6 p.m. On a Sunday. What do we have 90 plus icon upgrade? It is the new one with the trophy Titans included we can do it one time three squads 84 86 87 yo that is cheap. Yo, that is so cheap That's like 200 250k chat. All right We're gonna do some icon packs today because this SBC is crazy, but we're starting off with a 90 plus Rodrigo e-fix pic Let's go. All right. This is the first one 90 plus It's a prime. Is this gonna be a prime icon sim old Brazil cam. Oh Caca prime. I mean since this pack is so cheap It's just gonna be a prime icon simulator once again, isn't it? But hey for 200k you take your chances, right? I'm ready to pack team of the year for birthday and trophy Titans none of that. No prime. We don't want primes That's what we get of course No, no, no, no Bajio. No, no, no, no. Here we go 90 plus her Let's go. Yeah, it's a prime as well. Man. No way Spanish striker. He just skips right through it Butcher, whoa, whoa, whoa, whoa quick sell. Oh, that was very negative, bro You're living up to your name butch rock quick sell man Isaiah probably not like it's the cards are not gonna go back to what they were No, this is a big market reset, man Another one chat. We have only seen prime icon so far We've only seen primes and we have share plays happening every single which direction another one Vintage. Oh my god, you could have got the team of the year Vintage man. What EA? What what are you doing? We have not seen anything except for primes so far We haven't seen a darn thing except for prime icons, man Another one oh Man the first one that we saw though was Brazil so it gave us the hope but dang I'm sorry brother Oh, we're opening Scotty's opening finally trophy Titans Who is it van Basten? Oh Finally something different than a prime, but it's a van Basten chat. Oh, no. Oh, no That is some premium fodder right there some dynamic image fodder Man, we got these it's kind of fun to have these both on two screens We're just going back and forth the share plays are rolling quickly. It's like icon pack icon pack icon pack More so it's like prime icon prime icon cam Chat who could have that been that could have been socrates or caca, right? Who else is a cam? Pele is center forward. Wait, it's Pele cam. Oh, you're right. You're right. You're right You're right. No, just kidding. You're right prime Pele is a cam. This is facts Alex. Thanks for the share play foot birthday Cumin hey finally That's what we're here for we're here for some dynamic images man I mean that's not very expensive of a card, but Dutch links are pretty needed right now in this game Whether using air to busy tots cards the Chong objective card would link very well with him. That's a dub in my book, right? It's another prime icon man. Oh my goodness, and I thought that was Figo for a second. Oh, sorry you Sabio It was Figo. We've got a prime. We've got an Argentinian prime Yikes, bro, especially icons that are maybe in demand. Maybe some like German icons or Maybe the out-of-packs icons too. There could be some fluctuations there that you could trade with bro But it's your turn show us something sick primer France left mid Pires Pires Pires bro. Oh, oh shoot. You've got an 84 25 as well. Okay. It's a blue. It's a German It's a left mid. It is Leroy sunny. Okay. All right. Igalo. Okay three tots That's pain though pH is pain definitely was invested I guess and the team isn't that insane Dutch CDM right card right card right card. Come on. Oh, it's another freaking prime man Spanish striker butra Butra I'm trying to get excited for butra, but I just quite can't man Just quite can't get excited if I was on top of the trading game today I would have sold those before content or right when I saw the team was not that good But I was holding and risking. Oh boy team of the year Nesta nice, bro. Nice. Nice. Nice a Primarily slash air to boy will pet what pack is this? Is this from squad battles? Zanchenko Hmm. All right. Oh trophy Titans Spanish who could this be? Ikea to Cassius nice link to your emrick a Laporte flashback if you did that Oh Doesn't guess he didn't want to Cassius chat trophy Titans are dying at the moment on the market. Are they they're not super packable from this So, oh dude team of the year. Come on. Oh Hey, look chat. There it is the SBC that never came that was leaked that everybody was afraid It was gonna impact center backs and it never dropped is the level 20 pick still buggy. It has good pack. Wait No way center mid. No way Mateus for birthday the first huge dump of the day. Let's go man. Let's go That is massive. That is huge. How much is this card? 2 mil. Yeah chat. This is a 2 mil card. That's down 500k in the past couple of days. Oh my what a card though. Am I right? All right another 90 plus Let's get it bro It is a prime It is Maldini, please Nesta Let's ride chat. Let's ride It is a prime once again. It is a Butra butra is actually kind of common from these a little bit man, and the 200k store pack as well. Good luck. Oh What thoughts moments wait, that's an insta-dub France Le Quoi GG GG's my man. Let's go Am I liking Royce? Yeah Royce is fantastic team of the year. Oh down the right side this time France Pires Hey, I hope okay. You didn't do the SBC or if you did you rinse them. So GG's man. That's not bad could be worse Right chat could be worse Bruno. Let's go man. All right. Good walkouts at least I guess you could say Red time Davies red so usable So usable. Oh No, is that how all these red picks look Schlotterbeck, Brandt and Le Quoi? Pain man. Dog leashes down 400k in a few days.  Isn't there a really good foot birthday icon? That's Dutch Isn't there like a cracked foot birthday icon? Who's Dutch? Is it just bird camp is trophy Titans? I know we have cumin is there not oh darn it man. I don't know what I was thinking then I'm going through as many of these as I can man. We're going through as many as possible We're trying. I just want to not see primes. I don't want to see primes. No EA No out at all these icon all pulse I was gonna say if it was Gerard or if it was a Lampard I would have been like come on EA given the better version that is trophy Titans, but it is a gamble. Yeah, I gambled I knew I was gambling today too trophy Titans Spanish center mid Javi Big bro Javi. Let's go Hey We can make rewards. We're not good. That's a dub. It's only 400k, but that's a dub That is a dub bro. All right sounds good Who's this Argentina? Okay, here we go the very popularly open desk. Oh team of the year Okay, we've had three team of the year flares today four actually three nestas and one What's his face pires? Never Dean yo man. Okay another one I don't want to see a prime show me team of the year for birthday or trophy Titans poured for four It's a prime man. It is of course did a drug, but another 500k pack These have not been good today It is a toss at least the last guy didn't get a blue German striker full Krug Bro, the only bullets like a toss that we're packing are full Krug and Colomani. That's legit all and like a couple of slaughterbacks here there. Oh I digress Leon Goretzka All right, just have to talk some smack about the pack weight and then all of a sudden boom Well, then all right that just paid out. It's the worth it for you. That's that he's 900k, right? Goretzka's 900k bro You got a club 90 card and you have sonny and slaughterback at the back. All right that worked out really good for you Here we go again It is a team of the year this time It is Zanetti W man, how much is that I still worth I haven't looked this card in a hot minute 500,000 coins fat dub. All right. Buena suerte, bro. It's a prime. Okay big boy. Oh Oh Figo had to be use sebi for it to be a banger All right, you've got the icon pack and the Bundesliga tots guaranteed from the cup This man's is a W share play right here. We're doing the guaranteed Bundesliga first We are show me the English flag for Jude imagine a free Jude. Okay, instead. It's a free cobalt Okay, now it's time for the big icon paqueta. Good luck man It's a prime it is a oh, who's that? Oh Then best and no Nah, that's pain, bro. We move Icon once again to prime Argentina, you know, ah Argentina Cam just makes you feel like you wish you were in FIFA 21 or beforehand when you could actually pack the Maradona Actually was you in 22? No, it's 21 right? All right, man. All right. Here we go Prime again. Oh Chef shanko. No, no, no, no, no No All right. Good luck run it back with a big pull. Okay. Here we go another prime Yes, Shin. Well, you know who that is right away. Hey the hat. Yes, Shin You don't have to worry about a goalkeeper if you were worrying about when you're set now dub. Wait, whoa, whoa, whoa Huh? This guy's been in the he's been in packs for an hour.  Holy craziness, man, and you have 4,000 coins. Where'd you get those guys from men? Where'd you get those guys from German center mid? Is that my taste? Oh, it's ballot. Okay, where'd you get those from, bro? I want to see I want to know what's your what's your game attack, bro Chas saying you're gonna get banned I wouldn't type in chat right now if I were you because the chat is coming after you, bro You're about to turn in team of the year Muller is gonna be better than who you're gonna get from this pack Here we go. Good luck, bro. You submitted a lot into this. You're getting a prime in return Del Piero prime not even the trophy Titans, which is technically packable from this SBC pack That's that's an L, bro. Uh 90 plus for Rome in the chat Come on give him a team of the year or Titans whole team of the year. Oh, yeah, France CDM Maka Lele. Hey, we asked for it and we shall receive it. Let's go Let's go. That is how much like 200 K 300 K He says I'll take it. Hey, at least it's not a prime, bro. Primes are so common Okay, he wants you sebio chat. He had you sebio in his concepts Give him the prime. Yeah.  You just got to Don. Let's go Marcus. Show me a trophy Titans or something again. It's a primer It is a net-fed. No, okay. Check check. No, this is a This is just market mudded bro because these new cards are so cheap. Uh-oh Canton up primer to that's a big dub man in my opinion Who's this Spanish striker? That's like our sixth butra Guanyo today He might be the most common player we've seen today.  Oh No Carlos Puyol not the Spanish icon you were hoping for all right, but we're going again It is a primer It is Doug leash too bad. That's not trophy Titans too bad man And it's not like it's not one of those things where if you do the gamble SBC enough times You're gonna get a W eventually like that's not what it is at all, but you never know right? That's why people do these like you could get the airy. Oh gosh, or you could get you know Trophy Titans are nine not very many people are gonna get that but you feel I'm saying you pulled prime Pele And you said yo this year it just his difference when yeah, it does hit different when it's an untradeable win. Could this be one? lampard Gerard, I mean is that even considered a win because how much is he compared to the SBC price? He's a hundred and eighty nine K and that's how much the SBC is basically usable card though The best version of Stevie G in the game. So these Bundesliga Tots cards are definitely not at their lowest yet not yet Brazil Cam Pele. No, it's not going up fast enough socrates. The number was not counting up fast enough We knew we knew who it wasn't and it was not Pele That's the worst of the three actually caca would have been better than the dock in my opinion. Oh, no Is that a new strat? Yeah, maybe all right for birthday for this guy Oh, really Costa. Oh Oh, man, not anything big. It's really Costa. We've never experienced team this season in this way before still We're still learning at the same time, you know Check again. Oh my gosh, bro. I'm sorry man. Let's go Oh Roy Keen you needed a cam and a left back and that not a cam


Aloha, and welcome to Business in Hawaii with Reg Baker, where a weekly show that broadcast live every Thursday at 2 o'clock for 30 minutes from 2 to 2.30. We focus on successful stories in Hawaii for businesses and their owners. There's also successful individuals that we highlight occasionally, and maybe some organizations that help those reach success. So today we're going to have Central Pacific Bank here today. We've got Susan Utsugi, who is the Senior Vice President and Director of Business Banking for the bank. And as we all know, and we've all been watching, Central Pacific Bank has done a miraculous turnaround in the last few years and has done very well, and Susan was a big part of the reason why. So Susan, welcome to the show. Thank you. Thanks for having me. So glad that you can join us today. Hi, you born and raised in Hawaii? Yes, born and raised in Hawaii, from IAEA. IAEA. So you went to IAEA High School? No, I actually went to Hawaii Baptist Academy. Aha, very good. All right, and then so you went there, and then you stayed in Hawaii, went to college, you went to the mainland? Went to the mainland. I graduated from Seattle University, where I got a degree in finance. A lot of people go to Washington, don't they? Yes, it's a beautiful place. Yes, and from what I understand, I don't know about Seattle, but I heard that Washington U has got a very large Hawaiian club. Yes, there's a lot of people from Hawaii that live there. Yeah, it's a popular place. So you majored in finance? Finance. All right, and then did you work on the mainland before you came home? No, actually right after I graduated, I came home. I had a position with one of the largest banks here in Hawaii, their matching training program. Very good. As a matter of fact, I think we probably worked at the same bank at one time. Right, you were at the higher level though. No, well, that's only because my floor was higher. No, but it was a great training program. As a matter of fact, my son is actually working in the bank of Hawaii as well. It's a great bank. A lot of people who started there, and then they kind of expanded and grew and went in other directions, so great training ground. But you were there for a while, and then eventually you transferred over or was recruited by Central Pacific Bank. Yeah, I was there for about 13 and a half years and actually made a boss. And I got a lot of good training there, and then my boss moved to Central Pacific Bank, which was sort of a shocker for us, and brought some of us over. So that's how I got over to Central Pacific Bank. Very good. Well, that's happened in other banks too. So, and then did you go over there in the lending area or in what role did you play when you first went to the CPV? So when I moved over, I was a business banking officer in their business banking department. And I've been there now for 16 years. Wow. It's impressive. And so you've been there through the challenging times, and now you're into the good times. Right. Things have worked really well. So it's a great experience to have gone through that. You learn a lot in that process. But you have risen through the ranks, and now you're heading up the department. And you're also on TV too once in a while. That was really hard. It wasn't. Well, you become well-recognized. I mean, a lot of people know who you are. Those advertisements are still running, right? Occasionally, I believe so. And it's funny because people who seem to watch Korean soap operas seem to recognize me the most. Oh. Well, I tell you what, I think we should probably talk to Catherine and say they need to renew those advertisements. Keep them going for a while, because I know a lot of people really enjoy those. So, but now you're there.  You've gone through some challenges.  I mean, during the hard times, I mean, it must have been tough to get through that. Yeah. It was tough. You know, I was at Central Pacific Bank since 2000, and so the bank had gone through a lot of changes, especially in executive management. And prior to going to Central Pacific Bank, I always thought it was a Japanese bank. I really didn't know the history. A lot of people thought that. Right. The executive management came from Sumitomo Bank.  So it was tough. It was a very interesting time, and I learned a lot. And I'm glad I stuck it out because I learned so much. And I think now that we're over it, thankfully, and we're very successful, we don't want to forget what we went through. You want to learn from our lessons. You don't want to repeat history. No. Yeah. But the bank really, we had to, you know, bind together. Teamwork became a big deal, and that's one of our core values, that we had to live every day to make sure that we could get through that period. And thankfully, we have wonderful customers who stood by us and believed us. Well, I was just going to mention that, you know, that it's really important to get that team together and get that cohesiveness. Right. We need to have those loyal customers supporting that activity, too, and you had some of that. Yes. We did. I think if we had not been in Hawaii and had the kind of customers that we have, we might have had a different outcome. But our customers in Hawaii are very loyal, very supportive, and the bank is so thankful for that. And the people that stayed and worked with the turnaround, you know, were very loyal to, I think, we all really believed in the bank. Well, it obviously worked. I think I don't know it as well as I should, but I know that the CPB is hitting some good targets, some good numbers, and it's been miraculous the turnaround. You've been there both before and after. We're kind of in an evolving industry, you know, and so there's constant change going on. But what are some of the big differences have you seen between banking, you know, 10, 15, 20 years ago as opposed to today? Well, definitely technology plays a big part in that. And so, you know, we've always had a model of relationship banking. That's one thing that we don't want to change. I think although we may not see our customers as often because they don't come in as often because they don't have to, it's still important to have that personal touch and that they know somebody that they can call and they know they can count on, but certainly technology has played a big, has made a big difference. And it's changed both the front as well as the back of the bank. I mean, there's a lot of technology changes and a lot of cybersecurity issues too that comes with that, but it allows a lot faster processing of transactions, more immediate information is available. Right. You know, and so from a banking perspective, from a marketing perspective, customer service level, I think the technology has played a significant role in transforming the banking industry. So we've seen a lot of change in the way that banks have run from technology, but also, hasn't there been some regulatory changes too? I mean, you know, from the banking days I was involved and the banking days that I see today, there seems to be a lot more rules and regulations and maybe the parameters are a little bit more narrow in getting things done. Definitely.  That's been a major initiative for Central Pacific Bank. So it's a very regulated industry that we work within. Well, and as it should be, I mean, the bottom line is that the money that the bank gets for the most part is the community's money. Exactly. It's the money that comes from the community and individuals in that community. Right. And it needs to be protected. Right. So after the financial crisis, you know, the public needed to feel like regulation was at a higher level. Right. Bring that confidence back. Correct. Right.  Well, yeah, I think because, you know, we work within the parameters that we have to, but I think the customer relationship is really what drives us. And while we have certain constraints, you know, it's a matter of knowing your customer. When you know your customer and you have a relationship, you can identify the needs and the opportunities and they trust that you are looking out for their best interest. And that's what makes it work. Right. So even with all the technology and with the rules and regulations, it's still a relationship type business. Right. Right. And how does CPV establish those relationships? I mean, you've got branches and I guess you're out in the community a lot. Right. Well, so we have our branch network and our branch folks really make a point to get to know our customers, know them by name. And one of our core values is exceptional service. And so we try and deliver that every day. In business banking, we have 15 business bankers across the state and they have a portfolio of customers. And their job is to be the quarterback of that relationship. And you can only do that if you know that relationship.  Well, because sometimes they become bank customers too. Exactly. That's what we, that's what we aspire. Yeah, no, that's a per, I mean, that's the best way that the customer itself becomes a testimonial to bring a new business. Yes. Yeah, that's the most perfect and, you know, situation you can ask for. Right. And so having those relationships and working with them, I also have found, and correct me if you've had a different experience, but sometimes the customers don't always know what it is that they really need to maybe make things work a little bit better. And that's where the relationship comes in. You can go in and kind of educate and create that awareness of what the options are. Right. And that's our job. You know, we shouldn't expect them to tell us what they want. It's our job to have good conversations and identify needs that they have, the need behind the need, and so that we can then provide solutions that are effective. That's, you know, in banking, it's really a people business and it's helping people. Right. You know, and helping them to achieve their goals, and they can be personal as well as business. Yes. And so, and I know you're in charge of the business banking side of things, but do you also help your customers on their personal needs too? Or is that something that you pass off to somebody else at some point? Well, so the business banking officer, as I mentioned, is the quarterback to the relationship. And within the bank, we offer all kinds of products and services. So that's what I like about Central Pacific Bank. You know, we're small enough where we can provide that personal attention, but we're also large enough where we can provide all of the products and services that our customers need.  But you're providing them with the expertise that they need all around the customer. So they have a team really supporting that relationship. Right. And so that, you know, so if they decide that one of their goals is to go out and buy a house, you're there to help them with that or make an acquisition for the business, you can help them with that. That's right. Hi, I'm Chris Lietzo. If they have financial planning needs or investment needs, we'll bring in the experts there. And so it's the business banking officer isn't out there alone. They have their expertise primarily in lending, but they'll bring in all the other experts that we have within the bank.   And then they get confused as to why the banks aren't so receptive to their idea. It's important for people to know, and you could probably say this better than I can, that it's not always the bank's rules and regulations that are being enforced. I mean, the Federal Reserve comes out and the OCC comes in and does their audits. And there's very specific guidelines in what you are allowed to do before you can lend money to people. That's right. We are highly regulated and we have to buy by those regulations and we do get audited by the FDAC every year. But yeah, we have to help our customers understand, you know, we don't say, well, we can't do it because it's a regulation. It's important for us to explain so that they can then understand, maybe it's not in their best interest to do something like this. Well, at least not right now. And maybe there's some ways of tweaking things going forward that would maybe change that scenario or outcome a little bit. Right. And that's part of that relationship you develop. Now, I know that this segment went really quick and we're going to go on break real fast. But this is business in Hawaii with Reg Baker. I'm here today with Central Pacific Bank and we're chatting not only about the success of Central Pacific Bank and the turnaround that they've gone through, which is truly amazing, but we're also going to be talking a little bit about, you know, the products and services and how CPB can do good things for you. So we'll be right back in about a minute. Hi, I'm Donna Blanchard. I'm the host of Center Stage, which is on Wednesdays at 2 o'clock here on ThinkTech. On Center Stage, I talk with artists about not only what they do and how they do it, but the meat of the conversation for me is why they do it, why we go through this. A lot of us are not making our livings doing this, and a lot of us would do this with our last dying breath if we had that choice. And that's what I love to talk to people about. I hope you enjoy watching it and I hope you get inspired because there's an artist inside you too. Join us on Center Stage at 2 o'clock on Wednesdays. Bye. Hey, everybody, my name is David Chang, and I'm the new host of a new show, The Art of Thinking Smart. I'm really excited to be able to share with you secrets on giving yourself a smart edge in life. We're going to have awesome guests and great mentors of mine from the political, military, business, nonprofit, you name it. So it's something for everybody. Welcome back. This is Business in Hawaii with Reg Baker. And I forgot to mention at the beginning of this show, we're broadcasting live in the Think Tech Studios in downtown Hololulu out of the Pioneer Plaza. So if you want to come visit us, we're right there. All right, today we're talking with Central Pacific Bank, the head of the business banking operations. And she was very involved in the turnaround and getting things back on track. And she's got a very dynamic group that she works with. And we were just getting into a little bit of some of the lending and some of the relationships and partnering, if you will, and helping customers define exactly what their needs are and how to get there. Now, in the process of maybe going through the application process to get a loan and working with the bank to grow and expand, sometimes it gets a little in that gray area. And then there's an organization out there that might be able to help with that a little bit called the Small Business Administration. You work very closely with them. Yes, Small Business Administration is a wonderful partner for us. We do SBA guaranteed loans for small business. And basically what that means is that the bank will lend the money to the borrower and the SBA will guarantee 50 percent or more, depending on the type of program. But we're very active in the SBA express loan program, which is at 50 percent guarantee. And the SBA actually waived their SBA loan fees for our loans 150,000 and under through the next fiscal year. And that's significant because I know they can tend to be a little bit high, but they waived it in order to stimulate a little bit of business there. Right, right. And that's actually worked because I think the loan volume actually in Hawaii has been setting some records. Yes, yes. In fact, Central Pacific Bank has always been involved with small business. If you look at our roots, I don't know if you're familiar with it. But when the bank first started, we were founded by World War II heroes, veterans who came back. The 4.2. Yes. And, you know, they tried to get business loans to start their small business or home loans to buy home. And they were having difficulties. So they actually started their own bank. And so today the bank continues that legacy. So we're very proud. We have been the small business administration lender of the year in our category two for 10 out of the last 12 years. You know, that's amazing. Yeah, that's a real track record. Yeah, we're very, you know, happy that we can do that for our community because, as you know, we're a small business is the engine, a small engine, but small but mighty engine in our community. It is. And if you use the definition at the federal level for small business, I mean, that's 97% of all businesses in Hawaii, representing well over half of the domestic product in Hawaii. So it's truly a powerful and it needs to be protected. Yes. It's a powerful engine of the economy. It needs to be protected and groomed. And I think that the same number is a little over 50% of the employment in Hawaii is with small business. So it's not something to be ignored. Right. And you know, you mentioned or I mentioned 442 and that's the roots of the CPV. But the SBA also has a veterans type of program as well, and they've got different programs to help minorities and women and veterans to get into business. In fact, the SBA just ended its fiscal year end on September 30th, and they announced their awards. And Central Pacific Bank was also a veteran lender of the year. So that was a nice recognition for us. It was.  And there are so many great services and resources for a small business at free or very low cost. So SBA is one of them and scores another. Score ACE is still out there. Yeah. And I'm involved in another organization called the Patsy Teemings Center for Business and Leadership, which is funded by the SBA. And their goal is to help women in business. And they're very active. They've got a, I see them in different programs and events all over town. Yes. So they offer a wonderful menu of classes and training and even counseling for small business owners. Women who wanna maybe start or have started and need help, wanna get to the next level. And we also launched this year our leadership program. So it's called the Patsy Teemings Leadership Alliance. And, you know, when we asked Patsy Teemings' daughter, Wendy, if we could use her name when the business center started, it was important to her that the center not just be a center for business, but also a center for leadership. So earlier this year, we launched the first cohort and we have 14 women who are up-and-comers, emerging leaders from their respective organizations. How long is the program for? It's a six month program. Wow. And so we're right about in the middle of the program and we spent a lot of time creating a curriculum that we found women leaders need as they're coming up through the ranks. So we're very happy about that and we're right in the middle of our program now and looking forward to the next cohort next year. Well, maybe when you get close to graduation, do they have awards as to top graduate or anything like that out of the program? I don't know if we have awards, but we'll definitely have a wonderful ceremony to celebrate. Well, we should maybe get somebody on the show to talk about some of the experiences that they had during the program and maybe get somebody from the Patsy. You're on the board? I'm on the advisory board and it's actually a program under the YWCA of Oahu. Terry Funakoshi is the executive director and it'll be great to bring some of the participants. You can come back, Terry can come back. We can bring one of the graduates and we can talk about what kind of program it was and how beneficial it is. Yeah, that'd be great. So there's a lot of organizations out there and it sounds like you or CPB are both involved with all of these, promoting the business activities and success of businesses in Hawaii. So I think CPB needs to be congratulated on that. That's a... Thank you.  When you're dealing with some of your customers in the banking, business banking world, they come to you and they're at various degrees of success or in the business cycle of their company. Right. From your experience of all this, what do you think are some of the specific challenges that you might be experiencing that you've seen that you can give some advice on? Yeah, you know, business owners are so busy. They have to wear a lot of hats and sometimes it's hard to take time out and work on your business. Is it in your business? And so I think it's important for them to do that and I think you would appreciate and know that understanding their financial position is very important. Business owners are not accountants necessarily and that's okay, but they should include somebody on their team, their CPA or their accountant, who can help them understand. I think it's important for them to know the basics so that they can really use their financial statement, hopefully they're doing it on a monthly basis to help them make decisions and help them maneuver and there are resources out there that we've talked about that can help them do that. So I think that's important. Management is really the key I think to a business success. And it's hard to manage something if you can't measure it. So having a measurement type of function within an organization, it doesn't necessarily have to be measuring the PNLs and the balance sheet, but you measure customer activities and number of accounts. There's a sales focus, a market's focus of finance, but you have to be able to have that measurement capability in order to properly manage your organization. And you know, time management, business owners like I said are busy and so we try and provide services that help them save time or save money. So we've introduced Bob. Oh, Bob, is that a new hire? For those who know Central Pacific Bank, it's not Bob, he's actually the only Bob in the bank, but Bob is our business online banking service and it's a free service. It allows business owners to have multiple users and you can actually set access levels for security purposes. Very necessary these days. Right, and you can do free bill payment, free mobile deposits. I'm hearing free in there. Yes. Wow. And for a small fee, you can also do ACH transactions, which is something that small business will save time for small business, time and money. So we're excited about that. Now, I hope I don't step on my toes here, but can you do the picture, the check and deposit that here? I can, yes. Wow. That's our mobile deposit service. That is so neat. Free. I've tried to play with it, deposit the same check four or five times. It doesn't work, but it's kind of neat to be able to do that and go into the bank. Right. Yeah. And so you see Bob is something that's going to, I guess continue to transition the bank into that electronic digital world. Right. Yeah, I think there's going to be a lot more, technology will continue to play a part as the bank evolves and provides services to our customers that they really appreciate, especially business owners, because they don't have the kind of time that others may and they're wearing so many hats and whatever we can do to help them, like I mentioned, save time, save money and do their business better. Well, and that's always a challenge. And you've got the demographics today, you've got some of the older generation that likes more of a, go to the branch and see the person and talk to them in some ways, that's the way they socialize. And then you got other people that they just love to take the pictures of the checks or they can just automatically pause it into the account, they never have to go in there. And so you've got this opposing type of process that you've got to have these relationships, but yet you get these relationships in totally different ways. Right, right. And the millennials, my daughter's a millennial, I don't think she ever goes into the bank, but on the other hand, I tell her, you should know someone there, because when you have a problem, it's good to call someone who knows you and you know them. But my son's in San Francisco, one of my boys there in San Francisco, and occasionally I might send him a couple dollars here and there. And so the first time he asked, I broke out my checkbook and I was gonna write him a check and he went a little bonkers. He said, what in the world are you doing? Just go on your phone and send me the money. And I go, wow. So I learned real quick how to do that, which was probably a mistake. My daughter will take any form of payment. Yeah, that's good. Now there is, talk about the relationships. I mean, you're transitioning or focusing on any particular groups these days, trying to get a foothold into any industry or profession. Yeah, we've been really focusing on the healthcare industry, specifically dentists and physicians. And we found that, especially in, there's a shortage of medical professionals in Hawaii. And so we want to make sure as dentists, for example, as they're retiring that we can help young dentists acquire these practices so that they can maintain the practice. Facilitate that transition, succession. Very good. And my mistake, we just got into a really big conversation. I'd love to continue, but you know what? We've run out of time.  So it just went quick. So, but yeah, I think the dentist in the healthcare industry needs a lot of help in a lot of different ways. And there's a direct benefit to the community when we're able to do that. So we need, I think I applaud you for NCPB for taking a look at that. But this is Reg Baker and I'm the host of Business in Hawaii. We broadcast live every Thursday from two to two 30. And we focus on success stories in Hawaii. And we just had a really great success story here with Susan and with CPB. We wish them all the well in the future. And hopefully we can have them come back again. Until next week, aloha.


I'm Connor. I am a nursing student doing the Bachelor of Nursing through the University of Newcastle and I'm in my 30th. I never finished high school. I dropped out in year 11. I went on to do my training and enrolled nurse and that was my pathway into uni. When I was a teenager I fractured my spine and I was looked after by these amazing nurses who really just cemented for me that that's where I belonged. They made every day happy for me no matter how miserable I was, no matter how much pain I was in. I just wanted to do that. I just wanted to be there through someone's dark days and make them bright. So nursing was for me. I have a little girl who has some congenital renal abnormalities so the biggest challenge has been working around her but I knew if I didn't do it I'd never do it. I was like this is what you want to do for the rest of your life just bite the bullet get to it and go to uni and I did and they took me. Throughout your degree you're going to have some amazing experiences you get to go through placement you get to do labs you get to have some really cool classes. The community that we have in the uni of nursing students is brilliant. There's so much support from the tutors down. I've learned things that I thought I knew and I'm able to like make make sense of it more and it just makes me want to tell people about it it just makes me want to tell students about it. I have no interest in being an academic but now I'm just I'm so pumped for what my future holds. So if you're thinking about a career in nursing just do it. Just start. The brilliant thing about uni is that you can start and if something happens in your life that you need to step back for a little bit you've got that opportunity. Don't think that you have to have all the answers now. Nursing is this amazing career that will lead you into a million different places so just just start. Just start the degree give it a go you'll love it you'll love everything about it.


Good morning, everyone. Let me know if you can hear me. Geez, I was gonna do this, and now this is really going without us. Let me just look at it again. Why don't we watch two things, this and Cree? Watch two. I don't know which one I'm doing, people, and I'm gonna be very focused today, so... Does anybody want me to look at anything else? I'm gonna have to watch them both. There's no other option here. I'm just gonna just watch the X, but it's down a lot now. This I wasn't crazy about. No volume. This I did rate. Oh, look, this is going. This is good, too. Look, look at the volume. It's coming to this. This is gonna work, too. This is gonna work as well. So I think STX is good, Cree is good, and X is good. Three things are good. I don't really want to watch three things. PGN looked at it, didn't rate. Not as good as the other three things I just talked about. This as well. I did look at it, and I do like this, too. DDR. I didn't rate it, but it's just because we had other things that I like better, but this DDR is good. So the best things are DDR, Cree, X, and STX. So we have to narrow it down. I can't watch 50 things, and we gotta get the entry right, so... This looks a lot better, actually. Very spray, though. We're gonna have a good day today. Okay, I have Cree up. I have Cree up. Stopping this is gonna be 275 if we do it in here. I don't have the entry yet. Stop is gonna be 275. And I don't have the entry yet. 30 by 75. 30 by 75, Cree. 30 by 75 is valid. Take it! Get in! Get in! That's it! Here. Here, here, here, here, here. 75. 75, 75. Let me just double-check. Wow. I almost didn't press it. Be in. This is it. This is it, Cree. Be in, be in, be in. And don't worry if you didn't get filled right exactly at that. Don't worry about it. Just be in it and get the stop in. And if you got filled lower price and just shave it back, it's gonna keep what I got. X is going, too. X is going, too. You could do X as well. X is going as well. Crap, I wonder if we should do both. Here, if you didn't do the Cree, you can get it. Here, X is going as well. Okay, I'm sticking with this, but you could do both. You could have done both. You could do both. Here, I'm sticking with the Cree. And if you didn't do it, you can do it. Stop 75. I'm almost tempted to do both. Oh, this is going. Okay, I'm in the Cree. In fact, I'm gonna put the X back up over here. See if this does a bounce at all. Wow, look at that X. If you didn't do the Cree, you can do it. Stop 75. I kind of want to do them both. I should have done them both. This is too far going now to take it. I have to set up again. Okay, Cree, stop at 75. Let's figure out where we're going with this. An X, if it backs up, maybe we'll do it if we're out of this or something. I don't know where this is going to back up to though. It might just fall. Twenty-two has to be the first number for this. But it's a 2180 also. And if you didn't do it, you can do it here. Cree, Cree, Cree. Let me go back and look at the... Here, Cree. No, I can't go... Here, here, Cree. Gosh, we should have done them both. Okay. We have to watch 22 for the first number. Oh, I'm sticking with the trade. It's a good gap. Stop is 75. Nope, this isn't backing up at all. Look at that. Okay, Cree, we're in. X is going. I don't know if that's going to reset up again. I kind of wish you would have done them both. Staying with the Cree though, like the gap. I kind of wish you would have done them both. Cree is good though. Look at the market. Wow. Google's still higher too. It's crazy. Okay, let's focus. Okay, this is backing up. Okay, if you did not do Cree, or for some reason you didn't, it got out, which I didn't. Okay, then you could do it again right here. Stop, 75. Ran up here, held the high. Looks good. You could even take more if you want to get nuts. Let's just figure out where this could go. 22.25, so that's where I bounced. That's why I bounced off of there. Jeez, this is not even setting up or backing up at all. X is just falling completely off a planet. I'm in the Cree, waiting. Not doing anything wrong. Only eight minutes into the open. Market very bullish. Okay, here we go. Cree. Did anyone do X and Cree? What did everybody do? Just tell me if you did X, or if everybody just did the Cree. This looks good. X went faster. Wish I had done them both. STX you did? Look at that. Yep, this set up too. This set up too, it's too late to do it in here now. If you're in it, you're in it. Okay, let's focus. 22, I don't think is crazy for this at all. I think it even breaks 22. Wild Weasel did both. Oh, okay. That was good. Okay, Cree's getting ready to break the low. The number was here. 25. 5 cents away. Love to trade gaps. I would say that it's too late. It's too late here to do anything, yes. Here, Cree under the low.  Here it goes. Beautiful. Here we go. Cree. Okay, here we go, people. 941. Let's just see. I hope everybody did it. So focused today. Here, here it goes, Cree. Let it drop, drop, drop. See if we can get it into 945. Not taking any chances here, hold on. Okay, I'm still in it. Let's just see here. Just give it a couple more seconds. Come on, it's going to break 22. If it doesn't amount, I think it's going to though. Here, come on. Come on, here it goes, Cree. Okay, this is it. Here it goes, Cree, Cree, Cree. Here it goes, yes. There it is. Beautiful.  Any second, come on, just hurry. No, I'm out, I'm out, I'm out, I'm out. Do whatever you want. I think it could go to 2180. I took it. I think it could go to 2180. I took it though. If you're still in it, I put us here. It's still going. I put the stop at 20, 2210, I put a stop if you want to try to hold it down a little bit, but I'm out. Great. Solid, solid day. If you're still in it, you can put the stop at 2210. Let's look at this. Okay, 23. Real solid, yes. It was going to be a laser beam today. So, X I think you could take again if it sets up again. Cree, Cree still looks lower. I mean 2180, I think, is inside here. Discipline dude, did you do the Cree? I hope you did. You didn't do it? I emailed you early this morning and I told you about the shorts. You didn't do it? We'll go over it here. Susanna still in Cree. It looks good. You could put a stop over 2022 if you want to. You're still in it. I think it's fine. I got out. Of course I rated it. Discipline dude. Of course I rated it. Scroll up. Here's the info on the Cree. And here's the targets. So it got to the first target. Let's check out the resistance I put for it. You mean you had $100? Good call. You're welcome, Anna. Susanna made $700. Good job. Obi-Wan Kenobi, did you do this? I hope you did. Oh, that's just... I don't know what's going on with hot com. It's not picking up the first letter for some reason. Yeah, it's not picking up the first letter. That's hot com. I've meant to ask Kathy about that before. Look. This is going to try to break the low again. This looks great, people. This looks great. Here it goes. Is anyone still in Cree? BigFudge said great day. I made $1400. Here, look at this. Is anyone still in it? Rumi's still in it? Here you go. You're getting it. Nice. Maybe I should have held it a little longer. Look at it. It looks good. We did a great job with this today. Great job with this today when this bounce back here. Great job. Stayed with it. Help a conviction. Help a conviction. You got to do it. Here, let's see if it breaks 80. Then I'm going to look at ESRX and then I'll go over the two gaps. Yeah, that looks like it's going to break 80. Here it goes. There it goes. It just broke 80. What a beautiful move. Here, Cree. $2150. $2160? Well, I just sent the email this morning, DisciplineDude. You got to give them a chance to get back. But I'm sure you have this today to do. At least you've figured out the problem. DisciplineDude, when you go to do and try to take a trade before the open, you will never have any shorts. You wouldn't even be able to go long. You don't have any buying power active before the open in the pre-market. So you can't check if you have a short or not that way. You will. I would assume that you have every short is what I would do. Or if you're concerned, then you email them in the morning early to find out or get their short list. Here, that was the exit on Cree. You will never have any buying power in the morning until after 9.30. So when I reviewed all the shorts from yesterday, they had them. You didn't try to take a trade after the open. You tried to do a test trade, I'm guessing, before the open in the pre-market, which is why you said you didn't have them. But it's because you don't have buying power active until 9.30.  This is very, very important. So you thought you haven't had any of these gaps to trade, but you had every one. But you can't check them in the morning before the open. That's just the way that your account is set up. Find out how you can get a short list. But to be honest with you, I wouldn't be overly concerned about it, because I'm certain that you've had 99 of 100 of them. And if one day you happen to try to get in a trade and it doesn't fill you, then you just don't do that trade that day. You know, one time out of 100 that it would happen, though. Because that broker has a good short list, which is why I said it didn't make any sense yesterday that you didn't have those gaps. Now, let me look here at ESRX. Let's just see what it did today. And then we'll go over the two gaps from this morning. I wish you would have done the Cree today, discipline dude. So what did everybody do with this? Some of you said you were still in it, and I said I didn't really know the idea, and I would have gotten out. And we don't know if it's going to continue, I said, until we see what it does in the morning. And it's this gapped up today. I'm not saying it's not low on the overall picture, but not immediately, and definitely not today. So what did you people do with this? That's why I take the stop. This did not follow through during the day. It had one pop in the morning, and then baselineed, but it gapped up today. And, you know, I'm sure this was lower in the bigger picture, but not here today. And I didn't say that yesterday. I said we can watch it and see where it opens today. I didn't know, because I really felt this should have worked yesterday. Wait to take a live trade like a normal trade.  Get up tomorrow morning, be in here on time. Get ready, look at the ratings. Take the trades I call. After 9.30, do it. If you want to take a trade today, take 100 share a lot practice, you could do that today and see if you get some kind of message. If you really want to, you could do that today. I don't know what you're going to do it in, though. But you have to take a real trade. You want to take a practice real trade today, do it. But there's nothing setting up, so if you just want to do it to see if you get filled, but you do it as a normal short, you have to short. You've been pressing the sell button. He said that was the other problem, too. Here, if you want to do Cree, press short and Cree right here and put the stop at 21.85. It's 10 cents and take 100 shares and if you lose, you'll lose 10 bucks and at least you'll know if you get filled. Cree right here, press it, see if you get it. You got to know how to work the platform. You just pressed Cree right now to actually short the trade here at this price, at 21.75. You didn't get filled. Here, press the button short, put the stop in and this is not a real entry, people. I'm just trying to help Discipline use his platform. STX. Woo. I said that well probably would work today. This was a big one, too. Wow. This was spreading in the morning, though, but this did really have a large, massive move. Let's just look at what this was here. Wow, really nice. So the all three worked. You could have done them all. You could have done every single one. And some of you did do, too. All right, let's go over... You're still in Cree watching for the volume spike to confirm the final swoosh. I don't... This didn't swoosh at all today, Romney. I don't know what you mean, but that's funny that you just wrote that like that. If the stops are in, then fine. Let's go over the trade. What did we do? Open, took it. Got in and in here. Gave it a wide stop. Bounced back. I hope nobody killed it here. I don't think anybody did. Perfect. Could have even taken more up in here. Got the drop. Held it through the break. Fought I did a good job holding it, and I still think I did, but I could have squeezed a little bit more out of it. 10, 15 cents. Here, this is still going. Discipline dude, did you try to do it? So this was a nice, nice move after the retest. This was a massive move. I thought this could be wild and crazy today. So I didn't want to do it. And after yesterday's wild and crazy, I said, let me make my life easy today for sure. So I picked the two good gaps that I thought would be easy, and they both were. But this actually ended up setting up very easy. Traded very gently. I'm shocked how nice this ended up going. I thought this would be a little wild, but that had a massive move. And X fell hard. Very fast. Very quickly. First drop in here. Second drop in here. Hit 23. This could still be lower today. But it really has to bounce back significantly. And I don't know if it's going to do it. This thing looks like it's dead in the rival. So three nice shorts today. Are you still going? Wow. 2160, 2150. Look at this. Wow. Is anyone still in it at all? Yep, I'm in it. I'm talking. I'm talking. Can you hear me? I'm talking. Car guy says you can't hear me. You can't hear me? If you cannot hear me, sign out and back in. I'm talking. So anyways, really, really solid day today. Very happy about that. And look at this. It's still going. This is done at least for the morning. And this had a massive move. And let's look at the market. You just try creating it worked. That's right. Because you take the trade. You're going to get in the trade like a normal trade and you're going to put the stop. And you're going to trade normally after 9.30. And you will be able to do it. So tomorrow morning, that's what you're going to do. And look at this here. It's very interesting here because the spy is really trying to continue and follow through. Difficult area here though. To just gap up over it or hold here and then plow through it. So it will be interesting to see what we do. Well, here's 238.50. I think it's going to try to plow through it. That's what I think. Kree is still going. Rumi's still in it. Incredible move. Wow. Look, I... Who knows? 21 even could get to today. I didn't have any numbers after I wrote the 21.80. Great move. So you can play any of these things again today if you want to on a 15 minute chart. They actually could set up. Here. X is going to set up again. I don't think this really bounces at all. You could do 10 by 50 X. Almost like a scalp. I mean this is just basing here. This wants to just go to zero. And this is going to try to break 50 if you're still in it. Nice solid morning. Very happy. Very focused. Sound cutting in and out a lot? Here, hold on.


Hi, everyone. Good morning, good afternoon, or good evening in Vairabhar, in which part of the globe you are joining this webinar. Thanks for once again joining this session. Today I'm going to be covering regarding what is product discovery and product management and what are some of the techniques to do it. And if you have certain frameworks to follow, it would be very valid to do that because you can get some new insights by using some of the frameworks that has been used by many other product managers to discover their product findings. So why? I think this is a valid question that we can constantly ask in everything we do. Why should we do something? And why should we do product discovery? What is the importance of doing product discovery? What would be land as a product manager by doing that? One important thing is new prospects, or you can call it new markets, new customers, new user personas, you can tell anything, it fits into that prospects. So you have a product and you know your audience. Sometimes by discovering and spending more time on your products and maybe even doing some market research, you will understand that you can expand your product maybe to a new customer base, or maybe even start a sub-service within your product which will identify new market. So it totally depends how you want to position yourself. But the idea here is to find more than what you can do in your product. And another reason why it's a good idea to do is you will end up finding something completely new that you have never even imagined about. So new product innovation happens not just by mistake always because it happens by constant experimentation and maybe trying to look things in different perspective. So there are a lot of innovation techniques and probably even frameworks that you can follow in order to start using some of these techniques and identify some new insights about your product and improving products. Ultimately, this is the part that you want to be doing. So as a result of doing the discovery, you want to learn something about your product newly that you can either use or you can at least be sure not to use. So I think that is the piece that you are always thinking about improving products. A lot of times a lot of product managers think shipping a new feature is the most important thing and that improves the product. That's not always true. Just by deprecating something that's not properly used or not even consumed or there's no engagement from your customer or user, that's also equally improving your products. You're making it simple. You're making it intuitive. You're making it easier for them to access something instead of having to go four steps to something.  So improving products does not always mean adding things. It could also be removing things or maybe tweaking certain things that you have that you never even imagined that would change the way how your users see it. So discovery is a continuous process. I think everyone would have seen this at some point and everybody would be thinking, okay, we should do ideation. We should do some sort of assessment. We should experiment. We all know these terms and we all know why this needs to be done. But the question is, how do we start? Where does this start? How do we do it is the question. So basically, discovery is continuous in your daily product management lifecycle. You would be doing something or the other as a part of this. Maybe you are just looking at some data and then you're starting to run some experiments and test some of your ideas or maybe you have such a large feature that's requested by your business side or maybe even your customers or users. But because there's a lot of complexity around it, you might want to just leave a small pilot or maybe just a subset of that feature to test on the users directly whether this is actually valuable. So you might be doing various of these things in different parts of your product management lifecycle. But what is the product discovery lifecycle itself looks like? So first of all, as a PM, you need to actually understand how this whole flow goes. So I would like to, of course, talk about it step by step. So the first thing that you have in your mind as a PM, maybe you're working in a new product, you're working in a mature product or maybe a product that's trying to grow further. There can be always these three categories. If you're a new product, obviously you want to sit down, make a list of questions that you want to ask. Who are you targeting? What do you actually want to do? What does the business want to establish through this product? Who are your stakeholders? What does this product end goal is and how do we earn from this? It could be many different kinds of questions. Similarly, in a mature product, you might be thinking you have reached some sort of like a constant period and you want to see if there are new ways to grow your product or maybe even discover new market. Maybe identify if there are better ways of doing things and maybe you find that your competitor's product is having different ideas that your product doesn't cover. Maybe you want to do something different. So there's an experimentation thought process already in there and you're a product trying to grow.  Maybe you want to improve that for them or maybe add more product lines and services into your product so that you can grow your business. So there are different groups who are trying to do this discovery process and whoever does the most fundamental thing that you have to do is list out all the possible questions that you have in your mind and you need to have this all in a list and this is just for yourself practice to start writing the questions and see somewhere in this whole product life cycle management that you actually covered those open questions. If not, it stays as a question that you want to keep discovering. So make a list of questions that you want to answer in this process and another thing that a lot of PMs tend to do is they try to do the product discovery as an individual thing, which means they start with some questions. They already build a hypothesis. They already want to do some experiments. So then they approach a UX or maybe they go to a senior engineer and ask them, okay, can you come and help me out with this experiment that I have in my mind and we can try to find out the results. So when we involve UX or engineers in the middle way of the process, they don't travel really alone. They don't really know what is running in your mind, what are you trying to solve and maybe if they had participated earlier in the process, they would have suggested something completely different. So it's very important to form a guild, I would say. So if you think that's a great idea, I would suggest you form a guild or form a small team who is going to do this discovery process. And for each of the discovery process, you can involve different engineers by this way. They are also very happy because they know what's like the new discovery item coming and they would also learn about the product in a different perspective because these people are also doing the daily jobs of giving that customer value.  So it's a very nice activity that if you do it on an ongoing basis, it's very good to involve the team. Open questions, opportunities, ideas, you might have basically done probably some research and user surveys, interviews and you would have got some insights somewhere, you would have heard some user feedback and you would have made note of that. Some idea would have popped up already. So first of all, before even thinking that you want to pick up these ideas, the first thing that you want to do is to actually understand what is the value it's going to bring. Your product already is serving a group of customers. It has a certain business goal that you're achieving. When picking up idea, it should not be in contrast to what you do or maybe self-conflicting in some ways. So it has to attach to your business goal or business objective. So it's always good to check that and also check the feasibility of the ideas, which means that some ideas can be really moonshot. It can take a long time to see the value or maybe it's not even relevant for your audience. So you need to understand what ideas you're picking and you have to assess those ideas as well in many different ways. And once you have that, you're going to define the hypothesis or the problem statements that you're going to solve. And this is very crucial because at this point, you have already picked up your ideas and you know what is the value that it's going to bring for you. And at this point, you're just stating what value exactly from A to B, what do you expect that to be? So I think that that is the purpose of doing this. And it can be a very interesting activity because if you have a group of team members for the same idea, you could have two to three different hypotheses that you want to set and test. So it's something exciting if you do it as a group and you'll find that there are so many ideas, so many perceptions for the same idea that you have picked up. And once you have hypothesis and you have problem statements basically defined, I think good idea as the next step is to create prototypes or create some sort of wireframes or any sort of working, small working product or POCs there are different ways to call it. So POC is proof of concept. So you could say anything or some people even call like a little bit of MVP, but I don't prefer calling it MVP because it's not yet actually a working product. So it's totally dependent on what you want to call it, but it's just a small working prototype to be tested on the customers. So testing is like the, I would say the final step of doing that. So you have a working product, you know what it needs to do. You are having all of that hypothesis defined. Whether it meets the hypothesis or your predefined problem statement that you're trying to solve for the customers or the users, you're going to find that out. And if it meets everything, it's great, right? You're going to ship this and you're going to show that there is a value delivered. So it's a great thing. And sometimes you might find that there are some insights that you are not able to make any decision with. You will not get anywhere. You can't say it's a bad idea. It's not a good idea. Maybe it's the idea that it's not working at that moment. So you might want to like redefine your hypothesis and problem statement to test it and find out what it actually means for you. And the next one is, of course, there are ideas that are amazing for other products, but it is not a great idea for your product. So you're basically going to just sunset that or maybe just throw it away because it's not relevant for your audience. So every idea that's amazing for some other product might not be amazing for you. So it's very important to understand that into your product. First of all, it has to, as I mentioned, it has to align with your business goals. And is it really relevant to your audience and does it meet your commercial goals or revenue goals that if your product is the cash cow in the organization, you want to be sure any changes that you launch is not going to negatively influence that. And it's going to have any issues where it is going to self-conflict some of your other features that are more important in your product, absolutely useless. And one other example I would like to give is I was working in an e-commerce web shop and it was related to books and journals and other things. A lot of e-commerce sites, they had the wish list. If you see like normal retail company e-commerce web shops, they'll have like a feature like wish list where you can keep adding things that you potentially want to buy. And this was an amazing idea. Everybody in the team was like, we should try this out. We will see that users will start adding on the wish list and then eventually they will buy stuff. We did a small pilot on that. Actually, the usage was really bad. And the reason is because we found out that the user intent was like either the user personas were more like they were students or professors or maybe like studying individuals who are just looking at that very moment whether they get the content or not through these books or journals and if they don't get, they don't buy it. So they don't sit and research about the product for like several days to buy it. So this is a very good example. It was a very good learning because we understood that even though we thought it's a very nice feature and it is very relevant to our audience because they belong to e-commerce sector. But that was not true because for the nature of business that we had, the users didn't find that useful. They are immediate purchaser of this books and content that we sold on the site. So you really need to understand the audience that you're targeting and how you can make a difference to their life rather than just doing what other competitors do or maybe even your immediate competitor does because they might have different use case and they might have found that is relevant to their audience and not yours. So there are some discovery frameworks and this is something very interesting, jobs to be done. For example, you can do this as an activity for your product, just talk to one of your customer or maybe like another customer, one of your customer or maybe even talk to anybody that you know, like even your colleague, it doesn't have to be about your product. You can ask them maybe like what did they purchase recently that's worth over like $100 or something and you can try to understand like why did they spend that $100 for that product, what made them buy it and it's not about just the process of buying it but you actually try to understand how did they come to and understanding to hire that product. Jobs to be done is like for example, recently I bought a pot and pan, I can describe my situation. So I bought the whole set of pots and pans for cooking and one of the things is why did I do that?  So I said okay, I want to replace this pot and I went to the online sites looking for the same brand, similar brands and I found out that that was also expensive, buying one pot was as expensive as buying like seven pots in total as a package. So I ended up buying the entire thing because I thought the rest of the things can also be replaced and I just bought it anyway. So if somebody interviewed me, if somebody from the company came and interviewed me, I would have told the situation and they would immediately basically think okay, my intent was actually not to buy the whole pot set, my intent was to actually replace the broken pot or even more and that's also like so that is the problem that if I don't get a resolution, I might go into another layer of what the competitors are. An example of that is you might go into a supermarket and you might want to buy like bread. The breads are not available anymore, you just think okay, I have to eat my breakfast tomorrow and what am I going to do? What is the other breakfast option? You would think that the the bread options competitor are other breads only but that's not true. The bread competitors are also eggs and maybe like oats or others. So similarly an oatmeal company, they have to think who their competitors are. It's not just other oat company, for them the other competitors are breads, eggs. So they think in a way where you have to satisfy your customer's need that is they have to enjoy their breakfast meal. It does not matter what they are using to replace with that and jobs to be done is similar to that. If you apply this framework to your product, you will understand why the customer or the user is actually coming into your product, their intent to come into your product and how can you engage with them and tell the right story to actually close the deal. So this is a very nice framework to understand different types of users. If you have so many user personas, people doing different things on your site or different things in your application or product, you can definitely try this out. This is absolutely mind blowing framework. There are many good guidances that are available and I would definitely recommend trying that. Design thinking is also like a discovery framework and I think design thinking is also like is an upcoming framework that everybody wants to use. I would say that always try to understand what product you are in, what is the end goal that you want to steer your product into, what framework works best for you is something you as a product manager should judge. It should not be the market telling you design thinking is the best thing, jobs to be done is the best thing or any other. So it's totally dependent on what you want to do. You can even try out everything and you see what works best for you and then go for it. So design thinking is definitely good and this is similar to the process that I have described earlier.  How do they use your product and stuff? So one of the very interesting thing that I want to mention is, for example, in recent days, I think some of you would have read this research. So in Amazon, for example, they saw that they actually suggest products that has to be sold together. For example, if you buy like balloon for birthday party, they would probably suggest like candles and other things that they can automatically combine. So basically, they looked at all these algorithms that they were doing for all the products. They found a very strange combination. So they found that a lot of people were buying camera and then they were also buying like a camera to check security camera actually. And then they also saw that they were buying like baby products. And then they were very curious like what is going on here? What does a security camera have to do with like this combo of buying some baby products? When they dig further and when they did some user research, they found out the security cameras are actually being used for baby monitors. So the company that sells like a cheap security camera with an app. So basically, these companies were trying to understand what was going on. So they asked them, what's happening? So why are they buying? So they would get like receipts where they can look at these things. So they basically created a curiosity.  So I think that's why the empathy element is so valuable because you will try to understand how your users actually consume your product. So that's possible only if you spend enough time with your customers or users and be in their shoe and start looking at things in their perspective. So then you will start to think very differently from how you're doing it as of today. So that contributes to some of the ideas and you can build prototypes and test. So user service and data. I think this is like a discovery framework that almost every product managers will use. And user surveys are usually very valuable because you will probably have like a net promoter score or anything of that sort to measure your customer satisfaction, which is a great idea. You must do it. You should do it on an ongoing basis because you can find any sort of major red flags through these because your customers who are really willing to be part of this product, they will take an effort to answer these questions that you ask on an ongoing basis and give you some new insights as well or maybe some major red flags that you don't see because you are in your product shoes every day. So they are your users, they are customers, they'll give you some new insights and data. Data is also very crucial. So you can look everything in so many different ways and data is one of the forms. So I think this is also purely valuable and some of these ideas can be picked as quickly as from the service and the data insights that you get from a product. You don't even have to do like all of that complicated framework, but I still recommend doing those because that can be very insightful and valuable for you in a long run and what is obtained as a result of this whole activity of product discovery. I would say that because you have a constant relationship with your customers and your users, they will start to see what you are trying to make it happen for them. So it builds better trust on you as well as your products and they will start to give honest opinion or honest feedback on your product and this builds a long-term relation and very good belief on your product and this will go far long than you think. And customer journey is discovered. So a lot of times that we work as product managers, we think we know our customers really well, we know that they're going to click A and then they're going to land into B and then they're going to land into C, but it might not be the case, they might go from A to Z to B to X to anything. So they react to things, they respond to things very differently than we think. So this might be very good exercise for us to do to understand what is the customer journey look like, who is doing what and what is like the outcome they are trying to get from that and also what's the benefit of that outcome. It's not just the outcome of that action. By doing that action, they probably are going to get some benefit that we are not aware of. So it's very good to understand these kind of things in that customer journey and prototype learnings. I think when you actually build a prototype and you test it, you will find out that as I told the very valuable example of how your customers are very creative. So you will find out that when you test your ideas, your customers will do things very differently than what you thought. You might think that they might press in application, you would expect them to go and press on a dropdown and then click, rather they would do something completely different from what you had thought. So it's really good to understand what is the outcome of that prototype, how are your users actually grasping some of the concepts that you wanted to land. So that can be extremely valuable as well as a part of this process. And user persona understanding. So as I mentioned, the very first part of the call, so user personas, you might think all your user personas in your product, you know, every one of them and you might think that I know how they are using my product. But when you do these product discovery activities, you might find out that you can also serve more user personas than what you are serving. Or maybe you might find out that there is a specific user persona who don't fit well into your product. And by serving those customers, serving those users, you actually conflict with other user personas. So it gives you new insights and you can make your decision according to that. You really want to continue with that user persona, serving that user persona, or maybe adding new personas. It's really valuable to find those insights. So this is it about the product discovery. I would say that all of these concepts, when you do it on a daily basis or even you could do it as some sort of like an innovation sprint with your team members and your colleagues, this will bring a lot of new insights. And I'm very confident that you're going to love it. So thanks again for joining this session. And please do write some questions and feedback. I will definitely take that into account and keep answering your questions. Thank you.