Ilir Sela spent two years phoning in other people's pizza orders

Ilir Sela started MyPizza in 2010 to build websites and online ordering for independent pizzerias, beginning with the ones his relatives owned. The shop owners wanted the orders. They did not want a tablet on the counter or any change to how they worked a Friday night. So for the first two years, every order placed through one of his sites went to his personal email, and he called it in.

"If you, Clint, placed an order for Joe's Pizza using one of our websites, it would come to my email," Sela told the CEO.com Podcast in a conversation recorded June 22, 2023. "I would call Joe's Pizza and say, 'Hi, this is Ilir, I've got an order for you from MyPizza,' and I would read it out." He set a specific ringtone so he would know when an order came in. When he could not get to the phone, the company switched to sending orders by fax, and the fax service broke down every few days. Customers wanted to know where their food was. Shop owners said they never got the order. "Those days, those problems felt fatal," he said. "Now imagine that over the course of two to four years, where you're just dealing with that every single week."

The company is now called Slice. At the time of the conversation, it worked with about 20,000 independent pizzerias in all 50 states, employed more than 800 people, and had raised $125 million. Sela was still running it.

He grew up in the business. Born to an Albanian family in Macedonia and raised on Staten Island, he worked in his family's pizzerias as a kid and now counts more than 30 relatives and friends who own shops. "I come from three generations of small business owners," he said. "They happen to be in the pizza industry, so they own pizza shops dating back to the 70s." Each of them had chosen to run an independent shop rather than buy a Domino's or Papa John's franchise, usually because they had a recipe or a name they cared about. What Sela noticed, watching them, was that they were all running roughly the same business without knowing it, and all doing it alone. "They're in business alone, and while they are following their passion for craft or to provide for their family, they're inheriting all these business problems," he said. "Slice exists to help independent shop owners, specifically in the pizza industry, to be in business for themselves, not by themselves."

Slice was not his first company. After a computer science degree from the College of Staten Island, he started Nerd Force, an on-site computer repair business that he franchised in 2005, grew to 124 locations, and sold to Nexus Management PLC in 2008. The proceeds paid for MyPizza.

Before he wrote any code, he spent a few months studying the industry, and he still uses the figures he collected then. Pizza in the United States is a $47 billion to $48 billion business spread across about 78,000 shops. Roughly a quarter of those belong to the big chains: Domino's, Pizza Hut, Papa John's, Little Caesars. That leaves around 55,000 independents. In 2010, about 30 percent of Domino's orders were placed online. For independents, the figure was closer to 1 percent.

"The hypothesis that I started with was like, okay, it's pretty clear that at some point, I don't know if it's going to be in two years or 20 years, but at some point every order is going to be a digital order," he said. Domino's earnings releases showed him what that shift was worth. Online customers spent more per order, came back more often, and cost less to serve, because nobody had to answer the phone. "As soon as I saw that, it was off to the races." He built sites for family members first and charged nothing unless the orders came, then $2 an order, capped.

Slice took no outside money for six years. There was no consumer app and no point-of-sale product, just websites, online ordering, and whatever it took to get the order to the kitchen. Sela worked out of a Starbucks and kept the company's numbers in a spreadsheet because he did not own QuickBooks. In February 2015 he looked at the month and worked out that the business was on pace for $40 million in sales, $4 million in revenue, and $3 million in profit. "That was the time when I picked my head up and said, okay, how do I bring more resources into this business in order to really make sure that it's set up for success for the second stage?"

The resources came. In May 2020, with dining rooms closed across the country, Slice closed a $43 million Series C led by KKR, with GGV Capital participating; the platform served more than 12,000 pizzerias at the time. In April 2021, it raised another $40 million in a Series D led by Cross Creek, with KKR, GGV, and Primary Ventures returning and former Twitter executives Dick Costolo and Adam Bain coming in through 01 Advisors. Sela told Built In at the time that the company expected to pass $1 billion in gross merchandise value that year.

The product has grown with the money. Slice builds a shop's website and online ordering under the shop's own name, and the shop keeps the customer data. It runs a consumer app tied to those same customers, sells a point-of-sale system that reconciles every channel, and has started a supplies business that uses the combined buying power of its merchants to lower the cost of boxes and ingredients. Sela draws a hard line between this and the delivery apps. "DoorDash, GrubHub, Uber Eats, these are direct-to-consumer companies that use restaurants as inventory," he said. "They bring consumers to the restaurant, but the restaurant's still left on their own to manage their business." His preferred comparison is Shopify, which sells merchants the tools to run their own stores rather than selling their products under its brand.

That distinction is less clean than it was when he started. DoorDash launched its own commission-free ordering product for restaurant websites in 2020 and dropped the setup and software fees in April 2021, leaving only payment processing, and the large point-of-sale companies sell the same set of ordering, loyalty, and marketing tools Slice does. Slice's bet is that a company built for one kind of shop can serve it better than a company built for every kind. Sela's data point is the telephone: Slice found that more than 20 percent of calls to a busy pizzeria go unanswered, and that about 80 percent of the calls that do get picked up turn into orders. "The idea is that the consumer shouldn't have to sacrifice the convenience of ordering for a better quality product," he said.

Asked whether Slice would go public, Sela declined to say. "Great businesses always have optionality," he said. "I'm pretty proud of the fact that Slice is in a position where we haven't been pigeonholed into a specific path." Asked about the economy, he described pizza as a staple that does not move much with it. It is cheap, it travels, and it feeds a household. By his count, about 4,000 net new independent pizza shops opened in 2022, and the pace had held into 2023. With 20,000 of 55,000 independents on the platform, most of the growth he talks about is inside the shops he already has, getting each one to use more of what Slice sells. Delis, bakeries, and taco shops come up in internal conversations, and he keeps saying no. "I think we have to earn the right to do that," he said. "For the foreseeable future, we're still focused on pizza."

On running the company, Sela kept returning to the fact that his customers are usually alone in a kitchen when the phone rings. "If you call them on a random day for anything, even if it's to introduce them to Slice, you have no idea what they're going through," he said. "In that moment, their oven may have broken down. In that moment, their kitchen staff may have called out, or their delivery drivers didn't show up." He also said Slice listens to those owners without doing what they say. "If we follow everything they tell us to do, it is most likely going to lead us all into not an innovative path," he said. "What we have to do is listen and lead." As the company passed 800 people, he said, what mattered most was keeping the mission concrete, with stories from actual shop owners rather than a line on a wall, holding a high bar on who gets hired, and not letting the work turn grim. "I think leadership sometimes comes across as incredibly serious and incredibly daunting and challenging, but it's got to be fun," he said.

Every CEO.com Podcast conversation ends with the same question: who gave you a chance? Sela named his parents, who were entrepreneurs themselves and let him take risks without feeling the weight of them. Then he described February 2015 again, from the other side. Having decided Slice needed more than he could give it alone, he went on Twitter and tagged four people in restaurant technology, asking each for a few minutes. Three never answered. The fourth was Wiley Cerilli, an early Seamless executive who had founded and sold SinglePlatform. Cerilli got on the phone and introduced Sela to the people who led Slice's seed round. "This was a person who was just so open-minded to what we were building and willing to listen," Sela said. "You'd be surprised by how rare that is. I certainly wouldn't be here today if Wiley hadn't responded."

00:00:00 Ilir's Family Roots in Pizza
00:01:16 How Slice Differs From DoorDash and Grubhub
00:03:49 Leveling the Playing Field for Independents
00:06:21 Funding, Growth, and Future Plans
00:08:37 Pizza's Resilience Through Economic Turbulence
00:11:30 Considering Expansion Beyond Pizza
00:12:40 Researching the Pizza Industry's Total Market
00:16:20 Building Company Culture Around Empathy
00:18:45 The Turning Point in 2015
00:21:47 Early Failures and Scrappy Fixes
00:24:56 Lessons Learned on Leadership
00:29:26 The Chance That Changed Everything

WEBVTT

00:00:09.623 --> 00:00:10.191
How<00:00:09.801> are<00:00:10.045> you?

00:00:10.289 --> 00:00:12.432
Thank<00:00:10.532> you<00:00:10.613> so<00:00:10.922> much<00:00:11.246> for<00:00:11.750> coming<00:00:12.139> on.

00:00:12.480 --> 00:00:16.588
I'm<00:00:12.659> so<00:00:12.870> excited<00:00:13.195> to<00:00:13.292> learn<00:00:13.520> more<00:00:13.633> about<00:00:14.689> Slice<00:00:15.728> and<00:00:15.874> your<00:00:16.134> background.

00:00:17.476 --> 00:00:19.260
How<00:00:17.653> did<00:00:17.829> you<00:00:17.974> get<00:00:18.215> started<00:00:18.697> in<00:00:18.842> all<00:00:19.019> of<00:00:19.163> this?

00:00:19.340 --> 00:00:20.111
Tell<00:00:19.565> us<00:00:19.645> your<00:00:19.742> story.

00:00:21.091 --> 00:00:23.020
Yeah,<00:00:21.268> thank<00:00:21.429> you<00:00:21.574> so<00:00:21.766> much<00:00:21.911> for<00:00:22.056> having<00:00:22.297> me<00:00:22.457> on<00:00:22.554> here,<00:00:22.779> Clint.

00:00:23.261 --> 00:00:24.884
Um,<00:00:23.984> how<00:00:24.080> did<00:00:24.305> I<00:00:24.321> get<00:00:24.482> started?

00:00:25.109 --> 00:00:27.456
I<00:00:25.285> come<00:00:25.526> from<00:00:25.768> 3<00:00:25.928> generations<00:00:26.555> of<00:00:26.700> small<00:00:26.817> business<00:00:27.237> owners.

00:00:27.876 --> 00:00:39.273
They<00:00:28.773> happen<00:00:29.014> to<00:00:29.158> be<00:00:30.056> in<00:00:30.200> the<00:00:30.360> pizza<00:00:30.601> industry,<00:00:31.034> so<00:00:31.338> they<00:00:31.579> own,<00:00:32.204> or<00:00:32.300> they<00:00:32.605> owned<00:00:32.845> pizza<00:00:33.086> shops<00:00:34.464> dating<00:00:34.785> back<00:00:35.025> to<00:00:35.122> the<00:00:35.202> '70s<00:00:35.827> and<00:00:35.971> most<00:00:36.148> recently<00:00:36.628> in<00:00:36.789> the<00:00:37.350> early,<00:00:37.895> early<00:00:38.232> 2000s,<00:00:38.857> I<00:00:38.937> want<00:00:39.017> to<00:00:39.049> say.

00:00:40.139 --> 00:00:43.634
And<00:00:40.380> I<00:00:40.396> saw<00:00:40.636> firsthand<00:00:41.357> the<00:00:41.438> challenges<00:00:41.999> that<00:00:42.640> small<00:00:42.880> business<00:00:43.265> owners<00:00:43.522> face.

00:00:44.628 --> 00:00:56.019
They're<00:00:44.964> in<00:00:45.109> business<00:00:45.509> alone,<00:00:46.551> and<00:00:47.850> while<00:00:48.090> they<00:00:48.555> are<00:00:49.357> following<00:00:49.838> their<00:00:50.014> passion<00:00:50.495> for<00:00:50.735> craft<00:00:51.361> or<00:00:52.338> provide<00:00:52.739> for<00:00:52.884> their<00:00:53.060> family,<00:00:54.007> they're<00:00:54.120> inheriting<00:00:54.737> all<00:00:54.899> these<00:00:55.078> business<00:00:55.483> problems.

00:00:56.765 --> 00:01:04.638
And<00:00:56.943> Slice<00:00:57.284> exists<00:00:57.787> to<00:00:58.501> help<00:00:58.744> independent<00:00:59.621> shop<00:01:00.010> owners,<00:01:00.302> specifically<00:01:00.821> in<00:01:00.854> the<00:01:01.000> pizza<00:01:01.308> industry,<00:01:02.238> to<00:01:02.385> be<00:01:02.549> in<00:01:02.630> business<00:01:03.038> for<00:01:03.267> themselves,<00:01:03.773> not<00:01:04.001> by<00:01:04.181> themselves.

00:01:05.950 --> 00:01:14.459
Primarily,<00:01:06.288> we<00:01:06.385> help<00:01:06.626> with<00:01:07.046> technology<00:01:07.594> platform<00:01:08.641> to<00:01:08.706> help<00:01:09.592> digitize<00:01:10.092> their<00:01:10.237> customer<00:01:10.640> base,<00:01:11.527> help<00:01:11.768> grow<00:01:11.946> their<00:01:12.107> revenue,<00:01:12.816> reduce<00:01:13.235> costs,<00:01:13.880> give<00:01:14.025> them<00:01:14.122> back<00:01:14.218> time.

00:01:16.211 --> 00:01:20.116
And<00:01:16.355> it's<00:01:16.532> more<00:01:16.773> than<00:01:16.934> just<00:01:17.239> like<00:01:17.994> DoorDash<00:01:19.023> or<00:01:19.328> Grubhub,<00:01:19.987> right?

00:01:20.228 --> 00:01:27.835
I<00:01:20.244> mean,<00:01:20.469> you're<00:01:20.614> like<00:01:20.871> fully<00:01:21.192> integrated<00:01:21.739> into<00:01:21.915> these<00:01:22.156> restaurants<00:01:22.655> to<00:01:22.783> help<00:01:22.896> them<00:01:24.415> make<00:01:24.752> money,<00:01:25.523> handle<00:01:25.780> their<00:01:25.940> deliveries,<00:01:26.823> that,<00:01:27.128> that<00:01:27.305> type<00:01:27.481> of<00:01:27.546> stuff.

00:01:27.931 --> 00:01:28.429
Is<00:01:27.963> that<00:01:28.108> right?

00:01:29.456 --> 00:01:37.740
Yeah,<00:01:30.098> uh,<00:01:30.419> I<00:01:30.435> would<00:01:30.532> say<00:01:30.740> DoorDash,<00:01:31.222> Grubhub,<00:01:31.623> Uber<00:01:31.864> Eats—<00:01:32.121> these<00:01:32.426> are<00:01:33.100> direct-to-consumer<00:01:33.887> companies<00:01:34.433> that<00:01:34.674> use<00:01:35.958> restaurants<00:01:36.921> as<00:01:37.178> inventory.

00:01:38.061 --> 00:01:38.800
Think<00:01:38.238> of<00:01:38.318> it<00:01:38.382> that<00:01:38.607> way.

00:01:39.169 --> 00:01:46.377
Um,<00:01:39.554> yeah,<00:01:39.715> yeah,<00:01:39.907> they<00:01:39.988> bring<00:01:40.228> consumers<00:01:40.726> to<00:01:40.871> the<00:01:40.951> restaurant,<00:01:42.380> um,<00:01:43.198> but<00:01:43.343> the<00:01:43.423> restaurant's<00:01:43.873> still<00:01:44.146> left<00:01:44.467> on<00:01:44.563> their<00:01:44.788> own<00:01:44.980> to<00:01:45.125> manage<00:01:45.590> their,<00:01:45.847> their<00:01:46.008> business.

00:01:47.148 --> 00:01:53.937
Slice<00:01:47.677> is<00:01:47.999> a<00:01:48.175> core<00:01:48.480> partner,<00:01:48.833> so<00:01:49.042> we're<00:01:49.299> integrated<00:01:50.567> A<00:01:51.065> good<00:01:51.209> analogy<00:01:51.690> would<00:01:51.851> be<00:01:52.413> Amazon<00:01:52.910> versus<00:01:53.231> Shopify.

00:01:54.451 --> 00:01:59.667
Slice<00:01:54.900> is<00:01:54.996> much<00:01:55.301> more<00:01:55.462> like<00:01:55.558> Shopify<00:01:56.746> for<00:01:57.083> brick-and-mortar,<00:01:57.949> um,<00:01:58.688> independent<00:01:59.089> pizza<00:01:59.330> shops.

00:02:00.357 --> 00:02:02.411
And<00:02:00.694> commerce<00:02:01.079> enablement<00:02:01.512> is<00:02:01.641> our<00:02:01.801> core<00:02:02.042> product.

00:02:03.342 --> 00:02:08.638
And<00:02:03.422> so<00:02:03.566> we<00:02:03.663> empower<00:02:04.064> them<00:02:04.224> with<00:02:04.385> websites,<00:02:05.027> online<00:02:05.428> ordering,<00:02:06.295> with<00:02:06.471> their<00:02:06.712> brand,<00:02:07.209> their<00:02:07.434> customer<00:02:07.835> base,<00:02:08.076> their<00:02:08.301> data.

00:02:09.665 --> 00:02:14.110
We've<00:02:09.825> got<00:02:09.986> a<00:02:10.066> consumer<00:02:10.708> app<00:02:11.527> which<00:02:11.623> is<00:02:11.992> also<00:02:12.249> very<00:02:12.505> much<00:02:12.794> connected<00:02:13.131> to<00:02:13.308> their<00:02:13.452> customer<00:02:13.854> base.

00:02:14.736 --> 00:02:19.039
We've<00:02:14.881> got<00:02:15.041> a<00:02:15.137> point-of-sale<00:02:15.683> system<00:02:16.823> that<00:02:16.983> sort<00:02:17.160> of<00:02:17.305> reconciles<00:02:18.092> all<00:02:18.268> these<00:02:18.509> channels.

00:02:19.714 --> 00:02:26.026
And<00:02:19.859> now<00:02:20.035> we've<00:02:20.340> most<00:02:20.597> recently<00:02:21.481> launched<00:02:21.786> the<00:02:21.866> supplies<00:02:22.364> product<00:02:22.830> where<00:02:22.991> we're<00:02:23.151> bringing<00:02:23.569> buying<00:02:23.890> power<00:02:24.629> to<00:02:24.854> independent<00:02:25.577> merchants.

00:02:27.344 --> 00:02:32.773
And<00:02:27.424> you<00:02:27.520> started<00:02:27.825> this<00:02:28.050> because,<00:02:28.452> um,<00:02:28.934> you<00:02:29.014> come<00:02:29.191> from<00:02:29.432> a,<00:02:30.074> you<00:02:30.154> know,<00:02:30.315> a<00:02:30.460> long<00:02:30.717> line<00:02:30.958> of<00:02:31.343> pizzeria<00:02:31.905> owners,<00:02:32.323> is<00:02:32.403> that<00:02:32.564> right?

00:02:33.849 --> 00:02:35.551
Yeah,<00:02:34.395> uh,<00:02:34.732> 3<00:02:34.957> generations.

00:02:35.680 --> 00:02:38.732
I<00:02:35.696> have<00:02:35.856> a<00:02:36.017> ton<00:02:36.258> of<00:02:36.403> family<00:02:36.660> members<00:02:37.061> and<00:02:37.206> friends<00:02:37.527> that<00:02:37.623> own<00:02:37.784> pizza<00:02:38.025> shops<00:02:38.426> today.

00:02:39.454 --> 00:02:49.445
Uh,<00:02:39.631> they've<00:02:39.856> all<00:02:40.033> chosen<00:02:40.514> the<00:02:40.675> independent<00:02:41.237> path<00:02:41.719> because<00:02:42.763> They're<00:02:42.924> very<00:02:43.165> passionate<00:02:43.647> about<00:02:43.952> either<00:02:44.450> a<00:02:44.530> brand<00:02:44.851> they<00:02:44.931> want<00:02:45.076> to<00:02:45.156> bring<00:02:45.413> forward<00:02:46.040> or<00:02:47.003> a<00:02:47.100> recipe<00:02:47.646> that<00:02:47.806> they<00:02:47.887> want<00:02:47.983> to<00:02:48.128> bring<00:02:48.625> to<00:02:48.770> the<00:02:48.931> world.

00:02:49.509 --> 00:02:50.954
You<00:02:49.589> know,<00:02:50.055> they're<00:02:50.215> very<00:02:50.472> authentic.

00:02:51.822 --> 00:03:00.800
And<00:02:51.998> so<00:02:53.283> their<00:02:53.909> choice<00:02:55.210> in<00:02:55.371> life<00:02:55.628> in<00:02:55.756> terms<00:02:56.078> of<00:02:56.736> being<00:02:57.041> able<00:02:57.218> to<00:02:57.443> open<00:02:57.620> up<00:02:57.780> a<00:02:57.860> pizza<00:02:58.166> shop<00:02:58.487> was<00:02:58.680> either<00:02:59.611> go<00:02:59.772> the<00:02:59.868> franchise<00:03:00.494> path.

00:03:01.249 --> 00:03:04.895
So<00:03:01.554> think<00:03:01.795> Domino's<00:03:02.358> or<00:03:02.518> Papa<00:03:02.759> John's<00:03:03.819> or<00:03:03.964> the<00:03:04.108> independent<00:03:04.606> path.

00:03:05.730 --> 00:03:08.525
And<00:03:05.811> the<00:03:05.891> franchise<00:03:06.373> path,<00:03:06.839> as<00:03:06.935> I<00:03:07.015> say,<00:03:07.320> takes<00:03:07.561> away<00:03:07.738> the<00:03:07.883> creative<00:03:08.139> freedom.

00:03:09.103 --> 00:03:14.162
And<00:03:09.248> so<00:03:09.360> many<00:03:09.665> of<00:03:09.730> these<00:03:09.906> family<00:03:10.147> members<00:03:11.432> ended<00:03:11.737> up<00:03:12.058> operating<00:03:12.877> their<00:03:13.102> own<00:03:13.279> independent<00:03:13.745> shop.

00:03:14.789 --> 00:03:22.643
And<00:03:14.869> what<00:03:14.933> was<00:03:15.126> fascinating<00:03:15.752> as<00:03:15.913> I,<00:03:16.234> as<00:03:16.475> I<00:03:16.877> grew<00:03:17.037> up<00:03:17.278> and<00:03:18.483> was<00:03:18.579> surrounded<00:03:18.981> by<00:03:19.222> all<00:03:19.382> these<00:03:20.009> operators<00:03:21.004> is<00:03:21.069> that<00:03:21.229> they<00:03:21.309> were<00:03:21.534> all<00:03:21.791> kind<00:03:21.968> of<00:03:22.096> very<00:03:22.273> similar.

00:03:22.755 --> 00:03:24.891
They<00:03:22.835> were<00:03:23.060> all<00:03:23.317> running<00:03:23.638> very<00:03:23.879> similar<00:03:24.345> businesses.

00:03:25.485 --> 00:03:26.545
They<00:03:25.566> just<00:03:25.807> didn't<00:03:26.047> really<00:03:26.224> know<00:03:26.449> it.

00:03:26.610 --> 00:03:34.753
They<00:03:26.754> were<00:03:26.931> working<00:03:27.316> alone<00:03:28.762> when<00:03:29.003> I<00:03:29.179> think<00:03:29.501> the,<00:03:30.464> the<00:03:30.689> real<00:03:31.091> unlock<00:03:31.990> comes<00:03:32.295> from<00:03:33.741> working<00:03:34.158> more<00:03:34.399> together.

00:03:35.587 --> 00:03:39.792
Putting,<00:03:35.908> you<00:03:35.940> know,<00:03:36.406> being<00:03:36.871> all<00:03:37.031> on<00:03:37.128> the<00:03:37.208> same<00:03:37.529> platform,<00:03:38.075> realizing<00:03:38.556> some<00:03:38.749> of<00:03:38.797> those<00:03:38.989> economies<00:03:39.455> of<00:03:39.535> scale.

00:03:39.856 --> 00:03:47.944
But<00:03:40.562> yeah,<00:03:40.738> to<00:03:40.883> answer<00:03:40.995> your<00:03:41.140> question,<00:03:41.846> 3<00:03:42.022> generations,<00:03:44.172> 30+<00:03:44.429> family<00:03:45.232> and<00:03:45.376> friends<00:03:45.793> that,<00:03:46.836> that<00:03:47.061> own<00:03:47.157> pizza<00:03:47.398> shops<00:03:47.703> today.

00:03:49.243 --> 00:03:54.748
What<00:03:49.388> I<00:03:49.484> love<00:03:49.661> about<00:03:49.869> your<00:03:50.030> model<00:03:50.672> is<00:03:50.832> you're<00:03:50.993> not<00:03:51.330> treating<00:03:51.715> these<00:03:51.891> restaurants<00:03:52.453> and<00:03:52.597> these<00:03:52.774> pizzerias<00:03:53.335> as<00:03:53.576> though<00:03:53.737> they're<00:03:53.977> inventory.

00:03:55.341 --> 00:04:02.803
You're<00:03:55.486> actually<00:03:56.224> rolling<00:03:56.561> up<00:03:56.705> your<00:03:56.786> sleeves<00:03:57.508> and<00:03:57.572> helping<00:03:57.973> them<00:03:58.230> with,<00:03:59.498> you<00:03:59.594> know,<00:03:59.754> help<00:03:59.979> them<00:04:00.316> run<00:04:00.493> a<00:04:00.541> successful<00:04:01.664> independent<00:04:02.322> pizza<00:04:02.627> shop.

00:04:03.269 --> 00:04:11.566
And<00:04:03.349> as<00:04:03.686> we<00:04:03.830> all<00:04:04.071> know,<00:04:04.488> I<00:04:04.504> mean,<00:04:06.013> independent<00:04:06.575> pizzerias<00:04:07.618> are<00:04:07.698> so<00:04:07.858> much<00:04:08.099> better<00:04:08.484> than<00:04:08.821> the<00:04:09.046> ones<00:04:09.287> you<00:04:09.367> named<00:04:09.624> before,<00:04:09.881> like<00:04:10.105> Domino's<00:04:10.908> or<00:04:11.052> Papa<00:04:11.309> John's.

00:04:11.614 --> 00:04:13.171
Like,<00:04:12.256> it's<00:04:12.657> not<00:04:12.817> even<00:04:13.058> close.

00:04:13.235 --> 00:04:16.701
So<00:04:13.395> the<00:04:13.524> more<00:04:13.796> of<00:04:13.941> those<00:04:14.198> that<00:04:14.358> we<00:04:14.519> can<00:04:14.759> get<00:04:15.546> is<00:04:15.786> just<00:04:15.963> unbelievable.

00:04:17.086 --> 00:04:18.386
What's<00:04:17.327> the<00:04:17.488> response<00:04:18.274> been?

00:04:18.451 --> 00:04:22.013
Because<00:04:18.595> you've<00:04:18.691> been<00:04:18.771> doing<00:04:18.948> this<00:04:19.092> for<00:04:19.189> a<00:04:19.221> while<00:04:19.317> and<00:04:19.413> you've<00:04:19.574> raised<00:04:19.879> a<00:04:19.895> lot<00:04:20.055> of<00:04:20.120> money,<00:04:20.376> and<00:04:20.457> so,<00:04:20.713> so<00:04:20.842> I<00:04:20.938> know<00:04:21.099> you're<00:04:21.259> well<00:04:21.500> on<00:04:21.580> your<00:04:21.740> way.

00:04:22.527 --> 00:04:26.090
How<00:04:23.089> are,<00:04:23.329> um,<00:04:24.132> uh,<00:04:24.469> restaurant<00:04:24.870> owners<00:04:25.255> responding<00:04:25.817> to<00:04:25.897> this?

00:04:26.138 --> 00:04:27.582
How<00:04:26.250> are<00:04:26.314> they<00:04:26.475> feeling<00:04:26.892> about<00:04:27.277> this?

00:04:28.064 --> 00:04:29.524
What<00:04:28.240> feedback<00:04:28.706> have<00:04:28.866> they<00:04:29.043> given<00:04:29.348> you?

00:04:30.551 --> 00:04:33.232
Yeah,<00:04:30.712> I<00:04:30.728> mean,<00:04:31.065> the,<00:04:31.450> the<00:04:31.980> Product<00:04:32.333> works<00:04:32.574> incredibly<00:04:33.120> well.

00:04:33.296 --> 00:04:40.329
Today<00:04:33.537> we<00:04:33.698> work<00:04:34.003> with,<00:04:34.565> uh,<00:04:35.464> just<00:04:35.785> about<00:04:36.042> 20,000<00:04:37.471> locations<00:04:37.969> around<00:04:38.193> the<00:04:38.274> country<00:04:39.317> in<00:04:39.462> all<00:04:39.574> 50<00:04:39.895> states.

00:04:41.228 --> 00:04:45.178
And,<00:04:41.630> um,<00:04:42.545> Slice,<00:04:43.010> you<00:04:43.107> know,<00:04:43.251> is<00:04:43.476> a,<00:04:43.733> is<00:04:43.813> a<00:04:43.894> lifesaver,<00:04:44.375> to<00:04:44.536> be<00:04:44.616> quite<00:04:44.921> honest.

00:04:45.740 --> 00:05:17.083
I<00:04:45.756> think<00:04:45.901> what's<00:04:46.125> happened<00:04:46.527> over<00:04:46.687> time<00:04:47.008> is,<00:04:47.330> uh,<00:04:47.811> independent<00:04:48.229> merchants<00:04:48.614> have<00:04:48.775> realized<00:04:49.979> the<00:04:50.782> incredible<00:04:51.424> importance<00:04:52.147> of<00:04:52.644> digitizing<00:04:53.351> their<00:04:53.527> business,<00:04:54.395> using<00:04:54.651> software<00:04:56.016> to,<00:04:56.562> uh<00:04:57.702> better<00:04:58.007> understand<00:04:58.424> their<00:04:58.584> customer,<00:04:59.226> to<00:04:59.306> be<00:04:59.451> able<00:04:59.547> to<00:05:00.093> connect<00:05:00.429> with<00:05:00.526> their<00:05:00.734> customers<00:05:01.232> through,<00:05:02.178> uh,<00:05:02.595> you<00:05:02.660> know,<00:05:02.980> marketing<00:05:03.398> like<00:05:03.478> consumer<00:05:04.104> retention<00:05:04.440> marketing<00:05:04.922> through<00:05:05.227> email<00:05:05.564> and<00:05:05.724> text<00:05:06.045> and<00:05:06.205> push,<00:05:07.232> uh,<00:05:07.409> to<00:05:07.569> be<00:05:07.649> able<00:05:07.810> to<00:05:07.954> understand<00:05:08.451> trends,<00:05:09.799> um,<00:05:10.377> and<00:05:10.521> most<00:05:10.633> importantly<00:05:11.885> to<00:05:12.222> free<00:05:12.462> themselves<00:05:13.008> from<00:05:13.168> the<00:05:13.249> telephone<00:05:13.987> because<00:05:14.468> the<00:05:14.628> bottleneck<00:05:15.174> for<00:05:15.254> most<00:05:15.527> of<00:05:15.575> these<00:05:15.751> merchants<00:05:16.152> is<00:05:16.297> actually<00:05:16.634> the<00:05:16.778> phone.

00:05:17.901 --> 00:05:28.013
On<00:05:18.094> a<00:05:18.142> Friday<00:05:18.415> night<00:05:18.703> when<00:05:18.800> it's<00:05:19.024> super<00:05:19.281> busy,<00:05:20.228> they're<00:05:20.468> operating<00:05:20.885> typically<00:05:21.287> alone<00:05:21.623> or<00:05:21.768> with<00:05:21.912> a<00:05:21.944> very<00:05:22.169> small<00:05:22.490> staff<00:05:24.827> you<00:05:24.859> know,<00:05:25.005> we<00:05:25.167> found<00:05:25.393> out<00:05:25.555> that<00:05:25.717> 20+<00:05:26.218> percent<00:05:26.541> of<00:05:26.622> their<00:05:26.768> phone<00:05:27.010> calls<00:05:27.269> go<00:05:27.577> unanswered.

00:05:28.790 --> 00:05:33.626
And,<00:05:29.679> you<00:05:29.712> know,<00:05:29.857> that's<00:05:30.100> a<00:05:30.181> big<00:05:30.423> problem<00:05:30.763> when<00:05:31.458> 80%<00:05:31.863> of<00:05:32.024> those<00:05:32.202> phone<00:05:32.429> calls<00:05:32.688> become<00:05:33.399> orders.

00:05:33.723 --> 00:05:36.508
That's<00:05:33.966> revenue<00:05:35.018> that<00:05:35.196> they're<00:05:35.358> just<00:05:35.585> leaving<00:05:35.909> off<00:05:36.071> the<00:05:36.168> table.

00:05:37.139 --> 00:05:40.684
And<00:05:37.220> so,<00:05:37.447> yeah,<00:05:37.625> to<00:05:37.706> your<00:05:37.932> point,<00:05:38.434> certainly<00:05:39.001> independent<00:05:39.470> shops<00:05:39.810> have<00:05:39.972> a<00:05:40.053> better<00:05:40.361> product.

00:05:40.782 --> 00:05:41.300
We<00:05:40.927> know<00:05:41.105> that.

00:05:42.512 --> 00:05:52.722
They<00:05:42.658> keep<00:05:42.851> our<00:05:42.997> communities<00:05:43.546> more<00:05:43.723> colorful,<00:05:44.433> colorful,<00:05:44.998> more<00:05:45.160> authentic,<00:05:45.805> more<00:05:45.902> diverse,<00:05:47.839> but<00:05:47.984> they're<00:05:48.162> lacking<00:05:48.630> the<00:05:48.727> tools<00:05:49.622> and<00:05:49.782> the<00:05:49.879> scale<00:05:51.147> of<00:05:51.228> some<00:05:51.404> of<00:05:51.485> these<00:05:51.710> larger<00:05:52.111> chains.

00:05:53.235 --> 00:05:54.312
And<00:05:53.316> that's<00:05:53.557> where<00:05:53.717> Slice<00:05:54.022> comes<00:05:54.263> in.

00:05:54.360 --> 00:06:06.615
I<00:05:54.440> think<00:05:54.601> that<00:05:54.842> the<00:05:54.922> goal<00:05:55.243> is<00:05:55.950> to<00:05:56.030> again<00:05:56.432> provide<00:05:56.769> them<00:05:56.930> with<00:05:57.090> those,<00:05:57.572> with<00:05:57.652> that<00:05:57.829> same<00:05:58.215> platform,<00:05:58.696> if<00:05:58.841> not<00:05:59.098> better,<00:05:59.981> so<00:06:00.206> that<00:06:01.411> we<00:06:01.491> can<00:06:01.652> level<00:06:01.909> the<00:06:02.053> playing<00:06:02.391> field<00:06:02.792> between<00:06:03.916> a<00:06:04.061> Joe's<00:06:04.543> Pizza<00:06:05.747> and<00:06:05.844> a<00:06:06.004> Papa<00:06:06.310> John's.

00:06:07.193 --> 00:06:15.561
Uh,<00:06:07.289> the<00:06:07.450> idea<00:06:07.932> is<00:06:08.108> that<00:06:08.349> the<00:06:08.478> consumer<00:06:08.912> shouldn't<00:06:09.281> have<00:06:09.538> to<00:06:09.618> sacrifice<00:06:11.144> the<00:06:11.770> convenience<00:06:12.365> of<00:06:12.574> ordering,<00:06:13.778> uh,<00:06:14.035> for<00:06:14.597> a<00:06:14.662> better<00:06:14.919> quality<00:06:15.240> product.

00:06:17.392 --> 00:06:18.114
Yeah,<00:06:17.472> I<00:06:17.713> love<00:06:17.889> that.

00:06:18.194 --> 00:06:20.908
I<00:06:18.210> think<00:06:18.435> that's,<00:06:18.997> uh,<00:06:19.816> genius<00:06:20.442> actually.

00:06:21.020 --> 00:06:27.138
And<00:06:21.101> you've—<00:06:21.887> as<00:06:22.208> I<00:06:22.225> understand<00:06:22.530> it,<00:06:22.626> you<00:06:22.770> raised<00:06:23.027> $43<00:06:24.408> million<00:06:25.195> in<00:06:25.356> 2020<00:06:25.998> in<00:06:26.078> a<00:06:26.094> Series<00:06:26.415> C<00:06:26.801> round.

00:06:27.202 --> 00:06:31.553
You,<00:06:27.427> you've<00:06:27.925> raised<00:06:29.049> at<00:06:29.129> least<00:06:29.434> $82<00:06:29.851> million<00:06:30.157> in<00:06:30.253> funding<00:06:30.751> so<00:06:31.120> far.

00:06:32.244 --> 00:06:38.169
Um,<00:06:32.485> I<00:06:32.581> don't<00:06:32.726> know<00:06:32.838> if<00:06:32.966> those<00:06:33.143> numbers<00:06:33.528> are<00:06:33.866> fully<00:06:34.251> accurate<00:06:34.572> at<00:06:34.668> this<00:06:34.909> point,<00:06:35.134> but<00:06:35.311> how<00:06:35.552> are—<00:06:36.017> um,<00:06:36.916> what's,<00:06:37.302> what's<00:06:37.478> the<00:06:37.703> end<00:06:37.864> game<00:06:38.105> here?

00:06:38.217 --> 00:06:45.108
Are<00:06:38.265> you<00:06:38.361> going<00:06:38.522> to<00:06:38.586> take<00:06:38.763> this<00:06:38.988> thing<00:06:39.164> public<00:06:39.662> or<00:06:41.557> Yeah,<00:06:41.959> we've<00:06:42.119> actually<00:06:42.457> raised<00:06:42.762> $125<00:06:43.983> million<00:06:44.771> total.

00:06:45.574 --> 00:06:45.815
Okay.

00:06:46.072 --> 00:06:49.736
Yeah,<00:06:46.313> I<00:06:46.458> assumed<00:06:47.116> like<00:06:47.358> that<00:06:47.470> because<00:06:48.016> my<00:06:48.225> data<00:06:48.402> was<00:06:48.627> all<00:06:48.707> the<00:06:48.788> way<00:06:48.884> back<00:06:49.045> from<00:06:49.221> 2020.

00:06:50.250 --> 00:06:50.491
Yeah.

00:06:50.651 --> 00:06:57.127
And,<00:06:50.957> and,<00:06:51.439> uh,<00:06:51.535> look,<00:06:51.696> we're<00:06:51.857> processing,<00:06:52.483> uh,<00:06:52.740> billions<00:06:53.158> in<00:06:53.222> transactions<00:06:53.945> every,<00:06:54.604> every<00:06:54.765> single<00:06:55.070> year<00:06:55.536> on<00:06:55.633> behalf<00:06:56.034> of<00:06:56.131> these<00:06:56.291> independent<00:06:56.757> shops.

00:06:57.625 --> 00:07:01.385
Uh,<00:06:57.866> in<00:06:57.962> terms<00:06:58.187> of<00:06:58.268> where<00:06:58.428> we're<00:06:58.525> taking<00:06:58.927> this,<00:06:59.971> there's<00:07:00.196> a<00:07:00.292> lot<00:07:00.598> of<00:07:00.758> room<00:07:00.999> for<00:07:01.096> growth.

00:07:01.738 --> 00:07:03.988
Again,<00:07:02.044> we<00:07:02.124> work<00:07:02.301> with<00:07:02.526> just<00:07:02.719> about<00:07:03.008> 20,000<00:07:03.731> shops.

00:07:05.097 --> 00:07:10.574
There<00:07:05.273> are<00:07:05.579> 55,000<00:07:07.587> independent<00:07:08.149> local<00:07:08.486> pizza<00:07:08.727> shops<00:07:09.835> in<00:07:09.915> the<00:07:10.012> country<00:07:10.333> today.

00:07:10.654 --> 00:07:16.595
So<00:07:10.959> we<00:07:11.200> certainly<00:07:11.601> have<00:07:11.778> a<00:07:11.842> lot<00:07:12.019> of<00:07:12.099> room<00:07:12.259> to<00:07:12.404> grow<00:07:12.581> in<00:07:12.661> terms<00:07:12.918> of<00:07:13.062> number<00:07:13.303> of<00:07:13.383> merchants<00:07:14.572> on<00:07:14.668> the<00:07:14.748> platform<00:07:15.390> where<00:07:15.631> we<00:07:15.776> can<00:07:15.936> come<00:07:16.097> in<00:07:16.193> and<00:07:16.338> help.

00:07:17.863 --> 00:07:28.653
I<00:07:18.040> do<00:07:18.216> think<00:07:18.505> that<00:07:18.618> I'm,<00:07:19.324> I<00:07:19.340> mean,<00:07:19.517> I'm<00:07:19.726> pretty<00:07:20.031> excited<00:07:20.448> about<00:07:21.572> giving<00:07:22.054> future<00:07:22.760> operators<00:07:23.322> the<00:07:23.419> opportunity<00:07:24.061> to<00:07:24.222> launch<00:07:24.703> their<00:07:24.928> own<00:07:25.105> business<00:07:26.213> in<00:07:26.293> a<00:07:26.373> way<00:07:26.550> that's<00:07:26.871> faster<00:07:27.738> and<00:07:27.899> less<00:07:28.011> painful.

00:07:28.974 --> 00:07:34.911
So<00:07:29.585> I<00:07:29.681> think<00:07:29.841> we<00:07:29.938> have<00:07:30.066> an<00:07:30.147> opportunity<00:07:30.725> to<00:07:30.949> grow<00:07:31.287> the<00:07:31.351> number<00:07:31.592> of<00:07:31.688> shops<00:07:32.073> that<00:07:32.700> that<00:07:33.196> are<00:07:33.998> operating<00:07:34.415> in<00:07:34.479> the<00:07:34.559> US.

00:07:35.601 --> 00:07:46.084
And<00:07:35.697> then<00:07:36.803> the<00:07:36.883> very<00:07:37.107> exciting<00:07:37.444> opportunity<00:07:37.941> is<00:07:38.662> continue<00:07:38.919> to<00:07:39.063> vertically<00:07:39.464> integrate<00:07:39.848> so<00:07:39.961> that<00:07:40.169> we<00:07:40.249> drive<00:07:40.506> adoption<00:07:41.403> of<00:07:41.483> our<00:07:41.692> products<00:07:42.028> and<00:07:42.124> services,<00:07:42.750> both<00:07:42.990> current<00:07:43.375> and<00:07:43.535> future,<00:07:44.657> for<00:07:44.897> more<00:07:45.138> and<00:07:45.234> more<00:07:45.394> of<00:07:45.474> these<00:07:45.699> merchants.

00:07:46.148 --> 00:07:57.208
So<00:07:46.276> it's<00:07:46.484> sort<00:07:46.596> of,<00:07:48.103> you<00:07:48.280> know,<00:07:48.824> how<00:07:48.857> do<00:07:48.937> you<00:07:49.081> grow<00:07:49.321> the<00:07:49.402> number<00:07:49.642> of<00:07:49.802> merchants<00:07:50.363> on<00:07:50.427> the<00:07:50.524> platform<00:07:51.020> and<00:07:51.469> how<00:07:51.501> do<00:07:51.565> you<00:07:51.646> grow<00:07:51.870> the<00:07:51.902> number<00:07:52.383> of<00:07:52.415> products<00:07:52.768> that<00:07:52.864> each<00:07:53.152> merchant<00:07:54.274> is<00:07:55.316> leveraging<00:07:55.893> in<00:07:56.037> order<00:07:56.198> to<00:07:56.278> improve<00:07:56.614> their<00:07:56.839> business?

00:07:57.833 --> 00:08:00.221
So<00:07:57.977> there's<00:07:58.233> a<00:07:58.378> lot<00:07:58.682> of<00:07:59.323> room<00:07:59.900> to<00:08:00.045> grow.

00:08:00.702 --> 00:08:03.109
Now,<00:08:01.825> what<00:08:01.938> does<00:08:02.050> that<00:08:02.162> mean<00:08:02.387> for<00:08:02.548> the<00:08:02.628> business?

00:08:04.297 --> 00:08:10.651
Whether<00:08:04.537> it's<00:08:04.634> a<00:08:04.714> public<00:08:04.955> company<00:08:05.661> or<00:08:06.062> we<00:08:06.158> remain<00:08:06.559> private,<00:08:07.442> we're<00:08:07.602> pretty<00:08:07.843> confident<00:08:08.389> that,<00:08:08.950> uh,<00:08:09.287> we<00:08:09.352> have<00:08:09.464> a<00:08:09.528> ton<00:08:09.913> of<00:08:10.010> optionality.

00:08:10.748 --> 00:08:24.661
At<00:08:11.213> the<00:08:11.357> end<00:08:11.454> of<00:08:11.534> the<00:08:11.678> day,<00:08:11.855> like,<00:08:12.882> great<00:08:13.219> businesses<00:08:14.005> always<00:08:14.246> have<00:08:14.423> optionality,<00:08:15.771> and<00:08:16.027> I'm<00:08:16.172> pretty<00:08:16.412> proud<00:08:16.653> of<00:08:16.733> the<00:08:16.814> fact<00:08:17.070> that<00:08:17.231> Slice<00:08:17.568> is<00:08:17.632> in<00:08:17.728> a<00:08:17.857> position<00:08:18.338> where<00:08:19.140> we<00:08:19.237> don't<00:08:19.477> necessarily<00:08:20.745> have<00:08:21.098> to—<00:08:21.788> uh,<00:08:21.965> we<00:08:22.029> haven't<00:08:22.238> sort<00:08:22.430> of<00:08:22.671> been<00:08:22.992> pigeonholed<00:08:23.570> into<00:08:23.810> a<00:08:23.826> specific<00:08:24.452> path.

00:08:25.254 --> 00:08:28.768
Like,<00:08:25.415> we've<00:08:25.575> got<00:08:25.816> many<00:08:26.057> different<00:08:26.362> options<00:08:26.715> in<00:08:26.859> terms<00:08:27.244> of<00:08:27.902> how<00:08:27.982> to<00:08:28.142> continue<00:08:28.479> to<00:08:28.559> scale.

00:08:29.890 --> 00:08:32.503
Yeah,<00:08:30.050> and<00:08:30.146> the<00:08:30.290> public<00:08:30.611> markets<00:08:31.108> right<00:08:31.204> now<00:08:31.364> are<00:08:31.573> turbulent,<00:08:32.310> right?

00:08:32.615 --> 00:08:37.376
And<00:08:32.711> so,<00:08:33.176> uh,<00:08:33.737> you<00:08:33.769> know,<00:08:34.138> obviously<00:08:34.538> I'd<00:08:34.651> stay<00:08:34.955> private<00:08:35.276> as<00:08:35.372> long<00:08:35.564> as<00:08:35.676> you<00:08:35.757> can,<00:08:36.718> just<00:08:36.879> given<00:08:37.183> that.

00:08:37.424 --> 00:08:50.520
In<00:08:37.520> fact,<00:08:38.081> touching<00:08:38.402> on<00:08:38.482> that<00:08:38.642> a<00:08:38.706> little<00:08:38.947> bit,<00:08:39.668> um,<00:08:40.485> with<00:08:40.646> the<00:08:40.790> economy<00:08:41.672> and<00:08:41.768> kind<00:08:41.912> of<00:08:41.992> the<00:08:42.072> turbulence<00:08:42.569> in<00:08:42.649> the<00:08:42.794> economy,<00:08:43.291> particularly<00:08:43.836> over<00:08:44.188> the<00:08:44.333> past,<00:08:44.685> I<00:08:44.717> don't<00:08:44.830> know,<00:08:45.070> 6<00:08:45.359> months<00:08:45.615> to<00:08:45.711> a<00:08:45.839> year,<00:08:46.801> and<00:08:46.881> kind<00:08:46.994> of<00:08:47.074> the<00:08:47.218> uncertainty<00:08:47.859> there,<00:08:48.805> how<00:08:48.901> has<00:08:49.126> that<00:08:49.302> affected<00:08:49.847> your<00:08:50.103> business?

00:08:50.729 --> 00:08:55.836
And,<00:08:50.985> and<00:08:51.129> just<00:08:51.402> as<00:08:51.466> importantly,<00:08:51.947> how<00:08:52.107> has<00:08:52.332> that<00:08:52.508> affected<00:08:52.973> the<00:08:53.149> businesses<00:08:53.646> of<00:08:53.854> the<00:08:54.581> of<00:08:54.751> the<00:08:55.005> customers<00:08:55.463> you<00:08:55.547> serve?

00:08:57.460 --> 00:08:58.152
Yeah,<00:08:57.561> it's<00:08:57.662> a<00:08:57.747> good<00:08:57.916> question.

00:09:00.138 --> 00:09:09.102
Um,<00:09:00.218> look,<00:09:00.413> I'm,<00:09:00.655> I'm—<00:09:01.367> I<00:09:01.432> would<00:09:01.529> say<00:09:01.562> I'm<00:09:01.772> pretty<00:09:02.241> fortunate<00:09:02.743> to<00:09:02.824> be<00:09:03.131> operating<00:09:03.568> in<00:09:03.617> a<00:09:03.779> business<00:09:04.119> model<00:09:05.252> and<00:09:05.332> serving<00:09:05.753> a<00:09:05.883> customer<00:09:06.384> base<00:09:07.032> that<00:09:07.177> I<00:09:07.274> believe<00:09:07.679> is<00:09:07.825> now<00:09:08.019> a<00:09:08.084> staple<00:09:08.634> in<00:09:08.715> the<00:09:08.780> country.

00:09:10.181 --> 00:09:33.832
Pizza<00:09:11.309> and<00:09:11.471> pizza<00:09:11.857> shops<00:09:12.905> are<00:09:13.001> the<00:09:13.146> cornerstone<00:09:13.807> of<00:09:14.194> every<00:09:14.468> single<00:09:14.935> neighborhood<00:09:16.063> nationwide,<00:09:16.853> regardless<00:09:17.579> of<00:09:19.033> how<00:09:19.195> big<00:09:19.373> the<00:09:19.470> city<00:09:19.777> is,<00:09:19.938> whether<00:09:20.261> you're<00:09:20.423> in<00:09:20.746> Manhattan<00:09:21.997> or<00:09:22.189> the<00:09:22.270> suburbs<00:09:22.880> of<00:09:22.976> New<00:09:23.137> York,<00:09:23.843> or<00:09:24.084> in<00:09:24.197> a<00:09:24.261> small<00:09:24.646> town<00:09:24.903> in<00:09:24.968> the<00:09:25.048> Midwest,<00:09:26.349> it<00:09:26.429> is<00:09:26.589> very<00:09:26.830> likely<00:09:27.151> that<00:09:27.312> there's<00:09:27.537> a<00:09:27.633> pizza<00:09:27.938> shop,<00:09:28.516> if<00:09:28.661> not<00:09:29.640> multiple<00:09:30.186> pizza<00:09:30.508> shops,<00:09:31.567> that<00:09:31.808> serve<00:09:32.130> their<00:09:32.290> customers<00:09:33.093> in<00:09:33.238> that<00:09:33.414> neighborhood.

00:09:35.004 --> 00:09:45.667
Uh,<00:09:35.678> it<00:09:35.807> tends<00:09:36.064> to<00:09:36.208> be<00:09:36.369> a<00:09:36.385> very<00:09:36.947> habitual,<00:09:38.537> uh,<00:09:38.874> product,<00:09:39.532> I<00:09:39.581> think,<00:09:39.757> because<00:09:41.026> it's<00:09:41.508> affordable,<00:09:42.712> it<00:09:42.808> travels<00:09:43.370> incredibly<00:09:43.916> well,<00:09:44.896> and<00:09:45.040> it's<00:09:45.233> social.

00:09:45.715 --> 00:09:48.910
It<00:09:45.859> feeds<00:09:46.421> more<00:09:46.662> than<00:09:46.823> one<00:09:47.048> person,<00:09:47.385> typically<00:09:47.786> a<00:09:47.851> large<00:09:48.268> cheese<00:09:48.589> pizza.

00:09:49.954 --> 00:09:55.087
The<00:09:50.258> American<00:09:50.740> consumer<00:09:51.879> is<00:09:52.039> habituated<00:09:52.745> on<00:09:52.905> this,<00:09:53.547> uh,<00:09:53.804> experience<00:09:54.301> at<00:09:54.429> least<00:09:54.606> once<00:09:54.863> a<00:09:54.927> week.

00:09:55.584 --> 00:10:02.515
So<00:09:55.953> everyone<00:09:56.772> for<00:09:56.916> the<00:09:56.996> most<00:09:57.317> part<00:09:57.558> has,<00:09:58.681> uh,<00:09:58.857> their<00:09:59.178> pizza<00:09:59.435> night,<00:09:59.740> whether<00:09:59.964> it's<00:10:00.076> a<00:10:00.141> family<00:10:00.542> pizza<00:10:00.798> night<00:10:01.103> at<00:10:01.328> work<00:10:01.809> or<00:10:01.986> with<00:10:02.210> friends.

00:10:03.734 --> 00:10:12.542
And<00:10:04.617> what<00:10:04.713> we<00:10:04.873> are<00:10:04.969> seeing<00:10:05.900> is<00:10:06.237> on<00:10:06.317> the<00:10:06.461> consumer<00:10:06.895> side,<00:10:08.082> more<00:10:08.306> and<00:10:08.403> more<00:10:08.563> consumers<00:10:09.590> are<00:10:09.911> deciding<00:10:10.488> to<00:10:10.665> make<00:10:10.889> their<00:10:11.050> night<00:10:11.675> out<00:10:12.157> inside.

00:10:13.039 --> 00:10:21.521
So<00:10:13.215> certainly<00:10:14.338> there's,<00:10:14.964> um<00:10:15.686> more<00:10:15.942> people<00:10:16.327> who<00:10:16.423> are<00:10:16.568> choosing<00:10:16.968> to<00:10:17.209> order<00:10:17.465> pizza<00:10:17.850> on<00:10:17.930> a<00:10:18.010> Friday<00:10:18.283> night<00:10:18.571> than<00:10:18.748> go<00:10:19.149> out<00:10:19.309> to<00:10:19.485> dinner<00:10:20.527> in<00:10:20.607> certain<00:10:20.992> geographies.

00:10:22.419 --> 00:10:39.364
On<00:10:22.595> the<00:10:23.236> shop<00:10:23.557> side,<00:10:23.862> on<00:10:23.942> the<00:10:23.974> merchant<00:10:24.359> side,<00:10:25.401> there's<00:10:25.625> this<00:10:25.801> amazing<00:10:26.346> renaissance<00:10:27.308> where<00:10:28.350> more<00:10:28.607> and<00:10:28.687> more<00:10:28.911> people<00:10:29.168> are<00:10:29.248> deciding<00:10:29.729> to<00:10:29.873> turn<00:10:30.114> their<00:10:30.274> passion<00:10:30.691> into<00:10:30.931> a<00:10:30.995> business,<00:10:31.412> their<00:10:31.637> craft<00:10:31.909> into<00:10:32.134> a<00:10:32.214> business,<00:10:33.320> or<00:10:33.721> they<00:10:33.881> want<00:10:33.961> to<00:10:34.041> manage<00:10:34.458> them<00:10:34.602> to<00:10:34.763> control<00:10:35.083> their<00:10:35.180> own<00:10:35.324> destiny<00:10:35.660> in<00:10:35.805> terms<00:10:36.125> of,<00:10:36.927> um,<00:10:37.728> you<00:10:37.761> know,<00:10:38.129> how<00:10:38.241> they<00:10:38.386> provide<00:10:38.770> for<00:10:38.851> their<00:10:38.947> family.

00:10:39.540 --> 00:10:43.227
So<00:10:40.614> a<00:10:40.855> record<00:10:41.271> number<00:10:41.512> of<00:10:41.672> pizza<00:10:41.913> shops<00:10:42.394> opened<00:10:42.698> up<00:10:42.858> last<00:10:43.099> year.

00:10:43.580 --> 00:10:48.343
I<00:10:44.141> believe<00:10:44.317> the<00:10:44.397> number<00:10:44.638> is<00:10:44.734> just<00:10:44.974> about<00:10:45.423> 4,000<00:10:46.802> new<00:10:47.123> pizza<00:10:47.428> shops,<00:10:48.006> net<00:10:48.247> new.

00:10:48.712 --> 00:10:49.049
Oh<00:10:48.953> wow.

00:10:49.755 --> 00:10:52.885
That<00:10:49.868> are<00:10:50.092> independent<00:10:51.376> opened<00:10:51.681> up<00:10:51.874> in<00:10:51.938> 2022.

00:10:53.607 --> 00:11:04.472
Uh,<00:10:53.848> I<00:10:53.944> think<00:10:54.169> that's,<00:10:54.570> um,<00:10:55.934> you<00:10:56.030> know,<00:10:56.432> an<00:10:56.576> exciting,<00:10:57.860> um,<00:10:58.373> sort<00:10:58.598> of<00:10:58.678> number,<00:10:59.224> and<00:10:59.320> we<00:10:59.465> kind<00:10:59.721> of<00:10:59.802> see<00:10:59.962> that<00:11:00.123> trend<00:11:00.363> continue<00:11:00.684> to,<00:11:01.423> to<00:11:02.225> sort<00:11:02.370> of<00:11:02.626> see<00:11:02.915> its<00:11:03.011> way<00:11:03.252> through<00:11:03.477> here<00:11:03.653> in<00:11:03.734> 2023.

00:11:05.034 --> 00:11:21.006
So<00:11:05.258> from<00:11:05.435> a,<00:11:05.595> from<00:11:05.804> a,<00:11:06.606> from<00:11:06.767> an<00:11:06.847> overall<00:11:07.248> industry<00:11:07.906> perspective,<00:11:09.415> it<00:11:09.495> is<00:11:09.752> a<00:11:09.912> bit<00:11:10.073> of<00:11:11.260> a<00:11:11.597> countercyclical<00:11:13.123> It's<00:11:13.285> a<00:11:13.366> bit<00:11:13.511> of<00:11:13.543> a<00:11:13.608> staple,<00:11:15.046> um,<00:11:16.096> and<00:11:17.873> wildly<00:11:18.438> consistent<00:11:19.811> is<00:11:19.973> the<00:11:20.070> best<00:11:20.312> way<00:11:20.490> I<00:11:20.538> can<00:11:20.716> put<00:11:20.877> it.

00:11:22.643 --> 00:11:29.640
And<00:11:22.805> I<00:11:22.984> imagine<00:11:23.373> you<00:11:23.471> said<00:11:23.698> like,<00:11:23.860> hey,<00:11:24.104> there<00:11:24.429> you<00:11:24.526> have<00:11:24.851> 20,000<00:11:25.581> pizza<00:11:25.890> shops<00:11:26.149> so<00:11:26.377> far<00:11:26.701> in<00:11:26.782> the<00:11:26.880> country,<00:11:27.286> there's<00:11:27.594> 55,000,<00:11:28.422> so<00:11:28.568> there's<00:11:28.747> a<00:11:28.812> lot<00:11:28.990> of<00:11:29.071> room<00:11:29.234> to<00:11:29.380> grow.

00:11:30.430 --> 00:11:34.504
Is<00:11:30.526> there,<00:11:31.170> um,<00:11:31.573> on<00:11:31.750> the<00:11:31.815> roadmap<00:11:32.475> like,<00:11:32.716> did<00:11:32.845> you<00:11:32.878> even<00:11:33.039> go<00:11:33.264> beyond<00:11:33.908> pizza<00:11:34.166> shops?

00:11:34.569 --> 00:11:39.529
I<00:11:34.617> mean,<00:11:34.810> local<00:11:35.213> delis,<00:11:36.082> uh,<00:11:36.807> you<00:11:36.888> know,<00:11:37.129> kind<00:11:37.290> of<00:11:37.371> just<00:11:37.790> locally<00:11:38.337> owned<00:11:38.740> restaurants<00:11:39.239> entirely?

00:11:41.128 --> 00:11:43.019
Yeah,<00:11:41.448> we,<00:11:41.625> we<00:11:41.705> talk<00:11:41.961> about<00:11:42.186> that<00:11:42.282> from<00:11:42.490> time<00:11:42.667> to<00:11:42.827> time.

00:11:43.068 --> 00:11:55.380
I<00:11:43.084> think<00:11:43.292> we<00:11:43.324> have<00:11:43.452> to<00:11:43.629> earn<00:11:43.789> the<00:11:43.933> right<00:11:44.126> to<00:11:44.270> do<00:11:44.414> that,<00:11:45.055> um,<00:11:45.793> but<00:11:45.953> certainly<00:11:46.274> there<00:11:46.434> are<00:11:46.659> other<00:11:46.915> categories<00:11:47.797> where<00:11:47.909> there's<00:11:48.999> families<00:11:49.624> that<00:11:49.865> run<00:11:50.025> the<00:11:50.121> business,<00:11:50.827> uh,<00:11:51.484> typically<00:11:51.949> owner-operated,<00:11:53.328> small<00:11:53.808> format,<00:11:54.610> takeout<00:11:54.915> delivery.

00:11:55.828 --> 00:12:05.319
Again,<00:11:56.133> to<00:11:56.197> your<00:11:56.373> point,<00:11:56.598> whether<00:11:56.774> it's<00:11:56.951> a<00:11:57.079> deli<00:11:57.335> or<00:11:57.415> a<00:11:57.576> bakery<00:11:58.618> or<00:11:58.698> a<00:11:58.778> taco<00:11:59.259> shop,<00:12:00.445> um,<00:12:01.407> you<00:12:01.503> name<00:12:01.744> it,<00:12:01.824> I<00:12:01.904> think<00:12:02.065> there's<00:12:02.305> certainly<00:12:02.690> an<00:12:02.770> opportunity<00:12:03.331> for<00:12:03.427> Slice<00:12:04.453> to<00:12:04.630> be<00:12:04.934> helpful.

00:12:05.896 --> 00:12:25.533
But<00:12:06.329> we<00:12:06.410> have<00:12:06.554> to<00:12:06.634> earn<00:12:06.795> the<00:12:06.875> right<00:12:07.099> to<00:12:07.196> do<00:12:07.356> that,<00:12:07.581> and<00:12:07.982> I've<00:12:08.303> always<00:12:08.800> really<00:12:09.041> believed<00:12:09.362> in<00:12:09.522> focus<00:12:10.180> and<00:12:10.324> making<00:12:10.629> sure<00:12:10.966> that<00:12:11.768> we<00:12:11.929> really<00:12:12.169> see<00:12:12.410> our<00:12:12.570> way<00:12:13.212> into,<00:12:14.800> uh,<00:12:14.977> into<00:12:15.201> the<00:12:15.362> businesses<00:12:16.164> of<00:12:16.341> these,<00:12:16.726> uh,<00:12:16.982> of<00:12:17.062> these<00:12:17.367> shops<00:12:17.704> and<00:12:17.784> make<00:12:17.945> sure<00:12:18.186> that<00:12:18.330> we're<00:12:19.052> actually<00:12:19.405> making<00:12:20.095> an<00:12:20.191> impact<00:12:20.993> at<00:12:21.138> scale<00:12:22.678> before<00:12:23.223> we,<00:12:23.544> uh,<00:12:24.122> we<00:12:24.266> explore<00:12:24.603> these<00:12:24.828> other<00:12:25.004> categories.

00:12:26.063 --> 00:12:30.186
I'm<00:12:26.464> certain<00:12:26.929> the<00:12:27.009> Slice<00:12:27.411> model<00:12:28.197> has<00:12:28.469> the<00:12:28.598> right<00:12:28.774> to<00:12:28.935> win<00:12:29.336> in<00:12:29.480> any<00:12:29.657> category.

00:12:31.887 --> 00:12:38.714
So<00:12:32.064> yeah,<00:12:32.465> I<00:12:32.481> think<00:12:33.092> at<00:12:33.188> some<00:12:33.429> point<00:12:33.815> most<00:12:34.056> likely,<00:12:34.537> but,<00:12:35.180> uh,<00:12:35.598> for<00:12:35.839> the<00:12:36.144> foreseeable<00:12:36.642> future<00:12:37.043> we're<00:12:37.204> still<00:12:37.525> focused<00:12:38.328> on<00:12:38.473> pizza.

00:12:39.356 --> 00:12:40.304
Yeah,<00:12:39.613> that<00:12:39.694> makes<00:12:39.967> sense.

00:12:40.834 --> 00:12:44.416
I'm<00:12:40.979> interested,<00:12:41.460> like,<00:12:41.701> when<00:12:41.846> you<00:12:41.942> started<00:12:42.344> this<00:12:42.585> thing,<00:12:42.906> like,<00:12:43.163> how<00:12:43.308> did<00:12:43.468> you<00:12:43.629> beta<00:12:43.950> test<00:12:44.336> it?

00:12:44.512 --> 00:12:46.649
What<00:12:44.673> was—<00:12:44.978> what<00:12:45.075> were<00:12:45.219> those<00:12:45.476> early<00:12:45.797> days<00:12:46.183> like?

00:12:47.227 --> 00:12:51.178
Uh,<00:12:47.564> I<00:12:47.645> assume—<00:12:48.351> did<00:12:48.464> you<00:12:48.592> go<00:12:48.689> to<00:12:48.753> like<00:12:48.994> family<00:12:49.331> members<00:12:49.717> and<00:12:49.845> say,<00:12:49.958> hey,<00:12:50.118> try<00:12:50.375> this<00:12:50.600> thing<00:12:50.841> out?

00:12:51.259 --> 00:12:53.283
How<00:12:51.339> do—<00:12:51.901> yeah,<00:12:52.126> tell<00:12:52.239> me<00:12:52.383> about<00:12:52.544> the<00:12:52.624> early<00:12:52.945> days.

00:12:54.536 --> 00:12:56.816
Yeah,<00:12:55.098> um,<00:12:56.238> early<00:12:56.479> days.

00:12:57.298 --> 00:12:58.918
Started<00:12:57.747> with<00:12:57.859> a<00:12:57.988> couple<00:12:58.244> of<00:12:58.389> hypotheses.

00:12:58.966 --> 00:13:13.211
Well,<00:12:59.079> the<00:12:59.191> first<00:12:59.367> thing<00:12:59.528> I<00:12:59.544> did<00:12:59.768> was<00:13:00.153> I<00:13:00.186> knew<00:13:01.357> the<00:13:01.758> economics<00:13:02.319> of<00:13:02.431> the<00:13:02.656> pizza<00:13:02.977> shop<00:13:03.362> within<00:13:03.602> the<00:13:03.699> four<00:13:04.003> walls<00:13:04.886> through<00:13:05.046> and<00:13:05.142> through,<00:13:05.944> but<00:13:06.169> I<00:13:06.249> did<00:13:06.345> not<00:13:06.666> really<00:13:06.971> fully<00:13:07.292> understand<00:13:07.934> the<00:13:08.896> total<00:13:09.169> addressable<00:13:09.634> market,<00:13:09.955> the<00:13:10.420> industry,<00:13:11.703> um,<00:13:12.586> industry<00:13:12.987> data.

00:13:13.259 --> 00:13:21.842
So<00:13:13.404> I<00:13:13.484> spent<00:13:13.869> a<00:13:14.126> few<00:13:14.222> months<00:13:14.543> studying<00:13:15.008> the<00:13:15.088> pizza<00:13:15.393> industry<00:13:15.714> in<00:13:15.810> terms<00:13:16.195> of<00:13:16.997> how<00:13:17.559> it<00:13:17.815> was,<00:13:18.521> um,<00:13:19.820> broken<00:13:20.141> down<00:13:21.184> at<00:13:21.344> that<00:13:21.505> time.

00:13:21.890 --> 00:13:23.670
And<00:13:22.146> actually,<00:13:22.387> I'll<00:13:22.868> share<00:13:23.173> the<00:13:23.205> numbers<00:13:23.510> today.

00:13:24.632 --> 00:13:28.849
It<00:13:24.777> is<00:13:25.017> about<00:13:25.610> a<00:13:25.674> $47,<00:13:26.636> $48<00:13:27.278> billion<00:13:27.999> industry<00:13:28.400> in<00:13:28.480> the<00:13:28.560> US.

00:13:29.185 --> 00:13:39.846
That<00:13:29.378> means<00:13:30.404> $48<00:13:30.884> billion<00:13:32.311> in<00:13:32.407> revenue<00:13:33.513> passes<00:13:34.075> through<00:13:34.331> about<00:13:35.149> 77,000,<00:13:36.367> 78,000<00:13:38.114> total<00:13:38.659> pizza<00:13:38.980> shops<00:13:39.381> in<00:13:39.445> the<00:13:39.525> US.

00:13:40.968 --> 00:13:48.807
Uh,<00:13:41.529> out<00:13:41.641> of<00:13:41.769> that<00:13:42.010> 78,000,<00:13:44.030> about<00:13:44.655> 20%,<00:13:45.392> 25%<00:13:46.194> of<00:13:46.354> those<00:13:46.578> locations<00:13:47.941> are<00:13:48.278> the<00:13:48.358> big<00:13:48.518> chains.

00:13:49.384 --> 00:13:54.424
I<00:13:49.480> call<00:13:49.624> them<00:13:49.720> the<00:13:49.881> big,<00:13:50.201> the<00:13:50.250> the<00:13:50.346> big<00:13:50.522> pizza<00:13:50.844> chains—<00:13:51.630> Domino's,<00:13:52.513> Pizza<00:13:52.835> Hut,<00:13:53.172> Papa<00:13:53.413> John's,<00:13:53.798> Little<00:13:53.975> Caesars.

00:13:55.099 --> 00:14:04.861
These<00:13:55.404> are<00:13:55.580> brands<00:13:56.046> that<00:13:56.110> have<00:13:56.223> already<00:13:56.544> invested<00:13:58.053> in<00:13:58.149> the<00:13:58.230> platform<00:13:58.792> that<00:13:58.952> Slice<00:13:59.739> has<00:14:00.060> also<00:14:00.317> created,<00:14:01.521> and<00:14:01.618> so<00:14:01.762> we<00:14:01.987> kind<00:14:02.147> of<00:14:02.244> don't<00:14:02.469> view<00:14:02.645> them<00:14:02.870> as,<00:14:03.833> uh,<00:14:03.930> potential<00:14:04.411> customers.

00:14:05.840 --> 00:14:08.153
So<00:14:05.953> that<00:14:06.178> leaves<00:14:06.435> about<00:14:06.659> 55,000<00:14:07.655> locations.

00:14:08.972 --> 00:14:16.582
And<00:14:09.389> what<00:14:09.550> I<00:14:10.095> also<00:14:10.674> witnessed<00:14:11.139> was<00:14:11.316> that<00:14:11.541> these<00:14:11.878> big<00:14:12.119> pizza<00:14:12.376> chains<00:14:13.307> had<00:14:13.483> really<00:14:13.724> started<00:14:14.045> to<00:14:14.206> break<00:14:14.511> out<00:14:14.623> in<00:14:14.768> terms<00:14:15.153> of<00:14:15.812> digital<00:14:16.358> ordering.

00:14:16.871 --> 00:14:21.881
So<00:14:17.803> at<00:14:17.979> that<00:14:18.220> time,<00:14:19.087> 30%<00:14:19.649> of<00:14:19.826> Domino's<00:14:20.709> order<00:14:20.934> volume<00:14:21.351> was<00:14:21.512> digital.

00:14:22.379 --> 00:14:24.370
For<00:14:22.716> independent<00:14:23.181> shops,<00:14:23.599> it<00:14:23.663> was<00:14:23.824> like<00:14:24.225> 1%.

00:14:25.365 --> 00:14:31.514
Today<00:14:25.670> Domino's<00:14:26.184> is<00:14:26.344> about<00:14:26.874> 85%<00:14:27.757> digital,<00:14:28.801> uh,<00:14:29.058> and<00:14:29.218> still<00:14:29.540> independents<00:14:30.166> are<00:14:30.262> kind<00:14:30.487> of<00:14:30.583> lagging<00:14:30.985> and<00:14:31.129> trailing.

00:14:32.109 --> 00:14:43.604
So,<00:14:33.457> uh,<00:14:33.698> the<00:14:33.778> hypothesis<00:14:34.437> that<00:14:34.517> I<00:14:34.597> started<00:14:34.902> with<00:14:34.999> was<00:14:35.159> like,<00:14:35.480> okay,<00:14:36.540> it's<00:14:36.685> pretty<00:14:36.925> clear<00:14:37.230> that<00:14:37.391> at<00:14:37.487> some<00:14:37.808> point—<00:14:38.290> I<00:14:38.370> don't<00:14:38.547> know<00:14:38.595> if<00:14:38.627> it's<00:14:38.724> going<00:14:38.852> to<00:14:38.932> be<00:14:39.013> in<00:14:39.173> 2<00:14:39.398> years<00:14:39.751> or<00:14:39.896> 20<00:14:40.201> years—<00:14:40.458> but<00:14:40.602> at<00:14:40.699> some<00:14:41.100> point<00:14:41.726> every<00:14:42.208> order<00:14:42.304> is<00:14:42.448> going<00:14:42.529> to<00:14:42.561> be<00:14:42.705> a<00:14:42.866> digital<00:14:43.427> order.

00:14:44.535 --> 00:14:54.149
And<00:14:45.129> certainly<00:14:45.514> merchants<00:14:46.156> don't<00:14:46.397> really<00:14:46.702> realize<00:14:47.119> that<00:14:47.279> today,<00:14:48.467> and<00:14:49.125> definitely<00:14:49.607> the<00:14:49.687> consumer<00:14:50.184> is<00:14:50.313> not<00:14:50.489> behaving<00:14:50.891> that<00:14:51.115> way<00:14:51.212> today,<00:14:51.533> but<00:14:51.918> that's,<00:14:52.736> that's<00:14:53.057> the<00:14:53.202> way<00:14:53.314> the<00:14:53.459> history<00:14:53.780> is<00:14:53.924> moving.

00:14:55.048 --> 00:15:13.603
And<00:14:55.144> so,<00:14:56.733> uh,<00:14:57.134> when<00:14:57.295> I<00:14:57.311> looked<00:14:57.535> at<00:14:57.696> then<00:14:57.856> the<00:14:58.177> economics<00:14:58.900> of<00:14:59.237> that<00:14:59.863> change,<00:15:00.842> meaning<00:15:01.323> what<00:15:01.484> happens<00:15:01.885> when<00:15:02.045> consumers<00:15:02.671> move<00:15:02.912> to<00:15:03.008> digital,<00:15:04.148> I<00:15:04.212> studied<00:15:04.613> Domino's<00:15:05.111> and<00:15:05.239> I<00:15:05.320> was<00:15:05.416> looking<00:15:05.737> at<00:15:05.897> their<00:15:06.315> earnings<00:15:06.684> release<00:15:07.743> very<00:15:08.048> quickly<00:15:08.385> realized<00:15:08.947> that<00:15:09.750> the<00:15:09.975> online<00:15:10.392> consumer<00:15:11.436> was<00:15:11.516> spending<00:15:11.982> more<00:15:12.078> money<00:15:12.463> every<00:15:12.656> time<00:15:12.881> they<00:15:12.961> placed<00:15:13.282> an<00:15:13.426> order.

00:15:14.069 --> 00:15:16.862
The<00:15:14.309> online<00:15:14.646> consumer<00:15:15.594> came<00:15:15.770> back<00:15:16.091> more<00:15:16.252> frequently.

00:15:17.520 --> 00:15:20.314
The<00:15:17.761> online<00:15:18.098> consumer<00:15:19.142> costs<00:15:19.527> less<00:15:19.784> to<00:15:19.928> serve.

00:15:21.052 --> 00:15:23.444
And<00:15:21.694> we<00:15:21.726> spoke<00:15:22.031> about<00:15:22.192> the<00:15:22.336> bottleneck<00:15:22.834> of<00:15:22.979> the<00:15:23.075> phone.

00:15:24.038 --> 00:15:25.788
Certainly<00:15:24.439> that<00:15:24.696> no<00:15:24.841> longer<00:15:25.226> exists.

00:15:26.510 --> 00:15:35.998
And<00:15:26.559> so<00:15:27.088> what<00:15:27.313> happens<00:15:27.747> is<00:15:27.891> if<00:15:28.036> you<00:15:28.132> trade<00:15:28.597> or<00:15:28.678> if<00:15:28.838> you<00:15:28.919> move<00:15:29.240> your<00:15:29.721> offline<00:15:30.058> volume<00:15:30.460> to<00:15:30.604> digital,<00:15:31.728> you<00:15:31.824> see<00:15:32.065> this<00:15:32.627> increase<00:15:33.093> in<00:15:33.189> revenue<00:15:34.297> and<00:15:34.955> decrease<00:15:35.437> in<00:15:35.661> cost.

00:15:36.095 --> 00:15:40.221
As<00:15:37.379> soon<00:15:37.668> as<00:15:37.764> I<00:15:37.780> saw<00:15:38.086> that,<00:15:38.423> uh,<00:15:39.033> it<00:15:39.274> was<00:15:39.514> off<00:15:39.546> to<00:15:39.611> the<00:15:39.771> races.

00:15:40.879 --> 00:15:48.376
First<00:15:41.056> thing<00:15:41.216> that<00:15:41.361> I<00:15:41.441> did<00:15:41.618> was<00:15:41.842> I<00:15:41.874> started<00:15:42.260> to<00:15:42.340> build<00:15:43.127> websites<00:15:43.624> and<00:15:43.769> online<00:15:44.090> ordering<00:15:44.973> component<00:15:45.936> for<00:15:46.835> some<00:15:47.076> family<00:15:47.333> members,<00:15:47.734> to<00:15:47.863> your<00:15:48.120> point.

00:15:48.987 --> 00:15:56.018
And,<00:15:49.629> um,<00:15:50.608> yeah,<00:15:50.849> I<00:15:50.913> would<00:15:50.993> just<00:15:51.186> sort<00:15:51.427> of<00:15:51.507> show<00:15:51.796> them,<00:15:52.197> uh,<00:15:52.454> created<00:15:53.080> a<00:15:53.177> business<00:15:53.562> model<00:15:53.755> that<00:15:53.899> was,<00:15:54.204> uh,<00:15:54.525> pretty<00:15:55.408> much<00:15:55.585> a<00:15:55.665> win-win.

00:15:56.709 --> 00:16:01.687
They<00:15:56.853> would<00:15:57.030> not<00:15:57.415> have<00:15:57.592> to<00:15:57.736> pay<00:15:58.073> a<00:15:58.218> dime<00:15:59.197> unless<00:15:59.518> we<00:15:59.679> delivered<00:16:01.334> value.

00:16:01.848 --> 00:16:04.322
And<00:16:01.928> if<00:16:02.089> we<00:16:02.169> delivered<00:16:02.571> value,<00:16:02.908> they'd<00:16:03.053> have<00:16:03.230> to<00:16:03.310> pay<00:16:03.471> $2<00:16:03.953> per<00:16:04.177> order.

00:16:04.370 --> 00:16:06.057
So<00:16:04.515> it<00:16:04.579> was<00:16:04.676> $2<00:16:05.238> per<00:16:05.382> order<00:16:05.704> capped.

00:16:06.828 --> 00:16:09.351
And<00:16:07.648> pretty<00:16:07.873> quickly<00:16:08.371> it<00:16:08.676> kind<00:16:08.837> of<00:16:08.933> took<00:16:09.094> off.

00:16:09.415 --> 00:16:10.026
Word<00:16:09.672> spread.

00:16:10.765 --> 00:16:12.133
More<00:16:10.877> and<00:16:10.990> more<00:16:11.104> people<00:16:11.447> wanted<00:16:11.757> a<00:16:11.823> website.

00:16:12.248 --> 00:16:14.699
More<00:16:12.346> and<00:16:12.493> more<00:16:12.656> people<00:16:12.967> wanted<00:16:13.228> an<00:16:13.375> online<00:16:13.702> ordering<00:16:13.996> product.

00:16:15.890 --> 00:16:19.032
Um,<00:16:17.130> and<00:16:17.211> that<00:16:17.372> was,<00:16:17.678> uh,<00:16:17.856> that<00:16:17.952> was<00:16:18.049> sort<00:16:18.259> of<00:16:18.404> the,<00:16:18.678> the<00:16:18.758> beginning.

00:16:20.821 --> 00:16:25.495
How<00:16:21.063> have<00:16:21.224> you<00:16:21.401> built<00:16:21.659> the<00:16:21.869> culture<00:16:22.288> as<00:16:22.449> you've<00:16:22.675> grown<00:16:23.335> of<00:16:23.513> the<00:16:23.642> company,<00:16:24.544> and<00:16:24.625> how<00:16:24.850> has<00:16:25.012> that<00:16:25.189> changed?

00:16:27.256 --> 00:16:28.558
Oh,<00:16:27.819> uh,<00:16:27.996> the<00:16:28.140> culture.

00:16:28.719 --> 00:16:33.831
So<00:16:29.282> first<00:16:29.539> and<00:16:29.667> foremost,<00:16:30.150> like,<00:16:30.632> our<00:16:30.729> focus<00:16:31.130> is<00:16:31.291> on<00:16:31.388> the<00:16:31.516> customer,<00:16:32.240> and<00:16:32.497> our<00:16:32.738> first<00:16:32.979> customer<00:16:33.237> is<00:16:33.381> the<00:16:33.462> business.

00:16:33.880 --> 00:16:35.311
Our<00:16:33.960> second<00:16:34.346> customer<00:16:34.667> is<00:16:34.828> the<00:16:34.893> consumer.

00:16:36.988 --> 00:16:39.309
You<00:16:37.149> have<00:16:37.488> to<00:16:37.633> have<00:16:37.939> empathy<00:16:38.503> for<00:16:38.825> the<00:16:38.922> customer.

00:16:39.422 --> 00:16:45.208
These<00:16:39.712> are<00:16:41.243> operating<00:16:41.662> businesses,<00:16:42.935> uh,<00:16:43.677> very,<00:16:43.999> very<00:16:44.257> difficult<00:16:44.644> to<00:16:44.789> operate.

00:16:45.691 --> 00:16:47.431
As<00:16:45.772> I<00:16:45.788> mentioned,<00:16:46.239> typically<00:16:46.658> owner-operated.

00:16:48.575 --> 00:16:53.671
They<00:16:48.607> have<00:16:48.768> demand<00:16:49.139> curves<00:16:49.493> that<00:16:49.638> are<00:16:49.815> sometimes<00:16:50.282> unpredictable,<00:16:51.410> meaning<00:16:52.196> they<00:16:52.292> can<00:16:52.453> get<00:16:52.677> busy<00:16:52.998> at<00:16:53.094> any<00:16:53.254> moment.

00:16:54.361 --> 00:17:06.822
And<00:16:55.179> you<00:16:55.259> have<00:16:55.371> to<00:16:55.419> have<00:16:55.580> a<00:16:55.644> lot<00:16:55.804> of<00:16:55.901> empathy<00:16:56.301> for<00:16:56.526> that,<00:16:56.847> because<00:16:57.168> if<00:16:57.264> you<00:16:57.408> call<00:16:57.665> them<00:16:58.627> on<00:16:58.723> a<00:16:58.787> random<00:16:59.188> day<00:17:00.231> for<00:17:00.776> anything,<00:17:02.059> even<00:17:02.299> if<00:17:02.412> it's<00:17:02.620> to<00:17:03.342> introduce<00:17:03.839> them<00:17:03.999> to<00:17:04.096> Slice,<00:17:05.443> you<00:17:05.539> have<00:17:05.683> no<00:17:05.844> idea<00:17:06.084> what<00:17:06.197> they're<00:17:06.389> going<00:17:06.646> through.

00:17:07.047 --> 00:17:10.703
Like,<00:17:07.287> in<00:17:07.431> that<00:17:07.608> moment,<00:17:08.009> they<00:17:08.169> could—<00:17:09.212> their<00:17:09.532> oven<00:17:09.773> may<00:17:09.933> have<00:17:10.094> broken<00:17:10.414> down.

00:17:10.976 --> 00:17:16.509
In<00:17:11.056> that<00:17:11.280> moment,<00:17:11.601> their<00:17:12.483> kitchen<00:17:12.820> staff<00:17:13.221> may<00:17:13.301> have<00:17:13.542> called<00:17:14.103> out,<00:17:14.728> or<00:17:14.841> their<00:17:15.049> delivery<00:17:15.450> drivers<00:17:15.867> didn't<00:17:16.172> show<00:17:16.348> up.

00:17:17.070 --> 00:17:21.338
And<00:17:17.150> so<00:17:18.048> Our<00:17:18.193> culture<00:17:18.578> is<00:17:18.674> really<00:17:18.915> just<00:17:19.300> thinking<00:17:19.573> about<00:17:19.733> the<00:17:19.878> customer<00:17:20.199> first<00:17:20.455> and<00:17:20.600> leading<00:17:20.841> with<00:17:20.985> empathy.

00:17:22.189 --> 00:17:34.192
Um,<00:17:23.392> second<00:17:23.713> part<00:17:23.825> of<00:17:23.890> our<00:17:24.050> culture<00:17:24.451> is,<00:17:25.559> uh,<00:17:25.799> you've<00:17:25.912> got<00:17:26.056> to<00:17:26.136> be<00:17:26.281> really<00:17:26.521> thoughtful<00:17:26.939> about<00:17:27.966> gradually<00:17:29.426> leading<00:17:30.373> operators,<00:17:31.111> these,<00:17:31.656> these<00:17:31.753> shop<00:17:32.138> owners,<00:17:33.277> to<00:17:33.678> success.

00:17:35.042 --> 00:17:35.973
We<00:17:35.187> can't<00:17:35.428> follow<00:17:35.845> them.

00:17:36.070 --> 00:17:51.457
We<00:17:36.166> have<00:17:36.262> to<00:17:36.487> listen<00:17:36.824> to<00:17:36.904> them,<00:17:37.690> but<00:17:37.835> we<00:17:37.931> cannot<00:17:38.412> follow<00:17:38.733> them,<00:17:38.894> because<00:17:39.135> if<00:17:39.295> we<00:17:39.359> follow<00:17:39.857> everything<00:17:40.178> they<00:17:40.322> tell<00:17:40.515> us<00:17:40.659> to<00:17:40.820> do,<00:17:42.039> it<00:17:42.167> is<00:17:42.344> most<00:17:42.585> likely<00:17:42.970> going<00:17:43.146> to<00:17:43.291> lead<00:17:43.483> us<00:17:43.772> all<00:17:43.949> into<00:17:44.414> a<00:17:46.355> not,<00:17:46.660> not<00:17:46.853> an<00:17:46.997> innovative<00:17:47.543> path,<00:17:48.040> not<00:17:48.264> a<00:17:48.280> path<00:17:48.682> where<00:17:49.403> we<00:17:49.484> can<00:17:49.644> create<00:17:49.965> value<00:17:50.286> for<00:17:50.542> them<00:17:50.847> or<00:17:51.008> for<00:17:51.168> Slice.

00:17:52.050 --> 00:17:54.104
But<00:17:52.195> what<00:17:52.291> we<00:17:52.371> have<00:17:52.516> to<00:17:52.596> do<00:17:52.692> is<00:17:52.853> listen<00:17:53.799> and<00:17:53.975> lead.

00:17:54.713 --> 00:18:02.366
So<00:17:55.580> show<00:17:55.885> empathy,<00:17:57.104> lead,<00:17:58.628> and<00:17:58.788> then,<00:17:59.253> um,<00:17:59.815> you<00:17:59.847> know,<00:18:00.152> you've<00:18:00.296> gotta,<00:18:00.713> you've<00:18:00.793> gotta<00:18:01.098> execute<00:18:01.676> really,<00:18:01.916> really<00:18:02.157> fast.

00:18:02.478 --> 00:18:06.376
So<00:18:02.542> you've<00:18:02.719> got<00:18:02.831> to<00:18:02.959> be<00:18:03.280> scrappy,<00:18:04.547> uh,<00:18:04.740> and<00:18:04.820> you've<00:18:04.964> got<00:18:05.077> to<00:18:05.189> have<00:18:05.366> that<00:18:05.590> owner's<00:18:05.927> mentality.

00:18:06.424 --> 00:18:09.553
So<00:18:07.275> that's<00:18:07.515> been<00:18:07.611> the<00:18:07.756> culture<00:18:08.173> that<00:18:08.317> we're<00:18:08.478> trying<00:18:08.815> to<00:18:09.055> maintain.

00:18:09.617 --> 00:18:14.303
Obviously,<00:18:10.018> as<00:18:10.403> we've<00:18:10.563> scaled<00:18:11.692> you<00:18:11.725> know,<00:18:11.807> our<00:18:11.889> team<00:18:12.283> today<00:18:12.595> is<00:18:12.760> over<00:18:13.088> 800<00:18:13.597> people<00:18:13.926> globally.

00:18:16.399 --> 00:18:29.013
Um,<00:18:16.447> I've<00:18:16.528> certainly<00:18:17.192> learned<00:18:17.450> a<00:18:17.515> bunch<00:18:17.758> of<00:18:17.839> lessons<00:18:18.647> for<00:18:19.440> how<00:18:19.618> to<00:18:19.763> hopefully,<00:18:20.977> um,<00:18:22.190> you<00:18:22.271> know,<00:18:24.569> undo<00:18:24.843> some<00:18:25.455> of<00:18:25.551> the<00:18:25.632> mistakes<00:18:26.195> that,<00:18:26.421> uh,<00:18:26.678> that<00:18:26.823> I<00:18:26.920> think<00:18:27.145> I've,<00:18:27.467> uh,<00:18:28.111> I've<00:18:28.224> made<00:18:28.433> along<00:18:28.691> the<00:18:28.771> way.

00:18:29.737 --> 00:18:34.041
But,<00:18:30.285> uh,<00:18:30.526> and<00:18:30.623> it—<00:18:30.945> and<00:18:31.090> certainly<00:18:31.412> it<00:18:31.444> becomes<00:18:31.814> very<00:18:32.056> challenging<00:18:32.635> to<00:18:32.716> maintain<00:18:33.038> that<00:18:33.263> culture,<00:18:33.521> as<00:18:33.650> I<00:18:33.698> mentioned.

00:18:34.172 --> 00:18:44.413
But,<00:18:35.135> uh,<00:18:35.298> I<00:18:35.379> think<00:18:35.559> we<00:18:35.722> try<00:18:36.114> every<00:18:36.228> single<00:18:36.603> day<00:18:36.783> to<00:18:36.946> make<00:18:37.109> sure<00:18:37.419> that<00:18:37.599> we<00:18:39.019> integrated<00:18:39.581> into<00:18:39.918> our<00:18:40.159> core<00:18:40.400> values,<00:18:41.042> into<00:18:41.218> our<00:18:41.347> performance<00:18:41.909> reviews,<00:18:42.326> and,<00:18:43.193> um,<00:18:44.012> and<00:18:44.092> so<00:18:44.253> forth.

00:18:45.457 --> 00:18:50.418
I'm<00:18:45.537> interested<00:18:46.003> in<00:18:46.260> when<00:18:46.902> you<00:18:47.062> first<00:18:47.448> realized,<00:18:47.865> hey,<00:18:48.026> this<00:18:48.267> thing's<00:18:48.668> gonna<00:18:49.053> work,<00:18:49.936> right?

00:18:50.900 --> 00:19:02.556
Like,<00:18:51.381> I,<00:18:52.505> I<00:18:52.666> can<00:18:52.762> build<00:18:53.003> software,<00:18:53.790> I<00:18:53.886> can<00:18:54.046> do<00:18:54.207> this<00:18:54.512> for<00:18:54.608> a<00:18:54.753> large<00:18:55.010> amount<00:18:55.234> of—<00:18:55.636> because<00:18:56.214> like<00:18:56.439> the<00:18:56.535> early<00:18:56.695> days,<00:18:56.920> you're<00:18:57.017> like,<00:18:57.257> hey,<00:18:57.402> let's<00:18:57.643> beta<00:18:57.884> test<00:18:58.140> this<00:18:58.927> with<00:18:59.088> these,<00:18:59.569> you<00:18:59.601> know,<00:18:59.987> various<00:19:00.388> shops,<00:19:00.950> let's<00:19:01.111> build<00:19:01.335> them<00:19:01.496> websites,<00:19:01.913> all<00:19:01.978> that<00:19:02.074> type<00:19:02.154> of<00:19:02.315> stuff.

00:19:02.877 --> 00:19:07.035
What<00:19:03.037> was<00:19:03.198> the<00:19:03.423> turning<00:19:03.904> point<00:19:04.963> where<00:19:05.063> you<00:19:05.212> were<00:19:05.245> like,<00:19:05.494> hey,<00:19:05.576> this<00:19:05.825> is—<00:19:05.958> this<00:19:06.074> is<00:19:06.289> something<00:19:06.637> big<00:19:06.869> here?

00:19:08.662 --> 00:19:09.999
Uh,<00:19:08.823> it's<00:19:08.984> a<00:19:09.129> good<00:19:09.371> question.

00:19:10.902 --> 00:19:12.545
I<00:19:11.063> was<00:19:11.643> very<00:19:12.030> heads<00:19:12.288> down.

00:19:12.610 --> 00:19:19.044
So<00:19:13.254> just<00:19:13.416> to<00:19:13.561> have<00:19:13.673> a<00:19:13.754> sense<00:19:14.141> for,<00:19:14.608> for<00:19:14.721> the<00:19:14.850> history<00:19:15.108> of<00:19:15.172> the<00:19:15.269> company,<00:19:16.067> I<00:19:16.099> started<00:19:16.503> in<00:19:16.633> 2010<00:19:17.199> and<00:19:17.296> I<00:19:17.377> bootstrapped<00:19:18.251> for<00:19:18.364> 6<00:19:18.737> years.

00:19:19.788 --> 00:19:21.617
Um,<00:19:20.290> no,<00:19:20.695> no<00:19:20.921> outside<00:19:21.261> funding.

00:19:22.636 --> 00:19:24.044
It<00:19:22.701> was<00:19:23.267> really<00:19:23.510> a<00:19:23.591> different<00:19:23.834> company.

00:19:24.093 --> 00:19:31.007
It<00:19:24.174> was<00:19:24.416> under<00:19:24.594> the<00:19:24.740> brand<00:19:25.064> called<00:19:25.306> mypizza.com,<00:19:27.328> and<00:19:27.591> we<00:19:27.739> were<00:19:27.854> simply<00:19:28.248> building<00:19:28.642> websites<00:19:29.069> and<00:19:29.217> online<00:19:29.546> ordering<00:19:29.890> for<00:19:30.137> independent<00:19:30.613> pizza<00:19:30.860> shops.

00:19:31.653 --> 00:19:32.458
One<00:19:31.878> after<00:19:32.120> the<00:19:32.216> other.

00:19:33.021 --> 00:19:36.980
We<00:19:33.101> didn't<00:19:33.327> have<00:19:33.568> a<00:19:33.729> consumer<00:19:34.373> app,<00:19:35.419> uh,<00:19:35.660> we<00:19:35.757> didn't<00:19:35.886> have<00:19:35.998> a<00:19:36.079> point-of-sale<00:19:36.642> product.

00:19:37.044 --> 00:19:39.668
It<00:19:37.125> was<00:19:37.302> just<00:19:37.527> very<00:19:37.785> much<00:19:38.557> websites<00:19:38.976> and<00:19:39.056> online<00:19:39.378> ordering.

00:19:40.552 --> 00:19:46.522
And<00:19:42.396> to<00:19:42.429> be<00:19:42.558> quite<00:19:42.720> honest,<00:19:42.979> I<00:19:43.043> was<00:19:43.124> just<00:19:43.302> like<00:19:43.529> so<00:19:43.852> heads<00:19:44.095> down<00:19:45.228> operating<00:19:45.729> that<00:19:46.037> playbook.

00:19:48.809 --> 00:19:52.666
Um,<00:19:49.212> certainly<00:19:49.680> I<00:19:49.825> was<00:19:50.891> very<00:19:51.213> conscious<00:19:51.762> of<00:19:51.875> the<00:19:52.020> growth<00:19:52.488> rate.

00:19:52.730 --> 00:19:54.054
So<00:19:52.827> we<00:19:52.973> were<00:19:53.069> growing<00:19:53.537> pretty<00:19:53.779> quickly.

00:19:54.748 --> 00:20:08.813
The<00:19:54.829> scale<00:19:55.329> wasn't<00:19:55.587> there<00:19:56.539> because,<00:19:57.104> you<00:19:57.201> know,<00:19:57.491> you're<00:19:57.669> charging<00:19:57.995> $2<00:19:58.530> per<00:19:58.779> order<00:19:59.836> even<00:20:00.349> if<00:20:00.478> you<00:20:00.574> go<00:20:00.734> from<00:20:00.975> 10<00:20:01.279> orders<00:20:01.552> a<00:20:01.616> day<00:20:01.936> total<00:20:02.337> to<00:20:03.363> 100<00:20:04.020> orders<00:20:04.341> per<00:20:04.421> day<00:20:04.662> total,<00:20:06.024> that's<00:20:06.297> still<00:20:06.649> not<00:20:06.826> necessarily<00:20:07.787> significant<00:20:08.348> scale,<00:20:08.669> right?

00:20:08.893 --> 00:20:11.490
We're<00:20:08.990> talking<00:20:09.246> about<00:20:10.016> 3,000<00:20:10.593> orders<00:20:10.913> for<00:20:11.058> the<00:20:11.138> month.

00:20:12.180 --> 00:20:13.879
We're<00:20:12.260> talking<00:20:12.516> about<00:20:12.693> $6,000<00:20:13.622> a<00:20:13.654> month.

00:20:13.959 --> 00:20:18.928
Like,<00:20:14.119> that's<00:20:14.440> not<00:20:15.642> a<00:20:15.706> lot<00:20:15.899> of<00:20:16.043> money,<00:20:16.283> and<00:20:16.444> it<00:20:16.524> took<00:20:16.700> us<00:20:16.909> a<00:20:16.989> long<00:20:17.245> time<00:20:17.566> to<00:20:17.646> get<00:20:17.886> to<00:20:17.934> 100<00:20:18.367> orders<00:20:18.688> per<00:20:18.848> day.

00:20:19.810 --> 00:20:22.214
But<00:20:19.970> what<00:20:20.115> I<00:20:20.275> paid<00:20:20.451> attention<00:20:20.836> to<00:20:21.012> was<00:20:21.333> the<00:20:21.814> growth<00:20:22.054> rate.

00:20:22.679 --> 00:20:25.725
Was<00:20:24.058> sort<00:20:24.202> of<00:20:24.282> the<00:20:24.379> hypothesis<00:20:25.100> proving<00:20:25.421> true?

00:20:26.302 --> 00:20:32.864
Were<00:20:26.463> more<00:20:26.703> and<00:20:26.784> more<00:20:27.008> consumers<00:20:27.522> adopting<00:20:28.051> this<00:20:28.227> channel,<00:20:29.190> and<00:20:29.334> were<00:20:29.447> more<00:20:29.671> and<00:20:29.816> more<00:20:29.992> shops<00:20:31.035> adopting<00:20:32.158> the<00:20:32.238> technology.

00:20:33.666 --> 00:20:42.473
And<00:20:34.805> I<00:20:34.869> would<00:20:35.029> say<00:20:35.591> it<00:20:35.687> wasn't<00:20:35.992> until<00:20:36.248> 2015,<00:20:37.788> February<00:20:38.334> of<00:20:38.414> 2015,<00:20:39.681> uh,<00:20:40.018> I<00:20:40.082> was<00:20:40.660> at<00:20:40.740> a<00:20:40.756> Starbucks<00:20:41.221> location<00:20:41.719> just<00:20:41.927> kind<00:20:42.088> of<00:20:42.168> working.

00:20:43.291 --> 00:20:44.703
Uh,<00:20:43.387> it<00:20:43.451> was<00:20:43.884> sort<00:20:44.109> of<00:20:44.189> my<00:20:44.414> office.

00:20:45.456 --> 00:20:48.729
And,<00:20:46.178> um,<00:20:47.542> you<00:20:47.590> know,<00:20:47.783> I<00:20:47.815> didn't<00:20:48.007> even<00:20:48.103> have<00:20:48.344> QuickBooks.

00:20:48.825 --> 00:20:52.531
I<00:20:48.841> was<00:20:49.162> managing<00:20:49.948> our,<00:20:50.606> our<00:20:50.782> sort<00:20:50.943> of<00:20:51.071> metrics<00:20:51.552> out<00:20:51.649> of<00:20:51.729> an<00:20:51.809> Excel<00:20:52.130> sheet.

00:20:53.076 --> 00:21:07.524
And<00:20:53.172> it<00:20:53.253> was<00:20:53.397> that,<00:20:53.814> that<00:20:54.119> month<00:20:54.359> that<00:20:54.519> I<00:20:54.600> looked<00:20:54.840> at<00:20:54.920> our,<00:20:55.963> our<00:20:56.139> numbers<00:20:56.700> and<00:20:56.845> I<00:20:56.941> realized,<00:20:58.560> okay,<00:20:58.865> wow,<00:20:59.651> we<00:20:59.891> are<00:21:01.014> on<00:21:01.110> a<00:21:01.270> run<00:21:01.511> rate<00:21:01.752> for<00:21:01.912> $40<00:21:02.473> million<00:21:03.355> in<00:21:03.499> sales<00:21:04.462> for<00:21:04.782> the<00:21:04.879> year,<00:21:05.905> uh,<00:21:06.001> just<00:21:06.242> based<00:21:06.562> on<00:21:06.642> that<00:21:06.883> month's<00:21:07.188> volume.

00:21:08.711 --> 00:21:14.131
Uh,<00:21:08.871> we're<00:21:09.032> on<00:21:09.128> a<00:21:09.208> run<00:21:09.433> rate<00:21:09.609> for<00:21:09.769> $4<00:21:10.234> million<00:21:10.507> in<00:21:10.635> revenue<00:21:11.854> and<00:21:11.934> we're<00:21:12.095> profiting<00:21:12.720> like<00:21:13.041> $3<00:21:13.217> million<00:21:13.602> of<00:21:14.019> that.

00:21:14.997 --> 00:21:27.452
It<00:21:15.029> was<00:21:15.398> high<00:21:15.558> margin,<00:21:16.809> super<00:21:17.290> efficient,<00:21:17.787> low<00:21:18.012> cost,<00:21:18.349> very<00:21:18.589> scrappy<00:21:20.270> I<00:21:20.286> would<00:21:20.368> say<00:21:20.532> February<00:21:21.040> of<00:21:21.187> 2015<00:21:21.925> was<00:21:22.154> like,<00:21:24.539> wow,<00:21:24.960> this<00:21:25.268> is,<00:21:25.591> uh,<00:21:26.400> this<00:21:26.578> is<00:21:26.724> a<00:21:26.821> different<00:21:27.210> beast.

00:21:27.857 --> 00:21:44.962
Uh,<00:21:28.262> and<00:21:28.342> that<00:21:28.423> was<00:21:28.537> the<00:21:28.666> time<00:21:28.909> when<00:21:29.006> I<00:21:29.022> picked<00:21:29.330> my<00:21:29.475> head<00:21:29.637> up<00:21:29.815> and<00:21:29.977> said,<00:21:30.220> okay,<00:21:31.417> how<00:21:31.595> do<00:21:31.822> I<00:21:31.919> treat<00:21:32.243> this<00:21:32.469> business<00:21:32.890> with<00:21:33.052> more,<00:21:33.294> um,<00:21:34.327> I<00:21:34.440> don't<00:21:34.972> want<00:21:35.053> to<00:21:35.166> say<00:21:35.375> respect,<00:21:35.876> but<00:21:35.956> like,<00:21:36.182> with<00:21:36.763> how<00:21:36.860> do<00:21:36.908> I<00:21:37.167> bring<00:21:37.409> more<00:21:37.651> resources<00:21:38.216> into<00:21:38.393> this<00:21:38.619> business<00:21:39.410> in<00:21:39.506> order<00:21:39.668> to<00:21:40.555> really<00:21:40.797> make<00:21:40.959> sure<00:21:41.911> that<00:21:42.024> it's<00:21:42.282> set<00:21:42.411> up<00:21:42.460> for<00:21:42.557> success<00:21:43.711> for<00:21:44.280> the<00:21:44.361> second<00:21:44.702> stage?

00:21:46.493 --> 00:21:46.720
Right.

00:21:47.141 --> 00:21:52.225
I<00:21:47.222> wonder,<00:21:47.772> um,<00:21:50.363> what<00:21:50.606> were<00:21:50.687> the<00:21:50.784> failures<00:21:51.577> along<00:21:51.901> the<00:21:51.998> way?

00:21:52.306 --> 00:21:57.517
Like,<00:21:52.792> where<00:21:53.116> were<00:21:53.375> the<00:21:53.521> hard<00:21:53.942> points<00:21:55.156> where<00:21:55.334> it<00:21:55.480> was<00:21:55.610> like,<00:21:55.974> man,<00:21:56.621> how<00:21:56.721> do<00:21:56.820> I<00:21:56.969> keep<00:21:57.218> going?

00:22:00.053 --> 00:22:00.992
Um,<00:22:00.700> oh<00:22:00.862> wow.

00:22:01.752 --> 00:22:12.296
Well,<00:22:02.173> early<00:22:02.480> days,<00:22:03.370> um,<00:22:04.454> some<00:22:04.681> examples:<00:22:07.011> shop<00:22:07.497> owners,<00:22:08.144> like<00:22:08.290> pizzeria<00:22:08.710> owners,<00:22:09.114> wanted<00:22:09.841> online<00:22:10.164> ordering,<00:22:10.503> but<00:22:10.568> they<00:22:10.665> didn't<00:22:10.988> want<00:22:11.133> to<00:22:11.230> change<00:22:11.715> the<00:22:11.796> way<00:22:11.941> they<00:22:12.183> worked.

00:22:12.956 --> 00:22:25.696
So<00:22:14.014> they<00:22:14.158> were,<00:22:14.414> they<00:22:14.559> were<00:22:14.671> not<00:22:15.440> open<00:22:15.777> to<00:22:16.001> us<00:22:16.177> sending<00:22:17.475> some<00:22:18.485> tablet<00:22:18.982> or<00:22:19.078> some<00:22:19.366> technology<00:22:20.167> that<00:22:21.706> they<00:22:21.850> would<00:22:22.090> use<00:22:22.443> in<00:22:22.571> order<00:22:22.892> to<00:22:23.533> pay<00:22:23.709> attention<00:22:24.110> to<00:22:24.254> this<00:22:24.574> new<00:22:24.815> digital<00:22:25.295> channel.

00:22:26.353 --> 00:22:28.613
They<00:22:26.385> didn't<00:22:26.577> want<00:22:26.658> to<00:22:26.738> change<00:22:27.074> their<00:22:27.779> workflow<00:22:28.420> at<00:22:28.517> all.

00:22:29.782 --> 00:22:43.358
And<00:22:29.879> so<00:22:30.840> for<00:22:31.000> the<00:22:31.145> first<00:22:31.385> couple<00:22:31.641> of<00:22:31.722> years,<00:22:32.827> whenever<00:22:33.148> an<00:22:33.308> order<00:22:33.548> would<00:22:33.725> be<00:22:33.949> placed<00:22:35.231> with<00:22:35.471> one<00:22:35.648> of<00:22:35.728> the<00:22:35.808> websites<00:22:36.289> we<00:22:36.513> powered<00:22:37.090> by<00:22:37.170> the<00:22:37.314> consumer,<00:22:38.677> that<00:22:38.837> order<00:22:39.093> would<00:22:39.254> show<00:22:39.494> up<00:22:39.655> on<00:22:39.735> my<00:22:40.055> email<00:22:40.360> address,<00:22:40.697> and<00:22:40.841> I<00:22:40.857> would<00:22:41.178> personally<00:22:41.723> call<00:22:42.043> the<00:22:42.220> order<00:22:42.604> into<00:22:42.861> the<00:22:43.005> pizzeria.

00:22:43.919 --> 00:22:50.572
So<00:22:44.127> if<00:22:44.368> you,<00:22:44.624> Clint,<00:22:45.089> placed<00:22:45.346> an<00:22:45.490> order<00:22:45.730> for<00:22:45.891> Joe's<00:22:46.147> Pizza<00:22:47.334> using<00:22:47.670> one<00:22:47.831> of<00:22:47.895> our<00:22:48.055> websites,<00:22:49.610> it<00:22:49.658> would<00:22:49.754> come<00:22:49.979> to<00:22:50.059> my<00:22:50.299> email.

00:22:50.941 --> 00:22:58.075
I<00:22:50.957> would<00:22:51.117> call<00:22:51.358> Joe's<00:22:51.662> Pizza<00:22:51.903> and<00:22:51.999> say,<00:22:52.239> hi,<00:22:53.105> this<00:22:53.297> is<00:22:53.426> Ilija,<00:22:54.804> I've<00:22:54.949> got<00:22:55.061> an<00:22:55.189> order<00:22:55.430> for<00:22:55.670> you<00:22:56.231> from<00:22:56.311> MyPizza,<00:22:57.289> and<00:22:57.385> I<00:22:57.433> would<00:22:57.610> read<00:22:57.786> it<00:22:57.914> out.

00:22:58.956 --> 00:23:02.435
And<00:23:00.239> that<00:23:00.351> was<00:23:00.495> pretty—<00:23:01.377> that<00:23:01.522> was<00:23:01.682> pretty<00:23:01.922> fascinating.

00:23:02.499 --> 00:23:04.551
But<00:23:02.884> I<00:23:02.980> did<00:23:03.125> that<00:23:03.301> for<00:23:03.477> 2<00:23:04.247> years.

00:23:04.888 --> 00:23:05.690
Uh,<00:23:05.225> I<00:23:05.289> remember—.

00:23:05.946 --> 00:23:06.026
Wow—.

00:23:06.107 --> 00:23:12.373
I<00:23:06.668> had<00:23:06.828> a<00:23:06.892> very<00:23:07.084> specific<00:23:07.854> ringtone<00:23:09.056> on<00:23:09.152> my<00:23:09.312> phone<00:23:09.857> that<00:23:10.033> told<00:23:10.354> me<00:23:10.514> that<00:23:10.674> it<00:23:10.754> was<00:23:10.851> an<00:23:10.979> actual<00:23:11.540> order<00:23:11.716> that<00:23:11.812> was<00:23:12.036> placed.

00:23:13.078 --> 00:23:24.950
And<00:23:13.158> again,<00:23:13.318> this<00:23:13.542> is<00:23:14.103> early<00:23:14.279> days,<00:23:14.584> the<00:23:14.680> volume<00:23:15.144> wasn't<00:23:15.497> necessarily<00:23:16.442> wild,<00:23:17.708> um,<00:23:19.166> but<00:23:19.791> you<00:23:19.823> know,<00:23:19.983> there<00:23:20.111> were<00:23:20.208> moments<00:23:20.672> where<00:23:21.794> I<00:23:22.515> couldn't<00:23:22.835> call<00:23:23.252> the<00:23:23.332> pizza<00:23:23.636> shop,<00:23:23.957> you<00:23:24.037> know,<00:23:24.197> life<00:23:24.437> happens.

00:23:26.392 --> 00:23:30.430
So<00:23:26.761> we<00:23:26.857> figured<00:23:27.241> out<00:23:27.417> how<00:23:27.578> to<00:23:28.459> transmit<00:23:29.100> orders<00:23:29.420> via<00:23:29.661> fax<00:23:30.045> machines.

00:23:31.327 --> 00:23:35.124
So<00:23:31.904> that<00:23:32.064> was<00:23:32.208> the<00:23:32.240> next<00:23:32.577> stage,<00:23:33.410> um,<00:23:34.067> let's<00:23:34.291> fax<00:23:34.772> orders<00:23:35.092> in.

00:23:35.188 --> 00:23:37.239
You<00:23:35.284> would<00:23:35.429> place<00:23:35.669> an<00:23:35.749> order<00:23:35.973> online,<00:23:36.454> we<00:23:36.534> would<00:23:36.630> fax<00:23:37.031> it<00:23:37.175> in.

00:23:38.217 --> 00:23:51.229
And<00:23:39.194> very<00:23:39.499> often<00:23:39.755> those<00:23:39.915> fax<00:23:40.188> machines<00:23:40.652> or<00:23:40.797> that<00:23:40.957> fax<00:23:41.341> API<00:23:41.822> would<00:23:41.982> break<00:23:42.223> down,<00:23:43.361> and<00:23:43.441> I<00:23:43.585> had<00:23:44.226> no<00:23:45.588> help,<00:23:46.085> like<00:23:46.405> no<00:23:46.710> way<00:23:46.886> to<00:23:47.912> bring<00:23:48.152> these<00:23:48.473> orders<00:23:48.873> or<00:23:49.033> transmit<00:23:49.450> these<00:23:49.674> orders<00:23:50.011> to,<00:23:50.396> uh,<00:23:50.588> to<00:23:50.716> the<00:23:50.812> merchant.

00:23:51.838 --> 00:23:54.931
The<00:23:51.934> consumer<00:23:52.415> would<00:23:52.575> complain,<00:23:54.001> you<00:23:54.081> know,<00:23:54.242> where's<00:23:54.418> my<00:23:54.658> food?

00:23:54.979 --> 00:23:58.296
The<00:23:55.123> merchant<00:23:55.460> would<00:23:55.604> say,<00:23:56.822> I<00:23:56.854> don't<00:23:57.366> know,<00:23:57.543> I<00:23:57.623> never<00:23:57.943> got<00:23:58.248> it.

00:23:58.665 --> 00:24:01.148
And<00:23:58.745> so<00:23:58.985> that<00:23:59.290> creates<00:23:59.770> this<00:24:00.107> real<00:24:00.427> big<00:24:00.748> problem.

00:24:01.934 --> 00:24:15.794
I<00:24:01.950> would<00:24:02.094> say<00:24:02.270> it<00:24:02.350> was<00:24:02.607> like<00:24:03.328> a<00:24:03.392> collection<00:24:04.034> of<00:24:04.178> those<00:24:04.419> kinds<00:24:04.692> of<00:24:04.820> issues<00:24:05.879> that<00:24:06.184> in<00:24:06.344> that<00:24:06.986> moment<00:24:07.259> in<00:24:07.403> time,<00:24:08.125> those<00:24:08.366> days,<00:24:09.409> those<00:24:09.713> problems<00:24:10.275> felt<00:24:11.173> fatal<00:24:11.510> because<00:24:12.136> it<00:24:12.200> was<00:24:12.361> like,<00:24:13.885> I<00:24:14.045> have—<00:24:14.302> I<00:24:14.318> mean,<00:24:14.767> I<00:24:14.799> don't<00:24:14.944> know<00:24:15.088> how<00:24:15.184> to<00:24:15.248> overcome<00:24:15.666> this.

00:24:16.307 --> 00:24:23.447
How<00:24:16.387> do<00:24:16.692> I,<00:24:18.056> how<00:24:18.168> do<00:24:18.313> I<00:24:18.473> keep<00:24:18.778> going<00:24:19.115> with<00:24:19.275> this<00:24:19.516> like<00:24:19.692> fax<00:24:20.238> API<00:24:20.960> if<00:24:21.521> it's<00:24:21.666> going<00:24:21.746> to<00:24:21.842> keep<00:24:22.083> dropping<00:24:22.789> every<00:24:22.965> other<00:24:23.206> day?

00:24:24.233 --> 00:24:34.379
Um,<00:24:25.629> so<00:24:25.757> it<00:24:25.789> was<00:24:25.933> like<00:24:26.736> a<00:24:26.816> bunch<00:24:27.137> of<00:24:27.297> like<00:24:27.538> scrappy<00:24:30.375> duct<00:24:30.763> tape<00:24:31.247> problems<00:24:31.828> that<00:24:31.974> would<00:24:32.410> certainly<00:24:33.023> break<00:24:33.685> every<00:24:33.927> few<00:24:34.105> days.

00:24:36.087 --> 00:24:41.623
Now<00:24:36.427> imagine<00:24:36.912> that<00:24:37.560> over<00:24:37.738> the<00:24:37.884> course<00:24:38.272> of<00:24:38.547> 2<00:24:38.855> to<00:24:38.936> 4<00:24:39.341> years<00:24:39.664> where<00:24:39.745> you're<00:24:39.972> just<00:24:40.215> dealing<00:24:40.474> with<00:24:40.620> that<00:24:40.943> every<00:24:41.138> single<00:24:41.526> week.

00:24:43.330 --> 00:24:54.615
So<00:24:43.668> I<00:24:43.684> think<00:24:43.909> it<00:24:43.990> was,<00:24:44.312> uh,<00:24:46.245> it<00:24:46.325> was<00:24:46.567> very<00:24:48.419> helpful<00:24:48.902> over<00:24:49.079> time<00:24:49.466> in<00:24:50.287> allowing<00:24:50.674> not<00:24:50.835> only<00:24:51.028> myself<00:24:51.479> but<00:24:51.559> eventually<00:24:51.962> our<00:24:52.123> team<00:24:52.381> to<00:24:52.510> build<00:24:53.706> a<00:24:53.722> lot<00:24:53.958> of<00:24:54.059> resilience.

00:24:56.120 --> 00:25:06.300
What<00:24:56.200> have<00:24:56.441> you<00:24:56.778> learned<00:24:57.725> about<00:24:58.207> leadership<00:24:58.946> as<00:24:59.171> you've<00:24:59.331> grown<00:24:59.749> from<00:24:59.973> like<00:25:00.150> just<00:25:00.455> you<00:25:00.873> in<00:25:01.033> the,<00:25:01.354> you<00:25:01.435> know,<00:25:01.595> Starbucks,<00:25:03.104> uh,<00:25:03.281> coffee<00:25:03.682> shop<00:25:03.923> to<00:25:03.971> now<00:25:04.325> over<00:25:04.630> 800<00:25:05.112> employees<00:25:05.690> globally?

00:25:07.054 --> 00:25:11.759
What<00:25:07.359> lessons<00:25:07.937> on<00:25:08.178> leadership<00:25:08.740> would<00:25:08.885> you<00:25:08.965> provide<00:25:09.318> someone<00:25:09.559> who's<00:25:09.848> like<00:25:10.025> going<00:25:10.346> through<00:25:10.731> that<00:25:10.924> amount<00:25:11.165> of<00:25:11.293> growth?

00:25:11.871 --> 00:25:13.911
And,<00:25:12.658> uh,<00:25:12.819> what<00:25:12.915> have<00:25:13.060> you<00:25:13.220> learned<00:25:13.461> yourself?

00:25:14.697 --> 00:25:17.812
It's<00:25:15.179> a<00:25:15.227> great<00:25:15.484> question,<00:25:16.431> uh,<00:25:16.753> on<00:25:17.009> leadership.

00:25:18.278 --> 00:25:30.073
Um,<00:25:21.344> The<00:25:21.424> first<00:25:21.665> thing<00:25:21.842> is,<00:25:22.050> I<00:25:22.307> mean,<00:25:22.788> really,<00:25:23.093> really<00:25:23.254> important<00:25:23.735> that<00:25:23.847> everyone's<00:25:24.393> very<00:25:24.778> clear<00:25:25.195> on<00:25:25.340> the<00:25:25.372> mission<00:25:25.741> of<00:25:25.837> the<00:25:25.917> company,<00:25:26.319> because<00:25:26.880> people<00:25:27.121> come<00:25:27.281> together<00:25:28.469> and<00:25:28.645> you<00:25:28.726> want,<00:25:29.111> you<00:25:29.143> want<00:25:29.255> to<00:25:29.287> become<00:25:29.544> a<00:25:29.688> team.

00:25:30.330 --> 00:25:31.646
You<00:25:30.362> don't<00:25:30.459> want<00:25:30.555> to<00:25:30.651> be<00:25:30.747> a<00:25:30.812> bunch<00:25:31.052> of<00:25:31.133> individuals.

00:25:31.694 --> 00:25:33.652
You<00:25:31.758> want<00:25:31.935> to<00:25:31.999> be<00:25:32.240> one<00:25:32.577> team,<00:25:32.978> one<00:25:33.219> big<00:25:33.379> team.

00:25:34.566 --> 00:25:41.531
Teams<00:25:34.903> have<00:25:35.224> some<00:25:35.465> common<00:25:35.850> traits,<00:25:37.214> uh,<00:25:37.471> for<00:25:37.856> us,<00:25:38.049> and<00:25:38.177> I<00:25:38.193> think<00:25:38.370> for<00:25:38.514> businesses,<00:25:38.995> that<00:25:39.220> common<00:25:39.557> trait<00:25:39.942> really<00:25:40.119> needs<00:25:40.440> to<00:25:40.520> be<00:25:40.680> the<00:25:40.841> business<00:25:41.242> mission.

00:25:42.221 --> 00:25:43.617
Our<00:25:42.301> mission<00:25:42.622> is<00:25:42.702> to<00:25:42.846> keep<00:25:43.071> Local<00:25:43.312> thriving.

00:25:44.210 --> 00:25:51.244
There<00:25:44.291> are<00:25:44.451> people<00:25:44.772> on<00:25:44.933> the<00:25:45.013> team<00:25:45.960> that<00:25:46.056> are<00:25:46.136> more<00:25:46.441> passionate<00:25:46.922> about<00:25:47.179> that<00:25:47.404> mission<00:25:48.287> than<00:25:48.608> I<00:25:48.785> am,<00:25:49.251> and<00:25:49.653> I<00:25:49.749> live<00:25:49.910> and<00:25:50.071> breathe<00:25:50.376> it<00:25:50.553> 24/7.

00:25:51.999 --> 00:26:09.705
And<00:25:52.096> so<00:25:53.671> I<00:25:53.687> think<00:25:53.751> it's<00:25:54.009> really<00:25:54.250> important<00:25:54.732> that,<00:25:55.455> especially<00:25:55.841> for<00:25:55.953> a<00:25:56.018> startup,<00:25:56.419> for<00:25:56.564> a<00:25:56.644> company<00:25:56.902> that's<00:25:57.692> trying<00:25:58.031> to<00:25:58.176> really<00:25:58.354> grow<00:25:58.741> fast<00:25:59.144> and<00:25:59.806> change<00:26:00.209> the<00:26:00.290> way<00:26:00.596> the<00:26:01.112> status<00:26:01.564> quo<00:26:01.822> is<00:26:01.903> sort<00:26:02.064> of,<00:26:02.645> you<00:26:02.726> know,<00:26:02.935> operating,<00:26:04.887> bringing<00:26:05.210> people<00:26:05.516> on<00:26:05.678> board<00:26:06.016> who<00:26:06.097> are<00:26:06.178> excited<00:26:06.646> about<00:26:06.887> the<00:26:06.984> mission<00:26:08.095> is<00:26:09.319> critical.

00:26:09.963 --> 00:26:17.879
But<00:26:10.205> people<00:26:10.978> won't<00:26:11.090> be<00:26:11.171> excited<00:26:11.574> about<00:26:11.799> the<00:26:11.880> mission<00:26:12.202> if,<00:26:13.087> as<00:26:13.248> a<00:26:13.345> leader,<00:26:13.828> you're<00:26:13.925> not<00:26:14.150> reminding<00:26:14.714> them<00:26:15.261> of<00:26:15.439> that<00:26:16.502> every<00:26:16.988> opportunity<00:26:17.490> you<00:26:17.652> get.

00:26:19.289 --> 00:26:24.262
Stories<00:26:19.840> about<00:26:20.731> shop<00:26:21.120> owners<00:26:21.703> where<00:26:22.011> their<00:26:22.173> life<00:26:22.433> has<00:26:22.676> changed<00:26:23.081> because<00:26:23.389> of<00:26:23.940> Slice.

00:26:24.374 --> 00:26:32.409
Stories,<00:26:24.938> stories<00:26:25.485> about<00:26:26.967> Slice's<00:26:27.450> ability<00:26:27.997> to<00:26:28.223> impact,<00:26:29.269> you<00:26:29.302> know,<00:26:29.543> a<00:26:29.608> consumer,<00:26:31.202> you<00:26:31.234> know,<00:26:31.524> after<00:26:31.781> a<00:26:31.798> soccer<00:26:32.265> game.

00:26:32.490 --> 00:26:34.873
Maybe<00:26:32.828> it<00:26:32.893> was<00:26:33.005> a<00:26:33.134> tough<00:26:33.360> loss<00:26:33.875> or,<00:26:34.261> or<00:26:34.358> a<00:26:34.438> great<00:26:34.760> win.

00:26:36.290 --> 00:26:58.403
So<00:26:36.435> being<00:26:36.676> able<00:26:36.934> to<00:26:37.030> like<00:26:38.061> really<00:26:38.689> connect<00:26:39.333> the<00:26:39.429> team<00:26:39.929> to<00:26:40.138> the<00:26:40.218> mission<00:26:41.201> in<00:26:41.281> a<00:26:41.362> way<00:26:41.523> that's<00:26:41.845> real,<00:26:42.231> not<00:26:42.408> just<00:26:42.650> by<00:26:43.438> speaking<00:26:44.129> it,<00:26:44.305> but<00:26:44.466> showing,<00:26:45.654> uh,<00:26:45.831> the<00:26:45.991> impact<00:26:46.409> and<00:26:46.553> bringing<00:26:46.874> the<00:26:47.099> outside<00:26:47.452> stories<00:26:48.223> in<00:26:49.347> is<00:26:49.748> probably<00:26:50.166> one<00:26:50.327> of<00:26:50.359> the<00:26:50.407> most<00:26:50.567> powerful<00:26:50.969> things<00:26:51.226> you<00:26:51.354> can<00:26:51.531> do<00:26:51.772> as<00:26:51.932> a<00:26:52.012> leader<00:26:53.120> as<00:26:53.233> a<00:26:53.361> company<00:26:53.698> scales,<00:26:54.806> because<00:26:55.127> you're<00:26:55.465> not<00:26:55.705> going<00:26:55.930> to<00:26:56.011> have<00:26:56.251> one-on-one<00:26:56.733> conversations<00:26:57.311> with<00:26:57.552> everybody<00:26:57.953> at<00:26:58.034> the<00:26:58.066> company.

00:26:58.660 --> 00:27:03.108
There's<00:26:58.997> just<00:26:59.222> not—<00:26:59.495> it's<00:26:59.623> just<00:26:59.800> not<00:26:59.960> possible<00:27:00.426> after<00:27:00.667> some,<00:27:01.470> after<00:27:01.662> some<00:27:01.968> point.

00:27:03.316 --> 00:27:07.266
Um,<00:27:04.376> second<00:27:04.697> thing<00:27:04.874> is<00:27:05.018> I<00:27:05.099> think<00:27:05.259> just<00:27:05.516> you<00:27:05.645> always<00:27:05.917> have<00:27:06.062> to<00:27:06.287> have<00:27:06.463> a<00:27:06.528> very<00:27:06.785> high<00:27:06.945> bar.

00:27:07.812 --> 00:27:17.029
Um,<00:27:08.760> You<00:27:08.792> know,<00:27:08.936> I<00:27:09.113> think<00:27:09.273> the<00:27:09.434> best<00:27:09.659> people<00:27:09.900> in<00:27:09.980> the<00:27:10.076> world<00:27:11.120> join<00:27:11.858> certain<00:27:12.244> companies<00:27:12.790> because<00:27:13.031> they<00:27:13.271> really<00:27:13.512> wanna<00:27:13.753> win<00:27:14.973> and<00:27:15.038> they<00:27:15.118> wanna<00:27:15.375> work<00:27:15.616> with<00:27:16.162> other<00:27:16.499> great<00:27:16.675> people.

00:27:17.783 --> 00:27:35.749
And<00:27:17.928> so<00:27:18.249> having<00:27:18.522> a<00:27:18.586> very<00:27:18.972> high<00:27:19.148> bar<00:27:19.951> for<00:27:20.192> who's<00:27:20.577> part<00:27:20.754> of<00:27:20.818> this<00:27:20.995> team<00:27:21.252> and<00:27:21.460> how<00:27:22.424> do<00:27:23.467> you<00:27:23.564> ensure<00:27:23.981> that<00:27:24.190> you,<00:27:24.832> you<00:27:24.864> know,<00:27:25.169> motivate<00:27:25.651> people<00:27:26.133> and<00:27:27.658> maintain<00:27:28.076> this<00:27:28.220> sort<00:27:28.365> of<00:27:28.525> really<00:27:28.766> high<00:27:28.943> performance<00:27:29.810> culture,<00:27:31.335> I<00:27:31.431> believe<00:27:31.688> is<00:27:31.833> a<00:27:31.849> very<00:27:32.074> important<00:27:32.716> second<00:27:33.262> part<00:27:33.519> of,<00:27:34.386> of<00:27:35.204> leadership.

00:27:36.231 --> 00:27:44.252
Like,<00:27:37.691> leaders<00:27:38.332> set<00:27:38.717> the<00:27:38.797> tone<00:27:39.118> of<00:27:39.150> the<00:27:39.295> company,<00:27:40.322> and<00:27:40.562> leaders<00:27:41.140> determine<00:27:42.407> what's<00:27:42.584> acceptable<00:27:43.145> and<00:27:43.305> what's<00:27:43.530> not<00:27:43.707> acceptable.

00:27:44.830 --> 00:27:59.027
Now,<00:27:44.990> I'm<00:27:45.070> not<00:27:45.247> saying<00:27:45.551> if<00:27:45.776> something's<00:27:46.113> not<00:27:46.289> acceptable,<00:27:46.835> go<00:27:47.076> and<00:27:47.220> like<00:27:48.118> lose<00:27:48.343> your<00:27:48.439> mind,<00:27:48.760> but<00:27:49.626> you've<00:27:49.723> got<00:27:49.915> to<00:27:50.027> make<00:27:50.140> sure<00:27:50.364> that<00:27:50.541> those<00:27:50.830> things<00:27:51.070> are<00:27:51.166> very<00:27:51.471> clear<00:27:51.792> and<00:27:51.872> that<00:27:52.049> you<00:27:52.225> hold<00:27:52.594> the<00:27:52.690> line<00:27:53.717> on<00:27:54.535> what<00:27:54.696> are<00:27:54.792> those<00:27:55.097> traits<00:27:55.658> or<00:27:55.883> qualities<00:27:56.444> or<00:27:56.685> core<00:27:56.862> values<00:27:58.049> or<00:27:58.386> KPIs.

00:28:00.054 --> 00:28:05.938
Um,<00:28:01.032> The<00:28:01.177> third,<00:28:01.754> third<00:28:01.994> part,<00:28:02.219> I<00:28:02.315> think,<00:28:02.555> is,<00:28:03.020> uh,<00:28:03.982> you<00:28:04.014> know,<00:28:04.383> you've<00:28:04.543> got<00:28:04.719> to<00:28:04.864> enjoy<00:28:05.200> the<00:28:05.665> ride.

00:28:06.002 --> 00:28:06.931
You've<00:28:06.146> got<00:28:06.274> to<00:28:06.322> enjoy<00:28:06.563> the<00:28:06.707> journey.

00:28:07.044 --> 00:28:10.698
You've<00:28:07.204> got<00:28:07.444> to<00:28:07.525> make<00:28:07.781> it<00:28:07.989> really,<00:28:08.230> really<00:28:08.406> fun<00:28:09.432> and,<00:28:10.009> and<00:28:10.153> enjoyable.

00:28:11.853 --> 00:28:23.010
I<00:28:11.997> think<00:28:12.734> leadership<00:28:14.498> sometimes<00:28:15.123> comes<00:28:15.315> across<00:28:15.716> as<00:28:15.844> incredibly<00:28:16.357> serious<00:28:17.062> and<00:28:17.127> incredibly,<00:28:18.409> um,<00:28:20.028> daunting<00:28:20.733> and<00:28:21.150> challenging,<00:28:21.711> but<00:28:21.888> it's<00:28:22.416> got<00:28:22.561> to<00:28:22.657> be<00:28:22.753> fun.

00:28:23.074 --> 00:28:26.985
Like,<00:28:23.314> the<00:28:23.458> environment<00:28:24.260> that<00:28:24.356> people<00:28:24.613> work<00:28:24.901> in<00:28:25.719> has<00:28:26.023> to<00:28:26.119> be<00:28:26.216> a<00:28:26.280> fun<00:28:26.520> environment.

00:28:27.627 --> 00:28:41.741
Otherwise,<00:28:28.430> um,<00:28:29.971> you<00:28:30.068> know,<00:28:31.015> we<00:28:31.111> spend<00:28:31.336> so<00:28:31.465> much<00:28:31.657> time<00:28:31.994> together<00:28:32.364> as<00:28:32.476> a<00:28:32.540> team<00:28:32.942> that<00:28:33.279> if<00:28:33.359> it's<00:28:33.568> not<00:28:33.825> fun,<00:28:34.146> if<00:28:34.226> you're<00:28:34.323> not<00:28:34.531> enjoying<00:28:35.029> the<00:28:35.190> ride,<00:28:35.527> as<00:28:35.671> we<00:28:35.768> say,<00:28:36.860> um,<00:28:38.144> you<00:28:38.176> know,<00:28:38.240> I<00:28:38.321> think<00:28:38.497> it,<00:28:38.722> it<00:28:39.140> can<00:28:39.284> become<00:28:40.007> challenging<00:28:40.649> for,<00:28:41.211> for<00:28:41.371> the<00:28:41.452> team.

00:28:41.789 --> 00:28:52.611
So,<00:28:43.298> you<00:28:43.459> know,<00:28:43.603> those<00:28:43.780> are<00:28:43.860> some<00:28:44.037> examples<00:28:44.567> amongst,<00:28:45.064> amongst<00:28:45.466> many,<00:28:45.787> but<00:28:46.172> what<00:28:46.285> I've<00:28:46.413> learned<00:28:46.734> is<00:28:47.007> to<00:28:47.858> always<00:28:48.099> focus<00:28:48.356> on<00:28:48.436> the<00:28:48.517> mission,<00:28:49.625> hold<00:28:49.801> a<00:28:49.865> high<00:28:50.042> bar,<00:28:50.989> and<00:28:51.567> make<00:28:51.648> sure<00:28:51.872> everyone's<00:28:52.194> having<00:28:52.515> fun.

00:28:54.679 --> 00:29:00.642
Ilya,<00:28:55.000> I<00:28:55.096> can't<00:28:55.320> thank<00:28:55.481> you<00:28:55.513> enough<00:28:56.138> for<00:28:56.298> coming<00:28:56.603> on<00:28:56.939> the<00:28:57.036> show,<00:28:57.565> talking<00:28:57.901> to<00:28:58.302> us,<00:28:59.504> you<00:28:59.584> know,<00:28:59.745> sharing<00:29:00.049> your<00:29:00.210> experience.

00:29:00.706 --> 00:29:03.512
I'm<00:29:00.947> blown<00:29:01.187> away<00:29:01.572> by<00:29:01.668> the<00:29:01.829> platform<00:29:02.935> you<00:29:03.111> built.

00:29:03.993 --> 00:29:25.949
I<00:29:04.137> love<00:29:04.313> the<00:29:04.458> focus<00:29:05.836> of<00:29:05.980> what<00:29:06.093> you're<00:29:06.237> doing,<00:29:06.541> and<00:29:06.622> I<00:29:06.782> love<00:29:07.119> the<00:29:07.343> mission,<00:29:08.225> which<00:29:08.417> is<00:29:08.577> to<00:29:08.786> help<00:29:09.523> kind<00:29:09.699> of<00:29:09.828> locally<00:29:10.244> owned<00:29:10.805> pizzerias<00:29:11.607> survive<00:29:12.809> in<00:29:12.954> a<00:29:13.050> world<00:29:13.434> where,<00:29:14.236> you<00:29:14.332> know,<00:29:14.573> like<00:29:14.797> Domino's<00:29:15.294> had<00:29:16.240> this<00:29:16.416> incredible<00:29:16.897> technology<00:29:17.602> for<00:29:17.763> so<00:29:17.875> many<00:29:18.179> years,<00:29:18.500> and,<00:29:18.805> you<00:29:18.837> know,<00:29:18.981> it<00:29:19.125> was<00:29:19.301> hard<00:29:19.462> to<00:29:19.542> compete<00:29:19.846> with<00:29:20.007> that<00:29:20.103> if<00:29:20.183> you<00:29:20.327> were<00:29:21.065> a<00:29:21.145> local<00:29:21.466> pizzeria,<00:29:21.930> and<00:29:22.091> you've<00:29:22.251> really<00:29:22.427> come<00:29:22.668> in<00:29:22.828> here<00:29:22.988> and<00:29:23.630> leveled<00:29:23.934> the<00:29:24.030> playing<00:29:24.351> field<00:29:24.834> which<00:29:25.319> is<00:29:25.400> incredible.

00:29:26.855 --> 00:29:28.990
We<00:29:27.001> always<00:29:27.243> end<00:29:27.405> every<00:29:27.923> interview<00:29:28.214> with<00:29:28.375> this<00:29:28.553> question.

00:29:29.831 --> 00:29:36.799
At<00:29:29.928> CEO.com,<00:29:30.898> we<00:29:31.060> believe<00:29:32.338> chances<00:29:33.648> given<00:29:34.196> are<00:29:34.357> just<00:29:34.759> as<00:29:35.096> big<00:29:35.433> as<00:29:35.578> chances<00:29:36.060> taken,<00:29:36.542> right?

00:29:36.847 --> 00:29:41.394
Like<00:29:37.008> you<00:29:37.104> took<00:29:37.265> a<00:29:37.329> chance<00:29:37.667> to<00:29:37.827> start<00:29:38.165> Slice,<00:29:40.543> which<00:29:40.719> is<00:29:40.800> incredible.

00:29:41.587 --> 00:29:44.387
And,<00:29:41.924> you<00:29:42.005> know,<00:29:42.149> it's<00:29:42.326> life-changing<00:29:42.953> when<00:29:43.065> we<00:29:43.210> take<00:29:43.370> chances<00:29:43.660> on<00:29:43.757> ourselves.

00:29:44.807 --> 00:29:48.445
But<00:29:44.888> then<00:29:45.050> we<00:29:45.147> also<00:29:45.325> have<00:29:45.486> this<00:29:45.713> kind<00:29:45.858> of<00:29:45.891> reverse<00:29:46.359> thing<00:29:46.586> where<00:29:47.168> chances<00:29:47.572> are<00:29:47.734> given<00:29:47.976> to<00:29:48.219> us.

00:29:49.108 --> 00:29:59.731
And<00:29:49.189> I<00:29:49.415> wonder<00:29:50.094> if<00:29:50.239> there's<00:29:50.401> anyone<00:29:50.724> in<00:29:50.805> your<00:29:51.112> life<00:29:51.694> or<00:29:51.921> anyone<00:29:52.179> that<00:29:52.325> you<00:29:52.487> can<00:29:52.648> think<00:29:52.972> of<00:29:53.557> who<00:29:53.734> gave<00:29:54.121> you<00:29:54.298> a<00:29:54.443> chance<00:29:55.088> that<00:29:55.266> led<00:29:55.652> you<00:29:55.894> to<00:29:56.378> be<00:29:56.781> the<00:29:56.862> success<00:29:57.748> and<00:29:57.942> Slice<00:29:58.393> to<00:29:58.490> be<00:29:58.522> the<00:29:58.667> success<00:29:59.199> that<00:29:59.296> it<00:29:59.457> is<00:29:59.602> today?

00:30:01.260 --> 00:30:02.757
Uh,<00:30:01.453> too<00:30:01.630> many,<00:30:02.033> too<00:30:02.242> many<00:30:02.419> to<00:30:02.580> name.

00:30:02.806 --> 00:30:15.765
I<00:30:02.822> mean,<00:30:03.064> certainly<00:30:03.402> my<00:30:03.627> parents<00:30:04.030> are<00:30:04.110> very<00:30:04.417> entrepreneurial,<00:30:05.077> so<00:30:05.254> they've<00:30:05.463> always<00:30:06.285> believed<00:30:06.607> in<00:30:06.688> me<00:30:06.913> and,<00:30:07.235> and,<00:30:07.574> and<00:30:08.234> I<00:30:08.604> think<00:30:08.782> put<00:30:08.943> me<00:30:09.007> in<00:30:09.104> a<00:30:09.168> position<00:30:09.651> to<00:30:10.135> take<00:30:10.376> risks<00:30:10.714> without<00:30:11.100> having<00:30:11.920> to<00:30:12.081> feel<00:30:12.403> a<00:30:12.483> sense<00:30:12.870> of,<00:30:13.513> you<00:30:13.610> know,<00:30:14.398> uh,<00:30:14.800> like<00:30:15.122> too<00:30:15.283> much<00:30:15.524> risk.

00:30:16.489 --> 00:30:20.908
Um,<00:30:18.114> but<00:30:18.259> I<00:30:18.275> would<00:30:18.355> say<00:30:18.452> like<00:30:18.677> specifically<00:30:19.224> professionally,<00:30:19.999> I'll<00:30:20.259> tell<00:30:20.324> you<00:30:20.389> a<00:30:20.470> quick<00:30:20.632> story.

00:30:20.957 --> 00:30:30.569
In<00:30:21.038> 2015,<00:30:21.769> when<00:30:21.915> I<00:30:22.012> decided<00:30:22.434> that<00:30:22.580> Slice<00:30:22.986> really<00:30:23.181> needed<00:30:23.278> to<00:30:23.311> be<00:30:26.829> better<00:30:27.070> resourced<00:30:27.696> and<00:30:27.953> put<00:30:28.097> in<00:30:28.194> a<00:30:28.274> position<00:30:28.755> to<00:30:29.141> really<00:30:29.381> grow<00:30:29.702> as<00:30:29.799> the<00:30:29.879> next<00:30:30.104> stage.

00:30:31.147 --> 00:30:31.885
I<00:30:31.163> went<00:30:31.307> on<00:30:31.468> Twitter.

00:30:32.302 --> 00:30:37.952
I'm<00:30:32.447> very<00:30:32.752> active<00:30:33.073> on<00:30:33.169> Twitter,<00:30:34.196> and<00:30:34.277> I<00:30:34.357> reached<00:30:34.678> out<00:30:35.320> on<00:30:35.480> Twitter<00:30:35.817> to<00:30:36.138> a<00:30:36.299> gentleman<00:30:36.700> named<00:30:37.101> Wiley<00:30:37.438> Cyrilli.

00:30:38.546 --> 00:30:44.404
Wiley<00:30:38.931> was<00:30:39.043> the,<00:30:39.910> a<00:30:39.990> leader<00:30:40.295> at<00:30:40.408> Seamless<00:30:41.515> in<00:30:41.579> the<00:30:41.756> early<00:30:41.997> days,<00:30:42.478> which<00:30:42.655> is<00:30:42.863> a,<00:30:43.120> you<00:30:43.200> know,<00:30:43.425> now<00:30:43.521> part<00:30:43.842> of<00:30:43.907> Grubhub.

00:30:45.191 --> 00:30:49.669
Um,<00:30:46.089> founded<00:30:46.410> a<00:30:46.491> company<00:30:46.796> called<00:30:46.956> Single<00:30:47.213> Platform<00:30:47.694> and,<00:30:48.096> and<00:30:48.192> sold<00:30:48.481> that<00:30:48.657> company<00:30:48.978> successfully.

00:30:50.503 --> 00:30:54.566
Super<00:30:50.921> smart,<00:30:52.253> and<00:30:53.056> I<00:30:53.137> had<00:30:53.377> heard<00:30:53.490> of<00:30:53.618> him,<00:30:53.715> but<00:30:53.875> we<00:30:53.955> didn't<00:30:54.116> know<00:30:54.277> each<00:30:54.437> other.

00:30:55.079 --> 00:30:59.495
So<00:30:55.192> I<00:30:55.224> went<00:30:55.385> on<00:30:55.465> Twitter<00:30:55.786> and<00:30:55.882> I<00:30:56.123> tagged<00:30:56.589> Wiley,<00:30:56.910> and<00:30:57.006> I<00:30:57.022> said,<00:30:57.231> hey<00:30:57.408> Wiley,<00:30:58.435> do<00:30:58.500> you<00:30:58.548> have<00:30:58.692> some<00:30:58.853> time<00:30:59.094> to<00:30:59.174> chat?

00:31:00.763 --> 00:31:06.367
And<00:31:01.647> I<00:31:01.807> actually<00:31:02.064> did<00:31:02.225> a<00:31:02.305> similar<00:31:02.706> thing<00:31:03.092> with<00:31:03.573> 3<00:31:04.216> other<00:31:04.537> leaders<00:31:04.874> in<00:31:04.970> the<00:31:05.051> space,<00:31:05.436> in<00:31:05.500> the<00:31:05.580> restaurant<00:31:05.982> tech<00:31:06.159> space.

00:31:07.282 --> 00:31:08.888
Wiley<00:31:07.668> was<00:31:07.828> the<00:31:07.861> only<00:31:08.085> one<00:31:08.246> to<00:31:08.390> respond.

00:31:09.835 --> 00:31:13.625
Uh,<00:31:09.948> he<00:31:10.012> said,<00:31:10.237> sure,<00:31:10.959> I've<00:31:11.537> got,<00:31:11.923> I've<00:31:12.003> got<00:31:12.116> a<00:31:12.180> few<00:31:12.324> moments,<00:31:12.726> let's,<00:31:12.983> let's<00:31:13.207> catch<00:31:13.448> up.

00:31:14.010 --> 00:31:29.762
We<00:31:14.042> jumped<00:31:14.347> on<00:31:14.428> the<00:31:14.572> phone<00:31:15.616> and<00:31:16.098> he<00:31:16.499> immediately<00:31:16.997> connected<00:31:17.414> me<00:31:17.623> to<00:31:18.201> basically<00:31:18.618> the<00:31:18.763> people<00:31:19.807> that<00:31:19.967> helped,<00:31:21.155> um,<00:31:21.990> set<00:31:22.295> Slice<00:31:22.617> up<00:31:22.777> for<00:31:22.857> success<00:31:23.724> for<00:31:24.286> this<00:31:24.463> next<00:31:24.736> stage<00:31:25.025> of<00:31:25.170> growth,<00:31:26.213> uh,<00:31:26.470> connected<00:31:26.855> me<00:31:27.032> with<00:31:27.128> the<00:31:27.273> people<00:31:27.578> who<00:31:27.739> ultimately<00:31:28.220> led<00:31:28.397> our<00:31:28.557> first<00:31:29.055> seed<00:31:29.441> round.

00:31:30.468 --> 00:31:37.565
Um,<00:31:31.271> and<00:31:31.351> this<00:31:31.448> was<00:31:31.608> a<00:31:31.689> person<00:31:31.994> who<00:31:32.090> was<00:31:32.331> just<00:31:32.491> so<00:31:34.081> open-minded<00:31:35.157> to<00:31:35.526> what<00:31:35.687> we<00:31:35.767> were<00:31:35.927> building<00:31:36.586> and<00:31:36.811> willing<00:31:37.067> to<00:31:37.228> listen.

00:31:38.336 --> 00:31:44.900
And<00:31:38.898> you'd<00:31:39.058> be<00:31:39.091> surprised<00:31:39.717> by<00:31:40.279> how<00:31:43.035> rare<00:31:43.313> that<00:31:43.526> is,<00:31:43.788> which<00:31:43.951> is<00:31:44.279> kind<00:31:44.442> of<00:31:44.524> interesting.

00:31:46.410 --> 00:32:04.032
So<00:31:46.506> I<00:31:46.523> would<00:31:46.620> say,<00:31:47.153> you<00:31:47.234> know,<00:31:47.654> personally<00:31:47.994> my<00:31:48.220> parents,<00:31:48.608> obviously<00:31:49.578> professionally<00:31:50.160> in<00:31:50.241> 2015,<00:31:52.892> you<00:31:52.924> know,<00:31:52.989> I<00:31:53.150> certainly<00:31:53.474> wouldn't<00:31:53.716> be<00:31:53.862> here<00:31:54.056> today<00:31:54.266> if<00:31:54.444> Wiley<00:31:54.848> hadn't<00:31:55.964> responded<00:31:56.627> and<00:31:56.772> then<00:31:56.950> taken<00:31:57.274> the<00:31:57.355> time<00:31:58.244> to<00:31:58.390> meet<00:31:58.568> with<00:31:58.745> me<00:31:58.972> and<00:31:59.198> help<00:31:59.376> me<00:32:00.347> better<00:32:00.896> understand<00:32:01.721> what<00:32:01.948> this<00:32:02.125> company<00:32:02.449> needed<00:32:02.837> in<00:32:02.934> order<00:32:03.161> to<00:32:03.258> be<00:32:03.338> set<00:32:03.581> up<00:32:03.630> for<00:32:03.742> success.

00:32:05.191 --> 00:32:05.899
That's<00:32:05.432> incredible.

00:32:06.060 --> 00:32:08.105
Ilya,<00:32:06.141> your<00:32:06.398> story<00:32:07.268> is<00:32:07.445> unbelievable.

00:32:08.250 --> 00:32:08.893
You're<00:32:08.475> unbelievable.

00:32:08.958 --> 00:32:09.924
I<00:32:09.038> love<00:32:09.473> Slice.

00:32:10.101 --> 00:32:12.392
It's<00:32:10.336> It's<00:32:10.432> such<00:32:10.689> a<00:32:10.818> cool<00:32:11.718> concept.

00:32:12.440 --> 00:32:16.071
I<00:32:12.521> love<00:32:12.681> the<00:32:12.746> whole<00:32:12.922> story<00:32:13.244> behind<00:32:13.790> it,<00:32:13.967> and,<00:32:14.288> and<00:32:14.529> continued<00:32:15.075> success,<00:32:15.557> my<00:32:15.718> friend.

00:32:16.601 --> 00:32:18.513
Um,<00:32:17.083> we'll<00:32:17.662> catch<00:32:17.887> you<00:32:17.983> down<00:32:18.208> the<00:32:18.288> road.

00:32:18.690 --> 00:32:18.947
Thanks.

00:32:19.027 --> 00:32:20.238
Thank<00:32:19.188> you<00:32:19.268> so<00:32:19.429> much<00:32:19.590> for<00:32:19.750> coming<00:32:19.911> on<00:32:20.040> the<00:32:20.139> show.

00:32:21.296 --> 00:32:22.238
Thank<00:32:21.461> you<00:32:21.494> so<00:32:21.659> much<00:32:21.808> for<00:32:21.957> having<00:32:22.138> me.

00:32:22.452 --> 00:32:22.882
This<00:32:22.552> was<00:32:22.700> great.