Hi everybody we're back this is Dave Vellante of wikibond.org and I'm here with my co-host Jeff Kelly. This is the Cube Silicon Angles flagship product. We go out to the events where all the important tech events are going on. We like to interview the tech athletes. We extract the signal from the noise. We've been saying that since 2010 so we didn't steal that from Nate Silver. But we're here with Tom Walker who's the CFO of Tableau. For many of you know Tableau recently IPO'd. It wasn't really a great year for IPO in the last 12 months for tech IPOs but certainly has been for a few notable companies. Tableau being one of them. Tom Walker welcome to the Cube. Thank you for having me. Yeah so we're here at the Tableau Customer Conference. It's my first TCC, the hashtag of course TCC 13. It's pretty impressive the customer stories. As we were talking off camera we interviewed, I don't know, Jeff and I, 10 customers yesterday. The story is the same. It's passionate around data. They love data. They're struggling with Excel. They're slowed down by traditional BI to sort of invoke a Christian Charbon methodology. So what do you think about the conference here? Give us your impressions. Oh it's great. It's wonderful. We love this. Every year it's one of our, it's our tentpole event. We have a great time. It's great to have the customers and interact with them. And as you mentioned, our products are used by everybody. So our whole entire product mission is to help people see and understand data. And so what that allows, and it's all people and it's all data. So you've talked to different people from different industries, different functional areas. It's just amazing the passion that they have when they can unlock their kind of skills on the data that they're working with in their company. So it's one of these, it's just a great event every year. It's kind of, it's been across the board. It was interesting the spectrum of folks that we interviewed, you know, former Excel users who were like, let's say power Excel users, or guys that, you know, were deep into BI, or other folks that were just inserted, just love data. It really is all over the place. So that was impressive to us. So I want to turn to the big news. Of course earlier this year you guys did an IPO. That was, you know, it's a huge milestone for a company, obviously. Talk about that a little bit and the success of that IPO. I know you're not done yet, you got a lot of work to do, but just take us back a little bit. What was that like? Absolutely, yeah. It's just another chapter in the Tableau story. So it was a wonderful event. We were able to bring over 70 employees with us to the New York Stock Exchange to celebrate with us on that day. And so we were also webcasting it around the globe to all of our employees. So it was a really fun event. Everybody had a great time with it. But like you mentioned, it's just another chapter in the Tableau story. So I've been with Tableau nine years and we've been working at this for a long time.  So that's the Tableau story. We've been working on this for a very long time. And so, but it was a lot of fun and it was obviously well received. I think people just like our investors, just like our customers, most of our investors are our customers. You know, they understand what we're trying to do and what our technology is bringing to people. Well, congratulations, by the way. Appreciate that. So you guys now are in a good position. A lot of times when companies do IPOs, I mean, I've been watching this market for years, they'll get an infusion of cash. You guys got over $200 million in cash and equivalence now, which is great, nice, strong balance sheet. A lot of times, CEOs and CFOs will sort of hold on to it and say, okay, now we're just, we're risk averse.  You guys, at least to the street, have somewhat of a different posture. You're sending the message that we are going to continue to invest. We're going to hire people. People are our major expense. We see an opportunity. So I want you to talk about that a little bit because underneath all that is the inference anyway from me, that you believe that you have a large, total available market ahead of you that you want to go after. So you see a big potential ahead of you. I wonder if you could talk about that. Sure, absolutely, yeah. At our core, we're a product company. We're a software company. Product is at the heart of everything we do. So, you know, our R&D ratios are higher than normal companies. But we invest in our product and innovation. It's one of the things we're going to continue to do. It's our secret sauce, if you will. It's what we do. And so the investment strategy, at least in the short term and the mid term, is going to be investing. Not only in R&D resources to keep innovating and keeping our lead in our product innovation, but also in sales and marketing efforts. So we're expanding internationally. Historically, international sales have been less than 20%. So there's a huge opportunity for us to expand there. And we're expanding into the channel. So historically, 25% of our revenues, or less than 25% of our revenues, have come from the channel. So those are two huge opportunities to continue to invest in along with the product. So I wonder if you could talk about the international opportunity, because I've done, personally, I've done nation building. And it's not an easy task. There's a lot of diversity around the world. It's expensive. But of course, the opportunity is a large. So at what point, I mean, you guys are growing faster overseas than you are in North America. Have you started that process in earnest? Are you still trying to shore up the U.S. new hires? Can you talk about the international expansion plans a little bit? Sure. So we're hiring across the board, both U.S. and international. But international-specific, we're not starting from a flat start. Right? We've been actually doing this. We've been over in Europe since 2010. We've had an office over there. So we're just expanding our efforts over there. And it just keeps going. With respect to Asia Pacific, we've been over there since the beginning of last year. So we're just continuing to expand. Now we have an office in Singapore. We have one in Tokyo. And we're going to open an office up in Australia. And so it's just a huge opportunity. And our products are delivered electronically. So you can download them anywhere in the world in 90 seconds. So it's a very efficient business model and a good way to reach our customers. So we basically look where the trial activity or the lead flow is coming in from. And it's pretty obvious where we need to put offices. And that's kind of what we've been doing. I want to come back to the Tableau as a public company for a minute. And by the way, the symbol, if you didn't know, is data. It's a great symbol. I have fun with it, too. So I want to talk about M&A. Obviously you can't talk about specific companies that you would target. But when companies go public, it used to be, they would use stock as acquisition currency. You see that less and less now. You see more deals that are cash deals after the market goes up. And I'm sure that'll go in cycles. I wonder, generally, if you could make some observations about M&A, public companies, what are you saying about M&A in your future? I wonder if you could just talk about that a little bit. Sure. So historically, we haven't been very inquisitive. We've never acquired a company or any technology. So we've built our technology from the inside out, if you will. And that's kind of our primary focus. And that's not to say that we won't be opportunistic if we see opportunities for technology that would be complementary to ours. But it's not in the front brain. What we're doing is helping people see and understand data. Our products, the vision that Chris Stolte, our Chief Development Officer, and the development team have put out, is pretty clear. So we see the roadmap very, very clear with what we want to do with the technology. But if we can find tuck-in acquisitions, we would most likely do that. But there's nothing on the radar for that. It hasn't been our nature. And I don't see anything in the current future. Well, you're growing so fast right now. It's really not an imperative that you start acquiring. So I want to talk a little bit more about the total available market opportunity. Because it feels like you're just scratching the surface. When you look at the penetration and the adoption of products like yours, it's relatively low if you discount the fact that everybody uses Excel. But what you guys do is dramatically different than what I can do with Excel. I just got some attributes that I can't do with Tableau. So I wonder if you could talk about the TAM. How do you guys look at the total available market? Sure. So industry looks at it. The traditional BI industry would be, as Gartner quotes it, is about 13 billion. So that's the traditional BI. That's not including the Excel users. That's just the stack players, if you will, of the traditional BI vendors that were mostly developed in the 90s. And so that is part of our TAM. The other part of our TAM, as you mentioned, is the Excel users. And so it's a huge population of information workers that we're trying to tap. But we don't need to go after people that know what BI is. Most people have questions with their data, and that's our TAM. Helping people see and understand their data and our products allow them to do it quicker. And that's pretty much touching any information worker on the globe. Great. I know Jeff Kelly wants to jump in here. I've been dominating the conversation. Yeah, Tom, thanks for joining us. So I wanted to start kind of on a macro level, from my perspective. So we see IT spending is certainly impacted by the global economy. We've been through a rough several years, of course, here in the U.S. and around the world. Some of our friends at Gartner and some other analysts from them are predicting total IT spending to kind of start to rebound next year. I'm curious, how does the global economic environment affect a company like Tableau? Who's going in? I think you said on your earnings call, those are a typical deal of sub $10,000 to start. So you're not necessarily going in with multi-million dollar deals. You're going in with relatively smaller deals to start. How does the global economy impact a company like yours versus maybe some of the larger companies, IBMs, SAPs of the world who are going in with much larger deals, I assume compared to yours, a longer sales cycle. What's your take on that? So my take on that is kind of interesting. In the downturn, companies need to answer questions more than they did in the upturn, if you will. It's a lot easier when things are going up but when things are going down, people do have to answer questions with their data. So our products are perfect for that. Our pricing is perfect for that. It helps people get in and I think it's one of the things our customers love most about our model is you can get in small. You can get in sub $10,000. Our average order size is less than $10,000. The key is customers are needing to answer questions using our products to do that and then expanding and buying more as they see the need. So it's a good model. It's not insulated to global economy. Obviously there's macro trends out there but what our products help people do is analyze data and make good decisions. So we've done pretty well. So then in terms of the mix of your customer base and you've got the land and expand strategy as Dave alluded to but certainly as you look to expand you're going to look for larger deals as well. How do you see that mix of land and expand your current customers versus expanding to new customers? The old saying is that you make more money than your existing customers traditionally than acquiring new ones. How do you see that balance playing out as time progresses? I think you added about 1,500 customers last quarter but you also expanded it to some big customers in one of them. So how do you see that balance between driving in terms of revenue of the land and expand versus kind of acquiring new customers? How do you see that changing over time? So both are critical. They're two of the three key drivers that we have is acquiring new customers. So you're right, we added over 1,500 customer accounts in Q2. So that's going to continue. We have actually part of our sales team is focused just on customer acquisition and then the other part of the team is penetration. What's going to happen is the acquisition business, the new license business is going to be a smaller percentage of the overall pie as the existing base gets larger and larger but both are going to continue to grow healthy. So no matter domestic or international, it's the same strategy because it doesn't matter. Customers, small, big and small they basically like to do the same thing. They start small, expand, find value, find productivity gains in the organization and then expand. So it's an interesting model that scales all types of industries and all types of companies. One more question and I'll let Dave jump back in. I know he's got plenty more questions but another thing that interests me is hiring. Obviously you're on a growth trajectory, you're going to need to hire. Tableau is well known for kind of the culture inside the company being very passionate people. A lot of your employees are actually former customers that kind of come enamored with Tableau and wanted to join the company. Last quarter you mentioned the call you didn't quite hire I think as aggressively as you planned. It was a little slower than you expected. I wonder if that is because you are so selective about the type of people you want to bring into Tableau and how that will impact your potential growth going forward. How do you keep that kind of a focus on the type of people you want to bring in but also you've got to grow at a certain level to keep up with customer demand. Talking about hiring our customers I bought the first copy of Tableau in December of 2003 so I guess I was the first customer that Christian acquired. From the hiring pace what we like to do is for the last six quarters we've hired about 100 people per quarter. We're going to continue to hire at a pretty robust pace. As I mentioned on the earnings call we didn't hire as many as we wanted to and we'll continue to do. We're not going to lower the bar if you will I think you guys have met Christian so you know we're on a mission to help people see and understand data from the development side to the sales side and marketing side, operation side which I'm responsible for. Everybody who we hire has to be on that mission and so we are selective. We're very selective and we like people who we like to work with quite frankly so we'll continue to do that but we're not going to lower the standards in any way shape or form. You've got a great talent pool obviously as you are in the Northwest clearly Amazon, Microsoft and other great companies up there but you can only hire so fast especially if you're going to be selective and that's a challenge for any company, the Human Resource Capital Management but I want to come back to the company itself. I've said this week two companies I love, Workday and ServiceNow as very successful IPOs ones that we watch going very very fast, they've got fantastic leadership and I've put you guys in a similar category but for different reasons those guys have great products and they're disrupting with an online SaaS model. You guys have great products and you're disrupting in other ways. Now you have a SaaS model but you've sort of downplayed it a little bit saying you know it's not going to be a major meaningful contributor for some time you haven't specified that time but you've also said that you see it as complimentary not dilutive. What gives you confidence of that fact and why do you see it as incremental to your existing served market? It's a distribution platform so people have a lot of data behind the firewall so our on-premise software is not going to go anywhere anytime soon so the focus is you've got a ton of data behind the firewall, you're going to need our on-premise products. Now some people want to have stuff in the cloud, run their services on cloud offers like Workday and actually Tablet we run our company on cloud offerings too and so with that it's very very complimentary to be able to connect up to cloud sources or to do things in an agile self-service fast fashion because if our customer account base is about 13,500 that's how many customer accounts we have approximately a third are server users so the majority is desktop users so the online version whether it's on-premise or on-demand, the online complements and opens it up because some of our users aren't using our server product but now they're able to, you know, our operations team can provision an online account in about 60 seconds so it's just amazing, you know, our customers don't have to worry about the IT headache or anything like that so far it's early that's why we haven't downplayed it, we're very very excited about it but it's early it'll take, like anything, it'll take time to grow and so we've got several hundred customers thus far the traction breaks into three buckets we've got brand new customers the Tableau is one bucket, it's a good size bucket, we've got existing customers that use desktop but haven't used server and then we have a portion of those another portion that is server customers that have downloaded our on-premise product and they also have the on-demand product and it's two different groups in the company so one group's got a lot of data huge big data behind the firewall they're using our on-premise product and then another department that doesn't have IT resources just fired up a Tableau online demand version and they're off and running very quickly we had manpower on yesterday and she was telling us that she didn't want anything to do with installing IT so they went with the online version I would think smaller companies as well it's going to appeal to them I think most small companies believe that security in your cloud is better than security on their premise so I would think that's also a big opportunity usually when I ask CFOs or senior executives in successful companies like yours what keeps them up at night what worries them most you're going to tell me execution that really is the big thing so I'm not going to ask you that but I want to pick up on something that Nate Silver said he gave the example of Pearl Harbor and essentially he was talking about the blind spot that the U.S. had it's hard to say because it's a blind spot but are there any blind spots potential blind spots that worry you that you feel like Tableau really needs to address that you might talk about to your people to your customers in your own head what might those blind spots be it's actually an interesting question but again coming back to TCC here we are at the customer conference we're very much in tune with our customers and actually everybody inside the company also uses the product so all the employees are actually customers too because we use the product every day so we try and figure this out and evolve the product and our innovation helps drive that to avoid but you know we're just I think one of the challenges execution is just making sure you're prioritized right and those priorities can change over time but it's keeping everybody as we're onboarding everybody focused there's only 24 hours in a day I wish there was more but you know there's only 24 hours in a day and keeping everybody focused and kind of rowing the boat in the same direction that's one of the challenges so we have actually we can help you with that problem Jeff and I in Silicon Angle Wikibon team we have a mantra which is work half day every day pick whatever 12 hours you want start your day I thought you were going to help me with like 48 hours some type of deal on 48 hours in a day 12 hours is actually a pretty light table that's excellent okay so I really appreciate you coming on Tom fantastic story really we'll be watching congratulations on all the success the IPO the great customer enthusiasm you guys are a customer driven company it reminds me of Jeff Bezos saying hey there's customer driven companies and there's competitor driven companies Amazon's a customer driven you feel like you're a customer driven company we are here for our customers that is our purpose and you can be both a company like EMC is both they're fanatically customer driven but they're competitive like crazy we like to compete but we're here for our customers we compete for our customers alright Tom it was a pleasure meeting you thank you for coming on keep right there everybody we'll be right back we'll be here at the bottom of the hour so tweet your questions I'm Matt DeValante and keep right there we're right back


Hello everyone and welcome to this edition of Cycling Research Review interview edition and today we're here with Kevin Kreizek at Nectar 2019 in Helsinki. How are you doing Kevin? Good, excellent. So just a few questions for you today and I've been following your work very closely and I'm very excited to have this conversation. So to start off, what inspired you to write the your 2011 paper a view from the bicycle path? So at that time we were finishing up a major project for the city of Melbourne in Australia in which they commissioned work for myself and Ann Forsyth who's now at Harvard University. We were both at the University of Minnesota at the time and the the question that they were trying to better understand was given the burgeoning research in land use and transportation and particularly walking and cycling what can we now say with some degree of certainty about what promotes or impedes people to either get on a bike or walk? What do we know from the canvas of literature? The 200 studies I believe that we tried to get our hands on and look at the variety of kind of attitudinal factors, but more so the built environment factors and maybe some promotional or campaign type what they call soft measures and we saw that there was a lot coming from engineering and we saw that there was a lot coming from urban planning and that place-making literature Which was able to tell us a lot. Yeah, but when you further peeled back different layers of the onion It became readily apparent to us that wow, there's something about this speed of movement That we don't know a lot about. Mm-hmm. We know a lot about car movement We know a lot about pedestrian movement We actually know a lot about Transit. Yeah, but there was not a lot about how people perceive the visual environment or their spatial cognition You know going at say 12 miles per hour 20 kilometers per hour Through cities and how there was a different level of appreciation for the built environment in that respect so We've decided to kind of look through the prism of this new Need for research and say wow There might be something different about this mode that we need to better inventory for future researchers to pick up and And so we came up with these different factors of Criteria and how the different mindsets are possibly compared to what basically compared to walking walking and motorized travel and You know, there's it's more of a Not necessarily theoretical contribution But it's helping pave the way for future researchers to look at these issues with with greater scrutiny Mm-hmm. And how did that work then carry forward to your most recent paper about? Considering more qualitative aspects in the studying cycle. It's a direct descendancy from that so Subsequent to that paper Actually can come with it with Simultaneously with that we were looking at how measures of accessibility Could be used to better predict where future infrastructure investments should be placed and How we can better measure accessibility Again from a auto perspective from a walking perspective, but nobody nobody really did this from a cycling perspective Okay, so so that fast forward to the notion that we have travel time savings, which is often the Mobility function that is trying to be minimized In accessibility equations. So if something's closer, it's gonna be more accessible Now something's up shorter travel distance. It's going to be more attractive This is not always the case You know, it's not a linear function going forward with respect to people's desire to want to minimize travel and so does this possibly vary by by mode and Yeah, I think that it does vary by mode and it varies considerably by mode in so far as there is more There are more arrows pointing to the fact that there is a positive utility provided to bicycle What is that positive utility? It varies by individuals. Yeah, so sometimes it's You know the cognitive benefits sometimes it's the actual win through your hair sometimes it's the physical activity That you that you're seeing these are all going to vary by individual, but accessibility measures unfortunately do not have a Capability to capture those phenomena, but yet a place is still accessible to other individuals by bicycling if we Take these considerations into into effect So again, this recent contribution was a call to action for subsequent researchers to better understand how these kind of call them Hedana called an auto-telec intrinsic is the label that I used in this most recent contribution How those elements could be better waived into measures Thank you in relation to your field of expertise What problems are academics struggling most with these days and how can a better conceptualization of these problems help us understand the world better? that is a Outstanding challenge sorry a very good a very good question outstanding challenge The world is changing so fast with respect to our industry transportation right now And there is a tendency to say oh well what happened in the past is we're going to better understand that and project it into the future There's an inherent difficulty with that given our Progivity for wanting to do that. That's the whole basis for getting a PhD is to understand the complexity of a particular issue And then translate it to some sort of future practice practice or policy So we need to better understand that or at least recognize that that anything that we're trying to understand about the past is going to be limited and so any models that are created any kind of forecasts that are based on The past data collection exercises are going to be challenged on that account on that account That's not to say we shouldn't do it That's just to say that we need to be mindful of it and weigh the strengths and limitations of any modeling approach or past reconciliation of trends into future conditions the second has to do with the I think the complexity by which travel decisions are made in cities and We know that the travel making decision is really messy What we have a harder time understanding is the Degree to which a study that is performed in context X could have validity to context Y the external validity here and We often say oh well, you know the cycling infrastructure Land use transportation pattern in the Netherlands is XYZ Therefore we can copy and paste you hear about a lot and that is a Often Suggested remedy for cities in the in North America, and I don't think that you know the Dutch cycling Embassy They know how to for example understand what's going on in the Netherlands the challenge comes in Exporting that to cities that are have no characteristics to the Netherlands Yeah, and so being mindful of what works and what doesn't work and Not to say that we can't go out on a limb to suggest something But when we do go out on a limb, we've got to say well be careful of this be careful of that and so that is a Element of PhD research, I think that is often underappreciated because You want to come up with all the answers to all the world now the whole world right now? And God bless your soul and your desire The most important thing for you to have is you know a drive in your heart for these types of questions I mean if you don't have a drive in your heart for these types of questions and trying to understand the complexity And then apply your brain to peel back this layer and that layer To look in through this crack and say okay now I've understood this situation and I'm going to Describe or explain the external validity of it as best I can to the research world so You got to be passionate you got to know the limitations of what you're trying to say and understand that Anything that's good in the past is going to have some sort of Reliability That people are going to say, huh? That's not the way that I thought the world works It's to change how other people see the world through the person With that do you have any other advice for young academics? Like I'm thinking myself like three years into the game out of a four-year PhD almost there Or if you're just starting out from a PhD is there any tips and tricks to get started? I think the first one that I just mentioned is having a passion having some sort of fire in your belly Research questions and you know the one that you come in for looking at the beginning of your PhD It's probably going to be Conservatively different than the one that you're actually doing three years into your PhD now I think this differs by program and context Nonetheless the second is to go for it Okay It's just go for it in every respect and then rely on your committee to Suggest okay. Well, maybe if you peel back this or leave out this part Maybe leave out this part. You'll have a more internally consistent research Contribution as opposed to Thinking more small. Yeah, it's smaller and saying well I'm going to think very carefully about this one issue I'm going to think very carefully about this issue and then after three or four years I'm going to try and piece them together and say whoa I didn't those don't match together So I thought that they do you're kind of stuck and then you're kind of stuck at that point So you got to go for it with respect to thinking aggressively thinking ambitiously about what you can do and then Start to assemble Hey, so Kevin, where can they find you and your work on the internet? Kevin jcrisick.org or a vehicle for a small planet vehicle for a small planet. Yeah, all right. Thank you Thank you very much so to learn more about Kevin Krijak and his most recent works check out the links below and Also, be sure to check out episode number three where I reviewed his paper urban design is our distinctive view from the bicycle Thank you very much, and I'll see you shortly. Thanks George


You're going to do three things. Hi, guys. What's going on? It's Andy Elliott. In this video, I'm going to teach you an objection, and I know every single sales pro in the world struggles with it. By the way, before I get into the objection, I want to teach you something. By the way, if you've got a pen and piece of paper, I'm going to make this video fast. I want to teach you. I want you to become the best. Write this down. What's written will be retained. Write down master communicator. Master communicator.  Guys, all that we do is we communicate with people for a living, all right? So you see this mouthpiece? You're going to have to be really good at it, but you're going to have to know what to say, and you're going to have to practice saying it, okay? So customer says, hey, Andy, I don't want to buy a vehicle that's been in an accident. Hey, Andy, I don't want to buy a vehicle that has a bad car fax. That's the objection. I don't want to buy a vehicle that's been in an accident, or I don't want a bad vehicle that has a bad car fax.  You're going to do three things. Number one, I'm going to make it easy to say yes to. I'm going to make it easy to say yes to me, okay? Number two, I'm going to make it hard to say no to them. Not going to be able to say no. Number three, I'm going to make it their idea. I'm going to ask you a question. What would most salespeople do in a situation like this? Customers like, hey, Andy, I don't want to buy a vehicle that's been in an accident, right? Because they look at the car fax. What does the sales pro say? Oh, Mr. Customer, listen to me. I don't think it's had any frame damage on it. You know, it's a good, it's like, dude, come on, man, listen to me. Do you want them to say yes and buy it? Okay, cool, don't get in defense mode, man. Be a master communicator. Make it easy for them to say yes to you, okay? What are we going to do? We're going to make it their idea, okay?  So you're my customer. You're my customer. I'm the sales guy. And you're like, hey, Andy, before I buy the vehicle, can I see the car fax? I'm like, hey, no problem. I'll be right back. I bring back the car fax. I show it to you. And you're like, dang, Andy, you know what, man? I don't feel comfortable buying a vehicle that's been in an accident. I had number one, watch this. Hey, number one, I totally understand. Look, let me ask you a question. What do you currently drive right now? Look at my hands. What do you drive? What kind of vehicle do you drive? They're like, hey, I'm driving a 2021 Chevy Silverado. Okay, no problem. Look, let me ask you a question. So you're driving your 2021 Chevy Silverado. You're going through the McDonald's parking lot. You're having the best day of your life. Got your kids in the car. As you're ordering your food, car behind you bumps into your bumper, all right? Now listen to me. You need to replace your bumper. Would you keep it wrecked or replace it? You replace it, right? Okay, cool. Now listen, when they replace your bumper on your beautiful 2021 Chevy Silverado, you do know that it's going to report to car facts that it has been in an accident. But wouldn't mean you both agree that your 2021 Chevy Silverado, even though it's been reported to car fact that it has been in an accident and it has, it's still a perfectly good vehicle with the new bumper on it, yes or no? Yes. So buying a vehicle with the bad car facts or that has had an accident on the car facts or that has been in an accident isn't about thing. It's just 2022, it's age of transparency, right? We can see what happened. Would you agree? Cool, so now that we got that out of the way that a vehicle can be in an accident and it's still a perfectly good vehicle, Mr. and Mrs. Customer, we've also ran this through 125 point service inspection, one to 10, it's an 11 and it's going to be like new for you and your family. Guys, listen to me. I'm going to give you world-class customer service. I'm going to take care of you guys to the end of the time. You guys are going to love your new vehicle. Thank you so much for doing business with us. Sign right here. You guys are amazing. Push through it. Write this down. Write this down. Master communicators. Make it easy to say yes to. Hard to say no to. Make it the customer's idea every single time. That's it. Paint a picture of if they had a car, if they had one and something happened to it, would their car be a bad car? Hey, not mine. What about your car? If your car got in an accident, would it be a bad car then? Well, no, it would be a good car, right? You wouldn't throw it away and smash it. You'd keep driving it and be a great car when you went to resell it. Somebody would be like, oh, we're giving you less because it's been in an accident. You'd be like, no way, this is a great car because it is a great car. All that car faxes is transparency. In the age of 2022, 2023, we're just doing what our customers asked us to do, which is showing them the transparency. Doesn't make it a bad vehicle. What we've done as a reputable store is we've run it through 125 point service inspection and made sure it's like new for you and your family. So it's not a bad vehicle. We fully inspected it. Welcome to buying your new vehicle. You guys are the best. Push through, right down, push through. Confidence, personality, belief, conviction, certainty, have these things. If watching this video has helped you become a better closer, has shown you that there's different ways to handle stuff and you like the strategies of how to close anybody, anytime, any place, anywhere on the phone or in person. I want you to do me a favor. Shoot me a text message,<PHONE_NUMBER>. Text me closer, C-L-O-S-E-R, in case you don't ask about closer. But text me,<PHONE_NUMBER>. Text me closer. I'm gonna send you over a video that I did. They'll show you how to shut any customer down, all right?  See you guys on the text. Well, you made it till the end of the video.  I've already got your next training video lined up and ready to go. Click on it before you do that. Like the video, subscribe, makes you set your notifications. Every single day I drop out free F-R-E-E, free training videos for you. Click on the next video. And by the way, if you loved it, share it with a friend, do that for me. Thank you so much. Let's kill it.


Gun smoke, brought to you by L and M Filters with the Miracle Tip. King size, regular. Both at the same low price. Around Dodge City and in the territory on West, there's just one way to handle the killers and the spoilers, and that's with a U.S. Marshal and the smell of gun smoke. Violent and loose West with young America. I'm that man, Matt Dillon, United States Marshal. The first man they look for and the last they want to meet. It's a chancey job, and it makes a man watchful. And a little lonely. If they did, you'd fight for me, wouldn't you? Sure. Around here in the alleys. Nobody will see us. Sure. Dave. You're all for pretty. And my Dave. Chester. Want me to have a look around, Mr. Dillon? Whoever did it, ran down the alley into the street. He's just one of the crowd out there by now. Is Dave dead? No, he's breathing. I saw Doc in the saloon there. What's he doing? He's coming.  Yes, sir. Dave. All right. Hey, let me through. Hey, Dave, can you talk? Let's see. Dave, pull up, huh? Somebody shot him, Matt. Yeah. Let me see. Let me see here. Oh, yes, he got shot all right. Who did it, Matt? I don't know if you can bring him to. Maybe we'll find out. No, no, not this man. He's bleeding to death, Matt. There's nothing I can do to stop it. Can you tell how it happened, Doc? I mean, where the bullets went in. Oh, you don't need a doctor for that, Matt. His gun's still in his holster. Maybe somebody outdrew him. I didn't think about that. We'll see. It couldn't have been much of a fight, Matt. He'd be shot in the back. The bullet came out right here. He's bleeding. Can you get him to talk, Doc? He's too far, God, Matt. There's nothing anybody can do for him now. That makes a man feel pretty helpless to stand here and watch somebody bleed to death. Yeah. Probably doesn't even know who shot him. Maybe not. But he'd know who might want to. Every time there's a new moon, somebody gets murdered around here. Ah, here comes his brother. What happened, Marshall? How is he? He's unconscious, Joe. He's dying. You don't know what you can for him, Doc. There isn't anything I can do, Joe. The bullet went through his lung. Marshall, I can't understand it. Who chewed him down like this? All I was hoping you might have an idea, Joe. My brother ain't got an enemy in the whole country. Never heard a man say a word against him. Your brother's dead. It ain't right, Marshall. It just ain't right. Not Dave. Joe, listen to me. Think hard now, would you? Somebody shot him. What? Somebody was his enemy. No, nobody I know. Nonetheless, with some murder and riffraff, just killed him to be killing. He got to find out who did it, Marshall. Well, I'd like to. You better do it. Nobody gonna murder my brother and get by with it. It's a mighty poor thing that a decent man like Dave can get shot down. Nobody does nothing about it. I figure to do everything I can, Joe. I don't care if you got to take Doc City apart, Marshall. You better find that killer. In the country by storm, L&M filters have soared to the highest popularity a cigarette ever achieved in so little time. And still, L&M sales continue to climb at a record pace. L&Ms give you much more flavor, much less nicotine. That's because it's the filter that counts. And no filter compares with L&M's miracle tip for quality or effectiveness. L&M's smoked light and mild. Only L&M has the miracle tip for the effective filtration you need. Smoke L&M's today, and you'll agree. This is it. L&M filters. This is it. Something new. Now, two sizes. L&M filters. You're king size and regular too. This is it. L&M filters. L&M filters with the miracle tip. Join the trend to L&M. King size or regular? Both at the same low price. Well, well, back, Mr. Jones. I sure do wish we could fill one of them. Well, it's not likely, Chester. Not tonight, anyway. I sure didn't care much about the way Joe Thorpe was going on about you not doing nothing. What'd you expect of a man? He's upset about his brother, Chester. They've always been pretty close. There's no cause for him talking the way it was. Oh, you'll get over it. Mr., I guess you're right. Joe will have to run their hide-buying business all by himself now, won't he? You'll manage. He can always hire somebody to help him if he needs it. Yes. Well, it's Miss Kitty. Come in, Kitty. Come in. Matt, this is Holly Fanchard. How do you do, Holly? Marshall. And Chester Proudfoot? I'm pleased to know you, Miss Holly. Thank you, Chester. Holly's kind of new and dodged, Matt. Yeah, I've seen her around. She was afraid to come here and talk to you alone, so I came with her. Well, there's nothing to be afraid of, Holly. I know what's the trouble. You tell him, Kitty. I'll tell him part of it, but I want him to hear the rest from you. Well, all right. After the shooting tonight, Holly came to see me, Matt. She was pretty scared, but I told her you wouldn't let anything happen to her. I know, of course not. Well, it seems she was at the bar drinking with Dave Thorpe a little earlier. And he had a kind of argument with a cow puncher from that XT outfit that came in the other day. The Texan said Dave jogged his elbow or something silly like that. Huh? Well, uh, how mad were they? Mad enough. What do you mean, Holly? He killed him, Marshall. What? That cow puncher, he killed Dave Thorpe. Well, how do you know? I was there. You were there? Dave and I went outside in the alley just to get a little air, and suddenly this cowboy shot him. He must have been waiting or something. You'll recognize him? Real plain, Marshall. It was him all right. Well, how come he let you go? I don't know. He must have got scared or something.  I got scared and I ran too. She wasn't going to tell you a math till I talked her into it. She's afraid that cowboy or some of his friends will get after it. No, nobody will bother you, Holly. I promise you that. Uh, do you know this man's name? They was calling him Fly Hoyt there at the bar, Marshall. Fly Hoyt? I knew an old lady down on her brazes called something like that, Mr. Dillon. Only her last name was Fly, her first name. Yeah, all right, all right, Chester. Hey, are you willing to testify to all this in court? In court? Oh, I'd be awful scared, Marshall. But you'll do it, huh? Kid, he says it's my duty. Good. Now, don't you worry about anything. Chester and I will ride out to the XT camp in the morning and bring this Fly Hoyt in. There won't be any trouble. And, uh, thanks for coming here, Holly. Sure, Marshall. XT camp up ahead, Mr. Dillon. Have you been out here, Chester? That's where I rode by a couple of days ago. They gave me a cup of coffee at the wagon. Ah, looks like they're expecting us. All right, golly, it sure does. I don't like the way all them men lined up. Maybe I was wrong last night about there not being any trouble. At the trail boss, that big fellow there. His name's Jim Kavanaugh. You don't know Fly Hoyt, do you? That's where I know that I didn't meet him. Hey, they don't look very friendly, Mr. Dillon. No, they sure don't. Chester, let's leave our horses here and walk up, huh? All right. See, you better climb into your saddle and ride right home back to Dodge. You know what I came for? The night late, a couple of my boys was there when she did. And you ain't taking Fly Hoyt, Marshall.  Kansas law don't mean nothing to us Texans, Marshall. Yeah.  Well, I ain't said nothing about it one way or another. We don't find it polite to inquire into a man's personal business. Do you find murder polite? Marshall, you get sassy, we'll bury you right where you're standing. We'll drive a couple thousand long horned cattle over your grave and nobody'll ever find you. Which one of your men is Fly Hoyt? Reckon you don't hear. I want to talk to him. Which one is he? Don't play him. No mind, Fly. Why, is he too much of a coward to talk? No man calls me a coward. I'm Fly Hoyt, Marshall.  I ain't afraid. What was it you wanted to talk about, Marshall? Well, if it's not inquiring too closely into your personal business, I'd like to know if you admit killing Dave Thorpe last night. I didn't kill him. A girl called Holly Fanshawe says you did. She says she saw you. She's lying. She says you had an argument with Thorpe at the bar earlier. That's true. I remember the girl. Oh, where were you when the shooting took place then? No place there to do me any good. Now, Fly, that ain't so... Jim, but I have to do this my own way. The boys here'd lie for me, Marshall. They'd swear to anything I wanted them to. But the truth is, I was alone when I heard that shot. I'd left this alone and I was up the street there all alone. You admit that? I got no alibi. But you say you didn't kill Dave Thorpe.  I don't believe in it. Does Holly Fanshawe have any reason to lie about you? First time I ever saw her was last night, Marshall. But I'm sure curious about her now. Oh. I'm rough in my ways sometimes, Marshall. But I ain't no killer.  How are you going to prove it? Well, Marshall, I'd write in a dodge with you. What for? I'd like to have me a talk with this Holly Fanshawe. Then maybe I can prove it. She was worried you and some of your friends might come after her. I'd sooner blind a horse and lay a hand on a woman, Marshall. And that's the truth. Okay, fly. Let's get going. I'll see you this time of day, Marshall. She's probably still in her room, fly. I don't know where that is. Oh, she's in the same room in house as Miss Kitty, she told me so. Oh, good. I'll show you where it is, fly. I want to talk to Kitty anyway. Mr. John, look, here comes Joe Thorpe. Joe Thorpe? Yeah, Dave's brother. Oh, good morning, Marshall. Morning, John. Good morning, Marshall. Heard the whole story. Now, Holly Fanshawe's quite a talker. Yeah. Yeah. Fly, Hoyt, ain't it? Yeah, I remember seeing you, Hoyt. Do you? I was down the bar ways from you and Dave. He was a good man, Hoyt. I'm looking forward to your hanging. I'm still wearing a gun, mister. Marshall, how come you didn't disarm him? I haven't arrested him, Joe. What? He says he didn't do it. Who cares what he says? The girl saw him. Yeah, I know. Fly's here now to talk to her about that. What do you mean? He wants to know why she said it was him. Of course it was him. She saw him. The girl's got no reason to lie about it. Marshall, she'll witness the killing. She's identified the killer. That's good enough for me. That's not for me. Okay, Marshall. Okay, then. You won't enforce the law here. I'll do it. What do you mean by that? My brother had plenty of friends here in Dodge. I'll get them all together. We'll come after him. We'll take on his whole outfit if we have to. You'll try that and I'll throw you in jail. I mean, when I say you arrest this man, Marshall, I'm not arresting him and I'm ready for your trouble. Well, you're going to get it all right. Some mighty hot-headed man, Marshall. Yeah. And he means it about making trouble, too. Now, Chester. Wait for us at the office, will you? Yes, Mr. Dillard. It's down the street a ways here, fly. Let's go. Much more flavor. And much less nicotine lighten my heart. No cigarette ever won such overwhelming success in so short a time as L and M. Number before have smokers spoken so enthusiastically. Janet Blair said, I think L and M's are the greatest thing ever to happen to a filter tip smoker. David Wayne wrote, L and M's have the best filter of them all. Miracle tip is right. There's nothing like it. Socialite sportswoman Mrs. Laddie Sanford said, marvelous filter, exceptional cigarette. Wish I'd tried L and M sooner. Always remember, it's the filter that counts. And no filter compares with L and M's miracle tip for quality or effectiveness. Our statement of quality goes unchallenged. L and M is America's highest quality and best filter cigarette. Join the trend to L and M. L and M, king's eyes are regular. And both at the same low price. He did. No, it's okay. The landlady told him which one it was. Well, I'm not worried about the landlady. No, fly's all right, kitty. He says he didn't do it. I can't tell you why, but I believe him. But Holly saw it, Matt. Kitty, tell me about Holly, will you? Do you know her very well? No, not very. She keeps pretty much to herself. Does she have any friends, any particular friends, any men? Nobody she ever mentioned, Matt. What was she doing with Dave Thorpe, I wonder? You do. No, you know her. No. You stay here, kitty. No, I'm coming with you. That's her room, Matt. Here. You stay in the hall. Take that gun, fly. Is she dead, Matt? Don't look at her, kitty. What's the matter with you, fly? Nobody shot you. I got hit, Marshal. As soon as I opened the door, somebody hit me. Not me out for a minute. Fly, I won't help you this time, mister. I ain't lying. Come to when I've seen her lay in there. And then you come in. Who hit you? Holly? No. No, Marshal. Somebody was hiding behind the door. I heard him move, but I never even seen him. There's no closet in this room. Where's he hiding now, on the wall? Other windows open. Maybe somebody was here. Gone now. My gun, Marshal. Did he use that? Matt's been fired. Smart.  Who did? I don't believe a word you're saying.   We're not talking about me. I wouldn't shoot a woman, Miss Kitty. I wouldn't shoot a man either, unless I had to. Somebody sure trying his best to get me hung. Well, I don't know. Kitty, keep everybody out of here, will you? Yeah. I'll send Chester and a couple of men for Holly. Fly, you stay with me. You arresting me? Here's your gun, Fly. Thank you, Marshal. Chester's still around. I'll help him if you want, Marshal. Now I can get somebody else. What are you doing here, Joe? Waiting for you, uh... Okay. Chester. Mm-hmm? Holly Fanshawe's been killed over in her room. Killed? How'd she get killed? She was shot. Go get Doc, will you? Is there somebody to help you? Yes, sir. Wait a minute. What happened, Marshal? Somebody slugged Fly when he went into her room. Then he used his gun to shoot her. Who says he did? Fly. You listening? Him like he was your father. What was it you wanted to see me about, Phillip? Well, I was going to tell you I changed my mind about all I was saying out there in the street a while ago. But now, no, sir.   I didn't have nothing to do with it. Nothing to do with what?  You can't lock a man up for talking. Ah, that's not what you meant. Would you arrest Fly, Marshal? He's killed two people now. Chester? Chester? How long has Joe been here? He come in just for you, didn't he? What are you talking about? What difference it made? I had a talk with Kitty, Joe. She told me about you and Holly. What? Holly didn't keep secrets very well. She told Kitty how you made her lie about who killed Dave and how you set it up for her to get him into the alley. Me? Fly didn't get hit fast enough in Holly's room a while ago, Joe. He saw who did it. No. Tell him who it was, Fly. Go on, tell him. What? Why it was him, Joe Thorpe. Oh, what are you saying? You might as well admit it. What were you doing, stealing money out of you and your brother's hide business?  I don't care if I did, you haven't! No, you don't! You okay, Chester? Yes, sir. I held his arm so as he couldn't get his gun up. It went off right in the floor there. Well, you did fine. You might have killed somebody else otherwise. Marshall? What? I don't understand this. I didn't see him in Holly's room. I said I did just because I figured you wanted me to. Well, I did want you to, Fly. Did Holly really tell Kitty about how Joe killed his brother, no? No. Holly didn't talk to anybody about that. That are the fact that she was in thick with Joe. Well, how'd you know then? I didn't. When he said he didn't have anything to do with it, I got an idea and decided to chance bluffing him. If he hadn't panicked, he probably would have been okay.  Yeah, but I made it up right. That's what happened.  His own brother and a woman. What he put in here got by with it, Marshall.  There are a lot of men I don't suppose I'd have believed. But that was his big mistake. I believed you. Well, that's where... Marshall, wait till I get home and tell him about a Kansas law, man. I meant nobody'll ever believe me again. Our star, William Conrad. Friends, the fact that Ellen M. filters are sweeping the country is one good reason why I'd like to talk to you filter smokers who haven't tried them yet. Ellen M's miracle tip is the first filter that really does the job, and you'll like the way it draws. Beside that, Ellen M's give you a really good-tasting smoke. They're just what the doctor ordered. Ellen M's, king-size and regular, both at the same low price. Try Ellen M's today. In addition to Norman McDonnell, stars William Conrad and Matt Dillon, U.S. Marshall. The night story was specially written for gun smoke by John Messon, with music composed and conducted by Rex Corey. Featured in the cast were Vic Perron, Florence Dodkin, Jack Krushen, Jill Jarman, and James Nussar. Harley Bear is Chester, Howard McNeer is Doc, and Georgia Ellis is Kitty. Join us again next week at Matt Dillon, U.S. Marshall. Bites to bring law and order out of the wild, violence of the West in gun smoke.  Hear the great U. Perry Como radio show every Monday, Wednesday, and Friday, 9 p.m. Eastern Standard Time, also on CBS Radio. This is the CBS Radio Network.


So after three years I finally got the clearance from my doctor to go scuba diving again so I'm here at Scott's Guba to see what the next steps are. So I'm here at Scott's Guba. I'm sure you're familiar. I've been here a couple times and Jenny's going to help me with the next steps. Hey guys, how are you? Hey Michelle. Nice to see you. You too. So I got clearance from my doctor today. I'm allowed to go scuba diving again but it's been a couple years since I've been in the water so you're going to have to guide me. What do I do next? So we need to get you back into the water. So since it's been a few years and you don't have a ton of dives under your belt we're going to want to get you into a pool for sure and we can go over the most important knowledge facets while we're in the pool. Just get you comfortable again. Make sure you're good with those skills and then it's up to you. You can kind of end there depending on your comfort level or we can get you in the open water too. Okay that sounds good. I like the open water. All right so now that I'm ready to get back in the water what do you guys recommend for my very first purchase like a commitment purchase? So a commitment purchase above like mass fence snorkel that is something that's very personal that I know you already have. A commitment purchase something large I would say the first thing you should probably get is a dive computer. So I'm sure you remember from class from your open water dives and the dives that you've done that you need a dive computer you must be familiar with it because that's what's going to keep you safe underwater so most all computers do the same basic things but there's a whole range of computers that that we can look at and we can show you but if you're going to buy one piece of equipment for yourself uh that's easy to travel with you just a travel easy watch um having something you know I would say I want something that's multifunctional too yeah we have a couple of those all right cool awesome well I can't wait for you guys to show me all right cool about some computers to kind of see what you like um just to show you the basic overview of them and then we can really narrow it down for you so I'm sure in your class you remember this guy um this is why you're here getting a computer because we don't want to use this anymore while it kept us while it kept us safe nobody wants to do long hand math before they get in the water you know you still have to add it up and like know exactly where you're going and how long not my cup of tea um that moved into um a really sturdy safe computer but it's really basic you know you got one button you got no lights no fancy features but you put it on your wrist you jump in the water and you're good to go okay so definitely keeps you safe but doesn't really do much other than that okay aqualong then wanted to bump up to give you two buttons give you some lights give you some bluetooth so you can actually use their app on the phone um but then they they put it in a console style so it's attached to your reg and it's kind of on a hose for you and you can see your air pressure and like put a compass and stuff in it so that guy has some some features above this guy without getting too crazy um then if you want more watch style um this genesis is rechargeable which is super sweet because then you don't have to fuss with batteries you just plug it in good to go and you can wear it as a watch too you know it has has your alarms in your daily time and all that good stuff um good another option for watch style is the Garmin Descent uh so not only is it a dive computer but it also does all of the fitness and the activities that every other Garmin does so hiking biking horseback riding golfing swimming skiing fitness anything you want things like that okay um but it also does work as a dive computer it is rechargeable as well okay it has a compass and everything too so it eliminates other gear you need so a lot of functions wrapped up into a pretty nice watch stock computer that you can wear every day well that's nice I like that and then um one of our hiring computers the the shear water it's built before it'll do anything you want it to do you're never going to outgrow the shear water technical diving rebreather diving it could be as basic as just a recreational computer as well and this is the one that has the year integration that we were telling you about has a transmitter that screws into your uh first stage they look like that it displays your air on the computer so a cool feature of this computer as well so so that's like pro yeah if you if you want to do cave or tech or deep or rebreather that's the guy you're definitely gonna want to go with okay very cool so what are your thoughts do you have any ideas of like you know when you definitely like well i'm kind of between getting this one here because it'd be all part of my gear and i won't have to worry about it but i don't have this gear yet so i'll probably have to wait and why yeah why buy that when i can just get a watch computer but i definitely don't want um just a watch okay yeah so i think the garment is going to be the best bet for me someday when i grow up though hopefully someday when i get you into the the deep caves let's just give me into the floor first right one step at a time baby steps that's where it all starts so this guy's really cool um i think you're gonna be super happy with it let me this is like the dummy model so let me grab you a real one okay make sure you like it here she is all right right the grand unveiling this is the actual watch which looks just the same as that one um it's got a screen protector on it right now so you have that guy and then in the box you're gonna have all kinds of like a band extender so if you ever tell me you want to go dry suit diving and you need some more width okay you can extend the band out um you're gonna have your charging cord all that other good stuff in there the quick instructions um but honestly once you download the app it's really simple is this it right there right that is yep and it'll bluetooth um all day to your fun okay and bluetooth you can actually you can set it so that your text messages and phone calls come through and it'll vibrate on your wrist oh yeah definitely like that so you can like if you're talking to somebody you can slightly look and see like is that important but it also it has underwater compass it has your depth your time and it's really bright color screen so even if you don't have good visibility when you're diving you'll be able to see it really well all right so i'm super excited you've got the garment i think it's going to be perfect for everything you wanted um next step is to get you in the water so let's get the pool scheduled um and i'll show you how to use it underwater you'll be able to see how it works in the meantime you can place all the functions top side all right awesome thank you guys so much i really appreciate it of course thank you so it's been a couple weeks since i've been to scott scuba and i picked up my new garment watch um so excited about it i totally love it it does everything that i expected it to do and more my favorite application that it does is it tracks me when we're hiking and when i'm horseback riding and i can't wait to use it for what i really bought it for which is diving um pretty soon jenny's going to be able to get me in the pool and we'll do a video on that and i'll be able to try them you watch out if you guys ever need anything don't hesitate to go see josh and jenny they'll be able to walk you through the whole entire process and help you find what you need thanks again for watching i'll see you next time have a great day


Following the successful continuation of efforts to strengthen youth justice initiatives, stakeholders have reconvened for pivotal follow-up workshops under the opportunity to advance and support youth for success OASIS project. The workshop, held on February 13, 2024, aimed to address crucial aspects of diversion, rehabilitation and reintegration programming, building on discussions initiated during the January session, highlighting the significance of comprehensive programming. Brenda Wilson, OASIS National Coordinator, emphasized the need for tailored interventions that address the diverse needs of both genders within the youth justice sector. It is important that in sentencing, in diverting, in doing pre-diversion activities, in doing prevention, we are in a position to be able to have the types of programming that addresses the needs of both boys and girls, men and women in the youth justice sector. Attended by officials of key agencies, including the police, probation, the courts, the boys training center, welfare and human services, and the transit home among others, the workshop focused on discussions aimed at evaluating the effectiveness of existing programs, identifying areas for improvement, and exploring innovative interventions to expand support options for young people facing conflict with the law. Bernice Francis, Deputy Manager of the New Beginnings Transit Home, emphasized the need for enhanced collaboration among social agencies and the need for standardized referral system. A lot of the times the agencies look at referral system as just the intake form or the referral form and there is no follow-through or there is no monitoring or evaluation of how the client has met the resources and what is the outcome for that client. Dr. Stephen King of the nonprofit agency Rye St. Lucia underscored the collective responsibility of society in nurturing the development of young individuals. The bottom line is that there's a need for us as a society to understand that we are all involved in this process and we must all commit to developing the institutions that support our children and their development such that we can have the type of healthy development that we all desire. Discussions during the workshop emphasized the urgent need for improved coordination among agencies and the importance of holistic support frameworks that encompass monitoring, evaluation, and follow-up procedures. Participants reaffirmed their commitment to collaborative efforts aimed at affecting positive change within the youth justice system. The OASIS project funded by USAID and overseen by the OECS Commission remains dedicated to fostering transformative initiatives that promote the well-being and rehabilitation of young individuals involved in the justice system.


Hi A and how are you all today? I am Priyanka and let us do the following question. It says let U is equal to 1, 2, 3, 4, 5, 6, 7, 8, 9. These are the elements of set U. The elements of set A are 1, 2, 3, 4, B are 2, 4, 6, 8 and C are 3, 4, 5, 6. Find A complement, B complement, A union C complement, A union B complement, A complements complement and B minus C complement. Now let us first be well versed with few of the symbols that we are using.  That means A, B, C all the three sets are the subset of this universal set. If we are talking about A complement, it means all the elements which belongs to the universal set and the elements which do not belong to set A. If I am saying A union B, then that means union of set A and set B whereas A difference B. It is a symbol of this. This is a symbol of difference of sets, right? So the knowledge of all these symbols and concepts are the key idea, key ideas which are going to help us in proceeding on with the solution. So let us start with our solution. Now the universal set is given to us as the elements 1, 2, 3, 4, 5, 6, 7, 8 and 9. So first of all we need to find out A complement. A complement will be having all the elements that do not belong to A. So they are 5, 6, 7, 8 and 9 because set A consists of the elements that are 1, 2, 3 and 4. So except these elements, its complement will be containing the elements which are not in the set A. So that means our answer of the first part will be A complement is equal to elements 5, 6, 7, 8, 9 and all these elements we have taken from the universal set. So this completes the first part of the question. Let us proceed on with the second part. Now here we need to find B complement. That means elements which do not belong to set B. Set B as known to us are elements of set B are 2, 4, 6 and 8. So that means element of B complement will be all the elements present in the universal set except these elements and they will be 1, 3, 5, 7, 9 basically all the odd numbers. So this completes the answer of the second part. Proceeding on finding the third part. Now here we need to find A union C complement. Set A consists of elements that are 1, 2, 3, 4 whereas set C consists of elements 3, 4, 5, 6. Universal set is having elements from 1 to 9. So in order to find the complement of A union C first we need to find A union C ourselves. So we have 1, 2, 3, 4, union 3, 4, 5, 6 and our answer will be 1, 2, 3, 4, 5, 6. Since 3 and 4 are present in both the sets we will be writing them once only. So A union C complement will be all the elements which are not present in A union C in comparison with the universal set and they will be till 6 we are not going to write and then it is 7, 8, 9. So the answer to the third part is A union C complement is equal to 7, 8, 9 that are the elements. Proceeding on further now we need to find union B complement. The elements of set A are 1, 2, 3, 4, B are 2, 4, 6, 8 and universal set are having elements 1, 2, 3, till 9. So let us find out A union B first that will be the union of their elements and our answer will be A union B complement will be all the elements which are present in the universal set except the elements which are present in A union B and they will be 5, 7 and 9. So the answer to the fourth part is A union B complement is equal to element 5, 7, 9. Let us proceed on. Now we need to find A complement's complement. So A complement which we have found out from the above step that was elements 5, 6, 7, 8 and 9. So A complement's complement will be all the elements which are present in universal set and are not but not the elements of A complement and that will be 1, 2, 3, 4 and this becomes the answer to the fifth part. Proceeding on with the last and final part. Now here we need to find out the complement of the difference of B and C. Set B are having elements 2, 4, 6, 8. Set C are having 3, 4, 5, 6. Universal set which is known to us are having elements 1, 2, 9. So first of all we need to find the difference of set B and C and they are all the terms which are common to both which belongs to B and not belongs to C and they are 2 and 8 because 2 and 8 are the elements which belongs to B but not C. So here we have 2 and 8 so very easily we can find B the difference of set B and C complement that will be all the elements which are present in the universal set except 2 and 8 and that will be 1, 3, 4, 5, 6, 7 and 9. So this becomes the answer to the last and final part. So this means the elements which are present in B but not in C. Just remember the symbols for what the symbol stands for and you can easily proceed on with our solution. Bye for now.


Good morning guys and welcome to vlogmas day 16.  I wanted to show you guys my outfit. So I'm wearing this cute little like sweater thing going on. My friend just got here and I got a little present for the teacher so hopefully she likes it. Obviously I'm probably not gonna film her opening it because like even though she wears a mask and stuff you can't really tell her identity but still I don't want to like ask and make her feel uncomfortable. So yeah um I'm gonna try to turn in the scholarship thing today as well so we'll see but I'm gonna head in now and everything like that so at least I got a clip before like I got home. All right so as you guys know like our class is kind of crazy so my friend got this um candle teacher's last nerve. Oh look it's on fire. I think that is so cute it's a little cute candle. Smells so good. Anyway it's like a great gift. So I'm gonna see if I can tie my uh two strings with the needle driver. Alex come on now. I think I'm getting it. Clearly I don't know how to tie shoes. Wait did I what do I do wrong? Alex it's been three minutes. Oh shoot really? No. Oh I was like okay got step one down. Oh no. See did you see I dropped it? Yeah I think she almost got it. Yes I did it. Nice. Whoa okay so I'm home now and I'm feeling a bit better um still like not at my best obviously I just imported the footage for blogmas day 15 that I'm gonna edit real quick. It's gonna be short one because obviously it was a sick day so yeah not much there but I wanted to show you guys what my classmates got me for Christmas which is so nice. So first off I'm gonna start off with our teacher. She got everyone a little something and they're just these candies. I think she said they were from Italy I'm not sure but I just thought it was like super cute and sweet um and then she put some candy canes so I'm gonna unwrap it now because like I can unwrap it. I'm just going to I'll show you guys what I got and I actually oh my gosh one's like rolling away so this one oh my gosh this is so cute it's like an ornament candy how cool is that I'm gonna have to save that for when my parents get home because I think they'll get a kick out of that then we have this one I don't really know any of these so if you guys know like comment down below if you like some of these so I have these and I have this one and then I have this I think I already showed this blue one then we have a pink one here which is cute and then she said these are different flavored candy canes so yeah so that's the first thing the next item I got was this really cute keychain this is just the box that it came in but um look at how cute so one of my classmates got us like little key chains that say surgical technologists with our name on it how adorable is that like I don't know I just think that this is going to be like a good luck charm that's like always have with me which is really sweet we wanted to kind of get things for each other that are like useful for when we go to like clinicals and stuff which I think is smart just so we have more so I have this surgical cap which is really cute I love the neutrals my friend just like kind of knew what I liked because we put like all my favorite colors pink and stuff so this one is super super cute and it has like this elastic which is nice so I can like tuck my hair and everything and then she also got me this really cute badge reel with surgical instruments around it and it just says surgical technologist on it which is so cute so I already put my little badge on it because I wanted to like use it today um this is my old one that I'm obviously still going to keep but like I just wanted to use the new one that I got for Christmas and then lastly my other classmate got me my favorite candies which is Reese's and Kit Kats I love these so much so I'm going to put them also with um these candies in our little candy jar and guys you're not going to believe this I got corgi compression socks how freaking cute so thank you guys if you watch this video it was so funny um I was like importing footage to Final Cut and I was like don't look because they like both like looked and they're like what are you watching Alex and I'm like uh cheer christmas gifts because like obviously for vlogmas and everything so if they watch this video thank you guys so so much um I'm really happy that I got to meet you guys and yeah I don't know here comes spring semester like I'm nervous but I'm glad that I have y'all and I don't know I'm really happy that we have all become friends and I love the gifts like oh my gosh like look how cute because I have a surgical cap that's corgi so this will match oh my gosh I don't know I just love everything that I got it's just so me and like it's stuff that I'm actually gonna use so I'm happy okay I'm gonna end this clip I just put in laundry and I'm going to edit this video and yeah um I'm probably gonna leave the stuff out just so I can show my parents because I know they'll probably like want to see and everything all right so this is my dinner tonight since we're on our own I'm just having a salad with turkey I probably have some pretzels and some of that candy okay hair's looking crazy and I'm just coming on here to end this I know I still sound kind of funky but I literally went to sleep at 7 p.m. last night and I slept until like 8 30 this morning but I feel a lot better um just took my first dose of the day uh Thera flu and I should be good to rock and roll I'm still gonna wear a mask when I go to my hair appointment today get ready for it tomorrow's vlog guys it's gonna be good I can just feel it I'm getting bangs and everything I just washed my hair too so I'm still gonna wear a mask just to try to keep my hairstylist safe and everything but anyway that is going to be it for this vlog I hope you guys enjoyed it make sure to give it a thumbs up don't forget to subscribe and I'll see you guys in my next video bye


Hey everyone, happy Friday June 4th here with your pro members weekly video update. Hope everybody had a good short four day week and a good long Memorial Day weekend. Starting with just taking a look at the markets, I'll give you a quick update on our day trades and then we'll jump into the alerts portfolio. Starting with SPX looking at this on a year to date basis on a percentage basis. You can see the S&P is now up over 14% on the year just under all time highs so after that little bout of volatility that we saw in May things are ripping back up to new all time highs. I was suspect we blow through that next week but we'll see and so that's the S&P. The NASDAQ has not quite gotten back there but still just a hair under all time highs up over 8.5% year to date so just a few percentage points under all time highs in the NASDAQ. Obviously the NASDAQ had a little bit rougher May than the S&P 500. If you look at RUT, the Russell's still a little ways under the all time highs as well but the Russell's up over 17% year to date. So NASDAQ the weakest of the bunch, I guess we could look at Dow as well, DIA pretty similar to SPX up about 15% just under all time highs so we'll see which one of those can kind of lead the way. If we look at the VIX volatility specifically, I mean the VIX is down over 9% today just getting crushed. If we look back you know it's back down to that pre-pandemic level and so hopefully we can get a little two-sided action get some get some little spikes in the VIX here and there that always helps with getting in positions and taking positions off and two-sided action is just you know it's a lot more fun right. Bonds if we look at TLT, bonds have really been just in a pretty narrow range over the last few months so nothing it's kind of at the top of that range now big big update in bonds today and then gold, gold is taking a little dip this week but has just been on a really meteoric run, silver kind of a same same thing a little bit of a dip the last couple days here but bouncing back today and it's been on quite a run to the upside so we'll see if that continues but with that let's jump into let me give you a quick update on the day trades actually a terrible week day trading minus 34.52 on the day trades didn't post didn't stream all last week so this is kind of the first week back and unfortunately mostly the runners were the culprit mighty nineties book 956 did one pair straight for 223 but had a had a bad week on the runners part of that was the market just slapped us just the bad guys won and part of it was I mismanaged a couple trades a little bit as far as held on to some losers that went a little bit too long but still you know grand scheme of things this kind of the total still in good shape and you know going back all the way since we started tracking these back in August haven't had two losing weeks in a row so let's hope we can bounce back like we usually do that is the plan will be streaming every day next week if you get a chance to join us would love to have you in there alright let's jump into the alerts so starting with Tuesday market was closed Monday from Memorial Day so Tuesday June 1st put on an iron duck in SPY one of the reasons I did this with with SPY is just because for the similar expiration cycle in SPX they did not have five point wide strikes so I had it I would have had to do 10 point wide and that's quite a bit of capital so I just did SPY and did six contracts so if we take a look at SPY our analyze tab we've got a couple positions on here one is a vertigo let's click off that one first so this is our iron duck that we put on so you can see prices well up the beak right there so got still got a chance to get back to the dug head and this doesn't expire till 622 so got some time there as well so we'll continue to manage that while we're here I'll just show you the vertigo so this is pretty much it break even on our P&L so you don't need a decent size move up or a decent size move down to profit on this this expires next Friday so we've got some time all of next week to to see some price movement there and so hopefully that happens and then QQQ long put diagonal so we had a long put diagonal that we booked booked a profit on we had we actually started with five contracts took off three for over a hundred percent profit and then held the other two looking for a potential continuation to the downside and the QQQ's actually jumped and so we ended up just letting our short remaining short puts expire max profit and held on to our long remaining long puts and then and so this alert was the fact that they expired still booked a profit on that long put diagonal in QQ's overall SPY so this is the vertigo I just showed you that we opened entered this starting with nine days in the front week 12 in the back and then rut opened an iron duck in rut Russell was down this day the other indices were up but Russell was down so we entered a duck in rut did this one with 13 days to expiration so let's take a look at rut prices up here up in the beak so still decent chance it could get back to the duck head but if not you know this one expires 617 so we're just kind of layering into these ducks when we see opportunities specifically down movements in the market that allows us to get kind of further away on the downside for our break even and get a little bit more credit and then and then just kind of layering these in so put that one on in rut that expires 617 I showed you the one in SPY that expires 622 so just continuing to layer on these ducks as we see the opportunities present themselves Lulu did a closing trade in our pre earnings double calendar it was day of the earnings so we had to close this booked a bit over 17% profit on that one Netflix long put diagonal so this is one that we this is one that we closed our remaining put so this is one where we had we took half off booked a nice profit held the other half looking for some continued downside didn't get it and then so we held we let the short puts expire held the long puts the long put made or the stock made a nice down move yesterday on Thursday so we took off that for you know got back some of that premium so I think net net on Netflix I can't remember exactly I think it was a I think it was a small winner like a $60 winner or something like that but so we're out of our Netflix long put diagonal SPY vertigo so we had one that expired last week with one DTE so we went ahead and took that off didn't quite get enough price movement if we look at a chart of SPY we already looked at SPX but if you look at a chart of SPY specifically I mean we put that on and literally price did not move the whole time we were in that thing and so we ended up just having to close it out took a small loss on that one SPX closing trade so this is a weekly double calendar booked a nice profit on this one today we held this one to zero DTE just because of the amount of premium that was still in it and it paid off good because it pushed up and did you know the implied volatility skew didn't collapse on it which was which is perfect so we booked a nice profit on that one and then we opened up a new weekly double calendar so let's take a look at that one did this one with seven days in the front week yeah seven days in the front and ten in the back so if we take a look at that got a couple positions here alright so the one that zeroed out that's the one we just closed then we've got an iron duck and then we've got our weekly double calendar so prices moved up slightly out of center since we put this on this morning but still pretty well centered while we're here while we're here on SPX here's the iron duck that we have and this one expires on 612 you know so we've got an expiration on a duck at 612 we scrunch this together for you so you can see it a little bit better 612 so move this 612 still have a slight chance of getting back into the duckhead so we'll continue to hold this in the next week if price stays here or pushes higher we'll probably just close that out early in book big profit otherwise if we do you see some downside may have a chance to get back into the duckhead so we've got this one expires 612 got one 617 622 so again like I said just kind of layering in to these so those are all the alerts let's take a look at some of these other positions we've got a long put vertical in S&P futures that we're holding for downside prices moved at a range there so we need some downside to get back in in bonds we've got this short strangle that we've been managing we're up about five hundred and some dollars on this piece since our last roll a little bit of a move up today but implied volatility still contracting so we're getting some nice theta decay in there in Apple another one of our short positions we've got this long put vertical prices just inside the range there so looking for some downside to benefit that same thing with DE prices just inside that range there looking for some downside to benefit that one quite a few of these verticals on DIA just outside a range IWM just outside a range McDonald's all right so McDonald's is a long put diagonal and we were looking for some downside so we put this one on after that after that flush we were looking for something that was not tech related to get short and so on that bounce we got short right here looking for a potential continuation lower obviously that didn't happen this thing just kind of pushed and pushed and grinded higher and so this thing expires today on the front week so you can see technically tomorrow six five and so what we're going to do is we're just going to let those puts expire worthless book max profit on those so that's plus five sixty on on the short puts and then we'll hold on to the long puts which are at max loss and so the reason we're doing this is because there's there's really no reason to take these off they're already at almost max loss and so the only thing that can happen is if McDonald's does have a swift sharp down move you know we might be able to get some of that back that happened with us in Netflix the one I just talked about earlier that we that we got some back and so we'll just hold on to those long puts into next week they expire at the end of next week and so if we do get a sharp down move in McDonald's we could potentially benefit from that but we can't really you know we can't lose anymore so that's the plan there in video same thing this is a remaining long put that was already at max loss we already booked profits on half the position and then we booked you know max profit on our short put now we're just holding this one obviously this one expires now so we'll just go ahead and let this one expire and our Nvidia position will be done QQQ we've got a couple positions here we've got an iron duck in cues and this one expires 617 as well so again we've got ducks in spy spx cues rut so got a good diversification with symbols as well as duration this one's hanging out right here in the duck beak and we'll we'll hold this one till closer to expiration or if it rips higher and we don't have much of a chance of getting back to the duck head then we'll just close it out early otherwise you know we still got a decent chance of getting back and then the other piece in the cues is a vertical spread just outside the range so holding that for that short delta exposure I mentioned rut I mentioned spx mention spy lastly XLK another long put vertical price is just outside the range so looking for some downside to get back into range there so those are all the alerts those are all of our positions that's your update hope everybody has a good weekend got a full week of trading next week we've got a lot of capital to deploy just hoping for you know potentially a little bit of pop and volatility to kind of start layering in some more positions but we'll continue to layer in our weekly double calendars we'll continue to layer in our iron ducks and we will continue to add in some directional plays if the implied volatility stays low so look forward to next week everybody have a good weekend we'll talk to you then


It's a rise and shine, right around 720. Get a bus to the ballpark. There's two games each day. You're coached by former Yankee players. It's so much fun to just be around them. Well, we have a new guy, Justin Shackle. Thank you guys. You don't want to embarrass yourself, but you also don't want to let your teammates down. It was a humbling experience here on the Heimstiel complex. A little out of place, definitely like an imposter. But overall, when you're out here on the field, it's so cool.