9 Episode results for "Vendex"

Episode #135: ggCircuit & LAN Centers, Netflix Gaming Subscription, VALORANT Popularity

The Business of Esports

1:17:11 hr | 4 months ago

Episode #135: ggCircuit & LAN Centers, Netflix Gaming Subscription, VALORANT Popularity

"The business of sports podcast is sponsored by east sports. Entertainment group a leading east sports and online gambling company for more information. Go check them out. At e sports. Entertainment group dot com. Welcome to the business of east sports. Podcast the official podcast eastport. We explore the intersection of business. And eastbourne's one of the fastest growing industries in the world. And the future of fine please. Welcome your host. William the eastward professor call us and paul the east sports profit della leaving the business of these sports. Podcast begins now from the keyboard to the boardroom. This is the business of sports. Podcast i am joined today by my friend. And co host william us for those of you who are new to the podcast. Welcome to the official podcast of sports. What we do here is we. Cover the most pressing gaming and east sports topics and news of the week. But we look at all of it through a business c. Suite lens we dissect. We analyze the business implications of everything happening in the industry for our regular listeners. Thank you guys for tuning in every week. Thank you for all the five star ratings and reviews. Thank you for all the love. You give the podcast. If you haven't already go by williams book. The book of e sports lever review on amazon. Talamo much. you loved it. It would mean a lot to us also make sure guys and i know because i know some of you have already bought a bunch of merge but if you haven't already go by. Some business of sports socks hoodies or shirts. it's a great way to support the podcast. And the merge i promise is very cool very fun you can still get a professor t shirts and you can still get profit t shirts if that's what you like but the sox are my recommendation socks hoodies. I think are always the safe. Bet william. how's it going. How's your week super super great paul as always you know. It's an absolute pleasure to be here until after my hiatus last week. I think that's the first time i ever didn't do a business of e sports podcast in like a year and a half or something we missed. Do we missed you. wrote it. wasn't it wasn't episode. But yeah i mean it would have been better if i'd been there. Is that my allowed. I dunno great job in your shoes. I will say but we missed you. I know if i could have moved that. Here's the storm tournament. Fr- anything you know like i would. That was your big shot. And i and i had to be there. They said we rely on. You is the vala carey. And you know what i said. I said get on my back because we're going to the championship. That's you already have the jersey on you were ready. You've been ready for the last five years. Yeah for five and maybe we did lose unwound run and maybe you know we won the whole thing. Who's to say who's to really know you know we need to discuss. That is played up by by the way all joke. There was no here the storm tournament. I was playing i but there should have been but if we have their side note there is. Here's the storm news this week. Believe it or not. We probably won't get to it on the podcast help but we may get to it on the livestream and and actually had some people. Some fans watch the livestream. Remind me to plug it. Because i think a lot of the podcast listeners. Maybe don't know. Or sometimes i forget to plug it guys after we do the podcast when we recorded on wednesdays eight thirty pm eastern time on wednesdays we do a livestream. We cover all the topics that didn't fit into the podcast. And it's a lot of fun. It's interactive we get to do it with you guys so if you're listening to the podcast come check out the livestream and i encourage everyone to participate. I really just a shameless plug guys. Have you listened to this at all. Like just stop by the even for five minutes. I promise you'll enjoy it. Drops something into chat. It's really interactive. Like if you're if you're playing this on you know whatever your apple or your pocket casts or whatever right now like you bothering enough to listen to the podcast. Like it's worth it stopped by. Trust me it's like a great time and it feels. It makes the show that i think feels very i guess insightful but abstract it makes it really real like it shows that we're real people and it's a fun time and again we do lots of great bonus topics it's a little more casual little sillier but still the same level of analysis and commitment so stop by. It's awesome and i will say william part of me obviously doesn't want to talk about here is the storm but we will get it on the livestream. The reason we don't have time on the podcast. Today's we have an amazing guest. None other than zach johnson the g. g. circuit and and fellow sort of compatriot with you william in this latest this latest acquisition by sports. Entertainment group exact. Welcome to the business of sports podcast. Thank you for having me and For those listening to can't see the video. I ordered up a batch of indiana sunshine to blaze into my face as we talk on camera together so special for you to that is only the people who watch us on video. We're gonna get that. And unfortunately i mean i don't know why it could be i william and i are both such you know models. I don't understand why the audio version gets like a thousand times the audience of the audio version of the video version. But probably because there's just so jealous of all of our good looks i guess But zac look incredible business you having gdp circuit for those of you. Who are listening. That maybe don't know like for our audience that maybe doesn't hurt of gdp circuit hasn't of zach johnson. Could you give them a bit of the background on you. How you got into gaming What you're focused on now you know what. Gdp circuits businesses. all about. What you're excited about going forward things like that. Just some of the background story. Yeah i'm tempted to give you the so for season. Two of shark tank. I was selected as one of the forty five finalists to fly out to l. a. and film side on whether they're going to have cuban or foxworthy on the panel. This was after their first pilot season. That was successful. And so i had a really good elevator pitch and this was in two thousand and ten and so when you asked me to introduce everything could i give that. But it's still the same a little bit. The same as you know is a collegiate athlete. Here in indiana guess. What i play you guessed it basketball and i loved competition and after i finished at the collegiate level. I wasn't good enough to go. Pro and video games gave me some of that feeling of getting a bracket and going to a weekend tournament and this is many years ago We'll just leave that many many years ago so we started running video game tournaments as youth pastors in our church in the basement would have all these folks bring in the original xbox. We'd land them together for halo. And then all of these really good halo players started showing up at our church. And i'm like this is kinda cool. We should do this more often. And i'm also tired of carrying crt tv's in and out of the church basement every weekend Does the twenty five inch twenty seven inch. Tv crtv not light so we opened up a little and back then. We called it a land cafe or an internet cafe or cybercafe cafe and that story has been opened since two thousand and four. So we've been holding tournaments than for anybody. That's old an old and old like we used to have the ogre twin show up for tournaments that our store back in the day you know we were the the midwest spot for all the folks in ohio indiana michigan and illinois and kentucky to find a land tournament where we paid out a whopping thousand dollars you know for payouts in all these folks who come in and big brackets and just awesome and it really grew to the point. We started We built a second store. Had some folks interested in helping his franchise and just got to the point. We needed automated. And you know like we realized to make these things scale and to run these things. I can't be everywhere at once. And so we needed software to really control the whole thing. And that's really when i got met up with my partner in gd circuit crispy. He was running a chain at land centers in ireland called game the world they had seventeen of we had four of them in indiana and we just started combining to write software. Their their team wrote it. And i managed for everybody in the us. The two thousand eight hit on his business was hit hard in ireland and we took a year or two and just ran our stores and came back together in two thousand and twelve is started to pick up again and thought. Let's start doing it again. And this time was really right operating system that runs all of this and not just a a web portal that integrates databases together online. Let's really make a cloud based system from the ground up to all this so that's when some of our software was born and that's what. gd circuit does. The industry is our tagline over the industry leader of software services and support for sports venues specifically venues. That's what we care about so you know be able to control the screen for the player for the business owner and automate as much as possible. That's our bread and butter very interesting. Back and look. I love anyone. Who's listened to the podcast. Long enough knows how much. I love these kinds of infrastructure. Plays around gaming much more than you know some of the flashier sort of pieces of the ecosystem. This is sort of the nuts and bolts and people. Maybe call this boring but to me. These are the really interesting businesses. Because they're the ones that tend to make money. And and i'm just curious like where do you see that land center business going because your business is tied to that right. At what point did you decide. We don't wanna open more of our own we just want to be operating system but And sort of the the the may be asking this questions questioned the wrong way but in some ways i'm trying to figure out you decided at some point you wanted to be the operating system which means you believed that land centers. We're gonna explode probably right and you were going to get many more of them at any point that you think we should be in that business as well or or. How did that decision to stay. Just the infrastructure play happen. Yeah so honestly like for me as a good old mid west boy again as as a son of a preacher. Like i care about people and one of my problems was as we ran all these tournaments in two thousand seven eight nine ten with all these land centers connecting together for you know just illegal legends tournament towards the end of that decade or before. Then it was console games and a lot of counterstrike probably source. It was one point. Six in the beginning but then was source. Most of the busier years. you know we. We just saw our friends that would open up stores. Everywhere may get a few years and then they would just disappear. Couldn't keep the lights on. And that bothered me. Because i know that this business is successful and i know it can be successful and i knew it was a matter of scale but it was not a matter of scale of any one company building five hundred locations as much as academy. Get all these folks to work together in a different way. So that as a group we could go to the publishers. Work on deal together and remind me i'll share a story of how that ties into my relationship with the folks at epic at our nine tournaments. We ran back in the early days. But you know like how do we take our big giant group and say. Listen mr activision or mr ea. Or why. don't ask mr. But mrs four-night or mrs epic you know we can provide you access to thousands of locations with millions of gamers if you work with us right. So that's really what it wasn't that i saw that. Land centers are going to be awesome. I just saw a lot of land centers open and that's why we really got into a lot of services as well as they would. It would come to us and say how did you make it five years. Or how'd you make it three years or how'd you make ten years and now seventeen plus years later. Have you made it that long. And you know we just share simple things with them like if you only have seventy five dollars on your credit card and you wanna open a gaming center. I always say like just go take out like thirty thousand and bring it to my house will burn it. And then you'll save the other thirty five thousand and you'll only have burned thirty thousand right like you have no business opening one of these for seventy five thousand because it's it has to scale it has to have forty. Plus stations are on friday night. A group of five friends show up and it doesn't matter if you have five stations. There's not five next to each other. Going to stay in your venue for friday night right like you have to have enough seats that you can move folks around on the busiest times so i- movie theaters have three hundred seats and they have what eight twelve screens for star wars opening weekend right like it's not because the tuesday night that you go there you like. This is a waste of money. I have almost the whole theater myself. It's because they can pack that baby on opening night for a lot of their big shows. And that's where you really you. Don't pick up the revenue so a lot of it was just my passion for the industry that the people that are starting these things in trying to make them successful. We say sometimes inspired themselves. Just because they just didn't have the wherewithal to plan ahead to okay. I can make enough money to keep the lights on for three years. But then i gotta put new graphics cards in p. c.'s. Do that in three years like well. Guess what you gotta make more than keeping the lights on for three years so you can buy the graphic cards. To put back your. Pc's season in three years. So that's kind of some of that but the insight that you have from the digi circuit software right. Did that not embolden you in some way to maybe say. Hey we have five or four successful centers in indiana. Why don't we go open. Forty more right like why. Why did you why you consciously never went down that path. So that the one thing that we've still yet to figure out and you know my accepts a friend of mine. That's starting up vendex. We've talked about this many times in a lot of folks out there you know like i know john five and what nurseries do on like again people matter people are the biggest secret ingredient in all of this. And there's a there's a shortage of folks out there that can step up and run these with the passion that you really need because it takes a unique individual right now and somebody with a little bit of experience and they're just not that many opportunities to build that pool of of personnel right so the biggest thing for me was we started doing franchising and that was. It was okay for a little bit. But i would find. Franchisees were passionate about gaming but not passionate about running the business. So you know like. I'll tell you a quick story. We had one of our first. Franchisees was a huge forget. The name was before league of legends. What was the doda. no the other one. That was o'hara's of earth. Here's a newark of newark player. The professor professor coming out here. Here's a newer actually big before launched. And here's a new earth was kind of like the. It was the pioneer for league but it charged twenty or thirty bucks to buy the game at league of legends came out. It was free to play so you. Unearth was big. He was a big years newark player and he would run tournaments at his store and he would play in now and we didn't find this out until here to later but like there were folks that got banned from the store when they were on a team that would knock him out of a tournament because you get angry at them and you know again that fine line between your passion for gaming in your passion for running a business you know like. That's that's a hard line to hold because you're caught up in the moment of competition. Not that he was wrong forgetting mad. Or whatever. but you can't kick people out of your store for being you turn. I dunno william you. You may open one right just for. Here's of the storm. I mean you're basically telling me. I can guarantee i win. If i open a store and kick people out who beat me. His bracket would be that. Well there's someone who got a bye to the finals. It's my team. Guess what how did that happen. Oh oh and there's a disqualification of my competitors. Oh dear happened every week for the past six months. What are the odds. Paul to that reminds me of what we're talking about we've always struggled with. We love competition. Love bracketed play but it was pretty early on that we discovered that. If you're pay out on your prizes in your rewards of the top three places in a tournament right like in this. We found this out with gears of war. When it came out we ran a bunch years award tournament's eventual tons of pros. Come through our thing and went on to win. Almost all the mld events right lake. But i'm hold these. These gears tournaments we had eighteen. Show up new. We'd have sixteen and then we have thirty two and then all of a sudden we started going back down again because the experience a team or a player that shows up and gives it everything. They've got an a finished fifth place in the first three places. Pay out money like unfortunately they feel like a loser right like they felt like they lost and i didn't like that part of it so that was one of the things. We really focused on with our software. Gd circuit is by. 'cause you play in our center we'll just detail to be but you aren't coins as you play like you would tickets at chucky cheese right like if you're terrible at ski ball paul shaking his head like i can tell he's terrible. Ski ball is my favorite part was was was collecting on those tickets and eventually to go get the spinning top. You know like everybody wins a prize in his corneas. That is that makes the event fund right. Like you didn't leave chucky cheese like off. I sucked at ski ball. They not really down day skibo. You're like a party. We had a good time. I really got to play some fun games. And i went on with a slap bracelet bikes. Sweet you felt like a winner and so we're trying to do that with some of our systems in that. Everybody has a chance to play late. I'll give you another thing. We haven't announced this yet. But for my land center we've been mining theory him Pre gd circuit crypto project. Right so like my the wallet with almost sixty theorem coins in it that we were not sure like our accounts. Like how do you get that in your. I have a better idea. We're going to let everybody in coins. And we have a thing called the wheel of win and we're going to spin the wheel and every month. We're going to give away into theory going to one lucky winner. Every earn is an injury in the drawing. Our software attracts all that So from july to december coming out of the pandemic at my store one winner will win any theory in coin every month and my council like alleluia doesn't have to pass through the checkbook and goes off surprise and they can deal with cashing it out and paying the taxes on it on the other wall so things like that to me all the way that i love to think of competitions in ways for folks to play that doesn't necessarily mean one person wins. One of the best person wins right. Like i just want to dive a bit deeper on this because a lot of the questions. At least i get from people who listened to the podcast or come on the livestream. I find there's a lot of people interested in this land center market right. Anyone who wants to be sort of an e sports entrepreneur going and opening a land center feels like one of the easiest ways to get in. And so i see a lot of people interested in this space. My question to you is knowing what you know given. You know the seventeen years all the data and insights. You have from from the software. Is there anything you can point to that. Says this is the thing that makes land centers successful or the thing that makes land sensor land centers unsuccessful. Are there key things that you could point to. That are indicators of success or failure. Yeah there's there's we actually did a youtube series ten years ago. That still gets a lot of us because people search for ten biggest mistakes in the land set are something. I forget the title. I should know like. I'm a terrible Albany but we have a circuit youtube channel with all these helpful videos. We've recorded over on even know how many years we recorded at this stage so one of the biggest things i see is the battle with real estate and right now coming out of the pandemic i hate to be like a a a total optima has but it's a great time to start a gaming center right now he's sports venue lanson or whatever you wanna call it. Because i've seen a lot of folks even that have been in business. Renegotiating their leases now on like a percentage based lease or a lot better lease than they've had in the past so your three biggest costs land center is the capitalization of all equipment. Are you gonna pay for that right. Lake can't just write a check and then it's going to go away like you need to depreciated or save up enough money in three to five years. You can buy it again. That's one second when his payroll so you needed to be as automated as possible. You don't wanna have fifteen like technical gurus running around like auto. Try to write scripts for you not a log like you just need to software to work and the other piece of it is the rent. That's the three biggest things to running a gaming center right like my rent and my little four thousand square foot stores fifty one hundred dollars a month like it's brutal like it's a giant check to write every month so right now you know. It's a great time. We've negotiated are least down to twenty eight hundred a month with our landlord because code. And you know there's no indication that we have to raise that back up in the near future and so we'll probably go to them and say how a percentage base rent now where there's a base fee and then you get a percentage of our gross sales because we're very cyclical seventeen years worth of e bash draft. I could put him on top of each other and it's like the ways of the ocean every year like everyone goes back to school. September is always the lowest month like everyone's going to get straight as in their kids are not allowed to go back to the land. They spend all their money on new shoes. And like every year. It's down Creeps up game releases. Come out october november. And then in indiana everybody's inside in the winter because it's cold december january and february baller. Then it gets warm out and everybody goes back in and it goes down a little bit so you know we know that kind of cyclical thing. So it'd be great if our lease kind of flowed with that that cashflow interesting and do you think as a consequence of sort of that lease piece of that ran piece being that much more affordable because of the pandemic you think we will see explosion of land centers is that you know something that people can expect what we see. And what number would you put on that. Are we going to see a thousand open in the us in the next twelve or twenty four months. Two thousand five thousand. Like what is the number you think that where it becomes saturated and there's just no more opportunity to open more centers here. Yes it's funny but like we talk about land centers in general there's a lot more moorland centers than people realize right. Like so the depends on what you call a land center gaming center so you know we have gaming stations inside at best. Buy stores in the us. Nobody would have any idea. Ailing work kiosks and seven hundred. Best buy stores. You can test out project cars on the systems. That's running our software. You can actually play project. Cars connect to the internet. That's our software running stations and we're talking with other folks about game into leaderboards and giving away hardware inside of a best buy store. So is that a gaming center actually not to retail store right but that's an install of ours we power lot of universities now is schools are building dedicated spaces inside of those another whole market right. But you'd be surprised. How many folks like laser tag arena have like twenty gaming stations in a corner or you know like they've got a magic hard shop right but they've also got like twenty. Pc's in in the room next to them that they do little and parties in and they run our software. So i think there's going to be a lot of those i don't know we. We signed up thirty dimos last week. And that's that's the highest number we've ever had in our history for a single week. Those are folks that like they have to talk to us. We set up demo server. They log into the demo serve. They start testing the software. So as we talk about sales funnels we get about a hundred seven leads a week thirty dimos startups a lot like we've added a huge coup version. We've added eleven hundred screens in the last four weeks to our network like part of it. Is people opening back up. But a lot of them are brand new centers coming on board and again the combination of he likes ganji and careful. I don't boost. Wins confidence too much here because his face if you close a little more than the gt circuit. He likes ganji. Combo of the crypto project. We're finding ways to deliver revenue to these stores. They didn't have before their costs. Don't change much right so for little more. Like trinity while you're gamers are not logged in. We use distributed computing. We call it. Dd fuse which happens to be mining theory right now and it's generating land center in chicago. Get a five thousand dollar check from s for the first two weeks so it's ten thousand dollars a month. They're going to get from us by allowing us to use their pc's for processing which right now is minding cerium and we wrote a fifty four hundred dollar check for the first two weeks and i love it because you know what we're doing. We're helping those business owners generate revenue from their machines when there is not a game or sitting there it solves that like like keeping seats occupied problem right. Which is the crux of the business model for the centers. The they need to maintain some eighty percent or seventy percent capacity for however many days You know however they've model it. I assume this completely flipped that around. And now those numbers come way down costs right like so payroll doesn't go up ray doesn't go up and the capitalization doesn't go up right. Like utilities are as scared as everybody is. And i know that the cost of electric different around the world but to give you an idea of gaming centers. Electricity is a thousand a month before we started doing crypto and now it's like thirteen hundred emma like nothing. It's nothing addition to what i was art. I was already heating and cooling space. Like i don't know if you know this but a heated max between paul william and heroes of the storm generates sombody heat right a lot of trash talking and so the air conditioning's got cool that down a little bit. Just the same as it. Cools down mining. Some crypto when you're not sitting in the chair so it's surprisingly not that much different interesting. Very interesting william. I don't know if you had any questions. It's tough for me. Because you know zach nyerere effectively coworkers each other for a long time very familiar with the and i'm an amer- by the business i think what zach built is just absolutely incredible. I will just say just. Like i don't know is it. Is it useful. Maybes act to say like what are the way like i. I still get the sense that. I think you did a good job of displaying. But there's this misconception about land centers as sort of these like businesses that have like we had them in the ninety s when like vr was first thing and you go in and it was like pixellated and like that was like before people there were really the home. Console market really heated out. Like there's that meant and i just think it's helpful like used describe for people like because you've seen so many. I mean literally thousands of gaming centers. You know all around the world right like can you say more about like. I guess like the modern experience across his customer. A i want people to kind of understand like this is really a new thing. You know what i mean. It's like this is this is actually. This isn't some people. Trying to make a throwback trend work this is actually a real pivotal that many gamers engage in e sports engaging more broadly. Yeah a lot of times when we're starting with clients in You know it's strange as they come to us like whether it's a person that's opening up fifty stations in a strip mall where in somebody like east. Sports arena in vegas or fortress data australia or these giant centers. Were working with them if they don't already have this one of the first things we do with them as like what is your purpose. What is the theme of your center in your space like so back. In the day people didn't have high speed it home so they went to a gaming center to have lower paying right. Like like i see a lot of folks that are like you know what our land centers purpose. We're going to have the fastest. Pc's out there and immediately. I'm like hold on like that. Sounds awesome. they'll let me tell you why that's not gonna work 'cause you know what happens in three months or six months they're gonna come in and you no longer have the fastest you're not gonna want to buy all pc's and six months to keep saying that rightly so be careful like making the purpose of your center trying to be the latest and greatest technology. It's got gotta have a different theme or purpose so i love battling ruin atlanta right. Like they've been around as long as we have like fifteen plus years and there's really like this cool lake nerdy geeky bar atmosphere with really unique food. That's named after a bunch of gaming stuff. They have a full kitchen like their way more restaurant bar than they are gaming center. But they've got. I don't even know like forty stations in there. They've got couch stations to play console on and then they've got like a bunch of pc stations to play league or university of the storm. If you want to seattle what. Everyone is playing. There's probably we all know that but again you even have to look at this point any center the number one game. Yeah anyone who just picking this show up. It's going to be so confused. If they just hear some of this. I know they just come in there now and we're like wow that really made a comeback. We saw eight new downloads. From all right no kidding. So there's always these other centers that have good ideas but then there's the ones that just think it's not field of dreams right like if you build it. They will come up like you have to run it like you run a normal business. If you open a subway franchise. There is some brain recognition of someone driving down the road seeing the sign to come there but every franchisee is required by the franchise or to have a marketing budget and put a bunch of commercials on tv radio social media wherever they can put it to let them know. Go to the new subway open right like make sure you go to our store. And that's what we tell folks like you still have to market it. You have to go to all of the the events in chamber of commerce or the events at high schools and try to sponsor events where you show up and run a little mini smash tournament in hand out. Free one hour cards for your store. Like you've always got to be out there hustling for your business. And that's i just unfortunately see a lot of these folks start up. They just think people need a place to raid world of warcraft. And i'm going to build that for them. And i might cool now. Are you gonna find all those people in their basements rating world of warcraft. To come to your store right like just doesn't magically appear because they're probably playing with folks in another state. Don't even talk about your store so you gotta go out and get him and bring him into your store and give them a recent come in there. So team has always a big for me. Can i ask you questions about how you guys position yourself in the market. Like i love this idea of the operating system for land centers right and i just kinda love that as a tagline and and if i'm thinking about operating systems for the most part other than you know more specific use cases windows has dominated the market right for the last ten years. At least right. And do you see this. Infrastructure layer this operating system for land centers as somewhat of a winner. Take all kind of market or do you see you know. Four competitors to g g circuit thriving in the next. You know ten years or twenty years or whatever it is like is is there is. There are there advantages to being in every center for the centers. Also right because they they learn maybe from the others. You guys collect all this data or so. Is it a winner. Take all market in your mind. Yeah i'll use this as an example with william again because so we have a few clients that are concerned using us because of the fear that data rules. All right like so. There's this fear that the data is valuable which it is all right like the date is extremely valuable. But we're not in william knows this because even our sister company and now as our part like we're all want family like still very very protective of everyone of our customers data right like to the point. Universities that use our system we have as associated with a university users just token us three p. is to get authenticated we asked for an answer they say yes. We don't know who they are what they're doing or anything else and like we. We'll track statistics for that. You you id generic idea throw it back to them and they can throw it on a leaderboard in the university and no one has any idea that flare is and it's more for robust trouble-shooting of bug tracking and everything else for us than than the value of the data. We don't sell panels on to sponsors for anything like everyone immediately jumped into that like. Oh my gosh. You've got tens of thousands of screens through a coca cola ad on there. You can make all of your stores. A bunch of money like so. That is a problem for us is that there are good friends of mine. That run chains of lan centers. That do not use our software because they want to make sure that they're very conscious of their data and their players in their their platform and for me platform is a terrible word. I hate when people use it because to me. It's the purpose right late platform to me. Means what gear games do. Because like i can build an app or i can build a website. I can build software like everybody loves the use the word platform but like what you mean like. What's your business idea. And how you keep your players interacting with your brand and your business idea. That's what you mean by platform right and we're one hundred percent transparent all of these folks. I try to convince them like we're not but again it's a very very like they've gone to their investors and raised money on their model of. We're going to build out five hundred stores. We're going to control all of our stores and we don't want to control their stores at all. We just wanna make it where instead of building twenty stores this year you can build fifty and instead of controlling fifty stores with five people you control fifty stores one person right like we're trying to make it scale an automated so let me nerdy for a little bit if i can right. So you're one of the things that were the most proud of is very very old fashioned thought of the fact that in our land centers we have a product called. Gd rock okay. So what did you rock is that it's a server that is located on that local network and it contains an image that all of the gaming. Pc's in that network and booed off up so into bio says it boots up. It says do. I have a hard drive and we say no. We take our drive out. We said no. Here's your hard drive and we send them to that server on the network. That servers like cool. I know you are by your mac address. Money give you an ip go ahead and buddha and it boots on an image. That's the same image. That pc two three four and five boot up with right. So we love that product and there's nobody in the world that should not use that product it literally has nothing player dated nothing when anything else like. Everybody should use that product but not everybody does because the fear is i always take it. Back to my is p. days like if you know more than mere. I don't quite understand how it works. I don't trust you. And i hate that because like i'm like guys like i don't know how to be more transparent than like literally we'll put the code on your servants show you how to code works and teach you how to use it and you can use it right like and you can go install it in another center of yours and just make your life so much easier. I don't know paul. We used to boot up. Two hundred and fifty p. c.'s. For gencon every year in the east room right like we were gurus at writing images and copying images to all the hard drives like and there's a ton of smart people out there today that will go build a bunch of land centers like image hearts. It super awesome. And now i'm like no. You have a pixie. Boot server boots all two hundred fifty of those. Pc's off of one inch right like if there's a four update the night before the show opens your like just update the image and then they all turn them on and they all boot for. I don't detroit's for anything to them. They don't have hard drives in them and it's not. It doesn't affect gaming at all because it still uses all the machines hardware for gaming and loads the game in the local ram it uses the graphics card that uses all of the stuff on the p. c. like it's not a thin client or vm. Ware right like a gaming. Pc that just has a virtual hard drive on a server. it's brilliant. It is absolutely brilliant. My team is amazing at this product. And why in the world is not everybody using that there are. There are chains that have twenty locations inside of retail big box stores. That try this out. Didn't quite understand. Were scared because they didn't know how it worked. And they said no thank you. And they use deep freeze to freeze the image of all their. pc's and twenty locations and it's a miserable nightmare for them to maintain those images interesting. I come back to my questions. Act though then do you think do you think this is winner. Take all i'm offended. Then everybody doesn't use our stuff because it is usually bill. There's no reason to not use it. Our gee-gee league software sixty million hours of usage sixty million hours of usage and every single day every day. Something is found that needs to be tweet every day. It's never be finished and anybody that can build something and thanks. This is easy all build. It will never be finished. was activision blizzard. This week updated their launcher and updated a few things inside in their their screens. We had to go in and fix for that right like and it's no big deal for us because we have awesome team of developers and we fix it within less than a day. We have a patch out in everybody's good like do you want to run a software company mr eastward center owner or you want to run the next greatest sportscenter business right like. That's why i think everybody should use it. I don't there are other folks that build software for internet cafes that are located in other parts of the world and some of our competitors use those because it's their only option to not use us so they have reigned that we're gonna take their data. I that's it. That's the only thing is fear of us stealing their data. For some reason. I every day. I try to figure out a way around that question. I mean it sounds like there's still an education gap as with most things in east sports. I mean it's the you know. Even people who are building land centers are not necessarily the most sophisticated technology people or gaming people I think this is a common theme. We see over and over which is every piece of the industry there is still an education gap doesn't matter where you're looking So it's interesting though. I personally think it's probably a winner. Take all market that especially with the moat. You guys have currently it's hard. It's hard to consider anything else if you're opening a center so yeah there's big retail chains that we have contracts with that again are the same way of life. They have their way smarter than than any of us on our team. Right like really really smart people and you know so for them. It's almost like czechoslovakia. They want us to spend up another. Aws instance that. They've got the keys to that will just give them the assurance that we're not gonna get hit by a bus or something almost right lake so again. Our merger with ecg as publicly faced company and a much bigger more powerful publicly facing company than we were as a private company. As as a whole. I hope we'll be more assurances for some of those folks that like. We're not going anywhere. Like i wasn't going anywhere anyway but be a privately held company. It's a little harder to convince folks right lake. I don't really wanna give chase bank account log information. But now i can point into gm b. l. Right like a little different than it was before. So yeah william. Do you have any questions before we move onto some news here now. I think sag did an awesome job. I think it's time to to talk about some news and get zacks perspective because we had a really busy week for news. Yeah there's a few big stories here that i hope we're gonna get to all of them here in the interest of time. So let's let's let's start with this guy. This was a big story and it was a report that came from reuters and the headline here is net flicks planning to enter the gaming industry with subscription based gaming service. So we had talked on previous podcasts about net flicks showing interest in the gaming market wanting to potentially get into the gaming market. Obviously they've done gaming shows now it seems to be all but confirmed at least the rumor seemed to come from a very legitimate source here that they will have an unlimited essentially games offering for a monthly fee as with you know the typical netflix subscription and And the only thing else out there really. That looks and feels like that today guys. Correct me if i'm wrong is like an xbox game pass But this is. I found really interesting. Zach i know you had as we were talking before before we started recording the podcast. I know you guys have had some interesting thinking around games like all you can eat game. Subscriptions so curious to get your thoughts on. Netflix is getting into this. Potentially and how it fits with gee-gee circuit. Yeah so the other one that i think landowners has asked us about a lot is the ubisoft has also as like a a a past that you can buy it gets a lot of their titles if not all of them under one subscription so a lot of senators will say came by that for all the. Pc's right in that. Have that for each of the. Ps you know the one key that i see in all of this. Is that a lot of these. It's going to be like hurting cats for netflix. Right like we all know what it's like to try to track down someone at valve or steam to work with them on something right like and some of the publishers are easier to work with than others but money talks right lane where the money funnels into the system and that that number the dollar number that funnels in a lot of times is what's gonna probably move the needle some of those publishers. So you know. My thought is connect. Let's get. I don't what price point will be. But ten or fifteen or twenty bucks can be much more than that right if somebody put your credit card and we all know we've got those subscriptions for all the streaming services eight of them. They're all like between five and twelve dollars. But let's magic point. Can you take that from a million or five million or ten million gamers to start and get somebody like activision blizzard who were extremely close to chest with their ip extremely hard to work with for bigger projects. Like this. like you gotta sign one of those publishers. The hardest ones. I write and go to market with those. That's the biggest thing for us. We've also done like we done stuff in our network where we've made battlefield available on licenses with working with the a to oliver lane centers in the network where they didn't have to buy the game the players at the by the game and they just went to a land center and launched the game play they would be like g circuit one. Oh to be there player name right and then the next time they log in to get a different one in. Somebody's sold their armor. Whatever in like eventually they get frustrating they by the game. That's the whole purpose right. So we done that before. It's technologically not a problem. We dreamed of the day of being able to do that. But we've always into problems at the publisher always like and we've got great contacts and great friends there and they're like there's no way we're getting this fire attorneys. That's always horgan stuck. I mean it makes so much sense for you guys to bundle with your software right like an all. You can eat subscription so that the centers don't have to worry about that. I guess william my question for you is to point. Is there a price point at which you think. Netflix will be able to get all these publishers on board. Because we've seen this happen with music and movies and the first ones to do it. Like apple was notorious. Steve jobs i think had practically begged and plead to get all these music publishers sort of onboard with apple music originally and it was not easy especially being the first. What do you think. Netflix will hit a reasonable price point here. And do you think they'll be able to get all the publishers one roof. I i have so many thoughts about this. It could fill a podcast by itself. So i gotta be focused on a couple. I think i. I wanna talk up. I'm not superb. Bullish on this working for netflix. And that is that's a hot take. It is not because i am not bullish on a game subscription model. It's not because of that. I'm extremely bullish on. I'm not saying athletes can't make it work. But i wanna do the pros and cons column for them. The pros are pretty simple. Basically everybody in the daming gaming demographic in most countries already subscribe to net flicks like. I'm guessing if you're eighteen to thirty years old. You have a netflix subscription. right now. that's why they're making the witcher. Tv show for netflix. Because they know you. They know their audience. You're there right so they have a massive instantaneous ability to put this offering in front of people and convert and because they're gonna get great scale. I'm pretty confident they can get a great price point for this right. 'cause they're gonna be able to rely on a lot of user signed up in the beginning and if they've been able to if they have the scale to negotiate a good price point for movies and tv right the probably be able to get a good price point games. I don't think we're talking. I mean i don't respect it on. Pricing by pricing will be competitive. Whatever it is so. I think that's massive pros massive pros. So why then. William would you say. Well you're not you're not super bullish on this. You're not like oh my god. This is a home run because two things one is. i think. Net everyone assumes netflix will win in their new markets because net flicks was first in this in the in the the movie market. tv market. right netflix's not. I hear right lake and in particular. I think gain pass as a competitor cannot be underrated. Here cannot be underrated because once you have one subscription feature for this. I dispute that. This is like movies and tv. We're going to end up selling it for four or five subscription service gonna have one based on. You're going to cherry pick the other titles in games because that still the offering. That's based on here. So i have real concerns about the entrenchment our competitors but i have a bigger concern here and the big concern. I have is for me to go. Oh my gosh. you're going to of the park. This announcement would have to be paired with net flicks opening game studio because flicks has shown us that the secret to their sustained subscription model is owned content. Right that's why they spend literally billions of dollars developing content every year. And i find it difficult to believe. I find it difficult to believe that after say microsoft is just bought bethesda right and walked all that stuff exclusively as a carrot to their platform. They're all these other publishers. Were thinking about their own platforms and what they might do might let the crown jewels fence for subscription service. And i think you see what's happening with net flicks. Right now with like disney clawing back. Ip to build disney plus. I think the gaming space is more advanced and there's much more friction for them here today realized and without their own individual offerings to anchor. I think they'll have a really great head out of the gate. probably some expensive highly paid marketing. Titles but i think the ability to sustain is really questioned. I also started. I want to go one other place. That i'm gonna go ahead. Yeah i also want to connect this. The person who should be most terrified by this announcement. And i think an unusual draw but bear with me. I think if i'm a company that is most scared about this. It's epic and why. Because i think epic just invested tons of money and is planning to continue to invest tons of money in a store model right and my concern is if this is at the moment where we now have a net flicks coming in. We have game pass that maybe the store model is really going away that the subscription model is the new model for games in game services and the biggest people who are at risk. Here are the new store models. They're going to have all the difficulty of building the store business but they're going to be on last generation's monetization approach right lake. I think maybe seeing s epic games might wish we should have been we should have liked the game streaming service or had streaming elements integrated into it. What if we think about this. I love that point. Because here's what. I think secretly behind the scenes k. This is your data play right like somebody like valve with steam or something like epic with their store. They have all this data. they know notice. I would argue that. Epic already has a subscription model all right. You know where i'm going with this. Because they already know they can sell a few games right they sell a few games during your. They know you're logging and they know what you will buy but they also have been giving away games the whole time and i don't see any sign of that stopping so essentially like what they're doing is saying okay right now. William buys like a couple of games a year divided by twelve months. We give away about your free games along the way we pay all those game. Companies for those games essentially. I wonder if under the hood. That's what their model is. They're just monetize ing it in a will give you some free games along the way to keep you in our store all the time you buy a few games essentially. That's what you're doing right as long as you're logging into the epic store and spending some money every now and then i see the point. Just the concern. Is you know the positioning here. Is like if like netflix. Entering this market because they have so much market power for exposure to customers right like literally anyone who games like i think we've all heard subscription service for games before because i remember when has been around for a long time. People are gonna do. I remember when there was like. Was it like game fly or whatever you'd literally get like you know so like i think we view it as a i think net flicks can bring a lot of attention and reinvigorate that model and show that that model makes sense today and my concern is if you're steam your find your the entrenched ownership store you lock danube more ties or casa longtime ago. But if you're epic and you've just spent literally hundreds of millions of dollars building a store model lake. Imagine if. I were trying to convince you that like i should be doing an online. Dvd online video purchase website. Today you'd say to me no there's amazon. They rule that market if you want fixed on content and everyone else is on streaming right. And i'm taking that thought a little bit and a plan to the games market. Where no they're steam. They own the main market for people on ownership there's the entrenched clashes in there and everyone else is going to go to streaming and i really do think streaming is coming or not streaming subscription models are coming in a big way because of the success of game pass. I just think the industry is awake to it. They recognize how impactful it is for microsoft and lake. It's difficult to get going and it's difficult to get right. But i really believe that. It's not just netflix of power. More to the point net. Doing this is going to scare other people into doing this. Right all using your mode analogy. Is it also a problem that a generation or two we've lived in steam right like our games exist in steam. And that's why epic is started their store to compete with steam. That like i don't wanna ever lose my steam account. Because like what happens to all the games that i have in my steam account and five thousand unplayed what about world of goo. I've been looking right like that's still there for me to play if i want so you can't leave too. That's a classic. I've always said that the more of these stores that pop up or services or and it's no different in video if anything it's worse for the consumer worse for the game right it just like i now have to check but because i have so many subscriptions just for games even i have game pass. I have three hundred thing state titles on steam. I have all the freebies. I got on epic game store. So like when if i have a friend that says hey let's go play Left for dead. I'm like hold on. Do i own that. Did i get it for free. Isn't on game pass. I have to do a whole search. And i'm i'm the origin i pay for the origin. Premier whatever and the ea play in the rain so like between all these services. It's just a mess. And i think it's nonsense that it's such a mess but i just want to push back on williams point for a second. Which is i think. Epic would be able to pivot to and all you can eat service because of their relationship with the developers. I think that's the crux of those all your own unreal and i waited. Ut circuit too unreal for folks in examples like like you know. Listen like underneath the hood. Publishers use the unreal engine right. So is that arthur secret sauce. And where i think. I pushed back even harder. William is on on the net flicks doing original content. Because i think you're right. That's the obvious one right. Netflix does original content for movies. It's very successful. They do it for tv. Shows it's very successful. They spend more than a billion dollars now a year producing original content. I just think if they wanted to roll their own all you can eat game service and and the we all agree. The hardest part of this is convincing the developers to come on board with their games if in the same breadth says and by the way. We're buying this studio and we're going to spend three billion dollars a year making her own games if i'm activision blizzard going. Whoa whoa hold on. You wanna put you know you wanna put overwatch to next to and call of duty next to whatever game. You're spending a billion dollars on no way right. And so like. I feel like if anything netflix's staying out of the original content space might allow them to bring this to market more successfully now not to say two years from now or three years from now they then can't roll their own content. That are dependent that argument. Paul i think is dead argument and i hear you but i think like that's the argument. Like if that argument were true. Then why did net flicks go into original content. Right if they didn't do it day one no they didn't they didn't do but my point and neither did apple. Neither did apple. I here because you don't want to be seen as a threat to ease your way in your the friendly guy consolidating everything we all work together koumba and then three years in once you have all the eyeballs. Then you roll your own. See the differences and i take the point right. You're basically saying you know. I take the planes thing. Is i think the fundamental problem here. The fundamental problem is all the like in that market beforehand right the market that you describe beforehand like all the individual tv studios all the individual video movie studios weren't really trying as a core piece of their strategy to do their own distribution right but look it now every publisher you decide about. Tell me all the services you subscribe to tell me like. It's the publishers. Recognize that the distribution here. Because it's a much more fundamental core digital product right like then. They never went through the like they've recognized like the industry had an awakening before traditional media. Where they shed the pain of having to go to a game. Stop to go by physical. I'm sorry game. Stop shed the pain of having to go to retailer to like online. They got there earlier and they recognize control that distribution is powerful. That's exactly why now you have the publisher's going full on it and trying to distribute other people's games like epic. So i just think like role play the conversation with me lake your net flicks i have buyers i fall out five or whatever it is convinced me to put fall out five on your service brag but here i'm gonna i'm gonna shoot you both down because i'll give you ahead the other night i really wanted to watch indiana jones and just had a hankering to watch it again rate movie which one which one i was going to start the beginning stars like i'm assuming i'm assuming they're all online right so i do what everybody does all right and follow me out here. I opened a netflix. So then i'm like screw. There's not going through every went. So i get my google ad i google it and i'm like oh it used to be this used to be. This used to be this this now. it's on paramount. Plus well guess what exactly do not subscribe to paramount much yet. So my point is i think. Netflix can launch this and be successful without all of the publishers. Because in the end like there's not a one fix all video streamer out there today anyway like we also scrag to at least three or four or five different services because the ip spread around. I don't know of a day. Where all the ip exists under one thing because that's called a monopoly and so like. I don't know that that is a good thing. Anyway so me make this argument. 'cause i'm strong. I think i think there's a good point which is like the risk here is like think of your steam library again right and then give like i. I'm for everyone right. Like it's like three percent of your team library like ninety nine percent of your time played right because you know you're like you play the big marquis games you by others you try and not really you know. I'm not really feeling crayon physics this time. You know maybe an right like the point. I'm making as the risk. I don't doubt net. flicks can get gaming content. But if they're getting all the games you don't wanna play really they don't have a great service and my fear is differently. Our industry is recognized the power of exclusively for decades starting with consoles. Right like that's what defined like there's this notion inherent in the industry of exclusivity and platform control and again in less. They're able to get the biggest games. You're not gonna wanna subscribe to the service this. I don't believe this is like the movie your tv marquette where there's a massive amount of long tail content and tons of people want to go back to nineties thousands tens i think for subscription games to work most people pretty much wanna play the most recent games. And that's the difference here right. That's the stuff that gets carved out to other studios in the media. Model in william data from our system is that we have games like we have two thousand titles our library across our network right like there are centers that have loaded libraries of all the classic games. You could wanna play. And they don't get played and we all know that right like y'all like let's go together that new retro bar down the street. They've got original nintendo. We can blow on the thing. It'll be so cool and we'll sit down and like it's really cool for a night like the other night. We pulled out goldeneye and we just really wanted to play on the sixty four and like it was in a great experience. We might have a few adult beverages and like but like i didn't have the urge to pick it up again the next it's all remote mines which is only like you know golden gun and all of those are great and we all love thinking about that about playing it like i was frustrated. I was like this is not playing. Like i play fortnite right like like i wish i could be crouch and build and do some other stuff. The new games can so. I think that a great point in the fact that where are they going to get the content. Because you can't rely on the nobody like you can't rely on the long tail content the same way you can with traditional movies and film. You just like everybody. I bet if. I told you wanna watch the best picture. Like i bet. There's a big market for the last ten years. The best pictures. I don't think there's anybody really in gaming who wants to go back and play like or like fall out to even though it was a really game at his time there on fallout for and the market for to is very small. Guess what it was all right. Good old games right. And i think it's a good business toy such a good point using you look music's the same thing must either movies right. What what. What did netflix apple tips are with. Its start like the big thing was getting the beatles and that's like fifty sixty years old you know but again you badge. Well i'm going. I'm going thumbs down on netflix streaming. I don't think we have oregon trail like guys. We got oregon trail like that would be the equivalent right. You know what i mean and like everyone's like oh trailer. i remember. That was his plan for hours in your hour to furnace style. Not the long content games on the same. It's the big new content anchor services and that's the stuff the publishers protect. And that's my concern that when they have a big marketing budget out of the gate. They'll get a partner though by a couple of big things right but the ability to sustain this is going to be a struggle. it's gonna be a real struggle. And i think gables and i think they can get awareness for this market. I think subscription games will be more important category going forward now. I think this might galvanize the category. But i have real concerns about the ability to do it. I really don't i again. I'm not saying they won't do it there. They have the advantage ever which is literally every single person who is a gamer will know about this day one. Because the logging their netflix account at night and see an offer for it is netflix. has that demos. that's a huge advantage but content is king in these industries. And i think the content here is not a one to one parallel with movies and tv guys. I want to move on. I wanna get to one other story here Before i do. I just wanna say for for our listeners for viewers. I would love to get comments from you guys a on what you think. The price point for this netflix service will be and be they will be able to get the triple a titles the latest and greatest and if if that is something that you would need to see to subscribe to the service i would love our listeners views on on those live streaming vote team net flicks team not flex like. I'm really curious Guys let's get to this last story here. we have to. We have to mention this because it's a another big story this week and this is valerie mobile being announced and in conjunction the pc version hitting fourteen million monthly players huge numbers from val rent and valerie mobile coming out. I mean everyone knows how big fan. I am of mobile games zach. Let me start with you. Just two questions here one. How much does the mobile space in some ways. Hurt you if you if you see it like that at all and to where is based on the data you have from the centers like where's valerie into this. Hierarchy of popularity in terms of what people are playing. Yes so interesting. Fact is is that in south east asia. A lot of our centers run pudgy mobile in an emulator in their p. c.'s where the players can using border mouse. And like it's like a pretty popular title there at in our overall network. It's not very high but like it's strange to know that players will like. Can you imagine it upscaled. Mobile graphic it. Just it's sort of cheating also playing rest easy because they have different rights. So that's interesting so the mobile market to us like we have seen that when you talk about land centers like what are you go there for. What's the purpose right. If the player just wants to beat up with their friends and play a certain title like pudgy. Mobile has taken some players out of land centers especially in southeast asia in the market for us because lot of them have cellphones. Now they don't have a pc have high speed at home. But pudgy mobile's pretty good. So i expect valerie mobile to be very popular and again we pulled this up before we talked. You know when you going to cover this subject but you know it's very interesting to me. League of legends is always been a a mainstay in evergreen title land centers for years and years and years. You know people push it up a little push down a bit. It'll pop back up again but you know for last month for us. Number one played was four night number two counter strike number. Three call of duty and then fourth was valor in its bunked called liga legends. Down the number five. It's it's a pretty big deal for us that you know riots. Second title is vaulted above its original gangster. So you know like i. I'm excited for it. it's competitive. It's fun to watch. You know like they're doing a good job of pulling those players in from other titles like cs. Overwatch enjoy that game a lot so it doesn't surprise me at all. I anticipate to keep climbing. I hope they feed it like they feed their their legal legends games with enough content and activities. Like they've done. So i will william. I'm curious like specifically free. Because we've been over this mobile conversation a million times a do you think the mobile version here potentially hurts. Cannibalize is the main game and be like what's the what's the riots secret here in your mind right like the fact that zacks point here it's already passed league of legends in across all these centers like what is their secret sauce here. They seem to have fallen on like the ability to create competitive games in a way. No one else can and drive real success in player. I mean i want to say two things. One is i love. Love love love that. They're doing mobile. I just think accessibility is the most important thing. I think people who are scared that mobile cannibalize places. I think it's against customers. You otherwise couldn't get and it's an on ramp for customers you otherwise wouldn't have riot. I think it's wonderful. I think i think high quality mobile offerings for very good games should exist because many people can't play very good games. You know on peace right because they just don't have access right. So i think like i think it's smart and if you think of valent as something maybe more than a game sort of how riot seems to be thinking about league of legends with music and things like well. This is better. Get your brand in front of more customers. You know why not come on. So i think it's absolutely like an effect that following it. This fast tells me they had this in development for a long ride. Did just start this when valor. You have a mobile like they've been doing this for what that smart strategy they've recognized it needed to work from the gecko right or at least from much earlier in the development cycle. So i love that Yeah i think the bigger concern for riot here. A little bit is where users coming from right. Because what's freaking me out in the stats. That zach shared is. I would think valerie would knock out. Cs i would think valerie would knock out call of duty. What was the thing that dropped on the slots league of legends. Right and it's anecdotal. We're talking about senator data. That zach is chosen. Share this and things. But that's a little concerning to me if i'm riot because riots will approach has been. Oh we're going to get competitive games in every different competitive gamers in every different genre. What if they're just getting competitive gamers and they were just going to the competitive titles. So you're in the worst pace possibly hours aller and i'm not saying this is the case but it's got to be in a magazine because obviously there's incremental consumption going on here but like you're actually just pulling your users out of one title into another. You had people who love competition who probably would have preferred shooter. But we're doing mobiles in now so like that is the thing that really is. You know making me prick my ears up. When zack sharing those numbers is like this is weird. Because i think that the titles this is aimed against. It's not knocking down. It's not he now owned home title and that yet. That's a goes to a bigger concerns. So you're talking about. How great is ride that they can do this. Let's not understand their achievement. This is incredible for anyone to launch a shooter like this and have it get to this level of popularity this fast. That is like i mean only a to triple a publisher could do it right particularly with the new. Ip this is absolutely unbelievable achievement but it may not be all roses and wine here. Because i wonder if it has you know that's the point. Essentially you know. I wanted to bring up sort of an anecdotal point. That zach has sort of disproven. But my i had this theory. Which was we pick a game. And this is my own personal experience. Right when i when i have time to play something and i get in my discord server. The way we decide what game we're gonna play is not based on which game we wanna play. It's based on okay. There's five people online. Let's play valerie or there's three people online. Let's play apex or there's ten people online okay. We'll play five five dollar like and so a lot of it's driven by just like the numbers you have because these are social activities now but the fact that you know a five five game replaced or at least surpassed a five five game. Like maybe my maybe. My theory here is disproven to williams point. Valerien should have replaced. Cs go who knows. I mean it's it's a tricky one. But i love the theory and i. I do think it's important to think that maybe and this is a little bit assumption but maybe were so quick to categorize games by genre right but like you don't really categorize film in movies the same way like you're not a romantic like you might prefer rom coms but no one says like oh. I only on only romcom watcher railing. If there's oh. I'm never like are you kidding me. I would never watch best. Ninja says. he's only a documentary consume media. Much more broadly. And you know. And yeah you might have preferences like of course you prefer rom coms like harry met. Sally come on stream it up. You know but like the point. I'm making here is like yeah. Maybe maybe what's going on. Here is a deeper customer segmentation of users than where actually than than the cursory approach were taking here and it's a little bit concerning to me. You know maybe there are just right. Style users and riot can reach them and they seem to have reach more with ballard but then what does that mean for the next title his. There's only so much more there's only so much of that type of consumer out there but this is to me where like being gee-gee circuits kinda so cool right because you could probably figure out if there's any truth to my theory here right like you could figure out when groups of x number of people come in. What game do they play most right and and and is there any correlation between size of the group and game preference. The fun part. Paul about ours is in our network besides like a best. Buy kiosk where they're playing for their limited. Fifteen minutes there where it's free everybody's paying to play. So people are precious with their gaming time. If they're paying three five eight dollars an hour depending on where in the world to be in these centers so our date is so peter. Because i'm not gonna mess around with a game. I don't feel like looking if i'm paying five dollars an hour to play with my buddies right so yeah it's very interesting to look at our data and get a lot of that and again not to poor salt in an open wound. Because i know you guys have talked about this in the past but it makes me sad because i feel like a real loser in all of this may be over watch you know like and i hate that because we really. We really changed the way. The world views sports with what the overwatch leak did bring in like big names again underneath the hood like a lot of a lot of the details on. It doesn't matter what the details are for someone who's been doing this since two thousand and four like the world looked at our business differently when i went into beatings and talked about gaming east forts after the overwatch. League added. folks. Like the kraft group. You know into talks so i just hate it but it also proves a point. That manner game gamers fickle right like you could put together whenever you think will be long term but next thing you know there might be afford night out. That just makes your overwatch saying yeah. You are right. The saddest agile realty in all of this is arguably the most and i would agree with you. I would actually go so far day. I think the most important game for the evolution of our industry is over watch. It is sad to not see that in your top five zack. it's sad you know who you're right. Eight colony black ops is seven. There's to call of duty games in my top ten. Wow yeah interesting yeah interesting. Let's hope we don't know this. Because we i mean we kind of know it in the lancet industry but all of us has gamers and we have a united states or america view of things. And we don't see around the world is what titles are popular right. Like i always used ota as an example like it is massive and other parts of the world especially south america and it is not very popular in lane centers in the united states right like but the massive worldwide title. You know so we just. I don't know it is. It is sad. But i'm excited for valerie right like i'm excited. That a new game is creeping up into the top five and sustaining. And i hope they feed it right like. That's the biggest news. I hope they keep feeding guys. That wraps up this week's podcast zach. Thank you for being an amazing guest for talking about jiji's circuit. Congratulations again by the way. And if if any of our listeners viewers wanna find you or find g. circuit or find your centers. Like who can they follow. who can they. Where can they follow you or working. They follow your businesses. I guess luckily we're very easy to find because there's not many other circuits out in the world. The hardest part is just got to figure out how to spell circuit. I you know i. It's my company forever. And i can't remember out of scout circuit so we're on social media everywhere youtube and things you can find you reach out to me. My name is my email is actually a c k at circuit dot com. Feel free to shoot me an email. You got any questions. I love like we love the talk shop. And it's what we did is what we've done every day for seventeen years so Very very cool. And such such amazing insight william. Thank you as always great to have you back this week and and for our listeners. Don't forget go go by the book of sports on amazon. Go go give it a great five star review on amazon. Also if you've read it if you've bought it you've read it you've loved it. Show william love there. Make sure to go buy some business of sports merch. Don't forget also are livestream every wednesday evening. Eight thirty pm eastern time every wednesday eight thirty. Pm eastern time and go follow us everywhere. Subscribe to us on youtube. The business of sports and we have an instagram. A tiktok where we're going to be doing a lot more content twitter. It's all at busy sports and there's always guys we will see you next week. Thanks for listening. To the business of e sports podcasts. Check us out at the business of sports dot com and on twitter at biz sports.

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#53 I Retaillessen met Theo Koomen, Managing Director Lucardi | De RetailTrends Podcast

De RetailTrends Podcast

54:21 min | 3 months ago

#53 I Retaillessen met Theo Koomen, Managing Director Lucardi | De RetailTrends Podcast

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All oprah's donte marine industrial after forty conquered end. Y'all runs you can tyra and alto kleiner and source are more auto vivo. The dinky flag bottle should he meant ninety winkel. North reddish color opportu steam opportunity for Sheba creased thin appropriate. He must three in also vein amount of met method mid the mid started his through. Hold on those ninety nine creased open to your ankle but having of course elsewhere in the on but they also email and then the i found you only by the throat dr creased on the private equity these on dome. Listen them and don't vision is to open his own their out fooling mark at this clean now overdue minnelli told me after toco cabela's email american like mom and on okay. You're the he'll line. The yolk does lonzo line of nine form. Life coped four here. Data donna. vinko utah. County stopped on the pilot. Guy of three mondino loved the will not exactly. It's only right of slow to china. Armed hooded maho dry Time opoku ecuador dot click in doubt management autonomy dutch. That team flew tabin krona. All or best female to serve desk native speaking out owned a emailed us from doubts on naked bond for time in oak novelty toehold iphone needs honeymoon tita chronic gaumont water. Not the dodger baseball. Okay you ville taught on the on the nail on the shock to Long opinion they'll come which General manager here where cardi don't want them by miniature let's mark the tissue bins. Ill does you this stuff. Like oakland nado. In malaysia movement fainter crackpot phone mood eldest vilma based bound at the blazer will altitude. Comic upheld felt he marketing retail and darren a bending need to meet the depending low in Forward nomex you all outage for anglesey madama works very very denial. Neyland them on the altar. They'll read new-look. Artie bishop in another team from china. Sheriff on a cool name yeah. I'm screaming oh my guy campaign in china make you do the ding eric. Any consulted voca sake. She both wrote a wooden is due to unveil inaugural nature sharing dance. Loan loss crocks. I can eat the. How many moluccan yellow macho unleash. Mellowing commute is only dot dot dot. That's been and gone. Made snap need one hogan on wrinkle on the conferences throughout the globe. Fina thirsty this. Eight hundred eighty huddle wrap it off the team after start an arctic benegal monte tournaments. Statment come to life in franchise to come skaggs from fully cardio cardiovascular meant you knew are louder Did she folks out of international bell islands. I think that all of the remarks to dot will make in days gone for part of murder in the water. She's the climate that bottles guy to in dalia and franck reich mid five on zone shown tom groupement five session. Wrinkles ave nalen child blade and with climate where on private equity roving sunday kicked off the new. Sean dyche on as you don't talk you flow with flagship me stab you. In america. Tiny fat as one of the main fit into phenomenal on boarding. Didn't yeah yeah. The bribe take to crash smith and getting through and it goes out in omaha. Twitter boiler stopping material said water into tailpiece yellow. Lift the for off successfully and found out for you yaojie new faltering lots dipoto irish. The don wrinkles. Pr got him which to grow The heat caffeine she diclemente trainer auction and yell at all on dude food. Although get along makeup still guardian. I must and my back and go needs. Take doing shanawa here. China how black culpable waste. Filament dot me. Either philosophy good topic extremely to do the top me. And general management owners for screen of skip. The air going to do of me check now off guided alum award alabama mccabe before doping dane about videothe. Be club show viana. Who worked on so check my in local medic moving in a time a locomotive. Erica guys. doctrinal vacant kit bars and y'all go navy. Does she think he altered will make you now. Then go for. He will make you live here on either all outward minimal villa which he did stability for kisha guy notes by tonko knew gag. Narain are only taylor's on amos and the spirit of concessions bureau via on abel's manager think i've only papyrus have been able to show them that i was radio seat for off. Name most famous rona. Subside the hopeless steer toward the phoenix dog will who yelm drivers mode for four more. What what what. What what. I can feel states owner but as you make you folks who flowing to normal shinkansen are more bischel okay driveway. You know what trump may make of hope for them Of malla for hottest understood honor for now by all the name hop after it zone. Amo geic exotic yarmuth. David wayne is wake you up to nicole on long. Said he'd have down and stop them to command by start to besters based she taught other in the state Who your name. Shida klaly oakland intervals by in in minor brush. Duca out i was used to siebel mash phenomenal to die for sir and i've met auto spic domino shown on my jury hottest ticket now and we talk radio on again for my mouth was a whole open. Yeah mark hoot for for tomorrow for traffic. Hope for statehood for your luck tight. You're starting com. How did you miss. That will mean ankle into eight. Been yemeni thankful nano. You'd basically policies good natal's more emotional tale. Yes done yoga class. Both cost less long. Could he added by luke. Luke locally aalto would. i don't of a new book cost less from solitaire's you'll q.

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Happy Teachers Day - Unique Memories

Importance Of Questions- Quora

21:38 min | Last month

Happy Teachers Day - Unique Memories

"Hybrids will come into my journey. Had just think i am going to explain you. My memories of to just and these are very very excited. Memories unique memories. You didn't get this these today anywhere not as simple as you know betty blizzard integrity. Important anybody's so please listen carefully. I hear on his concerts or sponsorship for this episode prom home code fruitful opposites dot com the site hope put home opposite dot com. It is realistic company. They want to what we would want to save their homes to buy their homes a row data job by getting all types of property if you owe any properties one business did property. Didn't need to be sale at be by. Please contact them on this site that his whole flow of course dot com so dissident Marines just memory many unique memories. We all i was in the high school report mid so after marriage new degenerate in that schooling endo there was fire september. I know it was. I was new to in that school and know some there was one program on pace to the congenital program offer of points to create are do but all activities they don singing our lands out of what is said some on other competition so many activities there and the high admitted to all schools rhetoric and index our school at so participate for the dancing school. It was a new thing and our school was go to scream and vide- nice moments for me produced so and now we can buy disparately in debt bill activities index capital but not just satellite exploiting one what from there because own students from mediates didn't know laws so pot applause so many hindi hindi song sam new modern songs. Did i think they have not done any good on. So but hogan wayne from in front of them. They are not muhammad ali any activities people dead and these are questions in front of us. And now you'll digit as being suggesting when one song due to the someone is big. These promise is from some ladies evicting so from this and set up light game in my mind and how i don't do you're dead men. Can we a problem a new song. Video not know reward some but how that song has really meaningful song and how Forwarding that song for this on in this week. I don't speak now do out before. From in this way will not thomas will become very bitter bitter inex- song unique dance in that program and we would get praised from from detto through them. I have i house if they the it's a it's a mental got got an idea and see until get ready to design on richardo performance. That song see likability much that song that do that. You know we have some students. I think we also fifty students in them. We argue in our training real from deck pumpkin. We also addicted on dane Instruments under the goods and the industrial will still guts at one dollars. One different good years later. I might hate a gem that my gym means might pain. Pain sea legs. My activities may own what vermont's on beaching everything select saucy lows and we are very good friends. And so you don't. it's this days. What they link it is very important. I signed jumper weekend for this afternoon and we decided to form diesel and our we work on the song. I want to explain a dead. That does song. What georgia iota. But but not digital yana cuban garden gama had digital. I pushed explained how you perform. And did i see that some some of that song so that we can you get understood. I really expect everything to some person. June regional the do this in your danger. God they own gum breaking but you do the king army so good call. You see the beijing king so these tom. We decided to sing this song as dance on this song but how we decided we arguing. We decided to know what type of lands to. That's one swaggers. Because they are under seven seven glass under these girls and getting from with this disease activities. No we saw a discussion on that. Which which diaper plan for your do in their heads and we are to home sold because equities index for to moody's had do modus at completely from three sixty degree and it could not even for them for them down downsizing and it could be put off on this precautions to in that song. Steve we out for ponder. It's very nice and we can practice home much much been. You don't disarm. They can practice we. Are you one hundred percent different for this effort for some and students also grasped on these activities daily and in my homeland seoul. We all giving taking practice in my own. So i was thinking the practice and that song very amazing song. We decided and how we overcome every explained we made a group of one. The was students. We all or them off These find saturday nights epoch. Two studies and all as makeup done and given lanting dead hand and hundred stage. We out vapor following his static. We are again easter. Chanter to the that no audio auditorium. Sooner that keep up the light of the light side we stopped suddenly these lambs on these handsome and we started that some new ben however we are acted. We have made all of the girls on did and in the law does. We are In the mata one. God you just or rate citing c has ordered wooden basin and see has not at hand but only he out wheel kept it in the best endo dugas in product adopted. Descend how they got lamp. He knew the head end would devote saying and being not that some as being starting how does has to hold does grown in the loss of in the same bed students. No i the sitting as it is. Rigid started the whole get with lamps and in the semi how does his opening officials in the same way that would deliver this and store model coal. What's black people have been blabber. Dead and vendex song has been studied. Pilotos audience was dead in that auditorium. Not does not. It's they're being dropped silence nor any soda. Oughta be bus home gift. Do they have taken their breath. And saying i think no. What has britain that. So stop radiator outing pipe be buzz breathing also known as law and has that is not just to do. I have the we argue any chance to open the minimum homeward silence silence. That origin was finger of sinus. And in that in the used on up delayed sandham. we a spoke smoke on stage on goods for Nice home veganism. We may be you get these types of song. you ruben. Getting any job but they're not imprint of audience Shooting anywhere but we have this this this song in print off titles an audience in the northern city. Not in be good today. The big oti remodel knock there wasn't doing do we are. We are performed only and students for so. I want to explain here that we got imagine that students for pumped at some redness any the next day fun of that reside helping declared obviously our school. I in the deck puddle. In data. On the i think i was in but i. I didn't know what i what he did but bill in that in the next day on this. But how do you know. Nudes and index of one. Teacher was did what she has done. We know i have done. You put a house entity song we had breakfast ought to get out of the to will begin the practice but that what that pitcher has done this my unfortunate that it's my band up c. Has one hundred name. did i help. I hosted you song be out. I help did this song. That name up the digital something. i hope. it's potatoes this song and she has not doing my name and the has elitism in the next day it Stick on meeting nc scored the escorted on the beach of. That's not another day. But i didn't tell and he picked i didn't but i'll sometimes have funding my knife. These problem for dominance over Company since performing better anyway and might We got lucky. Swing anyone but this. This is happening and she has given on see store. Do my alone that jumped at you can do. News to newspapers. Associated has created that news potatoes raciest. that's not dickerson. But in the next year on the same day that him but in the next year on the same day. It's very nice fantasy legs. My collectively seen the see was really close. Close but not see as not gift with declarations. He has not decided to give me out. But i had a lot of influence for that school. We'd my influence. That school has got grand. Means payment of artesia has been studied Been got dale on ninety. Five percent is from. Mike with might be gin. And all the Also students out painting ma having pending the met. But in the industrials on the hell. I think one do students have been business but in this this week will you'll what would resort signed on a week. The autism activities might a-. Jim has been given to mind and see understood. My performance by teaching jewish to school waiting sounded density and seed decided to award. Award me from the school and specific. Take me and another teacher. Another zero to get about that bill. There's a man out of the digital quran breakers and she has given us ally began seek wanda as gish or to the report. One of the down who had decided to buddha deeds dance dance over them but He was authored and he was publisher his eighty percent rating nice percent on. Speak good until very telling with c. related erected. That dome get you out to us now. He came i didn't want to. I want to explain why. Why did you lose. Give righty dial dago this. This phenomenon too. So she has a day to him as a legiter Ball in the over them and he came my i got. I got an order to be a bed. I house spoken something. However i hope given speech debt and then not that dumb Given speaking his giving speech an indus- feet he spoke these words. I want to say these words party your so and do not on global so they said so he has On julia speech about the mean that you about that he has taken the problem. He not dactyl. i do not know. But how disown the defense. He has a gun this fundamental you. How light light dispenser spend about them. You had addenda late out a scandal. Now you have to go with this scandal. We do scan done to your life. You have to take care that this scandal knew what had put up. maybe it may be Many stormy communal life. Many difficult is will community. Many many the have stuck billick in your life. But you helped debate gear that you shouldn't be up this land. Now why do. I was dating disobeys because michael has been published. I have same him that masses to him that by book so has been published in the in the national league by the national publication and my soul many articles. Because we shall be lightened in the us not only because but they held like in the interests on the house bred or in the audience may be ho- spread. I know it will even. How did what what has been done. That article i know valuable. I think no one known is distinct. But i know what my have four pumpido in the us white might conceal given data. Chanter the be done. I know of even what by Not one of proper permit. The was i know even what my one. What did he said so charming in the us it does. So i knew we'd one so then. My handgun has been published. I give an update publishing bike. Five hundred atticus. I've sent him a message. That said you hugged me that you do that. You should have issued not pedal doppler life again done. Now i w i held i how big gift i have. Gift your words in my mind and did. I didn't help of my scandal to indoor toward maligned. Mike ended his own now on. No you now decided and doing ladies wants to be completely with agassi as you explained as outdoor in that speech program. Why do your dollar in the speech but over them. We backed up with that way today. I saw him going. I didn't how dot mike gendun by dodge is reading now on so now. What is your responded. This want to be. You have to decide an you're due for pump. Pardon me what you decided. So why did i dating. And this is amazing thing. This case is happening on the digital day this This event has been happening in the digested and today and so teachers day and this ordination i walk. I had to explain these things to you. So you also decide that i have do. Some unhappiness Unfortunate things have been happening my life twenty hours not responsible. You may be deciding that you put who had been. But i didn't but i knocked the arizona. I think that i was not responsible. Who is the dispenser. What i can. But you think that you know. I think that might is getting completely satisfaction. Dead what what is what is my duty. I have fumble completely completely. God's ways we gorse waves was waterways. I decided it was worth. What is my duty. I have pumped and but for me not only from for formed and fortified me. Who would the gods vice now Duty dead not know it. Did audience duty dead. It is gordon duty dead. It is in detonates in demento the duty does it is janice duty deaths. What what did responsibility with me. Is that his meeting. I didn't know. But i want to explain these real facts which packs. Aw had been happening my life and how these these are correlated with me and how. It's helping have how these having today dated before ten years to me anyone. God has been suggested instincts. And that i have one visa would this lance. It's some magical american. What you want to take your. So this is interesting investing disorder. Thanks for listening. Please download this download. Donate this episode. I will do my people but then are people emailing many. In my hippy sold. Please donate to. My episode is like said and command and leads on. If you want to buy at at home you go to decide home. Office dot com. You will get press dead and you will have a nice opportunity so thanks for being with me. Thanks for it me again. Thank you happy just did.

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POW! Prasad Rayala, Samsung DeX

POW! Samsung Developer Program

30:12 min | 1 year ago

POW! Prasad Rayala, Samsung DeX

"Hey I'm Toni Moreland and this is POW podcasts of wisdom from the Simpson developed program but we talk about the latest tech trends and get insight into all of the opportunities available for developers looking to create for. Samsung. On today show I'm view facade, Roya Product. Manager for debts the Simpson Technology that allows users to extend their galaxy mobile device into a desktop computing experience. Not only do we talk about the advantages for developers? Their. APPS for decks. But how he traveled to Australia just before covid nineteen hit and with the borders closed, you can't come back. Enjoy. William Super excited to have with me presided. On the PODCAST I need to I, ask who is Prasada. Hey, thanks for having me I'm a product manager Samsung Electronics. I Kohler. Mobile enrollment than Knox man is products on recently epic. The deck says will and. In. My role I woke with the original teams to enable them. With the what's new with these products, how they can be offered customers? What challenges customers are facing in implementing these solutions on the other side, I work with our auditor James to enhance these solutions based on feedback we received from our customers partners. So how long have you been? Samsung for. A total of six years. Three years with the Samsung America in three years. Absent Dubai I. Didn't realize that she worked in Dubai. Two years and then I moved to something else did you study tech when you're in college? I am an engineer but I studied civil engineering. To considerable exemplary just. Dive Mutu. It I started my career with the as a program on the metering systems es foreign read doing the Y2k era I then moved to Jolla programming languages and I've been working hoax in company in India. For older decade while I was with them was posted to Dubai. A demand is the customer relationships there. while I was in, Dubai came across an opportunity to join Samsung to man is. A large-scale smart learning project where about forty classrooms across the country. Needs to be digitized with the large. Displays in the classrooms and also provide devices was students to consume the content. That was in two thousand thirteen and after completing the project I moved to the mobility side and knocks was just launched the time and I was constituted spread awareness of Knox work with partners. Believe was system just take it to the market and I continued in that role for about three years in twenty sixteen, I moved to the US enjoined a global knock solution engineering team. On since then I've done different roles like Solution Engineering Partner Management Project Management, and now product management. You know recently did a podcast interview with the Knox partner. program. Yes. Excellent. Yeah. I mean it's a great How do partners BELISCE Aleutians get supple than Actually, work with the same thing in promoting solutions it's a nice platform. So you mentioned that you eventually made it to the US tell me where you based out of right now. I work out of our mountain view office. In the bay area we also have The knocked America are US became also operates majority knocks. On auditees engineering the productivity work out of that offices. In is that where you're at right at this moment as of this moment, I'm in Melbourne Australia. My family lives here and I came to visit them mid of margin since then I'm stuck here because of the closures on both sides says continued to work remotely raising, go all the technical capabilities commpany variety index. I can't imagine what that must be. Glad to know that you and your family are safe and that you're able to continue working. Hopefully in the voters will open and you'll be able to come home but I'm just not sure when that's going to be. Let's talk a bit more about decks. Now, what exactly is decks? So Samson becks is a software platform that. Or smartphone or tablet into a desktop computing experience, it is built into many of the latest Samsung smartphones and tablets. It's free. You don't have the by anything all of you to get started using decks just a monitor hits, GMI ADAPTER END keyboard mouse, and with Dr Latest Galaxy Note Twenty you can use decks wirelessly on most of your TV's support meter cast. Of the best part is why you are running backs on the Monitor. You can continue to use your device at the same time. So you're attending video conference on the big screen, but he can also take notes are bras to your emails on your delays at the same time. So I know my first experience with decks was a little a year ago and back then actually had to stick it into a cradle. So you're saying now it's it's made a cast ESPN larger display to MIRA cast wide leslie vendex was launched with Galaxy S. eight. Yes. There were a couple of hardware accessories like a cradle was quite boo Pluggedin v graduated from there wireless activity now there are. Certain limitations, any number of APPS can run a while you're connected wirelessly. But you have the option of just going into a meeting room connecting to a display, AD Leslie and running your presentation software full. So can you tell me where did the name decks come from? What does that mean? Yeah, anything ending with exit? Catchy. Right. But decks is a shot version of a desktop audience. When you activate it by connecting your phone or tablet or monitor you'll get the familiar looking fellow for desktop around meant with features and functions you're used to multiple and recyclable windows, keyboard shortcuts, and dragon draw extra do users to install any special apps or using special API is to enable Samson decks on their devices. No, no special applications required it's pre ability on the device founder You don't have to install anything It just need to devise to a monitor with cable index will launch automatically an IT, administrator around other side can control of the decks experience like allowing this alluring enabling becks and choosing which applications can run index mode. Okay. Can Be done using their preferred em. So definitely for security, that's a an important aspect is decks only compatible with android or is it compatible beyond the android less? So decks can be used in three different variations the to meet various needs i. you can use it by connecting your Samsung android device to monitor all, you can run it in a standalone mode on the tablet screen without connecting to monitor or you can use your pc or Mac by installing an application on the MAC or PC. Do is through USB cable and run decks on your. Laptop or Mac, but the experience itself is powered by the software. In both on Samson smartphones tablets. So what applications can use a index mode pretty much any android application running on your devices can be run index mode all your favorite business applications like Microsoft, office mobile suite of Adobe, APPs for creative professionals videoconferencing APPs like Microsoft teams were exude Bluejeans, etc while okay. Yes and if you're to laying on legacy windows applications that do not how mobilized web versions you can use a desktop applications like vm six. We didn't decks attracts windows stop from your phone and it's not just all work. It can have some fun. Do you complete your favorite games on a big screen and? Use Your keyboard mouse giving keyboard most to play to control the the game experience bigger screen. Wow I didn't know that. That's that's that's definitely a great advantage. So, let's talk a bit about developing for deck. So if I'm a developer, why should I optimize my APP for decks? Have you based on some market research? We found the majority of it workers use two or more devices for work a full laptop. Tablet laptop desktop. To. Van multitasking between these days productivity is lost due to incompatibility between the operating systems and Applications Thompson decks minimises bringing pc like experience to your mobile devices. Applications optimized for decks can take advantage of androids, multi window features where users can open multiple APPS in the same session to work, connect and interact seamlessly together. On because these applications will be running on larger screen index mode. You can use additional features like drag and drop files between windows copy paste between multiple applications and. Navigate between APPs with your familiar keyboard shortcuts. We talked a little bit about covid how you're in Australia at the moment because of the borders you know pretty much the country's working from home. So talk a bit about the benefits of developers optimizing their APPs considering that people are now working at home more. Yeah I mean the. Scene Shift in many thinks that we're. Doing. Say working from home for an hour is different from working from home for six months. Teaching kids for a couple of hours from home is different from remote learning toward today. So enabling secure and product to work from home setup is one of the use cases of X.. Imagine. You're about to jump onto video conference call with your team on your laptop and decides to go through the noise of this. Right, at that moment. All you get a blue. You don't have reschedule your call. You can just kind of do reform to the Monitor and fight up your accent joined the call You can continue checking your emails, take notes or even collaborated with your team by sharing your screen while you're on the video conferencing. toolbox. If you need access to window snyder applications. Yes. You can fight up video solution like citric severe wear and if you haven't application running in education space to say of strings will be able to utilize a large screen, drax your solution and use the pen on the tablets to take notes session. That's great with this whole distance learning any sort of tools that we can offer to our students to to help is definitely a huge benefit. The my son school is using gooby classroom and the day share a lot of material for kids to work on some Matt Worksheet et Cetera. He's been printing them when the writing on them, when scanning and the shading with their teachers. Told Them. Why don't you use your expensive? No, he's converting it to pdf he's editing writing on the tablet itself just saving it locally and sharing with A. using lot of. Printing toll. Some. Definitely definitely. That's great. So what has Samsung decks drive awareness for developers? Since. Launch Deck Samson is what closely with developer community in? Business applications take advantage of the benefits offered by DEX every year assumption deliver conference. There are dedicated top tracks and Hanson laps but offered a lot of articles and videos sexes enabling sudden use cases in verticals like public safety, healthcare and education. These are published on a Samsung insights. Portal end is dedicated a section on the developer website for Samson to help developers start the journey and optimizing their APPs for becks. That's excellent any chance that there's. Some sample code out there for developers who want to take a look at it and understand a little bit more absolutely There are Hanson videos on the developer dot, Sampson dot com, how to optimize applications, and there is some sample code explaining each optimization. They can do these videos great just pause them make changes to our APP and their instructions on how to test your application running on decks except a lot of resources on developer. Dot Com. That's that's great. So we talked a little bit about your experience with Knox. So let's talk about what his decks done related to security. Decks doesn't really interfere with security it fully. Applies with the policies set by administrator tool that Yemen. Say you want to attach a picture you took on your full intuit email. and. If your administrator has blocked access to the polls on your laptop for security reasons. Huddle you send your picture later emitted yourself our platoon party of cloud stories, but or not to offend not secure enough. Soviet. The decks you'll have that seamless access of your local files on your device, which you can just drag and drop these files onto your email client running on your device itself. So no more emailing it yourself. Applauding to third party? File. Shedding system. You can also leave raise your biometrics to set up Samsung Pass on on on your device to access your online without having to type in your password every time on the personal side if you are using. This secure Florida where you might have installed since two applications like banking are you still the information you can continue to use? It won't interfere with the. Successful dirt. So. So. I had mentioned earlier that the version of decks that I had with where I put my device into a cradle. So I I know the decks has evolved. So talk a little bit about where decks originated from and what what's become. then. So the mobile devices is not designed to run multiple locations at the same time right to. So yes, there can be background or petitions ending, but US typically in France with one application at the time, there's no multi window, but as decks enables the multi taping does feature. Devices can heat up pretty quickly. So do I worship of day it was introduced on Galaxy. Say there was a docking accessibility station or expired was required star desktop experience on put for us. So these accessory that had a little finding sites keep the. Pool and ports to connect your keyboard mouse. It's the. Cure monitored. Of It's not nine, the need for these docking at societies will it was eliminator by introducing? Decks hits deal my adopter are simple cable are among tabled adopter. If you need to connect to prepare for us in two thousand, nineteen, the launch of a not ten decks floor P. C. was introduced I talked before rare you can install an application on your pc Mac and access decks right from your computer with Notre Dame don't need any way any cable you can just connect your full endure miracle has supported this TVs wirelessly. So you've mentioned a little bit about multi window. Are there any other specific types of optimizations? Can Be done. Yeah. Minimum tax optimized application should suppled multi window keyboard most saint books and handle runtime conflation changes. Generally if an APP follows best practices of android programming, it'll successfully run index mode without any cold changes. That are no. Samsung specific is dedicated integrate Arabia's to call mugged window support bols minimizing maximizing resizing application windows. Only the manifest file needs to be updated to support this feature to enable keyboard and mouse support. You just do not explicitly declared pets clean supporting your manifest and keep in mind that when application switches between mobile and desktop mode random configurations change. This is similar to an orientation change from portrait to landscape these runtime confrontation changes May. Result in forcing the PK to restart when switching between mobile index month, you don't want a Webex session that you joined from phone to restart. When you launch decks mode to award this just follow andrex guideline on handling conflagration changes on Best Practices for building a sponsor design that seems pretty straightforward. What about some new decks features like finger gestures or or Dragon? Yeah. So dragon drop copy paste these features have been there from the beginning. The finger gestures your mentioning is how you use your device screen as a touch pad. When you are index mode by Kinko is to the Monitor. If you do not have him ause, you can convert your device green as a touchback to interact with the decks Enron. Just, like traditional touch on a laptop as single tap on your phone screen is same as your mouth left kick at double tap is like a right click. You can pinch your fingers to zoom etc. so what types of APPs thin developers optimizing for decks? So any application used in a workplace sitting Reiko applications videoconferencing are specific oracle focused applications like a healthcare or education. These are all applications that can be optimized. Any obligation that can benefit from a stop expedience running on large screen. He's a candidate for optimization. I it's not just limited to again woke apps you can optimism of your game says will if you will of the Games can be. Educational might my daughter's learning how to count by twos tease force she just started a modification and there are a lot of. Lessons or their rich are gamified. Instrument for watching those on a seven inch screen outer ten inch laptop by I'm letting her watch those things. So on my assumption TV. On larger screen then she's happy with it. Oh, that's that's excellent. So let's talk about some of the challenges has decks had to face challenges that you can share. Yes. So Day so our goal is to close the gap between desktop and mobile computing experiences. It won't happen overnight. We need to build an ecosystem index to support different use cases. We are pretty confident about meeting the mobile workers sneeze but we know we have some work to do in other words goals. Are Investing heavily in enhancing the core capabilities of the device itself to support different vertical use cases along with leveraging capable of our partners. There are some exacting some the roadmap. So watch the space through this year the early next year. Excellent. So let's talk about some of the areas of success. Then what can you share that that you're proud of the the decks has accomplished? So you've seen decks on updating almost all industries saying. Their patient experiences improved to seamless continuity from doctors, workstation to patient rooms and back again. associated can use a single device to browse through in wintry check prizes are assist customers of the checkout all with a single do is. In public safety officer can use his mobile phone while in the field are inside the lake outer station save in a endurance or construction space. You can consolidate your hardware. So you have access to everything you need while in the field without having to go back and forth between devices. So v we continue to work with our partners and customers. To, identify different of use cases in retail bank branches denies use case where the bank associate to can interact with the customer to a dual screen kind of more where associated will be accessing Presenting different, loan options, critical options to the customer and the customer will be using tablet fill in his or her personal information both sharing the same device assault. They're nice use cases we are discovering. Our customers are help improving the product with the the use cases they have in their specific articles businesses. Yeah and I can totally see where you know we're in the middle of this pandemic with Cova, in it's pretty obvious that even when we get beyond this pandemic, I think our society is going to be making a shift towards how we're conducting a lot of our. day-to-day business. So just your example there of how working with bank institutions and being able to share screens, but yet stay within your device I think is is very, very contagious. So what advice do you have for developers looking to get started modifying their APPS for decks? So you've never experienced their necks you don't know how your. Application looks and fields on a large screen just thought simple enable multi window keyboard shortcuts, and just connect your do is. Launch Application and just see the magic. These changes do not require any change, your core, and just a manifest could just make some changes many. Once you see Runs. On a larger device with three sizable windows, dragon etc. then little you to think outside the seven inch screen Europe is designed to run on. Are you can Dan gone explore more android unique creatures Alexei contractual men are using their most veal to zoom in say you have a map solution notification you can use your the most will zoom in and out of the affects occur. That's great. So for developer that wants to get started what's the best way for them to learn more visit our website that they can go to? Yeah to understand what specific solutions are best optimized for Decca Checkout Samson decks, dot com it gives an overview of the solution itself how it runs Houghton relate what was run on execrable. nyu to decks for business section to understand how it's used in different verticals. May Be operating in a specific industry. It'll help understand how dexin is in use cases in that industry. and. There are a lot of videos on youtube on just decks books from Samson team and independent. Analysts. Users of their who try decks of for different use cases, and finally when you ready to start up missing your application, Goto developer Dot Samsung Dot. Com and go to the deck section at follow the instructions stock symbol just start up his your. That's that's great. That sounds actually pretty darn pretty darn easy. So are there any news or any events coming up that We can get excited about from decks. So as much as we wanted to be frontier for customers and partners. The So we are going as much as possible of the headed to. What experience event in July where industry experts advise? How businesses can adjust to the new novel. V of also launched a series of online events called Samson together where we host a one hour session without partners to introduce neutral nations bringing together to help our customers navigate this difficult situations, meka Codex in detail in the last episode though handsome demonstrations. Of use, cases discussed exit Russell Checkout Samson together, this series of one hour sessions and the last session covered Dexin data. That's great. That's great. Thank you for that and I will be linking to all of this in the show notes for this episode. So make it easy for for our listeners to find those pages if people want to contact you or the decks team, what is the best way for them to do that? So the? Instructions are local Dot Samson. Dot Com are pretty self explanatory with a lot of videos and sample code, etc. But if you still need help by sending a request with your question inside the portal, there is dedicated team round the clock to help you the track vacations but it will reward in the world reserve team in your time zone of ponting, you would have questions of make use of the contact form on the Samsung Dot Com. Excellent. So a couple of last questions for you. So I I want to ask is when you're not working, what do you do for fun? So can you really say when you're not working that your total? You're always hoped onto the. There's no. There's no distinction between Your at-work at home you're always. Okay. So when you're outside and you're unplugged. Mostly, I spend my time with my family outside my work might Keep me busy helping them with this remote learning or not just keeping them busy even when they're not learning. But if I can. Sneak out some time while mostly exploding my neighborhood King I. Love to go on slow long walks probably some hikes. So the last question, you had mentioned that you were studying as a civil engineer and then you actually got to spend time in Dubai. What was that like with the I'm sure you're amazed with all of the the buildings that you saw there. So. Divide goes to the cycles of real estate boom-and-bust straight win. It's booming. You could see toes of these cranes setup did go work. Because, they need to make use of the limited space that have spread out. So they go vertical minimum you'll see like thirty fifty floor's. The Samsung. Office. was on a fifty first fifty second floor and could sound from there. The Palm Jumeirah daily. There lot of genetic model picture of the and rotating tower submissive competing to need new unique designs of their challenging working Rodman right at the temperatures constantly Abo- one, hundred forty sometimes it's very challenging sometimes. This fun. you taking the time to join me on the PODCAST. Thank you very much. Thanks. Tony. Thanks for having me. Looking to start creating for Samson, download the latest tools to Code your next APP or get software for designing APPS without coding it. All sell your APPs to the world on the Samsung. Galaxy. STORE CHECK OUT DEVELOPER UP SAMSUNG DOT com today and start your journey with Samson. The podcast brought to you by the Simpson developer program and produced, by Toni Moreland.

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Ep. 110: How the Risk Ecosystem Helps Clients Invest Differently with Jeff Schwantz, Morningstar

Wealth Management Today

31:22 min | Last month

Ep. 110: How the Risk Ecosystem Helps Clients Invest Differently with Jeff Schwantz, Morningstar

"At the end of the day or a data company in research company and then we expose through software. What's really hard to replicate is twenty years of history and academically validated invalidated research. That's really really hard to replicate in the vendex face. Part of the acquisition plus global. They did some things on the advanced financial planning sign. That can take us a bit to get there so it helped us accelerate that. And how do we start to take it out of what were those. Those legacy franc's make again make it available. Into all of our enterprise offer solutions that was just swans global head of advisor client experience morningstar talking about the reasons why they made the recent acquisition of advisor logic and plan plus global. I spoke with jeff about morningstar's shiny new risky co system and how it will deliver improved client experience around individual risk and portfolio risk. How the card companies will fit into their ecosystem the product roadmap to expand the footprint indefensibly space and a whole lot more on this episode of the wolf tech. Today podcast sit back and enjoy episode one hundred ten of the tech today. Podcast i'm your host. Craig is the founder and ceo of as group consulting of the past. sixteen years we've worked with hundreds of fintech vendors and enterprise wealth management firms to guide them towards making better business and technology decisions. If you are the ceo cto ceelo were any fintech executive with a software product that you're selling to arias broker dealers asset managers or other firms run. Don't walk to our website as recoup. Llc dot com and click the button to schedule a discovery session. Our wealth tech research team can deliver a wide range of market insights for you including competitive houses. Addressable and obtainable market estimates sales targeting insights buying decisions and more every vendor needs a stated be successful especially entering new markets. And you can get on the right track by going to regroup. Llc dot com. Okay that's the end of the self promotional segment doth program the will actually podcast features interviews news and analysis on the trends best practices and technology for wealth management asset management and related areas. This episode is part of our september focus on client experience. We're talking to influential industry leaders who can provide technology solutions that help advisors build stronger relationships improve outcomes and enrich their clients lives a couple of housekeeping tests. Before i forget quick shout out to our sponsor the invest in others foundation. You can check them out at invest in others dot. Org be sure to subscribe to the show wherever you listen to podcasts. So you don't miss future episodes now. Let's get this episode. Started and elect introduce our guest for this episode is jeff schwantz general manager and global head of advisor client experience at morningstar. Jeffey welcome great to be here love that we need to talk about. I experienced today so happy. This is our client experience month at the wealth tech today podcast and who better to have on the head of global client experience So everyone of course knows morningstar. We don't to introduce morningstar to the audience especially this apartments. But we're talking about on this episode. The risk ecosystem which is a new product offering from morningstar. So you can give us a thirty second overview of the risk ecosystem Investing continue to invest in our financial capability of last several years The launch of the morningstar risky co system was just the next evolution of that which really brings together some things today that we think is not jaded marketplace and ultimately help investors better understand the impacts of risk and help them achieve their financial goals so at a high level greg really brings together understanding an individual's risk tolerance In a way that we think is a unique in very morningstar and rating battlement. Didn't do it It's also looking at portfolio risk. So this is what warning star has been doing for years and years and years and then it's also it's really mirroring those two together but the other opportunity of walker also as we build on the risky consist. It's also bringing in an individuals at nonfinancial preferences. Think about elevate of kline experience thinking about what. Everybody's looking for impact investing. Espn busting another really important element of the overall risky. Go system back at. That will be the next element that comes in in the overall risky decision. So when you look at risk tolerance of the individual think about that as their risk. Iq of the next is their portfolio. What are the risks in their portfolio and understanding the d. fitch or misfit between client individual and their portfolio and then last they'll be leering and the elements their influential up properties so think about their impact investing espn Really elements of the risky consistent. Excellence i never heard. Take them one at a time. I work backwards non financial preferences so in the old days we used to call those restrictions or customisations where the crowd doesn't invest in tobacco stocks. Don't want to invest in military equipment or energy stocks. Right so now it's called the is. Is that the only area. You call them nonfinancial. They are kind of financial because they're talking about investments. They don't wanna make or something beyond that when he when he called when he called him nonfinancial preferences whether we thought the way we live on his on his understanding. Those things that really important tuna down that are more That there probably more related to There there there's social provinces things are really important to them and everything else in the risky assistant. It's it's Understanding risk and reward and take off. But there's things that investors in the world of hydra personalization when you talk about climbing experience today that everybody's really interested in the same. Hey you know what. There's things that. I wanna do differently in better invest differently. I wanna i wanna take these types of actions we believe about our life. I wanna leave a better world. Then then what. I made the operatings day. It's kind of perspective that we're looking to gather A better sense of you're right. It's always been around. You know exclusions of tobacco or stocks or gaming so fat worn the positive side of white. I really liking investing companies. That are doing better so sustainable energy as an example on reducing carbon footprint. So it's not necessarily just the exclusion but it's also on the positive side of. Hey i wanna invest in things. That are going to make a difference. So it's understanding those preferences that they have as opposed to the exclusion sign. I wanted you more of this guy really calling out so around the decline experience really understanding that personalization that we know is so important mate so many investors growing by the day. I definitely want more in depth into the client experience aspect of this. But i want to backtrack. You mentioned that when you when you talk. We started up your thirty second review. You said morningstar's continuing to invest enough financial planning capabilities. So he gives a quick like glimpse into the overview of the strategy offensive planning morningstar. How does this risk ecosystem fit into your overall financial plan capabilities. Organically in our own. We'll be doing doing around. Agent lanning is really our goal is how investors and better financial outcomes so we know from each planning and understanding deliberating decision. Trade offset are are made within financial planning is hugely important to help people understand prioritized receivables so been investing in our own capabilities billy autonation planning capabilities of last several years So inorganic we've also made several acquisitions will last couple beers so we. We acquired advice logic in australia years ago. Required land plus mobile in april of last year and with the plan plus global now to we acquire financial planning capabilities advanced by capabilities. But it's also came in in was a rest and that's the piece of the risky go system. So holiday all interplay. Well if you look at a financial plan Typically there's a couple of decisions today so number one we all know the taxes goals If you've been adventure planning space like many of our lectures weekend always our students for our goal. Therefore work longer can contribute more to. I can reduce my spending of reichen. Invest more in jiu in my goals on. there's a series of triggers. But the one that's most often understood the one that is least accessible for most people. Greg is understanding risks. While should i take more risks To achieve my holes or how does risk action impact my goal the first couple of a pretty simple to go. I understand it work longer. I can save more spend less boasting when it comes to rest. How much risk should i actually taking within To achieve michaels. And am i really do. I really understand need to take. Do i understand the risks. That uncomfortable with and when we look at why this has become such an interesting collection when we believe is because a is more and more organizations going towards h. slanting Understanding these things in a better way making them more accessible making the understood by the end investor is going to naturally live risk question Because that's the one that's least accessible for most people so to the extent that we can china light on understanding and having people truly understand the risks that they're comfortable with that service tolerance. That's really i big style and what's really interesting in the risk space. Is that as an industry. We could do a better job moms because historically we've asked lines to take a risk tolerance session there and we call her tolerance questionnaire but really what most organizations down completed a couple of topics. They've played a time horizon. They've looked at you. Know the oscars series of pressure of reacts to occur. But what that's not getting. Craig is the actual risk tolerance of an individual and this was part of our acquisition of bland blessed global specifically in america. I was so intriguing for auspey. 'cause they had a twenty years data that had been academically validated and asking a series of questions that's again very accessible for the ended individuals to understand their risk tolerance and having that validated by your two million respondents. Over twenty years gave us great confidence that were asking questions really understand the behavior and tolerance of individuals that we don't think the industry has done a great job star. Trek is again tonics. ross later. So that's what we saw really big opportunity to bring together the behavioral side of. What's really going on with individuals starting to marry that together with what's going on or floyd aside different than what we've seen partly done spaces. We thought again to do our our new better job in doing that. I think what a lot of people don't realize what a large that morningstar everyone thinks morningstar. A data moist portfolio analytics. But really you've a huge footprint in software in our space between morningstar office Morningstar direct Advisor workstation and now the risk ecosystem your position so how how will the adviser a client experience. Which is your air of expertise. How will that change with this new technology that how this new ecosystem and how will it be different than how advisors are working today. So what we are going to do is Wants a rich ecosystem is already been integrated in ju Advisor workstation american be serve with pleasure of serving one hundred eighty five thousand members of that community. Today's numbers subscribers show is already within that that experience. We are in the process of integrating in do all those other affliction solutions well so Morningstar office morningstar direct. But here's the other and more important to brag is we are bringing it to how we sir zuber's directly today so we have over two and a half million people that come in today into morningstar dot com been. That are using their doing your own research. Some of those are also become a members of our our premium communities. So it's it's a. We provide tools at studios individuals that they want you to do some planning or financial manage portfolios on their own or in conjunction living adviser that they actually work with so we are taking the morningstar risk ecosystem at the end of the day. In putting in every one of our flagship box that served advisors professionals institutions and also ultimately to be in consumer as well. Because when you look at the transfer going on around the Experience we look to help your space other industries looking at what individuals are looking to do And they want to what they wanna do. They want educate themselves. I want to be able to really understand it. So that's where we got the inflection point of how are we serve this to the end the end investors communities that we serve their than how we enable that really that collaboration it's happening between the investor community in the more seamless way against the robert that we see to be able to lead into to help advisers better served investors and you've got a more informed investor being able to understand the questions that they should be asked as well break from this episode. Talk about our sponsor. The invest in others charitable foundation invest in others recognizes individuals and advisory firms. That are making a difference by donating time money to 'cause it match them are sharing stories and awarding funding to organizations. They care about invest in other raises. Awareness encourages others to get love channels additional resources to those in need and demonstrates the generosity of the financial advice industry. I've been involved with invest in others for number of years and we just did our judging I've been fortunate to be asked to be a judge for some of their Award awards and when we did was volunteer of the year. So we review ten different Advisers and their charities and what they gave to their charities the work they've done over many years than a decade of work with their charities. Try to come down to. Which one was the volunteer of the year and the volunteer of the year. They're charity will receive fifty thousand dollars the second and third place runners up get twenty thousand dollars and the next three Get twenty five hundred dollars or a lot of these charges are getting some money. The number one gets fifty thousand really hard to pick a lot of great charities out there out encourage you to go to invest in others. org Read about what they're doing. They're a good work. You the directors look at their grants for good and make a donation. Your hopefully your your company will will match it then as you can do double look good for a lot of great charities Invest in others commission. How did you guys make the build versus buy decision to acquire plan plus global infant metro. Obviously got a very strong bench of software development. Bill out your own your own systems and you started building our goal bridge their own financial planning tool. What was that impetus to make to pull the trigger on that rather than building it yourself. It was kind of fun in space. Craig is we can all bill really amazing tools right now but thinking about at the end of the day you know morningstar were a data. Company were research company and then we expose that software. And what's really hard to replicate. Greg is twenty years of history and academically valid invalidated research on. That's really really hard to replicate. In the index face and a part of the acquisition of plan plus global. They did some things on the advanced financial planning side. That can take us a bit to get there so it helped us accelerate that. And how do we start to take it out of what were those and make again meg available into our by software solutions or what's really interesting about the acquisition. That acquisition was the acquisition of the ip on the twenty years of academic academically validated research of understanding the risk iq of individuals and. That's the part. That's really hard to replicate for any fintech. Innate fintech starts today the credit new y. They don't have that history to be able to have that research validated through and through. That's a part that's a really meaningful part of the acquisition. So it's not just the software is really the research in history got it. You mentioned before he risk. Iq can you explain how individual risk tolerance is different from risk. Ike your risk. Accu- is better than the way from and risk tolerance today so if people understand it typically on if you understand a person's individuals. Iq over their their. I q really doesn't change meeting blade over a period of you know over their life It's it's an eight It's a psychometric trait that you have something that is in each individual being and your tolerance for risk is similar and this is really important. So risk tolerance. Frank is done. Well it's going to measure in. It should not should measure that person's their psychological trait their one of their appetite for risk that does not change over their life and and some of the things that we see today. They don't it doesn't have that consistency to be able to understand in measure and quite frankly if your risk tolerance of the questions that we asked advisors enterprises is if your risk. Tolerance is actually changing if market a bit shopping. You're probably not actually measuring rix risk tolerance because your risk tolerance again. It's a trait of yourself. It's not going to change regardless of active. You know of that in manitoba. That's a that's a part of the education of trying to help people understand it. So he'll your trading this. Your iq does not change over a lifetime how you may react to things. That's a different measure so we're just trying to get people back to basics frag of like what is risk tolerance in. How does it change. or not. change over an individual's life and let's start there with a lot of things change people's lives and how they react or interact with the markets or any part of their loss especially finances as they get older. You know when you're in your twenty thirty forty two made different how you interact with finance in iraq with the market then when you're forty fifty sixty but but that's the point is it. It's your tolerance for risk as a human does not change over your lifetime or what happens is market events. Things like your risk composure. Will that's actually something else. So that's where again as an industry. We have conflicted topics. Unfortunately that we're bringing together in the actual mitch measure of risk tolerance if done correctly in a measured correctly bat. Tolerance does not change over a person's lifestyle or or or as market events changed in that. And that's what we're trying to make sure that individuals advisors clients really understand. Is that if done correctly. That doesn't change everything else. In how we we may shift around composure. On their risk capacity to be able to take on additional risk or reduce risk to achieve their goals but the core of that risk tolerance have done correctly does not change person's life in. And that's where we see again. A significant opportunity in the market help better serve investors having advisers understand that nature. Being able to explain that to the end consumer and then how do we start to parlay that into how does it impact financial goals. And then you can link into golden bridge. Exactly it's like a to a bridge or any of our financial planning capabilities. Remember when you first announced that it was a really good idea considering you have a lot of the tools that that's a big gap between your portfolio analytics software and data and mornings to office your implementation before management tools. There were that gap in between that gobert seemed to fill a now. The risk ecosystem even fills even further. Exactly it's just as it at think about. It's all planning action to your point greg. It's it's let's understand. It was understand the trade offs and then when when we agree on. Here's the best actually today. What do we do so we put it into a portfolio. How do we then But that portfolio into action funded betrayed everything else said that that exist that we all know why takes place next your softwares used by some of the advise. I think the numbers are software. Advisor workstation as one hundred fifty thousand users so how do you see. Risk ecosystem would be a success in terms of adoption. Rate of your current user base. So in north. America's we've got actually north one hundred eighty five thousand members subscribers today and i was shortchange one hundred fifty thousand now. It just wanted to make a point. It's vacation comedy while we always wanted to axe line to Won't be jeff. I appreciate you being precise so as important and But the the what was interesting crave is one. We watched it within two weeks. We had a north thirty. Two thousand numbers schreiber's start to already engage with the morningstar receiving system. Just the elements that one element to bat which is more polio. Risks store. literally running it through and Understanding what about what's the what's the risk or the portfolios when we were communicating with advisors in the very beginning. You really excited to have effectively star ratings folio but sit down with their clients say practices the portfolio i built for you and This is the morning star. Risk store that that that when we ran your portfolio that i built through custom yours is yours. Appointed you and adviser really excited to be able to take what it always been the star rating or the analysts rating and now they could have something that they built a native touched further for the consumer and they can put it in the context again. A person personalization that they wanted to do to the household. They serve super excited about it. I mean ideally. We'd love to see you know and we would expect to to reach almost all about one hundred eighty five thousand subscribers that we have today You know without using that in the morning service keeping system so now we are. We are almost two months of getting larger. Also what what we're asking me bring it back to We're we're watching it. Re-addressed rilya reading to india. Now that we've got the fundamentals built that be bet the processes running so it's not just relegated to north america which is artists but it's also bringing this making globally as well so High adoption expectations. Frank is is is the short answer. I can only imagine. Yeah it's you know it's interesting you within two weeks at thirty two thousand advisers engaging with your product. That's that's the best kind of initial rollout. You could possibly expect from any company would be glad to exchange that because the data you're getting from those initial users insurers really valuable and help shape the direction of the product know exactly and i think even some of our correspondents we were starting to analyze What we were seeing in in the data so portfolio's risk score worry seeing differences between Gender so those that have associated with being female. We've always known to be on. The data suggested to be a more risk averse. Guess what we saw exactly that We saw differences in portfolio's built for consumers here in the us versus canada. We saw we saw our canadian households the a bit more risk averse portfolios that were being raided or managed by advisors in candidate as well. So we're only starting to see some of the really really rich data coming out of that We've got our data team behavioral science team also. Thirty two really analyzed allergy more and more data running through the the application that we're starting to extract. Look at those cohorts super interesting. What was the differences besides risk-averse anonymous conversate. You saw that data. Those are some of the idols as you can imagine. We needed Related to drill down into that understand. Well this is where the nation connection comes so it's which of those portfolios attached to which types of goals on time horizons of those goals so on a blend it's hard but now that's really what we're focusing now is. How do we start to up. Parsis information to see what is the time risa some of those were were perpetrators may actually be more conservative. Naturally we've got a shorter time horizon with which twitchy so we are so those kind of wearing that we're seeing you know we've got this observation right now that it's hard to but now it's over drilling in the layer of obfuscation. We want to get rid of that. Pull that layer off generous So we're running out of time. I wanna make sure. I get all the questions in so with this. New risky goes system. And we're we're seeing it rolling out with seeing advises engaging with it we're we're seeing it Move through your ecosystem. How about on the investor side. One thing we do a lot of research research research we did a lot of research talking to advisors and one of the things we did a risk study a couple weeks ago and one of the things are hurting advisors was even when they do a risk tolerance with the client. The client forgets that. They wanted that. They were risk averse and then when they're behind the market a couple of years later like well. What are you doing what you told me. Your risk russell. I wasn't didn't they argue. They to how. What kind of educational tools are you building to help clients really understand. The decisions are making when they say they're risk averse or they're picking a conservative. What foley what that means in the future absolutely and that's why for me to mention while we're doing Drafted consumer energy nappy today to come to look for education morningstar dot com on all stronger. Fuller risk is next element. So we've been focusing a lot on so we've got dr serna gum. She's actually number of the adviser plant experience here at morningstar and service well known for what she'd be doing the behavioral science side For years share morningstar. How we help working advisers put surveys practices so what sarah's fantast with Nali lift if you will the the understanding risks of advisors but how can we help create communications that advisor can can use directly with consumers that lifts their understanding of because of that big thing rego of reactions that investors want to take well if they understand back to the risk iq if they understand the risk iq. How can we help them. Avoid making those behavioral changes that we always have currently markets rise in when they fall. So we've got the education side going on visors. But it's also what we're doing directly to the consumerist hopefully helping them lift their understanding risk. And how does it end goals and what we're doing so really. It's it's fuming. Both sides to be able to again make better investors and better informed investors. Better consumers. Really great advice advisors by jeff. You've set it all and we are out of time. We were we at russia's one while we squeeze it in jeff So you could be here. How can people find out more about the risk ecosystem dot com where you can do a search. Just morningstar was system. We've got a video directly on quickly illustrates as well so the web is a wonderful way to to to engage our team also available on for for advisers needed more mission. And thanks to its again here. My top three takeaways from this interview how morningstar's risk iq differs from regular tolerance risk assessments. How their acquisition of planned plus infinite metric were driven by their twenty year store of risk and planning data that morningstar plans to use to improve their behavioral and risk assessment of clients and three that they're expanding the financial planning footprint and plan to integrate the risk ecosystem with their suite of adviser software. Tools looking forward to seeing how that turns out. And there you have it if you listen to all the way to hear your a dedicated learner and i predict that you'll go far all of your life's endeavors. So you've got that going for you. In the meantime click over to a website as recoup llc dot com and sign up for our newsletter once a month even email chock full of knowledge industry goodness. And you'll be glad that she thought y'all again next time.

morningstar fintech jeff schwantz Craig Agent lanning billy autonation reichen sir zuber Award awards jeff kline Greg fitch jiu Espn espn walker
Swarfcast Ep. 52  Harry Eighmy of ATP on Running High Volume Work Successfully

Swarfcast

33:34 min | 2 years ago

Swarfcast Ep. 52 Harry Eighmy of ATP on Running High Volume Work Successfully

"Hey everybody thank you for listening to swap cast before we start. We have a quick favourite. Ask you if you love the show. Please rated and write eight or review on your podcast app or tell somebody about it. It really makes a difference for us and we'd appreciate it okay on with the show typically newer equipment that is anywhere from a half a million to <hes> million and a half or two million dollars. You want to run that machine. You know minimum one hundred hours a week. This is suave of cast. I'm noah graph today. We're discussing how to run a profitable high volume machining business. Our guest is harry amy co owner and c._e._o. Oh of american turn products in erie pennsylvania harry and his brother scott believe it's important to invest heavily in high end turning equipment such as index multi spindles bengals and hydrogen transfer machines for large volumes. They also make sure to balance their high volume work with smaller jobs using c._n._c. swiss and turning centers today's podcast is brought to you by graph pinker looking for a screw machine rotary transfer machine or seeing seem sheen graph pinker guy covered word when you're buying any used machine. You're taking a risk so it's important to buy from someone who knows their stuff and who was going to give you straight information about what you're buying. Graf pinker is a family owned firm. That's been dedicated to selling great machine tools to the turnpike arts industry for seventy five years. It specializes in the top multi spindle brands including index shota gildemeister tore knows c._p._s. acme whitman they also sell a variety of other types of used equipment such as c. swiss c._n._c. Turning centers and parts washers machine tools are complicated. If you're going to buy one you should go to people who are knowledgeable and committed to the industry learn more at w._w._w. Dot graph pinker dot com that's w._w._w. Dot g. r. a. the f. f. p. i. n. k. e. r. t. dot com. We are thrilled to have harry very amy of american turn products in erie pennsylvania on the show. Today i've been asking harry to beyond the show for a little while gal and finally he has agreed to as one of <hes> our best customers <hes> often <hes> you know working working with him to sell equipment as well as <hes> buy equipment and <hes> just really happy to have you on the show. Thank you so oh okay. Let's let's just get started with the basics. What is american products a._t._p. What are you what are you guys focus on and then in <hes> gimme a little history of the company we've focused on primarily complex machining in and and we like higher volume machining <hes> that's kind of really where our sweet spot is now. I say ira volume. You know it could mean a component <unk> owning you know a lot of times we might ship anywhere from you know three hundred thousand pieces a week on something but we will also do the smaller volume volume stuff we do prototypes for people we recognize in <hes> in our business and in the <hes> the markets that we serve that it's important to be able to do a good job with prototypes because that's a lot of times how he ended up getting the high volume stuff interesting has the has the low volume stuff grown in recent times well the the low vote. We've always done some low volume stuff low-volume <unk> i think probably you know maybe that smallest order we might do might be one hundred pieces or or something like that but <hes> we do do smaller volume orders and <hes> you know again we we have the ability to do those prototypes if necessary to what would it be a prototype for four for an automotive <unk> it could be automotive it could be <hes> agricultural mining could be any of those particular chicken market so anytime that you want to get in a race at the starting line of a lot of the stuff that we do it that starts with the prototypes types and then it moves into a little bit bigger of an order in then you know once you get over those hurdles. The last couple of hurdles is getting getting that award awards for those higher volume orders i see so that is generally the way that the suppliers compete <hes> to get to get the work work right typically. It is yes now. You asked me a little bit of history on the <hes> on our business our company back in the nineteen fifties my grandfather a father who was harry amy started the business and it was a small company at that time no more than three to five. I people and what year what year are we talking. I'm thinking it was around the nineteen fifty four nineteen fifty five range and and <hes> and then my father went to work for his father. What kind of machines were running. They were running brown sharps at that time okay and a a- and then they moved into acting grizzlies <hes> you know both bar chucker machines and a variety of secondary operations. Who were they making parts for automotive as well now they weren't they were they were doing thing they hydraulic components for customers and primarily in the youngstown cleveland canaria in dan <hes> when my father came to work for his father. My dad was more visionary person he a really saw the need to expand into other markets and so i wanna say more of like the mid mid seventies he's <hes> we started doing some higher volume stuff for general electric home in laundry and then we moved into <hes> automotive parts arts for t._r._w. And you know that but any time that we we don't have typically a lot of customers but what we do a great job with once we get in and doing stewart for someone we expand with them and so we actually you know mine. You know we we mind with that. Particular customer almost like a mining type approach with them where we we started doing a lot of different things for and that was true then and it's true now the same by believe it is yeah. Does that make you nervous well. I say you know we don't have any particular customer customer or market that represents more than twenty five percent of what we do so we're not you know held hostage by anybody which is is a good thing yeah and you know you typically. When you get into those situations it can get very scary. You know it's always enticing to do do the larger volume high volume components but when you get into them than the really waited your business gets geared around that and then something bad happens with that and and i've seen it in our in our industry so but anyway <hes> back in the fifties sixties seventies eighties we were the known as the amy inc in nineteen eighty-four we started american turned products in erie pennsylvania and <hes> we closed the corporation down nineteen eighteen ninety two in also in that timeframe. We started a plant in el paso texas in nineteen ninety. I lived there for five years. There's a lot of motive what we did down in el paso. How old were you when you went to el. Paso i was twenty six twenty six <music> all right so a little you <hes> see you went to <hes>. Where did you go ohio state. I went to the ohio state university went. There came <hes> came back. When i went down to el paso in nineteen ninety the i came back to irie as our quality manager and in nineteen ninety nine and went to case western reserve in cleveland and got my m._b._a. A in your program which was very rewarding. Did you start the shop in el paso i did start to shop up el paso but we already had business and we already had the business to hold on davenport machines <hes> and so so i was recently married at the time and <hes> you know came home and told my <hes> my wife at the time. We hadn't been married gary yet but i told her i said we've got this opportunity. In el paso texas inc she goes oh great. I love how i said you know. I is a taoist is about a fourteen hour drive from el paso. It's a really big steak though anyway we we decided to do that in it was a very good decision. I grew so much from it but just even the startup of hiring people training the people putting the systems in place so so you you basically built it from the ground up. There really wasn't there wasn't anything there yet. There was nothing there wow nothing at that time we were doing elena seatbelt pens for seatbelt components today respectful shaft and we were shipping on the shafts roughly closed about four hundred thousand of them a week and <hes> we we're doing them for a variety of seatbelt manufacturers who had plans set up in <hes> in mexico and at that time they recall bikila dora's rose rather which is another term for twin plants so they would they would receive things in our customers would in the u._s. Ship up to their assembly plants assemble them into a seat belt system in ancient back dan <hes> the parts were heavy so that's they wanted a satellite plant a manufacturer in that location down there and there really wasn't any manufacturers meet a machining companies that could do we did down in el paso at that time so how did it had something like this happened. Was your father was talking to somebody and irritate your customers and then they said we do we need this and then then you guys put your heads together and you were like why don't we start a shop. Paso at that time <hes> our business with some of these players wasn't as big as what it would we would have wanted and <hes> we we're making these all on davenport multi spindle machines one of the fastest machines around it is it's quick and so <hes> i did a crash source on davenport's <hes> for about four to six months with the some of our folks up here we did it outstanding job training me and <hes> we went down there and we started with <hes> with two machines and we actually sold the business in two thousand six in at that time i think we had about thirty five davenport so we grew pretty rapidly over the period. Who did you sell it to. I i sold it. We sold the company to <hes> to john aby all right also former interviewee so what did it feel like as a twenty six year old going i mean you'd lived in ohio and pennsylvania all your life and <hes> going to texas to start shop all on your own. That must have been a bit scary. <hes> must have must have been really exciting. I think at at the time i was you know you're young and you're fresh out of college and everybody that you so you know is in college is is very hungry and that time i was hungry and i i was someone that didn't take no for an an answer then so you know there was a lot of long days and nights working on getting jobs to run into run right and working with people i i got very fortunate. We found some folks in el paso <hes> that had run davenport's arts believe it or not in some of these there was a small davenport shop in el paso that was not doing automotive and they decided to to come to work for us a couple love him and we started with two employees and then as we started to grow there was people that were running davenport's guys from el paso so that moved to los angeles that her that there was a you know what i would call a progressive davenport shop out pass and then they move back and they moved back intro. Were these <unk> most of the mexican. They were all hispanic. Okay some of the <hes> the folks that <hes> that we hired or are working for companies out in l._a. And they were p._m. Members which were very active in the precision machine parts association and and so we <hes> some work for member companies in <hes> alter manufacturing we hired. I think three or four guys from there air but again we have really fortunate. I was very fortunate. Were some great. People in the honda chemistry was there in the company was very successful. There okay so then. How many years were you down there <hes> while the plant was there for sixteen years i lived lived there for about five years. Okay listeners. Do you have an idea for a future episode of swath cast or is your company interested in advertising on the swerve cast podcast. If so please send us an email at swath cast podcast at g mail dot dot com that's swath cast podcast at g mail dot com and then what made you wanna move move back. You were just you were just tired of texas now. Actually <hes> i loved the area. <hes> you know the older i get i i i don't you know erie is <hes> is the snow belt capital of the world so i enjoy the the nice warm weather down there air but <hes> take a step back and looking at my future with our business in where things were going. The plant was setup his though it was a department down there so a lot of our sourcing decisions. Those type of things were being made. You know up in hearings so lazy to learn more about the business in a variety of everything that we do. I thought it was good for my development it to come back. I see okay and your brother. He also works in the business. So did he go into the business. Before you wake came into the the business i came into this a little bit earlier than what scott did but about the same time okay but he's older than you. Scott is three years older older than me and <hes> kiki is more on the sales side of things in the company and i'm more on the operation side of things and and what was it like working with your dad. I got to spend a little bit of time with him. Just a couple of times and i always thought he was really smart. <hes> then funding funding guy what was it like my dad was <hes> was the great visionary of the business and he was always always thinking ahead on things that that we should be doing and he wasn't afraid to try those things and <hes> you know from <hes> facilities to people development email being progressive being a leader in the industry he he was so involved with the p. M. p. a. n. D. relationships it that he made there and being able to collaborate with people in benchmark with people in the association was very important for him. You know a lot of times i would it. Be a saturday or sunday. I would call all my parents home and my mom would say while he's at work and i'd say oh i touch base with him and he would be spending all day going through do the p._m. P._a. benchmarking report that just came out today. It's an annual report man manner we in trouble come monday it anyway but he he was a very visionary guy was he. The one that took you guys out of the acme business away was in fact <hes> interesting story about that. I remember we held an auction in ohio at our we had a building there that was empty. When was this this was believe in about two thousand two and so we we were running at one time we add about thirty acnes and we had a variety of them. I mean we had nine sixteenths to a three quarter. <unk> core machines ancient five eight aglietta cheese. We add a two inch two and five eight tweet chuckers walkers. It might even been more thirty. I don't remember the exact up but for the where we were going in the markets that we were serving the machines couldn't do what with the technology was out there at that time and things we saw how things were evolving with you know index multi spindle machines shooters gildemeister euro turns etc so in the big deal with with the axes back then was getting parts. You know so i'm sure you can you can relate to this so thank thank god thank god that that's not our business getting parts for acmes another big piece of that is you know those machines were based on using to and even though you could serve drives drives on them and and try to do c._n._c. Things it was nowhere near what the technology is today or would. It was even back then so we my dad decided. We're going to get rid of all of our acquis. We're going to have it on. What did you and your brothers say. The way kinda scratched our head at it we were. We didn't know that was the right. I just saved. It seemed like sort of snap judgment. It wasn't kinda like gradual like i wanna say in fact two thousand three might i think it was more more of like in ninety seven ninety eight timeframe it oh this is going back twenty years ago but anyway <hes> we thought it was is a little bit snap judgment but in you know in it heavily your head already heavily capitalized organization as it is now. We're going to get rid of everything that's fully depreciated and we're gonna go out. We're going to have to spend more money so a lot of money. We decided to do the auction and and <hes> i remember the day of the arch and i could not attend it. I was actually down l. Paso at our plant down there and i remember getting a call from one of our employees employees who was a long-time acme setup maintenance guy who went to the office and he called me up and he went harry. Your dad just gave those machines away in. I wanna say game away. I think the lowest he got for the cheapest twenty so it was. I think for twenty five thousand dollars no your dad your your dad was shrewd to sell them then he probably. You probably got a hundred grand for some of them. Oh yeah in iran some that went even for more than that. I mean they were in very good condition so so you know if you would turn the clock back when we did that five years in advance people weren't getting you know five thousand for you couldn't couldn't give them away. They al so in hindsight we kind of thought at the time that we were doing the the sale of those in the auction action that it was a it was a terrible decision. We didn't get any money for him. That's what you scott thought. That's what we thought but at now that i look back on it. It was a very good decision asia and it just it. You know again going back to the asked me about him. You know he was quite the visionary guy he saw the future of the industry where you're going and made a tough decision that he was going to you know this is what he was gonna do and so that's that's what we did yeah which basically transformed everything so so then right after that did you you just called up vendex while at that time <hes> we were predominantly you know we add index machines but we also had shoot us euro turn gildemeister all multi spindle seniors. You already had that back then to we did yes shoots a p._c. <hes> thirty two machines and <hes> you know so we were kind of working with all those folks on who we we were gonna partner with long term and so we yeah we've always still kept the door open with all those folks <hes> but were pry. I primarily a <hes> an index multi spindle skirmishing company full c._n._c. Yeah and we run you know single spindle index machines so yeah so that brings us up to two now you know i obviously you have a respect for some of the other builders but <hes> urine index wchs place why why index well i think <hes> and it's not just index <hes> hydra matt is very very big supplier machine rushing tool owner would we are guidemap machines and <hes> and we also are a swiss machines tore no citizen <hes> but yeah you know all of those folks we want to be able to have our equipment service properly in north america and that's very important to us and and you know as you know machine tools have issues and you need to have someone close by that can help you and continue to work with your people training people now. We'll say we sent our people have been overseas to both index hydra matt and tornadoes and receive receive maintenance training program training set up training etc but still have a player in your backyard thin you know if you've ever been to some of their companies here in north america <hes> they're speaking as soon as you walk in you know if they can serve shared <hes> uh-huh and you've always it seems most the time you guys have had the philosophy of only buying new yeah now we by used equipment you know but we typically were when we get into doing a <hes> you know high volume program program and in a complex component doing it with older technology. That's not reliable can get you into into a world of hurt and you know when you're dancing with with some of the customers that we do you just wanna make sure you're going to do a great the job for brian. I mean what kind of job requires an index like. How much do maybe you can't tell me this. I don't know i like how much how much does a an index user have to get for a piece to to just finance machine like that you you know it. Just it depends a lot of times. What you can do is is you look at what your current book of businesses and maybe you've got a new component your your <hes> your clothing and <hes> you look at what the capacity of that of that asset could be by. Maybe maybe you run some of your current work on it and some of that new work and you wanna flow fully utilize machine typically newer equipment that is you know anywhere from half a million to a million and a half or two million dollars. If you wanna run that shaw minimum one hundred hours a week yeah right otherwise you're not going to get your money's worth it will get. We're not you know we've. We've noticed someone in the united states. I mean yeah obviously people are still buying multi spindles but it seems like sort of swiss <hes> uh-huh turning centers. This become more popular to some extent is it. Is it harder to get get the right. Multi spindle jobs <hes> for a u._s. Company than it was a few years ago. I mean you. You're buying some new indexes but you've also i a- you've you've bought some of the turning centers as well lately right correct you know typically you wanna invest in the multi spindle or the hydra matt with a higher volume complex component and a lot of times. When you take a step back you know some of those components can be made on either machine and he apps take another step back and say okay well which which one's going to be more parts at the end of the day and what is going to be able to hold these tolerances that we need to hold and typically with exotic materials so that's that's kind of how you your your decision now. We do service those markets where we add those mid range orders of you know. I've mentioned this earlier. Whether it's prototype type one hundred pieces you know two hundred and fifty five hundred thousand pieces you know those type orders you know were removed into multi axis swiss machine or a way i also like what kind of work are you have. Some see to hundreds what what kind kind of work would that be the index index laser that is that for the prototypes it can be <hes> you know it's it's more for those mid-range orders that we want to produce in you know another thing about those machines is typically. Were able to set them up. Anywhere from two hours did no more than eight to ten hours on a job and that's the beauty of long's it take to setup <hes> m._s. machine well. It depends upon what you're setting. You know what you were running and what you're going to you know typically. The multi spindle index machine at a minimum is is probably gonna be ten hours and you know there's some cases where we can do it faster again. It just depends upon what you're going to but if you get a semi mike complex part. You're probably ten fifteen hours setup time in hyder. Matt is totally different. The game when it comes to setups so you know certainly the index machines are much more flexible to hyderabad's are and do you think that you're going to smaller diameters now than larger ones or is it just kind of cyclical it l. We typically run the smallest diameters. We might runner. Maybe two hundred thousands of <hes> of an inch in diameter is the smallest we go to <hes> and we all the way up to maybe some in some cases up to three inches in diameter so it is is like kind of a wide range but go ahead is like under an inch inch is that are under twenty kilometers is that these days like what the most parts are done on or i think it's probably more hovers around that twenty to thirty to thirty two you know at thirty two millimeter machine is still very popular machine in our industry yeah right in that range. You can do a lot of stuff absolutely a few other questions. <hes> what what is your favorite thing about the machining business working in it and still always amazed about taking it you know piece of raw material real putting it in a machine in being able to have it make something so close collins in and to be able to to spend something out in five to ten seconds is always amazed and also just the collaboration aberration in the industry is phenomenal. <hes> you know it's interesting it so exciting to get up come to work every day. It's very energizing ising <unk>. You're you're very lucky i am. I'm very fortunate. Absolutely what are you. What are you most trying to and to improve upon both professionally with the company personally well. I think with our organization we always have to have that vision of where we're going and <hes> you know strategically. Were we added the female from here. That's always gotta be out there. You know we always got to keep an eye of overdoing and where we're going and you know something. That's ultra important in this business. Who oh you do the work for you know there's always i've always heard so many horror stories about. You know who you're doing your work for so. I think that's very very important to us. Having that strategic plan in personally <hes> you know my philosophy is is getting people around me the tools that they need to be effective in their jobs which as a result is gonna make our company great <hes> enact does from training to good machine tools to good facilities <hes> all those things and then have you been able to find good people easily. You know it's it's always a challenge you know. Is it hard to find people in erie pennsylvania sure. It's hard to find people wherever you're going sure sure sure in north america. I mean especially in this business. <hes> you know there's things that we're doing <hes> with <hes> <hes> collaborating with other manufacturers in training people the basic things blueprint reading you know the gauge metrology to you know basic machining skills so were for doing those things <hes> and there's a potential for a community college which we don't have one here neary county were a lot of other locations do so you know that's let's say a negative but an opportunity for improvement for erie county fantastic. Thank you so much okay now. Thank you have a good day <music> breath.

el paso erie pennsylvania harry amy scott ohio north america Paso el paso texas davenport texas Graf pinker ohio state university amy inc youngstown cleveland stewart erie gary united states
Blair Enns  Pricing Creativity Applied to Products

Impact Pricing

36:32 min | 2 years ago

Blair Enns Pricing Creativity Applied to Products

"I cannot think of a more valuable skill in all of business than the ability to conduct a value conversation which is essentially find out what the client or the customer want and what they would be willing to pay if you could help create that value closures on established my proposal sent in principle now. Let's see much goes Forni <music> welcome to impact pricing the podcast where we discussed pricing value and the hopefully very tight relationship between the two. I'm mark styling today. Our guest is Blair ends. Here are three things you wanted about Blair before we start I he wrote a true bestseller called the win without pitching manifesto second. He priced his newest book pricing Creativity Ativity a guide to pricing beyond the billable hour in an amazing way and we'll talk about that towards the end of our conversation today I hope and third he got his start the way most of US pricing experts do he has a master's degree in and marine biology and underwater welding welcome Blair. Thank you mark those first. Two points were true. The last one is not that's you pull that from my linked in profile and everybody falls for that <hes> oh no it's not true. It's not true at all if you look at the university the University of Dogar land and dog or land is the part of the world in the English Channel kind of going up towards the North Sea that when when a lot of the <music> ocean's waters are tied up in polar ice caps then that becomes farmland and that is known as dog land so I did my twenty three and me a few years ago and one of the things I learned as I hail from dog Orland headed look up where dog land and was and I immediately had this idea for selling dog Elon University T. shirts and I thought well if somebody attended the University of dog Orland what would they study they would study marine biology and perhaps underwater welding okay. I feel horrible. PODCAST is now over the person to fall for it or to introduce me that way ahead of a speech or podcast. That's great. That is great okay so let's find out seriously. How did you get get into pricing? I came at it through the sales world. You can come at it through the academic world you can come at it through probably the world of economics I came at through the sales world because I think selling pricing racing and negotiating are inextricably entwined and for you to be good at one. You have to be good at the others yeah. I think that's absolutely true now. Can you tell our audience what you actually do. Besides aside sitting on the beach cashing checks your best selling book and you know what do you. What do you really do yeah? I'm the founder and C._E._O.. Of A training company called win without pitching we do sales training for creative professionals so that is folks folks in the advertising and design professions typically and also some kind of adjacent professions or industries and so from the name of the business you can kind of infer my point of view on how selling should be done in the creative in the creative field secretive professions as I like to call them the way creative services are typically sold is they're giving away for free. You're invited to solve the client's problem as proof of your ability to solve their problem so I hi and my team we d program creative professional's of the need to give their thinking away for free as part of the sale then after doing that long enough I kind of stumbled into the pricing challenges that go along with selling anything. It seems to me that you say you do sales training but it seems to me like it really takes a business transformation to do what it is that you want companies to do. I think so and sales training thing isn't the right word the word sales isn't we. It's not even used in the markets that I serve. We don't use the S. Word it's referred to as business development or new business development and that's kind of code for sales and Marketing and networking working all of the things that you would do to kind of try dr a transaction or a new engagement so I embraced that word in part because nobody else uses it and I'm aware that it costs us. If I send an email with the S. word in the subject line fine the open rate plummets so I won't I've learned not to use it in the subject line but then I'll use it in the body of the email because I really believe in telling it like it is and I think a lot of folks in the crater profession. Maybe see themselves as marketers I they really recoil from that word of selling because they think selling is the active talking people into things and I fundamentally believe that's not what selling is at all so I'm. I'm kind of here to take back that work. I agree completely with that. Let's talk about what a creative firm is for second because what I'd like to go to do as generalize this more to my audience and my audience tends to be people who work for high tech companies software companies product people and and so if you were to say give us some examples of what you would think of as creative companies yes so in advertising agency company that's hired by a large brand like Nike or Ford Motor Company et Cetera to run ads on their behalf or for a design firm and I would say most of our clients are kind of in the design sector so you think of typical graphic design designing logos identities posters back in the day and over the last decade or so that has been increasingly digital. It'll you get to a digital design firm. That world is intersecting with technology and with consulting so there's a real hybrid. There's a lot of tech technology shops in our client base there some pure tech firms there are some pure consulting firms. There are some pure design firms. We even work with management consultancies. You know so I said we do sales training for creative professionals. That's really that's me stating our discipline and our market market in in the narrowest possible terms but I think you were kind of implying where leading to this that that's actually much narrower than what we really do we in addition to sales training. We do training on pricing. We do training on negotiating we do I._p.. Development we do some marketing work as well. If you look at our client base you would see consulting companies. He would see staffing companies. You'd see some accounting practices so I often say that the target should should be smaller than the market so you aim for the target and you're happy to hit the market so you carve out a narrow value proposition we do x for Y and then those in the adjacent cities who had who require adjacent disciplines the plans or are in adjacent markets may be attracted to you and ask hey do you would that be relevant us or do you also do these things and if you lead with everything that you do and everybody you do it for then you're just a in our case we would just be a training company trade on everybody you on everything so you really need to put a stake ground and I talked about this talked about this. In the first chapter of my first book we will specialize in the win without pitching manifesto. You really need to put a stake in the ground and the mistake that people make is that stake where that claim of expertise is too broad in terms of both the discipline on the market it should be narrow enough in a way that allows you to be compelling and meaningfully different and then you just accept the fact that you're probably going to do business outside of those narrow parameters. I am now standing and applauding because that was such an amazing answer everybody who's listening to this just rewind and listen to that again because here's what Blair just told us and and I have this conversation with so many different people. Can you focus what it is that you're going to market at. Can you focus what you're going to target and then if someone else comes in and says hey can you help me. You're allowed to say yes. It's okay but when then we can focus it gives us the ability to find the people we want. We build a level of expertise and people trust us more so I have those just an amazing answer. Thank you as a thank you for being a role model thank you it's you know I've been spouting these words for years and and as my business has grown I've been tempted many times to broaden out my business and a lot of people look at my first book the Win Without Pitching Manifesto which is graciously pointed out. It's still selling very well. We've just past thirty thousand copies and the annual sales volume has is increased every year over the last five years. It's been out for nine years so it's just building momentum and so people read this book and go you know the thinking in this book applies to not just creative services but all professional services services and many other businesses well you should rewrite this book for a broader audience and you should broaden out your practice for to a broader audience and as soon as I do that I kind of I watered down what makes it different. I invite vast vast hordes of competitors and when I start to compete against these other direct competitors I'm left with nothing that makes me kind of meaningfully different now. When I'm selling our core services to our core our target market I'm in a real position of strength and if people outside of those markets see relevance in what we do and they wanNA THEY WANNA hire us for training and coaching to we're open to having those conversations? I love that whole concept. Let's it's actually jump into talking about pricing a little bit and I'm going to give you the wide open softball question for you okay. What do you think is the most important lesson for creative firms if you are going to say this is the thing that you really need to get from what I can teach you? I would say if I could combine two things you've probably been systematically underpricing for a very long period of time point number one point number two the reasons are all in your head. Oh so I point number. One seems obvious to me because I run into so many people who don't Solo preneurs don't have the confidence other people are thinking. I can't leave that money on the table. I'm going to lose all this business. My competitors are competing on price but point number two. I'm fascinated about what's what's going on inside my head well. Is You know mark. There's anybody who works in the field of pricing. We like to have the conversation about. Is it art or science just pricing Ah do you what do you think do you think it's more do you think it's more science and my answer to that. Question is when you're pricing products and productized services a business that is built for scale pricing is mostly science dance and when you're pricing services customized services so my clients almost exclusively not entirely but almost entirely fall into the category of customized services and when you're a customer service service means you have a small number of clients at any one time every engagement should be a creative act every pricing or compensation plan every proposal should be a creative act so when you fall into that category customized services pricing is mostly art and the art is you have to understand some of the basic underpinnings in you don't even have to understand the science you have to understand some of the principles you know the subjectivity of value. To some of the ideas around anchoring and the power of options etc things that you would talk about regularly on the show you have to understand some of those basics but after that it's really just a sense of are you worth at. Can you help this client create create value and if you can help this client create the value that you've uncovered then your idea of fair compensation for yourself really needs to transcend the idea of your inputs or how long it's taken you to to to help create that value all of us that are in the world of pricing we use the words value based pricing a lot. Most people don't understand what we mean when we say that they just think that means all its charge a little bit more or something but in your your field. You're really teaching people how to figure out what that value is. If I'M GONNA go engage with this client. How much value can I deliver to that client and then can? I get some portion of that value. How do you do that yeah and again speaking king of the customer services firms I would put practice different because you know productized services firm? You're doing all the segmentation analysis and you're trying to figure out what groups value in a customized services business values entirely subjective. You cannot sit there and make a judgment of what the client values you have to get the client to tell you and this is why selling in pricing when it comes to customize services cannot be you cannot decouple these two things because you cannot be an effective priceor uh of customized services if you're not an effective salesperson and what I mean by that is somebody who's able to skillfully navigate a real proper two way conversation and at the heart of uncovering value is as as you know. Is this idea of the value conversation. You have to be able to have a good value conversation which I think I think the ability to to master of the value conversation is without exception. This is going to sound like an overstatement but truly believe this. I believe the ability to master the value conversation is the most valuable skill in all of business full stop. I cannot think of a more valuable skill in all of business than the ability to conduct a value. Oh you conversation which is essentially find out what the client or the customer wants how much value might be created and what they would be willing to pay. If you could help create that value there are so many things I want to bring up talk about now. I think that statement the full stop is spot on correct and yet so many people are clueless. Yes what I find. Fascinating is go to any company any business and ask them how much value creating how much do your customers via your product. They don't even know how to go about answering the question. Let let alone knowing about how to go find out the answer so it is just such a powerful concept and and it's the longest chapter in my book pricing creativity a guide to profit beyond the billable hour and it's the chapter I spent the most time on and I felt like I'm really going to kind of earn my money in this chapter and I look back at the chapter and I think okay. It's been out eighteen months or so. I think I'm pretty proud of it but what I say to all the audiences that I've spoken to since then is you're not going to learn this from reading it in a book. It's simple. It's a simple four step framework in most people's methodologies. It's a three three step framework identify the objectives or what the client wants identified the K._p._i.'s what are the measures of success identify the value that might be created and I had a four step set pricing guidance find out from the client what they would be willing to pay a broad range. That's that's it. It's really that simple. That's it's a simple framework but it's not easy to learn to do in the reason it's not easy is because almost everybody that I'm talking to and training. They are subject matter our experts and most people listening to this podcast would be a subject matter expert in something and as a subject matter expert you see patterns everywhere so you begin the value conversation by asking the client would is it that they want to be true in future and there's all kinds of nuance of but how you might handle these steps and I have my ways of doing it but you uncover what it is that the client wants to be true in the future and you get them talking about what they want and as soon as the client starts to talk you see the patterns and and you jump ahead immediately as subject matter expert you go. I've seen this before. I know what your problem is. I know what the solution is. I know what we typically charged for the solution so the hard thing the reason why this is such a difficult skill to master. Is You have to learn to let go of one form of expertise in that is subject matter expertise in this moment and you have to embrace this blank slate blank mind if the beginner replace subject matter expertise with process expertise and that's Canadian process expertise. We're in the process is the simple four step methodology where you the difficult thing to do is to quit thinking about what you would do. Quick thinking about solutions <unk> solutions quick thinking about price you want to get through the entire value conversation where the end of it you've set some pricing guidance you've you've uncovered from the client and you haven't thought deeply about solutions and you haven't brought your own ideas of price to the table. So that's the goal you get through that conversation and it's all about the client all about what they want all about what you will measure all about the value you might create for them or that. They're looking to be created and then even and what they would pay for that and you should get to the end of that conversation not having thought about solutions at all and that is the difficult thing to do and when you can overcome that hurdle man your world will change you truly will learn to master the value conversation. Station after a few dozen of these things get very good at it. Your world will change. How's The podcast going? Are you getting value research shows. The people don't really value what they get for free but I'm hoping you'll prove who've this research wrong. Please demonstrate to us and the entire world that you value this podcast. Would you please pause the podcast subscribe. If you haven't already done so rate the podcast and leave us a short review. You'd be doing a huge favor and research shows. If you invest this little bit of time. You'll probably like the podcast even more win win. Pause do it now will wait for you and so what I just heard you say is it doesn't matter what the solution is. It doesn't matter if we can solve the problem or not. The only thing that matters is that you have a problem and this is how much you would pay me if you could solve it. Yes and I see I talk about the four conversations in the sale. It's kind of our overarching model of how we think about the sale you think of the sale is just four conversation so the probative conversation ideally happens without Oh without you present through your agents of thought leadership and referrals and that's where you move from vendor expert the mind of the client then we have the qualifying conversation which you think of as a typical sales conversation. You're you're vetting the lead to see if there's an opportunity. Here's the really something here. Is there match between what the client needs and what we might do the third conversation is the value conversation where the goal is to uncover the value that you might create and then the fourth conversation is the closing conversation just like sounds you transition from the sale to the engagement so when you get to the end of the value conversation you're three quarters of the way through the sale and you should get to the end of that conversation without thinking about solutions and then I believe especially in a large customize engagement. There should be a gap between the value conversation in the closing conversation where you say okay. This has been a great conversation. I have all of these notes on what it is that you want what the K._p._i.'s of success are how much value we might create and the price range that you're willing to kind of invest in in possible solutions now. I'm going to go away and if you have a team I'm going to go and meet with my team and we're going to brainstorm on different ways that we can help you create this value. You deliver what you want hit. These metrics create this value and I'll come back with a few different ways that we can work together and if the client tries to pin you down solutions then in that in that moment in the middle of the value conversation or at the end of it you just don't go there. I I don't know part like part of how I work is in this moment. I don't want to think about what I what what I would do. I want to be solely focused on you and what you want. I WanNa take this information and then I wanna I wanNA give myself the freedom to think big AAC inexpensively about the many different ways that we can help you create this value and I'll come back with different ways that we can work together and some of those options from those different ways that we might work together. They might be radically different and I don't even know what they are yet. So that's is the place you want to get to three quarters of the way through the sale and you haven't thought deeply about solutions. That's scary sounds really scary. Actually why is that it feels like I have a product that I wanNA sell. I know what it is. I'm trying to sell and now here it is you're asking me to go out and just listen for problems. Just get the value and not yet at least know so. Am I gonNA be able to solve the problem. Is this in my bailiwick. Although you did kind of cover that in the qualification face yes and again making the distinction between customized services firms and productized services or product companies is where it's at scale as soon as you start talking. I have to match your challenge to the suite of products or services that I have available and I could probably put them together right at the end of that. Call right in the end of that conversation and and give you some options there because it's all fairly you know it's the pricing is standardized the delivery standardize and it's built that way for reasons of scale in a customized services firm again every engagement should be a creative act every compensation plan and proposal should be creative and so by thinking about trying to match solutions in the moment you really are going to limit yourself and we've all been in situations as buyers. If you're old enough where you've had a conversation with a potential the vendor or salesperson about helping you and your you're still describing the problem and they're nodding their head going yeah we can do. We can help you. We can help you and it's not a very good feeling as a buyer and we experienced that a lot and what's happening is as the salesperson is he's jumping ahead. Oh I've seen this before I can. You don't need to talk anymore. I know what all the patterns are and whether they're right or not. We don't feel like we're being heard. We don't have the sense of trust in that person. If you think of the value conversation conversation as I described it those four steps where you're not thinking about solutions just imagine what it feels like to be on the end of that conversation it feels like there's a person sitting across the table from you and they are focused completely on you who and what you are saying and what you want and what you want to be true and they're not interrupting you to tell you a story of Oh yeah. We did that for so and so we've got this pro. You'RE GONNA love this product. They're not thinking about what they're going to say next. They're not trying to sell you something. They're just completely wheatley focused on you and I like to say we all have a person like this in our personal lives right and I think a friend of mine when I tell the story I always think of her. I don't see her very often but at the end of every exchange I always think oh my God. I love her so much. She's so wonderful and then I'll say to my wife. Hey I ran into our friend and she'll say oh. How is she and I'll say she's I don't know how she is because she did it to me again and what she did in the brief exchanges that we have every few years or so? She's just completely focused on me how're you. How is the Family House the business have you been anywhere interesting lately and I feel like these are great conversations and had this incredible warmth and love for her but but she never reveals any? She's not telling me anything about herself and because our interactions are so short they're one sided. They don't feel that way. I feel like Oh my God. This is this person understands me so you take that take that skill that my a friend has and you transpose it into a business context that is the most valuable skill in all of business and the goal of value based pricing isn't to charge more. That's just a delightful consequence. The goal of value based pricing thing is to create an organization filled with people like that who are laser focused on the client and how they can help create value for the client you do that everything changes your organization organization will be unrecognizable if you could wave the magic wand and have every client facing person build that skill to mastery level overnight you would not recognize your business in three years and the reason you wouldn't is when these people start to come back back to the mother ship with the debrief of value conversation and you start brainstorming on how you can help. You're going to come up with things that you've never dreamt of before you're gonNA come back with budgets that are multiples of the largest budget that you've ever had before and you're going to have to get creative with how you would spend this money to help deliver this value and it's going to stretch the boundaries of your business model you will you will not recognize your business in three years. Now it's almost impossible the wave the magic wand rounded build these skills to mastery level overnight it takes time and it takes not just practice but guided practice because people listening to this podcast are thinking. Oh Yeah Yeah I get it. I can do this. I can learn to let go man. It's unless unless you have somebody kind of coaching watching unless you're going in with a buddy whose job is to watch you and to debrief with you afterwards. It's really hard to break the old habits I can. I can see that completely can and I ask you to <hes> I'm going to stress your boundaries just a little bit. If I may yeah and I want to ask if we there's two ways that I apply value conversations in the product world and I would love your critique feedback thoughts on what we do. One is if I'm talking to a sales team it is we have a product. We're not going to customize the product for them but if we have the value conversation absent thinking about the product I what we're doing is understanding the value oh you that our client has and then we can talk about what is it that our product is going to do for them and how they can help how we can help them. Does that seem right or would you change that. I think you're even if you're selling. Let's say you're working for a product company inning. You just have one product I think you're still better off having the value conversation and really putting yourself in the client's shoes and then having an honest conversation about where the value that they're seeking the value oh you the product delivers where it aligns and dozen align and I think you just you're gonNA build credibility by having that value conversation and then more credibility by being forthright about here's where you hear the things that you identified right and here's where I'm confident we're going to deliver that value and here's where in full disclosure. You're going to have to find ways to get the value met elsewhere. You're just GonNa have to accept that. You're not gonna get everything that you're looking for here. There's I mentioned the four conversations and the PROB- conversation in the conversation we're looking. It's where you prove your expertise and move from vendex part and the moment in time when that happens we call that the flip the moment when you go from vendor to expert in the mind of the client and and if if that hasn't happened by ideally it happens before the first exchange but it might not it. Maybe it'll happen in the qualifying conversation but maybe you got through the qualifying conversation and you're still treated like a vendor when you get through the end of a good value conversation conversation. It's likely that the flip has happened and the shields go down. You're no longer seen as just another vendor. You're seen as an expert practitioner so I think even if you just have one product to sell it's not a bad the thing to have the value conversation and then just at the end of that value conversation don't retreat like a suggested at the end of that value conversation do an honest kind of appraisal of where your product delivers on the client's needs when and where it doesn't excellent now every product manager who's listening is saying to themselves boy. I sure wish my sales people would go sell like that and now I'm going to put it back on the product people because we have to figure out what are the right segments to go. After what are the right products to build. How do we tweak our products and other right offers for the right segments and the only way we do that is by having value conversations with lots of potential buyers in customers so we can understand their value any advice for our product managers who are listening? I think that's a great insight and essentially you're saying use the value conversation to get that deep customer feedback on what what it is that they want so if you if you're keeping score at home and you're keeping track and you're you're coming back to. Let's say you're the product manager and you've got these sales. People coming back and debriefing the value conversation. You're seeing a repeated theme here. People are looking for this. Type of value in our product deliver it. That's an invitation for you to go there in the future and I would also say that you know there are a lot of product companies and productized services companies like ours ours productized services companies training company we we have various products or products and services that we can match to a specific situation so we don't sell everybody the same thing we have value conversation and then we try to you know we take the items that are essentially on our shelf and our stock and we customize the combination of those things to the client so if you're if you've got a portfolio of products or services than that's the approach that you would take your initial point that this is a great of a market feedback mechanism. I think that's great insight so just to be to be open. I wasn't thinking about product listening to sales people coming back. I was thinking about product people going out and having value conversations yeah but I I loved what you said too because if the sales team really is having conversations they're suddenly bringing back information. That's truly valuable to the product team yeah and I could see I mean again. I think it's the most valuable skill in all all of business and I've given you an example of how it's valuable in a personal context too. I don't when we do training for say. An AD agency were asked. How many people should you have in the room and the answer is like as many as you can free up for the day because it's a valuable skill to have even if you're not on the frontlines everyday awesome okay? I WanNa talk all day long but we are GonNa have to shut this down here. Just a minute I mentioned your new book briefly and I and I'm fascinated fascinated. When I first saw the price of your book I was shocked and I smiled and I loved Crisis Zoe? This book is priced. It may be the first pricing book in the World Price based on the principles and the book. Yes sir well so go ahead and tell us why you price it the way you did. If you don't mind yeah one of our company values that win without pitching his do as we say do what we say so what that means is we we sell the way that we advocate that others should sell and and when people are in conversations with us about training or coaching we use the principles that we teach in that we advocate and it's you know if we're as I was writing the book actually in the very early stages of thinking we'll go to a publisher shirt or a self publish. I thought well no I want to control the pricing and you know selfishly. Another reason is any book on pricing you go by book on pricing if you're a small business owner or if you're somebody who has authority to set price the value of that book is immense it makes a mockery of the price that you pay for the book I went to my first book which was self published. I charge a thousand dollars a copy for it and I just I realized I you know if you feel like something is valuable. Don't be bound by the constraints of the package and there's this thing around books that we think books are priced at a certain should be priced at a certain price point now having sold a book at a thousand or nine hundred ninety five dollars a copy previously I knew there was a market for this so I decided I was going to embrace what I talked about in the book so options a high anchor and some other things that don't talk in the book. I know you're very learned in the area of price endings so one of the middle option has a charm price and the anger prices three hundred twenty dollars. The middle option is one ninety nine and the cheap option is one hundred dollars so it's one hundred for an e book when when ninety nine for the book and Manual and three twenty for the book manual and a series of five videos most expensive e book I ever bought yeah and I look at that as well absolutely compared to what ninety nine or three twenty it's cheap and I think the thing that you you rightly I point out is the content in the book is amazingly. Valuable and people should get value a lot of authors myself included when we write our books we write the first one because we're trying to build a brand as opposed to trying to make money so hey free is okay. Okay all right. Let's let's get it out there but people know so my next book might be one hundred bucks and I used to play when I was thinking of this book. I was driving my kids to soccer games or hockey games than I would play this game all right. Let's how do you how do you earn a million dollars from a book and well you could sell my kids. You could sell a million copies at a dollar and then somebody would say well you could sell one copy for a million dollars and it just this really interesting creative exercise of how do you get to that number and there's just so many different ways to do it. All right. I end every session with the same question Blair so you probably have heard it already but what's one piece of pricing advice that you'd give our listeners that you think would have a big impact impact on their business and they can be something we've already talked about. If you want yeah I would say I'm going to sneak two answers into my answer options with a high inker just if you just always put forward options three options and lead with the most expensive one year average settled price will go up. I promise you Nice Nice all right Blair. Thank you so much for your time today if anybody wants to contact you how can they do that. Thanks mark. It's been my pleasure. You can reach me at win without pitching dot com you can reach the book find the bike book at Pricing Creativity Dot Com and I'm at Blair ends on twitter and linked in a right and Blair ends will be spelled obviously in the show notes even the show title Episode Twenty Seven One of our best at the same. My favorite part was watching. I have video so I could actually watch Blair. You're was watching Blair. Get excited when he talks about value conversations. It was amazing. So what was your favorite part. Let us know in the comments or wherever you downloaded and listened to the podcast and while you're there. Would you please give us a five.

Blair sales training product manager US K._p._i. North Sea founder Elon University softball University of Dogar sales and Marketing and networ University of dog Orland business owner professional services soccer twitter Nike Family House
Accion's Michael Schlein on Financial Inclusion, Fintech & Impact Investment Sceptics

African Tech Roundup

39:32 min | 1 year ago

Accion's Michael Schlein on Financial Inclusion, Fintech & Impact Investment Sceptics

"Hi there my name. Is Clifford Matching iphone associate producer with African. Take Roundup in today's episode. We speak with Michael Shlein. CEO OF ACCION A global nonprofit organization committed to creating financially inclusive world. This this episode was taped on the sidelines of Afra Bites New York and we're excited to be apart of Africa's again in two thousand twenty happening in Paris on the ninth of June At Station F. We're really hoping to meet you there as we have the world's most diverse innovation ecosystem all under one roof. My first question basically is how you frame the notion of inclusion within the context of what you do let me start with what inclusion looks like and then talk about the absence of inclusion. I live in New York. City like many global capitals of the world we. We take for granted financial inclusion. So I have credit cards debit cards. I HAVE ATM's on every quarter. I have access to appropriate appropriate insurance for my health for emergencies for a variety of of of things and I have places where hi can save and invest my buddy and I have officiant payments easy cheap digital payments and for for example. My bills come in on a monthly basis and my income comes in on a monthly basis and all of that is enormously convenient. And I'd take all of it for granted granted as as your listeners do as well But for three billion people they live in poverty they lived near poverty they they live without access to or they have really poor access to the global financial system and their lives are so much harder because of that so a a typical woman living in poverty gets paid once a year at the time of the harvest and she has to make that money work all year and and yet she lacks a safe place to save. Just even that phrase a safe place to save we take that for granted she may have to travel hours just to make a single payment in cash to keep the lights on and those are ours that she's not getting compensated because she works on a farm and no one's paying in her time and she's not producing. She cannot get appropriate insurance even though she lives in an area where there baby droughts or there may be floods No one will lend to her to build her business and perhaps worst of all she lives completely in a cash world which means she is invisible to the global financial system and the global financial system is invisible to her and so even she's making regular Taylor payments to keep the lights on or to pay for school. She is not GonNa get credit for that. She's not building any credit history so she's doomed to stay invisible to the global system as long as she's living in a cash world and again all of that makes life much harder and all of that we can change and we must change and if if we can change we can make the whole system stronger and better and more more inclusive for all. That is our vision a financially inclusive of world where everyone has all those tools they need to make it easier to. My mind is a distinction between inclusion and access in. It appears to me. See that most of the efforts that claim the notion of inclusion would probably be better described as access plays as opposed to inclusion plays. Do you see that distinction. I think you are completely right. People talk about financial inclusion often. They measure it in terms of access. And and I think that misses the point. In fact the global Fedex produced by the World Bank funded by the gates foundation is an invaluable tool every three years. They they produce a new version of the global vendex and it is the scorecard by which we measure progress but it is very focused on accents so for example The new new data showed that one point. Seven billion people remain completely excluded when I talk about three billion also talking about people who are poorly served but the people that are completely excluded Are One point seven billion and we made some progress from twenty fourteen twenty seventeen more than then half a billion people gained access to an account. And to your point that's access access is not our vision access is only the first step towards our vision in fact when you dig a little bit deeper hundreds of billions of the people who have gained some form of access turn turn out to have dormant accounts accounts that are not used in more than a year. And if you think about that in your own life You use your financial nanteuil accounts in many cases daily. If you haven't used an account in more than a year you barely know it even exists and what it really means is generally speaking it. Means a government or an employer made a payment to you through in the counts and you withdrew it and now your you just cashed cashed it out and you never going back to that account so you don't even think of that account as as anything worthwhile Access is an important first extended. His only a first step are real. Vision is to help people save how people get appropriate insurance how people get appropriate appropriate credit and and US financial services to manage their day-to-day and of course seize opportunities when they when they get them. I'm that is far far more than excess I I actually. Inner question isn't even more important point. I think sometimes we get lost in the conversation. Conversation around access US and the real prize is making sure people use and benefit from that access. It's not access loaned is a friend of mine COMP- said measuring access is like measuring. I've gym memberships when you're trying to talk about you know personal health. Gym memberships is not the weight of measure an individual's health. I thought that was a powerful analogy. That is that that's one I haven't heard before and it's a good good when I should. I read into the fact that you you know prior to becoming president. CEO Affection you. You're civil servants at awesome would say some of the highest levels attainable within within America chief of staff of the US Securities Exchange Commission For example and then of course you were a senior executive for Citi Group. Would I be right in reading into the fact that you now head up. What's essentially a nonprofit in in saying the rhetoric you've sort of shed so fought doesn't seem top of mind enough at the state level or sort of the government level in most countries and it certainly only become topical for banks or the the the financial fraternity now being that they're being disrupted by by various issues? Shoes is only onset to look to to nonprofits doing impact investment. So there's much in your question of personally. I started out in investment banking. And you're right. I spent a dozen years in public service working both in New York City government and then And the federal government at the Securities and Exchange Commission and then I spent a dozen years working on Wall Street working at Citigroup where I I had a great opportunity to are run a variety of corporate functions. And when you're working in public service you're trying to make the world a better place when you're working you know at a dog. Do you're trying to help. You're trying to make people happy and get other people elected some would argue. Well no I mean for me. I was very much motivated. I I the public service the chance to serve and an inch and try to improve the world and and And I think most people who go into government have that to have that desire and then I have a dozen years at at city where I had the chance to learn about the world and see the the importance of financial services but largely for rich people and large corporations. That's the banking sector serves. And so for me. The chance to work at axiom is the combination of the best of both worlds I e every day I get to try to make the world a better place by bringing financial services to people who really need the and and Again you know I I I I come back to what I started with. We take a lot of this for granted as we should. But for three billion people the global financial system is a complete failure. It's failure to them and for the first time in human history. We have new tools at can really change that. And that's that's that's what excites me. Every day I suppose My questions really. One about incentive incentive right and. I don't want you to perceive it as a low blow to to sort of beat distrustful of of civil civil servants. But I I suppose supposed issue for me or my question to you is really. What did you learn to bought incentives misplaced incentives perhaps poorly framed framed incentives totally out of touch incentives that basically constitute governance in many countries? And then of course the deep unfortunate Incentives you know often hard nosed capitalist incentives that assets within sort of global financial. You no giants and I suppose given given you've been an old threes sort of scenarios now in a nonprofit sort of impact investment role. What have you learned about the importance of of incentives? Or perhaps when they're poorly sets what the consequences can be. It's actually a great question. I I have now. Travelled to nearly ninety countries around the world and I have spent a lot of time and and I do appreciate that a many governments do attract people for the wrong motives and so there are many people that that See the chance work in government as a chance to benefit. Personally I have not had that experience I worked again at pretty high levels. In in your city government doing economic development and then at the Securities and Exchange Commission and. I have many friends who worked in in high levels in the US government. And I am a a big believer in public service and I think there's it's a noble calling and I think you can have a great impact and I think most of the people I've met who have chosen that to suspend some or all of their life in public service are choosing it for the reason so I am i. Am I blind to people who go into government for the wrong reasons. Absolutely not But I do think my experiences most of the people Who who take on roles in public service are are motivated to do the right thing and then I submitted my question is more on the systemic issues the observed? Now I and I I was going to get to the other set of questions is I did spent spend a dozen years working in a large bank and I do think. Large corporations have enormous power and impact And they are organized around maximizing profits and all the incentives are aimed at that and I think I think that's a powerful and I think you can harness that. I very much enjoyed my time and learned a great deal but I did. I did and then have the opportunity and took the opportunity to work in a global nonprofit that for me personally combines. The Best of both worlds where you've got the pub- a public purpose of trying to make the world a better place and you've got the double bottom line. We're trying to not only have a great social impact but show you. You can do it in a sustainable and a scalable and therefore a profitable way to maximum by saying you have a bitter incentive regime for our mission absolutely absolutely but don't get me wrong We do a lot of work with big financial institutions and you have to appreciate eight that our goal our vision of naturally inclusive world is. We're trying to change the world for three billion people We are a nonprofit if it we we are supported by very generous philanthropy but to change the world for three billion people all the philanthropy in the world is insufficient mission to that task so very much a part of ex-cons mission is to work with banks and global companies to get them interested trysted in meeting the financial needs of the poor. So I appreciate your line of questioning is very interesting about incentives. I think I think part of excellence mission. Shen is to show you can have a huge social impact and also a healthy roads return and that is how we will attract investment vestment and that is how will we will attract innovation and that is how we we will attract partners who will begin to see those three billion people as has a big market opportunity. And so we're trying to harness the capital's earth not criticize it disrupt it. Well well no disrupted is a a whole different thing. I think much of the innovation we're seeing is highly highly disruptive but it is still leveraging investment and leveraging changing the corporate world. I don't see any other way to have a sustainable and scalable impact in the world without partisan business. Gotcha look I'm a pragmatist. I happen to agree with you. I just thought it's always interesting to us. Especially someone like your resists given how you've you'll you'll career so far has spanned three very interesting but very different and frankly very differently incentivized LOCALS OF POW how within global finance you know so it was quite interesting for me to hear your take on that but perhaps for people who on familial action. Here's your opportunity to sort of breakdown group structure I have in front of me a couple of PDF's that's quite impressively put on three or four pages everything you you guys have. Invested in and essentially give an idea of what your focus is in terms of growing portfolio and also engineering during the future quotes inclusion as you define it so let me take a little step back first before I talk about what we're doing today day to just give you a little bit of history. Exit exit started in nineteen sixty one again. A note a global nonprofit Our work began in Venezuela even though we were at a US based organization and we largely were a private sector Peace Corps which was quite extraordinary. 'cause nine hundred sixty. The Peace Corps did not exist in fact our founder went on to run the Peace Corps. I later on. And we spent a dozen years in Venezuela and then in several other Latin American countries basically doing community development and in the very early nineteen seventies. We said our clients need more than community Hyundai Development. They need capital so we started experimenting with making very small loans to the poor and we found that they could repay in loans ninety seven percents of time a statistic that has held up over several decades since then We were doing it. Latin America Dr Dr Mohammed. Yunus was doing it in Bangladesh. Others were doing it in Southeast Asia and we were part of and helped to build the global micro Finance microcredit microlending. Movement's and axion built a string of nonprofits in almost every Latin American country to make very small loans to the poor and we spent you know many years helping them grow and raise money and work on their methodology and and get gets a greater scale and nineteen ninety-two in what was a controversial event. Then and sort of a obvious now and seminal preventing our industry. The nineteen ninety-two accident created the world's first for profit bank for the poor Benko Soul in Brazil in Bolivia Livia and Benko Soul as a nonprofit had been doing very well but in nineteen ninety two as a for profit structure all of a sudden it could access the debt markets. It's all of a sudden could access. The equity markets could hire talent in a new way was regulated in a different way later on take deposits and Benko soul which had been doing very well as a nonprofit basically took off and and catapulted to a completely different should trajectory. We then went back. To all of those nonprofits we had created and recreated Anez four prophets so we became an early equity investor in and then helped to build build some of the truly great microfinance institutions in the world including BECO- Soland. Bolivia Me Banco in Peru Car Thomas in Mexico and then and later on comfort Thomas. We had the world's first IPO four a microfinance bank which was very successful again controversial reversal in the day But that allowed us to expand through ten countries in Africa India China the Philippines and most recently Myanmar and so we over many decades now have been working towards creating financially inclusive world by building institutions Russians that are focused on bringing financial services to the poor. That's our that's our background in the last decade or so we like everyone listening. You're listening to this. Our our our lives have been changed by technology and Accidents work has been changed by technology. And so we over. The last decade have become a Fintech venture capital investor in some of the very disruptive technologies that are rewriting the rules. Of How okay you can meet the financial needs of the poor We are probably the leader in seed stage investing in Fintech back for inclusion. I say that very carefully because there's a lot of money in seed stage investing. There's a a a lot of money in Fintech and there's a good amount of money in inclusion but if you draw if you draw those circles together and you see the overlap of the three We're you're among the only organizations that are exclusively focused on seed Fintech and inclusion and we now have looked at thousands of companies to make investments in about forty companies That are some of the most disruptive in the world and I mean on the continent That includes the likes of Lydia yes of Nigeria. Obviously Yoko. South Africa's Oona all life also South Africa Yup so again in having seen thousands of companies in that space what what stood out in those those particular examples or just give me a sense of giants up. Give me a sense of sorry before I do that. Just let me briefly say so. In addition to our work with see early stage companies we also oh are an investor at the early growth stage companies which are much larger investments in much larger companies. We also continue to invest in a banks microfinance institutions. All trying to meet the needs of the poor we also have a group called Global Advisory Solutions which are consultants. They're sort of of Accenture Bane McKinsey consultants. That go in and Vaughn and advise financial service providers on how to leverage new technologies to reach people that haven't been reached before and the last part of our work is We've created the Center for Financial Inclusion which is global think tank which works works in consumer protection and high quality research on the challenges the obstacles and the opportunities to create a financially inclusive world. So I I I do think for example. We have worked hard over many years to find the most innovative companies using new technologies to solve these issues. And now I think it's coming around the other way where they find us so it's a combination of chicken in an egg You have to work at it. But ultimately we are at again at the seed level. We are most often the first investor in the first institutional investor in these companies after friends and family. And so I think we've developed a reputation for willing a willingness willingness to invest earlier than anyone and also we go in and we bring high-quality what we call portfolio engagement which is against services and consulting services services that that Help these companies have greater impact. Do you end up finding startup culture. Bending to to sort of meet your molds or do you genuinely find people trying to solve local problems that just happened to be representative of your ethos. Well there's you there is a lot of innovation happening all around the world. Where exclusively focused on Fintech innovation again because our mission Asian is to create a financial inclusive world? So we're so A it's a combination of both we find them and they find us but we do in the courtship and in the due diligence process. Make sure that we're very very aligned. And these companies truly are double bottom line that is they are not only trying. I too have a big social mission. But they're also trying to be scalable and sustainable and profitable. That is how they will grow. I should say that we're particularly focused on these early. Stage companies not just see but also early and growth stage companies Because of the A world in which we're living today We are living in a world where digital technologies are allowing us to re imagine the world and start ups are faster and more capable at embracing the new technologies than existing institutions. Let me give you a little feel for what I mean. Used to be when you spoke about financial services for the poor. It used to be that. Yeah distances. Were seen to be insurmountable today. Day with technology there's no distance in the world that is insurmountable. It used to be that transaction sizes were too small to be commercially. Shauwie Bible today. New Technology is no transaction size. That's too small to be commercially. Viable it used to be very hard to figure out how to know your client when you're talking about The poor and the base of the pyramid and today data and data analytics are allowing us to know our clients in new new ways. And so whether it's data data analytics the Internet of things machine to machine technology. Global Satellite Imagery blockchain psycho psycho. Metrics biometrics the level of innovation is extraordinary and that changes all of our lives but has particular relevance events for how we can solve. Some of society's You know Muslim during problems. That's what we're trying to do. That's why we're focused on on early. STAGE COMPANIES COMEDIES. I'd like to factor in on a concern I have Around startups on the continents are not not all of them. Homegrown home grown certainly all of them africa-focused which seemed to be glossing over the fact that as they sort of promote their. They're sort of inclusion luge in rhetoric. They are in some ways undermining the rights of the people they serve by sort of scraping data from people who who don't know any better and certainly onto not in a position to articulate. Never mind protect their long-term well-being given everything we know is coming as part of this fourth industrial revolution. So I won't name any names. I'm glad to see that giving a quick quiz at your investment portfolio. Some some of the people we regularly site as culprits of this trend On on here but I do think you probably privy to debates that happened in this realm back in the day when you know sort of microfinance was the new buzzword and I think today we're looking at the whole micro-loan thing enabled by technology as being the new wave of of what could potentially be a problematic issue for the African continent. I think your question is a is a great question. It may even be the central policy issue that we as a society really need to grapple with and the end it is about without data and data privacy and the trade offs for society. So I can tell you scores of the companies that we we invest in are leveraging data and data analytics in incredibly creative ways and using that to again solve problems for people and provide financial opportunity The the problem is when people don't realize the trade offs and they don't understand What they're giving up? I I do think that people should have be able to make informed choices and say I'm willing to give you my data but I want something in return. I think some of the companies we've we've invested in our built on exactly that premise. That they're trying to empower people to see the value of their personal data There there are two companies it is in particular One is called the Staka made which were works in Latin America in Chile eggs and another one called Credit Montre that works in India. The premise there there is you have data. That can help. Tell your story think about it. This way. You shape your image on facebook facebook for example you would never let someone else put your profile together. You get to control that. Well how come we let people with the credit bureaus. You have. No influence in. This is a very important description of your financial capability capability. And you're on. It's a black box. So what what these companies are doing a saying just like facebook. You should be able to put your best foot forward. You should be able to shape how you come across. And and if you have additional data that would change of financial institutions view of you. That's valuable and so sure enough to Staka may for example if you're making regular red payments but durin cash or utility payments or you have other support the bolster your case to stock. Meg can analyze that. And then can you get a stock of May score that a bank can use to land and so again it comes back to your question. It people should be empowered by by their own data They should not just give it up and lose control of and it's very very important societal. Issue Yeah I mean I can appreciate how a company like Libya India for example providing SME e invoicing and sort of afford financing. I understand how if you're in that sort of markets You can fully expect people can understand what the value of what you're giving vessels what they're getting you know it's just becomes a little more of an issue for me when I see companies companies in the name of say lighting Africa. Something Employ these You know very aggressive data harvesting Regimes and it's not watches them. It's potentially smartphone manufacturers. It's it's a lot of people I just. I just imagined that You and your team and your executive team have to walk a fine line around looking into the future to see the benefits of allowing certain things that might upfront appear to be invasive and unfair exchanges of of value occur upfront. I I wonder how you frame that for yourself. The key is making sure people are making informed choices. So if I say to you I'll give you a two hundred dollar loan. If you give me all of your data on your phone you know in perpetuity you may say I'm not GonNa make that you know. My my data is more valuable than two hundred dollars now on the other side. If you're talking about a family in rural Kenya that has no access to financial services services and that two hundred dollars could really change their life in a good way they might make that choice differently so so it. It's all about informed choices and Making sure people understand the choices and I do think the the the thing that we all have to guard against is the hidden choices the uninformed choices things that you don't know you're agreeing to but I do think people can make informed choices to trade and I hope that the whole world starts to appreciate that data is incredibly valuable and you should only give access when when you're getting something in in return I suppose my sense of things. If I'm honest is just that. A lot of the rhetoric around financial inclusion and access isn't accompanied with enough resources and an intent around sort of solving the financial literacy problem that we have in places like the African continent attendance because there are people clicking yes to two requests all the time all over the continent in technically that takes sort of found is off the hook in terms of well we awesome. Ask Them for permission than they said. Sure or they bought into our notion of we're creating value and and they're sort of paying for it with data except I think one one out of maybe twenty don't even know what the implications are long-term of of decisions of that nature and I suppose that's that's that's one of my that's one of my biggest bug best knowing the and you're not alone. I think this goes way beyond national inclusion and poverty and even beyond the the continent continent. I do think you know. Europe has been leading the way in terms of new privacy regulations. And I think You know China is starting to use data And data analytics for social scoring which is very troubling in many ways I think these are the central issues of of society today today In all context I think really understanding privacy and the trade offs data privacy and who has access to your data and again. The goal is to make informed choices. I think these are huge. Huge issues for all of us to wrestle went but I do think you're right in your questioning and and I think we have a special obligation to make sure that their choices are informed. Absolutely I do a lot of work with our clients and I and our clients clients are extraordinarily sophisticated. They may not have financial resources. But they're they're very sophisticated and I think they are quite capable of making well informed. I'm so glad you didn't say that you work with your clients and they don't give a flying horse shoe because I would have believed you and But Yeah I do. I'm not so cynical to believe that everybody's out for themselves and doesn't care about these issues and I I know enough found is in the space to to know that there are no simple answers question and of course I'm not so backwards to believe that we have to sort of wait until every sort of potential conflict of interest is settled before we actually try things in and move forward but I do think we need more people making more noise about some of these issues so at last few questions for your really easy no no let let let me I I I just want to I know that a ten day the entrepreneurs before and he's one of the great entrepreneurs that I think Lydia is an extraordinary company that is helping to find new ways of meeting the financial needs of small mom and pop businesses in Nigeria. But let me just describe some some of the innovation that we're seeing particularly focus on a trend that we're seeing more recently in providing insurance to people who have been left out and again here. Here people sometimes misused the loan product because they don't have insurance so if you have a fire or you may borrow to rebuild bill but what you really should have had insurance but if insurance is not available you may take out alone but when we're now seeing is new ways of again using digital technologies choose for insured tech what they call it so I'll give you a few examples. I'm Pula is a company in Kenya. That is using the data breath from satellite imagery to help meet the needs of smallholder farmers. Single family one acre farms. Which of course is a big portion and of the three billion people? Sixty percent of Africans of Africa's population are involved in farming and from the data from satellite imagery imagery. They can help assess if a farm has been flooded. If there's a drought if the seeds are are working well so so you can provide insurance and plus especially in the context of Kenya you can do it with An pesos so people can pay for the insurance and also get paid back. When there's a claim through a digital currency and it's it's really pretty amazing that that's one example? Another example is Lim Connie in South Africa where in a small informal village. A fire can not only hurt one home but can hurt the entire village village and so but Lincoln does. Is they use the Internet of things and they use devices that are both heat sensors and fire sensors. And if there's a fire or heat heat in one unit the entire community gets notified in real time and that can that can save lives that can save homes uh-huh and that can make an entire community that was uninsurable can all of a sudden BP insured and the last one. I'll mention is a great company. Also so in South Africa called all life which is the first company in the world to provide insurance for people with HIV. And now they're also working with people with Diabetes Abe's and that's unfortunately a very large percent of the population and today if you have the right cocktail of antiretroviral medications as you can live for decades as long as you stay on your meds and so they use digital technologies to make sure that you're staying on the correct regime and as long as you do that you have insurance and especially in the South Africa context. You cannot own a home unless you have life insurance. So we're we're talking about a significantly financially excluded population that all of a sudden can be included so those are just a couple of examples of some new technologies. They are finding finding new ways to solve old well. I'm grateful to you because I was my last question. Well one of my last questions was going to be Do you have any favorites I know you the you've you've you've you've already alluded to some and I think in fairness I want you to be to to rest easy in the knowledge that I'm I'm not a cynic looking at your portfolio at at a glance right. You mentioned all life. I know people personally who who wouldn't have life insurance except for that company and and of course now that's a trend that's caught on in other insurance companies have started to offer while not all certainly but others insurance companies have come online and started to quote unquote. Do the right thing thing. I do definitely have first hand experience of how tools of this nature innovation of this nature in the financial services. Space can trudy changed lives. I suppose my burden is that people like you guys have a sense of just how profound the wave of sort of rhetoric and and policy he making potential that you starts will create you know that you guys have a really grounded sense of the implications of what that means for people like us on the ground and to that end up you. You don't want to close with this question. which is when was the last time you hit in the face with like Direct impact of of the work. You do I'll stick to Kajiya and Lydia in one day. I was visiting not long ago and I have a chance to meet with several of his clients and just for your listeners. But Lillian does is they work with small mom and pop shops and they provide a digital invoice tool for free and that helps oops a small business go from cash to digital records and then off of that data Lydia can begins to lend and see precisely What this small stores small enterprise Can't afford word in credit and and I was with his clients and literally his clients. Were saying you know. Linda knows more about the finances of these small auto shops than the than the entrepreneurs themselves and it's incredible because banks don't know how to lend to these companies and intimidate is again harnessing technology to find new ways of doing things that the banking system has failed out for a very very long time and that is tremendously exciting. So yeah it's hits you in the face and it's great. It's it's why I do the work that I feel Michael Snyder. Thank you so much for being on the African take around up. It is my pleasure. Glad to talk to you thank you.

Access Securities and Exchange Commis Lydia US Peace Corps CEO South Africa Africa Kenya Africa Venezuela New York World Bank Fedex ACCION Michael Shlein Nigeria
After Show: Gordon Poppins

Podcast 42

53:13 min | 4 months ago

After Show: Gordon Poppins

"Now launching podcast simulation looting podcast hollow deck in three two one. It is the podcasts or two. After show of our episode where we picked up gordon ramsay and mary poppins on our way to planet punch out which we should get to at some point the end of the year. It's going about as quick as monday. Night football awesome. We'll have it ready in january. We have a special guest on the app. The after show. Gary laura hi hey look alike. But they don't know how no they don't. But i haven't got a reaction to throw it out there right away lee. You need to be nice to lower. Because she had her second a day. No you're not. She had her second shot and she's feeling very sleepy. Yeah let's you're fully vaccinated in two weeks that's when you get your superpowers. Yeah i'm waiting for him. Mine are going to be. Laser is so she's sleepy so it's a normal day but she's like even for extra sleepy than a normal day that possible or about to find out. Yes yes they would say. Well let's help with the sleepiness and let's open up the beer core Do it's the look is not all right. Gordon wanted to try this beer. What was it again. Some sweet beer. That came out of mary poppins. Beer cooler sweets cherry chocolate from mountain walking brewery. It's a bird liner vice. It's a sour. Yeah pretty much well montana. Let's start with lord case. She falls asleep during the episode So yeah i can keep going back to montana one. Let me preface. Was i not a fan of chocolate. And i'm not a fan of cherries. And that i sip was a chocolate cherry sip and the second sip was just as bad. So i'm gonna give it a one if i have to you. It's up to you get to choose now. I mean like. I would not drink this at all at all. If it was the only beer on earth. I would now be sober. Drink this. I did forget to mention base. Our ratings on a six pack one being the worst six being the best. This makes sense to everybody but well known canadian and kissimmee. I'm not gonna. I'm gonna go next. And i actually agree with you. I don't like chocolate chariot all if you'd like chocolate covered cherries and you might actually like this because it tastes exactly like chocolate covered cherry. Which in my opinion is disgusting. I didn't think it was super salary. Is that a word salary. Sour now sour full sour. Look a walking the source full of sourness. But i didn't enjoy it just because of the cherry chocolate combination. I'm also going to give it a one. Yeah let's not sabrina. I'm a fan of chocolate cherries. And i'm not a fan of the beer bouquet. The i. I didn't really get a whole lot of cherry. I got more chocolate and a lot of chocolate. Which is surprising because it's so pink. I don't think chocolate alcohol really mix well except for maybe like elise or something but like wine and beer doesn't go through this every time when we talk about stoute's and how we like chocolate stout down everybody but lauren. This room like chocolates doubts shoveling. Stoute's else chocolate like a coffee. Chocolate stout is like our ideal drink for a stout. Yeah i guess so. Now that we had the other day was really a bourbon barrel as one. I know we only had one more we could have shared with. Sabrina drank. it probably wouldn't have liked it anyway. Let's be honest. Probably not probably would have liked it about as much as i like this beer which is not so. It's probably wouldn't. Did you go secretly drink trying to be heard seriously. We don't have it anymore. Coconut cream pie. If you do good lord and get to try that one lors elsevier get on that one coconut did you give a rating before we got unattainable one. Okay beer master. He's swishing. it's okay. I've had a chocolate covered cherry sour and this not nearly as good as that one that i had before this one. It's it's not bad. It's got good flavor to it. You get the chocolate either cherry and there is the slight bit of nila in there. I feel like to balance them out. Overall. it's a smooth sour. It says 'berliner wife but it's total sour I'm going to give it a three because it's a balanced beer for what it is. It's not the greatest. It's not the best but it's not bad. Well you're in luck because between his glasses because nope but between these four glasses only two beers that means you're good to drink at all your just opened a high low debt doesn't count towards your three beers this one. It does not doesn't now. i can't have it. Laura could be sick nope she's not fully vaccinated for two weeks well while we're discussing that. Why don't we get into some gordon. Ramsay and mary poppins facts. Mary poppins fix to. Yeah but i have the right all right. I have to read the gordon ramsay facts. I mean i felt it was fitting. We divided it up well. I just handed him. Gordon ramsay facts. Because i thought that there was only one person that we were just going to alternate every other. What i listen dammit. He said mary. Poppins and gordon ramsay facts and i delivered when we start with some gordon. Ramsay facts. He was born in johnstown scotland and raised in stretford up. I've avon avon because avon's calling england. He founded his global restaurant group. Gordon ramsay restaurants. Wow that took a lot of thinking in one thousand nine hundred ninety seven. I know what i was doing. Ninety seven a yeah. You were a senior in high school. No jackass. I was eighth grader. Starting freshman year of high school high school. We're getting a gordon. Ramsay restaurant here in orlando. We are a quick service. Gets quick what i don't care. Fish and chips. I'll be there those a call kipper youth to call chip. Parise actually be chipper to work. There just never be in the restaurant since when they called chipper. He's i don't know it sounded good. I was going just went along with it. You still question does. Have we ever lied to you. Chris every day that's not true. Don't talk to you drunk. She's drunk on pfizer. Or as my daughter calls pa- pfizer. Madonna it with madonna during that you got there and he doesn't even know what she has no idea. I didn't see it either. I don't know really what they what they put in my arm and then there was a baby so the other gordon ramsay restaurant they know about in the united states is also quick service. It's burger joint. So i'm wondering if there's a like a full service ramsey restaurants somewhere here in the united states or a well. There's not to be this the u. Red rock yeah and nevada. Red rock nevada had one at that resort. la had one to new york had one And vegas has got hell's kitchen one. Yeah okay so the night searching the names of places at me yes. We show names places. We shouted locations louis. California new york can't places in a huey lewis saw trouble but i also think a bunch of them have also closed down to yeah because like he does not he no not even a covert like through some are but he just doesn't renew his lease. Okay it's like a pop up restaurant for the lease will the hell's kitchen one probably closed. Because they never made any money. 'cause they always shut it down in the middle service. I mean as make the risotto. I'd be really mad if they didn't shut it down in the middle of service. Actually this is coming from the guy who wants told me he was gonna make Cranberry chutney and then went to the store and both sauce. And it's the best cranberry salsa you've ever had isn't it no yes it is. It was too mild. He can't handle the spice stage. The heartburn publix makes the best thing. Cranberry chutney out there. I look forward to that every year. I just eat it out of the package. I know so did the rest of us because you didn't give us any silverware plates. Was that thanksgiving. I'll do we celebrate thanksgiving. This year i did. We liberated this year yet. This year i was thinking maybe a no over tall together. Yeah and celebrate maybe november. Who knows cova took away all the months. I don't know this could be november right now. I have no idea now. We did not skip halloween. I would know we skipped halloween and some of us kept one job to keep us on track and like having nineteen of them. Yeah and some of us just didn't get a job but are still too busy to show up for the show. in fact. Did you know that after rising. The fame on the british television series boiling point nine hundred ninety nine ramsey become one of the best known and most influential chefs in the uk by two thousand and four. I don't know show boiling point. Yeah boiling point. Wesley snipes hosted it in tipperary was living over there so he didn't have to pay taxes here. I take it. This is a cooking show. Sabrina are you familiar with it. Do you act like you. Were you acting like everyone to know the show. Yeah i mean it's gordon. Ramsay does boiling point. It was all pasta. He puts a bread on the side of a person's face and calls him an idiot sandwich. Donkey sandwich an idiot sandwich. Okay no he asks. They made pasta on this show. Water is boiling and all that. That's why make sure that's how they differ was boiling by how mad gordon ramsay got right. Next fact andrew. The perfect al dente pasta pilots face neck. No water needed on. Ramsay was appointed officer of the order of the british empire. The ob by queen elizabeth the second in the two thousand six new year honours list for services to the hospitality industry guy pierre. He got the following year. I only understood about. that's right. Play down here guy fieri a lot of crap. I like guy fieri just because you like burgers and cheese sticks. I do burs chan guy get the chicken right now. I'm not a big fan of his restaurant at disney springs but the sauces are really good. Are you upset because the chicken has better hair than you on the sign. There's not a lot of people that have better here than me. Ooh john is john stamos. And then it's me eugene. Levy above you know the difference between his hairline and his eyebrows here in gray and his eyebrows. Aren't i mean would have given you elvis and that's it Which was the last time chris changed. His hairstyle was when elvis died. If it works it works. Oh sure. John stamos changes hairstyle. Either he just cut. It shorter really good looking to compare in my face to john. I know perr. He's more dave cool. Who's gonna say moore's very upset very angry right now isn't it. Yeah so they can't go to the movie theater right next. Fact in two thousand and twenty four listed his earnings at seventy million for the previous twelve months and rate him the nineteenth celebrity in the world nineteenth only nineteen. Well yeah that's because the rock is number one since he does everything. Yeah i better here than the rock. The rock doesn't have hair. Yeah it looks better on more hair on your head than the rock. Does his entire body true story. You're welcome it's okay. It's okay welcome. He shaved because that's the best way you can smell with the rockets cooking. God he shaved because he was balding. And that's the best way to handle that. Some of us don't have to shave off our hair because we're not balding. Is that what you shave your face for so long shaved my face. Yeah because to hide the grey. Oh is that was that was. Was that supposed to be some sort of attack. That failed miserably. No no no ages of gordon ramsay fix. I didn't see you had to read them all. You don't have to read them all but listen experts. Start picking my own pick. Pick a good one. June fourteenth two thousand seventeen ramsey set a new guinness world record for the fastest time to fillet a ten pound fish. Achieving record in one minute and five seconds august sixteenth. Twenty seventeen ramsey set a guinness world record for the longest pasta sheet rolled in sixty seconds which measured one point. Four or five meters said. Pick a good one. It was an amazing chris. How long you like. How sort of time can you compound fish. I the play ten pound fish. But i have better hair than gordon. Ramsay the same air Would you fly all these insults gordon. Ramsay of he's sitting in this chair because he's awesome would never fly insulted. Gordon ramsay. I would hope to get a good meal. I would probably fly them. Just you know well. He can be scary so but if you put a beard on magana leagues eddie griffin doors and in may two thousand eight. He opened his first restaurant in the western. Us in the london west. Hollywood hotel formerly the bel age hotel on the sunset strip in los angeles. The contract expired in twenty-fifty closing the restaurant. Maybe courtesan renew the contract. He's like we're done. We know what the restaurant served or the name of it or of maybe. That's what keeps his restaurants exciting. Yeah you're like. Oh i've got to eat here before it closed. You put limited edition on anything. Everybody wants it. that's true. This is limited edition. I usually buy it. Yeah we know by the beer. No i just know that whenever says limited edition. That's why he's always in line for the mcrib. If it's if it's temporary thing on a menu probably gravitating towards that. God is true. I don't i don't spill blue plate specials but if chris's in my section did you know that ramsey voices the character bulletin gramercy and big hero six the series the character a chef with a fiery temper is loosely based on him. She let an original name for him. And what movie. No baking mixes. A series of there was a series clearly. Oh you didn't know as didn't know either. I don't know who's in it. Big hero six ira are they. Yeah yeah oh you. Hundred percent sure about Positive leaving got alan to come back and voiced the character allen tunic was big hero six He's like the john ratzenberger of the disney movies. Yeah yeah yeah. Do you think john ratzenberger could voice. Hey hey i think not i. I love all the dimensions he gave the. Hey hey it's his breakout break really. I liked him more as k. Two so rogue wine him is shade botched. Just throw the insults out there. The entire time talking about bringing firefly back but he's dead he's dead so i guess he can't come back but as a new show's awesome had our readers clean their spears powder. River's clean their spears. I don't remember. They put him through the wash. Is that a line from the show. Now that's a really in bad taste joke from this show. Okay but are you like a plastic bag filled with gasoline khalif unit. Watch the show. Yes all episodes where they're like fifteen. Yeah and then the movie. Yeah i have all of them at home. Yeah yeah i didn't take. The movie held up to the guy i didn't. I'm not having this argument as much as the show. Nathan fillion does no wrong. I like these in philly. I watch his new show. The rookie doesn't raw. Can't wait till we do. The nathan fillion episode. See you in four years right next. Gordon ramsay john's several other celebrity chefs in two thousand seven in the two thousand ten series. The big fish fight where he along with fellow chef jamie oliver and a few other spent time on a trawler to raise awareness about the discarding of hundreds of thousands of sea fish. I didn't see that it was probably fox. Got cancelled after a week. Sounds stinky one. More gordon ramsay take us out with a bang away. A nice juicy unfished related gordon ramsay. In two thousand eight ramsey was in iceland's westman islands. Filming a puffins huntin segment. When he lost his footing and fell during a descent often eighty five foot. Cliff landed in the icy water below. He said a thought. I was gonna. He reached the surface of the water by removing his heavy. Boots and waterproof clothing is still crew who rescued ramsey by throwing him. A rope reported that he was submerged for at least forty. Five seconds during the ordeal here remembers how he felt. I was panicking in my lungs with dealing with water. When i got to the top after getting my boots off. I was dazed in. My head was totally massive. Why chris ego on the fact. She was on a hunting addition. Yes that's why read it because it's punching segment. Yeah the bird. It looks like a cross between a toucan and a penguin. Yeah yeah aren't those what the porguese had a cover up. Yes he's opening a new cookery. School called the gordon ramsay academy and it's expected to win in early twenty twenty one. People hunt puffiness. Obviously there are loosely to the eat. Puffins ans why not. The bird probably tastes just like a pork or chicken. Which you guys are guests. And you don't have the actual facts on that backs on it. No should i have. Fax probably type out. These fishbowl facts. We were only looking for facts about gordon. Ramsay and mary poppins all right. We'll keep it up and we're having puffing for thanksgiving this year. That's fine you're going to have to buy a lot of them. They're like as big as a cornishman. Yep i can't imagine they're very hard to hunt twice. Why do they fly and swim. Puffiness fly yeah. 'cause ping was don't fly. No elephants fly never seen in fly. I've seen that. I've heard a rubber band. We are not going into that racist segment gumbo right now. Because i've no no trouble so Polka-dot railroad tie all right. Let's do some. Mary poppins facts. She was an evil. Which i like me. You didn't like those really good. I don't like julie andrews she's overrated abbott. Dick van dyke dick van dyke has played the same character for seventy years in Even diagnosis murder was him on the dick van dyke show and it's amazing but a lot of actors are like that lee tom cruise alone. If you find something you're good at stick to it. Okay i mean yeah. It's like acdc making music and once again. I will still go and buy the record deal. Sound just like the last day. Cdc record showed more growth than acdc. I'm fine with acdc songs. Like i'm thrilled. When i have no idea which one is playing for the first three minutes until they started singing that i realized it was seeing. That's why you like this show so much. No jokes over and over you think. Kevin hart has range when he's with the rock because he has to yell up to them to everybody with iraq. Kevin hart has range because he has to play the straight man in comedy. The rock is the slapstick guy. The one you can laugh at. Have you watched central intelligence. I've seen central intelligence office knocking on kevin hart. Because i like kevin hart. But i'm saying a lot of actors do the same thing in every movie and it works the rock. How much rain do you think the rock house infinite amount of range and that's just what his eyebrows that's exactly right. He tells a story with the eyebrow his eyebrows to win the academy award for greatest eyebrow ever. I also liked the rock me rock movie. But he's the rock and every movie every movie he's the rock One movie he was now exactly was just rock with a hook. They animated rock yes. Lapatin layer. He looked like a massive. I don't know the all the hair. I let's go back a bit. How about jimmy. Stewart stewart married change jimmy stewart every movie frank sinatra sinatra in every movie frank sinatra was amazing as frank sinatra in every movie. Yeah doesn't matter frank. Sinatra's amazing okay. I'm just saying right barry. Pop krista vase is the same in every episode. I in the same area. Sometimes these horse. Why play it like every horse. You've ever heard all right. So does he push back to production of mary. Poppins julie andrews could play the leading role the extra swizz pregnant when disney offered her the role but he andrews to play. Mary poppins so badly that it spawned filming for her. Yeah good choice. Even though jail hates the movie. that's fine. They're all about movie. That's all right. I was gonna say let's see Originally considered angela. Lansbury mary martin and bette davis for the role of mary. Poppins knobs and broomsticks. Oh i love. Angela lansbury sticks. That's a good movie age of not believing. I think it's better than mary. Poppins do you really overrated. I haven't seen in a long time. Both of them equally. Sorry i was in my head. I was playing through the. What is the one song at the end where she makes all of the clothes. Get up and dance move. Oh yes the chant You don't have to kid's bedrooms and broomsticks. Aren't they the same kids in bed and was in broomsticks like the same actors as mary poppins now now. The two that were in. Mary poppins in the nine lives of thomas sina and no mobile every british kid in that time. Look the same yeah They all had the round face and they all all wanted more porridge. How the pudding until the meat Please saw me. I have some. I worked on the uk now The word super. Calo reggie listrik. Expeditious was added to the oxford english dictionary with the definition. Extraordinarily good wonderful. Can you spell it backwards. I can't because i'm looking at it. Spike you is you can act selects a spell it backwards and she will well. That was a fun fact. That's my mary poppins. Fan andrews had an accident while filming a flying sequence. Andrews said that she almost got hurt filming her final flying scene in. Mary poppins according to the actress. She was up in a harness after filming. The stunt where she felt a rope slipped before she plummeted to the stage. She wasn't hurt during the fall. Unless you're gone which case he feels it would have been better if she would have just gotten her knowing visual ever following. That was kind of funny so so that fact was that she almost fell but she didn't know she foul but she didn't get hurt. Okay yeah unlike me who falls constantly is constantly getting hurt. Yes by and that's never said. Why are we doing pretty back rush. But you weren't filming a flying seat when you fell. I was just everyday yeah He felt getting the mail the other day true. You know that scene in the dick van dyke show where he trips over the footstool. Yeah that's kris with no footstool with no foot. I'm chevy chase plane. Chevy support speaking of people. That are funny fletcher's funny Mary poppins was andrew's first film that was released in theaters. Although she had appeared in tv movies and on shows she voiced a character as an animated film. mary poppins was andrew's first. Major live action movie. What's the golf movie. And we're back to chevy chase. That was funny shadow. 'cause bill murray guess because the bill murray and the dancing gopher bill murray's funnier than chevy chase but chevy chase was funny in that movie. Could you picture chevy chase in. What about bob. No no of course not chevy chase in zombie land. No woody harrelson would not have been excited to meet chevy chase. You're preaching to the choir here depth to the bus. You took my agreement with you and then you try to go and prove me wrong. No no i'm not. I'm not i'm just pointing out facts. I want up you in the whole series of community. Chevy chase's only funny in one episode. So there you go now. I'm gonna have to try and figure out what episode. We're talking about one where they played. Dnd oh yeah. He has no idea what you're talking about. No i do. I do watch that whole show. But he has no idea right now. What you see is because that's because that's one of the more famous episodes of community and donald glover's great. It's a great show until donald glover leaves. When dog lover leaves. It goes way down hill but watch it up until Bed in the morning. Mary poppins disney originally put in a bid. For film rance to travers. Trevor's novel. Mary poppins in the early nineteen forties but it took twenty years for the company to convince the author to accept according to smithsonian magazine. Because they had to bring in. Tom hanks to finally carousel. Travers has been open about our issues with disney. A deputation of mary poppins being part of several meetings with disney creators. Trevor said she never approved of the final version of the mary poppins film although disney followed her request not to make the movie entirely animated try later also said she wanted the animation sequence in the film to be removed but that she was told it was too late to do so according to the new yorker trevor's cried while watching the premiere of the movie. Unfortunately they weren't tears of joy. How can that be. I don't understand that. She does story. The dancing penguin does not have dancing penguins in the book. No don't you aren't wasn't even in the book. No and the pressure said that mary poppins was mean. Yeah yeah because he was. Yeah well. I got that. From the movie. Mary poppins was actually if you've ever seen Oh what is the name of the other net nanny. Mcphee that tell. Mary poppins was she like. She was closer to that like she was not not by the same actress. No it's not danny mcphee and mary and P l travers. yesterday's yes satis. okay. I thought you mary poppins. What are you talking about any music in it. Shit my any singing in the in the movie. Although those original. Mary poppins just her and the two kids is that all. It's in the book. No well the funny thing is is that she turns into sugar on some at the end. Yes exactly The the broadway. Mary poppins was actually closer to the books. And how that went and before. Her death in nineteen ninety-six travers allowed the creation of the mary poppins stage production produced by sir cameron mackintosh. Mary poppins ran on broadway. Yep same one. He tastes delicious. Mary poppins on broadway from two thousand and four to two thousand and six and it was nominated for seven tony awards. It ended up taking home the award for best scenic design of a musical but the broadway musical is actually closer related to how the books went. I'm never interested in the disney musicals. Yet they all win awards and all do really well last for a long time not frozen well and not tarzan either. Yeah coming in the like we saw lion king the musical we saw off so you went to a high school for radiation. We sell it here. Yeah we sold in vegas and they usually. It was incredible. Yeah but it was. His exact same story has seen a thousand times. So you went to vegas and went and watched the lion king on stage was at least the cirque du soleil version. Now i mean it was wasn't a true vegas show there was. There's no naked woman in it. It was worth seeing because like the puppetry was incredible and wilder be seen Was amazing but they didn't bring anything new to the table. Much like one neighbor did in the movie have at the the table. They brought seth rogan to be more inappropriate as bloomberg. Yeah i mean. it's the same. When they read they read in the movie. It's the same thing. Yeah that's the rematch. Wasn't even worth watching. Whoa dow glover was simba going. That movie was not the only thing going for that movie was donald. Glover could save that. That's why i went to see. It was just as you how donald glover would do as simple. I like to latin. I'm broadway. yep i never saw that on broadway should have. It was really good. I thought that one with a good smith version was good. I liked the will smith version. That i thought he did a really good job. That's really big shoes to fill. Yeah and he. But i liked that. He's just like i'm going to do the opposite of robin williams and because he's he knew i can't. That's the smart way to do it. Like if he would have attempted to to redo robin williams wouldn't've worked out so now know. I thought he did really good. I was i re. That's one of the live action ones. I do live from disney. Yeah so david tomlinson who played mr banks was also. The voice of mary poppins talking umbrella. I thought they sounded similar. Yeah he's also the voice of my talking umbrella you have one i know. Doesn't everybody umbrella. I want my umbrella collection. Who has has an umbrella collection. You know what else she clicks. She collects backpacks. I need backpack tiny backpacks yes to stick like a cell phone have to wear it on your back and she collects tumblers. Do i have an obsession with tumbler. I'm just laughing at the tiny backpack out of visual product of the nineties. I mean so. It should be hanging from her hip for offer Belt loop strange fact. She can't stick one of her tumblers in our tiny backpack the tumblers or too big. Oh i know. I've seen our lockers at work. She has to have like her own locker for her. Tumbler be other locker. She has for the tiny backpack and the gummy bears. These damn lounge flies. I'll tell you there. Some of them are really cool looking but people get obsessed. I saw tiktok today where the lady sold all of her lounge flies wide money. You can get for those. I know i have. I have a couple in my possession that they no longer make. That are going for a pretty penny while. She's in protest of disney. For so. I don't know why i don't remember why. She probably the tattoos. I but she was like instead of cancelling or call into cancel disney. I'm just so my personal disney stuff. So i'm canceling it for myself. I don't expect you guys to cancel it. Well that's cool. yeah. I mean that's what you should do crank but i mean in all fairness i feel that is a very corporate way of dealing with things. Because she's making money off of them right. Yeah but lounge fly does do other properties besides disney. So there's no tell them what she sold but what is. I wasn't really paying attention to it until she said lounge flies. I sold all my lounge flies. Laura i'll sell all my lounge flies when you sell your pops who they could buy another house with that at her. I don't think you should have to sell your lounge flies. I just as a collectible. It's just an unusual collectible much like the tumblers because neither one of those who are useful. Like your pops. I know my the things. I collect keeps me dry in. The rain allows me to have beverages any time of day and it keeps them cold for twenty four hours just because now like eight or for eighty cool. Don't put my tumblers. But that's a yeti wear two at the most at the at a time. Okay you wear to on the front. Why would i need aware to. That's ridiculous They're tiny lesson i have. I have a lounge fly for every occasion. She does and i'm trying to figure out a way to display them because they are display. -able like this is not like a backpack. It's a really cool looking backpack. There's a lot of shells and here. We put him on notice not their full out like i said. There's a lot of shelves here. We can put the money next. Mary poppins at the beginning of the film some of the nannies waiting in line to apply for the nanny position. We're actually stuntman and drag. Oh i knew that back back. To where like shakespearian days were only men could play our parts. No no no no female stunt men like when the wind comes in and they get blown away and You know they kill the nannies dump man right so i had guys who got blown away because they were properly trained how to roll talking roll. We'll lose female stuntman now. Okay laura navy stunt women stump persons you don't know the pronouns but their female stunt women are stuntman than they would be not limited could be day stunt persons or them start person so you need to be more sensitive and click myself anyways next back to julie. Andrews agreed to make the film after she was rejected. For the role of eliza doolittle in the film version of my fair lady to its she had played on broadway and created the role on broadway and both the west end in london. Hthe like frank welker getting told he wasn't the right voice for matron in transformers when he originated the voice. Yep it's exactly like that. Just like that and think that julie anders would have been the caliber of. I don't have to audition. well remember. Mary poppins was her like that. In the sixties that came out for sound of music. Yeah she had filmed. Mary poppins before sending music because while she was on the set for santa music she actually used to sing the songs from mary. Poppins to the kids ochre. I don't know i don't know the time line. I mean clearly. We're like back to back years. It was like sixty one and sixty two came out before. Sobe yeah get. That was a joke urine sob. I saw clinton early andries meeting the actual von trapp leading. Oh yeah maria maria yes and she was like so how did i do. And she's like well you don't know how to yodel ha so she had to teach julie andrews having yodel. Oh i love it. Love it The same that was used for mary poppins was the same set and princess diaries and it was re it was later. Renamed the julie andrews except renamed away. At least she knew where she was going on the set while she was in the movie no It took the took. The sherman brothers robert and richard sherman It took them two and a half years to write the music for the film But they were also writing and they were completely unaware that the studio did not actually have the rights to the book so they were writing the music and they thought everything was cool and then they found out later than just kidding. We didn't even have the rights but we totally had you do it because we had faith well in saving. Mr banks only took two hours right. The music yeah. They added that portion. Yeah oh the step in time dance sequence was originally stated to be nine minutes long but the director tried to cut it down to To to after fearing it was too long. When walt disney found out he actually decided to add more elements to the sequence and extended fourteen minutes. Now it's fourteen minutes in move. It's fourteen minutes movie. Yeah i remember it being really long the member for fifteen minutes to wash them do one second time step time. It's amazing you can go to the bathroom during that ed comeback at. It's just right where you left off. That's true that's true now that i think about it. Yeah it's still not as long as two chitty bang bang. The walking stick dances sin. Chitty chitty bang bang where they had the guy that like kids. Yes yeah the creepy dude Creepy pedophile dude. Yep that's the one okay. I remember liking it as a kid and then like a couple of years ago. I like joslin. Sit down my youngest. Sit down and watch t chitty bang bang. It's an old movie really good and it's not good not a good movie. I think they changed it. I thoroughly injuries. And you weren't high anymore. Whatever it's like movies on movie nothing happens. It has an intermission. That's not true. They make it has an intermission. It has an intermission. They make toot sweets. They should not have an intermission in a movie like that. This isn't the ten commandments. This isn't titanic or gone with the wind. Now it's chitty chitty bang bang and trust me. You need the intermission. can you believe the child catcher. Hotak kid oh. I need to go movie chitty. Chitty i love you. It's a michael scott film. Dick vendex notorious. Cockney accent was partially to blame on his irish vocal coach. Pat o'malley who according to him didn't do an accent. Any better than i did. So i could play you pretty much know. By the time of the film's star. Studded premiere relations between peeled travers and walt disney studios. Were so frosty that. She wasn't even invited. She had to ask disney per for permission to attend. It sounds like she's just real difficult to work with. However travis is a state granted disney the rights to produce the mary poppins sequel under the stipulation that they treat them material carefully and he female author. That has two letters. First name is difficult to work with. Jk that's a fast fact. Now right excellent. Dean koontz wouldn't be this difficult to deal with. He's not a female author. He just be happy that somebody's finally making one of his movies books into a movie. He's had he's always like apply cutler he's had a couple books into movies Do you remember any of them. Yeah they was. Yeah exactly. there was mr murder. I had stephen. Baldwin you can just stop there. And there was one with nick cage. I can't remember. Of course he remembers nucleus in early work by negating. Who's the better over actor. Nicolas cage or william shatner nicholas cage. Kiana reason there were. Oh jeez the biggest under actor. I love though there's another one that doesn't have much range but would watch kiana reeves movie. Yeah yeah every john wick. Movie has been the same. You know who's made the same movie for the past like ten fifteen years samuel jackson liam neeson. Yeah that's not true. All yet is he played a sensitive dad. Yeah and lord. That was twenty years ago. She's been playing. What was the movie with this. Set of skills taking he ever since taken. He's the same character attacking on a train or taken in a plane or taken in a snow bank. It's it's all taken all over and over again and yet somehow i'm still going to see all these movies still watch. You know who makes great movies. Jason statham he did the coen brothers movie and that was different jason state them no liam nielsen. I watched to movie ballot of something. Buster scruggs. yeah he wasn't. That didn't watch that one. One was a kids movie. That was love actually. Now with jason's jason was love. Actually now he should've been food. All the ladies were left with him. Jason nathanson actual professional diver. Yeah i saw the meg no like he like olympic style diving. You wanna get jail really mad. Tell how bad the may not a bad move everything you expect it to be. He just had high expectations. I don't know why you would have high expectations for a movie. Called the meg. Well here's they're making a sequel to wait. Here's my problem with the meg. Every single problem every single one. It was up to jason statham to solve. Even though rainn wilson came in as an expert but only an expert. He was a millionaire. He just turned money at it. I thought he was like some sort of expert. Now remember but it was. It was exactly why it was an expert on water. It was jason statesman diving into the water for fifteen minutes and swimming around getting out and then diving back in and then getting out and diving back in and getting out. That's all the movie yet to address the problem with this hobson show. How's shaw's a great movie. It actually stars three of my favorite people in it. Jason stefa the rock and address elba my youngest daughter mo away from it being the greatest movie ever made of my youngest daughter loves. She does not. Oh my goodness now. If they made a sequel odds. And i'd go see that we went on a cruise and laura got sick. Did you want to know. Listen to this war got sick so she was in the room. Most of the time. I remember this cruise that december yes and movies number two thousand and eighteen. They showed hobson. Shaw like four times every day. And it's what we would do. We'd go see hobson shawl and my youngest daughter loved every single and then we go back to the room on the tv. Guess what was playing. I tell you in the room. They rotate between hobson shah and allowed live action. I would fall asleep during principally and wake up during a car chase scene. It was really amazing. I have no idea what's happening. Maybe that's why. I don't like the aladdin live-action maybe it makes no sense. Where did these cars come from. Ladan stole them duh. He's a thief. I will tell you. Hobson shawl takes the fast and furious and kind of tweaks. It kind of gets you off. I mean just gets me on that again. They have the ridiculous car stuff. But it's it's different and it will get you off so often gets you off the path of fast and furious the fast and furious or just gets you off. Whatever you if you're into the first three but it's because that's all it takes six. That's a fact. I can't wait to watch the new horror version of fast and furious. What's that the new one. That's coming out. did you not see the villain. No oh yeah you can't see him. Jay really femi. Os john cena. Yeah jail told me that. John cena was actually an every fast and the furious movie just couldn't see him. I'm going to stand by this if they don't do a montage of how he was in the background. Overseeing everything like manipulating everything. That's happened over the past nine movies. They truly missed out because they'd be like oh you didn't see me. There really do do is that would get you off. No no but i will sit there and laugh hysterically the entire time he'd probably would. Yeah now jason momoa oliver watching shawn well on that note. Join us as we hopefully reach planet punch out next time that we'll talk about to. Yeah see see the first one. Yeah i saw the first one rs waiting for your seat. Knowing that. I was going to be like i watched that with you totally. Watch our that. You're not missing any. Don't you talk about black panther under the sea that way chris. Don't talk about jason. Momoa that way spectacle man to jump into the water and do stuff. Every fifteen minutes over jason tatum. So jason tatum. Jason stay goodness well. Christopher devos a beer. Jas jason tatum. And i'm laura by stay fresh cheese bags catch on the gun. That's about as much range as he has to podcasts. Forty two is performed by christopher devos jail. Tros lord vaas and sabrina pierre. All celebrity voices are impersonated poorly in this particular episode. All information given or may not be true. Sound design by forty two inc and is reported in the podcast forty two studios logo by q. Handa find coupon on facebook for commissions dis fact frame oh by more music by ramo on craigslist dot net. Podcast forty two is a proud member of the pod. Smith this has been a transmission of the pod fixed network for more about this show and other great podvig programs go to fix network dot com greetings. I am soft chagrin podcast guru and president of the fixed network since revealing myself as the puppeteer podvig. I felt the need to be more hands on with the day to day operations therefore it every thursday i will be opening the podvig archives an absolute museum for your ears and best of all it is curated by none other than myself saw chagrin and no one else will be blowing the dust off my personally. Hand pressed vinyl. Copies of original airings of classic pod fixed network episodes uploading them to the satellites and then rebroadcasting them to the masses. Sure it's a lot of extra work but one thing i've learned over the years is that digital media converted. A vinyl converted back to digital is the way podcasts. Were meant to be heard. And since i have done all the heavy lifting for you you just need to subscribe today to pod. Fix presents wherever the best podcasts in the world are found and then sit back. Relax and enjoy. The pod. Fixed network artist owned and loved.

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