Personal notice stanges my stock and trade if the job's too tough for you to handle you got a job for me George Valentine write full details Standard oil company of California on behalf of independent Chevron gas stations and standard stations throughout the west Invite you to let George do it the tears of sorrow another adventure of George Valentine Dear mr.  I'm so happy. Yes. Yes. I got tears of sorrow Yeah, I know you think I'm crazy So do I So does the Western milk and separator company. That's the outfit I work for Traveling farm supplies the district is east in California, Arizona, New Mexico But Valentine is one place on my route. I can't stay away from it's the dullest saddest poorest loneliest place on all a route 113 gas hamburgers Motel and the Malayan Place is called stillman's last chance brother it is Listen last time I was there. I bumped into the wrong cabin by mistake I never see what happens except I get a knife in my face a foot in my stomach and a fist on the jaw Next thing I know I'm waking up between my own proper sheets and nobody will say who put me to bed Nobody will explain a note I find in my pocket, which says stop asking questions or you'll have a worse accident Valentine I'm going back to that place, but I'm no hero. I need your help Have you could come meet me there Woman's last chance, huh? Last chance at what? Last chance at stillman's going broke. That's all I get it man. Notice your license plates California, huh? I got friends in Hollywood. That's all sure. I thought of going out there sometimes There's one fella. He says I'm a type. They don't get very often. He was just passing through when he seen me. I Don't know. Well, you're very attractive. Of course.  I think a girl owes it to herself no matter where she is Yes, yes, of course so do I I Guess your husband ain't much interested in these abstractions is he he's not my husband. Oh well He'd like some coffee, mister Hey, look lady if you'd like to go back and wash your hands or anything Excuse me Yeah, Mac here. I am. I told you there was My name's Lucy George.  Thanks a lot. Let's look around and find this crazy salesman Well, mr. Guthrie, I've seen what the attraction is here Lucy Yeah, I wonder you couldn't stay away from this place now now just because I'm a traveling salesman Yeah, wait, I get a little music on there so they can't hear us That's Lucy there. She's his wife. What? You mean that older man? Sure. Yeah, it's all of course That's Mac still many owns place makes no bones about it either and don't forget. He owns the girl with the wandering eyes, too It's like the movies, isn't it? Middle-aged man with a frizzle top young wife way out in the middle of nowhere You wouldn't be wanting to rescue her would you she could be talked into running away? I imagine Whatever made you start getting me wrong now look We drove a long way bus to just on the basis of some double talk in your lettuce So let's start getting you right double talk nothing Even worse when I wrote you it will sneak out the side here while the music makes them think we're still in the bar Okay, it's still money watches me like a hawk this time. Where are we going here? Outside of the path in See I figured out which cabinet was that one I stumbled into before And still man. I think it was him wrote me the note telling me to stop being nosy. All right, mr. Detective Valentine. I got beat up I could prefer charges, but we're gonna figure it out instead Yeah, turn right Now this place is broke see not a penny and those two in there they hate each other the only other person The only one who's happy it's the cook Swear they never paid him a penny wait a minute the cook had Charlie George Washington What they've been here six or eight months Malayan little guy takes an awful beating from still man They always comes back with a grin just like the old the secret of the world tears of sorrow So all that stuff wasn't just a game Of course not the Malayan and you also mentioned a knife in your face Yeah, Valentine. It was Charlie's cabin when I stumbled into here. This is it Curtains are all drawn always up Long time ago still man told me Charlie'd never let anybody near his room I should have had it two and two faster wait a minute where you're going isn't Charlie here now That's his day off some big chicken rats is down the valley. He always goes over to visit with his oriental friends curtains all drawn doors locked tighter than the drum This morning I found that if you squeeze in the space between this and the empty cabin next door Come on. Yeah, okay. We're still with you. What's those nails there? I don't know. I'm all right, George I just had some idea of why we're squeezing this book says a window in here with curtains that afraid You can see through them. What?  It must be solid silver a silver casket Well with a little cook like that ever get enough money to take plenty to buy it There's something else Doesn't it make you kind of wonder? What's inside the casket? The Milan what? Not even a mark on him Yes, there is a little bruise on his jaw But there is Brooks. He did In his own silver casket Mr. Valentine Charlie George Washington was not a young man look doctor look you've seen the coffin I've told you how the people liked it and there's that bruise so somebody hit him or maybe he pumped into a door I Treated this man once Valentine and the coffin fits in surely he must have bought it for himself The philosopher I guess You see his chest was weak his heart was worse He acted like the Lord of the world at the same time knew down while he was dying Quite a guy all right, but doctor you can't kid me that last night me straight Valentine I Think he was murdered too But my testimony won't help you much.  Stoneman because I looked for it in his shack in His clothes even followed him to see if he ever buried anything Of course, that's why I try to chase people away from him because I wanted to find it myself only I didn't So but I didn't do nothing wrong. Did I all right all right? Lucy, let me ask you don't know no more about it than I do mr. You see it's too bad now Charlie's dead. That's always an accident sure Maybe all the doughy ever had was invested in that fancy box You know I might agree with you if Charlie was still alive if they hadn't still been reason for somebody to slug him last night Gosh, I didn't even see him last night Oh, no, no, of course not Who else was staying here besides Guthrie?  Can't you she's nice looking? It uh, it wouldn't have been somebody that Right under his nose Now look mr. We've been helpful enough as an empty cabin next to Charlie's Guthrie says he saw you bringing fresh linen to it this morning, huh? And it's happened before yeah He says he counted for dirty plates once when there were only three people look at maybe I slept in that other cabin scene Okay, and I'll get excited Buster Couple of customers if you'll pardon us He'll excuse you Hello Yeah, that's all the doctors caught our friends here. Yeah cabin 14 officer. What's happened accident up the highway Almost got me pepper to here. Hello pepper. Hey, I got some people hurt out In the car in need me any more. You want some help?  Holy smoke. I can't stand the sight of them things. Oh Thanks, mr. Stillman got a piece of your fresh pie never mind coffee's too hot Maybe it's whiskey. I want a friend calm down. Well, it's my egg drug. See I run the pickup right out of here for the Poultry outfits it was an hour ago Maybe two we've been working to get them people out Tourists car coming from the east. Yeah. Yeah. Well, what was it? Who got hit? Well, I see this car behind me coming like a bat out of that Oh, hey, excuse me, mr. Stillman. Yeah, what? Well, it was up in the curbs You know these mountains Anyway, there's crazy galooters in such a hurry bowels right past me on a curb and this other cars coming from the east right head on Copies right behind the eastern car. I slam into a ditch and he skid sideways across the road. Oh brother Yeah, it's tough. It's tough. All right This this guy going so fast. He was coming from this direction and Mac before the cop gets back here is something I got to tell you Well, what do you mean? Well gosh? I'm sorry, but this guy was speeding who passes me the cop says he somebody broke up her Oh, what are you talking about? Take it easy The cop says it's both stillman a cousin of yours. What? Yeah Yeah, Mike the cop seems to think Bo must have come from here I just wanted to warn you the cop says you bet you were hiding Bo out again. Yeah, but where is Bo? What happened to he? He he's dead Mike Other people only got injured Bo's dead. Oh So There was somebody here in the empty cabin last night your cousin And now he dies by a real accident while speeding away. All right All right. All right. All right, mr. Sure Only look, I want to explain. Never mind Mike not now Besides you better look after your wife She just fainted We'll return to tonight's adventure of George Valentine in just a moment How come neighbor Brown who has a car several years older than yours drives past you with a big broad smile on his face? Well, looks like he's got that new car feeling and how did he get it? Not by using a gasoline that contains engine-sticking gum. That's for sure So it's a safe bet that neighbor Brown is using Chevron Supreme the gasoline that's super refined to get rid of engine-sticking gum this Troublemaker gum comes from the impurities that are naturally present in most raw Gasolines and Chevron Supreme is the gasoline in the West that's super refined to eliminate gum Just try it on your own car You'll get and keep that new car feeling try it tomorrow for fast starting smooth pickup, ping-free power on hills and for full mileage in the kind of driving you do Ask for super refined Chevron Supreme at independent Chevron gas stations and standard stations where they say and mean We take better care of your car And now back to tonight's adventure of George Valentine I so happy I got tears of sorrow Those were the words of Charlie George Washington the enigmatic little Malayan cook who was the only happy person at Stillman's last chance The only happy person yet in his room.  I must have Valentine I told her how it happened oh and the pepper here so I better than I did just streaking up the road He was come past me just I want to know as why I wasn't such a hurry Well, the law wasn't closing in on him or anything. That's what you mean Yeah, we didn't even know what part of the state he was in Somebody said he broke for all that's right in Tucson. Yeah, it was one of those guys. That's always in trouble Max stillman in there claims. He was surprised to see both show up here And just pulled in late last night and asked for a bed then drove off first thing this morning harboring a criminal Well, yeah, sure to be technical Oh, but max all right. He never done anything himself. I know Pepper you know these people pretty well the stillman's well I've been making egg pickups for the big ranchers over here for a couple of years out of Williams and flagstaff only well I know all I mean is maybe you know some gossip about them. Hmm. Oh, what are you driving it? Well How about Lucy stillman and max cousin bow? I make any sense Remember she fainted once you heard about her Both stillman 60 years old at the face he never shaves and a mouthful of tobacco Okay, we'll throw that one out. Mrs. Stillman. Well, she smiles at just about everybody mister. Well, that's what intrigues me That'll be the best cover-up for the fact that there really is some man beside her husband Well, the gossips haven't got it pegged yet and I'll tell you this I don't hang around enough to find out my wife sees to that Yeah, and I'm in the same boat. Wait a minute pepper. Where you going?  Did you get them? Well, just the secretary on duty, but she'll locate her boss and have him call us back. Hey, wait a minute What's all this a funeral parlor in Phoenix officer the outfit whose nameplate is on that silver coffin of Charlie's Huh? Oh, what did they say? Oh, you mean you are interested George? It was only sent to him on consignment. At least that's what the girl's record showed but she said her boss So Charlie hadn't paid for the thing yet, or if he had it was only a deposit. Oh Now there's a crime isn't there? Because how could Charlie have expected to pay for that thing or the funeral parlor expected to be paid Unless he did have some money hidden away and where is it now? Well, where was it in any time? Oh, I've heard those stories People wondering why I was so happy betting. He had some hidden away Mac looked all over for the treasure and never found sure and we've done a Little looking ourselves only in the wrong places, Brooks. He we've never been obvious enough Give me that letter the salesman wrote us to bring us here We can either wake up Angel Here we are Dear mr.  Oh, no, he didn't Not when we found the body George, you're right. There were just the marks on his ears. Yeah, where is there any used to be? Well, I'll grant you I never saw Charlie without him before There'd be a pretty good joke on people if his treasure were right in front of them and listen to this I So happy I got tears of sorrow. I got the tears of sorrow pearls maybe Tears shape pearls Bruxy, do you have any idea what a fortune a pair of matched black pearls would be worth? Holy smoke. I am. I guess you're not leaving now. Yeah, officer.  Okay, Valentine We're gonna call in this place from kitchen to towel. Okay, friend. We'll look for earrings. All right But it's the person who knocked Charlie down and took them off him that I want It's Charlie's murderer that we're going to find a lot of my line The old-fashioned snow. Oh, it happens to anybody and with all the excitement going on here Honey, you don't know how mixed up and upset you can get when you're married to a police dog like that. I Guess that isn't any worry of yours Did you see Bo Stillman when he was here last night? Gosh, no, I mean it was a complete surprise when I found he was here, but I didn't talk to him or anything Sit down. Won't you? Oh, thank you This is a nice room You didn't see your Charlie last evening. I did you not after dinner dishes and I did some bacon Mack he was asleep already. I went out for a walk. Mm-hmm Poor little Charlie Mack was rough with him sometimes, but I never was I was Hey, why'd you come in here? What do you want? Well, I told you Just to see how you were feeling. No, you didn't you thought I was up front in the lunchroom. All right Have it your own way. Well, what do you want? What do you come snooping here for? Lucy What's in the little bag behind the door there? Hey, you get out of there. You get out of there I'm sorry miss Brooks when he please don't open that that there's nothing important in there I'm sorry too Lucy. I feel right Isn't what I was looking for I Just thought what gaudy decorations a pair of pearls would make for a gaudy girl. Is that what you were gonna say? No, hi Well, anyway, they're not here Only a change of underwear flip roll of 30 40 50 dollars extra stockings When were you planning on running away? None of your business But the bell George she was Mr. Valentine. We was just having a car come on, Brooks. He never mind Mrs. Stillman a deputy sheriff's gonna stay here until we get back to make his job easy We'll take Guthrie with us George we're going for a ride with a highway patrol angel Lucy that husband of yours got away. He must have taken out of here faster than his cousin ever drove Well, here's where the wreck was mr. Valentine Don't say any dodge parked around that's what Mac drives. Yes George if Mac stopped here. He's already gone. How about it? You see any tracks officer? I Can't tell a thing they Wreck on the ambulance the picked up bull must have backed all over the shoulders here That's what Mac must be following the wreck itself and the ambulance the body of bull Yeah, if the pearls were in the wreck, I don't see how they could have got thrown clear Must still be in the wreck car someplace or in bulls pocket Halfway under mountain view, but now Valentine. Maybe I'm just a thick-headed You know, I think it's a very simple crime that's piled up like a snow ball simple with silver caskets and Malay It all boils down to this Charlie had something worth money and one or more people figured that out Well, I grant you that both stillman spent the night in the cabin next door to Charlie's. Oh I get it the winter. He could have looked in spot of the coffin got curious and gone obviously That's what Mac thinks happened. Come on. Let's get after him. I must be getting on him, sir There's pepper is a truck up ahead. Well, come on off as a step on all right Can't you get by the truck now? I can't see how I'll give pepper a touch of the sirens or let us pass it You know, I'm thinking about Lucy away. She's been acting all nervous Nellie. Oh, I doubt if she tapped Charlie on the jar self But suppose her accomplice did a boyfriend Valentine.  He can see yeah Yeah, it's a nice guy Hang on hit the brakes. It wasn't shot. He was murdered. It was both still much pepper's a nice guy, huh? He can see if there's any cars No cars coming, huh Well, it's not the kind of a murder you could plan But for a guy running a guy scared to death. Yeah, it could have messed us up pretty bad Almost as badly as both still Oh, let me do the driving officer. You want to be free to use a gun on that guy pepper Yeah, yeah, I'll get out mr. Valentine Gee I back there. I didn't see that other car coming. Oh, not much time. I was just on your legs Stop wobble. Look, I haven't done nothing. Oh, you just tapped a guy in the jaw to get some pearls for a girl Huh? I should have guessed you were Lucy's boyfriend pepper. You've been on this run for a couple of years You said pick up fresh eggs so you have to come out at night Lucy said she went for a little walk last night did some baking too. She said I remember you seem to know She had fresh pies look mr. Valentine. I'd never kill anybody as long as I live unless you got scared No, no, how that bowl of jelly in your head works Last night you got the pearls only both stillman saw you and you know it So instead of you and Lucy running away right then you wait until morning knowing bowl try to get you alone for a little shake Valentine listen you gotta find you follows you down the highway You know, he'll try to pass you so he can flag you down Well, now, maybe you didn't plan it that way, but you got the nastiest idea I ever heard of You waved him to pass on when you could see another car was coming Well, Valentine you gotta believe me you gotta what else could I do when I hit Charlie? He died when his day off was over what people would have gone in and found he'd been murdered. You're wrong pepper They wouldn't have what it never could have been proof. What's that the doctor told me that But Buster you overheard the carpet me figuring out the pearls and talking about a murderer And then when you heard the siren and saw the red light and that's right behind you the temptation was too much I think you proved your fit to hang George that service was really something and she was all right People wearing top hats the works none of these people even knew the little guy Charlie George Washington wasn't quite the usual man little lonely sick fella Wonder what he thought about. He was a pretty sharp operator He made a good deal with the funeral parlor had them send out his coffin in advance He arranged for all this. Yeah, look what it cost him his pearls his earrings He'd already signed them over to this outfit He asked me might have cashed him in earlier and enjoyed his life Maybe he just wanted to Enjoy something else the bluebird, huh the pot of gold at the end of the rain. That's what I mean. I Guess only Charlie had the answer. Yeah, keep it in the future the dream yes, darling, but You can overdo this future business, you know, huh? What is this? Well, it's just a private little joke Guthrie Drop you someplace If your car has an oil filter, don't forget that it's a real money saver for you But only if it has serviced every six to eight thousand miles Neglect the oil filter beyond that mileage and it readily becomes a liability By letting dirt, grit, and carbon circulate through precision fitted engine parts You can actually see and feel the difference by comparing a new filter element with one that's used up You'll find the new one weighs less than a pound and the old saturated one may easily weigh four or five pounds A new oil filter element by the way is not only the surest way to keep fresh oil clean longer and to protect your motor It's also the most economical So if you haven't had that where saving filter cartridge replaced in 8,000 miles, why not do it tomorrow? It's another protective car saver service You can get at independent chevron gas stations and standard stations where they say and mean We take better care of your car Tonight's adventure of George Valentine has been brought to you by standard oil company of California on behalf of Independent chevron gas stations and standard stations throughout the West Robert Bailey is starred as George Let George do it is written by David Victor and Jackson Killis and directed by Don Clark Virginia Greg appeared as Bruxy Alan Reed was heard as Guthrie Louise Arthur as Lucy Larry Dobkin as Mack Phil Boucher as the officer and Walter Burke as Pepper The music is composed and presented by Eddie Dunstetter your announcer John Heaston Listen again next week same time same station to let George do it This is the mutual Don Lee broadcasting system


Today, I am going to film myself playing soccer. It is day 15 of my self-tape every day in July. If you don't know who I am, most people don't. My name is Belkika and I'm an actress based out of California. And yeah, every day for the month of July, I am posting a different self-tape. And this week it is special skills. And one of my special skills is soccer. I played soccer in high school. I played nine seasons in four years because I played for my school's team and I also played for the city team. I actually really, really liked soccer. I was voted most inspirational player. I was captain one year.  I also had the nastiest injury because I lost one of my toenails. It was black. Somebody stepped on it and then it fell off. It grew back. No, that's horribly, you know, fast. I enjoyed playing soccer so much. So I haven't played an actual game in a long time, but I do occasionally will kick the ball around. My boyfriend and I used to play semi-regularly together just dribbling and kicking the ball around. But I can definitely beat somebody at soccer if they weren't like a soccer player or don't have a lot of experience. Anyway, I really love soccer and I actually started playing it when my grandpa passed away because he really, he was really good at soccer and he really enjoyed it. So that's why I started playing it. But yeah, that's what we're doing today. I'm going to film an intro. I chose red as the backdrop for this little clip.  So yeah, let me know if you guys are soccer fans. This soccer ball is so old, but it still works. And I don't have my cleats. I realize my cleats are at my mom's house because when I do go and play, I just wear my sneakers even though I know it would be so much more fun and efficient if I played soccer in my soccer cleats. Anyway, here is the clip of me playing soccer. Hi, my name is Belgica Rodriguez. I'm an intermediate soccer player. I played all throughout high school and my preferred position is a defense. Thank you so much for watching. Let me know if you're a soccer fan as well. And at the end of every video I feature another channel. This is today's feature. If you would like to be featured on my next video, make sure you're subscribed, like this video and leave me a comment. Tell me something about your channel.


Thank you So before we get started this afternoon this this is this time frame is what's known as the kiss of death hour Okay lunch has passed Everybody has had a nice meal. We're digesting. We're going to go to sleep No, we're not because just just like brand Brian handed out prizes and He made you earn them with a quiz. I'm asking Sherry to help me out here. She's going to pass out some chocolate It's the good stuff But yeah, just go ahead because people never remember what you say, but they do remember how you make them feel So what I'm aiming for is bloated Diabetic coma sugar rush. Yeah, so Sherry if you would thank you If you do have another allergy, I just pass it on by Because I think it says on the package somewhere, but there's there's more coming in front so we can just keep them going now Hi, I'm mark and I'm graphically challenged and I'll freely admit it if you want to I mean those of you that are designers in the audience If you want to talk about split complimentary colors and so forth. I can talk the lingo, okay But I still think burnt orange and lime green is a good color combination I don't know why but it just is but you know We've we've been talking all day and one of the things that is a common theme a recurring theme is We need to have good content. We need to have a lot of content and That content today relies not so much on text, but it relies on graphics and video Videos the language will Frank of the 21st century no fooling if you can't do video you're screwed in terms of communicating your message to your customers So how do you go about doing that when you're as graphically challenged as I am? Well, there are some tools out there that will help now. I'm going to focus on one this afternoon It's a set of tools the tools work on Web browsers and we'll get into that in a minute. They are also apps That you can run on tablets and smart phones and so forth But the tool that I'm going to focus on is Adobe spark spark dot Adobe comm is the URL and It's going to if you want to use it.  Most of the mere mortals have to pay for but as a school. It's free The thing I like about spark is it's an ecosystem you have the ability to create graphics You have the ability to create video and yeah, you can do single web pages and so forth, but you got WordPress So, you know why why would you want to talk about that? So we're going to focus on the graphics and we're going to focus on the video But the neat part is you can take the graphics you can create a reasonably simple graphic and pull it back in and Make a more complex graphic you can take that graphic then and you can take that graphic and turn it into and include it in a video and The videos yeah, how many of you know all about video creation start to finish you've done it before right and For those of you that are looking out in the audience there aren't that many hands going up So what they actually provide through this set of tools is a way to have nice Guided do this then this then this followed by this followed by what was that thing that Chris was talking about? Oh a call to action and that's all included within okay now in order to work on this Yeah, I could I can put on my professor hat and I can prattle to you for the next hour and Gosh, that'll be really exciting and that chocolate will be wasted because you'll go to sleep So instead we are going to ask for some victims I mean volunteers from the audience to come up and help me because I want to show you how easy it is to use These tools so the the caveat the requisite is nobody that comes up here has used spark before how many of you have ever heard of Adobe Spark Okay, how many of you used it? Okay, so you that have used it you might not want to come up here But if you if you're willing to help me out, I do have some prizes for you some prizes to help out For helping mark out so Alex. What do we have in the way of prizes? Well mark we have Some spark post-it notes Oh, well, that's not good enough. What else do we have? Oh, I mark we have we have whoo. What is this? What is this? It's a spark webcam cover Who and not to be out done anybody that comes up and helps me out gets a web Professionals pen not even all members have these and they have a speak secret compartment I'll let you figure out where the secret compartment is Multifunction pen. Okay, so I do need somebody to help me out here and I need a volunteer Who's going to volunteer? Oh, please what's your name? Michelle big hand for Michelle. Yeah bear with me There's my cursor Okay, so I have already logged in to spark dot Adobe comm and if you want to log in you can log in with Either your Adobe ID, which is free or you can log in with your Google ID or your Fossi book ID Okay, any one of those Fossi book Isn't that I always put the emphasis on the wrong syllable. Did I do that right? Now if you were to start creating some of these items you'll notice you have the ability to create a graphic a web page or a video and There's lots of starting points here, but I've already done the hard work Michelle Okay, I've already done the hard work for us so down here I have created and I'm just going to edit this one because I think we just need to tweak it just a bit But I've created this nice little poster that I'm going to use to promote the event that we're having this afternoon So I've already put the text on here. I think what do you think Michelle?  Oh do you okay? Cash well, maybe we could like click on the background here and now you're going to drive But is there is there any way we could add like an image for some color in the background? Yeah, like is these do you see any way you're gonna have to drive Yeah, so you go ahead and click on that Okay, and that oh that allows us to click on an image now we can upload photos. That's cool But why don't we go ahead and find photos And what what would you choose in the way of a subject to include here? Okay, so let's see what we get And it's thinking about it and it's thinking about it We are connected. It is thinking about it. I didn't find any I just try Yeah, that's fine. Whatever just pick something I Love doing these demos live. You never know what you're going to get Okay, so we get we get lots of images here now Michelle, right any image you find out on the internet you can use On your web pages and all that right you don't have to worry about anything do you You do what do you have to worry about oh you mean something that starts with a C ends with a T like copyright. Oh Yeah, except this is one of the reasons why I would use this tool if I could oh wait I do quite a bit because Adobe engineers have already gone through the process of Looking at pixabay and all the other sites that offer Creative Commons use it as you want whatever that license is you can use it for commercial purposes If you want to use as an album cover for your latest, you know, whatever that you're making available You can do it so any of these images they've already done the hard work for you. It's the creative Commons You don't even have to give attribution Yeah, so why don't you choose an image out there? Okay, so we have an image you've chosen well you you have a nice image that's out there and now gosh It's kind of hard to read the text doesn't it? Yeah, okay, let's let's just just humor me and let's grab just click on any of this text over here Just for grins and giggles Okay, so we've clicked on it and you will notice that down on the Right-hand side you see a number of choices. I don't know what happened. Is that the laser pointer here? No, come on Okay, I can't get it to work. We'll use the finger pointer, but that's okay You'll notice over here. We have choices. We can work with types and colors and all that But here's one of the neat things if you click down here where it says style you see style All right, so let's click on style and we have a thumb slider Now I know it's going to be hard on a track. You're using your finger. You should be using a thumb It's a thumb slider Michelle Yeah, go ahead and move. Yeah play along please but go ahead move that around and watch what's happening to the text as Michelle moves the text moves that thumb slider around Just keep going keep going you can spin around multiple times Keep going Keep going see how it keeps change. Is that not worth at least an ooo or an aw? Yeah, I mean Especially for those of us that are graphically challenged because one of the problems I always have one selecting this stuff is what font do I want to use what color combination? Do I want to use all you know that that cartoon animation where the the pages on the calendar flip past? That's me and font selection. You know really is you know. Oh gosh. It's been three hours Well, I've narrowed it to 600 fonts. Yeah, and that's one of the issues So when you're happy with something just go ahead and we'll just click up here gosh Maybe we want to change the color a little bit. So where it says color over on the right Notice how relatively intuitive this is oh by the way this I started with a little branding we can scroll down We don't have to do branding though Those are the web professionals official colors, but keep scrolling down and you'll see suggested colors because it's trying to pick up A little bit on the background. Yeah, so just experiment with it Okay, and then if you want you see the little crossover arrows. I wonder what those do Let's find out. Oh look at that. It reverses it Yeah, have my convincing. Oh by the way, I Asked before how many are professional graphic artists graphic background and so forth and several raised their hands Believe it or not. There are a number of practicing professional graphic artists that I know today They use this tool and use it a great deal. Why? Because of the work environment we live in today You don't have a week to develop something in Photoshop or Illustrator. You don't have a day. It's it's one of these Let's see. Well Chris is it okay to pick on you because you're way in the back and that'll teach you So basically Christopher we're needing to develop a graphic right we got to get it ready for the client Oh by the way the client meeting. Yeah, it's two eleven. It's a three o'clock this afternoon You got time to get that done. Don't you? Exactly Yeah, and so I mean a lot of times what will happen is graphic professional graphic people will use Tools they'll use this tool. They'll create a prototype Will it do everything? No, is it free? Yes. Gosh. I wonder is there any way to do a little more than what this allows? Gosh, do you think adobe sells additional tools that might actually let you? Yeah, maybe they do right okay, so there might be a reason so Michelle what what else might you want to change on this? Why don't we find out and that's the whole idea experiment with it. Oh, that was certainly a not an improvement Okay, well yeah choose one. I guess I wonder what line thickness does let's let's let's investigate again The idea is to just sit down experiment with this stuff. The reason these tools exist one of the main reasons is That has has anyone used like oh, I don't know premier pro Yeah, the first time you opened that up. What did you feel like? Personally when I opened it. It was like I was staring at the bridge of the Starship Enterprise. Oh Yeah, I don't know exit. What's a pick whip, you know, I don't yeah, okay But the idea is you can create graphics you can create video if you are relatively like grade schoolish Yeah, you can get your creative idea out there very quickly That's what the whole idea is and oh by the way you can make it very useful Yeah, gosh, you'll notice gosh.  You can rotate text and if you want to change the text just double-click on it. That's all you have to do to change it Okay. Oh wait, what if we let's see we've got text styles. Oh We can duplicate text. Let's just click off to the side here And just so we're not having the text highlight because it's very context-sensitive So we still got text will come over like and Gosh, is there any way we could like resize this stuff? Michelle I'm making this so hard. No, no D Just click off to the side. Maybe we want to resize things down on the right-hand side Down a little further. Yeah, and just go ahead and choose some of those so oh pine turist Isn't that one of those social media things? You'll remember this won't you yeah okay, or YouTubey and so forth so you'll notice the sizes are changing. Oh, what about the layout? What if we want to change the layout on something Yeah, let's see what some of those choices are and you'll have to scroll down a bit But you'll notice now we have the ability we could actually yeah just scroll on down We can do collages. We can do grids. We can do all sorts of fun things You think this is worthwhile? Yeah, see how see how incredibly difficult it was to make these changes Yeah, and then oh by the way Let's see. I am I have this on my Yeah, the the lag is just a little bit here So we'll give it just a second for the network to catch up, but Michelle. Where did you click the save button? You didn't oh that's because it's Okay, yeah, we might want to enhance it a little bit and they the network still hasn't caught up But just to prove this is actually going into the cloud. That's an earlier version of what she was working on Yeah, is that cool, which means oh by the way if you're working with this stuff wherever you're at You don't have to save anything you can start with it gosh We're doing you know, maybe we're gonna do this for real and we're gonna put together. We use that Where is where's Erica? I don't see her You there that's who I'm looking for because she made the logo and stuff for the word camp So first of all, thank you very much for doing that, but if we want to reuse the stuff We could take that logo and we could put it on all sorts of branding, right? And gosh, we could actually reuse it for multiple years With spark post It's out there all we have to do is make minor changes and we can have this fabulous poster that Michelle's working on Available in two years three years five years as many times as we want to iterate through it Cash, what else would we do to improve this Michelle? I'm gonna leave it up to you Well, so I have a team of people that might work on something so we can all have access to this at the same time and Everybody can contribute and then there's a final draft. It depends on which version you have if you have the free version It's gonna be each working on their own. Yes, okay, but I could share this with somebody else you could you could you can share it and you can save it as a Jpeg or a ping that sort of thing and Really if you think about it what we're doing is prototyping something very quickly Because a lot of times I would want to work with a graphics person But I have an idea in my head and I want to put something together very quickly Here's a way of me slamming something out me graphically challenge mark putting something out that is sort of Kind of what I had in mind now you can take it and run with it, right? Yeah, just what I was thinking and Adobe engineers have set it up so you cannot screw it up Okay, so yeah, I mean the color combinations Yeah, you would really have to work at it to find the burnt orange and lime green you really would okay so another problem I have is When I open my business, I paid a graphic designer to come up with my own you know fonts and colors And you know they gave a little code for those colors, but I don't know what to do with those Can I it actually yeah you can detect colors and so forth and you can see what the fonts are if you click on one of the Texts again just just for grins and giggles. It's very context sensitive We'll use that as an example and you'll notice right over here. It tells you the font is oh my gosh Bob us newy Yeah, I knew that right off the bat sure, but click on that drop-down arrow next to Bob us and You see all the different fonts that are available and these yes You can add your own fonts in but you have a starting point of fonts a starting point and you can choose from them To adjust accordingly, but it's a limited set and that's one of the nice things too You don't have to wait for days to go through it You can actually change color. You can do effects. Yeah, there's all sorts of fun things we can do But just basically just trying to give you an idea of what the possibilities are you think this is something you might use? Did I mention it's free? Yeah, and oh by the way if you want to actually share it with some Is there any way we could like I don't know share or download or anything? Oh word says share Yeah, so if you were to click on share just go we won't do it for real But just click on it and this allows you says well I want to share it on Twitter or Fassey book or one of these other ones I can share it as a choose a link just for grins and giggles and And Now we have oh That's that goofy. Yeah. Yeah Yeah, so we have some options to publish or we could copy it We could make it available once you click on the little x up there The point is we can make it available that way or we can click on download and Download it directly to our hard drive and because it's browser base is going to prompt you for where I just click cancel out of that You don't we don't really need to save it at this point, but you get the idea This seem useful Y'all think this might be a useful tool that you want to investigate Okay spark.adobe.com. All right, so first of all Michelle. Thank you very much You get that and that and Yes, where do you think the where do you think the secret compartment is? Big hand for Michelle Here's the cursor now That's how you work with graphics and you can make changes on one thing we didn't touch on but we will is If I'm in here working with a graphic and I come over here to Layout and there's a number of different layouts that I might want to apply it gives me suggested ones Nowhere in here and I guarantee nowhere where you see a layout that has three rows and Two or three columns right here. I want to do a collage that doesn't exist. Is there any way I could create one of those? Why yes, there is mark how might I do that? If I don't see something that's exactly what I want. Oh come on There's a webcam cover for somebody that gives me the right answer. You got it.  You can get it.  Is there any way to create a video? I didn't do this one from scratch Oh, no by the way if you have like an iPad etc. There is a spark post app There's a spark video app and so forth if you're using a browser You just go to spark dot Adobe comm but I'm going to go ahead and click on video just for grins and giggles and Tell your story. I'm going to skip past that Now I'm going to need somebody to help me out again. Remember what we're looking for.  You do not all right, then you are the perfect victim. I mean volunteer Okay, so first thing we're going to do is we're going to create something we're going to do the We're going to follow through because I want to show you how you can do it step by step And then we're going to build it from scratch But you'll notice we could if we wanted to promote an idea tell what happened Hero's journey and oh by the way if you look down there And gosh if only we could like scroll across and see you know different, so I don't know maybe one How about invitation we want to invite people to something so who picked me picked me did you okay, and now? Yeah, we'll wait patiently Okay, this is one of the neat features don't worry about clicking anything right now but dawn if you were working on your own somewhere and you forgot all of this painful experience that you're going through right now and Gosh I know what mark said, but I don't know how to do it Well, you know what every step of the way you're guided by little videos you can either listen to those videos or in our case We can just say okay I'm ready because mark's going to walk you through what you need to go through on this now You'll notice on this particular example We have about the organizer event why it's exciting and it keeps going across But we'll just leave it so you've got something that walks you through step by step This is the order you need to put things together and lots of teachers those that teach video production and so forth have been involved In making these different narratives available Let's see gosh before we go any further in the upper right corner We see we have layouts and we have themes Huh, why don't we try themes because I don't know about you, but I can't say I'm overly excited about black and white And yeah, those are the WordPress colors, but if you scroll down I'm sorry. Yeah word web professionals colors keep scrolling down. There should be some beyond that some brand themes Oh, I turned branding on I'm sorry So you only get those but again you get the idea and there's other themes available Just pick pick like medium or dark. Yeah, and you notice how things changed right away So you can provide some basic information. How might you add something to this particular video? Gorgeous. Oh, look at that. There's a plus. Oh, isn't that amazing? Yeah, you figure that out, didn't you? Harassment is where you see why I give prizes otherwise people have beat me So we have the ability we can put in video we can put in text we can put in photos we can put in icons Icons who knows what icons are? Why don't we find choose icon icons come from the noun project I don't know if you're familiar with the noun project, but go ahead and type in some kind of icon something that you're after here and All of these by the way can be used the copyrights have already been taken care of for you Go ahead and just choose something If I in choice now, let's go back over to theme Change theme just pick a different theme. Oh look at that the icon changed At least a woot as you change themes all sorts of things change. Oh by the way, let's go over to lay out now instead of themes and Why don't we do a split screen because maybe we want to have the football and we want to have something else So we could have a texture an icon. See how it gives us a choice We can switch things back and forth So maybe put some text in there or something like that and if you want you can switch them around either side You could go ahead and yep see move things around Pretty straightforward isn't it go ahead put some text in now if you're a student former students Etc.  Yeah type away Yeah Yeah, so you've got you've got something you can add other things in all right and We could if we wanted to we could go on to describe the event why it's exciting and so forth and so on one thing We haven't touched on yet Is gosh, I want to actually include some of my narration Is it any way we could like record what we're what we're oh? Yeah, but actually humor me for a second go ahead and hold it that click once on it because we're gonna have to allow the microphone so yeah, just Hold it now. There you go press and hold Okay, and so I guess I've already allowed the microphone so we're gonna go ahead and include some things yeah Just keep holding it down because I'm gonna talk and I'm a professor I'm paid to ramble so we're gonna talk and talk and talk just because I like to talk I mean that's that's okay, isn't it and Just gonna keep talking here eventually notice it says keep it short now and I'm still prattling on going on my merry way Yes, we've got 700 PowerPoint slides. Oh look. There's a countdown. See it actually makes me shut up after a while Okay, and now we can say okay got it now What if you want to record something and you want to record over what I just all that foolishness go for it Why don't you record something? Why yes, don't you remember remember you're doing it you're doing it for post-it notes Welcome everybody to join us for a football party this Sunday 4 p.m. Sharp. Don't be late. Okay. Now play it back How do you play it back? Apparently the audio is not being picked up with each DMI. She's she's talking she really is Yeah, it is what it is Is the volume muted that volumes up try play again, is it? Everybody to join us for a football party this Sunday 4 p.m. Sharp. Don't be late Okay, I don't know if y'all could hear that but oh wait there was music going in the background wasn't there Cash, huh? I didn't particularly like that. Is there any way we could like work with the music Maybe the button that says music. Yeah And gosh, there's a number of different choices. Oh by the way Don It's okay to use any music that you want to upload right. Oh Really? Oh, yeah. Yeah, see Adobe engineers have taken care of this for you, too This is our all taken care of again. You can use it for anything you want You don't have to pay royalties on the stuff that's here So my two cents even though it says add my music. I'd forget that that button even exists That's just my two cents on it. Okay, so yeah, gosh. I wonder what some of these others sound like is there is there any that just Yeah, why don't we cash is there any way we could like play it? And you know, we're right at the two o'clock hour dawn. We're going to get very sleepy It's kind of a lullaby. It wasn't Yeah, let's get some rousing party music We're failing miserably done Now, you know why I I'm asking oh, yeah ukulele straw whistle away Who knows and we continue on with yet another choice. Hey, how much did you pay for this? Yeah, there you go. Okay, so there are other music choices and yes You can adjust accordingly, but you get the idea right you can experiment with it Okay Pardon Yeah, what's leapfrog? Oh by the way, if you want you can also control the the loudness of the music If it's not painful enough you can make it louder. I don't know We're getting a little yeah, I think we're starting to move in the right direction here Anyhow, you get the idea Yeah, okay So if you want to use that one you can just yeah Just click on it all is good And now go back and hit the play button over here again So you got the different music in the background now Yeah, pretty cool, huh? Okay, so it walks you through kind of guided step by step you can change the layout and all that You can share it you can preview it if you want so if you want to see what the whole thing looks like you can do that The whole thing behind this is it's set up for small chunks Because most people today have the attention that God gave gnats, right? At best, you know keep it under four minutes three minutes two minutes number one Depending on what you're going to do with it on your WordPress site. You may be in a situation where you You want to just grab someone's attention you can do that With a short video relatively short video and then you can move on to other things now There are a couple of issues right now. There is no captioning available That to me is an issue because I'm real big on accessibility and so forth So that's something you'd have to do independently But still you've got a starting point So if you wanted to and yes, I could bring it up as well But just trust me on the spark video app on the tablet. It is updated with the new material here as well Whatever changes have been made have already been burned into the cloud and we could go away and come back next year And the stuff would still be there if I wanted to download any way I could like download this Oh, yes, and then if we click on that we get an MP4 Isn't that cool Anybody think they're going to use this quick show of hands. How many people think this is worth worth learning and using? Yeah and oh by the way if we yeah, we're previewing it and yeah, that's fine cancel out of that and Okay, let's see Let's go back. Let's go to a new slide like why it's exciting that sort of thing and Gosh notice some of the choices that I have here. I can include a video. Oh That video could be a video I created with spark video so I could download it and then bring it back in so I could get another video if I wanted to Actually, let's let's bring in I think I got a video on the desktop So yeah, just click on video for a second and go to the desktop which would be right there and Oh gosh Well, maybe I don't have it anymore. Oh try a desktop other go ahead and select that one So this is actually a video that someone brought Provided because you know you're you're working to earn one of these pens and this is actually we do a lot of work With the LMI school for the deaf and so we provided pens to all the students and gave them a pen challenge Okay, and oh by the way, you'll notice there are thumb sliders here. You see the zero and so forth That's gosh. This is a minute 40 and that's only showing so we're three seconds out of a minute 40 Is there is there any way we could get more of the video in oh look at that? Yeah, oh But wait you can only go to yeah, okay got it So if we wanted to share more than that we could do another slide Which started at 31 seconds or 30 seconds over to the next Increment we could stack them one after the next and it's pretty seamless go ahead and click on save just for germs and giggles And it's saving the clip Part of this is network dependent and obviously you have to have an internet connection if you don't have an internet connection You are screwed That's just a technical term But now if you wanted to play it back you could actually click play right here and see the video Yeah, is that cool? Okay, so we can go ahead and pause on that if you want and If we wanted to let's just grab maybe this event one here just just yeah So we've got something and now if we wanted to let's click on photo So we could conclude a photo we could either search online same issues as before Or we could take one of those photos we put together and spark photo and pull it in here So we could download it bring it back up and yeah if you're looking for football Maybe you can find all food Football and food yes, and you can scroll up and down and see what else you find out there But again, you've got all these things taken care of for you. Oh Just here yeah If you I'm sorry if you just you move your cursor over and then just two fingers scroll that'll work too Yeah, actually scroll all the way to the bottom No, I said all the way to the bottom No, really all the way to the bottom Oh, yeah, it's an infinite scroll. Yes, I'm playing with you harassment should be graded Yeah, it's pretty much because you choose a category like food because you chose that it's just infinite scroll It just keeps going on and on because there's so many food choices out there So yeah, if you just pick one just for grins and giggles You see it brings it in and then you could manipulate do whatever you want or You know you could change the theme if you want what if I wanted to put some text and stuff on this image Well, there's no easy way But you know what? Gosh, there's another tool. Yeah, we were using it earlier post and that allowed us to do all sorts of things So yeah, we can put text in here Just go ahead and put something in in the way of text if you want Excellent, and I will where is this at now? What if I wanted to change the font to the bring your appetite That's not going to be easy to do. That's one of those I'm picking on you Because if you wanted to change the font what you have to do is go back over to post and Make the changes on the graphic and then you'd pull the graphic in and use the graphic Okay, let's see we have Okay, we've touched on most of the highlights here we can download it we can do all sorts of things with it Why don't we give Dawn a big hint she's helped out Put up put up with a lot of harassment from me, so here you go very own post-it notes and Webcam cover Spark brand your very own pen with a secret compartment. Thank you very much Don now Limited time and I do want to open this up for questions and we're going to discuss things but just kind of FYI There is a third option out here and sometimes WordPress is not the best solution, especially if you just want to do something quick and dirty Okay, if only there was a way to create a web page Well, yes, there is and the web page allows you to do all sorts of fun things We've got title In the same way this this editor is actually not that different from the editor in Gutenberg that you're about to experience One of these days anybody know when it's coming out Do we know when? What? No, I know that but when it was supposed to be April to August of 2018 Oh So if we wanted to add things in maybe I wanted to do a short like page dealing with all sorts of humor and all that This might be a way of doing that We can put in photos text. We can do photo grids like a collage a glide show Where one image scrolls past one at a time we can do split layouts and all the rest of that You all know how to make web pages. There is one difference between these three tools with post I'm able to create graphics and download them locally with Video I'm able to create videos and download them locally with page I'm able to store the page on the adobe web servers I can't download it locally and that's sort of an issue But again if you need to knock off, you know just one quick easy whatever that's a way of dealing with it So those are the the three different capabilities What questions do we have?  We got one. Let's reel them in now That's an issue. Okay, but again, it's limited But if you think in terms of the overall audience, I mean five-year-olds are using this stuff to put videos together and Communicate think about it, you know, you're back in grade school and you have to do the dreaded book report Yeah, but oh my I can actually use the some of these tools to make a very impressive book report I can have video. There's there's one example I won't show you in the interest of time, but there was a student seventh grade student teacher was explaining the scientific method cheeky little whatever students said Teacher you're not doing it right. I can do better teacher said okay do better Student did did it in spark video handed it in and she's been using it to this day as far as I know They really did better. Yeah So long-winded answer to a short question, but does that help a bit? Other questions, I know we yeah No When you when you export anything from post it's going to come in as a ping jpeg that sort of thing and so Obviously jpegs have lossy issues But keep in mind some of these images you can make like poster size and then you can manipulate it So as long as you don't make a copy of a copy of a copy of a copy of a copy you should be okay Just sucking it into Photoshop and then taking it from there, but no you can't directly save it as a PSD Yeah, they'd have to do the work to recreate it if they're going but again, it's the idea You know, I'm in the marketing department. I don't don't know a bit about Graphic graphic design and so forth, but rather than just you know sketch something down on a piece of paper and hand it off To someone here's an idea Make it pretty make it make it pop, you know There should be graphic designers coming to me with knives at this point. Have you ever heard that make it pop and hackles go up? Yeah, yeah, I'm playing with you. I am Yeah If you're doing the video it depends on the theme and because I foolishly chose the branding option I have a limited number of themes available, but if I were here Let me let me do a new one and try to pay attention so that I do a lot of traveling so I set it up so the cursor if it goes to certain places on the screen it immediately locks the screen so let's do a new video and And oh Anyhow, there's there's the ability to manage a brand and you get you get a number of additional themes within there We've we've because we're into marketing we tend to reduce the number of choices that people have go figure and You know make sure certain color schemes or so forth blues one of our colors Yeah, oh totally unrelated, but do you know blue is the only safe color you can use on the web? Did you know that worldwide? Who knew that?


So there we have Jacob who's gonna talk about the agile governance data governance a very important topic So thanks again Jacob for taking the time. I know it's a bit of an emergency right now But we appreciate you coming in and presenting this So if you would like to share your some thumbs up, so there are real people in the room All right, so Jacob if you want to share your presentation, please sure I'll get that started I'm also joined here by set them. I don't know if he's sort of connected But but set them has data engineering at Grofer's. I was the CTO there. I had a product engineering. I just left in July and so now I'm independently coaching different organizations And unlicensed corporate psychologist. I like to call myself So this is a talk that set them and I did a year ago And we sort of we're getting ready to do in March We're really excited about and then all this happened and of course like a lot of things is gone stale But I'm going to go back in time So all of this is where I was and what we were doing in March of last year And I hopefully it's still interesting and relevant to all of you So to get started with Can I get a up an up or a heart or whatever a thumbs up you guys do if you're in a committed relationship You're married or you live with somebody or you're sort of have a partner some sort I'm Interesting thing that people Sorry, let me close all those stuff too That people like when you're when you're a married couple you find about a lot of things I was also married at one point one of the things that I often found we fight about is where to get where to get dinner What to eat they would else have that experience of trying to decide what to eat You can up thumb me so we can keep this this thing going yet So I look fairly I looked this up and there's actually a cystic on it The average American couple spends five and a half twenty four hour days a year deciding what to eat It's kind of insane you think about it But it's not always such a simple question and a lot of people have different preferences So if I was to effort and ask these 28 or whatever people we have in the audience right now What your favorite food was I'd probably get 28 different answers and if I was in front of you I would actually ask you this question But when I try to figure out what all we should go out to dinner if we were all going out to dinner It would be pretty difficult to answer that question it would depend sort of who I liked the most in the audience and If you take that and you extend it even further and sort of look at you know what it looks like to Decide for an entire demographic for entire city for entire customer base. It becomes even more challenging and this sort of leads me to the central point of Where where organizations go to be dysfunctional which is that the more people you need to agree with the harder It is to agree.  You can't You can't talk to your customers. You don't really know what they want.   Do you think customer? What's interesting about this customer is he's a really good customer. He's a very loyal He's a very high frequency. He's a very high margin customer. And so it's not always obvious What someone is saying is not always correlated to how they behave And and it becomes very difficult to sort of use these maxims that we use as agile coaches Like why don't you talk to more customers do a story about blah blah blah? If you don't really know who you're talking about and why if and what their behavior actually is and a scale be to be to be B2C setup this becomes a big challenge So I'm going to talk to you a little bit about how those how those decisions get made in a scale B2C organization And one of the things which what makes this really important for grofer's is that grofer's serves a demographic of about 300 million people in India Grofer's at the time was the largest online supermarket in India And that's a giant swath of people of all income levels ethnicities religions Sort of educational backgrounds languages And so figuring out who to build for is a big challenge One of the signals that we use Because we can't talk to all of our customers is NPS I know NPS is somewhat maligned and a lot of people think it's useless and in cases It is but I do find it's a good canary in the coal mine These are the actual NPS course for grofer's about a year and a half ago And I know these aren't like you know Google and Apple numbers, but we deliver potato chips off the back of a motorcycle. So, you know What's interesting though is also how this breaks down and how you segment it this is the data for People who make a household income of under fifty thousand rupees or seven hundred dollars per month and over seven hundred thousand dollars Seven hundred dollars a month and you can sort of see some of the spreads and I'll highlight a few Product quality We have a 21 versus a two So lower income people find it 21 is their NPS score and for higher income into two customer support six minus seventeen Delivery timelines 14 minus 15. That's a 30 point spread. That's a completely different orientation to our product and I think what you can see from this is that there's basically two businesses happening here One is going pretty well and one is a complete shit show and that wouldn't really be a problem Except for the fact that our customer base is roughly split in half So this is the actual Demographics from like from the NPS survey itself and how people identify themselves And so it means that in an organization whenever you do any analysis on customer behavior on average Everything is going to average out You you won't be able to discover the benefit because it'll come out in the wash I need a new product feature you do for the some people it'll go really well for others It will actually degrade the service and so you do your analysis It looks like nothing changed and that's a problem and it's not just rich and poor When we looked at offers and discounts for instance young versus old we had a two and a 13 When you look at customer support an angry, you know an angry man who's frustrated on the phone is a minus seven This is an actual customer and he's he's actually a very sweet guy. He was really he's really nice I hate to use this picture and talk about an angry man But if you talk about a woman who doesn't have to go out and do the shopping there's most women in India Have to do it's a three. She's happy just to talk to somebody get it done.  We have strikes. We have two highways trying to, you know Connect an entire metropolis. It's a negative 34 for delivery timelines in Calcutta Which is a more simple city to get around in and has fewer options. It's 25 The 60 point spread for the same product basically the same demographic And what happens here is not just that you don't know what customer to build for And I'm sure a lot of you can relate to this. It also causes internal dysfunction So if we talk about the teams within grovers, everybody has a different idea of what the problem is So it's sort of the five blind men in the elephant The people who are in the Calcutta team will say that everything is great with with last mile We need to create more regional products. It's a category problem people in Mumbai I will say it's all about last mile. We need to prioritize last mile We need to build a new module for rescheduling because of rain, you know things like that and As a as a tech organization who drives a lot of the improvement in the business We were always conflicted around what we should be investing in from a product standpoint and This becomes a big problem because we also learned the hard way as a company that you cannot serve all masters and I'm gonna show this is a an ad here This is a girl first first big TV ad and I hope this will play There You don't always get what you want, which is why we get what you need All right, is that pretty good thumbs up if you like the video Yeah, I'm just asking for thumbs up. I need validation, please and So, you know who else who else like that video Was our investors so grover's raised about a hundred and sixty million in the first nine months of its existence and Immediately, you know sort of was all over TV was growing like crazy But really it was only a 12 million dollar business and it pretty much went flat revenue-wise And became sort of the laughing stock of the startup community Growers have to lay off a lot of people. They closed a whole bunch of different cities This is just slightly before I joined and Because we basically what we discovered was that there really wasn't much of a market who wanted those things that we were selling in that case And so we And I'm gonna show you sort of what happened after that So what happened after that was we decided to pivot and there was a pivot towards a inventory led model Where grover's sort of ran it's instead of doing hyper local and delivering from anywhere to anywhere We ran our own warehouses. I'm sorry This is Not behaving and so this is kind of the ad that we're running with now and how we how we sort of think about the business now 250 gram Oh peace killer Chupel way Right and so it's a very it's not not as entertaining for sure as a message But let me pull this back up But it was far more effective So we went from a demographic which looked like this demographic which looks more like this we went from You know a lot of good ideas the things that people liked like fruit and veg or express service or gourmet products Into a great idea, which is basically taking Away from the solving the convenience problem mostly for men To solving a savings problem mostly for women who controlled the household budgets and tried to make sure every rupee went as far as it could And you can see the results in terms of our low customer account in terms of our our revenue in terms of our growth in our scale And to give you a sense of that scale really quickly You know two million customers in a month 21 cities. It's actually quite a bit larger than this now One of the fun metrics we came up with is it's called nips. So a nips is neither this nor this but Nips refers to noodle inches per second. So at gruffers clocks about 1700 nips, which is we sell enough instant noodles in one day that if it was one noodle it would extend from Delhi to Mumbai and back. I Think that's pretty fun. So When you're growing this fast everything's breaking. So how do you keep things? How do you figure out, you know, what you should be building for and how you should be Prioritizing your customers because what we don't want to do is go back to the old days of trying to serve everybody and serving nobody So we took a very hard right towards savings and we want to figure out, you know What is the part that we should be looking at what really works? And one of the ways we did this is with a framework called the reforge framework Which I won't go into a ton of detail on but I encourage you to look it up And essentially what it looks at is What early experiences correlate to long-term retention? So if you look at a retention graph which shows month-on-month how many users are left using the platform We see that it flattens out, you know, somewhere over here and this is gruffers sort of actual retention curve Most organizations have a retention curve, which looks something like this There's a huge drop at the beginning and then it sort of Peters and then it flattens And so we call long-term retention around month six The problem with looking at retention is that you never really know what causes retention until much much much later And you that's not any way to run an agile business And so we really need to know what's going to what are early signs of retention in the business And without that we can do a lot of things which pump up our revenue in the short term But don't necessarily lead to long-term benefit And the way we do that is I'm gonna just sort of I'm actually looking at the wrong one here I think we want to be looking at this one I'm sorry. I'm not as well prepared as I should be we Had a bit of a family emergency last night and things got a little delayed There that Here's what I was looking for And so we we we established a few different moments and just very briefly There's habit formation Which is the the point at which somebody has used the service enough times that we consider that they're very highly likely to retain We back correlate that so we say people who make three orders in three months have a You know a point seven five whatever correlation ratio to the long-term retention group So we try to get users to three orders in three months And then we back correlate that to an a-ha experience which is basically in the first order in the first month What are some of the experiences which are highly correlated to establishing a habit and then we focus on those and focus on the Users who need those experiences to occur and that's how we sort of back calculate retention This is Technical I will you can look at the slide. You can take a picture of it I'm not going to explain it in detail odds ratio is essentially a number which shows the strength of the signal So how strongly correlated for instance is an on-time order with habit formation if it's greater than one It's a strong signal if it's much greater than it's someone raised their hand. Is that do they want to say something? No full screen the slides sorry Yes, I will go as full screen as I can Given that I also want to show the I also want to see the chat room and now that I can see the chat room Please please feel free to do that. Let's let's do that much better. Sorry about that. Okay So this is our our our habit formation sort of correlation And so we look at that we sort of a stat we looked at different first-order experiences One of the things that we often hear a lot about is that in the grocery business you you should sell General merchandise products you should sell You know like things like you know Knives and potato peelers you should sell potato chips You should sell pasta sauces package goods the dish of dishwashing detergent all of these things the high-margin products Staples rice lentils wheat, etc. Those are very low margins sometimes negative margin products So we have a lot of push internally that way We should hope we should love we should always be trying to upsell our customers into buying these more expensive things higher margin things But the fact is that customers who don't buy any staples on their first order have a point five to odds ratio So they are negatively correlated with our retention group customers who buy staples much higher core much higher correlation So it's actually interesting to us that in our first order. We want to make sure someone buys staples They only buy general merchandise. They're odds of retaining with us are very low It's a bit counter-intuitive another one that happens all the time is Like Grofer sells a lot of its own brands our own brands that we own You know sort of like a Aldi's or a Trader Joe's in the US And one of the things which is often in conflict is the marketing team wants to push national brands No one wants to run a big campaign on Grofer's catch-up But on Kasan catch-up we say Kasan catch-up two for one you run a big campaign You get a lot of people coming in you'll get more sales that way And so there's always this debate around how much we prioritize our own products versus the national brand ones National brand ones do drive more customers But what's but when you do there when you do actually analyze the data and you figure it out You find that people who buy Grofer's brand products in their first cart are positively correlated with retention Those who don't buy Grofer's brand products have zero are negatively correlated with retention So any customer comes in for that Kasan catch-up deal and doesn't pick up any Grofer's brand products is better than even chance of turning on us and this is a really big revelation because It was very is a very hard pill to swallow because obviously we want to get revenue We want to sell we want to do promotions that work for customers But they aren't the right kind of customers for us and this analysis allowed us to see that We also use this analysis to look at For instance like product development. So these products flour tea salt have positive correlations with retention Whereas these are Grofer's brand products by the way ones we develop on the other hand These products had a lower correlation with retention a part of that could be a selection bias in the case of the toilet cleaner I think it's actually the quality of the product But you know looking at those scores we can sort of back count and figure out alright Is this something that we should be investing in product development? Couple other really interesting ones we did savings So this was quite fascinating if we look at others this charts a little hard to read But this is Grofer's whole thing is about savings. We're cheaper than the competition This actually looks at the price Comparison difference to big basket. So if the price is the same as big basket We have a point seven one correlation to retention if it's zero two percent We have a one point oh nine correlation slightly positive with two to four. It's very positive But then it totally flattens out. It doesn't really matter So cheap is only relevant up to a point and past a point. It actually doesn't help with our retention at all I mean this was this insight, you know, we save us a lot of money eventually Because we were discounting things assuming that the more we discount the better our customer retention is going to be but it's just not true Now what's interesting about this is this is for orders, which are 500 to a thousand rupees If we look at orders, which are sub 500 rupees very small orders. We see it's actually a negative correlation So once we get past four percent savings it actually dips and when we get to ten percent savings or more It's a one point one five. It goes way down and the The reason for this if anyone wants to guess you're welcome to hit the chat room so I can I can see you All right, you've been site solutions welcome to you, too So the reason this occurs is that when you run a huge promotion, which is just for Which is just which is just about one product the super savers people who are really really looking for deals all the time They'll come in they will buy that one product Then they will leave again And so we found a selection bias where we would run these campaigns for some fantastic deal And we get all this traffic and everyone page on the back and say job. Well done But when you look at the data those customers never stay with the platform And so that's what sort of occurs in these small orders with massive savings other things we learned which Weren't that important so Big basket came out with one day delivery guaranteed and everyone bananas they spent all this money advertising it turns out one day Or two day. It's got exactly the same retention Coefficient doesn't matter when you get a three days it starts to drop so customers actually don't really care by and large There's a set of customers who do but by and large our customers didn't seem to care It had no correlation to retention whatsoever So these are a few of the examples of things we found out They allowed us to reprioritize differently. They allowed us to think about our customers differently They allowed us as an organization to stop having some internal debates and start focusing on the problems we wanted to solve I think it's I think it's pretty cool work. It took a very long time. It's a six month project with You know Satyam who is heading data engineering as well as a couple data scientists couple product managers some user researchers Spending all this time, you know going through all this and one of the main reasons that this took so long That to get to this place was that we had really really poor data governance And we have really bad data. So it was hard to read the events we were recording didn't really make sense There was a lot of errors in the translation between sources to analytics tables We really didn't have the right data to start with and so the cleanup effort kind of prevented all this from happening And I want to just take a moment to not really focus just on That's obvious. I think everyone knows that you have to have good data to analyze it but I think the consequence for an agile coach or someone is looking to work with modern scaled organizations that at scale opinions aren't enough and What ends up happening is in less unless the data is clean and unless it's accessible by multiple people Then you will end up Centralizing decision-making whether you want to or not you can decentralize the org all you want You can create cross-functional teams which have autonomy, but if you and you can let them decide their own goals But if you want them to set intelligent goals, which actually makes sense and you want them to measure them intelligently Then they're going to use data to do that and I learned that Despite Organizational changes structural changes changes the way we work We weren't really able to give autonomy to the team unless we're able to give them the kind of analysis of the exposure to data so they can do their own analysis and Where they can make those decisions and find things out And I I have I think we're at like 1130 Satyam is here. I don't want to Like I want to leave time if there's questions, please start rolling them in Satyam did a lot of the technical work in terms of how a technical and organizational work to clean up a lot of our data stores I don't know if it's interesting you guys Maybe you could write in the chat we can go through these slides if you want. This is a lot of the Actual nitty-gritty of how we clean things up If you'd like to see that, please let me know in the chat if you'd like to just ask questions And we can and set them can just answer them or I can answer them. I'm also happy to do that You make it more interactive. So Any any takers? Okay, so like we'll go straight to two questions. I guess unless someone so how is different It's up them. Are you are you on the the Call also, can I hear you? Yeah, I'm there Yeah, all right, cool There's a couple questions here. Let's start with the first one which I'll do and you can take the next one So introduce orange cash around 2018, how is it helping is another significant factor for retention. It's a good question Orange cash was a promotion which was essentially a It's a basically subscription service hidden in a cashback You spend 2,000 bucks during a sale you get 2,000 bucks to spend for free But you can only spend it so much per month and it has a decay on it So you kind of have to keep spending with groper's it definitely influenced retention I Can't speak to the economics of it because I think that's confidential But it definitely increased customer retention among those who had orange cash during the time Yeah The station asking how is data governance different from master data management something do you want to take that? so I Would say that these are very similar things in the sense that at the end of the day Master data management is more about creating centralized data repositories Which can be easily accessed and and you can say that you know some of the portions that we did work upon is Around master data management whereas data governance also talks about not just from how How you are managing data, but how you give accesses to the different people so In a way. Yes, what we did was also, you know getting better at You know getting better at master data management so that people can access the right data at the right place I am not sure if I if I answered your question or not Jacob. Do you think? Yeah, no, I think that's I think what I would say the difference is is that master data management in terms of like schema control and And the definition is extremely important right and that's a fluid ongoing process It's not you don't design your schema once so here it is and here's your data mark now That's that we've modeled the organization is going to stay that way I think data governance is sort of all the things you do to make sure that you are agile enough to adapt To the new and out the new analytical needs that you have You know an operational needs as the business changes and grows But that it doesn't have to flow through one central entity that you give people tools to do that in a decentralized way Besides to clean the data what are the steps that you advise to create data governance in an regulated organization? interesting Yeah, that's a good question Yeah, I'm thinking about Again The idea is that you don't want to stop the access to the data, right? But you also want to ensure that it doesn't get misused so In a in an agile organization. It's more about being flexible in a sense that you understand that this team Requires this kind of data to get their project executed to get this goal To achieve their goal, right? So that kind of understanding and the flexibility in the data team helps different teams achieve their goal, right? While data governance would help you identify. What is the PI data non PI data? It will help you set up all those processes around data, but that flexibility Definitely helps you in achieving those goals for the different teams. So that is what that comes comes to my mind One example, so we talked about like control automation and speed But one of the ways of doing distributed control that's at them and his team worked up was they used a schema repository and Basically, it would do it to get repository where people would they can send pull requests up Etc for different kind of schema changes that they wanted to make so a team could sort of have a process by which they're making Changes and working locally with those changes But not but but not really changing the master the master data sort of interface for everybody else so basically having a difference between gold standard and and sort of prototype Events and event management. I think it's really important So you need to give people playground to work in and it can't pollute the main data source and has to sort of abide by PI I Sort of come security regulations, etc But giving that staging area or people can sort of have a middle ground and that's a complicated technical problem to solve We use segment for a lot of it. So they're a pretty awesome vendor. They got acquired a couple days ago So some of our friends are super rich right now to find out how they're doing what islands they're buying but but yeah Like Jacob said, right? So the idea was that at times in an organization a data team becomes a bottleneck and Everyone is kind of dependent on them for anything to happen with this like this kind of set up that Jacob is showing like this is a positive of the schema registry The idea is that anyone in the team they want to make a certain change They make a PR get it approved one from their team one from our team now It's a shared responsibility. You get it merged and all of the data ops around it, right? Whether the schema it's we have a lot of automation around it to ensure that first of all people are following basic practices They are following the right naming convention They're doing all of that and they don't become a blocker on us, right? So it's a very open repository where anyone can contribute it gets approved and a lot of automation once it gets merged Happens automatically. So that whole process gets moving out You take care of PII you take care of all of that just from this one single source of things and in this way I feel that an organization and different teams can work together on data Which I have usually seen doesn't happen in a lot of organizations and there's always a centralized data team and you have to wait for them for two months and You're not able to get your reports all of that with this It's very easy You want an event to be added create a PR get it approved and it will start flowing into all of your systems Be it your warehouse be it your segment and it gets validated all of that starts happening automatically So that's one of the things how you basically, you know Not just helping cleaning the data, but it also creating that governance Yeah, and you can see here like it actually we sort of in our schema management It's a team that it's tagged with so like there's ways to trace back who created this and why they created We first started cleaning up. That was one of the biggest problems Just like we have so many hundreds and hundreds of events who owns these who's managing them, etc So I think it's not about like gating so much It's about allowing people to do whatever they want but making sure we can trace back who did it when they did it And like is it an automating any kind of QA around it? Also known as internal democratization of data. Yeah, I suppose so yeah, that was a okay name for quite a while. So yeah, I Think that I think one of the challenges though with all of this I will say where I think we kind of I don't know fell short but are still are still working at least when I was there It's that old added you can take a horse to water you can't make him drink So you can you can give people all the data they want the cleanest thing some people don't actually want to look at data So people don't actually want to do analysis Unfortunately, so they think they say they do but really what they want is an analyst to just solve solve answer problem for them And I think that's a cultural change which which is actually harder than the technical stuff to be honest Figuring out which questions to ask. That's why the analysis I showed you I think was was important I think those frameworks for the kind of questions you want to answer are really important because it really defines how you want to think about your data And just just trying to like organize your data without knowing what kind of questions you're going to answer Is a fool's errand and won't accomplish anything I'm curious for anyone else out there You know when you're in your journey with your organizations, particularly as people who are coaches or senior leaders You go to a lot of strategy meetings And there's a lot of data torturing people have an opinion and then they grab a bunch of data support that opinion and sort of beat Everyone up with that data How have you how have you discovered like in your most the most healthy organizations that you've worked with How do you how do you find that people are able to? Sort of go data first as opposed to go opinion first Has anyone been able to crack that nut and found techniques to work on that? I know it's a tough question I'm not expecting to get any good answers Anyway, something something something to think about I think that's the next challenge to sort of for me that I'm sort of pondering Well, cool. Do we have any more questions or should we close up? Just wanted to jump in on the previous question Jacob. I think that's a very powerful question certainly something that many organizations Will themselves saying they are data first not opinion first, but I I think we're all biased And we seem to you know again the whole confirmation bias We seem to pick data that suits our mental model or our hypothesis So I don't know if anyone's really cracked that problem at least not that I'm aware of if you do Next year. We'll get a talk. I Think one of the I think one of the this is the thing to think about actually is how do we How do we go from answer first to question first? So instead of arguing about what's the right answer sort of get everyone to agree on What's the right question? Then it's like it's not about who's got the answer the question. It's about how should we design this experiment? Right, that should be the first step really Sort of changing strategy meetings into here's the plan to here's the question. That's the outcome, right? Maybe that would kind of help. I think you missed the morning keynote from Rajesh But you know having worked a little bit with him and his startups in the past and this current startup What I see him as a leader extremely good at is You know the whole 5-y and keep asking the why till he really gets to what is the question? You know, everyone's coming up with the solution but what's the question and That brings immense simplicity To to the problem that we're trying to solve because often we complicate things because we have a vested Solution within the problem statement And so some of the things he was sharing today in his presentation. We're really interesting around Why they went back to first principles to question things In a very different way and how getting people to solve multiple problems problems simultaneously allowed some of this people not getting to the one problem is people get to Attached to the solution And if you and his his perspective was if you get people to work on multiple problems simultaneously They don't get so attached to the solution They focus more on the problem. I thought that was an interesting way to tackle the you know What's the was the question not this answer or solution first? Yeah, that's cool All right. Well, I think we're we're out of time here and I appreciate you guys hanging out I'm sorry that I kind of rushed into this one I wish I was a little more prepared this time But I hope you still took something away And if there's other things that you would you know like to ask me or talk to me about Whatever, I'm very available and I love having chats about anything that's has to do with people enjoying their work life more and getting more done You can find me on Twitter. It's Jacob Singh. It's my name. It's pretty easy to remember. I think And I hope to see you all sometime whenever we can see people again


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