1 00:00:00,102 --> 00:00:00,682 All right. 2 00:00:00,902 --> 00:00:05,262 Parth Pethani of Prologis, Director of Strategic Advisory and Engineering. 3 00:00:06,542 --> 00:00:07,762 Thank you for joining me. 4 00:00:07,982 --> 00:00:11,662 It's been two years since we talked on the pod last, and thanks for hosting me 5 00:00:11,662 --> 00:00:13,022 when I think it was ProMat. 6 00:00:13,202 --> 00:00:17,262 was good to walk with you and your team on the floor and see what everybody is 7 00:00:17,262 --> 00:00:19,402 doing out there, which is always a fun place to be. 8 00:00:20,162 --> 00:00:20,662 For sure. 9 00:00:21,602 --> 00:00:22,482 Yeah, super. 10 00:00:22,642 --> 00:00:24,882 So how long has it been that you've been in this role now? 11 00:00:26,262 --> 00:00:27,642 I'm inching towards three years. 12 00:00:27,802 --> 00:00:29,982 So thank you for having me, Justin. 13 00:00:30,142 --> 00:00:31,702 I think it's been fun, right? 14 00:00:31,802 --> 00:00:33,682 I think last time I was in the pod, I had no beard. 15 00:00:33,842 --> 00:00:34,882 This time I have a beard. 16 00:00:34,962 --> 00:00:36,662 So that's a big change, if you will. 17 00:00:38,042 --> 00:00:41,582 Yes, you're getting more confident, more comfortable in your role. 18 00:00:42,302 --> 00:00:43,322 Yeah, that is true. 19 00:00:43,402 --> 00:00:43,862 That is true. 20 00:00:45,722 --> 00:00:47,262 Yeah, so good. 21 00:00:48,002 --> 00:00:53,282 If I were thinking back just to start with your experience now going on two, 22 00:00:53,382 --> 00:00:57,562 three years now in this particular role, help me understand a little bit of 23 00:00:57,562 --> 00:00:58,122 the numbers. 24 00:00:58,122 --> 00:01:03,902 Like if you had to guess, and I'm sure it's hard to guess how many clients or 25 00:01:03,902 --> 00:01:07,782 like customers you guys have met with or how many buildings you've walked or 26 00:01:07,782 --> 00:01:14,762 how many projects you've bid or some form of like putting a number on how 27 00:01:14,342 --> 00:01:14,882 yeah 28 00:01:14,762 --> 00:01:18,802 many miles, how much mileage you've gotten since you began and since we 29 00:01:18,802 --> 00:01:21,482 talked, how would you try to estimate that number? 30 00:01:21,882 --> 00:01:27,362 I think the best way is that I have a Platinum Medallion on Delta and 31 00:01:27,362 --> 00:01:29,242 inching towards A-star on Southwest. 32 00:01:29,582 --> 00:01:30,982 Okay? 33 00:01:29,962 --> 00:01:31,722 So that is my travel miles. 34 00:01:32,382 --> 00:01:34,802 That is a lot of travels between Delta and Southwest. 35 00:01:36,042 --> 00:01:41,302 And I think hotels probably, Marriott is of course the one that I'm inching to 36 00:01:41,302 --> 00:01:43,322 a platinum elite as well on that. 37 00:01:43,442 --> 00:01:45,462 So a lot of nights away from the family. 38 00:01:45,802 --> 00:01:46,242 But 39 00:01:46,102 --> 00:01:46,802 Yes. 40 00:01:46,242 --> 00:01:50,682 I think the biggest success has been, think for last two years, we definitely, 41 00:01:50,942 --> 00:01:54,742 within the essentials business, we have been meeting our numbers, exceeding 42 00:01:54,742 --> 00:01:56,062 our numbers, which is great. 43 00:01:56,262 --> 00:02:02,422 A lot of customer conversations are now beyond just, hey, we need this size of 44 00:02:02,422 --> 00:02:02,742 building. 45 00:02:02,942 --> 00:02:04,882 Our conversations have evolved. 46 00:02:05,002 --> 00:02:08,462 So if you think about a soft target or soft metric that we are tracking 47 00:02:08,462 --> 00:02:12,742 internally, like customers are actually coming to us like, hey, what should I 48 00:02:12,742 --> 00:02:17,462 do about my supply chain from a network perspective, from the design 49 00:02:17,462 --> 00:02:17,962 perspective? 50 00:02:18,222 --> 00:02:19,282 Are we ready for automation? 51 00:02:19,642 --> 00:02:21,282 Is my building ready for automation? 52 00:02:21,882 --> 00:02:23,082 Do I have the right technology? 53 00:02:23,262 --> 00:02:25,982 So conversations have evolved over the last two years. 54 00:02:25,982 --> 00:02:30,142 I think that's something I'm very excited with in Prologis overall, because I 55 00:02:30,142 --> 00:02:35,462 think that's something Hamid valued in Essentials when he ideated Essentials a 56 00:02:35,462 --> 00:02:36,062 few years ago. 57 00:02:36,202 --> 00:02:40,462 It's like, hey, how can we help our customers beyond, of course, helping with 58 00:02:40,462 --> 00:02:43,222 the real estate and amazing experience around real estate, but can we help 59 00:02:43,222 --> 00:02:44,202 them with the supply chain? 60 00:02:44,682 --> 00:02:47,442 So I think that's been a fun ride. 61 00:02:47,562 --> 00:02:51,662 And I think under Marv's leadership, think things have really kicked in with a 62 00:02:51,662 --> 00:02:53,542 lot of conversations in a lot of markets. 63 00:02:53,542 --> 00:02:58,142 So overall, just excited, excited to be at Prologis, excited to build this 64 00:02:58,142 --> 00:03:01,282 function within Prologis and help our customer get more out of the buildings. 65 00:03:02,302 --> 00:03:07,882 Yeah, and so to your point about measuring in miles, it's not as if you only 66 00:03:07,882 --> 00:03:09,522 see customers in Atlanta. 67 00:03:09,842 --> 00:03:13,322 Customers are global, but like throughout the states, you get to go coast to 68 00:03:13,322 --> 00:03:14,742 coast, top to bottom, left to right. 69 00:03:17,182 --> 00:03:20,762 My countries that I started traveling is to Canada and Mexico. 70 00:03:21,522 --> 00:03:24,462 I have a Puerto Rico trip coming up as well for a trip. 71 00:03:24,762 --> 00:03:29,562 yeah, capturing slowly going south of border as well, trying to meet our 72 00:03:29,562 --> 00:03:30,022 customers. 73 00:03:31,082 --> 00:03:32,062 How's your Spanish? 74 00:03:33,482 --> 00:03:37,362 They're working on a habla espanol, un poco espanol, that's all. 75 00:03:38,662 --> 00:03:39,142 Nice. 76 00:03:39,982 --> 00:03:41,622 It's a great skill to have. 77 00:03:42,262 --> 00:03:43,342 Yes, that's it. 78 00:03:43,882 --> 00:03:47,502 I was thinking one of the tough questions, it's like a growing pains for you 79 00:03:47,502 --> 00:03:51,962 probably, is like things you've changed your mind on since you've been there. 80 00:03:52,202 --> 00:03:55,222 Because I would imagine now that you've seen so much, talked to so many 81 00:03:55,222 --> 00:03:59,282 people, and got so much feedback and worked through projects, that you've 82 00:03:59,282 --> 00:04:00,242 evolved and you've learned. 83 00:04:00,382 --> 00:04:04,022 And I'm sure there's a couple things that you thought you knew to be true, 84 00:04:04,202 --> 00:04:07,842 maybe that aren't so black and white or aren't so true. 85 00:04:08,022 --> 00:04:08,242 And 86 00:04:08,062 --> 00:04:08,182 you 87 00:04:08,242 --> 00:04:12,082 for me, part of that I got from you last time we talked was your maturity 88 00:04:12,082 --> 00:04:13,162 model, which was great. 89 00:04:13,382 --> 00:04:16,062 Like that was a framework I needed that really helped me. 90 00:04:16,202 --> 00:04:19,702 I'm sure you've developed other sense or have other things that like you've 91 00:04:19,702 --> 00:04:20,442 changed your mind on. 92 00:04:20,582 --> 00:04:22,862 What would be some that come to mind as you reflect on it? 93 00:04:23,482 --> 00:04:29,142 I think the biggest learning lesson I have found over the last almost three 94 00:04:29,142 --> 00:04:31,902 years at Prologis is that everything is connected. 95 00:04:32,782 --> 00:04:40,402 While we as an end user, or I would say not an end user, but as someone who 96 00:04:40,402 --> 00:04:43,862 works in one function within the supply chain, let's say warehouse automation, 97 00:04:44,322 --> 00:04:48,942 warehouse real estate, warehouse technology, warehouse design, they are all 98 00:04:48,942 --> 00:04:54,182 siloed function, but on the end user end, there are only a few people who are 99 00:04:54,182 --> 00:04:55,582 looking at all the functions, right? 100 00:04:55,482 --> 00:04:56,882 Yep. 101 00:04:55,762 --> 00:05:00,462 And they have to meet, they have to bring all these silos together to make a 102 00:05:00,462 --> 00:05:04,642 decision which is right for that business in that given time for that given 103 00:05:04,642 --> 00:05:05,102 year. 104 00:05:05,362 --> 00:05:09,662 So I think one of the biggest lesson I would say for me is, and as I help 105 00:05:09,662 --> 00:05:13,042 customers think through this is that everything is connected. 106 00:05:13,402 --> 00:05:16,662 Everyone has a time bound, resource bound decisions to be made. 107 00:05:16,662 --> 00:05:21,582 and while I would like everyone to think about robots, I like everyone to 108 00:05:21,582 --> 00:05:24,702 think about the automation everywhere. 109 00:05:24,702 --> 00:05:27,482 I think that the conversations are different, right? 110 00:05:27,782 --> 00:05:33,702 Maybe 2026 goals for that organization is to buy new business, grow the 111 00:05:33,702 --> 00:05:38,062 business revenue versus our thinking of optimization because that was 2026 112 00:05:38,062 --> 00:05:38,362 goals. 113 00:05:38,502 --> 00:05:42,802 So I think going back to your original question, for me, that has been the 114 00:05:42,802 --> 00:05:45,162 biggest learning that I need to understand. 115 00:05:45,162 --> 00:05:47,582 I need to meet the customer where they are for that year. 116 00:05:47,962 --> 00:05:52,062 It doesn't mean that it's automation, it's technology, it's design, it's real 117 00:05:52,062 --> 00:05:52,282 estate. 118 00:05:52,402 --> 00:05:55,662 It could be none of those things, and it could be completely anything else. 119 00:05:56,602 --> 00:05:58,242 yes that's 120 00:05:57,622 --> 00:05:58,102 Yeah. 121 00:05:58,242 --> 00:05:59,402 awesome yeah what 122 00:05:59,102 --> 00:05:59,582 Yeah. 123 00:05:59,402 --> 00:06:00,742 a learning to have and then 124 00:06:00,662 --> 00:06:01,142 Yeah. 125 00:06:00,742 --> 00:06:04,202 like knowing that everything is connected is even more powerful too 126 00:06:04,642 --> 00:06:05,502 Go right there. 127 00:06:06,382 --> 00:06:14,802 uh in our world connected the easy ones are real estate labor transportation 128 00:06:13,762 --> 00:06:14,242 Yeah. 129 00:06:14,802 --> 00:06:18,522 now power we're lumping power 130 00:06:18,202 --> 00:06:18,762 Yes. 131 00:06:18,522 --> 00:06:19,322 into that. 132 00:06:19,502 --> 00:06:20,062 Correct. 133 00:06:19,622 --> 00:06:20,262 And maybe 134 00:06:20,262 --> 00:06:20,482 Yes, 135 00:06:20,262 --> 00:06:20,582 those 136 00:06:20,482 --> 00:06:20,822 exactly. 137 00:06:20,582 --> 00:06:26,362 are like the four main things we focus on and we hear the most from clients. 138 00:06:26,502 --> 00:06:27,102 So 139 00:06:26,902 --> 00:06:27,462 Yep. 140 00:06:27,102 --> 00:06:30,322 I was looking at your newsletter, which kudos to you. 141 00:06:30,462 --> 00:06:31,302 You keep it going. 142 00:06:31,302 --> 00:06:31,862 I 143 00:06:31,622 --> 00:06:32,182 Yeah, 144 00:06:31,862 --> 00:06:32,342 love 145 00:06:32,242 --> 00:06:32,502 thank 146 00:06:32,342 --> 00:06:32,542 it. 147 00:06:32,502 --> 00:06:32,722 you. 148 00:06:32,602 --> 00:06:33,242 It's so good. 149 00:06:33,162 --> 00:06:33,422 Yeah. 150 00:06:33,942 --> 00:06:34,202 Yeah, 151 00:06:34,042 --> 00:06:34,342 Yeah. 152 00:06:34,302 --> 00:06:34,582 thank you. 153 00:06:34,702 --> 00:06:35,102 I appreciate that. 154 00:06:35,322 --> 00:06:39,902 It was like a warehouse, WMS and automation. 155 00:06:40,202 --> 00:06:41,662 And so you 156 00:06:41,222 --> 00:06:41,782 Yeah. 157 00:06:41,662 --> 00:06:45,042 and I are talking because real estate's in both of ours, right? 158 00:06:45,462 --> 00:06:45,922 And 159 00:06:45,882 --> 00:06:46,282 Yes. 160 00:06:45,922 --> 00:06:52,262 so I could see how, yeah, it turns out those are just my four and your three. 161 00:06:52,542 --> 00:06:53,422 And there's 162 00:06:52,942 --> 00:06:53,342 Yes. 163 00:06:53,422 --> 00:06:54,482 probably a 164 00:06:54,442 --> 00:06:54,842 Correct. 165 00:06:54,482 --> 00:06:56,242 hundred of them in there that are important. 166 00:06:56,442 --> 00:06:59,802 It's just which ones are most adjacent to the others. 167 00:06:59,662 --> 00:07:00,062 Yeah. 168 00:07:00,602 --> 00:07:02,222 Yeah, and I think I've been blessed. 169 00:07:02,962 --> 00:07:06,862 To your point, I've been blessed to see when I think about a warehouse supply 170 00:07:06,862 --> 00:07:08,522 chain officer who has to make a decision. 171 00:07:08,742 --> 00:07:10,362 think, again, this is my understanding. 172 00:07:10,542 --> 00:07:13,462 There are four or five big decisions that they have to make. 173 00:07:13,562 --> 00:07:14,982 One is, course, the labor spend. 174 00:07:15,162 --> 00:07:16,722 Second is transportation spend. 175 00:07:17,002 --> 00:07:21,462 Then it's the automation spend, real estate spend and the technology spend. 176 00:07:21,662 --> 00:07:21,782 Right. 177 00:07:21,882 --> 00:07:26,022 And I think I've been blessed to be at least on the three side, three of both 178 00:07:26,022 --> 00:07:27,502 the sides of three of those things, 179 00:07:27,482 --> 00:07:28,882 Yep. 180 00:07:28,102 --> 00:07:31,362 automation, real estate and the technology side. 181 00:07:31,362 --> 00:07:32,762 Yep. 182 00:07:31,702 --> 00:07:36,322 So I think when I just think about those things, it makes it very it just 183 00:07:36,322 --> 00:07:39,562 reminds me that I've been blessed to see both the sides of the aisles. 184 00:07:39,562 --> 00:07:44,182 And that actually, when I talk to my customers, I probably know when they are 185 00:07:44,182 --> 00:07:44,402 in one 186 00:07:44,322 --> 00:07:45,722 Thank 187 00:07:44,402 --> 00:07:48,102 of this cycle of thinking about automation, thinking about technology, 188 00:07:48,222 --> 00:07:51,362 thinking about real estate, I try to meet them where they are that, hey, guys, 189 00:07:51,462 --> 00:07:55,222 probably too early, probably too late, maybe the right time and stuff like 190 00:07:55,222 --> 00:07:55,362 that. 191 00:07:55,362 --> 00:07:58,122 So to your point, everything is connected. 192 00:07:58,502 --> 00:08:02,282 And one of the great thing to have that is just community around that. 193 00:08:02,402 --> 00:08:05,662 So I think to your point about warehouse robotics newsletter that I write, 194 00:08:05,782 --> 00:08:08,962 it's honestly my way of writing things that I see. 195 00:08:09,122 --> 00:08:14,502 I think that has definitely helped me A, build the street cred and B, actually 196 00:08:14,502 --> 00:08:16,122 invite a lot of great conversations. 197 00:08:16,082 --> 00:08:17,482 Yeah. 198 00:08:16,122 --> 00:08:21,262 I have multiple times folks responding to my emails or to my newsletter saying 199 00:08:21,262 --> 00:08:25,402 oh this is great or can you expand on this or I'm not sure if I agree to that 200 00:08:25,402 --> 00:08:28,342 and that's a great conversation because I'm also learning something from them 201 00:08:28,342 --> 00:08:32,042 and they don't agree like yeah actually that that makes sense so that's that's 202 00:08:32,042 --> 00:08:32,822 that's an amazing thing 203 00:08:33,982 --> 00:08:37,062 Yeah, I remember the first time someone told me, 204 00:08:37,982 --> 00:08:40,202 that's not exactly how it works. 205 00:08:40,322 --> 00:08:41,882 So you didn't quite get that right. 206 00:08:42,062 --> 00:08:42,442 And then you're 207 00:08:42,422 --> 00:08:42,902 yeah 208 00:08:42,442 --> 00:08:44,822 like, oh, okay, tell me more. 209 00:08:44,982 --> 00:08:49,342 And it was with like letters of credit for security and like how that works 210 00:08:49,342 --> 00:08:49,742 sometimes. 211 00:08:49,942 --> 00:08:51,522 And I just had not seen that. 212 00:08:51,642 --> 00:08:58,062 yeah 213 00:08:51,702 --> 00:08:53,162 That had not been my experience. 214 00:08:53,302 --> 00:08:54,242 So it wasn't wrong per se. 215 00:08:54,402 --> 00:08:57,542 was just like good to get other people's experiences too. 216 00:08:58,062 --> 00:09:01,642 yeah and i think that's growing as well like learning is growing which is 217 00:09:01,642 --> 00:09:01,862 great 218 00:09:02,702 --> 00:09:03,222 Yeah. 219 00:09:03,562 --> 00:09:08,242 Do you have any insight into, you said technology and IT spend? 220 00:09:08,562 --> 00:09:10,662 Like I don't get involved with 221 00:09:10,402 --> 00:09:11,802 yeah 222 00:09:10,662 --> 00:09:10,922 that. 223 00:09:11,082 --> 00:09:15,942 I would just be more curious because AI, my technology spend has gone up. 224 00:09:16,102 --> 00:09:17,342 I'm sure yours has. 225 00:09:17,082 --> 00:09:18,482 yes 226 00:09:17,342 --> 00:09:18,582 I'm sure Prologis has, 227 00:09:18,482 --> 00:09:19,762 yes 228 00:09:18,882 --> 00:09:23,942 I'm sure your customers has, and that is not WMS and that is not automation, 229 00:09:24,302 --> 00:09:25,322 but isn't it? 230 00:09:25,642 --> 00:09:26,162 Or 231 00:09:25,962 --> 00:09:27,362 yeah 232 00:09:26,162 --> 00:09:27,222 to some extent. 233 00:09:27,362 --> 00:09:28,762 definitely 234 00:09:28,062 --> 00:09:33,862 So I would imagine all of customers is going up and maybe that's a line item 235 00:09:33,862 --> 00:09:36,942 you don't pay attention to, or it's not in your wheelhouse, or maybe it is a 236 00:09:36,942 --> 00:09:37,342 little bit. 237 00:09:37,842 --> 00:09:43,422 I think right now, I would say I have started hearing a lot of use cases of 238 00:09:43,422 --> 00:09:49,262 success when it comes to using AI in the day-to-day workflow, especially 239 00:09:49,262 --> 00:09:54,042 like I was in MODEX and one of the regional tire distributor gave me a good 240 00:09:54,042 --> 00:10:00,482 example of how they're using Claude for their lot of development because they 241 00:10:00,482 --> 00:10:05,142 have a custom WMS And right now, if they had to go out, that project could 242 00:10:05,142 --> 00:10:10,042 have taken 80 hours and the developer was able to do it in eight hours, right? 243 00:10:10,222 --> 00:10:12,122 So almost 10x improvement. 244 00:10:12,402 --> 00:10:13,762 And that's huge. 245 00:10:13,942 --> 00:10:15,982 Of course, there is a cost to that. 246 00:10:16,202 --> 00:10:18,802 I'm not, I have not double clicked into that yet. 247 00:10:18,902 --> 00:10:25,182 But I do see the use cases specifically around using AI to improve your code 248 00:10:25,182 --> 00:10:29,042 base and using AI to really help you with faster execution side. 249 00:10:29,142 --> 00:10:30,542 Yep. 250 00:10:29,842 --> 00:10:34,362 I think the great thing that I come back to from my side of the world is like, 251 00:10:34,462 --> 00:10:36,342 I'm still physical in the world, right? 252 00:10:36,442 --> 00:10:39,882 So I need to build buildings, I need to put real estate, I need to build 253 00:10:39,882 --> 00:10:41,062 racks, need to put automation. 254 00:10:41,302 --> 00:10:42,702 Yep. 255 00:10:41,442 --> 00:10:46,822 So I think for us, it's definitely a value creator where a lot of things can 256 00:10:46,822 --> 00:10:48,882 be from a project execution perspective. 257 00:10:49,122 --> 00:10:50,702 really helps us synchronize a lot of things. 258 00:10:50,902 --> 00:10:57,622 We are able to build better decks, do a better deep analysis on what could be 259 00:10:57,622 --> 00:10:58,622 the problem statement. 260 00:10:58,862 --> 00:11:02,862 But at the end, I think when it comes to physical execution, I think it 261 00:11:02,862 --> 00:11:05,242 definitely helps having folks on the ground. 262 00:11:07,082 --> 00:11:13,142 That's not going away, no doubt, but I would imagine that number of analysis 263 00:11:13,142 --> 00:11:16,942 that you have to go through, crunching through everybody's data to help them 264 00:11:16,942 --> 00:11:19,742 figure out what they need and what they don't need, that that would be 265 00:11:19,742 --> 00:11:21,402 incredibly powerful and 266 00:11:20,842 --> 00:11:21,562 Yeah. 267 00:11:21,402 --> 00:11:22,962 ubiquitous for sure. 268 00:11:23,222 --> 00:11:23,942 Yeah. 269 00:11:26,542 --> 00:11:30,022 I love it yeah it's amazing I've seen everybody use it everywhere and 270 00:11:29,962 --> 00:11:30,682 Yeah. 271 00:11:30,022 --> 00:11:33,942 then just be like okay what is the WMS version of that or what is the 272 00:11:33,942 --> 00:11:35,562 automation version of that what 273 00:11:35,502 --> 00:11:36,222 Yeah. 274 00:11:35,562 --> 00:11:36,562 is the landlord version 275 00:11:36,222 --> 00:11:36,342 Yeah. 276 00:11:36,262 --> 00:11:36,382 Yeah. 277 00:11:36,282 --> 00:11:36,402 Yeah. 278 00:11:36,562 --> 00:11:37,202 of that and 279 00:11:37,022 --> 00:11:37,742 Yeah. 280 00:11:37,202 --> 00:11:38,642 everybody has like their 281 00:11:38,322 --> 00:11:38,882 Yeah. 282 00:11:38,642 --> 00:11:44,602 own 10 or 15 or 20 use cases that have been incredibly helpful All right. 283 00:11:43,982 --> 00:11:46,542 think Prologis overall has leaned in really well. 284 00:11:46,702 --> 00:11:50,502 I think our leadership has done an amazing job of putting things together, 285 00:11:50,742 --> 00:11:53,802 putting the right technology in the hands of right people, putting guardrails 286 00:11:53,802 --> 00:11:55,162 around it for the right reasons. 287 00:11:55,482 --> 00:11:56,542 So I think I'm excited. 288 00:11:56,662 --> 00:11:59,502 We have been using a lot of AI in our day-to-day work. 289 00:11:59,822 --> 00:12:04,522 Actually, the whole organization is encouraging us to really think about how 290 00:12:04,522 --> 00:12:05,762 can we incorporate more AI. 291 00:12:05,962 --> 00:12:10,882 So there were like a whole AI teams around it and encouraging us to do that. 292 00:12:10,982 --> 00:12:12,342 So I think I'm pretty excited for that. 293 00:12:12,342 --> 00:12:15,142 I've started using a lot for my data crunching as well. 294 00:12:16,082 --> 00:12:18,102 Before it would have been Tableau or Excel. 295 00:12:18,322 --> 00:12:20,982 Right now it's pretty much AI to help me with that. 296 00:12:22,642 --> 00:12:23,162 Yeah. 297 00:12:23,662 --> 00:12:26,962 I would expect it would be all over your analysis, for sure. 298 00:12:27,382 --> 00:12:30,922 Yeah, it is definitely from the AI perspective, from analysis perspective, 299 00:12:30,962 --> 00:12:32,922 definitely helps me do a faster crunch. 300 00:12:33,082 --> 00:12:37,342 We are on a project right now for network designing a whole supply chain 301 00:12:37,342 --> 00:12:39,802 network for one of the sporting brand. 302 00:12:39,802 --> 00:12:45,522 and the way with how fast we are able to crunch data is definitely helping 303 00:12:45,522 --> 00:12:50,302 with the execution speed on the project whereas the project that we want the 304 00:12:50,302 --> 00:12:54,422 competitors were at least looking for 15 to 18 weeks we are doing that in nine 305 00:12:54,422 --> 00:12:59,382 weeks just because of the data the crunching of data is pretty fast for us so 306 00:12:59,322 --> 00:12:59,842 yeah 307 00:12:59,382 --> 00:13:03,902 like ai has broad efficiencies which we are able to pass on to our customer in 308 00:13:03,902 --> 00:13:04,522 terms of speed 309 00:13:05,242 --> 00:13:09,282 yeah with those types of projects i always remember the timelines of how long 310 00:13:09,282 --> 00:13:11,262 and you're like there's no way it takes that 311 00:13:11,142 --> 00:13:12,542 Yes, 312 00:13:11,262 --> 00:13:13,062 long or like gosh 313 00:13:12,742 --> 00:13:12,962 great. 314 00:13:13,062 --> 00:13:16,482 there's so many manual moments that like and from person to person and 315 00:13:16,482 --> 00:13:17,462 different people's schedules 316 00:13:17,262 --> 00:13:18,662 Yes. 317 00:13:17,462 --> 00:13:23,742 and it kind of reminds me of negotiating contracts sometimes with parties on 318 00:13:23,742 --> 00:13:26,042 both sides attorneys on both sides brokers 319 00:13:25,782 --> 00:13:26,482 Yes. 320 00:13:26,042 --> 00:13:29,802 on both sides and it going up and down and back and forth and like sometimes 321 00:13:29,802 --> 00:13:32,302 that just takes so much time that, 322 00:13:31,722 --> 00:13:32,422 Yes. 323 00:13:32,322 --> 00:13:32,802 yeah, 324 00:13:32,422 --> 00:13:32,982 for sure 325 00:13:32,922 --> 00:13:35,162 anything that squeezes these projects. 326 00:13:35,782 --> 00:13:36,422 yeah 327 00:13:36,978 --> 00:13:42,798 Since this is your area of expertise or like a domain, I would imagine you get 328 00:13:42,798 --> 00:13:47,618 a lot of people asking about the humanoids and when they are and if you should 329 00:13:47,618 --> 00:13:51,278 get the figure one or if you should get the Tesla one or if you should get the 330 00:13:51,278 --> 00:13:52,038 other one 331 00:13:54,078 --> 00:13:58,098 instead of or like in addition to all the regular things we have, like the 332 00:13:58,098 --> 00:13:59,238 articulating arms 333 00:13:59,158 --> 00:13:59,638 yeah 334 00:13:59,238 --> 00:14:02,558 and things like pallets and pallet runners and stuff like that. 335 00:14:02,798 --> 00:14:05,198 How deep are you in all of that? 336 00:14:05,198 --> 00:14:07,398 Have you shooken hands with one? 337 00:14:08,198 --> 00:14:12,878 no actually i haven't shook hands with any of the humanoid but i did go deep 338 00:14:12,878 --> 00:14:17,738 into the supply chain one of the articles that i wrote was literally going all 339 00:14:17,738 --> 00:14:21,358 the way to their supply chain and i I had someone who makes one of their 340 00:14:21,358 --> 00:14:23,598 component comment on my post as well. 341 00:14:23,802 --> 00:14:28,402 So I think overall, humanoids do, At least in my view, I am a big fan of 342 00:14:28,402 --> 00:14:29,862 dexterity, so I like hands. 343 00:14:30,182 --> 00:14:30,662 When 344 00:14:30,562 --> 00:14:30,882 Yeah. 345 00:14:30,662 --> 00:14:33,942 it comes to warehousing space, I feel like there is a value of hands. 346 00:14:34,362 --> 00:14:42,642 We do need that ambidextrous component or function where there are so many use 347 00:14:42,642 --> 00:14:43,842 cases I can think about. 348 00:14:43,982 --> 00:14:48,142 One simple use case comes to mind from my past life is inducting apparels and 349 00:14:48,142 --> 00:14:50,602 unit sorter We do have solutions. 350 00:14:50,602 --> 00:14:56,282 We tried solutions before the AI revolution using robotic arms, and I feel 351 00:14:56,282 --> 00:14:58,682 like we didn't get the adoption that we should have got 352 00:14:58,522 --> 00:14:59,922 Yeah. 353 00:14:58,682 --> 00:14:58,882 it. 354 00:14:59,202 --> 00:15:03,242 But hopefully with the new AI adoption, we should be able to see if there is a 355 00:15:03,242 --> 00:15:07,182 way for a humanoid, half-humanoid, if you will, if that's a real term as 356 00:15:07,182 --> 00:15:11,422 well, but with hands who can induct on a unit sorter, let's say. 357 00:15:11,922 --> 00:15:17,582 yeah when i saw the ones that ProMat that were soft enough that could pick up 358 00:15:17,582 --> 00:15:18,742 smaller things that 359 00:15:18,522 --> 00:15:18,922 Yeah. 360 00:15:18,742 --> 00:15:22,982 are more delicate and smaller items that's when it became more real for me 361 00:15:22,982 --> 00:15:28,242 anyways that like okay cool this is like making a difference that's not on the 362 00:15:28,242 --> 00:15:32,902 pallet scale like it can get down to each piece and that was exciting so I 363 00:15:32,902 --> 00:15:35,882 could only imagine now it's like continue to get better 364 00:15:36,542 --> 00:15:40,762 yeah for sure and i think that's where i think one of the biggest challenge 365 00:15:40,762 --> 00:15:44,382 for us as well and you touched on this in the beginning the power conversation 366 00:15:44,382 --> 00:15:45,142 right 367 00:15:45,122 --> 00:15:45,642 yep 368 00:15:45,142 --> 00:15:50,062 i think humanoid humanoids or anything and I think we are in this very 369 00:15:50,062 --> 00:15:54,582 critical infrastructure growth stage where we will have data centers. 370 00:15:54,642 --> 00:15:58,742 We do not want to lose the lead on data centers as a country. 371 00:15:59,522 --> 00:16:03,682 And at the same time, we are trying to put up more automation in the 372 00:16:03,682 --> 00:16:04,662 warehousing space. 373 00:16:05,062 --> 00:16:10,162 But overall, there is a huge deficit from a power perspective that we need to 374 00:16:10,162 --> 00:16:10,522 meet. 375 00:16:10,262 --> 00:16:11,662 Yeah. 376 00:16:10,662 --> 00:16:15,982 So I think one thing that I'm honestly trying my customer and helping them 377 00:16:15,982 --> 00:16:19,842 think through is something I talk about a lot is the building readiness 378 00:16:19,842 --> 00:16:20,242 aspect. 379 00:16:20,182 --> 00:16:21,582 Yes. 380 00:16:20,702 --> 00:16:27,602 I think one of the challenges we have is like, and again, I would say anyone 381 00:16:27,602 --> 00:16:31,922 listening, do not sign the PO until you know your building is ready in 382 00:16:31,462 --> 00:16:32,202 Yeah. 383 00:16:31,922 --> 00:16:35,882 a good way because sometimes that can impact your lead times, your ROI 384 00:16:35,882 --> 00:16:38,922 conversations because it can incur cost. 385 00:16:39,062 --> 00:16:39,922 can push your 386 00:16:39,882 --> 00:16:40,622 Don't 387 00:16:39,922 --> 00:16:40,742 timelines from, 388 00:16:40,622 --> 00:16:40,962 sign 389 00:16:40,862 --> 00:16:41,002 let's 390 00:16:40,962 --> 00:16:41,142 the 391 00:16:41,002 --> 00:16:41,162 say, 392 00:16:41,142 --> 00:16:43,022 PO until the building is ready. 393 00:16:43,642 --> 00:16:44,162 correct 394 00:16:43,762 --> 00:16:44,362 Yeah. 395 00:16:44,162 --> 00:16:48,742 in a in a good way i will say and again you won't be able to answer all the 396 00:16:48,742 --> 00:16:52,442 questions because there are some questions you can only answer after the after 397 00:16:52,442 --> 00:16:53,942 you know what robot you're buying 398 00:16:53,822 --> 00:16:55,222 Yep. 399 00:16:53,942 --> 00:16:58,722 uh for example like i would say like you can have a flat surface but if it's 400 00:16:58,722 --> 00:17:02,822 too smooth it's also a problem uh right so i have a customer that i'm working 401 00:17:02,822 --> 00:17:07,582 with right now they have an amazingly flat surface there's no no grinding 402 00:17:07,582 --> 00:17:13,802 needed amazing flat surface but the challenge is their floor is super smooth. 403 00:17:14,182 --> 00:17:18,402 So they have to actually, we have to put some friction on it so that way the 404 00:17:18,402 --> 00:17:20,182 wheels are not rolling, right? 405 00:17:20,302 --> 00:17:20,642 And the 406 00:17:20,482 --> 00:17:20,762 Yes. 407 00:17:20,642 --> 00:17:21,722 robots can actually work. 408 00:17:21,922 --> 00:17:28,422 So those are the minor detail that when it comes to automation that we need to 409 00:17:28,422 --> 00:17:29,242 take care of it. 410 00:17:29,882 --> 00:17:31,242 Similar for fire, right? 411 00:17:31,342 --> 00:17:31,962 A power, sorry. 412 00:17:32,762 --> 00:17:37,462 I have a building in California, Rialto, California, where we are actually, 413 00:17:38,222 --> 00:17:40,882 it's funny, the switchgear is 2000 amps. 414 00:17:41,862 --> 00:17:45,502 The building without automation was around 530 amps. 415 00:17:46,022 --> 00:17:49,182 With automation, we'll go around 1600 amps. 416 00:17:50,502 --> 00:17:54,622 And the transformer that is on the building can only sustain 1200 amps. 417 00:17:54,402 --> 00:17:55,802 Yes. 418 00:17:55,442 --> 00:17:59,622 So when we talked to the customer first time, I was like on the first call 419 00:17:59,622 --> 00:18:02,002 with them, was like, hey guys, so what is the power capacity in here? 420 00:18:02,362 --> 00:18:03,322 2000 amps, great. 421 00:18:03,482 --> 00:18:03,742 I was like, 422 00:18:03,822 --> 00:18:05,222 Yeah. 423 00:18:03,862 --> 00:18:04,342 okay, cool. 424 00:18:04,522 --> 00:18:06,862 I think we should still do a due diligence on that. 425 00:18:07,122 --> 00:18:10,322 And then we found out that gap on customers like yeah thank you guys for doing 426 00:18:10,322 --> 00:18:13,442 the due diligence because now we have to work with the utility to upgrade the 427 00:18:13,442 --> 00:18:18,782 transformer get more power and that's another adds time uh to that go live and 428 00:18:18,782 --> 00:18:22,622 that's that's something that we need to as as the end users we need to start 429 00:18:22,622 --> 00:18:26,582 thinking about it if you are thinking about bringing a heavy goods-to-person 430 00:18:26,962 --> 00:18:29,582 automation or any kind of heavy automation in the building 431 00:18:30,722 --> 00:18:34,862 Yeah, we talked with someone on your team on 432 00:18:34,602 --> 00:18:35,042 yeah 433 00:18:34,862 --> 00:18:38,862 one of their buildings, and it would require going from 2,000 to 4,000 amps, 434 00:18:38,862 --> 00:18:43,302 and it's for, I think, almost like a food manufacturer. 435 00:18:43,142 --> 00:18:43,782 and 436 00:18:45,522 --> 00:18:49,102 And the building we ended up with does need the upgrade. 437 00:18:49,482 --> 00:18:50,122 and 438 00:18:50,042 --> 00:18:52,062 Part of it will be funded by the landlord. 439 00:18:52,062 --> 00:18:54,022 Part of it we fund on our own. 440 00:18:54,302 --> 00:19:01,342 And then when you just think of what needs to work in the contract with the 441 00:19:01,342 --> 00:19:09,562 utility and then anything that's like heavy manufacturing, all of the not only 442 00:19:09,562 --> 00:19:12,222 like permits, underwriting laboratory, 443 00:19:12,562 --> 00:19:13,062 Yes. 444 00:19:13,202 --> 00:19:17,822 like a certificate and overlapping and anything that goes into like setting up 445 00:19:17,822 --> 00:19:21,962 the building or the mezzanine or any of the box and boxes and just trying to 446 00:19:21,962 --> 00:19:23,582 like layer all that on. 447 00:19:23,782 --> 00:19:26,122 It gets incredibly cumbersome pretty fast. 448 00:19:26,482 --> 00:19:26,982 Yeah. 449 00:19:27,562 --> 00:19:30,262 And especially when it comes to... 450 00:19:30,262 --> 00:19:33,082 So one other thing that we have started doing is coming up with this building 451 00:19:33,082 --> 00:19:34,622 readiness help for our customers. 452 00:19:34,622 --> 00:19:39,722 So we do fire, floor, and power, and we have a permit strategy around it. 453 00:19:39,782 --> 00:19:43,642 So we wrap a permit strategy on top of that to help our customer think about 454 00:19:43,642 --> 00:19:47,982 who goes first, what kind of permits, who doesn't go first. 455 00:19:47,982 --> 00:19:52,302 Because if they go first, they're going to block the entire other permits and 456 00:19:51,622 --> 00:19:53,022 Yep. 457 00:19:52,302 --> 00:19:54,782 the timeline around that and all of those different things. 458 00:19:54,782 --> 00:20:00,622 So it's specifically when you are in a high stakes automation decisions, I 459 00:20:00,622 --> 00:20:04,822 would say just having a second due diligence doesn't hurt. 460 00:20:05,642 --> 00:20:08,902 It's just simple to just make sure, do I have enough power? 461 00:20:09,542 --> 00:20:10,982 What can I do for my fire? 462 00:20:11,202 --> 00:20:15,702 Because the county officials have the power to close your building with one 463 00:20:15,702 --> 00:20:16,102 walk. 464 00:20:16,342 --> 00:20:20,222 And that can be millions and millions of dollars of lost revenue. 465 00:20:20,402 --> 00:20:23,902 So you want to measure twice, cut once kind of thing. 466 00:20:24,722 --> 00:20:25,202 Yeah. 467 00:20:25,682 --> 00:20:29,482 And to your point of everything being connected, like I'm not even sure I know 468 00:20:29,482 --> 00:20:31,382 all the timelines on the machines 469 00:20:31,042 --> 00:20:32,442 yeah 470 00:20:31,382 --> 00:20:33,722 or that it's my business to know that. 471 00:20:33,882 --> 00:20:39,422 That's not the part that I'm playing or the role that I'm in, but I'm in the 472 00:20:39,422 --> 00:20:41,002 role of make sure it all works 473 00:20:40,802 --> 00:20:42,202 yeah 474 00:20:41,002 --> 00:20:42,382 out and 475 00:20:42,202 --> 00:20:42,862 that 476 00:20:42,382 --> 00:20:43,362 that it's all successful 477 00:20:42,862 --> 00:20:43,442 is yeah 478 00:20:43,362 --> 00:20:44,242 and that you got enough 479 00:20:44,182 --> 00:20:44,882 yeah 480 00:20:44,242 --> 00:20:48,242 time from the landlord and enough free rent and I'm like a part of the 481 00:20:48,242 --> 00:20:49,442 critical path. 482 00:20:50,022 --> 00:20:54,042 So yeah, I could definitely see why having another set of eyes that tries to 483 00:20:54,042 --> 00:20:57,302 look at the whole pie all at the same time is incredibly 484 00:20:57,022 --> 00:20:57,502 all 485 00:20:57,302 --> 00:20:57,762 powerful 486 00:20:57,502 --> 00:20:57,842 right yeah 487 00:20:57,762 --> 00:20:58,022 and 488 00:20:57,842 --> 00:20:59,742 and 489 00:20:58,022 --> 00:20:58,282 helpful. 490 00:20:59,742 --> 00:21:03,722 and that's one thing that i i feel very confident on our side just because i 491 00:21:03,722 --> 00:21:08,722 think we do have that county level access in a way where we we probably have 492 00:21:08,722 --> 00:21:12,482 done some projects there or are doing active projects in that county or 493 00:21:12,482 --> 00:21:16,822 surrounding county so we can at least bring that kind of insights on like hey 494 00:21:16,822 --> 00:21:21,502 this county six weeks of timeline this is eight weeks of timeline if the 495 00:21:21,502 --> 00:21:25,083 revision comes you should expect another four weeks or another two weeks. 496 00:21:25,222 --> 00:21:31,242 um cool i would uh the one thing you had written about that um i thought was 497 00:21:31,242 --> 00:21:35,562 noteworthy to bring up with you was uh talking about people and integrators 498 00:21:35,562 --> 00:21:39,902 and the amazon story of like going direct to auto 499 00:21:39,742 --> 00:21:40,362 Mm 500 00:21:39,902 --> 00:21:40,422 store 501 00:21:40,362 --> 00:21:40,482 -hmm. 502 00:21:40,422 --> 00:21:48,222 and um uh it is interesting to see like that part of the industry evolve and 503 00:21:48,222 --> 00:21:54,682 then I went with integrator and a client and auto store like five times around 504 00:21:54,682 --> 00:21:59,942 the track and it's a long process it takes a long time to get design and to 505 00:21:59,942 --> 00:22:04,262 get buy-in and get a decision and get everything signed and so I could see 506 00:22:04,262 --> 00:22:09,262 that big people that have internal resources might want to develop that skill 507 00:22:09,262 --> 00:22:13,922 in-house and like are you seeing more of that or you think that's just kind 508 00:22:13,922 --> 00:22:17,522 of like Amazon specific really because they're because they 509 00:22:17,502 --> 00:22:17,942 i 510 00:22:17,522 --> 00:22:18,102 can or 511 00:22:17,942 --> 00:22:22,702 would 512 00:22:18,102 --> 00:22:21,322 because like that is so important to them that they've developed that. 513 00:22:22,702 --> 00:22:28,222 say i think i chatted recently about it i think when it comes to automation 514 00:22:28,222 --> 00:22:32,862 and probably it's same for everything but when is because i've been not i'm in 515 00:22:32,862 --> 00:22:36,122 automation world for a while i think for me when i think about automation i 516 00:22:36,122 --> 00:22:41,462 look at the success stories the the the not failures but the lessons learned 517 00:22:41,462 --> 00:22:42,762 if you will uh 518 00:22:42,582 --> 00:22:43,142 Yep. 519 00:22:42,762 --> 00:22:47,322 the success stories and i've been in this space for a while i probably have 520 00:22:47,322 --> 00:22:51,622 read almost all the news that come out of this space for a while 521 00:22:51,562 --> 00:22:52,962 Yeah. 522 00:22:51,622 --> 00:22:55,422 because i have my own like website for news right so i pretty much before 523 00:22:55,422 --> 00:22:58,962 anything goes on the website i actually read through it before i post it so 524 00:22:58,962 --> 00:23:03,502 probably i read everything that is happening in the market and because of that 525 00:23:03,502 --> 00:23:07,202 i i have started developing and having customers conversation, I started 526 00:23:07,202 --> 00:23:11,062 developing this framework in my mind where I think the capability of 527 00:23:11,062 --> 00:23:15,042 automation or the adoption of automation comes down to two major things. 528 00:23:15,182 --> 00:23:17,582 Either it's a capability and urgency, right? 529 00:23:17,682 --> 00:23:22,102 I can have tons of capability in me, but if I'm not urgent to build the 530 00:23:22,102 --> 00:23:25,962 automation case or adopt the automation, I'm going to find a reason not to do 531 00:23:25,962 --> 00:23:26,182 it. 532 00:23:26,662 --> 00:23:27,122 And 533 00:23:26,722 --> 00:23:28,122 Okay. 534 00:23:27,122 --> 00:23:33,302 I think it's the same way for like, if have the urgency and I don't have the 535 00:23:33,302 --> 00:23:37,382 capability, I will either fail or have a lessons learned, which will be very 536 00:23:37,382 --> 00:23:38,342 expensive lessons learned. 537 00:23:38,482 --> 00:23:38,702 Because 538 00:23:38,482 --> 00:23:39,882 Yes. 539 00:23:38,702 --> 00:23:43,062 I did something, I implemented automation, and now that goes back to the 540 00:23:43,062 --> 00:23:44,182 maturity curve. 541 00:23:44,322 --> 00:23:51,142 Like I borrowed some level of expertise from my partners, from the systems 542 00:23:51,142 --> 00:23:55,022 integrators, from the OEMs, and I believe that I can do it. 543 00:23:55,342 --> 00:23:56,082 That's great. 544 00:23:56,202 --> 00:23:57,922 You implemented it, you went go live. 545 00:23:57,922 --> 00:24:03,902 But if there is no, and I'm a very strong believer that if you do not name a 546 00:24:03,902 --> 00:24:09,782 person or a team who has the oversight over that automation and have every 547 00:24:09,782 --> 00:24:14,622 maintenance team, facility teams, IT teams, operations team, some kind of 548 00:24:14,622 --> 00:24:19,522 minor dotted line into that team to make the automation successful, you will 549 00:24:19,522 --> 00:24:21,682 run into challenges post-go-live. 550 00:24:21,682 --> 00:24:26,822 and again not because system failed or not because the operations didn't do a 551 00:24:26,822 --> 00:24:30,982 good job it's just that it needs maintenance it's like building muscle right 552 00:24:30,982 --> 00:24:34,682 if you don't build muscles and if you lose if you do the bodybuilding for one 553 00:24:34,682 --> 00:24:38,002 year and yeah exactly if you do the bodybuilding for one year and stop it 554 00:24:38,002 --> 00:24:42,342 you're gonna start losing the muscle and you need to have that exercise so 555 00:24:42,342 --> 00:24:46,102 what i'm seeing back to your question what i'm seeing is a lot of 556 00:24:47,802 --> 00:24:51,862 big leaders are thinking about automation seriously and building capability 557 00:24:51,862 --> 00:24:57,102 around that i think i remember early days when i was Berkshire Grey working 558 00:24:57,102 --> 00:25:00,962 with a lot of customers and one customer is pretty much we all know which is 559 00:25:00,962 --> 00:25:04,982 number one retailer in the world they they were looking at automation really 560 00:25:04,982 --> 00:25:10,822 closely but i think at least my take is they they realized that amazon is 561 00:25:10,822 --> 00:25:14,122 coming for the market share on the grocery side and overall and 562 00:25:13,922 --> 00:25:14,622 Yeah. 563 00:25:14,122 --> 00:25:16,942 i think they got serious about it And they're like, you know what, let's just 564 00:25:16,942 --> 00:25:19,162 go build teams around it. 565 00:25:19,262 --> 00:25:25,822 And I believe that since then, 2019-ish, you can see a lot of team job titles 566 00:25:25,822 --> 00:25:30,862 having automation as a word in their job titles, which basically tells me that 567 00:25:30,862 --> 00:25:32,042 they are building capabilities. 568 00:25:32,362 --> 00:25:36,202 They are pushing for having that capability internally. 569 00:25:36,465 --> 00:25:40,945 So I'm a believer that they saw the urgency, they built the capability and 570 00:25:40,945 --> 00:25:42,805 they're like, you know, let's go do about it. 571 00:25:43,080 --> 00:25:46,180 And I think a lot of 3PLs have started seeing that as well. 572 00:25:46,320 --> 00:25:53,060 But my belief is that the folks who have not seen the urgency will not build 573 00:25:53,060 --> 00:25:53,640 the capability. 574 00:25:54,120 --> 00:25:57,860 and we honestly wouldn't probably need a capability as well. 575 00:25:58,040 --> 00:26:04,080 So there are, and this all comes down to like a heavy, complex automation. 576 00:26:04,180 --> 00:26:05,580 Yep. 577 00:26:04,420 --> 00:26:09,240 Of course, there is a place for a point automation, like an AMR fleet or like 578 00:26:09,240 --> 00:26:11,300 automated forklifts and stuff like 579 00:26:11,220 --> 00:26:12,620 Yep. 580 00:26:11,300 --> 00:26:11,540 that. 581 00:26:11,860 --> 00:26:14,820 That doesn't, it's not a heavy automation. 582 00:26:14,820 --> 00:26:17,980 You can do a point solutions around that and there is always going to be a 583 00:26:17,980 --> 00:26:18,720 market for that. 584 00:26:18,720 --> 00:26:24,280 But if you're looking for relying automation to be really a game changer for 585 00:26:24,280 --> 00:26:27,580 your various operations, yeah, you've got to build the capability for that. 586 00:26:28,580 --> 00:26:29,140 Yeah. 587 00:26:29,920 --> 00:26:36,820 Yeah, it's probably an increasing line item of spend, I would imagine, on the 588 00:26:36,820 --> 00:26:37,140 budget. 589 00:26:37,500 --> 00:26:43,340 And I remember interviewing the CFO for GXO at the time and talking about how 590 00:26:43,340 --> 00:26:45,060 much they are investing in that. 591 00:26:45,180 --> 00:26:46,860 And they're like the prime, 592 00:26:47,220 --> 00:26:48,620 yeah 593 00:26:47,300 --> 00:26:48,820 like one of the first movers 594 00:26:48,620 --> 00:26:51,240 yes 595 00:26:48,820 --> 00:26:51,440 in a significant way in their 3PL space. 596 00:26:51,240 --> 00:26:52,700 exactly 597 00:26:51,440 --> 00:26:55,880 and they seemed like they were going bigger than anybody or bigger in their 598 00:26:55,880 --> 00:26:59,280 particular category and 599 00:26:58,920 --> 00:26:59,480 yeah 600 00:26:59,280 --> 00:27:03,080 I could imagine, yeah, for the bigger ones and for the national and for the 601 00:27:03,080 --> 00:27:03,780 global companies. 602 00:27:04,163 --> 00:27:09,483 But I think the value is going to be the North Star that I'm chasing is to put 603 00:27:09,483 --> 00:27:14,123 more robots in the building for a long time, not just for a sign of PO, right? 604 00:27:14,283 --> 00:27:15,103 Signature of the PO. 605 00:27:15,103 --> 00:27:16,503 Yep. 606 00:27:15,283 --> 00:27:19,623 But honestly, the success comes when automation is there for a long time and 607 00:27:19,623 --> 00:27:20,542 people are using it. 608 00:27:20,670 --> 00:27:26,530 uh yeah i feel like um a lot of things i see that you put out there have some 609 00:27:26,530 --> 00:27:33,050 version of um before you go live and after you go live because for us maybe in 610 00:27:33,050 --> 00:27:37,050 a real estate deal like there's so much that goes into it but oftentimes once 611 00:27:37,050 --> 00:27:42,270 it's signed like there's not a whole lot to do or there's not a whole lot to 612 00:27:42,270 --> 00:27:48,070 help on like that's when the operations team takes over or that's when they go 613 00:27:48,070 --> 00:27:53,650 back to running the business so to speak where this is part of running the 614 00:27:53,590 --> 00:27:54,990 Yep. 615 00:27:53,650 --> 00:27:59,090 business and so I love how so many of your stories are like you were expecting 616 00:27:59,090 --> 00:28:05,690 this the ideal outcome is this and then you met the reality and like here's 617 00:28:05,690 --> 00:28:09,930 how it's different here's how it was tough and i could see why the problems 618 00:28:09,930 --> 00:28:15,510 when it doesn't work like the assembly line analogies like don't stop the line 619 00:28:15,510 --> 00:28:18,990 or when the line is stopped like everybody is stopped and 620 00:28:18,470 --> 00:28:19,150 yeah 621 00:28:18,990 --> 00:28:24,390 like it's a big problem so i that is i'm sure that's always like paramount in 622 00:28:24,390 --> 00:28:28,370 your experiences of like go live day and then like thereafter after? 623 00:28:28,750 --> 00:28:36,970 yeah and the challenge is always is gonna be i think i'm i i the the blessing 624 00:28:36,970 --> 00:28:41,050 or the curse is that I've seen almost every side when it comes to automation. 625 00:28:41,670 --> 00:28:42,390 Yes. 626 00:28:41,990 --> 00:28:46,430 And what happens is if the company 627 00:28:45,630 --> 00:28:46,750 Because you've got the software 628 00:28:46,430 --> 00:28:46,830 that, 629 00:28:46,750 --> 00:28:47,730 side experience. 630 00:28:47,710 --> 00:28:48,630 yes. 631 00:28:47,730 --> 00:28:49,530 You've had the robotics side experience. 632 00:28:49,530 --> 00:28:51,610 You've got the real estate side experience. 633 00:28:51,310 --> 00:28:51,790 Yeah. 634 00:28:51,790 --> 00:28:52,070 Yeah. 635 00:28:52,950 --> 00:28:59,850 So when I think about automation, and it goes back to if the end user has not 636 00:28:59,850 --> 00:29:00,810 built the capability. 637 00:29:00,950 --> 00:29:03,370 When I say capability, that doesn't mean that you need to read the books. 638 00:29:03,510 --> 00:29:07,190 But what I mean is like, hey, you need to have someone who understand the 639 00:29:07,190 --> 00:29:11,630 system well enough, be it technical technology team and be it maintenance 640 00:29:11,630 --> 00:29:14,390 team, facility team, or even the operational super user. 641 00:29:14,270 --> 00:29:15,670 Yeah. 642 00:29:14,890 --> 00:29:17,470 If you don't have that team, what happens? 643 00:29:17,610 --> 00:29:24,890 You keep pulling your integrator or OEM back to just answering that question. 644 00:29:25,050 --> 00:29:29,570 And now that starts creating a friction where like, guys, we helped you. 645 00:29:29,890 --> 00:29:30,670 What else do you need? 646 00:29:30,810 --> 00:29:31,530 Guys, we helped you. 647 00:29:31,610 --> 00:29:32,330 What else do you need? 648 00:29:32,610 --> 00:29:37,390 So we reach a point where like either some of them one of the person has an 649 00:29:37,390 --> 00:29:41,430 issue and i i believe that it's not never personal it's more of like guys this 650 00:29:41,430 --> 00:29:45,190 is a gap we got to build it let's build it around it it's a process gap it's 651 00:29:45,190 --> 00:29:47,250 not a individual problem 652 00:29:48,970 --> 00:29:51,250 Yeah, I would think every, like, 653 00:29:52,930 --> 00:29:57,330 it would be hard to imagine people making such a big investment and going live 654 00:29:57,330 --> 00:29:58,850 and not having that capability. 655 00:29:59,210 --> 00:30:03,410 But then perhaps it's more of you're doing something you've never done before. 656 00:30:03,410 --> 00:30:08,290 So you need someone who's prepared to own it and go through the experience of 657 00:30:08,290 --> 00:30:12,010 learning and adapting and dealing with uncertainty and with whatever 658 00:30:12,010 --> 00:30:13,410 inevitably is going to break. 659 00:30:14,090 --> 00:30:18,090 and honestly sometimes it could be the first foray into the automation and 660 00:30:18,090 --> 00:30:20,830 they don't even know right if you don't know you don't know the things you 661 00:30:20,830 --> 00:30:20,990 don't 662 00:30:20,910 --> 00:30:21,510 Yeah. 663 00:30:20,990 --> 00:30:25,110 know you don't know right and that's one of the uh messages that i try to do 664 00:30:25,110 --> 00:30:27,250 it in my conversations like guys 665 00:30:27,970 --> 00:30:32,190 i had a customer who's like Parth i want to i want to have an automation i 666 00:30:32,190 --> 00:30:36,790 want to we took them to a building which was almost 25 million dollars of 667 00:30:36,790 --> 00:30:42,230 automation fully full automation from end to end inbound to outbound with just 668 00:30:42,230 --> 00:30:46,890 humans in the loop where needed for intervention and it was an amazing site 669 00:30:46,890 --> 00:30:50,790 amazing building and customers saw it and customers like i want this i want 670 00:30:50,790 --> 00:30:56,370 this i want this i'm like you can have it but there is a road to that uh you 671 00:30:56,370 --> 00:30:59,750 can't just write me a check right now and i say you have it because i would 672 00:30:59,750 --> 00:31:01,950 love to do that but at the same time 673 00:31:01,830 --> 00:31:02,910 Bye 674 00:31:01,950 --> 00:31:02,950 i don't think so you 675 00:31:02,910 --> 00:31:03,310 now. 676 00:31:02,950 --> 00:31:03,190 will 677 00:31:03,830 --> 00:31:04,370 Yeah. 678 00:31:04,070 --> 00:31:09,270 yeah you will you will like me or you will hate me after that in a in a in a 679 00:31:09,270 --> 00:31:13,210 professional way like i think there is a method to this madness let's get your 680 00:31:13,210 --> 00:31:16,850 designs right let's put make sure your warehouse is set right let's get you 681 00:31:16,850 --> 00:31:20,950 some technology layer WMS and stuff like that so you know what you are 682 00:31:20,950 --> 00:31:24,630 measuring what you are where you're leaking what are the operations you get a 683 00:31:24,630 --> 00:31:28,470 control layer and once you are stable with WMS for at least nine to twelve 684 00:31:28,470 --> 00:31:31,970 months that's when actually i'll come back to and say are you still open for 685 00:31:31,970 --> 00:31:35,630 that automation and again this goes back to my counter thesis that i'm the 686 00:31:35,630 --> 00:31:39,430 automation guy but that's the reality i don't want to sell them something that 687 00:31:39,430 --> 00:31:40,210 they're not ready for 688 00:31:40,910 --> 00:31:46,130 Yeah, I would think WMSs everybody has everywhere in every building. 689 00:31:46,570 --> 00:31:47,430 And that's 690 00:31:47,130 --> 00:31:47,650 uh 691 00:31:47,430 --> 00:31:47,630 not, 692 00:31:47,650 --> 00:31:48,130 you'll 693 00:31:47,810 --> 00:31:48,290 you 694 00:31:48,130 --> 00:31:48,710 be surprised 695 00:31:48,290 --> 00:31:48,770 would say, 696 00:31:48,710 --> 00:31:48,990 just 697 00:31:48,770 --> 00:31:50,170 you'd 698 00:31:48,990 --> 00:31:50,310 you'll be surprised you'll 699 00:31:50,170 --> 00:31:50,370 say 700 00:31:50,310 --> 00:31:50,810 surprised 701 00:31:50,370 --> 00:31:52,850 at 30%, 50%, what would you say? 702 00:31:53,050 --> 00:31:58,750 i mean manhattan and blue yonder and a lot of WMS guys still have on a 703 00:31:58,750 --> 00:32:03,070 macroeconomic level yes WMS is now a replacement market. 704 00:32:03,330 --> 00:32:06,890 It's not a new market, whereas robotics is a new market. 705 00:32:06,530 --> 00:32:07,930 yeah 706 00:32:07,090 --> 00:32:12,830 But there are still big giants who are, I would say, have a WMS which is 25 707 00:32:12,830 --> 00:32:18,010 years old, or are trying to find the right WMS because they grew the business 708 00:32:18,010 --> 00:32:18,910 in a different direction. 709 00:32:19,170 --> 00:32:21,030 yes like 710 00:32:21,010 --> 00:32:21,610 Yeah. 711 00:32:21,030 --> 00:32:21,530 legacy 712 00:32:22,390 --> 00:32:22,690 Yeah. 713 00:32:24,790 --> 00:32:31,130 and then I'd be remiss if we didn't spend a little time on 3PLs and like 714 00:32:31,130 --> 00:32:37,270 experience with them and like what their needs are these days or what is like 715 00:32:37,270 --> 00:32:42,417 area that they're focused on or places where they are maturing more 716 00:32:43,228 --> 00:32:47,448 I would think we should spend a little time making it nice for them bringing 717 00:32:47,448 --> 00:32:51,128 some knowledge to them and like a thinking through like what do you see there 718 00:32:51,128 --> 00:32:55,728 what are the good ones doing what are the like medium size ones struggling 719 00:32:55,728 --> 00:33:00,188 with or let's do a quick five minutes on the 3PL market if you don't mind 720 00:33:00,288 --> 00:33:03,108 Yeah, I think I'll start with the big ones. 721 00:33:03,312 --> 00:33:06,472 I'm very close to a few other 3PLs. 722 00:33:06,592 --> 00:33:09,092 I think all right now, overall market is very, 723 00:33:12,132 --> 00:33:15,872 they're fighting for business in a good way, which is like, which is good. 724 00:33:16,072 --> 00:33:17,652 They are looking for new business. 725 00:33:17,832 --> 00:33:20,852 They are trying to find what will make the deal win. 726 00:33:21,372 --> 00:33:25,652 But from a technology side, everyone is leaning in a lot on the AI side. 727 00:33:26,272 --> 00:33:31,572 Automation spend with the 3PLs has not reduced, at least in my from the 728 00:33:31,572 --> 00:33:33,672 vantage point that i sit on uh 729 00:33:32,912 --> 00:33:34,312 Yeah. 730 00:33:33,672 --> 00:33:37,292 they are actively talking to about us about like hey what should we think 731 00:33:37,292 --> 00:33:42,392 about it uh i'm actively working with two or three 3pls where they are going 732 00:33:42,392 --> 00:33:47,732 on full automation uh for their brands which uh which is good which is which 733 00:33:47,732 --> 00:33:53,112 is great uh what also i'm seeing from the mid-market 3pls is that they are 734 00:33:53,112 --> 00:33:57,452 catching up in the they are at least thinking about automation in a way where 735 00:33:57,452 --> 00:34:01,292 they're like okay big guys have done We are in the second phase of, I would 736 00:34:01,292 --> 00:34:04,172 say, automation maturity, where folks are thinking about automation. 737 00:34:05,452 --> 00:34:12,972 But the good thing, or I would say the second focus point for them has become 738 00:34:12,972 --> 00:34:13,632 AI as 739 00:34:13,572 --> 00:34:14,972 Yep. 740 00:34:13,632 --> 00:34:13,832 well. 741 00:34:14,032 --> 00:34:16,692 How do we incorporate AI in our day-to-day workflows? 742 00:34:17,572 --> 00:34:21,552 AI definitely helps on the back office side of the world, right? 743 00:34:21,612 --> 00:34:24,852 Because they can find so much optimization on the back office. 744 00:34:25,112 --> 00:34:28,312 Maybe shipping office has a lot of emails and Slack messages going back. 745 00:34:28,312 --> 00:34:29,712 you put AI, can help you there. 746 00:34:30,692 --> 00:34:35,872 Similarly for WMS I've seen folks, I've seen solutions 747 00:34:34,852 --> 00:34:35,992 I would 748 00:34:35,872 --> 00:34:36,172 that 749 00:34:35,992 --> 00:34:36,192 think 750 00:34:36,172 --> 00:34:36,352 have 751 00:34:36,192 --> 00:34:36,372 I'm 752 00:34:36,352 --> 00:34:36,572 came 753 00:34:36,372 --> 00:34:36,992 like timing 754 00:34:36,572 --> 00:34:36,752 up. 755 00:34:36,992 --> 00:34:39,452 and scheduling on 756 00:34:38,612 --> 00:34:39,472 Yeah, all 757 00:34:39,452 --> 00:34:40,392 dock doors. 758 00:34:39,472 --> 00:34:41,152 of those labor planning. 759 00:34:41,252 --> 00:34:41,692 Yeah. 760 00:34:41,772 --> 00:34:42,252 Yeah, 761 00:34:43,132 --> 00:34:44,192 everything has changed. 762 00:34:44,592 --> 00:34:46,552 Everything with AI has definitely helped. 763 00:34:46,732 --> 00:34:49,912 I'm a big believer on a site and I'm a big believer in vision. 764 00:34:49,912 --> 00:34:53,272 So I'm hoping that there are some vision solutions out there, vision to help 765 00:34:53,272 --> 00:34:54,572 with the warehouse 766 00:34:54,232 --> 00:34:55,232 Vision. 767 00:34:54,572 --> 00:34:58,612 optimization, warehouse yeah vision accuracies and like the inventory accuracy 768 00:34:58,612 --> 00:35:01,632 and stuff like that i know there are a few great solution providers in the 769 00:35:01,632 --> 00:35:05,792 market but vision is going to be the next thing for warehouse optimization and 770 00:35:05,792 --> 00:35:06,072 i think 771 00:35:06,052 --> 00:35:06,452 Give 772 00:35:06,072 --> 00:35:06,732 finally 773 00:35:06,452 --> 00:35:07,112 me an example 774 00:35:06,732 --> 00:35:07,152 like the 775 00:35:07,112 --> 00:35:07,332 if 776 00:35:07,152 --> 00:35:08,672 yeah 777 00:35:07,332 --> 00:35:07,772 you don't mind. 778 00:35:08,672 --> 00:35:12,112 sure i think one of the things that i've been thinking in my mind and ideating 779 00:35:12,112 --> 00:35:17,912 is like what if i put a camera in the places where i let's say on the dock 780 00:35:17,912 --> 00:35:22,392 doors right focusing all within the dock doors the ai algorithm the so Vision 781 00:35:22,392 --> 00:35:27,172 algorithms have already caught up and they can tell me, you know, this 782 00:35:27,172 --> 00:35:29,492 forklift went for this building 10 times. 783 00:35:29,612 --> 00:35:31,292 Like a Verkada system, if you know. 784 00:35:31,432 --> 00:35:34,092 So Verkada is a pretty amazing software solution from a 785 00:35:34,092 --> 00:35:35,092 security side of the world. 786 00:35:35,292 --> 00:35:38,272 And you can literally say, tell me all the blue cars, right? 787 00:35:38,432 --> 00:35:39,012 And it will tell 788 00:35:38,952 --> 00:35:39,392 Yeah. 789 00:35:39,012 --> 00:35:39,752 you all the blue cars. 790 00:35:40,012 --> 00:35:43,832 Similarly, think about tell me all the forklifts, tell me all the reach trucks 791 00:35:43,832 --> 00:35:45,832 that cross this aisles in the 792 00:35:45,752 --> 00:35:46,192 It's 793 00:35:45,832 --> 00:35:46,192 last 10 794 00:35:46,192 --> 00:35:46,312 like 795 00:35:46,192 --> 00:35:46,552 minutes. 796 00:35:46,292 --> 00:35:48,312 heat maps too sometimes is what I 797 00:35:48,272 --> 00:35:48,712 Yeah, 798 00:35:48,312 --> 00:35:49,172 think of when I think 799 00:35:48,972 --> 00:35:49,352 exactly. 800 00:35:49,172 --> 00:35:49,492 of that. 801 00:35:49,352 --> 00:35:50,172 heat 802 00:35:49,712 --> 00:35:49,832 Yeah. 803 00:35:50,172 --> 00:35:53,352 maps, you can do optimization like, hey, show me 804 00:35:54,072 --> 00:35:54,492 the 805 00:35:55,412 --> 00:35:59,252 picker route that all of my pickers took to fulfill 806 00:35:58,932 --> 00:35:59,372 Yep. 807 00:35:59,252 --> 00:35:59,732 the order. 808 00:36:00,512 --> 00:36:04,352 Tell me if my conveyor is stopped, where it is stopping and I can see that. 809 00:36:04,592 --> 00:36:08,052 If the conveyor is stopped, bring me a cell phone ping and I can see, my 810 00:36:08,052 --> 00:36:09,452 conveyor is stopped, go solve for it. 811 00:36:09,632 --> 00:36:11,032 Yep. 812 00:36:09,812 --> 00:36:12,912 I don't have to wait for someone to radio in. 813 00:36:13,412 --> 00:36:17,972 That was usually what is the process where you have to radio in someone. 814 00:36:18,052 --> 00:36:18,992 Hey, my conveyor is stopped. 815 00:36:19,352 --> 00:36:20,392 There is a way to do that. 816 00:36:20,512 --> 00:36:22,592 All of those, there are many use cases around it. 817 00:36:23,072 --> 00:36:27,372 Of course, you have to understand the use case cost versus where do you put 818 00:36:27,372 --> 00:36:29,712 the cameras and all of those things and privacy around 819 00:36:29,652 --> 00:36:31,052 Yeah. 820 00:36:29,712 --> 00:36:29,932 it. 821 00:36:30,192 --> 00:36:31,532 But I think vision is going to be a change. 822 00:36:31,692 --> 00:36:37,532 think there are providers like that, blanking on their name, right now who 823 00:36:37,532 --> 00:36:41,712 actually has a solution where they can track a pallet. 824 00:36:41,712 --> 00:36:46,072 If you put a camera on the forklift, they can literally follow the forklift 825 00:36:46,072 --> 00:36:48,372 and they can see where their pallet was dropped 826 00:36:48,292 --> 00:36:49,692 Yeah. 827 00:36:48,372 --> 00:36:50,652 and kind of visual inspection of pallets. 828 00:36:51,312 --> 00:36:55,852 There are solutions which are on the dock doors that can tell you how good the 829 00:36:55,852 --> 00:36:59,552 quality of pallet was when it was loaded onto the truck. 830 00:36:58,472 --> 00:36:59,352 Yeah. 831 00:36:59,372 --> 00:37:00,252 yep 832 00:36:59,752 --> 00:37:03,372 And that helps you with the OTIF compliance and stuff like that. 833 00:37:05,052 --> 00:37:05,612 yep 834 00:37:06,312 --> 00:37:06,792 Yeah. 835 00:37:06,472 --> 00:37:10,752 that's a big you can see that proliferate in the next couple of years 836 00:37:11,012 --> 00:37:11,692 correct 837 00:37:11,612 --> 00:37:12,172 yeah 838 00:37:11,692 --> 00:37:11,972 yep 839 00:37:12,172 --> 00:37:13,632 between sensors and cameras 840 00:37:14,412 --> 00:37:15,732 yes for sure 841 00:37:17,992 --> 00:37:23,492 and maybe lastly if you just think of like in this 3PL talk you were talking 842 00:37:23,492 --> 00:37:28,052 about like the middle sized players what's like a regular setup? 843 00:37:28,212 --> 00:37:29,672 How many pieces would they have? 844 00:37:29,792 --> 00:37:31,952 I know there's so many when you just think of like 845 00:37:34,532 --> 00:37:39,432 systems, different machines or different equipment that are all like under the 846 00:37:39,432 --> 00:37:40,612 category of 847 00:37:41,712 --> 00:37:42,192 automation. 848 00:37:42,192 --> 00:37:43,132 Would you say, 849 00:37:43,972 --> 00:37:47,912 like give me like a typical setup that you would think of like a mid-range 850 00:37:47,912 --> 00:37:48,872 player would have. 851 00:37:49,132 --> 00:37:58,512 I think from a 3PL perspective, I do believe that if you are not trying to do 852 00:37:58,512 --> 00:38:03,672 a goods-to-person automation, I do see a value in pallet moves using AMRs. 853 00:38:03,852 --> 00:38:05,852 I think folks have exploded. 854 00:38:05,852 --> 00:38:10,312 I know a few people, a few friends of mine actually have done a good business 855 00:38:10,312 --> 00:38:14,452 with 3PLs for selling their AMRs. 856 00:38:15,652 --> 00:38:22,152 I think I'm still, especially this year, I'm still under the belief that the 857 00:38:22,152 --> 00:38:26,452 mid-market 3PLs are really trying to get extra value of AI 858 00:38:27,172 --> 00:38:30,912 and make sure that they are able to find the efficiencies within their 859 00:38:30,912 --> 00:38:32,892 existing workflows through 860 00:38:31,932 --> 00:38:33,332 Yep. 861 00:38:32,892 --> 00:38:34,392 the back office optimization, right? 862 00:38:34,392 --> 00:38:37,532 be it emails, be it scheduling and all of those different things. 863 00:38:37,772 --> 00:38:40,092 I think they are really focused on that. 864 00:38:40,312 --> 00:38:44,712 They are looking into point automation solutions as of right now. 865 00:38:45,312 --> 00:38:50,012 It could be as simple as like, hey, just get me a packaging automation or get 866 00:38:50,012 --> 00:38:51,652 me a robot who can move pallets. 867 00:38:51,832 --> 00:38:54,272 But that's where I have experience this year. 868 00:38:55,452 --> 00:38:59,072 Based on my few understandings and few visits to the conference, that's where 869 00:38:59,072 --> 00:39:01,092 my head is right now on them. 870 00:39:02,232 --> 00:39:07,652 Yeah, I could see it take time just to distill through the economy and through 871 00:39:07,652 --> 00:39:08,712 all the different companies. 872 00:39:08,892 --> 00:39:12,612 It just takes time for everybody to be exposed to it, to try it, to learn from 873 00:39:12,612 --> 00:39:14,472 it, and then to figure out what was valuable. 874 00:39:14,777 --> 00:39:15,217 Cool. 875 00:39:15,417 --> 00:39:16,677 Anything else coming up for you? 876 00:39:17,017 --> 00:39:18,717 Are going to hit the conference circuit? 877 00:39:18,997 --> 00:39:20,137 Are going to be on stage? 878 00:39:20,557 --> 00:39:21,917 Are we going to see you out there? 879 00:39:22,157 --> 00:39:23,437 Or is that 880 00:39:23,257 --> 00:39:23,657 No, 881 00:39:23,437 --> 00:39:24,077 not a 882 00:39:23,877 --> 00:39:24,177 not 883 00:39:24,077 --> 00:39:24,337 big 884 00:39:24,177 --> 00:39:24,397 on 885 00:39:24,337 --> 00:39:24,757 focus 886 00:39:24,397 --> 00:39:25,137 stage. 887 00:39:24,757 --> 00:39:25,437 for you this year? 888 00:39:25,817 --> 00:39:26,217 Yeah. 889 00:39:26,417 --> 00:39:27,277 For not this year. 890 00:39:27,377 --> 00:39:30,917 think this year I'm pretty much work, work trips, but I think I'll definitely 891 00:39:30,917 --> 00:39:34,197 be in ProMat that's my toy land 892 00:39:33,337 --> 00:39:34,737 Yep. 893 00:39:34,197 --> 00:39:38,317 so I'll be always being ProMat doing stuff there but I think no other 894 00:39:39,297 --> 00:39:43,637 conference circuits as I planned off but yeah I'll be excited to see you there 895 00:39:43,637 --> 00:39:50,177 but yeah and anyone who is there hit me up always active on LinkedIn because 896 00:39:50,177 --> 00:39:53,817 that's my I would say things that keeps me busy which is great 897 00:39:54,757 --> 00:39:56,177 Yes, totally. 898 00:39:57,117 --> 00:40:00,477 Okay, well I know you're busy Parth, I appreciate you spending time, that was 899 00:40:00,477 --> 00:40:04,237 better than I was expecting, although I had pretty high expectations and it's 900 00:40:04,237 --> 00:40:09,077 so fun to see your career blossom and to see you have fun experiences and 901 00:40:09,077 --> 00:40:10,677 learning and growing and helping people. 902 00:40:11,277 --> 00:40:12,877 I appreciate you having me again. 903 00:40:13,057 --> 00:40:14,717 Thank you for your time and great questions. 904 00:40:14,837 --> 00:40:15,457 Appreciate it. 905 00:40:16,117 --> 00:40:18,077 Yep, we'll see you later Parth, have a good 906 00:40:17,977 --> 00:40:18,377 Yes, 907 00:40:18,077 --> 00:40:18,277 one. 908 00:40:18,477 --> 00:40:18,597 sir. 909 00:40:18,777 --> 00:40:18,917 Bye 910 00:40:18,817 --> 00:40:19,077 Thank 911 00:40:18,917 --> 00:40:19,077 bye. 912 00:40:19,077 --> 00:40:19,217 you. 913 00:40:19,437 --> 00:40:19,857 Yep.