:23.199> won't<00:06:23.440> assess<00:06:23.759> a<00:06:24.000> team's<00:06:24.400> performance.<00:06:24.880> They'll<00:06:25.199> assess<00:06:25.600> individuals'<00:06:26.319> performance.

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And<00:06:27.520> yet<00:06:27.840> they<00:06:28.080> will<00:06:28.319> say<00:06:28.479> to<00:06:28.720> the<00:06:28.880> manufacturing<00:06:29.520> guy,<00:06:29.840> as<00:06:30.000> an<00:06:30.199> example,<00:06:31.199> "If<00:06:31.440> you<00:06:31.600> get<00:06:31.759> that<00:06:32.000> product<00:06:32.240> out<00:06:32.400> the<00:06:32.560> back<00:06:32.720> door,<00:06:33.120> you've<00:06:33.360> done<00:06:33.520> your<00:06:33.680> job<00:06:33.840> and<00:06:34.080> we're<00:06:34.319> happy."

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No,<00:06:35.280> no,<00:06:35.600> that's<00:06:35.840> not<00:06:36.080> right.<00:06:36.880> It<00:06:37.120> has<00:06:37.199> to<00:06:37.360> be<00:06:37.440> out<00:06:37.600> the<00:06:37.759> back<00:06:37.919> door<00:06:38.080> with<00:06:38.319> quality<00:06:38.560> and<00:06:38.800> so<00:06:38.960> forth.

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So,<00:06:39.440> you<00:06:39.680> have<00:06:39.840> to<00:06:40.160> build<00:06:40.400> your<00:06:40.639> culture<00:06:41.039> kind<00:06:41.199> of<00:06:41.360> one<00:06:41.680> plank<00:06:42.000> at<00:06:42.160> a<00:06:42.400> time.

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And<00:06:43.360> it's<00:06:43.600> tough<00:06:43.919> stuff.<00:06:44.319> It's<00:06:44.560> really<00:06:44.880> tough<00:06:45.120> stuff<00:06:45.440> because<00:06:46.240> no<00:06:47.000> organization,<00:06:48.000> I<00:06:48.240> don't<00:06:48.319> care<00:06:48.560> whose<00:06:48.800> it<00:06:48.960> is,<00:06:49.280> no<00:06:49.600> organization<00:06:50.400> wants<00:06:50.720> to<00:06:50.960> change.

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They<00:06:51.919> just<00:06:52.160> don't—<00:06:53.039> they<00:06:53.360> usually<00:06:53.759> don't<00:06:54.000> think<00:06:54.160> they<00:06:54.400> need<00:06:54.560> to.

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They<00:06:55.360> don't<00:06:55.520> want<00:06:55.600> to.<00:06:55.919> All<00:06:56.080> the<00:06:56.240> inertia<00:06:56.720> is<00:06:56.880> built<00:06:57.120> up,<00:06:57.840> uh,<00:06:58.160> in<00:06:58.400> a<00:06:58.560> certain<00:06:58.800> direction,<00:06:59.120> and<00:06:59.360> they<00:06:59.599> don't<00:06:59.680> want<00:06:59.840> to<00:07:00.000> change<00:07:00.240> that.

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And<00:07:01.360> you<00:07:01.599> can't<00:07:01.960> even,<00:07:02.960> a<00:07:03.120> lot<00:07:03.280> of<00:07:03.360> times,<00:07:03.680> figure<00:07:04.000> out<00:07:04.160> what<00:07:04.479> that<00:07:04.720> culture<00:07:05.120> is.

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So<00:07:06.160> the<00:07:06.400> first<00:07:06.560> step<00:07:06.800> you<00:07:07.039> have<00:07:07.120> to<00:07:07.280> do<00:07:07.360> is,<00:07:07.759> "What<00:07:08.000> kind<00:07:08.160> of<00:07:08.319> culture<00:07:08.720> do<00:07:08.880> I<00:07:09.120> have<00:07:09.360> here?"

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Well,<00:07:10.720> how<00:07:10.880> do<00:07:11.039> you<00:07:11.120> do<00:07:11.280> that?<00:07:12.160> One,<00:07:12.479> by<00:07:12.720> observation.

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Obviously,<00:07:13.759> I'd<00:07:14.000> walk<00:07:14.160> into<00:07:14.400> the<00:07:14.560> factory<00:07:14.800> and<00:07:14.960> I'd<00:07:15.199> see<00:07:15.440> people<00:07:15.680> just<00:07:15.919> sort<00:07:16.080> of<00:07:16.240> not<00:07:16.560> doing<00:07:16.800> much<00:07:17.120> and<00:07:17.360> not<00:07:17.599> being<00:07:17.840> very<00:07:18.080> energetic<00:07:18.639> and<00:07:18.880> not<00:07:19.039> moving<00:07:19.360> around<00:07:19.680> much.

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And<00:07:20.720> you<00:07:20.880> know,<00:07:20.960> I've<00:07:21.199> been<00:07:21.280> in<00:07:21.440> so<00:07:21.599> many<00:07:21.759> factories<00:07:22.160> in<00:07:22.400> my<00:07:22.560> career,<00:07:22.960> Clint.

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I,<00:07:23.440> I<00:07:23.759> can<00:07:23.840> smell<00:07:24.160> a<00:07:24.319> bad<00:07:24.560> factory.<00:07:25.280> I,<00:07:25.360> I<00:07:25.680> just<00:07:25.919> can't.

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And<00:07:27.039> so,<00:07:27.440> and<00:07:27.520> the<00:07:27.759> other<00:07:28.160> way<00:07:28.319> you<00:07:28.560> assess<00:07:28.800> the<00:07:29.039> culture<00:07:29.360> is<00:07:29.680> get<00:07:29.919> some<00:07:30.240> professional<00:07:30.800> help.

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I<00:07:31.680> had,<00:07:32.080> uh,<00:07:32.240> an<00:07:32.400> industrial<00:07:32.960> psychologist<00:07:33.520> that<00:07:33.759> I've<00:07:33.919> used<00:07:34.160> for<00:07:34.319> many,<00:07:34.639> many,<00:07:34.880> many<00:07:35.280> years,<00:07:35.520> and<00:07:35.680> he<00:07:35.919> designed<00:07:36.319> a<00:07:36.639> survey.

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And<00:07:37.599> then<00:07:37.759> you<00:07:38.000> send<00:07:38.160> the<00:07:38.400> survey<00:07:38.639> out<00:07:38.800> to<00:07:39.039> every<00:07:39.280> single<00:07:39.599> person<00:07:39.840> in<00:07:40.080> the<00:07:40.240> organization.

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You<00:07:41.039> ask<00:07:41.360> questions<00:07:41.680> about<00:07:41.919> the<00:07:42.080> culture.<00:07:42.319> It<00:07:42.400> has<00:07:42.560> to<00:07:42.639> be<00:07:42.800> anonymous<00:07:43.280> now<00:07:44.000> because<00:07:44.319> you<00:07:44.560> don't<00:07:44.639> want<00:07:44.800> them,<00:07:45.520> uh,<00:07:45.919> guessing<00:07:46.319> what<00:07:46.560> the<00:07:46.800> right<00:07:47.039> answer<00:07:47.360> is.

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And<00:07:48.080> then<00:07:48.319> once<00:07:48.479> you<00:07:48.639> get<00:07:48.720> all<00:07:48.880> that<00:07:49.120> done,<00:07:49.280> you<00:07:49.440> go,<00:07:49.520> "Hm,<00:07:50.000> this<00:07:50.240> culture<00:07:50.960> values<00:07:51.520> this."

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This<00:07:52.319> culture<00:07:52.720> doesn't<00:07:53.039> value<00:07:53.360> that.<00:07:53.680> It<00:07:53.840> values<00:07:54.160> this<00:07:54.400> and,<00:07:54.560> and<00:07:54.800> not<00:07:54.960> other<00:07:55.199> things."

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And<00:07:56.080> so<00:07:56.240> then<00:07:56.479> you<00:07:56.639> have<00:07:56.720> to<00:07:56.879> align<00:07:57.280> what<00:07:57.599> you<00:07:57.840> want<00:07:58.000> the<00:07:58.240> culture<00:07:58.639> to<00:07:58.879> be<00:07:59.199> with<00:07:59.440> the,<00:07:59.599> or<00:07:59.840> the<00:08:00.160> organization.

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And<00:08:01.120> that's—<00:08:01.759> you<00:08:02.000> got<00:08:02.080> to<00:08:02.240> start<00:08:02.400> that.<00:08:03.039> Say<00:08:03.199> you're<00:08:03.360> a<00:08:03.520> CEO,<00:08:04.160> you<00:08:04.319> got<00:08:04.400> to<00:08:04.560> start<00:08:05.039> with<00:08:05.199> your<00:08:05.360> first<00:08:05.520> direct<00:08:05.840> reports.

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I,<00:08:06.960> I,<00:08:07.039> I<00:08:07.520> can't,<00:08:07.759> and<00:08:07.919> I<00:08:08.080> don't<00:08:08.240> want<00:08:08.319> to<00:08:08.479> reach<00:08:08.720> down<00:08:09.120> to<00:08:09.199> the<00:08:09.360> bottom<00:08:09.599> of<00:08:09.680> the<00:08:09.919> organization<00:08:10.479> and<00:08:10.720> start<00:08:10.960> changing<00:08:11.360> things<00:08:11.599> there.

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Uh,<00:08:12.400> if<00:08:12.720> my<00:08:13.039> first<00:08:13.360> line,<00:08:13.919> uh,<00:08:14.160> of<00:08:14.319> leadership<00:08:14.800> is<00:08:15.120> in,<00:08:15.360> in<00:08:15.680> tune<00:08:16.000> with<00:08:16.080> the<00:08:16.319> culture<00:08:16.560> and<00:08:16.879> in<00:08:17.120> agreement<00:08:17.360> with<00:08:17.520> the<00:08:17.680> culture<00:08:17.919> and<00:08:18.080> they<00:08:18.240> know<00:08:18.319> what<00:08:18.479> to<00:08:18.639> do,<00:08:19.039> they'll<00:08:19.440> do<00:08:19.520> it.

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If<00:08:20.400> they're<00:08:20.639> not,<00:08:21.520> you<00:08:21.759> got<00:08:22.000> one<00:08:22.319> choice.

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You<00:08:23.360> try<00:08:23.520> to<00:08:23.680> convince<00:08:24.000> them<00:08:24.319> why<00:08:24.479> we<00:08:24.720> have<00:08:24.800> to<00:08:24.960> do<00:08:25.039> this.

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What's,<00:08:25.599> what's<00:08:25.919> the<00:08:26.080> good<00:08:26.240> that'll<00:08:26.639> happen<00:08:26.800> when<00:08:27.039> we<00:08:27.199> do<00:08:27.280> it?

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What's<00:08:27.680> the<00:08:27.840> bad<00:08:28.080> that<00:08:28.240> will<00:08:28.400> happen<00:08:28.639> if<00:08:28.879> we<00:08:29.039> don't<00:08:29.199> do<00:08:29.280> it?

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And<00:08:29.919> then<00:08:30.080> if<00:08:30.240> they<00:08:30.400> don't<00:08:30.560> want<00:08:30.639> to<00:08:30.800> do<00:08:30.879> it,<00:08:31.120> you<00:08:31.280> got<00:08:31.360> to<00:08:31.520> take<00:08:31.680> them<00:08:31.840> out<00:08:32.479> one<00:08:33.120> at<00:08:33.360> a<00:08:33.519> time,<00:08:33.839> one<00:08:34.080> level<00:08:34.399> at<00:08:34.560> a<00:08:34.719> time.

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And<00:08:35.120> that,<00:08:35.360> that's<00:08:35.760> the<00:08:36.080> nasty<00:08:36.479> stuff.

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I,<00:08:37.680> I'll<00:08:37.919> give<00:08:38.000> you<00:08:38.080> an<00:08:38.159> example.<00:08:38.800> In<00:08:38.959> a,<00:08:39.120> in<00:08:39.360> a<00:08:39.519> period<00:08:39.680> of<00:08:39.839> about,<00:08:40.240> and<00:08:40.479> this<00:08:40.719> takes<00:08:40.880> a<00:08:41.039> long<00:08:41.279> time.

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You<00:08:42.479> don't<00:08:42.640> do<00:08:42.800> this,<00:08:43.039> and,<00:08:43.279> uh,<00:08:43.440> most<00:08:44.000> CEOs<00:08:44.560> go,<00:08:44.800> "Okay,<00:08:45.120> boom,<00:08:45.360> boom,<00:08:45.680> as<00:08:45.920> long<00:08:46.000> as<00:08:46.080> I<00:08:46.240> can<00:08:46.320> get<00:08:46.399> it<00:08:46.480> done<00:08:46.640> in<00:08:46.800> six<00:08:46.959> months,<00:08:47.200> I'm<00:08:47.440> fine."

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Uh-uh.<00:08:48.320> You're<00:08:48.640> talking<00:08:49.040> years<00:08:49.920> to<00:08:50.160> change<00:08:50.399> a<00:08:50.640> culture<00:08:50.880> and<00:08:51.279> build<00:08:51.519> a<00:08:51.680> culture.

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Uh,<00:08:52.480> as,<00:08:52.720> as<00:08:53.120> one<00:08:53.360> example,<00:08:53.839> in,<00:08:54.320> uh,<00:08:54.959> we<00:08:55.200> have<00:08:55.279> very<00:08:55.600> high<00:08:55.839> technology<00:08:56.560> factory<00:08:56.959> in<00:08:57.200> terms<00:08:57.360> of<00:08:57.760> people<00:08:58.080> and<00:08:58.320> processes.

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We<00:08:59.360> don't<00:08:59.519> have<00:08:59.680> any<00:08:59.920> supervisors<00:09:00.720> per<00:09:00.880> se<00:09:01.200> in<00:09:01.519> the<00:09:01.760> factory.

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Our<00:09:02.880> people<00:09:03.360> know<00:09:03.600> what<00:09:03.839> they<00:09:04.000> have<00:09:04.080> to<00:09:04.320> do.

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They<00:09:05.360> decide<00:09:05.680> what<00:09:05.839> they're<00:09:06.080> going<00:09:06.160> to<00:09:06.240> do.<00:09:06.560> They<00:09:06.800> go<00:09:07.040> do<00:09:07.120> it.

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They<00:09:07.680> have,<00:09:08.160> u—<00:09:08.480> uh,<00:09:08.720> access<00:09:09.040> to<00:09:09.279> the<00:09:09.440> inventory.

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They<00:09:10.480> pull<00:09:10.720> the<00:09:10.880> inventory<00:09:11.360> that<00:09:11.600> they<00:09:11.760> need.<00:09:12.080> They<00:09:12.240> know<00:09:12.320> what<00:09:12.560> products<00:09:12.880> have<00:09:13.040> to<00:09:13.200> be<00:09:13.279> built<00:09:13.600> today,<00:09:14.240> and<00:09:14.480> they<00:09:14.720> do<00:09:14.800> it,<00:09:15.040> and<00:09:15.360> nobody<00:09:15.920> tells<00:09:16.160> them<00:09:16.399> how<00:09:16.560> to<00:09:16.720> do<00:09:16.880> it.

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Now,<00:09:17.760> you<00:09:17.920> dial<00:09:18.240> back<00:09:18.640> 26<00:09:19.200> years,<00:09:20.080> and,<00:09:20.640> uh,<00:09:20.959> they<00:09:21.200> could<00:09:21.360> care<00:09:21.600> less.

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I<00:09:22.240> mean,<00:09:22.399> if,<00:09:22.560> if<00:09:22.800> you<00:09:22.959> didn't<00:09:23.120> tell<00:09:23.200> them<00:09:23.440> exactly<00:09:23.760> what<00:09:24.000> to<00:09:24.160> do,<00:09:24.480> they,<00:09:24.640> they<00:09:24.959> wouldn't<00:09:25.279> do<00:09:25.440> it.

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And<00:09:26.480> so<00:09:26.880> you<00:09:27.120> have<00:09:27.279> to<00:09:27.440> have<00:09:27.600> a<00:09:27.839> culture<00:09:28.080> that,<00:09:28.560> uh,<00:09:28.640> by<00:09:28.880> what<00:09:29.040> I<00:09:29.200> call<00:09:29.360> by<00:09:29.680> design,<00:09:30.240> not<00:09:30.560> default.

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You<00:09:31.600> need<00:09:31.680> to<00:09:31.839> make<00:09:31.920> sure<00:09:32.080> you<00:09:32.320> build<00:09:32.480> the<00:09:32.640> blocks<00:09:32.959> that<00:09:33.120> you<00:09:33.279> want.

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And<00:09:34.080> then<00:09:34.320> the<00:09:34.560> people<00:09:34.640> who<00:09:34.880> aren't<00:09:35.200> going<00:09:35.279> to<00:09:35.360> go<00:09:35.440> along<00:09:35.680> with<00:09:35.760> it,<00:09:36.000> and<00:09:36.080> there<00:09:36.240> will<00:09:36.399> be<00:09:36.480> some,<00:09:36.800> you<00:09:37.040> just<00:09:37.200> have<00:09:37.360> to<00:09:37.440> take<00:09:37.600> them<00:09:37.760> out.

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So<00:09:38.320> basically,<00:09:38.640> you're<00:09:38.800> saying<00:09:38.959> like<00:09:39.200> every<00:09:39.440> employee<00:09:39.760> is<00:09:39.920> a<00:09:40.160> supervisor.

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How<00:09:41.120> do<00:09:41.279> you—<00:09:41.440> I<00:09:41.680> mean,<00:09:41.839> how<00:09:41.920> do<00:09:42.080> you<00:09:42.160> instill<00:09:42.560> that?

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Like,<00:09:43.200> you,<00:09:43.279> you,<00:09:43.440> you<00:09:43.680> brought<00:09:43.839> in<00:09:44.000> the<00:09:44.160> industrial<00:09:44.640> psychologist.

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How<00:09:45.519> do<00:09:45.600> you<00:09:45.760> instill<00:09:46.240> like<00:09:46.640> employees<00:09:47.120> caring<00:09:47.519> to<00:09:47.760> that<00:09:48.120> level<00:09:49.120> to<00:09:49.440> where<00:09:49.920> they're<00:09:50.240> going<00:09:50.399> to<00:09:50.560> do<00:09:50.720> the<00:09:50.959> right<00:09:51.120> thing<00:09:51.519> for<00:09:51.839> the<00:09:52.080> company,<00:09:52.640> for<00:09:52.880> themselves,<00:09:53.680> every

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single<00:09:54.240> time?<00:09:54.880> Well,<00:09:55.040> that's<00:09:55.200> a<00:09:55.440> good<00:09:55.519> question.

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It<00:09:56.160> starts<00:09:56.480> with<00:09:56.720> the<00:09:56.959> hiring<00:09:57.440> process.

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Let's<00:09:58.480> say<00:09:58.720> you've<00:09:59.040> already<00:09:59.360> called<00:09:59.600> out<00:09:59.760> the<00:09:59.920> ones<00:10:00.080> that<00:10:00.320> don't<00:10:00.560> want<00:10:00.640> to<00:10:00.800> do<00:10:00.959> this.

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And,<00:10:01.360> and,<00:10:01.440> and<00:10:02.360> sometimes<00:10:03.360> people<00:10:03.680> in<00:10:03.920> a<00:10:04.080> cult<00:10:04.399> in<00:10:04.560> a<00:10:04.800> company<00:10:05.200> don't<00:10:05.440> want<00:10:05.600> to,<00:10:06.160> uh,<00:10:06.640> do<00:10:06.959> what's<00:10:07.279> right<00:10:07.519> because<00:10:07.839> they<00:10:08.160> aren't<00:10:08.480> treated<00:10:08.880> right.

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And<00:10:09.680> so<00:10:10.080> you<00:10:10.320> sort<00:10:10.480> of<00:10:10.640> can't<00:10:10.880> blame<00:10:11.200> them.

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And<00:10:12.000> so,<00:10:12.320> one<00:10:12.480> of<00:10:12.560> the<00:10:12.720> first<00:10:12.959> things<00:10:13.120> I<00:10:13.360> did,<00:10:13.839> uh,<00:10:14.079> for<00:10:14.320> people<00:10:14.480> in<00:10:14.720> the<00:10:14.800> factory,<00:10:15.120> as<00:10:15.360> I<00:10:15.600> raised<00:10:16.000> all<00:10:16.240> their<00:10:16.480> wages,<00:10:16.800> because<00:10:17.040> they<00:10:17.200> were<00:10:17.279> below<00:10:17.600> market.

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But<00:10:18.480> then<00:10:18.640> I<00:10:18.880> said,<00:10:19.120> with<00:10:19.360> the<00:10:19.519> raise<00:10:19.839> in<00:10:20.079> wages,<00:10:20.560> there's<00:10:20.800> a<00:10:21.040> raise<00:10:21.279> in<00:10:21.720> expectations.

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Couldn't<00:10:22.959> do<00:10:23.120> one<00:10:23.279> without<00:10:23.600> the<00:10:23.839> other.<00:10:24.320> And,<00:10:24.880> um,<00:10:25.120> over<00:10:25.360> the<00:10:25.600> course<00:10:25.839> of,<00:10:26.079> we,<00:10:26.240> we<00:10:26.480> turned<00:10:26.720> over<00:10:26.880> the<00:10:27.120> entire<00:10:27.360> factory<00:10:27.839> inside<00:10:28.240> of<00:10:28.399> 5<00:10:28.560> years.

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Every<00:10:29.279> single<00:10:29.600> one,<00:10:30.320> because<00:10:30.640> neither<00:10:31.040> one<00:10:31.200> of<00:10:31.279> them<00:10:31.440> wanted<00:10:31.760> to<00:10:31.920> do<00:10:32.160> and<00:10:32.399> be<00:10:32.640> what<00:10:32.800> we<00:10:33.040> wanted<00:10:33.279> them<00:10:33.440> to<00:10:33.680> do<00:10:33.839> and<00:10:34.079> be.

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And<00:10:35.120> then<00:10:35.279> it<00:10:35.519> starts<00:10:35.680> with<00:10:35.839> the<00:10:36.000> hiring<00:10:36.399> process.

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As<00:10:37.040> an<00:10:37.200> example,<00:10:38.000> once<00:10:38.240> you<00:10:38.399> have<00:10:38.560> your<00:10:38.800> culture<00:10:39.360> set,<00:10:40.240> don't<00:10:40.480> ever<00:10:40.800> let<00:10:41.040> anybody<00:10:41.360> in<00:10:41.519> the<00:10:41.680> front<00:10:41.839> door<00:10:42.079> that<00:10:42.240> can<00:10:42.399> wreck<00:10:42.640> it<00:10:43.279> or<00:10:43.519> that<00:10:43.760> spoils<00:10:44.079> it<00:10:44.240> or<00:10:44.480> doesn't<00:10:44.720> agree

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with<00:10:45.120> it.<00:10:45.440> So<00:10:45.760> when,<00:10:46.240> uh,<00:10:46.480> in,<00:10:46.880> as<00:10:47.120> an<00:10:47.200> example<00:10:47.600> again,<00:10:47.760> in<00:10:48.000> the<00:10:48.079> factory,<00:10:48.800> the,<00:10:49.279> uh,<00:10:49.440> since<00:10:49.680> we<00:10:49.839> have<00:10:50.000> no<00:10:50.240> supervisors,<00:10:51.040> the<00:10:51.279> co-workers<00:10:51.920> that<00:10:52.160> this<00:10:52.399> person<00:10:52.640> will<00:10:52.959> work<00:10:53.120> with

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interview<00:10:54.104> this<00:10:54.368> person.<00:10:54.633> Now,<00:10:54.898> you<00:10:55.162> know,<00:10:55.427> the<00:10:55.692> lawyer<00:10:55.956> is<00:10:56.221> going<00:10:56.486> to<00:10:56.750> say,<00:10:57.015> "No,<00:10:57.280> they<00:10:57.544> can't<00:10:57.809> do<00:10:58.073> that,"<00:10:58.338> because,<00:10:58.603> you<00:10:58.867> know,<00:10:59.132> legal<00:10:59.397> responsibility.<00:10:59.661> Fine,<00:10:59.926> fine,<00:11:00.191> fine.<00:11:00.455> I<00:11:00.720> understand

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all<00:11:01.200> that,<00:11:01.760> and,<00:11:02.320> uh,<00:11:02.560> they<00:11:03.120> decide<00:11:03.519> whether<00:11:03.760> they're<00:11:03.920> going<00:11:04.000> to<00:11:04.079> hire<00:11:04.320> this<00:11:04.560> person<00:11:04.720> or<00:11:04.959> not,<00:11:05.120> because<00:11:05.440> they,<00:11:05.680> and<00:11:05.839> only<00:11:06.160> they,<00:11:06.480> know<00:11:07.120> if<00:11:07.360> that<00:11:07.600> person<00:11:07.920> will<00:11:08.160> fit<00:11:08.399> in<00:11:08.720> the<00:11:08.959> culture

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or<00:11:09.519> not,<00:11:10.000> and<00:11:10.320> once<00:11:10.560> you've<00:11:10.880> established<00:11:11.360> what<00:11:11.600> those<00:11:11.920> values<00:11:12.399> are<00:11:13.120> and<00:11:13.440> the<00:11:13.680> people<00:11:13.920> that<00:11:14.160> surround<00:11:14.640> them.<00:11:15.040> Because,<00:11:15.519> as<00:11:15.839> another<00:11:16.160> example,<00:11:16.800> everybody<00:11:17.279> gets

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paid.<00:11:18.000> There's<00:11:18.160> only<00:11:18.399> one<00:11:18.800> metric<00:11:19.200> in<00:11:19.360> a<00:11:19.519> business<00:11:19.760> that<00:11:19.920> means<00:11:20.079> a<00:11:20.320> thing.

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Now,<00:11:21.120> I<00:11:21.360> know<00:11:21.600> you<00:11:21.680> know<00:11:21.839> the<00:11:22.079> quality<00:11:22.480> guys<00:11:22.720> are<00:11:22.880> going<00:11:22.959> to<00:11:23.040> go,<00:11:23.200> "Yeah,<00:11:23.600> you<00:11:23.760> got<00:11:23.839> to<00:11:24.000> have<00:11:24.240> best<00:11:24.560> quality,"<00:11:25.200> and<00:11:25.360> the<00:11:25.519> engineering<00:11:26.000> guys<00:11:26.240> going<00:11:26.320> to<00:11:26.399> have<00:11:26.640> this."

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Only<00:11:27.519> one<00:11:27.760> metric<00:11:28.240> means<00:11:28.480> a<00:11:28.720> thing<00:11:29.120> in<00:11:29.360> anybody<00:11:29.760> in<00:11:29.920> a<00:11:30.079> for-profit<00:11:30.720> company,<00:11:31.040> and<00:11:31.279> that's<00:11:31.720> profit.

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That's<00:11:32.959> it.<00:11:33.680> So,<00:11:34.760> we<00:11:35.760> align<00:11:36.160> the<00:11:36.399> entire<00:11:36.800> organization<00:11:37.680> on<00:11:38.000> one<00:11:38.240> goal.

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That<00:11:38.959> goal<00:11:39.279> of<00:11:40.000> meeting<00:11:40.240> the<00:11:40.399> operating<00:11:40.880> profit<00:11:41.279> budget<00:11:41.600> for<00:11:41.760> the<00:11:42.000> year.

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Now,<00:11:43.289> sub-departments<00:11:43.658> will<00:11:44.027> have<00:11:44.396> sub-goals,<00:11:44.765> but<00:11:45.135> if<00:11:45.504> we<00:11:45.873> don't<00:11:46.242> hit<00:11:46.611> that<00:11:46.980> profit<00:11:47.349> number,<00:11:47.718> nobody<00:11:48.087> gets<00:11:48.456> an<00:11:48.825> incentive,<00:11:49.195> not<00:11:49.564> a<00:11:49.933> single<00:11:50.302> person,<00:11:50.671> not<00:11:51.040> me,

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not<00:11:51.760> anybody<00:11:52.000> else<00:11:52.160> in<00:11:52.320> the<00:11:52.480> organization.<00:11:53.120> And<00:11:53.279> if<00:11:53.519> we<00:11:53.680> hit<00:11:53.839> that<00:11:54.079> profit,<00:11:54.560> everybody<00:11:55.040> gets<00:11:55.760> an<00:11:56.079> incentive.<00:11:56.959> So<00:11:57.440> it<00:11:57.680> aligns<00:11:58.079> the,<00:11:58.480> this<00:11:58.640> seems<00:11:58.880> simplistic,<00:11:59.360> but<00:11:59.519> it<00:11:59.600> aligns

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the<00:12:00.160> whole<00:12:00.320> organization<00:12:00.959> on<00:12:01.120> the<00:12:01.279> one<00:12:01.440> number<00:12:01.680> that<00:12:01.920> makes<00:12:02.079> sense.<00:12:02.640> So<00:12:02.880> when<00:12:03.120> you<00:12:03.279> get<00:12:03.519> the,<00:12:03.839> the<00:12:04.160> manufacturing<00:12:04.880> guy<00:12:05.120> goes,<00:12:05.440> "Well,<00:12:05.680> you<00:12:05.760> know,<00:12:05.920> I'm<00:12:06.160> just<00:12:06.240> going<00:12:06.320> to<00:12:06.399> ship

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it<00:12:06.720> out<00:12:06.880> the<00:12:06.959> back<00:12:07.120> door.<00:12:07.360> I<00:12:07.519> don't<00:12:07.600> care<00:12:07.680> if<00:12:07.839> it's<00:12:08.079> profitable<00:12:08.480> or<00:12:08.639> not.<00:12:08.880> We<00:12:09.120> don't<00:12:09.200> have<00:12:09.279> any<00:12:09.519> of<00:12:09.600> that.<00:12:10.320> Or<00:12:10.720> the<00:12:10.880> quality<00:12:11.279> guy<00:12:11.519> who<00:12:11.680> might<00:12:11.920> step<00:12:12.079> in<00:12:12.240> and<00:12:12.399> say,<00:12:12.560> "Uh,<00:12:12.959> uh,

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uh,<00:12:13.360> little<00:12:13.600> problem<00:12:13.760> with<00:12:14.000> quality<00:12:14.320> here.<00:12:14.639> Can't<00:12:14.880> let<00:12:15.040> that<00:12:15.279> get<00:12:15.360> out<00:12:15.519> the<00:12:15.680> back<00:12:15.839> door."

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He'll<00:12:17.200> take<00:12:17.360> care<00:12:17.519> of<00:12:17.680> that<00:12:17.920> upstream<00:12:18.720> because<00:12:18.959> they're<00:12:19.279> all,<00:12:19.839> uh,<00:12:20.320> engaged<00:12:20.720> in<00:12:20.959> the<00:12:21.120> same<00:12:21.680> metric<00:12:22.240> of,<00:12:22.399> of<00:12:22.800> profit.

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And<00:12:23.680> it's<00:12:23.920> really,<00:12:24.160> and<00:12:24.480> I've<00:12:24.720> got<00:12:24.880> all<00:12:25.120> kinds<00:12:25.279> of<00:12:25.440> arguments.

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I've<00:12:26.000> heard<00:12:26.160> every<00:12:26.399> last<00:12:26.560> one<00:12:26.720> of<00:12:26.800> them.<00:12:26.959> And<00:12:27.040> why,<00:12:27.279> well,<00:12:27.440> that's<00:12:28.000> dumb<00:12:28.320> idea.

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It<00:12:28.959> never<00:12:29.200> works.<00:12:29.519> I've<00:12:29.760> tried<00:12:29.920> it.<00:12:30.160> Doesn't<00:12:30.399> work.

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It<00:12:31.200> does<00:12:31.519> if<00:12:31.760> you,<00:12:32.160> uh,<00:12:32.320> if<00:12:32.480> you<00:12:32.639> allow<00:12:32.880> it<00:12:33.040> to<00:12:33.200> work.

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But<00:12:33.920> you<00:12:34.079> have<00:12:34.160> to<00:12:34.320> let<00:12:34.480> people<00:12:34.720> know<00:12:34.880> where<00:12:35.120> you<00:12:35.279> are<00:12:35.519> every<00:12:35.839> month<00:12:36.160> on<00:12:36.399> the<00:12:36.560> number.

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Every<00:12:37.839> month,<00:12:38.240> everybody<00:12:38.560> in<00:12:38.800> the<00:12:38.959> company<00:12:39.279> knows.

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Actually,<00:12:40.160> every,<00:12:40.560> every<00:12:41.120> day,<00:12:41.600> everybody<00:12:42.000> gets<00:12:42.240> an<00:12:42.399> orders<00:12:42.800> report,<00:12:43.519> including<00:12:43.920> me.

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And<00:12:44.560> every<00:12:44.880> month,<00:12:45.200> everyone<00:12:45.600> knows<00:12:46.240> where<00:12:46.480> we<00:12:46.720> are<00:12:46.959> in<00:12:47.279> relation<00:12:47.680> to<00:12:47.920> our<00:12:48.240> operating<00:12:48.720> income<00:12:49.279> budget.

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Give<00:12:50.160> you<00:12:50.240> a<00:12:50.399> perfect<00:12:50.639> example<00:12:51.040> how<00:12:51.279> powerful<00:12:51.600> that<00:12:51.839> is,<00:12:52.480> Clint.

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Uh,<00:12:53.360> one<00:12:53.600> time<00:12:53.839> many<00:12:54.160> years<00:12:54.320> ago,<00:12:55.200> uh,<00:12:55.279> it<00:12:55.519> was<00:12:55.600> December.

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We're<00:12:56.160> on<00:12:56.320> a<00:12:56.480> calendar<00:12:56.800> year.<00:12:57.279> It<00:12:57.519> was<00:12:57.600> December.

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And,<00:12:58.720> um,<00:12:59.200> we<00:12:59.440> were<00:12:59.519> in<00:12:59.680> danger<00:12:59.920> of<00:13:00.160> not<00:13:00.320> hitting<00:13:00.639> the<00:13:00.880> budget.

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And,<00:13:01.891> I<00:13:02.103> was<00:13:02.314> walking<00:13:02.526> through<00:13:02.737> the<00:13:02.949> factory,<00:13:03.160> and<00:13:03.371> a<00:13:03.583> guy<00:13:03.794> in<00:13:04.006> the<00:13:04.217> factory<00:13:04.429> came<00:13:04.640> up<00:13:04.851> to<00:13:05.063> me<00:13:05.274> and<00:13:05.486> he<00:13:05.697> said,<00:13:05.909> "You<00:13:06.120> know,<00:13:06.331> I'm<00:13:06.543> a<00:13:06.754> little<00:13:06.966> worried<00:13:07.177> about<00:13:07.389> not<00:13:07.600> making

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the<00:13:08.000> budget<00:13:08.240> this<00:13:08.480> year.<00:13:08.959> Is<00:13:09.200> there<00:13:09.440> anything<00:13:09.760> that<00:13:10.000> you<00:13:10.240> can<00:13:10.320> think<00:13:10.480> of<00:13:10.639> that<00:13:10.800> I<00:13:10.959> could<00:13:11.120> do<00:13:11.279> to<00:13:11.839> make<00:13:12.079> that<00:13:12.399> happen?

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Now,<00:13:13.519> imagine<00:13:13.920> that<00:13:14.560> a<00:13:15.040> guy<00:13:15.279> in<00:13:15.519> the<00:13:15.760> factory<00:13:16.320> cares<00:13:16.800> about<00:13:17.200> profit.

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Well,<00:13:18.320> it's<00:13:18.560> not<00:13:18.800> because<00:13:19.519> of<00:13:19.680> philanthropy.

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It's<00:13:20.800> because<00:13:21.279> he's<00:13:21.600> got<00:13:21.839> money<00:13:22.079> getting<00:13:22.320> in<00:13:22.480> his<00:13:22.639> pocket<00:13:22.880> if<00:13:23.040> we<00:13:23.200> hit<00:13:23.279> the<00:13:23.440> number<00:13:23.760> and<00:13:23.920> he<00:13:24.079> doesn't<00:13:24.240> if<00:13:24.399> we<00:13:24.560> don't.

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So,<00:13:25.040> it's,<00:13:25.600> it's<00:13:25.920> a<00:13:26.160> powerful<00:13:26.560> way<00:13:26.800> to,<00:13:27.279> uh,<00:13:27.600> give<00:13:27.920> people<00:13:28.160> a<00:13:28.399> reason<00:13:29.200> to<00:13:29.519> care<00:13:29.760> about<00:13:30.000> your<00:13:30.240> company.

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Second<00:13:31.440> thing<00:13:31.600> is,<00:13:32.160> you<00:13:32.399> have<00:13:32.480> to<00:13:32.639> have<00:13:32.800> really<00:13:33.040> terrific<00:13:33.519> leaders<00:13:33.920> who<00:13:34.240> care<00:13:34.560> about<00:13:34.800> the<00:13:35.120> people<00:13:35.360> that<00:13:35.680> they're<00:13:35.920> leading,<00:13:36.480> care<00:13:36.720> about.

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Uh,<00:13:38.035> and<00:13:38.389> in<00:13:38.744> my<00:13:39.099> company,<00:13:39.454> we<00:13:39.808> are<00:13:40.163> family-oriented,<00:13:40.518> and<00:13:40.873> everybody<00:13:41.227> knows,<00:13:41.582> if<00:13:41.937> you<00:13:42.292> talk<00:13:42.646> to<00:13:43.001> my,<00:13:43.356> anybody<00:13:43.711> in<00:13:44.065> my<00:13:44.420> organization,<00:13:44.775> they'll<00:13:45.130> tell<00:13:45.484> you<00:13:45.839> that

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I<00:13:46.320> will<00:13:46.560> always<00:13:46.880> say,<00:13:47.200> "Your<00:13:47.440> family<00:13:47.760> comes<00:13:48.000> first.<00:13:48.320> If<00:13:48.480> you<00:13:48.639> have<00:13:48.720> a<00:13:48.880> conflict<00:13:49.200> between<00:13:49.600> family<00:13:49.920> and<00:13:50.160> work,<00:13:50.880> family<00:13:51.200> comes<00:13:51.519> first."<00:13:52.000> Now,<00:13:52.240> if<00:13:52.399> you're<00:13:52.560> hiring<00:13:52.880> the<00:13:53.040> wrong<00:13:53.200> people,

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who<00:13:53.760> might<00:13:53.920> want<00:13:54.079> to<00:13:54.240> take<00:13:54.320> advantage<00:13:54.720> of<00:13:54.880> that,<00:13:55.120> that's<00:13:55.360> a<00:13:55.519> different,<00:13:55.760> that's<00:13:56.079> a<00:13:56.320> different<00:13:56.560> situation.<00:13:57.199> But<00:13:58.079> you<00:13:58.320> put<00:13:58.560> all<00:13:58.720> that<00:13:58.959> together,<00:13:59.279> and<00:13:59.600> people<00:13:59.920> feel<00:14:00.160> like<00:14:00.320> they're

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working<00:14:00.880> for<00:14:01.279> a<00:14:01.519> caring<00:14:02.120> organization<00:14:03.120> that<00:14:03.440> has<00:14:03.600> their<00:14:03.920> interests<00:14:04.240> at<00:14:04.480> heart.<00:14:05.120> And<00:14:05.279> the<00:14:05.440> other<00:14:05.600> thing<00:14:05.680> we<00:14:05.920> do,<00:14:06.079> we're<00:14:06.240> big<00:14:06.399> into<00:14:06.720> philanthropy<00:14:07.199> in<00:14:07.360> the,<00:14:07.519> in<00:14:07.680> the<00:14:07.839> community

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And<00:14:08.320> that<00:14:08.480> attracts<00:14:08.800> a<00:14:09.040> certain<00:14:09.279> kind<00:14:09.440> of<00:14:09.600> person.

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Uh,<00:14:10.399> we<00:14:10.639> have<00:14:10.720> a<00:14:10.959> committee<00:14:11.199> of<00:14:11.839> employees<00:14:12.320> that<00:14:12.560> decide<00:14:12.959> what,<00:14:13.519> uh,<00:14:13.680> how<00:14:13.920> to<00:14:14.079> distribute,<00:14:14.800> uh,<00:14:15.040> charitable<00:14:15.519> funds<00:14:16.320> every<00:14:16.639> year,<00:14:16.959> and<00:14:17.279> so<00:14:17.440> it<00:14:17.680> sort<00:14:17.839> of<00:14:17.920> all<00:14:18.160> hangs

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together.<00:14:19.279> Why<00:14:19.440> is<00:14:19.600> that<00:14:19.760> important<00:14:20.000> to<00:14:20.160> you?

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Why<00:14:20.560> is<00:14:20.959> being<00:14:21.440> engaged<00:14:22.000> in<00:14:22.160> the<00:14:22.399> community<00:14:22.800> outside<00:14:23.199> of<00:14:23.360> your<00:14:23.519> business<00:14:23.920> important?

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Well,<00:14:25.040> that's<00:14:25.199> a<00:14:25.279> good<00:14:25.440> question.<00:14:26.079> It's<00:14:26.320> important<00:14:26.560> to<00:14:26.720> me<00:14:26.959> because<00:14:27.199> I<00:14:27.440> think<00:14:27.600> we,<00:14:28.000> uh,<00:14:28.160> we<00:14:28.560> owe<00:14:28.639> the<00:14:28.800> community<00:14:29.120> that<00:14:29.279> we<00:14:29.440> earn<00:14:29.600> our<00:14:29.839> living<00:14:30.079> in<00:14:30.639> to<00:14:31.360> pay<00:14:31.600> them<00:14:31.760> back.

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Now,<00:14:32.800> I<00:14:32.959> know<00:14:33.040> all<00:14:33.279> the<00:14:33.440> arguments<00:14:33.920> about,<00:14:34.320> you<00:14:34.480> know,<00:14:34.720> shareholders<00:14:35.279> don't<00:14:35.519> care<00:14:35.760> about<00:14:36.000> that,<00:14:36.480> you<00:14:36.560> know,<00:14:36.720> you<00:14:36.959> just<00:14:37.120> distribute<00:14:38.000> the,<00:14:38.160> the<00:14:38.639> profit,<00:14:38.880> and<00:14:39.120> the<00:14:39.279> shareholders

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can<00:14:40.000> decide<00:14:40.320> on<00:14:40.560> that.<00:14:40.880> Uh,<00:14:41.279> but,<00:14:42.040> um,<00:14:43.040> my<00:14:43.399> shareholders<00:14:44.399> agree<00:14:44.720> with<00:14:44.880> me<00:14:45.040> that<00:14:45.279> the<00:14:45.519> company<00:14:45.839> should<00:14:46.160> do<00:14:46.320> that,<00:14:46.880> and<00:14:47.360> it,<00:14:47.519> it's<00:14:47.760> a

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two-fold<00:14:48.399> benefit.<00:14:49.040> One<00:14:49.279> is,<00:14:49.920> um,<00:14:50.639> we're<00:14:50.880> viewed<00:14:51.279> as<00:14:51.519> a,<00:14:51.680> as<00:14:52.000> a<00:14:52.720> super<00:14:53.519> spectacular<00:14:54.320> company<00:14:54.639> in<00:14:54.880> the<00:14:55.040> community.

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Everybody<00:14:55.839> knows<00:14:56.000> who<00:14:56.160> we<00:14:56.320> are.<00:14:57.040> I<00:14:57.360> have<00:14:57.600> no<00:14:57.839> trouble<00:14:58.240> recruiting<00:14:58.800> people<00:14:59.120> because<00:14:59.600> we're<00:14:59.839> always<00:15:00.240> in<00:15:00.480> the<00:15:00.880> media<00:15:01.680> about<00:15:02.399> this<00:15:02.720> philanthropy,<00:15:03.440> that

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philanthropy,<00:15:04.399> this<00:15:04.639> award,<00:15:05.040> that,<00:15:05.279> whatever.

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And,<00:15:06.320> uh,<00:15:07.199> and<00:15:07.440> in<00:15:07.680> the<00:15:07.920> competitive<00:15:08.399> environment<00:15:08.720> that<00:15:08.959> we've<00:15:09.120> been<00:15:09.279> in,<00:15:09.760> labor<00:15:10.079> environment<00:15:10.480> for<00:15:10.639> the<00:15:10.800> last,<00:15:10.959> as<00:15:11.120> I'm<00:15:11.279> sure,<00:15:11.440> you<00:15:11.600> know,<00:15:11.760> last<00:15:11.920> two<00:15:12.000> or<00:15:12.160> three<00:15:12.320> or<00:15:12.480> four

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years.<00:15:13.440> Uh,<00:15:13.839> everybody<00:15:14.320> else,<00:15:14.639> and,<00:15:15.000> and<00:15:16.000> the<00:15:16.160> community<00:15:16.480> has<00:15:16.720> to<00:15:17.120> pay<00:15:17.440> extra,<00:15:18.320> and<00:15:18.560> they<00:15:18.800> still<00:15:19.040> can't<00:15:19.360> get<00:15:19.600> the<00:15:20.000> kind<00:15:20.160> of<00:15:20.320> recruitment<00:15:21.199> success

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that<00:15:21.760> we<00:15:21.920> get.<00:15:22.160> We<00:15:22.320> don't<00:15:22.399> have<00:15:22.560> any<00:15:22.720> trouble<00:15:22.959> at<00:15:23.120> all.

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I<00:15:23.680> don't<00:15:23.839> pay<00:15:24.000> the<00:15:24.240> highest<00:15:24.480> in<00:15:24.720> the<00:15:24.800> world.<00:15:25.040> You're<00:15:25.279> not<00:15:25.440> supposed<00:15:25.680> to.

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That's<00:15:26.560> not<00:15:26.720> necessarily<00:15:27.199> the<00:15:27.440> smart<00:15:27.600> thing<00:15:27.760> to<00:15:27.920> do,<00:15:28.240> but<00:15:28.480> I<00:15:28.639> have<00:15:28.800> no<00:15:28.959> trouble,<00:15:29.440> uh,<00:15:29.600> recruiting<00:15:30.079> people.

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And<00:15:30.880> they<00:15:31.040> like<00:15:31.279> coming<00:15:31.440> to<00:15:31.680> work<00:15:31.839> for<00:15:32.000> that<00:15:32.240> reason,<00:15:32.720> right?

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They'll<00:15:33.279> take,<00:15:33.519> like,<00:15:33.680> it<00:15:33.920> doesn't<00:15:34.000> have<00:15:34.160> to<00:15:34.240> be<00:15:34.320> the<00:15:34.399> highest<00:15:34.639> in<00:15:34.800> the<00:15:34.959> world<00:15:35.120> because<00:15:35.360> there's<00:15:35.680> more<00:15:36.040> meaning,<00:15:37.120> uh,<00:15:37.279> to<00:15:37.519> their<00:15:37.760> job<00:15:38.160> than<00:15:38.720> just<00:15:39.279> the<00:15:39.519> paycheck,<00:15:40.160> right?

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That's<00:15:40.560> what<00:15:40.720> you've<00:15:41.040> accomplished<00:15:41.519> here.<00:15:41.920> You've<00:15:42.160> accomplished<00:15:42.639> meaning.

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That's<00:15:43.680> exactly<00:15:44.160> right.<00:15:44.399> Um,<00:15:44.720> I<00:15:44.959> can't<00:15:45.120> remember<00:15:45.279> the<00:15:45.839> author<00:15:46.160> of<00:15:46.519> the<00:15:47.519> work,<00:15:48.000> uh,<00:15:48.079> the<00:15:48.320> book<00:15:48.480> called<00:15:48.720> Meaning<00:15:49.120> at<00:15:49.360> Work,<00:15:49.920> but<00:15:50.240> it<00:15:50.480> gives<00:15:50.720> them,<00:15:51.279> uh,<00:15:51.759> a

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reason<00:15:52.240> to<00:15:52.480> be<00:15:52.639> at<00:15:52.880> work<00:15:53.040> besides<00:15:53.680> just<00:15:54.000> making<00:15:54.240> the<00:15:54.399> widgets<00:15:55.199> and<00:15:55.519> doing<00:15:55.759> the<00:15:55.920> widgets,<00:15:56.800> and<00:15:57.040> that<00:15:57.360> attracts<00:15:57.759> a<00:15:58.000> certain<00:15:58.240> kind<00:15:58.399> of<00:15:59.160> person<00:16:00.160> because

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of<00:16:00.639> our<00:16:00.880> philanthropy,<00:16:01.600> that<00:16:01.839> attracts<00:16:02.160> a<00:16:02.399> certain<00:16:02.639> kind<00:16:02.800> of<00:16:02.959> person.

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Now,<00:16:04.240> if<00:16:04.480> you<00:16:04.639> ask<00:16:04.800> me<00:16:04.959> to<00:16:05.120> define<00:16:05.440> exactly<00:16:05.839> what<00:16:06.000> that<00:16:06.240> kind<00:16:06.399> of<00:16:06.480> person<00:16:06.720> is,<00:16:06.959> I,<00:16:07.440> I'm<00:16:07.600> not<00:16:07.759> sure<00:16:07.920> I<00:16:08.079> could<00:16:08.240> tell<00:16:08.320> you,<00:16:08.800> but<00:16:09.040> it's<00:16:09.199> a<00:16:09.600> kind<00:16:09.759> of<00:16:09.920> person<00:16:10.079> who<00:16:10.399> cares<00:16:10.639> about

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the<00:16:11.040> community,<00:16:11.519> cares<00:16:11.839> about<00:16:12.000> his<00:16:12.240> co-workers,<00:16:13.040> and<00:16:13.279> I'll<00:16:13.440> give<00:16:13.519> you<00:16:13.680> an<00:16:13.759> example.

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Years<00:16:14.639> and<00:16:14.880> years<00:16:15.120> and<00:16:15.360> years<00:16:15.519> and<00:16:15.839> years<00:16:16.240> ago,<00:16:16.800> there<00:16:16.959> was<00:16:17.120> a<00:16:17.360> massive<00:16:17.759> flood<00:16:18.000> in<00:16:18.160> our<00:16:18.320> area,<00:16:18.800> and<00:16:19.120> one<00:16:19.360> of<00:16:19.440> my<00:16:20.040> employees<00:16:21.040> lost<00:16:21.360> his<00:16:21.600> whole<00:16:21.759> house<00:16:22.000> in<00:16:22.160> the<00:16:22.320> flood.

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We<00:16:23.839> were<00:16:24.320> getting<00:16:24.560> ready<00:16:24.720> to<00:16:24.880> have<00:16:25.040> the<00:16:25.360> annual<00:16:25.920> company<00:16:26.320> golf<00:16:26.639> outing<00:16:27.120> where<00:16:27.440> people<00:16:27.759> get<00:16:27.920> the<00:16:28.160> day<00:16:28.480> off,<00:16:29.120> free<00:16:29.480> golf,<00:16:30.480> liquor,<00:16:30.959> hamburgers,

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and<00:16:31.600> all<00:16:31.759> that<00:16:31.920> kind<00:16:32.000> of<00:16:32.160> stuff.<00:16:33.800> And<00:16:34.800> they<00:16:35.040> came<00:16:35.199> up<00:16:35.440> to<00:16:35.519> me<00:16:35.680> and<00:16:35.839> they<00:16:36.079> said,<00:16:36.240> "We<00:16:36.639> would<00:16:36.800> be<00:16:37.040> willing,<00:16:37.440> if<00:16:37.759> we<00:16:37.920> would<00:16:38.079> be<00:16:38.240> willing<00:16:38.480> to<00:16:38.959> forego<00:16:39.519> the

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golf<00:16:40.079> outing<00:16:40.639> this<00:16:40.880> year,<00:16:41.519> would<00:16:41.759> you<00:16:41.920> put<00:16:42.079> the<00:16:42.240> money<00:16:42.320> that<00:16:42.560> you<00:16:42.720> would<00:16:42.800> have<00:16:42.959> spent<00:16:43.279> toward<00:16:43.680> Jesse<00:16:44.000> so<00:16:44.240> he<00:16:44.399> can<00:16:44.480> rebuild<00:16:44.880> his<00:16:45.120> house?"

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Now,<00:16:46.000> that's<00:16:46.160> the<00:16:46.399> kind<00:16:46.560> of<00:16:46.639> teamwork<00:16:47.519> and<00:16:47.839> camaraderie<00:16:48.399> that<00:16:48.639> you<00:16:49.040> money<00:16:49.279> can't<00:16:49.519> buy.

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And<00:16:50.135> we<00:16:50.432> did,<00:16:50.728> because<00:16:51.024> if<00:16:51.320> I'd<00:16:51.617> have<00:16:51.913> said,<00:16:52.209> "No,<00:16:52.506> I'll<00:16:52.802> just<00:16:53.098> do<00:16:53.395> it<00:16:53.691> anyway,"<00:16:53.987> you<00:16:54.283> know,<00:16:54.580> uh,<00:16:54.876> it<00:16:55.172> was<00:16:55.469> the,<00:16:55.765> the<00:16:56.061> principle<00:16:56.358> of<00:16:56.654> it,<00:16:56.950> because<00:16:57.246> of<00:16:57.543> the<00:16:57.839> camaraderie

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and<00:16:58.560> the<00:16:58.720> teamwork<00:16:59.120> everybody<00:16:59.519> has.<00:17:00.079> That's,<00:17:00.560> that's<00:17:00.880> remarkable.

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It's<00:17:02.000> a<00:17:02.160> remarkable<00:17:02.639> culture.<00:17:03.360> Yeah,<00:17:03.600> that,<00:17:03.759> that<00:17:04.160> culture<00:17:04.400> that<00:17:04.640> you<00:17:04.799> have<00:17:04.959> built<00:17:05.280> is<00:17:05.760> unbelievable.

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Give<00:17:06.799> me<00:17:06.959> a<00:17:07.120> sense<00:17:07.280> for<00:17:07.520> what<00:17:07.760> a<00:17:07.919> typical<00:17:08.319> day<00:17:08.559> looks<00:17:08.799> like<00:17:08.959> for<00:17:09.120> you,<00:17:09.360> Ben.

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Well,<00:17:10.319> that's<00:17:10.480> a<00:17:10.640> really<00:17:10.799> good<00:17:11.039> question.<00:17:11.640> My,<00:17:12.640> my<00:17:13.039> typical<00:17:13.520> day,<00:17:13.839> and<00:17:14.079> this<00:17:14.240> would<00:17:14.480> not<00:17:14.640> be,<00:17:15.199> um,<00:17:15.919> so<00:17:16.160> unusual<00:17:16.640> for<00:17:16.880> other<00:17:17.120> CEOs<00:17:17.520> you<00:17:17.760> talk<00:17:17.919> to,<00:17:18.240> is

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Uh,<00:17:18.959> well,<00:17:19.280> tell<00:17:19.520> me<00:17:19.600> what<00:17:19.839> time<00:17:20.000> you<00:17:20.160> want<00:17:20.240> me<00:17:20.400> to<00:17:20.559> start.

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Tell<00:17:21.280> me<00:17:21.439> what<00:17:21.679> time<00:17:21.839> you<00:17:22.000> want<00:17:22.160> me<00:17:22.240> to<00:17:22.400> stop.<00:17:22.720> I<00:17:22.880> mean,<00:17:22.959> the<00:17:23.199> last<00:17:23.360> thing<00:17:23.520> I<00:17:23.679> do<00:17:23.839> before<00:17:24.000> I<00:17:24.160> go<00:17:24.240> to<00:17:24.400> bed<00:17:24.480> at<00:17:24.640> night<00:17:24.720> is<00:17:24.880> I<00:17:25.039> get<00:17:25.120> on<00:17:25.280> my<00:17:25.439> email.

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I<00:17:26.240> always,<00:17:27.039> uh,<00:17:27.839> immediately<00:17:28.480> after<00:17:28.720> the<00:17:28.960> orders<00:17:29.440> report<00:17:29.760> comes<00:17:30.000> out,<00:17:30.320> I<00:17:30.559> plunge<00:17:30.880> into<00:17:31.039> that.

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Sometimes<00:17:31.600> that's<00:17:31.919> at<00:17:32.160> 6:00<00:17:32.320> at<00:17:32.480> night,<00:17:32.799> sometimes<00:17:33.200> it's<00:17:33.360> 7:00<00:17:33.520> in<00:17:33.679> the<00:17:33.840> morning.

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First<00:17:34.799> thing<00:17:34.880> I<00:17:35.120> do<00:17:35.200> in<00:17:35.360> the<00:17:35.520> morning<00:17:35.600> when<00:17:35.840> I<00:17:35.919> get<00:17:36.000> up,<00:17:36.320> check<00:17:36.480> my<00:17:36.720> emails,<00:17:37.440> check<00:17:37.600> the<00:17:37.840> orders<00:17:38.160> report.

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We're<00:17:38.960> a<00:17:39.120> global<00:17:39.440> business,<00:17:39.679> so<00:17:40.080> things<00:17:40.320> come<00:17:40.480> in,<00:17:40.799> you<00:17:40.880> know,<00:17:41.440> all<00:17:41.600> time<00:17:41.840> of<00:17:41.919> the,<00:17:42.320> all<00:17:42.559> times<00:17:42.799> of<00:17:42.880> the<00:17:42.960> day<00:17:43.120> and<00:17:43.280> night.

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And<00:17:44.080> then,<00:17:44.480> uh,<00:17:44.640> I<00:17:44.960> spend<00:17:45.360> most<00:17:45.760> of<00:17:45.919> my<00:17:46.240> day<00:17:46.559> thinking<00:17:46.880> about<00:17:47.559> futures,<00:17:48.559> because<00:17:48.799> I've<00:17:49.039> got,<00:17:49.200> I've<00:17:49.520> got<00:17:49.600> a<00:17:49.760> killer<00:17:50.160> leadership<00:17:50.640> team.

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My,<00:17:51.679> uh,<00:17:51.919> sales<00:17:52.160> and<00:17:52.400> marketing<00:17:52.720> guy<00:17:52.960> knows<00:17:53.280> exactly<00:17:53.679> what<00:17:53.840> he's<00:17:54.160> doing.

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Very<00:17:55.120> sel<00:17:55.600> seldom<00:17:55.919> does<00:17:56.080> they<00:17:56.240> ever<00:17:56.400> have<00:17:56.559> to<00:17:56.640> ask<00:17:56.880> me<00:17:57.360> about<00:17:57.760> something.

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My<00:17:58.720> engineering<00:17:59.120> and<00:17:59.360> operations<00:17:59.840> guys,<00:18:00.240> they<00:18:00.480> know<00:18:00.640> exactly<00:18:01.039> what<00:18:01.280> they're<00:18:01.520> doing,<00:18:01.760> and,<00:18:02.240> uh,<00:18:02.400> I<00:18:02.880> gather<00:18:03.280> them<00:18:03.520> together<00:18:04.000> once<00:18:04.240> a<00:18:04.480> month<00:18:05.120> for<00:18:05.360> a<00:18:05.600> complete<00:18:05.919> business<00:18:06.240> review.

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Everything<00:18:07.039> from<00:18:07.280> the<00:18:07.440> top<00:18:07.600> to<00:18:07.760> the<00:18:07.919> bottom,<00:18:08.320> sales,<00:18:09.200> orders,<00:18:10.000> um,<00:18:10.240> new<00:18:10.559> product<00:18:10.880> developments,<00:18:11.840> margins,<00:18:12.480> this,<00:18:12.720> that,<00:18:12.960> you<00:18:13.120> name<00:18:13.280> it,<00:18:13.360> and<00:18:13.520> we<00:18:13.679> go<00:18:13.760> over,<00:18:14.160> we<00:18:14.400> take<00:18:14.480> a

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deep<00:18:14.880> dive.<00:18:15.200> It<00:18:15.360> takes<00:18:15.600> most<00:18:15.760> of<00:18:15.919> the<00:18:16.080> day.<00:18:16.960> Rest<00:18:17.120> of<00:18:17.280> the<00:18:17.440> month,<00:18:17.600> I<00:18:17.840> let<00:18:18.000> those<00:18:18.240> guys<00:18:18.480> do<00:18:18.640> their<00:18:18.880> thing.

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If<00:18:19.200> they<00:18:19.360> need<00:18:19.520> to<00:18:19.679> talk<00:18:19.760> to<00:18:19.919> me,<00:18:20.160> they<00:18:20.400> will.<00:18:20.799> And<00:18:20.960> every<00:18:21.200> now<00:18:21.280> and<00:18:21.440> again,<00:18:21.679> of<00:18:21.840> course,<00:18:22.000> I'll<00:18:22.240> just<00:18:22.640> talk<00:18:22.880> to<00:18:23.039> them.

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So<00:18:24.080> I<00:18:24.320> spend<00:18:24.559> most<00:18:24.799> of<00:18:24.880> my<00:18:25.280> time<00:18:25.520> on,<00:18:25.919> okay,<00:18:26.799> what<00:18:26.960> is<00:18:27.120> in<00:18:27.280> the<00:18:27.440> future,<00:18:28.160> especially<00:18:28.480> in<00:18:28.640> the<00:18:28.799> last<00:18:28.880> two<00:18:29.039> or<00:18:29.280> three<00:18:29.440> years<00:18:29.760> that's<00:18:30.000> been,<00:18:30.240> like,<00:18:30.640> really<00:18:30.960> tough,<00:18:31.600> what<00:18:31.760> is<00:18:31.919> in

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the<00:18:32.160> future,<00:18:32.559> how<00:18:32.720> do<00:18:32.799> we<00:18:32.960> prepare<00:18:33.440> for<00:18:33.600> it?<00:18:33.919> And<00:18:34.160> then,<00:18:34.880> uh,<00:18:35.840> the<00:18:36.160> one<00:18:36.320> of<00:18:36.400> the<00:18:36.559> biggest<00:18:36.880> components<00:18:37.280> of<00:18:37.440> my<00:18:37.600> job<00:18:37.760> is<00:18:37.919> to<00:18:38.080> manage<00:18:38.400> the<00:18:38.640> board.<00:18:39.280> That<00:18:39.520> may<00:18:39.760> sound<00:18:40.000> like<00:18:40.559> I'm

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not<00:18:41.039> the<00:18:41.240> chairman,<00:18:42.240> but,<00:18:42.720> uh,<00:18:43.120> I'm<00:18:43.360> sort<00:18:43.520> of<00:18:43.600> like<00:18:43.760> the<00:18:44.000> de<00:18:44.160> facto<00:18:44.559> chairman<00:18:45.039> because<00:18:45.280> I've<00:18:45.440> been<00:18:45.600> leading<00:18:45.919> the<00:18:46.080> board<00:18:46.600> forever,<00:18:47.600> and,<00:18:48.160> uh,<00:18:48.400> if<00:18:48.640> I<00:18:48.799> don't,<00:18:49.520> um,

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prep<00:18:50.720> them,<00:18:51.200> if<00:18:51.360> I<00:18:51.600> don't,<00:18:52.160> um,<00:18:52.799> um,<00:18:53.440> get<00:18:53.760> things<00:18:54.480> in<00:18:54.720> line<00:18:54.960> so<00:18:55.200> they<00:18:55.360> can<00:18:55.520> understand<00:18:56.120> them,<00:18:57.120> because<00:18:57.520> they're<00:18:57.760> not,<00:18:58.080> that's<00:18:58.320> a<00:18:58.480> very

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um,<00:18:59.280> uninvolved<00:18:59.919> board.<00:19:00.400> They're,<00:19:00.799> you<00:19:00.880> know,<00:19:01.039> they<00:19:01.200> come<00:19:01.360> together<00:19:01.840> once<00:19:02.160> every<00:19:02.400> quarter.

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If<00:19:02.960> we<00:19:03.120> have<00:19:03.200> a<00:19:03.280> meeting,<00:19:03.520> it's<00:19:03.679> an<00:19:03.840> hour,<00:19:04.000> hour<00:19:04.080> and<00:19:04.160> a<00:19:04.240> half,<00:19:04.480> we're<00:19:04.640> done,<00:19:05.360> and,<00:19:05.840> uh,<00:19:06.000> it's<00:19:06.240> important<00:19:06.640> to<00:19:07.280> have<00:19:07.520> them,<00:19:08.160> uh,<00:19:08.480> have<00:19:08.720> enough<00:19:09.240> communications<00:19:10.240> and<00:19:10.559> enough<00:19:10.880> involvement

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but<00:19:11.600> not<00:19:11.760> too<00:19:12.000> much<00:19:12.240> involvement,<00:19:12.880> because<00:19:13.200> then<00:19:13.600> things<00:19:14.320> kind<00:19:14.559> of<00:19:14.640> go<00:19:14.880> sideways.

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Yeah.<00:19:15.919> Yeah.<00:19:16.240> Board<00:19:16.559> management<00:19:17.039> is<00:19:17.280> a<00:19:17.520> very<00:19:17.840> interesting<00:19:18.240> topic.

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How<00:19:19.280> have<00:19:19.440> you<00:19:19.679> learned<00:19:19.919> that<00:19:20.160> over<00:19:20.320> the<00:19:20.559> years?

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Like<00:19:21.120> that<00:19:21.760> interesting<00:19:22.400> and<00:19:22.799> important<00:19:23.200> balance<00:19:23.960> between,<00:19:24.960> here's<00:19:25.360> everything<00:19:25.600> that's<00:19:25.919> happening<00:19:26.160> that<00:19:26.480> you<00:19:26.640> need<00:19:26.799> to<00:19:26.960> know,<00:19:27.600> and<00:19:28.080> keeping<00:19:28.640> them<00:19:28.960> kind

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of<00:19:29.200> at<00:19:29.440> arm's<00:19:29.760> length<00:19:30.000> on<00:19:30.160> the<00:19:30.320> day-to-day<00:19:30.799> operations.

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Yeah,<00:19:31.840> that<00:19:32.080> was<00:19:32.240> tough.<00:19:32.559> Uh,<00:19:32.960> I'd<00:19:33.200> never<00:19:33.440> managed<00:19:33.679> a<00:19:33.919> board<00:19:34.160> before<00:19:34.799> I<00:19:35.120> came<00:19:35.280> here.

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I<00:19:35.760> didn't<00:19:35.919> have<00:19:36.080> to<00:19:36.240> when<00:19:36.480> I<00:19:36.640> was,<00:19:36.880> uh,<00:19:37.120> for<00:19:37.440> the<00:19:37.600> Fortune<00:19:38.000> 500<00:19:38.480> company.

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And<00:19:39.440> I<00:19:39.600> sort<00:19:39.760> of<00:19:39.919> managed<00:19:40.400> by,<00:19:40.880> uh,<00:19:41.120> first<00:19:41.360> of<00:19:41.520> all,<00:19:41.679> I'm<00:19:41.919> a<00:19:42.160> control<00:19:42.480> freak.

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You<00:19:43.200> know,<00:19:43.440> I'm<00:19:43.679> not<00:19:43.840> about<00:19:44.000> to<00:19:44.160> let<00:19:44.320> anybody<00:19:44.720> get<00:19:44.960> their<00:19:45.120> fingers<00:19:45.360> in<00:19:45.600> my<00:19:45.840> operation.

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That's<00:19:46.400> just<00:19:46.640> me.<00:19:46.799> Well,<00:19:47.039> that,<00:19:47.200> that's<00:19:47.440> how<00:19:47.600> I<00:19:47.760> started<00:19:48.000> out,<00:19:48.480> and<00:19:48.720> I<00:19:48.880> made<00:19:49.120> some<00:19:49.280> mistakes<00:19:49.600> in<00:19:49.840> the<00:19:50.000> beginning<00:19:50.160> with<00:19:50.400> the<00:19:50.640> board.

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Uh,<00:19:51.200> and<00:19:51.360> the<00:19:51.440> board<00:19:51.600> has<00:19:51.840> turned<00:19:52.080> over<00:19:52.640> a<00:19:52.880> few<00:19:53.039> times<00:19:53.280> since<00:19:53.520> then.

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Not<00:19:54.000> completely,<00:19:54.400> but<00:19:54.880> segments<00:19:55.280> of<00:19:55.440> it<00:19:56.160> where<00:19:56.559> I,<00:19:57.200> uh,<00:19:57.520> didn't<00:19:57.840> think<00:19:58.080> they<00:19:58.320> had<00:19:58.559> the<00:19:58.799> right,<00:19:59.039> nor<00:19:59.280> did<00:19:59.440> I<00:19:59.600> want<00:19:59.760> them<00:20:00.000> to<00:20:00.320> have<00:20:00.480> any<00:20:00.799> particular<00:20:01.280> piece<00:20:01.520> of<00:20:01.679> information

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Then<00:20:07.600> I<00:20:07.840> started<00:20:08.080> to<00:20:08.280> understand,<00:20:09.280> here's<00:20:09.600> the<00:20:09.840> hallway<00:20:10.160> the<00:20:10.400> board<00:20:10.720> wants<00:20:10.960> me<00:20:11.120> to<00:20:11.280> be<00:20:11.360> in,<00:20:11.760> like<00:20:12.080> this.

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Here's<00:20:13.200> the<00:20:13.360> hallway<00:20:13.840> way<00:20:14.080> out<00:20:14.240> here<00:20:14.480> that<00:20:14.720> I<00:20:14.880> want<00:20:14.960> to<00:20:15.120> be<00:20:15.200> in,<00:20:15.440> and<00:20:16.080> sorry,<00:20:16.400> neither<00:20:16.720> one<00:20:16.880> can<00:20:17.039> have<00:20:17.200> it<00:20:17.360> that<00:20:17.520> way.

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So<00:20:17.919> you<00:20:18.080> sort<00:20:18.320> of<00:20:18.720> come<00:20:18.880> in<00:20:19.039> and,<00:20:19.440> uh,<00:20:19.600> and<00:20:19.840> meet<00:20:20.160> in<00:20:20.320> the<00:20:20.480> middle,<00:20:21.120> and<00:20:21.440> then,<00:20:21.760> of<00:20:22.000> course,<00:20:22.160> the<00:20:22.400> more<00:20:22.880> successes<00:20:23.600> you<00:20:23.840> have,<00:20:24.559> the<00:20:24.720> more<00:20:24.960> hallway<00:20:25.360> the<00:20:25.520> board<00:20:25.760> gives

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you,<00:20:26.799> and<00:20:27.039> the<00:20:27.280> more<00:20:27.440> confidence<00:20:28.080> they<00:20:28.320> have<00:20:28.480> in<00:20:28.640> you,<00:20:28.799> and<00:20:28.960> say,<00:20:29.120> "Okay,<00:20:29.440> Blue<00:20:29.679> says<00:20:29.840> this,<00:20:30.080> it's<00:20:30.240> going<00:20:30.320> to,<00:20:30.640> must<00:20:30.880> be<00:20:30.960> right.<00:20:31.280> Look<00:20:31.360> at<00:20:31.440> what<00:20:31.600> he's<00:20:31.760> done<00:20:31.919> in<00:20:32.000> the<00:20:32.159> last<00:20:32.320> 26<00:20:32.799> years."

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And<00:20:33.760> so<00:20:34.000> I<00:20:34.240> think<00:20:34.400> success<00:20:34.720> is<00:20:35.039> probably<00:20:35.520> the,<00:20:35.679> the<00:20:36.080> biggest,<00:20:36.559> uh,<00:20:37.520> the<00:20:37.840> biggest<00:20:38.159> reason<00:20:38.400> the<00:20:38.640> board<00:20:38.880> lets<00:20:39.120> me,<00:20:39.520> and<00:20:39.840> you<00:20:40.000> know,<00:20:40.559> you,<00:20:40.880> you<00:20:41.200> have<00:20:41.440> to<00:20:41.720> have

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codified,<00:20:43.840> uh,<00:20:44.240> limits<00:20:44.640> of<00:20:44.799> authority.

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Okay,<00:20:46.400> I<00:20:46.720> know,<00:20:47.200> even<00:20:47.520> though<00:20:47.679> it's<00:20:47.919> not,<00:20:48.320> uh,<00:20:48.640> codified,<00:20:49.200> that<00:20:49.440> I<00:20:49.760> can't<00:20:50.000> buy<00:20:50.240> a<00:20:50.400> company<00:20:50.720> without<00:20:51.280> getting<00:20:51.520> the<00:20:51.679> board's<00:20:52.000> approval.

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I<00:20:52.720> know<00:20:52.799> that.<00:20:53.440> Okay,<00:20:54.400> I<00:20:54.640> know<00:20:54.880> I<00:20:55.120> can't<00:20:55.440> sell<00:20:55.679> a<00:20:55.919> major<00:20:56.480> product<00:20:56.799> line<00:20:57.120> without<00:20:57.520> getting<00:20:57.760> the<00:20:58.000> board's<00:20:58.320> approval.

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I<00:20:59.280> know<00:20:59.440> that.<00:20:59.679> That<00:20:59.919> seems<00:21:00.320> sensible<00:21:00.720> to<00:21:00.880> me,<00:21:01.120> you<00:21:01.280> know,<00:21:02.000> and,<00:21:02.559> uh,<00:21:02.799> I<00:21:03.039> know<00:21:03.520> as<00:21:03.840> long<00:21:04.080> as<00:21:04.240> I<00:21:04.480> stay<00:21:04.720> within,<00:21:05.360> uh,<00:21:05.520> an<00:21:05.840> approved<00:21:06.480> operating<00:21:06.960> budget,<00:21:07.360> I

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can<00:21:07.600> do<00:21:07.840> it<00:21:08.159> anything<00:21:08.400> I<00:21:08.640> want<00:21:08.799> within<00:21:09.120> that.

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And<00:21:10.000> that's<00:21:10.320> what<00:21:10.559> was<00:21:10.720> most<00:21:11.039> important<00:21:11.280> to<00:21:11.440> establish<00:21:11.840> with<00:21:12.000> the<00:21:12.159> board.

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You<00:21:12.559> just<00:21:12.640> approved<00:21:12.960> the<00:21:13.240> budget<00:21:14.240> in<00:21:14.559> aggregate,<00:21:15.200> right?

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Sales,<00:21:16.320> you<00:21:16.480> know,<00:21:16.720> margins<00:21:17.360> and,<00:21:17.919> uh,<00:21:18.159> income<00:21:18.480> and<00:21:18.640> all<00:21:18.720> that<00:21:18.880> kind<00:21:18.960> of<00:21:19.039> stuff.

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Then,<00:21:20.080> then<00:21:20.400> you<00:21:20.559> got<00:21:20.640> to<00:21:20.720> leave<00:21:20.880> me<00:21:21.039> alone.<00:21:21.919> You<00:21:22.159> don't,<00:21:22.320> you<00:21:22.480> don't<00:21:22.640> get<00:21:22.799> your<00:21:23.039> fingers<00:21:23.360> in<00:21:23.520> the,<00:21:23.919> because<00:21:24.080> it's<00:21:24.320> so<00:21:24.559> complicated,<00:21:25.039> Clint,<00:21:25.520> as<00:21:25.760> I'm<00:21:26.000> sure<00:21:26.159> you<00:21:26.320> know,<00:21:27.120> there

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are<00:21:27.360> so<00:21:27.600> many<00:21:27.760> moving<00:21:28.159> parts<00:21:28.480> and<00:21:28.720> someone<00:21:28.960> who's<00:21:29.280> not<00:21:29.520> engaged<00:21:29.919> with<00:21:30.080> the<00:21:30.240> business<00:21:30.559> would<00:21:31.120> really<00:21:31.520> screw<00:21:31.760> it<00:21:31.919> up<00:21:32.000> if<00:21:32.240> you<00:21:32.640> gave<00:21:32.799> him<00:21:32.960> the<00:21:33.200> chance.

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[Laughter]<00:21:36.400> I<00:21:36.640> love<00:21:36.799> how<00:21:37.039> like<00:21:37.280> obvious<00:21:37.600> it<00:21:37.840> is<00:21:38.000> when<00:21:38.159> I<00:21:38.400> talk<00:21:38.559> to<00:21:38.720> somebody<00:21:38.960> like<00:21:39.120> you<00:21:39.360> as<00:21:39.600> like<00:21:39.679> a<00:21:39.840> CEO<00:21:40.159> and<00:21:40.400> like<00:21:40.559> how<00:21:40.880> complicated<00:21:41.520> other<00:21:41.760> CEOs<00:21:42.240> make<00:21:42.400> it.

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You<00:21:42.960> know<00:21:43.200> what<00:21:43.440> I<00:21:43.680> mean?<00:21:43.920> Like<00:21:44.160> it<00:21:44.400> really<00:21:44.640> kind<00:21:44.879> of<00:21:45.119> is<00:21:45.359> as<00:21:45.599> simple<00:21:45.839> as<00:21:46.079> you're<00:21:46.319> laying<00:21:46.559> it<00:21:46.799> out.

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But<00:21:48.032> you,<00:21:48.385> you<00:21:48.737> have<00:21:49.090> this<00:21:49.443> ability,<00:21:49.796> it<00:21:50.148> seems<00:21:50.501> to<00:21:50.854> me,<00:21:51.207> to<00:21:51.560> like,<00:21:51.912> uh,<00:21:52.265> be<00:21:52.618> very<00:21:52.971> clear<00:21:53.323> and<00:21:53.676> direct<00:21:54.029> and<00:21:54.382> get<00:21:54.734> buy-in<00:21:55.087> from<00:21:55.440> folks.

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So<00:21:56.000> you<00:21:56.159> don't<00:21:56.240> have<00:21:56.400> to<00:21:56.480> deal<00:21:56.640> with<00:21:56.880> everything<00:21:57.120> that<00:21:57.360> would<00:21:57.520> come<00:21:57.760> from,<00:21:59.039> uh,<00:21:59.280> you<00:21:59.520> know,<00:22:00.240> uh,<00:22:00.559> doing<00:22:00.880> this<00:22:01.120> without<00:22:01.520> telling<00:22:01.919> anybody<00:22:02.400> or<00:22:02.640> kind<00:22:02.720> of<00:22:02.799> going,<00:22:03.120> you<00:22:03.200> know<00:22:03.280> what

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I<00:22:03.520> mean,<00:22:03.679> like<00:22:03.760> on<00:22:04.000> your<00:22:04.159> own<00:22:04.320> way.<00:22:05.120> It<00:22:05.360> seems<00:22:05.520> like<00:22:05.679> you<00:22:05.840> figured<00:22:06.000> out<00:22:06.159> the<00:22:06.320> communication<00:22:06.799> patterns<00:22:07.200> pretty<00:22:07.440> well.

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That's<00:22:08.400> really<00:22:08.640> important<00:22:08.960> because<00:22:09.200> if<00:22:09.440> a<00:22:09.600> CEO<00:22:10.080> can't<00:22:10.400> manage<00:22:10.640> the<00:22:10.880> board,<00:22:11.280> he,<00:22:11.679> he<00:22:11.919> or<00:22:12.080> she<00:22:12.240> will<00:22:12.480> be<00:22:12.559> a<00:22:13.159> failure.

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An<00:22:14.400> absolute<00:22:14.720> failure.<00:22:14.960> They'll<00:22:15.280> either<00:22:15.440> get<00:22:15.600> fired<00:22:15.919> because<00:22:16.080> they<00:22:16.320> did<00:22:16.480> something<00:22:16.720> stupid<00:22:16.960> that<00:22:17.200> they<00:22:17.360> shouldn't<00:22:17.600> have<00:22:17.760> done<00:22:18.400> or<00:22:18.720> the,<00:22:19.440> and<00:22:19.679> I,<00:22:19.840> I<00:22:20.159> say<00:22:20.320> this<00:22:20.480> to<00:22:20.640> CEOs

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all<00:22:21.200> the<00:22:21.360> time.<00:22:22.240> If<00:22:22.600> you,<00:22:23.600> if<00:22:23.840> the<00:22:24.000> board<00:22:24.400> gets<00:22:24.640> their<00:22:24.880> fingers<00:22:25.120> in<00:22:25.280> your<00:22:25.480> pie<00:22:26.480> and<00:22:26.720> they<00:22:26.960> screw<00:22:27.280> something<00:22:27.520> up<00:22:27.679> big<00:22:28.000> time,<00:22:28.400> they're<00:22:28.640> not<00:22:28.799> going<00:22:28.880> to<00:22:29.039> blame

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themselves.<00:22:30.080> They're<00:22:30.320> going<00:22:30.400> to<00:22:30.480> blame<00:22:30.720> you,<00:22:30.960> Mr.

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CEO.<00:22:31.840> So,<00:22:32.080> don't<00:22:32.240> let<00:22:32.400> them<00:22:32.640> ever<00:22:32.880> do<00:22:33.039> that.

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Yeah.<00:22:35.600> How<00:22:35.840> has<00:22:36.159> the,<00:22:36.880> um,<00:22:37.039> all<00:22:37.280> of<00:22:37.440> this<00:22:37.600> tariff<00:22:38.080> stuff<00:22:38.240> affected<00:22:38.720> you?

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I<00:22:39.120> mean,<00:22:39.200> you're<00:22:39.679> obviously<00:22:40.080> doing<00:22:40.400> business<00:22:40.960> globally<00:22:41.520> and<00:22:41.840> shipping<00:22:42.159> and<00:22:42.400> all<00:22:42.559> that<00:22:42.880> stuff.

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Like,<00:22:43.679> how<00:22:43.919> have<00:22:44.080> you<00:22:44.240> thought<00:22:44.400> about<00:22:44.640> it?<00:22:45.280> Well,<00:22:45.520> that's<00:22:45.760> a<00:22:45.919> good<00:22:46.080> question.

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Uh,<00:22:46.799> I've<00:22:47.039> been<00:22:47.200> around<00:22:47.440> such<00:22:47.679> a<00:22:47.840> long<00:22:48.080> time.

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I<00:22:48.559> don't<00:22:48.720> overreact<00:22:49.600> to<00:22:50.039> anything<00:22:51.039> and<00:22:51.360> I<00:22:51.600> don't<00:22:51.840> react<00:22:52.159> to<00:22:52.320> most<00:22:52.640> things,<00:22:53.280> and,<00:22:54.080> uh,<00:22:54.400> my<00:22:54.720> board,<00:22:55.039> I<00:22:55.200> got<00:22:55.280> a<00:22:55.440> few<00:22:55.600> calls<00:22:55.760> from<00:22:55.919> my<00:22:56.080> board.

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I<00:22:56.559> don't<00:22:56.640> know<00:22:56.799> whenever<00:22:57.200> it<00:22:57.360> started,<00:22:57.679> whenever<00:22:58.000> that<00:22:58.240> was,<00:22:58.480> or<00:22:58.720> whatever<00:22:59.039> the<00:22:59.280> threat<00:22:59.600> was<00:22:59.919> there.

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What<00:23:00.720> are<00:23:00.799> you<00:23:00.880> going<00:23:00.960> to<00:23:01.039> do?<00:23:01.280> What<00:23:01.440> are<00:23:01.520> you<00:23:01.600> going<00:23:01.679> to<00:23:01.760> do?<00:23:01.919> I<00:23:02.000> said<00:23:02.240> I'm<00:23:02.320> not<00:23:02.480> doing<00:23:02.640> a<00:23:02.799> thing<00:23:03.280> until<00:23:03.600> there's<00:23:03.919> something<00:23:04.159> to<00:23:04.400> do<00:23:04.559> something<00:23:04.880> about.

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And,<00:23:05.679> and<00:23:06.480> in<00:23:06.720> the<00:23:06.960> beginning,<00:23:07.520> okay,<00:23:07.919> we<00:23:08.159> had<00:23:08.320> to,<00:23:08.799> we<00:23:09.039> were<00:23:09.200> withholding,<00:23:10.080> uh,<00:23:10.880> uh,<00:23:11.120> shipments<00:23:11.520> from<00:23:11.760> China.

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We<00:23:12.559> get<00:23:12.640> a<00:23:12.799> lot<00:23:12.880> of<00:23:12.960> raw<00:23:13.200> materials<00:23:13.520> in<00:23:13.760> certain<00:23:14.480> mark<00:23:14.720> parts<00:23:15.039> of<00:23:15.120> our<00:23:15.280> product<00:23:15.520> and<00:23:15.840> we<00:23:16.080> just<00:23:16.720> leave<00:23:16.960> it<00:23:17.120> there<00:23:17.520> in<00:23:17.679> the<00:23:17.919> port.

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Don't<00:23:18.960> take<00:23:19.120> it<00:23:19.280> because<00:23:19.600> I<00:23:19.840> don't<00:23:20.000> know<00:23:20.240> what<00:23:20.480> my<00:23:20.720> cost<00:23:21.039> is<00:23:21.280> going<00:23:21.360> to<00:23:21.440> be<00:23:22.080> until<00:23:22.799> I<00:23:23.039> release<00:23:23.360> that<00:23:23.679> shipment.

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Right?<00:23:24.400> So,<00:23:24.559> I<00:23:24.720> just,<00:23:25.039> we<00:23:25.280> had<00:23:25.760> and<00:23:26.000> still<00:23:26.320> have,<00:23:26.960> oh,<00:23:27.200> I<00:23:27.360> don't<00:23:27.440> know,<00:23:27.679> probably<00:23:28.320> a<00:23:28.559> year's<00:23:28.960> worth<00:23:29.120> of<00:23:29.360> inventory<00:23:30.000> at<00:23:30.320> current<00:23:30.640> cost.

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So,<00:23:31.679> I<00:23:31.919> have<00:23:32.080> some<00:23:32.640> room<00:23:32.880> to<00:23:33.280> maneuver.

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And,<00:23:34.400> uh,<00:23:34.559> well,<00:23:34.880> sure<00:23:35.120> enough,<00:23:35.440> it<00:23:35.600> was<00:23:35.760> up,<00:23:36.080> it<00:23:36.240> was<00:23:36.320> down,<00:23:36.640> it<00:23:36.799> was<00:23:36.960> this,<00:23:37.200> it<00:23:37.360> was<00:23:37.440> that,<00:23:37.679> it<00:23:37.760> was<00:23:37.919> China,<00:23:38.159> it<00:23:38.320> was<00:23:38.400> this.

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All<00:23:38.720> right.<00:23:39.200> If<00:23:39.360> you,<00:23:39.600> if<00:23:39.840> you<00:23:40.000> run<00:23:40.080> around<00:23:40.240> with<00:23:40.400> your<00:23:40.559> hair<00:23:40.720> on<00:23:40.960> fire,<00:23:41.280> you<00:23:41.440> go<00:23:41.600> crazy,<00:23:42.000> right?

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So,<00:23:42.539> I<00:23:42.839> just<00:23:43.138> waited<00:23:43.437> and,<00:23:43.736> and<00:23:44.036> about<00:23:44.335> now,<00:23:44.634> at<00:23:44.933> least<00:23:45.233> we're<00:23:45.532> at<00:23:45.831> the<00:23:46.130> point<00:23:46.430> where<00:23:46.729> now<00:23:47.028> I<00:23:47.327> got<00:23:47.627> a<00:23:47.926> 90-day<00:23:48.225> window<00:23:48.524> where<00:23:48.824> my<00:23:49.123> costs<00:23:49.422> are<00:23:49.721> certain,<00:23:50.021> just<00:23:50.320> to

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use<00:23:50.720> China<00:23:51.039> as<00:23:51.200> an<00:23:51.360> example.<00:23:51.919> My<00:23:52.159> costs<00:23:52.400> are<00:23:52.559> certain<00:23:52.880> out<00:23:53.039> of<00:23:53.200> China.

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And<00:23:54.080> so<00:23:54.320> then,<00:23:54.960> uh,<00:23:55.120> my<00:23:55.440> guys<00:23:56.000> will<00:23:56.320> make<00:23:56.400> a<00:23:56.640> decision.

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Oh,<00:23:57.600> do<00:23:57.760> we<00:23:57.919> want<00:23:58.000> to<00:23:58.159> expedite<00:23:58.640> some<00:23:58.880> shipments?

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Do<00:23:59.520> we<00:23:59.600> want<00:23:59.679> to<00:23:59.840> expedite<00:24:00.240> some<00:24:00.520> manufacturing?<00:24:01.520> Where<00:24:01.760> do<00:24:01.919> we<00:24:02.080> have,<00:24:02.400> uh,<00:24:02.559> wiggle<00:24:02.880> room<00:24:03.120> to<00:24:03.360> raise<00:24:03.760> cost,<00:24:04.559> excuse<00:24:04.799> me,<00:24:05.039> price?

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Some<00:24:05.679> places<00:24:06.000> you<00:24:06.159> do,<00:24:06.480> some<00:24:06.640> places<00:24:06.880> you<00:24:07.120> don't.

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And,<00:24:08.480> uh,<00:24:08.720> so<00:24:09.200> they<00:24:09.520> will<00:24:09.679> very<00:24:10.000> likely<00:24:10.520> conclude,<00:24:11.520> let's<00:24:11.840> get<00:24:11.919> a<00:24:12.159> bunch<00:24:12.240> of<00:24:12.400> stuff<00:24:12.559> in<00:24:12.799> here<00:24:12.880> in<00:24:13.120> the<00:24:13.200> next<00:24:13.360> 3<00:24:13.679> months<00:24:14.080> because<00:24:14.480> it's<00:24:14.799> certain<00:24:15.360> and<00:24:15.679> we<00:24:15.840> don't<00:24:15.919> know<00:24:16.080> what'll

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happen<00:24:16.640> after<00:24:16.880> that.<00:24:17.760> I<00:24:18.000> don't<00:24:18.159> know<00:24:18.240> what's<00:24:18.480> going<00:24:18.559> to<00:24:18.720> happen.

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Nobody<00:24:19.840> does.<00:24:20.640> And,<00:24:21.120> uh,<00:24:21.520> it's<00:24:21.840> always<00:24:22.080> a<00:24:22.240> mistake,<00:24:22.640> especially<00:24:22.960> for<00:24:23.120> a<00:24:23.279> CEO,<00:24:23.679> to<00:24:24.000> react<00:24:24.320> to<00:24:24.480> something<00:24:24.720> when<00:24:24.880> you<00:24:25.120> don't<00:24:25.200> know<00:24:25.360> what's<00:24:25.520> going<00:24:25.600> to<00:24:25.760> happen.

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So<00:24:26.720> in<00:24:26.880> my,<00:24:27.120> in<00:24:27.360> my<00:24:27.840> career<00:24:28.159> and<00:24:28.320> in<00:24:28.559> my<00:24:28.720> time<00:24:28.880> in,<00:24:29.520> in<00:24:29.840> leadership,<00:24:30.720> I've<00:24:30.960> learned<00:24:31.200> to<00:24:31.440> just,<00:24:31.919> I<00:24:32.159> wasn't<00:24:32.400> always<00:24:32.640> that<00:24:32.880> way.

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I<00:24:33.360> mean,<00:24:33.520> you<00:24:33.679> could<00:24:33.840> probably<00:24:34.000> figure<00:24:34.320> I'm<00:24:34.480> g,<00:24:34.720> you<00:24:34.799> know,<00:24:34.960> get<00:24:35.120> it<00:24:35.279> done<00:24:35.520> like<00:24:35.840> right<00:24:36.080> now,<00:24:36.400> guy,<00:24:37.039> but<00:24:37.360> I<00:24:37.679> just<00:24:38.480> sat<00:24:38.799> back<00:24:38.960> and<00:24:39.200> waited<00:24:39.520> until<00:24:39.840> now<00:24:40.080> there's<00:24:40.240> a<00:24:40.480> window

00:24:40.720 --> 00:24:43.200
open<00:24:41.440> and<00:24:41.760> we'll<00:24:42.000> probably<00:24:42.240> take<00:24:42.480> advantage<00:24:42.799> of<00:24:42.960> it.

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And<00:24:43.360> I<00:24:43.600> don't<00:24:43.679> know<00:24:43.760> what<00:24:43.919> happens<00:24:44.159> in<00:24:44.400> 90<00:24:44.640> days,<00:24:45.440> right?

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Yeah.<00:24:46.400> Yeah.<00:24:47.039> That,<00:24:47.200> that,<00:24:47.520> that's<00:24:47.840> really<00:24:48.080> interesting,<00:24:48.400> too.

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And<00:24:48.880> again,<00:24:49.120> it<00:24:49.360> seems<00:24:49.600> simple,<00:24:49.919> but<00:24:50.320> it<00:24:50.559> does<00:24:50.720> seem<00:24:50.960> like<00:24:51.039> a<00:24:51.200> lot<00:24:51.279> of<00:24:51.360> CEOs<00:24:51.919> overreact<00:24:52.559> to<00:24:53.480> news<00:24:54.480> and<00:24:55.360> markets<00:24:56.159> and,<00:24:56.640> you

00:24:56.720 --> 00:25:03.360
know,<00:24:56.880> things<00:24:57.039> of<00:24:57.120> that<00:24:57.279> nature.<00:24:57.760> And<00:24:57.919> maybe<00:24:58.159> some<00:24:58.320> CEOs<00:24:58.799> obviously<00:24:59.200> should<00:24:59.679> over<00:25:00.000> overreact<00:25:00.559> to<00:25:00.720> those<00:25:00.960> things,<00:25:01.600> but<00:25:01.840> for<00:25:02.000> the<00:25:02.080> most<00:25:02.240> part,<00:25:02.400> it<00:25:02.559> does<00:25:02.720> seem<00:25:02.960> like<00:25:03.120> you

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should<00:25:03.919> wait<00:25:04.159> and<00:25:04.400> figure<00:25:04.559> out<00:25:04.799> where<00:25:05.039> things<00:25:05.279> are<00:25:05.520> going<00:25:05.679> to<00:25:06.000> land<00:25:06.640> before<00:25:07.039> jumping<00:25:07.440> into,<00:25:08.799> um,<00:25:09.279> sweeping<00:25:09.760> changes.

00:25:10.559 --> 00:25:15.039
Right.<00:25:11.279> Right.<00:25:11.520> And<00:25:11.760> you<00:25:11.919> have<00:25:12.000> to<00:25:12.159> know,<00:25:12.799> okay,<00:25:13.600> if<00:25:13.760> this<00:25:14.000> happens,<00:25:14.400> I'll<00:25:14.640> do<00:25:14.720> this.

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If<00:25:15.279> this<00:25:15.440> happens,<00:25:15.760> I'll<00:25:15.919> do<00:25:16.080> that,<00:25:16.320> if<00:25:16.480> this<00:25:16.640> happens.

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So,<00:25:17.120> we<00:25:17.279> know<00:25:17.440> exactly<00:25:18.320> based<00:25:18.640> on<00:25:18.880> different<00:25:19.200> cost<00:25:19.520> scenarios<00:25:20.159> and<00:25:20.400> different<00:25:20.720> contractual<00:25:21.440> relationships<00:25:22.080> we<00:25:22.240> have<00:25:22.320> on<00:25:22.559> the<00:25:22.720> on<00:25:22.880> the<00:25:23.039> sales<00:25:23.279> end<00:25:23.520> with<00:25:23.679> our<00:25:23.840> customers.

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We<00:25:24.966> know<00:25:25.212> exactly<00:25:25.458> where<00:25:25.704> we'd<00:25:25.950> be<00:25:26.196> in<00:25:26.443> A,<00:25:26.689> B,<00:25:26.935> C,<00:25:27.181> D,<00:25:27.427> E,<00:25:27.673> F,<00:25:27.919> G.

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There's<00:25:28.480> nothing<00:25:28.640> to<00:25:28.880> do<00:25:29.440> until<00:25:29.760> we<00:25:29.919> get<00:25:30.080> to<00:25:30.360> ABC.

00:25:31.360 --> 00:25:40.400
But<00:25:31.520> when<00:25:31.760> it's<00:25:31.919> time<00:25:32.080> to<00:25:32.320> do<00:25:32.559> something<00:25:33.520> yet,<00:25:33.760> as<00:25:34.000> a<00:25:34.159> CEO,<00:25:34.640> you<00:25:34.880> have<00:25:34.960> to<00:25:35.120> have<00:25:35.760> clarity<00:25:36.559> on<00:25:36.799> what<00:25:37.039> it<00:25:37.200> is<00:25:37.520> you're<00:25:37.840> going<00:25:37.919> to<00:25:38.000> do<00:25:38.240> and<00:25:38.480> what<00:25:38.720> is<00:25:38.799> it<00:25:39.039> going<00:25:39.120> to<00:25:39.200> cost<00:25:39.440> you.

00:25:40.400 --> 00:25:43.360
Too<00:25:40.640> many<00:25:40.880> CEOs<00:25:41.360> go,<00:25:41.520> "Oh,<00:25:41.760> yeah.<00:25:42.080> Let's<00:25:42.320> go<00:25:42.480> get<00:25:42.640> those<00:25:42.880> sales.

00:25:43.360 --> 00:25:50.640
What's<00:25:43.600> it<00:25:43.840> going<00:25:43.919> to<00:25:44.000> cost<00:25:44.159> to<00:25:44.400> get<00:25:44.559> those<00:25:44.720> sales?"<00:25:45.679> You<00:25:45.840> know<00:25:46.000> that<00:25:46.159> they're<00:25:46.480> obsessed<00:25:46.880> with<00:25:47.120> bigger,<00:25:47.760> bigger<00:25:48.240> top<00:25:48.480> line,<00:25:48.720> bigger<00:25:49.039> top<00:25:49.200> line,<00:25:49.440> bigger<00:25:49.760> top<00:25:49.919> line,<00:25:50.159> bigger

00:25:50.640 --> 00:25:57.440
uh,<00:25:50.720> when<00:25:50.960> they<00:25:51.120> should<00:25:51.279> be<00:25:51.440> obsessed<00:25:51.760> with<00:25:52.000> the<00:25:52.240> bottom<00:25:52.559> line,<00:25:53.279> bigger.<00:25:54.080> That<00:25:54.320> doesn't,<00:25:54.559> as<00:25:54.720> you<00:25:54.880> know,<00:25:55.120> doesn't<00:25:55.360> necessarily<00:25:55.760> equate<00:25:56.080> to<00:25:56.240> a<00:25:56.400> bigger<00:25:56.640> top<00:25:56.880> line,<00:25:57.200> doesn't

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necessarily<00:25:58.159> bring<00:25:58.400> a<00:25:58.640> bigger<00:25:58.880> bottom<00:25:59.200> line.

00:26:00.080 --> 00:26:07.840
Mhm.<00:26:00.480> Yeah,<00:26:00.720> for<00:26:00.960> sure.<00:26:01.520> Yeah.<00:26:02.240> Because<00:26:02.400> the<00:26:02.640> more<00:26:02.799> you<00:26:03.360> spend<00:26:03.679> from<00:26:03.919> that<00:26:04.080> top<00:26:04.320> line,<00:26:04.799> you<00:26:04.960> know,<00:26:05.039> you<00:26:05.279> could<00:26:05.360> have<00:26:05.520> a<00:26:05.679> much<00:26:05.840> worse,<00:26:06.400> uh,<00:26:06.559> bottom<00:26:06.880> line<00:26:07.120> because<00:26:07.360> of<00:26:07.520> it.

00:26:07.840 --> 00:26:17.120
Yeah.<00:26:08.400> Yeah.<00:26:09.279> Absolutely.<00:26:09.919> One<00:26:10.159> thing<00:26:10.240> I<00:26:10.400> was<00:26:10.559> gonna,<00:26:10.960> you<00:26:11.120> might<00:26:11.360> ask<00:26:11.600> me<00:26:11.760> about<00:26:11.919> this,<00:26:12.480> uh,<00:26:12.799> one<00:26:13.039> of<00:26:13.120> the<00:26:13.200> reason<00:26:13.440> I'm<00:26:13.679> so<00:26:13.919> obsessed<00:26:14.400> with,<00:26:15.039> uh,<00:26:15.720> cash<00:26:16.720> is

00:26:17.120 --> 00:26:23.440
I<00:26:17.440> spent<00:26:17.760> seven<00:26:18.080> years<00:26:18.240> in<00:26:18.400> a<00:26:18.559> turnaround<00:26:19.440> and<00:26:19.760> I<00:26:20.000> would<00:26:20.240> highly<00:26:20.559> recommend<00:26:21.120> that<00:26:21.279> for<00:26:21.520> anybody<00:26:22.080> early<00:26:22.400> in<00:26:22.640> their<00:26:22.880> careers.

00:26:23.440 --> 00:26:27.200
It<00:26:23.600> was<00:26:23.760> one<00:26:23.919> of<00:26:24.000> the<00:26:24.159> most<00:26:24.440> terrifying<00:26:25.440> seven<00:26:25.760> years<00:26:26.000> I<00:26:26.240> ever<00:26:26.480> spent.

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We<00:26:27.440> had<00:26:27.600> to<00:26:27.840> make<00:26:28.000> choices<00:26:28.559> between,<00:26:29.440> uh,<00:26:29.919> paying<00:26:30.159> the<00:26:30.400> utility<00:26:30.799> bill<00:26:31.039> or<00:26:31.360> making<00:26:31.760> payroll.

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I<00:26:32.720> mean,<00:26:32.880> that's<00:26:33.200> how<00:26:33.440> critical<00:26:33.840> it<00:26:34.159> was.

00:26:34.799 --> 00:26:39.600
And<00:26:35.039> I<00:26:35.279> had<00:26:35.520> a,<00:26:35.760> a,<00:26:36.000> I<00:26:36.240> were,<00:26:36.400> I<00:26:36.559> was<00:26:36.640> a,<00:26:36.799> a,<00:26:37.120> divisional,<00:26:37.919> uh,<00:26:38.400> uh,<00:26:38.799> general<00:26:39.120> manager.

00:26:39.600 --> 00:26:47.840
I<00:26:39.760> worked<00:26:39.919> for<00:26:40.080> a<00:26:40.240> president<00:26:41.039> that<00:26:41.520> all<00:26:41.760> he<00:26:42.000> wanted<00:26:42.240> to<00:26:42.400> do<00:26:42.559> was<00:26:42.799> spend<00:26:43.120> his<00:26:43.440> time<00:26:43.919> talking<00:26:44.400> strategy,<00:26:45.320> futures,<00:26:46.320> and<00:26:46.640> he<00:26:46.880> would,<00:26:47.039> he<00:26:47.360> would<00:26:47.679> bring

00:26:47.840 --> 00:26:55.600
in<00:26:48.120> consultants.<00:26:48.400> He'd<00:26:48.680> take<00:26:48.960> us<00:26:49.240> all<00:26:49.520> off-site<00:26:49.800> for<00:26:50.080> and<00:26:50.360> talking<00:26:50.640> about,<00:26:50.920> you<00:26:51.200> know,<00:26:51.480> the<00:26:51.760> strategic<00:26:52.040> plan<00:26:52.320> of<00:26:52.600> the<00:26:52.880> next<00:26:53.160> five,<00:26:53.440> and,<00:26:53.720> and<00:26:54.000> I'm<00:26:54.280> thinking,<00:26:54.560> are<00:26:54.840> you<00:26:55.120> flipping

00:26:55.600 --> 00:26:59.760
kidding<00:26:55.919> me?<00:26:56.559> But<00:26:56.799> you<00:26:56.960> know<00:26:57.039> why,<00:26:57.520> Clint,<00:26:58.000> they<00:26:58.240> do<00:26:58.679> that?

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Because<00:27:00.720> in<00:27:00.960> that<00:27:01.200> situation,<00:27:01.760> the,<00:27:02.000> the<00:27:02.320> present<00:27:02.640> is<00:27:02.960> ugly<00:27:03.440> and<00:27:03.760> they<00:27:04.000> don't<00:27:04.080> want<00:27:04.240> to<00:27:04.320> face<00:27:04.559> the<00:27:04.720> present.

00:27:05.520 --> 00:27:10.960
And<00:27:05.723> strategy,<00:27:05.927> do<00:27:06.130> you<00:27:06.333> ever<00:27:06.537> see<00:27:06.740> anybody<00:27:06.943> have<00:27:07.147> strategy<00:27:07.350> that<00:27:07.553> says<00:27:07.757> we're<00:27:07.960> going<00:27:08.163> to<00:27:08.367> fail<00:27:08.570> in<00:27:08.773> 5<00:27:08.977> years,<00:27:09.180> we'll<00:27:09.383> be<00:27:09.587> broke<00:27:09.790> and<00:27:09.993> out<00:27:10.197> of<00:27:10.400> business?

00:27:10.960 --> 00:27:15.440
They<00:27:11.120> don't<00:27:11.279> make<00:27:11.440> them<00:27:11.600> like<00:27:11.760> that,<00:27:12.000> right?<00:27:12.159> That's<00:27:12.320> not<00:27:12.480> how<00:27:12.640> you<00:27:12.799> make<00:27:12.880> a<00:27:13.120> strategy,<00:27:13.440> but<00:27:13.679> it's<00:27:13.760> a<00:27:13.919> happy,<00:27:14.240> happy,<00:27:14.320> happy<00:27:14.880> place.

00:27:15.440 --> 00:27:19.039
So<00:27:15.679> that's<00:27:15.919> where<00:27:16.320> people,<00:27:17.039> uh,<00:27:17.440> spend<00:27:17.760> time<00:27:18.000> that<00:27:18.240> they<00:27:18.480> should.

00:27:19.039 --> 00:27:27.200
I'm<00:27:19.279> not<00:27:19.440> saying<00:27:19.679> you<00:27:19.919> shouldn't,<00:27:20.880> uh,<00:27:21.120> do<00:27:21.440> strategic<00:27:22.080> planning,<00:27:22.480> but<00:27:22.720> let's<00:27:22.960> face<00:27:23.200> it,<00:27:23.760> strategic<00:27:24.320> planning<00:27:24.720> beyond<00:27:25.120> a<00:27:25.279> year<00:27:25.520> or<00:27:25.760> two<00:27:26.000> years,<00:27:26.720> you<00:27:27.039> can't

00:27:27.200 --> 00:27:30.320
know<00:27:27.360> what's<00:27:27.679> going<00:27:27.760> to<00:27:27.919> happen<00:27:28.080> in<00:27:28.400> three<00:27:28.640> years.<00:27:29.279> So<00:27:29.520> what,<00:27:29.679> what<00:27:29.840> do<00:27:29.919> they<00:27:30.080> do?

00:27:30.320 --> 00:27:37.360
They,<00:27:30.480> they<00:27:30.880> take,<00:27:31.120> they<00:27:31.360> make<00:27:31.520> a<00:27:31.679> big<00:27:31.919> book,<00:27:32.320> big<00:27:32.880> thick<00:27:33.279> book,<00:27:33.600> and<00:27:33.840> they,<00:27:34.080> and<00:27:34.240> this<00:27:34.400> is<00:27:34.480> our<00:27:34.720> strategic<00:27:35.120> plan<00:27:35.440> of<00:27:35.520> the<00:27:35.679> next<00:27:35.840> five<00:27:36.000> years,<00:27:36.240> and<00:27:36.400> the<00:27:36.559> shareholders<00:27:36.960> will<00:27:37.120> go

00:27:37.360 --> 00:27:44.400
yeah,<00:27:37.600> yeah,<00:27:37.840> stock<00:27:38.080> price<00:27:38.320> will<00:27:38.559> go<00:27:38.640> up,<00:27:38.880> right?<00:27:39.039> Because<00:27:39.200> that's<00:27:39.360> a<00:27:39.520> really<00:27:39.679> good<00:27:39.840> plan.<00:27:40.320> Stick<00:27:40.559> it<00:27:40.720> on<00:27:40.799> the<00:27:40.960> shelf,<00:27:41.279> nobody<00:27:41.600> pays<00:27:41.840> any<00:27:42.080> attention<00:27:42.320> to<00:27:42.480> it<00:27:43.440> until<00:27:43.840> next<00:27:44.159> time

00:27:44.400 --> 00:27:51.279
for<00:27:44.658> strategic<00:27:44.917> planning.<00:27:45.175> Yeah,<00:27:45.434> I,<00:27:45.692> I<00:27:45.951> don't<00:27:46.209> mean<00:27:46.468> to<00:27:46.726> bleed<00:27:46.985> all<00:27:47.243> over<00:27:47.502> strategic<00:27:47.760> planning,<00:27:48.018> but<00:27:48.277> you<00:27:48.535> know,<00:27:48.794> you<00:27:49.052> got<00:27:49.311> to<00:27:49.569> make<00:27:49.828> payroll<00:27:50.086> today,<00:27:50.345> no<00:27:50.603> matter<00:27:50.862> who<00:27:51.120> you

00:27:51.279 --> 00:27:59.360
are,<00:27:51.544> no<00:27:51.809> matter<00:27:52.074> what<00:27:52.338> your<00:27:52.603> plan<00:27:52.868> is.<00:27:53.133> Yeah,<00:27:53.398> I,<00:27:53.663> I<00:27:53.928> think,<00:27:54.192> I<00:27:54.457> think<00:27:54.722> again,<00:27:54.987> it<00:27:55.252> seems<00:27:55.517> like<00:27:55.782> common<00:27:56.047> sense,<00:27:56.311> but<00:27:56.576> for<00:27:56.841> some<00:27:57.106> reason<00:27:57.371> so<00:27:57.636> many<00:27:57.901> CEOs<00:27:58.165> get<00:27:58.430> lost<00:27:58.695> in<00:27:58.960> it.

00:27:59.360 --> 00:28:07.679
You,<00:27:59.760> uh,<00:27:59.919> co-authored<00:28:00.399> a<00:28:00.559> book<00:28:00.640> called<00:28:00.880> Unlocking<00:28:01.600> Success,<00:28:02.799> uh,<00:28:03.039> alongside<00:28:03.600> Jack<00:28:04.000> Canfield,<00:28:04.640> who's<00:28:04.960> a,<00:28:05.559> um,<00:28:06.559> tell,<00:28:06.799> tell<00:28:06.960> us<00:28:07.120> about<00:28:07.200> Jack<00:28:07.520> and

00:28:07.679 --> 00:28:10.640
why<00:28:07.840> you<00:28:08.080> decided<00:28:08.399> to,<00:28:09.200> uh,<00:28:09.760> publish<00:28:10.159> this<00:28:10.320> book.

00:28:10.640 --> 00:28:13.200
It<00:28:10.799> looks<00:28:10.960> like<00:28:11.039> it<00:28:11.279> was<00:28:11.440> published<00:28:11.760> the<00:28:12.000> beginning<00:28:12.159> of<00:28:12.320> this<00:28:12.559> year.

00:28:13.200 --> 00:28:16.080
You<00:28:13.360> know,<00:28:13.679> it's<00:28:13.919> my<00:28:14.159> second<00:28:14.720> book<00:28:14.960> I<00:28:15.120> published<00:28:15.440> with<00:28:15.600> Jack.

00:28:16.080 --> 00:28:20.320
And,<00:28:16.559> uh,<00:28:17.120> if<00:28:17.360> you've<00:28:17.600> ever<00:28:17.840> seen<00:28:18.080> Jack,<00:28:18.799> have<00:28:19.039> you<00:28:19.120> ever<00:28:19.279> met<00:28:19.440> Jack?

00:28:20.320 --> 00:28:27.840
No,<00:28:20.640> I<00:28:20.799> haven't.<00:28:21.120> You<00:28:21.279> ever<00:28:21.440> seen<00:28:21.679> him<00:28:21.840> on<00:28:22.080> TV<00:28:22.399> or<00:28:22.640> whatever,<00:28:22.960> you<00:28:23.120> know,<00:28:23.200> when<00:28:23.440> he's<00:28:23.600> doing<00:28:23.760> his<00:28:24.000> commercials<00:28:24.399> or<00:28:24.720> whatever<00:28:25.200> and<00:28:25.440> he's<00:28:25.679> doing<00:28:25.840> his<00:28:26.399> seminars,<00:28:27.360> he<00:28:27.679> just

00:28:27.840 --> 00:28:32.240
seems<00:28:28.159> like<00:28:28.399> a<00:28:28.720> really<00:28:29.120> nice,<00:28:29.760> genuine,<00:28:30.559> down-to-earth<00:28:31.360> guy.

00:28:32.240 --> 00:28:34.720
And<00:28:32.399> he<00:28:32.799> really,<00:28:33.360> really<00:28:33.840> is.

00:28:34.720 --> 00:28:39.360
When<00:28:34.960> I<00:28:35.120> first<00:28:35.360> met<00:28:35.600> him,<00:28:36.159> he<00:28:36.399> was<00:28:36.559> so<00:28:36.799> gracious<00:28:37.200> and<00:28:37.520> so<00:28:37.760> kind<00:28:38.000> and<00:28:38.240> so<00:28:38.480> accommodating.

00:28:39.360 --> 00:28:43.840
Uh,<00:28:39.840> I<00:28:40.080> couldn't<00:28:40.320> believe<00:28:40.480> I<00:28:40.720> was<00:28:40.799> talking<00:28:41.120> to<00:28:41.679> Chicken<00:28:42.080> Soup<00:28:42.320> for<00:28:42.480> the<00:28:42.640> Soul<00:28:42.960> guy.

00:28:43.840 --> 00:28:52.159
I<00:28:44.080> just<00:28:44.240> couldn't<00:28:44.559> believe<00:28:44.720> it.<00:28:45.200> In<00:28:45.440> fact,<00:28:45.840> I'll<00:28:46.080> be<00:28:46.159> out<00:28:46.320> in<00:28:46.480> LA<00:28:46.720> with<00:28:46.960> my<00:28:47.120> wife<00:28:47.360> for,<00:28:47.840> uh,<00:28:47.919> it's,<00:28:48.399> uh,<00:28:48.480> I<00:28:48.720> don't<00:28:48.799> know,<00:28:48.880> the<00:28:49.120> premiere<00:28:49.919> of,<00:28:50.320> uh,<00:28:50.399> the<00:28:50.640> book<00:28:50.880> in,<00:28:51.440> uh,<00:28:51.679> I<00:28:52.000> think

00:28:52.159 --> 00:28:59.600
September,<00:28:52.559> and<00:28:52.799> Jack<00:28:53.039> will<00:28:53.279> be<00:28:53.360> there,<00:28:53.600> and,<00:28:54.080> uh,<00:28:54.159> he,<00:28:54.320> he<00:28:54.640> will<00:28:54.799> spend<00:28:55.039> lots<00:28:55.279> of<00:28:55.440> time<00:28:55.600> with<00:28:55.760> me<00:28:55.919> and<00:28:56.159> my<00:28:56.399> wife<00:28:57.039> and,<00:28:57.440> uh,<00:28:57.679> other<00:28:57.919> people<00:28:58.080> that<00:28:58.240> are<00:28:58.399> there<00:28:58.559> for<00:28:58.799> the<00:28:58.960> same,<00:28:59.360> uh

00:28:59.600 --> 00:29:08.399
the<00:28:59.919> same<00:29:00.080> reason,<00:29:00.960> and<00:29:01.360> you<00:29:01.600> know,<00:29:02.000> I<00:29:02.240> met,<00:29:02.640> you<00:29:02.880> know,<00:29:03.200> you<00:29:03.440> know<00:29:03.600> somebody<00:29:03.919> who<00:29:04.159> knows<00:29:04.399> somebody,<00:29:04.880> right?<00:29:05.279> I<00:29:05.600> know,<00:29:06.480> uh,<00:29:06.720> guy<00:29:06.880> by<00:29:07.039> the<00:29:07.120> name<00:29:07.279> of<00:29:07.440> Nick<00:29:07.679> Nanton

00:29:08.399 --> 00:29:16.960
he<00:29:08.559> owns,<00:29:09.200> uh,<00:29:10.000> I<00:29:10.159> think<00:29:10.240> it's<00:29:10.480> called<00:29:10.720> Celebrity<00:29:11.360> Branding,<00:29:12.240> they're<00:29:12.559> based<00:29:12.880> out<00:29:13.039> of<00:29:13.200> Orlando,<00:29:13.679> he's<00:29:13.840> a<00:29:14.000> filmmaker,<00:29:14.559> he<00:29:14.799> does,<00:29:14.960> he<00:29:15.200> does<00:29:15.360> all<00:29:15.600> kinds<00:29:15.760> of,<00:29:16.559> uh

00:29:16.960 --> 00:29:19.200
films.<00:29:17.440> He<00:29:17.760> writes<00:29:18.080> all<00:29:18.320> kinds<00:29:18.480> of<00:29:18.640> books.

00:29:19.200 --> 00:29:24.159
A<00:29:19.440> really<00:29:19.679> cool<00:29:19.919> guy.<00:29:20.159> He,<00:29:20.960> uh,<00:29:21.120> started<00:29:21.360> as<00:29:21.600> an<00:29:21.760> entertainment<00:29:22.399> lawyer<00:29:22.960> in<00:29:23.440> Hollywood.

00:29:24.159 --> 00:29:26.960
That's<00:29:24.480> probably<00:29:24.880> how<00:29:25.039> he<00:29:25.440> ended<00:29:25.760> up<00:29:26.000> knowing<00:29:26.399> Jack.

00:29:26.960 --> 00:29:30.880
And<00:29:27.200> he<00:29:27.520> said<00:29:27.679> once<00:29:28.000> to<00:29:28.159> me,<00:29:28.799> "Would<00:29:29.120> you<00:29:29.200> like<00:29:29.360> to<00:29:29.440> do<00:29:29.600> a<00:29:29.760> co-authorship<00:29:30.399> with<00:29:30.559> Jack?"

00:29:30.880 --> 00:29:32.880
I<00:29:31.039> said,<00:29:31.600> "You<00:29:32.000> kidding<00:29:32.240> me,<00:29:32.559> right?

00:29:32.880 --> 00:29:39.440
It's<00:29:33.103> a<00:29:33.326> joke."<00:29:33.549> He<00:29:33.771> said,<00:29:33.994> "Well,<00:29:34.217> you<00:29:34.440> know,<00:29:34.663> I<00:29:34.886> don't,<00:29:35.109> I<00:29:35.331> don't<00:29:35.554> hook<00:29:35.777> him<00:29:36.000> up<00:29:36.223> with<00:29:36.446> just<00:29:36.669> anybody,<00:29:36.891> but<00:29:37.114> I've<00:29:37.337> been,<00:29:37.560> I've<00:29:37.783> been<00:29:38.006> doing<00:29:38.229> business<00:29:38.451> with<00:29:38.674> Nick<00:29:38.897> for<00:29:39.120> many,

00:29:39.440 --> 00:29:42.240
many<00:29:39.679> years.<00:29:40.000> He's<00:29:40.240> published<00:29:40.480> a<00:29:40.640> couple<00:29:40.799> of<00:29:40.880> my<00:29:41.200> other<00:29:41.360> books."

00:29:42.240 --> 00:29:46.799
And<00:29:42.399> he<00:29:42.640> said,<00:29:42.720> "Yeah,<00:29:43.120> Jack<00:29:43.440> likes<00:29:43.679> you<00:29:43.840> and<00:29:44.080> he<00:29:44.159> likes<00:29:44.399> what<00:29:44.640> you<00:29:44.799> do<00:29:45.039> and,<00:29:45.279> like,<00:29:45.520> likes<00:29:45.840> what<00:29:46.000> you've<00:29:46.240> done.

00:29:46.799 --> 00:29:50.640
He,<00:29:47.120> uh,<00:29:47.279> he<00:29:47.440> will<00:29:47.600> agree<00:29:47.760> to<00:29:47.919> it."<00:29:48.080> And<00:29:48.240> so<00:29:48.480> that's<00:29:48.880> kind<00:29:49.039> of<00:29:49.200> how<00:29:49.360> it<00:29:49.520> happened.

00:29:50.640 --> 00:29:53.200
That's<00:29:50.880> incredible.<00:29:51.760> So<00:29:52.000> tell<00:29:52.080> us<00:29:52.559> and<00:29:52.720> easy.

00:29:53.200 --> 00:29:58.799
Yeah,<00:29:53.440> that,<00:29:53.679> that's<00:29:53.919> simple.<00:29:54.559> Simple.<00:29:55.520> Tell<00:29:55.679> us,<00:29:56.000> uh,<00:29:56.159> give<00:29:56.320> us<00:29:56.399> a<00:29:56.559> sense<00:29:56.720> for<00:29:56.880> what<00:29:57.120> Unlocking<00:29:57.679> Success<00:29:58.000> is<00:29:58.240> about.

00:29:58.799 --> 00:30:07.120
Well,<00:29:59.480> um,<00:30:00.480> it's,<00:30:00.799> it's<00:30:01.520> there's<00:30:01.840> three<00:30:02.000> or<00:30:02.240> four<00:30:02.399> stages<00:30:03.200> to,<00:30:03.760> uh,<00:30:03.919> unlock<00:30:04.559> massive<00:30:05.120> success<00:30:05.440> in<00:30:05.600> a<00:30:05.840> company,<00:30:06.159> like<00:30:06.559> nine<00:30:06.799> times,

00:30:07.120 --> 00:30:11.600
seven,<00:30:07.360> eight<00:30:07.600> times,<00:30:07.840> even<00:30:08.399> success.<00:30:09.039> One<00:30:09.279> of<00:30:09.360> them<00:30:09.440> is<00:30:09.600> you,<00:30:10.000> you<00:30:10.240> have<00:30:10.399> to<00:30:10.559> transform<00:30:10.960> the<00:30:11.200> culture.

00:30:11.600 --> 00:30:14.159
That's<00:30:12.159> easier<00:30:12.559> said<00:30:12.799> than<00:30:12.960> done<00:30:13.200> as<00:30:13.360> we<00:30:13.520> just<00:30:13.679> talked.

00:30:14.159 --> 00:30:18.399
Then<00:30:14.399> you've<00:30:14.640> got<00:30:14.799> to,<00:30:15.200> uh,<00:30:15.440> unleash<00:30:16.080> creative<00:30:16.720> creativity<00:30:17.360> in<00:30:17.600> your<00:30:17.760> organization.

00:30:18.399 --> 00:30:20.399
That<00:30:18.640> sounds<00:30:18.960> easy<00:30:19.360> too,<00:30:19.600> but<00:30:19.840> it's<00:30:20.080> not.

00:30:20.399 --> 00:30:28.399
Okay.<00:30:21.039> If<00:30:21.200> you're,<00:30:21.600> my,<00:30:21.760> if<00:30:21.919> you're<00:30:22.080> Apple,<00:30:22.559> you<00:30:22.720> got<00:30:22.880> all<00:30:23.039> kinds<00:30:23.200> of<00:30:23.360> creativity<00:30:23.919> in<00:30:24.159> your<00:30:24.320> organization,<00:30:24.880> but<00:30:25.039> a<00:30:25.200> lot<00:30:25.279> of<00:30:25.440> manufacturing<00:30:26.080> companies<00:30:26.559> don't<00:30:27.279> have<00:30:27.520> that.

00:30:28.399 --> 00:30:37.159
And<00:30:28.559> then<00:30:28.799> third,<00:30:29.120> once<00:30:29.360> you've<00:30:29.600> got<00:30:29.760> that<00:30:30.080> and<00:30:30.320> you've<00:30:30.559> got<00:30:30.720> a,<00:30:30.880> a<00:30:31.120> suite<00:30:31.360> of<00:30:31.520> killer,<00:30:32.159> uh,<00:30:32.559> creative<00:30:33.039> products<00:30:33.360> to<00:30:33.440> unleash,<00:30:33.919> you<00:30:34.080> got<00:30:34.159> to<00:30:34.320> do<00:30:34.480> some<00:30:34.760> creative,<00:30:35.760> really<00:30:36.240> creative

00:30:37.159 --> 00:30:41.360
marketing.<00:30:38.240> That's<00:30:38.559> basically<00:30:38.880> what<00:30:39.200> the,<00:30:39.440> the<00:30:39.679> whole,<00:30:40.080> uh,<00:30:40.320> book<00:30:40.559> is<00:30:40.720> about.

00:30:41.360 --> 00:30:47.360
I'll<00:30:41.600> give<00:30:41.679> you<00:30:41.760> an<00:30:41.919> example.<00:30:42.640> Most<00:30:43.000> manufacturers,<00:30:44.000> the<00:30:44.240> high-tech<00:30:44.720> ones,<00:30:45.039> very<00:30:45.360> only<00:30:45.600> high-tech<00:30:46.000> ones<00:30:46.320> might<00:30:46.480> be<00:30:46.640> a<00:30:46.720> little<00:30:46.880> different.

00:30:47.360 --> 00:30:49.760
Most<00:30:47.679> manufacturers,<00:30:48.399> how<00:30:48.559> do<00:30:48.720> they<00:30:48.799> go<00:30:48.960> to<00:30:49.120> market?

00:30:49.760 --> 00:30:52.000
Well,<00:30:50.159> they<00:30:50.399> have<00:30:50.480> a<00:30:50.640> website.<00:30:51.360> Good.

00:30:52.000 --> 00:30:54.720
They,<00:30:52.480> uh,<00:30:52.640> go<00:30:52.799> to<00:30:52.960> trade<00:30:53.279> shows.<00:30:54.080> Okay.

00:30:54.720 --> 00:31:00.399
Uh,<00:30:55.039> and<00:30:55.360> then<00:30:55.520> they,<00:30:55.919> uh,<00:30:56.080> send<00:30:56.240> the<00:30:56.480> sales<00:30:56.720> force<00:30:57.039> out,<00:30:57.440> you<00:30:57.600> know,<00:30:57.760> with<00:30:57.919> the<00:30:58.159> message,<00:30:58.720> go<00:30:59.039> sell<00:30:59.279> us,<00:30:59.840> right?

00:31:00.399 --> 00:31:03.600
And,<00:31:00.960> uh,<00:31:01.279> the<00:31:01.919> trade<00:31:02.159> shows<00:31:02.480> is<00:31:02.559> a<00:31:02.799> perfect<00:31:03.039> example.

00:31:03.600 --> 00:31:11.360
I<00:31:03.919> hate<00:31:04.320> trade<00:31:04.679> shows<00:31:06.120> because<00:31:07.120> nobody<00:31:07.600> can<00:31:08.080> show<00:31:08.399> me<00:31:08.720> the<00:31:09.120> ROI<00:31:09.679> on<00:31:09.919> a<00:31:10.080> trade<00:31:10.360> show.

00:31:11.360 --> 00:31:15.760
I,<00:31:11.520> I<00:31:11.840> don't<00:31:11.919> know<00:31:12.080> any<00:31:12.399> salesman,<00:31:12.960> even<00:31:13.279> mine,<00:31:13.919> that<00:31:14.159> can<00:31:14.320> show<00:31:14.399> me<00:31:14.559> the,<00:31:14.720> "Oh,<00:31:15.039> you<00:31:15.200> got<00:31:15.279> to<00:31:15.360> be<00:31:15.440> there."

00:31:15.760 --> 00:31:23.840
Everybody's<00:31:16.120> there.<00:31:17.120> Trade<00:31:17.360> shows<00:31:17.679> are<00:31:17.919> generally<00:31:18.320> for<00:31:18.880> uh<00:31:19.360> uh<00:31:19.440> the<00:31:19.679> old<00:31:19.919> boys<00:31:20.240> and<00:31:20.320> the<00:31:20.559> sales<00:31:20.799> network,<00:31:21.200> to<00:31:21.360> get<00:31:21.440> together<00:31:21.760> with<00:31:21.919> their<00:31:22.080> buddies,<00:31:22.480> other<00:31:22.720> sales<00:31:23.039> guys

00:31:23.840 --> 00:31:26.720
and<00:31:24.080> their<00:31:24.320> customers<00:31:24.720> and<00:31:24.960> drink<00:31:25.200> and<00:31:25.360> eat<00:31:25.520> on<00:31:25.679> the<00:31:25.840> company.

00:31:26.720 --> 00:31:28.960
I'm<00:31:26.960> sorry.<00:31:27.279> That's<00:31:27.520> sort<00:31:27.760> of<00:31:27.919> what<00:31:28.080> it<00:31:28.240> is.

00:31:28.960 --> 00:31:33.760
So,<00:31:29.440> you<00:31:29.600> have<00:31:29.760> to<00:31:29.840> take<00:31:30.000> a<00:31:30.159> different<00:31:30.399> approach<00:31:30.799> to<00:31:31.120> the<00:31:31.440> trade<00:31:31.679> shows<00:31:32.080> than<00:31:32.480> uh<00:31:32.720> would<00:31:33.039> normally<00:31:33.360> be<00:31:33.520> done.

00:31:33.760 --> 00:31:42.080
I'll<00:31:33.919> give<00:31:34.000> you<00:31:34.159> a<00:31:34.320> perfect<00:31:34.640> example.<00:31:35.520> When<00:31:35.679> we<00:31:35.919> go<00:31:36.000> to<00:31:36.080> a<00:31:36.240> trade<00:31:36.559> show<00:31:37.279> and<00:31:37.600> we<00:31:37.840> have<00:31:38.000> something<00:31:38.320> new<00:31:39.039> to<00:31:39.360> sell,<00:31:40.240> we<00:31:40.480> don't<00:31:40.640> just<00:31:40.880> wait<00:31:41.120> for<00:31:41.360> the<00:31:41.600> customer<00:31:41.840> to

00:31:42.080 --> 00:31:46.640
walk<00:31:42.240> in<00:31:42.399> the<00:31:42.559> booth.<00:31:43.519> We<00:31:43.760> have<00:31:43.919> the<00:31:44.159> most<00:31:44.320> attractive<00:31:44.799> girl<00:31:45.039> you<00:31:45.279> will<00:31:45.440> ever<00:31:45.760> find.

00:31:46.640 --> 00:31:48.799
She<00:31:46.880> goes<00:31:47.120> out<00:31:47.360> and<00:31:47.600> I'm<00:31:47.840> I'm<00:31:48.080> not<00:31:48.320> kidding.

00:31:48.799 --> 00:31:54.960
She<00:31:49.039> goes<00:31:49.279> out<00:31:49.440> and<00:31:49.600> gets<00:31:49.960> him.<00:31:50.960> Brings<00:31:51.279> him<00:31:51.440> into<00:31:51.760> the<00:31:52.000> would<00:31:52.240> you<00:31:52.320> like<00:31:52.480> to<00:31:52.640> see<00:31:52.799> who's<00:31:53.039> going<00:31:53.120> to<00:31:53.200> say<00:31:53.360> no<00:31:53.519> to<00:31:53.679> an<00:31:53.840> attractive<00:31:54.240> woman,<00:31:54.559> right?

00:31:54.960 --> 00:32:03.279
Brings<00:31:55.279> him<00:31:55.360> in,<00:31:55.600> sits<00:31:55.840> him<00:31:56.000> down<00:31:56.159> on<00:31:56.320> a<00:31:56.480> director's<00:31:56.960> chair,<00:31:57.360> offers<00:31:57.679> him<00:31:57.840> a<00:31:58.000> a<00:31:58.399> cool<00:31:58.960> glass<00:31:59.200> of<00:31:59.360> water,<00:31:59.679> gives<00:31:59.840> him<00:32:00.000> an<00:32:00.159> iPad,<00:32:01.120> and<00:32:01.600> uh<00:32:01.840> gives<00:32:02.080> him<00:32:02.320> like<00:32:02.480> a<00:32:02.640> three-minute

00:32:03.279 --> 00:32:08.399
process<00:32:03.679> on<00:32:03.919> what<00:32:04.159> it<00:32:04.399> is<00:32:04.640> we're<00:32:05.440> and<00:32:05.600> then<00:32:05.840> she<00:32:06.080> brings<00:32:06.399> over<00:32:06.640> the<00:32:06.799> sales<00:32:07.120> guy<00:32:07.360> and<00:32:07.519> he<00:32:07.760> does<00:32:07.919> his<00:32:08.159> thing.

00:32:08.399 --> 00:32:14.880
And<00:32:08.559> then<00:32:08.799> after<00:32:09.039> this<00:32:09.360> guy<00:32:09.519> is<00:32:09.760> ready<00:32:09.919> to<00:32:10.080> go,<00:32:10.320> we<00:32:10.480> get<00:32:10.720> him<00:32:10.880> on<00:32:11.039> video<00:32:11.679> and<00:32:12.080> some<00:32:12.320> of<00:32:12.399> them<00:32:12.640> are<00:32:12.799> comfortable<00:32:13.120> with<00:32:13.200> this,<00:32:13.519> a<00:32:13.679> lot<00:32:13.760> of<00:32:13.840> them<00:32:14.000> are,<00:32:14.159> and<00:32:14.399> say,<00:32:14.480> "What<00:32:14.720> did

00:32:14.880 --> 00:32:22.080
you<00:32:15.039> think<00:32:15.200> about<00:32:15.440> that<00:32:15.679> product?"<00:32:16.000> And<00:32:16.159> so<00:32:16.399> we<00:32:16.559> have<00:32:16.640> a<00:32:16.799> whole<00:32:17.360> completely<00:32:17.840> different<00:32:18.159> way<00:32:18.399> of<00:32:18.799> uh<00:32:19.039> marketing<00:32:19.440> and<00:32:19.679> selling<00:32:19.919> our<00:32:20.240> products<00:32:20.559> than<00:32:21.039> than<00:32:21.279> our<00:32:21.519> competitors

00:32:22.080 --> 00:32:29.679
do.<00:32:22.799> So,<00:32:23.039> if<00:32:23.200> you're<00:32:23.360> going<00:32:23.440> to<00:32:23.519> act<00:32:23.679> just<00:32:23.919> like<00:32:24.080> your<00:32:24.320> competitor<00:32:24.880> and<00:32:25.200> your<00:32:25.440> marketing<00:32:25.840> and<00:32:26.000> sales,<00:32:26.880> you<00:32:27.039> might<00:32:27.200> as<00:32:27.279> well<00:32:28.000> you<00:32:28.240> got<00:32:28.399> to<00:32:28.559> find<00:32:28.720> a<00:32:28.960> different<00:32:29.200> way<00:32:29.440> that

00:32:29.679 --> 00:32:31.760
your<00:32:29.919> competitor<00:32:30.320> is<00:32:30.559> not<00:32:30.720> using<00:32:31.039> an<00:32:31.279> effective<00:32:31.519> way.

00:32:31.760 --> 00:32:38.120
And<00:32:31.976> there<00:32:32.191> are<00:32:32.407> a<00:32:32.623> million<00:32:32.838> of<00:32:33.054> them<00:32:33.270> out<00:32:33.485> there.<00:32:33.701> Don't<00:32:33.917> just<00:32:34.132> do<00:32:34.348> what<00:32:34.563> everybody<00:32:34.779> else<00:32:34.995> does<00:32:35.210> because<00:32:35.426> then<00:32:35.642> you'll<00:32:35.857> get<00:32:36.073> what<00:32:36.289> everybody<00:32:36.504> else<00:32:36.720> gets.

00:32:38.120 --> 00:32:42.799
Yeah,<00:32:39.120> that's<00:32:40.000> how<00:32:40.240> are<00:32:40.399> you<00:32:40.880> uh<00:32:41.200> how<00:32:41.440> are<00:32:41.600> you<00:32:41.760> thinking<00:32:42.000> about<00:32:42.240> AI?

00:32:42.799 --> 00:32:44.799
How<00:32:42.960> is<00:32:43.039> it<00:32:43.279> changing<00:32:43.600> your<00:32:43.840> business<00:32:44.159> so<00:32:44.399> far?

00:32:44.799 --> 00:32:47.760
How<00:32:44.960> are<00:32:45.120> you<00:32:45.279> integrating<00:32:45.760> it?<00:32:46.320> Yeah,<00:32:46.640> that's<00:32:46.880> a<00:32:47.039> really<00:32:47.279> good<00:32:47.440> question.

00:32:47.760 --> 00:32:54.640
You<00:32:48.000> know,<00:32:48.320> uh,<00:32:48.480> I've<00:32:48.799> said<00:32:49.039> before,<00:32:49.679> it's<00:32:49.919> not<00:32:50.080> a<00:32:50.240> new<00:32:50.399> thought,<00:32:50.559> that<00:32:50.799> if<00:32:50.960> you<00:32:51.039> don't<00:32:51.200> get<00:32:51.279> on<00:32:51.440> the<00:32:51.600> AI<00:32:52.000> train,<00:32:52.720> you're<00:32:53.000> toast<00:32:54.000> point<00:32:54.159> in<00:32:54.399> time.

00:32:54.640 --> 00:32:58.000
Okay,<00:32:54.880> the<00:32:55.120> easier,<00:32:55.519> we've<00:32:55.760> already<00:32:56.000> integrated<00:32:56.399> the<00:32:56.559> easier<00:32:56.960> stuff,<00:32:57.279> right?

00:32:58.000 --> 00:33:05.679
And<00:32:58.240> customer<00:32:58.640> service<00:32:59.519> and<00:33:00.080> uh,<00:33:00.760> predictability<00:33:01.760> of,<00:33:02.159> you<00:33:02.399> know,<00:33:02.720> incoming<00:33:03.200> orders<00:33:03.679> and<00:33:04.240> inquiries<00:33:04.799> and<00:33:04.960> all<00:33:05.120> that<00:33:05.279> kind<00:33:05.360> of<00:33:05.519> stuff.

00:33:05.679 --> 00:33:14.159
That's<00:33:05.840> the<00:33:06.080> easy<00:33:06.480> stuff.<00:33:07.120> The<00:33:07.360> harder<00:33:08.000> uh,<00:33:08.240> stuff<00:33:08.480> to<00:33:08.640> do<00:33:08.880> will<00:33:09.039> be<00:33:09.360> and<00:33:09.519> the<00:33:09.679> hardest<00:33:10.080> I<00:33:10.240> think<00:33:10.320> for<00:33:10.480> a<00:33:10.640> manufacturer<00:33:11.360> will<00:33:11.679> be<00:33:11.919> the<00:33:12.480> uh,<00:33:13.279> and<00:33:13.519> new<00:33:13.840> product

00:33:14.159 --> 00:33:21.919
development.<00:33:15.279> If<00:33:15.519> your<00:33:15.840> competitor<00:33:16.559> uses<00:33:16.960> AI<00:33:17.360> very<00:33:17.679> effectively<00:33:18.240> on<00:33:18.559> and<00:33:19.120> you<00:33:19.279> know<00:33:19.440> as<00:33:19.679> you<00:33:19.840> know<00:33:20.480> new<00:33:20.720> product<00:33:20.960> development<00:33:21.279> is<00:33:21.440> very<00:33:21.679> tough.

00:33:21.919 --> 00:33:29.840
I<00:33:22.159> mean<00:33:22.480> 90%<00:33:23.039> of<00:33:23.200> all<00:33:23.360> new<00:33:23.600> product<00:33:23.840> developments<00:33:24.320> fail<00:33:24.960> that's<00:33:25.200> a<00:33:25.360> lot<00:33:25.440> of<00:33:25.519> money<00:33:25.760> that<00:33:25.919> goes<00:33:26.080> down<00:33:26.240> the<00:33:26.399> drain<00:33:26.720> right<00:33:27.200> and<00:33:27.600> uh<00:33:27.919> the<00:33:28.159> competitor<00:33:28.640> that<00:33:28.960> finds<00:33:29.279> a<00:33:29.519> way<00:33:29.600> to

00:33:29.840 --> 00:33:38.159
do<00:33:30.000> that<00:33:30.480> probably<00:33:30.960> through<00:33:31.279> AI<00:33:31.840> that<00:33:32.159> is<00:33:32.320> more<00:33:32.640> cost<00:33:32.960> effective<00:33:33.519> than<00:33:34.080> you<00:33:34.799> uh<00:33:34.960> or<00:33:35.519> uh<00:33:35.760> is<00:33:36.240> uh<00:33:36.480> has<00:33:36.799> more<00:33:37.360> success<00:33:37.840> rate

00:33:38.159 --> 00:33:43.120
than<00:33:38.399> you<00:33:38.640> do<00:33:38.880> then<00:33:39.519> you're<00:33:39.760> going<00:33:39.840> to<00:33:40.159> be<00:33:40.320> out<00:33:40.480> of<00:33:40.559> business<00:33:40.880> and<00:33:41.039> that's<00:33:41.200> the<00:33:41.440> area<00:33:41.679> that<00:33:41.919> we're<00:33:42.159> looking<00:33:42.320> at<00:33:42.559> right<00:33:42.799> now.

00:33:43.120 --> 00:33:48.559
Very<00:33:43.360> very<00:33:43.840> difficult<00:33:44.720> to<00:33:44.960> figure<00:33:45.200> that<00:33:45.360> out<00:33:45.519> but<00:33:45.679> I<00:33:45.840> I<00:33:46.080> think<00:33:46.159> every<00:33:46.440> manufacturer<00:33:47.440> has<00:33:47.600> to<00:33:47.760> do<00:33:47.919> that.

00:33:48.559 --> 00:33:52.720
Yeah.<00:33:49.360> Yeah.<00:33:49.760> Um<00:33:50.080> and<00:33:50.399> how<00:33:50.640> you<00:33:50.799> integrate<00:33:51.200> it<00:33:51.360> internally<00:33:51.840> and<00:33:52.000> all<00:33:52.080> that<00:33:52.320> type<00:33:52.399> of<00:33:52.559> stuff.

00:33:52.720 --> 00:33:55.200
I<00:33:52.960> mean<00:33:53.279> man<00:33:53.519> and<00:33:53.760> it<00:33:54.000> changes<00:33:54.240> all<00:33:54.399> the<00:33:54.640> time.

00:33:55.200 --> 00:34:00.480
So<00:33:55.760> uh<00:33:56.399> yeah<00:33:56.960> that<00:33:57.200> that's<00:33:57.440> a<00:33:57.600> big<00:33:57.840> one<00:33:58.000> that<00:33:58.399> you<00:33:58.480> know<00:33:58.640> I<00:33:58.799> think<00:33:58.880> a<00:33:59.039> lot<00:33:59.120> of<00:33:59.200> CEOs<00:33:59.600> are<00:33:59.679> going<00:33:59.760> to<00:33:59.840> be<00:33:59.919> focused<00:34:00.159> on.

00:34:00.480 --> 00:34:05.039
Sounds<00:34:00.640> like<00:34:00.799> you've<00:34:00.960> got<00:34:01.039> a<00:34:01.200> good<00:34:01.360> handle<00:34:01.600> on<00:34:01.760> that.<00:34:02.320> It's<00:34:02.640> tough<00:34:02.880> stuff<00:34:03.120> because<00:34:03.519> people<00:34:03.760> are<00:34:03.919> people<00:34:04.159> are<00:34:04.320> afraid<00:34:04.559> of<00:34:04.720> it.

00:34:05.039 --> 00:34:12.560
The<00:34:05.279> robots<00:34:05.679> are<00:34:05.840> going<00:34:05.919> to<00:34:06.000> rule<00:34:06.240> the<00:34:06.399> world<00:34:06.559> and<00:34:06.720> kill<00:34:07.720> us<00:34:08.720> in<00:34:08.879> manufacturing<00:34:09.679> right<00:34:09.919> like<00:34:10.879> robots<00:34:11.359> will<00:34:11.599> be<00:34:11.679> able<00:34:11.760> to<00:34:11.839> do<00:34:12.000> all<00:34:12.079> this.

00:34:12.560 --> 00:34:15.040
a<00:34:12.720> bunch<00:34:12.879> of<00:34:12.960> robots<00:34:13.440> already.<00:34:13.760> We've<00:34:14.000> been<00:34:14.159> using<00:34:14.320> them<00:34:14.480> for<00:34:14.720> years.

00:34:15.040 --> 00:34:18.320
And<00:34:15.520> uh<00:34:15.760> the<00:34:16.240> here's<00:34:16.560> the<00:34:16.720> key<00:34:16.800> to<00:34:17.040> using<00:34:17.359> robots.

00:34:18.320 --> 00:34:22.480
You've<00:34:18.560> got<00:34:18.720> to<00:34:19.119> make<00:34:19.359> sure<00:34:19.599> that<00:34:19.839> you're<00:34:20.159> comfortable<00:34:20.639> with<00:34:20.960> promising<00:34:21.359> and<00:34:21.679> delivering<00:34:22.079> on.

00:34:22.480 --> 00:34:27.599
No<00:34:22.720> one<00:34:22.879> is<00:34:23.040> going<00:34:23.119> to<00:34:23.280> get<00:34:23.440> laid<00:34:23.760> off<00:34:24.079> because<00:34:24.639> of<00:34:24.960> the<00:34:25.200> rob<00:34:26.000> and<00:34:26.159> they<00:34:26.399> have<00:34:26.480> to<00:34:26.639> believe<00:34:26.879> you.

00:34:27.599 --> 00:34:30.639
And<00:34:27.839> ours<00:34:28.480> cuz<00:34:28.879> I<00:34:29.119> don't<00:34:29.200> know<00:34:29.280> how<00:34:29.440> many<00:34:29.679> robots<00:34:30.000> we've<00:34:30.240> got<00:34:30.320> out<00:34:30.480> there.

00:34:30.639 --> 00:34:33.359
We've<00:34:30.879> been<00:34:31.839> putting<00:34:32.079> them<00:34:32.159> out<00:34:32.320> there<00:34:32.480> for<00:34:32.639> three<00:34:32.720> or<00:34:32.960> four<00:34:33.119> years.

00:34:33.359 --> 00:34:40.879
Nobody<00:34:33.679> got<00:34:33.839> laid<00:34:34.079> off.<00:34:34.800> Okay.<00:34:35.359> How<00:34:35.520> do<00:34:35.599> you<00:34:35.839> Now,<00:34:36.240> if<00:34:36.480> there's<00:34:36.720> a<00:34:36.960> massive<00:34:37.800> recession,<00:34:38.800> I<00:34:39.040> may<00:34:39.200> have<00:34:39.359> to<00:34:39.520> go<00:34:39.679> back<00:34:39.919> on<00:34:40.159> that.

00:34:40.879 --> 00:34:44.480
But<00:34:41.679> in<00:34:41.839> the<00:34:42.000> meantime,<00:34:42.399> it's<00:34:42.720> like,<00:34:42.960> okay,<00:34:43.200> you<00:34:43.440> were<00:34:43.520> going<00:34:43.599> to<00:34:43.679> hire<00:34:43.919> two<00:34:44.079> more<00:34:44.240> people.

00:34:44.480 --> 00:34:46.800
Now<00:34:44.634> that<00:34:44.788> you<00:34:44.942> got<00:34:45.095> the<00:34:45.249> robot,<00:34:45.403> you're<00:34:45.557> not<00:34:45.711> going<00:34:45.865> to<00:34:46.018> hire<00:34:46.172> two<00:34:46.326> more<00:34:46.480> people.

00:34:46.800 --> 00:34:53.119
And<00:34:46.960> so<00:34:47.119> that's<00:34:47.280> the<00:34:47.520> key<00:34:47.760> to<00:34:48.480> then<00:34:48.639> once<00:34:48.879> you<00:34:49.040> get<00:34:49.119> them<00:34:49.440> comfortable<00:34:49.839> that<00:34:50.079> they're<00:34:50.320> not<00:34:50.399> going<00:34:50.480> to<00:34:50.639> lose<00:34:50.800> their<00:34:51.040> job<00:34:51.359> over<00:34:51.599> a<00:34:51.839> robot<00:34:52.159> because<00:34:52.399> they<00:34:52.560> have<00:34:52.720> to<00:34:52.800> work<00:34:52.960> with

00:34:53.119 --> 00:34:55.919
the<00:34:53.280> robots.<00:34:54.000> Robots<00:34:54.480> don't<00:34:54.639> work<00:34:54.800> in<00:34:54.960> a<00:34:55.200> vacuum.

00:34:55.919 --> 00:34:59.200
And<00:34:56.079> so<00:34:56.240> you<00:34:56.399> want<00:34:56.560> them<00:34:56.720> to<00:34:56.960> be<00:34:57.520> not<00:34:57.839> threatened<00:34:58.240> by<00:34:58.400> the<00:34:58.560> robots.

00:34:59.200 --> 00:35:05.280
And<00:34:59.359> then<00:34:59.520> when<00:34:59.680> you<00:34:59.839> put<00:34:59.920> in<00:35:00.079> the<00:35:00.240> AI<00:35:00.640> mix,<00:35:00.880> it's<00:35:01.119> oh<00:35:01.280> my<00:35:01.359> god,<00:35:01.599> they're<00:35:01.839> going<00:35:01.920> to<00:35:02.000> make<00:35:02.160> this<00:35:02.320> guy<00:35:02.560> AI<00:35:02.960> and<00:35:03.040> and<00:35:03.440> he'll<00:35:03.680> kill<00:35:03.839> me<00:35:04.000> before<00:35:04.400> on<00:35:04.560> my<00:35:04.720> lunch<00:35:04.960> break.

00:35:05.280 --> 00:35:09.200
I<00:35:05.440> don't<00:35:05.520> know.<00:35:06.079> What<00:35:06.160> do<00:35:06.320> you<00:35:06.480> read?<00:35:06.960> And<00:35:07.200> what<00:35:07.359> reading<00:35:07.680> recommendations<00:35:08.240> would<00:35:08.400> you<00:35:08.480> have?

00:35:09.200 --> 00:35:17.760
I<00:35:09.520> would<00:35:09.760> say<00:35:10.480> uh<00:35:10.640> my<00:35:11.520> most<00:35:12.079> all-time<00:35:12.720> favorite<00:35:13.280> book,<00:35:13.920> some<00:35:14.079> of<00:35:14.240> your<00:35:14.880> CEOs<00:35:15.359> may<00:35:15.599> not<00:35:15.760> have<00:35:15.920> ever<00:35:16.079> heard<00:35:16.240> of<00:35:16.320> this,<00:35:16.480> is<00:35:16.880> uh<00:35:17.040> Unleash<00:35:17.520> the

00:35:17.760 --> 00:35:21.040
Power<00:35:18.359> Within<00:35:19.359> by<00:35:19.920> Anthony<00:35:20.400> Robbins.

00:35:21.040 --> 00:35:27.599
And<00:35:21.200> that<00:35:21.520> I<00:35:21.680> think<00:35:21.760> was<00:35:22.560> original<00:35:23.040> publication<00:35:24.680> was<00:35:25.680> maybe<00:35:26.079> 35<00:35:26.720> 40<00:35:27.040> years.

00:35:27.599 --> 00:35:29.920
And<00:35:27.839> I'm<00:35:28.000> a<00:35:28.160> nut<00:35:28.400> for<00:35:28.880> uh<00:35:29.040> Anthony<00:35:29.520> Robbins.

00:35:29.920 --> 00:35:35.280
I've<00:35:30.160> I've<00:35:30.400> been<00:35:30.640> I've<00:35:30.880> firewalked<00:35:31.520> three<00:35:31.839> times,<00:35:32.320> you<00:35:32.480> know,<00:35:32.720> I<00:35:33.040> I've<00:35:33.359> bought<00:35:33.680> everything<00:35:34.079> that<00:35:34.240> the<00:35:34.480> guy<00:35:34.720> sells.

00:35:35.280 --> 00:35:44.000
And<00:35:35.760> uh<00:35:35.920> that<00:35:36.400> fundamental<00:35:37.040> book<00:35:37.760> formed<00:35:38.160> the<00:35:38.400> basis<00:35:38.800> in<00:35:39.119> terms<00:35:39.359> of<00:35:40.240> getting<00:35:40.560> fired<00:35:40.880> up,<00:35:41.119> getting<00:35:41.480> energized,<00:35:42.680> believing,<00:35:43.680> and

00:35:44.000 --> 00:35:49.359
then<00:35:44.400> working<00:35:44.720> a<00:35:45.040> really<00:35:45.359> really<00:35:45.440> really<00:35:46.320> uh<00:35:46.640> uh<00:35:46.880> well<00:35:47.119> thought-out<00:35:47.680> comprehensive<00:35:48.400> plan.

00:35:49.359 --> 00:35:51.599
Well,<00:35:49.599> that's<00:35:49.839> the<00:35:50.000> key<00:35:50.160> to<00:35:50.320> success<00:35:50.640> in<00:35:50.880> any<00:35:51.119> CEO.

00:35:51.599 --> 00:35:54.240
So,<00:35:51.680> that<00:35:51.839> is<00:35:52.000> definitely<00:35:52.320> my<00:35:52.640> all-time<00:35:53.119> favorite<00:35:53.440> book.

00:35:54.240 --> 00:35:57.119
That's<00:35:54.480> interesting.<00:35:54.880> Yeah,<00:35:55.119> Tony<00:35:55.440> is<00:35:55.680> such<00:35:55.920> a<00:35:56.160> fascinating<00:35:56.720> character.

00:35:57.119 --> 00:36:04.560
We<00:35:57.280> actually<00:35:57.440> had<00:35:57.599> him<00:35:57.760> come<00:35:57.920> speak<00:35:58.079> at<00:35:58.320> one<00:35:58.480> of<00:35:58.560> our<00:35:58.720> events<00:35:58.960> here<00:35:59.119> in<00:35:59.280> Utah<00:36:00.000> a<00:36:00.240> couple<00:36:00.480> years<00:36:00.640> ago<00:36:01.440> and<00:36:01.760> that<00:36:01.920> guy<00:36:02.160> can<00:36:02.480> speak<00:36:02.720> and<00:36:02.960> stand<00:36:03.119> on<00:36:03.359> a<00:36:03.520> stage<00:36:03.839> for<00:36:04.000> like<00:36:04.160> 8<00:36:04.400> to

00:36:04.560 --> 00:36:08.720
10<00:36:05.000> hours.<00:36:06.000> Like<00:36:06.240> the<00:36:06.480> energy<00:36:06.960> is<00:36:07.119> just<00:36:07.440> unbelievable.

00:36:08.720 --> 00:36:16.560
He's<00:36:09.040> incredible.<00:36:09.520> And<00:36:09.760> uh<00:36:10.079> one<00:36:10.240> of<00:36:10.320> his<00:36:10.560> late<00:36:10.880> latest<00:36:11.280> books<00:36:11.760> uh<00:36:11.839> maybe<00:36:12.079> a<00:36:12.320> year<00:36:12.480> or<00:36:12.640> two,<00:36:13.200> I<00:36:13.359> don't<00:36:13.440> remember<00:36:13.599> the<00:36:13.920> title<00:36:14.160> of<00:36:14.320> it,<00:36:14.480> but<00:36:14.640> it's<00:36:15.119> about<00:36:15.440> how<00:36:15.680> you<00:36:15.920> can<00:36:16.240> drill

00:36:16.560 --> 00:36:21.839
down<00:36:16.800> in<00:36:17.040> every<00:36:17.280> part<00:36:17.440> of<00:36:17.599> your<00:36:17.760> body<00:36:18.000> and<00:36:18.240> get<00:36:18.400> healthier<00:36:19.200> and<00:36:19.920> increase<00:36:20.400> longevity<00:36:21.119> and<00:36:21.440> all<00:36:21.680> that.

00:36:21.839 --> 00:36:30.599
I<00:36:22.000> can't<00:36:22.160> remember<00:36:22.240> what<00:36:22.320> it<00:36:22.480> was.<00:36:23.359> And<00:36:23.520> it<00:36:23.920> uh<00:36:24.640> he<00:36:24.880> does<00:36:25.040> a<00:36:25.200> lot<00:36:25.359> of<00:36:25.440> things<00:36:25.599> that<00:36:26.079> that<00:36:26.640> uh<00:36:26.800> he<00:36:27.040> talks<00:36:27.280> about<00:36:27.440> in<00:36:27.599> the<00:36:27.760> book<00:36:27.920> in<00:36:28.240> terms<00:36:28.400> of<00:36:28.720> you<00:36:29.079> know<00:36:30.079> blood

00:36:30.599 --> 00:36:32.800
transfusions<00:36:31.599> you<00:36:31.760> know<00:36:31.920> all<00:36:32.160> kinds<00:36:32.320> of<00:36:32.560> stuff.

00:36:32.800 --> 00:36:39.599
I<00:36:32.960> mean<00:36:33.119> you<00:36:33.280> know<00:36:33.839> if<00:36:34.079> you<00:36:34.240> if<00:36:34.400> you<00:36:34.560> listen<00:36:34.800> to<00:36:34.960> everything<00:36:35.119> in<00:36:35.359> the<00:36:35.520> book<00:36:36.240> you'd<00:36:36.560> know<00:36:36.800> everything<00:36:37.119> about<00:36:37.359> your<00:36:37.599> body<00:36:38.000> everything<00:36:38.320> about<00:36:38.560> your<00:36:38.720> ancestry<00:36:39.280> and<00:36:39.440> then

00:36:39.599 --> 00:36:43.440
you'd<00:36:39.839> want<00:36:39.920> to<00:36:40.000> go<00:36:40.160> kill<00:36:42.440> yourself.

00:36:43.440 --> 00:36:51.200
You<00:36:43.599> know<00:36:43.680> what<00:36:43.839> I<00:36:44.000> mean?<00:36:44.480> I've<00:36:44.720> done<00:36:44.960> all<00:36:45.119> that<00:36:45.920> after<00:36:46.160> I<00:36:46.400> read<00:36:46.560> that<00:36:46.720> book<00:36:47.119> because<00:36:47.599> you<00:36:47.760> know<00:36:48.400> most<00:36:48.720> CEOs<00:36:49.200> and<00:36:49.440> certainly<00:36:49.760> me<00:36:50.079> I<00:36:50.320> want<00:36:50.400> to<00:36:50.560> keep<00:36:50.800> at<00:36:50.960> it.

00:36:51.200 --> 00:36:54.480
I<00:36:51.440> want<00:36:51.520> to<00:36:51.599> keep<00:36:51.839> I<00:36:52.000> want<00:36:52.160> longevity<00:36:53.040> and<00:36:53.200> and<00:36:53.440> so<00:36:53.680> does<00:36:53.920> everyone.

00:36:54.480 --> 00:36:59.280
But<00:36:54.640> once<00:36:54.880> I<00:36:55.119> started<00:36:55.359> drilling<00:36:55.680> down<00:36:55.839> on<00:36:56.079> every<00:36:56.640> test<00:36:57.040> known<00:36:57.440> to<00:36:57.599> man,<00:36:58.560> everything.

00:36:59.280 --> 00:37:06.480
And<00:36:59.520> I'm<00:36:59.760> going<00:36:59.920> to<00:37:00.079> these<00:37:00.480> uh<00:37:00.720> docs,<00:37:01.119> these<00:37:01.599> uh<00:37:02.079> uh<00:37:02.240> not<00:37:02.480> primary<00:37:02.960> care<00:37:03.200> docs,<00:37:03.599> these<00:37:04.480> specialized<00:37:05.040> medicine<00:37:05.480> docs.

00:37:06.480 --> 00:37:11.440
I<00:37:06.720> was<00:37:06.880> like<00:37:07.119> taking<00:37:07.440> like<00:37:07.760> 25<00:37:08.320> supplements<00:37:08.800> a<00:37:09.040> day<00:37:09.760> for<00:37:10.079> this<00:37:10.320> and<00:37:10.560> that<00:37:10.800> and<00:37:10.960> the<00:37:11.119> other<00:37:11.280> thing.

00:37:11.440 --> 00:37:18.560
And<00:37:11.599> it's<00:37:11.839> like,<00:37:12.160> oh<00:37:12.320> my<00:37:12.560> god.<00:37:13.119> Uh<00:37:13.359> so<00:37:13.760> you<00:37:13.920> can<00:37:14.079> take<00:37:14.320> that<00:37:14.880> a<00:37:15.119> bit<00:37:15.280> too<00:37:15.440> far,<00:37:15.680> but<00:37:16.160> uh<00:37:16.240> I<00:37:16.480> would<00:37:16.640> highly<00:37:16.960> recommend<00:37:17.359> Tony<00:37:17.680> Robbins<00:37:18.079> for<00:37:18.240> anybody.

00:37:18.560 --> 00:37:26.720
He's<00:37:18.800> got<00:37:18.960> some<00:37:19.440> mastering<00:37:19.920> of<00:37:20.079> business<00:37:21.040> very<00:37:21.359> expensive<00:37:21.920> ones<00:37:22.160> that<00:37:22.400> he<00:37:22.640> takes<00:37:22.960> people<00:37:23.200> to<00:37:23.359> Heati<00:37:24.079> and<00:37:24.400> all<00:37:24.560> that<00:37:24.800> and<00:37:25.280> uh<00:37:25.839> I've<00:37:26.079> been<00:37:26.240> to<00:37:26.480> those.

00:37:26.720 --> 00:37:34.960
They're<00:37:26.960> they're<00:37:27.280> they're<00:37:27.680> pretty<00:37:28.000> valuable.<00:37:28.480> He<00:37:29.040> I<00:37:29.280> think<00:37:29.440> his<00:37:29.760> enterprise<00:37:30.240> is<00:37:30.560> I<00:37:30.800> don't<00:37:30.880> know<00:37:30.960> a<00:37:31.200> couple<00:37:31.359> hundred<00:37:31.680> million<00:37:32.560> in<00:37:32.960> just<00:37:33.599> revenue<00:37:34.000> and<00:37:34.160> he's<00:37:34.480> you<00:37:34.640> know

00:37:34.960 --> 00:37:38.400
so<00:37:35.359> when<00:37:35.520> he<00:37:35.760> speaks<00:37:36.079> business<00:37:36.400> he<00:37:36.640> knows<00:37:36.800> what<00:37:36.960> he's<00:37:37.200> talking<00:37:37.440> about.

00:37:38.400 --> 00:37:40.880
Yeah.<00:37:38.720> Yeah.<00:37:38.960> He's<00:37:39.200> got<00:37:39.440> he's<00:37:39.680> got<00:37:39.760> a<00:37:39.920> lot<00:37:40.000> of<00:37:40.160> businesses.

00:37:40.880 --> 00:37:46.160
Finally,<00:37:41.680> um<00:37:41.839> just<00:37:42.079> out<00:37:42.240> of<00:37:42.400> respect<00:37:42.640> for<00:37:42.800> your<00:37:42.960> time,<00:37:43.359> uh<00:37:43.520> we<00:37:43.680> end<00:37:44.000> every<00:37:44.240> interview<00:37:44.560> with<00:37:44.800> the<00:37:44.960> same<00:37:45.200> question.

00:37:46.160 --> 00:37:52.320
And<00:37:46.320> that<00:37:46.560> is<00:37:46.720> at<00:37:46.960> CEO.com,<00:37:47.839> we<00:37:48.079> believe<00:37:48.320> the<00:37:48.480> chances<00:37:48.880> one<00:37:49.200> gives<00:37:49.760> is<00:37:50.000> just<00:37:50.160> as<00:37:50.320> important<00:37:50.560> as<00:37:50.720> the<00:37:50.880> chances<00:37:51.280> one<00:37:51.520> takes.

00:37:52.320 --> 00:37:55.440
When<00:37:52.560> you<00:37:52.720> hear<00:37:52.880> that,<00:37:53.119> who<00:37:53.280> gave<00:37:53.440> you<00:37:53.599> a<00:37:53.760> chance<00:37:53.839> to<00:37:54.000> get<00:37:54.160> you<00:37:54.320> to<00:37:54.400> where<00:37:54.640> you<00:37:54.800> are<00:37:54.960> today?

00:37:55.440 --> 00:38:03.040
Oh,<00:37:55.599> I<00:37:55.839> that's<00:37:56.079> an<00:37:56.240> easy<00:37:56.400> one.<00:37:57.119> The<00:37:57.359> guy<00:37:57.440> that<00:37:57.680> I<00:37:57.839> complained<00:37:58.240> about<00:37:58.720> uh<00:37:58.880> who<00:37:59.119> was<00:37:59.440> spending<00:37:59.839> time<00:38:00.000> on<00:38:00.240> strategy<00:38:00.720> when<00:38:00.960> we<00:38:01.280> couldn't<00:38:01.520> even<00:38:01.680> pay<00:38:01.839> our<00:38:02.079> bills,<00:38:02.640> he's<00:38:02.880> the

00:38:03.040 --> 00:38:05.839
guy,<00:38:03.839> it's<00:38:04.079> a<00:38:04.320> very<00:38:04.560> quick<00:38:04.880> story,<00:38:05.119> so<00:38:05.359> I'll<00:38:05.520> tell<00:38:05.599> it.

00:38:05.839 --> 00:38:09.359
Uh<00:38:06.079> I<00:38:06.320> was<00:38:06.480> working<00:38:06.720> for<00:38:06.960> Alan<00:38:07.280> Bradley,<00:38:07.760> which<00:38:07.920> is<00:38:08.000> now<00:38:08.160> Rockwell<00:38:08.720> International.

00:38:09.359 --> 00:38:18.640
was<00:38:09.680> an<00:38:10.000> industrial<00:38:10.480> automation<00:38:11.119> company<00:38:11.760> and<00:38:12.000> I'd<00:38:12.240> had<00:38:12.480> some<00:38:12.720> quasi<00:38:13.839> uh<00:38:14.000> operating<00:38:14.560> roles<00:38:14.880> but<00:38:15.040> in<00:38:15.280> support<00:38:16.359> facilities,<00:38:17.640> telecommunications

00:38:18.640 --> 00:38:25.200
and<00:38:19.119> uh<00:38:19.280> and<00:38:19.599> my<00:38:20.320> primary<00:38:20.880> responsibility<00:38:21.680> now<00:38:21.920> we're<00:38:22.079> going<00:38:22.240> back<00:38:22.400> 30<00:38:22.640> years<00:38:22.960> was<00:38:23.119> in<00:38:23.359> human<00:38:24.200> resources.

00:38:25.200 --> 00:38:31.440
Well,<00:38:26.000> I<00:38:26.240> didn't<00:38:26.560> like<00:38:26.800> the<00:38:27.040> line<00:38:27.560> guys<00:38:28.560> because<00:38:28.880> I<00:38:29.119> always<00:38:29.280> had<00:38:29.520> to<00:38:29.599> tell<00:38:29.760> them<00:38:29.920> how<00:38:30.160> to<00:38:30.560> manage<00:38:30.880> their<00:38:31.119> people.

00:38:31.440 --> 00:38:33.839
I<00:38:31.680> had<00:38:31.760> to<00:38:31.920> tell<00:38:32.079> them<00:38:32.320> bail<00:38:32.640> them<00:38:32.800> out.<00:38:33.040> I<00:38:33.200> just<00:38:33.359> hated<00:38:33.599> that.

00:38:33.839 --> 00:38:36.640
So,<00:38:34.000> I<00:38:34.160> decided<00:38:34.560> I<00:38:34.720> don't<00:38:34.880> want<00:38:34.960> to<00:38:35.119> spend<00:38:35.359> my<00:38:35.520> life<00:38:35.680> for<00:38:35.920> that.

00:38:36.640 --> 00:38:44.320
And<00:38:36.880> so<00:38:37.040> when<00:38:37.280> I<00:38:37.440> got<00:38:37.680> interviewed<00:38:38.079> for<00:38:38.320> an<00:38:38.480> HR<00:38:38.960> job<00:38:39.200> with<00:38:39.440> the<00:38:39.599> company<00:38:39.839> that<00:38:40.079> I<00:38:40.240> eventually<00:38:40.560> became<00:38:40.880> the<00:38:41.119> president<00:38:41.440> of<00:38:41.839> before<00:38:42.160> this<00:38:42.400> one,<00:38:42.960> uh<00:38:43.119> I<00:38:43.359> said<00:38:43.520> to<00:38:43.680> him,<00:38:43.920> Stu,

00:38:44.320 --> 00:38:46.720
I<00:38:44.480> said,<00:38:44.880> I'll<00:38:45.119> take<00:38:45.359> and<00:38:45.520> the<00:38:45.680> HR<00:38:46.000> job<00:38:46.160> was<00:38:46.320> a<00:38:46.560> mess.

00:38:46.720 --> 00:38:49.839
I<00:38:46.880> mean,<00:38:47.040> they<00:38:47.200> had<00:38:47.280> a<00:38:47.440> hostile<00:38:47.839> union.<00:38:48.160> It<00:38:48.320> was<00:38:48.400> just<00:38:48.560> an<00:38:48.720> absolute<00:38:49.040> mess.

00:38:49.839 --> 00:38:53.599
And<00:38:50.000> I<00:38:50.160> said,<00:38:50.400> I'll<00:38:50.560> take<00:38:50.720> the<00:38:50.960> job<00:38:51.440> uh<00:38:51.599> under<00:38:51.839> one<00:38:52.079> and<00:38:52.240> I<00:38:52.320> had<00:38:52.400> to<00:38:52.560> negotiate<00:38:52.960> a<00:38:53.119> new<00:38:53.200> agreement.

00:38:53.599 --> 00:38:59.839
All<00:38:53.839> I<00:38:53.920> said,<00:38:54.160> once<00:38:54.320> I<00:38:54.560> do<00:38:54.640> this,<00:38:55.200> that<00:38:55.440> and<00:38:55.599> the<00:38:55.760> other<00:38:55.920> thing,<00:38:56.320> and<00:38:56.640> I'm<00:38:56.880> successful,<00:38:57.440> I<00:38:57.599> want<00:38:57.680> you<00:38:57.839> to<00:38:57.920> give<00:38:58.079> me<00:38:58.240> a<00:38:58.400> shot<00:38:58.560> at<00:38:58.800> a<00:38:58.960> line<00:38:59.280> job.

00:38:59.839 --> 00:39:03.119
And<00:39:00.000> he<00:39:00.240> did.<00:39:00.720> And<00:39:00.880> that<00:39:01.040> was<00:39:01.119> the<00:39:01.280> biggest<00:39:01.440> single<00:39:01.760> break<00:39:02.000> of<00:39:02.160> my<00:39:02.320> career.

00:39:03.119 --> 00:39:05.839
That's<00:39:03.359> incredible.<00:39:04.079> And<00:39:04.240> a<00:39:04.400> turnaround,<00:39:04.960> no<00:39:05.200> less.

00:39:05.839 --> 00:39:09.520
Yeah.<00:39:06.079> Seriously.<00:39:06.800> Yeah.<00:39:07.440> Um,<00:39:08.000> Steve,<00:39:08.400> thank<00:39:08.560> you<00:39:08.640> so<00:39:08.800> much<00:39:08.960> for<00:39:09.119> coming<00:39:09.280> on.

00:39:09.520 --> 00:39:13.760
What<00:39:09.760> we<00:39:09.920> got<00:39:10.079> to<00:39:10.160> have<00:39:10.240> you<00:39:10.400> back<00:39:10.640> because<00:39:10.960> you<00:39:11.119> and<00:39:11.280> I<00:39:11.440> could<00:39:11.599> talk<00:39:11.760> for<00:39:11.920> hours<00:39:12.240> about<00:39:12.560> all<00:39:12.720> sorts<00:39:12.960> of<00:39:13.119> things.

00:39:13.760 --> 00:39:15.599
Really,<00:39:14.000> what<00:39:14.160> an<00:39:14.320> honor<00:39:14.560> to<00:39:14.720> have<00:39:14.880> you.<00:39:15.119> Thank<00:39:15.280> you.

00:39:15.599 --> 00:39:19.280
Congratulations<00:39:16.160> on<00:39:16.320> everything<00:39:16.560> you've<00:39:16.800> done<00:39:16.880> in<00:39:17.119> your<00:39:17.280> career<00:39:17.680> and<00:39:18.160> let's<00:39:18.480> talk<00:39:18.640> again.

00:39:19.280 --> 00:39:21.920
Yeah,<00:39:19.599> let's<00:39:19.760> do<00:39:19.920> that.<00:39:20.160> I<00:39:20.320> enjoyed<00:39:20.640> it.<00:39:21.359> Appreciate<00:39:21.680> it.

00:39:21.920 --> 00:39:28.620
Thanks,<00:39:22.240> Steve.

00:39:28.620 --> 00:39:35.599
[Music]

00:39:35.599 --> 00:39:39.680
I'm<00:39:35.760> a<00:39:36.079> human<00:39:36.720> star<00:39:37.200> shine<00:39:37.599> bright<00:39:38.680> up.

00:39:39.680 --> 00:39:41.680
Yeah.

```