{"id":11019,"date":"2023-11-23T05:06:06","date_gmt":"2023-11-23T05:06:06","guid":{"rendered":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-314-lovesac-founder-and-ceo-shawn-nelson\/"},"modified":"2023-11-23T05:06:06","modified_gmt":"2023-11-23T05:06:06","slug":"jason-scot-show-episode-314-lovesac-founder-and-ceo-shawn-nelson","status":"publish","type":"post","link":"https:\/\/dmsretail.com\/RetailNews\/jason-scot-show-episode-314-lovesac-founder-and-ceo-shawn-nelson\/","title":{"rendered":"Jason &#038; Scot Show Episode 314 &#8211; Lovesac Founder and CEO Shawn Nelson"},"content":{"rendered":"<p> <p><a href=\"https:\/\/dmsretail.com\/online-workshops-list\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-496\" src=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png\" alt=\"Retail Online Training\" width=\"729\" height=\"91\" srcset=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png 729w, https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90-300x37.png 300w\" sizes=\"auto, (max-width: 729px) 100vw, 729px\" \/><\/a><\/p><br \/>\n<\/p>\n<div>\n<p>A weekly podcast with the latest e-commerce news and events. Episode 314 is an interview with Shawn Nelson, Founder and CEO of Lovesac.<\/p>\n<p> <span id=\"more-32312\"\/><\/p>\n<p><strong>Subscribe:<br \/><\/strong><\/p>\n<figure><iframe loading=\"lazy\" style=\"border: none;\" src=\"http:\/\/html5-player.libsyn.com\/embed\/episode\/id\/28725793\/height\/360\/width\/640\/theme\/standard-mini\/autoplay\/no\/autonext\/no\/thumbnail\/yes\/preload\/no\/no_addthis\/no\/direction\/backward\/no-cache\/true\/\" width=\"640\" height=\"360\" scrolling=\"no\" allowfullscreen=\"allowfullscreen\"><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">?<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">?<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">?<\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\">?<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">?<\/span><\/iframe><\/figure>\n<p>The Jason &amp; Scot Show.\u00a0 Podcast about e-commerce and digital shopper marketing.<\/p>\n<p><strong>Editor note<\/strong>: We\u2019re trying some fun new AI features for this episode. The following show notes were written by ChatGPT. We\u2019re also let AI remove all the \u201cstop words\u201d in our audio, and we\u2019ve switched from Google to OpenAI for our audio transcription. Let us know your feedback.<\/p>\n<p>In this episode of the Jason and Scot show, our special guest is Sean D. Nelson, the CEO and founder of Lovesac. He shares his inspiring journey of starting the company as a beanbag business in his basement and growing it into a successful public company. Sean highlights the key moments of his entrepreneurial journey, including winning a million dollars on Richard Branson\u2019s reality TV show and navigating the ups and downs of the business. Sean has upcoming book and podcast, both entitled \u201cLet Me Save You 25 Years: Mistakes, Miracles, and Lessons from the Lovesac Story.\u201d<\/p>\n<p>Sean emphasizes the importance of being a direct-to-consumer brand and how Lovesac has found sustained success by focusing on customer acquisition costs and offering a high-quality product. He discusses the concept of direct-to-consumer and shares his thoughts on its significance. Sean believes that having a differentiated product that provides value to customers is crucial, rather than simply relying on an online sales strategy.<\/p>\n<p>The conversation also touches on the topic of innovation and how Lovesac has been able to push the boundaries of what a furniture company can offer. Sean discusses their Stealth Tech innovation, which incorporates surround sound into their couches, as well as their commitment to creating products that are built to last and designed to evolve.<\/p>\n<p>Sean acknowledges the challenges of operating in physical retail and highlights the importance of their showrooms in reducing customer acquisition costs and providing a hands-on experience for customers. He also mentions their partnerships with Best Buy and Costco to expand their reach.<\/p>\n<p>The discussion expands to the future of retail and e-commerce, with Sean mentioning the transformative role of AI but cautioning that it takes time for movements to fully evolve. He emphasizes the importance of being patient and keeping an eye on developments in the industry.<\/p>\n<p>The conversation concludes with Sean expressing his long-term commitment to Lovesac and his desire to build something meaningful rather than focusing solely on personal gain. Listeners are invited to check out Sean\u2019s podcast and website, as well as his upcoming book, which will be released in January.<\/p>\n<p>Overall, this episode provides insights into the journey and philosophy behind Lovesac\u2019s success and offers valuable perspectives on entrepreneurship, innovation, and the future of retail.<\/p>\n<p>Chapters<br \/>0:00:46 Introduction and Welcome to the Show<br \/>0:08:36 The Journey of Love Sack: From Highs to Lows<br \/>0:12:05 Love Sack\u2019s Traditional IPO and Company Performance<br \/>0:15:49 The Importance of Having a Differentiated Product<br \/>0:19:49 The Value and Overhype of Market Movements<br \/>0:23:18 Sactionals: Built to Last, Designed to Evolve<br \/>0:25:56 Driving a Movement for Sustainable Consumerism<br \/>0:31:36 Innovation and the Evolution of Lovesac\u2019s Product Line<br \/>0:37:07 The Strength of Lovesac\u2019s Physical Showrooms in the DTC Landscape<br \/>0:40:03 Testing and Learning: Mobile Concierge and Shop and Shop<br \/>0:41:52 AI\u2019s transformative role in the future of technology<br \/>0:50:08 Long-Term Vision vs Quick Profit<\/p>\n<p>Episode 313 of the Jason &amp; Scot show was recorded on Thursday, November 9th, 2023.<\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[0:23]<\/small>\u00a0<span data-start=\"00:00:23.135\" data-end=\"00:00:30.195\" data-spk=\"0\" data-label=\"Jason\"><span title=\"0:23\">Welcome<\/span>\u00a0<span title=\"0:24\">to<\/span>\u00a0<span title=\"0:24\">the<\/span>\u00a0<span title=\"0:24\">Jason<\/span>\u00a0<span title=\"0:24\">and<\/span>\u00a0<span title=\"0:24\">Scot<\/span>\u00a0<span title=\"0:25\">show.<\/span>\u00a0<span title=\"0:25\">This<\/span>\u00a0<span title=\"0:26\">episode<\/span>\u00a0<span title=\"0:26\">is<\/span>\u00a0<span title=\"0:27\">being<\/span>\u00a0<span title=\"0:27\">recorded<\/span>\u00a0<span title=\"0:27\">on<\/span>\u00a0<span title=\"0:28\">Thursday,<\/span>\u00a0<span title=\"0:29\">November<\/span>\u00a0<span title=\"0:29\">9th,<\/span>\u00a0<span title=\"0:30\">2023. <\/span><\/span><span data-start=\"00:00:30.715\" data-end=\"00:00:35.915\" data-spk=\"0\" data-label=\"Jason\"><span title=\"0:31\">I\u2019m<\/span>\u00a0<span title=\"0:31\">your<\/span>\u00a0<span title=\"0:31\">host,<\/span>\u00a0<span title=\"0:32\">Jason<\/span> \u201c<span title=\"0:32\">Retailgeek\u201d<\/span>\u00a0<span title=\"0:33\">Goldberg, a<\/span><span title=\"0:34\">nd<\/span>\u00a0<span title=\"0:34\">as<\/span>\u00a0<span title=\"0:34\">usual,<\/span>\u00a0<span title=\"0:34\">I\u2019m<\/span>\u00a0<span title=\"0:34\">here<\/span>\u00a0<span title=\"0:35\">with<\/span>\u00a0<span title=\"0:35\">your<\/span>\u00a0<span title=\"0:35\">co-host,<\/span>\u00a0<span title=\"0:36\">Scot<\/span>\u00a0<span title=\"0:36\">Wingo.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[0:37]<\/small>\u00a0<span data-start=\"00:00:37.355\" data-end=\"00:00:40.335\" data-spk=\"1\" data-label=\"Scot\"><span title=\"0:37\">Hey,<\/span>\u00a0<span title=\"0:38\">Jason,<\/span>\u00a0<span title=\"0:38\">and<\/span>\u00a0<span title=\"0:38\">welcome<\/span>\u00a0<span title=\"0:39\">back.<\/span>\u00a0<span title=\"0:39\">Jason<\/span>\u00a0<span title=\"0:39\">and<\/span>\u00a0<span title=\"0:40\">Scot<\/span>\u00a0<span title=\"0:40\">show<\/span>\u00a0<span title=\"0:40\">listeners.<\/span><\/span><br \/><span data-start=\"00:00:41.135\" data-end=\"00:00:44.895\" data-spk=\"1\" data-label=\"Scot\"><span title=\"0:41\">Jason,<\/span>\u00a0<span title=\"0:41\">we\u2019re<\/span>\u00a0<span title=\"0:42\">very<\/span>\u00a0<span title=\"0:42\">fortunate<\/span>\u00a0<span title=\"0:42\">to<\/span>\u00a0<span title=\"0:43\">have<\/span>\u00a0<span title=\"0:43\">a<\/span>\u00a0<span title=\"0:44\">entrepreneur<\/span>\u00a0<span title=\"0:44\">on<\/span>\u00a0<span title=\"0:45\">the<\/span>\u00a0<span title=\"0:45\">show.<\/span><\/span><br \/><span data-start=\"00:00:45.035\" data-end=\"00:00:48.155\" data-spk=\"1\" data-label=\"Scot\"><span title=\"0:45\">I\u2019m<\/span>\u00a0<span title=\"0:45\">the<\/span>\u00a0<span title=\"0:45\">entrepreneur<\/span>\u00a0<span title=\"0:46\">side<\/span>\u00a0<span title=\"0:46\">of<\/span>\u00a0<span title=\"0:46\">our<\/span>\u00a0<span title=\"0:46\">partnership.<\/span>\u00a0<span title=\"0:47\">So<\/span>\u00a0<span title=\"0:47\">I<\/span>\u00a0<span title=\"0:47\">always<\/span>\u00a0<span title=\"0:47\">really<\/span>\u00a0<span title=\"0:47\">enjoy<\/span>\u00a0<span title=\"0:48\">these.<\/span><\/span><\/p>\n<h2 id=\"chapter0\" class=\"chapter\">Introduction and Welcome to the Show<\/h2>\n<p><small>[0:49]<\/small>\u00a0<span data-start=\"00:00:48.575\" data-end=\"00:00:52.635\" data-spk=\"1\" data-label=\"Scot\"><span title=\"0:49\">We<\/span>\u00a0<span title=\"0:49\">have<\/span>\u00a0<span title=\"0:49\">on<\/span>\u00a0<span title=\"0:49\">the<\/span>\u00a0<span title=\"0:49\">show,<\/span>\u00a0<span title=\"0:50\">Sean<\/span>\u00a0<span title=\"0:50\">D.<\/span>\u00a0<span title=\"0:50\">Nelson.<\/span>\u00a0<span title=\"0:50\">He<\/span>\u00a0<span title=\"0:50\">is<\/span>\u00a0<span title=\"0:51\">the<\/span>\u00a0<span title=\"0:51\">CEO<\/span>\u00a0<span title=\"0:51\">and<\/span>\u00a0<span title=\"0:51\">founder<\/span>\u00a0<span title=\"0:52\">of<\/span>\u00a0<span title=\"0:52\">Lovesack.<\/span><\/span><br \/><span data-start=\"00:00:52.635\" data-end=\"00:00:56.835\" data-spk=\"1\" data-label=\"Scot\"><span title=\"0:53\">And<\/span>\u00a0<span title=\"0:53\">a<\/span>\u00a0<span title=\"0:54\">little<\/span>\u00a0<span title=\"0:54\">birdie<\/span>\u00a0<span title=\"0:54\">told<\/span>\u00a0<span title=\"0:54\">me<\/span>\u00a0<span title=\"0:54\">that<\/span>\u00a0<span title=\"0:55\">he<\/span>\u00a0<span title=\"0:55\">recently<\/span>\u00a0<span title=\"0:55\">started<\/span>\u00a0<span title=\"0:56\">a<\/span>\u00a0<span title=\"0:56\">podcast<\/span>\u00a0<span title=\"0:56\">himself.<\/span><\/span><br \/><span data-start=\"00:00:57.435\" data-end=\"00:01:02.035\" data-spk=\"1\" data-label=\"Scot\"><span title=\"0:57\">He<\/span>\u00a0<span title=\"0:57\">started<\/span>\u00a0<span title=\"0:58\">Love<\/span>\u00a0<span title=\"0:58\">Sack<\/span>\u00a0<span title=\"0:58\">as<\/span>\u00a0<span title=\"0:59\">a<\/span>\u00a0<span title=\"0:59\">beanbag<\/span>\u00a0<span title=\"0:59\">company<\/span>\u00a0<span title=\"1:00\">in<\/span>\u00a0<span title=\"1:00\">his<\/span>\u00a0<span title=\"1:00\">basement<\/span>\u00a0<span title=\"1:01\">when<\/span>\u00a0<span title=\"1:01\">he<\/span>\u00a0<span title=\"1:01\">was<\/span>\u00a0<span title=\"1:01\">around<\/span>\u00a0<span title=\"1:02\">18.<\/span><\/span><br \/><span data-start=\"00:01:02.235\" data-end=\"00:01:08.235\" data-spk=\"1\" data-label=\"Scot\"><span title=\"1:02\">And<\/span>\u00a0<span title=\"1:02\">now<\/span>\u00a0<span title=\"1:03\">it\u2019s<\/span>\u00a0<span title=\"1:03\">a<\/span>\u00a0<span title=\"1:03\">public<\/span>\u00a0<span title=\"1:03\">company<\/span>\u00a0<span title=\"1:04\">and<\/span>\u00a0<span title=\"1:05\">doing<\/span>\u00a0<span title=\"1:05\">relatively<\/span>\u00a0<span title=\"1:06\">large<\/span>\u00a0<span title=\"1:06\">revenues<\/span>\u00a0<span title=\"1:07\">over<\/span>\u00a0<span title=\"1:07\">600<\/span>\u00a0<span title=\"1:08\">kind<\/span>\u00a0<span title=\"1:08\">of<\/span>\u00a0<span title=\"1:08\">run<\/span>\u00a0<span title=\"1:08\">rate.<\/span><\/span><br \/><span data-start=\"00:01:08.375\" data-end=\"00:01:10.755\" data-spk=\"1\" data-label=\"Scot\"><span title=\"1:08\">If<\/span>\u00a0<span title=\"1:08\">I<\/span>\u00a0<span title=\"1:08\">look<\/span>\u00a0<span title=\"1:09\">at<\/span>\u00a0<span title=\"1:09\">the<\/span>\u00a0<span title=\"1:09\">last<\/span>\u00a0<span title=\"1:09\">quarter,<\/span>\u00a0<span title=\"1:10\">I<\/span>\u00a0<span title=\"1:10\">took<\/span>\u00a0<span title=\"1:10\">a<\/span>\u00a0<span title=\"1:10\">little<\/span>\u00a0<span title=\"1:10\">glance<\/span>\u00a0<span title=\"1:10\">at<\/span>\u00a0<span title=\"1:10\">that.<\/span><\/span><br \/><span data-start=\"00:01:11.335\" data-end=\"00:01:12.135\" data-spk=\"1\" data-label=\"Scot\"><span title=\"1:11\">Sean,<\/span>\u00a0<span title=\"1:12\">welcome<\/span>\u00a0<span title=\"1:12\">to<\/span>\u00a0<span title=\"1:12\">the<\/span>\u00a0<span title=\"1:12\">show.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[1:13]<\/small>\u00a0<span data-start=\"00:01:12.815\" data-end=\"00:01:14.975\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"1:13\">Thank<\/span>\u00a0<span title=\"1:13\">you.<\/span>\u00a0<span title=\"1:14\">Thanks<\/span>\u00a0<span title=\"1:14\">for<\/span>\u00a0<span title=\"1:14\">having<\/span>\u00a0<span title=\"1:14\">me.<\/span>\u00a0<span title=\"1:14\">Great<\/span>\u00a0<span title=\"1:14\">to<\/span>\u00a0<span title=\"1:15\">be<\/span>\u00a0<span title=\"1:15\">with<\/span>\u00a0<span title=\"1:15\">you.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[1:16]<\/small>\u00a0<span data-start=\"00:01:16.035\" data-end=\"00:01:21.015\" data-spk=\"0\" data-label=\"Jason\"><span title=\"1:16\">We<\/span>\u00a0<span title=\"1:17\">are<\/span>\u00a0<span title=\"1:17\">thrilled<\/span>\u00a0<span title=\"1:17\">to<\/span>\u00a0<span title=\"1:17\">have<\/span>\u00a0<span title=\"1:18\">you,<\/span>\u00a0<span title=\"1:18\">Sean.<\/span>\u00a0<span title=\"1:19\">Listeners<\/span>\u00a0<span title=\"1:19\">always<\/span>\u00a0<span title=\"1:20\">like<\/span>\u00a0<span title=\"1:20\">to<\/span>\u00a0<span title=\"1:20\">kind<\/span>\u00a0<span title=\"1:21\">of<\/span>\u00a0<span title=\"1:21\">get<\/span>\u00a0<span title=\"1:21\">the<\/span>\u00a0<\/span><span data-start=\"00:01:21.015\" data-end=\"00:01:25.255\" data-spk=\"0\" data-label=\"Jason\"><span title=\"1:21\">background.<\/span>\u00a0<span title=\"1:22\">I\u2019m<\/span>\u00a0<span title=\"1:22\">imagining<\/span>\u00a0<span title=\"1:23\">you<\/span>\u00a0<span title=\"1:23\">don\u2019t<\/span>\u00a0<span title=\"1:23\">have<\/span>\u00a0<span title=\"1:23\">a<\/span>\u00a0<span title=\"1:24\">deep<\/span>\u00a0<span title=\"1:24\">background<\/span>\u00a0<span title=\"1:24\">before<\/span>\u00a0<span title=\"1:25\">you<\/span>\u00a0<span title=\"1:25\">started<\/span>\u00a0<\/span><span data-start=\"00:01:25.255\" data-end=\"00:01:26.975\" data-spk=\"0\" data-label=\"Jason\"><span title=\"1:25\">Love<\/span>\u00a0<span title=\"1:25\">Sack<\/span>\u00a0<span title=\"1:26\">because<\/span>\u00a0<span title=\"1:26\">you<\/span>\u00a0<span title=\"1:26\">started<\/span>\u00a0<span title=\"1:26\">it<\/span>\u00a0<span title=\"1:26\">so<\/span>\u00a0<span title=\"1:27\">young.<\/span><\/span><br \/><span data-start=\"00:01:28.275\" data-end=\"00:01:33.295\" data-spk=\"0\" data-label=\"Jason\"><span title=\"1:28\">But<\/span>\u00a0<span title=\"1:28\">can<\/span>\u00a0<span title=\"1:29\">you,<\/span>\u00a0<span title=\"1:29\">like<\/span>\u00a0<span title=\"1:29\">where<\/span>\u00a0<span title=\"1:30\">were<\/span>\u00a0<span title=\"1:30\">you<\/span>\u00a0<span title=\"1:30\">in<\/span>\u00a0<span title=\"1:30\">life<\/span>\u00a0<span title=\"1:31\">when<\/span>\u00a0<span title=\"1:31\">that<\/span>\u00a0<span title=\"1:31\">brought<\/span>\u00a0<span title=\"1:32\">you<\/span>\u00a0<span title=\"1:32\">to<\/span>\u00a0<span title=\"1:32\">start<\/span>\u00a0<span title=\"1:32\">build<\/span>\u00a0<span title=\"1:33\">your<\/span>\u00a0<span title=\"1:33\">own<\/span>\u00a0<span title=\"1:33\">product?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[1:34]<\/small>\u00a0<span data-start=\"00:01:34.335\" data-end=\"00:01:39.095\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"1:34\">Yeah,<\/span>\u00a0<span title=\"1:35\">strangely,<\/span>\u00a0<span title=\"1:36\">25<\/span>\u00a0<span title=\"1:36\">years<\/span>\u00a0<span title=\"1:36\">in<\/span>\u00a0<span title=\"1:37\">and<\/span>\u00a0<span title=\"1:37\">still<\/span>\u00a0<span title=\"1:37\">running<\/span>\u00a0<span title=\"1:37\">the<\/span>\u00a0<span title=\"1:38\">same<\/span>\u00a0<span title=\"1:38\">company<\/span>\u00a0<span title=\"1:38\">I<\/span>\u00a0<span title=\"1:38\">founded<\/span>\u00a0<span title=\"1:39\">as<\/span>\u00a0<\/span><span data-start=\"00:01:39.095\" data-end=\"00:01:43.715\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"1:39\">my<\/span>\u00a0<span title=\"1:39\">side<\/span>\u00a0<span title=\"1:40\">hustle<\/span>\u00a0<span title=\"1:40\">in<\/span>\u00a0<span title=\"1:40\">college,<\/span>\u00a0<span title=\"1:41\">which<\/span>\u00a0<span title=\"1:41\">is<\/span>\u00a0<span title=\"1:41\">exactly<\/span>\u00a0<span title=\"1:41\">what<\/span>\u00a0<span title=\"1:43\">Love<\/span>\u00a0<span title=\"1:43\">Sack<\/span>\u00a0<span title=\"1:43\">was.<\/span><\/span><br \/><span data-start=\"00:01:44.135\" data-end=\"00:01:50.635\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"1:44\">So<\/span>\u00a0<span title=\"1:44\">95,<\/span>\u00a0<span title=\"1:46\">all<\/span>\u00a0<span title=\"1:46\">the<\/span>\u00a0<span title=\"1:47\">way<\/span>\u00a0<span title=\"1:47\">back<\/span>\u00a0<span title=\"1:47\">then,<\/span>\u00a0<span title=\"1:47\">I<\/span>\u00a0<span title=\"1:48\">made<\/span>\u00a0<span title=\"1:48\">a<\/span>\u00a0<span title=\"1:48\">giant<\/span>\u00a0<span title=\"1:49\">not<\/span>\u00a0<span title=\"1:49\">bean<\/span>\u00a0<span title=\"1:49\">bag<\/span>\u00a0<span title=\"1:49\">because<\/span>\u00a0<span title=\"1:50\">I<\/span>\u00a0<span title=\"1:50\">thought<\/span>\u00a0<span title=\"1:50\">it<\/span>\u00a0<span title=\"1:50\">would<\/span>\u00a0<span title=\"1:50\">be<\/span>\u00a0<span title=\"1:50\">funny.<\/span><\/span><br \/><span data-start=\"00:01:50.635\" data-end=\"00:01:55.715\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"1:51\">I<\/span>\u00a0<span title=\"1:52\">literally,<\/span>\u00a0<span title=\"1:53\">10<\/span>\u00a0<span title=\"1:53\">days<\/span>\u00a0<span title=\"1:53\">out<\/span>\u00a0<span title=\"1:53\">of<\/span>\u00a0<span title=\"1:53\">high<\/span>\u00a0<span title=\"1:53\">school,<\/span>\u00a0<span title=\"1:54\">got<\/span>\u00a0<span title=\"1:54\">off<\/span>\u00a0<span title=\"1:54\">the<\/span>\u00a0<span title=\"1:54\">couch<\/span>\u00a0<span title=\"1:55\">at<\/span>\u00a0<span title=\"1:55\">my<\/span>\u00a0<span title=\"1:55\">parents\u2019<\/span>\u00a0<span title=\"1:55\">house,<\/span>\u00a0<\/span><span data-start=\"00:01:56.495\" data-end=\"00:01:59.975\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"1:56\">having<\/span>\u00a0<span title=\"1:57\">this<\/span>\u00a0<span title=\"1:57\">dumb<\/span>\u00a0<span title=\"1:57\">idea,<\/span>\u00a0<span title=\"1:58\">like,<\/span>\u00a0<span title=\"1:58\">how<\/span>\u00a0<span title=\"1:58\">about<\/span>\u00a0<span title=\"1:58\">a<\/span>\u00a0<span title=\"1:58\">beanbag,<\/span>\u00a0<span title=\"1:59\">like,<\/span>\u00a0<span title=\"1:59\">me<\/span>\u00a0<span title=\"1:59\">to<\/span>\u00a0<span title=\"2:00\">the<\/span>\u00a0<span title=\"2:00\">TV,<\/span>\u00a0<\/span><span data-start=\"00:02:00.095\" data-end=\"00:02:01.495\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:00\">like,<\/span>\u00a0<span title=\"2:00\">the<\/span>\u00a0<span title=\"2:00\">whole<\/span>\u00a0<span title=\"2:01\">floor,<\/span>\u00a0<span title=\"2:01\">like,<\/span>\u00a0<span title=\"2:01\">huge.<\/span><\/span><br \/><span data-start=\"00:02:01.995\" data-end=\"00:02:05.095\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:02\">Drove<\/span>\u00a0<span title=\"2:02\">down<\/span>\u00a0<span title=\"2:03\">to<\/span>\u00a0<span title=\"2:03\">the<\/span>\u00a0<span title=\"2:03\">fabric<\/span>\u00a0<span title=\"2:03\">store,<\/span>\u00a0<span title=\"2:03\">bought<\/span>\u00a0<span title=\"2:03\">some<\/span>\u00a0<span title=\"2:04\">fabric,<\/span>\u00a0<span title=\"2:04\">brought<\/span>\u00a0<span title=\"2:04\">it<\/span>\u00a0<span title=\"2:04\">home,<\/span>\u00a0<span title=\"2:05\">cut<\/span>\u00a0<span title=\"2:05\">it<\/span>\u00a0<span title=\"2:05\">out,<\/span>\u00a0<\/span><span data-start=\"00:02:05.715\" data-end=\"00:02:11.515\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:06\">and<\/span>\u00a0<span title=\"2:06\">then<\/span>\u00a0<span title=\"2:07\">began<\/span>\u00a0<span title=\"2:08\">sewing<\/span>\u00a0<span title=\"2:08\">it<\/span>\u00a0<span title=\"2:08\">up,<\/span>\u00a0<span title=\"2:09\">broke<\/span>\u00a0<span title=\"2:09\">my<\/span>\u00a0<span title=\"2:09\">mom\u2019s<\/span>\u00a0<span title=\"2:10\">sewing<\/span>\u00a0<span title=\"2:10\">machine,<\/span>\u00a0<span title=\"2:11\">neighbor<\/span>\u00a0<span title=\"2:11\">finished<\/span>\u00a0<span title=\"2:11\">it,<\/span>\u00a0<\/span><span data-start=\"00:02:12.135\" data-end=\"00:02:15.795\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:12\">took<\/span>\u00a0<span title=\"2:13\">three<\/span>\u00a0<span title=\"2:13\">or<\/span>\u00a0<span title=\"2:13\">four<\/span>\u00a0<span title=\"2:13\">weeks<\/span>\u00a0<span title=\"2:14\">to<\/span>\u00a0<span title=\"2:14\">try<\/span>\u00a0<span title=\"2:14\">and<\/span>\u00a0<span title=\"2:14\">stuff<\/span>\u00a0<span title=\"2:14\">it,<\/span>\u00a0<span title=\"2:15\">originally<\/span>\u00a0<span title=\"2:15\">with<\/span>\u00a0<span title=\"2:16\">beads,<\/span>\u00a0<\/span><span data-start=\"00:02:15.855\" data-end=\"00:02:18.335\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:16\">but<\/span>\u00a0<span title=\"2:16\">couldn\u2019t<\/span>\u00a0<span title=\"2:16\">possibly<\/span>\u00a0<span title=\"2:17\">find<\/span>\u00a0<span title=\"2:17\">enough,<\/span>\u00a0<span title=\"2:17\">so<\/span>\u00a0<span title=\"2:17\">looked<\/span>\u00a0<span title=\"2:18\">around<\/span>\u00a0<span title=\"2:18\">the<\/span>\u00a0<span title=\"2:18\">house,<\/span>\u00a0<\/span><span data-start=\"00:02:18.335\" data-end=\"00:02:22.435\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:18\">I<\/span>\u00a0<span title=\"2:18\">just<\/span>\u00a0<span title=\"2:18\">found<\/span>\u00a0<span title=\"2:19\">out<\/span>\u00a0<span title=\"2:19\">my<\/span>\u00a0<span title=\"2:19\">parents\u2019<\/span>\u00a0<span title=\"2:19\">camping<\/span>\u00a0<span title=\"2:20\">mattresses<\/span>\u00a0<span title=\"2:21\">chopped<\/span>\u00a0<span title=\"2:21\">up<\/span>\u00a0<span title=\"2:22\">yellow<\/span>\u00a0<span title=\"2:22\">foam,<\/span>\u00a0<\/span><span data-start=\"00:02:22.575\" data-end=\"00:02:26.655\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:23\">you<\/span>\u00a0<span title=\"2:23\">know,<\/span>\u00a0<span title=\"2:23\">like<\/span>\u00a0<span title=\"2:23\">those<\/span>\u00a0<span title=\"2:23\">yellow<\/span>\u00a0<span title=\"2:23\">slabs<\/span>\u00a0<span title=\"2:24\">of<\/span>\u00a0<span title=\"2:24\">foam<\/span>\u00a0<span title=\"2:24\">you<\/span>\u00a0<span title=\"2:24\">take<\/span>\u00a0<span title=\"2:24\">camping,<\/span>\u00a0<span title=\"2:25\">on<\/span>\u00a0<span title=\"2:25\">a<\/span>\u00a0<span title=\"2:26\">paper<\/span>\u00a0<span title=\"2:26\">cutter<\/span>\u00a0<span title=\"2:26\">in<\/span>\u00a0<span title=\"2:26\">the<\/span>\u00a0<span title=\"2:26\">basement.<\/span><\/span><br \/><span data-start=\"00:02:27.575\" data-end=\"00:02:31.875\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:28\">And<\/span>\u00a0<span title=\"2:28\">eventually,<\/span>\u00a0<span title=\"2:29\">I<\/span>\u00a0<span title=\"2:29\">mean,<\/span>\u00a0<span title=\"2:30\">foam,<\/span>\u00a0<span title=\"2:31\">packing<\/span>\u00a0<span title=\"2:31\">peanuts,<\/span>\u00a0<span title=\"2:31\">old<\/span>\u00a0<span title=\"2:32\">blankets,<\/span>\u00a0<\/span><span data-start=\"00:02:32.475\" data-end=\"00:02:37.075\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:32\">had<\/span>\u00a0<span title=\"2:33\">this<\/span>\u00a0<span title=\"2:33\">thing<\/span>\u00a0<span title=\"2:33\">stuffed<\/span>\u00a0<span title=\"2:33\">and<\/span>\u00a0<span title=\"2:34\">started<\/span>\u00a0<span title=\"2:34\">using<\/span>\u00a0<span title=\"2:35\">it<\/span>\u00a0<span title=\"2:35\">out<\/span>\u00a0<span title=\"2:35\">and<\/span>\u00a0<span title=\"2:35\">about<\/span>\u00a0<span title=\"2:36\">through<\/span>\u00a0<span title=\"2:37\">university,<\/span>\u00a0<\/span><span data-start=\"00:02:37.375\" data-end=\"00:02:41.055\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:37\">taking<\/span>\u00a0<span title=\"2:38\">it<\/span>\u00a0<span title=\"2:38\">camping,<\/span>\u00a0<span title=\"2:39\">back<\/span>\u00a0<span title=\"2:40\">of<\/span>\u00a0<span title=\"2:40\">the<\/span>\u00a0<span title=\"2:40\">truck,<\/span>\u00a0<span title=\"2:40\">driving<\/span>\u00a0<span title=\"2:40\">movies.<\/span><\/span><br \/><span data-start=\"00:02:41.635\" data-end=\"00:02:44.655\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:42\">Ended<\/span>\u00a0<span title=\"2:42\">up<\/span>\u00a0<span title=\"2:42\">putting<\/span>\u00a0<span title=\"2:42\">it<\/span>\u00a0<span title=\"2:42\">away<\/span>\u00a0<span title=\"2:43\">for<\/span>\u00a0<span title=\"2:43\">a<\/span>\u00a0<span title=\"2:43\">couple<\/span>\u00a0<span title=\"2:43\">years.<\/span>\u00a0<span title=\"2:44\">And<\/span>\u00a0<span title=\"2:44\">by<\/span>\u00a0<span title=\"2:44\">the<\/span>\u00a0<span title=\"2:45\">way,<\/span>\u00a0<\/span><span data-start=\"00:02:44.695\" data-end=\"00:02:46.995\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:45\">everywhere<\/span>\u00a0<span title=\"2:45\">I<\/span>\u00a0<span title=\"2:45\">took<\/span>\u00a0<span title=\"2:45\">it,<\/span>\u00a0<span title=\"2:45\">everybody<\/span>\u00a0<span title=\"2:46\">wants<\/span>\u00a0<span title=\"2:46\">one.<\/span>\u00a0<span title=\"2:46\">Like<\/span>\u00a0<span title=\"2:46\">everyone\u2019s<\/span>\u00a0<span title=\"2:47\">always<\/span>\u00a0<span title=\"2:47\">like,<\/span>\u00a0<\/span><span data-start=\"00:02:46.995\" data-end=\"00:02:49.015\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:47\">Oh<\/span>\u00a0<span title=\"2:47\">my<\/span>\u00a0<span title=\"2:47\">gosh,<\/span>\u00a0<span title=\"2:48\">what<\/span>\u00a0<span title=\"2:48\">is<\/span>\u00a0<span title=\"2:48\">that<\/span>\u00a0<span title=\"2:48\">thing?<\/span>\u00a0<span title=\"2:48\">Where\u2019d<\/span>\u00a0<span title=\"2:49\">you<\/span>\u00a0<span title=\"2:49\">get<\/span>\u00a0<span title=\"2:49\">it?<\/span><\/span><br \/><span data-start=\"00:02:49.415\" data-end=\"00:02:53.035\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:49\">I<\/span>\u00a0<span title=\"2:50\">was<\/span>\u00a0<span title=\"2:50\">like,<\/span>\u00a0<span title=\"2:50\">I\u2019ll<\/span>\u00a0<span title=\"2:50\">never<\/span>\u00a0<span title=\"2:50\">make<\/span>\u00a0<span title=\"2:50\">another<\/span>\u00a0<span title=\"2:50\">one.<\/span>\u00a0<span title=\"2:51\">It<\/span>\u00a0<span title=\"2:51\">was<\/span>\u00a0<span title=\"2:51\">such<\/span>\u00a0<span title=\"2:51\">a<\/span>\u00a0<span title=\"2:51\">pain<\/span>\u00a0<span title=\"2:52\">in<\/span>\u00a0<span title=\"2:52\">the<\/span>\u00a0<span title=\"2:52\">butt<\/span>\u00a0<span title=\"2:52\">and<\/span>\u00a0<\/span><span data-start=\"00:02:53.035\" data-end=\"00:02:56.555\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:53\">put<\/span>\u00a0<span title=\"2:53\">it<\/span>\u00a0<span title=\"2:53\">away<\/span>\u00a0<span title=\"2:54\">for<\/span>\u00a0<span title=\"2:54\">a<\/span>\u00a0<span title=\"2:54\">couple<\/span>\u00a0<span title=\"2:54\">of<\/span>\u00a0<span title=\"2:54\">years<\/span>\u00a0<span title=\"2:54\">to<\/span>\u00a0<span title=\"2:55\">go<\/span>\u00a0<span title=\"2:55\">be<\/span>\u00a0<span title=\"2:55\">a<\/span>\u00a0<span title=\"2:56\">missionary<\/span>\u00a0<span title=\"2:56\">for<\/span>\u00a0<span title=\"2:56\">my<\/span>\u00a0<span title=\"2:56\">church.<\/span><\/span><\/p>\n<p><small>[2:58]<\/small>\u00a0<span data-start=\"00:02:57.515\" data-end=\"00:03:02.295\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"2:58\">And<\/span>\u00a0<span title=\"2:58\">came<\/span>\u00a0<span title=\"2:58\">back<\/span>\u00a0<span title=\"2:59\">to<\/span>\u00a0<span title=\"2:59\">finish<\/span>\u00a0<span title=\"2:59\">up<\/span>\u00a0<span title=\"3:00\">university<\/span>\u00a0<span title=\"3:00\">in<\/span>\u00a0<span title=\"3:01\">1998.<\/span><\/span><br \/><span data-start=\"00:03:02.975\" data-end=\"00:03:06.695\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:03\">And<\/span>\u00a0<span title=\"3:03\">that\u2019s<\/span>\u00a0<span title=\"3:04\">when<\/span>\u00a0<span title=\"3:04\">I<\/span>\u00a0<span title=\"3:04\">founded<\/span>\u00a0<span title=\"3:04\">the<\/span>\u00a0<span title=\"3:04\">company.<\/span>\u00a0<span title=\"3:05\">Cause<\/span>\u00a0<span title=\"3:05\">people<\/span>\u00a0<span title=\"3:05\">kept<\/span>\u00a0<span title=\"3:05\">bugging<\/span>\u00a0<span title=\"3:06\">me<\/span>\u00a0<span title=\"3:06\">to<\/span>\u00a0<span title=\"3:06\">make<\/span>\u00a0<span title=\"3:06\">them<\/span>\u00a0<span title=\"3:06\">one.<\/span><\/span><br \/><span data-start=\"00:03:07.604\" data-end=\"00:03:10.784\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:08\">And<\/span>\u00a0<span title=\"3:08\">it<\/span>\u00a0<span title=\"3:09\">became<\/span>\u00a0<span title=\"3:10\">my<\/span>\u00a0<span title=\"3:10\">side<\/span>\u00a0<span title=\"3:10\">hustle<\/span>\u00a0<span title=\"3:10\">in<\/span>\u00a0<span title=\"3:10\">college.<\/span><\/span><br \/><span data-start=\"00:03:11.324\" data-end=\"00:03:19.744\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:11\">And<\/span>\u00a0<span title=\"3:11\">we<\/span>\u00a0<span title=\"3:13\">tried<\/span>\u00a0<span title=\"3:14\">to<\/span>\u00a0<span title=\"3:15\">sell<\/span>\u00a0<span title=\"3:16\">these<\/span>\u00a0<span title=\"3:16\">things<\/span>\u00a0<span title=\"3:16\">eventually<\/span>\u00a0<span title=\"3:18\">beyond<\/span>\u00a0<span title=\"3:18\">our<\/span>\u00a0<span title=\"3:18\">friends<\/span>\u00a0<span title=\"3:19\">and<\/span>\u00a0<span title=\"3:19\">family<\/span>\u00a0<span title=\"3:19\">and<\/span>\u00a0<\/span><span data-start=\"00:03:19.744\" data-end=\"00:03:22.744\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:20\">beer<\/span>\u00a0<span title=\"3:20\">fest,<\/span>\u00a0<span title=\"3:21\">May<\/span>\u00a0<span title=\"3:21\">fest,<\/span>\u00a0<span title=\"3:22\">October<\/span>\u00a0<span title=\"3:22\">fest,<\/span>\u00a0<\/span><span data-start=\"00:03:23.544\" data-end=\"00:03:27.804\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:24\">car<\/span>\u00a0<span title=\"3:24\">shows,<\/span>\u00a0<span title=\"3:24\">boat<\/span>\u00a0<span title=\"3:24\">shows,<\/span>\u00a0<span title=\"3:25\">10<\/span>\u00a0<span title=\"3:25\">by<\/span>\u00a0<span title=\"3:26\">10<\/span>\u00a0<span title=\"3:26\">booths,<\/span>\u00a0<span title=\"3:27\">how<\/span>\u00a0<span title=\"3:27\">we<\/span>\u00a0<span title=\"3:27\">got<\/span>\u00a0<span title=\"3:27\">started.<\/span><\/span><br \/><span data-start=\"00:03:28.024\" data-end=\"00:03:32.444\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:28\">Tried<\/span>\u00a0<span title=\"3:29\">to<\/span>\u00a0<span title=\"3:29\">sell<\/span>\u00a0<span title=\"3:29\">them<\/span>\u00a0<span title=\"3:29\">to<\/span>\u00a0<span title=\"3:29\">furniture<\/span>\u00a0<span title=\"3:30\">stores<\/span>\u00a0<span title=\"3:30\">and<\/span>\u00a0<span title=\"3:30\">they<\/span>\u00a0<span title=\"3:30\">laughed<\/span>\u00a0<span title=\"3:30\">at<\/span>\u00a0<span title=\"3:30\">us<\/span>\u00a0<span title=\"3:31\">and<\/span>\u00a0<span title=\"3:31\">told<\/span>\u00a0<span title=\"3:31\">us<\/span>\u00a0<span title=\"3:31\">it<\/span>\u00a0<span title=\"3:31\">was<\/span>\u00a0<span title=\"3:31\">a<\/span>\u00a0<span title=\"3:32\">dumb<\/span>\u00a0<span title=\"3:32\">idea.<\/span><\/span><\/p>\n<p><small>[3:34]<\/small>\u00a0<span data-start=\"00:03:33.684\" data-end=\"00:03:38.944\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:34\">Eventually,<\/span>\u00a0<span title=\"3:35\">at<\/span>\u00a0<span title=\"3:36\">a<\/span>\u00a0<span title=\"3:36\">trade<\/span>\u00a0<span title=\"3:36\">show<\/span>\u00a0<span title=\"3:36\">got<\/span>\u00a0<span title=\"3:36\">discovered<\/span>\u00a0<span title=\"3:37\">by<\/span>\u00a0<span title=\"3:37\">the<\/span>\u00a0<span title=\"3:37\">limited<\/span>\u00a0<span title=\"3:37\">to<\/span>\u00a0<span title=\"3:38\">this<\/span>\u00a0<span title=\"3:38\">is<\/span>\u00a0<span title=\"3:39\">like,<\/span>\u00a0<\/span><span data-start=\"00:03:39.224\" data-end=\"00:03:43.544\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:39\">you<\/span>\u00a0<span title=\"3:39\">would<\/span>\u00a0<span title=\"3:39\">not<\/span>\u00a0<span title=\"3:40\">today<\/span>\u00a0<span title=\"3:40\">as<\/span>\u00a0<span title=\"3:40\">justice<\/span>\u00a0<span title=\"3:41\">like<\/span>\u00a0<span title=\"3:41\">in<\/span>\u00a0<span title=\"3:41\">the<\/span>\u00a0<span title=\"3:41\">malls,<\/span>\u00a0<span title=\"3:42\">like<\/span>\u00a0<span title=\"3:42\">little<\/span>\u00a0<span title=\"3:43\">girls<\/span>\u00a0<span title=\"3:43\">pink<\/span>\u00a0<span title=\"3:43\">and<\/span>\u00a0<\/span><span data-start=\"00:03:43.544\" data-end=\"00:03:46.744\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:44\">purple<\/span>\u00a0<span title=\"3:44\">fuzzy<\/span>\u00a0<span title=\"3:44\">stuff<\/span>\u00a0<span title=\"3:45\">for<\/span>\u00a0<span title=\"3:45\">their<\/span>\u00a0<span title=\"3:45\">bedrooms<\/span>\u00a0<span title=\"3:45\">and,<\/span>\u00a0<span title=\"3:46\">and<\/span>\u00a0<span title=\"3:46\">clothing.<\/span><\/span><br \/><span data-start=\"00:03:46.864\" data-end=\"00:03:50.024\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:47\">Anyway,<\/span>\u00a0<span title=\"3:47\">they<\/span>\u00a0<span title=\"3:47\">ordered<\/span>\u00a0<span title=\"3:47\">12,000<\/span>\u00a0<span title=\"3:48\">little<\/span>\u00a0<span title=\"3:48\">love<\/span>\u00a0<span title=\"3:49\">sacks,<\/span>\u00a0<span title=\"3:49\">not<\/span>\u00a0<span title=\"3:49\">knowing<\/span>\u00a0<span title=\"3:49\">it<\/span>\u00a0<span title=\"3:49\">was<\/span>\u00a0<span title=\"3:50\">me<\/span>\u00a0<span title=\"3:50\">and<\/span>\u00a0<span title=\"3:50\">a<\/span>\u00a0<span title=\"3:50\">buddy<\/span>\u00a0<\/span><span data-start=\"00:03:50.244\" data-end=\"00:03:54.804\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:50\">and<\/span>\u00a0<span title=\"3:50\">like<\/span>\u00a0<span title=\"3:51\">a<\/span>\u00a0<span title=\"3:51\">woodchipper<\/span>\u00a0<span title=\"3:51\">shredding<\/span>\u00a0<span title=\"3:52\">foam<\/span>\u00a0<span title=\"3:53\">in<\/span>\u00a0<span title=\"3:53\">the<\/span>\u00a0<span title=\"3:54\">back<\/span>\u00a0<span title=\"3:54\">of<\/span>\u00a0<span title=\"3:54\">this<\/span>\u00a0<span title=\"3:54\">furniture<\/span>\u00a0<span title=\"3:54\">place.<\/span><\/span><br \/><span data-start=\"00:03:55.204\" data-end=\"00:04:00.224\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"3:55\">And,<\/span>\u00a0<span title=\"3:56\">and<\/span>\u00a0<span title=\"3:56\">that<\/span>\u00a0<span title=\"3:56\">forced<\/span>\u00a0<span title=\"3:57\">us<\/span>\u00a0<span title=\"3:57\">to<\/span>\u00a0<span title=\"3:57\">source<\/span>\u00a0<span title=\"3:58\">over<\/span>\u00a0<span title=\"3:58\">in<\/span>\u00a0<span title=\"3:58\">Asia,<\/span>\u00a0<span title=\"3:59\">which<\/span>\u00a0<span title=\"4:00\">is,<\/span>\u00a0<span title=\"4:00\">you<\/span>\u00a0<span title=\"4:00\">know,<\/span>\u00a0<\/span><span data-start=\"00:04:00.304\" data-end=\"00:04:02.284\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:00\">where<\/span>\u00a0<span title=\"4:01\">I<\/span>\u00a0<span title=\"4:01\">had<\/span>\u00a0<span title=\"4:01\">served<\/span>\u00a0<span title=\"4:02\">my<\/span>\u00a0<span title=\"4:02\">mission.<\/span><\/span><br \/><span data-start=\"00:04:02.444\" data-end=\"00:04:06.604\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:02\">So<\/span>\u00a0<span title=\"4:02\">I<\/span>\u00a0<span title=\"4:03\">speak<\/span>\u00a0<span title=\"4:03\">Mandarin<\/span>\u00a0<span title=\"4:03\">Chinese.<\/span>\u00a0<span title=\"4:04\">There\u2019s<\/span>\u00a0<span title=\"4:04\">a<\/span>\u00a0<span title=\"4:04\">whole<\/span>\u00a0<span title=\"4:04\">story<\/span>\u00a0<span title=\"4:04\">there<\/span>\u00a0<span title=\"4:05\">I<\/span>\u00a0<span title=\"4:05\">won\u2019t<\/span>\u00a0<span title=\"4:05\">get<\/span>\u00a0<span title=\"4:05\">into<\/span>\u00a0<span title=\"4:05\">it<\/span>\u00a0<\/span><span data-start=\"00:04:06.604\" data-end=\"00:04:10.384\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:07\">it<\/span>\u00a0<span title=\"4:07\">was<\/span>\u00a0<span title=\"4:07\">just<\/span>\u00a0<span title=\"4:07\">kind<\/span>\u00a0<span title=\"4:08\">of<\/span>\u00a0<span title=\"4:08\">one<\/span>\u00a0<span title=\"4:08\">thing<\/span>\u00a0<span title=\"4:08\">led<\/span>\u00a0<span title=\"4:08\">to<\/span>\u00a0<span title=\"4:09\">another<\/span>\u00a0<span title=\"4:09\">led<\/span>\u00a0<span title=\"4:09\">to<\/span>\u00a0<span title=\"4:09\">another<\/span>\u00a0<span title=\"4:10\">week<\/span>\u00a0<span title=\"4:10\">we<\/span>\u00a0<span title=\"4:10\">built<\/span>\u00a0<span title=\"4:10\">a<\/span>\u00a0<\/span><span data-start=\"00:04:10.384\" data-end=\"00:04:14.984\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:10\">factory<\/span>\u00a0<span title=\"4:11\">to<\/span>\u00a0<span title=\"4:11\">support<\/span>\u00a0<span title=\"4:11\">that<\/span>\u00a0<span title=\"4:11\">12,000<\/span>\u00a0<span title=\"4:12\">sack<\/span>\u00a0<span title=\"4:12\">order<\/span>\u00a0<span title=\"4:13\">we<\/span>\u00a0<span title=\"4:13\">then<\/span>\u00a0<span title=\"4:14\">went<\/span>\u00a0<span title=\"4:14\">out<\/span>\u00a0<span title=\"4:15\">to<\/span>\u00a0<span title=\"4:15\">the<\/span>\u00a0<span title=\"4:15\">furniture<\/span>\u00a0<\/span><span data-start=\"00:04:14.984\" data-end=\"00:04:17.164\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:15\">stores<\/span>\u00a0<span title=\"4:15\">who<\/span>\u00a0<span title=\"4:16\">again<\/span>\u00a0<span title=\"4:16\">laughed<\/span>\u00a0<span title=\"4:16\">at<\/span>\u00a0<span title=\"4:16\">us<\/span>\u00a0<span title=\"4:17\">didn\u2019t<\/span>\u00a0<span title=\"4:17\">want<\/span>\u00a0<span title=\"4:17\">our<\/span>\u00a0<span title=\"4:17\">$500,000.<\/span><\/span><\/p>\n<p><small>[4:19]<\/small>\u00a0<span data-start=\"00:04:18.504\" data-end=\"00:04:22.764\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:18\">Beanbags<\/span>\u00a0<span title=\"4:19\">having<\/span>\u00a0<span title=\"4:19\">completed<\/span>\u00a0<span title=\"4:20\">that<\/span>\u00a0<span title=\"4:20\">order<\/span>\u00a0<span title=\"4:20\">wanting<\/span>\u00a0<span title=\"4:20\">to<\/span>\u00a0<span title=\"4:21\">keep<\/span>\u00a0<span title=\"4:21\">the<\/span>\u00a0<span title=\"4:21\">factory<\/span>\u00a0<span title=\"4:21\">going<\/span>\u00a0<span title=\"4:22\">so<\/span>\u00a0<span title=\"4:23\">we<\/span>\u00a0<\/span><span data-start=\"00:04:22.764\" data-end=\"00:04:28.404\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:23\">finally<\/span>\u00a0<span title=\"4:23\">opened<\/span>\u00a0<span title=\"4:24\">our<\/span>\u00a0<span title=\"4:24\">own<\/span>\u00a0<span title=\"4:24\">store<\/span>\u00a0<span title=\"4:24\">in<\/span>\u00a0<span title=\"4:25\">a<\/span>\u00a0<span title=\"4:25\">mall<\/span>\u00a0<span title=\"4:26\">that<\/span>\u00a0<span title=\"4:26\">didn\u2019t<\/span>\u00a0<span title=\"4:26\">even<\/span>\u00a0<span title=\"4:26\">want<\/span>\u00a0<span title=\"4:26\">us<\/span>\u00a0<span title=\"4:26\">there<\/span>\u00a0<span title=\"4:27\">but<\/span>\u00a0<span title=\"4:27\">finally<\/span>\u00a0<\/span><span data-start=\"00:04:28.404\" data-end=\"00:04:31.304\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:28\">capitulated<\/span>\u00a0<span title=\"4:29\">let<\/span>\u00a0<span title=\"4:29\">us<\/span>\u00a0<span title=\"4:29\">in<\/span>\u00a0<span title=\"4:29\">because<\/span>\u00a0<span title=\"4:30\">they<\/span>\u00a0<span title=\"4:30\">We<\/span>\u00a0<span title=\"4:30\">had<\/span>\u00a0<span title=\"4:30\">a<\/span>\u00a0<span title=\"4:30\">space<\/span>\u00a0<span title=\"4:30\">to<\/span>\u00a0<span title=\"4:30\">fill<\/span>\u00a0<span title=\"4:30\">for<\/span>\u00a0<span title=\"4:31\">the<\/span>\u00a0<span title=\"4:31\">holiday<\/span>\u00a0<span title=\"4:31\">season,<\/span>\u00a0<\/span><span data-start=\"00:04:31.824\" data-end=\"00:04:34.604\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:32\">in<\/span>\u00a0<span title=\"4:32\">Salt<\/span>\u00a0<span title=\"4:32\">Lake<\/span>\u00a0<span title=\"4:32\">City,<\/span>\u00a0<span title=\"4:33\">Utah,<\/span>\u00a0<span title=\"4:33\">and<\/span>\u00a0<span title=\"4:34\">it<\/span>\u00a0<span title=\"4:34\">just<\/span>\u00a0<span title=\"4:34\">exploded.<\/span><\/span><br \/><span data-start=\"00:04:35.004\" data-end=\"00:04:40.164\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:35\">We<\/span>\u00a0<span title=\"4:35\">did<\/span>\u00a0<span title=\"4:35\">a<\/span>\u00a0<span title=\"4:35\">good<\/span>\u00a0<span title=\"4:36\">job,<\/span>\u00a0<span title=\"4:36\">carpet<\/span>\u00a0<span title=\"4:36\">paint,<\/span>\u00a0<span title=\"4:37\">neon<\/span>\u00a0<span title=\"4:37\">sign,<\/span>\u00a0<span title=\"4:37\">made<\/span>\u00a0<span title=\"4:37\">it<\/span>\u00a0<span title=\"4:38\">look<\/span>\u00a0<span title=\"4:38\">like<\/span>\u00a0<span title=\"4:38\">a<\/span>\u00a0<span title=\"4:38\">proper<\/span>\u00a0<span title=\"4:39\">mall<\/span>\u00a0<\/span><span data-start=\"00:04:40.164\" data-end=\"00:04:47.344\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:40\">chain<\/span>\u00a0<span title=\"4:41\">store<\/span>\u00a0<span title=\"4:41\">selling<\/span>\u00a0<span title=\"4:41\">giant<\/span>\u00a0<span title=\"4:42\">beanbags,<\/span>\u00a0<span title=\"4:43\">and<\/span>\u00a0<span title=\"4:44\">it<\/span>\u00a0<span title=\"4:46\">just<\/span>\u00a0<span title=\"4:46\">took<\/span>\u00a0<span title=\"4:46\">off.<\/span>\u00a0<span title=\"4:47\">Like,<\/span>\u00a0<span title=\"4:47\">it<\/span>\u00a0<span title=\"4:47\">worked.<\/span><\/span><br \/><span data-start=\"00:04:47.544\" data-end=\"00:04:53.324\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:48\">People<\/span>\u00a0<span title=\"4:48\">came<\/span>\u00a0<span title=\"4:48\">in,<\/span>\u00a0<span title=\"4:48\">flopped<\/span>\u00a0<span title=\"4:49\">down,<\/span>\u00a0<span title=\"4:49\">music<\/span>\u00a0<span title=\"4:50\">bumpin\u2019,<\/span>\u00a0<span title=\"4:50\">big<\/span>\u00a0<span title=\"4:51\">screen<\/span>\u00a0<span title=\"4:51\">TV,<\/span>\u00a0<span title=\"4:51\">playin\u2019<\/span>\u00a0<span title=\"4:52\">movies,<\/span>\u00a0<span title=\"4:52\">had<\/span>\u00a0<span title=\"4:53\">a<\/span>\u00a0<span title=\"4:53\">great<\/span>\u00a0<span title=\"4:53\">time.<\/span><\/span><br \/><span data-start=\"00:04:53.724\" data-end=\"00:04:56.424\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:54\">There<\/span>\u00a0<span title=\"4:54\">was<\/span>\u00a0<span title=\"4:54\">a<\/span>\u00a0<span title=\"4:54\">couch<\/span>\u00a0<span title=\"4:54\">in<\/span>\u00a0<span title=\"4:55\">the<\/span>\u00a0<span title=\"4:55\">corner<\/span>\u00a0<span title=\"4:55\">to<\/span>\u00a0<span title=\"4:55\">look<\/span>\u00a0<span title=\"4:55\">pretty,<\/span>\u00a0<span title=\"4:56\">be<\/span>\u00a0<span title=\"4:56\">part<\/span>\u00a0<span title=\"4:56\">of<\/span>\u00a0<span title=\"4:56\">the<\/span>\u00a0<span title=\"4:56\">decor.<\/span><\/span><br \/><span data-start=\"00:04:56.684\" data-end=\"00:05:01.964\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"4:57\">People<\/span>\u00a0<span title=\"4:57\">kept<\/span>\u00a0<span title=\"4:57\">asking<\/span>\u00a0<span title=\"4:57\">about<\/span>\u00a0<span title=\"4:57\">the<\/span>\u00a0<span title=\"4:58\">couch,<\/span>\u00a0<span title=\"4:58\">And<\/span>\u00a0<span title=\"4:59\">that<\/span>\u00a0<span title=\"4:59\">led<\/span>\u00a0<span title=\"4:59\">us<\/span>\u00a0<span title=\"4:59\">to<\/span>\u00a0<span title=\"5:00\">eventually,<\/span>\u00a0<span title=\"5:01\">many<\/span>\u00a0<span title=\"5:01\">stores<\/span>\u00a0<span title=\"5:02\">later,<\/span>\u00a0<\/span><span data-start=\"00:05:02.444\" data-end=\"00:05:07.424\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:02\">many<\/span>\u00a0<span title=\"5:03\">states<\/span>\u00a0<span title=\"5:03\">later,<\/span>\u00a0<span title=\"5:03\">invent<\/span>\u00a0<span title=\"5:04\">Saxionals,<\/span>\u00a0<span title=\"5:05\">which<\/span>\u00a0<span title=\"5:05\">is<\/span>\u00a0<span title=\"5:05\">our<\/span>\u00a0<span title=\"5:05\">modular<\/span>\u00a0<span title=\"5:06\">sofa<\/span>\u00a0<span title=\"5:07\">solution,<\/span>\u00a0<\/span><span data-start=\"00:05:07.564\" data-end=\"00:05:09.964\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:08\">which<\/span>\u00a0<span title=\"5:08\">now<\/span>\u00a0<span title=\"5:08\">drives<\/span>\u00a0<span title=\"5:08\">almost<\/span>\u00a0<span title=\"5:09\">90%<\/span>\u00a0<span title=\"5:09\">of<\/span>\u00a0<span title=\"5:10\">our<\/span>\u00a0<span title=\"5:10\">sales<\/span>\u00a0<span title=\"5:10\">today.<\/span><\/span><br \/><span data-start=\"00:05:10.364\" data-end=\"00:05:13.564\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:10\">So<\/span>\u00a0<span title=\"5:10\">we\u2019re<\/span>\u00a0<span title=\"5:11\">more<\/span>\u00a0<span title=\"5:11\">a<\/span>\u00a0<span title=\"5:11\">couch<\/span>\u00a0<span title=\"5:11\">company<\/span>\u00a0<span title=\"5:12\">by<\/span>\u00a0<span title=\"5:12\">far<\/span>\u00a0<span title=\"5:12\">today<\/span>\u00a0<span title=\"5:12\">than<\/span>\u00a0<span title=\"5:13\">we<\/span>\u00a0<span title=\"5:13\">are<\/span>\u00a0<span title=\"5:13\">a<\/span>\u00a0<span title=\"5:13\">beanbag<\/span>\u00a0<span title=\"5:13\">company.<\/span><\/span><br \/><span data-start=\"00:05:14.244\" data-end=\"00:05:18.664\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:14\">And<\/span>\u00a0<span title=\"5:14\">there<\/span>\u00a0<span title=\"5:15\">was<\/span>\u00a0<span title=\"5:15\">a<\/span>\u00a0<span title=\"5:16\">whole,<\/span>\u00a0<span title=\"5:16\">listen,<\/span>\u00a0<span title=\"5:17\">I\u2019m<\/span>\u00a0<span title=\"5:17\">skipping<\/span>\u00a0<span title=\"5:17\">over<\/span>\u00a0<span title=\"5:17\">decades<\/span>\u00a0<span title=\"5:18\">of<\/span>\u00a0<span title=\"5:18\">time<\/span>\u00a0<span title=\"5:18\">really,<\/span>\u00a0<\/span><span data-start=\"00:05:19.104\" data-end=\"00:05:20.984\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:19\">but<\/span>\u00a0<span title=\"5:19\">there<\/span>\u00a0<span title=\"5:19\">was<\/span>\u00a0<span title=\"5:20\">a<\/span>\u00a0<span title=\"5:20\">whole<\/span>\u00a0<span title=\"5:20\">transition<\/span>\u00a0<span title=\"5:20\">where<\/span>\u00a0<span title=\"5:21\">we\u2026<\/span><\/span><br \/><span data-start=\"00:05:21.402\" data-end=\"00:05:25.022\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:21\">We<\/span>\u00a0<span title=\"5:22\">went<\/span>\u00a0<span title=\"5:22\">through<\/span>\u00a0<span title=\"5:22\">after<\/span>\u00a0<span title=\"5:23\">we<\/span>\u00a0<span title=\"5:23\">invented<\/span>\u00a0<span title=\"5:23\">the<\/span>\u00a0<span title=\"5:23\">sectionals<\/span>\u00a0<span title=\"5:24\">and<\/span>\u00a0<span title=\"5:24\">solved<\/span>\u00a0<span title=\"5:24\">all<\/span>\u00a0<span title=\"5:25\">these<\/span>\u00a0<span title=\"5:25\">problems<\/span>\u00a0<\/span><span data-start=\"00:05:25.022\" data-end=\"00:05:29.282\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:25\">people<\/span>\u00a0<span title=\"5:25\">have<\/span>\u00a0<span title=\"5:25\">with<\/span>\u00a0<span title=\"5:26\">couches<\/span>\u00a0<span title=\"5:26\">not<\/span>\u00a0<span title=\"5:26\">only<\/span>\u00a0<span title=\"5:26\">can<\/span>\u00a0<span title=\"5:27\">you<\/span>\u00a0<span title=\"5:27\">ship<\/span>\u00a0<span title=\"5:27\">it<\/span>\u00a0<span title=\"5:27\">to<\/span>\u00a0<span title=\"5:27\">your<\/span>\u00a0<span title=\"5:28\">house<\/span>\u00a0<span title=\"5:28\">via<\/span>\u00a0<span title=\"5:28\">FedEx<\/span>\u00a0<span title=\"5:28\">which<\/span>\u00a0<\/span><span data-start=\"00:05:29.282\" data-end=\"00:05:30.822\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:29\">was<\/span>\u00a0<span title=\"5:29\">hyper<\/span>\u00a0<span title=\"5:30\">relevant<\/span>\u00a0<span title=\"5:30\">you<\/span>\u00a0<span title=\"5:30\">know<\/span>\u00a0<span title=\"5:31\">for.<\/span><\/span><\/p>\n<p><small>[5:32]<\/small>\u00a0<span data-start=\"00:05:31.782\" data-end=\"00:05:35.322\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:32\">E-commerce<\/span>\u00a0<span title=\"5:32\">and<\/span>\u00a0<span title=\"5:32\">digital<\/span>\u00a0<span title=\"5:33\">marketing<\/span>\u00a0<span title=\"5:33\">obviously<\/span>\u00a0<span title=\"5:34\">but<\/span>\u00a0<span title=\"5:34\">it\u2019s<\/span>\u00a0<span title=\"5:35\">watchable<\/span>\u00a0<span title=\"5:35\">and<\/span>\u00a0<span title=\"5:35\">changeable,<\/span>\u00a0<\/span><span data-start=\"00:05:35.822\" data-end=\"00:05:39.162\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:36\">and<\/span>\u00a0<span title=\"5:36\">movable<\/span>\u00a0<span title=\"5:36\">and<\/span>\u00a0<span title=\"5:37\">it<\/span>\u00a0<span title=\"5:37\">can<\/span>\u00a0<span title=\"5:37\">be<\/span>\u00a0<span title=\"5:37\">with<\/span>\u00a0<span title=\"5:37\">you<\/span>\u00a0<span title=\"5:37\">the<\/span>\u00a0<span title=\"5:37\">rest<\/span>\u00a0<span title=\"5:37\">of<\/span>\u00a0<span title=\"5:38\">your<\/span>\u00a0<span title=\"5:38\">life<\/span>\u00a0<span title=\"5:38\">that<\/span>\u00a0<span title=\"5:38\">that<\/span>\u00a0<span title=\"5:39\">led<\/span>\u00a0<span title=\"5:39\">us<\/span>\u00a0<span title=\"5:39\">to<\/span>\u00a0<\/span><span data-start=\"00:05:39.302\" data-end=\"00:05:40.622\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:39\">a<\/span>\u00a0<span title=\"5:39\">whole<\/span>\u00a0<span title=\"5:40\">design<\/span>\u00a0<span title=\"5:40\">philosophy<\/span>\u00a0<span title=\"5:40\">that<\/span>\u00a0<span title=\"5:41\">now.<\/span><\/span><\/p>\n<p><small>[5:42]<\/small>\u00a0<span data-start=\"00:05:41.542\" data-end=\"00:05:45.862\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:42\">Drives<\/span>\u00a0<span title=\"5:42\">are<\/span>\u00a0<span title=\"5:42\">innovation<\/span>\u00a0<span title=\"5:42\">we<\/span>\u00a0<span title=\"5:43\">think<\/span>\u00a0<span title=\"5:43\">is<\/span>\u00a0<span title=\"5:43\">a<\/span>\u00a0<span title=\"5:43\">really<\/span>\u00a0<span title=\"5:44\">cool<\/span>\u00a0<span title=\"5:44\">secret<\/span>\u00a0<span title=\"5:45\">sauce<\/span>\u00a0<span title=\"5:45\">called<\/span>\u00a0<span title=\"5:45\">design<\/span>\u00a0<span title=\"5:46\">for<\/span>\u00a0<\/span><span data-start=\"00:05:45.862\" data-end=\"00:05:50.862\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:46\">life<\/span>\u00a0<span title=\"5:46\">but.<\/span>\u00a0<span title=\"5:47\">10,<\/span>\u00a0<span title=\"5:48\">20,<\/span>\u00a0<span title=\"5:48\">50,<\/span>\u00a0<span title=\"5:49\">100,<\/span>\u00a0<span title=\"5:49\">250<\/span>\u00a0<span title=\"5:50\">locations<\/span>\u00a0<span title=\"5:50\">now.<\/span><\/span><br \/><span data-start=\"00:05:51.102\" data-end=\"00:05:55.922\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:51\">We<\/span>\u00a0<span title=\"5:51\">came<\/span>\u00a0<span title=\"5:52\">public<\/span>\u00a0<span title=\"5:52\">in<\/span>\u00a0<span title=\"5:53\">2018<\/span>\u00a0<span title=\"5:53\">on<\/span>\u00a0<span title=\"5:54\">about<\/span>\u00a0<span title=\"5:55\">100<\/span>\u00a0<span title=\"5:55\">million<\/span>\u00a0<span title=\"5:55\">in<\/span>\u00a0<span title=\"5:56\">sales.<\/span><\/span><br \/><span data-start=\"00:05:56.402\" data-end=\"00:06:00.602\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"5:56\">Right<\/span>\u00a0<span title=\"5:57\">around<\/span>\u00a0<span title=\"5:57\">the<\/span>\u00a0<span title=\"5:57\">time<\/span>\u00a0<span title=\"5:57\">there<\/span>\u00a0<span title=\"5:57\">was<\/span>\u00a0<span title=\"5:57\">just<\/span>\u00a0<span title=\"5:58\">tons<\/span>\u00a0<span title=\"5:58\">of<\/span>\u00a0<span title=\"5:58\">fervor<\/span>\u00a0<span title=\"5:59\">in<\/span>\u00a0<span title=\"5:59\">this<\/span>\u00a0<span title=\"5:59\">direct<\/span>\u00a0<span title=\"6:00\">consumer<\/span>\u00a0<span title=\"6:00\">movement.<\/span><\/span><br \/><span data-start=\"00:06:00.742\" data-end=\"00:06:04.702\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:01\">We<\/span>\u00a0<span title=\"6:01\">had<\/span>\u00a0<span title=\"6:01\">farted<\/span>\u00a0<span title=\"6:01\">around,<\/span>\u00a0<span title=\"6:02\">we\u2019ll<\/span>\u00a0<span title=\"6:03\">call<\/span>\u00a0<span title=\"6:03\">it<\/span>\u00a0<span title=\"6:03\">as<\/span>\u00a0<span title=\"6:03\">a<\/span>\u00a0<span title=\"6:03\">furniture<\/span>\u00a0<span title=\"6:03\">store,<\/span>\u00a0<span title=\"6:04\">selling<\/span>\u00a0<span title=\"6:04\">rugs<\/span>\u00a0<span title=\"6:04\">and<\/span>\u00a0<span title=\"6:04\">lamps<\/span>\u00a0<\/span><span data-start=\"00:06:04.702\" data-end=\"00:06:07.882\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:05\">and<\/span>\u00a0<span title=\"6:05\">bowls<\/span>\u00a0<span title=\"6:05\">and<\/span>\u00a0<span title=\"6:05\">baskets<\/span>\u00a0<span title=\"6:05\">and<\/span>\u00a0<span title=\"6:06\">all<\/span>\u00a0<span title=\"6:06\">the<\/span>\u00a0<span title=\"6:06\">obvious<\/span>\u00a0<span title=\"6:06\">things<\/span>\u00a0<span title=\"6:07\">along<\/span>\u00a0<span title=\"6:08\">the<\/span>\u00a0<span title=\"6:08\">way.<\/span><\/span><br \/><span data-start=\"00:06:08.002\" data-end=\"00:06:10.822\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:08\">And<\/span>\u00a0<span title=\"6:08\">it<\/span>\u00a0<span title=\"6:08\">was<\/span>\u00a0<span title=\"6:08\">really<\/span>\u00a0<span title=\"6:08\">when<\/span>\u00a0<span title=\"6:09\">we<\/span>\u00a0<span title=\"6:09\">purged<\/span>\u00a0<span title=\"6:09\">all<\/span>\u00a0<span title=\"6:09\">that<\/span>\u00a0<span title=\"6:10\">stuff<\/span>\u00a0<span title=\"6:10\">around<\/span>\u00a0<span title=\"6:10\">2015,<\/span>\u00a0<\/span><span data-start=\"00:06:11.182\" data-end=\"00:06:17.702\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:11\">seeing<\/span>\u00a0<span title=\"6:12\">the<\/span>\u00a0<span title=\"6:13\">Caspers<\/span>\u00a0<span title=\"6:13\">of<\/span>\u00a0<span title=\"6:13\">the<\/span>\u00a0<span title=\"6:13\">world<\/span>\u00a0<span title=\"6:14\">emerge<\/span>\u00a0<span title=\"6:14\">and<\/span>\u00a0<span title=\"6:14\">Warby<\/span>\u00a0<span title=\"6:15\">Parker\u2019s<\/span>\u00a0<span title=\"6:16\">and<\/span>\u00a0<span title=\"6:16\">even<\/span>\u00a0<span title=\"6:16\">Tesla<\/span>\u00a0<span title=\"6:17\">with<\/span>\u00a0<span title=\"6:17\">their<\/span>\u00a0<span title=\"6:17\">showrooms.<\/span><\/span><br \/><span data-start=\"00:06:17.962\" data-end=\"00:06:24.102\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:18\">Could<\/span>\u00a0<span title=\"6:18\">we<\/span>\u00a0<span title=\"6:19\">adopt<\/span>\u00a0<span title=\"6:19\">a<\/span>\u00a0<span title=\"6:19\">more<\/span>\u00a0<span title=\"6:19\">e-commerce-led<\/span>\u00a0<span title=\"6:20\">model<\/span>\u00a0<span title=\"6:21\">with<\/span>\u00a0<span title=\"6:21\">showrooms<\/span>\u00a0<span title=\"6:21\">for<\/span>\u00a0<span title=\"6:22\">people<\/span>\u00a0<span title=\"6:23\">to<\/span>\u00a0<span title=\"6:23\">kick<\/span>\u00a0<span title=\"6:23\">the<\/span>\u00a0<span title=\"6:23\">tires,<\/span>\u00a0<span title=\"6:24\">so<\/span>\u00a0<span title=\"6:24\">to<\/span>\u00a0<span title=\"6:24\">speak?<\/span><\/span><br \/><span data-start=\"00:06:24.922\" data-end=\"00:06:30.942\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:25\">And<\/span>\u00a0<span title=\"6:25\">that<\/span>\u00a0<span title=\"6:26\">transition<\/span>\u00a0<span title=\"6:26\">is<\/span>\u00a0<span title=\"6:27\">really<\/span>\u00a0<span title=\"6:27\">what<\/span>\u00a0<span title=\"6:28\">unlocked<\/span>\u00a0<span title=\"6:29\">the<\/span>\u00a0<span title=\"6:30\">lovesack<\/span>\u00a0<span title=\"6:30\">that<\/span>\u00a0<span title=\"6:30\">you<\/span>\u00a0<span title=\"6:30\">see<\/span>\u00a0<span title=\"6:31\">today<\/span>\u00a0<\/span><span data-start=\"00:06:30.942\" data-end=\"00:06:36.462\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:31\">and<\/span>\u00a0<span title=\"6:31\">where<\/span>\u00a0<span title=\"6:31\">most<\/span>\u00a0<span title=\"6:32\">of<\/span>\u00a0<span title=\"6:32\">our<\/span>\u00a0<span title=\"6:32\">growth<\/span>\u00a0<span title=\"6:32\">has<\/span>\u00a0<span title=\"6:32\">come<\/span>\u00a0<span title=\"6:33\">since<\/span>\u00a0<span title=\"6:34\">about<\/span>\u00a0<span title=\"6:34\">2015,<\/span>\u00a0<span title=\"6:34\">16,<\/span>\u00a0<span title=\"6:35\">when<\/span>\u00a0<span title=\"6:36\">we<\/span>\u00a0<span title=\"6:36\">made<\/span>\u00a0<span title=\"6:36\">that<\/span>\u00a0<\/span><span data-start=\"00:06:36.462\" data-end=\"00:06:38.682\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:36\">pivot,<\/span>\u00a0<span title=\"6:38\">took<\/span>\u00a0<span title=\"6:38\">the<\/span>\u00a0<span title=\"6:38\">company<\/span>\u00a0<span title=\"6:38\">public,<\/span>\u00a0<\/span><span data-start=\"00:06:39.302\" data-end=\"00:06:41.482\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:39\">wrapped<\/span>\u00a0<span title=\"6:40\">around<\/span>\u00a0<span title=\"6:40\">that<\/span>\u00a0<span title=\"6:40\">direct<\/span>\u00a0<span title=\"6:40\">consumer<\/span>\u00a0<span title=\"6:41\">story.<\/span><\/span><br \/><span data-start=\"00:06:41.482\" data-end=\"00:06:45.182\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:41\">So<\/span>\u00a0<span title=\"6:42\">we\u2019re<\/span>\u00a0<span title=\"6:42\">not<\/span>\u00a0<span title=\"6:42\">a<\/span>\u00a0<span title=\"6:42\">digitally<\/span>\u00a0<span title=\"6:43\">native<\/span>\u00a0<span title=\"6:43\">brand<\/span>\u00a0<span title=\"6:43\">originally,<\/span>\u00a0<span title=\"6:44\">we<\/span>\u00a0<span title=\"6:44\">were<\/span>\u00a0<span title=\"6:44\">actually<\/span>\u00a0<span title=\"6:45\">a<\/span>\u00a0<span title=\"6:45\">retailer<\/span>\u00a0<\/span><span data-start=\"00:06:45.182\" data-end=\"00:06:48.222\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:45\">that<\/span>\u00a0<span title=\"6:45\">pivoted<\/span>\u00a0<span title=\"6:46\">and<\/span>\u00a0<span title=\"6:46\">became<\/span>\u00a0<span title=\"6:47\">digitally<\/span>\u00a0<span title=\"6:48\">led.<\/span><\/span><br \/><span data-start=\"00:06:48.542\" data-end=\"00:06:51.102\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:49\">And<\/span>\u00a0<span title=\"6:49\">now<\/span>\u00a0<span title=\"6:49\">we<\/span>\u00a0<span title=\"6:49\">don\u2019t<\/span>\u00a0<span title=\"6:49\">even<\/span>\u00a0<span title=\"6:49\">operate<\/span>\u00a0<span title=\"6:50\">stores<\/span>\u00a0<span title=\"6:50\">in<\/span>\u00a0<span title=\"6:50\">the<\/span>\u00a0<span title=\"6:50\">traditional<\/span>\u00a0<span title=\"6:51\">sense.<\/span><\/span><br \/><span data-start=\"00:06:51.242\" data-end=\"00:06:56.102\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:51\">We<\/span>\u00a0<span title=\"6:51\">don\u2019t,<\/span>\u00a0<span title=\"6:52\">we<\/span>\u00a0<span title=\"6:52\">don\u2019t<\/span>\u00a0<span title=\"6:53\">stock<\/span>\u00a0<span title=\"6:54\">things<\/span>\u00a0<span title=\"6:54\">there.<\/span>\u00a0<span title=\"6:54\">You<\/span>\u00a0<span title=\"6:55\">know,<\/span>\u00a0<span title=\"6:55\">you<\/span>\u00a0<span title=\"6:55\">don\u2019t<\/span>\u00a0<span title=\"6:55\">walk<\/span>\u00a0<span title=\"6:55\">out<\/span>\u00a0<span title=\"6:55\">of<\/span>\u00a0<span title=\"6:55\">there<\/span>\u00a0<span title=\"6:55\">with<\/span>\u00a0<span title=\"6:56\">your<\/span>\u00a0<span title=\"6:56\">product.<\/span><\/span><br \/><span data-start=\"00:06:56.262\" data-end=\"00:07:01.382\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"6:56\">They\u2019re<\/span>\u00a0<span title=\"6:57\">all<\/span>\u00a0<span title=\"6:57\">really<\/span>\u00a0<span title=\"6:57\">online<\/span>\u00a0<span title=\"6:58\">sales<\/span>\u00a0<span title=\"6:58\">and<\/span>\u00a0<span title=\"6:58\">those<\/span>\u00a0<span title=\"6:58\">showrooms<\/span>\u00a0<span title=\"6:59\">are<\/span>\u00a0<span title=\"6:59\">extremely<\/span>\u00a0<span title=\"6:59\">powerful<\/span>\u00a0<span title=\"7:00\">mechanisms<\/span>\u00a0<\/span><span data-start=\"00:07:01.382\" data-end=\"00:07:04.682\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:01\">for<\/span>\u00a0<span title=\"7:02\">helping<\/span>\u00a0<span title=\"7:02\">people<\/span>\u00a0<span title=\"7:02\">make<\/span>\u00a0<span title=\"7:03\">up<\/span>\u00a0<span title=\"7:03\">their<\/span>\u00a0<span title=\"7:03\">mind<\/span>\u00a0<span title=\"7:03\">around<\/span>\u00a0<span title=\"7:04\">a<\/span>\u00a0<span title=\"7:04\">five<\/span>\u00a0<span title=\"7:04\">or<\/span>\u00a0<span title=\"7:04\">10,<\/span>\u00a0<span title=\"7:05\">$15,000.<\/span><\/span><\/p>\n<p><small>[7:06]<\/small>\u00a0<span data-start=\"00:07:05.702\" data-end=\"00:07:09.402\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:06\">Purchase<\/span>\u00a0<span title=\"7:06\">where<\/span>\u00a0<span title=\"7:07\">they<\/span>\u00a0<span title=\"7:08\">want<\/span>\u00a0<span title=\"7:08\">to<\/span>\u00a0<span title=\"7:08\">see<\/span>\u00a0<span title=\"7:08\">the<\/span>\u00a0<span title=\"7:08\">thing<\/span>\u00a0<span title=\"7:08\">and<\/span>\u00a0<span title=\"7:09\">sit<\/span>\u00a0<span title=\"7:09\">on<\/span>\u00a0<span title=\"7:09\">it<\/span>\u00a0<span title=\"7:09\">and,<\/span>\u00a0<\/span><span data-start=\"00:07:09.422\" data-end=\"00:07:13.642\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:09\">and,<\/span>\u00a0<span title=\"7:10\">and<\/span>\u00a0<span title=\"7:10\">see<\/span>\u00a0<span title=\"7:11\">if<\/span>\u00a0<span title=\"7:11\">it\u2019s<\/span>\u00a0<span title=\"7:11\">everything<\/span>\u00a0<span title=\"7:12\">it\u2019s<\/span>\u00a0<span title=\"7:12\">cracked,<\/span>\u00a0<span title=\"7:12\">it\u2019s<\/span>\u00a0<span title=\"7:12\">cracked<\/span>\u00a0<span title=\"7:13\">up<\/span>\u00a0<span title=\"7:13\">to<\/span>\u00a0<span title=\"7:13\">be<\/span>\u00a0<span title=\"7:13\">online.<\/span><\/span><br \/><span data-start=\"00:07:14.102\" data-end=\"00:07:18.882\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:14\">And<\/span>\u00a0<span title=\"7:14\">so<\/span>\u00a0<span title=\"7:15\">we,<\/span>\u00a0<span title=\"7:15\">we,<\/span>\u00a0<span title=\"7:15\">we<\/span>\u00a0<span title=\"7:16\">believe<\/span>\u00a0<span title=\"7:16\">that<\/span>\u00a0<span title=\"7:16\">we<\/span>\u00a0<span title=\"7:17\">really,<\/span>\u00a0<span title=\"7:18\">uh,<\/span>\u00a0<span title=\"7:18\">through<\/span>\u00a0<span title=\"7:18\">that<\/span>\u00a0<span title=\"7:18\">arc.<\/span><\/span><br \/><span data-start=\"00:07:19.122\" data-end=\"00:07:22.402\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:19\">And<\/span>\u00a0<span title=\"7:20\">then<\/span>\u00a0<span title=\"7:20\">by<\/span>\u00a0<span title=\"7:20\">the<\/span>\u00a0<span title=\"7:20\">way,<\/span>\u00a0<span title=\"7:20\">since<\/span>\u00a0<span title=\"7:21\">coming<\/span>\u00a0<span title=\"7:21\">public,<\/span>\u00a0<span title=\"7:21\">I<\/span>\u00a0<span title=\"7:22\">don\u2019t<\/span>\u00a0<span title=\"7:22\">know,<\/span>\u00a0<span title=\"7:22\">six,<\/span>\u00a0<\/span><span data-start=\"00:07:22.562\" data-end=\"00:07:27.242\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:23\">seven<\/span>\u00a0<span title=\"7:23\">X,<\/span>\u00a0<span title=\"7:23\">the<\/span>\u00a0<span title=\"7:23\">company<\/span>\u00a0<span title=\"7:23\">this<\/span>\u00a0<span title=\"7:24\">year,<\/span>\u00a0<span title=\"7:24\">you<\/span>\u00a0<span title=\"7:24\">know,<\/span>\u00a0<span title=\"7:25\">we\u2019ll,<\/span>\u00a0<span title=\"7:25\">we\u2019ll<\/span>\u00a0<span title=\"7:25\">be<\/span>\u00a0<span title=\"7:25\">on<\/span>\u00a0<span title=\"7:26\">a<\/span>\u00a0<span title=\"7:26\">run<\/span>\u00a0<span title=\"7:26\">rate<\/span>\u00a0<span title=\"7:26\">to<\/span>\u00a0<span title=\"7:27\">the<\/span>\u00a0<\/span><span data-start=\"00:07:27.242\" data-end=\"00:07:28.802\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:27\">analysts<\/span>\u00a0<span title=\"7:28\">were<\/span>\u00a0<span title=\"7:28\">a<\/span>\u00a0<span title=\"7:28\">public<\/span>\u00a0<span title=\"7:28\">company.<\/span><\/span><br \/><span data-start=\"00:07:28.922\" data-end=\"00:07:33.122\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:29\">So<\/span>\u00a0<span title=\"7:29\">the<\/span>\u00a0<span title=\"7:29\">analysts<\/span>\u00a0<span title=\"7:30\">show<\/span>\u00a0<span title=\"7:30\">us<\/span>\u00a0<span title=\"7:30\">around,<\/span>\u00a0<span title=\"7:30\">you<\/span>\u00a0<span title=\"7:31\">know,<\/span>\u00a0<span title=\"7:31\">it\u2019s<\/span>\u00a0<span title=\"7:31\">called<\/span>\u00a0<span title=\"7:31\">700<\/span>\u00a0<span title=\"7:31\">plus<\/span>\u00a0<span title=\"7:32\">in<\/span>\u00a0<span title=\"7:32\">revenue<\/span>\u00a0<span title=\"7:32\">and<\/span>\u00a0<\/span><span data-start=\"00:07:33.122\" data-end=\"00:07:36.082\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:33\">profitable,<\/span>\u00a0<span title=\"7:34\">very<\/span>\u00a0<span title=\"7:34\">profitable<\/span>\u00a0<span title=\"7:35\">and<\/span>\u00a0<span title=\"7:35\">cash<\/span>\u00a0<span title=\"7:36\">generative.<\/span><\/span><br \/><span data-start=\"00:07:36.082\" data-end=\"00:07:39.802\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:36\">So<\/span>\u00a0<span title=\"7:36\">we<\/span>\u00a0<span title=\"7:36\">think,<\/span>\u00a0<span title=\"7:37\">you<\/span>\u00a0<span title=\"7:37\">know,<\/span>\u00a0<span title=\"7:37\">the<\/span>\u00a0<span title=\"7:37\">direct<\/span>\u00a0<span title=\"7:37\">consumer<\/span>\u00a0<span title=\"7:38\">game,<\/span>\u00a0<span title=\"7:39\">in<\/span>\u00a0<span title=\"7:39\">a<\/span>\u00a0<span title=\"7:39\">lot<\/span>\u00a0<span title=\"7:39\">of<\/span>\u00a0<span title=\"7:39\">respects,<\/span>\u00a0<\/span><span data-start=\"00:07:39.982\" data-end=\"00:07:44.502\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:40\">Love<\/span>\u00a0<span title=\"7:40\">Sack<\/span>\u00a0<span title=\"7:40\">is<\/span>\u00a0<span title=\"7:41\">one<\/span>\u00a0<span title=\"7:41\">of<\/span>\u00a0<span title=\"7:41\">the<\/span>\u00a0<span title=\"7:41\">unlikely<\/span>\u00a0<span title=\"7:42\">winners<\/span>\u00a0<span title=\"7:43\">of<\/span>\u00a0<span title=\"7:44\">that<\/span>\u00a0<span title=\"7:44\">entire<\/span>\u00a0<span title=\"7:44\">movement.<\/span><\/span><br \/><span data-start=\"00:07:45.542\" data-end=\"00:07:50.842\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:46\">Because<\/span>\u00a0<span title=\"7:46\">I<\/span>\u00a0<span title=\"7:46\">think<\/span>\u00a0<span title=\"7:46\">at<\/span>\u00a0<span title=\"7:47\">that<\/span>\u00a0<span title=\"7:47\">scale,<\/span>\u00a0<span title=\"7:47\">there<\/span>\u00a0<span title=\"7:47\">are<\/span>\u00a0<span title=\"7:47\">very,<\/span>\u00a0<span title=\"7:48\">very<\/span>\u00a0<span title=\"7:48\">few,<\/span>\u00a0<span title=\"7:49\">what<\/span>\u00a0<span title=\"7:50\">I<\/span>\u00a0<span title=\"7:50\">call<\/span>\u00a0<span title=\"7:50\">successful<\/span>\u00a0<\/span><span data-start=\"00:07:50.842\" data-end=\"00:07:52.982\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:51\">direct<\/span>\u00a0<span title=\"7:51\">to<\/span>\u00a0<span title=\"7:51\">consumer<\/span>\u00a0<span title=\"7:52\">brands.<\/span>\u00a0<span title=\"7:52\">And<\/span>\u00a0<span title=\"7:52\">so<\/span>\u00a0<span title=\"7:52\">we\u2019re<\/span>\u00a0<span title=\"7:52\">really<\/span>\u00a0<span title=\"7:52\">proud<\/span>\u00a0<span title=\"7:53\">of<\/span>\u00a0<span title=\"7:53\">that.<\/span><\/span><br \/><span data-start=\"00:07:53.562\" data-end=\"00:07:59.322\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"7:54\">And<\/span>\u00a0<span title=\"7:54\">it\u2019s<\/span>\u00a0<span title=\"7:54\">been<\/span>\u00a0<span title=\"7:54\">a<\/span>\u00a0<span title=\"7:54\">long<\/span>\u00a0<span title=\"7:54\">saga,<\/span>\u00a0<span title=\"7:55\">and<\/span>\u00a0<span title=\"7:55\">we<\/span>\u00a0<span title=\"7:55\">continue<\/span>\u00a0<span title=\"7:56\">to<\/span>\u00a0<span title=\"7:56\">grow<\/span>\u00a0<span title=\"7:57\">and<\/span>\u00a0<span title=\"7:57\">change<\/span>\u00a0<span title=\"7:57\">and<\/span>\u00a0<span title=\"7:57\">adapt<\/span>\u00a0<span title=\"7:58\">and<\/span>\u00a0<span title=\"7:58\">evolve.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[8:01]<\/small>\u00a0<span data-start=\"00:08:00.562\" data-end=\"00:08:03.822\" data-spk=\"0\" data-label=\"Jason\"><span title=\"8:01\">It\u2019s<\/span>\u00a0<span title=\"8:01\">an<\/span>\u00a0<span title=\"8:01\">amazing<\/span>\u00a0<span title=\"8:01\">story.<\/span>\u00a0<span title=\"8:02\">And<\/span>\u00a0<span title=\"8:02\">we<\/span>\u00a0<span title=\"8:02\">definitely<\/span>\u00a0<span title=\"8:02\">want<\/span>\u00a0<span title=\"8:03\">to<\/span>\u00a0<span title=\"8:03\">unpack<\/span>\u00a0<span title=\"8:03\">it.<\/span>\u00a0<span title=\"8:03\">But<\/span>\u00a0<span title=\"8:03\">I<\/span>\u00a0<span title=\"8:03\">want<\/span>\u00a0<span title=\"8:04\">to<\/span>\u00a0<span title=\"8:04\">go<\/span>\u00a0<\/span><span data-start=\"00:08:03.822\" data-end=\"00:08:07.122\" data-spk=\"0\" data-label=\"Jason\"><span title=\"8:04\">all<\/span>\u00a0<span title=\"8:04\">the<\/span>\u00a0<span title=\"8:04\">way<\/span>\u00a0<span title=\"8:04\">back<\/span>\u00a0<span title=\"8:04\">to<\/span>\u00a0<span title=\"8:04\">the<\/span>\u00a0<span title=\"8:05\">beginning<\/span>\u00a0<span title=\"8:05\">for<\/span>\u00a0<span title=\"8:05\">one<\/span>\u00a0<span title=\"8:05\">second.<\/span>\u00a0<span title=\"8:05\">Did<\/span>\u00a0<span title=\"8:06\">that<\/span>\u00a0<span title=\"8:06\">neighbor<\/span>\u00a0<span title=\"8:07\">who<\/span>\u00a0<span title=\"8:07\">helped<\/span>\u00a0<\/span><span data-start=\"00:08:07.122\" data-end=\"00:08:10.342\" data-spk=\"0\" data-label=\"Jason\"><span title=\"8:07\">finish<\/span>\u00a0<span title=\"8:08\">sewing<\/span>\u00a0<span title=\"8:08\">the<\/span>\u00a0<span title=\"8:09\">first<\/span>\u00a0<span title=\"8:09\">prototype<\/span>\u00a0<span title=\"8:10\">get<\/span>\u00a0<span title=\"8:10\">any<\/span>\u00a0<span title=\"8:10\">equity?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[8:13]<\/small>\u00a0<span data-start=\"00:08:12.587\" data-end=\"00:08:14.007\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:13\">No,<\/span>\u00a0<span title=\"8:13\">it<\/span>\u00a0<span title=\"8:14\">was<\/span>\u00a0<span title=\"8:14\">my<\/span>\u00a0<span title=\"8:14\">ex-girlfriend\u2019s,<\/span>\u00a0<\/span><span data-start=\"00:08:16.107\" data-end=\"00:08:21.467\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:16\">mom,<\/span>\u00a0<span title=\"8:17\">so<\/span>\u00a0<span title=\"8:17\">about<\/span>\u00a0<span title=\"8:17\">the<\/span>\u00a0<span title=\"8:17\">time<\/span>\u00a0<span title=\"8:18\">she<\/span>\u00a0<span title=\"8:18\">exited,<\/span>\u00a0<span title=\"8:18\">you<\/span>\u00a0<span title=\"8:18\">know.<\/span>\u00a0<span title=\"8:19\">No,<\/span>\u00a0<span title=\"8:19\">it<\/span>\u00a0<span title=\"8:19\">was<\/span>\u00a0<span title=\"8:20\">just<\/span>\u00a0<span title=\"8:20\">a<\/span>\u00a0<span title=\"8:21\">friendly<\/span>\u00a0<span title=\"8:21\">favor,<\/span>\u00a0<\/span><span data-start=\"00:08:21.707\" data-end=\"00:08:24.727\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:22\">but<\/span>\u00a0<span title=\"8:22\">the<\/span>\u00a0<span title=\"8:22\">truth<\/span>\u00a0<span title=\"8:23\">is<\/span>\u00a0<span title=\"8:23\">a<\/span>\u00a0<span title=\"8:23\">lot<\/span>\u00a0<span title=\"8:23\">of<\/span>\u00a0<span title=\"8:23\">people<\/span>\u00a0<span title=\"8:23\">helped<\/span>\u00a0<span title=\"8:24\">out<\/span>\u00a0<span title=\"8:24\">along<\/span>\u00a0<span title=\"8:24\">the<\/span>\u00a0<span title=\"8:24\">way,<\/span>\u00a0<span title=\"8:24\">and<\/span>\u00a0<span title=\"8:24\">a<\/span>\u00a0<span title=\"8:24\">lot<\/span>\u00a0<span title=\"8:24\">of<\/span>\u00a0<span title=\"8:25\">people<\/span>\u00a0<\/span><span data-start=\"00:08:24.727\" data-end=\"00:08:28.387\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:25\">had<\/span>\u00a0<span title=\"8:25\">equity<\/span>\u00a0<span title=\"8:25\">or<\/span>\u00a0<span title=\"8:25\">have<\/span>\u00a0<span title=\"8:26\">equity<\/span>\u00a0<span title=\"8:26\">in<\/span>\u00a0<span title=\"8:26\">Love<\/span>\u00a0<span title=\"8:26\">Sack<\/span>\u00a0<span title=\"8:27\">from<\/span>\u00a0<span title=\"8:27\">along<\/span>\u00a0<span title=\"8:28\">the<\/span>\u00a0<span title=\"8:28\">way,<\/span>\u00a0<span title=\"8:28\">but<\/span>\u00a0<span title=\"8:28\">look,<\/span>\u00a0<\/span><span data-start=\"00:08:28.427\" data-end=\"00:08:30.307\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:28\">we\u2019ve<\/span>\u00a0<span title=\"8:29\">been<\/span>\u00a0<span title=\"8:29\">through<\/span>\u00a0<span title=\"8:29\">every<\/span>\u00a0<span title=\"8:29\">high,<\/span>\u00a0<span title=\"8:30\">every<\/span>\u00a0<span title=\"8:30\">low.<\/span><\/span><br \/><span data-start=\"00:08:31.067\" data-end=\"00:08:33.567\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:31\">Somewhere<\/span>\u00a0<span title=\"8:31\">in<\/span>\u00a0<span title=\"8:31\">the<\/span>\u00a0<span title=\"8:32\">middle<\/span>\u00a0<span title=\"8:32\">there,<\/span>\u00a0<span title=\"8:32\">I<\/span>\u00a0<span title=\"8:32\">skipped<\/span>\u00a0<span title=\"8:32\">over<\/span>\u00a0<span title=\"8:32\">it<\/span>\u00a0<span title=\"8:33\">just<\/span>\u00a0<span title=\"8:33\">because<\/span>\u00a0<span title=\"8:33\">of<\/span>\u00a0<span title=\"8:33\">brevity.<\/span><\/span><br \/><span data-start=\"00:08:34.407\" data-end=\"00:08:37.667\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:34\">Not<\/span>\u00a0<span title=\"8:35\">only<\/span>\u00a0<span title=\"8:35\">did<\/span>\u00a0<span title=\"8:35\">I<\/span>\u00a0<span title=\"8:35\">win<\/span>\u00a0<span title=\"8:35\">a<\/span>\u00a0<span title=\"8:35\">million<\/span>\u00a0<span title=\"8:36\">dollars<\/span>\u00a0<span title=\"8:36\">on<\/span>\u00a0<span title=\"8:36\">TV<\/span>\u00a0<span title=\"8:37\">with<\/span>\u00a0<span title=\"8:37\">Richard<\/span>\u00a0<span title=\"8:37\">Branson,<\/span><\/span><\/p>\n<h2 id=\"chapter1\" class=\"chapter\">The Journey of Love Sack: From Highs to Lows<\/h2>\n<p><small>[8:38]<\/small>\u00a0<span data-start=\"00:08:37.887\" data-end=\"00:08:42.567\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:38\">his<\/span>\u00a0<span title=\"8:38\">reality<\/span>\u00a0<span title=\"8:38\">TV<\/span>\u00a0<span title=\"8:39\">show<\/span>\u00a0<span title=\"8:39\">on<\/span>\u00a0<span title=\"8:39\">Fox<\/span>\u00a0<span title=\"8:39\">Network<\/span>\u00a0<span title=\"8:40\">back<\/span>\u00a0<span title=\"8:40\">in<\/span>\u00a0<span title=\"8:40\">2005,<\/span>\u00a0<span title=\"8:41\">if<\/span>\u00a0<span title=\"8:41\">you<\/span>\u00a0<span title=\"8:41\">can<\/span>\u00a0<span title=\"8:42\">believe<\/span>\u00a0<span title=\"8:42\">that,<\/span>\u00a0<span title=\"8:42\">the<\/span>\u00a0<span title=\"8:42\">rebel<\/span>\u00a0<span title=\"8:42\">billionaire.<\/span><\/span><br \/><span data-start=\"00:08:43.267\" data-end=\"00:08:47.987\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:43\">But<\/span>\u00a0<span title=\"8:43\">I<\/span>\u00a0<span title=\"8:44\">also<\/span>\u00a0<span title=\"8:44\">guided<\/span>\u00a0<span title=\"8:45\">the<\/span>\u00a0<span title=\"8:45\">company<\/span>\u00a0<span title=\"8:45\">through<\/span>\u00a0<span title=\"8:46\">a<\/span>\u00a0<span title=\"8:46\">complete<\/span>\u00a0<span title=\"8:46\">chapter<\/span>\u00a0<span title=\"8:46\">11<\/span>\u00a0<span title=\"8:47\">reorganization<\/span>\u00a0<span title=\"8:48\">back<\/span>\u00a0<\/span><span data-start=\"00:08:47.987\" data-end=\"00:08:53.347\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:48\">in<\/span>\u00a0<span title=\"8:48\">2006,<\/span>\u00a0<span title=\"8:49\">spearheaded<\/span>\u00a0<span title=\"8:50\">by<\/span>\u00a0<span title=\"8:50\">Venture<\/span>\u00a0<span title=\"8:50\">Capital,<\/span>\u00a0<span title=\"8:51\">which<\/span>\u00a0<span title=\"8:51\">was<\/span>\u00a0<span title=\"8:51\">painful<\/span>\u00a0<span title=\"8:52\">and<\/span>\u00a0<span title=\"8:52\">ugly<\/span>\u00a0<span title=\"8:52\">and<\/span>\u00a0<span title=\"8:52\">embarrassing<\/span>\u00a0<span title=\"8:53\">and<\/span>\u00a0<span title=\"8:53\">humiliating.<\/span><\/span><br \/><span data-start=\"00:08:53.747\" data-end=\"00:08:59.747\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"8:54\">So<\/span>\u00a0<span title=\"8:54\">we\u2019ve<\/span>\u00a0<span title=\"8:54\">been<\/span>\u00a0<span title=\"8:55\">through<\/span>\u00a0<span title=\"8:55\">every<\/span>\u00a0<span title=\"8:56\">kind<\/span>\u00a0<span title=\"8:56\">of<\/span>\u00a0<span title=\"8:57\">thing<\/span>\u00a0<span title=\"8:58\">over<\/span>\u00a0<span title=\"8:58\">these<\/span>\u00a0<span title=\"8:58\">better<\/span>\u00a0<span title=\"8:59\">than<\/span>\u00a0<span title=\"8:59\">two<\/span>\u00a0<span title=\"8:59\">decades.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[9:01]<\/small>\u00a0<span data-start=\"00:09:00.607\" data-end=\"00:09:04.067\" data-spk=\"1\" data-label=\"Scot\"><span title=\"9:01\">Yeah,<\/span>\u00a0<span title=\"9:01\">my<\/span>\u00a0<span title=\"9:01\">deep<\/span>\u00a0<span title=\"9:02\">dive<\/span>\u00a0<span title=\"9:02\">question<\/span>\u00a0<span title=\"9:02\">is,<\/span>\u00a0<span title=\"9:03\">when<\/span>\u00a0<span title=\"9:03\">you<\/span>\u00a0<span title=\"9:03\">rented<\/span>\u00a0<span title=\"9:03\">or<\/span>\u00a0<span title=\"9:03\">bought<\/span>\u00a0<span title=\"9:04\">the<\/span>\u00a0<span title=\"9:04\">wood<\/span>\u00a0<span title=\"9:04\">chipper,<\/span>\u00a0<\/span><span data-start=\"00:09:04.167\" data-end=\"00:09:08.007\" data-spk=\"1\" data-label=\"Scot\"><span title=\"9:04\">did<\/span>\u00a0<span title=\"9:04\">you<\/span>\u00a0<span title=\"9:04\">tell<\/span>\u00a0<span title=\"9:05\">them<\/span>\u00a0<span title=\"9:05\">you\u2019d<\/span>\u00a0<span title=\"9:05\">be<\/span>\u00a0<span title=\"9:05\">throwing<\/span>\u00a0<span title=\"9:05\">foam<\/span>\u00a0<span title=\"9:06\">in<\/span>\u00a0<span title=\"9:06\">there,<\/span>\u00a0<span title=\"9:06\">or<\/span>\u00a0<span title=\"9:06\">did<\/span>\u00a0<span title=\"9:07\">they<\/span>\u00a0<span title=\"9:07\">think<\/span>\u00a0<span title=\"9:07\">you<\/span>\u00a0<span title=\"9:07\">were<\/span>\u00a0<span title=\"9:07\">clearing<\/span>\u00a0<span title=\"9:08\">up<\/span>\u00a0<span title=\"9:08\">a<\/span>\u00a0<span title=\"9:08\">tree?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[9:09]<\/small>\u00a0<span data-start=\"00:09:08.867\" data-end=\"00:09:14.987\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:09\">Oh,<\/span>\u00a0<span title=\"9:09\">that\u2019s<\/span>\u00a0<span title=\"9:10\">so<\/span>\u00a0<span title=\"9:10\">the<\/span>\u00a0<span title=\"9:11\">original<\/span>\u00a0<span title=\"9:11\">story.<\/span>\u00a0<span title=\"9:13\">Yeah,<\/span>\u00a0<span title=\"9:13\">the<\/span>\u00a0<span title=\"9:14\">original<\/span>\u00a0<span title=\"9:14\">woodchipper<\/span>\u00a0<span title=\"9:14\">actually,<\/span>\u00a0<\/span><span data-start=\"00:09:15.627\" data-end=\"00:09:17.727\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:16\">you<\/span>\u00a0<span title=\"9:16\">know,<\/span>\u00a0<span title=\"9:16\">if<\/span>\u00a0<span title=\"9:16\">you\u2019ve<\/span>\u00a0<span title=\"9:16\">ever<\/span>\u00a0<span title=\"9:16\">used<\/span>\u00a0<span title=\"9:16\">one<\/span>\u00a0<span title=\"9:17\">in<\/span>\u00a0<span title=\"9:17\">your<\/span>\u00a0<span title=\"9:17\">backyard<\/span>\u00a0<span title=\"9:17\">or,<\/span>\u00a0<span title=\"9:18\">you<\/span>\u00a0<span title=\"9:18\">know,<\/span>\u00a0<\/span><span data-start=\"00:09:17.747\" data-end=\"00:09:21.127\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:18\">you<\/span>\u00a0<span title=\"9:18\">shove<\/span>\u00a0<span title=\"9:18\">sticks<\/span>\u00a0<span title=\"9:18\">into<\/span>\u00a0<span title=\"9:19\">these<\/span>\u00a0<span title=\"9:19\">things,<\/span>\u00a0<span title=\"9:19\">that\u2019s<\/span>\u00a0<span title=\"9:20\">basically<\/span>\u00a0<span title=\"9:20\">what<\/span>\u00a0<span title=\"9:20\">the<\/span>\u00a0<span title=\"9:20\">original<\/span>\u00a0<span title=\"9:21\">shredder<\/span>\u00a0<span title=\"9:21\">was.<\/span><\/span><br \/><span data-start=\"00:09:21.167\" data-end=\"00:09:23.727\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:21\">And<\/span>\u00a0<span title=\"9:21\">it<\/span>\u00a0<span title=\"9:21\">was<\/span>\u00a0<span title=\"9:22\">in<\/span>\u00a0<span title=\"9:22\">the<\/span>\u00a0<span title=\"9:22\">back<\/span>\u00a0<span title=\"9:22\">room<\/span>\u00a0<span title=\"9:23\">of<\/span>\u00a0<span title=\"9:23\">this<\/span>\u00a0<span title=\"9:23\">furniture<\/span>\u00a0<span title=\"9:23\">factory<\/span>\u00a0<span title=\"9:23\">already.<\/span><\/span><br \/><span data-start=\"00:09:23.727\" data-end=\"00:09:28.327\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:24\">They<\/span>\u00a0<span title=\"9:24\">had<\/span>\u00a0<span title=\"9:24\">used<\/span>\u00a0<span title=\"9:25\">it<\/span>\u00a0<span title=\"9:25\">back<\/span>\u00a0<span title=\"9:26\">in<\/span>\u00a0<span title=\"9:26\">the<\/span>\u00a0<span title=\"9:26\">seventies<\/span>\u00a0<span title=\"9:26\">to<\/span>\u00a0<span title=\"9:27\">shred<\/span>\u00a0<span title=\"9:27\">foam,<\/span>\u00a0<span title=\"9:27\">but<\/span>\u00a0<span title=\"9:28\">it<\/span>\u00a0<span title=\"9:28\">had<\/span>\u00a0<span title=\"9:28\">an<\/span>\u00a0<span title=\"9:28\">electric<\/span>\u00a0<\/span><span data-start=\"00:09:28.327\" data-end=\"00:09:30.187\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:28\">motor,<\/span>\u00a0<span title=\"9:29\">right?<\/span>\u00a0<span title=\"9:29\">Instead<\/span>\u00a0<span title=\"9:29\">of<\/span>\u00a0<span title=\"9:29\">like,<\/span>\u00a0<span title=\"9:30\">okay.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[9:30]<\/small>\u00a0<span data-start=\"00:09:30.307\" data-end=\"00:09:31.947\" data-spk=\"1\" data-label=\"Scot\"><span title=\"9:30\">So<\/span>\u00a0<span title=\"9:30\">it\u2019s<\/span>\u00a0<span title=\"9:31\">okay<\/span>\u00a0<span title=\"9:31\">to<\/span>\u00a0<span title=\"9:31\">be<\/span>\u00a0<span title=\"9:31\">inside<\/span>\u00a0<span title=\"9:32\">here.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[9:32]<\/small>\u00a0<span data-start=\"00:09:32.447\" data-end=\"00:09:35.887\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:32\">Well,<\/span>\u00a0<span title=\"9:33\">yeah,<\/span>\u00a0<span title=\"9:33\">but<\/span>\u00a0<span title=\"9:34\">I<\/span>\u00a0<span title=\"9:34\">had<\/span>\u00a0<span title=\"9:34\">to<\/span>\u00a0<span title=\"9:34\">rehab<\/span>\u00a0<span title=\"9:34\">it<\/span>\u00a0<span title=\"9:34\">because<\/span>\u00a0<span title=\"9:35\">it<\/span>\u00a0<span title=\"9:35\">hadn\u2019t<\/span>\u00a0<span title=\"9:35\">been<\/span>\u00a0<span title=\"9:35\">used<\/span>\u00a0<span title=\"9:35\">in<\/span>\u00a0<span title=\"9:35\">like<\/span>\u00a0<span title=\"9:36\">a<\/span>\u00a0<span title=\"9:36\">decade<\/span>\u00a0<\/span><span data-start=\"00:09:35.887\" data-end=\"00:09:38.627\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:36\">or<\/span>\u00a0<span title=\"9:36\">two<\/span>\u00a0<span title=\"9:36\">because<\/span>\u00a0<span title=\"9:36\">shredded<\/span>\u00a0<span title=\"9:37\">foam<\/span>\u00a0<span title=\"9:37\">had<\/span>\u00a0<span title=\"9:37\">fallen<\/span>\u00a0<span title=\"9:37\">out<\/span>\u00a0<span title=\"9:38\">of<\/span>\u00a0<span title=\"9:38\">favor<\/span>\u00a0<span title=\"9:38\">in<\/span>\u00a0<span title=\"9:38\">furniture.<\/span><\/span><br \/><span data-start=\"00:09:39.827\" data-end=\"00:09:44.107\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:40\">And<\/span>\u00a0<span title=\"9:40\">then<\/span>\u00a0<span title=\"9:40\">later<\/span>\u00a0<span title=\"9:41\">to<\/span>\u00a0<span title=\"9:42\">do<\/span>\u00a0<span title=\"9:42\">that<\/span>\u00a0<span title=\"9:42\">bigger<\/span>\u00a0<span title=\"9:42\">order,<\/span>\u00a0<span title=\"9:42\">we<\/span>\u00a0<span title=\"9:42\">couldn\u2019t<\/span>\u00a0<span title=\"9:43\">afford<\/span>\u00a0<span title=\"9:43\">like<\/span>\u00a0<span title=\"9:43\">a<\/span>\u00a0<span title=\"9:43\">proper<\/span>\u00a0<span title=\"9:44\">German,<\/span>\u00a0<\/span><span data-start=\"00:09:44.827\" data-end=\"00:09:49.087\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:45\">shredder,<\/span>\u00a0<span title=\"9:45\">so<\/span>\u00a0<span title=\"9:46\">we<\/span>\u00a0<span title=\"9:46\">ended<\/span>\u00a0<span title=\"9:46\">up<\/span>\u00a0<span title=\"9:47\">driving<\/span>\u00a0<span title=\"9:48\">out<\/span>\u00a0<span title=\"9:48\">to<\/span>\u00a0<span title=\"9:48\">farm<\/span>\u00a0<span title=\"9:48\">country<\/span>\u00a0<span title=\"9:48\">to<\/span>\u00a0<span title=\"9:48\">find<\/span>\u00a0<span title=\"9:48\">more<\/span>\u00a0<span title=\"9:49\">of<\/span>\u00a0<span title=\"9:49\">those<\/span>\u00a0<span title=\"9:49\">same<\/span>\u00a0<\/span><span data-start=\"00:09:49.087\" data-end=\"00:09:55.567\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:49\">kind<\/span>\u00a0<span title=\"9:49\">of<\/span>\u00a0<span title=\"9:49\">shredders<\/span>\u00a0<span title=\"9:50\">and<\/span>\u00a0<span title=\"9:50\">actually<\/span>\u00a0<span title=\"9:50\">found<\/span>\u00a0<span title=\"9:50\">a<\/span>\u00a0<span title=\"9:50\">hay<\/span>\u00a0<span title=\"9:51\">grinder<\/span>\u00a0<span title=\"9:51\">called<\/span>\u00a0<span title=\"9:51\">a<\/span>\u00a0<span title=\"9:51\">hay<\/span>\u00a0<span title=\"9:52\">buster<\/span>\u00a0<span title=\"9:53\">can<\/span>\u00a0<span title=\"9:53\">shred<\/span>\u00a0<span title=\"9:53\">2000<\/span>\u00a0<span title=\"9:54\">pounds<\/span>\u00a0<span title=\"9:55\">at<\/span>\u00a0<span title=\"9:55\">a<\/span>\u00a0<span title=\"9:55\">whack.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[9:57]<\/small>\u00a0<span data-start=\"00:09:56.687\" data-end=\"00:09:58.087\" data-spk=\"1\" data-label=\"Scot\"><span title=\"9:57\">And<\/span>\u00a0<span title=\"9:57\">that\u2019s<\/span>\u00a0<span title=\"9:58\">a<\/span>\u00a0<span title=\"9:58\">lot<\/span>\u00a0<span title=\"9:58\">of<\/span>\u00a0<span title=\"9:58\">power.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[9:59]<\/small>\u00a0<span data-start=\"00:09:58.687\" data-end=\"00:10:02.847\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"9:59\">Yeah,<\/span>\u00a0<span title=\"9:59\">it\u2019s<\/span>\u00a0<span title=\"9:59\">powered<\/span>\u00a0<span title=\"10:00\">by<\/span>\u00a0<span title=\"10:00\">a<\/span>\u00a0<span title=\"10:00\">tractor.<\/span>\u00a0<span title=\"10:01\">So<\/span>\u00a0<span title=\"10:01\">we,<\/span>\u00a0<span title=\"10:01\">you<\/span>\u00a0<span title=\"10:01\">know,<\/span>\u00a0<span title=\"10:01\">agricultural<\/span>\u00a0<span title=\"10:02\">loan<\/span>\u00a0<span title=\"10:02\">for<\/span>\u00a0<span title=\"10:02\">tractor<\/span>\u00a0<\/span><span data-start=\"00:10:02.847\" data-end=\"00:10:06.547\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:03\">and<\/span>\u00a0<span title=\"10:03\">hay<\/span>\u00a0<span title=\"10:03\">grinder.<\/span>\u00a0<span title=\"10:04\">I<\/span>\u00a0<span title=\"10:04\">mean,<\/span>\u00a0<span title=\"10:05\">crazy,<\/span>\u00a0<span title=\"10:05\">crazy<\/span>\u00a0<span title=\"10:06\">story<\/span>\u00a0<span title=\"10:06\">in<\/span>\u00a0<span title=\"10:06\">the<\/span>\u00a0<span title=\"10:06\">beginning.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[10:07]<\/small>\u00a0<span data-start=\"00:10:07.167\" data-end=\"00:10:09.507\" data-spk=\"1\" data-label=\"Scot\"><span title=\"10:07\">Yeah,<\/span>\u00a0<span title=\"10:08\">as<\/span>\u00a0<span title=\"10:08\">a<\/span>\u00a0<span title=\"10:08\">family,<\/span>\u00a0<span title=\"10:08\">you<\/span>\u00a0<span title=\"10:08\">gotta<\/span>\u00a0<span title=\"10:08\">figure<\/span>\u00a0<span title=\"10:09\">out<\/span>\u00a0<span title=\"10:09\">how<\/span>\u00a0<span title=\"10:09\">to<\/span>\u00a0<span title=\"10:09\">get<\/span>\u00a0<span title=\"10:09\">it<\/span>\u00a0<span title=\"10:09\">done,<\/span>\u00a0<span title=\"10:09\">right?<\/span><\/span><br \/><span data-start=\"00:10:10.390\" data-end=\"00:10:11.310\" data-spk=\"1\" data-label=\"Scot\"><span title=\"10:10\">Whatever<\/span>\u00a0<span title=\"10:11\">it<\/span>\u00a0<span title=\"10:11\">takes.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[10:12]<\/small>\u00a0<span data-start=\"00:10:12.110\" data-end=\"00:10:12.970\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:12\">Whatever<\/span>\u00a0<span title=\"10:12\">it<\/span>\u00a0<span title=\"10:13\">takes.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[10:13]<\/small>\u00a0<span data-start=\"00:10:13.410\" data-end=\"00:10:15.770\" data-spk=\"1\" data-label=\"Scot\"><span title=\"10:13\">I<\/span>\u00a0<span title=\"10:14\">didn\u2019t<\/span>\u00a0<span title=\"10:14\">know<\/span>\u00a0<span title=\"10:14\">the<\/span>\u00a0<span title=\"10:14\">Richard<\/span>\u00a0<span title=\"10:14\">Branson<\/span>\u00a0<span title=\"10:15\">thing,<\/span>\u00a0<span title=\"10:15\">so<\/span>\u00a0<span title=\"10:15\">that<\/span>\u00a0<span title=\"10:15\">was<\/span>\u00a0<span title=\"10:15\">interesting.<\/span><\/span><br \/><span data-start=\"00:10:16.030\" data-end=\"00:10:18.610\" data-spk=\"1\" data-label=\"Scot\"><span title=\"10:16\">Did<\/span>\u00a0<span title=\"10:16\">he<\/span>\u00a0<span title=\"10:16\">like,<\/span>\u00a0<span title=\"10:17\">was<\/span>\u00a0<span title=\"10:17\">he<\/span>\u00a0<span title=\"10:17\">an<\/span>\u00a0<span title=\"10:17\">active<\/span>\u00a0<span title=\"10:17\">investor,<\/span>\u00a0<span title=\"10:18\">or<\/span>\u00a0<span title=\"10:18\">that\u2019s<\/span>\u00a0<span title=\"10:18\">like<\/span>\u00a0<span title=\"10:18\">one<\/span>\u00a0<span title=\"10:18\">of<\/span>\u00a0<span title=\"10:18\">those<\/span>\u00a0<span title=\"10:18\">things<\/span>\u00a0<span title=\"10:18\">where<\/span>\u00a0<\/span><span data-start=\"00:10:18.610\" data-end=\"00:10:21.710\" data-spk=\"1\" data-label=\"Scot\"><span title=\"10:19\">his<\/span>\u00a0<span title=\"10:19\">people<\/span>\u00a0<span title=\"10:19\">kind<\/span>\u00a0<span title=\"10:20\">of<\/span>\u00a0<span title=\"10:20\">take<\/span>\u00a0<span title=\"10:20\">over<\/span>\u00a0<span title=\"10:20\">and<\/span>\u00a0<span title=\"10:20\">you<\/span>\u00a0<span title=\"10:20\">never<\/span>\u00a0<span title=\"10:21\">hear<\/span>\u00a0<span title=\"10:21\">from<\/span>\u00a0<span title=\"10:21\">him<\/span>\u00a0<span title=\"10:22\">again?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[10:22]<\/small>\u00a0<span data-start=\"00:10:22.410\" data-end=\"00:10:25.470\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:22\">No,<\/span>\u00a0<span title=\"10:23\">I<\/span>\u00a0<span title=\"10:23\">mean,<\/span>\u00a0<span title=\"10:23\">it<\/span>\u00a0<span title=\"10:23\">was<\/span>\u00a0<span title=\"10:23\">a<\/span>\u00a0<span title=\"10:23\">weird<\/span>\u00a0<span title=\"10:23\">situation.<\/span>\u00a0<span title=\"10:24\">He<\/span>\u00a0<span title=\"10:24\">had<\/span>\u00a0<span title=\"10:25\">a<\/span>\u00a0<span title=\"10:25\">reality<\/span>\u00a0<span title=\"10:25\">TV<\/span>\u00a0<span title=\"10:25\">show,<\/span>\u00a0<\/span><span data-start=\"00:10:25.550\" data-end=\"00:10:29.770\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:26\">2004-5,<\/span>\u00a0<span title=\"10:26\">The<\/span>\u00a0<span title=\"10:27\">Rebel<\/span>\u00a0<span title=\"10:27\">Billionaire,<\/span>\u00a0<span title=\"10:27\">you<\/span>\u00a0<span title=\"10:27\">know,<\/span>\u00a0<span title=\"10:28\">whatever,<\/span>\u00a0<span title=\"10:29\">16<\/span>\u00a0<span title=\"10:29\">contestants.<\/span><\/span><br \/><span data-start=\"00:10:30.690\" data-end=\"00:10:33.210\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:31\">It<\/span>\u00a0<span title=\"10:31\">was<\/span>\u00a0<span title=\"10:31\">like<\/span>\u00a0<span title=\"10:31\">The<\/span>\u00a0<span title=\"10:31\">Apprentice,<\/span>\u00a0<span title=\"10:32\">but<\/span>\u00a0<span title=\"10:32\">not<\/span>\u00a0<span title=\"10:32\">for<\/span>\u00a0<span title=\"10:32\">apprentices,<\/span>\u00a0<span title=\"10:33\">for<\/span>\u00a0<span title=\"10:33\">entrepreneurs.<\/span><\/span><br \/><span data-start=\"00:10:33.330\" data-end=\"00:10:37.890\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:33\">So<\/span>\u00a0<span title=\"10:33\">my<\/span>\u00a0<span title=\"10:34\">runner-up<\/span>\u00a0<span title=\"10:34\">on<\/span>\u00a0<span title=\"10:35\">the<\/span>\u00a0<span title=\"10:35\">show<\/span>\u00a0<span title=\"10:36\">was<\/span>\u00a0<span title=\"10:36\">Sarah<\/span>\u00a0<span title=\"10:36\">Blakely<\/span>\u00a0<span title=\"10:36\">of<\/span>\u00a0<span title=\"10:37\">Spanx,<\/span>\u00a0<span title=\"10:37\">gives<\/span>\u00a0<span title=\"10:38\">you<\/span>\u00a0<span title=\"10:38\">an<\/span>\u00a0<span title=\"10:38\">idea.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[10:38]<\/small>\u00a0<span data-start=\"00:10:37.910\" data-end=\"00:10:38.930\" data-spk=\"1\" data-label=\"Scot\"><span title=\"10:38\">Oh,<\/span>\u00a0<span title=\"10:38\">okay,<\/span>\u00a0<span title=\"10:38\">cool,<\/span>\u00a0<span title=\"10:39\">neat.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[10:39]<\/small>\u00a0<span data-start=\"00:10:38.930\" data-end=\"00:10:43.450\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:39\">Yeah,<\/span>\u00a0<span title=\"10:40\">yeah,<\/span>\u00a0<span title=\"10:40\">so<\/span>\u00a0<span title=\"10:40\">we<\/span>\u00a0<span title=\"10:41\">became<\/span>\u00a0<span title=\"10:41\">great<\/span>\u00a0<span title=\"10:41\">friends,<\/span>\u00a0<span title=\"10:42\">she<\/span>\u00a0<span title=\"10:42\">and<\/span>\u00a0<span title=\"10:42\">I,<\/span>\u00a0<span title=\"10:43\">Richard<\/span>\u00a0<span title=\"10:43\">and<\/span>\u00a0<span title=\"10:43\">I.<\/span><\/span><br \/><span data-start=\"00:10:43.550\" data-end=\"00:10:48.210\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:44\">I<\/span>\u00a0<span title=\"10:44\">ended<\/span>\u00a0<span title=\"10:44\">up<\/span>\u00a0<span title=\"10:45\">also<\/span>\u00a0<span title=\"10:45\">being<\/span>\u00a0<span title=\"10:45\">named<\/span>\u00a0<span title=\"10:46\">President<\/span>\u00a0<span title=\"10:46\">of<\/span>\u00a0<span title=\"10:46\">Virgin<\/span>\u00a0<span title=\"10:47\">Worldwide<\/span>\u00a0<span title=\"10:47\">for<\/span>\u00a0<span title=\"10:48\">a<\/span>\u00a0<span title=\"10:48\">minute<\/span>\u00a0<span title=\"10:48\">as<\/span>\u00a0<span title=\"10:48\">part<\/span>\u00a0<\/span><span data-start=\"00:10:48.210\" data-end=\"00:10:49.610\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:48\">of<\/span>\u00a0<span title=\"10:48\">the<\/span>\u00a0<span title=\"10:48\">prize,<\/span>\u00a0<span title=\"10:49\">believe<\/span>\u00a0<span title=\"10:49\">it<\/span>\u00a0<span title=\"10:49\">or<\/span>\u00a0<span title=\"10:50\">not.<\/span><\/span><br \/><span data-start=\"00:10:49.710\" data-end=\"00:10:52.710\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:50\">So,<\/span>\u00a0<span title=\"10:50\">worked<\/span>\u00a0<span title=\"10:50\">with<\/span>\u00a0<span title=\"10:51\">Richard,<\/span>\u00a0<span title=\"10:52\">worked<\/span>\u00a0<span title=\"10:52\">with<\/span>\u00a0<span title=\"10:52\">all<\/span>\u00a0<span title=\"10:52\">of<\/span>\u00a0<span title=\"10:52\">his<\/span>\u00a0<span title=\"10:52\">CEOs.<\/span><\/span><br \/><span data-start=\"00:10:53.810\" data-end=\"00:11:00.390\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"10:54\">Totally<\/span>\u00a0<span title=\"10:54\">weird<\/span>\u00a0<span title=\"10:55\">outcome.<\/span>\u00a0<span title=\"10:57\">And,<\/span>\u00a0<span title=\"10:57\">you<\/span>\u00a0<span title=\"10:57\">know,<\/span>\u00a0<span title=\"10:58\">but<\/span>\u00a0<span title=\"10:58\">huge,<\/span>\u00a0<span title=\"10:59\">huge<\/span>\u00a0<span title=\"10:59\">blessing<\/span>\u00a0<span title=\"10:59\">and<\/span>\u00a0<span title=\"11:00\">a<\/span>\u00a0<span title=\"11:00\">huge<\/span>\u00a0<span title=\"11:00\">piece<\/span>\u00a0<span title=\"11:00\">of<\/span>\u00a0<span title=\"11:00\">story.<\/span><\/span><br \/><span data-start=\"00:11:00.610\" data-end=\"00:11:06.190\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"11:01\">And<\/span>\u00a0<span title=\"11:01\">he<\/span>\u00a0<span title=\"11:01\">was<\/span>\u00a0<span title=\"11:02\">involved<\/span>\u00a0<span title=\"11:02\">in<\/span>\u00a0<span title=\"11:02\">sort<\/span>\u00a0<span title=\"11:03\">of<\/span>\u00a0<span title=\"11:03\">our<\/span>\u00a0<span title=\"11:03\">VC<\/span>\u00a0<span title=\"11:03\">round<\/span>\u00a0<span title=\"11:04\">that<\/span>\u00a0<span title=\"11:04\">ensued<\/span>\u00a0<span title=\"11:05\">on<\/span>\u00a0<span title=\"11:06\">the<\/span>\u00a0<span title=\"11:06\">tail<\/span>\u00a0<span title=\"11:06\">of<\/span>\u00a0<span title=\"11:06\">that.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[11:06]<\/small>\u00a0<span data-start=\"00:11:06.190\" data-end=\"00:11:09.770\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:06\">Okay,<\/span>\u00a0<span title=\"11:07\">and<\/span>\u00a0<span title=\"11:07\">then<\/span>\u00a0<span title=\"11:08\">I<\/span>\u00a0<span title=\"11:08\">think<\/span>\u00a0<span title=\"11:08\">I<\/span>\u00a0<span title=\"11:08\">saw<\/span>\u00a0<span title=\"11:09\">that<\/span>\u00a0<span title=\"11:09\">you<\/span>\u00a0<span title=\"11:09\">guys<\/span>\u00a0<span title=\"11:09\">were<\/span>\u00a0<span title=\"11:09\">on<\/span>\u00a0<span title=\"11:09\">Shark<\/span>\u00a0<span title=\"11:10\">Tank,<\/span>\u00a0<\/span><span data-start=\"00:11:09.890\" data-end=\"00:11:13.230\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:10\">right?<\/span>\u00a0<span title=\"11:10\">You<\/span>\u00a0<span title=\"11:10\">were<\/span>\u00a0<span title=\"11:10\">like<\/span>\u00a0<span title=\"11:10\">one<\/span>\u00a0<span title=\"11:11\">of<\/span>\u00a0<span title=\"11:11\">those<\/span>\u00a0<span title=\"11:11\">that<\/span>\u00a0<span title=\"11:11\">you<\/span>\u00a0<span title=\"11:12\">know,<\/span>\u00a0<span title=\"11:12\">kind<\/span>\u00a0<span title=\"11:12\">of<\/span>\u00a0<span title=\"11:12\">one<\/span>\u00a0<span title=\"11:12\">of<\/span>\u00a0<span title=\"11:12\">the<\/span>\u00a0<span title=\"11:12\">big<\/span>\u00a0<span title=\"11:13\">success<\/span>\u00a0<span title=\"11:13\">stories.<\/span><\/span><br \/><span data-start=\"00:11:13.370\" data-end=\"00:11:15.690\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:13\">Was<\/span>\u00a0<span title=\"11:13\">that<\/span>\u00a0<span title=\"11:14\">the<\/span>\u00a0<span title=\"11:14\">OG<\/span>\u00a0<span title=\"11:15\">Shark<\/span>\u00a0<span title=\"11:15\">Tank<\/span>\u00a0<span title=\"11:15\">or?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[11:16]<\/small>\u00a0<span data-start=\"00:11:16.490\" data-end=\"00:11:18.970\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"11:16\">No,<\/span>\u00a0<span title=\"11:17\">we<\/span>\u00a0<span title=\"11:17\">weren\u2019t<\/span>\u00a0<span title=\"11:17\">on<\/span>\u00a0<span title=\"11:17\">Shark<\/span>\u00a0<span title=\"11:17\">Tank.<\/span>\u00a0<span title=\"11:18\">A<\/span>\u00a0<span title=\"11:18\">lot<\/span>\u00a0<span title=\"11:18\">of<\/span>\u00a0<span title=\"11:18\">people<\/span>\u00a0<span title=\"11:18\">thought<\/span>\u00a0<span title=\"11:18\">that.<\/span>\u00a0<span title=\"11:18\">There<\/span>\u00a0<span title=\"11:18\">was<\/span>\u00a0<span title=\"11:19\">a<\/span>\u00a0<span title=\"11:19\">Love<\/span>\u00a0<\/span><span data-start=\"00:11:18.970\" data-end=\"00:11:23.230\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"11:19\">Sack<\/span>\u00a0<span title=\"11:19\">copycat<\/span>\u00a0<span title=\"11:20\">that\u2019s<\/span>\u00a0<span title=\"11:20\">on<\/span>\u00a0<span title=\"11:21\">Shark<\/span>\u00a0<span title=\"11:21\">Tank.<\/span>\u00a0<span title=\"11:22\">Okay,<\/span>\u00a0<span title=\"11:23\">and<\/span>\u00a0<span title=\"11:23\">so<\/span>\u00a0<span title=\"11:23\">they<\/span>\u00a0<span title=\"11:23\">got\u2026<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[11:23]<\/small>\u00a0<span data-start=\"00:11:23.230\" data-end=\"00:11:26.310\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:23\">I<\/span>\u00a0<span title=\"11:23\">was<\/span>\u00a0<span title=\"11:24\">confused<\/span>\u00a0<span title=\"11:24\">because<\/span>\u00a0<span title=\"11:24\">like<\/span>\u00a0<span title=\"11:24\">Google<\/span>\u00a0<span title=\"11:25\">says<\/span>\u00a0<span title=\"11:25\">you<\/span>\u00a0<span title=\"11:25\">were<\/span>\u00a0<span title=\"11:25\">and<\/span>\u00a0<span title=\"11:26\">then<\/span>\u00a0<span title=\"11:26\">I<\/span>\u00a0<span title=\"11:26\">was<\/span>\u00a0<span title=\"11:26\">like,<\/span>\u00a0<\/span><span data-start=\"00:11:26.490\" data-end=\"00:11:27.870\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:26\">but<\/span>\u00a0<span title=\"11:27\">then<\/span>\u00a0<span title=\"11:27\">I<\/span>\u00a0<span title=\"11:27\">couldn\u2019t<\/span>\u00a0<span title=\"11:27\">find<\/span>\u00a0<span title=\"11:27\">the<\/span>\u00a0<span title=\"11:28\">episode.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[11:28]<\/small>\u00a0<span data-start=\"00:11:28.130\" data-end=\"00:11:35.090\" data-spk=\"0\" data-label=\"Jason\"><span title=\"11:28\">There\u2019s<\/span>\u00a0<span title=\"11:28\">a<\/span>\u00a0<span title=\"11:29\">whole<\/span>\u00a0<span title=\"11:29\">TikTok<\/span>\u00a0<span title=\"11:30\">channel<\/span>\u00a0<span title=\"11:30\">dedicated<\/span>\u00a0<span title=\"11:31\">to<\/span>\u00a0<span title=\"11:32\">Love<\/span>\u00a0<span title=\"11:33\">Sack<\/span>\u00a0<span title=\"11:33\">and<\/span>\u00a0<span title=\"11:33\">Shark<\/span>\u00a0<span title=\"11:34\">Tank<\/span>\u00a0<span title=\"11:34\">and<\/span>\u00a0<span title=\"11:34\">it\u2019s<\/span>\u00a0<span title=\"11:35\">super<\/span>\u00a0<span title=\"11:35\">weird.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[11:36]<\/small>\u00a0<span data-start=\"00:11:36.190\" data-end=\"00:11:40.010\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"11:36\">That\u2019s<\/span>\u00a0<span title=\"11:37\">super,<\/span>\u00a0<span title=\"11:38\">yeah,<\/span>\u00a0<span title=\"11:38\">people<\/span>\u00a0<span title=\"11:39\">get<\/span>\u00a0<span title=\"11:40\">confused.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[11:42]<\/small>\u00a0<span data-start=\"00:11:41.970\" data-end=\"00:11:46.370\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:42\">Yeah,<\/span>\u00a0<span title=\"11:43\">yeah,<\/span>\u00a0<span title=\"11:43\">super<\/span>\u00a0<span title=\"11:44\">weird.<\/span>\u00a0<span title=\"11:44\">Yeah.<\/span>\u00a0<span title=\"11:45\">And<\/span>\u00a0<span title=\"11:45\">then<\/span>\u00a0<span title=\"11:46\">when<\/span>\u00a0<span title=\"11:46\">you<\/span>\u00a0<span title=\"11:46\">did<\/span>\u00a0<span title=\"11:46\">your<\/span>\u00a0<span title=\"11:46\">IPO,<\/span>\u00a0<\/span><span data-start=\"00:11:46.510\" data-end=\"00:11:49.930\" data-spk=\"1\" data-label=\"Scot\"><span title=\"11:47\">was<\/span>\u00a0<span title=\"11:47\">it<\/span>\u00a0<span title=\"11:47\">a<\/span>\u00a0<span title=\"11:47\">traditional<\/span>\u00a0<span title=\"11:47\">IPO<\/span>\u00a0<span title=\"11:48\">or<\/span>\u00a0<span title=\"11:48\">did<\/span>\u00a0<span title=\"11:48\">you<\/span>\u00a0<span title=\"11:48\">guys<\/span>\u00a0<span title=\"11:48\">get<\/span>\u00a0<span title=\"11:49\">caught<\/span>\u00a0<span title=\"11:49\">up<\/span>\u00a0<span title=\"11:49\">in<\/span>\u00a0<span title=\"11:49\">the<\/span>\u00a0<span title=\"11:49\">SPAC<\/span>\u00a0<span title=\"11:49\">craziness?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[11:51]<\/small>\u00a0<span data-start=\"00:11:51.030\" data-end=\"00:11:56.650\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"11:51\">No,<\/span>\u00a0<span title=\"11:52\">we<\/span>\u00a0<span title=\"11:52\">did<\/span>\u00a0<span title=\"11:52\">a<\/span>\u00a0<span title=\"11:52\">traditional<\/span>\u00a0<span title=\"11:52\">IPO<\/span>\u00a0<span title=\"11:53\">back<\/span>\u00a0<span title=\"11:54\">in<\/span>\u00a0<span title=\"11:54\">2018<\/span>\u00a0<span title=\"11:54\">and<\/span>\u00a0<span title=\"11:55\">you<\/span>\u00a0<span title=\"11:56\">know,<\/span>\u00a0<span title=\"11:56\">our<\/span>\u00a0<span title=\"11:56\">stock<\/span>\u00a0<span title=\"11:56\">has<\/span>\u00a0<span title=\"11:56\">been<\/span>\u00a0<span title=\"11:56\">really<\/span>\u00a0<\/span><span data-start=\"00:11:56.650\" data-end=\"00:12:00.270\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"11:57\">volatile<\/span>\u00a0<span title=\"11:57\">for<\/span>\u00a0<span title=\"11:58\">lots<\/span>\u00a0<span title=\"11:58\">of<\/span>\u00a0<span title=\"11:58\">different<\/span>\u00a0<span title=\"11:58\">reasons<\/span>\u00a0<span title=\"11:59\">that,<\/span>\u00a0<span title=\"11:59\">you<\/span>\u00a0<span title=\"11:59\">know,<\/span>\u00a0<span title=\"11:59\">COVID<\/span>\u00a0<span title=\"12:00\">was<\/span>\u00a0<span title=\"12:00\">crazy,<\/span>\u00a0<\/span><span data-start=\"00:12:00.290\" data-end=\"00:12:02.910\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"12:00\">but<\/span>\u00a0<span title=\"12:01\">the<\/span>\u00a0<span title=\"12:01\">company<\/span>\u00a0<span title=\"12:01\">performance<\/span>\u00a0<span title=\"12:02\">has<\/span>\u00a0<span title=\"12:02\">been<\/span>\u00a0<span title=\"12:02\">really<\/span>\u00a0<span title=\"12:03\">solid.<\/span><\/span><br \/><span data-start=\"00:12:03.110\" data-end=\"00:12:05.410\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"12:03\">So<\/span>\u00a0<span title=\"12:03\">we\u2019re<\/span>\u00a0<span title=\"12:04\">just<\/span>\u00a0<span title=\"12:04\">trucking.<\/span><\/span><\/p>\n<h2 id=\"chapter2\" class=\"chapter\">Love Sack\u2019s Traditional IPO and Company Performance<\/h2>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[12:06]<\/small>\u00a0<span data-start=\"00:12:06.250\" data-end=\"00:12:09.410\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:06\">He,<\/span>\u00a0<span title=\"12:07\">I<\/span>\u00a0<span title=\"12:07\">think,<\/span>\u00a0<span title=\"12:07\">was<\/span>\u00a0<span title=\"12:07\">at<\/span>\u00a0<span title=\"12:07\">Graham<\/span>\u00a0<span title=\"12:08\">that<\/span>\u00a0<span title=\"12:08\">said<\/span>\u00a0<span title=\"12:08\">in<\/span>\u00a0<span title=\"12:08\">the<\/span>\u00a0<span title=\"12:08\">short-term<\/span>\u00a0<span title=\"12:09\">it\u2019s<\/span>\u00a0<span title=\"12:09\">an<\/span>\u00a0<span title=\"12:09\">emotional<\/span>\u00a0<span title=\"12:09\">machine,<\/span>\u00a0<\/span><span data-start=\"00:12:09.890\" data-end=\"00:12:11.110\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:10\">in<\/span>\u00a0<span title=\"12:10\">the<\/span>\u00a0<span title=\"12:10\">long-term<\/span>\u00a0<span title=\"12:10\">it<\/span>\u00a0<span title=\"12:11\">weighs<\/span>\u00a0<span title=\"12:11\">your<\/span>\u00a0<span title=\"12:11\">financials.<\/span><\/span><br \/><span data-start=\"00:12:11.710\" data-end=\"00:12:14.390\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:12\">So<\/span>\u00a0<span title=\"12:12\">you<\/span>\u00a0<span title=\"12:12\">got<\/span>\u00a0<span title=\"12:12\">to,<\/span>\u00a0<span title=\"12:12\">it\u2019s<\/span>\u00a0<span title=\"12:12\">very<\/span>\u00a0<span title=\"12:13\">hard,<\/span>\u00a0<span title=\"12:13\">you<\/span>\u00a0<span title=\"12:13\">know,<\/span>\u00a0<span title=\"12:13\">I<\/span>\u00a0<span title=\"12:14\">took<\/span>\u00a0<span title=\"12:14\">a<\/span>\u00a0<span title=\"12:14\">company<\/span>\u00a0<span title=\"12:14\">public,<\/span>\u00a0<\/span><span data-start=\"00:12:14.470\" data-end=\"00:12:15.730\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:14\">not<\/span>\u00a0<span title=\"12:15\">to<\/span>\u00a0<span title=\"12:15\">the<\/span>\u00a0<span title=\"12:15\">level<\/span>\u00a0<span title=\"12:15\">you<\/span>\u00a0<span title=\"12:16\">have.<\/span><\/span><br \/><span data-start=\"00:12:16.050\" data-end=\"00:12:18.950\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:16\">And<\/span>\u00a0<span title=\"12:16\">yeah,<\/span>\u00a0<span title=\"12:17\">it<\/span>\u00a0<span title=\"12:17\">is,<\/span>\u00a0<span title=\"12:17\">I<\/span>\u00a0<span title=\"12:17\">was<\/span>\u00a0<span title=\"12:18\">like,<\/span>\u00a0<span title=\"12:18\">I\u2019m<\/span>\u00a0<span title=\"12:18\">not<\/span>\u00a0<span title=\"12:18\">going<\/span>\u00a0<span title=\"12:18\">to<\/span>\u00a0<span title=\"12:18\">look<\/span>\u00a0<span title=\"12:18\">at<\/span>\u00a0<span title=\"12:19\">the<\/span>\u00a0<span title=\"12:19\">stock,<\/span>\u00a0<\/span><span data-start=\"00:12:19.010\" data-end=\"00:12:20.850\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:19\">it\u2019s<\/span>\u00a0<span title=\"12:19\">not<\/span>\u00a0<span title=\"12:19\">going<\/span>\u00a0<span title=\"12:19\">to<\/span>\u00a0<span title=\"12:19\">influence<\/span>\u00a0<span title=\"12:20\">me.<\/span>\u00a0<span title=\"12:20\">And<\/span>\u00a0<span title=\"12:20\">then<\/span>\u00a0<span title=\"12:20\">suddenly<\/span>\u00a0<span title=\"12:20\">everyone\u2019s<\/span>\u00a0<span title=\"12:21\">like,<\/span>\u00a0<\/span><span data-start=\"00:12:20.910\" data-end=\"00:12:22.210\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:21\">are<\/span>\u00a0<span title=\"12:21\">we<\/span>\u00a0<span title=\"12:21\">making<\/span>\u00a0<span title=\"12:21\">the<\/span>\u00a0<span title=\"12:21\">quarter?<\/span>\u00a0<span title=\"12:22\">And<\/span>\u00a0<span title=\"12:22\">it\u2019s<\/span>\u00a0<span title=\"12:22\">like,<\/span>\u00a0<span title=\"12:22\">okay.<\/span><\/span><br \/><span data-start=\"00:12:22.350\" data-end=\"00:12:24.730\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:22\">And<\/span>\u00a0<span title=\"12:22\">then<\/span>\u00a0<span title=\"12:23\">suddenly<\/span>\u00a0<span title=\"12:23\">it\u2019s<\/span>\u00a0<span title=\"12:23\">very<\/span>\u00a0<span title=\"12:23\">hard<\/span>\u00a0<span title=\"12:23\">to<\/span>\u00a0<span title=\"12:24\">get<\/span>\u00a0<span title=\"12:24\">out<\/span>\u00a0<span title=\"12:24\">of<\/span>\u00a0<span title=\"12:24\">that,<\/span>\u00a0<span title=\"12:24\">that<\/span>\u00a0<span title=\"12:24\">short-term<\/span>\u00a0<span title=\"12:25\">mindset.<\/span><\/span><br \/><span data-start=\"00:12:26.570\" data-end=\"00:12:28.410\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:27\">So<\/span>\u00a0<span title=\"12:27\">congrats<\/span>\u00a0<span title=\"12:27\">to<\/span>\u00a0<span title=\"12:27\">you<\/span>\u00a0<span title=\"12:27\">for<\/span>\u00a0<span title=\"12:28\">sticking<\/span>\u00a0<span title=\"12:28\">to<\/span>\u00a0<span title=\"12:28\">it<\/span>\u00a0<span title=\"12:28\">for<\/span>\u00a0<span title=\"12:28\">so<\/span>\u00a0<span title=\"12:28\">long.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[12:29]<\/small>\u00a0<span data-start=\"00:12:29.290\" data-end=\"00:12:34.710\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"12:29\">Yeah,<\/span>\u00a0<span title=\"12:29\">look,<\/span>\u00a0<span title=\"12:30\">I\u2019m<\/span>\u00a0<span title=\"12:30\">actually<\/span>\u00a0<span title=\"12:30\">a<\/span>\u00a0<span title=\"12:30\">big<\/span>\u00a0<span title=\"12:31\">advocate<\/span>\u00a0<span title=\"12:31\">of<\/span>\u00a0<span title=\"12:31\">it,<\/span>\u00a0<span title=\"12:32\">having<\/span>\u00a0<span title=\"12:32\">lived<\/span>\u00a0<span title=\"12:32\">inside<\/span>\u00a0<span title=\"12:32\">of<\/span>\u00a0<span title=\"12:32\">it<\/span>\u00a0<span title=\"12:33\">now<\/span>\u00a0<span title=\"12:33\">for<\/span>\u00a0<span title=\"12:33\">almost<\/span>\u00a0<span title=\"12:34\">six<\/span>\u00a0<span title=\"12:34\">years.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[12:36]<\/small>\u00a0<span data-start=\"00:12:35.710\" data-end=\"00:12:39.050\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:36\">Yeah,<\/span>\u00a0<span title=\"12:36\">the<\/span>\u00a0<span title=\"12:36\">transparency<\/span>\u00a0<span title=\"12:37\">is<\/span>\u00a0<span title=\"12:37\">good,<\/span>\u00a0<span title=\"12:38\">you<\/span>\u00a0<span title=\"12:38\">know,<\/span>\u00a0<span title=\"12:38\">and<\/span>\u00a0<span title=\"12:38\">I<\/span>\u00a0<span title=\"12:38\">like<\/span>\u00a0<span title=\"12:39\">that<\/span>\u00a0<span title=\"12:39\">part<\/span>\u00a0<span title=\"12:39\">of<\/span>\u00a0<span title=\"12:39\">it,<\/span>\u00a0<\/span><span data-start=\"00:12:39.090\" data-end=\"00:12:42.090\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:39\">I<\/span>\u00a0<span title=\"12:39\">think<\/span>\u00a0<span title=\"12:39\">that\u2019s<\/span>\u00a0<span title=\"12:39\">good<\/span>\u00a0<span title=\"12:40\">for,<\/span>\u00a0<span title=\"12:40\">you<\/span>\u00a0<span title=\"12:40\">know,<\/span>\u00a0<span title=\"12:41\">to<\/span>\u00a0<span title=\"12:41\">kind<\/span>\u00a0<span title=\"12:41\">of<\/span>\u00a0<span title=\"12:41\">have<\/span>\u00a0<span title=\"12:41\">to<\/span>\u00a0<span title=\"12:41\">put<\/span>\u00a0<span title=\"12:41\">out<\/span>\u00a0<span title=\"12:42\">everything<\/span>\u00a0<span title=\"12:42\">that<\/span>\u00a0<\/span><span data-start=\"00:12:42.090\" data-end=\"00:12:45.290\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:42\">you\u2019re<\/span>\u00a0<span title=\"12:42\">doing,<\/span>\u00a0<span title=\"12:42\">you<\/span>\u00a0<span title=\"12:43\">know,<\/span>\u00a0<span title=\"12:43\">it\u2019s<\/span>\u00a0<span title=\"12:43\">a,<\/span>\u00a0<span title=\"12:43\">the<\/span>\u00a0<span title=\"12:44\">ultimate,<\/span>\u00a0<span title=\"12:44\">yeah,<\/span>\u00a0<span title=\"12:45\">it\u2019s<\/span>\u00a0<span title=\"12:45\">like,<\/span>\u00a0<\/span><span data-start=\"00:12:45.310\" data-end=\"00:12:47.310\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:45\">yeah,<\/span>\u00a0<span title=\"12:46\">transparency<\/span>\u00a0<span title=\"12:46\">tends<\/span>\u00a0<span title=\"12:47\">to<\/span>\u00a0<span title=\"12:47\">be<\/span>\u00a0<span title=\"12:47\">a<\/span>\u00a0<span title=\"12:47\">good<\/span>\u00a0<span title=\"12:47\">thing.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[12:48]<\/small>\u00a0<span data-start=\"00:12:47.930\" data-end=\"00:12:51.330\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"12:48\">I<\/span>\u00a0<span title=\"12:48\">think<\/span>\u00a0<span title=\"12:48\">it\u2019s<\/span>\u00a0<span title=\"12:48\">the<\/span>\u00a0<span title=\"12:48\">right<\/span>\u00a0<span title=\"12:49\">way<\/span>\u00a0<span title=\"12:49\">for<\/span>\u00a0<span title=\"12:49\">companies<\/span>\u00a0<span title=\"12:49\">to<\/span>\u00a0<span title=\"12:50\">be<\/span>\u00a0<span title=\"12:50\">governed<\/span>\u00a0<span title=\"12:50\">and<\/span>\u00a0<span title=\"12:51\">ran.<\/span><\/span><br \/><span data-start=\"00:12:52.412\" data-end=\"00:12:54.772\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"12:52\">Anyway,<\/span>\u00a0<span title=\"12:53\">we<\/span>\u00a0<span title=\"12:53\">could<\/span>\u00a0<span title=\"12:53\">get<\/span>\u00a0<span title=\"12:54\">into<\/span>\u00a0<span title=\"12:54\">that<\/span>\u00a0<span title=\"12:54\">if<\/span>\u00a0<span title=\"12:54\">you<\/span>\u00a0<span title=\"12:55\">want.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[12:56]<\/small>\u00a0<span data-start=\"00:12:55.512\" data-end=\"00:12:58.372\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:56\">Yeah,<\/span>\u00a0<span title=\"12:56\">I<\/span>\u00a0<span title=\"12:56\">like<\/span>\u00a0<span title=\"12:56\">the,<\/span>\u00a0<span title=\"12:57\">you<\/span>\u00a0<span title=\"12:57\">know,<\/span>\u00a0<span title=\"12:57\">and<\/span>\u00a0<span title=\"12:57\">you<\/span>\u00a0<span title=\"12:57\">talked<\/span>\u00a0<span title=\"12:57\">about<\/span>\u00a0<span title=\"12:58\">all<\/span>\u00a0<span title=\"12:58\">the<\/span>\u00a0<span title=\"12:58\">other,<\/span>\u00a0<\/span><span data-start=\"00:12:58.532\" data-end=\"00:13:02.612\" data-spk=\"1\" data-label=\"Scot\"><span title=\"12:59\">we<\/span>\u00a0<span title=\"12:59\">call<\/span>\u00a0<span title=\"12:59\">them<\/span>\u00a0<span title=\"12:59\">digitally<\/span>\u00a0<span title=\"13:00\">native<\/span>\u00a0<span title=\"13:00\">vertical<\/span>\u00a0<span title=\"13:00\">brands,<\/span>\u00a0<span title=\"13:01\">like<\/span>\u00a0<span title=\"13:01\">the<\/span>\u00a0<span title=\"13:01\">Warby\u2019s<\/span>\u00a0<span title=\"13:01\">and<\/span>\u00a0<span title=\"13:01\">Bonobos<\/span>\u00a0<span title=\"13:02\">and<\/span>\u00a0<span title=\"13:02\">all<\/span>\u00a0<span title=\"13:02\">that.<\/span><\/span><br \/><span data-start=\"00:13:02.752\" data-end=\"00:13:07.872\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:03\">And<\/span>\u00a0<span title=\"13:03\">yeah,<\/span>\u00a0<span title=\"13:04\">a<\/span>\u00a0<span title=\"13:04\">lot<\/span>\u00a0<span title=\"13:04\">of<\/span>\u00a0<span title=\"13:04\">them<\/span>\u00a0<span title=\"13:05\">have<\/span>\u00a0<span title=\"13:05\">not<\/span>\u00a0<span title=\"13:05\">made<\/span>\u00a0<span title=\"13:05\">it<\/span>\u00a0<span title=\"13:05\">past<\/span>\u00a0<span title=\"13:06\">kind<\/span>\u00a0<span title=\"13:06\">of<\/span>\u00a0<span title=\"13:06\">like<\/span>\u00a0<span title=\"13:06\">that<\/span>\u00a0<span title=\"13:07\">hundred<\/span>\u00a0<span title=\"13:07\">million<\/span>\u00a0<span title=\"13:07\">dollar<\/span>\u00a0<span title=\"13:08\">level.<\/span><\/span><br \/><span data-start=\"00:13:07.952\" data-end=\"00:13:11.012\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:08\">And<\/span>\u00a0<span title=\"13:08\">you<\/span>\u00a0<span title=\"13:08\">guys<\/span>\u00a0<span title=\"13:08\">have<\/span>\u00a0<span title=\"13:08\">obviously,<\/span>\u00a0<span title=\"13:09\">you<\/span>\u00a0<span title=\"13:09\">know,<\/span>\u00a0<span title=\"13:09\">six,<\/span>\u00a0<span title=\"13:10\">seven<\/span>\u00a0<span title=\"13:10\">X<\/span>\u00a0<span title=\"13:10\">that,<\/span>\u00a0<span title=\"13:10\">which<\/span>\u00a0<span title=\"13:10\">is<\/span>\u00a0<span title=\"13:10\">awesome.<\/span><\/span><br \/><span data-start=\"00:13:11.592\" data-end=\"00:13:15.812\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:12\">And<\/span>\u00a0<span title=\"13:12\">then,<\/span>\u00a0<span title=\"13:12\">you<\/span>\u00a0<span title=\"13:13\">know,<\/span>\u00a0<span title=\"13:13\">the<\/span>\u00a0<span title=\"13:13\">big<\/span>\u00a0<span title=\"13:13\">knock<\/span>\u00a0<span title=\"13:13\">on<\/span>\u00a0<span title=\"13:13\">Casper<\/span>\u00a0<span title=\"13:14\">for<\/span>\u00a0<span title=\"13:14\">a<\/span>\u00a0<span title=\"13:14\">long<\/span>\u00a0<span title=\"13:14\">time<\/span>\u00a0<span title=\"13:15\">was<\/span>\u00a0<span title=\"13:15\">as<\/span>\u00a0<span title=\"13:15\">we\u2019ve<\/span>\u00a0<span title=\"13:16\">actually<\/span>\u00a0<\/span><span data-start=\"00:13:15.812\" data-end=\"00:13:20.432\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:16\">had<\/span>\u00a0<span title=\"13:16\">this<\/span>\u00a0<span title=\"13:16\">guy,<\/span>\u00a0<span title=\"13:17\">Dan<\/span>\u00a0<span title=\"13:17\">on<\/span>\u00a0<span title=\"13:17\">the<\/span>\u00a0<span title=\"13:17\">show,<\/span>\u00a0<span title=\"13:18\">people<\/span>\u00a0<span title=\"13:18\">were<\/span>\u00a0<span title=\"13:18\">able<\/span>\u00a0<span title=\"13:18\">to<\/span>\u00a0<span title=\"13:19\">pick<\/span>\u00a0<span title=\"13:19\">apart<\/span>\u00a0<span title=\"13:19\">the<\/span>\u00a0<span title=\"13:19\">CAC<\/span>\u00a0<span title=\"13:20\">LTV<\/span>\u00a0<span title=\"13:20\">and<\/span>\u00a0<\/span><span data-start=\"00:13:20.432\" data-end=\"00:13:23.432\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:20\">they<\/span>\u00a0<span title=\"13:21\">found<\/span>\u00a0<span title=\"13:21\">the<\/span>\u00a0<span title=\"13:21\">average<\/span>\u00a0<span title=\"13:22\">selling<\/span>\u00a0<span title=\"13:23\">price<\/span>\u00a0<span title=\"13:23\">was<\/span>\u00a0<span title=\"13:23\">like,<\/span>\u00a0<\/span><span data-start=\"00:13:24.072\" data-end=\"00:13:27.712\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:24\">Jason<\/span>\u00a0<span title=\"13:24\">will<\/span>\u00a0<span title=\"13:24\">know<\/span>\u00a0<span title=\"13:25\">these<\/span>\u00a0<span title=\"13:25\">numbers,<\/span>\u00a0<span title=\"13:25\">but<\/span>\u00a0<span title=\"13:25\">it<\/span>\u00a0<span title=\"13:25\">was<\/span>\u00a0<span title=\"13:25\">like<\/span>\u00a0<span title=\"13:25\">350<\/span>\u00a0<span title=\"13:26\">and<\/span>\u00a0<span title=\"13:26\">their<\/span>\u00a0<span title=\"13:26\">cost<\/span>\u00a0<span title=\"13:26\">to<\/span>\u00a0<span title=\"13:27\">acquire<\/span>\u00a0<span title=\"13:27\">a<\/span>\u00a0<span title=\"13:27\">customer<\/span>\u00a0<span title=\"13:27\">was<\/span>\u00a0<span title=\"13:27\">400.<\/span><\/span><br \/><span data-start=\"00:13:28.532\" data-end=\"00:13:30.932\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:29\">And<\/span>\u00a0<span title=\"13:29\">they<\/span>\u00a0<span title=\"13:29\">were<\/span>\u00a0<span title=\"13:29\">like,<\/span>\u00a0<span title=\"13:29\">you<\/span>\u00a0<span title=\"13:29\">know,<\/span>\u00a0<span title=\"13:30\">that<\/span>\u00a0<span title=\"13:30\">obviously<\/span>\u00a0<span title=\"13:30\">wasn\u2019t<\/span>\u00a0<span title=\"13:31\">sustainable.<\/span><\/span><br \/><span data-start=\"00:13:31.192\" data-end=\"00:13:34.672\" data-spk=\"1\" data-label=\"Scot\"><span title=\"13:31\">So<\/span>\u00a0<span title=\"13:31\">it\u2019s<\/span>\u00a0<span title=\"13:32\">pretty<\/span>\u00a0<span title=\"13:32\">neat<\/span>\u00a0<span title=\"13:32\">that<\/span>\u00a0<span title=\"13:33\">you<\/span>\u00a0<span title=\"13:33\">guys<\/span>\u00a0<span title=\"13:33\">have<\/span>\u00a0<span title=\"13:33\">figured<\/span>\u00a0<span title=\"13:34\">that<\/span>\u00a0<span title=\"13:34\">out.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[13:36]<\/small>\u00a0<span data-start=\"00:13:35.712\" data-end=\"00:13:40.912\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"13:36\">Yeah.<\/span>\u00a0<span title=\"13:36\">I<\/span>\u00a0<span title=\"13:36\">mean,<\/span>\u00a0<span title=\"13:36\">that\u2019s<\/span>\u00a0<span title=\"13:36\">at<\/span>\u00a0<span title=\"13:37\">the<\/span>\u00a0<span title=\"13:37\">root<\/span>\u00a0<span title=\"13:37\">of<\/span>\u00a0<span title=\"13:38\">why<\/span>\u00a0<span title=\"13:38\">obviously<\/span>\u00a0<span title=\"13:39\">we\u2019ve<\/span>\u00a0<span title=\"13:39\">had<\/span>\u00a0<span title=\"13:39\">some<\/span>\u00a0<span title=\"13:39\">sustained<\/span>\u00a0<span title=\"13:40\">success.<\/span><\/span><br \/><span data-start=\"00:13:41.252\" data-end=\"00:13:47.192\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"13:41\">And<\/span>\u00a0<span title=\"13:41\">I<\/span>\u00a0<span title=\"13:42\">think<\/span>\u00a0<span title=\"13:42\">it\u2019s<\/span>\u00a0<span title=\"13:42\">also<\/span>\u00a0<span title=\"13:42\">at<\/span>\u00a0<span title=\"13:43\">the<\/span>\u00a0<span title=\"13:43\">root<\/span>\u00a0<span title=\"13:43\">of<\/span>\u00a0<span title=\"13:43\">why<\/span>\u00a0<span title=\"13:43\">there<\/span>\u00a0<span title=\"13:45\">are<\/span>\u00a0<span title=\"13:45\">almost<\/span>\u00a0<span title=\"13:45\">no<\/span>\u00a0<span title=\"13:46\">other<\/span>\u00a0<span title=\"13:46\">direct<\/span>\u00a0<span title=\"13:47\">consumer<\/span>\u00a0<\/span><span data-start=\"00:13:47.192\" data-end=\"00:13:49.992\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"13:47\">brands<\/span>\u00a0<span title=\"13:48\">making<\/span>\u00a0<span title=\"13:48\">any<\/span>\u00a0<span title=\"13:48\">money.<\/span>\u00a0<span title=\"13:48\">End<\/span>\u00a0<span title=\"13:49\">of<\/span>\u00a0<span title=\"13:49\">story,<\/span>\u00a0<span title=\"13:49\">full<\/span>\u00a0<span title=\"13:50\">stop.<\/span><\/span><br \/><span data-start=\"00:13:51.772\" data-end=\"00:13:55.952\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"13:52\">And<\/span>\u00a0<span title=\"13:52\">it\u2019s<\/span>\u00a0<span title=\"13:53\">pretty<\/span>\u00a0<span title=\"13:53\">fascinating<\/span>\u00a0<span title=\"13:53\">to<\/span>\u00a0<span title=\"13:54\">watch<\/span>\u00a0<span title=\"13:54\">the<\/span>\u00a0<span title=\"13:54\">whole<\/span>\u00a0<span title=\"13:54\">thing<\/span>\u00a0<span title=\"13:56\">unfold,<\/span>\u00a0<\/span><span data-start=\"00:13:56.232\" data-end=\"00:14:00.172\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"13:56\">because<\/span>\u00a0<span title=\"13:56\">it<\/span>\u00a0<span title=\"13:58\">really<\/span>\u00a0<span title=\"13:58\">has<\/span>\u00a0<span title=\"13:58\">been<\/span>\u00a0<span title=\"13:59\">a<\/span>\u00a0<span title=\"13:59\">movement<\/span>\u00a0<span title=\"13:59\">for<\/span>\u00a0<span title=\"13:59\">almost<\/span>\u00a0<span title=\"14:00\">a<\/span>\u00a0<span title=\"14:00\">decade.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[14:01]<\/small>\u00a0<span data-start=\"00:14:01.212\" data-end=\"00:14:04.412\" data-spk=\"1\" data-label=\"Scot\"><span title=\"14:01\">Yeah,<\/span>\u00a0<span title=\"14:01\">and<\/span>\u00a0<span title=\"14:02\">I<\/span>\u00a0<span title=\"14:02\">don\u2019t<\/span>\u00a0<span title=\"14:02\">want<\/span>\u00a0<span title=\"14:02\">to<\/span>\u00a0<span title=\"14:02\">dig<\/span>\u00a0<span title=\"14:02\">into<\/span>\u00a0<span title=\"14:02\">the<\/span>\u00a0<span title=\"14:03\">information<\/span>\u00a0<span title=\"14:03\">you<\/span>\u00a0<span title=\"14:03\">don\u2019t<\/span>\u00a0<span title=\"14:04\">divulge<\/span>\u00a0<span title=\"14:04\">publicly,<\/span>\u00a0<\/span><span data-start=\"00:14:04.612\" data-end=\"00:14:10.932\" data-spk=\"1\" data-label=\"Scot\"><span title=\"14:05\">so<\/span>\u00a0<span title=\"14:05\">this<\/span>\u00a0<span title=\"14:05\">is<\/span>\u00a0<span title=\"14:05\">not<\/span>\u00a0<span title=\"14:05\">a<\/span>\u00a0<span title=\"14:05\">trap<\/span>\u00a0<span title=\"14:06\">or<\/span>\u00a0<span title=\"14:06\">anything<\/span>\u00a0<span title=\"14:06\">but<\/span>\u00a0<span title=\"14:06\">is<\/span>\u00a0<span title=\"14:07\">it<\/span>\u00a0<span title=\"14:07\">because<\/span>\u00a0<span title=\"14:08\">the<\/span>\u00a0<span title=\"14:09\">selection<\/span>\u00a0<span title=\"14:10\">or<\/span>\u00a0<span title=\"14:10\">your<\/span>\u00a0<span title=\"14:10\">products,<\/span>\u00a0<\/span><span data-start=\"00:14:11.132\" data-end=\"00:14:13.952\" data-spk=\"1\" data-label=\"Scot\"><span title=\"14:11\">you\u2019ve<\/span>\u00a0<span title=\"14:12\">kind<\/span>\u00a0<span title=\"14:12\">of<\/span>\u00a0<span title=\"14:12\">cracked<\/span>\u00a0<span title=\"14:12\">the<\/span>\u00a0<span title=\"14:12\">code<\/span>\u00a0<span title=\"14:13\">on<\/span>\u00a0<span title=\"14:13\">Kakao<\/span>\u00a0<span title=\"14:13\">TV,<\/span>\u00a0<span title=\"14:13\">like<\/span>\u00a0<span title=\"14:14\">what<\/span>\u00a0<span title=\"14:14\">do<\/span>\u00a0<span title=\"14:14\">you,<\/span>\u00a0<\/span><span data-start=\"00:14:14.132\" data-end=\"00:14:17.472\" data-spk=\"1\" data-label=\"Scot\"><span title=\"14:14\">and<\/span>\u00a0<span title=\"14:14\">I<\/span>\u00a0<span title=\"14:14\">don\u2019t<\/span>\u00a0<span title=\"14:14\">want<\/span>\u00a0<span title=\"14:15\">to<\/span>\u00a0<span title=\"14:15\">know<\/span>\u00a0<span title=\"14:15\">any<\/span>\u00a0<span title=\"14:15\">methods<\/span>\u00a0<span title=\"14:15\">or<\/span>\u00a0<span title=\"14:15\">anything.<\/span>\u00a0<span title=\"14:16\">and<\/span>\u00a0<span title=\"14:16\">what<\/span>\u00a0<span title=\"14:16\">do<\/span>\u00a0<span title=\"14:17\">you<\/span>\u00a0<span title=\"14:17\">attribute<\/span>\u00a0<span title=\"14:17\">it<\/span>\u00a0<span title=\"14:17\">to?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[14:18]<\/small>\u00a0<span data-start=\"00:14:18.192\" data-end=\"00:14:23.952\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:18\">Look,<\/span>\u00a0<span title=\"14:19\">I<\/span>\u00a0<span title=\"14:19\">think,<\/span>\u00a0<span title=\"14:19\">let\u2019s<\/span>\u00a0<span title=\"14:19\">start<\/span>\u00a0<span title=\"14:20\">at<\/span>\u00a0<span title=\"14:20\">the<\/span>\u00a0<span title=\"14:20\">root.<\/span>\u00a0<span title=\"14:21\">I<\/span>\u00a0<span title=\"14:22\">think<\/span>\u00a0<span title=\"14:22\">that<\/span>\u00a0<span title=\"14:22\">many<\/span>\u00a0<span title=\"14:23\">companies,<\/span>\u00a0<\/span><span data-start=\"00:14:24.692\" data-end=\"00:14:32.612\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:25\">product<\/span>\u00a0<span title=\"14:25\">companies,<\/span>\u00a0<span title=\"14:26\">let\u2019s<\/span>\u00a0<span title=\"14:26\">start<\/span>\u00a0<span title=\"14:26\">there,<\/span>\u00a0<span title=\"14:28\">overlook<\/span>\u00a0<span title=\"14:29\">the<\/span>\u00a0<span title=\"14:29\">fact<\/span>\u00a0<span title=\"14:29\">that<\/span>\u00a0<span title=\"14:30\">you<\/span>\u00a0<span title=\"14:30\">need<\/span>\u00a0<span title=\"14:30\">a<\/span>\u00a0<span title=\"14:31\">really<\/span>\u00a0<span title=\"14:31\">good<\/span>\u00a0<span title=\"14:32\">product.<\/span><\/span><br \/><span data-start=\"00:14:33.252\" data-end=\"00:14:37.892\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:33\">I<\/span>\u00a0<span title=\"14:33\">think<\/span>\u00a0<span title=\"14:34\">they<\/span>\u00a0<span title=\"14:34\">pick<\/span>\u00a0<span title=\"14:34\">a<\/span>\u00a0<span title=\"14:34\">category<\/span>\u00a0<span title=\"14:35\">and<\/span>\u00a0<span title=\"14:35\">they<\/span>\u00a0<span title=\"14:35\">say,<\/span>\u00a0<span title=\"14:36\">oh,<\/span>\u00a0<span title=\"14:36\">it<\/span>\u00a0<span title=\"14:36\">could<\/span>\u00a0<span title=\"14:36\">be<\/span>\u00a0<span title=\"14:37\">a<\/span>\u00a0<span title=\"14:37\">direct<\/span>\u00a0<span title=\"14:37\">consumer<\/span>\u00a0<span title=\"14:38\">brand.<\/span><\/span><br \/><span data-start=\"00:14:38.872\" data-end=\"00:14:43.312\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:39\">And<\/span>\u00a0<span title=\"14:39\">the<\/span>\u00a0<span title=\"14:39\">truth<\/span>\u00a0<span title=\"14:39\">is,<\/span>\u00a0<span title=\"14:40\">what<\/span>\u00a0<span title=\"14:40\">does<\/span>\u00a0<span title=\"14:40\">that<\/span>\u00a0<span title=\"14:40\">even<\/span>\u00a0<span title=\"14:40\">mean?<\/span>\u00a0<span title=\"14:41\">Do<\/span>\u00a0<span title=\"14:41\">you<\/span>\u00a0<span title=\"14:42\">mean,<\/span>\u00a0<span title=\"14:42\">because<\/span>\u00a0<span title=\"14:42\">here\u2019s<\/span>\u00a0<span title=\"14:43\">the<\/span>\u00a0<span title=\"14:43\">funny<\/span>\u00a0<span title=\"14:43\">thing.<\/span><\/span><br \/><span data-start=\"00:14:43.312\" data-end=\"00:14:47.732\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:43\">When<\/span>\u00a0<span title=\"14:44\">I<\/span>\u00a0<span title=\"14:44\">hear<\/span>\u00a0<span title=\"14:44\">analysts<\/span>\u00a0<span title=\"14:45\">and<\/span>\u00a0<span title=\"14:46\">industry<\/span>\u00a0<span title=\"14:46\">people<\/span>\u00a0<span title=\"14:47\">talk<\/span>\u00a0<span title=\"14:47\">about<\/span>\u00a0<span title=\"14:47\">direct<\/span>\u00a0<span title=\"14:47\">consumer,<\/span>\u00a0<\/span><span data-start=\"00:14:48.332\" data-end=\"00:14:54.532\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:48\">it<\/span>\u00a0<span title=\"14:49\">has<\/span>\u00a0<span title=\"14:49\">become<\/span>\u00a0<span title=\"14:49\">synonymous<\/span>\u00a0<span title=\"14:50\">over<\/span>\u00a0<span title=\"14:51\">the<\/span>\u00a0<span title=\"14:51\">last<\/span>\u00a0<span title=\"14:51\">decade<\/span>\u00a0<span title=\"14:52\">as<\/span>\u00a0<span title=\"14:52\">it\u2019s<\/span>\u00a0<span title=\"14:52\">unfolded<\/span>\u00a0<span title=\"14:53\">today<\/span>\u00a0<span title=\"14:53\">with<\/span>\u00a0<span title=\"14:55\">e-comm.<\/span><\/span><br \/><span data-start=\"00:14:55.452\" data-end=\"00:15:01.692\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"14:55\">Oh,<\/span>\u00a0<span title=\"14:56\">you<\/span>\u00a0<span title=\"14:56\">mean<\/span>\u00a0<span title=\"14:56\">you\u2019re<\/span>\u00a0<span title=\"14:57\">an<\/span>\u00a0<span title=\"14:57\">e-comm<\/span>\u00a0<span title=\"14:58\">company<\/span>\u00a0<span title=\"14:58\">and<\/span>\u00a0<span title=\"14:59\">in<\/span>\u00a0<span title=\"15:00\">many<\/span>\u00a0<span title=\"15:01\">cases<\/span>\u00a0<span title=\"15:01\">you<\/span>\u00a0<span title=\"15:01\">do<\/span>\u00a0<span title=\"15:01\">half<\/span>\u00a0<span title=\"15:02\">of<\/span>\u00a0<span title=\"15:02\">your<\/span>\u00a0<\/span><span data-start=\"00:15:01.832\" data-end=\"00:15:02.632\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:02\">sales<\/span>\u00a0<span title=\"15:02\">through<\/span>\u00a0<span title=\"15:02\">wholesale.<\/span><\/span><br \/><span data-start=\"00:15:03.972\" data-end=\"00:15:08.332\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:04\">So<\/span>\u00a0<span title=\"15:04\">what<\/span>\u00a0<span title=\"15:05\">does<\/span>\u00a0<span title=\"15:05\">it<\/span>\u00a0<span title=\"15:05\">even<\/span>\u00a0<span title=\"15:05\">mean?<\/span>\u00a0<span title=\"15:06\">I<\/span>\u00a0<span title=\"15:07\">mean,<\/span>\u00a0<span title=\"15:07\">if<\/span>\u00a0<span title=\"15:07\">you<\/span>\u00a0<span title=\"15:07\">want<\/span>\u00a0<span title=\"15:07\">to<\/span>\u00a0<span title=\"15:07\">talk<\/span>\u00a0<span title=\"15:07\">about<\/span>\u00a0<span title=\"15:08\">a<\/span>\u00a0<span title=\"15:08\">direct<\/span>\u00a0<span title=\"15:08\">consumer<\/span>\u00a0<\/span><span data-start=\"00:15:08.332\" data-end=\"00:15:10.472\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:08\">brand,<\/span>\u00a0<span title=\"15:09\">LoveSack<\/span>\u00a0<span title=\"15:09\">may<\/span>\u00a0<span title=\"15:09\">be<\/span>\u00a0<span title=\"15:10\">the<\/span>\u00a0<span title=\"15:10\">most<\/span>\u00a0<span title=\"15:10\">direct.<\/span><\/span><br \/><span data-start=\"00:15:10.992\" data-end=\"00:15:15.792\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:11\">We<\/span>\u00a0<span title=\"15:11\">don\u2019t<\/span>\u00a0<span title=\"15:11\">have<\/span>\u00a0<span title=\"15:12\">any<\/span>\u00a0<span title=\"15:12\">wholesale.<\/span>\u00a0<span title=\"15:12\">I\u2019m<\/span>\u00a0<span title=\"15:13\">talking<\/span>\u00a0<span title=\"15:13\">zero,<\/span>\u00a0<span title=\"15:14\">and<\/span>\u00a0<span title=\"15:15\">we<\/span>\u00a0<span title=\"15:15\">only<\/span>\u00a0<span title=\"15:15\">sell<\/span>\u00a0<span title=\"15:15\">through<\/span>\u00a0<span title=\"15:16\">our<\/span>\u00a0<\/span><span data-start=\"00:15:15.792\" data-end=\"00:15:17.992\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:16\">own<\/span>\u00a0<span title=\"15:16\">channels,<\/span>\u00a0<span title=\"15:16\">whether<\/span>\u00a0<span title=\"15:17\">it\u2019s<\/span>\u00a0<span title=\"15:17\">our<\/span>\u00a0<span title=\"15:17\">website<\/span>\u00a0<span title=\"15:17\">or<\/span>\u00a0<span title=\"15:17\">our<\/span>\u00a0<span title=\"15:18\">showrooms.<\/span><\/span><br \/><span data-start=\"00:15:18.872\" data-end=\"00:15:21.892\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:19\">And<\/span>\u00a0<span title=\"15:19\">we<\/span>\u00a0<span title=\"15:19\">have<\/span>\u00a0<span title=\"15:19\">these<\/span>\u00a0<span title=\"15:19\">partnerships,<\/span>\u00a0<span title=\"15:20\">for<\/span>\u00a0<span title=\"15:20\">instance,<\/span>\u00a0<span title=\"15:20\">where<\/span>\u00a0<span title=\"15:20\">we<\/span>\u00a0<span title=\"15:20\">operate<\/span>\u00a0<span title=\"15:21\">our<\/span>\u00a0<span title=\"15:21\">own<\/span>\u00a0<span title=\"15:21\">showrooms<\/span>\u00a0<\/span><span data-start=\"00:15:21.892\" data-end=\"00:15:24.332\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:22\">inside<\/span>\u00a0<span title=\"15:22\">of<\/span>\u00a0<span title=\"15:22\">a<\/span>\u00a0<span title=\"15:22\">Best<\/span>\u00a0<span title=\"15:23\">Buy<\/span>\u00a0<span title=\"15:23\">or<\/span>\u00a0<span title=\"15:23\">a<\/span>\u00a0<span title=\"15:24\">Costco.<\/span><\/span><\/p>\n<p><small>[15:26]<\/small>\u00a0<span data-start=\"00:15:25.692\" data-end=\"00:15:27.832\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:26\">But<\/span>\u00a0<span title=\"15:26\">you<\/span>\u00a0<span title=\"15:26\">know,<\/span>\u00a0<span title=\"15:26\">so<\/span>\u00a0<span title=\"15:26\">this<\/span>\u00a0<span title=\"15:27\">whole<\/span>\u00a0<span title=\"15:27\">phrase<\/span>\u00a0<span title=\"15:28\">even,<\/span>\u00a0<span title=\"15:28\">direct-to-consumer,<\/span>\u00a0<\/span><span data-start=\"00:15:28.472\" data-end=\"00:15:29.892\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:28\">I<\/span>\u00a0<span title=\"15:29\">think<\/span>\u00a0<span title=\"15:29\">is<\/span>\u00a0<span title=\"15:29\">really<\/span>\u00a0<span title=\"15:29\">kind<\/span>\u00a0<span title=\"15:30\">of<\/span>\u00a0<span title=\"15:30\">silly.<\/span><\/span><br \/><span data-start=\"00:15:30.952\" data-end=\"00:15:36.252\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:31\">You<\/span>\u00a0<span title=\"15:31\">mean<\/span>\u00a0<span title=\"15:31\">you\u2019re<\/span>\u00a0<span title=\"15:31\">a<\/span>\u00a0<span title=\"15:32\">company<\/span>\u00a0<span title=\"15:32\">that<\/span>\u00a0<span title=\"15:32\">sells<\/span>\u00a0<span title=\"15:32\">stuff<\/span>\u00a0<span title=\"15:33\">online<\/span>\u00a0<span title=\"15:34\">and<\/span>\u00a0<span title=\"15:35\">maybe<\/span>\u00a0<span title=\"15:35\">in<\/span>\u00a0<span title=\"15:35\">showrooms<\/span>\u00a0<span title=\"15:35\">and<\/span>\u00a0<span title=\"15:36\">maybe<\/span>\u00a0<span title=\"15:36\">in<\/span>\u00a0<span title=\"15:36\">wholesale?<\/span><\/span><br \/><span data-start=\"00:15:36.852\" data-end=\"00:15:39.552\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:37\">So<\/span>\u00a0<span title=\"15:37\">you\u2019re<\/span>\u00a0<span title=\"15:38\">a<\/span>\u00a0<span title=\"15:38\">company<\/span>\u00a0<span title=\"15:38\">that<\/span>\u00a0<span title=\"15:38\">sells<\/span>\u00a0<span title=\"15:38\">stuff.<\/span>\u00a0<span title=\"15:39\">So<\/span>\u00a0<span title=\"15:39\">let\u2019s<\/span>\u00a0<span title=\"15:39\">start<\/span>\u00a0<span title=\"15:39\">with<\/span>\u00a0<span title=\"15:39\">stuff.<\/span><\/span><br \/><span data-start=\"00:15:40.152\" data-end=\"00:15:43.592\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:40\">And<\/span>\u00a0<span title=\"15:41\">you<\/span>\u00a0<span title=\"15:41\">have<\/span>\u00a0<span title=\"15:41\">to<\/span>\u00a0<span title=\"15:41\">make,<\/span>\u00a0<span title=\"15:42\">I<\/span>\u00a0<span title=\"15:42\">think,<\/span>\u00a0<span title=\"15:42\">if<\/span>\u00a0<span title=\"15:42\">you<\/span>\u00a0<span title=\"15:42\">want<\/span>\u00a0<span title=\"15:42\">to<\/span>\u00a0<span title=\"15:43\">be<\/span>\u00a0<span title=\"15:43\">successful<\/span>\u00a0<span title=\"15:43\">in<\/span>\u00a0<span title=\"15:43\">the<\/span>\u00a0<span title=\"15:43\">world,<\/span>\u00a0<\/span><span data-start=\"00:15:43.732\" data-end=\"00:15:45.892\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:44\">it\u2019s<\/span>\u00a0<span title=\"15:44\">not<\/span>\u00a0<span title=\"15:44\">a<\/span>\u00a0<span title=\"15:44\">new<\/span>\u00a0<span title=\"15:44\">concept.<\/span>\u00a0<span title=\"15:45\">You<\/span>\u00a0<span title=\"15:45\">have<\/span>\u00a0<span title=\"15:45\">to<\/span>\u00a0<span title=\"15:45\">have\u2026<\/span><\/span><br \/><span data-start=\"00:15:46.874\" data-end=\"00:15:51.834\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:47\">A<\/span>\u00a0<span title=\"15:47\">great<\/span>\u00a0<span title=\"15:47\">product<\/span>\u00a0<span title=\"15:48\">or<\/span>\u00a0<span title=\"15:48\">or<\/span>\u00a0<span title=\"15:49\">you<\/span>\u00a0<span title=\"15:49\">have<\/span>\u00a0<span title=\"15:49\">to<\/span>\u00a0<span title=\"15:49\">have<\/span>\u00a0<span title=\"15:49\">some<\/span>\u00a0<span title=\"15:49\">other<\/span>\u00a0<span title=\"15:49\">really.<\/span>\u00a0<span title=\"15:51\">Hiller<\/span>\u00a0<span title=\"15:51\">efficiency<\/span><\/span><\/p>\n<h2 id=\"chapter3\" class=\"chapter\">The Importance of Having a Differentiated Product<\/h2>\n<p><small>[15:52]<\/small>\u00a0<span data-start=\"00:15:51.834\" data-end=\"00:15:56.834\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:52\">and<\/span>\u00a0<span title=\"15:52\">i<\/span>\u00a0<span title=\"15:52\">think<\/span>\u00a0<span title=\"15:52\">what<\/span>\u00a0<span title=\"15:52\">most<\/span>\u00a0<span title=\"15:53\">have<\/span>\u00a0<span title=\"15:53\">discovered<\/span>\u00a0<span title=\"15:54\">it<\/span>\u00a0<span title=\"15:54\">was<\/span>\u00a0<span title=\"15:54\">a<\/span>\u00a0<span title=\"15:54\">list<\/span>\u00a0<span title=\"15:54\">again<\/span>\u00a0<span title=\"15:55\">over<\/span>\u00a0<span title=\"15:55\">this<\/span>\u00a0<span title=\"15:56\">long<\/span>\u00a0<span title=\"15:56\">decade<\/span>\u00a0<\/span><span data-start=\"00:15:56.834\" data-end=\"00:16:04.094\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"15:57\">of<\/span>\u00a0<span title=\"15:57\">direction<\/span>\u00a0<span title=\"15:57\">sumer<\/span>\u00a0<span title=\"15:58\">evolution<\/span>\u00a0<span title=\"15:59\">is<\/span>\u00a0<span title=\"16:00\">that<\/span>\u00a0<span title=\"16:01\">without<\/span>\u00a0<span title=\"16:02\">a<\/span>\u00a0<span title=\"16:02\">really<\/span>\u00a0<span title=\"16:03\">differentiated<\/span>\u00a0<span title=\"16:04\">product.<\/span><\/span><br \/><span data-start=\"00:16:05.054\" data-end=\"00:16:10.194\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:05\">You\u2019re<\/span>\u00a0<span title=\"16:05\">just<\/span>\u00a0<span title=\"16:05\">another<\/span>\u00a0<span title=\"16:06\">company<\/span>\u00a0<span title=\"16:06\">with<\/span>\u00a0<span title=\"16:07\">a<\/span>\u00a0<span title=\"16:07\">clever<\/span>\u00a0<span title=\"16:07\">name<\/span>\u00a0<span title=\"16:08\">lots<\/span>\u00a0<span title=\"16:08\">of<\/span>\u00a0<span title=\"16:09\">funding<\/span>\u00a0<span title=\"16:09\">and<\/span>\u00a0<span title=\"16:10\">if<\/span>\u00a0<span title=\"16:10\">you<\/span>\u00a0<span title=\"16:10\">throw<\/span>\u00a0<\/span><span data-start=\"00:16:10.194\" data-end=\"00:16:12.434\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:10\">lots<\/span>\u00a0<span title=\"16:10\">of<\/span>\u00a0<span title=\"16:11\">money<\/span>\u00a0<span title=\"16:11\">at<\/span>\u00a0<span title=\"16:11\">anything<\/span>\u00a0<span title=\"16:12\">it\u2019s<\/span>\u00a0<span title=\"16:12\">gonna<\/span>\u00a0<span title=\"16:12\">grow.<\/span><\/span><br \/><span data-start=\"00:16:13.414\" data-end=\"00:16:19.274\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:13\">But<\/span>\u00a0<span title=\"16:14\">you<\/span>\u00a0<span title=\"16:14\">need<\/span>\u00a0<span title=\"16:14\">to<\/span>\u00a0<span title=\"16:14\">be<\/span>\u00a0<span title=\"16:14\">differentiated.<\/span>\u00a0<span title=\"16:15\">So<\/span>\u00a0<span title=\"16:15\">Love<\/span>\u00a0<span title=\"16:15\">Sack,<\/span>\u00a0<span title=\"16:15\">you<\/span>\u00a0<span title=\"16:16\">know,<\/span>\u00a0<span title=\"16:16\">start<\/span>\u00a0<span title=\"16:17\">with<\/span>\u00a0<span title=\"16:18\">the<\/span>\u00a0<span title=\"16:18\">giant<\/span>\u00a0<span title=\"16:18\">beanbags.<\/span><\/span><br \/><span data-start=\"00:16:19.474\" data-end=\"00:16:22.814\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:19\">They<\/span>\u00a0<span title=\"16:20\">were<\/span>\u00a0<span title=\"16:20\">unique,<\/span>\u00a0<span title=\"16:20\">especially<\/span>\u00a0<span title=\"16:21\">in<\/span>\u00a0<span title=\"16:21\">their<\/span>\u00a0<span title=\"16:21\">day.<\/span>\u00a0<span title=\"16:21\">There\u2019s<\/span>\u00a0<span title=\"16:21\">tons<\/span>\u00a0<span title=\"16:22\">of<\/span>\u00a0<span title=\"16:22\">copycats<\/span>\u00a0<span title=\"16:22\">out<\/span>\u00a0<span title=\"16:22\">there<\/span>\u00a0<span title=\"16:23\">now.<\/span><\/span><\/p>\n<p><small>[16:24]<\/small>\u00a0<span data-start=\"00:16:23.994\" data-end=\"00:16:30.654\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:24\">Sactionals<\/span>\u00a0<span title=\"16:24\">are<\/span>\u00a0<span title=\"16:25\">extremely<\/span>\u00a0<span title=\"16:26\">unique.<\/span>\u00a0<span title=\"16:26\">The<\/span>\u00a0<span title=\"16:26\">problem<\/span>\u00a0<span title=\"16:27\">is<\/span>\u00a0<span title=\"16:27\">they<\/span>\u00a0<span title=\"16:28\">photograph<\/span>\u00a0<span title=\"16:28\">just<\/span>\u00a0<span title=\"16:29\">like<\/span>\u00a0<span title=\"16:29\">any<\/span>\u00a0<span title=\"16:29\">other<\/span>\u00a0<span title=\"16:29\">sectional<\/span>\u00a0<span title=\"16:30\">sofa.<\/span><\/span><br \/><span data-start=\"00:16:30.834\" data-end=\"00:16:33.394\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:31\">Like<\/span>\u00a0<span title=\"16:31\">if<\/span>\u00a0<span title=\"16:31\">you<\/span>\u00a0<span title=\"16:31\">took<\/span>\u00a0<span title=\"16:32\">an<\/span>\u00a0<span title=\"16:32\">image<\/span>\u00a0<span title=\"16:32\">of<\/span>\u00a0<span title=\"16:32\">Sactionals<\/span>\u00a0<span title=\"16:33\">and<\/span>\u00a0<span title=\"16:33\">an<\/span>\u00a0<span title=\"16:33\">image<\/span>\u00a0<span title=\"16:33\">of<\/span>\u00a0<span title=\"16:33\">one<\/span>\u00a0<span title=\"16:33\">of,<\/span>\u00a0<\/span><span data-start=\"00:16:33.494\" data-end=\"00:16:37.614\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:33\">you<\/span>\u00a0<span title=\"16:34\">know,<\/span>\u00a0<span title=\"16:34\">out<\/span>\u00a0<span title=\"16:34\">of<\/span>\u00a0<span title=\"16:34\">any<\/span>\u00a0<span title=\"16:34\">competitor<\/span>\u00a0<span title=\"16:35\">that<\/span>\u00a0<span title=\"16:35\">sells<\/span>\u00a0<span title=\"16:35\">couches,<\/span>\u00a0<span title=\"16:36\">ours<\/span>\u00a0<span title=\"16:36\">looks<\/span>\u00a0<span title=\"16:37\">a<\/span>\u00a0<span title=\"16:37\">lot<\/span>\u00a0<span title=\"16:37\">like<\/span>\u00a0<span title=\"16:37\">theirs.<\/span><\/span><br \/><span data-start=\"00:16:38.494\" data-end=\"00:16:43.534\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:38\">But<\/span>\u00a0<span title=\"16:39\">the<\/span>\u00a0<span title=\"16:39\">difference,<\/span>\u00a0<span title=\"16:40\">the<\/span>\u00a0<span title=\"16:40\">differences<\/span>\u00a0<span title=\"16:41\">are<\/span>\u00a0<span title=\"16:41\">myriad<\/span>\u00a0<span title=\"16:41\">in<\/span>\u00a0<span title=\"16:41\">terms<\/span>\u00a0<span title=\"16:42\">of<\/span>\u00a0<span title=\"16:42\">their<\/span>\u00a0<span title=\"16:43\">washability,<\/span>\u00a0<\/span><span data-start=\"00:16:43.694\" data-end=\"00:16:48.274\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:44\">changeability,<\/span>\u00a0<span title=\"16:44\">quality,<\/span>\u00a0<span title=\"16:45\">and<\/span>\u00a0<span title=\"16:46\">modularity,<\/span>\u00a0<span title=\"16:47\">and<\/span>\u00a0<span title=\"16:47\">many<\/span>\u00a0<span title=\"16:48\">of<\/span>\u00a0<span title=\"16:48\">those<\/span>\u00a0<span title=\"16:48\">aspects,<\/span>\u00a0<\/span><span data-start=\"00:16:48.434\" data-end=\"00:16:50.654\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:48\">especially<\/span>\u00a0<span title=\"16:49\">on<\/span>\u00a0<span title=\"16:49\">the<\/span>\u00a0<span title=\"16:49\">modular<\/span>\u00a0<span title=\"16:49\">side,<\/span>\u00a0<span title=\"16:49\">are<\/span>\u00a0<span title=\"16:49\">patented<\/span>\u00a0<span title=\"16:50\">at<\/span>\u00a0<span title=\"16:50\">LoveSac.<\/span><\/span><br \/><span data-start=\"00:16:50.814\" data-end=\"00:16:56.714\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:51\">And<\/span>\u00a0<span title=\"16:51\">so<\/span>\u00a0<span title=\"16:51\">once<\/span>\u00a0<span title=\"16:52\">you<\/span>\u00a0<span title=\"16:52\">dig<\/span>\u00a0<span title=\"16:52\">into<\/span>\u00a0<span title=\"16:52\">it,<\/span>\u00a0<span title=\"16:52\">you<\/span>\u00a0<span title=\"16:52\">find<\/span>\u00a0<span title=\"16:53\">that<\/span>\u00a0<span title=\"16:54\">that\u2019s<\/span>\u00a0<span title=\"16:54\">the<\/span>\u00a0<span title=\"16:55\">number<\/span>\u00a0<span title=\"16:55\">one<\/span>\u00a0<span title=\"16:56\">driving<\/span>\u00a0<span title=\"16:56\">factor,<\/span>\u00a0<\/span><span data-start=\"00:16:57.174\" data-end=\"00:17:01.914\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"16:57\">is<\/span>\u00a0<span title=\"16:58\">we<\/span>\u00a0<span title=\"16:58\">have<\/span>\u00a0<span title=\"16:58\">a<\/span>\u00a0<span title=\"16:58\">product<\/span>\u00a0<span title=\"16:58\">that\u2019s<\/span>\u00a0<span title=\"16:59\">truly<\/span>\u00a0<span title=\"16:59\">differentiated,<\/span>\u00a0<span title=\"17:00\">truly<\/span>\u00a0<span title=\"17:00\">gives<\/span>\u00a0<span title=\"17:01\">more<\/span>\u00a0<span title=\"17:01\">value<\/span>\u00a0<span title=\"17:02\">to<\/span>\u00a0<\/span><span data-start=\"00:17:01.914\" data-end=\"00:17:05.594\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:02\">the<\/span>\u00a0<span title=\"17:02\">customer,<\/span>\u00a0<span title=\"17:03\">and<\/span>\u00a0<span title=\"17:04\">therefore,<\/span>\u00a0<span title=\"17:04\">we<\/span>\u00a0<span title=\"17:04\">can<\/span>\u00a0<span title=\"17:04\">extract<\/span>\u00a0<span title=\"17:05\">more<\/span>\u00a0<span title=\"17:05\">from<\/span>\u00a0<span title=\"17:05\">the<\/span>\u00a0<span title=\"17:05\">market.<\/span><\/span><br \/><span data-start=\"00:17:05.774\" data-end=\"00:17:10.654\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:06\">It\u2019s<\/span>\u00a0<span title=\"17:06\">really<\/span>\u00a0<span title=\"17:06\">that<\/span>\u00a0<span title=\"17:07\">simple,<\/span>\u00a0<span title=\"17:08\">right?<\/span>\u00a0<span title=\"17:08\">And<\/span>\u00a0<span title=\"17:08\">that\u2019s<\/span>\u00a0<span title=\"17:09\">at<\/span>\u00a0<span title=\"17:09\">the<\/span>\u00a0<span title=\"17:09\">root<\/span>\u00a0<span title=\"17:09\">of<\/span>\u00a0<span title=\"17:10\">why<\/span>\u00a0<span title=\"17:10\">our<\/span>\u00a0<span title=\"17:10\">CLV<\/span>\u00a0<span title=\"17:10\">to<\/span>\u00a0<span title=\"17:10\">CAC<\/span>\u00a0<\/span><span data-start=\"00:17:10.654\" data-end=\"00:17:14.914\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:11\">ratio<\/span>\u00a0<span title=\"17:11\">it<\/span>\u00a0<span title=\"17:11\">was<\/span>\u00a0<span title=\"17:11\">so<\/span>\u00a0<span title=\"17:11\">high<\/span>\u00a0<span title=\"17:12\">and<\/span>\u00a0<span title=\"17:13\">sustainable<\/span>\u00a0<span title=\"17:14\">and<\/span>\u00a0<span title=\"17:14\">cash-generative<\/span>\u00a0<span title=\"17:15\">and<\/span>\u00a0<span title=\"17:15\">profitable.<\/span><\/span><br \/><span data-start=\"00:17:15.714\" data-end=\"00:17:18.674\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:16\">And<\/span>\u00a0<span title=\"17:16\">then<\/span>\u00a0<span title=\"17:16\">we<\/span>\u00a0<span title=\"17:16\">could<\/span>\u00a0<span title=\"17:17\">go<\/span>\u00a0<span title=\"17:17\">down<\/span>\u00a0<span title=\"17:17\">all<\/span>\u00a0<span title=\"17:17\">kinds<\/span>\u00a0<span title=\"17:17\">of<\/span>\u00a0<span title=\"17:17\">other<\/span>\u00a0<span title=\"17:17\">paths.<\/span>\u00a0<span title=\"17:18\">We<\/span>\u00a0<span title=\"17:18\">could<\/span>\u00a0<span title=\"17:18\">talk<\/span>\u00a0<span title=\"17:18\">about<\/span>\u00a0<span title=\"17:19\">our<\/span>\u00a0<\/span><span data-start=\"00:17:18.674\" data-end=\"00:17:20.214\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:19\">website,<\/span>\u00a0<span title=\"17:19\">execution<\/span>\u00a0<span title=\"17:20\">and<\/span>\u00a0<span title=\"17:20\">stuff<\/span>\u00a0<span title=\"17:20\">like<\/span>\u00a0<span title=\"17:20\">that.<\/span><\/span><br \/><span data-start=\"00:17:20.854\" data-end=\"00:17:23.954\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:21\">And<\/span>\u00a0<span title=\"17:21\">all<\/span>\u00a0<span title=\"17:21\">of<\/span>\u00a0<span title=\"17:21\">it<\/span>\u00a0<span title=\"17:22\">needs<\/span>\u00a0<span title=\"17:22\">to<\/span>\u00a0<span title=\"17:22\">be<\/span>\u00a0<span title=\"17:22\">there.<\/span>\u00a0<span title=\"17:22\">Look,<\/span>\u00a0<span title=\"17:22\">running<\/span>\u00a0<span title=\"17:23\">a<\/span>\u00a0<span title=\"17:23\">business<\/span>\u00a0<span title=\"17:23\">is<\/span>\u00a0<span title=\"17:23\">multifaceted<\/span>\u00a0<span title=\"17:24\">and<\/span>\u00a0<\/span><span data-start=\"00:17:23.954\" data-end=\"00:17:26.374\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"17:24\">difficult.<\/span>\u00a0<span title=\"17:25\">But<\/span>\u00a0<span title=\"17:25\">at<\/span>\u00a0<span title=\"17:25\">the<\/span>\u00a0<span title=\"17:25\">root<\/span>\u00a0<span title=\"17:26\">of<\/span>\u00a0<span title=\"17:26\">it<\/span>\u00a0<span title=\"17:26\">is<\/span>\u00a0<span title=\"17:26\">that.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[17:27]<\/small>\u00a0<span data-start=\"00:17:27.414\" data-end=\"00:17:32.574\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:27\">For<\/span>\u00a0<span title=\"17:28\">sure.<\/span>\u00a0<span title=\"17:28\">One<\/span>\u00a0<span title=\"17:29\">of<\/span>\u00a0<span title=\"17:29\">the<\/span>\u00a0<span title=\"17:29\">things<\/span>\u00a0<span title=\"17:29\">I<\/span>\u00a0<span title=\"17:29\">sort<\/span>\u00a0<span title=\"17:30\">of<\/span>\u00a0<span title=\"17:30\">admire<\/span>\u00a0<span title=\"17:30\">about<\/span>\u00a0<span title=\"17:30\">your<\/span>\u00a0<span title=\"17:30\">company<\/span>\u00a0<span title=\"17:31\">is<\/span>\u00a0<span title=\"17:31\">the<\/span>\u00a0<span title=\"17:32\">original<\/span>\u00a0<\/span><span data-start=\"00:17:32.574\" data-end=\"00:17:35.474\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:33\">premise<\/span>\u00a0<span title=\"17:33\">was<\/span>\u00a0<span title=\"17:33\">not<\/span>\u00a0<span title=\"17:34\">to<\/span>\u00a0<span title=\"17:35\">have<\/span>\u00a0<span title=\"17:35\">a<\/span>\u00a0<span title=\"17:35\">particular<\/span>\u00a0<span title=\"17:35\">go-to-market<\/span>\u00a0<span title=\"17:36\">strategy.<\/span><\/span><br \/><span data-start=\"00:17:36.574\" data-end=\"00:17:41.474\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:37\">It<\/span>\u00a0<span title=\"17:37\">was<\/span>\u00a0<span title=\"17:37\">to<\/span>\u00a0<span title=\"17:38\">have<\/span>\u00a0<span title=\"17:38\">this<\/span>\u00a0<span title=\"17:38\">great<\/span>\u00a0<span title=\"17:39\">product<\/span>\u00a0<span title=\"17:39\">that<\/span>\u00a0<span title=\"17:39\">people<\/span>\u00a0<span title=\"17:40\">wanted<\/span>\u00a0<span title=\"17:40\">to<\/span>\u00a0<span title=\"17:40\">have<\/span>\u00a0<span title=\"17:41\">in<\/span>\u00a0<span title=\"17:41\">their<\/span>\u00a0<span title=\"17:41\">lives,<\/span>\u00a0<span title=\"17:41\">right?<\/span><\/span><br \/><span data-start=\"00:17:41.834\" data-end=\"00:17:46.014\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:42\">And<\/span>\u00a0<span title=\"17:42\">it<\/span>\u00a0<span title=\"17:43\">feels<\/span>\u00a0<span title=\"17:43\">to<\/span>\u00a0<span title=\"17:43\">me<\/span>\u00a0<span title=\"17:43\">like<\/span>\u00a0<span title=\"17:44\">that,<\/span>\u00a0<span title=\"17:44\">the<\/span>\u00a0<span title=\"17:44\">whole<\/span>\u00a0<span title=\"17:44\">quote<\/span>\u00a0<span title=\"17:45\">unquote<\/span>\u00a0<span title=\"17:45\">D<\/span>\u00a0<span title=\"17:45\">to<\/span>\u00a0<span title=\"17:46\">C<\/span>\u00a0<span title=\"17:46\">movement,<\/span>\u00a0<\/span><span data-start=\"00:17:46.214\" data-end=\"00:17:49.974\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:46\">like<\/span>\u00a0<span title=\"17:46\">this<\/span>\u00a0<span title=\"17:47\">notion<\/span>\u00a0<span title=\"17:47\">that<\/span>\u00a0<span title=\"17:47\">before<\/span>\u00a0<span title=\"17:48\">you<\/span>\u00a0<span title=\"17:48\">solve<\/span>\u00a0<span title=\"17:48\">any<\/span>\u00a0<span title=\"17:49\">other<\/span>\u00a0<span title=\"17:49\">problem,<\/span>\u00a0<span title=\"17:49\">you\u2019re<\/span>\u00a0<span title=\"17:50\">just<\/span>\u00a0<span title=\"17:50\">gonna<\/span>\u00a0<\/span><span data-start=\"00:17:49.974\" data-end=\"00:17:53.074\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:50\">put<\/span>\u00a0<span title=\"17:50\">a<\/span>\u00a0<span title=\"17:50\">flag<\/span>\u00a0<span title=\"17:50\">in<\/span>\u00a0<span title=\"17:51\">the<\/span>\u00a0<span title=\"17:51\">ground,<\/span>\u00a0<span title=\"17:51\">like<\/span>\u00a0<span title=\"17:51\">this<\/span>\u00a0<span title=\"17:51\">is<\/span>\u00a0<span title=\"17:52\">how<\/span>\u00a0<span title=\"17:52\">you\u2019re<\/span>\u00a0<span title=\"17:52\">gonna<\/span>\u00a0<span title=\"17:52\">go<\/span>\u00a0<span title=\"17:52\">to<\/span>\u00a0<span title=\"17:52\">market,<\/span>\u00a0<span title=\"17:53\">that<\/span>\u00a0<span title=\"17:53\">just,<\/span>\u00a0<\/span><span data-start=\"00:17:53.334\" data-end=\"00:17:57.994\" data-spk=\"0\" data-label=\"Jason\"><span title=\"17:53\">it<\/span>\u00a0<span title=\"17:54\">just<\/span>\u00a0<span title=\"17:54\">seems<\/span>\u00a0<span title=\"17:54\">silly<\/span>\u00a0<span title=\"17:55\">because<\/span>\u00a0<span title=\"17:55\">that<\/span>\u00a0<span title=\"17:55\">may<\/span>\u00a0<span title=\"17:55\">not<\/span>\u00a0<span title=\"17:55\">be<\/span>\u00a0<span title=\"17:56\">how<\/span>\u00a0<span title=\"17:56\">the<\/span>\u00a0<span title=\"17:56\">customer<\/span>\u00a0<span title=\"17:57\">wants<\/span>\u00a0<span title=\"17:57\">to<\/span>\u00a0<span title=\"17:57\">acquire<\/span>\u00a0<span title=\"17:57\">your<\/span>\u00a0<span title=\"17:58\">product.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[18:00]<\/small>\u00a0<span data-start=\"00:17:59.534\" data-end=\"00:18:04.174\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:00\">Yeah,<\/span>\u00a0<span title=\"18:00\">I<\/span>\u00a0<span title=\"18:00\">think<\/span>\u00a0<span title=\"18:01\">you\u2019re<\/span>\u00a0<span title=\"18:01\">right.<\/span>\u00a0<span title=\"18:01\">And<\/span>\u00a0<span title=\"18:01\">I<\/span>\u00a0<span title=\"18:02\">think<\/span>\u00a0<span title=\"18:02\">that,<\/span>\u00a0<span title=\"18:03\">so<\/span>\u00a0<span title=\"18:03\">I<\/span>\u00a0<span title=\"18:03\">think<\/span>\u00a0<span title=\"18:03\">that<\/span>\u00a0<span title=\"18:03\">whole<\/span>\u00a0<span title=\"18:04\">movement<\/span>\u00a0<\/span><span data-start=\"00:18:04.174\" data-end=\"00:18:07.274\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:04\">that<\/span>\u00a0<span title=\"18:05\">we\u2019re<\/span>\u00a0<span title=\"18:05\">a<\/span>\u00a0<span title=\"18:05\">part<\/span>\u00a0<span title=\"18:05\">of,<\/span>\u00a0<span title=\"18:05\">so<\/span>\u00a0<span title=\"18:05\">I<\/span>\u00a0<span title=\"18:06\">don\u2019t<\/span>\u00a0<span title=\"18:06\">mean<\/span>\u00a0<span title=\"18:06\">to<\/span>\u00a0<span title=\"18:06\">like<\/span>\u00a0<span title=\"18:06\">bag<\/span>\u00a0<span title=\"18:07\">on<\/span>\u00a0<span title=\"18:07\">the<\/span>\u00a0<span title=\"18:07\">movement.<\/span><\/span><br \/><span data-start=\"00:18:07.534\" data-end=\"00:18:10.054\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:08\">I\u2019m<\/span>\u00a0<span title=\"18:08\">just<\/span>\u00a0<span title=\"18:08\">an<\/span>\u00a0<span title=\"18:08\">observer<\/span>\u00a0<span title=\"18:08\">as<\/span>\u00a0<span title=\"18:09\">well.<\/span>\u00a0<span title=\"18:09\">Like<\/span>\u00a0<span title=\"18:09\">I\u2019ve<\/span>\u00a0<span title=\"18:09\">been<\/span>\u00a0<span title=\"18:09\">living<\/span>\u00a0<span title=\"18:09\">in<\/span>\u00a0<span title=\"18:10\">it,<\/span>\u00a0<span title=\"18:10\">right?<\/span><\/span><br \/><span data-start=\"00:18:10.654\" data-end=\"00:18:14.614\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:11\">And<\/span>\u00a0<span title=\"18:11\">we<\/span>\u00a0<span title=\"18:11\">put,<\/span>\u00a0<span title=\"18:11\">and<\/span>\u00a0<span title=\"18:11\">I\u2019m<\/span>\u00a0<span title=\"18:12\">being<\/span>\u00a0<span title=\"18:12\">really<\/span>\u00a0<span title=\"18:12\">transparent,<\/span>\u00a0<span title=\"18:13\">we<\/span>\u00a0<span title=\"18:13\">put<\/span>\u00a0<span title=\"18:13\">on<\/span>\u00a0<span title=\"18:13\">those<\/span>\u00a0<span title=\"18:14\">clothes<\/span>\u00a0<span title=\"18:14\">very<\/span>\u00a0<span title=\"18:14\">intentionally.<\/span><\/span><\/p>\n<p><small>[18:16]<\/small>\u00a0<span data-start=\"00:18:16.094\" data-end=\"00:18:20.374\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:16\">Because<\/span>\u00a0<span title=\"18:17\">people<\/span>\u00a0<span title=\"18:17\">that<\/span>\u00a0<span title=\"18:17\">planted<\/span>\u00a0<span title=\"18:18\">those<\/span>\u00a0<span title=\"18:18\">flags<\/span>\u00a0<span title=\"18:19\">were<\/span>\u00a0<span title=\"18:20\">getting<\/span>\u00a0<span title=\"18:20\">funded.<\/span><\/span><br \/><span data-start=\"00:18:20.794\" data-end=\"00:18:24.854\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:21\">People<\/span>\u00a0<span title=\"18:21\">that<\/span>\u00a0<span title=\"18:21\">planted<\/span>\u00a0<span title=\"18:22\">those<\/span>\u00a0<span title=\"18:22\">flags<\/span>\u00a0<span title=\"18:23\">were<\/span>\u00a0<span title=\"18:23\">being<\/span>\u00a0<span title=\"18:23\">understood<\/span>\u00a0<span title=\"18:24\">at<\/span>\u00a0<span title=\"18:24\">the<\/span>\u00a0<span title=\"18:25\">time.<\/span><\/span><br \/><span data-start=\"00:18:25.234\" data-end=\"00:18:29.654\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:25\">And<\/span>\u00a0<span title=\"18:26\">these<\/span>\u00a0<span title=\"18:26\">movements<\/span>\u00a0<span title=\"18:26\">come.<\/span>\u00a0<span title=\"18:27\">Right<\/span>\u00a0<span title=\"18:27\">now,<\/span>\u00a0<span title=\"18:27\">I<\/span>\u00a0<span title=\"18:27\">could<\/span>\u00a0<span title=\"18:27\">hold<\/span>\u00a0<span title=\"18:28\">up<\/span>\u00a0<span title=\"18:28\">a<\/span>\u00a0<span title=\"18:28\">flag<\/span>\u00a0<span title=\"18:28\">that<\/span>\u00a0<span title=\"18:29\">said<\/span>\u00a0<span title=\"18:29\">AI<\/span>\u00a0<span title=\"18:29\">on<\/span>\u00a0<\/span><span data-start=\"00:18:29.654\" data-end=\"00:18:32.434\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:30\">it<\/span>\u00a0<span title=\"18:30\">and<\/span>\u00a0<span title=\"18:31\">go<\/span>\u00a0<span title=\"18:31\">out<\/span>\u00a0<span title=\"18:31\">there<\/span>\u00a0<span title=\"18:31\">and<\/span>\u00a0<span title=\"18:31\">raise<\/span>\u00a0<span title=\"18:31\">a<\/span>\u00a0<span title=\"18:31\">bunch<\/span>\u00a0<span title=\"18:32\">of<\/span>\u00a0<span title=\"18:32\">money<\/span>\u00a0<span title=\"18:32\">and<\/span>\u00a0<span title=\"18:32\">do<\/span>\u00a0<span title=\"18:32\">something.<\/span><\/span><br \/><span data-start=\"00:18:33.174\" data-end=\"00:18:36.634\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:33\">And<\/span>\u00a0<span title=\"18:33\">in<\/span>\u00a0<span title=\"18:33\">the<\/span>\u00a0<span title=\"18:34\">end,<\/span>\u00a0<span title=\"18:34\">99<\/span>\u00a0<span title=\"18:35\">out<\/span>\u00a0<span title=\"18:35\">of<\/span>\u00a0<span title=\"18:36\">100<\/span>\u00a0<span title=\"18:36\">of<\/span>\u00a0<span title=\"18:36\">those,<\/span>\u00a0<\/span><span data-start=\"00:18:37.513\" data-end=\"00:18:42.393\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:38\">flags<\/span>\u00a0<span title=\"18:38\">are<\/span>\u00a0<span title=\"18:39\">going<\/span>\u00a0<span title=\"18:39\">to<\/span>\u00a0<span title=\"18:39\">fall<\/span>\u00a0<span title=\"18:39\">by<\/span>\u00a0<span title=\"18:40\">the<\/span>\u00a0<span title=\"18:40\">wayside<\/span>\u00a0<span title=\"18:41\">after<\/span>\u00a0<span title=\"18:41\">having<\/span>\u00a0<span title=\"18:41\">tons<\/span>\u00a0<span title=\"18:42\">of<\/span>\u00a0<span title=\"18:42\">money<\/span>\u00a0<span title=\"18:42\">thrown<\/span>\u00a0<span title=\"18:42\">at<\/span>\u00a0<\/span><span data-start=\"00:18:42.393\" data-end=\"00:18:47.353\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:42\">them<\/span>\u00a0<span title=\"18:43\">and<\/span>\u00a0<span title=\"18:44\">Probably<\/span>\u00a0<span title=\"18:44\">1%<\/span>\u00a0<span title=\"18:44\">of<\/span>\u00a0<span title=\"18:45\">them<\/span>\u00a0<span title=\"18:45\">will<\/span>\u00a0<span title=\"18:45\">go<\/span>\u00a0<span title=\"18:45\">on<\/span>\u00a0<span title=\"18:45\">to<\/span>\u00a0<span title=\"18:45\">you<\/span>\u00a0<span title=\"18:46\">know<\/span>\u00a0<span title=\"18:46\">be<\/span>\u00a0<span title=\"18:46\">the<\/span>\u00a0<span title=\"18:46\">next<\/span>\u00a0<span title=\"18:46\">Googlers<\/span>\u00a0<span title=\"18:47\">or<\/span>\u00a0<span title=\"18:47\">who<\/span>\u00a0<span title=\"18:47\">knows<\/span>\u00a0<span title=\"18:47\">what<\/span>\u00a0<span title=\"18:47\">right?<\/span><\/span><br \/><span data-start=\"00:18:48.093\" data-end=\"00:18:51.693\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:48\">But<\/span>\u00a0<span title=\"18:48\">these<\/span>\u00a0<span title=\"18:48\">movements<\/span>\u00a0<span title=\"18:49\">come<\/span>\u00a0<span title=\"18:49\">and<\/span>\u00a0<span title=\"18:49\">go<\/span>\u00a0<span title=\"18:50\">and<\/span>\u00a0<span title=\"18:50\">and<\/span>\u00a0<span title=\"18:50\">and<\/span>\u00a0<span title=\"18:50\">I\u2019m<\/span>\u00a0<span title=\"18:51\">and<\/span>\u00a0<span title=\"18:51\">this<\/span>\u00a0<span title=\"18:51\">is<\/span>\u00a0<span title=\"18:51\">what<\/span>\u00a0<span title=\"18:51\">I\u2019m<\/span>\u00a0<span title=\"18:51\">saying<\/span>\u00a0<span title=\"18:51\">You<\/span>\u00a0<span title=\"18:51\">gotta<\/span>\u00a0<span title=\"18:51\">be<\/span>\u00a0<span title=\"18:52\">careful.<\/span><\/span><br \/><span data-start=\"00:18:51.773\" data-end=\"00:18:55.853\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:52\">I\u2019m<\/span>\u00a0<span title=\"18:52\">not<\/span>\u00a0<span title=\"18:52\">bagging<\/span>\u00a0<span title=\"18:52\">on<\/span>\u00a0<span title=\"18:53\">the<\/span>\u00a0<span title=\"18:53\">movement<\/span>\u00a0<span title=\"18:53\">because<\/span>\u00a0<span title=\"18:53\">these<\/span>\u00a0<span title=\"18:54\">movements<\/span>\u00a0<span title=\"18:54\">are<\/span>\u00a0<span title=\"18:54\">useful<\/span>\u00a0<span title=\"18:55\">these<\/span>\u00a0<span title=\"18:55\">movements<\/span>\u00a0<\/span><span data-start=\"00:18:55.853\" data-end=\"00:19:04.773\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"18:56\">drive<\/span>\u00a0<span title=\"18:56\">economic<\/span>\u00a0<span title=\"18:57\">activity<\/span>\u00a0<span title=\"18:57\">these<\/span>\u00a0<span title=\"18:57\">movements<\/span>\u00a0<span title=\"18:58\">drive<\/span>\u00a0<span title=\"18:59\">innovation<\/span>\u00a0<span title=\"19:01\">But<\/span>\u00a0<span title=\"19:01\">they\u2019re<\/span>\u00a0<span title=\"19:01\">often<\/span>\u00a0<span title=\"19:03\">way<\/span>\u00a0<span title=\"19:04\">overhyped,<\/span>\u00a0<\/span><span data-start=\"00:19:05.513\" data-end=\"00:19:09.693\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:06\">not<\/span>\u00a0<span title=\"19:06\">as,<\/span>\u00a0<span title=\"19:06\">I<\/span>\u00a0<span title=\"19:07\">think,<\/span>\u00a0<span title=\"19:07\">not<\/span>\u00a0<span title=\"19:07\">as,<\/span>\u00a0<span title=\"19:08\">so,<\/span>\u00a0<span title=\"19:08\">you<\/span>\u00a0<span title=\"19:09\">know,<\/span>\u00a0<span title=\"19:09\">I<\/span>\u00a0<span title=\"19:09\">mean,<\/span>\u00a0<span title=\"19:09\">we<\/span>\u00a0<span title=\"19:09\">could<\/span>\u00a0<span title=\"19:09\">get<\/span>\u00a0<span title=\"19:09\">into<\/span>\u00a0<span title=\"19:09\">AI,<\/span>\u00a0<\/span><span data-start=\"00:19:09.813\" data-end=\"00:19:11.833\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:10\">you<\/span>\u00a0<span title=\"19:10\">guys<\/span>\u00a0<span title=\"19:10\">are,<\/span>\u00a0<span title=\"19:10\">I\u2019m<\/span>\u00a0<span title=\"19:10\">sure,<\/span>\u00a0<span title=\"19:11\">tracking<\/span>\u00a0<span title=\"19:11\">it<\/span>\u00a0<span title=\"19:11\">just<\/span>\u00a0<span title=\"19:11\">like<\/span>\u00a0<span title=\"19:11\">I<\/span>\u00a0<span title=\"19:12\">am.<\/span><\/span><br \/><span data-start=\"00:19:12.473\" data-end=\"00:19:15.713\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:12\">What<\/span>\u00a0<span title=\"19:13\">does<\/span>\u00a0<span title=\"19:13\">that<\/span>\u00a0<span title=\"19:13\">even<\/span>\u00a0<span title=\"19:13\">mean?<\/span>\u00a0<span title=\"19:14\">Oh,<\/span>\u00a0<span title=\"19:14\">you<\/span>\u00a0<span title=\"19:14\">mean<\/span>\u00a0<span title=\"19:14\">like<\/span>\u00a0<span title=\"19:14\">software?<\/span>\u00a0<span title=\"19:15\">You<\/span>\u00a0<span title=\"19:15\">mean<\/span>\u00a0<span title=\"19:15\">like<\/span>\u00a0<span title=\"19:15\">software<\/span>\u00a0<\/span><span data-start=\"00:19:15.713\" data-end=\"00:19:18.593\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:16\">that,<\/span>\u00a0<span title=\"19:16\">that<\/span>\u00a0<span title=\"19:17\">does<\/span>\u00a0<span title=\"19:17\">stuff<\/span>\u00a0<span title=\"19:18\">in<\/span>\u00a0<span title=\"19:18\">an<\/span>\u00a0<span title=\"19:18\">automated<\/span>\u00a0<span title=\"19:18\">fashion?<\/span><\/span><br \/><span data-start=\"00:19:18.693\" data-end=\"00:19:21.533\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:19\">Like<\/span>\u00a0<span title=\"19:19\">is<\/span>\u00a0<span title=\"19:19\">that,<\/span>\u00a0<span title=\"19:19\">is<\/span>\u00a0<span title=\"19:19\">that,<\/span>\u00a0<span title=\"19:19\">is<\/span>\u00a0<span title=\"19:20\">it<\/span>\u00a0<span title=\"19:20\">really<\/span>\u00a0<span title=\"19:20\">that<\/span>\u00a0<span title=\"19:21\">new?<\/span><\/span><br \/><span data-start=\"00:19:22.073\" data-end=\"00:19:24.753\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:22\">But<\/span>\u00a0<span title=\"19:22\">it<\/span>\u00a0<span title=\"19:23\">doesn\u2019t<\/span>\u00a0<span title=\"19:23\">matter.<\/span>\u00a0<span title=\"19:23\">It\u2019s<\/span>\u00a0<span title=\"19:23\">a<\/span>\u00a0<span title=\"19:24\">story<\/span>\u00a0<span title=\"19:24\">that\u2019s<\/span>\u00a0<span title=\"19:24\">being<\/span>\u00a0<span title=\"19:24\">heard.<\/span><\/span><br \/><span data-start=\"00:19:25.433\" data-end=\"00:19:28.473\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:25\">It\u2019s<\/span>\u00a0<span title=\"19:26\">a<\/span>\u00a0<span title=\"19:26\">story<\/span>\u00a0<span title=\"19:26\">that\u2019s<\/span>\u00a0<span title=\"19:26\">being<\/span>\u00a0<span title=\"19:26\">understood<\/span>\u00a0<span title=\"19:27\">and<\/span>\u00a0<span title=\"19:27\">it\u2019s<\/span>\u00a0<span title=\"19:28\">where<\/span>\u00a0<span title=\"19:28\">the<\/span>\u00a0<span title=\"19:28\">momentum<\/span>\u00a0<span title=\"19:28\">is.<\/span><\/span><br \/><span data-start=\"00:19:28.473\" data-end=\"00:19:34.213\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:28\">And<\/span>\u00a0<span title=\"19:29\">so<\/span>\u00a0<span title=\"19:29\">if<\/span>\u00a0<span title=\"19:29\">you\u2019re<\/span>\u00a0<span title=\"19:30\">able<\/span>\u00a0<span title=\"19:30\">to<\/span>\u00a0<span title=\"19:31\">wield,<\/span>\u00a0<span title=\"19:32\">take<\/span>\u00a0<span title=\"19:32\">advantage<\/span>\u00a0<span title=\"19:32\">of<\/span>\u00a0<span title=\"19:33\">these<\/span>\u00a0<span title=\"19:33\">movements<\/span>\u00a0<span title=\"19:33\">in<\/span>\u00a0<span title=\"19:34\">the<\/span>\u00a0<span title=\"19:34\">marketplace<\/span>\u00a0<\/span><span data-start=\"00:19:34.213\" data-end=\"00:19:36.553\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:34\">to<\/span>\u00a0<span title=\"19:35\">your<\/span>\u00a0<span title=\"19:35\">end,<\/span>\u00a0<span title=\"19:35\">that\u2019s<\/span>\u00a0<span title=\"19:35\">what,<\/span>\u00a0<span title=\"19:35\">and<\/span>\u00a0<span title=\"19:35\">that\u2019s<\/span>\u00a0<span title=\"19:36\">exactly<\/span>\u00a0<span title=\"19:36\">what<\/span>\u00a0<span title=\"19:36\">LoveSack<\/span>\u00a0<span title=\"19:36\">did.<\/span><\/span><br \/><span data-start=\"00:19:37.013\" data-end=\"00:19:41.173\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:37\">We<\/span>\u00a0<span title=\"19:37\">put<\/span>\u00a0<span title=\"19:38\">on<\/span>\u00a0<span title=\"19:38\">those<\/span>\u00a0<span title=\"19:38\">clothes,<\/span>\u00a0<span title=\"19:38\">we<\/span>\u00a0<span title=\"19:38\">took<\/span>\u00a0<span title=\"19:38\">a<\/span>\u00a0<span title=\"19:39\">concept<\/span>\u00a0<span title=\"19:39\">that<\/span>\u00a0<span title=\"19:39\">had<\/span>\u00a0<span title=\"19:39\">been<\/span>\u00a0<span title=\"19:40\">around<\/span>\u00a0<span title=\"19:40\">for<\/span>\u00a0<span title=\"19:40\">a<\/span>\u00a0<span title=\"19:40\">long<\/span>\u00a0<span title=\"19:40\">time,<\/span>\u00a0<span title=\"19:41\">our<\/span>\u00a0<span title=\"19:41\">concept.<\/span><\/span><\/p>\n<p><small>[19:42]<\/small>\u00a0<span data-start=\"00:19:42.273\" data-end=\"00:19:46.073\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:42\">And<\/span>\u00a0<span title=\"19:43\">look,<\/span>\u00a0<span title=\"19:43\">in<\/span>\u00a0<span title=\"19:43\">the<\/span>\u00a0<span title=\"19:44\">end,<\/span>\u00a0<span title=\"19:44\">the<\/span>\u00a0<span title=\"19:44\">thinking<\/span>\u00a0<span title=\"19:45\">and<\/span>\u00a0<span title=\"19:45\">the<\/span>\u00a0<span title=\"19:45\">development<\/span>\u00a0<span title=\"19:45\">and<\/span>\u00a0<span title=\"19:46\">even<\/span>\u00a0<span title=\"19:46\">like,<\/span>\u00a0<\/span><span data-start=\"00:19:46.173\" data-end=\"00:19:49.293\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:46\">let\u2019s<\/span>\u00a0<span title=\"19:46\">say<\/span>\u00a0<span title=\"19:46\">the<\/span>\u00a0<span title=\"19:47\">web<\/span>\u00a0<span title=\"19:47\">services<\/span>\u00a0<span title=\"19:47\">and<\/span>\u00a0<span title=\"19:47\">all<\/span>\u00a0<span title=\"19:48\">the<\/span>\u00a0<span title=\"19:48\">things<\/span>\u00a0<span title=\"19:48\">available<\/span>\u00a0<span title=\"19:48\">to<\/span>\u00a0<span title=\"19:48\">that<\/span>\u00a0<span title=\"19:49\">movement<\/span>\u00a0<span title=\"19:49\">that<\/span><\/span><\/p>\n<h2 id=\"chapter4\" class=\"chapter\">The Value and Overhype of Market Movements<\/h2>\n<p><small>[19:49]<\/small>\u00a0<span data-start=\"00:19:49.293\" data-end=\"00:19:52.653\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:49\">were<\/span>\u00a0<span title=\"19:50\">spun<\/span>\u00a0<span title=\"19:50\">up<\/span>\u00a0<span title=\"19:50\">because<\/span>\u00a0<span title=\"19:50\">of<\/span>\u00a0<span title=\"19:51\">that<\/span>\u00a0<span title=\"19:51\">movement,<\/span>\u00a0<span title=\"19:52\">we<\/span>\u00a0<span title=\"19:52\">benefited<\/span>\u00a0<span title=\"19:52\">from.<\/span><\/span><br \/><span data-start=\"00:19:52.913\" data-end=\"00:19:57.413\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:53\">The<\/span>\u00a0<span title=\"19:53\">money<\/span>\u00a0<span title=\"19:53\">raising<\/span>\u00a0<span title=\"19:54\">pricing<\/span>\u00a0<span title=\"19:54\">aside,<\/span>\u00a0<span title=\"19:55\">momentum,<\/span>\u00a0<span title=\"19:56\">going<\/span>\u00a0<span title=\"19:56\">public,<\/span>\u00a0<span title=\"19:56\">whatever,<\/span>\u00a0<span title=\"19:57\">all<\/span>\u00a0<span title=\"19:57\">these<\/span>\u00a0<span title=\"19:57\">things<\/span>\u00a0<span title=\"19:57\">aside.<\/span><\/span><br \/><span data-start=\"00:19:58.313\" data-end=\"00:20:05.913\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"19:58\">So<\/span>\u00a0<span title=\"19:59\">that\u2019s<\/span>\u00a0<span title=\"19:59\">why<\/span>\u00a0<span title=\"19:59\">I\u2019m<\/span>\u00a0<span title=\"19:59\">saying<\/span>\u00a0<span title=\"19:59\">I<\/span>\u00a0<span title=\"20:00\">think<\/span>\u00a0<span title=\"20:00\">that<\/span>\u00a0<span title=\"20:01\">there<\/span>\u00a0<span title=\"20:02\">is<\/span>\u00a0<span title=\"20:02\">value<\/span>\u00a0<span title=\"20:03\">in<\/span>\u00a0<span title=\"20:03\">these<\/span>\u00a0<span title=\"20:04\">movements,<\/span>\u00a0<span title=\"20:04\">but<\/span>\u00a0<span title=\"20:04\">fundamentally,<\/span>\u00a0<\/span><span data-start=\"00:20:06.533\" data-end=\"00:20:11.013\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"20:07\">you<\/span>\u00a0<span title=\"20:07\">still<\/span>\u00a0<span title=\"20:07\">need<\/span>\u00a0<span title=\"20:07\">to<\/span>\u00a0<span title=\"20:08\">have<\/span>\u00a0<span title=\"20:08\">a<\/span>\u00a0<span title=\"20:09\">great<\/span>\u00a0<span title=\"20:09\">business,<\/span>\u00a0<span title=\"20:10\">a<\/span>\u00a0<span title=\"20:10\">great<\/span>\u00a0<span title=\"20:10\">product,<\/span>\u00a0<span title=\"20:10\">something<\/span>\u00a0<span title=\"20:11\">that\u2019s<\/span>\u00a0<span title=\"20:11\">truly<\/span>\u00a0<\/span><span data-start=\"00:20:11.013\" data-end=\"00:20:14.273\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"20:11\">differentiated,<\/span>\u00a0<span title=\"20:12\">because<\/span>\u00a0<span title=\"20:13\">anyone<\/span>\u00a0<span title=\"20:13\">with<\/span>\u00a0<span title=\"20:13\">some<\/span>\u00a0<span title=\"20:13\">funding<\/span>\u00a0<span title=\"20:14\">can<\/span>\u00a0<span title=\"20:14\">go<\/span>\u00a0<span title=\"20:14\">out,<\/span>\u00a0<\/span><span data-start=\"00:20:14.833\" data-end=\"00:20:18.913\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"20:15\">buy<\/span>\u00a0<span title=\"20:15\">a<\/span>\u00a0<span title=\"20:16\">logo,<\/span>\u00a0<span title=\"20:16\">buy<\/span>\u00a0<span title=\"20:16\">a<\/span>\u00a0<span title=\"20:16\">name,<\/span>\u00a0<span title=\"20:17\">and<\/span>\u00a0<span title=\"20:18\">look<\/span>\u00a0<span title=\"20:18\">like<\/span>\u00a0<span title=\"20:18\">they<\/span>\u00a0<span title=\"20:18\">know<\/span>\u00a0<span title=\"20:18\">what<\/span>\u00a0<span title=\"20:19\">they\u2019re<\/span>\u00a0<span title=\"20:19\">doing.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[20:20]<\/small>\u00a0<span data-start=\"00:20:20.153\" data-end=\"00:20:25.113\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:20\">And<\/span>\u00a0<span title=\"20:21\">yeah,<\/span>\u00a0<span title=\"20:21\">for<\/span>\u00a0<span title=\"20:21\">sure.<\/span>\u00a0<span title=\"20:21\">And<\/span>\u00a0<span title=\"20:21\">to<\/span>\u00a0<span title=\"20:22\">your<\/span>\u00a0<span title=\"20:22\">point,<\/span>\u00a0<span title=\"20:22\">there\u2019s<\/span>\u00a0<span title=\"20:23\">a,<\/span>\u00a0<span title=\"20:23\">there\u2019s<\/span>\u00a0<span title=\"20:23\">a<\/span>\u00a0<span title=\"20:23\">funny<\/span>\u00a0<span title=\"20:23\">data<\/span>\u00a0<span title=\"20:25\">by<\/span>\u00a0<span title=\"20:25\">going<\/span>\u00a0<\/span><span data-start=\"00:20:25.113\" data-end=\"00:20:30.593\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:25\">around<\/span>\u00a0<span title=\"20:26\">in,<\/span>\u00a0<span title=\"20:26\">in<\/span>\u00a0<span title=\"20:26\">our<\/span>\u00a0<span title=\"20:26\">industry<\/span>\u00a0<span title=\"20:26\">this<\/span>\u00a0<span title=\"20:27\">week<\/span>\u00a0<span title=\"20:27\">that<\/span>\u00a0<span title=\"20:27\">like<\/span>\u00a0<span title=\"20:28\">over<\/span>\u00a0<span title=\"20:28\">a<\/span>\u00a0<span title=\"20:28\">hundred<\/span>\u00a0<span title=\"20:29\">million<\/span>\u00a0<span title=\"20:29\">dollars<\/span>\u00a0<span title=\"20:30\">or<\/span>\u00a0<span title=\"20:30\">I\u2019m<\/span>\u00a0<span title=\"20:30\">sorry,<\/span>\u00a0<\/span><span data-start=\"00:20:30.813\" data-end=\"00:20:36.933\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:31\">Amazon\u2019s<\/span>\u00a0<span title=\"20:31\">GMV<\/span>\u00a0<span title=\"20:32\">is,<\/span>\u00a0<span title=\"20:33\">I\u2019m<\/span>\u00a0<span title=\"20:34\">sorry,<\/span>\u00a0<span title=\"20:34\">a<\/span>\u00a0<span title=\"20:34\">hundred<\/span>\u00a0<span title=\"20:34\">billion<\/span>\u00a0<span title=\"20:35\">dollars<\/span>\u00a0<span title=\"20:35\">of<\/span>\u00a0<span title=\"20:35\">Amazon\u2019s<\/span>\u00a0<span title=\"20:35\">GMV<\/span>\u00a0<span title=\"20:36\">is<\/span>\u00a0<span title=\"20:36\">from<\/span>\u00a0<span title=\"20:36\">AI.<\/span><\/span><br \/><span data-start=\"00:20:37.413\" data-end=\"00:20:40.313\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:37\">And<\/span>\u00a0<span title=\"20:38\">you<\/span>\u00a0<span title=\"20:38\">hear<\/span>\u00a0<span title=\"20:38\">that<\/span>\u00a0<span title=\"20:38\">and<\/span>\u00a0<span title=\"20:38\">you\u2019re<\/span>\u00a0<span title=\"20:38\">like,<\/span>\u00a0<span title=\"20:39\">oh<\/span>\u00a0<span title=\"20:39\">my<\/span>\u00a0<span title=\"20:39\">God,<\/span>\u00a0<span title=\"20:39\">that\u2019s<\/span>\u00a0<span title=\"20:39\">huge.<\/span>\u00a0<span title=\"20:40\">And<\/span>\u00a0<span title=\"20:40\">then<\/span>\u00a0<span title=\"20:40\">you<\/span>\u00a0<span title=\"20:40\">find<\/span>\u00a0<\/span><span data-start=\"00:20:40.313\" data-end=\"00:20:44.233\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:40\">out<\/span>\u00a0<span title=\"20:41\">it\u2019s<\/span>\u00a0<span title=\"20:41\">product<\/span>\u00a0<span title=\"20:42\">recommendation<\/span>\u00a0<span title=\"20:42\">tiles<\/span>\u00a0<span title=\"20:43\">that<\/span>\u00a0<span title=\"20:43\">they<\/span>\u00a0<span title=\"20:43\">launched<\/span>\u00a0<span title=\"20:43\">in<\/span>\u00a0<span title=\"20:44\">1997.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[20:45]<\/small>\u00a0<span data-start=\"00:20:44.933\" data-end=\"00:20:47.073\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"20:45\">Yeah.<\/span>\u00a0<span title=\"20:46\">Yeah.<\/span>\u00a0<span title=\"20:47\">Yeah.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[20:47]<\/small>\u00a0<span data-start=\"00:20:47.293\" data-end=\"00:20:52.853\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:47\">Which,<\/span>\u00a0<span title=\"20:48\">yeah.<\/span>\u00a0<span title=\"20:48\">Yeah,<\/span>\u00a0<span title=\"20:48\">so<\/span>\u00a0<span title=\"20:49\">I<\/span>\u00a0<span title=\"20:49\">do<\/span>\u00a0<span title=\"20:49\">just<\/span>\u00a0<span title=\"20:49\">want<\/span>\u00a0<span title=\"20:50\">to<\/span>\u00a0<span title=\"20:50\">like<\/span>\u00a0<span title=\"20:50\">kind<\/span>\u00a0<span title=\"20:51\">of<\/span>\u00a0<span title=\"20:51\">wrap<\/span>\u00a0<span title=\"20:51\">up<\/span>\u00a0<span title=\"20:51\">this<\/span>\u00a0<span title=\"20:51\">section,<\/span>\u00a0<span title=\"20:52\">but<\/span>\u00a0<span title=\"20:52\">put<\/span>\u00a0<span title=\"20:52\">it<\/span>\u00a0<span title=\"20:52\">in<\/span>\u00a0<span title=\"20:52\">context.<\/span><\/span><br \/><span data-start=\"00:20:52.993\" data-end=\"00:20:56.993\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:53\">When<\/span>\u00a0<span title=\"20:53\">you<\/span>\u00a0<span title=\"20:54\">open<\/span>\u00a0<span title=\"20:54\">that<\/span>\u00a0<span title=\"20:54\">first<\/span>\u00a0<span title=\"20:54\">store<\/span>\u00a0<span title=\"20:55\">in<\/span>\u00a0<span title=\"20:55\">a<\/span>\u00a0<span title=\"20:55\">mall,<\/span>\u00a0<span title=\"20:55\">like<\/span>\u00a0<span title=\"20:55\">the<\/span>\u00a0<span title=\"20:56\">mall<\/span>\u00a0<span title=\"20:56\">competition<\/span>\u00a0<span title=\"20:56\">for<\/span>\u00a0<span title=\"20:57\">furniture<\/span>\u00a0<\/span><span data-start=\"00:20:56.993\" data-end=\"00:20:59.813\" data-spk=\"0\" data-label=\"Jason\"><span title=\"20:57\">stores<\/span>\u00a0<span title=\"20:57\">was<\/span>\u00a0<span title=\"20:58\">like<\/span>\u00a0<span title=\"20:58\">Expressions<\/span>\u00a0<span title=\"20:59\">Furniture,<\/span>\u00a0<span title=\"21:00\">right?<\/span><\/span><br \/><span data-start=\"00:20:59.833\" data-end=\"00:21:02.793\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:00\">Which<\/span>\u00a0<span title=\"21:00\">no<\/span>\u00a0<span title=\"21:00\">one<\/span>\u00a0<span title=\"21:01\">on<\/span>\u00a0<span title=\"21:01\">this<\/span>\u00a0<span title=\"21:01\">call<\/span>\u00a0<span title=\"21:02\">would<\/span>\u00a0<span title=\"21:02\">even<\/span>\u00a0<span title=\"21:02\">remember<\/span>\u00a0<span title=\"21:02\">probably.<\/span><\/span><br \/><span data-start=\"00:21:04.013\" data-end=\"00:21:07.873\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:04\">And<\/span>\u00a0<span title=\"21:04\">then<\/span>\u00a0<span title=\"21:05\">like<\/span>\u00a0<span title=\"21:05\">by<\/span>\u00a0<span title=\"21:05\">the<\/span>\u00a0<span title=\"21:06\">time<\/span>\u00a0<span title=\"21:06\">you<\/span>\u00a0<span title=\"21:06\">really,<\/span>\u00a0<span title=\"21:07\">after<\/span>\u00a0<span title=\"21:07\">your<\/span>\u00a0<span title=\"21:07\">IPO<\/span>\u00a0<span title=\"21:07\">and<\/span>\u00a0<span title=\"21:07\">really<\/span>\u00a0<span title=\"21:07\">caught<\/span>\u00a0<span title=\"21:08\">fire,<\/span>\u00a0<\/span><span data-start=\"00:21:08.053\" data-end=\"00:21:14.573\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:08\">you<\/span>\u00a0<span title=\"21:08\">were<\/span>\u00a0<span title=\"21:09\">competing<\/span>\u00a0<span title=\"21:09\">directly<\/span>\u00a0<span title=\"21:10\">against<\/span>\u00a0<span title=\"21:11\">all<\/span>\u00a0<span title=\"21:11\">these<\/span>\u00a0<span title=\"21:12\">D<\/span>\u00a0<span title=\"21:12\">to<\/span>\u00a0<span title=\"21:12\">C<\/span>\u00a0<span title=\"21:12\">companies<\/span>\u00a0<span title=\"21:13\">that<\/span>\u00a0<span title=\"21:13\">were<\/span>\u00a0<span title=\"21:14\">expanding<\/span>\u00a0<\/span><span data-start=\"00:21:14.573\" data-end=\"00:21:16.153\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:15\">in<\/span>\u00a0<span title=\"21:15\">malls.<\/span>\u00a0<span title=\"21:15\">You<\/span>\u00a0<span title=\"21:15\">were<\/span>\u00a0<span title=\"21:15\">probably<\/span>\u00a0<span title=\"21:15\">competing<\/span>\u00a0<span title=\"21:16\">for<\/span>\u00a0<span title=\"21:16\">leases.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[21:18]<\/small>\u00a0<span data-start=\"00:21:17.763\" data-end=\"00:21:18.163\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:18\">Yeah.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[21:19]<\/small>\u00a0<span data-start=\"00:21:18.603\" data-end=\"00:21:22.243\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:19\">It\u2019s<\/span>\u00a0<span title=\"21:19\">quite<\/span>\u00a0<span title=\"21:19\">the,<\/span>\u00a0<span title=\"21:19\">quite<\/span>\u00a0<span title=\"21:20\">the<\/span>\u00a0<span title=\"21:20\">journey.<\/span>\u00a0<span title=\"21:21\">Now,<\/span>\u00a0<span title=\"21:21\">Scot<\/span>\u00a0<span title=\"21:21\">mentioned<\/span>\u00a0<span title=\"21:21\">at<\/span>\u00a0<span title=\"21:22\">the<\/span>\u00a0<span title=\"21:22\">beginning<\/span>\u00a0<span title=\"21:22\">of<\/span>\u00a0<\/span><span data-start=\"00:21:22.243\" data-end=\"00:21:26.663\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:22\">the<\/span>\u00a0<span title=\"21:22\">show<\/span>\u00a0<span title=\"21:23\">that<\/span>\u00a0<span title=\"21:23\">you<\/span>\u00a0<span title=\"21:23\">had<\/span>\u00a0<span title=\"21:23\">recently<\/span>\u00a0<span title=\"21:24\">started<\/span>\u00a0<span title=\"21:25\">a<\/span>\u00a0<span title=\"21:25\">podcast<\/span>\u00a0<span title=\"21:26\">and<\/span>\u00a0<span title=\"21:26\">I\u2019m<\/span>\u00a0<span title=\"21:26\">two<\/span>\u00a0<span title=\"21:26\">part<\/span>\u00a0<span title=\"21:26\">question.<\/span><\/span><br \/><span data-start=\"00:21:27.063\" data-end=\"00:21:32.963\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:27\">How<\/span>\u00a0<span title=\"21:27\">the<\/span>\u00a0<span title=\"21:27\">heck<\/span>\u00a0<span title=\"21:28\">did<\/span>\u00a0<span title=\"21:28\">you<\/span>\u00a0<span title=\"21:28\">have<\/span>\u00a0<span title=\"21:28\">time<\/span>\u00a0<span title=\"21:29\">to<\/span>\u00a0<span title=\"21:29\">start<\/span>\u00a0<span title=\"21:29\">a<\/span>\u00a0<span title=\"21:29\">podcast<\/span>\u00a0<span title=\"21:30\">and<\/span>\u00a0<span title=\"21:30\">tell<\/span>\u00a0<span title=\"21:32\">us<\/span>\u00a0<span title=\"21:32\">what<\/span>\u00a0<span title=\"21:32\">the<\/span>\u00a0<span title=\"21:32\">premise<\/span>\u00a0<\/span><span data-start=\"00:21:32.963\" data-end=\"00:21:35.463\" data-spk=\"0\" data-label=\"Jason\"><span title=\"21:33\">behind<\/span>\u00a0<span title=\"21:33\">the<\/span>\u00a0<span title=\"21:33\">podcast<\/span>\u00a0<span title=\"21:34\">is<\/span>\u00a0<span title=\"21:34\">and<\/span>\u00a0<span title=\"21:34\">what<\/span>\u00a0<span title=\"21:34\">you\u2019re<\/span>\u00a0<span title=\"21:35\">talking<\/span>\u00a0<span title=\"21:35\">about?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[21:36]<\/small>\u00a0<span data-start=\"00:21:35.983\" data-end=\"00:21:41.243\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:36\">Sure.<\/span>\u00a0<span title=\"21:37\">Yeah.<\/span>\u00a0<span title=\"21:37\">Just<\/span>\u00a0<span title=\"21:37\">to<\/span>\u00a0<span title=\"21:38\">comment<\/span>\u00a0<span title=\"21:38\">first<\/span>\u00a0<span title=\"21:39\">on<\/span>\u00a0<span title=\"21:39\">what<\/span>\u00a0<span title=\"21:40\">you<\/span>\u00a0<span title=\"21:40\">pointed<\/span>\u00a0<span title=\"21:40\">out,<\/span>\u00a0<span title=\"21:40\">there<\/span>\u00a0<span title=\"21:41\">is<\/span>\u00a0<span title=\"21:41\">this<\/span>\u00a0<span title=\"21:41\">whole<\/span>\u00a0<\/span><span data-start=\"00:21:41.243\" data-end=\"00:21:45.323\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:41\">strip<\/span>\u00a0<span title=\"21:42\">in<\/span>\u00a0<span title=\"21:43\">the<\/span>\u00a0<span title=\"21:43\">malls<\/span>\u00a0<span title=\"21:44\">now<\/span>\u00a0<span title=\"21:44\">out<\/span>\u00a0<span title=\"21:44\">there<\/span>\u00a0<span title=\"21:44\">right<\/span>\u00a0<span title=\"21:45\">now.<\/span><\/span><br \/><span data-start=\"00:21:45.323\" data-end=\"00:21:49.123\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:45\">But<\/span>\u00a0<span title=\"21:46\">by<\/span>\u00a0<span title=\"21:46\">the<\/span>\u00a0<span title=\"21:46\">way,<\/span>\u00a0<span title=\"21:46\">in<\/span>\u00a0<span title=\"21:46\">these<\/span>\u00a0<span title=\"21:47\">shopping<\/span>\u00a0<span title=\"21:47\">malls<\/span>\u00a0<span title=\"21:47\">that<\/span>\u00a0<span title=\"21:47\">I<\/span>\u00a0<span title=\"21:47\">was<\/span>\u00a0<span title=\"21:48\">told<\/span>\u00a0<span title=\"21:48\">were<\/span>\u00a0<span title=\"21:48\">dead,<\/span>\u00a0<\/span><span data-start=\"00:21:49.463\" data-end=\"00:21:53.863\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:49\">you<\/span>\u00a0<span title=\"21:50\">know,<\/span>\u00a0<span title=\"21:50\">I<\/span>\u00a0<span title=\"21:50\">could<\/span>\u00a0<span title=\"21:50\">read<\/span>\u00a0<span title=\"21:50\">the<\/span>\u00a0<span title=\"21:50\">headlines<\/span>\u00a0<span title=\"21:50\">of<\/span>\u00a0<span title=\"21:51\">shopping<\/span>\u00a0<span title=\"21:52\">malls<\/span>\u00a0<span title=\"21:52\">are<\/span>\u00a0<span title=\"21:52\">dead<\/span>\u00a0<span title=\"21:52\">back<\/span>\u00a0<span title=\"21:53\">in<\/span>\u00a0<span title=\"21:53\">2001<\/span>\u00a0<\/span><span data-start=\"00:21:53.863\" data-end=\"00:21:57.943\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:54\">when<\/span>\u00a0<span title=\"21:54\">I<\/span>\u00a0<span title=\"21:54\">was<\/span>\u00a0<span title=\"21:54\">opening<\/span>\u00a0<span title=\"21:55\">my<\/span>\u00a0<span title=\"21:55\">first<\/span>\u00a0<span title=\"21:55\">shopping<\/span>\u00a0<span title=\"21:55\">mall<\/span>\u00a0<span title=\"21:55\">and<\/span>\u00a0<span title=\"21:56\">I<\/span>\u00a0<span title=\"21:56\">was<\/span>\u00a0<span title=\"21:56\">forwarded<\/span>\u00a0<span title=\"21:57\">those<\/span>\u00a0<span title=\"21:57\">kind<\/span>\u00a0<span title=\"21:57\">of<\/span>\u00a0<\/span><span data-start=\"00:21:57.943\" data-end=\"00:22:00.243\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"21:58\">emails<\/span>\u00a0<span title=\"21:58\">by<\/span>\u00a0<span title=\"21:59\">friends<\/span>\u00a0<span title=\"21:59\">and<\/span>\u00a0<span title=\"21:59\">family<\/span>\u00a0<span title=\"22:00\">who<\/span>\u00a0<span title=\"22:00\">were<\/span>\u00a0<span title=\"22:00\">concerned.<\/span><\/span><br \/><span data-start=\"00:22:01.083\" data-end=\"00:22:07.063\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:01\">And<\/span>\u00a0<span title=\"22:01\">here<\/span>\u00a0<span title=\"22:01\">we<\/span>\u00a0<span title=\"22:01\">are<\/span>\u00a0<span title=\"22:02\">in<\/span>\u00a0<span title=\"22:02\">2023<\/span>\u00a0<span title=\"22:02\">and<\/span>\u00a0<span title=\"22:03\">while<\/span>\u00a0<span title=\"22:04\">these<\/span>\u00a0<span title=\"22:05\">things<\/span>\u00a0<span title=\"22:05\">change,<\/span>\u00a0<span title=\"22:06\">they<\/span>\u00a0<span title=\"22:06\">take<\/span>\u00a0<span title=\"22:06\">decades<\/span>\u00a0<span title=\"22:06\">to<\/span>\u00a0<span title=\"22:07\">change.<\/span><\/span><br \/><span data-start=\"00:22:07.303\" data-end=\"00:22:10.583\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:07\">Meanwhile,<\/span>\u00a0<span title=\"22:08\">they\u2019ve<\/span>\u00a0<span title=\"22:08\">evolved<\/span>\u00a0<span title=\"22:08\">and<\/span>\u00a0<span title=\"22:09\">you<\/span>\u00a0<span title=\"22:09\">have<\/span>\u00a0<span title=\"22:09\">all<\/span>\u00a0<span title=\"22:10\">of<\/span>\u00a0<span title=\"22:10\">these<\/span>\u00a0<span title=\"22:10\">direct<\/span>\u00a0<span title=\"22:10\">consumer<\/span>\u00a0<span title=\"22:10\">players<\/span>\u00a0<\/span><span data-start=\"00:22:10.583\" data-end=\"00:22:13.323\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:11\">now<\/span>\u00a0<span title=\"22:11\">and<\/span>\u00a0<span title=\"22:12\">it<\/span>\u00a0<span title=\"22:12\">It<\/span>\u00a0<span title=\"22:12\">just<\/span>\u00a0<span title=\"22:12\">cycles<\/span>\u00a0<span title=\"22:12\">through,<\/span>\u00a0<span title=\"22:13\">you<\/span>\u00a0<span title=\"22:13\">know?<\/span><\/span><br \/><span data-start=\"00:22:13.843\" data-end=\"00:22:19.623\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:14\">What<\/span>\u00a0<span title=\"22:14\">the<\/span>\u00a0<span title=\"22:15\">players<\/span>\u00a0<span title=\"22:16\">inside<\/span>\u00a0<span title=\"22:16\">of<\/span>\u00a0<span title=\"22:17\">these<\/span>\u00a0<span title=\"22:17\">shopping<\/span>\u00a0<span title=\"22:17\">centers<\/span>\u00a0<span title=\"22:18\">happen<\/span>\u00a0<span title=\"22:18\">to<\/span>\u00a0<span title=\"22:19\">rotate,<\/span>\u00a0<\/span><span data-start=\"00:22:19.743\" data-end=\"00:22:23.063\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:20\">and<\/span>\u00a0<span title=\"22:20\">I\u2019ve<\/span>\u00a0<span title=\"22:20\">watched<\/span>\u00a0<span title=\"22:20\">it<\/span>\u00a0<span title=\"22:20\">all<\/span>\u00a0<span title=\"22:20\">evolve,<\/span>\u00a0<span title=\"22:21\">and<\/span>\u00a0<span title=\"22:21\">by<\/span>\u00a0<span title=\"22:22\">the<\/span>\u00a0<span title=\"22:22\">way,<\/span>\u00a0<span title=\"22:22\">they\u2019re<\/span>\u00a0<span title=\"22:22\">rotating<\/span>\u00a0<span title=\"22:23\">again,<\/span>\u00a0<\/span><span data-start=\"00:22:23.123\" data-end=\"00:22:26.803\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:23\">because<\/span>\u00a0<span title=\"22:23\">a<\/span>\u00a0<span title=\"22:24\">lot<\/span>\u00a0<span title=\"22:24\">of<\/span>\u00a0<span title=\"22:24\">those<\/span>\u00a0<span title=\"22:24\">players<\/span>\u00a0<span title=\"22:24\">are<\/span>\u00a0<span title=\"22:24\">not<\/span>\u00a0<span title=\"22:25\">viable.<\/span>\u00a0<span title=\"22:25\">Some<\/span>\u00a0<span title=\"22:25\">of<\/span>\u00a0<span title=\"22:25\">the<\/span>\u00a0<span title=\"22:25\">best<\/span>\u00a0<span title=\"22:26\">ones,<\/span>\u00a0<span title=\"22:26\">biggest<\/span>\u00a0<span title=\"22:26\">ones,<\/span>\u00a0<span title=\"22:27\">you<\/span>\u00a0<span title=\"22:27\">know?<\/span><\/span><br \/><span data-start=\"00:22:26.943\" data-end=\"00:22:31.583\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:27\">Like,<\/span>\u00a0<span title=\"22:27\">concepts<\/span>\u00a0<span title=\"22:28\">like<\/span>\u00a0<span title=\"22:28\">Peloton,<\/span>\u00a0<span title=\"22:28\">who<\/span>\u00a0<span title=\"22:29\">I<\/span>\u00a0<span title=\"22:29\">think<\/span>\u00a0<span title=\"22:29\">is<\/span>\u00a0<span title=\"22:29\">amazing<\/span>\u00a0<span title=\"22:29\">as<\/span>\u00a0<span title=\"22:30\">a<\/span>\u00a0<span title=\"22:30\">concept,<\/span>\u00a0<span title=\"22:31\">you<\/span>\u00a0<span title=\"22:31\">know?<\/span><\/span><br \/><span data-start=\"00:22:31.723\" data-end=\"00:22:35.843\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:32\">They<\/span>\u00a0<span title=\"22:32\">have<\/span>\u00a0<span title=\"22:33\">their<\/span>\u00a0<span title=\"22:33\">struggles,<\/span>\u00a0<span title=\"22:34\">and<\/span>\u00a0<span title=\"22:34\">so<\/span>\u00a0<span title=\"22:34\">we<\/span>\u00a0<span title=\"22:35\">watch<\/span>\u00a0<span title=\"22:35\">these<\/span>\u00a0<span title=\"22:35\">things<\/span>\u00a0<span title=\"22:35\">evolve.<\/span><\/span><br \/><span data-start=\"00:22:36.123\" data-end=\"00:22:39.983\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:36\">In<\/span>\u00a0<span title=\"22:36\">terms<\/span>\u00a0<span title=\"22:37\">of,<\/span>\u00a0<span title=\"22:38\">the<\/span>\u00a0<span title=\"22:38\">podcast<\/span>\u00a0<span title=\"22:38\">is<\/span>\u00a0<span title=\"22:38\">relevant<\/span>\u00a0<span title=\"22:39\">to<\/span>\u00a0<span title=\"22:39\">this.<\/span>\u00a0<span title=\"22:39\">Let<\/span>\u00a0<span title=\"22:39\">me<\/span>\u00a0<span title=\"22:39\">explain<\/span>\u00a0<span title=\"22:40\">why.<\/span><\/span><br \/><span data-start=\"00:22:40.723\" data-end=\"00:22:48.123\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:41\">We<\/span>\u00a0<span title=\"22:41\">had<\/span>\u00a0<span title=\"22:42\">the<\/span>\u00a0<span title=\"22:43\">chicken,<\/span>\u00a0<span title=\"22:43\">I\u2019m<\/span>\u00a0<span title=\"22:43\">going<\/span>\u00a0<span title=\"22:43\">to<\/span>\u00a0<span title=\"22:43\">go,<\/span>\u00a0<span title=\"22:44\">given<\/span>\u00a0<span title=\"22:45\">the<\/span>\u00a0<span title=\"22:45\">nature<\/span>\u00a0<span title=\"22:45\">of<\/span>\u00a0<span title=\"22:46\">what<\/span>\u00a0<span title=\"22:47\">your<\/span>\u00a0<span title=\"22:47\">podcast<\/span>\u00a0<span title=\"22:47\">is,<\/span>\u00a0<\/span><span data-start=\"00:22:48.763\" data-end=\"00:22:53.103\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:49\">I\u2019ll<\/span>\u00a0<span title=\"22:49\">give<\/span>\u00a0<span title=\"22:49\">you<\/span>\u00a0<span title=\"22:49\">a<\/span>\u00a0<span title=\"22:49\">much<\/span>\u00a0<span title=\"22:50\">broader<\/span>\u00a0<span title=\"22:50\">picture<\/span>\u00a0<span title=\"22:51\">than<\/span>\u00a0<span title=\"22:51\">just,<\/span>\u00a0<span title=\"22:51\">hey,<\/span>\u00a0<span title=\"22:51\">why<\/span>\u00a0<span title=\"22:52\">am<\/span>\u00a0<span title=\"22:52\">I<\/span>\u00a0<span title=\"22:52\">recording<\/span>\u00a0<span title=\"22:53\">a<\/span>\u00a0<span title=\"22:53\">podcast<\/span>\u00a0<\/span><span data-start=\"00:22:53.103\" data-end=\"00:22:54.383\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:53\">on<\/span>\u00a0<span title=\"22:53\">my<\/span>\u00a0<span title=\"22:54\">own<\/span>\u00a0<span title=\"22:54\">and<\/span>\u00a0<span title=\"22:54\">writing<\/span>\u00a0<span title=\"22:54\">a<\/span>\u00a0<span title=\"22:54\">book?<\/span><\/span><\/p>\n<p><small>[22:55]<\/small>\u00a0<span data-start=\"00:22:55.303\" data-end=\"00:22:58.503\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:55\">It<\/span>\u00a0<span title=\"22:56\">works<\/span>\u00a0<span title=\"22:56\">like<\/span>\u00a0<span title=\"22:56\">this.<\/span>\u00a0<span title=\"22:57\">We<\/span>\u00a0<span title=\"22:57\">had<\/span>\u00a0<span title=\"22:57\">the<\/span>\u00a0<span title=\"22:57\">chicken<\/span>\u00a0<span title=\"22:58\">before<\/span>\u00a0<span title=\"22:58\">the<\/span>\u00a0<span title=\"22:58\">egg.<\/span><\/span><br \/><span data-start=\"00:22:58.883\" data-end=\"00:23:03.483\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"22:59\">Sactionals<\/span>\u00a0<span title=\"22:59\">being<\/span>\u00a0<span title=\"23:00\">the<\/span>\u00a0<span title=\"23:00\">chicken,<\/span>\u00a0<span title=\"23:01\">we<\/span>\u00a0<span title=\"23:02\">discovered,<\/span>\u00a0<span title=\"23:02\">as<\/span>\u00a0<span title=\"23:02\">we<\/span>\u00a0<span title=\"23:02\">observed<\/span>\u00a0<span title=\"23:03\">and<\/span>\u00a0<span title=\"23:03\">had<\/span>\u00a0<span title=\"23:03\">success<\/span>\u00a0<\/span><span data-start=\"00:23:03.483\" data-end=\"00:23:06.663\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:03\">with<\/span>\u00a0<span title=\"23:04\">it,<\/span>\u00a0<span title=\"23:05\">we<\/span>\u00a0<span title=\"23:05\">believe<\/span>\u00a0<span title=\"23:06\">are<\/span>\u00a0<span title=\"23:06\">so<\/span>\u00a0<span title=\"23:06\">successful<\/span>\u00a0<\/span><span data-start=\"00:23:06.663\" data-end=\"00:23:12.023\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:07\">because<\/span>\u00a0<span title=\"23:07\">they<\/span>\u00a0<span title=\"23:08\">are<\/span>\u00a0<span title=\"23:09\">are<\/span>\u00a0<span title=\"23:09\">built<\/span>\u00a0<span title=\"23:09\">to<\/span>\u00a0<span title=\"23:09\">last<\/span>\u00a0<span title=\"23:10\">a<\/span>\u00a0<span title=\"23:10\">lifetime<\/span>\u00a0<span title=\"23:10\">and<\/span>\u00a0<span title=\"23:11\">designed<\/span>\u00a0<span title=\"23:11\">to<\/span>\u00a0<span title=\"23:12\">evolve.<\/span><\/span><br \/><span data-start=\"00:23:12.223\" data-end=\"00:23:15.143\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:12\">Like<\/span>\u00a0<span title=\"23:12\">those<\/span>\u00a0<span title=\"23:13\">two<\/span>\u00a0<span title=\"23:13\">attributes<\/span>\u00a0<span title=\"23:13\">in<\/span>\u00a0<span title=\"23:14\">our<\/span>\u00a0<span title=\"23:14\">product<\/span>\u00a0<span title=\"23:14\">are<\/span>\u00a0<span title=\"23:15\">quite<\/span>\u00a0<span title=\"23:15\">unique.<\/span><\/span><br \/><span data-start=\"00:23:15.503\" data-end=\"00:23:21.083\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:16\">And<\/span>\u00a0<span title=\"23:16\">those<\/span>\u00a0<span title=\"23:16\">two<\/span>\u00a0<span title=\"23:16\">attributes<\/span>\u00a0<span title=\"23:17\">underpin<\/span>\u00a0<span title=\"23:18\">what<\/span>\u00a0<span title=\"23:19\">we<\/span>\u00a0<span title=\"23:19\">call<\/span>\u00a0<span title=\"23:19\">our<\/span>\u00a0<span title=\"23:20\">designed<\/span>\u00a0<span title=\"23:20\">for<\/span>\u00a0<span title=\"23:20\">life<\/span>\u00a0<span title=\"23:21\">philosophy.<\/span><\/span><\/p>\n<h2 id=\"chapter5\" class=\"chapter\">Sactionals: Built to Last, Designed to Evolve<\/h2>\n<p><small>[23:21]<\/small>\u00a0<span data-start=\"00:23:21.463\" data-end=\"00:23:26.623\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:21\">I<\/span>\u00a0<span title=\"23:22\">did<\/span>\u00a0<span title=\"23:22\">not<\/span>\u00a0<span title=\"23:22\">found<\/span>\u00a0<span title=\"23:22\">Love<\/span>\u00a0<span title=\"23:23\">Sack<\/span>\u00a0<span title=\"23:23\">to<\/span>\u00a0<span title=\"23:25\">make<\/span>\u00a0<span title=\"23:25\">products<\/span>\u00a0<span title=\"23:25\">that<\/span>\u00a0<span title=\"23:26\">are<\/span>\u00a0<span title=\"23:26\">super<\/span>\u00a0<span title=\"23:26\">sustainable,<\/span>\u00a0<\/span><span data-start=\"00:23:26.903\" data-end=\"00:23:29.463\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:27\">sustain<\/span>\u00a0<span title=\"23:27\">hyphenable.<\/span>\u00a0<span title=\"23:28\">In<\/span>\u00a0<span title=\"23:28\">other<\/span>\u00a0<span title=\"23:28\">words,<\/span>\u00a0<span title=\"23:28\">things<\/span>\u00a0<span title=\"23:29\">that<\/span>\u00a0<span title=\"23:29\">actually<\/span>\u00a0<span title=\"23:29\">sustain.<\/span><\/span><br \/><span data-start=\"00:23:30.263\" data-end=\"00:23:34.283\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:30\">Who\u2019s<\/span>\u00a0<span title=\"23:31\">talking<\/span>\u00a0<span title=\"23:31\">about<\/span>\u00a0<span title=\"23:31\">that?<\/span>\u00a0<span title=\"23:32\">I<\/span>\u00a0<span title=\"23:32\">was<\/span>\u00a0<span title=\"23:32\">just<\/span>\u00a0<span title=\"23:32\">trying<\/span>\u00a0<span title=\"23:32\">to<\/span>\u00a0<span title=\"23:32\">survive.<\/span>\u00a0<span title=\"23:33\">I<\/span>\u00a0<span title=\"23:33\">made<\/span>\u00a0<span title=\"23:33\">a<\/span>\u00a0<span title=\"23:33\">big<\/span>\u00a0<span title=\"23:33\">beanbag,<\/span>\u00a0<span title=\"23:34\">people<\/span>\u00a0<span title=\"23:34\">liked<\/span>\u00a0<span title=\"23:34\">it.<\/span><\/span><br \/><span data-start=\"00:23:34.523\" data-end=\"00:23:38.023\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:35\">Made<\/span>\u00a0<span title=\"23:35\">a<\/span>\u00a0<span title=\"23:35\">couch<\/span>\u00a0<span title=\"23:35\">because<\/span>\u00a0<span title=\"23:35\">people<\/span>\u00a0<span title=\"23:36\">were<\/span>\u00a0<span title=\"23:36\">asking<\/span>\u00a0<span title=\"23:36\">about<\/span>\u00a0<span title=\"23:36\">couches.<\/span>\u00a0<span title=\"23:37\">who<\/span>\u00a0<span title=\"23:37\">has<\/span>\u00a0<span title=\"23:37\">solved<\/span>\u00a0<span title=\"23:38\">all<\/span>\u00a0<span title=\"23:38\">these<\/span>\u00a0<\/span><span data-start=\"00:23:38.023\" data-end=\"00:23:43.623\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:38\">problems,<\/span>\u00a0<span title=\"23:39\">observed<\/span>\u00a0<span title=\"23:39\">the<\/span>\u00a0<span title=\"23:40\">success,<\/span>\u00a0<span title=\"23:41\">and<\/span>\u00a0<span title=\"23:42\">that<\/span>\u00a0<span title=\"23:42\">success<\/span>\u00a0<span title=\"23:42\">was<\/span>\u00a0<span title=\"23:42\">rooted<\/span>\u00a0<span title=\"23:43\">in<\/span>\u00a0<span title=\"23:43\">the<\/span>\u00a0<span title=\"23:43\">fact<\/span>\u00a0<span title=\"23:43\">that<\/span>\u00a0<\/span><span data-start=\"00:23:43.623\" data-end=\"00:23:45.023\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:44\">things<\/span>\u00a0<span title=\"23:44\">were<\/span>\u00a0<span title=\"23:44\">built<\/span>\u00a0<span title=\"23:44\">to<\/span>\u00a0<span title=\"23:44\">last,<\/span>\u00a0<span title=\"23:44\">designed<\/span>\u00a0<span title=\"23:44\">to<\/span>\u00a0<span title=\"23:45\">evolve.<\/span><\/span><br \/><span data-start=\"00:23:45.103\" data-end=\"00:23:49.603\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:45\">Now<\/span>\u00a0<span title=\"23:45\">that\u2019s<\/span>\u00a0<span title=\"23:46\">led<\/span>\u00a0<span title=\"23:46\">us<\/span>\u00a0<span title=\"23:46\">to<\/span>\u00a0<span title=\"23:46\">this<\/span>\u00a0<span title=\"23:46\">whole<\/span>\u00a0<span title=\"23:46\">philosophy<\/span>\u00a0<span title=\"23:47\">that<\/span>\u00a0<span title=\"23:47\">will<\/span>\u00a0<span title=\"23:48\">inform<\/span>\u00a0<span title=\"23:48\">our<\/span>\u00a0<span title=\"23:49\">innovation<\/span>\u00a0<span title=\"23:49\">on<\/span>\u00a0<\/span><span data-start=\"00:23:49.603\" data-end=\"00:23:54.123\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:50\">every<\/span>\u00a0<span title=\"23:50\">product<\/span>\u00a0<span title=\"23:51\">going<\/span>\u00a0<span title=\"23:51\">forward,<\/span>\u00a0<span title=\"23:52\">and<\/span>\u00a0<span title=\"23:52\">it\u2019s<\/span>\u00a0<span title=\"23:52\">why<\/span>\u00a0<span title=\"23:53\">I\u2019m<\/span>\u00a0<span title=\"23:53\">so<\/span>\u00a0<span title=\"23:53\">confident<\/span>\u00a0<span title=\"23:53\">that<\/span>\u00a0<span title=\"23:53\">we<\/span>\u00a0<span title=\"23:53\">can<\/span>\u00a0<span title=\"23:54\">continue<\/span>\u00a0<\/span><span data-start=\"00:23:54.123\" data-end=\"00:23:58.583\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:54\">to<\/span>\u00a0<span title=\"23:54\">succeed,<\/span>\u00a0<span title=\"23:55\">is<\/span>\u00a0<span title=\"23:55\">because<\/span>\u00a0<span title=\"23:55\">of<\/span>\u00a0<span title=\"23:56\">this<\/span>\u00a0<span title=\"23:56\">design<\/span>\u00a0<span title=\"23:57\">philosophy<\/span>\u00a0<span title=\"23:57\">that<\/span>\u00a0<span title=\"23:58\">I\u2019m<\/span>\u00a0<span title=\"23:58\">sharing<\/span>\u00a0<span title=\"23:58\">with<\/span>\u00a0<span title=\"23:58\">you<\/span>\u00a0<span title=\"23:58\">openly.<\/span><\/span><br \/><span data-start=\"00:23:59.203\" data-end=\"00:24:01.763\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"23:59\">Because<\/span>\u00a0<span title=\"24:00\">it\u2019s<\/span>\u00a0<span title=\"24:00\">one<\/span>\u00a0<span title=\"24:00\">thing<\/span>\u00a0<span title=\"24:00\">to<\/span>\u00a0<span title=\"24:00\">say<\/span>\u00a0<span title=\"24:00\">it,<\/span>\u00a0<span title=\"24:00\">it\u2019s<\/span>\u00a0<span title=\"24:01\">another<\/span>\u00a0<span title=\"24:01\">thing<\/span>\u00a0<span title=\"24:01\">to<\/span>\u00a0<span title=\"24:01\">execute<\/span>\u00a0<span title=\"24:01\">to<\/span>\u00a0<span title=\"24:02\">it.<\/span><\/span><br \/><span data-start=\"00:24:01.763\" data-end=\"00:24:04.283\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:02\">That\u2019s<\/span>\u00a0<span title=\"24:02\">the<\/span>\u00a0<span title=\"24:02\">hard<\/span>\u00a0<span title=\"24:02\">part.<\/span>\u00a0<span title=\"24:03\">It\u2019s<\/span>\u00a0<span title=\"24:03\">the<\/span>\u00a0<span title=\"24:03\">execution<\/span>\u00a0<span title=\"24:04\">that\u2019s<\/span>\u00a0<span title=\"24:04\">the<\/span>\u00a0<span title=\"24:04\">hard<\/span>\u00a0<span title=\"24:04\">part,<\/span>\u00a0<\/span><span data-start=\"00:24:04.363\" data-end=\"00:24:06.563\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:04\">you<\/span>\u00a0<span title=\"24:04\">know?<\/span>\u00a0<span title=\"24:05\">Now,<\/span>\u00a0<span title=\"24:05\">that<\/span>\u00a0<span title=\"24:06\">said\u2026<\/span><\/span><\/p>\n<p><small>[24:08]<\/small>\u00a0<span data-start=\"00:24:07.724\" data-end=\"00:24:14.484\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:08\">I\u2019m<\/span>\u00a0<span title=\"24:08\">trying<\/span>\u00a0<span title=\"24:09\">to<\/span>\u00a0<span title=\"24:09\">drive<\/span>\u00a0<span title=\"24:09\">a<\/span>\u00a0<span title=\"24:09\">movement.<\/span>\u00a0<span title=\"24:11\">I<\/span>\u00a0<span title=\"24:11\">believe<\/span>\u00a0<span title=\"24:11\">that<\/span>\u00a0<span title=\"24:12\">there<\/span>\u00a0<span title=\"24:12\">are<\/span>\u00a0<span title=\"24:12\">many<\/span>\u00a0<span title=\"24:13\">people<\/span>\u00a0<span title=\"24:13\">that<\/span>\u00a0<span title=\"24:14\">are<\/span>\u00a0<\/span><span data-start=\"00:24:14.484\" data-end=\"00:24:21.344\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:14\">sort<\/span>\u00a0<span title=\"24:15\">of<\/span>\u00a0<span title=\"24:15\">aware<\/span>\u00a0<span title=\"24:15\">now<\/span>\u00a0<span title=\"24:16\">that<\/span>\u00a0<span title=\"24:17\">we<\/span>\u00a0<span title=\"24:17\">have<\/span>\u00a0<span title=\"24:18\">been<\/span>\u00a0<span title=\"24:18\">conned<\/span>\u00a0<span title=\"24:19\">into<\/span>\u00a0<span title=\"24:19\">buying<\/span>\u00a0<span title=\"24:20\">too<\/span>\u00a0<span title=\"24:21\">much<\/span>\u00a0<span title=\"24:21\">crap.<\/span><\/span><br \/><span data-start=\"00:24:21.964\" data-end=\"00:24:25.024\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:22\">New<\/span>\u00a0<span title=\"24:22\">season,<\/span>\u00a0<span title=\"24:23\">new<\/span>\u00a0<span title=\"24:23\">collection,<\/span>\u00a0<span title=\"24:24\">the<\/span>\u00a0<span title=\"24:24\">merchandising<\/span>\u00a0<span title=\"24:24\">hamster<\/span>\u00a0<span title=\"24:25\">wheel,<\/span>\u00a0<\/span><span data-start=\"00:24:25.204\" data-end=\"00:24:28.604\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:25\">new<\/span>\u00a0<span title=\"24:26\">iPhone,<\/span>\u00a0<span title=\"24:26\">now<\/span>\u00a0<span title=\"24:27\">it\u2019s<\/span>\u00a0<span title=\"24:27\">got<\/span>\u00a0<span title=\"24:27\">a<\/span>\u00a0<span title=\"24:27\">titanium<\/span>\u00a0<span title=\"24:28\">band.<\/span>\u00a0<span title=\"24:28\">Really?<\/span><\/span><br \/><span data-start=\"00:24:29.564\" data-end=\"00:24:33.364\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:30\">Everyone<\/span>\u00a0<span title=\"24:30\">knows.<\/span>\u00a0<span title=\"24:31\">No,<\/span>\u00a0<span title=\"24:31\">it\u2019s<\/span>\u00a0<span title=\"24:31\">not<\/span>\u00a0<span title=\"24:31\">even<\/span>\u00a0<span title=\"24:32\">hidden.<\/span>\u00a0<span title=\"24:32\">It\u2019s<\/span>\u00a0<span title=\"24:32\">not<\/span>\u00a0<span title=\"24:32\">even<\/span>\u00a0<span title=\"24:33\">like<\/span>\u00a0<span title=\"24:33\">a<\/span>\u00a0<span title=\"24:33\">secret.<\/span>\u00a0<span title=\"24:33\">it.<\/span><\/span><br \/><span data-start=\"00:24:33.944\" data-end=\"00:24:38.004\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:34\">This<\/span>\u00a0<span title=\"24:34\">whole<\/span>\u00a0<span title=\"24:35\">hamster<\/span>\u00a0<span title=\"24:35\">wheel<\/span>\u00a0<span title=\"24:35\">called<\/span>\u00a0<span title=\"24:36\">planned<\/span>\u00a0<span title=\"24:36\">obsolescence<\/span>\u00a0<span title=\"24:37\">that<\/span>\u00a0<span title=\"24:37\">was<\/span>\u00a0<span title=\"24:37\">not<\/span>\u00a0<span title=\"24:38\">an<\/span>\u00a0<span title=\"24:38\">accident,<\/span>\u00a0<\/span><span data-start=\"00:24:38.704\" data-end=\"00:24:43.004\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:39\">it\u2019s<\/span>\u00a0<span title=\"24:39\">absolutely<\/span>\u00a0<span title=\"24:40\">an<\/span>\u00a0<span title=\"24:40\">economic<\/span>\u00a0<span title=\"24:40\">strategy<\/span>\u00a0<span title=\"24:41\">to<\/span>\u00a0<span title=\"24:41\">lift<\/span>\u00a0<span title=\"24:41\">us<\/span>\u00a0<span title=\"24:42\">out<\/span>\u00a0<span title=\"24:42\">of<\/span>\u00a0<span title=\"24:42\">the<\/span>\u00a0<span title=\"24:42\">Great<\/span>\u00a0<span title=\"24:42\">Depression<\/span>\u00a0<span title=\"24:42\">and<\/span>\u00a0<span title=\"24:43\">onward.<\/span><\/span><br \/><span data-start=\"00:24:43.904\" data-end=\"00:24:47.624\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:44\">And<\/span>\u00a0<span title=\"24:44\">it<\/span>\u00a0<span title=\"24:44\">has<\/span>\u00a0<span title=\"24:44\">roots<\/span>\u00a0<span title=\"24:45\">all<\/span>\u00a0<span title=\"24:45\">the<\/span>\u00a0<span title=\"24:45\">way<\/span>\u00a0<span title=\"24:45\">back<\/span>\u00a0<span title=\"24:45\">to<\/span>\u00a0<span title=\"24:46\">Louis<\/span>\u00a0<span title=\"24:47\">XIV.<\/span><\/span><br \/><span data-start=\"00:24:47.764\" data-end=\"00:24:53.444\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:48\">What\u2019s<\/span>\u00a0<span title=\"24:48\">my<\/span>\u00a0<span title=\"24:48\">point?<\/span>\u00a0<span title=\"24:48\">The<\/span>\u00a0<span title=\"24:49\">world<\/span>\u00a0<span title=\"24:49\">has<\/span>\u00a0<span title=\"24:50\">just,<\/span>\u00a0<span title=\"24:51\">I<\/span>\u00a0<span title=\"24:52\">guess,<\/span>\u00a0<span title=\"24:52\">accidentally,<\/span>\u00a0<span title=\"24:53\">not<\/span>\u00a0<span title=\"24:53\">so<\/span>\u00a0<span title=\"24:53\">accidentally,<\/span>\u00a0<\/span><span data-start=\"00:24:53.644\" data-end=\"00:24:57.584\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:54\">fallen<\/span>\u00a0<span title=\"24:54\">into<\/span>\u00a0<span title=\"24:54\">all<\/span>\u00a0<span title=\"24:55\">kinds<\/span>\u00a0<span title=\"24:55\">of<\/span>\u00a0<span title=\"24:55\">rhythms<\/span>\u00a0<span title=\"24:56\">that<\/span>\u00a0<span title=\"24:57\">are<\/span>\u00a0<span title=\"24:57\">unhealthy,<\/span>\u00a0<\/span><span data-start=\"00:24:58.324\" data-end=\"00:25:02.124\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"24:58\">unsustainable,<\/span>\u00a0<span title=\"25:00\">and<\/span>\u00a0<span title=\"25:00\">not<\/span>\u00a0<span title=\"25:01\">good<\/span>\u00a0<span title=\"25:01\">for<\/span>\u00a0<span title=\"25:01\">anyone,<\/span>\u00a0<span title=\"25:02\">not<\/span>\u00a0<span title=\"25:02\">good<\/span>\u00a0<span title=\"25:02\">for<\/span>\u00a0<span title=\"25:02\">the<\/span>\u00a0<span title=\"25:02\">environment,<\/span>\u00a0<\/span><span data-start=\"00:25:02.164\" data-end=\"00:25:04.744\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:02\">not<\/span>\u00a0<span title=\"25:02\">good<\/span>\u00a0<span title=\"25:02\">for<\/span>\u00a0<span title=\"25:02\">people,<\/span>\u00a0<span title=\"25:03\">you<\/span>\u00a0<span title=\"25:03\">know,<\/span>\u00a0<span title=\"25:04\">we\u2019re<\/span>\u00a0<span title=\"25:04\">frenetically<\/span>\u00a0<span title=\"25:04\">chasing<\/span>\u00a0<span title=\"25:05\">out.<\/span><\/span><br \/><span data-start=\"00:25:04.844\" data-end=\"00:25:07.164\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:05\">Now<\/span>\u00a0<span title=\"25:05\">my<\/span>\u00a0<span title=\"25:05\">jeans<\/span>\u00a0<span title=\"25:05\">are<\/span>\u00a0<span title=\"25:05\">too<\/span>\u00a0<span title=\"25:06\">tight,<\/span>\u00a0<span title=\"25:06\">now<\/span>\u00a0<span title=\"25:06\">they\u2019re<\/span>\u00a0<span title=\"25:06\">too<\/span>\u00a0<span title=\"25:06\">loose,<\/span>\u00a0<span title=\"25:07\">now<\/span>\u00a0<span title=\"25:07\">they\u2019re<\/span>\u00a0<span title=\"25:07\">too<\/span>\u00a0<span title=\"25:07\">long,<\/span>\u00a0<\/span><span data-start=\"00:25:07.264\" data-end=\"00:25:09.424\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:07\">now<\/span>\u00a0<span title=\"25:07\">they\u2019re<\/span>\u00a0<span title=\"25:08\">short,<\/span>\u00a0<span title=\"25:08\">now<\/span>\u00a0<span title=\"25:08\">I<\/span>\u00a0<span title=\"25:08\">got,<\/span>\u00a0<span title=\"25:08\">now<\/span>\u00a0<span title=\"25:09\">they<\/span>\u00a0<span title=\"25:09\">got<\/span>\u00a0<span title=\"25:09\">to<\/span>\u00a0<span title=\"25:09\">show<\/span>\u00a0<span title=\"25:09\">my<\/span>\u00a0<span title=\"25:09\">ankles,<\/span>\u00a0<\/span><span data-start=\"00:25:09.524\" data-end=\"00:25:12.904\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:10\">now<\/span>\u00a0<span title=\"25:10\">they<\/span>\u00a0<span title=\"25:10\">got<\/span>\u00a0<span title=\"25:10\">to<\/span>\u00a0<span title=\"25:10\">drape<\/span>\u00a0<span title=\"25:11\">over<\/span>\u00a0<span title=\"25:11\">my,<\/span>\u00a0<span title=\"25:11\">like,<\/span>\u00a0<span title=\"25:12\">this<\/span>\u00a0<span title=\"25:12\">is<\/span>\u00a0<span title=\"25:12\">not<\/span>\u00a0<span title=\"25:12\">an<\/span>\u00a0<span title=\"25:13\">accident.<\/span><\/span><br \/><span data-start=\"00:25:13.504\" data-end=\"00:25:16.104\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:14\">This<\/span>\u00a0<span title=\"25:14\">is<\/span>\u00a0<span title=\"25:14\">a<\/span>\u00a0<span title=\"25:14\">self-propelling<\/span>\u00a0<span title=\"25:15\">machine<\/span>\u00a0<span title=\"25:15\">that<\/span>\u00a0<span title=\"25:16\">we<\/span>\u00a0<span title=\"25:16\">have<\/span>\u00a0<span title=\"25:16\">created.<\/span><\/span><br \/><span data-start=\"00:25:16.764\" data-end=\"00:25:21.844\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:17\">What\u2019s<\/span>\u00a0<span title=\"25:17\">my<\/span>\u00a0<span title=\"25:17\">point?<\/span>\u00a0<span title=\"25:18\">I<\/span>\u00a0<span title=\"25:18\">believe<\/span>\u00a0<span title=\"25:19\">we<\/span>\u00a0<span title=\"25:19\">can<\/span>\u00a0<span title=\"25:19\">drive<\/span>\u00a0<span title=\"25:19\">a<\/span>\u00a0<span title=\"25:19\">movement<\/span>\u00a0<span title=\"25:20\">amongst<\/span>\u00a0<span title=\"25:20\">people<\/span>\u00a0<span title=\"25:21\">to<\/span>\u00a0<span title=\"25:21\">reject<\/span>\u00a0<span title=\"25:21\">that.<\/span><\/span><br \/><span data-start=\"00:25:22.164\" data-end=\"00:25:24.904\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:22\">And<\/span>\u00a0<span title=\"25:22\">I<\/span>\u00a0<span title=\"25:23\">believe<\/span>\u00a0<span title=\"25:23\">factionals<\/span>\u00a0<span title=\"25:24\">is<\/span>\u00a0<span title=\"25:24\">one<\/span>\u00a0<span title=\"25:24\">of<\/span>\u00a0<span title=\"25:24\">the<\/span>\u00a0<span title=\"25:24\">embodiments<\/span>\u00a0<span title=\"25:25\">of<\/span>\u00a0<span title=\"25:25\">that.<\/span><\/span><br \/><span data-start=\"00:25:25.704\" data-end=\"00:25:29.444\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:26\">Things<\/span>\u00a0<span title=\"25:26\">built<\/span>\u00a0<span title=\"25:26\">to<\/span>\u00a0<span title=\"25:26\">last<\/span>\u00a0<span title=\"25:26\">a<\/span>\u00a0<span title=\"25:27\">lifetime<\/span>\u00a0<span title=\"25:27\">are<\/span>\u00a0<span title=\"25:27\">designed<\/span>\u00a0<span title=\"25:27\">to<\/span>\u00a0<span title=\"25:27\">evolve.<\/span>\u00a0<span title=\"25:27\">So<\/span>\u00a0<span title=\"25:28\">that<\/span>\u00a0<span title=\"25:28\">movement<\/span>\u00a0<span title=\"25:28\">is<\/span>\u00a0<\/span><span data-start=\"00:25:29.444\" data-end=\"00:25:31.844\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:29\">actually<\/span>\u00a0<span title=\"25:30\">my<\/span>\u00a0<span title=\"25:31\">long-term<\/span>\u00a0<span title=\"25:32\">strategy.<\/span><\/span><\/p>\n<p><small>[25:33]<\/small>\u00a0<span data-start=\"00:25:32.984\" data-end=\"00:25:36.404\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:33\">In<\/span>\u00a0<span title=\"25:33\">the<\/span>\u00a0<span title=\"25:33\">near<\/span>\u00a0<span title=\"25:33\">term,<\/span>\u00a0<span title=\"25:34\">I<\/span>\u00a0<span title=\"25:34\">need<\/span>\u00a0<span title=\"25:34\">to\u2026<\/span>\u00a0<span title=\"25:35\">One<\/span>\u00a0<span title=\"25:35\">of<\/span>\u00a0<span title=\"25:35\">the<\/span>\u00a0<span title=\"25:35\">ways<\/span>\u00a0<span title=\"25:35\">that<\/span>\u00a0<span title=\"25:36\">we<\/span>\u00a0<span title=\"25:36\">will<\/span>\u00a0<span title=\"25:36\">reach<\/span>\u00a0<span title=\"25:36\">people<\/span>\u00a0<span title=\"25:36\">besides<\/span>\u00a0<\/span><span data-start=\"00:25:36.404\" data-end=\"00:25:41.864\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:36\">buying<\/span>\u00a0<span title=\"25:37\">advertising<\/span>\u00a0<span title=\"25:37\">and<\/span>\u00a0<span title=\"25:38\">using<\/span>\u00a0<span title=\"25:38\">it<\/span>\u00a0<span title=\"25:38\">to<\/span>\u00a0<span title=\"25:39\">drive<\/span>\u00a0<span title=\"25:39\">a<\/span>\u00a0<span title=\"25:39\">strong<\/span>\u00a0<span title=\"25:39\">CLV<\/span>\u00a0<span title=\"25:40\">to<\/span>\u00a0<span title=\"25:40\">CAC<\/span>\u00a0<span title=\"25:40\">ratio<\/span>\u00a0<span title=\"25:40\">is<\/span>\u00a0<span title=\"25:41\">through\u2026<\/span><\/span><br \/><span data-start=\"00:25:42.724\" data-end=\"00:25:46.844\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:43\">I<\/span>\u00a0<span title=\"25:43\">don\u2019t<\/span>\u00a0<span title=\"25:43\">know,<\/span>\u00a0<span title=\"25:43\">even<\/span>\u00a0<span title=\"25:44\">podcasts<\/span>\u00a0<span title=\"25:44\">like<\/span>\u00a0<span title=\"25:44\">this<\/span>\u00a0<span title=\"25:45\">is<\/span>\u00a0<span title=\"25:45\">through<\/span>\u00a0<span title=\"25:45\">people<\/span>\u00a0<span title=\"25:46\">finding<\/span>\u00a0<span title=\"25:46\">our<\/span>\u00a0<span title=\"25:47\">brand,<\/span>\u00a0<\/span><span data-start=\"00:25:47.044\" data-end=\"00:25:50.584\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:47\">finding<\/span>\u00a0<span title=\"25:47\">out<\/span>\u00a0<span title=\"25:47\">about<\/span>\u00a0<span title=\"25:48\">me,<\/span>\u00a0<span title=\"25:48\">finding<\/span>\u00a0<span title=\"25:49\">out<\/span>\u00a0<span title=\"25:49\">about<\/span>\u00a0<span title=\"25:49\">the<\/span>\u00a0<span title=\"25:49\">company<\/span>\u00a0<span title=\"25:50\">through\u2026<\/span><\/span><br \/><span data-start=\"00:25:50.584\" data-end=\"00:25:53.104\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:51\">Whether<\/span>\u00a0<span title=\"25:51\">it<\/span>\u00a0<span title=\"25:51\">be<\/span>\u00a0<span title=\"25:51\">me,<\/span>\u00a0<span title=\"25:51\">whether<\/span>\u00a0<span title=\"25:52\">it<\/span>\u00a0<span title=\"25:52\">be<\/span>\u00a0<span title=\"25:52\">through<\/span>\u00a0<span title=\"25:52\">the<\/span>\u00a0<span title=\"25:52\">goodwill<\/span>\u00a0<span title=\"25:52\">of<\/span>\u00a0<span title=\"25:53\">our<\/span>\u00a0<span title=\"25:53\">customers,<\/span>\u00a0<\/span><span data-start=\"00:25:53.304\" data-end=\"00:25:54.424\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:53\">sharing<\/span>\u00a0<span title=\"25:54\">this<\/span>\u00a0<span title=\"25:54\">or<\/span>\u00a0<span title=\"25:54\">that,<\/span>\u00a0<span title=\"25:54\">the<\/span>\u00a0<span title=\"25:54\">other.<\/span><\/span><br \/><span data-start=\"00:25:55.124\" data-end=\"00:25:58.624\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:55\">And<\/span>\u00a0<span title=\"25:55\">so<\/span>\u00a0<span title=\"25:56\">I<\/span>\u00a0<span title=\"25:56\">wrote<\/span>\u00a0<span title=\"25:56\">a<\/span>\u00a0<span title=\"25:56\">book<\/span>\u00a0<span title=\"25:57\">called<\/span>\u00a0<span title=\"25:57\">Let<\/span>\u00a0<span title=\"25:57\">Me<\/span>\u00a0<span title=\"25:57\">Save<\/span>\u00a0<span title=\"25:57\">You<\/span>\u00a0<span title=\"25:57\">25<\/span>\u00a0<span title=\"25:57\">Years.<\/span>\u00a0<span title=\"25:58\">It\u2019s<\/span>\u00a0<span title=\"25:58\">our<\/span>\u00a0<span title=\"25:58\">clever<\/span>\u00a0<span title=\"25:58\">story<\/span><\/span><\/p>\n<h2 id=\"chapter6\" class=\"chapter\">Driving a Movement for Sustainable Consumerism<\/h2>\n<p><small>[25:59]<\/small>\u00a0<span data-start=\"00:25:58.624\" data-end=\"00:26:01.004\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"25:59\">at<\/span>\u00a0<span title=\"25:59\">Love<\/span>\u00a0<span title=\"25:59\">Sack.<\/span>\u00a0<span title=\"25:59\">It\u2019s<\/span>\u00a0<span title=\"25:59\">really<\/span>\u00a0<span title=\"25:59\">great.<\/span>\u00a0<span title=\"26:00\">I<\/span>\u00a0<span title=\"26:00\">think<\/span>\u00a0<span title=\"26:00\">it<\/span>\u00a0<span title=\"26:00\">launches<\/span>\u00a0<span title=\"26:00\">in<\/span>\u00a0<span title=\"26:01\">January.<\/span><\/span><br \/><span data-start=\"00:26:01.724\" data-end=\"00:26:06.544\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:02\">I<\/span>\u00a0<span title=\"26:02\">spun<\/span>\u00a0<span title=\"26:02\">up<\/span>\u00a0<span title=\"26:02\">a<\/span>\u00a0<span title=\"26:02\">podcast<\/span>\u00a0<span title=\"26:03\">called<\/span>\u00a0<span title=\"26:03\">Let<\/span>\u00a0<span title=\"26:03\">Me<\/span>\u00a0<span title=\"26:03\">Save<\/span>\u00a0<span title=\"26:03\">You<\/span>\u00a0<span title=\"26:03\">25<\/span>\u00a0<span title=\"26:04\">Years<\/span>\u00a0<span title=\"26:04\">where<\/span>\u00a0<span title=\"26:04\">I<\/span>\u00a0<span title=\"26:05\">share<\/span>\u00a0<span title=\"26:05\">my<\/span>\u00a0<span title=\"26:06\">own<\/span>\u00a0<span title=\"26:06\">entrepreneurial<\/span>\u00a0<\/span><span data-start=\"00:26:06.544\" data-end=\"00:26:11.264\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:07\">mistakes,<\/span>\u00a0<span title=\"26:08\">miracles,<\/span>\u00a0<span title=\"26:08\">and<\/span>\u00a0<span title=\"26:08\">lessons<\/span>\u00a0<span title=\"26:09\">of<\/span>\u00a0<span title=\"26:09\">the<\/span>\u00a0<span title=\"26:09\">Love<\/span>\u00a0<span title=\"26:10\">Sack<\/span>\u00a0<span title=\"26:10\">story.<\/span>\u00a0<span title=\"26:10\">That\u2019s<\/span>\u00a0<span title=\"26:10\">the<\/span>\u00a0<span title=\"26:10\">subtitle<\/span>\u00a0<span title=\"26:11\">of<\/span>\u00a0<span title=\"26:11\">the<\/span>\u00a0<span title=\"26:11\">book.<\/span><\/span><br \/><span data-start=\"00:26:11.604\" data-end=\"00:26:14.104\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:12\">That\u2019s<\/span>\u00a0<span title=\"26:12\">the<\/span>\u00a0<span title=\"26:12\">spirit<\/span>\u00a0<span title=\"26:12\">of<\/span>\u00a0<span title=\"26:12\">the<\/span>\u00a0<span title=\"26:12\">podcast.<\/span>\u00a0<span title=\"26:13\">I<\/span>\u00a0<span title=\"26:13\">talk<\/span>\u00a0<span title=\"26:13\">to<\/span>\u00a0<span title=\"26:13\">successful<\/span>\u00a0<span title=\"26:14\">people,<\/span>\u00a0<\/span><span data-start=\"00:26:14.704\" data-end=\"00:26:18.284\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:15\">some<\/span>\u00a0<span title=\"26:15\">of<\/span>\u00a0<span title=\"26:15\">the<\/span>\u00a0<span title=\"26:15\">world\u2019s<\/span>\u00a0<span title=\"26:15\">most<\/span>\u00a0<span title=\"26:15\">successful<\/span>\u00a0<span title=\"26:16\">entrepreneurs<\/span>\u00a0<span title=\"26:16\">and<\/span>\u00a0<span title=\"26:17\">successful<\/span>\u00a0<span title=\"26:17\">people<\/span>\u00a0<span title=\"26:17\">about<\/span>\u00a0<span title=\"26:17\">these<\/span>\u00a0<span title=\"26:18\">concepts.<\/span><\/span><br \/><span data-start=\"00:26:18.444\" data-end=\"00:26:20.964\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:18\">And<\/span>\u00a0<span title=\"26:18\">it\u2019s<\/span>\u00a0<span title=\"26:19\">not<\/span>\u00a0<span title=\"26:19\">an<\/span>\u00a0<span title=\"26:19\">interview<\/span>\u00a0<span title=\"26:19\">podcast.<\/span>\u00a0<span title=\"26:20\">We<\/span>\u00a0<span title=\"26:20\">go<\/span>\u00a0<span title=\"26:20\">really<\/span>\u00a0<span title=\"26:20\">deep<\/span>\u00a0<span title=\"26:20\">into<\/span>\u00a0<span title=\"26:20\">some<\/span>\u00a0<span title=\"26:21\">of<\/span>\u00a0<span title=\"26:21\">these<\/span>\u00a0<span title=\"26:21\">concepts.<\/span><\/span><br \/><span data-start=\"00:26:20.964\" data-end=\"00:26:22.564\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:21\">So<\/span>\u00a0<span title=\"26:21\">my<\/span>\u00a0<span title=\"26:21\">long-term<\/span>\u00a0<span title=\"26:22\">goal<\/span>\u00a0<span title=\"26:23\">ultimately,<\/span>\u00a0<\/span><span data-start=\"00:26:23.764\" data-end=\"00:26:27.524\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:24\">is<\/span>\u00a0<span title=\"26:24\">to<\/span>\u00a0<span title=\"26:24\">write<\/span>\u00a0<span title=\"26:24\">another<\/span>\u00a0<span title=\"26:24\">book<\/span>\u00a0<span title=\"26:25\">that<\/span>\u00a0<span title=\"26:26\">can<\/span>\u00a0<span title=\"26:26\">help<\/span>\u00a0<span title=\"26:26\">drive<\/span>\u00a0<span title=\"26:26\">this<\/span>\u00a0<span title=\"26:26\">consumer<\/span>\u00a0<span title=\"26:27\">movement<\/span>\u00a0<span title=\"26:27\">that<\/span>\u00a0<span title=\"26:27\">I\u2019m<\/span>\u00a0<\/span><span data-start=\"00:26:27.524\" data-end=\"00:26:31.764\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:28\">describing<\/span>\u00a0<span title=\"26:28\">because<\/span>\u00a0<span title=\"26:29\">I<\/span>\u00a0<span title=\"26:29\">think<\/span>\u00a0<span title=\"26:29\">if<\/span>\u00a0<span title=\"26:30\">we<\/span>\u00a0<span title=\"26:30\">can<\/span>\u00a0<span title=\"26:30\">get<\/span>\u00a0<span title=\"26:30\">a<\/span>\u00a0<span title=\"26:30\">little<\/span>\u00a0<span title=\"26:31\">bit<\/span>\u00a0<span title=\"26:31\">of<\/span>\u00a0<span title=\"26:31\">luck<\/span>\u00a0<span title=\"26:31\">and<\/span>\u00a0<span title=\"26:31\">get<\/span>\u00a0<span title=\"26:31\">people<\/span>\u00a0<\/span><span data-start=\"00:26:31.764\" data-end=\"00:26:34.444\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:32\">thinking<\/span>\u00a0<span title=\"26:32\">about<\/span>\u00a0<span title=\"26:32\">these<\/span>\u00a0<span title=\"26:33\">things<\/span>\u00a0<span title=\"26:33\">and<\/span>\u00a0<span title=\"26:33\">then<\/span>\u00a0<span title=\"26:33\">eventually<\/span>\u00a0<span title=\"26:34\">seeking<\/span>\u00a0<span title=\"26:34\">out.<\/span><\/span><br \/><span data-start=\"00:26:35.595\" data-end=\"00:26:42.395\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:36\">Products<\/span>\u00a0<span title=\"26:36\">that<\/span>\u00a0<span title=\"26:37\">can<\/span>\u00a0<span title=\"26:37\">do<\/span>\u00a0<span title=\"26:37\">this,<\/span>\u00a0<span title=\"26:38\">and<\/span>\u00a0<span title=\"26:38\">just<\/span>\u00a0<span title=\"26:38\">a<\/span>\u00a0<span title=\"26:38\">lifestyle<\/span>\u00a0<span title=\"26:39\">that<\/span>\u00a0<span title=\"26:40\">is<\/span>\u00a0<span title=\"26:40\">supported<\/span>\u00a0<span title=\"26:41\">in<\/span>\u00a0<span title=\"26:42\">the<\/span>\u00a0<span title=\"26:42\">way<\/span>\u00a0<span title=\"26:42\">that<\/span>\u00a0<span title=\"26:42\">I\u2019m<\/span>\u00a0<span title=\"26:42\">describing.<\/span><\/span><br \/><span data-start=\"00:26:43.155\" data-end=\"00:26:46.055\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:43\">Buy<\/span>\u00a0<span title=\"26:44\">better<\/span>\u00a0<span title=\"26:44\">to<\/span>\u00a0<span title=\"26:44\">buy<\/span>\u00a0<span title=\"26:44\">less.<\/span>\u00a0<span title=\"26:45\">Buy<\/span>\u00a0<span title=\"26:45\">better<\/span>\u00a0<span title=\"26:45\">stuff<\/span>\u00a0<span title=\"26:45\">so<\/span>\u00a0<span title=\"26:45\">you<\/span>\u00a0<span title=\"26:45\">can<\/span>\u00a0<span title=\"26:45\">buy<\/span>\u00a0<span title=\"26:45\">less<\/span>\u00a0<span title=\"26:46\">stuff.<\/span><\/span><br \/><span data-start=\"00:26:46.655\" data-end=\"00:26:51.775\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:47\">Well,<\/span>\u00a0<span title=\"26:47\">obviously,<\/span>\u00a0<span title=\"26:47\">LoveSack<\/span>\u00a0<span title=\"26:48\">will<\/span>\u00a0<span title=\"26:48\">benefit<\/span>\u00a0<span title=\"26:48\">from<\/span>\u00a0<span title=\"26:48\">that<\/span>\u00a0<span title=\"26:49\">as<\/span>\u00a0<span title=\"26:49\">a<\/span>\u00a0<span title=\"26:49\">company<\/span>\u00a0<span title=\"26:49\">that<\/span>\u00a0<span title=\"26:50\">makes<\/span>\u00a0<span title=\"26:50\">better<\/span>\u00a0<span title=\"26:51\">stuff.<\/span><\/span><br \/><span data-start=\"00:26:52.675\" data-end=\"00:26:56.035\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:53\">And<\/span>\u00a0<span title=\"26:53\">so,<\/span>\u00a0<span title=\"26:53\">look,<\/span>\u00a0<span title=\"26:53\">it\u2019s<\/span>\u00a0<span title=\"26:53\">a<\/span>\u00a0<span title=\"26:53\">long,<\/span>\u00a0<span title=\"26:54\">long,<\/span>\u00a0<span title=\"26:54\">long,<\/span>\u00a0<span title=\"26:54\">long<\/span>\u00a0<span title=\"26:55\">way<\/span>\u00a0<span title=\"26:55\">around,<\/span>\u00a0<span title=\"26:55\">but<\/span>\u00a0<span title=\"26:55\">you<\/span>\u00a0<span title=\"26:55\">asked<\/span>\u00a0<span title=\"26:56\">the<\/span>\u00a0<span title=\"26:56\">question,<\/span>\u00a0<\/span><span data-start=\"00:26:56.475\" data-end=\"00:26:57.655\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"26:56\">and<\/span>\u00a0<span title=\"26:57\">I\u2019m<\/span>\u00a0<span title=\"26:57\">totally<\/span>\u00a0<span title=\"26:57\">serious<\/span>\u00a0<span title=\"26:57\">about<\/span>\u00a0<span title=\"26:57\">that.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[26:58]<\/small>\u00a0<span data-start=\"00:26:58.055\" data-end=\"00:27:01.475\" data-spk=\"1\" data-label=\"Scot\"><span title=\"26:58\">Yeah.<\/span>\u00a0<span title=\"26:59\">So<\/span>\u00a0<span title=\"26:59\">I\u2019m<\/span>\u00a0<span title=\"27:00\">gonna<\/span>\u00a0<span title=\"27:00\">guess<\/span>\u00a0<span title=\"27:00\">you\u2019re<\/span>\u00a0<span title=\"27:00\">not<\/span>\u00a0<span title=\"27:00\">a<\/span>\u00a0<span title=\"27:00\">fan<\/span>\u00a0<span title=\"27:01\">of<\/span>\u00a0<span title=\"27:01\">fast<\/span>\u00a0<span title=\"27:01\">fashion.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[27:03]<\/small>\u00a0<span data-start=\"00:27:02.695\" data-end=\"00:27:05.815\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:03\">No,<\/span>\u00a0<span title=\"27:03\">I<\/span>\u00a0<span title=\"27:03\">mean,<\/span>\u00a0<span title=\"27:03\">that\u2019s<\/span>\u00a0<span title=\"27:04\">obviously<\/span>\u00a0<span title=\"27:04\">gonna<\/span>\u00a0<span title=\"27:04\">be<\/span>\u00a0<span title=\"27:04\">I<\/span>\u00a0<span title=\"27:04\">made<\/span>\u00a0<span title=\"27:04\">the<\/span>\u00a0<span title=\"27:05\">topic<\/span>\u00a0<span title=\"27:05\">of<\/span>\u00a0<span title=\"27:05\">the<\/span>\u00a0<span title=\"27:05\">book,<\/span>\u00a0<span title=\"27:06\">you<\/span>\u00a0<span title=\"27:06\">know?<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[27:06]<\/small>\u00a0<span data-start=\"00:27:06.015\" data-end=\"00:27:11.075\" data-spk=\"1\" data-label=\"Scot\"><span title=\"27:06\">And<\/span>\u00a0<span title=\"27:06\">I\u2019m<\/span>\u00a0<span title=\"27:07\">not.<\/span>\u00a0<span title=\"27:07\">Jason\u2019s<\/span>\u00a0<span title=\"27:07\">a<\/span>\u00a0<span title=\"27:07\">huge<\/span>\u00a0<span title=\"27:08\">Xi\u2019an<\/span>\u00a0<span title=\"27:09\">fan,<\/span>\u00a0<span title=\"27:09\">so<\/span>\u00a0<span title=\"27:09\">you<\/span>\u00a0<span title=\"27:09\">just<\/span>\u00a0<span title=\"27:09\">really<\/span>\u00a0<span title=\"27:10\">hurt<\/span>\u00a0<span title=\"27:10\">his<\/span>\u00a0<span title=\"27:10\">feelings.<\/span>\u00a0<span title=\"27:10\">No,<\/span>\u00a0<span title=\"27:11\">I\u2019m<\/span>\u00a0<span title=\"27:11\">just<\/span>\u00a0<span title=\"27:11\">kidding.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[27:11]<\/small>\u00a0<span data-start=\"00:27:11.335\" data-end=\"00:27:16.315\" data-spk=\"0\" data-label=\"Jason\"><span title=\"27:11\">Hey,<\/span>\u00a0<span title=\"27:12\">I<\/span>\u00a0<span title=\"27:12\">wore<\/span>\u00a0<span title=\"27:12\">a<\/span>\u00a0<span title=\"27:12\">Patagonia,<\/span>\u00a0<span title=\"27:13\">a<\/span>\u00a0<span title=\"27:14\">used<\/span>\u00a0<span title=\"27:14\">Patagonia<\/span>\u00a0<span title=\"27:15\">jacket<\/span>\u00a0<span title=\"27:15\">in<\/span>\u00a0<span title=\"27:15\">honor<\/span>\u00a0<span title=\"27:16\">of<\/span>\u00a0<span title=\"27:16\">tonight\u2019s<\/span>\u00a0<span title=\"27:16\">show.<\/span><\/span><br \/><span data-start=\"00:27:16.335\" data-end=\"00:27:16.995\" data-spk=\"0\" data-label=\"Jason\"><span title=\"27:16\">What<\/span>\u00a0<span title=\"27:16\">are<\/span>\u00a0<span title=\"27:16\">you<\/span>\u00a0<span title=\"27:17\">talking<\/span>\u00a0<span title=\"27:17\">about?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[27:18]<\/small>\u00a0<span data-start=\"00:27:17.755\" data-end=\"00:27:24.075\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:18\">You<\/span>\u00a0<span title=\"27:18\">are<\/span>\u00a0<span title=\"27:18\">speaking<\/span>\u00a0<span title=\"27:19\">my<\/span>\u00a0<span title=\"27:19\">language,<\/span>\u00a0<span title=\"27:19\">man.<\/span>\u00a0<span title=\"27:19\">And<\/span>\u00a0<span title=\"27:20\">look,<\/span>\u00a0<span title=\"27:20\">it\u2019s<\/span>\u00a0<span title=\"27:20\">not<\/span>\u00a0<span title=\"27:20\">even<\/span>\u00a0<span title=\"27:20\">about<\/span>\u00a0<span title=\"27:21\">being<\/span>\u00a0<span title=\"27:22\">a<\/span>\u00a0<span title=\"27:23\">tree<\/span>\u00a0<span title=\"27:24\">hugger.<\/span><\/span><br \/><span data-start=\"00:27:24.435\" data-end=\"00:27:27.595\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:24\">I<\/span>\u00a0<span title=\"27:25\">think<\/span>\u00a0<span title=\"27:25\">that<\/span>\u00a0<span title=\"27:26\">people<\/span>\u00a0<span title=\"27:26\">have<\/span>\u00a0<span title=\"27:27\">a<\/span>\u00a0<span title=\"27:27\">brain.<\/span><\/span><br \/><span data-start=\"00:27:28.435\" data-end=\"00:27:33.415\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:28\">And<\/span>\u00a0<span title=\"27:29\">people,<\/span>\u00a0<span title=\"27:30\">I<\/span>\u00a0<span title=\"27:30\">think,<\/span>\u00a0<span title=\"27:31\">are<\/span>\u00a0<span title=\"27:31\">waking<\/span>\u00a0<span title=\"27:31\">up<\/span>\u00a0<span title=\"27:31\">to<\/span>\u00a0<span title=\"27:31\">the<\/span>\u00a0<span title=\"27:31\">idea<\/span>\u00a0<span title=\"27:32\">after<\/span>\u00a0<span title=\"27:32\">the<\/span>\u00a0<span title=\"27:32\">iPhone<\/span>\u00a0<span title=\"27:33\">15,<\/span>\u00a0<\/span><span data-start=\"00:27:34.615\" data-end=\"00:27:40.655\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:35\">that<\/span>\u00a0<span title=\"27:35\">holy<\/span>\u00a0<span title=\"27:35\">crap,<\/span>\u00a0<span title=\"27:37\">Apple<\/span>\u00a0<span title=\"27:37\">probably<\/span>\u00a0<span title=\"27:37\">should<\/span>\u00a0<span title=\"27:38\">have<\/span>\u00a0<span title=\"27:38\">been<\/span>\u00a0<span title=\"27:38\">forced<\/span>\u00a0<span title=\"27:38\">to<\/span>\u00a0<span title=\"27:38\">innovate<\/span>\u00a0<span title=\"27:39\">a<\/span>\u00a0<span title=\"27:39\">long,<\/span>\u00a0<span title=\"27:40\">long<\/span>\u00a0<span title=\"27:40\">time<\/span>\u00a0<span title=\"27:40\">ago.<\/span><\/span><br \/><span data-start=\"00:27:40.835\" data-end=\"00:27:46.235\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:41\">Biggest<\/span>\u00a0<span title=\"27:41\">company<\/span>\u00a0<span title=\"27:42\">on<\/span>\u00a0<span title=\"27:42\">planet<\/span>\u00a0<span title=\"27:42\">Earth<\/span>\u00a0<span title=\"27:43\">because<\/span>\u00a0<span title=\"27:44\">they<\/span>\u00a0<span title=\"27:44\">sell<\/span>\u00a0<span title=\"27:44\">us<\/span>\u00a0<span title=\"27:45\">the<\/span>\u00a0<span title=\"27:45\">same<\/span>\u00a0<span title=\"27:45\">thing<\/span>\u00a0<span title=\"27:45\">every<\/span>\u00a0<span title=\"27:46\">year<\/span>\u00a0<span title=\"27:46\">or<\/span>\u00a0<span title=\"27:46\">two.<\/span><\/span><br \/><span data-start=\"00:27:47.275\" data-end=\"00:27:53.655\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:47\">Had<\/span>\u00a0<span title=\"27:48\">we<\/span>\u00a0<span title=\"27:48\">not<\/span>\u00a0<span title=\"27:48\">allowed<\/span>\u00a0<span title=\"27:49\">them<\/span>\u00a0<span title=\"27:49\">to<\/span>\u00a0<span title=\"27:49\">do<\/span>\u00a0<span title=\"27:49\">that,<\/span>\u00a0<span title=\"27:50\">they<\/span>\u00a0<span title=\"27:50\">would<\/span>\u00a0<span title=\"27:51\">have<\/span>\u00a0<span title=\"27:51\">had<\/span>\u00a0<span title=\"27:51\">to<\/span>\u00a0<span title=\"27:52\">use<\/span>\u00a0<span title=\"27:52\">their<\/span>\u00a0<span title=\"27:53\">enormous<\/span>\u00a0<\/span><span data-start=\"00:27:53.655\" data-end=\"00:28:00.975\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"27:54\">treasure<\/span>\u00a0<span title=\"27:54\">and<\/span>\u00a0<span title=\"27:55\">enormous<\/span>\u00a0<span title=\"27:56\">skill<\/span>\u00a0<span title=\"27:56\">base<\/span>\u00a0<span title=\"27:57\">to<\/span>\u00a0<span title=\"27:59\">innovate<\/span>\u00a0<span title=\"27:59\">into<\/span>\u00a0<span title=\"27:59\">other<\/span>\u00a0<span title=\"28:00\">categories<\/span>\u00a0<span title=\"28:00\">and<\/span>\u00a0<span title=\"28:00\">and<\/span>\u00a0<span title=\"28:00\">change<\/span>\u00a0<span title=\"28:00\">the<\/span>\u00a0<span title=\"28:01\">world.<\/span><\/span><br \/><span data-start=\"00:28:02.035\" data-end=\"00:28:04.115\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"28:02\">Instead,<\/span>\u00a0<span title=\"28:02\">we\u2019ve<\/span>\u00a0<span title=\"28:03\">allowed<\/span>\u00a0<span title=\"28:03\">them<\/span>\u00a0<span title=\"28:03\">to<\/span>\u00a0<span title=\"28:03\">sell<\/span>\u00a0<span title=\"28:03\">us<\/span>\u00a0<span title=\"28:03\">the<\/span>\u00a0<span title=\"28:03\">same<\/span>\u00a0<span title=\"28:04\">thing<\/span>\u00a0<span title=\"28:04\">every<\/span>\u00a0<span title=\"28:04\">year.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[28:06]<\/small>\u00a0<span data-start=\"00:28:05.775\" data-end=\"00:28:10.775\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:06\">That\u2019s<\/span>\u00a0<span title=\"28:06\">an<\/span>\u00a0<span title=\"28:06\">interesting<\/span>\u00a0<span title=\"28:07\">ethos.<\/span>\u00a0<span title=\"28:08\">Having<\/span>\u00a0<span title=\"28:09\">built<\/span>\u00a0<span title=\"28:09\">a<\/span>\u00a0<span title=\"28:09\">company,<\/span>\u00a0<span title=\"28:10\">about<\/span>\u00a0<span title=\"28:10\">how<\/span>\u00a0<span title=\"28:10\">many<\/span>\u00a0<span title=\"28:10\">people<\/span>\u00a0<span title=\"28:11\">are<\/span>\u00a0<\/span><span data-start=\"00:28:10.775\" data-end=\"00:28:11.995\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:11\">in<\/span>\u00a0<span title=\"28:11\">your<\/span>\u00a0<span title=\"28:11\">company<\/span>\u00a0<span title=\"28:11\">at<\/span>\u00a0<span title=\"28:12\">this<\/span>\u00a0<span title=\"28:12\">point?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[28:12]<\/small>\u00a0<span data-start=\"00:28:12.495\" data-end=\"00:28:18.395\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"28:12\">Total<\/span>\u00a0<span title=\"28:13\">about<\/span>\u00a0<span title=\"28:13\">1,500.<\/span>\u00a0<span title=\"28:14\">It\u2019s<\/span>\u00a0<span title=\"28:14\">about<\/span>\u00a0<span title=\"28:15\">400<\/span>\u00a0<span title=\"28:16\">at<\/span>\u00a0<span title=\"28:16\">the<\/span>\u00a0<span title=\"28:16\">headquarters<\/span>\u00a0<span title=\"28:17\">and<\/span>\u00a0<span title=\"28:17\">another<\/span>\u00a0<span title=\"28:18\">1,000<\/span>\u00a0<span title=\"28:18\">out<\/span>\u00a0<span title=\"28:18\">in<\/span>\u00a0<span title=\"28:18\">the<\/span>\u00a0<span title=\"28:18\">field-ish.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[28:19]<\/small>\u00a0<span data-start=\"00:28:19.315\" data-end=\"00:28:22.295\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:19\">Yeah,<\/span>\u00a0<span title=\"28:19\">you\u2019re<\/span>\u00a0<span title=\"28:20\">at<\/span>\u00a0<span title=\"28:20\">that<\/span>\u00a0<span title=\"28:20\">phase<\/span>\u00a0<span title=\"28:20\">where<\/span>\u00a0<span title=\"28:20\">there\u2019s<\/span>\u00a0<span title=\"28:21\">people<\/span>\u00a0<span title=\"28:21\">at<\/span>\u00a0<span title=\"28:21\">the<\/span>\u00a0<span title=\"28:21\">company<\/span>\u00a0<span title=\"28:22\">that<\/span>\u00a0<span title=\"28:22\">you\u2019ve<\/span>\u00a0<span title=\"28:22\">never<\/span>\u00a0<\/span><span data-start=\"00:28:22.295\" data-end=\"00:28:25.695\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:22\">really<\/span>\u00a0<span title=\"28:23\">met<\/span>\u00a0<span title=\"28:23\">before.<\/span>\u00a0<span title=\"28:23\">And<\/span>\u00a0<span title=\"28:23\">it\u2019s<\/span>\u00a0<span title=\"28:24\">awkward<\/span>\u00a0<span title=\"28:24\">because<\/span>\u00a0<span title=\"28:25\">they<\/span>\u00a0<span title=\"28:25\">always<\/span>\u00a0<span title=\"28:25\">expect<\/span>\u00a0<span title=\"28:25\">you<\/span>\u00a0<span title=\"28:25\">to<\/span>\u00a0<span title=\"28:25\">know<\/span>\u00a0<span title=\"28:26\">their<\/span>\u00a0<\/span><span data-start=\"00:28:25.695\" data-end=\"00:28:26.955\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:26\">name<\/span>\u00a0<span title=\"28:26\">and<\/span>\u00a0<span title=\"28:26\">they<\/span>\u00a0<span title=\"28:26\">all<\/span>\u00a0<span title=\"28:26\">know<\/span>\u00a0<span title=\"28:27\">your<\/span>\u00a0<span title=\"28:27\">name.<\/span><\/span><br \/><span data-start=\"00:28:27.955\" data-end=\"00:28:33.755\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:28\">Yeah.<\/span>\u00a0<span title=\"28:29\">Yeah.<\/span>\u00a0<span title=\"28:29\">Yeah.<\/span>\u00a0<span title=\"28:30\">So<\/span>\u00a0<span title=\"28:30\">when<\/span>\u00a0<span title=\"28:30\">you<\/span>\u00a0<span title=\"28:30\">get<\/span>\u00a0<span title=\"28:31\">a<\/span>\u00a0<span title=\"28:31\">company<\/span>\u00a0<span title=\"28:31\">to<\/span>\u00a0<span title=\"28:31\">that<\/span>\u00a0<span title=\"28:31\">scale,<\/span>\u00a0<span title=\"28:32\">how<\/span>\u00a0<span title=\"28:33\">do<\/span>\u00a0<span title=\"28:33\">you<\/span>\u00a0<span title=\"28:33\">keep<\/span>\u00a0<span title=\"28:33\">innovating?<\/span><\/span><br \/><span data-start=\"00:28:33.975\" data-end=\"00:28:37.475\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:34\">And,<\/span>\u00a0<span title=\"28:34\">you<\/span>\u00a0<span title=\"28:34\">know,<\/span>\u00a0<span title=\"28:34\">one<\/span>\u00a0<span title=\"28:34\">of<\/span>\u00a0<span title=\"28:34\">the<\/span>\u00a0<span title=\"28:34\">ones<\/span>\u00a0<span title=\"28:35\">that<\/span>\u00a0<span title=\"28:35\">I<\/span>\u00a0<span title=\"28:35\">really<\/span>\u00a0<span title=\"28:36\">love<\/span>\u00a0<span title=\"28:36\">that<\/span>\u00a0<span title=\"28:36\">you<\/span>\u00a0<span title=\"28:36\">guys<\/span>\u00a0<span title=\"28:36\">have<\/span>\u00a0<span title=\"28:36\">done<\/span>\u00a0<span title=\"28:37\">is<\/span>\u00a0<span title=\"28:37\">the<\/span>\u00a0<span title=\"28:37\">Stealth<\/span>\u00a0<span title=\"28:37\">Tech.<\/span><\/span><br \/><span data-start=\"00:28:37.695\" data-end=\"00:28:43.315\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:38\">I<\/span>\u00a0<span title=\"28:38\">think<\/span>\u00a0<span title=\"28:38\">that\u2019s<\/span>\u00a0<span title=\"28:38\">genius<\/span>\u00a0<span title=\"28:39\">because<\/span>\u00a0<span title=\"28:39\">I<\/span>\u00a0<span title=\"28:40\">love<\/span>\u00a0<span title=\"28:40\">AV<\/span>\u00a0<span title=\"28:41\">and<\/span>\u00a0<span title=\"28:41\">like<\/span>\u00a0<span title=\"28:42\">having<\/span>\u00a0<span title=\"28:42\">a<\/span>\u00a0<span title=\"28:42\">really<\/span>\u00a0<span title=\"28:42\">immersive<\/span>\u00a0<span title=\"28:42\">experience.<\/span><\/span><br \/><span data-start=\"00:28:43.715\" data-end=\"00:28:48.015\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:44\">And<\/span>\u00a0<span title=\"28:44\">I\u2019ll<\/span>\u00a0<span title=\"28:44\">let<\/span>\u00a0<span title=\"28:45\">you<\/span>\u00a0<span title=\"28:45\">explain<\/span>\u00a0<span title=\"28:45\">what<\/span>\u00a0<span title=\"28:45\">it<\/span>\u00a0<span title=\"28:45\">is,<\/span>\u00a0<span title=\"28:46\">but,<\/span>\u00a0<span title=\"28:46\">you<\/span>\u00a0<span title=\"28:46\">know,<\/span>\u00a0<span title=\"28:46\">my<\/span>\u00a0<span title=\"28:46\">wife<\/span>\u00a0<span title=\"28:46\">hates<\/span>\u00a0<span title=\"28:47\">the<\/span>\u00a0<span title=\"28:47\">big<\/span>\u00a0<span title=\"28:47\">black<\/span>\u00a0<\/span><span data-start=\"00:28:48.015\" data-end=\"00:28:50.255\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:48\">speakers<\/span>\u00a0<span title=\"28:48\">that<\/span>\u00a0<span title=\"28:49\">I<\/span>\u00a0<span title=\"28:49\">try<\/span>\u00a0<span title=\"28:49\">to<\/span>\u00a0<span title=\"28:49\">put<\/span>\u00a0<span title=\"28:50\">all<\/span>\u00a0<span title=\"28:50\">over<\/span>\u00a0<span title=\"28:50\">the<\/span>\u00a0<span title=\"28:50\">house.<\/span><\/span><br \/><span data-start=\"00:28:50.315\" data-end=\"00:28:53.555\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:50\">So<\/span>\u00a0<span title=\"28:51\">I<\/span>\u00a0<span title=\"28:51\">think<\/span>\u00a0<span title=\"28:51\">it<\/span>\u00a0<span title=\"28:52\">kind<\/span>\u00a0<span title=\"28:52\">of<\/span>\u00a0<span title=\"28:52\">solves<\/span>\u00a0<span title=\"28:52\">like<\/span>\u00a0<span title=\"28:52\">six<\/span>\u00a0<span title=\"28:53\">problems<\/span>\u00a0<span title=\"28:53\">in<\/span>\u00a0<span title=\"28:53\">one.<\/span><\/span><br \/><span data-start=\"00:28:53.655\" data-end=\"00:28:57.035\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:54\">So<\/span>\u00a0<span title=\"28:54\">A,<\/span>\u00a0<span title=\"28:55\">maybe<\/span>\u00a0<span title=\"28:55\">let<\/span>\u00a0<span title=\"28:55\">listeners<\/span>\u00a0<span title=\"28:55\">know<\/span>\u00a0<span title=\"28:56\">a<\/span>\u00a0<span title=\"28:56\">little<\/span>\u00a0<span title=\"28:56\">bit<\/span>\u00a0<span title=\"28:56\">more<\/span>\u00a0<span title=\"28:56\">about<\/span>\u00a0<span title=\"28:56\">what<\/span>\u00a0<span title=\"28:56\">we\u2019re<\/span>\u00a0<span title=\"28:56\">talking<\/span>\u00a0<span title=\"28:57\">about.<\/span><\/span><br \/><span data-start=\"00:28:57.035\" data-end=\"00:29:01.035\" data-spk=\"1\" data-label=\"Scot\"><span title=\"28:57\">And<\/span>\u00a0<span title=\"28:57\">then<\/span>\u00a0<span title=\"28:57\">be<\/span>\u00a0<span title=\"28:57\">I\u2019d<\/span>\u00a0<span title=\"28:58\">love<\/span>\u00a0<span title=\"28:58\">to<\/span>\u00a0<span title=\"28:58\">hear<\/span>\u00a0<span title=\"28:58\">like<\/span>\u00a0<span title=\"28:58\">how<\/span>\u00a0<span title=\"28:59\">do<\/span>\u00a0<span title=\"28:59\">you<\/span>\u00a0<span title=\"28:59\">guys<\/span>\u00a0<span title=\"29:00\">you<\/span>\u00a0<span title=\"29:00\">know<\/span>\u00a0<span title=\"29:00\">it\u2019s<\/span>\u00a0<span title=\"29:01\">really<\/span>\u00a0<span title=\"29:01\">hard<\/span>\u00a0<\/span><span data-start=\"00:29:01.035\" data-end=\"00:29:05.295\" data-spk=\"1\" data-label=\"Scot\"><span title=\"29:01\">to<\/span>\u00a0<span title=\"29:01\">kind<\/span>\u00a0<span title=\"29:02\">of<\/span>\u00a0<span title=\"29:02\">you<\/span>\u00a0<span title=\"29:02\">know<\/span>\u00a0<span title=\"29:03\">ideas<\/span>\u00a0<span title=\"29:03\">are<\/span>\u00a0<span title=\"29:04\">easy<\/span>\u00a0<span title=\"29:04\">and<\/span>\u00a0<span title=\"29:04\">execution<\/span>\u00a0<span title=\"29:04\">is<\/span>\u00a0<span title=\"29:04\">hard<\/span>\u00a0<span title=\"29:05\">on<\/span>\u00a0<span title=\"29:05\">execution.<\/span><\/span><br \/><span data-start=\"00:29:05.495\" data-end=\"00:29:09.335\" data-spk=\"1\" data-label=\"Scot\"><span title=\"29:06\">It\u2019s<\/span>\u00a0<span title=\"29:06\">really<\/span>\u00a0<span title=\"29:06\">hard<\/span>\u00a0<span title=\"29:06\">to<\/span>\u00a0<span title=\"29:06\">like<\/span>\u00a0<span title=\"29:07\">you<\/span>\u00a0<span title=\"29:07\">know<\/span>\u00a0<span title=\"29:07\">nail<\/span>\u00a0<span title=\"29:08\">what<\/span>\u00a0<span title=\"29:08\">you\u2019re<\/span>\u00a0<span title=\"29:08\">doing<\/span>\u00a0<span title=\"29:08\">and<\/span>\u00a0<span title=\"29:09\">you<\/span>\u00a0<span title=\"29:09\">have<\/span>\u00a0<span title=\"29:09\">a<\/span>\u00a0<span title=\"29:09\">lot<\/span>\u00a0<\/span><span data-start=\"00:29:09.335\" data-end=\"00:29:11.175\" data-spk=\"1\" data-label=\"Scot\"><span title=\"29:09\">going<\/span>\u00a0<span title=\"29:10\">on<\/span>\u00a0<span title=\"29:10\">and<\/span>\u00a0<span title=\"29:10\">then<\/span>\u00a0<span title=\"29:10\">like<\/span>\u00a0<span title=\"29:11\">keep<\/span>\u00a0<span title=\"29:11\">innovating.<\/span><\/span><br \/><span data-start=\"00:29:11.295\" data-end=\"00:29:14.595\" data-spk=\"1\" data-label=\"Scot\"><span title=\"29:11\">How<\/span>\u00a0<span title=\"29:11\">do<\/span>\u00a0<span title=\"29:11\">you<\/span>\u00a0<span title=\"29:12\">how<\/span>\u00a0<span title=\"29:12\">do<\/span>\u00a0<span title=\"29:12\">you<\/span>\u00a0<span title=\"29:12\">like<\/span>\u00a0<span title=\"29:12\">get<\/span>\u00a0<span title=\"29:13\">the<\/span>\u00a0<span title=\"29:13\">org<\/span>\u00a0<span title=\"29:13\">functional<\/span>\u00a0<span title=\"29:14\">that<\/span>\u00a0<span title=\"29:14\">way?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[29:16]<\/small>\u00a0<span data-start=\"00:29:15.595\" data-end=\"00:29:15.675\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:16\">Yeah.<\/span><\/span><br \/><span data-start=\"00:29:16.975\" data-end=\"00:29:23.915\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:17\">I<\/span>\u00a0<span title=\"29:17\">mean,<\/span>\u00a0<span title=\"29:18\">I<\/span>\u00a0<span title=\"29:18\">think<\/span>\u00a0<span title=\"29:18\">number<\/span>\u00a0<span title=\"29:19\">one<\/span>\u00a0<span title=\"29:19\">is<\/span>\u00a0<span title=\"29:19\">you<\/span>\u00a0<span title=\"29:20\">have<\/span>\u00a0<span title=\"29:20\">to,<\/span>\u00a0<span title=\"29:21\">you<\/span>\u00a0<span title=\"29:22\">have<\/span>\u00a0<span title=\"29:22\">to<\/span>\u00a0<span title=\"29:23\">really<\/span>\u00a0<span title=\"29:23\">want<\/span>\u00a0<span title=\"29:23\">it,<\/span>\u00a0<\/span><span data-start=\"00:29:24.015\" data-end=\"00:29:27.875\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:24\">you<\/span>\u00a0<span title=\"29:25\">know,<\/span>\u00a0<span title=\"29:25\">not,<\/span>\u00a0<span title=\"29:25\">not<\/span>\u00a0<span title=\"29:25\">just<\/span>\u00a0<span title=\"29:25\">like,<\/span>\u00a0<span title=\"29:26\">Hey,<\/span>\u00a0<span title=\"29:26\">I<\/span>\u00a0<span title=\"29:26\">want<\/span>\u00a0<span title=\"29:26\">to,<\/span>\u00a0<span title=\"29:26\">I<\/span>\u00a0<span title=\"29:27\">want<\/span>\u00a0<span title=\"29:27\">to<\/span>\u00a0<span title=\"29:27\">get,<\/span>\u00a0<\/span><span data-start=\"00:29:28.015\" data-end=\"00:29:28.975\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:28\">I<\/span>\u00a0<span title=\"29:28\">want<\/span>\u00a0<span title=\"29:28\">to<\/span>\u00a0<span title=\"29:28\">get<\/span>\u00a0<span title=\"29:28\">more<\/span>\u00a0<span title=\"29:29\">business.<\/span><\/span><br \/><span data-start=\"00:29:29.075\" data-end=\"00:29:31.515\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:29\">I<\/span>\u00a0<span title=\"29:29\">want<\/span>\u00a0<span title=\"29:29\">to<\/span>\u00a0<span title=\"29:29\">sell<\/span>\u00a0<span title=\"29:29\">more<\/span>\u00a0<span title=\"29:30\">stuff.<\/span>\u00a0<span title=\"29:30\">Obviously<\/span>\u00a0<span title=\"29:31\">there\u2019s<\/span>\u00a0<span title=\"29:31\">that.<\/span><\/span><br \/><span data-start=\"00:29:32.795\" data-end=\"00:29:38.655\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:33\">But<\/span>\u00a0<span title=\"29:33\">this<\/span>\u00a0<span title=\"29:34\">ethos<\/span>\u00a0<span title=\"29:34\">that<\/span>\u00a0<span title=\"29:35\">I<\/span>\u00a0<span title=\"29:35\">just<\/span>\u00a0<span title=\"29:35\">kind<\/span>\u00a0<span title=\"29:35\">of<\/span>\u00a0<span title=\"29:35\">unpacked<\/span>\u00a0<span title=\"29:36\">for<\/span>\u00a0<span title=\"29:36\">you<\/span>\u00a0<span title=\"29:36\">that,<\/span>\u00a0<span title=\"29:37\">that<\/span>\u00a0<span title=\"29:37\">we<\/span>\u00a0<span title=\"29:37\">tripped<\/span>\u00a0<span title=\"29:38\">stumbled<\/span>\u00a0<\/span><span data-start=\"00:29:38.655\" data-end=\"00:29:43.215\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:39\">into<\/span>\u00a0<span title=\"29:39\">does<\/span>\u00a0<span title=\"29:40\">the<\/span>\u00a0<span title=\"29:40\">design<\/span>\u00a0<span title=\"29:40\">for<\/span>\u00a0<span title=\"29:40\">life<\/span>\u00a0<span title=\"29:40\">ethos<\/span>\u00a0<span title=\"29:41\">animates<\/span>\u00a0<span title=\"29:42\">this<\/span>\u00a0<span title=\"29:42\">organization.<\/span><\/span><br \/><span data-start=\"00:29:43.715\" data-end=\"00:29:50.495\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:44\">Like,<\/span>\u00a0<span title=\"29:44\">it<\/span>\u00a0<span title=\"29:44\">is<\/span>\u00a0<span title=\"29:44\">a<\/span>\u00a0<span title=\"29:45\">lot<\/span>\u00a0<span title=\"29:45\">of,<\/span>\u00a0<span title=\"29:46\">it<\/span>\u00a0<span title=\"29:46\">is<\/span>\u00a0<span title=\"29:46\">very<\/span>\u00a0<span title=\"29:47\">motivating<\/span>\u00a0<span title=\"29:48\">to<\/span>\u00a0<span title=\"29:49\">think<\/span>\u00a0<span title=\"29:49\">about,<\/span>\u00a0<span title=\"29:50\">holy<\/span>\u00a0<span title=\"29:50\">cow,<\/span>\u00a0<\/span><span data-start=\"00:29:50.555\" data-end=\"00:29:55.095\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:51\">now<\/span>\u00a0<span title=\"29:51\">that<\/span>\u00a0<span title=\"29:51\">we<\/span>\u00a0<span title=\"29:52\">know<\/span>\u00a0<span title=\"29:52\">our<\/span>\u00a0<span title=\"29:53\">purpose,<\/span>\u00a0<span title=\"29:53\">and<\/span>\u00a0<span title=\"29:53\">it\u2019s<\/span>\u00a0<span title=\"29:53\">been<\/span>\u00a0<span title=\"29:54\">identified,<\/span>\u00a0<span title=\"29:55\">right?<\/span><\/span><br \/><span data-start=\"00:29:55.315\" data-end=\"00:29:57.875\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:55\">Inspiring<\/span>\u00a0<span title=\"29:56\">humankind<\/span>\u00a0<span title=\"29:56\">to<\/span>\u00a0<span title=\"29:57\">buy<\/span>\u00a0<span title=\"29:57\">better<\/span>\u00a0<span title=\"29:57\">so<\/span>\u00a0<span title=\"29:57\">they<\/span>\u00a0<span title=\"29:57\">can<\/span>\u00a0<span title=\"29:58\">buy,<\/span>\u00a0<span title=\"29:58\">you<\/span>\u00a0<span title=\"29:58\">know,<\/span>\u00a0<\/span><span data-start=\"00:29:57.895\" data-end=\"00:30:01.095\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"29:58\">everyone\u2019s<\/span>\u00a0<span title=\"29:58\">like,<\/span>\u00a0<span title=\"29:58\">it<\/span>\u00a0<span title=\"29:58\">was<\/span>\u00a0<span title=\"29:58\">purpose,<\/span>\u00a0<span title=\"29:59\">purpose,<\/span>\u00a0<span title=\"29:59\">purpose,<\/span>\u00a0<span title=\"30:00\">and<\/span>\u00a0<span title=\"30:00\">hire<\/span>\u00a0<span title=\"30:00\">some<\/span>\u00a0<span title=\"30:00\">consultant,<\/span>\u00a0<span title=\"30:01\">you<\/span>\u00a0<span title=\"30:01\">know<\/span>\u00a0<span title=\"30:01\">what<\/span>\u00a0<span title=\"30:01\">I<\/span>\u00a0<span title=\"30:01\">mean?<\/span><\/span><br \/><span data-start=\"00:30:01.815\" data-end=\"00:30:06.575\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:02\">But<\/span>\u00a0<span title=\"30:02\">for<\/span>\u00a0<span title=\"30:02\">real,<\/span>\u00a0<span title=\"30:03\">if<\/span>\u00a0<span title=\"30:03\">you<\/span>\u00a0<span title=\"30:03\">have<\/span>\u00a0<span title=\"30:03\">something<\/span>\u00a0<span title=\"30:03\">that\u2019s<\/span>\u00a0<span title=\"30:04\">truly<\/span>\u00a0<span title=\"30:04\">unique,<\/span>\u00a0<span title=\"30:05\">and<\/span>\u00a0<span title=\"30:06\">it\u2019s<\/span>\u00a0<span title=\"30:06\">meaningful,<\/span>\u00a0<\/span><span data-start=\"00:30:06.755\" data-end=\"00:30:11.255\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:07\">it\u2019s<\/span>\u00a0<span title=\"30:07\">not<\/span>\u00a0<span title=\"30:07\">just<\/span>\u00a0<span title=\"30:07\">like<\/span>\u00a0<span title=\"30:07\">words<\/span>\u00a0<span title=\"30:08\">on<\/span>\u00a0<span title=\"30:08\">the<\/span>\u00a0<span title=\"30:08\">wall,<\/span>\u00a0<span title=\"30:09\">it<\/span>\u00a0<span title=\"30:09\">really<\/span>\u00a0<span title=\"30:10\">is<\/span>\u00a0<span title=\"30:10\">motivating,<\/span>\u00a0<span title=\"30:11\">it\u2019s<\/span>\u00a0<span title=\"30:11\">exciting.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[30:11]<\/small>\u00a0<span data-start=\"00:30:11.255\" data-end=\"00:30:14.495\" data-spk=\"1\" data-label=\"Scot\"><span title=\"30:11\">And<\/span>\u00a0<span title=\"30:12\">you<\/span>\u00a0<span title=\"30:12\">bake<\/span>\u00a0<span title=\"30:13\">baked<\/span>\u00a0<span title=\"30:13\">in<\/span>\u00a0<span title=\"30:13\">the<\/span>\u00a0<span title=\"30:13\">products<\/span>\u00a0<span title=\"30:14\">have<\/span>\u00a0<span title=\"30:14\">to<\/span>\u00a0<span title=\"30:14\">get<\/span>\u00a0<span title=\"30:14\">better<\/span>\u00a0<span title=\"30:14\">too,<\/span>\u00a0<span title=\"30:14\">right?<\/span><\/span><br \/><span data-start=\"00:30:14.615\" data-end=\"00:30:16.375\" data-spk=\"1\" data-label=\"Scot\"><span title=\"30:15\">Like<\/span>\u00a0<span title=\"30:15\">you,<\/span>\u00a0<span title=\"30:15\">that\u2019s<\/span>\u00a0<span title=\"30:15\">not<\/span>\u00a0<span title=\"30:15\">well,<\/span>\u00a0<span title=\"30:15\">so<\/span>\u00a0<span title=\"30:16\">you<\/span>\u00a0<span title=\"30:16\">have<\/span>\u00a0<span title=\"30:16\">to<\/span>\u00a0<span title=\"30:16\">support<\/span>\u00a0<span title=\"30:16\">it.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[30:17]<\/small>\u00a0<span data-start=\"00:30:16.735\" data-end=\"00:30:20.635\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:17\">That\u2019s<\/span>\u00a0<span title=\"30:17\">exactly<\/span>\u00a0<span title=\"30:17\">right.<\/span>\u00a0<span title=\"30:18\">Like,<\/span>\u00a0<span title=\"30:18\">yeah,<\/span>\u00a0<span title=\"30:19\">like<\/span>\u00a0<span title=\"30:19\">we<\/span>\u00a0<span title=\"30:19\">have<\/span>\u00a0<span title=\"30:19\">to<\/span>\u00a0<span title=\"30:19\">make<\/span>\u00a0<span title=\"30:20\">stuff<\/span>\u00a0<span title=\"30:20\">that\u2019s<\/span>\u00a0<span title=\"30:20\">built<\/span>\u00a0<span title=\"30:20\">to<\/span>\u00a0<\/span><span data-start=\"00:30:20.635\" data-end=\"00:30:23.535\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:21\">last<\/span>\u00a0<span title=\"30:21\">a<\/span>\u00a0<span title=\"30:21\">lifetime<\/span>\u00a0<span title=\"30:21\">and<\/span>\u00a0<span title=\"30:22\">design<\/span>\u00a0<span title=\"30:22\">to<\/span>\u00a0<span title=\"30:22\">evolve,<\/span>\u00a0<span title=\"30:22\">which<\/span>\u00a0<span title=\"30:22\">is<\/span>\u00a0<span title=\"30:22\">really<\/span>\u00a0<span title=\"30:23\">hard<\/span>\u00a0<span title=\"30:23\">because<\/span>\u00a0<span title=\"30:23\">if<\/span>\u00a0<span title=\"30:23\">it<\/span>\u00a0<span title=\"30:23\">was<\/span>\u00a0<\/span><span data-start=\"00:30:23.535\" data-end=\"00:30:24.695\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:24\">easy,<\/span>\u00a0<span title=\"30:24\">everyone<\/span>\u00a0<span title=\"30:24\">would<\/span>\u00a0<span title=\"30:24\">do<\/span>\u00a0<span title=\"30:24\">that.<\/span><\/span><br \/><span data-start=\"00:30:25.195\" data-end=\"00:30:28.915\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:25\">And<\/span>\u00a0<span title=\"30:26\">here<\/span>\u00a0<span title=\"30:26\">I<\/span>\u00a0<span title=\"30:26\">am<\/span>\u00a0<span title=\"30:26\">telling<\/span>\u00a0<span title=\"30:27\">you<\/span>\u00a0<span title=\"30:27\">openly<\/span>\u00a0<span title=\"30:27\">about<\/span>\u00a0<span title=\"30:27\">it.<\/span>\u00a0<span title=\"30:28\">Like<\/span>\u00a0<span title=\"30:28\">that\u2019s<\/span>\u00a0<span title=\"30:28\">what<\/span>\u00a0<span title=\"30:28\">we\u2019re<\/span>\u00a0<span title=\"30:28\">going<\/span>\u00a0<span title=\"30:29\">to<\/span>\u00a0<span title=\"30:29\">do.<\/span><\/span><br \/><span data-start=\"00:30:29.055\" data-end=\"00:30:34.075\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:29\">And<\/span>\u00a0<span title=\"30:29\">I\u2019m<\/span>\u00a0<span title=\"30:29\">not<\/span>\u00a0<span title=\"30:30\">afraid<\/span>\u00a0<span title=\"30:30\">to<\/span>\u00a0<span title=\"30:30\">tell<\/span>\u00a0<span title=\"30:30\">you<\/span>\u00a0<span title=\"30:30\">because<\/span>\u00a0<span title=\"30:31\">most<\/span>\u00a0<span title=\"30:32\">companies<\/span>\u00a0<span title=\"30:32\">won\u2019t<\/span>\u00a0<span title=\"30:33\">do<\/span>\u00a0<span title=\"30:33\">it<\/span>\u00a0<span title=\"30:33\">because<\/span>\u00a0<span title=\"30:34\">it\u2019s<\/span>\u00a0<\/span><span data-start=\"00:30:34.075\" data-end=\"00:30:36.955\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:34\">just<\/span>\u00a0<span title=\"30:34\">freaking<\/span>\u00a0<span title=\"30:35\">hard.<\/span>\u00a0<span title=\"30:36\">Like<\/span>\u00a0<span title=\"30:36\">it\u2019s<\/span>\u00a0<span title=\"30:36\">a<\/span>\u00a0<span title=\"30:36\">lot<\/span>\u00a0<span title=\"30:36\">easier.<\/span><\/span><br \/><span data-start=\"00:30:37.535\" data-end=\"00:30:40.295\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:38\">Like<\/span>\u00a0<span title=\"30:38\">why<\/span>\u00a0<span title=\"30:38\">doesn\u2019t<\/span>\u00a0<span title=\"30:39\">love<\/span>\u00a0<span title=\"30:39\">sack?<\/span>\u00a0<span title=\"30:39\">You<\/span>\u00a0<span title=\"30:39\">know,<\/span>\u00a0<span title=\"30:39\">you<\/span>\u00a0<span title=\"30:40\">brought<\/span>\u00a0<span title=\"30:40\">up<\/span>\u00a0<span title=\"30:40\">stealth<\/span>\u00a0<span title=\"30:40\">tech.<\/span><\/span><br \/><span data-start=\"00:30:40.295\" data-end=\"00:30:45.875\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:40\">So<\/span>\u00a0<span title=\"30:40\">Stealth<\/span>\u00a0<span title=\"30:41\">Tech<\/span>\u00a0<span title=\"30:41\">is<\/span>\u00a0<span title=\"30:41\">full<\/span>\u00a0<span title=\"30:42\">Harman<\/span>\u00a0<span title=\"30:42\">Kardon<\/span>\u00a0<span title=\"30:43\">surround<\/span>\u00a0<span title=\"30:43\">sound,<\/span>\u00a0<span title=\"30:44\">no<\/span>\u00a0<span title=\"30:44\">quality<\/span>\u00a0<span title=\"30:45\">sound<\/span>\u00a0<span title=\"30:45\">loss<\/span>\u00a0<span title=\"30:46\">audio.<\/span><\/span><br \/><span data-start=\"00:30:47.165\" data-end=\"00:30:51.525\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:47\">Perfect<\/span>\u00a0<span title=\"30:48\">audio<\/span>\u00a0<span title=\"30:48\">emanating<\/span>\u00a0<span title=\"30:49\">from<\/span>\u00a0<span title=\"30:49\">your<\/span>\u00a0<span title=\"30:50\">couch<\/span>\u00a0<span title=\"30:50\">through<\/span>\u00a0<span title=\"30:50\">the<\/span>\u00a0<span title=\"30:50\">phone<\/span>\u00a0<span title=\"30:51\">through<\/span>\u00a0<span title=\"30:51\">the<\/span>\u00a0<span title=\"30:51\">next<\/span>\u00a0<span title=\"30:51\">layer<\/span>\u00a0<\/span><span data-start=\"00:30:51.525\" data-end=\"00:30:54.265\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:52\">of<\/span>\u00a0<span title=\"30:52\">fabric<\/span>\u00a0<span title=\"30:52\">and<\/span>\u00a0<span title=\"30:52\">through<\/span>\u00a0<span title=\"30:52\">the<\/span>\u00a0<span title=\"30:53\">decorative<\/span>\u00a0<span title=\"30:53\">layer<\/span>\u00a0<span title=\"30:53\">of<\/span>\u00a0<span title=\"30:53\">fabric<\/span>\u00a0<span title=\"30:54\">that\u2019s<\/span>\u00a0<span title=\"30:54\">washable,<\/span>\u00a0<\/span><span data-start=\"00:30:54.385\" data-end=\"00:30:55.065\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:54\">changeable,<\/span>\u00a0<span title=\"30:55\">removable,<\/span>\u00a0<\/span><span data-start=\"00:30:55.565\" data-end=\"00:31:03.565\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"30:56\">tuned<\/span>\u00a0<span title=\"30:56\">down<\/span>\u00a0<span title=\"30:57\">to<\/span>\u00a0<span title=\"30:57\">the<\/span>\u00a0<span title=\"30:57\">color<\/span>\u00a0<span title=\"30:57\">of<\/span>\u00a0<span title=\"30:58\">that<\/span>\u00a0<span title=\"30:58\">fabric<\/span>\u00a0<span title=\"30:58\">so<\/span>\u00a0<span title=\"30:59\">that<\/span>\u00a0<span title=\"30:59\">the<\/span>\u00a0<span title=\"30:59\">audio<\/span>\u00a0<span title=\"30:59\">is<\/span>\u00a0<span title=\"31:00\">perfect<\/span>\u00a0<span title=\"31:00\">rear,<\/span>\u00a0<span title=\"31:02\">front,<\/span>\u00a0<span title=\"31:03\">center,<\/span>\u00a0<\/span><span data-start=\"00:31:04.125\" data-end=\"00:31:05.885\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:04\">subwoofer,<\/span>\u00a0<span title=\"31:05\">invisible,<\/span>\u00a0<\/span><span data-start=\"00:31:06.665\" data-end=\"00:31:09.885\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:07\">beautiful,<\/span>\u00a0<span title=\"31:07\">because<\/span>\u00a0<span title=\"31:08\">you<\/span>\u00a0<span title=\"31:08\">don\u2019t<\/span>\u00a0<span title=\"31:08\">see<\/span>\u00a0<span title=\"31:08\">it,<\/span>\u00a0<span title=\"31:09\">it<\/span>\u00a0<span title=\"31:09\">looks<\/span>\u00a0<span title=\"31:09\">just<\/span>\u00a0<span title=\"31:09\">like<\/span>\u00a0<span title=\"31:09\">a<\/span>\u00a0<span title=\"31:10\">couch,<\/span>\u00a0<\/span><span data-start=\"00:31:09.905\" data-end=\"00:31:12.805\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:10\">and<\/span>\u00a0<span title=\"31:10\">it<\/span>\u00a0<span title=\"31:10\">has<\/span>\u00a0<span title=\"31:10\">all<\/span>\u00a0<span title=\"31:10\">that<\/span>\u00a0<span title=\"31:11\">packed<\/span>\u00a0<span title=\"31:11\">in<\/span>\u00a0<span title=\"31:11\">there,<\/span>\u00a0<span title=\"31:11\">it\u2019s<\/span>\u00a0<span title=\"31:12\">radically<\/span>\u00a0<span title=\"31:12\">successful.<\/span><\/span><br \/><span data-start=\"00:31:12.805\" data-end=\"00:31:14.945\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:13\">It\u2019s<\/span>\u00a0<span title=\"31:13\">been,<\/span>\u00a0<span title=\"31:13\">it\u2019s<\/span>\u00a0<span title=\"31:14\">now<\/span>\u00a0<span title=\"31:14\">a<\/span>\u00a0<span title=\"31:14\">huge<\/span>\u00a0<span title=\"31:14\">piece<\/span>\u00a0<span title=\"31:14\">of<\/span>\u00a0<span title=\"31:14\">our<\/span>\u00a0<span title=\"31:15\">business.<\/span><\/span><br \/><span data-start=\"00:31:15.285\" data-end=\"00:31:19.065\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:15\">And<\/span>\u00a0<span title=\"31:16\">nobody<\/span>\u00a0<span title=\"31:16\">saw<\/span>\u00a0<span title=\"31:17\">that<\/span>\u00a0<span title=\"31:17\">coming,<\/span>\u00a0<span title=\"31:17\">because<\/span>\u00a0<span title=\"31:17\">what<\/span>\u00a0<span title=\"31:18\">would<\/span>\u00a0<span title=\"31:18\">they<\/span>\u00a0<span title=\"31:18\">expect<\/span>\u00a0<span title=\"31:18\">a<\/span>\u00a0<span title=\"31:18\">couch<\/span>\u00a0<span title=\"31:19\">company<\/span>\u00a0<span title=\"31:19\">to<\/span>\u00a0<\/span><span data-start=\"00:31:19.065\" data-end=\"00:31:20.665\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:19\">do<\/span>\u00a0<span title=\"31:19\">next?<\/span>\u00a0<span title=\"31:20\">A<\/span>\u00a0<span title=\"31:20\">couch<\/span>\u00a0<span title=\"31:20\">beanbag<\/span>\u00a0<span title=\"31:20\">company.<\/span><\/span><br \/><span data-start=\"00:31:21.405\" data-end=\"00:31:27.185\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:21\">An<\/span>\u00a0<span title=\"31:22\">end<\/span>\u00a0<span title=\"31:22\">table,<\/span>\u00a0<span title=\"31:23\">a<\/span>\u00a0<span title=\"31:23\">coffee<\/span>\u00a0<span title=\"31:23\">table,<\/span>\u00a0<span title=\"31:24\">a<\/span>\u00a0<span title=\"31:24\">rug,<\/span>\u00a0<span title=\"31:25\">a<\/span>\u00a0<span title=\"31:25\">lamp,<\/span>\u00a0<span title=\"31:26\">you<\/span>\u00a0<span title=\"31:26\">know,<\/span>\u00a0<span title=\"31:26\">decorative<\/span>\u00a0<span title=\"31:27\">accessories,<\/span>\u00a0<\/span><span data-start=\"00:31:27.805\" data-end=\"00:31:31.125\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:28\">get<\/span>\u00a0<span title=\"31:28\">into<\/span>\u00a0<span title=\"31:29\">the<\/span>\u00a0<span title=\"31:29\">bedroom,<\/span>\u00a0<span title=\"31:29\">who<\/span>\u00a0<span title=\"31:29\">knows,<\/span>\u00a0<span title=\"31:30\">right?<\/span>\u00a0<span title=\"31:30\">Like<\/span>\u00a0<span title=\"31:30\">the<\/span>\u00a0<span title=\"31:30\">obvious<\/span>\u00a0<span title=\"31:31\">stuff.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[31:32]<\/small>\u00a0<span data-start=\"00:31:31.525\" data-end=\"00:31:31.865\" data-spk=\"1\" data-label=\"Scot\"><span title=\"31:32\">Meatballs.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[31:32]<\/small>\u00a0<span data-start=\"00:31:32.065\" data-end=\"00:31:35.065\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:32\">And<\/span>\u00a0<span title=\"31:32\">what,<\/span>\u00a0<span title=\"31:33\">yeah,<\/span>\u00a0<span title=\"31:33\">right?<\/span>\u00a0<span title=\"31:34\">Why<\/span>\u00a0<span title=\"31:34\">did<\/span>\u00a0<span title=\"31:34\">we<\/span>\u00a0<span title=\"31:35\">do<\/span>\u00a0<span title=\"31:35\">that?<\/span><\/span><br \/><span data-start=\"00:31:35.245\" data-end=\"00:31:40.025\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:35\">We<\/span>\u00a0<span title=\"31:35\">anyway,<\/span>\u00a0<span title=\"31:36\">we<\/span>\u00a0<span title=\"31:36\">saw<\/span>\u00a0<span title=\"31:36\">the<\/span>\u00a0<span title=\"31:37\">opportunity<\/span>\u00a0<span title=\"31:37\">and<\/span>\u00a0<span title=\"31:37\">we<\/span>\u00a0<span title=\"31:38\">also<\/span>\u00a0<span title=\"31:38\">invented<\/span>\u00a0<span title=\"31:38\">it.<\/span>\u00a0<span title=\"31:38\">So<\/span>\u00a0<span title=\"31:39\">one<\/span>\u00a0<span title=\"31:40\">is,<\/span><\/span><\/p>\n<h2 id=\"chapter7\" class=\"chapter\">Innovation and the Evolution of LoveSack\u2019s Product Line<\/h2>\n<p><small>[31:40]<\/small>\u00a0<span data-start=\"00:31:40.145\" data-end=\"00:31:42.585\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:40\">to<\/span>\u00a0<span title=\"31:41\">answer<\/span>\u00a0<span title=\"31:41\">your<\/span>\u00a0<span title=\"31:41\">question,<\/span>\u00a0<span title=\"31:42\">a<\/span>\u00a0<span title=\"31:42\">lot<\/span>\u00a0<span title=\"31:42\">of<\/span>\u00a0<span title=\"31:42\">play.<\/span><\/span><br \/><span data-start=\"00:31:42.845\" data-end=\"00:31:45.325\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:43\">We<\/span>\u00a0<span title=\"31:43\">are<\/span>\u00a0<span title=\"31:43\">constantly<\/span>\u00a0<span title=\"31:44\">at<\/span>\u00a0<span title=\"31:44\">our<\/span>\u00a0<span title=\"31:44\">innovation<\/span>\u00a0<span title=\"31:44\">lab<\/span>\u00a0<span title=\"31:45\">playing.<\/span><\/span><br \/><span data-start=\"00:31:46.665\" data-end=\"00:31:50.725\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:47\">So<\/span>\u00a0<span title=\"31:47\">it\u2019s<\/span>\u00a0<span title=\"31:47\">not<\/span>\u00a0<span title=\"31:47\">just<\/span>\u00a0<span title=\"31:48\">consumer-led<\/span>\u00a0<span title=\"31:49\">insights,<\/span>\u00a0<span title=\"31:49\">which<\/span>\u00a0<span title=\"31:50\">is<\/span>\u00a0<span title=\"31:50\">a<\/span>\u00a0<span title=\"31:50\">big<\/span>\u00a0<span title=\"31:50\">piece<\/span>\u00a0<span title=\"31:50\">of<\/span>\u00a0<span title=\"31:50\">what<\/span>\u00a0<span title=\"31:50\">we<\/span>\u00a0<span title=\"31:50\">do,<\/span>\u00a0<\/span><span data-start=\"00:31:50.765\" data-end=\"00:31:53.885\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:51\">but<\/span>\u00a0<span title=\"31:51\">it\u2019s<\/span>\u00a0<span title=\"31:51\">also<\/span>\u00a0<span title=\"31:51\">a<\/span>\u00a0<span title=\"31:52\">lot<\/span>\u00a0<span title=\"31:52\">of<\/span>\u00a0<span title=\"31:52\">inventions.<\/span>\u00a0<span title=\"31:53\">You<\/span>\u00a0<span title=\"31:53\">gotta<\/span>\u00a0<span title=\"31:53\">have<\/span>\u00a0<span title=\"31:53\">teams<\/span>\u00a0<span title=\"31:54\">to<\/span>\u00a0<span title=\"31:54\">invent.<\/span><\/span><br \/><span data-start=\"00:31:53.965\" data-end=\"00:31:54.585\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:54\">You<\/span>\u00a0<span title=\"31:54\">gotta<\/span>\u00a0<span title=\"31:54\">have<\/span>\u00a0<span title=\"31:54\">engineers.<\/span><\/span><br \/><span data-start=\"00:31:54.825\" data-end=\"00:31:58.045\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:55\">You<\/span>\u00a0<span title=\"31:55\">gotta<\/span>\u00a0<span title=\"31:55\">have,<\/span>\u00a0<span title=\"31:56\">so<\/span>\u00a0<span title=\"31:56\">you<\/span>\u00a0<span title=\"31:56\">gotta<\/span>\u00a0<span title=\"31:56\">support<\/span>\u00a0<span title=\"31:56\">that.<\/span>\u00a0<span title=\"31:57\">So<\/span>\u00a0<span title=\"31:57\">there\u2019s<\/span>\u00a0<span title=\"31:57\">a<\/span>\u00a0<span title=\"31:57\">cost<\/span>\u00a0<span title=\"31:57\">structure<\/span>\u00a0<span title=\"31:58\">there.<\/span><\/span><br \/><span data-start=\"00:31:58.485\" data-end=\"00:32:02.865\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"31:58\">And<\/span>\u00a0<span title=\"31:59\">that\u2019s<\/span>\u00a0<span title=\"31:59\">why<\/span>\u00a0<span title=\"31:59\">LoveSack<\/span>\u00a0<span title=\"31:59\">is<\/span>\u00a0<span title=\"32:00\">quite<\/span>\u00a0<span title=\"32:01\">profitable,<\/span>\u00a0<span title=\"32:01\">but<\/span>\u00a0<span title=\"32:02\">not<\/span>\u00a0<span title=\"32:02\">as<\/span>\u00a0<span title=\"32:02\">profitable<\/span>\u00a0<span title=\"32:02\">as<\/span>\u00a0<span title=\"32:03\">it<\/span>\u00a0<span title=\"32:03\">could<\/span>\u00a0<\/span><span data-start=\"00:32:02.865\" data-end=\"00:32:06.265\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:03\">be<\/span>\u00a0<span title=\"32:03\">in<\/span>\u00a0<span title=\"32:03\">the<\/span>\u00a0<span title=\"32:04\">future,<\/span>\u00a0<span title=\"32:05\">because<\/span>\u00a0<span title=\"32:05\">we<\/span>\u00a0<span title=\"32:05\">are<\/span>\u00a0<span title=\"32:05\">investing<\/span>\u00a0<span title=\"32:06\">in<\/span>\u00a0<span title=\"32:06\">innovation.<\/span><\/span><br \/><span data-start=\"00:32:06.625\" data-end=\"00:32:10.745\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:07\">And<\/span>\u00a0<span title=\"32:07\">there\u2019s<\/span>\u00a0<span title=\"32:07\">a<\/span>\u00a0<span title=\"32:07\">lot<\/span>\u00a0<span title=\"32:07\">of<\/span>\u00a0<span title=\"32:07\">heads.<\/span>\u00a0<span title=\"32:08\">there\u2019s<\/span>\u00a0<span title=\"32:08\">a<\/span>\u00a0<span title=\"32:08\">lot<\/span>\u00a0<span title=\"32:08\">of<\/span>\u00a0<span title=\"32:08\">engineers,<\/span>\u00a0<span title=\"32:09\">there\u2019s<\/span>\u00a0<span title=\"32:09\">a<\/span>\u00a0<span title=\"32:09\">lot<\/span>\u00a0<span title=\"32:09\">of<\/span>\u00a0<span title=\"32:09\">designers<\/span>\u00a0<span title=\"32:10\">doing<\/span>\u00a0<span title=\"32:10\">things.<\/span><\/span><br \/><span data-start=\"00:32:10.845\" data-end=\"00:32:14.705\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:11\">Now<\/span>\u00a0<span title=\"32:11\">they\u2019re<\/span>\u00a0<span title=\"32:11\">not<\/span>\u00a0<span title=\"32:11\">just<\/span>\u00a0<span title=\"32:11\">all<\/span>\u00a0<span title=\"32:12\">running<\/span>\u00a0<span title=\"32:12\">around<\/span>\u00a0<span title=\"32:12\">playing,<\/span>\u00a0<span title=\"32:13\">they<\/span>\u00a0<span title=\"32:13\">also<\/span>\u00a0<span title=\"32:14\">have<\/span>\u00a0<span title=\"32:14\">a<\/span>\u00a0<span title=\"32:14\">very<\/span>\u00a0<span title=\"32:14\">disciplined<\/span>\u00a0<\/span><span data-start=\"00:32:14.705\" data-end=\"00:32:19.285\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:15\">approach<\/span>\u00a0<span title=\"32:15\">to<\/span>\u00a0<span title=\"32:16\">executing<\/span>\u00a0<span title=\"32:16\">on<\/span>\u00a0<span title=\"32:17\">innovation,<\/span>\u00a0<span title=\"32:17\">like<\/span>\u00a0<span title=\"32:18\">launching<\/span>\u00a0<span title=\"32:18\">Stealth<\/span>\u00a0<span title=\"32:18\">Tech<\/span>\u00a0<span title=\"32:18\">a<\/span>\u00a0<span title=\"32:19\">couple<\/span>\u00a0<span title=\"32:19\">years<\/span>\u00a0<span title=\"32:19\">ago,<\/span>\u00a0<\/span><span data-start=\"00:32:19.465\" data-end=\"00:32:22.845\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:19\">and<\/span>\u00a0<span title=\"32:20\">bringing<\/span>\u00a0<span title=\"32:20\">that<\/span>\u00a0<span title=\"32:20\">to<\/span>\u00a0<span title=\"32:21\">market,<\/span>\u00a0<span title=\"32:21\">which<\/span>\u00a0<span title=\"32:21\">is<\/span>\u00a0<span title=\"32:21\">a<\/span>\u00a0<span title=\"32:21\">heavy<\/span>\u00a0<span title=\"32:21\">lift<\/span>\u00a0<span title=\"32:22\">because<\/span>\u00a0<span title=\"32:22\">it\u2019s<\/span>\u00a0<span title=\"32:22\">our<\/span>\u00a0<span title=\"32:22\">invention,<\/span>\u00a0<\/span><span data-start=\"00:32:23.025\" data-end=\"00:32:26.345\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:23\">it\u2019s<\/span>\u00a0<span title=\"32:23\">our<\/span>\u00a0<span title=\"32:23\">patents,<\/span>\u00a0<span title=\"32:24\">and<\/span>\u00a0<span title=\"32:24\">it<\/span>\u00a0<span title=\"32:24\">was<\/span>\u00a0<span title=\"32:24\">not<\/span>\u00a0<span title=\"32:24\">easy<\/span>\u00a0<span title=\"32:25\">for<\/span>\u00a0<span title=\"32:25\">this<\/span>\u00a0<span title=\"32:25\">beanbag<\/span>\u00a0<span title=\"32:25\">company<\/span>\u00a0<span title=\"32:26\">to<\/span>\u00a0<span title=\"32:26\">get<\/span>\u00a0<span title=\"32:26\">into<\/span>\u00a0<span title=\"32:26\">home<\/span>\u00a0<\/span><span data-start=\"00:32:26.345\" data-end=\"00:32:28.225\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:26\">electronics<\/span>\u00a0<span title=\"32:27\">in<\/span>\u00a0<span title=\"32:27\">a<\/span>\u00a0<span title=\"32:28\">real<\/span>\u00a0<span title=\"32:28\">way.<\/span><\/span><\/p>\n<p><small>[32:29]<\/small>\u00a0<span data-start=\"00:32:29.145\" data-end=\"00:32:32.225\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:29\">We\u2019ve<\/span>\u00a0<span title=\"32:29\">done,<\/span>\u00a0<span title=\"32:30\">I<\/span>\u00a0<span title=\"32:30\">think,<\/span>\u00a0<span title=\"32:30\">more<\/span>\u00a0<span title=\"32:30\">than<\/span>\u00a0<span title=\"32:30\">100<\/span>\u00a0<span title=\"32:30\">million<\/span>\u00a0<span title=\"32:31\">in<\/span>\u00a0<span title=\"32:31\">home<\/span>\u00a0<span title=\"32:31\">electronic<\/span>\u00a0<span title=\"32:31\">sales<\/span>\u00a0<span title=\"32:32\">and<\/span>\u00a0<span title=\"32:32\">making<\/span>\u00a0<\/span><span data-start=\"00:32:32.225\" data-end=\"00:32:37.785\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:32\">us<\/span>\u00a0<span title=\"32:33\">a<\/span>\u00a0<span title=\"32:33\">pretty,<\/span>\u00a0<span title=\"32:35\">a<\/span>\u00a0<span title=\"32:35\">pretty<\/span>\u00a0<span title=\"32:35\">big<\/span>\u00a0<span title=\"32:36\">player<\/span>\u00a0<span title=\"32:36\">in<\/span>\u00a0<span title=\"32:37\">that<\/span>\u00a0<span title=\"32:37\">space,<\/span>\u00a0<span title=\"32:37\">believe<\/span>\u00a0<span title=\"32:37\">it<\/span>\u00a0<span title=\"32:37\">or<\/span>\u00a0<span title=\"32:37\">not.<\/span><\/span><br \/><span data-start=\"00:32:38.065\" data-end=\"00:32:40.665\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:38\">Already,<\/span>\u00a0<span title=\"32:39\">and<\/span>\u00a0<span title=\"32:39\">I<\/span>\u00a0<span title=\"32:39\">don\u2019t<\/span>\u00a0<span title=\"32:39\">think<\/span>\u00a0<span title=\"32:39\">most<\/span>\u00a0<span title=\"32:39\">people<\/span>\u00a0<span title=\"32:39\">even,<\/span>\u00a0<span title=\"32:40\">you<\/span>\u00a0<span title=\"32:40\">know,<\/span>\u00a0<span title=\"32:40\">would<\/span>\u00a0<span title=\"32:40\">think<\/span>\u00a0<span title=\"32:40\">that.<\/span><\/span><br \/><span data-start=\"00:32:41.105\" data-end=\"00:32:44.465\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:41\">But<\/span>\u00a0<span title=\"32:41\">we\u2019re,<\/span>\u00a0<span title=\"32:42\">you<\/span>\u00a0<span title=\"32:42\">know,<\/span>\u00a0<span title=\"32:42\">totally<\/span>\u00a0<span title=\"32:42\">serious<\/span>\u00a0<span title=\"32:43\">about<\/span>\u00a0<span title=\"32:43\">it.<\/span>\u00a0<span title=\"32:43\">So,<\/span>\u00a0<span title=\"32:44\">innovation,<\/span>\u00a0<\/span><span data-start=\"00:32:45.225\" data-end=\"00:32:49.565\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:45\">wrapped<\/span>\u00a0<span title=\"32:46\">around<\/span>\u00a0<span title=\"32:47\">an<\/span>\u00a0<span title=\"32:47\">inspiring<\/span>\u00a0<span title=\"32:48\">path<\/span>\u00a0<span title=\"32:48\">to<\/span>\u00a0<span title=\"32:48\">innovation,<\/span>\u00a0<span title=\"32:49\">I<\/span>\u00a0<span title=\"32:49\">think<\/span>\u00a0<span title=\"32:49\">is<\/span>\u00a0<span title=\"32:49\">the<\/span>\u00a0<span title=\"32:49\">key.<\/span><\/span><br \/><span data-start=\"00:32:49.645\" data-end=\"00:32:52.205\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:50\">Do<\/span>\u00a0<span title=\"32:50\">you<\/span>\u00a0<span title=\"32:50\">have<\/span>\u00a0<span title=\"32:50\">an<\/span>\u00a0<span title=\"32:50\">inspiring<\/span>\u00a0<span title=\"32:50\">path,<\/span>\u00a0<span title=\"32:51\">or<\/span>\u00a0<span title=\"32:51\">are<\/span>\u00a0<span title=\"32:51\">you<\/span>\u00a0<span title=\"32:51\">just<\/span>\u00a0<span title=\"32:51\">trying<\/span>\u00a0<span title=\"32:52\">to<\/span>\u00a0<span title=\"32:52\">make<\/span>\u00a0<span title=\"32:52\">more<\/span>\u00a0<span title=\"32:52\">stuff?<\/span><\/span><br \/><span data-start=\"00:32:52.245\" data-end=\"00:32:55.545\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:52\">Because<\/span>\u00a0<span title=\"32:52\">if<\/span>\u00a0<span title=\"32:53\">I<\/span>\u00a0<span title=\"32:53\">wanted<\/span>\u00a0<span title=\"32:53\">all<\/span>\u00a0<span title=\"32:53\">those<\/span>\u00a0<span title=\"32:53\">things<\/span>\u00a0<span title=\"32:54\">I<\/span>\u00a0<span title=\"32:54\">mentioned,<\/span>\u00a0<span title=\"32:55\">like<\/span>\u00a0<span title=\"32:55\">I\u2019m<\/span>\u00a0<span title=\"32:55\">over<\/span>\u00a0<span title=\"32:55\">here<\/span>\u00a0<span title=\"32:55\">in<\/span>\u00a0<span title=\"32:55\">Asia<\/span>\u00a0<\/span><span data-start=\"00:32:55.545\" data-end=\"00:32:56.825\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:56\">right<\/span>\u00a0<span title=\"32:56\">now,<\/span>\u00a0<span title=\"32:56\">I\u2019m<\/span>\u00a0<span title=\"32:56\">in<\/span>\u00a0<span title=\"32:56\">Hong<\/span>\u00a0<span title=\"32:57\">Kong.<\/span><\/span><br \/><span data-start=\"00:32:57.525\" data-end=\"00:33:02.065\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"32:58\">And<\/span>\u00a0<span title=\"32:58\">if<\/span>\u00a0<span title=\"32:58\">I<\/span>\u00a0<span title=\"32:58\">wanted<\/span>\u00a0<span title=\"32:58\">a<\/span>\u00a0<span title=\"32:59\">whole<\/span>\u00a0<span title=\"32:59\">line<\/span>\u00a0<span title=\"32:59\">of<\/span>\u00a0<span title=\"32:59\">living<\/span>\u00a0<span title=\"33:00\">room<\/span>\u00a0<span title=\"33:00\">furniture<\/span>\u00a0<span title=\"33:01\">with<\/span>\u00a0<span title=\"33:01\">our<\/span>\u00a0<span title=\"33:01\">logo<\/span>\u00a0<span title=\"33:01\">on<\/span>\u00a0<span title=\"33:02\">it<\/span>\u00a0<span title=\"33:02\">to<\/span>\u00a0<\/span><span data-start=\"00:33:02.065\" data-end=\"00:33:05.105\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:02\">make<\/span>\u00a0<span title=\"33:02\">myself<\/span>\u00a0<span title=\"33:03\">feel<\/span>\u00a0<span title=\"33:03\">good,<\/span>\u00a0<span title=\"33:03\">I<\/span>\u00a0<span title=\"33:04\">could<\/span>\u00a0<span title=\"33:04\">have<\/span>\u00a0<span title=\"33:04\">it<\/span>\u00a0<span title=\"33:04\">in<\/span>\u00a0<span title=\"33:05\">four<\/span>\u00a0<span title=\"33:05\">weeks.<\/span><\/span><br \/><span data-start=\"00:33:05.905\" data-end=\"00:33:09.685\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:06\">The<\/span>\u00a0<span title=\"33:06\">suppliers<\/span>\u00a0<span title=\"33:06\">will<\/span>\u00a0<span title=\"33:07\">do<\/span>\u00a0<span title=\"33:07\">it<\/span>\u00a0<span title=\"33:07\">for<\/span>\u00a0<span title=\"33:07\">me.<\/span>\u00a0<span title=\"33:07\">They\u2019ve<\/span>\u00a0<span title=\"33:07\">been<\/span>\u00a0<span title=\"33:07\">doing<\/span>\u00a0<span title=\"33:08\">it<\/span>\u00a0<span title=\"33:08\">for<\/span>\u00a0<span title=\"33:08\">30<\/span>\u00a0<span title=\"33:09\">years<\/span>\u00a0<span title=\"33:09\">over<\/span>\u00a0<span title=\"33:09\">here<\/span>\u00a0<\/span><span data-start=\"00:33:09.685\" data-end=\"00:33:12.785\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:10\">for<\/span>\u00a0<span title=\"33:10\">all<\/span>\u00a0<span title=\"33:10\">the<\/span>\u00a0<span title=\"33:10\">biggest<\/span>\u00a0<span title=\"33:11\">brands<\/span>\u00a0<span title=\"33:11\">you<\/span>\u00a0<span title=\"33:11\">can<\/span>\u00a0<span title=\"33:11\">think<\/span>\u00a0<span title=\"33:12\">of,<\/span>\u00a0<span title=\"33:12\">you<\/span>\u00a0<span title=\"33:13\">know?<\/span><\/span><br \/><span data-start=\"00:33:12.965\" data-end=\"00:33:16.625\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:13\">And<\/span>\u00a0<span title=\"33:13\">we<\/span>\u00a0<span title=\"33:14\">could<\/span>\u00a0<span title=\"33:14\">give<\/span>\u00a0<span title=\"33:14\">them<\/span>\u00a0<span title=\"33:14\">some<\/span>\u00a0<span title=\"33:15\">designs<\/span>\u00a0<span title=\"33:15\">and<\/span>\u00a0<span title=\"33:15\">give<\/span>\u00a0<span title=\"33:15\">them<\/span>\u00a0<span title=\"33:15\">some<\/span>\u00a0<span title=\"33:16\">ideas<\/span>\u00a0<span title=\"33:16\">and<\/span>\u00a0<span title=\"33:16\">let<\/span>\u00a0<span title=\"33:17\">our,<\/span>\u00a0<\/span><span data-start=\"00:33:16.905\" data-end=\"00:33:19.625\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:17\">I<\/span>\u00a0<span title=\"33:17\">mean,<\/span>\u00a0<span title=\"33:17\">it\u2019s<\/span>\u00a0<span title=\"33:17\">so<\/span>\u00a0<span title=\"33:18\">easy<\/span>\u00a0<span title=\"33:18\">to<\/span>\u00a0<span title=\"33:18\">just<\/span>\u00a0<span title=\"33:19\">source<\/span>\u00a0<span title=\"33:19\">stuff.<\/span><\/span><br \/><span data-start=\"00:33:20.225\" data-end=\"00:33:23.245\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:20\">I\u2019m<\/span>\u00a0<span title=\"33:20\">talking<\/span>\u00a0<span title=\"33:21\">about,<\/span>\u00a0<span title=\"33:21\">you<\/span>\u00a0<span title=\"33:21\">know,<\/span>\u00a0<span title=\"33:21\">product<\/span>\u00a0<span title=\"33:21\">land.<\/span>\u00a0<span title=\"33:22\">Now<\/span>\u00a0<span title=\"33:22\">we\u2019re<\/span>\u00a0<span title=\"33:23\">talking<\/span>\u00a0<span title=\"33:23\">fashion,<\/span>\u00a0<\/span><span data-start=\"00:33:23.545\" data-end=\"00:33:26.685\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:24\">talking<\/span>\u00a0<span title=\"33:24\">furniture,<\/span>\u00a0<span title=\"33:25\">talk<\/span>\u00a0<span title=\"33:25\">any<\/span>\u00a0<span title=\"33:25\">category<\/span>\u00a0<span title=\"33:26\">you<\/span>\u00a0<span title=\"33:26\">want,<\/span>\u00a0<span title=\"33:26\">the<\/span>\u00a0<span title=\"33:26\">same<\/span>\u00a0<span title=\"33:26\">is<\/span>\u00a0<span title=\"33:26\">true.<\/span><\/span><br \/><span data-start=\"00:33:26.985\" data-end=\"00:33:29.165\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:27\">But<\/span>\u00a0<span title=\"33:27\">to<\/span>\u00a0<span title=\"33:28\">truly<\/span>\u00a0<span title=\"33:28\">invent<\/span>\u00a0<span title=\"33:28\">stuff\u2019s<\/span>\u00a0<span title=\"33:29\">a<\/span>\u00a0<span title=\"33:29\">lot<\/span>\u00a0<span title=\"33:29\">harder.<\/span><\/span><br \/><span data-start=\"00:33:29.765\" data-end=\"00:33:33.345\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"33:30\">And<\/span>\u00a0<span title=\"33:30\">that\u2019s<\/span>\u00a0<span title=\"33:30\">why<\/span>\u00a0<span title=\"33:31\">I<\/span>\u00a0<span title=\"33:31\">think<\/span>\u00a0<span title=\"33:31\">we\u2019ve<\/span>\u00a0<span title=\"33:31\">had<\/span>\u00a0<span title=\"33:32\">success,<\/span>\u00a0<span title=\"33:32\">that\u2019s<\/span>\u00a0<span title=\"33:32\">why<\/span>\u00a0<span title=\"33:32\">I<\/span>\u00a0<span title=\"33:32\">think<\/span>\u00a0<span title=\"33:32\">we<\/span>\u00a0<span title=\"33:32\">will<\/span>\u00a0<span title=\"33:33\">continue<\/span>\u00a0<span title=\"33:33\">to<\/span>\u00a0<span title=\"33:33\">have<\/span>\u00a0<span title=\"33:33\">success.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[33:35]<\/small>\u00a0<span data-start=\"00:33:34.920\" data-end=\"00:33:39.100\" data-spk=\"0\" data-label=\"Jason\"><span title=\"33:35\">Yeah,<\/span>\u00a0<span title=\"33:36\">you<\/span>\u00a0<span title=\"33:36\">know,<\/span>\u00a0<span title=\"33:36\">so<\/span>\u00a0<span title=\"33:36\">I<\/span>\u00a0<span title=\"33:36\">am<\/span>\u00a0<span title=\"33:36\">interested,<\/span>\u00a0<span title=\"33:37\">I<\/span>\u00a0<span title=\"33:37\">mean,<\/span>\u00a0<span title=\"33:37\">obviously<\/span>\u00a0<span title=\"33:37\">the<\/span>\u00a0<span title=\"33:38\">product<\/span>\u00a0<span title=\"33:38\">has<\/span>\u00a0<span title=\"33:38\">to<\/span>\u00a0<span title=\"33:39\">be<\/span>\u00a0<\/span><span data-start=\"00:33:39.100\" data-end=\"00:33:41.400\" data-spk=\"0\" data-label=\"Jason\"><span title=\"33:39\">the<\/span>\u00a0<span title=\"33:39\">lead<\/span>\u00a0<span title=\"33:39\">in<\/span>\u00a0<span title=\"33:40\">solving<\/span>\u00a0<span title=\"33:40\">that<\/span>\u00a0<span title=\"33:40\">real<\/span>\u00a0<span title=\"33:41\">problem<\/span>\u00a0<span title=\"33:41\">for<\/span>\u00a0<span title=\"33:41\">a<\/span>\u00a0<span title=\"33:41\">customer.<\/span><\/span><br \/><span data-start=\"00:33:41.820\" data-end=\"00:33:48.100\" data-spk=\"0\" data-label=\"Jason\"><span title=\"33:42\">But<\/span>\u00a0<span title=\"33:42\">I<\/span>\u00a0<span title=\"33:42\">do<\/span>\u00a0<span title=\"33:42\">think<\/span>\u00a0<span title=\"33:43\">another<\/span>\u00a0<span title=\"33:44\">helpful<\/span>\u00a0<span title=\"33:45\">aspect<\/span>\u00a0<span title=\"33:45\">to<\/span>\u00a0<span title=\"33:45\">your<\/span>\u00a0<span title=\"33:45\">business<\/span>\u00a0<span title=\"33:46\">is<\/span>\u00a0<span title=\"33:46\">that<\/span>\u00a0<span title=\"33:47\">in<\/span>\u00a0<span title=\"33:48\">order<\/span>\u00a0<span title=\"33:48\">for<\/span>\u00a0<\/span><span data-start=\"00:33:48.100\" data-end=\"00:33:52.140\" data-spk=\"0\" data-label=\"Jason\"><span title=\"33:48\">those<\/span>\u00a0<span title=\"33:48\">products<\/span>\u00a0<span title=\"33:49\">to<\/span>\u00a0<span title=\"33:49\">be<\/span>\u00a0<span title=\"33:49\">successful,<\/span>\u00a0<span title=\"33:50\">like,<\/span>\u00a0<span title=\"33:50\">they<\/span>\u00a0<span title=\"33:51\">have<\/span>\u00a0<span title=\"33:51\">to<\/span>\u00a0<span title=\"33:51\">be<\/span>\u00a0<span title=\"33:51\">demonstrated<\/span>\u00a0<span title=\"33:52\">somehow.<\/span><\/span><br \/><span data-start=\"00:33:52.440\" data-end=\"00:33:59.220\" data-spk=\"0\" data-label=\"Jason\"><span title=\"33:52\">Like,<\/span>\u00a0<span title=\"33:53\">per<\/span>\u00a0<span title=\"33:53\">your<\/span>\u00a0<span title=\"33:53\">point,<\/span>\u00a0<span title=\"33:54\">the<\/span>\u00a0<span title=\"33:54\">catalog<\/span>\u00a0<span title=\"33:55\">for<\/span>\u00a0<span title=\"33:56\">the<\/span>\u00a0<span title=\"33:57\">StealthTech<\/span>\u00a0<span title=\"33:58\">sectional<\/span>\u00a0<span title=\"33:58\">looks<\/span>\u00a0<span title=\"33:58\">just<\/span>\u00a0<span title=\"33:59\">like<\/span>\u00a0<\/span><span data-start=\"00:33:59.220\" data-end=\"00:34:02.740\" data-spk=\"0\" data-label=\"Jason\"><span title=\"33:59\">the<\/span>\u00a0<span title=\"34:00\">catalog<\/span>\u00a0<span title=\"34:00\">for<\/span>\u00a0<span title=\"34:01\">a<\/span>\u00a0<span title=\"34:01\">generic<\/span>\u00a0<span title=\"34:02\">sectional.<\/span><\/span><br \/><span data-start=\"00:34:04.360\" data-end=\"00:34:11.440\" data-spk=\"0\" data-label=\"Jason\"><span title=\"34:04\">And<\/span>\u00a0<span title=\"34:05\">so<\/span>\u00a0<span title=\"34:05\">I\u2019m<\/span>\u00a0<span title=\"34:06\">thinking<\/span>\u00a0<span title=\"34:06\">you<\/span>\u00a0<span title=\"34:07\">having<\/span>\u00a0<span title=\"34:07\">your<\/span>\u00a0<span title=\"34:07\">own<\/span>\u00a0<span title=\"34:08\">showrooms<\/span>\u00a0<span title=\"34:09\">was<\/span>\u00a0<span title=\"34:09\">a<\/span>\u00a0<span title=\"34:09\">big<\/span>\u00a0<span title=\"34:10\">advantage<\/span>\u00a0<span title=\"34:10\">for<\/span>\u00a0<span title=\"34:10\">being<\/span>\u00a0<span title=\"34:10\">able<\/span>\u00a0<span title=\"34:11\">to<\/span>\u00a0<span title=\"34:11\">tell<\/span>\u00a0<span title=\"34:11\">the<\/span>\u00a0<span title=\"34:11\">story.<\/span><\/span><br \/><span data-start=\"00:34:12.420\" data-end=\"00:34:16.420\" data-spk=\"0\" data-label=\"Jason\"><span title=\"34:12\">And<\/span>\u00a0<span title=\"34:13\">ironically,<\/span>\u00a0<span title=\"34:14\">I\u2019m<\/span>\u00a0<span title=\"34:14\">not<\/span>\u00a0<span title=\"34:14\">sure<\/span>\u00a0<span title=\"34:14\">you<\/span>\u00a0<span title=\"34:14\">opened<\/span>\u00a0<span title=\"34:14\">that<\/span>\u00a0<span title=\"34:15\">first<\/span>\u00a0<span title=\"34:15\">showroom<\/span>\u00a0<span title=\"34:15\">because<\/span>\u00a0<span title=\"34:15\">you<\/span>\u00a0<span title=\"34:16\">recognize<\/span>\u00a0<\/span><span data-start=\"00:34:16.420\" data-end=\"00:34:18.900\" data-spk=\"0\" data-label=\"Jason\"><span title=\"34:16\">that<\/span>\u00a0<span title=\"34:17\">problem.<\/span>\u00a0<span title=\"34:17\">It<\/span>\u00a0<span title=\"34:17\">sounds<\/span>\u00a0<span title=\"34:17\">like<\/span>\u00a0<span title=\"34:17\">you<\/span>\u00a0<span title=\"34:18\">opened<\/span>\u00a0<span title=\"34:18\">that<\/span>\u00a0<span title=\"34:18\">first<\/span>\u00a0<span title=\"34:18\">showroom<\/span>\u00a0<span title=\"34:18\">because<\/span>\u00a0<span title=\"34:19\">you<\/span>\u00a0<span title=\"34:19\">had<\/span>\u00a0<\/span><span data-start=\"00:34:18.900\" data-end=\"00:34:20.060\" data-spk=\"0\" data-label=\"Jason\"><span title=\"34:19\">no<\/span>\u00a0<span title=\"34:19\">other<\/span>\u00a0<span title=\"34:19\">way<\/span>\u00a0<span title=\"34:19\">to<\/span>\u00a0<span title=\"34:19\">get<\/span>\u00a0<span title=\"34:20\">distribution.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[34:21]<\/small>\u00a0<span data-start=\"00:34:21.380\" data-end=\"00:34:26.340\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:21\">Oh<\/span>\u00a0<span title=\"34:22\">yeah,<\/span>\u00a0<span title=\"34:22\">yeah.<\/span>\u00a0<span title=\"34:22\">And<\/span>\u00a0<span title=\"34:22\">that\u2019s<\/span>\u00a0<span title=\"34:23\">why<\/span>\u00a0<span title=\"34:23\">I\u2019m<\/span>\u00a0<span title=\"34:23\">not<\/span>\u00a0<span title=\"34:23\">taking<\/span>\u00a0<span title=\"34:24\">any<\/span>\u00a0<span title=\"34:24\">claim<\/span>\u00a0<span title=\"34:24\">as<\/span>\u00a0<span title=\"34:25\">some<\/span>\u00a0<span title=\"34:25\">kind<\/span>\u00a0<span title=\"34:25\">of<\/span>\u00a0<span title=\"34:25\">marketing<\/span>\u00a0<span title=\"34:26\">genius.<\/span><\/span><br \/><span data-start=\"00:34:26.560\" data-end=\"00:34:29.380\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:27\">We<\/span>\u00a0<span title=\"34:27\">just<\/span>\u00a0<span title=\"34:27\">kind<\/span>\u00a0<span title=\"34:27\">of<\/span>\u00a0<span title=\"34:28\">tried<\/span>\u00a0<span title=\"34:28\">to<\/span>\u00a0<span title=\"34:28\">survive<\/span>\u00a0<span title=\"34:29\">in<\/span>\u00a0<span title=\"34:29\">the<\/span>\u00a0<span title=\"34:29\">beginning.<\/span><\/span><br \/><span data-start=\"00:34:29.500\" data-end=\"00:34:35.560\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:30\">And<\/span>\u00a0<span title=\"34:30\">opening<\/span>\u00a0<span title=\"34:30\">a<\/span>\u00a0<span title=\"34:30\">showroom<\/span>\u00a0<span title=\"34:30\">was<\/span>\u00a0<span title=\"34:31\">actually<\/span>\u00a0<span title=\"34:31\">a<\/span>\u00a0<span title=\"34:32\">reaction<\/span>\u00a0<span title=\"34:32\">to<\/span>\u00a0<span title=\"34:32\">being<\/span>\u00a0<span title=\"34:32\">rejected<\/span>\u00a0<span title=\"34:33\">by<\/span>\u00a0<span title=\"34:34\">the<\/span>\u00a0<span title=\"34:35\">big<\/span>\u00a0<\/span><span data-start=\"00:34:35.560\" data-end=\"00:34:38.780\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:36\">furniture<\/span>\u00a0<span title=\"34:36\">guys,<\/span>\u00a0<span title=\"34:37\">because<\/span>\u00a0<span title=\"34:37\">they<\/span>\u00a0<span title=\"34:37\">didn\u2019t,<\/span>\u00a0<span title=\"34:38\">you<\/span>\u00a0<span title=\"34:38\">know,<\/span>\u00a0<span title=\"34:38\">want<\/span>\u00a0<span title=\"34:38\">our<\/span>\u00a0<span title=\"34:38\">product,<\/span>\u00a0<\/span><span data-start=\"00:34:38.880\" data-end=\"00:34:41.220\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:39\">they<\/span>\u00a0<span title=\"34:39\">didn\u2019t<\/span>\u00a0<span title=\"34:39\">believe<\/span>\u00a0<span title=\"34:39\">in<\/span>\u00a0<span title=\"34:40\">us,<\/span>\u00a0<span title=\"34:40\">whatever.<\/span>\u00a0<span title=\"34:40\">They<\/span>\u00a0<span title=\"34:41\">couldn\u2019t<\/span>\u00a0<span title=\"34:41\">see<\/span>\u00a0<span title=\"34:41\">it.<\/span><\/span><br \/><span data-start=\"00:34:41.860\" data-end=\"00:34:46.360\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:42\">And<\/span>\u00a0<span title=\"34:42\">so<\/span>\u00a0<span title=\"34:42\">thankfully,<\/span>\u00a0<span title=\"34:43\">it<\/span>\u00a0<span title=\"34:44\">went<\/span>\u00a0<span title=\"34:44\">that<\/span>\u00a0<span title=\"34:44\">way.<\/span>\u00a0<span title=\"34:45\">And<\/span>\u00a0<span title=\"34:45\">by<\/span>\u00a0<span title=\"34:45\">the<\/span>\u00a0<span title=\"34:45\">way,<\/span>\u00a0<span title=\"34:45\">they<\/span>\u00a0<span title=\"34:45\">weren\u2019t<\/span>\u00a0<span title=\"34:45\">showrooms,<\/span>\u00a0<span title=\"34:46\">they<\/span>\u00a0<span title=\"34:46\">were<\/span>\u00a0<span title=\"34:46\">stores.<\/span><\/span><br \/><span data-start=\"00:34:46.660\" data-end=\"00:34:50.540\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:47\">We<\/span>\u00a0<span title=\"34:47\">were<\/span>\u00a0<span title=\"34:47\">a<\/span>\u00a0<span title=\"34:47\">furniture<\/span>\u00a0<span title=\"34:48\">store<\/span>\u00a0<span title=\"34:48\">for<\/span>\u00a0<span title=\"34:49\">a<\/span>\u00a0<span title=\"34:50\">decade<\/span>\u00a0<span title=\"34:50\">and<\/span>\u00a0<span title=\"34:50\">a<\/span>\u00a0<span title=\"34:50\">half.<\/span><\/span><br \/><span data-start=\"00:34:50.980\" data-end=\"00:34:54.060\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:51\">And<\/span>\u00a0<span title=\"34:51\">we<\/span>\u00a0<span title=\"34:52\">did<\/span>\u00a0<span title=\"34:52\">all<\/span>\u00a0<span title=\"34:52\">the<\/span>\u00a0<span title=\"34:52\">furniture<\/span>\u00a0<span title=\"34:52\">store<\/span>\u00a0<span title=\"34:53\">things.<\/span>\u00a0<span title=\"34:53\">And<\/span>\u00a0<span title=\"34:53\">we<\/span>\u00a0<span title=\"34:53\">sold<\/span>\u00a0<span title=\"34:54\">merchandise,<\/span>\u00a0<\/span><span data-start=\"00:34:54.340\" data-end=\"00:34:58.020\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:54\">and<\/span>\u00a0<span title=\"34:54\">you<\/span>\u00a0<span title=\"34:55\">pulled<\/span>\u00a0<span title=\"34:55\">your<\/span>\u00a0<span title=\"34:55\">car<\/span>\u00a0<span title=\"34:55\">around<\/span>\u00a0<span title=\"34:55\">and<\/span>\u00a0<span title=\"34:55\">we<\/span>\u00a0<span title=\"34:56\">loaded<\/span>\u00a0<span title=\"34:56\">you<\/span>\u00a0<span title=\"34:56\">up,<\/span>\u00a0<span title=\"34:56\">believe<\/span>\u00a0<span title=\"34:56\">it<\/span>\u00a0<span title=\"34:56\">or<\/span>\u00a0<span title=\"34:57\">not,<\/span>\u00a0<span title=\"34:57\">or<\/span>\u00a0<span title=\"34:57\">we<\/span>\u00a0<span title=\"34:57\">shipped<\/span>\u00a0<span title=\"34:58\">to<\/span>\u00a0<span title=\"34:58\">you.<\/span><\/span><br \/><span data-start=\"00:34:58.020\" data-end=\"00:35:04.680\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"34:58\">And<\/span>\u00a0<span title=\"34:58\">it<\/span>\u00a0<span title=\"34:58\">took<\/span>\u00a0<span title=\"34:59\">us<\/span>\u00a0<span title=\"34:59\">a<\/span>\u00a0<span title=\"34:59\">long,<\/span>\u00a0<span title=\"34:59\">long<\/span>\u00a0<span title=\"35:00\">time<\/span>\u00a0<span title=\"35:00\">to,<\/span>\u00a0<span title=\"35:02\">after<\/span>\u00a0<span title=\"35:02\">copycatting<\/span>\u00a0<span title=\"35:03\">all<\/span>\u00a0<span title=\"35:04\">those<\/span>\u00a0<span title=\"35:04\">furniture<\/span>\u00a0<span title=\"35:04\">stores<\/span>\u00a0<\/span><span data-start=\"00:35:04.680\" data-end=\"00:35:09.680\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:05\">and<\/span>\u00a0<span title=\"35:05\">hiring<\/span>\u00a0<span title=\"35:06\">merchandisers<\/span>\u00a0<span title=\"35:07\">and<\/span>\u00a0<span title=\"35:07\">window<\/span>\u00a0<span title=\"35:07\">dressers<\/span>\u00a0<span title=\"35:08\">and<\/span>\u00a0<span title=\"35:08\">all<\/span>\u00a0<span title=\"35:08\">those<\/span>\u00a0<span title=\"35:08\">kinds<\/span>\u00a0<span title=\"35:08\">of<\/span>\u00a0<span title=\"35:09\">things<\/span>\u00a0<span title=\"35:09\">from<\/span>\u00a0<\/span><span data-start=\"00:35:09.680\" data-end=\"00:35:13.020\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:10\">our<\/span>\u00a0<span title=\"35:10\">competition<\/span>\u00a0<span title=\"35:10\">to<\/span>\u00a0<span title=\"35:11\">do<\/span>\u00a0<span title=\"35:11\">that<\/span>\u00a0<span title=\"35:11\">stuff<\/span>\u00a0<span title=\"35:12\">in<\/span>\u00a0<span title=\"35:12\">our<\/span>\u00a0<span title=\"35:12\">stores.<\/span><\/span><\/p>\n<p><small>[35:14]<\/small>\u00a0<span data-start=\"00:35:14.196\" data-end=\"00:35:18.336\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:14\">To<\/span>\u00a0<span title=\"35:15\">make<\/span>\u00a0<span title=\"35:15\">that<\/span>\u00a0<span title=\"35:15\">pivot<\/span>\u00a0<span title=\"35:15\">to<\/span>\u00a0<span title=\"35:16\">the<\/span>\u00a0<span title=\"35:16\">direct<\/span>\u00a0<span title=\"35:16\">consumer<\/span>\u00a0<span title=\"35:16\">model<\/span>\u00a0<span title=\"35:17\">that<\/span>\u00a0<span title=\"35:17\">we<\/span>\u00a0<span title=\"35:17\">operate<\/span>\u00a0<span title=\"35:17\">on<\/span>\u00a0<span title=\"35:17\">today<\/span>\u00a0<span title=\"35:18\">that<\/span>\u00a0<\/span><span data-start=\"00:35:18.336\" data-end=\"00:35:21.256\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:18\">obviously<\/span>\u00a0<span title=\"35:19\">looks<\/span>\u00a0<span title=\"35:19\">very<\/span>\u00a0<span title=\"35:19\">prescient<\/span>\u00a0<span title=\"35:20\">in<\/span>\u00a0<span title=\"35:21\">today\u2019s<\/span>\u00a0<span title=\"35:21\">model.<\/span><\/span><br \/><span data-start=\"00:35:21.396\" data-end=\"00:35:27.856\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:21\">Now,<\/span>\u00a0<span title=\"35:22\">the<\/span>\u00a0<span title=\"35:22\">reason<\/span>\u00a0<span title=\"35:22\">I<\/span>\u00a0<span title=\"35:22\">think<\/span>\u00a0<span title=\"35:23\">we\u2019ve<\/span>\u00a0<span title=\"35:23\">been<\/span>\u00a0<span title=\"35:23\">so<\/span>\u00a0<span title=\"35:24\">successful<\/span>\u00a0<span title=\"35:24\">at<\/span>\u00a0<span title=\"35:25\">it<\/span>\u00a0<span title=\"35:25\">is<\/span>\u00a0<span title=\"35:25\">because<\/span>\u00a0<span title=\"35:26\">we<\/span>\u00a0<span title=\"35:26\">had<\/span>\u00a0<span title=\"35:27\">those<\/span>\u00a0<span title=\"35:27\">15,<\/span>\u00a0<\/span><span data-start=\"00:35:27.936\" data-end=\"00:35:34.816\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:28\">20<\/span>\u00a0<span title=\"35:28\">years<\/span>\u00a0<span title=\"35:28\">to<\/span>\u00a0<span title=\"35:29\">get<\/span>\u00a0<span title=\"35:29\">really<\/span>\u00a0<span title=\"35:29\">good<\/span>\u00a0<span title=\"35:30\">at<\/span>\u00a0<span title=\"35:30\">operating<\/span>\u00a0<span title=\"35:31\">now<\/span>\u00a0<span title=\"35:32\">250<\/span>\u00a0<span title=\"35:33\">locations<\/span>\u00a0<span title=\"35:34\">across<\/span>\u00a0<span title=\"35:34\">every<\/span>\u00a0<span title=\"35:34\">state,<\/span>\u00a0<\/span><span data-start=\"00:35:34.896\" data-end=\"00:35:36.456\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:35\">almost<\/span>\u00a0<span title=\"35:35\">in<\/span>\u00a0<span title=\"35:35\">the<\/span>\u00a0<span title=\"35:35\">United<\/span>\u00a0<span title=\"35:36\">States<\/span>\u00a0<span title=\"35:36\">of<\/span>\u00a0<span title=\"35:36\">America,<\/span>\u00a0<\/span><span data-start=\"00:35:36.876\" data-end=\"00:35:41.376\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:37\">where<\/span>\u00a0<span title=\"35:38\">people<\/span>\u00a0<span title=\"35:38\">are<\/span>\u00a0<span title=\"35:38\">fighting<\/span>\u00a0<span title=\"35:39\">and<\/span>\u00a0<span title=\"35:39\">bickering<\/span>\u00a0<span title=\"35:40\">and<\/span>\u00a0<span title=\"35:40\">hiring<\/span>\u00a0<span title=\"35:40\">and<\/span>\u00a0<span title=\"35:40\">firing<\/span>\u00a0<span title=\"35:41\">and<\/span>\u00a0<span title=\"35:41\">touching<\/span>\u00a0<span title=\"35:41\">each<\/span>\u00a0<\/span><span data-start=\"00:35:41.376\" data-end=\"00:35:42.276\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:41\">other,<\/span>\u00a0<span title=\"35:42\">whatever<\/span>\u00a0<span title=\"35:42\">it<\/span>\u00a0<span title=\"35:42\">takes.<\/span><\/span><br \/><span data-start=\"00:35:42.276\" data-end=\"00:35:48.036\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:42\">The<\/span>\u00a0<span title=\"35:42\">point<\/span>\u00a0<span title=\"35:43\">is<\/span>\u00a0<span title=\"35:43\">operating<\/span>\u00a0<span title=\"35:44\">physical<\/span>\u00a0<span title=\"35:45\">showrooms<\/span>\u00a0<span title=\"35:46\">is<\/span>\u00a0<span title=\"35:46\">not<\/span>\u00a0<span title=\"35:46\">something<\/span>\u00a0<span title=\"35:46\">you<\/span>\u00a0<span title=\"35:46\">get<\/span>\u00a0<span title=\"35:47\">good<\/span>\u00a0<span title=\"35:47\">at<\/span>\u00a0<span title=\"35:47\">in<\/span>\u00a0<\/span><span data-start=\"00:35:48.036\" data-end=\"00:35:52.556\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:48\">a<\/span>\u00a0<span title=\"35:48\">day<\/span>\u00a0<span title=\"35:48\">or<\/span>\u00a0<span title=\"35:49\">a<\/span>\u00a0<span title=\"35:49\">week<\/span>\u00a0<span title=\"35:49\">or<\/span>\u00a0<span title=\"35:49\">a<\/span>\u00a0<span title=\"35:49\">year<\/span>\u00a0<span title=\"35:49\">just<\/span>\u00a0<span title=\"35:50\">because<\/span>\u00a0<span title=\"35:50\">that<\/span>\u00a0<span title=\"35:51\">seems<\/span>\u00a0<span title=\"35:52\">like<\/span>\u00a0<span title=\"35:52\">the<\/span>\u00a0<span title=\"35:52\">next<\/span>\u00a0<span title=\"35:52\">thing<\/span>\u00a0<span title=\"35:52\">to<\/span>\u00a0<span title=\"35:52\">do.<\/span><\/span><br \/><span data-start=\"00:35:52.716\" data-end=\"00:35:55.496\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:53\">We<\/span>\u00a0<span title=\"35:53\">have<\/span>\u00a0<span title=\"35:53\">a<\/span>\u00a0<span title=\"35:53\">website,<\/span>\u00a0<span title=\"35:54\">now<\/span>\u00a0<span title=\"35:54\">people<\/span>\u00a0<span title=\"35:54\">need<\/span>\u00a0<span title=\"35:54\">to<\/span>\u00a0<span title=\"35:54\">see<\/span>\u00a0<span title=\"35:55\">our<\/span>\u00a0<span title=\"35:55\">stuff,<\/span>\u00a0<span title=\"35:55\">to<\/span>\u00a0<span title=\"35:55\">your<\/span>\u00a0<span title=\"35:55\">point.<\/span><\/span><br \/><span data-start=\"00:35:56.236\" data-end=\"00:35:59.876\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"35:56\">And<\/span>\u00a0<span title=\"35:56\">that\u2019s<\/span>\u00a0<span title=\"35:57\">the<\/span>\u00a0<span title=\"35:57\">approach<\/span>\u00a0<span title=\"35:57\">I<\/span>\u00a0<span title=\"35:57\">think<\/span>\u00a0<span title=\"35:57\">a<\/span>\u00a0<span title=\"35:58\">lot<\/span>\u00a0<span title=\"35:58\">of<\/span>\u00a0<span title=\"35:58\">the<\/span>\u00a0<span title=\"35:59\">direct<\/span>\u00a0<span title=\"35:59\">consumer<\/span>\u00a0<span title=\"35:59\">brands<\/span>\u00a0<span title=\"35:59\">have<\/span>\u00a0<span title=\"36:00\">taken.<\/span><\/span><br \/><span data-start=\"00:36:00.036\" data-end=\"00:36:04.656\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:00\">And<\/span>\u00a0<span title=\"36:00\">I<\/span>\u00a0<span title=\"36:00\">don\u2019t<\/span>\u00a0<span title=\"36:00\">think<\/span>\u00a0<span title=\"36:01\">that<\/span>\u00a0<span title=\"36:01\">they<\/span>\u00a0<span title=\"36:01\">realize<\/span>\u00a0<span title=\"36:02\">how<\/span>\u00a0<span title=\"36:03\">hard<\/span>\u00a0<span title=\"36:03\">it<\/span>\u00a0<span title=\"36:03\">is<\/span>\u00a0<span title=\"36:03\">to<\/span>\u00a0<span title=\"36:03\">be<\/span>\u00a0<span title=\"36:04\">profitable<\/span>\u00a0<span title=\"36:04\">at<\/span>\u00a0<span title=\"36:04\">retail<\/span>\u00a0<\/span><span data-start=\"00:36:04.656\" data-end=\"00:36:06.836\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:05\">and<\/span>\u00a0<span title=\"36:05\">how<\/span>\u00a0<span title=\"36:06\">many<\/span>\u00a0<span title=\"36:06\">pitfalls<\/span>\u00a0<span title=\"36:06\">there<\/span>\u00a0<span title=\"36:07\">are.<\/span><\/span><br \/><span data-start=\"00:36:07.396\" data-end=\"00:36:10.336\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:07\">Where<\/span>\u00a0<span title=\"36:08\">if<\/span>\u00a0<span title=\"36:08\">I<\/span>\u00a0<span title=\"36:08\">want<\/span>\u00a0<span title=\"36:08\">to<\/span>\u00a0<span title=\"36:09\">get<\/span>\u00a0<span title=\"36:09\">a<\/span>\u00a0<span title=\"36:09\">little<\/span>\u00a0<span title=\"36:09\">better<\/span>\u00a0<span title=\"36:10\">at<\/span>\u00a0<span title=\"36:10\">digital<\/span>\u00a0<span title=\"36:10\">marketing,<\/span>\u00a0<\/span><span data-start=\"00:36:10.376\" data-end=\"00:36:13.696\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:10\">which<\/span>\u00a0<span title=\"36:11\">I<\/span>\u00a0<span title=\"36:11\">think<\/span>\u00a0<span title=\"36:11\">we\u2019re<\/span>\u00a0<span title=\"36:11\">pretty<\/span>\u00a0<span title=\"36:11\">good<\/span>\u00a0<span title=\"36:11\">at<\/span>\u00a0<span title=\"36:11\">now,<\/span>\u00a0<span title=\"36:12\">but<\/span>\u00a0<span title=\"36:13\">I<\/span>\u00a0<span title=\"36:13\">can<\/span>\u00a0<span title=\"36:13\">hire<\/span>\u00a0<span title=\"36:13\">that.<\/span><\/span><br \/><span data-start=\"00:36:13.876\" data-end=\"00:36:16.116\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:14\">I<\/span>\u00a0<span title=\"36:14\">can<\/span>\u00a0<span title=\"36:14\">agency<\/span>\u00a0<span title=\"36:14\">that,<\/span>\u00a0<span title=\"36:15\">I<\/span>\u00a0<span title=\"36:15\">can<\/span>\u00a0<span title=\"36:15\">platform<\/span>\u00a0<span title=\"36:16\">that.<\/span><\/span><br \/><span data-start=\"00:36:16.876\" data-end=\"00:36:19.596\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:17\">And<\/span>\u00a0<span title=\"36:17\">so<\/span>\u00a0<span title=\"36:17\">I<\/span>\u00a0<span title=\"36:17\">think<\/span>\u00a0<span title=\"36:17\">that<\/span>\u00a0<span title=\"36:17\">the<\/span>\u00a0<span title=\"36:18\">physical<\/span>\u00a0<span title=\"36:18\">side<\/span>\u00a0<span title=\"36:18\">of<\/span>\u00a0<span title=\"36:19\">things<\/span>\u00a0<span title=\"36:19\">is<\/span>\u00a0<span title=\"36:19\">really<\/span>\u00a0<span title=\"36:19\">underestimated.<\/span><\/span><br \/><span data-start=\"00:36:19.836\" data-end=\"00:36:25.636\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:20\">And<\/span>\u00a0<span title=\"36:20\">so<\/span>\u00a0<span title=\"36:20\">thankfully,<\/span>\u00a0<span title=\"36:21\">our<\/span>\u00a0<span title=\"36:21\">very<\/span>\u00a0<span title=\"36:21\">long<\/span>\u00a0<span title=\"36:22\">haphazard<\/span>\u00a0<span title=\"36:23\">history<\/span>\u00a0<span title=\"36:24\">has<\/span>\u00a0<span title=\"36:24\">played<\/span>\u00a0<span title=\"36:24\">out<\/span>\u00a0<span title=\"36:25\">in<\/span>\u00a0<span title=\"36:25\">our<\/span>\u00a0<span title=\"36:25\">favor<\/span>\u00a0<span title=\"36:25\">in<\/span>\u00a0<span title=\"36:25\">that<\/span>\u00a0<span title=\"36:25\">realm.<\/span><\/span><br \/><span data-start=\"00:36:25.676\" data-end=\"00:36:27.816\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:26\">And<\/span>\u00a0<span title=\"36:26\">I<\/span>\u00a0<span title=\"36:26\">think<\/span>\u00a0<span title=\"36:26\">it\u2019s<\/span>\u00a0<span title=\"36:26\">a<\/span>\u00a0<span title=\"36:26\">huge<\/span>\u00a0<span title=\"36:27\">strength<\/span>\u00a0<span title=\"36:27\">of<\/span>\u00a0<span title=\"36:27\">ours,<\/span>\u00a0<span title=\"36:27\">because<\/span>\u00a0<span title=\"36:27\">by<\/span>\u00a0<span title=\"36:28\">the<\/span>\u00a0<span title=\"36:28\">way,<\/span>\u00a0<\/span><span data-start=\"00:36:27.836\" data-end=\"00:36:29.756\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:28\">now<\/span>\u00a0<span title=\"36:28\">that<\/span>\u00a0<span title=\"36:28\">the<\/span>\u00a0<span title=\"36:28\">economy\u2019s<\/span>\u00a0<span title=\"36:29\">pulling<\/span>\u00a0<span title=\"36:29\">back<\/span>\u00a0<span title=\"36:29\">and<\/span>\u00a0<span title=\"36:29\">this<\/span>\u00a0<span title=\"36:29\">and<\/span>\u00a0<span title=\"36:30\">that,<\/span>\u00a0<\/span><span data-start=\"00:36:30.336\" data-end=\"00:36:35.116\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:30\">we\u2019re<\/span>\u00a0<span title=\"36:31\">250<\/span>\u00a0<span title=\"36:31\">locations<\/span>\u00a0<span title=\"36:32\">ahead<\/span>\u00a0<span title=\"36:32\">of<\/span>\u00a0<span title=\"36:32\">most<\/span>\u00a0<span title=\"36:33\">that<\/span>\u00a0<span title=\"36:33\">are<\/span>\u00a0<span title=\"36:33\">just<\/span>\u00a0<span title=\"36:34\">really<\/span>\u00a0<span title=\"36:34\">coming<\/span>\u00a0<span title=\"36:34\">around<\/span>\u00a0<span title=\"36:35\">to<\/span>\u00a0<span title=\"36:35\">the<\/span>\u00a0<\/span><span data-start=\"00:36:35.116\" data-end=\"00:36:39.816\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:35\">marriage<\/span>\u00a0<span title=\"36:36\">of<\/span>\u00a0<span title=\"36:36\">physical<\/span>\u00a0<span title=\"36:36\">with<\/span>\u00a0<span title=\"36:37\">digital<\/span>\u00a0<span title=\"36:37\">and<\/span>\u00a0<span title=\"36:38\">not<\/span>\u00a0<span title=\"36:39\">realizing<\/span>\u00a0<span title=\"36:39\">that,<\/span>\u00a0<span title=\"36:39\">You<\/span>\u00a0<span title=\"36:40\">know,<\/span>\u00a0<\/span><span data-start=\"00:36:39.916\" data-end=\"00:36:42.396\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"36:40\">it\u2019s<\/span>\u00a0<span title=\"36:40\">not<\/span>\u00a0<span title=\"36:40\">something<\/span>\u00a0<span title=\"36:41\">you<\/span>\u00a0<span title=\"36:41\">can<\/span>\u00a0<span title=\"36:41\">just<\/span>\u00a0<span title=\"36:41\">turn<\/span>\u00a0<span title=\"36:41\">on<\/span>\u00a0<span title=\"36:42\">and<\/span>\u00a0<span title=\"36:42\">be<\/span>\u00a0<span title=\"36:42\">good<\/span>\u00a0<span title=\"36:42\">at.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[36:44]<\/small>\u00a0<span data-start=\"00:36:43.536\" data-end=\"00:36:47.896\" data-spk=\"0\" data-label=\"Jason\"><span title=\"36:44\">Yeah.<\/span>\u00a0<span title=\"36:44\">And<\/span>\u00a0<span title=\"36:44\">I<\/span>\u00a0<span title=\"36:44\">think<\/span>\u00a0<span title=\"36:45\">it\u2019s<\/span>\u00a0<span title=\"36:45\">you,<\/span>\u00a0<span title=\"36:45\">you<\/span>\u00a0<span title=\"36:45\">rightly<\/span>\u00a0<span title=\"36:46\">pointed<\/span>\u00a0<span title=\"36:46\">out<\/span>\u00a0<span title=\"36:46\">that<\/span>\u00a0<span title=\"36:46\">like<\/span>\u00a0<span title=\"36:47\">the<\/span>\u00a0<span title=\"36:47\">whole<\/span>\u00a0<span title=\"36:47\">landscape<\/span>\u00a0<\/span><span data-start=\"00:36:47.896\" data-end=\"00:36:50.476\" data-spk=\"0\" data-label=\"Jason\"><span title=\"36:48\">of<\/span>\u00a0<span title=\"36:48\">DTC<\/span>\u00a0<span title=\"36:49\">hasn\u2019t<\/span>\u00a0<span title=\"36:49\">been<\/span>\u00a0<span title=\"36:50\">particularly<\/span>\u00a0<span title=\"36:50\">successful.<\/span><\/span><br \/><span data-start=\"00:36:50.596\" data-end=\"00:36:55.116\" data-spk=\"0\" data-label=\"Jason\"><span title=\"36:51\">There\u2019s<\/span>\u00a0<span title=\"36:51\">not<\/span>\u00a0<span title=\"36:51\">a<\/span>\u00a0<span title=\"36:51\">lot<\/span>\u00a0<span title=\"36:51\">of<\/span>\u00a0<span title=\"36:51\">wins,<\/span>\u00a0<span title=\"36:52\">but<\/span>\u00a0<span title=\"36:52\">the,<\/span>\u00a0<span title=\"36:52\">the<\/span>\u00a0<span title=\"36:53\">people<\/span>\u00a0<span title=\"36:53\">that<\/span>\u00a0<span title=\"36:53\">are<\/span>\u00a0<span title=\"36:54\">outperforming<\/span>\u00a0<span title=\"36:55\">the<\/span>\u00a0<span title=\"36:55\">average,<\/span>\u00a0<\/span><span data-start=\"00:36:55.216\" data-end=\"00:36:59.876\" data-spk=\"0\" data-label=\"Jason\"><span title=\"36:55\">even<\/span>\u00a0<span title=\"36:56\">one<\/span>\u00a0<span title=\"36:56\">thing<\/span>\u00a0<span title=\"36:56\">they<\/span>\u00a0<span title=\"36:56\">all<\/span>\u00a0<span title=\"36:57\">have<\/span>\u00a0<span title=\"36:57\">in<\/span>\u00a0<span title=\"36:57\">common<\/span>\u00a0<span title=\"36:57\">is<\/span>\u00a0<span title=\"36:58\">they<\/span>\u00a0<span title=\"36:58\">all<\/span>\u00a0<span title=\"36:58\">have<\/span>\u00a0<span title=\"36:59\">some<\/span>\u00a0<span title=\"36:59\">kind<\/span>\u00a0<span title=\"36:59\">of<\/span>\u00a0<span title=\"37:00\">physical<\/span>\u00a0<\/span><span data-start=\"00:36:59.876\" data-end=\"00:37:02.236\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:00\">footprint<\/span>\u00a0<span title=\"37:00\">to,<\/span>\u00a0<span title=\"37:01\">to<\/span>\u00a0<span title=\"37:01\">reduce<\/span>\u00a0<span title=\"37:02\">CAC,<\/span>\u00a0<span title=\"37:02\">right?<\/span><\/span><br \/><span data-start=\"00:37:02.256\" data-end=\"00:37:06.596\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:02\">So<\/span>\u00a0<span title=\"37:02\">they\u2019re<\/span>\u00a0<span title=\"37:03\">either<\/span>\u00a0<span title=\"37:03\">have<\/span>\u00a0<span title=\"37:03\">their<\/span>\u00a0<span title=\"37:04\">own<\/span>\u00a0<span title=\"37:04\">stores<\/span>\u00a0<span title=\"37:04\">or<\/span>\u00a0<span title=\"37:05\">they,<\/span>\u00a0<span title=\"37:05\">they<\/span>\u00a0<span title=\"37:05\">are<\/span>\u00a0<span title=\"37:06\">white<\/span>\u00a0<span title=\"37:06\">selling<\/span>\u00a0<span title=\"37:06\">through<\/span>\u00a0<\/span><span data-start=\"00:37:06.596\" data-end=\"00:37:09.436\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:07\">wholesale,<\/span>\u00a0<span title=\"37:07\">or<\/span>\u00a0<span title=\"37:07\">they\u2019re,<\/span>\u00a0<span title=\"37:08\">they\u2019re<\/span>\u00a0<span title=\"37:08\">in<\/span>\u00a0<span title=\"37:08\">front<\/span>\u00a0<span title=\"37:08\">of<\/span>\u00a0<span title=\"37:08\">customers<\/span>\u00a0<span title=\"37:09\">in<\/span>\u00a0<span title=\"37:09\">some<\/span>\u00a0<span title=\"37:09\">way,<\/span><\/span><\/p>\n<h2 id=\"chapter8\" class=\"chapter\">The Strength of LoveSack\u2019s Physical Showrooms in the DTC Landscape<\/h2>\n<p><small>[37:09]<\/small>\u00a0<span data-start=\"00:37:09.476\" data-end=\"00:37:11.396\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:09\">other<\/span>\u00a0<span title=\"37:10\">than,<\/span>\u00a0<span title=\"37:10\">than<\/span>\u00a0<span title=\"37:11\">Facebook<\/span>\u00a0<span title=\"37:11\">ads.<\/span><\/span><br \/><span data-start=\"00:37:12.556\" data-end=\"00:37:16.256\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:13\">Yeah,<\/span>\u00a0<span title=\"37:13\">I,<\/span>\u00a0<span title=\"37:14\">I<\/span>\u00a0<span title=\"37:14\">did.<\/span>\u00a0<span title=\"37:14\">I<\/span>\u00a0<span title=\"37:14\">think<\/span>\u00a0<span title=\"37:15\">there\u2019s<\/span>\u00a0<span title=\"37:15\">a<\/span>\u00a0<span title=\"37:15\">super<\/span>\u00a0<span title=\"37:15\">interesting<\/span>\u00a0<span title=\"37:16\">new<\/span>\u00a0<span title=\"37:16\">evolution.<\/span><\/span><br \/><span data-start=\"00:37:16.256\" data-end=\"00:37:17.676\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:16\">I<\/span>\u00a0<span title=\"37:16\">thought<\/span>\u00a0<span title=\"37:17\">I<\/span>\u00a0<span title=\"37:17\">read<\/span>\u00a0<span title=\"37:17\">about<\/span>\u00a0<span title=\"37:17\">though.<\/span><\/span><br \/><span data-start=\"00:37:18.016\" data-end=\"00:37:22.856\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:18\">So<\/span>\u00a0<span title=\"37:18\">like<\/span>\u00a0<span title=\"37:19\">Amen<\/span>\u00a0<span title=\"37:19\">stores<\/span>\u00a0<span title=\"37:20\">and<\/span>\u00a0<span title=\"37:20\">showrooms<\/span>\u00a0<span title=\"37:20\">are<\/span>\u00a0<span title=\"37:21\">super<\/span>\u00a0<span title=\"37:21\">complicated.<\/span>\u00a0<span title=\"37:21\">People<\/span>\u00a0<span title=\"37:22\">wildly<\/span>\u00a0<span title=\"37:22\">underestimate<\/span>\u00a0<\/span><span data-start=\"00:37:22.856\" data-end=\"00:37:26.716\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:23\">how<\/span>\u00a0<span title=\"37:23\">many<\/span>\u00a0<span title=\"37:23\">mistakes<\/span>\u00a0<span title=\"37:24\">you<\/span>\u00a0<span title=\"37:24\">can,<\/span>\u00a0<span title=\"37:24\">you<\/span>\u00a0<span title=\"37:25\">can<\/span>\u00a0<span title=\"37:25\">make<\/span>\u00a0<span title=\"37:25\">owning<\/span>\u00a0<span title=\"37:25\">and<\/span>\u00a0<span title=\"37:26\">operating<\/span>\u00a0<span title=\"37:26\">a<\/span>\u00a0<span title=\"37:26\">retail<\/span>\u00a0<span title=\"37:26\">store.<\/span><\/span><br \/><span data-start=\"00:37:27.436\" data-end=\"00:37:31.656\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:27\">And<\/span>\u00a0<span title=\"37:28\">now,<\/span>\u00a0<span title=\"37:28\">now<\/span>\u00a0<span title=\"37:29\">that<\/span>\u00a0<span title=\"37:29\">you<\/span>\u00a0<span title=\"37:29\">seem<\/span>\u00a0<span title=\"37:29\">to<\/span>\u00a0<span title=\"37:29\">have<\/span>\u00a0<span title=\"37:30\">that<\/span>\u00a0<span title=\"37:30\">clicking,<\/span>\u00a0<span title=\"37:31\">you<\/span>\u00a0<span title=\"37:31\">guys<\/span>\u00a0<span title=\"37:31\">are<\/span>\u00a0<span title=\"37:31\">bringing<\/span>\u00a0<span title=\"37:31\">the<\/span>\u00a0<\/span><span data-start=\"00:37:31.656\" data-end=\"00:37:33.576\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:32\">retail<\/span>\u00a0<span title=\"37:32\">store<\/span>\u00a0<span title=\"37:32\">to<\/span>\u00a0<span title=\"37:32\">the<\/span>\u00a0<span title=\"37:33\">customer\u2019s<\/span>\u00a0<span title=\"37:33\">driveways.<\/span><\/span><br \/><span data-start=\"00:37:33.656\" data-end=\"00:37:36.376\" data-spk=\"0\" data-label=\"Jason\"><span title=\"37:34\">Is<\/span>\u00a0<span title=\"37:34\">that<\/span>\u00a0<span title=\"37:34\">true?<\/span>\u00a0<span title=\"37:34\">Like<\/span>\u00a0<span title=\"37:34\">talk<\/span>\u00a0<span title=\"37:35\">to<\/span>\u00a0<span title=\"37:35\">us<\/span>\u00a0<span title=\"37:35\">about<\/span>\u00a0<span title=\"37:35\">the<\/span>\u00a0<span title=\"37:35\">mobile<\/span>\u00a0<span title=\"37:36\">concierge.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[37:37]<\/small>\u00a0<span data-start=\"00:37:36.836\" data-end=\"00:37:40.816\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"37:37\">Yeah,<\/span>\u00a0<span title=\"37:37\">so<\/span>\u00a0<span title=\"37:37\">just<\/span>\u00a0<span title=\"37:38\">like<\/span>\u00a0<span title=\"37:38\">we\u2019re<\/span>\u00a0<span title=\"37:38\">innovating<\/span>\u00a0<span title=\"37:38\">in<\/span>\u00a0<span title=\"37:38\">product,<\/span>\u00a0<span title=\"37:39\">we\u2019re<\/span>\u00a0<span title=\"37:39\">also<\/span>\u00a0<span title=\"37:39\">always<\/span>\u00a0<span title=\"37:39\">innovating<\/span>\u00a0<span title=\"37:40\">go<\/span>\u00a0<span title=\"37:40\">to<\/span>\u00a0<span title=\"37:41\">market.<\/span><\/span><br \/><span data-start=\"00:37:41.116\" data-end=\"00:37:44.396\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"37:41\">So<\/span>\u00a0<span title=\"37:41\">whether<\/span>\u00a0<span title=\"37:41\">it\u2019s<\/span>\u00a0<span title=\"37:42\">mobile<\/span>\u00a0<span title=\"37:42\">concierge,<\/span>\u00a0<span title=\"37:43\">which<\/span>\u00a0<span title=\"37:43\">is<\/span>\u00a0<span title=\"37:43\">a<\/span>\u00a0<span title=\"37:43\">lovesack<\/span>\u00a0<span title=\"37:44\">trucks,<\/span>\u00a0<\/span><span data-start=\"00:37:44.736\" data-end=\"00:37:48.276\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"37:45\">where<\/span>\u00a0<span title=\"37:45\">you<\/span>\u00a0<span title=\"37:46\">can,<\/span>\u00a0<span title=\"37:46\">you<\/span>\u00a0<span title=\"37:46\">know,<\/span>\u00a0<span title=\"37:47\">from<\/span>\u00a0<span title=\"37:47\">the<\/span>\u00a0<span title=\"37:47\">comfort<\/span>\u00a0<span title=\"37:47\">of<\/span>\u00a0<span title=\"37:47\">your<\/span>\u00a0<span title=\"37:47\">home,<\/span>\u00a0<span title=\"37:48\">have<\/span>\u00a0<span title=\"37:48\">us<\/span>\u00a0<span title=\"37:48\">pull<\/span>\u00a0<span title=\"37:48\">up<\/span>\u00a0<span title=\"37:48\">in<\/span>\u00a0<span title=\"37:48\">the<\/span>\u00a0<\/span><span data-start=\"00:37:48.276\" data-end=\"00:37:52.756\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"37:48\">driveway<\/span>\u00a0<span title=\"37:49\">and<\/span>\u00a0<span title=\"37:49\">show<\/span>\u00a0<span title=\"37:49\">you<\/span>\u00a0<span title=\"37:49\">our<\/span>\u00a0<span title=\"37:49\">products,<\/span>\u00a0<span title=\"37:50\">which<\/span>\u00a0<span title=\"37:50\">we\u2019ve<\/span>\u00a0<span title=\"37:50\">which<\/span>\u00a0<span title=\"37:50\">we\u2019ve<\/span>\u00a0<span title=\"37:51\">dabbled<\/span>\u00a0<span title=\"37:51\">in,<\/span>\u00a0<span title=\"37:51\">and<\/span>\u00a0<span title=\"37:52\">have<\/span>\u00a0<span title=\"37:52\">tested<\/span>\u00a0<span title=\"37:52\">into.<\/span><\/span><br \/><span data-start=\"00:37:52.936\" data-end=\"00:37:56.756\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"37:53\">And<\/span>\u00a0<span title=\"37:53\">we\u2019ll<\/span>\u00a0<span title=\"37:54\">see,<\/span>\u00a0<span title=\"37:54\">you<\/span>\u00a0<span title=\"37:54\">know,<\/span>\u00a0<span title=\"37:54\">where<\/span>\u00a0<span title=\"37:54\">that<\/span>\u00a0<span title=\"37:55\">goes.<\/span>\u00a0<span title=\"37:55\">I<\/span>\u00a0<span title=\"37:55\">think<\/span>\u00a0<span title=\"37:55\">that<\/span>\u00a0<span title=\"37:55\">that<\/span>\u00a0<span title=\"37:56\">has<\/span>\u00a0<span title=\"37:56\">its<\/span>\u00a0<span title=\"37:56\">own<\/span>\u00a0<span title=\"37:56\">just<\/span>\u00a0<\/span><span data-start=\"00:37:56.756\" data-end=\"00:38:01.936\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"37:57\">like<\/span>\u00a0<span title=\"37:57\">retail<\/span>\u00a0<span title=\"37:57\">has<\/span>\u00a0<span title=\"37:57\">its<\/span>\u00a0<span title=\"37:58\">own<\/span>\u00a0<span title=\"37:58\">complications,<\/span>\u00a0<span title=\"37:59\">but<\/span>\u00a0<span title=\"37:59\">also<\/span>\u00a0<span title=\"37:59\">more,<\/span>\u00a0<span title=\"38:01\">I<\/span>\u00a0<span title=\"38:01\">think,<\/span>\u00a0<span title=\"38:01\">more.<\/span><\/span><br \/><span data-start=\"00:38:03.339\" data-end=\"00:38:06.999\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:03\">I<\/span>\u00a0<span title=\"38:04\">guess<\/span>\u00a0<span title=\"38:04\">scalable<\/span>\u00a0<span title=\"38:05\">already<\/span>\u00a0<span title=\"38:06\">is<\/span>\u00a0<span title=\"38:06\">Shop<\/span>\u00a0<span title=\"38:07\">and<\/span>\u00a0<span title=\"38:07\">Shop.<\/span><\/span><br \/><span data-start=\"00:38:07.259\" data-end=\"00:38:11.899\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:07\">So<\/span>\u00a0<span title=\"38:07\">our<\/span>\u00a0<span title=\"38:09\">showrooms<\/span>\u00a0<span title=\"38:10\">right<\/span>\u00a0<span title=\"38:10\">now<\/span>\u00a0<span title=\"38:10\">in<\/span>\u00a0<span title=\"38:10\">shopping<\/span>\u00a0<span title=\"38:10\">malls,<\/span>\u00a0<span title=\"38:11\">they\u2019re<\/span>\u00a0<span title=\"38:11\">only<\/span>\u00a0<span title=\"38:11\">like<\/span>\u00a0<span title=\"38:11\">800<\/span>\u00a0<span title=\"38:11\">square<\/span>\u00a0<span title=\"38:12\">feet.<\/span><\/span><br \/><span data-start=\"00:38:12.699\" data-end=\"00:38:16.359\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:13\">So<\/span>\u00a0<span title=\"38:13\">obviously<\/span>\u00a0<span title=\"38:13\">the<\/span>\u00a0<span title=\"38:13\">metrics<\/span>\u00a0<span title=\"38:14\">are<\/span>\u00a0<span title=\"38:14\">great,<\/span>\u00a0<span title=\"38:14\">right?<\/span>\u00a0<span title=\"38:14\">We\u2019re<\/span>\u00a0<span title=\"38:14\">selling<\/span>\u00a0<span title=\"38:15\">very<\/span>\u00a0<span title=\"38:15\">big<\/span>\u00a0<span title=\"38:16\">ticket<\/span>\u00a0<span title=\"38:16\">items<\/span>\u00a0<\/span><span data-start=\"00:38:16.359\" data-end=\"00:38:19.039\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:16\">out<\/span>\u00a0<span title=\"38:17\">of<\/span>\u00a0<span title=\"38:17\">very<\/span>\u00a0<span title=\"38:17\">tiny<\/span>\u00a0<span title=\"38:18\">footprints<\/span>\u00a0<span title=\"38:18\">with<\/span>\u00a0<span title=\"38:18\">a<\/span>\u00a0<span title=\"38:18\">small<\/span>\u00a0<span title=\"38:19\">staff.<\/span><\/span><br \/><span data-start=\"00:38:19.699\" data-end=\"00:38:21.139\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:20\">There\u2019s<\/span>\u00a0<span title=\"38:20\">just<\/span>\u00a0<span title=\"38:20\">good<\/span>\u00a0<span title=\"38:20\">metrics.<\/span><\/span><br \/><span data-start=\"00:38:22.099\" data-end=\"00:38:24.819\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:22\">And<\/span>\u00a0<span title=\"38:22\">I<\/span>\u00a0<span title=\"38:22\">don\u2019t<\/span>\u00a0<span title=\"38:23\">hide<\/span>\u00a0<span title=\"38:24\">from<\/span>\u00a0<span title=\"38:25\">that.<\/span><\/span><br \/><span data-start=\"00:38:25.199\" data-end=\"00:38:31.159\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:25\">That\u2019s<\/span>\u00a0<span title=\"38:26\">been<\/span>\u00a0<span title=\"38:26\">a<\/span>\u00a0<span title=\"38:26\">big<\/span>\u00a0<span title=\"38:26\">part<\/span>\u00a0<span title=\"38:27\">of<\/span>\u00a0<span title=\"38:27\">our<\/span>\u00a0<span title=\"38:27\">success,<\/span>\u00a0<span title=\"38:27\">right?<\/span>\u00a0<span title=\"38:28\">So<\/span>\u00a0<span title=\"38:28\">we<\/span>\u00a0<span title=\"38:29\">chose<\/span>\u00a0<span title=\"38:30\">a<\/span>\u00a0<span title=\"38:30\">good<\/span>\u00a0<span title=\"38:30\">category<\/span>\u00a0<span title=\"38:31\">in<\/span>\u00a0<span title=\"38:31\">that<\/span>\u00a0<span title=\"38:31\">way.<\/span><\/span><br \/><span data-start=\"00:38:31.199\" data-end=\"00:38:36.279\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:31\">We<\/span>\u00a0<span title=\"38:31\">chose<\/span>\u00a0<span title=\"38:31\">a<\/span>\u00a0<span title=\"38:32\">terrible<\/span>\u00a0<span title=\"38:32\">category<\/span>\u00a0<span title=\"38:32\">in<\/span>\u00a0<span title=\"38:33\">the<\/span>\u00a0<span title=\"38:33\">sense<\/span>\u00a0<span title=\"38:33\">is<\/span>\u00a0<span title=\"38:33\">that<\/span>\u00a0<span title=\"38:33\">the<\/span>\u00a0<span title=\"38:33\">home<\/span>\u00a0<span title=\"38:34\">category<\/span>\u00a0<span title=\"38:34\">has<\/span>\u00a0<span title=\"38:34\">all<\/span>\u00a0<span title=\"38:34\">kinds<\/span>\u00a0<span title=\"38:35\">of<\/span>\u00a0<span title=\"38:35\">other<\/span>\u00a0<span title=\"38:36\">issues.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[38:38]<\/small>\u00a0<span data-start=\"00:38:37.539\" data-end=\"00:38:39.939\" data-spk=\"0\" data-label=\"Jason\"><span title=\"38:38\">Not<\/span>\u00a0<span title=\"38:38\">the<\/span>\u00a0<span title=\"38:38\">easiest<\/span>\u00a0<span title=\"38:38\">category<\/span>\u00a0<span title=\"38:39\">to<\/span>\u00a0<span title=\"38:39\">deliver<\/span>\u00a0<span title=\"38:39\">the<\/span>\u00a0<span title=\"38:40\">product.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[38:41]<\/small>\u00a0<span data-start=\"00:38:40.799\" data-end=\"00:38:44.099\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:41\">Yeah,<\/span>\u00a0<span title=\"38:41\">I<\/span>\u00a0<span title=\"38:41\">mean,<\/span>\u00a0<span title=\"38:41\">there\u2019s<\/span>\u00a0<span title=\"38:42\">delivery,<\/span>\u00a0<span title=\"38:42\">but<\/span>\u00a0<span title=\"38:42\">there\u2019s<\/span>\u00a0<span title=\"38:43\">also<\/span>\u00a0<span title=\"38:43\">just<\/span>\u00a0<span title=\"38:43\">the<\/span>\u00a0<span title=\"38:43\">cyclical<\/span>\u00a0<span title=\"38:44\">nature.<\/span><\/span><br \/><span data-start=\"00:38:46.479\" data-end=\"00:38:49.959\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:46\">You<\/span>\u00a0<span title=\"38:47\">couple<\/span>\u00a0<span title=\"38:47\">that<\/span>\u00a0<span title=\"38:48\">with<\/span>\u00a0<span title=\"38:48\">the<\/span>\u00a0<span title=\"38:48\">idea<\/span>\u00a0<span title=\"38:48\">that,<\/span>\u00a0<span title=\"38:48\">look,<\/span>\u00a0<span title=\"38:49\">we<\/span>\u00a0<span title=\"38:49\">are<\/span>\u00a0<span title=\"38:49\">selling<\/span>\u00a0<span title=\"38:49\">you<\/span>\u00a0<span title=\"38:49\">something<\/span>\u00a0<span title=\"38:50\">that<\/span>\u00a0<\/span><span data-start=\"00:38:49.959\" data-end=\"00:38:52.019\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:50\">we<\/span>\u00a0<span title=\"38:50\">are<\/span>\u00a0<span title=\"38:50\">intending<\/span>\u00a0<span title=\"38:51\">you<\/span>\u00a0<span title=\"38:51\">to<\/span>\u00a0<span title=\"38:51\">have<\/span>\u00a0<span title=\"38:51\">for<\/span>\u00a0<span title=\"38:51\">decades.<\/span><\/span><br \/><span data-start=\"00:38:52.299\" data-end=\"00:38:55.679\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:52\">My<\/span>\u00a0<span title=\"38:52\">sectionals<\/span>\u00a0<span title=\"38:53\">in<\/span>\u00a0<span title=\"38:53\">my<\/span>\u00a0<span title=\"38:53\">home<\/span>\u00a0<span title=\"38:53\">are<\/span>\u00a0<span title=\"38:54\">16<\/span>\u00a0<span title=\"38:54\">years<\/span>\u00a0<span title=\"38:54\">old,<\/span>\u00a0<span title=\"38:55\">some<\/span>\u00a0<span title=\"38:55\">of<\/span>\u00a0<span title=\"38:55\">them,<\/span>\u00a0<span title=\"38:55\">made<\/span>\u00a0<span title=\"38:55\">with<\/span>\u00a0<span title=\"38:55\">brand<\/span>\u00a0<span title=\"38:56\">new<\/span>\u00a0<\/span><span data-start=\"00:38:55.679\" data-end=\"00:38:56.819\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:56\">pieces,<\/span>\u00a0<span title=\"38:56\">made<\/span>\u00a0<span title=\"38:56\">with<\/span>\u00a0<span title=\"38:56\">Stealth<\/span>\u00a0<span title=\"38:57\">Tech.<\/span><\/span><br \/><span data-start=\"00:38:57.439\" data-end=\"00:39:01.539\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"38:57\">That\u2019s<\/span>\u00a0<span title=\"38:58\">pretty<\/span>\u00a0<span title=\"38:58\">cool.<\/span>\u00a0<span title=\"38:59\">On<\/span>\u00a0<span title=\"38:59\">the<\/span>\u00a0<span title=\"38:59\">other<\/span>\u00a0<span title=\"38:59\">hand,<\/span>\u00a0<span title=\"39:00\">unless<\/span>\u00a0<span title=\"39:00\">we<\/span>\u00a0<span title=\"39:00\">give<\/span>\u00a0<span title=\"39:01\">you<\/span>\u00a0<span title=\"39:01\">Stealth<\/span>\u00a0<span title=\"39:01\">Tech<\/span>\u00a0<span title=\"39:01\">and<\/span>\u00a0<span title=\"39:01\">other<\/span>\u00a0<\/span><span data-start=\"00:39:01.539\" data-end=\"00:39:07.039\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:02\">reasons<\/span>\u00a0<span title=\"39:02\">to<\/span>\u00a0<span title=\"39:02\">come<\/span>\u00a0<span title=\"39:02\">back,<\/span>\u00a0<span title=\"39:03\">like,<\/span>\u00a0<span title=\"39:04\">you<\/span>\u00a0<span title=\"39:04\">know,<\/span>\u00a0<span title=\"39:05\">you\u2019ve<\/span>\u00a0<span title=\"39:05\">got<\/span>\u00a0<span title=\"39:05\">your<\/span>\u00a0<span title=\"39:06\">satchels<\/span>\u00a0<span title=\"39:06\">and<\/span>\u00a0<span title=\"39:06\">you\u2019ve<\/span>\u00a0<span title=\"39:06\">made<\/span>\u00a0<span title=\"39:07\">your<\/span>\u00a0<span title=\"39:07\">investment.<\/span><\/span><br \/><span data-start=\"00:39:07.339\" data-end=\"00:39:09.939\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:07\">And<\/span>\u00a0<span title=\"39:08\">so<\/span>\u00a0<span title=\"39:08\">look,<\/span>\u00a0<span title=\"39:08\">we<\/span>\u00a0<span title=\"39:08\">deal<\/span>\u00a0<span title=\"39:09\">with<\/span>\u00a0<span title=\"39:09\">cover.<\/span>\u00a0<span title=\"39:09\">So<\/span>\u00a0<span title=\"39:09\">we\u2019re<\/span>\u00a0<span title=\"39:09\">innovating<\/span>\u00a0<span title=\"39:10\">on<\/span>\u00a0<span title=\"39:10\">product,<\/span>\u00a0<\/span><span data-start=\"00:39:10.059\" data-end=\"00:39:11.959\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:10\">we\u2019re<\/span>\u00a0<span title=\"39:10\">innovating<\/span>\u00a0<span title=\"39:10\">on<\/span>\u00a0<span title=\"39:11\">go<\/span>\u00a0<span title=\"39:11\">to<\/span>\u00a0<span title=\"39:11\">market,<\/span>\u00a0<span title=\"39:11\">shop<\/span>\u00a0<span title=\"39:12\">and<\/span>\u00a0<span title=\"39:12\">shop.<\/span><\/span><br \/><span data-start=\"00:39:12.119\" data-end=\"00:39:16.279\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:12\">So<\/span>\u00a0<span title=\"39:12\">these<\/span>\u00a0<span title=\"39:13\">thousand<\/span>\u00a0<span title=\"39:14\">square<\/span>\u00a0<span title=\"39:14\">foot<\/span>\u00a0<span title=\"39:14\">showrooms<\/span>\u00a0<span title=\"39:14\">have<\/span>\u00a0<span title=\"39:15\">been<\/span>\u00a0<span title=\"39:15\">very<\/span>\u00a0<span title=\"39:15\">useful<\/span>\u00a0<span title=\"39:16\">for<\/span>\u00a0<span title=\"39:16\">us.<\/span><\/span><br \/><span data-start=\"00:39:16.999\" data-end=\"00:39:22.999\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:17\">We<\/span>\u00a0<span title=\"39:17\">have<\/span>\u00a0<span title=\"39:18\">200<\/span>\u00a0<span title=\"39:19\">square<\/span>\u00a0<span title=\"39:19\">foot<\/span>\u00a0<span title=\"39:20\">showrooms<\/span>\u00a0<span title=\"39:20\">inside<\/span>\u00a0<span title=\"39:21\">of<\/span>\u00a0<span title=\"39:21\">Best<\/span>\u00a0<span title=\"39:21\">Buy\u2019s<\/span>\u00a0<span title=\"39:22\">or<\/span>\u00a0<span title=\"39:22\">Costco\u2019s,<\/span>\u00a0<\/span><span data-start=\"00:39:23.159\" data-end=\"00:39:30.239\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:23\">where<\/span>\u00a0<span title=\"39:23\">our<\/span>\u00a0<span title=\"39:24\">people<\/span>\u00a0<span title=\"39:24\">are<\/span>\u00a0<span title=\"39:25\">basically<\/span>\u00a0<span title=\"39:26\">checking<\/span>\u00a0<span title=\"39:26\">you<\/span>\u00a0<span title=\"39:26\">out<\/span>\u00a0<span title=\"39:26\">and<\/span>\u00a0<span title=\"39:27\">allowing<\/span>\u00a0<span title=\"39:28\">you<\/span>\u00a0<span title=\"39:28\">to<\/span>\u00a0<span title=\"39:28\">kick<\/span>\u00a0<span title=\"39:29\">the<\/span>\u00a0<span title=\"39:29\">tires<\/span>\u00a0<span title=\"39:30\">on<\/span>\u00a0<span title=\"39:30\">the<\/span>\u00a0<span title=\"39:30\">product.<\/span><\/span><br \/><span data-start=\"00:39:30.239\" data-end=\"00:39:34.379\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:30\">And<\/span>\u00a0<span title=\"39:31\">then<\/span>\u00a0<span title=\"39:31\">look,<\/span>\u00a0<span title=\"39:31\">whether<\/span>\u00a0<span title=\"39:31\">you<\/span>\u00a0<span title=\"39:32\">buy<\/span>\u00a0<span title=\"39:32\">there<\/span>\u00a0<span title=\"39:32\">or<\/span>\u00a0<span title=\"39:32\">whether<\/span>\u00a0<span title=\"39:32\">you<\/span>\u00a0<span title=\"39:33\">go<\/span>\u00a0<span title=\"39:33\">back<\/span>\u00a0<span title=\"39:33\">and<\/span>\u00a0<span title=\"39:33\">buy<\/span>\u00a0<span title=\"39:33\">online,<\/span>\u00a0<span title=\"39:34\">we<\/span>\u00a0<span title=\"39:34\">don\u2019t<\/span>\u00a0<span title=\"39:34\">care.<\/span><\/span><br \/><span data-start=\"00:39:34.539\" data-end=\"00:39:39.759\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:35\">We<\/span>\u00a0<span title=\"39:35\">built<\/span>\u00a0<span title=\"39:35\">an<\/span>\u00a0<span title=\"39:35\">agnostic<\/span>\u00a0<span title=\"39:36\">platform<\/span>\u00a0<span title=\"39:38\">where<\/span>\u00a0<span title=\"39:39\">we<\/span>\u00a0<span title=\"39:39\">just<\/span>\u00a0<span title=\"39:39\">want<\/span>\u00a0<span title=\"39:39\">you<\/span>\u00a0<span title=\"39:39\">to<\/span>\u00a0<span title=\"39:39\">be<\/span>\u00a0<span title=\"39:39\">in<\/span>\u00a0<span title=\"39:39\">the<\/span>\u00a0<span title=\"39:39\">family.<\/span><\/span><br \/><span data-start=\"00:39:40.099\" data-end=\"00:39:44.419\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:40\">So<\/span>\u00a0<span title=\"39:40\">I<\/span>\u00a0<span title=\"39:41\">think<\/span>\u00a0<span title=\"39:41\">these<\/span>\u00a0<span title=\"39:42\">are<\/span>\u00a0<span title=\"39:42\">things<\/span>\u00a0<span title=\"39:42\">that<\/span>\u00a0<span title=\"39:42\">have<\/span>\u00a0<span title=\"39:43\">evolved<\/span>\u00a0<span title=\"39:43\">over<\/span>\u00a0<span title=\"39:43\">time<\/span>\u00a0<span title=\"39:43\">and<\/span>\u00a0<span title=\"39:44\">you\u2019ve<\/span>\u00a0<span title=\"39:44\">got<\/span>\u00a0<span title=\"39:44\">to<\/span>\u00a0<span title=\"39:44\">test<\/span>\u00a0<\/span><span data-start=\"00:39:44.419\" data-end=\"00:39:48.259\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:44\">and<\/span>\u00a0<span title=\"39:45\">learn,<\/span>\u00a0<span title=\"39:45\">whether<\/span>\u00a0<span title=\"39:46\">it\u2019s<\/span>\u00a0<span title=\"39:46\">mobile<\/span>\u00a0<span title=\"39:46\">concierge,<\/span>\u00a0<span title=\"39:47\">as<\/span>\u00a0<span title=\"39:47\">you<\/span>\u00a0<span title=\"39:47\">described,<\/span>\u00a0<span title=\"39:47\">whether<\/span>\u00a0<span title=\"39:47\">it\u2019s<\/span>\u00a0<span title=\"39:48\">shop<\/span>\u00a0<span title=\"39:48\">and<\/span>\u00a0<span title=\"39:48\">shops.<\/span><\/span><br \/><span data-start=\"00:39:48.899\" data-end=\"00:39:53.999\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:49\">And<\/span>\u00a0<span title=\"39:49\">these<\/span>\u00a0<span title=\"39:49\">tests<\/span>\u00a0<span title=\"39:50\">and<\/span>\u00a0<span title=\"39:50\">learn<\/span>\u00a0<span title=\"39:50\">activities<\/span>\u00a0<span title=\"39:50\">can<\/span>\u00a0<span title=\"39:50\">take<\/span>\u00a0<span title=\"39:51\">years<\/span>\u00a0<span title=\"39:52\">to<\/span>\u00a0<span title=\"39:52\">play<\/span>\u00a0<span title=\"39:52\">out<\/span>\u00a0<span title=\"39:53\">and<\/span>\u00a0<span title=\"39:53\">really<\/span>\u00a0<span title=\"39:54\">take<\/span>\u00a0<\/span><span data-start=\"00:39:53.999\" data-end=\"00:39:55.019\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:54\">to<\/span>\u00a0<span title=\"39:54\">scale<\/span>\u00a0<span title=\"39:54\">and<\/span>\u00a0<span title=\"39:55\">stuff<\/span>\u00a0<span title=\"39:55\">like<\/span>\u00a0<span title=\"39:55\">that.<\/span><\/span><br \/><span data-start=\"00:39:55.099\" data-end=\"00:39:58.839\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:55\">And<\/span>\u00a0<span title=\"39:55\">so<\/span>\u00a0<span title=\"39:55\">I<\/span>\u00a0<span title=\"39:55\">think<\/span>\u00a0<span title=\"39:56\">in<\/span>\u00a0<span title=\"39:56\">this<\/span>\u00a0<span title=\"39:57\">day<\/span>\u00a0<span title=\"39:57\">and<\/span>\u00a0<span title=\"39:57\">age<\/span>\u00a0<span title=\"39:57\">of,<\/span>\u00a0<span title=\"39:58\">hey,<\/span>\u00a0<span title=\"39:58\">I\u2019m<\/span>\u00a0<span title=\"39:58\">gonna<\/span>\u00a0<span title=\"39:58\">go<\/span>\u00a0<span title=\"39:58\">raise<\/span>\u00a0<span title=\"39:58\">a<\/span>\u00a0<span title=\"39:58\">ton<\/span>\u00a0<span title=\"39:58\">of<\/span>\u00a0<span title=\"39:59\">money<\/span>\u00a0<\/span><span data-start=\"00:39:58.839\" data-end=\"00:40:05.479\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"39:59\">and<\/span>\u00a0<span title=\"40:00\">build<\/span>\u00a0<span title=\"40:00\">my<\/span>\u00a0<span title=\"40:00\">company<\/span>\u00a0<span title=\"40:00\">to<\/span>\u00a0<span title=\"40:01\">X<\/span>\u00a0<span title=\"40:01\">revenue<\/span>\u00a0<span title=\"40:02\">and<\/span>\u00a0<span title=\"40:02\">exit<\/span>\u00a0<span title=\"40:02\">for<\/span>\u00a0<span title=\"40:03\">X<\/span>\u00a0<span title=\"40:03\">multiple,<\/span>\u00a0<span title=\"40:05\">which<\/span>\u00a0<span title=\"40:05\">is<\/span>\u00a0<span title=\"40:05\">I<\/span>\u00a0<span title=\"40:05\">think<\/span><\/span><\/p>\n<h2 id=\"chapter9\" class=\"chapter\">Testing and Learning: Mobile Concierge and Shop and Shop<\/h2>\n<p><small>[40:05]<\/small>\u00a0<span data-start=\"00:40:05.479\" data-end=\"00:40:07.299\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:05\">what<\/span>\u00a0<span title=\"40:06\">drives<\/span>\u00a0<span title=\"40:06\">a<\/span>\u00a0<span title=\"40:06\">lot<\/span>\u00a0<span title=\"40:06\">of<\/span>\u00a0<span title=\"40:06\">entrepreneurial<\/span>\u00a0<span title=\"40:07\">activity.<\/span><\/span><\/p>\n<p><small>[40:09]<\/small>\u00a0<span data-start=\"00:40:08.887\" data-end=\"00:40:12.987\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:09\">That<\/span>\u00a0<span title=\"40:09\">kind<\/span>\u00a0<span title=\"40:10\">of<\/span>\u00a0<span title=\"40:10\">mentality<\/span>\u00a0<span title=\"40:11\">just<\/span>\u00a0<span title=\"40:11\">doesn\u2019t<\/span>\u00a0<span title=\"40:11\">have<\/span>\u00a0<span title=\"40:12\">the<\/span>\u00a0<span title=\"40:12\">staying<\/span>\u00a0<span title=\"40:12\">power<\/span>\u00a0<span title=\"40:12\">necessary.<\/span><\/span><br \/><span data-start=\"00:40:13.307\" data-end=\"00:40:16.467\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:13\">And<\/span>\u00a0<span title=\"40:13\">that\u2019s<\/span>\u00a0<span title=\"40:14\">why<\/span>\u00a0<span title=\"40:14\">you<\/span>\u00a0<span title=\"40:14\">see<\/span>\u00a0<span title=\"40:14\">so<\/span>\u00a0<span title=\"40:14\">many<\/span>\u00a0<span title=\"40:15\">of<\/span>\u00a0<span title=\"40:15\">these<\/span>\u00a0<span title=\"40:15\">brands<\/span>\u00a0<span title=\"40:15\">reach<\/span>\u00a0<span title=\"40:16\">a<\/span>\u00a0<span title=\"40:16\">point<\/span>\u00a0<span title=\"40:16\">where<\/span>\u00a0<span title=\"40:16\">they<\/span>\u00a0<span title=\"40:16\">have<\/span>\u00a0<\/span><span data-start=\"00:40:16.467\" data-end=\"00:40:19.567\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:16\">to<\/span>\u00a0<span title=\"40:17\">be<\/span>\u00a0<span title=\"40:17\">retooled,<\/span>\u00a0<span title=\"40:18\">like<\/span>\u00a0<span title=\"40:18\">some<\/span>\u00a0<span title=\"40:18\">of<\/span>\u00a0<span title=\"40:18\">them<\/span>\u00a0<span title=\"40:19\">are<\/span>\u00a0<span title=\"40:19\">going<\/span>\u00a0<span title=\"40:19\">through<\/span>\u00a0<span title=\"40:19\">now.<\/span><\/span><br \/><span data-start=\"00:40:20.567\" data-end=\"00:40:23.747\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:21\">And<\/span>\u00a0<span title=\"40:21\">look,<\/span>\u00a0<span title=\"40:21\">they\u2019ve<\/span>\u00a0<span title=\"40:21\">made<\/span>\u00a0<span title=\"40:21\">someone<\/span>\u00a0<span title=\"40:22\">rich.<\/span>\u00a0<span title=\"40:22\">Sometimes<\/span>\u00a0<span title=\"40:22\">these<\/span>\u00a0<span title=\"40:23\">founders<\/span>\u00a0<span title=\"40:23\">find<\/span>\u00a0<span title=\"40:23\">ways<\/span>\u00a0<span title=\"40:23\">to<\/span>\u00a0<span title=\"40:24\">squeeze<\/span>\u00a0<\/span><span data-start=\"00:40:23.747\" data-end=\"00:40:31.087\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:24\">a<\/span>\u00a0<span title=\"40:24\">bunch<\/span>\u00a0<span title=\"40:24\">of<\/span>\u00a0<span title=\"40:24\">money<\/span>\u00a0<span title=\"40:24\">out<\/span>\u00a0<span title=\"40:24\">of<\/span>\u00a0<span title=\"40:25\">it,<\/span>\u00a0<span title=\"40:25\">or<\/span>\u00a0<span title=\"40:26\">private<\/span>\u00a0<span title=\"40:27\">equity<\/span>\u00a0<span title=\"40:27\">tosses<\/span>\u00a0<span title=\"40:29\">the<\/span>\u00a0<span title=\"40:29\">hot<\/span>\u00a0<span title=\"40:30\">potato<\/span>\u00a0<span title=\"40:31\">to<\/span>\u00a0<span title=\"40:31\">the<\/span>\u00a0<span title=\"40:31\">next<\/span>\u00a0<\/span><span data-start=\"00:40:31.087\" data-end=\"00:40:32.727\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:31\">guy<\/span>\u00a0<span title=\"40:31\">and<\/span>\u00a0<span title=\"40:32\">they<\/span>\u00a0<span title=\"40:32\">make<\/span>\u00a0<span title=\"40:32\">a<\/span>\u00a0<span title=\"40:32\">ton<\/span>\u00a0<span title=\"40:32\">of<\/span>\u00a0<span title=\"40:32\">money<\/span>\u00a0<span title=\"40:32\">out<\/span>\u00a0<span title=\"40:32\">of<\/span>\u00a0<span title=\"40:33\">it.<\/span><\/span><br \/><span data-start=\"00:40:33.167\" data-end=\"00:40:40.407\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:33\">But<\/span>\u00a0<span title=\"40:33\">in<\/span>\u00a0<span title=\"40:33\">the<\/span>\u00a0<span title=\"40:34\">end,<\/span>\u00a0<span title=\"40:34\">what\u2019s<\/span>\u00a0<span title=\"40:34\">left?<\/span>\u00a0<span title=\"40:35\">a<\/span>\u00a0<span title=\"40:35\">brand<\/span>\u00a0<span title=\"40:36\">that<\/span>\u00a0<span title=\"40:36\">is<\/span>\u00a0<span title=\"40:37\">at<\/span>\u00a0<span title=\"40:37\">scale,<\/span>\u00a0<span title=\"40:38\">doesn\u2019t<\/span>\u00a0<span title=\"40:38\">make<\/span>\u00a0<span title=\"40:39\">money,<\/span>\u00a0<span title=\"40:39\">and<\/span>\u00a0<span title=\"40:40\">can\u2019t<\/span>\u00a0<span title=\"40:40\">go<\/span>\u00a0<span title=\"40:40\">anywhere.<\/span><\/span><br \/><span data-start=\"00:40:40.527\" data-end=\"00:40:45.127\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:41\">So<\/span>\u00a0<span title=\"40:41\">my<\/span>\u00a0<span title=\"40:41\">point<\/span>\u00a0<span title=\"40:41\">is<\/span>\u00a0<span title=\"40:41\">you<\/span>\u00a0<span title=\"40:41\">gotta<\/span>\u00a0<span title=\"40:41\">have<\/span>\u00a0<span title=\"40:42\">the<\/span>\u00a0<span title=\"40:42\">stomach<\/span>\u00a0<span title=\"40:43\">to<\/span>\u00a0<span title=\"40:43\">grind<\/span>\u00a0<span title=\"40:44\">it<\/span>\u00a0<span title=\"40:44\">out,<\/span>\u00a0<span title=\"40:44\">to<\/span>\u00a0<span title=\"40:44\">spend<\/span>\u00a0<span title=\"40:45\">the<\/span>\u00a0<span title=\"40:45\">time,<\/span>\u00a0<\/span><span data-start=\"00:40:45.307\" data-end=\"00:40:49.207\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:45\">to<\/span>\u00a0<span title=\"40:45\">really<\/span>\u00a0<span title=\"40:46\">slow<\/span>\u00a0<span title=\"40:46\">cook<\/span>\u00a0<span title=\"40:46\">some<\/span>\u00a0<span title=\"40:47\">of<\/span>\u00a0<span title=\"40:47\">these<\/span>\u00a0<span title=\"40:47\">things,<\/span>\u00a0<span title=\"40:48\">and<\/span>\u00a0<span title=\"40:48\">to<\/span>\u00a0<span title=\"40:48\">be<\/span>\u00a0<span title=\"40:48\">flexible<\/span>\u00a0<span title=\"40:49\">when<\/span>\u00a0<span title=\"40:49\">they<\/span>\u00a0<span title=\"40:49\">don\u2019t<\/span>\u00a0<\/span><span data-start=\"00:40:49.207\" data-end=\"00:40:50.787\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:49\">work,<\/span>\u00a0<span title=\"40:49\">and<\/span>\u00a0<span title=\"40:50\">shut<\/span>\u00a0<span title=\"40:50\">them<\/span>\u00a0<span title=\"40:50\">down<\/span>\u00a0<span title=\"40:50\">and<\/span>\u00a0<span title=\"40:50\">move<\/span>\u00a0<span title=\"40:50\">on<\/span>\u00a0<span title=\"40:50\">to<\/span>\u00a0<span title=\"40:50\">the<\/span>\u00a0<span title=\"40:51\">next.<\/span><\/span><br \/><span data-start=\"00:40:51.027\" data-end=\"00:40:54.487\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:51\">And<\/span>\u00a0<span title=\"40:51\">so<\/span>\u00a0<span title=\"40:51\">constantly<\/span>\u00a0<span title=\"40:52\">innovating<\/span>\u00a0<span title=\"40:52\">on<\/span>\u00a0<span title=\"40:53\">go-to-market,<\/span>\u00a0<span title=\"40:53\">constantly<\/span>\u00a0<span title=\"40:54\">innovating<\/span>\u00a0<span title=\"40:54\">on<\/span>\u00a0<span title=\"40:54\">product,<\/span>\u00a0<\/span><span data-start=\"00:40:55.827\" data-end=\"00:41:01.867\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"40:56\">and<\/span>\u00a0<span title=\"40:56\">really<\/span>\u00a0<span title=\"40:57\">putting<\/span>\u00a0<span title=\"40:57\">in<\/span>\u00a0<span title=\"40:57\">the<\/span>\u00a0<span title=\"40:57\">time<\/span>\u00a0<span title=\"40:58\">and<\/span>\u00a0<span title=\"40:58\">energy<\/span>\u00a0<span title=\"40:58\">it<\/span>\u00a0<span title=\"40:58\">takes<\/span>\u00a0<span title=\"40:58\">to<\/span>\u00a0<span title=\"40:59\">refine<\/span>\u00a0<span title=\"41:00\">concepts,<\/span>\u00a0<span title=\"41:02\">you<\/span>\u00a0<span title=\"41:02\">know.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[41:03]<\/small>\u00a0<span data-start=\"00:41:02.527\" data-end=\"00:41:07.267\" data-spk=\"1\" data-label=\"Scot\"><span title=\"41:03\">I<\/span>\u00a0<span title=\"41:03\">know<\/span>\u00a0<span title=\"41:03\">we\u2019re<\/span>\u00a0<span title=\"41:04\">running<\/span>\u00a0<span title=\"41:04\">up<\/span>\u00a0<span title=\"41:04\">against<\/span>\u00a0<span title=\"41:04\">time,<\/span>\u00a0<span title=\"41:05\">and<\/span>\u00a0<span title=\"41:05\">you\u2019ve<\/span>\u00a0<span title=\"41:06\">obviously<\/span>\u00a0<span title=\"41:06\">spent<\/span>\u00a0<span title=\"41:06\">a<\/span>\u00a0<span title=\"41:06\">lot<\/span>\u00a0<span title=\"41:06\">of<\/span>\u00a0<span title=\"41:06\">time<\/span>\u00a0<span title=\"41:07\">thinking<\/span>\u00a0<span title=\"41:07\">about<\/span>\u00a0<span title=\"41:07\">this.<\/span><\/span><br \/><span data-start=\"00:41:08.507\" data-end=\"00:41:15.107\" data-spk=\"1\" data-label=\"Scot\"><span title=\"41:09\">I<\/span>\u00a0<span title=\"41:09\">know<\/span>\u00a0<span title=\"41:09\">your<\/span>\u00a0<span title=\"41:10\">goal<\/span>\u00a0<span title=\"41:10\">is<\/span>\u00a0<span title=\"41:10\">to<\/span>\u00a0<span title=\"41:11\">bring<\/span>\u00a0<span title=\"41:11\">this<\/span>\u00a0<span title=\"41:12\">ethos<\/span>\u00a0<span title=\"41:12\">out,<\/span>\u00a0<span title=\"41:13\">but<\/span>\u00a0<span title=\"41:13\">if<\/span>\u00a0<span title=\"41:13\">you<\/span>\u00a0<span title=\"41:14\">think<\/span>\u00a0<span title=\"41:14\">about<\/span>\u00a0<span title=\"41:14\">retail<\/span>\u00a0<span title=\"41:15\">and<\/span>\u00a0<\/span><span data-start=\"00:41:15.107\" data-end=\"00:41:19.127\" data-spk=\"1\" data-label=\"Scot\"><span title=\"41:15\">e-commerce,<\/span>\u00a0<span title=\"41:16\">what<\/span>\u00a0<span title=\"41:16\">do<\/span>\u00a0<span title=\"41:16\">you<\/span>\u00a0<span title=\"41:16\">think<\/span>\u00a0<span title=\"41:17\">the<\/span>\u00a0<span title=\"41:17\">next<\/span>\u00a0<span title=\"41:17\">five<\/span>\u00a0<span title=\"41:18\">years<\/span>\u00a0<span title=\"41:18\">hold?<\/span>\u00a0<span title=\"41:18\">You<\/span>\u00a0<span title=\"41:18\">talked<\/span>\u00a0<span title=\"41:19\">about<\/span>\u00a0<span title=\"41:19\">AI.<\/span><\/span><br \/><span data-start=\"00:41:19.307\" data-end=\"00:41:22.807\" data-spk=\"1\" data-label=\"Scot\"><span title=\"41:19\">There\u2019s<\/span>\u00a0<span title=\"41:19\">a<\/span>\u00a0<span title=\"41:20\">lot<\/span>\u00a0<span title=\"41:20\">of<\/span>\u00a0<span title=\"41:20\">this<\/span>\u00a0<span title=\"41:20\">stuff<\/span>\u00a0<span title=\"41:20\">that\u2019s<\/span>\u00a0<span title=\"41:20\">temporal,<\/span>\u00a0<span title=\"41:21\">but<\/span>\u00a0<span title=\"41:22\">anything<\/span>\u00a0<span title=\"41:22\">you<\/span>\u00a0<span title=\"41:22\">think<\/span>\u00a0<span title=\"41:22\">that<\/span>\u00a0<span title=\"41:23\">you<\/span>\u00a0<\/span><span data-start=\"00:41:22.807\" data-end=\"00:41:26.527\" data-spk=\"1\" data-label=\"Scot\"><span title=\"41:23\">believe<\/span>\u00a0<span title=\"41:23\">is<\/span>\u00a0<span title=\"41:24\">going<\/span>\u00a0<span title=\"41:24\">to<\/span>\u00a0<span title=\"41:24\">change<\/span>\u00a0<span title=\"41:24\">the<\/span>\u00a0<span title=\"41:25\">way<\/span>\u00a0<span title=\"41:25\">we<\/span>\u00a0<span title=\"41:25\">shop<\/span>\u00a0<span title=\"41:25\">and<\/span>\u00a0<span title=\"41:25\">buy,<\/span>\u00a0<span title=\"41:26\">either<\/span>\u00a0<span title=\"41:26\">in-store<\/span>\u00a0<span title=\"41:26\">or<\/span>\u00a0<span title=\"41:27\">online?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[41:29]<\/small>\u00a0<span data-start=\"00:41:29.168\" data-end=\"00:41:39.268\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"41:29\">Yeah,<\/span>\u00a0<span title=\"41:30\">look,<\/span>\u00a0<span title=\"41:30\">I<\/span>\u00a0<span title=\"41:30\">think<\/span>\u00a0<span title=\"41:31\">that<\/span>\u00a0<span title=\"41:32\">it<\/span>\u00a0<span title=\"41:32\">will<\/span>\u00a0<span title=\"41:33\">just<\/span>\u00a0<span title=\"41:34\">continue<\/span>\u00a0<span title=\"41:34\">to<\/span>\u00a0<span title=\"41:35\">evolve,<\/span>\u00a0<span title=\"41:36\">and<\/span>\u00a0<span title=\"41:36\">so<\/span>\u00a0<span title=\"41:37\">I<\/span>\u00a0<span title=\"41:38\">think<\/span>\u00a0<span title=\"41:38\">AI<\/span>\u00a0<span title=\"41:38\">is<\/span>\u00a0<span title=\"41:39\">real.<\/span><\/span><br \/><span data-start=\"00:41:39.548\" data-end=\"00:41:43.988\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"41:40\">I<\/span>\u00a0<span title=\"41:40\">think<\/span>\u00a0<span title=\"41:40\">it<\/span>\u00a0<span title=\"41:40\">will<\/span>\u00a0<span title=\"41:40\">play<\/span>\u00a0<span title=\"41:41\">a<\/span>\u00a0<span title=\"41:41\">transformative<\/span>\u00a0<span title=\"41:42\">role,<\/span>\u00a0<span title=\"41:42\">and<\/span>\u00a0<span title=\"41:43\">I<\/span>\u00a0<span title=\"41:43\">think<\/span>\u00a0<span title=\"41:43\">everyone\u2019s<\/span>\u00a0<span title=\"41:44\">trying<\/span>\u00a0<span title=\"41:44\">to<\/span>\u00a0<\/span><span data-start=\"00:41:43.988\" data-end=\"00:41:48.228\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"41:44\">figure<\/span>\u00a0<span title=\"41:44\">out<\/span>\u00a0<span title=\"41:44\">exactly<\/span>\u00a0<span title=\"41:45\">what<\/span>\u00a0<span title=\"41:45\">that<\/span>\u00a0<span title=\"41:45\">is,<\/span>\u00a0<span title=\"41:46\">and<\/span>\u00a0<span title=\"41:46\">nobody<\/span>\u00a0<span title=\"41:47\">really<\/span>\u00a0<span title=\"41:48\">knows<\/span>\u00a0<span title=\"41:48\">yet.<\/span><\/span><br \/><span data-start=\"00:41:49.068\" data-end=\"00:41:53.128\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"41:49\">I<\/span>\u00a0<span title=\"41:49\">wish<\/span>\u00a0<span title=\"41:49\">I<\/span>\u00a0<span title=\"41:50\">could<\/span>\u00a0<span title=\"41:50\">just<\/span>\u00a0<span title=\"41:50\">give<\/span>\u00a0<span title=\"41:50\">you<\/span>\u00a0<span title=\"41:50\">a<\/span>\u00a0<span title=\"41:51\">clever<\/span>\u00a0<span title=\"41:51\">answer,<\/span>\u00a0<span title=\"41:52\">but<\/span>\u00a0<span title=\"41:52\">I<\/span>\u00a0<span title=\"41:52\">think<\/span>\u00a0<span title=\"41:52\">I\u2019ve<\/span>\u00a0<span title=\"41:53\">witnessed,<\/span><\/span><\/p>\n<h2 id=\"chapter10\" class=\"chapter\">AI\u2019s transformative role in the future of technology<\/h2>\n<p><small>[41:53]<\/small>\u00a0<span data-start=\"00:41:53.328\" data-end=\"00:41:58.428\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"41:53\">you<\/span>\u00a0<span title=\"41:53\">know,<\/span>\u00a0<span title=\"41:54\">that\u2019s<\/span>\u00a0<span title=\"41:54\">What\u2019s<\/span>\u00a0<span title=\"41:54\">the<\/span>\u00a0<span title=\"41:54\">benefit<\/span>\u00a0<span title=\"41:55\">of<\/span>\u00a0<span title=\"41:55\">having<\/span>\u00a0<span title=\"41:55\">a<\/span>\u00a0<span title=\"41:55\">25-year<\/span>\u00a0<span title=\"41:56\">perspective<\/span>\u00a0<span title=\"41:57\">is<\/span>\u00a0<span title=\"41:58\">it\u2019s<\/span>\u00a0<\/span><span data-start=\"00:41:58.648\" data-end=\"00:41:59.708\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"41:59\">like<\/span>\u00a0<span title=\"41:59\">I<\/span>\u00a0<span title=\"41:59\">was<\/span>\u00a0<span title=\"41:59\">saying<\/span>\u00a0<span title=\"41:59\">about<\/span>\u00a0<span title=\"41:59\">shopping<\/span>\u00a0<span title=\"42:00\">malls.<\/span><\/span><br \/><span data-start=\"00:42:01.048\" data-end=\"00:42:08.128\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:01\">The<\/span>\u00a0<span title=\"42:02\">mall<\/span>\u00a0<span title=\"42:02\">is<\/span>\u00a0<span title=\"42:02\">dead,<\/span>\u00a0<span title=\"42:03\">headline<\/span>\u00a0<span title=\"42:03\">from<\/span>\u00a0<span title=\"42:03\">2001.<\/span>\u00a0<span title=\"42:04\">TV<\/span>\u00a0<span title=\"42:05\">is<\/span>\u00a0<span title=\"42:05\">dead,<\/span>\u00a0<span title=\"42:06\">headline<\/span>\u00a0<span title=\"42:06\">from<\/span>\u00a0<span title=\"42:07\">2008.<\/span><\/span><br \/><span data-start=\"00:42:09.348\" data-end=\"00:42:13.368\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:09\">Here<\/span>\u00a0<span title=\"42:10\">we<\/span>\u00a0<span title=\"42:10\">are<\/span>\u00a0<span title=\"42:10\">with<\/span>\u00a0<span title=\"42:10\">both<\/span>\u00a0<span title=\"42:11\">of<\/span>\u00a0<span title=\"42:11\">them<\/span>\u00a0<span title=\"42:11\">still<\/span>\u00a0<span title=\"42:11\">intact.<\/span>\u00a0<span title=\"42:12\">By<\/span>\u00a0<span title=\"42:12\">the<\/span>\u00a0<span title=\"42:12\">way,<\/span>\u00a0<span title=\"42:12\">TV<\/span>\u00a0<span title=\"42:12\">advertising<\/span>\u00a0<span title=\"42:13\">is<\/span>\u00a0<span title=\"42:13\">still<\/span>\u00a0<\/span><span data-start=\"00:42:13.368\" data-end=\"00:42:15.748\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:13\">a<\/span>\u00a0<span title=\"42:14\">big<\/span>\u00a0<span title=\"42:14\">piece<\/span>\u00a0<span title=\"42:15\">of<\/span>\u00a0<span title=\"42:15\">our<\/span>\u00a0<span title=\"42:15\">marketing<\/span>\u00a0<span title=\"42:15\">spend.<\/span><\/span><br \/><span data-start=\"00:42:16.548\" data-end=\"00:42:19.808\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:17\">I<\/span>\u00a0<span title=\"42:17\">know<\/span>\u00a0<span title=\"42:17\">that\u2019s<\/span>\u00a0<span title=\"42:17\">kind<\/span>\u00a0<span title=\"42:17\">of<\/span>\u00a0<span title=\"42:18\">mind-blowing<\/span>\u00a0<span title=\"42:18\">because<\/span>\u00a0<span title=\"42:18\">it<\/span>\u00a0<span title=\"42:19\">seems<\/span>\u00a0<span title=\"42:19\">like<\/span>\u00a0<span title=\"42:19\">everybody\u2019s<\/span>\u00a0<span title=\"42:20\">cut<\/span>\u00a0<span title=\"42:20\">the<\/span>\u00a0<\/span><span data-start=\"00:42:19.988\" data-end=\"00:42:24.928\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:20\">cord<\/span>\u00a0<span title=\"42:20\">or<\/span>\u00a0<span title=\"42:20\">gone<\/span>\u00a0<span title=\"42:21\">to<\/span>\u00a0<span title=\"42:21\">this<\/span>\u00a0<span title=\"42:21\">extreme.<\/span>\u00a0<span title=\"42:21\">And<\/span>\u00a0<span title=\"42:21\">I\u2019m<\/span>\u00a0<span title=\"42:22\">just<\/span>\u00a0<span title=\"42:23\">telling<\/span>\u00a0<span title=\"42:23\">you,<\/span>\u00a0<span title=\"42:23\">these<\/span>\u00a0<span title=\"42:23\">movements<\/span>\u00a0<span title=\"42:24\">take<\/span>\u00a0<span title=\"42:24\">decades.<\/span><\/span><br \/><span data-start=\"00:42:25.668\" data-end=\"00:42:28.868\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:26\">And<\/span>\u00a0<span title=\"42:26\">so<\/span>\u00a0<span title=\"42:26\">while<\/span>\u00a0<span title=\"42:26\">it\u2019s<\/span>\u00a0<span title=\"42:26\">great<\/span>\u00a0<span title=\"42:26\">to<\/span>\u00a0<span title=\"42:27\">be<\/span>\u00a0<span title=\"42:27\">ahead<\/span>\u00a0<span title=\"42:27\">of<\/span>\u00a0<span title=\"42:27\">a<\/span>\u00a0<span title=\"42:27\">movement,<\/span>\u00a0<span title=\"42:28\">you<\/span>\u00a0<span title=\"42:28\">don\u2019t,<\/span>\u00a0<\/span><span data-start=\"00:42:29.208\" data-end=\"00:42:33.248\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:29\">unless<\/span>\u00a0<span title=\"42:29\">you<\/span>\u00a0<span title=\"42:30\">are<\/span>\u00a0<span title=\"42:30\">trying<\/span>\u00a0<span title=\"42:30\">to<\/span>\u00a0<span title=\"42:31\">drive<\/span>\u00a0<span title=\"42:31\">that<\/span>\u00a0<span title=\"42:31\">movement,<\/span>\u00a0<span title=\"42:31\">like<\/span>\u00a0<span title=\"42:32\">unless<\/span>\u00a0<span title=\"42:32\">you<\/span>\u00a0<span title=\"42:32\">are<\/span>\u00a0<span title=\"42:32\">trying<\/span>\u00a0<span title=\"42:33\">to<\/span>\u00a0<\/span><span data-start=\"00:42:33.248\" data-end=\"00:42:38.088\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:33\">take<\/span>\u00a0<span title=\"42:34\">advantage<\/span>\u00a0<span title=\"42:34\">of<\/span>\u00a0<span title=\"42:34\">that<\/span>\u00a0<span title=\"42:34\">AI,<\/span>\u00a0<span title=\"42:35\">boom,<\/span>\u00a0<span title=\"42:36\">to<\/span>\u00a0<span title=\"42:36\">go<\/span>\u00a0<span title=\"42:36\">raise<\/span>\u00a0<span title=\"42:36\">money<\/span>\u00a0<span title=\"42:37\">and<\/span>\u00a0<span title=\"42:37\">wave<\/span>\u00a0<span title=\"42:37\">that<\/span>\u00a0<span title=\"42:37\">flag<\/span>\u00a0<span title=\"42:38\">or<\/span>\u00a0<span title=\"42:38\">whatever.<\/span><\/span><\/p>\n<p><small>[42:40]<\/small>\u00a0<span data-start=\"00:42:39.968\" data-end=\"00:42:42.988\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:40\">I\u2019ve<\/span>\u00a0<span title=\"42:41\">found<\/span>\u00a0<span title=\"42:41\">it\u2019s<\/span>\u00a0<span title=\"42:42\">okay<\/span>\u00a0<span title=\"42:42\">to<\/span>\u00a0<span title=\"42:42\">be<\/span>\u00a0<span title=\"42:42\">a<\/span>\u00a0<span title=\"42:43\">laggard.<\/span><\/span><br \/><span data-start=\"00:42:43.648\" data-end=\"00:42:50.668\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:44\">It\u2019s<\/span>\u00a0<span title=\"42:44\">not<\/span>\u00a0<span title=\"42:44\">always<\/span>\u00a0<span title=\"42:45\">beneficial<\/span>\u00a0<span title=\"42:45\">to,<\/span>\u00a0<span title=\"42:46\">unless<\/span>\u00a0<span title=\"42:46\">you\u2019re<\/span>\u00a0<span title=\"42:47\">trying<\/span>\u00a0<span title=\"42:47\">to<\/span>\u00a0<span title=\"42:47\">build<\/span>\u00a0<span title=\"42:48\">your<\/span>\u00a0<span title=\"42:50\">concept<\/span>\u00a0<span title=\"42:50\">around<\/span>\u00a0<\/span><span data-start=\"00:42:50.668\" data-end=\"00:42:55.808\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:51\">that<\/span>\u00a0<span title=\"42:51\">and<\/span>\u00a0<span title=\"42:51\">take<\/span>\u00a0<span title=\"42:52\">advantage<\/span>\u00a0<span title=\"42:52\">of<\/span>\u00a0<span title=\"42:52\">that<\/span>\u00a0<span title=\"42:52\">movement<\/span>\u00a0<span title=\"42:52\">itself,<\/span>\u00a0<span title=\"42:54\">let<\/span>\u00a0<span title=\"42:54\">the<\/span>\u00a0<span title=\"42:54\">movements<\/span>\u00a0<span title=\"42:55\">evolve.<\/span><\/span><br \/><span data-start=\"00:42:56.128\" data-end=\"00:43:01.728\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"42:56\">So<\/span>\u00a0<span title=\"42:56\">I<\/span>\u00a0<span title=\"42:56\">can\u2019t<\/span>\u00a0<span title=\"42:57\">give<\/span>\u00a0<span title=\"42:57\">you<\/span>\u00a0<span title=\"42:57\">a<\/span>\u00a0<span title=\"42:58\">great<\/span>\u00a0<span title=\"42:58\">prediction<\/span>\u00a0<span title=\"42:59\">of<\/span>\u00a0<span title=\"42:59\">exactly<\/span>\u00a0<span title=\"43:00\">what\u2019s<\/span>\u00a0<span title=\"43:00\">going<\/span>\u00a0<span title=\"43:00\">to<\/span>\u00a0<span title=\"43:00\">happen.<\/span>\u00a0<span title=\"43:01\">AI<\/span>\u00a0<span title=\"43:01\">is<\/span>\u00a0<span title=\"43:01\">important.<\/span><\/span><br \/><span data-start=\"00:43:02.708\" data-end=\"00:43:06.748\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"43:03\">But<\/span>\u00a0<span title=\"43:03\">how,<\/span>\u00a0<span title=\"43:04\">where<\/span>\u00a0<span title=\"43:05\">the<\/span>\u00a0<span title=\"43:05\">winners<\/span>\u00a0<span title=\"43:05\">will<\/span>\u00a0<span title=\"43:05\">actually<\/span>\u00a0<span title=\"43:06\">be<\/span>\u00a0<span title=\"43:06\">and<\/span>\u00a0<span title=\"43:06\">what<\/span>\u00a0<span title=\"43:06\">the<\/span>\u00a0<span title=\"43:06\">effects<\/span>\u00a0<span title=\"43:06\">will<\/span>\u00a0<span title=\"43:07\">actually<\/span>\u00a0<\/span><span data-start=\"00:43:06.748\" data-end=\"00:43:08.888\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"43:07\">be,<\/span>\u00a0<span title=\"43:07\">I<\/span>\u00a0<span title=\"43:07\">think<\/span>\u00a0<span title=\"43:07\">it\u2019s<\/span>\u00a0<span title=\"43:07\">way<\/span>\u00a0<span title=\"43:08\">too<\/span>\u00a0<span title=\"43:08\">early<\/span>\u00a0<span title=\"43:08\">to<\/span>\u00a0<span title=\"43:09\">tell.<\/span><\/span><br \/><span data-start=\"00:43:09.928\" data-end=\"00:43:14.268\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"43:10\">But<\/span>\u00a0<span title=\"43:10\">I<\/span>\u00a0<span title=\"43:10\">do<\/span>\u00a0<span title=\"43:10\">think<\/span>\u00a0<span title=\"43:11\">it\u2019s<\/span>\u00a0<span title=\"43:11\">important<\/span>\u00a0<span title=\"43:11\">to<\/span>\u00a0<span title=\"43:11\">keep<\/span>\u00a0<span title=\"43:11\">your<\/span>\u00a0<span title=\"43:12\">finger<\/span>\u00a0<span title=\"43:12\">and<\/span>\u00a0<span title=\"43:12\">keep<\/span>\u00a0<span title=\"43:12\">watching<\/span>\u00a0<span title=\"43:13\">and<\/span>\u00a0<span title=\"43:14\">eventually,<\/span>\u00a0<\/span><span data-start=\"00:43:14.968\" data-end=\"00:43:19.888\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"43:15\">you<\/span>\u00a0<span title=\"43:15\">know,<\/span>\u00a0<span title=\"43:16\">to<\/span>\u00a0<span title=\"43:16\">find<\/span>\u00a0<span title=\"43:16\">the<\/span>\u00a0<span title=\"43:17\">connection<\/span>\u00a0<span title=\"43:18\">and<\/span>\u00a0<span title=\"43:18\">lean<\/span>\u00a0<span title=\"43:18\">into<\/span>\u00a0<span title=\"43:19\">that<\/span>\u00a0<span title=\"43:19\">to<\/span>\u00a0<span title=\"43:19\">affect<\/span>\u00a0<span title=\"43:20\">your<\/span>\u00a0<span title=\"43:20\">business.<\/span><\/span><br \/><span data-start=\"00:43:22.132\" data-end=\"00:43:26.132\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"43:22\">You<\/span>\u00a0<span title=\"43:23\">have<\/span>\u00a0<span title=\"43:23\">to<\/span>\u00a0<span title=\"43:24\">be<\/span>\u00a0<span title=\"43:25\">a<\/span>\u00a0<span title=\"43:25\">little<\/span>\u00a0<span title=\"43:25\">bit<\/span>\u00a0<span title=\"43:25\">patient,<\/span>\u00a0<span title=\"43:26\">I<\/span>\u00a0<span title=\"43:26\">think.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[43:27]<\/small>\u00a0<span data-start=\"00:43:27.172\" data-end=\"00:43:33.632\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:27\">Yeah,<\/span>\u00a0<span title=\"43:27\">well,<\/span>\u00a0<span title=\"43:28\">certainly<\/span>\u00a0<span title=\"43:28\">25<\/span>\u00a0<span title=\"43:29\">years<\/span>\u00a0<span title=\"43:29\">in,<\/span>\u00a0<span title=\"43:30\">I<\/span>\u00a0<span title=\"43:30\">think<\/span>\u00a0<span title=\"43:31\">you\u2019ve<\/span>\u00a0<span title=\"43:31\">earned<\/span>\u00a0<span title=\"43:31\">your<\/span>\u00a0<span title=\"43:32\">patience<\/span>\u00a0<span title=\"43:33\">creds,<\/span>\u00a0<span title=\"43:33\">by<\/span>\u00a0<span title=\"43:33\">the<\/span>\u00a0<span title=\"43:33\">way.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[43:35]<\/small>\u00a0<span data-start=\"00:43:35.372\" data-end=\"00:43:36.312\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"43:35\">Maybe<\/span>\u00a0<span title=\"43:36\">too<\/span>\u00a0<span title=\"43:36\">much.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[43:37]<\/small>\u00a0<span data-start=\"00:43:36.612\" data-end=\"00:43:39.552\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:37\">Yeah,<\/span>\u00a0<span title=\"43:37\">I<\/span>\u00a0<span title=\"43:37\">mean,<\/span>\u00a0<span title=\"43:38\">there\u2019s<\/span>\u00a0<span title=\"43:38\">pros<\/span>\u00a0<span title=\"43:38\">and<\/span>\u00a0<span title=\"43:39\">cons<\/span>\u00a0<span title=\"43:39\">to<\/span>\u00a0<span title=\"43:39\">both.<\/span><\/span><br \/><span data-start=\"00:43:41.072\" data-end=\"00:43:45.492\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:41\">Urgency<\/span>\u00a0<span title=\"43:42\">can<\/span>\u00a0<span title=\"43:42\">be<\/span>\u00a0<span title=\"43:42\">useful<\/span>\u00a0<span title=\"43:42\">in<\/span>\u00a0<span title=\"43:43\">certain<\/span>\u00a0<span title=\"43:43\">circumstances,<\/span>\u00a0<span title=\"43:44\">but<\/span>\u00a0<span title=\"43:44\">short<\/span>\u00a0<span title=\"43:44\">time<\/span>\u00a0<span title=\"43:45\">horizons<\/span>\u00a0<span title=\"43:45\">come<\/span>\u00a0<\/span><span data-start=\"00:43:45.492\" data-end=\"00:43:49.072\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:45\">with<\/span>\u00a0<span title=\"43:46\">a<\/span>\u00a0<span title=\"43:46\">lot<\/span>\u00a0<span title=\"43:46\">of<\/span>\u00a0<span title=\"43:46\">problems,<\/span>\u00a0<span title=\"43:47\">as<\/span>\u00a0<span title=\"43:47\">you<\/span>\u00a0<span title=\"43:47\">have<\/span>\u00a0<span title=\"43:48\">rightly<\/span>\u00a0<span title=\"43:48\">pointed<\/span>\u00a0<span title=\"43:49\">out.<\/span><\/span><br \/><span data-start=\"00:43:49.412\" data-end=\"00:43:54.232\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:49\">That<\/span>\u00a0<span title=\"43:50\">did<\/span>\u00a0<span title=\"43:50\">lead<\/span>\u00a0<span title=\"43:50\">me<\/span>\u00a0<span title=\"43:51\">to<\/span>\u00a0<span title=\"43:51\">one<\/span>\u00a0<span title=\"43:51\">sort<\/span>\u00a0<span title=\"43:51\">of<\/span>\u00a0<span title=\"43:51\">thought<\/span>\u00a0<span title=\"43:52\">question.<\/span>\u00a0<span title=\"43:52\">And<\/span>\u00a0<span title=\"43:52\">you,<\/span>\u00a0<span title=\"43:52\">you<\/span>\u00a0<span title=\"43:53\">referenced<\/span>\u00a0<span title=\"43:54\">some<\/span>\u00a0<\/span><span data-start=\"00:43:54.232\" data-end=\"00:43:59.172\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:54\">of<\/span>\u00a0<span title=\"43:54\">your,<\/span>\u00a0<span title=\"43:55\">your<\/span>\u00a0<span title=\"43:55\">CAC<\/span>\u00a0<span title=\"43:56\">economics<\/span>\u00a0<span title=\"43:57\">and<\/span>\u00a0<span title=\"43:57\">side<\/span>\u00a0<span title=\"43:58\">note,<\/span>\u00a0<span title=\"43:58\">we\u2019ve,<\/span>\u00a0<span title=\"43:58\">we\u2019ve<\/span>\u00a0<span title=\"43:59\">one<\/span>\u00a0<span title=\"43:59\">of<\/span>\u00a0<span title=\"43:59\">the,<\/span>\u00a0<\/span><span data-start=\"00:43:59.312\" data-end=\"00:44:01.712\" data-spk=\"0\" data-label=\"Jason\"><span title=\"43:59\">our<\/span>\u00a0<span title=\"43:59\">favorite<\/span>\u00a0<span title=\"44:00\">guests<\/span>\u00a0<span title=\"44:00\">on<\/span>\u00a0<span title=\"44:00\">the<\/span>\u00a0<span title=\"44:00\">show<\/span>\u00a0<span title=\"44:00\">is<\/span>\u00a0<span title=\"44:00\">this<\/span>\u00a0<span title=\"44:01\">professor<\/span>\u00a0<span title=\"44:01\">Dan<\/span>\u00a0<span title=\"44:01\">McCarthy.<\/span><\/span><br \/><span data-start=\"00:44:01.712\" data-end=\"00:44:09.152\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:02\">Who\u2019s,<\/span>\u00a0<span title=\"44:03\">who\u2019s<\/span>\u00a0<span title=\"44:03\">a<\/span>\u00a0<span title=\"44:03\">huge<\/span>\u00a0<span title=\"44:04\">advocate<\/span>\u00a0<span title=\"44:04\">for<\/span>\u00a0<span title=\"44:05\">cohort<\/span>\u00a0<span title=\"44:05\">analysis<\/span>\u00a0<span title=\"44:06\">and<\/span>\u00a0<span title=\"44:07\">customer<\/span>\u00a0<span title=\"44:07\">lifetime<\/span>\u00a0<span title=\"44:08\">value<\/span>\u00a0<span title=\"44:08\">based<\/span>\u00a0<span title=\"44:09\">businesses.<\/span><\/span><br \/><span data-start=\"00:44:09.752\" data-end=\"00:44:14.832\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:10\">And<\/span>\u00a0<span title=\"44:10\">so<\/span>\u00a0<span title=\"44:11\">he<\/span>\u00a0<span title=\"44:11\">would<\/span>\u00a0<span title=\"44:12\">be<\/span>\u00a0<span title=\"44:12\">thrilled<\/span>\u00a0<span title=\"44:12\">that<\/span>\u00a0<span title=\"44:12\">you\u2019re<\/span>\u00a0<span title=\"44:13\">on,<\/span>\u00a0<span title=\"44:13\">because<\/span>\u00a0<span title=\"44:13\">I<\/span>\u00a0<span title=\"44:14\">know<\/span>\u00a0<span title=\"44:14\">you<\/span>\u00a0<span title=\"44:14\">guys<\/span>\u00a0<span title=\"44:14\">disclose<\/span>\u00a0<\/span><span data-start=\"00:44:14.832\" data-end=\"00:44:20.512\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:15\">some<\/span>\u00a0<span title=\"44:16\">of<\/span>\u00a0<span title=\"44:16\">your<\/span>\u00a0<span title=\"44:16\">cohort<\/span>\u00a0<span title=\"44:16\">metrics<\/span>\u00a0<span title=\"44:17\">in,<\/span>\u00a0<span title=\"44:19\">in<\/span>\u00a0<span title=\"44:19\">your<\/span>\u00a0<span title=\"44:19\">financial<\/span>\u00a0<span title=\"44:19\">statements,<\/span>\u00a0<span title=\"44:20\">which<\/span>\u00a0<span title=\"44:20\">he<\/span>\u00a0<span title=\"44:20\">loves.<\/span><\/span><br \/><span data-start=\"00:44:20.512\" data-end=\"00:44:26.092\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:21\">And<\/span>\u00a0<span title=\"44:22\">to<\/span>\u00a0<span title=\"44:22\">me,<\/span>\u00a0<span title=\"44:22\">you\u2019re<\/span>\u00a0<span title=\"44:23\">in<\/span>\u00a0<span title=\"44:23\">a<\/span>\u00a0<span title=\"44:23\">really<\/span>\u00a0<span title=\"44:23\">interesting<\/span>\u00a0<span title=\"44:24\">category<\/span>\u00a0<span title=\"44:24\">to<\/span>\u00a0<span title=\"44:24\">do<\/span>\u00a0<span title=\"44:25\">that<\/span>\u00a0<span title=\"44:25\">because<\/span>\u00a0<span title=\"44:25\">although<\/span>\u00a0<\/span><span data-start=\"00:44:26.092\" data-end=\"00:44:31.992\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:26\">your<\/span>\u00a0<span title=\"44:26\">product<\/span>\u00a0<span title=\"44:27\">has<\/span>\u00a0<span title=\"44:27\">invented<\/span>\u00a0<span title=\"44:28\">a<\/span>\u00a0<span title=\"44:29\">reason<\/span>\u00a0<span title=\"44:29\">for<\/span>\u00a0<span title=\"44:29\">customers<\/span>\u00a0<span title=\"44:30\">to<\/span>\u00a0<span title=\"44:30\">come<\/span>\u00a0<span title=\"44:30\">back<\/span>\u00a0<span title=\"44:31\">and<\/span>\u00a0<span title=\"44:31\">you\u2019ve<\/span>\u00a0<span title=\"44:32\">sort<\/span>\u00a0<\/span><span data-start=\"00:44:31.992\" data-end=\"00:44:34.012\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:32\">of<\/span>\u00a0<span title=\"44:32\">turned<\/span>\u00a0<span title=\"44:32\">a<\/span>\u00a0<span title=\"44:33\">product<\/span>\u00a0<span title=\"44:33\">into<\/span>\u00a0<span title=\"44:33\">a<\/span>\u00a0<span title=\"44:34\">system,<\/span>\u00a0<\/span><span data-start=\"00:44:34.932\" data-end=\"00:44:38.452\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:35\">it\u2019s<\/span>\u00a0<span title=\"44:36\">not<\/span>\u00a0<span title=\"44:36\">like<\/span>\u00a0<span title=\"44:36\">a<\/span>\u00a0<span title=\"44:37\">fast<\/span>\u00a0<span title=\"44:37\">cycle,<\/span>\u00a0<span title=\"44:38\">right?<\/span><\/span><br \/><span data-start=\"00:44:38.832\" data-end=\"00:44:44.612\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:39\">Like,<\/span>\u00a0<span title=\"44:40\">and<\/span>\u00a0<span title=\"44:40\">so<\/span>\u00a0<span title=\"44:41\">like<\/span>\u00a0<span title=\"44:41\">when<\/span>\u00a0<span title=\"44:41\">you\u2019re<\/span>\u00a0<span title=\"44:41\">thinking<\/span>\u00a0<span title=\"44:42\">about<\/span>\u00a0<span title=\"44:42\">like<\/span>\u00a0<span title=\"44:43\">a<\/span>\u00a0<span title=\"44:43\">time<\/span>\u00a0<span title=\"44:43\">horizon<\/span>\u00a0<span title=\"44:44\">for<\/span>\u00a0<span title=\"44:44\">LTV,<\/span>\u00a0<\/span><span data-start=\"00:44:45.252\" data-end=\"00:44:50.592\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:45\">and<\/span>\u00a0<span title=\"44:45\">you<\/span>\u00a0<span title=\"44:46\">guys<\/span>\u00a0<span title=\"44:47\">have<\/span>\u00a0<span title=\"44:47\">a<\/span>\u00a0<span title=\"44:48\">very<\/span>\u00a0<span title=\"44:48\">good<\/span>\u00a0<span title=\"44:48\">return<\/span>\u00a0<span title=\"44:49\">on<\/span>\u00a0<span title=\"44:49\">your<\/span>\u00a0<span title=\"44:49\">CAC,<\/span>\u00a0<span title=\"44:49\">but<\/span>\u00a0<span title=\"44:50\">compared<\/span>\u00a0<span title=\"44:50\">to<\/span>\u00a0<span title=\"44:50\">most<\/span>\u00a0<span title=\"44:50\">companies,<\/span>\u00a0<\/span><span data-start=\"00:44:50.712\" data-end=\"00:44:52.452\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:51\">your<\/span>\u00a0<span title=\"44:51\">CAC<\/span>\u00a0<span title=\"44:51\">still<\/span>\u00a0<span title=\"44:51\">is<\/span>\u00a0<span title=\"44:52\">really<\/span>\u00a0<span title=\"44:52\">high,<\/span>\u00a0<span title=\"44:52\">right?<\/span><\/span><br \/><span data-start=\"00:44:52.772\" data-end=\"00:44:56.472\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:53\">Like,<\/span>\u00a0<span title=\"44:53\">you<\/span>\u00a0<span title=\"44:53\">sell<\/span>\u00a0<span title=\"44:54\">a<\/span>\u00a0<span title=\"44:55\">lot<\/span>\u00a0<span title=\"44:55\">of<\/span>\u00a0<span title=\"44:55\">product<\/span>\u00a0<span title=\"44:55\">to<\/span>\u00a0<span title=\"44:55\">compensate<\/span>\u00a0<span title=\"44:56\">for<\/span>\u00a0<span title=\"44:56\">that.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[44:57]<\/small>\u00a0<span data-start=\"00:44:57.452\" data-end=\"00:44:57.592\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"44:57\">Yeah.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[44:58]<\/small>\u00a0<span data-start=\"00:44:57.892\" data-end=\"00:45:02.352\" data-spk=\"0\" data-label=\"Jason\"><span title=\"44:58\">So<\/span>\u00a0<span title=\"44:58\">how,<\/span>\u00a0<span title=\"44:59\">like,<\/span>\u00a0<span title=\"44:59\">you<\/span>\u00a0<span title=\"45:00\">know,<\/span>\u00a0<span title=\"45:01\">you\u2019re<\/span>\u00a0<span title=\"45:01\">spending<\/span>\u00a0<span title=\"45:01\">five<\/span>\u00a0<span title=\"45:01\">or<\/span>\u00a0<span title=\"45:01\">six<\/span>\u00a0<span title=\"45:01\">hundred<\/span>\u00a0<span title=\"45:02\">bucks<\/span>\u00a0<span title=\"45:02\">to<\/span>\u00a0<span title=\"45:02\">acquire<\/span>\u00a0<\/span><span data-start=\"00:45:02.352\" data-end=\"00:45:07.292\" data-spk=\"0\" data-label=\"Jason\"><span title=\"45:02\">a<\/span>\u00a0<span title=\"45:03\">customer<\/span>\u00a0<span title=\"45:03\">and<\/span>\u00a0<span title=\"45:04\">then<\/span>\u00a0<span title=\"45:04\">you\u2019re<\/span>\u00a0<span title=\"45:04\">earning<\/span>\u00a0<span title=\"45:04\">thousands<\/span>\u00a0<span title=\"45:05\">of<\/span>\u00a0<span title=\"45:05\">dollars<\/span>\u00a0<span title=\"45:06\">on<\/span>\u00a0<span title=\"45:06\">each<\/span>\u00a0<span title=\"45:06\">of<\/span>\u00a0<span title=\"45:07\">those<\/span>\u00a0<span title=\"45:07\">customers.<\/span><\/span><br \/><span data-start=\"00:45:09.070\" data-end=\"00:45:14.830\" data-spk=\"0\" data-label=\"Jason\"><span title=\"45:09\">Like,<\/span>\u00a0<span title=\"45:10\">was<\/span>\u00a0<span title=\"45:10\">it<\/span>\u00a0<span title=\"45:10\">difficult<\/span>\u00a0<span title=\"45:10\">to<\/span>\u00a0<span title=\"45:11\">sort<\/span>\u00a0<span title=\"45:13\">of<\/span>\u00a0<span title=\"45:13\">have<\/span>\u00a0<span title=\"45:13\">the<\/span>\u00a0<span title=\"45:13\">financial<\/span>\u00a0<span title=\"45:13\">discipline<\/span>\u00a0<span title=\"45:14\">to<\/span>\u00a0<span title=\"45:14\">have<\/span>\u00a0<span title=\"45:15\">a<\/span>\u00a0<span title=\"45:15\">long<\/span>\u00a0<\/span><span data-start=\"00:45:14.830\" data-end=\"00:45:22.530\" data-spk=\"0\" data-label=\"Jason\"><span title=\"45:15\">enough<\/span>\u00a0<span title=\"45:15\">time<\/span>\u00a0<span title=\"45:15\">horizon<\/span>\u00a0<span title=\"45:16\">to<\/span>\u00a0<span title=\"45:16\">see<\/span>\u00a0<span title=\"45:16\">those<\/span>\u00a0<span title=\"45:17\">sorts<\/span>\u00a0<span title=\"45:17\">of<\/span>\u00a0<span title=\"45:18\">high<\/span>\u00a0<span title=\"45:18\">CLVs<\/span>\u00a0<span title=\"45:19\">come<\/span>\u00a0<span title=\"45:19\">back<\/span>\u00a0<span title=\"45:21\">for<\/span>\u00a0<span title=\"45:21\">that<\/span>\u00a0<span title=\"45:21\">initial<\/span>\u00a0<span title=\"45:22\">customer<\/span>\u00a0<span title=\"45:22\">acquisition?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[45:23]<\/small>\u00a0<span data-start=\"00:45:22.910\" data-end=\"00:45:25.570\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:23\">Yeah,<\/span>\u00a0<span title=\"45:23\">I<\/span>\u00a0<span title=\"45:23\">mean,<\/span>\u00a0<span title=\"45:23\">you<\/span>\u00a0<span title=\"45:23\">could<\/span>\u00a0<span title=\"45:24\">call<\/span>\u00a0<span title=\"45:24\">it<\/span>\u00a0<span title=\"45:24\">discipline.<\/span>\u00a0<span title=\"45:24\">In<\/span>\u00a0<span title=\"45:25\">our<\/span>\u00a0<span title=\"45:25\">case,<\/span>\u00a0<span title=\"45:25\">again,<\/span>\u00a0<\/span><span data-start=\"00:45:25.610\" data-end=\"00:45:27.630\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:26\">it<\/span>\u00a0<span title=\"45:26\">was<\/span>\u00a0<span title=\"45:26\">just<\/span>\u00a0<span title=\"45:26\">survival,<\/span>\u00a0<span title=\"45:27\">being<\/span>\u00a0<span title=\"45:27\">really<\/span>\u00a0<span title=\"45:27\">transparent.<\/span><\/span><br \/><span data-start=\"00:45:27.870\" data-end=\"00:45:31.310\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:28\">You<\/span>\u00a0<span title=\"45:28\">know,<\/span>\u00a0<span title=\"45:28\">we<\/span>\u00a0<span title=\"45:28\">were<\/span>\u00a0<span title=\"45:29\">just<\/span>\u00a0<span title=\"45:29\">trying<\/span>\u00a0<span title=\"45:29\">to<\/span>\u00a0<span title=\"45:29\">find<\/span>\u00a0<span title=\"45:30\">a<\/span>\u00a0<span title=\"45:30\">way<\/span>\u00a0<span title=\"45:30\">to<\/span>\u00a0<span title=\"45:30\">make<\/span>\u00a0<span title=\"45:30\">this<\/span>\u00a0<span title=\"45:31\">business<\/span>\u00a0<span title=\"45:31\">work,<\/span>\u00a0<\/span><span data-start=\"00:45:31.430\" data-end=\"00:45:33.630\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:31\">and<\/span>\u00a0<span title=\"45:31\">we<\/span>\u00a0<span title=\"45:32\">weren\u2019t<\/span>\u00a0<span title=\"45:32\">profitable<\/span>\u00a0<span title=\"45:33\">right<\/span>\u00a0<span title=\"45:33\">out<\/span>\u00a0<span title=\"45:33\">of<\/span>\u00a0<span title=\"45:33\">the<\/span>\u00a0<span title=\"45:33\">gate.<\/span><\/span><br \/><span data-start=\"00:45:33.630\" data-end=\"00:45:38.730\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:34\">It<\/span>\u00a0<span title=\"45:34\">took<\/span>\u00a0<span title=\"45:34\">us<\/span>\u00a0<span title=\"45:34\">many<\/span>\u00a0<span title=\"45:34\">years<\/span>\u00a0<span title=\"45:35\">to<\/span>\u00a0<span title=\"45:35\">get<\/span>\u00a0<span title=\"45:35\">better<\/span>\u00a0<span title=\"45:36\">at<\/span>\u00a0<span title=\"45:37\">retail,<\/span>\u00a0<span title=\"45:37\">to<\/span>\u00a0<span title=\"45:38\">get<\/span>\u00a0<span title=\"45:38\">better<\/span>\u00a0<span title=\"45:39\">at<\/span>\u00a0<span title=\"45:39\">e-commerce,<\/span>\u00a0<\/span><span data-start=\"00:45:39.510\" data-end=\"00:45:44.850\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:40\">to<\/span>\u00a0<span title=\"45:40\">have<\/span>\u00a0<span title=\"45:40\">a<\/span>\u00a0<span title=\"45:40\">shopping<\/span>\u00a0<span title=\"45:40\">cart<\/span>\u00a0<span title=\"45:42\">experience<\/span>\u00a0<span title=\"45:42\">that<\/span>\u00a0<span title=\"45:43\">was<\/span>\u00a0<span title=\"45:44\">commensurate<\/span>\u00a0<span title=\"45:44\">to<\/span>\u00a0<span title=\"45:44\">the<\/span>\u00a0<span title=\"45:45\">product,<\/span>\u00a0<\/span><span data-start=\"00:45:44.910\" data-end=\"00:45:46.670\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:45\">because<\/span>\u00a0<span title=\"45:45\">that\u2019s<\/span>\u00a0<span title=\"45:45\">really<\/span>\u00a0<span title=\"45:46\">hard<\/span>\u00a0<span title=\"45:46\">with<\/span>\u00a0<span title=\"45:46\">our<\/span>\u00a0<span title=\"45:46\">product.<\/span><\/span><br \/><span data-start=\"00:45:46.870\" data-end=\"00:45:48.870\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:47\">Our<\/span>\u00a0<span title=\"45:47\">product<\/span>\u00a0<span title=\"45:47\">is<\/span>\u00a0<span title=\"45:47\">really<\/span>\u00a0<span title=\"45:48\">weird<\/span>\u00a0<span title=\"45:48\">and<\/span>\u00a0<span title=\"45:48\">complicated.<\/span><\/span><br \/><span data-start=\"00:45:49.830\" data-end=\"00:45:52.930\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:50\">And<\/span>\u00a0<span title=\"45:50\">so<\/span>\u00a0<span title=\"45:50\">that\u2019s<\/span>\u00a0<span title=\"45:50\">something<\/span>\u00a0<span title=\"45:50\">that\u2019s<\/span>\u00a0<span title=\"45:50\">overlooked<\/span>\u00a0<span title=\"45:51\">with<\/span>\u00a0<span title=\"45:51\">Lovesack.<\/span>\u00a0<span title=\"45:52\">And<\/span>\u00a0<span title=\"45:52\">I<\/span>\u00a0<span title=\"45:53\">think<\/span>\u00a0<span title=\"45:53\">a<\/span>\u00a0<span title=\"45:53\">lot<\/span>\u00a0<span title=\"45:53\">of<\/span>\u00a0<\/span><span data-start=\"00:45:52.930\" data-end=\"00:45:55.890\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:53\">our<\/span>\u00a0<span title=\"45:53\">copycats<\/span>\u00a0<span title=\"45:54\">and<\/span>\u00a0<span title=\"45:54\">competitors<\/span>\u00a0<span title=\"45:55\">are<\/span>\u00a0<span title=\"45:55\">realizing<\/span>\u00a0<span title=\"45:56\">that.<\/span><\/span><br \/><span data-start=\"00:45:56.050\" data-end=\"00:46:00.470\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"45:56\">You<\/span>\u00a0<span title=\"45:56\">can\u2019t<\/span>\u00a0<span title=\"45:56\">just<\/span>\u00a0<span title=\"45:57\">use<\/span>\u00a0<span title=\"45:57\">a<\/span>\u00a0<span title=\"45:57\">Shopify<\/span>\u00a0<span title=\"45:58\">checkout<\/span>\u00a0<span title=\"45:58\">if<\/span>\u00a0<span title=\"45:59\">you\u2019re<\/span>\u00a0<span title=\"45:59\">going<\/span>\u00a0<span title=\"45:59\">to<\/span>\u00a0<span title=\"45:59\">sell<\/span>\u00a0<span title=\"46:00\">something<\/span>\u00a0<span title=\"46:00\">as<\/span>\u00a0<span title=\"46:00\">dynamic<\/span>\u00a0<\/span><span data-start=\"00:46:00.470\" data-end=\"00:46:04.170\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:00\">as,<\/span>\u00a0<span title=\"46:01\">let\u2019s<\/span>\u00a0<span title=\"46:01\">say,<\/span>\u00a0<span title=\"46:01\">factionals<\/span>\u00a0<span title=\"46:02\">where,<\/span>\u00a0<span title=\"46:03\">you<\/span>\u00a0<span title=\"46:03\">know,<\/span>\u00a0<span title=\"46:03\">you<\/span>\u00a0<span title=\"46:03\">can<\/span>\u00a0<span title=\"46:03\">buy<\/span>\u00a0<span title=\"46:03\">a<\/span>\u00a0<span title=\"46:04\">bunch<\/span>\u00a0<span title=\"46:04\">of<\/span>\u00a0<span title=\"46:04\">these<\/span>\u00a0<span title=\"46:04\">and<\/span>\u00a0<\/span><span data-start=\"00:46:04.170\" data-end=\"00:46:06.990\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:04\">a<\/span>\u00a0<span title=\"46:04\">bunch<\/span>\u00a0<span title=\"46:04\">of<\/span>\u00a0<span title=\"46:04\">those<\/span>\u00a0<span title=\"46:05\">and<\/span>\u00a0<span title=\"46:05\">combine<\/span>\u00a0<span title=\"46:05\">them<\/span>\u00a0<span title=\"46:05\">in<\/span>\u00a0<span title=\"46:05\">a<\/span>\u00a0<span title=\"46:06\">million<\/span>\u00a0<span title=\"46:06\">different<\/span>\u00a0<span title=\"46:06\">ways.<\/span><\/span><br \/><span data-start=\"00:46:07.670\" data-end=\"00:46:11.570\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:08\">How<\/span>\u00a0<span title=\"46:08\">do<\/span>\u00a0<span title=\"46:08\">you,<\/span>\u00a0<span title=\"46:08\">how<\/span>\u00a0<span title=\"46:09\">do<\/span>\u00a0<span title=\"46:09\">you<\/span>\u00a0<span title=\"46:09\">shopping<\/span>\u00a0<span title=\"46:09\">cart<\/span>\u00a0<span title=\"46:10\">that?<\/span>\u00a0<span title=\"46:10\">How<\/span>\u00a0<span title=\"46:10\">do<\/span>\u00a0<span title=\"46:10\">you<\/span>\u00a0<span title=\"46:10\">Amazon<\/span>\u00a0<span title=\"46:11\">that,<\/span>\u00a0<span title=\"46:11\">you<\/span>\u00a0<span title=\"46:11\">know?<\/span><\/span><br \/><span data-start=\"00:46:12.050\" data-end=\"00:46:16.050\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:12\">And<\/span>\u00a0<span title=\"46:12\">so,<\/span>\u00a0<span title=\"46:13\">and<\/span>\u00a0<span title=\"46:13\">so<\/span>\u00a0<span title=\"46:13\">these<\/span>\u00a0<span title=\"46:13\">are<\/span>\u00a0<span title=\"46:13\">superpowers<\/span>\u00a0<span title=\"46:14\">that<\/span>\u00a0<span title=\"46:14\">we\u2019ve<\/span>\u00a0<span title=\"46:14\">developed<\/span>\u00a0<span title=\"46:15\">over<\/span>\u00a0<span title=\"46:15\">a<\/span>\u00a0<span title=\"46:15\">long<\/span>\u00a0<span title=\"46:15\">time<\/span>\u00a0<span title=\"46:16\">and<\/span>\u00a0<\/span><span data-start=\"00:46:16.050\" data-end=\"00:46:18.410\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:16\">thankfully<\/span>\u00a0<span title=\"46:17\">given<\/span>\u00a0<span title=\"46:17\">it<\/span>\u00a0<span title=\"46:17\">enough<\/span>\u00a0<span title=\"46:17\">time<\/span>\u00a0<span title=\"46:18\">to<\/span>\u00a0<span title=\"46:18\">become<\/span>\u00a0<span title=\"46:18\">profitable.<\/span><\/span><br \/><span data-start=\"00:46:18.630\" data-end=\"00:46:22.970\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:19\">So<\/span>\u00a0<span title=\"46:19\">to<\/span>\u00a0<span title=\"46:19\">answer<\/span>\u00a0<span title=\"46:19\">your<\/span>\u00a0<span title=\"46:19\">question<\/span>\u00a0<span title=\"46:20\">about,<\/span>\u00a0<span title=\"46:20\">you<\/span>\u00a0<span title=\"46:21\">know,<\/span>\u00a0<span title=\"46:21\">patience,<\/span>\u00a0<span title=\"46:22\">I<\/span>\u00a0<span title=\"46:22\">think<\/span>\u00a0<span title=\"46:22\">part<\/span>\u00a0<span title=\"46:22\">of<\/span>\u00a0<span title=\"46:23\">it<\/span>\u00a0<span title=\"46:23\">is<\/span>\u00a0<\/span><span data-start=\"00:46:22.970\" data-end=\"00:46:27.450\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:23\">just<\/span>\u00a0<span title=\"46:23\">been<\/span>\u00a0<span title=\"46:23\">our<\/span>\u00a0<span title=\"46:24\">lot<\/span>\u00a0<span title=\"46:24\">in<\/span>\u00a0<span title=\"46:24\">life<\/span>\u00a0<span title=\"46:24\">to,<\/span>\u00a0<span title=\"46:25\">to<\/span>\u00a0<span title=\"46:26\">be,<\/span>\u00a0<span title=\"46:26\">to<\/span>\u00a0<span title=\"46:26\">have<\/span>\u00a0<span title=\"46:26\">patience<\/span>\u00a0<span title=\"46:27\">forced<\/span>\u00a0<span title=\"46:27\">on<\/span>\u00a0<span title=\"46:27\">us.<\/span><\/span><br \/><span data-start=\"00:46:27.450\" data-end=\"00:46:30.870\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:27\">But<\/span>\u00a0<span title=\"46:28\">secondly,<\/span>\u00a0<span title=\"46:30\">real<\/span>\u00a0<span title=\"46:30\">discipline<\/span>\u00a0<span title=\"46:30\">around.<\/span><\/span><\/p>\n<p><small>[46:32]<\/small>\u00a0<span data-start=\"00:46:32.025\" data-end=\"00:46:37.805\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:32\">Our<\/span>\u00a0<span title=\"46:32\">CLV<\/span>\u00a0<span title=\"46:33\">and<\/span>\u00a0<span title=\"46:33\">CAC<\/span>\u00a0<span title=\"46:33\">metrics.<\/span>\u00a0<span title=\"46:34\">So<\/span>\u00a0<span title=\"46:34\">we<\/span>\u00a0<span title=\"46:34\">are,<\/span>\u00a0<span title=\"46:35\">we<\/span>\u00a0<span title=\"46:35\">are,<\/span>\u00a0<span title=\"46:36\">and<\/span>\u00a0<span title=\"46:37\">have<\/span>\u00a0<span title=\"46:37\">been<\/span>\u00a0<span title=\"46:37\">for<\/span>\u00a0<span title=\"46:37\">a<\/span>\u00a0<span title=\"46:37\">long<\/span>\u00a0<span title=\"46:38\">time,<\/span>\u00a0<\/span><span data-start=\"00:46:37.905\" data-end=\"00:46:42.325\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:38\">carefully<\/span>\u00a0<span title=\"46:38\">monitoring<\/span>\u00a0<span title=\"46:39\">them,<\/span>\u00a0<span title=\"46:40\">tracking<\/span>\u00a0<span title=\"46:40\">them,<\/span>\u00a0<span title=\"46:41\">constantly<\/span>\u00a0<span title=\"46:41\">innovating<\/span>\u00a0<span title=\"46:42\">and<\/span>\u00a0<span title=\"46:42\">refining<\/span>\u00a0<\/span><span data-start=\"00:46:42.325\" data-end=\"00:46:45.405\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:42\">on<\/span>\u00a0<span title=\"46:43\">the<\/span>\u00a0<span title=\"46:43\">marketing<\/span>\u00a0<span title=\"46:43\">side,<\/span>\u00a0<span title=\"46:44\">these<\/span>\u00a0<span title=\"46:44\">things<\/span>\u00a0<span title=\"46:44\">that<\/span>\u00a0<span title=\"46:44\">I<\/span>\u00a0<span title=\"46:44\">mentioned,<\/span>\u00a0<span title=\"46:45\">whether<\/span>\u00a0<span title=\"46:45\">TV,<\/span>\u00a0<\/span><span data-start=\"00:46:46.225\" data-end=\"00:46:53.145\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:46\">you<\/span>\u00a0<span title=\"46:46\">know,<\/span>\u00a0<span title=\"46:47\">over<\/span>\u00a0<span title=\"46:47\">the<\/span>\u00a0<span title=\"46:47\">top,<\/span>\u00a0<span title=\"46:48\">linear,<\/span>\u00a0<span title=\"46:49\">nonlinear,<\/span>\u00a0<span title=\"46:50\">digital<\/span>\u00a0<span title=\"46:50\">marketing<\/span>\u00a0<span title=\"46:50\">with<\/span>\u00a0<span title=\"46:51\">its<\/span>\u00a0<span title=\"46:51\">500<\/span>\u00a0<span title=\"46:53\">heads,<\/span>\u00a0<\/span><span data-start=\"00:46:54.045\" data-end=\"00:46:56.485\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:54\">you<\/span>\u00a0<span title=\"46:54\">know,<\/span>\u00a0<span title=\"46:54\">like<\/span>\u00a0<span title=\"46:55\">I\u2019m<\/span>\u00a0<span title=\"46:55\">talking<\/span>\u00a0<span title=\"46:55\">about<\/span>\u00a0<span title=\"46:55\">species<\/span>\u00a0<span title=\"46:56\">of<\/span>\u00a0<span title=\"46:56\">digital<\/span>\u00a0<span title=\"46:56\">marketing,<\/span>\u00a0<\/span><span data-start=\"00:46:56.545\" data-end=\"00:46:57.585\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:57\">it\u2019s<\/span>\u00a0<span title=\"46:57\">such<\/span>\u00a0<span title=\"46:57\">a<\/span>\u00a0<span title=\"46:57\">big<\/span>\u00a0<span title=\"46:57\">word,<\/span>\u00a0<span title=\"46:57\">right?<\/span><\/span><br \/><span data-start=\"00:46:57.585\" data-end=\"00:47:05.705\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"46:58\">I<\/span>\u00a0<span title=\"46:58\">have<\/span>\u00a0<span title=\"47:00\">to<\/span>\u00a0<span title=\"47:00\">be<\/span>\u00a0<span title=\"47:00\">constantly<\/span>\u00a0<span title=\"47:00\">and<\/span>\u00a0<span title=\"47:01\">tirelessly<\/span>\u00a0<span title=\"47:02\">refined<\/span>\u00a0<span title=\"47:02\">and<\/span>\u00a0<span title=\"47:04\">risk<\/span>\u00a0<span title=\"47:04\">taken<\/span>\u00a0<span title=\"47:04\">and<\/span>\u00a0<span title=\"47:05\">stuff<\/span>\u00a0<span title=\"47:05\">tried<\/span>\u00a0<\/span><span data-start=\"00:47:05.705\" data-end=\"00:47:09.225\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:06\">and<\/span>\u00a0<span title=\"47:06\">stuff<\/span>\u00a0<span title=\"47:06\">failed<\/span>\u00a0<span title=\"47:07\">and<\/span>\u00a0<span title=\"47:07\">all<\/span>\u00a0<span title=\"47:07\">rolled<\/span>\u00a0<span title=\"47:07\">it<\/span>\u00a0<span title=\"47:07\">and<\/span>\u00a0<span title=\"47:07\">it<\/span>\u00a0<span title=\"47:07\">all<\/span>\u00a0<span title=\"47:08\">rolls<\/span>\u00a0<span title=\"47:08\">up<\/span>\u00a0<span title=\"47:08\">into<\/span>\u00a0<span title=\"47:08\">that<\/span>\u00a0<span title=\"47:09\">CLV<\/span>\u00a0<span title=\"47:09\">to<\/span>\u00a0<span title=\"47:09\">CAC<\/span>\u00a0<\/span><span data-start=\"00:47:09.225\" data-end=\"00:47:11.885\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:09\">ratio<\/span>\u00a0<span title=\"47:09\">that<\/span>\u00a0<span title=\"47:10\">you<\/span>\u00a0<span title=\"47:10\">can<\/span>\u00a0<span title=\"47:10\">hope<\/span>\u00a0<span title=\"47:10\">you<\/span>\u00a0<span title=\"47:10\">can<\/span>\u00a0<span title=\"47:10\">keep<\/span>\u00a0<span title=\"47:10\">moving<\/span>\u00a0<span title=\"47:11\">and<\/span>\u00a0<span title=\"47:11\">then<\/span>\u00a0<span title=\"47:11\">couple<\/span>\u00a0<span title=\"47:11\">that<\/span>\u00a0<span title=\"47:11\">with<\/span>\u00a0<span title=\"47:11\">innovation<\/span>\u00a0<\/span><span data-start=\"00:47:11.885\" data-end=\"00:47:14.785\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:12\">so<\/span>\u00a0<span title=\"47:13\">that<\/span>\u00a0<span title=\"47:13\">people<\/span>\u00a0<span title=\"47:13\">can<\/span>\u00a0<span title=\"47:13\">come<\/span>\u00a0<span title=\"47:13\">back<\/span>\u00a0<span title=\"47:14\">and<\/span>\u00a0<span title=\"47:14\">buy<\/span>\u00a0<span title=\"47:15\">more.<\/span><\/span><br \/><span data-start=\"00:47:14.885\" data-end=\"00:47:19.905\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:15\">And<\/span>\u00a0<span title=\"47:15\">so<\/span>\u00a0<span title=\"47:15\">thankfully,<\/span>\u00a0<span title=\"47:16\">look,<\/span>\u00a0<span title=\"47:16\">we<\/span>\u00a0<span title=\"47:16\">chose<\/span>\u00a0<span title=\"47:16\">a<\/span>\u00a0<span title=\"47:16\">category<\/span>\u00a0<span title=\"47:16\">with<\/span>\u00a0<span title=\"47:17\">a<\/span>\u00a0<span title=\"47:17\">high<\/span>\u00a0<span title=\"47:17\">ticket<\/span>\u00a0<span title=\"47:17\">and<\/span>\u00a0<span title=\"47:18\">that<\/span>\u00a0<span title=\"47:18\">drives<\/span>\u00a0<span title=\"47:18\">the<\/span>\u00a0<span title=\"47:19\">lion\u2019s<\/span>\u00a0<span title=\"47:20\">share.<\/span><\/span><br \/><span data-start=\"00:47:20.045\" data-end=\"00:47:23.785\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:20\">That<\/span>\u00a0<span title=\"47:20\">first<\/span>\u00a0<span title=\"47:21\">purchase<\/span>\u00a0<span title=\"47:21\">drives<\/span>\u00a0<span title=\"47:21\">the<\/span>\u00a0<span title=\"47:22\">lion\u2019s<\/span>\u00a0<span title=\"47:22\">share<\/span>\u00a0<span title=\"47:22\">of<\/span>\u00a0<span title=\"47:23\">that<\/span>\u00a0<span title=\"47:23\">CLV<\/span>\u00a0<span title=\"47:23\">to<\/span>\u00a0<span title=\"47:23\">CAC<\/span>\u00a0<span title=\"47:23\">relationship.<\/span><\/span><br \/><span data-start=\"00:47:23.785\" data-end=\"00:47:27.645\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:24\">But<\/span>\u00a0<span title=\"47:24\">our<\/span>\u00a0<span title=\"47:24\">long-term<\/span>\u00a0<span title=\"47:25\">point<\/span>\u00a0<span title=\"47:25\">of<\/span>\u00a0<span title=\"47:25\">view<\/span>\u00a0<span title=\"47:25\">now<\/span>\u00a0<span title=\"47:25\">is<\/span>\u00a0<span title=\"47:26\">not<\/span>\u00a0<span title=\"47:26\">only<\/span>\u00a0<span title=\"47:26\">to<\/span>\u00a0<span title=\"47:27\">find<\/span>\u00a0<span title=\"47:27\">other<\/span>\u00a0<span title=\"47:27\">ways<\/span>\u00a0<span title=\"47:27\">that<\/span>\u00a0<span title=\"47:28\">we<\/span>\u00a0<span title=\"47:28\">can<\/span>\u00a0<\/span><span data-start=\"00:47:27.825\" data-end=\"00:47:31.385\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:28\">do<\/span>\u00a0<span title=\"47:28\">more<\/span>\u00a0<span title=\"47:28\">of<\/span>\u00a0<span title=\"47:29\">that,<\/span>\u00a0<span title=\"47:29\">maybe<\/span>\u00a0<span title=\"47:30\">even<\/span>\u00a0<span title=\"47:30\">in<\/span>\u00a0<span title=\"47:30\">other<\/span>\u00a0<span title=\"47:30\">categories<\/span>\u00a0<span title=\"47:31\">and<\/span>\u00a0<span title=\"47:31\">adjacencies.<\/span><\/span><\/p>\n<p><small>[47:32]<\/small>\u00a0<span data-start=\"00:47:32.465\" data-end=\"00:47:36.045\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:32\">But<\/span>\u00a0<span title=\"47:33\">also<\/span>\u00a0<span title=\"47:33\">give<\/span>\u00a0<span title=\"47:33\">like<\/span>\u00a0<span title=\"47:34\">StealthTack,<\/span>\u00a0<span title=\"47:34\">give<\/span>\u00a0<span title=\"47:34\">people<\/span>\u00a0<span title=\"47:34\">a<\/span>\u00a0<span title=\"47:35\">reason<\/span>\u00a0<span title=\"47:35\">to<\/span>\u00a0<span title=\"47:35\">come<\/span>\u00a0<span title=\"47:35\">back<\/span>\u00a0<span title=\"47:35\">and<\/span>\u00a0<span title=\"47:36\">add<\/span>\u00a0<span title=\"47:36\">on.<\/span><\/span><br \/><span data-start=\"00:47:36.145\" data-end=\"00:47:38.525\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:36\">And<\/span>\u00a0<span title=\"47:36\">then<\/span>\u00a0<span title=\"47:36\">by<\/span>\u00a0<span title=\"47:36\">the<\/span>\u00a0<span title=\"47:37\">way,<\/span>\u00a0<span title=\"47:37\">when<\/span>\u00a0<span title=\"47:37\">they<\/span>\u00a0<span title=\"47:37\">do<\/span>\u00a0<span title=\"47:37\">come<\/span>\u00a0<span title=\"47:37\">back,<\/span>\u00a0<span title=\"47:38\">then<\/span>\u00a0<span title=\"47:38\">they<\/span>\u00a0<span title=\"47:38\">face<\/span>\u00a0<span title=\"47:38\">the<\/span>\u00a0<span title=\"47:38\">consequence<\/span>\u00a0<\/span><span data-start=\"00:47:38.525\" data-end=\"00:47:41.085\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:39\">of,<\/span>\u00a0<span title=\"47:39\">well,<\/span>\u00a0<span title=\"47:39\">what<\/span>\u00a0<span title=\"47:39\">do<\/span>\u00a0<span title=\"47:40\">I<\/span>\u00a0<span title=\"47:40\">do<\/span>\u00a0<span title=\"47:40\">with<\/span>\u00a0<span title=\"47:40\">some<\/span>\u00a0<span title=\"47:40\">of<\/span>\u00a0<span title=\"47:40\">these<\/span>\u00a0<span title=\"47:40\">things<\/span>\u00a0<span title=\"47:40\">that<\/span>\u00a0<span title=\"47:41\">I<\/span>\u00a0<span title=\"47:41\">need<\/span>\u00a0<span title=\"47:41\">to,<\/span>\u00a0<\/span><span data-start=\"00:47:41.585\" data-end=\"00:47:45.065\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:42\">let\u2019s<\/span>\u00a0<span title=\"47:42\">say,<\/span>\u00a0<span title=\"47:42\">I<\/span>\u00a0<span title=\"47:43\">get<\/span>\u00a0<span title=\"47:43\">StealthTack<\/span>\u00a0<span title=\"47:44\">and<\/span>\u00a0<span title=\"47:44\">I<\/span>\u00a0<span title=\"47:44\">got<\/span>\u00a0<span title=\"47:44\">to<\/span>\u00a0<span title=\"47:44\">swap<\/span>\u00a0<span title=\"47:44\">out<\/span>\u00a0<span title=\"47:44\">two<\/span>\u00a0<span title=\"47:45\">of<\/span>\u00a0<span title=\"47:45\">my<\/span>\u00a0<span title=\"47:45\">sides.<\/span><\/span><br \/><span data-start=\"00:47:45.185\" data-end=\"00:47:50.325\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:45\">Well,<\/span>\u00a0<span title=\"47:46\">okay,<\/span>\u00a0<span title=\"47:46\">the<\/span>\u00a0<span title=\"47:47\">obvious<\/span>\u00a0<span title=\"47:47\">answer<\/span>\u00a0<span title=\"47:48\">is<\/span>\u00a0<span title=\"47:48\">I<\/span>\u00a0<span title=\"47:48\">don\u2019t<\/span>\u00a0<span title=\"47:49\">want<\/span>\u00a0<span title=\"47:49\">to<\/span>\u00a0<span title=\"47:49\">throw<\/span>\u00a0<span title=\"47:50\">those<\/span>\u00a0<span title=\"47:50\">in<\/span>\u00a0<span title=\"47:50\">the<\/span>\u00a0<span title=\"47:50\">trash.<\/span><\/span><br \/><span data-start=\"00:47:50.445\" data-end=\"00:47:54.885\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:50\">We<\/span>\u00a0<span title=\"47:50\">don\u2019t<\/span>\u00a0<span title=\"47:51\">want<\/span>\u00a0<span title=\"47:51\">them<\/span>\u00a0<span title=\"47:51\">throwing<\/span>\u00a0<span title=\"47:51\">them<\/span>\u00a0<span title=\"47:51\">in<\/span>\u00a0<span title=\"47:52\">the<\/span>\u00a0<span title=\"47:52\">trash<\/span>\u00a0<span title=\"47:52\">and<\/span>\u00a0<span title=\"47:53\">they<\/span>\u00a0<span title=\"47:53\">may<\/span>\u00a0<span title=\"47:54\">not<\/span>\u00a0<span title=\"47:54\">need<\/span>\u00a0<span title=\"47:54\">another<\/span>\u00a0<span title=\"47:54\">couch<\/span>\u00a0<span title=\"47:54\">in<\/span>\u00a0<span title=\"47:55\">another<\/span>\u00a0<span title=\"47:55\">room.<\/span><\/span><br \/><span data-start=\"00:47:55.065\" data-end=\"00:47:58.525\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:55\">So<\/span>\u00a0<span title=\"47:55\">it\u2019s<\/span>\u00a0<span title=\"47:56\">leading<\/span>\u00a0<span title=\"47:56\">us<\/span>\u00a0<span title=\"47:56\">to<\/span>\u00a0<span title=\"47:56\">services,<\/span>\u00a0<span title=\"47:57\">trade<\/span>\u00a0<span title=\"47:57\">in,<\/span>\u00a0<span title=\"47:58\">trade<\/span>\u00a0<span title=\"47:58\">up,<\/span>\u00a0<span title=\"47:58\">recycle,<\/span>\u00a0<\/span><span data-start=\"00:47:58.705\" data-end=\"00:48:02.305\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"47:59\">you<\/span>\u00a0<span title=\"47:59\">know,<\/span>\u00a0<span title=\"47:59\">all<\/span>\u00a0<span title=\"47:59\">kinds<\/span>\u00a0<span title=\"47:59\">of<\/span>\u00a0<span title=\"47:59\">things<\/span>\u00a0<span title=\"48:00\">that<\/span>\u00a0<span title=\"48:00\">will<\/span>\u00a0<span title=\"48:00\">again,<\/span>\u00a0<span title=\"48:01\">give<\/span>\u00a0<span title=\"48:01\">us<\/span>\u00a0<span title=\"48:01\">more<\/span>\u00a0<span title=\"48:02\">reasons<\/span>\u00a0<span title=\"48:02\">to<\/span>\u00a0<span title=\"48:02\">reach<\/span>\u00a0<\/span><span data-start=\"00:48:02.305\" data-end=\"00:48:03.205\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:02\">out<\/span>\u00a0<span title=\"48:02\">and<\/span>\u00a0<span title=\"48:03\">touch<\/span>\u00a0<span title=\"48:03\">that<\/span>\u00a0<span title=\"48:03\">customer.<\/span><\/span><br \/><span data-start=\"00:48:03.365\" data-end=\"00:48:10.865\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:03\">And<\/span>\u00a0<span title=\"48:03\">so<\/span>\u00a0<span title=\"48:04\">I<\/span>\u00a0<span title=\"48:04\">think<\/span>\u00a0<span title=\"48:05\">that<\/span>\u00a0<span title=\"48:05\">if<\/span>\u00a0<span title=\"48:08\">you<\/span>\u00a0<span title=\"48:08\">relentlessly<\/span>\u00a0<span title=\"48:10\">pursue.<\/span><\/span><\/p>\n<p><small>[48:13]<\/small>\u00a0<span data-start=\"00:48:12.569\" data-end=\"00:48:18.829\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:13\">A<\/span>\u00a0<span title=\"48:13\">good<\/span>\u00a0<span title=\"48:13\">concept<\/span>\u00a0<span title=\"48:14\">with<\/span>\u00a0<span title=\"48:15\">good<\/span>\u00a0<span title=\"48:16\">intentions<\/span>\u00a0<span title=\"48:16\">being<\/span>\u00a0<span title=\"48:16\">driven<\/span>\u00a0<span title=\"48:17\">by<\/span>\u00a0<span title=\"48:17\">good<\/span>\u00a0<span title=\"48:17\">philosophy<\/span>\u00a0<span title=\"48:18\">and<\/span>\u00a0<span title=\"48:18\">purpose<\/span>\u00a0<\/span><span data-start=\"00:48:18.829\" data-end=\"00:48:22.569\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:19\">like<\/span>\u00a0<span title=\"48:19\">I\u2019ve<\/span>\u00a0<span title=\"48:19\">described,<\/span>\u00a0<span title=\"48:20\">it\u2019s<\/span>\u00a0<span title=\"48:21\">been<\/span>\u00a0<span title=\"48:21\">my<\/span>\u00a0<span title=\"48:21\">experience<\/span>\u00a0<span title=\"48:21\">that<\/span>\u00a0<span title=\"48:21\">the<\/span>\u00a0<span title=\"48:22\">universe<\/span>\u00a0<span title=\"48:22\">kind<\/span>\u00a0<span title=\"48:22\">of<\/span>\u00a0<span title=\"48:22\">unfolds<\/span>\u00a0<\/span><span data-start=\"00:48:22.569\" data-end=\"00:48:24.269\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:23\">for<\/span>\u00a0<span title=\"48:23\">you,<\/span>\u00a0<span title=\"48:23\">but<\/span>\u00a0<span title=\"48:23\">it<\/span>\u00a0<span title=\"48:23\">doesn\u2019t<\/span>\u00a0<span title=\"48:24\">do<\/span>\u00a0<span title=\"48:24\">it<\/span>\u00a0<span title=\"48:24\">overnight.<\/span><\/span><br \/><span data-start=\"00:48:24.869\" data-end=\"00:48:28.109\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:25\">And<\/span>\u00a0<span title=\"48:25\">you<\/span>\u00a0<span title=\"48:25\">can\u2019t<\/span>\u00a0<span title=\"48:26\">just<\/span>\u00a0<span title=\"48:26\">have<\/span>\u00a0<span title=\"48:26\">a,<\/span>\u00a0<span title=\"48:26\">at<\/span>\u00a0<span title=\"48:27\">least<\/span>\u00a0<span title=\"48:27\">in<\/span>\u00a0<span title=\"48:27\">my<\/span>\u00a0<span title=\"48:27\">experience,<\/span>\u00a0<span title=\"48:27\">you<\/span>\u00a0<span title=\"48:27\">can\u2019t<\/span>\u00a0<span title=\"48:28\">just<\/span>\u00a0<span title=\"48:28\">have<\/span>\u00a0<span title=\"48:28\">a<\/span>\u00a0<\/span><span data-start=\"00:48:28.109\" data-end=\"00:48:30.929\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:28\">master<\/span>\u00a0<span title=\"48:28\">plan<\/span>\u00a0<span title=\"48:29\">and<\/span>\u00a0<span title=\"48:29\">be<\/span>\u00a0<span title=\"48:29\">like,<\/span>\u00a0<span title=\"48:30\">we\u2019re<\/span>\u00a0<span title=\"48:30\">gonna<\/span>\u00a0<span title=\"48:30\">do<\/span>\u00a0<span title=\"48:30\">this<\/span>\u00a0<span title=\"48:30\">and<\/span>\u00a0<span title=\"48:30\">then<\/span>\u00a0<span title=\"48:30\">that<\/span>\u00a0<span title=\"48:31\">and<\/span>\u00a0<span title=\"48:31\">that.<\/span><\/span><br \/><span data-start=\"00:48:31.029\" data-end=\"00:48:34.389\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:31\">You<\/span>\u00a0<span title=\"48:31\">have<\/span>\u00a0<span title=\"48:31\">to<\/span>\u00a0<span title=\"48:31\">iterate<\/span>\u00a0<span title=\"48:32\">to<\/span>\u00a0<span title=\"48:32\">it.<\/span>\u00a0<span title=\"48:32\">You<\/span>\u00a0<span title=\"48:32\">have<\/span>\u00a0<span title=\"48:32\">to<\/span>\u00a0<span title=\"48:33\">observe,<\/span>\u00a0<span title=\"48:33\">you<\/span>\u00a0<span title=\"48:33\">have<\/span>\u00a0<span title=\"48:33\">to<\/span>\u00a0<span title=\"48:34\">live<\/span>\u00a0<span title=\"48:34\">some,<\/span>\u00a0<\/span><span data-start=\"00:48:34.469\" data-end=\"00:48:37.589\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:34\">like<\/span>\u00a0<span title=\"48:35\">when<\/span>\u00a0<span title=\"48:35\">we<\/span>\u00a0<span title=\"48:35\">launched<\/span>\u00a0<span title=\"48:35\">Stealth<\/span>\u00a0<span title=\"48:35\">Tech,<\/span>\u00a0<span title=\"48:36\">we<\/span>\u00a0<span title=\"48:36\">just,<\/span>\u00a0<span title=\"48:36\">you<\/span>\u00a0<span title=\"48:36\">know,<\/span>\u00a0<span title=\"48:37\">it\u2019s<\/span>\u00a0<span title=\"48:37\">easy<\/span>\u00a0<span title=\"48:37\">now<\/span>\u00a0<span title=\"48:37\">to<\/span>\u00a0<span title=\"48:37\">look<\/span>\u00a0<\/span><span data-start=\"00:48:37.589\" data-end=\"00:48:40.649\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:38\">back<\/span>\u00a0<span title=\"48:38\">in<\/span>\u00a0<span title=\"48:38\">hindsight<\/span>\u00a0<span title=\"48:38\">and<\/span>\u00a0<span title=\"48:38\">be<\/span>\u00a0<span title=\"48:38\">like,<\/span>\u00a0<span title=\"48:39\">well,<\/span>\u00a0<span title=\"48:39\">of<\/span>\u00a0<span title=\"48:39\">course<\/span>\u00a0<span title=\"48:39\">people<\/span>\u00a0<span title=\"48:39\">are<\/span>\u00a0<span title=\"48:39\">gonna<\/span>\u00a0<span title=\"48:39\">want<\/span>\u00a0<span title=\"48:40\">to<\/span>\u00a0<span title=\"48:40\">or<\/span>\u00a0<span title=\"48:40\">trade<\/span>\u00a0<\/span><span data-start=\"00:48:40.649\" data-end=\"00:48:41.969\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:41\">in<\/span>\u00a0<span title=\"48:41\">their<\/span>\u00a0<span title=\"48:41\">sides<\/span>\u00a0<span title=\"48:41\">or<\/span>\u00a0<span title=\"48:42\">do<\/span>\u00a0<span title=\"48:42\">whatever.<\/span><\/span><br \/><span data-start=\"00:48:42.649\" data-end=\"00:48:46.289\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:43\">But<\/span>\u00a0<span title=\"48:43\">some<\/span>\u00a0<span title=\"48:43\">of<\/span>\u00a0<span title=\"48:43\">those<\/span>\u00a0<span title=\"48:43\">things<\/span>\u00a0<span title=\"48:44\">aren\u2019t<\/span>\u00a0<span title=\"48:44\">always<\/span>\u00a0<span title=\"48:44\">so<\/span>\u00a0<span title=\"48:44\">apparent.<\/span>\u00a0<span title=\"48:45\">And<\/span>\u00a0<span title=\"48:45\">you<\/span>\u00a0<span title=\"48:45\">need<\/span>\u00a0<span title=\"48:45\">to<\/span>\u00a0<span title=\"48:45\">plunge<\/span>\u00a0<span title=\"48:46\">yourself<\/span>\u00a0<\/span><span data-start=\"00:48:46.289\" data-end=\"00:48:52.029\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:46\">into<\/span>\u00a0<span title=\"48:46\">the<\/span>\u00a0<span title=\"48:47\">pool,<\/span>\u00a0<span title=\"48:48\">see<\/span>\u00a0<span title=\"48:48\">what<\/span>\u00a0<span title=\"48:48\">comes<\/span>\u00a0<span title=\"48:48\">of<\/span>\u00a0<span title=\"48:49\">it,<\/span>\u00a0<span title=\"48:50\">and<\/span>\u00a0<span title=\"48:50\">then<\/span>\u00a0<span title=\"48:51\">react<\/span>\u00a0<span title=\"48:52\">to<\/span>\u00a0<span title=\"48:52\">that.<\/span><\/span><br \/><span data-start=\"00:48:52.169\" data-end=\"00:48:54.749\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:52\">And<\/span>\u00a0<span title=\"48:52\">some<\/span>\u00a0<span title=\"48:53\">of<\/span>\u00a0<span title=\"48:53\">those<\/span>\u00a0<span title=\"48:53\">reactions<\/span>\u00a0<span title=\"48:53\">can<\/span>\u00a0<span title=\"48:53\">take<\/span>\u00a0<span title=\"48:54\">years<\/span>\u00a0<span title=\"48:54\">to<\/span>\u00a0<span title=\"48:54\">unfold.<\/span>\u00a0<span title=\"48:54\">Like<\/span>\u00a0<span title=\"48:54\">some<\/span>\u00a0<span title=\"48:54\">of<\/span>\u00a0<span title=\"48:54\">these<\/span>\u00a0<span title=\"48:54\">services<\/span>\u00a0<\/span><span data-start=\"00:48:54.749\" data-end=\"00:48:58.589\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:55\">that<\/span>\u00a0<span title=\"48:55\">I<\/span>\u00a0<span title=\"48:55\">just<\/span>\u00a0<span title=\"48:55\">described<\/span>\u00a0<span title=\"48:55\">and<\/span>\u00a0<span title=\"48:56\">whatnot,<\/span>\u00a0<span title=\"48:56\">they\u2019ll<\/span>\u00a0<span title=\"48:56\">take<\/span>\u00a0<span title=\"48:56\">us<\/span>\u00a0<span title=\"48:57\">years<\/span>\u00a0<span title=\"48:57\">to<\/span>\u00a0<span title=\"48:58\">manifest.<\/span><\/span><\/p>\n<p><small>[48:59]<\/small>\u00a0<span data-start=\"00:48:59.349\" data-end=\"00:49:03.009\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"48:59\">But<\/span>\u00a0<span title=\"48:59\">the<\/span>\u00a0<span title=\"49:00\">nice<\/span>\u00a0<span title=\"49:00\">thing<\/span>\u00a0<span title=\"49:00\">is,<\/span>\u00a0<span title=\"49:01\">the<\/span>\u00a0<span title=\"49:01\">core<\/span>\u00a0<span title=\"49:01\">business<\/span>\u00a0<span title=\"49:01\">can<\/span>\u00a0<span title=\"49:02\">generate<\/span>\u00a0<span title=\"49:02\">profits<\/span>\u00a0<span title=\"49:03\">that<\/span>\u00a0<span title=\"49:03\">will<\/span>\u00a0<span title=\"49:03\">carry<\/span>\u00a0<\/span><span data-start=\"00:49:03.009\" data-end=\"00:49:05.969\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:03\">us<\/span>\u00a0<span title=\"49:03\">to<\/span>\u00a0<span title=\"49:03\">that<\/span>\u00a0<span title=\"49:04\">and<\/span>\u00a0<span title=\"49:04\">we\u2019ll<\/span>\u00a0<span title=\"49:04\">invest<\/span>\u00a0<span title=\"49:04\">some<\/span>\u00a0<span title=\"49:04\">of<\/span>\u00a0<span title=\"49:04\">those<\/span>\u00a0<span title=\"49:04\">profits<\/span>\u00a0<span title=\"49:05\">in<\/span>\u00a0<span title=\"49:05\">that<\/span>\u00a0<span title=\"49:05\">innovation<\/span>\u00a0<span title=\"49:05\">that<\/span>\u00a0<span title=\"49:06\">I\u2019m<\/span>\u00a0<span title=\"49:06\">describing.<\/span><\/span><br \/><span data-start=\"00:49:06.169\" data-end=\"00:49:09.269\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:06\">But<\/span>\u00a0<span title=\"49:06\">it\u2019s<\/span>\u00a0<span title=\"49:07\">like,<\/span>\u00a0<span title=\"49:07\">it\u2019s<\/span>\u00a0<span title=\"49:07\">just<\/span>\u00a0<span title=\"49:07\">relentless,<\/span>\u00a0<span title=\"49:08\">man.<\/span>\u00a0<span title=\"49:08\">It\u2019s<\/span>\u00a0<span title=\"49:09\">tiring.<\/span><\/span><br \/><span data-start=\"00:49:09.629\" data-end=\"00:49:13.509\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:10\">It\u2019s<\/span>\u00a0<span title=\"49:10\">like<\/span>\u00a0<span title=\"49:10\">you<\/span>\u00a0<span title=\"49:10\">have<\/span>\u00a0<span title=\"49:11\">to<\/span>\u00a0<span title=\"49:11\">have<\/span>\u00a0<span title=\"49:11\">the<\/span>\u00a0<span title=\"49:11\">stomach<\/span>\u00a0<span title=\"49:11\">to<\/span>\u00a0<span title=\"49:12\">go<\/span>\u00a0<span title=\"49:12\">the<\/span>\u00a0<span title=\"49:13\">distance.<\/span>\u00a0<span title=\"49:13\">And<\/span>\u00a0<span title=\"49:13\">that\u2019s<\/span>\u00a0<span title=\"49:13\">where<\/span>\u00a0<\/span><span data-start=\"00:49:13.509\" data-end=\"00:49:15.869\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:14\">the<\/span>\u00a0<span title=\"49:14\">time<\/span>\u00a0<span title=\"49:14\">horizon,<\/span>\u00a0<span title=\"49:14\">look,<\/span>\u00a0<span title=\"49:15\">I\u2019m<\/span>\u00a0<span title=\"49:15\">a<\/span>\u00a0<span title=\"49:15\">big<\/span>\u00a0<span title=\"49:15\">advocate<\/span>\u00a0<span title=\"49:15\">of<\/span>\u00a0<span title=\"49:16\">it.<\/span><\/span><br \/><span data-start=\"00:49:16.489\" data-end=\"00:49:21.309\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:16\">Culturally,<\/span>\u00a0<span title=\"49:18\">you<\/span>\u00a0<span title=\"49:18\">know,<\/span>\u00a0<span title=\"49:18\">like<\/span>\u00a0<span title=\"49:19\">when<\/span>\u00a0<span title=\"49:20\">my<\/span>\u00a0<span title=\"49:20\">whole<\/span>\u00a0<span title=\"49:20\">organization<\/span>\u00a0<span title=\"49:21\">knows,<\/span>\u00a0<\/span><span data-start=\"00:49:21.669\" data-end=\"00:49:25.569\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:22\">like<\/span>\u00a0<span title=\"49:22\">the<\/span>\u00a0<span title=\"49:22\">theme<\/span>\u00a0<span title=\"49:22\">of<\/span>\u00a0<span title=\"49:22\">our<\/span>\u00a0<span title=\"49:23\">manager<\/span>\u00a0<span title=\"49:23\">fest<\/span>\u00a0<span title=\"49:23\">a<\/span>\u00a0<span title=\"49:24\">month<\/span>\u00a0<span title=\"49:24\">ago,<\/span>\u00a0<span title=\"49:25\">this<\/span>\u00a0<span title=\"49:25\">is<\/span>\u00a0<span title=\"49:25\">where<\/span>\u00a0<span title=\"49:25\">we<\/span>\u00a0<span title=\"49:25\">all<\/span>\u00a0<span title=\"49:25\">get<\/span>\u00a0<span title=\"49:25\">together<\/span>\u00a0<\/span><span data-start=\"00:49:25.569\" data-end=\"00:49:28.869\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:26\">once<\/span>\u00a0<span title=\"49:26\">a<\/span>\u00a0<span title=\"49:26\">year,<\/span>\u00a0<span title=\"49:27\">was<\/span>\u00a0<span title=\"49:27\">25<\/span>\u00a0<span title=\"49:28\">and<\/span>\u00a0<span title=\"49:28\">25<\/span>\u00a0<span title=\"49:28\">more.<\/span><\/span><br \/><span data-start=\"00:49:29.409\" data-end=\"00:49:34.309\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:29\">And<\/span>\u00a0<span title=\"49:30\">I\u2019m<\/span>\u00a0<span title=\"49:30\">not<\/span>\u00a0<span title=\"49:30\">kidding.<\/span>\u00a0<span title=\"49:30\">Like<\/span>\u00a0<span title=\"49:31\">my<\/span>\u00a0<span title=\"49:31\">personal<\/span>\u00a0<span title=\"49:32\">point<\/span>\u00a0<span title=\"49:32\">of<\/span>\u00a0<span title=\"49:32\">view,<\/span>\u00a0<span title=\"49:33\">if<\/span>\u00a0<span title=\"49:33\">I\u2019m<\/span>\u00a0<span title=\"49:34\">allowed<\/span>\u00a0<span title=\"49:34\">to<\/span>\u00a0<span title=\"49:34\">be<\/span>\u00a0<span title=\"49:34\">here<\/span>\u00a0<\/span><span data-start=\"00:49:34.309\" data-end=\"00:49:37.949\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:34\">as<\/span>\u00a0<span title=\"49:34\">a<\/span>\u00a0<span title=\"49:35\">public<\/span>\u00a0<span title=\"49:35\">company<\/span>\u00a0<span title=\"49:35\">CEO,<\/span>\u00a0<span title=\"49:35\">if<\/span>\u00a0<span title=\"49:36\">I<\/span>\u00a0<span title=\"49:36\">do<\/span>\u00a0<span title=\"49:37\">good<\/span>\u00a0<span title=\"49:37\">enough<\/span>\u00a0<span title=\"49:37\">to<\/span>\u00a0<span title=\"49:37\">stay<\/span>\u00a0<span title=\"49:37\">in<\/span>\u00a0<span title=\"49:38\">the<\/span>\u00a0<span title=\"49:38\">seat,<\/span>\u00a0<\/span><span data-start=\"00:49:38.329\" data-end=\"00:49:41.049\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:38\">which<\/span>\u00a0<span title=\"49:38\">is<\/span>\u00a0<span title=\"49:39\">inherent,<\/span>\u00a0<span title=\"49:40\">and<\/span>\u00a0<span title=\"49:40\">that\u2019s<\/span>\u00a0<span title=\"49:40\">why<\/span>\u00a0<span title=\"49:40\">I<\/span>\u00a0<span title=\"49:40\">love<\/span>\u00a0<span title=\"49:41\">the<\/span>\u00a0<span title=\"49:41\">structure.<\/span><\/span><br \/><span data-start=\"00:49:41.789\" data-end=\"00:49:44.309\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:42\">It<\/span>\u00a0<span title=\"49:42\">forces<\/span>\u00a0<span title=\"49:42\">you<\/span>\u00a0<span title=\"49:43\">to<\/span>\u00a0<span title=\"49:43\">be<\/span>\u00a0<span title=\"49:43\">awesome,<\/span>\u00a0<span title=\"49:44\">you<\/span>\u00a0<span title=\"49:44\">know?<\/span><\/span><\/p>\n<p><small>[49:45]<\/small>\u00a0<span data-start=\"00:49:45.129\" data-end=\"00:49:49.149\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:45\">If<\/span>\u00a0<span title=\"49:46\">I<\/span>\u00a0<span title=\"49:46\">can<\/span>\u00a0<span title=\"49:46\">do<\/span>\u00a0<span title=\"49:46\">that,<\/span>\u00a0<span title=\"49:47\">but<\/span>\u00a0<span title=\"49:47\">the<\/span>\u00a0<span title=\"49:47\">fact<\/span>\u00a0<span title=\"49:47\">that<\/span>\u00a0<span title=\"49:47\">my<\/span>\u00a0<span title=\"49:47\">organization<\/span>\u00a0<span title=\"49:48\">knows<\/span>\u00a0<span title=\"49:48\">that<\/span>\u00a0<span title=\"49:48\">I\u2019m<\/span>\u00a0<span title=\"49:49\">in<\/span>\u00a0<span title=\"49:49\">for<\/span>\u00a0<span title=\"49:49\">another<\/span>\u00a0<\/span><span data-start=\"00:49:49.149\" data-end=\"00:49:54.409\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:49\">25,<\/span>\u00a0<span title=\"49:50\">you<\/span>\u00a0<span title=\"49:50\">know<\/span>\u00a0<span title=\"49:50\">how<\/span>\u00a0<span title=\"49:51\">grounding<\/span>\u00a0<span title=\"49:51\">that<\/span>\u00a0<span title=\"49:51\">is<\/span>\u00a0<span title=\"49:52\">and<\/span>\u00a0<span title=\"49:52\">stabilizing<\/span>\u00a0<span title=\"49:53\">that<\/span>\u00a0<span title=\"49:53\">is,<\/span>\u00a0<span title=\"49:53\">as<\/span>\u00a0<span title=\"49:53\">opposed<\/span>\u00a0<span title=\"49:54\">to,<\/span>\u00a0<\/span><span data-start=\"00:49:54.549\" data-end=\"00:49:58.089\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:55\">man,<\/span>\u00a0<span title=\"49:55\">when\u2019s<\/span>\u00a0<span title=\"49:55\">Sean\u2019s<\/span>\u00a0<span title=\"49:55\">gonna<\/span>\u00a0<span title=\"49:56\">sell<\/span>\u00a0<span title=\"49:56\">his<\/span>\u00a0<span title=\"49:56\">stock<\/span>\u00a0<span title=\"49:57\">and<\/span>\u00a0<span title=\"49:57\">bail<\/span>\u00a0<span title=\"49:57\">and<\/span>\u00a0<span title=\"49:57\">go<\/span>\u00a0<span title=\"49:57\">start<\/span>\u00a0<span title=\"49:58\">his<\/span>\u00a0<span title=\"49:58\">next<\/span>\u00a0<span title=\"49:58\">company?<\/span><\/span><br \/><span data-start=\"00:49:58.809\" data-end=\"00:50:02.129\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"49:59\">That\u2019s<\/span>\u00a0<span title=\"49:59\">what<\/span>\u00a0<span title=\"49:59\">I\u2019m<\/span>\u00a0<span title=\"49:59\">supposed<\/span>\u00a0<span title=\"49:59\">to<\/span>\u00a0<span title=\"50:00\">do,<\/span>\u00a0<span title=\"50:00\">isn\u2019t<\/span>\u00a0<span title=\"50:00\">it?<\/span>\u00a0<span title=\"50:00\">That\u2019s<\/span>\u00a0<span title=\"50:01\">how<\/span>\u00a0<span title=\"50:01\">I<\/span>\u00a0<span title=\"50:01\">become<\/span>\u00a0<span title=\"50:01\">a<\/span>\u00a0<span title=\"50:01\">bazillionaire,<\/span>\u00a0<span title=\"50:02\">isn\u2019t<\/span>\u00a0<span title=\"50:02\">it?<\/span><\/span><br \/><span data-start=\"00:50:02.929\" data-end=\"00:50:05.969\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:03\">I\u2019m<\/span>\u00a0<span title=\"50:03\">not<\/span>\u00a0<span title=\"50:03\">interested<\/span>\u00a0<span title=\"50:04\">in<\/span>\u00a0<span title=\"50:04\">that.<\/span>\u00a0<span title=\"50:04\">I\u2019m<\/span>\u00a0<span title=\"50:04\">interested<\/span>\u00a0<span title=\"50:05\">in<\/span>\u00a0<span title=\"50:05\">building<\/span>\u00a0<span title=\"50:05\">something.<\/span><\/span><br \/><span data-start=\"00:50:06.729\" data-end=\"00:50:13.689\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:07\">And<\/span>\u00a0<span title=\"50:07\">I<\/span>\u00a0<span title=\"50:07\">think<\/span>\u00a0<span title=\"50:07\">that<\/span>\u00a0<span title=\"50:07\">that,<\/span>\u00a0<span title=\"50:08\">I<\/span>\u00a0<span title=\"50:10\">don\u2019t<\/span>\u00a0<span title=\"50:10\">know,<\/span>\u00a0<span title=\"50:11\">desire<\/span>\u00a0<span title=\"50:11\">is<\/span>\u00a0<span title=\"50:12\">actually<\/span>\u00a0<span title=\"50:13\">kind<\/span>\u00a0<span title=\"50:13\">of<\/span>\u00a0<span title=\"50:13\">rare<\/span>\u00a0<span title=\"50:13\">these<\/span>\u00a0<span title=\"50:13\">days.<\/span><\/span><\/p>\n<h2 id=\"chapter11\" class=\"chapter\">Long-Term Vision vs Quick Profit<\/h2>\n<p><small>[50:14]<\/small>\u00a0<span data-start=\"00:50:13.849\" data-end=\"00:50:16.249\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:14\">I<\/span>\u00a0<span title=\"50:14\">think<\/span>\u00a0<span title=\"50:14\">everyone<\/span>\u00a0<span title=\"50:14\">just<\/span>\u00a0<span title=\"50:15\">wants<\/span>\u00a0<span title=\"50:15\">to<\/span>\u00a0<span title=\"50:15\">be<\/span>\u00a0<span title=\"50:15\">a<\/span>\u00a0<span title=\"50:15\">bazillionaire<\/span>\u00a0<span title=\"50:16\">as<\/span>\u00a0<span title=\"50:16\">fast<\/span>\u00a0<span title=\"50:16\">as<\/span>\u00a0<span title=\"50:16\">they<\/span>\u00a0<span title=\"50:16\">can.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[50:17]<\/small>\u00a0<span data-start=\"00:50:17.443\" data-end=\"00:50:22.303\" data-spk=\"0\" data-label=\"Jason\"><span title=\"50:17\">Oh,<\/span>\u00a0<span title=\"50:18\">for<\/span>\u00a0<span title=\"50:18\">sure.<\/span>\u00a0<span title=\"50:19\">Yeah.<\/span>\u00a0<span title=\"50:20\">Everybody\u2019s<\/span>\u00a0<span title=\"50:20\">assuming<\/span>\u00a0<span title=\"50:20\">you\u2019re<\/span>\u00a0<span title=\"50:20\">going<\/span>\u00a0<span title=\"50:21\">to<\/span>\u00a0<span title=\"50:21\">cash<\/span>\u00a0<span title=\"50:21\">out<\/span>\u00a0<span title=\"50:21\">and<\/span>\u00a0<span title=\"50:21\">invest<\/span>\u00a0<span title=\"50:22\">in<\/span>\u00a0<span title=\"50:22\">your<\/span>\u00a0<span title=\"50:22\">first<\/span>\u00a0<span title=\"50:22\">rocket.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[50:24]<\/small>\u00a0<span data-start=\"00:50:23.543\" data-end=\"00:50:30.683\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:24\">Yeah,<\/span>\u00a0<span title=\"50:24\">whatever.<\/span>\u00a0<span title=\"50:24\">And<\/span>\u00a0<span title=\"50:24\">I<\/span>\u00a0<span title=\"50:25\">think<\/span>\u00a0<span title=\"50:26\">it\u2019s<\/span>\u00a0<span title=\"50:26\">sad.<\/span>\u00a0<span title=\"50:27\">Look,<\/span>\u00a0<span title=\"50:28\">I\u2019d<\/span>\u00a0<span title=\"50:29\">love<\/span>\u00a0<span title=\"50:29\">to<\/span>\u00a0<span title=\"50:29\">make<\/span>\u00a0<span title=\"50:30\">a<\/span>\u00a0<span title=\"50:30\">ton<\/span>\u00a0<span title=\"50:30\">of<\/span>\u00a0<span title=\"50:30\">money,<\/span>\u00a0<span title=\"50:30\">whatever.<\/span><\/span><br \/><span data-start=\"00:50:30.903\" data-end=\"00:50:35.323\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:31\">That\u2019s<\/span>\u00a0<span title=\"50:31\">all<\/span>\u00a0<span title=\"50:31\">great.<\/span>\u00a0<span title=\"50:32\">But<\/span>\u00a0<span title=\"50:32\">whatever<\/span>\u00a0<span title=\"50:33\">happened<\/span>\u00a0<span title=\"50:33\">to<\/span>\u00a0<span title=\"50:33\">the<\/span>\u00a0<span title=\"50:34\">ambition<\/span>\u00a0<span title=\"50:34\">of<\/span>\u00a0<span title=\"50:34\">let\u2019s<\/span>\u00a0<span title=\"50:34\">build<\/span>\u00a0<span title=\"50:35\">something<\/span>\u00a0<\/span><span data-start=\"00:50:35.323\" data-end=\"00:50:39.763\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:35\">awesome,<\/span>\u00a0<span title=\"50:36\">no<\/span>\u00a0<span title=\"50:37\">matter<\/span>\u00a0<span title=\"50:37\">how<\/span>\u00a0<span title=\"50:37\">long<\/span>\u00a0<span title=\"50:38\">it<\/span>\u00a0<span title=\"50:38\">takes.<\/span>\u00a0<span title=\"50:39\">And<\/span>\u00a0<span title=\"50:39\">that\u2019s<\/span>\u00a0<span title=\"50:39\">where<\/span>\u00a0<span title=\"50:39\">I\u2019m<\/span>\u00a0<span title=\"50:40\">at.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[50:41]<\/small>\u00a0<span data-start=\"00:50:40.523\" data-end=\"00:50:43.843\" data-spk=\"0\" data-label=\"Jason\"><span title=\"50:41\">Yeah.<\/span>\u00a0<span title=\"50:41\">Well,<\/span>\u00a0<span title=\"50:41\">Sean,<\/span>\u00a0<span title=\"50:42\">it\u2019s<\/span>\u00a0<span title=\"50:42\">been<\/span>\u00a0<span title=\"50:42\">an<\/span>\u00a0<span title=\"50:42\">amazing<\/span>\u00a0<span title=\"50:42\">run<\/span>\u00a0<span title=\"50:43\">so<\/span>\u00a0<span title=\"50:43\">far.<\/span><\/span><br \/><span data-start=\"00:50:43.843\" data-end=\"00:50:47.643\" data-spk=\"0\" data-label=\"Jason\"><span title=\"50:44\">This<\/span>\u00a0<span title=\"50:44\">is<\/span>\u00a0<span title=\"50:44\">going<\/span>\u00a0<span title=\"50:45\">to<\/span>\u00a0<span title=\"50:45\">be<\/span>\u00a0<span title=\"50:45\">a<\/span>\u00a0<span title=\"50:45\">great<\/span>\u00a0<span title=\"50:45\">spot<\/span>\u00a0<span title=\"50:45\">to<\/span>\u00a0<span title=\"50:45\">leave<\/span>\u00a0<span title=\"50:45\">it<\/span>\u00a0<span title=\"50:46\">because<\/span>\u00a0<span title=\"50:46\">we<\/span>\u00a0<span title=\"50:46\">have<\/span>\u00a0<span title=\"50:46\">used<\/span>\u00a0<span title=\"50:47\">up<\/span>\u00a0<span title=\"50:47\">our<\/span>\u00a0<span title=\"50:47\">allotted<\/span>\u00a0<\/span><span data-start=\"00:50:47.643\" data-end=\"00:50:51.163\" data-spk=\"0\" data-label=\"Jason\"><span title=\"50:48\">time,<\/span>\u00a0<span title=\"50:49\">but<\/span>\u00a0<span title=\"50:49\">I<\/span>\u00a0<span title=\"50:49\">know<\/span>\u00a0<span title=\"50:49\">listeners<\/span>\u00a0<span title=\"50:50\">are<\/span>\u00a0<span title=\"50:50\">going<\/span>\u00a0<span title=\"50:50\">to<\/span>\u00a0<span title=\"50:50\">appreciate<\/span>\u00a0<span title=\"50:50\">you<\/span>\u00a0<span title=\"50:50\">saving<\/span>\u00a0<span title=\"50:51\">them<\/span>\u00a0<span title=\"50:51\">the<\/span>\u00a0<span title=\"50:51\">first<\/span>\u00a0<\/span><span data-start=\"00:50:51.163\" data-end=\"00:50:55.963\" data-spk=\"0\" data-label=\"Jason\"><span title=\"50:51\">25<\/span>\u00a0<span title=\"50:52\">years,<\/span>\u00a0<span title=\"50:52\">and<\/span>\u00a0<span title=\"50:52\">we\u2019re<\/span>\u00a0<span title=\"50:52\">going<\/span>\u00a0<span title=\"50:52\">to<\/span>\u00a0<span title=\"50:52\">be<\/span>\u00a0<span title=\"50:53\">super<\/span>\u00a0<span title=\"50:53\">excited<\/span>\u00a0<span title=\"50:54\">to<\/span>\u00a0<span title=\"50:54\">watch<\/span>\u00a0<span title=\"50:55\">what<\/span>\u00a0<span title=\"50:55\">happens<\/span>\u00a0<span title=\"50:55\">in<\/span>\u00a0<span title=\"50:55\">the<\/span>\u00a0<span title=\"50:55\">next<\/span>\u00a0<span title=\"50:56\">25.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[50:57]<\/small>\u00a0<span data-start=\"00:50:56.703\" data-end=\"00:50:58.363\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"50:57\">Thank<\/span>\u00a0<span title=\"50:57\">you.<\/span>\u00a0<span title=\"50:58\">Thank<\/span>\u00a0<span title=\"50:58\">you.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[50:59]<\/small>\u00a0<span data-start=\"00:50:58.963\" data-end=\"00:51:02.483\" data-spk=\"1\" data-label=\"Scot\"><span title=\"50:59\">We<\/span>\u00a0<span title=\"50:59\">really<\/span>\u00a0<span title=\"51:00\">appreciate<\/span>\u00a0<span title=\"51:00\">it,<\/span>\u00a0<span title=\"51:00\">Sean.<\/span>\u00a0<span title=\"51:00\">I<\/span>\u00a0<span title=\"51:00\">know<\/span>\u00a0<span title=\"51:01\">you\u2019re<\/span>\u00a0<span title=\"51:01\">in<\/span>\u00a0<span title=\"51:01\">Hong<\/span>\u00a0<span title=\"51:02\">Kong,<\/span>\u00a0<span title=\"51:02\">you\u2019re<\/span>\u00a0<span title=\"51:02\">in<\/span>\u00a0<span title=\"51:02\">the<\/span>\u00a0<span title=\"51:02\">middle<\/span>\u00a0<\/span><span data-start=\"00:51:02.483\" data-end=\"00:51:04.803\" data-spk=\"1\" data-label=\"Scot\"><span title=\"51:02\">of<\/span>\u00a0<span title=\"51:03\">your<\/span>\u00a0<span title=\"51:03\">day<\/span>\u00a0<span title=\"51:03\">there,<\/span>\u00a0<span title=\"51:03\">and<\/span>\u00a0<span title=\"51:03\">we<\/span>\u00a0<span title=\"51:04\">appreciate<\/span>\u00a0<span title=\"51:04\">you<\/span>\u00a0<span title=\"51:04\">coming<\/span>\u00a0<span title=\"51:04\">on<\/span>\u00a0<span title=\"51:04\">the<\/span>\u00a0<span title=\"51:05\">show.<\/span><\/span><br \/><span data-start=\"00:51:05.163\" data-end=\"00:51:07.983\" data-spk=\"1\" data-label=\"Scot\"><span title=\"51:05\">If<\/span>\u00a0<span title=\"51:05\">folks<\/span>\u00a0<span title=\"51:06\">want<\/span>\u00a0<span title=\"51:06\">to<\/span>\u00a0<span title=\"51:06\">check<\/span>\u00a0<span title=\"51:06\">out<\/span>\u00a0<span title=\"51:06\">your<\/span>\u00a0<span title=\"51:06\">podcast,<\/span>\u00a0<span title=\"51:07\">where<\/span>\u00a0<span title=\"51:07\">would<\/span>\u00a0<span title=\"51:07\">you<\/span>\u00a0<span title=\"51:08\">point<\/span>\u00a0<span title=\"51:08\">them<\/span>\u00a0<span title=\"51:08\">to?<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[51:09]<\/small>\u00a0<span data-start=\"00:51:08.663\" data-end=\"00:51:12.923\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:09\">Yeah,<\/span>\u00a0<span title=\"51:09\">wherever<\/span>\u00a0<span title=\"51:09\">you<\/span>\u00a0<span title=\"51:10\">love<\/span>\u00a0<span title=\"51:10\">listening<\/span>\u00a0<span title=\"51:10\">to<\/span>\u00a0<span title=\"51:10\">podcasts,<\/span>\u00a0<span title=\"51:11\">Let<\/span>\u00a0<span title=\"51:11\">Me<\/span>\u00a0<span title=\"51:11\">Save<\/span>\u00a0<span title=\"51:12\">You<\/span>\u00a0<span title=\"51:12\">25<\/span>\u00a0<span title=\"51:12\">Years<\/span>\u00a0<span title=\"51:13\">is<\/span>\u00a0<span title=\"51:13\">the<\/span>\u00a0<\/span><span data-start=\"00:51:12.923\" data-end=\"00:51:14.023\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:13\">name.<\/span>\u00a0<span title=\"51:14\">LetMeSaveYou25Years.com.<\/span><\/span><br \/><span data-start=\"00:51:15.063\" data-end=\"00:51:17.203\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:15\">You<\/span>\u00a0<span title=\"51:15\">can<\/span>\u00a0<span title=\"51:15\">find<\/span>\u00a0<span title=\"51:15\">me<\/span>\u00a0<span title=\"51:16\">on<\/span>\u00a0<span title=\"51:16\">social<\/span>\u00a0<span title=\"51:16\">media,<\/span>\u00a0<span title=\"51:17\">Sean<\/span>\u00a0<span title=\"51:17\">of<\/span>\u00a0<span title=\"51:17\">Lovesack.<\/span><\/span><br \/><span data-start=\"00:51:18.343\" data-end=\"00:51:22.343\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:18\">I\u2019m<\/span>\u00a0<span title=\"51:19\">all<\/span>\u00a0<span title=\"51:19\">over<\/span>\u00a0<span title=\"51:19\">that<\/span>\u00a0<span title=\"51:20\">and<\/span>\u00a0<span title=\"51:20\">love<\/span>\u00a0<span title=\"51:20\">to<\/span>\u00a0<span title=\"51:20\">be<\/span>\u00a0<span title=\"51:21\">connected,<\/span>\u00a0<span title=\"51:21\">slide<\/span>\u00a0<span title=\"51:21\">into<\/span>\u00a0<span title=\"51:22\">my<\/span>\u00a0<span title=\"51:22\">DMs.<\/span><\/span><br \/><span data-start=\"00:51:22.643\" data-end=\"00:51:28.103\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:23\">I<\/span>\u00a0<span title=\"51:23\">mean,<\/span>\u00a0<span title=\"51:23\">I<\/span>\u00a0<span title=\"51:23\">love<\/span>\u00a0<span title=\"51:23\">talking<\/span>\u00a0<span title=\"51:24\">to<\/span>\u00a0<span title=\"51:24\">customers,<\/span>\u00a0<span title=\"51:25\">friends,<\/span>\u00a0<span title=\"51:26\">peers,<\/span>\u00a0<span title=\"51:26\">being<\/span>\u00a0<span title=\"51:27\">very<\/span>\u00a0<span title=\"51:27\">accessible<\/span>\u00a0<span title=\"51:28\">and<\/span>\u00a0<\/span><span data-start=\"00:51:28.103\" data-end=\"00:51:29.863\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:28\">looking<\/span>\u00a0<span title=\"51:29\">forward<\/span>\u00a0<span title=\"51:29\">to<\/span>\u00a0<span title=\"51:29\">building<\/span>\u00a0<span title=\"51:29\">the<\/span>\u00a0<span title=\"51:30\">movement.<\/span><\/span><br \/><span data-start=\"00:51:30.223\" data-end=\"00:51:32.143\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:30\">Of<\/span>\u00a0<span title=\"51:30\">course,<\/span>\u00a0<span title=\"51:31\">Lovesack.com.<\/span>\u00a0<span title=\"51:31\">We\u2019re<\/span>\u00a0<span title=\"51:32\">easy<\/span>\u00a0<span title=\"51:32\">to<\/span>\u00a0<span title=\"51:32\">find.<\/span><\/span><\/p>\n<p><strong data-spk=\"1\">Scot:<\/strong><br \/><small>[51:33]<\/small>\u00a0<span data-start=\"00:51:33.063\" data-end=\"00:51:35.503\" data-spk=\"1\" data-label=\"Scot\"><span title=\"51:33\">Trey<\/span>\u00a0<span title=\"51:33\">Lockerbie<\/span>\u00a0<span title=\"51:33\">41<\/span>\u00a0<span title=\"51:33\">Yep.<\/span>\u00a0<span title=\"51:33\">And<\/span>\u00a0<span title=\"51:33\">the<\/span>\u00a0<span title=\"51:33\">book\u2019s<\/span>\u00a0<span title=\"51:34\">coming<\/span>\u00a0<span title=\"51:34\">out<\/span>\u00a0<span title=\"51:34\">in<\/span>\u00a0<span title=\"51:35\">January<\/span>\u00a0<span title=\"51:35\">and<\/span>\u00a0<span title=\"51:35\">I<\/span>\u00a0<span title=\"51:35\">assume<\/span>\u00a0<span title=\"51:35\">it\u2019s<\/span>\u00a0<\/span><span data-start=\"00:51:35.503\" data-end=\"00:51:37.063\" data-spk=\"1\" data-label=\"Scot\"><span title=\"51:36\">going<\/span>\u00a0<span title=\"51:36\">to<\/span>\u00a0<span title=\"51:36\">be<\/span>\u00a0<span title=\"51:36\">in<\/span>\u00a0<span title=\"51:36\">all<\/span>\u00a0<span title=\"51:36\">the<\/span>\u00a0<span title=\"51:36\">usual<\/span>\u00a0<span title=\"51:37\">places.<\/span><\/span><\/p>\n<p><strong data-spk=\"2\">Shawn :<\/strong><br \/><small>[51:37]<\/small>\u00a0<span data-start=\"00:51:37.443\" data-end=\"00:51:39.543\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:37\">Sean<\/span>\u00a0<span title=\"51:37\">O\u2019Toole<\/span>\u00a0<span title=\"51:37\">41<\/span>\u00a0<span title=\"51:37\">All<\/span>\u00a0<span title=\"51:38\">the<\/span>\u00a0<span title=\"51:38\">usual<\/span>\u00a0<span title=\"51:38\">places.<\/span>\u00a0<span title=\"51:39\">Yeah.<\/span><\/span><br \/><span data-start=\"00:51:42.743\" data-end=\"00:51:44.503\" data-spk=\"2\" data-label=\"Shawn \"><span title=\"51:43\">Let<\/span>\u00a0<span title=\"51:43\">Awesome.<\/span><\/span><\/p>\n<p><strong data-spk=\"0\">Jason:<\/strong><br \/><small>[51:45]<\/small>\u00a0<span data-start=\"00:51:44.623\" data-end=\"00:51:49.623\" data-spk=\"0\" data-label=\"Jason\"><span title=\"51:45\">Thanks<\/span>\u00a0<span title=\"51:45\">again<\/span>\u00a0<span title=\"51:45\">and<\/span>\u00a0<span title=\"51:46\">until<\/span>\u00a0<span title=\"51:47\">next<\/span>\u00a0<span title=\"51:47\">time,<\/span>\u00a0<span title=\"51:49\">happy<\/span>\u00a0<span title=\"51:49\">commercing!<\/span><\/span><\/p>\n<p>\u00a0<\/p>\n<\/div>\n<p><p><a href=\"https:\/\/dmsretail.com\/online-workshops-list\/\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-496\" src=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png\" alt=\"Retail Online Training\" width=\"729\" height=\"91\" srcset=\"https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90.png 729w, https:\/\/dmsretail.com\/RetailNews\/wp-content\/uploads\/2022\/05\/RETAIL-ONLINE-TRAINING-728-X-90-300x37.png 300w\" sizes=\"auto, (max-width: 729px) 100vw, 729px\" \/><\/a><\/p><br \/><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A weekly podcast with the latest e-commerce news and events. Episode 314 is an interview with Shawn Nelson, Founder and CEO of Lovesac. Subscribe: ????? [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1121,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[14],"tags":[],"class_list":["post-11019","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts"],"_links":{"self":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts\/11019","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/comments?post=11019"}],"version-history":[{"count":0,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/posts\/11019\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/media\/1121"}],"wp:attachment":[{"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/media?parent=11019"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/categories?post=11019"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dmsretail.com\/RetailNews\/wp-json\/wp\/v2\/tags?post=11019"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}