The outsider running Nuts.com

Around 2008, Jeff Braverman offered a man in Guam $200,000 for a domain name. The man, who made millions routing traffic from generic domains, said no. Braverman's family had sold nuts in New Jersey since 1929, first from a storefront on Mulberry Street in Newark, then from a website he built as a college freshman in 1999 and called NutsOnline.com, his seventh choice of name. He kept after the shorter one for four more years. Two things kept him at it, he told a New Jersey tech meetup in 2015: the thought that a better name might buy one more point of customer retention, and the thought that a competitor might buy it instead. In 2012, he paid $700,000. He estimates the name paid for itself in six months.

There was a third reason, and PJ Oleksak told it on the CEO.com Podcast. Rachael Ray had started featuring the company's organic products on her show, unpaid, and kept calling the company Nuts.com. "So Jeff was like, 'Well, now I have to pay up for it,'" Oleksak said. Braverman said much the same in the announcement of the change. "Even Rachael Ray made this mistake on her show!"

Eleven years later, Braverman handed the company to Oleksak. She is the first CEO in its history who is not a Braverman.

The business is still family-owned. It roasts, seasons, and chocolate-coats its own product at a plant in Cranford, New Jersey. The company says it ships from facilities and distribution centers in New Jersey, Nevada, Indiana, Texas, and Florida, reaches more than a million customers a year, and has more than doubled in volume since 2019. Oleksak puts the catalog at about 2,500 products and more than 5,000 SKUs. You can order a custom trail mix and specify the weighting of every ingredient. She calls the Cranford facility "Willy Wonka's Chocolate Factory."

She did not come from food. She came from spreadsheets. Finance and accounting at the University of Richmond, then investment banking, then five years in private equity, which she assumed she would do forever. What changed her mind was watching an operating partner at another fund parachute into a struggling portfolio company as interim CEO and fix it.

"I was like, 'Wow, that was so cool. How do I learn to do that?'" she said. "I don't just want to be the person on the side of the table providing guidance, doing modeling, and giving consulting advice. I actually want to learn how to do it."

She went to FreshDirect, the New York online grocer, as chief of staff to founder Jason Ackerman. Fresh food delivered to apartments was about the hardest version of e-commerce available at the time, which was the point. Over eight years, she ran a business unit, then expansion markets, then growth for the whole company. She co-founded an on-demand grocery service called FoodKick by FreshDirect, with its own warehouse operation, app, and brand, and said her team took it to a $100 million run rate. "I had the bug," she said.

Then Slice, the ordering and marketing platform for independent pizzerias, where she was chief business officer with about 70% of a 1,000-person company in her scope. Her grandmother had run pizzerias. Her mother ran Italian delis. Her grandmother's business had suffered when a national chain arrived. "I felt like I had an ax to grind."

Braverman hired her as president in November 2021. His problem was a good one. The company had grown for two decades without outside capital, and when the pandemic sent people online for groceries, he spent years of retained cash on marketing and the business took off. Now it was bigger than the systems underneath it. "So much of the business was really relying on his brilliant brain and the family's hard work and great supplier relationships," Oleksak said. He needed someone to build the processes and the team.

In September 2023 the company named her chief executive and Braverman became executive chairman. She told Modern Retail she wanted to triple the business, as soon as possible or within five years. Braverman, in the same story, explained why he stepped back. "We built this very successful business that exceeded any of our expectations. But I want to do more. PJ's our superpower to help us get there."

The thing she changed first was accountability. "Family is not a word I would associate with accountability," she said. The culture she found was kind and low on ego, which she wanted to keep. It had no rigorous goal-setting and no real feedback loop, which she did not. She put in individual goals, OKRs reviewed on a set cadence, and clear rules for how bonuses are earned. She trained managers to give feedback, because "not all feedback is a gift. It has to be given the right way with the right intent."

She rereads Patrick Lencioni's The Five Dysfunctions of a Team about every five years. She also recommended The Speed of Trust. "Team dynamics are probably even more important, or at least just as important, as capacity and competence."

The other thing she noticed is where AI adoption comes from inside the company. Not the top. "The leaders bringing in AI technology are not at the top so far," she said. Younger employees brought it in to kill grunt work. A B2B sales director used it to benchmark commission structures against other companies and came back with a proposal her leadership team otherwise wouldn't have had. Her own interest is the catalog. Five thousand SKUs is a lot to browse, and she wants natural language and personalization to fix that.

On logistics, she was unbothered. Shelf-stable nuts are easy compared to frozen groceries. The company's rule for its distribution network is that Amazon Prime should never be the reason a customer leaves. By her count, it can reach about 60% of the country in two days and more than 90% in three.

When she recorded the episode, the next move was a push into food gifting, a market she put at $33 billion. The company was already selling gift baskets that, she admitted, probably contained too much product.

The bigger move came in May 2025, with a brand called Pop & Sol, named for the grandfather. Eight products, sold only in stores: savory mixes exclusive to Target, chocolate-covered nuts at ShopRite and The Fresh Market. "Pop & Sol is our way of honoring that legacy, with flavors he definitely didn't see coming," Oleksak said in the announcement. Modern Retail put the launch footprint at 1,346 Target stores, 166 Fresh Markets, and 34 ShopRites, and noted that the company already had a small shelf presence through Kopper's Chocolates, which it acquired in 2016. Oleksak said Nuts.com spent a year and a half preparing. "We wanted to make sure we were building the internal team, building the board, and making our systems and processes ready to support scale." E-commerce would remain the core. Most snack purchases still happen in aisles.

Every CEO.com Podcast ends with the same question. Who gave you a chance?

She named Ackerman. "Based on my resume, I would not have gotten the jobs. He kept letting me step in. He trusted me." The eight years at FreshDirect, she said, felt like 20 years of learning. They still talk.

00:00:00 Introduction
00:00:09 PJ's Background and Path to Nuts.com
00:00:45 The History of Nuts.com
00:02:08 Navigating the COVID-19 Boom
00:03:03 The Story Behind the Nuts.com Domain
00:04:01 PJ's Experience at Slice
00:10:19 Logistics and Operations at Nuts.com
00:13:00 New Gifting Initiative
00:14:54 A Day in the Life of PJ
00:16:11 The Role of AI at Nuts.com
00:19:02 Reading Recommendations
00:21:05 Thoughts on the Macroeconomic Environment
00:23:34 Building and Evolving Company Culture
00:27:10 The Importance of Giving and Receiving Chances

WEBVTT

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And<00:03:24.594> lo<00:03:24.674> and<00:03:24.770> behold,<00:03:25.092> I'll<00:03:25.188> reach<00:03:25.397> out<00:03:25.493> to<00:03:25.557> my<00:03:25.654> team,<00:03:25.814> be<00:03:25.894> like,<00:03:26.055> do<00:03:26.119> we<00:03:26.216> sell<00:03:26.392> to<00:03:26.521> this<00:03:26.617> company?

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And<00:03:27.018> they'll<00:03:27.163> be<00:03:27.195> like,<00:03:27.404> yes.

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So<00:03:28.608> Rachel<00:03:28.945> Ray<00:03:29.491> had<00:03:29.812> actually<00:03:30.422> started<00:03:31.354> talking<00:03:31.900> about<00:03:32.542> our<00:03:32.719> products<00:03:33.377> or<00:03:33.750> organically.

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It<00:03:34.265> was<00:03:34.410> not<00:03:34.506> a<00:03:34.587> paid<00:03:34.973> placement.

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And<00:03:36.036> she<00:03:36.277> kept<00:03:36.438> referring<00:03:37.083> to<00:03:37.630> the<00:03:37.711> company<00:03:38.274> as<00:03:38.838> Nuts.com.

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So<00:03:39.659> we<00:03:39.739> were<00:03:39.836> NutsOnline.com<00:03:41.172> back<00:03:41.430> then.

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And<00:03:42.235> so<00:03:43.024> Jeff<00:03:43.121> was<00:03:43.250> like,<00:03:43.347> well,<00:03:44.670> now<00:03:44.834> I<00:03:44.899> have<00:03:45.062> to<00:03:45.144> pay<00:03:45.242> up<00:03:45.405> for<00:03:45.569> it.

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And<00:03:45.732> so<00:03:45.879> he<00:03:45.977> did.

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It<00:03:46.238> was<00:03:46.402> a<00:03:46.451> UK<00:03:46.712> company<00:03:47.104> at<00:03:47.186> the<00:03:47.267> time.

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You<00:03:47.953> guys<00:03:48.166> can<00:03:48.264> Google<00:03:48.525> the<00:03:48.607> rest.

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Prior<00:03:52.745> to<00:03:53.468> joining<00:03:53.934> Nuts.com<00:03:54.448> and<00:03:54.593> being<00:03:54.753> their<00:03:54.914> CEO,<00:03:55.396> you<00:03:55.557> were<00:03:56.022> at<00:03:56.376> Slice.

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Yes.

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Which<00:03:57.806> is<00:03:57.966> another—<00:03:58.609> like,<00:03:58.770> tell<00:03:59.235> me<00:03:59.396> about<00:03:59.637> that.

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What<00:03:59.974> was<00:04:00.135> that<00:04:00.778> experience<00:04:01.324> like?

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And<00:04:01.710> what<00:04:01.776> did<00:04:01.910> you<00:04:02.078> learn<00:04:02.328> from<00:04:02.496> it<00:04:02.646> that<00:04:02.747> you've<00:04:02.998> brought<00:04:03.165> to<00:04:03.198> your<00:04:03.248> position<00:04:03.382> today?

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You<00:04:05.103> know,<00:04:05.327> it's<00:04:05.503> interesting<00:04:05.872> because<00:04:06.065> it's,<00:04:06.770> it's<00:04:06.947> almost<00:04:07.267> as<00:04:07.492> if<00:04:08.309> there<00:04:08.470> was<00:04:08.566> such<00:04:08.935> a<00:04:08.951> natural<00:04:09.672> build<00:04:10.153> to<00:04:10.330> my<00:04:10.554> career<00:04:11.580> and,<00:04:12.061> and<00:04:12.222> how<00:04:12.462> I've<00:04:12.623> gotten<00:04:12.943> here.

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Um,<00:04:14.547> but<00:04:14.643> I<00:04:14.723> would<00:04:14.819> say<00:04:15.044> that<00:04:16.102> if<00:04:16.246> I<00:04:16.327> go<00:04:16.487> backwards,<00:04:16.904> if<00:04:16.984> you<00:04:17.048> don't<00:04:17.192> mind,<00:04:17.369> and<00:04:17.449> then<00:04:17.513> I'll<00:04:17.657> come<00:04:17.770> back<00:04:17.994> to<00:04:18.090> Slice.

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So<00:04:19.197> I've<00:04:20.239> always<00:04:20.495> loved<00:04:20.656> numbers<00:04:21.602> and<00:04:22.420> I<00:04:22.500> actually<00:04:22.804> double<00:04:22.981> majored<00:04:23.221> in<00:04:23.382> finance<00:04:23.702> and<00:04:23.782> accounting<00:04:24.103> and<00:04:24.263> thought<00:04:24.408> I<00:04:24.488> would<00:04:24.905> be<00:04:25.065> in<00:04:25.161> numbers<00:04:25.707> my<00:04:25.851> entire<00:04:26.348> life.

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Um,<00:04:27.374> I<00:04:27.406> started<00:04:27.791> in<00:04:27.871> investment<00:04:28.256> banking,<00:04:28.673> pretty<00:04:28.833> traditional,<00:04:29.859> then<00:04:30.020> went<00:04:30.100> to<00:04:30.196> private<00:04:30.453> equity,<00:04:30.982> also<00:04:31.158> very<00:04:31.399> traditional<00:04:32.104> path.

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And<00:04:33.147> I<00:04:33.307> loved<00:04:33.483> it.

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I<00:04:34.125> loved<00:04:34.350> investing.

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I<00:04:35.008> thought<00:04:35.168> I<00:04:35.232> would<00:04:35.328> do<00:04:35.425> it<00:04:35.505> forever.

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And<00:04:37.157> I<00:04:37.318> actually<00:04:37.558> had<00:04:37.654> the<00:04:37.735> privilege<00:04:38.360> of<00:04:38.842> working<00:04:39.499> with<00:04:39.644> an<00:04:39.804> operating<00:04:40.205> partner<00:04:41.104> at<00:04:41.168> another<00:04:41.424> private<00:04:41.729> equity<00:04:41.986> fund.

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We<00:04:42.371> had<00:04:42.531> a<00:04:42.547> co-investment<00:04:43.670> that<00:04:43.815> we<00:04:43.847> were<00:04:44.055> co-leading<00:04:44.793> in<00:04:44.890> the<00:04:44.954> middle<00:04:45.130> market<00:04:45.355> space<00:04:45.547> together.

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And<00:04:46.301> I<00:04:46.398> saw<00:04:46.638> this<00:04:46.943> operating<00:04:47.344> partner<00:04:47.761> parachute<00:04:48.307> in<00:04:48.724> and<00:04:48.804> be<00:04:49.028> interim<00:04:49.285> CEO<00:04:50.007> for<00:04:50.087> a<00:04:50.167> portfolio<00:04:50.713> company<00:04:51.531> and<00:04:51.611> completely<00:04:52.093> turn<00:04:52.333> it<00:04:52.413> around.

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And<00:04:53.681> I<00:04:53.697> was<00:04:53.921> like,<00:04:55.381> wow,<00:04:56.183> that<00:04:56.488> was<00:04:56.665> so<00:04:57.066> cool.

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How<00:04:58.108> do<00:04:58.333> I<00:04:58.413> learn<00:04:58.590> to<00:04:58.750> do<00:04:58.911> that?

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How<00:04:59.392> do<00:04:59.634> I<00:05:00.020> not<00:05:00.278> just<00:05:00.439> be<00:05:00.680> the<00:05:01.308> person<00:05:01.565> on<00:05:01.646> the<00:05:01.726> side<00:05:01.904> of<00:05:01.968> the<00:05:02.113> table<00:05:02.676> providing<00:05:03.079> guidance,<00:05:03.578> doing<00:05:03.819> modeling,<00:05:04.463> giving<00:05:04.689> consulting<00:05:05.123> advice?

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Like,<00:05:05.735> I<00:05:05.751> actually<00:05:05.960> wanna<00:05:06.154> learn<00:05:06.314> how<00:05:06.395> to<00:05:06.556> do<00:05:06.717> it.

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How<00:05:06.958> do<00:05:07.055> I<00:05:07.200> grow?

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How<00:05:07.683> do<00:05:07.763> I<00:05:07.908> turn<00:05:08.085> a<00:05:08.230> team<00:05:08.423> around?

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How<00:05:08.826> do<00:05:08.955> I<00:05:09.035> do<00:05:09.100> these<00:05:09.293> things?

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And<00:05:10.665> so<00:05:10.810> I,<00:05:11.004> I<00:05:11.149> crossed<00:05:11.455> over<00:05:12.182> and<00:05:12.278> joined<00:05:12.666> FreshDirect,<00:05:13.489> and<00:05:13.569> it<00:05:13.715> was<00:05:13.973> interesting<00:05:14.376> because<00:05:15.183> food<00:05:15.490> was<00:05:15.683> not<00:05:16.716> my<00:05:16.942> first<00:05:17.200> choice.

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And<00:05:17.829> as<00:05:17.991> an<00:05:18.071> investor,<00:05:20.724> it<00:05:20.806> wasn't<00:05:21.117> a<00:05:21.134> place<00:05:21.380> I<00:05:21.708> naturally<00:05:22.101> gravitated.

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I<00:05:22.609> love<00:05:22.773> consumer<00:05:23.101> products.

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I<00:05:23.740> loved<00:05:24.068> healthcare.

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But<00:05:24.986> I<00:05:25.147> didn't<00:05:25.404> gravitate<00:05:25.805> towards<00:05:26.110> food.

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Why<00:05:26.511> I<00:05:26.608> went<00:05:26.848> to<00:05:26.993> FreshDirect<00:05:27.635> and<00:05:27.796> ended<00:05:27.972> up<00:05:28.133> in<00:05:28.357> food<00:05:28.935> was<00:05:29.160> because<00:05:29.722> online<00:05:30.123> grocery<00:05:30.541> was<00:05:30.621> still<00:05:30.942> relatively<00:05:31.504> new<00:05:32.451> and<00:05:32.628> it<00:05:32.708> was<00:05:32.885> so<00:05:34.137> hard.

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And<00:05:35.213> so<00:05:35.437> I<00:05:35.518> knew<00:05:35.758> I'd<00:05:35.903> be<00:05:35.999> going<00:05:36.320> into<00:05:36.481> a<00:05:36.625> business<00:05:37.107> where<00:05:37.428> I<00:05:37.524> would<00:05:37.749> learn<00:05:38.712> e-commerce,<00:05:39.371> I<00:05:39.435> would<00:05:39.611> learn<00:05:39.852> manufacturing,<00:05:40.575> I<00:05:40.655> would<00:05:40.880> learn<00:05:41.217> logistics,<00:05:42.003> I<00:05:42.084> would<00:05:42.244> learn<00:05:42.485> marketing,<00:05:43.448> all<00:05:43.785> of<00:05:43.930> these<00:05:44.187> things.

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And<00:05:44.845> it<00:05:44.909> would<00:05:45.054> just<00:05:45.230> be<00:05:45.471> this<00:05:46.274> deep,<00:05:46.675> extensive,<00:05:47.943> hardworking<00:05:48.505> operating<00:05:49.067> MBA.

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Um,<00:05:50.528> and<00:05:50.608> I<00:05:50.689> actually<00:05:50.929> started<00:05:51.331> as<00:05:51.475> that<00:05:51.636> founder's<00:05:52.117> chief<00:05:52.310> of<00:05:52.374> staff<00:05:52.856> and<00:05:52.936> then<00:05:53.177> grew<00:05:53.354> in<00:05:53.434> responsibility.

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Taking<00:05:54.782> on<00:05:54.814> my<00:05:55.022> first<00:05:55.327> GM<00:05:55.583> role,<00:05:56.048> then<00:05:56.528> owning<00:05:56.785> multiple<00:05:57.169> expansion<00:05:57.666> markets,<00:05:58.627> which<00:05:58.772> we<00:05:58.852> could<00:05:58.948> talk<00:05:59.252> more<00:05:59.412> about,<00:05:59.749> and<00:05:59.893> then<00:06:00.069> taking<00:06:00.390> over<00:06:01.047> a<00:06:01.111> chief<00:06:01.351> growth<00:06:01.576> officer<00:06:01.912> role.

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Um,<00:06:03.018> and<00:06:03.258> really<00:06:04.059> had<00:06:04.956> so<00:06:05.133> much<00:06:05.437> fun.

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One<00:06:05.918> of<00:06:05.982> the<00:06:06.078> things<00:06:06.302> I<00:06:06.318> had<00:06:06.414> the<00:06:06.543> privilege<00:06:06.783> of<00:06:06.879> doing<00:06:07.664> was<00:06:07.840> co-founding<00:06:08.561> an<00:06:08.786> on-demand<00:06:09.122> grocery<00:06:09.427> business<00:06:09.747> called<00:06:10.003> Foodkick<00:06:10.388> by<00:06:10.484> FreshDirect.

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So<00:06:11.109> it<00:06:11.205> was<00:06:11.269> a<00:06:11.285> sister<00:06:11.606> business,<00:06:12.086> but<00:06:12.727> it<00:06:12.791> came<00:06:12.968> from<00:06:13.128> an<00:06:13.352> insight<00:06:13.689> on<00:06:13.769> a<00:06:13.849> piece<00:06:14.009> of<00:06:14.089> paper<00:06:15.035> and<00:06:15.932> we<00:06:16.252> built<00:06:16.557> out<00:06:17.214> this<00:06:17.438> whole<00:06:17.791> separate<00:06:18.095> company.

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So<00:06:18.512> a<00:06:18.880> different<00:06:19.441> dedicated<00:06:19.857> corporate<00:06:20.178> team,<00:06:20.578> different<00:06:20.819> picking<00:06:21.123> packing<00:06:21.460> operations,<00:06:22.181> different<00:06:22.966> app,<00:06:23.304> different<00:06:23.769> merchandising<00:06:24.267> strategy,<00:06:24.749> different<00:06:24.990> target<00:06:25.375> demo,<00:06:25.873> different<00:06:26.178> branding,<00:06:26.756> everything.

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Um,<00:06:28.057> and<00:06:28.137> so<00:06:28.266> it<00:06:28.362> really<00:06:28.587> was<00:06:28.844> like<00:06:29.325> running<00:06:29.566> a<00:06:29.582> startup<00:06:30.048> with<00:06:30.192> the<00:06:30.369> privilege<00:06:31.011> of<00:06:31.156> having<00:06:32.200> lots<00:06:32.441> of<00:06:32.537> knowledge<00:06:33.019> behind<00:06:33.404> me<00:06:33.500> and<00:06:33.661> data<00:06:34.143> as<00:06:34.367> well<00:06:34.544> as<00:06:35.010> I<00:06:35.026> didn't<00:06:35.186> have<00:06:35.347> to<00:06:35.427> do<00:06:35.588> all<00:06:35.684> the<00:06:35.764> separate<00:06:36.455> fundraising,<00:06:36.953> which<00:06:37.113> I<00:06:37.194> think<00:06:37.418> most<00:06:37.659> founders<00:06:38.061> would<00:06:38.157> say<00:06:38.398> is<00:06:38.542> the<00:06:38.623> hardest<00:06:38.944> part<00:06:39.281> of<00:06:39.345> their<00:06:39.522> job.

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Um,<00:06:40.903> so<00:06:41.353> I<00:06:41.433> had<00:06:41.610> that<00:06:41.770> privilege<00:06:42.011> of<00:06:42.156> doing<00:06:42.396> that<00:06:42.637> and<00:06:42.718> I<00:06:42.734> had<00:06:42.894> the<00:06:42.974> bug<00:06:44.098> once<00:06:44.404> I<00:06:44.725> had<00:06:45.608> built<00:06:45.801> something<00:06:46.427> from<00:06:46.684> zero<00:06:47.631> and<00:06:47.712> got<00:06:47.952> it<00:06:48.033> to<00:06:48.418> the<00:06:48.450> $100<00:06:48.868> million<00:06:49.060> run<00:06:49.237> rate<00:06:49.398> and<00:06:49.542> felt<00:06:50.024> that<00:06:50.763> very<00:06:51.309> awesome<00:06:51.727> energy<00:06:52.434> of<00:06:53.012> being<00:06:53.173> able<00:06:53.285> to<00:06:53.349> build<00:06:53.494> your<00:06:53.590> own<00:06:53.735> culture<00:06:54.619> and<00:06:54.843> being<00:06:55.101> able<00:06:55.325> to<00:06:56.225> just<00:06:56.386> grow<00:06:56.787> so<00:06:57.109> fast.

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So<00:06:58.619> when<00:06:58.780> I<00:06:58.796> decided,<00:06:59.342> when<00:06:59.438> FreshDirect<00:06:59.985> hit<00:07:00.322> a<00:07:00.386> place<00:07:00.788> where<00:07:00.965> we<00:07:01.109> had,<00:07:01.431> we<00:07:01.463> had<00:07:01.591> grown<00:07:01.752> the<00:07:01.832> business<00:07:02.105> significantly,<00:07:02.652> we<00:07:02.732> had<00:07:02.877> 3<00:07:03.053> exits<00:07:03.375> during<00:07:03.487> my<00:07:03.616> time<00:07:04.001> there,<00:07:05.367> I<00:07:05.399> knew<00:07:05.608> I<00:07:05.704> wanted<00:07:06.122> to<00:07:06.347> potentially<00:07:06.909> do<00:07:07.070> a<00:07:07.086> startup,<00:07:07.954> but<00:07:08.050> I<00:07:08.178> had<00:07:08.436> been<00:07:08.660> in<00:07:08.757> private<00:07:09.078> equity.

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I<00:07:10.187> had<00:07:10.428> been<00:07:10.588> at<00:07:10.685> FreshDirect<00:07:11.247> when<00:07:11.392> it<00:07:11.472> had<00:07:11.568> gone<00:07:11.890> from<00:07:12.532> family<00:07:12.998> owned<00:07:13.336> to<00:07:13.657> private<00:07:13.978> equity<00:07:14.364> owned,<00:07:15.424> but<00:07:15.569> I<00:07:15.585> had<00:07:15.906> never<00:07:16.212> played<00:07:16.774> in<00:07:17.272> BC<00:07:17.592> Land.

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And<00:07:18.875> so<00:07:19.501> as<00:07:19.661> I<00:07:19.677> was<00:07:19.918> thinking<00:07:20.174> about<00:07:20.383> what<00:07:20.479> was<00:07:20.639> next<00:07:20.880> for<00:07:20.976> me,<00:07:21.826> I,<00:07:22.163> I<00:07:22.243> received<00:07:22.564> the<00:07:22.644> call<00:07:23.205> for<00:07:23.285> Slice.

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And<00:07:24.247> really<00:07:24.793> part<00:07:25.707> of<00:07:25.851> what<00:07:26.011> attracted<00:07:26.412> me<00:07:26.492> to<00:07:26.557> Slice<00:07:26.958> was<00:07:27.054> the<00:07:27.134> mission.

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So<00:07:28.176> this<00:07:28.401> mission<00:07:28.738> to<00:07:28.898> keep<00:07:29.219> local<00:07:29.539> thriving<00:07:30.726> and<00:07:31.624> what<00:07:31.865> I<00:07:32.025> don't,<00:07:32.426> I<00:07:32.506> don't<00:07:32.811> always<00:07:33.147> get<00:07:33.292> to<00:07:33.388> tell<00:07:33.933> my<00:07:34.029> story<00:07:34.895> is<00:07:35.152> really,<00:07:35.553> I<00:07:35.697> come<00:07:35.938> from<00:07:36.274> female<00:07:36.499> entrepreneurs.

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So<00:07:37.734> my<00:07:37.942> grandmother<00:07:38.520> had<00:07:38.776> Italian<00:07:39.562> pizzerias,<00:07:40.444> my<00:07:40.781> mother<00:07:41.246> had<00:07:41.470> Italian<00:07:41.807> delis.

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So<00:07:42.352> I<00:07:42.432> have<00:07:42.673> this<00:07:42.929> natural<00:07:43.892> inherent<00:07:44.517> energy,<00:07:44.789> but<00:07:44.918> also<00:07:45.350> Slice<00:07:45.671> is<00:07:45.799> all<00:07:45.895> about<00:07:46.136> keep<00:07:46.376> local<00:07:46.617> thriving<00:07:47.098> and<00:07:47.242> focus<00:07:47.499> on<00:07:47.579> pizzerias.

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And<00:07:48.941> my<00:07:49.102> grandmother's<00:07:49.583> business<00:07:50.128> became<00:07:50.384> challenged<00:07:51.025> when<00:07:51.971> one<00:07:52.083> of<00:07:52.148> the<00:07:52.308> big<00:07:52.468> four<00:07:52.709> pizzerias<00:07:53.190> came<00:07:53.350> into<00:07:53.494> town.

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So<00:07:53.895> I<00:07:53.991> felt<00:07:54.071> like<00:07:54.216> I<00:07:54.232> had<00:07:54.328> an<00:07:54.456> ax<00:07:54.632> to<00:07:54.777> grind<00:07:55.129> and<00:07:55.258> I<00:07:55.274> was<00:07:55.450> like,<00:07:55.738> I'm<00:07:55.819> gonna<00:07:55.915> help<00:07:56.155> these<00:07:56.316> pizzerias.

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We're<00:07:57.438> gonna<00:07:57.598> do<00:07:57.822> this.

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And<00:07:58.384> I<00:07:58.560> love<00:07:58.864> the<00:07:59.025> idea<00:07:59.361> of<00:07:59.522> taking<00:07:59.939> something<00:08:00.468> that<00:08:00.580> was—<00:08:01.590> the<00:08:01.686> founder<00:08:02.872> at<00:08:02.904> Slice<00:08:03.529> is<00:08:03.674> just,<00:08:04.091> he's<00:08:04.331> very<00:08:04.572> dedicated,<00:08:05.437> great<00:08:05.614> guy.

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Done.

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He's<00:08:06.351> done<00:08:06.479> a<00:08:06.559> great<00:08:06.720> job<00:08:06.896> with<00:08:07.024> that<00:08:07.136> business.

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Very<00:08:08.659> mission-driven.

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That<00:08:09.750> whole<00:08:10.006> team<00:08:10.263> punched<00:08:10.906> way<00:08:11.066> above<00:08:11.291> its<00:08:11.387> weight<00:08:11.548> class<00:08:12.270> and<00:08:12.335> had<00:08:12.495> great<00:08:12.752> investors<00:08:13.218> around<00:08:13.475> it.

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So<00:08:14.502> I<00:08:14.583> joined<00:08:14.839> as<00:08:14.920> the<00:08:15.064> chief<00:08:15.241> business<00:08:15.546> officer<00:08:16.445> there<00:08:18.051> and<00:08:18.211> ran<00:08:18.452> like,<00:08:18.629> if,<00:08:18.870> oh<00:08:18.934> my<00:08:19.175> gosh,<00:08:19.416> we<00:08:19.496> had<00:08:19.576> like<00:08:19.672> a<00:08:19.705> 1,000-person<00:08:20.379> global<00:08:20.620> team<00:08:20.796> at<00:08:20.925> the<00:08:21.005> time.

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About<00:08:21.744> 70%<00:08:22.209> of<00:08:22.370> it<00:08:22.466> was<00:08:22.627> in<00:08:22.659> my<00:08:22.852> purview<00:08:23.751> from<00:08:24.554> a<00:08:24.570> scope<00:08:25.051> standpoint.

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And<00:08:27.428> it<00:08:27.508> was<00:08:27.990> a<00:08:28.247> very,<00:08:28.889> very<00:08:29.210> cool<00:08:29.595> time<00:08:30.157> to<00:08:30.254> join<00:08:30.575> because<00:08:30.735> I<00:08:30.816> joined<00:08:31.041> probably<00:08:31.297> about<00:08:31.699> 4<00:08:32.967> or<00:08:33.080> 6<00:08:33.385> months<00:08:33.770> before<00:08:34.027> the<00:08:34.172> pandemic<00:08:34.669> hit.

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And<00:08:35.873> because<00:08:36.113> it<00:08:36.177> was<00:08:36.257> such<00:08:36.370> a<00:08:36.514> mission-driven<00:08:37.075> business,<00:08:38.261> all<00:08:38.341> of<00:08:38.373> a<00:08:38.454> sudden<00:08:38.678> you<00:08:38.822> have<00:08:38.983> this<00:08:39.159> pandemic,<00:08:39.720> everyone's<00:08:40.826> shutting<00:08:41.067> things<00:08:41.275> down,<00:08:41.948> workers<00:08:42.269> are<00:08:42.301> afraid<00:08:42.461> to<00:08:42.541> go<00:08:42.622> to<00:08:42.766> work,<00:08:43.551> and<00:08:43.728> our<00:08:43.952> teams<00:08:44.289> were<00:08:44.449> just<00:08:44.930> energized.

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Like,<00:08:45.812> how<00:08:45.972> do<00:08:46.052> we<00:08:46.132> launch<00:08:46.437> products<00:08:46.838> to<00:08:46.998> help<00:08:47.254> these<00:08:47.479> local<00:08:47.735> pizzerias<00:08:48.681> do<00:08:48.777> what<00:08:48.922> they<00:08:49.018> have<00:08:49.194> to<00:08:49.338> do?

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So<00:08:49.803> I<00:08:49.835> mean,<00:08:50.044> we,<00:08:50.204> I<00:08:50.284> remember<00:08:50.525> having<00:08:50.765> conversations<00:08:51.503> at<00:08:51.583> the<00:08:51.663> start<00:08:51.887> of<00:08:51.935> the<00:08:51.983> pandemic<00:08:52.929> worried<00:08:53.106> about<00:08:53.250> my<00:08:53.346> team<00:08:53.506> was<00:08:53.651> gonna<00:08:53.827> burn<00:08:54.051> out.

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Everybody<00:08:54.933> was<00:08:55.029> working<00:08:55.286> so<00:08:55.494> hard<00:08:55.671> because<00:08:55.895> they<00:08:55.927> were<00:08:55.991> so<00:08:56.216> passionate<00:08:56.713> about<00:08:56.873> the<00:08:56.937> mission.

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And<00:08:58.300> so<00:08:58.380> that<00:08:58.492> was<00:08:58.636> a<00:08:58.716> ton<00:08:58.957> of<00:08:59.021> fun,<00:09:00.143> but<00:09:00.223> it<00:09:00.303> was<00:09:00.464> really<00:09:00.640> taking<00:09:01.442> I<00:09:01.522> think<00:09:01.747> I've<00:09:01.843> just<00:09:02.228> built<00:09:02.630> on<00:09:02.726> my<00:09:02.822> skills<00:09:03.368> over<00:09:03.593> time,<00:09:04.091> which<00:09:04.235> is<00:09:04.332> why<00:09:04.476> my<00:09:04.589> scope<00:09:05.038> has<00:09:06.371> continued<00:09:06.981> to<00:09:07.639> evolve,<00:09:08.185> but<00:09:08.571> always<00:09:08.908> being<00:09:09.149> a<00:09:09.213> generalist.

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My<00:09:10.209> skillset<00:09:10.835> and<00:09:10.931> my<00:09:11.156> superpowers<00:09:12.424> are<00:09:13.789> setting<00:09:14.030> clarity<00:09:14.447> for<00:09:14.753> where<00:09:14.849> are<00:09:14.913> we<00:09:15.009> going,<00:09:16.021> how<00:09:16.053> do<00:09:16.133> we<00:09:16.278> get<00:09:16.455> there,<00:09:17.000> working<00:09:17.257> backwards<00:09:17.659> in<00:09:17.739> terms<00:09:17.980> of<00:09:18.012> the<00:09:18.124> plan,<00:09:18.462> and<00:09:18.622> really<00:09:18.799> making<00:09:19.088> sure<00:09:19.168> I<00:09:19.184> have<00:09:19.264> the<00:09:19.361> right<00:09:19.505> people<00:09:19.794> in<00:09:19.826> the<00:09:19.907> seats.

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I<00:09:20.710> say<00:09:21.015> building<00:09:21.336> high-performing,<00:09:22.139> happy<00:09:22.395> teams<00:09:23.343> is<00:09:23.519> really<00:09:24.242> what,<00:09:24.563> what<00:09:24.788> I<00:09:24.948> love<00:09:25.125> to<00:09:25.205> bring<00:09:25.366> to<00:09:25.527> the<00:09:25.639> table.

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And<00:09:26.233> so,<00:09:26.940> plot<00:09:27.212> that<00:09:27.436> into<00:09:27.677> different<00:09:27.917> industries<00:09:28.878> or<00:09:29.055> different<00:09:29.375> businesses,<00:09:30.160> and<00:09:31.041> that<00:09:31.218> same<00:09:32.179> methodology<00:09:32.964> and<00:09:33.381> formula<00:09:34.566> really<00:09:35.143> is<00:09:35.239> applicable.

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Yeah,<00:09:36.826> I<00:09:37.002> think<00:09:37.146> Slice<00:09:37.531> is<00:09:37.611> incredible.

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We've<00:09:38.091> actually<00:09:38.332> had<00:09:38.428> the<00:09:38.508> CEO<00:09:38.893> of<00:09:39.005> Slice<00:09:39.309> on.

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Alier?

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Yeah,<00:09:40.607> he's<00:09:40.815> great.

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He's<00:09:41.793> incredible.

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And<00:09:42.834> that<00:09:43.059> whole<00:09:43.171> story<00:09:43.475> is<00:09:43.716> incredible.

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As<00:09:45.478> it<00:09:45.542> comes<00:09:45.863> to<00:09:46.744> nuts.com,<00:09:47.785> I<00:09:47.881> wonder,<00:09:48.282> like,<00:09:48.506> the<00:09:48.602> logistics<00:09:49.420> of<00:09:49.548> that.

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It<00:09:49.868> sounds<00:09:50.125> like<00:09:50.285> that<00:09:50.589> is<00:09:51.006> probably<00:09:51.342> a<00:09:51.407> pretty<00:09:51.727> comprehensive<00:09:52.608> and<00:09:52.688> maybe<00:09:52.993> even<00:09:53.185> a<00:09:53.313> complicated<00:09:56.037> area<00:09:56.614> of<00:09:56.774> the<00:09:56.935> business.

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How<00:09:57.576> did<00:09:57.752> you<00:09:58.217> figure<00:09:58.617> that<00:09:58.938> out?

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How<00:09:59.675> do<00:09:59.803> you<00:10:00.059> think<00:10:00.236> about<00:10:00.540> that<00:10:00.700> now,<00:10:01.726> the<00:10:01.966> whole<00:10:02.383> manufacturing<00:10:03.569> and<00:10:03.665> in<00:10:03.745> particular,<00:10:04.226> just<00:10:04.386> like<00:10:04.530> the<00:10:04.610> logistics<00:10:05.267> of<00:10:05.347> getting<00:10:05.668> these<00:10:06.549> where<00:10:06.709> they<00:10:06.789> need<00:10:06.966> to<00:10:07.030> go?

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Yeah.

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I<00:10:08.552> mean,<00:10:08.808> it's<00:10:09.273> funny<00:10:09.578> to<00:10:09.610> even<00:10:09.898> hear<00:10:10.155> it<00:10:10.299> as<00:10:10.555> complicated,<00:10:11.180> 'cause<00:10:11.340> to<00:10:11.436> me<00:10:11.597> it's<00:10:11.757> so<00:10:11.917> much<00:10:12.334> easier<00:10:13.279> than<00:10:13.744> manufacturing<00:10:14.401> and<00:10:14.577> selling<00:10:14.882> fresh<00:10:15.186> food<00:10:16.708> and<00:10:16.805> the<00:10:16.949> complications<00:10:17.606> around<00:10:17.846> delivering<00:10:18.311> that.

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So,<00:10:20.250> I<00:10:20.330> think<00:10:20.811> with<00:10:21.452> with<00:10:21.948> our<00:10:22.028> supplier<00:10:22.477> relationships.

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So<00:10:23.134> we<00:10:23.230> source<00:10:23.534> a<00:10:23.615> really<00:10:23.855> high-quality<00:10:24.816> product.

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We<00:10:25.217> have<00:10:25.922> relationships<00:10:26.659> with<00:10:26.819> the<00:10:26.899> farmers<00:10:27.396> that<00:10:27.540> are<00:10:27.620> producing<00:10:28.085> this<00:10:28.245> all<00:10:28.341> over<00:10:28.486> the<00:10:28.582> world<00:10:29.367> of<00:10:29.879> our<00:10:30.008> different<00:10:30.248> products.

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And<00:10:30.729> then<00:10:31.145> some<00:10:31.306> of<00:10:31.402> our<00:10:31.530> products<00:10:31.930> are<00:10:32.667> not<00:10:33.693> farm<00:10:34.110> grown,<00:10:34.510> but<00:10:34.975> we<00:10:35.055> have<00:10:35.151> relationships<00:10:35.712> there<00:10:35.872> as<00:10:36.032> well.

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And<00:10:37.138> then<00:10:37.635> in<00:10:37.779> our<00:10:38.035> Cranford,<00:10:38.676> New<00:10:38.836> Jersey<00:10:39.157> facility,<00:10:39.717> it's<00:10:39.862> like<00:10:40.038> Willy<00:10:40.262> Wonka's<00:10:40.599> Chocolate<00:10:40.983> Factory.

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We<00:10:41.881> are<00:10:42.105> actually<00:10:43.082> roasting<00:10:43.483> the<00:10:43.563> nuts,<00:10:43.963> we<00:10:44.044> are<00:10:44.124> seasoning<00:10:44.668> the<00:10:44.701> nuts,<00:10:45.069> we're<00:10:45.165> chocolate<00:10:45.566> coating,<00:10:45.966> we're<00:10:46.191> pan<00:10:46.671> coating<00:10:47.104> some<00:10:47.328> of<00:10:47.392> our<00:10:47.488> specialty<00:10:48.129> premium<00:10:48.530> chocolate<00:10:48.931> products.

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We're<00:10:49.892> doing<00:10:50.196> our<00:10:50.292> trail<00:10:50.549> mixes.

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You<00:10:51.238> can<00:10:51.334> get<00:10:51.430> customized<00:10:52.616> trail<00:10:52.728> mixes.

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So<00:10:53.241> you<00:10:53.337> can<00:10:53.417> go<00:10:53.641> online<00:10:54.138> and<00:10:54.218> tell<00:10:54.442> us<00:10:54.683> exactly<00:10:55.099> what<00:10:55.260> you<00:10:55.420> want<00:10:56.061> in<00:10:56.221> what<00:10:56.461> weighting,<00:10:57.022> and<00:10:57.102> we<00:10:57.246> will<00:10:57.423> do<00:10:57.583> it<00:10:58.464> and<00:10:58.624> mix<00:10:58.849> that<00:10:59.089> for<00:10:59.249> you.

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So<00:11:00.627> we<00:11:00.771> are—<00:11:01.428> it<00:11:01.509> is<00:11:01.605> like<00:11:01.813> Willy<00:11:01.989> Wonka's<00:11:02.374> Chocolate<00:11:02.710> Factory<00:11:03.415> over<00:11:03.656> in<00:11:03.752> Cranford,<00:11:04.232> New<00:11:04.377> Jersey.

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It's<00:11:04.857> a<00:11:04.873> lot<00:11:05.050> of<00:11:05.114> fun.

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But<00:11:06.956> I<00:11:07.036> would<00:11:07.181> say<00:11:07.421> that<00:11:07.757> it's—<00:11:08.382> I<00:11:08.478> don't<00:11:08.639> think<00:11:08.815> it's<00:11:08.927> that<00:11:08.975> complex.

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And<00:11:09.488> then<00:11:09.584> we<00:11:09.664> have<00:11:09.824> DCs<00:11:10.626> across<00:11:10.946> the<00:11:11.042> country,<00:11:11.747> and<00:11:12.020> our<00:11:12.100> methodology<00:11:12.869> with<00:11:13.253> how<00:11:13.446> we<00:11:13.670> thought<00:11:13.830> about<00:11:14.711> the<00:11:14.808> DCs<00:11:15.272> over<00:11:15.432> time,<00:11:15.769> and<00:11:15.849> most<00:11:16.105> of<00:11:16.250> them<00:11:16.474> were<00:11:16.570> put<00:11:16.730> in<00:11:16.891> place<00:11:17.917> actually<00:11:18.335> pre-pandemic,<00:11:19.700> which<00:11:19.925> happened<00:11:20.102> to<00:11:20.182> be<00:11:20.262> very<00:11:20.905> fortunate<00:11:21.692> given<00:11:21.933> the<00:11:22.030> boom<00:11:22.271> that<00:11:22.415> was<00:11:22.496> about<00:11:22.656> to<00:11:22.721> happen<00:11:22.978> to<00:11:23.074> the<00:11:23.154> business.

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And<00:11:24.440> we've<00:11:24.681> moved<00:11:24.986> one<00:11:25.243> since<00:11:25.564> then<00:11:25.805> to<00:11:25.950> optimize<00:11:26.367> the<00:11:26.432> location.

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But<00:11:27.428> essentially<00:11:28.231> our<00:11:28.376> methodology<00:11:29.018> with<00:11:29.163> how<00:11:29.420> we<00:11:29.581> thought<00:11:29.725> about<00:11:29.998> covering<00:11:31.251> DCs<00:11:31.910> across<00:11:32.151> the<00:11:32.296> country<00:11:32.697> was<00:11:33.276> we<00:11:33.372> never<00:11:33.597> want<00:11:34.722> our<00:11:34.802> friends<00:11:35.107> at<00:11:35.204> Amazon<00:11:35.525> Prime,<00:11:36.167> we<00:11:36.264> never<00:11:36.714> want<00:11:36.810> Prime<00:11:37.131> to<00:11:37.453> be<00:11:37.549> a<00:11:37.613> competitive<00:11:37.983> advantage<00:11:38.208> for<00:11:38.561> us.

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So<00:11:39.284> our<00:11:39.381> mental<00:11:39.686> model<00:11:40.023> was<00:11:40.280> speed<00:11:40.569> is<00:11:40.682> important<00:11:40.987> to<00:11:41.068> customers.

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Speed<00:11:42.417> has<00:11:42.578> only<00:11:42.690> gotten<00:11:43.156> more<00:11:43.301> and<00:11:43.397> more<00:11:43.574> important<00:11:43.959> in<00:11:44.104> life.

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Even<00:11:44.907> if<00:11:45.068> you<00:11:45.646> didn't<00:11:46.047> think<00:11:46.593> 5<00:11:46.834> years<00:11:47.010> ago<00:11:47.155> or<00:11:47.315> 10<00:11:47.572> years<00:11:47.813> ago,<00:11:48.214> you<00:11:48.359> wanted<00:11:48.680> it<00:11:48.776> today,<00:11:49.114> or<00:11:49.338> you<00:11:49.419> needed<00:11:49.740> it<00:11:49.820> in<00:11:50.061> 5<00:11:50.302> minutes<00:11:50.559> or<00:11:50.623> an<00:11:50.767> hour,<00:11:51.249> the<00:11:51.281> market<00:11:51.666> has<00:11:51.827> now<00:11:51.987> trained<00:11:52.405> you<00:11:52.694> that<00:11:52.854> you<00:11:52.951> can<00:11:53.176> have<00:11:53.352> it<00:11:53.497> that<00:11:53.545> fast.

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And<00:11:54.621> so<00:11:54.942> we<00:11:55.118> never<00:11:55.359> wanted<00:11:55.616> speed<00:11:56.146> to<00:11:56.644> be<00:11:56.740> something<00:11:57.206> that<00:11:57.912> made<00:11:58.073> someone<00:11:58.329> go<00:11:58.490> somewhere<00:11:58.811> else.

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So<00:11:59.293> our,<00:11:59.598> our,<00:12:00.336> one<00:12:00.481> of<00:12:01.203> two<00:12:01.300> of<00:12:01.380> our<00:12:01.460> measurements<00:12:02.183> are<00:12:02.809> how<00:12:02.841> many,<00:12:03.130> how<00:12:03.226> many<00:12:03.467> people<00:12:03.676> in<00:12:03.708> the<00:12:03.788> country<00:12:04.093> can<00:12:04.190> we<00:12:04.270> get<00:12:04.414> it<00:12:04.495> to<00:12:04.591> in<00:12:04.736> 2<00:12:04.832> days<00:12:05.153> and<00:12:05.217> how<00:12:05.314> many<00:12:05.474> people<00:12:05.715> can<00:12:05.795> we<00:12:05.876> get<00:12:05.940> it<00:12:06.036> to<00:12:07.020> in<00:12:07.040> a<00:12:07.060> day?

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And<00:12:07.144> so<00:12:07.304> we<00:12:07.401> can<00:12:07.545> actually<00:12:07.786> cover<00:12:08.605> the<00:12:08.685> country<00:12:09.392> comfortably.

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60%<00:12:11.030> in<00:12:11.399> 2<00:12:11.495> days,<00:12:11.897> 90%<00:12:12.539> plus<00:12:13.342> in<00:12:13.519> 3,<00:12:14.290> and<00:12:15.591> often<00:12:15.848> even<00:12:16.057> faster<00:12:16.266> than<00:12:16.458> that.

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The<00:12:16.715> reality<00:12:17.181> is<00:12:17.294> if<00:12:17.422> I<00:12:17.518> take<00:12:17.824> place<00:12:18.000> an<00:12:18.081> order<00:12:18.257> right<00:12:18.418> now,<00:12:18.578> it'll<00:12:18.803> be<00:12:18.884> at<00:12:18.916> my<00:12:19.028> house<00:12:19.221> tomorrow.

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So,<00:12:20.988> so<00:12:21.453> that<00:12:21.678> is<00:12:21.759> how<00:12:21.919> we<00:12:22.080> thought<00:12:22.257> about<00:12:23.060> the<00:12:23.525> kind<00:12:23.702> of<00:12:23.943> distribution<00:12:24.666> centers<00:12:25.228> and<00:12:25.292> how<00:12:25.453> we<00:12:25.549> would<00:12:25.774> optimize<00:12:26.256> it<00:12:26.433> and<00:12:26.577> think<00:12:26.690> about<00:12:27.412> our<00:12:27.557> picking,<00:12:27.878> packing<00:12:28.199> operations<00:12:28.617> across<00:12:28.826> the<00:12:28.906> country.

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And<00:12:29.308> we<00:12:29.388> have<00:12:29.548> a,<00:12:29.805> we<00:12:29.870> have<00:12:30.030> a<00:12:30.046> delivery<00:12:30.673> network.

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I<00:12:31.090> mean,<00:12:31.396> FedEx<00:12:31.733> and<00:12:31.877> then<00:12:32.134> other<00:12:32.375> local<00:12:33.323> couriers<00:12:34.688> are<00:12:34.849> all<00:12:35.250> doing<00:12:35.427> delivery<00:12:35.893> for<00:12:36.053> us<00:12:36.230> and<00:12:36.778> You're<00:12:36.875> just<00:12:37.020> constantly<00:12:37.441> working<00:12:37.765> it.

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There's<00:12:38.558> always<00:12:38.801> new<00:12:38.898> people<00:12:39.141> coming<00:12:39.449> up,<00:12:39.611> there's<00:12:39.772> new<00:12:39.870> partnerships<00:12:40.420> forming,<00:12:41.229> and<00:12:41.650> you<00:12:41.731> just<00:12:41.877> really<00:12:42.039> have<00:12:42.087> to<00:12:42.217> stay<00:12:42.363> on<00:12:42.460> top<00:12:42.638> of<00:12:42.703> it<00:12:42.767> because<00:12:43.026> that<00:12:43.188> world<00:12:43.496> is<00:12:44.062> moving<00:12:44.322> fast<00:12:44.532> and<00:12:44.629> always<00:12:44.888> evolving<00:12:45.212> too.

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But<00:12:46.732> it's<00:12:46.845> not<00:12:46.991> that<00:12:47.088> complicated.

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It's<00:12:48.026> harder<00:12:48.284> to<00:12:48.850> deliver<00:12:49.239> fresh<00:12:49.481> and<00:12:49.578> frozen<00:12:49.885> stuff.

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Yeah,<00:12:51.680> yeah,<00:12:51.842> that<00:12:52.020> makes<00:12:52.279> sense.

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The<00:12:52.651> team<00:12:52.812> does<00:12:52.974> a<00:12:53.039> great<00:12:53.217> job<00:12:53.443> here.

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Real<00:12:56.194> quick,<00:12:56.586> you're<00:12:56.929> launching<00:12:57.272> something<00:12:57.582> or<00:12:57.648> you<00:12:57.811> have<00:12:58.072> launched<00:12:58.301> something.

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Can<00:12:58.693> you<00:12:58.742> tell<00:12:58.938> us<00:12:59.036> about<00:12:59.216> that?

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So<00:13:01.288> we<00:13:01.845> are<00:13:02.500> in<00:13:03.212> getting,<00:13:03.596> we<00:13:03.693> are<00:13:03.773> getting<00:13:03.997> ready.

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So<00:13:04.975> for<00:13:05.200> our<00:13:05.376> business,<00:13:07.043> we<00:13:07.139> do<00:13:07.524> predominantly<00:13:08.005> snacks<00:13:08.582> and<00:13:08.662> then<00:13:09.207> long<00:13:09.448> tail<00:13:09.640> specialty<00:13:10.185> pantry<00:13:10.490> items.

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What<00:13:11.628> we<00:13:11.789> are<00:13:11.885> making<00:13:12.253> a<00:13:12.270> big<00:13:12.510> push<00:13:12.831> into<00:13:13.231> this<00:13:13.488> year<00:13:14.257> is<00:13:14.498> actually<00:13:15.219> the<00:13:15.316> gifting<00:13:15.716> business.

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We<00:13:16.678> have<00:13:17.303> always<00:13:17.865> had<00:13:18.041> gifting<00:13:18.442> products<00:13:19.147> on<00:13:19.179> our<00:13:19.323> site<00:13:20.670> and<00:13:20.863> our<00:13:21.087> existing<00:13:21.472> customers<00:13:22.033> find<00:13:22.273> them,<00:13:22.514> love<00:13:22.690> them,<00:13:22.866> and<00:13:22.931> they<00:13:23.091> trust<00:13:23.476> us.

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We<00:13:23.732> go<00:13:23.893> gangbusters<00:13:24.598> in<00:13:24.694> Q4<00:13:25.720> around<00:13:26.442> the<00:13:26.522> holiday<00:13:26.939> season.

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So<00:13:28.558> our<00:13:28.702> customers<00:13:29.167> know<00:13:29.199> to<00:13:29.343> come<00:13:29.648> to<00:13:29.808> us,<00:13:29.985> they<00:13:30.129> can<00:13:30.289> trust<00:13:30.610> us.

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Actually<00:13:31.427> our<00:13:31.652> gift<00:13:31.828> baskets<00:13:32.309> and<00:13:32.470> things<00:13:32.694> like<00:13:32.854> that,<00:13:33.175> it's,<00:13:33.367> you<00:13:33.480> insane<00:13:33.916> how<00:13:34.159> much<00:13:34.547> product<00:13:35.371> we<00:13:35.517> put<00:13:35.679> in.

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It's<00:13:35.856> probably<00:13:36.083> almost<00:13:36.341> too<00:13:36.503> much.

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And<00:13:37.700> so<00:13:37.878> we've<00:13:38.524> made<00:13:39.236> a<00:13:39.608> strategic<00:13:42.648> push<00:13:43.294> to<00:13:43.439> really<00:13:43.617> go<00:13:43.762> after<00:13:43.923> that<00:13:44.085> market.

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Done<00:13:44.972> a<00:13:44.988> lot<00:13:45.085> of<00:13:45.150> research<00:13:45.553> figuring<00:13:45.860> out<00:13:46.102> how<00:13:46.198> does<00:13:46.344> that<00:13:46.521> fit<00:13:46.666> with<00:13:46.747> our<00:13:46.844> current<00:13:47.150> target<00:13:47.409> demographic?

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What<00:13:48.312> is<00:13:48.393> the<00:13:48.522> opportunity<00:13:48.893> to<00:13:48.958> expand<00:13:49.410> our<00:13:49.506> target<00:13:50.458> demographic?

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What<00:13:51.104> are<00:13:51.136> they<00:13:51.362> looking<00:13:51.749> for<00:13:52.008> in<00:13:52.088> terms<00:13:52.330> of<00:13:52.460> assortment,<00:13:52.960> pricing,<00:13:53.524> things<00:13:53.847> like<00:13:54.024> that?

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And<00:13:55.395> so<00:13:55.701> actually<00:13:56.282> we<00:13:56.443> are,<00:13:56.911> we<00:13:57.008> are<00:13:57.169> really<00:13:57.427> excited<00:13:57.879> to<00:13:57.960> be<00:13:58.056> pushing<00:13:58.460> more<00:13:58.605> heavily<00:13:58.863> into<00:13:59.105> that<00:13:59.266> market<00:13:59.814> this<00:14:00.210> this<00:14:00.466> Q4.

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I<00:14:02.084> think<00:14:02.228> it's<00:14:02.308> going<00:14:02.404> to<00:14:02.468> be<00:14:02.565> fantastic,<00:14:03.750> um,<00:14:04.167> because<00:14:04.551> we<00:14:04.583> have<00:14:04.663> such<00:14:04.823> a<00:14:04.888> high-quality<00:14:05.432> product<00:14:05.705> and<00:14:05.769> our<00:14:05.849> customers<00:14:06.329> know<00:14:06.490> and<00:14:06.570> trust<00:14:06.826> us<00:14:06.890> so<00:14:07.066> much.

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It's<00:14:07.947> something<00:14:08.572> you<00:14:08.652> can<00:14:08.813> gift<00:14:08.973> with<00:14:09.213> pride.

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And<00:14:10.110> so<00:14:10.335> we<00:14:10.431> know<00:14:10.655> with<00:14:10.879> gifting,<00:14:11.376> it<00:14:11.472> is<00:14:11.600> actually<00:14:12.641> mostly<00:14:13.202> about<00:14:13.603> how<00:14:13.779> does<00:14:13.939> it<00:14:14.003> show<00:14:14.244> up,<00:14:14.564> how<00:14:14.724> does<00:14:14.836> it<00:14:14.964> represent<00:14:15.445> you<00:14:16.166> as<00:14:16.342> a<00:14:16.406> gifter,<00:14:16.823> whether<00:14:17.047> you're<00:14:17.143> a<00:14:17.303> corporate<00:14:18.409> customer<00:14:18.745> that's<00:14:18.938> sending<00:14:19.162> to<00:14:19.242> your<00:14:19.386> suppliers<00:14:19.963> or<00:14:20.011> your<00:14:20.107> employees,<00:14:20.892> or<00:14:21.565> if<00:14:21.645> you're<00:14:21.789> sending<00:14:22.414> on<00:14:22.510> behalf,<00:14:23.215> um,<00:14:23.776> of<00:14:23.856> yourself<00:14:24.192> and<00:14:24.272> your<00:14:24.465> family.

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Um,<00:14:25.490> so<00:14:25.794> we've,<00:14:26.115> we've<00:14:26.275> made<00:14:26.451> a<00:14:26.515> concerted<00:14:26.932> effort<00:14:27.236> to<00:14:27.380> go<00:14:27.861> more<00:14:27.957> seriously<00:14:28.438> after<00:14:28.662> that<00:14:28.758> market,<00:14:28.934> and<00:14:29.063> we're<00:14:29.223> really<00:14:29.383> excited<00:14:29.703> about<00:14:29.816> it<00:14:29.848> because<00:14:30.056> it's<00:14:30.200> a,<00:14:30.376> it's<00:14:30.521> a<00:14:30.537> massive<00:14:31.290> The<00:14:31.483> food<00:14:31.710> gifting<00:14:31.968> market's<00:14:32.276> like<00:14:32.372> a<00:14:32.534> $33<00:14:32.938> billion<00:14:33.358> segment<00:14:34.619> in<00:14:34.862> our<00:14:35.104> country,<00:14:35.589> and<00:14:35.686> we<00:14:35.848> are<00:14:35.929> just<00:14:36.090> getting<00:14:36.268> a<00:14:36.413> tiny,<00:14:36.737> tiny<00:14:37.060> piece<00:14:37.302> of<00:14:37.448> it.

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Um,<00:14:38.272> but<00:14:38.434> we<00:14:38.596> know<00:14:38.984> how<00:14:39.145> excited<00:14:39.501> our<00:14:39.711> current<00:14:39.970> customers<00:14:40.438> are,<00:14:40.535> so<00:14:40.600> we're<00:14:40.762> excited<00:14:41.036> to<00:14:41.085> tell<00:14:41.150> the<00:14:41.198> world<00:14:41.424> more<00:14:41.569> about<00:14:41.746> it.

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Oh,<00:14:42.973> that's<00:14:43.215> incredible.

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Yeah,<00:14:43.844> that<00:14:43.941> makes<00:14:44.231> all<00:14:44.328> sense.

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You're<00:14:44.957> launching<00:14:45.296> at<00:14:45.376> a<00:14:45.457> good<00:14:45.618> time<00:14:45.941> too,<00:14:46.425> right,<00:14:46.667> as<00:14:46.812> the<00:14:46.893> holidays<00:14:47.312> are<00:14:47.393> coming<00:14:47.635> up?

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Yeah,<00:14:48.716> perfect.

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Um,<00:14:50.539> what<00:14:50.830> does<00:14:50.943> a<00:14:51.007> typical<00:14:51.427> day<00:14:51.653> look<00:14:51.814> like<00:14:51.992> for<00:14:52.153> you,<00:14:52.315> I<00:14:52.460> wonder?

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So<00:14:54.656> it's,<00:14:55.544> it's<00:14:55.770> interesting.

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I<00:14:56.432> tend<00:14:56.755> to<00:14:56.981> be<00:14:57.158> in<00:14:57.465> a<00:14:57.810> Prior<00:14:58.227> to<00:14:59.833> getting<00:15:00.009> to<00:15:00.089> this<00:15:00.330> place<00:15:00.571> in<00:15:00.635> my<00:15:00.796> career<00:15:01.454> and<00:15:01.615> being<00:15:01.856> a<00:15:01.872> mommy<00:15:02.337> and<00:15:02.417> everything<00:15:02.739> else,<00:15:03.124> I<00:15:03.220> was<00:15:03.525> always<00:15:03.702> a<00:15:03.718> nighthawk.

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And<00:15:05.051> I<00:15:05.131> have<00:15:05.372> learned<00:15:05.693> as<00:15:05.853> I've<00:15:05.950> gotten<00:15:06.335> older,<00:15:06.977> you<00:15:07.074> have<00:15:07.314> got<00:15:07.555> to<00:15:07.636> be<00:15:07.780> an<00:15:07.876> early<00:15:08.117> bird.

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So,<00:15:09.145> I<00:15:09.225> like<00:15:09.482> to<00:15:09.562> start<00:15:09.980> early,<00:15:10.847> get<00:15:11.023> a<00:15:11.087> workout<00:15:11.553> in,<00:15:11.890> ideally<00:15:12.372> before<00:15:12.693> the<00:15:12.773> kids<00:15:13.094> are<00:15:13.239> up,<00:15:13.897> and<00:15:13.977> I'm<00:15:14.202> off<00:15:14.363> to<00:15:14.523> work<00:15:14.764> for<00:15:14.925> the<00:15:15.021> day.

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And<00:15:16.707> then<00:15:16.884> it's<00:15:17.108> really,<00:15:18.618> I<00:15:18.778> personally,<00:15:19.420> one<00:15:19.581> of<00:15:19.693> my<00:15:19.998> cheat<00:15:20.239> codes<00:15:20.785> is<00:15:21.042> the<00:15:21.202> day<00:15:21.363> before,<00:15:21.925> before<00:15:22.230> I<00:15:22.326> go<00:15:22.423> to<00:15:22.503> sleep,<00:15:23.193> I<00:15:23.820> I'm<00:15:23.932> still<00:15:24.237> a<00:15:24.253> little<00:15:24.446> bit<00:15:24.719> old<00:15:24.815> school<00:15:25.377> and<00:15:25.602> I<00:15:25.698> prepare<00:15:26.260> my<00:15:26.405> to-do<00:15:26.581> list<00:15:26.742> for<00:15:26.886> the<00:15:26.999> next<00:15:27.175> day.

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What<00:15:27.962> must<00:15:28.267> I<00:15:28.347> get<00:15:28.508> done?

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What<00:15:30.756> would<00:15:30.900> I<00:15:30.981> like<00:15:31.222> to<00:15:31.318> get<00:15:31.479> done<00:15:31.880> that<00:15:32.040> are<00:15:32.121> the<00:15:32.201> next<00:15:32.442> things<00:15:32.683> on<00:15:32.763> that<00:15:32.988> list?

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And<00:15:34.850> make<00:15:35.011> sure<00:15:35.172> I'm<00:15:35.332> just<00:15:35.557> really<00:15:35.798> rigorous<00:15:36.151> about<00:15:36.440> how<00:15:36.520> I'm<00:15:36.568> going<00:15:36.649> to<00:15:36.729> spend<00:15:36.857> my<00:15:37.018> time<00:15:37.195> the<00:15:37.355> next<00:15:37.580> day.

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So,<00:15:38.768> I<00:15:38.865> get<00:15:39.009> up,<00:15:39.571> get<00:15:39.619> my<00:15:39.748> workout<00:15:40.133> in.

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If<00:15:41.594> it's<00:15:41.755> a<00:15:41.819> work<00:15:41.899> from<00:15:42.060> home<00:15:42.236> day,<00:15:42.461> I<00:15:42.542> get<00:15:42.654> to<00:15:42.734> see<00:15:42.959> the<00:15:43.039> kids,<00:15:43.360> they<00:15:43.521> go<00:15:43.665> off<00:15:43.762> to<00:15:43.858> school,<00:15:44.227> then<00:15:44.324> I<00:15:44.388> go<00:15:44.484> down<00:15:44.581> to<00:15:44.645> my<00:15:44.805> office.

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Otherwise,<00:15:45.946> I'm<00:15:46.090> heading<00:15:46.395> over<00:15:46.507> to<00:15:46.652> New<00:15:46.813> Jersey<00:15:48.338> and<00:15:48.482> it's<00:15:48.595> about—<00:15:49.749> being<00:15:49.991> a<00:15:50.088> present,<00:15:50.573> great<00:15:50.897> team<00:15:51.058> leader,<00:15:51.640> a<00:15:51.705> lot<00:15:51.867> of<00:15:51.947> cross-functional<00:15:52.400> meetings,<00:15:52.917> a<00:15:52.982> lot<00:15:53.095> of<00:15:53.160> communication,<00:15:53.790> as<00:15:53.903> I<00:15:54.049> think<00:15:54.211> any<00:15:54.938> leader<00:15:55.261> spends<00:15:55.520> a<00:15:55.649> fair<00:15:55.827> bit<00:15:55.924> of<00:15:55.973> their<00:15:56.070> time<00:15:56.312> making<00:15:56.635> sure<00:15:56.781> you<00:15:56.878> repeat,<00:15:57.266> repeat,<00:15:57.589> repeat,<00:15:57.929> where<00:15:58.090> are<00:15:58.171> we<00:15:58.252> going,<00:15:58.979> how<00:15:59.076> are<00:15:59.190> we<00:15:59.222> measuring<00:15:59.549> how<00:15:59.712> we<00:15:59.794> get<00:16:00.038> there,<00:16:00.267> making<00:16:00.528> sure<00:16:00.691> people<00:16:00.936> feel<00:16:01.083> supported<00:16:01.508> on<00:16:01.589> the<00:16:01.736> journey,<00:16:04.005> and<00:16:04.088> then<00:16:04.238> making<00:16:04.487> sure<00:16:04.587> I<00:16:04.736> reset<00:16:05.002> for<00:16:05.068> the<00:16:05.102> next<00:16:05.451> day.

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How<00:16:07.266> are<00:16:07.412> you<00:16:07.509> thinking<00:16:07.832> about<00:16:08.140> AI<00:16:08.884> and<00:16:08.948> how<00:16:09.110> will<00:16:09.207> that<00:16:09.514> apply<00:16:10.097> to<00:16:10.355> nuts.com?

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You<00:16:11.795> know,<00:16:12.038> it's<00:16:12.604> really<00:16:12.927> interesting<00:16:13.396> with<00:16:13.639> AI<00:16:13.962> because<00:16:14.976> I<00:16:15.056> have<00:16:15.152> found<00:16:15.713> the<00:16:16.034> leaders<00:16:17.221> of<00:16:17.477> bringing<00:16:18.023> in<00:16:18.584> AI<00:16:18.905> technology<00:16:20.268> are<00:16:20.380> not<00:16:20.701> at<00:16:20.829> the<00:16:20.925> top<00:16:21.631> so<00:16:21.727> far.

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So,<00:16:22.673> and<00:16:22.834> we're,<00:16:23.090> we're<00:16:23.187> making<00:16:23.491> a<00:16:23.571> concerted<00:16:24.117> effort<00:16:24.518> as<00:16:24.614> our<00:16:24.710> senior<00:16:25.095> leadership,<00:16:25.640> and<00:16:26.201> hopefully<00:16:26.378> my<00:16:26.474> CTO<00:16:26.843> won't<00:16:27.083> mad<00:16:27.164> at<00:16:27.324> me<00:16:27.420> for<00:16:27.532> saying<00:16:27.821> that,<00:16:27.981> but<00:16:28.142> it's<00:16:28.286> just<00:16:28.479> naturally<00:16:29.746> the<00:16:29.970> younger<00:16:30.531> employees<00:16:31.269> are<00:16:31.349> just<00:16:31.590> gravitating<00:16:32.311> towards<00:16:32.792> bringing<00:16:33.129> stuff<00:16:33.354> forward.

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It's<00:16:34.075> been<00:16:34.236> the<00:16:34.380> coolest<00:16:34.861> thing<00:16:35.194> to<00:16:35.214> see.

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So<00:16:36.401> there's<00:16:36.625> the<00:16:36.866> obvious<00:16:37.347> ways<00:16:38.229> we've,<00:16:38.630> we've<00:16:38.870> grabbed<00:16:39.271> onto<00:16:39.592> AI,<00:16:40.073> which<00:16:40.250> is<00:16:40.394> whether<00:16:40.650> it's<00:16:41.276> CX<00:16:42.077> efficiency<00:16:43.055> and<00:16:43.215> things<00:16:43.455> like<00:16:43.680> that<00:16:43.936> where<00:16:44.000> you<00:16:44.096> could<00:16:44.256> leverage<00:16:44.978> bots<00:16:45.362> and,<00:16:46.019> and<00:16:46.324> AI<00:16:46.644> tools<00:16:47.125> to<00:16:47.205> have<00:16:47.317> a<00:16:47.445> better<00:16:47.718> customer<00:16:48.327> experience.

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And<00:16:49.032> that's<00:16:49.224> worked<00:16:49.400> really<00:16:49.609> well<00:16:49.785> for<00:16:49.929> us,<00:16:50.570> um,<00:16:50.746> to<00:16:50.971> augment<00:16:51.291> our<00:16:51.387> fantastic<00:16:51.932> team.

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And<00:16:52.990> then<00:16:53.294> also<00:16:53.487> it's<00:16:53.567> just<00:16:53.871> operational.

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I<00:16:55.538> have<00:16:55.714> seen,<00:16:56.660> whether<00:16:56.916> it's<00:16:57.140> ChatGPT<00:16:58.118> or<00:16:58.262> other<00:16:58.422> way,<00:16:58.679> other<00:16:58.903> tools<00:16:59.384> out<00:16:59.560> there,<00:17:00.265> I<00:17:00.361> have<00:17:00.522> seen<00:17:00.778> it<00:17:00.842> be<00:17:01.082> incredible<00:17:02.364> how<00:17:03.086> mundane<00:17:03.646> tasks<00:17:04.928> that<00:17:05.714> as<00:17:05.890> you<00:17:05.986> see<00:17:06.291> your<00:17:07.092> high<00:17:07.333> performers<00:17:07.959> rising<00:17:08.859> and<00:17:08.939> they're<00:17:09.035> just<00:17:09.180> like,<00:17:09.421> "All<00:17:09.453> right,<00:17:09.742> well,<00:17:09.822> can<00:17:09.967> I<00:17:09.983> have<00:17:10.144> junior<00:17:10.384> people<00:17:10.641> to<00:17:10.722> do<00:17:10.866> this<00:17:11.059> stuff<00:17:11.268> for<00:17:11.380> me<00:17:11.444> now?"<00:17:12.328> It's,<00:17:13.018> they<00:17:13.275> just<00:17:13.661> leverage<00:17:14.399> technology<00:17:15.202> to<00:17:15.427> do<00:17:15.588> stuff<00:17:16.230> and<00:17:16.873> increase<00:17:17.290> the<00:17:17.435> efficiency<00:17:18.173> in<00:17:18.254> their<00:17:18.495> day.

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It's,<00:17:19.346> we're<00:17:19.699> almost<00:17:20.085> learning<00:17:20.422> from<00:17:20.647> them.

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I<00:17:21.225> find<00:17:21.450> myself<00:17:21.931> often<00:17:22.188> learning<00:17:22.429> from<00:17:22.654> them.

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I<00:17:22.911> also<00:17:23.152> think<00:17:23.377> the<00:17:23.537> other<00:17:23.794> thing<00:17:23.939> that<00:17:24.051> is<00:17:24.276> unlocked<00:17:25.304> is<00:17:26.685> the<00:17:26.846> team's<00:17:27.408> ability<00:17:28.114> to<00:17:29.656> learn<00:17:30.620> without<00:17:31.567> repetition<00:17:32.145> and<00:17:32.306> revs.

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And<00:17:32.868> what<00:17:33.029> I<00:17:33.045> mean<00:17:33.205> by<00:17:33.350> that<00:17:33.511> is,<00:17:33.751> we<00:17:33.896> were<00:17:33.976> talking<00:17:34.297> about<00:17:34.394> something<00:17:34.715> on<00:17:34.779> the<00:17:34.811> sales<00:17:35.117> side.

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I'll<00:17:35.502> give<00:17:35.614> a<00:17:35.679> specific<00:17:36.144> example.

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And<00:17:37.043> we<00:17:37.108> were<00:17:37.204> talking<00:17:37.509> about<00:17:37.766> evolution<00:17:38.247> to<00:17:38.665> our<00:17:38.809> commission<00:17:39.194> structure<00:17:40.254> and<00:17:40.350> our,<00:17:40.799> our<00:17:41.457> director<00:17:42.003> on<00:17:42.099> the<00:17:42.565> B2B<00:17:42.822> sales<00:17:43.079> side<00:17:44.266> came<00:17:44.491> back,<00:17:45.310> had<00:17:45.550> done<00:17:45.807> some<00:17:46.032> work<00:17:46.353> with<00:17:46.899> AI<00:17:47.541> and<00:17:47.878> essentially<00:17:48.905> had<00:17:49.065> gotten<00:17:49.643> recommendations<00:17:50.494> from<00:17:50.687> what<00:17:50.927> other<00:17:51.409> world-class<00:17:51.874> organizations<00:17:52.388> are<00:17:52.516> doing<00:17:52.934> and<00:17:53.094> came<00:17:53.255> back<00:17:53.560> with<00:17:54.138> a<00:17:54.282> really,<00:17:54.459> really<00:17:54.619> smart<00:17:54.812> proposal<00:17:55.341> that<00:17:56.304> we<00:17:56.449> wouldn't<00:17:56.690> have<00:17:56.786> just<00:17:57.011> had<00:17:57.428> at<00:17:57.492> our<00:17:57.653> fingertips<00:17:58.375> as<00:17:58.487> easily<00:17:58.792> as<00:17:58.937> that.

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So<00:17:59.739> a<00:17:59.820> lot<00:17:59.980> of<00:18:00.141> operational<00:18:00.734> efficiency.

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What<00:18:01.746> I<00:18:01.826> look<00:18:02.147> forward<00:18:02.949> to<00:18:03.110> doing<00:18:03.591> is<00:18:03.752> leveraging<00:18:04.169> it<00:18:04.330> for<00:18:05.052> enhancements<00:18:05.613> to<00:18:05.757> the<00:18:05.838> customer.

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We<00:18:07.217> have<00:18:07.361> a<00:18:07.377> huge<00:18:07.922> catalog<00:18:08.804> on<00:18:08.884> our<00:18:08.980> site.

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We<00:18:10.183> have<00:18:10.696> 20<00:18:11.145> or<00:18:11.899> 2,500<00:18:12.829> different<00:18:13.149> products,<00:18:13.775> over<00:18:13.951> 5,000<00:18:14.753> different<00:18:14.993> SKUs.

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How<00:18:16.437> do<00:18:16.597> we<00:18:16.821> actually<00:18:18.104> leverage<00:18:18.665> AI<00:18:19.307> to<00:18:19.467> create<00:18:20.028> a<00:18:20.060> much<00:18:20.766> more<00:18:21.167> seamless,<00:18:21.953> customized<00:18:22.851> experience<00:18:24.197> and<00:18:24.935> leverage<00:18:25.288> natural<00:18:25.737> language<00:18:26.282> and<00:18:26.458> other<00:18:26.603> ways<00:18:27.020> to<00:18:27.565> really<00:18:27.741> help<00:18:27.901> people<00:18:28.158> have<00:18:28.302> a<00:18:28.318> more<00:18:28.527> personalized<00:18:28.944> shopping<00:18:29.313> experience?

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That<00:18:30.531> I'm<00:18:30.627> really<00:18:30.932> excited<00:18:31.253> about.

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We<00:18:31.606> have<00:18:31.670> work<00:18:31.910> to<00:18:32.054> do.

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But<00:18:33.433> I<00:18:33.513> know<00:18:33.817> even<00:18:34.458> some<00:18:35.308> clothing<00:18:35.676> retailers<00:18:36.461> and<00:18:36.557> things<00:18:36.782> like<00:18:36.942> that<00:18:37.102> are<00:18:37.263> using<00:18:37.583> it<00:18:38.096> already<00:18:38.641> when<00:18:39.041> their<00:18:39.201> catalog<00:18:39.778> and<00:18:39.906> their<00:18:39.955> marketing.

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So<00:18:41.204> I<00:18:41.365> think<00:18:41.525> they're—<00:18:41.909> I'm<00:18:42.022> excited<00:18:42.422> about<00:18:42.566> how<00:18:42.727> do<00:18:42.823> we<00:18:42.967> leverage<00:18:43.287> it<00:18:43.432> to<00:18:43.528> enhance<00:18:43.992> the<00:18:44.089> customers,<00:18:45.371> not<00:18:45.531> just<00:18:45.675> from<00:18:45.851> a<00:18:46.332> CX<00:18:46.813> remediation<00:18:47.438> standpoint,<00:18:48.014> but<00:18:48.239> upfront<00:18:49.601> as<00:18:49.777> we're<00:18:49.921> thinking<00:18:50.162> about<00:18:50.322> how<00:18:50.418> they<00:18:50.498> shop<00:18:50.979> and<00:18:51.123> have<00:18:51.299> a<00:18:51.363> more<00:18:51.524> personalized<00:18:51.908> experience.

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So<00:18:53.206> that's<00:18:53.447> what<00:18:53.543> I'm<00:18:53.719> excited<00:18:54.103> about<00:18:54.344> in<00:18:54.424> addition<00:18:54.728> to<00:18:54.905> just<00:18:55.465> getting<00:18:55.706> rid<00:18:55.850> of<00:18:55.882> some<00:18:56.090> of<00:18:56.122> the<00:18:56.187> grunt<00:18:56.491> work<00:18:57.148> for<00:18:57.212> our<00:18:57.388> great<00:18:57.629> employees<00:18:58.190> so<00:18:58.270> that<00:18:58.430> they<00:18:58.574> can<00:18:58.670> just<00:18:58.830> do<00:18:58.975> more<00:18:59.776> thinking,<00:19:00.273> exciting<00:19:00.753> work,<00:19:01.298> learn<00:19:01.490> faster.

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Oh,<00:19:02.901> for<00:19:03.077> sure.

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Yeah.

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Yeah.

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That<00:19:04.519> makes<00:19:04.759> all<00:19:04.840> the<00:19:04.920> sense<00:19:05.160> in<00:19:05.240> the<00:19:05.320> world.

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I<00:19:05.961> think,<00:19:06.346> you<00:19:06.378> know,<00:19:06.586> every<00:19:06.762> company<00:19:07.067> has<00:19:07.163> to<00:19:07.307> think<00:19:07.484> about<00:19:07.644> it<00:19:07.724> regardless,<00:19:08.429> whether<00:19:08.621> it's<00:19:08.765> like<00:19:08.910> customer-facing<00:19:09.967> or<00:19:10.127> just<00:19:10.368> internally<00:19:11.009> and<00:19:11.153> how<00:19:11.313> you're<00:19:11.409> going<00:19:11.522> to,<00:19:11.810> you<00:19:11.874> know,<00:19:12.563> streamline<00:19:13.012> processes<00:19:13.717> inside<00:19:14.037> of<00:19:14.118> your<00:19:14.278> company.

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You<00:19:14.694> got<00:19:14.807> to,<00:19:14.999> you<00:19:15.079> got<00:19:15.143> to<00:19:15.239> figure<00:19:15.399> out<00:19:15.496> one<00:19:15.656> of<00:19:15.688> those<00:19:15.896> two<00:19:16.121> things,<00:19:17.002> if<00:19:17.162> not<00:19:17.402> both.

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And<00:19:19.918> so,<00:19:20.207> yeah,<00:19:20.287> I<00:19:20.447> think<00:19:20.607> you're<00:19:20.687> exactly<00:19:21.008> right.

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What<00:19:21.216> do<00:19:21.328> you<00:19:21.425> read?

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What<00:19:21.969> is<00:19:22.130> like<00:19:22.306> a<00:19:22.450> reading<00:19:22.690> recommendation<00:19:23.347> you'd<00:19:23.492> have<00:19:23.668> for<00:19:23.892> us?

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You<00:19:24.838> know,<00:19:25.254> I,<00:19:26.835> I<00:19:26.916> would<00:19:27.061> say<00:19:27.174> some<00:19:27.481> of<00:19:27.642> my<00:19:27.803> favorite<00:19:28.352> books,<00:19:28.691> and<00:19:28.836> they've<00:19:29.240> probably<00:19:29.982> been<00:19:30.208> read<00:19:30.466> by<00:19:30.853> all<00:19:31.015> of<00:19:31.111> your<00:19:31.418> audience,<00:19:32.225> I<00:19:33.048> love<00:19:33.935> organizational<00:19:34.661> behavior,<00:19:35.840> team<00:19:36.033> dynamics,<00:19:36.822> because<00:19:37.096> I'm<00:19:37.257> such<00:19:37.547> a<00:19:37.724> people-first<00:19:39.158> leader,<00:19:41.010> I<00:19:41.348> definitely<00:19:41.735> gravitate<00:19:42.234> towards<00:19:42.637> books<00:19:42.879> like<00:19:43.104> that.

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So,<00:19:43.539> some<00:19:43.749> of<00:19:43.781> my<00:19:43.990> favorites,<00:19:44.473> if<00:19:45.200> by<00:19:45.378> any<00:19:45.604> chance<00:19:46.105> they<00:19:46.267> haven't<00:19:46.623> been<00:19:46.898> read,<00:19:49.177> I<00:19:49.258> go<00:19:49.420> back<00:19:49.662> to<00:19:49.905> The<00:19:49.986> Five<00:19:50.228> Dysfunctions<00:19:51.020> of<00:19:51.134> a<00:19:51.263> Team.

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I<00:19:52.249> probably<00:19:52.556> read<00:19:52.734> that<00:19:53.041> once<00:19:53.219> every<00:19:53.446> 5<00:19:53.720> years<00:19:54.092> just<00:19:54.270> to<00:19:54.816> gut<00:19:54.978> check<00:19:55.220> myself<00:19:55.575> and<00:19:55.704> make<00:19:55.882> sure<00:19:56.108> I'm<00:19:57.012> keeping<00:19:57.270> myself<00:19:57.722> honest<00:19:58.126> on<00:19:58.207> the<00:19:58.239> dynamics<00:19:58.626> of<00:19:58.659> the<00:19:58.723> team.

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I<00:19:59.498> also<00:19:59.757> love<00:20:00.080> lead<00:20:00.564> to<00:20:00.645> trust.

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Personally,<00:20:03.245> I<00:20:03.326> have<00:20:03.488> just<00:20:03.747> found<00:20:04.233> that<00:20:05.108> when<00:20:05.432> you<00:20:05.594> have<00:20:05.788> a<00:20:05.934> team<00:20:07.067> that<00:20:07.472> understands<00:20:08.039> each<00:20:08.185> other,<00:20:08.913> that<00:20:09.156> trusts<00:20:09.513> each<00:20:09.723> other,<00:20:10.225> has<00:20:10.452> healthy<00:20:10.792> dynamics,<00:20:12.144> it<00:20:12.305> is<00:20:13.030> an<00:20:13.674> exponential<00:20:14.334> multiplier<00:20:15.541> in<00:20:15.686> terms<00:20:15.880> of<00:20:15.960> how<00:20:16.266> fast<00:20:16.572> you<00:20:16.652> move<00:20:17.618> and<00:20:18.745> the<00:20:18.906> types<00:20:19.228> of<00:20:19.389> goals<00:20:19.873> the<00:20:19.953> organization<00:20:20.439> is<00:20:20.621> willing<00:20:20.936> to<00:20:21.035> go<00:20:21.267> after<00:20:21.614> and<00:20:21.681> how<00:20:21.846> you<00:20:21.879> support<00:20:22.277> yourselves<00:20:22.757> on<00:20:22.839> the<00:20:22.922> journey.

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That<00:20:24.020> fear<00:20:24.132> of<00:20:24.292> failure,<00:20:24.757> that<00:20:25.126> fear<00:20:25.254> of<00:20:25.415> judgment,<00:20:26.200> how<00:20:26.313> it<00:20:26.457> goes<00:20:26.762> out<00:20:26.874> the<00:20:27.002> window<00:20:27.499> and<00:20:27.580> everyone<00:20:27.900> really<00:20:28.221> locks<00:20:28.606> hands<00:20:29.103> and<00:20:29.183> starts<00:20:29.424> clicking<00:20:29.744> as<00:20:29.841> a<00:20:29.905> team.

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I<00:20:31.091> think<00:20:31.268> team<00:20:31.508> dynamics<00:20:32.807> are<00:20:33.192> probably<00:20:33.737> even<00:20:34.074> more<00:20:34.635> important,<00:20:35.020> or<00:20:35.100> at<00:20:35.180> least<00:20:35.501> just<00:20:35.838> as<00:20:35.918> important<00:20:36.784> as<00:20:36.960> capacity<00:20:37.505> and<00:20:37.586> competence.

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Because<00:20:39.269> I<00:20:39.366> think<00:20:39.526> you<00:20:39.606> can<00:20:39.750> have<00:20:39.991> really<00:20:40.167> smart,<00:20:40.584> talented<00:20:41.049> humans,<00:20:41.675> but<00:20:41.787> if<00:20:41.995> they're<00:20:42.188> not<00:20:42.717> working<00:20:43.134> well,<00:20:44.401> you're<00:20:45.074> not<00:20:45.379> moving<00:20:45.619> that.

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You're<00:20:46.517> not<00:20:46.662> moving<00:20:46.822> it<00:20:46.902> forward,<00:20:47.560> not<00:20:47.768> at<00:20:47.848> the<00:20:47.928> speed<00:20:48.121> you<00:20:48.185> can.

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So<00:20:49.083> like,<00:20:49.291> I<00:20:49.532> love<00:20:49.869> books<00:20:50.189> about<00:20:50.671> that.

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Um,<00:20:52.020> so<00:20:52.520> anything<00:20:52.540> about<00:20:52.760> team<00:20:52.960> dynamics,<00:20:53.340> I'm<00:20:53.740> a<00:20:53.880> big<00:20:54.020> fan<00:20:55.400> of.

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How<00:20:55.440> are<00:20:55.520> you<00:20:55.640> thinking<00:20:55.780> about<00:20:56.000> just<00:20:56.160> our<00:20:56.440> general,<00:20:57.000> um,<00:20:57.800> macroeconomic<00:20:58.600> environment,<00:20:59.440> our<00:20:59.640> general<00:21:00.120> political<00:21:00.660> environment?

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It's<00:21:01.480> interesting,<00:21:02.440> like<00:21:02.460> CEOs<00:21:02.840> never<00:21:03.040> used<00:21:03.260> to<00:21:03.440> have<00:21:03.460> to<00:21:03.580> comment<00:21:03.800> on<00:21:03.940> those<00:21:04.140> types<00:21:04.380> of<00:21:04.480> things<00:21:04.620> now,<00:21:04.900> and<00:21:04.980> it<00:21:05.100> seems<00:21:05.220> like<00:21:05.380> now<00:21:05.680> CEOs<00:21:05.960> are<00:21:06.180> almost<00:21:06.420> required<00:21:06.840> to<00:21:07.000> talk<00:21:07.179> about<00:21:07.420> things<00:21:07.800> or<00:21:08.020> comment<00:21:08.460> on<00:21:08.680> things<00:21:08.900> that<00:21:09.020> are<00:21:09.160> outside,<00:21:09.660> you<00:21:10.300> know,<00:21:10.420> of<00:21:10.620> what<00:21:10.700> they<00:21:10.840> do<00:21:11.000> for<00:21:11.160> a<00:21:11.280> living.

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I'm<00:21:11.540> not<00:21:11.720> asking<00:21:12.020> you<00:21:12.200> to,<00:21:12.420> but<00:21:12.421> I<00:21:12.500> just<00:21:12.680> wonder<00:21:12.840> like,<00:21:13.160> how<00:21:13.240> are<00:21:13.480> you,<00:21:13.840> um,<00:21:14.320> thinking<00:21:14.660> about<00:21:15.280> the<00:21:15.960> current<00:21:16.240> macroeconomic<00:21:17.000> environment<00:21:17.700> as<00:21:18.060> we<00:21:18.260> go<00:21:18.440> into<00:21:18.640> an<00:21:18.860> election<00:21:19.140> season,<00:21:19.620> as<00:21:19.900> we<00:21:20.100> go,<00:21:20.520> you<00:21:20.780> know,<00:21:20.920> into<00:21:21.100> 2025?

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How<00:21:21.140> are<00:21:21.160> you<00:21:21.180> feeling<00:21:21.200> about<00:21:21.220> that?

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That<00:21:23.117> type<00:21:23.231> of<00:21:23.279> stuff?

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Yeah,<00:21:24.270> I<00:21:24.335> would<00:21:24.433> say<00:21:24.676> it's<00:21:24.839> been<00:21:25.082> interesting<00:21:26.219> as<00:21:26.382> a<00:21:26.398> senior<00:21:26.788> leader<00:21:27.113> because<00:21:27.502> you<00:21:27.535> saw<00:21:28.964> the<00:21:29.127> pendulum<00:21:29.695> swing<00:21:30.507> pretty<00:21:30.686> fast<00:21:31.091> where<00:21:33.329> CEOs<00:21:34.070> and<00:21:34.231> companies<00:21:34.859> all<00:21:35.020> of<00:21:35.117> a<00:21:35.133> sudden<00:21:35.503> had<00:21:35.761> to<00:21:36.228> opine<00:21:37.049> and<00:21:37.210> make<00:21:37.854> very<00:21:38.241> public<00:21:38.595> statements<00:21:39.046> about<00:21:39.287> everything,<00:21:40.270> which<00:21:40.432> created<00:21:41.027> such<00:21:41.720> a<00:21:41.961> risk<00:21:42.589> of<00:21:43.652> a<00:21:43.796> divisive<00:21:44.859> dynamic.

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Um,<00:21:46.324> so<00:21:46.855> I,<00:21:47.354> I<00:21:47.596> witnessed<00:21:47.982> a<00:21:47.998> lot<00:21:48.224> of<00:21:48.304> that.

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It<00:21:48.723> was,<00:21:49.029> you<00:21:49.061> know,<00:21:49.109> I<00:21:49.222> saw<00:21:49.351> a<00:21:49.383> lot<00:21:49.608> of<00:21:49.689> it<00:21:49.769> at<00:21:49.834> my<00:21:49.995> time<00:21:50.160> at<00:21:50.260> Slice.

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Kind<00:21:51.148> of<00:21:51.212> painful<00:21:51.517> to<00:21:51.613> watch,<00:21:52.478> um,<00:21:53.199> because<00:21:53.375> it<00:21:53.439> just<00:21:53.600> felt<00:21:53.712> like<00:21:53.872> it<00:21:53.936> was<00:21:54.080> hard<00:21:54.321> for<00:21:54.417> leaders<00:21:54.721> to<00:21:54.802> say<00:21:54.978> the<00:21:55.122> right—<00:21:56.083> I<00:21:56.244> think<00:21:56.420> that<00:21:56.821> my<00:21:57.045> personal<00:21:57.462> stance<00:21:58.087> and<00:21:58.888> really<00:21:59.224> how<00:21:59.865> I<00:22:00.025> like<00:22:00.266> to<00:22:00.506> lead<00:22:00.971> is<00:22:01.692> I<00:22:01.852> want<00:22:01.948> to<00:22:02.029> create<00:22:02.349> an<00:22:02.493> inclusive<00:22:02.910> environment<00:22:03.455> where<00:22:03.615> everyone's<00:22:03.951> allowed<00:22:04.272> to<00:22:04.416> have<00:22:04.673> their<00:22:05.009> opinions,<00:22:05.778> their<00:22:05.874> beliefs,<00:22:06.836> be<00:22:07.060> who<00:22:07.236> they<00:22:07.541> are,<00:22:08.502> um,<00:22:08.823> and<00:22:08.919> create<00:22:09.159> the<00:22:09.223> appropriate<00:22:09.576> amount<00:22:09.704> of<00:22:09.736> space<00:22:10.105> for<00:22:10.185> that.

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I<00:22:10.842> don't<00:22:11.002> want<00:22:11.178> it<00:22:11.307> to<00:22:11.387> be<00:22:11.483> a<00:22:11.563> platform<00:22:12.124> where<00:22:12.909> I'm<00:22:13.005> going<00:22:13.101> to<00:22:13.165> come<00:22:13.326> out<00:22:13.486> and<00:22:13.566> assert<00:22:13.887> my<00:22:14.127> point<00:22:14.367> of<00:22:14.447> view<00:22:14.688> and<00:22:14.768> make<00:22:14.944> it<00:22:15.072> on<00:22:15.152> behalf<00:22:15.409> of<00:22:15.473> the<00:22:15.553> company.

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Like,<00:22:16.691> I<00:22:16.835> think<00:22:17.493> We<00:22:17.573> are<00:22:18.359> all<00:22:18.536> of<00:22:18.696> different<00:22:19.804> backgrounds,<00:22:20.382> convictions,<00:22:21.104> things<00:22:21.329> like<00:22:21.505> that.

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And<00:22:21.890> I<00:22:21.906> think<00:22:22.067> we<00:22:22.147> have<00:22:22.372> to<00:22:22.452> extract<00:22:23.431> what<00:22:23.608> is<00:22:23.736> unique<00:22:24.153> and<00:22:24.218> amazing<00:22:24.860> about<00:22:25.181> all<00:22:25.277> of<00:22:25.421> us<00:22:25.582> and<00:22:26.144> how<00:22:26.256> do<00:22:26.336> we<00:22:26.465> bring<00:22:26.625> that<00:22:26.802> together<00:22:27.363> and<00:22:27.444> respect<00:22:27.861> it<00:22:28.471> and<00:22:29.691> create<00:22:29.867> space<00:22:30.252> for<00:22:30.477> it.

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But<00:22:30.718> not,<00:22:31.296> I<00:22:31.376> don't<00:22:31.536> believe<00:22:31.922> in<00:22:32.098> personally<00:22:32.901> inserting<00:22:33.478> strong<00:22:33.944> opinions<00:22:34.586> and<00:22:34.730> making<00:22:35.003> it<00:22:35.192> on<00:22:35.212> behalf<00:22:35.469> of<00:22:35.549> the<00:22:35.581> company.

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I<00:22:36.576> think,<00:22:36.897> I<00:22:37.106> don't<00:22:37.314> know<00:22:37.475> that<00:22:37.635> that's<00:22:38.791> just<00:22:38.984> who<00:22:39.144> I<00:22:39.305> am.

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I<00:22:40.107> want<00:22:40.284> people<00:22:40.524> to<00:22:40.605> be<00:22:40.685> who<00:22:40.781> they<00:22:40.990> are.

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It's<00:22:41.712> kind<00:22:41.889> of<00:22:41.969> wild<00:22:42.290> that<00:22:42.466> CEOs<00:22:42.948> are<00:22:43.012> even<00:22:43.253> being<00:22:43.413> asked<00:22:43.638> to<00:22:43.718> do<00:22:43.799> that.

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If<00:22:44.055> we're<00:22:44.136> just<00:22:44.296> being<00:22:44.425> honest,<00:22:44.954> it's<00:22:45.034> like<00:22:45.195> such<00:22:45.420> a<00:22:45.564> weird<00:22:46.463> It's<00:22:46.575> such<00:22:46.719> a<00:22:46.847> weird,<00:22:47.168> odd<00:22:47.345> thing,<00:22:47.569> but<00:22:47.745> it's<00:22:47.906> probably—.

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I<00:22:48.146> don't<00:22:48.371> talk<00:22:48.499> politics<00:22:48.868> in<00:22:48.932> my<00:22:49.109> family.

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I<00:22:49.590> don't<00:22:49.766> certainly<00:22:50.023> don't<00:22:50.135> wanna<00:22:50.311> talk<00:22:50.424> about<00:22:50.488> it<00:22:50.616> at<00:22:50.696> work.

00:22:51.258 --> 00:22:52.156
Yeah,<00:22:51.354> exactly.

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Exactly.

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Yeah.

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It's,<00:22:53.984> it's<00:22:54.144> really<00:22:54.337> interesting.

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I<00:22:54.882> think<00:22:55.042> it's<00:22:55.203> probably<00:22:55.684> because<00:22:56.069> trust<00:22:56.470> has<00:22:56.646> been<00:22:56.887> lost<00:22:57.288> in<00:22:57.432> so<00:22:57.592> many<00:22:57.849> other<00:22:58.170> areas<00:22:58.570> of<00:22:58.715> leadership,<00:22:59.998> um,<00:23:00.190> in,<00:23:00.495> in<00:23:00.639> other<00:23:00.960> areas,<00:23:01.457> right?

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To<00:23:01.858> where<00:23:02.034> now<00:23:02.259> people<00:23:02.500> are<00:23:02.660> looking<00:23:02.997> for<00:23:03.462> business<00:23:03.943> leaders<00:23:04.809> to<00:23:05.146> trust<00:23:05.723> or<00:23:05.803> to<00:23:05.948> hear<00:23:06.124> something<00:23:06.589> from<00:23:06.910> that<00:23:07.054> maybe<00:23:07.295> they<00:23:07.391> would<00:23:07.551> like.

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I<00:23:07.888> don't<00:23:08.032> know.

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I<00:23:08.369> think<00:23:08.513> it's<00:23:08.658> really<00:23:08.834> interesting.

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Yeah.

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You've<00:23:10.069> talked<00:23:10.261> a<00:23:10.342> lot<00:23:10.502> about<00:23:10.839> in<00:23:10.919> this<00:23:11.079> interview<00:23:11.400> about<00:23:11.721> like<00:23:12.010> culture<00:23:12.828> and,<00:23:13.630> um,<00:23:14.288> you<00:23:14.369> know,<00:23:14.529> various<00:23:14.930> ways<00:23:15.171> that<00:23:15.396> you,<00:23:15.877> uh,<00:23:16.214> think<00:23:16.391> about<00:23:16.696> that<00:23:17.017> and<00:23:17.161> how<00:23:17.338> to<00:23:17.578> integrate<00:23:17.979> teams<00:23:18.300> and<00:23:18.381> things<00:23:18.573> like<00:23:18.702> that.

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Obviously,<00:23:19.729> Patrick<00:23:20.002> Lencioni's<00:23:20.547> Five<00:23:20.868> Dysfunctions<00:23:21.847> of<00:23:21.927> a<00:23:21.991> Team<00:23:22.248> is<00:23:22.553> a<00:23:22.874> great<00:23:23.099> example<00:23:23.436> of<00:23:23.516> that.

00:23:23.660 --> 00:23:26.565
We<00:23:23.757> actually<00:23:24.158> have<00:23:24.383> him<00:23:24.559> coming<00:23:24.944> to<00:23:24.976> speak<00:23:25.426> at<00:23:25.522> an<00:23:25.602> event<00:23:25.987> in<00:23:26.084> January.

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Amazing.

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Yeah,<00:23:27.929> he,<00:23:28.154> he's<00:23:28.411> great.

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He's<00:23:29.117> awesome.

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Um,<00:23:30.641> I<00:23:30.738> wonder<00:23:31.043> how<00:23:31.203> you<00:23:31.299> think<00:23:31.524> about<00:23:31.765> culture<00:23:32.086> at<00:23:32.166> nuts.com<00:23:32.824> and<00:23:32.920> how<00:23:32.984> have<00:23:33.209> you<00:23:33.370> built<00:23:33.546> it?

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Yeah,<00:23:34.589> so<00:23:34.766> it's<00:23:34.910> been<00:23:34.974> an<00:23:35.135> evolution<00:23:35.793> during<00:23:35.969> my<00:23:36.178> time<00:23:36.435> there,<00:23:37.141> and<00:23:37.221> I<00:23:37.318> think<00:23:37.719> that<00:23:38.040> was<00:23:39.227> How<00:23:39.388> I<00:23:39.484> would<00:23:39.564> describe<00:23:39.981> the<00:23:40.110> culture<00:23:40.367> when<00:23:40.463> I<00:23:40.591> got<00:23:40.832> here,<00:23:40.928> which<00:23:41.089> was<00:23:41.201> still<00:23:41.570> really<00:23:41.731> special,<00:23:42.677> it<00:23:42.838> is—<00:23:43.720> Nutts<00:23:44.138> in<00:23:44.298> general<00:23:44.956> is<00:23:45.101> a<00:23:45.261> very<00:23:46.128> low<00:23:46.449> ego,<00:23:47.540> customer-centric,<00:23:49.353> high<00:23:49.594> passion,<00:23:51.102> really<00:23:51.359> good<00:23:51.519> people.

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And<00:23:53.349> I<00:23:53.365> don't<00:23:53.509> want<00:23:53.638> to<00:23:53.766> discredit<00:23:54.472> any<00:23:54.633> of<00:23:54.729> my<00:23:54.809> amazing<00:23:55.210> leadership<00:23:55.531> teams<00:23:55.756> I've<00:23:55.836> had<00:23:55.932> the<00:23:56.013> privilege<00:23:56.350> of<00:23:56.478> being<00:23:56.655> a<00:23:56.735> part<00:23:57.040> of,<00:23:57.537> but<00:23:58.003> it<00:23:58.243> is<00:23:58.644> really<00:23:59.174> special<00:24:00.490> to<00:24:00.570> have<00:24:01.710> been<00:24:01.886> a<00:24:02.014> part<00:24:02.207> of<00:24:02.271> an<00:24:02.351> organization<00:24:02.913> that<00:24:03.138> really<00:24:03.394> doesn't<00:24:03.635> have<00:24:04.117> those<00:24:04.438> political<00:24:04.999> dynamics.

00:24:06.267 --> 00:24:10.904
From<00:24:06.379> a<00:24:06.443> senior<00:24:06.764> leadership<00:24:07.182> standpoint,<00:24:07.888> even<00:24:08.128> with<00:24:08.289> the<00:24:08.433> evolution<00:24:08.834> of<00:24:08.995> one<00:24:09.171> here<00:24:09.396> or<00:24:09.428> there,<00:24:09.717> you<00:24:10.054> typically<00:24:10.519> have<00:24:10.680> something.

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So,<00:24:12.204> it<00:24:12.284> is<00:24:12.445> a<00:24:12.605> very<00:24:12.926> low<00:24:13.167> ego,<00:24:13.696> customer-centric,<00:24:14.932> just<00:24:15.349> good<00:24:16.312> group<00:24:16.536> of<00:24:16.617> humans.

00:24:17.259 --> 00:24:20.034
And<00:24:17.660> that's<00:24:17.900> been<00:24:17.997> consistent<00:24:18.943> when<00:24:19.056> I<00:24:19.200> joined<00:24:19.746> and<00:24:19.906> now.

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I<00:24:20.564> would<00:24:20.708> say<00:24:20.885> the<00:24:21.126> thing<00:24:21.366> that<00:24:21.527> we<00:24:21.671> evolved<00:24:22.153> culturally<00:24:23.115> is<00:24:23.693> because<00:24:24.190> of<00:24:24.335> the<00:24:24.559> underlying<00:24:25.522> family<00:24:25.843> heritage,<00:24:27.688> family<00:24:28.106> is<00:24:28.266> not<00:24:28.507> a<00:24:28.651> word<00:24:29.068> I<00:24:29.133> would<00:24:29.245> associate<00:24:29.694> with<00:24:29.807> accountability.

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It<00:24:30.914> depends<00:24:31.219> on<00:24:31.315> your<00:24:31.395> personal<00:24:31.796> family<00:24:32.037> dynamics,<00:24:32.583> but<00:24:32.679> in<00:24:32.839> general,<00:24:33.802> family<00:24:34.203> is<00:24:34.347> not<00:24:34.459> a<00:24:34.588> word<00:24:34.764> that<00:24:34.860> is<00:24:34.941> associated<00:24:35.550> with<00:24:35.967> accountability.

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And<00:24:37.170> so<00:24:38.196> coming<00:24:38.597> in,<00:24:38.918> everyone<00:24:39.495> was<00:24:39.816> very<00:24:40.136> nice<00:24:40.922> and<00:24:41.099> kind<00:24:41.500> to<00:24:41.660> each<00:24:41.820> other,<00:24:42.462> but<00:24:42.622> we<00:24:42.863> lacked<00:24:43.488> a<00:24:43.648> rigorous<00:24:44.691> goal-setting<00:24:45.990> feedback<00:24:46.391> culture.

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And<00:24:47.417> so<00:24:47.593> that's<00:24:47.914> been<00:24:48.139> one<00:24:48.235> of<00:24:48.315> the<00:24:48.395> changes,<00:24:48.876> which<00:24:49.053> is<00:24:49.181> like,<00:24:49.502> feedback<00:24:49.823> is<00:24:49.919> a<00:24:50.079> gift.

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Telling<00:24:51.426> people<00:24:51.907> that<00:24:52.068> they<00:24:52.228> can<00:24:52.324> do<00:24:52.421> something<00:24:52.886> better<00:24:53.768> is<00:24:54.008> good<00:24:54.249> for<00:24:54.393> their<00:24:54.553> growth.

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It's<00:24:55.435> helpful<00:24:55.772> to<00:24:55.852> them.

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And<00:24:56.494> the<00:24:56.574> reality<00:24:57.135> is<00:24:57.777> most<00:24:58.098> people<00:24:58.402> that<00:24:58.498> show<00:24:58.659> up<00:24:58.755> to<00:24:58.883> work<00:24:59.060> every<00:24:59.220> day<00:24:59.942> want<00:25:00.086> to<00:25:00.182> do<00:25:00.343> a<00:25:00.407> great<00:25:00.647> job<00:25:01.369> and<00:25:01.449> they<00:25:01.706> want<00:25:01.866> to<00:25:01.946> grow,<00:25:02.748> so<00:25:02.828> they<00:25:03.052> want<00:25:03.213> to<00:25:03.293> hear<00:25:03.533> it.

00:25:04.191 --> 00:25:07.125
Very<00:25:04.431> few<00:25:04.656> people<00:25:05.554> can't<00:25:05.714> handle<00:25:06.035> it<00:25:06.131> or<00:25:06.275> don't<00:25:06.500> want<00:25:06.644> to<00:25:06.676> hear<00:25:06.981> it.

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Most<00:25:07.702> people<00:25:08.103> actually<00:25:08.504> want<00:25:08.681> to<00:25:08.841> grow<00:25:09.162> and<00:25:09.242> get<00:25:09.546> better,<00:25:10.124> right?

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And<00:25:10.444> then<00:25:10.589> it's<00:25:10.685> about<00:25:10.925> giving<00:25:11.262> our<00:25:11.487> leaders<00:25:12.288> or<00:25:12.368> managers<00:25:13.074> or<00:25:13.234> partners<00:25:13.651> and<00:25:13.731> team<00:25:13.892> members<00:25:14.148> across<00:25:14.373> the<00:25:14.453> organization<00:25:15.720> the<00:25:15.896> tools<00:25:16.922> to<00:25:17.002> be<00:25:17.099> able<00:25:17.243> to<00:25:17.419> do<00:25:17.596> that<00:25:18.221> productively,<00:25:19.247> because<00:25:19.440> not<00:25:19.728> all<00:25:19.841> feedback<00:25:20.771> is<00:25:20.867> a<00:25:20.947> gift.

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It<00:25:21.412> has<00:25:21.540> to<00:25:21.668> be<00:25:21.749> given<00:25:21.957> the<00:25:21.989> right<00:25:22.150> way<00:25:22.470> with<00:25:22.550> the<00:25:22.631> right<00:25:22.807> intent.

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So<00:25:24.234> really<00:25:24.539> teaching<00:25:25.116> the<00:25:25.196> team<00:25:25.421> how<00:25:25.517> to<00:25:25.597> do<00:25:25.741> that<00:25:25.998> and<00:25:26.222> also<00:25:26.479> creating<00:25:26.800> a<00:25:26.864> performance<00:25:27.345> culture.

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I<00:25:28.162> think<00:25:28.322> that<00:25:28.563> was<00:25:28.723> one<00:25:28.819> of<00:25:28.883> the<00:25:28.963> big<00:25:29.124> differences<00:25:29.765> where<00:25:30.806> we<00:25:31.047> evolved<00:25:31.608> from<00:25:31.832> being<00:25:32.088> a<00:25:32.104> team<00:25:32.409> where,<00:25:33.050> and<00:25:33.290> I've<00:25:33.547> seen<00:25:33.755> it<00:25:33.835> with<00:25:33.995> plenty<00:25:34.188> of<00:25:34.252> companies<00:25:34.732> where<00:25:34.893> bonuses<00:25:35.309> are<00:25:35.437> just<00:25:36.159> given<00:25:36.399> out<00:25:36.639> and<00:25:36.735> it's<00:25:37.617> how<00:25:37.841> you<00:25:37.921> get<00:25:38.082> it,<00:25:38.178> you<00:25:38.258> don't<00:25:38.418> quite<00:25:38.658> know,<00:25:39.059> to<00:25:39.219> being<00:25:39.524> more,<00:25:40.037> it<00:25:40.117> is<00:25:40.261> clear,<00:25:40.678> it<00:25:40.822> is<00:25:40.918> super<00:25:41.222> transparent.

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You<00:25:42.248> have<00:25:42.504> individual<00:25:43.049> goals.

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We're<00:25:44.091> going<00:25:44.219> to<00:25:44.331> have<00:25:44.652> OKRs<00:25:45.293> that<00:25:45.389> are<00:25:45.469> set<00:25:46.110> and<00:25:46.190> we're<00:25:46.254> going<00:25:46.366> to<00:25:46.430> talk<00:25:46.687> about<00:25:46.911> them<00:25:47.088> at<00:25:47.168> a<00:25:47.232> regular<00:25:47.632> cadence.

00:25:48.514 --> 00:25:52.616
And<00:25:48.594> you're<00:25:48.898> always<00:25:49.075> going<00:25:49.171> to<00:25:49.235> know<00:25:49.331> where<00:25:49.459> you<00:25:49.555> stand<00:25:50.100> for<00:25:50.180> your<00:25:50.276> individual<00:25:50.757> performance<00:25:51.558> and<00:25:51.639> the<00:25:51.783> company's<00:25:52.183> performance.

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And<00:25:52.824> how<00:25:52.921> does<00:25:53.081> that<00:25:53.257> fit?

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Benefit.

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So<00:25:55.087> moving<00:25:55.488> to<00:25:55.633> that<00:25:55.874> performance<00:25:56.516> and<00:25:56.757> feedback<00:25:57.094> culture<00:25:57.881> has<00:25:58.057> been<00:25:58.202> the<00:25:58.282> evolution,<00:25:58.780> but<00:25:59.005> without<00:25:59.743> losing<00:26:00.691> that<00:26:01.044> magic<00:26:01.991> that<00:26:02.152> is<00:26:02.537> we<00:26:02.634> hire<00:26:03.035> really<00:26:03.260> great<00:26:03.436> people<00:26:04.143> who<00:26:04.239> are<00:26:04.336> super<00:26:04.882> hungry<00:26:05.668> and<00:26:05.845> driven<00:26:06.471> to<00:26:06.551> provide<00:26:06.873> this<00:26:06.969> amazing<00:26:07.370> customer<00:26:07.611> experience<00:26:08.253> because<00:26:08.494> we've,<00:26:09.040> you<00:26:09.072> know,<00:26:09.201> one<00:26:09.313> of<00:26:09.377> the<00:26:09.538> things<00:26:09.843> we've<00:26:10.164> also<00:26:10.806> evolved<00:26:11.930> during<00:26:12.107> my<00:26:12.332> time<00:26:12.589> here<00:26:12.990> is<00:26:13.231> really<00:26:14.596> being<00:26:14.837> focused<00:26:15.222> on<00:26:15.318> revising<00:26:16.153> our<00:26:16.266> mission,<00:26:16.683> vision,<00:26:17.004> values,<00:26:17.807> and<00:26:17.887> make<00:26:18.144> it<00:26:18.209> clear<00:26:19.172> Why<00:26:19.332> are<00:26:19.477> we<00:26:19.573> here?

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What<00:26:20.151> are<00:26:20.215> we<00:26:20.360> striving<00:26:20.761> to<00:26:20.921> do?

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And<00:26:21.483> our<00:26:21.580> mission<00:26:22.687> is<00:26:23.730> to<00:26:23.763> spark<00:26:24.389> moments<00:26:24.774> of<00:26:24.934> joy<00:26:25.512> and<00:26:25.657> human<00:26:25.994> connection<00:26:27.278> through<00:26:27.438> delicious<00:26:27.920> food.

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And<00:26:28.787> I<00:26:28.883> think<00:26:29.188> in<00:26:29.284> a<00:26:29.429> world<00:26:29.750> where<00:26:29.830> we're<00:26:29.990> increasingly<00:26:30.568> behind<00:26:30.841> screens<00:26:31.515> and<00:26:31.596> we're<00:26:32.238> always<00:26:32.575> responding<00:26:33.201> to<00:26:33.281> something,<00:26:33.762> whether<00:26:33.955> it's<00:26:34.212> Slack,<00:26:34.581> text,<00:26:34.982> et<00:26:35.079> cetera,<00:26:36.250> giving<00:26:36.812> people<00:26:37.952> something<00:26:38.578> that<00:26:38.674> gives<00:26:38.899> them<00:26:38.995> that<00:26:39.140> moment<00:26:39.316> of<00:26:39.396> connection,<00:26:39.798> whether<00:26:40.039> it's<00:26:40.199> a<00:26:40.279> healthy<00:26:40.616> snack<00:26:41.066> at<00:26:41.146> the<00:26:41.323> end<00:26:41.467> of<00:26:41.547> the<00:26:41.724> day<00:26:42.350> after<00:26:42.591> your<00:26:42.767> workout<00:26:43.169> to<00:26:43.329> reconnect<00:26:43.795> with<00:26:43.875> yourself,<00:26:44.308> or<00:26:44.437> that<00:26:44.533> indulgent<00:26:45.175> treat<00:26:45.656> just<00:26:45.817> to<00:26:45.978> take<00:26:46.234> a<00:26:46.299> moment<00:26:46.604> or<00:26:46.700> a<00:26:46.780> breath.

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Or<00:26:47.936> something<00:26:48.449> to<00:26:48.545> share<00:26:48.866> with<00:26:49.043> friends<00:26:49.268> and<00:26:49.492> family.

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Like,<00:26:50.375> how<00:26:50.552> do<00:26:50.696> we<00:26:50.856> bring<00:26:51.194> more<00:26:51.354> connection<00:26:52.558> and<00:26:52.718> human<00:26:53.440> in<00:26:53.585> this<00:26:53.761> world<00:26:54.163> when,<00:26:54.628> you<00:26:54.804> know,<00:26:54.965> because<00:26:55.270> we<00:26:55.366> are<00:26:55.591> just<00:26:55.848> really<00:26:56.072> good<00:26:56.233> people<00:26:56.650> that<00:26:56.794> are<00:26:56.987> super<00:26:57.356> excited<00:26:57.870> to<00:26:58.656> bring<00:26:59.138> that<00:26:59.763> humanization<00:27:00.742> of<00:27:00.887> e-commerce<00:27:02.668> in<00:27:02.749> that<00:27:02.909> form.

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So,<00:27:03.952> so<00:27:04.097> for<00:27:04.418> us,<00:27:05.060> having<00:27:05.381> great<00:27:05.637> people<00:27:06.119> behind<00:27:06.520> the<00:27:06.680> food,<00:27:07.001> behind<00:27:07.483> the<00:27:07.563> product<00:27:08.526> is<00:27:08.751> really,<00:27:08.927> really<00:27:09.056> important.

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Finally,<00:27:11.896> we<00:27:12.057> end<00:27:12.201> every<00:27:12.378> interview<00:27:12.618> with<00:27:12.763> the<00:27:12.795> same<00:27:13.084> question.

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Okay,<00:27:13.886> uh,<00:27:14.142> that<00:27:14.319> is,<00:27:14.463> at<00:27:14.543> CEO.com,<00:27:15.648> we<00:27:15.745> believe<00:27:16.001> the<00:27:16.129> chances<00:27:16.530> one<00:27:16.706> gives<00:27:17.187> is<00:27:17.267> just<00:27:17.427> as<00:27:17.523> important<00:27:17.812> as<00:27:17.892> the<00:27:17.988> chances<00:27:18.308> one<00:27:18.469> takes.

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When<00:27:19.750> you<00:27:19.911> hear<00:27:20.135> that,<00:27:20.375> who<00:27:20.472> gave<00:27:20.696> you<00:27:20.808> a<00:27:20.872> chance<00:27:21.273> to<00:27:21.353> get<00:27:21.513> you<00:27:21.609> to<00:27:21.673> where<00:27:21.818> you<00:27:21.994> are<00:27:22.138> today?

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It<00:27:22.971> was<00:27:23.115> definitely<00:27:23.756> Jason<00:27:24.061> Ackerman,<00:27:24.622> the<00:27:24.782> founder<00:27:25.503> of<00:27:25.984> FreshDirect.

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I<00:27:27.346> always<00:27:27.602> say,<00:27:28.387> um,<00:27:29.188> based<00:27:29.509> on<00:27:29.685> my<00:27:29.909> resume,<00:27:30.791> I<00:27:31.608> would<00:27:31.912> not<00:27:32.169> have<00:27:32.393> gotten<00:27:33.194> the<00:27:33.370> jobs<00:27:34.172> he<00:27:34.476> kept<00:27:34.877> letting<00:27:35.133> me<00:27:35.229> step<00:27:35.614> into.

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Um,<00:27:37.376> he<00:27:37.857> trusted<00:27:38.258> me.

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I<00:27:38.818> proved<00:27:39.139> myself,<00:27:39.700> my<00:27:39.940> work<00:27:40.245> ethic,<00:27:40.982> I<00:27:41.126> think<00:27:41.302> personally,<00:27:42.728> one<00:27:42.888> of<00:27:43.048> my<00:27:43.930> attributes<00:27:44.330> that<00:27:44.490> served<00:27:44.907> me<00:27:45.067> well<00:27:45.932> as<00:27:47.070> an<00:27:47.150> employee,<00:27:47.727> as<00:27:48.015> a<00:27:48.095> leader,<00:27:48.432> as<00:27:48.512> a<00:27:48.576> human<00:27:48.832> in<00:27:48.993> life<00:27:49.409> is<00:27:49.553> I<00:27:49.698> have<00:27:50.419> a<00:27:51.059> massive<00:27:51.572> sense<00:27:52.678> of<00:27:52.902> ownership<00:27:53.319> and<00:27:53.383> accountability<00:27:54.440> that<00:27:54.584> has<00:27:54.761> afforded<00:27:55.161> me<00:27:55.466> 3<00:27:56.042> great<00:27:56.347> tours<00:27:56.619> of<00:27:56.747> duties<00:27:57.564> with<00:27:57.965> fantastic<00:27:58.510> founders<00:27:59.247> that<00:27:59.423> knew<00:27:59.567> they<00:27:59.727> could<00:27:59.888> trust<00:28:00.080> me,<00:28:00.833> that<00:28:00.929> I<00:28:01.009> would<00:28:01.314> act<00:28:01.650> on<00:28:01.810> their<00:28:01.970> behalf<00:28:02.595> as<00:28:02.772> an<00:28:02.916> owner<00:28:03.396> in<00:28:03.493> their<00:28:03.733> interests.

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So<00:28:06.697> I<00:28:06.777> think<00:28:07.418> Jay<00:28:07.578> did<00:28:07.754> a<00:28:07.818> great<00:28:08.059> job.

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Jay<00:28:08.539> did<00:28:08.764> me<00:28:09.004> a<00:28:09.100> great<00:28:09.357> service<00:28:10.222> By,<00:28:10.943> listen,<00:28:11.168> I<00:28:11.248> worked<00:28:11.424> my<00:28:11.568> tail<00:28:11.825> off,<00:28:12.386> so<00:28:12.530> I<00:28:12.691> think<00:28:13.829> he<00:28:13.989> was<00:28:14.149> happy<00:28:14.470> with<00:28:14.630> the<00:28:14.710> work<00:28:15.191> that<00:28:15.496> I<00:28:15.592> put<00:28:15.816> out<00:28:15.977> there.

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But<00:28:17.339> I,<00:28:17.740> like<00:28:17.900> I<00:28:17.916> said,<00:28:18.237> he,<00:28:18.782> I,<00:28:19.103> it<00:28:19.183> was<00:28:19.599> an<00:28:19.696> amazing<00:28:20.465> 8<00:28:20.641> years<00:28:21.026> working<00:28:21.267> at<00:28:21.363> that<00:28:21.523> company<00:28:22.084> and<00:28:22.228> I<00:28:22.389> think<00:28:22.950> I<00:28:23.062> probably,<00:28:24.008> I<00:28:24.248> felt<00:28:24.473> like<00:28:24.713> I<00:28:24.809> did<00:28:25.146> 20<00:28:25.915> years<00:28:26.412> plus<00:28:26.797> worth<00:28:26.973> of<00:28:27.118> learning<00:28:27.935> during<00:28:28.160> that<00:28:28.336> time.

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It<00:28:28.897> was,<00:28:29.298> it<00:28:29.362> was<00:28:29.522> really<00:28:29.682> incredible.

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Hard<00:28:30.644> work,<00:28:30.965> but<00:28:31.205> wow,<00:28:31.462> rewarding<00:28:31.831> and<00:28:32.055> super<00:28:32.343> appreciative.

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We're<00:28:33.466> still<00:28:33.626> very<00:28:33.786> close<00:28:34.011> to<00:28:35.149> each<00:28:35.197> other.

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DJ,<00:28:35.886> I<00:28:36.095> am<00:28:36.527> so<00:28:36.832> honored<00:28:37.072> to<00:28:37.120> have<00:28:37.313> you<00:28:37.393> on<00:28:37.537> the<00:28:37.617> show.

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It's<00:28:38.419> been<00:28:38.499> incredible<00:28:39.317> and<00:28:39.637> what<00:28:39.797> a<00:28:39.878> leader<00:28:40.182> you<00:28:40.423> are<00:28:40.759> and<00:28:40.984> congratulations<00:28:41.657> on<00:28:41.737> everything<00:28:41.930> you're<00:28:42.042> doing<00:28:42.267> at<00:28:42.347> Dots.com.

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Best<00:28:43.632> of<00:28:43.728> luck<00:28:43.953> on<00:28:44.050> the<00:28:44.194> gift<00:28:44.515> launch.

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I'm<00:28:45.013> sure<00:28:45.174> it'll<00:28:45.335> be<00:28:45.479> great.

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And<00:28:45.977> I'm<00:28:46.363> sure—<00:28:46.491> Thank<00:28:46.700> you.

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—In<00:28:47.005> the<00:28:47.037> future.

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Thank<00:28:47.664> you<00:28:47.744> so<00:28:47.840> much<00:28:48.065> for<00:28:48.145> coming<00:28:48.370> on.

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Thanks<00:28:49.013> so<00:28:49.045> much<00:28:49.173> for<00:28:49.254> having<00:28:49.511> me.