1 00:00:08,490 --> 00:00:11,460 Matt Edmundson: Welcome to the eCommerce podcast with 2 00:00:11,460 --> 00:00:14,190 me, your host, Matt Edmundson. 3 00:00:14,190 --> 00:00:14,520 Yes. 4 00:00:14,520 --> 00:00:15,480 Welcome to the show. 5 00:00:15,480 --> 00:00:20,130 Great to have you with us wherever you are joining us from in the world. 6 00:00:20,370 --> 00:00:25,370 This show is all about helping you to deliver eCommerce WOW. 7 00:00:25,950 --> 00:00:31,764 And today I am super excited with today's guest Rick west, who is 8 00:00:32,064 --> 00:00:34,894 , joining us all the way from Alabama. 9 00:00:35,435 --> 00:00:37,295 Uh, we're gonna have a great conversation. 10 00:00:37,504 --> 00:00:40,295 Uh, but Rick, before we get into it, one of the things I like to do is just give 11 00:00:40,295 --> 00:00:45,425 a quick shout out to past guests and episodes that we have had, uh, and given 12 00:00:45,425 --> 00:00:48,875 the conversation that we're gonna have tonight, I thought it would be great to 13 00:00:48,875 --> 00:00:54,780 mention Tim Jordan's episode with us, uh, on how to choose a winning product 14 00:00:55,080 --> 00:00:57,150 every time do go back and check that out. 15 00:00:57,150 --> 00:00:59,290 It's all on the website, ecommercepodcast.net. 16 00:00:59,310 --> 00:01:00,930 We've got such a back catalog. 17 00:01:01,290 --> 00:01:02,820 Uh, you're gonna want to check it out. 18 00:01:03,240 --> 00:01:06,840 Now, this episode is brought to you by the eCommerce cohort, which helps 19 00:01:06,840 --> 00:01:09,820 deliver eCommerce WOW to your customers. 20 00:01:10,530 --> 00:01:13,500 Uh, it is basically a membership. 21 00:01:13,500 --> 00:01:16,020 I dunno, Rick, whether you're the same as me, but it's, 22 00:01:16,350 --> 00:01:18,090 it's easier to work in a silo. 23 00:01:18,150 --> 00:01:24,465 And so, uh, working in a mastermind with peers, Is super, super beneficial. 24 00:01:24,465 --> 00:01:26,985 And that's what the eCommerce is all about. 25 00:01:26,985 --> 00:01:30,045 Let me tell you, it's a lightweight membership group with guided monthly 26 00:01:30,045 --> 00:01:34,755 sprints, that cycle through all the key areas of eCommerce, the sole 27 00:01:34,755 --> 00:01:39,615 purpose of which is to provide clear and actionable jobs to be done. 28 00:01:39,915 --> 00:01:44,115 And so you'll know what to work on and get the support to get it done too. 29 00:01:44,115 --> 00:01:45,735 So whether you're just starting out in eCommerce. 30 00:01:46,005 --> 00:01:49,455 Or if like me, you're a bit of a dinosaur and been around for a little while. 31 00:01:49,755 --> 00:01:55,245 Uh, make sure you check out ecommercecohort.com or email me directly 32 00:01:55,645 --> 00:02:01,965 matt@ecommercepodcast.net with any questions because it is super, super cool. 33 00:02:02,205 --> 00:02:05,505 And also let me know what you think about the new music by the way, because, 34 00:02:05,509 --> 00:02:09,644 uh, you know, we've taken the eCommerce podcast theme and jazzed did up. 35 00:02:09,764 --> 00:02:10,484 Absolutely. 36 00:02:10,484 --> 00:02:11,595 So I'd love to know what you thought. 37 00:02:11,595 --> 00:02:13,275 Think about that, right. 38 00:02:14,040 --> 00:02:14,880 Let's jump into this. 39 00:02:14,880 --> 00:02:18,690 So I'm gonna read this intro here and then we're gonna resolve a 40 00:02:18,690 --> 00:02:20,549 slight confusion that's in my head. 41 00:02:20,760 --> 00:02:25,530 Uh, Rick is the CEO, uh, and founder of field agents. 42 00:02:25,530 --> 00:02:30,540 Now field agent connects brands, retailers, and agencies with customers 43 00:02:30,690 --> 00:02:36,035 across the country and around the world to help you win at retail, 44 00:02:36,095 --> 00:02:41,195 his platform, harnesses, smartphones across the country, bridging the 45 00:02:41,195 --> 00:02:43,415 gap between you and your customers. 46 00:02:43,595 --> 00:02:45,394 And it's really, really clever. 47 00:02:45,755 --> 00:02:49,915 Now Rick created field agent because he saw a massive problem 48 00:02:49,915 --> 00:02:54,505 that needed solving retailers were really struggling to connect with 49 00:02:54,505 --> 00:02:56,695 their customers in an efficient way. 50 00:02:57,115 --> 00:03:00,955 By using mobile technology, Rick was able to create a platform that helps 51 00:03:00,955 --> 00:03:06,085 brands better understand their customers and improve their retail strategies. 52 00:03:06,445 --> 00:03:09,565 Rick is always striving to see his ideas come to life. 53 00:03:09,805 --> 00:03:13,015 He has been an entrepreneur for 19 years. 54 00:03:13,315 --> 00:03:17,190 And is part of the global endeavor entrepreneur network. 55 00:03:17,370 --> 00:03:20,310 Rick, that's all a huge mouthful. 56 00:03:20,310 --> 00:03:21,600 So welcome to the show. 57 00:03:21,605 --> 00:03:25,230 It sounds like you are, you are the man when it comes to all these kind of things, 58 00:03:25,740 --> 00:03:26,610 Rick West: you know, I'll take that. 59 00:03:26,610 --> 00:03:28,290 My wife will humbly remind me. 60 00:03:28,290 --> 00:03:29,070 I'm not the man. 61 00:03:30,240 --> 00:03:31,120 I will take that. 62 00:03:31,120 --> 00:03:35,790 Listen, I will always be known as Kim's husband or Hannah and Logan and Sarah's 63 00:03:35,790 --> 00:03:38,010 dad or Ketting, and Josie's grand. 64 00:03:38,580 --> 00:03:42,360 Forget about all the other stuff that's who I am. 65 00:03:42,480 --> 00:03:44,580 Matt Edmundson: let me tell you, Rick, I feel your pain. 66 00:03:44,970 --> 00:03:46,980 Uh, I'm I'm the same way. 67 00:03:46,980 --> 00:03:47,880 I'm Sharon's fella. 68 00:03:47,885 --> 00:03:49,290 That's the way it is here in the UK. 69 00:03:49,890 --> 00:03:50,940 Uh, and you know what? 70 00:03:51,000 --> 00:03:51,660 I'll take it. 71 00:03:51,660 --> 00:03:52,230 I'll take it. 72 00:03:52,230 --> 00:03:53,190 It's not a problem at all. 73 00:03:53,370 --> 00:03:54,630 Um, not a problem at all. 74 00:03:54,840 --> 00:03:58,080 So thank you for joining us, uh, on the eCommerce podcast, I'm 75 00:03:58,080 --> 00:04:00,415 super excited that you are here. 76 00:04:00,895 --> 00:04:05,815 Um, but let's, let's clear something up because it says, uh, we were 77 00:04:05,815 --> 00:04:08,875 talking in the intro about field agent and I've got this beautiful intro 78 00:04:08,880 --> 00:04:10,555 written by Sadaf, our producer here. 79 00:04:10,765 --> 00:04:11,095 Fantastic. 80 00:04:11,545 --> 00:04:12,145 Oh, it's great. 81 00:04:12,150 --> 00:04:12,565 Yeah. 82 00:04:12,570 --> 00:04:12,615 Yeah. 83 00:04:12,620 --> 00:04:17,965 I mean, work of pros, uh, but underneath your name, it says something 84 00:04:18,085 --> 00:04:18,954 a little different, doesn't it? 85 00:04:18,954 --> 00:04:20,905 Doesn't say field agent.net anymore. 86 00:04:21,464 --> 00:04:23,534 Rick West: It says plumshop.com. 87 00:04:23,565 --> 00:04:23,685 Yeah. 88 00:04:23,685 --> 00:04:27,645 So for the listeners, don't panic, you they've got the right guy, you 89 00:04:27,645 --> 00:04:28,575 know, on the podcast right now. 90 00:04:29,914 --> 00:04:34,155 but you know, uh, Matt, this came from, um, uh, kind of a concept. 91 00:04:34,155 --> 00:04:37,724 If you're a voracious reader or a podcast guy, many people have listened 92 00:04:37,724 --> 00:04:42,455 to a podcast, a business podcast called flip my funnel, Sangram Vajre, 93 00:04:43,245 --> 00:04:46,245 uh, the, uh, the, uh, CEO of termin. 94 00:04:46,600 --> 00:04:48,160 Creative Terminus started that. 95 00:04:48,160 --> 00:04:53,020 He now has a podcast called the move, but his book, the move is really helping 96 00:04:53,050 --> 00:04:56,200 entrepreneurs or in the people in the eCommerce world understand there's 97 00:04:56,200 --> 00:04:58,390 three phases to everyone's company. 98 00:04:58,960 --> 00:05:00,520 There's a problem market fit. 99 00:05:00,640 --> 00:05:04,420 Mm-hmm, a product market fit and a platform market fit. 100 00:05:05,020 --> 00:05:08,050 We knew when we started field agent back in the pre selfie days. 101 00:05:08,050 --> 00:05:08,200 So. 102 00:05:08,985 --> 00:05:10,875 Pre front facing camera. 103 00:05:11,055 --> 00:05:11,475 Okay. 104 00:05:11,685 --> 00:05:14,715 No video, iPhone 3s, the rage, right? 105 00:05:14,715 --> 00:05:16,635 It was a Blackberry flip phone world. 106 00:05:16,735 --> 00:05:17,025 Yeah. 107 00:05:17,030 --> 00:05:17,145 Yeah. 108 00:05:17,175 --> 00:05:18,255 But that thing was coming out. 109 00:05:18,765 --> 00:05:23,355 We knew that we were solving a problem by launching field agent, which was allowing 110 00:05:23,355 --> 00:05:28,635 brands and retailers getting access to data at scale because we Crowd sourced 111 00:05:28,635 --> 00:05:32,355 millions of individuals that would take pictures on their phone, uh, answer 112 00:05:32,355 --> 00:05:36,375 insights, questions, buy products, and try them kind of do mystery shopping. 113 00:05:36,375 --> 00:05:39,465 So we knew we had an amazing solution mm-hmm and then we spent 114 00:05:39,465 --> 00:05:44,789 the last 10 years really honing in on the product market fit 115 00:05:44,789 --> 00:05:46,109 when you had a problem to solve. 116 00:05:46,109 --> 00:05:47,700 And everyone said, yes, there's a problem. 117 00:05:48,060 --> 00:05:52,770 The product market fit said, well, Rick, how do you take that, that 118 00:05:52,775 --> 00:05:56,370 machine that you've built and create very succinct products. 119 00:05:56,580 --> 00:06:01,740 So it's easy for me to buy as opposed to it being always a customized solution. 120 00:06:01,960 --> 00:06:06,075 Mm-hmm . Make a phone call and yeah, here's my machine. 121 00:06:06,075 --> 00:06:07,065 How do I customize it? 122 00:06:07,065 --> 00:06:10,664 Well, after about 10 years of doing work, there's only so many ways to do an audit. 123 00:06:10,664 --> 00:06:12,974 So many ways to do research or mystery shopping. 124 00:06:13,215 --> 00:06:15,294 There's only so many ways to do ratings and review. 125 00:06:15,745 --> 00:06:18,015 So we started to productize. 126 00:06:18,284 --> 00:06:22,815 Then the third phase we started to hear from our client saying, Rick, 127 00:06:22,875 --> 00:06:25,005 the way we buy from you is good. 128 00:06:25,680 --> 00:06:27,240 But it could be cleaner. 129 00:06:27,240 --> 00:06:28,380 Can you simplify it? 130 00:06:28,590 --> 00:06:31,730 So we launch plum in June 17th of this year. 131 00:06:32,560 --> 00:06:38,130 And plum is a B2B marketplace that acts like Amazon. 132 00:06:39,330 --> 00:06:42,390 And, and for those e-commerce people listening, you roll your eyes. 133 00:06:42,390 --> 00:06:42,659 Great. 134 00:06:42,659 --> 00:06:45,450 Rick, you said it's compared to Amazon before you roll your eyes, this is 135 00:06:45,450 --> 00:06:46,770 why Matt, why it's so important. 136 00:06:47,820 --> 00:06:52,320 If you're a B2B provider of services, there's no way that you 137 00:06:52,320 --> 00:06:54,450 can put your services on Amazon. 138 00:06:55,260 --> 00:06:57,240 And Shopify is just not gonna work for you. 139 00:06:57,240 --> 00:06:57,510 Is it? 140 00:06:57,539 --> 00:07:00,080 I mean, you just can't like, Hey, throw this on shop it'll work. 141 00:07:00,950 --> 00:07:06,690 So we spent the last year or so within, COVID really developing a marketplace 142 00:07:06,695 --> 00:07:12,270 so that you can click, answer a couple of questions and go to a cart and check 143 00:07:12,270 --> 00:07:16,409 out with a cart just like you would Amazon or target or boots, anyone, 144 00:07:16,500 --> 00:07:19,050 any type of retail, B2B engagement. 145 00:07:19,680 --> 00:07:21,990 And you can now buy our services in that way. 146 00:07:21,990 --> 00:07:22,860 Go right to a Cart. 147 00:07:23,419 --> 00:07:27,945 Either pay with a credit card or do a purchase or invoice such 148 00:07:27,945 --> 00:07:28,965 that, and this is the kicker. 149 00:07:29,625 --> 00:07:34,395 We would argue where the very first B2B eCommerce marketplace with a 150 00:07:34,395 --> 00:07:39,105 cart, all of the B2B marketplaces are click, click, talk to a salesperson, 151 00:07:39,105 --> 00:07:41,925 click, click, get an appointment, click, click, go to a demo. 152 00:07:42,345 --> 00:07:44,085 And we've completely turned that upside down. 153 00:07:44,085 --> 00:07:48,870 Hints, plumshop, which is why we've got that, uh, the website listed there. 154 00:07:48,870 --> 00:07:52,020 That's a longwinded answer to your original question, right? 155 00:07:52,020 --> 00:07:53,039 Matt Edmundson: No, that's a great answer. 156 00:07:53,039 --> 00:07:57,420 So, um, you have done plum shop, which, uh, within a couple of 157 00:07:57,420 --> 00:08:02,010 clicks, I can buy B2B services using standard eCommerce checkouts, 158 00:08:02,010 --> 00:08:03,390 which makes things a lot easier. 159 00:08:03,630 --> 00:08:04,140 Uh, yeah. 160 00:08:04,770 --> 00:08:05,130 Why. 161 00:08:05,715 --> 00:08:05,925 Okay. 162 00:08:05,925 --> 00:08:06,435 I'm intrigued. 163 00:08:06,440 --> 00:08:09,135 When you say you are the first one and, and I have to be honest with you, Rick. 164 00:08:09,135 --> 00:08:13,815 I don't doubt you because I, I I'm rapidly scaring the gray matter in 165 00:08:13,815 --> 00:08:15,285 the back of my head, trying to think. 166 00:08:15,765 --> 00:08:16,485 Well, hang on a minute. 167 00:08:16,485 --> 00:08:21,105 I, I, I genuinely don't know of market and maybe dear listener, if 168 00:08:21,110 --> 00:08:22,185 there is one, you should let us know. 169 00:08:22,785 --> 00:08:29,135 Um, so if that's the case and you are the first, which congratulations by the way. 170 00:08:29,675 --> 00:08:37,020 Um, Why has it taken so long for the internet to do this in 171 00:08:37,020 --> 00:08:40,230 a world that has been eCommerce crazy for about 20 odd years? 172 00:08:40,890 --> 00:08:42,990 Rick West: Well, Matt it's, it's not a, it's not a technical question. 173 00:08:42,990 --> 00:08:45,810 If you talk to our CTO, Kelly Miller, he said Rick, time and 174 00:08:45,810 --> 00:08:47,430 money solves all technical issues. 175 00:08:47,699 --> 00:08:48,420 I mean, it just does. 176 00:08:49,110 --> 00:08:53,370 So think of the, uh, the founders syndrome, uh, that legacy, you 177 00:08:53,370 --> 00:08:54,750 know, brick and mortar systems. 178 00:08:55,380 --> 00:08:57,150 For me to take an agency. 179 00:08:57,150 --> 00:08:59,970 And let's say the agency does eCommerce work. 180 00:09:00,510 --> 00:09:02,220 And they want to help you do SEO. 181 00:09:03,090 --> 00:09:08,070 What the agency wants is that I wanna have billable hours and I've staffed it. 182 00:09:08,430 --> 00:09:11,130 I've got an onboarding team, a sales team. 183 00:09:11,640 --> 00:09:13,290 Uh, I've got a client success team. 184 00:09:13,290 --> 00:09:14,940 I want all that to come in. 185 00:09:15,180 --> 00:09:18,660 So you buy into my $10,000 a month. 186 00:09:18,690 --> 00:09:22,050 Now half of that goes toward buying ads or other things. 187 00:09:22,490 --> 00:09:26,100 But I need that 5,000 because I gotta staff my team. 188 00:09:26,280 --> 00:09:28,020 Mm-hmm and we're coming in saying. 189 00:09:28,605 --> 00:09:33,225 I think you could probably just click and give me your ad words 190 00:09:33,225 --> 00:09:34,365 and tell me what you want. 191 00:09:34,365 --> 00:09:36,555 And then we could just build that for you. 192 00:09:37,125 --> 00:09:39,255 Well, that turns that model upside down. 193 00:09:39,255 --> 00:09:44,055 If you're a legacy system or a legacy agency, what am I gonna do? 194 00:09:44,055 --> 00:09:50,520 And so what we tell people is that why don't you let that agency infrastructure 195 00:09:51,000 --> 00:09:56,120 be focused on the large custom problems to solve mm-hmm and the other 20, 196 00:09:56,120 --> 00:09:58,680 30, 40, 50% that's fairly wrote. 197 00:09:59,040 --> 00:10:03,510 Why don't you make it frictionless and a better buying experience 198 00:10:03,510 --> 00:10:06,599 because, and this is the, this is the nugget for everyone listening. 199 00:10:07,800 --> 00:10:12,900 The 20, 25, 30, 35 year old person, that's willing to buy a 200 00:10:12,900 --> 00:10:15,240 car from Tesla without driving it. 201 00:10:15,870 --> 00:10:17,800 That's willing to look at a video. 202 00:10:18,570 --> 00:10:21,550 And do a walkthrough of a home and buy it without seeing it. 203 00:10:22,050 --> 00:10:27,210 To do all the traction, all the, the, um, transactions via docuserve mm-hmm 204 00:10:27,295 --> 00:10:31,170 and to, to send money back and forth, you're telling me they're not gonna 205 00:10:31,170 --> 00:10:33,810 spend a thousand dollars for ratings and reviews when they're willing to 206 00:10:33,815 --> 00:10:35,820 spend 70 or a hundred thousand dollars. 207 00:10:36,420 --> 00:10:38,490 No, Rick, you know, we really need to have a meeting. 208 00:10:39,450 --> 00:10:40,155 I'm like, no, you don't. 209 00:10:40,505 --> 00:10:41,204 You don't need to have a meeting. 210 00:10:41,864 --> 00:10:43,185 Well, Rick, you don't understand the value. 211 00:10:43,185 --> 00:10:46,545 The value I add in that meeting is to help you think about how we 212 00:10:46,545 --> 00:10:47,984 were gonna do ratings and reviews. 213 00:10:48,135 --> 00:10:52,454 I'm like, no, you just need your core consumer to buy your product. 214 00:10:52,454 --> 00:10:56,265 Try it, put a ratings review up, but an agency can't handle that. 215 00:10:56,265 --> 00:10:59,444 So we think this is the thesis, right? 216 00:10:59,444 --> 00:11:06,045 That as the young gen Z millennials get into decision making positions in 217 00:11:06,045 --> 00:11:11,355 the B2B world, they're gonna require that there'd be a better frictionless 218 00:11:11,355 --> 00:11:15,795 self-educating way to buy services, as opposed to I'll schedule a meeting in 219 00:11:15,795 --> 00:11:17,145 three weeks and let's talk about it. 220 00:11:17,355 --> 00:11:18,555 Those days are gone, Matt. 221 00:11:18,615 --> 00:11:22,515 Now you could argue I've got another five or 10 years runway left in it, 222 00:11:22,845 --> 00:11:24,135 but I don't think you have much there. 223 00:11:24,135 --> 00:11:28,845 There's no one that goes to Amazon and says, I'm gonna buy a TV and you click. 224 00:11:29,204 --> 00:11:32,745 And I want to have a someone call me and tell me about the TV. 225 00:11:33,255 --> 00:11:37,305 They would laugh at you, but for whatever reason, if I spend $2,000 to 226 00:11:37,305 --> 00:11:42,630 the TV, I still want to have the meeting before I spend a thousand dollars for 227 00:11:42,719 --> 00:11:47,130 SEO work, because it just feels like I should have the meeting, but you're 228 00:11:47,130 --> 00:11:51,180 willing to do all these other things, B to C, self-educating checking ratings 229 00:11:51,185 --> 00:11:52,740 and reviews, and it's frictionless. 230 00:11:53,310 --> 00:11:54,780 So it's coming, the time is coming. 231 00:11:55,620 --> 00:11:57,209 Matt Edmundson: That's a really interesting point actually, 232 00:11:57,209 --> 00:12:01,650 because I I'm sitting here thinking actually I have an agency, right. 233 00:12:01,650 --> 00:12:01,920 So. 234 00:12:02,595 --> 00:12:05,205 Um, I, I have an e-commerce agency. 235 00:12:05,205 --> 00:12:07,455 We've got, I don't know, I don't really talk about it much on the 236 00:12:07,455 --> 00:12:09,944 show, but we've got like a done for you e-commerce service, which we 237 00:12:09,944 --> 00:12:12,824 offer to companies and we've got like a done for you sort of media 238 00:12:12,830 --> 00:12:14,475 podcast service that we do for people. 239 00:12:15,194 --> 00:12:20,610 Um, My experience here is, and I'm listening to you, Rick, cuz I'm your, 240 00:12:20,610 --> 00:12:23,610 I'm your in some respects, part of me is your, your type, your target client. 241 00:12:23,610 --> 00:12:25,050 And I'm going well now hang on a minute. 242 00:12:25,050 --> 00:12:28,860 I, I quite like the, uh, having a conversation. 243 00:12:28,860 --> 00:12:30,600 I quite like the strategizing. 244 00:12:30,600 --> 00:12:33,900 I quite like understanding the client problem and figuring out how this works. 245 00:12:34,290 --> 00:12:35,339 Yeah, I do. 246 00:12:35,339 --> 00:12:35,640 You know what? 247 00:12:35,640 --> 00:12:40,589 It strikes my ego a little bit and to be fair, I like to meet people, right? 248 00:12:40,589 --> 00:12:42,209 I think, um, yes. 249 00:12:42,209 --> 00:12:44,370 I'm thinking about the services that I buy. 250 00:12:44,790 --> 00:12:45,810 And maybe I'm old school. 251 00:12:45,839 --> 00:12:51,420 I tend to buy from people that are like, um, and mm-hmm, , uh, it's 252 00:12:51,420 --> 00:12:55,270 one of the key sort of buying bears, but then I think, well, actually 253 00:12:57,030 --> 00:13:00,310 I used to be the guy that would go and spend hours in the car showroom. 254 00:13:00,540 --> 00:13:03,930 And I would talk to whoever it was in the showroom for hours and 255 00:13:03,930 --> 00:13:05,400 hours and hours about the car. 256 00:13:05,640 --> 00:13:08,670 But I am now the guy that will quite happily go to the website 257 00:13:08,729 --> 00:13:10,530 and buy without talking to anybody. 258 00:13:10,535 --> 00:13:11,790 Cause I know what it is that I want. 259 00:13:11,880 --> 00:13:16,380 So part of me is like, Hang on a minute, but the other part of 260 00:13:16,380 --> 00:13:18,840 me is like, ooh, I've seen that. 261 00:13:18,840 --> 00:13:21,090 I've started to do what you, you are talking about here. 262 00:13:22,050 --> 00:13:23,070 Rick West: We we're we're we're at that. 263 00:13:23,075 --> 00:13:24,900 It's that classic S-curve right. 264 00:13:25,000 --> 00:13:29,340 Mm-hmm you have the S-curve the real estate is on the down part of 265 00:13:29,340 --> 00:13:33,480 the, the S-curve, you know, uh, we would argue that Amazon is pushed 266 00:13:33,480 --> 00:13:35,220 things in a part of the S curve. 267 00:13:35,760 --> 00:13:37,500 Uh, car buyings on the S-curve. 268 00:13:37,500 --> 00:13:39,329 You're not gonna see as many dealerships, et cetera. 269 00:13:39,660 --> 00:13:41,339 Why wouldn't B2B services? 270 00:13:41,345 --> 00:13:43,350 I think they're kind of on the bottom part of the S curve. 271 00:13:43,350 --> 00:13:47,310 So you need another S-curve to come in to take it to the next level. 272 00:13:47,310 --> 00:13:51,959 Now mm-hmm you and I both know that there are people in your 273 00:13:51,959 --> 00:13:53,939 demographic that says I get it. 274 00:13:54,209 --> 00:13:56,250 I just want to meet the person. 275 00:13:56,849 --> 00:13:57,839 That's not gonna go away. 276 00:13:57,869 --> 00:14:02,219 I mean, we, we could argue that when Amazon, or when, when Kindle and 277 00:14:02,219 --> 00:14:05,819 the iPad came out, a hundred percent of all books are gonna go away. 278 00:14:05,819 --> 00:14:07,530 We're only gonna buy them on an iPad. 279 00:14:07,560 --> 00:14:12,569 We're only gonna buy them, read them on a Kindle and based on the, the genre and 280 00:14:12,569 --> 00:14:14,939 what you're targeting, it's what 25, 30%. 281 00:14:15,359 --> 00:14:17,040 And it's been that way for probably a decade. 282 00:14:17,280 --> 00:14:23,069 Mm-hmm I think B2B services, when you look at size of drink and the, 283 00:14:23,069 --> 00:14:27,689 the, the kind of that small taste that I'm gonna give someone, it 284 00:14:27,694 --> 00:14:32,910 might only be 30, 40, 50% of your revenue that goes to the small drink. 285 00:14:33,180 --> 00:14:36,600 Mm-hmm and this massive custom piece may still have great 286 00:14:36,600 --> 00:14:37,620 interaction with salespeople. 287 00:14:37,620 --> 00:14:41,160 That's not gonna go away, but then you're, you're a business guy. 288 00:14:41,160 --> 00:14:45,870 You've done the math in order for, to justify spending the 289 00:14:45,870 --> 00:14:47,310 time that you just described. 290 00:14:47,820 --> 00:14:50,860 They're gonna have to buy at $10,000 or 20 or 30. 291 00:14:51,250 --> 00:14:53,910 But what about the other a hundred thousand people that would love 292 00:14:53,910 --> 00:14:55,500 to have a taste of what you do? 293 00:14:56,220 --> 00:14:58,590 And they only wanna spend five grand you're like I can't justify 294 00:14:58,595 --> 00:15:00,360 it or a thousand can't justify it. 295 00:15:01,050 --> 00:15:04,140 Well, eCommerce says, of course you could justify it. 296 00:15:04,350 --> 00:15:06,579 You know the questions you're gonna ask them in the meeting. 297 00:15:07,020 --> 00:15:10,860 Have them go through a process, you know the input you're gonna need. 298 00:15:10,980 --> 00:15:13,710 Have 'em put in the inputs and you know what you're gonna charge. 299 00:15:14,580 --> 00:15:18,720 And so there's a part of your business that says, gosh, now Matt, you and 300 00:15:18,725 --> 00:15:24,210 your team can now serve a thousand clients versus your top 50, because 301 00:15:24,210 --> 00:15:30,720 your 50 are difficult and expensive, but yet it's a great quality experience. 302 00:15:30,990 --> 00:15:34,950 For you to scale to the thousand, you're gonna have to engage in some way, the 303 00:15:34,950 --> 00:15:37,260 way Amazon and others made things work. 304 00:15:37,320 --> 00:15:40,590 And that's why the shopping mall went away and other things have gone away 305 00:15:40,595 --> 00:15:43,395 because people wanna buy in a certain way. 306 00:15:43,695 --> 00:15:43,905 Yeah. 307 00:15:43,905 --> 00:15:45,645 So we're on the very tipping point of this. 308 00:15:46,395 --> 00:15:46,635 Matt Edmundson: Yeah. 309 00:15:46,640 --> 00:15:49,755 I'm, I'm curious now, Rick, to see where this goes genuinely. 310 00:15:49,905 --> 00:15:54,465 Um, yeah, I I'm, and we, we're talking about the productization of services, 311 00:15:54,495 --> 00:15:56,985 uh, in the podcast and I in my head. 312 00:15:57,045 --> 00:15:57,465 Right. 313 00:15:57,525 --> 00:16:01,545 Uh, if I look again at what we did with our services, so, um, I run my 314 00:16:01,545 --> 00:16:04,935 own eCommerce website, so I've got, and they're a clear product, right? 315 00:16:04,935 --> 00:16:05,625 You can go, right. 316 00:16:05,625 --> 00:16:06,855 Well, I sell this product. 317 00:16:06,855 --> 00:16:08,485 I can put it in a box and I can ship it. 318 00:16:08,995 --> 00:16:09,145 right. 319 00:16:09,165 --> 00:16:12,105 And then when I started doing agency, I'm like, I hated it because 320 00:16:12,105 --> 00:16:14,985 I'm like, I, it's not, I can't put it in a box and I can't ship it. 321 00:16:15,165 --> 00:16:16,574 I have to trade time for money. 322 00:16:16,724 --> 00:16:21,194 I just, it just, and so that's when I was, I got really excited 323 00:16:21,194 --> 00:16:24,435 about things like online courses and masterminds and memberships, 324 00:16:24,435 --> 00:16:25,995 like the e-commerce cohort we run. 325 00:16:25,995 --> 00:16:26,355 Right. 326 00:16:26,525 --> 00:16:29,714 For very little money you can get a thousand people to come join 327 00:16:29,714 --> 00:16:32,295 your mastermind, everybody wins. 328 00:16:32,295 --> 00:16:32,594 Right? 329 00:16:32,594 --> 00:16:34,694 And you're kind of productizing your service. 330 00:16:34,694 --> 00:16:37,214 And so people are buying into that and they're buying the product. 331 00:16:38,670 --> 00:16:43,380 . And what I found was that actually, if you had say a thousand people who did your 332 00:16:43,620 --> 00:16:48,630 course, mm-hmm, a hundred of them would contact you about your coaching services. 333 00:16:48,635 --> 00:16:50,820 They would want a much more personal interaction with you. 334 00:16:50,820 --> 00:16:53,550 And so, yeah, that became like part of the funnel. 335 00:16:53,580 --> 00:16:55,260 If that makes sense and you funneled them down. 336 00:16:55,860 --> 00:16:59,220 So what I hear you talking about here is you're kind of like, well, you've 337 00:16:59,220 --> 00:17:02,850 got your courses and your standard productization of a service there. 338 00:17:03,270 --> 00:17:06,690 You are now on about productizing the rest of that funnel. 339 00:17:06,720 --> 00:17:07,560 Have I understood that? 340 00:17:08,444 --> 00:17:08,865 Rick West: Yeah. 341 00:17:08,865 --> 00:17:10,815 Think, think of the concept of legal zoom. 342 00:17:11,355 --> 00:17:15,555 We would've never dreamed 20 years ago that in order for an eCommerce 343 00:17:15,555 --> 00:17:19,454 company to do a startup, they can go to legal zoom and incorporate, 344 00:17:19,935 --> 00:17:23,474 do their LLC, get their operating agreement and never talk to an attorney. 345 00:17:23,655 --> 00:17:26,355 Mm-hmm it, it just, there's no way that would ever happen today. 346 00:17:26,835 --> 00:17:28,035 Why contact an attorney? 347 00:17:28,035 --> 00:17:31,754 Now as you grow and you get more complex? 348 00:17:32,415 --> 00:17:35,445 Then you want to go have a great conversation with Matt, explain where 349 00:17:35,445 --> 00:17:39,915 your vision, where you're going and you do customization because there's 350 00:17:39,920 --> 00:17:44,205 no attorney with any scale that says, I want to talk to a thousand startups. 351 00:17:44,265 --> 00:17:45,195 You just don't. 352 00:17:45,735 --> 00:17:47,145 That's why it's so, so expensive. 353 00:17:47,715 --> 00:17:49,845 So the funnel part of that is so true. 354 00:17:50,350 --> 00:17:53,920 Legal zoom says, well, I'll take all the small ones and I know that 355 00:17:53,920 --> 00:17:56,830 I'll eventually lose them, but I've given them a good flavor. 356 00:17:56,889 --> 00:18:00,639 Now legal zoom says, here's my referral network based on where you are. 357 00:18:00,820 --> 00:18:03,100 Let me refer to one of my attorneys. 358 00:18:03,580 --> 00:18:06,940 So you see where the business model is coming in from that perspective. 359 00:18:06,940 --> 00:18:11,440 And that's really what we're trying to drive here is that we know that. 360 00:18:12,615 --> 00:18:18,255 Our, our, our problem solution is right on, our products are amazing. 361 00:18:18,615 --> 00:18:21,885 Our clients started to say, I'd like to have a different 362 00:18:21,885 --> 00:18:23,835 buying experience with you. 363 00:18:24,795 --> 00:18:28,485 And based on the way we were staffed today, I couldn't talk 364 00:18:28,485 --> 00:18:29,775 to the thousand small guys. 365 00:18:29,775 --> 00:18:30,495 I can't afford it. 366 00:18:31,335 --> 00:18:37,275 Uh, I think in, um, in COVID that the example was Zoom went from, what was it? 367 00:18:37,275 --> 00:18:42,375 30 million users to like 200 million users or 10 to whatever it was crazy number. 368 00:18:43,185 --> 00:18:47,535 If they were not productized and you could purchase zoom automatically. 369 00:18:47,985 --> 00:18:53,535 I think the stats I saw is something to the effect of it was gonna take like 60 370 00:18:53,565 --> 00:18:58,595 or six years at a hundred thousand people working 10 hours a day, doing 30 minute 371 00:18:58,685 --> 00:19:02,055 calls to scale into the tens of millions. 372 00:19:02,565 --> 00:19:06,885 You couldn't scale, but yet zoom, scaled without ever talking to a person. 373 00:19:07,754 --> 00:19:09,105 That's what we're talking about here. 374 00:19:09,284 --> 00:19:13,725 Realizing that zoom still had phone calls from the fortune 50 saying, 375 00:19:13,730 --> 00:19:17,774 I want a meeting, but everyone like the two of us, we just click, click. 376 00:19:17,774 --> 00:19:18,345 Did zoom. 377 00:19:18,345 --> 00:19:19,335 Had a deal. 378 00:19:19,575 --> 00:19:21,135 Six months later, you wanna upgrade? 379 00:19:21,135 --> 00:19:21,675 You bet. 380 00:19:21,975 --> 00:19:22,784 Everything happened. 381 00:19:23,024 --> 00:19:25,514 So why can't B2B services be the same way? 382 00:19:25,514 --> 00:19:28,149 I think we're on the forefront of that. 383 00:19:28,149 --> 00:19:28,490 Wow. 384 00:19:29,500 --> 00:19:29,800 Sounds 385 00:19:29,820 --> 00:19:30,660 Matt Edmundson: very exciting. 386 00:19:30,660 --> 00:19:32,400 Rick, you sound very excited by it. 387 00:19:32,880 --> 00:19:33,210 Rick West: It is. 388 00:19:33,360 --> 00:19:33,660 It is. 389 00:19:33,720 --> 00:19:34,110 Matt Edmundson: Yeah. 390 00:19:34,115 --> 00:19:34,200 Yeah. 391 00:19:34,440 --> 00:19:39,600 So, uh, we were talking before we hit record and you mentioned Gabe 392 00:19:39,600 --> 00:19:45,510 white, uh, as someone, uh, who you're excited, a guy you've known for years. 393 00:19:45,600 --> 00:19:49,590 Uh, if I remember rightly is, has he gone or is he going 394 00:19:49,590 --> 00:19:50,730 through this process with you? 395 00:19:50,730 --> 00:19:51,720 Is there a story? 396 00:19:52,770 --> 00:19:53,280 Rick West: He is. 397 00:19:53,285 --> 00:19:57,630 And, and so, so Gabe, you know, brilliant guy, but has been in the agency world, 398 00:19:57,660 --> 00:20:02,100 you know, forever in the, uh, customer marketing marketing agency world. 399 00:20:02,460 --> 00:20:06,390 And then, uh, the last five, six years really started focusing on e-commerce 400 00:20:06,390 --> 00:20:12,090 kind of in your, your space and he small group of, you know, soldiers all 401 00:20:12,090 --> 00:20:16,290 locked in arms and they they've got this startup and he's feeling the scale. 402 00:20:16,290 --> 00:20:20,130 He he's like, Ugh, I can just feel the, the pressure and I can't handle 403 00:20:20,130 --> 00:20:21,780 the engagement that I want to. 404 00:20:23,055 --> 00:20:26,264 And our engagement said, Hey, what if we took your product? 405 00:20:27,045 --> 00:20:31,784 And we put your product on plum shop so that people could buy a 406 00:20:31,784 --> 00:20:36,764 taste or a drink, small drink of what you do based on who engages. 407 00:20:36,764 --> 00:20:40,185 You can choose the ones that you now want to call and engage, because 408 00:20:40,185 --> 00:20:41,805 they can be a much larger contract. 409 00:20:42,165 --> 00:20:44,085 And for the other ones have an amazing experience. 410 00:20:44,385 --> 00:20:48,405 So he's been a fantastic partner to help us understand on the eCommerce 411 00:20:48,405 --> 00:20:54,855 world, how to take his customized agency services that he would sell products. 412 00:20:54,915 --> 00:20:59,295 How do we take that product and make it a frictionless engagement? 413 00:20:59,505 --> 00:21:01,845 And he's been a fantastic partner to help us think through that. 414 00:21:02,745 --> 00:21:04,425 Matt Edmundson: So what's what have you, what sort of things have 415 00:21:04,425 --> 00:21:06,225 you discovered with, uh, with him? 416 00:21:07,095 --> 00:21:09,135 Rick West: Yeah, I think it's, it's the it's it's being. 417 00:21:10,110 --> 00:21:12,270 It's the strength of being together versus separate. 418 00:21:12,270 --> 00:21:17,430 So for example, we do, uh, ratings and reviews as an example, and 419 00:21:17,490 --> 00:21:22,110 he's able to do a scorecard that tells you based on your URL. 420 00:21:22,530 --> 00:21:25,440 I can tell you what your content score is gonna be, what your 421 00:21:25,440 --> 00:21:26,700 photography score is gonna be. 422 00:21:27,040 --> 00:21:28,990 Ratings to review other things within it. 423 00:21:29,530 --> 00:21:31,930 And so then he comes in and said, here's your scorecard. 424 00:21:32,139 --> 00:21:33,340 Here's where you need help. 425 00:21:33,940 --> 00:21:37,000 And then plum shop comes in and says, well, I've got someone that can 426 00:21:37,000 --> 00:21:38,500 help you without talking to anyone. 427 00:21:38,500 --> 00:21:43,360 Remember if you need new photography, click here and buy and I'll do lifestyle 428 00:21:43,360 --> 00:21:48,040 shots or product shots for you for $75 a photo like, okay, click, click. 429 00:21:48,040 --> 00:21:48,490 Yes. 430 00:21:49,090 --> 00:21:50,770 Here's a content writer, click click. 431 00:21:51,010 --> 00:21:53,320 Here's a person that could do ratings and review, click click. 432 00:21:53,320 --> 00:21:56,440 So his scorecard tells you the health. 433 00:21:57,465 --> 00:22:01,845 Then based on the health, you now have opportunities to purchase other 434 00:22:01,845 --> 00:22:03,495 products within the marketplace. 435 00:22:03,795 --> 00:22:07,665 So it really is an interesting ecosystem without his scorecard. 436 00:22:08,205 --> 00:22:11,505 I'm selling to you saying you've got a problem, but his score card gives 437 00:22:11,505 --> 00:22:15,215 you exact issues and what he couldn't do, he couldn't solve the problem. 438 00:22:16,095 --> 00:22:18,555 He's a good scorecard, but he wasn't gonna fix anything for you. 439 00:22:18,885 --> 00:22:22,395 So that product now has been a really, really cool engagement for us. 440 00:22:22,875 --> 00:22:24,465 Uh, we've done it manually. 441 00:22:24,465 --> 00:22:25,635 We've got it in front of folks. 442 00:22:25,635 --> 00:22:27,645 It'll actually be live in about two weeks. 443 00:22:28,275 --> 00:22:28,755 Matt Edmundson: Okay. 444 00:22:29,325 --> 00:22:29,835 Okay. 445 00:22:30,495 --> 00:22:31,065 Rick West: A fun journey, 446 00:22:31,485 --> 00:22:33,975 Matt Edmundson: uh, at the time of recording. 447 00:22:34,185 --> 00:22:36,615 Uh, I mean, obviously by the time this comes out, this 448 00:22:36,615 --> 00:22:37,785 will all be live and working. 449 00:22:37,790 --> 00:22:39,465 So I do check it out@plumshop.com. 450 00:22:39,975 --> 00:22:40,995 I'll be checking it out. 451 00:22:40,995 --> 00:22:43,900 I'm really, I'm genuinely really curious to see how this can work. 452 00:22:44,520 --> 00:22:45,630 Uh, because you're right. 453 00:22:45,630 --> 00:22:47,700 I I've not come across anything like it. 454 00:22:47,700 --> 00:22:52,080 And, um, I like your analogy, the small drink, the little drink. 455 00:22:52,110 --> 00:22:54,870 It's that kind of, um, that kind of thing. 456 00:22:55,020 --> 00:22:56,220 That's almost a good brand name. 457 00:22:56,220 --> 00:22:58,530 I mean, I like plum shop, but the little drink or something like that. 458 00:22:58,530 --> 00:23:00,090 Anyway, I digress. 459 00:23:00,690 --> 00:23:04,320 Um, so why, why plum shop? 460 00:23:04,320 --> 00:23:08,220 What, what sort of led you to, to do the, because you've got field agent, right. 461 00:23:08,220 --> 00:23:10,169 Just explain to people what field agent is. 462 00:23:10,169 --> 00:23:13,830 And then we can maybe look at the leap, why you went from one to the other. 463 00:23:14,790 --> 00:23:15,060 Rick West: Yeah. 464 00:23:15,065 --> 00:23:18,330 So, uh, we, we started out with trying to solve the problem. 465 00:23:18,335 --> 00:23:20,669 How do you capture data at retail at scale? 466 00:23:20,669 --> 00:23:23,550 And we knew we could use this thing called a smartphone, but remember, as 467 00:23:23,550 --> 00:23:28,030 back in the days of, I, I literally Matt was showing someone a smartphone and 468 00:23:28,030 --> 00:23:32,534 this is a CPG executive super smart. 469 00:23:33,044 --> 00:23:34,875 And he looked at the phone and he was like, he was clicking it 470 00:23:34,875 --> 00:23:37,635 saying, well, a, how do you use it? 471 00:23:37,635 --> 00:23:39,975 And B how are you gonna train someone to use the camera? 472 00:23:41,294 --> 00:23:45,645 So for most people listening, you can't think back 12 years ago cuz it's, it's 473 00:23:45,645 --> 00:23:47,534 such a long time ago then it's okay. 474 00:23:47,534 --> 00:23:51,254 Well, once they take the photo, Rick, then how do they upload it to the 475 00:23:51,254 --> 00:23:52,865 computer so they can email it to you? 476 00:23:53,675 --> 00:23:58,310 I mean, those were the days of being the first app in iTunes to pay cash. 477 00:23:58,580 --> 00:24:01,170 The first app to use geolocation at that time. 478 00:24:01,200 --> 00:24:06,510 So by, by fast forwarding, what field agent does is it takes a Crowd sourcing 479 00:24:06,510 --> 00:24:10,770 of millions of people, uh, here in the US, six other countries, we're in the UK. 480 00:24:11,430 --> 00:24:16,965 And so how do you have everyday people capturing data quantitatively, 481 00:24:17,025 --> 00:24:21,585 prices, pictures of displays, pictures of billboards, pictures of menus. 482 00:24:22,365 --> 00:24:24,645 How do we have that same group do insights? 483 00:24:25,035 --> 00:24:31,740 I wanna send in a female 18 to 30 to talk about cosmetics and provide insights. 484 00:24:31,740 --> 00:24:35,520 And how do you have them buy product, try it and sample and do ratings and reviews. 485 00:24:35,879 --> 00:24:38,700 That's really the big machine that we developed with field agent. 486 00:24:39,180 --> 00:24:43,350 And as we talked before, I knew I had an amazing problem solution and 487 00:24:43,350 --> 00:24:45,930 I had a great product and that was just how people wanted to buy it. 488 00:24:45,930 --> 00:24:48,990 But we've been driving that business now for about 12 years. 489 00:24:48,990 --> 00:24:52,889 Uh, we're the go to partner for someone that's trying to figure out what's 490 00:24:52,889 --> 00:24:54,739 happening at retail and near real time. 491 00:24:55,290 --> 00:24:55,560 Yeah, 492 00:24:55,560 --> 00:24:55,980 Matt Edmundson: no, it is. 493 00:24:56,580 --> 00:24:58,050 It's, it is a clever idea and it's a great little. 494 00:24:58,980 --> 00:25:01,260 Um, for, I shouldn't call it a little product. 495 00:25:01,260 --> 00:25:03,480 That sounds a bit too demeaning, but it is a great product. 496 00:25:03,800 --> 00:25:07,590 Rick West: No, I'm also probably the only guy on your podcast that's telling 497 00:25:07,595 --> 00:25:11,820 people that if you're, if you're, if you're an e-commerce provider today or 498 00:25:11,820 --> 00:25:15,900 you're doing e-commerce work, uh, we do a great job of doing concept test. 499 00:25:15,900 --> 00:25:18,060 You'd have people go to your website, tell you what you think. 500 00:25:18,180 --> 00:25:21,360 I mean, we do a great job of doing research, but I'm also probably 501 00:25:21,360 --> 00:25:24,495 the only guy on your podcast that pays people that listen in. 502 00:25:24,525 --> 00:25:27,855 So yeah, if you don't care about field agent and you just wanna make little extra 503 00:25:27,855 --> 00:25:34,035 cash, download the app and I'll pay you 2, 5, 10, $20 or 10 pounds just to go 504 00:25:34,035 --> 00:25:35,805 take some pictures or engage a little bit. 505 00:25:35,805 --> 00:25:37,785 So I'd love to offer people money as well. 506 00:25:38,640 --> 00:25:40,890 Matt Edmundson: Yeah, and I was, I'm actually, you, you mean, 507 00:25:40,920 --> 00:25:43,710 you probably don't realize this somewhere I'm on your system. 508 00:25:43,770 --> 00:25:46,200 Uh, I'm signed up as a, as a field agent. 509 00:25:46,200 --> 00:25:49,800 So I was really curious, uh, by this process. 510 00:25:50,310 --> 00:25:53,790 Um, so yeah, do check it out and actually, if you are online and you've got an 511 00:25:53,790 --> 00:25:58,745 e-commerce business and you do want to get some quantitative data, um, then 512 00:25:58,745 --> 00:26:02,945 actually field agent's a great way to do that, to get people Inex inexpensively. 513 00:26:02,975 --> 00:26:06,785 I'm struggling with my words today, Rick, uh, inexpensively to check, 514 00:26:07,055 --> 00:26:12,035 uh, and provide the feedback on your website, which is so, so insightful, uh, 515 00:26:12,035 --> 00:26:16,175 and has a massive impact on your, uh, optimization rates and things like that. 516 00:26:16,175 --> 00:26:18,545 And why are people doing certain things and not doing certain things? 517 00:26:18,545 --> 00:26:22,205 So do check that out. 518 00:26:22,715 --> 00:26:23,195 So. 519 00:26:24,210 --> 00:26:28,380 If I'm, uh, listening to the show and I've got a product, I, I get 520 00:26:28,380 --> 00:26:30,570 the basics of eCommerce and I'm, I'm sitting here and I'm going 521 00:26:30,570 --> 00:26:32,100 well, I've got a service as well. 522 00:26:32,280 --> 00:26:35,670 And we've started to talk about productizing, your service. 523 00:26:35,730 --> 00:26:38,700 Um, certainly parts of it, you know, for, for the likes of 524 00:26:38,705 --> 00:26:40,380 plum shop and stuff like that. 525 00:26:42,060 --> 00:26:45,330 I guess let's talk about that a minute, Rick, if we can, who can 526 00:26:45,750 --> 00:26:49,740 actually productize the service and how would I go about doing that? 527 00:26:49,740 --> 00:26:51,360 What are some of the things that I should think about? 528 00:26:52,725 --> 00:26:52,935 Rick West: Yeah. 529 00:26:52,935 --> 00:26:58,305 As, as we talk to, um, B2B services providers, the first thing they're gonna 530 00:26:58,305 --> 00:27:00,825 tell you is I've thought about doing that. 531 00:27:00,885 --> 00:27:01,995 I'm really, really busy. 532 00:27:01,995 --> 00:27:06,195 I can't take resources off of what I'm driving today to even start this. 533 00:27:06,345 --> 00:27:10,335 And most of my tech resources are focused on custom client request. 534 00:27:10,935 --> 00:27:13,275 So the very first barrier is time. 535 00:27:13,275 --> 00:27:14,885 The second one is tech resources. 536 00:27:15,004 --> 00:27:16,605 We've come alongside. 537 00:27:17,700 --> 00:27:19,830 That's part of what we've done over the last year. 538 00:27:19,830 --> 00:27:20,850 We have the secret sauce. 539 00:27:20,850 --> 00:27:21,810 So don't worry about that. 540 00:27:22,470 --> 00:27:26,100 We'll come in and we don't have this productized yet, so 541 00:27:26,100 --> 00:27:27,600 shame on us, but we'll come in. 542 00:27:28,649 --> 00:27:30,929 Matt Edmundson: So your secret's safe with everyone that's listening to the show. 543 00:27:31,439 --> 00:27:34,379 Rick West: Well, I told the team in about six months after we've done 544 00:27:34,385 --> 00:27:36,540 this, it should be a sales service. 545 00:27:36,540 --> 00:27:38,909 No, one's going to Amazon taking a phone call before they 546 00:27:38,909 --> 00:27:40,000 put their product on Amazon. 547 00:27:40,000 --> 00:27:40,562 Mm-hmm they just put it on Amazon. 548 00:27:40,562 --> 00:27:44,040 Mm-hmm , you'll be able to put it on our, our, our plum shop, but 549 00:27:44,040 --> 00:27:45,600 we engage them to say don't panic. 550 00:27:46,304 --> 00:27:49,274 let's talk about your 20 services you offer. 551 00:27:49,574 --> 00:27:52,844 What are your, your, um, the best selling services? 552 00:27:53,084 --> 00:27:56,175 What's the simplest version of that best selling service? 553 00:27:56,534 --> 00:28:01,574 And we'll come in and we do the tech lifting and the concept lifting to create 554 00:28:01,580 --> 00:28:05,614 products, to put it on plum shop so that you don't have to think about it. 555 00:28:05,904 --> 00:28:06,975 And they're like whoof. 556 00:28:07,425 --> 00:28:07,905 Okay. 557 00:28:08,580 --> 00:28:09,690 That looks like help. 558 00:28:10,110 --> 00:28:13,440 And so because of that, we have merchandising companies, uh, again, 559 00:28:13,440 --> 00:28:15,120 we've got photography companies. 560 00:28:15,120 --> 00:28:18,060 We've got others that are engaging saying, yeah, I, I can see where this 561 00:28:18,060 --> 00:28:22,800 can work out and we come alongside and help them productize and give them a 562 00:28:22,800 --> 00:28:24,780 place to place it, which is plum shop. 563 00:28:24,810 --> 00:28:24,840 Matt Edmundson: Okay. 564 00:28:26,640 --> 00:28:30,930 So, and what are some of the, some of the steps in that whole productizing thing? 565 00:28:30,930 --> 00:28:33,390 I appreciate you coming along and help, but what are, what's 566 00:28:33,390 --> 00:28:36,420 the sort of journey that say a photographer's gonna go through? 567 00:28:37,550 --> 00:28:37,640 Rick West: Yeah. 568 00:28:37,640 --> 00:28:41,595 So think of a photographer that, and in this case, we'll take the one product, 569 00:28:41,595 --> 00:28:43,995 which is, uh, we do lifestyle shots. 570 00:28:44,565 --> 00:28:47,235 Well, the first thing you wanna do is no, I need to spend an hour 571 00:28:47,235 --> 00:28:48,255 interview and said, no, you don't. 572 00:28:48,465 --> 00:28:48,855 No, you don't. 573 00:28:50,085 --> 00:28:56,715 Um, I can go to product person a and say, show me some photos of recent lifestyle 574 00:28:56,715 --> 00:28:58,575 shots that you have upload those. 575 00:28:58,575 --> 00:29:01,785 And give me the taste and feel upload your style guide. 576 00:29:01,785 --> 00:29:03,345 Cuz every brand has a style guide. 577 00:29:03,875 --> 00:29:08,385 If I follow your style guide and I hit this, then tell 578 00:29:08,385 --> 00:29:09,465 me a couple of other things. 579 00:29:09,465 --> 00:29:13,665 And I, I basically realize, oh, I just need to answer a few questions. 580 00:29:14,850 --> 00:29:17,790 and then I'm gonna come back to you again with a proposal 581 00:29:17,790 --> 00:29:19,020 saying, this is what I heard. 582 00:29:19,020 --> 00:29:20,310 I kind of productized that. 583 00:29:20,700 --> 00:29:21,450 Sign off on it. 584 00:29:21,450 --> 00:29:21,840 You're done. 585 00:29:21,840 --> 00:29:26,385 And next thing you know, in about a week, you've, you know, 20, 30 photos of 586 00:29:26,385 --> 00:29:31,275 lifestyle shots based on your style guide, based on the inspiration you've given us. 587 00:29:31,665 --> 00:29:32,895 And we can go make that work. 588 00:29:32,895 --> 00:29:37,095 So that's kind of how a process would work, you know, you know, coming in 589 00:29:37,095 --> 00:29:38,385 to make something like that work. 590 00:29:39,225 --> 00:29:41,685 Matt Edmundson: So I guess if I'm productizing a service, whether 591 00:29:41,685 --> 00:29:44,295 it's, uh, photography or if it's something else I'm thinking. 592 00:29:44,530 --> 00:29:46,120 What are the core components? 593 00:29:46,149 --> 00:29:49,840 What are the core questions that I need to ask somebody and how can I use 594 00:29:49,840 --> 00:29:53,379 technology to get that information out of them in a quick and frictionless way? 595 00:29:53,409 --> 00:29:53,830 Right? 596 00:29:54,310 --> 00:29:58,990 Uh, and once I've defined that alongside, you know, what my basic products 597 00:29:58,995 --> 00:30:02,290 are, I might I'm then starting to get somewhere on the right path and think 598 00:30:02,469 --> 00:30:04,030 in terms of how this is gonna work. 599 00:30:04,929 --> 00:30:05,110 Rick West: Right? 600 00:30:05,110 --> 00:30:08,050 I mean, even if you choose not to do the technology part of this, and 601 00:30:08,050 --> 00:30:12,639 this is really for anyone that has an agency listening, If I hired a new 602 00:30:13,080 --> 00:30:18,899 client success, new salesperson, shame on you for not having a playbook that 603 00:30:18,905 --> 00:30:23,080 says when you interview a client, make sure you do boom, boom, boom. 604 00:30:23,080 --> 00:30:25,710 Mm-hmm . I mean, if you've ever read the book, uh, checklist manifesto. 605 00:30:26,475 --> 00:30:27,735 Matt Edmundson: Uh, no, I haven't actually 606 00:30:28,215 --> 00:30:29,025 Rick West: fantastic book. 607 00:30:29,025 --> 00:30:31,755 It's it's, it's really simple saying this is how the, the 608 00:30:31,755 --> 00:30:34,725 checklist concept is how we reduced. 609 00:30:34,785 --> 00:30:38,595 And I don't remember the exact numbers, but how you took deaths from operating 610 00:30:38,595 --> 00:30:43,305 rooms from like 20, 30% down to virtually kneel mm-hmm because people weren't 611 00:30:43,305 --> 00:30:46,635 following the checklist of washing their hands and sanitizing things. 612 00:30:46,755 --> 00:30:48,465 And once they did the checklist. 613 00:30:49,065 --> 00:30:52,215 once the airline pilot looked at the checklist, when a storm 614 00:30:52,215 --> 00:30:54,645 came up, as opposed to thinking, I can do this on my own. 615 00:30:54,735 --> 00:30:58,965 Mm-hmm . So when you think of playbooks, playbook is just a checklist mm-hmm and 616 00:30:58,965 --> 00:31:03,435 shame on you if you have the client for 30 minutes and then you get back and 617 00:31:03,435 --> 00:31:05,235 say, Hey boss, I had a great client call. 618 00:31:05,475 --> 00:31:06,585 You said, did you ask him this? 619 00:31:06,585 --> 00:31:09,135 Oh, I forgot. 620 00:31:09,285 --> 00:31:10,005 Do you ask them this? 621 00:31:10,065 --> 00:31:11,685 Oh, no, I I'll. 622 00:31:11,775 --> 00:31:13,275 Then they write down next time. 623 00:31:13,275 --> 00:31:13,785 Don't forget. 624 00:31:14,760 --> 00:31:19,290 What productization does, regardless of whether you use tech, is that we 625 00:31:19,290 --> 00:31:23,909 all have to be intuitive enough to follow our client yet at the same 626 00:31:23,909 --> 00:31:28,445 time, not walk away without getting the eight primary things we have to have. 627 00:31:28,985 --> 00:31:31,950 You can get 20 other things, because it was really fun for the client to tell 628 00:31:31,950 --> 00:31:34,020 you, but you know the eight things. 629 00:31:34,800 --> 00:31:37,649 And so what we're saying is from a technology standpoint, 630 00:31:37,655 --> 00:31:38,939 I just don't need the other 20. 631 00:31:38,939 --> 00:31:42,000 I just need the 8 because it makes it very, very efficient. 632 00:31:42,180 --> 00:31:47,130 So if you've got a clean sales experience and you know, you're getting the 633 00:31:47,130 --> 00:31:51,300 eight things, no matter who has the call, you can now turn them loose. 634 00:31:51,630 --> 00:31:56,010 That's really 80 for the 20, what you need to be able to productize something. 635 00:31:56,340 --> 00:31:57,600 Even without technology. 636 00:31:57,600 --> 00:32:00,750 We all should be doing that because checklist is what saves all of our 637 00:32:00,750 --> 00:32:03,600 rears, because the client comes back and says, you didn't ask me. 638 00:32:04,110 --> 00:32:04,500 Yeah. 639 00:32:04,500 --> 00:32:05,820 You're like, ah, you're right. 640 00:32:05,820 --> 00:32:07,320 I didn't, yeah, it's all checklist. 641 00:32:07,650 --> 00:32:08,610 Matt Edmundson: That's so true. 642 00:32:08,670 --> 00:32:12,480 It's so I remember working with a German company, uh, in, before 643 00:32:12,480 --> 00:32:16,110 I became, before I entered into eCommerce, I kind of did health spas, 644 00:32:16,170 --> 00:32:17,670 designed and installed health spa. 645 00:32:17,670 --> 00:32:22,200 And I, we imported from a German company and before I could buy anything from 646 00:32:22,205 --> 00:32:26,580 them, there was like a four, five page checklist I had to go through. 647 00:32:26,580 --> 00:32:26,640 Yeah. 648 00:32:27,120 --> 00:32:28,320 And I had to tick. 649 00:32:29,205 --> 00:32:33,615 All kinds of boxes and it was the, it was horrendous, but it meant that 650 00:32:34,075 --> 00:32:38,075 actually every time when it turned up, it was right, uh, every time. 651 00:32:38,075 --> 00:32:40,905 And if, if there was a problem, the first thing the Germans would 652 00:32:40,905 --> 00:32:42,885 do is go show me the checklist. 653 00:32:43,275 --> 00:32:44,995 Uh, and you would look at the checklist and you go. 654 00:32:45,495 --> 00:32:45,975 Aha. 655 00:32:46,065 --> 00:32:48,645 That's where the problem lies right there is actually I 656 00:32:48,645 --> 00:32:49,695 filled in the checklist wrong. 657 00:32:50,085 --> 00:32:52,905 Um, or I tried to order it without always had problems when I 658 00:32:52,905 --> 00:32:54,165 ordered stuff without a checklist. 659 00:32:54,165 --> 00:32:54,705 I just wanna say 660 00:32:57,105 --> 00:32:58,305 Rick West: but it's art, but it's art and science, right? 661 00:32:58,310 --> 00:33:03,195 So, so the science part of a sales call is making sure that you have 662 00:33:03,195 --> 00:33:06,945 all your things buttoned in, but the difference between a great sales 663 00:33:06,945 --> 00:33:09,655 call and mediocre is the art part. 664 00:33:09,985 --> 00:33:10,545 Because you know what? 665 00:33:10,605 --> 00:33:12,225 I just like working with Matt. 666 00:33:12,285 --> 00:33:13,725 I love working with Matt. 667 00:33:14,935 --> 00:33:17,084 Well, you can't put a number on that. 668 00:33:17,355 --> 00:33:18,705 Certain people just get it. 669 00:33:18,945 --> 00:33:19,064 Yeah. 670 00:33:19,064 --> 00:33:23,305 But whether it's Matt or someone else, the science part should be consistent. 671 00:33:23,305 --> 00:33:26,534 Because if you love working with Matt, but Matt comes back with 672 00:33:26,540 --> 00:33:27,975 like five of the eight questions. 673 00:33:27,975 --> 00:33:32,225 The client success person has to waste my time with two more phone calls. 674 00:33:32,405 --> 00:33:35,145 Mm-hmm that's not a good experience. 675 00:33:36,135 --> 00:33:39,074 The B to C eCommerce thing has figured that out. 676 00:33:39,524 --> 00:33:40,665 Where do I want it shipped? 677 00:33:40,784 --> 00:33:42,074 How do I want to pay for. 678 00:33:42,629 --> 00:33:44,729 If they didn't ask those questions and I had to come back and say, oh 679 00:33:44,729 --> 00:33:47,040 yeah, by the way, I forgot to ask you, where do you want this mailed? 680 00:33:47,550 --> 00:33:49,290 No way B2C would work, right? 681 00:33:49,370 --> 00:33:49,899 Matt Edmundson: Yeah, yeah. 682 00:33:50,489 --> 00:33:50,790 Yeah. 683 00:33:50,790 --> 00:33:53,310 Rick West: And if, if, uh, like I have a Jeep and if I'm gonna buy things 684 00:33:53,310 --> 00:33:59,040 for my Jeep, Amazon said, are you still buying for your 2015 CJ seven? 685 00:33:59,040 --> 00:34:00,989 I'm like, yes, I am. 686 00:34:01,980 --> 00:34:04,590 Because even they know now when I buy a product, they say, whoa, whoa, 687 00:34:04,590 --> 00:34:06,300 whoa, that won't fit your Jeep. 688 00:34:06,510 --> 00:34:06,990 Mm-hmm see. 689 00:34:06,990 --> 00:34:10,710 So even Amazon went to a little bit more depth to say, mm-hmm 690 00:34:11,280 --> 00:34:12,690 nah, that won't really fit. 691 00:34:12,929 --> 00:34:14,940 Well, that's what we expect sales people to do. 692 00:34:14,945 --> 00:34:17,219 And we all know that we get bit every now and then, because I 693 00:34:17,219 --> 00:34:18,690 forget to ask question a or B. 694 00:34:19,080 --> 00:34:20,370 Matt Edmundson: Yeah, no, it's very good. 695 00:34:21,024 --> 00:34:24,294 Very, we've never talked about checklists on the eCommerce podcast before. 696 00:34:24,384 --> 00:34:25,824 Uh, so wow. 697 00:34:25,884 --> 00:34:28,435 Well world first and actually I'm surprised we've not talked about it 698 00:34:28,435 --> 00:34:29,875 before, because they are so powerful. 699 00:34:30,384 --> 00:34:32,245 Uh, so, uh, check out. 700 00:34:32,245 --> 00:34:32,544 What was it? 701 00:34:32,549 --> 00:34:34,254 A book checklist manifesto. 702 00:34:34,344 --> 00:34:34,855 Is that right? 703 00:34:34,884 --> 00:34:35,094 Rick West: Yeah. 704 00:34:35,134 --> 00:34:35,335 Yeah. 705 00:34:35,424 --> 00:34:35,754 Great. 706 00:34:35,754 --> 00:34:37,014 And it's, to me, I'm not a 707 00:34:37,014 --> 00:34:38,189 ferocious reader, so 708 00:34:38,189 --> 00:34:40,585 Rick West: it's got great margins, small book, easy to read. 709 00:34:42,324 --> 00:34:45,264 uh, it tells you, but the stories again, I'm a storyteller, Matt. 710 00:34:45,564 --> 00:34:48,415 So the stories are what's powerful is when you think about 711 00:34:48,415 --> 00:34:49,284 being in a surgery, you're. 712 00:34:49,685 --> 00:34:50,944 Well, of course, that makes sense. 713 00:34:50,944 --> 00:34:53,734 Why wouldn't they follow it when you think about the pilot, but yet 714 00:34:53,795 --> 00:34:58,475 when I'm selling eCommerce agency, why should I follow a checklist? 715 00:34:58,475 --> 00:34:59,435 Cuz it's not that important. 716 00:34:59,435 --> 00:35:00,395 You're like, are you kidding me? 717 00:35:00,395 --> 00:35:01,174 It's my lifeblood. 718 00:35:01,180 --> 00:35:02,075 Of course it's important. 719 00:35:02,075 --> 00:35:02,285 Yeah. 720 00:35:02,404 --> 00:35:02,524 Yeah. 721 00:35:02,524 --> 00:35:03,095 So checklist. 722 00:35:03,100 --> 00:35:03,515 Makes sense. 723 00:35:03,754 --> 00:35:04,295 Makes sense. 724 00:35:04,504 --> 00:35:04,805 Yeah. 725 00:35:04,805 --> 00:35:05,585 No, totally. 726 00:35:05,674 --> 00:35:06,365 I like that. 727 00:35:06,634 --> 00:35:07,654 I really, really like that. 728 00:35:08,194 --> 00:35:10,965 Um, Rick listen, I'm aware of time. 729 00:35:10,965 --> 00:35:14,444 And I feel like I'm just, uh, starting to scratch the surface, 730 00:35:14,505 --> 00:35:16,365 uh, of things that we can okay. 731 00:35:16,365 --> 00:35:17,444 That we can actually talk about. 732 00:35:17,444 --> 00:35:23,415 I mean, we've, we've that we honestly, uh, but, um, I, I wanted 733 00:35:23,415 --> 00:35:24,645 to be respectful of your time. 734 00:35:24,645 --> 00:35:29,895 Matt Edmundson: So my final question for you serve before we, uh, before we get 735 00:35:29,895 --> 00:35:32,384 into this whole, how do people reach you? 736 00:35:32,384 --> 00:35:33,465 How do people connect you? 737 00:35:33,884 --> 00:35:35,924 Uh, the question that I have for you is this. 738 00:35:36,960 --> 00:35:39,540 I dunno if you remember at the start of the show, I said that today we're 739 00:35:39,540 --> 00:35:43,259 sponsored by the e-commerce cohort, which is actually one of my products, right. 740 00:35:43,259 --> 00:35:45,570 Uh, one of our sort of online services, which is great. 741 00:35:46,200 --> 00:35:48,450 Uh, and it's all about using coaching and peer mentoring to 742 00:35:48,455 --> 00:35:49,710 deliver e-commerce well, so. 743 00:35:50,280 --> 00:35:51,480 imagine, right? 744 00:35:51,480 --> 00:35:55,440 You are standing up in a room full of the cohorts in a hotel somewhere. 745 00:35:55,800 --> 00:36:00,570 Uh, and we've, you've just done this talk on, uh, you know, why you need to offer 746 00:36:00,570 --> 00:36:05,250 productized services and you talked about plum and, and, uh, the book actually 747 00:36:05,250 --> 00:36:06,150 has probably answered the question. 748 00:36:06,509 --> 00:36:10,680 You get a minute to thank all the folks that have had a big impact on 749 00:36:10,680 --> 00:36:15,570 your life, family, mentors, authors, software, podcasts, whatever it is, who 750 00:36:15,570 --> 00:36:17,960 do you think and why I'm super curious. 751 00:36:19,125 --> 00:36:21,795 . Rick West: Yeah, so we, we have to the, the first one, I would be nuts not to 752 00:36:21,795 --> 00:36:23,265 say my wife to start out with that. 753 00:36:23,265 --> 00:36:27,404 My life partner we've been dating 41 years and only married 37. 754 00:36:27,585 --> 00:36:28,425 So wow. 755 00:36:28,425 --> 00:36:31,305 37 on Wednesday of this week, July 20th, 37 years. 756 00:36:31,815 --> 00:36:32,475 I congratulations. 757 00:36:32,475 --> 00:36:32,775 Humble. 758 00:36:33,225 --> 00:36:37,755 She's an encourager keeps me humble and it just truly a, a like partner here on 759 00:36:37,755 --> 00:36:40,575 the, on the encouragement mentoring side. 760 00:36:40,904 --> 00:36:42,404 Uh, it's a guy by the name of Lee. 761 00:36:42,404 --> 00:36:42,795 Ye. 762 00:36:43,515 --> 00:36:43,815 Okay. 763 00:36:43,815 --> 00:36:47,385 Lee, ye his old Goldman Sachs guy got into the ministry world. 764 00:36:47,385 --> 00:36:51,645 And, uh, uh, we were elders together at a church in Hong Kong when I lived there. 765 00:36:52,095 --> 00:36:55,425 And he's the guy that's not afraid to tell me my baby's ugly. 766 00:36:59,235 --> 00:36:59,445 Okay. 767 00:36:59,535 --> 00:37:00,525 cause that's such a, a great phrase. 768 00:37:00,735 --> 00:37:01,305 Yeah. 769 00:37:01,485 --> 00:37:01,665 Yeah. 770 00:37:01,875 --> 00:37:05,205 Remember 99% of all babies look like aliens every now 771 00:37:05,205 --> 00:37:06,045 and then you get that one. 772 00:37:06,045 --> 00:37:07,395 Like, oh my gosh, that's a baby. 773 00:37:07,605 --> 00:37:10,905 But most of them are just, their heads are warped their hair. 774 00:37:11,535 --> 00:37:13,185 They're they're just, they're not cute. 775 00:37:14,115 --> 00:37:17,565 And so, as an entrepreneur, everyone thinks their product is cute. 776 00:37:17,565 --> 00:37:18,345 Everything's perfect. 777 00:37:18,345 --> 00:37:19,634 And you're like, eh, not so much. 778 00:37:19,745 --> 00:37:21,585 Mm-hmm so Lee's really good. 779 00:37:21,585 --> 00:37:25,485 And, and here's one thing he'll help remind you is that we all have 780 00:37:25,485 --> 00:37:29,775 to understand is the reason that you're on the podcast is the reason 781 00:37:29,775 --> 00:37:33,375 that you're speaking is the reason you're in this position, because if 782 00:37:33,375 --> 00:37:35,775 you Rick or you, Rick, the title. 783 00:37:37,215 --> 00:37:37,485 Yeah. 784 00:37:37,545 --> 00:37:40,755 And from an ego standpoint, you gotta understand because of the title. 785 00:37:41,100 --> 00:37:45,960 And where you are, you get a certain group of people that want to engage with you. 786 00:37:46,160 --> 00:37:50,250 Mm-hmm and you've got to make sure that you separate that from who Rick is. 787 00:37:50,460 --> 00:37:54,660 Mm-hmm because the people wanna engage with Rick around mentorship, discipleship. 788 00:37:54,690 --> 00:37:55,800 Other things are over here. 789 00:37:56,310 --> 00:37:59,820 The other people that want you for the title and where the title goes away. 790 00:38:00,210 --> 00:38:01,530 Are you going to be okay? 791 00:38:02,250 --> 00:38:07,320 Are you the man still gonna be okay with who you are and whose you are? 792 00:38:08,160 --> 00:38:11,790 Because the title will fade mm-hmm and he's really good about keeping me, 793 00:38:11,790 --> 00:38:13,230 like, are you sure you wanna say that? 794 00:38:13,230 --> 00:38:14,460 Are you sure you wanna do this? 795 00:38:14,640 --> 00:38:15,300 Fantastic. 796 00:38:15,300 --> 00:38:15,990 It's been fantastic. 797 00:38:16,890 --> 00:38:18,660 Matt Edmundson: We all need a Lee in our lives. 798 00:38:18,660 --> 00:38:19,770 So I'm reminded of that. 799 00:38:19,830 --> 00:38:20,310 I dunno. 800 00:38:20,315 --> 00:38:23,880 If you ever saw the movie called runnings about the Jamaican Bob slate team. 801 00:38:24,060 --> 00:38:24,270 Yes. 802 00:38:24,600 --> 00:38:28,860 And I, I remember really clearly in the line, um, you know, uh, 803 00:38:28,860 --> 00:38:33,090 the, the, the guy, uh, is asking his coach who cheated, uh, a few. 804 00:38:33,620 --> 00:38:34,940 Prior in the Olympics. 805 00:38:35,060 --> 00:38:36,560 And he is like, why did you do it? 806 00:38:36,560 --> 00:38:38,750 And he is like, well, I just had to win at all costs. 807 00:38:39,620 --> 00:38:43,010 And, um, and he turns around and he said, well, how, how do I know? 808 00:38:43,010 --> 00:38:44,390 How do I know if I'm gonna be right? 809 00:38:44,390 --> 00:38:48,140 And he said, listen, um, if you are not enough without the gold medal, 810 00:38:48,230 --> 00:38:49,610 you'll never be enough with it. 811 00:38:49,850 --> 00:38:52,370 Uh, and it it's that kind of phrase, isn't it? 812 00:38:52,370 --> 00:38:55,910 That kind of thinking, which says it doesn't matter what the title is. 813 00:38:55,910 --> 00:38:57,530 It doesn't matter what the bank balance is. 814 00:38:57,530 --> 00:39:00,530 If you're not enough without it, you'll never be enough with it. 815 00:39:00,530 --> 00:39:00,830 Right. 816 00:39:01,340 --> 00:39:01,880 Rick West: So true. 817 00:39:02,270 --> 00:39:02,450 So. 818 00:39:03,405 --> 00:39:05,595 Matt Edmundson: That is gold right there. 819 00:39:05,595 --> 00:39:08,985 And that's the beauty of people like Lee, uh, in, uh, like we could just 820 00:39:09,435 --> 00:39:11,175 mic if I mic I'd drop it right now. 821 00:39:13,155 --> 00:39:13,215 Rick West: yeah. 822 00:39:14,745 --> 00:39:15,315 Matt Edmundson: so true. 823 00:39:15,615 --> 00:39:16,845 So shout out to Kim. 824 00:39:16,845 --> 00:39:17,805 Was that your wife's name? 825 00:39:17,805 --> 00:39:17,955 Did I 826 00:39:17,960 --> 00:39:18,495 Rick West: remember that right? 827 00:39:18,500 --> 00:39:18,575 Yeah. 828 00:39:18,755 --> 00:39:18,975 Yes. 829 00:39:19,005 --> 00:39:19,155 Yeah. 830 00:39:19,160 --> 00:39:22,335 I, I tell people that I was married to Kim west before Kanye was. 831 00:39:24,905 --> 00:39:27,215 Matt Edmundson: Yeah, the original, the original. 832 00:39:27,215 --> 00:39:27,755 Absolutely. 833 00:39:27,755 --> 00:39:28,265 I like that. 834 00:39:28,265 --> 00:39:28,865 That's brilliant. 835 00:39:29,255 --> 00:39:33,155 Uh, so shout out to Kim and also to Lee, uh, and congratulations 836 00:39:33,155 --> 00:39:34,535 on 37 years married. 837 00:39:34,535 --> 00:39:35,195 That's awesome. 838 00:39:35,195 --> 00:39:35,525 I'm. 839 00:39:35,955 --> 00:39:37,274 I'm coming up to 25. 840 00:39:37,274 --> 00:39:38,595 So I'm a little bit behind you. 841 00:39:38,774 --> 00:39:41,084 Uh I'm I'm still playing catch up, but that's awesome. 842 00:39:41,115 --> 00:39:42,884 I just, I, I love that. 843 00:39:42,944 --> 00:39:46,245 I, I love the fact that you guys are still very much a partnership very much 844 00:39:46,245 --> 00:39:47,535 in love that it's just brilliant to see. 845 00:39:47,535 --> 00:39:51,404 So, uh, Rick, how do people reach you? 846 00:39:51,410 --> 00:39:52,694 How do they get hold of you? 847 00:39:52,694 --> 00:39:55,064 If they want to know more, if they wanna reach out? 848 00:39:56,055 --> 00:39:57,524 Rick West: Yeah, so they don't have to remember much. 849 00:39:57,524 --> 00:39:59,984 I mean, obviously we've pitched the plum shop.com. 850 00:39:59,984 --> 00:40:02,834 They can learn about our products, but if you wanna contact me because, uh, 851 00:40:03,134 --> 00:40:07,259 if you're a friend of Matt Edmundson, this podcast, Uh, just go to LinkedIn. 852 00:40:07,259 --> 00:40:10,169 You don't have to remember much other than Rick Westfield agent. 853 00:40:10,169 --> 00:40:11,879 You can find me DM me there. 854 00:40:12,210 --> 00:40:15,990 You'd be surprised how quickly I'd say connect and talk. 855 00:40:16,080 --> 00:40:19,080 Uh, if you wanna spend some time talking through this or anything 856 00:40:19,080 --> 00:40:20,910 else in life, if you're a friend of match or a friend of mine. 857 00:40:21,870 --> 00:40:22,410 Matt Edmundson: Bless you. 858 00:40:22,500 --> 00:40:23,370 That's awesome. 859 00:40:23,759 --> 00:40:31,259 So we will, of course put a link to Rick and, uh, his LinkedIn profile and to 860 00:40:31,319 --> 00:40:33,000 plum shop and all of that sort of stuff. 861 00:40:33,000 --> 00:40:36,630 We will put that, uh, on the website. 862 00:40:36,634 --> 00:40:37,140 Yes we will. 863 00:40:37,140 --> 00:40:38,609 Which is eCommerce podcast. 864 00:40:38,615 --> 00:40:39,995 Dot net. 865 00:40:41,194 --> 00:40:42,964 So there you have it. 866 00:40:43,504 --> 00:40:45,964 Another episode, what a great conversation. 867 00:40:45,964 --> 00:40:47,584 Thanks again, Rick for joining us, man. 868 00:40:47,584 --> 00:40:48,935 Totally appreciate that. 869 00:40:49,564 --> 00:40:51,604 Uh don't oh, this is great. 870 00:40:51,604 --> 00:40:51,904 Isn't it? 871 00:40:51,904 --> 00:40:55,294 I just, I love having great conversations I genuinely do. 872 00:40:55,834 --> 00:40:59,555 So don't forget to subscribe wherever you get your podcast from, because we 873 00:40:59,555 --> 00:41:01,625 have some more great conversations. 874 00:41:01,625 --> 00:41:05,004 If you can believe that lined up and you're not gonna wanna. 875 00:41:05,875 --> 00:41:06,775 Any of them? 876 00:41:06,835 --> 00:41:08,755 No, you are not. 877 00:41:09,385 --> 00:41:11,815 Uh, and in case no one has told you stay, you. 878 00:41:12,825 --> 00:41:13,365 Awesome. 879 00:41:13,755 --> 00:41:16,845 Uh, the eCommerce podcast is produced by or media. 880 00:41:16,845 --> 00:41:21,795 You can find our entire archive of episodes on your favorite podcast app. 881 00:41:22,095 --> 00:41:26,595 The team that makes this show possible, the legends Sadaf Banon Josh catch 882 00:41:26,595 --> 00:41:29,565 Paul Estelle, Robin and Tim Johnson. 883 00:41:29,805 --> 00:41:33,615 Our theme song is written by me and my son, Josh. 884 00:41:33,855 --> 00:41:36,825 Uh, and if you would like to read the transcript or show notes, 885 00:41:36,825 --> 00:41:37,965 head on over to the website. 886 00:41:38,330 --> 00:41:44,600 eCommerce podcast.net, where you can also sign up for a newsletter. 887 00:41:45,020 --> 00:41:45,980 That's it for me? 888 00:41:45,980 --> 00:41:46,960 That's it from Rick. 889 00:41:47,450 --> 00:41:48,890 Have a fantastic week. 890 00:41:49,310 --> 00:41:50,060 See you next week. 891 00:41:50,100 --> 00:41:50,440 Bye for.